Aircraft, E-commerce, and Culture: Inside Pilot John International’s Growth Story

In this episode of OpenSkies, we sit down with John Werner, founder and CEO of Pilot John International, to explore how a Midwest farm kid with a love of aviation and tech built one of the fastest-growing e-commerce companies in the ground support equipment industry. John shares his unique path from flying Dash 8 (DHC-8) as a commercial pilot to scaling a niche aviation business from a blog with a few parts listings to a 50-person operation that ships 80% of orders the same day.

We talk about the company’s evolution, John’s focus on customer-centric technology, and how Pilot John is helping to drag aviation logistics out of the spreadsheet era. He walks us through how they blend personal service with modern platforms, why keeping everything in-house matters, and how the team is building for global scale. If you’re curious about entrepreneurship, e-commerce in aviation, or the power of combining passion and process, this episode is a must-listen.

• Connect with Pilot John: https://pilotjohn.com/
• Shop by aircraft here: https://pilotjohn.com/aircraft
• Connect with John: https://www.linkedin.com/in/pilotjohn/
• Follow Pilot John on LinkedIn: https://www.linkedin.com/company/pilotjohninternational/

Transcript

Introductory Voice: 0:01

From the quiet fields of Indiana to the hangars of global aviation. John Werner's journey took off early, with technology in one hand and a joystick in the other.

John Werner: 0:18

I had a blog, pilot John, when I was growing up. At that time I started putting some ground support equipment on there and I had people start calling me. That was the birth of.

Introductory Voice: 0:27

Pilot John. Today, 80% of orders ship out the same day. Seamless e-commerce meets expert service in an industry still stuck in the past.

Chris Glass: 0:37

That was eight years ago, with two sales employees and one DAS.

John Werner: 0:41

Where are you now? Currently, we're at 50 employees with multiple teams and John.

Introductory Voice: 0:47

he's not just building a business, he's building a culture. Tune in to the Open Skies podcast and hear how aviation is being reimagined by the ones who love it most.

Chris Glass: 1:04

Hello and welcome back to another episode of the Open Skies podcast. I am here with the founder of Pilot John International, John Werner. John, welcome to the show.

John Werner: 1:15

Hey, chris, I'm super excited to be here. Thanks for having me.

Chris Glass: 1:17

Well, I'm really glad to have you on here and I really want to learn more about Pilot John. So let's get into Pilot John himself. Tell me a little bit about your background.

John Werner: 1:28

Yeah, so I grew up in Indiana, midwest in the Midwest. My family was farmers. My dad was a farmer corn and soybeans my mom was a teacher. So, starting from a young age, hard work was really instilled from the beginning. As I grew up, as I was going through high school, flight was very intriguing to me Watching airplanes at a local airport take off and it was something that I wanted to explore.

John Werner: 2:04

During that time my parents started flying lessons. They allowed me to go start doing flying lessons at a local airport and it really took off. From there I did tech support at a local internet support company. So it was kind of the best of both worlds that my two favorite things in the world were technology and also flight. After I graduated from high school I can be accepted into their flight school because you only have a certain amount of airplanes and teachers that can allow you to be a pilot. So I started at Purdue in the flight school. From there I got my private pilot's license, my instrument, my CFI ratings and my commercial rating through Purdue University and my commercial rating through Purdue University.

Chris Glass: 3:04

So you started young flying and being into tech at a young age and you were able to mirror the two.

John Werner: 3:11

Very young yeah, at a very young age Both things that I really enjoyed at growing up.

Chris Glass: 3:19

So what got you interested in the tech?

John Werner: 3:22

side, the tech side. Ever since I was young I enjoyed technology and I remember I always wanted a beeper. That was when I was growing up. Beepers were a great little device to get text message on and updates. And then we got flip phones and at some point I was like we've got to be searching internet on this, we've got to be getting important updates on this, and now today we all have iPhones that we can use. So technology has always been very important to me and very interesting to me.

Chris Glass: 3:56

And now you're in a position to marry the two.

John Werner: 3:59

Exactly this brings Pilot John International, brings the best of both worlds, from aviation flight and into technology, into what we're doing.

Chris Glass: 4:09

So let's talk about how you started, pilot John, and how it really took off. So let's go back to the genesis of the company.

