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Company background

Mitsubishi Aircraft Corporation is a Japanese company dedicated to the development, sales and support of the Mitsubishi Regional Jet (MRJ90 and MRJ70).

The MRJ90 and MRJ70 are still in development and the organisation is working hard to build a strong order book before the anticipated launch date in 2020. As of September 2017, Flightglobal’s Flight Fleets Analyzer data shows that Mitsubishi has commitments for 427 aircraft, comprised of 233 firm orders, 170 options and 24 purchase rights.

The challenge

To improve their knowledge and understanding of the industry the marketing, sales and analysis functions required an up-to-date, reliable and easy-to access fleets database and a trustworthy news solution. It was essential that the information could power detailed market, competitor and commercial analysis that would help save the strategic marketing team time.

Mitsubishi’s strategic marketing function produces regular market analysis to clarify the order books of its main competitors. The 70-90-seat regional jet market is competitive, with Bombardier, Embraer and ATR all producing rival aircraft. It is vital that fleet information is accessible in a timely manner to support the future commercial developments of the MRJ programme.

It is important that the strategic marketing function has access to authoritative fleet data in order to support existing sales campaigns. The team required a solution that would provide order numbers, backlog numbers, cancellation data, and average age of aircraft in the regional jet market. The impact of not providing the commercial team with accurate figures could have a detrimental effect on sales of the MRJ programme.

The solution

After analysing the competition and determining a range of solutions from FlightGlobal as the best for its need, Mitsubishi Aircraft Corporation chose to subscribe to a fleet database, Flight Fleets Analyzer; a premium news platform, Flight Dashboard; and a service to provide independent residual valuation of the MRJ90 and MRJ70 provided by the Flight Ascend Consultancy team.

The strategic marketing function has improved its ability to conduct competitor research by implementing a monthly report that is powered by Flight Fleets Analyzer and Flight Dashboard. This includes a detailed analysis of regional jet orders broken down by aircraft type, sub-series, owner, operator, OEM and region. This report is improving the marketing and analysis teams’ operational efficiency by providing sales managers with historical trends that are influencing revenue growth.

The sales teams are using Flight Fleets Analyzer to build their own detailed fleet plans. These include creating individual fleet reports for specific prospects or existing customers. The easy-to-navigate UI makes it simple for a sales person to quickly filter large amounts of fleet data and gain a deeper understanding of a customer or prospect. This information is exported directly into Excel and used in sales meetings to provide authoritative industry figures that boost the teams’ credibility with prospects and customers.

To further their knowledge, it is crucial for the marketing, analysis and sales teams to have access to the most up-to-date and trustworthy aviation news. The Flight Dashboard news platform is updated 24h a day and provides the teams with the latest news stories affecting the industry. The teams can now access news that is important to them quickly and via a single source, improving their ability to respond to changes in the market.

FlightGlobal provides tools that are consistently improving Mitsubishi Aircraft Corporation’s ability to present detailed research on the regional jet market.

Mitsubishi Aircraft Corporation has used data from FlightGlobal for more than eight years to inform and enhance its strategic decision-making. This information has contributed to saving the marketing and analysis teams time by providing reliable data through a single source and is helping form the basis of monthly regional jet reports.

Flight Fleet Analyzer enables you to:

Understand the global fleet

Identify aftermarket opportunities

Gain a competitive advantage

Inform your fleet and investment strategy

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