You are hired as an airlines marketing consultant to provide all the major US ca

Question

You are hired as an airlines marketing consultant to provide all the major US carriers with process improvements in their buying process for new aircraft. According to recent reports in aviation related publications and newspapers, many Gulf-based airlines(http://www.usatoday.com/story/travel/flights/2012/11/12/qatar-emirates-airlines/1700609/) (i.e. Qatar, Emirates, and Etihad airlines) are buying the state of the art Boeing 787 Dreamliner or Airbus 380 to position their company for expansion into US and Canadian markets.

Provide an overview for each of the four stages in the buying process, which include a description of the category of the organizational buyer, the buying process itself, purchase type influences on buying, structural influences on buying, behavioral influences on buying and the stages in the buying process. Do your best to research additional articles to support your proposed improvements in the buying process for these airlines and your own experiences in this analysis. As you apply these concepts reflect upon the buying process by which these organizations are buying the newer aircrafts and providing services to meet the needs of the customer.

Explanation / Answer

There is a huge amount of planes available for potential customers to buy. There are 4 partners that help in making purchase: a broker, an aviation tax attorney, a lender and a management company.

Firstly, type of plane is analyzed and decided, keeping in mind the capital budget.

Secondly, it comes to make actual acquisition. A demo is required before taking the delivery. Moreover, an inspection needs to be done to see if there are any flaws.

Thirdly, the aircraft needs to be put into service with the flight department.

Then, all the documentation and paperwork is done before making the purchase between the buyer and the seller. Before making a deal, some of the issues that also needs to be determined are how the plane is used and where it will be based. Moreover, the buyers have to care about tax laws and terms according to the Federal Aviation Administration ruling.

In case, the buyer needs to pick loan and plan finance before purchase, it should be as early as possible to take avaition finance. Also, need to care in case the plane is old, the financing can be difficult in the lending market. Fair market value is difficult to be determined in case of used aircraft. In case, the plane is taken frrom an overseas seller, the buying process can be complicated.

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