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Found 110 results

  1. The principles of freefall flight are quite simple; after all, you are dealing with just two things: your airfoil (body) and the wind. In a perfect, relaxed arch, or box man, you will fall straight down at a constant rate. To an observer falling along side, you appear stationary. You only seem to be falling relative to someone not in freefall, such as an observer in the airplane or on the ground. The box man is the neutral freefall position from which all maneuvers are carried out. Relative to a stationary observer, by altering your body position you can turn in place, move up and down, backwards and forwards, or sideways. You can even turn upside down or fly standing up. In fact, no one really knows the limits of body flying yet! From the box position you can easily initiate turns, forward, backward, and sideways movement, and changes in fall rate. From the side, the body presents a continuous smooth curve to the wind. The head is up, the arms higher thanthe body, and the legs are bent at a 45-degree angle, leaving the lower leg slightly extended into the wind. From above, the elbows are straight out from the shoulders and the hands are at least as far out as the elbows. The knees are slightly spead so that the feet are as wide apart as the elbows. Seen from the front, there is a smooth curve from side to side with the hips at the lowest point. Note that head, shoulders, and knees are all held high relative to the hips and chest. The basic moves are well understood. The most commonly used maneuvers are turns, forward and backward movement, and faster or slower falling. All are accomplished by changing the flow of air around your body. If you think of your box man as being balanced on his center in a neutral position, all he has to do to turn left is deflect more air off his right arm than his left. This is done by simply banking like an airplane - left arm down slightly, right arm up in proportion. The turn will continue until he resumes the neutral position. Lowering one knee relative to the other accomplishes the same thing. That's why an unintentional turn can often be stopped by assuming a neutral position and then giving a little "legs out" to increase awareness and balance the legs. Turns are also based on deflection of air. In the neutral position, equal amounts of air spill off both sides of the body. To turn right, our box man banks his arms, just as an airplane does in a turn. More air flows off the left side, creating a right turn. Note that the position of the arms relative to each other does not change; both arms tilt as a unit. The rest of the body remains neutral. To stop the turn, simply return to neutral. Forward motion works on the same principle of deflection. To deflect more air to the rear, resulting in forward motion, bring your arms back a few inches and extend your legs. This tips your body slightly head down, air rushes back off your torso and legs, and you slide forward. The two elements combine to create forward movement. Naturally the opposite motion - arms out and legs in - will make you backslide. Now think about how to go up and down. Everyone knows that given the same power, a streamlined vehicle can go faster than one that isn't. It slips through the air easier, just as a canoe knifes through the water more easily than a barge. So to speed up, you simply arch more, letting air slip off easily. Flatten out, or lower your knees and elbows, and you will fall slower. Incidentally, the faster you fall the more stable you are because your center of gravity is further below your control surfaces (arms and legs.) Test yourself: 1. If you reverse your arch, what will happen? Is this position stable? 2. Think about forward and backward motion. What would you do to fly sideways? Proceed to Chapter 4 (The Skydiving Universe)
  2. admin

    Top 10 Marketing Musts

    Image by Andrey VeselovDo you wish to increase profitability and grow your DZ? If so, read each of these 10 points closely. As a DZO, you are no doubt constantly bombarded by marketing companies trying to get you to spend your precious money. These marketing efforts generally result in little to no ROI. Focus on the objectives below, do them well and you will see growth. 1. CUSTOMER EXPERIENCENo matter where your DZ shows up in a Google search, if the customer experience is not great, then no amount of marketing will matter. With platforms like Yelp, TripAdvisor and Google Reviews, the power of word of mouth has never been stronger. Delivering a great experience is not the same as executing a safe skydive. Identifying each individual customer point of interaction and making it a five star experience is the total package. Master this and watch your business grow. If you spend no money on marketing, get this right because many of your competitors are not. Tip: Survey your customers 24 hours* after their experience. The questions should revolve around each individual customer touch point. This is eye-opening as it will reveal the weak points of your business. * Do not survey immediately after the experience. Everyone is on a high and will give feedback that is skewed. 2. SEOIf you’re not on page one of a Google Search, then you’re invisible. The majority of your guests will search for your business via Google and few of them will be leaving the first results page. Educate yourself on what you need to do to ensure that you show up on page one, preferably near the top, in organic (unpaid) Google search. Be sure to find out the most commonly used search terms for skydiving in your region to identify what search words to focus on. This is hugely important to get right. Tip: Do not be fooled by SEO companies that promise to bring your page to number one. If an SEO company reaches out to you with this kind of guarantee, it should be a red flag. Tip: When seeing where you show up on a Google Search, don’t search for the exact name of your business. Search using terms like ‘skydiving’ ‘in’ (enter nearest big city). 3. WEBSITEYour number one marketing tool will be your website. Don’t do a barter trade for jumps with someone that knows web design unless they are a) great at design and b) understand how to optimize the back end of the website for search. There are many functional websites in the skydiving industry that are not strategically optimized for search engine performance on the back end. Having a great looking website means absolutely nothing if the back end of the site is not correctly optimized for search. Many web design companies will simply create a site for you and then leave you to employ an SEO company to fill in the gaps. Utilize a design company that will create both a great design and optimize it for search. 4. WOMMWord of Mouth Marketing (WOMM) is the most powerful form of marketing because we all trust recommendations from our friends and family along with review sites. IF you’ve identified all customer touch points and are receiving great scores in your customer surveys, then it’s time to implement a WOMM campaign. A WOMM campaign transforms customers into the marketing team for your business and best of all it’s free. Use lagniappe, leverage social media and implement a strategy that makes it very easy for your customers to write a review for your business. Tip: When implementing a WOMM strategy, it’s important you’re focused on the overall customer experience. If not, it’s highly possible you’ll receive negative reviews. 5. E-MAIL MARKETINGE-mail marketing is FAR FROM DEAD. However, effective email marketing requires much more than just sending an e-mail out every once in a while – there is a technique to creating a great e-mail marketing campaign. The growth of DropZone Marketing is due, in large part, to our e-mail newsletter campaign. Providing free marketing information (quality content) that is graphically pleasing and suited for mobile devices is a great marketing tool for any business as it keeps you in front of your customers and should help drive traffic to your website which helps with SEO. 6. SOCIAL MEDIAEveryone knows that social media is a powerful medium, but few in the skydiving industry are leveraging it correctly. First, don’t try to be on all social channels. Select up to three channels and do well on each of the three. My recommendation is to focus on Google+, Facebook and Instagram for the skydiving industry. Focus on engagement rather than number of followers. If you’re not increasing your engagement with your followers, than your efforts may be a waste. Be consistent, be authentic, and really make an effort to engage with your audience. Tip 1: Google+ is relevant for SEO. Google will index its own networks when executing a search, so it’s worthy being there. Tip 2: Learn Tips for Mastering Facebook to better utilize this platform. Tip 3: Understand Instagram. 7. GOOGLE ADWORDSOne of the most powerful advertising tools is Google Adwords and is something I would recommend for every DZ. Do not waste money on billboards, TV or print advertising, you will not get a return on this investment. AdWords can be implemented by anyone, but if not managed correctly can become a waste of money. Presently, I’m seeing many DZ’s ads showing in markets hundreds and even thousands of miles away from a DZ’s region. AdWords should be monitored closely and keyword research should be done in order to create the correct marketing campaigns. 8. CONTENT MARKETINGWhy does anyone create content on their websites? The answer is to drive traffic into their site, which increases the chance of a conversion (a booking for a skydive). Furthermore, increased site traffic can help your SEO efforts by increasing click rates into your site and hopefully, if your content is valuable, expanding your external link profile. Content marketing is a strategy that must be implemented by every business offering a product or service. Tip: Learn about River Pools and Spas and how they implemented content marketing to save their business during financial crisis. 9. FACEBOOK ADVERTISINGBeing on Facebook is one thing, but if you want to see real results, you have to pay to play. Facebook is the gold standard of all the social media platforms that offer advertising because of focused targeting. Facebook ads can allow a DZ to focus pay per click ads (only pay if the ad is clicked) targeted towards a specific age demographic with specific interests. This is very powerful. Combine great Facebook content with an ad campaign and you will see your Facebook marketing campaign go to a higher level. 10. EVENT PRESENCEParticipate in highly attended, local events. Paying for a 10ft x 10ft booth is worth it. You won’t sell tandem skydives onsite, but it provides a great opportunity to capture e-mails to add to your valuable e-mail database for your e-mail marketing campaign. I encourage my clients to have a plan to expand their e-mail database continuously. Giving away a tandem skydive in order to collect hundreds of e-mail addresses is very valuable because it creates an opportunity to directly message people who are interested in your service. Go to lots of events! Tip: Look professional with your booths and have your pop-up tent branded. Spend the money to have a presentation that you would see at a trade show. If the approach is done half-ass by pulling things together, it’s not helping your brand. Do it right or don’t do it at all.
  3. admin

    Skydiving at Night

    So you want to make a night jump and don't know what to expect? Here is an example of how many dropzones run their night jump procedures and what you need to know before you participate in night jumps.Before you even sign up for night jumps at a DZ you need to do a few jumps at the location during the day. Open somewhat high on at least one of the jumps looking and examining the potential hazards and outs if you end up in any direction from the DZ at night. Also before the end of the day arrives you need to have at least 1 glow stick and 1 strobe light that can be easily turned on under canopy. Typically most dropzones will hold a briefing before dark to go over the procedures for the specific location or situation. You will most likely then be asked to sit in a dark room with no lights for a period of time to allow your eyes to adjust to the darkness Typical things that are covered during night jump briefings include: Prep work In plane procedures Exiting Opening separation Under canopy behavior LandingBefore you can even prepare your eyes for the night skydives you need to prepare your equipment. First take the time to actually do a proper pack job on your main. Last thing you want to add to an already complex skydive is a reserve ride. You need to securely attach a glow stick to your altimeter or use a clearly lighted altimeter. If you are going to use a glow stick it is best to activate it before you start preparing your eyes then cover it with duct tape that is pulled off right before you jump. This insures that your glow stick is not a dud and it also keeps the light from shining on people's eyes. You also need to securely fasten your strobe light to you or to your rig. Attaching it to the rear of your leg, rear of your helmet or back is preferred since as the strobe fires your body will be blocking the light from getting in your eyes, but it is still very visible to everyone else. Some DZ's also require you to attach glow sticks to an arm so you need to listen during the briefing for individual DZ procedures. The most important thing in the preparation of the equipment is for the strobe and light sticks to be securely attached. One of the most important things you can do to maintain your night vision is to avoid looking at any lights during your climb to altitude. Make sure your jump plane does not have any interior lights on, that no one is using flashlights, or anything else to light up the plane. The only color light that should be used inside the plane is a red light since that does not affect night vision. If there are any other light sources or colors (from jump lights) cover as much of them as possible to maintain your vision and still maintain their functionality. According to the USPA SIM first time night jumpers are required to do a solo before they do any group night skydives. It is a really good idea to spend your first time in freefall at night looking around to make sure you find the landing area and pulling at your correct altitude. Typically groups are sorted by both group size and wing loading of the people in the skydive. Usually people with higher wing loadings are the first out on night jumps for reasons to be detailed shortly. After the groups and solos have been sorted most good night jump organizers will dictate exit order and pull altitudes. Usually with larger planes such as Caravans, Otters, Skyvans and Casa's two passes are made to allow for a greater horizontal separation then normally is allowed. Discuss with the pilot and S&TA; what the needed delay is for proper night jump separation. Exit on time, but as during the day do not rush the count. Just prior to exiting you need to activate the lights in the altimeter or uncover the glow sticks. DO NOT activate the strobes yet. In the last rewrite of FAR 105.19 the FAA changed the wording so the strobes no longer have to be active in freefall and since the lights of others in the group could affect your vision keep the strobes off. You do need a strobe that's visible under canopy still though. At most DZ's each night jump group is separated by a solo skydiver. The first group out the door is assigned the lowest pull altitude. 3000 feet is a standard first pull altitude for the first group to allow proper separation and more time to deal with the complexities of night canopy flight but this may change with the group experience and DZ procedures. Each solo or group exiting after the first group is assigned an altitude 500 feet higher then the previous group up to usually 4500 to 5000 feet. Pull at your correct altitude. Do not pull higher then your altitude since the combination of horizontal separation, vertical separation and wing loading separation make for the safest possible night jump environment for you. Once under a good canopy you need to do a few things differently than you normally would. The first is do not collapse your slider. The flapping noise that it makes can be heard by other canopies that might be getting close to you. You also need to turn on your strobe light. Do not do any spiraling or altitude loosing maneuvers since this will eliminate the vertical separation factor that the assigned pull altitudes established. Remember that. In a lot of cases of near misses on night jumps its usually discovered one jumper spiraled down to the other jumpers' level. Fly a very conservative pattern with no hook turns, S turns or other erratic flying. As you are flying constantly be scanning for the dropzone, outs, hazards and other canopies in the air. Hazards at night are different then hazards in the day since its easier to mistake a river for a road or not see power lines. If you are going to land off, try to avoid landing extremely close to roads since there are probably power lines above them you can not see. Always assume a PLF when landing off at night since you will not be able to clearly see the landing area. Typically most DZ's will light their landing areas by having the jumper's cars facing into the wind with the headlights on. Jumpers must plan and fly a flight pattern that has them passing over the cars high enough to miss them, but low enough that they do not out fly the lighted safe landing area. Overshooting the landing area is acceptable if the jumpers know the terrain and know of any potential obstacles they need to avoid. Notice the wind direction as you are boarding the plane, in some locations near large bodies of water the winds will change 180 degrees at night as the temperatures change. Take note of the lights and wind direction before you are set up to land. Also to safely land at night the jumpers are best advised to concentrate on the horizon more then looking down. Looking down will distort your vision and cause you to assume you are at the wrong height for flaring. If you learn nothing else about night jumping learn about the shadow effect. In a lot of situations where the moon is at your back as you are landing you will see a large black canopy rising up on a direct collision course with you. This is your shadow that you are flying into. Lots of jumpers have made avoidance turns only to pound themselves into the ground breaking bones or killing themselves only to find out it was their shadow they were avoiding. As soon as you land depending on the DZ procedures and where you landed, most DZ's either have you walk towards the cars or to the side of the lighted landing area. Others have you stay where you are until your entire pass has landed. Check in with either manifest or the organizer as soon as you land. Additional safety items to be taken into consideration are to carry a cell phone and the DZ phone number with you. Carry a DZ business card or pamphlet with you to make sure you have the correct local DZ phone number and not just a 1-800 number that redirects to them. This way if you land out you can call to let people know where you are or if you need help. Give your cell phone number out to manifest so that if you do not check in right away they can try to contact you. Leave the ringer set to high so if you are injured the rescue parties can locate you that way. Also a whistle around your neck can be used under canopy to scare away any canopy coming close to you or if you are coming close to them. The whistle is also a great way of assisting responders to find your location if you are hurt at night. As with all jump activity, the use of any alcohol or drugs is not only against the law, it is dangerous to others and STUPID. If you or others are unable to refrain from said activities do not get on an airplane to jump. Also some jumpers go the extra steps of attaching a glow stick to their main risers so in the case of a cutaway it is easier to track and then retrieve from the ground. Discuss the best method of doing this with your rigger or S&TA.; If a jumper lands off field do not rush into a truck to get them, slowly drive towards them with your head lights on high with someone walking in front of the truck to make sure you do not run over an injured jumper. This article was compiled by Eric Boerger D-26333 with assistance by Keith Laub, Michael Owens and Art Shaffer.
