Satair sets off for new horizons - Satair.com

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2 Becoming a service industry John Staer, CEO of Satair Our new strategy, Destination 2014, is setting the direction for our company for the next 3-5 years. After serious sessions and discussion across the organization we feel confident that we are on the right track and that we have an attractive plan which is manageable and we’re in a favorable position when it comes to customer and supplier relationships. We serve all airlines and most MROs around the world, and our suppliers represent an impressive portfolio of relevant and attractive products. But that’s only half the story. The way people are doing business in this industry continues to change – and Satair is changing with it. Not so many years ago, we were almost purely parts distributor with a lot of parts in warehouses around the world. Spare parts are still the heart of our business, but the way we handle the value chain has changed dramatically. These days, customers and suppliers need to see that we can add value to their supply chain. What can Satair bring to the table to make everybody’s life easier and business more profitable? Can we make it easier to purchase parts? Can we help customers reduce inventories? Can we help customers and suppliers with repair and warranty handling? Can we help customers with vendor consolidation? Requests for such services mean that Satair must step up, and while Satair for many years to come will be a provider of spare parts, we’re trying to add more and more value adding services to products leaving our warehouses. Flip through this edition of Uptimes and read more about it on the back cover. On page 6 you can read about our cooperation with Aveos in Canada – a good example of a customer relationship where services play an important part. In other stories we cover our repair businesses in Singapore, the UK and USA. During the past couple of years we have made successful inroads into repair and production, and we cover this in depth on pages 2-5. I hope you will enjoy this edition of Uptimes. Satair will always strive to find ways to make your business better, and feel free to contact us should you have a problem, a good idea or some inspiration. Satair takes two road battery market Satair has signed an agreement with TransDigm for the acquisition of Aero Quality Sales (AQS), a market-leading distributor of aviation batteries. Concurrently, Satair has taken over the worldwide distribution of Acme batteries. AQS is specialized in the distribution and servicing of aviation batteries for practically all types of aircraft. The company has sales and service centers in Stamford, Connecticut, USA, and in Heston outside London, UK. In the latter location we meet up with Mike Wilson, a Scotsman who after a three- year stint in Stamford, Connecticut returns to the UK to head up the operation formed by Satair’s acquisition of AQS. He outlines the company history in rough detail: “I probably can’t remember all the owners we’ve had through the years. But this is the first time ever we’ve been owned by a distribution company, and the difference is obvious. We’ve always been owned by private equity companies and the returns they are used to are simply not generated by a company such as ourselves. Consequently, we’ve always been a stepchild in our own organizations, seen as under-performing in some way, when in fact we have been doing very well on our own terms. But becoming part of the Satair family has really made us feel like we have finally come home.” Wide portfolio Founded in 1954, AQS has acquired a central position in the market as a specialist with a very wide portfolio. The products are sold primarily to the commercial aftermarket, the main customers being the airlines and maintenance companies, but also with some sales to other segments such as business jets, helicopters and military customers. The company will continue its operations in the existing locations for the time being, while its sales activities will be integrated into Satair’s global sales organization. “Another perfect fit with Satair is the fact that even before coming to Copenhagen for talks, we were looking into some of the value-adding business models that Satair is leading this sector with”, says Mike Wilson. Concepts such as exchange pooling, payment by the hour, buy-and-lease-back and total cost of ownership will be given even closer scrutiny in the future”, he reveals. “It’s all about solutions and not just part number Ready for inspection sales, it’s providing a service to our customers to add value and to take burden away.” Already global reach With customers like Ryanair, British Midland, British Airways, Lufthansa, SR Technics, Aero Quality Sales in London – or Satair UK as it will be known in the future – is already a company with a global reach. Mike Wilson believes that this characteristic will become even more pronounced in the future when the weight of Satair is behind the company. “As a part of Satair we will be able to meet tough competition and emerge victorious. At the same time we will maintain the personal closeness to our customers that they have come to rely on over the years. And with the addition of Acme to the portfolio, we will even be able to service customers with the need for dry technology batteries. We are very excited to have added this important strength”, he says. Mike Wilson
