Run Rally Run!

8PILOTA Continued on page 10

Article and Photos by Bryan StepanianRun Rally Run!

NORTHEA

ST REG

ION

white table-clothed tables, and we at FOCappreciate the generous donation fromBanchet Flowers of Greenwich, CT.

As the cars arrived, we scattered themaround the beautiful aircraft on the tarmac.We'd like to thank Lolita Cocina for theircontinued support and for catering anotherfantastic breakfast. Additionally, a bigthank you goes to XOJET for flying in oneof their “Ferrari fast” jets especially for us.

Mike Giordano was kind enough to take thetime to speak with our members aboutXOJET’s services and explain how usingXO could save them up to 50% on theirprivate air travel. Thank you Mike!

So the day has just begun......our mem-bers jumped into their cars and fired uptheir engines. Eduardo’s new GTO andMarcelo’s 458 Italia get the prize for thenicest roar upon start-up.

Wouldn’t it be nice to have your firstcup of coffee on a Sunday morning sittingon a Challenger 300 Jet? Well, that was thecase for some of our members at our May1st event. After a week of rainy weather, wewere given a beautiful day to gather atWestchester Airport in one of the private jetareas to kick off our May 1st event.

XOJET flew in one of their Challenger300's for our members to tour as they dined

on the runway. While our catered breakfastwas first class, there was no soft backgroundmusic and fresh smelling candles. Weenjoyed our Sunday breakfast with thethundering sounds of jet engines and thewonderfully aromatic scents of jetfuel...something a FOC member can onlyappreciate! Speaking of appreciation, thewives and girlfriends who attended didappreciate the beautiful flowers on the

Luxurious breakfast, rally runand fun closed course driving.

10PILOTA

We hit the road, and after an exhilarat-ing one hour rally, we arrived at yet anotherairport in Upstate New York. This time,the airport was reserved just for us. Wespent the afternoon racing down the vacantrunway, pairing up each time with a differ-ent car to race. We learned a bit abouttraction control, rolling starts, and not get-ting distracted by the flag girls! Some dare-devils thought it would be fun to jump outof an airplane, so we took a break andwatched the sky divers come down late inthe afternoon. Only one had a near “caraccident” as he landed right up against acar and his chute enveloped the entire car.Thankfully it was his dad’s car.....great aim!

We all had a safe ride home and left theday with lots of good memories from a veryunique event. Once again, we'd like tothank our sponsors for their support: MillerMotorcars, XOJET, Bullen Insurance,Executive Paint Protection, VintageYachting Club, and Greenwich StrategicCapital.

Run Rally Run!

Courting new business and keeping existing customers is a

costly challenge in any economy. Yet some companies have

dei ed the downturn, positioning themselves for a recovery

and becoming more productive in the process. They are

using business aircraft to free themselves from commercial

airline constraints, cash in on domestic and global market

opportunities, and realize greater value than ever before.

“It is a terrific working tool,” says The Stewart Orga-

nization’s chairman, Walter Stewart. His company has a

Flexjet Learjet 40 and Challenger 300 business aircraft at

the ready, which made it feasible for him to expand far

beyond the company’s original Birmingham, Ala., cus-

tomer base. “Travel is essential for us to compete and to

expand,” says Stewart.

FLIGHT LOGS // REAL-LIFE BUSINESS AVIATION SUCCESS STORIES

SATELLITE RECEIVERS, LTD./CASH DEPOT

WEATHER CENTRAL, LP

EZ GRILLHOMESTEADERS LIFE COMPANY

XOJETTHE SCOTTS MIRACLE-GRO COMPANY

PAGE 10PAGE 8PAGE 6PAGE 5PAGE 4PAGE 2

A GAME CHANGER FOR THE RECOVERING ECONOMY

WRITTEN AND PRODUCED

BY MARK PATIKY

SPECIAL ADVERTISING SECTION // BUSINESS AVIATION

Vital Revenue Generator Business aviation l iers—whether they

own jet cards, fractional shares or whole

aircraft—recognize the game-changing

benei ts business aircraft access provides.

To land deals, land closer to your customer.

That’s the attitude of many business peo-

ple who are convinced that business avia-

tion gives them an undeniable advantage.

Business aviation can convert hours of

travel time into hours in front of customers.

It allows companies to pursue opportuni-

ties in smaller, untapped markets far from

commercial airline hubs.

It’s not a luxury or a liability, but rather a

vital asset and revenue generator. “While

other companies may be retrenching, we

see tremendous competitive advantage

with our business aircraft,” says Stewart.

“Being there face-to-face ahead of the

competition is crucial.”

