Grounded at the Grand Canyon

Weather. Again.

This week, I’m on a Southwest Circle Helicopter Adventure with two very nice folks from California. Although this helicopter excursion normally runs 6 days and 5 nights, these folks expanded the trip to add 2 more days at Lake Powell.

The weather was an issue from Day 1, when we departed Phoenix Deer Valley Airport and headed north to Sedona. Although the forecast didn’t seem out of the ordinary — mild temperatures, light winds, clear skies — an odd white haze had settled over the Phoenix area, making visibility poor. It was like flying in Los Angeles. Ick.

Oak Creek VillageSo instead of giving my guests their Phoenix Tour and heading up the Verde River on Day 1, we took a shorter route to Sedona that overflew Lake Pleasant and stayed within several miles of the I-17 corridor. I figured I’d save the scenic flight for when visibility was better. I also expected visibility to be better in the Sedona area and was very surprised that it was not.

Of course, I watch the weather closely on these trips. Heck, I seldom go for more than a few hours without checking the forecast for the next three days and destinations. That’s how I knew the wind would kick up at the Grand Canyon for Day 2 and likely keep blowing through Day 3.

White Haze on Coconino PlateauThe flight to the Grand Canyon on Day 2 wasn’t anything special — except for that white haze that persisted, even up on the Coconino Plateau. Very odd for Arizona. It wasn’t blowing dust, either — the wind wasn’t strong enough for that. Just an ugly haze.

We got to the Grand Canyon in time for my guests’ helicopter tour with Maverick Helicopters. We then piled into my redneck truck, which lives at the Grand Canyon during the winter months, and went into the park. I set my guests free to enjoy their day at the South Rim and did my job: getting their luggage into their rooms. Then I relaxed in my own room. I’d been at the Grand Canyon so many times when the weather was so much better. I was tired and thought I’d take it easy for the rest of the day.

Of course, I still watched the weather. I wasn’t happy about what I saw for Day 3. Winds 25 gusting as high as 41 would make for a rough flight out of the area. And then there was the 90% chance of precipitation with 100% sky cover. The forecasters said to expect snow flurries with accumulations under 1 inch. This was a far call from the blizzard I’d experienced at Bryce Canyon the month before, so the snow didn’t worry me much. It was the cloud cover. I knew how low clouds could get at Grand Canyon Airport. If they came too low for a safe, VFR departure, we’d be stuck.

One of the drawbacks to scheduling a Southwest Circle excursion is that everything needs to be booked and paid for in advance. Last minute cancellations are not only costly, but they cause nightmares in merely making changes. For example, if we missed a Monument Valley date, we would likely not be able to stay there the next night — the place is booked months in advance. My guests were scheduled to take an Antelope Canyon Tour on Day 3 and a Lake Powell boat ride to Rainbow Bridge on Day 4. Although Antelope Canyon could likely be rescheduled, the boat trip could not. So weather delays cause nightmares for me during a trip. It’s for that reason that I usually can’t relax until we reach Monument Valley, normally on Day 4.

Grand Canyon DawnDay 3 dawned gray but with plenty of visibility. I even got out and snapped a few photos when the sun poked through some clouds and illuminated one of the rock formations in the canyon near Bright Angel Lodge, where we were staying. I grabbed some coffee, went back to my room, and checked e-mail. An hour later, I peeked out the window and saw that it was snowing.

It was 7 AM. We were scheduled to leave at 9 AM.

Over the next hour, visibility dropped to near zero and the snow came down hard and fast.

After dealing with an almost flat tire on my redneck truck, I called my guests and told them we’d be delaying departure. I got their room checkout time extended to noon.

By 9 AM, it was pretty obvious that we weren’t going anywhere anytime soon. I shot this video outside the Bright Angel Lodge, right on the rim of the canyon. (I added the voiceover later that night.) Trouble was, I couldn’t extend our stay at the Canyon and I had all those other activities scheduled.

My Redneck Truck, with SnowI felt bad for my guests. They’d spent a lot of money on this trip and now they were stuck at a scenic place with no scenery and no helicopter flight to get them to their next destination. So I became their driver for the day. After realizing that the truck was not likely to make it to Desert View (on the east end of the park) before the roads were cleared, we stopped at the Visitor Center and the Geology Museum before heading into Tusayan (the tourist town outside the park) for lunch. The plan was for them to see the IMAX movie across the street next.

