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Navigating 360°
Rolland Vincent Associates


WHAT WE DO


WE DEVELOP CUSTOMIZED RESEARCH SOLUTIONS FOR THE AEROSPACE AND AVIATION
INDUSTRY.

MARKET RESEARCH

We analyze customers, markets and competition.

FORECASTING

We forecast demand for new products and services.

BRAND ANALYSIS

We research brand impact, positioning, and trajectory.



STRATEGIC PLANNING

We create actionable strategies to position our clients to capture new business.

INDUSTRY COMMUNICATIONS

We design concise communications to inform target audiences.




“RELEVANT. CLEAR. EFFECTIVE.”


WHAT WE'VE DONE


HERE ARE SOME EXAMPLES OF WORK WE'VE DONE RECENTLY; CLICK THE IMAGES FOR DETAILS
ON EACH PROJECT.

SUPERSONIC BUSINESS JET

Project Attributes &

Delivery Forecast

STRATEGIC PLANNING

Regional Aviation

Development Plan

CUSTOMER SERVICE

Customer Strategy

Development

PROFITABILITY

Assembly Plant

Profitability Study

AIRCRAFT INTERIOR RESEARCH

Aircraft Interior

Options Study

ACQUISITION/JOINT VENTURE

Fractional Ownership

Business Creation

CUSTOMER INTELLIGENCE

OEM Sales &

Services

DEMAND ASSESSMENT

Transborder Regional

Aircraft

INDUSTRY DASHBOARD

Executive-Level

Industry Reports

CUSTOMER REQUIREMENTS

MRO Turboprop

Engine

SALES FORECASTING

New Personal

Jet Family

PRODUCT DEVELOPMENT

Bolstering Demand

for Business Jet

PRODUCT ATTRIBUTE ANALYSIS

Determining Optimal

Product Design

FOCUS GROUPS

Facilitation & Analysis

of Feedback

5-YEAR BUSINESS PLAN

Business Plan for

Manufacturer

DEMAND FORECAST

Creation of 10-Year

Forecast Model

ACQUISITION ASSESSMENT

Evaluation of Asset

Acquisition

MARKET REQUIREMENTS

Adjusted Product

Positioning



MEDIATING ACQUISITION

Facilitated OEM

Acquisition

STRATEGIC 5-YEAR PLAN

Plan for Regional

Trade Organization




WHO WE ARE


CLICK THE IMAGES FOR DETAILS ABOUT US.

ROLLAND (ROLLIE) A. VINCENT

President

 * 

JENNIFER L. NICE

Director of Research and Analysis

 * 

Drawing from more than 30 years of aviation experience, we provide
state-of-the-industry intelligence to help customers navigate for global
aviation leadership.


WHO WE WORK WITH


WE HAVE WORKED WITH CLIENTS FROM ALL CORNERS OF THE AVIATION INDUSTRY. OUR
CUSTOMERS INCLUDE:

AIRCRAFT MANUFACTURERS

ENGINE MANUFACTURERS

AEROSPACE SUPPLIERS

AIRCRAFT OPERATORS

AIRCRAFT BROKERS & DEALERS

AIRCRAFT APPRAISERS

AVIATION MAINTENANCE AND GROUND SERVICE PROVIDERS

BANKS AND EQUIPMENT LESSORS

AEROSPACE INVESTORS

AVIATION TRADE ORGANIZATIONS

GOVERNMENT & REGULATORY AGENCIES




CONTACT US


WE ARE HERE TO SERVE YOUR NEEDS.


Send Message


SUPERSONIC BUSINESS JET

Project Attributes and Delivery Forecast

We created and globally fielded a customized web survey to determine purchase
interest and to gather product attribute and price sensitivity feedback from
prospective owners and operators of an in-development supersonic business jet.
The project included a series of one-on-one meetings with key decision makers
and high net worth individuals in North America, Europe, the Middle East and
Asia Pacific.

