Parachutt" Inilustrl lssricirltim - Parachute Industry Association

JANUARY 1994
PRODUCT GROUNDING AND SERVICE BULLETINS
MEETING SCHEDULE
COMMITTEE NEWS
DUAL SQUARE DEPLOYMENT STUDY
POOR RIGGING PRACTICES
INTRODUCTORY GUIDE TO THE PIA BBS
TRADE SHOW TIPS
I
I
Parachutt" Inilustrl lssricirltim
144O Duke Street
Alexandria, VA 22314
USA

LAS VEGAS MEETING
MARCH 3.4.5
THURS.-FRI..SAT
BALLY'S HOTEL
$8S.O() PER NIGHT
RESERVATIONS MUST BE MADE BY FEB. 3
CONTACT JILL AT RESERVATIONS NEVADA
1-800-352-8224 ;"
ELECTION OF NEW OFFICERS

PIA 1993 Officers
Presidenl
Dan Tarasievich
Para-Phernalia, Inc
Vice-Presidenl
Cliff Schmucker
Stewart Systems / SSK Ind Inc
Secrelary
Jean Beck
DJ Associates, Inc,
Treasurer
Dori Bachman
Para-Gear Equipment CompanY, Inc
Execulive Advisor
Elek Puskas
Para-Flite, Inc
1993 Committee Chairs
Awarcls
Peter Gouldinq
Guardian Parachule / FXCtorporation
DZ / Sporl Promolion
Lewis Welzel
Skydive Colorado, Inc.
MembershiP
Dan Wilcox
Relative Workshop
Nominalions & Eleclions
Manlev Butler
Butler Parachute Syslems
Publicalions
Karen Dean
Stewart Systems / SSK Ind Inc
Riooino
AlleriSil-ver
Silver Parachute Sales & Serv
Risk Manaoemenl
Elek Pubkas
Para-Flite, Inc
Svmposium
Dan-Tarasievich
Para-Phernalia, Inc
Technical
Sandv Reid
Rigging Inn5vations, tnc
Ad-Hoc Bi'laws
George Galloway
Precision P"arachute Com panY
Ad-Hoc HeadquarTers
Lowell Bachman
Para-Gear Equipment CompanY, Inc
Ad-Hoc MIS Committee
John Sherman
Parachute Labs, Inc. / JumP Shack
Ad-Hoc Specifications
Bill Gerrow
Performance Textiles, Inc.
Other
PIA Store Adminislralor
Dan Povnler
Para Pubfishing
Para-Newsbrief Edilor
Patricia Chernis
Nodhern Lite Enterprises, Inc
PIA Publicalions Mainlenance
Dan Povnter
Para Pubfishing
'
Mailino / Membership List Maintenance
Clitf Schirucker
Stewarl Systems / SSK Ind Inc.
A CALL TO RIGGERS
IN NOVEMBER I DID A MAILING FOR T'I{E RIGGING
CONTIVIITTEE. A I,[,TTTR, \\]IIT'I'EN RY .U-LEN
SILVER, WAS SENT'TO 306 FORMER STII]SCRItsERS
'l'O TIIE RI(;GllR, A QL]AI{T)1RI,Y PIJIILICATION
I)III)ICIA'I'ED TO PROVIDING EDUCIATION AND
INF()RNL\]'I()N 'f() I{IGGI1RS. INVffINCi TIIEM TO
SUUSCI{I]E'l'O 1'lIL PAI{,{ NIIWSBRIL,F. NOW, I1'S
I TP 'I'O I ]S 1'O N{AKE TIIE T'NB ,4. PUBI,ICATION
'l'II.r\1' WII.L N'IIiL'I' T'fil1 MIEDS OF TFIE AVERAGE
Itl(;(;tilt. \VE Al-l{EAD}' I{A\/}i PRIN'I'IID i\N IM)EX
TO SIIITVICE, RLIj-ETINS AM) \\TLT, TJI'DATE I'I'
.\NIN T,\I-I-Y. AND \\,1, PRIN'| SERVICE BUI,LETINS
\\lT.,N ISSI ]-LI). I \\'OULD LIruJ 'I'O ADD A SI'ECIAL
SECI'I()N OF RIGGING'[IPS, II)EAS,
IIXPLANAI]ONS, SiI{OIITCLII'S. ETC. TO DO THIS I
NL,LD INITORIvIATION I.RONI YOU RIGGERS. I'lvI
NO'f A RIGGTIR AND WON'T'PRE,TEM) TO BE. SO,
PI-E.\STJ Sh,M) NIL, SOivI}1 1.[)S. AND I'I-L I,TJ'| TIIL,M
I'()(iIi.fIII]R AND SEE, TO IT T'ITAT'YOT] GET YOI,JR
NI\NLU, lN PI{INT'. I WotILD I-IKE TO I{AVE A'I
LIIAST ONE I'}AGE I1\rERY ISSUE. lF ANYONE
F-L,L,LS SO INCLINED AS TO WRI'I'E, AN AITI'ICLE OR
$v'lSlIES TO WRITB A REGULAR COLUMN. IT
WOLI-D INDEED BE, WELCOMIT.
-PA'I'1'I CIFIIIRNIS. EDITOR.

FYI:
]IETY FAX I{UTIBER
NOIT'I'II}JRN I,I'I'I., L,N'I'IIIU'IIIS}'S IIAS A NEW IIAX MN4RE,IT (206)893-1999.
1'IIIS IS ALS()'I'III1|AX NLrI\4RL,R Ir()lt PATTI (IFIF.RNIS. EI)l'IoR ()F'I'FII1 PARA
NI..\\/Sllltllll.'.
]IEW FOSf, OFFIGE BOX
f;SK INDUS]'RII]S NOW FII\S A P.O. B()X ADDI{IISS I"()lt N{r\ll,lN(;. I'1.}j.\sj}1
N(-)]'E'I'IIA1''I'IIIS IS I.'OIT tII,il.II SCIAIL]CKI:I{, \/IC]E, PRLSIDLNI'OI' I'IA AND IJOIT
KAREN DI'AN, CI IAIIT OI J'I'I I E I'I,.\ P[ L}I-ITJ T ITN G ('OI\,1MI1'1'BB.
SSK INDI-ISTRII,S, INC. dba
STEWART' SYS'I'EMS
P.O. BOX 635
WA}'I.iF,SVtr-I,F,, OH 45O6tI
PERFORiIAIICE DESIGI{S PRESS RELEASE
PIiI{F'ORMANCE I)FISIGNS IS NOW RIIADY 'fo IN'I'R()l)tl(lL. 'l llI: Si\1.\l.l.l,l(
ST'tr.ETTO 107 AND ST]I-E'II-O 97 -lO TTIE PLIBLICT. PI) Rt Qt III{l,si 'l IL.\'l' SK\'l)lVllltS
READ AND SIGN A SPECIAL OWNLRS AGIUJL.ME,N'I' IiOI( 'I'I IIJ S I'II I.,'I-'I'( ). \VI II('I I
TIIIi DIIAI-UR l\,ft,ls'l' RF.CEIVF }ll,Il( )ltE Slill'l'lN(i 'l'l II1 (',\N( )l'\' 'l ( ) \ ( '[ ;S | ( ),\,ll l(
TI{E AGREEMLNI' OIJ'ft.INES (l}iR'l'AIN I'tL,l\{Si ltlil,r\ l'Lil ) I ( ) li'\lil'. l'\. 'l'l L,\'l' 'l'l I}:
.IIJMIPER SI{O[lT.l) ('C)NIPLY WI]TI \\r[ilrN t]SING 'l'Ft]t S1'lI.H'l I C). 'l I l]1 S l'll .]r'l I ( ) ISj
NOW AVAII.AIII.E IN I.-IVl:l SIZIIfi.
&", d. a/&, U** d &t* V** h &ta,aa %l"n>r*
IIJE SIX MOST IMPORTANI lllOR[I(,:
,'I ADMIT I MADE A 1,1[ STAKF"
II]E FiVt MOST IMPI)RIANI l^l(]TIt.tS;
" \'t)l,l D I D A i.;UL)[j .i UE "
THF F0tJR M(lSl IMp0RTANI hlr_lRtlii:
"llHAr I:, \',t)(ll/ ,t!11N 1(rivr "
TllF THRFi |''40sT IlulP(-tRtANl llt'tpi11e'
"IF YAII ['LEASF''
Iflt lW0 l'40SI Il'1Pt)RIANT I,^]0RtlSi:
"THANK YOU"
THt (-)NF MOST It.'1PORTANT WORII:
"l,rl[ "
illI L IA:il |lU:;l Iliitiit( i'riri l,iUiii]:
"f"

PAFI
FLITE lncorpclFated
PRODUCT SERVICE BULLETIN
PRODUCTS AFFECTED: All Swift Plus reserves with Spectra- lines.
ISSUE DATE: January 3, 1994
SERVICE BULLETIN NO: 9401
SUBJECT: Swift Plus reserves with Spectra lines must be inspected for possible faulty
ba rtacks.
STATUS: This inspection is mandatory at the next repack/reinspection or within 150 days
of the issue date of this notice, whichever comes first.
IDENTIFICATION: All Swift Plus reserves manufactured by Para-Flite with Spectra line sets
prior to January 1, 1994 are subject to the requirements of this notice.
BACKGROUND:
A Swift Plus 225 reserve, serial No. R7-2218, manufactured February 19,1992, was found
to have a faulty bartack at the outer D line cascade. The width of the bartack was too wide
to catch the finger trapped insertion of the cascade, allowing the cascade to be pulled free
by hand.
On the affected reserve parachutes the A and C lines are continuous and the B and D lines
are cascaded and finger trapped into them. Therefore, the failure of this junction is not
catastrophic and will not lead to a malfunction.
Because we are unable to determine how this faulty bartack went undetected and because
we are unable to state with certainty that there are no others like it, all affected reserve
parachutes must be reinspected as soon as possible, but no later than at the next repack cycle.
Process and machinery changes put into affect will prevent recurrence of this problem on any
reserve parachutes manufactured after January 1, 1994.
58OO Magnolia Avenue, Pennsauken, NJ 08109-1399 USA (609) 663-1275 o FAX 1-609-663-3028

SERVICE BULLETIN:
All bartacks of the suspension line sets must be subjected to a visual inspection and compared
to the enclosed drawing. "Good" bartacks will have a centered appearance and ample
material on both sides of the stitches.
RIGHT
WRONG
In the case of a defective bar tack notify Para-Flite immediately providing the serial number
of the affected parachute and a description of the location of the bartack and the nature of
the defect. lf you are not sure, please call before cutting the existing bartack.
The defective bartack may be replaced by any properly equipped and authorized repair facility
and the bartack replacement costs can be invoiced or passed onto Para-Flite. Alternatively,
the parachute may be send to Para-Flite for repair, where it will be repaired free of charge.
COMPLIANCE DATE: Mandatory compliance in accordance with this notice shall be at the
next repack cycle, but not later than 150 days after the issue date of this notice.
AUTHORITY: lnformation in connection with this notice is available from Para-Flite Customer
Service Department via telephone, FAX, or compuServe mail box No, 7547O,3241 .
DISTRIBUTION:
PIA Para News Brief
Parachutist Magazine
Skydiving
Fallschirm Sport Magazine
USPAS&TCommittee
FAA registered owners of Swift Plus reserves
Para-Flite dealers/d istributors
Chuting Star Magazine
PIA Tech. Committee

G.L'E'E PATH ,A'TEF|NAT'o|NAL
-
PRODUCT GROUNDING & RECALL BULLETIN
Issue Date: January 13,1994
Bulletin Number: 2
Products Affected: ALL NOVA MAIN CANOPIES
Statement:
Effeclive immediately, we are advising all Nova main canopy owners not to jump their Nova canopies.
We fully tested the Nova canopy before placing it on the market, and it performed safely during all of
our testing. We are now aware that a few jumpers have suffered injuries or death while using the Nova.
The reports that we have received are conflicting and we are unable to determine if the unexplained
collapse of the Nova is due to gusty winds and ground turbulence or jumper error. Until we can discover
what causes the problem (if a problem with the canopy exists), we are asking all skydivers to spread the
word to all Nova owners to immediately refrain from jumping their Nova again.
We are a small corporation with limited finances, and we cannot unconditionally recall and replace all
Nova canopies. We also are aware that a number of Nova owners are completely satisfied with the Nova
and would not wish to change it for a different product. We still advise these individuals not to jump
their Nova cnnopies.
Action to be taken:
It is our desire to offer some compensation to those Nova owners who wish to return this producl.
Aocordingly, those who are interested in a replacement are advised that Glide Path has designed a new
line of zero-porosity canopies, using an airfoil which exhibits high performance while retaining the solid
stability of other Glide Path products. We are making the following offer to all Nova owners:
* Return yourNova to Glide Path and receive a60% discount on our
new zero porosity canopy. This offer is valid through April 30, 1994.
Please accept our apologies for any inconvenience this may cause you. We know that a grounded skydiver
is not a happy skydiver, but we are doing everything in our power to get you safely back in the air.
Sincerely,
^W,Jrql.y*A
Mike Furrv
U
Glide Path International. Inc.
* F

PIA Meeting Schedule
March 3-5, 1994 in Las Vegas. So we can decide if we want the 1997 PIA
Symposium there. Tom Cannarozzo will host the meeting. Our meeting would be at
the same hotel (Bally) we would use for the 1997 Symposium. USPA is meeting in
January in Salt Lake City.
September 23-251 1994 in Kissimmee. The meeting will be at the Hyatt, the same
hotel where we will have the March 1995 Symposium. The hotel has been reserved
for this meeting. We had a problem frnding a date where they weren't completely
booked. USPA is meeting in July in Seattle.
March 20-21, 1995 in Kissimmee. At the Hyatt prior to Symposium III which is
scheduled for March 22-27. USPA has to meet in January since they will be seating
a new board.
September 10-12, 1995. Site to be selected. *With USPA? PIA to meet 10-12
September with USPA and 8-10 without.
January 2l-23, 1996. Site to be selected. *With USPA in Alexandria, VA? PIA to
meet 2l-23 January with USPA, 19-21 without.
September 8-10, 1996. At site of 1997 Symposium. PIA to meet 8-10 September
with "USPA and 6-8 without.
February 20-21, f 997. Prior to Symposium fV which will be February 23-27 .
September 14-16, L997. Site to be selected. PIA to meet 14-16 September with
USPA and 12-14 without.
*USPA will be asked to make decisions on these dates at their January 1994
meeting in Salt Lake City. If PIA meets with USPA, PIA will meet on
Sunday-Monday-Tuesday. If PIA meets without USPA, PIA will meet on
Friday-Saturday-Sunday. Either way, both USPA and PIA will be able to
take advantage of the lower over-Saturday-night air fares. These 1995 and
1996 dates will be frnalized at the March 4-6,1994 PIA meeting.
Winwold\PIA\ meet-sch.doc

