Chertoff on GA Security FBO Management Software PLST Goes Online

4th Quarter 2007

PRESORT Also Inside Standard U.S. Postage PAID Silver Spring, MD • Is Carbon Too Hot to Handle? Permit No. 1400 • 2007 NATA Aviation Business Roundtable • Air Charter Safety News

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Chairman of the Board President Reed Pigman, Jr. James K. Coyne Texas Jet, Inc. NATA Fort Worth, Texas Alexandria, Virginia

Vice Chairman Treasurer Dennis Keith John Lotz Jet Solutions LLC Monterey Bay Aviation Richardson, Texas Monterey, California

Immediate Past Chairman Chairman Emeritus Bill Koch Greg Arnold SevenBar Enterprises TAC Air Chertoff: New GA Security Regulations Imminent Dallas, Texas Texarkana, Texas In a rare presentation, U.S. Department of Homeland Security 25 Secretary Michael Chertoff recently discussed with participants at the 2007 NATA Aviation Business Roundtable the department’s strategy Board of Directors for expanded general aviation security regulations. The specific requirements of the new regulations, under development for more Bruce S. Van Allen Joseph Fazio BBA Aviation Flight Support Atlantic Aviation than two years, are expected to be published shortly in the Federal Orlando, Florida Teterboro, New Jersey Register. Chertoff’s comments provide an unusual window into why additional security requirements are necessary and what they will Michael Grossman Kurt F. Sutterer mean to FBOs and aircraft operators worldwide. Castle Aviation Inc. Midcoast Aviation, Inc. North Canton, Ohio Cahokia, Illinois FBO Management Software Vendors Frank Milian Face a More Demanding Market Jet Source, Inc. By Paul Seidenman & David J. Spanovich 39 Carlsbad, California With the continuing boom in general aviation, the FBO industry is pushing the vendors of business management software to develop fully integrated products with applications to more internal processes and, by extension, the capability to deliver faster, more efficient customer service. At the same time, growing acceptance Publisher Contributing Editors of web-hosting and the ever-expanding use of wireless devices are James K. Coyne Michael Ancell encouraging developers to think beyond in-house client servers and Linda Pylant desktop PCs when designing their products. Editor David W. Almy Art Direction/Design Tim Wagner NATA’s Safety 1st PLST Goes Online Editorial Director Line service specialists play a critical, front line role. Ab initio 55 Alan Darrow Advertising Manager and recurrent training—so important to their success—is about to Cheryl Stratos take a great leap forward as NATA has updated and upgraded the third generation of its Professional Line Service Training for online delivery, incorporating for the first time a state-of-the-art learning Advertising management system. For advertising information, call 703/212-4967 or e-mail [email protected]. President’s Message | By James K. Coyne Produced by 7 Inside Washington | By Eric R. Byer 11 103 Oronoco Street, Suite 200 • Alexandria, VA 22314 703/212-4967 • www.ias-online.net Safety Watch | By Russ Lawton 15 ACSF News | By Lindsey McFarren 19 2007 NATA Aviation Business Roundtable 21 NATA Safety 1st News 60 New NATA Members 4226 King Street • Alexandria, VA 22302 61 800/808-6282 • Fax 703/845-8176 Advertiser Index www.nata.aero 62 ExxonMobil Aviation’s goal is to exceed yours.

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Nata Ad 8.5x11.indd 1 8/17/07 2:34:52 PM PRESIDENT’S MESSAGE

Is Carbon Too Hot to Handle? By James K. Coyne

viation businesses always have hot topics to worry about. We routinely deal with highly publicized issues like air safety, airport congestion, new taxes or user fees, noise im- pacts, and fears of another terrorist attack. Over the years, we’ve learned how these concerns shape public policy and what our custom- Aers want us to do in response. It’s never easy to predict how the currents of public opinion will ebb and flow, but anyone in this business knows that new political ideas are as important to the future of aviation as new technologies. business-as-usual world from now on! In November each year, NATA’s Aviation Business Carbon dioxide enters the atmosphere from myr- Roundtable brings together some of our industry’s iad sources, and aviation in all its forms contributes most experienced and successful leaders to discuss only about 2 percent, and general aviation less than the “front burner” policy questions. This year, there 10 percent of that. Still, aviation is an easy target was a new topic on the agenda that was scarcely and in the most simplistic sense is “connected” to a footnote at major aviation conventions earlier the atmosphere, inasmuch as planes are the only this year: Carbon. Whether we realize it or not, the man-made thing that most people ever see in the prospects for aviation in the 21st century may be in- sky. Never mind that millions of autos and trucks, fluenced more by the outcome of the international thousands and thousands of power generation sta- policy debate over carbon than any other political, tions, and countless homes and factories produce economic, or demographic factor. the vast majority of carbon emissions; because they The “carbon” question reflects public concerns never leave the ground, I suppose, they are more about global warming and specifically mankind’s politically acceptable. In any case, the carbon police production of the so-called “greenhouse gases” are at aviation’s very doorstep. blamed for the recent rise in atmospheric tempera- In Europe, aviation will soon face a mandatory tures. Ever since man discovered how to use fire, cap and trade program that will force airlines and carbon-based fuels have been burned—for power, some general aviation users to “buy” permits to cooking, electricity, industrial uses, transportation, emit carbon dioxide. Only a fixed amount of car- and temperature control—and are, without doubt, bon-emission permits will be available, so that EU an essential component of modern life. The byprod- authorities, in theory, will be able to limit carbon uct of all this fossil fuel use has been an inexorable emissions by controlling the number of permits. increase in the percentage of carbon dioxide in our Those who can reduce emissions will trade permits atmosphere, which many scientists consider to be to others who can’t or won’t but can afford instead the primary cause (along with increases in other to buy the permits at so-called “market prices.” “greenhouse gases” like methane and nitrous oxide) More punitive policies are being proposed in of rising global temperatures. Japan, Europe, and even by some current presiden- Whether global warming is as significant or “real” tial candidates here in the U.S. that involve direct as conventional wisdom asserts, whether these gas- “carbon taxes” on most carbon dioxide emitters. es are the only or primary cause of global warming, In either scenario, it is likely that carbon dioxide and whether global warming might not be as disas- emissions in some jurisdictions will cost anywhere trous as some fear (or even a benefit!) are questions from $10 to $50 per ton of CO (a gallon of jet fuel that will surely be part of the ongoing debate, but 2 produces 21.1 pounds of carbon dioxide, a gallon of for now the overwhelming political reality is avgas 18.35 pounds). that atmospheric carbon is a pariah and produc- ers thereof can no longer expect a carbon-based Continued on page 8

Aviation Business Journal | 4th Quarter 2007 7 President’s Message Continued from page 7

But regardless of what the tax collector has in Gruen-Kennedy of DayJet. The committee will store, your customers and your airport may already soon publish a list of credible and reliable carbon have their own ideas. Several airport operators offset providers, with an expert evaluation of each already keep track of their “carbon footprint” (e.g., program by an independent environmental audi- see www.aspenglobalwarming.com for the carbon tor. The committee will also be working with the emissions at ASE), and many charter providers ad- President’s Council on Environmental Quality, the vertise their flights as “100 percent carbon neutral” EPA, and Senate and House environmental commit- by buying “carbon offsets” through one of many tees to develop U.S. aviation emissions policies and

new eco-organizations that promise to use offset support international CO2 mitigation and control payments to support projects that reduce emissions programs under development at ICAO and the FAA. by an equivalent amount, ton for ton. My own hope is that aviation will soon be able The result is that almost anyone involved in to help solve the challenges of global warming. It selling or using aviation fuels will soon be asked is, after all, obvious that aircraft provide the most what they’re doing about carbon emissions, and reliable and economical access to the global at- not just a few politicians, eco-entrepreneurs, and mosphere, and as new technologies are created to clean-up-quick charlatans are inventing their own mitigate the effects of the byproducts of human schemes “to help you save the Earth.” Despite what energy production, then aviation will deliver these they may claim, your first responsibility is to your solutions, even as they provide the transportation customer, and many of them are committed to benefits that we increasingly take for granted. Avia- managing their carbon footprint. You owe it to them tion, in the most fundamental sense, taught us all to help! that we share a planet together. Now and in the cen- If you want to learn how to provide a valid car- tury ahead, I predict aviation will play a similarly bon offset option for your customers, join the new fundamental role in managing the health of that NATA Environmental Committee, chaired by Traver planet, from the ground up.

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INSIDE WASHINGTON

Forecast for 2008: Cloudy to Murky Skies By Eric R. Byer

s we wrap up 2007, much has been left granted access to the undone to complete, hopefully, in 2008. secure area of the airport. And with the 2008 election looming, the Did I mention that the cloudy picture that exists today is bound company has to pay sal- to become murkier. So, as I have done in ary and benefits for the previous year-end columns, I will take employee while waiting a look at the top six issues affecting aviation on for this badge? Yes, it is Awhich NATA members should expect to see some an absolute travesty and movement in the next twelve months. We will start the Transportation Secu- at number six and work our way down. rity Administration (TSA) is abundantly aware of it. 6. Carbon Offset Movement: In the Words A new mandate requiring that Security Threat of Kermit the Frog, “It Ain’t Easy Being Green” Assessments be part of the Criminal History Record Spurred on by the likes of Prince Charles with his Check has only served to slow this process down desire to offset the emissions produced by his jet by an additional week or so. The process is outra- when he goes skiing in the French Alps and Al geously slow and must be quickened, as commerce Gore with his global warming initiative for which is being severely hampered. TSA officials maintain he was awarded a Nobel Prize, we now have to take they are really trying to make the process more this latest craze quite seriously. In fact, NetJets has efficient. We shall see, but with breaches like the re- actually created a program in Europe in response to cent one at Chicago’s O’Hare International Airport a growing demand by their customers to offset their where illegal aliens obtained expired ID badges to carbon emissions when utilizing NetJets aircraft. gain access to the SIDA, I would not hold my breath Reviewing the carbon offset movement, I find comi- that the process will become more efficient. cal how some of these programs actually work. In Forecast: Until badging standardization occurs, do some cases, half the dollars spent in offsetting your not hold your breath! carbon emissions do not even go into programs designed to make the world a more environmentally friendly place, such as building windmill farms, re- 4. Operational Control: Will the Part 135 planting forests, or replacing garbage dumps. There Industry Survive The AMI Debacle? is a term in north Jersey that we use for these types This issue has by now been argued in so many of endeavors: racket. ways that it has become mind numbing. But the Forecast: Carbon offsets are here to stay, especial- fact is that operational control is here to stay. What ly if Hillary Clinton takes over the Oval Office. is the key to compliance? Make sure you read NATA’s correspondence constantly on the issue 5. Badging: Will Continued Delays in Processing and that you have a solid working relationship with your POI. Will another debacle like TAG/AMI Badges for Workers Ever Get Better? happen again? Probably not. But will the FAA be The badging issue for NATA’s FBOs and airline watching as they conduct their base and special services companies continues to be a legitimate emphasis inspections now through early next year? nightmare. Currently, it is not uncommon to see a Absolutely. Sound operators really have nothing to provider hiring a new employee and then having fear. Those who think their certificate will never be to wait nearly two months, in some cases longer, suspended, think again. before that employee receives a badge and can be Continued on page 12

Aviation Business Journal | 4th Quarter 2007 11 Inside Washington Continued from page 11

Forecast: There is light at the end of the tunnel on for Congress to separate the programmatic and tax this one. pieces of the FAA reauthorization process. Because the tax piece in the House and Senate are quite 3. GA Security: How Will the New similar, Congress could approve this part of the bill before Congress adjourns for Christmas and wait Large Aircraft Security Programs Affect GA? until next year to handle the programmatic piece. At NATA’s 2007 Aviation Business Roundtable in This would be a huge victory for NATA members as early November, Department of Homeland Secu- the tax increase for Jet A as proposed in both the rity Secretary Michael Chertoff announced, for all House and Senate versions would eliminate the fuel intents and purposes, that the department would fraud tax contained within the 2005 Highway Bill. release a new security program for general aviation My heart says Congress will attempt to do this but operations, titled the Large Aircraft Security Pro- that it is more likely this do-nothing Congress will gram (LASP), by year’s end. The LASP will combine simply punt both the overall process for at least a existing general aviation security programs like the year, if not longer. Twelve-Five Standard Security Program (TFSSP) Notice how I did not mention Congress actually and the Private Charter Standard Security Program reconciling both bills and getting a clean version along with a couple other smaller programs into to the President that he would sign by year’s end? one. The LASP will likely require all general avia- That is because the air traffic controllers will not tion operations, including Part 135 and 91, utiliz- allow that to happen, insisting that the contract ing aircraft weighing more than 12,500 pounds signed with the FAA a couple of years ago be re- to participate in a program similar to the TFSSP. opened. Democrats, who control Congress, will not Currently, only Part 135 operations utilizing air- allow any bill to head to the President unless the craft weighing more than 12,500 pounds participate current agreement has been reopened. And if it is, in the TFSSP. The makeup of this program is still the President will veto the bill, period. largely unknown, but existing TFSSP operators will Forecast: Dark and gloomy with no light at the not likely see a great deal of change. For the Part 91 end of the tunnel. folks, it is a different story. Forecast: Expect a proposed rule out by year’s end 1. Who Will Be Our Next President? with a 60- to 90-day comment period and the rule- Ah yes, the $1 million question, in the infamous making process ultimately taking 18 to 24 months. words of Austin Powers. It looks like it will certainly be an N.Y. affair between Rudy and Hillary. With 2. FAA Reauthorization: Will Congress the primaries being moved up into early January, Pass a New Reauthorization Bill? we will certainly know the candidates by Febru- We are now at the very end of November, and FAA ary. This works in the favor of the underdog in the reauthorization has come to a grinding halt. Com- polls, Rudy. The more time the frontrunner has to mittee staff who work on resolving the differences fall on his or her face, the more likely the underdog between the U.S. House of Representatives and U.S. can close the gap and snag the lead. Remember, in Senate versions of the bill are not even discussing 2004 DNC Chairman Howard Dean was considered the bills, so it appears that Congress may just sit on a lock by many. But then John Kerry ran the table their hands. What does this mean? Well, a couple of against him. In fact, if the primaries were held in predictable outcomes loom large. The simple thing early January through February, Dean may not to do is simply pass a long-term extension of the have lost. Who knows? If Hillary and Rudy survive existing programmatic and tax structures that run the primaries and become the general election can- the FAA based on the FY 2007 funding levels. This didates, it is a toss-up. If Bush finds Osama Bin Lad- seems like the likeliest of avenues for Congress to en or security issues are heightened, favor Rudy. If pursue, as it is politically benign and allows the Hillary is able to focus on her core domestic issues, debate to continue after next November’s elections. including health care and education, favor Hillary. The length of the extension could be between one Forecast: My wife won’t let me bet, so no com- and two years. ment. However, with President Bush recently encouraging Congress to act during an Oval Office press conference on airline congestion, it is possible Con- gress will act in some way. There is the potential

12 Aviation Business Journal | 4th Quarter 2007 TOGETHER WE CAN FLY

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The most trusted wings in aviation. Phillips 66 and the Phillips 66 logo are trademarks of ConocoPhillips Company or one of its subsidiaries. WATCH Are You Drifting Toward Failure? By Russ Lawton m I drifting toward failure? Wow, there’s challenge is how to remain within the safety space a thought-provoking question. None of and avoid catastrophe. us wants to answer affirmatively to that Even safe systems can drift into failure. How one. Or is it really that far-fetched to think does this happen? It starts when we view our past that an accident could lie just beneath the successes as a guarantee of future safety. “We’ve surface, waiting for the right opportunity always done it this way and have never had a to occur? “No, that’s not possible. We’re safe. We’ve problem.” When this type of thinking develops, two Anever had an accident,” you might be thinking. things can happen: Complacency sets in or, even Regardless of whether you operate, service, or worse, we decide to narrow the safety margins be- maintain aircraft, there are risks that must be cause we’ve gotten away with it before. managed. There is constant tension in the struggle When people get complacent, those carefully thought-out procedures you worked so hard to develop usually go out the BBankruptcyankruptcy window. “I don’t need to confirm that fuel order;

n I got it the first o time” or “I don’t i t Safety Space need to consult c Safety Space the checklist; I’ve e

t got it memorized.”

