Download Satelite no. 23 (June 2003) - Satair.com

no. 23 june 2003
2 4
3
Satair appointed distributor
for Elmwood Sensors
FSCM 14604
Paris Air Show
June 15-22, 2003
More operators sign up for
the Pall avionics cooling system
Visit our new website at
www.satair.com
5
news and update by Satair - a leading company within aircraft parts distribution
An innovative airline
What happens at SAS at night?
FUELSTAT resinae approved
and recommended by IATA
and by Boeing
FAA approves Welch Allyn
6-Volt HPX reading lamps
QUARK
– Quick Aerazur Repair Kit
Applicable for all Aerazur
pneumatic de-icer boots
6
7
Paris Air Show
June 15-22, 2003
Satair and Satair Hardware look forward to welcoming
you to our stand in Hall 5A, Stand 9A.
Satair Hardware
SHG (France) starts five-year DLF
contract with Eads Socata
New faces
in Satair Hardware Group
SHG and Linread Northbridge
SHG’s super-salesman:
Ton Eichelsheim
The new Cherry lightweight
power riveter
Fastening the future
8 The Phoenix!
Aircraft Interiors
Expo 2003 - review
New faces

no. 23 june 2003
Publisher: Satair A/S, Copenhagen, Denmark
E-mail: satelite@satair.com
Editor: Camilla Schuricht
Design & Layout: Berg Reklame & Marketing
Print: JP Trykservice A·S
Circulation: 14,000
Satelite is published twice a year by Satair.
All rights reserved. No part of this publication
may be reproduced, stored in retrieval system
or transmitted, in any form or by any means,
without prior written permission by the publisher.
SATAIR A/S
Amager Landevej 147A
2770 Kastrup, Denmark
Phone: +45 3247 0100
Fax: +45 3251 3434
AOG Service: +45 4040 1224
SITA: CPHSA7X
SATAIR USA, Inc.
3993 Tradeport Boulevard
Atlanta, GA 30354, USA
Phone: +1 404 675 6333
Fax: +1 404 675 6311
AOG Service: +1 404 310 1966
SITA: ATLSA7X
SATAIR ASIA Pte. Ltd.
8 Loyang Link
508897 Singapore
Phone: +65 6543 0977
Fax: +65 6543 0737
AOG Service: +65 6543 0977
SITA: SINSA7X
Control Products AG
Schützenstrasse 18
CH-8808 Pfäffikon/SZ
Switzerland
Phone +41 554 201 777
Fax +41 554 201 779
SATAIR MALAYSIA
Foreign Branch
311, Block E, Kelana Parkview
No. 1, Jalan SS6/2, Kelana Jaya
47301 Petaling Jaya
Selangor Darul Ehsan, Malaysia
Phone: +603 704 6657/6670
Fax: +603 704 6691
SITA: KULSA7X
SATAIR CHINA
Representative Office
CASC Airbus
Tianzhu Airport Industrial Zone
Tianwei Erjie
Shunyi County, P.O. Box 3412
101312 Beijing
People's Republic of China
Phone: +86 10 8048 6340
Fax: +86 10 8048 6599
www.satair.com
SATAIR HARDWARE A/S
Amager Landevej 147A
2770 Kastrup, Denmark
Phone: +45 3247 0100
Fax: +45 3247 0192
SATAIR HARDWARE S.A.S.
27 Av. Etienne Audibert
BP 30169
60305 Senlis Cedex
France
Phone: +33 3 4421 6868
Fax: +33 3 4453 4999
SATAIR HARDWARE LTD.
Shoreham Airport
Shoreham by Sea
West Sussex BN43 5FN
England
Phone: +44 0 1273 464046
Fax: +44 0 1273 464577
SATAIR HARDWARE USA
PO Box 7368
Orange, california 92863
USA
Phone: +1 714 538 8600
Fax: +1 714 771 7828
www.satairhg.com
editorial
‘New Horizons’
In recent years, Satair has succeeded in
achieving a combination of considerable
growth and a good financial
performance. After September 11, Satair
has focused on efforts permitting it to steer safely through a
difficult period with a dramatically changed market
environment while, at the same time, initiating a revision of
its strategy to accommodate these changes and introduce
the necessary readiness for change throughout the Group.
The reviewed strategy, named ‘New Horizons’, will enable
Satair to continue expanding its existing competencies and
develop new ones - primarily within logistics services which
will act as a supplement to the Group’s traditional role as
distributor. In its future role, Satair will increase its offerings
of ‘all-in package solutions’ to customers wishing to
outsource.
‘New Horizons’ is in many respects a ‘project of change’ the
purpose of which is to maintain and enhance Satair's
attractive position in the aviation value chain in a
transitional phase.
Satair will roll out its reviewed 3-year strategy, ‘New
Horizons’, with the objective of
consolidating and defending its position in the aviation
value chain
strengthening its position within attractive growth
areas, and
preparing and streamlining its business system in time
for the next growth phase
In relation to the above strategy it is important to emphasize
that, because of its position in the value chain, Satair is to a
high degree dependent upon its ability to adapt to the
market’s requirements and adjust its product offerings and
business model on an ongoing basis. Viewing the present
situation with
■ the financial turmoil for many airlines
■ the negative development in passenger volume
(also from Iraq)
■ build rates going down
■ and not least the consequences of SARS
it clearly calls for a very tight and proactive management, as
well as an effective communication with our customers and
suppliers.
Satair has demonstrated this ability to adapt through the
past 46 years in this industry.
