Story ID: 335JSSI
JSSI Experiences Dramatic Helicopter Growth 
By: Kerry Lynch
Caption: Growth comes as JSSI builds up a support team for the helicopter segment.
Word Count: 751
Hourly maintenance provider Jet Support Services, Inc. (JSSI) decided to increase its focus on the helicopter market in recent years, and is experiencing exponential growth in the segment. It has seen a 250 percent jump in new contracts, which are bringing 600 percent growth in contract value over the past year. JSSI (Booth 7536) offers cost-per-hour maintenance programs for a variety of aircraft types.

JSSI president and CEO Neil Book noted that the company had offered helicopter programs for decades but had not made significant inroads in the market segment. The company about two years ago evaluated its long-term business and decided to renew focus on the market. This included both on the business-development side and on the support side.

“We really started to turn and drive a focus into the helicopter market segment,” said Kevin Thomas, JSSI senior v-p, business development and strategic planning. After securing a handful of enrollments in 2015, business picked up steadily in 2016.

Thomas pointed to JSSI’s decision to build up its helicopter support for its recent success. This includes filling out a dedicated team of technical experts that have substantial experience in the helicopter segment. “We leveraged the foundation of our tech team network, and we augmented that to specifically address the needs of the helicopter operator. Those needs are different from those of the fixed-wing operator, which historically has been is our traditional market,” he said.

This included the promotion of Raymond Weiser from helicopter program specialist to senior director of helicopter services and the addition of technical experts. JSSI recently added support specialists in North America and Europe and is looking in other areas where the company has been experiencing significant growth, such as Africa and Australia, he said.

JSSI’s team of about 75 to 80 technical services specialists still handle parts and major airframe/engine events, but the dedicated helicopter support team provides expertise in managing helicopter care and ensuring full compliance with maintenance and regulatory requirements, Weiser said. The company also lines up product specialists for each helicopter in an operator’s fleet. “This is a tremendous relief for directors of maintenance who would have to put in different programs to support each of those aircraft,” he said. “It is not uncommon in aviation for things to slip through the cracks. The technical expert helps reinforce [the maintenance] needs.” It also helps from the billing and cost-assurance side when a director of maintenance is trying to manage a half-dozen different platforms.

 “We learned some valuable lessons over the last few years,” Book added. “You can’t ask a team of fixed-wing experts to try and put a rotorcraft hat on. Bringing in an experienced and a focused team…with helicopter talent like Ray and the others has really allowed us to scale the helicopter business.”

JSSI continues to expand product offerings in the rotorcraft sector. The company has programs available for 100 different helicopter models. It introduced 18 new maintenance programs in 2016, including the MD fleet, and has 10 more in development for 2017. In addition to comprehensive support for platforms, it also is offering targeted products such a parts-only program announced late last year for the Airbus H130.

The company supports a range of operators, from the single-helicopter corporate flight department to fleet operators in segments including emergency medical services, law enforcement and oil and gas markets. Depressed market conditions in the oil-and-gas world have heightened the need for cost-assurance programs, Weiser said.

“In downtimes there is real value in preparing for future maintenance events,” Thomas added. “When times are good, you are reserving and paying for that hourly cost maintenance, and when times are bad, those funds are already earmarked and protected for the maintenance that has come due. It is unfortunate that the market has been down, but it really has highlighted the need for cost-stability tools.”

While many manufacturers offer hourly cost programs, JSSI is among the rare independent options for such programs, Thomas said. JSSI is still working to establish its visibility in the rotorcraft segment, he added, acknowledging, “We are not as far ahead in that market as we are in the fixed-wing space.” He expects the growth trajectory to remain as JSSI continues to build its presence.

Book agrees, and added, “I think we’re just scratching the surface of what it will be. I expect the growth rate we’ve had over the last 24 months to continue.”