Dear PIA Members and friends,
I hope everyone had an enjoyable holiday season and a profitable 1993.
The year 1993 was good for the Parachute lndustry Association. Our second PIA lnternational
Parachute Symposium "PlA Around the World' has proven to be the correct decision made at
the April 1990 Salt Lake City Meeting. My deepest thanks go to all the volunteers who made
the SYMPOSIUM a MUST ATTEND event. For those who were not able to attend, PIA wiil
sponsor the third lnternational Parachute Symposium in the Spring of 1995.
ln 1990 I wrote to thank the members of PIA in joining me in my quest to improve relations
with the USPA. I am pleased to see that your efforts have improved that relationship to the
co-operative intermingling that we enjoy today.
One item I would like to see happen in our organization is continuity in its leadership keeping
us on a straight course. To help accomplish this we should have our Executive Committee and
Committee Chairs create an organization of depth with a second in command that is willing to
take over in their absence.
At the next PIA Meeting in Las Vegas Nevada on 3,4,& 5 of March 1994 we will have the
pleasure of electing our next group of Executive Committee Officers and Committee Chairs.
I invite more pafticipation in these positions by interested individuals to help shape and direct
this Association.
I believe in term limitations, and after an exciting 5 years as president of this organization lwill
be stepping aside so new "blood and ideas" can help our organization grow even further.
Cliff Schmucker has agreed to run as PIA President who I support fully. Seruing as Vice
President for the past four years, Cliff has the knowledge and desire to keep us going and
growing in the same direction.
"PlA MEAruS BUSTNESS" (Your Business)
Warm regards,
Dan Tarasievich
President PIA

WELCOME ABOARD
JEAN| BENTON
.IEA.N! BENTON OF YONCALLA, OR, HAS
ACCEPTED THE PIA OFFER TO BE OUR SYMPOSIUM
'95 DIRECTOR. HER DUTIES WILL INCLUDE .
>WORKING CLOSELY WITH THE HOTEL STAFF,
ARRANGING FOOD AND BEVERAGE FUNCTIONS,
INCLUDING A COCKTAIL PARTY AND CLOSING
BANQUET FOR ALL ATTENDEES.
>PERFORM COMPLETE REGISTRATION FUNCTION,
INCLUDING MAILINGS TO PREVIOUS YEAR
ATTENDEES, PRE-REGISTRATION, AND EX!.1I8ITOR
REGISTRATION.
> POSSIBLY COORDTNATE SPOUSES ACTtVtTy(S)
>PRODUCTTON (tNPUT, PASTE-UP, pRtNTtNG, AND
MAtLtNG) OF ALL SYMPOS|UM MAtLtNGS AND
ADVERTISING, INCLUDING THE MAIN PROGRAM
BOOK.
>cooRDrNATE SECURtTy SERVTCES (EXHtBtT HALL,
MEETTNG ROOMS, ETC.).
>SCHEDULE AND COORDINATE AUDIO.VISUAL
REQUIREMENTS FOR THE CLASSROOM
PRESENTATIONS.
>ATTEND OUR MEETING MARCH 3-5 IN LAS VEGAS
>ATTEND OUR MEETING SEPTEMBER 23-25 AT THE
HYATT KISSIMMEE.

DEPARTMENT OF TI.IE ARMY
UNITED STATES ARMY PARACHUTE TEAM
(6nlderr Grriglte
FORT BRACG, NORTH CAROLINA 28307-5OOO
TIELLO PARACHUTE INDUSTRY !
SPEAI(EI.S:
SYMPOSIW ' 95. is going to be the roost exciting event in the history of
the parachute industry! Because of the resounding suecess of SyMpOSIgy
'93 , and the overwhelnlng responge ne are already receiving to Syl,iposltnt
'95, it has becone necessary to linit the nunber of participants in
order to assune a guality program. If you are planning to participate,
please send your speaker request forn as soon as possible, using the
enclosed speaker request form. Please maiL your speaker request forn
early; it's ['rRsr cot{E, FrRsT SERVEDI !
PI,AN NOW TO PARTICIPATE!
Due to the success of last SYI{POSIIIM, w€ are expecting a much bigger
respohse to SYMPOSIUM' 95. We are urging everyone who wishes to
participate to rnail their applications as soon ae possible. DEADLINE
FOR SPEAKERS APPLICATION TS: 15 AUGUST ].994.

SYMPOSIUM 1995
SPEAKER REQUEST FORM
fitle of Your Presentatlon:
Speakerts Nane:
Topic:
Address:
City: State: zip;
Phone:
Fax:
You nay request a 45 minute block time or a maximum block time of 90
minutes. Prornpt start and finieh of your seminars on schedule is
eeeential.
Dress code for spea)

COMMITTEENEWS
B],XECt TTIVE COMMI'TTEE
AGREE\,TEN'I' W,{S NIN)E WITII ESPN
FC)IT COVERAGE OF 'I IE IOTI{ ANNLIAL
W(JRLD C]IIANTPI()NSIIIPS IILLD RE-
CEN'ILl' IN }.]I,OY, AZ.
DUSPn AND PIA wILL EQUALLY
SIIARE 'IIN COST OT PRODUCTION IN TIIE
.,jU\'IOL|NT OF Sl 0,000.
DUSPE AND PIA WILL BOTH BE TFIE
",I-I'I'I-E SPONSORS" FOR HE SHOW
DOUG RL]TT OF RUTT PRODUCTIONS
WLL PRODL]CE TTIE ONE HOLIR SIIOW.
.THE $1O,OOO FEE WILLINCLUDE:
I. A PORTION OF THE SHOW WII,L FEA.
'l'LrRIl'Il lE ]'I'ILI1 SPC)NSORS
2. TWO 30 SEC]OND CON,INIERCIALS
.]. I]SPA/TIA WII,I, PROVIDE A PI]RSON
'TO I'ROVIDb, IN}'ORIUATION TO 'I'Hb PRO-
I ) UC, f ION C OIVII, ANI'.
4. IvtEET I\4ANAGEMENT \A,ILL PROVIDE
A ''(-OLOR PERSON'' \\,'HO IS KNOWLEDGE-
.q,BI,}J ON COI\,tP}] 1'I'I'IoN SKYI)tVING.
'I]ilS EN-I)EA\/(JR FIAS I.[JI-L PIA BOARI)
SUPPORT AND INCLUDES ,TT N() E,XTRA
(.[)ST A I-8OO# ADI\4INISI'EITED BY {TSPA.
PIA COS.I' IS LII\,,III'ED .I.O S5OOO.
ITIGG IN G C OI\1N,{I "I'EE
HE INTERNi\TIONAI, RIGGING STAN-
DARDS It().II1CT' IIAS RESIIRFA(IED ANI)
HAS A NE\V DIRECTION AND LE,q,L\ERSHIP.
IiI-t,EN BUSJSEIVIAKER, OF THE NETIIER-
LANDS, AND DANIELA INNOI]ENTI, OF IT.
ALY, HAVE AGREED TO CO-CHAIR THIS
l,R().1I..C1'.
cLIN-t' VINCENT (USPA), PALIL
-IIIOi\{PSON (P;\RA GIIAR) AND ALLEN SII--
vBrt (PrA) wil,L REPRESENI' PIA AT FI-l-
'I'URB I\,IEETINGS OF- TFIE AVIATION
I{ULIiN4AKING AD VISORY COIVI}vII'ITEE RE -
(J,'\RDING P,ART 65. IIOPEFLTLLY, TIIIS
WT.I, RESIII,T IN C)VI.]RDI.IF] REVISIONS OF
RIGGTNG Sl"\ND,,\RI)S.
t___
A ONETII\,IE NIi\II-OIIT 'I'O 306 PEOPI-||
\\TIC) IIAD SUBS(-ITIBE,D TO ''f'IIE RIGGI]R'"
A SPORT PARACFIT-TTIS'T TECI IM(]IANfi
QLJ,4RTL,RLY, \\'AS C.ON{l'l-I1 I'ED ENCOI IR-
AGING TI{LM 'I'O JOIN PIA, AT LEASI' A1'
TI IE SI]BCRIPTION LEVEI-.
DROP ZONE COI\{I\TITTEE
A PROMOTIONAL IVIAILOU'I' PR()JEC,-T
WAS CONIPLETED AND S2OOO. WAS RE.
TIIRNED TO TFIE GENERAI, FUND.
SKYDN'ING'S RIGTIT TO T'UBI-IC AC.
CESS AIRPoRTS: TI{IS IS TIED IN \\4'I'rI
TFIE LEGAL DEFENSE FLTND AND I]T\A RE-
LATIONS PROJEC:T. BY W,\Y ()F INIi()R.
MATION, 'THE SK\DNIING CENTER OF-
GREAI-ER W,{SIIIN(iTON, I).(]., C]ALIIIOR-
NIA CI'TY, N,ID WON AN $I8O,OOT). JLTDGE-
I\{ENT AG,A,INST T}tE, COLTNTY RB ACCESS
TO TIIE AIRPORT. TTIEY WILL BE RE-
'l't-lRNlN(i 'l'Hh, I\'I()t.wE\' 'l'() 'l'HL, LlSP,,\ LE-
GAL DI]FENSE FITND.
LTSPA SAFETY AND ]'R,{INING T-OIU.
NflTTE LIAISON: AL GRAIVIONDO IS KEEP-
ING I'IA INFORN,{E,D. TT{EY ARE STTII,
WORKING ON l-IU1 llAsl(' INSI'RLIC'I'OR
COI-IRSE; IT NOW H;\S A CC)N,{PI-E'I-E SET
OF I.ESSON PL,;\NS AND TIIEY \['II-L
WRITE A GIJIDIIIIO()K 'l'O HL,LP CIOIVI-
PI,ETE TIIE COI.IRSE.
FL)REIGN NATIfJNALS PERSC)NAL
EQL]IPIVIENT: A LETTER WAS SENT TO
I ISPA RE(;ARDING TTIIS. I'f ,\PP},NRS IN
'TFIE I\,IINLTTES ()F 'TFIF, I\,IARCII 6TH
I\4INL]TES.
TFIEITE IS A PROJEC]T TO SE,EK INFOR.
MATION ON TIIE IRS ATTL\{PT TO LIIVY
AN EXCISB Ti\X C)N OPE,RATORS OF DROP
ZC)NES WTTH .{IRCRAITT IN E,XCESS (-)Ii
6000 POTTNDSJ. TFIL COIVI]\,IITTEE IS REC-
(-()l\{IvtrINDING'l'H,l,l' $5000. oF I'IJE $700().
WIilCII 'TIIL RIGCING C'C)N,IMI'T'I'DD RE.
TIIRNE,D TO THE GtsNEITAL FI.IND BI1
_l

ALLOCA'I'DD 'TO SUPPORT 'tlilS ISSUE, IF-
NIIL]ESSARY.
P I IBI,ICATIONS CON{MITTEE
JANUARY, APRIL, JTILY AND C)CTOBER
IIAVE IIEI,N S[,T AS TIIL, MON'I'IIS IrOR
PARA NEWSBRIEF TO BE PTIBLISIIED.
THIS SHOULD ELIN,IINATE COMTUSION AS
,IO WIMN SI]BSCRIPTIONS EXPIRE.
TIII.]''(]ON{I\,II['|EE NH,WS'' SECTION
WILL LET N,IEIVIBERS KNC)W WHAT IS GO-
ING ON BETWEEN ]VM,E INGS, OT'R HOPE
IIERII IS '['HAI' CONIMITTEE CHAIRS WII-L
KEE,P PROJLC]TS N{OVING INSTE.qD OF
WAITING TIN-IIL TWO WEEKS BEFORE A
IvIEI,TING TC) BEGIN WORK.
A NE\\/ PRIN'IEII HAS BEEN I,OCATED.
THIS SHOULD FIELP ELII\{INA'IE SOIUE DE-
LAYS AND IMPROVE QUALITY. PRODUC-
TION TIN4E IS NOW ABOUT ONE WEEK,'
AND TFIE,Y I,ABEL, SORT, AND \4AIL PARA
NEWSBRIbF F'OR L!,SS C'OS'[ 'I'HAN WE
HAD BEEN PAYING FOR PRINT'ING AND
POSTAGE. THIS INCLLTDES THE COST OF
THE NEW COLORED T{EAVY STOCK
COVER.
TIIE PUtsLICA'IIONS CON,IIvll'tTEL, WLL
WORK WN'H TFM IMEMBERSHIP COMMIT-
TEE TO RIISEARCH TFIE IDEA OF PRODLIC-
ING AN ISSUE 'THA'T WOLTLD I)ET"{tr-
SON,IE OIr TIIE BITNEFITS OF lvIEN,fBERlit'trP
IN TFIE PARACIIII'E INDLTSTRY
ASSOCIATION.
SY N{POST UM COMN4I'I''I'E U
SYlvIl'OSruM '93 PRODUCIED A I'ROFIT
OIi N]ST OVER $42.000. BTJT T'IIIS \\IAS
WITII SPONSORSHIPS TOTAI-ING AP.
PROXIMA'TE,I,Y $40,000. WITITOLTT'|TII1
SPONSORSHIPS IT WOLTT-D TIAVE BEEN
LMTLE BETTE,R THAN A BREAKtsVEN E,X-
ERCISE. DISfl]SSION OF THE PROBI,EM
HAS IDENTIFIED SEVERAL FACTORS
WIIICFI CAN RESLI-T ON IVIORE PROFIT AT'
SYI\{POS[llv{ '95.
JEAM BENTON OF YONC,{,LLA. OR IiAS
ACCEPT'ED 'TTIE POSITION OF SYI\{POSTUM
'95 DIREC'|OR
A PI{OIUOTK)NAI, VIDEO IS ALI\{OST
COI\,TPLE,TED BY DESIGN VIDEOS OF OR.
I,ANDO. IT WII-T. BE ABOIJT 40 NTINLITES
LONG AND WILL COST S2OOO. THE \/IDEO
WLL BE LTSED TO PROMOTE SYMPOSILM
AT
DROP ZC)NES AND OTI'IER
PARACHUIT,.RELATED BT]SINESSES, AS
\IiELL AS I]EING A TOOL TO FIEI,P IN SE.
CLTRING CORPORATL, SPONSORS.
SPECIFICATIONS CO]VIMITT'EI]
THE COIVIIVflTTEE DETERMINED TIM,RE
ARE FAC]I'OITS F.\/OI-VING IN THE SI.]PPI.\'
C)F lvIA'tERIAl,S AND I'FIE DIREC'I silrP-
P()RT OF OTIR SPORT TI]AT TI,qVE A P()-
TE,NTIAI, TO DISRLP'T (.)R AI,TEI{
N4ATF,RIALS THAT ARE AVAILABI-E TO-
DAY; NUMBER ONE, SAFETY AM) NT-IIVT-
BERTWO, SLTPPLY.
'TTIE CC)N{I\,[ITTEE FEI]LS
.THA,]. IS IS I1\'{.
PORTANT T}IA'I' PIA, AS ,AN ()ITGANZA-
I]ON, TAKtr TIME TO IIE RITCOGNZED
FOR ITS INFLUENTIAL EFFECT AS ,{ C-'ON-
STI\,{ER AND POI,ITICAI, C)RGAMZA TON.
wE l\,ruSl' tsE .,\LB,R]' ',I'() \rvT{A',f .,UUi
CALLED''INSIGNIFIC ANT '' CHANGES.
RISK I\,IANAGEN{BNT
]'HL, CON{NfIT'IEE WTI,I, SOI,ICIT DR0P
ZONES TO STTBN{IT A C'OPY OII 'I]IEN{
WATVERS WITI] BRIEII DESCRIP]'IONS
ABC)IJT TIIEtrT ItrSTORY. TFtrS WII-L
SERVE AS TFTE FOI,INDAI]C)N I ]PC)N
\\,TIICII t\ S'IAND''\RDIZIID \\/;\I\ililt ()R .\
SOP \VLI- IJE DEVEI,OPID, ,\ND A LIJGi.L
C)PINION \\,.tr,L BE SOTJGHT TO REVN]U'
'I'IM PRODI](]T BE,ITOITE N,TAKING I't'
AVAIL,,\BI.TJ 'I'O I)ROI) ZONE OWNb,RS.
TFm STANDAITD \V.,\ftiER SFII\LL N.'W[L
ALL il,IANTJIAC'I'I-IRIJRS AND SUPPI,IEITS
OF DROP ZONES. A'l'TFIE, T'ENtPli N4IIE-[-
ING IT' WAS DF]CDI]D T() CON])I,I('-| .\
SLTRVEY Rr{l'I{ER 'lIl.\N WAI'I' IiOR 'l'llli
CION4I\,II-I-ft1E.
RNI COIvIIvTITTEE U'III,I, WORK U/TITI
TJSPA.TO REIvIOVE T'FIE N,A.N{ES OF \{;\}JU-
Fz\C'tURIrltS FRON'I TI{E PIJBLISIilII) Ir,'\-
'I'AI-ITY IIL,PORTfJ. I'OIUU.q.L API'I{(.)AC}I
IfLiST BE MADir TO USPA 1'O OVEiiCOivm
ORJECI]ONS. PIA (ION,IIUI'I"|F,I1 1'O SIJI]-
MI't A WRITTEN REQLTEST ANI) AN,fIlIl AN
OR.,U,I'}RESENTATION ;\'f ]'FIE NEXT USPI\
BOARI) IVIEETIN(}.