Paris Air Show
Even with everything around us changing, some things still
remains the same, and one of them is the number one
information event in the aeronautics and space industry –
the Paris Air Show. Again this year, Satair and Satair
Hardware Group will be exhibiting at Le Bourget and we
look very much forward to seeing you there, whether it is
for business discussions or for social reasons.
Welcome to this issue of Satelite
Yours sincerely,
John Stær, President & CEO
Satair appointed distributor for Elmwood Sensors
FSCM 14604
By Henrik Lolk Christensen, Product Manager, Satair A/S
Satair is pleased to announce the appointment as
distributor for Elmwood Sensors, a Honeywell Sensing
and Control company, USA, the world's largest singlesource
supplier of sensors and switches to the aerospace
industry. The distribution agreement is effective
immediately and involves product marketing and
aftermarket sales support for the broad portfolio of
Elmwood’s aerospace sensors.
Already mid 2002, Satair
was appointed Worldwide
Master Distributor for
Honeywell’s Aviation
Switch & Sensor business
and the new
distributorship for
Elmwood Sensors is a
further strengthening of
the close and longstanding
business relations with
Honeywell.
Elmwood Sensors, is a
leading manufacturer of flexible heaters and temperature
control systems for aerospace, appliance, automotive,
industrial, medical, and other industries. Elmwood Sensors
is ISO 9001 certified, with a Class 1000 clean room.
Honeywell Sensing and Control develops, designs,
manufactures and sells innovative technologies for global
markets, in the areas of thermal, speed, position, pressure,
sensors and controls, specializing in Total Sensing
Solutions.
Honeywell Sensing and Control has been a trusted source
for the aerospace industry for many years. The relationship
with this industry can be traced back over 60 years to the
development and manufacture of the first electromechanical
precision MICRO SWITCH brand switches used in the
B-17 Flying Fortress and the DC-3.
Since then, Honeywell’s product offering and services have
advanced rapidly. Today, Honeywell’s sensors and switches
are used extensively in system critical applications such as
flight controls, door systems and landing gear. With over
60 years experience serving these applications, Honeywell
Sensing and Control has developed a portfolio of sensors
and switches which are able to withstand the most rigorous
environmental conditions. The products perform
consistently in scorching heat or sub-zero cold and satisfy
the most demanding severe environment and military
specifications.
To service our customers, Satair will stock a large part of the
Elmwood aerospace sensors for immediate delivery to all
aircraft operators worldwide.
Please contact Satair for your next requirements of Elmwood
aerospace sensors.
Paris Air Show June 15-22, 2003
Satair and Satair Hardware look
forward to welcoming you to our
stand in Hall 5A, Stand 9A.
The Paris Air Show 2001 broke all previous records, both
concerning the number of exhibitors (1,856), nations
represented (42), exposed aircraft (226), space used for
exhibition (307,371 m 2 ) as well as the number of visitors
(306,658), and was a powerful demonstration of the show
being one of the biggest and most important international
aerospace exhibitions in the world.
A lot has changed since the show of 2001. Many companies
have been forced to look more critically on the way they run
their business, which has created new ways to operate
within the industry. It is a time where some companies
survive and others manage to reinvent themself, and as the
Paris Air Show celebrates its 50th anniversary at Le Bourget
this year, the industry is determined to show what is has to
offer, more than ever.
The Paris Air Show 2003 is a perfect example of this determination. Even with the last couple of years in mind,
the show will be close to that of 2001 in terms of exhibition
area, number of exhibitors and nations represented.
By Karen Bull, Marketing Manager, Pall Aerospace
In the last issue of Satelite (December 2002) there was a
detailed explanation of a typical aircraft avionics cooling
system. That article outlined why it is essential that the
avionics (E/E) cooling air is dry and free from contamination.
Since then, two more operators have selected the Pall avionics
cooling system for their Airbus A320 family of aircraft.
In October 2002, easyJet announced its intention to
purchase 120 Airbus A319 aircraft. In December 2002,
easyJet advised that Pall Aerospace had been selected to
provide all the filtration equipment for the ATA 21 systems
(avionics cooling and cabin air re-circulation). The Pall
equipment will be installed during the aircraft production at
the Airbus facilities in Toulouse and Hamburg.
In January 2003, after a long period of negotiations,
Pall/Satair were awarded the contract by Air France to
retrofit their entire A319/320/321 fleet. Only one month
later, in February 2003, Fabienne Raynaud (Satair sales
Satair and Satair Hardware look forward to meeting with
current as well as future business partners at the Paris Air
Show and joining us at our stand will be some of our long
time business partners. You will get the opportunity to meet
with them as well as to see the broad portfolio of suppliers
that we represent for the aftermarket and the OEM market.
If you want to set up a meeting with us in Paris please
contact your usual Satair or Satair Hardware
representative or send an email to info@satair.com.
See you in Paris.
More operators sign up for
the Pall avionics cooling system
CONFERENCE
Direct Line Feed
&
Integrated Purchasing Program
manager in France) was invited to witness the first
installation of the Pall system.
Below are some of the benefits offered to Air France and
easyJet by selecting the Pall avionics cooling system:
■ 1 disposable filter element vs. 2 replaceable parts
=> Lower maintenance and lower logistics costs
■ Improved protection of the avionics equipment
■ Technical support from Pall/Satair
Pall Aerospace/Satair also supply avionics cooling filters for
other commercial aircraft,
including Airbus A300/310,
A330/340, Boeing B737,
B747, B757, B777, SAAB,
Dornier, Jetstream.
