Charter Broker

ISSUE 3 OCTOBER 2009

MEDEVAC

IAC examines Middle East potential

Plus a round-up of cargo, passenger and business air charter news

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FOR PROFESSIONALS IN CHARTER FLIGHT PROCUREMENT

ISSUE 1 JUNE 2009 ISSUE 3 OCTOBER

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ISSUE 3 OCTOBER 2009

MEDEVAC

IAC examines Middle East potential

Plus a round-uP of cargo, Passenger and business air charter news

Hugh Courtenay, International Air Charter ceo, is exploring the possibility of medevac in conjunction with a quality Swiss operation.

Story page 12.

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nswering the telephone is important, I’ve always thought. So ever since our little publishing company was first established 25 years ago we have always aimed to greet callers with a cheery “can I help you?”

Of course it is important that this is a proper question, and not simply a scripted greeting. To have a chance of success any business must be genuinely interested in the needs of its customers.

It seems to me that this is nowhere more true than in the realm of charter broking. The effective broker will be an expert friend, an advocate and a skilled buyer. Like the very best method actors he will become immersed in this role, taking the part of his customer in securing services, and spending the client’s money as carefully as if it were his own.

Most of the time this will be second nature to us all, but occasionally it pays to sit back and think more carefully about what exactly it is that our

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October 2009

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clients want, especially when the marketplace is changing rapidly. Do they really want to do more online? Are they becoming more price sensitive?

It always pays to ask. In fact, if you have not recently called your most important clients for a cosy chat about whether your service is working well for them, and what you could be doing differently or better, then this might be a good time to do so.

That’s what I’m going to do right now! Here at Charter Broker we have started work on the next generation of our web site, and we want to make sure it has features which brokers will find interesting and valuable in their day-to-day work.

We have some ‘cool’ ideas already, but really need your suggestions.

Please do drop me a line and tell me what sort of information you find hardest to locate. We’ll do our best to help you.

David Wright david@charterbroker.aero

CONTENTS FEATURES

Broker News

New operations need to make careful diagnosis on medevac

Travcon enjoys rising enquiries and G-V success in a competitive market

Medical repatriation is a big global market but air charter brokers may struggle to do large volumes of business. Charter Broker examines ways in which to gain and expand a market share.

Page 6

ASA wins private charter and security contract for tropical island

Page 12

Charter Service Niklas skills in demand after cargo world record

Industry News

Brokers convert Rugby World Cup demand into advance bookings

Page 23

JavaJet Asia predicts growing Asia Pacific demand for international private charter

Sporting events big and small bring great opportunities for brokers and charter operators to build up order books.

New ceo takes up global challenge for Rizon Page 20

ABA rebrands on-demand air charter services

For advertising rates and data visit www.charterbroker.aero Charter Broker

news from BACA

Brokers dream of greater aircraft choice W

The world’s largest network for air charter professionals BACA represents the interests of commercial aviation companies particularly in the air charter industries and markets.

Membership includes air brokers, charter airlines, airports, business aircraft operators, freight forwarders, consultants and others. www.baca.org.uk

Charter Broker

e first heard of ‘green shoots’ around six months ago. It was hogwash then, and maybe it’s hogwash now, but there are hints that we might be hauling ourselves out of the financial quagmire.

Nobody really knows how or when, but there are theories. The shape of the graph varies from the Bathtub (or Canoe), Soup Bowl or Saxophone – to letters of the alphabet – U, V, W or the alarming L. A quick straw poll of brokers suggests that phones are ringing again (or inboxes filling up) but this renewed interest doesn’t necessarily convert into fixtures yet. It’s encouraging how the broker community is weathering the storm, with only a handful of names falling by the wayside, although in many cases hard decisions had to be made regarding infrastructure and staffing to keep the boat afloat.

In the hope that it’s now safe to stick our heads over the parapet and look at the damage, it’s not clear what kind of industry we could emerge into, and what products will be available on the shelf for the broker to sell.

IATA has taken an increasingly pessimistic view of the future, having recently revised its global forecast downwards, indicating airline losses in 2009 up from the previous guess of US $9 billion to US $11 billion. They say that airline revenues will not return to 2008 levels until 2012 at the earliest. That may sound unduly gloomy, but it’s worth remembering that this reflects the opinions of the airlines themselves, and they have no obvious reason to lie.

In contrast, Boeing (whose figures may be more speculative) predicts 2010 as a year of recovery, and says that cargo levels should return to ‘normal’ – whatever that is. The future is less certain for Boeing’s 787 Dreamliner, currently more than two years late and even its 747-8 is running a year behind.

Airbus, as you might expect, is equally bullish.

They say that air freight will grow by more than 5% per year for 20 years, and predict a global demand for nearly 25,000 passenger and cargo aircraft during the same period, partly due to replacement of ageing airframes, the increasing impact of noise regulations, the desire for greater fuel economy, and the move towards larger aircraft to handle route growth and airport congestion. They describe aviation as a ‘growth industry’. Well, the only way is up.

For many of us humble brokers, Dreamliners will always remain the stuff of dreams, and the real action takes place lower down the food chain.

Without intending to be unkind, one could start by looking at the former Soviet fleet, which is largely doomed. Many of the Ilyushin IL-76 and smaller Antonov cargo aircraft are already pushed out onto the grass, and it’s a reasonable bet that the rest will join them soon. Most Tupolev airliners have a grim outlook too. When even Iran and Nigeria won’t use a type, you know the end is nigh.

The only bright spot (apart from the handful of Stage 4 IL-76s) is the Antonov An-124, which still satisfies the authorities worldwide and has very strong market demand. But, despite skip-loads of words, promises and reports, there is no concrete evidence of what will happen to this aircraft. Will the production line be reopened? Will its life be extended? These vast and magnificent machines are working hard and the clock is ticking. As they timeexpire, there is nothing realistic even on the drawing board to replace them. Air cargo could end up creating a vibrant new market and be unable to provide a platform to serve it.

Operational lifespan ends when the cost of maintaining and flying an aircraft exceeds the revenue you can earn from it. Even the word “ageing” can be misleading because it is usually not age, but economics that makes the decision. Of course in some cases it’s the aviation authorities that decide when a type should be withdrawn from service, and that can lead to some rather bizarre sweeping decisions at times.

Factors such as corrosion and engine economics play a vital part in deciding when replacement is due, although re-engining doesn’t seem to be as popular as it once was. The DC-8 and Boeing 727 – both rejuvenated by retrofitting a new engine – are effectively only viable when used as trucks (although it’s a credit to them that they are both still in use), and the Airbus A300 and B737-300 are starting to appear in that role too.

At the smaller end of the market, whatever happened to the swarms of VLJs that were supposed to be darkening our skies? Announced with great fanfare three or four years ago, the operators who proudly claimed orders of 30 or 40 had to trim back expectations. Some are no longer around and some manufacturers have gone through the mangle too.

So it seems that only the corporate jet market might still be recognisable five or ten years from now. But forecasting is a very risky game these days, so perhaps we just have to wait and see how the resilient broker community handles the future. Let’s hope there’s something left to sell.