o The pressure of r finite resources Protection P and competition can also fuel the Catastrophe drift away from Catastrophe the safety margins (e.g., the need for faster turn-around times, better ef- PProductionroduction (Source: James Reason) ficiency, etc.) In this situation, some companies between staying in business and staying in business do not view rule breaking as a shortcoming, but safely. You can be so focused on making the bot- rather an indication that people are motivated to tom line look good that safety suffers. On the other get the job done. hand, you can be so safe that business never gets What are some things you can do that will help done. (If you want to be risk-free, operate in a “1 G, you stay inside the safety space? The following can zero airspeed” environment.) certainly help: Somewhere between bankruptcy and catastrophe • Discourage cutting corners. If the procedures lies the safety space, that balance you must con- you developed were intended to be followed at all stantly manage. Successful companies know how to times (not selectively), it’s important to empha- navigate the “drift” between the two extremes: stay- size and reinforce their importance, especially ing in business (production) and staying in business when under pressure. safely (protection). (See illustration above.) The Continued on page 16

Aviation Business Journal | 4th Quarter 2007 15 Safety Watch Continued from page 15

• Don’t give mixed messages. The last thing you • Develop a systematic approach to managing want is to come across with, “I don’t care, just get risk. A good safety management system should it done...but remember safety first.” Instead, the require the routine, periodic review all risk con- question should be, “Can we conduct this opera- trol measures to ensure their effectiveness and tion and maintain our high level of safety?” look for any new or emerging hazards. • Empower employees. Don’t just say, “Every- one in this company is accountable for safety.” Give Safety an Active Voice Provide employees with the authority to stop an Safety should never be compartmentalized within operation at any point if they believe safety is an organization. It must have an active voice and be compromised or against established company a dynamic part of the business plan. Otherwise, you rules/procedures. run the risk of drifting toward failure, and you’ll • Ask questions. Find out what the people who never even know until it’s too late. know the job best think. “Are these procedures Navigating the safety space can be tricky. Total workable or are we pushing the envelope?” protection to guarantee safety can result in bank- • Listen to everyone. A good safety program ruptcy; whereas, focusing on sales production encourages the uninhibited reporting of hazards only can lead to disaster. A systematic approach to and/or near misses that could have resulted in managing risk helps ensure that you operate with damage, injury or loss of business. People will an adequate margin of safety. report when they know the information will be seriously reviewed and followed up.

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USAIG NEWS A Vision Update By Lindsey McFarren

ast quarter, the Aviation Business Journal in- quantity and quality of data available on the air troduced to you the new Air Charter Safety charter and shared aircraft ownership industry. Foundation (ACSF) and shared with you This requires two separate initiatives: simple activ- the foundation’s first several goals. Follow- ity reporting (how many hours did we fly, in what ing is a progress report. Some of the tasks type of aircraft, and under what operating rules) identified by the ACSF’s Board of Governors and safety event reporting (how many accidents or and outlined below can be achieved in just a few incidents have been narrowly avoided). Lmonths and, I’m pleased to report, are near comple- The activity reporting seems like an easy nut to tion. Others will take years of work to flesh out crack, but I don’t have delusions of air charter oper- thoroughly, and some—indeed the most crucial— ators clapping their hands with glee over the oppor- will require nothing short of a full cultural shift in tunity to fill out another form. But at the beginning the charter and shared ownership industry. of 2008, the ACSF will ask air charter operators to One of the ACSF’s biggest tasks, and likely the complete a very simple (about 10 questions) survey most important to our industry, is a single industry regarding their activity in 2007. However, by 2009, audit standard. The standard itself has been drafted, the ACSF will identify and implement an electronic and a group of very experienced auditors, safety means of collecting this data, with the cooperation professionals, and flight department managers is of the operators of course, using existing software working diligently to draft auditor guidance and already common to the industry. I sincerely hope training material so we can begin training auditors that operators will be open partners in this endeavor. in early 2008. I hope this audit will help eliminate The second aspect of data collection is safety the litany of auditing requirements most operators event reporting. The ACSF has acquired a sophis- face today and will also raise the bar for the entire ticated safety event reporting software package, al- industry. ready in use by some airlines and charter operators, to allow crewmembers, maintenance professionals, Avoid the SMS “Gotcha” and others to submit safety events anonymously online. The software will require some modifica- The audit will encourage the implementation of a tions to be fully web-enabled and tailored to the full safety management system (SMS), a new step charter and shared ownership industry, but it will toward safer operations for many air charter opera- be available in 2008. tors and shared ownership providers. Although the

Federal Aviation Administration (FAA) is unlikely to require a full SMS for air charter operators and New Online Resource shared ownership providers until after the Interna- The ACSF has a new, dedicated website at www. tional Civil Aviation Organization (ICAO) deadline acsf.aero. In addition to safety and security news of 2009, U.S. operators will have to implement an updates, online event registration, and several SMS to operate in countries that do enforce the helpful resources, ACSF members will have access ICAO requirement. (Can you say “Canada”?) A com- to unique online discussion web boards. These plete, mature SMS demands at least several months bulletin boards will be used to share best practices, for even the smallest operators and any number of ask safety- and security-related questions of peers years for a larger operator to achieve. Any operator in the industry and ACSF staff, and discuss ongoing who begins to develop an SMS in November 2008 ACSF projects. should be looking for supplemental lift to meet its One of the resources soon available on the web- international flight obligations. Most operators are site is a comprehensive Emergency Response Manu- not aware of this SMS “gotcha,” and I am optimistic al, which will be available to all ACSF members by that the ACSF audit will help prepare operators for the end of 2007. Because many emergency proce- the 2009 ICAO deadline. dures are specific to an operator, airport, or aircraft, A second significant task is to improve the Continued on page 20

Aviation Business Journal | 4th Quarter 2007 19 ACSF News Continued from page 19

this manual is not an out-of-the-box solution for spondent, are featured speakers. Experts from the every circumstance. It is meant to be a working FAA’s accident investigation branch will provide a template and requires some altering by the opera- detailed review of recent charter accidents, focus- tor, so it will be downloadable and editable free of ing on a few that clearly illustrate the results of a charge to all ACSF members. “sick” safety culture. Airline, business aviation, and charter industry professionals round out the day Air Charter Safety Symposium and a half-long program. The event will be the first of its kind. Never has Another exciting ACSF initiative is the 2008 Air Charter Safety Symposium, February 19-20 at the one program focused exclusively on air charter and National Transportation Safety Board Training shared ownership safety and featured an agenda Center in Ashburn, Va. The symposium, “Develop- with such illustrious safety experts. It promises to ing a Healthy Safety Culture,” will not just discuss be a productive, educational, and even entertaining the theory behind a good safety culture but will also event. Online registration is available at www.acsf. provide attendees with tools they can take home aero, and I look forward to seeing you and your col- and implement the very next day in their own leagues in Ashburn. operations. Safety professionals, crewmembers, directors of operations, and all levels of leadership Committed to Success are encouraged to attend the symposium. After all, The ACSF has a lot of work ahead of us. The ACSF one of the first tenets of a healthy safety culture is Board of Governors has laid out a series of very that it starts at the top! ambitious tasks, but we’re already making progress Robert Sumwalt, vice chairman of the National and are committed to success—that is, a safer and Transportation Safety Board, and James Oberg, more secure air charter industry. The board will aerospace safety culture expert and news corre- meet in February following the 2008 Air Charter Safety Symposium to discuss high-level safety and security concerns, and these discussions will no doubt lead to the next projects for the ACSF. Our vision—to enhance the safety and security of air charter and shared aircraft ownership providers in the United States and worldwide—can’t be achieved by a few staff members in Washington, D.C., and a handful of aviation professionals on the ACSF Board of Gover- nors. We need your support and participation. I ask you to join us—become a member, participate in web board discussions, and volunteer for project-specific working groups. Your experience and knowledge is vital to our success. Join us in achieving our vision.

Linsey McFarren is director of the Air Charter Safety Foundation. She can be reached at (888) SAFE-135 or [email protected].

20 Aviation Business Journal | 4th Quarter 2007 ixty aviation business leaders from around the nation met in Washington, D.C. late last fall for NATA’s annual Aviation Business Roundtable. The event traditionally brings senior government of- ficialsS together with the aviation community to exchange views and divine trends regarding issues affecting aviation service businesses. This year’s highlights included presentations by Homeland Security Secretary Michael Chertoff (left; see page 25 for his remarks) and Transpor- tation Secretary Mary Peters (below left), as well as a rare and extended personal discussion with Lynne Cheney (below with NATA Chairman Reed Pigman and Presi- dent James K. Coyne) about her life with Vice President Cheney. Continued on page 22

Aviation Business Journal | 4th Quarter 2007 21 Aviation Business Roundtable Continued from page 21

Republican presidential candidate Rudy Guliani (above left) stopped by between campaign appearances to address roundtable attendees. NTSB Board Vice Chairman Robert Sumwalt and Member Deborah Hersman (above right) both made presentations concerning safe aircraft operations and the NTSB’s goals to further improve them. By far the most spirited discussion concerned the FAA’s actions with regard to the TAG/AMI certificate revocation, defended by the FAA’s Associate Administrator for Safety Nicholas Sabatini (bottom right) and Director of Flight Standards Jim Ballough (below right). Bob Connaughton (bottom center), Chairman of the White House’s Council on Environmental Quality, explained the Bush administration’s view of global warming to roundtable attendees assembled in the ornate Indian Treaty Room of the Eisenhower Executive Office Building (below left).

22 Aviation Business Journal | 4th Quarter 2007

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n a rare presentation, U.S. Department of Homeland Security Secre- tary Michael Chertoff recently discussed with participants at the 2007 NATA Aviation Business Roundtable the department’s strategy for expanded general aviation security regulations. The specific require- Iments of the new regulations, under development for more than two years, are expected to be published shortly in the Federal Register. Chert- off’s comments provide an unusual window into why additional security requirements are necessary and what they will mean to FBOs and aircraft operators worldwide. Following are his comments to the NATA roundtable.

I’d like to talk a little bit of the was limited to only a very, very ment and what our strategy is challenges we face in trying to few people is increasingly becom- for dealing with those threats in deal with the legitimate security ing more affordable and more which I think you will play a criti- concerns that we all have about widespread. We want to continue cal part as our partners. aviation and to do it in a way that the growth of aviation. We want to A few months ago we did is consistent with the efficiency do it in a way that assures we can observe the sixth anniversary of and the freedom of movement travel using aircraft in a way that September 11, and the good news that this sector of transportation is going to get us to our destina- is that over the last six years we affords to people all around the tion not only safely, but with have not had a successful attack world. security...to make sure that these against the U.S. on American soil, I’m aware that [NATA] has had planes don’t become in them- but that is not to say that there a terrific cooperative relationship selves weapons, which of course have not been successful terrorist with our department and you’ve was so dramatically and tragically attacks elsewhere in the world, also been involved in keeping our illustrated on September 11, 2001. nor is it to say that the aviation nation’s aviation industry safe and So I want to thank you for sector has ceased to be a target for efficient for the last 75 years, so I working with us, and I appreciate terrorism. In fact, just over a year commend you for that. We recog- the opportunity to talk a little bit ago we faced what I believe to be nize actually that what was once about what we see as threats to the most significant terrorist effort a method of transportation that aviation and the current environ- Continued on page 26

Aviation Business Journal | 4th Quarter 2007 25 Chertoff Speech Continued from page 25

or plot since September 11 that out a threat against a commercial there are vulnerabilities that have was directed against the U.S. and airline. not yet been addressed, and that’s that was of course the August 2006 So we have a whole series of why I wanted to talk to you a little aviation plot which targeted com- layered defenses in the domain about general aviation, which be- mercial aircraft flying from Great of commercial aviation, and we cause of its increasing importance Britain to the United States. Hap- continue to build on and amplify requires us to spend a little bit pily, that plot was thwarted but it those defenses because we recog- more time than we maybe have should underscore the persistent nize we have to continue to stay previously in terms of elevating interest on the part of terrorists ahead of the enemy. But a great and intensifying our ability to in aviation as an attractive target deal of what we try to do of course defend and reduce vulnerabilities for terrorist activity, both because at DHS is not only look at the in the general aviation sector. of the ability to kill a lot of people known threat that we have previ- What are we worried about in and also because striking at the ously experienced, but also to look general aviation? Well, three broad aviation system strikes at global at the unknown or unexperienced types of threats. First, we’re wor- movement of people and that is threat so that we don’t simply lock ried about terrorists or criminals really a good deal of what these the front door and leave the back using private aircraft to enter the terrorists are about. door wide open. And that’s why U.S., to avoid or evade our con- It is a desire to resist the free we always try to look at systems trols at the ordinary ports of entry trade and free travel that is so comprehensively, to see whether Continued on page 28 much a fabric of the 21st century around the globe. And, of course, what they were hoping to do was “But, and I want to make this clear, I can’t turn my strike not only at the U.S. by striking at the aviation industry, but back on a very real threat that is out there.” at our connection with our allies in Europe and others around the globe. With that in mind I’d like to talk a little about what we are currently doing to protect our aviation system in light of these continuing and persistent threats. And in particular I’d like to talk about a strategy for general aviation. I think it’s not a surprise to the public that we’ve done a lot to shore up vulnerabilities since 9/11 in the field of commercial aviation. People see it in visible in- spection of their checked baggage and their carry-on baggage. Less visible to them is the deployment of air marshals, the hardening of the cockpit doors to prevent hijacking, armed flight deck officers on many commercial flights, and we’re training our TSA personnel in behavioral detection. Behav- ioral detection is a critical element in the defense against people getting on planes with weapons or explosives, looking at kinds of behaviors that suggest somebody is attempting or intending to carry

