proposal for fixed base operator at …. pete avionics 540 1st st se, st. petersburg, fl 33701...

St. Pete Aviation Services, LLC St. Petersburg Flying Service

Bay Air Flying Service St. Pete Avionics

540 1st St SE, St. Petersburg, FL 33701 727-209-0180

PROPOSAL FOR FIXED BASE OPERATOR AT ALBERT WHITTED AIRPORT

To: CITY OF ST. PETERSBURG Real Estate & Property Management Department

Attn: Mr. Mike Psarakis One 4th Street North St. Petersburg, FL

By Mike Psarakis at 3:41 pm, Jun 07, 2012

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Confidential Information Removed or Redacted

St. Pete Aviation Services, LLC St. Petersburg Flying Service

Bay Air Flying Service St. Pete Avionics

540 1st St SE, St. Petersburg, FL 33701 727-209-0180

June 6, 2012 The Honorable Bill Foster Mayor, City of St. Petersburg Re: Proposal to Provide Fixed Based Operator Services Dear Mayor Foster: St. Pete Aviation Services is pleased to present our comprehensive proposal to provide fixed based operator (FBO) services at Albert Whitted Airport. We offer this proposal for the purpose of continuing to provide the highest standards in general aviation services to our community. We will provide all of the required services, customer amenities, management services, T-hangar management services, and optional aeronautical services listed in the Request for Proposal. We view Albert Whitted Airport as one of our city’s greatest assets. Our mission is to preserve and build upon the outstanding record of safety, customer service, and community support at Albert Whitted Airport. We will accomplish our mission by combining the very best of what Albert Whitted currently offers with renewed vision, greater investment, and true collaboration with the city of St. Petersburg. We have an exclusive agreement in place to acquire St. Petersburg Flying Service, Bay Air Flying Service, and St. Pete Avionics. This means we will provide superior service immediately upon assumption of the operation because we will already have experienced employees and the necessary assets in place. No service interruptions will occur and we will immediately focus on further improving our services and our partnerships, rather than being consumed with initial start-up concerns. We have the business plan, financial strength, employees, assets, motivation and passion necessary to accomplish our mission. If we are awarded the opportunity to serve as the FBO for Albert Whitted Airport, we will ensure that our community is served and represented by the finest in aviation services. Thank you for your kind consideration. Sincerely, John Auer Ron Methot Director Director

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TABLE OF CONTENTS The Company ................................................................................................................. 1

History ................................................................................................................. 1

Commitment ...…………………………………………………………………………..1

The Future ........................................................................................................... 2

Financials ............................................................................................................ 4

Business Plan ................................................................................................................ 5 Operations Overview ............................................................................................ 5

Organizational Chart ............................................................................................ 7

Service Department.............................................................................................. 8

Avionics Department ........................................................................................... 9

Flight Line Services ............................................................................................ 10

Flight Department ............................................................................................... 12

Aircraft Sales ..................................................................................................... 15

Property Management Option............................................................................. 17

Other Rates and Fees ....................................................................................... 17

Marketing and Sponsorships ............................................................................. 18

Proposed Expanded Operations ........................................................................ 19

LIST OF EXHIBITS Financial Statements .....................................................................................................A Fuel Survey Data ............................................................................................................B Aircraft Rental Rates ......................................................................................................C Executed Proposal Form ...............................................................................................D

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THE COMPANY HISTORY “Bay Air Services” was formed in 1945 after World War II. It began by offering civilian flying, fuel, tie down, and aircraft maintenance services. The nation’s interest in aviation was at an all-time high. There were thousands of trained pilots and mechanics looking to extend their aviation careers as the war came to an end. Private and commercial air travel were beginning to boom and Albert Whitted Airport was situated in the heart of a city waiting for a convenient travel connection. Bay Air remained the primary commercial enterprise on the airport for the next 35 years and built a solid reputation as a full service FBO offering a complete line of services to the community. Unfortunately, in 1980, a failed ownership group devastated the Bay Air customer service and flight operations until their default in 1983. At that time, Henry Van Kesteren and Ron Methot took the reins at Bay Air and began the journey to create a true, full-service FBO. Since that time, Bay Air has continued to offer the community an outstanding variety of aviation services at reasonable prices from a sixty-seven year old, locally-owned enterprise. COMMITMENT At a time when few FBO’s have the commitment to offer a full range of services, St. Pete Aviation Services is completely committed to providing our community and its visitors with all of the services that make Albert Whitted Airport exceptional. Many FBO’s have become “specialized operators,” preferring to only sell fuel or only provide maintenance. While that may be an easier business model to manage, it fails to provide a community airport and its customers with the comprehensive capabilities and consistent quality they need. For that reason, after assuming operations in 1983, Ron Methot created Bay Air Flight Center to provide aircraft rental, flight training, and aircraft charter services. He also purchased a maintenance shop and the fuel services company. Ron has assembled a full service FBO as the controlling stockholder of the following operations:

St. Petersburg Flying Service – Providing core FBO operations and hangar management services.

Bay Air Flying Service – Providing aircraft rental, flight instruction, aircraft maintenance, and aircraft sales services.

St. Pete Avionics – An FAA-approved repair station providing installation and repair services as well as certifications.

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THE FUTURE St. Pete Aviation Services will be the new parent company overseeing all FBO services. St. Pete Aviation Services is built upon the dynamic partnership of local businessmen John Auer and Ron Methot. This partnership will provide Albert Whitted Airport with the experience and financial strength to build an even more exciting future.

JOHN F. AUER President and Chief Executive Officer

John is a business innovator with ownership interests in multiple successful businesses employing over 300 hundred people, most of which are located in the Tampa Bay area. John’s largest venture, American Strategic Insurance group (ASI), is headquartered in St. Petersburg and has been rated the #1 midsize company to work for in the Tampa Bay Times “Tampa Bay’s Top Places to Work” survey for 2010 and 2011, and #2 in 2012. ASI has also been named one of Florida’s “Best Companies To Work For” by Florida Trend magazine for the last two years. As the co-founder and CEO of ASI, John has grown the insurer from a start-up company in 1997 to one of the Top 25 property insurers in the US and Canada. ASI is also the only Florida domestic insurer to receive a rating from AM Best and it holds the distinctive rating of A- Excellent. ASI writes $650 million of property insurance in 22 states and the District of Columbia. John is the CEO of all of the ASI group insurance companies, including 5 Florida domestic insurance companies, a Texas-domiciled insurance company, and a Delaware-domiciled insurance company. John is also CEO of ASI’s partner company, E-Ins LLC, a technology vendor focusing on innovative insurance processing systems. John has a focus on community involvement, public service and providing a thriving work environment. In addition to the many community service endeavors accomplished through ASI and its associates, John also provides his personal time to assist regulators and legislators in ensuring a sound insurance market for Floridians. John is viewed as a

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respected authority in the Florida insurance community. He is the current Chairman of the Advisory Council to the Florida Hurricane Catastrophe Fund and was previously appointed by the Governor to serve on the Technical Advisory Council of the Property and Casualty Reform Committee. One of John’s most passionate personal interests is flying airplanes. He first obtained his pilot license at 18 years of age and he has continually flown since that time, including obtaining his instrument rating from BayAir Flight School and flying a turbojet. It is a family interest as John’s oldest son is a flight instructor and all of his children are pilots. John has maintained airplanes at Albert Whitted Airport for the past decade and currently has a Pilatus PC-12 and a Beechcraft Bonanza kept there. John is very interested in ensuring the continued success of Albert Whitted Airport. He seeks to help it thrive and grow. A business interest in Albert Whitted Airport is the perfect combination of John’s business skills and his passion for flying.

