Graham Warwick/WASHINGTON DC
CAE ELECTRONICS has announced contracts for nine full-flight simulators and eight flight-training devices in three key deals. The Canadian company now has an overwhelming share of the commercial flight-simulation orders placed so far this year.
American Airlines has selected CAE as its preferred supplier of training equipment and placed an order for four flight simulators: two for the Boeing 737-800, one for the 767-300 and one for the 777-200.
Delta Air Lines has selected CAE to supply four flight simulators: one for the Boeing 737-200, one for the 737-600/700/800 and two for the 767-300/300ER/- 400. The carrier has also ordered eight training devices: three for the 737-200, three for the 767 and two for the 757-200.
Both contracts include options for additional simulators beyond the immediate requirements of the new Boeing fleets. American is believed to have exercised its first option already, for an Embraer EMB-145 flight simulator.
Although Boeing's exclusive long-term deals with American and Delta no longer exist, CAE's agreements will allow the airlines to exercise options for additional simulators rather than conduct new competitions, says marketing director Andy Morris. "We still have to win the options," he cautions, noting that the commercial flight-simulation marketplace "is very fluid".
In 1996, when only 15 simulators were sold by all manufacturers, CAE trailed Thomson Training & Simulation in marketshare. This year, the Canadian company has sold 22 simulators and says only four orders went to rival manufacturers. Orders for at least another ten simulators are expected this year, possibly including some from Continental Airlines.
Another key order announced by CAE is from FlightSafety Boeing Training International, for a 737-700 simulator. Suppliers had been concerned that the tie-up of the Boeing and FlightSafety airline-training organisations would exclude manufacturers other than FlightSafety from selling simulators to the new company, but Morris says CAE's order shows a willingness to procure equipment outside the joint venture.
Morris says beginning production of simulators ahead of orders, allows "aggressive" delivery schedules. All American's simulators will be delivered in the third quarter of 1998 - substantially quicker than the normal 18-month lead time - with deliveries to Delta between the second quarter of 1998 and 2000. Being new, the 767-400 simulator will take the longest.
FlightSafety Boeing has ordered CAE's MaxVue visual system for its new simulator, but Morris says that both American and Delta have yet to select visuals for their machines. The Canadian company expects stiff competition for the orders from independent visuals supplier Evans &Sutherland.
Source: Flight International
