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Aerospace Business 2 Business


GE Aircraft North America, Europe and Asia. Honeywell North America, Europe, Asia ... place orders (GE, AAR) ... Market status update / stock quote ... – PowerPoint PPT presentation

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Title: Aerospace Business 2 Business

AerospaceBusiness 2 Business
Breaking News
Breaking News
Breaking News
February 10, 2000 Big GE Unit to Offer
Services,Sell Parts on a New Web Site By MATT
JOURNAL General Electric Co.'s largest single
unit, GE Aircraft Engines, plans Thursday to
unveil a new business-to-business Web site that
will enable commercial airlines and military
customers to buy parts, among other functions,
via the Internet. The site launch is the latest
flowering of GE's company wide move to integrate
the Internet into its daily operations in an
effort to speed transactions and reduce costs.
  • Kyriakos Leonidou, Francis Montet, Linda Moya,
  • Ridzwan Nordin, Andrew O'Shaughnessy, Priscilla

The Aerospace Industry
  • Aerospace term coined in the 1950s, when the
    space race was heating up
  • Impetus for growth was war and the Cold War
  • Since the demise of the Cold War, companies have
    found it necessary to merge with or acquire
  • Since 1989, downsizing and cost-cutting have been
  • streamlined operations, cut RD, reduced
    inventories, employment slashed by 50
  • Today Aerospace is a 1B industry. Major players
    are the following plus Airbus Industrie - a
    European consortium expected to go head-to-head
    with Boeing

Major Players and B2B Players
Parts Suppliers
Airbus Industrie Boeing Lockheed
Martin Northrop Grumman Raytheon
AARCorp Sita BF Goodrich GE Aircraft Honeywell
United Technologies
Commercial Carriers
Military / Government
What They Do
  • Parts Suppliers
  • Aircraft engine sales leasing and overall
  • Aircraft overall
  • Made-to-order equipment systems
  • Auxiliary power units
  • Commercial avionics
  • EGPWS warning systems
  • Flight control systems
  • Environmental control systems
  • Landing systems
  • Interior and exterior lighting
  • Intermediaries
  • Portal for aerospace, aviation and industrial
  • Auction community to buy and sell aviation parts,
    aircraft, services, and equipment.
  • Career brokering
  • Manufacturers
  • Short, medium, long-haul aircraft (military and
  • Defense electronics, systems integration,
    military aircraft systems, commercial aircraft
  • Business aviation and special mission aircraft,
    engineering and consultation

Where They Do Business
  • Parts Suppliers
  • AAR North America, Europe and Asia
  • BF Goodrich North America, Europe and Asia
  • GE Aircraft North America, Europe and Asia
  • Honeywell North America, Europe, Asia
  • United Technologies Worldwide
  • Intermediaries
  • Primarily North America
  • Manufacturers
  • Airbus Europe, North America, Middle
    East/Africa, Far East/Asia/Pacific, Latin America
  • Boeing United States, Asia, China, Europe,
    Oceania, Africa and Western Hemisphere
  • Lockheed Martin Government and commercial
    customers around the world
  • Northrop Grumman primarily US
  • Raytheon primarily US

Who are the Customers?
Parts Suppliers
  • International markets
  • Commercial markets
  • Military, defense, civil, government markets
  • Aircraft leasing companies
  • Airplane OEM
  • Small parts companies
  • Aviation consumers and professional buyers and
  • Aviation professionals looking for a job
  • Air carriers looking for airplanes

Our Space and Aviation Control business serves
customers that range from aircraft manufacturers
and business aircraft operators to prime space
contractors and the U.S. government Source
Honeywell SEC 10K, March 1999
What is the Value Proposition of Online B2B?
  • Intermediaries provide level playing field for
    small and medium parts suppliers with large parts
  • Parts Suppliers B2B and Intermediaries B2B enable
    reduced costs for Manufacturers
  • Reduced procurement staffs and costs
  • Reengineered procurement process
  • Eliminate manual paper process
  • Common history of business transactions between
    buyer and seller
  • Intermediaries provide Manufacturers up-to-date
    product comparison information across suppliers
  • Intermediaries broker effective relationships
    between aviation professionals looking for jobs
    and aerospace companies
  • Intermediaries provide Airline Carriers
    opportunity to by airplanes, through auctions for
    example, comparison shop across manufacturers

