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ISSUE 6 APRIL 2010

BROKERS ONLINEACT: Personal contact is still essential

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APRIL 2010 CHARTER BROKER 3

F O R P R O F E S S I O N A L S I N C H A R T E R F L I G H T P R O C U R E M E N T

Publisher David Wright

Editor Rod Smith

Production Kate Woods

Chris Carr

Advertising Mark Rangermanager

Subscriptions Janet Bell

Administrator Hilary Tyler

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Web-based brokers still need personal approach

Smart Aviation extends ACMI coverage

Turkey adds growing weight to Air Partner’s emerging markets strategy

Supreme plans to grow by adding ground services

Chapman Freeborn Brazil claims historic AN-225 charter � rst

BROKER NEWS Page 5FEATURES

CONTENTS

Regional feature: Switzerland and Austria INDUSTRY NEWS Page 17

India potential excites Avinode

New safety achievement boosts Revesco Aviation

Private jet consultancy can’t get away from charter broking

Aero-Charter Airlines plans more Citations for Ukraine

Page 10

Page 14

Online platforms are a web of intrigue for brokers. Services are becoming more sophisticated but charter brokers remain con� dent that their industry will always need a personal touch.

Good neighbours are great for business as charter brokers and operators con� rm in this focus on the complementary national marketplaces of Austria and Switzerland.

For advertising rates and data visit www.charterbroker.aero

ISSUE 6 APRIL 2010

Tim Procter of Air Charter Travel says online broking is a good starting place but there must be a personal interface. Story page 10.

NEXT ISSUE: Air charter brokers aid Chile and HaitiThe earthquake in Chile may cost the global insurance industry as much as $7bn (£4.7bn), Swiss Re has estimated. The outgoing government has said it will take the country up to four years to recover. Haiti faces similar problems. Air charter brokers are continuing their e� orts to help the relief e� orts in both countries. Charter Broker is preparing a two-part series analysing the e� orts and e� ect of the air charter broker humanitarian relief specialists. It is scheduled for the June and August 2010 issues. Enquires Mark Ranger [email protected]

Pets provide passport to increased charter business

Page 20

Some charter brokers and operators are generating additional business and fostering client loyalty by focusing on pets.

4 CHARTER BROKER APRIL 2010

NEWS FROM BACA

IT IS disappointing to see 2010 start off with airline closures and strikes. The British Airways cabin

staff industrial action is so reminiscent of how things were 40 years ago when Heathrow had a reputation as a hotbed of discontent.

In 1970 I was working for Northeast Airlines (the British one) and nearly started a strike myself. Driving out to the busy domestic “Alpha” stands at Terminal One to change some documents in the aircraft library of a Trident one morning, I was surprised to fi nd the stand empty. You couldn’t miss our aircraft – they were canary yellow! With departure time fast approaching, something had clearly gone wrong, but it didn’t take long to spot the aircraft out at the remote “Charlie” parking area.

When I got to it, there was a tug attached with its engine running and two guys leaning against it. I asked if they were about to move the aircraft to the terminal as, if so, I would follow them over and do my paperwork when the Trident was on its stand and boarding passengers to save time. They told me that they couldn’t tow the aircraft because the portable maintenance steps (a hydraulic set mounted on the back of a Commer van) were still in position. When I asked why they didn’t move the steps, they said that they were “disputing” and it wasn’t their job – an engineer should do it.

It was at that point that my ignorance shone through as I volunteered to move the steps myself thereby enabling some chance of an on-time departure. The tug drivers raised their eyebrows, but accepted the proposal. I jumped into the Commer, backed it away from the aircraft, then followed the Trident back to Terminal One, completed my paperwork and returned to the offi ce very pleased with myself for resolving a crisis.

Within an hour it became apparent that, far from resolving a crisis, I had started one. The tug drivers had lodged a complaint about some spotty young clerk interfering with a dispute; the engineers objected to untrained idiots trying to do their job; and a union meeting was to be held at Epsom Square near the threshold of 28 Right (as it was then). Fortunately my senior managers defused the situation and I was given a lecture about the way to handle things at LHR.

It wasn’t just us. A new (Canadian) handling agent opened up on the north side, and regularly had windows broken and vehicles overturned during the night, clearly the work of protectionist militants who felt that the new fi rm could steal their jobs – many foreign carriers were handled by BEA or Aer Lingus I think, and an independent handling agent was an appalling thought for some of those guys.

Disputes could get so obscure that nobody could be expected to avoid falling into traps. For example, the handling agent (General Aircraft Services) did have a couple of smaller airlines as customers, both of whom (by coincidence) used Fina for refueling. The result was that, at one point, BEA handlers refused to service any aircraft that was refueled by Fina, because Fina refueled aircraft handled by GAS. It was all an impenetrable maze.

The common factor was that the UK national carriers BEA always seemed to be involved, both sides claimed that their door was always open for discussion but that the other party wouldn’t talk, and both accused the other side of intransigence. To see these attitudes and deadlocks all over again in 2010 makes my heart sink whatever the rights and wrongs of the BA cabin crew dispute might be. Hopefully, by the time you read this, the issues will have been resolved, and we’ll see no more of this in our industry. We have quite enough to cope with already.

With that thought in mind, it is always sad when an operator retrenches, even when it doesn’t directly affect you, because every cut back is a sign of the state of the industry. Air Partner Private Jets will be missed, but the organisation says it will be the stronger for restructuring. APPJ has certainly played a major role in the marketplace in recent years and I wish the staff good luck in their search for employment.

Meanwhile, Air Partner’s broking division provides a valuable service for the industry – up there with the best, having inherited a noble pedigree going back to Tony Mack’s Air London, and that of his father before him – a Berlin Airlift veteran who founded a fl ying school at Gatwick in 1961.

But retrenchment in private aviation, and the crash of the BA dispute, reminded me of some dismal aspects of a past age that none of us should have to return to. We can only hope that spring, and a new post-recession era, will bring brighter times for us all.

Dick Gilbert, chairman, BACA

The world’s largest network for air charter professionals

BACA represents the interests of commercial aviation companies

particularly in the air charter industries and markets.

Membership includes air brokers, charter airlines, airports,

business aircraft operators, freight forwarders, consultants

and others.

www.baca.org.uk

Bad old days back with a vengeance

april 2010 Charter Broker �

broker news

Smart Aviation reports an upward trend in the number of charter tour operators placing business as well as a rise in ad hoc bookings in early 2010.

New sales director Matthew Savage, formerly with Monarch, Excel Airways and Air Partner, says there is a great deal of potential in ACMI.

Savage will coordinate the 24 hour ACMI coverage alongside managing client portfolios and developing new contacts. Smart has also expanded the ACMI team with the addition of Greg Edens, who can draw on detailed experience of working within both the passenger and cargo charter markets.

Smart Aviation was established in the UK by md Mark Hawkins in 2005 following 15 years in the aviation industry. “While working for tour operators and airlines, I recognised the need to set up a

broking and airline management company providing a complete service to clients 24/7, whatever their need may be,” Hawkins says.

The business is based around four cornerstones – tour operating, ad hoc flying, ACMI and executive jet charter.

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Matthew Savage and Mark Hawkins: development plans

Smart Aviation extends ACMI coverage Award underlines Le Bas International safety recordLe Bas International is celebrating its 20th anniversary with Wyvern authorised broker status. The company’s Tracey Deakin says: “In addition to being a founding member of Air Charter Association of North America the company has been part of the Wyvern pilot and aircraft safety survey program for a number of years.” Deakin, and two other entrepreneurs Peter Le Bas and Patrick Hampton, founded Le Bas International Air Division in October 1990 and it now has offices in Shannon, Ireland, San Luis Obispo and Huntingdon Beach, California.

Deakin recalls: “The first offices were in Seal Beach, California but Ireland enables us to run a 24/7 service. Our services are utilised by many of the world’s airlines, corporations, incentive groups, sports teams and entertainment personalities.”

