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This episode’s guest is Chris Salley, Sales and Marketing Manager for FBO and 145 Services at National Jets.Chris has an undergraduate degree from Jacksonville University in Aviation Management, and an MBA in Aviation/Airway Management and Operations from Embry Riddle Aeronautical University.He has previously held positions in marketing, sales and operations for Dassault, SchedAero and Wyvern, and has produced outstanding results wherever he’s worked.On this episode we talk about aviation education, learning sales, taking on responsibilities outside your job description, listening to customers, and more.Show notes:Chris talks about how he became interested in aviation & entrepreneurship [1:27]The internships Chris got during university, and what they taught him [7:05]Things that business schools could do better to prepare students for jobs after education [16:59]The first job Chris had in aviation after school [23:31]What the role entailed when Chris worked at a relatively young company [29:40]The sales skills Chris learned during his early jobs [36:31]Some of the questions and techniques Chris uses to find out what prospects are really concerned about [43:26]How being at a startup was both motivating and distracting [54:37]What motivated Chris to do his MBA [58:57]How previous experience has helped Chris be successful in his current position [1:08:46]Best and worst advice Chris hears being dispensed in the business aviation industry [1:19:38]

This episode’s guest is Stephanie Chung, President of JetSuite.Stephanie has spent over 35 years working in both commercial and private aviation, including 13 years at Flexjet, where she was a Vice President before joining JetSuite.She has consistently been in the top of her field selling throughout her career, and has authored several books, as well as created her own sales methodology called Neuroscience Selling.Stephanie also owns her own consulting and coaching firm, specializing in leadership communication and high-ticket selling.On this episode we talk about her career progression through aviation, overcoming failure early to reach her sales success, how to hire and make great leaders, and much, much more.Show notes:Stephanie talks about growing up as an Air Force brat or “professional new kid”, and how that influenced her professional life [1:47]Stephanie talks about her first job in aviation [7:41]Why Stephanie didn’t go into the Air Force [11:26]Stephanie’s move into sales, and how she overcame early struggles [13:47]Stephanie talks about transferring her skills to Mary Kay, and what it takes to be a successful salesperson [25:36]Stephanie talks about leadership talent in corporate America, and how to develop better managers [40:48]Stephanie talks about her 13 years at Flexjet, managing teams, and letting employees go [58:16]The sales and leadership methodology that Stephanie has developed, and what makes a great conversation [1:08:55]Stephanie talks about her role as a leader in becoming the first African-American executive in business aviation, and being in a male-dominated industry [1:14:25]What attracted Stephanie to JetSuite, and what she has planned for the next 12-24 months [1:19:36]Stephanie talks about how she unwinds, how she keeps herself healthy, and how to develop professional confidence [1:23:09]

This episode’s guest is Lee Brewster.Lee is currently the Director of Product Marketing with Flightdocs, a software company that focuses on maintenance tracking, inventory control, scheduling and operations.Lee started her career in aviation as a student worker at Tarrant County College’s Part 147 Aviation Maintenance program. This eventually transformed into a full time position allowing her to be involved in the National Science Foundation Grant that became the National Center for Aerospace & Transportation Technologies, or NCATT, which she worked on for 10 years.She has since held positions with ASTM, FlightSafety, and her current position at Flightdocs, and also serves on the NBAA Maintenance Committee and the Advisory Committee for Tarrant County College’s Aviation Programs.In this episode we talk about learning on the job, how to listen well, finding what you’re good at, servant leadership, and more.Show notes:Lee talks about growing up in rural Texas [1:46]How Lee “stumbled” into a career in aviation [5:09]Lee’s involvement with the National Center for Aerospace and Transportation Technology [6:55]Lee’s early strategies for learning on the job [13:50]The framework Lee used for facilitating developing new curriculums and guidelines [20:24]The personal strengths Lee identified that have helped her be successful [23:08]How mentorship has helped Lee in her career [30:59]Lee talks about working at ASTM and then FlightSafety [36:37]Why Lee moved to Flightdocs, and how she learned new material in the new position [49:26]Lee talks about servant leadership [51:32]Why Lee believes it important to serve on committees and local organizations [54:37]What Lee would give a TED talk on [1:02:26]Lee’s advice for those entering the business aviation world [1:06:21]

