ERP for the Aviation Industry

My husband and I had a blast at Sun N Fun Aerospace Expo and Fly-In in April!  We loved the passion and friendliness of the aviation community.  The vendors worked hard, and they were having fun, too.

During the show, we did notice two primary challenges the vendors faced:  some were unable to service customers quickly enough at peak times and they did not follow-up with attendees to maximize their profitability.  To relieve stress and increase sales and year-round customer loyalty, a fully-integrated ERP solution can help!

SERVE CUSTOMERS EFFICIENTLY

We waited in several long lines at booths that were selling countless parts and accessories, and many prospects, including us, requested recommendations and clarifications about their products.  Seasoned reps were able to answer many questions, but even they were flipping through massive catalogs to find the right items and details.  After identifying and recommending the right products, they needed to enter the data from the catalog into their digital system of record.  With an intuitive ERP solution, tablets equip sales reps with the following, so they reduce long lines and deliver a fast, efficient customer experience:

• Current product information (eliminate bulky catalogs with outdated information)
• Accurate inventory data including what is at the show and what needs to be shipped
• Recommendations for additional parts or services to complement purchases
• The ability to capture new customer contact information and connect new sales to existing customers
• Updated record of purchases including items, cost, date, and location
• Payment information and connectivity to payment method
• Digital receipts
• Connection to robust marketing tool
• Detailed customer profile including role in aviation and description of their aircrafts

 

 

GAIN LOYAL CUSTOMERS

At the show, we noticed the vendors captured customer and product data with a variety of scanners, tablets, and good old paper and pencil.  Despite providing our contact information repeatedly and clearly articulating our intentions to buy certain items and even making several purchases, it is now July, and we are still waiting to be contacted!  Relying on an ERP that includes a robust Marketing module enables the following methods to upsell customers and gain loyal, repeat business:

• Invitations to upcoming shows with emphasis on locations relevant to each contact
• Timely reminders of parts that require periodic maintenance or replacement
• Follow up regarding unpurchased items and services that were discussed
• Recommendation of additional products and services based on previous purchases and customer profile
• Announcements of new, overstock, and clearance items for sale

PLAN YOUR NEXT SHOW

We had so much fun, that we are already looking forward to attending again next year!  But how do vendors plan which shows are right for them to attend?  With a comprehensive ERP, vendors can capture all the data necessary to plan for future events, reduce their stress, and increase their profitability.  Using data, companies can determine the following:

• Inventory including which items and the right amounts of each
• Size of booth
• Amount of swag needed
• Staffing
• Costs including transportation, staff, booth, meals, etc.
• Profits of items sold at the show and directly related post-show

Aviation shows should be enjoyable for all attendees.  By using an effective ERP solution, vendors efficiently can deliver outstanding customer service and gain loyal customers all year long.