I thought he said that Airbus was the superior product and worth the extra money.
Course he would say that as have yet to meet a good salesman who wouldn't say that with their own product but they would use other means just as easily lowest cost per seat etc etc etc.
Ultimately he just setting out his stall with a negotiating position because lets face it he would love to be the guy who brought and sold 200plus Airbus to FR over a 10 year period.