Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Accessing the European Aerospace
Market and it’s Supply Chain
Presented by Westworld Consulting & The US Commercial Servic...
2!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Today’s Speakers
James Bledsoe
International...
3!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Q&A Session and Handouts!
!
Handouts availab...
4!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Who Is This Webinar For?!
We’re keen to sell...
5!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
What will we cover?
Overview of!
the Market!...
6!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
The US Commercial Service!
PJ Menner!
Commer...
7!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
The US Commercial Service
•  Introduction to...
8!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
European Aerospace Market & Supply Chain
Guy...
9!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
European Aerospace/Defense Market
World’s!
2...
10!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Comparison: 

Europe vs. US - Aerospace & D...
11!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Why Europe?
•  Large Open Aerospace Market!...
12!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Introduction to the !
European Aerospace Su...
13!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
European Supply Chain – How it works
OEM
Ti...
14!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Supply Chain in Action: Airbus A350 XWB
A35...
15!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Projected Increases in Global Sourcing

- A...
16!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
European Supply Chain: a Broad Strategy
!
•...
17!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
European Supply Chain: Expectation vs. Real...
18!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
The Supply Chain Brick Wall: Becoming a new...
19!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Strategies to Access the Market
•  Get a lo...
20!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Other Challenges to Negotiate!
•  Internal ...
21!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Interview with Steve Hoskins – Airbus !
Gen...
22!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Case Study 1: Pryer Aerospace
!
•  Location...
23!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Case Study 2: Steico Industries
!
•  Locati...
24!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Example Supply Chain Opportunities (Europe)...
25!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Introduction to Farnborough Airshow 

July ...
26!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Farnborough: An OEM’s Perspective
27!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Getting the Most Out of Farnborough
•  Why ...
28!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Questions & Answers!
Do you have any
questi...
29!
Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com
Thank you for attending..!
Contacts for fur...
Upcoming SlideShare
Loading in …5
×

Webinar Accessing the european aerospace market and supply chain

6,609 views

Published on

This is a presentation targeted at US SME Aerospace & Defense business who want to access the European Aerospace Market and It's Supply chain. It gives strategies tips and suggestions for market entry.

