Airport Operator Options for Delivery of FBO Services (2018) / Chapter Skim
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Pages 44-77
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44 CHAPTER FIVE AIRPORT EXPERIENCES WITH DIFFERENT FBO MODELS INTRODUCTION TO THE CASE STUDIES This chapter summarizes the original research conducted for this synthesis. Table 12 lists the 10 public airports and representatives from three FBO networks that participated in the synthesis, plus the codes by which the airports will be referred to in this chapter.
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45 INTERVIEW QUESTIONS To prepare for each case study, the research team reviewed background information about each airport and FBO and customized a set of interview questions according to the following interview guidelines. Airport Profile 1.
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46 Airport Sponsor Perspective 1. If making a new RFP, what would be the airport's preferred business model for the FBO?
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47 TABLE 13 OPERATIONS AT APPLETON INTERNATIONAL AIRPORT, 2015 Type of Operation Operations Air Carrier 4,433 Air Taxi 7,767 General Aviation Local 6,134 General Aviation Itinerant 15,070 Military 126 Total Operations 33,530 Source: ATADS. Key Findings ATW is an excellent example of an airport-owned FBO that uses a contract manager and several specialized subtenants to provide flight training, aircraft maintenance, and charter services.
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48 FIGURE 11 Interior of Appleton FBO terminal. Source: Appleton International Airport.
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49 resented approximately half the airport's 2016 revenue (terminal rent, concessions, rental cars, landing fees, etc.)
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50 January 2016, the Fort Wayne Airport Authority received the land, buildings, and a 150,000-gal fuel farm under the reversion clause of the contract. In addition, the authority owns a separate GSE fuel farm with credit card readers.
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51 Formation of Fort Wayne Aero The authority subsequently formed Fort Wayne Aero Center as the airport's FBO provider and hired an FBO manager. The FBO pays rent to the authority for facilities use and bought approximately 60% of its GSE new and 40% used and refurbished.
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52 Table 15 shows 2015 operations at the airport. The flight school contributes to the large number of local GA operations.
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53 In 1990, the FBO was sold to P & R Air. In 1993, the authority renegotiated the SIU lease and exchanged the remote FBO space for the more favorable facilities SIU had occupied with its FBO operation.
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54 Challenges and Opportunities The airport is located in a rural area of the country with limited regional industrial development. The impacts of reduced GA piston flying and a relatively small jet market potentially limit fuel growth.
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55 FIGURE 17 Capital Region International Airport airfield. Source: Capital Region International Airport.
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56 Current Airlines, Tenants, and Activity Delta Air Lines, United Airlines, American Airlines, and Apple Vacations serve LAN. For international flights, the airport offers U.S.
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57 DET Today DET has two runways (07/25 is 3,714 ft and 15/33 is 5,090 ft) and six instrument approaches.
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58 Lessons Learned The culture of an airport starts at the top. Airport leadership can turn a difficult situation into a comeback story by setting the pace and stepping up to the tasks.
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59 This case study demonstrates the value of airport, FBO, and customer relationships and how an FBO can participate effectively in an airport's air service development program. FBO History MBS has the distinction of using the same FBO provider for more than 20 years.
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60 TABLE 19 OPERATIONS AT BOEING FIELD/KING COUNTY INTERNATIONAL AIRPORT, 2015 Type of Operation Operations Air Carrier 10,896 Air Taxi 28,809 General Aviation Local 39,770 General Aviation Itinerant 84,280 Military 760 Total Operations 164,515 Source: ATADS. By most metrics, Boeing Field supports a large volume of GA and business aviation.
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61 Repurposing older existing buildings to a network FBOs need is typically more difficult because the building's curb appeal may not meet current expectations. Hangars with tall doors to fit modern jets are highly desirable; hangars with low doors are not.
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62 airlines. TPA has 62 based aircraft: 38 are jets, nine are single-engine, eight are multi-engine, and seven are helicopters (2016 5010 Report)
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63 Because 2016 was a seller's market for TIJC, the leadership team decided what type of buyer would be a good tenant at the airport, compete effectively with Signature, and have a strong market presence in Florida. Maintaining the TIJC culture and preserving options for employees were also high priorities.
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64 f. Changes in the airport's primary documents (e.g., minimum standards, rules and regulations, and leasing policies)
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65 By 2016, three full-service FBOs were operating from four locations: Castle and Cooke Aviation, Clay Lacy, and Signature Flight Support (east and west)
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66 VNY also has nonaeronautical property under lease at appraised rates comparable to commercial rates in the area. VNY generates revenue from building rental (25%)
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67 by the FBOs. Before September 11, 2001 (9/11)
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68 TABLE 22 OPERATIONS AT WASHINGTON DULLES INTERNATIONAL AIRPORT, 2015 Type of Operation Operations Air Carrier 164,204 Air Taxi 92,995 General Aviation Local 0 General Aviation Itinerant 37,126 Military 0 Total Operations 294,325 Source: ATADS. FBOs at IAD Signature Flight Support and Ross Aviation are IAD's FBOs.
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69 Browne also said that assigning a lease results in a chain of responsibility that differs from the chain of responsibility used the granting of a new lease. In some assignments, the responsibility, either financial or environmental, rests with the last person in line to collect from those up the line, and the airport is not required to work with any entities other than the most recent lessees.
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70 The Avfuel network supports independent FBOs and airport sponsors that provide fueling services. Avfuel network participants can benefit from Avfuel's resources, which include its • Avfuel Rampside System (trucks, equipment, parts and supplies, quality assurance, and training)
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71 Avflight has drawn on the best customer service practices of other hospitality industries, particularly hotel and hospital. Avflight examines the ways these businesses distinguish themselves and provide great customer service, then adopts practices that can create an outstanding FBO experience.
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72 dry-climate storage) and its FBO's services to create a turnkey package that supports the customer." Airports excel at managing infrastructure and maintaining pavements, buildings, and common areas; FBOs are well suited to the customer contact role and can provide ground handling, into-plane fueling, and other mobile services.
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73 FIGURE 32 FBO Hangar opening day, 1960. Source: D.C.
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74 Focus on Customer Service D.C. Metro's business philosophy is based on service: service to the community where it is located, service to the broader community, and service to the customers who visit it.
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75 Open House and Hospitality Programs GAI hosts an annual open house for the benefit of local pilots and the surrounding community. The well-attended event brings the local community and the airport together to highlight the many ways in which the airport contributes to the community.
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76 Tenants The FBO coordinates with other service providers, including several aircraft maintenance businesses (GAI Aircraft Services, Deblois Aerospace, and Paragon Detailing) , a flight school, Washington International Flight Academy, and The Airport Café.
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77 Key Findings Signature's value proposition to its user base relies on the provision of the highest quality in aircraft ground handling services, unrivaled compassion within customer experiences, leading network benefits, and consistency as an aircraft handler. Although the network may be significantly sized, each Signature FBO is expected to expend the utmost in energy and enthusiasm at a local level.
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