By 1 PM, the weather seemed to be clearing out. As we ate lunch at a “steakhouse,” I came up with a plan. While they were watching the movie, I’d prep the helicopter for departure. If the visibility held, we could escape to the east and arrive in Page before dark. (I’d already rescheduled their Antelope Canyon tour for Day 5.)

Icy-covered HelicopterBut that plan failed miserably. When I got to the airport, I found the helicopter’s right side — the side facing the weather — completely iced over. The main rotor hub, the tail cone, and the tail rotor were all coated with ice. Even the skids looked frozen to the ground. And, of course, there was a good helping of snow in the fan scroll (again!) and even some inside the air intake port. The temperature had dropped by 10°F and it was now below freezing. It would not warm up again that day. The helicopter was officially grounded.

Cloudy CanyonI wound up driving them to Page. The trip should have taken just over 2 hours, but since the weather was clearing enough to see into the canyon, we made several stops along the way. We arrived in Page at 8 PM. I checked them into their room, made sure they were set for the next day’s boat ride, and checked into my room at the Day’s Inn.

Grand Canyon JuniperNow what I needed was a thaw — temperatures above 32°F. I must have called the AWOS number for GCN a dozen times before 10:30 AM on Day 4. Then I climbed into my redneck truck and made the trek down to Grand Canyon Airport. It took 2 and a half hours with just one stop to snap pictures of a very different (from the previous day) view.

The temperature was about 36°F when I arrived at the airport. The sun — my friend! — was playing hide and seek with thick, layered clouds. But the tour operators were all flying — visibility was great! Even the wind was not a factor. Most of the ice on the outside of the helicopter had melted. I just had to resort to my hot water trick to melt all the snow out of the fan scroll. After a good preflight, I started it up. A little rough at first and it took a full 10 minutes to warm up. But then I was ready to go and, after getting clearance from Grand Canyon tower, took off and headed east.

Echo CliffsThe flight was, for the most part, smooth. I ran the video camera (as you might expect) and captured some good footage over the Little Colorado River Gorge and along the Echo Cliffs. I set down on a helipad at Page Municipal Airport at 3 PM.

Today, the weather is clear with not a cloud in the sky. My guests are just finishing up their Antelope Canyon Tour. Tomorrow, we’ll continue on our way, winding up at Monument Valley in the early afternoon. So far, the forecast looks great.

Let’s hope it stays that way.

GPSTrack Turns My iPhone into a GPS Logger with Map

Here’s what an aerial wildlife survey looks like from the air.

This morning, I finished up an aerial wildlife survey with a client. It was the seventh day of this work I had this month. We only flew for 90 minutes. Our goal was to comb through an area with scattered bunches of ponderosa pines, looking for bald eagle nests.

GPS Track IconLast night, I prepped by downloading an app called GPSTrack for my iPhone. This $1.99 investment “allows you to use the GPS receiver in your iPhone or iPad to show your current location and create a log of your travels.” It can show a map of your track as you travel, updated in real-time. The resulting tracks can be exported via e-mail in GPX and KML formats.

Basically, it turns your iOS device into a moving map geologger.

Eagle Nest HuntI gave it a whirl for the first time this morning. As the helicopter was warming up, I turned it on and enabled tracking. Then I stuck the phone into my shirt pocket and flew. Ever once in a while, I pulled it out to take a peek and, sure enough, it not only laid down my track as I flew, but it had a trip computer that totaled miles and calculated current and average speed.

I flew for about an hour and a half, following the directions of my clients. That consisted of a lot of zig-zagging and looping around. I followed electric lines and flew around lakes. I flew up and down drainages and along cliff faces. My speed varied from about 30 to 80 knots. I flew over 130 miles, all within an area 10 miles wide by ten miles long.

We looked at the tops of a lot of trees. (We saw three bald eagles — one of which had just caught a fish and was eating it on the shore of a lake — but no nests.) When we landed back at the airport, I turned off tracking. Later, I took this screen shot of the completed track.

I also exported the track by tapping a button and sending the two track files (GPX and KML) to myself via e-mail. Opening the KML file on Google Earth resulted in an image like this:

Track in Google Earth

And here’s a closeup of some flying around one of the lakes. (No, I wasn’t drunk; just following instructions.)