S'I'RONGLY RELYING ON NE\\T C]ONI.
NTITTEE N,IEN,TBER S'TRETCH HARIUS, WIIO
IS AN ATTORNE,\" THE RIVT CONINflTTI],E
WtrI PRODUC]E A STEP BY STEP GTJIDE OI.
\\,TIAT TO DO IN TIIE CASE OF AN ''INCI.
DENT" FRO\,I A LI,A.Btr-ITY DEFENSE AT.
TORNEY S TRATEGY PERSPECTNiE.
MEMBERSHIP CONfiVTIT'I' EE
A NEW C,{v{ERA READY LOGO SFIE,ET
FOR USE ON LETTIIR IIEADS AND ADVER-
TISING IS AVAILABI,E, THEY ARE ,,\VAII..
ARLE FROI\{ TFIE, CON,IIUITTEE OR TI{E PIA
S'IORE A'I'NO L-HARGE.
I\{EI\,{BERS ARE ENCOTIRAGED TO USE
TT'TE NEW I,OGO IN AN E,FF'ORT TO IN-
CI{EASE AW,{RE,NESS OF OT,I'R ORGANZA.
T'ION. TI{IJS PRONdOT'TNG REC-'OGNITION
AND INLIRE SED N,{F.I\,{BERSIil.
NItS CON{I\'IITT'BE
PARAL]HLI'I'IS HAS AGREI.,D'I'O PLACII
,,\DS FOR lIfE USE OF'I'I{E BI]S WI'I'HOLTT
L'II,{RGE.
TIIE, PI.\ RBS TO JOIN INTERNET
I'FIROLTGI-{ NETCC)I\,I OF ATLANTA.
PIA WILL INSTALI, A FA-XBACK SYS.
-lEM IN THII BBS COlvIPt.rTER TO PRC,)VIDII
FAX AC]C]ESS FC)R T'FIC)SE WIIO DON'T
HAVE A COMPLITER.
TFIE PUBLIC,I\TIONS CONfl\fiTTEE HAS
ASKID '[IIL I\,US 1'O PUBLISII 'f'tII1 INCI-
DENT REPORTS I].i'IHL BBS. A SA"\'IPLE OF
IO REPORTS }{AVE BEEN PREPARED ANI)
POS'I'ED.
TIIE At-lSTItI\LI.,\N PAR.,\CI[-rTE FEDliR;\'IION
PRIISL,].rfEI) T'III{()UGII DAVII)
SI\,[TII r\ PROPC)S.q.L T'() LIST r\LI- N'L{MJ-
II..\(.T'LIRERS SER\TICE RIJI,LETINS ON HE
.BIlti.
(See Proposal following Comml-ttee
News )
A\\I.\RDS CONTM II"I'I]E
I'[ IS .dTGREED T'IIA'I' NIANY C]ONTIIIU-
TIONS OF PIA NIEMBERS TO SAFETY,
.TRAINING, PRODT ]CT DEVELOPEMEN'I',
I n't'cr. N{Ay euAI-IFy I\4EN,IIL,RS },oR vARI-
Ll NDIiIt WAY TO RLCCL)N IN,IL ND lvII jl\ lllltR S
FOR THESE AWARDS.
A SERIE,S OF AI{TICI.l1S DF.SI(}NI..I) T( )
I\4AKE T'HE PtJIlLItl A\\/ARII OL, 'l'lllr PI,,\
LIFETIN'IE,,\CIillVF,l\,IEN1' AWi\Rl) U/ll,I- IlIt
SLTI]N,{ITTED TO PAR,{T]IILITING I'LTBI,I('.{-
TIONS. TIIE FIRST ARTICLE, ABOiiT RIJSS
GT-TNBY W[-I, IIOPEN-I -I,Y BI., P[ TI]T.ISTIIII )
IN l IE NEX 60.IOO DAYS.
A NEW AWT\RD HAS BIIEN ESTAB-
LISHED TO RECOGNIZ,E A PIA l\'IEIvIIlllIt ()F
TFIE \tsAR.
T'ECHNI(-'AL COI\T NlI T'T'EE
A PLAN HAS BEEN OTNLTNLD TO FIITS'I'
F,ST CANOPY FARRIC FOR I]'S RE,SIS-
TANCE TO St.INII-IGH'I, WATIIR, DIRI'.
HEAT AND Til-TMIDITY. TITE FAI}RICS WII,I.
BE TF,STED F()R CHANGI,S IN PE,III\/IE,{BII-.
IT\', TEAR STRENGTIf AND BREAKING
S]'RENG'rH CAUSIID BY VARITN(i l1-\PC)-
SLTRE TO T'HE ABOVE N,IL,NTIONED CONDI-
TIONS. TIIE DAT,,\ WII-I- BI1 ANAI-\-ZEI)
F()lt TIIENDS IN 1\,Ii{I'F.ltIAL I)11(iliAI)A-
TION. TI]8, IU)SUL'IS \\T-L BE CONSID-
ERED IN DECIDTNG WTTETTIER SERVK]E
LIIE, LIMITATIONS ARD PRAC--TIL],{L AND
BENEF-ICIAL, AND IN DESIGNING N,TE'IFI-
ODS 1'O FIb,LD'I'E,S'I' FABITTC] (-'HARAC]'ER-
N'I'ICS. ANYONL \\'ISIIING 'I'O
CONTRIBUTE TC) TTIE STJIT\/EY OIT ASSIS'T
WI I{ TE,STING SI]OL[-D (IONT'AC]]' I,INDA
SCAj.F';\N() A'l' VIIR'I'IGO, INC. ,{'t
909-674-0604.
IT' WAS DENTMIE,D 'TIIAT 1'S-I08
SHOI-LD BE AN,IEN'DED TO INCI,IIDE 'THI1
FACT THAT TIIE SPRING fi(-,{LF.S tJSIll)
IJOIT 'I'IIE, PL]LL 'I'LS'T SI{OLTLD RIJ ('AI-I-
BRATF,D IN C)RDER TO PROVIDE ACC]L]-
RATIJ, PTIIJ- FORCE,S. AN ITI'DATED
VERSION, TS IO8.I WAS I)RA}.-'I-ED. PF,ND-
ING FURTIIER S T.TDY'TI{IS PRO(--EDURE IS
.J\PPLIC]AI]LE, ()N TO ITOTrITD CANOPILS.
TFIE FAA IIAS TAKEN A STRONG
S'I'AND RLGARDING SIIA'I'BBLI'S, A('-
CORDINGLY, TFIE PTA IIAS BEEN ASKEI)
FOR INPUT INTO POSSIBI,E, DESIGNS TTIAT
ARE N,fORE PRAC]]]CAI, I.'()R .I(,Nfl'SHII,,S. A
I\,IEETING WAS FIEI-D ON AUCiUS]- 19, IN
OKLAIIOMA CITY AT TI{E CNIL ATTEC)-
ME,DICAL INSTN'U'TE. IN AT'TENDANCE
I
I

WL,RIT REPRESENTATIVE,S OF' 'I'HL F'AA,
LISPA, PI.\ DROP ZONE OPERATORS AND
SI1 AT RE LT MANIIFACTLIRIIRS.
TED STRONG HAS PROPOSED AN AC]CI.
I)IINT INVESTIGATION BOARD IN RE-
SPONSIJ O THE NEED FOR EQLIPN,{E,NT
IVTANTIFACTURTRS TO BE INVOI,VED IN
l-HE INVIISIIGATION OIr INCIDENTS OR
TIATALI'I'tE,S.
NON{INATIONS AND EI,ECTIONS
AI-I,EN SII-VER HAS BEEN APPOINTED
TO REPI,ACE RAY FARRF]LL AS CHAIR OF
THE RIGGING COMMITTEE.
DAN TARASIEVICH HAS BEEN AP-
POINTF]D TO REPLACE I-IJC.IA FTIRRY AS
CH.A.IR OF T'T{E SYN{POSruN{ CON,IIUITTEE.
TFIE COMIUITTEE IS ACTTVELY SEEK-
ING NOMINEES FOR ALL POSITIONS.
ELECTIONS WILL BE HELD AT THE NEXT
I\,fEETING. INTERESTED PARTTES SHOUT,D
CONTACT MANLEY BUTLER.
AD IIOC HEADQUARTERS
I1'IS IIELT TIIAT WE ARE NOT IN A PO-
SITION TO RETAIN AN OI-TTSIDE CON-
TRAC'TOR TO BE EXECLITryE DIREC]TC)R
OF I'Tft, ORGAN]ZA'TION. CTURRLN'I'LY. UiE
HAVII $70,000 EARI\,{ARKED FOR TI{IS B[.n'
IVE, ASSIN{F, ANNI]AI, COSTS TO STJSTAIN
THIS EIUPLO}IE U.,ILL EXC]EED TFIE RE\IE-
NIJIIS NIITTED BY T'Hh, SYIvIPC)SI.IN'L
CONGRESS IN TIR,I,SINKI, FIM,AM).
THERE WERE, FOIIR BASIC C)PICIS:
1. I.-AILLIRII 'I'O ACT PROPERLY IN
EMERGE,NCY SITI.JATIONS AND I)OSSN]I,E
SOLU'IIONS.
2. ACTUAL SAI..ET.Y I\,{NT'TERS.
3. INTRODUCTION'TO SK}DIVING
4. MINOR OTTIER PROI}LI]IVIS
A PRESENTATION WAS DONE R\' 2
DOCTORS ON THE N{PORTANC]E OF T}IE
lST JUMP EXPERM,NCE.
HELMUT CLOTH }VIADE A PRESENTA-
TION ON TFTE, PE,RCEPTION OF AI,'TITTID}I
AND HO\tr/ INACCURATE E\rl1N EXPITRI=
ENCED JUMPERS CAN BE.
TIIERE WERE SEVERAL PIIITSIINTA-
TIONS ON RIGGER EDUCATTON, N4ANI I-
FNC-TIIITE,R'S S-[,\NI)ARDS, I.,TIII(IS .,\M)
NEW F'AST CANOPIE,S.
AD HOC C'OMIvIITTEE ANNOI.IN('l1l)
NEW REQLIIREI\,{ENTS REGr\ItDtN(i A
cJtJoRLrM.
ARTILILE Vm. SECTION 3, QtlC)Rl-rI\,I
SHOtII.D NOW RE,r\D:
"A QLrOI{IJIU WIIi. C()NSIS'I' ()}, EIl'}IER
ELEVI,N (ll) OR 500;6 OIi'I'Iilj NILNIT]IRS tN
GOOD STANDING I0 IIAVE. A N{E,ETING.
'l'HR h,h, ('Oi\'ll\ II'I"I'I.)jS ltEQt IF.S'I'FID r\I)-
DI'I I(-)N..U - I; LINDINC.;.' I'HL,,SE W EI{E'I'FIL :
NlIS
s2 l 00.
RIGGING
$4000.
DZISPOR'I. PROIV{OTION S50OO.
* *{.* * 'h
**,1.*'+,F**,}'fi'1. 'tr
*'1.***** '*
{

ATTAO{I{ENT A
Protocol for a DirectorT of Parachute Equipment Bulletins
PROPOSAL: To cstablish a Parachutc Industry Association (PIA) protocol for adminisrcring e
directory of Servicc bullctins issued by:
- cquipment 6ssrrfas[g1'66 (bth current and defunct),
- regulatory authorities, and
- national sponing organisatiolu.
BACKGROIJND: For many years riggers have been aterted to manufacnrer advisory noriccs,
changes to staadards ctc tfuough national magnzines. Unfornrnately this type of information is offcn
lost with the passage of timc.
The introduction by PLA of Technical Standard TS-t l0 Service bulletin format encourages
manufacturers of parachutc cquipmcnt to publish service bulletirs in a standard format. By and largc,
industry has adopted the format-
Dcborah Blackmon has included manufacnrer scrvice bulletins throughout Thc Rigge/s Souccbook.
Dan Poynter tus also referenced them in The Parachute Manul, particularly so in Volume II.
The Ausralian Parachutc Fcderation (APF) uses the protocol from TS-l l0 for is Riggrng Advisory
Circular (RAC) service. (A R'4C is raised whenever an equipment manufoclurer or regulotory
aulhority r'ssues an advisory notice, sa/ety bulletin or policy doctmenl deoling wilh an item of
parachute equipment latown to be in-semice in Austrolia).
Service bulletins have become an effective tool for riggers in maintaining awareness of maners
typically not covered in the original equipment manufacturer's service manual. There is howevcr no
directory ofatl thc scrvicc bulletins cvcr raiscd and thcir current status.
RATIONALE FOR A DIRECTORY: As I sec it thc primary purposc of the directory aod
the adoption of a nurnbering protocol would allow individuals, corporations and national sports
organisations the oppornrniry and means of accessing data relevant to their needs.
For instance, a particular country may only allow equipment that meets TSO C23 to be us€d. With
such a reslriction, only servicc bullctins relating to TSO'cd equipment would nced to bc acccsscd.
The scope of the bulletin may be extended to establish polic.y @s Australia does) on maners of
'national interest' ttut may also be of interest to others proposing to visit the country and./or
corporations proposing to market product in thc country, for policy on:
- equipment used by visiting foreigners,
- usc of AADs and RSLs,
- recognition offoreign rigger ratings, and
- imporlatioq trade practice, warranty requirements for equipment.
It is envisaged national organisations of some countries may find it convenient to rely on
internationally accepted practice rather than draft and promulgate their own standards and policy.
With such a directory availabte, nrch organisatioru may access the directory and selectively'adopC
rather than'fonnulate' their orvn poliqy.
It is not intended that policy on normal scrvicing that is conlained in the manual accompanying thc
product be included in tJre directory, only policy changes not otherwise accessible to.the current
owner.

