(Aircraft) Limited

no. 24 january 2004
news and update by Satair - a leading company within aircraft parts distribution
Satair’s OEM division
strengthened by the
acquisition of the
distribution business of
Lentern (Aircraft) Limited
2
Editorial
4
Finn Ytting
B/E Aerospace
reduces lead-time by 50% !
6
Satair Hardware
The acquisition of Lentern
(Aircraft) Limited
Full Face Mask to Gulfstream
operators
IPP’s supplier base continues to
expand !
Satair appointed distributor for
Sirio Panel S.p.A.
Satair appointed distributor for
Luminescent Systems Inc.
5
Champion Aerospace Inc.
introduces a new and improved
PW100 igniter
Champion expands its product
distribution with Satair
Satair at NBAA
Quiz!
Lights, camera, peanuts!
Only at Southwest
Aisian Aerospace 2004
Down under
3
8
Aircraft Interiors Expo 2004
7
Kim goes for the direct
approach
Rivetless nut plate
editorial
no. 24 january 2004
Publisher: Satair A/S, Copenhagen, Denmark
E-mail: satelite@satair.com
Editor: Camilla Schuricht
Design & Layout: Relevans
Print: JP Trykservice A·S
Circulation: 12,000
Satelite is published twice a year by Satair.
All rights reserved. No part of this publication
may be reproduced, stored in retrieval system
or transmitted, in any form or by any means,
without prior written permission by the publisher.
SATAIR A/S
Amager Landevej 147A
2770 Kastrup, Denmark
Phone:
Fax:
AOG Service:
SITA:
+45 3247 0100
+45 3251 3434
+45 4040 1224
CPHSA7X
SATAIR USA, Inc.
3993 Tradeport Boulevard
Atlanta, GA 30354, USA
Phone:
Fax:
AOG Service:
SITA:
+1 404 675 6333
+1 404 675 6311
+1 404 310 1966
ATLSA7X
SATAIR ASIA Pte. Ltd.
8 Loyang Link
508897 Singapore
Phone:
Fax:
AOG Service:
SITA:
+65 6543 0977
+65 6543 0737
+65 6543 0977
SINSA7X
SATAIR MALAYSIA
Foreign Branch
311, Block E, Kelana Parkview
No. 1, Jalan SS6/2, Kelana Jaya
47301 Petaling Jaya
Selangor Darul Ehsan, Malaysia
Phone:
Fax:
SITA:
+603 704 6657/6670
+603 704 6691
KULSA7X
SATAIR CHINA
Representative Office
CASC Airbus
Tianzhu Airport Industrial Zone
Tianwei Erjie
Shunyi County, P.O. Box 3412
101312 Beijing
People's Republic of China
Phone:
Fax:
+86 10 8048 6340
+86 10 8048 6599
www.satair.com
SATAIR HARDWARE A/S
Amager Landevej 147A
2770 Kastrup, Denmark
Phone:
Fax:
+45 3247 0100
+45 3247 0192
SATAIR HARDWARE S.A.S.
27 Av. Etienne Audibert
BP 30169
60305 Senlis Cedex
France
Phone:
Fax:
+33 3 4421 6868
+33 3 4453 4999
SATAIR HARDWARE LTD.
Shoreham Airport
Shoreham by Sea
West Sussex BN43 5FN
England
Phone:
Fax:
+44 0 1273 464046
+44 0 1273 464577
SATAIR HARDWARE USA
PO Box 7368
Orange, california 92863
USA
Phone:
Fax:
+1 714 538 8600
+1 714 771 7828
www.satairhg.com
2003 proved to be yet another year of
turbulence within aviation due to factors such
as the war in Iraq and the outbreak of SARS in
Asia, but with a new year ahead of us a new
optimism has arisen, a point of view that is
shared with many of our colleagues in the
industry.
As you may gather from the cover of this issue of Satelite,
Satair has with the acquisition of Lentern (Aircraft) Limited
strengthened its OEM business substantially, emphasizing
Satair Hardware Group’s position as a leading aerospace
hardware supplier in Europe. I encourage you to read more
about this in the SHG section pages 6-7.
Despite an extremely difficult market environment, Satair
has succeeded to maintain and enhance its position in the
aviation value chain, with the above acquisition as one of
our latest business initiatives.
To be able to defend and strengthen Satair’s position it is
necessary for us to be in possession of a variety of core
competencies.
Knowledge
■ Knowledge
■ Knowledge
■ Knowledge
■
of
of
of
of
customers and market requirements
sales, marketing and products
IT and systems development
management and knowledge sharing
In order to develop these competencies, Satair must be able
to attract, retain and develop motivated employees. Our
employee recruitment and development is therefore built
upon Satair’s corporate values, which are:
We are committed to serving our customers and our
suppliers
As Satair employees, we all maintain constant focus on, and
take pride in, providing the highest level of service to both
our customers and suppliers.
We succeed through knowledge and competence
We actively expand the knowledge and competence of our
staff within all work areas. Updated skills and knowledge are
the basic foundation for development and allow us to create
and maintain valued service and support towards customers
and suppliers.
We demonstrate initiative and commitment
As employees, we acknowledge common responsibility to
ensure that constructive initiatives and strong commitments
prevail at all times. We will exchange information,
knowledge and experience to ensure that changes happen.
Each employee can and will take ownership for the tasks at
hand.
We will conduct business professionally, ethically and
respectfully
Our code of conduct and behavior with customers, suppliers
and other stakeholders are based on mutual respect for each
other, a high ethical standard and a strong degree of
professionalism. We respect diversity and treat others with
fairness and respect regardless of their personal, ethnic,
cultural and professional backgrounds.
No matter which Satair company you encounter we share
the same values. With all of our employees making a daily
effort in fulfilling these values, our customers experience
that they are served in the best way possible doing business
with us.
