aircraft fueling and line service · melissa frazier . aircraft fueling and line service . aircraft...

Aircraft Fueling and Line Service

By Jason Milewski, C.M. &

Melissa Frazier


• Intro • 4 Topics of Discussion

– Upgrading Your Fuel Farm – Vendor Selection – Fuel Pricing – Marketing

• Questions / Comments

Aircraft Fueling and Line Service Upgrading Your Fuel Farm

• Existing conditions – USTs

• Pumps



• Pumps • Sumping (no reclaiming)




– Leaks • Strong fuel odor after heavy rain • Unknown source • No detectable inventory loss




– Leaks (the laughter, fun and joys of TCEQ!) • Basin • Cathodic Protection

– Self Serve Tank

• TxDOT Funding


• New ASTs – Site selection

• Proximity to Jet Center


• New ASTs – Site selection

• Proximity to Jet Center – Configuration

• Upgrade Jet A • Downgrade Avgas • Single tank for self serve

– Operation • Offloading Time • Visual Inspections


• Summary – Consider the whole economic benefit – Location with room to grow – Ensure fit with your goals and projections

– Next . . . Who’s fuel fills the tank?

• Why switch vendors? – Happy or Unhappy?

• Performance • Pricing • Customer Loyalty • Incentives • Equipment

• Branded or Unbranded?

Aircraft Fueling and Line Service Vendor Selection


• How to begin? – Issue an RFP

• Put your needs up front • Solicit all known vendors

• Evaluate Proposals – Performance

• Can they meet needs? • Check References!


• Evaluate Proposals (continued) – Pricing

• Fuel • Equipment • CC Fees • Contract fuel

– Customer Loyalty Program • Fees • Demand • Offerings


• Evaluate Proposals (continued) – Incentives

• Staff Training • Uniforms • Load Purchase Incentives • Event Sponsorships • Signage • Inspection Incentives


• Evaluate Proposals (continued) – Equipment

• Fuel Trucks – Adequate Size – Age – Maintenance Responsibilities

• Other GSE – Monitoring Performance

• Are Promises Kept? – Are the Sales Representatives in frequent contact?


• Summary – It’s more than just the price! – Be sure you’re comparing apples-to-apples – Ensure fit with your goals and projections

– Next . . . How do you set your prices?

Aircraft Fueling and Line Service Fuel Pricing

• Gopher Method


• Gopher Method • Define your goals

– What facilities do you have/want



– What facilities do you have/want – Who do you want to be?

• Large or “adequate” margin



– What facilities do you have/want – Who do you want to be?

• Large or “adequate” margin • What’s Your Cost?

– What’s in your purchase price? • Equipment • Flowage Fees • Taxes • Delivery • CC Fees


• What’s Your Cost? (Continued) – What does it cost you to put fuel in a plane?


• Desired Margin – Are you in the Game? – Will the market sustain it? – Start Low for Room to Grow!


• Full Serve vs Self Serve – What are your goals here? – Make it worth the work


• Summary – Pricing should fit your goals – Local pricing (gopher method) should be apples-

to-apples – Can you cover your total cost?

– Next . . . Marketing your business

Aircraft Fueling and Line Service Marketing

• What are you marketing? – Goals! – More than just Advertising!


• What are you marketing? – Goals! – More than just Advertising!

• Facility – Goals – Branding – Amenities – What message does it send?


• Facility – Creating the Victoria Jet Center


• Vendor – Does the brand matter? (Think of yourself on the

road or in town) • Customers associate incentives with brands • Customers associate quality with brands


• Vendor (continued) – “Ask not, what you can do for your vendor . . .”

• How do they assist in marketing your business – Customer Loyalty Program

» Offerings – Incentives

» Staff Training » Uniforms » Load Purchase Incentives » Event Sponsorships » Signage » Inspection Incentives


• What’s in a name?


• What’s in a name? • Web Presence –

www.buylotsafuelfromme.com – Website – AirNav, Global Air, Controller


• Social Media


• What’s in a name? • Web Presence –

www.buylotsafuelfromme.com – Website – AirNav, Global Air, Controller

• Social Media • Fuel Incentive Program – beyond the vendor’s


• Supplies and Give-a-ways


• Events


• What’s in a name? • Web Presence – www.buylotsafuelfromme.com

– Website – AirNav, Global Air, Controller

• Social Media • Fuel Incentive Program – beyond the vendor’s • Supplies and Give-a-ways • Events • What are your competitor’s doing?


• Summary – Market your goals (dress for the job you want) – Market the ENTIRE customer experience – Utilize ALL of your resources


• Conclusions – Identify problem areas – Team with the right provider – Price to sell, cover your costs, and meet goals – Consider your whole image. It’s more than fuel


Questions / Comments

Jason Milewski, C.M. Managing Director, Prautes Corporation [email protected] 361-655-0958

Melissa Frazier General Manager, Victoria Jet Center [email protected] 361-578-1221

aircraft fueling and line service · melissa frazier . aircraft fueling and line service . aircraft...

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