Six Things You Should Know About Selling Your Aircraft
This is an excerpt from:
” A Guide to Sales Success in a Challenging Economy; Six Things You Should Know About Selling Your Aircraft”
that I contributed to. The entire guide is available for download at Taylor Greenwood Photography’s website.
Introduction – What sells a Private Jet or Helicopter?
An aircraft will sell itself, if it is appropriately priced for the condition that it is in.
Get an honest Market Analysis of your aircraft. Today’s buyer is very sophisticated and not easily fooled by a low budget paint and interior refurbishment.
Remember:
• Always represent your aircraft in a clear an honest fashion.
• A good photographer is worth his weight in gold, a poorly photographed aircraft will be overlooked in print and on the web.
• Have reasonable expectations and be flexible there are no longer lines waiting to buy your aircraft.
• Never hire a broker that wants to purchase your aircraft for their inventory they will see a huge profit, not you.
• Aircraft in prime condition with excellent history sell quickly at premium prices.
• Aircraft in poor condition with disorganized records sell slowly at subprime prices.
Is it cost effective to bring your aircraft up to prime condition?
In most cases YES, bringing an aircraft up to the new EASA standards will allow it to be exported easily and increase its marketability. New paint, interior and recent heavy maintenance checks at a reputable center are always good selling points.
Remember the ATC saying “Best equipped aircraft is the Best served”.
Ivan Klugman, President: Integral Aviation Solutions Inc International Helicopter Sales Discount Aircraft Brokers
AugstaWestland AW-139
The AW139 is a conventional twin-engined transport helicopter with a 5-blade fully articulated main rotor and a 4-blade tail rotor and a retractable landing gear.The AW139 is powered by two Pratt & Whitney PT6C turboshaft engines. The helicopter is being marketed for use in a number of roles including Law Enforcement/Emergency Medical Service, Executive Transport, Search and Rescue, Maritime and Offshore Oil Operations. The first AW139 flew on 3 February 2001 at Vergiate in Italy, and the first production aircraft on 24 June 2002. The first customer aircraft was delivered in 2003.
Crew: 1
Capacity: 15 passengers
Length: 13.77 m (45 ft 2 in)
Main rotor diameter: × 13.8 m (45 ft 3 in)
Width: 2.26 m (7 ft 5 in)
Height: 3.72 m (12 ft 2 in)
Empty weight: 3622 kg (7985 lb)
Gross weight: 6400 kg (14110 lb)
Powerplant: 2 × Pratt & Whitney Canada PT6C-67C free turbine turboshaft engine, 1142 kW (1531 hp) each
Maximum speed: 310 km/h (193 mph)
Range: 1061 km (573 miles)
Service ceiling: 6098 m (20,000 ft)
Rate of climb: 10.9 m/s (2140 ft/min)
Link to AgustaWestland detailed specs
IAS comments: Roomy cabin, ample range and advanced flight deck make the AW-139 an attractive aircraft for many purposes.
Ivan Klugman
How to buy a Private Jet, Business Jet or Corporate Helicopter.
There have been many articles written on how to buy an aircraft but this not an article that you read that claims to give you enough knowledge to buy your own aircraft. Quite frankly you cannot acquire enough knowledge to buy an aircraft by reading a few of these articles. A lot of what is required comes from experience.
I am an aviation consultant with thirty years of experience in the industry and I can tell you that it requires at least three consultants to do the job. I being the primary consultant during this process bring into the loop an aviation attorney and an aviation accountant. I have experienced individuals that I match with the needs of my clients in regard to the legal and accounting aspects of the transaction. I handle the negotiations with the seller whether that is a manufacturer of a new aircraft or the owner of a pre-owned aircraft. I also arrange and oversee the pre-purchase of pre owned aircraft or the acceptance process and completion oversight of a new aircraft. Like a conductor of an orchestra I see to it that we are all reading the same sheet of music and playing our parts at the right time.