Welcome to this issue of Satelite. If you have any questions
or suggestions please feel free to contact me directly.
Yours sincerely,
John Stær, President & CEO
Finn Ytting
On June 30, 2003, Satair held a small reception to mark
Finn Ytting's retirement after 42 years of employment.
On this day, Finn was also awarded the Royal Medal of
Recompense 1st degree by Her Majesty the Queen of
Denmark. Our Chairman N.E. Nielsen handed over the
medal to Finn Ytting. The medal is awarded to individuals
who have served in the same company for more than 40
years, and who have made a difference through their
work.
Finn Ytting joined Satair as one of Satair’s first employees
back in 1961. Finn Ytting has had a remarkable career at
Satair, and has held positions within almost all areas of
our business and has contributed very strongly to the
development of Satair. Finn Ytting has worked with
purchasing, logistics, sales and business development. Of
late he has been enjoying a special recognition for his
work in quality management as he possesses a seemingly
inexhaustible amount of knowledge.
Finn has put many efforts into the establishment of
Satair’s subsidiaries abroad, and has also been one of the
contributors to the transformation of Satair from a local
commercial company to a global service organization,
consisting of almost 300 employees.
To be awarded the Royal Medal of Recompense 1st
degree is a recognition of his tremendous work in Satair
through more than 40 years.
On July 7, 2003 Finn Ytting went to Christiansborg to
thank Her Majesty in person for the award.
John Stær, President & CEO
3
IPP’s supplier base continues to expand !
By Anette Juel Sørensen, Vendor
Liaison Coordinator, Satair A/S
In 1997/1998, Satair undertook a comprehensive analysis of
airline purchasing and consumption data, covering more
than 2,000 vendors, 100,000 part numbers and 250,000
transactions. In essence, Satair found that airlines are buying
from a large and diversified supplier base, ranging from
anywhere around 500 to 2000 different suppliers.
Furthermore, it is not uncommon that between 80% and
90% of the airline’s purchasing budget is spent with just
10% of the suppliers. Conversely, around 90% of the
suppliers account for as little as 10 to 20% of the total
costs. These facts paired with serious difficulties in
forecasting demand for specific parts, lead to inefficiencies
in the supply chain.
Satair’s answer to these challenges came in 1999 when
Satair and Airbus, together with several founding partners,
introduced Satair IPP® i.e. Integrated Purchasing Program.
IPP was launched with a supplier base consisting of nine
suppliers along with five founding partners.
Today, IPP has been operating for four years. During these
past years Satair has gained valuable experience managing a
collaborative customer/supplier program and the efforts to
demonstrate that operating improvements are paying off.
IPP’s partner base has grown from the five founding
partners to 20 partners representing all continents.
Additionally, our supplier and customer base has expanded
steadily too, counting nearly 90 suppliers and approx. 450
customers. Facts demonstrating that the key values of the
IPP “commitment, cooperation and integration” have been
well received in the aerospace market. In other terms, Satair
IPP has found its true place in the market as a value-adding
gateway between manufacturers and end-users.
The challenges in front of us are to maintain the positive
momentum and continue to develop the value propositions
of IPP. This includes both an even broader customer base as
well as a continuous expansion of the supplier base. For
further insight into the latest two IPP distributorships, we
encourage you to read the articles on LSI and Sirio Panel,
which you will find on this page.
Satair appointed distributor for Sirio Panel S.p.A.
By Antonella Bandinelli,
Contracts department, Sirio Panel S.p.A.
Sirio Panel S.p.A is pleased to inform you, that we have
appointed Satair as distributor in Europe, Africa, the
Near/Middle and Far East including Australia and the Pacific
region in accordance with the Sirio Panel aftermarket
support strategy. The distribution agreement is effective
immediately and involves product marketing and
aftermarket sales support. The new distributorship is
managed by Satair’s IPP® department and covers the
portfolio of lighted and unlighted cockpit panels for the
Airbus A320 single aisle family aircraft.
ownership and is, today, part of the Marconi Selenia
Communications Group, a Finmeccanica company.
Sirio Panel has been supplying lighting source typologies for
use in the field of aviation for many years. All aeronautical
panels have been developed and adapted to comply with
the strict regulations applicable to the aerospace industry.
To ensure continuous innovative R & D and maintain its
competitive edge, Sirio Panel enjoys a close working
relationship with Airbus as well as other major OEMs.
Today, Sirio Panel represents more than 25 years of
experience with lighting source typologies and is highly
respected by customers like Airbus, BAE Systems, Lockheed
Martin, Augusta Westland, Galileo Avionica and Thales for
its dedication towards the aerospace market. Sirio Panel
offers both commercial and military applicable products.
The vast majority of the commercial aviation portfolio is
manufactured to fit Airbus aircraft, as Sirio’s panels are SFE
items (Standard Furnished Equipment) in A318, A319,
A320, A321, ATR and A380. With the new improved
product support on Sirio Panel, Satair IPP offers you a
reliable single point of ordering for the parts you need for
maintenance of your Airbus A320 single aisle family aircraft.
Please contact Satair IPP for your next requirement of Sirio
Panel S.p.A. cockpit control panels for the Airbus A320 single
aisle family. For further technical information, please contact
Satair IPP at mailipp@satair.com or at +45 3247 0100.
Sirio Panel S.p.A is an Italian manufacturer of illuminated
cockpit control panels designed and manufactured to ensure
optimum readability under the harsh conditions applicable
of the aerospace environment. Since the foundation of the
company in 1977, Sirio Panel has undergone change of
Satair appointed distributor for Luminescent Systems Inc.
