European Business Air News March 2011

BUSINESS AIR NEWSE U R O P E A N

ISSUE 212 MARCH 2011

Germany’s Silver Cloud Air has brought a second C680 into service, augmenting its Cessna fleet of a CJ 525 and 525A and XLS. Pictured with the new aircraft are ceo Udo Maeyer,director flight operations Boris Falke, sales manager Yukinori Maeda, technical director Dietmar Metz and quality manager Ralf Wörner (see full story page 4).

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Patriot Aviation warns that there hasbeen an increase in fraudulentaircraft sellers and onlineadvertisements, particularly withregard to rotary aircraft.

Mark Souster, Patriot Aviationmd, says: “These false adverts oftenfeature aircraft advertised elsewhereby reputable dealers. The falseadverts often show the owner’s orbroker’s address but with a falseemail and phone number.

“The fraudsters normallyadvertise the aircraft at a much lowerprice than the official seller toencourage unwary buyers – andactual aircraft details vary as well as the aircraft hours and location.The phone numbers are premiumrate and when contacted they will advise the buyer to transfer asizable deposit to remove the aircraftfrom the market prior to a pre-purchase inspection.”

Souster adds: “We advise buyerssearching online for an aircraft toensure they research the seller priorto committing to any purchase andwhere possible make use of theservice offered by professionalbrokers and dealers.”

Patriot Aviation is the UK’s

exclusive sales representative for theCessna Caravan in the UK andNorthern Ireland.

The warning comes as EBANfocuses on the critical role of bonafide aircraft salesmen featuringinterviews from a wide range ofindustry figures ranging from CessnaAircraft Company’s vp Trevor Esling,to Avinco’s helicopter expert PeterDahm (see Perspectives, page 6).

The daily routine can begin withan early morning telephone call anda flight of hundreds of miles to see aclient who, at the last minute someweeks later, decides there is a betterdeal elsewhere.

The comments from those inter-viewed confirm that aircraft salesexecutives face stress and long

working hours but can make goodmoney and enjoy a lifestyle wherethey meet interesting people.

Bryan Johnston, president andceo of Aviation World Services –AWS Lease Finance, points out:“Every part of the world operatesdifferently, and out of 100 enquiries,you may do one or two, as themajority of people do not have a cluewhat is entailed in selling, financingor leasing an aircraft. They don'tknow what the costs are at all.”

The sales executive has to copewith clients backing out and heavymaintenance problems beingdiscovered during the pre-buyinspection. “A good sales rep earnslots of money as the commissionsare very good, but as you are not on a salary, the stress is there. Onegood sale can keep you going for afew years.”

Patriot highlights an increase in aircraft advertising scams

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Private jets: sales involve high stressand good earnings potential.

For fuel, ground services and trip arrangements around the globe, contact us at: [email protected] or [email protected]

Join the World movement…

ABS Jets, one of the first companies touse electric cars at its Prague andBratislava facilities, is to install windturbines at its Ruzyne facility.Vladimir Petak, ceo, says: “Theinstallation and launch of these twoWT 6500 wind turbines will helpconfirm ABS Jets as one of the world’sgreenest business jet operators.Electric car charging stations will be an integral part of the new ABSJets centre.”

He says ABS Jets has signed acontract with Windtronics East to usea system that begins to produceenergy at wind speed. He adds: “Aninnovative ‘blade tip power system’means that the WT 6500 has nogearing system, making it free fromany vibration and practicallynoiseless – less than 35 dB – even inhigh winds.”

Petak says the turbines measureonly 1.8 metres wide and weigh 83 kgso they are easy to install on poles,communication towers, commercial,industrial and residential roofs.“Each can produce up to 2.2 kw ofelectricity at maximum capacity. Weare taking the lead in using such‘green’ energy.”

ABS Jets putsfaith in green

electricity

Italy’s K-Air, which operates sixPiaggio P180 Avantis, is evaluatingthe option of acquiring a new P180 Avanti II. The company says that its business model focuses on air taxi services with 90per cent of the demand coming from corporate clients and the restleisure flights.

“We expect to improve our levels of business by furtherdeveloping the main stream ofcorporate client services,” thecompany adds. “We regard currentprospects as much more promisingthan two years ago.”

The fleet currently consists of twoP180 Avantis and P180 Avanti IIs.“The P180 was chosen both for thestand-up cabin and because of thelower impact of operating costs withexcellent performances in terms ofspeed and range.”

The Villanova d’Albenga basedcompany says flying activity in 2010showed a slight recovery comparedto the last quarter of 2008 and the full year of 2009. “Our main key performance indicator isrepresented by flying hours that in 2010 were almost in line with 2007 results.”

It says it is happy with its policy tofocus operations on the PiaggioP180 utilising a multi base networkspanning Milano, Roma, Bologna,Genova and Albenga.

“We expect to increase ourbusiness by leveraging our multi-base network which enables us toprovide a high quality servicewithout repositioning costs.”

Despite more buoyant businessconditions K-Air says that it is notexpanding its staff at present. Thecompany says: “Recruiting isgenerally performed within our ownnetwork. Our pilots are Italian andFrench. However at the moment wedo not have any vacancies tohighlight.”

Multi-base K-Air ponders

addition ofseventh P180

Silver Cloud welcomessecond SovereignSilver Cloud welcomessecond Sovereign

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ExecuJet merges Middle East charter sales teams page 2

Bulgaria boosts border patrol page 2

GFS lines-up five-strong launch fleet page 3

Comlux plans more fleet additions page 4

Rizon Jet adds ACJ tomanaged fleet page 5

GlobeAir claims global Wyvern first page 5

Perspectives: The aircraft salesman page 6

Charter broker news page 12

Denmark Regional Review page 13

Industry news page 14

Businessaviationthrough theeyes of theaircraftsalesman

pages 6-13

PERSPECTIVES

SPECIAL FOCUSES

2 MARCH 2011 EUROPEAN BUSINESS AIR NEWS

Cessna CitationAuthorised SalesRepresentative

www.timleacockaircraft.com +44 (0)1258 818181

PRE-OWNED CITATIONS FOR SALE:

2006 Citation Sovereign Serial No: 680-0094 Registration: G-SVSB

2001 Citation Excel Serial No: 560-5215 Registration: M-CEXL

2008 Citation CJ3 Serial No: 525B-0231 Registration: G-TSJF

ExecuJet Middle East and ExecuJetEurope are merging charter salesteams as the company continues toexpand its global fleet.

Paul van der Blom, aircraftmanagement and businessdevelopment director ExecuJetMiddle East, reports that the regionalmarket is picking up and thatexpansion of services from Qatar isproceeding smoothly.

He adds: “The sales teams arebeing merged in a drive to createfurther coordination and higheroptimisation of the charter servicesoffered through a dedicated team ofmore than 10 charter professionals.Both regions will be working on acommon IT platform to furtherharmonise their services which willenable the team to sell flights for theentire fleet to all charter clients.”

ExecuJet Middle East has signed apartnership agreement with Al FaisalHolding bringing into being a newbusiness aviation company in Dohanamed ExecuJet Qatar. The newcompany has been established tosecure an AOC and provide aircraftmanagement and charter services toclients in Qatar.

Van der Blom says: “Going forwardstaff numbers are expected to growproportionately to the number ofaircraft under the management of the company.”

ExecuJet Middle East md MikeBerry says: “ExecuJet’s business in theregion has been growing steadily formany years, what we have seen isfurther potential with the region andhave always expressed our plans to

expand our geographic footprintfurther within the Middle East. Theopportunity for this partnership hascome at the ideal time and we lookforward to our future in Qatar.”

Sheikh Faisal Bin Qassim Al Thaniconfirms: “Top quality aviationservices are in high demand in Qatarin particular and in the GulfCooperation Council countries as a whole.”

ExecuJet Middle East has been operating in Dubai for over 11years providing charter, aircraftmanagement, maintenance, aircraftsales and FBO services. “With land atDubai World Central already securedand the recent addition of a newhangar at the ExecuJet Dubai facility,the new entity in Qatar is the perfectcomplement to the companynetwork,” Berry says. See also page 3.

ExecuJet merges charter sales teams to optimise its services to the Middle East region

Hadi Al Abbas and Mike Berry celebrate progress.

Bulgarian border police have taken delivery of two AW109 Powers and an AW139.Pictured are Ugo Rossini (left) of AgustaWestland handing over the aircraft documentsto minister of the interior Tsvetan Tsvetanov.

Antonio Martini, vp Embraer (left), withExecuJet Middle East maintenancedirector Nick Weber.

Czech operator Grossmann JetService has added a CJ2+ to its fleetreplacing the smaller Mustang. “Asthe market picks up after the crisisperiod, demand for an aircraft suchas this has been growing,” marketingmanager Sona Stejskalova reports.

The CJ2+ joins a Legacy 600 and aHawker 900XP operated out ofPrague Ruzyne airport.

Stejskalova says: “The CJ2+ isoften called an owner-friendlyaircraft, with its excellent landingand take-off capability, a comfortablecabin environment for up to eightpassengers and range of 2,987 km.”

Dagmar Grossmann, ceo, adds:“We have found a good market withtravel agencies and therefore wedecided to go for the CJ2+, instead ofkeeping the Mustang, the smallestaircraft we had.

“Apart from the fact that the CJ2+has better range than the Mustang,the CJ2+ also has more capacity and alavatory. The CJ2+ will definitelybetter serve our clients’ needs.”

She adds: “Without refuelling youcan go from Prague to Amman orfrom Paris to St Petersburg. Theaircraft also has a very good fueleconomy. The CJ2+ is single pilotcapable, however to maximisepassengers’ safety, there will alwaysbe two pilots.”

Grossman says two baggagecompartments enable clients to take skis, golf bags and otheroversized sports equipment. “Thislight jet is a cost-effective alternativeto business flights. We are veryoptimistic about the potential of theCJ2+ for our company, as itsperformance and its price makes theaircraft extremely competitive on thecharter flights market.”

Grossmann JetService prefersbigger CJ2+ to

Mustang

Bulgarian border police have takendelivery of two additional AW109Power light twins and an AW139medium twin to provide airsurveillance capability on the outerEU borders.

A border police official said:“Bulgaria is expected to be aSchengen Zone member shortly. Thismeans it must have reliable border airsurveillance. The AW109 Power isequipped with an impressive range ofavionics and mission-dedicatedequipment including a NVG-compatible cockpit, moving mapdisplay, weather radar, searchlight,external loudspeaker, HD FLIR,digital video downlink, videorecorder, mission console and anintegrated radio suite for tacticalcommunications and airbornecommand and control functions.”

The official added that the AW139would provide a greatly enhancedaerial policing service as well as acomprehensive SAR capability overthe sea and mountainous areas. “Itfeatures an advanced range ofmission equipment including anEnhanced Ground Proximity WarningSystem and TCAS.”

The new helicopters join anAW109 Power delivered in 2010 andenlarge the Bulgarian border policehelicopter fleet to four.

Bulgaria boosts border patrolwith three new helicopters

Nomad pleasedwith impact of

Legacy 600Nomad Aviation AG reports that itsLegacy 600 is proving a valuableaddition to the fleet.

“The aircraft provides NomadAviation’s customers with moreavailability, choice, flexibility andlong haul scope,” says co-principalRainer Schnurr.

Demand, says co-principalClaude Neumeyer, is worldwidealthough much business is beinggenerated by the tourist winterseason in Berne, Switzerland, wherethe Legacy 600 is based. “It isstrategically well located to serveclients in both western and easternEurope.”

Neumeyer adds: “It is a valuableaddition to Nomad’s existing fleet of Challengers 604s, offering acomplementary choice of 13 vipseats in day configuration or threesingle beds, two double beds and aking-size bed in night configuration.”

Schnurr says: “Big pluses includethe extensive cargo compartmentwhich ensures there is sufficientspace for plenty of luggage and thelong-range capability that exceeds3,000 nm. Our clients like the high-standard, luxurious stand-up cabin.”

Nomad presently offers threeChallenger 604s and a Legacy 600worldwide with a CJ1+ focused onEurope with further diversificationplanned through the Gulfstream 200.

Bulgaria’s new aircraft in flight.

The first delivery of a Bell 429 to a Middle East client, Strong Aviationheadquartered in Kuwait City, is further confirmation thatmanufacturers are enjoying awelcome upturn in demand in theregion for both rotary and fixed-wing aircraft.

