Qualified first meetings with airlines, MROs and lessors, every month, without the partners prospecting.
Mike Sananes, Founder15+ years selling to the buyers you want. You work with me directly.
01 · The gap
Referral work is the best work you get. It is also the least predictable. Here is what changes.
TodayOne contact changes jobs and the introductions stop.
With ApexNew conversations every month, from accounts you chose.
TodayA strong quarter, then an empty one, then a scramble.
With ApexThe next calls are booked before this engagement ends.
TodayYour most senior people write emails instead of running programs.
With ApexPartners stay on delivery. The pipeline still moves.
02 · Track record
The same work Apex now does for consulting firms, done for fifteen years on my own number: finding buyers, opening accounts and closing deals.
Led a sales team for four years that hit revenue and margin targets through proactive deal prospecting, not waiting on RFQs. My youngest, least experienced reps reached $5M+ year-over-year.
GA Telesis · Sales leadershipBuilt a performance cadence and deal-level visibility that strengthened accountability and lifted hit rates.
GA Telesis · USM Trading, AmericasShaped the offer and investment thesis through negotiation and SPA execution, underwritten at a 22% ROI.
Regional One · Asset TradingLed prospecting, customer visits and event engagement behind $12M in annual product-line sales.
Werner Aero · Embraer / Airbus$3.6M in net sales while building the regional airline customer base for a $13M team target.
AAF Spares · North AmericaBuilt the commercial bid process and wrote differentiated proposals, then carried them from bid through contract and close.
GA Telesis · Proposals & Leasing$30M RFP acquisition at a 22% underwritten ROI; freighter lease program launched with its first customer.
$150M+ revenue budget; 50+ OEM and airline accounts; LEAP and GTF aftermarket initiatives.
$100M, 10-year lease backlog; $1.6M new revenue from four E190 landing-gear leases.
180% of quota; $2M year-over-year growth in regional airline sales.
$12M annual sales; 10 airline accounts opened; Republic Airways Exceptional Service Award, 2018.
03 · Services
Outreach starts the conversation. Your LinkedIn presence and founder content make the name familiar before the email lands. Targeted ads keep your firm in front of the accounts you want, in the places they already read.
Qualified first meetings with airlines, MROs, lessors and parts makers, booked on your calendar.
A steady flow of first meetings you didn’t have to chase.
A company page and founder profiles that read like the firm buyers should call, and a steady voice that keeps them engaged.
Buyers recognize the name before the first email, and conversations start from your posts.
Paid visibility aimed at the companies and roles you sell to, with design that matches your brand.
Brand awareness in the right accounts, and more inbound enquiries alongside outbound.
Start with the Growth Engine, or combine modules. Each one is scoped and priced separately in the engagement pack.
04 · Process
Clear steps with dates attached. You approve the accounts and the messaging, and you take the calls.
We cover the work you want more of, the buyers you serve best, and whether this is a fit.
50 named accounts and decision-makers matched to your practice. Yours to keep, whatever you decide.
A mutual NDA before any detailed discussion, then a written scope with fixed monthly terms.
Short, researched emails from your domain to each account. Replies and bookings come straight to you.
We review what booked, keep what works and cut what doesn’t. You decide whether to continue.
Every deal starts with one conversation with the right person.Fig. 04 · Departure
05 · The engagement
No black box. The whole engagement, written the way you would write a statement of work.
06 · About me
Fifteen years selling, trading and leasing into the aviation aftermarket, to the same airlines, MROs, OEMs and lessors your firm wants to reach.
I’ve led sales at Werner Aero and AAF Spares, ran commercial proposals, lease programs and USM trading for the Americas at GA Telesis, and directed asset trading at Regional One. Along the way I opened new airline accounts, won competitive RFPs and built a sales team that hit its numbers by finding deals rather than waiting for RFQs.
That last part is the job Apex does for you. Independent consulting firms have the technical depth; what they rarely have is someone whose day is spent starting the right conversations. I bring the prospecting discipline, the buyer’s-eye view of what earns a reply, and the coaching that turns a first meeting into an engagement.
07 · Also from Apex
Project-based support for lessors, asset owners and investors, drawing on the same trading and leasing experience.
Conversations on where the aviation aftermarket is heading, and the people moving it.
Listen to Next Heading08 · Founding clients
One per segment where possible, so two clients never chase the same accounts.
Fixed monthly terms agreed upfront, in exchange for honest feedback.
We look at what booked and decide together whether to keep going.
09 · Questions
Most small aviation firms do, and referral work should stay. The problem is that you can’t schedule it. This adds a second channel you can plan around, so a quiet quarter becomes a decision rather than a surprise.
Generic cold email, yes. Buyers at airlines and MROs still read a short note that names their fleet, their network or their contract cycle. I write to a named person about a real requirement, keep volume low, and stop after a clear no.
It goes out in your name, so you approve the account list and the templates before the first send. Your domain only, conservative volume, and nothing that claims work your firm hasn’t done.
Apex is new. The fifteen years of aftermarket selling behind it aren’t. You see the list, the messages and the replies, and the day-45 check-in exists so the risk sits with me, not you.
No. Most firms start with the Growth Engine and add LinkedIn, founder content or ads once meetings are flowing. Each module is scoped on its own, and ad media spend is always separate and approved by you.
I draft them from short interviews with each founder, about real engagements, lessons and market views. Nothing is published without the founder’s approval, and nothing claims work the firm hasn’t done.
Yes. A mutual NDA is signed before any detailed discussion of your clients, pipeline or pricing, and two founding clients never target the same accounts.
10 · Next step
Pick a time. If it isn’t a fit, you’ll hear that on the call.
Request your free 50-account list, the engagement pack, or ask about an advisory project.