SUGGESTED PROTOCOL: It is oggested the PIA givc consideration to adopting a
parachute industry bulletin numbering and registration protocol ttnt will permit data acccss by
country, corporate entity, docurnent and document revision number aS follows:
COUNTRY CODE: A 2-3 character alpha code tlut identifres the country of origrn of the
bulletin.
CORPORATE ENTITY CODE: A 2-3 character alpha code rhat identifies thc
e4uipment manufacturer, national organisatioq.regulatory authonry, or other cntiry
Urat takes resooruibiliw for the bulletin.
DOCUMENT NIIMBER The number (max 8 characten) of the
document the corporate entity will use to identiS the document
internally. It may be date, product reference or combination of
both. It may be alpha or numeric or a combination of both. It is
envisaged numbers in current use for bulletirs Mll adapt to this
format.
DOCUMENT REVISION NUMBER Thc
document revision number , -A (or -l) for the
original issue, -B (or-2) for the first revision and
tlre nerl alpha (or numeric) number shall apply to
zubseouent revisions.
)oo( / I )oo( /l)ooooooo(l- lx
IMPLEMENTATION: If PIA endorses the concep! it is suggested the implementation be
assigned to a cornmittee or individual to administer on behalf of PlA. The sequence of evens being
something like:
(i)
(ii)
establish in coopcration with manufactures, national organisations and regulatory
authorities, as appropriatc:
- a cluntry codc for each participating country,
- a corporatc entity code for each known corporate entity,
in consultation with corporate entities:
- cstablish all those scrvice bulletins it is proposcd to include, and thc uniquc
docurnent nurnbcr they use for identfficatiorl

(iii)
register these in thc directory and compile an indcx in a manner that will ultimatcly allow
acccss by @unlry, corporatioq document, titlc, status, issre datc and key words,
(iv) circulatc thc dirccrory for vcri-Ecation by thc corporatc cntitics,
(v) publish (or makc available) by electronic mearu and hardcopy if necessary, to thosc who luve
a necd to know,
(vi) maintain the dircctory and publish regular lists of thc titles included in the directory, and
(vii) quarantihe srperseded bulletins in a separate direclory for archived bulletiru.
SUMN{ARY: I am prepared to takc an activc part in implementing such a systcm. I would need to
esablish what resources the APF is prepared to dlocate ro supporl my involvement and determinc
how the PIA Bulletin Board nould trc con figured to aocept data beforc I could estimate thc cosrs
involved"

Parar;hute lnilustry lssnilatinn sp,,rpllr,r{E{^^n,,
c/o PerformanceTextiles,Inc. - 3917 Liberty Rd. - Greensboro, North Carolina 27406-6109 - USA - (910)275-5800 FAX (910) 275-8866
SPECIETESITONS MMMTIIEE
ro/231e3
**Parac|ute Systems**
We are callittg for test procedures ard stardards to be supplied by
rnanufastr:rers, srq>Iiers ard ottrer interested parties to review criticalaspects
of sports paractrute qlstens. 'Not just as qualified today, trrt for
vrhat rnight be ilportant to futrrre items and rnaterials.
Ihene are certail factors evolvilg in the supply of rnaterials ard ttre
irdirect stryport of our qporf. ttrat have a potential to disrupt or alter rvtrat
is arrailable today. Ttris was operienced in tJ.e mid 1980,s ard could repeat
jn ttre mid to late 1990's. O:r priorities are (l-) safeQr ard (2) futr:re
rnaterials supply.
Sttpply lirni'tations incl-ude dcrunsizirg ard el-imination of techrnical
supporf, at rrarious levels of supply begixning at the yarn rnanufac'LLlrers, and
jxcltdixg vreavers, dyers ard finisfrers. A nr.uriber of former suppliers have
e>

plarar;hlrltr Inilustry lssriilatirln
c/oRigging|nnovations,lnc.-Po.goxls98fi235WalsonRoad.Romota
DUAL SQUARE DEPLOYMENT STUDY
INITIAL REPORT
Sandv Beid
Technical'Commiftee
BACKGROUND
In l99l the PIA Technical Committee was approached for information concerning the use of Dual
Square canopy usage for student training by Drop Zone operators. With the mandatory use of
AADs and the increase in the use of square reserves, theDZ operators needed up to date
information as to what to teach their students in regards the possibility of nvo square canopies out
at the same time. Questions that needed answers were:
l. In the event of two square parachutes operL which is the best method of steering the
combination?
2. Is the tendency for two square canopies opening simultaneously to go into a downplane,
the opposite, or something in between?
3. If a downplane is encountered, what is the best method of remedying the situation?
4. Based on the above, what procedures should be taught to the first jump student in a dual
square environment?
When these questions were presented to the PIA membership at the January l99l meeting in
Orlando, most agreed as to the need for answers. At that meeting, Mike Mayo of the USAPT
Golden Knights, volunteered to coordinate a test program with the PIA Techcom. Since the
Golden Knights used all square reserves for their teams, they also wanted further information. In
addition, equipment test and evaluation and R & D were part of the team's mission.
PART 1: THE ASAPT PROGRAM
A test program was established under the auspices of the PIA Techcom to commence at the
USAPT winter training camp in Yuma Aizona. Test Equipment was furnished by various
manufacturers and aircraft and personnel by the USAPT. All tests were to be documented by the
use of ground to air and air to air video cameras. Initially 50 test jumps were planned but in the
end only l0 jumps were made. Members of the newly formed USAPT CRW team conducted the
jumps. Since the initial focus of the tests were for student training environments, Manta mains and
Raven 3 & 4 reserves were used. Special cutaway harness and containers and riser assemblies
were used to duplicate the riser lengths and orientation.
In all the tests, the team deployed the reserve canopy manually while under a fully inflated and
flying main. The object was to duplicate the deployment of the reserye as if the AAD had fired
and to see what the tendency of the reserve was as it deployed. Five different scenarios were
identified for study. They were:
l. Main open, reserve opens, pilotchute and bridle deploy but do not extract bag. (No
reserye opening.)

2. Main open, reserve container opens, pilotchute and bridle deploy, bag deploys but
parachute does not come out of the bag, or it comes out of the bag but doesn't open.
3. Main open, reserve opens and flies into the main creating a biplane.
4. Main opens, reserye opens and flies into a side by side.
5. Main opens, reserve opens and develops into a downplane and remains.
Of the 5 scenarios envisioned, the first four were experienced during the tests. The fifth scenario
never developed. In addition to the l0 aerial tests, several tow tests were made of the biplane
configuration with the main in front of the reserve and cutting the main away.
RESALTS
Because of only 10 tests having been done, statistically the results are at best questionable.
It must be remembered that the canopies used are large, low aspect ratio student canopies. While
the initial results do point out the direction of subsequent testing necessary, certain information
has been determined.
l. The most likely configuration for the two canopies to develop into are either a biplane or a
side by side. The downplane never naturally developed but had to be induced by the
jumper.
2. In the biplane or side by side configuration, the canopies can be steered by leaving the
brakes stowed on the reserve and making gentle steering inputs to the main.
3. In the biplane or side by side configuration, it is possible to land both canopies safely.
4. If the canopies develop into a biplane configuration with the main in front, you should
not cutaway the main canopy. All the tow test cutaways resulted in the main entangling
with the reserve canopy.
5. While the downplane scenario may occur during the opening sequence, it always
transitioned into a biplane or side by side.
6. Any scenario where the jumper elects to jettison the main canopy the jumper should
insure that the parachutes are not involved with each other, release the RSL if time
permits, then release the main.
7. Jumpers of all levels need to know that pulling the cutaway handle without insuring the
parachutes have the ability to separate can greatly add to their problems.
As I stated before, l0 jumps are not a statistically valid number ofjumps to base any conclusions
on. What we have found is a direction for further test jumps. Also the initial tests used the larger
student sized canopies. In order to do a complete study, other canopy combinations need to be
jumped such as: Large main/small reserve; large reserve/small main; small main/small reserve.
In addition we need to consider factors such as line lengths, Z-Po fabric, and wing loads, (ie
jumper weight). All of these factors will contribute to canopy interaction.
PART TI(O: THE SCOTT SMITH TEST SERIES.
In late 1992, Scott Smith of Chuting Star fame and aDZ operator decided to do a series of Dual
Square tests. He used two difflerent canopy combinations: Double Cricket canopies and a

FuryiSharpchuter combination. Scott did a total of 2l jumps on the canopies. There were two
problems with his test parameters. First, the smaller canopy which represented the reserve was
deployed from a chest container which resulted in that canopy ending up in the front position.
Second, the risers were not the lengths designed to simulate the correct main/reserve riser
configuration. In spite of these flaws, some valuable information was produced from the jumps.
The areas identified were:
l. Differences in canopy size relationships and line lengths.
2. Canopy wing loading has a definite effect on canopy reactions.
3. While downplanes temporarily develop during deployment, they quickly change into a
side by side or a biplane.
The results of Scott's test series seems to reinforce some of the results from the USAPT test
jumps. The written report that Scott submitted was considerably more objective than that from
the USAPT and needs to be considered when deciding what to do for future tests.
FIELD REPORTS
When this study was begun and publicized, there had been persistent reports of downplane
incidents from the field. Try as I might, I could not get any written reports from individuals
involved. While the tests have not identified any consistent tendency for downplanes to develop
and remain in an "unrecoverable" state we cannot dismiss these reports. Based on the initial test
reports, we should in future tests try to determine what configurations are susceptible to the
downplane syndrome. In addition USPA has agreed to distribute to the S & TA network a report
format in order to gather more field information of "live" dual square deployment incidents.
SAMMARY
There has been some pressure from certain individuals to release the raw data from this series of
tests. The PIA Techcom feels that this would not be in the public interest in that the data we have
is inconclusive at this time. Based on what we have seen so far only leads us to believe that more
testing needs to be done. Because the PIA is a voluntary organzation with limited financial ability,
I believe that the onus of responsibility for further testing should be borne by the canopy
manufacturers. Almost without exception, the canopy manufacturers produce main canopies as
well as certified reserve canopies. Many individuals buy both of their canopies from one
manufacturer. Don't you think that the customer should be able to ask the manufacturer what kind
of interaction characteristics they can expect from their canopy combination? And don't you think
that the manufacturer has a responsibility to provide guidance to the customer? After all, who
should know more about the canopies than those who designed and built them?
The main problem that we ran into with this series of tests is the ability to remain objective in
light of the data gathered. Because of the small numbers ofjumps done and the conditions under
which they were conducted, it would be premature for the PIA or the individuals involved to issue
an opinion or recommendations at this time. The PIA Technical Committee is recommending that
further testing be done. This may be done by the manufacturers or with financing and support of
other organizations.

As Chairman of the PIA Technical Committee I am responsible for the conduct and reporting of
this study with all the problems that have surfaced. If there are further questions or comments,
they may be directed to myself
PARACHUTE INDUSTRY ASSOCIATION
TECHNICAL COMMITTEE
SANDY R REID
CHAIRMAN

DEALING WITH POOR RIGGING PRACTICES
BY: Allen Silver
After consulting witb several rigge n and PIA officials I have established the following guidelines
to assist me and hopefully othe r parachute rigge rs or lofts in dealing with severe tiggtng problems, that if
left unattended would or could possibly cause a life threatening situation. Like docton, lawyers or any
other group of professsional people, we (riggen) are not immune from problem individuals. I still hope
PLA will at some point establish a mears to deal with problem riggen in house, but until that happens
each rigger must follow his or her own conscience.
I suggest before you go offon a crusade stand back and objectively look at the problem and make
sure it really warrants the attention you're abut to give it. Most problems are minor and should be
resolved by a one on one meeting, a private conversation or a letter addressing tbe issue (s). fry not to put
the individual on the defensive. If the individual is trying to do the best job they can they will appreciate
your concern and respond positively. This could include minor discrepancies, such as the canopy
placement not quite as the manufacture recommends or maybe the use of aging nrbber bands or elastic
keepers that shoud be replaced. What I'm saying is something tbat is not life threatening and probably
would not affect the normal operation or tbe intended use of the parachute . What I want to discuss in
detail is a way to deal with life threatening situatioru that need your immediate action to prevent future
such incidents. This could include such lhinp as the use of non-rated connector links, leaving temporary
pins in place or masking tape over ripcord pins that would prevent the parachute container from being
opened. These or any other problem that if left unattended would or could cause a catastrophic failure o[
the parachute system. These problems need your immediate attention, but you also need to protect
yourself from similar accusation or reprisals.
I think the following information will go a long way in preventing you from being labled a
whistle blower and leaving yourself ope n for retaliation. This is a very touchy area. No one likes to turn
in their in fellow rigger, BlIf you have a moral obligtion to the general aviation public who use or wear
the products you sewice. They quite often literally trust us with their lives and you must ensure their
safety. Remember they often know very little about the emergency parachute they wear and put their trust
in their rigger to keep them safe and to sevice their parachute properly.
The most important thing you must do is !)@@!E
the problem. I strongly urge you to use
all of or a combination of photos, videos, drawinp and a written report to show and explain the problem.
Another step in documenting the problem and what I consider to ber very important is: Have another
rigger(,s) view the problem to conobonte your findings. This way you catrnot be categorized as someone
out for revenge or trying to eliminate th9 competition.
Now is the time to contact the owne r if they were not present during the original discovery. They
must be kept abreast of the sifuation and take an active role in dealing with the problem, since they have
no recourse otber than handling it themselves or reporting the incident to the FAA.
Now you must contact the rigger. Use your own judgme nt here on how you notify them. If you
know them maybe a phone call would be appropiate. I penonally prefer to write a letter. If you call them
on the phone it still sbould be followed up with a letter. Eacb situation is unique, but I dont feel you're
out of line in your letter to ask for an explanation, solution or correction to the problem and what they
inlend to do to prevent it from happening again. Make sure you give them a reasonable amount of time to
respond to your lener. If they want to meet witb you to discuss the problem alwaE have another person
there to witness what's going on, preferably another rigger. Do not discuss the problem alone with them,
if they drop by unexpectedly. Set-up a time and again have a witness. Taping tbe meeting is all right as

conlinued:
long as the individua I agree s. Make sure you kee p a record of all phone calls by date, to whom you spoke
and a brief note as to what it was about. You may need to be able to reconstruct what went on and taking
notes will help. Keep a copy of any correspondence for your records and again you must remember to
DOCTMENT EVERYTHING.
Finally, if there is no response or an ursatisfactory one notify the FAA and submit a written
report such as FAA Form 8010-4, Malftrnction or Defect Report. Also contact the owner and tell them
what your intentions are and that you expect them to file a report with the FAA also. Until PIA is ready to
take a stand on this issue, possibly similar to a police departments internal affairs investigtion committee,
this problem will remain a very touchy subject.
T
l
Cordially,
Allen Silver
Riggrog Committee
,)
I