Including these operators,
Pall Aerospace now supplies
the majority of the new
Airbus production line. In
addition - Pall, Satair and PAS
(Pall’s USA distributor) now
support the majority of the
Airbus A319/320/321 fleet
for this application.
June 17, 2003
10.00 - 11.00
conference area
Hall 5A
Visit our new website at
www.satair.com
By Camilla Gregor Schuricht,
Marketing Coordinator, Satair A/S
In the last issue of Satelite we told you that we were
working on preparing a new and updated version of Satair’s
website. Satair went on-line with www.satair.com for the
first time in 1997, but the requirement to the website has
changed since then. With Satair’s introduction of a new
visual identity, we have found it necessary to create a new
layout for our website as well. But most important, we felt
an increased need to focus and communicate more directly
with the different segments Satair interact with. Whether
you are an investor, a customer, a supplier or maybe one of
our new employees we want it to be easier for you to find
the information, which is important to you.
The first thing you will notice is the color scheme. You will
recognize it from the one in Satelite as well as on all other
Satair communication material. The second thing is a
completely new structure of all our information.
Entering the customer zone you will find information
regarding the various customer segments with whom we do
business and the different services offered to them. This is
where we keep our customers updated with news directed
especially to them, such as new product lines, product
updates and IT enhancements.
Entering the manufacturer zone you will find information
concerning the services we offer our suppliers, general news
about the aviation market and links to other sites that can
help give a better view of the development in the industry
as a whole.
For our investors we have a special section which keeps you
updated with all financial news, share information, key
figures, presentations and other relevant investor
information.
If you want to know more about Satair in general, you can
enter the ‘About Satair’ menu where you will obtain a brief
introduction to the company. If you just want to see our
complete product line or a news overview it is available
directly from this menu as well.
The new website will go live from mid June and we hope
that you like the new website.
NO:23:JUNE:03
3

4
step 1
An innovative airline
What happens at SAS at night?
By Karina Bergstrøm Larsen, Product Manager, Satair A/S
It is 10:30 pm, SAS’s third team of maintenance staff this
day is coming to work. At SAS most maintenance takes
place at the night shift from 10:30 pm to 6:30 am. On most
nights about 40 aircraft are on ground for
a variety of safety checks and upgrades to
the latest technology from a cabin check
to a large cockpit change.
NO:23:JUNE:03
Tonight, two Full Face Oxygen Crew
Masks (FFCM) and stowage boxes from
B/E Aerospace are being installed in the
cockpit of a SAS MD87 from 1991. This
new product replaces an older system with
a mask and separate goggles, which the
pilot would wear for smoke and hypoxia
protection, in the event one pilot left his
seat, an emergency decompression, or in
case of smoke in the cockpit.
The new FFCM is a superior product that
provides oxygen to the pilot with controls
for normal, 100%, or emergency mode.
Normal mode provides a mix of air and
oxygen for a non-emergency situation
while 100% and emergency provide 100%
oxygen in case of a decompression or toxic
environment. In addition, the FFCM
provides a broad view angle and ensures that the pilot can
easily ‘don’ (put on) the mask, within the five seconds
required by the Federal Aviation Administration (FAA)/Joint
Aviation Administration (JAA) authorities. With the FFCM
the mask and goggles are one complete product instead of
separate and this ensures the pilot a greater efficiency in
case of an emergency.
Safety and comfort is essential to SAS and the pilot must
always have the best tools to make his job simple and easy
and to provide maximum safety, which is why the masks are
being installed.
This evening Mr. Carsten Jensen, SAS Maintenance
Technician (since 1998), and Mr. Jan Jepsen, SAS Senior
Technician/QC Inspector (since 1994) are going to do the
installation of two B/E Aerospace FFCM’s in the cockpit, one
for each pilot position.
Step 1
The correct tools are needed and SAS has special tooling kits
available for oxygen components to ensure an easy
installation.
Step 2
The removal of the old stowage box, cleaning of the area,
and clearing the connectors that will be attached to new
FFCM stowage box.
Step 3
The new box and the FFCM are installed. The stowage box
has a ‘test/reset button’, which provides a method for pre-
flight checks of the mask without removal from the stowage
box.
Step 4
A series of quality control checks are performed to ensure
full functionality of the product. The system is checked for
leakage between the oxygen flow supply and the stowage
box. Then an operational check of the microphone in the
FFCM to make sure that the pilot’s voice can be heard on
the in-flight intercom, so the pilot can inform crew and
passengers of flight status.
The installation is complete and the pilot now has the latest
technology at hand to ensure a pleasant and safe journey.
Once again SAS has upgraded their fleet with the latest
technology available. After completion the SAS maintenance
staff can continue to next task that night.
FUELSTAT resinae approved and recommended by IATA and by Boeing
By George Tippet,
General Manager, Conidia Bioscience
The growing demand for aviation fuel has increased the
number of fuel suppliers emphasising the importance of
implementing detection procedures in daily maintenance
routines.
Microbial contamination of aviation fuel can cause severe
operational problems such as corrosion of the metallic
structure, fuel quantity indication problems and blocking of
the scavenge systems and fuel filters during flight.
Although both yeasts, fungi and bacteria can cause
microbial contamination, by far the most significant and
damaging micro organism is Hormoconis resinae
(H. resinae) - already known to many in the airline industry
as the jet fuel fungus or Cladosporium resinae.