This episode’s guest is Alex Marks.Alex is a pilot currently based in Chicago as a Senior Captain for a Fortune 100 company. He’s maintained a lifelong passion for aviation, and has worked in many different facets of business aviation, from Part 135 charter, to OEMs, aircraft sales & consulting and flight instruction.He has an undergraduate degree from Purdue, an MBA from Southern Methodist University, and received his CAM credential in 2015.Alex is also a member of the board of directors for the Chicago Area Business Aviation Association, the NBAA Young Professionals Council and the NBAA CAM Exam Question Writing Committee.He’s an avid traveler with a wide variety of interests that range from 3D printing and welding to playing the banjo.In this episode we talk about Part 91 vs. 135, networking and opportunities within business aviation, continuing education, and more.Show notes:Alex talks about his lifelong passion for aviation, and how it showed at an early age [1:45]Alex’s first degree at Purdue [6:38]Alex’s first job out of university flying Beechjets [10:08]Alex’s second aviation job, working for a charter company in Dallas, and the job search process [17:05]What was different about this second job [20:52]Alex’s decision to pursue his MBA [25:26]Alex’s jobs after his MBA, and his move to his current position [37:19]Alex’s involvement in industry associations and why he believes it’s important [44:33]The opportunities for people in business aviation [47:14]Alex’s 3D printing hobby [51:50]The experience of climbing Kilimanjaro [56:17]One of Alex’s favorite books, and some of the airplanes he’s owned [57:53]Who Alex considers successful [1:01:26]The worst advice Alex hears in the business aviation world [1:03:17]

This episode’s guest is Neil Capano.Neil is the founder of YonderWest Aero, a company helping small flight departments with aircraft scheduling solutions, Executive Director of the Northern California Business Aviation Association, and Director of Aircraft Dispatch and Station Operations for Air Transport Business Development (ATBD).He’s a licensed dispatcher and has worked for a number of companies in the past, including Surf Air, Gama Aviation, Delta Air Lines and more. He’s also a wine enthusiast and is currently developing his own wine label.In this episode we talk about Neil’s non-traditional career path, what he’s learned from his experience in many different types of companies, including helping aviation startups, and how he made the leap from employee to founder of YonderWest.Show notes:Where Neil started his aviation career [1:42]Neil’s second job in aviation at Delta Airlines [5:26]Neil’s transition from commercial to private aviation [10:35]Non-linear career paths & why Neil got his Dispatcher’s license [11:42]How to make the most of setbacks in your career, like being let go [15:06]How Neil became involved with Surf Air [17:49]Neil’s move from Surf Air to ACI Jet [21:42]What Neil did during his “aviation hiatus” [23:02]Where Neil made his return to aviation [25:13]Neil’s work at Gama Aviation on the Wheels Up account [27:46]The challenges of setting and managing expectations for charter operators and brokers [33:37]Neil’s current positions - YonderWest, ATBD & NCBAA [37:49]When Neil realized he could start his own business [43:11]Common errors of aviation startups [46:50]YonderWest Aero in more detail [53:47]The importance of involvement in regional organizations [1:05:28]What Neil has learned from a non-traditional career path [1:09:26]Some of Neil’s hobbies outside aviation [1:15:58]Some of Neil’s wine recommendations [1:20:19]Who Neil thinks of when he hears the word “successful” [1:22:55]The worst advice Neil hears being dispensed in the business aviation world [1:24:56]

