Avionics News January 2017 - 49

Make a point to check in with those
prospects you haven't heard from lately.
If the prospect continues to show interest
in working with your shop, but hasn't
committed yet, call once a week to touch
base, especially if you have a special
offer, new service or other bonus to offer.
Each time, thank him for talking with
you, and let him know you'll check in
again if he doesn't have any objections.
If he doesn't show interest, call him back
next quarter to see if there's anything
you can do for him.
We're a long way from replacing the
telephone as a tool for business, and it's
in your shop's interest to treat every caller
as a valuable contact. With some attention
to answering and returning calls, you'll
make the best of these connections, and
ensure the phone keeps ringing long into
the future. q

BROADCAST CALL
While speakerphone functions are useful for allowing a group of people to connect easily, recognize that
they come with some challenges.
Use the device only when necessary, according to
Susan Ward of IT consultancy Cypress Technologies,
or when you need more than one person to be on the
conversation at your end. Otherwise, it may actually
hurt your rapport with the caller. On the one hand,
it gives the caller the impression that you're doing
something else while talking to him, and on the other,
he may feel the call isn't private. Neither is good.
Whatever the case, when you feel the need, ask the
caller if you can put him on speaker phone before you
do it, and abide by his wishes. q

THE VIEW FROM WASHINGTON
Continued from page 11

In November, the regularly scheduled Engineering
and Maintenance subcommittee meeting took place,
although it wasn't completely clear if it was the
last meeting of the SSCC subcommittee or the first
meeting of the new SAB Engineering and Maintenance
Stakeholders Technical Bodies. It doesn't matter.
Regardless of the subcommittee's name, the content,
form and information we have grown to rely on from
the semiannual EASA Flight Standards Directorate
briefing was exactly the same. One of the major
changes with the introduction of the E&M STeB is
that the AEA is a recognized European participant in
the committee, specifically recognizing the European
avionics MRO industry. It has been a long project,
but finally after working with the EASA since its
inception, AEA Europe has now been officially
recognized by the EASA.
The day before the Engineering and Maintenance
meeting, the EASA played host to its annual
Maintenance & Production Conference. The
agenda included a panel discussion on the practical

implementation of critical tasks (145.A.48), an update
on bilateral agreements, a review of the new regulatory
structure, and an update on safety management
systems.
One of the items of conversation during the
conference was that Julian Hall, EASA's head of
maintenance and production (who has attended AEA
events in the past), will be exchanging jobs with
Ralf Erckmann, acting deputy certification director,
effective Jan. 1, 2017. This job-swap was described
as a cross discipline move to better acquaint flight
standards with the challenges of certification,
and certification with the continued airworthiness
challenges of flight standards. While we will miss Mr.
Hall, we look forward to working with Mr. Erckmann
in the months ahead.
The regulatory topics covered during these meetings
are covered in the "International Regulatory Updates"
beginning on page 12.
I wish everyone a joyous holiday season and a
healthy, prosperous and Happy New Year. Hopefully,
we will be able to toast the new year together in March
at the 60th annual AEA International Convention &
Trade Show in New Orleans. q
avionics news

*

january

2017

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Table of Contents for the Digital Edition of Avionics News January 2017

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Avionics News January 2017 - Intro
Avionics News January 2017 - No label
Avionics News January 2017 - Cover2
Avionics News January 2017 - 1
Avionics News January 2017 - 2
Avionics News January 2017 - 3
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Avionics News January 2017 - Cover3
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