Another GPS Track

Overall, I’m extremely impressed with the app. It did a far better job than I expected and was well worth the money I paid for it. In fact, I’m thinking that right about now, companies like Garmin and Magellan should be getting pretty nervous — it wouldn’t take much to add features to this app that match those in something like my Garmin GPSMap 60cx. Add the ability to tap and add waypoints and anyone with an iPhone (or iPad, for that matter) that includes a GPS wouldn’t need a standalone GPS unit anymore.

The only thing I’d like to see with this software is a different map — topo or terrain. I have very little use for road maps and don’t like the level of detail in satellite images when shown at the magnification for speeds I fly at (usually around 100 knots). I put in a request to the app’s author and he responded that it was on his list of things to do. I bet that if he sold a lot more copies of this app, he’d be motivated to keep improving it. (Hint, hint.)

If you give it a try — or have tried other similar software you like — take a moment to use the comments form or link to share your opinions. I’m always interested in GPS-related software.

Flying Wildlife Surveys

Probably some of the toughest flying I’ll ever do.

On Friday, I finished my fourth straight day of flying for a wildlife survey job. It was…well…exhausting.

Tight Spot

Eagles live in places like this.

This work is, by far, some of the trickiest and most dangerous flying I do. In this particular survey, we were looking for raptors — birds of prey. We were interested in nests. Nests are generally on high, rocky crags, normally on cliff faces. In order to see them, you need to be close. So I’m basically flying 25 to 50 feet off the side of cliffs, slow enough for the observers to look for bunches of twigs crammed into a rock shelf.

Cliff faces are not all at the same altitude. Some are high, some are low. Some are high and low at the same rock formation, requiring multiple passes at various altitudes. The high ones might be a few hundred or even thousand feet off the desert floor. Or they might be adjacent to a ridge or inside a canyon. Or inside a box canyon. The low ones could be 50 feet off the desert floor.

If the observers see a nest, I need to stop and hover so they can get a good look at it. They mark a location on a GPS and take photos. I have to keep the helicopter relatively stable in an out-of-ground effect hover.

We start with full fuel and fly until we need more. On Tuesday, one leg ran 3.4 hours. That’s 3.4 hours of constant, intense flying. I flew a total of 31.6 hours over the course of four days.

That’s an overview of what it’s all about. For my fellow helicopter pilots, I want to go into some detail. Read on.

Operating Inside the Shaded Area of the H-V Diagram

Height-Velocity Diagram, R44I wrote about the “deadman’s curve” about two years ago. If you’re a pilot, you should be familiar with it, perhaps by its less sensational name, “The Height-Velocity Diagram.” It indicates the airspeed/altitude combinations for which it is likely impossible to perform a successful autorotation in the event of an engine failure.

In other words, if you are operating in the shaded area of the diagram and have an engine failure, you’re probably going to crash.

I operate in the shaded area when I do cherry drying. After all, I’m about 20-30 feet off the ground, flying at about 5 to 10 knots. Of course, when I dry cherries, I do have all those soft, cushy trees under me. An engine failure means a totaled helicopter and some damaged trees, but I’d likely live to tell about it.

Not so with this flying. I’m operating all over that shaded area. Under me is rock — all kinds of rock. Boulders, gravel, sandstone, basalt — more kinds of rock than I know. It all has one thing in common: it’s very hard. It will not cushion a fall. Worse yet, most of it is on hillsides or ridges or equally uneven ground. So not only would we hit the hard ground, but we’d likely tumble. It would be very ugly.

I try not to think about it.

Settling with Power

Probably the biggest challenge is avoiding settling with power in out of ground effect (OGE) hovers. We were operating at altitudes ranging from 2,000 to 7,500 feet MSL, at temperatures ranging from 12°C to 25°C. With full fuel — which I had to take each time we refueled just so we’d have a full three hours of flight time between refuelings — we were within 100 pounds of max gross weight. (There were three of us on board.)