Dick Gilbert, chairman, BACA OCTOBER 2009

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broker news

ASA wins private charter and security contract for tropical island

The Travcon family team: Tobias, Jaël and Philipp Zürcher

Travcon enjoys rising enquiries and G-V success in a competitive market Family-run Swiss-based Travcon Charter Brokers, which is exclusively marketing a Gulfstream G-V, reports a general rise in enquiries after good months in August and September. “On the G-V we hope to sell approximately 400 hours this year,” says sales director Tobias Zürcher.

However, on general business levels he warns: “Though enquiries are up there is a great deal of competition on price so it is too early to talk of a recovery. Our clients range from private individuals to businessmen and from companies to various governments. We specialise in long haul trips and big vvip aircraft such as BBJs, B-757s, B-767s and ACJs.” Travcon, launched in 2002, has selected international representatives and referral arrangements that include a company in the United

States and Amir Nada in Dubai. Zürcher says: “We deal with worldwide enquiries.”

Travcon’s Philipp Zürcher, who is also president of the Majestic Aviation Group, which is developing business from Dubai, the Ukraine and Austria, was seven years md of Travcon, a role now carried out by his daughter Jaël Zürcher.

Philipp Zürcher is developing new business in the United States with Majestic Executive Aviation LLC, Las Vegas, founded in July this year. He is also targeting business from China where a joint venture is under negotiation.

Majestic has expanded its fleet in Europe and the Middle East to include a Challenger 850, Gulfstream 200, Learjet 60, Learjet 40XR, Global 5000, Embraer Legacy, G-550, G-IV SP and a G-V.

ACS Japan boosts cargo and passenger services Air Charter Service (ACS) has opened its second Asian office, in Tokyo, Japan.

Toru Chiba, who heads the Japanese operations, says: “We are able to offer cargo services along with executive and commercial jet passenger services and cater for any charter requirement.”

Charter Broker

Toru, pictured, has been in the aviation and charter industry for more than 18 years and says: “The Japanese market is a large one, which I know well, and we have a great deal of expertise to assist the many other ACS offices worldwide to offer localised charter solutions.”

The ASA Group will provide private charter flights, vip travel and security services for visitors to an exclusive island sited just 600 metres off the north eastern shores of Phuket in Thailand.

It has signed a memorandum of agreement with TGR Group Asia to provide aviation and vip security services at the Jumeirah Private Island.

ASA ceo Simon Wagstaff says: “The island can be reached by helicopter or luxury vehicle and a four-minute boat ride across from the Phuket mainland. This development is something special and our extensive experience taking care of vips means that we can offer visitors the service they will naturally expect.”

In 2007 TGR appointed Dubaibased Jumeirah Group to manage the resort, set to open in 2011.

The island will feature 72 villas each with an infinity pool and jacuzzi, including 16 private estates and 38 private residences.

There will be extensive leisure, spa and fitness facilities, including a freeform swimming pool, a 400-metre private beach, four restaurants and bars. In addition, the resort will offer a tennis court, several boutiques, a business centre and a library.

The development encompasses the entire 70 acre previously untouched tropical island called Koh Raet. Dilokpol Sundaravej, TGR’s development md, says: “Set on 56,000 square metres of private land, the resort will offer spectacular views of Phang Nga Bay to the north, the beaches of Ao Po Bay to the west and white sandy beaches with views of Naka Yai and Naka Noi.” ASA will also provide FBO services to island visitors from its new executive aviation terminal at Phuket International Airport scheduled to open later this year.

ASA will also offer other services including security, aircraft charter, concierge services, overflight and landing clearances and OCTOBER 2009

broker news

IAC sees long-term returns in short haul Middle East business

Koh Raet which will become a private island development customs and immigration.

Wagstaff adds: “Jumeirah Private Island Phuket will enhance Thailand’s reputation as a luxury destination and we look forward to ensuring visitors’ travel experiences are an enjoyable part of their holiday.”

The ASA Group is headquartered in Hong Kong and has bases all over Southeast Asia, as well as in Dubai, the UK and the US. TGR-Asia was formed in 2006 by entrepreneurs with substantial

development experience in North America, Europe and Asia.

Sundaravej says: “Just as the Burj Al Arab is Jumeirah’s flagship hotel in the Middle East, TGRAsia’s private island will be home to Jumeirah’s flagship resort hotel of Asia. The 115-berth marina will provide 24-hour deep water access and will berth up to 100metre mega-yachts. The island will also be the site of 50 private estates owned by some of the world’s most successful people.”

International Air Charter (IAC) reports a rising number of bookings for short regional flights within the Middle East and around Europe. Elie Abdo, managing partner Middle East, says: “Numerous European travellers coming to the UAE, particularly those who have bought properties or invested in elite developments, prefer jet services as being more convenient, time-efficient and cost-effective to reach multiple business and leisure destinations in the Middle East.”

He adds: “Some of the popular Middle East destinations for our chartered flights include Sharm El Sheik, Marrakesh and the emerging favoured destination of Essouira.”

IAC says it has received an increasing number of reservations and repeat bookings for popular business and leisure European destinations including Cote d’Azur, Palma in Spain and Olbia.

“IAC’s portfolio of clients in the Middle East includes members of royal families and ceos while it also serves a growing number of vip visitors.”

The company has round the clock access to more than 50,000 aircraft globally through its Computerised Elie Abdo: short Aircraft Tracking System, which is haul upturn updated automatically on a daily basis.

Private Jet Charter for the Discerning Traveler JavaJet Asia is the leading private jet charter provider in Indonesia. Based in Jakarta, we manage international charters of executive aircraft for Indonesia’s major operator. Embraer Legacy 600, Fokker 100 VIP with 35 seats, Eurocopter 135 and other aircraft are available to fulfill your charter requirements.

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In brief...

Air Partner Freight wins valuable new business Air Partner Freight reports a good response to its drive to increase freight business worldwide.

“It has experienced success in ‘go now’ business from new markets in Eastern Europe following the opening of the German operation,” says freight manager Richard Smith. It is targeting business in Dubai, Paris and its London Gatwick headquarters and reviewing growth potential in India, China, the US and Japan.

Avjet: Clinton mission

Avjet supplied BBJ for Clinton mission Avjet Corporation supplied the BBJ used by former President Bill Clinton for his visit to North Korea to secure the release of two imprisoned American television journalists.

The company, which is headquartered in Burbank, California, says its global presence in Washington DC, Seoul, Dubai, Abu Dhabi, Moscow and other locations helped secure the commission.

Charter Service Niklas skills in great demand after cargo world record Charter Service Niklas reports a flow of business enquiries from companies and forwarding agents after it coordinated the movement of what is billed as the heaviest single cargo item ever sent by air freight.

Frankfurt-Hahn Airport claimed to have made aviation history when a generator for a gas power plant in Armenia, including loading frame, weighed in at a record 189.98 tonnes and was put aboard an Antonov 225, the world’s largest cargo aeroplane.

