fuel time flyer helping aviation businesses grow • usa aviation industry news & updates
8 Hours to Landfall
The Return of Million Air
August 29, 2005
Marketing News Technical Advisor Fly By News
Cutting Through Refueler Options Air BP FBOs Grow,
The Tangle and Maintenance Change & Have
second quarter, 2006
helping aviation businesses grow
know of Air BP as an aviation fuel distributor, As a final note, I need to say something
I've always felt that Air BP is more than that about the need for everyone’s involvement
because we provide so much more than just in NATA. There has probably never been a
aviation fuel and we truly support aviation time when our industry has been more
companies. This is the only industry I’m threatened. Issues such as the recent tax
aware of where almost everyone truly ch a n g e s , u s e r fe e s , s e c o n d a r y
enjoys their work and the people associated containment, and Part 135 Operational
with it. I know several of my associates Control are just a few of the issues at the top
spend their extracurricular time either of the list the industry is dealing with. Jim
flying, being around aircraft, or being around Coyne and the staff at NATA are leading
people that enjoy flying and talking about these battles on our behalf, but they need
flying. We don’t think about this much, but your help. If some of you are not currently
many of us don’t feel like we really go to members of NATA and supporting their
Mike Delk Accepting NATA's
Distinguished Service Award work. I talked with Bob Showalter later efforts, I urge you to join now. I know you
during AS3. We discussed how lucky we are may be skeptical of NATA’s (or anyone’s)
It was an interesting AS3 meeting this past and how we enjoy going to the office each ability to affect the government and these
March in Las Vegas. I attended the opening day just to talk and work with our friends. issues, but NATA has proven time and time
session to view the annual awards again that if we ban together, we can make a
ceremony and to listen to Newt Gingrich. I Secondly, I wanted to say how humbled I am difference. Furthermore, if you have any
was completely surprised when I heard that to be given this award. I’ve worked hard over inclination to get involved with NATA and the
I was awarded the NATA Distinguished the past several years to try and make a industry in their efforts, be assured that you
Service Award for “outstanding service and difference where I can. I’ve supported NATA will get far more out of your involvement
ongoing contributions to the industry. I was
” as well as other aviation organizations. But than you put in. I know that I have over the
then asked to say a few words during the then there are so many others in the years.
presentation; I’m not a very good industry that I feel go above and beyond to
impromptu speaker. I think I did babble on make a difference each and every day. It’s Thank you NATA for this recognition and
for a minute or so, and then when I got back humbling to feel that I was recognized with thank you to our customers who have
to my seat, I began to think of all the things I the same people that I have looked up to as supported our company and given me the
wish I had said. Fortunately, I have the leaders in the industry over the years. opportunity to be a part of this great
opportunity to write this section of our industry.
newsletter each quarter, so I thought I’d use Third, I wanted to say what an honor I felt to
this newsletter to write what I would have be given this award by NATA. When I first Sincerely,
liked to have said in Las Vegas. got involved with the aviation industry, it
seemed that NATA was the one association
First of all, I’d like to say how fortunate I feel that really focused on the needs of the
to be a part of the aviation industry. businesses in the industry. Over the past
Additionally, I’d like to mention how blessed 30 years that has proven to be true. They
I’ve been to have my wife Mary by my side have become a real leader in championing Air BP Aviation Services
for the past 33 years, putting up with my both the success of aviation businesses and President
days away from home as I pursue my at times, the very survival of the industry
passion for aviation. itself. To be given this award by an
organization that has had such an impact on
I’ve been a pilot and involved in this industry the industry is truly special.