RON METHOT President and Chief Executive Officer

Bay Air Flying Service St. Petersburg Flying Service

St. Pete Avionics Ron is a St. Petersburg native who began his career at Albert Whitted Airport in 1972. Ron was initially fueling and cleaning aircraft on the airport flight line as an after school job while attending Lakewood High School. He quickly advanced to Line Supervisor and began taking flying lessons with whatever money he could save. He earned his commercial pilot license and instructor rating while attending St. Petersburg Junior College. At age 25, he became Chief Pilot of the former “Bay Air Services.” At age 28, he became the owner of then “Bay Air Flight Center.” Ron is an accomplished pilot and instructor. He has logged over 28,000 hours of flight time and has been an instructor and mentor to countless commercial airline and private pilots who have earned their rating at Bay Air over the past 35 years.

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Ron has overseen all aspects of the day to day operation of the FBO since 1983. He is committed to the safety of Albert Whitted Airport and has always set a high standard for all of the pilots and instructors. Ron’s commitment to the success of Albert Whitted Airport has been evident throughout the entire 29 years that he has owned the FBO. This consistent ownership and commitment has brought a stability to Albert Whitted Airport and our community that is rarely experienced in other FBO’s. Ron has led Albert Whitted Airport through aviation fuel shortages, the impact of terrorist attacks on aviation, the airport referendum of 2003, and severe recession. He is in the unique position of understanding the history of Albert Whitted Airport as well as the economic issues it faces. Ron has always had a clear vision for the future of Albert Whitted Airport and he continually searches for new ways to enhance the success and growth of the airport. FINANCIALS Pursuant to the RFP request, Exhibit A provides the past two years of unaudited financials for Bay Air Flying Service, St. Petersburg Flying Service, and St. Pete Avionics. St. Pete Aviation Services is a newly-formed entity and the financial statements of its owners are available upon request and pursuant to a confidentiality agreement. References for our financial and management background include: Cathy Swanson, Vice President Synovus Bank 12450 Roosevelt Blvd St. Petersburg, FL 33716 727-824-8741 Daryl LeClair, President & CEO Echelon, LLC 235 3rd Street South, Suite 300 St. Petersburg, FL 33701 727-803-8234 Exhibit A includes a current credit report for each party owning or having a financial interest in the business and a credit report on the business itself. Exhibit A also includes evidence of our financial capacity to meet the necessary working capital needs of starting up and operating. Lastly, St. Pete Aviation Services and all entities in which it has an interest are current in all outstanding obligations or agreements with the City with the exception of any disputed amounts existing as of April 5, 2012.

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BUSINESS PLAN

St. Pete Aviation Services proposes to continue providing all current FBO services, including the service department, avionics department, flight line services, flight department, and aircraft sales. These combined operations currently total approximately 34 employees with an annual payroll of approximately $950,000. An organizational chart with summary job descriptions and duties is included. As a newly-formed entity, salaries have not yet been determined but are expected to be within their current range. Given that our employees are currently in these roles and we respect their privacy, current salaries are available upon request and pursuant to a confidentiality agreement. We will provide all of the services required in the Request for Proposal, plus additional services. St. Pete Aviation Services also expects to launch even more expanded FBO services in the future. (See expanded services.) Our full suite of services will meet the needs and requests of customers. Our management will address any outstanding issues and include the City in the resolution of any issues that involve the City as owner of the airport. While building upon the strengths of our employees and the current operation, St. Pete Aviation Services will focus on continually improving performance, growth, and our positive impact on our community. OPERATIONS OVERVIEW The following overview summarizes the existing services, which will be retained. SERVICE DEPARTMENT

Three FAA-certified inspectors Airframe and power-plant certified mechanics 100 hour and annual inspection Light aircraft through Turbo-Prop experience Pre-purchase inspections Propeller and Engine balancing Aircraft weighing Engine overhaul capability Extensive parts inventory Complete technical libraries Minor and major alterations and repairs Open Monday through Friday 7:00 a.m. until 5:00 p.m. Emergency night and weekend service

AVIONICS DEPARTMENT

FAA approved repair station IFR Aircraft Certifications

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Transponder Certifications Dealer for Garmin, Avidyne, Aspen and much more Sales of new and used avionics equipment Installation of new and used equipment Repair and return to service Software and database support for all the latest products

FLIGHT LINE SERVICES Trained, knowledgeable and fully staffed line crew Chevron/Texaco brand products Dispensing of Avgas (100LL) and Jet A products and oil and lubricant dispensing Aircraft cleaning and detailing Aircraft parking, towing and storage Courtesy transportation to downtown businesses and area attractions City maps and information Pilot planning facilities, including weather briefing station Pilot Lounge Complimentary beverage station Competitive pricing Open 6:00 a.m. until 9:00 p.m. daily 24 hour on-call support service Management and sub-leasing of T-hangars, shade shelters and tie downs Operation of the fuel farm for storage, handling and delivery of fuel products

FLIGHT DEPARTMENT

Premier rental facility on the west coast of Florida 10 aircraft including 5 Garmin G-1000 glass panel Cessna 172's and Cessna 182’s Ratings from private pilot, instrument, commercial, and airline rating ATP Pilot ground school Outstanding pilot training with five full time and four part time instructors Sightseeing and introductory flights Open 7 days a week 365 days a year See Exhibit C for aircraft fleet detail

AIRCRAFT SALES

Appraisal Pre-purchase inspections Aircraft brokering Sale of new and used aircraft

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ORGANIZATIONAL CHART

Directors

John Auer Ron Methot

Director of Maintenance

Nathan Van Coops

[email protected]

Director of Avionics

John Wittman

[email protected]

Flight School Manager

Stephen Methot [email protected]

Avionics

Technicians

FBO & Line Services

Ronald Methot

[email protected]

Aircraft Sales

Joe Renda [email protected]

Bookkeeping

Inspectors

& Mechanics

Chief Pilot

Instructor Pilots

Reception

& Scheduling

Customer Service Representatives

Line Service Managers

Line Service Representatives

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SERVICE DEPARTMENT

Nathan Van Coops Director of Maintenance, Bay Air Flying Service

Director of Maintenance FAA Airframe & Power-Plant Inspector FAA Designated Examiner for new aircraft mechanics Pilot & Certified Flight Instructor Supervises all Bay Air maintenance on private and corporate aircraft Supervises inventory and shipping

Blake Reischmann, Mechanic Bill Meyer, Mechanic

A&P (Airframe & Powerplant) ● A&P (Airframe & Powerplant) IA (Inspection Authorized) ● IA (Inspection Authorized) Commercial Pilot ● Commercial Pilot

Schedule: Daily from 8:00 a.m. until 5:00 p.m. On Call 24/7.