� Charter Broker april 2010

broker news

says: “Hong Kong is renowned as a strong market for air cargo and our presence there bolsters our existing freight departments in the UK, France, Germany, the US and the Middle East.”

He adds: “In response to a short ‘peak period’ late last year, we operated a series of charters from Hong Kong which under-lined there is demand in the region which we can capitalise on. Now, we can offer a quality service with local expertise.”

Chris Chapman enjoys the limelightChris Chapman, founder and chairman of Chapman Freeborn Airchartering (CF), is to be inducted into the International Air Cargo Association’s (TIACA) ‘Hall of Fame’.

Jack Boisen, chair of TIACA’s chairmans’ council, says: “The award recognises his outstanding contribution to the development and growth of the global aircraft charter market. He has grown the business organically from the beginning and demonstrated a skill for business creation and innovation.”

Chapman initially worked at freight forwarder Thomas Meadows and later joined with Tradair founder Eric Hanks in a new charter brokering business, H Clarkson Air & Shipping Services, which became the worldwide charter broker Clarkair.

In 1973, he founded Chapman Freeborn Airmarketing with partner Mike Freeborn. The company marketed Alaska International Air’s fleet of Hercules freighters. In response to the need to diversify income Chapman Freeborn successfully utilised these aircraft for ad hoc charters and longer term contracts in Africa and, later, across the globe.

TIACA, a not-for-profit trade association for the air cargo industry, hosts the ceremony on 17 May in Leipzig, Germany.

Air Partner’s policy of developing business in tandem with key emerging markets is paying off in Turkey. The country is now living up to its objective of becoming a key bridge between east and west, according to Dubai-based Kevin Ducksbury, director Middle East and Asia.

The initial three-strong team of Turkish nationals are strongly focusing on the cargo side, but vip charter business is also benefiting with demand for products and services such as Air Partner’s pre-paid 25-hour JetCard scheme which has seen early success in the Middle East.

Air Partner Turkey’s Istanbul office is headed by Serkan Topcu, formerly of cargo logistics company Schenker Logistics and staffed by colleagues Emir Ozdabak and Gunes Nomaler.

“Air Partner’s client base continues to grow despite the recession and part of this success is due to the development of key hubs such as the UAE and Hong Kong,” says Ducksbury. “Turkey fits within the group’s strategy to strengthen its presence in the Middle East and Asia regions, while Istanbul is ideally located as the bridge between our established operations in Europe and our growing ventures in the Middle East. The so-called BRIC

Russian and Middle East connections pay off for ‘diverse’ German-based broker

Aviation Broker GmbH, which specialises in offering both aircraft and helicopter charter, reports that its focus on the Middle East and Russia is paying off.

The company is headquartered in Frankfurt, Germany, but has sales representatives based in both the Russian Federation and the United Arab Emirates. The company’s Jens Dreyer says: “Aviation Broker, launched in 2001, is benefiting from the development of international expertise. It is a question of providing the service people want from a presence on the ground to ease of contact. We offer online help because many clients like to chat with us online. We are also in a position to react even quicker then than through email which many others prefer.”

Dreyer says that diversity also pays off with Aviation Broker GmbH handling both cargo and passenger charter and sourcing aircraft ranging from a small helicopter or turboprop to a large jet.

countries of Russia, India and China have demonstrated that the emerging markets are good places to do business and we have already entered two of the three (India and Russia).”

Ducksbury adds: “Business in Turkey has developed in line with our targets and projections.”

Air Partner’s opening in Hong Kong is another strategic move and this base will be focusing on freight charter activity. Richard Smith, director of group freight,

Turkey adds growing weight to Air Partner’s emerging markets strategy

ProAir employees enjoy shuttle serviceProAir, which espouses the value of private aircraft charter, can also point out that it practices what it preaches. It has launched a daily employee shuttle service using a specially equipped and company logo branded Dornier 328. Up to 19 passengers can fly back and forth between both company headquarters and thereby save valuable working hours. It is possible to alter bookings through the dedicated online system. The company jokes: “Even with its own employees ProAir provides round-the-clock care!”

Air Partner’s Turkish team are (left to right) Serkan Topcu, country manager; Emir Ozdabak, charter sales manager; and Gunes Nomaler, commercial manager.

april 2010 Charter Broker �

broker news

CF and SACBO introduce Italian pupils to private flyingChapman Freeborn Italia teamed up with SACBO SpA to organise a special introductory flight for a group of 148 pupils as part of a school project. The children from the Scuola per l’infanzia (nursery school) Maria Bambina in Monza enjoyed a flight on a Trawel Fly Boeing 737-300 which was operated by Astraeus Airlines.

The trip included a guided tour of Bergamo’s Orio al Serio international airport. The children, aged between four and five, were then given a 45 minute round trip before being presented with ‘first flight’ certificates along with three of the parents who had also never flown before.

After saying their farewells to the captain and crew the children, pictured enjoying their trip, went to the baggage conveyor belt to each pick up a surprise gift as a memento of the day – a book on the history of the airport and some luggage tags for their next flight.

Supreme plans to grow by adding ground servicesSupreme Aviation plans to expand its range of services in 2010. “Some of the new services will be ground support related,” says Hakeem Jimoh md.

The company provides air charter broker services and leasing. “We also undertake representative roles and are looking to expand this aspect,” says Jimoh. “Since 1997 we have provided the aviation indus-tries with a range of other services such as airline marketing and cargo management. We provide air charter and leasing to a large number of organisations, corpor-ations, NGOs, cargo agents, media group, sporting event, wedding and courier companies. We also provide jets for business executive, group travels, travel agents, government, air charter companies, business air charter, corporate and business aviation leasing market, and helicopter charter.”

� Charter Broker april 2010

Chapman Freeborn successfully completed an Antonov 225 charter to transport four giant pieces of oil and gas equipment totalling almost 150 tons from Houston to São Paulo. “The charter was the first time the AN-225, the world’s largest fixed-wing aircraft, had been used for an operation in South America,” says Andre Rodrigues, the company’s Brazil manager.

The Brazil office was heavily involved in the complex prepar-ations and loading of four valves each weighing 37 tonnes, assisted by the company’s US team. Rogrigues adds: “Chapman Freeborn experts in Houston and São Paulo oversaw the loading with 100-ton cranes to manoeuvre the pieces on to the aircraft.”

The equipment will form part of a Petrobras refinery project in Paulínia in the state of São Paulo. Rodrigues says: “To successfully complete such a high-profile and challenging project demonstrates the heavy lift expertise and

Chapman Freeborn Brazil claims historic AN-225 charter first in South America

professionalism of our team. We will use the experience and lessons learned in this successful charter in future projects.”

Chapman Freeborn’s Brazil office opened in 2008. “The Soviet-built AN-225 first flew on 21 December 1988,” Rodrigues points out. “The aircraft is the only one of its kind and is utilised

for ultra-heavy and oversize freight up to 250,000 kg. CF provided more than 5,000 cargo and passenger charters last year, in addition to many ACMI, wet and dry aircraft lease arrangements ranging from Boeing 747, Airbus A300 and IL-76 freighters to Fokker 100s and Boeing 767 passenger airliners.”

ASA takes another step forward on diversification into EuropeThe ASA Group has teamed up with Canada’s Renaissance International Holdings (RIH) to establish a base at the UK’s Robin Hood airport, Doncaster. ASA says: “We anticipate that our clients will now ask us about aircraft completion management, observation inspections and refurbishments.” RIH has established a maintenance facility and is set to open a completions centre this summer. ASA, which has also partnered with The Luxury Network (TLN), plans more development in Europe.

In brief...