This episode’s guest is Zach Ungerleider, Aftermarket Sales Manager at Textron Aviation.Zach is a graduate of Embry-Riddle Aeronautical University with a Bachelors of Science in Aviation Business Administration, and is currently studying for his MBA.He is a private pilot with instrument rating, as well as a certified Airframe & Powerplant mechanic. He’s worked in various aspects of aviation maintenance and service for his whole career.In this episode, we talk about his persistence in getting into the aviation industry, why he’s pursued his education, his love for flying remote control planes and modifying muscle cars, and more.Show notes:Zach talks about his lifelong love for aviation, and his career path [1:32]Zach’s diversion from aviation to run a mechanic shop [8:42]The long application process for Zach to get back into aviation [13:48]How Zach met the mentor that helped him get his first break in aviation [17:35]Zach’s crazy work and study schedule to get his Bachelor’s degree [19:55]Zach’s scheduling strategy to fit so much in [24:06]Why Zach is back in school studying for his MBA [28:21]Zach’s decision to move from Jet Tech to Textron [30:00]Interviewing tips that Zach learned [37:43]How Zach made the transition from maintenance to sales [39:37]Zach talks about the NBAA Young Professionals Council [45:13]Zach’s longtime interest in remote-controlled airplanes [51:35]Zach’s other hobby modifying and racing muscle cars [56:54]Who Zach considers successful [1:01:52]Worst and best advice for those interested in business aviation [1:03:16]

This episode’s guest is Emily White, Director of Sales at Avianis.Emily studied Psychology before entering the aviation world as a Flight Follower for Florida Coastal Airlines. Since then, she has held a wide variety of roles from scheduler, to flight operations manager, to charter sales, and her current position as Director of Sales for Avianis.She’s an FAA Licensed Dispatcher and is a board member for the National Business Aviation Association Scheduler’s & Dispatcher’s Committee.In this episode we talk about how Emily got into the industry, why she loves it so much, how she’s been successful across a wide variety of positions, her love for cycling and horseback riding, and much more.Show notes:What Emily studied in college before entering aviation [1:32]Emily’s first job in aviation [2:32]How Emily made the transition from flight following to scheduling to operations manager [8:02]Emily’s advice for moving to different positions and learning quickly [11:44]The motivation behind Emily getting her dispatcher’s license [15:25]How Emily approaches new challenges and deals with fear of failure and nervousness [18:39]Emily’s transition to sales - a field she never thought she’d be in - and the skills that have helped her be successful in the area [22:48]Why Emily is so passionate about Scheduler’s & Dispatcher’s, and continued education [26:24]How Emily approaches new roles, and tracks progress quantitatively [29:44]The things that competitive cycling and professional horseback riding have taught Emily that translate into her work [32:51]Emily’s sales process at Avianis [37:59]Books that have had a large impact on Emily [40:11]The first person Emily thinks of when she thinks of the word ‘successful’ [42:06]The worst advice Emily sees in the aviation world [43:15]Emily’s advice for a smart, motivated person entering the business aviation world [46:15]

This episode’s guest is Sebastien Roy my cofounder, CEO and the person behind the original idea for Lean Systems.Seb grew up in Sherbrooke, Quebec, in Canada, and did his undergrad, master’s and Ph.D at Universite de Sherbrooke in Physics, with his graduate work focusing on superconductivity.After his post-graduate work, he began working at AD-OPT, an operations research company specializing in solving optimization problems like crew scheduling for some of the world’s top commercial aviation companies.This conversation is in a Q&A format, and we talk about everything from the basic definition of optimization and where it’s applied, to advanced use cases in aviation, data management best practices, and more.Show notes:A basic definition of optimization [1:50]Industries that have been good about implementing optimization [2:53]Why optimization hasn’t historically played a large role in business aviation [3:56]Benefits of restrictions of more basic optimization technology used in areas like delivery [4:56]What we do at Lean Systems [7:15]The origin of the idea for Lean Systems [8:37]The opportunities for optimization in commercial and business aviation and how they’re different [11:28]What makes our technology unique from what’s historically been available or what other products provide [17:04]The new opportunities for optimization now that the cost has come down [20:22]The specific areas within business aviation that have the opportunity for optimization [30:13]How to better manage data to be prepared for optimization and software tool implementation [38:08]