“The entire cargo item was 16.23 metres long and 4.27 metres wide,” says Bernd Niklas of Charter Service Niklas, who has more than 20 years’ experience in the industry. He worked with General Transport AG on behalf of Alstom AG (Switzerland) on the commission.

Grounded helicopter highlights vital onboard courier services Chapman Freeborn Airchartering (CF) reports rising demand for its On Board Courier (OBC) services amid early signs that the worldwide recession is easing in some sectors. CF coordinated more than 350 separate OBC deliveries

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Before being loaded in Hahn, the generator was transported by ship from Rotterdam to Longuich on the Moselle River and from there it was brought to Frankfurt-Hahn Airport by a heavy load transport vehicle. In order to transport the entire gas power plant built by the Alstom company to Armenia, a total of six flights were required, all from Frankfurt-Hahn Airport and some involving the Antonov 225’s ‘little sister’, the Antonov 124.

Niklas says: “We are specialists in organising difficult and heavy cargoes but this was an exceptional assignment that created worldwide interest and brought us a great number of business enquiries. Clients find our in-depth knowledge of Russian aircraft very useful.”

in 2008 but the company says it believes it will comfortably exceed that figure this year.

One recent example saw Chapman Freeborn’s Fort Lauderdale office combine a light aircraft charter with an OBC operation to deliver four LCD monitors from Florida to Italy to help a helicopter grounded due to technical problems.

A Cessna 402 was chartered for the first leg from Sarasota to Fort Lauderdale with CF’s David Mejia travelling onboard to collect the urgent pieces and take care of the necessary paperwork within an hour of the manufacturer’s facility closing.

On touching down in Fort Lauderdale the time-critical shipment was passed to one of CF’s professional couriers who was immediately dispatched on a

David Mejia: OBC demand growing commercial flight to Italy via New York. The helicopter manufacturer took delivery of the goods at Milan Malpensa airport within hours of making the urgent request. Mejia says: “This OBC operation demonstrates how versatile today’s charter broker needs to be.”

OCTOBER 2009

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broker news Oxygen 4 warns that brokers need to be extra vigilant Broker Oxygen 4 has stepped up its already stringent checks on services provided by suppliers.

Co-director Mark Green says: “The Oxygen 4 team in the office have intensified their flight-watch service and have become even more fastidious with flight arrangements. This is necessary because increasing flights will reach such a level that airports will need to recruit more staff.

Until then, there is an additional workload that needs to be covered by fewer people. With recent redundancies and nonreplacement of staff at airports, brokers need to be extra careful to make sure that the airports and handling agents are coping with the increasing workload.”

With the traditional markets beginning to pick up again Green says: “The industry has been in a period of depression but I consider that we are now in the upwards transition stage between the poorer times and the good times. I sincerely believe that it is now that a good broker will really show their worth to their clients.”

He adds: “A broker is able to handle any number of flights without the risk of overlap, whereas some aircraft providers are adopting a ‘make hay now the sun is beginning to shine attitude’ and this can cause conflicts with flights overlapping and consequently delays if flights for separate clients are scheduled too closely together.”

Green warns: “What we as an industry cannot afford to do is to upset clients who are returning to private charter by providing a sub-standard service.”

Ascent Jet’s director Regis Aldo Main, legal counsel Ingibjorg-Olof Vilhjalmsdottir, customer care specialist Emily Wright and md Carl de Verteuil are looking to work with traditional brokers.

‘New generation broker’ seeks to expand business model in Europe Ascent Jet, which describes itself as a new generation broker, is looking at how to expand its business model and brand recognition throughout Europe.

The Geneva-based company’s Carl de Verteuil says there has been encouraging and increasing interest from operators and traditional brokers in the company’s development of an e-platform. “Clients will receive offers directly online from participating operators and also real-time quote and purchase facility for flights – mostly light and very light jets – for intra-European flights,” he says.

De Verteuil says clients will consult the web site for a trip price estimate. “They will then, in some cases, be able to purchase a flight directly online if an aircraft from a participating operator is flagged as available. In cases where the flight cannot be sold online, the client will receive bids directly to his or her log-in area of the new site.”

Ascent Jet, he says, will work mostly with operators. It will incorporate CharterX in its system.

“But we will have in parallel our own database of aircraft operated by participating operators who will be able to update their availability using a pop-up

availability calendar we will put at their disposal.”

The company might look at entering into franchising agreements with qualified partners, de Verteuil adds.

Ascent Jet, a Swiss company founded in 2006, has British and Swiss management. “We outsource our design and application development work. The original business plan centered around a European Jet Card system, but we also took the decision to build a full e-business application which can be used by clients to get preliminary pricing estimates for any flight itinerary they might be interested in. The various technologies and business in general have evolved since then and the idea of real-time quotes and online purchase for certain well qualified flights was a natural follow-on from the original e-business idea.Now we are using our own user interface and our own database of aircraft into which the aircraft of participating operators will gradually be entered. We will have both an online bidding system for flights that cannot be sold in real-time, as well as quote and purchase system from those flights that qualify for quote and purchase in real-time.”

Subscribe to Charter Broker at www.charterbroker.aero 10 Charter Broker

ISSUE 3 OCTOBER 2009

MEDEVAC

IAC examines Middle East potential

Plus a round-uP of cargo, Passenger and business air charter news

OCTOBER 2009

In brief...

Lastminute.com experience inspires vision of transformed broker market John Bevan says he can see exciting parallels between his experience at Lastminute.com and what he can bring to online private jet broker PrivateFly. “Brokering has been transformed by the use of the internet in nearly all other markets, except private aviation,” Bevan says. “PrivateFly has the potential to bring about exciting change in the private jet market given the current significant opportunities to unify what is currently a fragmented market.”

Bevan, md at Lastminute.com and appointed a non-executive director with PrivateFly, says he will be driving new business channels as the company applies online travel strategies to the traditionally offline private charter market. “I will be supporting PrivateFly.com’s development as a charter platform, and helping to develop online efficiencies and strategy; two areas that have been long-established in the mainstream travel environment, but which the business aviation sector would benefit from.”

PrivateFly promotes a full ‘white label’ service for travel partners which includes the private jet booking technology, destinations and instant pricing.

Founder and ceo Adam Twidell says PrivateFly’s software enables clients to submit a flight request and compare prices from a network of 2,600 operators worldwide, who bid to win the flight. “The business model also combines online efficiency with offline vip service along with real industry expertise.”

Bevan says Lastminute.com markets to the consumer direct as well as utilising a comprehensive list of B2B white labelling and partnership deals.

John Bevan: another shop window

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medevac Cover story

New operations need to make careful diagnosis Medical repatriation is a big global market but many air charter brokers struggle to do large volumes of business with the major charter providers of services.

There are many reasons why it is a difficult market for brokers, but some providers would welcome more broker business. Charter Broker examines what brokers need to take on board to gain and expand a market share.

Royal Jet: Forecasts rise in demand for medevac services 12 Charter Broker

Air charter brokers battling to combat lower passenger charter demand during the global economic downturn could be forgiven for casting envious glances at rivals with steady referrals for government contracts or the relatively recession-proof air ambulance and medevac sector.

