Avionics News August 2013 - 54

SEVEN HABITS OF EFFECTIVE AVIONICS DEALERS
Continued from page 53

“A hangar that is well-kept reflects well on both of us. Having
a nice showroom where customers can sit and wait and learn
about what else is available will stimulate some sales ideas
with the customers.”
EFFECTIVE DEALERS PRESENT A
PROFESSIONAL-LOOKING STAFF.
No one who works at an avionics shop has to wear a
Sunday suit, but all staff members should take
care of their appearance and hygiene. Whether
it’s a clean uniform, shined shoes or an ironed
shirt, the individual pride taken in their work
should be apparent. An effective dealer knows
that the outward appearance of their staff reflects on the
shop’s overall level of workmanship.

EFFECTIVE DEALERS UNDERSTAND
CUSTOMER NEEDS.
“A dealer has to know how a customer flies, what type of
equipment he or she needs and why,” Schmidt said. “The shop
needs a strong understanding of all the options of the various
manufacturers and present those options to the customer. Don’t oversell, but don’t undersell either.”
Schmidt said that Sandia Aerospace looks to
the shop to educate aircraft owners. “We do it
with advertising and other marketing initiatives,
but the shop is going to see the customer before we do.”
A manufacturer’s relationship with their dealer network is
an important one. “Our dealers are our partners in sales and
service,” Schmidt said. “We are a great resource for the shops,
and those shops that do well use us as a resource.”
Ferrari agreed and said, “Take time to reach out to the
manufacturers. We’re in this together; when you are successful, so are we.” q

AVweb:

Not for wanna-be’s or used-to-be’s.
Over 230,000 news-hungry
subscribers,
More than 82% are owner-pilots
who fly and buy.
AVwebFlash and AVwebBiz e-newsletters are
published four days weekly, providing the
latest GA news to active owner-pilots who
want to keep up with the latest industry
news, new products and technology—delivered
to their iPhones, iPads, Androids, tablets
and desktops.
AVweb advertisers including Avidyne,
Aspen Avionics, BendixKing, Bose, Flightcom,
ForeFlight and Sennheiser know that Avweb
delivers.

That’s because AVweb subscribers are techsavvy, owner-pilots who fly and buy—not
wanna-be’s or used-to-be’s.
They want news they can use: expert video
in-flight demos, new product analysis and
comparison, industry commentary and blogs,
and now, features about proficiency, safety
and the emergence of restored, rebuilt and
remanufactured aircraft.
You read AVweb, your customers read AVweb.
It’s free and it’s fast.
Find out how AVweb advertising, webinars
and videos can deliver customers for you.
Ask about special ad rates for AEA members. Call Tom Bliss at 602-625-6815.
Or, email: tom@avweb.com.

The world’s premier independent GA news source.
54

avionics news

•

august

2013

http://www.avweb.com

Avionics News August 2013

Table of Contents for the Digital Edition of Avionics News August 2013