This episode’s guest is Kellie Rittenhouse, Director of Aviation at Hangar Aviation Management. Kellie started work in the aviation world at an FBO, and has since held a wide variety of positions, including customer service rep, charter salesperson, scheduler/dispatcher, and flight operations center manager, just to name a few.She’s an FAA Licensed Dispatcher and Certified Aviation Manager, and has served on numerous committees and boards, including the National Business Aviation Association Scheduler’s & Dispatcher’s Committee, the Advisory Council, the CAM Governing Board, and the Michigan Business Aviation Association Board of Directors.In this episode we talk about Kellie’s career progression, some of the setbacks she’s faced, her passion for customer service and fostering team collaboration, and more.Show notes:Why Kellie chose to study journalism in college, her first setback, and how she got into aviation [1:40]Where Kellie still enjoys English and drama outside aviation [5:05]Kellie's first job at an FBO, and how she got the position [6:39]How Kellie came to get her FAA Dispatcher License, and her next few jobs in aviation [9:10]Kellie's first involvement with NBAA and Scheduler's & Dispatcher's [18:10]How Kellie worked her way into new positions [20:12]What changed in terms of how she faced setbacks since college [21:12]Kellie's next few roles in aviation, from crew scheduler to charter sales to managing flight ops to owner services [23:45]One of Kellie's career highlights that resulted from facing and overcoming a setback [32:25]Kellie's experience revamping customer service at an FBO [35:55]How Kellie came into her current position at Hangar Aviation Management [43:04]How Kellie cultivates a "collaborative work environment" [54:24]What led Kellie to seek and obtain her Certified Aviation Manager (CAM) credential [59:06]Why Kellie believes it's important to be involved with committees and boards where possible [1:04:33]How Kellie has viewed learning throughout her career [1:07:27]The experience Kellie would give her younger self when facing setbacks or adversity [1:09:38]Three books that have had a big impact on Kellie [1:11:33]Who Kellie thinks of when she hears the word "successful" [1:12:55]A major misconception of the business aviation world [1:13:54]Kellie's advice for someone entering the business aviation world [1:15:15]

This episode’s guest is Gene Bishop, who is currently Captain and Department Safety Manager at a private flight department, flying Gulfstream G-IVs and an AStar helicopter in Birmingham, Alabama.Gene was born and raised in Los Angeles, is a former US Army aviator, both helicopters and fixed-wing, and an Operation Iraqi Freedom veteran.  He flew EMS helicopters for ten years, and also manages several large Facebook groups dedicated to promoting aviation safety and helping aviation professionals chart their career paths.In this episode we talk about Gene’s own career path through the US Army and various roles, including as an EMS pilot, some of the stories he has about aviation safety, his advice for aviation professionals in figuring out their career path, and much more.Show notes:Gene's first job in aviation [1:40]Why Gene joined the Army in the first place [3:45]What Army training was like, including Warrant Officer Candidate school [7:48]Gene's first assignment in the Army [18:55]Why Gene learned Eastern bloc attack helicopter tactics [23:16]Gene's experience scheduling pilots [25:55]Gene talks about taking courses at Embry Riddle [31:01]The process to switching to fixed wing from rotary wing [34:18]Gene talks about his first job as a civilian, flying helicopters in New York City [39:21]Gene's next job, doing EMS operations [45:53]Gene's experience deploying to Iraq in 2007 [50:47]How Gene ended up at a Part 91 flight department flying G-IVs and an AStar helicopter [53:08]What his current role as Safety Manager entails [57:04]Where Gene's passion for aviation safety comes from [58:34]The Facebook groups Gene keeps active on a variety of aviation topics [1:09:35]Gene's advice (and advice to ignore) for those looking to navigate a career in aviation [1:11:24]Some of Gene's hobbies outside aviation, and the role they play in his life [1:18:58]One of Gene's most memorable flights, and favourite places to fly [1:23:09]