ProAir eases the airport hassle

Time spent waiting at airports can be costly. But ProAir prevented such frustration when a scheduled flight passenger landing at Frankfurt needed to urgently get to a private jet. The company says: “We handled all necessary formalities including luggage transfer. The passenger reached the GAT even quicker than expected but the Citation Jet crew were ready to greet the passenger and take off immediately. After a flight time of just 40 minutes the passenger reached Munich relaxed, refreshed and ready for business.”

PrivateFly announces partnership advantage

PrivateFly.com has announced a new partnership with business travel network Advantage Travel Centres, whose 200-plus members are independent corporate travel agents with a combined annual buying power of over £1.1 billion.

ACS expands in North America

Air Charter Service has opened its new office in Toronto. The venture is the company’s second operation in North America along with one in New York – and worldwide ACS has a total of ten offices. Gary Hopkins will head up the new operation. His aviation career started in the cargo department at the London headquarters before he was in charge of the passenger side of the new operation. He has been working in ACS London’s executive jet department for the past three years, has a pilot’s license and is an aviation enthusiast.

ACS md Tony Bauckham comments: “Expansion in North America is key to our development plans.”

Celebrations in Brazil, from left, Andre Rodrigues, country manager, with Geraldine Mendez and Erwin Kehrle of charter sales.

10 Charter Broker APRIL 2010

Air charter brokers work in an industry where knowledge and relationships are key to success. They have to stay at least one step ahead of the competition to survive and prosper. However, the cost-cutting imperatives of the recession, the growing sophistication of the internet, and the advent of online brokers has forced many fi rms to take a hard look at how much should be invested in web-oriented systems. While all brokers agree that online technology must play a part, few take the same view on how far it can augment or replace traditional one-to-one service.

James Leach, group marketing manager of Air Charter Service plc, is adamant. He says: “The more you look into the feasibility of all-singing, all-dancing air charter broker websites, the more convinced you become that they are not a viable way of conducting this business. The approach goes against all the principles of what we do which is based on bespoke personal service.”

Leach points out that several such ventures, using the most sophisticated technology available, have failed. “The problem starts with the initial engagement of the customer. The website can give a range of prices but not the personalised advice. What you are taking out of the equation are questions such as why the client needs the aircraft and what is the best option. Almost every new client prefers to use the telephone. The assistant to an md wants detailed advice and

Web-based brokers still need personal approach

Online platforms are a web of intrigue for brokers. Services are becoming more

sophisticated but air charter brokers remain con� dent that their industry will always be driven by person-to-person relationships. It is critical that brokers strike the right balance between the possibilities of web technology and individual client care.

TECHNOLOGY COVER STORY

Ascent Jet’s work is at an advanced stage. Pictured left to right are Regis Aldo Main, Ingaloa Vilhjalmsdottir, Emily Wright and Carl de Verteuil.

APRIL 2010 Charter Broker 11

The upgraded company website that Topjet is working on will continue to focus on informing clients about what is involved in private charter. “Websites such as Avinode are very useful for professionals,” he says. “The professionals know exactly what they are looking for and can sift and sort the information. However, private clients will regard a website as a starting point. They will want to telephone to follow up their enquiries. Responses and professional relationships are of the utmost importance. Our new website will place special emphasis on the Topjet executives who will be carrying out the research and providing recommendations. The personal touch is incredibly important. Our company makes a point of meeting, greeting and helping the client in our Milan headquarters catchment area. Our presence not only helps ensure that the service is what is wanted but it is very much appreciated by the client. I have asked myself the question of how much can be accomplished through the internet many times. It is a great information tool but it must always be backed up by the best personal service and that means the telephone and a face-to-face contact backed by a caring service.”

Tim Procter (front cover photo) of Air Charter Travel Ltd based at Gatwick airport, says: “Online broking can act as a good place to start for initially locating availability when a client is seeking a charter, but you just cannot remove

explanation, not an impersonal online system. People do not buy an expensive car online and chartering a private jet is in the same category.”

ACS, he says, uses technology to keep track of aircraft and ensure its brokers have access to all the latest information. “The broker’s job is to help ensure the client can make the right decision with proper guidance from a multitude of options. Online brokers are not brokers in the traditional sense. Large brokers such as ourselves have the network, staff, organisation and resources to ensure existing and new clients receive properly channelled and timely information. Technology can also be used to ensure that the client’s preferences are known and acted on.”

ACS, Leach says, regularly looks at how best to use technology. “It always comes back to how best to make the necessary data available to clients. There’s no short cut or alternative to an experienced broker ascertaining the individual client’s needs and tailoring what’s available in the marketplace to those needs.”

Topjet Executive president Dino Rasero started using the internet for air charter broker service marketing back in 1999 and he enjoyed a good response from enquirers. “It was used primarily as a medium to inform potential clients and answer their questions,” he says. “Not many companies used the internet in this way in the early days and it paid off.”

Jon Ingi Jonsson: three-way communication

Capt Dino Rasero, Topjet president and Hawker captain


the personal interface.” He adds: “Online doesn’t replace the essential human contact that must always be a key feature in planning a private jet charter to ensure all the details are correct. Any charter is always going to be both important and expensive. A PA arranging the chairperson’s private jet is unlikely to risk everything on a tick box. For something this important it should always be a person-to-person process in making a booking.”

Procter’s Air Charter Travel Ltd works closely with Icejet which has established operations at London Oxford airport. Icejet in turn has formed a strategic alliance with Jetcom of Lugano, Switzerland, which is designed to offer the most flexible sized Dornier 328 jet charter fleet. “Together we plan to capitalise on the fleet synergy and move into new markets and territories,” said Jon Ingi Jonsson, Icejet md.

Communication technology obviously already facilitates the three-way communication to coordinate the best up-to-the-minute service for clients when Air Charter Travel needs a Dornier 328 for one of its clients. Do three companies who work closely together really need to think about dovetailing websites as well as a service provider interface?

Jonsson says: “The relationship will see Icejet managing the operations of Jetcom’s 31-seat Dornier 328 Jet by providing maintenance and crew support. Currently, this aircraft flies regular corporate shuttles between Exeter, Farnborough and Malpensa airports for a large Italian corporation.”

J e t c o m’s a i r c r a f t transferred to the Icelandic AOC in mid-March and joins the existing Icejet fleet which includes a Dornier 328 14-seat vip jet and a 19-seat all business class D328 jet. “The intention is to add a second Jetcom 31-seater 328 to the Icelandic fleet in the near future,” says Jonsson.

Both companies want to expand their operations out of the UK and Italy. “Icejet is a fellow 328 jet operator also with a growing presence in

the UK and Italy, so after several meetings and sharing of ideas we agreed to work together to offer something quite unique in the market,” added Jetcom Chief Executive Marco Ostini.

PrivateFly says its approach successfully combines online efficiency and transparency with offline expertise to offer a full- service vip charter service to direct customers and partners. “The bespoke software has been created in-house specifically to meet the needs of charter customers and operators,” says Carol Cork, sales and marketing director.

In February this year PrivateFly launched what it says is the world’s first iPhone application to provide instant private jet pricing on a mobile phone. Founded in 2007 in Hertfordshire, England, the company has plans to expand within Europe and in selected international markets throughout 2010.

“It gives consumers much better deals and more transparency. It also simplifies the technical issues that are involved in scheduling private jets,” says Cork. “As PrivateFly continues to evolve, we are looking at new ways of streamlining the process of booking a private jet. Customer choice and transparency have been transformed by the internet in nearly all other markets, PrivateFly aims to bring the same online efficiency to private jets.”

PrivateFly.com says it brings together private jet customers with registered charter jet operators. “The service is a free marketing network for operators and allows them to market their aircraft to a larger number of customers globally. The bespoke software streamlines the quoting process, so the end customer receives operator quotes instantly and can compare their options transparently.”

