O N E F O U R T Y F I V E M A G A Z I N E

Work Hard Play HardExclusive Interview with Rafi and Ann

WHO?-Is a Serial Author?-Has 10 Kids?-Rebuilds Harley Davidsons?-Is an Ice sculptor?

JANUARY 2015

6 waysto increase

sales in

2015

Whats up 145 readers? We hope things have settled down for you now that the crazy holiday season is over. Or, if youre like my family, the birthdays are just beginning. We have birthdays in January, February, March, May, two in June and a straggler in October. Its non-stop spend-ing 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 heres 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 com-ments, be sure to email the team at info@145magazine.com. We love getting responses from our readers!

Editors LetterJanuary 2014

Ashley FoxEditor in cheif

3145 Magazine

January/February 2015 Volume 2 Issue 1

145 Magazine

C o n t a c t U s

CONTENTS

Email: info@145magazine.comTel: +1.888.820.8551 Ext. 704Fax: +1.801.772.1947

4

7 Bet you didnt know

15 People in AviationExclusive Interview with Rafi and Ann

24 6 Ways to Increase your Sales in 2015

21 Are you Happy?

26 Home Office Advantage

29 Top Shop in Review

31 Built to Last

39 Aviation Trivia

O N E F O U R T Y F I V E M A G A Z I N E

Work Hard Play HardExclusive Interview with Rafi and Ann

WHO?-Is a Serial Author?-Has 10 Kids?-Rebuilds Harley Davidsons?-Is an Ice sculptor?

JANUARY 2015

6 waysto increase

sales in

2015

145 Magazine

Breaking the IceFeaturing Hjrleifur ( Lalli ) rnason

Occupation: Rotable Repair and Logistics ManagerCompany: Icelandair Technical ServicesHidden Talent: Ice Sculptor

How Theyre 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 bub-bles 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 woodcarv-ing. 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 Ill also freeze a flower, or some color, into the ice to give it a special touch. In Iceland we dont have any ice carving seminars, or instructors per se, so everything has to be learned the hard way......mistake after mistake. Its a good thing we have plenty of water and cheap electricity!

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.

Tournaments Ive been to Greenland and Alaska for ice carv-ing tournaments, its 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 mas-terpiece in the ice cold climate of Alaska. Lets just say its very refreshing.

Bet you didn t know

7

We Are Family

uliana Christensen is the mother of 10, thats right, ten children. Shes a stay-at-home mom and works from home for OneAero MRO as a sales representa-tive. Its not every day that you meet someone with 10 kids, so we thought we would ask Juliana what its like raising such a large family.

My husband and I are the crazy par-ents of two full basketball teams (5 boys & 5 girls), ranging from ages 2 to 17 years old.

JSo whats 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 com-monly we are asked Are you Mormons or Catholics? Co-incidently we are Mormons, but thats not why we have

Bet you didn t know

145 Magazine8

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)

10 kids. Our family is the bi-product of a second marriage that brought together four of my kids, three of his kids and now three of ours.Whats life like on the farm?We live in Versailles, Kentucky, in the heart of the Bluegrass, on a 5 acre farm appropriately named, Organized Chaos Farm. Our prop-erty is surrounded by 170 acres of wildlife preserve land, so were lit-erally a mile from our closet neigh-bor. Our petting zoo includes ducks, chickens, two cats, a chip-munk, and four turkeys that think they are guard dogs. With four Tom Turkeys theres no reason to have a doorbell since the screams of pan-icked visitors are usually enough to beckon us to the front door.How do you do it?We ask ourselves this question every day, and were still look-ing for an answer. Essentially we strive to teach our kids the val-ue of hard work so that they can learn to be self-reliant. Raising children on a farm leaves no short-age of work to be done, so all the kids have specific work respon-sibilities around the house and outside on the farm. We really try to impress upon them the princi-ple of work hard and play hard. What kind of challenges do you face raising 10 kids?There are many challenges rais-ing 10 kids, and we face the same challenges most families face, just on a larger scale. Challenges such as financial, physical, emotional, and psychologicalwho wouldnt 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 dry-er. The most number of loads of laun-

dry we have done in a single day is 10 loads (in case you were wondering).