“The Bell 429’s outstanding hot-and-high performance along with its expansive cabin were key featuresfor us,” said Capt Salem Safar,aviation manager of Strong Aviation.“The 429 is quite simply the newestgeneration of helicopters. It is soadvanced it does the pilot’s work forhim. And when it came to customercare, Bell Helicopter surpassed our expectations.”

Falcon Aviation of Abu Dhabi hasformally accepted a new Lineage1000 and its home base airport, Al Bateen Executive, has officiallyreceived its Cat 1 ILS certificate,allowing business jets andhelicopters to land accurately andsafely in low visibility conditions.“This will dramatically increase the airport’s capability,” says gmStephen Jones.

Al Jaber Aviation (AJA) hasannounced expected delivery of twofurther Airbus aircraft in 2011 addingto the existing fleet of four A318 Elitesand two A319s bringing the total fleet size to eight. “We’rechampioning the UAE as a businessaviation centre and havemaintenance approval for the regionfor Airbus,” says Mark Pierotti, of

AJA’s expansion plans. “We plan tohave a fleet of 13 heavy jets within thenext four years.”

Meanwhile, ExecuJet Middle Eastis partnering with Qatar’s Al FaisalHoldings to create a new facility. “Topquality aviation services are indemand in Qatar and the Arab GulfCooperation Council states,” says Al Faisal’s owner HH Sheikh Faisal

Bin Qassim Al Thani.The Middle East business aircraft

fleet has grown to around 450 aircraftand Dave Edwards, md of GamaAviation ZFC, which has added aprivately owned Global XRS to its Middle Eastern fleet, says thecompany is among those planningfurther expansion.

“The biggest challenge for the

UAE’s GCCAA is to keep up with the demand for certification ofoperators as aircraft and theiroperators arrive,” he says.

Larry Flynn, svp, marketing andsales Gulfstream, is also upbeat.“Gulfstream has more than 100aeroplanes in the Middle East, anumber that has more than doubledin the last decade.”

MARCH 2011 3EUROPEAN BUSINESS AIR NEWS

We in EBAA have been very active ona number of fronts in the last fewweeks, including: launching acampaign against illegal charters inEurope; holding a highly successfulregional forum in Vienna aimed atlinking East and West; and of courselobbying in respect of EASArulemaking where matters arecoming to a head on Flight CrewLicensing, which is now nearlythrough the “opinion” phase, and onEASA Ops and Special Approvals forwhich the Comment/Response(CRD) processes have just closed.

There is no doubt that illegalcharter is becoming an increasingproblem for us all in these toughfinancial times, both by those thatdo not have an AOC, and thereforeexpose their customers tosignificant risk should everythingnot go according to plan, and thoseAOC holders outside EU 27, who arejust chancing their arm by operatingflights for which they have nopermit, either intentionally of

unintentionally. This is not good forany of us and readers may have seendetails of our PR campaign, which issupported by both electronic andhard copy brochures. Clearly ourmembers feel as strongly as we doon this topic as they have requestedover 4,000 copies of the hard copybrochures, which clarify the rulesand highlight the dangers of illegaloperations, aimed at informingbusiness aviation customers of theimplications for them if they usesuch illegal operators. We shallcontinue to be active herethroughout 2011.

Naturally this topic was also highon the agenda at the successfulforum we held in Vienna last month.Over 100 delegates attended thisevent, where we decided to get awayfrom “death by PowerPoint" and,instead, use short presentations byspecialists to set the scene and thenengage all participants in thedebate.

This format proved an out-

standing success, with 98% ofattendees liking the idea of a two-day, intense working session andover 90 per cent in favour of the “no PowerPoints – just issues andyour input concept.” As a result ofthe very lively forum, we haveagreed a number of action points,including the definition of privateflights, operations into EasternEurope, and performance rules forbusiness aviation. We will developthese within specialist focus groups,to take them forward into clearEBAA action points. In short, we hada wonderfully productive few daysin Vienna, using a concept thatworks and which we shall certainlybe repeating.

Turning next to EASA, we thoughtwe had reached a satisfactoryagreement to allow simulatortraining by non-EU organisations,with suitable approvals from theappropriate national authorities.Certainly, in lobbying with ourcolleague airline and national

business aviation associations, wewere pleased at the result wethought we had achieved. However,I have just been advised, as I write,that while the FCL Opinion nowreflects the result of our jointlobbying, the AuthorityRequirements (AR) do not and, ifnothing is changed, then instructionand examination outside the EU will effectively have to cease afterApril 2012, with disastrousconsequences for the safety ofoperations in our sector.

There are just two weeks to get anamendment into AR and OR beforethe Opinion on this is finalised andgoes to the Commission, so we shallcontinue to work with colleagues,especially those in the BBGA whohave been doing a truly wonderfuljob, to see that the rules beingdeveloped are both workable andappropriate for our sector.

On Ops rules we have a littlemore time, but the CRD period hasnow closed and we look forward to

the next phase of specialistmeetings, where we shall be workingwith EASA to consolidate thecomments and continue to developthe rules into the “opinion” phase.Our big concern here is that, whilewe have been pleased at the highquality of the work delivered by ourexperts in the drafting groups, wehave received virtually nocomments from members duringthe CRD phase. So I have animportant message for all readers: If you have not yet read thehundreds of pages of the EASA CAT and SPA drafts, please allowyourself half a day to scan throughthe headings and identify thesections that most concern you.Then, please review these and let ushave your comments. While it is stillnot too late, it soon will be. April2012 is not that far away!

Brian Humphries (president and ceoof the European Business AviationAssociation)

The vital importance of appropriate rules for business aviation

THE BUSINESS CHOICE FOR LONDONThe New Terminal Hangar opensin June 2011

Visit us at the EBACE Show on

Stand 759

For more information contact Robert [email protected] +44(0) 1959 578 530bigginhillairport.com

London Biggin Hill Airport

CLOSE TO THE HEART OF LONDON

ExecuJet Middle East and Qatar’s Al Faisal Holdings are developing a partnership. The discussions included Trevor Bailey, Mike Berry, Tarek El Sayed, Helle Brodsgaard, Sheikh Faisal Bin Qassim Al Thani and Hadi Mouawad Sari Sawaya. See also page 2.

Private aviation demand remains strong in the Middle East GFS lines up five-strong fleet for spring operations launchGlobal Flight Solutions is bringinganother Hawker 800 into serviceexpanding its fleet to five aircraft. PaulForster, ceo, says: “Since moving to the UK’s Biggin Hill we have attracteda lot of interest from potential clients wishing to charter from us.

“In anticipation of our AOC issue,which we hope will be soon, we havebeen actively looking for the rightaircraft to commence operationswith. We will start with a Lear 45XRand two Hawker 800 and have theopportunity to add a couple of KingAirs once our AOC is up and running.We are also in negotiations withclients to manage their largerChallenger and Gulfstream aircraft, sothis year has started very well for us.”

GFS purchased the ex-FormulaOne hangar (Diamond House) atBiggin Hill in July 2010 and followingextensive refurbishment now offer acomplete range of aviation services.

“We are pleased with the reno-vations and Biggin Hill is proving to bea great move for us,” says Forster. “Wenow offer fixed wing and rotary sales,hangarage, management, operationsand CAMO.”

Paul Forster at Biggin Hill with the newHawker 800 addition.


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Comlux, which is expanding its ownfleet and diversifying its aircraftmanagement, has appointed a newceo of Fly Comlux to take forward itsvip aircraft operations.

Andrea Zanetto, formerly coo ofMeridiana Fly in Italy, joins as Comluxconfirms a Global 5000, a Falcon900LX and an Airbus ACJ will enter inservice with Fly Comlux this year.

Zanetto says: “The arrival of theGlobal 5000 increases the ComluxBombardier Global fleet to eightaircraft, making Fly Comlux one ofthe largest Bombardier Global vipcharter operators in Europe.”

The A320 will take Comlux’s ACJfleet to six by the end of 2011 andComlux says that, having operatedDassault Falcon aircraft for manyyears, it is well prepared for theintegration of a new Falcon 900LXinto its fleet.

Zanetto says: “The aircraft will beavailable for charter, offering toComlux passengers a new product fortheir travel needs.”

Richard Gaona, group president,says: “I am very pleased with thedevelopment of our aircraftmanagement business within theComlux group. In the medium term,we want to reach a fleet size thatbring benefits to our clients andallows us to optimise our overheadcosts. I strongly believe that our high class quality services reputationwill attract more owners of the largest cabin jets wishing to havetheir aircraft professionally andpersonally managed.”

Fly Comlux already operates 17aircraft, offering vip charter andaircraft management services fromthree operational centres inSwitzerland, Malta and Kazakhstanand four commercial offices inZurich, Bahrain, Almaty and Moscow.

Zanetto says: “Comlux isexpanding quickly and I will put allmy efforts into making it even more successful.”

Gaona says: “Our vip fleet isconstantly growing. In less than ayear, five additional aircraft will jointhe fleet and we have an Airbus ACJand two Global Express XRS joining in

2012 and 2013. We need to increaseour workforce.”

Comlux vip passengers and crew,he says, have round-the-clock accessto specialised medical care – both inflight and on the ground – thanks to anew agreement with MedAire. Thefleet-wide arrangements include 24-7access to emergency care doctors,onboard medical kits and aviationmedical training for 125 pilots andflight attendants.

Daniel Staub, Comlux’s head of in-flight product and services, says:“MedAire’s regulatory compliantcrew medical training and onboardmedical equipment will help Comlux leverage best practices formedical safety and meet thecompany’s SMS requirements. Every

year our Comlux crew will be taughtby professionals with in-flightmedical experience through themanagement of in-flight illness andinjury programme.”

Grant Jeffery, MedAire ceo, saysComlux crews will gain theconfidence, knowledge and resourcesto prepare for and manageunexpected medical situations.

“During such situations, crew willhave 24-7 access to emergency caredoctors. MedLink doctors willremotely assess the health of thepassenger or crew member and makemedical recommendations usingmedications and supplies from theonboard first aid or emergencymedical kits. On the ground, Comluxcrew and vip travellers who are attheir destination will also have access to MedAire’s 24-7 medical and travel advice and assistance via a co-branded Comlux/MedAiremembership card.”

Staub adds: “As Comlux continuesto add aircraft to its fleet, passengersand crew will automatically becovered by the MedAire medicalprogramme.”


Comlux and MedAire are combining to provide onboard medical treatment.

Comlux plans more fleet additions as it diversifies large cabinaircraft management and aims for optimum overheads

Comlux: expanding services.

Bob Horner and Richard Gaona sign anagreement at MEBA.

Silver Cloud’s new Sovereign makessuccessful debut flight to Cape Town

Silver Cloud Air, whose policy is toalways order new aircraft, hasinvested in a second Sovereign C680to service good business levels itexpects to continue to rise in 2011.

Udo Maeyer, ceo, says: “Routingsof the Sovereign will be mainlyEurope, Middle East, and Africaalthough worldwide operation is alsopossible. We focus on the businesssector but there is also demand fromprivate clients.”

He adds: “The Sovereign waschosen because it has good range andvery good performance but alsobecause of the positive experience wehave enjoyed with our other Cessnaaircraft which we have operated for years.”

The company, founded in July1994, has grown continuously sincelaunching with one aircraft. The newSovereign joins another C680, a CJC525 and C525A and an XLS C560XL.

Maeyer says the business isdeveloping rapidly and Silver CloudAir is recruiting experiencedpersonnel for its sales department.

“The year 2009 was not easy for thebusiness aviation sector in general butthe development of our business in

2010 was very good. We expect theyear 2011 to follow this upward trend.”

Maeyer says Silver Cloud Air alwaysorders new aircraft and has built itsreputation on reliability and safety.

He adds: “One of the measures weemploy is to train our pilots regularlyon appropriate simulators. That,added to excellent and exclusiveservice and the flexibility, makes a keydifference to our offering. We expectour business to continue to grow.”

The new Sovereign (see front coverphoto) was flown from Wichita toBremen Paderborn via Goose Bay,Labrador. Maeyer says: “We had tostop not only for refuelling but also towait some time so as not to land tooearly in Bremen where the airportopens at 0600 local time. We used thetime to have a wonderful pizza inGoose Bay.

“The night flight to Bremen overthe North Atlantic was very smooth.We had nearly no wind across theNorth Atlantic but we had beautifulnorthern lights and millions of brightshining stars in the sky. In Bremen we had to do the customs for the new aircraft and then we departedfor Paderborn. There it was takenunder the wings of our maintenancecompany Atlas Air Service as itwaited for official approval forcommercial operations.”

