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Let us now discuss the subjects in which the Sales and Operations Committee will be interested. The first and most important on we'll call "How to Get the Business." 

There are three major types of customers with whom a helicopter operator usually does business. These are contract customers such as governmental agencies, regular or year-round customers such as farmers and power line companies and the seasonal customers like Chambers of Commerce or Shopping Centers who sponsor Santa-by-Helicopter Landing Programs. Let us consider the contract customers first. 

The four big nation-wide customers today are the U.S. Geological Survey, the Army Map Service and the U.S Forest Service. There are some smaller ones also such as various State Forest Service and the U.S. Forest Service. There are some smaller ones also such as various State Forest Services, the State Bureau of Chemistry in California and various oil companies. the majority of the work is centered in the western part of the United States or Alaska. Lately, however, there has been increasing activity along the Gulf Coast, Central America, and on the Northern Coast of South America. In order to obtain one of these contracts, an operator must figure his costs very carefully and must have a large supply of spare parts. His crews must also be experienced in field operations of this sort. The work is not easy, but the profits are still generous with a well planned operation. New operators would do well to get a year or two of operation behind them before accepting one of these contracts. 

The majority of these contracts are awarded for operation during the summer months when business demand from regular customers is heaviest also. Therefore, it is usually best to plan the contract operation as a seasonal business. Regular customers are reluctant to use an operator who will only service them when he can't get a fat contract elsewhere. 

Power line companies and construction companies are year-round customers for patrolling and surveying purposes. Helicopters have saved them many thousands of man-hours and they offer a steady source of helicopter revenue. 

Agricultural operations are another source of steady revenue in some areas. The small helicopters have proved to be excellent for most aerial application work and have undertaken many new jobs that were formerly impossible. Reseeding of burned-over watersheds and applying hormone to pear trees are only two examples. Even in flat land country, the helicopters can compete successfully with Stearmans and Cubs on most crops. 

The seasonal events or one-shot jobs offer another source of revenue that should not be overlooked. Risks are usually greater, particularly with publicity stunts, but the rates charged are commensurate. I recall one job in particular a few years ago that paid $1600 per flight hour. The advertising value of the helicopter has declined considerable since that time, however, and present advertising revenue is closer to $200 per hour today, providing the presentation is good. 

The proper operating philosophy is one of the most important subjects to be investigated by the Operations Committee. A helicopter operator must act as though the customer is always right. He may be wrong, but you never win an argument with a customer. It's far better to study the customer's needs and give him more service than he expects. Most helicopter operations are built on repeat business. 

The helicopter operator's attitude towards his equipment must be positive. The helicopter is expected to be as functional as, and to work with the reliability of, a chisel. Flight in a  helicopter is no longer considered a miracle by operators. The helicopter is merely a tool and its high costs should be a guarantee of good reliability from the operator's standpoint. 

Helicopter accessories, particularly agricultural, fall in the same category. They must be quickly and easily installed on the machines and require little maintenance between overhauls. Their importance cannot be overlooked, however. A broken spring in the magneto of the tanker
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