European manufacturer steps up sales drive for Corporate Jetliner ahead of November's NBAA show
Airbus is pulling out all the stops to score a crucial US sale of its A319 Corporate Jetliner (ACJ) ahead of the USA's National Business Aviation Association (NBAA) convention in November.
Airbus has 40 customers for corporate versions of the A320 series airliner, but has sold only one in the USA, says Richard Gaona, vice-president of the Corporate Jetliner division. The company is looking for a second US completion centre to boost the capacity of existing interiors supplier Associated Air Charter in Dallas, Texas, which is also an authorised service centre along with Jet Aviation in Palm Beach, Florida.
Airbus is also boosting its top-level personnel in the USA, with ex-Gulfstream and Bombardier salesman Don McLaughlin joining as Airbus North America sales director and former NBAA president Jack Olcott chairing the newly created Airbus business aviation advisory board, aimed at understanding the US customer better, says Gaona. Olcott says: "We believe the lack of interest is due to a lack of communication. The ACJ has the most to offer, but nothing sells itself."
Gaona admits that governmental sales, traditionally half of the total, will be trickier in the USA because of political motives. "If we were given the opportunity to compete in a competitive tender for US Air Force contracts, like the BBJ [Boeing Business Jet] competed for the French presidential jet, then we would, but realistically we think we'll place with corporates or very VIP guys," says Gaona. Airbus has set the NBAA convention, which takes place in New Orleans in November, as a symbolic target for its attempt to crack the US market.
Gaona says the target for global sales of the ACJ in 2005 is 12, with a minimum of 10 acceptable to meet production slots it has secured on the A320 family line.
Source: Flight International