MINUTES
PARACHUTE INDUSTRY ASSOCIATION SEEOND MEETING 1993
RAHADA BOTEL
SKY HARBOR
TEMPE, ARIZONA
ocroBER 22, 23, 24, 1993
THE SECOND REGULAR 1993 MEETING OF THE PARACHUTE INDUSTRY
ASSOCIATION hIAS CALLED TO ORDER AT 9:08 A.M. OCTOBER 22, 1993 AT
THE RAMADA HOTEL IN TEI'IPE, ARIZONA, WTTH DAN TARASIEVICH,
PRESIDENT PRESIDTNG. ROLL CALL ESTABLISHED A QUORUI"I WrTH THE
FOLLOWING VOTING MEMBERS PRESENT:
ACCELERATED FREEFALL EAST, INC.
ACTION AIR PARACHUTES
AERO STORE CORP.
AEROTEX PRODUCTS COMPANY
AIRTEC GMBH
ALEXIS, hIINN T.
ARIZONA AERO SPORTS
BUTLER PARACHUTE SYSTEI"IS
CUMI'IINGS RIGGINS hIORKS
D J ASSOCIATES, INC.
FURRY, MICHAEL F.
GUARDIAN PARACHUTE/FXC CORP.
JUMP AND FLY
NORTHERN LITE ENTERPRISES, INE.
PARA PUBLISHING
PARA-FLTTE, INC.
PARA-GEAR EQUIPMENT CO., INE.
PARA-LOFT, INC.
Al Gramando
Ray Ferrel I
Marco Castanon
Vinny Salatino
Helmut Cloth
Bob Sprague
Manley ButIer
Ed Cummings
Jean Beck
Peter Goulding
Daniela Innocenti
Larry Chernis
Dan Poynter
Elek Puskas
Dori Bachman
Dave DeWolf
PARA-PHERNALIA, INC.
Dan Tarasievich
PARACHUTE ASSOCIATES, INC. Warren Eichhorn
PARACHUTE IND. OF S. AFRICA Ned Luker
PARACHUTE LABS - JUMP SHACK John Sherman
PARASPORT ITALIA
Paola Giazz:-
PERFORT'IANCE TEXTILES, INC. Bil I Gerrow
PRECISION AERODYNAMICS Rebecca Sharp
RELATIVE WORKSHOP, THE UNINSURED Dan WiIcox
RIGGING INNOVATIONS, INC.
Sandy Reid
SKYDIVING ADVENTURES, INC. Don Balch
SSE, INC.
Roger Allen
STEWART SYSTEMS/SSK IND. INE. Cliff Schmucker
DAN WILCOX MOVED TO ADOPT THE
SANDY REID. MOTION CARRIED.
AGENDA AS CORRECTED. SECONDED BY

gINUTES PIA MEETING
TEMPE, ARIZONA
ocroBER 22, 23 & 24, 1993
JEAN BECK ADVISED THERE I^JAS ONE CHANGE TO BE I'IADE TO THE I'{INUTES
OF THE I"IARCH 5 & 6, 1993 MEETING. ON PAGE 30, THE LAST TWO
PARAGRAPHS SHOULD READ AS EOLLOWS:
.'KAREN DEAN, SOON-TO-BE CHAIRMAN. REPORTED THAT
THREE PEOPLE HAD BEEN CONTACTED ABOUT THE EDITOR-
SHIP OF THE PARA NEWSBRIEF, KEVIN GIBSON, PATTT
GRAHAM AND ROB WARNER AND SHE WOULD TALK TO EACH
ONE.
''THEY WOULD STRIVE TO GET OUT ONE ISSUE EACH QUARTER.
IT WAS SUGGESTED IN COMMITTEE THAT A PERSON BE APPOINTED
TO CHECK CONTENT AND LAYOUT. HOWEVER, THIS WOULD
HAVE CAUSED AN ADDITIONAL DELAY PRIOR TO PUBLICATION
SO IT WAS DECIDED TO LEAVE IT TO THE EDITOR AS HAS
BEEN DONE IN THE PAST. TED STRONG WILL CONTINUE
TO I'IAKE THE I"IAILINGS AS HE PRESENTLY DOES. THE
COI-,IMITTEE WOULD BE REQUESTING 56,000.00 BE BUDGETED
FOR THE YEAR. ''
SANDY REID I"IOVED THE MINUTES BE APPROVED AS CORRECTED, SECONDED
BY LOWELL BACHMAN. MOTION APPROVED.
THE MEETING WAS CLOSED TO VOTING MEMBERS ONLY AND THE MEMBERSHIP
CHAIRI,IAN PRESENTED THE FOLLOWING LIST OF NEW APPLICANTS FOR
MEI"IBERSHIP AND EACH WAS VOTED ON INDIVIDUALLY:
UPGRADE FROM AFFILIATE TO FULL MEMBER
ELLEN BUSSEMAKER, THE NETHERLANDS - APPROVED
SILVER PARACHUTE SALES, ALLEN SILVER - APPROVED
DOWNGRADE FROI.,I FULL TO AFFILIATE MEMBER
UNITED STATES FORGECRAFT CORP., CARL NORRIS - APPROVED
APPLICANTS FOR FULL T'IEMBERSHIP
AIR TI[''1E DESIGNS, INC., TONY URAGALLO - APPROVED
ARIZONA PARACHUTE SUPPLY _ APPROVED
AUSTRALIAN PARACHUTE FED.,INC., DAVID SMITH - APPROVED
IRVIN INDUSTRIES CANADA LTD., JOHN C. SIMIS - APPROVED
APPLICANTS FOR AFFILIATE IqEMBERSHIP
AIR ADVENTURE SKYDIVING, INC., BOZZ FINK - APPROVED
C.A.P., BERLAND J. CHRISTOPHE, - APPROVED

I'lINUTES PIA MEETING
TEMPE, ARIZONA
ocroBER 22, 23 & 24, rgg3
CARPE DIEI'l PARACHUTE SALES & SERV. RICARDO CONTEL -APPROVED
CENTRO DE PARACAIDISMO COSTA BRAVO,ROLAND HILFIKER-APPROVED
FLYING TIGER SPC., JAMES BURRISS., JR., _ APPROVED
GILLMORE AVIATION, LINDA GILMORE, - APPROVED
METRTC SYSTEMS CORPORATTON, HOI^]ARD HUDSON, - APPROVED
PARACHUTES AUSTRALIA, MIKE CARRE, - APPROVED
RECKS, ROBERT J. . APPROVED
SCALFANO, LINDA - APPROVED
SKYDIVE CAROLINA P.C. INC., DANNY SMITH, - APPROVED
SKYDIVE LONG ISLAND, INC., RAY I'IAYNARD - APPROVED
SKYSPORT, ETTORE GABRIELLI, ITALY . APPROVED
ONE APPLICATION WAS TABLED UNTIL THE NEXT MEETING.
THE NEW MEMBERS trlERE ADVISED TO SEE DAN WILCOX, MEMBERSHIP
CHAIRMAN FOR NAI.IE TAGS AND PUBLICATION BINDERS.
THE GALLERY WAS RECALLED AT L0r23 A.l.'1. AND BUSINESS RESUI'IED.
DORI BACHI'IAN. PTA TREASURER, PRESENTED THE FOLLOWING FINANCIAL
REPORT:
PARACHUTE INDUSTRY ASSOCIATION
Financial Statement
January L, 1993 through June 30, 1993
CURRENT ASSETS:
Cash (Checking Account).... S 3,331.80
Cash (Money Mart Account).... 28,782.25
Accounts Receivable... - 0
(t'lembership Dues not included)
PIA Store Inventory... - 0
(December, 1993 statement will. reflect
actual value of PIA Store)
Total Current Assets ..532,114.05
OTHER ASSETS;
*Alliance World Income Trust................... 27,254.58
*U.S. Treasury Note..... ........ 44,961.75
( *Money frozen by the Association for
Building & l'luseum Fund)
PIA Computer .... o.......... .......... 3r43L.22
TOTAL ASS8TS..............................S107,761.60

I.,lINUTES PIA I"lEETING
TEI.,IPE, ARI ZONA
ocroBER 22, 23 & 24, 1993
1993 BUDGETED FUNDS
BUDGETED
Publications-PARANEWSBRIEF. . .S 6, 000.00. .
Technical Committee. 1,000.00. .
Membership Committee 1,000.00..
DZ & Sport Promotion......... 10,200.00..
Awards Committee... 500.00..
Symposium '95. . 5,000.00. .
Risk Management.. ....... - 0
Rigging Committee............ 500.00..
MIS Computer 2,500.00. .
Meeting Rooms & Dinner 5,000.00. .
Executive Com. & Chair Exp. . . 5,600.00. .
PIA/ USPA MaiI Expense 200.00. .
Host VIP Reception World Mt.. 3,000.00..
SPENT
BALANCE
.sl,7L6.41. . . S 4,283.59
. 360.81... 639.19
. 424.33... 575.67
0 -... r0,200.00
. 224.r2. . . 275. 88
0 -.... 5,000.00
0- -0
0 - 500.00
. 868.35. . . 1,631 .65
. 1,369.00... 3,631.00
. 664.98... 4,935.02
0 - 200.00
. 3,000.00.. 0 -
TOTALS s40,500.00. . . .s8,628. 00. . .S31, 872. 00
Prepared by Dori Bachman
PIA Treasurer

PARACHIITE INDUSTRY ASSOCTATTON
Incone Stat,eneqt
January 1, 1993 througrh June 30, 1993
REVENUE:
Ful-I Membership Fees
....$'7,550.00
Af f iliat.e Membership Fees 2, 300.00
Applications for Membership 4,450.00
ParaNewsbrief Subscriptions 938.60
1993 Parachute Symposium. . 73,034.83
PIA Store... 108.00
Interest on Monev Mart Account 76L.67
ToCal Revenue . $89, 243 .L0
EXPENSES:
ParaNewsbrief ......$
Post.age
PIA Store...
DZ & Sport Promotion..
1993 Parachute Symposium.
Technical Standards Committee.. -
Membership Committee
Awards Committee. .
Bank Charges
Meeting Rooms & Services. .
Donations to 1993 World Meet
Executive Committee a Office Supplies. .
Computer Commit.tee. . .
USPA Legal Defense Fund
Badges
Symposium Refunds. .
a,71 6 .4I
328.59
r, L20 . 10
-0
78,126.2r
350.81
424.33
al, I I
zz+ - Lz
42.85
1, 359 . 00
3, 0o0. oo
335.39
858.35
-0
134 .00
3,237.50
Total Expenses $91-,2BB .55
NET LOSS .....t$ 2,045.56)
Prepared by Dori Bachman
PIA Treasurer

ATTENDANCE ROSTER
PARACHUTE INDUSTRY ASSOCIATION SECOND MEETING 1993
OCTOBER 22, 23 & 24, TEI'{PE, ARIZONA
ACCELERATED FREEFALL EAST, INC.
Al lan Gramando
AERO STORE CORP.
JiI Castanon
Marco Castanon
AIRTEC GMBH
HeImut Cloth
ARIZONA AERO SPORTS
Bob Sprague
BUTLER PARACHUTE SYSTEI'IS
t"lanIey Butler
FURRY, MICHAEL F.
JUMP AND FLY
Daniela Innocenti
PARA PUBLISHING
Dan Poynter
PARA-GEAR EQUTPt"lENT CO.
Dori Bachman
Lowell Bachman
PARA_PHERNALIA, INC.
Dan Tarasievich
PARACHUTE IND. OF S. AFRICA
Ned Luker
PARASPORT ITALIA
Paola Giazzr
PERFORMANCE TEXTILES, INC.
Bill Gerrow
PRECISION PARACHUTE CO.
George Galloway
RIGGING INNOVATIONS, INC.
Sandy Reid
ACTION AIR PARACHUTES
Ray FerrelI
AEROTEX PRODUCTS COMPANY
Vinny Salatino
ALEXIS, WINN T.
BB ONE DAY TEST/RIGGER SRCBK
Deborah Blackmon
CUI'IMINGS RIGGING WORKS
Edward Cummings
GUARDIAN PARACHUTE/FXC CORP.
Peter Goulding
NORTHERN LITE ENTERPRISES INC.
Larry Chernis
PARA-FLITE, INC
Elek Puskas
PARA-LOFT, INC.
Dave De9{o I f
PARACHUTE ASSOCIATES, INC.
Warren Eichhorn
PARACHUTE LABS/JUMP SHACK
John Sherman
PERFORMANCE DESIGNS
Jon LeBlanc
Bebe LeBlanc
PRECISION AERODYNAI"IICS
Rebecca Sharp
RELATIVE WORKSHOP
Dan Wilcox
SKYDIVTNG ADVENTURES, INC.
Don Balch

SSE, INC.
Roger F. Allen Cliff Schmucker
Karen Dean
STEWART SYSTEMS/SSK IND.
SUN PATH PRODUCTS, TNC.
Derek Thomas
Pat Thomas
U.S. ARMY GOLDEN KNIGHTS
Andy Serrano
D J ASSOCIATES, INC.
Jean Beck
AFFILIATE MEMBERS
ELLEN BUSSET'IAKER, THE NETHERLANDS (UPGRADED TO FULL)
SILVER PARACHUTE SALES & SERVICE, ALLEN SILVER (UPGRADED TO
FULL )

