Thierry De Poncins - International Sales Director, Dassault Falcon

How do you perceive the growth of Aero India since its inception in 1996?

We are very positive about Indian Market that is very demanding and responding for modern business jets. More than 25 Falcon have been sold in India which is a good result we believe.

What was the response to your effort to showcase the Falcon 7X. business jet at Aero India 2009?

A very good response too and we were showing to our customers and prospects that even during difficult times, Dassault is side by side to their customers. Surprisingly, no competition at the show and the 7X has been visited intencively. More than 250 Falcon 7X sold worldwide, 5 pieces already sold in India to large corporations, this is not bad !

What is the nature and scope of business activity or transaction that you have been able to carry out with agencies from India and abroad, private of government, during Aero India 2009 by way of sale or inquiry from potential customers?

Many questions on this new aircraft and its new technology, about all our customers have visited us and the plane. Many customers have been impressed by the cockpit, the digital controls systems, the three engines concept and the low operating costs for such a large and comfortable cabin.

Could you give us an idea of the market share your products enjoys in India at present?

About 80% of the market shares in our segment. Already 15 Falcon in service in India, additional 3 new Falcon to be delivered within the next few weeks.

To what extent would the potential market in India for business jets be affected by the global economic downturn? What solutions your corporate jets division propose to offer to your customers?

Our aircraft operating costs and pollution are bewenn 20% to 40% less expensive that the competitors. During difficult times, this is an argument ! In addition, Indian groups being very reactive, they understand that these are also good times to explore expansions and develop the business. A corporate plane is a great business tool to travel with efficiency and be close to the customers, partners and conduct efficient business.

Even if we feel that the corporations think two times before acquiring such products, we are not too much impacted by the downturn in India. We just feel that the charter business is slowing down in India but the trend remains positive on a long term basis and that is what Indian entrepreneurs may anticipate.

Dassault Aviation also offers very attractive financing packages with French Government support which, within a heavy crisis, becomes also a great argument.

Do you foresee new players posing a challenge to your preeminent position in the Indian market?

Not really in our category but we have an eye on what the competition does and we also have long-term projects ! We are a strong family controlled company, we are positive on the future, believe me. Of course, we take care of the investments, like everybody.

Do you have any plans to establish a service centre to support your fleet in India? We believe some service centre was established some time back. Please can you give some details on this apart from upcoming plans of more service centres?

We want the Dassault approved service centers to meet with the best standards of quality, as we do around the world, so we are exploring some possibilities, without precipitation. Already 4 service centers are recognized to service Falcon in India, with DGCA approval, many Dassault Approved Service Centers are already available within the region (Dubaï, Singapore...), so we take our time for the right decision. It is interesting to see all the demands from local centers to be recognized as "Dassault Service Center" that shows the confidence the maintenance centers have in Dassault, as well as the customers.

Dassault Aviation has put in place an important batch of spare parts in Mumbai that is meeting the requirements of our customers. We have just positionned engineer Adil Goulamaly in Mumbai in a new office, dedicated to Indian customers, and our Delhi office serves also our customers the best we can. Of course our military presence with the Mirage 2000 is a plus.

We believe Religare is also one of the recent most customers operating Falcons. Please advise if this correct. Also if you can give us some idea as to what size Religare is currently operating?

Religare Voyages is operating a fleet of turboprops and mid-size jets. They just took delivery of a very nice Falcon 2000 that becomes their largest cabin. They plan to extend this fleet in the near future and Dassault's intention is to be part of this extension. Religare Voyages offers a large fleet of aircraft for charter and I understand that their activity is doing fine. We feel this new Falcon will be an added value for the company and we are honoured to be associated to this reknown brand.

To what extent are you satisfied with the outcome of your participation in Aero India 2009? Would you like to leave a message for the organizers?

We have been present at AeroIndia since the first edition and we are proud of this. Once again, even during difficult times, we want to show to our customers, partners and friends that Dassault is there and the show is a good way to confirm this. Our Group Chairman, Mr. Serge Dassault, and our Chairman, Mr. Edelstenne, came themselves personally that shows the importance Indian market is for Dassault team and their top management. They flew a private Falcon 7X from Paris, direct to Yelahanka !

This airshow was well organized, we just would like our customers to be able to land in Yelahanka with their own planes (Falcon of course !) so we can conduct our business a more efficient way. Many individuals and industrial groups were reluctant to join due to the difficult access to a military base with high protection and some constraints.