Published: 12/12/1997

In November Airbus Industrie held a four-day seminar on air transport in Moscow. Top specialists from the European manufacturer spoke on the financial and economic side of the civil aviation business, covering such themes as aircraft financing, fleet planning, flight operations and new aircraft entry into service. In an interview with ConCISe, Paul Clark, general manager for marketing development and training with Airbus, said that "the objective of the seminar was not to sell. Our goal was to achieve a better understanding of air transport industry development". Another goal was to establish personal links with CIS aviators. In that sense the seminar was more than successful. Paul Clark says, "We are pleased that Airbus acted as a catalyst in creating a friendly atmosphere where people from the airlines could talk to each other and share their experience". It was a two-way dialogue and the participants had the opportunity to voice their own experience during the seminar, he added. The first Airbus seminar for CIS carriers took place in October 1996, attracting representatives from 20 airlines. This year the number increased to 30, with almost all prominent carriers represented. Among these were Aeroflot-Russian International Airlines, East Line, Volga-Dnepr, Transaero, Gazpromavia, Diamond-Sakha, Omsk Avia, Perm Avia, Don Avia, Siberia, Baikal, Bashkirian Airlines, Pulkovo, Samara, Uzbekistan Airways, Air Moldova, Armenian Airlines, Air Ukraine, Ukrainian International Airlines and Air Kazakhstan. Currently, three CIS companies operate twelve A310s. Aeroflot accepted the type in 1992, followed by Uzbekistan Airways in 1993 and Diamond-Sakha in 1994. "The 310s are highly-valued by these companies", Paul Clark said proudly, noting that during this year two out of the three users decided to enlarge their A310 fleets. In May 1998, the Uzbeki carrier is to receive its third A310 new from the manufacturer. Aeroflot is taking two, both second-hand, on operational lease from Gecas in December. An intention to buy the A320-family aircraft is being expressed by the national carriers of the Ukraine (three) and Bashkiria (two), although no contracts have yet been signed. Considerable attention was paid during the seminar to acquainting the CIS carriers with the functioning of the western aircraft-financing system. Airbus specialists explained to the participants the mechanics of thebusiness and its "tools", including the lease of new aircraft and financing of aircraft-acquisition programmes. Those issues are of particular importance to cash-starved CIS operators, having no internal resources to fund the purchase of new modern airliners. Paul Clark states that Airbus did not aim to advertise its products on the market by the means of the seminar. The material presented during the venue applies to any type of commercial aircraft, regardless of its manufacturer. "We did not promote one aircraft over another. The goal was to establish dialogue where all participants would speak the same language," he said. Airbus managers say they understand that the CIS market needs a special approach. "During the seminar we renewed our own vision of our customers' needs," said Paul Clark, adding that for Airbus as an aircraft-manufacturer "the information received is more than useful, it is vital."(IN1297.2) (VK)

Article ID: 97