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Thoroughbred Aviation: Aircraft Sales CRM with Custom JetNet HubSpot Integration and Automated Workflows

11-50 Employees

Sales Hub | Service Hub
Thoroughbred Aviation: Aircraft Sales CRM with Custom JetNet HubSpot Integration and Automated Workflows
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Background

Thoroughbred Aviation is a specialized B2B aviation services company operating across the United States. As a company that deals with high-value aircraft transactions, complex multi-party relationships, and detailed technical specifications, Thoroughbred Aviation needed a sophisticated CRM system that could handle their unique industry requirements.

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Problem

Thoroughbred Aviation was facing significant operational challenges that were hindering their growth in the competitive aviation market:

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  • Disconnected Data Systems: Their JetNet integration was feeding aircraft and airport data into HubSpot, but critical associations between aircraft, airports, contacts, and companies weren't connecting properly. Sales representatives couldn't easily see which aircraft were based at specific airports or track territorial sales patterns.
  • Manual Sales Process Bottlenecks: When deals involved aircraft listings, the team had to manually create aircraft associations, assign sales campaigns, and notify the appropriate team members. This manual process was eating up valuable time and creating inconsistencies in their sales workflow.
  • Inconsistent Data Management: Airport records lacked proper naming conventions, making it difficult to search and filter. Critical information like airport codes and full names wasn't standardized, causing confusion during client communications and reporting.
  • Broken Automation Workflows: Their existing deal automation wasn't properly aligned with their sales process. When leads reached certain stages or when product types changed, there was no systematic way to trigger the right actions or notify the right team members.
  • Complex Association Mapping: With custom objects for Aircraft and Airports tied to JetNet data, maintaining clean associations between airports, aircraft, contacts, and companies was a constant challenge. Sales routing and territory planning suffered as a result.

Research shows that the aviation industry demands extremely high data accuracy standards, and according to industry studies, human error accounts for 60% to 80% of operational issues in aviation businesses when proper systems aren't in place.

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Solution

We implemented a three-part approach to transform Thoroughbred Aviation's HubSpot system into a powerful aviation-specific CRM:

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HubSpot integration showing aircraft make-model data information panel with detailed specifications for KING AIR C90B turboprop including JetNet ID, manufacturer (BEECH), airframe category, and creation timestamp demonstrating custom aviation CRM capabilities. HubSpot integration showing aircraft make-model data information panel with detailed specifications for KING AIR C90B turboprop including JetNet ID, manufacturer (BEECH), airframe category, and creation timestamp demonstrating custom aviation CRM capabilities.

Part 1: Custom Object Optimization and Data Standardization

  • Created standardized Airport Full Name property that combines airport codes with full names for better searchability
  • Built proper associations between Aircraft, Airports, Companies, and Contacts to enable territory-based filtering and reporting
  • Implemented data hygiene protocols to prevent JetNet integration from overwriting manually verified information
  • Set up deduplication rules specifically designed for aviation industry data challenges

Part 2: Automated Sales Workflow Development

  • Created Product Type workflows that automatically trigger when deals involve aircraft listings
  • Built automated task creation system that assigns aircraft association tasks to deal owners
  • Developed automated sales campaign creation in custom Sales Campaign object with proper assignments to team members
  • Implemented automated lead pipeline with deal creation and task assignment when leads reach "Contracted" stage
HubSpot task creation form showing "Association task" setup with to-do type, immediate due date settings, email reminder options, and notes field requesting aircraft associations creation for proper record linkage in CRM system. HubSpot task creation form showing "Association task" setup with to-do type, immediate due date settings, email reminder options, and notes field requesting aircraft associations creation for proper record linkage in CRM system.
HubSpot workflow automation titled "Set Airport Full Name" showing enrollment trigger for airports with calculated full names, followed by edit record action to populate Airport Full Name field with calculated values for aviation CRM data management. HubSpot workflow automation titled "Set Airport Full Name" showing enrollment trigger for airports with calculated full names, followed by edit record action to populate Airport Full Name field with calculated values for aviation CRM data management.

Part 3: JetNet HubSpotIntegration Audit and Optimization

  • Conducted thorough audit of Make.com integration, pulling JetNet data into HubSpot custom objects
  • Identified and resolved data mapping gaps for critical fields like aircraft specifications and contact information
  • Established data integrity protocols to ensure HubSpot structure supports future automation and segmentation
  • Created systematic post-import review process with actionable optimization recommendations
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Results

They successfully built a complete aviation industry CRM that addressed all of Thoroughbred Aviation's operational challenges:

  • Custom Aviation Data Structure Implemented Built sophisticated custom object relationships linking Aircraft, Airports, Companies, and Contacts with proper JetNet integration, enabling territory-based sales routing and location-specific reporting.
  • Complete Sales Automation Delivered Implemented automated workflows for aircraft listings that create tasks, assign sales campaigns, and trigger notifications, eliminating manual bottlenecks and ensuring consistent follow-through.
  • Data Standardization Completed Standardized airport naming conventions and association mapping, creating searchable and filterable records that support effective sales territory planning and client communication.
  • JetNet Integration Optimized Established clean data flow from JetNet through Make.com into HubSpot with proper field mapping, deduplication protocols, and data integrity safeguards protecting manually verified information.
  • Advanced Workflow Automation Activated Deployed an automated lead processing system that creates deals and assigns tasks when prospects reach the contracted stage, ensuring no opportunities fall through the cracks.
  • Territory Planning System Enabled Built reporting capabilities that allow the sales team to filter and view aircraft by airport location, supporting strategic territory management and location-based outreach campaigns.

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