Effective Marketing Strategies for the Airspace Service Providers in the Aviation Industry

The aviation industry has a unique business culture and business practices, especially the airspace sector, which is subject to unique regulatory requirements and international financing conventions.

Airspace products are unlike anything else, where pricing arrangements are obscure, and large-scale cooperative alliances among industry players are common. The market is dichotomised into various parts, civil and military, of approximately equal value, and is further divided into dozens of major product segments.

The airspace market is a very complex one, which is commensurate with the industry size. This market segment is a leading exporter worldwide, employing millions of highly skilled personnel and serving as a technology incubator, while developing nations target the air space industry for development within their own economies. Yet, despite the importance and uniqueness of the industry, there has been no serious comprehensive guidance about how the industry’s markets function. This programme provides the much-needed overview and best-practice guidance, by analysing the distinctive environment and practices of the air space industry, and provide specific, practical guidance for airspace marketing professionals.

The modules are presented in clearly defined sessions that relate directly to the professional challenges facing the markets in the industry. A vital session of this training is dedicated to latest trends in roles of multilateration
(MLAT) concepts as internal revenue strategies. We shall also review other novel revenue generation concepts involving low flying aircraft including drones, helicopters, hang-gliders, microlights, balloon, etc. It is developed for professionals of aviation and airspace management as it examines universal management issues from the point of view of the air space industries. Major comparisons will be shared of the United States, the UK, France, Germany, and Japan with national practices in these countries and elsewhere.

Objectives

Develop a good understanding of the airspace market and its basic components; including supply, demand and market segmentation of airspace market, the product and pricing strategy.
Become better aware of aviation marketing tools, as well as the techniques and resources utilised; including use of overseas agents and sales consultants, financing and leasing, brand management and advertising, joint ventures, air shows, etc.
Able to better manage the marketing and sales process; including sales process, sales protection, and commercial contracting process, etc.
Understand the governmental and administrative frameworks and the broad impact on aviation marketing, especially the regulatory context of airspace marketing.
Become better able to utilise new revenue generation concepts of MLATs, AI and low flying aircraft including drones, helicopters, hang-gliders, microlights, balloon, etc.

Who should attend

This programme is recommended for top business managers, senior/middle level officers in the aviation industry, particularly in the marketing and commercial department of airspace management and other aerospace sectors. Other aviation professionals will also benefit from the programme, especially those with administrative and marketing roles.