Excellence Connected

#8, 2018

SimplyFly2018 will be very significant for Satair and especially for our customers. Several key customer improvement initiatives that we worked on last year will come to fruition in 2018, leading to an improved customer experience for everyone.

Our integration project is where we have spent a vast amount of time and effort defining the transformation, improvement and integration of the company. The implementation of that work takes place this year and will be finalised by year end. The first steps have been taken to approach the customer under one name and one brand – Satair. This is visually marked by the new logo, which you can see on the front cover of this magazine. The new logo represents the full scope of our business, embracing both the legacy Satair and the legacy Airbus channel.

Our CARE project i.e. our customer support enhancement programme is also moving forward and in the first half of the year improvements that we have designed to better serve and support our customers worldwide will be implemented.

In the autumn of 2017 I took our senior management team to China for a symposium that allowed us all to see and experience the growing huge importance of the Chinese aviation market. The dialogue and feedback from our Chinese customers was very forthcoming and convinced us that being present and growing that presence in China is of the utmost importance for Satair.

Satair continues to grow successfully and in 2017 we had some good traction on new products and services. IMS (Integrated Material Services), in particular, has started to really move now with a near doubling of customers compared to 2016.

Digitalisation is key for us and we are putting much effort into historical data analytics in combination with better spares demand forecasting for our customers. This will allow us to better advise customers exactly what they need in terms of spare parts and when they need them to give real added value over the next few years.

We have been delighted with the market response to our Innovations in 3D printing which led to us outperforming our sales targets. When it is possible to certify and qualify such parts then customers have a real need for them. We are convinced there is a market and we will continue on this track to give this important option for our customers.

Although we continue to grow the company we are very conscious that customer satisfaction needs to improve. We believe we are making good progress, but more needs to be done. We will strive to do better in 2018 and customer satisfaction improvement remains our top priority. Please keep giving us your feedback – we are listening to you.

Kind regards,

Bart Reijnen CEO Satair

Hello everyone; welcome to this first 2018 edition of SimplyFly. I hope you enjoy reading this issue.

02 SimplyFly – #8, 2018

CONTENTS

Editor-in-chief:Manja Brichmann Andersen

Editors:David DormanKathrine Louise Kahle

Layout: bluerobots

Production: Clausen Grafisk

Subscription: To unsubscribe or subscribe to the printed or digital version of this magazine, please send an e-mail to Kathrine Louise Kahle, Communication Manager at Satair (kak@satair.com).

06 18

CREATING HISTORY 60 YEARS AGO ...................................................... 04Satair is celebrating its 60th anniversary this year. Join us on a journey back in time to understand how Satair became what it is today.

ADDITIVE MANUFACTURED PARTS ARE LEARNING TO FLY .................. 06Satair sees huge potential over the next decade for parts produced by Additive Manufacturing (AM) – also known as 3D Printing.

THE RELENTLESS TICKING CLOCK FOR ADS-B COMPLIANCE ...............10Eric Stuck of Satair explains the issues for ADS-B compliance and why business aircraft owners need to take this mandatory requirement seriously and in good time.

CONTAINING AND SOLVING THE PROBLEM ............................................12To meet a clear requirement from Airbus A320 family operators, Satair has decided to re-design and reduce the size of the container used to transport the Single Aisle Sharklet wing tip device.

REGIONAL STRENGTHENING MEETS CUSTOMER NEEDS ......................14Satair is well underway on a range of initiatives to further strengthen customer service levels at its worldwide regional centres. Learn more about the concrete initiatives.

SELLING SAFETY – WHY QUALITY MATTERS .........................................16Last September around 100 delegates from 26 Chinese airlines, six MROs, four leasing companies, plus OEMs and a top-level Satair and Airbus team met to discuss a wide range of topics.

CHINA STAYS AHEAD WITH SATAIR ......................................................18Satair chose the picturesque city of Guilin, in Guangxi Province, southern China is one of the country’s most famous travel destinations for its first ever Symposium for the Chinese market.

LATEST & GREATEST ............................................................................ 21Satair news in short.

03SimplyFly – #8, 2018

CREATING HISTORY 60 YEARS AGOSatair is celebrating its 60th anniversary this year. Join us on a journey back in time to understand how Satair became what it is today.

This year Satair is celebrating its 60th anniversary. Officially registered on 23 December 1957 in Copenhagen, the newly-formed Scandinavian Air Trading Co A/S (SAT) really got down to business in 1958 with the purchase of a consignment of Pratt & Whitney R-985 engine parts in England.

Several of the founders of the new company worked in the

technical sales department of Scandinavian Airlines System

(SAS) carrying out aircraft maintenance work for airlines

across Europe and the Middle East that didn’t have their own

maintenance facilities. But as SAS grew it decided in the mid-

1950s to concentrate on maintaining its own aircraft.