  4. Adam Martin and David Winland are here to tell you that skydiving saved their lives: from self-destructive tendencies, depression, drugs, and possibly even the emotional quicksand of post-traumatic stress disorder (PTSD). They call it “Action Therapy”, and it’s the working title of a grassroots documentary they are creating on an iconic summer road trip to as many dropzones as possible before their money runs out. Their mission is to highlight the sport’s everyday stories of beauty and personal meaning: no high-profile stunts here, just tales of transformation. These two friends, who met through skydiving, have different but equally harrowing stories. Three and a half months after his father committed suicide, Martin decided to go skydiving. His family assumed that the grieving son had a death wish. On the contrary, the idea of taking a previously unimaginable risk was a way of pulling himself out of a self-destructive spiral. Winland, on the other hand, speaks freely about surviving childhood abuse: “Everyone has dysfunction in their families and lives, but mine was really bad. I had cigarette burns on me. There were some terrible people. Instead of getting counseling, I bottled it up and started using drugs and fighting. I’d go out and just raise hell.” Martin, 30 years old, and Winland, 38, both largely credit skydiving with their recovery. Winland, a single dad, says he was burned out and worried about his ability to sustain relationships: “When my daughter was born, that just kind of got better. But I still had that really severe issue of, I didn’t communicate well and I didn’t trust anyone. I love my daughter and she was the focus on my life, but I was still angry. Once I started jumping, I was just able to let everything go. I’m a single dad. I have custody of my daughter. I don’t know if I would have been able to do that if I was the same person I was before jumping. I got custody right as I started in the sport, and it has helped. That’s why we have the name Action Therapy. Both of us have been helped so much just by exiting that plane.” The duo hopes that sharing real stories will reach people in a dark place. “I hope someone watches our documentary and says, that kid was going through a shitty time in his life, and he did something to pull himself out. So if it helps someone get out of a bad time, whether through skydiving, or something else – go do it,” says Martin. He goes on, “My father was a medic in Vietnam, and there’s no doubt in my mind he had PTSD. But he was raised on a Montana ranch where men kept their feelings bottled up, so we never really talked about it. Maybe this could have saved my dad. Maybe if my dad had something like skydiving, he wouldn’t be gone right now.” In addition to Martin’s father’s service, Martin and Winland were deeply inspired by a meeting with Todd Love, the triple-amputee wounded warrior who has refused to let his circumstances prevent him from skydiving (as well as wrestling alligators, going white-water kayaking, and completing the challenging Spartan Race). Along the way, they hope to raise awareness and funds for the Wounded Warrior Foundation. These two newer jumpers (Martin has 230 jumps and Winland 296) have the easy banter of friends who have spent too much time in a car together already. They are an odd couple: a tattoo artist who hates golf (Winland) and a golf pro (Martin), now living and working together towards a shared dream. “Skydiving is a great equalizer, a crazy group of people,” says Martin. They can almost finish each other’s sentences, and the words of encouragement flow easily. When Martin talks about his father (“I can’t bring him back – I have to move forward in the right way”), Winland chimes in: “He’s so proud of you and your accomplishments!” And when talking about how skydiving has helped ease his fatigue with the world of golf, Martin adds, “I know it’s helped David with his tattooing, too.” The philosophy is simple: no matter how heavy the burden, skydiving will lift it. “It’s not the adrenaline rush every time,” says Martin, “It’s just fun and it puts a smile on my face, so I keep doing it.” Winland adds, “I was always quick to pull my roots up. The people I’ve met jumping feel like home.” If you want to get some Action Therapy, share your story, or just give this enthusiastic two-man team a high-five, you can find them at Skydive Chicago’s Summerfest boogie or on the last stop of their tour, the Lost Prairie boogie in Montana. Keep up with them online at the Action Therapy Facebook page. They have already visited: Skydive Arizona, Skydive San Diego, Tsunami Skydivers (Oceanside), Skydive Perris, Skydive Elsinore, Monterey Bay, Bay Area Skydiving in Byron, Skydance Skydiving in Davis, Sacramento, Lodi, and Oregon.
  5. I am much more experienced in paragliding than skydiving and in paragliding we really respect the thermals as they are what we need to fly – but at the same time can cause all sorts of havoc close to the ground. Thermals are bubbles of rising air. They might extend all the way from the ground to a cloud or they might be just a bubble. I have been told to study a 1970 hippie lava light, as the rising lava in the light is nothing more than a thermal. If a thermal bubble leaves the ground and rushes up in a column of air, there is a void that must be filled - with the same amount of air going down or sideways outside the thermal as is going up in the thermal. Again, think of the lava light – as the lava rises, the oil fills the void where the lava was. In other words, if you land near a thermal that is bursting, you can be in the middle of a gust of wind that is going down or sideways filling the area under the thermal. I have been in a thermal that went up at 1,400 feet per minute – which is faster than a lot of jump planes. Somewhere there must have been air going down 1,400 feet per minute to fill the void. If you see a wind indicator (wind sock) quickly change directions, you might have just witnessed a thermal near by. On a quiet day in a field of tall grass you can hear them leave too, just a quick rustle of the grass is all you hear. A lot of times thermals are the most aggressive close to the ground as they are narrow and get wider as they go up. They can be explosive off of a super heated asphalt driveway or black roof. There are some “surface tension” forces that keep the thermals close to the ground until they break off. If the wind changes a bit, it might be all it takes to make a thermal release. In paragliding, you know you are about to enter a thermal when you start to feel turbulence or even go down a bit. You actually judge your angle of attack into the thermal by looking at how the wing turns as you enter it. If your wing flies straight but surges back evenly, you entered it straight on. If your wing turns, part of your wing hit the thermal first causing the turn. If your wing surges forward, you probably just left the thermal. It is very easy on a large paragliding wing for half of your wing to be in a thermal and the other half not – causing all sorts of fun things – like asymmetric collapses. You could “hear” them in your wing all the time, they sounded like fabric getting loose then springing tight. Big asymmetrics could collapse more than half a canopy. On very active thermal days, only the advanced would dare to fly paragliding canopies/wings because you could experience all sort of "asymmetric collapses” or other dynamic unexpected events. Paragliders are rated by DHV ratings, 1 thru 4 where 1 is the safest to fly, which rate their handling in stalls and collapses. My DHV 1 GIN Bolero glider turns 90-180 degrees in an asymmetric collapse and must spontaneously recover to get the DHV 1 rating. Gliders rated higher might need pilot intervention to recover from a collapse. Turning = loss of altitude = hit the ground hard any way you look at it. Have you ever studied what might happen to your canopy under an asymmetric? How do you fix it? To avoid thermals close to the ground, I avoided ground treatments that absorb heat, like rock (pea gravel) or cement. In paragliding – we liked the green soccer fields, but I don’t think DZ have those. Thermals are caused by heated air on the ground being abnormally hotter than the air above. They “break” off of any pointed object, as small as a shrub. We were taught – turn the ground upside down after a rainstorm and anywhere water would drip off is where thermals rise. It is a mistake to think thermals only happen on hot days, because temperature difference, not just warm air, causes thermals. If the atmosphere is cold and the tarmac is hot – expect a greater thermal than normal even if the outside air temperature is freezing. There are all sorts of mathematical equations used to predict thermals and the strength of thermals, some available on the 1-800-WXBRIEF FAA Flight Service Center pre-flight briefing system, such as the “wave soaring forecast” and the “K index”. The K index measures stability in the atmosphere. You can also speak to a pre-flight briefer who can help interpret the data – but since I don’t speak pilot, I was always intimidated to talk to the humans and only played the recorded messages. If you are interested, you can study the “lapse rate” which is the phenomenon that as air gets thinner higher you go up in the atmosphere, the air pressure goes down and so does temperature. Physics says pressure and temperature are related due to fact higher pressure causes molecules to be closer to each other. Pure science says that the “dry adiabatic lapse rate” is 5.5 degrees per 1000 feet. This means, if you jump out of a plane 12K above the ground, expect it to be 66 degrees colder at 12K than at the DZ because the air is under less pressure. But our flying areas do not exist in scientific test tubes – there is instability in the atmosphere. If the actual temperature, lets say 2K up, is more than 11 degrees colder than the ground temperature – you are bound to experience even more aggressive thermals than normal as the atmosphere tries to find balance. Oh, thermals cause clouds – the reason why paragliders fly “cloud streets” of thermals across country. It is possible to experience “cloud suck” also, where the thermals are so strong you get trapped in a cloud and must use advanced techniques to lose altitude. Note – I am not an expert at this. Someone with more experience is invited to correct me. But my point is: aggressive thermals can cause turbulence close to the ground, which can very easily cause landings to be rough.
  6. Image by Brian BucklandWhen we discuss training in the skydiving community we usually refer to training students or teaching experienced skydivers new techniques. However, we seldom discuss how to train our staff so they are safer and more effective. By grooming your staff you can make your drop zone more enjoyable for your customers and in turn, make your business more profitable. Today, I would like to discuss a psychological situation that can affect the staff as well as other skydivers. That situation is known as Groupthink. What is groupthink?Simply put, it is a condition that occurs when a closely cohesive group has a tendency to make bad decisions because the group pressure becomes so great, everyone starts to ignore moral judgments and sound decision making. Groups that are more susceptible to this phenomenon are tightly cohesive, have a similar background, and have a lack of clear rules for decision making. As for me, I cannot think of a more cohesive group of individuals with, similar backgrounds, than a group of skydiving professionals. Please don’t get me wrong, it is not a bad thing that we are a cohesive group of people. We just need to be able to recognize when our staff, or group, is beginning to fall into a groupthink mentality. So, what are the symptoms of groupthink?In 1972 a social psychologist named Irving Janis identified eight symptoms of groupthink. As you read through these I ask that you think to yourself about a time where you actually witnessed one or more of these at a drop zone. 1. The feeling of invulnerability – Creates excessive optimism that encourages taking extreme risks. 2. Collective rationalizations – Members ignore warnings and do not reconsider their assumptions. 3. Beliefs in inherent morality – Members believe in the rightness of their cause and therefore ignore the ethical or moral consequences of their decisions. 4. Stereotyped views of “outsiders”– Negative views of “enemy” make effective responses to conflict seem unnecessary. 5. Direct pressure on dissenters – Members are under pressure not to express arguments against any of the group’s views. 6. Self-censorship – Doubts and deviations from the perceived group consensus are not expressed. 7. Illusion of unanimity – The majority’s view, and judgments, are believed to be unanimous. 8. Self-appointed ‘mindguards’ – Members protect the group and the leader from information that is problematic or contradictory to the group’s cohesiveness, view, and/or decisions. I’m sure most people can relate to a few of these symptoms and to make it perfectly clear, just because you see one or two of these does not necessarily mean that a groupthink situation is going on… but then again it could. Since we know the symptoms, what can we do to prevent a groupthink situation, or to try to remedy the effects of a situation already happening? Let’s start by defining what we call a group. A group can be something small and organized like a team. It can be a little bit larger such as the staff of a DZ. Or it can be a group of people with a common cause such as free flyers or belly flyers. Now, let’s address the problem. One way to help prevent group think from setting in is to designate a member of the group as a devil’s advocate. This person will be the one to think outside the box and to ask the questions “what if” and “why”. The devil’s advocate should also suggest alternate plans or ways of doing things. It is important that the devil’s advocate does not just go through the motions, but makes meaningful suggestions and the group discusses them. This will keep everyone’s head focused on moral and safe decisions and not just out of habit dismiss all suggestions. Another preventive measure is for the leader to set aside an amount of time to survey warning signs. To define the leader, it can be a team coach, the DZO/DZM, but at a minimum it should be the S&TA.; This doesn’t have to be a big formal inspection, just a time to walk around the DZ so you can hear and see what people are doing and planning. In this case, someone will probably hear signs of groupthink before they see actions. Listen to what people are planning. Listen to what they are encouraging others to do. At the same time take note on how their words and actions are affecting others, especially the less experienced skydivers. Finally, for members of the group; you should all routinely talk to someone from outside the group that is trusted and has a valued opinion. These talks should be one-on-one and preferably not with the same person. This will give you a fresh point of view and help you to make the best decision, not necessarily the one that goes along with the group. By keeping an eye on each other not just by doing gear checks, but by letting people know when you start to observe behavior that could lead to unsafe practices, you can help make our sport safer. Let’s face it. Being a skydiver means taking calculated risks. We need to work together to keep the odds in our favor.
  7. admin

    Exceeding Expectations

    Image by Lukasz SzymanskiThe challenge for any business is to exceed the expectations of its customers, especially when expectations are already high. The businesses that can pull this off will gain loyalty and earn valuable word of mouth marketing from their satisfied customers. Exceeding expectations is a challenge for the skydiving industry. Everyone who books a skydive already has very high expectations… after all, this is a major event in many people’s lives. Having traveled and visited drop zones all over the US, one of the biggest issues I see is a narrow sightedness when it comes to the guest experience. Too often, drop zones are focused on doing just one thing well: the skydive. Though this is definitely what we should be focused on (it’s what people are there for), we’ve lost sight of the complete experience; if the operation isn’t running efficiently, high expectations will turn to disappointment in short order. The common culprit in a poor customer experience is wait times. No one likes to wait. Yet here we are, charging a premium price, taking reservations and then expecting people to happily wait for several hours before they jump. Informing customers about wait times over the phone and in e-mail confirmations (usually 3 - 5 hours) doesn't make this practice any more acceptable or palatable to our customers who are conditioned to expect instant gratification. In a world where we can order something on Amazon.com and have it show up at our doorsteps the next day (or in some markets, the same day), we shouldn’t expect our customers to adapt to our antiquated practices. Rather, we should be challenging ourselves to find ways to better adapt to modern customer expectations. If we fail to do this, we will undoubtedly face the fallout of negative reviews online. How To Exceed ExpectationsTo exceed expectations, a business must recognize its weaknesses through the eyes of the customer. The best way to do this is to ask them. However, if you want honest feedback, don’t survey your customers immediately after their skydive; they’ve just had one of the most amazing experiences of their lives, of course their immediate feedback will be positive. When I managed a DZ, I was always under the impression that we were doing a great job because when I surveyed customers following their skydive they always raved about their experience. Only when I started to survey our guests 24 hours after their jumps did I become aware of organizational problems that needed to be addressed. These ranged from employee language on the plane, (not good when your business is located in the Bible Belt) to major frustrations with wait times, to dissatisfaction with media quality. If you want to have a finger on the pulse of your organization, survey your guests after they’ve had time to come down from their initial adrenaline high. If they’re dissatisfied, they’ll typically tell you! Understand The Touch PointsThere are usually 20 interactive points of contact that a customer will have with a drop zone. If a DZ wants to gain a competitive advantage in a busy marketplace and see digital word of mouth marketing spread, they should be focused on improving these customer touch points. The goal should be to reach a five star level of service at every touch point. This is not an easy task, but it’s what has separated brands like Disney, The Four Seasons, REI and Zappos from all of their competition. This way of thinking should not be precluded from skydiving - especially considering the time and expense that goes into running a DZ. If we’re investing so much time and money into our operation, why not be the best we can be? Below is a list of 20 customer touch points every DZ should be aware of. I challenge all of my clients to rate themselves on a scale of 1 to 5 with 1 being poor and 5 being excellent. The caveat is that the score for each touch point must be graded on the organization’s weakest link within the category. For example, if four out of five instructors give great service and one is average, then the score must be graded on the weakest instructor. Now you see the challenge! The Touch Points Website Social Media E-mail exchanges Phone Interactions Road Signage Parking Lot (the condition of it) Greeting at manifest Condition of the bathrooms Quality of DZ Food (snack bar or vending machines) Quality of training Wait Times to Make Skydive Presentation of the Jumpsuits Presentation of the Instructor Presentation of the Videographer The Aircraft The Ride to Altitude The Skydive Time it Takes To Receive Media Quality of the Media Quality of Materials (certificate of achievement) The Closing (defined as a thought out ending highlighting accomplishment)In today’s digital world, word of mouth can make or break a business. If you want to leverage this powerful tool to your benefit, then you have to start consistently exceeding customer expectations. Take a step back and view your business through the eyes of the customer. Focus on the entire experience, not just one element within it. Remember, the actual skydive is only one component of the overall customer experience. Strive to make every component as incredible as the skydive itself, and you’ll turn customers into raving fans.