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where most commercial travelers we can conduct our screening. flights. This will require private enter. Second, we’re concerned CBP’s air and marine operations aircraft operators to electronically about private aircraft being used center...actually detects how all submit data about passengers, to smuggle dangerous weapons or aircraft come into the United crew, and flight information to goods into the country, weapons States and provides a law enforce- CBP at least 60 minutes prior to of mass destruction or other kinds ment response to aircraft that do their departure to or from the con- of dangerous materials. And third, not comply with existing aviation tinental U.S. we’re worried about general avia- laws. So we do screen to make Right now we get only very tion jet itself becoming a weapon sure someone is not sneaking general basic information from of mass destruction or a weapon in, in violation of a flight plan or general aviation aircraft, such as in much the same way we saw on without filing a flight plan. who is or who isn’t a U.S. citizen... 9/11 with commercial airliners. TSA has also mandated that but that’s not enough for secu- So to counter those threats we charter operators of aircraft over rity. Under the proposed rule, need to make sure we have an 12,500 pounds develop and imple- aircraft operators will need to appropriate level of vetting of ment a security program. This provide comprehensive manifest passengers and crew members includes conducting watch list data and notice of reliable infor- that takes place before flights ar- checks, flight crew background mation electronically to CBP. By rive in the United States and we checks, and suspicious activity getting this information an hour have made sure that the property reporting. Again, you understand before departure, our inspectors aboard these aircraft is properly this is designed to make sure that will have adequate time to fully screened as far forward before charter commercial aircraft do not prescreen travelers and crews and the aircraft arrives in the United become the analog of what regular take necessary actions to resolve States as possible. Here I’m talk- scheduled aircraft were on Sep- threats before the plane takes off. ing about the continental United tember 11. Second, TSA, in cooperation States. And our challenge is to find TSA also requires certain aircraft with the FAA, is putting into a a way to do these kinds of defen- operators to obtain a security place a system that will help our sive measures without sacrificing waiver in order to enter U.S. air- air space by validating the identity the fluidity and freedom of move- space. And under this process we threat and movement aircraft op- ment that characterizes general review information about the pi- erating worldwide. This automatic aviation. We are mindful of the lot, passengers, aircraft, and flight detection and processing terminal, fact that we don’t want to destroy plan. Additionally, we recognize or DAPT system, will serve as a the system of general aviation in that general aviation as an indus- critical advanced warning system order to save it. That would be try on its own has developed and for air controllers and security playing to the hands of the terror- adopted security and best prac- personnel allowing them to obtain ists. So we have to use the kind tices in daily operations in their more information about pilots of risk-managed approach we’re various facilities. And of course and aircraft. The system is cur- using in other areas, including that makes sense because, as we rently operational, and significant small boats, commercial aviation, all know, your assets and your improvements in its capabilities and large cargo vessels, to make employees are very much at risk will be completed by the end of sure that we have the appropri- if in fact terrorists should exploit November. ate level of security without being general aviation to carry out a ter- Third, TSA and the FAA will overbearing or oppressive. rorist attack. soon issue a modification to the Let me say what we’ve already But now we need to move to the current international notice to done to strengthen the security of next level as we continue to raise airmen to enhance current inter- general aviation. the bar against those who want to national waiver procedures and As you know, customs and commit acts of terror. On Sep- requirements and align them with boarder protection commonly re- tember 11 of this year, we marked other risk-based initiatives such as quires all international aircraft to the anniversary of September 11, the CBP EAPIS requirement I’ve notify its officers prior to landing 2001, by announcing a proposed just described. at airports where CBP clearance rule for our electronic advanced Beyond these measures, TSA is procedures are in effect. So we passenger information systems or working with the industry directly get a heads-up about the aircraft EAPIS—an effort to improve our to develop voluntary programs to before it comes into one of the ability to check international pas- enhance security for the general designated private airfields where sengers aboard general aviation aviation community. For example,

28 Aviation Business Journal | 4th Quarter 2007 we’re engaged in discussions screening through programs as for aviation instead of at the back regarding the voluntary adoption maritime corridors as well as end upon arrival, we can satisfy of security action items for aircraft aviation corridors through pro- goals in the aviation sector that operators and fixed base op- grams like the container security we’re currently satisfying in the erators. And I know many of you initiative and secure freight where maritime sector—namely, we get here have been involved in these we’ve deployed our personnel better security and extend our discussions, and we very much and equipment overseas to work perimeter of protection and we appreciate your participation. with foreign partners at foreign lessen the inconvenience that The voluntary adoption of secu- seaports. But by conducting more will occur on the chance that a rity practices—including positive- of the security screening and vet- flight has to be turned around and ly verifying the identification of ting on the front end of the trip Continued on page 30 your passengers on board aircraft and maintaining facility security in and around general aviation “The nightmare scenario that we talk about is the possibility aircraft—can effectively reduce risk within the general aviation of a weapon of mass destruction. In particular, a nuclear operating environment without unduly interfering with your on- bomb or a radiological bomb being detonated in a city.” going operations. That is where we are now and what our short-term measures are. But we’re also looking to a Phase 2 that will further enhance the ro- bustness of our security measures for general aviation. The idea is to build on the efforts we are already undertaking in a number of areas, particularly with respect to standardizing security for the general aviation community. Let me review some of the things we’re talking about. First, TSA is working to establish a security program for large general aviation aircraft operators including corporate and private operators to make them consistent with existing security programs of other aircraft of similar size. We want to continually engage the general aviation industry in various elements of the program so that our new requirements will provide enhanced and consistent security while supporting the continued growth and operation of the GA community. We will also begin implementation of a program to move screening and vetting of passengers and aircraft at their last point of departure overseas [to the U.S.]. Of course, we’re taking a similar approach with respect to cargo

Aviation Business Journal | 4th Quarter 2007 29 Chertoff Speech Continued from page 29

refused entry to the U.S. when lic/private partnership to improve sector in pursuing these initia- we discover a security concern security and is very important to tives. We haven’t fully designed while the aircraft is en route. The the country and our economy. We the details of the program, but we net result is better protection for believe that broader application of look forward to continuing to work us and less inconvenience for the these types of programs will en- with you as we flesh it out. traveler. able us to provide the security the Let me step back before I To further this effort, TSA is public expects and has a right to conclude and just try to put this developing, in close cooperation be entitled to while continuing to concept of pushing more of the with this industry, a program in give GA operators the flexibility to screening overseas in a very which overseas fixed base opera- pursue their growth. practical context. The nightmare tors will voluntarily provide addi- Finally, again with respect to scenario that we talk about is the tionally for inbound flights to the the issue of pushing our screening possibility of a weapon of mass de- U.S. This program will allow FBOs envelope further outside and prior struction. In particular, a nuclear to check manifests for passengers to the arrival into the U.S., we are bomb or a radiological bomb be- against EAPIS filings to better going to explore ways to enhance ing detonated in a city. Much of identify the flight crew and pas- radiological and nuclear screening what we’ve seen in the maritime sengers aboard the aircraft. TSA is of GA aircraft, again before their domain, preventing people from partnering with Signature Flight actual departure for the U.S. We smuggling a WMD into a con- Support to establish a pilot pro- are working to develop enhanced tainer, of course, is designed to gram that will look at a couple of technologies that will allow for avoid the possibility that someone locations to serve as last points of noninvasive screening in the GA would bring a container with a departure into the U.S. The two lo- operating environment so we can nuclear bomb into the city and cations we are looking at to begin deploy these overseas at locations detonate it. That’s what we also do the program are Anchorage, Alas- from which people are departing with respect to commercial avia- ka, and Shannon, Ireland. And on an intercontinental flight to ar- tion. we greatly appreciate Signature’s rive in the continental U.S. Again, We want to make sure that cooperation in this effort. I know we need to operate in collabora- someone doesn’t turn an airliner NATA has been supportive of this tion with our foreign partners and into a bomb by hijacking it and program. This is the kind of pub- we need to work with the private plunging it into a city. It’s obvious

“The last thing we want to do is to have someone [overseas] get on a general aviation jet, put a nuclear bomb into it, and decide that instead of landing at the point of entry, they’re going to downtown New York or downtown Washington and detonate a bomb.”

30 Aviation Business Journal | 4th Quarter 2007 when you think about that, that what is a great boom to interna- beginning to distribute it at a general aviation is another place tional commerce is never, God couple of airports and we tend to we have to look. The last thing forbid, a great weapon to be used continue to roll it out. I should we want to do is to have someone against our citizens and a great de- point out that my understanding [overseas to] get on a general avia- structive device to be used against is that some of this issue relates tion jet, put a nuclear bomb into our country. to the airport owners themselves, it, and decide that instead of land- of course, because the ultimate ing at the point of entry, they’re Q&A deployment of new reader tech- going to downtown New York Question re the 12-5 program: nologies is something that they or downtown Washington and What is your view on how that has are going to play a major roll in. detonate a bomb. And that’s why worked in the charter community? Let me tell you the vision of this concept of pushing screening Do you feel that it can be transi- where we want to go. We had a of people and dangerous items tioned to other aircraft without any delay in rolling TWIC out because overseas in partnership with the difficulty? there was a contractor issue and industry and partnership with we corrected that and changed the our foreign allies is a very, very Chertoff: I think it’s worked, as contractor. We also want to make important measure in raising the far as I can tell, excep- level of our security. I know that’s tionally well. Of course what you understand, I know the most important “TSA is working to establish a security that’s why you’ve been working metric is that we have very closely with us on it, and I not had anybody use a program for large general aviation aircraft think it’s important for the public charter aircraft to carry operators, including corporate and private to see that we don’t only focus on out an attack, which is the threats that we dealt with last day to day the ultimate operators, to make them consistent with year or six years ago, but that we measure of success. My are busy working with you to look understanding though is existing security programs of other aircraft around the corners at threats that that the charter commu- might come next year or in six nity has acclimated to it of similar size.” years to come. quite efficiently, and at I recognize we’re never going to least if you believe that be able to guarantee against peo- as we move this into the domain sure that the deployment works ple using modern transportation of non-charter general aviation, in the real world, but at the end to bring dangerous terrorists or there is no reason it shouldn’t of the day I think we do want to dangerous items into the country, work as well. I know there is a have a single card, interoperable but I also recognize that we need lot of back and forth and close that is supported by a background to generally and in a balanced communication as we monitor the check. With the cooperation of the and cost-effective way continue implementation and expansion of airports, it will allow them to put to raise the bar to people who are these programs—that’s why I’m into place security checkpoints a threat to our country and to our optimistic that with the coopera- needing fewer kinds of badges and families and to our communities, tion of this group and the people allowing easier interchangeability and that’s why I’m delighted that you represent, we can continue of badges. we’ve been able to work together to move the security levels to a I should also say that another and will continue to work together higher state without unintention- issue that we are frankly always to bring a risk-managed approach ally comprising your ability to do in debate about is to what extent to the area of GA in the way we’ve what you need to do, which is to there ought to be an individual done with commercial aviation move people around. hand screening or searching and the maritime domain. So us- Question re airport badging: Can people who come [onto secure ing this strong partnership, using we bring standardization to the areas]. Some argue that everybody intelligent discipline and tough- national security badging world should go through the same regi- minded analysis of the vulnerabil- using systems like TWIC and Trusted men that you do when you’re a ities and the appropriate measures Traveler? passenger. We continue to believe to cut back those vulnerabilities, that badging properly done is the I’m confident we can stay ahead Chertoff: Well, we are of course best solution. of the enemy in making sure that moving forward with TWIC. We’re Continued on page 34

Aviation Business Journal | 4th Quarter 2007 31

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into the U.S. on an interconti- then you don’t have to do it when Question: Can security-vetted air- nental flight, not from Canada or you come to the U.S. Instead of craft have access to airspace equal to Mexico. maybe stopping at a screening that of Part 121 operators? If you’re flying across the airport in the U.S., you can fly Chertoff: Well, it’s certainly an Atlantic or Pacific [into the U.S.], directly to your destination. issue we can look at. Obviously you’re going to be required to go “We’re not interested in shutting when you get a special security to a specific airport in order to down GA. We feel it’s important event, for example, or an Inau- be screened there. The thought that you have a system in place guration, and of course Reagan would be to move as much of that that works with and grows with National Airport has particularly as we could overseas, with the general aviation. Maybe, and I sensitive circumstances for obvi- cooperation of our partners, and don’t want to start to speculate ous reasons. There is some con- it might be under some model about rules that haven’t been writ- cern about even raising the level you would stop at an intermedi- ten yet, maybe you can take some of security further. I’m not going ate place, get your screening done hay off the haystack. There may to jump TSA on this issue, but I’m there, including your customs be some regular travelers that you sure they are going to continue screening, and then fly directly can deal with one way. There are to monitor security measures to to wherever you wanted to go in differences in the way you treat see whether they can establish a the U.S. So the net net is that the fractional jets or [charter aircraft] confidence level that would allow gateway stop takes place overseas that are hired on a per-trip basis as for greater flexibility. At Reagan as opposed to here in the U.S. opposed to corporate jets, where National early in my tenure I I think at the end of the day the you know who gets on the jet, think we relaxed the rules some- fundamental problem is this: I’m who may have custody of the jet. what with respect to GA coming going to be uncharacteristically— So obviously, these are all issues into Reagan National and not but maybe characteristically is that we have to discuss and work without some controversy, I might more adequate—characteristically out. And we should only propose add. There were people on the blunt about it. What are we most requirements that add real value. other side who are still nervous worried about? We spend a huge For example, we can eliminate a about this concept, but I think it is amount of money and time worry- level of screening here by doing it something we ought to keep working about people putting a nuclear overseas. That’s a good thing. ing on together. bomb in a container and bringing But, and I want to make this it to the U.S. on a ship, or putting clear, I can’t turn my back on a Question: Can that include any TFR a bomb aboard an airplane, or get- very real threat that is out there. in the country? ting hold of an airplane by hijack- And we tell everyone else in the Chertoff: Well, generally I’d ing and turning it into a weapon. commercial domain and in the always take the view of the Secret I had a senior official of a pri- maritime domain, you have to Service on this. I hear what you’re vate air company approach me assume the burden of security. saying, and we’re going to have to earlier this year and say to me So we’re going to have to work continue to talk about it. I’m sure that he worries he doesn’t know together to find a way to deal with TSA will continue to evaluate the who gets on his planes. He doesn’t what I believe is a very real, be balance here. I’m not going to be know what their background is. it not imminent, but still a very able to tell you here that we con- So to some extent we run the risk real threat, which is somebody cede to this. But we look forward that someone getting on a flight using a general aviation jet flying to continuing to work with you on on the other side of the Atlantic across the ocean to smuggle in a this issue. or Pacific with a nuclear device dangerous weapon or something on a plane intent upon using that dangerous. We have to figure out Question: Are you talking about airplane as a flying bomb. Obvi- a way to address that threat in making people fly through specific ously, the way to correct that is to a way that’s consistent with the airports internationally as security do much of the screening of the business model and the traffic portals in order to enter the U.S.? people and the scanning of the model that you all use. That’s why Chertoff: I don’t think we fully plane overseas. It’s just a question we work cooperatively so that we determined what the right answer of building the air traffic model in can help to identify the lower-risk is, but I think that ultimately, the a way that actually doesn’t result flights and deal with them in one concept is that people have to be in greater inconvenience because way and the higher-risk flights in screened at some point coming if we do all this screening overseas another.

