On the Record with

American Eurocopter Strengthens Sales

American Eurocopter's exhibit shows just how much progress it has made. The company is here with an almost all-new product line: the EC135 light twin, which was certified late in 1997; the EC120 light single, which is just entering service; the more powerful AS350B3 Astar ("which might not look new but it is a big change," according to Gras), and which began deliveries in 1998; and the EC155 medium twin, which Gras expects to win its first U.S. orders this year.

That the Eurocopter product range has found a receptive market is evidenced by its share of the commercial turbine helicopter market; it claims 42% of worldwide sales, and 38% in the U.S. and Canada. "I'm very pleased, but I'm not going to say I'm satisfied with that," said Gras. He attributes the sales success not only to the new products themselves, but to a turnaround in the importance American Eurocopter attaches to improving customer support.

"We've been moving to a proactive position in customer support and services," Gras explained. "This involves a change of attitude and state-of-mind; we should see the benefits of this new approach this year, and in 2000."

Under Gras' direction, American Eurocopter has moved to reduce costs for operators by increasing the life of components, holding large inventories of spares itself rather than requiring the customer to stock up on needed parts, and by offering exchange parts to reduce helicopter downtime to a minimum while components are overhauled.

Gras believes the improved support will tilt the scales in favor of Eurocopters, especially the EC120. "We had been weak in the light single-engine market, especially in the Gulf of Mexico, for the last several years. Now we have a product to compete in America's largest helicopter segment." The first EC120 for North America entered service last December, and has since been followed by three more. One has already racked up 500 hours flight time.

Another 15 to 20 EC120s will be delivered to North America this year. A major highlight has been the sale of seven to Tex-Air in the Gulf.

The EC135 continued to do well. Some 13 are in operation in North America, with another 10 due to be added this year. Major successes included a fleet sale of six to STAT MedEvac of Pittsburgh for EMS work. Astars also did well, boosting the total number of Eurocopters delivered last year in North America to 54.

"We delivered 33% of all the police and law enforcement helicopters in North America; the EC120 and Astar, and the twin EC135, are very well suited for this market segment," said Gras.

He believes the EC155 will prove to be a major player in offshore oil and gas, as well as in corporate service. With a cabin 40% larger than the Dauphin "it is just outstanding in the corporate role," he said.

By John Morris