In previous articles, we’ve shown how avionics shops can utilize the tools provided by the Marketplace to increase their revenues and build a reputation for excellence among the community of aircraft owners. Today, we’re going to take a look at the specific things you should do in order to maximize your chances of success on the Marketplace itself:
- Be Responsive – Probably the most important thing an avionics shop can do to ensure good ratings and pleased customers on the Marketplace is always to be extremely responsive to customer communication. Once your account is correctly set up on the Marketplace, you can always stay connected to your prospects and clients. In most cases, if a potential client has made the step of reaching out and contacting you, they are already halfway there to selecting you as their avionics provider – don’t drop the ball by delaying your communication with them.
- Do Your Research – You’ll also want to ensure that you have a good operational knowledge of the general market conditions relative to ADS-B installations in your geographical region. For example, if there is a dearth of providers in possession of FAA-approved solutions for jet aircraft in your area, you’ll want to know how to respond to customer queries for these types of aircraft. You’ll also want to stay abreast of the general installation capacity in your area, pricing trends, customer demographics, and more. The Marketplace provides a large volume of raw data to avionics shops through their public bidding system, which they can utilize to make the correct judgments on these types of strategic issues.
- Check on Quotes Daily – Hand in hand with being responsive in your communications; you’ll also want to check the Marketplace daily for new RFQs. It only takes a few moments to configure and run your searches, and new aircraft owners are joining the community and soliciting quotes on a daily basis. Being one of the first responders to a proposal demonstrates that you are serious about providing them world-class service, and makes it more likely that your shop will be selected for the ADS-B installation.
- Always Add Value – In every single interaction with a potential client, you should always strive to add value to the equation. This way, you will build up a reputation for your avionics shop as a thought and service leader in the industry, which will ultimately allow you to secure a greater portion of the market share in the future. Sometimes, this may even mean pointing a customer towards a solution you don’t offer, or even another avionics shop. Instead of treating situations like this as a loss, use them as opportunities to both leave a great impression of your organization with the client by providing them the best solution and value for their money, as well as building new strategic relationships with avionics manufacturers and installers.
By following these simple tips, an avionics shop is much more likely to develop a strong reputation on the Marketplace, which they can then directly leverage into future revenue. Providing world-class customer service, being prompt and responsive in your communication, and consistently adding value to your interactions do not go unnoticed by aircraft owners, and combined with top-quality labor and execution, provide an avionics shop everything they need to succeed and grow over the coming decade.