Royal Aero Club Of WA

The Royal Aero Club of WA was struggling financially.  It was heavily reliant on its instructor pilots as the primary source of revenue.  But these highly competent and technically accomplished people had no experience in making sales.  The arrival of a new GM saw the club tackle the challenge head on.  They engaged us to work with their predominantly “Gen Y” workforce, who were completely passionate about flying but had little interest in generating revenue for the Club.

As the Club’s entire sales force, the instructor pilots would take prospects on trial flights but fail to ask for the business at the end of the flight.  Their conversion rate prior to engaging us was an almost non-existent 2% of prospects.  That is, that only 2% of the people they took for trial flights actually bought another lesson.

After working with us for 9-10 weeks, attitudes started to change.

We helped them craft sales scripts that wove their passion for flying into something infectious – something that their would-be pilot prospects couldn’t help but be inspired by – and we helped them identify the prime sales opportunities they could capitalize on while instructing.

Four months after working with us, their sales conversion rate is around 12%.

That’s making a massive difference to their bottom line.  The staff are having more fun now too, because they’re completely engaged in the sales process.  They love that they’re helping more people get passionate about flying and the big payoff for them is the purchase of new and refurbished aircraft with the surplus revenue their sales efforts are producing.