  8. A skydiver at the Oklahoma Skydiving Center pointing out their landing pattern. Image by Corey Miller When we teach students how to skydive, the lessons do not just stop after the first jump course. One important skill all skydivers need to know is how to navigate through the landing pattern. I have heard instructors refer to talking to students on the radio as “remote controlled skydiving” because they guide the student where they want them to land, and they tell the student every turn to make. If we are supposed to teach our students how to pilot their canopy, then we must ask ourselves, “How is this enabling the student to learn?” In this article I will discuss a method of teaching the student how to pilot their canopy that is not only easy to use, but also allows the instructor on the radio to remain in control if the student needs additional guidance while descending under canopy. Teaching the student piloting skills starts in the classroom. Of course we teach the students the SOPs and to make sure they have a canopy that is Square, Stable, and Steerable; but now what? Do we just give directions to the student over the radio? Realistically, for the student who just opened their canopy for the first time we, as instructors, will probably have to do that. The student has emotions of excitement and fear going through their mind while adrenaline is going through their body. This mixture can make anyone confused, so don’t be surprised if the first time in the landing pattern you are flying a “remote controlled skydiver”. Having said that, let’s discuss how we are going to teach the student to navigate the pattern and eventually, be removed from radio status. I like to start this process with a laminated picture of the landing area and a grease pencil. With a laminated picture the instructor should sit down with the student and first, have the student draw an arrow showing the direction of the wind. Now we know that the student is aware of the wind direction and we do not have to assume that they do. Next, have the student point out where their “playground” is going to be. For those who do not use the term “playground” that is the area where the student can fly their canopy, while they are descending to the proper altitude to enter the landing pattern. Next, have the student make a mark showing where they will enter the downwind part of the landing pattern and at what altitude this is supposed happen. This is the time the instructor can discuss at what altitude to leave the playground and to start thinking about the landing procedures they covered during the first jump course. Additionally, let the student know that next time things could be different due to wind direction and speed. Next have the student show where, and at what altitude, to make their turn for the base leg of the landing pattern. Since an aerial picture of the drop zone is be used, the instructor can point out hazards and landmarks at this point. For me, I like to point out a grass runway at the drop zone and to tell students not to go pass it figuring it is better for them to have to walk back a little bit than to risk getting too close to the hanger or the active taxiway. Finally, have the student show where, and at what altitude, the final turn would be. At this point the instructor should reiterate the importance of the wind sock, what altitude to stop turns and to do only small corrections, and of course, when to flare. Since the student is making marks on a laminated picture, it is a good training aid to keep and to use when debriefing the student after the jump. The instructor can point out how the plan and the actual landing pattern were different. The instructor then can talk about how safety could have been affected and discuss a plan for improvement. After the debriefing the student, just wipe the photo clean and use it for the next student. Now, let’s talk about our first jump student some more. When teaching a first jump student, I do not advocate going through all of this in great detail on their first jump. Instead, have them look at the picture. Ask them about where they would want to be at 1,000 feet. Where would they turn for the base leg and final leg of the landing pattern? If we, as instructors, get into too much detail for the first jump the student can have a sensation overload and forget everything. Additionally, a sensation overload could make the experience less enjoyable and possibly hinder the chances for repeat business and some good word of mouth advertising. By just showing them what will be happening we can reduce the student’s anxiety by reducing their fear of the unknown. Additionally, if there should be a radio failure while the student is under canopy, having shown them on a photo of the landing zone and discussed where they should be in relationship to various ground features we have just increased the chances for the student to land safely. Author Bio: Corey Miller is a C rated skydiver who held both coach and IAD instructor ratings. He holds a Master in Aeronautic Science degree with specialties in Teaching and Human Factors. He currently works as an Instructor/Quality Assurance Inspector in the Aerospace Industry. He calls the Oklahoma Skydiving Center his home DZ.
  9. Image by CzaplaAs the skydiving market continues to grow and more dropzones open their doors, finding creative ways to make your DZ stand out from the competition is more important than ever. One simple way to gain a competitive advantage is to add lagniappe to your arsenal of marketing tools. What is Lagniappe? (pronounced lan-yap)A Cajun French word often associated with New Orleans, lagniappe is best defined as “a little something extra.” If you've ever checked in at a Hilton DoubleTree Hotel and enjoyed a warm chocolate chip cookie at the front desk, you’ve experienced lagniappe. If you’ve flown Southwest Airlines and checked your bags free of charge, you’ve experienced lagniappe. These “little extras” are not an afterthought, they are an important component of the marketing strategy for companies big and small around the world. Small Business Strategy: LagniappeMy parents run an eco-kayaking tour (Antigua Paddles) on a small Caribbean island. Everyday they compete against 98 other companies for the same cruise ship passengers visiting the island for a few hours. The competitive environment is cutthroat, and my family has needed to use some creativity in order to stand out. Over the past few years, TripAdvisor reviews have become the number one source of marketing for businesses in Antigua. In order to trigger lots of 'talk' on TripAdvisor, my parents have made lagniappe a key component of their marketing strategy and it shows: they are currently ranked number 3 out of 100 attractions on the island. How They Do It - After a fabulous three hour tour combining kayaking, hiking, and snorkeling, guests are offered two unexpected things: a chilled, scented face towel to freshen up and homemade banana bread, baked fresh every morning at 7:00am. Their guests love it. If you take a moment to read some of their TripAdvisor reviews, you'll see just how many people comment on the face towels and banana bread... it's literally like putting the cherry on top of a dessert. How to Use Lagniappe at Your DZHere are a few examples of how you can incorporate lagniappe into your daily operations at the DZ: 1. Free 'ice pops' or freezies. This is an inexpensive gesture that your guests will love while waiting to make their skydives especially during the warm summer months. Kids love this and if you can please impatiently waiting children, parents will love you for it! 2. Complimentary Coffee Mug or Shot Glass - This is a great lagniappe to gift after the skydive. It can be a bit expensive, but there are sources on the web to get some great deals. Check out alibaba.com for the most inexpensive logoed gift ideas. 3. Starbucks Gift Card - If someone leaves a positive review on your Facebook page after their skydive, send them a handwritten thank you note with a free $5 Gift Card to Starbucks or another local coffee shop. If they loved you before, they'll love you even more now! And, added bonus, they’ll probably talk about your unexpected gesture on their social media channels. 4. Discount Fish Bowl - After your guests have made their skydives, have them reach into a fish bowl to draw a ticket for a discount for any merchandise in the store. Discounts range from 5% to 25% off... of course the majority of the tickets will be for 5% off. This is fun for the customer, builds goodwill and it'll encourage guests to think about buying merchandise... everyone loves a deal! 5. Free Reserve Repacks - Reward your licensed skydivers for buying their systems with you instead of going to the big name retailers in the magazines - offer two free reserve repacks when purchasing directly with you. 6. Free Tours for Kids - On a weather hold? Get the kids together and take them to the loft. Allow them to put on a rig, show them the cutaway procedures, teach them where the reserve and main are. As mentioned above, if you can make the kids happy by enhancing their experience, you'll make the parents very happy. The only cost is time. 7. Special Cards - Have your reservations team find out if there are any special occasions with anyone in a group... bachelor parties, birthdays, anniversaries etc. When the individual arrives, surprise them with a special card signed by the staff wishing them a great day in the sky! Executing this is easy - have the staff sign a dozen cards in advance and then have the person taking the reservation, customize it. The recipient will be amazed! 8. Fresh Cookies - This is doable and awesome. Take a page from DoubleTree or Otis Spunkmeyer and offer free cookies to each person after their jump! Good incentive to get people into your store... all you need is a small toaster oven and cookie dough. 9. Personalized Thank You Card for AFF Students - Have AFF instructors fill out personalized cards on a "Jump Well Done" and mail them the same day. Your AFF students will feel encouraged and feel part of the DZ family when they receive their card on Monday. 10. Give Out a Free Beer - Have a bar at your DZ? If so, award your guests with a ticket for a free draft beer or soda. Getting people in the bar after their jump will probably result in some food sales. If you don't have a bar on the DZ, work with a local bar in town...they'd love the extra traffic and your guests will enjoy a cold one at no cost to you!
  10. The winter months are a great opportunity to catch up on all the things we weren’t doing throughout the summer, such as working on our homes, engaging in winter sports, and mending relationships with our non-skydiving friends. It is also a time that can lead to a dulling of our skydiving abilities, and our memory of correct procedures. As a result, the period following a substantial break can be a very dangerous time for skydivers, and a great many injuries come as a direct result of a lack of currency. If we are creative, however, we can keep our skydiving minds warm even when it is cold outside. If you own a rig, for instance, it is quite easy to set up a hanging harness in your house. We have been using a secure chin-up bar for many years, and it works great. All you need is an extra pair of risers, a set of soft links, two climbing carabiners and a doorway. A retired pair of 18 inch risers work best for most doorways, to keep you high enough above the ground to create a good simulation. First, attach the tops of the spare set of risers together with the soft links. Next, loop the risers over the chin-up bar, and attach a carabiner to the large ring on the bottom of the risers. Then all you need to do is clip the carabiners through the three ring attachment hardware on your rig and you are ready to train. Keep in mind that if you are unsure about the security of your chin-up bar or door frame structure, be sure to wear a helmet and have a cushion underneath you just in case things go badly. Some of you are thinking, I don’t need to practice pulling my handles all winter, I am a licensed skydiver. I know what I’m doing. Although we all know this is not the truth, everyone needs to practice their emergency procedures, the point of hanging yourself up goes far deeper than just practicing pulling your handles. There are a great many things you can rehearse and learn while suspended in your own rig. I am not talking about the tired old harness at the dropzone that does not remotely resemble the one you jump. I am embarrassed for our sport when I do not even find one of these old beaters hanging at a training facility. That needs to change. No, I am talking about your own personal rig: your handles, your harness, your home. There are several things you will love about this initially embarrassing practice. One huge benefit is to practice transitioning from your deployment harness configuration to the flying and landing configuration. For most of us, this involves loosening the chest strap, and experimenting with different methods of moving the leg straps slightly forward to make yourself more comfortable. By sitting in the harness for long periods of time, your body can change and become stronger in the ways that allow you to be more comfortable under canopy. You can also explore harness turn inputs by swinging side to side by loading one legstrap at a time, which may illuminate a need to relocate the elastic butt strap between your legstraps. This “freefly bungee” is great for preventing a legstrap from sliding forward in freefall, but if located too high or too short, can prevent harness turn capability while under canopy. A “fastex” pinch-release can allow you to remove this strap entirely, and hanging harness training can prepare you for the new muscle memory of your procedural change. Hanging harness training will also allow you to practice flaring and leaning forward for landing. You can even tie webbing straps to the legstrap articulation hardware and have a friend pull your legs forward when you flare to simulate the pitch change, allowing you to rehearse leaning forward as the canopy pitches back to a higher angle of attack. This will help you to remain in balance for the touchdown, and by rehearsing this process in your downtime, you may even emerge from the ice and snow with more skill than the previous summer. Further, you can maintain your upper body strength in the canopy-specific muscles by lifting yourself up by the front risers dive loops, and by pulling on elastic bungee cords or “thera-bands” attached to the chin-up bar. These are easily acquired from most physical therapists, drug stores or apothecaries. By using carabiners to attach yourself to the suspension system, you will be able to avoid the need to remove your main parachute for the simulation. It will feel slightly different with your main parachute still in the pack tray, but it will be close enough to make the practice a valid training method for staying fresh through the chilly months. It is also helpful to remove your main from time to time, and attach the suspended risers to your rig’s three ring system to practice cutting away. A mattress, helmet and spotter is a really good idea for this practice. This will help you to get a clearer picture of what it actually feels like to chop your main, and may even result in your awakening to the fact that your method of pulling the handles needs work, or that your cutaway system requires lubrication. Be sure not to actually pull your reserve ripcord unless you have a rigger handy. When you do bring it in for your spring repack, definitely give that reserve ripcord a go in a full simulation. All good training requires accurate, complete rehearsal of what you will need to do in the sky. For wingsuit flyers, a hanging harness can be a fantastic training tool for staying current with the post-deployment sequence. Gear up fully and practice riding through the deployment with your knees together and your hands on the three rings. Then rehearse unzipping your arms, unstowing the toggles, loosening the chest strap and then unzipping and dressing your legs. For increased realism, try aiming a carpet blower up at you at the approximate glide angle of the canopy to simulate the relative wind. This will add the pressurization of the wings, making the process surprisingly like the real thing. If you wear your helmet as you do all of this, the simulation will be quite realistic and highly beneficial. Such rehearsal will be very helpful for keeping the habits that save your life fresh in your mind. Be sure to practice malfunction procedures with your wingsuit on as well. The only thing you need to worry about is the doorbell, and the awkward explanation to the mailman. Freefall skills are harder to keep fresh, unless you have a wind tunnel nearby. There are ways, however, to keep sharp without spending a lot of money. An FS “creeper” is a fantastic tool for practicing your belly flying, and creeper parties are a fun way to get jumpers together in the colder months. You can even have creeper competitions to stay on your game. It may feel a bit silly at times, but it is far better than trying to remember the dive pools all over again when the snow melts. I also find that an indoor swimming pool is a great asset in the winter, allowing you to work in three dimensions and play with new possibilities, especially if you have fun-loving skydiver friends. Nose plugs are really helpful for upside down swimming. I also enjoy pulling out my gear in the winter and taking the time to slowly and methodically look over all the details I may not have had the time to check during the fast-paced summer months. Even if you are not a certified rigger, this is your gear and you need to be comfortable with every aspect of the equipment that saves your life. Pull out your main and climb inside your cells; inspecting the crossports, the seams, and the reinforcing tapes. Look for broken stitches, pulls, and damage to the fabric that may have occurred during the jumping season. Inspect the bottom of your lines, your connector links and risers. Be sure to run your finger inside the slider grommets to check for rough spots that will damage your lines. You can also check your line trim by cutting the main away and tying the risers to something secure like a door hinge. By pulling tension on each line group in bilateral symmetry and comparing back to the center cell, you will learn volumes about the condition of your parachute. If you have spectra lines, you will be amazed how much your outboard lines and brakes will shrink over time through friction against the slider grommets, and from lack of loading. For a detailed education on main parachute inspection and an eye-opening retrimming technique, check out this video. Another powerful way to keep your head in the skydiving game is through watching videos. There is a great deal of eye candy on the internet, although not all of it falls under the category of training, or even positive visualization. Be careful what you watch, visualization is a powerful form of training, and some of what you watch can pave the way to higher levels of fear. Furthermore, watching lots of poor technique can dull your image of the “right” way to fly. Fortunately, there are some fantastic instructional videos available, which can actually expand your skydiving knowledge as the snow falls. The Australian Parachute Federation, for instance, created a fantastic malfunction video series called Cutaway. Additionally, here is a link to an in-depth Parachute Flight Safety Video Series, a canopy course ground school for all levels that will far exceed your expectations. To further the goal of expanding your skydiving skill through knowledge, there are also several incredible podcasts on the internet that can bring a wealth of knowledge to your computer, phone or tablet. Skydive Radio, Jump Twenty Six and Radio Skydive UK all provide a wealth of information that can enhance your abilities and literally extend your life. Interviews with leaders in the sport will expand your knowledge of the essential history of skydiving, safety practices, and secrets to get the most out of your airtime. Best of all, you can enjoy this learning in the comfort of your own earplugs. When we remember that most of what it means to be a skydiver actually happens on the ground, it becomes more than obvious that we do not need to turn off our skydiving brains once the chill hits the air. Although it is true that a flight to someplace warm is the best way to stay current in the winter, it is not the only way to continue being a skydiver. With a bit of open-minded creativity and ingenuity, we can continue our training all year long, and even emerge in the springtime with a deeper understanding than we had before. Freezing our thoughts about something we love this much not only increases our risks, it also costs us a piece of ourselves. Pull out your gear and keep the feeling alive, you will be glad you did. -BSG Brian Germain is a parachute designer, author, radio personality, keynote speaker, and has been an active skydiver for 30 years. You can get more of Brian’s teaching at Adventure Wisdom, Big Air Sportz, Transcending Fear, and on his vast YouTube Channel
