Looking Back at Farnborough

WHAT is the purpose of the Farnborough display? Official spokesmen of the Society of British Aircraft Constructors tell us that it forms a major part of the export drive; that distinguished overseas visitors, impressed by the brilliance of the display and the technical excellence of the static exhibits, even if they do not get out their cheque books on the spot, go home pre‐disposed towards British aircraft engines, and equipment. Senior executives of the major companies, when the question is put to them individually, do not share this view, although some of them think that the social side may sometimes lead to useful contacts which, subsequently followed up with a determined campaign, may lead to sales. However a company which is properly aggressive in the selling of its products is hardly likely to depend on the annual Farnborough party for getting in touch with the right people. Some of the smaller exhibitors—the equipment and materials manufacturers—do indeed get a number of inquiries and some subsequent orders, and this is reflected in the increasing number of firms taking part in the static exhibition; but the people who invest most heavily get very little profit from it.