ONE FOURTY FIVE MAGAZINE
J A N U A RY 2 0 1 5
Work Hard Play Hard Exclusive Interview with Rafi and Ann
WHO?
-Is a Serial Author? -Has 10 Kids? -Rebuilds Harley Davidsons? -Is an Ice sculptor?
6 ways to increase sales in
2015
Editors Letter January 2014 What’s up 145 readers? We hope things have settled down for you now that the crazy holiday season is over. Or, if you’re like my family, the birthdays are just beginning. We have birthdays in January, February, March, May, two in June and a straggler in October. It’s non-stop spending for 7 months!
Well, you are currently reading our second issue! Which means, there was a first. A miracle it was all put together and out on time to be honest. You may be surprised to know that our first issue was read by almost 2,000 people, a significant achievement thanks to so many of you. So here’s our second edition. If all goes well, we hope to say “Hello” from issue number 100 someday!
Switching gears, have you ever wondered what people do outside of the workplace? In this issue we have examples of several people and what they do with their spare time. Some are busy taking care of 10 kids, while others are busy building vintage motorcycles. If taking care of 10 kids or the patience required to build a Harley Davidson stresses you out, then you may want to take a look at an article in this issue that tells you 10 things you can start doing today that will make you a happier person.
We hope you enjoy this issue and look forward to hearing from you. If you have any comments, be sure to email the team at info@145magazine.com. We love getting responses from our readers!
Ashley Fox Editor in cheif
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January/February 2015 Volume 2 Issue 1
CONTENTS 7
Bet you didn’t know ONE FOURTY FIVE MAGAZINE
J A N U A RY 2 0 1 5
15 24
People in Aviation Exclusive Interview with Rafi and Ann Work Hard Play Hard
6 Ways to Increase your Sales in 2015
Exclusive Interview with Rafi and Ann
WHO?
-Is a Serial Author? -Has 10 Kids?
21
Are you Happy?
-Rebuilds Harley Davidsons? -Is an Ice sculptor?
6 ways to increase sales in
2015
26
Home Office Advantage
29
Top Shop in Review
31
Built to Last
39
Aviation Trivia
Contact Us
Email: info@145magazine.com Tel: +1.888.820.8551 Ext. 704 Fax: +1.801.772.1947
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Breaking the Ice Featuring Hjörleifur ( Lalli ) Árnason Occupation: Rotable Repair and Logistics Manager Company: Icelandair Technical Services Hidden Talent: Ice Sculptor
In my previous life as a chef I started making ice statues as a side job, mainly to sell at weddings and birthdays. I found that ice statues helped set that final touch to a table that was loaded with gourmet food.
How They‘re Made
The ice blocks come in all sizes but the ones I use the most are from a freezing machine a friend of mine bought in Canada many years ago. It takes 150 ltr. of water and freezes it slowly from the bottom up. That way there are no air bubbles in the water so it becomes crystal clear. The process takes about 24 hours. The 150 kg. ice block is then roughly carved out with a chain saw, afterwhich we use special chisels similar to tools used in woodcarving. Ice carving saws are also used to get that matt effect. Then for the finishing we typically use sandpaper, or in some cases a blow torch, to get that extra smooth look. Sometimes I‘ll also freeze a flower, or some color, into the ice to give it a special touch. In Iceland we don´t have any ice carving seminars, or instructors per se, so everything has to be learned the hard way...... mistake after mistake. It‘s a good thing we have plenty of water and cheap electricity!
Tournaments I‘ve been to Greenland and Alaska for ice carving tournaments, it‘s a great way to meet the locals and fellow ice carvers from around the world. In the Ice Alaska tournament you start with a huge ice block 3 meters high and 3 meters wide and you have 3 days to carve out your masterpiece in the ice cold climate of Alaska. Let‘s just say it´s very refreshing.
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Bet you d idn’ t k now
Christensen Family: (From left to right)
Bryce (17), Ryan (12), Sterling (9), Zeke (2), Juliana (3), Zeke, Link (4), Juliana, Kate (9), Mckenna (12), Marin (8), Larkyn (8)
We
My husband and I are the crazy parents of two full basketball teams (5 boys & 5 girls), ranging from ages 2 to 17 years old.
Are Family 8
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J
uliana Christensen is the mother of 10, that’s right, ten children. She’s a stayat-home mom and works from home for OneAero MRO as a sales representative. It’s not every day that you meet someone with 10 kids, so we thought we would ask Juliana what it’s like raising such a large family. So what’s the total number of kids again? My husband and I are the crazy parents of two full basketball teams (5 boys & 5 girls), ranging from ages 2 to 17 years old. Most commonly we are asked “Are you Mormons or Catholics?” Coincidently we are Mormons, but that’s not why we have
B et yo u di dn’ t k n ow 10 kids. Our family is the bi-product dry we have done in a single day is 10 of a second marriage that brought loads (in case you were wondering). together four of my kids, three of his kids and now three of ours. Raising 10 children is definitely not for everyone, it’s very hard What’s life like on the farm? work, but I have an amazing husWe live in Versailles, Kentucky, in band that works alongside me the heart of the Bluegrass, on a 5 cooking dinner, doing laundry, acre farm appropriately named, grocery shopping, changing di“Organized Chaos Farm”. Our prop- apers, helping with homework, erty is surrounded by 170 acres of shuttling kids to sports activiwildlife preserve land, so we’re lit- ties, and every other necessary erally a mile from our closet neigh- activity that keeps a household bor. Our “petting zoo” includes running smoothly. He is my best ducks, chickens, two cats, a chip- friend and inspires me to be a munk, and four turkeys that think better parent, mother, and wife. they are guard dogs. With four Tom Turkeys there’s no reason to have a doorbell since the screams of panicked visitors are usually enough to beckon us to the front door. How do you do it? We ask ourselves this question every day, and we’re still looking for an answer. Essentially we strive to teach our kids the value of hard work so that they can learn to be self-reliant. Raising children on a farm leaves no shortage of work to be done, so all the kids have specific work responsibilities around the house and outside on the farm. We really try to impress upon them the principle of “work hard and play hard”.
