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Can Minimum Standards Address an Uneven Playing Field? 10 Charter 3rd Quarter 2008 Can Minimum Standards Address An Uneven Playing Field? 10 Charter Marketing Survival Solutions PRESORT Standard U.S. Postage PAID Silver Spring, MD Permit No. 1400 Also Inside • Member Profile: Monterey Bay Aviation • Private Aviation: Navigating Today’s Market B:8.75” T:8.5” S:7.75” Jet Card is a registered service mark. Jet Card Hathaway company. NetJets and Hathaway company. NetJets Inc. All rights reserved. is a Berkshire 2008 © Executive Jet Management are registered trademarks. The Marquis A Berkshire Hathaway company. B:11.25” S:10” T:11” as defined by NetJets. As a wholly owned subsidiaryr of Berkshire Hathaway and the largestt private aviai tion compap ny in the world, we have the resources and commitment to ensure the highest safety standardds and prp ovide thhe moostt rele iable private aviation serviice to ouur Ownners, givingg them true piece of mind. After all, your investmentt is only as good as the company that stands behind it. There are certain things Only NetJets can do. NETJETS FRACTIONAL JET OWNERSHIP PROGRAMS | THE MARQUIS JET CARD | EXECUTIVE JET MANAGEMMENNT NEN TJETS.COM 1.877.NETJETS NETJ8DG00027_FP4CM_StabilityAd_B Publication: Trim: Safety: Bleed: Specs: Issue: Due: AVIATION BUSINESS JOURNAL 8.5 x 11 7.75 x 10 8.75 x 11.25 133ls 4cMag FALL 9/12 CLIENT NETJETS Filename NETJ8DG00027_4CFPM_Stability_BCA_Bf.inddJob Mgr.# None Last Date 9-11-2008 7:09 PM Fonts Doc. Path Description 4CFPM_Stability Ad_B Proj. Mgr. J. Neal Helvetica (Bold, Medium), Scala Sans (Regular), ScalaSans (Bold, Caps, Studio Mechanicals:Volumes:Studio Bleed 8.75” x 11.25” Prod. Mgr. Virginia Kornfeld x4501 FiguresBold) Mechanicals:NETJETS: Final Mechanicals:NETJ8DG00027_FPM_ Trim 8.5” x 11” Art Director Tamara Stability Ad:NETJ8DG00027_4CFPM_ Stability_BCA_Bf.indd Live 7.75” x 10” Acct. Mgr. Juliette Meehan Gutter (Folds: None) Copy Writer Damion Placed Graphics Inks signoff.eps Cyan Scale 100% Studio Oper. Peter Fuentes NETJ8DG00027_Nose-3_01.tif CMYK 412 ppi OnlyNetJets.eps Magenta Colors 4c CMYK Prev. Oper. Alan Fiore FINAL MECHANICAL! Yellow Ln. Screen 133 Last Modi ed 9-11-2008 7:09 PM FURTHER CHANGES MAY Black AFFECT RELEASE DATE! Deadline 9/12 for FALL Issue Proof # 6 AF_9/3 A) AVIATION BUSINESS JOURNAL: Supply PDF/X-1a. Delivery details TK. PDF/X-1a Pub List +1 133LS Color Proof(s) Aviation 3rd Quarter 2008 Business ISSUE 3 | VOLUME 6 Journal Official Publication of the National Air Transportation Association Chairman of the Board President Dennis Keith James K. Coyne Jet Solutions LLC NATA Richardson, Texas Alexandria, Virginia Vice Chairman Treasurer Kurt F. Sutterer John Lotz Midcoast Aviation, Inc. Monterey Bay Aviation Cahokia, Illinois Monterey, California Immediate Past Chairman Reed Pigman, Jr. Texas Jet, Inc. Fort Worth, Texas Board of Directors Chuck Cox Jim Miller Uneven Playing Field Northern Air, Inc. Flight Options By Colin Bane 19 Grand Rapids, Michigan Cleveland, Ohio A fuel-pricing war in St. Croix in the U.S. Virgin Islands highlights the need for airport minimum standards and enforcement at airfields Joseph Fazio Ann Pollard across the U.S. Atlantic Aviation Shoreline Aviation Teterboro, New Jersey Marshfield, Massachusetts Private Aviation: Navigating Today’s Market Frank Milian Bruce S. Van Allen By Dan Tyburski 27 Jet Source, Inc. BBA Aviation Flight Support In today’s changing marketplace with numerous financing options, Carlsbad, California Orlando, Florida aircraft buyers have much more to consider than just a few years ago. 10 Charter Marketing Survival Solutions By Michael J. Ryan 31 Marketing includes all the activities you perform, or could perform, Publisher Contributing Editors to get and keep customers. Apply these charter marketing survival James K. Coyne Michael Ancell solutions to claim your share of the airspace. Shannon Chambers Editor Linda Pylant David W. Almy Member Profile: Monterey Bay Aviation Art Direction/Design By Paul Seidenman and David J. Spanovich 37 Editorial Director Tim Wagner John Lotz, president of Monterey Bay Aviation, is defining a Alan Darrow niche market by offering state-of-the-art pilot training and aircraft, Advertising Manager expanded maintenance services, free flight safety seminars, and Cheryl Stratos aircraft storage, with more to come. Advertising For advertising information, call 703/212-4967 or e-mail [email protected]. President’s Message | By James K. Coyne 7 Produced by Inside Washington | By Eric R. Byer 11 103 Oronoco Street, Suite 200 • Alexandria, VA 22314 Safety Watch | By Russ Lawton 703/212-4967 • www.ias-online.net 15 ACSF News | By Jacqueline Rosser 17 New NATA Members 41 Advertiser Index 43 NATAPAC Makes a Difference 4226 King Street • Alexandria, VA 22302 44 800/808-6282 • Fax 703/845-8176 NATA Safety 1st News www.nata.aero 45 PRESIDENT’S MESSAGE