Avionics News March 2014 - 57

LEFT: Corey Schoo, sales representative for Spirit Aeronautics
BELOW: Tony Bailey, president of Spirit Aeronautics

Of course, success means growth,
and within a year, Ochs had come
full circle. He purchased the facility
at 4808 East Fifth Avenue, where he
once worked. Ochs was a good salesman and was able to sell enough to
keep several technicians employed.
Spirit added more dealerships and
continued to grow.
The Spirit mold was like many
shops, with Ochs as the owner and
chief salesman. He was able to keep
seven or eight folks busy, but they
seemed to hit a plateau.
"This industry relies on people
shaking hands," he said. "Success
comes to those who can meet personally with a customer and shake hands
to do business. It's hard to get on the
road, do rounds and maintain a personal life."
The professional success of both
Ochs and Spirit Aeronautics came
from knocking on doors and getting
in front of people. It takes a lot of

Spirit Aeronautics
chairman and CEO
Rick Ochs decided to
commit and 'go all in.'
He didn't just hire
another salesperson,
he hired three.. .
personal time to do business this way,
and Ochs was learning one can't rely
on a single person to do it all. There
"aren't enough hours in the day," he
said. It wasn't working.
Ochs recalled a quote from fellow
AEA member, Bob Carpenter of Carpenter Avionics, who said, "The best
thing I ever did is hire a salesperson."

Deciding to add sales staff is difficult. In contrast to adding technical staff, purchasing test equipment
or tooling, calculating the returns
on investment for sales staff can be
"nebulous," Ochs said. The solitary
salesman for many years, Ochs was
coming to the realization he could
not do everything, and he was ready
to break the mold.
Ochs decided to commit and "go
all in." He didn't just hire another
salesperson, he hired three, starting
with Corey Schoo. Although Spirit
handles some piston aircraft, most
of its efforts are concentrated on the
corporate, military and government
segments of the industry. Bringing
Schoo in from Louisville is helping
Spirit move in its desired direction.
Additional salespeople allowed his
people to concentrate on both industry regions and industry segments.
Continued on following page

avionics news

*

march

2014

57



Avionics News March 2014

Table of Contents for the Digital Edition of Avionics News March 2014

Point of Communication
AEA Now
The View from Washington
International News and Regulatory Updates
Homebuilding Panels
Member Profile
Standards of Participation
A Conversation With...
Member Profile
AEAviators
Creating the Perfect Avionics Suite
Business Basics
Before & After
What's Working?
Survey Reveals Hiring Trends for the Aviation Industry
Legal Ease
ADS-B Early Adopters
Aviation Aces
Meet the AEA Awards Nominees
What's New
Avionics News March 2014 - Intro
Avionics News March 2014 - Cover1
Avionics News March 2014 - Cover2
Avionics News March 2014 - 1
Avionics News March 2014 - 2
Avionics News March 2014 - 3
Avionics News March 2014 - Point of Communication
Avionics News March 2014 - 5
Avionics News March 2014 - AEA Now
Avionics News March 2014 - 7
Avionics News March 2014 - 8
Avionics News March 2014 - 9
Avionics News March 2014 - 10
Avionics News March 2014 - 11
Avionics News March 2014 - 12
Avionics News March 2014 - 13
Avionics News March 2014 - The View from Washington
Avionics News March 2014 - 15
Avionics News March 2014 - International News and Regulatory Updates
Avionics News March 2014 - 17
Avionics News March 2014 - 18
Avionics News March 2014 - 19
Avionics News March 2014 - Homebuilding Panels
Avionics News March 2014 - 21
Avionics News March 2014 - 22
Avionics News March 2014 - 23
Avionics News March 2014 - 24
Avionics News March 2014 - 25
Avionics News March 2014 - Member Profile
Avionics News March 2014 - 27
Avionics News March 2014 - 28
Avionics News March 2014 - 29
Avionics News March 2014 - Standards of Participation
Avionics News March 2014 - 31
Avionics News March 2014 - 32
Avionics News March 2014 - 33
Avionics News March 2014 - 34
Avionics News March 2014 - 35
Avionics News March 2014 - A Conversation With...
Avionics News March 2014 - 37
Avionics News March 2014 - Member Profile
Avionics News March 2014 - 39
Avionics News March 2014 - 40
Avionics News March 2014 - 41
Avionics News March 2014 - AEAviators
Avionics News March 2014 - 43
Avionics News March 2014 - Creating the Perfect Avionics Suite
Avionics News March 2014 - 45
Avionics News March 2014 - 46
Avionics News March 2014 - 47
Avionics News March 2014 - 48
Avionics News March 2014 - 49
Avionics News March 2014 - Business Basics
Avionics News March 2014 - 51
Avionics News March 2014 - 52
Avionics News March 2014 - 53
Avionics News March 2014 - 54
Avionics News March 2014 - Before & After
Avionics News March 2014 - What's Working?
Avionics News March 2014 - 57
Avionics News March 2014 - 58
Avionics News March 2014 - 59
Avionics News March 2014 - 60
Avionics News March 2014 - 61
Avionics News March 2014 - Survey Reveals Hiring Trends for the Aviation Industry
Avionics News March 2014 - 63
Avionics News March 2014 - Legal Ease
Avionics News March 2014 - 65
Avionics News March 2014 - 66
Avionics News March 2014 - 67
Avionics News March 2014 - 68
Avionics News March 2014 - 69
Avionics News March 2014 - ADS-B Early Adopters
Avionics News March 2014 - 71
Avionics News March 2014 - 72
Avionics News March 2014 - 73
Avionics News March 2014 - 74
Avionics News March 2014 - 75
Avionics News March 2014 - Aviation Aces
Avionics News March 2014 - 77
Avionics News March 2014 - 78
Avionics News March 2014 - 79
Avionics News March 2014 - Meet the AEA Awards Nominees
Avionics News March 2014 - 81
Avionics News March 2014 - 82
Avionics News March 2014 - 83
Avionics News March 2014 - 84
Avionics News March 2014 - 85
Avionics News March 2014 - 86
Avionics News March 2014 - 87
Avionics News March 2014 - 88
Avionics News March 2014 - 89
Avionics News March 2014 - What's New
Avionics News March 2014 - 91
Avionics News March 2014 - 92
Avionics News March 2014 - 93
Avionics News March 2014 - 94
Avionics News March 2014 - 95
Avionics News March 2014 - 96
Avionics News March 2014 - Cover3
Avionics News March 2014 - Cover4
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