Jane's asks two leading ARFF vehicle manufacturers about some of the factors influencing their customers
When airports buy new rapid intervention vehicles (RIVs) and other ARFF equipment, are they persuaded more by the price or by the technology?
Jeff Resch, vice-president and general manager of Oshkosh Airport Products, notes that firefighters are interested in having the latest and most advanced life-saving technology for every fire appliance they purchase.
Technological advancements "are looked at by customers as important items to specify on their truck," he said. "However, price is always a factor since airports are very conscious about how they spend their money and want to get the best value for each dollar spent."
The message is similar at Rosenbauer International. According to Herbert Poellinger, area manager for Asia, the Pacific, Australia, and China, some customers focus on products because of their innovative and functional qualities; but in other markets, price dominates decisions.
"This is why Rosenbauer has to offer a huge variety of different solutions, from very sophisticated units down to very basic ET [Efficient Technology] or CBS [Customised Body System] models," Poellinger explained. "For airports, we even need to differentiate within the Panther product line-up between very customised special solutions for airports such as Hong Kong or Singapore, and extremely cost-effective basic solutions for high volume customers in emerging markets."
In 2016, the Rosenbauer Group sold approximately 140 airport appliances of all types. The commercial airport market was quieter as many operators invested more in security equipment and less in firefighting equipment: Poellinger suggested 2017 will be similar.
At Oshkosh, Resch said that both 2015 and 2016 were "great years" because the company was able to capture some key orders. "We have some great opportunities this year as well, and beyond."
He acknowledged that sales to US airports can vary from year to year, depending on the level of funding and grants that airports receive from the federal government.
See related article at: http://www.ihsairport360.com/article/9044/oshkosh-targets-large-hubs-with-striker-8x8
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