Falcon Jets: DFJ’s APAC Sales Team on the Regional Market, Technology and the Impact of Covid-19

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ASG’s Max Buirski sits down with Dassault Falcon’s Asia Pacific sales team to discuss the regional business jet market, how China is getting back to work, incorporating military technology into civilian aircraft, winning government tenders, the coming 6X design and production, how a salesperson should deal with being unable to visit customers and the future of aircraft sales and marketing in the age of Covid-19.

Main Content

(5:03)

The impact of Covid-19 on OEMs, their workforce, production, vendors and support

(6:10)

Where China is today several months after the Covid-19 outbreak

(8:27)

Why Falcon has have been successful in China

(10:45)

Why it’s possible the Covid-19 crisis will increase the demand for business jet use by HNWIs, despite the economic impact

(12:29)

It’s not all about China, customers in South East Asia are moving into larger aircraft and that sector is becoming just as important

(14:05)

The importance of technology, Dassault’s roots are in military combat aircraft and the transfer of that capability into civilian products

(14:52)

Falcon’s success selling aircraft to the Australian and Japanese Governments

(17:10)

Emphasis on technology in a business jet

(19:21)

The Falcon 6X

(21:22)

Why Asia is not ‘one region’ and how to market and sell in such a diverse part of the world

(25:16)

How OEM sales teams should adapt to travel restrictions, air show cancellations and the ‘new normal’

(28:58)

Why even with today’s electronic communication it’s still essential to meet your customers ‘face-to-face’

(30:45)

How VR technology might eventually change the nature of aircraft sales and marketing

(33:12)

The impact of Covid-19 on salespeople who are used to traveling most of the year

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