In this ongoing series, we share advice, suggestions and insights from real entrepreneurs who fight business battles every day. (Responses have been edited and condensed for clarity.)
Please provide an elevator offer for your company.
I’m Kevin Wargo, CEO Air Alliance. We are an industry-leading private aviation group specializing in private jet chartering, management, maintenance and aircraft parts sales. We are one of the few vertically integrated aviation groups in the industry, and our services be certain that the entire industry is self-sufficient and ready for growth. With over 20 aircraft flying around the world, from light to heavy jets, and over 200 employees, we are proud to be one of 20 largest operators in the USA for three consecutive years.
How did the leadership team come together?
Many of us have worked together as clients or colleagues at previous private aviation firms. After selling my shares in my first company, I quickly realized that I still had the passion to get back into the industry. This time, nevertheless, I’ll mix the hard lessons I’ve learned along my journey with some familiar faces I’ve met along the way. I called up these colleagues who were already specialists in different sectors of the industry, and we built an alliance focused on the mistakes that our previous partners and employers had made.
What spark inspired you to create this business?
We were aware that many firms didn’t hearken to their customers. They focus on their very own “great ideas” and attempt to tell their core base that this is what they need to want and why. We looked outside and realized that if you incorporate your customers’ wishes into the way you run what you are promoting, you’ll truly deliver the high levels of satisfaction they are looking for. When you achieve this, you’ll have something much stronger than customer loyalty.
The “aha moment” was turning to other providers for services and realizing there have been limited options, if any. The industry is very fragmented and we have tried to slowly bring many interdependent sectors under one umbrella. Not only can our company sell our customers charter travel or a jet card membership in our fleet, but we may also sell our competitors maintenance services for their fleet or sell them parts, even if one other maintenance provider is working on their aircraft. Our range of services extends far beyond our network.
How has the industry modified since you started what you are promoting? Where do you see this going?
The industry is continuously changing. Since we launched in 2019, we have seen the largest increase in the use of private jets as a consequence of Covid-19. The pandemic has resulted in a large influx of latest customers to our industry who have never flown privately before. Once they realized they might control their travel habits and not rely on regular industrial services for their journey, they became addicted. The majority of those customers will proceed to fly privately, but some have chosen to return to industrial flights, which should bring business traffic back to 2019 levels. However, the last 4 years have been a great catalyst for our business as we have seen incredible growth in other areas of our business.
Please tell us one “holy @#$!” moment in your company.
Starting a company just a few months before the pandemic created the biggest “holy @#$!” moment. Everyone just left their jobs to start out this unknown company and then the world stopped. After a few sleepless months, we fortunately scaled quickly and had to reply quickly to adapt and ensure stability across the unit while still providing excellent customer support. That’s when we started doubling down on some of our core investments and some of our non-traditional range of services.
What advice would you give to entrepreneurs looking for financing?
Existing customers can be your best source of data. Look at the individuals who like your product. They consider in you and your company and have a completely different perspective than you internally. Most of our clients are business owners themselves, with experience and contacts that they are glad to share. It will help if you show them that you just have the same morals and work ethic as them.
What does the word “entrepreneur” mean to you?
Someone who is not afraid to work harder than anyone else in the room and is able to take on any task offered to him. Someone who never stops wanting to change into higher.
How do you define “success”?
Success is about solving problems. Every day brings challenges, but success is when you have recent and complex problems, but you challenge yourself to beat them.
Is there a specific quote or saying that you just use as personal motivation?
“I love problems, let me know and let me solve them.” This aligns with why I define success as effective problem solving. Problems are inevitable, and when you learn to simply accept the challenges life throws at you, the higher prepared you can be to take on this world.