Avionics News June 2014 - 54

ONGOING EVOLUTION
Continued from page 53

than in the past. "By the time I'm
finished talking to them, I have a
good idea what we can and cannot
do with their aircraft," he said. "I
create a detailed proposal based on
what they specifically want and fits
in their budget. I also include a list
of optional items we can add to the
package, if they want. For example,
along with the standard 3-inch
standby instruments, I also give
them the option for a digital all-inone backup display unit."
"One thing I try to look at is the

actual availability of the avionics the
customer wants to install," Wysong
said. "Customers want the latest
technology, but it's also trying to
get the FAA onboard to sign it off.
Even if there is an STC for a unit in
an airplane, it's much different for a
helicopter.
"It may do the same thing, but to
get that approved, it just seems like
we don't have an idea on timing. It
can take a few months, or longer.
We've had a few customers now
where we've had to put temporary
equipment back in their helicopters
while we are waiting for the new
equipment to be certified."

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54

avionics news

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june

2014

Sales & Service

Wysong stressed that it's not all on
the FAA.
"Some of the bigger manufacturers
have so many projects going that if the
FAA asks for a change or clarification,
it can take weeks or longer to get back
with the information," he said. "That
can add weeks or even months to our
project. I try hard to anticipate that
and tell the customer we may have
delays. But it's really hard, because
we don't know going in what the
actual situation is."
Another thing that's getting a lot
harder to do is being able to charge
customers for any of the extra time
shops are spending before, during
and after an installation to get it all
put together.
This is all the more reason to spend
time upfront working out all the
potential "gotchas" and letting the
owner know immediately should any
pop up.
"It's often difficult to bill for all
this time," DenDekker said. "Owners
are reluctant to pay for things
they can't physically touch or see.
And with the highly competitive
environment we have today, everyone
is looking for the lowest price."
But through it all, DenDekker
said it's still a great time to be in the
avionics business.
"I'm helping people fulfill their wish
lists - this is the fun stuff," he said. "It
gives me great pleasure to work with
my customers to give them something
that's cool, fun and new, and enhances
their flying experience and makes
flying safer. I enjoy it all immensely."
Like they say, if you can't enjoy
what you are doing, you might-as-well
open up shop doing something else. q
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Avionics News June 2014

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