Look for Eurocopter to take a greater share of the corporate
helicopter market in the U.S.

With its product line almost completely modernized and in production, it is poised to snatch more sales from its U.S. competitors, according to Christian Gras, president of American Eurocopter.
"Next year we will increase our share in that market," he promised.

That will be the first year that all four of its new models will be available, and the first that its Sikorsky S-76-killing EC155 enters the fray. One has already been sold to a U.S. corporate customer--a sale Gras considers very significant. "This will be a very important market for us," he told Show News. "Traditionally we have had a very poor showing in the corporate market, but that is about to change."
Eurocopter has suffered in the past from poor name recognition, a reputation for mediocre customer service, and an elderly (though updated) product line. All that has changed, Gras insists.

"We had a great product range, but in comparing our Dolphin to the S-76 it was not as comfortable. But the EC155 costs less, has a larger cabin, and is quieter," he says. "It really outclasses the S-76."

The twin-engined EC155 can be seen here at NBAA in mockup form. A demonstrator is due to be delivered early next year. Orders for the EC155 stand at 30 worldwide.

Gras expects to deliver 60 helicopters in the U.S. this year, compared with 50 in 1998. "We have been talking about our new product line, but now it is available and deliveries are taking place," he said.

The result: Gras expects to take 20% of the JetRanger/Bell 407 category market with the EC120 light single, delivering 11 to U.S. customers this year, 20 next year, and as many as can be produced after that. "We were not playing in that market before," he said. "We were playing with getting our helicopter ready; now we can stop playing and sell it."

The EC135 light twin is also selling well, with 20 aircraft in service in the U.S., and another 10 to be delivered this year. The worldwide fleet now totals 130.

Gras noted that American Eurocopter has made great strides in customer support, investing heavily in new facilities for training and the repair of components. "You build your reputation on customer support, and that means customer satisfaction," he said.

So great has been the progress that American Eurocopter scored a major export win recently: the transfer of Cary Brown, its customer service chief, to Europe to head up customer service for the German-based part of Eurocopter.

"We're very proud of that; it was quite a compliment to us," said Gras.