Sensing an opportunity, the founders of the new company

were entrepreneurial visionaries who realised that airlines that

has previously used SAS for their aircraft servicing needed

aircraft spares, which had to be tracked down, purchased and

re-sold; with countless World War II surplus aircraft around

there was no shortage of spares.

CREATING HISTORY 60 YEARS AGO

The formation of SAT (which was renamed Satair in the mid-

1970s) as a dedicated aviation aftermarket company stood

in quite stark contrast to other events in the aviation world at

the time. This was an exciting time for new aircraft launches,

the real dawn of the jet age, speed and height records being

shattered and sad events like the Munich air crash which

decimated the famous Manchester United ‘Busby babes’ team.

But behind these grand aviation events lies another world; an

equally important world of behind the scenes support, keeping

the aviation industry ticking over seamlessly and efficiently. This

is the world that the founders of SAT pioneered and foresaw.

Today, while the global aviation industry has developed a

thousand-fold into the vast enterprise that we all know and

rely on, so – still behind the scenes – is Satair building on

the founding vision of its creators and providing the logistical

backbone, distribution, service, support, partnership and

innovation that makes it one of the global leading providers of

aftermarket solutions for the civil aerospace industry.

Here’s to the next 60 years!

04 SimplyFly – #8, 2018

Some of the aviation headlines from the 1957/58 period:

• February 24 1957: SAS opened the first regular scheduled service

from Europe to the Far East over the North Pole with departures from

Copenhagen and Tokyo using Douglas DC-7C aircraft.

• March 11, 1957: The prototype Boeing 707 jet airliner flew media on

a demonstration flight from Seattle to Baltimore. The first production

model flew in December 1957.

• May 2, 1957: Air France’s first Caravelle jet landed at New York’s

Idlewild Airport from Miami on a tour of the USA and Canada.

• July 11, 1957: Spitfires were decommissioned from RAF service.

A total of 20,351 had been built.

• August 28, 1957: An English Electric Canberra test aircraft powered by

a Napier Double Scorpion rocket engine set a new world altitude record of

70,310 feet during a flight from Luton.

• December 12, 1957: A USAF F101A Voodoo fighter set an official

world speed record of 1,207.6 mph.

• February 7, 1958: A British European Airways Airspeed Ambassador

crashed on take-off at Munich, killing 23 passengers including

seven young Manchester United footballers and seven sports

writers. The team manager Matt Busby was among the 21 seriously

injured survivors.

• April 18 1958: A Grumman F11F-I Tiger broke the world altitude

record, flying to 76,932 feet from Edwards Air Force base. Only two

weeks later this record was shattered by a French Sud-Ouest

SO-9050 which reached 79,452 feet.

• May 7, 1958: You guessed it…the world altitude record was broken

again by a Lockheed F104A Starfighter reaching 91,243 feet.

• May 16, 1958: Another F104A Starfighter clipped almost 200 mph

off the previous world airspeed record by reaching 1,402.19 mph.

• May 30, 1958: The prototype Douglas DC-8 jet airliner - rival to the

Boeing 707 - made its maiden flight from Long Beach, California.

• August 15 1958: Congress passed a bill creating the Federal

Aviation Agency.

• October 4, 1958: British Overseas Airways Corporation became the

first carrier to fly jets across the North Atlantic using two de Havilland

Comet 4s – one from Heathrow to New York; the other in

the opposite direction.

• October 27, 1958: Pan Am transatlantic jet services were

launched with the Boeing 707 from New York to Paris.

• November 29, 1958: Irish flag carrier Aer Lingus took delivery

of the first production Fokker F.27 Friendship twin turboprop airliner.

05SimplyFly – #8, 2018

Satair sees huge potential over the next decade for a significant increase in the scope of economically and technically feasible parts produced by Additive Manufacturing (AM) – also known as 3D Printing – for the global aerospace materials market. We believe that AM-parts will be flying on all aircraft at the latest by 2027.

In the aircraft material services market the constant challenge

is to marry requirements for on-time, on-quality spare parts

supply for a continuously expanding aircraft fleet, against the

fact that only a small share of all flying parts is ordered on a

regular easily plannable basis. The major optimisation potential

for Satair as a material integrator lies within the unscheduled

and unplanned demands, often for slow-moving parts in

Aircraft-On-Ground (AOG) situations.

Moreover, these parts may become very problematic if they

have long manufacturing lead times. Such parts are typically

highly customised, often out-of-production or requiring

ADDITIVE MANUFACTURED PARTS ARE LEARNING TO FLYSatair sees huge potential over the next decade for parts produced by Additive Manufacturing (AM) – also known as 3D Printing.

