Paul Lochab who joined Satair Group as Head of Commercial in December 2014 is well known throughout the global aviation and aftermarket industry with a 32-year career spanning senior positions in airlines - United Airlines, Air Canada and British Airways – as well as the MRO side with ACTS and AVEOS Group and the used parts business at GA Telesis.
His abundance of expertise and connections with a strong focus on customer needs, relationships and satisfaction means he is ideally placed to assume responsibility for the Group’s commercial strategy including organisational development, marketing, sales, product development and customer service to drive business growth and market share.
“My priorities are to ensure the integrated commercial success of the organisation and business growth”, said Paul.
“I understand the customer perception and by taking ownership of customer relationships and their interface with the product or service offering, I will make sure that all functions of the organisation are aligned to meet their strategic commercial objectives.”
He regards Airbus and Satair as ‘old friends’ due to his previous experience, but adds: “Old friends can grow in new and exciting ways. In Satair Group we are on a growth journey, building on our most formidable assets: our products, financial strength, global reach, unrivalled distribution system and strong commitment to service our airlines and MRO customers worldwide”.
One of his key priorities is to ensure that Satair Group becomes the first aftermarket company to deliver totally Integrated Material Services (IMS) to its customers. While working in the airline sector he became acutely aware that such a service was needed but no-one was able to provide it.
“Now with Satair Group we have the ability to do this and deliver something new to the market. The combination of Airbus Managed Inventory and Satair experience means that distribution, engineering, quality, planning and procurement are already in place for many types of parts. Now we want to ramp this up on a big scale and cover everything including rotables, expendables and consumables, managing supply chains and also airline inventories. This will be extremely attractive to airlines.”
Supporting this over-arching goal is the need to grow distribution contracts with new suppliers through the Business Partner Development programme and to bring Standard Parts, tools supply, 3D printing and also training into play.
Another key area is the development of Used Parts in a bigger way for the market which Paul described as “a very powerful option for us”. He added: “Used parts will reduce cost for our customers and we want to help them across mixed aircraft type fleets with this initiative.”
He concluded: ”We are aiming to move fast and my message to the market is that although Integrated Material Services has been a long time coming, Satair Group will be the first company to provide such a comprehensive service to our airline customers, regardless of fleet type. In doing so we aim to become a truly sustainable company that is widely respected in the global aviation market.”