Word: tristars
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...into service was at its peak. McDonnell Douglas expects to deliver 18 jumbo DC-10s next year, about the same as this year, plus nearly 40 smaller DC-9s between now and the end of 1977. Even scandal-scarred Lockheed Aircraft is doing moderately well with its jumbo TriStar. Lockheed failed to book a single TriStar order during 1975, but it sold six extended-range TriStars to British Airways last summer. It plans to deliver a dozen by 1978, adding to the 138 TriStars already in service. Those orders, plus a brisk military business, have helped brighten the outlook...
...domestic U.S. market could not furnish the solution. The financial viability of the Tristar program ultimately depended upon Lockheed's success in selling the plan abroad. Furthermore, the success of the overseas sales effort increasingly appeared to depend upon Japan. For if the major Japanese international carrier, All Nippon Airlines, could be persuaded to purchase the Tristar, it would not only be a major sale--21 planes were sold in all for nearly $400 million--but it would be a prestige sale, placing the Tristar on a par with Boeing's 747 and McDonnell-Douglas's DC 10. As seen...
...defined in terms of the American market. Its sales effort, to succeed, must be international in scope; in Lockheed's case, its 60,000 jobs, $650 million in private bank financing, $250 million in U.S. government backed guarantees, all seemingly hinged upon the success or failure of selling the Tristar to the Japanese...
...part interview in the Asahai Evening News, he outlined the Lockheed sales campaign in detail. The crux of the problem for Lockheed was to persuade All Nippon Airlines to postpone a decision to buy the McDonnell-Douglas DC 10 and then arrange for All Nippon to buy the Lockheed Tristar, instead. In order to accomplish this objective, Kotchian undertook to penetrate the very top level of Japanese political decision making. He enlisted the aid of Lockheed's secret agent in Japan, Yoshio Kodama, a leader of the ultra-right wing nationalist faction of Japanese politics, a man with close ties...
...Japanese case, Lockheed's intention to pay Japanese officials in order to advance the sale of the Tristar was clear from the sworn testimony and documentary record in the subcommittee's possession. But because of the absence of incontrovertible proof that payments had actually been received by the intended officials, the subcommittee had to proceed with caution. Special procedures were devised...