Raising 10 children is definite-ly not for everyone, its very hard work, but I have an amazing hus-band that works alongside me cooking dinner, doing laundry, grocery shopping, changing di-apers, helping with homework, shuttling kids to sports activi-ties, and every other necessary activity that keeps a household running smoothly. He is my best friend and inspires me to be a better parent, mother, and wife.

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 sever-al issues. His bladder is outside his body and split in half (cloacal exstro-phy, 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 Childrens Hospital 2 hours away. He will un-dergo 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 apprecia-tion 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 oth-er medical needs has been one of the biggest learning curves for our family, so this added trial in our al-ready 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, hes always really pos-itive and good spirited. Weve had a few close calls where we werent sure if we would be bringing him home

We may not have it all, but we have EVERY-THING!

145 Magazine

Bet you didn t know

9

Whats 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 strength-en your family along the way.

from the hospital or making fu-neral 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.

Bet you didn t know

145 Magazine

It is to be expected that di-sasters 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

10

have two passions outside of aviation: writing and parrots. I have been doing freelance writ-ingmagazine articles and business copywritingfor most of my adult life, but for the last 15 years Ive focused on non-fiction books. I also breed ex-otic 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 intro-duced to an editor at Barrons Educa-tional 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, cocka-toos, finches, budgies, doves, conures, Quaker parrots, and parrot breeding.

After a while, I knew it was time to change directions or Id be stuck in a niche; I didnt want to be known as the bird writer. In 2010, I wrote my first book for The History Press. It is entitled Marshall Fields: The Store That Helped Build Chicago, and it discusses the man and the iconic store that defined Chicagos retail trade. Its now in its 4th or 5th printing. In fact, the former Mar-shall Fields store on State Street sold more than 400 copies during the Christmas season 2010, enough to be noted in Publishers Weekly.

My next book, scheduled to be pub-lished in spring 2015, is about the life and career of London department store magnate Harry Gordon Self-ridge. All of my books are available at Amazon.com, BarnesandNoble.com and other booksellers. And, if you ever need customer service help at AAR, Ill be here, happy to assist!

My other History Press books

include:

Thirteen

Door County Tales: Shipwrecks, Cherries, and Goats on the Roof, which is a folksy history of Wiscon-sins famous Door Penin-sula. 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 at-tractions that sometimes provide Door County tour-ists with a little more ex-citement than anticipated.Chicago Calamities:Disaster in the Windy City, features some of the famous disasters that marked Chi-cagos history. One of the stories included is the 1979 American Airlines flight 191 crashit was both hum-bling and horrifying to read the NTSB final report and try to bring that tragedy to life in the readers eyes. Carsons: The History of a Chicago Shopping Landmark. Much like its well-known compet-itor Marshall Fields, Car-son Pirie Scott and Compa-ny 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 must-see for architectural buffs.

145 Magazine

Bet you didn t know

I

CountingAside form being the Customer Service Lead for IERP Export Compliance at AAR Corp., Gayle spends her extra time writ-ing books. Shes published 13 to date, and is in the process of writing her 14th.

&Gayle Soucek

11

We all have hobbies. Whether its 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 everyones first way to escape stresses in life, but for Bernie Rookey its the hobby that works best for him.

HARLEY HOBBYHow 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 ev-eryday riding. Right now I have a 2006 HD Street Glide as my daily rider. I enjoy the older bikes be-cause they tend to have more character and take you back to a time when things were much sim-pler and less sophisticated than they are today.

Why did you choose to build avintage 1946 Harley?

This particular 1946 HD bike originally be-longed 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 wont be, but to have a bike that is period correct for that time. I have parts from many different years and new re-production parts that look very close to the original.

How did you find parts? Parts are generally fairly easy to find for the older Harleys. You can find them at swap meets, fellow Harley riders and through con-tacts at the Antique Motorcycle Club. There are still several companies manufacturing replace-ment parts for old bikes. These parts function better than some of the original parts and are much like PMA parts in the aircraft industry.

145 Magazine

Bet you didn t know

12

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 proj-ects 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 peo-ple have are more valuable than the parts they may provide. I hope I can someday interest oth-er people to try to restore an old car or bike. The people you meet are the real prize in the project.

