Boeing’s unified jet sales and services give it an edge over Airbus
The new structure makes it easier to sell high-margin services along with planes — in keeping with airlines’ moves to cut costs
Paris — 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. Boeing set up a standalone division in 2017 to build a $50bn business in services for civil and defence aircraft. These can include repairs, crew rostering, parts and even wind forecasts. It previously 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’s overall commercial sales chief. The previously unreported move, which took effect late last year, 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. Airlines are seeking ways to keep a lid on costs by planning jet purchases and long-term operations together. "We approach the campaigns in a much more comprehensive way than we have ever done...
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