The first commercial flight was toSouth Africa via Palma de Mallorca,Spain and Libreville, Gabon, fromCape Town returning via Lagos,Nigeria, Marrakech, Morocco toKarlsruhe, Germany. “The new aircraftproved very reliable in service,”Maeyer reports. “It is now in normalcommercial operation.”

Sliver Cloud Air: fleet expansion takes off.

Rega pilots get simulator helpfor Da Vinci transition

Swiss SAR and EMS provider Regahas ordered an advanced simulatorto meet training requirements for itsnew fleet of Da Vinci and GrandNewlight twins.

It says the simulator, designedand produced by AgustaWestland in Sesto Calende, Italy, will becomeoperational in 2012. “The plannedlocation is adjacent to Zurichairport,” it adds. “This will help Rega maximise operationalcapabilities and contribute to safetyand excellence.”

Rega introduced the Da Vinci tosucceed its fleet of A109K2s and tenout of 11 of the ordered helicoptershave been delivered. The companysays: “The last aircraft is scheduled tobe a GrandNew helicopter featuringRega-dedicated mission kits, whichwill add to the ten Da Vinci single

pilot cockpit-equipped aircraft. “The Da Vinci, a highly

customised variant of the GrandNew,was specifically developed to meetRega’s requirements and will enablethe operator to meet its mountainrescue requirements well into the21st century.”

It adds: “The simulator will helpfamiliarise pilots with the latesttechnology found in the GrandNewcockpit.”

Latest technology from Rega.


Rizon Jet is to manage and operate anAirbus ACJ on behalf of a new ArabGulf client. Patrick Enz, ceo, says:“Delivery of the ‘green’ aircraft isplanned for next year with theoutfitted ACJ being handed over tothe customer in 2012. The interiorwill reflect the latest standards ofluxury in business aviation.”

He adds: “Our client wants acomfortable and spaciousenvironment for his family andfriends during his travels. The newACJ ticks all the boxes and movinginto the management and operationof an ACJ was both a natural anddesirable step for us.”

Rizon Jet is offering clientconsulting services in the design andcompletion process.

Enz says ACJ clients benefit fromgood value retention, the latest in

satellite phone technology, modernnavigation aids such as GPS, andworldwide support that includesfeatures tailored to corporate jets.

The current managed Rizon Jet

fleet comprises one Global ExpressXRS, one Hawker 900XP and twoChallenger 605s, all operating on theQatari Air Operating Permit. Oryx Jet,Rizon Jet’s UK affiliate, is managinganother Hawker 900XP and onePremier 1A.

Rizon Jet has also appointedPrivate Flight Global as preferred inflight catering partner.

Enz says: “The company’stechnology enables orders to beplaced instantly from virtuallyanywhere via a secure onlineplatform, even via iPhone or iPad,and that was the driver in selectingPrivate Flight.”

Shamir Samdjee, Private Flightdirector of Europe and Middle East,says: “We are expanding our businessand moving into new territories suchas Russia and Asia.”

Rizon Jet celebrates becoming a new Airbus operator. Pictured from left are vp Airbus executive & private aviation Francois Chazelle,president, Airbus Middle East & corporate jets Habib Fekih and Patrick Enz, ceo Rizon Jet.

Rizon Jet adds ACJ to managed fleet

Rizon: new catering arrangements.

VLJ operatorGlobeAir claimsglobal WyvernStandard first

Austria’s GlobeAir, which operates a fleet of six Mustangs, claims to be the first VLJ operator in the world to achieve the WyvernStandard. Bernhard Fragner, ceo,says: “It is remarkable that GlobeAirhas achieved this recognition in just two years.”

The Wyvern Standard, he says, isan audit standard developed in co-operation with the mostsophisticated and demandingcorporate flight departments in theworld that far exceeds the regulatoryrequirements for air charter flightoperations and maintenance.

GlobeAir’s Georg Bernhoferspearheaded the company’sapplication which involved an on-site safety audit, also known as asafety evaluation. He says: “Part 135charter operators are measuredagainst the Wyvern OperatingStandards, which far exceedgovernment regulatory oversight.The Wyvern Operating Standards arean enhanced set of safetymeasurement criterion, which weredeveloped over the years in co-operation with The WyvernCustomer Advisory Board. CAB’spanel consists of representativesfrom the most sophisticated anddemanding corporate flightdepartments in the world.”

Bernhofer says the WyvernStandard makes a real difference insafety as it recognises the absolutenecessity for experienced and well-trained pilots and staff.

“Of all the 2,034 FAR Part 135fatalities from January 1991 to August2010, none involved a Wyvern-recommended aircraft or air crew. Ofall the 1,719 Part 135 accidents fromthe same period, only two of thosenon-fatal accidents were attributableto Wyvern recommended operatoraircraft. Looking at just Part 135turbine accidents from August 2005to August 2010, jets flying charterflights incurred five fatal accidentsand 22 fatalities – but not one ofthese jet fatalities occurred on aWyvern-compliant flight.”

DRF Luftrettung: sonography training.

Athens-based GainJet Aviation, whichis celebrating its fifth anniversary, says it is raising its profile in the UKand moving its UK sales office toHeathrow airport.

Previously, the GainJet UK presencewas at Manston Airport in Kent.However, ceo Capt James McBrideexplains: “Even though Kent is abeautiful location, Manston Airport isa long drive from the capital, which isthe centre of the UK business aviationworld. So we decided it was time tomove closer to London and for usthere is no better place than Heathrow.We often use Heathrow for our VIPB757 and B737 movements – so itmakes a lot of sense”.

He adds: “We just acquired a GlobalExpress XRS (EBAN February) whichwe’ve based in London Luton withOcean Sky, and have increased our UK activities”.

Falcon 50 joins Frenchambulance fleetFrance’s Medic’Air International,through its new aircraft company AirAlbatros, is operating a seconddedicated air ambulance Falcon 50.The company’s Dr H Raffin says:“This complements the existing AA Beech 1900C. The target forMedic’Air’s medical crews is to beready within a couple of hours fromour Paris base, day and night, to carryout any urgent evacuation. Oursphere of operations is mainlyfocused on the region around Africaand eastern Europe.”

DRF Luftrettung, which operates 50helicopters for emergency rescue andintensive care transport betweenhospitals, reports a successful firstsonography course for Luxembourg’semergency physicians.

Dr. Philippe Welter, vp of theLuxembourg anaesthetics associationCercle des Médecins Anesthésistes et Réanimateurs du Grand-Duché de Luxembourg (CMARL), says:“Mobile ultrasound can simplify thediagnosis of seriously injured patientsat the scene of the accident and canbe crucial when it comes to theselection of the destination clinic. Ouremergency physicians were able toprofit from the long-term experience

of DRF Luftrettung training the P-Fast(pre-hospital focused abdominalsonography in trauma) method.”

Welter says the result was thataround 80 per cent of the emergencyphysicians working in Luxembourgwere trained on the use of the mobile sonography device PrimedicHandyScan.

In total 38 emergency physiciansparticipated in both one-day pre-hospital ultrasound courses at theclinic in Kirchberg.

Welter explains: “With the aid ofthis portable unit, emergencyphysicians at, for example, a seriousaccident, can ascertain on the spot if apatient has internal bleeding.”

Cooking up a storm for air ambulances.

DRF trains emergency physicians in life-saving sonography work

Gainjetcelebrates

anniversary withHeathrow move

Three generations of the Blackistonfamily have helped raise funds for theUK’s East Anglian Air Ambulance(EAAA). Harry Blackiston and fellowpupils at Gresham School marketedand sold soups, his father, Norfolkchef Galton Blackiston, has beenheavily involved with the launch ofEAAA’s recently launched dessertcookbook, Pie in the Sky, and his 82-year-old father Bill has undertakentwo skydives to raise funds.

The EAAA, which operates a 365day life-saving service acrossBedfordshire, Norfolk, Cambridge-shire and Suffolk, says it costs £3.5 million per year to keep its two airambulances flying.

EAAA benefitsfrom family fundraisers

VistaJet has commissioned HarveyNichols to supply all on-boardstandard catering snacks across itsfleet as part of revamped cabinservices. Nina Flohr, daughter ofVistaJet chairman and founderThomas Flohr who spearheaded theproject, says: “The deal will see all of VistaJet’s Bombardier aircraft carry products from one of theworld’s most exclusive brands infashion, beauty and food, includingranges of savoury snacks, chocolateand confectionery.”

She adds: “The partnership is thelatest component of VistaJet’srevitalised cabin offering which will

see the company unveil a chic newcollection of pilot and flightattendant uniforms, as well as addingnew ranges of tableware, silverwareand soft furnishings.”

Other new cabin suppliersrecently announced by VistaJetinclude French manufacturerChristofle, which is providing all on-board silverware and china. An Italianmanufactured cashmere range of softfurnishings and sleep-clothing havealso been added.

VistaJet operates more than 30Bombardier aircraft ranging from theLearjet and Challenger through to theGlobal Express XRS.

VistaJet commissions HarveyNichols for enhanced nibbles

This issue, EBAN begins a series of features looking at the issuesfacing a particular group of business aviation professionals.‘Perspectives’ will sound outdecision makers on their workinglife, how they overcome problemsand their hopes for the future.

The aircraft salesman has to learnhow to cope with the stress ofworking with extremely demandingclients across multiple time zonesthat can be as much as 17 hours apartin order to cope with a lifestyle that is less glamorous than it appears tothe outsider.


Even the bad times can be good forthe men and women in the frontline

Buyers in Europe and the MiddleEast have access to a competitiveglobal marketplace and thesalesman’s approach is governed bythe knowledge that some deals will be quick, others will be slow andmany will fall through – often at thelast minute.

Gabriella Somerville, mdConnectJets Limited, says: “Selling is

similar to childbirth. Some deliveriesare long, painful and drawn out,others are over in the blink of an eye. The engagement period isnormally about nine months, but iffinance is not required then thetimeline can be reduced.”

Somerville adds: “Intuition plays ahuge part in sales. From the momentof engagement, the broker shouldhave a pretty clear idea of where theirclient is in the process. Normally theshortest deals are transacted whenthe timing is absolutely ripe, thegroundwork has been done and thebuyer is positioned and ready topurchase. There are some clients whomerely dance with the idea ofacquisition and engage multiplebrokers which can be a waste ofvaluable time. Then there are thosewho require a long-term approachbut are nonetheless serious buyerswho go on to transact eight to 15months down the road.”

Companies which carry outprivate charter and source aircraft forclients say the clients benefit fromtheir operational experience. EdwardQueffelec, sales manager of Geneva-based Masterjet Aircraft Trading,says: “I believe it is important for an

aircraft salesman to be workingtogether with an aircraft operator toget the operational feedback with the benefit that the technicaldepartment will assist on the mostcomplex aspects. We at Masterjetcommercially operate Cessna,Learjet, Bombardier, Dassault and

Some aircraft sell themselves: AirGeo has found the Grand Caravan an ideal aircraft foroperations in its large Russian catchment area. AirGeo says: “Caravans are reliable,versatile and economical – a proven success for rigorous missions across the world.”

Gabriella Somerville says that, likechildbirth, some aircraft deliveries arepainful and some are straightforward.

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Handbook of BusinessAviation in Europe

Handbook of Business Aviation in Asia Pacific

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Essential reading wherever you are

PERSPECTIVES – Business aviation through the eyes of the aircraft salesman

The right aircraft for a Middle Eastbase: Gama Aviation’s DaveEdwards, Oliver Hewson and WassimSaheb are pictured with a managedChallenger 850, acquired by aprivate individual, which has provedits suitability for charter.

An EBAN survey confirms that:� The ‘glamorous’ lifestyle is only

enjoyable for those who canhandle the stress

� Aircraft salesmen get to knowhotel rooms and airports betterthan locations

� Buyers are well educated andcommercially astute and want agood deal

� Clients can demand demo flightsbut may have to be persuaded topay the cost

� Mutual trust is the bedrock of therelationship between client andsalesman

� The client’s cultural backgroundcan dictate the type and pace ofnegotiations

� Aircraft sales require acommitment to work short-,medium- and long-term

� Some sellers will cause difficultiesby insisting on pricing theiraircraft too high

� Honesty is the best policy and willbring repeat business as trustbuilds

� The sales process can be severelyhampered by lawyersinexperienced in aviation

� Lack of finance and bad news oninspection can scupper sales at alate stage

� It is a ‘people’ business based onrelationships

Bookajet reports that the addition of anew 2010-registered Falcon 7X isbringing in additional qualitybusiness for its fleet which now totals35 aircraft.