This episode's guest is Brad “B-Rad” Elliott, who is General Manager at the Desert Jet Center FBO, which he was involved in opening, and he is also a Bahamas Flying Ambassador.  He’s been in business aviation for 16 years, including positions in customer service, marketing, sales, and more.He’s planned trips around the world in small private jets and turboprops, has a private pilot license, and has volunteered in various capacities in aviation, including serving on the NBAA S&D committee for 4 years, setting up static displays at various conferences, and being involved with many aviation charities.   We cover how he got his start in aviation, some of the key skills that have helped him been successful in his career, how service has changed in business aviation, some of his favourite business resources, and more.Show notes:Where the nickname B-Rad comes from [1:42]What attracted Brad to aviation, and how he got into the industry [3:30]Why Brad chose to study marketing [6:29]Why Brad got involved with the NBAA Schedulers & Dispatchers Committee [9:22]What helped Brad succeed in his first job [11:15]Brad's experience planning worldwide trips in his second industry job [15:57]How Brad developed his networking and public speaking skills with Toastmasters [25:01]How the opportunity to work at Desert Jet came about, and his unique interview [31:33]Brad's opinion on how service in the aviation industry has changed, why, and what we need to do about it [42:45]The habits and skills Brad has developed to be successful as GM of an FBO [51:29]What podcasts and music Brad listens to in the morning [55:57]Who Brad thinks of when he thinks of the word successful [57:41]Some books that have had a large impact on Brad [58:31]What Brad's morning routine looks like [1:01:05]The worst advice Brad hears being dispensed in the business aviation world [1:02:51]A quote Brad thinks about often [1:03:52]Brad's advice for a smart, motivated person about to enter the business aviation world [1:04:37]

This episode's guest is Sebastien Roy my cofounder, CEO and the person behind the original idea for Lean Systems.Seb grew up in Sherbrooke, Quebec, in Canada, and did his undergrad, master’s and Ph.D at Universite de Sherbrooke in Physics, with his graduate work focusing on superconductivity.  After his post-graduate work, he began working at AD-OPT, an operations research company specializing in solving optimization problems like crew scheduling for some of the world’s top commercial aviation companies.He graduated from Founder Institute Montreal with me, which is where we met and he refined his idea for what would become Lean Systems, and convinced me to join as a cofounder.As one would expect for cofounders, I have an immense amount of respect for Seb - he’s one of the smartest, hardworking, and thoughtful people I know.  This conversation is a bit of an introduction and background to Seb and Lean Systems, and how optimization works in commercial and business aviation.Show notes:Why Seb chose to study physics at Université de Sherbrooke [2:01]What Seb studied for his Master's and PhD [4:34]Seb talks about one of the busiest periods of his life - having kids, recording albums, finishing his PhD and building a house at the same time [7:53]How Seb got his first job at optimization company AD-OPT [12:42]The types of problems that fall under the operations research title [17:22]How commercial aviation and business aviation optimization problems are similar and different [21:14]Some of the most interesting problems Seb has worked on [25:57]Where the idea for Lean Systems came from, and the core innovation in the model [29:29]Why scheduling/logistics optimization problems are so difficult to solve, and the difficulty is often underestimated [34:13]Some promising areas of application in aviation for machine learning and AI [43:40]The people Seb thinks about when talking about the word 'successful' [51:15]Books that have had a large impact on Seb [52:52]Seb's advice for smart, motivated people just finishing college (or any age) [55:36]

This episode's guest is Greg Jarrett, who is the founder and CEO of STACK.aero, which develops cloud-based solutions typically powered by the Salesforce Platform for aviation and logistics companies.Greg has worked as a charter salesperson all over the world, before turning software developer for the business aviation community, and he’s passionate about helping business aircraft operators stay at the front of the technology curve.Greg and I are both graduates of the Founder Institute, though he went through the program in Sydney, Australia, while I went through Montreal, Canada, and we share a passion for bringing technology to business aviation.  In this chat we get into how he originally got into aviation, his pivot to developing software, and his experience starting his own business.Show notes:Greg's thoughts on why CrossFit is so popular, and the role it plays in his life [1:39]Where Greg grew up (we discover a Canadian connection too) [7:06]Greg's first job in aviation, and why he decided to take a year away from school after finishing high school [9:07]How Greg got into private charter, and what he studied in university [15:07]Why Greg prefers working in small companies [19:55]Greg describes the journey from working in charter to deciding to start his own business through Founder Institute [27:26]How Greg came up with the original business idea [34:14]Greg describes his overall experience with the Founder Institute [43:36]How Greg decided to shift his focus from his original product idea after testing it in the market [49:10]Greg's description of his current product and some example uses for the charter aviation industry [54:36]Greg's advice for startup founders on how to involve their partner/spouse effectively [1:01:49]The book of books that have had a large impact on Greg recently [1:06:03]How an apparent failure set Greg up for later success [1:07:23]Greg's advice for motivated people entering the business aviation world [1:09:25]