I..lINUTES PIA MEETING USPA EXECUTIVE DIRECTOR ADDRESS TO PIA:
TEMPE, ARIZONA
ocroBER 22, 23 & 24, 1993
USPA RECOGNIZED EARLY THIS YEAR THAT FAA WAS CONSIDERING CHANGING
PART 105 TO ACCOMODATE TANDEM PARACHUTES. HERETOFORE THEY HAD
BEEN OPERATING UNDER WAIVERS FOR BOTH THE MANUFACTURERS OF THE
EQUIPMENT. THIS HAS BEEN GOING ON NOW FOR ABOUT TEN YEARS AND
THE FAA WAS UNDER SOME PRESSURE TO STOP REGULATING BY INJUNCTION
AND TO MAKE AN EFFECTIVE CHANGE IN 105 THAT WOULD REGULARIZE THE
S ITUATION .
WHEN USPA FOUND OUT THEY WERE GOING TO REGULATE TANDEUM THEY
ASKED THE FAA WHAT WOULD BE THE REQUIREMENT FOR SUBI'IITTING THEIR
OI^JN PROPOSAL FOR THIS. FAA ADVISED THAT IF USPA COULD PROVIDE
THEM A PROPOSAL BY THE FIRST OF JANUARY, IT COULD CONCEIVABLY
COULD GO THROUGH FAA'S PROCESSES IN TIME TO BE II'IPLEMENTED AND
OPERATIONAL BY THE TIME THE EXEI"IPTION EXPIRED AT THE END OF JUNE,
1994.
USPA I4EET WITH THE FAA AND BOTH THE TANDEI"I MANUFACTURERS IN
ALEX"II{DRIA IN JUNE AND DISCUSSED WHAT NEEDED TO BE DONE TO GO
FORWARD ON A PROJECT THAT WOULD ALLOW THEM TO EFFECT THE LANGUAGE
OF THE CHANGE. THEY PUT TOGETHER A PROPOSAL PROJECT TEAM TO
WRITE A PROPOSAL TO REPRESENT THE CONCENSUS OF ALL INVOLVED AND
BE PRESENTED TO THE FAA TO EFFECT THE RULE CHANGE.
THEY ADOPTED THE AVIATION RULE MAKING ADVISORY P1ODEL WHICH
ALLOWS PARTICIPATION BY INDUSTRY GROUPS AND ALLOWS FAA TO MAKE
USE OF THAT PARTICIPATION IN FORMING NEW RULES.
THE MODEL WAS THERE SHOULD BE PARTICIPATION BY BOTH THE
MANUFACTURES, THE USPA, THE FAA AND USERS IN THE FIELD. THUS
THEY HAD ONE DELEGATE FROM EACH OF THE T!'IO }4ANUFACTURERS
PRESENTLY I"lAKING EQUIPI.{ENT, DELEGATES FROM TWO MANUFACTURERS WHO
HAD EXPRESSED INTEREST AS I.{ANUFACTI]RERS IN THE FUTURE, DELEGATES
FROM THE FIELD WHO USED TANDEUI"I IN THEIR INSTRUCTIONAL PROGRAI'{S
AND A DELEGATE FROM THE USPA.
HAD FIVE MEETINGS IN FIVE DIFFERENT AREAS SCHEDULED AND THEY HAVE
NOW COMPLETED FOUR OF THE MEETINGS. THE RESULTS SO FAR IS THEY
ARE PUTTING TOGETHER RECOMMENDATIONS REFLECTING THE VIEWS OF ALL
THE VARIOUS PEOPLE INVOLVED AND A REPRESENTATIVE OF THE FAA HAS
ATTENDED ALL OF THE I"IEETING EXCEPT THE LAST ONE. THEY HAVE HAD
INPUT FROM PIA, USPA AND FAA AND ARE OPERATING BY CONCENSUS.
THERE ARE TWO DRAFT PROPOSALS...ONE INSTRUCTOR PROPOSAL AND A
STUDENT PROPOSAL ,BOTH DOWN ON PAPER. THE PROPOSAL WILL GO TO
THE USPA BOARD IN DECEMBER AND THEY WILL VOTE ON IT,AND SUGGEST
ANY CHANGES THEY FEEL SHOULD BE INCORPORATED. JERRY ENCOURAGED
ANYONE INTERESTED TO ATTEND THAT MEETING.
THEY ARE ADDRESSING A REAL NEED, AND THAT IS THE NEED TO REGULATE
THE TANDEI"I SYSTEM AND ITS INCLUSION IN THE INDUSTRY.

MINUTES PIA MEETING
TEMPE, ARIZONA
ocroBER 22, 23 & 24, 1993
ANOTHER PROBLEM... A LOCAL IRS OFFICE IN SOUTH CAROLINA CONTACTED
SKYDIVE SOUTH CAROLINA AND ADVISED THEY COULD APPLY THE TEN
PERCENT EXCISE TAX RULE, WHICH STATES THAT ANY TRANSPORTATION IN
AIRCRAFT OVER 6,OOO POUNDS GROSS TAKE OFF WEIGHT IS SUBJECT TO
TEN PERCENT EXCISE TAX.
USPA GOT WIND LAST MARCIi THAT SOMETHING WAS GOING ON WHEN THE
LOCAL IRS OFFICE DECIDED SKYDIVE CAROLINA I4AS SUBJECT TO THE TAX
AND IT GOT ALL THE I^IAY TO hJASHINGTON AND IMI'IEDIATELY RAISED RED
FLAGS. THIS COULD HAVE DEVASTATING EFFECTS ON THE SKYDIVING
INDUSTRY.
USPA APPROACHED THE IRS AND ADVISED THEY WERE CONCERNED ABOUT
THIS RULING AND WOULD LIKE TO TALK ABOUT IT, BUT THE IRS SAID
USPA COULD NOT TALK ABOUT IT BECAUSE THEY WERE NOT A PARTY TO THE
ACTION UNLESS THE PARTY IN SOUTH CAROLINA GAVE USPA POWER OF
ATTORNEY.
USPA IMMEDIATELY SENT THEIR ACCOUNTANT OVER TO THE IRS WITH A
POI4ER OF ATTORNEY FROM DANNY SMITH IN SOUTH CAROLINA. THE
ACCOUNTANT CAI'IE BACK TO USPA AND REPORTED THE IRS WAS GOING TO
PROCEED ON THE ACTION AND USPA NEEDED TO GIVE IRS A WRITTEN
PRESENTATION ON BEHALF OF DANNY SMITH OR THIS COULD POSSIBLY
SPREAD ACROSS THE COUNTRY AS A WONDERFUL NEW MEANS FOR THE IRS TO
RAISE MONEY.
USPA FOUND A LAW FIRI"I SPECIALIZINGL IN DEALING [4ITH THE IRS AND
THEY HAVE NOW SUBMITTED A REQUEST FOR CLARIFICATION. THERE IS A
LESS THAN FIFTY PERCENT CHANCE OF SUCCEEDING, BIjT IF THE PROPOSAL
IS REJECTED THEY CAN APPEAL AND IN THE MEANTIME ARE BUYING TIME.
TO DATE USPA HAS SPENT 96,OOO SO IT MAYBE QUITE EXPENSIVE. IF
THEY APPEAL IT, IT hIILL DELAY II'IPLEMENTATION OF THE TAX, BUT THE
IRS IS SEEKING RETRO-ACTIVE TAX AGAINST SKYDIVE CAROLINA. THIS
IS VIEI4ED AS A TEST CASE, AND IF IT SUCCEEDS THEY WILL IMPLEMENT
IT ACROSS THE COUNTRY TO ALL DROP ZONES.
AAD FUNDS ARE NOT BEING
THEIR USE IS TOO STRICT,
LITTLE TO ALLOW HELP TO
USED IN THIS AS THE GUIDELINES SET FOR
BUT DEFINITIONS HAVE BEEN CHANGED A
BE RENDERED.
JERRY ROUILLARD
EXECUTIVE DIRECTOR USPA

A GUIDE TO THE PTA BBS
PIA BBS BASICS
First of all, you need a personal computer with a modem. CaII
the BBS at 904-985-0580. If this is your first call, you will be
asked to sign up for the board. This involves selecting a password,
Ieaving your address and other information, and configuring
how the BBS will work with your computer. You are usually best
off with the option the computer suggests. Any options selected
here can be changed at a later date. Be sure to indicate that
you are a PIA member when you sign up. OnIy PIA members can
access the entire board. Your security profile will be updated
within 24 hours. After you complete the sign up process, you wiII
see the main menu. The first option to discuss is "Join a conference".
Simply type 'rJ'r and you may select a conference by
number or "L"ist the possible conferences. Once you have selected
a conference, you wiII return to the main menu.
CONFERENCES
The main concept to understand about the BBS is conferences.
Which conference you are in controls the options you have. We
currently have 25 conferences set up on the board. Conferences
include General Public Messages, PIA Committees, No Shit There I
Was (for jump stories), Used Gear for SaIe, and conferences for
manufacturers such as Jump Shack, Relative Workshop, and Precision.
Other manufacturers may have a conference set up for them
upon request. Conference #20 is the international rec.skydiving
newsgroup. This is an "echo" of discussions among skydivers aII
over the world. People post messages to a central locatj-on and
the messages are sent to aII subscribers to the newsgroup around
the world-. To post a message to the newsgroup, simply enter a
message to 'ALL' in conference #20. It wiII be forwarded to
subscribers to the newsgroup aII over the world. Commercial use
of the Newsgroup is not permitted. I believe that product announcements
would be appropriate but blatant advertising should
be avoided. Many non-profit educational organizations are involved
with newsgroups and would not appreciate paying for your
advertising. Since PIA pays for the local BBS, advertise to your
hearts content on any conference but #20. There are many forms
of etiquette in newsgroups that you will understand after you
read the messages currently there. 50-100 messages a week are
Ieft in the newsgroup. The day after the Northampton crash, the
net was buzzing with discussion of it.
Conference #2I is used for Internet mail. Internet mail is
reserved for PfA members only as Internet traffic costs PIA money
in increased phone costs. The Internet is a network of computers
around the world. This allows communication between any user of
any computer on the net. To send someone on the Internet a
message you need their "e-mail" address. E-mai-I addresses are in
the format "user@computer.domain" where domain is the type of
U. S. computer, such as . edu for schools, . com for

usinesses, .gov for governmental, and .sci for science Iabs.
The domain is the country code for foreign computers, .ca for
Canadian, .uk for British, .au for Australian, and so on. You
can e-mail BiII Clinton directly by sending a message to "President@Whitehouse.gov".
PfA members on the PfA BBS have an address
of "firstname.IastnameGpia.com". Custom addresses can be set up
on request. MaiI sent via Internet to "Jump.ShackGpia.com" is
automatically forwarded to "JOHN SHERMAN" on the PIA board. If
you would like a custom address set up, just send a message to
FRED MCKAY. To send e-mail to anyone on the Internet, simply
Ieave them a message in conference #2L. Some e-mail addresses
are too long to fit in the space available. If that is the case,
put the person's name (or any text) in the TO: area and type
"To: " followed by the long address as the first line of your
message. AIl messages in the Internet conference are forced to
be private messages not readable by other callers to the board.
However, the message will pass through many computers on its way
to you and could be read by any number of people anywhere on the
network. It is advisable to not put anything in an e-mail message
that you would not put on a postcard. E-mail capability is
a powerful resource for the PIA to have. ft will allow correspondence
on a global level between jumpers and manufacturers.
Jumpers in Saudi Arabia can send e-mail to U.S. manufacturers for
free or at a fraction of the cost of a phone caII, faxr ot even a
letter. Internet mail is picked up and delivered at 11:30pm
Eastern time everyday. Messages sent during the day won't go out
until 11:30 and messages received during the day will not appear
on the board until 11:30.
MESSAGE MENU
To enter the message menu, select "Mrr from the main menu. The
first option in the message menu is to Read messages. This is
probably the command you wiII use most often. The read command
gives you the option of reading a specific message number, reading
New messages, Searching for messages, reading Unread personal
mail, ot Joining a message conference. For example, rec.skydiving
has hundreds of messages. After you have Joined conference
#20, enter a message number to read that is 20-30 Iess than the
Iast number possible (i.e. if the option is t1-4551, enter 436)
to read the 20-30 most recent messages. Then select "C"urrent
conference to read only rec.skydiving messages. After you have
done this, reading "N"ew messages will only gi-ve you messages you
haven't read. Some conferences wiII be unavailable until your
PIA membership is validated. To "check the board" read New
messages in aII conferences. If you would like to ignore some
conferences, "U"pdate default conferences from the messalte menu,
then read "S"elected conferences instead of "A"ll. The message
menu is what you will use most of the time you are on the board.
Look around. Some of the conferences do not have any messages in
them.
To enter a new messager s€Iect "E" from the message menu and
enter the conference in which you would Iike the message to
appear and the person you would like to send it to. Entering a

eturn instead of a name will post the message to 'ALL'. Other
options are to make the message private or public and if you
would like a return receipt. A fuII screen editor is available
if you have ANSI or RIP compatible graphics. Enter your message
and hit escape to exit the editor. You may then "S"ave or
"A"bort your message.
FILE MENU
The PIA BBS also has many files available for download. For more
information on downloadirg, check the manual for your comrnunications
software. Files are in areas that are si-milar to conferences.
The file menu is similar to the message menu. You may
select a file for download through the "L"ist files option. You
may list files j-n a specific area or all areas at once. Files
available include the Jump Shack rig ordering program and a
communications program that will take advantage of the RIP graphics
that are on the BBS. Files may also be uploaded if you have
anything that you would like to share with the skydiving community.
Many file areas are for PfA use only. File area 1 is available
to all. New areas can be created upon request.
The fuII capabilities of the BBS are beyond a short article.
further information, you may caII Fred B. McKay of McKay-Cliche
Technologies in Deleon Springs, Florida at 904-985-2814.
For
FROM INTERNET (Posted to rec.skydiving via the PrA BBS)
From
FRED MCKAY
TO
ALL
Subject PIA BBS
Read
[N/A]
Conf : 020 rec.skydiving
Number 3
Date :
Reference 3
Private :
462 of 576
12/16/93 10:49pm
NONE
NO
BBS UPDATE
As of todayr w€ have the following
jump . shack0pia. com
relative . workshopGpia . com
precisionGpia. com
stewart . systems @pia. com
pd@pia. com
uspaGpia. com
manufacturers on line:
f'll post more addresses as manufacturers come on line. Ask your
favorite manufacturers who are not on this list if they plan to
sign on with the board. Any suggestions or requests should be
sent to me at fredGpia.com.
Fred.