for over 30 years. Although most people
inside this issue
2 President's Message 5 Fly By News 6 Castrol at Sun 'n Fun
by Mike Delk Dealer News Plus Upcoming Events
3 Customer Focus 5 New Customers 6 Card Processing Procedures
Million Air New Orleans 6 New Air BP Dealers Keep Costs Down
4 Marketing Notes 6 Manager Spotlight 7 Technical Advisor
Cutting Through the Tangle Dave Ware Air BP Refuelers
A Publication of Air BP Aviation Services
fuel time flyer - second quarter, 2006
8 Hours to Landfall
The Return of Million Air New Orleans
By Scott Fowler
Those who were not there can only imagine The three men were the only ones left. Within one month of the disaster Million Air
what it was like. New Orleans was operating out of portable
From there, they had to negotiate the only offices. Fuel trucks were replaced and fuel
It was beyond hectic. The last few aircraft escape route (a levee next to the lake), the was flowing for all manner of aircraft, both
operators, only hours before Katrina’s last minute mass exodus of people (three emergency and business related. And,
unimagined wrath pummeled Lakefront and a half hours to drive some 22 miles), lack despite the fact that five of the Million Air
Airport, were literally scrambling to depart of accommodations (no hotel until employees' homes were totally destroyed,
from the Million Air New Orleans ramp. Birmingham, Alabama) and closed gas the Million Air Organization made
Already beyond exhaustion and further stations (a special thanks to that kind man in arrangements for housing and continued
fatigued by the building hurricane, the last Mississippi who, in the middle of the night, pay for each of the displaced. Then through
three of the Million Air staff, in the shadow of opened his station for Addie). They managed will, sheer effort and pride, the facilities
the historic and weather-tested Moffett to make it to safety. slowly began to reemerge.
Hangar, made all possible last minute
adjustments. “All of our employees have been so upbeat,
despite all the destruction. Many of our
It is a unique situation, Lakefront Airport, in customers have stated how great it is to see
that three continuous sides of the ramp are an organization with employees operating
surrounded by Lake Ponchatrain. As a under such difficult times, stated Addie.
precaution, an eight foot tall cement flood “Any company is only as good as the people
wall, complete with flood gates was built in who run it.”
place to deter any breaching that may occur
during a fierce weather event. It takes Now, some nine months later, you will find a
roughly eight hours to close the gates and, temporary 2,200 square-foot, profession-
as you can imagine, when the gates have to ally decorated, leather furnished facility, an
be closed, bad news is close at hand. intact WSI system and the same excellent
Will Leahart, Addie Fanguy and John Harrison service. Recent visitors include Harrah’s
On this Sunday morning, the gates were Casino shuttle flights, First Lady Laura Bush
closed. We all know what Katrina did from there… and two past U.S. Presidents.
The storm was growing. They were the only Two days later, by way of airboat and a And the future looks very bright: Million Air
FBO on the entire field open for business. National Guard truck, Addie made his way has acquired two additional hangars, fuel
Vice President and General Manager - Addie back to the ramp. At three and a half blocks sales are on the rise, the restoration of the
Fanguy, Lineman - Will Leahart, and Line from the facility he found pieces of the new historic Moffett Hangar has begun, and the
Manager - John Harrison were assisting last furniture from the just completed 4,000 construction of a new state-of-the-art
minute charter flights and customers to square foot business center, strewn about terminal is under way. Finally, with the
safety found away from New Orleans. They on the road. Three and a half blocks. As he welcomed return of their fifty plus base
started at 5 AM that morning, there was no progressed, the scene became more and customers, it appears that Million Air New
time for billing and, as the day progressed, more grim. Orleans is on the final leg of recovery!
the phrase ‘quick-turn’ took on an entirely
new meaning. Sometime around 5 PM, No further reporting necessary…we have all “It looks like we are over the hump, Addie
once the last customer was safely off the seen the pictures and TV reports. proudly announces.
ground, the small team gathered and amidst
the howling wind, word was finally given: It We hope you show your support of this
was time to leave the facility. It was a mere “We are the ones who have to bring it back,
” dedicated and special group of people by
eight hours before Katrina blew up the entire Addie relayed to his staff. planning your next fuel stop at Million Air
area. New Orleans!
helping aviation businesses grow
Cutting Through the Tangle:
Effective Marketing in a Truly Cluttered World
Message Bursts and Strong Espresso • Psycho What? • Your Business in 30 Seconds • Exercises in Message Clarity
by Scott Fowler
Interactive Exercise: values and beliefs of consumers. To wit: world and not lose your ultimate goal to
Finding a group of people with a common inform and persuade your prospects
QUICK! Read the following words as fast as thread, and then answering a question by effectively, amidst the deluge of
you can: creating a need, via some form of information.
communication. If successful, the crafted
Stop and Go. Buy and Sell. Look and message will fulfill that need and you will So, really, what are you saying?