Christian Rooney, director, says:“The 7X has been described as theflagship of the Dassault range and itcertainly promotes the latestadvances in flight technology,combining Dassault’s fighter jetprowess for performance and safety,with uncompromising cabin comfort,reliability and versatility.”

Bookajet is basing the 7X,configured for 12 passengers, inMilan Linate. “Its range of over 11hours means it competes in bothendurance and cost, with ourtraditional Global Express non-stop‘London – Los Angeles’ routings.”

Bookajet Falconset for long

haul business

Air ambulance pilot Capt Dan Martinwill be swapping his flight suit andhelicopter for walking boots and atent as he climbs Kilimanjaro this Julyto support a cause close to his heart.He has flown for the UK’sWarwickshire & NorthamptonshireAir Ambulance (WNAA) for threeyears and will scale Kilimanjaro toraise funds for the service.

TV presenter Linda Barker and herhusband Chris will join Capt Martin,alongside air ambulance patients,staff and crew, as they scale theAfrican mountain. The 25 trekkers,who aim to climb all 19,341ft ofMount Kilimanjaro, will also raisefunds for the WNAA sister serviceDerbyshire, Leicestershire & RutlandAir Ambulance.

Captain Martin began his flyingcareer with a scholarship from theRoyal Air Force and went on to fly RAFChinook Helicopters in Iraq andAfghanistan. He has mountainclimbing experience and has takenpart in two mountain marathons.

Air ambulancepilot set to climb

Kilimanjaro

Huxley Cowen of PC Aviation saysaircraft sales are arguably the leastregulated and most difficult part ofaviation as a whole. “To do it properlyrequires a large amount ofknowledge, an ability to negotiatewith the most hard-nosed of people, amass of experience, the patience ofJob and a good sense of humour.Unfortunately, because there are noexams to pass or qualifications tocollect, it is open to any Tom, Dick orMary with a good line in patter, whomay care to chance their arm. Inaddition, because the commissionscan be large, it tends to attract the lessdesirable ‘sales people’ who wronglysee it as an easy way to make largeamounts of money.”

But Cowen reports that the globaleconomic crisis has had positiveeffects. “Fortunately due to thedownturn in the aviation sales marketmany of these ‘sales people’ are nolonger interested as the sales are fewand you have to really work at them to get through to completion.”

Rob Seaman, founder andpresident of The Aviation AdvantageInc (AvAd Inc), says the economicrecession created new levels ofdesperation, stress and tension.“Buyers sometimes made ridiculousoffers to see how desperate sellerswere. Fortunately that is not nearly ascommon now as it was a few monthsago as the market has sorted itself, thedeals are not as plentiful and thebuyers and sellers are less panicked.


London Executive Aviation (LEA) activities include aircraft acquisition and sales,management and charter operations. George Galanopoulos, md, says: “Undoubtedly,customers from different countries look at aircraft acquisition with differentexpectations.”

All that said, the question we still getfirst from most sellers is “does thebuyer have their money?”

“Cash is king and many sellerssimply will not tie up their asset while a prospective buyer looks fortheir funds after finding the rightaircraft. The best advice remains: if you are serious about buying, dothe bank process first – it will give

your offer more substance when theseller looks at it.”

The job generates moments ofboredom mixed with others of sheerpanic and stress. “For those whothrive on such, the rewards are there.When the times are good and salesare happening it is a great way towork. When times are tough, youbetter have good back-up – eithermoney in the bank or other incomestreams besides just selling aircraft.”

Stress is directly related to marketconditions. Daniel Jennings, ceo The Private Jet Company, says themarket has returned to 2007/2008

levels of interest regarding calls andreal buyers, but prices andtransactions are still significantlybelow 2007 highs.”

He says: “I have a few thoughts as afixed wing corporate jet broker. Thecareer as an aircraft broker hasevolved to include market forecaster,distress loan adviser, psychiatrist andfinancial adviser. What I mean is, Ihear from my clients and they aretelling me the good, bad and ugly oftheir business and looking for optionsof how to either get out of the aircraftthey are currently in with the leastamount of pain or looking to takeadvantage of the distressed market tomake the best deal possible.

“Buyers until the fourth quarter of2010 were in the most part unrealisticwith regards to pricing as, no matterwhere the aircraft was priced, theywould offer 35 per cent below andsellers outright rejected such bids. Atthis time many of the higher valuelate model repo and distress aircraftare gone and what comes to market ispriced to sell, with less negotiationroom as markets begin to tighten.”

Jennings may well hold some sortof record for both the shortest andlongest sales period. “The longestprocess was a buyer I spoke to forthree years and finally completed atransaction and the shortest was aBBJ $60m purchase that was startedon a Friday and closed the followingThursday all cash. We negotiated andworked with attorneys in threecountries and two US states throughfive times zones almost 24-7 for sixdays to meet the closing schedule.”

Airbus aircraft which gives me a real-life analysis of the aircraft’sperformances and reliability,technical assistance to locate thepotential flaws of an aircraft, thecharter potential of an aircraft type,or even to provide the buyer with amanagement budget so he can reallyhave all the information beforelaunching the project. Furthermore,having some charter customers on anaircraft type gives us some potentialcustomers when we have suchaircraft for sale.”

The choice of aircraft is sofundamental that potential buyersturn to a wide variety of contacts foradvice ranging from pilots to charteroperators. Philippe Fragnière, forinstance, points out that ExklusivAviation is not a broker. “Among its other functions, it acts as anexclusive charter sales agent workingclosely with a few selected charter operators.”

However: “We work together withaviation professionals to select theaircraft according to the wishes of ourclients. We often work directly withthe aircraft manufacturer in case theclient wishes to purchase a brandnew aircraft. We prefer otherwise towork with each manufacturers’second hand aircraft department toprovide a pre-owned aircraft.”

Harduin Putrich of the JetAllianceGroup confirms that the culture andbusiness mentality of a countrygreatly affects negotiations. “Insouthern Eastern Europe one has toexpect long negotiations, manymeetings and many evening events –the personal contact in thesecountries is indispensable and lots ofpatience is required when you want toconclude a contract here. On theother hand in eastern countries suchas Poland or the Czech Republic theentire process, although personalised,can be described as more formal.”

Andrew Hughes, Ocean Sky’smanaging director aircraftmanagement, says high end salesrequire passion, commitment andtime. “You are dealing with very highnet worth individuals with exactingstandards, not to mention the highvalue luxury products that they arelooking to buy. That is a 24-7 worldwhere you may be in Frankfurt whenthe client is in Hong Kong or you may be in Washington and the clientin Dubai so there simply are no off-duty hours. If you’re on the end of a$50m deal then you don’t tell theclient to leave an answerphonemessage and if they want to see you inperson, you go to wherever it is.

“On the plus side there is greattravel, you socialise and network andvisit the client’s business or theaircraft manufacturers and so, yes,there is what would be seen as the‘glamour’ part of the job as well.”

The right aircraft for an Italian base: TopJet finds Hawker aircraft ideal for its operational needs. “We now operate three identicalaeroplanes and this give a lot of flexibility for crews and maintenance,” says Dino Rasero, TopJet president and Hawker captain.

Feature continues on next page

“You are dealing with very high net worthindividuals with exacting standards”

Confidence When you are buying an aircraft, you need to have confidence in the ability of that aircraft to meet your mis-sion requirements. The same applies to your advertising - you need to have confidence that your media partner will deliver the message accurately to your target audience. One way to achieve this is to advertise in publications whose circulation is audited - and European Business Air News is one such publication. EBAN’s circulation is audited to reach own-

ers and operators of every business aircraft in Europe and the Middle East. We are the only publication to have such an audit. Ask the question - ‘Can you prove that you reach all of those people you claim to?’ We at EBAN are proud to say ‘Yes we can’ Please ask to see our latest circulation state-ment.

When you are buying an aircraft,

you need to have confidence in the

ability of that aircraft to meet your

mission requirements.

The same applies to your advertising

– you need to have confidence that your

media partner will deliver the message

accurately to your target audience.

One way to achieve this is to advertise

in publications whose circulation is

audited – and European Business Air

News is one such publication.

EBAN’s circulation is audited to reach

owners and operators of every business

aircraft in Europe and the Middle East.

Ask the question – ‘Can you prove that

you reach all of those people you claim

to?’ We at EBAN are proud to say ‘Yes

we can.’

Please ask to see our latest circulation

statement.

Contact Mark Ranger on:

+44 (0)1279 714509

[email protected]



ANALYSIS SERVICES DRIVEN BY QUALITY AND EXPERIENCE

SPECTRO-OIL.COMJET-CARE.COM

Perspectives: the aircraft salesman

Differentculturesprovide wideranging saleschallengesEdward Queffelec, Tim Barber,Andrew Pearce, Peter Dahm, MikeHamlin, Rene Cardona, GabriellaSomerville, John Hopkinson, JayMesinger, Larry McElyea and JolieHoward have a lot in common. Theyare among aircraft sales specialistswho have built up techniques overthe years to ensure they take differentcultures as well as individual needsproperly into account.

Peter Dahm worked from January2005 to build up the helicopter teamof Avinco Ltd, a company created in2004 with the focus on trading withcommercial aircraft and helicopters.

Dahm says: “This involved bothbuying and trading in and reselling aswell as remarketing, brokering,consulting, organising and managingmajor retrofits. On the helicopter sideAvinco has a formal and very closecooperation relationship with theEurocopter group, although there isno link on the shareholder side.”

He says: “Of course there aredifferent spirits and culturesdepending on the location of a clientwhich can vary from being acommercial operator in Europe to anoil and gas operator in Malaysia. We,for example, have a team of youngpeople who have worked in variousparts of the world for several years.”

Potential upsets range fromunexpected technical problems

popping up during a client’sinspection to financing being delayed or collapsing. Dahm adds:“With the need to support and ‘get it

redone,’ stress is certainly part of areal salesman’s life.”

Andrew Pearce, regional directorof the Innotech-Execaire AviationGroup, confirms: “Of course you aredealing with different individualsfrom different nations who havevarying cultural views and methodsof doing business. The contrastbetween the requirements of say aRussian and an Arab is marked.Beyond that each transaction has aseller or buyer with differentexpectations and needs. Thesedifferences will drive the nature of the negotiation and this is where the skill of the aircraft brokercomes in.

“Problems can vary enormouslyfrom a sudden family bereavement or unexpected exchange ratefluctuations to over-sensitive lawyers.However, the most common event or ‘gremlin’ can be a finding in thepre-purchase inspection which is of

an airworthy nature. Even thesmallest item that is easily repairableor fixable can often un-nerve thebuyer who will then go and look at analternative aircraft.”

Pearce says: “Personally I enjoy thevariety of dealing with differentindividuals, different cultures,different aircraft types, time zones

and locations. It is what makes the job very interesting. Depending onthe nature of the deal and yourclients’ needs and expectations, it canindeed be very stressful. Your daysgoing through a deal can be arollercoaster ride of emotions. Thereare great highs when things are goingwell and deep lows when it seems

a deal is struggling. However, youhave to be philosophical and find asolution to ensure a successfulconclusion is reached.”

Rene Cardona, an aircraft salesrepresentative for Duncan Aviation,Inc, says: “There are lots of intricaciespresent in the pre-owned aircraftmarket and you need to be able tounderstand those and work hard foryour clients. If you can do that, youcan be successful in this business. In addition to English, I am able to speak Spanish and Portuguese.This multilingual ability has been instrumental in numerousinternational transactions. Andaviation has certainly growninternationally over the last severalyears, not just in Europe but in Southand Latin America as well.”

Cardona adds: “The bottom line isthat selling aircraft is a relationshipbusiness. If I know my client well,know what they want with and in an aircraft and understand theirpreferences, I can develop a long-term working relationship with them.That means that when they are readyto upgrade to a different aircraft oradd another aircraft to their flightdepartment, they are familiar withme and my work ethic and I am their first call.”

Customers in different countriesdo have different expectations andnegotiate in different ways. Cardonasays: “One of the primary differencesis in the buyer’s or seller’s relationshipwith their acquisition or sales agent.The buyer out of Europe, Asia orSouth America is more predisposedto do the transactions themselveswithout the assistance of an agent.This leaves them in a weaker positionas they may not know the ins and outsof aircraft transaction process.”