“We may not have it all, but we have EVERYTHING! ”
On top of all that, our last little guy, Zeke (currently two years old), was born with a very rare disorder that affects only 1 out of 400,000 live births, and of those born, 70% die shortly after birth. From the waist up everything is perfect, however, from the waist down he has several issues. His bladder is outside his body and split in half (cloacal exstrophy, omphalocele & tethered spinal cord). He currently has six surgeons, has undergone nine surgeries (+40 surgeries to be expected during his lifetime), and has stayed a total of 147 days at the Cincinnati Children’s Hospital 2 hours away. He will undergo a major surgery this next year where they will brake his pelvis in order to make room for his bladder. We have gained a greater appreciation for all those families who have, or care for, children with special needs or disabilities. Taking care of a child with an ostomy bag and other medical needs has been one of the biggest learning curves for our family, so this added trial in our already chaotic life has affected each of us emotionally and physically. The good news is Zeke is a really happy kid. Even though he has to go to the hospital a lot, he’s always really positive and good spirited. We’ve had a few close calls where we weren’t sure if we would be bringing him home
What kind of challenges do you face raising 10 kids? There are many challenges raising 10 kids, and we face the same challenges most families face, just on a larger scale. Challenges such as financial, physical, emotional, and psychological…who wouldn’t go crazy trying to match over 120 pairs of socks, knowing full well that when you put 50 socks in the washer, only 47 come out of the dryer. The most number of loads of laun145 Magazine
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B et yo u d idn’ t k now from the hospital or making funeral arrangements, but so far he has rebounded well each time. All in all, we have learned to sacrifice and to put our trust in the Lord. It has been hard, but it has been a great learning experience for the whole family.
What’s your secret to happiness (or sanity)? For us our secret to happiness is finding joy in the simple things of life. We may not have it all, but we have EVERYTHING! Some of the greatest joys come from serving one another. In conclusion, we have a family motto, “Your attitude determines your happiness.” We are happy because we choose to be happy. It is to be expected that disasters happen, plans fall apart, milk spills, someone falls out of a tree or off the zip line, someone flushes an apple down the toilet, or decides to let the chipmunk loose in the house, but in the end you can find joy in your trials and strengthen your family along the way.
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“ It is to be expected that disasters happen, plans fall apart, milk spills, someone falls out of a tree or off the zip line, someone flushes an apple down the toilet, or decides to let the chipmunk loose in the house, but in the end you can find joy in your trials and strengthen your family along the way.” -Juliana Christensen
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Thirteen
My other History Press books include:
&
Door County Tales:
Counting Aside form being the Customer Service Lead for IERP Export Compliance at AAR Corp., Gayle spends her extra time writing books. She’s published 13 to date, and is in the process of writing her 14th.
I
have two passions outside of aviation: writing and parrots. I have been doing freelance writing—magazine articles and business copywriting—for most of my adult life, but for the last 15 years I’ve focused on non-fiction books. I also breed exotic birds. It began with a Christmas gift from my then-boyfriend (now husband) of an Amazon parrot. I was hooked, and soon raised a variety of endangered macaws, cockatoos, and other birds. Eventually, I was introduced to an editor at Barron’s Educational Series, which publishes a wide variety of study guides and pet books, and I started writing books about birds. I have eight published titles on various species: Amazons, cockatoos, finches, budgies, doves, conures, Quaker parrots, and parrot breeding.
Gayle Soucek
After a while, I knew it was time to change directions or I’d be stuck in a niche; I didn’t want to be known as the “bird writer.” In 2010, I wrote my first book for The History Press. It is entitled Marshall Field’s: The Store That Helped Build Chicago, and it discusses the man and the iconic store that defined Chicago’s retail trade. It’s now in its 4th or 5th printing. In fact, the former Marshall Field’s store on State Street sold more than 400 copies during the Christmas season 2010, enough to be noted in Publisher’s Weekly.
My next book, scheduled to be published in spring 2015, is about the life and career of London department store magnate Harry Gordon Selfridge. All of my books are available at Amazon.com, BarnesandNoble. com and other booksellers. And, if you ever need customer service help at AAR, I’ll be here, happy to assist!
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Shipwrecks, Cherries, and Goats on the Roof, which is a folksy history of Wisconsin’s famous Door Peninsula. Door County is often referred to as the “Cape Cod of the Midwest”, and its charming villages serve as a favored tourist destination.
Haunted Door County:
Is a fun and spooky history of some of the shipwrecks, lighthouses, and other attractions that sometimes provide Door County tourists with a little more excitement than anticipated.
Chicago Calamities:
Disaster in the Windy City, features some of the famous disasters that marked Chicago’s history. One of the stories included is the 1979 American Airlines flight 191 crash—it was both humbling and horrifying to read the NTSB final report and try to bring that tragedy to life in the reader’s eyes.
Carson’s:
The History of a Chicago Shopping Landmark. Much like its well-known competitor Marshall Field’s, Carson Pirie Scott and Company brought class and style to generations of Chicago shoppers. And, of course, its Louis Sullivan-designed flagship store on State Street has always been a mustsee for architectural buffs.
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B et yo u d i dn’ t k now
HARLEY HOBBY
We all have hobbies. Whether it’s something like coin collecting, photography, or playing racquetball. We have things we like to do, just for fun or relaxation. How about building motorcycles? Maybe not everyone’s first way to escape stresses in life, but for Bernie Rookey its the hobby that works best for him.