John Werner: 4:17

Yeah, so after I graduated from Purdue University, I was hired on at Piedmont Airlines. From Purdue University, I was hired on at Piedmont Airlines, so I flew Dash 8s and I was. I wanted to get out of the Midwest and not have to deal with the snow and ice anymore and move somewhere that's a little bit warmer. And New Bern, North Carolina, was the most Southern base that I could be based at and I was placed there and I started flying the Dash 8 as a co-pilot out of New Bern and during that time one of the captains I was flying with a lot and we really got to know each other and he was doing the business on the side as he was flying and he started the business in 2001 under Carolina GSE and his main focus was used ground support equipment. So he used maintenance and ground support equipment. He was buying it, doing a little bit of repairs and then reselling it. So that was kind of the birth of Carolina GSE.

John Werner: 5:21

And during that time, as we flew together a lot, he started asking me I think you'd be good in this business, you should try this out. And I said he tried for so many years. And I said I don't know anything about what's outside the cockpit and what's on the ground. I know how to fly the airplane I can do that well but nothing outside. So after a while he continued to talk with me and I had a blog, pilotjohncom, whenI was growing up, through high school and through college, that I put all my flying stories on. I put photos and different things that I was doing and I thought, well, maybe I'll start putting parts on there, putting some equipment on there, and see what happens. So at that time I started putting some ground support equipment on there and I had people start calling me and I had people start emailing me and from there that was the birth of Pilot John, with Carolina GSC together.

Chris Glass: 6:25

Yeah, it seems like there is such a need for ground service equipment across North America and the rest of the world and it's so far behind on the tech side. You know, it's still such a manual way of doing things. It's still such a manual way of doing things. So how did you take it from a blog and listing that to a real company?

John Werner: 6:51

Yeah, so for I did airline life. I was a pilot for eight years while I was doing ground support equipment sales at the same time. So during those eight years I really got to understand the customers, the industry, along with the vendors, and it got to a point where I couldn't fly and I couldn't do this at the same time. I would land, I would be in the airports, I'd be checking emails, I'd be responding to customers, I would go to the hotel late at night doing the same thing, and it just got to be too much. So at that time I decided to retire from flying and to devote to this full time.

John Werner: 7:33

So during that time I really continued to develop the relationships with our customers and understanding their needs and what they want. And I had the opportunity to purchase the company from the previous owner and at that point it was myself and him doing sales. We had one service tech for ground support equipment that was doing some service for us and one part-time accountant, and that was just about over eight years ago. So at that point I decided to look at what other directions we can do and what do our customers need and continue to grow on the current company and at that time taped the blog and rebranded it that everybody knows Pilot John and rebranded to Pilot John International to expand on the different product lines that we offer.

Chris Glass: 8:26

So that was eight years ago, with two sales employees and one desk. Where are you now?

John Werner: 8:33

Yeah, so currently we're at 50 employees.

Chris Glass: 8:36

Wow.

John Werner: 8:37

With multiple teams, from finance teams to marketing teams, our service teams and sales and order management teams that we have and we have three different facilities that houses all of our employees. Plus, we have our main distribution center. That is in New Bern, north Carolina, where we do ground support equipment overhauls, repairs and service and that is also where our distribution, where we house equipment too.

Chris Glass: 9:07

Now Using technology, if you go on your website, you can actually search up parts. It's really slick. How are you using tech to change the customer experience?

John Werner: 9:27

That's a fantastic question to understand what their pain points are when buying equipment or parts or anything or any of the services that we have to offer. And, as I was as I started doing this business, business to business the business to business world to me was very old and antiquated on how people do business and it was very slow. And as technology continues to evolve, there's going to be a generation that needs that. We're all used to buying shoes on our phone now, or clothes, so how can we marry those two from the business world to what everybody is used to doing now on their phones together, and technology has played a huge part in that and it's something that I have always.

John Werner: 10:21

We still want to provide a really good customer experience when customers need us, when they need expert advice, when they need to set up a G650 in the hangar and what equipment they need, so they can rely on us to understand what they need, but at the same time, use technology to make that process even better. And we started quoting is big in the business-to-business world quoting so customers can have quotes and we started marrying that to our site and what we can do and in customer accounts, where now they can from a quote. They can easily place a place, the order online. They can. They can update their parts and equipment. They can get shipping quotes all right online from a quote that our sales team has given them and all the products that they need. Quote that our sales team has given them and all the products that they need.

Chris Glass: 11:13

So right in that quote they could click, order the part and just do it in one shot, right in that quote. Oh, that's fantastic.