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 some-thing 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 its completed at the rate I am going. All of the mechanical parts have now been rebuilt; engine, transmission, brakes, front forks, etc. Now its

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 dont seem right for an old bike. It needs some bright col-or to contrast with the aluminum engine cases.145 Magazine

The people you meet are the real

prize in the project.

Bet you didn t know

13

Bernie Rookey and his 1946 Harley Davidson

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 read-ing this article you may want to knock on the stock room door before entering.

People in Aviation

I really cant say enough about

teamwork, its the foundation of our

success!

15145 Magazine

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 grow-ing 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 grand-mothers house to do homework, then Id usually go to work at my dads restaurant or my uncles gas station. Despite these time constraints, I know my whole family pulled together to raise me. It was this familial relation-ship which taught me how to have a healthy, nurturing bal-ance, 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 com-petitive environment. My dad was always working and didnt have a lot of time for us kids. My mom was always there though, making sure we didnt miss out on days at the beach, Disneyland,

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. Un-fortunately, my brothers were treated differently because they were boys, so the idea of cleaning and cooking while my brothers played outside was rather upset-ting. 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 dont have to clean the house all the time!

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, Sydney, and Rafi in Miami, watching the RedBull Flugtag Event

Ann I was about 8 years old when I started selling avocados from our familys trees, with my brothers (big mistake). I remember we made $200 in a week, but my brothers ba-sically took it all. I think my cut was only $20. I knew back then I needed better partners!

145 Magazine16

People in Aviation

What was your favorite job?Rafi - Skydive instructor. I start-ed skydiving in Puerto Rico, as soon as I turned 18 years old. It quickly became my passion, so I got really good at it. I went on to get my pilots license, learned to BASE jump, and then served in the U.S. Air Force as a Crew Chief for F16s. I then moved to Miami and went to George T. Baker Aviation School full time to receive my A & P license. While attending school, I worked every weekend as a Tan-dem Master. I was the guy who first timers jumped with, or the guy that had the sublime pleasure 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 didnt jump I didnt 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 them-selves. It was usually a life chang-ing event for most people and I was lucky enough to be a part of it. Ann -Bartending. I really devel-oped 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 differ-ent types of people and sharp-

What was the worst job you ever had? Rafi-Honestly,Ireally cant think of one. A bad job is better than NO job.Ann- Nurses Assistant in a re-tirement home. I was 18 years old, away at college in Boston, and working in a retirement home. It was awful. I only last-ed 5 days, but after that I had a new found respect for the nurs-es, and the profession, overall.

types of people and sharpened my communication skills for sales. The tips werent bad either!

How did you get started in aviation?Ann - I received my Bachelors 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-

ginning! I loved meeting new peo-ple 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 per-sonality, and having expertise in different areas of the business, worked-out surprisingly well. Since then weve trained one an-other on each others niche so each of us can make decisions in all facets of the company. Rafi - The skydiving experience

introduced me to the aviation industry. I was naturally curi-ous growing up. Tactile in tak-ing 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

145 Magazine 17

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 Sky-dive instructor on Sunday morn-ings 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 me-chanics working for Greenwich Air Services. Coincidently, I had an application for Greenwich in the glove compartment of my car that Id 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 of-fice 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 Accesso-ries, 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 wasnt there, but it was the saddest day ever. At the funeral, I met his wife Donnas 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 mo-mentous day when we first met.

He explained how Ralph wasnt at the wedding physically, but we all felt his presence. His speech left us all realizing what a strong con-nection we all had as friends and it helped guide us to create our com-pany and make it what it is today. Now, we have all those amazing guys working together under our roof at Safe Fuel Systems. Artu-ro, Mike, and Ralph in spirit. You might say it was serendipitous!

Whats 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. Were not going to lie; it was tough in the beginning. Newly married, new baby girl, and a new busi-ness, 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 ev-erything we do, so it was challeng-ing when there as nothing left for each other, much less ourselves. During those first few years Safe Fuel Systems got a lot of atten-tion, as did our daughter, Sydney. We learned a lot about our-selves, and one another, through overcoming obstacles together. Sounds corny, but true. The reali-ty is it only made us stronger and more in love. I definitely feel re-specting one another is a big factor in working well together. No mat-ter 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 at-tract. When you meet us for the first time, you might think we are polar opposites. I (Ann) am the outgoing, energetic and out-spoken type. Rafi is quiet and can seem introverted at times, but we are identical in our moral

145 Magazine

Arturo Reichard , Rafael Fuentes and Mike Weber.