LISTEN. Sign up. !egassem tnatropmI ultimately take the next step in this drama
Search here. Hopes and prayers. by making a decision and taking action, on First, take some time to answer the
Find this. Do this. Don't do that. some level. following questions (this is an exercise
designed to clarify your message):
What one phrase do you remember?
1. Can you explain your message or offer in
The Sign of theTimes ten words or less?
Our mind's eye is barraged by information 2. Can you verbalize your offer within 30
virtually every waking moment of our day to seconds? (Sorry, you can’t say "Full
day lives. Ours is a world of TV, billboards, Service FBO” and you can’t talk faster.)
traffic signs, air traffic control, internet,
instant messaging, cell phones, GPS, 3. Can you state something about your
multiple television channels, satellite radio, business that is completely different than
commercials, animated pop up ads and drive your competitor(s)?
through everything. For laughs, throw in a
double mocha espresso, no whip please, Our mind's eye is barraged by information 4. Can you honestly say that your
and you now have the biological means to virtually every waking moment of our day to day lives. customers know the answers to the
deal with our world of high dosage media. To above questions? (Hint, hint, wink, wink)
say we LIVE in a sound byte society is an Slip Slidin’ Away…
understatement. Make that a triple mocha… With your answers in place, now try the
Studies abound on the information retention following methods to increase the efficiency
So, what do we really see through this flood span of the average human on any given of your message or offer:
of information, espresso or not? The answer: visual message, which is somewhere
Everything, actually. between two and seven seconds, 1. Introduce your FBO through the use of
depending on the study. Short attention your logo or associated graphics.
On the other hand, very little of the matter span is now the norm and advertisers have
that is shuffled through our internal stimuli gone to great lengths to realize the most 2. Inform your customer of your offer. The
gets past our cranial waste baskets and efficient method to grab us, tell us (or yell at less words the better.
actually sticks to our decision function. Even us) and sell us in the time it takes to blink
then, only one or two actually become reality three times. 3. Invite your customer to contact you
(at least from marketing perspective) and regarding the offer.
prompt action or change. To get to this stage, Ultimately, this is tough news since we are
it takes a myriad of experiences, such as reminded that our society is based on the 4. Place this message in front of your key
e m o t i o n s , va l u e s , s o c i o e c o n o m i c speed of sound and anything of importance audience. (Where are your customers
experiences, and other variants to find has to happen in three seconds or it is gone looking?)
equilibrium or familiarity in that one in a flash.
successful message. 5. Repeat this message as often as you
Conversely, there is no need to succumb to economically can.
This concept is what Big Time Marketers call this high pressure head plowing. Finding a
psychographic segmentation: the study of way to be more efficient with your These two exercises are the first steps to
that which focuses on lifestyles, attitudes messages will allow you to compete in a fast economize and clarify your offer.
