Comment: We want to join Scotland with more places

AS I write this in the lobby of the Abu Dhabi Exhibition Centre, the throng of airline and airport executives from across the globe is moving noisily to the next set of meetings.

This is no talking shop – this is the World Routes Congress and it is the place to meet airlines and attract them to Scotland. This is the first time Edinburgh Airport has represented itself at these events away from the BAA banner. It’s liberating – we’ve got a great product to sell and airlines are keen to talk to us.

Indeed, the interest is such that my team and I feel that in many ways we’re representing Scotland. People here understand Edinburgh as a city and its key role in the wider country, either as a tourist gateway or its financial and political centre.

I’ve heard World Routes described as “speed dating” for airports, and in a way it is. You have a limited amount of time to tell your story and make your pitch. You need to be clear about your product in commercial terms and in the wider support surrounding it.

We’re lucky that the Scottish Government is so supportive in our activities in extending Scotland’s reach across the world. Scotland is one of the only countries that has government representation in the form of Transport Scotland, SDI and VisitScotland. Airlines are impressed with the understanding of the importance of the whole deal and our country’s collaborative approach.

Our vision is clear – we’re ambitious for Scotland and want to connect it to as many places as we can, both long haul and nearer to home.

We’re also clear that our commercial pitch is robust and keen – recent deals with EasyJet and Turkish Airlines attest to this. We’re commercially savvy and our airlines understand and value this. When we put the two together – a fantastic airport with government backing – Scotland truly has a compelling offer to put to airlines. We need it too. Our ability to improve Scotland’s reach in an increasingly competitive marketplace is being hampered by things like Airport Passenger Duty. We need to cut through.

Through understanding and co-operation, I think we’re doing that.

• Gordon Dewar is chief executive of Edinburgh Airport.