Cardona concludes: “Thesuccessful aircraft salesmen live arelatively good lifestyle, although it is

Jay Mesinger says sales professionalsmust learn and understand how to workwithin the cultural differences.

MD of JetBrokers Europe Tim Barber (right), pictured with Mandy Pantall, says that linguistic skills can be key in alleviating theconcerns of buyers and making them long-term clients.

“Your days can be a rollercoaster ride

of emotions”


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J 09:46 Page 1

a somewhat stressful career. The onesthat have been doing it for a long timecan more than likely be deemedsuccessful. Therefore they have beenable to balance how they deal withtheir clients, and have learned tocome to terms with the industry’s upsand downs.”

Gabriella Somerville says:“Cultural awareness plays a majorrole within the aircraft sales arena.The art of negotiation is tounderstand your clients’ DNA: that includes their emotional,

behavioural, cultural beliefs andpatterns. Successful communicationis key to securing the relationshipbetween the client and broker, thebroker can then position theirapproach and tailor their strategy –making the seamless transition and conversion.

“Multiple chains create hurdleswhich slow down the whole process.The deal can be lost in the brokersnegotiating room when everyone ispositioning their cut – before youknow it the buyer has disengaged. We

need to be less greedy, learn tonegotiate quickly on terms ofengagement and unify to create aseamless transition for the client.”

Somerville advises: “As a broker wehave to remain sensitive to the client:he or she will give clear indicatorsthroughout the course of theengagement, allowing the broker tounderstand when to put the pressureon or ease off. Timing is everything insales. The lifestyle can be excellentdependent on how good you are –and the stress levels can be reduced if

you take your foot off the acceleratorand enjoy the journey.”

Jay Mesinger says: “As we allexplore and work to gain theawareness of many of the emergingmarkets, we as sales professionalsmust also learn and understand howto work within the culturaldifferences. I am in the peoplebusiness. It is incumbent on the salesprofessional to keep emotions at bayand keep both buyer and seller and allof their representatives focused onthe successful outcome.”

John Hopkinson of JohnHopkinson & Associates Ltd confirmsclients in different countries do havedifferent expectations, especially onthe future maintenance status.

He says: “We frequently run intopilots looking for commissions underthe pretence of being a broker, whenin fact they don’t have the brokerexperience, background, or source ofsupport necessary. The second mostcommon gremlin, which is becominga deal breaker in the United Statesand in Europe, is the extensiveauthority given to lawyers inpreparing aircraft agreements andmaking decisions on these. A goodpurchase agreement is necessary foran aircraft acquisition or sale, and infact a requirement by manycorporations. However, lawyers nowafter properly and purposely creatingthese documents wish to be involvedin the closing, to a point where they interfere frequently with atransaction, and create excessive fees.This is not a problem with establishedaviation attorneys who have a loyal,successful following.”

Michael Hamlin, md of Hamlin Jet,says: “In northerly latitudes a deal isviewed as being a compromise thatboth parties agree with. In thesecircumstances an email or verbalagreement almost certainly meansthe sale will go ahead. However inmore southerly latitudes this is notalways the case. Here a salenegotiation is regarded as more of amachismo contest that must be won– and this can lead to goalposts beingmoved at the last moment. A differentapproach is needed depending on thecultural background of the buyer.

“My biggest problem has alwaysbeen with a buyer using a property or commodity lawyer to deal with the contract rather than anaviation lawyer.”

How leasing can provide a cost-effective solutionNiki Rokni and Guy Burden, partners in the London-based AxonAviation Group, point out that aircraft sales has changedsignificantly in the last three years. Rokni says: “Whereas pre-2007we were struggling to locate suitable aircraft for clients and trying toreduce the premiums being asked for aircraft available immediately,in some cases as much as $15 to $25 million, the aircraft salespersontoday is involved in a juggling act. This involves finding an aircraftthat is best value for money, making sure the client is transparentand high profile enough to be able to secure finance and not onlyserious about going through with the sale but is also prepared to putup far higher deposits and guarantees than before.”

Burden adds: “All this adds to the timescale, amount of work andstress for the salesperson. The successful salesperson has become alot more creative, seeking intelligent solutions to solve theproblem – for example, is leasing appropriate? Axon Aviation has astrong database of clients, some of whom are prepared to lease theiraircraft out for one/two/three years and this can provide a veryeffective solution for both parties.”

Rokni adds: “For the aircraft owner who may have less use for theaircraft because of a downturn in business (or lack of desire to sell ina weak market or having been caught in a negative equity situation)leasing is the perfect solution until better times return. For the newpotential owner who may be waiting for his own aircraft to bemanufactured, is uncertain of further price falls, has no desire to putdown a large deposit or make all his financial affairs transparent,such an arrangement can also be attractive.”

Continued on next page


Hamlin adds: “In a good year life isgreat and in a bad year it is like tryingto fish in a dried up river bed.Sometimes it only takes one gooddeal to make a year – and thesalesman lives a life of stressfulneurosis worrying that he might missthat ‘one important call this year’.”

Jolie Howard, a director ofbusiness development with TAGAviation, says that different cultureshugely affect the sales process butlack of flexibility is often the greatestbarrier to completing a deal.

Larry McElyea of World AircraftTrading confirms that knowing what to expect from each country isessential in dealing successfully in avariety of different countries. “Thedeals are actually very similar but if

you are not prepared for the subtlenuances which make a huge diff-erence, they could destroy the deal,”he warns. “Mexico is vastly different

from South Africa and neither is likenegotiating with Europe.”

McElyea points out: “Gettingaircraft out of different countries can

add one to three months to a closing.Getting aircraft into countries can belengthy and can add over a year. Thelongest process for me has been 18

months with a CRJ. The shortest wasfour days on a Citation CJ1.”

McElyea says that if either thebuyer or seller is suspected of notbeing honest, this will end a dealquickly. “If I suspect this and confrontthe party with as much tact aspossible and it isn’t corrected, it isbest to walk away before anyoneinvests large amounts of money in thedeal. Life is too short to spend time incourt rooms as it keeps you frommaking a living selling aircraft.”

He adds: “If the seller has beenhonest, yet corrosion or damagehistory pops up in the pre-purchaseinspection, then it can bringeverything to a halt. If this is dealtwith early on in the sales process,then it will not be a surprise and thedeal will continue.”

McElyea says that the sensibleapproach is to balance health andincome. “When I first started my ownbusiness, I worked 16 hours a day andmade good money.

“I noticed this was affecting myhealth. My blood pressure startedgoing up, heart rate increasing andfear about the future was eating atme. I decided my approach wouldmake a nice sum of money thatsomeone else was going to spend. Imade changes and while I might notget as many deals done, I am muchhappier and healthier.”

McElyea says most clients doexpect a test flight just prior to thepre-purchase inspection. “I usuallytry to get the buyer’s pilot to ride onthe flight to the pre-purchase site,and this will usually satisfy therequirement. If the owner needs tohave a demo flight, and some simplywill not buy an aircraft without one,then this is carried out just before thepre-purchase inspection as well.”

He advises: “Being open andhonest with your clients will bringrepeat business. About 85 per cent of my business comes from repeatcustomers. It’s been working for the past 20 years and I suspect it will continue to work for the next 20 years.”

Language skills can be crucial inhelping to establish rapport with aninternational client base, accordingto Tim Barber, md JetBrokers Europe.“Each nationality has its own way ofconducting business so it smoothesthe process if we can demonstratethat we’re willing to try and adapt tothe national culture,” he says.“Speaking to them in their ownlanguage can help reduce some of the anxiety that may be associatedwith a significant sale or purchase likean aircraft.”

The company supports operatingin different countries by offering amulti-lingual website which providesinformation in English, French,German, Italian and Spanish and has a team that can support deals ineach language.

Continued from preceding page

“Speaking in theirlanguage can helpreduce some of the anxiety”

Edward Queffelec says MasterJet seesless and less difference in buyers’profile and behaviour around the world.


RESERVE

YOUR SPACENOW

The UK’s only dedicated business

aviation event – BGAD11 – will

take place again this year.

Presented jointly by Marshall

Business Aviation and European

Business Air News, BGAD is an

effective day of networking.

You’ll see around 40 exhibitors,

an excellent line up of business

aircraft – helicopters, props and

jets – and be able to take part in

quality, free to attend seminars.

BGAD has become a must

attend event for business aviators

in the UK – we look forward to

seeing you there. Register online

at www.bgad.aero

BGAD11 – the UK Business & General Aviation Day,Tuesday September 20th, Cambridge Airport.

For further information, visit the BGAD web site or contact Mark Ranger on +44 (0) 1279 714509,

email: [email protected]

Nobody ever wants to pay the asking priceGordon Potter of PremiAir Global says: “Every customeris an individual – they are each different, regardless oftheir country of origin. Each requires a tailored inter-personal approach to understand, communicate andevaluate them. One thing all customers have in commonis that the initial price of the aircraft is never the onethey want to pay – this is where the fine art ofnegotiating comes into play.

“But it is two-sided and both seller and buyer have tounderstand this and be willing to compromise. This iswhere an accurate market value is essential.”

PremiAir Global, part of the UK aviation servicesbusiness, focuses on fixed wing pre-owned businessaircraft in addition to its well-established executivehelicopter marketing services.

The shortest time between first enquiry and deliveryof the aircraft, Potter says, was five working days on arotary aircraft. “The buyer already had their deposit inescrow as they had just been let down on another

aircraft. Everything was in place and the seller had justcompleted an annual inspection on the aircraft. It was avery smooth transaction, with just the paperwork andformalities to take care of. However, the longest timeframe was seven months from enquiry. This wasprimarily because the buyer’s bank was, understandably,extremely cautious, which led to delays with lots ofpaperwork and reprints of documents being requested.

“The deposit had already been paid directly to theseller and eventually, through constant contact andcommunication, both parties reached agreement andthe deal was completed. The buyer even brought abottle of champagne to open at the seller’s house ondelivery. This particular sale highlights the importanceof talking and keeping the lines of communication open,especially when a deal goes a bit wobbly.”

Potter says that once the letter of intent is in place, agenuine buyer is usually happy to pay for a demo flight.“It’s all a matter of trust and commitment,” he adds.


“There’s no real reason why a dealcan’t complete in days rather thanweeks but this rarely happens,”Barber reports that in the currenteconomic climate the marketingprocess can take months and buyerssometimes hear of another deal evenafter they have made a commitmentto your aircraft, which means thewhole process can take much longerthan is necessary. “We’ve begun talkswith some buyers who then findanother deal, yet come back to us sixor nine months later as they stillhaven’t found what they’ve beenseeking,” he says. “Other reasons fordeals to stall include issuesdiscovered during the pre-purchaseinspection, and in recent years theinability to finance a deal has beenmore prevalent, although we’rebeginning to see a few small changesin that area.”

Brendan Lodge, JetBrokers Europebdm, says: “There are still manypeople in the market who believe thatevery vendor is a distressed seller andconsequently they take a lot of asalesperson’s hours without anyserious commitment to purchase.Rarely do they complete a deal andthis can be frustrating and stressfulfor all concerned.”

Lodge adds: “When we have acustomer who is interested in anaircraft that’s just not suitable forthem, we work hard to guide them inthe right direction by taking themthrough a questionnaire that enablesus to establish what their missionprofile is and thereafter recommendthe most suitable aircraft based onscience rather than emotion.”

But there are sellers that just won’tsee the reality of the market and want to price their aircraft too high. It then sits on the market for a lengthy period and distorts marketstatistics by increasing average lengthof time on the market and inflatingsales inventory.

Edward Queffelec believesglobalisation has had an effect on thebuyers of jets. “We see less and lessdifference in buyers’ profile andbehaviour around the world. We stillsee some minor cultural specificitybut nothing significant: Russiancustomers are always looking for veryrecent aircraft which is usually not anissue for Middle East customers.”

He adds: “Europeans care moreabout landing and take-offperformances as they take intoconsideration demanding airportssuch as London City, St Tropez LaMole and Lugano.”

Queffelec says the arbitrary settingof a price that may be disconnectedfrom reality can prevent a sale. “I haveseen a deal not happening becausethe seller and the buyer could notresolve a US$50,000 price differenceon a US$20 million aircraft.”