I have had a recent experience speaking with a manufacturer’s representative indicating that they preferred the client comes directly to them, I guess they want to be able to slaughter the lamb. The fact is that all the aircraft manufacturers have negotiated the terms of purchase of their aircraft, this is the “secret” they don’t want you to know. The interior options a manufacture offers are very limited and in the interest of keeping their productions number up they discourage many customizations that can be easily be accomplished. An aircraft completion management firm can offer you almost anything you desire even if it requires taking a “green” delivery and having a third party complete the aircraft to your liking. Do I need an aircraft completion oversight firm even though I’m buying new aircraft ? ABSOLUTLY POSITIVELY YES it is foolish not to have representation prior to your aircraft being on the assembly line. During the manufacturing and test flight process mistakes and accidents happen. If you don’t have a representative onsite you could be receiving one of these airframes. Granted this is not an everyday occurrence however having a representative onsite insures you will not be the recipient of an aircraft that has gone though a non routine manufacturing or test flight process.
The Bottom line is that I don’t recommend that a layman try to purchase an aircraft on their own. Don’t try to become an aviation professional overnight, hire a fee for service consultant that has your best interest in mind. An aviation consultant will make the whole acquisition process hassle free for you and give you the “peace of mind” knowing that you are getting an aircraft that is safe and will retain its value for years to come.
Ivan Klugman wwww.inavsol.com www.headofstateaircraft.com
Eurocopter EC-130
The EC-130′s reliability and low operating costs make it a favorite with sightseeing tour operators. It’s easy to fly and maintain, making it suitable for many segments and markets around the globe. The EC-130 bears Bob’s stamp of approval and thats not easy to earn.
Crew: 1 (pilot in left seat)
Capacity: 6 passengers (2 at front and four at back) can be modified to take 7 passengers (3 at front and four at back)
Length: 10.68 m (35 ft)
Rotor diameter: 10.69 m (35 ft 1in)
Height: 3.34 m (10 ft 11 in)
Empty weight: 1,377 kg (3,036 lbs)
Useful load: 1,050 kg (2,315 lbs)
Max takeoff weight: 2,427 kg (5,351 lbs)
Powerplant: 1× Turbomeca Arriel 2B1 turboshaft, 632 kW (847 shp)
Cruise speed: 240 km/h (130 knots, 150 mph)
Range: 610 km (329 nm, 378 mi)
Service ceiling: : 4,770 m (15,655 ft)
Here is a link to some technical data from Eurocopter: http://www.eurocopter.ca/PDF/EC130B4tech.pdf
Ivan Klugman
Why can’t I acquire an aircraft on my own??
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It’s a lot more than kicking a tire.
It’s a lot more than kicking a tire.
Buying an aircraft is a major purchase.
You need to ask yourself what do I know about the operation and maintenance of a jet??
Knowledge is required in these areas so that you can place a value on an aircraft.
You must be able to appraise this value before buying an aircraft or part of an aircraft. We have a senior NAAA aircraft appraiser with USPAP endorsement on staff.
Here is a partial list of some of that items you need to be very familiar with:
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· EFB · EFIS · EASA · MNPS · JAR OPS · RNP 5 and 10 · RVSM · ILS · FANS · VHF · HF · TCAS · EGPWS · TCAS CH 7 · Smart Parts · SAT COMM · SAT data · CPDLC · ADS · WIFI · MSP
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· ESP · Corporate Care · Falcon Care · Camp Systems · FM immunity · 8.33 kHz · “C” check · “D” check: do you know the facilities that do these checks correctly · Section 5 of the logbooks · Wt and balance data: · GTOW · ZFW · LDG WT · AD’s · SB’s · STC’s · 337’s · Cabin Systems: Entertainment and Galley
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Hiring a fee for service consultant is the most cost effective way to purchase an aircraft without one you are a lamb in the woods full of wolves.
An aviation consultant will work to get you the best value in an aircraft, new or pre-owned.
Ivan Klugman www.inavsol.com Ivan@inavsol.com