What’s happening in our business?

Questions & Answers About GSE

(We sat down with SAS General Manager Coy Stepro to talk about trends in the industry and how the GSE business is evolving. Here are his observations.)

What is uppermost in the minds of decision-makers seeking to purchase equipment?  

There are several factors and they’re all important.  One, does the vendor know what they are doing, will they deliver?  The decision-maker is vouching for the vendor and product when they make a purchase, so their neck is on the line.  Will finance approve it, will safety buy off on it, will the users complain?   Will it achieve their goal/needs?  I always say, our job is to make that person look good, like they are the smartest person in the world, and purchase the best possible product/solution.

Has anything changed over the past few years?

Companies’ in-house staff continue to shrink.  Experienced talent continues to retire but replacement personnel aren’t available or aren’t experienced yet.  Available staff man-hours continue to become scarcer while the workload increases in the airline industry.

As someone who’s onsite frequently at air facilities, how would you rate the focus and attention on safety?

Focus on safety continues to escalate as it should.  This will always be an area for continuous improvement.

What equipment features have become most significant (safety, space, functionality, cost)?

Companies are looking to standardize processes to help with safety, predictability for repair hours, and to facilitate a newer, less-experienced workforce.  In addition, ergonomics are becoming more valuable within our products.  For example, we see more demand for equipment that creates less strain on the body to carry parts up a ladder.  Now we see more cranes being used to lift parts, and full-width stairs instead of ladders to facilitate efficient and ergonomic work.

What’s the most satisfying part of your business ?

Developing new products to meet customer needs.   For example, we are installing a set of narrowbody wing stands this week.  Numerous wing stands have been manufactured over the years, but this design accomplishes several key factors important to this customer. For example, one end of the stand is cantilevered and has a minimum height to allow clearance for forklift travel in an established work path.  Features like that aren’t available from a standardized design.

One of the things we like most about our business is the relationship we develop with our clients and their crews.  When we’re able to be around the “boots on the ground” people at the facilities we work at, we quickly gain friendships.  GSE crews and aircraft maintenance personnel have a like-mindset, and share attention to detail, craftsmanship, and taking pride in their work.  When the boots on the ground tell the decision makers that the SAS products and personnel are good, the decision makers have reassurance that they’ve made the right decision.