John Werner: 11:19

They can do it in one shot. So we still want to keep that personal and interaction with our customers and have that relationship with them, but also, same time, they have that technology side that they can use.

Chris Glass: 11:33

I think for people who aren't. At the same time, they have that technology side that they can use. I think for people who aren't in the aerospace industry there's no appreciation for how far behind the industry is in the tech world.

John Werner: 11:46

Oh, aviation is probably one of the slowest changing industries out there and it needs to be for regulations and safety, and I totally understand that. But for our industry, for buying parts and equipment and supporting, how can we accelerate with the technology that we're using in-house and doing in-house to make our customers' lives easier? And also, they have a job to do. They need to maintain their aircraft and that's what they're there to do, so they can rely on us to get the parts, equipment, anything they need to support their aircraft.

Chris Glass: 12:24

Now, one of the really impressive things that I got from our pre-interview was how many orders go out within 24 hours of you was how many orders go out within 24 hours and just the way the industry needs parts and needs equipment right now to avoid delays. Can you talk to me how you do that?

John Werner: 12:42

Yeah, so right now, about 80% of our orders go out same day Once the order comes in, either through our sales team member or right online, and we're continuously looking at how we expedite and make that process even more efficient behind the scenes for our customers so they can get the parts when they need it. We also take in a lot of data for what our customers need and what they want and a lot of feedback from them to make sure we're using that data with our inventory system in-house that we can look at having those parts on the shelf when they need them and when they can go out. So still continuing to use our customer feedback and understanding what they need. But also we have a system in-house that we've developed to really look at our inventory side and use that data together to make sure we can deliver on that promise.

Chris Glass: 13:45

So that other 20% that can't go out within 24 hours? I would assume that's special order or very hard to stock parts.

John Werner: 13:54

Yeah, so special order parts, one-off parts that you may see. We see a lot of equipment and parts that are from the 80s, from the 70s that our service team overhauls and repairs, and sometimes all those parts are not readily available.

Chris Glass: 14:10

So you will see that in the ground support equipment world, Now do you work with the manufacturers to get those parts in those rare cases?

John Werner: 14:23

Oh, of course, yes, all of our manufacturers that we work with, we develop relationships with them and have a really good working relationship with them to make sure that we can support equipment when it goes out the door.

Chris Glass: 14:34

So one of the things I really pick up while you talk is relationships and that partnership with your clients. Can you talk to me about the values that set that?

John Werner: 14:44

up. So the values that set that up was really from the beginning of Carolina GSC and myself. From the beginning of Carolina GSC and myself is how important it is, especially in the aviation world, that we understand our customers and we are building relationships with them to understand what they need. And through our organization we continuously are looking at how we reinforce that across every single team no matter if they're talking to our finance team, matter if they're talking to our finance team, if they're talking to our service team, if they're going out and doing repairs and our sales team to make sure we're providing that level of service and also relationships to understand what they need. We want to make sure that we're providing that expert advice and they trust us as we're building those relationships.

Chris Glass: 15:40

So what are your competitors doing that? Let me rephrase the question what are you doing that your competitors aren't?

John Werner: 15:48

The biggest two things from the couple of topics that we have discussed here. The two biggest things I would say are our personalized service and making sure we continue to enforce that no matter what we do or any service that we provide, and continues to go forward on technology and understanding what we can do to make our customers' lives easier to get the parts when they need, but also make our teams even more efficient at what they're doing internally.

Chris Glass: 16:21

One of the other questions I had what is your target client? Are you working with airlines, private aviation, other parts of aerospace?

John Werner: 16:32

Yeah, so we have a couple of main customer categories Business, corporate aviation is our biggest market, our target, and we also have commercial airlines that we work with on a daily basis. We're supporting them with spare parts, especially on the equipment that you see on the ramp, parts, especially on the equipment that you see on the ramp, and general aviation spare parts equipment, ground support equipment in the general aviation, your two four-seater aircraft, and we also do military oh cool Now talking about your e-commerce site, and then you talk about the personal touch.

Chris Glass: 17:13

a lot of times those are in conflict with each other. So how do you keep the personal touch while running an e-commerce business?