fuel time flyer - -first quarter, 2006
fuel time flyer second quarter, 2006
fly by news
Johnston Aviation, LCR, Ohio Silver Wings Aviation, LEW, Maine
Cessna Aircraft has recently appointed the Air BP welcomes Silver Wings Aviation,
Johnston Aviation Company as its newest based in the “White Hangar” at Auburn
single-engine Cessna Service Center. Lewiston Municipal Airport, to their
Johnston Aviation is located at the very branded dealer network. With a rich
“user-friendly” Lorain County Regional history, the hangar was once a training
Airport, which is located just twenty miles site for many young naval aviators,
west of Cleveland in Elyria, Ohio. Because including one named George Bush. Silver
Augusta Aviation, DNL, Georgia of its location, Johnston Aviation is Wings Aviation completely renovated the
During the week of April 3rd, Augusta equipped to handle the service needs for all original hangar and in addition built a
Aviation welcomed golf fans and travelers of North-Central Ohio. For more information beautiful new passenger terminal. The
attending the 70th Annual Masters Golf visit Johnston's web site at www.johnston- passenger terminal includes a variety of
Tournament. Located less than three miles aviation.com. For a free quote or to pilot amenities including big screen TV,
from Augusta National Golf Course, schedule services, please call 440-323- laundry facility, overnight sleeping
Augusta Aviation offered convenient taxi 7000. quarters and WiFi access.
service and/or car rental to travelers who
attended the golf tournament. A hospitality Williams Gateway Airport, IWA, Arizona
suite co-sponsored by Air BP served up
, LaSill Aviation, LAW, Oklahoma
Air BP welcomes LaSill Aviation of Williams Gateway Airport will celebrate a
fresh continental breakfasts and home-
Lawton, Oklahoma to their branded dealer milestone on April 6th when Vision Airlines
style lunches for their guests daily.
network. LaSill Aviation provides a variety commences round-trip passenger flights
Augusta Aviation's traffic was up by 20%
over prior years of hosting this same event. of services for General, Business and four days per week to North Las Vegas. The
Military Aviation pilots including fuel and public charter flights from Williams
line services, aircraft maintenance, aircraft Gateway represent a step toward becom-
Galvin Flying Services, BFI,Washington rental, flight training, catering, aircraft ing a future reliever airport to Sky Harbor.
Galvin Flying Services is a FBO located at the storage and more. Accommodating With its long runways and specialized
King County International Airport. Jim Galvin aircraft ranging from small personal
facilities, Williams Gateway is the only
started the company in 1930, and Galvin aircraft to C5 Military Jets, LaSill Aviation
other airport that can handle large aircraft
recently celebrated its 75th Anniversary as strives for a hassle-free and pleasant
experience for their customers. traffic.
an independent aviation service company.
Jim Galvin led the company for 59 years and
hosted and serviced the aircraft of U.S.
Presidents, international leaders and Lynch Aviation, DAB, Florida
dignitaries from around the world. Galvin Lynch Aviation is preparing for the Daytona
remains a family-owned and operated Races coming up in early July. During the
business under the leadership of Peter events they will have a large hospitality tent
Galvin Anderson, Jim Galvin’s nephew. featuring seating, a big screen television,
food and beverages. Lynch Aviation will
offer special pricing on fuel throughout the
weeks of the races. There may be chance
New Customers sightings of some favorite race car drivers
as they fly into Lynch for the races. Free
City of Douglas, DGL, Arizona shuttle service and courtesy cars will be Redding Jet Center, RDD, California
520-805-4046 available to transport guests to the track. Good service deserves to be recognized.
Lynch employees are trained and ready to Read what one visitor of Redding Jet
LaSill Aviation, LAW, Oklahoma meet the demands of this busy week Center was quoted saying. "I'd really like
580-351-2900 ahead. A good time will be had by all. to put in a recommendation for the
Redding Jet Center (KRDD). The name
MTT Aviation, JST, Pennsylvania certainly implies heavy, expensive iron
MTT Aviation, JST, Pennsylvania
The Johnstown-Cambria County Airport and indeed that's true when you see the
814-536-2112 aircraft parked on the ramp. However, the
Authority has announced the selection of
MountainTop Technologies, Inc., doing absolutely outstanding personnel and
Nevada County Airpark, 017, California business as MTT Aviation Services, to service extends all the way down to my
530-273-3374 provide aircraft maintenance and fueling trusty old C182 and its curmudgeonly
services at the John P Murtha Johnstown-
. grandpa pilot." He then went on to say; "I
N.E. Regional Aviation, GAD, Alabama Cambria County Airport beginning January recently had to leave my airplane there
256-442-3313 1, 2006. Terry Summerson, President of due to bad weather that prevented me
MTT’s Aviation Services, said the support from getting to my home in Lakeview,
center will provide aircraft maintenance Oregon. I could not have been treated
Silver Wings Aviation, LEW, Maine
including avionics and engine component better no matter what I was flying. You
support, and fueling services. “It will be a won't find better service anywhere."
one-stop shop, stated Summerson.
