Avionics News June 2015 - 29

Photo by S.M. Spangler

walk through the door, the shop reaches out through email
also may represent a competitor. "It's a really small
and/or plays host to hands-on seminars for them.
industry," said one. "We all know and talk to each other."
Most manufacturers are eager partners in these efforts.
And this can be a benefit, because an applicant that is a
Beyond the literature, signs, decals, secure online access
dealer for another brand is proof that the shop has met that
to technical and support resources, and a
manufacturer's requirements.
listing on the manufacturer's searchable
Sales quotas are a common dealer
dealer database, many offer ready-made
requirement. To their individual needs,
AVIONICS
banner splashes to promote specials
manufacturers evaluate a dealer's
MANUFACTURERS
AND THE REPAIR
on their dealers' websites and regional
performance when renewing the
STATIONS THAT
representatives who'll conduct hands-on
relationship. Without revealing any
ARE THEIR DEALERS
seminars.
percentages, a selection of manufacturers
ARE SYMBIOTIC
Naturally, every manufacturer
said they have some annual turnover,
PARTNERS.
of avionics has its own specific
which opens the door to applicants.
requirements for dealers. Here are just a
Beyond the technical prerequisites,
few examples.
manufacturers examine the
administrative side of an applicant.
Aspen Avionics
Beyond insurance and a good credit
"The dealer network is an extension
check, a proactive marketing plan
of our sales support team, a conduit
makes a shop stand out. To conflate the
between Aspen Avionics and its ultimate
manufacturers' observations, marketing
customers," said Mark Ferrari, vice president of sales and
is an underdeveloped aspect of business for many
customer support. "What binds the two is the quality of the
applicants.
technical work our dealers provide to their customers.
Marketing is more than literature racks and manufacturer
"We're open to anyone becoming a dealer. Regional
signs and decals. Manufacturers like to see marketing
sales managers review the applications, which are
outreach and dynamic websites that concisely present
the breadth of the shop's products, services and special
promotions or events. Rather than waiting for customers to
Continued on following page

ONE CANNOT
SURVIVE
WITHOUT THE
OTHER.

avionics news

*

june

2015

29



Avionics News June 2015

Table of Contents for the Digital Edition of Avionics News June 2015

Point of Communication
AEA Now
The View from Washington
International News and Regulatory Updates
Long Live the NavComm
Member Profile
Dealing Avionics
A New Helicopter Maintenance Association is Born
Aisles of Smiles
Leveraging Innovation
A Conversation With...
Member Profile
Business Basics
What’s Working?
What’s New
Marketplace Classifieds
Avionics News June 2015 - Intro
Avionics News June 2015 - Cover1
Avionics News June 2015 - Cover2
Avionics News June 2015 - 1
Avionics News June 2015 - 2
Avionics News June 2015 - 3
Avionics News June 2015 - Point of Communication
Avionics News June 2015 - 5
Avionics News June 2015 - AEA Now
Avionics News June 2015 - 7
Avionics News June 2015 - 8
Avionics News June 2015 - 9
Avionics News June 2015 - 10
Avionics News June 2015 - 11
Avionics News June 2015 - The View from Washington
Avionics News June 2015 - 13
Avionics News June 2015 - International News and Regulatory Updates
Avionics News June 2015 - 15
Avionics News June 2015 - 16
Avionics News June 2015 - 17
Avionics News June 2015 - Long Live the NavComm
Avionics News June 2015 - 19
Avionics News June 2015 - 20
Avionics News June 2015 - 21
Avionics News June 2015 - 22
Avionics News June 2015 - 23
Avionics News June 2015 - Member Profile
Avionics News June 2015 - 25
Avionics News June 2015 - 26
Avionics News June 2015 - 27
Avionics News June 2015 - Dealing Avionics
Avionics News June 2015 - 29
Avionics News June 2015 - 30
Avionics News June 2015 - 31
Avionics News June 2015 - 32
Avionics News June 2015 - 33
Avionics News June 2015 - A New Helicopter Maintenance Association is Born
Avionics News June 2015 - 35
Avionics News June 2015 - Aisles of Smiles
Avionics News June 2015 - 37
Avionics News June 2015 - 38
Avionics News June 2015 - 39
Avionics News June 2015 - 40
Avionics News June 2015 - 41
Avionics News June 2015 - 42
Avionics News June 2015 - 43
Avionics News June 2015 - 44
Avionics News June 2015 - 45
Avionics News June 2015 - 46
Avionics News June 2015 - 47
Avionics News June 2015 - Leveraging Innovation
Avionics News June 2015 - 49
Avionics News June 2015 - 50
Avionics News June 2015 - 51
Avionics News June 2015 - 52
Avionics News June 2015 - 53
Avionics News June 2015 - 54
Avionics News June 2015 - 55
Avionics News June 2015 - 56
Avionics News June 2015 - 57
Avionics News June 2015 - 58
Avionics News June 2015 - 59
Avionics News June 2015 - 60
Avionics News June 2015 - 61
Avionics News June 2015 - 62
Avionics News June 2015 - 63
Avionics News June 2015 - 64
Avionics News June 2015 - 65
Avionics News June 2015 - 66
Avionics News June 2015 - 67
Avionics News June 2015 - A Conversation With...
Avionics News June 2015 - 69
Avionics News June 2015 - Member Profile
Avionics News June 2015 - 71
Avionics News June 2015 - 72
Avionics News June 2015 - 73
Avionics News June 2015 - Business Basics
Avionics News June 2015 - 75
Avionics News June 2015 - 76
Avionics News June 2015 - 77
Avionics News June 2015 - What’s Working?
Avionics News June 2015 - 79
Avionics News June 2015 - 80
Avionics News June 2015 - 81
Avionics News June 2015 - What’s New
Avionics News June 2015 - 83
Avionics News June 2015 - 84
Avionics News June 2015 - 85
Avionics News June 2015 - Marketplace Classifieds
Avionics News June 2015 - 87
Avionics News June 2015 - 88
Avionics News June 2015 - Cover3
Avionics News June 2015 - Cover4
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