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ince that awful day some six and a half Standard Security Program (TFSSP) to govern all years ago, it seems that every year has operations utilizing aircraft weighing more than become the Year of Security in our indus- 12,500 pounds. Currently, only Part 135 operations try. But 2008 is shaping up to be the most are covered under the TFSSP. This means that Part eventful security year, in terms of policy, 91 operators utilizing aircraft from the King Air 200 in quite some time. on up will be required to have their pilots undergo Criminal Record History Checks (CHRC). Passen- S gers will likely be matched against the No-Fly List Large Aircraft Security Program before every operation just like the existing TFSSP. The largest issue looming over the general aviation The process by which this match is conducted may industry is the soon-to-be-released Large Aircraft be enhanced through the use of a web-based pro- Security Program (LASP), which was formally cess that will be more efficient. introduced during NATA’s 2007 Aviation Business Unfortunately, there is still a great deal of un- Roundtable in November by U.S. Department of certainty as to the exact makeup of the proposed Homeland Security Secretary Michael Chertoff. Es- rule for the LASP. Rumors have it that this new sentially, the LASP will expand the Twelve-Five rule could include real-time positive identification of those traveling onboard aircraft operating under the LASP, something the Transportation Security Adminis- tration (TSA) leadership has wanted for quite some time. The LASP could also include self-assessed audits due to the expansive nature of the industry and the limited resources TSA has to enforce the program. In addition to expanding the TFSSP into this new LASP, the Private Char- ter Standard Security Program (PC- SSP), which covers large commercial type aircraft that conduct charter, will also become a part of the LASP, even though the contents of that program are rumored to remain status quo. Clearly, one of the most important aspects of the rule that NATA would like addressed is what the benefit to

36 Aviation Business Journal | 4th Quarter 2007 members for participation in the new LASP will be. and the lack of standardization that continues to Since the TFSSP’s inception, the charter commu- be the consternation of the TSA’s senior leader- nity has realized no clear benefit, including access ship, not to mention the airline service and ground to airports and airspace, especially during special handling community. The fact of the matter is that security events like the Super Bowl, NASCAR races, the current badging dilemma, which allows airports political conventions, and many other sporting to issue badges but also allows each airport to have venues. Considering how successful the TFSSP has seemingly unique procedures of its own, is failing been, the association will certainly push for these both in terms of efficiency and security. To com- benefits within the new LASP. pound the problem, a new mandate requiring that Chertoff’s address to our roundtable attendees Security Threat Assessments be part of the Crimi- certainly seemed to make it clear that the LASP was nal History Record Check so that these employees one of the department’s highest priorities and that can obtain badges for access into the secure areas they intended to issue the proposed rule by year’s of commercial airports has only slowed this process end. DHS and TSA staff have indicated that a fair down by an additional week or so. TSA officials are comment period for the proposed rule (60-90 days) certainly aware of this deficiency and are review- will be provided to industry, with the entire rule- ing ways to streamline the process. Many continue making process taking between 18 and 24 months to call on the Transportation Worker Identification from start to finish. Card, but the fact remains that this project has been in idle mode for years now without a promising Cargo Security future. Should employee security breaches continue, One of the daunting challenges that the TSA faces Capitol Hill will continue to beat the drum that is implementing the new congressional mandate full screening be required every time an employee requiring that all cargo placed aboard commercial enters into the secure area of the airport. passenger aircraft be screened by August 2010. Members of the NATA Airline Services Council, many of whom are cargo handlers that collect, screen, and place cargo onboard passenger commercial aircraft, will play an essential role in achieving compliance with this new mandate. Start- ing early in 2008, TSA will offer a pilot program. In many ways, it is a feasibility study of sorts, which will review existing procedures and include new ones for securely handling cargo placed onboard commercial passenger aircraft. Since the law took effect earlier this year, the TSA has been very proactive in including the industry in discussions on how to meet the new mandate to ensure 100 percent compliance. With the February 2009 requirement to ensure that 50 percent of all cargo placed on passenger commercial aircraft be screened, time is ticking but the TSA is well on its way.

Employee Screening/Badging Employee screening has been a political hot potato since earlier this year when security breaches by unauthorized individuals occurred at Miami Inter- national Airport and Orlando International Airport. The situation recently has only worsened with illegal aliens obtaining expired ID badges and using them to gain access to the secure area of Chicago’s O’Hare International Airport. Clearly, the biggest issue involved in employee screening is badging

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Sevenbar51007.indd 1 5/11/07 8:57:17 AM FBO Management Software Vendors Face a More Demanding Market By Paul Seidenman & David J. Spanovich

ith the continuing boom in general disappear,” Barnum said. “That (security) technolo- aviation, the FBO industry is push- gy is actually available now. The banks have proven ing the vendors of business manage- that.” ment software to develop fully in- The growing interest in web-based products is the tegrated products with applications result of a major change in the thinking of the FBO to more internal processes and, by industry, according to Leann Lehmann, president extension, the capability to deliver faster, more ef- of Broken Arrow (Tulsa)-based Horizon Business Wficient customer service. At the same time, growing Concepts, whose TotalFBO is one of the world’s acceptance of web-hosting and the ever-expanding leading FBO management software systems. use of wireless devices are encouraging developers “Smaller companies are looking at the lead that to think beyond in-house client servers and desktop large operations have taken and are starting to see PCs when designing their products. the advantages that this can offer them,” she said. “The Internet is letting the customer become a “For instance, start-up costs are lower because full, real-time participant in the aircraft service there’s no upfront software to buy and no extra IT process,” said Paul Liepe, president of MyFBO.com. staff to employ.” “With today’s web-based technology, the aircraft In addition, Lehmann said that a web-based owner can get a current report concerning the work system allows FBO staff to see how their business being done, what it is costing, and what still needs is doing from any location, using notebook com- to be done without having to make phone, fax, or puters, small portable devices, or even cell phones email inquiries. with Internet capability. “That’s really pushing this Jack Demeis, founder and president of Contin- along,” she said. uum Applied Technology in Austin, Tex., reported that an increasing number of customers for his Going Wireless on the Ramp company’s well-known Corridor FBO management In fact, one strong trend throughout the FBO software system are now opting for web imple- industry is toward the use of more wireless com- mentation. In fact, some 40 percent of Corridor munications devices on the ramp. This, of course, users have selected web basing, using the vendor’s is driving demand for business software systems Application Service Provider (ASP) option that has with a wireless interface. “That’s due to the fact that been available for the past five years. “ASP has become increasingly popular because the subscription Continued on page 40 generally costs less than the licensing fee,” Demeis said.

Big Benefits for Small FBOs Demeis added that while it’s applicable to any FBO, it has been especially favored by small to medium- sized companies. “About 75 percent of our ASP customers are single location operators, which find the system more cost effective,” he said. Eric Barnum, president of Crow Executive Air, an FBO at Toledo Metcalf Airport, said that he would like to see business software management products integrate more fully with the Internet, giving customers and employees quick access to information. “If the vendor provides all the necessary security precautions, the fear that used to be prevalent using the web for business data management will largely

Aviation Business Journal | 4th Quarter 2007 39 FBO Management Software Continued from page 39

FBOs are under pressure to provide better customer Wellington-Royce, the Atlanta, Ga.,-based developer service,” said Continuum’s Demeis, who pointed of the BASE System, argued that while web-basing out that this will become even more critical within and wireless capability are significant trends, more another three to five years. FBO customers are demanding totally integrated “At that time, there will be a major increase in packages. the volume of aircraft, largely because of the VLJs (very light jets),” he said. “More people will be Integration Fuels Efficiency flying, and that means that there will be a greater “Our current customers and those considering push for higher service standards, including faster our system have said that their major objective is turn times on the ramp.” to have a completely integrated system that has Part of the “better service” assured by wireless is its own accounting applications as well as having rapid and correct recording of fuel pumping data the functionality to support all the other areas of and quick invoice generation. For example, at many FBOs the quantity of fuel pumped and credit card information are called into the front desk from the Major FBO Management Software Products ramp by radio, and the information then is manu- (All data was copied directly from information provided by vendors.) ally keyed into the system. That slows the process and is prone to error. Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms “Radio communications are not always reliable,” Customer Sales Contact Products said Brenda Smith, FBO manager at Martin State Airport outside Baltimore, Md. “If funds permit, we BASE System Wellington-Royce Corporation Key features include: Provides custom programming services to satisfy any Price depends on size of project; based on the will be adding a wireless interface to our manage- 6065 Roswell Road • Completely integrated system for automated data flow customers’ special requirements. number of applications selected by customer. ment system in 2008.” For: Any size aviation Suite 2200 • Includes its own accounting applications with excellent ------James (Jim) Barnes, chief executive officer of company regardless of their Atlanta, GA 30328 audit trails The applications of the BASE System are available in Purchase of the selected software applications type of business • Supports all business operation processes for a any selection size; from a core group of modules up is a one-time flat fee. Web Address: general aviation company including charter/aircraft to any number of applications the customer chooses www.wellingtonroyce.com management, maintenance, fueling, point-of-sale, to suit their business requirements and growth. Version upgrades of the system are provided ------inventory and more. ------to the customer at no additional cost. Jim Barnes, CEO • Provides multiple levels of system security and user All of the BASE accounting and other system reports [email protected] authorization can be exported into Excel. The user can have any MS Wellington-Royce also provides 770-395-7400 • Continual enhancements are added to the system products on their PC implementation planning, installation and based on customer requests. training, a customer support staff available ------by toll-free number and email, and custom Installed on the client’s server and accessed by users programming services. through their PCs using Windows 98, 2000, and XP operating systems. CORRIDOR Enterprise Plus Edition CONTINUUM Applied Technology, Inc. Key features include: There are two types of customization: Please contact vendor for pricing. 9601 Amberglen Blvd • Same features as Work Group Plus Edition and: For: Large multi facility FBOs Suite 109 • Centralized procurement 1.) Certain CORRIDOR behaviors can be customized ASP (subscription): N/A Austin, TX 78729 • Enterprise Inventory management via many user configurable parameters; cost $0. ------• Centralized work order quoting and management License: Term - Perpetual; Web Address: • Third party aircraft maintenance tracking integration: 2.) Utilizing CORRIDOR‘s Software Developers Kit Fixed Term License: Term -3yr, >3 years www.corridor.aero CAMP, AVTRAK (SDK) third party applications can be integrated with ------• Third party flight ops software integration: CTA/FOS CORRIDOR for virtually un-limited functions. Cost Chris Kubinski ------vary. Sales Consultant Server Operating Systems: ------E: [email protected] Microsoft Server, Unix, Linux, and others Separate Modules include: 512-918-9000 X244 • Line Quoting, Point Of Sale, & Management Client Workstation: • Aircraft Ownership (Aircraft Registration Database) License: Client Work Station – Windows XP • Work Order • Inventory • Accounting Integration … And many more. ------Designed to work with MS Office and many other Windows Compatible Applications.

40 Aviation Business Journal | 4th Quarter 2007 their business,” he said. “They no longer want to his customers also discuss the need for systems that deal with three to four multiple software packages, provide a single point of interface that allows them vendors, and multiple support contracts to run their to access everything they need to know about all business.” aspects of their business. “People no longer want FBO operators, he reported, are selecting fully systems with multiple points of interface for each integrated products because they are frustrated at business function,” he said. “They want seamless having to run part of their business in one software integration. In fact, the loudest voices in this regard package, print reports from it, and then re-key the are coming from multi-location operators who want data into another software system. “And they don’t to grow rapidly.” like having a technical issue that needs an imme- Joe Crawford, president of Abilene Aero, a full diate solution and having to deal with numerous service FBO at Abilene Regional Airport in Texas, vendors pointing fingers at each other,” he added. echoed this view. “We chose TotalFBO because it Along this line, MyFBO.com’s Paul Liepe said that Continued on page 42 Major FBO Management Software Products (All data was copied directly from information provided by vendors.) Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms Customer Sales Contact Products BASE System Wellington-Royce Corporation Key features include: Provides custom programming services to satisfy any Price depends on size of project; based on the 6065 Roswell Road • Completely integrated system for automated data flow customers’ special requirements. number of applications selected by customer. For: Any size aviation Suite 2200 • Includes its own accounting applications with excellent ------company regardless of their Atlanta, GA 30328 audit trails The applications of the BASE System are available in Purchase of the selected software applications type of business • Supports all business operation processes for a any selection size; from a core group of modules up is a one-time flat fee. Web Address: general aviation company including charter/aircraft to any number of applications the customer chooses www.wellingtonroyce.com management, maintenance, fueling, point-of-sale, to suit their business requirements and growth. Version upgrades of the system are provided ------inventory and more. ------to the customer at no additional cost. Jim Barnes, CEO • Provides multiple levels of system security and user All of the BASE accounting and other system reports [email protected] authorization can be exported into Excel. The user can have any MS Wellington-Royce also provides 770-395-7400 • Continual enhancements are added to the system products on their PC implementation planning, installation and based on customer requests. training, a customer support staff available ------by toll-free number and email, and custom Installed on the client’s server and accessed by users programming services. through their PCs using Windows 98, 2000, and XP operating systems. CORRIDOR Enterprise Plus Edition CONTINUUM Applied Technology, Inc. Key features include: There are two types of customization: Please contact vendor for pricing. 9601 Amberglen Blvd • Same features as Work Group Plus Edition and: For: Large multi facility FBOs Suite 109 • Centralized procurement 1.) Certain CORRIDOR behaviors can be customized ASP (subscription): N/A Austin, TX 78729 • Enterprise Inventory management via many user configurable parameters; cost $0. ------• Centralized work order quoting and management License: Term - Perpetual; Web Address: • Third party aircraft maintenance tracking integration: 2.) Utilizing CORRIDOR‘s Software Developers Kit Fixed Term License: Term -3yr, >3 years www.corridor.aero CAMP, AVTRAK (SDK) third party applications can be integrated with ------• Third party flight ops software integration: CTA/FOS CORRIDOR for virtually un-limited functions. Cost Chris Kubinski ------vary. Sales Consultant Server Operating Systems: ------E: [email protected] Microsoft Server, Unix, Linux, and others Separate Modules include: 512-918-9000 X244 • Line Quoting, Point Of Sale, & Management Client Workstation: • Aircraft Ownership (Aircraft Registration Database) License: Client Work Station – Windows XP • Work Order • Inventory • Accounting Integration … And many more. ------Designed to work with MS Office and many other Windows Compatible Applications.

Aviation Business Journal | 4th Quarter 2007 41 FBO Management Software Continued from page 41

provides a fully integrated package. This is very important for us because we have six different profit Vendor/Mfg. / Customized Features / Modules Available centers and the management of all six centers is ac- Software Product Customer Sales Contact Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms complished within one program, from one system, Products and from one vendor.” CORRIDOR Work Group Edition CONTINUUM Applied Technology, Inc. Key features include: There are two types of customization: License (one-time purchase) $1,800-$2900 But there is also no question that the demand for 9601 Amberglen Blvd • Fuel POS, inventory & concierge services per concurrent user (minimum user count may fully integrated business management products is For: Small single facility FBOs Suite 109 • Online credit card processing; Work order quoting, work 1.) Certain CORRIDOR behaviors can be customized apply) being fostered by an FBO industry that continues to Austin, TX 78729 order & invoices via many user configurable parameters; cost $0. consolidate. • Procurement & inventory management; Logbook ASP (subscription): $120-$170 per concurrent “I get about one to two calls per week from FBO Web Address: research & maintenance record tracking 2.) Utilizing CORRIDOR‘s Software user /month companies that have gone through some type of www.corridor.aero • Part Sales; Third party aircraft maintenance tracking ------(minimum user count may apply) ------integration: CAMP, AVTRAK Separate modules include: ------consolidation or expansion,” said Mark Macha, vice Chris Kubinski • Third party flight ops software integration: CTA/FOS • Line Quoting, Point Of Sale, & Management Subscription: Term - 1yr, 3yr, >3 years president of Cornerstone Logic in Houston, Tex. Sales Consultant ------• Aircraft Ownership (Aircraft Registration Database) “They are especially interested in systems that can E: [email protected] Server Operating Systems: • Work Order License: Term - Perpetual be used in conjunction with a central database, so 512-918-9000 X244 Microsoft Server, Unix, Linux, and others • Inventory sales and other information—vendor and customer • Accounting Integration Fixed Term License: Term - 1yr, 3yr, >3 years records—can be tracked from multiple locations. Client Workstation: … And many more. The trend is to tie vendor and customer records License: Client Work Station – Windows XP ------together.” Designed to work with MS Office and many other Taking system integration a step further, it is like- Subscription: Windows XP Windows Compatible ly that future FBO management software products Applications. may provide opportunities to link the FBO with the CORRIDOR Work Group Plus Edition CONTINUUM Applied Technology, Inc. Key features include the Same ones as Work Group There are two types of customization: License (on-time purchase) $2,200-$3,400 per aircraft’s onboard data generating systems 9601 Amberglen Blvd Edition along with: concurrent user (minimum user count may For: Medium single/multi facility Suite 109 • Support for sharing information across multiple FBO 1.) Certain CORRIDOR behaviors can be customized apply) FBOs Austin, TX 78729 location. via many user configurable parameters; cost $0. ------• Third party aircraft maintenance tracking integration: License: Term - Perpetual Web Address: CAMP, AVTRAK 2.) Utilizing CORRIDOR‘s Software Developers Kit www.corridor.aero • Third party flight ops software integration: CTA/FOS (SDK) third party applications can be integrated with Fixed Term License: Term - 1yr, 3yr, >3 years ------CORRIDOR for virtually un-limited functions. Cost Chris Kubinski Server Operating Systems: varies. ASP (subscription): N/A Sales Consultant Microsoft Server, Unix, Linux, and others ------E: [email protected] Separate modules include: 512-918-9000 X244 Client Workstation: • Line Quoting, Point Of Sale, & Management License: Client Work Station – Windows XP • Aircraft Ownership (Aircraft Registration Database) • Work Order • Inventory • Accounting Integration …And many more. ------Designed to work with MS Office and many other Windows Compatible Applications. Host of NBAA Regional Forum November 8, 2008 “For the long term, we are starting to get inquiries about systems that would integrate data from today’s glass cockpit aircraft into the databases contained within the business,” said Paul Liepe. “We believe that a few years from now, capturing and integrating the aircraft data with business-related data will be the norm.” While FBO management software is slated to incorporate more capabilities, it will only increase the need for due diligence when selecting a product, given the plethora of choices now available.

