ACASS Canada (Montréal Trudeau) is planning to leverage its certificates - in Canada, Ireland, and San Marino - as tools for its customers, focusing on their individual needs with no strategic preference for any of the three jurisdictions, Chief Executive and Co-Owner Andre Khury told ch-aviation in an exclusive interview during the NBAA-BACE in Las Vegas.

"We're an intensely client-centric organisation, so we're continuously trying to learn what the demands of the industry are and refining our ecosystem to answer them," he said. "We run the business with a very entrepreneurial mindset, so we're always on the lookout for new opportunities, but right now, our focus is on the certificates we have today."

The company attracts new owners through its comprehensive offering which entails aircraft management, aircraft sales, charter, maintenance oversight, flight crew staffing, and other services, and is thus able to tailor its product to the needs of a specific customer. Driven by this philosophy, ACASS anticipates growth in all three of its AOCs without prejudice as to the aircraft types or manufacturers.

Canadian market

The company utilises its Canadian certificate to serve customers in the country. It currently operates six aircraft in the country from the midsize, super-midsize, and large jet categories. Khury said that even though ACASS does not pursue the US charter market, the Canadian market itself is hugely dependent on the economic situation in its southern neighbour, given that the majority of global business aviation activity happens in the US.

ACASS manages aircraft on the US American N- register, albeit only privately and with no charter business, as this would require US certification. Khury said the company would potentially consider this if only for control and ownership restrictions, which require a US subsidiary to be majority-controlled by US entities or citizens.

Irish AOC

Khury highlighted the most recent Irish certificate as a particularly useful tool to cater to the European market after the UK's exit from the European Union.

"The Irish registry was really a decision we made in answer to Brexit. We felt it was a very mature registry and Ireland is well known in the airline business for the majority of the leases in the world. It's very friendly with lenders, who value and appreciate it. And we felt that going to Ireland would allow us to have a solution to Brexit, which has indeed come about," he explained.

ACASS Ireland (SON, Shannon) currently has four aircraft on its commercial certificate, making it the country's second-largest business aviation operator (after GainJet Ireland (GJI, Shannon)). Even though most business aviation operators have selected Malta as the EU jurisdiction for their certificates, Khury remains upbeat about the prospects for growth in Ireland. As an English-speaking country with easy access to the UK, the register is poised to grow and ACASS Ireland will be increasing its fleet, he outlined.

In turn, San Marino-certified ACASS Europe (Rimini) is geared more towards customers from outside Europe serving the Middle East, Africa, and Asia. While the certificate allows charters, it is more restricted in terms of flying in Europe and the US, as San Marino is not a part of EASA.

"We look at registries like tools. There's nothing wrong with a wrench and there's nothing wrong with a hammer. But if you want to use a wrench to put a nail in the wall, you’re probably going to be far less successful than you would be with a hammer. So it's not a question of which is inherently better. It's a question of what your goals are and which registry is best suited to meet them," Khury said.

Fleet strategy

ACASS has no real preference for any specific aircraft manufacturer when it comes to its fleet.

"We have a focus on mid to large cabin aircraft. But, of course, we do operate a few smaller aircraft, largely because our clients will have, for example, a Global and then they'll also have a PC-12. So, we'll take that PC-12. In terms of OEMs, we are agnostic. We’ve maintained that position from the beginning," Khury said, adding that ACASS has, however, refused offers to represent particular OEMs in various regions in the past.

Regarding aircraft age or model, ACASS also has no firm red lines and will manage older airframes as long as they are well maintained and align with its customer strategy. The Canadian company does not own any aircraft and has no plans to change that.

"Where we draw the line is perhaps on the nature of the client, and less so about the product. We do look for top-tier owners, owners whose values and reputations align with our own," Khury said.

Some limitations are enforced by regulators, for example, through ageing aircraft laws in particular countries. Despite its physical proximity to Bombardier Business Aircraft facilities at Montréal Trudeau, ACASS values the Canadian OEM on par with other manufacturers. Its sizable fleet of Challenger 604s and 605s (of which three are operated commercially in Canada and one in San Marino) and Global Express (one Global 5000, two Global 6000s, two Global 7000s, and one Global Express XRS in Canada, and one Global Express XRS in Ireland), is not a reflection of a preferential relationship.

"Historically, going back 20 years, people have often assumed we have a preference for Bombardier because we're across the street from the manufacturer. But while we do maintain an excellent working relationship with them, we are no more or less committed to them than other OEMs," he stressed.

Khury estimated that around 70% of ACASS's managed fleet is operated purely for the owner with no commercial charters. Regarding the commercially available aircraft, ACASS continues to see strong demand for charters. The COVID pandemic pushed many former charter customers into aircraft ownership, and ACASS wants to maintain this pipeline of customers.

"Charter continues to be robust from our perspective, and it's a very important piece because that's an entry point to more ownership. There are some customers, not many, who sell their company and have a windfall of money and end up buying a plane. But typically speaking, they start by chartering, they increase their charter, their business or wealth increases, and at some point, they decide to either go to fractional or to have their own aircraft," he said.