ISSUE TWO: AUGUST-OCTOBER 2009
T H E M A G A Z I N E F O R A E R O S PA C E P R O F E S S I O N A L S I N T H E M I D D L E E A S T A N D N O RT H A F R I C A www.arabianaerospace.aero
GULF’S SOVEREIGN FLIGHT TEST SPECIAL REPORT PAGE 46 DEFENCE
AIR TRANSPORT
FOCUS
The story behind the F-15 SE and Saudi
Majali on leaving Royal Jordanian
Kuwait – getting back to business
PAGE 19
PAGE 22
PAGE 52
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FLIGHT SUPPORT
IMMIGRATION
There are a whole host of different flight support companies competing for business in the Middle East. Phil Nasskau looks at what they do differently to provide the perfect services, amidst economic conditions that are constricting the world’s business.
Universal passport to business growth
U
niversal Weather and Aviation may be a US company, but it has its sights set firmly on the Middle East – and it has an ace up its sleeve. At its Shannon, Ireland, office it is able to offer business jet travellers the ability to pre-clear US immigration. As of July this year the airport was able to offer the service for commercial operators and in September the business aviation facilities will be in full flow and operational. This means that when the aircraft departs Shannon for the US it is considered a domestic flight. So no hassles and far less time wasted when passengers arrive. Universal’s managing director for Ireland, Brendan O’Grady, says a lot of interest is coming from the Middle East for this service both from existing and new clients alike. The appeal also lies in the privacy that the airport offers. The US pre-clearance for biz jet travellers has its own dedicated channel. In fact, the airport is so keen on keeping its customers’ privacy a top concern that when US President Barack Obama flew through Shannon it wasn’t until three or four days later that the local press got wind of it, reports the airport’s cargo & technical traffic development manager Joe Buckley. “We’re certainly interested in making operators in the Middle East aware of this,” says Buckley. Space is not an issue either. The airport has a 3,200m runway and can Continued accommodate the Space Shuttle, so on Page 76 Airbus’s superjumbo A380 can use it too.
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FLIGHT SUPPORT Another advantage for travellers is that when arriving in the US and if connecting flights are needed, there is no need to change terminals and baggage is checked to the final destination. The upgrade to offer the full suite of pre-clearance comes after a relationship that started in 1980 when the airport was able to offer immigration clearance. “We think this is particularly interesting for Middle Eastern operators. There’s much less hassle if you are travelling to the US,” Buckley adds. In addition, Universal also offers its suite of flight and trip support in the Middle East. O’Grady explains: “We are a one-stop shop. There is nothing that cannot be arranged. We know our business and have been doing it for a long time.
As much support as they need “All it takes is one phone call, email or fax and customers can have as much or as little support from us as they need – from weather to handling to booking hotels or cars.” For Dubai-based Palm Aviation, the key to repeat success and business is also being a one-stop shop, with exceptional and personal service, according to chief executive Samer Dabbagh. He says flight operations staff are happy because of the personal service they receive from Palm. “We can help our customers with remote or difficult locations such as central or western Africa. “It’s one of our strengths to provide our services there, and not use a third party like other providers do.
Samer Dabbagh: “We take care of everything when others can’t.”
“We take care of everything when others can’t,” says Dabbagh. And, although the market may be down because of the financial crunch, Dabbagh adds Palm is still very strong in the Middle East. “We’re still busy and going as planned.” For Palm Aviation the focus is very much on providing a complete package. “Operators like to use one service provider for everything – they don’t like to have to expect any problems,” says Dabbagh. For that reason, Palm will always have a dispatcher on standby so that it can react to any customer requirements. Dabbagh explains that because there are many support companies the competition is good and healthy. “It especially helps us because it distinguishes our superior service and helps us to gain a bigger market share.” He is also confident about the business. “The market is still busy and there is growth. We’re always looking for new customers and operators, but there are challenges. “For many operators now is the time to consider their expansion plans. The market will pick up and the expansions, growth and investment will come back to business aviation. But this won’t be until after the consequences of this financial crisis,” he warns. Dabbagh believes that the financial turmoil will change the flight planning and support environment in the Middle East. He thinks companies will suffer from the situation and this could lead to alliances or joint ventures in a bid to remain profitable or even afloat.
SUPPORT FROM THE GROUND UP Services: ■ Design & Construct ■ Facility Planning ■ Design Consulting ■ Project Management ■ Ongoing Maintenance & Training ■ Finance & Lease Back Products: ■ Maintenance Hangars ■ Paint Hangars ■ Docking Systems ■ FBO Facilities ■ Landing Gear Pits ■ Cranes & Teleplatforms ■ Hangar Doors ■ Specialised Equipment
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EXPANSION For Dabbagh to set Palm apart from its competitors he believes the challenge is to keep high demand in the Middle East and CIS while the support providers wait for European demand to pick up. “We have to watch the market and be careful of our future steps,” he says. “You have to stay in touch with customers and understand their plans and requests. This is what makes us different.” Meanwhile, for Hadid and its CEO Mohammed Abu Libdeh, its key selling point is its credit facilities for customers.
JETEX BREAKS NEW GROUND IN THE WEST
Extensive experience Abu Lidbeh also believes that competition is a good thing because it highlights Hadid’s service ethic. He says the company has extensive experience of Africa and that it can help customers who need to fly in to those regions. However, he believes that opportunities in the market are changing and that with the current economic climate “only the strongest will survive”. Abu Libdeh says the company is happy to use third-parties for its customers but only when they have excellent customer service standards. “If they can match what we’re looking for we’ll keep using them. But, if we can’t find a location that has services up to our standards, then we’ll go in and open up our own offices,” he says. Abu Libdeh also reveals: “We are looking at the Far East for expansion.”
For Dubai-based JetEx Flight Support, it is Europe that has caught the eye. The company has announced a major move into the European marketplace with the opening of a new FBO facility at Le Bourget’s Terminal d’Aviation d’Affaires building just outside Paris. The development is the first stage in an ambitious international expansion plan that could see JetEx developing a network of FBOs throughout Europe and the Middle East, as locations become available. “We took a strategic decision to build our first one at Europe’s busiest business aviation airport,” says JetEx general manager Holger Ostheimer. The facility was opened during the Paris Air
Show in June by Paul Griffiths, chief executive of Dubai Airports, who was representing Dubai’s Sheikh Ahmed bin Sayeed Al Maktoum. It features a VVIP area – dubbed Le Royale – for senior government officials, royal families and other dignitaries, as well as a VIP area, Le Salon, which has a lounge and meeting rooms. There are also pilot rest and briefing areas. JetEx provides back-up services to business aviation, freight and passenger airline operators and has the bulk of its market in the Middle East, Africa and Asia. This is the first time a Middle East company has established permanent operations in the West.
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