But brokers new to the medical charter sector tempted to build business with aircraft providers face a steep learning curve. They need to familiarise themselves with the risk inherent in a difficult specialised discipline. This discipline involves knowing how to relay patient needs to the aircraft provider. And, in a sector where operators of air ambulances are geared to liaise directly with patients and doctors, the broker has to establish a clear, dependable and sensitive referral and remuneration system. It is also vital to know the aircraft, equipment and depth of expertise of provider to whom business might be referred.

Air ambulance and medical repatriation is big business. Many companies, including AirMed, FAI, EAA and CEGA, will consider ad hoc ambulance charter but they have regular contracts and busy schedules to service.

Brokers aiming to specialise in medical transfers also need to investigate insurance because unwelcome lawsuits must be guarded against, especially where litigious jurisdictions such as the United States are concerned. Strong finances enabling pre-payment or an account arrangement are a prerequisite.

However, while recognising that medevac business in markets such as Europe and the United States might be low in percentage terms, brokers do feel that their expertise in medical repatriation and air ambulance could win them business in the Middle East and Asia.

Hugh Courtenay (cover photo), ceo of International Air Charter (IAC), who recently reviewed the company’s Dubai-based business, says the company is exploring the possibility of an operation focused on medevac in conjunction with a quality Swiss operation. “The discussions have been taking place for some weeks now. International Air Charter tends to be asked to help out on the occasions when providers or clients need to source aircraft in difficult areas or situations. It is also a big company with the resources and expertise.

The demand in the Middle East is obviously for repatriation or specialist treatment in hospitals in Europe and the US and we will be taking a business view on that as a result of our talks. While the potential in Europe is limited the business opportunities might be greater in countries such as Saudi Arabia, Qatar, Kuwait and the Yemen.”

Rupert Dent, ceo of the Oxford, UK-based AirMed, says: “I think there is definitely a role for brokers but they have to know what they are doing and be prepared to deal with the problems that arise.”

Dent says that it makes sense for brokers setting up a medevac service to conduct a thorough feasibility study, perhaps starting with ascertaining which operators are on the books of insurance companies.

“The insurance companies will have done their due diligence on operators that they use regularly for those who have taken policies guarding against accidents or ill health abroad and specifying october 2009

FAI points out the market is driven by quality, price and reliability

repatriation by air ambulance. The broker could make contact with these and then build up a knowledge of those operators and their capabilities, establish due process and put acceptable and practical financial arrangements in place for their remuneration in the event of referrals.”

Dent points out that brokers will probably have to take calls from distressed relatives of emergency patients who are not insured and who may not be in a position to make an immediate down-payment.

“Additionally, medical malpractice insurance is a must to cover any liabilities as those organising the repatriation can be held responsible for the level of resource and care employed,” he warns.

Aircraft must be entirely fit for the mission. Brokers will need to know what equipment is available and whether it can be matched to the requirements of the emergency. Dent points out: “Charter passengers might agree to an aircraft that cannot make a flight in one hop. But it is no good commissioning an aircraft that needs several stop-overs to get medevac patients to the required destination.”

Brokers who do due diligence will find that their business arrangements gravitate towards operators for whom air ambulance is a core business. Dent says: “In this sector experience counts for a great deal. Companies that have operated in the sector for a number of years can anticipate and pre-empt problems. They have properly trained staff to call on, can provide the right equipment for the task, and will be able to undertake the commission in a fast responsible manner. Firms that dip in and out of the medevac sector according to how much their aircraft are being utilised for vip charter obviously do not have the same continuity or advantages. From a practical point of view the occasional operators might only be able to make a october 2009

delayed response to an emergency because they might have to set up ad hoc arrangements.”

Clients will always require a fast response. They might be receiving expensive local hospital care, and wish to get to their home jurisdiction where treatment is either free or much cheaper. Or the emergency might be such that fast repatriation will save a life or limit the risk of long-term health problems.

Dent points out that air ambulance is “very much a 24-7 business and brokers need to be staffed to cope.” He says: “If I had to summarise the role that a broker might target it would be to emulate the way that responsive insurance companies operate for their

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Charter Broker 13

Royal Jet: First-class dedicated equipment is a necessity

Twinjet has an ACJ that can be fitted with a special medical stretcher

“...medical malpractice insurance is a must”

14 Charter Broker

policy holders. The broker would need to find the best service provider, ensure that the client’s medical needs are met in the air and on the ground, make the required financial arrangements and coordinate both with the air ambulance operator and the relatives. It is a demanding role that also requires the ability to empathise with people who may be in a very traumatic situation. However, once the broker acquires the knowledge and expertise, the medevac sector can be rewarding in both the vocational and remuneration senses.”

Brokers will find there are exceptions to the general guideline only to use the services and aircraft of operators for whom medevac service is a core operation. Twinjet Aircraft has a Luton, UK-based ACJ that is regularly used by heads of state and overseas royal families. The aircraft

can be fitted with a special medical stretcher.

Commercial director Stephen Wells says: “It is probably the only one in the world on this size of vip jet and this has its attractions for broker and operator referrals for certain situations. The ACJ is an aircraft with a 10-hour plus range with medevac potential, offering a stretcher, two beds and 24 lie flat seats. That said, we do not claim to offer a full air ambulance service and brokers would need to take this into account when assessing patient needs complementary to the charter of such a unique aircraft.”

Patrick Schomaker, director sales and marketing, has some general advice for brokers dealing with providers in general and European Air Ambulance (EAA) in particular. “It might sound obvious but, when requesting a quotation for air ambulance repatriation, the broker should provide as much information as possible.

The more information we get the more accurately we can calculate the quotation and the less chance there is for a later change in the price or planning.

“If available it is also important to provide the requested time for the mission, thus the provider can already roughly plan the availability of the fleet. On a general basis EAA always tries to find the right balance between the most adequate repatriation and cheapest solution for the patient, taking into account all the requests submitted beforehand and the fleet of aircraft available.”

EAA coordinates the deployment of a fleet that includes five Learjet 35As and a King Air 200. It says it usually answers quotation requests within 30 minutes but more complicated cases can take up to one hour.

Providers will not guarantee aircraft availability without firm flight confirmation.

Schomaker warns: “If some other client confirms another mission first, the availability might change and the mission might have to be performed at a later time than the one originally requested. With the confirmation order the broker/client also accepts the general terms and conditions of the air ambulance operator.”

Clients or brokers unknown to the air ambulance provider usually have to pay up front.

“The broker should be able to make payment at any time and not be dependent on a bank’s opening time,” Schomaker says.

Brokers, therefore, need a major credit card with a high limit – an air ambulance flight from Far East Asia to Europe can cost over €100,000.

Some brokers prefer to pay with an invoice after the mission and organise a general agreement with the air ambulance provider which might involve a bank guarantee.