Having the ability to bring customers to your company’s

home turf is also extremely valuable. “We use our plane to

pick up clients and bring them to our ofi ce,” says David

Charles, Sr., president of Satellite Receivers, Ltd./Cash

Depot, which is based in Green Bay, Wis. The company,

which owns an Avantair Avanti fractional share, sells and

services ATMs nationwide. Bringing customers to its facility

has been critical to closing deals.

Phillip Swan, CEO of Kirkland, Wash.-based EZ Grill, adds,

“When you have to be in places like Ponca City, Oklahoma;

Bentonville, Arkansas; Morrisville, North Carolina; and Woon-

socket, Rhode Island; you had better not depend on the airlines

FLIGHT LOG // THE SCOTTS MIRACLE-GRO COMPANY

Based in Marysville, Ohio, the Scotts Miracle-Gro Company

uses a Dassault Falcon 50 EX and Falcon 900 to sow seeds

for success around the globe. “These are business tools, just

as important to us as a lawn spreader or a delivery truck,”

says Matthew Clifford, director of l ight operations. Company

growth is directly attributable to use of the aircraft, he says.

“With an hour’s notice, we can have either airplane headed to

any of thousands of locations coast to coast, nonstop.”

It’s not unusual to make as many as i ve customer or sup-

plier visits in a day, and those schedules can change on a

moment’s notice. “We save our people time and enhance

their productivity,” says Clifford. With functional, spacious,

secure cabins and satellite communications and Wi-Fi Inter-

net capability, the Falcons become airborne conference

rooms. “They are equally useful for client meetings on the

ground,” he adds. An unmatched advantage is the Falcons’

ability to use shorter runways and still carry enough fuel for

nonstop cross-country or transatlantic l ights, and the three-

engine design is an added safety feature he likes, especially

for overseas travel.

ADVERTISEMENT 2 // THE ENLIGHTENED BUSINESS TRAVELER

Director of Flight Operations Matthew Clif ord

Business: 143-year-old company, global market leader in lawn and garden products

Travel Need: Meet with vendors and customers across the U.S. and Europe

Aircraft of Choice: Dassault Falcon 50EX and Dassault Falcon 900

ADVERTISEMENT 4 // THE ENLIGHTENED BUSINESS TRAVELER

FLIGHT LOG // XOJET

XOJET, unique in business aviation, owns all of its young

l eet outright and offers top-ranking charter using only two

aircraft types: the Bombardier Challenger 300 and Cessna

Citation X, selected for efi ciency, speed, comfort and con-

sumer appeal. XOJET’s hybrid business model combines the

benei ts of private jet membership and on-demand charter

service with the consistency of fractional ownership. While

one can l y to or from anywhere at on-demand charter rates,

XOJET pioneered discounted i xed-rate charter based on 88

predei ned coast-to-coast routes, as well as a l y-anywhere

membership program.

CEO Blair LaCorte’s aircraft choices are as attractive as his

business plan. The Citation X is one of the world’s fastest civilian

aircraft, and the Challenger 300 offers superior reliability, main-

tainability and fuel efi ciency, plus a spacious, wide cabin and

the ability to land at smaller airports. Each XOJET Challenger

is identically equipped with unique noise-dampening features,

built-in surround sound, serene interior décor and Aircell Wi-Fi.

It’s a huge bonus for travelers who count on saving time and

money while gaining productivity in the air, says LaCorte.

CEO Blair LaCorte

Business: Innovator in air charter

Travel Need: Competitively priced, safe and ei cient air charter service to 5,000 locations nationwide

Aircraft of Choice: Bombardier Challenger 300 and Cessna Citation X

to get you there. If it’s a matter of get-

ting the contract or losing it, then

the higher cost of business aviation

represents tremendous value,” says

Swan, whose Flexjet Learjet 40 helps

i re up the proi ts.

Clear Skies AheadThese business executives are dei -

nitely on the right l ight path. Recent

studies released by NEXA Advisors

LLC show that both large S&P 500

companies and the S&P SmallCap

600 small and midsize companies

achieved greater success by using

business aircraft—even during the

worst i nancial recession in recent

memory—than those that do not use

business aircraft. “This study reveals

that use of a business airplane is a

sign of a well-managed company, regardless of its size,” says Ed

Bolen, president and CEO of the National Business Aviation Asso-

ciation. “The level of productivity, l exibility and efi ciency business

aviation provides allows companies of all sizes to remain produc-

tive despite the tough economy. This latest study coni rms it.”

So what does it take to create revenue-generating, game-

changing strategies that allow you, too, to l y circles around

the competition? For many, the i rst step is seeing past the

limitations of commercial travel. Read on and learn what these

forward-thinking companies have discovered about highly

customizable airborne options that put you face-to-face with

customers, prospects and vendors more often and more nim-

bly than ever before. Follow their guidance and your business

will be taking off well before the competition arrives.