John Werner: 17:20

Yeah, so that is something that here internally, we never want to lose sight that it could happen and we don't want it to ever happen, and we have our sales team members, our order management, our service team to handle those requests from right online. We have a live chat build out. They're getting a live, human, live person sitting right there that they can talk to to provide that service, that expert guidance on the equipment they need when they call in. It goes directly to our team members that are here wanting to support them and we want to continuously do that as we continue to evolve.

Chris Glass: 18:11

So it seems to answer both worlds Companies that want to use the e-commerce side and don't need that special touch, but then also caters to the people who do.

John Werner: 18:23

Yeah, aviation is a very unique industry and I don't ever see it going 100%, fully like an e-commerce, like no interaction with any of our team members. Our customers want it. The aviation community wants interaction and they want somebody they can trust and know that they're providing expert advice.

Chris Glass: 18:47

So my question is what challenges are your clients facing?

John Werner: 18:52

The biggest challenges our clients are facing is supply chain, as we've come out of COVID having parts readily available and equipment readily available. Service and maintenance make sure it's performing at what it is meant to be performed. Make sure it's performing at what it is meant to be performed. And then also ease of ordering and ease of ordering parts and making sure they can get the equipment they need.

Chris Glass: 19:24

So when we talk, about COVID.

John Werner: 19:24

what was that time like? Covid was an exciting period and it started. We moved into our distribution center right when COVID hit and the month before everything shut down, we were moving all of our parts of equipment right into it.

Introductory Voice: 19:43

Oh, wow.

John Werner: 19:44

And it was an interesting. It was a little bit stressful. We had no idea what was happening. Nobody has gone through a period like this, Right, we had no idea what was happening.

John Werner: 19:55

Nobody has gone through a period like this Right, and when it hit and when things started shutting down, our service team stayed extremely busy and us, as our operations didn't shut down, our service team had the space to still work on equipment, maintain equipment Our customers were still looking to want to do that, to make sure when stuff did open back up, they were ready to go and then also on our sales and product development teams. It really took a. We took a step back and it allowed us to look at what are other product lines, what are other categories that we to look at. What are other product lines, what are other categories that we could look at expanding into? What do our customers need? What do they need when they're supporting their aircraft?

John Werner: 20:42

And that really was the time that allowed us to look at what else besides ground support equipment, and it was what do our maintenance customers need? So that's when we really started bringing on and really starting diving into the avionics test world and avionics equipment. The mechanics who are using GSD need avionics. So we started bringing on consumables and other parts and equipment that they would need as they're doing tire changes and different things like that? What tires can we have availability for them to bring it together so they can have a full, complete package? Lives are busy. Maintaining the aircraft and making it very easy for them to purchase, for them to interact with our sales team to put together a package of everything they need to maintain their aircraft was top priority for us. To make sure we're able to provide that service.

Chris Glass: 21:44

And I know for the private aviation space COVID wasn't a slowdown. A lot of the private jets company really grew during that time, so there probably was. Yeah, there was sorry, go ahead there there was a little.

John Werner: 22:00

There was a little bit of time of slowdown, like from the beginning, right, people didn't really understand what was going to happen. Um, but after a few months it definitely the private jet world did pick up because that was an easy way to travel.

Chris Glass: 22:15

Right. And so, now that you're catering to more of a full service model when it comes to maintenance reliability operations, where do you see Pilot John going next?

John Werner: 22:29

There's a couple of different areas that we're looking at into the future. One is we continuously look at uh service expansion, yeah, uh, what additional services do our customers need? Uh, that is uh we're looking at. We'll be having a calibration lab that's going to be starting here in the next quarter. In-house calibration so any tools, tools or parts that go on ground support equipment that they need calibrated yearly. We will be able to do that in-house and we're looking at how we can use technology to make it even easier for our customers, when they purchase equipment from us, to calibrate the parts or tooling they need. The other area at some point in the future we're looking at different locations throughout the US, or even possibly international, to support our customers where they're at in these different services that we offer.

Chris Glass: 23:27

Now the international portion. How many countries do you operate in?

John Werner: 23:31

Currently we operate only here in the US is our location, but we ship equipment throughout the world. That was one of the main reasons why we chose international for Pilot John International was because we are definitely an international company that's operating out in North Carolina. We have customers, we have friends, we have vendors that we work with throughout the globe and, as you know, aviation is a global network. It's a global economy and we need to be able to support all of our customers, no matter where they're at, when they need parts and equipment to keep their operations going Well, that's great.

Chris Glass: 24:18

Do you still have the blog?

