Avionics News January 2015 - 42

ensure on-time delivery, Kelly meets weekly with the
production team in Texas using GoToMeeting, an online
HD video conference call. Skype is another often-used
tool, she said, "and I send a ridiculous amount of email."
representative, lives in Rhode Island. "It's not normal
A good number of them are email blasts promoting
to have an inside sales rep who is outside," said Power,
upcoming webinars for dealers and the end user. The
but virtual phone systems make the actual location of
company plays host to one technical and two customerthe receiver invisible. "Callers think you're in the office,
focused online events each month, Kelly noted.
and, indeed, you are."
ADS-B is their primary focus, and each of them lasts
No matter where it is located, an office is nothing
an hour. "Historically, 30 to 40 people have logged in
more than a room with the phone and computers and
to each one, but since we partnered with SocialFlight,
requisite connections. Providing remote workers with the
participation has nearly quadrupled," she said. "The
tools they need to be successful is the easy part. Those
SocialFlight app works with the
individuals must possess a work
user's location to inform them of
ethic that ensures they will meet
upcoming fly-ins, seminars, air
their goals and strategies on a daily
THE SALES AND
shows and other things of interest to
and quarterly basis, according to
MARKETING TEAM
aviators, such as FreeFlight's field
Kelly.
THAT PROMOTES
marketing events.
But that work ethic can be
FREEFLIGHT'S
Ring, the global aftermarket
counterproductive. Working from
sales manager, leads the end-user
SOLUTIONS ARE
home, Kelly said, "You can get
webinars and Brunson, technical
yourself in a vacuum, in a working
LOCATED
sales rep (and former avionics bench
bubble, and it's hard to get out
tech), leads the dealer training and
of sometimes." Self-discipline
education webinars. "Online access
and flexibility are essential traits
maximizes the number of dealer
needed to balance work and
technicians we educate on what
time with a family that includes
ADS-B is and train them how to
two small children. With all her
install it so their customers fly away happy," Power said.
work materials and tools at home, this allows her to
FreeFlight also schedules on-site dealer training, usually
"accommodate time differences by logging in at 10:30
at regional aviation events like the AEA Regional
p.m. and calling Australia."
Meetings.
Joining FreeFlight three years ago, Kelly built its
The sales and marketing team gathers on
CRM system. Like ADS-B, the customer resource
GoToMeeting every Monday morning.
management program unites the sales team and keeps
"We can look at each other and have a conversation,"
them all "on the same page" with real-time information.
Kelly said.
Accessing the program through the SalesForce.com
And every Friday, Power has a one-on-one
website on their computer iPad or smartphone, the
conversation with each of them. The conversations cover
sales and marketing team creates a common data pool
the usual topics, from new product information and
available to all of them at any time. "It's really important
production updates, to product issues and solutions to
for what we do because it takes everything from leads
upcoming events.
and quotes to tracking trade shows and all of our field
This online connectivity with the rest of the team
marketing events. Every time we touch a customer, we
is important to the regional sales managers who are
update the information there."
typically on the road every other week.
Kelly's responsibilities include budget and forecast
"With all the new ADS-B products, we've been on the
management, planning webinars, trade shows and
road three weeks each month," said Williams, visiting
field marketing events. She manages all orders, and to
MARKETING TECH CONNECTIONS
Continued from page 41

ACROSS THE
COUNTRY.

avionics news

january

2015

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Avionics News January 2015

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