Settling with power, which is also referred to as vortex ring state, occurs when the helicopter descends into its own downwash. It’s an aerodynamic condition caused by enlarged rotor tip vortices. (You can read more about it on pages 11-5 through 11-6 of the Rotorcraft Flying Handbook.) Recovery is usually pretty easy: just get some lateral motion to break the helicopter out of the vertical descent. Unfortunately, you might lose quite a bit of altitude before you can recover. So while recovery from 2,000 or 3,000 feet AGL — where flight schools normally practice — isn’t a big deal, recovery from 100 feet AGL probably isn’t going to be successful. The key is to avoid settling with power — to realize that you’re descending before your descent slams you into the ground.

Settling with power, by the way, is the biggest danger to inexperienced pilots or pilots operating underpowered aircraft during aerial photo missions. It’s the main reason Robinson issued Safety Notice SN-34, which recommends a minimum of 500 hours PIC time for all pilots conducting aerial photography missions. I discussed it as it related to an R44 accident here. It’s also the reason I believe anyone doing serious aerial photography in an R22 should have his head examined.

OGE Hover Chart, R44The OGE Hover chart for my Raven II shows the expected performance in zero wind. Fortunately (and unfortunately) we did not usually have zero wind. The wind was blowing at sustained speeds up to 15 knots with gusts up to 25 knots. It was also blowing from different directions, depending on where we were flying — did I mention that we covered hundreds of square miles of land during the four-day period? So the challenge was knowing where the wind was coming from, trying to point into it whenever possible, and holding a steady hover while the observers did their thing.

Of course, sometimes it just wasn’t possible to point into the wind while maintaining a hover. The worse was when the wind was behind us, gusting, trying to blow the tail one way or the other. Then I’d be dancing on the pedals to keep us straight. Once in a while, I’d run out of left pedal when I was a lot closer to a cliff face than I wanted to be. Or sometimes — especially on the last day when the wind was really howling — the wind blowing over the hills and rock faces around us was setting up some nasty pockets of turbulence that offered no wind consistency at all. I’d be working the controls, keeping us as steady as possible and realize that I just couldn’t hold the hover. I’d apologize to my clients as I veered away from the cliff face, gathering speed as I descended. Then I’d come around from the other direction and, if I were lucky, the wind and turbulence would let me get the 30 to 60 second hover I needed. Or not. And then I’d have to come around again.

Escape Route

In this photo from Wednesday’s flight, my observers are examining the rock face on the left and I have a perfect escape route toward the desert floor on my right.

The real key was to make sure there was always an “escape route” — a place to go if I began to settle. I preferred having that escape route on my right, where it would be easy to peel away with a clear view of where I was going. I also preferred having at least a few hundred feet of empty space beneath us in that direction. But sometimes I had to operate in a tight area between two cliff faces or beside a cliff with a ridge beneath us or beside a cliff only 50 or 100 feet off the desert floor. There was no room for error.

Tight Spot

By contrast, in this area, I was not only flying directly into the sun, but there’s a ridge line beneath me and mountains to my left and ahead of me. The only escape route is down to my right, after I’ve cleared the ridge. (The adrenaline-pumping spot I refer to in the narrative was much tighter than this.)

I got into a tight spot once with a cliff face on my left and a ridge line only 50 or so feet beneath us on my right. The only escape route was behind me, back between two arms of the mountain. The wind was wicked weird in that spot, blowing from the other side of the cliff and I was dancing hard on the pedals to keep us pointed the way we needed to point. When we started to settle, for a moment, the helicopter would not go in the direction I wanted it to. We were descending right into the ridge. I felt a small rush of adrenaline just before we finally started to move where I wanted to go. It was probably the closest I came to a mishap during the entire job.

Obstacles, Birds, and Traffic

Tower and Cliff

This shot gives a good idea of how close we came to cliff walls; mind you, this was shot with a very wide angle lens. The tower in the distance had 9 or 12 unmarked guy wires.

Did I mention the obstacles? Of course I mentioned the cliff faces and ridge lines — those were par for the course. But there were also a few towers, including one nasty tall one with guy wires.

And then there were the birds. In some cases, the eagles we saw would be perched on a rock, watching us fly by. We didn’t phase them in the least, even when we got close enough to look them in the eye. Other times they were flying nearby, unafraid of us. One came dangerously close to my main rotor disc as we flew past. Another decided that we were invading his territory and did what my clients said was a display to defend it: he flew straight up into the air, above our altitude, then tucked his wings under and dove straight down past us. This bird did this at least six times, giving us a show that would have made great footage for Animal Planet. As my clients said, “That’s one pissed off bird.”