This episode's guest is Joe Zvada, who is currently Vice President at Ultimate Jetcharters.Joe is a graduate of Kent State University, where his did his Bachelor of Business Administration in Aviation and Airway Management and Operations.Joe has been with Ultimate for almost 10 years, and started there doing data entry, entering actual flight times into the computer system.  He grew into the position of Lead Flight Coordinator, and then Operations Manager, where he was responsible for all scheduling and operational logistics of Ultimate’s fleet movements.This past June he was promoted to Vice President, where his focus has been on improving cross departmental communication and workflow, as well as the short and long-term network planning for the Ultimate Air Shuttle program.In his spare time, Joe is a competitive hot air balloon pilot, and he’s competed all over the world representing the United States.Joe and I share a love for optimization and efficiency, and we get into depth on how Joe has incorporated that into his work at Ultimate, as well as some of the things he’s learned from ballooning that apply to his work, and his advice for newcomers to the aviation world.Show notes:Joe talks about his hobby of competitively flying hot air balloons [01:58]The differences and similarities between hot air balloon training and fixed-wing pilot training [03:25]How a ballooning competition works [06:33]Joe talks about how he got into aviation and studying aviation management in college [13:23]Joe's first job experience at Flight Options [16:46]Joe talks about moving on from Flight Options to Ultimate Jetcharters as the recession was hitting [20:36]Joe talks about the habits that led to his first promotion to Lead Scheduler at Ultimate Jet [22:16]How Joe's work focus has changed after being promoted to VP [30:28]Joe talks about the challenges and benefits of having a fleet split between scheduled and charter flights [35:24]Where optimization plays a big role in the business at Ultimate Jet [38:58]The metrics, both qualitative and quantitative, that they track at Ultimate Jet [44:26]The skills that are common between ballooning and operations that have helped Joe succeed [48:17]Joe's dream place to fly a hot air balloon [59:22]The most interesting charter trip Joe has ever scheduled [1:02:40]Joe's advice for anyone getting into aviation and looking to be successful [1:03:42]

This episode's guest is Chris Algee, who is currently Manager - Flight Scheduling and Dispatch at HealthSouth Aviation.Chris has been in aviation for more than 15 years, starting with Netjets in Crew Services, and has spent time with Home Depot and Jet Aviation - McKesson.  He earned his FAA Dispatch license after winning a scholarship through the NBAA Schedulers & Dispatchers commitee, and has since also earned the distinguished NBAA Certified Aviation Manager (or CAM) credential.He’s served on the NBAA S&D committee, been a board member for the Georgia Business Aviation Association, and gives his time outside aviation to mission work, among other things.Chris is an amazing person, well-known for his people skills, and one of my first friends in the industry.  In this conversation we get into everything from how he found his first job in aviation, to how he cultivates great mentors, and his advice for being successful in a career in business aviation.Show notes:Chris explains how American college football works, and how his team (Auburn University) did this season [01:47]How Chris chose aviation to study in college [04:28]Chris describes how he got his first job in aviation at NetJets [07:00]What the job at NetJets entailed, and what he learned during his time there [11:51]Chris shares a story about his time at NetJets during 9/11 [13:41]Why Chris moved on to Home Depot, and how he got his Dispatcher's license through an NBAA scholarship [17:18]How Chris developed mentors, and some of the influence they had in him changing positions [21:08]Why Chris decided to move on from Home Depot to Jet Aviation [25:24]Chris describes why he decided to pursue the Certified Aviation Manager credential, and how he views the scheduling and dispatch role within a flight department [35:24]How Chris got the nickname 'CWEED' at Jet Aviation [41:30]How Chris made the decision to move to HealthSouth, and how the previous roles he held shaped the position he's now in [45:30]Why Chris is so interested in people and building communities [52:53]Chris talks about some of the international mission work he's done outside aviation [58:44]The best trip Chris has ever scheduled [1:07:04]The most difficult trip Chris has ever scheduled [1:12:46]Chris's final advice for those who want to be successful in the world of aviation [1:17:21]