Aeroplex / Aerolease Group www.aeroplex.net aerolease@aeroplex.net Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Reaching Beyond Airport Boundaries ….. a Look at Public and Private Partnerships on Airports Curt Castagna- Principal Lake Tahoe California, September, 2016 …Leaders in Business Aviation Property Development, Management & Airport Consulting… Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Industry Status- Why Partner ? FBO Consolidation and Viability Limited funding for GA Airports Communities looking for more revenues Continuing Environmental pressures The need for Trio Marketing… Let’s look at some case studies…. Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

What does Good Advocacy Look Like? Understand your Airport Strengthen and Nurture Relationships Share Expertise and Educate Communicate and Collaborate Be Strategic Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Focus on Five Main Areas: Understanding the Issues and Challenges of the Private Sector Policies vs. economics Educating Elected Officials and Staff What does a healthy airport look like? Community Members and Business Leaders Linking the airport to the economic base Trio marketing (City- Airport- Business) Industry/Trade Associations Using the trades to build a collaborative base News Media Stakeholders speaking the same message Create third-party credibility Avoid negative advocacy Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Share Expertise and Educate The Value found in a healthy General Aviation Industry 3,650 FBOs in the US Majority located on airports with less than 4,000 foot runways Pumping well below 500,000 gallons Chains total 285 locations or just 17 % Economics of Airport Businesses and FBOs What is a sustainable FBO for your airport It’s ok that they are profitable Attractive lease terms to encourage investment Why Minimum Standards Must Be Implemented: One key to achieving Airport/Community Goals Healthy Development and Leasing Policies Airport Specific Rules and Regulations Aerolease Associates Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Communicate and Collaborate Identify Key Issues Educate Stakeholders Acknowledge Common Goals Build Consensus Present Feasible, Reasonable, Specific Solutions Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Case Studies VNY Runway Rehabilitation Project LGB Runway 16L/R closures VNY Aircraft Mechanics School VNY/LGB Lease Rate Negotiations VNY User Fee Customs Clearance Facility Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Be Strategic – Today’s Take Away Choose the Battles You Can Win Together Keep Involved with Stakeholders (i.e. don’t just ask for help) Strive to Resolve Issues at the Local/Airport Level First Be Open to Negotiation and Compromise Apply Political and Media Pressure and do so cautiously Celebrate and Publicize Success Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation

Aeroplex / Aerolease Group 3333 East Spring St., Suite 204 Long Beach, CA 90806 Phone: (562) 981-2659 Fax: (562) 426-8236 www.aeroplex.net aerolease@aeroplex.net Aeroplex / Aerolease Group: Curt Castagna Association of California Airports Presentation