Q: Describe your mission at Dubai 2000.
A: We have two messages: the BBJ is delivered, in service and flying and it works great. The other is that we have just launched the BBJ 2 and this region was one of those that asked for it.
Q: How healthy is the BBJ order book and how many orders have come from the Middle East?
A: We have orders for 56 aircraft, of which 16 come from the Middle East/Gulf region. The 16 aircraft are going to 10 customers.
Total sales are significantly higher than we ever expected. We have five aircraft in service and three or four waiting to roll out of the factory.
Q: With the launch of the BBJ 2, what total sales are you projecting?
A: We will retain our total of 24 aircraft a year, producing them at a ratio of two to one in favour of the BBJ. However, that is only a projection and it will obviously depend on what the market demands.
Q: How did this market originate?
A: It came about when the price of the Global Express and Gulfstream V came close to the Boeing 737.
It became clear that for 10% more money you could get three times the interior space.
We had always sold one-off green aircraft before, but the BBJ really defined this new market - for almost the same amount of money you get three times the space. They also get total support.
Q: Are you relieved that the oil price, such a critical issue in Middle East economies, has recovered from its recent low?
A: I don't think so. We have not really seen interest decreasing in the last six months.
It may be that one or two potential customers may have been more reluctant to commit.
In fact what we have seen is that once you put one or two airplanes out there for people to see, the interest increases.
Q: What was the rationale behind the launch of the BBJ 2?
A: It's for customers who want more floor space and cargo space.
The Middle East market for instance is a bit specialised in that people here travel with a lot of luggage.
The business owner will be happy with the BBJ but in this region where the owner travels with 25 people, you could be looking at 150 pieces of luggage. Before, they might have had to charter another aircraft for the luggage. With the BBJ 2 you won't.
This will be an important market for the BBJ 2.
Q: Where does your market campaign on BBJ 2 stand right now?
A: We are working on this, talking to customers.
We have not announced orders yet but we expect to do so very soon.
Source: Flight Daily News