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AVIONICS DEPARTMENT

John Wittman Chief Inspector, St. Pete Avionics

John Wittman has over 45 years of avionics experience and has worked for a wide array of manufactures and contractors including:

Piper Aircraft Corporation - Avionics Engineering Manager Bendix Corporation - Field Technician Aerosonic Corporation – Avionics Technician Baker Electronics - Avionics Engineer

Schedule: Weekdays from 8:00 a.m. until 5:00 P.M. Before After

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FLIGHT LINE SERVICES St. Pete Aviation Services maintains state of the art jet fuel and avgas refueling operations, which assures the highest level of quality and safety available in the industry. Aircraft movement is provided through Lektro ground support equipment. Lektro is the industry leader in ground support to general aviation and Bay Air maintains two such units. Additionally, a fleet of battery powered shuttles provide transportation on the ramp. Ground transportation is provided to downtown attractions in Bay Air’s air conditioned courtesy van. A wide variety of hoists and dollies are on call to assist in emergency movement of distressed aircraft from the runways.

Refueling Operations

Lektro Ground Support Equipment

Courtesy Van to downtown Hotels and Destinations

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Friendly Customer Service Representatives

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FLIGHT DEPARTMENT Why choose Bay Air for flight instruction?

Safety - No other flight school provides collision avoidance equipment and advanced GPS navigation in 100% of its aircraft.

Comfort - No other flight school provides so many Air Conditioned aircraft with leather interiors and Glass panel avionics for students and renters.

Convenience - Our interactive Website, online scheduling, and outstanding service are second to none.

Value - By combining aircraft rental, maintenance, and fueling operations under one roof we are able to offer the best aircraft at the best prices. (See Exhibit C.)

Plus, we have a terrific selection of airplanes: 3 CESSNA 172P’s to choose from

Great for training and recreation, this four seat aircraft allows you to take friends or family along for the ride. Our Cessna 172’s have instrument panels custom designed by St. Pete Avionics.

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3 G-1000 CESSNA 172SP’s to choose from

The Skyhawk SP harnesses the power of 180 horses and the capabilities of the Garmin G1000 avionics suite. Leather seating, Air-conditioning, and onboard satellite weather.

2- G-1000 Cessna 182’s to choose

This four passenger aircraft is chosen by many pilots as their personal favorite. It provides a powerful, high-performance Lycoming engine. Available in standard and turbo charged models.

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Piper Archer N82746

The Archer is a low wing with a 180 horsepower engine; you'll look forward to getting to your favorite cross country destinations. On the inside, you'll find a modern instrument panel boasting a Garmin GNS 430.

G-300 Cessna 162

This all-new Cessna is the latest in the light sport category and is affordable with the very latest technology.

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AIRCRAFT SALES St. Petersburg Flying Service is a full service aircraft sales company dedicated to providing the best aircraft at the best price in our industry. We assist in deciding which aircraft may be correct for the needs of our customers and find best value with efficiency and care. We have an exceptional amount of experience with all types of aircraft. New and innovative marketing strategies have been the key to our success. While still using the traditional advertising platforms, we have also gone to the internet by producing web sites, web blogs, social media and videos to appeal to and attract customers from far and wide. These new techniques have kept us current and relevant in these challenging times. The founding principal of St. Petersburg Flying Services is to provide highly personalized aviation services characterized by a meticulous attention to detail. This ensures we build a long lasting, mutually rewarding association and client alliance. Some examples of our current and recently sold aircraft are:

http://n155sr.blogspot.com/

http://n819b.blogspot.com/

http://n45jl.blogspot.com/

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PROPERTY MANAGEMENT OPTION St. Pete Aviation Services intends to exercise the option to manage the T-hangar and shade shelter units. We will conduct this management in compliance with all of the requirements listed in the Request for Proposal. In the event that the city of St. Petersburg elects not to enter into a management agreement, we are prepared to explore optional service products for customers that are accustomed to receiving premium services. St. Pete Aviation recommends the following rate structure:

SERVICE CURRENT PRICE PROPOSED PRICE Shade Hangar Units $315.50 $315.00 T- Hangar 1-40 $516.26 $515.00 T- Hangar 41-52 $744.81 $755.00 T- Hangar 53- 88 $580.90 $595.00 End Office Units TBD TBD OTHER RATES & FEES FUEL SERVICES St. Pete Aviation Services plans to continue the fuel pricing policies used for the past 5 years. We have continuously tracked local fuel prices using AirNav.com since 2007 and have maintained the same pricing policy to make sure that we offer the greatest value to our customers. AirNav.com is probably the most utilized source for advanced planning for pilots visiting the Tampa-St. Petersburg area. It provides access to FBO websites as well as up to date fuel pricing. Exhibit B is an example of an AirNav.com FBO fuel pricing comparison. St. Petersburg Flying Service offers an additional full service discount (20 cents/gallon for private customers and more for commercial operators) based at Albert Whitted Airport. CURRENT RAMP FEE RATES

Drop off and pick-up (Less than 15 minutes) No charge Hangar Restaurant or Pilot Mall customer No charge (up to 2 hours) Day Parking or overnight parking $15.00, waived with minimum

fuel purchase (Currently 5 gallons)

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MARKETING AND SPONSORSHIPS MARKETING Clean facilities, friendly staff, and outstanding customer service are the best marketing tools available. These will be our first and foremost asset. Website presence and aviation user websites are the best place for marketing to visiting aircraft and pilots from around the world. We will use these tools to their full potential. Marketing for the FBO operation will begin by attempting to establish a secure tie-down area for small convention-style Fly-In traffic (15-50 aircraft). Incentives from the FBO and hotels hold the possibility of large numbers of transient aircraft visiting the city for their annual meetings. Marketing for the Aircraft rental and flight school operation currently extends beyond the region and includes travelers from South American and European countries Discovery flights are an everyday occurrence for prospective students and we have by far the best fleet of aircraft in the Tampa Bay area. Our interactive websites, Bayair.com, Spflying.com and Spavionics.com provide information not only relevant to the Company, but provide a link to the city’s stpete.org website as well as to local hotels and attractions to encourage visitors to explore St. Petersburg and its many amenities. Bay Air has also partnered with Admiral Farragut Academy’s flight training program. Students from Admiral Farragut Academy train at Bay Air with not only our CFI’s but also with members of AFA’s flight training team. It is the pre-eminent high school-level aviation program in the area. SPONSORSHIPS We currently sponsor:

Daystar Life Services Angel Flight Young Eagles

St. Pete Aviation Service plans to continue our long history of support for local educators and charity organizations through the donation of Discovery Flights to be used in live and silent auction events throughout the community.

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PROPOSED EXPANDED OPERATIONS SELF-FUELING OPERATION

We propose construction of a two tank (500 gallons each) self-fueling facility to be located next to the current Bayflite helipad. This service will allow for credit card swiped transactions on the west side of the tanks and Bayflite Jet fuel refueling service on the east side. TIE-DOWN DEVELOPMENT

Current plans at Albert Whitted Airport call for a new tie-down ramp on south side of airport for permanently based aircraft but these plans will not alleviate the need for short term transient aircraft parking. We suggest the design and construction of 25 new north side tie-downs on existing asphalt to the north of “Taxiway D”. This will allow for secure parking for convention fly-in activity during the 9 months of the year when the Grand Prix track construction activity is not present.