Providers tend to insist on pre-payment because, once the mission is confirmed, the operator blocks and prepares the aircraft and activates the crew to meet the agreed schedule, prepares the flight plan and starts medically assessing the patient. october 2009

Schomaker points out: “The preparation also includes the bed-tobed transfer with an adequate ground ambulance on both sides if requested. For EAA the activation time for a mission can be as short as two hours, depending on the destination. A complete and up-to-date medical report on the patient is of utmost importance.

“During the mission EAA provides regular updates so the broker can follow the development and keep clients informed at all times about the patient’s condition and location.”

EAA provides a full medical record shortly after the flight. “This will detail any changes in the patient’s condition during transport and any treatment the flight physician performed,” Schomaker adds.

Volker Lemke, FAI rent-a-jet’s director sales and marketing, points out that brokers usually ask several ambulance operators for quotations, put their mark-up on the most competitive price, and deal directly with the client on the financial side. “The medical repatriation market is driven by the three main factors – quality, price and reliability – and remains pretty complex on the operational side,” Lemke says.

This complexity does limit brokers to a small percentage of the business conducted. Out of more than 600 missions last year the company booked in some 83% from medical assistance companies.

This insurance driven business was complemented by 9% sourced from government and 3.6% from private sources. Hospitals provided 0.6% and a membership programme 1.2%. This left a broker contribution of around 2.6%.

FAI receives around 10,000 requests for air ambulance flights, flying around 600 missions per year and producing more than 6,000 hours of flight time resulted in a probably top five position for FAI in the worldwide air ambulance market.

Lemke says: “There are some brokers in the field specialising in air ambulance flights, particularly in Italy, Turkey and Israel, but there are complexities. From an operator perspective our hands-on centralised

october 2009

Efficiency and speedy reactions – an important part of the medevac service according to FAI.

and integrated management allows us to take into account all the operational, aviation, medical and financial considerations at once, and to provide the clients with adapted solutions suited to their individual needs. Quality and reliability are prerequisites but, equally, there is the price consideration which drives the market from the client’s standpoint.

“Being a charter broker it is impossible to provide the same combination of service and assets as a major provider. Therefore only a small group of potential customers, usually private clients who do not know the air ambulance market in detail and need advice, tend to involve a broker.”

Lemke adds: “We systematically highlight the fact that we are an independent owner and operator, and that we can therefore vouch for the quality of our aircraft and that of the related aviation and operation services, and that we are directly answerable

Charter Broker 15

Checklists need to be carried out before medical operations

By Rob Lamb, president of RMSI Brokers needing an air ambulance flight for a client in the Middle East or North Africa will doubtless have a long list of charter companies, many of which advertise air ambulance capabilities.

They will also have heard horror stories, or even experienced difficulties, where medical flights have gone wrong across a region where the development of regulation is in its infancy and there are many aircraft operators trying to turn a profit by entering this highly specialised field.

Brokers experienced in air ambulance will know that it is important for the broker to have either a medical report or a contact number for the treating medical doctor. Without this a medevac operator cannot determine the best solution for the patient – or even if they are stable enough to fly.

It is important not to simply quote prices without fully considering the medical condition of the patient.

Operators that give a professional service based on factual information are adding value to the service that can be provided by the broker and this can be used by brokers to increase their potential profit margin.

Trust is a very important factor in the process but due diligence is the key to successfully commissioning an air ambulance operator.

As a broker you can find yourself with heavy lawsuits if anything goes wrong.

Medical flights are not just another passenger or cargo move, they involve sick and dying people and are always associated with highly emotional family members who are rightfully unforgiving if anything happens to their loved one.

The downturn in vip jet charters has lead to many operators advertising air ambulance flights. But medical evacuation is a specialised field that cannot just be thrown together by passenger operators simply as a way to get aircraft flying. Such thinking could result in deaths and serious legal accountability for operators and brokers that don’t do their homework.

Key points need to be addressed when considering the commissioning of an air ambulance operator. If any of the following points are not addressed adequately, a broker would be well advised not to risk the company’s reputation, the responsible broker’s career and, most importantly, the life of a person relying on the broker to provide a professional service through a competent operator.

The broker needs to establish whether the company: 1. is a full-time air ambulance/medical company, or simply a charter or logistics company advertising medical flights as an add-on to generally non-medical operations; 2. holds appropriate medical licences and medical indemnity insurance while maintaining current written clinical practice protocols and procedures; 3. utilises dedicated and flight specialist medical teams and equipment, or relies on hiring any doctor and nurse with a bag of non-aviation medical equipment and an oxygen cylinder; 4. uses medical staff specialised in aviation medicine, as the titles doctor, nurse or paramedic do not automatically equate to a clinical level acceptable in air ambulance operations; 5. employs staff with the commensurate years of flight experience in a location where standards are assured and medical staff must be qualified for the field; 6. is equipped to provide a rapid response to bespoke needs as opposed to a muddled reality of the flight being conducted one or two days later and involving re-positioning, finding a medical team and a struggle with air clearances and the securing of ground ambulances; 7. offers a true ‘bed-to-bed’ service as opposed to requiring the broker to get the patient to the airport; 8. will allow the broker to verify qualifications, insurances, experience and actual medical capabilities of the people they contract for the client.

for those. This allows us to get the client’s input on their views as to what developments or improvements we ought to strive to achieve.”

Brokers, as intermediaries, he says, have to work hard to compete on the price available for direct bookings. Lemke says: “All major clients for the air ambulance market, such as travel insurance or medical assistance companies, know who they need to talk to get the service they need. They know the way they want it organised, even to the extent of catering to very complex medical cases in very difficult areas in the world, and they do not want to pay any extra fees to intermediaries.”

Charter brokers, he predicts, will find it difficult to expand their share of the market. “Brokers do manage mostly private clients and in those cases the operator usually gets in touch with the end customer to secure a safe and smooth air transfer of the patient paying, typically, a commission to the broker.”

FAI recently expanded its Learjet fleet to 11 which includes a long range version of the Learjet 55, which is equipped with an additional 1,000 lb fuel tank and is a dedicated air ambulance. It reorganised after acquiring a majority stake in Swiss Challenger operator Nomad Aviation and is also building a new 2,500 m2 hangar combined with 1,000 m2 additional office space at Nuernberg airport.

Chairman Siegfried Axtmann says: “FAI has bundled most of its activities in high-end executive charter aircraft and aircraft management within its new Swiss subsidiary while FAI Germany will focus on air ambulance and NGO contract services.”

FAI says it has invested more than €5m in the new hangar project at Nuernberg with groundbreaking scheduled for September this year. It will be able to accommodate aircraft up to the BBJ. FAI recently became a member of the Marfin Investment Group (MIG), one of Greece’s largest buy-in firms, which is taking over Greece’s national carrier Olympic Airlines.

Mark Ponsford, gm aviation of the UK Bournemouth-based operator Cega Air Ambulance, also points out that, in the majority of cases, the air ambulance operator will liaise directly with the client and/or patient rather than through a broker.

