Course Outline

MGMT 405 : General Aviation Marketing

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Last approved: Wed, 20 Jan 2016 13:33:20 GMT

Last edit: Wed, 20 Jan 2016 13:33:19 GMT

College of Business (WBUAD)
General Aviation Marketing
Marketing and management concepts applicable to FBOs and other general aviation enterprises are studied. Travel analysis is performed to determine the need for a business aircraft.

This primary objective in the study of general aviation marketing is to assist the student in developing an understanding of the magnitude and potential of the general aviation segment of our economy. The course will deal with the analytic skills necessary to explore the needs for general aviation aircraft by individuals and firms within the various target markets.

Upon course completion students will be able to:

1. Explain the history to include major events, persons, and organizations which impacted the growth of general aviation from 1903 to the present.

2. Define general aviation and list the primary use categories as defined by the FAA. 3.Describe the size and scope of general aviation airports in the United States.

4. Discuss the five economic factors which cause corporations to use their own transportation.

5. Discuss the changes taking place in general aviation and the role played by the Fixed Based Operator (FBO).

6. Explain the management functions involved in operating a successful FBO.

7. Demonstrate an understanding of financial statements and how to analyze these statements. Using managerial accounting techniques describe budgeting and control tools used in FBO management.

8. Define marketing and discuss the role which marketing management plays in the operation of a successful FBO. Define prospecting and describe the sources of prospects and the process involved in qualifying a prospect.

9. Define the use of a travel analysis in the selling of an aircraft, and list the principal expenses found in a fixed and variable cost of use schedule. Determine principal and interest payments for a given aircraft loan using the appropriate amortization schedule. Explain break-even and present value analysis as a sales tool.

10. Describe the purpose of the value analysis portion of a sales presentation for a corporate aircraft. Explain the alternative methods available to a firm to acquire the use of a business aircraft.

11. Name and explain the four components in the promotion mix as they might be used by an aircraft supply company marketing to FBOs.

12. Define sales management and explain the eight areas of sales management responsibility.

Located on the Daytona Beach Campus, the Jack R. Hunt Library is the primary library for all students of the Worldwide Campus. The Chief Academic Officer strongly recommends that every faculty member, where appropriate, require all students in his or her classes to access the Hunt Library or a comparable college-level local library for research. The results of this research can be used for class projects such as research papers, group discussion, or individual presentations. Students should feel comfortable with using the resources of the library. 

Web & Chat:
Text: (386) 968-8843
Library Phone:  (386) 226-7656 or (800) 678-9428

Internet Resources Aviation Links External Links ERAU Library FAA Website

Written assignments must be formatted in accordance with the current edition of the Publication Manual of the American Psychological Association (APA) unless otherwise instructed in individual assignments.

ActivityPercent of Grade
Input Grading Item100

Undergraduate Grade Scale

90 - 100% A
80 - 89% B
70 - 79% C
60 - 69% D
0 - 60% F

Graduate Grade Scale

90 - 100% A
80 - 89% B
70 - 79% C
0 - 69% F
Dixie K. Button - 2/15/2015
Peter E. O’Reilly - 2/15/2015
Aaron Glassman - 2/15/2015
Bobby McMasters
1-5 Bachelor of Science in Technical Management Employ supervisory and management skills needed to effectively lead and support
others within a team environment across business functions. (BSTM PO-1)

2. Apply research to solve business problems and communicate the results effectively. (BSTM PO2)

3. Analyze and evaluate business functions and processes, identify needs, and structure business approaches using problem-solving, critical thinking, and established methodologies and standards. (BSTM PO-3)

4. Know key principles of business and management disciplines and their business applications; and the possible interrelationships to technical management practices especially in the field of aviation and aerospace. (BSTM PO-4)

5. Demonstrate a proficiency in identifying and solving problems related to the specialty areas of Information Systems, Information Security, Project Management, Logistics and Supply Chain Management, Engineering Science, or Occupational Safety and Health knowledge and the interrelationships to business and technical management practices. (BSTM PO-5)
Key: 402