Contamination with this fungus can cause serious corrosion
and have huge financial and safety implications. When H.
resinae is allowed to grow unchecked, it adheres to tank
and filter surfaces and cannot be cleared through routine
water drainage procedures.
Here lies the problem for the aircraft operator. They need to
know how much H. resinae is present, whether it is growing
and when it is going to be a danger and a costly liability.
All aircraft are at risk of problems associated with microbial
growth, unless maintenance actions are performed to
reduce this risk. Contamination problems are particularly
serious in warm, humid conditions as humidity and ambient
temperatures promote growth development.
Boeing has implemented FUELSTAT resinae into the
maintenance manuals addressing procedures on fuel
contamination. The IATA organization (The International Air
Transport Association) recently published ‘Guidance Material
on Microbial Contamination in Aircraft Fuel Tanks’ which
approves and recommends the use of FUELSTAT resinae.
Generally, it is recommendable that operators monitor any
development of microbial contamination by daily removal of
water from fuel as well as regular testing of the water/fuel
found in each tank with an approved (i.e. FUELSTAT
resinae) microbial growth test kit.
If fuel contamination is not detected in time and the aircraft
is grounded, the financial implication can be severe. A
grounded aircraft equals re-routing and compensation of
passengers, replacing dumped fuel, bringing in replacement
aircraft and crew, loss of revenues, additional maintenance
costs, additional airport and/or air traffic control charges etc.
With FUELSTAT resinae the aerospace industry has the
choice of a reliable and accurate diagnostic kit suitable for
Test button The microphone in the FFCM
step 2 step 3 step 4
regular monitoring of the contamination level meaning
actions can be taken before a costly problem arises.
FUELSTAT resinae is environmentally safe, does not
require sterile sampling or any incubation time, can be used
to test both water and fuel phases - and most importantly,
the test is completed in 10 minutes. No other existing kit
can collectively demonstrate all these advantages. With
FUELSTAT resinae the operator is one step ahead ready to
win the battle against H. resinae.
FAA approves Welch Allyn
6-Volt HPX reading lamps
By Dave Walker, Aftermarket Manager,
Welch Allyn Lighting Products Division
Welch Allyn Lighting Products Division announced that it
has received Parts Manufacturer Approval (PMA) from the
FAA for its 6-volt HPX reading lamps. Part number
998502-18 is suitable for use on Airbus A319, A320, A321
A330 and A340 aircraft utilizing 6-volt PSU systems.
With a life rating of 5,100 hours, the 6-volt HPX reading
lamp provides significant cost savings when used as a
replacement for original equipment reading lamps, which
are rated at 2,000 hours.
‘Research shows that most 2000-hour reading lamps last
less than 1.5 years for the average airline,’ said Dave
Walker, Aftermarket Manager for Welch Allyn Lighting
Products Division. ‘Our lifetime testing shows that our 6volt
HPX lamp will last closer to four years. This yields an
annual saving of over USD4.00 per seat on labor alone.
And for most airline conversions we foresee annual savings
of an additional USD1.50 to USD2.00 per seat on
materials.’
Welch Allyn will partner with stocking distributor Satair.
Citing Satair’s trusted name, customer-centric culture and
commitment to inventory, Welch Allyn has awarded the
company the coveted Premier Distributor status for the
aircraft aftermarket.
Welch Allyn’s 6-volt aircraft reading lamp utilizes a unique
HPX-Halogen technology originally developed for next
generation medical instruments. These lamps are extremely
stable, a result of Welch Allyn’s precision manufacturing
processes, which enable the company to produce lamps
By Patrick Guillin,
After-Sales Manager, Aerazur
Ultimo 2002, Aerazur – Groupe Zodiac
introduced the new patchless repair kit
QUARK designed to perform quick repairs
of small defects not exceeding 1/4 inch in
length on Aerazur pneumatic de-icer boots.
By using QUARK it has never been simpler to
repair small cracks on neoprene and
polyurethane surface de-icer boots. The
simplicity and ease of use is stressed by the fact
that the repair can be performed while the boot is
still installed on the aircraft. With QUARK repairs can be
done faster and more effectively than before ensuring a
quick turnaround time for all aircraft as well as a uniform
repair process.
QUARK combines Aerazur reliability and exceptional
product performance while offering operators an
innovative solution for repair and maintenance of the
pneumatic de-icing boot. Aerazur’s firm commitment to
continuous product improvement adds QUARK to the list
of product enhancements offered to the aerospace industry.
Satair is an authorized worldwide distributor of all types of
Aerazur pneumatic de-icer boots including the new repair
kit QUARK. To accommodate your requirements for
QUARK, Satair offers this part number from stock for
immediate delivery.
which maintain consistent light output over time and from
lamp to lamp.
Welch Allyn began manufacturing reading lamps for
Boeing's narrow-body aircraft in 1991. Today, its reading
lamps can be found on all new generation Boeing airframes
as well as many regional and business aviation aircraft.
Welch Allyn also manufactures dome, map, galley, bath,
cockpit and other lamps. Utilizing state-of-the-art
equipment and processes, the company makes the only
available halogen aircraft reading lamp with a life rating of
10,000 hours.
