In Joel Fineberg’s litigation practice, everything is an opportunity cost. Walter Farrington flies to remote towns for his oil business. Expanding into new markets, Mike Hernandez travels between cities a couple of times each week. Being responsible for a fleet of business jets, Ira Allstadt needs expert maintenance to keep his Citations flying. What each of these business owners has in common is uncommon support from a company that believes in helping its customers and their businesses take flight.
While GA experiences financial headwinds and political turbulence, Addison, Texas (ADS)-based Monarch Air continues to grow through customer referral and cross selling. As an integrated aviation service center specializing in aircraft charter and management, sales and acquisitions, maintenance and flight instruction—the company continually focuses on how customers can use Monarch Air’s services as effective business tools. Among the company’s clientele, Joel Fineberg’s story is typical.
From Flight To Ownership
"I received my private pilot’s license and then purchased a Cessna 400, because we handle very complex commercial litigation around the country," says Fineberg, an attorney with Fineberg/Gresham in Dallas. "Everything is an opportunity cost. I need to be able to get where I need to go in the most timely and efficient manner."
After learning to fly, Fineberg asked Monarch Air’s Jim Sherman to help him select and purchase an airplane. "When I went to Cessna in Bend, Oregon, to pick up my Cessna 400, Monarch Air sent along a CFI to help me fly the plane home and get familiar with its operation," says Fineberg. "They didn’t have to do that, but they said ‘We’re going to make sure you’re comfortable and competent.’"
Monarch Air was established by the Sawtelle Family in 1986 to set new standards for flight training. Its flight training courses can take a student from zero experience to whatever level they want to achieve, be it flying for a career or recreation. "Our operation is built on a foundation of more than 50 years of solid, professional piloting experience from the military and major airlines," says President Trey Sawtelle.
Today, Monarch Air is much more than a top-notch, part 141 and 61 flight school. As a Cessna Pilot Center, an authorized Cessna Sales Team Representative and Cessna Authorized Service Center—the company offered Fineberg a unique package, including advice and assistance in selecting the right aircraft for his mission—the Cessna 400—along with training on the specific aircraft type he wanted to buy, and after-sale management of the plane.
According to Fineberg, the aircraft management program Monarch Air offered was particularly impressive. "I didn’t know all the things required to be an aircraft owner," he says. "Monarch does an outstanding job managing the plane, allowing me to focus on what I really enjoy—flying and training to upgrade my skills."
As a philanthropist, one thing Fineberg says he’s passionate about is supporting the Angel Flight Network. "When we’re flying children," he says, "I ask Monarch Air to send along a co-pilot with a CFI, CFI-I, Commercial or even ATP rating. That’s a big help with navigation and radios; and they give me suggestions along the way to improve my skills."
Everything As It Should Be
Before moving to Dallas from East Texas, Farrington had never chartered an airplane. "My company, Red Harlan Royalties, is an oil and gas business. Often, I go to smaller places at the drop of a hat," explains Farrington. "A friend suggested I look into charter and recommended Monarch Air. They’re the first charter company I ever used."
Thus far, Farrington has always flown the King Airs; but he says he’s looking forward to using one of Monarch Air’s jets some day. "The King Airs work well for me because most of my trips are within a 400- to 600-mile radius." The company’s charter service makes efficient use of time, and not just for Farrington. "I’ve never flown alone. There’s always been at least one other passenger on board."
To this end, Monarch Air operates a fleet consisting of a wide variety of light jets, King Air turbo-props and Citations on their Part 135 Certificate. The company has been providing air charter service since 1992, and is an ARG/US Gold-rated facility. The Pilot in Command (PIC) on every charter flight is an Airline Transport Pilot (ATP) Qualified Captain—the highest and toughest FAA standard. Significantly, all Monarch Air crew members are company employees and full-time professional pilots, assuring operational standardization and overall safety.
"I feel fortunate to have found Monarch Air. I’ve been using them for about five years, and they’ve always done a good job. Everything is as it should be," says Farrington. "My advice for anyone thinking about charter is to call Monarch Air right off the bat."