“This is because the majority of patients requiring repatriation, whether overseas on holiday or for business, will have some form of travel insurance in place,” he says. “In such cases it is the patient’s

AirMed staff: specially trained 16 Charter Broker

october 2009

The current executive board of FAI (from left) Volker Lemke, Andrea Dippacher, Nico Lange and Martin Mühlmeyer with a Learjet 35A insurer, or more especially the medical assistance company acting on their behalf, that will have the relationship with the air ambulance company. They fulfill the role of broker, as it is their responsibility to find the most cost-effective solution.”

Ponsford says: “There are, however, some scenarios where a charter broker might play a part. Firstly, there will inevitably be clients

who, for whatever reason, cannot fall back on travel insurance, either because the circumstances of their injury or sickness is in breach of the policy terms and conditions, or because they have not taken out insurance. In the case of the former, if an assistance company is already involved, they will offer their services on a private basis and would probably still source the air ambulance provider. In the case of the latter, the patient would have to source his own provider. It might be easier and to his advantage to contact a broker, rather than ring round the suppliers directly.”

Secondly, Ponsford points out, a specialist broker can be useful when dealing with countries such as the United States where there are many different providers to choose from. “Thirdly, there are brokers working for medical teams from the UK National Health Service (NHS) or private hospitals. In most cases their contact with the air ambulance company will be restricted to sourcing an appropriate aircraft at the best price – a straightforward process.”

However, there will be occasions where the relationship is a more complex one. An example, Ponsford says, is when the broker is looking to outsource the whole job to include the medical team. “In such circumstances, the provider must be allowed the freedom to liaise directly with the treating hospital and the relatives, as it needs first hand information on the patient’s condition, especially just before the aircraft departs from its base.”

Ponsford reiterates the need for prompt payment arrangements.

“When it comes to accepting payment from brokers, it depends whether we have worked with them before and if they have an account with us.

If not, it is ‘money up-front, please’. This can cause a problem if the job is urgent, but credit card payments can be made within minutes.”

A broker can range from regular charter brokers through to private road ambulance companies. “Excluding specialist medical assistance companies, the number of jobs Cega Air Ambulance does for brokers is

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Zephyr Aviation says air ambulance operators must deliver 100% reliability

AirMed: long-term commitment less than 1%. We would welcome an increase in this number. Cega is just as happy to receive a job through a broker as it is to receive a commission direct from a private individual.”

Synergy Aviation Limited, based at London Fairoaks, has been involved with medical air ambulance flights since 2004. At the start of 2009, it launched its dedicated air ambulance, a King Air 200 equipped with two Lifeport stretchers and additional seating for up to four escorts.

“The B200 is the ideal air ambulance for European operations,” says director Paddy Magan. “Our two stretcher configuration offers flexibility and significant cost savings to repatriation companies, hospitals, brokers and agents. Compared to many air ambulances the larger cabin of the King Air provides a more comfortable and smoother ride. It is important to add that, when there is a medical emergency, the time from the initial request to the aircraft actually getting airborne usually needs to be very short. Synergy Aviation operates 24 hours with crews on standby 24 hours a day.”

Magan points out: “There are a great many dynamics involved in medical flights and a wide range of skills are needed from medical teams, doctors, technicians and pilots. The key is safety and speed, often there is a degree of urgency to medical flights. Over the years Synergy has mastered the art of dispatching aircraft within 45 minutes of confirmation. Our pilots are accustomed to medical flights and aware of the range of scenarios associated with this type of flying”.

18 Charter Broker

He says Synergy’s London Fairoaks base is on London’s doorstep and less than five minutes drive to the M25 motorway. “This means that transport times from the airport to a London hospital are usually less than 30 minutes.”

Royal Jet, which sponsored a healthcare expansion congress in Abu Dhabi in May, has a medical evacuation and repatriation services division, Royal Med. The company, chaired by HE Sheikh Hamdan bin Mubarak Al Nahyan, says medical evacuation flights months ago passed the 1,000 mark.

“Demand for this service is forecast to rise, even though there continues to be huge investment in healthcare infrastructure and services across the Arab world,” John Morgan, vp commercial, predicts.

“Royal Jet continues to invest in staff and equipment so as to better serve every patient’s need.”

The company’s team includes 15 paramedics and intensive care nurses, as well as 10 doctors and consultants who specialise in neonatal, paediatric and adult clinical disciplines. All the aircraft used for medevac can be equipped with intensive care facilities for a range of specialised needs ranging from ventilators and electrocardiograms to neonatal transport incubators.

Morgan says: “Royal Med’s expertise extends across neonatal, paediatric and adult clinical disciplines and the company already serves destinations as far afield as Europe, Asia, the Indian subcontinent, the US and other destinations within the Middle East.”

Wayne Fuller, operations manager of the UK’s Zephyr Aviation Ltd, says that, while cost is an important benchmark, the “added value” which air ambulance operators must deliver is 100% reliability and maximum time savings. He adds: “It’s not simply medical repatriation.

We’re frequently involved in life-saving transplant operations where, literally, minutes mean lives potentially saved. For example, last week we received a no-notice call at 01:17 to take a heart transplant team to the island of Jersey from London Stansted. We were cockpit ready at our base at 02:50, awaiting the call from the coordinator via the broker and Zephyr operations to launch. The aircraft was airborne at 03:28 and on the ground at Stansted and ready to launch at 03:50. The team had requested a 04:15 departure from Stansted.

“On arrival at Jersey, the team was immediately transported to the hospital. The aircraft waited ready to launch as once the heart is removed, it is time critical to get it to the aircraft and onto the next hospital. We were advised by the team as they were leaving the hospital of their transit time to the aircraft. With the captain already onboard, the team was flown to Biggin Hill in 45 minutes, where an ambulance was already coordinated and standing by to take them on to the hospital to perform the transplant operation on the patient receiving the heart. That sort of service requires immediate contact and impeccable coordination, not with patients but with the broker, the medical teams involved, the ground ambulance operators and sometimes hospital management.

“We maintain a 24 hour flight watch service for these flights and are in regular communication with the broker, aircraft crew, handling agents, air traffic agencies and the road ambulance/transport to ensure all parties know what is happening at any time during the journey, the broker being a key player in this team. In the highly specialised field of transplants, it’s fair to say that without fast, flexible air ambulances, many of these life-saving operations just couldn’t take place.”

Countries in Europe and North America tend to have more long-established air ambulance operators than states in Africa, the Middle East and parts of Asia. Operating companies, as well as brokers such as ACS, have seen the potential in offering a medevac service that is local to the clients.

“...providers tend to insist on pre-payment”

october 2009

RMSI has established its global headquarters and main air ambulance hub in Dubai and boasts a bespoke service to brokers. Paul Hoatson, operations coordinator, says: “We have large supporting on-the-ground contingents in the UAE, Afghanistan, Iraq and Sudan.

From its presence in the UAE, RMSI medevac services focus on rapid regional response not just in conflict areas, but also on fulfilling local market requests through various brokers. In alliance with Empire Aviation, RMSI offers jet air ambulances capable of being airborne within two to three hours from activation.”

Hoatson says RMSI offers access to full-time in-house doctors on 24-7 standby. “From the moment the broker makes an enquiry, RMSI can set up a conference call between the broker’s customer and RMSI ops coordinator and flight doctor. At all times the initiating broker is present and remains the primary contact to the customer.”

