Monday, 11 July 2016

#FIA16 Farnborough International Airshow and post Brexit Road Warriors

5 steps to take in Selling post Brexit vote

Photo: Christopher Short
Today is the opening of the Farnborough Airshow - the trade show. The public show is on Saturday.

This year's show is taking place in a post Brexit vote environment. What might this now mean for selling ?

"Whatever uncertainties our country faces, I want the message to go out loud and clear: the UK will continue to lead the world in both civil and defence aerospace,"
Current Prime Minister Mr Cameron said on the opening day of the Farnborough International Airshow.

The UK government will buy nine new marine patrol planes from Boeing in a decade-long deal worth £3bn.

The Ministry of Defence's deal for the submarine-hunting P-8A Poseidon aircraft also covers training, maintenance and support.

Boeing will build a new £100m facility for the planes at RAF Lossiemouth in Moray.

The US company will also deliver 50 Apache AH-64E attack helicopters to the British Army.
Boeing expects to create about 2,000 new UK jobs in the coming years by expanding its maintenance and support operations for both military and commercial customers in Europe.

Undeniably more selling and buying is done from a desk base nowadays. The telephone and Internet dominate work.
Conventional salespeople were sometimes referred to as ‘ Road warriors’ back in the day.

I guess there may be many who might argue in military ‘theatre of operations’ similarly that all future warfare will be fought by unmanned drone aircraft.

Wars will be (or are -for all I know) fought in a cyber space.

Still a need for 'Boots on the ground' in theatres of War and Field Salespeople in the theatres of Markets

As Afghanistan showed  conventional soldiering continued for example in 2009, a 24 year old lieutenant, of the Royal Regiment of Scotland was awarded the Military Cross for a bayonet charge whilst on a tour of duty in Afghanistan: after shooting one Taliban fighter dead Lieutenant Adamson had run out of ammunition when another enemy appeared. 

Adamson immediately charged the second Taliban fighter and bayoneted him. ( you don’t get more old tech or brave than that )
 The Airbus #A380 at Farnborough 2016
 Photo: Christopher Short

In peace time despite the availability of the most sophisticated forms of communication open to the world’s buyers  sales leaders there are still shows like Farnborough and selling done face to face.

Samples and Products must be shown Contracts have to be signed.

The Digital world itself thinks it’s necessary to use road warriors whether buyers or sellers to show or visit  conventional exhibitions.

We might not see many characters like Arthur Miller’s Willie Logan of 'Death of A Salesman' at Farnborough but maybe like, Mark Twain’s premature death announcement ,- the Death of the Road Warrior sales person is maybe ’ a little exaggerated.’

Related Links

Selling Arms and the Crimean Legacy

5 steps to take in Selling post Brexit vote


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