Fueling FBO growth

The more you know about the actual reasons why a customer will select one FBO over another, the more you realize that the price of fuel is only a small part of their decision.

“We’ve interviewed thousands of FBO customers, and the number one thing they all want is ‘clean bathrooms,’” explains AEG Fuels Vice President of General Aviation, Marc Ramthun. “Other top priorities include friendliness, easy ramp access, and whether the customer service representative can solve problems quickly.”

“Many FBOs have beautiful facilities, but the bottom line is it’s the people at those facilities that make the difference,” he continues. “People make the difference, and it’s those with the commitment to excellence we want in the AEG Connect Network.”

Associated Energy Group LLC created the AEG Connect Network of FBOs in 2020 to provide an array of support services to standout facilities and their team members, helping fuel their growth.

“In 2020, we had two Connect Network FBOs, and today we have over 50, including three in Canada, and our first in Mexico,” he adds. “We provide everything to our network FBOs, from bulk fuel to GSE equipment leasing to marketing and sales support.”

Network-related success.

Ramthun explains that one of the keys to the program’s popularity is that AEG Fuels has a team of 40 general/business aviation sales specialists who analyze a Connect Network FBO and its customers to identify hidden opportunities.

“We’ve had some great examples of success, and that’s what it’s all about,” he says. “That’s part of our true value proposition with our network FBO partners.”

One success story Ramthun shared was with Wilde Air, an AEG Connect Network FBO located at Huron Regional Airport (KHON) in North Dakota.

“The FBO had mainly supported the spraying operations in the area, but we were able to leverage the relationship of our commercial group to get the local air carrier to start serving that airport,” he says. “That enabled us to help arrange for some university sports teams’ charters through that FBO.”

“They say it’s the biggest uplift in business they’ve ever had, and it is something they had never even thought about doing,” Ramthun continues. “Our goal is that when people visit that airport, Wilde Air is the FBO they want to use.”

“Our priority is to develop a long-term partnership that contributes to the growth of all our FBOs,” he said. “If we bring true value, based on results, and not a contract, they will want to stay with us for the long run. That’s how we’ve built our business.”