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HANGAR CONSTRUCTION

Galbraith Terminal & Hangar

Gate 5 Corporate Hangar Concept

The true value of Albert Whitted Airport should be measured not only by the health of its enterprise fund but also by the amount of economic activity that it generates to benefit the community. At present we have fully occupied all 48 new t-hangar units and Hangar 3, which was constructed in 1999. These units are filled with small business and personal aircraft. We recommend constructing corporate hangars adjacent to Gate 5 and “Taxiway C” and phasing in replacement of t-hangars 1-40. By investing in new construction immediately, we can meet the existing demand for business expansion at Albert Whitted Airport and attract additional corporate and personal aircraft. We support the completion of hangar plans as outlined in the current RFP and are prepared to assist in any way to expedite the financing and construction.

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A

EXHIBIT A – FINANCIAL STATEMENTS

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REMOVED

B

EXHIBIT B – AIRNAV.COM FBO FUEL PRICING COMPARISON

Local airport fuel prices near KSPG

Airport / FBO

100LL $5.05—$7.95 average $6.18

Jet A $5.00—$7.15average $5.81

KSPG Albert Whitted Airport St Petersburg, FL

St. Petersburg Flying Service Chevron FS $6.29 FS $5.59 30-May

update

KPIE St Petersburg-Clearwater International Airport St Petersburg-Clearwater, FL

FS$7.946 FS$6.897 GUARANTEED

FS $7.77 FS $6.79

29-May

update

KTPF Peter O Knight Airport Tampa, FL

Atlas Aviation

FS $6.59 FS $6.24 18-May

update

KTPA Tampa International Airport Tampa, FL

FS $7.79 FS$6.759 GUARANTEED

FS $7.75 FS $7.15 GUARANTEED

KCLW Clearwater Air Park Clearwater, FL

Clearwater Airpark, Inc. FS $6.40 PS $5.50 25-May

update

KVDF Tampa Executive Airport Tampa, FL

Leading Edge Aviation

FS $6.79 FS $6.55 23-May

update

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C

EXHIBIT C – BAY AIR FLYING SERVICE RATES

AIRCRAFT MEMBER RATE PER HOUR

N54040 Cessna 162 (Skycatcher Light sport) $101.20 N54058 Cessna 172P Garmin GNS 430W with traffic $114.40 N5258Z Cessna 172P Garmin GNS 430W with traffic $114.40 N99344 Cessna 172P Garmin GNS 430W with traffic $114.40 N82746 Piper Archer Garmin GNS 430W with traffic $114.40 N13974 Cessna 172S Glass Panel G-1000 $144.32 6013J Cessna 172S Glass Panel G-1000 $144.32 N22904 Cessna 172S Glass Panel G-1000 $144.32 N6284X Cessna 182T Glass Panel G-1000 $189.20 N124KY Cessna T182T Turbo G-1000 $202.40

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D

EXHIBIT D – EXECUTED PROPOSAL FORM

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PROPOSAL FORM

REQUEST FOR PROPOSAL FOR

FIXED BASE OPERATOR SERVICES AT ALBERT WHITTED AIRPORT

Issue Date: March 4, 2012

The undersigned ceritifes that the enclosed proposal is being submitted and is subject to the terms and conditions as outlined in the Request for

Proposal as issued by the City of St. Petersburg on March 4, 2012.

St. Pete Aviation Services, LLC Name of Company/Organization

Signature of individual submitting Signature of individual submitting Proposal for above Company/Organization Proposal for above Company/Organization Printed name of individual Printed name of individual E-mail address E-mail address Phone Phone Fax Fax Date Date

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FBO RFP RESPONDENT:

The City of St. Petersburg has completed an initial review of your proposal for Fixed Based Operator (“FBO”) services at the Albert Whitted Airport. Based on this review the following are a list of questions for clarification specific to your proposal. Please provide accurate and detailed responses to each question. We are requesting that your responses be submitted via email to Mike Psarakis at [email protected].

ALL RESPONSES MUST BE SUBMITTED TO THE CITY NO LATER THAN 12 NOON ON TUESDAY JUNE 19, 2012.

RESPONDENT: ST. PETE AVIATION

QUESTIONS FOR CLARIFICATION

1.) St. Pete Aviation Services lists the managing partners of the company as Mr. John Auer and Mr. Ron Methot. Please clarify the specific roles and responsibilities that each partner will serve within the company.

2.) The City requests the following documents referenced within St. Pete Aviation Services proposal: (The respondent can request specific information remain confidential provided it meets the requirements as specified in the May 31, 2012 RFP Question/Answer clarification. These requirements can be re‐reviewed at the RFP website under the “QUESTIONS and ANSWERS received” link).

a.) Financial Statements of St. Pete Avionics owners (pg. 4)

b.) Salaries of current employees (pg. 5)

3.) Flight School Clarifications:

a.) The proposal specifies a list of ten (10) aircraft in the flight school fleet (pgs. 12 – 14). Who owns these aircraft?

b.) Exhibit C lists hourly rental rates for “Members”. What is the difference between a “Member “and a “Non‐member” and what is the rental rate difference for “non‐members” over that listed in the exhibit?

4.) The St. Pete Aviation proposal states that the respondent wishes to accept the t‐hangar management option (pg. 17). However the proposal is silent as to which management option:

a.) 80% City /20% FBO (w/City paying for the T‐hangar utilities)

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b.) 70% City/30% FBO (w/FBO paying for the T‐hangar utilities)

5.) Please clarify and define St. Pete Aviation’s “fuel pricing policies” referenced in the proposal (pg. 17).

6.) Rates and Charges: St. Pete Aviation’s proposal only provided partial info on specific rates/fees. Please clarify the following:

a.) The Terminal Ramp rates specified in the proposal are listed as “CURRENT”. If awarded the new contract will these be changed? If so, what will they be?

b.) The fees listed appear to only be “daily” rates. Are there different rates for weekly and/or monthly parking? If so, what are they?

c.) Are the rates listed (and those updated from the response to 6(b.)) universal to anywhere on the airfield or are there different rates based on location (i.e. terminal ramp vs. parking areas on the southside of the airfield)? If so what are they?

d.) Daily, weekly and/or monthly rates for Community Hangar storage

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SL rote Aviation Services, LLCSt. Petersburg Flying Service

Bay Air Flying ServiceSL Pete Avionics

540 1St St SE, St Petersburg, FL 33701727-209-0180

June 191h 2012

The Honorable Bill FosterMayor, City of St. Petersburg

Re: Proposal to Provide Fixed Based Operator Services — Responses toQuestions for Clarification

Dear Mayor Foster:

Attached please find St. Pete Aviation Services’ responses to our recently-receivedQuestions for Clarification. We are pleased to present this additional information toaccompany our previously-submitted proposal to provide fixed based operator (FBO)services at Albert Whitted Airport.

