Embraer Shifts to China Startups to Sell Smallest Jets

Brazil’s Embraer SA is shifting its jet-sales strategy in China by targeting startup regional airlines amid resistance from the country’s largest carriers to buying small aircraft.

With pilots in short supply, the major Chinese airlines have focused on operating full-size planes, according to Guan Dongyuan, the China president for Embraer. Now, as the Chinese government prods carriers to serve secondary cities, Embraer has an opening for its regional models, Guan said.