Aerospace cutting tools and the aerospace industry have changed in the past decade. Ten years ago, composite machining was a new technology and aircraft engines and airframes were produced from exotic alloys. Materials development, as well as do the tools for the production of engine and airframe components. It is in this way that cutting tools have evolved from HSS to solid carbide and then carbide with coatings to accommodate exotic materials and, more recently, synthetic materials.

Carbide has since improved with new and finer grades that offer improved strength and productivity. Improved grades of carbide and new geometries and coatings enhance productivity. However, with aerospace cutting tools, the search has been to have a single tool capable of multiple operations. Composite aircraft skins are penetratable by diamond tools graded for a particular composite type, composite grade specific cutters. The same is also true of PCD tooling used for milling and routing composite sheets.

High tolerance machining
The development of diamond coatings and carbide grades for processing composite and exotic alloy machining are only one element of change over the last ten years. Tight tolerance bands, complex cutter forms, and then adding the class specific coating for the especially tool are the challenges faced by the manufacturers.

Tolerance levels of critical components are high important when aircraft work at extreme speeds with the pressure and forces acting on critical parts. The faster the turbine rotation, the tighter the manufacturing tolerance required. There is no room for loose tolerances in the modern industry. To make parts to these increasingly critical tolerances with ever more complex components and form tools is the challenge.

Aerospace standard tools for a specific material or tolerance, demand that all cutters have individual inspection reports. Certificates of conformity enable OEMs to push their quality control procedures onto the supplier thus relieving repetitive in-house quality control processes. Tools supplied to the aero industry are mostly in fact no longer standard items. 60% of aerospace cutting tools are specials.

Aerospace industry is program-driven, and it takes years to develop a new aircraft. Besides this, it is highly vulnerable to outside forces like budget approvals. So, a supplier has to prepare himself for high risks involved in the production.

How to Market to Aerospace Industry:
Maintenance, repairs and operations are the key areas where a great deal of opportunity exists for top as well as low level suppliers.

As a top-level supplier, you can work as system integrator while you have to look at the R & D aspects, repair and maintenance responsibilities and after sales services as a low-level supplier.

You can use the following marketing tactics to seek attention of aerospace manufacturers and aircraft programmers:

● For promoting new products and technologies, you can use print as well as online advertising. Special magazines and websites have found to be the best places to advertise your products and services.

● It is essential to generate leads and build relationships. Nothing can be more beneficial as referrals and goodwill.

● Sponsoring events like air shows and joining industry associations can help you make your presence known and have direct interaction with the prospective clients.

● A technical level meeting and presentation can let your clients feel that you understand their needs. If they ask for changes in the product, you can provide them customized ones.

● You should not act a product seller but as a risk sharer and relationship builder.

● Supply chain management is another area where you can explore.

● Do all the tasks from manufacturing, assembling to integrating components.

● For improvement in your performance, you should keep yourself involved with the developing aircraft programs.

Whatever marketing techniques you follow to reach the prospects, you should not forget that a good performance is essential for long run survival. Aerospace industry is considered very vital to the country’s security and growth and that’s why it deals with the people who are trustworthy and efficient and apt in performance. So, to sell your product and services to this industry, you have to be more disciplined in your approach.

You can seek out help of marketing advisers to prepare marketing program which is suitable for this industry type. Websites also provide useful tips to customize marketing efforts according to the industrial needs.