My uncle spent years building a tool mechanics actually wanted to use. I could use some industry advice.
Hi everyone,
I'm hoping to get some advice from people who work in airline maintenance, MROs, or aviation procurement.
My uncle has spent most of his career as an aircraft mechanic. During COVID, he built a tool to solve a problem he dealt with every day while changing aircraft wheels and brakes. It wasn't something he originally intended to sell—he simply wanted an easier and safer way to do the job.
After using it at work, other mechanics became accustomed to it and asked where it had gone when he took it home. That eventually led to WestJet purchasing around 20 units, and as far as we know they're still in use years later.
He's now asked me to help figure out how to turn it into a real business, but I've quickly realized I know almost nothing about how maintenance equipment actually gets purchased in this industry.
I'd really appreciate hearing from people who've been through this.
- Who usually has the biggest influence over buying new maintenance equipment?
- Is it realistic for a small manufacturer to sell directly to airlines and MROs, or do most successful companies work through distributors?
- How important is getting onto approved vendor lists versus building relationships with maintenance managers?
- Are distributors the best route for a small company, or is direct sales the better approach?
- If someone introduced a new maintenance tool to your organization, what would make you take it seriously instead of dismissing it?
I'm genuinely not trying to advertise anything here. I'm simply looking to learn from people with experience in this industry so I can avoid making rookie mistakes.
I'd really appreciate any advice, even if it's something you wish someone had told you when you first got into aviation.