Exhibiting in Trade Shows
Trade shows, normally, are avery worthwhile
experience for both exhibitors and attendees.
However, even though a properly selected and
staffed show is a most efficient and effective way
to sell your products or services, it still costs
money and takes valuable time. So your participa.
tion should be dependent on a number of factors:
your goals, specific shows available to you, costs,
show promotion, staff, available sales tools, and
your exhibit or display itself.
Goals
. Do you want leads?
. Do you want to introduce a new product?
o Do you want to sign up new representatives or
distributors?
Do you want to impress target accounts?
Do you want to open up a new territory?
. Do you expect sales at the show to cover
your costs?
Any or all of these goals will affect your participation
decision.
Show selectlon
o Ar€ other exhibitors and attendees logical sales
prospects?
o Can you or your personnel follow up leads from
the specific show?
o What are the admission requirements?
o Are show locations easy for you and your prospects
to attend?
o What are the relative costs and potential gains
of a particular show in comparison with others? (ln
some cities, excessivo union costs and demands
can add 50% to 2@o/o to your projected budget,
for example.)
Chambers of Commerce, libraries, and trade
associations can provide much Information about
lrade shows. But the flnal analysls must be done
by you, the prospectlve exhibitor.
Costs
. Display items, competltlon, etc. may make
it imperative you us6 more than the standard
10'x 10' display booth.
o Costs are usually related to the size ol
the market, potential number of attendees, exhlbltion
hall fees, etc. Compare diflerent shows to
determine which have reasonable rates
- not
the lowest.
o The earlier you reserve space, the better. You
must usually pay n% -fi% ol your booth rate
when you contract for space.
. Each show has its own decorator. Determine
what accessories you'll need, then find out what
the decorator will charge for renting carpets,
chairs, spotlights, wastebaskets, stc.
o Booth personnel cost. Make rough calcula.
tions of salaries, time re.allocated from work
to show, etc.
o Consider all projected costs in relation to your
goals and potentiat gains before committing to a
trade show.
Attendance
o Analyze the promoter's plans to boost
attendance.
. Solicit opinions of non-competitive exhibitors
who have been in the show.
. Decide what you can or need to do to promote
attendance in general, and at your booth in
particular.
Stalflng your booth
o Advance staffing assignments are essential to
eliminate conflicts and insure adcquate personnel.
. Talk to previous exhibitors about staffing trends
and needs.
. lf you need help in addltion to your salespersons
or representativ€s, consider your distributors
(if you have a proprietary product) and your suppliers.
They know good business for you means
good business for them.
. B€ sura your personnel are adequately trained in
product knowledge, sales skills, and attitudes.
Saleg tools
. Havo plenty of samples on hand. ldeally, your
samples should reflect the industry of the audlence
partlclpating in the show.
o Slide presenlations, movies, dlsplays, business
cards, llterature can all be approprlate sales tools.
o A lead follow-up system is a sales tool. Keep
track of all leads, farm them out to approptiate
salespersons or dlstrlbutors, etc., and make sure
they're followed up.
. Try to identity sales made at the show and after'
ward. Thls can be vital informatlon when you
decide whether to contlnue exhibiting In the show.
Thc booth
o lf you plan to partlcipate in several shows
a year, lt'g worthwhlle to own your own booth.
But you can probably rent one from the show
decorator.
o Keep your booth slmple and light enough so one
porson can install it, if necessary. Thls ke€ps
Over

freight and labor costs down.
. lt may be advisable to rent these items: carpet,
chairs, wastebaskets, ashtrays, display tables.
Revlew and documentatlon
lf you plan to be in business more than ayeat,
perhaps the most important part of every trade
show merchandising effort comes alter the show.
That's when you review and document the show
with your staff: number of leads generated,
number of sales made, booth traffic conditions
related to promotional efforts, weather (yes, the
weather), and anything else that has an effect on
or is in response to your trade show effort.
This information is invaluable in planning lor
next year, and especially in following up this
year's show.
The end result of a trade show should be orders
and/or leads. Rapid followup is essential. lf prospects
aren't contacted in two weeks or so, you've
probably blown it.
People who spend the time and money to come to
the show and stop by your booth should be valid
prospects. But your personnel must learn to
qualify these leads to find out exactly who to contact
at a given firm. Post-show review and documentation
helps in all these areas.
Eased on contributions by aob Gillespia, Giltespie Oecats, lnc.,
Portland, Oregon.

Tips for Trade Shows
More than 7,800 trade shows take place each year in When exhibit applications are distributed, the tim€ to
the United States and Canada. Thousands of other
major shows are held elsewhere throughout the world.
In 1979, exhibitors spent almost $6 billion disptaying
their wares. . . and visitors distributed almost $7.5
billion among travel agents, airlines, hotels and
restaurants.
The trade show experience is synonymous with
Once you've decided to exhibit, it's time to s€t your
meeting peopte. The great thinj abofut tneie snows, of
oblectives' lt is ditficult to generalize lt-sOtay
about the
course]ii rhit you haie a chanie to ratl ;ith;"66 - best "look" for a trade show exhi6it because ditferent
you'd never gei to meet an) etse..tr"or-rnJ"i exhibitors have different goals, Are you-coming. just for
^,nere
lrovide one 5f the best ways to ger induiiry
information. you can reaO irodubt anO serJice
particurars untir you're oor6o silly, but me oeil way to
your peers, suppliers and customers.
exposure, for pure sales purpos€s, for feedback on
yo-ur products and s€ryices, or to cultivate dealers and
distribution channels?
iearn about the industry you'r€ serving is by talkin! to lf you're looking for product exposure, you'll want a
very open b@th, where attendees can walk in from
:l"ffi ,ig8:T,[iil 3[{'."ff ""i lffi '"f:fi 3l'.H',::?ilit$,?l,["J,ifu "
es that traOe sno'nt J"n WillTr,l[1th
where you can achieve more privacy
For marketing purposes-improving and expanding
Ongoing attention.to-the.maintenance of your booth
presenr markets or exptoring'and d-evet6pi;6;;; '
during and after the show is a must. As an
exhibitor, lglole' you will need to know exactly when freight.
bnes-your participatibn in i trade shoi'."i n"rp vor,
o ro survey an indusrry ror irs reaction i;;;,;*'"0- g,'::ffl::lTBJ?hH;[3:1"'Jfi:l;ry,|3,:,i:illi
introduction or innovation.
r To learn what the industry wants in terms of im-
and disriiintling (l&D) iirms *nicn supervise tne
display at all times. So check with the show
proved producls or services: something bigger, faster, management to determine how to contract for all
stronger, safer, cheaper?
needed services. Your booth design should include
. To discover why your sales are lagging. storage lPace tor entra light bulbs, touch-up paint,
o To introduce your products ano servicls to a new
geographic areb.
tools and packing boxes'
Aborre all, your booth should be a pleasant placa to
r ro supporr those or vcur customers who are arso
avhihitinrr
;$i:g il,TIf,trffi'Ji,"^',?,ff"TilJilH:.ff.|.,t"
determine the exhibit's graphics. The booth's attrac- "
. To spotlight a new acquisition, merger, change of tiveness invites anendejs,'but your sales approach
business orientation, etc.
keeps them interested! Setting is an art. . . bhO exhibit
o To attract top caliber manufacturers' representatives selling is an even more sophisticated art.
or distributors.
While exhibitors generally do not have much control
. To make an institutional impression. over the hours an exhibit hall is op€n, you should be
lf you're an astute sales manager or marketer, you'll awary of.attendance-patterns. Late aftemoon or
review (annually) all the trade slhows scheduled'tor tne evening hours are often not attractive to potential
next 12 to 1g ni6ntns in the industries imoortint to buyers. The later in the day, research has found, the
your own scre€n printing business and y6ur ma*etlng less likely p99P!e are to buy. Although.exhibitors will
6blectives- SenO iway f6r information fiut thos€- - tell stories gf "th.e lar.gest sale of the show" came five
snbws rhat took promising. And keep ttriJJam inine minutes before the show closed on the las day' Many
back of your mirid for the-time wheri yo, *anlto ,.e fe€l that ideal exhibiling hours are 9 am to 6 pm.
new technique to do some lact finding, to prob€, to " lf you're staffing a booth, ylou have roughly 30 seconds
influence, or to announce something vital to your to glance at an attendee's badge and decide whether
company's interests.
he or she is a qualified prosp€cl. On average, you'll be
Like trade show anendees, exhibit booth staffers will delivering 15 sales pres€ntations in an hour-more
get the most out of their time and investmini Uv Ooing than would normally be delivered in a full day.of
i-heir homework in advance.
.".-..- -' --'-.- selling. That pace, combined with the discomfort of
Over

eing on the unfamiliar end of the contact-a trade
show reverses normal business practices by bringing
the buyer to the seller-is enough to throw a sales
pitch otf the mark.
Attracting the "right'' people to your booth becomes
especially important.' Some exhibitors hold drawings,
some gtve prizes and others hand out inexpensive
giveaways. On an advance basis, giveaways can be a
method of anracttng people who might not otherwise
come to your booth. A preshow mailing, for instance,
which alerts show registrants to stop by your booth to
enter a prize drawing, can generate a mailing list as
well as sales leads.
Whatever you do, remember that anything that creates
a monumental tratfic jam. . . or sales technaques that
detain visitors longer than they care to stay. . . are real
turnoffs!
One of the biggest pluses of exhibiting at or attending
a trade show is the opportunity to check out your
competition and monitor industry trends.
The real challenge of coming to a trade show is to be
innovative and different. Each exhibitor attracts the
customer a little ditferently-be it through the exhibit,
advertising, a hospitality suite, a reception, or some
other technique. Show rules will generally define lhe
time when private functions are permissible.
Trade shows can be a vital and dynamic part of your
marketing or promotion plan. You can make them pay
otl in sales; but remember, there are other reasons for
exhibiting or attending!
'A related Selt-Promotion Manual article deals in
greater depth with ways to anract more prospects to
your trade show booth.
This article,s based in Ffl upn povitxtsly publ(slwl fer,turea m
fad slrowg "Mekiry lrad Slpws Pay," by Del,Johns'-
l{enrilttgt t CoanntJonr nagazirc, Ot9Z6 W tE AilevB
htblishing boWny: "Ttps foe lrade Stpws, " W,Joelilra K*t q,
Itrc. nqzfrr, @totrt l98l: and "Sltrlelrtg )OurSut," by Ntt
Zauzmer,ItSfl tnqrzlnr, Juna/Juty l%1, Alg&l by *ningtql
Putt&x,tilns, \rc.

Listen Well--
and Other Trade Show Tips
'The hardest thing (for an exhibitor) is to just shut up
and listen," says Allen Konopacki, president ol Incomm
International, a Chicago sales training and research
company.
fnterviewed in the January 1987 issue of Venture
magazine, Konopacki says you won't get your mon€y's
worth from exhibiting at a trade show if you don't pay
anention to what visitors to your booth are telling you.
But that's not the only mistake made by the trade
show novice. Konopacki lists what he believes are
some of the most common:
. Unbounded generosity: While giveaways like free
pens, design doodads, screen printed samples or
other prizes do generate goodwill, they also attract
visitors to your booth who are not necessarily the ones
you want to me€t.
. Wordy displays. "This is one of th€ most critical
mistakes," Konopacki says. The back wall of every
exhibit should carry a brief but punchy slogan or
message identifying your company or product. Like a
billboard, eight words or less should be enough, he
says, but then cites a notable exception: The message
on a booth at a roc€nt clinical chemistry show in
Chicago which read, 'How to get this instrument to pay
for itself in 30 days." The instrument w.rs a $25,000
clinical bench analyzer the company sells to physicians.
The slogan was successful, Konopackisays, because it
diverted anention from the cost . . . yet implied good
financial retums for the purchaser.
. Feeding the masses: Hospitality suites and parties are
passe, Konopacki contends, and the use ol otlsite
me€ting centers (usually in a nearby hotel) lor more
serious business discussions is on the rise. Light
refreshments, and possibly white wine, might be
available for these meetings, but the open bar is
becoming a thing of the past.
Another enor exhibitors make is not sizing up
prosp€cls properly. Remember that trade show
anende€s generally lall into thre€ groups: First is the
"education visitor" who doesn't know a lot about the
industry and is thers to learn. Then there's what
Konopacki calls the "reinlorcement visitor'who has
alreacly purchased equipment, supplies or services
similar to what your company otfers and is there to
compare not€s. He may, in fact, already be doing
business with your company and is coming in'to be
thanked.'
But the key visitor is the "solution seekef who
realizes that your equipment, services or supplies might
suit his or her needs.
How can you tellwho's wtro?
Ask some simple questions . . . but not'Hi, may I help
you?" or 'May I tell you about our super-duper screen
printing press." Invariably the answer willbe "No. I'm just
looking." End of conversation.
lnstead, try this opening gambit: Thanks for coming
in. What attracted you to our booth?' This will force the
visitor to explain why he or she is there. Other leading
questions Konopacki recommends: "How might you
use this product?' Or, "'li/hen would you be likely to buy
one?'
Rememb€r, cautions Konopacki, You're not calling
on the customer;the customer is calling on you. So you
have a right to ask questions.' These questions will
help your salesperson to chat briefly with about 100
peopfe aday, 10/" ol whom are likely to be qualified
leads.
First-Umers also en in not allowing enough pre-show
preparation time.
No matler what your purposo, most should start
preparing for the show six to nin€ months in advance,
Konopacki insists. Several key decisions must be made
in that time p€riod, not th€ l€asl ot which is how much to
spend.
Booth space for a national sttow like SCREEN PRINT
INTERNATIONAL usually runs about $10.00 p€r square
foot, which adds up to $1000lor a minimum '1O-foot'
Over

square (100 square feet) space. But space is only 260lo
of the average exhibilor's costs at a trade show,
according lo Tradeshow Week, an industry newsletter.
Exhibit design amounts to about 20/". Salaries for
booth personnel are about 14%; shipping is about 13%;
and travel, lodging and entertainment, about 12/o. Fhe
balance is spent on freight, booth installation and
dismantling, and promotion.
Other show-related decisions: What products to
introduce at lhe show: what kind of pre-show
promotionalcampaign to prepare;and what kind of
exhibit to have. Remember, it willtake an exhibit house
about three months to d€sign and produce an exhibit . .
. and another four or five weeks to ship it to the show
site.
Please review the other articles about trade shows in.
this seaion of your Self-Promotion Manualfor additional
tips and pointers on maximizing your exhibit potential.

WbllTrained Booth Personnel Maka A Difference!
Who's working your booth at th€ nerit trade show? Your
firm's best salespeople . . . or ils newest r€cruits? Are they
eager to go, or hopirp to fall ill th€ day before the show?
Do thoy know whal the show objectives are and what is
expecled of them personally?
The performance of booth personnel is the single most
important factor aflecting hov well attendees rcmember
visiting a trade show exhibit, according to a study conducted
for the Trade Show Bureau by Exhabit Surveys ol
Middletown, New Jersey.
Butwalkdown the aisles ol atrade show and whatdo you
see? Booth after booth where salespeople are ofl in a
@rn€r talking amongst themselve3, arms akimbo like
security guards, with a demeanor that would discourage
anybody f]om stopping to bok at the offered items while
potential buyers are standing at tha booth's enfance.
MichaelA. Hoffman, prasident of Marketing Catalysts in
Evanston, lllinois, seys that firms should think of their
exhibits as branch sales offices.
In any branch sales olfice, he points out, people don't sit
around eating and talking amongst themselves. lf someone
walks in, they jump up, eager to meke a sale. They wear
smiles on their faces. are knowledgeable about the poduct
line, and show interest in the visitol's needs and conoems.
tl you want to duplkde this condutw afnospheo at a tsrle
sfrow droose ho b6t posgble peoplo b $dt yur bodt.
A show is not the placo to bain new recruib,'cautions the
Trade Show Bureau. iAnend€€s uon't be impossed by
your firm if your people arent able to answ€r Onir questions.
Nor will attendec be eager b do hsiness if tt€y
are igrored or treatod with dbdain by your stafl.
Yet, according to a strdycondwled by l'bffman, 20 perceil
of exhibilors use hrb shot{ partcipsdon as a lom of
punishment: You dldrtpr.rll yourqrcta so yol'rervorkirB
the show.'This naturally ptoducoc a negntitre attitude in
booth workers, h4ridr Orey prcpd b boott visitoc.
The firms to emulate are the 20 porcent ufto put onf
suporstani in the booth: '[bu'ro gcirp becauso we went
our best people thers.'
Erpn wtth seasoned salespooplo, hotmoc preshow bairr
irq sho.rld bo part of an exhitit progrEm. S€!€ral w€d€
prbr to a show, disfiihrtE a pactage b ell booill utortec
that includes general information on the show iEelf, e
merno or.rUining yol shorv ottieclives and silrategy, Foducl
sheets, pricirq data, etc.
Then hold a preshow training meeting. Describe the company's
exhit*t, the types ol artendees expected, and how
to qualify itpso anend€6.
Giw each p€rson specific obiectives lor the show: "Sue,
we expect you to generate 20 qualified leads each day."
'Jo€, we exp€ct you lo dernonstrate our n€w product to
100 people eacfi day.'
You might also want to hire a pofessional to conduct a
seminar on how to sell at fade shows. Throughout the
countrythere are consutlants wtp conductworkshops and
seminars dealirB with rafuus aspecb of bacb slpw marfteting
effectiwne$e. Ask your advertising agency or exhibit
design firm for som€ F@mmendations.
Ellective boo0r personnel need to know trow to engage a
visitorin conversation and howto disengagp politelywhen
it becomes apparent that the visitor is not a potential buyer.
Personnelshould know how to stand, maintain ey€ contact,
get rid ol nenous hebits, handle hostil€ questions, and
exude confidence and conviction.
Rolaplaying exercises can help peopfe understand the
importance of various sales lechniquc at a lrade show
exhiUt. For exampb, acl out how communkaton dies
when a salesporson apgoeches a visitor and asks, "Can
I help you?'The visitor responds, 'l.lo, thanks." End of
conversalirn.
l.low act out what happsns when a sal€sperson ritaG the
visitor's name badgo and gre€ts him with, "Hl, Jiml" The
salesperson has establishecl a personal relationship and
can keep the ball olling with such quegtions as, 14rc yot
using anr prcducllf and'Oo pu harc a need lor pmducts
sucfi as ourg?"
Within socords, it becomec obvi