A UAE broker who used the service after receiving an urgent medevac request from an established client, Hoatson adds, benefited from just such a conference call between all parties. “The team approach adopted by the broker and RMSI was effective, the client confirmed the flight 30

minutes later and an RMSI air ambulance was airborne shortly after.”

But Hoatson points out that arranging the flight was a just part of a complex operation involving a military hospital, a civilian domestic airport in Afghanistan, multiple air space clearances in civilian and military sectors, ground ambulances at both ends and the ability to find a neurosurgeon and organise admission to a UAE hospital at short notice.

RMSI says it appreciates the needs of brokers and that business relationships have to be built on trust. “RMSI’s interest is in keeping brokers’ direct relationships with private clients and companies strong,” he adds.

Brokers who are able to handle medevac emergencies for their clients can expect such successes to build loyalty that may feed through to private charter commissions. But the logical first step to building a successful air ambulance arm is a feasibility study which might begin by establishing which operators the insurance companies trust. The hard work of due diligence and building contacts, systems and procedures then logically follows. For brokers, medevac should be a long-term commitment, not a casual add-on to operations in times of reduced business. CB

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Charter Broker 19

new zealand FOCUS

Brokers convert Rugby World Cup demand into advance bookings Sporting events big and small bring great opportunities for brokers and charter operators to build up order books. In the first of a series focusing on the sector, Charter Broker previews the Rugby World Cup in New Zealand.

Heletranz owners Julie and Tony Monk: focus on adventure flights 20 Charter Broker

Switched-on forward planners have made it a priority to secure flights for the 2011 Rugby World Cup in New Zealand more than two years in advance. Brokers and charter operators say that, because games are being held throughout New Zealand, they expect one of the biggest events ever held in Australasia to be accompanied by the pumping of a great many tourist dollars into the local economy. Operators including Advanced Flight, Heletranz, Heliflight and Christian Aviation are looking forward to benefiting from increased business and airports are investing time and money in improving facilities.

Paul Aston, aircraft charter manager, Air National Corporate Ltd, says: “We are already receiving bookings mainly from large corporate groups who want to secure charter flights into New Zealand as well as local domestic charter flights.”

He confirms: “There is huge interest from international brokers.

With New Zealand being limited on charter operators everyone is now already placing bookings or holding tentative bookings.”

Air National is a charter broker as well as a fleet operator. Aston says: “Because we are both a broker and fleet operator, if our own aircraft are not available, or if the client requires something we do not have, then our brief is to always source an option through other international operators or brokers.”

He adds: “A lot of our business comes from international clients coming to this part of the world or for travel throughout New Zealand once they arrive. If they arrive in their own private jet then SkyCare International our partner company and a licensed FBO in Auckland can handle all ground support for the aircraft and flight crew. We receive enquiries and bookings from a wide range of international brokers with some of the requests for our aircraft to head north into Asia, Europe and the US.” The New Zealand charter market is competitive but brokers and operators report that business opportunities in New Zealand and the South Pacific are good. Air National’s ceo Jason Gray says: “The increase of corporate travellers and the entertainment industry in 2008 saw a huge increase in charter demand from around the world for the coming summer season commencing in October. Also with high profile events like the Rugby World Cup in 2011 many think now is the time to be looking to the local market and securing aircraft options for clients.”

Gray foresaw opportunities arising in 2009 and 2010 and took the bold move of adding a BAe 146 to Air National’s expanding Gulfstream and Jetstream fleet at the tail end of 2008. The company’s BAe 146, made its first commercial flight in February this year.

Gray says: “The aircraft has been welcomed with open arms by the local tourism sector and broker network as a solution for corporate groups, sports teams and the entertainment industry.”

October 2009

Advanced Flight: added emphasis on bespoke charters

For smaller groups Air National operates a fleet of Jetstream J32 turboprops throughout New Zealand. Over the past five years 50% of corporate jet charters have come from the worldwide broker network which Air National values as an integral part of its business.

Air National operates its Part 121/125/119 organisation with a dedicated staff of more than 120 personnel. Its fleet includes a GIV-SP, G-200, Westwind II, BAe 146-200 and five Jetstream J32s.

Aston says he expects Air National to receive increasing enquiries from sports enthusiasts and brokers about local tour operators, hotels and facilities. He adds: “The games throughout the competition are scattered around various cities and venues rather than in one city but we are finding we can accommodate all enquires due to our fleet of aircraft. Our new ‘whisper jet’, the BAe 146, is receiving a lot of interest from groups as it can carry 84 passengers in economy class seating or we can reconfigure this to an exclusive all business class seating for 48 passengers. We can work with brokers to put together any type of flight itinerary due to our diverse fleet. Availability of aircraft is still good to a majority of games.”

The Rugby World Cup will bring demand for helicopter trips and Air National will offer the EC130 and the EC120. “Both types are luxuriously appointed, with the EC130s best suited for groups of five to six passengers due to its ample luggage capacity, while the EC120 is ideal for groups of two to four passengers. The helicopters are a New Zealand-wide transport option when it comes to lodge transfers, vip guests or simple personal travel,” Aston adds. The company also offers

the AS350 for up to five passengers wanting to make business or tourism flights.

Aston also points out that the company uses the Boeing 737, 200 series for larger group travel charters. “737s are extensively operated throughout New Zealand, Australia and the South Pacific. They are ideal for larger group travel charters of 60 to 140 passengers.”

There is no doubt that charter operators will enjoy the usual sightseeing spin-off from the Rugby World Cup. A good number of those travelling to New Zealand to support teams ranging from the South African Springboks to England and from the Argentine Pumas to France will want to see what New Zealand has to offer between matches.

Advanced Flight, which specialises in executive helicopter charter services and private helicopter management, will be putting an added focus on bespoke charters. “Our services for the Rugby World Cup series will be venue reconnaissances, media tours, scenic flights, lodge transfers, local scenic flights and charter requirements,” says business manager Jan Haynes. “We operate one of New Zealand’s most modern helicopter fleets and have a strong focus on safety and reliability. Our charter services are provided for leading business executives, overseas dignitaries and those with elite transfer requirements.”

Haynes says the company works closely with many luxury facilities providing transfers and scenic flights. “Partners include Kauri Cliffs, Eagle’s Nest and Cape Kidnappers,” he adds The company’s fleet includes five EC130-B4s and an AS355 based in Ardmore, Auckland, with one EC130-B4 based in Napier, Hawke’s Bay, and another based in Kerikeri, Bay of Islands.

Haynes adds: “Our helicopters offer excellent visibility from every seat as well as in-flight stereo systems with Bose noise-cancelling headsets and an in-flight mobile telephone service. They have all custom executive interiors and are among the quietest helicopters in New Zealand with fenestron tail rotor system.”

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Heletranz: city tours october 2009

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Charter Broker 21

Continued from p 21

He adds a cautionary note for international brokers who might want to check before booking the alternative uses to which aircraft might be put. “Our aircraft are not used for agriculture or lifting work, heli-fishing, deer recovery or flight training.”

