Dan Catchpole

Airbus’s new top salesman, Eric Schulz, has a simple message this week at the Farnborough Airshow: he is his own man. He could be forgiven for feeling intimidated to follow his predecessor, John Leahy, who headlines called “legendary” and “salesman supremo” when he handed the reins over to Schulz in January.

 


“Intimidated? No,” Schulz said of Leahy. “I would have been intimidated if I wanted to do the job the way he was doing it.”

 


Unlike his predecessor, Schulz is an engineer and has extensive experience with airlines and aerospace manufacturing. “I come with an intimate knowledge of the industry and an absolute understanding of what…people [are] thinking when they buy an airplane, and what they do with it,” he said. "That makes me more focused on what an airplane can do for a customer and how to get the most out of it."

 


Schulz doesn’t want to simply talk over the price tag with customers, but rather discuss what they need, which airplane is the best fit, and how to get the most value out of it. That might mean optimizing configurations or signing service contracts to cut a carrier’s maintenance overhead costs. &nbsp;

 


He has some things in common with Leahy, though, Schulz said—“The fighting spirit, the determination, the tenacity, the ability to find innovative solutions to make sure we can do a deal.”

 


He is not taking his eye off the competition in Seattle, either. “There are only two jobs like mine in the world”—his and Ihssane Mounir’s role as head of sales for Boeing Commercial Airplanes, Schulz said.

 


In recent years, Airbus has claimed annual leads in new orders, thanks to its popular A320 family. Boeing is considering a New Mid-market Airplane (NMA) to challenge Airbus’s long-range A321. On Sunday, Boeing CEO Dennis Muilenburg said the aerospace giant had put off a decision on the NMA until 2019. The company is still working to close the business case, Boeing Commercial Airplanes chief Kevin McAllister said.

 


Airbus already has solidified its dominance in the longest-haul single-aisle sector, thanks to the A321LR, Schulz said. “That explains why the NMA decision has still not been made.

 


“It’s nice to believe that you can come right into the middle of the market with an airplane that will be optimized and will do everything,” he added. But the NMA will lack commonality with Boeing's slightly smaller 737s and larger 787s. “It’s a lost airplane in the middle of the page,” Schulz concluded.

News and developments about airplanes, helicopters and unmanned air vehicles used in all varieties of operations, including airlines, military, business, commercial, general aviation and private.

Airbus' New Head of Sales Setting His Own Tempo

Airbus'top salesman Eric Schulz says Boeing's NMA is "lost" in company's catalog.

2024 Corporate Aviation Leadership Summit

News and issues relating to business, corporate and private aviation, primarily regarding turbine-engine-powered airplanes and helicopters. Subjects include aircraft, engines, maintenance, operations, personnel, acquisitions, accidents, safety, security, and training.

It comes on the heels of the G800's FAA and EASA certification.

Gulfstream Racks Up 700th City Pair Record

Charles Alcock

News and developments about aircraft engines, including turbofan, turboprop, turboshaft and piston.

News about environmental issues relating to aircraft operations, including noise issues, emissisions, and regulations. See Fuel for biofuel.

Dutch start-up aims to bring regional airliner to market in 2030

Cormorant Prepares to Start Testing Hybrid-Electric Demonstrator

Curt Epstein

Phenom and Praetor backlog now stands at $7.6 billion

Embraer Executive Jets Reaches New Backlog High

Jessica Reed

News and issues relating to the aerospace industry that are related to the science, engineering and business of flight in space involving civil, industrial and military applications, and similar topics related to flight in the atmosphere of the Earth that are not covered more directly by other AINonline subject channels. In other words, both astronautical and aeronautical subjects, except for those aeronautical topics that are specifically covered elsewhere on this website.

Aftermarket growth bolsters revenues as manufacturer continues post-strike recovery

Textron Aviation 1Q Jet Deliveries Dip, T-props Surge

Chad Trautvetter

Company hits on all cylinders as it ramps up G700 deliveries and prepares for G800 service entry

Gulfstream Deliveries, Revenues, and Earnings Soar in Q1

Kerry Lynch

G700 has already contributed 80 speed records to Gulfstream’s fleetwide 700 total

G700 Flight Brings Gulfstream Fleet to 700th Speed Record 

News and information on safety procedures and concerns.

A preliminary full-scale example of the planned S-A2 model achieved its first tethered flight on March 1 

Supernal Confirms First Flight of eVTOL Tech Demonstrator

News about simulators and training procedures, as well as workforce.

2018 Farnborough Airshow

More In Aircraft