Word: boullioun
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...most successful commercial airplane salesman in the world is E.H. ("Tex") Boullioun, 61, president of the Boeing subsidiary responsible for commercial sales and programs. Since he joined the company during World War II, he has signed up so many billions of dollars in deals with airlines that he no longer bothers to keep track. His latest coup: a $550 million contract three weeks ago for 727s, 737s and five 767s for Australia's Ansett Airlines...
...road an average of 200 days a year, Boullioun has become as much an expert in the techniques of air travel as in the qualities of the planes he sells. His best advice: Drink a lot of water and don't eat food. To give himself more leg room and use his time more profitably to get work done, he sits whenever possible in an aisle seat and never volunteers to exchange business cards. He is wary of the judgment-distorting dangers of jet-lag fatigue and rarely signs a contract on the same day that he travels through...
...Boullioun is, in an almost literal sense, a one-man sales force, not merely drumming up deals on his own initiative but also parachuting in to stroke a wavering or reluctant customer if an assistant should call for help. Example: last December he learned that TWA was leaning toward the European Airbus over the 767. Boullioun arranged for his management team to produce in-house analyses of the operational performance data TWA was working from and concluded that the airline's research was "inaccurate." After a quick and thorough updating of Boeing's presentation, he added a pledge...
...handshake deal. TWA, the last of the major U.S. lines to order an intermediate-range jet fleet for the 1980s, indicated that it would choose the European-made Airbus A310. But then Boeing, the apparent loser, put its flaps up and accelerated. The Seattle company dispatched E.H. ("Tex") Boullioun, president of its commercial airplane operation, to TWA headquarters in Manhattan. Boullioun improved Boeing's terms and worked some blue-yonder magic...
...Fred Hartley, Citicorp's Walter Wriston, Quaker Oats' Robert Stuart Jr., FMC Corp.'s Robert Malott, Borg-Warner's James F. Berg, Broyhill Furniture's Paul Broyhill, Textron's Joseph Collinson. Add to them presidents (Boeing Commercial Airplane's E.H. Boullioun, Occidental Petroleum's Joseph Baird) and former chief executives (AT&T's John deButts, Marriott's J. Willard Marriott, Texas Instruments' J. Erik Jonsson, General Foods' C.W. Cook, American Airlines' C.R. Smith...