The company sets up white label arrangements with partners such as LuxuryTravel.com. Cork says: “The partnership allows LuxuryTravel.com’s discerning users to benefit from PrivateFly’s ‘quick quote’ facility embedded within their site, giving immediate and accurate private jet estimates for any global trip. Users can then choose to click through to PrivateFly.com to submit their flight request to all relevant aircraft operators worldwide. Users can compare their options and complete their booking online or by phone, with PrivateFly’s expert team available 24/7.”

Director of LuxuryTravel.com Brian Tickle says: “More and more of our clients are considering private jet charter rather than enduring airport security delays and lengthy ground transfers. We believe PrivateFly’s service is a natural complement to our own – offering exciting online functionality for the discerning traveller, backed by genuine expertise and exceptional service levels. We’re looking forward to a fruitful relationship for all concerned.”

Adam Twidell, founder and director of PrivateFly, says: “We are exploring further such opportunities. Many people believe that private aviation is for business people but an increasing number of our clients now use PrivateFly for holidays or celebrations.”

Carl de Verteuil of Ascent Jet, a Geneva-based company which describes itself as a new generation broker, says: “There is definitely a balance to be found between a client making an online search and purchase of a flight and the personal touch that a client who is prepared to pay a premium for the privilege of flying privately would expect. Our new online application will enable users to make a request for quotes which will be sent directly to qualified operators’ log-in areas. They in turn, will be able to quote simply by filling in an online form and submitting this to the log-in area of the client who will then be able to purchase the flight online. We are streamlining the entire process, essentially making it easier for clients to get several quotes from which they can make a selection, while facilitating the quoting process of the

“There’s no short cut or alternative to an experienced

broker...”

ASA marketing director Julie Ambrose: Blackberry expertise

James Leach: great fan of personal service


operators. All along the way, however, a customer care person will be available for any help that may be needed and the client will automatically be called once the flight has been purchased in order to discuss details, special requests, concierge services, etc.”

De Verteuil adds: “We are in the final testing stages of our application and hope to go live within the next two months. There is already a lot of enthusiasm for this among operators who have been approached including some of the major ones in Germany.”

Technology on the tarmac

There is no doubt that charter brokers today must have technology at their fingertips to give best service. ASA Group, the Asian-headquartered ground handler, ensures that every team on the ramp will instantly be able to digitally access a host of information about each and every client.

ASA uses a software package that shows where aircraft have come from and where they are headed. It also has details of who is on board and what specific services they require. The company’s database also shows which documents and permits are needed for passengers and crew to continue their travel quickly and safely.

Simon Wagstaff, ceo, says: “With the ever-changing schedules and requirements of business aviation, it is essential that we have up to the minute operational information. Using personal laptops rampside, any ASA Group team member can call up flight plans, permits, crew and passenger manifests, and cargo information immediately. We use our own software or Air Routing International’s in-house ‘Flight Manager’ planning tool when we are handling clients for this key partner.”

Another key piece of equipment that the company uses is a personal digital assistant, such as a Blackberry or iPhone. Julie Ambrose, marketing manager for the group, says: “We have built and continue to maintain our reputation on customer service. Frequently we are asked to provide concierge services such as luxury hotel or restaurant reservations at short notice; keeping on top of the latest technology allows us to provide these services instantly. Of course our well-established relationships and local knowledge are the real drivers behind our ability to work fast, but our PDAs are a vital tool.”

The ASA Group started life offering close protection services to the vip aviation sector, and while the company is now a key Asian ground handler, security still forms a large part of its core business. The firm is often called upon to provide counter surveillance for high net worth individuals and corporations, for which it uses cutting edge technology, such as digital video recorders, cameras, transmitters and receivers. Sophisticated detectors can discover carefully concealed hidden listening devices. However, the best counter surveillance techniques are based on strong information and security planning. Wagstaff says: “Whether in personal or business lives, some people are at risk of having their privacy jeopardised and we have methods to ensure that this does not happen.”

ASA’s approach confirms that charter brokers must use the latest technology to obtain the up-to-date information that enables them to provide the comprehensive personal service expected. Aspects range from iPhones and Blackberrys to websites and online information systems.

However, many charter brokers would argue that the information provided by such technology needs to be assessed and implemented by the service provider rather than the client. Others, especially those implementing sophisticated online systems, argue that much more of such information should be made available to the client to increase transparency and enable them to make more informed decisions.

There seems to be a consensus that online services in isolation from personal contact and good staff-client relationships will fail to work. However, there are strongly opposed views about how far the emphasis can be put on clients themselves making decisions based on user-friendly websites. CB

Oxygen 4 opens new division to cement client loyaltyThe importance of client loyalty is emphasised by air charter broker Oxygen 4. It has opened an aircraft sales and management division to complement its brokerage services and secured an exclusivity agreement to sell the “Phoenix CRJ” in Russia.

Director Mark Green says: “We have identified the need to supply additional services for our clients. One of the difficulties that you face as a broker is that the most frequent individual customers often will buy an aircraft and then migrate away from the need for a broker’s expertise. One of Oxygen 4’s strengths is the relationship that we have with our clients. Supporting them with charter flights builds trust and our new entity, Oxygen 4 Aviation Limited, will make us a natural choice when they come to the purchase and management of their own aircraft.”

Mike Cappuccitti, Project Phoenix president, explains that the Phoenix CRJ is a converted, modernised and fully refurbished Bombardier CRJ-200 aircraft capable of carrying up to 19 passengers and three crew with a range of 2,300 nm that can extend the range to 3100 nm with an auxiliary fuel tank.

Green adds: “Oxygen 4 has secured a team of people with vast experience in aircraft sales and management.”

Mark Green advocates CRJ-200 cabin comfort and personal service


SWITZERLAND & AUSTRIA

Austria and Switzerland are neighbouring national markets with significant differences as well as synergies. Charter brokers and operators in the much smaller Austrian market tend to have to rely on business generated in central and eastern Europe and Russia. Operators in Switzerland, however, can also target such international demand while benefiting from servicing the home market requirements of big corporations, wealthy businessmen and international organisations that are based in major cities such as Geneva and Zurich.

“The potential of the surrounding countries is very many times larger than the Austrian market,” Martin Lener, md of Tyrolean Jet Service (TJS), points out. “Brokers and operators in Austria need to service the much bigger catchment area of central Europe and beyond to generate the income they need.”

The TJS strategy is to take advantage of being based in the European Union and develop the Austrian market but also strongly focus on servicing the international demand generated by other countries inside and outside the EU.

Air Partner, which is celebrating its 10th year in both countries, has benefited from combining a long-term strategic view with bespoke development in both Austria and Switzerland. It saw the potential in both countries around the same time and the company’s activities in each country have similarities. However, senior management such as Birte Püschel-Kipke, director international offices, have ascertained very different national development priorities.

Austria’s potential was identified and developed through Air Partner’s operations in Germany. Peter Springinklee, now country manager in Germany, was recruited from the Austrian airline Lauda Air, to provide the local expertise needed to complement input from Air Partner’s global network.

Püschel-Kipke says: “The strategic appointment gave us the impetus to bring in new Austrian tour operator business. Arrangements with airlines have proved important in Austria. We have, for instance, developed regular business by specialising in pilgrim flights to Lourdes. Private charter, while a useful contributor to turnover, accounts for perhaps only 10 per cent of bookings. The focus has proved the right one. The office in Vienna now has a staff of four and, although the past 18 months have been difficult because of the global economic downturn, Air Partner will be celebrating its 10th anniversary in Austria with a good client base.”

Diary dates

Music and sport are sectors that always provide diary dates and opportunities and Air Partner has made the travel arrangements for orchestras, sports teams and supporters and expects such demand to continue through 2010 and 2011.

Püschel-Kipke says: “Initially we focused on full charters but we developed our approach to take in part charters. It can be very cost-effective for groups to share charters.”

Brokers enjoy comfortsof a home from home

Good neighbours are great for the mutual growth of business as charter brokers

and operators confirm in this focus on the complementary national marketplaces of Austria and Switzerland. The advantages include a better chance of filling empty legs.