How did you get started building motorcycles? I have been a motorcycle enthusiast since I was a teenager. My Father had a 1944 Knucklehead and always enjoyed telling stories about how he rode around the U.S. after WWII. That rubbed off on me and led me to my first project bike, which was a 1966 Harley Davidson (HD) Sportster in a bunch of boxes. This was during the time of long front ends and big tall sissy bars on the back. I raked the frame on that bike and put in a 10” extended front fork, a big banana seat, and painted it bright metal-flake blue. From there I just went through a series of motorcycles through the years. A ’56 HD Panhead, a ’74 HD Shovelhead, a ’42 HD 45”, a ’42 Indian Model 741 and several newer bikes for everyday riding. Right now I have a 2006 HD Street Glide as my daily rider. I enjoy the older bikes because they tend to have more character and take you back to a time when things were much simpler and less sophisticated than they are today. 12
Why did you choose to build a vintage 1946 Harley? This particular 1946 HD bike originally belonged to a friend of mine who passed away many years ago. I had the motor and transmission and a few odds and ends. My wife bought an original frame a few years ago and so I started piecing the bike together. My goal is not necessarily to have a show perfect bike, which it won’t be, but to have a bike that is period correct for that time. I have parts from many different years and new reproduction parts that look very close to the original. How did you find parts? Parts are generally fairly easy to find for the older Harley’s. You can find them at swap meets, fellow Harley riders and through contacts at the Antique Motorcycle Club. There are still several companies manufacturing replacement parts for old bikes. These parts function better than some of the original parts and are much like PMA parts in the aircraft industry.
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“The people you meet are the real prize in the project.” Bernie Rookey and his 1946 Harley Davidson
How many hours did it take you to build it? I never keep track of how many hours I spend. It is more like therapy, where you go and busy your head with how to rebuild the brakes on something 70 years old and not so much how long it takes. I have been working on this bike for about a year and probably have another year before it’s completed at the rate I am going. All of the mechanical parts have now been rebuilt; engine, transmission, brakes, front forks, etc. Now it’s time to fit the front and rear fenders and tanks to get them ready for painting. The color will be Fire Red, which was one of the three colors available in 1946. Gray and black just don’t seem right for an old bike. It needs some bright color to contrast with the aluminum engine cases.
What is the biggest challenge in building bikes? The biggest challenge is having the patience to wait for things. Parts that have to be ordered, a swap meet that may have parts you need but is four months away, time to do certain projects that take more time than you envisioned. I think some of the better things that you gain from doing projects like this are the people you meet along the way. Getting to know people you buy parts from, and asking techincal questions. Sometimes the knowledge and stories that people have are more valuable than the parts they may provide. I hope I can someday interest other people to try to restore an old car or bike. The people you meet are the real prize in the project.
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People in Aviation
People in Aviation An Exclusive Interview with Ann Justiz and Rafael (aka: Rafi) Fuentes, co-founders of Safe Fuel Systems.
There are a few family owned and operated repair centers in the aviation industry, but not many of them are managed by a husband and wife. Safe Fuel Systems in Hialeah, Florida, just happens to be one of those rare cases where husband and wife have teamed-up to share the load in building, managing and running a successful aviation fuel systems & accessory repair business. We recently met up with Ann and Rafi to learn more about this dynamic duo and their secrets to building a successful business. Note to all Safe Fuel Systems employees, after reading this article you may want to knock on the stock room door before entering.
“I really can’t say enough about teamwork, it’s the foundation of our success!”
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People in Aviation
When and where were both of you born? Rafi was born in San Juan, Puerto Rico in 1973 and Ann was born in Miami, Florida. As for the year Ann says, “I plead the 5th, thank you!”
What was your life like growing up? Rafi - It was busy! I come from a hard working family. My mom worked two jobs, so right after school I would go to my grandmother’s house to do homework, then I’d usually go to work at my dad’s restaurant or my uncle’s gas station. Despite these time constraints, I know my whole family pulled together to raise me. It was this familial relationship which taught me how to have a healthy, nurturing balance, between family time and work time. Even though I was busy, I always managed to find time to go surfing in Puerto Rico. Ann - I grew up with two older brothers, so it was a fun and competitive environment. My dad was always working and didn’t have a lot of time for us kids. My mom was always there though, making sure we didn’t miss out on days at the beach, Disneyland,
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Ann, Sydney, and Rafi in Miami, watching the RedBull Flugtag Event
and other fun times. As I entered my pre-teen years, mom was a lot stricter and considered “the old fashioned type”, so those fun days turned into doing a lot of chores around the house. Unfortunately, my brothers were treated differently because they were boys, so the idea of cleaning and cooking while my brothers played outside was rather upsetting. I remember telling my mom, when I was about 11 years old, “When I grow up I am going to be a business woman, so I don’t have to clean the house all the time!” 145 Magazine
What was your first job? Rafi - I was the neighborhood paperboy. I rode around on my bike “flinging” newspapers. I had to wake up early every day before school to start my route; I did this job for almost 4 years. Ann – I was about 8 years old when I started selling avocados from our family’s trees, with my brothers (big mistake). I remember we made $200 in a week, but my brothers basically took it all. I think my cut was only $20. I knew back then I needed better partners!