Published in: Engineering, Business, Technology
  • Login to see the comments

Webinar Accessing the european aerospace market and supply chain

  1. 1. Accessing the European Aerospace Market and it’s Supply Chain Presented by Westworld Consulting & The US Commercial Service Welcome to today’s webinar…. www.westworldconsulting.com A webinar for North American Businesses
  2. 2. 2! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Today’s Speakers James Bledsoe International Trade Specialist, ! US Commercial Service! Steve Hoskins General Manager & Head of Procurement, Airbus CIMPA.! PJ Menner Commercial Specialist,! US Commercial Service! Guy Hobday Business & Marketing Director ! Westworld Consulting! Robbie Robinson President & CEO! Westworld Associates!
  3. 3. 3! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Q&A Session and Handouts! ! Handouts available at the end of the Webinar! We will have a Question and Answer session towards the end of the Webinar!
  4. 4. 4! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Who Is This Webinar For?! We’re keen to sell to Europe but have little experience! You We have experience in Europe, but we’re not getting very far! I’d like some more information about the European Aerospace Market!
  5. 5. 5! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com What will we cover? Overview of! the Market! The Supply! Chain in Detail! Best Practices! & Strategies! European Aerospace Market & supply chain Routes to ! success! Current! Opportunities! Typical ! Challenges! Value of attending! Farnborough ! Airshow 2014! Interview ! With Airbus!
  6. 6. 6! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com The US Commercial Service! PJ Menner! Commercial Specialist! US Commercial Service! London, England! ! James Bledsoe! International Trade Specialist! US Commercial Service, ! Little Rock, Arkansas! !
  7. 7. 7! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com The US Commercial Service •  Introduction to the US Commercial Service - James Bledsoe •  U.S. Commercial Service programs at Farnborough Airshow 2014- P.J Menner ! !
  8. 8. 8! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com European Aerospace Market & Supply Chain Guy Hobday! Business & Marketing Director! Westworld Consulting!
  9. 9. 9! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com European Aerospace/Defense Market World’s! 2nd Largest ! Market! Employs! 658,000 directly! $ Revenue! $228 billion!
  10. 10. 10! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Comparison: 
 Europe vs. US - Aerospace & Defense Revenue Europe -! $228 billion! ! US -! $418 Billon! Source: Deloitte Global Aerospace & Defense Industry Financial Performance Study! 60.4% of Global Aerospace & Defense Revenue (2012)! ! 30.9% of Global Aerospace & Defense Revenue (2012)! !
  11. 11. 11! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Why Europe? •  Large Open Aerospace Market! •  Increase Your Sales! •  You’ll Have a More Diverse Clients! •  Gives you an International Outlook! •  New Opportunities / increased success!
  12. 12. 12! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Introduction to the ! European Aerospace Supply Chain •  Highly Developed •  Truly Global •  Competitive •  Conservative •  Good opportunities for competitive companies ! !
  13. 13. 13! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com European Supply Chain – How it works OEM Tier 1 Suppliers & Risk Sharing Partners (‘Primes’) Tier 2 Suppliers (‘Second Tiers’) Examples:
  14. 14. 14! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Supply Chain in Action: Airbus A350 XWB A350 XWB Aerostructure; Prime Suppliers!
  15. 15. 15! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Projected Increases in Global Sourcing
 - Airbus Aerostructures!
  16. 16. 16! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com European Supply Chain: a Broad Strategy ! •  Evaluate your offering! •  Be clear on USPs for the European Market! •  Research:! •  Which OEMs / suppliers might have requirements?! •  What programs are running / upcoming?! •  Know your European competitors! •  What’s your competitive advantage?! •  Target the 1st & 2nd tier, not just the OEMs! •  Network, Network, Network. ! •  Attend face-to-face meetings and tradeshows! ! !
  17. 17. 17! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com European Supply Chain: Expectation vs. Reality “Just get me a meeting with [OEM] and I’ll be able to get a sale”! “Your product might match a requirement we have, but you’re not an approved supplier..” ! Typically clients say….!
  18. 18. 18! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com The Supply Chain Brick Wall: Becoming a new supplier! ! 1.  You contact an OEM! 2.  You’re asked to register on their supply portal / email details! 3.  You receive a generic response or your don’t hear back ! ! How do you over come this? Broad/General Enquiries can often lead nowhere…!
  19. 19. 19! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Strategies to Access the Market •  Get a local representative or agent with extensive knowledge of OEMs, supply chain and key contacts. •  AND/OR Establish your own local presence.! Then:! •  Try to be a Niche Supplier direct to OEMs! •  Target 1st Tier companies to supply or partner with.! •  Target 2nd Tier Companies to supply or partner with.! •  Leverage existing US contacts & clients (who have a global reach).! As existing 1st Tier / Prime Suppliers are well established & already approved: !
  20. 20. 20! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Other Challenges to Negotiate! •  Internal Politics / Workload! •  Export Regulations! •  Quality Approvals! •  Supplier Approval Process! •  European Business Culture! !
  21. 21. 21! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Interview with Steve Hoskins – Airbus ! General Manager & Head of Procurement, Airbus CIMPA General Manager & Head of Procurement, Airbus CIMPA April 2010 – Present (4 years)! ! Head of Research & Test Procurement, Airbus/ EADS January 2008 – April 2010 (2 years)!  ! Head Of Engineering Procurement Airbus January 2002 – January 2008 (6 years)!
  22. 22. 22! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Case Study 1: Pryer Aerospace ! •  Location: Tulsa, Oklahoma! •  Turnover: Circa $21 million! •  Skill: Sheet Metal Forming, Kitting & Sub Assembly ! •  Aspiration: To win Airbus Work in Europe! •  Timeline: 1 year to win work as a 2nd tier supplier to Airbus & 1st tier supplier to FACC! ! •  Now supplying! !
  23. 23. 23! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Case Study 2: Steico Industries ! •  Location: San Diego, California! •  Turnover: Circa $28 million! •  Skill: Manufacturer of Precision Tube & Welding Assemblies! •  Aspiration: To target work in Europe and additional work in the US! ! •  Timeline: 6 Months for initial work package (Aeromet), 18 months to win BAE Systems work on F-35, first [direct] contract hoped to be with Airbus July 2014.! •  Now supplying:! !
  24. 24. 24! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Example Supply Chain Opportunities (Europe) Aircraft Airbus A320neo (engine, structures, wing tips, systems)! Airbus A330neo (engine, structures, wing tips, systems)! Guppy MKII (Airbus transportation variant)! A350 – 1000 XWB (Structures & Cabin Interiors)! ATR Turboprop NG (new Aircraft)! ! Space Ariane 6 – ESA (new rocket)! ! Engines Rolls-Royce Trent (development & components)! ! Helicopters Agusta Westland AW169! Airbus Helicopters EC X4, X9, X6! !
  25. 25. 25! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Introduction to Farnborough Airshow 
 July 14th – 20th 2014 •  Europe’s Largest Trade Exhibition for Aerospace and Defense! •  Primarily a Tradeshow •  109,000 Trade Visitors & 1500 exhibitors (2012)! •  70 Delegations from 46 countries (2012)! •  US $72 Billion announced in Orders & Commitments in 2012! •  Evaluable opportunity to meet European buyers and network!
  26. 26. 26! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Farnborough: An OEM’s Perspective
  27. 27. 27! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Getting the Most Out of Farnborough •  Why should you attend?! •  Exhibit or visit?! •  Have a game plan & do your homework! •  Best days to attend! •  Where to go for help & support! •  Follow-up is essential
  28. 28. 28! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Questions & Answers! Do you have any questions?
  29. 29. 29! Copyright © Westworld Consulting Limited 2014! www.westworldconsulting.com Thank you for attending..! Contacts for further information:! ! United States Commercial Service PJ Menner, ! Commercial Specialist, London, England! tel: 011-44 (0) 20 7894 0470! email: pj.menner@trade.gov! web: www.export.gov/unitedkingdom! ! James Bledsoe,! International Trade Specialist, Arkansas! Tel: (501)-324-6544! Email: james.bledsoe@trade.gov! Web: www.export.gov/arkansas! ! Westworld Consulting (Aerospace/Defense Business Development & Representation in Europe) Guy Hobday, ! Sales & Marketing Director! tel: 011-44 (0) 1454-629-628! email: guy.hobday@westworldconsulting.com! web: www.westworldconsulting.com! !

×