Aviation Business Journal Third Quarter 2011 - (Page 31)

A Changing FBO Business Model Continued from page 29 Here is a short checklist to consider moving forward: ■■ Stabilize your selling prices and your margins. Don’t be all over the place. Customers will notice and your employees will be confused. ■■ Use a consistent discount program that is easy to understand for the FBO and your customer — and stick to it! ■■ Don’t discount your hangars. Make sure you know the true cost of your real estate. ■■ Don’t give away all your other services unless you get the ‘right’ fuel sale that protects your margins. More fuel sold equals more ‘free’ services. No fuel sale; customer must contribute to your revenue. No one can predict the future of the FBO business, but it is possible high fuel prices are here to stay which, out of necessity, will cause change to the way we do business. It’s how we prepare ourselves for this change that’s important. By developing our own consistent approach to our FBO business model, we can make ends meet before someone else decides to move the ends for us. Lets us know your thoughts — email us at jenticknap@bellsouth.net or thejacksongroup@earthlink.net 922 Waltham Street, Suite 101 Lexington, MA 02421-8019 781.863.1600 info@rdixonspeas.com www.rdixonspeas.com 55 Years Consulting to Aircraft Operators, Airports, MROs, FBOs & Manufacturers • ACSF IAS Accredited Audit Company • IAS & SMS Development Assistance • Comprehensive Safety & Compliance Audits • IS-BAO Certification • Operational Improvement • Maintenance Management • Strategic Planning • Market Studies & Forecasts • Feasibility Studies • Aircraft Suitability Analysis • Management Recruitment About the Authors. Note: John Enticknap and Ron Jackson are the primary facilitators for NATA’s FBO Success Seminar Series. The next FBO Success Seminar, Fuel Summit 2011, is scheduled for November 8-10 in Atlanta, GA. Go to www.NATA.aero for details. John L. Enticknap John Enticknap founded Aviation Business Strategies Group in 2006 following a distinguished career in aviation fueling and FBO management including President of Mercury Air Centers network of 21 FBO locations. He is an ATP and CFI rated pilot with more than 7,800 flight hours and is the author of “10 Steps to Building a Profitable FBO”. John developed NATA’s acclaimed FBO Success Seminar Series curriculum and writes an industry blog for AcUKwikAlert.com titled The FBO Connection. Ron R. Jackson Ron Jackson is Co-Founder of Aviation Business Strategies Group and President of The Jackson Group, a PR agency specializing in FBO marketing and CSR training. He has held management positions with Cessna Aircraft and Bozell Advertising and is the author of “Mission Marketing: Creating Brand Value” and co-author of “Don’t Forget the Cheese!” the ultimate FBO Customer Service Experience. Ron co-developed NATA’s acclaimed FBO Success Seminar Series curriculum and writes an industry blog for AcUKwikAlert.com titled The FBO Connection. Aviation Business Journal | 3rd Quarter 2011 31 http://www.rdixonspeas.com http://www.NATA.aero http://www.AcUKwikAlert.com http://www.AcUKwikAlert.com

Table of Contents for the Digital Edition of Aviation Business Journal Third Quarter 2011

Aviation Business Journal Third Quarter 2011

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