John Werner: 24:27

still have the blog, so I do not do any more blog posts. But our team, our team, does do blogs, so you will. You will see our services that we offer. They will be writing about that. They will be writing about all the equipment that we can offer, um, and you can still see that through through our blog.

Chris Glass: 24:39

They're doing a great job with it now I love your face lighting up when you talk about your team, because that was clear again off camera, as it is on camera. You've made a pledge not to outsource any of the service, so why is that important?

John Werner: 25:07

to give them an opportunity to and expose them to an industry that most people don't get exposed to, and how special and how unique it is. I also like seeing them grow, from when they come on board to how much they learn, how much they're growing, how much they're contributing to all of our teams, to our customers, to making everybody's lives easier.

Chris Glass: 25:27

Right, and so keeping that in-house is key to that.

John Werner: 25:31

Is very much key to that vision.

Chris Glass: 25:33

Now this seems like a real two-way partnership. So you want feedback from your customers on what they're missing, correct?

John Werner: 25:43

Definitely we want to hear the good, the bad and the ugly so we can continue to excel and make ourselves even more valuable to them for their operations and their aircraft.

Chris Glass: 25:59

Yeah, I can't stress enough to our listeners of how backwards this industry could be, and to see somebody on the forefront of that is pretty impressive.

John Werner: 26:10

Yep, it's an exciting time and it's definitely. PJI is definitely an exciting place to be and we enjoy what we do. And this place changes very fast and technology helps us change very fast, so nothing is stagnating here. We're always looking at ways to continue to grow and change and expand our services for our customers.

Chris Glass: 26:38

Now, kind of the buzzword lately is smart stuff. So smart GSA, smart aircraft, smart aircraft, the Internet of Things. How has that affected your business?

John Werner: 26:50

Right now we don't see that much in the ground support equipment world. We don't handle much that's on the aircraft side. We are starting to see it more in the avionics world and starting to bring that data in and have it into a cloud. We work with a manufacturer that downloads all the flight data recorder, the voice recorder, and analyzes that data. So we're starting to see it slowly into some other product.

Chris Glass: 27:22

Wow, that's going to be disruptive when the industry catches up.

John Werner: 27:27

Oh, definitely.

Chris Glass: 27:28

So when we're talking about the e-commerce site that's pilotjohncom, talk about how you can set up an account.

John Werner: 27:36

It's easy. On pilotjohncom you can use your corporate or personal email address to sign up. You get a free online account. Once you do, you can see all of our equipment, you can see availability and you can easily order, add it to cart, check out right online. If you have any questions, we go back to you. You can live chat with our team and get their expert advice and answer any questions that that you may have for the equipment and some other features that they. Once you have an account, we have a hanger feature so you can add all the all your aircraft that you have in your hanger and once you do that, it allows them, allows our customers to start filtering down the equipment that will actually work for their aircraft so they don't have to see everything. They can see specifically the parts and equipment that will work for their specific airframes, if they have one, or if they have 10 that they're maintaining in their hangar.

Chris Glass: 28:43

And that could be a challenge with multiple fleets.

John Werner: 28:46

Oh, multiple fleets, multiple fleets. And we try to highlight, especially if you do have multiple fleets in your hangar. We try to highlight if there's some differentiation between the different aircraft and what works for each. As you're looking through the account and looking through the categories and some additional features, once you place an order with us online, everything is saved onto your account. Excellent Documentation.

John Werner: 29:13

Documentation in the airline industry is very important for us and for our customers. So any equipment that has that needs a COC or Certificate of Conformance that comes from manufacturers or on the aircraft parts side, if they need 8130s that come with the aircraft parts from the manufacturers, anything that comes into our inventory, into our warehouse, we scan those documents. We've custom developed an OCR software that scans and knows what that document goes to. So we assign everything by an ID. Every single part that comes in that document gets scanned into our system, the ID. So when the ID gets assigned to that specific part and now when the customer purchases those specific parts or equipment, they can see those documents and those certificates right online and download them so they can have them for their operations going forward.

Chris Glass: 30:14

So the days of just sending an Excel spreadsheet out and saying, pick your order part and send us a note are over.

John Werner: 30:22

Yeah, the Excel days are gone.

Chris Glass: 30:24

You know, it kills me because I grew up on Excel but it's about time.

