Ian’s journey
In an industry often driven by margins, speed and competition, Ian believes the real foundation of long-term success is much simpler – honesty. Over the course of a career that has spanned private banking, brokerage and ACMI, he has learned that transparency and integrity matter just as much as commercial performance – sometimes more.
From banking to aviation
Ian didn’t begin his career in aviation. He started in international private banking, spending five years building a solid foundation in finance. At that stage, aviation was not part of his long-term plan.
The turning point came through family influence. His father, who had worked as Planning Manager for Cosmos Tours, part of the Monarch Airlines Group, launched his own travel agency. Ian’s brother and sister joined the family business, and eventually Ian followed.
His father later closed the agency to launch Air Scandic, a Manchester-based airline operating Airbus A300s, Boeing 757s and MD-82s. Watching the intensity of building an airline from scratch – long hours, constant pressure, and the excitement of creating something new – left a lasting impression. Without that move into aviation, Ian believes he might have drawn out a career in banking.
Building experience across the industry
Ian went on to spend 10 years at Flight Options, a leading UK sports travel agency that sold flights using Air Scandic aircraft. The role gave him invaluable exposure to commercial aviation operations and client management.
He then moved into brokerage with Flight Directors, where he met Scott Collier, current CEO of ACS Leasing.
Eleven years ago, he joined ACS and moved into ACMI leasing – an area in which he would go on to build a strong and successful track record.
A Career-Defining Win
One of the most significant milestones in Ian’s career came just one year after joining ACS. He secured a major contract placing a Privilege Style 767 into Tel Aviv following a highly competitive tender process.
Travelling to Tel Aviv for a brief trip to sign the contract exposed him to the intensity of international negotiations and the more complex dynamics of the industry. It was a steep learning curve and a powerful early lesson in how competitive and challenging the aviation world can be.
What makes a great partnership?
For Ian, successful partnerships are built on honesty and straightforward communication. While some corners of the industry may still operate behind closed doors, he believes long-term relationships are sustained by transparency. Even when a deal is not won, customers respect honesty and that respect often leads to future opportunities.
In a relationship-driven business, reputation travels fast.
A changing market
The ACMI leasing market remains active, but it is becoming increasingly competitive. Airlines are increasingly engaging with each other directly and bypassing brokers. This shift creates new challenges.
However, Ian remains confident that brokers continue to add real value, particularly when they offer more than a single transaction. At ACS, the ability to provide additional services such as aircraft charter, cargo and AOG spares movements, and hotel and accommodation solutions by leveraging the business’ wider expertise across divisions strengthens client relationships and creates broader commercial opportunities.
A lasting impression
When asked about a memorable work trip, Ian points to New Zealand. Although he spent only 24 hours there as part of contract negotiations, the experience and the beauty of the country made a strong impression. The trip reinforced the importance of face-to-face engagement and relationship-building, even when a contract is not immediately on the table.
Advice for the next generation
For those entering the industry, Ian’s advice is consistent with the philosophy that has shaped his own career – be honest and straightforward with everyone. In a sector where relationships are honed over years and reputations travel quickly, credibility is everything.