The Power of the Pool The Easiest Way to Lower Insurance Costs By James K. Coyne veryone is looking for ways to lower over- head costs in today’s economy, and one good place to start is with your insurance program. Most of us find insurance poli- cies confusing and are confounded by the unpredictable cycles in insurance markets. Buying insurance a few years ago was a painful pro- Comp Program is to create a pool of aviation service Ecess, especially in the post-9/11 aviation business businesses, thereby improving the management community. Today, however, the aviation sector has of risk, losses, and expenses. Creating a pool of more capacity and provides better value than risk 650 companies spreads the risk and makes it more managers have seen in years. Now is a good time predictable. By concentrating just on NATA member to see if your policies are right for you and your companies, we’ve also been able to develop training checkbook. and safety programs that have dramatically reduced the number and severity of employee injuries, and NATA Membership Pays The basic principle of all insurance is that underwriters sell policies to thousands of dif- By concentrating just on NATA member companies, we’ve also ferent companies and make money as long as their total premiums and investments exceed been able to develop training and safety programs that have total losses and costs. When they look at a dramatically reduced the number and severity of employee particular customer, they charge more when they are unsure or uncomfortable with the injuries, and thus losses. The NATA program has also allowed risk involved and less if the risk is more pre- USAIG to save millions of dollars in marketing and sales dictable and well-managed. Over the years, NATA has worked with insurance companies, expenses, which in turn has allowed the program to provide a agents, brokers, and our member companies unique benefit to our members: a dividend! to find new ways to lower risks, reduce losses, and create programs that help our members lower their insurance costs. Many NATA members have found that being part of an NATA insurance program can help them save thou- thus losses. The NATA program has also allowed sands and thousands of dollars. USAIG to save millions of dollars in marketing and The best example of this is the NATA Workers’ sales expenses, which in turn has allowed the pro- Compensation Insurance Program, established gram to provide a unique benefit to our members: a more than 30 years ago and today one of the largest dividend! programs of its type in the nation. More than 650 In fact, almost $60 million dollars in total divi- NATA member companies participate in the pro- dends (technically known as “good experience gram, which is underwritten by USAIG, the largest returns”) have been earned by our members since aviation insurance company in the country. the program was established. And with the help of The fundamental principle of the NATA Workers’ Continued on page 8 Aviation Business Journal | 3rd Quarter 2008 7 President’s Message Continued from page 7 the NATA Safety 1st training programs and products, to share a portion of their dividend with NATA to the losses in our pool have declined, on average, help underwrite our safety programs and seminars. steadily over the past decade, allowing the good Each participating member company receives a experience returns to grow to more than $6 million personal invitation to contribute to NATA when last year alone. their “good experience return” check is mailed in December, and I hope we can count on your sup- Good Experience Returns port again this year. Of course, not everyone can join the NATA pro- If you are not already part of the NATA insurance gram. Only NATA members are accepted, every ap- pool, you can ask your agent or broker to enroll plicant must meet USAIG’s underwriting standards, your company in the NATA program or call NATA and companies in four states (North Dakota, Ohio, directly at (800) 808-NATA. If you call me, I can tell Washington, and Wyoming) are excluded because you how much your dividend check would typi- of state restrictions. But USAIG has learned after cally be based on your company size and premium 30 years of exceptional performance that NATA amount (usually it’s between 10 and 20 percent members are a good risk, and each member com- of the annual gross premium). No matter how pany, no matter how small, deserves to be treated big your company is or how long you’ve been in like it was their biggest customer, because the NATA business, I know you’ll be impressed. This is an program is, in fact, USAIG’s biggest workers’ comp outstanding NATA benefit, and you’ll appreciate the customer. rates, the service, and especially the check at the NATA program participants are also encouraged end of the year. OMNI DIRECTIONAL VEHICLES The Future of GROUND SUPPORT is..
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