Traffic wasn’t a big deal. We were operating near a tour helicopter area and, because of that, I had to monitor the tour traffic frequency. We were seldom high enough to be in their path and, when we were, we were hovering beside mountains where they shouldn’t be with passengers. I suspect they might have seen us poking around the mountains — a tiny red dot on the desert landscape far below — but I kept quiet and just listened, trying to figure out where their reporting points were. I wonder if they made the connection when they saw us back at the airport during our refueling stops.

My passengers got a real kick out of seeing them fly across the desert above us, one after the other, as if they were playing follow the leader.

Fatigue

I’ll be honest — since my days flying at the Grand Canyon, I’ve seldom flown more than 5 or 6 hours in a day. And just about all my previous long days of flying have been either for tours or point-to-point cross-country trips — easy stuff. For this job, I was flying 8 or more hours a day, starting not long after dawn.

Restful Flying

Long stretches of high-speed flight over open desert was time for rest.

To be fair, some days had a considerable amount of point-to-point flying. For example, on the last day, I had to fly to New Mexico in the morning and return to Arizona in the afternoon — those two cross-country flights were just over 2 hours each. Other times, we needed to fly from the refueling point to the survey area or speed across the survey area from one likely habitat to another. I considered that flying my “rest” time.

The actual survey flying was intense, requiring both hands and feet to be firmly on the controls, making constant inputs. And although I know I can fly the helicopter with just two fingers on the cyclic and collective, it’s not easy to do when sudden gusts of wind or turbulence are trying to yank to cyclic out of your hand. In other words, I applied my “cyclic death grip” — a surefire way to tense up the rest of my body for the duration.

Compounding matters is that with both hands busy, it was impossible to grab a sip of water. I had to wait until we’d finished an area and were cruising to the next to get a drink. Sometimes that would be 30 minutes or more. The whole time, we’re flying in the desert. When facing into the sun, the cockpit got hot. Not brutally hot, like it would be in the summer, but hot enough to sweat. The helicopter’s vents were wide open, but with airspeeds typically less than 30 knots, there wasn’t much air coming in. Dehydration was a real danger.

Each flight, I did my best to maximize fight time between refuelings. That meant knowing exactly when to turn back. On our first day, when we were relatively close to the airport, the low fuel light came on just as we were coming in over the airport for landing. I managed to get 3.4 hours of continuous flight time on full tanks.

But as time went on, my fatigue started to wear me down. On the second day, I told my clients I wanted to go in for fuel when we could have easily flown for another 20 or 30 minutes on the fuel we had. I needed a break.

That pretty much set up a pattern for the rest of the job. We’d start very early in the morning and do two flights of about 3 hours each, then take a break for lunch. After lunch, I got my second wind and was good for the rest of the day.

Experience that Counts

Overall, the experience was very good for me as a pilot. It required me to stay in tune with my helicopter and make it do exactly what I needed it to. It built flying skills and gave me plenty of practice using the skills I already had.

As I was doing this work and watching the tour pilots fly by overhead, it struck me how unfair the experience numbers game is. Any helicopter pilot can do what those guys do — fly from one airport or landing zone to another, high over open desert on a predetermined route on a beautiful spring day. They’re taxi drivers of the sky, shuttling people from one place to another. They’re not facing the Deadman’s Curve or concerns about settling with power. They’re not dancing on the pedals to maintain heading in a hover, fighting turbulence, keeping an escape route in sight at all times. There are no obstacles, few birds, and all the traffic knows exactly where you are. There’s no need to engage the cyclic death grip; two fingers give you all the pressure you need to stay in control.

Yet because these guys are flying turbine helicopters on their tour routes, their flight time is worth more than mine. To them, I’m just a “Robbie ranger,” not even worth treating with courtesy when I fly into “their” airspace. In their minds, they’re hot stuff, turbine helicopter pilots, tomorrow’s great aviators. They haven’t got a clue about real helicopter flying.

Worse yet, their turbine flight time is more valuable to employers than my time. I can fly circles around these guys in my little piston helicopter, but because they fly turbines, they’ll get jobs I can’t qualify for because I don’t have those turbine hours. It’s not fair, but it’s a fact of life — one I have to deal with if I ever do decide to get a job working for someone else. Until that day comes, however, I’ll be satisfied building real flying skills in the aircraft I fly.