18

People in Aviation

How has being an entrepre-neur created value in your life? Being a successful entre-preneur is like having a new born baby, every day is excit-ing and new. You are always

What words of advice would you give someone looking to get into the repair busi-ness? Its dynamic, challenging, and tough, so leave your ego at the door and be open to learn-ing new things. Most impor-tantly, always have integrity in word and in deed. Dont make assumptions. And fi-nally, if you go above and beyond to service your cus-tomers, you cant go wrong.

What would you say is one of the most important factors to your business success? Its difficult to pinpoint one thing. Our success has been comprised of several factors, but Id have to say having an effective team from the begin-ning has been a big contributor. Our employees are like fami-ly to us. We strive to promote, and educate, from within the company which has helped to reduce our turnover and fos-ter good synergy. I really cant say enough about teamwork, its the foundation of our success!

values, work ethics and in-novation for our company. It seems to work well person-ally and professionally. Also, I think being able to sneak a kiss in the stockroom ev-ery once in a while helps! 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 be-ing judged, but time always tells whether or not our de-cisions were prudent or not.

145 Magazine 19

People in Aviation

Are you Happy?

Its 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 arent. 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. Heres what Dr. Smith had to say. Does happiness happen TO you or happen INSIDE of you? That is a question scientists have studied through-out 40 years of psychological and neurological research. The results may surprise you. It is generally accepted among scientists that 50% of our happiness is deter-mined by the genes our parents gave us (make sure to thank them or not thank them later), 10% of our happi-ness 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 re-search of journalist Kate Bratskeir, Dr. Russell Foster, and Dr. Shawn Achor.

Dr. Henry R. Smith PhD

145 Magazine 21

Happy People Laugh

Things you can do to develop a happier, more peaceful, life:

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 youll be happy too. Hap-piness 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 hap-py people arent 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 isnt good for your happiness. It is more convenient to Snap-chat 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? Laugh-ter is literally a healing agent to your mind and body. Take an evening to watch your favorite comedy or listen to your favorite comedian.

Happy People are Spiritual

145 Magazine

10

22

6. Happy people use the power of music. This is one you probably already knew intuitively. Mu-sic impacts happiness. Studies show that uplift-ing music can reduce anxiety dramatically. Keep your favorite music playing while you are home. It doesnt need to be loud (annoyed neighbors probably wont 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 happi-ness. 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 dont 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.9. Happy people get enough sleep. We humans dont worship sleep like we used to. Shakespeare wrote that sleep is natures soft nurse. But a few hundred years later Margaret Thatcher said, Sleep is for wimps. Science falls on Shake-speares side. Getting enough sleep is essential to emotional stability. Discipline yourself to turn off the screens and dim the lights 30-60 minutes be-fore you want to fall asleep. Youll wake up more refreshed and happy.10. Happy people are spiritual. Religious, spiri-tual, and meditative experiences can have a very positive and therapeutic effect in your life. Dr. Ellen Idler wrote, Spiritual and religious experi-ences have a positive, healing, restorative effect, especially if they are built in, so to speak, to ones daily, weekly, seasonal, and annual cycles of liv-ing. Youll feel happier when you take the time to ponder, meditate, and pray.

Happy people get

enough sleep

Dont 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 youll find yourself living the happy life youve always wanted. Good luck!

145 Magazine 23

6 Ways to Increase your Sales in 2015o matter how good you are at selling, theres always room for

improvement. Weve identified six sales techniques even the most sea-soned sales professional can use to in-crease 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 help-ing you establish yourself as an expert.

N

# 2: Get Personal Email is a great communication tool for filtering out prospects that are, or arent, 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-

mon mistakes sales people make today. Face-to-face meetings at trade shows, con-ferences 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 avi-ation networking conference every year. If you cant get a face-to-face meeting with your prospect, try getting a refer-ral from someone you know, and then make a phone call. If thats 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, its always best to try and have a one-on-one conversation with your prospect.# 3: Avoid talking too much Theres nothing worse than a sales person that talks too much. If youre in a face-to-face meeting there are usual-ly subtle non-verbal clues you can pick-up on, which indicate youre talking too much. If your prospect becomes distract-ed 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 drool-ing all over themselves, chances are youre 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 prospects 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 custom-er to talk will help you determine the most effective strategy for your prospect.