WEALTHP E O P L E • I N V E S T I N G • E N J O Y I N G • G I V I N G

GENTRY

GEOLO CAPITAL FOUNDER JOHN PRITZKER | FLYING HIGH WITH

XOJET | CATALYTIC PHILANTHROPY | VC AND AUTHOR

GUY KAWASAKI | DRIVING A BENTLEY | KAUA‘I LUXURY

INVESTING FOR COLLEGE | FAMILY AND FINANCES

| SPRING 2011 |

PREMIEREISSUE

22 GENTRY WEALTH | SPRING 2011 | www.gentrymagazine.com

PEOPLE

“When they reserve the jet, we ask them if they want to work or relax, and that’s

the experience we create. If they want formal, they get formal. If they want fun, they get fun.”

TOP ROW: Stephen Lambright, Chuck Stumpf, Blair LaCorte, and Dave Cox

BOTTOM ROW: Mark Long, Bradley Stewart, and Theodore Botimer

—COO DAVE COX T

www.gentrymagazine.com | SPRING 2011 | GENTRY WEALTH 23

FINDING THE SWEET SPOT IN THE PERSONAL JET INDUSTRYThere is no such thing as a foolproof business model. But this comes close: a private aviation

company offering you the best planes in the world, your choice of destinations, and the qual-

ity you’d expect on a personal jet at a fraction of the cost.

And that’s exactly what XOJET, Inc. provides. Founded on the assumption that as people

stopped buying airplanes (too inefficient), they would look for alternatives, and that’s where

XOJET fits in. It would meet the quality and travel needs of the most demanding clients,

thus eliminating the hassle and expense of owning a personal jet.

Clearly, this business model has paid off. The five-year-old company has experienced 50

percent overall year-over-year growth, with 70 percent year-over-year growth in New York,

Los Angeles, and San Francisco. In February, XOJET opened a downtown Manhattan office

at 2 Grand Central Station to support its East Coast market.

Based in Brisbane, the private avia-

tion firm is one of the fastest growing in

the world, with more than 3,000 cus-

tomers globally, including such well-

known names as Hearst Corporation,

Electronic Arts, and even celebrity ath-

letes like Shaquille O’Neal.

To meet the high standards of these

clients, XOJET, owned by TPG, the world’s largest private equity firm that owns companies

such as Neiman Marcus, refuses to lease its aircraft (unlike charter services). Instead, it

owns them—and they are the best. Among its fleet of 30 super-mid jets are the high-speed

Citation X (think Ferrari or Bugatti) and the luxurious Challenger 300 (think Rolls Royce or

Bentley), two of the finest aircraft in existence.

“By owning the fleet, we control efficiency and quality of service,” says Chief Operating

Officer Dave Cox, a 20-year veteran of commercial aviation. XOJET is the only business avi-

ation provider to rank No. 1 or No. 2 in all twelve ARG/US platinum safety-rating categories.

Similarly, by owning its fleet, the company can optimize aircraft usage, which means bet-

ter efficiency and cost savings, sometimes at up to 40 percent greater than standard frac-

tional or charter models.

But the innovation continues. In 2010, XOJET introduced a unique “fixed price” package,

reducing the confusion and complexity of finding a charter. Flights from San Francisco to

the East Coast in an aircraft that holds nine passengers are priced as low as $19,000—com-

pared to $40,000 or more with traditional private aviation programs. “Five to eight people

can work seamlessly for six hours and pull into the airport and have a limo waiting for

them,” says Bradley Stewart, president of commercial operations. If a company is paying its

executives a half million to $1 million a year, it gets expensive having them sit through the

delays of commercial airlines.

And let’s not forget amenities: from luxurious swivel leather seats and plush sofas to a

fully equipped galley kitchen and mini-viewing stations. Last year, XOJET became the only

private aviation company to offer Wi-Fi on its entire fleet. At 10,000 feet, passengers can

check stocks, answer emails, surf the Internet, or even watch movies, all while sipping

freshly brewed coffee, fine wine, or champagne. All part of the business plan.

Customers create their own experience, from the type of snacks they want to amenities

they need, Cox explains. “When they reserve the jet, we ask them if they want to work or

relax, and that’s the experience we create. If they want formal, they get formal. If they want

fun, they get fun. One client might want to prepare for a meeting, while another may want to

socialize. They can be as productive as they choose.”

“We give the best value and absolutely the best product,” Stewart says. With 130 pilots

and more than $500 million in aircraft, it’s clear this company is taking off. �

FLYINGHIGH

PORTRAIT BY JACK HUTCHESONTEXT BY KRISTINE WHITE

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