OBJECTIVES
A leading specialty chemicals company sought to understand how commercial airlines select and use aviation turbine oil (ATO). The goal was to uncover decision drivers, perceptions of ATO, cabin air quality concerns, and identify current performance gaps to inform their product strategy.
APPROACH
CovalentIQ conducted 20 in-depth interviews with powerplant engineering experts from a global sample of commercial airlines. The research focused on carriers with lower technological sophistication to gather specific insights on their organizational philosophies, purchasing behaviors, and unmet needs regarding aviation turbine oils.
IMPACT
The study revealed key decision drivers for selecting and purchasing ATO. It highlighted significant barriers to switching suppliers and the perception of cabin air quality issues related to ATO, providing the client with clear insights on performance improvement opportunities and market positioning.
Interested in a similar project? Get in touch to discuss how CovalentIQ can help.