42 Aviation Business Journal | 4th Quarter 2007 Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms Customer Sales Contact Products CORRIDOR Work Group Edition CONTINUUM Applied Technology, Inc. Key features include: There are two types of customization: License (one-time purchase) $1,800-$2900 9601 Amberglen Blvd • Fuel POS, inventory & concierge services per concurrent user (minimum user count may For: Small single facility FBOs Suite 109 • Online credit card processing; Work order quoting, work 1.) Certain CORRIDOR behaviors can be customized apply) Austin, TX 78729 order & invoices via many user configurable parameters; cost $0. • Procurement & inventory management; Logbook ASP (subscription): $120-$170 per concurrent Web Address: research & maintenance record tracking 2.) Utilizing CORRIDOR‘s Software user /month www.corridor.aero • Part Sales; Third party aircraft maintenance tracking ------(minimum user count may apply) ------integration: CAMP, AVTRAK Separate modules include: ------Chris Kubinski • Third party flight ops software integration: CTA/FOS • Line Quoting, Point Of Sale, & Management Subscription: Term - 1yr, 3yr, >3 years Sales Consultant ------• Aircraft Ownership (Aircraft Registration Database) E: [email protected] Server Operating Systems: • Work Order License: Term - Perpetual 512-918-9000 X244 Microsoft Server, Unix, Linux, and others • Inventory • Accounting Integration Fixed Term License: Term - 1yr, 3yr, >3 years Client Workstation: … And many more. License: Client Work Station – Windows XP ------Designed to work with MS Office and many other Subscription: Windows XP Windows Compatible Applications.

CORRIDOR Work Group Plus Edition CONTINUUM Applied Technology, Inc. Key features include the Same ones as Work Group There are two types of customization: License (on-time purchase) $2,200-$3,400 per 9601 Amberglen Blvd Edition along with: concurrent user (minimum user count may For: Medium single/multi facility Suite 109 • Support for sharing information across multiple FBO 1.) Certain CORRIDOR behaviors can be customized apply) FBOs Austin, TX 78729 location. via many user configurable parameters; cost $0. ------• Third party aircraft maintenance tracking integration: License: Term - Perpetual Web Address: CAMP, AVTRAK 2.) Utilizing CORRIDOR‘s Software Developers Kit www.corridor.aero • Third party flight ops software integration: CTA/FOS (SDK) third party applications can be integrated with Fixed Term License: Term - 1yr, 3yr, >3 years ------CORRIDOR for virtually un-limited functions. Cost Chris Kubinski Server Operating Systems: varies. ASP (subscription): N/A Sales Consultant Microsoft Server, Unix, Linux, and others ------E: [email protected] Separate modules include: 512-918-9000 X244 Client Workstation: • Line Quoting, Point Of Sale, & Management License: Client Work Station – Windows XP • Aircraft Ownership (Aircraft Registration Database) • Work Order • Inventory • Accounting Integration …And many more. ------Designed to work with MS Office and many other Windows Compatible Applications.

“A lot of people don’t understand the nuts and physical process (of running the business) matches bolts involved in integrating it with other parts of the electronic process, the value of the product their business,” cautioned Cary Winter, executive will be diminished, and he will wind up with just vice president of North American Jet, a Chicago, another piece of software he’ll have to live with.” Ill.,-based business aircraft charter operator and When researching this article, the writers identi- maintenance firm. “The vendor must play a crucial fied eight major vendors of integrated FBO man- role beyond the system integration process. He has agement software packages. All of the information to be able to communicate the value and operation in this article and table of product comparisons is of the product to non-technical people. If the FBO based on discussions with the individual providers manager doesn’t understand how it will benefit as well as and written responses to questions. and work for him, if he doesn’t understand how the Continued on page 44

Aviation Business Journal | 4th Quarter 2007 43 FBO Management Software Continued from page 43

BASE System Customized Features / Modules Available The BASE (Business Aviation Software Engine) Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms System was introduced in 2000 by Wellington-Royce Customer Sales Contact Products Corporation of Atlanta, with a specific focus on all aspects of general aviation, including FBOs, aircraft ELS Fuel Management System PRG Aviation Systems Key features include: PRG will “customize” the database for the FBO. The pricing varies based on number of 6351 Owensmouth Avenue • Immediate Inquiry of a customer’s fuel purchase The objective is to have a working system on the concurrent users and options required. management and charter operators, and mainte- For: Medium and Larger FBOs Suite 105 history with notes on each visit completion of the training. ------nance facilities. Woodland Hills, CA 91367-2237 • Bridges the gap between POS devices and general ------Monthly Subscription with 60 day cancellation. According to Wellington-Royce Chief Executive (ELS Fuel Management System is accounting packages Separate modules include: Officer Jim Barnes, BASE was designed as a “totally geared for smaller FBOs looking for Web Address: • Choose from over 100 standard reports to better • Airline Accounting for commingled fuel integrated, single system solution” software package more than a POS device. Because www.prgaviation.com manage your operations • Fuel Truck Automation designed to run all aspects of the user’s business. we utilize similar data structures, ------• Training of new staff in the front desk module takes ------Included are 22 different applications, all of which migration to the FBOperational Hubert Lee less than 30 minutes Utilizes Internet Explorer and Microsoft Office tie in with back office and point-of-sale accounting Fuel Management System is easily President ------products. functions. BASE also offers business analysis tools accomplished, as the FBO grows and [email protected] Currently hosted on client’s servers; Hosted solution to for senior executive and department manager level has more system demands.) 800-877-1425 be released later this year. employees. 818-710-1425 Servers: Windows XP -- Windows Server 2000 or The software, which has been designed to work Windows Server 2003 with both single location FBOs and chain type operations, is installed on the client’s server, which Clients: Windows XP Professional, Internet Explorer 6.0 can be accessed via PC by each designated user or better within the company. Barnes said that the company is developing a business model that would offer a FBO Manager Cornerstone Logic, Inc. Key features include: Customization is available based on current user Contact Vendor for pricing information & terms web-based solution, hosted on Wellington-Royce’s 8787 Tallyho Rd • Processing of major Fuel Cards: UVair Fueling Card; input. available. in-house server. If launched, it would be targeted to For: Any Size Operation Houston, TX 77061 Air BP; Airworld (ExxonMobil); AVCARD; Avfuel; ------businesses that view the cost of an onsite server as ChevronTexaco; ConocoPhillips; Multi Service; Shell Designed to work with common accounting software Year one costs includes: Software license, cost prohibitive. Available in two versions: Web Address: Aviation; US Government Air Card packages such as Quickbooks, Peachtree and MAS90. Green Belt Training, 6 hrs of system support. One of BASE’s unique applications, said Barnes, www.FBOManager.com • Enterprise multi-site management Renewal year fee includes: Software license is Contact Management, which serves a market FBO Manager Standard: ------• User friendly touch screen interface renewal and 6 hrs system support. Maintenance invoicing, part sales, Mark Macha • Seamless interface to Quickbooks, Peachtree, MAS90 research function. This enables the user to access fuel sales (no truck meter tracking), Vice President • 24/7 System Support databases that provide information about aircraft and credit card processing. Track [email protected] ------types and tail numbers, which can be traced to the Hobbs and Tach times, instructor 713-947-5638 PC Based -- Windows XP, Standard Configuration owner. times, ground school, and more; Along with this, Welling-Royce has introduced a print aircraft maintenance-due Charter/Aircraft Management application that pro- reports; track individual flying times vides full support and breakout of all invoicing and over selected time periods. expenses for trips, as well as set-ups for all owner contracts. “There are many reports available to run FBO Manager Plus: FBO Manager for ongoing customer, owner, and trip accounting Standard functionality plus: Multi- analysis and statements,” Barns said. user version for jet centers and FBOs primarily selling fuel. Maintenance A provision to interface with the CTA-FOS Charter invoicing; fuel and part sales; software has also been developed so that a compa- flight and instructor rental sales; ny that already has the FOS system can seamlessly and credit card processing; fuel move all trip billing and expense data to the BASE automation; concierge module. system for its business accounting. The BASE system is available for a license fee there is a yearly support agreement subscription for the applications chosen. In practice, most users cost, which includes quarterly training, all enhance- choose a core group of applications initially and ments, and customer support. add others on an as-needed basis. This, explained Barnes, gives the software an inherent customization feature. And while BASE is a flexible system Corridor that already offers a large range of functionality, a Specifically designed to meet the demands of the customer can request additional specific processes, FBO industry, Corridor is applicable to any FBO which the vendor will provide. business, ranging from a single facility pumping Along with a one-time fee for each application, fuel to a multi-location, full-service operation.

44 Aviation Business Journal | 4th Quarter 2007 Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms Customer Sales Contact Products ELS Fuel Management System PRG Aviation Systems Key features include: PRG will “customize” the database for the FBO. The pricing varies based on number of 6351 Owensmouth Avenue • Immediate Inquiry of a customer’s fuel purchase The objective is to have a working system on the concurrent users and options required. For: Medium and Larger FBOs Suite 105 history with notes on each visit completion of the training. ------Woodland Hills, CA 91367-2237 • Bridges the gap between POS devices and general ------Monthly Subscription with 60 day cancellation. (ELS Fuel Management System is accounting packages Separate modules include: geared for smaller FBOs looking for Web Address: • Choose from over 100 standard reports to better • Airline Accounting for commingled fuel more than a POS device. Because www.prgaviation.com manage your operations • Fuel Truck Automation we utilize similar data structures, ------• Training of new staff in the front desk module takes ------migration to the FBOperational Hubert Lee less than 30 minutes Utilizes Internet Explorer and Microsoft Office Fuel Management System is easily President ------products. accomplished, as the FBO grows and [email protected] Currently hosted on client’s servers; Hosted solution to has more system demands.) 800-877-1425 be released later this year. 818-710-1425 Servers: Windows XP -- Windows Server 2000 or Windows Server 2003

Clients: Windows XP Professional, Internet Explorer 6.0 or better

FBO Manager Cornerstone Logic, Inc. Key features include: Customization is available based on current user Contact Vendor for pricing information & terms 8787 Tallyho Rd • Processing of major Fuel Cards: UVair Fueling Card; input. available. For: Any Size Operation Houston, TX 77061 Air BP; Airworld (ExxonMobil); AVCARD; Avfuel; ------ChevronTexaco; ConocoPhillips; Multi Service; Shell Designed to work with common accounting software Year one costs includes: Software license, Available in two versions: Web Address: Aviation; US Government Air Card packages such as Quickbooks, Peachtree and MAS90. Green Belt Training, 6 hrs of system support. www.FBOManager.com • Enterprise multi-site management Renewal year fee includes: Software license FBO Manager Standard: ------• User friendly touch screen interface renewal and 6 hrs system support. Maintenance invoicing, part sales, Mark Macha • Seamless interface to Quickbooks, Peachtree, MAS90 fuel sales (no truck meter tracking), Vice President • 24/7 System Support and credit card processing. Track [email protected] ------Hobbs and Tach times, instructor 713-947-5638 PC Based -- Windows XP, Standard Configuration times, ground school, and more; print aircraft maintenance-due reports; track individual flying times over selected time periods.

FBO Manager Plus: FBO Manager Standard functionality plus: Multi- user version for jet centers and FBOs primarily selling fuel. Maintenance invoicing; fuel and part sales; flight and instructor rental sales; and credit card processing; fuel automation; concierge module.

Developed, marketed, and supported by Contin- Work Group Plus Edition is for medium-size single uum Applied Technology of Austin, Tex., Corridor or multi-location FBO businesses, and Corridor En- has been in production since 1996. It is currently terprise Plus Edition is for large, chain-type opera- available in three versions: Corridor Work Group tions. Edition, Corridor Work Group Plus Edition, and All three products offer more than 25 modules. Corridor Enterprise Plus Edition. Each has been Fuel sales, regulatory compliance, including inspec- targeted to a specific segment of the FBO market. tion status, aircraft maintenance, component repair Specifically, Corridor Work Group Edition was and inventory control, are just a few examples of designed for the small, single FBO entity. Corridor Continued on page 46

Aviation Business Journal | 4th Quarter 2007 45 FBO Management Software Continued from page 45

Corridor’s wide-ranging capabilities. Continuum Applied Technology founder and Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms president Jack Demeis said that Corridor can also Customer Sales Contact Products be integrated with separate flight operation packages. This enables the software to process data such FBOperational Fuel Management PRG Aviation Systems Key features include: At the time the software is installed and initial The pricing varies based on number of as aircraft flight hours and crew scheduling sup- System 6351 Owensmouth Avenue • Immediate Inquiry of a customer’s fuel purchase training is provided, the database is “customized” to concurrent users and options required. plied by third-party sources. The data can then be Suite 105 history with notes on each visit provide a working system, on the completion of the ------tracked by aircraft tail number, manufacturer, mod- For : Medium and Larger FBOs Woodland Hills, CA 91367-2237 • Seamless flow of information from initial contact to training. Monthly Subscription with 60 day cancellation. el, and production serial number and is updated by completion of all services and creation of the invoice ------Corridor’s regulatory compliance module that alerts (As an FBO grows and has more Web Address: • A communications tool between Customer Service, Separate modules include: system demands, the number of www.prgaviation.com Line Service, Customers and Suppliers • Airline Accounting for commingled fuel the user as to when the next maintenance event is users may be increased. Because ------• Fuel Truck Automation to take place. we use similar data structures, Hubert Lee Currently hosted on client’s servers; Hosted solution to ------Closely related to this is a new work order mod- migration from the ELS Fuel President be released in 2008. Utilizes Internet Explorer and Microsoft Office ule added in 2007 that is compatible with third-par- Management System to the [email protected] products. ty maintenance record keeping software, currently FBOperational Fuel Management 800-877-1425 Servers: Windows XP -- Windows Server 2000 or CAMP and AvTrak. System is also easily accomplished.) 818-710-1425 Windows Server 2003 Corridor is available for implementation on an in-house client server for a licensing fee, as well as Clients: Windows XP Professional, Internet Explorer 6.0 via an Internet connection, via a secured link, to or better the vendor’s data center in Austin. This Applica- tion Service Provider is available by subscription, MyFBO.com MyFBO.com Key features include: Modules/Fully integrated options include: Varies based on size of operator and number normally on a three- to five-year basis and payable 926 Main Street • Customer records management • Ground services management (includes mobile of locations. Online quote calculator available monthly. For : Small to medium and/or multi- Danville, VA 24541 • Flight and ground service scheduling fuel sales) on web site. location operators. • Point-of-sale (including credit card processing) • Maintenance tracking ------Web Address: • Customer accounting and monthly billing / collection • Inventory management Month to month subscription ELS Fuel Management System http://MyFBO.com/ • Safety management • Service orders / work orders (includes mobile time PRG Aviation Systems of Woodland Hills, Calif., ------and parts entry) introduced ELS Fuel Management System to bridge Set up online account from web site, or Offered as an Internet service only – requires only a • Documents and images online the gap between point of sale (POS) devices and via phone. current web browser ------general accounting packages. Currently available Designed to work with off-shelf products; Exports to Phone: 434-793-6800 QuickBooks, Microsoft Excel, Microsoft Access. for use on in-house servers, the vendor has announced that a hosted, web-based version will be released in 2007. POS device. But the system has also been designed The system presents a complete history of a cus- to permit the customer to make an easy transition tomer’s fuel purchasing activities, including notes to FBOperational Fuel Management System, the for each visit, and it is capable of producing more vendor’s more sophisticated product, as both use than 100 standard reports for business manage- similar data structures. ment. Other modules include airline accounting for FBOperational Fuel Management System commingled fuel and compatibility with fuel truck Marketed to the medium to large sectors of the FBO automation. ELS Fuel Management System has industry, PRG Aviation Systems’ FBOperational been designed to work with Internet Explorer and Fuel Management System currently operates on standard Microsoft Office products. Windows-based internal servers utilizing Internet Training of new staff in the front desk module Explorer and Microsoft Office products. The vendor takes less than 30 minutes. In fact, the vendor will planned to offer it as a hosted, web-based product customize the database for its FBO customer in by the end of 2007. order to assure a working system upon completion The system, which is also a bridge between POS of training. devices and general accounting packages, offers a ELS Fuel Management System is made available seamless flow of information from initial contact by monthly subscription and varies by the number through invoice and provides a communications of concurrent users and options required. Cancella- tool between customer service and line service and tion is permitted on 60 days notice. between customers and suppliers. PRG Aviation Services president Hubert (Hubie) Among the most important features of FBOp- Lee reported that ELS Fuel Management has been erational is the capability to monitor and track all geared to smaller FBOs that require more than a of the orders for line related work, including fuel,