By Dr. Jörg Rissiek, Vice President – Head of Strategy and Portfolio Management,

and Stephan Bloempott. Head of Additive Manufacturing Solutions, Satair

ADDITIVE MANUFACTURED PARTS ARE LEARNING TO FLY

06 SimplyFly – #8, 2018

part-specific tooling/raw materials. Consequently, high non-

recurring costs (NRC) in traditional manufacturing, caused

typically by part-specific set-up cost and specific tooling

such as injection or casting moulds are incurred.

This is where AM will transform this market for both plastic

and metal parts by providing an innovative, highly flexible

production system, eliminating the need for specific

set-ups such as tooling and extensive machine programming.

The business case for AM is further aided by the significant

reduction of inventory and stock holding cost thanks to agile

on-demand production.

Satair has already made this a reality for a range of flying

parts and more than 100 AM maintenance tools which are

now available for customers. While the portfolio for AM

tooling is fairly mature, we see massive opportunities for

flying parts.

On top of the growth fuelled by new serial parts and

incremental development of Airbus’ aircraft families, Satair

identifies three major drivers to significantly increase the

market penetration of AM parts - while meeting the high

standards for quality and reliability.

07SimplyFly – #8, 2018

• The first strategic driver is to streamline the re-design and

certification of flying parts. This requires a new perspective

on the certification process to make it more suitable for

the spare parts business as opposed to the traditional

major aircraft development and modification route. A lean,

streamlined process upfront to minimise lead time for urgent

customer orders is needed. Furthermore, a core group with

specific skills to handle the impacts and requirements of a

change in the design and manufacturing process to AM will

need to be involved to shorten the critical certification time.

In addition, there is a need to harvest and use the data that

is already available for engineers to support material and

process qualifications for AM technology. New design rules,

adapted stress calculations and a new way of calculating

fatigue values are therefore under development. In addition,

current projects in Airbus to streamline part approvals will

reduce the certification cost in the short-term.

• The second driver is to improve the efficiency and lower

the costs of the printing process and post-processing

technologies. The recurring costs of AM are driven by

material and machine cost. The cost of raw materials,

notably filament or powder material is much higher than for

block material for a variety of factors. Still, work is underway

by AM material suppliers to address these concerns.

More importantly, more efficient AM machines are under

development by several manufacturers, including some that

will combine printing and post-processing activities. Also the

elimination of some process steps will significantly reduce

processing time and cost. Furthermore, new start-up

disruptive players in this market will have a dramatic impact

on reducing costs.

• The third strategic driver is increased specific demand –

unlocking the potential for innovative customised parts

which would not exist without AM. This is where increasingly

airlines choose to adapt, individualise and customise their

cabins to differentiate against competitors. This trend

favours AM solutions because there is more flexibility in

the cabin parts design, which will increase the variability

and choices for the airlines. Therefore a strong growth of

available AM parts in newly-designed and refurbished or

upgraded aircraft cabins is expected.

We conclude that the technology is rapidly evolving and that

the key developments are under way to push the main drivers

for growth of AM in the aviation services market. This will

unlock the true potential of Additive Manufacturing: a most

successful future business in aviation services.

This AM analysis is a synopsis of the article

Learning to Fly – How AM will Become a Most

Successful Business in Aviation Services,

written by Dr Jörg Rissiek, VP- Head of Strategy and

Portfolio Management, Satair, Stephan Bloempott.

Head of Additive Manufacturing Solutions Satair,

and Florian Vennemann who manages major projects

in Additive Manufacturing Solutions for Satair.

The paper has been published in: Supply Chain

Management Journal, issue III, November 2017,

pages 7 – 11 and can be downloaded via

www.ipm.ag/scm-ausgaben

08 SimplyFly – #8, 2018

The best of two worlds

The world is changing – and so are we

Satair provides genuine OEM parts distribution across all platforms and is the sole Airbus authorised distributor for a wide range of Proprietary

Products and Services. We do this by breaking old traditions, great partnerships and always preparing for the future. The world is constantly changing – and so

are we. This is now reflected in our new logo and visual identity, marking the first step to approach the customer, end of 2018, under one brand – Satair – which

covers the full scope of our business, embracing both the legacy Satair and the legacy Airbus Material and Supply Chain Services channel.

THE RELENTLESS TICKING CLOCK FOR ADS-B COMPLIANCEEric Stuck of Satair explains the issues for ADS-B compliance and why business aircraft owners need to take this mandatory requirement seriously and in good time.

At the National Business Aviation Association (NBAA) Convention in November 2016 Satair and Honeywell Aerospace announced a five-year exclusive agreement under which inventory management and distribution for Automatic Dependent Surveillance-Broadcast (ADS-B) implementation on Primus II-equipped business aviation aircraft will be handled by Satair.

