Aviation Business

DECENTRALI­SATION HELPS MTU GET CLOSER

MTU Maintenanc­e is already well establishe­d in the Middle East. But Martin Friis-Petersen (above right), senior VP, MRO programmes, reveals how the company is setting up a new base in Dubai to offer customers a more tailored service and get closer to the

-

MTU Maintenanc­e has just opened a new office in Dubai. What is behind that move?

We’ve been present in the Middle East on a customer basis for more than two decades. We have a very large tradition here and we now have more than 20 customers in the region. It is part of our decentrali­sation. Although we have a global approach we want to be localised in order to

be closer to our customers, so we’ve opened a handful of regional offices over the last 12 months and a natural next step is the Middle East. Dubai is exactly the right location.

How do you hope the new regional office impact on customer relationsh­ips?

It’s about maintainin­g establishe­d relationsh­ips and building new ones. It’s vital to be present in the region to understand customers and customer needs and be part of the process of establishi­ng a partnershi­p and that’s why we opened in DAFZA. We opened in Singapore, Dublin, Sao Paolo, now Dubai, and it has been very smooth. That’s the whole idea of decentrali­sing our sales.

How unique is the Middle East operation to your business?

The environmen­tal challenge is unique. It’s a harsh environmen­t and that’s where our engineerin­g skills come into play because we have a large focus on developing specific repairs for specific regions. For example, we have specialise­d repair coatings for harsh environmen­ts. The second [unique] factor is new technologi­es and equipment. That’s why we continuous­ly work on developing our portfolio so that we have new technologi­es. Last year, we added the LEAP-1B engine to the portfolio.

What does the launch of your Dubai office say about how MTU views the Middle East market?

[The Middle East] is very important. Business in the Middle East is a lot about relationsh­ips, trust and displaying engineerin­g skills. In our experience, being in close proximity to our Asian and European facilities makes it very easy to deal with and support the Middle East region. I think Dubai is a great hub. We will focus in the first step on the Middle East region, and in the second step also the sub-Indian continent.

What are your aims for this region in terms of growing your portfolio?

The longest-serving customer in this region we have served for 20 years. I think that’s the kind of thing we’re aiming for – to establish long-term partnershi­ps and not just single events.

What does MTU mean when it says it combines engineerin­g with intelligen­t creativity?

 ??  ??
 ??  ??
 ??  ?? MTU Maintenanc­e was present at the recent MRO Middle East show.
MTU Maintenanc­e was present at the recent MRO Middle East show.
 ??  ?? The firm’s new base in Dubai will help it get closer to customers in the region.
The firm’s new base in Dubai will help it get closer to customers in the region.
 ??  ?? MTU held a prime position at the MRO Middle East show in February.
MTU held a prime position at the MRO Middle East show in February.

Newspapers in English

Newspapers from UAE