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Boeing 777

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BOEING 777 – Frank Shrontz

OBJETIVO
- Lanzar modelo 777 para Mejorar rentabilidad promedio actual que está en 12% y subir ganancias aun cuando sus competidores no ganan plata.

HECHOS
- En octubre de 1990 anuncian el lanzamiento para 350.390 pasajeros hasta 14.000 kms.
- Primeros se enviarían a united airlines en mayo de 1995 que ya había puesto pedidos en firme. Eran los únicos que habían pedido.
- Pesimistas veian lanzamiento pues: habían gastado mas del doble en I+D que los dos modelos anteriores y MD y Airbus ya tenían aviones en este nicho con pedidos en firme. Tampoco había condiciones políticas y económicas. Fracaso afectaría mucho las finanzas.
- Optimistas: ganarían el 54% del mercado. Mucha expectativa de crecimiento de viajes
- Acción cayendo. Invasión de irak a kuwair afectó precio del petróleo. También podía haber caído por la lectura del mercado a lo que se anticipaba con su modelo 777.

EMPRESA
- Tenía el 53% del mercado mundial seguido de Airbus (18%) y MD (19%).
- Ventas por 27.000mm en 1990. Tenía pedidos por 97.000mm (producción por 3 años más)
- MD le competiría al 777 con el MD11 y Airbus con los A330 y A340.
- Dos segmentos: aviones comerciales (737, 747, 757 y 767) y de defensa.
- Buena situación financiera. Deuda contable solo 4% del capital total.
El 777:
Según boeing sería el jet de doble cuerpo más largo y grande, flexible, eficaz y de menor costo. Sus alas serian plegables en la punta para almacenar más fácil en hangares. 1ero en tecnología por cable en vuelo. En estudio desde el 88. Dos características únicas en diseño:
- 6 clientes tomaron papel activo en diseño para asegurarse que cumpliera expectativas.
- Antes de producir se cerraron los cambios para bajar costos. No se hizo nada hasta que los 400 ingenieros estaban en consenso. Lo lograron gracias a tecnología que permitió simular de manera perfecta la producción.
- Muy altos costos en I+D, capacitación, planta etc. ventas debían ser un éxito.
- Precio de venta estimado: 130mm. Analistas pensaban que los A330 y A340 y MD11 presionarían el precio hasta bajarlo a 100mm.
- Proyección: 2/3 de las ventas serian en segmento de alta capacidad y trayecto largo. Manteniendo participación del 50% vendería 1000 unidades los primeros 10 años.
- Vida útil: 30-40 años
- Costos altos al principio pero bajaría por curva de aprendizaje

DEMANDA Y FABRICACION DE AVIONES COMERCIALES
- Demanda crecería 5,2% en los siguientes 15 años llegando a 165.000mm en el 2005. Crecimiento relacionado con crecimiento económico.
- Si aerolíneas postergaban pedidos en el corto plazo hacían estragos en finanzas de fabricantes.
- Demanda segmentada en dos: capacidad de pasajeros y alcance de millas náuticas.
- Todos los fabricantes estaban en ambos segmentos. Importante tener todo tipo de avión para todo tipo de necesidades y para crear marca y poder afrontar competencia.
- Precios de avión entre 35mm y 145mm el Boeing 747.
- Comenzar fabricación de avión podía costas 4.000mm. se recuperaría de 12 a 20 años.
- El patrón de ventas durante el ciclo de vida de cada avión era predecible. Llegaban a cima al comienzo y luego empezaba a bajar al salir otro modelo.

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