Magazine Ultimate Jet #74

INTERVIEW I 48
Anne Devilliers was appointed Dassault Aviation’s. Falcon Sales
Director for Great Britain, Ireland, the Balkans and Greece just over a
year ago, in September 2019.
The 40 year old is part of a new generation of sales professionals in
business aviation. She follows in the steps of Dassault’s legendary
Anne Catani, one of the first female BizAv sales brokers. Starting with
Dassault Falcon Jet right after university, Devilliers moved up the
ranks in several marketing and sales roles. She assumed her latest
position in late 2019, just before the world was turned upside down
by a global pandemic. We asked about the changes she has seen
since.
You’ve entered the aircraft sales field at an interesting time. Your
territory is dealing with Brexit, Covid and financial disruption. What are
you seeing, how are you handling it?
Well, for the moment, Brexit has moved to the back burner as an
issue. That seems like a challenge from a long time ago. Covid is
reshaping everything, including the sales environment.
And you are in a face-to-face business.
That’s the hardest thing. I’m based in Paris and it’s a 14-day
quarantine if you go to the UK. And meetings, other than Skype, are
more difficult at the moment. Demo flights are critical to the sales
process and they’re hard to arrange. Though we have done some
with careful planning and flight approvals.
Is Covid reshaping market requirements?
Clients are optimistic for the long-term; they see light at the end
of the tunnel. Brand loyalty is still very strong in our industry, but
we also see our customer base expanding with newcomers. We’re
seeing younger customers, in their 40s, bringing fresh blood into the
user base. They are attracted to the efficiency of Falcon products.
More and more, efficiency messages resonate with customers.