For over 80 years, Welch Allyn has been a pioneer in the
development of precision lighting systems for medical,
industrial and commercial lighting products. Utilizing several
proprietary-manufacturing processes, Welch Allyn design
engineers take innovative lighting concepts to applicationspecific
products. For more information, please contact the
Welch Allyn Lighting Products Division at 315-685-4347;
rutand@mail.welchallyn.com
QUARK – Quick Aerazur Repair Kit
Applicable for all Aerazur pneumatic de-icer boots
The QUARK repair kit – P/N 506330 - consists of:
■ Quark – 1 bottle of 20 grs
■ 1 buffing template
■ 25 application templates
■ 1 sheet of fine grid emery paper
(grade 120 or 150)
For further technical information on QUARK or Aerazur
pneumatic de-icer boots, please contact Flemming Stelling
Ludvigsen, Product Manager at fsl@satair.com or at
+45 3247 0134.
Participate!
1. Where does Satair exhibit at the Paris Air Show?
2. Who has Satair been appointed distributor for?
3. Which product has been approved and recommended
by IATA and Boeing?
4. Which company does SHG start a 5-year
contract with?
Company:
Name:
Title:
Address:
Postal code/City:
Country:
1 prize
a Jacob Jensen wall clock
Congratulations to the winners:
1. Lorena Escudero, Lan Chile Airlines
2. Ian Lancaster, JMC Airlines
3. Lee Wray, British Midland
4. Jacques Pompon, Air France Industry
5. Chau Wyn Evans, Airbus SAS
6. L.N. Prasad, Indian Airlines Ltd.
7. Andre Oberholster, South African Airways
8. John R. Cabason, Cebu Pacific Air
9. Chow Yew Fai, SIA Engineering Co
10. Somboon Wongworadath, Thai Airways Int.
Send, fax or e-mail your answers to Satair
before May 1, 2003
Satair A/S
Amager Landevej 147A
DK-2770 Kastrup
Denmark.
Telefax: (45) 3251 3434
Email: satelite@satair.com
Attn.: Camilla Schuricht
2-10 prize
a Leatherman tool
QUIZ NO:23:JUN:03
Satair & Satair Hardware employers and their relatives cannot enter the
competition.
NO:23:JUNE:03
5

6
SHG and Linread Northbridge
By John Atkinson, Waterson Communications
Linread Northbridge has been a supplier to Satair Hardware
Group since the late 1980s, but since the implementation of
SHG’s DLF contract with Westland Helicopters, the
relationship between the two companies has matured even
further in line with the dramatic increase in the levels of
shared business.
Linread Northbridge has been evolving within the aerospace
industry for over 75 years since its foundation in 1925 for
the production of automotive and aircraft fasteners. The
Aircraft Products Division was split off in 1972, acquired by
McKechnie in 1994, and merged with Northbridge Fasteners
in 1995. Linread Northbridge has an operating unit in
Redditch and employs up to 102 staff.
At Redditch, Linread has developed the most modern
manufacturing and inventory management systems to
provide parts for both aircraft OEMs and the airframe aftermarket.
It specializes in aluminium, steel, stainless steel,
titanium and high-temperature alloy fasteners in lengths
from 2mm to 250mm, diameters from 1.5mm to 25mm,
and quantities from one to one million. It supplies these
parts into major global OEMs, and UK and foreign
distributors.
SHG (France) starts five-year
DLF contract with Eads Socata
By Rod Scott, CEO, Satair Hardware Ltd.
On 1 April, Satair Hardware started supplying parts to the
775,000 sq ft EADS Socata production facility situated at
Tarbes, France under a five-year single-source direct linefeed
(DLF) contract awarded in November last year. This is
the first such contract awarded by an EADS company, and
the first DLF system for SHG outside the UK. The
agreement will eventually cover the supply of over 5,000
part numbers to around 8,000 production line bins, and
annual sales are expected to reach US$ 5 million within two
years.
Socata manufactures a range of light single-engine touring
and training aircraft for military and civil use, from the TB
GT series of 4/5 seat high-performance piston-engined
machines to the 6/7 seat TBM 700 turboprop business
aircraft. Today, there are more than 5,700 Socata aircraft
flying in 65 countries worldwide, continuing the tradition of
quality-built aircraft started by Morane-Saulnier at its
factory near Paris 102 years ago. In addition, EADS Socata
NO:23:JUNE:03
Linread Northbridge has an advantage over the main US
suppliers in that it can set up its production lines to do shorter
runs, particularly of UK and European bolt specifications
which are predominantly required by European markets. It
can also manufacture niche-type products. This fact, plus its
ability to constantly come up with new supply ideas and ways
of cutting costs, again sets it apart from its rivals.
Both SHG and Linread Northbridge are committed to
constantly improving customer service and supply chain
efficiency, and first-class communications between the two
companies are the basis of an extremely good working
relationship. Jonathan Medhurst is the purchasing manager
for Satair Hardware Limited, and he reviews the business
with major customers like Westland at least once a month
with his opposite numbers at Linread Northbridge. ‘We’re in
contact with the Linread team on a daily basis,’ says
Jonathan, ‘and this means that any issues can be resolved
very quickly. The relationship is open and honest, and we’re
always looking at new ways to improve efficiency. We will
always view Linread as a supplier of choice, as its products
are high quality, and it is reliable, responsive and
competitive.’
This relationship was undoubtedly a key factor in SHG
winning the Westland DLF business last November and in
routinely teams up with other OEMs such as Airbus,
Dassault, Embraer, and Eurocopter to participate in their
existing and new (such as A380) aircraft programmes.
There is no central store under this arrangement, as all the
stock is held at SHG’s facility at Senlis, north of Paris. A
dedicated SHG employee uses a hand-held data scanner to
check the stock of parts in the lineside bins at Tarbes, before
downloading the data onto the DLF management system
developed in conjunction with SHG’s partner Waer Systems.