46 Aviation Business Journal | 4th Quarter 2007 Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms Customer Sales Contact Products FBOperational Fuel Management PRG Aviation Systems Key features include: At the time the software is installed and initial The pricing varies based on number of System 6351 Owensmouth Avenue • Immediate Inquiry of a customer’s fuel purchase training is provided, the database is “customized” to concurrent users and options required. Suite 105 history with notes on each visit provide a working system, on the completion of the ------For : Medium and Larger FBOs Woodland Hills, CA 91367-2237 • Seamless flow of information from initial contact to training. Monthly Subscription with 60 day cancellation. completion of all services and creation of the invoice ------(As an FBO grows and has more Web Address: • A communications tool between Customer Service, Separate modules include: system demands, the number of www.prgaviation.com Line Service, Customers and Suppliers • Airline Accounting for commingled fuel users may be increased. Because ------• Fuel Truck Automation we use similar data structures, Hubert Lee Currently hosted on client’s servers; Hosted solution to ------migration from the ELS Fuel President be released in 2008. Utilizes Internet Explorer and Microsoft Office Management System to the [email protected] products. FBOperational Fuel Management 800-877-1425 Servers: Windows XP -- Windows Server 2000 or System is also easily accomplished.) 818-710-1425 Windows Server 2003

Clients: Windows XP Professional, Internet Explorer 6.0 or better

MyFBO.com MyFBO.com Key features include: Modules/Fully integrated options include: Varies based on size of operator and number 926 Main Street • Customer records management • Ground services management (includes mobile of locations. Online quote calculator available For : Small to medium and/or multi- Danville, VA 24541 • Flight and ground service scheduling fuel sales) on web site. location operators. • Point-of-sale (including credit card processing) • Maintenance tracking ------Web Address: • Customer accounting and monthly billing / collection • Inventory management Month to month subscription http://MyFBO.com/ • Safety management • Service orders / work orders (includes mobile time ------and parts entry) Set up online account from web site, or Offered as an Internet service only – requires only a • Documents and images online via phone. current web browser ------Designed to work with off-shelf products; Exports to Phone: 434-793-6800 QuickBooks, Microsoft Excel, Microsoft Access.

catering, lavatory servicing, or cabin cleaning. This Universal Weather and Aviation, Inc., of Houston, allows the FBO to dispatch line staff to the aircraft offers FBO Manager in two versions: FBO Manager upon its arrival and is considered a crucial time Standard and FBO Manager Plus. saving feature, especially for larger FBOs servicing FBO Manager Standard includes maintenance multiple airplanes at one time. Because the FBO invoicing, maintenance due reports, part sales, fuel line service dispatcher module is able to display sales, and credit card processing. For flight school who is doing what by aircraft and prioritizes this in- activities, it includes the tracking of instructor formation in real time, efficiencies with line service times, ground school, and individual flying hours staff deployment are maximized. over selected time periods. For smaller FBOs that generally do not handle FBO Manager Plus includes all the functions of large numbers of aircraft simultaneously, the the standard version and offers a multi-user version system has a non-real time feature, allowing print for jet centers and FBOs primarily selling fuel. It in- out of a service slip, with the requested tasks to be cludes maintenance invoicing, fuel and parts sales, manually checked off by the line service techni- flight instructor, and aircraft rental sales, credit card cian. processing, fuel automation, and a concierge mod- FBOperational is available by monthly subscrip- ule. tion with a 60-day cancellation notice, and pricing According to Mark Macha, vice president of is based on the number of concurrent users and Cornerstone Logic, a major advantage of the FBO options required. Manager product line is that it is designed to be stand-alone or to interface seamlessly and directly FBO Manager with most standard, off-shelf accounting software Cornerstone Logic, a wholly owned subsidiary of Continued on page 48

Aviation Business Journal | 4th Quarter 2007 47 FBO Management Software Continued from page 47

packages, including Peachtree, QuickBooks, and MAS90. For the user, reported Macha, that means Vendor/Mfg. / Customized Features / Modules Available there is no requirement to scrap an existing ac- Software Product Customer Sales Contact Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms counting system and learn to use a new program. Products Both versions of the software run on a Windows Quantum Control Component Control Key features include: Customizable; Forms Designer and Screen Designer Contact Vendor for pricing information & terms XP-equipped PC, are internal server based, and are 1731 Kettner Boulevard • User-specific, customizable Graphic User Interface module available for customers to make changes available. applicable to single as well as multi-location FBOs. For: Medium – large FBOs, with over San Diego, CA 92101 • N-Tier Architecture with Oracle Back-end and web- on the fly, without additional costs to the customer. All back office functions are linked with point 50% revenue from maintenance services/API extensions Professional Services are available on a time and of sale data, including the capability to process activities. Web Address: • Front Office interfaces with MS Office (i.e. Exchange, material basis as an option to the customer. transactions with most major credit cards typically www.componentcontrol.com Excel, MS Project) ------accepted at FBOs. ------• Integrated StockMarket web-based e-commerce Modules Include: In December 2007, FBO Manager was enhanced Jocelyn Scott application for Inventory Sales/Purchasing – www. • MRO Vice President – stockmarket.aero • Aircraft Services to work with the Shell Retail Card and the Shell Customer Services, • Integrated with the following third-party products: • Hangar Management Fleet Card, along with the Shell Aviation Card, with [email protected] AVREF Catalog Files; GFI Faxmaker; Citrix Metaframe XP; • Accounting which it has always worked. Macha reported that 619-696-5449 Seagate’s Crystal Reports 9.; Quickbooks; Great Plains • E-commerce & more. other cards will be added by oil company request. OR ------FBO Manager Standard and Plus are licensed Andrew Valley Client-Server based solution built on Oracle 10G Fully integrated with Microsoft office. yearly, with the first-year license entitling the Vice President – Sales customer to up to six hours of support and training. [email protected] After the first year, the license includes an addition- 619-696-5446 al six hours of support. The yearly fee also includes Total FBO Accounting & Aviation Horizon Business Concepts Key features include: User can generate Custom Reports-- typically from Price Range: $7,000-$12,000, depending on free access to updates and enhancements, which Buisness Management Software 721 W Queens St. • Instant fully integrated accounting $500-$1000; Additional data fields in existing data package are downloadable from the company’s website. Broken Arrow, OK 74012 • Broad Range of Aviation Specific functions for all types entry screens--typically from $250-$1000 ------Cornerstone Logic is adding onsite training at its For : All types and sizes of general of aviation businesses ------One time purchase price with flat fee annual Houston headquarters for a minimal cost. aviation businesses Web Address: • World Class 24/7 Tech Support Modules/Fully integrated options include: maintenance plan. www.TotalFBO.com • Multi Module, Multi Level Support • Accounting ------MyFBO.com Total FBO has been in production ------• All the options you need to run your business • Reservations/scheduling Check or Credit Card, free shipping, payment at with the same owner since 1987 Traci Lynch, Sales Mgr. ------• Aircraft maintenance and management time of order The product, which takes its name from the Dan- [email protected] PC Based, requires Windows 2000 or later. • Charter ville, Va., developer, was designed specifically as Phone: 800-359-9804 • Concierge & more a broad-range business management tool. Totally ------web-based, the software is hosted on MyFBO.com’s Users can export data to Excel own servers. According to Paul Liepe, the company’s president, this presents a number of inherent advantages for users. For instance, there is no requirement to install any specialized hardware or software to access the system, and it will work with any browser. In addition, because it is web based, it can be used by both single and multi-location FBOs, through configuration options, aligning it with the and it is accessible from desktop computers as well FBO’s individual business units and practices. He as Internet-enabled wireless devices. also pointed out that some recent enhancements Among MyFBO.com’s capabilities is the automa- have been added, such as the capability to process tion of most typical FBO tracking requirements more brands of credit cards for point of sale trans- pertaining to aircraft maintenance. This includes actions, with the number of credit card brands now inventory management, shop orders, and point more than 17. of sale functions such as credit card processing, In May 2007, MyFBO.com added a new “Express accounting, employee time sheets, and monthly Pay” feature, which permits FBO customers to pro- billing. Reservations for charter or aircraft rental, as vide an online listing of their aircraft by tail num- well as hangar or tie-down space and maintenance ber. Customers are then able to authorize the FBO shop appointments, are also among the many func- to bill a specific credit card for fuel, maintenance, tions the system tracks. A comprehensive aircraft or other services ordered for their listed aircraft. management feature is also included. The result is that with Express Pay, the time in- Because it is so comprehensive, said Liepe, the volved in manually processing the transaction at software can be customized to the user’s needs the front desk or on the line is eliminated, and turn

48 Aviation Business Journal | 4th Quarter 2007 Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms Customer Sales Contact Products Quantum Control Component Control Key features include: Customizable; Forms Designer and Screen Designer Contact Vendor for pricing information & terms 1731 Kettner Boulevard • User-specific, customizable Graphic User Interface module available for customers to make changes available. For: Medium – large FBOs, with over San Diego, CA 92101 • N-Tier Architecture with Oracle Back-end and web- on the fly, without additional costs to the customer. 50% revenue from maintenance services/API extensions Professional Services are available on a time and activities. Web Address: • Front Office interfaces with MS Office (i.e. Exchange, material basis as an option to the customer. www.componentcontrol.com Excel, MS Project) ------• Integrated StockMarket web-based e-commerce Modules Include: Jocelyn Scott application for Inventory Sales/Purchasing – www. • MRO Vice President – stockmarket.aero • Aircraft Services Customer Services, • Integrated with the following third-party products: • Hangar Management [email protected] AVREF Catalog Files; GFI Faxmaker; Citrix Metaframe XP; • Accounting 619-696-5449 Seagate’s Crystal Reports 9.; Quickbooks; Great Plains • E-commerce & more. OR ------Andrew Valley Client-Server based solution built on Oracle 10G Fully integrated with Microsoft office. Vice President – Sales [email protected] 619-696-5446 Total FBO Accounting & Aviation Horizon Business Concepts Key features include: User can generate Custom Reports-- typically from Price Range: $7,000-$12,000, depending on Buisness Management Software 721 W Queens St. • Instant fully integrated accounting $500-$1000; Additional data fields in existing data package Broken Arrow, OK 74012 • Broad Range of Aviation Specific functions for all types entry screens--typically from $250-$1000 ------For : All types and sizes of general of aviation businesses ------One time purchase price with flat fee annual aviation businesses Web Address: • World Class 24/7 Tech Support Modules/Fully integrated options include: maintenance plan. www.TotalFBO.com • Multi Module, Multi Level Support • Accounting ------Total FBO has been in production ------• All the options you need to run your business • Reservations/scheduling Check or Credit Card, free shipping, payment at with the same owner since 1987 Traci Lynch, Sales Mgr. ------• Aircraft maintenance and management time of order [email protected] PC Based, requires Windows 2000 or later. • Charter Phone: 800-359-9804 • Concierge & more ------Users can export data to Excel

times are decreased. of operations with a complete suite of modules in- The MyFBO.com software is parameter driven, cluding quoting, sales, purchasing, inventory, shop providing high levels of customization to meet the control, maintenance, and financials. In addition to needs of individual subscribers. Internet delivery FBOs, Quantum Control provides advanced aviation of MyFBO.com services provides software updates management support to OEMs’ aftermarket ser- and additions to occur as the needs of subscribers vices, component repair and overhaul companies, change. Because of its modular structure, subscrib- aircraft completion centers, airlines, maintenance ers pay only for features used. facilities, and parts distribution and redistribution MyFBO.com is available by monthly subscription, companies. Currently, Quantum Control is used by with pricing based on the size of the operator and more than 800 customers in 48 countries. the number of locations. Quantum Control offers a fully customized user interface, configured for each customer’s best busi- Quantum Control ness practices, according to Andrew Valley, the company’s vice president of sales. The customized Introduced in 1999 by Component Control of San configuration, he explained, can be based on the Diego, Quantum Control is an aviation management software package that integrates all aspects Continued on page 50

Aviation Business Journal | 4th Quarter 2007 49 FBO Management Software Continued from page 49

preferred style of presentation, as well as the order of screens each individual works with. Currently, Vendor/Mfg. / Customized Features / Modules Available all configurations are run on each customer’s client Software Product Customer Sales Contact Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms: server. Products Within the FBO market, Quantum Control has TotalFBOweb Accounting and Horizon Business Concepts Key features include: User can generate Custom Reports—typically from Price Range: $245-295, plus $40 per additional carved a niche with those that are heavily involved Aviation Business Management 721 W Queens St. • Instant fully integrated accounting $500-$1000; Additional data fields in existing data users per month. in aircraft maintenance, which Valley reported Software Broken Arrow, OK 74012 • Broad Range of Aviation Specific functions for all types entry screens—typically from $250-$1000 ------make up at least 50 percent of its FBO customer of aviation businesses ------Available via Subscription. revenue base. It has also established a very strong For all types and sizes of general Web Address: • World Class 24/7 Tech Support No Separate Modules; service available by package ------position as a replacement package for legacy sys- aviation businesses www.TotalFBO.com • Multi Module, Multi Level Support only. Check or Credit Card, free shipping, payment at tems, which run on large computers and, in many ------• All the options you need to run your business ------time of order Total FBO has been in production Traci Lynch, Sales Mgr. ------Users can export data to Excel cases, were developed by the FBOs, themselves. with the same owner since 1987 [email protected] Internet Based; not limited to Windows—supports The typical Quantum Control FBO customer ser- Phone: 800-359-9804 Mac and Linux browsers as well (DSL or better internet vices and maintains turbine aircraft. connection required)

