Interview Transcript

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What do they say when you bring a PMA part?

YM: We provide more savings than our competitors so they will move it up in their approval cycle. It is easier for them if they have all the documentation or know we have answers to the questions that may come up from service difficulty reports or airworthiness directives in a system, because our technical team have already discussed and included that in our development cycle, which makes it easier for them to quickly approve the part. There aren't many channels so it's about how the company enables those channel partners to get to yes.

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What is the biggest challenge to get airlines to choose PMA over OEM?

YM: The biggest challenge is the amount of work it takes to get it done. The OEM is the easy one because it's in the manual with the instructions. The cage code of the OEM is on the part they remove, so every piece of information makes it simple for them to go back to the OEM and get that part. Changing the coding within that system to procure from us involves a huge level of inertia, which is why you need to be mindful about which parts you choose to consider for PMA.

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