Air Partner’s Bernhard Egger, Manuela Markowitsch and Markus Trully enjoy the benefits of market coordination


In the coming years Air Partner will develop its freight business in Austria. Air Partner, which has promoted freight manager Richard Smith to director of group freight, believes it can emulate in Austria its success in Germany. Püschel-Kipke, who also has responsibility and oversight for Hungary, Italy, the Netherlands and Poland, points out that Switzerland and Austria use the German language.

“Switzerland was originally developed from the UK office but it increasingly made sense for it to benefit from Air Partner’s staff and management in Germany,” she says. “Initially the work centered on working with the government and transporting freight. However, the emphasis rapidly changed to include a mix of private jet charter. Bearing in mind the overall downturn in private charter over the past 18 months, the diversity of business in Switzerland has stood us in good stead.” One major difference in the market, compared to Austria, is that opportunities in the tour operator sector are less. “There is a smaller selection of airlines operating from Switzerland. However, there are good private jet opportunities and incentives are still providing business despite the fact that the downturn in 2009 meant that many companies reined back their plans for 2010.”

But, as with Austria, Air Partner sees opportunities to develop the freight business in Switzerland. And both countries will enjoy low key celebrations for their 10th anniversaries. “We are finalising how we will mark the date but we will obviously be inviting our clients to events,” says Püschel-Kipke.

Unified voice

TJS is well-placed to compete in the private charter and managed aircraft sectors in central Europe but Martin Lener is working hard with others including Casper Einem of JetAlliance to ensure the potential of Austria is developed to the full.

Execujet reports a successful WEF

Einem is chairman and Lener is deputy chairman of the recently formed Austrian Business Aviation Association which will seek to give the country’s private aviation sector a strong unified voice. “The association will work on aspects that will contribute to building the best possible environment for business aviation,” says Lener. “This will include, for instance, making representations to the federal ministry of transport and analysing legislation but it is also important to ensure that private aircraft are understood by everybody to be necessary business tools.”

Now that key officials are in place the association is readying industry invitations to the inaugural meeting.

Freight forwarders and logistics firms have used Switzerland’s advantages to build business. Gondrand, which specialises in worldwide transport and logistics services, has six offices in Switzerland and is headquartered there. UK manager Nigel Smith points out that customs clearance is required for shipments to destinations outside the EU. “Shipping goods from within the EU to Austria is much less complicated. It is much more exacting to move goods from the EU to Switzerland especially when speed and certainty are required,” he adds.

Gondrand, heavily used by freight forwarders, points out the ever increasing complexity of the commercial world – expanding companies, cross-border trade, new markets, exacting investors, new regulations – demands an up-to-date knowledge of commercial operations.

Westward Freight Ltd owner Lee French says the company has

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been handling diverse shipments between Austria and Switzerland and the UK for years. “The Austrian market is not as strong as the Swiss market but even so it provides regular demand,” he says. The company offers ‘consolidations’, ‘back to back’ and charter of aircraft if required.

French says: “We operate globally but central Europe is an important sector for us. We offer both door-to-door and the more typical arrival airport-only variations and handle most hazardous commodities to most areas.”

He points out: “While air freight is usually considered expensive, it should be noted that on some smaller volumetric consignments it can be more economical than sea and road freight, because of the conversion used by the airlines for charging purposes against those used by the ferry and road operators.”

Key markets

French says it pays to check that freight forwarders can also offer early evening pick-ups from airlines, transit to local warehousing, bonded and usual, for larger consignments to avoid high rents chargeable by airlines after 24 hours. “This is particularly advantageous when goods arrive on a Friday and cannot be delivered until Monday or Tuesday for whatever reason.”

The Swiss market in general has suffered severely in the post-2008 recession. It has traditionally offered a widespread choice of business jets direct from operators and through a strong broker community. When demand dropped this put pressure on prices which have begun to stabilise but are generally at a low level compared with the summer of 2008.

Switzerland, however, is a key market whose vitality and profitability has an importance beyond its borders. It is not only the European headquarters for many large corporations but its emphasis on business efficiency has meant large numbers of executives utilise private aircraft.

The ExecuJet Aviation Group, for instance, had a hugely successful week supporting business aviation traffic flying in for the recent World Economic Forum in Davos. The company reported that business exceeded expectations. It handled over 300 aircraft movements during the three-day event and sold over 450,000 litres of fuel. ExecuJet’s Zurich FBO team’s Nicole Gut says the company again secured exclusive parking at Dübendorf airport, the military-owned airport conveniently located just north of Zurich.

Both Switzerland and Austria are very important markets for VistaJet. Eric Weisskopf, evp sales, says: “Zurich and Geneva are both strong departure markets for us and demand is up by around 35 per cent in this year’s ski season. In recent years Zurich has attracted the European headquarters of many large multi-nationals such as Google and IBM, generating greater demand for long haul flights to various destinations. Other popular destinations including St Moritz and Altenrhein feature among our top ten destinations.”

Seasonal popularity

VistaJet reports that its Swiss-based clients make use of short hops around Europe and longer-haul flights to regions such as Asia. “This creates demand in the full range of our fleet from the Learjet 60 up to the Global Express. These clients also value the guaranteed availability and simple, transparent occupied hourly rates that we offer through our program,” says Weisskopf.

Vienna’s proximity to eastern Europe makes it the ideal gateway and traffic between Vienna and destinations such as Moscow, Kiev and Almaty has proved to be very popular. “Other destinations such as Salzburg and Innsbruck experience strong seasonal popularity.”

VistaJet says its concept of a ‘floating fleet’ means it is able to quote out of both Switzerland and Austria as a home base, making it attractive to clients who are able to avoid positioning costs.

Weisskopf adds: “We have excellent relations with air charter brokers. Around 70 per cent of our on-demand business can be attributed to brokers. Brokers are attracted to our competitiveness on one-way pricing. While some other operators provide quotes based on both outbound and return journeys we are able to quote on only one-way journeys in line with our business model whereby our jets remain at their final destination.”

Russia is among VistaJet’s strongest markets and the company reports that demand, particularly in Moscow, has recently started to pick-up again. During peak periods in 2009, VistaJet had on average six flights per day flying into and out of Moscow.

Specialist economic analysts believe that the full recovery to pre-recession levels of air charter business in Switzerland may not take place before 2012 and that this prediction might be true for the European market as a whole.

While events, such as the London Olympics, might only see a surge in demand for charter in the region for just a few weeks, operators servicing central European demand hope a successful event might do a great deal for business confidence.

Despite the difficult global economic situation, last year was a year with good highlights for TJS which received the BACA Global Excellence Award 2009 from the Baltic Air Charter Association. Lener hopes 2010 and 2011 will continue to see an improvement. “Once businessmen and corporations recover full confidence in the future the private charter market in Austria and surrounding countries will benefit considerably.” But Lener points out that some executives are currently flying economy on airlines instead of business class and have down-sized from midsize to small and light private jets. The Russian market, important to many charter operators and brokers in central Europe, has undergone a radical change. “Many Russians have moved into ownership rather than charter,” Lener reports.

However TJS is managing aircraft for the sole use of some owners and is in talks to add other aircraft under management. TJS is also working to renew aircraft for its clients. “It is a very good time for this as prices are extremely competitive,” Lener points out.

Charter operators in the Austrian and Swiss markets have demonstrated that there are potential advantages in operating home bases in more than one country. CB

Birte Püschel-Kipke: strategic view

Eric Weisskopf: excellent relations


India potential excites AvinodeThere is strong potential for good air charter brokers in the developing market of India where travel agencies now generally dominate, Avinode suggests after a fact-finding mission.

India may still be a fairly small market in terms of fixed-wing aircraft that are on a commercial license but this may be set to change, according to international sales director Johan Sjoberg.

