introduction to implementation, individuals at each level must communicate with each other over time. Typically, innovators start the conversation by announcing new technology in an OEM media release, but it could also be a shop's social media post or a post-flight hangar conversation. The key point is that the individual has not yet heard about the new tech. Curiosity is what persuades pilots to make the next step and actively seek more information about the innovation. That motivating curiosity depends on the fulfillment of an aircraft owner's clearly defined need. One recent example is Avidyne's introduction of its IFD550 and Atlas systems for business jets with legacy avionics. Another is Garmin's new GI 275 electronic instruments, which targets middle-aged airplanes with panels populated by mechanical and vacuum instruments that are approaching their repairable lifespan. Within an hour after Garmin disseminated data on the GI 275, it is a safe assumption that early adopters were on the phone to their avionics shop. Shops should be ready, because calls on new avionics technology can sometimes be a challenge. "I've gotten calls on equipment so new I've never heard of it," DeVilbiss said. "Just because I own the company doesn't mean I'm acting like an owner. I'm in the hangar working on airplanes. I don't have time to stay abreast of what's new. What I would like is a dedicated sales and marketing person whose job is to read the trade mags, talk to customers to find out what's going on and be well-versed on it." Given the tempo of avionics technology, keeping pace with it is a challenge facing many shops as they prepare to answer questions posed by early adopters. q AVIONICS NEWS * APRIL 2020 49http://elliotttechnologies.aero http://elliottaviation.com