He adds: “The shortest process Ihave ever seen was six weeks betweenwhen our customer told us ‘I wouldlike to buy a Global Express’ to whenhe experienced the aircraft. However,I remember another customer whoreally took his time and three yearspassed between his first enquiry and his first flight. He was simply notsure of what he needed. Finally henow has an aircraft he loves to flywith, that perfectly matches hisneeds, and that he obtained at greatpricing conditions.”

Queffelec says that the internethas helped clients strengthen theirknowledge of private aviation. “Wehave much better informed

customers. The aircraft salesman’stask is not just to locate an aircraft butfind the best deal which involvesbringing strong technical skills to thedeal. Sometimes this involvesexplaining why we did not pick upthis ‘great looking aircraft’ on thewebsite, as the client might notrealise that a heavy maintenance isdue shortly, that the aircraft has adamage record, or even that, due tosome STCs, the aircraft can never beregistered in the desired country.”

Queffelec adds: “Around 90 percent of our activity covers pre-ownedaircraft even if we sometimesnegotiate on behalf of our customersin front of the manufacturers for newaircrafts. Clients seem to appreciatenot being alone in front of the factoryand want to have technical andcommercial assistance by their sidefor the duration of the process.However, I have to say that,considering the pre-owned market wehave seen in the past years, it has been much easier to be a specialist inthat sector.

“The level of activity, even if theprices have been really low, has alwaysbeen surprisingly quite intense allthrough the economic crisis.”

Aircraft selling involves manyfacets, but it is firstly a peoplebusiness where an understanding of cultures and requirements canmake the difference between successand failure.

Consultantsthat can makeor break thebusinessaircraft buyerEBAN has, for many years, reportedon the requirements and decisions ofprivate jet and helicopter owners andoperators in Europe and the MiddleEast. Their comfort and financialwell-being may depend to a largeextent on acquiring the right aircraft.That in turn may depend onobtaining the right advice from theright person. That is where theaircraft salesman or broker comes in.This section details how suchprofessionals operate.

Trevor Esling, Cessna’s vpinternational sales, says most aircraftsales representatives thrive on thelifestyle. “That said, while the jobmight be seen as very glamorous,with international travel and tophotels, you need to know how to deal with extremely demandingcustomers, who are used to gettingexactly what they want.”

Esling adds: “You need to offer theright level of respect and service,while retaining a sense of proportion.The work can be hectic, but the bestand most experienced sales repre-sentatives learn to cope with stress.”

The best aircraft brokers or salesrepresentatives are consulting expertsfor clients in many ways, making theirpoints and recommendations aboutaircraft choice clearly.

Esling, who is responsible for non-US Citation sales, warns: “Telling thecustomer that they are making a bigmistake – if they choose a differentmanufacturer from your company,for example – is rarely a good idea.Preserving the quality of therelationship is vital. If the customerignores your advice and makes a baddecision on an aircraft acquisition,he’ll come back to you a year later. Hemay not admit he made a mistake,but he will come back to you. If areally good relationship existsbetween the customer and thesalesperson, the customer will oftentransfer manufacturer allegiance ifthe salesperson changes companies.”

Esling joined Cessna in 1995 as adivision sales director for Citationsand was promoted to vice president in2005. He says: “People will do bus-iness with people they like. Thegreatest skill of the salesman is to formthat bond with a potential customerand, from there, form a friendship thatleads to repeat business. Sales aremostly about strong relationships.That’s what you need.”

When assessing the credibility ofthe potential buyer, Esling says: “Anygood aircraft salesman knows thebest buyer is someone who alreadyowns a business jet. But sometimesyou need to trust your judgement and

“The greatest skillof the salesman isto form that bondwith a potential

customer”

take a long-term view on a potentialcustomer with no ownershipbackground. It’s not unknown tomeet somebody new to discuss apurchase, effectively hear nothingafter that meeting and then have thatperson come back to you five yearslater, ready to buy.”

He adds: “Anyone buying abusiness jet will be well-educated andcommercially sharp, but there areundoubtedly cultural differences inthe expectations and negotiatingtechniques of customers. Customersfrom the Middle East, for example,might well negotiate by stating theirfinal position straight away, whereasChinese customers will tend towarddiscussing smaller, incrementalmovements on the price.”

Esling acknowledges that,wherever you are in the world, theaircraft sales process is not alwaysquick. “I remember a governmenttender for a business jet to be used forflight inspection missions. The firstenquiry took place in 1994. Wedelivered the aircraft in 2007.

“On the other hand, we signed anagreement on a Citation CJ1 in 1998within five minutes of meeting thecustomer.

“I’d say 80% of the time thecustomer will ask for a test flightbefore making the purchase.Nonetheless, sometimes thecustomer will simply buy from thebrochure because, after a good long-term relationship, he completelytrusts the sales representative.”

Esling says: “Specific desires topersonalise the jet, while rarely

collapsing the deal, can often bringdelays. Finding French Renaissance-style chairs for a customer wascertainly a challenge. Interiorrefurbishment can be quite anemotional matter for the customer,and you need to ensure the buyer’swife, as well as the buyer, likes theaircraft too.”

International buyers are very savvyand have great business acumen,according to Gordon Wishart, TWCAviation, director of aircraft sales andacquisitions. “If they feel that they arebeing taken advantage of they will justmove on. It all boils down to trust.”

Wishart, who has been involved innumerous aircraft transactions inEurope, the Middle and the Far East,points out that working withinmultiple time zones that can be asmuch as 17 hours apart can be abusiness challenge.

“Language barriers are seldom anissue with clients outside the UnitedStates. What I find is that they want toestablish a relationship that is builton mutual trust and knowledge onour side when they make an inquiryon the aircraft and on the purchaseprocess. It can be a somewhat more

The bestconsultantsthrive on thelifestyle– Trevor Esling

Internationalbuyers havegreat businessacumen– Gordon Wishart

Travelling man with a million air milesBuyers in different countries range fromthose who leave major negotiations tothe last minute to others who leavenothing to chance and finalise everydetail before contracts are drawn up.

Andrew Hoy, md of ExecuJet AircraftTrading, adds: “I have delivered anaircraft including registration changewithin six weeks of first seeing it (GIVSPlast year) and had a Challenger 604 takefour months in pre-buy before delivery.It is a considerable battle with buyer andseller at that point!”

Hoy adds: “In the ‘good old days’once an LOI was signed, the deal wasdone! Nowadays, it’s the opposite, andsigning an LOI means the trouble startsand as a broker you play ‘Kofi Annan’between buyer and seller, keeping all ontrack. PPI differences need to bethrashed out early, location, who paysfor what part, depth of inspection. Afterthat’s agreed, little goes wrong as allairworthiness items get fixed by sellerand therefore aircraft can be in deliverycondition to satisfy terms of APA.Otherwise, issues such as who paysdelivery, export C of A to destinationcountry all get in the way.”

Hoy says: “I used to have a lot morehair. Last year I had 60 days at home. Iam permanently jet lagged but have overa million air miles. Work never stops andasking for holiday is just like asking forpermission to work in shorts. It cannotswitch off. It is stressful but when you’reon top of the game, extremelyrewarding. I deliver all the aircraft to myclients and seeing them smile when weturn up is the best part of the job.”

Hoy says: “You have to listen to whatthe client needs, how many passengers,range requirements, expectedmaintenance costs, charter revenuepossibilities, and then advise in the bestway. If they are set on a specific aircraft,it is our job to suggest there could bebetter alternatives out there, but if theywant it, we make it the best we can. It isvery rare that a buyer does not listen tospecialist advice so, fortunately, thisdoesn’t happen often.”

Buyers pay for demo flights but, if thesale progresses, the costs come from thesale price. Hoy says: “Assessingseriousness comes from a mix of 70 percent gut feeling, 20 per cent researchinto the principal and 10 per cent luck.”


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difficult process for the internationalclient due to logistical distance andmaking the initial contact but onceestablished it goes very well. The sales representative or broker needsto provide accurate information to the interested party, answering the questions that are put forth such as providing aircraftspecifications, maintenance statuspricing and comparables.”

There are different methods in theway negotiations take place indifferent countries and some arerelated to mannerisms and customs.Wishart says: “I personally find thisvaried clientele very polite andextremely patient but it all comesdown to wanting to get the best valueon the purchase.”

The time span from enquiry toflight has varied from 40 days to twoyears. “Sometimes the client does notrespond quickly and the aircraft ispurchased by another party. Thisbecomes very frustrating becausethat opportunity might not comearound again but you have set up theexpectations,” Wishart says. “Otherchallenges include discovering theaircraft was not being represented asthe specifications indicate, such asavionics equipment, the interior notbeing fire blocked, aircraft books aremissing, or there is damage foundthat could have an impact on thevalue of the aircraft.”

He advises performing a visualinspection and teaming up with aknowledgeable technician to reviewthe aircraft log books. “That saves somuch time and money. However,some issues can’t be identified untilthe aircraft is opened up for therequired inspections such as findingcorrosion. Neither the seller nor thebuyer wants to discover that.”

Wishart says. “There are someindividuals that have become verysuccessful financially, but theyreinvest that income right back intotheir business. This is why they aresuccessful and deserve thoseaccolades. For the past three years themajority in our field have found itvery stressful. Very few people have been purchasing aircraft. That is stressful, and I see that quite

often right now. This occupation isnot always as glamorous as manypeople think. A lot of ground work is put in every day and there is a team of individuals behind everysuccessful sale.

“One may ask why we all stay inthe business. Once it gets into you’reblood you just cannot get it out of thesystem. I have made friends for life inthis business that have become likefamily. I know many of my associateswould say the same.”

Wishart regards a test flight asessential. “In every contract weoriginate, we insist that the customerneeds to fly the aircraft to check out ifall the systems are working inaccordance with their requirements.It is important to fly from destinationA to destination B in order to see if it isthe right aircraft that meets thecompany’s travel requirements.

“It is essential to fly after theaircraft comes out of the pre-purchase inspection in order toconfirm that all systems that havebeen worked on, installed orupgraded are performing correctly.”

One thing that is almost sure toscupper any aircraft transaction is alawyer who has limited experience in aviation buying and selling,according to Robert Dolby ofAviation Advisors International Inc.He adds: “Everyone has lost deals tothis impediment. Aviation sales ishard work with a lot of pitfalls. Likemost professions it has significantrewards for the top performers, butthe bulk of the participants put inlong and arduous days for a middleclass lifestyle. The prevailing fantasyis that it is easy money. While it istrue that one or two transactions cansupport a ‘bedroom broker’ for ayear, it is also true that one deal withthe wrong person can wipe out ayear’s income.”

Dolby warns: “There is dishonestyand sharp dealing in every arena ofthe business including buyers andsellers. Fortunately, the information

super highway has bypassed some ofthe worst, but you relax your vigilanceat your peril.”

He adds: “The biggest change isthe amount and availability ofinformation – 20 years ago we used tobuy directories to locate aircraft andowners. Pricing levels were obscure.There were opportunities for obscenemark ups.”

Dolby says: “English is a universallanguage in aviation, which probablyis one of the major reasons pilots innon-English speaking countries aremore involved in the acquisitionprocess than in the US. I find moreBritish, German and US executiveshave some degree of competence inaviation than in other countries,particularly in Asia. Russians aretough and are a separate world ofaviation in their own territory.”

He recalls: “My longest sale tookover two years to put together anacceptable trade deal for a retiredairline pilot.”

Variety is the spice of life for Chris Sedgwick, technical salesexecutive for BAE Systems AssetManagement, who has beenspecialising in the Avro business jetfor the past two years from atechnical perspective and is now theversion’s “product champion.”

He says: “Because we don’t sellaircraft with a set of modularinteriors, this makes the sellingprocess more interesting as it meanswe have to take into account differentcustomers’ tastes in terms offurnishings, fabrics and aircraftfunctions. It is obvious of course butour experience is that customers inthe Middle East generally prefer aquite different style to those fromNorth America or Europe. That is why we have commissioned Design Q to provide a series of concepts for interiors that can reflect the

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‘Intermediary East’ differsfrom ‘hands-on’ West Andrew Hughes, Ocean Sky’s managing director, aircraftmanagement, says there is a particularly marked culturaldifference between eastern and western Europe. “With clientsin east Europe the transaction is almost always managedthrough the use of intermediaries in a very hands-offrelationship where the actual buyer only comes in at a very latestage. In that situation, it’s firstly a matter of divining where theauthority actually lies and also safeguarding your own positionagainst liabilities if there turns out to be a problem.Professionally it is a challenge because rather than givingdirect advice on a purchase you are having to rely on anintermediary’s interpretation of what you are saying and mustguard against miscommunication.”