  11. admin

    Show Me The Money

    Image by August Haeuser I want to come clean with a confession: Jerry Maguire is one of my favorite movies of all time. There, I said it. While I'm being vulnerable… I never miss a week of Survivor either. (Don't' judge too harshly). Now that I've totally opened myself up about my tastes (or lack thereof) let's roll into the opening scene of this amazing film. The movie begins with super sports agent, Jerry Maguire (Tom Cruise) writing a mission statement (not a memo) entitled the "The things we think, but do not say." This mission statement was an inspired piece of clarity that brings to light that the company (Sports Management International) has lost site of its purpose. It became more about the money and less about the client. Jerry's mission statement actually suggested having fewer clients and making less money. Of course, Jerry was promptly fired. So what does this have to do with the business of skydiving? Everything… except for the fewer clients and less money part. There is a definitive shift occurring in the business of skydiving. USPA membership numbers indicate a slow and steady increase over the past decade, but student numbers appear to be decreasing at many DZ’s around the country. Many blame poor weather in 2013, and it was a factor, but it goes deeper. There is a hidden war raging in the game of search engine optimization (SEO) whereby third party organizations are rising within search rankings and picking off an ignorant public and overcharging them for their skydives. Mix this with the oversaturation of daily deals (in nearly every marketplace), an influx of newer dropzones and everchanging and inconsistent weather patterns and it’s little wonder that many established DZ’s are seeing a decline. An Uneasy PanicThis change is being fueled by the way many DZO’s are reacting to conditions happening before our eyes. Similar to climate change, we’ve been aware of it, but the realities of what it actually means hasn’t conceptualized until now. Rather than pausing and seeking out correct action, many DZ decision makers are making quick, reactive decisions to try and boost volume. This reaction is being driven by the panic felt in seeing the numbers decline despite the economy actually improving. In the case of daily deals (Amazon Local, LivingSocial, GroupOn) many DZO’s feel threatened that they are losing market share whenever a competing dropzone offers a deal. It takes discipline to not follow suit and offer a deal at a similar price. The majority of DZs do follow suit which decreases the demand for full-retail-priced student skydives which drives down the price significantly. This is scary when one considers the costs associated with running a DZ. The only way to offset these lower prices is to have very high volume in an extremely efficient operation. The model for high volume becomes compromised when more competitors enter the marketplace to get a piece of the action. The response? Continue to offer more daily deals, which forces DZO’s to enter a vicious cycle that they can’t get off of. This model that many DZ’s find themselves is not sustainable and will result in either more cutting corners to make the numbers work (which has the potential of elevating risk), going out of business or surviving long enough until others go out of business first. What The Hell Do We Do?So, the news above seems a little dire. I’m not an economist, but I’ve had the advantage of traveling around the US and different parts of the world looking at the industry from a business perspective. With a 13,500 foot view, here is what I would suggest: 1. Get Off The Train. At some point, the majority of DZs who are on the daily deal train will have to get off as they will recognize the lack of sustainability for the long term. The problem with getting off the train is the sudden cash shortage. Downsizing may be required whether it be with an aircraft, equipment or the size of staff, but it doesn’t have to be permanent. Decreasing expenses during this transition is key. Before pulling the plug from the daily deal cycle, begin making preparations for the cash shortage. 2. Normalize Pricing. Once off the train, begin normalizing pricing whereby each student jump made is profitable once again. Volume may not be as high, but the business will be more sustainable. 3. Win the Battle of Search. Amongst the price gouging, there’s actually some good news occurring. Third party vendors are charging up to $339 for a tandem skydive while offering lousy customer service and veiling a lot of truth to the customer. So where’s the good news? There are customers willing to pay a lot more than we’re currently charging to make a skydive! These third parties are pulling these customers in because they are winning the battle of search. Each DZ must invest in strong SEO practices to win this difficult battleground. Lately, more and more DZs have been joining these networks to offset the drop in business which only feeds this monster. Rather than join these networks, we must beat them. 4. Look a Million Dollars. Make the investment to have branding and website design showcase your DZ as a major attraction within the marketplace. Trading out jumps for the creation of a website with a local jumper will no longer cut it. Creating a website is one thing. Creating a functional website with great design is another. 5. Win the Customer. Throughout the last several decades, the skydiving industry has focused more on the skydive and less on the overall customer experience. DZs must focus on utilizing word of mouth marketing and transforming customers into joining the marketing team of the dropzone. Be an Ambassador of QuanWhen Jerry Maguire learned that he was being fired, he rushed back to his office and called every client he could to try and get them to stay with him as their agent. Only one demanding client stayed… the venerable Rod Tidwell (Cuba Gooding Jr). Jerry would eventually have to rebuild his business doing things the right way by being professional and focusing on the details. The same holds true for our industry. We must be flexible enough to change as the skydiving industry of today is vastly different than the industry of ten years ago.
  12. Image by Vincent ReederDo you remember what it was like to go on a first date? Imagine inviting someone out that you felt was completely out of your league...beautiful, intelligent, witty - the whole package. I feel nervous just thinking about it. Naturally you'd want to leave a great impression. You hope that at the end of the night your date would say that it was the best date she'd ever been on. To reach this outcome, attention to detail is necessary. I'd wash my car, research restaurants to ensure the atmosphere was romantic, the food outstanding and the service excellent. Now visualize picking your date up. Think about how you feel physically: sweaty, nervous and a marathon-pumping heart rate. After you've practiced saying "Hello, you look beautiful tonight," (several times) you get out of the car, walk confidently up the driveway without revealing your internal emotions. Once she greets you at the door, your awareness levels are in hyperdrive - you notice everything in milliseconds - the way she looks from head to toe, how she smells… your subconscious notices what's behind her as she stands in the doorway. Is her place messy or neat? You take everything in. The emotions felt on a first date are how our students feel when arriving at the drop zone for the first time - out of their comfort zones, excited and nervous. Our students notice EVERYTHING from the moment they drive in to the parking lot until they've landed from their jump. As drop zone operators, we must remember that we are hosting the ultimate date - the opportunity to give someone a lifetime memory. Every detail on our date should be carefully examined - each customer point of interaction be brought to a five star standard. Our goal is to have our guests say that their experience was one of the best days of their lives. Bob Marley once sang, "You can't please all the people all the time…" No matter how hard we strive to exceed customer expectations, we will never be perfect. Smartphones have empowered consumers to become critics that effect how other consumers decide where to spend their money - with your business or with your competitor. When negative comments are posted about your business, how you react (or not react) can greatly effect the outcome. In this week's newsletter, we examine tips for handling negative feedback. 6 Strategies For Handling Negative ReviewsTip 1: Don't Knee Jerk The natural response when reading criticism is to immediately become defensive and type out a quick response. DON'T DO THAT. Sit with the criticism for a while and let the initial shock that you've been publicly called out, settle. The walls aren't caving in and some of the criticism may have merit. Try to be objective and own your part in the criticism. The biggest mistake is not making necessary changes to ensure a similar review doesn't pop up in the future. Tip 2 - Join The Conversation After you've calmed down, it's better to join the conversation than ignore it. Negativity breeds negativity and joining the conversation is better than allowing one person's views to rumble into an avalanche of criticism that becomes unmanageable and viral. It's best to be non-confrontational, non-defensive and act as a caring human being. Be calm in your response and say sorry if you need to. Introducing yourself and showing that you're a real person puts a face to a business as opposed to a corporate entity with a PR spin. Pick and choose your battles as well. If someone is a tyrant and is abusive... the general audience will be able to discern that. Tip 3 - You Don't Have to be Right Realize that you don't have to be right. People who spend a lot of time online are used to companies trying to spin everything into a positive. If you're wrong, it's okay to say you're wrong. No one is perfect and it can be refreshing to see some honesty. Acknowledge and see if it's possible to find resolution by contacting the individual directly. If you can convert a critic into a fan of your business, the word of mouth spread is far greater. Criticism and how a customer's complaints are handled can be very valuable in spreading goodwill about your company. Tip 4 - Don't Get Caught Off Guard If you haven't done this yet, stop reading this newsletter and do it now. (I'll wait here while you get this done). Go to Google Alerts and plug in your company name. If anyone mentions your company online, you'll at least be in the know. It's never a good thing to have an online war raging about your company and have no awareness that it's even occurring. Tip 5 - Never Go Into A Diatribe (This is Queens English for "Don't show your ass.") Let's suppose the criticism you've received is misguided and wrong. The most common mistake is how people respond by: a). working themselves into a lather and taking a hard stance defending themselves and b). write a long-winded response that only fuels the comment thread (we see it on a daily basis within the forums of dropzone.com). When responding, keep calm and carry on (even if you want to rip someone's head off) and keep it relatively succinct. Rehashing each detail of the customer encounter WILL fuel more commentary from those watching the thread unfold. Keep in mind, you're not responding publicly to an audience of a few - it could be a few hundred. No matter how right you maybe, acting indignantly will only turn many people off. Tip 6 - Don't Hide- Be Transparent 
 Many companies delete negative reviews - particularly off of social media feeds. Deleting people's posts can cause rancor for those watching things unfold and they WILL CALL YOU OUT on it. The best course of action is to respond. Of course, there are some people out there ('trolls') who are looking for trouble and are looking to pick a fight.. when things get abusive, it's time to pull them off. The Realities Anonymity empowers people to say things they normally wouldn't in the presence of others. Showing you're human, interested in helping to solve a problem and publicly apologizing will usually diffuse most situations.
  13. Image by Mike McGowanIn skydiving, knowledge is not only power but can also be the difference between life and death. Being educated on how to handle each situation you may find yourself in is of vital importance and you should never stop learning. No matter how sure you are of your abilities and your safety procedures, there's always room to improve. We encourage everyone to attend safety and training courses that will allow them to further develop your skills, while at the same time improving your safety. Fortunately for those looking to learn, we have a network of extremely skilled and trusted skydivers, who over the years have provided us with some truly excellent articles on matters of safety. With it being Safety Month, we thought that we'd compile a list of 10 of the best safety related articles we've published on Dropzone.com over the past 12 years. Read and share! Flying and Landing High Performance Parachutes - by John LeBlanc Downsizing Checklist - by Bill von Novak Cleaning Up Your Turns - by Brian Germain Another Look At No Wind Landings - by Scott Miller The Horizontal Flight Problem - by Bryan Burke Collapses and Turbulence - by Brian Germain Line of Flight Explained - by Melissa Lowe Exit Separation - by JC Fallo Ten Things That May Keep You Alive - by Bill von Novak Do Skydivers Care About Safety? - by Bill Booth
  14. Over the holidays, my girlfriend and I drove from Charlotte, North Carolina to Raleigh, North Carolina to visit her family. What we encountered on our road trip was something that every traveler has to contend with - dirty bathrooms. With full bladders, we chose an interstate exit which offered a choice of four different fuel stations. We picked the one that looked the most modern in hopes of discovering that rare, road-trip find: the gas station with a clean bathroom. Walking into the station, we noticed that the owner had a sign crudely taped to the door that said restrooms were not for public use. Only "paying" customers could have access to the bathrooms. Accepting this 'must-buy-something-in-the-store' condition, we walked in, used the filthy facilities (the women's room neither had toilet paper nor soap), purchased a Starbucks Frappuccino, a very burnt tasting coffee and vowed to never return again. I wish this gas station would hire me for a marketing consultation. I would transform this business to a level of success, once believed to be unimaginable. In fact, my client would change the way the competition does business just to remain competitive. My input would result in lines queuing off the exit ramp as if there was a gas shortage. How would I do this? I would satisfy the pain point of travelers by providing a clean bathroom. Not just a clean bathroom, but AMAZINGLY clean bathrooms that are designed for high volume and easy maintenance. I would advertise these amazingly clean bathrooms to the masses, exclaiming to every traveler on the interstate of how clean they are. So what does this have to do with the skydiving industry? EVERYTHING Few industries have as much bathroom traffic as the skydiving industry. Looking for your student on the 20 minute call? They're in the bathroom! I've often said that you can tell how a business feels about its customers by looking at the bathroom. This is a point that must not be ignored, but there is a bigger message here. This article is less about bathrooms and more about addressing the obvious points that DZO's miss because of subjectivity. The time investment that a DZO puts in during an average summer weekend day is usually 12-14 hours. It's easy to lose sight of the obvious and become blind to what your customers are actually experiencing. What are the pain points for your customers?Directions? Cleanliness of Bathrooms? Cleanliness of the Hangar? Cleanliness of the Packing Mat? Hospitality of the Manifest Staff? Dirty jumpsuits? What are the pain points of your staff?Maintaining equipment? Clean goggles for students? Frap hats in good condition? Laundered jumpsuits? 9 Steps to Exceed the Expectations of Customers 1. Identify. Identify every customer point of interaction with the business. 2. Evaluate. Answer the question, "Are we providing 5 star service at each point of interaction?" If you’re not, you need to be. 3. Gather Feedback. Poll your customers. If possible, e-mail your customer database requesting they take a brief survey about your company. Each question in the survey should request an evaluation at each point of interaction. 4. Listen. Listen to what your customers are saying. Don't blow the feedback off as trivial. This feedback is critical to a business' survival. Make appropriate changes based on the feedback. 5. Set Goals. In order to exceed the expectations of your customers, a measurable goal must be set for everyone in the company to work towards and achieve. 6. Measure. Create a statistic that charts progress based on the new goals. 7. Recognize - Recognize pain points employees endure when trying to deliver excellent service. Make it as easy as possible for your staff to amaze the customer. Also, identify team members who are unable to deliver the level of service management requires. Try to coach employees wherever possible, but be ready to remove team members who do not buy-in. 8. Establish Culture - Delivering amazing service does not happen by simply announcing "Let's give better service!" Employees need to be happy in order to deliver great service consistently. Establish core values with employee input and hold the company to that standard from the CEO down. 9. Communicate. Communicate and over-communicate. Give as much feedback to employees as possible. People wish to feel like they are part of something bigger than themselves and will take more pride in their work if they know their contribution makes a difference. Praise publicly and always punish privately. Powerful marketing focuses on how a customer feels about a company. Exceed the expectations of your customers to gain the advantage in your marketplace. The details matter. Above, the before and after pics of the bathroom facility at Triangle Skydiving Center. When customers are paying a premium price to use your services, a premium experience should be given. The industry must remember that we are operating million dollar + operations. Make it a million dollar experience from start to finish at every point of contact.
