If you consider for a moment the working background of Fred Muggli, Pilatus’s current coo, you will realise he is no stranger to the Swiss manufacturer’s products. He spent many years working with the aviation service provider Zimex and its big fleet of Pilatus aircraft and during that time, flew all over Africa in a Pilatus Porter.

Right now, seven months into the job, he’s attempting to further promote the Pilatus name around Europe by extending the amount of distributorships it has. Speaking from the company’s manufacturing hq in Stans, he told EBAN’s Richard Evans about his plans.

“With regard to the PC-12,” he said, “we have a fantastic sales network in the US, we have a subsidiary in Australia and a company in South Africa, which takes care of that country and a few others in Africa. Transairco in Geneva takes care of the Latino and francophone market.

“My personal goal is to expand so that we have a similar sale force here as we have in the US; so that means having satellites like Meridian in the UK, who will act on our behalf. I really believe that locals on their own territory can achieve much more that having direct sales from the factory.”

Right now, Pilatus’s distributors in Europe are Meridian and Transairco (the latter of which is a 100 per cent subsidiary of Pilatus). By marked contrast, the company has dealers in each of the seven territories through which it covers the United States and they are selling between three and ten aircraft a year, each. Indeed, 75 per cent of Pilatus’s fleet is sold to the US.”

Said Muggli: “It cannot be that we sell three quarters of our fleet to the US market. We have to change something about the concept. Certainly, I’d like to encourage sales organisations to apply for distributorships in Europe and also the Far East.”

But where specifically does Muggli see the most potential? He said: “It could be all over. The UK’s already covered by Meridian, Scandinavia’s covered by ExecuJet but I see a big potential in Germany, and also

in France and Spain.

“With respect to the Middle East market, everything is on hold while this situation continues with Iraq. However, it is definitely a market which covers more than the midsize widebody aircraft sector

such as Continentals, 604s and Globals. It’s clearly going to be very difficult entering into that market with the PC-12, except for niche operations – and that’s definitely something we’ll be looking at.”

In Muggli’s eyes, there is one very clear competitor to the PC-12, which comes in the shape of the King Air.

He explained: “The aircraft are similar in size, our cabin is much like that of the Beech 350, the speed capabilities are nearly the same but the advantage we have lies in the area of direct operating costs, which are much less for the PC-12.”

Asked about the threat posed by the P180, Muggli added: “The aircraft has been on the market a while but Piaggio appear to have been struggling. Personally I think the P180 is a very good aeroplane. It has a big cabin, it’s fast and flies high but perhaps there are faults in the concept of the P180.

“I don’t know whether it’s a proven product. Others may hesitate over the shape – perhaps that doesn’t attract everyone.”

One talking point which won’t go away with regard to the PC-12’s operation in Europe, surrounds the acceptance of single engine IFR. Though frustrated by this continuing situation, Muggli is holding out

hope for its resolution by the JAA. He said: “There’s no problem with the operation of this aircraft in the US, Canada, Australia or Africa.

“In Europe, every country still has the right to vote and while there are many forces working against its acceptance, on the other hand there are many authorities who are pro single engine IFR. I would hope it’s just a matter of time.

“If it happened by the end of the year, it would be perfect but I think the truth is that they [the JAA]

have more important topics on their agenda.

“By now it’s a proven product, the rest of the world does it, they number hundreds of aeroplanes, it works for medevac flights and in Canada, even the airlines fly PC-12s.

“What people need to realise is that there are many factors which cause an accident other than

the engine and in any case, this engine is perfect.”

Muggli and others believe they have a strong case. Only time will tell if it is properly heard.