We appreciate your kind consideration and reiterate that, if we are awarded the opportunityto serve as the FBO for Albert Whitted Airport, we will ensure that our community is servedand represented by the finest in aviation services.

Thank you for your kind consideration.

Sincerely,

.7z

4_____ •‘CZ .A

John Auer Methoti rectorDirector

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RESPONDENT: ST. PETE AVIATION SERVICES

QUESTIONS FOR CLARIFICATION

1.) St. Pete Aviation Services lists the managing partners of the company as Mr. John Auerand Mr. Ron Methot. Please clarify the specific roles and responsibilities that eachpartner will serve within the company.

Answer:

JOHN AUER

John Auer will serve as Executive Director of St. Pete Aviation Services. John’sbusiness background is significant and impressive. As Executive Director of St.Pete Aviation Services, John will be deeply involved in business development,budgeting, and operational planning. He will use his passion for superiorcustomer service and high employee morale to drive our overall performance onthese priorities as well.

John has a background of growing businesses with great success. The insurancecompany he started in his living room in 1997 is now one of the Top 25 propertyinsurers in the US and Canada. John he has repeatedly been recognized as oneof Tampa Bay’s strongest leaders and his companies have repeatedly won TampaBay’s highest business accolades (see attached). A summary ofjust a few ofthese awards includes:

• 2012, 2010— LEADERSHIP AWARD — Awarded to John Auer by the TampaBay Times and the St. Petersburg Times.

• 2012 — #2 IN TOP PLACES TO WORK - Company ranked #2 in Tampa BayTimes’ “Top Places to Work” survey for midsized companies

• 2011, 2010— #1 IN TOP PLACES TO WORK - Company ranked #1 in St. PeteTimes’ “Top Places to Work” survey for midsized companies

• 2011, 2010- FLORIDA’S BEST COMPANIES TO WORK FOR - Companynamed one of Florida’s “Best Companies To Work For” by Florida Trendmagazine

Because of John’s love of flying, St. Pete Aviation Services and the success ofAlbert Whitted Airport are top priorities to him and he will be very involved inensuring the success of both entities.

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RON METHOT

Ron Methot, with his decades of experience as the Director of the Albert WhittedAirport FBO and as a commercial pilot and instructor will provide daily on-siteoperations management and oversight of the Director of Maintenance, Chief Pilot,Avionics and all other Department Managers.

Ron has overseen all aspects of the day to day operation of the FBO since 1983.He is committed to the safety of Albert Whitted Airport and has always set a highstandard for all of the pilots and instructors. His commitment to the success ofAlbert Whitted Airport has been evident throughout the entire 29 years that he hasowned the FBO. This consistent ownership and commitment has brought astability to Albert Whitted Airport and our community that is rarely experienced inother FBO’s. Ron has led Albert Whitted Airport through aviation fuel shortages,the impact of terrorist attacks on aviation, the airport referendum of 2003, andsevere recession. He is in the unique position of understanding the history ofAlbert Whitted Airport as well as the economic issues it faces.

Ron is also an accomplished pilot and instructor. He has logged over 28,000hours of flight time and has been an instructor and mentor to countlesscommercial airline and private pilots who have earned their rating at Bay Air overthe past 35 years. He earned his commercial pilot license and instructor ratingwhile attending St. Petersburg Junior College. At age 25, he became Chief Pilot ofthe former “Bay Air Services.” At age 28, he became the owner of then “Bay AirFlight Center.”

Ron has always had a clear vision for the future of Albert Whitted Airport and hecontinually searches for new ways to enhance the success and growth of theairport.

2.) The City requests the following documents referenced within St. Pete Aviation Servicesproposal: (The respondent can request specific information remain confidential providedit meets the requirements as specified in the May 31, 2012 REP Question/Answerclarification. These requirements can be re-reviewed at the REP website under the‘QUESTIONS and ANSWERS received” link).

a.) Financial Statements

b.) Salaries of current employees

Answer:

a) Financial Statements are attached

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REMOVED

b) Employee salaries and rates as follows:

Lineman Hourly rate $9.00 — $16.00

CSR Hourly rate $9.00 — $14.00

Flight Instructors Hourly rate $25.00 — $50.00

Mechanics & Technicians Hourly rate $9.00 — $25.00

All management positions will range from $30,000 — $60,000

3.) Flight School Clarifications:

a.) The proposal specifies a list often (10) aircraft in the flight school fleet (pgs. 12—14). Who owns these aircraft?

b.) Exhibit C lists hourly rental rates for ‘Members”. What is the difference between a“Member” and a “Non-member” and what is the rental rate difference for “non-members” over that listed in the exhibit?

Answer:

a.) The FAA maintains a database of all U.S. Registered Aircraft that can beaccessed at its website (FAA.GOV)

Bay Air Flying Service is the owner of the following 6 aircraft:

N52040, N5258Z, N54058, N99344, N82746, N6013J

Bay Air Flying Services leases the following 4 aircraft:

N13974, N22904, N6284)( NI24KY

b.) Bay Air is open to the public. Students and aircraft renters that fly frequentlymay choose to become members.

Membership requires a $100.00 Lifetime Membership and a $10.00 per month fee.Benefits include reduced rates and participation in various events andpromotions. Member and Non-Member rates are readily available on ourinteractive website at BayAir.Com.

4.) The St. Pete Aviation proposal states that the respondent wishes to accept the t-hangarmanagement option (pg. 17). However the proposal is silent as to which managementoption:

Removed

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REMOVED

a.) 80% City /20% FBO (w/City paying for the T-hangar utilities)

b.) 70% City/30% FBO (w/FBO paying for the T-hangar utilities)

Answer:

St. Pete Aviation prefers the current 70/30 arrangement as approved by council.

5.) Please clarify and define St. Pete Aviation’s ‘fuel pricing policies” referenced in theproposal (pg. 17).

Answer:

Our Fuel Pricing Policy is this:

We have never been undersold on fuel prices from surroundingcomparable airports since our lease began in 2007. We hope to be able tocontinue that tradition within the constraints of our future leaseholdobligations.

6.) Rates and Charges: St. Pete Aviation’s proposal only provided partial info on specificrates/fees. Please clarify the following:

a.) The Terminal Ramp rates specified in the proposal are listed as “CURRENT”. Ifawarded the new contract will these be changed? If so, what will they be?

Answer: We do not anticipate any changes to our current rates.

b.) The fees listed appear to only be “daily” rates. Are there different rates forweekly and/or monthly parking? If so, what are they?

Answer: Yes. Rates for parking are $50.00 weekly and $84.00 monthly.

c.) Are the rates listed (and those updated from the response to 6(b.)) universal toanywhere on the airfield or are there different rates based on location (i.e.terminal ramp vs. parking areas on the Southside of the airfield)? If so what arethey?

Answer: All outside parking rates are Universal

d.) Daily, weekly and/or monthly rates for Community Hangar storage

Answer: Community hangar rates are quoted on an individual basis andtake into account many considerations such as AIrcraft type, wingspan,winglets, frequency of utilization, Helicopter or Airplane, high wing/low

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wing, etc. Generally speaking, they approximate the current t-hangar ratestructure.