THE RELENTLESS TICKING CLOCK FOR ADS-B COMPLIANCE

Whilst this agreement greatly increases the availability and

reduces lead times of the equipment and upgrades required

to meet the mandate, after a year’s duration it is becoming

clear that many business aircraft owners are not responding

swiftly enough to the imperative need to get their aircraft fully

ADS-B compliant by the due dates.

Eric Stuck of Satair explains the issues and why business

aircraft owners need to take this mandatory requirement

seriously and in good time. In particular, he estimates that at

the present rate of conversion/upgrade around 1,000 Primus

II-equipped business aircraft will not make the Federal Aviation

Administration (FAA) ADS-B deadline of December 31, 2019

and will to all intents and purposes be grounded.

Eric is a business aviation veteran with over 30 years experience

and has held many different positions within the aviation industry.

10 SimplyFly – #8, 2018

What are the exact dates the FAA and EASA are mandating for ADS-B?December 31, 2019 for the FAA and June 6, 2020 for EASA.

Isn’t the FAA and perhaps EASA just going to push the compliance dates out due to so many aircraft projected not to be equipped?The FAA and EASA have made it clear for years that the

dates are set and will not move as ADS-B in the US was first

announced in 2010 and the airlines will all be equipped.

What is the ramification of not being equipped with ADS-B by the mandate deadlines?Aircraft not equipped with ADS-B will be relegated to Class E

airspace only under 10,000 feet, so for any turbine powered

aircraft, the aircraft is essentially grounded.

How do you justify the statement that around 1000 business aircraft could be grounded by the beginning of 2020?The current rate of conversion/upgrade for the fleet across the

business aviation industry is nowhere near enough to ensure

that all aircraft will meet the deadline. In addition, Duncan

Aviation is now stating that 9774 turbofan aircraft (up from

their previous estimate of 6000 turbofan aircraft) still need to

be upgraded and that over 4000 of these (up from 2000) will

not make the mandate deadline. Or, to put it another way,

nearly 41% will not make the deadline, up from their previous

estimate of 33%.

Why shouldn’t I wait for a cheaper ADS-B solution like I see in the avionics magazines?At this point almost all Part 25 aircraft models have OEM or

major third party SBs and STC available and the prices have

stabilised. The very low cost ADS-B solutions are only for

Light Sport and Experimental aircraft and are not certified for

Part 25 aircraft.

I’ll just sell the aircraft instead of having to pay for the ADS-B upgrade!Trying to sell a turbine powered aircraft without ADS-B is

becoming increasingly difficult and almost all brokers advise

their buyers to insist that ADS-B is deducted from the price of

the aircraft so it can be done just after the transaction. That

means the seller is actually paying for ADS-B. In essence, you

should get ADS-B done, so you have the option to continue

using the aircraft or can easily sell it with ADS-B already done.

Eric’s aviation job history

Sales and Product Manager,

Primus II ADS-B – Satair

Jan 2017 – Present

Regional Sales Manager – ICG

(International Communications Group, Inc.)

2015 – 2016

Sr. Manager, New Business Development – Gulfstream Aerospace

2011 – 2013

Customer Project Manager – Beechcraft

2006 – 2011

Director, Avionics Sales and Products – Bombardier Aerospace

1996 – 2001

AC130H Gunship / MC130E Combat Talon Avionics Technician

– United States Air Force

1983 – 1992

The Primus II ADS-B is too expensive for my flight department’s budget!Honeywell re-aligned the Primus II ADS-B price structure in

mid-2017, reducing prices by as much as $100K per aircraft.

Get a new quote and get your aircraft scheduled for the

upgrade now.

What about other solutions for Primus II equipped aircraft?Some other solutions will save some money, but leave the

aircraft with the old CRT based Radio Management Units

(RMU), which will fail in the near future due to age and are no

longer repairable. Replacement cost for just one new RMUs

will be $70K each, which is more than the alternative solution

savings when both RMU require replacement for $140K. With

Primus II ADS-B, two new or upgraded RMUs are part of the

ADS-B upgrade.

Why shouldn’t I just wait until 2019 to get the upgrade done?Two reasons: Honeywell has indicated double digit price

increases for mid-2018 and again for mid-2019, plus by sometime

in late 2018, the next available slot will be well into 2020.

Two to three weeks of down-time is too long for my aircraft to be down for the ADS-B upgrade!Satair offers SPEX exchange and rental units, which can reduce

the down time to as little as one week. There is an up-charge

for SPEX exchange units, but if down-time is the driving factor,

there is a solution.

