Analyse de rentabilité
A major developer and manufacturer of electrical systems was drawn into a commercial dispute with one of its clients, a business jet OEM. The dispute arose after the client unilaterally terminated an aviation programme.
Business aviation is a global and cyclical market, which experienced historical peaks (in terms of demand) before the 2008 financial crisis. The business aviation market is relatively complex to analyse due to the use of differing segmentations by manufacturers and other market players: each OEM has its own nomenclature highlighting the selling points of its aircraft, making it challenging to use comparables.
We provided support to the claimant and its legal advisers to establish whether there was justification for terminating the contract. We focused on demonstrating that, from a market perspective, there was no lack of sales and that market demand for the programme or for comparable aircrafts did exist.