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  • #977011
    azzure
    Member
    • Total posts: 9
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    Hey Everyone.

    So 8 months into my venture and I am rather stuck on the marketing and sales side of the business. We offer Aerial Work, Business Aviation and Air Freight to clients but need a cost effective way of driving sales. We are doing ok, but I would like to grow the business further and relying on networking just is not achieving that.

    My competitors mostly live in the world of yellow pages and business directory advertising, so I am trying to go one up on them and proactively search for work via Direct Marketing.

    If anyone has any comments or suggestions or would be interested in a joint venture (There is most certainly a niche for aviation marketing services, no Australian company offers this service yet we are a multi billion dollar industry.)

    #1090067
    MarketingHQ
    Member
    • Total posts: 142
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    Hey Azzure,

    Would be happy to have a chat if you are interested. My contact details are in the signature below.

    Cheers

    Chris

    #1090196
    MarketingHQ
    Member
    • Total posts: 142
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    Hey Azzure,

    Would be happy to have a chat if you are interested. My contact details are in the signature below.

    Cheers

    Chris

    #1090069
    Warren Cottis
    Participant
    • Total posts: 807
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    Hello Azzure

    I am also interested in a chat

    #1090197
    Warren Cottis
    Participant
    • Total posts: 807
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    Hello Azzure

    I am also interested in a chat

    #1090071
    Shaukat Adam Khalid
    Participant
    • Total posts: 1,528
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    You’re taking the right step by using direct marketing. It really comes down to going to where your customers are.

    How do i get to know more about your business and how you fit in your industry?

    Fee free to pm me. Just to make it clear, i am not looking for clients but i would be happy to share some ideas after you tell me more.

    I can also help you identify the right consultant and coach.

    #1090198
    Shaukat Adam Khalid
    Participant
    • Total posts: 1,528
    Up
    0
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    You’re taking the right step by using direct marketing. It really comes down to going to where your customers are.

    How do i get to know more about your business and how you fit in your industry?

    Fee free to pm me. Just to make it clear, i am not looking for clients but i would be happy to share some ideas after you tell me more.

    I can also help you identify the right consultant and coach.

    #1090073
    azzure
    Member
    • Total posts: 9
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    Thanks for the response.

    Our industry is quite broad “General Aviation” is what it is commonly known as and most of my competitors are a jack of all trades.

    GA (General Aviation) covers the following activities.

    – Charter (non scheduled passenger services)
    – Freight Charter (non scheduled freight services)
    – Aerial Work (Aerial photography, survey, spotting, surveillance, mapping, technically anything that is not carrying passengers or freight)

    – Business Aviation, this is where a company owns and operates the aircraft but utilises a professional operators expertise to manage everything. Very similar to property management in many cases as they lease the aircraft out when they are not using them.

    We decided to avoid the route of being average at everything and instead want to develop individual, self sustaining modular companies that specialise in each area. We have started with Aerial Photography as it is one of the least competitive area’s and in WA alone accounts for over 21,000 flight hours per year ($12m – $15m p.a).

    My strategy is to split Aerial Photography into 2 phases which we will progress through over a period of time.

    Phase 1 – We market directly to existing photographers and photography business’s who currently use or would benefit from our aviation services. In phase one its important to understand we are not taking the photo’s, we are simply providing the aircraft and crew for the freelance photographer or photography company to take the photo’s which they are free to do as they please with after the flight.

    Phase 2 – We market to a consumer base who are buying the actual photo’s (digital media) themselves and now use an in-house photographer and equipment to obtain the images for sale. This is not necessarily taking random photo’s to sell but target at mining companies who require regular vertical photos for examples to map their expansion progress and surveys etc.

    The reason behind this strategy was to avoid the expense of directly marketing to consumers (my understanding is B2B is considerably simpler and more cost effective than B2C).

    It would look something like this:

    Aerial Service –> Photography Company/Photographer –> Photo Consumer

    By working through the photography company we are obtaining access to a large number of consumers at a much lower risk than say advertising direct to the consumer in the short term.



    Now direct marketing seems to be efficient for my business model, its low cost per lead and its effective.

    My sales team consists of 1 freelance salesperson who is working on a 8% of revenue commission basis to keep my cost/risk as low as possible. This is about where my experience of sales ends, I have developed a quite in-depth database for him and access to any resource that he requires to make the process work.

    The aviation service we provide for these photographers is exceptional and very specialised compared to my competitors who all tend to focus on Passenger Charter. One of my clients is Nearmap.com for example so our quality and standards are at a level which multi million dollar public companies are choosing to do business with us over our competitors.

    I look forward to the criticism and ideas! This is as far as I have ever ventured with a business and its a bit of a challenge at 22.