He adds: “One of the main issues facing the Indian market is that there are no airports devoted to business aviation and an FBO infrastructure does not yet exist, but there is a lot of talk about the build-up of such in the future.”

However, for now, business aviation continues to compete with large scheduled carriers throughout India’s major airports. “Another key aspect surrounding the Indian market is that the broker position is not as strong as in other countries; travel agencies play a larger role in terms of sourcing aircraft,” Sjoberg adds. “With a number of new aircraft and operators, India remains a market to watch, and with the addition of a dedicated sales resource for the area – Ian Croxton – we are continuing to grow our presence in the region.”

He adds: “India is a very interesting market for us and it has been great to be able to learn more about the opportunities and challenges in the area.”

Avinode representatives were at a conference in Hyderabad that was held in conjunction with the India Aviation 2010 exhibition.

industry news

Gibson and Gaunt celebrate the completion of the IS-BAO certified audit

Australia’s Revesco Aviation reports that clients and brokers have been impressed by the Perth-based operator’s most recent safety standard achievement.

Aviation Management Systems, Inc (AMS) confirmed it had completed the first International Business Aircraft Operations (IS-BAO) certified audit in Australia for the air charter operator.

Phil Gibson, an International Business Aviation Council (IBAC) accredited auditor and consultant, completed the audit after AMS added IS-BAO auditing and implementation to its aircraft acquisition and asset management advisory services.

Gary Gaunt, Revesco Aviation gm, says: “I spent a great deal of time reviewing the backgrounds of the available IS-BAO auditors to assure myself that we had someone with the depth of experience as well as the ability to relate to our issues.” Operating a Challenger 600 and Citation II, Revesco Aviation reports that it is the first Australian corporate charter operator to obtain the certification.

Gaunt explains: “An increasing number of flight operations worldwide are implementing IS-BAO to demonstrate their safety compliance to a recognised international standard.”

IBAC introduced the IS-BAO programme as a code of best practice at the European Business Aviation Conference and Exhibition in 2002.

New safety achievement boosts Revesco Aviation

India: exciting potential

Malta strengthens its European private aviation presenceMalta Business Aviation Association has strengthened its international presence with a seat on the board of the European Business Aviation Association. The EBAA held its agm in Brussels in March and Stanley Bugeja of DC Aviation became its newest board member. Bugeja says: “Malta and its business aviation industry is now truly represented in one of the most important industry associations in Europe. In our short history we have already managed to achieve a lot. Undoubtedly there is still a long way to go before our industry is comparable with the rest of Europe and the MBAA will continue to work hard towards achieving this goal.

Malta’s accelerated drive to become a European hub for business aviation was highlighted in February 2010’s Charter Broker.

Football World Cup demand worries continue unabated

Worries continue about whether the football World Cup in South Africa will be a good business earner for broker and operators.

Bookings are slow according to Steve Anderson, ceo of Elite Jet, a large aircraft operator based at Lanseria airport in Johannesburg. “We are seeing a lot of interest, and I understand from colleagues that everyone is quoting like mad – but there are very, very few people placing deposits,” he says. “Even the airlines are reporting sluggish demand”. Anderson feels that the world economy coupled with the distances fans have to fly are also impacting negatively on demand. He points out: “With a European event, fans could fly out in the morning, watch a game, and be home for work the next morning. To do this for our event is not possible.”

But he adds: “As charter operators we do expect a spike in demand as the quarter and semi finals approach, but this will be a small increase and short lived.”

But incoming business aircraft and their operators do however arrange parking, slots and handling as soon as possible, as planning by authorities has been oriented to airline traffic, he warns.

Meanwhile, ProAir reports that tickets for all the top games are in great demand. “Charter flights down to the region and internally are also being secured in advance.” ProAir has tickets available.


In brief...

Lufthansa Cargo expects improved results

Lufthansa Cargo, which ended the 2009 business year with an operating loss of €171 million, says the global recession left the logistics industry reeling. “In the toughest year in company history, revenues slumped by almost a third to around €1.95 billion,” it says. “In the present year, the company is aiming to post a significantly better operating result.”

Companies merge operations

Avinode AB and CharterX Corp have signed a definitive agreement to merge their operations. Under the terms of the agreement, Avinode will purchase all outstanding shares of CharterX.

Lighter load promise

Lufthansa Cargo and Jettainer say they have successfully concluded trials with light-weight containers which will mean lower fuel consumption and fewer emissions. They have conducted around 120,000 trial runs on Lufthansa flights and six months of materials tests.

Manx goes private

The Private Jet Company has confirmed it is to build a new business aviation facility at the Isle of Man airport.

EBAA France sets date

EBAA France will hold its annual meeting on 4 June 2010 during the fourth international exhibition of general aviation Eur-Avia Cannes, in partnership with Cannes-Mandelieu airport.

Freighter service back

Taiwan’s EVA AIR is to reintroduce a freighter service between Taipei and Vienna. It will operate a Boeing 747 freighter every Thursday and Sunday, landing at Vienna following a stop in Delhi.

Niki Rokni and Guy Burden: new private jet consultancy

Private jet consultancy focuses on main business but can’t get away from charter brokingAxon Aviation Group, a manage-ment consultancy specialising in the business aviation sector, has incorporated a charter broker ‘sideline’ in response to client demand. “Charter is not our main business,” says partner Guy Burden, “but because of the many people we know, we are being asked to do some charter and we are happy to arrange that for close contacts.”

He is working with a team also headed by co-principal and shareholder Niki Rokni, who along with former ceo Kurosh Tehranchian have left Ocean Sky. Burden confirms: “Certainly our first two contracts were given to us by Ocean Sky. As for Kurosh, he is a serial entrepreneur and has been involved in pharmaceuticals, IT and business aviation – heaven knows what he will do next!”

Axon was set up to provide independent critical analysis of products and services to principals, operators and suppliers in the private jet sector.

The launch of Axon formalises business referrals between Burden and Rokni. Burden says: “I was asking her to help with lease, management and finance

deals and she was contacting me about aircraft sales and acquisitions. There were so many opportunities coming up in the current market that it made sense to work more formally together.”

He adds: “Our greatest strength is with principals – they probably make up 80 per cent of our Blackberry address books. That said, we are also highly networked with operators and financial institutions, as you

would expect when we have been in the industry for a combined period of almost 40 years.”

Notionally based in London, Axon is servicing demand in Europe, the Middle East and Russia and works with consultants. “Axon is really the portal through which clients can reach the best professionals for the job, just like a management consultancy in any sector,” Burden explains.

PremiAir wins Ryder Cup assignmentThe UK’s PremiAir has been appointed as the supplier of helicopter services to the 2010 Ryder Cup being held from 1 to 3 October this year. The golfing tournament, now in its 38th year, is being held at the Celtic Manor Resort in Newport, South Wales.

Celtic Manor’s dramatic 2010 course has been specifically designed to host the Ryder Cup with the best players from Europe and the US competing.

The company says: “PremiAir will be running daily helicopter transfers from airports through-out the UK and Ireland with the four-seat AS355 and the S-76, seating up to eight passengers.”

FlyingGroup steps up operations in Holland

Belgium’s FlyingGroup is working to increase its share of the Dutch private charter market. Ben Paindavin, marketing and PR director, says the company is developing activities on Dutch soil by increasing operations out of Rotterdam, The Hague and Schipol.

“Established as a key player in private aviation in Benelux, we significantly strengthened our European network with the launch of operations in the Netherlands,” Paindavin says. “After the preparatory phase in mid-2009, we are ready to claim our share of the Dutch market. We have based three types of private jets in the Netherlands – the Mustang, Challenger 604 and Falcon 50EX.”

Paindavin says two four-seat Mustangs operate from bases in Rotterdam, Antwerp and Luxembourg while a Falcon 50 configured for eight passengers is based at Schiphol Amsterdam.

“The Challenger 604 which will service Holland offers a spacious and luxur-ious cabin and is configured for 12 passengers.”

