Pan Am clipper, Vol. 22, No. 21, October 25, 1971

              capitalize on public's awe
Gone are the days of goggles, jodhpurs and flowing white scarves, but the men in the cockpit of an aircraft still command the public’s awe—and respect. And stewardesses are among the Jet Age’s most glamorous figures.
Now Pan Am is able to utilize these impressions to sell tickets through a volunteer work force of 397 men from flight operations and 339 representatives from flight service. The program is called Flight Personnel Marketing and it was organized by Hack Gulbransen, a retired Pan Am captain who remains active in work for the airline.
The program is less than a year old. It started slowly, tentatively. Flight personnel volunteered their free time to help marketing efforts in whatever way they could. Initially, marketing personnel called upon them only for personal appearances at receptions and sales presentations before large groups—even to people within the company, there is still that sense of awe.
This modest exposure showed a positive impact wherever flight personnel were present. People wanted to talk with them, wanted their pictures taken with them, wanted just to shake their hands and introduce themselves.
Now the program has gathered momentum and its horizons have expanded. Flight personnel are calling on travel agencies and important sales con-
tacts with Pan Am sales representatives. In trial programs in San Francisco and New York, stewardesses and pursers are given the names of travel agencies in the vicinities of their homes so that, on their own initiative, they can make personal calls on the agents as representatives of Pan. Am.
Meanwhile, the cockpit crews have capitalized on their public image and put together a half-hour slide presentation aimed at selling more travel. This presentation can be made by any member of the cockpit crew or, with a taped commentary, by a cabin crew member.
It’s called The 7U7-A Pilot’s View. Primarily, the message is, “We like it.” The presentation touches on the many aspects of the 747 that are of interest to the traveler.
Twenty sets of the slide presentation have been prepared, so this sales ammunition is now available to virtually any Pan Am office in the world. Utilization can be triggered by an individual sales office, a crew member, or by the office of consumer action. In addition to Captain Gulbran-son in San Francisco, Captains A1 Frink in New York and T. W. Cummings in Miami are coordinating the cockpit crews’ activities with the field sales office in headquarters.
The program is ready to go. Personnel are available. All that’s needed is good utilization.—edc
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pax miles up a fraction
cargo miles jump 40% in September
Revenue passenger-miles were up 1.5 percent in September over September, 1970, while seat factor slipped .9 percent. Meanwhile, cargo ton-miles jumped 40.7 percent.
Pan Am flew a total of 1,854 million revenue passenger-miles in scheduled and charter services last month, up from 1,826 million in September, 1970. Total available seat-miles for all services including charter flown in September amounted to 3,146 million, an increase of 3.1 percent over the 3,052 million flown in September, 1970.
Revenue passenger-miles flown in scheduled services amounted to 1,584 million in September, up 2.1 percent from the 1,552 flown in September, 1970. Available seat-miles flown in scheduled services in September amounted to 2,841 million, an increase of three percent over the 2,759 million flown in September, 1970.
seat factor takes a dip
Seat factor for all services including charter in September averaged 58.9 percent compared with 59.8 percent a year previous. In scheduled services the seat factor in September was 55.8 percent compared with 56.3 percent in September, 1970.
Total cargo ton-miles for all services including charter flown in September amounted to 91,267,-000, an increase of 40.7 percent over the 64,860,000 flown in September, 1970. Revenue cargo ton-miles flown in scheduled services amounted to 69,700,-000 in September, up 15.9 percent over the 60,152,-000 flown in September, 1970. A substantial portion of the total cargo ton-mile increase is due to the West Coast dock strike which has resulted in diversion of cargo from surface to air.
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Other major airlines reporting changes in revenue passenger-miles in September include TWA, 1,804 million, down .4 percent; United, 1,935 million, down 8.1 percent, and Continental, 373 million, up two percent.
your paper praised
Clipper has taken two national awards in competition sponsored by the Airline Editors Conference of the Air Transport Assn, of America.
In a contest open to approximately 30 major airlines, Clipper turned out to be one of the three publications cited in the best overall publication category. Delta took first and Pan Am and Allegheny received honorable mention.
Judged best feature story of the year by novelist Bob Serling was an article about Pan Am’s 747 maintenance crewmen at JFK: “They keep the big ones sky-worthy.”
$55 for ten views
colorful prints tell a tall tale
To many people, 1928 wasn’t so very long ago. In terms of the growth of aviation, however, it’s virtually ancient history.
During the years since January 16, 1928, when Pan Am started service with a Fokker F-7 between Havana and Key West, there have been many milestones in the company’s history. Ten have been painted by John McCoy, noted aviation artist.
Lithograph prints of McCoy’s 10 paintings have been available at a reduced rate to employees for the past year. However, there are still some portfolios of the limited edition available.
eye-appealing investment
Just as one who witnessed the first commercial Pan Am flight could not truly appreciate the mark that the event would make in history, so is it difficult to appreciate how valuable the lithographs will be 43 years hence. They now cost employees only $50, plus $5 for tax, postage, and transportation.
Events depicted include: The 1928 flight of the Fokker F-7 from Key West to Havana; the 1929 arrival of the Sikorsky S-38 in the Canal Zone; 1934’s arrival of the S-42 Brazilian Clipper in Rio
please turn to page 5
1934 again?
Four-engined Sikorsky S-42 Brazilian Clipper is frozen forevermore by the artist’s brush as it makes its historic pass by Rio de Janeiro’s Sugarloaf Mountain in 1934. This view is one of ten lithograph prints by artist John McCoy.