Online Basics
  • Computer Sciences Corporation recently conducted
    a study of the e-business strategies of the major
    players in the aerospace industry. All the IT
    executives of these companies said they had Web
    sites, however 55 said those sites were strictly
    informational, with 18 interactive, 18 able to
    deliver information and 9 percent able to make
    transactions.Source AerospaceOnline
    http// (November 1999)
  • Parts suppliers
  • Generally provide company and product information
    as educational content
  • More advanced sites have capabilities to
  • place orders (GE, AAR)
  • search products, track orders, check inventory
    availability, technical support, customized pages
    for customers and other suppliers (GE, AAR,
    Honeywell, United Tech)
  • purchase online (GE)

Online Basics (cont.)
  • Intermediaries
  • Information about the aviation market
  • Revenue plan
  • Free registration
  • Commission based
  • Advertising commission
  • Manufacturers
  • About the company (all)
  • Company history / milestones (all)
  • Meet the executives (all)
  • Company financial information (Boeing)
  • Career opportunities (all except Airbus)
  • News and events (all)
  • Product information (all)
  • Online procurement processes (Airbus, Boeing,
    Lockheed Martin)
  • Supplier relations information (Boeing, Lockheed
  • Investor relations information (all except Airbus)

Sample Online Value Added Web Pages
Online training offered by Honeywell
Airbus member-based service check parts
availability, interchangeability, excess
material, prices
Auction community / marketplace to buy and sell
aviation parts, aircraft, services and equipment
Online Value Added Parts Suppliers
BF Goodrich
United Tech
  • Personalized pages
  • E-mail subscription to news and new product
  • 1 hour guaranteed delivery at select airports
  • View pictures of ongoing repair work
  • Online training
  • Options to either exchange or borrow parts

Online Value Added Intermediaries
  • Web design consulting services
  • Discussion boards
  • Personalized pages - account status, monitoring
    auction items, end an auction early, edit
    personal information, feedback
  • Auctions allow members to set their own price
  • Escrow payment services
  • Multiple auction schemes - English Auction Dutch
    Auction, Japanese Auction, Sealed Bid
  • Multiple shipping options
  • Allow search for parts and aircrafts
  • Aviation news

Online Value Added Manufacturers
Lockheed Martin
Northrop Grumman
Airbus Industrie
  • Market status update / stock quote
  • Online publications THE LINK, quarterly
    newsletter, Above Beyond magazine
  • Photo or Video gallery
  • Kids page
  • Gift store
  • Philanthropy
  • Education, grants, scholarships, donations to
  • EDI interconnection for online e-commerce
  • Latest multimedia technology (FLASH)
  • Small business relations (women and minority

Online Opportunities
  • Opportunity
  • Multilingual interfaces
  • Attract undiscovered customers
  • Recruitment of smaller carriers and private
  • Provide tools for EDI to B2B transformation
  • Benefit
  • Increased global reach
  • Increased revenues
  • Cost reductions, enlarged supplier customer

Online Opportunities (cont.)
  • Opportunity
  • Purchase contract negotiation via the web
  • Password protected work area where account
    executive and customer can negotiate terms
  • Ongoing communications via the web
  • 11 Bboard between customer and account executive
  • History of all online conversations
  • Benefit
  • Customer access to information on their terms
  • Access web
  • Call their account representative
  • More powerful communications than paper or e-mail
  • Can be secured
  • Version control
  • Common history of business relationship

Industry Issues
  • Transfer of design and technology base
  • This does not necessarily mean giving up the most
    advanced technology. It could involve something
    as simple as showing foreign workers how to
    operate a particular piece of equipment. To
    maintain technological and informational
    superiority, companies restrict what they make
    available online.
  • Government involvement in the industry
  • In the international arena, the US aerospace
    industry is competing against companies that are
    directly or indirectly owned by foreign
    governments. Asian and European governments have
    a strong influence in the aerospace industry and
    this is a barrier of entry for US companies
    trying to increase their market share.
  • Some European countries condone bribes for
    solicitation of contracts, this is some thing US
    companies cannot offer.
  • Trade barriers and sanctions also limit
    international transactions.