s into the Confidence Mike Wilson takes us on a tour of the workshops and the success of the operation is evident in the stacks of batteries waiting for service on virtually every available surface of the workshop. The exception to this is the very neat and airy working space where the actual servicing and maintaining of the batteries take place. “What we sell here is the confidence that your battery will work the way you need it to work if an emergency arises. That’s why we take immense pride in our work: we don’t just keep batteries working and deliver them to customers – we actually play a vital part in the overall flight safety picture.” This, Mike Wilson admits, leads directly to a small, recurrent problem when integrating a new customer. “Not everybody, it seems, provide their customers with the level of service and dedication to quality that we do”, he says. “So in consequence, we often see that a new customer needs to have a number of his batteries exchanged for new ones once we have serviced them and seen the state they’re in. So naturally they see this as an extra expense when in reality it’s just bringing their equipment up to par.” John Stær, CEO of Satair comments on the acquisition: ”AQS is an excellent match for Satair’s business model, and it adds yet another dimension to our product portfolio. We expect Satair to be able to benefit from its strong market position by accelerating sales and achieving cost synergies. The acquisition will help Satair solidify its growth ambitions, also within value added services.” Main suppliers for Satair Battery Sales and Solutions Saft Saft’s Industrial Battery Group (IBG) is recognised worldwide as a leading designer, developer and manufacturer of nickel-based battery solutions for the industrial and transport sectors. IBG batteries set the industry standard for robustness, reliability, and long life – even under extreme conditions. In the airline industry, Saft batteries are used for aircraft safety, ground-check and starting systems. Over 50 years of battery servicing and distributing Marathon Norco Aerospace MarathonNorco Aerospace is part of TransDigm’s family of companies and traces its origin to 1923 when Marathon began producing carbonzinc dry batteries and cells. During the 1940s and 1950s the introduction of several models for military, commercial, and corporate aircraft made Marathon’s batteries the industry leader. Today, MarathonNorco Aerospace, Inc. continues to manufacture the micro maintenance (m 3 ) batteries, mechanical devices and charger/analyzers. Acme Aerospace inc. Acme Aerospace has over 30 years experience in the custom design and manufacturing of aviation and aerospace battery systems and similar support products. The company’s reputation has been built through the thousands of Fiber Nickel Cadmium (FNC) “Zero Maintenance” batteries, charge control units and converters flying around the world. A quick look at AQS All key employees have vast experience in application and technical knowledge of batteries and products in associated ATA chapters. Service centres in the USA, Canada and South America. Service centre in Turkey and another to be added in the Middle East – Dubai. Continue to offer the best cost solution to customers – including PMA and STC options. Continue to grow with new products lines. Continue to offer new solutions to our customers – Battery Maintenance Programs, purchase of stock and lease back, battery exchanges and supply of serviceable batteries etc. Continue to add value to our customers and focusing on cost of ownership. New and upgraded secondary flight control equipment from Diehl The German first tier supplier Diehl Aerospace has developed a brand new line of secondary flight control equipment for the Airbus single aisle fleet which provides a huge number of advantages compared to the existing equipment. After the successful completion of in-service flight tests, airlines can now enjoy distinctive technical and commercial benefits from Diehl’s new range of secondary flight control equipment. These benefits include – but are in no way limited to – an attractive price combined with improved technology and reliability of the components. The direct maintenance cost can be considerably reduced through the new SFCC- SA and CSU. The weight of the SFCC-SA has even decreased by 50 percent in comparison to the previously used equipment. The improved GMTBUR (guaranteed mean time between unscheduled removal) also speaks clearly for Diehl Aerospace’s solution. Furthermore, an improved power-up Leading supplier sequence helps to reduce the NFF-Rate (no fault found), providing additional benefits for the customers. For the development of the new SFCC-SA and CSU Diehl Aerospace has relied primarily on its long-standing system expertise with high lift systems for the entire A330/340, A350 XWB and A380 families. As is the case for the existing Diehl Aerospace equipment range these new products are completely supported by Satair in respect of customer support, repairs, spare parts, AOG services and technical support for the company’s customers in the Asia Pacific region. Satair is also teaming up with the Diehl support engineer located in Singapore. Diehl Aerospace provides enhanced Secondary Flight Control Computer (SFCC-SA) and improved Command Sensor Unit (CSU) for the entire Airbus A320 family Diehl Aerospace, a subsidiary of Diehl Aerosystems, is the leading German supplier for avionic systems and lighting concepts for civil and military aircraft. With system solutions and equipment functions from the cockpit through to the cabin, Diehl Aerospace sets standards in cutting-edge technology and customer focus. Diehl Aerospace’s wide range of products and services includes developing, manufacturing, and supporting systems and components for equipping commercial and military aircraft from the cockpit to the cabin. 3
Page 1: Uptimes news & insights - july 2011
Page 5 and 6: ution and repair in Asia Pacific Di
Page 7 and 8: IATA recommends new 10 minute test

Satair sets off for new horizons - Satair.com

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