AIA Conference

John Nicholson

Chief Executive

Aviation NZ

28 July 2010

Flight Training Division

Connecting customers to New Zealand Aviation solutions

Overview

Will cover:

• Review of last year

• Update on Aviation NZ

• The region by sector matrix

• What we are doing

• Who wants a boarding pass?

Connecting customers to New Zealand Aviation solutions

Supply Influence Demand

NZ Companies

Sector Champions

Aviation NZ

Identifies

ValidatesFacilitatesBuilds scaleDevelops ProgrammesPromotesChampions

Customers

Opportunities

CAA

AIA

MoT

NZTE

InteractionNeed ScaleCollaboratio

n

Respond Respond

Connecting customers to New Zealand Aviation solutions

Aviation NZ Role

• Develops strategic relationships with international companies

• Identifies, and validates opportunities• Facilitates and project manages responses • Raises NZ aviation profile• Encourages regulatory alignment

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The market outlook

• Farnborough sales nearly US$29b• Boeing 20 year forecast increases by 1900 aircraft• Bombardier's first 20 year bullish forecast• IATA July Confidence survey up• Student pilots hit 10 yr low in US• Pink-slip season in India ends• China ups the ante• National Bureau of Investigations on the job in the

Philippines

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The sector/market mixTraining MRO Airports

India Yes No Poss

China Yes No Poss

South Pacific

Poss Yes Poss

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“… if we go into another country and make decision based on how we operate in our own home country – the chances are we’ll make some very bad decisions.”

Prof. Geert Hofstede, author of Culture’s Consequences, et al.

“Know your enemy and know thyself and you can fight a hundred battles without peril

(Sun Zi, The Art of War, 6th century BC)

iglobal

The culture of doing business

• The link between an organisation and its audience - internal and external

• A reputation

• A perception of an organisation – both emotional and rational

• A sum of all of the parts of an organisation

• The glue that binds an organisation together and provides its stakeholders and members with a sense of belonging

• A common voice and a collective force

What is a brand?

• To connect with your audiences – both internal and external

• To build a reputation

• To express the promise that your organisation offers

• To deliver the promise that your organisation offers

• To develop consistency which leads to trust

• To build strength through solidarity

• To increase the value of your organisation

Why build a brand?

What we are doing: the brand

The vision: • A specialised, globally connected high value,

growing and sustainable service and manufacturing industry based on 21st century technologies.

ValuesProfessional – expert adviceInnovative – develops solutionsCollaborative – brings togetherResponsive – customer focusAccountable – measured by results

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What we are doing - positioningPositioning statement:

• New Zealand supplies ‘fit for purpose’ pilots

Substantiation• New Zealand provides trainers who customise to client

requirements. New Zealand has a challenging and testing training environment with clear airspace over spectacular and diverse terrain with varied weather patterns

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What we see

• ‘..pleased in particular with my manual flying and situational awareness skills’.Indian FO with Indigo, Intl Aviation Academy

• ‘…the best helicopter trainer…I got a job straight away.’Chinese pilot, Nelson Aviation College

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What we are doing: actions

• Relationships in market• Relationships with key NZ companies• ASPA event, Akl 11 and 12 Nov 2010• Avalon Airshow 1 to 6 March 2011• Potential visit from India• Potential South America research• More input

Connecting customers to New ZealandAviation solutions

Who we are working with

Airways NZ Air Hawkes BayANZAT ASPEQAstral Helicopters Aviation Labour GrpCTC Aviation Flight Training ManawatuHelinorth Helicopter Flight TrainingMainland NMITPeet Aviation Rishworth AviationStrategic SourcingSuperstructure GroupTravel Training & Careers

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Collaboration at a price

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Conclusion

• Aviation NZ is about collaboration to achieve the scale and breadth of response

• We focus on higher value, but more complex solutions

• Some programmes are in place• Opportunities exist for involvement• Who wants a Boarding Pass?

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