Story ID: 517
Avfuel Enthused by European Traffic Surge
By: Mark Phelps
Caption: A combination of partnerships and adding new strategic locations has Avfuel's numbers up and running.
Word Count: 586
Avfuel CEO and owner Craig Sincock is enthused by the expansion of his company’s fuel-service coverage in Europe. “In the U.S., we can confidently say that one [business aviation] flight in three is touched by Avfuel," he told AIN. "In Europe, our business has grown in double digits, partly through expansion, but also through increases in flying activity.” To be more specific, the increase in European uplift is 40 percent, year-over-year.

Part of the strong start to 2017 for Avfuel is attributed to “extended partnerships in key locations, new branded locations, and the addition of international fueling locations,” Joel Hirst, v-p of sales, said. “We’ve enjoyed a successful partnership with Air Service Basel these past three years, and we’re excited to continue working together to serve the needs of Europe’s GA traffic around the tri-national border of Switzerland, France, and Germany.”

Avfuel has further stimulated its global sales by cultivating partnerships with U.S. FBOs on both coasts, attracting operators arriving from across the Pacific and Atlantic Oceans. They include West Coast FBO company Castle & Cooke, which has locations in Van Nuys, California, Honolulu, Hawaii and Everett, Washington; and ACI Jet in Orange County, California. On the East Coast, Avfuel added Rider Jet Center, Hagerstown, Maryland and FlightServ, of Trenton, New Jersey.

There are strong incentives for European and Asian operators to use Avfuel-branded or partner locations at both ends of their trips. Pilots are eligible for Avtrip loyalty points, and Avfuel’s Contract Fuel program offers reduced pricing for customers that commit to using the company’s more than 3,000 locations worldwide. The company added, “...and to receive the benefits associated with the Avfuel Pro Card: no fees, no split transactions (fuel and non-fuel items on the same invoice), and easy online account management and pricing.”

“Expanding our global footprint benefits both our operators and our network locations," said Jonathan Boyle, v-p of contract fuel. "The stronger the network, the stronger the incentive for operators to stay within it and land on [network FBOs’] ramps.”

Avfuel also places emphasis on safety and hospitality training for its FBOs' personnel. It recently released its new online Avfuel Customer Service Training (ACST) program. Available to all 650-plus Avfuel-branded FBOs, it uses videos, downloadable course materials and online quizzes.

Besides the obvious training in safe and efficient aircraft handling and fueling operations (18 modules), Avfuel’s ACST program coaches its employees in “fostering a culture of care, some key service essentials, and how to truly amaze and wow their customers.”

“The ACTS is a cost-effective, easy-to-use system ideal for both new and recurrent training needs," said Buffey Muth, Avfuel marketing manager. "When it comes down to it, fuel is fuel. What customers remember most—and what keeps them coming back—is the experience they receive from an FBO, driven by the operation’s level of service. This program is meant to help foster customer retention.”

The courses are said to be user friendly, requiring little or no management on the part of the FBO. Staff members can take courses as their time permits.

At the Avfuel booth, EBACE visitors can meet with Sincock and other executives from the main office in Ann Arbor, Michigan, as well as representatives from partners Air Service Basel, Banyan Flight Service, Castle & Cooke Aviation, Fargo (North Dakota) Jet Center, Premier Jet Center, Sheltair and SouthAir to discuss their international fueling needs.