Danny Cabooter and Yves Meelbergs on duty for FlyingGroup.


industry news

The Ukraine’s Aero-Charter Airlines plans to expand its seven-strong business aircraft fleet to nine with the addition of a Citation XLS+ and a CJ3 in the third quarter of 2011.

The company’s Alexey Novak says: “Our business is growing well despite the world economic recession and we continue to

enjoy demand from our clients for vip charter to a myriad of international destinations.”

Aero-Charter Airlines acquired two CJ3s in July 2009 adding to its established business aviation fleet of seven Yak-40s. “During the last six months of operation each CJ3 has achieved between 40 and 50 hours of aircraft

operation per month,” Novak adds. “The aircraft were chosen because of their suitability for demand in our region and factors including range and the effective combination of flight hour costs.

“They are deployed on business and leisure trips within Ukraine, CIS countries, Europe and Near East.”

Aero-Charter Airlines plans more Citations for Ukraine

The Aero-Charter Airlines team is enjoying good demand for its Citation services according to the company’s Alexey Novak.

Aerowest finds brokers enjoy Sovereign powerGermany’s Aerowest GmbH reports that its newly-arrived Citation Sovereign has been flying mostly for its broker customers. Sales manager Axel Klegien adds: “As we expanded our AOC for worldwide operation we expect requests and flights to the US and Africa as well as Europe. Until around May our Sovereign will mainly be based in the London area, and our Citation XLS+ in Munich. Over the summer period we will move these to jets to the south of France – most likely Nice. Our brand new Citation Encore+ and Citation V will remain at our home base here in Hanover whose round-the-clock opening suits our need to provide flights at short notice.

“Our maintenance department has moved to a larger hangar in Hanover to serve our growing own fleet and growing external customer base.”

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PETS focuS

Private charter operators and brokers worldwide from Australia to the United States and from Japan to the Channel Islands are making special business boosting arrangements to look after pets.

Ian Button, gm of Australia’s Independent Aviation, says: “One major group of clients are school teachers who work at schools in remote locations and need an aircraft charter to get away for the holidays – they often take their pets with them.”

Ross Gays of WorldCare Pet Transport, which has two offices in the US in New York and Connecticut, and other bases in Brazil, Japan, China and the UK, says there are good reasons why pets provide a growth sector for competent specialists in both private and commercial aviation. In today’s global market, people and pets are faced with an ever increasing mountain of bureaucracy, red tape, forms, procedures, tests, permits, logistics and transport restrictions.

The length of time that a pet can be quarantined varies from 14 days for Japan to 183 days for Malta and the UK. While Guam, Norway and Sweden mandate 120 days, and Iceland 56 days, many other countries, including Hawaii, Australia, Hong Kong, Ireland, New Zealand and Singapore elect for 30 days.

Gays says WorldCare moves pets between destinations all around the world and they may range in shape and size from a Californian King Snake to a Red Cheeked Water Turtle or from a hamster to a horse. “We have some families that take pets to and from the US every summer.”

He adds: “Dogs and cats are still the most common however there is an ever increasing range of domesticated pets involved in the moving and relocation process. Certain dog breeds are not allowed in some countries. Prior to relocating, make sure that this is not going to be an issue for you. For example, Pit Bull Terriers, Japanese Tosas, Dogo Argentinos, and Fila Brazilieros are prohibited from being transported into Great Britain.”

Private aviation users want to avoid hassle so charter brokers and operators are naturally fostering client loyalty and generating additional business by focusing on looking after pets.

The hassle factor tends to be higher for entry into islands such as the UK which use the sea and strict controls as an effective barrier to keep out animals infected by rabies. Rules on pet travel between continental European countries and to and from other jurisdictions may be less stringent but will include having the relevant health documentation.

All owners inclined to private charter like to have their pets well looked after and it is a useful marketing tool. “We do have a number of clients that we help out with pet travel,” says Mike Hill, freight manager Air Partner Germany. “One customer who was moving home transported all seven of her dogs in a small aircraft from Mallorca back to Germany. We dealt with the paperwork as well as ensuring the comfort of the pets on the charter. We also have regular demand on the animal side for the transport of live horses, cattle or zoo animals. This has led to some interesting and demanding commissions.”

Pets provide passport to increased charter business

In times of economic downturn it is differentials that count. Some charter brokers

and operators are generating additional business and fostering client loyalty by focusing on looking after pets. Charter Broker examines a growing global trend to put pets as well as clients first and focuses on the impact of the UK PETS regulations on domestic and foreign owners.

The FlairJet team: pet projects priority


Oxford-based FlairJet is another operation that has recognised that being able to look after pets is good for business. The company, which operates two Phenom 100s and is looking to add two Phenom 300s, is pursuing operator approval to carry domestic cats and dogs having had enquiries from pet owners who like to take their animals with them to France for the summer, according to ceo David Fletcher.

It is not just the hassle of paperwork that encourages owners to ask experts to take care of their pet transport problems.

Air Partner’s private jets division reports that one reason why a steadily increasing number of JetCard and ad hoc charter clients are choosing to fly private is because the aviation experience is so much better for their animals. It is important revenue, illustrated by the fact that London-based Air Partner JetCards start at €108,000 for 25 flight hours with guaranteed aircraft availability, fully inclusive prices, discounts for return trips and some larger cabin upgrades available on a pro rata cost basis with no additional charges.

David Macdonald, sales director, says: “Many of our clients travelling home to points throughout the UK are choosing to use Biggin Hill, Manchester, Leeds or Oxford airports simply for their swift and streamlined pet clearance facilities; newly-approved Oxford is becoming popular with clients living in the north and west London areas. As soon as a the validity of a pet’s passport, microchip and documentation have been checked the animal is free to disembark the aircraft with its owner or to fly on to another UK destination. It’s that quick. This executive-style handling and consideration for animals as family members, rather than as cargo, is just one of the benefits of private aviation.”

Air Partner confirms that, for many clients, pets are an important part of a trip and the number being flown in and out of the UK has risen significantly year-on-year since the introduction of the Pet Travel Scheme (PETS) for dogs, cats and ferrets. In 2000 the number of animals entering the UK under PETS totalled 14,695, of which 12,633 were dogs; in 2007 the number reached 99,307, of which 89,127 were dogs. There were comparable figures for 2009.

“Animal lovers generally consider their pets, particularly dogs, to be companionable family members,” Macdonald says. “When using private jets, procedures are much, much quicker than those offered by scheduled carriers at mainstream airports, boarding and disembarking is smoother, and animals stay close to their owners throughout, which is far less stressful for all concerned.”

Peter Singh, proprietor of Transpet.co.uk, says one of the problems in continental Europe is that vets are poor at keeping pet passports up-to-date. “Owners settled in countries like Spain, especially those with UK connections, should ensure that the pet blood tests are up-to-date in case they need to visit Britain for any length of time, otherwise a six-month quarantine could result,” he says.

The company mainly carries out commissions in France, Spain, Portugal and Gibraltar.

Pets can fly out of the UK from any airport with any aircraft operator, provided the correct documentation is in place. Return journeys, however, are more complicated and the operator must be certified to carry pets on the route in question. Additionally, only selected airports are authorised for pet immigration. London Biggin Hill, home to Air Partner’s managed fleet of private jets, has authorisation and is experiencing an upsurge in

demand. PETS-approved airports also include Heathrow, Gatwick, Manchester and Bristol.

London Executive Aviation’s md George Galanopoulos says that LEA’s licence to carry pets into the UK was issued by the Department for Environment, Food and Rural Affairs (DEFRA) two years ago. “We have flown missions with animals, mainly dogs and cats, but even a rabbit – which was, of course, called Roger!”