People in Aviation What was your favorite job? types of people and sharpened Rafi - Skydive instructor. I start- my communication skills for ed skydiving in Puerto Rico, as sales. The tips weren’t bad either! soon as I turned 18 years old. It quickly became my passion, so I What was the worst job you got really good at it. I went on to ever had? get my pilots license, learned to Rafi-Honestly,Ireally can’t think BASE jump, and then served in the of one. A bad job is better than U.S. Air Force as a Crew Chief for NO job. F16’s. I then moved to Miami and Ann- Nurses Assistant in a rewent to George T. Baker Aviation tirement home. I was 18 years School full time to receive my A & old, away at college in Boston, P license. While attending school, and working in a retirement I worked every weekend as a Tan- home. It was awful. I only lastdem Master. I was the guy who ed 5 days, but after that I had a “first timers” jumped with, or the new found respect for the nursguy that had the sublime pleasure es, and the profession, overall. of pushing the newbies out of the airplane. They would yell ‘NO” at the last second and later I would say, “I thought you said, “GO”! “ If I didn’t jump I didn’t get paid. This taught me to be assertive and brave in guiding others to a higher plateau and breaking the boundaries they had set for themselves. It was usually a life changing event for most people and I was lucky enough to be a part of it.
ginning! I loved meeting new people and thrived on the feeling of accomplishment when I closed a deal. When I met Rafi, we both knew we wanted to do something more with our careers. I thought his industry was interesting and so we decided to open a business together. Being opposites in personality, and having expertise in different areas of the business, worked-out surprisingly well. Since then we’ve trained one another on each other’s niche so each of us can make decisions in all facets of the company. Rafi - The skydiving experience
How did you get started in aviation? Ann - I received my Bachelor’s degree in Political Science and was planning on becoming an attorney, but I changed my mind and started a career in sales. I was hooked from the very be-
introduced me to the aviation industry. I was naturally curious growing up. Tactile in taking things apart, finding out how things worked, examining them, but not having the skills to put it back together properly. Needless to say, my mom took many trips
Ann -Bartending. I really developed my people skills at this job. It was more than just making drinks at a fast pace. You got to know a lot of people sitting in front of you in a short period of time. Not sure if it was the “truth serum” I poured for them nightly, but they shared a lot of things with me. I met all walks of life. I realize now it was preparing me to manage different types of people and sharp-
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People in Aviation to the auto repair shop to figure out how to put the headlights back on the car. It was a natural progression to joining the U.S. Air Force and then A & P School.
As I was attending A &P School, and instructing as a Tandem Skydive instructor on Sunday mornings in Clewiston, Florida, I had the great fortune of meeting 3 guys who came in to skydive for the first time….on a “dare”. The three guys were Ralph Rodriguez, Arturo Reichard, and Mike Weber, and all three were aviation mechanics working for Greenwich Air Services. Coincidently, I had an application for Greenwich in the glove compartment of my car that I’d been meaning to turn in. Arturo told me “If we all survive this jump, I will personally hand deliver your application and resume to the office tomorrow and put in a good word for you”. Needless to say, we survived and I landed the job! After a few years of working there, GE Services acquired Greenwich. We were all eventually recruited to work for North Wings Accessories, which was then acquired by Heico Component Repair Group. I worked side-by-side with Ralph, Arturo and Mike for many years. Unfortunately, my good friend Ralph passed away suddenly at age 33, from a heart condition while playing racquetball with a group of guys from work. I wasn’t there, but it was the saddest day ever. At the funeral, I met his wife Donna’s good friend, Ann Justiz. Ann and I became instant friends and we fell in love. I guess fate brought us together. Arturo was my best man at our wedding and when he gave a short speech, he mentioned Ralph, and that momentous day when we first met. 18
He explained how Ralph wasn’t at the wedding physically, but we all felt his presence. His speech left us all realizing what a strong connection we all had as friends and it helped guide us to create our company and make it what it is today. Now, we have all those amazing guys working together under our roof at Safe Fuel Systems. Arturo, Mike, and Ralph in spirit. You might say it was serendipitous!
Arturo Reichard , Rafael Fuentes and Mike Weber.
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What’s it like working with your spouse every day? We get this question all the time, or rather people say they could never work with their spouse. We’re not going to lie; it was tough in the beginning. Newly married, new baby girl, and a new business, equaled a whole lot of new stress. Somehow it seemed we thrived better under pressure as we rose to the challenges and built our company one person at a time. Our nature is to give 110% in everything we do, so it was challenging when there as nothing left for each other, much less ourselves. During those first few years Safe Fuel Systems got a lot of attention, as did our daughter, Sydney. We learned a lot about ourselves, and one another, through overcoming obstacles together. Sounds corny, but true. The reality is it only made us stronger and more in love. I definitely feel respecting one another is a big factor in working well together. No matter how tough things got at times we always respected each other. As a husband and wife team, what do you do to maintain an amicable relationship? Well, as you know opposites attract. When you meet us for the first time, you might think we are polar opposites. I (Ann) am the outgoing, energetic and outspoken type. Rafi is quiet and can seem introverted at times, but we are identical in our moral
values, work ethics and innovation for our company. It seems to work well personally and professionally. Also, I think being able to sneak a kiss in the stockroom every once in a while helps! What would you say is one of the most important factors to your business success? It’s difficult to pinpoint one thing. Our success has been comprised of several factors, but I’d have to say having an effective team from the beginning has been a big contributor. Our employees are like family to us. We strive to promote, and educate, from within the company which has helped to reduce our turnover and foster good synergy. I really can’t say enough about teamwork, it’s the foundation of our success! How has being an entrepreneur created value in your life? Being a successful entrepreneur is like having a new born baby, every day is exciting and new. You are always
People in Aviation learning from it, watching it grow and waiting to see the results. Knowing you have a direct impact on achievement is empowering. It has made us more aware and in-tune with others personally and professionally. You could say the obstacles are what make us wiser. When making tough decisions, you are open to being judged, but time always tells whether or not our decisions were prudent or not. What words of advice would you give someone looking to get into the repair business? It’s dynamic, challenging, and tough, so leave your ego at the door and be open to learning new things. Most importantly, always have integrity in word and in deed. Don’t make assumptions. And finally, if you go above and beyond to service your customers, you can’t go wrong.