By Dirk De Vos, Sales & Marketing Manager, LSI Europe
Luminescent Systems Inc. (LSI), an Astronics Corporation
company, has appointed Satair as its worldwide distributor
in accordance with the LSI aftermarket support strategy. The
distribution agreement is effective immediately and involves
product marketing and aftermarket sales support of LSI’s
product portfolio applicable for the Airbus A319, A320,
A321 and A330/A340 family aircraft and various Boeing
family aircraft.
manufacturers for their great expertise in the field of lamp
construction.
LSI has been in business for more than thirty years, and has
operations in Western New York, New Hampshire, Quebec,
and a sales/engineering office in Belgium. The company has
grown rapidly in recent years and companies once known as
E-L Products, Flex-Key, E-L FlexKey Technologies, CRL
Technologies, and Loctite Luminescent Systems are all part
of today's LSI.
With the improved product support of LSI, Satair IPP offers
you a reliable single point of ordering for the electroluminescent lamps and cabin emergency lighting components
you need for maintenance of your aircraft. To service our
customers, Satair waivers all service fees applicable for
expedite and AOG orders on LSI products.
Please contact Satair for your next requirement of LSI
products applicable for your Airbus and Boeing aircraft.
For further technical information, please contact Satair IPP
at mailipp@satair.com or at +45 3247 0100.
The new distributorship is managed by the Satair IPP®
department and covers the portfolio of electroluminescent
lamps and cabin emergency lighting components applicable
for commercial aircraft.
LSI is a world-recognised leader in the emergency egress
lighting industry offering superior quality, technology and
services. LSI’s experience in designing and making
emergency lighting systems has contributed to LSI being
highly respected by airlines, airframe and avionics
N O : 2 4 : J A N U A R Y: 0 4
4
B/E Aerospace reduces
lead-time by 50% !
Down Under
By Dave Coughline, Director of operations, B/E Aerospace
This spring, the air transport industry of Australia has
certainly revealed a series of positive changes. Two years
after Ansett ceased operations, various players in the arena
have clearly found their respective market niches and
advantages, making a strong stand in view of the challenges
in the market.
B/E Aerospace, Lenexa, Kansas, USA (B/E) has been
manufacturing emergency oxygen equipment for over 60
years. Among the products are passenger masks, crew
masks, protective breathing equipment, chemical generators
and portable oxygen. The oxygen products are all
distributed through Satair, who has been in partnership with
B/E, Lenexa since 1971.
In July 2002, B/E Aerospace moved its beverage maker
manufacturing from Delray Beach, Florida to Lenexa. This
move of production was a huge challenge but the transition
was completed on time. Since the move to Lenexa, B/E has
been implementing various initiatives that target process
optimization.
One initiative that B/E, Lenexa has implemented is a leadtime reduction team. The focus of this team is to reduce
standard lead-time on all of the products, both oxygen
equipment and beverage makers, to best meet the
customers’ needs. Every month a new B/E product, for
instance chemical generators, was chosen with the goal of
reducing lead-time by 50%. The project has been extremely
effective and to date they have significantly reduced lead
times of eight product families.
This process improvement has contributed to Satair’s
achievement of an on-time delivery rate of 96% or higher
for these key products.
Today, the new beverage maker line at B/E, Lenexa has
found its place and production is running smoothly.
Beverage production floor, B/E Aerospace, Lenexa
Satair and B/E, Lenexa will continue to improve our
performance using a wide variety of logistic procedures and
processes to meet customer expectations. Please feel free to
contact Karina Bergstrøm Larsen, Product Manager with all
your needs and questions, at e-mail: kbl@satair.com. We will
at all times do our best to serve you.
Full Face Crew
Mask to Gulfstream operators
By Alan W. Wigert,
Sales Manager, Corporate Aviation, Satair USA
Satair and Corporate Air Parts (CAPS) team up to introduce
B/E Aerospace Full Face Crew Mask (FFCM) to Gulfstream
operators.
In addition to being a Satair customer, CAPS, is a
Gulfstream parts supplier and service center for emergency
inflatable. Owner and long time pilot, Neil Looy, also gives
classroom and hands on emergency training for pilots and
crew members of Corporate Jets. The training class is one
full day, with demonstrations pertaining to a vast variety of
N O : 2 4 : J A N U A R Y: 0 4
By Jenny Li, Area Sales Manager, Satair Asia
Qantas remains to be a very dominant player after a bumpy
journey in 2002/03. Although a loss has been posted in the
second half, Qantas still manages to salvage the whole year
result with a sizable profit of AUD 343.5 million through the
strongest cost reduction effort ever happened in the
corporate history. Despite being less affected by SARS than
its Asian rivals, Qantas management has invested
continuous effort in actively managing its operation in order
to response to the market challenges quicker than others.
Since earlier this year, Qantas has pushed through
organization and labor structural changes to enhance its cost
efficiencies. The most recent move in that direction is to
establish 10 independent business units under the Qantas
group. There is a wide consensus among airline analysts that
Qantas will continue these cost reductions and concentrate
its resources on its core business of moving passengers from
point to point.
Many expect that Qantas will be sitting fairly comfortably
on the Australian market for a long term with the above
efforts and an already distinguish service product. Such
market confidence is also expressed through their newly
launched Skybed, an Australian-design business class.
Although the market information for this new product is yet
to be available, one cannot deny that Qantas is going to
aggressively protect its profit generator and produce a more
impressive bottom line.
The domestic market of Australia for aviation is fairly
confident to embrace a very good year. Virgin Blue in
Brisbane, Australia, has been a rising star since its start and
will by end of spring operate approx. 40 aircraft in the fleet,
with a market value 100 times more than its starting budget
three years ago (according to ATW, After the Honeymoon,
October 2003). The speedy fleet expansion does not stop
the profit from climbing in the same direction, which has
outshined many other major airlines in Australia and the
Asia Pacific.
looking at replacing the current DASH 8 fleet to perhaps a
more updated version of propeller aircraft.
