Last week, I was busy visiting partners at Austro Control in Vienna and Air Nav Ireland in Dublin. We discussed various interesting subjects, and, as always, the depths and levels of my ANSP colleagues’ knowledge were stunning. I did not have to pitch FoxATM's services — not this time — but when I do, my most vital argument is always the level of experience we have, combined with honesty about what we don't know.
Sales pitches always require a lot of listening, improvisation, and flexibility to find the best solution for our partners (and ourselves). And being fair and honest is a must anyway. But these traits are even more critical in ATM. The market is small, and you won't get far with smoke and mirrors. Nothing replaces an accurate, in-depth understanding of the issues at hand.
This is especially true when speaking with technical experts and ATCOs throughout the sales process. If your sales strategy relies on bluffing your way through, it will not get you far.
Acquiring sufficient knowledge takes time. When you hire a new sales professional, they might be fantastic at sales. But they won’t necessarily have a sufficient understanding of ATM. If this is the case, they’ll need the right tools, the training, and some initial hand-holding from your in-house ATM experts to ensure success.
Remember, our colleagues in the ATM industry also have robust detectors for — to phrase it politely — nonsense.
Vincent
ANSP news
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Research and innovation
- Introducing our new video series: Artificial Intelligence in Aviation! - Join us every month as we unveil a new episode, delving into diverse aspects of AI in aviation. EUROCAE's Working Group 114 “Artificial Intelligence” members will bring you cutting-edge insights and discussions on this groundbreaking topic.
- Virtual Tower Operations - AT-One - Remote towers are already in operation and more and more Remote Tower Centers are becoming available worldwide. Air traffic controllers are no longer tied to the location of the airport for which they provide ATC services. Moreover, airports can now be grouped together in RTCs, creating even more synergies to increase flexibility, safety and the service level for airspace users.
- Project of the month: AEROPLANE - SESAR JU - The relationship between climate and aviation is a tricky one. The aviation industry is making strides to reduce emissions, but it must at the same time adapt its operations to a shifting climate and extreme weather. Carlo Abate from Deep Blue is coordinator of the SESAR JU AEROPLANE project, which is supporting the transition towards a net-zero, resilient aviation sector. In this article, he explains the project’s approach to tackling the challenges faced by aviation due to a changing climate.
- Future Skies: Tomorrow’s Voices’ programme launched - Future Skies: Tomorrow’s Voices is produced by CANSO, in partnership with the SESAR Engage 2 Network and Firstfruits Services. It gives young graduates and professionals aged 20 to 28 the chance to dive into the heart of the air traffic management and aerospace industries, engage with decision makers, and gain insights that will help them develop successful careers.
- Air traffic flow management: AI solutions to prevent air space congestion - SESAR JU - An artificial intelligence algorithm will assist flow management positions in predicting and managing congestion well in advance. It will be developed by the SESAR JU ASTRA project, in which Deep Blue is responsible for defining the human-machine interface requirements and leading the validation activities for the solution.
- Hotspot identification: the requirement workshop - SESAR JU - Over an insightful span of three days ASTRA project members gathered in dynamic discussion over the project achievements and future development
- Arab Aviation Summit to reimagine future of air travel - The growth opportunities and continued resilience of the aviation sector in a challenging environment will dominate discussions at the 11th Arab Aviation Summit that kicks off at the Al Hamra International Exhibition & Conference Centre in Ras Al Khaimah on February 27. Top aviation industry decision-makers representing a cross-spectrum of the airline industry will take part in the discussions.
UAV and UTM
- Poland records 12.7% increase in drone flights, exceeding half a million in 2023 - Unmanned airspace - PANSA has released its annual report on Unmanned Aerial Vehicle operations for 2023. Key highlights: 668,786 drone operations, 12,7% year-over-year growth.
- ENAIRE launches third edition of ATM technological challenge competition for researchers - Unmanned airspace - ENAIRE through CRIDA, its research and development subsidiary, and as part of its Open Innovation initiatives, is accepting applications for the third edition of the Technological Challenges in Air Traffic Management Competition, through 30 April 2024. “This annual competition aims to find innovative medium- and long-term solutions to technological challenges in the field of air transport”, notes ENAIRE’s CEO, Enrique Maurer.