Maximize your FBO's revenue potential through professional asset management, advanced leasing strategy, business analytics, risk mitigation, and advocacy.
The FBO Partners Story
Established in March of 2014, FBO Partners was conceived by Doug Wilson, an FBO industry veteran of more than 20 years’ experience in a multitude of FBO disciplines – line service, operations, FBO management, leasing and asset management. In 2006, when Mr. Wilson joined one of the largest and most respected independent FBOs in the country- he quickly identified a distinct and yet all-too-common refrain amongst FBOs: The hangar leasing process was broken, and inefficiently managed. Leases didn’t exist at all for some customers, while others had expired long ago. The few with current agreements were often found to have been authored by the tenant’s own legal counsel. This particular arrangement presents a challenging dynamic for the operator – Inconsistent business edicts, disparity in the landlord-tenant relationship, and in many cases, compromising the very insurance protections afforded an FBO through its provider. FBO Partners was launched with an eye towards helping the FBO operators manage the assets of their business- their hangar and office subleases. A mere 16 days after the start of business operations, FBO Partners signed its first client.
By September, FBO Partners added new talent to the growing consulting firm, with the addition of Todd Baumgartner, formerly of NetJets and the Ross Aviation network of FBOs. With Todd’s addition, further lines of business have been added, including Procurement, and Mergers and Acquisitions (M&A), to name a few.
At FBO Partners, we offer a complete suite of FBO consultancy services- an outsourced solution- to Fixed Base Operators. In an increasingly competitive business environment, the focus for a traditional FBO should be- must be- fuel sales. Outsourcing certain business functions has become a necessity due to today’s operational complexities. The most frequent examples of such outsourcing are generally associated with the training and regulatory aspects of operating an FBO: Have you created your own proprietary Line Service Training Program? Alternatively, are you using your fuel supplier’s or NATA’s Safety 1st Program? As an FBO owner or operator, did you author your Storm Water Pollution Prevention Plan (SWPPP) or your Spill Prevention Control and Countermeasures (SPCC) Program? Have you engaged a consultant or third-party to assist you?
More likely than not, your FBO uses a Line Service Training Program developed by a fuel supplier, or NATA. Likewise, an environmental consultant may have authored your SWPPP or SPCC. Clearly, outsourcing certain aspects of your complex business to a third party with expertise in those specializations is the right decision.
FBO Partners proposes that same outsourced approach for asset management, marketing services, procurement and new business opportunities –such as a merger with, or an acquisition of, a related business. Interested? Read on.
President & Senior Partner
About Doug Wilson
Doug Wilson is the President and Founder of FBO Partners, LLC, an aviation consulting firm to Fixed Base Operations. Prior to forming FBO Partners, Wilson was the Director of Business Development and Marketing at Galvin Flying Services. Though his role included the management of one of the largest independent FBOs in the country, his strengths in leasing, and related contract negotiation led to managing Galvin’s then 150,000 square feet of hangars to effective capacity through both the turbulent recession and a major hangar construction project in 2012. In short, his departments comprised sales in excess of $25M annually- some two-thirds of all revenue generated by Galvin’s total business.
Prior to joining Galvin in 2006, Wilson worked for Signature Flight Support, the world’s largest network of Fixed Base Operations. During his seven years with Signature, Mr. Wilson held various positions including Corporate Training Manager, in which he was responsible for the development, implementation and delivery of training curriculum for the company at all US and European FBO locations. He also held roles as the Operations Manager for Milwaukee, WI, Corporate Customer Relations Manager, and a Regional Service Trainer, to name a few.
Prior to joining Signature Flight Support, Wilson worked for the Williamsburg-Jamestown Airport for more than seven years- a small privately owned public use airport in Virginia.
Mr. Wilson is an active pilot with airplane, seaplane, glider and helicopter ratings. In addition, he is a freelance aviation writer for various publications, and an aviation consultant to local news outlets, providing technical understanding of various aviation issues to reporters.
About Todd Baumgartner
Todd Baumgartner brings almost 19 years of experience in aviation to FBO Partners. Prior to joining FBO Partners as a Senior Partner, Mr. Baumgartner was the Senior Vice President of Acquisitions for the Ross Aviation network of FBOs. During his tenure there, he identified numerous FBO’s to expand the chain, ultimately acquiring five FBO’s and a hangar in his first 14 months with Ross. These acquisitions added some $10.25M to the Ross network 2014 EBITDA.
From 2001 to 2013, Baumgartner was with fractional lift provider NetJets. First starting as a senior analyst in the Financial Planning and Analysis department, he quickly identified an opportunity for NetJets to save millions in how they purchased fuel and FBO services. He established and led the NetJets Fuel & FBO Relations Department for 10 years, during which time he developed and refined the NetJets strategy for purchasing fuel and FBO services. Under his direction, the department negotiated over 600 supply agreements for fuel and services, purchasing over 125 million gallons of fuel from more than 2,100 FBOs annually. These agreements saved NetJets over $80 million dollars per year in their fuel and FBO services spend. He has personally negotiated deals with all of the national FBO chains, fuel suppliers, and payment processors.
In 2007 Baumgartner absorbed the fuel finance function into the department and promptly increased their recovery in the invoice auditing process from $100,000 to over $1 million in less than a year. In 2009 he added oversight of the relationships with the airport authorities and also developed the NetJets Dedicated FBO concept, which allowed NetJets to further differentiate itself from its competitors. Under that program Baumgartner negotiated long term airport leases for NetJets at several key airports across the country.
Prior to joining NetJets, Baumgartner served for five years in various roles with Northwest Airlines including in the contracts department, the finance department and ground operations.
Before beginning his aviation career, Baumgartner spent 10 years in the Army as an intelligence analyst.
Mr. Baumgartner has a Bachelor’s Degree in International Business and an MBA with focuses in Operations & Logistics Management and International Business from the Ohio State University.
The FBO Partners Advisory Board
Consulting services created in a vacuum has little value to a client. Because of this, we created the FBO Partners Advisory Board, an internal group of advisors comprised of recognized leaders in related and complementary industries to FBOs. Our board helps us provide our clients the most accurate, timely and well-rounded advice possible. FBO Partners: Actionable, thought-provoking consulting services, that add real value to your FBO.
Alec Maguire, President, Outermarker Solutions
Alan Burnett, Founding Attorney, Centerpoint Aviation Law
Stephanie Burnett, Founding Attorney, Centerpoint Aviation Law
Brint Smith, VP, Aviation, John F. Throne & Company
Phil Rose, Editorial Director, FlyCorporate magazine
Katrin Gist, Commercial Real Estate Broker, CBRE
Jacob Stone, Managing Director, Punch Drunk Productions
Brett Palmiero, Citation Regional Sales Associate, Cessna Aircraft Company