In the same state of Victoria, Regional Express is providing
frequent shuttle service between state capitals and regional
Australia. Creative initiatives have been taken to code-share
with Virgin Blue and many other commercial service
providers (e.g. car rental company and credit card) to
provide chain services for frequent travelers. In southern
Australia, a brand new hangar has just been built near the
GA airport of Adelaide for the regional operator National
Jet System (NJS). It inaugurates a new milestone for the
DASH8/BAE146-operator and strengthens its foothold in
charter services. A batch of 727s will soon join NJS’s fleet to
increase the transportation volume for Australian Express.
It was a beautiful spring day when I drafted this article
watching the take-offs and landings at the Mascot Airport.
We all know that the sky sometimes can be unfriendly and
harsh at spring time, just like those challenges we
experience in our industry. However, we believe that those
who are determined to stretch their wings will carry out
their dreams.
The market down under is worth keeping an eye on in the
near future.
Many other medium/small size operators are adjusting their
strategy to cater the market demands as well. The market is
also anxiously waiting for the new aircraft plan to be
revealed by other Qantas link flying units, that are actively
emergency equipment such as: oxygen systems, life rafts
and life vests. After a four-hour of classroom session, the
students actually simulate emergency situations by inflating
and boarding life rafts, and also perform an actual aircraft
evacuation from the cockpit of a smoke filled G-5. Using
the aircraft’s oxygen equipment (FFCM and portable) they
exit the aircraft in what is as close to a real-time situation as
possible. Approximately 300-400 people (corporate pilots
and crew) attend this class each year.
This new relationship with CAPS presents a major
opportunity to speak about oxygen products directly with
the pilots and crew. It also allows for a ‘show and tell’ and
the ability to discuss the major advantages of the FFCM
and other B/E Aerospace products.
Having this new opportunity gives Satair the possibility to
generate a more complete awareness of B/E Aerospace’s
product in the business jet arena. We will be working
closely with Corporate Air Parts in the coming months, as
the students at these training sessions have shown a strong
interest, specifically in the B/E Aerospace product line. To
date, we have supplied the new FFCM to a limited number
of corporate operators, but we have seen strong interest
and expect more opportunities in the coming months.
For more information on CAPS training classes or on B/E
Oxygen Equipment for Corporate Aircraft, please contact Al
Wigert at: +1 732 295 5745 or e-mail: awi@satair.com.
5
Champion Aerospace Inc. introduces
a new and improved PW100 igniter
The features of the new and improved PW100 igniter include:
By Larry Gordon, Product Manager, Satair A/S
Satair is pleased to announce that Champion has introduced
a new and improved PW100 igniter. The new PW100
igniter, Champion p/n CH34817, is now the Pratt &
Whitney Canada approved igniter for all currently
manufactured PW100 engines. Reference Pratt & Whitney
Canada Service Bulletin # 74-21-00.
Champion created this new and improved PW100 igniter in
an effort to combine the long service life of the CH34690-2
and the lower product cost of the CH34687A. Champion’s
latest design for the PW100 family is the CH34817. This
igniter is an evolutionary improvement over the CH34690-2.
It has been designed to last longer than both the CH346902 and the CH34687A but to be priced the same as the
CH34687A igniter. Champion has developed this igniter with
the goal of delivering greater value to its customers.
The improved CH34817 igniter combines Champion
reliability and exceptional product performance while
providing operators cost savings for their PW100 igniter
needs. Champion’s firm commitment to continuous product
improvement adds the CH34817 igniter to the list of recent
product enhancements offered to the aerospace industry.
As a result, both the CH34687A and the CH34690-2 igniter
are considered antiquated and will no longer be manufactured.
■
New electrode configuration enabling to increase the
sparking life while maintaining the gap size.
■
Patented long life semiconductor tip to assure
consistent sparking under all operating conditions.
■
Incorporation of a compression spring to provide
improved retention of the semiconductor tip.
■
The only aviation grade, ceramic insulator available for
the ultimate in on-wing service life potential enabling
the operator to either eliminate or increase the current
inspection intervals.
■
Dual seals protecting against leakage.
In addition to our portfolio of Champion igniters, Satair is
able to offer you a wide range of other Champion products
including spark plugs, oil filters, leads and exciters.
Satair is proud to announce that Champion Aerospace has
expanded its relationship with Satair by appointing Satair as
its sole worldwide distributor for both the Champion Power
Supply and Micro lamps & Lampbank product lines.
Transformer-Rectifier Units (power supplies)
For more than 30 years, Champion brand power supply
products have been specified for airborne use, ground
support, and marine requirements. As the acknowledged
leader in power conversion, this complete line of
Transformer-Rectifier Units (power supplies) is available for
most military, commercial, regional and corporate jet
requirements.
These products are known for reliability (near linear voltage
regardless of load variations) and the ability to withstand
extremes in altitude, temperature, shock, vibration, and
gravity. Champion Aerospace has continued to pioneer
design improvements in its power supply line. Recent design
Brad Bradshaw joined Satair USA as the North and
South American market Product Manager for electrical
products. Brad Bradshaw comes from a position as
Airline Sales Specialist with Wings Electro Sales, and
was prior to this with Continental Airlines for more
than eight years.
Søren Sabroe joined Satair A/S as Product Manager for
electrical products in Europe, Middle East and Africa.
Before joining Satair Søren Sabroe worked for
PartMiner Inc., an independent broker of electronics,
where he was responsible for sales and purchasing.
With more than 300 different engine design applications,
Champion’s igniters are specified as original equipment on
products from Allison, General Electric, Honeywell, Pratt &
Whitney, Teledyne, Rolls-Royce, CFM International and
many more.
