In this ongoing series, we share advice, tips and insights from real entrepreneurs who fight business battles every day. (Responses have been edited and condensed for clarity.)

Please provide an elevator offer for your company.
I’m Kevin Wargo, CEO of Fly Alliance. We are an industry-leading private aviation group specializing in private jet charter, management, maintenance and aircraft parts sales. We are one of the few vertically integrated aviation groups in the industry, and our services ensure that the entire industry is self-sufficient and ready for growth. With over 20 aircraft flying around the world, ranging from light to heavy jets, and over 200 employees, we are proud to be one of the top 20 operators in the US for three years in a row.

How did the leadership team come together?
Many of us have worked together as clients or colleagues at previous private aviation companies. After selling my shares in my first company, I quickly realized that I still had the passion to get back into the industry. This time, however, I’ll combine the hard lessons I’ve learned along my journey with some familiar faces I’ve met along the way. I called up these colleagues who were already specialists in different sectors of the industry, and we built an alliance focused on the mistakes that our existing partners and employers had made.

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What spark inspired you to create this business?
We realized that many companies do not listen to their customers. They focus on their own “great ideas” and try to tell their core base that this is what they should want and why. We looked outside and realized that if you incorporate your customers’ wishes into the way you run your business, you will truly deliver the high levels of satisfaction they are looking for. When you achieve this, you will have something much stronger than customer loyalty.

The “aha moment” was turning to other providers for services and realizing there were limited options, if any. The industry is very fragmented and we have tried to slowly bring many interdependent sectors under one umbrella. Not only can our company sell our customers charter travel or a jet card membership in our fleet, but we can also sell our competitors maintenance services for their fleet or sell them parts, even if another maintenance provider is working on their aircraft. Our range of services extends far beyond our network.

How has the industry changed since you started your business? Where do you see this going?
The industry is constantly changing. Since we launched in 2019, we have seen the largest increase in the use of private jets due to Covid-19. The pandemic has resulted in a large influx of new customers to our industry who have never flown privately before. Once they realized they could control their travel habits and not rely on regular commercial services for their journey, they became addicted. The majority of these customers will continue to fly privately, but some have chosen to return to commercial flights, which should bring business traffic back to 2019 levels. However, the last four years have been a great catalyst for our business as we have seen incredible growth in other areas of our business.

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Please tell us one “holy @#$!” moment in your company.
Starting a company just a few months before the pandemic created the biggest “holy @#$!” moment. Everyone just left their jobs to start this unknown company and then the world stopped. After a few sleepless months, we fortunately scaled quickly and had to respond quickly to adapt and ensure stability across the unit while still providing excellent customer service. That’s when we started doubling down on some of our core investments and some of our non-traditional range of services.

What advice would you give to entrepreneurs looking for financing?
Existing customers will be your best source of information. Look at the people who like your product. They believe in you and your company and have a completely different perspective than you internally. Most of our clients are business owners themselves, with experience and contacts that they are happy to share. It will help if you show them that you have the same morals and work ethic as them.

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What does the word “entrepreneur” mean to you?
Someone who is not afraid to work harder than anyone else in the room and is ready to take on any task offered to him. Someone who never stops wanting to become better.

How do you define “success”?
Success is about solving problems. Every day brings challenges, but success is when you have new and complex problems, but you challenge yourself to overcome them.

Is there a specific quote or saying that you use as personal motivation?
“I love problems, let me know and let me solve them.” This aligns with why I define success as effective problem solving. Problems are inevitable, and when you learn to accept the challenges life throws at you, the better prepared you will be to take on this world.