Classic Aero-TV: The Buying and Selling Of LSAs--The Revenge Of 'ITBOA BNITBOB' | Aero-News Network
Aero-News Network
RSS icon RSS feed
podcast icon MP3 podcast
Subscribe Aero-News e-mail Newsletter Subscribe

Airborne Unlimited -- Most Recent Daily Episodes

Episode Date



Airborne-Wednesday Airborne-Thursday


Airborne On YouTube



Airborne-Unlimited-05.15.24 Airborne-AffordableFlyers-05.16.24


Thu, Apr 28, 2011

Classic Aero-TV: The Buying and Selling Of LSAs--The Revenge Of 'ITBOA BNITBOB'

The Sebring LSA Show Reveals That The Light-Sport Industry Still Has Much To Learn

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

Bolen Gives Congress a Rare Thumbs-Up

Aviation Governance Secured...At Least For a While The National Business Aviation Association similarly applauded the passage of the FAA's recent reauthorization, contentedly recou>[...]

The SportPlane Resource Guide RETURNS!!!!

Emphasis On Growing The Future of Aviation Through Concentration on 'AFFORDABLE FLYERS' It's been a number of years since the Latest Edition of Jim Campbell's HUGE SportPlane Resou>[...]

Buying Sprees Continue: Textron eAviation Takes On Amazilia Aerospace

Amazilia Aerospace GmbH, Develops Digital Flight Control, Flight Guidance And Vehicle Management Systems Textron eAviation has acquired substantially all the assets of Amazilia Aer>[...]

Hawker 4000 Bizjets Gain Nav System, Data Link STC

Honeywell's Primus Brings New Tools and Niceties for Hawker Operators Hawker 4000 business jet operators have a new installation on the table, now that the FAA has granted an STC f>[...]

Echodyne Gets BVLOS Waiver for AiRanger Aircraft

Company Celebrates Niche-but-Important Advancement in Industry Standards Echodyne has announced full integration of its proprietary 'EchoFlight' radar into the e American Aerospace>[...]

blog comments powered by Disqus





© 2007 - 2024 Web Development & Design by Pauli Systems, LC