Close Project


STRATEGIC PLANNING

Regional Aviation Development Plan

On behalf of a regional aviation association, we created a business aviation
database, highlighting aircraft fleets, operators, suppliers, infrastructure,
and the aviation legal and organizational framework. We assessed the region’s
key successes, and identified and prioritized the primary challenges facing
aircraft operators. We then crafted a strategic plan, outlining recommended
steps and procedures to resolve or minimize the primary challenges facing
regional aircraft operators through the year 2020.

Close Project


CUSTOMER SERVICE

Customer Relations Strategy Development

We have conducted multiple studies on behalf of one of the world’s leading
business and general aviation aircraft manufacturers to refine the company’s
understanding of the competitive environment, to benchmark key competitors, and
to create go-forward strategies in customer service and support. These studies
included an assessment of in-house versus 3rd party-provided maintenance, repair
and overhaul (MRO) approaches, with a focus on North American and European
operations.

Close Project


PROFITABILITY

Assembly Plant Profitability Study

The general aviation and business aircraft manufacturer was interested in
improving the performance of a business unit in which it had made a large
capital investment in plant, facilities, tooling, and training, with government
support linked to job creation in an underdeveloped region. This modern aircraft
assembly plant was not achieving desired returns on investment, and product line
margins were unacceptable. The consultant led a cross-functional team from
strategy, business development, sales and marketing, supply chain management,
finance, operations, and engineering over a 30-day period, ultimately leading to
recommendations and a presentation to the CEO of the parent company.

Close Project


AIRCRAFT INTERIOR RESEARCH

Aircraft Interior Options Study

The manufacturer of a new business jet family was interested in estimating the
demand for various customized interior options and features, including cockpit,
cabin, and other options. We conducted a study to evaluate the likely demand for
each of a series of options (each incorporating unique cost, weight,
performance, and product attributes) prior to aircraft certification. This
analysis was helpful to the manufacturer in understanding customer tastes,
engineering desirable options “packages”, and procuring and planning for the
necessary production inventory. The OEM subsequently incorporated key
recommendations of the study into its marketing campaign, including a new
aircraft cabin and cockpit mock-up and updated marketing communications
(aircraft and options brochures, specification and description document, product
imagery, website).

Close Project


ACQUISITION AND JOINT VENTURE

Fractional Ownership Business Creation

The objective was to establish an entry-level fractional ownership business to
support the sales and marketing of new aircraft by a leading business jet
manufacturer. The project involved identifying a target company for acquisition,
negotiating the joint venture deal, developing and implementing a business plan,
identifying key team players, and successfully launching the company.

Close Project


CUSTOMER INTELLIGENCE

OEM Sales and Services

We have been engaged on multiple occasions by a leading aero-engine original
equipment manufacturer (OEM) to gather customer intelligence on preferred
approaches, likes and dislikes with the current levels of customer service
provided in the industry. Methodologies for data collection included operator
focus groups, survey questionnaires, and one-on-one meetings with aircraft
owners, operators, flight and maintenance professionals, and MRO service
providers.

Close Project


DEMAND ASSESSMENT

Transborder Regional Aircraft

This two-pronged study involved estimating both market demand and market share
for regional airline services following the proposed deregulation of transborder
limitations on flight frequencies and airfares. The methodology included a
regression analysis of both constrained and unconstrained demand, and a
projection of traffic flows over competitive industry networks and schedules of
both mainline and regional scheduled carriers. The research was instrumental in
garnering public and private sector support for regulatory change and expansion
of scheduled international airline services.

Close Project


INDUSTRY DASHBOARD

Executive-level Industry Reports

We provided on-going support to an aero-engine OEM in the form of monthly
state-of-the-industry dashboards. These are data-rich executive-level reports
and presentations on the business aircraft industry, including a summary of
competitive developments (e.g. deliveries, financials, order backlogs, new
product development), economic and regulatory changes, and other issues of
importance to the customer.

