Pilatus revels in 100 PC-12NG deliveries for 2009
Posted Date: 11/03/2010
Issue: Executive & VIP Aviation International March 2010
Publication: Executive & VIP Aviation International
Pilatus has announced a record-breaking year for PC-12NG deliveries. The company delivered 100 PC-12NGs in 2009, surpassing delivery totals for any production year since the PC-12 program began. Daniel Kunz, Director, Sales and Marketing PC-12, is delighted at this achievement. Emily Thomas reports
Achieving 100 PC-12NG deliveries – a record number – in 2009 is especially sweet. “I think it’s fair to say that the fact that we could make it happen in such an economically challenging year is simply outstanding,” enthuses Kunz.
When asked whether Pilatus’ markets are changing as a consequence of recession and US market maturity, Kunz says: “The rule of thumb is that two thirds of our PC-12 production goes to the Americas. That is a common thread throughout our history.”
He continues: “Even in 2009, we were still pretty much working along these lines because the sheer size of the American market, North and South America combined, means that even in not so good times it can take 60+ aircraft.”
But the market for Pilatus is also diversified; and is increasingly so. “Last year, we received remarkably more orders from Australia than we have forecasted,” says Kunz. “In particular, the air ambulance market in Australia is very interesting for us. But the vast majority of aircraft sold to clients worldwide is still in private and business travel configuration.” On top of the progress made in Australia, South Africa has been a good source of business for Pilatus in 2009.
The company has conservatively increased production of the PC-12 over the years, delivering 90, 92, and 97 of the type in 2006, 2007, and 2008, respectively. This steady approach has allowed the company to grow yet stay appropriately lean.
The PC-12 itself – the basic aircraft – was brought to the market in 1994,the first flight was in 1991 with certification in 1994. The aircraft underwent continuous improvement until, in 2006, Pilatus raised the maximum takeoff weight from 4,500kg to 4,740kg. Then came the big change when the PC-12NG was certified in 2008.
Kunz explains that we are not just talking about an avionics upgrade but an intensive aircraft redevelopment programme which involved a whole redesign of many of the aircraft’s systems. “For example, in the old aircraft you had to pressurise manually and now this is all fully integrated,” he says. “FAA and EASA certifications were received on the very same day. All the PC-12NG development work was done in cooperation with those two agencies.”
So what is it about the PC-12NG that has caused it to achieve these increasing volumes, even in a down market? “Well I guess, in the end, you would have to ask our customers, but it comes down to it being the biggest, most versatile single-engined aircraft out there,” responds Kunz. “If you want to have the economy and efficiency of a single engine, then you would have to go for something smaller, because there’s nothing else this size.”
Typical executive aircraft configuration of the PC-12NG has six seats, but the cabin of a PC-12NG can accommodate up to eight seats with a fully enclosed lavatory. “It’s really spacious,” he says, comparing it to a King Air 200 which, of course, has two engines. “If you want to have that cabin size, that range and that versatility, there is no competition. It’s either a twin which costs you more to purchase and operate or it’s a single that is smaller. That is the sweet spot of the market that we’re occupying.”
While there are rumblings in the market about alternative engines in this niche, Kunz comments: “For the time being the Pratt & Whitney Canada engine is still the benchmark. It is crucial if you have a single engine that you have full trust in that engine, but we are always keeping an eye open to see what is going on.”
As for aftermarket support of the PC-12, Kunz says: “You want what is in place to be working very smoothly and you want your customers to be happy with it.”
“We are always combining the sales and the support sides of the business; we don’t want to end up in a situation where we have a number aircraft in a certain region and there is no one there to support it. So, along with the expansion of the sales activities, we are also implementing support activities; these go hand in hand,” he says. “Therefore, when we look at new places of the world in which we are not really represented, we look to partner up with somebody who can deliver both sales capacity and also excellent support capacity.”
There are two completion centres for the PC-12NG aircraft; one in Switzerland and the other in Colorado, USA. BMW Designworks – who designed the cabin interior – has built a great working relationship with Pilatus, says Kunz.
So what clinches a deal when it comes to placing a PC-12NG in the market? Kunz responds that the aircraft is attractive both because of its “frills” and the aircraft’s excellent operating costs. He says: “The key word for the PC-12 is versatility, because that is what this aircraft gives you. It gives you the possibility of taking off from a 2,600ft grass strip, to fly an hour and land at an international airport; and at a reasonable cost.”
There is also the owner-operator perspective to consider. “Around 35- 40% of our clients are owner pilots; that is people flying their aircraft themselves. For them it is also about the ease of operation which is very important,” says Kunz. “The PC-12NG is easy to fly. As with every other plane you have to be comfortable with your systems and thoroughly trained on them; and the PC-12 NG is a very nice aircraft to fly.”