Hughes adds: “In western Europe the actual owners aremuch more involved because culturally when you are partingwith $20m to $50m you want to physically take command ofthe situation and you take the money very personally. Thereare always advisers on hand, either corporate or independentfinancial advisers mostly, but you know that the hand youshake is the one that will be signing the cheques.”

He reports processes ranging from 21 days to 30 months.Hughes recalls: “The latter was a very charming client who weknew well enough to be confident that he would be making thepurchase – but for one reason or another it kept gettingpostponed. We got through a new letter of intent every coupleof months and everyone kept their fingers crossed and we gotthere in the end. The fastest was less than three weeks when adelivery slot on a new aircraft came available at the right price.Effectively the original purchaser was unable to complete andgo ahead with delivery so he needed to sell fast – fortunately Ihad a buyer for that specific type, which was at a great priceand no financing was involved to complete.”


Style is keyin convertingclients torefurbishedaircraft– Chris Sedgwick

Inexperienced lawyersmay scupper aircraft deals– Robert Dolby

CF’s UAE operationspivotal in helping floodvictimsChapman Freeborn’s operations inthe Middle East proved pivotal indelivering urgent aid to help SriLanka flood victims. It carried out ahigh-profile movement from theJebel Ali Free Zone in the UAE, toColombo, Sri Lanka, on behalf ofthe United States Agency forInternational Development.

According to a governmentspokesman, more than 325,000people have been displaced by thefloods. Over 30 people have diedand more than one million havebeen affected by the naturaldisaster. The priority since the rains abated has been to deliverhumanitarian aid to thousands of people who now face risk ofdisease and famine.

CF’s Dubai team collaboratedwith the company’s UK head officeto plan and operate thehumanitarian relief effort.

Air Partner celebrates first anniversary of Turkish office Air Partner is celebrating the firstanniversary of its operations inTurkey. The company, which marksits 50th year of trading this year,expanded its market reach with theopening of a new base in Istanbulat the beginning of 2010 as part ofits on-going strategy to expand intokey geographic markets. Currently,the Air Partner Group has 20 officesspanning Europe, the US, theMiddle East and Far East.

Country manager Serkan Topcu,charter sales manager EmirOzdabak, broker analyst Cag Caglarand commercial manager GunnesNomaler have worked hard toprovide a vital link between AirPartner’s established operations inEurope and emerging markets inthe Middle East, Air Partner adds.

Topcu says: “New commercialjet airliner charter business hasbeen generated from key growth

sectors, including the inclusive tourindustry for the movement ofpassenger groups using Boeing737s and Airbus A300, A310 andA320s. Aircraft leasing has alsobeen a successful area of business.”

Kevin Ducksbury, director ofMiddle East and Asia, says AirPartner Turkey will now applygreater significance to promotingthe company’s private jets productsand services, including the ad hoccharter of executive aircraft and theJetCard membership scheme.

Charter firms come to theaid of executives in EgyptChapman Freeborn and Private JetCharter have flown hundreds ofstranded individuals and corporateexecutives out of Egypt as unrest inMiddle East countries, includingLibya, continues. CF’s grouppassenger director Darren Banhamconfirms: “We’ve organised mul-tiple repatriation flights from Cairoon executive jets and large aircraft.”

Private Jet Charter also flewpeople out of Cairo to variousdestinations around the worldfollowing the public uprising inEgypt. Hugh Courtenay, ceo, pointsout:“In times of emergencies andcrises, demand for private jetcharter services shoots up.”

Elie Abdo, md Middle East, adds:“We have been receiving hundredsof queries and requests every day.”

PrivateFly appoints new chairmanPrivateFly has appointed RichardCarrick as chairman. Carrick haspreviously held generalmanagement and marketing rolesat MyTravel, Saga Holidays andForte Hotels and was recently ceoof Hoseasons. He replaces previousPrivateFly chairman DavidScowsill, who was appointedpresident and ceo of World Travel &Tourism Council last year. Scowsillremains as an adviser to PrivateFly’sboard, which includes former UKmd of lastminute.com John Bevanas non-executive director.

Aid arrives in Sri Lanka co-ordinated by CF in the Middle East. Photocourtesy of USAID Sri Lanka.

CHAR TER BROKER NEWS . . .


different tastes and lifestyles ofclients around the world.”

Sedgwick confirms that nationaltraits do tend to reflect in the waynegotiations are conducted. “Somecustomers prefer to do business overdinner; others haggle over thesmallest details. That is partly why we employ salesmen who are locatedin countries overseas and who arewell versed in the local cultures andcan steer us on the correct way toapproach the negotiation. We makeevery effort to get to know the person and his or her lifestyle andfrom that we can develop ideas withdesign consultants for possibleinterior designs.”

The ‘average’ norm from start tocontract signature, but not includingaircraft refurbishment orcustomisation, is about six monthsbut the longest sales process hastaken 18 months to two years.

“The shortest I personally canrecall was in the days of the BAe 125business jet, where I am aware that, ata Paris Air Show, a buyer notpreviously known to the sales teamcame to the chalet and negotiated thepurchase of an aircraft there and thenand paid a deposit on the spot. Thismust be very rare.”

Sedgwick points out that the salesprocess should help to eliminate thechances of failure in the corporateand vip market but each buyer isdifferent and difficulties can rangefrom the lack of money beingavailable at the right to conflicts ofinterests between consultants.

He adds: “All of our salesmen statethat the belief that they enjoy awonderful lifestyle with the travel toexotic locations is somewhat far fromthe truth ... most of the time whenabroad on a campaign all they see isairport terminals and hotels and that is far from glamorous. On theplus side they do get to meet somefantastically interesting people,especially in the vip market, who arereal characters.”

Sedgwick agrees that closing a dealcan be stressful but also exhilarating.“If the deal doesn’t come off in theend, the emotion is more ofdisappointment rather than stress.One area that sometimes crops upwith the ABJ is that it is possible thecustomer might be specifying a longrange aircraft when 99 per cent of theflights he makes are, for instance,intra-European.

“We always try to specify anaircraft that we feel is best suited to acustomer’s requirements, especiallyin terms of performance. If we feel aclient is making the wrong choice wedo try to understand why he has sethis heart on another product and tryto work around that.”

Buyers, Sedgwick says, knowabout the aircraft beforehand. “Testflights are, of course, a costly exerciseand we do not have demonstrator

aircraft as such. However, if thecustomer requirement includes theability to operate from a difficultairfield for example, it is possible thata customer might request ademonstration. In that instance wewould probably suggest that acheaper way to achieve this – thoughstill quite expensive – would be toarrange time on a simulator and inthat case we ask them to pay for thesimulator time and factor that costinto the aircraft price. We never offerto pay for the simulator exerciseourselves and this, in turn, is a test ofcustomer seriousness.”

Sedgwick says buyers are shrewdand looking for value-for-money andthat specialist business aviationexhibitions help them visualise theend product. “Certainly in our recentexperience, customers getting onboard a refurbished aircraft rarelyrealise that it is an older aircraft thathas been converted.”

Clients, says Adrian Twibill, founderof the London-based Emtjets Global,are fully aware of the market valueand are always looking below thatlevel. “They didn’t get to where theyare and to be able to afford a jetwithout knowing how to negotiatefirst,” he points out.

Twibill adds: “The main gremlinwe encounter would be finance. Thesecond would be a breakdown ofcommunications in a chain betweenrepresentatives and the end buyer.We tend to prefer liaising with theowner and buyer directly for reasonsof efficiency and accuracy.”

“I would say it was a fulfilling job,but can be stressful at times. It maybe a good lifestyle selling the Bentleysand Ferraris of the skies, but we areacting on behalf of the client andfocusing on their needs. This takesfull dedication and understanding ofwhat is required of us and we are oncall 24-7. It is a personalised serviceand we try to prevent further stress tothe client by taking it onboardourselves.”

He adds: “We advise the client onwhat is and what is not a goodinvestment. Whether we agree withtheir decision or not, we can onlypresent the best aircraft options onthe market and take our clientsinstructions. In all of the sales wehave facilitated over the years, thebuyer will expect a test flight. We willalways qualify the buyer prior to anyintroduction. This ensures the buyeris serious and protects the owner.”

Daniel Jennings, ceo of The Private JetCompany, says Russian clients oftenwill change their mind in mid-transaction and look for anotheraircraft, rather than solely focus onthe deal in hand.

“When deals are closing andbusiness is wonderful the lifestyle,although always stressful, can bewonderfully rewarding in thefinancial rewards as well as personalaccomplishments. I find the mostenjoyable part is the interesting andsuccessful personalities that youmeet and come to know. I try to buildrelationships with my clients andhave long-lasting friendships beyondthe transaction. There areopportunities to travel worldwideand have unique access to a lifestylefew ever see including yachts, privateaircraft and spectacular wealth and power.” �

Clients invariably wantto pay less than themarket value– Adrian Twibill

Philippe Fragnière says Exklusiv Aviationoften works directly with the aircraftmanufacturer for pre-owned aircraft inorder to help provide proven quality.

Russian clients may change their minds mid-transaction– Daniel Jennings

Air Alsie is a high profile example of aDanish operator that thrives oninternational business. HenrikTherkelsen, Air Alsie ceo, says:“Based in Sonderborg Airport on thesouthern most part of Denmark, thecompany has 19 business jet aircraftthat are directed all over the world tomeet client demands. Air Alsie prides itself on being the preferredsupplier to governments, royalty,corporations and vips.”

The company’s managed fleet,which is being significantlyexpanded, operates mainly in thecorporate sector but also servesorganisations, governments andprivate individuals with a mix ofowner use and charter.

Air Alsie, established in 1988, builta fleet based on the Citation CJ1, CJ2and XLS, the Hawker 800, an XP, theChallenger 300 and nine Falcon2000s spanning the EX, EASy and LX.

Therkelsen says: “New arrivals willinclude four Falcon 7Xs – one inMarch 2011, two in 2012 and one in2014, plus two Falcon 2000 LXs, onein May and one in September thisyear. These will all be new aircraft –none pre-owned.”

He adds: “Our operation isworldwide with regular Atlanticcrossings and Far East flights eachweek, but of course we also operatewithin Europe. While we do notdedicate aircraft to any particularroute, the small jets tend to operatewithin Europe. The client base iswidely spread across the world as

well, with a concentration in Europe and Scandinavia.”

Air Alsie holds a Danish DCAAAOC and Part 145 maintenanceapproval together with the FAA FAR 129 approval and the AmericanDOT and visa waiver approval, andemploys 110 people, mainlyScandinavians, recruited largelythrough personal recommendation.

Air Alsie last year flew a Falcon2000EX aircraft to Dalian Zhoushuiziin the Chinese province of Liaoning.This marked the 1,000th airportvisited by Air Alsie in ten years.

Bel Air, which specialises inoffshore and onshore helicopterservices, also plans to expand itsfacilities and offering in 2011. “The fleet and facilities are doing well in 2011 and we believe businesswill increase,” says co-owner Bjarne Lastein.

Vojens Air Transport operates theCessna C421 from Skrydstrup whichis the Danish Air Force base for F-16fighters. Hans Jensen, ceo, says:“Handling is open 24 hours a day,year round, which means that we canmove in a very short time after theorder is entered.”

Support servicesDenmark is fast enhancing itsinternational reputation as a countrywhich provides a range of skilledsupport and services for the privateaviation sector.

Airalpha continues to build itsreputation as a one-stop-shop,according to accountable managerEllen Hangaard. Major businessofferings include design andcertification of modifications,changes and repairs related to

Air Alsie adds four Falcon 7Xs toenhance worldwide operations

The famous statue of the 'Little Mermaid' sits on a rock in Copenhagen harbour. iStockphoto®, ©Dan Kite, photographer.

DENMARKREGIONALREVIEW

Thrane: equipment in demand.

Airalpha’s Gunnar Strand reportsrenewed investment.


Major business aviation airports*

1. Copenhagen Roskilde EKRK RKE2. Copenhagen Kastrup EKCH CPH3. Esbjerg Esbjerg EKEB EBJ4. Billund Billund EKBI BLL5. Aalborg Aalborg EKYT AAL

* ranked by the number of handler, charter,maintenance, sales and training organisationsbased at each.

