Blog - Mesinger Jet Sales

Mesinger Pulse – “What Is Just Below The Surface?”

NBAA-BACE2018 is now just a memory. Of course, the words and actions used to describe our current state of affairs at the show like, half-full, enthusiastic and high-fives all around should not surprise anyone. But what was the undercurrent? What is just below the surface of our marketplace? I will be attending, speaking and listening at several upcoming highly attended events over the next few months and they will be very telling, regarding the activity at the end of the year, and what is predicted for the near future.

Each of my daily phone calls as well as the gatherings of industry professionals always gets back to the question of what is on the horizon. I have high hopes for and enthusiasm about our market conditions. I do not see all aircraft listings flying off of the shelf, but I do see and believe in the continued shortened selling cycle of aircraft that are properly priced and renewed buying interest from first-time buyers, which is always positive for all of us. Let’s not misunderstand what properly priced means. There are two things it does not mean. It does not mean that to sell more quickly one must price their plane at some bargain basement price. And it also does not mean someone can just throw a dart at the wall and regardless of smart market data just say when it hits the wall, “that is what I want to sell for.” It is also irritating when an aircraft comes on the market and the broker for the seller says, “my client is in no hurry to sell, so he is going to hold out for his or her impossible pricing.” That tells me that seller is not real and should not be engaged with what is surely a precious commodity, a real and ready buyer.

So now let’s define what properly priced really is. At Mesinger Jet Sales we believe in the numbers. The numbers that we derive from hard investigative work and smart analysis of that data. We believe that aircraft that have a great pedigree, great historical maintenance and fabulous records and logs, as well as very nice cosmetics and highly modernized avionics and connectivity will bring a higher dollar than other less equipped offerings. The great planes can be bullish, within reason, regarding an expected sale price, and should reflect that in a slightly higher asking price. Remember though, that is a fine line and a seller cannot arbitrarily ask a higher price and expect to sell for more because a great plane that checked the boxes was the last transaction in the market. All planes are different and must be priced thoughtfully based on the specific offering.

The thinking that every plane is worth more than the next is what will begin to drag a market into a slower reaction mode even with an environment of low supply and high demand. Buyers must still be treated and thought of respectfully. If sellers just think more, more, more, they will start to potentially see less, less, less. We cannot also be lulled into believing that short supply in our markets will last forever. Remember, Gulfstream’s 500 and 600 and Bombardier’s Global 7500, 6500, and 5500 deliveries are right around the corner, and aircraft are beginning to be traded in against those new aircraft causing inventory levels to creep up.

Pricing is critical and analysis of the marketplace is again on the move. External factors are always at play as we assess our marketplace economics. Yes, the U.S. economy is very strong, as is much of the global economy, however strong economies, at least in our country, can lead to higher interest rates and that can lead to a reassessment of overall acquisition costs. Geopolitical events can always impact upward momentum. As I mentioned, there are real risk factors out there right now however, I am not suggesting that our market will slow down, I am suggesting we as an industry can sometimes be our own worst enemy. We must be good stewards of our marketplace. We must guide and offer support to our sellers and buyers to be sensible when establishing pricing parameters for both buying and especially selling. We could price ourselves out of our own market. We could be creating internal risk factors to the market economics.

So, as each of us approaches the final two months of our year, let’s be positive, smart and vocal about our prospects. Let’s find the buyer or find the seller quickly by articulating clearly and with full transparency our needs. Let’s not let each other spend time on projects that cannot work based on miss matches. We have had a great year and we intend to keep our heads down and plow through the end of it and into the next with the same vigor and enthusiasm. Let’s all join forces and be at the finish line together getting these last few deals done. Then we must shake it off and dash together to the starting line for 2019. No rest for the weary!

Embraer Legacy 500, Serial Number 55000021, N725EE

We are proud to represent for sale on an exclusive basis on behalf of Embraer their demonstrator aircraft – a highly equipped, like-new condition 2017 Legacy 500 Serial Number 55000021, Registration Number 725EE.  This aircraft has only approximately 450 hours total time and it has always been operated and maintained exclusively by Embraer.  This opportunity represents the best value in the market of any Legacy 500 available for sale today.

  • Delivered to a buyer on MSP Gold for the engines and APU and Embraer Executive Care Enhanced for the airframe,
  • It looks like it is new and Embraer is installing new carpet and new fabric on the divan now,
  • It is being sold with two pilot training slots,
  • The warranty start date was June 6, 2017 and the remaining warranty is transferable,
  • It is ADS-B Out (DO-260B) compliant,
  • It is loaded with optional equipment including Paperless Operation Capability, Triple VHF Com Transceivers, Dual HF Com Systems with SELCAL, an ADF Receiver, Datalink Graphical Weather, Surface Management System, Gogo Biz and SwiftBroadband High Speed Data Systems, Autobrakes, a Galley-to-Cabin Pocket Door and much more, and
  • While it is like-new, the sale price will represent a significant discount relative to a new one.