Gama Aviation has been approved under PETS since shortly after the scheme was launched for executive aircraft in 2006. “We began by working in close cooperation with SkyPets at Biggin Hill and that proved to be so popular that we expanded to cover Manchester and Oxford, which have seen a rise in demand from clients,” says gm Dave Edwards. “We’ve successfully carried out many flights under the scheme now and have well designed procedures in place. The PETS scheme is something that defines how we ensure we offer what is required. Our clients want to travel on occasions with their pets and we want to give them the option of doing that with Gama.”

Centreline Air’s Phil Brockwell says the company has had a license for three years and its clients are enjoying increased flexibility since approval for Bristol airport was added to that for London Biggin Hill.

Multiflight at Leeds Bradford and London Oxford airport are two of the latest organisations to report gaining PETS approval. James Dillon-Godfray, head of marketing and development Oxford Aviation Services Ltd, says: “The first fully approved carriers are Netjets and Air Med. The airport now anticipates a significant number of flights for passengers destined for London and the Thames Valley but there will also be a focus on those en route to elsewhere in the UK for initial pet clearance at the airport.”

Multiflight has also become approved as one of the UK’s entry points under the PETS scheme. “This is an additional service that will

Air Partner recorded this boarding sequence which tends to confirm a dogged determination to get the window seat

David Macdonald: swift and streamlined service


clients who use the jets of ProAir’s own fleet and often bring dogs in their own kennels which can be carried in the cabin. These pets travel frequently with their owners who are generally extremely familiar with the necessary procedures and documentation processes.

“But, for those who are not, we can organise suitable kennels and give advice regarding the documentation and requirements of departure and destination country.” He recommends a study of health passes, vaccination documents and entry and quarantine regulations well in advance of departure. “This helps to avoid stress – shortly before departure – or even worse – upon arrival.”

ProAir keeps up-to-date with the latest IATA information which it verifies with the appropriate authorities regarding each specific animal, route and date. Wald says: “It is important to understand that our clients expect their pets to be treated well and no less carefully than their owners.”

Most clients making commercial shipments of animals have the same high level of required expertise as ProAir. “In these cases we just cross-check in close cooperation to make sure all requirements are adhered to. Profound planning and bespoke equipment is required for the transportation of bloodstock such as race horses to keep the stress levels for these sensitive high value animals as low as possible,” says Wald. “ProAir can arrange for collapsible stalls, penning and ramp systems, professional grooms and everything else that might be required. Close cooperation with airlines with exhaustive experience in live animals transportation is the key to a safe and secure transportation.”

It pays to look carefully look after pets and animals and this commercial fact of life has been taken on board by a rising number of charter brokers, operators and airports. Looking after pets and other animals properly can keep clients loyal and happy and attract worthwhile new business. CB

be warmly welcomed by pet owners wanting to travel with their pets through Leeds Bradford,” says handling manager Heather Cawthorne.

Multiflight Pet Travel offers a dedicated pet handling team trained to process the necessary paperwork and to meet and greet pets and their owners or handlers. Cawthorne says: “The team will carry out pre-disembarkation checks and check the pet’s passport, travel credentials and its microchip.”

The team at Oxford will also carry out the formalities. “Once the paperwork has been cleared and stamped as required, the pet is free to disembark,” says Dillon-Godfray. But he warns that all applications to enter a pet into the UK under the regulations of the PETS scheme must be received by email by the oxfordjet pet handling team at least 24-hours prior to flight departure to the UK.

“Flights with pets onboard can also be cleared through Oxford for onwards travel elsewhere into the UK. Following the announcement of this new capability, several aircraft operators, including helicopter charter companies, have already filed for route approvals to Oxford with the Animal Health Office.”

Dillon-Godfray adds: “It has taken some 18 months of dialogue with DEFRA and the acquisition of equipment, training and the creation of an approved animal reception centre on site in order to get to where we are today.”

Both Oxford and Multiflight point out that there are a limited number of operators approved for UK pet imports with the bigger operators tending to take the lead in filing for route approvals.

The Channel Islands of Jersey and Guernsey have recognised the marketing and business potential of being a ‘pit stop’ for pet owners on their way into UK destinations. Guernsey’s Aiglle Flight Support, which offers 24 hour operations, says its dedicated GA terminal is upgrading hangar facilities and it is offering a special tech stop handling rate of £52 regardless of aircraft type if fuel is bought at the company’s discounted prices. “There’s also a new ‘quick stop” rate giving 20 per cent reduction on standard rates with a turn round time of less than one hour,” the company says. “Clearance of cats and dogs travelling from the EU into the UK under the UK Pet Travel Scheme is at a special handling rate.”

Michael Rapley, md ProAir Aviation, says: “Jersey has low fuel prices, no real restrictions on slots, a small friendly and efficient terminal, and we and other organisations have enjoyed positive encouragement from the authorities in developing business. There’s another real incentive. Since 1 February 2010 all domestic animals arriving anywhere in the UK can now be checked for onward travel through Jersey airport.”

Rapley warns: “With the increase in air traffic and slots demand across London, Oxford and Manchester delays in the air or on the ground can be commonplace. Jersey, with its abundance of space in the air and on the ground, is well located for many private charters inbound to the UK from the rest of Europe. This is particularly true for flights originating from France, Spain and Portugal.”

Under the PETS travel scheme there are checks to enforce the rabies, tick and tapeworm requirements for domestic animals arriving into the UK on private aircraft. But Rapley says the procedure in Jersey is very straightforward: “The application for authorisation in advance of your next flight is very straightforward – one page with the owner’s signature.”

He adds: “For those that arrive in Jersey as either their final destination or simply for onward PETS clearance, there may be other cost saving advantages. Apart from the added benefit of much lower landing charges than most other international airports, jet fuel or Av Gas can be uploaded cheaper than many airports in mainland UK.”

His message is that Jersey is a good place to stop to fuel the aircraft and process paperwork for pet as well as owner.

ProAir gm Andreas Wald says the majority of pets handled by the company fly together with their owners. “They are largely regular

London Oxford is anticipating that pet owners will boost its business in 2010. Pictured are Laura Conaty of Oxfordjet pet handling and customer services, Capt John Hill, Oxford-based pilot, and black labrador Khai

APRIL 2010 CHARTER BROKER 23

Career Opportunities

If you are looking for senior sales, operations or management sta� , then you can reach every charter broker in Europe and the Middle East by advertising your vacancies here.

All adverts appear in the printed and digital editions of Charter Broker, and we can advise on the best advert size from your text.

For details of our fully inclusive pricing, or if you have any questions at all, please call or email me

Mark Ranger+44 (0) 1279 [email protected]

Next issue: June 2010Final bookings: May 27 required for GainJet’s new commercial offi ce based in Dubai

Charter Sales Executive

Ideal candidate must possess the following qualities:

• Good interpersonal skills with good written and verbal skills in English and Arabic (Arabic not essential)

• Be client service orientated – with at least two years’ experience in this fi eld

• Excellent negotiation skills• Candidate must be willing to reside in the

UAE

Website:

Responsibilities will include:

• Offering quotes for charter requests

• International colleague liaison to provide best solutions for clients

• Negotiating terms for charter contracts

• Reaching out to new clients and sustaining existing client relations

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BUSINESS AIR NEWSE U R O P E A N BGAD

Business & General Aviation Day10

Visit the BGAD web site – www.bgad.aero or email Mark Ranger – [email protected] Call +44 (0) 1279 714509

We are pleased to announce that the popular BGAD event, staged jointly by European Business Air News and Marshall Business Aviation, will take place again this year.

Booth prices remain unchanged from 2009 – £750 for a standard booth that includes carpet, furniture, light

and power. You can be assured of an effective day of networking.

There will be an extensive static display and a full meeting programme, to make BGAD a must attend event for UK business aviation this year.

BGAD10 - the UK Business & General Aviation Day,Tuesday September 21st, Marshall Airport, Cambridge UK.

Reserve your space now!

Tuesday

sepTember 21sT 2010

The besT of uK

business aviaTion

in one day

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