Our work in the V/VIP market is really taking off

Discerning V/VIP travelers expect the same luxury and seamless experience in the air that they enjoy on the ground, and Rockwell Collins is leading the industry in meeting that expectation with an expanded product portfolio that addresses nearly every aspect of the aircraft cabin.

For years, Rockwell Collins has been an active player in the V/VIP marketplace with its industry-leading Venue™ HD cabin management system (CMS). Since it launched in 2007, more than 1,100 installations have been completed. One of the many reasons for the product’s ongoing success is Venue’s reliability and open-architecture design that have made it the ideal solution for a variety of aircraft platforms, including V/VIP. Venue’s design allows for seamless integration of new technologies as they continually evolve. Rather than finding themselves in the position of needing to replace their existing CMS to capitalize on developments such as bluetooth technology, 4K monitors, etc., Rockwell Collins’ customers can update Venue to keep pace with new capabilities.

Being able to move beyond cabin management to providing a more expansive and engaging cabin portfolio became possible following product synergies gained from Rockwell Collins’ acquisition of ARINC in 2013 and B/E Aerospace last year. The company’s new Information Management Systems and Interior Systems businesses have brought additional connectivity and interiors options to V/VIP cabins.

As the company’s integrated operations have matured and cross-functional knowledge continued to make its way across portfolios, it became clear that a more holistic approach to the VIP cabin would provide enhanced benefit to customers.

“We’re now realizing that approaching common V/VIP customers individually with our various cabin offerings doesn’t make sense,” said Mark Zimmerman, regional sales manager for Business Aviation Sales at Rockwell Collins. “As our company has continued to grow, we’ve found ongoing opportunities for packaging our offerings as a single solution so customers don’t have to work at finding multiple entry points into Rockwell Collins, and they certainly don’t need to find multiple suppliers to help them build a great cabin experience to their customers. We are working to bring them a full cabin portfolio as a one-stop shop.”

Thanks to diligent internal networking and fact-finding efforts, various product and marketing team members are coming together across departmental lines to see how the sum of their individual parts might result in something greater for all their customers – many of whom are common among them.

Now, in addition to Venue, Rockwell Collins’ comprehensive cabin offering includes content and entertainment options, such as Stage™ on demand total content delivery solution, Airshow® Moving Map and Tailwind® Live Broadcast TV; innovative LED specialty lighting; executive and VIP seating; galley insert products; ARINCDirectSMconnectivity and service enhancing applications, among others.

This new cooperative approach is starting to pay dividends as more and more V/VIP program awards are announced. In fact, Rockwell Collins has nine V/VIP projects in work – the most ever at a single point in time, and all featuring the company’s cabin management system. These include green completions for Boeing’s new BBJ MAX aircraft, as well as the first new Airbus ACJ320neo. On the retrofit/refurbishment side, Rockwell Collins’ teams are working with several completion centers around the world on both narrowbody and widebody V/VIP aircraft, including several Boeing 747s and two additional BBJ aircraft, as well as an Airbus A330 and A319.

So what is fueling this success? In addition to having the full portfolio that V/VIP customers demand, there’s something else that’s just as important. Through our ongoing programs with the same completion centers and often for the same customers, Rockwell Collins is gaining even greater affinity as to the needs and preferences of both. That will make the company even easier to do business with.

“This continual project flow not only enhances our overall knowledge base, it also gives Rockwell Collins greater insights into what the MRO (maintenance, repair, overhaul) marketplace is all about,” Zimmerman said. “This momentum is helping us gain an even more competitive position in the V/VIP market.”

With several other projects in the pipeline, Rockwell Collins is working diligently to position itself for the future by helping to simplify the business of flight for all its business and regional customers.

“Every day our teams are working hard not only to anticipate customer needs, but to offer innovative solutions to problems they don’t even know they have,” Zimmerman said. “We are committed to delivering our customers a full VIP cabin experience focused on their comfort, entertainment and productivity.”

Story posted: May 31, 2018

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