And hopefully, by sharing what I learn here, some of those guys will get an idea of what they’re missing.

My Epiphany about Clients and Jobs

I finally realize that the key to success in my business is good clients with good jobs.

At Boulder City
N630ML at Boulder City, NV during a recent charter flight.

I’ve owned my helicopter charter business since October 2001, when I started it with a commercial pilot certificate and a Robinson R22 Beta II helicopter. In 2005, I got serious: I upgraded to a Robinson R44 Raven II and got a Single Pilot Part 135 certificate from the FAA. So I count January 2005, when I took delivery of the helicopter, as my serious start date.

But it was just this past week that I had an epiphany about my business and the key to its success.

Let me tell you about it.

My Original Strategy

Since day one of my business — even in the R22 days — my goal was to maximize flight time, with the idea that it would also maximize revenue time. This caused me to do several things that were really not in the best interest of my company:

    How Groupon Fits In
    I just had to add this side note because it really does apply. Groupon is perfect for businesses who want to sell a ton of products or services below their cost. (Why anyone would want to do that is beyond me.) Businesses justify the deep discounts that Groupon requires as an “advertising expense.” But it’s likely to be the most expensive and least effective means of advertising a business could try. Sure, you’ll get lots of customers, but will you ever see them again without a Groupon certificate in their hands? I wrote extensively about Groupon here and here.
  • Appeal to the lowest common denominator. I assumed that one way to maximize flight time was to make flights cheap enough for most folks to afford something. In the beginning, I actually offered 15 minute flights. Trouble is, it takes just as much time to preflight and postflight the aircraft for a 15-minute flight as a 2-hour flight. So I would spend two hours of my day to get 1/4 hour of revenue. (What was I thinking?) Later, I upped the shortest flight to 30 minutes.
  • Offer rides at outdoor events. This is part of the lowest common denominator concept, but in this case, I offered a bunch of short rides — usually 8-10 minutes each — during one or two day events. When things were good, I’d do great. We had lots of really good events. When things were not good, however, I’d lose money, sometimes spectacularly. I recall our Lake Havasu Spring Break disaster, which cost about $2K in setup, fees, and repositioning time for a total of 9 rides. I pulled the plug after just two days. (To this day I harbor bitter feelings about the little shit kids on spring break, interested solely in beer and boobs.)
  • Make “special deals” on pricing. I cannot tell you how many clients attempt to weasel down my pricing by telling me about their budget. Photographers and real estate people are notorious for this. For years, I’d “work with them” to keep my prices low, just to get their business.
  • Donate flights to charities in exchange for free advertising. Let’s face it, who really looks at sponsors in the booklets at those charity events? The last straw was when I discovered that my company was not mentioned in a sponsor booklet at all.
  • Spend money on ineffective advertising. I tried newspaper advertising, magazine advertising, tour guide advertising, and even foreign language tour guide advertising. I tried trifold brochures and rack cards in racks I had to pay to be placed in. I tried radio advertising. I tried Google Adwords and Facebook ads. Although I don’t have exact numbers, I am absolutely certain that I spent at least five times more than what I received in revenue through customers gained by these efforts. I didn’t even get that many calls. The few that mentioned the rack cards were either looking for a tour over the Grand Canyon (which I can’t do) or trying to buy a cheap (less than $50/person) helicopter ride.
  • Work with hotel concierge staff. Part of a concierge’s job is to find things for their guests to do. Helicopter flights are a good option. There are four drawbacks to working with hotel concierge staff:
    • No matter how much printed material you provide to describe your tours in detail, they never seem to understand what you can do. Evidently, once they file the 16-page, full-color Information Package I send them, they can’t be bothered to consult it.
    • If you’re not in their face every week or so, they won’t remember you. I don’t have time to schmooze 20 different concierges all over the Phoenix/Scottsdale area every week.
    • Staff changes; the person you schmoozed last week may have moved back to Minnesota this week, so now you’ll have to schmooze her replacement. Honestly, I can’t keep track of them all.
    • They won’t even consider recommending you unless they get a good sized piece of the action. Like 20% off the top. My margins are so thin that if I paid that, they’d make more money than me.