TotalFBO Wintouch FBO Touchtone Corporation Key Features include: Typically, Wintouch is fully customized to each Pricing is based on the number of concurrent Horizon Business Concepts has developed and 3151 Airway Avenue • Integrated with most standard available office customer’s existing business processes within users and the amount of additional marketed TotalFBO as “the largest, most fully inte- For: FBOs of all sizes. Suite I-3 software systems their business, applications on their IBM AS/400 customization needed. grated FBO management software product available Costa Mesa, CA 92626 • Completely custom integrated for each customer’s and their need for GUI access to that information, ------Smaller organizations like the unique enterprise system and additional answers or solutions using that Annual licensing fee, based on concurrent today,” according to Leann Lehmann, president of concurrent licensing which allows Web Address: • Graphic dashboard information. Also, unlimited customizable reports are users, allows full access to live support. the Broken Arrow (Tulsa), Okla., company. for shift scheduling or nominal users www.Wintouch.com/fbo.htm • Unlimited custom reports; package tracking using URL available to each individual user. The TotalFBO software suite incorporates ac- to use the same concurrent license. ------scripts ------counting along with most other business manage- One of our FBOs particularly likes Juli Korneychuk • Quick access to “Green Screen” emulation from a PC Wintouch handheld runs on IBM Websphere and ment related functions, specifically focused on the that they can track planes by tail Marketing Manager ------offers full access to all of the information and tools general aviation aircraft sector. In addition to FBOs, numbers, keeping the service record [email protected] Platform requirements--For Clients: PC, Mac, Laptop, Web that Wintouch has to offer. typical customers include repair facilities, avion- intact should the plane be sold or 714-755-2810 or or 800-786-8663 browser, or PDA/Cell Phones. Server: IBM System i™ The next upgrade (after 7.0) will offer IP Telephony ics shops, flight schools, and aircraft management transferred to another account. (Toll Free USA only) (formerly: iSeries or AS/400); but there is an additional degree of customization for firms. Since it was initially introduced in 1988, To- each customer based on their telephone service. talFBO has become one of the longest in-production Wintouch users include freight Operating System Requirements--Windows, Mac OS X, or ------software products of its kind with more than 1,300 forwarding companies, auto Web browser. Server: OS5 or OS6 Wintouch is integrated to Microsoft Outlook, Word parts companies, membership and Excel, Lotus Notes, and Thunderbird email. licensed customers. Lehmann said TotalFBO is be- organizations, credit companies, Wintouch is customized to each customer’s other ing expanded to interface with wireless devices as insurance companies, publishers, LOB (line of business) applications running on the their use continues to grow. manufacturing companies, and customer’s AS/400. Many ERP integrations are While the PC-accessible software has been avail- more, in addition to FBOs. available including JDE, MACPAC, MAPICS, CMS, able for use via internal servers and networks, Wellington-Royce, DCS Transport & Logistics and the vendor announced a web-based version of the many homegrown AS/400 programs. Costs vary product, TotalFBOweb, at the 2007 NBAA conven- accordingly. tion. This is scheduled to be available during the first quarter of 2008 and will be hosted on a To- offers its Wintouch FBO in both web-based and talFBO server. TotalFBOweb will incorporate all of internal server versions. Debra Stafford, a company the features found in the desktop version, and no technical writer and customer training specialist, new servers or upfront software purchases will be reported that a key selling point is the fact that the required for the web-based product, which will be Java-based software runs on an AS400 IBM server, available by subscription. which can be accessed at individual workstations TotalFBO, itself, is available by one-time fee, with using a PC or Mac. an optional annual service plan, which enables cus- “AS400 has for many years been a commonly tomers to remain current with all upgrades as well used business platform with a reputation for stabil- as telephone help desk and emergency support. ity and very little downtime,” she said. “Wintouch is Prices are predicated on the features and service able to pull any information running on the AS400, plans selected. which can then be viewed and analyzed by the user.” For those who do not maintain the AS400 in- Wintouch FBO house, Touchtone offers an Internet-based version Costa Mesa, Calif.,-based Touchtone Corporation of the same software, which the vendor runs on its

50 Aviation Business Journal | 4th Quarter 2007 Customized Features / Modules Available Software Product Vendor/Mfg. / Capabilities / Platform Requirements / Compatibility with Other Software Average Price Range / Terms: Customer Sales Contact Products TotalFBOweb Accounting and Horizon Business Concepts Key features include: User can generate Custom Reports—typically from Price Range: $245-295, plus $40 per additional Aviation Business Management 721 W Queens St. • Instant fully integrated accounting $500-$1000; Additional data fields in existing data users per month. Software Broken Arrow, OK 74012 • Broad Range of Aviation Specific functions for all types entry screens—typically from $250-$1000 ------of aviation businesses ------Available via Subscription. For all types and sizes of general Web Address: • World Class 24/7 Tech Support No Separate Modules; service available by package ------aviation businesses www.TotalFBO.com • Multi Module, Multi Level Support only. Check or Credit Card, free shipping, payment at ------• All the options you need to run your business ------time of order Total FBO has been in production Traci Lynch, Sales Mgr. ------Users can export data to Excel with the same owner since 1987 [email protected] Internet Based; not limited to Windows—supports Phone: 800-359-9804 Mac and Linux browsers as well (DSL or better internet connection required)

Wintouch FBO Touchtone Corporation Key Features include: Typically, Wintouch is fully customized to each Pricing is based on the number of concurrent 3151 Airway Avenue • Integrated with most standard available office customer’s existing business processes within users and the amount of additional For: FBOs of all sizes. Suite I-3 software systems their business, applications on their IBM AS/400 customization needed. Costa Mesa, CA 92626 • Completely custom integrated for each customer’s and their need for GUI access to that information, ------Smaller organizations like the unique enterprise system and additional answers or solutions using that Annual licensing fee, based on concurrent concurrent licensing which allows Web Address: • Graphic dashboard information. Also, unlimited customizable reports are users, allows full access to live support. for shift scheduling or nominal users www.Wintouch.com/fbo.htm • Unlimited custom reports; package tracking using URL available to each individual user. to use the same concurrent license. ------scripts ------One of our FBOs particularly likes Juli Korneychuk • Quick access to “Green Screen” emulation from a PC Wintouch handheld runs on IBM Websphere and that they can track planes by tail Marketing Manager ------offers full access to all of the information and tools numbers, keeping the service record [email protected] Platform requirements--For Clients: PC, Mac, Laptop, Web that Wintouch has to offer. intact should the plane be sold or 714-755-2810 or or 800-786-8663 browser, or PDA/Cell Phones. Server: IBM System i™ The next upgrade (after 7.0) will offer IP Telephony transferred to another account. (Toll Free USA only) (formerly: iSeries or AS/400); but there is an additional degree of customization for each customer based on their telephone service. Wintouch users include freight Operating System Requirements--Windows, Mac OS X, or ------forwarding companies, auto Web browser. Server: OS5 or OS6 Wintouch is integrated to Microsoft Outlook, Word parts companies, membership and Excel, Lotus Notes, and Thunderbird email. organizations, credit companies, Wintouch is customized to each customer’s other insurance companies, publishers, LOB (line of business) applications running on the manufacturing companies, and customer’s AS/400. Many ERP integrations are more, in addition to FBOs. available including JDE, MACPAC, MAPICS, CMS, Wellington-Royce, DCS Transport & Logistics and many homegrown AS/400 programs. Costs vary accordingly.

own AS400 server. are now more intuitive. Also, it more fully inte- Wintouch FBO can be easily customized to the grates Microsoft Outlook, Word and Excel, Lotus user’s personal business practices. Touchtone works Notes, and Thunderbird email. with each customer to tailor the software to indi- Touchtone Corporation is in the process of in- vidual requirements, such as maintenance tracking corporating customer relations management data by aircraft tail number, down to the individual line capabilities into Wintouch FBO, given the fact that item. As another example, FBOs involved with char- more FBOs are developing service packages based ter or flight training can have the software custom- on the profiles of frequent, individual customers. ized to include aircraft scheduling, tracking of pilot Wintouch FBO is made available by license for licenses, and training currency. each concurrent user. In addition, there is an an- In its latest release, Wintouch FBO Version 7.0, nual subscription fee that covers service support, the system offers a Graphic Dashboard to display software updates, and new releases. custom reports in pie chart, bar graph, or tabular view with a single click. Wintouch 7.0 also provides a complete redesign of graphics and icons, which

Aviation Business Journal | 4th Quarter 2007 51 March 17-20 Dallas, Texas

Plan to attend the only annual conference designed exclusively to improve the performance and profitability of your FBO. Developed for leading FBO executives and managers, the 2008 NATA FBO Leadership Conference features nationally recognized experts to provide you with the latest intelligence, tactics and strategies to maximize your FBO’s business success. Anyone interested in the best management of FBOs must attend, including FBO owners, CEOs, presidents, general managers, FBO department managers, managers-in-training and senior staff of airports offering FBO services.

Conference Topics • The Flawless Execution Model—Afterburner Seminars • Implementing a Customer-Centric Strategy • Maintenance Management • FBOs of the Future—What will they look like? Who will they serve? Will you still own one? • Developing Executive Leadership • Industry Standards for Maintenance Professionals • Regulatory/Legislative Update • Measuring Management Performance—The Truth Behind the Numbers! • New Pilots and Technicians: Where Will They Come From? • FBO Best Practices Networking Lunch • Chairman’s Party and Dinner • The New PLST Online • Aviation Industry Expo • President’s Golf Tournament, Awards Breakfast, and much, much more!

Go to www.nata.aero/events for more information or to register. National Air Transportation Association • 4226 King Street • Alexandria, VA 22302 • (800) 808-NATA

FBOLC08.indd 1 12/17/07 2:41:57 PM March 17-20 Dallas, Texas

Go to www.nata.aero/events for more information or to register. National Air Transportation Association • 4226 King Street • Alexandria, VA 22302 • (800) 808-NATA

FBOLC08.indd 1 12/17/07 2:41:57 PM

NATA’s Safety 1st PLST Goes Online Line service specialists play a critical, front line role. Ab initio and recurrent training—so important to their success—is about to take a great leap forward. hat is the best way to train, and recurrent- duced a new “TV” edition of PLST. NATA purchased ly train, the men and women out on the ATI’s PLST in 2000, improved it again, and subse- tarmac who marshal, fuel, and manage quently rolled it under the NATA Safety 1st brand of the general aviation aircraft, crew, and line service offerings. Wpassengers that are the lifeblood of any FBO? That version of the training currently is used by The answer is about to change. For some time, more than 900 FBOs and thousands of line service NATA’s Safety 1st Professional Line Service Training specialists across the United States and internation- (PLST) program has set the standard for line service ally, and took more than two years to produce. The training, and not by accident. AMR Combs created program encompasses nearly six hours of training, the first training program for line service specialists incorporating full-motion video with state-of-the-art in the mid-1980s. With the advent of video in the computer graphics. It offers clear, close-up video to late-1990s, the Aviation Training Institute (ATI) pro- Continued on page 56

Train Anytime, Anywhere Safety and customer service are high on any FBO’s priority list. PLST Online provides training to address those issues and much more 24 hours a day, 7 days a week. Line service supervisors can conduct the new PLST Online training anytime and from anywhere. The self-paced quality of online training reduces stress by allowing students to personalize the timing of their program. Training, particularly PLST Online, provides a win-win scenario, as trained line service technicians have increased confidence, motivation, and sense of value as well as greatly improved safety records. FBO management benefits from increased employee retention, productivity, and overall organizational safety.

Aviation Business Journal | 4th Quarter 2007 55 PLST Goes Online Continued from page 55 Interactive Training Elements PLST Online features interactive elements to energize your line service training program and motivate your employees. Videos, quizzes, photos, illustrations, and animation add to the learning experience and aid retention. The fuel module depicted here teaches students how to identify fuel products, understand fuel additives, and correctly classify piston, turboprop, and jet aircraft using several of the interactive elements, including detailed illustrations.

provide detailed images of refueling, towing, and safety tasks. PLST is the only training program of its kind with aircraft specific procedures. The original program included nine training modules covering all aspects of the line service specialist’s responsibilities. In early 2003, a tenth module on aviation security was produced by NATA to assist member FBOs with ramp security training. But the times, and the technologies, change. Over the past year and a half, NATA has worked behind the scenes to dramatically update and improve the third generation of PLST for online delivery, incorporating for the first time a state-of-the-art learning management system to track, all produced for NATA by Avstar Media of Dallas, Tex. Online training has many advantages over conventional video training. In short, online training is the most effective way of delivering training to a large number of people at the lowest cost, for many reasons. • PLST Online happens at the student’s and FBO’s convenience—any day, any time, all year, when the student and the FBO have the time. • PLST Online is available everywhere there’s web access. • PLST Online is highly interactive and thus more effective as a training tool. • PLST Online will always be current, as online training will be updated by NATA on a rolling, permanent basis.

56 Aviation Business Journal | 4thth QuarterQuarter 20072007 Less Paperwork, More Productivity PLST Online introduces pop quizzes into the program to enhance retention and prepare the students for the corresponding module exams. Dynamic exams randomize question selection and presentation. No two exams are alike. One of the most exciting features of online training is the elimination of tedious paperwork due to electronic score recording. Supervisors can easily track the status of students in every phase of training. Less paperwork means more productivity for your line staff and more profitability for your FBO.

• PLST Online is highly measurable, as each “page,” quiz, and test are automatically tracked as completed and, where applicable, scored. Compre- hensive reporting ensures that supervisors can keep an objective eye on their student’s progress. • PLST Online is cost effective, as your training budget goes directly for training only, not ancil- lary costs. • PLST Online is the most effective way of engag- "Maintenance Productivity ing the unsupervised learner. More participation has never been higher + more enthusiasm = greater learning success and Inventory and a better performing FBO. never more accurate." Online training, if done well, can deliver measur- Cary A. Winter - Executive Vice President, North American Jet able results that bring a real return on investment. CORRIDOR Aviation Service Software is designed for our industry. Designed for your business. It works with your business processes NATA adopted a very aggressive and innovative to improve safety, costs, and efficiency. approach to the development of online training, ac- Our Industry Your Business cording to NATA Director of Safety Amy Koranda. FBOs Work Orders “When we began this project, much of the online Repair Stations Line Service Operators Rotables training we reviewed struck us as, well, dull,” she MROs Inventory Refurb Shops Part Sales said. “It was not truly interactive. More often than R&O Compliance not it resembled black-and-white slides with just Fixed Wing Accounting Integration Rotor Quoting... and more! black text on white backgrounds.” “We wanted a different approach,” she said. “PLST covers a lot of fascinating information, and we C RRIDOR needed it to tell an exciting story in an exciting way. Aviation Service Software We think that we’ve accomplished that.” Developing online training for line service spe- Ask Around. See who's talking about CORRIDOR. Then contact us for a www.corridor.aero cialists involved creating new storyboards for each demo, and let us show you how CORRIDOR will impact your business. 512.918.8900 Continued on page 58

Aviation Business Journal | 4thth QuarterQuarter 20072007 57 PLST Goes Online Continued from page 57

lesson highlighting hundreds of learning concepts, learning experience and increase comprehension. professional narration, compelling images, animat- What better way to convey complex and, at times, ed graphics, and interactive presentations. “It also dangerous and detailed procedures, such as dealing takes a lot of creativity to do well,” Koranda added. with a fire or towing a Gulfstream V? Given their history in the development of prior New to the program and unique to PLST Online versions of the training, Koranda said that R. Bis- are frequent pop quizzes throughout the lessons gard Aviation Consulting was the obvious choice to that reinforce concept retention before reaching help review each new online storyboard for content the end of the modules and the exam. What’s more, prior to lesson development. “Avstar Media’s talent- random exam questions are selected from a bank of ed developers then took these storyboards, added questions so each exam is unique, taking away the their insights on interactive learning, and created a drudgery of the same exam every time you conduct new program,” she said. training. Throughout the development process, NATA The cumbersome paperwork and record keeping member input has been integral. The draft lessons that goes along with any training has been automat- were reviewed by NATA staff and a team of skilled ed to the point where every line service specialist’s industry professionals through weekly webcast progress can be determined with just a click of the sessions. These expert industry supervisors and mouse. trainers, who work the line every day, provided real “When NATA purchased the ATI program, we world know-how to fine-tune a dynamic line service promised to enhance the training and keep it fresh,” training experience. Lessons were also reviewed by Koranda said. “Each year we have delivered on this NATA staff advisors for graphic and technical con- to provide exceptional training options. With PLST sistency. online, training updates and improvements will be As a result, the new Safety 1st PLST online training immediately available to all participants. It’s one of provides consistent, up-to-date, and convenient train- the most unique and intriguing benefits NATA has ing. Lessons incorporate multimedia applications rolled out to date.” such as full motion video and images to enhance the

Put Safety 1st Safety 1st is not only a name, it’s a culture. PLST Online incorporates safety messages, warnings, and procedures in every module. Ultimately, this prevents injuries and damage and saves money. Special attention is also given to the latest government and industry rules and regulations to keep your staff informed.