Close Project


CUSTOMER REQUIREMENTS

MRO Turboprop Engine

One of the world’s foremost independent MRO organizations engaged us to conduct
a series of telephone and internet surveys of customers with the objective of
determining upcoming overhaul and hot section inspection (HSI) opportunities,
and more specifically accounts that were most amenable to a direct sales
approach. The client was concerned about level-loading its facilities with work
given the economic recession and reduced demand across the industry for MRO
services. We supplied both the required research, an updated database to
populate the client’s CRM system, and a strategic overview of the market
prospects for the client’s range of services.

Close Project


SALES FORECASTING

New Personal Jet Family

An OEM with primary experience in FAR 25 and military aircraft development was
seeking customer input regarding a conceptual design for a single-turbofan
personal jet family. Our work included the development of a targeted worldwide
survey of high-end piston, turboprop and light jet owners and operators to gauge
their reaction to the design in relation to other aircraft in adjacent market
segments. Data collection was performed through a blind, password-protected
internet survey and focus groups. The final report was presented to the
company’s senior leadership, and included a full-day workshop with the
engineering design, development, certification, and business development team.

Close Project


PRODUCT DEVELOPMENT

Bolstering Demand for Business Jet

The aircraft manufacturer was discouraged with sales of its new-technology light
business jet, which had absorbed hundreds of millions in capital but was not
being enthusiastically received by the traditional owner base. The consultant
initiated a voice-of-the-customer research study, reaching out to existing
operators of the aircraft and others in step-up segments in the OEM’s product
portfolio, as well as its competition. The consultant identified product,
service and support, and marketing (price, product, place, promotion)
improvements that could bolster demand. The recommendations were included in a
product update (block point change) that was subsequently and successfully
launched in the market.

Close Project


PRODUCT ATTRIBUTE ANALYSIS

Determining Optimal Product Design

This conjoint analysis study included primary data collection through an
internet-based survey to gather expert opinion on various combinations of
business jet product attributes (cabin, range, price). Working closely with the
product engineering team, eighteen different business jet designs were tested
based on cabin, range, and price tradeoffs, and an optimal design was
recommended for business case modeling and wind tunnel testing.

Close Project


FOCUS GROUPS

Facilitation & Analysis of Feedback

We have been engaged on multiple occasions to organize and facilitate multi-city
focus groups with business aircraft owners and operators. These focus groups
have been primarily oriented towards new product development inititatives, where
the feedback of customers is vital to the aircraft design process.

Close Project


5-YEAR BUSINESS PLAN

Business Plan for Manufacturer

This general aviation and business aircraft manufacturer engaged the consultant
to develop and implement a strategic planning process for the entire business,
and to lead the creation of the 5-year strategic business plan. Working closely
with an integrated team of business leaders from both commercial and military
business units, the project was completed over an intense 30-day period with the
full support and confidence of the CEO and his leadership team.

Close Project


DEMAND FORECAST

Creation of 10-Year Forecast Model

We were hired to develop a 10-year demand forecast and market share model to
estimate volumes for an all-new business jet for an existing OEM. Key
considerations in the model included product attributes, pricing, branding, and
“what-if” competitive reaction scenarios. The aircraft was subsequently and
successfully launched.

Close Project


ACQUISITION ASSESSMENT

Evaluation of Asset Acquisition

We were hired to evaluate the potential purchase of a piston aircraft
manufacturer’s assets after the company had filed in the United States for
Chapter 11 protection. We reviewed the competitiveness of the product line, the
soundness of the company’s plan for emerging from bankruptcy, and made a
recommendation as to how to proceed.

Close Project


MARKET REQUIREMENTS

Adjusted Product Positioning

This business aircraft manufacturer had been actively designing a family of
business jets with a high degree of product commonality. Since initiating their
design work, other competitors had announced new aircraft in adjoining market
segments. The OEM engaged the consultant to work on-site with its design,
program management, and sales and marketing teams to update prior research,
develop a market requirements and objectives study, and recommend new product
positioning (price, performance, product attributes) as a response to the
competitive threat. These recommendations were enthusiastically embraced by
senior leadership and the aircraft program management office.

