Boeing has reorganised its sales operations as part of a push into services that has helped it take a lead over rival jet maker Airbus this year. The company Boeing set up a standalone division in 2017 to build a US$50 billion business in services for civil and defence aircraft, including repairs, crew rostering, parts and even wind forecasts.
Earlier the company offered fewer, more dispersed services. Now sales of jetliner services have been brought under the same umbrella as plane sales, headed by senior vice-president Ihssane Mounir, Boeing Co’s overall commercial sales chief, reported Reuters.
Kicking off late last year, the move is designed to increase the number of deals and boost profits as it will make it easier for Boeing to sell high-margin services at the same time as it sells planes.
“We approach the campaigns in a much more comprehensive way than we have ever done before,” Reuters quoted Mounir, whose role was expanded to include responsibility for jetliner-related services across the group. “So the price and inherent capability of the airplane are just one thing that we are bringing to the table. I’m not going to go beyond that, or I will be divulging the secret sauce.”
Airbus and Boeing dominate the jet market, worth US$5 trillion over 20 years. Airbus is also developing services but has not brought sales together yet – though it may do so in future.
Boeing officials say recent sales wins for Boeing’s 787 plane over Airbus’ A330neo have involved “multiple plays” of which coupling jets and services can be one element.
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