Million Air Moves Beyond Franchising:
Owners Can Now Get Piece of Parent

"We're not just a franchise company anymore." So says Million Air marketing VP Sue Somers in explaining how the Dallas-based FBO chain is so happy with the business that it's buying up new FBO locations-some from existing Million Air franchisees and some from outside.

"We're going to expand the chain through the acquisition of company-owned stores rather than just franchising," Somers said on the eve of NBAA. The firm turned 15 years old this year and, with nearly 30 locations in the U.S. and Canada, already lays claim to being the largest independent FBO chain in the world.

The first acquisition under the new Million Air gameplan was Million Air Long Island, which had been run on a franchise basis. Million Air Interlink, Inc. as Million Air is formally known, took ownership of the operation at Republic Airport in Farmingdale, NY this past March.

"Our long-term objective will be to expand the chain through acquisitions into areas that we presently do not have coverage," Million Air president Lou Pepper said.

"While we will continue to franchise, we now have the ability and desire to acquire company-owned stores. We will be offering independent operators an exit strategy that could involve staying in management with an equity position in the company," Pepper said.

The Million Air' gameplan thus allows existing operators who wish to cash out and retire the chance to do so. Or, in some cases, they are staying on as managers, working for Million Air Interlink. John Santomauro, for example, a longtime employee of Million Air Long Island, has stayed on at his job there, as has manager Glen Gross. He's taking on Million Air Interlink regional responsibilities as well.

Million Air Long Island boasts a new, 12,000-square-foot terminal and 35,000-square-foot corporate hangar, and since late last year has offered expanded maintenance and services in the form of TAG Aviation's 24-hour, seven-days-a-week 'Blue Light' AOG support package.

Million Air more recently acquired two of its Connecticut franchises, at Bridgeport and Hartford Brainard. Former franchisee Tim Bannon is staying on as general manager of the two FBOs-and, taking advantage of the equity opportunity, he now owns a piece of Million Air Interlink too.

Other Million Air acquisition deals are pending, and may even be disclosed here this week. "We anticipate closing an additional eight by the end of the year," says Somers.

"Franchising will continue as well," she reminds NBAA attendees. "We are actively seeking franchise opportunities."

The newest franchise member of the Million Air family is Million Air La Quinta at the Desert Resorts Regional Airport in Thermal, Southern California. Million Air Palm Springs and Million Air La Quinta are both owned by Fixed Base Operators, Inc. Russ Knowles manages both locations.

Besides the recent advent of TAG Aviation's 24/7 Blue Light program at FRG, Million Air is talking up new service and training initiatives of its own, among them a special corporate effort to make sure line technicians only handle aircraft for which they're qualified. The company cites a recent survey finding that pilots are often apprehensive about leaving a multi-million dollar aircraft in the hands of poorly trained ground employees. So, "In addition to all of our line service technicians going through the ATI or NATA Safety 1st Program, we take it a step further," says Somers.

Million Air line technicians are 'licensed' through the company's special corporate program. They're given practical hands-on tests, the company says, for each aircraft type for fueling, towing, and GPU operations. "Pilots should feel a greater comfort level in knowing a strong emphasis has been placed on handling aircraft," says the Million Air VP.

Some things however, just stay the same at the big FBO chain. One of them is the firm's annual giveaway of a Harley-Davidson motorcycle to a Million Air customer on the first day of NBAA. This year's drawing is slated for noon today at Million Air's booth 2770.

By Rich Piellisch