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ATTACHMENTS FOR QUESTION 1.

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5/1/12 Top three workplaces New York Life, American Strategic Insurance and St. Mary’s School pull off a Ili...

tampabay.. Know it flow.

Top three workplaces New York Life, AmericanStrategic Insurance and St. Mary!s School pull offa three-peatBy Jeff Harrinciton, Times Staff Writer

Published Friday, April 15, 2011

Flow do you pull olia three-peat in only two years? Ask the folks behind New York Life, American StrategicInsurance and St. Mary’s Episcopal Day School.

Each repeated as No. I in their size categories for the St. Peteisbtiig Times’ Top 70 Workplaces honors. NewYork Life is tops among large businesses; ASI, No. 1 among medium-sized companies; and St. Maiy’s, head ofthe class for smaller companies.

A similar three-peat has never happened before, according to the Times’ partner in this special section,Workplace Dynamics, which has more than 100 corporate surveys under its belt.

Doug Claffey, CEO of Workplace Dynamics, said that all three organizations share two traits: a sense that seniormanagement understands what’s really going on and a reputation for getting things done quickly and well.

Still, he said, “there’s no secret sauce” to explain the three-peat phenomenon. In fact, in one of the cases the gapbetween No. I and 2 had narrowed significantly and there was nearly a changing of the guard.

One hint at the strong showing may be based on the front end. All three companies stress hiring people whomesh with their organization.

American Strategic insurance has its hiing process down to a science, using extensive personality testing to tryto recruit people who are predisposed to positive thinking. Pessimists, in other words, need not apply.

At St. Mary’s Episcopal, it helps that some of the hires afready have strong ties to the school: Some went thereas kids; some have sent their own children to St. Mary’s.

Some, like Ansley Kriz, did both. A 1985 graduate of St. Mary’s, Kriz went to New Orleans to receive herbachelor’s in management from Tulane University and an MBA from Loyola University. But the lure back homewas strong. She has two children at St. Mary’s, a first-grader and a fifth-grader, and has worked in the school’sbusiness office for three years.

“It’s like a family environment. It’s very nurturing,” she said. “The staff is so hands-on and hclpfbl. Everyone iswilling to jump in and do whatever it takes. There’s none of that, ‘It’s not my job.’

Read on to see how these three workplaces stayed at the top of their games.

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5/1/12 Top three workploces New York Life, American Strategic Insurance and St. Mary’s School pull offath...

No. I large workplace: New York Li(è• Top local executive: Torn Kelly, senior vice presidetit Industry:

Liiè insurance • Local employees: 638 • Location: Tampa

Part of the New York-based financial conglomerate, [lie Tampa oflice olNew York Li( was created in 1994 tomarket A A RP life insurance prod uc Is.

The niche has proved mutually beneficial. From a tiny startup oifèwer than 25, the Tampa operation has been inexpansion mode virtually ever since. List year it added 30—plus employees, bringing its work lbrce to nearly640. Adding dozens more this year will bring it closer to capacity in its three—building campus near TampaInternational Airport.

Since its debut as the top large company in Tampa Bay last year, New York Life has made some changesphysically and internally to improve the work environment. It’s renovating the campus, upgrading landscaping aiidadding a long-discussed cafeteria and fitness center.

But New York Life’s appeal has never been about amenities as much as it has been about atmosphere — one oftrust, financial safety and employee empowerment.

As they did last year, employees gave high niarks to the company’s flexible scheduling options. One popularprogram allows employees in some departments to switch to a four—day week with the same number ofhours.Some may opt to switch to four days thr a while and then go back to five days.

“I love the work-home balance,” said Mindy Mullen, a six-year employee ofNew York Life with two youngchildren. The director of systems and accounting is taking a two—year management training program at thecompany.

“It gives you the tools to be a successliil leader,” she said.

The company is also keen on kudos for a job well done. Under the ‘Thanks to You” program, which wasimplemented since last year, employees are rewarded redeemable points for doing a good job. Points can beredeemed for a variety ofgifts, from a bicycle to an iPod to a microwave oven.

“It’s getting more and more attention. It’s used by managers and employees. And you can nominate your coworkers,” said Tom Toomey, vice president ofNew York Life’s AARP operation in Tampa.

The program, which replaced a monetaly award program, has been a hit, Toomey said, because workers canset point goals toward a desired gift.

A corporatewide theme this year is innovation, with an eye toward money-saving tips.

Exhibit A: Whenever someone bought a policy through the AA.RP life insurance program, New York Life’sTampa office used to hand-assemble a welcome kit that included riders, insurance coverage upgrade ofiCrs and

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5/1/12 Top three workplaces New York Life, American Strategic Insurance and St. Marys School pull off a th...

policy copies. At times, up to 1 5 employees would be stuffing inserts.

Now the entire system is automated. The projected savings is a half—million dollars in the first year alone.

It’s not all about the bottom line, however.

“We fly to have some Iiu along the way,” Toomey said.

One of those Iiin events is a companywide picnic with executives from New York coming down to celebrate thecompany’s No. I rank in Top Workplaces last year.

No. I midsized workplace: American Strategic Insurance• Top executive: John Auer, CEO • Industry:Property insurance • Local employees: 250 • Locatioii: St. Petersburg

The headquarters ofAmerican Strategic Insurance, on the third floor ofa St. Petersburg office building offGandy Boulevard, is professional but not fancy.

It has a modest break room with a TV, a place where staffers bring potluck lunches on occasion. Theycongregate for an annual chili cookofl hold bake sales and host theme parties for events like the Super Bowl andSt. Patrick’s Day.

What the company lacks in fl-ills it more than makes up for in attitude.

Talk with haifa dozen ASI employees about what makes their workplace so inviting and nearly all mention“attitude” at some point in the conversation. Attitude, in fact, is what ASI executives say the first word in whattheir acronym really stands for: Attitude. Speed. Innovation.

It’s so critical, it’s integrated into the hiring process. Applicants are screened to see how they handle stress. Thecompany tries to match personality attributes to prospective roles. Introverts aren’t necessarily the top choice forsomeone who talks to customers on the phone all day. Someone who thrives on interaction may not be suited tobe a deskbound accountant.

Perhaps the hardest part of the process is determining how an applicant might approach his or her job.

“We can teach insurance, but we can’t teach people to wake up eveiy day and decide to be happy about theirlives,” said Mary Frances Fournet, vice president ofproduction management.

“We try to fill our place with people who tend to be happy and then fly to give them reasons to stay that way,”said ASI chief executive John Auer.

And how do you promote an environment where people stay focused and motivated? “By empowering them,”Foumet said.

For instance, product manager director Phil Brubaker says the company didh’t micromanage as it rolled out itsinsurance products into a dozen states. Every state has difibrent regulations and difiCrent policies, which forced

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5/1/12 Top three workplaces New York Life, American Strategic Insurance and St. Marys School pull oils th...

ASI employees to work elliciently in making decisions.

“People step up,” Bmbaker added. “People who come to work here have a can—do attitude.”

Once a month, employees gather to eat bagels and applaud individual accomplishments in each department.