The underlying goal of all of this was to get any work I could, just to have work. This is how I thought it should be. Seems to make sense, no?

Strategies Change

As I’ve already hinted, I began to get smart about my strategy as time went on.

  • I stopped offering short, cheap flights. I now have a one-hour minimum for any flight.
  • I stopped doing rides at events unless the event is within 30 minutes flight time of my base or guaranteed to draw a good-sized crowd of families.
  • I no longer offer special deals. My price is my price. Take it or leave it.
  • I no longer donate flights to any charity. (Hell, it’s cheaper to just write them a check.)
  • I slashed my advertising budget. Now I rely on word of mouth, rack cards placed in free places, and a Web site that apparently Googles pretty well.
  • I cut concierge commissions to 10% and, other than sending out the Concierge Package at the beginning of the season and answering their occasional calls, I don’t contact them at all.

You’d think that drastic changes like these would reduce the amount of business I get. It didn’t. In fact, I seem to get more calls and more conversions of those calls to real business.

Think Different

Still, the amount of business I got was barely enough to support my helicopter operation. I certainly couldn’t quit my “day job” as a writer. There’s a lot of competition in the Phoenix area, with at least three helicopter flight schools that have many aircraft and qualified pilots at their disposal. Clearly, I needed to set myself apart from them.

One way I did this was by offering day trips and multi-day excursions. This was something my competition was not willing to do — they simply couldn’t take a helicopter offline for a whole day or multiple days.

Another way I differentiated myself from others was to agree to fly as needed for any kind of mission I was permitted to do. You need me to chase a race car around a track 50-100 feet off the ground? I’ll do it. You need me to fly alongside a cliff face at 20 knots? I’ll do it. You need me to fly sideways low over a golf course from tee to green? I’ll do it. The flight schools won’t. That’s “dangerous” flying and they’re not willing (or able due to insurance limitations) to let their pilots fly like that.

Just being willing to say yes, was a great way to increase my business. Still, my overall strategy was to fly as much as possible for whoever hired me to fly. That mean focusing on the quantity of jobs and not on the quality.

My Epiphany

Wildlife Survey

Nosecam image from one of my recent wildlife survey flights. The work is difficult and dangerous, requiring me to fly alongside cliff faces hundreds of feet off the desert floor.

And that brings us to this past week. I was hired by a client to do a four to five day wildlife survey. I’d flown for this client three times before, most recently in February. In each instance, it was a one-day job with some intense flying. But this year, the client hired me to fly multiple missions, some of which would last multiple days.

This week’s job lasted four days. It would have gone a fifth, but we worked our butts off to finish what could have been two days’ work in just one very long day. (I took off from my base before sunrise and returned after sunset.) In that four days, I flew 31.6 hours. That’s more than I normally fly in a month.

And guess what? I’ve got another three days for the same client company next week. And another one or two days in the beginning of April. And possibly another two or three days in May.

That got me thinking about how much revenue comes from a job like this. A very good amount.

And that got me thinking about similar jobs that bring in a good chunk of revenue from consistent sources, like my cherry drying work, which actually made my company profitable for the past two years in a row.

It also got me thinking about clients like this — repeat clients that call me out for jobs again and again. Like the aerial photography clients I work for at Lake Powell and the people they directly or indirectly send my way.

It got me thinking that although the work I do for these people is a hell of a lot more challenging than flying tours around Phoenix or taking a couple up to Sedona for the day, it’s this work that earns real money. The money to not only keep my company afloat, but the money to make it profitable.

And that got me wondering why I’m still chasing around the odd flying job, dealing with difficult one-time clients and their sometimes outrageous needs, and, in general, doing flying jobs I simply don’t want to do.

These thoughts, one after another, formed my epiphany: a business like mine thrives on the work it does for a handful of good clients. Rather than trying to attract and please one-time clients, I should be working harder to find the good repeat clients who appreciate what I can do for them and rely on me to get the job done.

Now if you’re a business person and have already reached this conclusion, please don’t think poorly of me. Maybe I’m a little dense. Maybe I just didn’t see the big picture until now. But now that I’ve seen it, I’m looking at my business model in a completely different way.

Flying M Air’s Arizona season ends in May. Next season will be very different.