Close Project


MEDIATING ACQUISITION

Facilitated OEM Acquisition

We provided consulting services to a group of investors seeking to acquire the
assets and product line of an existing business aircraft OEM. Our services
included due diligence, product line financial planning, and introducing the
senior leaders to each other.

Close Project


STRATEGIC 5-YEAR PLAN

Plan for Regional Trade Organization

We were engaged to lead the development of a 5-year strategic plan for a
business aviation trade organization in one of the world’s fastest growth
regions. The multi-step, 4-month project included participating in a symposium
to meet key stakeholders, begin to identify key issues specific to the region,
and immerse the project team with local leaders and decision-makers. A web and
telephone survey was created to generate a unique database to support the
project and provide intelligence to the trade organization’s leadership team. A
detailed list of priorities was established and a 5-year roadmap was developed
to help guide the organization achieve rapid growth in membership and influence.

Close Project


ROLLAND (ROLLIE) A. VINCENT

President

With a 30-year background in aviation market research, economics and statistics,
Rollie has held senior leadership positions in marketing, strategy, business
development, and consulting. His roles have included Vice President of Strategy
and Business Development at Cessna Aircraft, Director of International Airline
Analysis at Bombardier Aerospace, Director of Marketing, Strategy and Business
Development at Flexjet, and Director of Strategy and Communications at Learjet.
At Cessna, he led the multi-disciplinary Strategic Planning Council and
facilitated the company’s Product Planning Team with responsibility across the
entire piston-through-jet product line. He began his aviation career as an
economics and statistics analyst in ICAO’s Air Transport Bureau.

As a consultant, he focuses on aviation market research and forecasting, with a
client base that includes the world’s foremost business aircraft manufacturers,
their key suppliers, and the investment community. Since 2011, he has partnered
with JETNET to develop and deliver JETNET iQ, a leading advisory service for
business aviation. JETNET iQ’s unique features include independent, quarterly
analyses of the state of the industry, including proprietary business aircraft
owner/operator surveys and 10-year delivery and fleets. As an industry expert,
he has spoken at a wide range of conferences and events, including Federal
Aviation Administration (FAA), National Aircraft Finance Association (NAFA),
National Aircraft Resale Association (NARA), Transportation Research Board
(TRB), National Business Aviation Association (NBAA), Corporate Jet Investor,
SpeedNews, Wichita Aero Club, and JETNET iQ Global Business Aviation Summits. A
resident of Plano, Texas, he is a private pilot and holds a BA and MA in urban
and economic geography and MBA in international business and marketing from
McGill University.

Close Details


JENNIFER L. NICE

Director of Research and Analysis

Jennifer Nice has more than 25 years experience in corporate finance, banking,
auditing, and economic and aviation industry consulting for institutions such as
Royal Bank of Canada, RBC Capital Markets, and PriceWaterhouse. With a
background in financial and data analysis, strategy, costing, and commercial
real estate, she has led special project teams and held project management and
managerial positions in finance and cost accounting.

At Rolland Vincent Associates, she designs and develops web-based surveys, cost
and financial models, and analytical tools on aircraft deliveries, fleet and
retirement forecasts. She maintains rigorous aviation survey databases, and
develops tabular and graphical presentations of complex information that are
tailored to a broad range of audiences. A resident of Plano, Texas, she has a
Bachelor of Commerce in accounting from Concordia University and an MBA in
finance and marketing from McGill University.

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Contact Info
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CONTACT INFORMATION

MAILING ADDRESS:

6009 West Parker Road

Suite 149-112

Plano, Texas 75093

USA

TELEPHONE:

+1 (972) 439-2069 (US Central Time)

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