  15. In an industry where everything costs a lot of money, creating opportunities to maximize on customer expenditure is essential. Many of the DZ's I visit focus solely on tandem and video sales and are merely satisfied with any other purchases made in the gear store. Let's be more strategic by increasing peripheral sales to help boost your bottom line. The margins on tee shirts are too substantial to ignore. Also, guests who purchase a second tandem become part of your marketing team by recruiting others to join them on their skydiving adventure. Are you doing everything you can to boost these sales? Understanding What We HaveThe skydiving industry has something that retail companies, salespeople, and corporations crave….no, WISH they had with their customers. That word is connection. Ever been to the Gap during its heyday in the 90s or even the Apple Store of today? Millions of dollars have been spent by these companies to mix the right elements to make the retail environment inviting enough to make a connection. Selling has been turned into a science focused on stimulating the consumers senses. Walk in to an Apple Store and pay attention to what you're seeing. Visually, the store is appealing with clean lines, lighting that isn't harsh but illuminates and is soft. The colors in the store window are vibrant. Audibly, the music is up with an energy-induced, toe-tapping beat. The music isn't an ipod on shuffle but is part of a science known as multi-sensory branding. Everything is by design to connect with customers and create an environment that is inviting, warm and allows no obstacle for consumers to react on an impulsive purchase. The energy felt within the Apple Store is palpable as the throng of people within the store creates a vibe that makes the price of the products not seem so incredibly expensive. Touch - having all the products out and available to touch and play with is part of the Apple Store's brilliance and pushes the connection between user and product. Playing with an ipod is much more powerful than simply looking at one. Smell - Think there isn't a smell at the Apple Store? You won't notice what you're smelling, but instead notice what you're not smelling. There is no musty smell from hundreds of people crammed into its tight quarters, but rather a smell of newness that matches the vivid environment. Undoubtedly, the store is cleaned very well at the end of each day. Everything involving the senses is calculated and by design. Whether you're an Apple lover or hater, Apple has created a retail model that spares no expense to create a connection with the consumer. When a connection is made, sales are made. The skydiving industry has conquered the hardest part of selling: we have the connection. Now, let's make some sales! Closing the SaleThe moment a tandem student lands from their skydive is SALES GOLD. The reserved person who arrived at the DZ who hemmed and hawed about upgrading from video to video and stills is now primed to spend a little more money…at least $18 for a tee shirt. The connection the student has with the tandem instructor and the organization is now sealed as serotonin surges through the veins of an individual who has just completed "The best experience of their lives." The consumer WANTS to share their experience showing off a tee shirt or product that says, "yeah, I jumped out of an airplane and loved it." Be sure we're creating the right environment to make the sale. NOTE: You don't need to have an amazing facility or retail space to accomplish this.The minimum requirement is that your sales area is clean and feels organized. 6 Power Tips To Boost The Bottom LineThe Closing 1. The Tandem Instructor The tandem instructor is the gateway to an easy sale. The student has entrusted his / her life to the instructor while facing their biggest challenge and they lived! Big time connection here. If your DZ is meeting instructors in the landing area with a rig, then you're negatively affecting your sales. Great that you're busy, but if there is not enough time to complete the experience, then you're clearly understaffed. A great book has a strong beginning, middle and end. Too often, we end the tandem experience improperly without an instructor: a). debriefing the tandem student with encouragement about how well they did during the jump b). the presentation of a certificate of achievement signed by the instructor with a shake of the hand or hug and the signing of log books (instructors and student's) c). presentation of sales opportunities that the customer has become eligible for having completed their first jump as well as the next steps to becoming a solo skydiver. A Word on Instructors: Passionate instructors will buy-in to this. A DZ's success is everyone's success and job security for all! 2. Placement Where the closing takes place is key to driving sales. Ideally, have the presentation of the certificate of achievement take place in the store. Once the instructor shakes hands and departs, the student is left with feelings of exhilaration and happiness in the retail space. 3. The Store The gear store, regardless of size should feel clean and organized. If the store is poorly lit, has worn out carpeting, and is bulging at the seams with product then make the correct changes. Offer less product if needed to make the sales environment more friendly. All products should be neatly hung or folded. 
 4. Displays Be sure your customers can touch tee shirts. If tee shirt designs are simply on display behind the counter with sizing in drawers, then you are not maximizing sales. As with all retail stores in the mall, people want to see how tee shirts will look on them. The interaction of touching the product is very important. 5. Offer a Deal Even if it's perceived. There is a euphoria in shopping when people feel like they've received a deal. Observe the madness of Black Friday in the US as shoppers quite literally feel a 'high' when getting amazing deals even at the cost of getting out of bed at 4:00am, fighting traffic and huge crowds for the opportunity to spend money in a crazy environment! When presenting the certificate of achievement, offer an exclusive discount in the form of a coupon (preferably on card stock, so it feels substantial) for those that have completed their jumps to receive a discount on purchasing their next tandem, a discount for beginning AFF and a discount on a tee shirt). Even a $2 discount off of a US$20 shirt feels good to a shopper. You don't have to give the house away to see a jump in sales. 6. Create an Urgency Don't give customers options to get a deal after they leave the DZ. There is no better sales environment than the moment after a jump. During my time at Skydive Carolina, I offered my guests who had paid full retail the opportunity to purchase a gift certificate for a tandem at half the price. The discount would be valid for that day only, pushing the student to make an on-the-spot decision. (The strategy is not to force the student to jump the same day, but to leave with the discount in hand in order to recruit others). Once the customer leaves the DZ with an option to buy later, the percentage of sales decreases dramatically. If someone called within a few days begging to cash in the offer…I would always honor it. The psyche of most people doing a tandem skydive is to share in the experience with others. My basis for good marketing is to convert happy customers into 'talkers' for your DZ. Anyone leaving with a half off tandem promotion becomes a marketing mouthpiece. They will try to recruit others to join them for their next tandem experience and of course you will capture them at full retail. Some people return alone, but that is the minority. This is part of equipping your guests to become the marketing machine for your DZ and the best part is they're paying you to do it. Owning and running a DZ is harder than most people can imagine. The lists of to-dos and responsibilities are endless and being ahead on anything is typically short-lived. My thoughts are geared towards working smarter, not harder and to convert your happy customers into marketers.
  16. The daily deal discussion has become the latest irritant on par with the topic of SkyRide and often leads to vein-popping, heated discourse similar to any US political exchange between Democrats and Republicans. It can get heated! Generally, there are two positions held about daily deals: Position 1: Strongly Against: Deeply discounting the product while a third party profits on your hard work is not sustainable and does not make sense. Position 2: In Favor: It's a great way to expose your business and bring a lot of traffic through the door. Many businesses, both in and out of the skydiving industry, have found the daily deal to be a dreadful experience. The deal has been misused by offering too many deals, too often, without creating a proper strategy for its implementation. Think of the daily deal like chocolate. Eat it in moderation and it can be enjoyed. Eat too much of it and it will make you sick. The application of the daily deal can be either positive or negative dependent on several variables and is not universally a good idea for all. Three Variables that Dictate Daily Deal Success or Failure: A). Motive - Revenue Generator or Marketing Vehicle? B). Competition in the marketplace. C). How the deal is structured. A. Your Goal for Offering a Daily DealWhat is the motive for creating a daily deal? If the motive is to create an infusion of cash to get through a winter or to generate a major profit, then this is a red flag. Offering daily deals annually for a prolonged period at high volumes is unsustainable. If the motive is to use the daily deal as a vehicle to increase awareness about your DZ, then this is a better approach. I view the daily deal more as an advertising expense as opposed to a revenue generator - a big difference. The key baseline is to never lose money on any deal. Creating an intelligent deal limits volume, guarantees a sell out promotion and goes away quickly. The purpose is to maximize exposure based on the size of the database of the daily dealer. Whether you offer 500 vouchers or 2000, your exposure to the database is the same. So, offer a lower volume. B. Competition in the MarketplaceIf there are multiple DZ's competing in the same marketplace who offer promotions at different price points, volumes and times of year, the marketplace will erode and operators will be forced to cost-cut as profit margins become razor thin resulting in a lesser product. Consumers will refuse to pay the full retail price knowing that if they are patient enough, a deal will soon appear. C. How To Structure a DealIf you elect to offer a deal, how you structure it is most important. If the fine print does not benefit you entirely then it could be detrimental. Below are important keys to structuring a deal: 1. When to Offer Your Daily Deal - Don't (Ever) offer a daily deal during the beginning or during the busiest months of the season. Basic economics teaches that one can charge the most when demand is high, but pricing will slip if a great deal is offered in great supply. A daily deal should only be offered at the end of the busy season when transitioning into the quieter time of year when demand is low. 2. Expiration Dates - Ideally, allow for a lengthy expiration date as opposed to a shorter one. Pushing for a short-term expiration date (six months) puts pressure on certificate holders to redeem, causing high volume in a short period of time. If the weather is particularly poor, rescheduling these deep discounted customers can interfere with availability during the peak season. Here's an example: Many DZ's offer a high volume deal (more than 1000 vouchers) in the month of December (Northern Hemisphere) with an expiration date for May or June of the following year. The purpose is to generate a high volume of business during the cooler months as winter transitions into spring. Conceptually, it's a good idea to maximize being busy and creating work for DZ staff when it's normally a bit quiet. The consequence occurs if the weather is poor during the spring season forcing these discounted jumpers to reschedule into the busy months thus reducing availability for full-retail price paying customers. Offering a longer-term deal (a year) doesn't push so many people en masse in such a short period of time. 3. Deal Pricing a. Know Your Cost. Know exactly what a tandem skydive costs you. Round up when factoring in variable expenses like the cost of fuel. b. Price for Profit. Know the number you would wish to receive before beginning talks with a daily dealer. Profit margins are not significant, but the number MUST result in a profit. If it's at a loss….DON'T ACCEPT IT. 4. Negotiate. Negotiating a daily deal is not unlike purchasing a car from a salesman. Don't show your hand, but let the offer come from the daily deal representative first and build the margin up from there. Remember, there is competition for daily dealers. Several years ago, GroupOn was the only dealer in the space. Today many are fighting for your promotion. Pit one against the other to maximize profit margins. Never pay for credit card fees. Dealers will try to have you pay them. This can be negotiated and should be a show-stopper. Tip: Address this detail last after you're happy with the amount received for each voucher sold. 5. Limit Vouchers - Setting up a good deal should create a vibe or a rush from the consumer base by offering limited quantity over a limited time period. Many DZ's offer too many vouchers to generate cash flow. Again, if the motivator is for a cash infusion (which it often is in this cash flow industry) then becoming cash poor is inevitable once current debts are covered and instructors are paid resulting in an unhealthy cycle of continuously ‘robbing Peter to pay Paul.’ 6. Deal Parameters - Have you ever noticed that popular restaurants or hotels put in their conditions that the deal cannot be redeemed on Valentine’s Day or some other big holiday event? Be sure that your deal doesn’t impede on customers wishing to pay you full retail during boogies or traditionally high volume weekends. Be clear how to handle vouchers after a certificate goes beyond the expiration date. 7. Be Prepared - This is not part of structuring the deal, but it should be part of your mindset. Be prepared for high traffic on the phones when your deal launches and most importantly offer VIP service to these coupon holders. A marketer's challenge is to create a vehicle that drives traffic through the door. Once there, treat them with amazing service in order to wow them. Too often, companies treat people who redeem their vouchers as second-class citizens because of the deal they have. The ultimate purpose of good marketing is to drive traffic and convert customers into loyalists. Suggested Alternative: A More Beneficial Daily Deal Skip the middle man. A more beneficial deal is creating an in-house deal to your customer database. Capitalizing on a customer base that already loves you allows for an easy sale. Offer a deal to your own customer base and offer it for three days only (ideally on Black Friday or Cyber Monday in the USA). In order for this to occur, DZ's must be collect e-mail addresses from all of their customers in order to launch a successful in-house program. SummaryIf implementing a daily a deal use caution, apply a strategy and execute in moderation. Generating traffic and building your business at an acceptable price point is a process that begins with treating guests like a VIP at every point of interaction. Too often, drop zone operators focus on the skydive to wow the customer as opposed to amazing people by offering a clean facility, high communications and staff who are passionate about service. Building a business without these foundations will create the need for quick cash resulting in a cycle that is damaging to all.