11SimplyFly – #8, 2018

CONTAINING AND SOLVING THE PROBLEMTo meet a clear requirement from Airbus A320 family operators, Satair has decided to re-design and reduce the size of the container used to transport the Single Aisle Sharklet wing tip device.

To meet a clear requirement from Airbus A320 family operators,

Satair has decided to re-design and reduce the size of the

container used to transport the Single Aisle Sharklet wing tip

device that is proving so popular with customers.

The newly designed compact container will replace all the

former containers in Satair warehouses by the end of the first

quarter 2018.

The problem with the former container is that it is unable to fit

into the cargo holds of the A320 family passenger aircraft. So, if

a Sharklet-equipped aircraft had an AOG situation at a smaller

airport with perhaps a shorter runway or other operational

restrictions, the bigger aircraft used to transport the container

would not be able to land. This meant inconvenience, increased

cost and extra downtime to the operator as the Sharklet would

have to be transported by road to the airport.

CONTAINING AND SOLVING THE PROBLEMSharklet spares now fit into A320 cargo holes

The new compact container solution therefore opens up wider

transportations options by air and supports the continuous

growth in the worldwide Single Aisle Airbus fleet where

some 7,500 aircraft are currently flying with more than 300

operators, and a further 6,000 aircraft are on order.

There are a number of other benefits to operators from

this container re-design. The new container now fits into

the cargo holds of the A319, A320 and A321 aircraft and it

will accommodate both Current Engine Option (CEO) and

New Engine Option (NEO) Sharklets. Furthermore the new

container is designed along the Sharklet shape and the

container has a 50% weight-saving.

This re-designed container will make life so much simpler for

A320 family operators who operate into shorter airfields and is

a further example of Airbus and Satair efforts for continuous

improvements and customer satisfaction.

12 SimplyFly – #8, 2018

Get the right tool for the job

Satair, sole source for Airbus Specific Tools

REGIONAL STRENGTHENING MEETS CUSTOMER NEEDS Satair is well underway on a range of initiatives to further strengthen customer service levels at its worldwide regional centres. Learn more about the concrete initiatives.

Satair is well underway on a range of initiatives to further strengthen customer service levels at its worldwide regional centres.

Whilst all of these initiatives have a clear business benefit,

they also are a direct response to feedback resulting from

Satair’s wide-ranging and on-going Customer Satisfaction

Improvement Programme (CSIP).

Among the new measures being introduced are enhanced

performance targets to boost regional material availability

and off-shelf performance. A major benefit will be a ramp-up

of specific stock levels – notably for Airbus Proprietary and

Standard Parts from the Chinese Hua-Ou Support Centre

– a joint venture between China Aviation Supplies Holding

and Airbus. This will improve delivery lead-time and reduce

costs for Airbus customers in the country.

The same spare parts ramp-up is underway at the Asia-

Pacific regional centre in Singapore triggering extensions to

both the Singapore and Chinese warehouses.

Furthermore, Satair continues to enhance the aftermarket

spares availability for North and South American customers.

In 2017, Satair began distributing Airbus proprietary spares

from the new Satair facility in Miami, positioning part numbers

there to better serve the company’s South American

customers. Additionally, there is a significant increase in

the Standard Hardware inventory with the goal of more than

doubling our current inventory levels in Miami and in the

Ashburn Virginia facility.

REGIONAL STRENGTHENING MEETS CUSTOMER NEEDS

14 SimplyFly – #8, 2018

REGIONAL STRENGTHENING MEETS CUSTOMER NEEDS

To meet customer demand for increased operational support

in other regional centres the Hamburg warehouse is being

fully re-designed, the Ashburn Virginia facility in the USA is

also being optimized, and a new warehouse facility close to

London Heathrow Airport will be opened shortly. This new

facility will lead to new repair capabilities, reduced delivery

times and quicker/cheaper AOG service, together with

enhanced and increased product ranges.

Satair is also well advanced with plans for locating OEM

partner stock items at the Dubai facility, which will enable

the company to meet demand in the region from multi-

fleet operators.

In the USA there is equally a strengthening and growth in

OEM Partner relationships to provide a larger service scope

for customers. The range of parts on offer is constantly

expanding which increasingly benefits the operational set

up of the operators and MROs. Canada, North America as

well as Latin America furthermore enjoy the benefit of more

product expertise in the region, supporting the customers’

product related inquiries as well as servicing the OEM

partners locally with information on market opportunities. This

way Satair truly act as the front runner of integration between

supply and demand.

Last but not least, in January, the Support Management

function allocated in the Satair Hamburg office was

established in China and Dubai to further enhance customer

proximity and intimacy. This regional expansion continues and

we will see Singapore and the Americas having their extra

regional support workforce in the second quarter of 2018.