58 Aviation Business Journal | 4thth QuarterQuarter 20072007 A Learning Framework Clearly defined goals at the start of each lesson provide a framework for learning. Online content is consistent, incorporates industry best practices and standards, and is easily updated. The updated module lessons teach not only the how, but the why to line service excellence.

Added Training Online training allows for a range of additional content, including summaries, checklists, and related articles. New content will be added regularly. The next planned phase will incorporate an industry first: aircraft- specific procedures.

Aviation Business Journal | 4thth QuarterQuarter 20072007 59 NEWS

Foundation Scholarships Are the Gift That Keeps on Giving he National Air Transportation Founda- tion (NATF) awards financial assistance and encouragement year after year to scholarship applicants in pursuit of general aviation Tcareers. We hope you take advantage of the many offerings available and want to highlight a special day-to-day business of running a successful FBO. scholarship directed to NATA members. Discussions will include tips on developing favor- NATA’s Business Scholarship is dedicated to able leases with an airport authority, negotiating promoting safety, professionalism, education, and favorable agreements with a fuel supplier, decreas- training as a means for individuals to advance their ing credit card interest rate charges, lowering insur- careers. The annual NATA Business Scholarship ance premiums, dealing with regulatory issues, and Award, in the amount of $2,500, is for continuing building long-term profitable customer relation- education for employees of NATA member com- ships. This is not a complete list, but it gives you an panies. All applicable studies should be directly idea of the material that will be covered. related to furthering the skills applicable to working Adding to the intrigue, NATA will offer the first at an FBO, charter company, maintenance facility, seminar at sea, onboard a cruise ship destined or flight school. for the Bahamas, October 23-26, 2008. We highly Applicable training includes aviation mainte- recommend that all FBO owners, managers, general nance program under the aegis of Part 147 or 65, managers, supervisors, and entrepreneurs attend. any pilot certificate or rating under Part 61 or 141, It’s a great way to combine business with pleasure and any aviation-related two-year, four-year, or for one all-inclusive price. graduate degree program at an accredited college or Specifically, the cruise ship is the Carnival Sensa- university. tion, which sails from Port Canaveral, Fla. Partici- Scholarship applicants must be age 18 or older; pants should fly into Orlando, where shuttle buses be nominated and endorsed by a representative of will take them to the port. a Regular or Associate NATA member company; Boarding on Thursday, October 23, takes place possess a Student Pilot certificate (or higher) with between 12:30 to 2:30 p.m., and the ship sails at 4 a third-class medical certificate, if applying for pilot p.m. An open bar and hors d’oeuvres party in the certificates or ratings; and demonstrate a commit- evening welcomes everyone aboard. ment to general aviation. The ship docks in Nassau (Paradise Island) in For our Aviation Business Journal readers, we are the Bahamas on Friday at 10 a.m. and will remain extending the deadline for submitting applications docked until 5 a.m. on Saturday. The seminar will to February 29, 2008. For additional details and a be held in sessions on Friday and Saturday. Satur- scholarship application, go to www.nata.aero. Don’t day will be a “fun day” at sea with lots of activities, miss an opportunity to reward your deserving staff. a formal dinner, and midnight buffet. The ship It is truly a gift that will change their lives. returns to Port Canaveral at 9 a.m. Sunday, where buses will return participants to the airport. How to Build a More Conveniently, passports are not currently required for cruise ship travel. Security is tight and Successful FBO—Cruise into 2008 immigration is very involved with cruise ship arriv- ATA is rolling out a new seminar in 2008, als, so you will need a birth certificate and driver’s one that will unveil the secrets to running a license. This may be subject to change when the cutting-edge business that maximizes FBO new passport cards become available. (The cruise profits. Running and managing a fixed base line recommends carrying a passport if you have Noperation is a very demanding business. It not only one in the event an emergency arises and you must demands a strong business sense, it also requires return by air.) motivated and loyal employees, targeted marketing, Reserve your spot while there is still space avail- and creative negotiating skills. able! Visit www.nata.aero for more detailed infor- This new seminar, sponsored by Wing Aero mation. You will be amazed at the affordable rates Products, will deal with real-life scenarios in the while you cruise and learn.

60 Aviation Business Journal | 4th Quarter 2007 NEW NATA MEMBERS

Associate Affiliate • Alaska Central Express, Inc. • Cockrell Resources, Inc. Mike Bergt Wayne S. Shellenberg • Alcorn Christie Insurance Agency • Air Taxi Association (ATXA) President Director of Operations Mark D. Christie Joe Leader 5901 Lockheed Ave. 7930 Airport Blvd. President President Anchorage, AK 99502 Houston, TX 77061 110 Roessler Road 2 Ravinia, Suite 500 (907) 334-5100 (713) 454-1400 Suite 200 C Atlanta, GA 30346 Fax: (907) 245-0243 Fax: (713) 649-6742 Pittsburgh, PA 15220 (770) 353-0747 [email protected] [email protected] (412) 563-7828 Fax: (404) 551-5337 Fax: (412) 563-7833 [email protected] • Alaska Rainbow Lodge • Flight Partners Inc. [email protected] Ron Hayes Andrew Demond • City of Famington, New Mexico Lodge Owner CEO Rod Hunt • Avgroup Inc. P.O. Box 10459 2801 E. Spring Street Jeff Meek Director, General Services Department Fort Worth, TX 76114 Suite 264 Director of Marketing 800 Municipal Drive (817) 236-1002 Long Beach, CA 90806 3453 Pierce Drive Farmington, NM 87401 [email protected] (866) 463-5946 Atlanta, GA 30341 (505) 599-8221 [email protected] (770) 454-7500 Fax: (505) 599-8219 • AMATS, Inc. Fax: (770) 457-8563 [email protected] Giovanny Arias • Flying Partners, LLC [email protected] P.O. Box 243234 Joseph Linero • Plymouth Municipal Airport Boynton Beach, FL 33424 Owner Tom Maher • Bose Corporation (561) 542-0953 49 Miry Brook Road Matthew Ruwe 246 So. Meadow Rd. [email protected] Danbury, CT 06810 145 Pennsylvania Ave., MS 271 Plymouth, MA 02360 (800) 249-1425 Farmingham, MA 01701 (508) 746-2020 • Ameriship Corp. [email protected] [email protected] [email protected] Eric Kranert President • H & H Avionics Inc. • Commission on Accreditation of • Sky River Management P.O. Box 814 Rocky Hughes Steven Tuoto Medical Transport Pompano Beach, FL 33061 President Controller Eileen M. Frazer (954) 410-3549 P.O. Box 4307, Henry E. Rohlsen Ap 2275 Corporate Circle, #280 Executive Director Fax: (561) 347-8842 Kingshill Henderson, NV 89074 P.O. Box 130 [email protected] St. Croix, VI 00850 (702) 990-6083 Sandy Springs, SC 29677 (340) 513-1447 (864) 287-4177 [email protected] • AMW Aviation Management Jake Wildman Fax: (340) 778-5352 Fax: (864) 287-4251 [email protected] [email protected] Chief Pilot Regular 2508 Airport Dr. • Infrared Concepts Corp. • Cooling & Herbers, P.C. Ames, IA 50010 Stan McDougall James E. Cooling • ABS Aviation Management Services, LLC Michael A. Hodges (515) 321-2895 CEO & COO President & CEO [email protected] 145 S. Orlando Ave Suite 321 1100 Main Street, Suite 2400 Manager 10014 N. Dale Mabry Hwy. • Brandywine Aviation, Inc. Maitland, FL 32751 Kansas City, MO 64105 (407) 629-8485 (816) 474-0777 Suite 101 Samuel Ganow Tampa, CA 33618 President Fax: (407) 339-2029 Fax: (816) 472-0790 [email protected] [email protected] (813) 269-2525 12A Lindberg Blvd. Fax: (813) 269-8022 Coatesville, PA 19320 • Majestic Jet, Inc. • Hawthorne Corporation [email protected] (610) 384-8450 Matt Franzak Dean Harton • Advanced Air LLC [email protected] Owner President 1100 Lee Wagener Blvd., #327 6543 Fain Street Rick Hill • Burgess Aircraft Management LLC President Mark Burgess Ft. Lauderdale, FL 33315 Charleston, PA 29406 (954) 359-7621 (843) 553-2203 3732 W. 120th Street Manager Hawthorne, CA 90250 P.O. Box 10664 Fax: (954) 359-7620 Fax: (843) 483-5062 [email protected] [email protected] (310) 644-3344 Springfield, MO 65808 Fax: (310) 644-9344 (417) 863-7770 • Mike Boal Designs • MyFBO.com [email protected] Fax: (417) 863-7771 Cheryl Ann Janke Paul Liepe • AirO Inc. [email protected] CFO President 16101 N. Saticoy St. 926 Main Street Charles A. Hill • Capital Jet, LLC FBO and Facilities Manager Frederick Credno Van Nuys, CA 91406 Danville, VA 24541 (818) 376-1606 (434) 793-6800 800 West Perimeter Road, #A Managing Member Renton, WA 98057 44081 Pipline Plaza Fax: (818) 376-1952 Fax: (206) 350-4028 [email protected] [email protected] (425) 271-8447 Suite 205 Fax: (425) 271-8442 Ashburn, VA 20147 • Murray Aviation, Inc. • The Planning Solutions Group, Inc. [email protected] (703) 729-1606 Edward Murray Michael Ryan Fax: (703) 729-1846 President President • Alaska Cargo Service Don Darden [email protected] 8751 Millcreek Dr. P.O. Box 2168 East Amherst, NY 14051 Georgetown, FL 78627-2168 Owner P.O. Box 251 (585) 230-9462 (512) 966-6340 [email protected] [email protected] Dillingham, AK 99576 (907) 842-2400 Fax: (907) 842-1540 Continued on page 62

Aviation Business Journal | 4th Quarter 2007 61 New Members Continued from page 61

• Nuvont, Inc. • Rare Aircraft Ltd. • Western Air Charter LLC • White Rose Aviation, Inc. Jim Kelly Roy Redman Ed Johnson Martin Cooper President President/General Manager Owner President Peachtree City Falcon Field Airport 3431 West Frontage Road 7338 Pacheco School Road 1512 Perimeter Road, Suite 111 1130 Echo Ct. Owatonna, MN 55060 Redding, CA 96002 PBIA Peachtree City, GA 30269 (507) 451-6611 (530) 222-5255 West Palm Beach, FL 33406 (770) 487-7426 Fax: (507) 451-1904 Fax: (530) 222-5588 (561) 689-3231 Fax: (770) 487-0845 [email protected] [email protected] Fax: (561) 689-3282 [email protected] • RB Aviation LLC • Western Jet Aviation, Inc. [email protected] • Pilot’s Choice Aviation, Inc. Bill Lepper Allen Eggers Beth A. Jenkins Director of Operations CFO President/Chief Flight Instructor P.O. Box 1508 16654 Soledad Canyon Road, #334 209 Corsair Drive Whitefish, MT 59937 Santa Clarita, CA 91387 Georgetown, TX 78628 (406) 862-8871 (661) 294-9400 (512) 869-1759 Fax: (208) 441-7644 Fax: (661) 294-9015 Fax: (512) 863-5956 [email protected] [email protected] • Sandpiper Air, Inc. • Precision Aviation Inc. Cathy Ingraham Robert Schmidt Customer Service Manager President 1513-1529 Airport Road # 6 Aviation Center Drive New Bedford, MA 02746 Rontoul, IL 61866 (508) 991-7660 (217) 892-2121 Fax: (508) 999-7557 Fax: (217) 893-4587 [email protected] [email protected] • Scenic Mountain Air • Premier Flight Center, LLC Lura Kingsford Gary Ciriello President Managing Member P.O. Box 4 58 Lindbergh Drive Moose Pass, AK 99631-0004 Hartford, CT 06114 (907) 288-3646 (860) 724-2245 Fax: (907) 288-3647 Fax: (860) 724-2425 [email protected] [email protected] • Skyline Jets, LLC • Pro Aire Cargo & Consulting, Inc. Thomas A. Feiffer Advertiser Index Tracy Schoenrock Chairman & CEO 360 Check 62 President 1100 Lee Wagener Blvd., Suite 212 Air BP Aviation Services Back cover 1345 Maricopa Drive Fort Lauderdale, FL 33315 Oshkosh, WI 54904 (954) 376-6111 AirSure Ltd. Inside front cover, 54 (920) 410-1472 Fax: (954) 208-0715 Aircraft Technical Publishers 4 Fax: (920) 235-3619 [email protected] Avfuel Corporation 3 [email protected] • Smail Aviation Inc. Chevron Global Aviation Inside back cover Professional Pilot Services Inc. David Hall • ConocoPhillips Company 14 Darryl Gaughan Director of Operations President Route 30E, P.O. Box 1200 Corridor 57 178 Fox Lane Greensburg, PA 15601 Cygnus Expositions 16 Northport, NY 11768 (724) 838-7444 ExxonMobil Aviation 6 (631) 261-2507 Fax: (724) 830-8025 Fax: (631) 261-2507 [email protected] Hartzell Propeller Service Center 40 [email protected] • Stark Airways, LLC The Hiller Group 13 • ProJet Aviation Thomas Landis Horizon Business Concepts 20 Shye Gilad Chief Pilot KaiserAir 42 CEO 5430 Lauby Road 509 Airport Road Hangar 27 Midcoast Aviation, Inc. 24 Winchester, VA 22602 North Canton, OH 44720 NATA FBO Leadership Conference 52 (540) 722-2261 (330) 417-1742 NATA IC Check 35 Fax: (540) 722-9380 Fax: (330) 305-1079 NATA Sustaining Members 18 [email protected] [email protected] NetJets 17 • Quality Air Services, Inc. • Tradewind Turbines Corporation Annie Rossmiller Larry L. Boyd Prime Turbines 56 Bookkeeper General Manager PIM Aviation Insurance 8 5301 Longley Lane, B-39 P.O. Box 31930 R. Dixon Speas Associates 37 Reno, NV 89511 Amarillo, TX 79120-1930 (775) 826-8206 (806) 335-1400 SevenBar Enterprises 38 Fax: (775) 826-8706 Fax: (806) 335-1536 Signature Flight Support 23 [email protected] [email protected] TAG Aviation 27 Transportation Safety Apparel 36 USAIG 10 XL Specialty Insurance Company 9

62 Aviation Business Journal | 4th Quarter 2007 Keeping customers and passengers aloft requires a rock-solid business foundation. And no supplier is more stable and reliable than Chevron Global Aviation. Only a company like Chevron can provide such a high level of service to a broad range of constituents from general aviation investors, to corporate pilots, FBOs of all sizes, even weekend sport pilots. Chevron Global Aviation offers a network of over 750 FBOs, and a consistently reliable supply of high quality fuels thanks to our reﬁ nery and transportation infrastructure. Because at Chevron Global Aviation, we know it’s about more than just a good ﬂ ight. It’s about good business. For more information, visit us at www.chevronglobalaviation.com

The only thing better than heading into the blue, is knowing that there’s a blue-chip company behind you.

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