  17. A self-taught man usually has a poor teacher and a worse student. -Henny Youngman Skydiving is a sport in which all all participants seek improvement in skill and confidence in their skills. Coaching plays a significant role in setting goals, testing the goals, and reviewing the tested goal. The illustrations in this article are from wingsuit students, and this conversation is predominantly directed towards coaches beyond Cat G/H USPA standards whether they’re teaching canopy control, freeflying, RW, wingsuiting, CRW, freestyle, accuracy, or any other aspect of the skydiving culture. This article predominantly speaks to advanced coaching, yet the principles also apply to ISP coaching. Students have a right to expect a quality experience. Students also have a right to expect that they’ll complete a training investment with greater skill, competence, knowledge, or a combination of abilities. Not only should coaches/instructors be well-versed and trained in how to instruct,they also must keep current in the sport using resources available via USPA, community education, advanced instruction, and reading books benefiting both the coach/instructor and the student in the long run. The USPA provides an excellent primer in the basics of training, yet it’s extremely beneficial if additional resources are pursued. In short, being an effective coach/instructor involves continuing education and seeking the best methods and practices in teaching vs finding the fastest way to receive and keep a rating. A good coach or instructor creates the foundation upon which a student makes conscious decisions throughout their skydiving career. A proper program provides kinesthetics, muscle memory training, horizontal and vertical training positions. Well-spent time on the ground provides for a much better in-air experience. Unfortunately (as in any educational setting) there are coaches in skydiving who are good in the sport yet cannot skillfully teach. Many coaches do not understand the methodology behind practical training. Instead, students are taught using the theory of “this is how it worked for me, now you go do it.” A skilled trainer/coach/instructor, on the other hand, should be able to teach on virtually any topic to anyone, because they properly understand the process of breaking down a task or objective into a series of attainable goals that eventually combine into a skill or greater self-empowerment. When one is seeking out a coach, identifying the person most naturally skilled in the objective you wish to achieve seems intuitive. However, selecting someone who is a world champion in this or an award winner of that, may actually be counter productive. The champion has spent most of their time refining the final 2% of their skill necessary to put them above another competitor. Further, they may not have the skill set to properly pass along their skill set, simply because it is self-contained, self-trained, and misses the logic and requirement to understand the skill from a no-knowledge starting point. When one is making the decision to become a coach, having an instructional background or seeking training from a coaching professional or attending a few instructor-skills classes will make a significant difference in your effectiveness as a teacher. Most USPA Coach Examiners offer a basic level of instructional technique, yet it’s recommended that coaches receive additional training from outside educational resources. Coaching isn’t about you. It’s about the student. Too much information too quickly is overwhelming and students are unable to retain key points. This is easily the number one mistake rookie coaches and instructors make when trying to help someone reach a goal. It’s especially true when helping someone new in their discipline or activity. While it seems like the right thing to do, it isn’t. Refrain from teaching about hips, head, arms, legs, feet, shoulders, elbows, knee pressure, stomach/core, and angular motion all at once. It’s just not going to work. A good coach understands biometrics, understands how to improve poor body position with a single (at most two) changes, and can process the cause of body position issues very quickly. Additionally, a good instructor knows how to assess individual learning styles by asking a few short yet revealing questions. By applying techniques targeted for each person’s individual learning style, the training session becomes even more effective. A capable and professional coach/instructor: Has a series of goal-identifying questions. Uses multi-layered listening skills. Has learned both tactical and strategic coaching methods (do they have multiple methods to achieve a specific result?) Discovers in-the-moment coaching opportunities that ignite an effective and fun dialog. Crafts coaching approaches that lead to student success. Understands the importance of “centering”. Recognizes what levels of information are “TMI” at an individual level. Can demonstrate flying skill to provide in-air feedback and proximity. In the below video, a skydiver attended different wingsuit schools wanting to achieve the same objective. The two jumps are back to back. The video on the left is a coaching jump at School “A” and the right half of the video is the next coached jump/same task trained at School “B.” School “B” uses a “pro-active coaching” method including kinesthetics/proprioception based on standard sport instruction. The results demonstrate very different results for an identical task. Quality coaching does make a significant difference in speed and quality of advancement. An “instructor” must determine whether they are a “Coach” or a “Counselor.” A coach provides direction to orient and train for a specific skill set agreed upon by student and coach. Coaching is a mentorship process. A counselor, on the other hand, is a supportive process where the student is largely responsible for self-training and obtains feedback from a peer more skilled in the task or discipline. Using the above video, note the proximity of the coach to the student in the “B” side of the video. The coach knows in advance of where the student will be (In skydive coaching, the student is virtually always the base of the coached skydive). The student has specific tasks to perform that are tested on the ground prior to boarding aircraft. The coach has specific responses to perform when the student performs their portion of the objective. During the debrief, challenges to achieving the task are identified and discussed by the coach and student, with both parties providing input and feedback during the debrief process. The coach is causing a poor body response/result via their position relative to the student, and providing incorrect hand signals. The student is forced to look up, creating a brake. The end result in this instance is deep potato-chipping and instability (as seen in the video). SAFETYA coach’s foremost responsibility is to the safety of the student. A primary motivation for students is to not only progress in their discipline of choice, but to also be safe in the pursuit of excellence. In the above video, the coach intentionally flies into a hazardous situation where both he and the student are at risk (Left side of display. Aside from a violation of the FARS (in the USA), diving after a student into clouds is not something any coach should be doing. A coach should never add risk to a jump but rather, take all available steps to decrease risk to a student and themselves. The coach/student combination on the right side of the image demonstrate proper proximity, keeping both student and coach in a safe environment. Coaches/instructors must possess appropriate skills that ensure safe practices are at the fore of every jump. In the above video (FFC-4) the coach intentionally flies into a high-risk situation. This is unacceptable. Aside from a violation of the FARS (in the USA), diving after a student into clouds is not something any coach should be doing. A coach should never add risk to a jump but rather, take all available steps to decrease risk to a student and themselves. Coaches/instructors must possess appropriate skills that ensure safe practices are at the fore of every jump. BRIEF/DEBRIEFNew coaches often discover where they may have lacked in communicative skills during the initial training process (although these errors typically make themselves known in the ground test/dirt-dive phase) and find themselves improving as a result of beginning from a consistent training/debriefing method. A debrief session usually begins by asking the student for a self-assessment of the jump, and finishes by showing video after the coach has provided observations. This is also where professional instructors summarize the experience using the GROW method (Assess the Goal vs the Reality of the jump, identifying the Obstacles/Options challenging the task, and what our Way forward to success should be) or some facsimile of the process. On the left is School “A” and on the right is School “B,” both being First Flight Course/wingsuit training examples. In the video on the right, the coach is flying to the student (student is base) and maintains proximity in order to best provide hand signals and responses to the student’s maneuvers. For video debriefing, the instructor should be close to best identify body position changes and how they affect flight. Not being near the student also creates an unnecessary risk to everyone on the jump. STUDENTSWhen choosing a coach, look for; Reputation for quality of instruction/experience in the discipline A long-term safety record Measurable tasks and progression that achieves a specific, desired outcome or finishing point. Access to supplemental or specialized equipment (if necessary) Availability, flexibility, and ability to create a program suited to individual needs Cost of training/Value compared to costWhen meeting with a coach: Set goals. A good coach will help define what’s achievable. Define exactly how you and the coach will attain the goal. People are unique, and have different ways they learn, different paces at which they learn. Can the coach tailor their program to meet your needs? Be sure that each jump includes a comprehensive debrief. This is critical to any progression in any discipline. Remember that all training is not equal. Quality coaching may cost a small bit more, particularly discipline or activity-specific training. If it’s skill advancement or safety-related, it’s virtually always worth the minimally extra cost. Receiving and providing coaching should be a win/win experience for both parties . Adding to a skillset benefits everyone in the sport, and improves the skill and safety culture within our sport. Blue skies! ~dse Further Reading: http://www.grapplearts.com/Blog/2012/04/sensory-learning-styles/ http://www.lbspractitionertraining.com/pd-courses/practitioners/working-with-adult-learners/257-25-kinesthetic-learners http://serendip.brynmawr.edu/exchange/node/1699 https://www.coachup.com/benefits_of_private_coaching http://www.brianmac.co.uk/articles/article017.htm About DSE:Douglas Spotted Eagle/DSE (D-29060) is a trainer, producing and developing training systems and curricula for software and hardware developers and manufacturers such as Sony, Adobe, Canopus, Avid, Ulead, Panasonic, and Apple. He has developed standardized teaching methods specifically targeted to the skydiving environment, and is a full-time instructor at Skydive Elsinore as a Coach Examiner, AFFI, and PRO-rated skydiver. The Skydive Elsinore Wingsuit School has instructed nearly 800 First Flight Courses, and over 4000 Wingsuit training jumps, and has developed a standardized training program used by many dropzones around the world.
  18. The topic of “Line of Flight” seems to be a mysterious, yet cool term that is often misused and/or misunderstood. As a freefly load organizer and instructor, I’ve realized the lack of knowledge about this subject so I figured we can take a moment and break it down: Jump Run – the direction of flight and configuration of the plane while jumpers are exiting Line of Flight – The 3-dimensional profile of Jump Run The Line of Flight is essentially the same “line” as Jump Run, however in skydiving, the Line of Flight is discussed in terms of three-dimensional space. Next, where Jump Run begins (or the point where the first group exits) is known as “Down the Line of Flight” and where Jump Run ends (towards the last group exiting), is called, “Up the Line of Flight.” According to these illustrations, note the compass rose and which direction the plane is flying. You can determine that the plane is flying from the South, towards the North. This establishes Jump Run and Line of Flight. So, what makes this “Line of Flight” important? To avoid collisions!! Potential Collision Hazards Freefall Drifting (outside the given exit separation and given column of air) Break-Off & Opening Canopy Opening and the First 10-15 secondsOn every jump, in any axis, we all experience freefall and canopy drift. (Reference http://www.melissaairheart.com/winds-aloft/) Therefore, pre-planning the spot, Jump Run, Exit Order (reference http://www.melissaairheart.com/exit-order-of-business/), and Exit Separation (reference http://www.melissaairheart.com/exit-separation-time-really-matters/) turn out to be important elements of safety for Line of Flight. Taking into consideration the day’s Jump Run, the Exit Order for the load and Exit Separation for the day’s conditions, each group (assuming they are a traditional RW, Freefly, student or Tandem group) is given a “Column of Air” for freefall. If a group is moving towards the boundaries of their given column, there now exists a potential for a collision. How does one get towards the boundaries of the column if they exited in the right Exit Order and given the appropriate Exit Separation? Example 1: New Freeflier Freefly speeds are increased from 120mph to roughly 150mph. Typically, new sit flyers have a tendency to lean forward which causes a dramatic backslide, which can cover a great distance. If that jumper is facing Up or Down the Line of Flight, they are increasing their chances of converging with another group. A solution is to have newer freefliers identify themselves in the loading area, and let others know they’ll be taking the Line of Flight into consideration. Then make sure to face perpendicular to the Line of Flight during freefall. Example 2: Break-Off To avoid collision on break off, it is suggested to track perpendicular to the Line of Flight. Let’s say there is one 4-way RW group (no video), and three 2-way freefly groups exiting from a caravan – given Exit Separation 6 seconds, Jump Run South to North, and each group exited appropriately. To assure avoiding running into groups, the 2-way freefliers are able to track perpendicular to the Line of Flight, allowing more separation between themselves and the other groups. However, in a 4-way or larger, inevitably, part of the group may track Up and Down the Line of Flight. There are 3-options to this variable: 1: The 2-jumpers tracking Up or Down the Line of Flight may reduce their tracking speed so as not exit their Column boundaries, yet still gaining an appropriate distance; and the 2-jumpers tracking off the Line of Flight do a max track to assist in maximizing group separation 2: The 4-way could adjust their break-off and off-set their trajectory by at least 45° so as to break-off, off the Line of Flight 3: The group exiting after a group of 4 (or more), leave a little extra time before exiting to account for enlarging the Column of airspace for the previous group’s need space for break off [Larger groups will absolutely need more time between groups to account for a larger distance covered on their break-off.] Note: Angled, tracking and wingsuit groups are exceptions to the “Column of Air” example as they fly in a broader airspace and need special consideration for their flight paths. This requires communication and awareness from the entire load, including the pilot. Why is Line of Flight important for canopy? Example 1: Canopy’s Flight Path The canopy’s forward movement after opening still increases the distance towards the boundaries of the prior or previous group’s Column of Air. Therefore, after ensuring a functioning canopy, it’s important to fly OFF the Line of Flight for approximately 10-15 seconds after opening. In theory, you should be able to look Up the Line of Flight and see the group after you breaking off or just opening; and look Down the Line of Flight and identify the group Down the Line of Flight under canopy and slightly below (depending on opening altitudes). Example 2: Landing Area and Opening Point This will vary depending on Jump Run’s direction, surface winds, freefall drift, etc. However, if the landing Target Area is under Group 3 shown in the next Illustration, then Group 1 and 2 will have to fly Up the Line of Flight. If you find yourself in Group 1 or 2’s situation, fly off the Line of Flight and identify the groups that exited after you before you fly to the the Holding Area and Landing Pattern. Try this at home: 1. Figure out Line of Flight (or Jump Run) for the day’s conditions and identify landmarks for specific directions 2. Make sure you note if your group is drifting up or down the Line of Flight; then assure you track accordingly 3. After deployment and opening checks, fly your canopy off the Line of Flight (if safe to do so) for 10-15 seconds. 4. Identify a safe flight path to Holding Area and Landing Pattern Another great resource is USPA’s Power Point presentation on “Canopy Collisions” found here http://www.uspa.org/USPAMembers/Downloads/tabid/84/Default.aspx (scroll towards bottom, under “Miscellaneous” topics. There are always exceptions to the norm and many variables. Therefore, maintain awareness and use your best judgement in each situation. Note: If this does not make sense, please consult an instructor at your Drop Zone for further explanation. This is not meant to be a sole training tool for skydiving or parachute flying. Full instructional methods will be provided at your skydiving school. Drawings are not to scale
  19. The competitor with the lowest total time at the end of the 5 rounds of competition is the winner. The performance is recorded using a very high powered camera on the ground, the competitor leaving the aircraft at 2200 mts and after a few seconds to build up speed commence their sequence. The world record time is currently 5.18 sec (Male) and 6.10 sec (Female). In skysurfing, a jumper attaches a board, similar to a snowboard or wakeboard but made specifically for skydiving, to his feet and performs aerial acrobatics in freefall, including flips and spins. Lew Sanborn and Jacques Istel started the first commercial drop zone and training center in 1959. While skysurfing is visually appealing and has been included in events like ESPN’s X Games, few jumpers still pursue this challenging discipline. When leaving an aircraft, for a few seconds a skydiver continues to travel forward as well as down, due to the momentum created by the aircraft's speed (known as "forward throw"). The perception of a change from horizontal to vertical flight is known as the "relative wind", or informally as "being on the hill". Each event has a “working time” within which to repeat the sequence as many times as possible. During the tandem jump the instructor is responsible for emergency procedures in the unlikely event that they will be needed, therefore freeing the student to concentrate on learning to skydive. Skydivers reach terminal velocity (around 120 mph (190 km/h) for belly to Earth orientations, 150–200 mph (240–320 km/h) for head down orientations) and are no longer accelerating towards the ground. In freefall, skydivers generally do not experience a "falling" sensation because the resistance of the air to their body at speeds above about 50 mph (80 km/h) provides some feeling of weight and direction. Other training methods include static line, IAD (Instructor Assisted Deployment), and AFF (Accelerated Free fall) also known as Progressive Free-Fall (PFF) in Canada. A demanding freefall exercise of specified turns and loops executed very precisely at speed, and under tight control. At normal exit speeds for aircraft (approx 90 mph (140 km/h)) there is little feeling of falling just after exit, but jumping from a balloon or helicopter can create this sensation. The panel of judges judge from the recording media. The first three concern teams of either 8 or 4 plus their camera flyer performing a series of pre-determined patterns (formations) in a repetitive sequence whilst flying in a face to earth configuration. Style and Accuracy remained the primary discipline throughout the 1960s, and Relative Work continued to develop with the first 6 and 8 man formations being completed. Many people make their first jump with an experienced and trained instructor – this type of skydive may be in the form of a tandem skydive. All of their work is recorded by the camera-flyer, and the panel of judges sit in front of a screen and make their individual decisions. Each competitor is timed from the start of the “series” to the end and time points are added for penalties such as a turn completed off heading or a loop deviating from the axis. At this point the sensation is as of a forceful wind. The 1960s saw the beginnings of the first non-military drop zones, and non-military training methods. They developed a civilian training method with the belief that any intelligent person could be taught the basics of a parachute jump and jump the same day. They are judged on the number of correctly completed figures they make, and the team with the highest number at the end of 10 rounds of competition will be declared the winner.