Please contact Satair for your next requirement of PW100
igniters i.e. Champion part number CH34817. For further
technical information on the new PW100 igniter or other
Champion products, please contact Larry Gordon, Product
Manager at lgo@satair.com or at +1 215 651 7764.
Champion expands its product distribution with Satair
By Larry Gordon, Product Manager, Satair USA
new faces
improvements include a unique ‘Y’ configuration reducing
weight and space factors in their designs and integrated
fan/motor units which increase the operating life to 2 1/2
times normal expectations.
These new improvements are currently available in the
improved 28VS100Y-10C(MS17976-2) unit for Canadair
CRJ 100 and 200's. These improved designs incorporate the
long life integrated fan/motor units and are currently the
OEM design on all new CRJ 100's and 200's. This same
proven design is now available for all DeHavilland Dash 8
Q100, 200, & 300's aircraft. Upgrade kits for these
applications will be available in January 2004. These
upgrade kits will give your existing TRU's the extended fan
life and operating efficiency currently being enjoyed by
current CRJ operators.
For information regarding power supplies and upgrade kits,
please contact your Satair Sales contact or Satair's Product
Manager for Champion Products, Larry Gordon at
lgo@satair.com.
Knud Sørensen
Satair's former President Knud Sørensen
passed away on July 23, 2003 at the age
of 80. Knud Sørensen founded Satair in
1957, and was President and CEO of the
company until 1994.
Since the foundation Satair has gradually changed
from a small trading company with only three
employees to one of the world's leading
distributors of production and aircraft spare parts
with nearly 300 employees worldwide. As the
Founder and Managing Director for more than 35
years, Knud Sørensen was the key factor for this
development. He also formed the company culture
which Satair after all these years still values: good
spirit, friendly, professional and co-operative
towards employees and business partners. After his
retirement he maintained his interest in Satair as
well as a close relation with many of the
employees.
Knud Sørensen leaves his devoted wife, Rigmor,
three children and several grandchildren behind, to
whom he devoted most of his time after resigning
in 1994.
John Stær, President & CEO
Satair at NBAA
By Karina Bergstrøm Larsen, Product Manager, Satair A/S
The NBAA 56th Annual Meeting & Convention was held on
October 7-9 in Orlando, Florida with 111 aircraft on static
display and a record 1,068 exhibiting companies occupying
nearly a million square feet of exhibit space.
The Satair stand was located conveniently next to the one
of B/E Aerospace, enabling Satair and B/E Aerospace to
demonstrate oxygen and beverage solutions to the
customer base.
From Satair USA, Sales Director Jim Wright and the sales
managers Al Wigert and John Ridings, who service the
corporate aviation customers, were busy meeting customers
and getting new contacts.
Satair principals, Brian Webster, Pall Filtration and Mark
Morrow, Eaton-Aeroquip and Rick Tonney, Director, Satair
USA in good dialogue at the stand.
The stand was well visited and Satair would like to take this
opportunity to thank customers and Satair principals, who
came by.
Satair looks forward to being at the 57th NBAA, which will
be held in Las Vegas, Nevada October 12-14, 2004. In the
meantime, please feel free to visit our website:
www.satair.com for other Satair events and/or part
availability and prices via Satair Direct.
N O : 2 4 : J A N U A R Y: 0 4
6
Phillip Dean (left) of Lentern (Aircraft)
Limited and Rod Scott (SHG) sign the
acquisition agreement.
Introduction
by Rod Scott, CEO, Satair Hardware Group
Elsewhere on this page you can read more
about the acquisition of Lentern (Aircraft)
Limited. This will instantly create an
organization that will benefit from
improved margins; more purchasing power;
a wider product range; new customers;
access to the non-airframe market; and
stocking/inventory advantages. It will make
a significant impact on our ability to
continue to grow in a highly competitive
global market place.
Speaking of which, we’re all continually reminded how
difficult and demanding the aerospace industry is, with the
threats lately outweighing – by some margin – the
opportunities, but there are often grounds for optimism if
one looks carefully enough. Take our latest financial figures
for instance.
Satair Hardware Group has just completed its first quarter
for 2003/04, and it has turned out to be a very encouraging
period. Each of our three entities has managed to exceed
either its budgeted sales or margin numbers, and this
improvement in margin signals to me particularly that the
measures we have taken over the past six months to make
us leaner and more competitive are already showing results.
Outside in the marketplace, there are also some
encouraging signs of improvement as well, which give us
grounds for optimism. With SARS having hopefully been
eradicated, air traffic numbers are slowly growing again, and
OEMs are still seeing reasonable order activity for their
aircraft types. Economic upturns do come around, although
we are not expecting to see much improvement in build
programmes until 2005. In the meantime, we are
constantly making considerable efforts to make sure that
SHG is always in a state of readiness for growth by
continually fine-tuning our business model and refining our
organisation. The Lentern acquisition is a prime example of
this.
To achieve growth, change is inevitable, and this means that
even during very positive developments we still have to live
with various painful decisions that are often necessary to
keep costs under tight control and maintain acceptable
profitability levels.
As far as the industry is concerned, the conflict in Iraq and
other issues have put back any hoped-for recovery by at
least a further 12 months, meaning that we might not see
signs of an upturn until well into 2005. Since our merger
with Satair we’ve had a lot to cope with a few challenges,
to put it mildly, but the resources of the new organisation
and the measures we’ve taken so far to build solid
foundations have definitely paid off. Uncertainty is a huge
problem in any business organisation, but we’ve always
been good at managing change and, unlike some other
companies perhaps, we’re confident that the steps we’ve
taken so far are the right ones, and ones with which we
should continue. Overall, our priorities will remain:■
■
■
■
■
Ensuring that the Lentern acquisition proceeds as quickly
and as smoothly as possible
Further integration of systems and procedures
Ensuring that we work as a ‘one company’ team
Focusing on ‘continuous improvement’
Working ever more closely with both customers and
suppliers
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Eliminating waste
Improving communications, and
■ Continually improving customer service
■
■
A very positive fact in our favour is that, over recent years,
we’ve become used to dealing with each downturn as it
happens, and this means that we can react very quickly and
favourably to upturns when they happen. In addition, we’ve
always taken great care to establish credibility with our
customers and suppliers, and, as a consequence of this and
the way in which we conduct our business, people like
dealing with us – an incredibly important factor, especially
during difficult times.