” Bruce Webbon, Lakeview, OR.
helping aviation businesses grow
Air BP news
Air BP Presents The 2005 Carrier of the Year Good Cents for
of Commercial Transport, Inc. was Card Processing
presented the award at Air BP Aviation Here are some helpful hints that will push
Service's Customer Appreciation Event more of your sales dollars to your bottom
at the Ghost Bar, on March 23, 2006 line.
during the Aviation Industry Expo in Las
Vegas, NV. 1. Make every transaction electronic (card
swiped). This will always get you the
Jerry Senci and Wife at Ghost Bar, March 23, 2006 Air BP Aviation Service's Carrier of the best rate.
Carrier of the Year presented by Mike Delk and Dave Ware Year Award is given each year to a carrier
Air BP Aviation Services presented the 2005 in recognition of their dedication, safety 2. Once an electronic transaction has been
Carrier of the Year award to Commercial culture, superior customer service and authorized, don't void and re-key it. If you
Transportation, Inc. of Bellville, IL. Jerry Senci overall performance. do, you will significantly increase the
Manager Spotlight - Dave Ware 3. Don't force a transaction authorization. If
you get a decline or referral (Call Center)
Dave Ware, Air BP's Transportation scheduling and distribu- it's for good reason. Forcing a transaction
Manager, manages a carrier base of 52 tion, petroleum inspec- leaves the door open for the transaction
common carriers and is responsible for tion, tank calibration and being charged back.
vetting, auditing and training of Air BP petroleum transportation
Aviation Services' Road Transport Carriers management. Transportation Manager
4. Don't delay settlement. If you want the
which operate 140 terminals across the best possible rate be sure to settle every
U.S. Dave is known for his involvement In his spare time, Dave enjoys spending time day.
with Air BP's Fuel Handling & Quality with his family, ice hockey and fishing. He is
5. Sterling Card always gives you the lowest
Control Seminars held throughout the U.S., also a member of the Red Sox Nation!
transaction cost for Fuel Purchases and
of which he is a presenter. Prior to his
never a fee for non-fuel sales. Air BP Visa -
employment with Air BP, Dave's career Dave lives in Phoenix, Arizona with his wife,
There's never a fee. Period.
path included a background in petroleum Trish and son, Darren.
Air BP Teams Up With
Castrol Aviator at Sun 'n Fun, 2006
You’ve used Castrol in your trucks, boats,
motorcycles and sports cars… Why not your
airplane? Castrol Aviator’s sponsored pilot
Strategic partnership saves Air BP
Michael Goulian tumbled through the air branded FBOs up to 50% on flight
displaying his aerobatic skills at Sun 'n Fun in tracking software!
Lakeland, Florida. He captured the audience's
Team Castrol prepares for Sun 'n Fun 2006. Thanks to a new agreement with
attention in the air and then on the ground when
he visited the Castrol Aviator tent for To learn more about how Castrol Aviator can FlightView, all Air BP branded dealers can
autographs and photos by his CAP 232. benefit your engine's performance call now purchase FlightView Dispatch at a
1-877-PISTON1 or visit www.castrol.com. discounted rate. FlightView Dispatch is a
PC-based Aircraft Situation Display
EAA AirVenture - Oshkosh 2006
system that graphically displays real-time
Castrol Aviator will be displaying in their flight information overlaid on a map with
big green tent located at booth #129/130. moving weather including AIRMETs,
Michael Goulian will be present for SIGMETs and TFRs. For more information
autographs and photos. contact Nancy Thomsen at 248-393-6901.