  20. Marketing execs love to throw around industry jargon to make themselves sound like marketing experts. Terms like ROI, target demographic, disposable income, call to action and spiral binders with graphs and charts showing positive gains look and sound legit. Don’t believe the hype. All this ‘marketing-speak’ sounds good, but the majority of marketing execs who work for broadcast, TV and print don’t understand the skydiving industry and mistakenly apply successful campaigns used for other industries to our own. Before buying in to a marketing plan, understand three major reasons why mass media ads don’t give a return: 1. A Tough Call to Action. Strong marketing plans offer a call to action prompting an individual to respond to an ad. Few ads challenge people to do something that may result in one‘s death. Though death is an unlikely result, it weighs heavily for Joe Public to actually commit to calling a DZ and making a booking. 2. Recruitment. Think about it, how many people come to a DZ alone? It happens, but it’s the exception to the rule. Students usually recruit a friend to share in the fear, anticipation and excitement of the experience. Not only does one need to spend time considering whether they should jump, but then need to recruit a friend, which takes time. 3. Disposable Income. How many of us have an extra few hundred dollars lying around? Many mass media ads for activities are more affordable than your average price for a tandem skydive. Combine the obstacles of having to consider making a jump, recruiting a friend and saving money and you’ll find that a lengthy amount of time has gone by before the phone begins to ring. Some will argue that advertising creates brand awareness and this is true, but there will only be a small percentage who see and hear an ad that follow through all of the steps to make it to your DZ. Bottom line: a poor return on investment. Most DZO’s have been happy to break even on their mass media campaigns after they’ve launched. The Affordable and Effective ApproachThe most effective kind of marketing harnesses the exhilaration of your current customers. Firstly, give these guests a reason to come back to make a second jump. No longer does this need to be a ‘once in a lifetime experience.’ These guests will recruit their full-retail paying friends to experience life’s greatest adventure. Secondly, equip your guests with a means to advertise your DZ utilizing social media by sharing videos, photos and check-ins. Top Five Marketing Basics Every DZ Should be ImplementingOnline Reservations. If you’re a DZO who says that you don’t want to miss on the personal interaction with guests while making a booking, then this is the first marketing change to be made. If someone desires to spend money with your company at two o’clock in the morning, let them! Don’t force your potential customers to spend money with you on your terms. Social Media. The biggest corporations in the world are actively engaging with people through social media. If you are putting a couple posts out here and there then you’re missing a huge opportunity that the business world has come to embrace. Creating a social media plan is necessary, should be organized and well structured. This is a legitimate and inexpensive way to market the business. Video E-mails. Embrace your customer’s enthusiasm by using a service to e-mail guests their videos. Be sure the DZ’s branding, phone number and website is included because these videos will be shared everywhere. This is an example of getting your customers to market for you. Database Collection. Updating your DZ database is a critical piece to the marketing pie. Collecting e-mail addresses will allow for broadcasting your marketing message to a clientele that knows how great you are. A professionally designed newsletter offering specials during the holidays will reap rewards to the bottom line. Surveys. How do you know your strengths and weaknesses? Allow your customers to tell you by seeking their feedback. This should never be done at the DZ ten minutes after your guests have jumped. An online survey should be sent 24 hours after a jump allowing for anonymity and comfort to provide honest insight about the experience. In order to have a finger on the pulse of the operation and understand the weakest areas of the customer experience, surveys are invaluable. Finally, the best marketing is word of mouth. Examine every interaction your guests experience with the operation from the website, cleanliness of bathrooms, presentation of the instructor, cleanliness of jumpsuits etc. and be sure to amaze your customers. Having a plane with instructors who can safely execute skydives is not enough. The details that surround the experience is just as important as the skydive to ensure your customers aren’t just happy, but thrilled with the experience.
  21. Thanks to social media, word of mouth marketing has become the most powerful marketing tool in the industry. This approach to marketing is exciting for some and a nightmare for others because the message cannot be controlled. Word of mouth spreads like wildfire by a few keystrokes of an individual who either loves or hates your service. For a business to thrive in today's tech savvy world, an owner must view opening the doors each morning as a theatre company on opening night…you're putting on a show. Each day businesses are putting on a performance for each customer who are armed with amazing technology to tell the world about the performance. It's time to start dancing! Perhaps no image is more synonymous within skydiving as the famous 'infidel' tattoo that went viral on social media bringing attention to a drop zone that no business owner would desire. Through the Eyes of the ConsumerImagine if you were invited to be a secret shopper. Your assignment would be to take a date to the nicest, most expensive restaurant in town. This restaurant would only be visited on the most special of occasions because of its high price point. Excitedly, you accept the offer and look forward to enjoying a quality meal in a romantic setting with that special someone in your life. In consideration of your assignment, what would it take to rate the restaurant a perfect five stars? One would think that the rating centers around the meal, but with more thought there are several interactions that take place before the food reaches the table. Consider these eleven judgement points that lead up to the presentation of the food: Website - In preparation for your meal, you elect to review the menu online. This is the first interaction with the restaurant. What image and feeling does the site convey? Hopefully it's positive as you send the link to your date to show where you're going... we want her to be impressed! Directions - How easy or difficult is it to locate the restaurant? There's nothing more frustrating than getting lost! Parking - Is parking readily available or are you circling the restaurant trying to find any opening? Greeting - What is the greeting like when you arrive? For the price point and experience, we hope it's positive and warm! Cleanliness - What is the appearance of the restaurant? This will set a tone. Hopefully, the soles of your shoes aren't picking up tons of dirt because the floor hasn't been swept in days. Wait Time - How long does it take to be seated especially as you have a reservation? If you've made arrangements ahead of time, the wait should be minimal. Interaction - What is the interaction like with your server? The gratuity will be high after the cost of this meal…we hope it's good! Beverages - Having placed an order for drinks, how long does it take for them to arrive? If this is a first date, you may need that beverage to arrive sooner than later to ease the awkward silence! Bathrooms - While awaiting drinks, you visit the bathroom. No one likes a dirty bathroom...anywhere. Food Order - How long does it take for the server to take your order for food? Do you like to wave at a server when it's time to place the order? Food - How long does it take for the food to arrive since you made the order? "Maybe the lamb is being flown in from New Zealand?" Once the food has arrived there are more interactions with the server, an offer for dessert and the bill. If the food was perfect, and the eleven interactions prior to the meal were average, would you award the restaurant five stars? Though all of the interactions leading to the meal are all small details, when added together become significant. To receive a true five star review, no detail is too small. Above: excessive waiting is a major issue at DZ's around the world which only lessens a customer's experience. Between the price point and high expectations, this will not win any five star reviews. As other businesses have had to adapt, so must our industry. As in the secret shopper example above, replace the meal with the skydive. We must strive for five stars and examine every interaction a customer has with our DZ's to ensure it's never average, but always exceeds expectation. Our customers are not just our tandem or AFF students, but fun jumpers and the staff that work for us as well. The key to harnessing word of mouth marketing is to allow service and professionalism to be as important as the skydive itself. No detail too small when offering the single greatest experience life has to offer.
  22. Technology has greatly helped aviation professionals when it comes to security. Modern equipment has made life easier for riders who venture into the sky to protect us from enemies. 1. What are these items? This equipment simulates parachute for emergency exits. One such device is highlighted by its quality in graphic detail and faithful performance during simulation, because you can imagine yourself in midair and plummeted. 2. What do they do? The sensations are basically the same for an emergency situation trying to make almost one real moment of danger. 3. How does it work? The pilot is inside the device that looks like a real parachute and put a helmet and has a motion sensor. The pilot should be in full uniform as if in a confrontational situation in midair, making it even more faithful simulation. 4. When connected. The device, when connected, is being monitored by an experienced trainer and a specialist in the system, which will be recorded all data collected during the simulated flight for further research. 5. What more simulator used by these professionals? One of the most widely used equipment for testing the simulator is created by the company e.sigma. This simulator is called SOKOL and has a wide range of resources capable of solving problems that occur during flight. He has a different system for more complete simulator training for emergencies in the air. 6. The pilot. The pilot, when the simulator should be fully equipped for safety and to look real. The pilot visualize the environment in a free fall and feel the difficulty of the force of the wind and rain through a "glasses" 3D quality equipped with a motion sensor, with which the pilot may make light or rapid head movements that not lose sight of the focus of the landing. In addition to the visual effects are sound effects that are nearly real simulate the sound of wind, rain and other climatic obstacle or not. 7. Virtual environment .. The simulation begins with the rider "in" the aircraft, then it jumps, which actually is skipping a step equipment. But there is a simulation of an ejection cabin of an airplane, which in an emergency can make the difference between surviving or dying. The software allows to simulate different environments perfectly fall, terrain and weather, not to mention that before starting the workout safety instructor will program without knowing the pilot, some emergency situations that may occur in normal flight. 8. The equipment. The simulation system consists of support where the rider is, computer monitoring, sensors that are connected to computers and the pilot, as well as specific software. The system is very interactive and easy to use, anyone can operate it. The simulator is suitable for specific training, therefore, are used to simulate situations of extreme emergency, however, are also used in military selections, ie, it is not a virtual toy, but a life saving device.
  23. AFF students are awesome! They are incredibly excited, nervous, and sometimes quite hilarious. Ben Lowe and I have complied some of our favorite experiences with teaching and getting to know some of our students over the last few years. A graduated student of mine came up to me as calm as could be. The way he looked at me was that he was in trouble.I asked him, “What’s up?” “I had a cutaway,” he replied. “That’s awesome! You saved your life!” I replied as thrilled as could be. “What type of malfunction did you have?” “I think it was a hard opening.” “How do you know it was a hard opening?” “I opened up so hard I lost my shoes.” Ben and I had a student who sheepishly walked in the student room on a Sunday morning. “Good morning,” we said. “How are you?” Laughing he replied, “I’m at church!” Ben and I look puzzeld at each other, “Church?” “Yes, I tell work that I have to go to Church Sunday mornings so I can jump!” One of our favorite water training responses: I had a student who wore a digital altimeter that recorded her freefall speeds and liked writing them down in her logbook. She was about my size, 5’3” 120 pounds. After one jump she ran out of a room holding her altimeter high. “Melissa! Melissa! I reached a max speed of 168mph! That’s a freefly speed!” Ben and I always give our student’s the opportunity to always ask us questions, even after they graduate. This was one of our favorite downsize questions: We had a student who repeated Level 4 several times. Although discouraged, she kept moving forward and ended up graduating to her A-License. The following season after accumulating 100 jumps and tunnel time and ran up to Ben, “I want to do a jump with you to show off my bad ass 360° turns – in control!” Ben had been working with a student on exits for several jumps. She finally just said, “I’m terrified about jumping out of the plane. I’m just gonna throw myself out, then get stable.” I was walking into the student room and I had overheard several students giving shout outs for their landing stats. “I have 2 corn landings,” one says. “I have 1 corn and 1 bean landing,” says another. “Oh yeah, I have 1 corn, 1 bean and 1 runway landing,” he said laughing with a few gasps and questions. Then another pipes up. “Well I landed in the corn 2 miles away!” and the laughter ensued! It’s pretty tough as an Instructor to beat YouTube these days. But you have to stand your ground! Teaching is something Ben and I also take seriously as we know our actions will make a lasting impression. However, the rewards are great as we get to meet so many different people and watch them progress in the sport we’re so passionate about. If you’re an AFF student, I encourage you to keep going and keep learning! Got any interesting stories about what you've heard coming from AFF students? Share them with us in the comments section below... Find good articles here: http://www.melissaairheart.com/category/education/
  24. Short of going to the moon, skydiving is the greatest adventure life has to offer. Everyday lives are changed & comfort zones blown wide open! Skydiving is therapy and a respite from the grind of life. Having a bad day? Make a jump and see if it's as bad when you land. An Activity or an Experience?So, what are DZ's offering? Many DZs sell the experience while others sell an activity. We have all seen these things: Instructors who look as if they just got out of bed, ripped or dirty jumpsuits, staff arriving late, foul language within earshot of students, sexual innuendo or inappropriate jokes about death, the list goes on. We've witnessed it, yet we're not surprised by it. The expression "It's skydiving" is the blanket phrase that's thrown over this behavior. Let it be made clear, It's NOT skydiving, it's a mentality. The mentality derives from the origins of our sport when DZ's were built on an individual's passion to continue to jump post military service versus the creation of a DZ with a viable business plan. The introduction of tandem skydiving created a sustainable business model which has allowed for major skydiving centers like Chicagoland Skydiving Center, Skydive Spaceland, Skydive Carolina and Skydive Elsinore to thrive. The reality is the sport is still extremely young relative to other sports and we are still finding our way into the mainstream. To get there we must break the mentality that excuses poor service. Skydiving has evolved from barnstorming DZ's to multi-million dollar facilities Breaking the ChainThe majority of DZ decision makers hire by plugging in an individual's experience level into the position while forgetting a more important consideration: a passionate personality. If greater significance was placed on one's personality first and years in the sport second, there will be a major shift in the business of skydiving. Having an instructional staff that is passionate about pleasing the customer will benefit the DZ with additional business- GUARANTEED. I'm not suggesting safety be compromised by hiring less experienced instructors. I'm suggesting that DZO's be more selective in the people they hire by weighing personality as heavily as experience. Customers want to have a relationship with a person not with an organization. Personal touch is what takes a company from good to great. Happy customers will create a word of mouth marketing campaign more valuable than any mass media expenditure from a DZ. Great customer service is a DZ's greatest marketing plan. All of us are consumers. If we spend more than US$300 for a service (tandem plus video and stills) what would the expectation be for the kind of service we should receive? Add the variable of a high risk activity and we'd like to feel that we are being well taken care of. Negative attitudes cannot coincide with the business side of the sport. Our sport is too good, too fun, too pure, too life changing to be anything other than the greatest experience in the world with the greatest people.