It will allow speeding up the handling of complex customer

issues for further improvement of customer satisfaction.

15SimplyFly – #8, 2018

SELLING SAFETY – WHY QUALITY MATTERSLast September around 100 delegates from 26 Chinese airlines, six MROs, four leasing companies, plus OEMs and a top-level Satair and Airbus team met to discuss a wide range of topics.

SELLING SAFETY – WHY QUALITY MATTERS

16 SimplyFly – #8, 2018

In Autumn 2017, Satair’s UK facility near London’s Heathrow Airport, became the first aircraft battery maintenance organisation in the United Kingdom to meet the requirements of the new AS9110C-2016 and AS9120B-2016 quality management standards for the aviation industry.

This followed a four-day audit by the British Standards Institute

(BSI) which confirmed that Satair UK was the first to be

assessed and approved for both of these quality standards

out of the more than 3,200 registered companies in the

approvals database.

These approvals are the internationally recognised quality

management standards for the aviation, defence and space

industries and are operated by the International Aerospace

Quality Group (AQG).

But quality control and safety goes further as

battery maintenance and servicing comes

under EASA Part 145 repair station

approvals. Within the UK, regulation is done

by the Civil Aviation Authority (CAA) who

approve and audit repair centres on an

annual basis to ensure that rigorous safety

standards are maintained.

Jon Ravenhall, Head of Operations Repair Europe for Satair

explained: “Batteries are covered by some of the most

stringent test and certification requirements in the aerospace

industry. As a result new battery charging can take anything

from six to 29 hours and for servicing the normal quoted

turnaround time is between three and five working days.

“After servicing or repair the battery is issued with an EASA

Form 1 safety certificate confirming that for 90 days from the

date issued the battery is fit for use: the term EASA uses is

“Continued Airworthiness” – so Satair UK is confirming that

the battery is safe to use. Therefore, we perform a critical role

in the overall safety record of our industry. Without a doubt

what Satair sells is safety.”

So why are aircraft batteries so important? For main batteries

there are a number of safety-related answers. If there is

an unscheduled engine shut down in flight the only way to

restart the engines is to use the batteries to heat the ignitors

to effectively start the engines. So batteries have to be in top

class condition to achieve this critical role.

Furthermore, if an aircraft is on the ramp and the main batteries

are inoperative then the aircraft will not be allowed to take off.

Also, if in-flight a battery warning signal comes on then the

strong advice given is to land at the earliest opportunity.

In 2017 Satair UK serviced and charged in excess of 5000

batteries for over 100 different customers. The new AS9110/

AS9120 approvals mean that highest possible quality & therefore

safety is paramount in all batteries that are released to service.

Jon Ravenhall added: “Part of the reason

we wished to obtain these approvals

ahead of the September 2018 compliance

date was our move into a brand new and

much larger facility for aircraft battery

maintenance and warehousing. This new

facility will allow expansion into adjacent Airbus electrical

proprietary parts warehousing/distribution and servicing.

“Transitioning to the new standards before the move to the

new site made sense, especially as the EASA Part 145 and

FAA Repair Station approvals needed to run concurrently at

both locations to enable us to continue to provide the levels of

service desired and expected by our customers.”

Without a doubt what Satair sells

is safety.

17SimplyFly – #8, 2018

CHINA STAYS AHEAD WITH SATAIR Satair chose the picturesque city of Guilin, in Guangxi Province, southern China is one of the country’s most famous travel destinations for its first ever Symposium for the Chinese market.

The picturesque city of Guilin, in Guangxi Province, southern China is one of the country’s most famous travel destinations with daily flights from many Chinese cities as well as regular air services from a wide variety of major Asia-Pacific centres.

With its strong air links, Satair chose this location for its first

ever Symposium for the Chinese market. Last September

around 100 delegates from 26 Chinese airlines, six MROs,

four leasing companies, plus OEMs and a top-level Satair and

Airbus team met to discuss a wide range of topics.

CHINA STAYS AHEAD WITH SATAIR

Bart Reijnen, Satair CEO referred in his opening address to

the tremendous air travel growth in China with ever increasing

aircraft deliveries and orders. He stated that the aim of the

symposium was to find new ways of how the airline industry/

MROs in China and Satair (which has been in China for over

20 years) can work together to better service this enormous

fleet and support the future growth plan of the business

partners in China market.

He added that the delegates would “explore what tangible

products and services Satair can offer to continuously improve

service levels to Chinese customers”. Future challenges would

be examined and Satair would share its strategic direction.

Listening and learning, relationship building, networking, and

exchanging best practice between airlines and, via Satair as

the link to the OEMs, was also key.