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Are you Happy? Dr. Henry R. Smith PhD
It’s been proven that happy humans have a positive effect on productivity. People that are happy with their jobs, happy about the people they surround themselves with and happy with their life, are much more productive in the workplace than those who aren’t. But did you ever stop to think that there maybe a scientific reason behind why some people are naturally happier than others? We reached out to Dr. Henry R. Smith, PhD for his professional opinion on the subject. Here’s what Dr. Smith had to say. Does happiness happen TO you or happen INSIDE of you? That is a question scientists have studied throughout 40 years of psychological and neurological research. The results may surprise you. It is generally accepted among scientists that 50% of our happiness is determined by the genes our parents gave us (make sure to thank them or not thank them later), 10% of our happiness is controlled by our circumstances (what happens to us), and a whopping 40% of our happiness is due to the habits and activities we deliberately choose to make a part of our lives. Yep, a large portion of your happiness is completely up to you. What follows is a “best practices” list for those wanting to develop a happier and more peaceful daily life. This list is based upon my own research and the research of journalist Kate Bratskeir, Dr. Russell Foster, and Dr. Shawn Achor. 145 Magazine
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Things you can do to develop a happier, more peaceful, life:
Happy People Laugh
1. Happy people surround themselves with happy people. Take a look around you. If the people you spend most of your time with are happy, chances are you’ll be happy too. Happiness seems to be contagious. It may be time to find a few more Positive Pams and Happy Harrys to go out with on the weekends.
2. Happy people try to be happy. When happy people aren’t feeling like their happy selves, they think about things that make them happy. There is freedom in harnessing the power of your thoughts. What makes you happy? Little children? People falling? Whatever it is, keep thinking about it until you are feeling better.
3. Happy people spend money on other
people. This is when you find your spouse or best friend and tell them you know how they could be happier. They need to spend more money on you of course! Studies show that spending money on other people influences your happiness much more than spending money on yourself. Take the time to buy a few thoughtful gifts this Christmas and see how it makes you feel.
4. Happy people have deep in-person con-
versations. Do you find yourself talking with your friends and family through a lot of texting or email? Science tells us this isn’t good for your happiness. It is more convenient to Snapchat or Facetime your loved ones, but spending time with others in person is a big factor for contentment in life.
5. Happy people laugh. One study found that
children, on average, laugh hundreds of times each day. The same study found that adults, on average, laugh about 15 times per day. What happened to us? Was it the mortgage? Laughter is literally a healing agent to your mind and body. Take an evening to watch your favorite comedy or listen to your favorite comedian.
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Happy People are Spiritual
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6. Happy people use the power of music. This
is one you probably already knew intuitively. Music impacts happiness. Studies show that uplifting music can reduce anxiety dramatically. Keep your favorite music playing while you are home. It doesn’t need to be loud (annoyed neighbors probably won’t make you happy), just have it up enough to hear when you are getting dressed or cooking a meal.
7. Happy people exercise & have a healthy
diet. This one makes me throw up in my mouth a little, but we all know that health impacts happiness. Research tells us that exercising and eating raw fruits and vegetables can ease symptoms of depression and anxiety. Apparently, it is time for us spend more time jogging around the produce section of the grocery store.
8. Happy people take time to unplug and go
outside. Most people will tell you that they spend time outside each day. What they don’t realize is that most of their time outside is spent sitting in a car. Driving outside is not the same as being outside. Just 20 minutes of fresh air and nature promotes a strong sense of happiness.
Happy people get enough
sleep
9. Happy people get enough sleep. We humans don’t worship sleep like we used to. Shakespeare wrote that sleep is “nature’s soft nurse.” But a few hundred years later Margaret Thatcher said, “Sleep is for wimps.” Science falls on Shakespeare’s side. Getting enough sleep is essential to emotional stability. Discipline yourself to turn off the screens and dim the lights 30-60 minutes before you want to fall asleep. You’ll wake up more refreshed and happy.
10. Happy people are spiritual. Religious, spiritual, and meditative experiences can have a very positive and therapeutic effect in your life. Dr. Ellen Idler wrote, “Spiritual and religious experiences have a positive, healing, restorative effect, especially if they are built in, so to speak, to one’s daily, weekly, seasonal, and annual cycles of living.” You’ll feel happier when you take the time to ponder, meditate, and pray.
Don’t try to import all of these habits at once. Choose one or two to work on this week, then come back to this list and choose one or two more. Eventually you’ll find yourself living the happy life you’ve always wanted. Good luck!
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6 Ways to Increase your Sales in 2015 N
o matter how good you are at selling, there’s always room for improvement. We’ve identified six sales techniques even the most seasoned sales professional can use to increase the likelihood of closing the sale:
# 1: Allow the Customer to Lead the Sales Process The best way to control the sales process is to allow the customer to lead the sales process by asking them questions. Asking the customer questions helps ascertain whether or not your product or service is a good fit for them. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.
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# 2: Get Personal Email is a great communication tool for filtering out prospects that are, or aren’t, interested in your product or service, but it should never be the only tool you use to interact with a prospect. This may seem obvious, yet the overuse of email as a sales tool is one of the most com-
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mon mistakes sales people make today. Face-to-face meetings at trade shows, conferences or direct on-site visits, are still the most effective sales approaches. A recent interview we had with a landing gear shop revealed their company had secured over $35 million in contracts between 2000 and 2013, just by attending the same aviation networking conference every year. If you can’t get a face-to-face meeting with your prospect, try getting a referral from someone you know, and then make a phone call. If that’s not possible, try emailing the customer to gauge their interest in your product or service, and then follow up with a phone call. Either way, it’s always best to try and have a oneon-one conversation with your prospect. # 3: Avoid talking too much There’s nothing worse than a sales person that talks too much. If you’re in a face-to-face meeting there are usually subtle non-verbal clues you can pickup on, which indicate you’re talking too much. If your prospect becomes distracted and starts looking around the room, looks at his or her colleagues, stares down at the table, becomes fidgety, tries to speak but you talk over them, or their head drops down and they start drooling all over themselves, chances are you’re talking too much. Avoid going into too much detail about your product, its features, its superior value and so on. If you really want to get a prospect’s attention, get them to talk about their needs and wants. This goes back to item #1, ask the customer questions to get them talking. Getting your customer to talk will help you determine the most effective strategy for your prospect.