145 Magazine24

# 4: Give the prospect information that is relevant Nobody cares how many customers you have, how many years youve been in business, how many people in your com-pany have MBAs, etc. All your customer cares about is whether or not your prod-uct or service is, or isnt, going to work for them. Make the most of your sales pre-sentation by staying focused on the rele-vant information that will help the pros-pect with their decision making process.# 5: Be prepared Take time to anticipate questions, objec-tions, 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 con-tacting the prospect, make sure youve fig-ured out your pricing, product description, the unique qualities of your service, etc.

#6: Build Relationships Outside of the Office Youve 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 interac-tion you have with a prospect is in a work environment, youre going to have a hard time developing a deeper relationship. Lunch and dinner meetings are good, but activities where both parties share an ex-perience are even better. If your prospect reveals their love for football, basketball, golf, camping, skiing, surfing, boating, bik-ing, or some other activity, setup a time to enjoy the activity together. Its not rocket science. The better your relationship with your customer, the better your chances are youll secure (and keep) their business.

All work and no play make John a dull

boy.

145 Magazine 25

HO

ME Office

Advantage

ccording to a February 2013 article published in Forbes Magazine, one in five Amer-icans now work from home. Whether they are self-em-ployed entrepreneurs run-

ning small accounting services, or tele-commuting 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. Whats more, an estimated three million Amer-ican professionals never step foot in an office outside of their own home and an-other 54% say they are happier that way.

A

One of the key contributors making work-ing from home more attractive has been technological advances within the internet. Back in the late 1990s we were all getting our first email addresses and the internet was just getting off the ground. By 2000 some 4.1 million Americans were working from home, but most were still using land-

lines and dial-up internet connections. Today home based business profes-sionals have access to technology that used to only be available at the corpo-rate office. Broadband internet has giv-en rise to web-based applications such as Skype, Grasshopper, GoTo Meeting, WebEx, Remote Desktop, etc. And cell phones have advanced to the point peo-ple 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 Bri-an, working from home is the norm; NOT the exception. Heres what he had to say:

Working from home can be challeng-ing in some ways, but the advantages far outweigh any potential downsides. In my capacity as Director of Sales for Airmark Components, I have been working from home since 2006. When I originally start-ed working for Airmark, back in 1999, I worked at the companys main office in Ft.

145 Magazine26

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 Compo-nents. Being in sales, I decided that I didnt 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.

145 Magazine

FeasibilityThere are several advantages to working from home and rela-tively few disadvan-tages. Aviation, and in particular aviation sales, are actually very well suited to a home office environ-ment. Most aviation sales people that I know deal with cus-tomers 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 oth-er 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 ap-plications like Remote Desktop, you can easily connect to your companys comput-er network, from essentially anywhere, and many modern phone systems now have the ability to tie in remote users as well.

AdvantagesOne major advantage to working from home is the ability to have easy access to my home office at any time. I deal with cus-tomers across the globe, so it is a great ad-vantage to me to have access to my office

ChallengesThe 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 effective-ly work from home, but the most critical component was build-ing a home office that was separate from the main living areas of the house. My office started out as a stor-age loft above my ga-rage, which I convert-ed into office space. When I am in my office there are no distrac-tions like televisions, kids, or dogs barking.

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 of-fice at my disposal. Another advantage is the cost and time saved by not having a daily commute. When I lived in South Flor-ida, my daily commute of 18 miles would sometimes take over an hour with traf-fic. 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.

If I were situated in the living room, or in oth-er common areas within the home, it would be too easy to get turned away from work.

AdviceMy advice to anyone considering working from home would be to take the time to real-ly 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. Theyre going to need to be able to differenti-ate between work-time and family-time since youre going to be accessible all the time.

27

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 seri-al winner is Delta TechOps, winner of the Top Shop award for the Best To-tal Solutions Provider category four times since OneAero MRO started pre-senting the awards back in 2009. Although OneAero MRO is not directly responsible for choosing each years Top Shop Award winners, we do encour-age our panel of 50 airlines and suppliers to select companies that are ded-ication to repair innovation and repair process improvement. The following article highlights just one of Delta TechOps repair process improvements aimed at increasing the safety of load-bearing structures within the aircraft.

