Non-exclusive deal agreed as Canadian manufacturer plans sales tactics for new family
Bombardier has selected Lufthansa Technik (LHT) to complete the first aircraft under its rebranded and expanded corporate shuttle programme. Talks are under way for LHT's Hamburg, Germany completion centre to outfit two Challenger 850s as 18-seat VIP aircraft for delivery to a new shuttle operator in the first quarter of next year.
Bombardier signed a letter of intent at the show "to proceed with Lufthansa Technik as a strategic partner on our corporate shuttle solutions", says Ron Dahms, vice-president marketing and strategy for business aircraft. The agreement is not exclusive, he says. The Canadian manufacturer has created a new sales team to identify potential corporate shuttle operators, as it develops plans for a corporate version of the planned CSeries airliner. The Challenger 850, 870 and 890 family of shuttles based on its CRJ200, 700 and 900 regional jets was launched at the show (Flight International, 17-23 May).
James Hoblyn, vice-president, business aircraft, says selling the shuttle family requires a combination of regional airline and business aviation tactics. The company has created a dedicated team at its Montreal headquarters to develop airline-style route models and business cases for existing and new shuttle users. "There are a significant number of companies with employees working between two sites and they want their staff to travel in a secure, productive environment," he says.
The new focus is on selling aircraft through any existing Bombardier channel, Dahms says, including its Flexjet fractional ownership scheme in the USA and Skyjet block charter programme in Europe and Asia. "If a number of customers were interested in sharing an aircraft, then we would look at all options to let them acquire an aircraft," he says. Bombardier could make shuttles available through its charter management arm Skyjet International. The company is also negotiating with lease finance companies to find a solution to customer requests for short-term, project-based requirements.
Meanwhile, Hoblyn says the business aviation division has provided input to the CSeries development team on a potential corporate version of the 110- to 130-seat airliner. "We have asked them to keep in mind our requirements like extra tank space and range when designing the aircraft, but it's five years away from launch, so more will be said nearer the time," he says.
The Global Connector shuttle version of the ultra-long-range Global Express is still a possibility, Hoblyn says.
Source: Flight International
