How To Lose Business Without

Even Trying

w/ACE

Your first impression is usually a lasting

impression.

Nothing Like Being

Positive

Too Much Information

•Don’t confuse them !

Has This Guy Ever Heard Of

The 99’s or

Women in Military Aviation

Priority?

• When you accept a student you also make a commitment.

• Your customer, the student, is just as important as your 135 trip

Standardization

• This is the answer to a safe and efficient flight school.

• A must for tracking your students and insuring CFI efficiency.

Wrong !Calibrated when empty W /

unusable fuel and all other times,

Accurate in straight & levelUnaccelerated flight

Solo Flights

• Never let a student go if he has a reason why the flight must be completed.

We Are All Salesmen

• From the lineman to the owner

Be Honest

• National average

Part 61 60-75 hrs Part 141 50- hrs

Don’t knock the competition !

Professional Approach Inc.

Experience The Fun Of Flying

A Safe & Rewarding Experience

Take Advantage Of Our Free School Tours &

Actual Cockpit Orientation

Sign-Up For A Discovery Flight

“Never Fly With A Man Named Ace.”

OOrO

A Company Named Ace

Or

Bill Kershner always said.

How not to lose business

Prospecting• Word Of Mouth • Articles in Newspaper – Fly A Reporter• Membership in Various Service Clubs• Local Bulletin Boards• Fly – Ins• Charitable Work Angel Flight etc.• Open House• Mailings

Conduct Seminars• Pilot Groups at the Airport• EAA Meetings • CAP Seniors & Cadets• Angel Flight• Local Social Clubs• Service clubs• Chamber of Commerce• Kiwanis, etc.• Police & Fire Departments

Telephone Calls

Desk people need To Be excited-Flying

• Excitement Is Felt By The Customer

• Phone People Need to Know Details Regarding Your Flying Programs

• Be realistic When Quoting Hours & Cost

Prospect Information Sheet

• Name• Telephone Number• Availability Times• Additional Information• Contacted by Chief Flight Instructor• Remarks• Date of Call & Callback S/B Noted

Phone Callbacks

• CFI Should call Back – Same Day No Exceptions. S/b Enthusiastic & Encouraging

• Explain Presolo, Solo, X-Ctry, Flt Test

• Don’t Use Acronyms or Abbreviations IE: Instructor not CFI

• Set up a 3 hr Meeting With a CFI

Now You’ve Got Them in the Door

• Tour of the School & Sell It !

• Maintenance Facility • Have an A/C Available Allow Customer To Sit In It Explain Safety Features Basic Instruments

When Supplies Come Up

• You Have A Starter Kit

• Sign Up For A Discovery Flight

• Do not Bad Mouth Another School

• Encourage Him To Compare

• Ours Is The Best !

•

Now We’re Flying

• Flying is Something Most All Can Do

• It’s Not Like The Movies No Death Grip On The Yoke

• Show Finger-Tip Handling

• Adds Value To Your Life

• A Challenge Yes, But Not Impossible

Sell The Positives

• An Exciting Hobby

• Can Be Used In His Profession

• Fulfillment of a Lifelong Dream

• $100 Hamburger

• Vacation Time

• Reduce Costs- Block time, Flying Clubs

• Flying Can Be Affordable & Valuable

Once They Sign-Up Now What?

Follow structured Syllabus & Curriculum

CFI & Student Aware Of Progress

Student Will Be Prepared For Flight

If Necessary, Another CFI Can Take Flight

Stage Checks To Insure Training Continuity

Legal Protection

Constant Evaluations

• Brief Quiz During Preflight

• A Planned Lesson For The Student

• Teach on the Ground-Practice in Air

• Constant Evaluation & Progress

• He Needs Reassurance

• He Has Never Done This Before

• “0” Idea What Progress Is Being

• Made

How Do We Retain The Student?

• Include A Member Of The Family

• X-Country

• Flight Planning Briefing

• Visit To The Tower •

Monitor Your Flight Instructors

• It May Be Necessary To Switch CFI’s

• Pick CFI’s Who Can Teach

• Monitor New CFI’s

Now, How Do We Keep Them Flying?

• Still Once He Has His Certificate There Is A Lot To Learn Thru,

• Flight Reviews• Instrument Rating• High Performance• Multi-Eng• Complex A/C• Tail Dragger• IPC• Wings Program

Whatever You Do

•Don’t Let Them Go!

Wings Will Help

• Helps Maintain Currency• Keeps Setting Higher Standards• Sets Competition Between Pilots• Keeps Pilots Flying• Keeps Instructors Flying• Makes Money For The FBO• Safer Airport Environment • Helps Reduce Maintenance Costs

Now Go Get ‘m

• Find Them

• Talk To Them

• Convince Them

• Motivate Them

• Fly Them

Tha Tha, That's all folks.

FLY SAFE