Tue, Feb 15, 2011
Our good friend, Dave Juwel, has done a marvelous job of helping
ANN evaluate the sport and general aviation industry's ability to
market itself effectively. A number of years ago, Aero-News
published an article that he wrote titled, "Does Your Aviation
Business Suffer From ITBOA BNITBOB Disease?" ITBOA BNITBOB is an
acronym for, "In The Business Of Aviation... But Not In The
Business Of Business." To this day, it is one of the most requested
of our older feature stories.
This year, Dave took on a familiar role... that of an
'Undercover Customer'.
Dave wrote an engaging evaluation of the process and noted that,
"Each year I go to the various national fly-in's. I go to each
booth acting like a potential customer (which I am) that can afford
their product (which I can) with the hope that someday someone will
so practically help me with the realization of my dreams, that
they'll actually separate me from my money. But so far that hasn't
happened. What I run into (more typically than not), are some of
the most inept presentations of a business product that I have ever
seen. It turns me off to their product every time I experience or
see it."
The results were a bit unexpected... Dave notes that, "...of all
the exhibitors I talked with, only ONE aircraft manufacturer asked
me for my name and address. That means only ONE aircraft
manufacturer can follow-up and continue to finesse me toward a
sale.
Only ONE aircraft manufacturer out of the various exhibitors has
the ability to continue the sales process in my life. You almost
never make the sale at the first presentation. But you'll never
make the second presentation if you don't initiate some interaction
that gives you the ability to follow-up."
Join ANN's Jim Campbell and Dave Juwel for an engaging
conversation about the marketing (or lack thereof) of the Light
Sport Aircraft industry.
More News
Maximum Authorized Altitude A published altitude representing the maximum usable altitude or flight level for an airspace structure or route segment. It is the highest altitude on >[...]
Aero Linx: Soaring Safety Foundation (SSF) The Soaring Safety Foundation (SSF) is the Training and Safety arm of the Soaring Society of America (SSA). Our mission is to provide ins>[...]
From 2013 (YouTube Version): Dracula Lives On Through Kyle Franklin... and We're NOT Scared! ANN CEO and Editor-in-Chief, Jim Campbell speaks with Aerobatic and airshow master, Kyl>[...]
“For Montaer Aircraft it is a very prudent move to incorporate such reliable institution as Ocala Aviation, with the background of decades in training experience and aviation>[...]
Also: ForeFlight Upgrades, Cicare USA, Vittorazi Engines, EarthX We have a number of late-breaking news highlights from the 2024 Innovation Preview... which was PACKED with real ne>[...]