To promote weilness olbody and mind, ASI oilers a gym membership reimbursement program, a smoking—cessation program and team—building activities that at-c ‘fitness minded.” Team—building activities have includedwhite—water rafting trips, canoeing and hiking.

On the financial side, the company cases workers’ burdens by covering 1 00 percent ofmedical insurance plusollCring up to a 6 percent company match in its 40 1(k) retirement plan.

When ASI was ibrmed, it didn’t take the route of many Florida property insurance startups that take high-riskpolicies out of state-run Citizens Property Insurance to establish a base. Rather, the company methodicallydeveloped a more geographically diverse business, spreading its risk around. Today, it’s the fourth-largest privateproperty insurer in Florida with 280,000 policies representing $300 million in premiums.

It struck deals with Geico and Progressive, two top auto insurers that didn’t offer property insurance and neededa partner to offer their auto customers a combo, discount package. The company has also teamed up withUSAA, the financial services giant that focuses on serving members of the military and their families.

In short order, AST has expanded into 12 states, plus Washington, D.C. Auer’s goal is to expand into a total of27 states representing 80 percent of homeowners insurance premiums in the countly.

To keep up with demand, ASI added about 50 workers last year. No doubt they were optimistically oriented.

No. I small workplace: St. Mary’s Episcopal Day School• Top executive: Scott D. Laird, headmaster.Industry: Private school, pre-K to 8th grade. Local employees: 55 • Location: Tampa

The eighth-graders arrived that day prepared to participate in a daylong public speaking class. Parents thoughtthe same thing.

Instead, students were loaded on buses and taken to Orlando for a suiprise field trip to the Wizarding World ofHany Potter at Universal Orlando.

“It was all an elaborate farce,” said Kathleen Lopez, St. Mary’s director oiadmissions, marketing and alumni.‘They were so excited. It was such a big deal.”

St. Mary’s, it turns out, is full of surprises.

Like a student-teacher ratio under 9-1. Like a generous tech budget that has fiuided hundreds ofcomputersthroughout the school, plus in-class teaching tooLs like Smart Boards and Elino document cameras. Like aprogram within the school’s endowment fund that pays for continuing education fOr teachers, short trips, and

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5/1/12 lop three workplaces New York Life, American Strategic insurance and St. Mary’s School pull off a th...

longer ones to New York and l3oston even one trek to Paris and another to study the Amazon rain ibrest.

The program, called the Sigety Fund for Professional Development, was launched under headmaster Scott Laird.Begun 14 years ago with a $20,000 donation by a school thrnily, the fiud has swelled to niore than a quarter ofa million dollars.

“It’s made a huge diliCrence in faculty recruitment,’ Laird said. “We’re willing to pay for an advanced deguee”

Technology is part of the cot-c ctu-ricultuii, with two computer labs, one for the lower school and one lbr thetipper grades. All told, there at-c close to 300 computers in the school. First—graders learn to use e—mail.

A video production studio includes new audio equipment, new lighting, even a green screen to help technologydirector Carol Stethny produce a morning show with the students.

“1 didn’t have to jtuiip through hoops. I didn’t have all this bureaucracy” to buy equipment, said Stelhny, a 16—year employee. “If it’s justified, it’s going to happen.”

Despite a recession that has hit other private schools in the Tampa Bay area, St. Mary’s has an enrollment of440and a waiting list.

School nurse Lydia Malafronte said she appreciates how “a sense of ftimily” permeates the school.

Parents trust her opinion about illnesses oi. problems that their children may be fitcing; teachers work together;school administrators are open to giving family time offor flexible hours when situations arise.

“We all believe in the mission of the school,” Malafronte said, citing students as the top priority. ‘They get theireducation here. They get character development and (prepared) to deal with the larger world.”

It was flattering that St. Mary’s was chosen as a Top Workplace last year. But pt-c-K teacher AdrienneBi-ightwell, who graduated from St. Mary’s and came back to teach five years ago, thought the awai-d’s namedidn’t capture the essence of the school.

‘This is special. - . . It’s the only place where I put in an application,” she said.

Instead of the school being hailed as a best workplace, “I wish they would change that title to just call it the BestPlace.”

COMPANY PROFILES

New York Life

Local top executive: Tom Kelly, senior ice president

Industry Life insurance

Local employees: 638

Location: Tampa

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5/1/12 Top three workplaces New York Life, American Strategic Insurance and St. Mary’s School pull off a th...

American Strategic Insurance Corp. (ASI)

Top executive: John Auer, CEO

Industry Property insurance

Local employees: 275

Location: St. Petersburg

St. Marys Episcopal Day School

Top executive: Scott D. Laird, Headmaster

Industry Private school, Pre-K to 8th grade

Local employees: 55

Location: Tampa

Other top 5

midsized companies

2 Residence at Timber Pines

3 Century 21 Beggins

Enterprises

4 Grand Hyatt Tampa Bay

5 The Bank of Tampa

Other top 5 large companies

2 Lazyda RVCenter

3 T-Mobile

4 Western Reserve Life Assurance

5 The Progressive Group of Insurance Cos.

©2012 •AIl Rights Reserved Tampa BayTimes490 First Avenue South St. Petersburg, FL 33701 • 727-893-8111

Contact Us I Join Us I Mvertise with Us I Subscribe to the Tamna BayTimesPrivacy Policy I Standard ofAccuracyl Terms, Conditions & Cop’ricjht

tampabay.com/news/business/workinglife/. . /1163251 6/6

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5/1/12 Tough test forged bonds between American Strategic Insurance, employees - Tampa Bay Times

lampahay Know it now.

Tough test forged bonds between AmericanStrategic Insurance, employeesByBeckyBowers, Times Staff Writer

Published Sunday, March 21, 2010

ST. PETERSBURG—American Strategic Insurance Corp. was a scrappy startup in flood-prone Snell Isle when Hurricane

Charley hit.

Suddenly, everyone butthe CEO was taking claims calls, in conference rooms and in closets.Then came Frances, Ivan and

Jeanne.

While his 70 employees worked 12-hour days, John Auer turned himself into head caretaker, caterer and cheerleader. He

baked breakfast casseroles (sausage and vegetarian), delivered lunches to desks and offered to payforlaundryservice.

Auer needed spirited employees to keep call wait times low and service high —even as some waded through knee-deep

water to get to work.

Theyrememberthe 2004 storm season as the crucible thatformed the ASlfamily.

Before ASI stood for “American Strategic Insurance,” it represented three pieces of Auer’s vision for his new corn pany

Attitude. Speed. Innovation.

The words are carved around an ASI logo just off the elevator in the corn pangs post-Charleyoffices in Baypoint Commerce

Center. The/re repeated byemployees around the building. “Attitude” trumps them all.

“It’s the people that make the difference,” Auer says. “We have happy em ployees.”

In the early days, ASI hired friends and family, especiallyformer colleagues with strong reputations. Now that the company

has more than 160 employees with plans to add 20 more this year, it doesn’t leave attitude to word-of-mouth. Ittests for it.

It’s Mondayafterlunch, and Leslie Knapp, 31,is effervescing in hercubicle. She’s an agentwith ASI’s internal agency,

Sunshine Security Insurance.