What now? Apart from the acquisition, the old clichés like
‘riding the storm’ and ‘survival of the fittest’ are still very
relevant and will continue to be so, and in the short term
we’ll have to stay very focused if we are to increase our
share of a shrinking business. However, in spite of the
current difficulties – and any other disasters that seem to
crop up with unfortunate frequency these days – we can
expect growth from new products such as Monogram and
new supply contracts with customers such as Agusta
Westland and EADS Socata to keep us ahead of the game.
Even in these uncertain times, we can be thankful that
we’ve achieved many successes and that we’ve still got
many positives to look forward to.
The acquisition of
Lentern (Aircraft) Limited
by Rod Scott, CEO, Satair Hardware Group
Satair is very pleased to announce that Satair Hardware
Group has acquired Lentern (Aircraft) Limited (LAL) and
Lentern International Inc (LII). The arrangement includes
the aerospace hardware manufacturing facility at Southend
Airport, but not the other manufacturing operations within
the Lentern Group. The name of Lentern (Aircraft) Limited is
changed to Satair Hardware (Southend) Limited with
immediate effect.
The reason for this move is that the rationalisation of the
UK operations of Satair Hardware and LAL will put SHG in
an unrivalled position as the UK’s and Europe’s strongest
and most credible aerospace hardware distribution business
with projected total sales of around USD 75 million.
Merging the two companies will also increase SHG’s sales
volumes considerably and allow for significant cost savings.
Lentern (Aircraft) Limited is a private company founded in
1942 by the Dean family which, before the acquisition by
SHG, owned 100 per cent of the shares. It is part of the
Lentern Group, which consists of six UK facilities including
three manufacturing sites; sales and distribution outlets in
the UK and the USA; and a plating plant. Lentern, whose
distribution business is primarily to UK OEMs, has built up a
solid reputation over the years as a key provider of British
and European hardware.
Like Satair Hardware in the UK, Lentern generates a large
proportion of its business through DLF (direct line feed)
contracts. Its main airframe customers include BAE Systems
and Airbus UK (Hawker), and in the non-airframe business
such as flight systems, customers include Goodrich,
Claverham and Flight Refuelling. Many of the parts
supplied are manufactured ‘in-house’ by Lentern, but only a
small part of Lentern’s manufacturing capabilities are being
acquired by SHG.
Both the distribution and manufacturing operations being
acquired by SHG are based in Southend, Essex, about 30
miles east of London.
In addition to its standard British and European hardware
range, Lentern also uses a number of specialist suppliers to
support its non-airframe contracts. Other products, in
particular US standard hardware, come from suppliers similar
to those used by SHG.
Also being acquired is the US operation, which trades as
Lentern International Inc. and is based at Fort Lauderdale in
Florida. Lentern International was established to serve North
American OEM and aftermarket customers with British and
European standard parts. Raytheon Aircraft in Wichita is the
main OEM customer.
“This acquisition opportunity has arisen due to the difficult
and crowded market conditions affecting today’s aerospace
industry,” explains SHG chief executive officer Rod Scott.
“Satair’s strength and excellent reputation in both the OEM
and aftermarket sectors made it an attractive merger partner
for Lentern.
.
“SHG and Lentern share similar backgrounds, experience
and skills, and have common products and customers, so
the acquisition will result in a larger, leaner and more
competitive organisation. Greater volumes, together with a
programme of rationalisation in the UK, will see
considerable economic and commercial benefits to the
businesses.”
Some of these benefits can be summarised as follows:
Significant positive synergies resulting from the
establishment of a joint management structure; a
changeover to SHG’s IT system; the merger of the
commercial and administrative functions; the merger of
logistics and inventories; and the rationalisation of
facilities.
■ A hardware business that will be able to capture a sizeable
market share of the OEM market, strengthening its
position as one of the largest hardware distributors in
Europe.
■ Reduced transaction costs.
■ Improved financial performance.
■ Access to several new customers and product areas,
particularly in the non-airframe sector.
■ A bigger purchasing volume, resulting in the ability to
negotiate more attractive supplier deals for customers.
■ Access to a small but significant customer base in North
America.
■
Integration of the two companies will be completed over
the next 12 to 18 months, and the acquisition is expected to
add some USD 25 million to consolidated revenues. The
executive board of SHG will remain under the control of
chief executive officer Rod Scott, and the board of directors
will remain unchanged.
7
KIM goes for the direct approach
by John Atkinson, Waterson Communications
Differentiating one distribution company from another in
today’s hugely competitive aerospace industry – especially
those involved in the supply of low-value, high-volume
components – is very difficult when price and delivery are
often the only measurements of competence. But track
record and a reputation for first-class service can still make a
difference, especially when that service is geared up to take
care of every aspect of a customer’s supply chain needs.
This is something that Satair Hardware Group has always
been good at.
It’s not at all like the old days when a good telephone
manner and the ability to chat about football and family
were about all that was needed. Today a distributor has to
provide a more and more comprehensive range of services,
which is why the direct line-feed (DLF) contracts that SHG
has in place with OEMs such as Airbus, Hurel-Hispano,
Westland Helicopters and EADS Socata are a clear indication
of its future direction.
