Presentation on theme: "1 Martin Baillargeon, P. ENG Offering Win-Win solutions to companies desiring to extend their reach into the Canadian Aerospace Market Canadian Aerospace."— Presentation transcript:
1 Martin Baillargeon, P. ENG Offering Win-Win solutions to companies desiring to extend their reach into the Canadian Aerospace Market Canadian Aerospace Market Canadian Aerospace Market
2 Martin Baillargeon, P. ENG What Prefix Aerospace can offer The 6 Ws : Who we are? Staff Business and Program Experience; Experience working at the OEM; Contact base; Academic background. What: What qualities are customers seeking from a supplier? What can we can offer to you and your customers? Where can we do this? How will we do this? When will we start? … Why?
3 Martin Baillargeon, P. ENG WHO AM I – Staff Martin Baillargeon, President Electrical Engineer (BEng, 1988, Royal Military College, Kingston, Ontario, Canada) Skills: Very good knowledge of the Commercial Aerospace Industry (Airframers, Suppliers, forecasts, new developments, etc); Very broad contact network; Extensive sales and contract experience; Very good communication experience in particular in the preparation and presentation of briefings; Very good management skills (communication/monitoring); Very good knowledge of aircraft systems; Good knowledge of certification requirements (FAA, TCA, JAA); Extensive experience in mediation & in leading technical and commercial meetings (virtual and live); and Bilingual (English & French) with good knowledge of Portuguese.
4 Martin Baillargeon, P. ENG WHO AM I – Business and Program Experience 2000-2006 Crane Aerospace Regional Jet Market Segment Business Manager, and Regional business manager Montréal, Canada. On-site sales representative responsible to provide support on Crane Aerospace airborne equipment presently installed on aircraft (Brake Control, Proximity systems, Fuel Flow transmitter, fuel pumps, hoses, etc). Major customers include Bombardier, UTC, P&W Canada, Goodrich, Messier-Dowty, and Air Canada; Responsible for all business aspects of the Worlds RJ market (Embraer, BA, FD, ARJ21, RRJ, etc) including first tier system partners (UTC, Liebherr, Parker, Snecma, Goodrich, etc): Contract negotiation and management (including T&C, LTA/PSA, pricing, etc); Produce market analysis; Forecast/demand management. Monitor/analyze markets to seek new sales opportunities; Crisis management (as the suppliers focal); Review and analyze market analysis; and Payment collection (rare occasions). 97-00Intertechnique North American Customer Liaison Engineer, Redmond, WA, and Montréal, Canada. On-site representative responsible to provide technical support on Intertechnique airborne equipment presently installed on North American aircraft (Window heat controller, Air Data Sensor Heater Controller, Fuel controller, Fuel pumps, Cabin Pressure and Acquisition Module systems, Diverse cockpit indicators). Customers included Bombardier, Gulfstream, and Boeing; and Responsible to monitor aircraft market for new sales opportunities.
5 Martin Baillargeon, P. ENG WHO AM I – Experience working as the OEM 95-97Bombardier Global Express System Integrator (focal), Montréal and Toronto. Responsible for the integration of the Lighting and the Windshield Temperature Controller systems; Responsible for the coordination and control of engineering tasks related to these systems including development, drawing releases, change management, interaction between partners (structure, installation, avionics interface, etc), qualification, certification, manufacturing support, and the continuous monitoring of the partners tasks & schedule; Responsible to ensure these systems are designed in accordance with TCA/FAA and JAA certifications authorities and the Canadair Technical Requirements; 92 - 95 Bombardier, Project Engineer, Amphibious Aircraft and CF18 project, Montréal, Québec. Responsible for executive presentations to Directors and Managers about the technical and administration of any Amphibious Aircraft and CF18 Projects; Responsible for all engineering manhour estimates; Responsible for the monitoring of participating engineer; Participate actively to the forecast of weekly and monthly personnel workload; Responsible for providing briefings and presentations to the customer and to other engineering departments.
6 Martin Baillargeon, P. ENG WHO AM I – Contact base Bombardier Aerospace (BA): 5 years working for BA (Engineering); 8 years as a supplier. Bell Helicopters: 8 years as a supplier; P&WC: 8 years as a supplier; Messier-Dowty: 5 years as a supplier; CAE: Many contacts from the Air Force, BA and Bell; CMC: Many contacts acquired as an AQA member; AQA (Quebec Association of Aerospace companies) Great source of contact! World (Brazil, Germany, France): 3 years managing sales and contract as a supplier to Embraer, ELEB, Liebherr (LLI) and ATR.
7 Martin Baillargeon, P. ENG WHO AM I – Academic background Major: 1988 Bachelor of Electrical Engineering, Royal Military College, Kingston, Ontario, Canada. Professional training: Oct 2002:Fundamentals of Finance, American Management Association, New York city, NY. Nov 2001:Negotiating to win, American Management Association, San Diego, CA. 1989: Aerospace Engineering Certificate (Specialization in Avionics), Canadian Forces School of Aerospace Engineering, CFB Borden, Ontario, Canada.
8 Martin Baillargeon, P. ENG What qualities are customers seeking from a Supplier? 1.Responsiveness; 2.High Product Quality; 3.Competitive prices; 4.On time deliveries; and 5.Ease to do business with. A satisfied customer will pay more for parts if he can justify to his management that your parts and your service are better than the competition
9 Martin Baillargeon, P. ENG WHAT : What can I do for you? Cover your customer by: Establishing contact; Building a relationship (regular follow-up/visits); Offer myself as a single point of Contact; Ensure the customer knows who to call to solve issues (Commercial, technical or administrative); All steps to ensure they will want to give us more opportunities. Recuperate RFI/RFP/RFQs; Make presentations; Assist you in the following tasks: Contract negotiation and management (including T&C, LTA/PSA, pricing, etc); Production of market analysis; Forecast/demand management; Monitoring markets for potential new sales/business opportunities; Crisis management (as the suppliers focal); Review and analysis of independent market analysis; and Payment collection (rare occasions).
10 Martin Baillargeon, P. ENG WHERE can I do this? Montreal: Bombardier Aerospace; Bell Helicopter; P&WC; CAE; Héroux-Devtek; Messier-Dowty; and CMC. Toronto: Messier-Dowty; Bombardier Aerospace; Boeing; and Honeywell. Ottawa: CMC; and Government (DND). Extended region: Brazil (Embraer and ELEB); Inter-Principal partnerships; Europe (LLI and ATR).
11 Martin Baillargeon, P. ENG How will I do it? I will: Establish and maintain relationships; Offer utmost responsiveness; Take ownership of all actions; Interact with all level of your organization: Order management; Scheduling (Forecast research); Production; Contract (Pricing issues); High management (VP and President level); Finance (Escalation and Collection). Provide best in class work drive; Be fair and reasonable and look for win-win solutions.
12 Martin Baillargeon, P. ENG WHEN do I start? Could be very shortly Please contact me at your convenience to determine when you would need me. At present, my workload allows me to represent a few more companies in the short term. Depending of your objectives, I may be able to start representing your products very shortly after we agree on terms.
13 Martin Baillargeon, P. ENG Final slide Why will I always seek a win-win solution? I have a broad network and dont want to lose my reputation as a supplier and as a representative Why is it the best way for you? Cheaper and ensured to have best in class coverage; Goal driven and passionate people are very hard to find! Prefix Aerospace offers complete turn-key representation interacting with all levels of your organization and developing the market while always seeking for win-win solutions
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