The Only Place For Maintenance, "This is the only place in the Dallas/Fort Worth area I’ll take my fleet," explains Allstadt. The Allstadt Companies, LLC is an aircraft management business located at ADS; and it presently manages a Citation Bravo, Citation V and Citation Ultra. In addition to being an authorized FAA repair station, Monarch Air is a Cessna–Authorized Service Center and an authorized service center for Pratt & Whitney and Dallas Airmotive. However, Allstadt says the overriding reason for this loyalty is Director of Maintenance Robert Johnson.
"I’ve known Robert Johnson right on 30 years," says Allstadt. "He’s worked on most of my airplanes at one time or another. I met him for the first time when I had my King Air and followed him to Monarch Air."
Allstadt further adds his clients expect their jets to be available when needed, so being able to surmise "down-time" is an important factor. "Monarch Air’s estimates of time-out-of-service are really accurate," says Allstadt. "Johnson is a real ‘straight shooter.’ He always looks for options and goes over them with me."
Monarch Air works hard to keep its maintenance personnel trained on a comprehensive line-up of piston, turbo-prop and jet aircraft maintenance services. Johnson and his mechanics also pride themselves on being able to quickly determine and rectify any problem. "They find solutions to issues and nagging problems no one else can solve," said Allstadt. "Robert is extremely professional. He’s one of the best diagnosticians I’ve ever found."
It Just Makes Sense
Hernandez says his decision to acquire a King Air F-90 was necessitated by the demands of his business. "My previous partners always had planes, and it was really convenient," he explains. "As we expanded into Houston and realized we’d always be taking two or three people each time a couple of trips each week, buying our own plane just made sense." Hernandez, whose HERNCO holding company owns D&M Auto Leasing, Mortgages USA and Mustang Insurance, chose the King Air because of its historically solid resale value. That’s how Hernandez met sales team member and CFO Paul Clark.
"Paul’s a great guy and great to work with," says Hernandez. "He really went into detail and explained all the other services they offer." Those services include managing the King Air for Hernandez. By placing the aircraft onto Monarch Air’s charter certificate, the charter income he receives diminishes the expense of ownership. "It made sense to let them manage the plane, especially since they had always maintained it and knew the history," says Hernandez.
In addition to using the plane for business throughout the week, the King Air sees a lot of use on weekends from Hernandez and his family. "All my son’s college football games are pretty much within a 500 mile radius, so it enables my wife and I to attend all of them," he says. "We also take the plane on hunting trips, beach vacations or skiing."
As an owner of an aircraft managed by Monarch Air, Hernandez says he enjoys the preferred rates and access he has to Monarch Air’s entire charter fleet. With four children and everyone’s gear, he says they sometimes charter a larger King Air when the whole family is going. Michelle Corcoran, Monarch Air’s charter coordinator, handles all the arrangements for business and family trips. Hernandez says, "I’m impressed with how great they make it. If I need anything, Michelle handles it. The pilots are professional, and we feel comfortable with them."
Helping Clients Take Flight
In today’s ever-changing business environment, Monarch Air works tirelessly to help its customers maximize the use of GA aircraft for their companies, and it shows. Referrals are an important component in growing any business, and Monarch Air is no exception. "We look forward to meeting new customers through referrals, and we’re delighted when customers send their friends and colleagues to us," says Clark.
"The secret to a successful referral program is two simple things," Sawtelle adds. "You’ve got to be consistent. Start by asking your customers what they like about doing business with you. Then, ask them if they can think of anyone who might like that same benefit or experience. That’s all it takes."
To this end, the experiences of Fineberg, Farrington, Allstadt and Hernandez are only characteristic of the customers Monarch Air has served since Sawtelle’s mother and father opened its doors in 1986. Sawtelle concludes, "Our focus has always been upon how we can help our customers and their companies take flight." Q
For more information, visit www.monarchair.com or call 800-891-9894.