18 SimplyFly – #8, 2018

Prior to the symposium more than 150 different airlines

and MROs were surveyed and they identified today’s key

challenges and pain points, which were the key subjects on

the agenda of the symposium. These emerged as sourcing

spare parts, finding the right information or contacts, AOGs,

high workload, accurate inventory planning and the need for

specific expertise and education.

Responding to these findings Bart Reijnen explained that

Satair’s portfolio of products and services matches those

pain points and that the company vision is to be the preferred

material integrator and trusted partner

to their customers to help in mastering

their challenges.

The survey also identified Chinese

customers’ longer-term challenges and

among these having the right IT and people

resources, gaining supply chain insights and keeping up with

the latest technology were tackled in the symposium through

presentations, panel discussions and workshops on Satair’s

products and programmes of Integrated Material Solutions,

Material Management Seminars and Digital Transformation.

In addition, presentations were given on the Used and Surplus

Spare Parts market and Additive Manufacturing as well as

Satair’s Integration Project with feedback sought from the

delegates on all these new elements to hear their thoughts

and expectations.

Last but not least, and at the very core of the symposium, was

the goal to identify the specific issues and actions to be taken

towards and for the Chinese customers in order to serve this

market even better in the future i.e. to “stay ahead”. Out of the

discussion and workshops came some valuable key take aways.

First, there are still some constraints and limitations for the wide

use of Used Parts and Airbus needs to drive the dialogue to

change that. Second, there is a need for more local proximity and

inventories, local support functions, repair stations and Chinese

speaking staff. And last, the Chinese customers showed a great

interest in integrated solutions, such as IMS.

Bart Reijnen stressed that “Satair’s deepest desire is to serve

customers’ expectations in this fast-growing market” and that

everyone needs to embrace the changes needed to capture

the huge potential that is the Chinese skies.

He concluded: “We need to think BIG if

we are to succeed – we need to meet

your expectations, assist you with your

pain points and thinking big means

staying ahead”.

There was overwhelmingly positive feedback from all the

delegates after the symposium. Sun jialiang, VP Maintenance,

and Ye changjun, Director procurement of Chengdu Airlines

commented: “it is highly appreciated that Satair has offered

such valuable and fantastic 2017 conference for us to meet

them, Airbus, OEMs and domestic A/Ls peers. It greatly helps

us to deeply understand Satair’s future strategy and initiatives

in China, outlook & trend in material supply & services, new

tech (i.e. 3D printing & big data) applications, etc. We are very

delighted to have spent such a short but fruitful time with

all of you in beautiful Guilin. Hereby, on behalf of Chengdu

Airlines, once more, we would thank you very much for your

tremendous time & effort for this successful conference”.

Other comments included ‘creative and innovative ideas’,

‘trust enhanced’, ‘beyond expectations’ and ‘best in class’

being used on several occasions. Almost 100% said they

would value attending a future Satair symposium.

Our deepest desire is to serve customers’

interests in this fast-growing market.

19SimplyFly – #8, 2018

FTI Cabin and Cargo Surveillance Systems increase safety and security of passengers and crew.

Your crew can not be everywhere.We can.

Due to state of the art aircraft cameras and video equipment FTIs monitoring systems help you to:• detect critical incidents like unauthorized access, theft, destruction, smoke, inappropriate behaviour, etc.• react immediately on aicraft and from ground• analyse incidents for insurance and legal reasons• optimize your processes to prevent future incidents

FTI offers a full range of video-based security features including cabin and cargosurveillance, intrusion detection systems up to support equipment on the ground.

For more information www.satair.com/en/content/product-line-cards/fti

Avoid unauthorized

access

Reduce critical

incidents

Analyse inappropriate

behaviour

Operational process

improvement

Want to know more?

GO TO satair.com/contact-us

20 SimplyFly – #8, 2018

GO TO satair.com/contact-us

LATEST & GREATESTSatair news in short.

VietJet, Pall Aerospace & Satair signs a five year contract for the fitting of Pall’s avionics cooling filtration systemVietJet, Vietnam’s fast-growing low-cost carrier signed a five-

year contract for the fitting of Pall Aerospace’s Avionics Cooling

Filtration System on to its fleet of 92 Airbus A320 family (plus

five options) aircraft that it operates and has on order.

Senior Aerospace SSP & Satair signs distribution deal on ducting and flexible joints productsSatair and Senior Aerospace SSP (SSP) have signed a long-

term worldwide exclusive distribution contract for Senior

Aerospace SSP’s ducting and flexible joints products into the

commercial aerospace market. The deal marks the first entry

of Satair into a strategic cooperation with Senior plc,

to which SSP belongs.