# 4: Give the prospect information that is relevant Nobody cares how many customers you have, how many years you’ve been in business, how many people in your company have MBAs, etc. All your customer cares about is whether or not your product or service is, or isn’t, going to work for them. Make the most of your sales presentation by staying focused on the relevant information that will help the prospect with their decision making process. # 5: Be prepared Take time to anticipate questions, objections, or concerns regarding your product or service. Prepare a list of answers for as many possible questions your prospect may ask. The better prepared you are, the better first impression you will leave. Before contacting the prospect, make sure you’ve figured out your pricing, product description, the unique qualities of your service, etc.
“All work and no play make John a dull boy.” #6: Build Relationships Outside of the Office You’ve probably heard the phrase “All work and no play make John a dull boy.” This phase also applies to how you interact with your customers. If the only interaction you have with a prospect is in a work environment, you’re going to have a hard time developing a deeper relationship. Lunch and dinner meetings are good, but activities where both parties share an experience are even better. If your prospect reveals their love for football, basketball, golf, camping, skiing, surfing, boating, biking, or some other activity, setup a time to enjoy the activity together. It’s not rocket science. The better your relationship with your customer, the better your chances are you’ll secure (and keep) their business.
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HOME
A
Office
Advantage
ccording to a February 2013 article published in Forbes Magazine®, one in five Americans now work from home. “Whether they are self-employed entrepreneurs running small accounting services, or telecommuting for multinational consulting firms, some 30 million of us work from a home office at least once a week. And that number is expected to increase by 63% in the next five years, according to a study by the Telework Research Network. What’s more, an estimated three million American professionals never step foot in an office outside of their own home and another 54% say they are happier that way.”
lines and dial-up internet connections. Today home based business professionals have access to technology that used to only be available at the corporate office. Broadband internet has given rise to web-based applications such as Skype, Grasshopper, GoTo Meeting, WebEx, Remote Desktop, etc. And cell phones have advanced to the point people can literally work out of their pockets.
We at 145 Magazine wanted to gain a little more perspective into the world of telecommuting, so we contacted a “work-at-home veteran” named Brian Nee, from Airmark Components. For Brian, working from home is the norm; NOT the exception. Here’s what he had to say: One of the key contributors making work“Working from home can be challenging from home more attractive has been ing in some ways, but the advantages far technological advances within the internet. outweigh any potential downsides. In my Back in the late 1990’s we were all getting capacity as Director of Sales for Airmark our first email addresses and the internet Components, I have been working from was just getting off the ground. By 2000 home since 2006. When I originally startsome 4.1 million Americans were working ed working for Airmark, back in 1999, I from home, but most were still using landworked at the company’s main office in Ft. 26 145 Magazine
Lauderdale, Florida. The decision to move to a home office was dictated by my desire to move back home to New Hampshire, while keeping my job with Airmark Components. Being in sales, I decided that I didn’t have to be tied to the office. I assumed as long as I had a phone, a computer and a reasonable drive to an airport, I could work from pretty much anywhere. After working from home for more than eight years, I can say my assumption was correct.
Feasibility
There are several advantages to working from home and relatively few disadvantages. Aviation, and in particular aviation sales, are actually very well suited to a home office environment. Most aviation sales people that I know deal with customers from all the around the world, in various time zones. I find it very beneficial to have a home office when dealing with customers on the other side of the planet. Rather than having to drive to the office to help them during off hours, I can just walk into my home office and take care of their needs. Nowadays, with computer applications like Remote Desktop, you can easily connect to your company’s computer network, from essentially anywhere, and many modern phone systems now have the ability to tie in remote users as well.
Advantages
One major advantage to working from home is the ability to have easy access to my home office at any time. I deal with customers across the globe, so it is a great advantage to me to have access to my office
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any time of day, or night, to make phone calls to customers in far-flung time zones while having all of the resources of my office at my disposal. Another advantage is the cost and time saved by not having a daily commute. When I lived in South Florida, my daily commute of 18 miles would sometimes take over an hour with traffic. That was two hours of my day wasted sitting in the car! No doubt that time could be better spent on work and with my family.
Challenges
The primary challenge of working from home is being disciplined enough to focus on work and treat your work day as if you are at work, rather than home. There are a few disciplines that have helped me to effectively work from home, but the most critical component was building a home office that was separate from the main living areas of the house. My office started out as a storage loft above my garage, which I converted into office space. When I am in my office there are no distractions like televisions, kids, or dogs barking. If I were situated in the living room, or in other common areas within the home, it would be too easy to get turned away from work.
Advice
My advice to anyone considering working from home would be to take the time to really think it through and figure out how you are going to make it work. Discuss the business process with your coworkers and managers so that they are an integral part of helping you succeed. Also, discuss things with your family. They’re going to need to be able to differentiate between work-time and family-time since you’re going to be accessible all the time. “
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2014 Top Shop in Review
Delta TechOps Teams with Boeing FAA to Revolutionize Aircraft Structure Monitoring You may have noticed that some aviation repair centers have a knack for winning the annual Top Shop awards time and time again. One such serial winner is Delta TechOps, winner of the Top Shop award for the “Best Total Solutions Provider” category four times since OneAero MRO started presenting the awards back in 2009. Although OneAero MRO is not directly responsible for choosing each year’s Top Shop Award winners, we do encourage our panel of 50 airlines and suppliers to select companies that are dedication to repair innovation and repair process improvement. The following article highlights just one of Delta TechOp’s repair process improvements aimed at increasing the safety of load-bearing structures within the aircraft.