Each day, award a gnze to th€ p€rson who obtains the
greatest number of qualifled leads. h doesn't have to be
expensile-a botde ol champagne or dinner for two,
perhaps-but it will do wonders for building enthusiasm.
At the end ol each show, have booth personnelcomplete
an waluation form. You can ask them allsorts of questions:
Was the show worthwhile? lrrtere there errcugh people
working the booth (or too many)? Could the design of the
display be improved?
But also ask il their time was used productively. Oo they
feel thay would have been a better asset to the firm il they
had remained in the offics or out in the field? lf so, analyze
where things went wrong.
Perhapstheffong
n€€d€d rnor€ traini
appropriate lor this partiollar sfrow
Track oown the reasons and take Ore needed steps to
ensure a qualifled, effectirn, happy stalf at your n€n show.
Its certainty worth itl

Safety Posters
PIA publishes a series of safety posters which
are designed to be posted at parachute centers.
Each is black on yellow and measures ll" x 12"
(28 x 43 cm).
PIA Products
The Parachute Industry Association has
funded a number of products in the interest of
parachuting safety. Products are available to
both member firms and others. The PIA Store
is operated by Dan Poynter, D-454.
Malfunction Photographs
A set of seven full-color photographic prints
measuring 11" x L7" (28 x 43 cm). These
malfunction photographs are all taken from the
point of view of the jumper (looking up). They
are designed to be mounted on cardboard and
used in the first jump course: Hold them over
the student in the suspended harness to
prompt the appropriate emergency procedure.
The photographs show a bag lock, line over,
end cell closure, line twists, slider hang up, etc.
A must for every skydiving school.
XPHOTOS $30.00 to members, 940.00
to nonmembers.
Shipping: U.S., air shipping included.
Foreign, air shipping $9.00 per set.
Malfunction Slides
Same as the malfunction photographs but in 35
mm slide format. Slides may be used in the
malfunction recognition portion of the first
jump course or my be projected on the ceiling
with the student in the suspended harness.
XSLIDES $30.00 to members, 940.00
to nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $2.50 per set.
Safety Poster #1, Main Canopy Malfunctions.
All of the ram-air canopy malfunctions are
described and emergency procedures are
suggested.
XPOSTI 92.00 to members, 99.00 to
nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $t.00 each.
Safety Poster #2, 3-Ring Maintenance.
Inspection and maintenance procedures for this
popular canopy release system.
XPOST2 $2.00 to members, $9.00 to
nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $1.00 each.
Safety Poster #3, Skydiving Basic Rules of the
Air. Right-of-way (when converging,
approaching head-on, overtaking and landing)
both in freefall and under the canopy.
XPOSTS $2.00 to members, 98.00 to
nonmembers
Shipping: U.S, air shipping included.
Foreign: air shipping $1.00 each.
Set of all three posters.
XPOSTX $5.00 to members, $Z.OO to
nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $2.00 per set.
Drop Zone Promotion Posters
Full color, 8.5" x LI" (ZZ x 28 cm) poster
describing skydiving training. Just the right
size for college and other bulletin boards. Blank
panel ready for your address rubber stamp
imprint. An inexpensive advertising aid for
drop zones.
XCPOSX $9.00 per hundred to
members, $12.00 per hundred to
nonmembers
Shipping: U.S., air shipping $3.00 for
first hundred, $1.00 for each additional
hundred. Foreign shipping, per
hundred, $3.00 surface, $12.00 air.
XCPOSf Sample $1.00, postage
included.

Drop Zone Promotion Brochures
Full-color, 8.5" x 11" (22 x 28 cm) brochures
describing the sport of skydiving designed for
parachute center use. Photos and text describe
the skydiving training, equipment, Tandem
jumps and the adventure of the sport. Order
folded and rubber stamp your center address
and telephone number in the 3" x 4.25" (7.6 x
11 cm) back panel or order flat and have the
brochures printed or run them through a
photocopy machine. An inexpensive advertising
aid for drop zones. Specify flat or folded.
)GROX $8.00 per hundred to
members, $11.00 per hundred to
rronmembers.
Shipping: U.S., air shipping $3.00 for
first hundred, $1.00 for each additional
hundred. Foreign shipping, per
hundred, $3.00 surface, $12.00 air.
XBRO1 Sample $1.00, postage
included.
PIA Documents
All the Parachute Industry Association
publications in a three-ring report folder.
Included are the Bylaws, all the PIA Technical
Standards, Technical Bulletins, SOPs and
other documents: Over 100 pages in all. A PIA
directory (see next item) is also included. One
copy of PIA Documents is included with PIA
membership.
XDOC $15.00 to members, $25.00 to
nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $4.00
PIA Mailing List
Nearly 200 names, addresses, telephone and
fax numbers for the parachute industry in the
U.S. and abroad. Both PIA members and
nonmembers. A copy is included with PIA
Documents (above).
XLIST $2.00 to members, $5.00 to
nonmembers
XLSTD On IBM disk. $10 to members,
$20 to nonmembers
Shipping: U.S., air shipping included.
Foreign: air shipping $1.00
PIA Lapel Pin
PIA logo in blue and white with gold trim, 5/8"
wide with clutch back. For members only.
New!
xPrN $5.00
Shipping: U.S., air shipping included.
Foreign: air shipping $1.00
ES
To order from the
PIA Store
I Telephone orders:
In the U.S.: Call Para Publishing toll
free 1(800) PARAPUB (727-2782).
Foreign: Call Para Publishing (805)
968-7277.
Have your Visa, MasterCard, Discover,
Optima or American Express card
ready.
E Fax orders: (805) 968-1379. Include credit
card number, expiration date and exact
cardholder name on card.
d Postal Orders: PIA Store, P.O. Box 40500-
A, Santa Barbara, CA 93140-0500, USA, Make
cheques payable to Parachute Industry
Association. Credit cards, include number,
expiration date and exact cardholder name on
card.
Payment. PIA is a volunteer-run organization.
We do not have the facilities or time to operate
an accounts receivable department. We do not
extend credit. Sending an order requesting
billing will only delay it. On the other hand, we
do accept cheques and credit cards. Foreign
orders, please make cheques payable in U.S.
funds, drawn on a U.S. bank. International
Postal Money Orders are preferred.
Sales taxz 7.75Vo sales tax will be charged to
orders shipped to California addresses unless
you send your resale number.
Satisfaction guaranteed: Order any PIA
product and look it over. If it is not precisely
what you want, return it for a full refund, at
any time, for any reason. No questions asked.
You can't lose!
Augu8i1993
winword\ pia \brc-prcd.doc
F0D:956

!T$EN n[ils
LEGAT OUESTIOTS
O
Whet do you do if e product
\ wes destropd routinely, such
$t r crr thrt wrs totrled end sold
for scrrp?
A
Interview everyone who may
lr have seen the product to "reconstruct"
its condition. locate
an identical product based upon
records. Registration codes, age of
other parts, or anything else to
identify the make, model and serial
number for showing a similar
product, will be helpful.
O
Are photognphs of the prod-
\ uct helpful?
A
Yes. Without the producr,
rr photographs can show its
condition. Photographs taken during
tests also are useful to prove
that no alterations occurred.
O
Should ourcomprnyengineer
\ or rn independent engineer
exemine rnd tesl the product?
t The one who will know the
rl 66s1 about your product will
be your engineers. Use them. If
he or she later has to testify, of
course they are prejudiced in favor
of the company. This does
not, per se, disqualify them. They
can, in fact, provide competent
evidence of the condition of the
product immediately after the incident,
before others who know
less about the product may have
done something to alter its condition.
This could be critical as
proof that the product was not a
proximate cause of the incident.
Why should e product not be
disessembled?
A Often, when a product is
rr disassembled, it is exposed
to air or the environment or something
can be dislodged and not returned
to its condition at the time
of the incident. While disassembling
can be done by properly
trained persons, the disassembler
has the burden to show that the
condition oI the product was not
altered by such disassembly. O
Test Your Product Cautiously
I nV person who possesses or tests the product
fl which is evidence in personal injury or prop
I lerty damage cases is obligated to preserve and
ensure that the product is not altered or lost. This
duty also exlends to a manufacturer's staff, trial
counsel, and engineers. Failure to preserve the product
can result in serious sanclions, such as preclusion
of evidence at the trial, dismissal, or default. Also,
the person who loses or alters the product may find
him/herself presented with an independent claim for
"spoilation of evidence."
Consider, for example, the case of a worker injured
by a machine you manufactured. You receive
notice of the occurrence and are told that a product
malfunction caused the injury. Usually, the worker
or employer will have on hand the particular machine
which injured the worker. You send your product
safety manager out to investigate, which often
encompasses inspection and testing of the product.
Look, don't touch. The scope of the inspection
your investigalor may conduct is very limited. The
examiner should not disassemble the product, nor
conduct a test which would alter the product's condition
in any way. Courts increasingly impose sanctions
on a party who fails to act responsibly to ensure
the preservation of evidence. More than simply preventing
product loss, prescrvation means ensuring
that the product's condition, as it existed at the time
of the occurrence, is maintained. Courts consider a
( Coun, consider a
product destroyed if it
is altered to make subsequent
inspections
meoningless.
)
Wayne Plaza
Rooks, Pitts, and Pousi
Chicago
product destroyed if it is altered so that subsequent inspections are rendered
meaningless. Whether intentional or merely negligent, the destruction will result
in sanctions. Moreover, sanctions will be imposed even if a protective order was
not in effect at the time of the testing.
Courts may exclude testimony from persons whose destructive testing prevented
meaningful testing by the opposing party. The most serious sanction is dismissal
ofa plaintiff or default. Court decisions presuppose that an expert should not be
allowed to destroy evidence, then replace that evidence with his own opinion.
Protecting yourself. Manufacturers should conduct pre-suit lesting only in an
emergency situation or where it will not aller the product. Secure the product in
a safe place until a suit has been filed and a judge oversees the scope o[ testing.
Maintain the names of everyone who had possession of the product at any time
after the incident. Names later prove the "chain of possession" to assure that the
tested product was the one involved in the incident.
lf practical, take control of the product to ensure it is preserved. lf you cannot
secure the product, advise the parties who have it, in writing, that they should
do so and advise you ifand when an inspection or lesting is to be conducted.
lf testing is necessary, take care in conducting the test. Follow the standard
issued by the American Society for Testing and Materials, which advises whoever
conducts the examination to document the product's condition by description
and photographs.
tl
Wayne Plaza and other auorneys lrom Rooks, Pitts and Rtust *,ill he presenting
a hands-on workshop, co-sponsored by Design News, "PRODUCT LIABILITY-.'I
SURVIVAL KIT FOR THE '90s" on March 10, 1993, during the National Dcsign
Engineering Show, in Chicago. For more information, contoct Donna Rudek at
Rooks, Pitts and Poust. FAX (312) 726-92J9. Phone (312) 372-5600.
Fax your fegal questions to Dcsiga Nens at (617) 558-4402 or e-mail your
questions to DnBos (MCI Mail) or dnbos@mcimail.com (lnternet).
1E8/Design News/'12-7-92

APPLICATION FOR MEMBERSHIP
The Parachute Industry Association is comprised of companies and individuals united by a common desire to
improve business opportunities in this segment of aviation. PIA is actively pursuing many technical, safety and
promotional projects that benefit its members and the industry it serves. lf you're involved in the business of
parachuting, join today by completing this application and forwarding it with your first year's dues to :
Dan Wilcox, PIA Membership Committee, c/o USPA, 1440 Duke Street, Atexandria, VA 22314
Business name:
Representative or individual name
Telephone:(_)
Fax:(_)
D fULL MEMBER: In addition to all of the benefits and privileges of Affiliate membership, (see betow) Futl
Members may, upon membership acceptance, cast a vote on any association business, serve as committee
chairs, and be elected to office in P.l.A.
Dues: $250 per year.
n nfftltlTE MEMBER: Receives the Para Newsbrief and all other publications and correspondence of the
Parachute Industry Association. Upon membership acceptance, may use the official PIA logo, attend and
participate in all meetings and discussions, and serve on committees.
Dues: $100 per year.
! SUASCnIPTION: A one year subscription to Para Newsbrief, the official newsletter of PlA. Regular features
include the latest news on equipment, rigging, instruction, regulations and other issues affecting the parachute
industry. A "must have" item for anyone interested in parachute safety.
Price: $25 to U.S. or Canadian addresses, or
$35 for air mail sent to addresses outside the U.S. or Canada.
Paymet of Funds: Allfunds must be payable in U.S. dollars and drawn on a U.S. bank.
BACKGROUND INFORMATION ABOUT APPLICANT:
Type of business:
Years in business: Loft Certificate?: Yes No TSO Holder? Yes No
Government contractor? Prime Sub U.S. Other
How does your business relate to parachuting?
No
Referred by: (optional)
Ratings held by key personnel:
Additional information you feel may be pertinent:
tt-92

IMPORTANT!
Check Your Address Label
To make sure that you continue to receive the Para Newsbrief, please take a moment
and check your mailing label, and verify your membership / subscription expiration date.
The Para Newsbrief is now sent only to current members / subscription holders.
Renewal dues and subscription fees can be sent directly to the PIA treasurer:
Dori Bachman
c/o Para-Gear Equipment Company, lnc.
3839 W. Oakton Street
Skokie, lL 60076-3438
Refer to the membership application form elsewhere in this issue for additional information
on new memberships or subscriptions.
PARA-GEAR E0ulPllENT c0ltPAtlY, INC. (FUL)