145 Magazine

The 2014 A4A/SAE Better Way Award was awarded to a team from Deltas Enabling Technologies, NDT Programs, and Base Maintenance departments, along with Sandia National Laboratories, Boeing, FAA Technical Center, Anodyne Electronics, and Structural Measurement Systems. 29

Using the sensors enables a fair amount of ac-cess to structures on the aircraft that are gen-erally very difficult to access for a time-con-suming, 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 an-nual Better Way award for the First Commer-cial Aviation Application of Structural Health Monitoring at the Airlines for America and So-ciety of Automotive Engineers 57th Annual A4A Non-Destructive Testing Forum in San Francisco.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 pro-vide 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-con-dition maintenance of major structures.

Delta TechOps recently joined forces with Boeing, the FAA, Sandia National Laboratories, Structur-al Monitoring Systems, and Anodyne Electronics Manufacturing Corp. to change the way the in-dustry monitors the structural health of aircraft.The goal? To detect the formation of cracks in critical load-bearing structures.

The method? Embedded compara-tive vacuum monitoring (CVM) sensors that de-tect changes in atmo-spheric pressure and vacuum level and indi-cate the presence of a crack.145 Magazine

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.

The CVM sensors are routed to remote test points for easy access in the Cargo bin. Peri-odic inspections occur without the need for

direct access or disassembly.

30

Long Haul

What do Duncan Aviation and Jet Parts Engineering have in common? Theyre 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 engi-neering-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.

145 Magazine 31

Long Haul

59 YEARS IN BUSINESSDuncan Aviation

145 Magazine

Preserving a Legacy while Pre-paring for the Future Duncan Aviation is a three gen-eration, family owned, repair cen-ter that in sixty years has grown from a small Beechcraft distrib-utorship to a full-service mainte-nance, repair and overhaul facil-ity. Today the company employs more than 2,200 employees and has expanded from its headquar-tered location in Lincoln, Nebras-ka 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

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 in-dustrys shift from piston powered to turbine powered aircraft, the decision was made to add Lear-jet aircraft sales to the companys portfolio. In 1968, Donalds son, Robert Duncan, took over as pres-ident of the company, and contin-ued to build on the success of Lear-jet sales through the 70s. With the inevitable economic downturn of the

1980s, Robert knew the com-pany 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 sad-dles 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. Donalds death was a devastating blow to Dun-can family and the employees of the 25-year-old company. Robert Duncan reflected on that

32

145 Magazine

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 eth-ic was a heritage he left with all of us.

Maintenance Services SolutionAfter 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 me-chanics. Donalds reputation for fair pricing and excellent customer service translated easily to the ser-vice side, when customers brought their jets back to Duncan Aviation for mainte-nance. Robert doubled, then tripled, the number of team members in Lincoln, thereby earning several service cen-ter designations. The compa-nys maintenance operations flourished to the point ad-ditional full-service mainte-nance locations were even-tually added in Battle Creek, Michigan, and Provo, Utah.

Satellite Growth and the creation of AVPACIn the mid-1980s, Duncan Aviation started offering avi-onic 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 lo-cations 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 for-mer airplanes collecting dust on count-ers, or in storage units. Robert and his team decided to create the Aviation Parts and Communications (AVPAC) division

Maintenance and Paint Hangar Expansions In 2007, Roberts son, Todd Duncan, took over as chair-man 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 facil-ity that includes a down-draft bay and several other green options that allow our team to do more, with less of an im-pact 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 were working on are larger. Bottom-line, there simply wasnt enough space in our previous facilities.

of Duncan Aviation to help thousands of operators consolidate their inventories and effectively market them worldwide.AVPAC has since grown beyond consign-ments into rotables, avionics and managed repairs. In 2003, AVPAC formed a tight-er association with the Duncan Aviation name, adding a consignment program to meet even more of their customers needs. As parts sales grew, Duncan Aviation Parts representatives were made available 24 hours a day, 7 days a week, to accom-

modate AOG customers, or those in different time zones. In 2013, the team launched their Parts Live Chat system to give customers yet anoth-er communications option.