The data is then electronically transferred to Senlis where
the replacement bag labels are printed and the stock picked
and bagged. This stock is then delivered to Socata, where
the lineside bins are replenished. The management system
maintains full traceability of all parts to the production lines.
‘Wining this contract against stiff competition is a
tremendous achievement for the Group, and it is one of the
first major DLF contracts of its kind in mainland Europe,’
says Rod Scott, CEO of Satair Hardware Group. ‘It has been
a real team effort to get this project up and running, and
my thanks go to all those involved including Daniel Poiret,
Jean-Michel Brothier, Laurence Dubuis, Valérie Moreaux,
and Christelle Lebeaupin. Thanks must also go to the UK’s
DLF manager, Kim Noyce, who has been a tremendous
support during the implementation process’.
Aeroplanes Morane-Saulnier was based at Puteaux, near
Paris from its formation in 1911, then moved to Tarbes in
1941. In 1966 it was bought by Group Sud-Aviation and
renamed Socata (Societé de Construction d’Avions de
Tourisme et d’Affaires). In 1970 the head office merged
with Sereb and Nord-Aviation to form Group Aerospatiale,
and in 2000 Aerospatiale merged with EADS.
Linread Northbridge becoming a major supplier (it will
source about 20% of the total contract). The two
companies worked closely together during the tender
process and then continued to refine the details to ensure
continuity of supply to Westland. The overall objective is to
put together long-term agreements, with just-in-time
delivery developed to a fine art with neither SHG nor
Linread Northbridge holding stock.
Summing up, Kayren Randles, Sales Manager at Linread
Northbridge Redditch says: ‘Linread Northbridge is proud to
work in alliance with Satair Hardware Group in the global
aerospace marketplace. As we share common strategies and
goals aiming to benefit both our customers and ourselves, it
has made our collaboration a successful one.’
New faces in
Satair Hardware Group
Nathalie Martens joined
Satair Hardware SAS as a
buyer to support the Socata
DLF contract and comes with
several years of experience as
buyer within the industry.
Florence Noll comes with a
background in sales and
marketing and joined Satair
Hardware SAS as Business
Administration Secretary late
February 2003.
In late February 2003, Jean-
Michel Fontaine joined Satair
Hardware SAS. Jean-Michel
has been assigned a position
in the Logistics Department
and takes care of the delivery
preparation.
SHG’S super-salesman: Ton Eichelsheim
By John Atkinson,
Waterson Communications
Are brilliant sales people born for the job or do they just
evolve into it? That’s a question of Darwinian proportions,
but in the case of 43-year old Ton Eichelsheim, SHG’s
international Sales Director, it seems that he was born for
it. From a very early age he used to help his father out in
the family wholesale trade business, and accompanied him
as he sold his wares to the small shops in the Rotterdam
area.
Today, ‘Big’ Ton travels the world representing SHG and is
equally at home in China, India, the Pacific Rim, Eastern
Europe or Holland. Why ‘Big’ Ton? Well, if you don’t believe
that sheer physical presence is a major benefit for any
successful sales person, then Ton Eichelsheim will soon
change your mind. At 1.82 metres in height, weighing in at
120 kgs, and with a personality to match, Ton isn’t the sort
of person that potential customers can ignore!
After studying mechanical engineering at college, Ton joined
the sales department of Dutch hydraulics and rubber seals
manufacturer Doedijns-Dimag. Dimag had several Benelux
aerospace OEM customers, including Fokker in Holland and
Ton was transferred to this division of the business in 1985.
In April 1994, Satair A/S took over Dimag. At that time
Satair’s exposure to the OEM side of the aerospace business
was limited, so it was interested in Dimag’s portfolio of
OEM customers in Benelux, Germany, Switzerland, Austria,
and the Eastern Bloc that would compliment its existing
after-market business. As a result, Ton found himself
working as the Benelux sales representative for Satair’s new
hardware division, with Fokker his biggest customer. Asked
what difference the take-over made to his working life, Ton
replies that the Danes at first found it difficult to understand
his ‘Monty Python’(a rather surreal 1970s English TV
comedy series) type of humor, but he adds that over the
years they’ve almost come to enjoy it.
In the latter part of 1994, Ton was asked to turn his
attention to expanding Satair’s influence within the Eastern
Bloc, unusually being responsible for both aftermarket
customers as well as OEMs, a unique position that still
persists today. ‘It has been suggested from time to time that
I should cease my involvement with the airlines and just
concentrate on OEMs,’ explains Ton, ‘as that is Satair
Hardware’s core business. However, the experience and the
contacts I’ve built up in both disciplines are extremely
useful, especially in some of the expanding markets where
there’s less differentiation between OEM business and airline
business.’
Over the years, Ton has built up a reputation for taking over
territories that others have been less keen to cover, spurred
on by his love of travel and his interest in different cultures.
‘Ever since I was first sent to the USA in 1993 to attend a
training meeting, I’ve loved traveling,’ he says. ‘Traveling is
part of nature, and I’ve always liked to be independent.’ As
a result, he’s worked in Turkey, Portugal, South Africa,
Yugoslavia, China, India and the Pacific Rim, but he’s always
retained Fokker (now Stork) and some Eastern Bloc airlines
as his customers.