“It’s essential that SHG develops its DLF business and
progresses from simply being a hardware distributor,” says
Satair Hardware Limited’s customer service manager, Kim
Noyce, who has been instrumental in further developing
SHG as a leading DLF provider, and who, in addition to her
challenging UK role, has also found time to support the
implementation of France’s DLF programme with EADS
Socata.
“A DLF contract is typically valid from three to five years,
and whilst this represents the core income, there is also
significant ad-hoc business to be gained in addition. DLFs
account for over 60 per cent of SHG business in the UK,
and we believe that this pattern will establish itself in other
markets along with our reputation as full supply chain
service providers. That’s the future.”
An effective customer service manager has to possess a
range of business skills, as well as the ability to instantly
assess what the customer wants and make quick decisions
accordingly – and of course the good telephone manner.
Kim has these qualities in abundance, and by any standards,
she has achieved a lot in her relatively short career,
especially when one considers that at one stage she was
destined to be a dairy farmer.
Kim joined Satair Hardware Group (C J Fox at the time) in
1997 as credit controller, before establishing herself in her
current role. “I’m quite happy dealing with problems on the
production line or taking part in tough negotiations to
resolve sensitive customer issues,” she says. “I don’t feel at
all intimidated working in what is still a very much maledominated environment. Ultimately the fact that I’m a
woman isn’t really the significant factor. It’s being able to
solve problems, get quick results and deliver what’s been
promised. That’s what customers respect – and if we can
achieve this, then we will have earned that customer’s
loyalty.”
Kim lives in nearby (to Shoreham) Worthing with her sevenyear old daughter Celine, and is very complimentary about
SHG’s culture and attitude to its employees. “It’s a friendly,
positive, open and understanding company to work for. As a
mother I’ve often had to work irregular hours to juggle
family commitments with work, but there’s a very flexible
attitude here, with real opportunities for all.”
the next challenge, and is aware that her ‘can do’ attitude
can sometimes appear overly demanding. She’s also a bit of
a non-conformist, preferring bright blouses and jackets to
the more sombre business suits favoured by the majority of
women in the aerospace industry. It’s the picture of a person
in control, confident, aware of her ability and well prepared
– all the things that SHG customers evidently want to see in
a customer services manager.
What are her priorities for the future? “OEMs are now
aware of the cost savings that can be realised from a
properly managed and integrated supply chain,” she replies.
“They see this, quite rightly, as a complex function,
especially where the intricacies of low-value, high-volume
components are concerned. They’re therefore interested in
outsourcing the whole supply process to a specialist
company like SHG.
“We have a long and successful track record – over 20 years
– in supplying the systems that control supply, so we’ve got
a head start. However, DLFs are only the beginning, and
reflect only part of our expertise. We already have the
technical and commercial ability to manage a totally visible,
internet-compatible supply chain system involving the prime
OEMs and their sub-contractors. It’s now a question of
gearing up the whole Group to be in a position to supply
this service globally.
“To continue to be competitive we must do more than just
supply at the right price. We’ve got to be seen to be adding
value for our customers by being able to offer an intelligent
solution to all their outsourcing requirements. We’re getting
better at this, but to be truly competitive we need to ensure
that all our own internal systems are both flexible and
effective.”
SHG seems to have exactly the right person in place at
Shoreham to achieve this, but what about the earlier
mention of diary farming? That’s a bit unlikely, isn’t it? It
would seem so, especially for anyone seeing Kim in her
office environment. But in this case fact is stranger than
fiction.
“When I left school I went straight to agricultural college,”
she explains, “and all I wanted to be was a dairy farmer. But
when I was 19 I had to make a fundamental choice: to
either carry on working a 12-days-on, two-days-off shift,
from four in the morning until six at night, or do something
else and have time to enjoy myself. Enjoyment won, and I
became an office administrator instead.”
Dairy farming’s loss is SHG’s gain.
Rivetless nut plate cuts
three minutes from
aerospace installation
By Louise Phillips, SME Marketing Support Service
Textron Fastening Systems (TFS) has introduced a
revolutionary new concept as an alternative to riveted
anchor nuts that are often proved to be timely and
expensive to install. The Cherry Rivetless Nut Plate has a
patented inter-lobular design that expands as it is installed
through a single, drill-quality hole.
The new Cherry® Rivetless Nut Plate, which replaces
standard riveted nut plates, features a retainer that does not
require flaring to meet NASM25027 torque-out and pushout requirements. This eliminates the need for two
additional rivet holes, as well as reaming, counterboring and
countersinking steps. Uniform expansion of the sleeve
during installation enhances fatigue life of the parent
material, and an extended grip range helps reduce part
numbers and inventory.
Installation time is reduced by as much as three minutes
over riveted nut plates and can reduce weight in the final
assembly. It will streamline assembly in the aerospace
industry, as well as other applications where nut plates are
installed in aluminium sheet metal.
The Cherry® Rivetless Nut Plate applies in less than two
seconds in aluminium sheets as thin as 0.040 inches. Using
standard Cherry Single Action TFS assembly tools, the
operator inserts a mandrel into a predrilled hole and
actuates the tool. As the fastener sleeve is pulled into the
hole, the mandrel expands the sleeve, completing the
installation. In service procedures, the floating nut is
replaced quickly by removing the retaining clip and installing
a new fastener.
Benefits of Cherry® Rivetless Nut Plate:
•
•
•
•
•
•
•
•
•
•
•
•
Light weight, compact design
Fast reliable installation
Lowest “installed” cost/no flaring
Simple low-cost installation tooling
Utilizes a floating, replacement nut element
One drill hole versus three for conventional nut plates
Uses “as drilled” holes; no reaming required
No secondary counter-boring, counter-sinking
Extended grip range
Installs on inclined and curved surfaces
Meets or exceeds the requirements of NASM25027
Improves fatigue life of structure compared to riveted
nut plates
For further details on how you can reduce your total
installed costs, contact Daniel Poiret of Satair Hardware
Group on +33 (0)3 44 21 68 77 or email
DPO@satairhg.com
To be good at her job isn’t just a question of being nice to
people and giving them what they want. Rather, Kim
confesses to having immensely high standards and expects
the same from her team. She is always striving to overcome
N O : 2 4 : J A N U A R Y: 0 4
Participate!