33

Long Term Success Quick Tip:

Invest in your team mem-bers and facilities. Listen to your customers and make the necessary changes. Do the right thing while

embracing every opportunity.

145 Magazine

Long Haul

Vision for the Future With nearly 60 years of operation under its belt, Duncan Aviation is poised to continue ex-panding over the next 10 years. As difficult as business aviation is, Ive never been more excited about whats to come. Join us for the ride, says Chair-man Todd Duncan.

34

Long Haul

his year marks the 20th anniversary for Jet Parts Engineering, Inc. (JPE) and we have much to celebrate. Since its inception in 1994, the compa-ny 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, JPEs beginnings have been closely linked to the center of excellence in aerospace engi-neering that is called the Pacific Northwest region of the USA. This location provided Mr. Anu Goel, JPEs founder, with the best and brightest of the talent required to establish one of the most suc-cessful engineering houses in the

20 YEARS IN BUSINESSJet Parts Engineering

T test & comp PMA business. From the humble beginnings of having just a few employees, Mr. Goel, an ex-Boeing engineer, and his dedi-cated 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, man-ufacture, and market JPEs prod-ucts. Our on-staff DER, DMIRs, and experienced engineers are complemented by our profession-al and friendly Sales / Customer Service personnel. In its infancy, JPE sold one part number to one customer, now our annual sales have grown to eight figures, and annual growth in the double dig-its. JPE has evolved greatly over the last twenty years.

JPEs most valuable asset, our customers, number in the hun-dreds and include the smallest MROs and the biggest airlines. JPEs customers are based in nearby towns, like Auburn, Washington, our own backyard, or in the most cosmopolitan cit-ies 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 ap-proximately 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 145 Magazine36

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 manufactur-ing 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 custom-ers, 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 JPEs excellent relation-ships with our other invaluable stakeholders: our manufacturers. In order to support the diversity of JPEs PMA product line developed over the past 20 years, our part-nerships with experts of a variety of manufacturing specialties are integral to our success. They are the best manufacturers of aviation parts. JPEs 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

Long Haul

37145 Magazine

Aviation Trivia

What is the worlds longest aircraft?A. Airbus A380B. Antonov An-225 MriyaC. Boeing C-17 GlobemasterD. Hughes H-4 Hercules

With a length of 84 m (275 ft 7 in), the An-225 is the longest airplane in the world. It was originally commissioned to transport the Bu-ran Spacecraft, which was a Soviet space shut-tle similar to the United States space shuttle back in 1988. After several years of not being used, the An-225 was reintroduced for com-mercial operations carrying oversized loads. The An-225 weighs an amazing 285,000 kg (628,317 lbs) empty, can carry a maxi-mum 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 perspec-tive, the An-225 could carry every player in the National Football League (NFL), as well as the coaching staff. In other words, theres enough room to carry almost 4,000 people! The An-225 has 6 ZMKB Progress D-18 tur-bofans, 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 vari-ous 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 car-go hold, but all in all, nothing competes with the enormity of the An-225 Mriya. In the future, bigger aircraft will prob-ably be created, but for now the Anton-ov An-225 Mriya stands as one of the worlds greatest engineering marvels.

Answer: B, the Russian made Antonov An-225 Mriya.

145 Magazine

Theres enough room to carry almost 4,000

people!39

Antonov An-225 Mriya

Jan.Coverpage28.5EditorsLettertableofcontents1preview 048.5CSA - OneAero MRO Adfinal8.5icesculptingpg110Kidspg110kidspg210kidspg3Gaylepg1HarleyDavidsonpg1HarleyDavidsonpg2Golf-Ad8.5Peopleinaviationpg1peopleinaviationpg2Peopleinaviationpg3Peopleinaviationpg4Peopleinaviationpg5OneAero 1458.5HappinessHappiness2happiness36waystoincreasesales6waystoincreasesales2workingfromhomepg1workingfromhomepg2One-Aero_Magazine-Ad_2014-PROOF38.5DTOpg1DTOpg2longhaulINTRODuncanAviationp1DuncanAviationpg2DuncanAviationpg3OneAero_Ad_10-10-148.5JetParts1JetParts2plane-411-ad8.5AviationTriviaHarter_MROAd_V4_SC_10148.5