CTT Systems A.B & Satair extends global spares distribution agreementSatair and CTT Systems A.B of Sweden announced a five-year

extension to Satair’s existing 10-year exclusive global spare

parts distribution contract for CTT’s range of aircraft climate

control equipment including humidification and moisture

removal systems that are present on a wide range of modern

airliner types.

New agreement with UTC Aerospace Systems Satair has signed an agreement with UTC Aerospace Systems

going into effect in February 2018. The agreement is a global

exclusive deal covering actuation products for A300/310 aircraft

in regards to spares, LRUs, MRO-Repairs and Surplus.

China Airlines & Satair signs multi-year IMS contractChina Airlines based in Taipei has signed a multi-year

IMS contract with Satair, for a long-term, fully-integrated

end-to-end supply chain package covering expendable

material for the airline’s Airbus fleet of A330-300s and

A350-900s. Starting from December 2017, the service

includes planning, sourcing, purchasing, logistics, and

inventory management covering some 18,000 part numbers.

Coverage includes all expendables materials needs of

China Airlines and is extendable to affiliates as well.

Distribution agreement on Goodrich hoists and winch systemsSatair and UTC Aerospace Systems signed a long-term

distribution deal for Goodrich hoists and winch products. The

contract covers worldwide distribution with the exception of

the Asia-Pacific and Chinese markets. Goodrich® helicopter

rescue hoists and cargo winch systems are used worldwide by

military and paramilitary operators, coast guards, police forces,

firefighters, medical evacuation crews and private operators.

Pratt & Whitney & Satair signs Exhaust System Component agreementPratt & Whitney, a division of United Technologies Corp.

has entered into an agreement with Satair, for the exclusive

distribution of PW4000 100-inch engine nacelle exhaust

system parts. Under the terms of the agreement, Satair will

distribute the spare parts to Pratt & Whitney’s worldwide

customer base. Satair will also maintain customer orders and

fulfillment for the life of the program and has already taken

over distribution duties.

LATEST & GREATESTSatair news in short

21SimplyFly – #8, 2018

SATAIR LOCATIONS

Satair A/S Copenhagen, Denmark Tel: +45 3247 0100 info@satair.com

Satair USA inc. Peachtree City, USA Tel: +1 404 675 6333satairinq@satair.com

Satair Pte.Ltd Singapore Tel: +65 6543 0977 infosin@satair.com

Satair (Beijing) Co.Ltd. Beijing, China Tel: +86 10 8048 6161 infochn@satair.com

Satair UK Ltd (Battery Shop)Middlesex, United KingdomTel: +44 208 561 4211mailsaleslhr@satair.com

Satair USA Inc. (Repairs and Production)Miami FL, USA Tel: +1 305 863 7620 satairinq@satair.com

Airbus SAS Hamburg, Germany Tel: +49 (0)40 5076-0

Satair USA inc. Ashburn, USA Tel: +1 703 729 4300

Airbus Africa & Middle East FZE.Dubai, United Arab Emirates Tel: +971(0)4 299 8080

Ashburn, USA

Atlanta, USA

Miami, USA

Heathrow, UK

Mike Heaton Head of Region and Sales & SupportAmericas E-mail: Mike.heaton@airbus.com

22 SimplyFly – #8, 2018

MEET US AT AIRSHOWS You can meet us at several interesting occasions all year round. During the next couple of months, Satair will be present at the following events and airshows: MRO Russia from 1-3 March, MRO Africa from 18-20 March, Aircraft Interiors Expo from 10-12 April, MRO Americas from 10-12 April, AP&M from 30-31 May. Farnborough Airshow from 16-22 July. If you cannot make it to any of these shows, you can…

FIND US ON SOCIAL MEDIA| linkedin.com/company/satair-group | @satair_aviation | facebook.com/satairgroup |

Satair is never out of reach – and now you can also subscribe to

our Youtube channel with videos of our parts portfolio and much more!

You can take Satair with you everywhere you go by following us on social

media. We’ll keep you updated on news about Satair, events and airshows,

industry trends and everything else we think will interest you. So, give us

a like, a follow, a subscription – any kind of input you would like to share.

You can always contact us on social media and we will get back to you.

Or you can send us a written letter, we so miss getting mail.

Copenhagen, Denmark

Hamburg, Germany

Dubai, UAE

Singapore

Beijing, China

Rene Frandsen Head of Region and Sales & SupportAsia Pacific E-mail: RFR@satair.com

Yongdong Hu Head of Region and Sales & SupportChina E-mail: HYD@satair.com

Terry StoneManaging DirectorHead of Sales and Support EMEAE-mail: terry.stone@airbus.com

23SimplyFly – #8, 2018

We deliver innovative and world-class solutions within the parts management business and we develop extended distribution and parts support services to every unique customer and supplier in the global aerospace value chain.