The 2014 A4A/SAE “Better Way” Award was awarded to a team from Delta’s Enabling Technologies, NDT Programs, and Base Maintenance departments, along with Sandia National Laboratories, Boeing, FAA Technical Center, Anodyne Electronics, and Structural Measurement Systems.
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2014 Top Shop in Review
A CVM sensor is fitted over each B737 Wing Center Section Shear Fitting, with ‘fingers’ designed to detect crack growth between fasteners. Note: Fuel vapor barrier and sealant not shown in order to provide unobstructed view of CVM sensor.
Delta TechOps recently joined forces with Boeing, the FAA, Sandia National Laboratories, Structural Monitoring Systems, and Anodyne Electronics Manufacturing Corp. to change the way the industry monitors the structural health of aircraft.
The goal?
To detect the formation of cracks in critical loadbearing structures.
The method?
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The CVM sensors are routed to remote test points for easy access in the Cargo bin. Periodic inspections occur without the need for direct access or disassembly.
“Using the sensors enables a fair amount of access to structures on the aircraft that are generally very difficult to access for a time-consuming, visual inspection,” says Alex Melton, Delta TechOps Nondestructive Testing (NDT) Program Manager. “They will also eliminate the potential collateral damage risks, due to human factors, during an airframe inspection.” This revolutionary approach to structural health monitoring won the team the 12th annual Better Way award for the First Commercial Aviation Application of Structural Health Monitoring at the Airlines for America and Society of Automotive Engineers 57th Annual A4A Non-Destructive Testing Forum in San Francisco.
Embedded comparative vacuum monitoring (CVM) sensors that detect changes in atmospheric pressure and vacuum level and indicate the presence of a crack.
Although the technology for such a shift has existed for some time, “we did not have a clear pathway to go from prototype testing into mainstream maintenance [before now],” says David Piotrowski, principal engineer at
Delta TechOps is currently working with the FAA Transport Airplane Directorate to provide guidance on how to integrate the use of CVM sensors into aircraft maintenance. With Boeing, the FAA and Delta TechOps working together, the future looks bright for CVM sensor monitoring. Says Melton, “This means, long term, there will be more on-condition maintenance of major structures.”
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Long Haul
What do Duncan Aviation and Jet Parts Engineering have in common? They’re both part of our “Long Haul� segment, which features business that have been in business for over 20 years. Duncan Aviation is a three generation, family-owned maintenance, repair and overhaul (MRO) facility specializing in acquisition sales and support services for business aircraft, while Jet Parts Engineering is an engineering-intensive company that manufactures, and sells, FAA-approved PMA parts. Both companies have built a reputation for quality workmanship, competitive pricing, and exceptional service. Take a look at the next few pages to get a better idea about what these two companies have done to be so successful for so long.g.
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Long Haul
59 YEARS IN BUSINESS
Duncan Aviation Preserving a Legacy while Preparing for the Future Duncan Aviation is a three generation, family owned, repair center that in sixty years has grown from a small Beechcraft distributorship to a full-service maintenance, repair and overhaul facility. Today the company employs more than 2,200 employees and has expanded from its headquartered location in Lincoln, Nebraska to more than 30 maintenance facilities across the United States. The following is a brief history of the company from its early years to the 32
present day. Donald Duncan Era Donald Duncan founded Duncan Aviation way back in 1956. The company was originally established as a Beechcraft distributorship, but because Donald anticipated the industry’s shift from piston powered to turbine powered aircraft, the decision was made to add Learjet aircraft sales to the company’s portfolio. In 1968, Donald’s son, Robert Duncan, took over as president of the company, and continued to build on the success of Learjet sales through the ‘70s. With the inevitable economic downturn of the 145 Magazine
1980s, Robert knew the company had to diversify if it was going to survive. At the time interest rates between 18 and 21 percent, inflation was on the rise, and a Duncan was saddles with a huge inventory of unsold aircraft. It was during this time of economic strain and uncertainty that Donald Duncan passed away suddenly, and unexpectedly, in January of 1981. Donald’s death was a devastating blow to Duncan family and the employees of the 25-year-old company. Robert Duncan reflected on that
Long Haul difficult time saying, “Nobody worked as hard as Donald did in that era. He was hard to keep up with, but his work ethic was a heritage he left with all of us”.
of Duncan Aviation to help thousands of operators consolidate their inventories and effectively market them worldwide. AVPAC has since grown beyond consignments into rotables, avionics and managed repairs. In 2003, AVPAC formed a tighter association with the Duncan Aviation name, adding a consignment program to meet even more of their customer’s needs. As parts sales grew, Duncan Aviation Parts representatives were made available 24 hours a day, 7 days a week, to accommodate AOG customers, or those in different time zones. In 2013, the team launched their Parts Live Chat system to give customers yet another communications option.
Maintenance Services Solution After the death of his father, Robert saw an opportunity to service the jets his father had previously sold. He seized the opportunity by investing heavily in maintenance equipment and mechanics. Donald’s reputation for fair pricing and excellent customer service translated easily to the service side, when customers brought their jets back to Duncan Aviation for maintenance. Robert doubled, then tripled, the number of team members in Lincoln, thereby earning several service center designations. The company’s maintenance operations flourished to the point additional full-service maintenance locations were eventually added in Battle Creek, Michigan, and Provo, Utah.
Maintenance and Paint Hangar Expansions In 2007, Robert’s son, Todd Duncan, took over as chairman of Duncan Aviation. The company has seen its most noticeable growth during the past few years. In 2014, Duncan opened a 175,000-square-foot facility with two 40,000-square-foot maintenance hangars and a 95,000-square-foot office and shop space. This expansion came just two years after the addition of a 45,000-square-foot aircraft paint facility that includes a down-draft bay and several other green options that allow our team to do more, with less of an impact on the environment. When asked why Duncan decided to build such a large maintenance base now, Todd says: “We decided to build now because the size of aircraft we’re working on are larger. Bottom-line, there simply wasn’t enough space in our previous facilities”.