Lights, Camera, Peanuts! Only at Southwest
1 prize
a Jacob Jensen wall clock
2-10 prize
a Leatherman tool
By John Ridings, Sales Manager, Satair USA
The quirky culture of Southwest Airlines Inc. will be the star
of a new documentary on the U.S. based Arts & Entertainment cable network, the airline recently announced.
“Airline” is based on a British television series of the same
name, which is now in its seventh year. That overseas
version also follows a low-cost, low-fare airline with the
orange colored planes, the London-based EasyJet.
The filming of the American version of ‘Airline’ started in
June at Southwest’s Los Angeles International Airport
facilities and will then expand to Chicago’s Midway Airport.
Ten half-hour episodes will air early next year and more
could be filmed.
Congratulations to the winners:
1. Doreen Daly, Aer Lingus
2. Wang Yu, China Xinjiang Airlines
3. Anand Kumar, Air India Limited
4. Park Seong Chel, Asiana Airlines
5. Tony Wong, Aviall Airstocks Ltd.
6. Felice De Falco, Atitech SpA
7. Sunil Kumar Tuli, Qatar Airways
8. Patrick Kiss, Sonaca S.A.
9. Ed Clark, Southwest Airlines Co.
10. Peter Woods, BA CitieXpress
The programs hope to capture Southwest’s passion for
service while having fun. Southwest, which has a reputation
as an innovative airline, bought into the idea after much
thought and reservations. But true to form, Southwest felt
the positive outweighed the possible negatives stating,
‘We’re a maverick airline, and this is the maverick thing to do’.
The show will focus on three kinds of stories:
■
Tales from Southwest passengers who may be making
unusual trips, such as for marriage proposals or family
reunions.
■
Spontaneous stories, such as bad weather that makes
Southwest’s employees scramble.
■
Profiles of interesting Southwest employees.
Viewers should expect cameo appearances from President
Colleen Barrett, Vice Chairman Jim Parker and founder and
chairman Herb Kelleher, who would make for a entertaining
reality show all on its own.
EasyJet officials say that they have enjoyed their time in the
limelight, but some Southwest employees were wary at first.
For example, what if an employee is having a bad day or a
customer has a really bad experience and decides to use
Southwest as a punching bag? Southwest was also
concerned that employees might overact in front of the
cameras and set unrealistic expectations about Southwest’s
high-energy but low-frills in-flight experience.
The goal was to preserve the integrity of their customer
service product. In the final decision, management had faith
in the fact that their employees were going to do the right
thing. Southwest employees will not be paid for being on
the show and the airlines will not receive any money from
the production company.
Arts & Entertainment network officials believe that US
viewers will want to know the ‘thrills and spills’ behind the
scenes of the nations no. 4 carrier. Once again you have to
say ‘Only at Southwest!’
QUIZ NO:24:JAN:04
1. When is Aircraft Interiors Expo ?
2. Which Italian manufacturer
has appointed Satair as distributor ?
3. In which city is Satair USA located ?
4. Does Satair charge AOG fees on LSI products ?
Satair & Satair Hardware employees and their relatives cannot enter the
competition.
Company:
Name:
Title:
Address:
Postal code/City:
Country:
Send, fax or e-mail your answers to Satair
before May 1, 2004
Satair A/S
Amager Landevej 147A
DK-2770 Kastrup
Denmark
Telefax: (45) 3251 3434
Email: satelite@satair.com
Attn.: Camilla Schuricht
N O : 2 4 : J A N U A R Y: 0 4
Asian Aerospace 2004 in Changi Exhibition Center,
Singapore takes place between February 24 and 29, 2004.
Aircraft Interiors Expo 2004 in Hamburg takes place
between March 30 and April 1, 2004.
By Camilla Gregor Schuricht, Marketing Coordinator,
Satair A/S
By Camilla Gregor Schuricht, Marketing Coordinator,
Satair A/S
With 23,433 trade visitors from 78 countries and a total of
747 exhibitors, Asian Aerospace 2002 showed its strength in
attracting the right exhibitors and visitors. Asian Aerospace
2004 is promised to be even larger and more impressive than
ever, which makes next year’s exhibition very promising.
Following the outstanding success of Aircraft Interiors Expo
2003 with more than 240 exhibitors, the 2004 show is set
to grow even further. Close to 100 new exhibitors have
already signed up for a stand, and two new halls have been
added to the exhibition, with Airbus and Boeing dominating
each of the new halls. The Aircraft Interiors Expo has in only
four years become an important interiors market place
active with airlines and visitors from around the world keen
to review the latest products and concepts.
Asia Aerospace is an ideal forum to discuss the industry, and
Satair welcomes this opportunity to invite customers,
suppliers and other colleagues to its stand in Singapore in
order to discuss how to develop and strengthen the business
relationships in the future.
If you wish to set up a meeting with a Satair representative
at the Asian Aerospace, please contact your usual Satair
representative or send an e-mail to info@satair.com.
We look forward to welcoming you!
You will find Satair in Hall A, Stand 509
It will be the third time Satair is exhibiting and we look
forward to meeting with present and future business
contacts. Satair will be located right between Hall 11 and
Hall 12 at Stand no. 12/C51A.
Please feel free to contact us to set up a meeting in
advance. Please call Satair at +45 3247 0100 and talk to
your usual contact or send an e-mail to info@satair.com.
See you in Hamburg!