But Advanced Flight, which has been operating since 1998, does carry out passenger, photography and film and sightseeing and leisure charters.

Heletranz, which operates out of Auckland international and out of a private heliport at Albany, expects heightened demand for helicopter charter services particularly for scenic flights and airport transfers. Travel coordinator Patsy Beverwijk says the company has replaced an AS350 with a new AS350B2 and also operates an EC120. throughout the North Island, has experienced steady The company was founded by Tony and Julie growth under the direction of Andy McKay since its Monk 20 years ago. Heletranz Heliport is located at early beginnings in 1981.

Albany on Auckland’s North Shore, just 10 minutes Anita Deveney, administration manager, says: from downtown Auckland. “The company can also “The company offers a diverse range of helicopter meet passengers at Mechanics Bay and Auckland touring adventures for the discerning traveller from international airport helipad,” Beverwijk adds. a local sightseeing tour to heli-dining, lodge Heletranz provides specialised helicopter indulgence packages and heli-sport. Experiences services to the corporate, tourism and filming worlds include Waiheke Island vineyard tours and dining, from Auckland to anywhere in New Zealand. It also heli-fishing, heli-golf and day trips to the Bay of owns and operates a 43ft Oliver Royale launch. “This Islands, Rotorua, Waitomo Caves and Taupo. Clients vessel is suitable for casual dining and day trips up to can choose from pre-prepared packages or opt for 12 passengers or overnight aboard for up to eight bespoke itineraries.” passengers,” says Beverwijk.

Sales and marketing manager Daneka Hyndman She says Heletranz pilots have a long-term says the company provides direct transfers from its involvement with the company and have been chosen base at Auckland international airport. “Pickups and for both experience and people skills. “Uniquely our drop offs are available from Auckland airport, booking and ground personnel handle all aspects of Auckland City, Ardmore airfield, Waiheke Island, client liaison and forward booking arrangements and North Shore and across the country. With regard to are available 24 hours. This is an important service our fleet, we are constantly analysing what works for feature especially for tours and overnight stays as our market. We would be open to using a broker if weather conditions or client alterations often they first send us details of the services they offer.” necessitate quick and accurate attention to forward Heliflight, Hyndman points out, has access to a ground changes. This is handled from Auckland number of twin and single engine five and six seat leaving the pilot free to concentrate on flying.”

Squirrels, BK117s which have a seating capacity of up Heletranz carries comprehensive third party and to seven passengers, and a range of two to four seater passenger insurance cover. All pilots have a minimum helicopters. of 2,000 hours flying experience and are HUET David Brown, ceo, says Auckland and Ardmoretrained. Apart from sightseeing, photography and based Christian Aviation, which operates a PA31-350, airport transfers there is a focus on adventures a PA31-310, a PA34-210T and a PA60-600, is one of including heli-dining, heli-golf and heli-fishing. many already looking forward to the Rugby World Heliflight, a privately owned New Zealand Cup, which will covered in more detail in the next Full advert x 190:Layout 1 3/6/09 1 Broker. CB company offering60 a full range of helicopter services 09:56 issue Page of Charter

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THE BALTIC AIR CHARTER ASSOCIATION 22 Charter Broker october 2009

industry news

JavaJet Asia predicts growing Asia Pacific demand for international private charter

Jonathan Gordon: dangerous goods clearance

AOC upgrade The Atlantic Bridge Aviation (ABA) Group, which is celebrating its 21st anniversary, has rebranded its on-demand air charter services under the World Executive Airways title and upgraded its AOC to include dangerous goods clearance, according to Jonathan Gordon, md.

Elite Falcons Dubai-based Elite Jets has brought a Falcon 900DX onstream for charter. The company also plans to bring a Falcon 7X into service within weeks.

Gainjet luxury Gainjet reports that a Boeing 757 it brought into service in the summer has “taken the market by storm.” Ramsey Shaban, ceo, says: “The aircraft can seat up to 78 people in superb luxury.”

Rare Legacy Vibroair Flugservice says it has brought the first Legacy 600 into service in North Rhine Westphalia – one of just four in Germany that are fully available for international private charter.

JavaJet Asia has established a broker as well as a fleet provider role in the Far East, a region where local knowledge is critical.

Wando Suripto, founder and director, points out: “Indonesia is a ‘country of the archipelago’ with more than 13,000 islands of which only half are inhabited.

We know our way round this complex geography and have a good knowledge of other countries in the Far East.”

He adds: “JavaJet Asia is handling a growing number of itineraries for the international air charter market and this means providing a quality service to major charter brokers and operators worldwide. Clients include heads of state, royal families, show business stars and politicians as well as businessmen and tourists.

Wando says that the Jakartabased company, which has acted since its launch three years ago as a sales and marketing agent for Premiair, has built business relationships with international brokers and operators. “Clients often request us to source aircraft outside our main fleet due to our extensive local knowledge, network and the trust that we have built up over the years.

Demand is growing for private charter in the region.”

Javajet Asia, which is also a member of the Asian Business Aircraft Association and has applied to join the Baltic Air Charter Association, provides

JavaJet Asia, whose ceo Wando is pictured with administration executives Astrid Prahitaningtyas and Susi Lowati, predicts growing charter demand in the Asia Pacific region aircraft including the 13-seat Legacy 600, the 18-seat Embraer 120 and a number of Grand Caravans. “We have the only vipconfigured airliner in south east Asia, the 35-seat Fokker 100 vip,” Wando adds. He estimates that around 60% of JavaJet Asia’s business comes from the Asia Pacific region and 40% services national demand.

Indonesia is rich in mineral resources and for decades has attracted multinational oil and

New ceo takes up global challenge for Rizon Rizon has given new group ceo Patrick Enz a brief to make the company a leading global and Middle East company. Swiss-born Enz succeeds Will Curtis who steps down after two years of spearheading the development of the company in Doha, Qatar and London Biggin Hill.

Brand new 120,000 sq ft hangar facilities housing new MRO and FBO activity at both locations open soon.

Enz says he will develop markets and customer relationships in the vvip segment and turnkey projects such as MROs and FBOs in Europe, the Middle East, Asia and South America. Prior to running his own business aviation consultancy Enz was vp business development at Jet Aviation Management AG in Zurich.

OCTOBER 2009

mining companies. Chevron, Total, Premier Oil, Marathon Oil, HESS, Conoco-Philips, Newmont, INCO and many others have regular charter requirements.

Wando predicts: “The demand will last for many years to come.

Indonesia is a populous country which has also attracted many investors in manufacturing.

When plants and factories are built ceos of the involved international companies come and go on a regular basis. Some of them have such tight schedules that they have no choice but to charter a private jet.”

The attractions of a jet for internal flights becomes apparent, he says, through a study of the size of Indonesia. “From Aceh in the west of the country to Jayapura in the east, the flight takes seven hours. However it takes less than two hours to fly to Singapore, Kuala Lumpur or Bangkok and itineraries need to take this and many complicated logistics into account.”

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