A European-based simulator manufacturer had built a strong reputation in their home market for delivering advanced flight training devices across multiple aircraft categories. With growing demand for pilot training capacity in North America—driven by airline hiring surges, military modernization, and expanding flight schools—the company identified the U.S. and Canada as key markets for expansion.
Despite their technical excellence, the client faced several hurdles:
No Brand Recognition: Entering North America with virtually no name recognition meant competing against long-established simulator providers with deep customer loyalty.
Regulatory Barriers: Navigating FAA and Transport Canada requirements for certification of training devices.
Market Access: Identifying high-potential U.S. flight schools and universities, airlines, and defense customers while overcoming entrenched competitors.
Local Partnerships: Establishing relationships with U.S. distributors, aviation associations, and economic development agencies to build credibility and support.
– Regulatory Navigation: Provided step-by-step guidance on FAA Part 60 simulator qualification standards and Transport Canada approvals, aligning technical specifications with North American requirements.
– Market Intelligence: Conducted a competitive landscape analysis and identified key regions—Texas, Florida, and Ontario—where demand for training devices was highest.
– Partnership Development: Facilitated introductions to aviation training associations, and government economic development offices to support local presence and investment incentives.
– Brand Positioning: Developed a North American branding and messaging strategy to build recognition and trust in a new market.
– Go-to-Market Strategy: Structured phased entry beginning with sales, followed by local technical support hubs and eventual assembly/production capability.
Our combination of deep U.S. aerospace and defense knowledge, hands-on regulatory guidance, and direct relationship building allowed the client to skip months — if not years — of trial and error.