    #1090199
    azzure
    Member
    • Total posts: 9
    Up
    0
    ::

    Thanks for the response.

    Our industry is quite broad “General Aviation” is what it is commonly known as and most of my competitors are a jack of all trades.

    GA (General Aviation) covers the following activities.

    – Charter (non scheduled passenger services)
    – Freight Charter (non scheduled freight services)
    – Aerial Work (Aerial photography, survey, spotting, surveillance, mapping, technically anything that is not carrying passengers or freight)

    – Business Aviation, this is where a company owns and operates the aircraft but utilises a professional operators expertise to manage everything. Very similar to property management in many cases as they lease the aircraft out when they are not using them.

    We decided to avoid the route of being average at everything and instead want to develop individual, self sustaining modular companies that specialise in each area. We have started with Aerial Photography as it is one of the least competitive area’s and in WA alone accounts for over 21,000 flight hours per year ($12m – $15m p.a).

    My strategy is to split Aerial Photography into 2 phases which we will progress through over a period of time.

    Phase 1 – We market directly to existing photographers and photography business’s who currently use or would benefit from our aviation services. In phase one its important to understand we are not taking the photo’s, we are simply providing the aircraft and crew for the freelance photographer or photography company to take the photo’s which they are free to do as they please with after the flight.

    Phase 2 – We market to a consumer base who are buying the actual photo’s (digital media) themselves and now use an in-house photographer and equipment to obtain the images for sale. This is not necessarily taking random photo’s to sell but target at mining companies who require regular vertical photos for examples to map their expansion progress and surveys etc.

    The reason behind this strategy was to avoid the expense of directly marketing to consumers (my understanding is B2B is considerably simpler and more cost effective than B2C).

    It would look something like this:

    Aerial Service –> Photography Company/Photographer –> Photo Consumer

    By working through the photography company we are obtaining access to a large number of consumers at a much lower risk than say advertising direct to the consumer in the short term.



    Now direct marketing seems to be efficient for my business model, its low cost per lead and its effective.

    My sales team consists of 1 freelance salesperson who is working on a 8% of revenue commission basis to keep my cost/risk as low as possible. This is about where my experience of sales ends, I have developed a quite in-depth database for him and access to any resource that he requires to make the process work.

    The aviation service we provide for these photographers is exceptional and very specialised compared to my competitors who all tend to focus on Passenger Charter. One of my clients is Nearmap.com for example so our quality and standards are at a level which multi million dollar public companies are choosing to do business with us over our competitors.

    I look forward to the criticism and ideas! This is as far as I have ever ventured with a business and its a bit of a challenge at 22.

    #1090075
    James Millar
    Participant
    • Total posts: 1,739
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    Interested in hearing more. A client if ours is one of the largest terrestrial and aerial geospatial data surveying businesses in Australasia / Africa (and also own a regional airline as part of this) and we are always on the lookout for different solutions to offer them. Keep in mind these guys are a very big company with a significant internal marketing team but if you have something special I’m happy to discuss. Feel free to contact me – prefer next week. Direct line 03 9005 4901.

    Helping build better businesses and better lives with expert financial and taxation advice. [email protected] www.360partners.com.au 03 9005 4900
    #1090200
    James Millar
    Participant
    • Total posts: 1,739
    Up
    0
    ::

    Interested in hearing more. A client if ours is one of the largest terrestrial and aerial geospatial data surveying businesses in Australasia / Africa (and also own a regional airline as part of this) and we are always on the lookout for different solutions to offer them. Keep in mind these guys are a very big company with a significant internal marketing team but if you have something special I’m happy to discuss. Feel free to contact me – prefer next week. Direct line 03 9005 4901.

    Helping build better businesses and better lives with expert financial and taxation advice. [email protected] www.360partners.com.au 03 9005 4900
    #1090077
    AgentMail
    Member
    • Total posts: 1,741
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    Hi Azzure,

    Very impressive at 22 to have such an in depth and technical industry knowledge.

    Our company provides services of direct mail, from design to deliver, so if you think you can utilise this, I’d be happy to have a chat.

    My Father-In-Law was actually the founder of Flyer magazine in the UK, and is a competitive pilot, with wins such as the Kings Cup to his name.

    Let me know if I can be of assistance.

    #1090201
    AgentMail
    Member
    • Total posts: 1,741
    Up
    0
    ::

    Hi Azzure,

    Very impressive at 22 to have such an in depth and technical industry knowledge.

    Our company provides services of direct mail, from design to deliver, so if you think you can utilise this, I’d be happy to have a chat.

    My Father-In-Law was actually the founder of Flyer magazine in the UK, and is a competitive pilot, with wins such as the Kings Cup to his name.

    Let me know if I can be of assistance.

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