  25. ChrisD

    Peripheral Vision

    Measuring “Spotlight Effect” Interference On a Peripheral Vision Matching Task. ChrisD Abstract In historical peripheral studies, peripheral stimuli are presented and measures are taken on known central task behaviors and the effect on the main task is measured. In this experiment a dual task peripheral stimulus is presented and a central task is presented using Eriksen & Eriksen’s (1974) “Attentional Spotlight” paradigm. What makes this study interesting is that the central field is completely flooded with stimulus thus making parallel processing aka Treisman’s “features and objects” paradigm compared with very fast and multiple serial searches, independent of the search/ experimental paradigm used. Thus regardless of the serial or parallel search debate, effects of a central stimulus presented in a varying attentional spotlight area can be measured reliably regardless of the attention demands of a task. Early results suggest stimuli presented within the attention spotlight have a pronounced and unavoidable linear negative effect on varying levels of peripheral task performance. Discussions on subject age and behavior/ occupation requiring a high degree of attentive awareness/ vigilance such as driving or piloting are discussed also. Introduction Current perceptual/ cognitive research may be limited by methodological hindrances. Computer screens by their very nature limit current visual field measurements, which generally cover 1 degree to 20 degrees of the visual field depending upon the subjects distance from the computer screen. Further complicating visual research paradigms is the fact that perception is mainly a binocular phenomenon. This complicates visual search paradigms considering pre-attentive features that may or not, “pop-out” (Treisman, 1986), primarily a parallel search process, as compared with more attention driven, serial search paradigms. Further complicating this is the switch from a wide processing area to a relatively small and restricted area for intense serial processing during periods of intense concentration or high stress (Murata 2004). Understanding these two paradigms has great implications for any subject that depends upon these visual perceptual systems for their particular task, such as pilots or motor vehicle operators. Many researchers have suggested two distinct visual attentional systems. One wide area resource gathering system that quickly switches to a serial search with a very narrow, less than 2 degrees of visual field angle, field of view which is also called the “spotlight effect.” (Spotlight effect known about since the 1950s, generally attributed to Eriksen & Eriksen, 1974, and Posner, various.) This switching effect which Rufin VanRullen (2004) points out is highly dependent on attentional load or how many tasks an individual is involved in. He refers to dual task activities as the: “…two distinct attentional resources paradigm.” However with small computer screens this visual spotlight effect, parallel, serial search processing paradigm suffers as subjects can readily switch search areas or due to the narrow visual field, they can readily conduct a quick search of relevant features with their attentional spotlights. As an example Crundall, et al., (1998, 2002) research supports this as when experienced drivers visual information acquisition is different than compared with inexperienced drivers that use different and limited visual field areas as an example (Ruff 2004, et al.). This highlights the parallel/ serial confound by studies using limited visual areas as the subjects can utilize fast serial searches due the restricted viewing area and or utilize parallel searches due the same reason. Other research paradigms present realistic driving simulators and or real driving studies and label the driving task as the primary or spotlight effect and vary and measure the effects of various peripheral stimuli and the effects of these peripheral stimuli upon the central (spotlight) task performance (Ruff 2004). Frequently the perceptual tasks whether dual or single, complicated or simple place extraneous demands upon the simulation (Recarte et al. 2003, Ivanoff et al. 2003). Additional studies have subjects attend to varying visual tasks to measure the area of this attentional visual field narrowing by varying central task loads (Horrey et al. 2004). This amounts to a perspective switching in a sense as too exactly which is the spotlighted effect or the peripheral task becoming the spotlighted area. Perspective switching between central tasks being affected by varying peripheral loads or intrusions, compared with peripheral tasks becoming the central task. In other words the subject can move the spotlight; the subject determines which is the spotlighted area merely by directing attention to the stimulus, whether in the central area or the peripheral area! A corollary to this idea is the general dearth of research on central field of view influence on peripheral tasks. Whereas there is much research and a generally accepted view that certain peripheral stimulus can attract attention even in high attentional demanding environments, this experiment tries to study the effect of a central stimulus while performing a dual peripheral vision task, independent of the constraints imposed upon the subject by narrowed visual fields popular in computer research and imposed by the dominance of task experienced in real or driving studies. I.e. in real driving or acquisition type studies the subject by the very nature of the task is pre-occupied with that same task! In this experiment the peripheral area is flooded with stimulus and the effects of a central intrusive distractor flood the area of this spotlight regardless of any search paradigm or eye position. Thus the effects of this spotlight can be discerned from a peripheral task when the subject (hypothetically) is unable to use the central spotlight to complete the peripheral task. Additionally discussed are general effects of the narrowing attentional spotlight whether it is a perceptual phenomenon or a cognitive phenomenon and the effects of stress upon subjects of varying ages (Roge 2004, Recarte et al. 2003,) and of particular concern is the phenomenon of perceptual blindness/ inattentional blindness experienced by some subjects during the course of this experiment (Simons, Chabris 1999, Lavie 2005). Method Seven participants ranging in age from 24 to 72 “volunteered” to be subjects for this experiment, although not all subjects finished a full set of trials. Occupations ranged from retired, full time professionally employed, disabled, to college students. The setup and apparatus included commercially available emergency warning “strobe” lights, a hand stopwatch and various manual switching devices and a power supply. The lights came from the factory with 12 pre-programmed flash patterns, depending upon pattern selected, the flash patterns ranged from a simple one second flash to a barely discernable 4 flash in 500 millisecond alternating with a persistence delay of 250 milliseconds with an intervening blank period of 150 milliseconds. The lights were, according to the manufacturer capable of being synchronized to a very high degree of reliability less than 50 milliseconds of variance and the flash duration less than 1 millisecond of residual after glow. Two amber lights capable of 3000/ meter candela (daylight) were positioned at the periphery of a centrally seated subject at about 180 degrees to 160 degrees of visual angle. The lights were roughly 5 feet apart. The lights were synchronized to flash in various patterns. The patterns were categorized into three distinct degrees of difficulty: easy, med., and hard, based upon subjective subject reports, and initial practice runs based upon increasing reaction times for a correct response. Responses were limited to “same” for conditions when the right and left peripheral lights flashed the exact same pattern. And “different” for when the flashes were not the same pattern. A central distractor white light was positioned roughly in front of the subject about 30 inches away, this light was capable of 16,000 candela’s (roughly the amount of light on a clear day in a blinding reflecting snowfield.) All lights were adjusted to roughly the subject’s eye level in height from the floor. Gender and age information was the only personal information taken although most subjects volunteered any relevant medical and occupational information. All subjects were asked if they had any prior epileptic or seizure medical conditions, as lights of this intensity and duration have induced seizures in test subjects sensitive to these disorders. Basically a triangular pattern was formed with the subject in the center. The procedure consisted of setting the peripheral side amber lights to flash either the same or different, only response times for correct trials were collected as it became problematic to collect incorrect identifications, either the response time persisted into minutes or a correct discrimination was impossible. See Recarte 2003 p. 124 for a more complete discussion of this rational. 10 combinations of flash patterns were selected, categorized and presented to subjects in a random fashion. Two sets of these patterns were a repeated designs measure to enhance internal and construct validity. After an initial 500 or no millisecond delay a white distractor flash was concurrently presented in all trials, the only thing that varied as far as the white distractor was the initial onset of 0 millisecond delay to 500 millisecond delay. This created two conditions: a peripheral matching task, and a peripheral matching task with a central distractor, the white distractor delay could not be accurately measured and was not included to make more than two conditions. Initially the distractor was presented immediately after the matching task, but it became evident that a rapid identification was taking place so the distractor presentation and matching tasks were randomized to eliminate this “learning effect.” A more robust and or accurate timing system to measure reaction times was desired by this experimenter to see if any interaction effects could be discerned as this setup only allowed for reaction times to be roughly taken for the two conditions of correct responses. Some subjects reported “they thought” they had an initial decision but the central field distractor delay “might” have influenced this. More accurate reaction time measures could have teased this out. Sample Data Collection Form: Flash Pattern RT RT + Distractor Single Flash + Single Flash ------------- ---------------- Single Flash + Double Flash ------------- ---------------- Signal Alert + Signal Alert ------------- ---------------- Double Flash + Double Flash ------------- ---------------- Double Flash + Signal Alert ------------- ---------------- Signal Alert + Signal Alert ------------- ---------------- Signal Alert + Double Flash ------------- ---------------- Single Flash + Com Alert ------------- ---------------- Double Flash + Double Flash ------------- ---------------- Comet Flash + Com Alert ------------- ---------------- Gender Age --------- ----------- Data: Paired Samples Test Paired Differences t df Sig. (2-tailed) Mean Std. Deviation Std. Error Mean 95% Confidence Interval of the Difference Lower Upper Pair 1 EasyFlashDistractor - EasyFlash 1.43773 2.55078 .54383 .30678 2.56868 2.644 21 .015 Paired Samples Test Paired Differences t df Sig. (2-tailed) Mean Std. Deviation Std. Error Mean 95% Confidence Interval of the Difference Lower Upper Pair 1 MedFlashDistractor - MEDFlash .62842 1.38316 .31732 -.03824 1.29508 1.980 18 .063 Paired Samples Test Paired Differences t df Sig. (2-tailed) Mean Std. Deviation Std. Error Mean 95% Confidence Interval of the Difference Lower Upper Pair 1 HardFlashDistractor - HardFlash 1.76200 1.26944 .56771 .18579 3.33821 3.104 4 .036 Results and Discussion: The results show a very pronounced distractor effect on the peripheral matching task, the reaction time increase of 1.44 seconds for the easy condition, .63 seconds for the medium condition, and almost 2 seconds for the hard condition. Cited in Horrey (2004), Horrey & Wickens (2002) found reaction time losses of up to 2.9 seconds in a study where they manipulated two peripherally located tasks, in fact they found that one peripheral task and one central task was about as half demanding as the two peripheral task. Recarte (2003,) also found similar reaction times and adds: “The abrupt onset of a stimulus may produce a stimulus-driven attentional capture…This capture may or may not occur or may lead to processing impairment” (p.120). This matching task experiment when in the distractor mode is in agreement with this “exogenous” shift (Ivanoff et al. 2003). In other words some of these real world peripheral events are not under the subject’s control. Endogenous shifts are defined as having some “volitional control,” where exogenous shifts are an automatic process (Ivanoff 2003). This experiment tries to produce distractions of the exogenous shifts in attention. Which means the spotlight effect is or takes place wherever the subject places his/ her attention. This also places great weight that topics such as cognitive workload and visual field funneling are cognitive processes more than a perceptual phenomenon. Joe Lin Chiuhsiang phrases this as: “…higher the cognitive task the worse the performance… (2006). In other words any stimulus that takes away from the task at hand has the ability to reduce the performance of the primary task at hand. Two subjects in this experiment whose data was not included in the mean totals may have experienced this perceptual blindness, as evidenced by the repeated measures results. In the first trial the subjects including the 71 year old male performed reasonably well, being able to discriminate matching patterns in the easy and med. Categories. Then by random assignment a hard perceptual task was presented. After the hard task which basically “locked-up” the subject, poor across the board performance was noted and the subject was unable to finish all of the trials. This same subject reported that “they were highly concerned about their performance” and “by trying harder” (greatly increased cognitive load) they were unable to “see the flashes, anymore.” In an effort to show the subject in fact the peripheral flashes were different or same the visual angle was moved successively decreasing to about 5 degrees of central visual angle. At this point in time the subject was able to discern correct responses only if they were over 1 full second, whereas a few minutes before hand they were doing reasonable well with 250 millisecond discriminations. This is exactly similar to what Chun & Wolfe (2000) mean when they say: “What you see is determined by what you attend to…,” this is also the danger hidden in Simons and Chabris work. On an Aquatics blog the following quote sums up many researchers’ findings and opinions on this subject: Real-life case studies of this blindness include drivers running over bicyclists, train engineers plowing into cars, submarine pilots surfacing under ships and airline pilots landing on other planes. In each case, the object or obstruction should have been easily noticed but was not. That’s because even though the observers were “looking” right at the missed events, their attention was focused on other visual stimuli, or they were otherwise cognitively engaged (e.g., talking on a cell phone). Strikingly, those involved in these crashes usually have no idea there was an object there, and cannot explain their failure to have seen it. http://www.aquaticsintl.com/2004/nov/0411_rm.html One observation worthy of mention is in the medium task difficulty category mean time is less than the hard or easy category. This is the point where the experimenter noticed different strategies being applied to the matching task. As the difficulty level increased as compared with the easy condition the subjects could no longer count the flashes or turn their head fast enough, it was at this point the matching experiment truly became a peripheral task and also a stumbling block for many of the older subjects and some younger ones as well. Many studies: Olsson et al. 2000, Crundall 2002, and others also refer, sometimes indirectly, to various search/scan paradigms, that differing levels of experience and training on subjects has on performance. A complete discussion of this is beyond the scope of this paper but the author is well versed on the subject. Suffice to say older drivers and many others have physical as well as cognitive strategies that narrow the useful field of vision whether perceptual or cognitive required to operate complex fast moving machinery where mistakes have dire consequences. This experiment supports much of published studies similar in nature and should be kept in mind every time you place a cell phone call, reading a road map, eating anything, dropping anything, looking at road signs, following too closely, or just about any activity other than…while operating this equipment. References Australian Transport Safety Bureau. Australian Government. Limitations of the See and Avoid Principle. 1991/ 2004 reprint. Chun M., & Wolfe J. (2000). Visual Attention. Blackwell Handbook of Perception, Chapt. 9. CogLab reader, Various. Crundall D., & Underwood G. (1998). Effects of experience and processing demands on visual information acquisition in drivers. Ergonomics, V. 41. N. 4. 448-458. Crundall D., & Underwood G., and P. Chapman (2002). Attending to the Peripheral World While Driving. Applied cognitive psychology, 16, 459-475. Department of Transportation, Electronic Billboards and Highway Safety 2003. Goolkasian P. (1994). Compatibility and Location effects in target and distractor processing. American journal of Psychology, Vol. 107. No. 3. Pp. 375-399 Horrey W., & Wickens C. D. (2004). Focal and Ambient Visual Contributions and Driver Visual Scanning in Lane Keeping and Hazard Detection. Proceedings of the human actors and ergonomics society, 48th Annual Meeting- 2004 Ivanoff J., & Klein R. (2003). Orienting of attention without awareness is affected by measurement-induced attentional control settings. Journal of Vision, 3. 32-40. Lavie N. (2005). The role of perceptual load in visual awareness. Brain Research, Elsevier Science Direct, Umass Boston Healy Library, 1080. 91-100. Olsson S., & Burns P. C., (2000). Measuring Driver Visual Distraction with a Peripheral Detection Task. Volvo Technological Development Corporation, Sweden. Recarte M., & Nunes L. (2003). Mental Workload While Driving: Effects on Visual Search, Discrimination, and Decision Making. Journal of Experimental psychology: Applied2003, Vol 9, No. 2, 119-137. Roge J., & Pebayle T., et al. (2005). Useful visual field reduction as a function of age and risk of accident in simulated car driving. Investigative Ophthalmology & Visual Science, May. V. 46. N. 5. Simons D., & Chabris C. (1999). Gorillas in our midst: sustained inattentional blindness for dynamic events. Perception, 28. Pp. 1059-1074. VanRullen R., & Reddy L., & C. Koch (2004) Visual search and dual task reveal two distinct attentional resources. Journal of Cognitive Neuroscience, 16:1. Pp. 4-14. http://www.aquaticsintl.com/2004/nov/0411_rm.html http://www-nrd.nhtsa.dot.gov/departments/nrd-13/driver-distraction/Topics033080034.htm various other sources…