“I tell people all the time aboutthe company,” she says. “I really love getting up and going to work. I love everyone I work with.”

She interviewed for a job at ASI two years ago because her grandmother was neighbors with an underwriter’s mother-in-law.

(The companyis full of stories like that.) Sure, her department is tightlystaffed, but it’s worth it. She goes to the gypi at lunch

—the com pany picks up the tab. She ticks off the companygatherings: a Christmas celebration at the InterContinental

Tampa; a Thanksgiving potluck where Auer says a blessing and carves the turkey spring training games with food and free

drinks; a gathering atAuer’s house to mark the end of hurricane season. Company-paid annual trips alternate between

adventure outings and cruises to Cozumel. Herfirstyearitwas white-water rafting in Colorado.

‘When you’re there, you have to row together!” she says.

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Employees describe the benefits as generous. But they also help the companypinch pennies. One of the benefits is annual

profit-sharing —so the pennies theysave are their own.

Jen Kowalski, director of national accounts for ASI Underwriters, holds up her steno pad. She writes on both sides of the

paper. She points outa sign above the copier. It reminds people that color copies cost 10 times more.

Florida’s a tough property insurance market, with very, verysmall margins. Keeping expenses in check is key.

Once a month on Friday, the company comes in earlyfora standup meeting. For each department that hits its goals, every

ASI employee leaves with $40. If everyone’s on the ball, itadds upto a tidycash bonus of $240. Manyofthe goals are

customer-focused: Did claims reps return all calls the same day?

Rewarding everyone for individual successes reinforces good-natured collaboration, employees say.

No one resents pitching in when it boosts the bottom line, in cash rewards and in year-end profits. (And no one wants to fail

when it keeps friends from earning a bonus.)

Michael Sanchez, a flood claims manager who joined the companythe day Hurricane Charley hit, says colleagues share a

vested interest in one another.

“We’re all trying to help each other—that common goal,” he says.

Auer builds that goodwill for a precise reason: He wants his employees to treat independent agents and policyholders the

same way.

Insurance is a people business, he says. It’s a relationship business.

Want independent agents to send you their best, lowest-risk customers? Make itfun to call ASI.

The company mails smoke alarm batteries to its policyholders; it sends handwritten notes to agents on special occasions.

For an agencycouncil meeting at its St. Petersburg headquarters for agents in Florida, Texas, Louisiana, South Carolina,

Arizona and Colorado, everydepartment picked a state theme and ham med it up.

Darcie Toteva and Janice George, in finance, picked Starke for their Florida theme and turned the department into a prison,

with hanging crepe paper bars. Afake electric chair, they agree, was over the top. But they had a reputation to live up to. After

all, finance had won the Halloween theme contest three years in a row.

The companygoodwill helps in another way. When long hours hit, there’s little complaining. This time of year, Toteva and

George are slammed. Year-end statements. Yellow books for everystate. It means long hours, weekends.

“We work hard, butwe balance it,” Toteva said. ‘Theylet us do fun stuff.”

This is what Toteva and George remem ber about 2004. Toteva had just joined the com pany George had been there a year

and a half. Hurricane Charleywas the compans chance for a strong first impression with policyholders.

“It was veryimportant that we answered the phone, and boy, did we,” Toteva says. She’s an accounts payable manager, but

everyone did everything. “It reallydid merge all the departments together.”

Toteva cried with customers who shared devastating stories. Homes battered, pets missing.

Auer gave pep talks and brought in masseuses.

“Theytook care of us,” George said.

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Reach Becky Bowers at b b owerssptirn es.corn or (727) 893-8859. You can follow her on Twitter at

twitter.com/b b owerstimes.

No. I American Strategic Insurance Corp.

Founded in 1997 with headquarters in St. Petersburg, it deals in propertyand casualtyinsurance, offering personal property

(homeowners, dwelling fire), commercial property(condos, apartments, offices), personal umbrella and flood coverage. It

offers products in Florida, Texas, South Carolina, Arizona, Colorado and Louisiana, with plans to expand to 20 additional

states.

What employees say about ASI

“ASI treats their employees with respect and like family. It is easy to give more than is required because of the way they

treat us. I would give my time to the company for free because I enjoy working here so much and I love the people I work

with and for.”

“Employees are treated very well and everyone gets along. I have never worked anywhere that employees are looking to

help others rather than passing the buck onto someone else or blaming others for not getting things done.”

“Getting up in the morning and going to work isn’t a chore, it’s an enjoyable part of my day. The atmosphere at work is

genuinely happy, and I enjoy greeting everyone every morning. What a nice way to start a day!”

“1 am given the opportunity and freedom to work at my own pace effectively and voice my opinion openly regardless of

who may disagree.”

“1 come in every day and it doesn’t seem like work. The people I work with all have a great balance of fun and

productivity. When it comes to getting the job done, we get it done fast.”

“I have the flexibility needed to perform well at my job plus take care of my family. The company promotes

independence and trusts their employees to do their best. Therefore, people work really hard to get the job done.”

“This company is a family, they all take care of the company and each other. It is also a well-run organization and I’m

fully confident we are making the best moves in the industry.”

OTHER MIDSIZE COMPANIES IN THE TOP 5

2 APG Electric

The electrical contractor with 220 local employees was founded in 1983. Some of its top contracts include Boca Ciega High

School, the Tampa Museum of Art, USFs Performing Arts Center and more than $26.5 million for installation work at St.

Joseph’s Hospital North. Notable: It also took the Times’surveyaward for Top Managers (See Page 20).

3 Century 21 Beggins

Enterprises

The real estate company, started in 1992, met its original commission income goal of $1 million three years early—in

1996. The Apollo Beach-based company opened an office in South Tampa in 2006 and a St. Pete Beach office in 2007.

Notable: It is one of the area’s top fundraisers for Easter Seals.

tampabay.com/news/business/. /1080872 3/4

of 52

5/1/12 Tough lest forged bonds belween American Strategic Insurance, employees - Tampa Bay Times

4 SouthEast

Personnel Leasing

The Pasco County-based insurance and personnel services company is locally owned and had $900 million in revenue.

Owns Lion Insurance Co., Plymouth Insurance Agencyand Packard Claims Administrator. Notable: It pays 90 percent of the

health insurance plan for in-house employees.

5 Tampa Bay Rays Baseball

Employs 155 people locally and more than 600 around the country. It offers full-time employees one day per

month to volunteer within their community

and free tickets to all home games. Notable: Everyfull-time employee received a champions ring afterthe team won the

2008 American League pennant.

@2012 •fJl Rights Reserved •Tampa BayTimes490 First Avenue South St. Petersburg, FL 33701 727-893-8111

Contact Us Join Us I Advertise with Us I Subscribe to the Tampa Bay TimesPrivacy Policy I Standard ofAccuracyl Terms, Conditions & Copriht

tampabay.com/news/business/. ./1080872 4/4

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of 52

ATTACHMENTS FOR QUESTION 2. a)

REMOVED

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REMOVED

proposal for fixed base operator at …. pete avionics 540 1st st se, st. petersburg, fl 33701...

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