China is of particular interest, both to Ton and SHG. Ton’s
been doing business there since 1997, and has seen sales
revenues increase from zero to a much more substantial
figure today. ‘The main market is dominated by Boeing and
Airbus sub-contractors,’ he explains, ‘and, as a result, there’s
a constant battle for business and margins are very low. But
traveling around this vast country I’ve found several local
programs that have been keen to use our products, and
where my knowledge of supplying both OEMs and airlines
has been invaluable in building relationships and business.’
With his recent elevation to international sales director, Ton
has naturally turned his attention to managing and passing
on his considerable experience to his teams. ‘Initially I kept
asking myself: ‘Can I manage?’ but I soon realized that
many of the things I’ve done, including chairing the board
of governors at my son’s school, have prepared me for a
management role. Now, managing seems to be just an
extension of the normal way that I work with people, and
I’m flattered that my colleagues seem to like my
management style.’
Ton has two main priorities. The first is to give SHG an even
stronger position in Europe and Asia, by developing closer
relationships at the highest level within customer companies
and by hiring more sales support if necessary. The second is
using his 20 years of experience and his impressive
personality to manage and stimulate his sales team to
greater things. ‘Sales people are often good at the technical
aspects of selling, but struggle with the human part – like
establishing a good relationship with customers. I never had
that instruction myself, so I want to set up open-minded
meetings where I hope to inspire people and make them
smile. Often sales people are too fixed in their ways and
views. To me, nothing in my relationships with Asian
customers is strange any more, although there are plenty of
cultural differences. I want to make others understand that
sort of thing and train them to use that knowledge to SHG’s
advantage.’
Ton has been living in a small rural village called
Bergambacht, about 25 kilometers east of Rotterdam, since
1972. He’s married to Marjo, and has two children – Linda
(16) and Martijn (11). An obvious question is how does his
constant traveling fit with family life? His son has the
answer. Asked by a teacher at his school if he finds it
difficult that his father is away from home so much, he
replied: ‘But that’s how he makes his money!’ In fact, the
whole family has grown up with his frequent absences, so
they all organize their own lives around them. One benefit
is that Ton works from home, so when he’s not traveling,
he’s able to spend all his time focusing on family matters,
including coaching his son’s school’s junior soccer team. For
total relaxation, he spends one week, each year, hiking in
the high mountains of Austria or Switzerland, and finds the
air at 3000 meters a marvelous stress reliever.
Rod Scott provides a fitting summary of this remarkable
man’s contribution to SHG’s success: ‘If I could create a
whole sales force of Ton Eichelsheims, we would outsell
anyone else in the industry, anywhere!’
Ton Eichelsheim, SHG’s international Sales Director
The new Cherry
lightweight power riveter
By Lars Sverre Rasmussen,
Product Manager, Satair Hardware A/S
The new G902-series lightweight power riveter has been
well received by the aerospace industry.
With its ergonomic design, compact handle and reduced
weight, it greatly reduces operator fatigue, but it can still
install nut-plate rivets up to 1/8” diameter and CherryLock
‘A’ code 3/32”.
The G902 comes in two versions depending on which
pulling head is needed: one series has ejection of stems in
the side of the head through the stem deflector. The other
series has side ejection through the pulling head.
And – best of all – it is sold at a very competitive price.
More details can be obtained from your daily representative
or by contacting Lars Sverre Rasmussen, Product Manager
at lsr@satair.com
Fastening the future
High performance ring locked inserts and studs are now
available from a leading source of fastening solutions
By Louise Phillips, Sales Analyst, Satair Hardware Ltd.
Ring locked inserts and studs were designed for resistance
to high torque-out and pullout loads. Both products utilize a
lockring that prevents the stud or insert from backing out.
These products are ideal for high fatigue and vibration
environments found in gearboxes, turbo machinery, and
vehicles for both aerospace and military markets.
Various materials and finish combinations are available as
well as internal thread-locking feature.
Ring locked inserts and studs are covered by ‘MS’, ‘DOD’,
‘LN’ and ‘DIN’ standards. The range includes:
■ Standard stud
■ Size-on-size stud
■ Hydraulic stud
■ LockRing
■ Standard insert
■ Captive lockring insert
■ Polyimide resin lock insert
■ Hydraulic insert
Shur-Lok – designs and manufactures quality aerospace
fasteners, delivering fitting solutions for the most
challenging applications. With a thorough knowledge of
customers’ exacting requirements, Shur-Lok – has developed
thousands of proprietary designs, many of which have
become industry standards.
For further details on the above and on fastener installation
and removal tooling please refer to Satair Hardware Group.
NO:23:JUNE:03
7

The Phoenix!
By Mads Rahbek, Sales Manager, Satair A/S.
A couple of years ago when a friend of mine called to ask if
I would like to go with him to the north of Copenhagen to
visit an aircraft enthusiast, who had a Messerschmitt
ME110, I thought that he had either had a stroke, or come
across a red herring.
Denmark was occupied by Germany from 1940 to 1945 and
after the capitulation, British troops destroyed all German
aircraft in the country. As a result no WW2 German aircraft
exist in this country apart from a few ME108s, which were
probably brought in after the war.
From Copenhagen we drove north for 30 km arriving at a
big nursery in the countryside where we were welcomed by
Henrik Mortensen and his two friends Frank and John.
Henrik led us inside a big building, unbolted a large door
and there it was …. a Messershmitt ME 110! This one was a
night fighter version with its Lichtenstein aerials protruding
from the nose, flanking a dramatic sharks mouth paint
scheme. Having been interested in WW2 aircraft since a boy
I felt like the first archaeologist entering the tomb of Tut
Ankh Amon.