fuel time flyer - second quarter, 2006
the technical advisor
Air BP Refuelers Safety Options,
By Mike Welter
Shopping for a refueler ability to evacuate water and particulates which are notoriously prone to failure.
is a lot like shopping for a from the tank. Other tanks that do not Space on most busy airport ramps is at a
car: Prices and features incorporate this design may have voids or premium. Having a compact truck with a
vary widely. Some car pockets that can trap water and particulate short wheelbase is crucial for negotiating
manufacturers have which can lead to more serious fuel quality tight ramps. Air BP worked closely with
established a reputation issues. Air BP’s “Rampstar” was the first Garsite engineers and developed a refueler
for building vehicles refueler with a sump tank fitted with a that boasts one of the shortest wheelbases
Mike Welter with advanced safety bayonet flange mounted at an angle to drain in the industry which provides the tightest
features by focusing on the hose thus allowing the operator to easily turn radius possible for those general
building the safest cars, not necessarily the inspect the single point nozzle screen. This aviation ramps with limited space.
cheapest. Many of their innovative safety is now a standard feature on Air BP jet
Like many things in life, the price tag
features eventually became industry refuelers.
should not be the only priority when
standard as driven by the demands of the
Another important safety feature addresses considering a new refueler.
enlightened consumers and automobile
access to the top of a refueler during Safet y of the design,
safety regulators. This focus on ‘safety’ best
periodic tank inspections by line personnel. dependability, ease of
describes the long standing philosophy at Air
To improve the safety of these operations, maintenance, and
BP for the design and build of aviation
new Air BP refuelers employ a hand rail functionality are
system which automatically deploys when also worthy of
At one time, the refueler was built to be needed. careful consid-
nothing more than a truck with a tank, pump, eration.
When considering a refueler truck, an often
meter, filter and hose with the basic
unasked question is, “How easy is the truck
purpose to serve as a mobile system to
to work on?” All refuelers are going to need
deliver fuel into an aircraft. While still
maintenance (it is a fact of life) and
meeting this basic need, refuelers today
preventative maintenance plays a key part
must be built to a set of guidelines and
by ensuring the reliability of this key money
regulations that are more stringent than ever
making asset for an FBO. The bottom line:
before. The refueler and the fuel it
Easy access to routine maintenance items
dispenses is often the economic life blood to
is essential to keeping downtime to a
an FBO. Considering the importance of a
minimum. Working with the engineers at a
refueler to the operation, having a
refueler manufacturer, such as Garsite in
dependable, well built vehicle that
Kansas City, Air BP has developed a line of
incorporates technology to safeguard the
refuelers which are maintenance friendly.
aircraft and its passengers, as well as the
For example, the trucks incorporate bolster
company’s welfare, is a must.
mount tanks, which allow easy access to
Air BP leads the industry in continually the internal valves. Additionally, the filter
seeking ways to ensure aviation safety vessels are mounted low on the passenger
through product quality. To this end, the side of the vehicle so the elements can be
product tank on an Air BP truck has a “V” changed out while standing on the ground
style trough with a steep slope to a low point without the need for a ladder. Proximity
sump: This design greatly improves the switches now replace microswitches,
Upcoming Air BP Events
May 23-24 QC Seminar - Manassas, VA
May 31-June 2 Recertification Training - Las Vegas, NV
July 24-30 Oshkosh Air Show - Oshkosh, WI
September 13-17 Reno Air Races - Reno, NV
For more information about our training
opportunities, visit our website:
October 17-19 NBAA - Orlando, FL
November 9-11 AOPA - Oakland, CA
For additional copies of
this newsletter or to
notify us of an address PO Box 12249
or personnel change, Salem, OR 97309
please contact Jamie
Dobrowolski at 800-752-
9220 ext. 259 or send
PO Box 12249
Salem, OR 97309