A Different Perspective
Throughout my 30-year career, I have spent all but two years in the aviation industry. I briefly worked in the industrial sector, seeing a different perspective and learning about how other business models function. However, I always felt that my passion lies in aviation, so I eventually returned to the industry.
The experience outside of aviation was beneficial, and I applied some of the learnings back into the aviation industry. I learned from my time outside of aviation that while aviation is often seen as very different from other industries due to its safety requirements, other industries, such as manufacturing heavy equipment like caterpillar vehicles and tractors, have very similar safety and quality requirements. Doing business with them is not so different from doing business with aviation companies like Boeing or Airbus.
A Common Misconception in the Aerospace Industry
When I introduce myself as working in the aerospace industry, some people immediately think of satellites and rockets, which are very different from the aviation aftermarket I work in. I find that I need to explain the various business models and the non-governmental nature of the industry.
One of the most head-scratching questions I encounter relates to how the aviation aftermarket operates. The whole aftermarket sector is a new concept for many.
Our business, which is part of the Stratus Aero Partners group of companies, plays a crucial role in managing end-of-life cycle aircraft to provide value to airlines and operators. This involves keeping the airplanes flying and operating, especially in the face of challenges such as OEM lead times and part availability.
Character and Integrity are Crucial in Aviation Aftermarket
Personal character and integrity are crucial to distinguish a good aviation aftermarket professional from a great one. However, what sets someone apart and makes them great is their business acumen in combination with excellent character and integrity. Understanding how to navigate complex transactions and being creative while ensuring profitability and integrity is critical in this industry.
I strive to evaluate different opportunities and look at them not just from a transaction scenario but also from the impact they will have on our company, customers, and the market. I look for individuals with business acumen who can take a step back and assess decisions at a higher level. Financial classes and exposure to understanding things from a macro-financial perspective would also be valuable.
Importance of Relationship Building and Aviation Industry Events
It’s also important to embrace the aviation industry’s passion and connect with people at events and networking opportunities. Effective networking in the aviation industry is crucial due to the vast tribal knowledge and experience required to grasp different concepts and requirements.
Staying in touch, being relevant, and helping others are vital strategies for building and maintaining relationships in the industry. It’s about continuously reminding yourself to keep in touch and help whenever possible, whether through job searches, referrals, or problem-solving.
For those looking to get into Aviation, I suggest going to a local Air Show. Walk around, not just watch the airplanes fly, which everybody is impressed and amazed with, but walk through some of the supplier booths and chat with some folks. You’ll learn everything from sales to operations to quality and get a good perspective.
Just talk with some of the people in the industry and get their perspectives and feedback. That’s a great start; immerse yourself in it, whether you have the passion or not. But certainly, sitting there watching those airplanes at the air show builds passion.
I’ve learned that sales skills are valuable across different industries, and building relationships is vital to sales.
Learning from a Challenging Situation
A challenging situation I faced recently was when we acquired an airframe stuck in a difficult location with no engines, and the facility had no experience or ability to handle the dismantle.
I had to make multiple trips to train them and get my project a priority. It was tough because I had to persistently pursue it and even stand in the CFO’s office until I got an audience. Ultimately, we completed the project, even though it had a rocky start.
There was a need to use very unconventional methods to dismantle the aircraft. The landing gear had to be removed, which made it immovable. Then, lowboy trailers were used to position it for cutting up and trucking out. All of this was new to the workers, which was in a desert, making it even more challenging.
That situation taught me how to persuade better or incentivize others to go along with what I’m trying to do when they’re not incentivized to do so immediately. It taught me a lot about how to talk to them appropriately, get the right audience, and motivate them to get things done.
Encouraging Others to Take Higher Ownership and Pride in Their Work
I take great pride in managing our team and those working with me at Stratus. I focus on building a strong culture of integrity and striving to get results. I’m proud to receive positive feedback, such as a letter from a former employee complimenting me on how I managed different situations.
I advise younger individuals to stay true to themselves and their career convictions. When facing difficult choices, stick with your beliefs, character, and integrity. Short-term gains from compromising your integrity are not worth the long-term damage it can cause.
Transformative Technologies for Buying and Selling in the Aviation Aftermarket
I often think about how convenient it is that we all have our phones and can easily search for what we want, place an order, and even return items with just a few clicks. This technology has made our lives so much easier, and I use it constantly. I wonder if this same kind of buying process will become common in the aviation aftermarket.
Other companies have attempted to create an Amazon-like website to purchase aviation parts directly. Still, predicting how quickly the industry will transition to this model is challenging.
The aviation industry is complex, and relationships and human interaction are essential in understanding aircraft parts’ different aspects and values. While technology like AI could streamline the buying process, I value the human element and the need for clear communication in this industry.
Reach Out to AirCo at airco-ict.com or Through Their LinkedIn Page
We’re constantly working on getting more inventory and airframes. Some deals are in the works now that we’ll be able to announce soon. We are always looking to bring on new airframes and need those materials to support our customers and bring value to our place in the industry.
Anyone interested in reaching out can visit our website at Airco-ict.com or contact us on LinkedIn. Our team monitors LinkedIn daily, and we look forward to any inquiries.
