The era of suppliers being able to sell airlines a “nice shiny box” is gone, according to Panasonic VP sales and marketing David Bruner. “We’ve changed philosophy over the past couple of years. Rather than selling the next set of boxes, it’s all about the value new and existing systems bring to an airline. What airlines are interested in is ‘what does it do for me?’ Connectivity is just a means to an end.” Airlines are typically looking for ...

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