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Wheeling into Niche Market

Vladimir Hernandez - HTMC
Director General

STORY INLINE POST

Thu, 12/01/2016 - 15:16

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Q: What is HTMC’s core operation and how is the company pursuing growth?

A: HTMC specializes in special inspections and the assembly and disassembly of wheels, brakes and batteries. We offer a high-quality internationally competitive service. HTMC was created to address an overlooked market area. We noticed there were opportunities for brakes and wheels of which there are not many workshops in Mexico. There are only two maintenance centers in this market niche. Large airlines have their own maintenance so they are not our target market. We see potential growth with airlines such as VivaAerobus, which used to outsource these services to the US.

Many MROs focus on one type of airline but our niche is necessary for all airlines and it is possible to combine our services and even to transfer some practices from one sector to another. For instance, we apply the quality strategies for service and maintenance for the small aircraft used by executive aviation to the larger commercial airplanes. While commercial airlines require our services every three months, executive airlines require them every six. But the longer period between servicing means executive airlines require more comprehensive maintenance.

Q: Who are HTMC’s main clients and which areas present the most potential?

A: We have a broad client portfolio both in Toluca and Mexico City, with clients including executive airlines like Flymex and Eolo to commercial airlines such as VivaAerobus, TAR Aerolíneas and Magnicharters. We even work with cargo airlines such as MCS. To provide these services we work with MROs such as Qet Tech Aerospace and Magnicharters. At this point we are not interested in foreign airlines because they have strict processes that are determined by their main offices. We see a much higher potential in Mexican airlines.

Q: How essential is this area for the life of an airplane and how are you planning to capitalize on it?

A: The importance of wheels is often overlooked but they are essential to the airplane and require significant care and attention. The life of a wheel is determined by its materials and varies greatly by type of airplane and use. The A320, for instance, uses Michelin tires that last 35 to 45 percent longer than average wheels, such as Goodyear, but with daily pressurization they could last up to two months. Tire brands are in charge of sales, we handle assembly and subassembly.

We also repair wheels. This process is held to strict quality standards to ensure they are as safe as new ones. Sometimes wheels are changed ahead of time but it is possible to continue using them after a comprehensive inspection and certification. Through careful planning, we can offer up to 30 percent lower prices for maintenance services. We focus on nondestructive testing (NDT) and assembly and disassembly. Our priority is to be the first workshop in Mexico to be FAA certified for NDT.

Q: AIT is strong in private aviation. What does the city need to consolidate this sector?

A: It is necessary for the authorities to grant more space, because the area is nearing saturation, and to simplify paperwork and processes. Sadly, several executive airlines are changing their license plates to a US registration because this process, while more restrictive, is much faster. To prevent this situation, it is necessary for local authorities to streamline their processes. Another challenge local MROs face is the costs of importing parts, and it would be beneficial for authorities to ease trade. Mexico is very competitive due to its high-quality efficient and inexpensive labor but there are still several areas to tackle.

Q: Besides Toluca, what other locations in Mexico are attractive to HTMC?

A: We are working exclusively in Toluca but we plan to expand to Cancun because the city receives a large number of foreign flights but it does not yet have a local maintenance center. The city is also a strategic point to enter the southeast region of Mexico and to eventually expand to Central America. We also are analyzing other cities, such as Obregon. These expansions would be implemented alongside a partner. For Obregon it would be Qet Tech Aerospace. We are certified by DGAC and we plan to obtain FAA certification shortly, which will facilitate the creation of our own MRO.

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