Leading fixed-wing charter operators**

1. Air Alsie2. JoinJet3. North Flying4. BenAir5. Cowi A/S

Leading helicopter charter operators**

1. DanCopter2. Uni-Fly3. BenAir4. Bel Air Aviation A/S

** ranked by number of aircraft for charter

Leading maintenance companies***

1. Airalpha2. BenAir A/S3. Sun-Air of Scandinavia4. Air Service Vamdrup5. CAM Aviation

Leading TRTO training companies***

1. Copenhagen Air Taxi – College of Airline Pilot Education

2. Billund Air Center3. BenAir4. Sun-Air of Scandinavia

*** ranked by number of aircraft types covered

Data extracted from the Handbook

of Business Aviation in Europe,

and the EBAN reader roster

Business aviation in Denmark

by the numbers25 business aviation airports

21 business charter operators

19 business aircraftmaintenance organisations

OY 233 business aircraft onthe Danish register


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A

electrical, mechanical and avionicsinstallations, appliances andstructures. This is offered alongsidemaintenance and installation,interior design and refurbishment,aircraft painting and continuedairworthiness management.

Hangaard says: “We havemaintenance bases in Denmark,Norway and Ghana, and we arealways on the look out for otherpossibilities. Our aim is to keep ourcustomers flying and happy – nomatter where the customer might be.

We recently opened our base in Sola,Norway, where we are offeringmaintenance to both helicoptersand fixed wing.”

The company’s Gunnar Strandadds: “We find that more and morepeople are getting back on their feetafter the world economic crisis. Theyare starting investing in the aviationbusiness again in aspects such asaircraft interiors.”

Scandinavian Avionics startedout as a small avionics workshop atBillund airport.

Today, Billund is the headquarters

Airalpha: one-stop-shop.

of the SA Group – a grouping of joint ventures and fully ownedScandinavian Avionics divisions.“Currently, we have facilities inSweden, Norway, the CzechRepublic, Greece, Bahrain, Malaysiaand India,” says marketing managerThony Bruun Jensen. “The Indianjoint venture became a reality in2010 and is the latest addition to theSA Group, but we are constantly onthe lookout for new markets andpartners in order to maintain ourposition as market leader outside the US.”

Jensen says ScandinavianAvionics feels that it has managed toget through the global economiccrisis without any decrease incapability or capacity.

Scandinavian Avionics hasextended its capability to includesupport of aircraft galley equipment,from its SA Greece division, such asovens, coffee makers, water boilersand beverage makers.

Jensen confirms that the primaryclient base of Scandinavian Avionicsis business aircraft and helicopteroperations. “Based on our EASA Part21 design approval, we providecertification for any avionics andinterior solution for any type ofaircraft and have developed morethan 300 STCs and a total of morethan 2000 EASA certifications overthe years.”

The company also focuses on theinstallation of all types of avionicsand electrical equipment, fromtraditional upgrades to complex fullyintegrated systems like EFIS as wellas special mission applications.

Recent projects include EFISupgrade in a Citation II, avionicsretrofit in EC120B including EFISand autopilot, glass cockpit upgradein ATP aircraft, avionics upgradeincluding EFIS in a Cessna 414, andEFIS and radio upgrade inBeechcraft 1900 a for Frenchbusiness aircraft operator.

Danish satellite communicationsequipment manufacturer Thrane &Thrane offers a SwiftBroadbandportfolio which includes its compactand lightweight Aviator 200 system,the Aviator 300 and 350 intermediate

Ciampino FBO is refurbishedSky Services has refurbished itsfacility at Rome Ciampino toinclude a new and modern viplounge with satellite TV, freeinternet point and coffee area.

Orphanou takes the helm at OxfordOxford Airport has appointed ChrisOrphanou as managing director.Until January 2009 Orphanou wasceo at Coventry Airport and mostrecently ran his own aviation andconsultancy business.

Gestair in Valencia GATGestair has improved its facilities inValencia, and reports that it hasbecome the only FBO withpassenger and crew loungeslocated in the general aviationterminal itself.

Matousek takes chair at CEPACEPA, the Prague-based CentralEuropean Private Aviationorganisation, has appointed JiríMatousek as chairman withimmediate effect. He replacesCEPA founder Dagmar Grossmanwho has held the position since theorganisation’s inception inNovember 2009. Matousek hasbeen working together withGrossman on a variety of CEPA-related projects for the last sixmonths.

G250 begins icing testsThe Gulfstream G250 flight-testaircraft have completed several ice-test certification points inanticipation of the aircraft’scertification later this year. Theaircraft have now flown withsimulated ice shapes applied to thenon-heated areas of the aircraft,including the nose, tail, wingletsand engine pylon. These tests wereused to evaluate the aircraft’shandling, stability and controlcharacteristics in icing conditions.

The G250 uses an anti-icesystem similar to Gulfstream’slarge-cabin aircraft. Heated bleedair from the engines is routed tothe leading edges to prevent iceformation.

TV all-round in Phenom 300Embraer has received certificationfor the Phenom 300 premium in-flight cabin entertainment system.This version enhances the currentoption by adding seven inchindividual seat monitors and anexclusively designed CabinManagement System installed inthe VIP seat.

Avalon enhances Biggin Hill maintenanceJust over 18 months ago, AvalonAero took possession of hangar 526at Biggin Hill and, after anextensive refurbishment, have justrelaunched it. Included in the new

facility are base and linemaintenance on corporate jetstogether with a full ContinuingAirworthiness and securehangarage.

From February 1 the newreception lounge will be offering its visitors complimentaryrefreshments, along with Wi-Fi and printing facilities.

Assistair hands Valenciaover to ExecuJetExecuJet Europe has opened itsfourth European station followingan agreement with Assistair to buythe assets of the FBO in Valenciaand retain the services and staff atthe facility. It will now be run underthe management of Nicole Gut,ExecuJet European FBO director.

Sikorsky discusses Saudi linkSikorsky has agreed with Alpha StarAviation Services to considerforming a joint venture to providecomprehensive aviation supportand maintenance services in theKingdom of Saudi Arabia. AlphaStar is based in Riyadh.

Signature opens MiddleEast sales officeSignature Flight Support hasopened a Middle East sales officeand appointed Karl Bowles as salesmanager, Middle East. Mostrecently Karl was the director ofbusiness development, MiddleEast, for Jet Support Services Inc.

International sales boost PiperPiper Aircraft Inc increased its newaircraft market share, billings anddeliveries during 2010 and, for thefirst time in recent Piper history,international exports accounted formore than half of the company’svolume by deliveries and dollars.

Piper delivered 160 new aircraft,up more than 75 percent from 90aircraft in 2009.

Longer runway at OxfordLondon Oxford Airport hasreceived approval by the UK CivilAviation Authority to allow a 21%(896 ft/273 m) increase in thedeclared take-off distance from its runway.

RAS plans HondaJet baseat MunichRheinland Air Service has investedclose to €500,000 enhancing itsFBO at Munich Executive Airport(Oberpfaffenhofen), adding a crewbriefing room, two new crewrecreation and relaxation roomsand a sundeck.

As one of only three HondaAircraft dealers in Europe and with a territory covering centralEurope, RAS now has plans toestablish a HondaJet sales andservice centre alongside.

I N D U S T R Y N E W S . . .

The RAS facilities at Munich Executive.

For contact details and full news releases, consult www.handbook.aero



Vojens offers 24-7 handling.


The 2010/11 EBAN Handbook ofBusiness Aviation in Europe is out now, and gives details ofmany more Danish charteroperators.

It also lists business aviationfacilities and services includingairports, FBOs and maintenancecentres.

The details can be accessedonline through a search of aircraftoperated or the airport bases. Formore information please visitwww.handbook.aero

Comprehensive Danish data online

free-of-charge

and high gain antenna options andthe Aviator 700 complete cockpit andcabin communications system. Itrecently introduced a new Aviatorwireless handset which can be usedby anyone onboard the aircraft tomake and receive in-flight calls.

“In an age where people rely uponbeing able to stay connected at anytime and in any place, the introduc-tion of Inmarsat’s SwiftBroadbandservice has become an importantdevelopment for aircraft operators,”the company says.

Charter operators, it points out,can offer a host of affordable satellitecommunications services includingvoice, email and web browsing. “Theintroduction of SwiftBroadband hasalso been well received in the cockpitas pilots have access to real-timeinformation at their fingertips,” it adds.

Bent Iversen, md, Air ServiceVamdrup, which maintains bothfixed-wing and rotary aircraft, saysbusiness is growing throughrecommendations made by theexisting client base and thecompany’s skill in evaluating newservice opportunities.

Some Danish airports arereporting rising levels of business.Lars Holm Madsen, manageroperations, maintenance andconstruction at Aarhus Airport, saysit handles around 2,000 businessaircraft movements annually as wellas 150 helicopter movements. “Weare planning to expand facilities andoffer more services for private andcorporate flights,” he adds. �

Denmark: charter demand is increasing.

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Aircraft for sale

CESSNA

CitationJet 525

1999, S/N 525-0358; 2,959 TT; 5 passengerexecutive interior; on ProParts andWilliams International TAP Elite. MakeOffer. Contact: John Keeble Tel: + 44 (0)1582 733615 Twinjet Aircraft Sales (UK)Ltd. [email protected]

DORNIER

“Envoy 3” ER

1999, MSN 3121, blt. 1999, TSN 5273, CSN4042, EASA, JAR OPS 1, Interior 9 VIPw/credenza or 14 pax “Executive”. Largegalley fwd, lav and wardrobe aft, Airshow,

P&W 306B engines on ESP Gold, ER-Tanks, max. range 2,000 nm, APUHoneywell, Avionics Honeywell Primus2000, 5 CRT, one owner since new, alwayshangared, n.d.h., LG OH done 03/2010,all maintenance current, call JörnDeistler, Tel: +49 4881 936693 GermaniaExecutive Aviation. www.germania-executive.com . [email protected]

328JET

1999, MSN 3114, blt. 1999, TSN 6648, CSN5117, EASA, JAR OPS 1, QC Interior31/29/26/19 Pax, P&W 306B engines onESP Gold, APU Honeywell, AvionicsHoneywell Primus 2000, 5 CRT, oneowner since new, always hangared, n.d.h.,LG OH done 09/2009, all maintenancecurrent, call Jörn Deistler, Tel: +49 4881936693 Germania Executive Aviation.www.germania-executive.com.eurojets@germania-executive.com

328JET “Envoy 3” ER

2001, HB-AEU, Price reduction. MSN3199, blt. 12/2001. TSN 2,021, CSN 1,608,EASA, JAR-OPS 1, 8 VIP Seats in doubleclub configuration, 6 airline seats, allbeige leather, Airshow 400, DVD player,Sat-Phone, Selcal, large galley fwd, lav

Special packages are available foradvertising aircraft for sale in EBANand on our web site(www.ebanmagazine.com).

Picture adverts (40 words of text pluscolour picture) cost £75 each. You canalso choose our new display advertisingoption for larger inventories.

MarketplaceContact Mark Ranger on: +44 (0)1279 714509 [email protected]

For the latest job opportunities, see:www.ebanmagazine.com/mag_jobs.html

and wardrobe aft, direct access door tolarge baggage compartment, P&W 306Bengines on ESP Gold, ER-Tanks, max.range 2,000 nm, APU Honeywell on MSP,Avionics Honeywell Primus 2000, 5 CRT,two owners since new, always hangared,n.d.h., Call Jörn Deistler, Tel: +49 4881936693 Germania Executive Aviation.www.germania-executive.com.eurojets@germania-executive.com

EMBRAER

Legacy 650

Immediate delivery. Less than 250 hourst/t. EASA, JAR OPS. 7,223 km range. 13passengers. Fwd and Aft Lavs. Fullonboard conveniences include Internetand e-mail access, large file transfers andvideoconferences using a wireless-capable laptop. Contact: Oliver Stone, Tel:+44 793 856 3771 Business AirInternational.www.businessairinternational.com.oliver@businessair international.com

Phenom 100

Multiple Phenom 100s. Pre-owned withonly 100-500 t/t. Plus 2011 deliverypositions. Prices include all options andescalators. EASA, JAR OPS. Aircraftenrolled on ESP Gold Engine and EmbraerExecutive Care Enhanced programs.Immediate deliveries. Contact: OliverStone, Tel: +44 793 856 3771 Business AirInternational.www.businessairinternational.com.oliver@businessairinternational.com

OUR NEXT ISSUE: APRIL 2011

BOOKING DATE: MARCH 28th


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