for all our facilities,” says Dany Kleiman, group vice president of AAR’s MRO segment. “The ‘One MRO’ approach means providing a consistent high quality, flexibility and processes to customers no matter which AAR MRO facility is providing the service.” Even with all these customer-centric strategies, it is still a tough market for MROs. The problem is the financial health of their customers: If commercial, business and military aviation clients are short of funds, the MROs who rely on them for revenues will suffer. SR Technics is helping clients afford its services. According to Andy Best, “To support liquidity for the airlines in the current tough economic environment work, both SR Technics and ADAT have worked with Sanad Aero Solutions -- also owned by Mubadala Aerospace -- to incorporate engine and component financing elements into recent customer agreements.” In the same vein, “Greenwich
AeroGroup recently introduced a Financial Services division in an effort to provide better and more integrated financial options for our customers,” says CEO Jim Zielger.
AFI KLM E&M is improving “the attractiveness and competitiveness of our commercial proposals,” says Sébastien Weber. In other words, the company is doing what it can to reduce costs for its customers. This is because an airline’s selection between MROs “are no more made by technical but by financial people,” he explains.
In adopting this tactic, AFI KLM E&M is careful to balance prices with performance. “In order to win a deal you may be tempted to offer low prices by compromising on long term commitments or be elusive on exclusions,” says Weber. That’s not a place where AFI KLM E&M wants to go. Even when offering the best prices they can. “Our approach has always been to keep the promise[s] made.” Inside MROs themselves, ‘lean’ operating principles are driving day- to-day operations. The trick is to take money out of the repair process without cutting into quality, says AAR’s Dany Kleiman. To achieve this, “we maintain a very sharp focus on process improvement initiatives to optimize resources, reduce our operating costs and drive higher throughput and efficiencies, which enables us to be more competitive and offer customers a more cost-effective solution.” Duncan Aviation is following the same course; a decision that allowed the company to keep its shops open even
Aviation Maintenance |
avm-mag.com | December 2011 / January 2012 21
SPECIAL REPORT
Greenwich Aero Group
P&W
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