Henrik explained that although born in the fifties he had
always been fascinated by WW2 aircraft. 11 years ago he
obtained the crude ME110 instrument panel to which he
gradually acquired the various gauges to fit into it.
Henrik is also interested in German WW2 radios so when he
met Frank, a radio technician, they decided to construct a
replica of the long slim cockpit fuselage section of the 110.
Gathering original equipment such as the control column,
switches, gauges, levers and the correct defensive machine
gun, the project slowly came together. These were not quite
parts that turn up at a local village boot sale, and further
collecting therefore involved serious detective work.
The instrument panel was finally crowned when Frank
provided illumination for the various gauges. Then, as the
cockpit section was nearing completion, another twist in the
story developed – Henrik learned that a port wing had been
discovered in Czechoslovakia!
Henrik, always a man to fulfil his dreams, went to fetch it -
a complete wing including a large 20 x 15 cm flak hole!
From then on, the project snowballed. A left landing gear in
Augsburg, a tailwheel in Flensburg, a starboard wing from...
all coming in from various old crash sites spread across
Germany.
NO:23:JUNE:03
A third member of the team, John, joined in at the same
time as Frank and since that time a huge number of hours
has been spent building an historically accurate replica. At
one stage this involved using a local carpenter to complete
wooden sections of the fuselage and tail, which were then
covered by sheet metal.
The engines have been too difficult to obtain but this is of
less importance as, with the cowlings closed, the ME
illustrates a fine example of an aircraft freshly returned from
a sortie. To create the true atmosphere and illusion, four
Luftwaffe mannequins in original flying gear are, simulated
deep in conversation, behind the trailing edge of the port
wing. They might easily be discussing the heavy defensive
fire received from an allied bomber raid as behind them,
two nurses (schwestern) are approaching possibly to see if
everything is alright.
You might think that by now, the story is over - but no - in
the corner of the hangar Henrik has built and furnished an
operations room containing genuine Luftwaffe furniture
(stamped at the bottom with the eagle insignia of the LW). At
a writing desk are photos from the Geschwaders previous
postings, probably somewhere in Italy. The pilot’s room
contains numerous other details such as ashtrays, ‘signal’
magazines and flying gear. A poster on one wall warns
against ‘Bolschevismus und Plutokratie’ and a radio
‘transmitting’ the latest war news from the corner makes the
scene so authentic that you almost start to speak in German.
Back in the hangar Henrik talks about the project explaining
that the aircraft is a BF110G4/R3, a late version with
DB605B engines of 1475 HP each. This particular aircraft
depicts an aircraft from an NJG Staffel based at Kastrup late
1944/early 45. This aircraft belonged to Oberleutenant
Koch and carries markings of five air victories on the port
tail fin.
Thanks to Henrik Mortensen and his friends, this aircraft
has risen from the ashes of defeat like a Phoenix. The
determination, skill and perseverance of this team is indeed
a remarkable achievement that enables future generations
to see a part of aviation history in Denmark, that would
otherwise have been gone forever.
new faces
New faces in Singapore:
Sebastian Lim joined Satair Asia as Product Manager for Pall
Aerospace. Sebastian Lim holds a Diploma in Mechanical
Engineering and a Masters of Business in Technology
Management. Sebastian Lim brings a strong aerospace
expertise from his previous assignments with aerospace
companies, such as ST Aerospace Engines, Dowty Aerospace
Aviation Services and most recently Lucas Aerospace where
he held a position as Customer Services Manager (Overhaul
and repair). Peter Lundberg has been appointed Sales
Director with Satair Asia in Singapore as of August 1, 2003.
Peter Lundberg has worked with Satair for 21/2 years as our
headquarter based IPP Program Manager. He has
contributed significantly to the successful development of
the program. Peter will in his new position join our Asia
Aircraft Interiors Expo
2003 - review
By Camilla Gregor Schuricht,
Marketing Coordinator, Satair A/S
From February 26-28, 2003, Satair participated as exhibitor
at the Aircraft Interiors Expo in Hamburg, Germany for the
second time.
The first time Satair visited and participated in the exhibition
was last year in 2002. The participation was initiated by
Satair’s IPP group due to a broad presence of interior
manufacturers connected with the IPP.
The Expo 2002 turned out to be a big success and there
was no doubt about Satair’s participation in February 2003.
It was decided to book a stand downstairs in the main hall
and triple its size. For three intensive days it was once again
proven to us that this is an exhibition which is beneficial for
Satair to participate in. Satair had the opportunity to meet
face-to-face with many manufacturers and customers, both
companies that Satair has worked with for years as well as
companies that the company hopefully will develop and
establish a good business relationship with in the future.
One thing is for sure - Satair will be in Hamburg at the
Aircraft Interiors Expo in 2004. We suggest that you book
your calendar between March 30 and April 1, 2004 and
take time out to visit us at Stand 12/C51A.
Pacific Aftermarket sales team to participate in the further
development and strengthening of Satair's leading position
in the region. Esther Pang has been promoted to Customer
Service Manager with Satair Asia in Singapore. Esther Pang
has worked with Satair Asia for more than 5 years. With her
new responsibilities, Esther will contribute to the further
strenghtening of our service/support measures towards our
customers in Asia Pacific.
New faces in USA:
Ken Baker joined Satair as Sales Manager. Ken Baker has
worked in the aviation industry for many years and brings
an understanding of the airline buyer's perspective and most
pressing needs with him to Satair. He comes from a position
as Commodity Manager for American Airlines and was prior
to this with US Airways.