Satellite Growth and the creation of AVPAC In the mid-1980s, Duncan Aviation started offering avionic repair services closer to their customers, instead of requiring customers to come to them. This concept led to the satellite network, which began in Houston, Texas. Today Duncan boasts 30 different satellite locations at several major FBOs across the United States. Robert also observed his customers switching to larger aircraft as their business needs changed. This left a lot of spare parts from customers’ former airplanes collecting dust on counters, or in storage units. Robert and his team decided to create the Aviation Parts and Communications (AVPAC) division
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Long Haul
Long Term Success Quick Tip: Vision for the Future With nearly 60 years of operation under its belt, Duncan Aviation is poised to continue expanding over the next 10 years. “As difficult as business aviation is, I’ve never been more excited about what’s to come. Join us for the ride,” says Chairman Todd Duncan.
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Invest in your team members and facilities. Listen to your customers and make the necessary changes. Do the right thing while embracing every opportunity.
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Long Haul
20 YEARS IN BUSINESS
Jet Parts Engineering
T
his year marks the 20th anniversary for Jet Parts Engineering, Inc. (JPE) and we have much to celebrate. Since its inception in 1994, the company has been delivering tailored PMA solutions coupled with cost savings, unparalleled customer service, and dedication to the long term relationships we have with our customers. Based in Seattle, Washington, JPE’s beginnings have been closely linked to the center of excellence in aerospace engineering that is called the Pacific Northwest region of the USA. This location provided Mr. Anu Goel, JPE’s founder, with the best and brightest of the talent required to establish one of the most successful engineering houses in the 36
test & comp PMA business. From the humble beginnings of having just a few employees, Mr. Goel, an ex-Boeing engineer, and his dedicated staff have developed a state of the art engineering company that has more than 50 employees on 2 continents with advanced equipment to test, certify, manufacture, and market JPE’s products. Our on-staff DER, DMIRs, and experienced engineers are complemented by our professional and friendly Sales / Customer Service personnel. In it’s infancy, JPE sold one part number to one customer, now our annual sales have grown to eight figures, and annual growth in the double digits. JPE has evolved greatly over the last twenty years. 145 Magazine
JPE’s most valuable asset, our customers, number in the hundreds and include the smallest MROs and the biggest airlines. JPE’s customers are based in nearby towns, like Auburn, Washington, our own backyard, or in the most cosmopolitan cities in the world like Miami, Paris, Hamburg, Atlanta, Hong Kong, Seoul, Tulsa, Tokyo, Lisbon, etc.
JPE boasts an extensive product line that includes over 800 PMA parts, growing at the rate of approximately 100 per year. From torque motors, gears to bearings, cargo parts to interiors, seals to switches, temperature sensors to resistors, and potentiometers to impellers, Jet Parts Engineering
Long Haul has a wide variety of capabilities made possible by its strong team of engineers. Experienced in 3D CAD, laboratory testing, metallurgy, and more, JPE engineers remain focused on developing internal capabilities that integrate the latest material, process, and manufacturing technologies. Our parts span the full spectrum of ATA chapters (pneumatics, avionics, hydraulics, cargo, interior, fuel, oil, electrical, etc.) of commercial and military aircraft ranging from helicopters to regional jets and turboprops up to super jumbos like the B747 and A380 aircraft. We have parts that fit on components like pumps, generators, valves, and actuators as well as directly on engines, thrust reversers and engine cowls, APUs, airframes, control surfaces, and landing gears. In order to support our customers, JPE recognizes the need for strong relationships with our other stakeholders. JPE has developed a strong relationship with the FAA and numerous consulting DERs. We will be remiss if we do not mention JPE’s excellent relationships with our other invaluable stakeholders: our manufacturers. In order to support the diversity of JPE’s PMA product line developed over the past 20 years, our partnerships with experts of a variety of manufacturing specialties are integral to our success. They are the best manufacturers of aviation parts. JPE’s mission statement, “To be the best PMA provider for each of the customers we support”, has guided our efforts extremely well during the past twenty years, and will continue to do so for the next twenty.
Long Term Success Quick Tip:
Every employee is working for the same goal: Customer Satisfaction 145 Magazine
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Aviation Trivia
What is the world’s longest aircraft? A. B. C. D.
Airbus A380 Antonov An-225 Mriya Boeing C-17 Globemaster Hughes H-4 Hercules
Answer: B, the Russian made Antonov An-225 Mriya. With a length of 84 m (275 ft 7 in), the An225 is the longest airplane in the world. It was originally commissioned to transport the Buran Spacecraft, which was a Soviet space shuttle similar to the United States space shuttle back in 1988. After several years of not being used, the An-225 was reintroduced for commercial operations carrying oversized loads. The An-225 weighs an amazing 285,000 kg (628,317 lbs) empty, can carry a maximum load of 253,820 kg (559,577 lbs) and has a maximum takeoff weight of 640,000 kg (1,410,958 lbs). To put this into perspective, the An-225 could carry every player in the National Football League (NFL), as well as the coaching staff. In other words, there’s enough room to carry almost 4,000 people! The An-225 has 6 ZMKB Progress D-18 turbofans, which produce 229.5 kN (51,600 lbf) thrust each to get this behemoth in the air, and a top speed of around 500 mph (804 kph). Other aircraft surpass the An-225 in various measurements, for example, the Hughes H-4 Hercules has a longer wingspan (97.5 meters vs. 88.4 for the An-225), and the Boeing 747 Dreamlifter has a larger cargo hold, but all in all, nothing competes with the enormity of the An-225 Mriya. In the future, bigger aircraft will probably be created, but for now the Antonov An-225 Mriya stands as one of the world’s greatest engineering marvels.
Antonov An-225 Mriya
There’s enough room to carry almost 4,000 people!
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