John Werner: 30:31

Yeah, it is time, and from the beginning of this business, when I first started, we used Excel for all of our parts that we had and pricing on each part, and those were the simple days. Now we have a custom-developed database that we use internally to house all that information for all of our team members. That's connected now to our website so all of our customers can have that information readily available at their fingertips.

Chris Glass: 31:05

This must cut down the time it takes people to order and to get the parts they need, just by having that all in one spot.

John Werner: 31:14

Definitely, efficiency is key in everything that we do here, especially for our customers. So now they can see that information any time of the day. They don't have to wait for our team members to get back to them.

Chris Glass: 31:27

So, starting from just simply providing GSE, you've moved from just providing products to providing a bunch of services as well. Can you talk about those services?

John Werner: 31:38

Yeah, I sure can. And one of the foundations of, and our vision around PJI is not just to be another distribution company. Right, we want to provide a level of service to all of our customers when they're buying equipment and parts and building out those services. So, looking at what our foundation is as a company ground support equipment we do overhauls, we do repairs in-house of ground support equipment for our customers and we do trade-ins of old ground support equipment so customers can receive new equipment and then we bring the old in-house, we refurbish it, we overhaul it and it comes out looking like brand new. Our team does a fantastic job in the service department to make it brand new.

John Werner: 32:34

We recently launched a mobile service team, our mobile service team. So now we go on site to do overhaul or do repairs and service on equipment in people's hangars or on the ramp when they need service. We also offer rentals of ground support equipment and avionics test equipment. So if they only need a piece of equipment or a test box for a short period of time, we have that service available to them. Financing is something else that we've built out. So if a customer wants to pay for a piece of equipment or parts over six months, 12 months. Our in-house finance team works through that process, so we automatically bill them each month so they can purchase the equipment and parts when they need. And then our last is calibration. We will be starting that here this year. I'm really excited to expand into that service offering.

Chris Glass: 33:31

So that really helps a smaller airline or a smaller aviation company really make use of ground service equipment or get past a moment where something's broken.

John Werner: 33:46

Definitely, and there's multiple we can offer, and we've taken all this feedback and to offer multiple options to them. So, if it's a rental, if they need it for a short period of time while we service their equipment, or if they want to get rid of their broken piece of equipment equipment, or if they want to get rid of their broken piece of equipment, we'll take it in as a trade-in and they're now able to purchase something new.

Chris Glass: 34:10

So true to your name, pilot John. You also offer pilot supplies as well.

John Werner: 34:16

Definitely. It's going back to the roots of myself being a pilot and being able to support all my fellow pilots of all the equipment or supplies that they need to fly the aircraft safely. So we're constantly evolving and bringing in new pilot supplies for all the pilots out there. Now they can easily order headsets, v-boards, bags anything they need to fly online?

John Werner: 34:52

Excellent. Now are you still flying? I am not still flying. However, I will at some point be getting back in the air. And what will the machine be? What's the dream machine? The dream machine? I always tell everybody it's a G650. There's nothing like walking onto a G650.

Chris Glass: 35:09

So you don't aim low.

John Werner: 35:12

Not low when it comes to aircraft.

Chris Glass: 35:14

So where can somebody find more on Pilot John? So potential customers or listeners who want to know more.

John Werner: 35:21

Yeah, so our customers, any customers, any vendors that want to learn more, definitely at our website, at pilotjohncom. You're more than welcome to reach out to me on LinkedIn and send messages. I'd be happy to start a conversation with you Excellent, and you're also at trade shows. We do many trade shows throughout the year, from different maintenance trade shows to pilot trade shows, avionics trade shows, so you can meet us in person, from myself to many of our team members, we will be there.

Chris Glass: 35:56

Excellent. Is there anything you want people to know about Pilot John that we haven't covered?

John Werner: 36:01

Pilot John is a place where our team is extremely passionate for aviation and especially our customers, and we enjoy talking to you, having a conversation with you, we enjoy learning about your operations and what we can do to support and make your lives easier while you're maintaining your aircraft or servicing it or other customers' aircraft, and we look forward to serving you one day and talking with you and meeting you, hopefully at trade shows.

Chris Glass: 36:40

Oh, that's fantastic. Well, Pilot John, thank you so much for spending some time with me today.

John Werner: 36:46

Yeah, thanks, chris, I appreciate it.

Chris Glass: 36:48

And thank you for joining us on the Open Skies podcast. I'm your host, chris Glass. I'd like to thank John Werner from Pilot John International and we'll see you on a future episode.