strandedinbgm
Posts: 250
Joined: Wed Jul 11, 2007 2:58 am

787/Boeing Sales Presentation & Information

Thu Sep 06, 2007 10:49 pm

I was wondering if I could get some direction from the aviation brain trust that is a.net.

I am taking a selling fundamentals course at a local university and as part of the class, we need to prepare and present a sales presentation. I have decided to be a little ambitious and creative and select the 787 as the product that I am selling. I didn't want to be the one of the ten other students in the class who decided to sell golf balls or brakes.

What I am looking for are Boeing materials such as pdfs, ppts and other information relating to technical benefits, pricing, delivery, etc. I strive for A's, so as much information I can find will be beneficial. The bulk of the information that i am finding right now is primarily Boeing financial information.Could be using the wrong search terms.

I recall seeing some links to some rather detailed information here but I cannot seem to find them now. Can any of you direct me in the right direction?

Thank you in advance.

Daniel
It's 737s, 747s and 380s. Not 737's, 747's and 380's. Learn to use the apostrophe for crying out loud.
 
NAV20
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RE: 787/Boeing Sales Presentation & Information

Thu Sep 06, 2007 11:16 pm

Strandedinbgm, you can find pretty well every detail of Boeing's 787 'selling proposition' by clcking around on their website - here's a sample:-

http://www.boeing.com/commercial/787family/background.html

Not sure that it's a wise choice on your part, though; from the point of view of getting high marks. Civil aviation is basically a duopoly, just the two major manufacturers in head-to-head competiition, with price/operating costs as the main competition areas. In addition, your 'targets' for such a presentation are the airlines, not the general public; the latter tend to make their choices based on fare levels, frequency, preferred airline etc. - most of them don't know or care what sort of aeroplane they're travelling on. In the long run golf balls etc. might actually offer more scope for an interesting presentation?  Smile
"Once you have flown, you will walk the earth with your eyes turned skywards.." - Leonardo da Vinci
 
strandedinbgm
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RE: 787/Boeing Sales Presentation & Information

Thu Sep 06, 2007 11:24 pm

Quoting NAV20 (Reply 3):
Strandedinbgm, you can find pretty well every detail of Boeing's 787 'selling proposition' by clcking around on their website - here's a sample:-

http://www.boeing.com/commercial/787....html

Ahh very good start. Thank you.

The product that we choose doesn't necessarily have to be sold to the general public. I am aware that they do not care about operating costs, etc. What I am seeking to do is provide the right information to the "customer" to show them how the "product" will benefit their operation. More efficient aircraft = well.. you know.
It's 737s, 747s and 380s. Not 737's, 747's and 380's. Learn to use the apostrophe for crying out loud.
 
NAV20
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RE: 787/Boeing Sales Presentation & Information

Thu Sep 06, 2007 11:50 pm

Sorry, StrandedInBGM, didn't mean to sound like such a wet blanket; give it a go, I hope it works out. Best maybe to rough out a 'first pull' early on and see how it hangs together?

One thing - if you're allowed to use pictures you'll be miles ahead of the 'golf-balls or brakes' merchants, anyway! Especially with the 787. Plenty of pictures on the 'Experience the 787' site, top right on here:-

http://www.boeing.com/commercial/787family/index.html
"Once you have flown, you will walk the earth with your eyes turned skywards.." - Leonardo da Vinci
 
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Stitch
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RE: 787/Boeing Sales Presentation & Information

Fri Sep 07, 2007 12:14 am

Quoting StrandedInBGM (Reply 4):
What I am seeking to do is provide the right information to the "customer" to show them how the "product" will benefit their operation. More efficient aircraft = well.. you know.

I would recommend a search of posts by Widebodyphotog where he includes some of his mission planning charts. While not "gospel", they do offer insight and projections into things like fuel burn per hour and payload/range information which can be used to help calculate "costs" and "revenues".
 
justloveplanes
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RE: 787/Boeing Sales Presentation & Information

Fri Sep 07, 2007 1:19 am

Here's an excellent chart on fuel burn that includes the 787.
Fuel Burn - How They Stack Up (by WingedMigrator Aug 4 2007 in Tech Ops)
 
strandedinbgm
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RE: 787/Boeing Sales Presentation & Information

Fri Sep 07, 2007 4:08 am

NAV20 thanks for the support. Notice that the response that you are respond to below was deleted by the mods.

They claimed that it was off topic. That really does not make sense.

Quoting NAV20 (Reply 3):
Sorry, StrandedInBGM, didn't mean to sound like such a wet blanket; give it a go, I hope it works out. Best maybe to rough out a 'first pull' early on and see how it hangs together?[/quote

[quote=Stitch,reply=4]I would recommend a search of posts by Widebodyphotog where he includes some of his mission planning charts. While not "gospel", they do offer insight and projections into things like fuel burn per hour and payload/range information which can be used to help calculate "costs" and "revenues".

Thank you.

Quoting Justloveplanes (Reply 5):
Here's an excellent chart on fuel burn that includes the 787.

Fuel Burn - How They Stack Up (by WingedMigrator Aug 4 2007 in Tech Ops)

Thank you.

By the way, one classmate selected Titleist golf balls and another selected auto parts...Ho hum. I like to be different.

[Edited 2007-09-06 21:11:39]
It's 737s, 747s and 380s. Not 737's, 747's and 380's. Learn to use the apostrophe for crying out loud.
 
Jet-lagged
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RE: 787/Boeing Sales Presentation & Information

Fri Sep 07, 2007 5:38 pm

Selling aeroplanes would be considered a 'complex sale'. E.g. several decision makers and influencers, for a large and complex purchase. Influencers would include all of airline sales, operations, finance, engineering and procurement departments. They must consider not only purchase price, but fuel burn, maintenance costs, flexibility of use, resell value, attractiveness to their customers, and many other factors. This is way more complicated and time consuming than selling soft goods or consumer durables to individuals, and it often requires a team to perform 'complex sales'. It is a good choice, I think, if you can get across the topic.

You can find information on the web about 'Complex Sales'. A good book on the topic is Strategic Selling by Miller Heimnan.

Good luck!