The Legacy 500 was designed based on Embraer’s Incredible 40+ year history of successfully developing, certifying and manufacturing aircraft.  I have spent time with sales people from Embraer walking around a 500.  The amount of thought and detail that went into this design to deliver a very reliable and easy to maintain aircraft is incredible.  Just a few of the highlights of the Legacy 500s are:

  • It is the only medium-cabin jet fully designed in the 21st century,
  • It is the only jet in its category with Full Digital Flight Controls (Full Fly-by-Wire) – I have spoken to many pilots who have flown the Legacy 500 and other fly-by-wire aircraft and they consistently report how well designed the system in the Legacy 500 is,
  • It has a flat floor, a wet galley and a vacuum toilet – a combination of features not found in other mid and super mid-size aircraft,
  • A roughly 6,000’ cabin altitude at 45,000’,
  • Excellent runway performance, and
  • It is equipped with autothrottles and synthetic vision as standard equipment.
  • You can find complete details and pictures of the Legacy 500 Serial Number 55000021 on our website at  http://jetsales.com/jets/2017-embraer-legacy-500-sn-55000021/ and you can call or email us at +1-303-444-6766 or sales@jetsales.com to learn more.  Don’t miss this incredible Legacy 500 opportunity.  We look forward to hearing from you.

     

           

2007 Citation XLS, Serial Number 5684, N669TT

We are proud to represent for sale on an exclusive basis this great one U.S. corporate owner Citation XLS S/N 5684.  The engines and APU are enrolled on the JSSI maintenance program, it is ADS-B Out compliant and it can be delivered with the 48-month Doc inspections due in December 2018 complied with.  The aircraft was originally designed for a buyer from Spain and it is equipped with a JAA Flight Data Recorder, however, that buyer never took delivery and the contract was sold to our U.S. based client prior to delivery.  Our client has other aircraft and we just helped them acquire the replacement to this one.  This transition was mandated by changing mission requirements.

The 560 series aircraft, inclusive of the Encore, Encore +, Citation V, V Ultra, Excel, XLS and XLS+ has been one of Citation’s most popular and successful aircraft lines for the last 30 years.  Today, there are almost 1,000 Excel, XLS and XLS+ aircraft in service.  Citation has great product support with service centers strategically located throughout the U.S. and around the world.  With a range of more than 1,500 nautical miles with seats full (per Conklin de Decker) and relatively low operating costs this is a great mid-size aircraft to fulfill many missions.  And with the great pedigree, JSSI engine and APU program and 2020 ADS-B Out compliance and Garmin GMX 200 MFD with Chartview and XM® Weather option this Citation XLS S/N 5684 represents a great value and incredible opportunity for a buyer.

You can review detailed specifications and lots of photographs on our website at http://jetsales.com/jets/2007-citation-xls-sn-5684/ and you can call or write at +1-303-444-6766 or sales@jetsales.com today to learn more.  We look forward to speaking with you.

 

         

Challenger 300, Serial Number 20142, N786FG

We are proud to exclusively represent for immediate sale Bombardier Challenger 300, Serial Number 20142, Registration Number N786FG.  This is a two U.S. owner, good pedigree, well-equipped beautiful aircraft.  The engines and APU are enrolled on the Honeywell MSP Gold program and the airframe is enrolled on Smart Parts Plus.  This aircraft is equipped with valuable optional upgrades such as dual IFIS, Electronic Charts and Enhanced Map Overlays, XM Weather, a Flight Data Recorder, a third Audio Control Panel, a second ADF, dual HF Radios, Gogo Biz ATG 5000 High Speed Internet and more.  The options installed account for some of the highest cost prerequisites necessary to do the ProLine 21 Advanced upgrade.  The interior is fireblocked and it is configured for ten passengers with a forward four-place club arrangement, a three-place divan opposite two club seats and a belted lav seat.  it is also equipped with a forward cabin divider with a pocket door separating the forward galley and the cabin.  And, the 96-Month inspection was complied with in 2016 and the interior was extensively refurbished immediately after the inspection was complete.  This Challenger 300 is in great condition, it is beautiful and it is ready to be put into service.

Bombardier started developing the Challenger 300 in 1999 as a “clean-sheet design” and they delivered the first customer aircraft in 2003.  The Challenger 300 has been a very successful product for Bombardier.  There are over 450 Challenger 300s flying around the world today and Bombardier is currently producing the follow up aircraft, the Challenger 350.  We have helped clients buy and sell many Challenger 300s over the years and it continues to be an aircraft in high demand by private individuals and companies alike as well as both first-time and seasoned aircraft owners.

View detailed specifications and lots of photographs on our website at http://jetsales.com/jets/2007-challenger-300-sn-20142/ and call us today to learn more.  We look forward to speaking with you.

        

Mesinger Pulse – “Are Any Of Your Neighbors Popping Their Top?”

Boulder, Colorado is an interesting city with respect to growth. We have a planned open space program that basically circles the entire city with land that cannot be developed. This totally limits growth for homes and businesses outside of these limits. It props up home and land prices within the city and county and only allows for growth within our borders, so we are becoming denser but not larger. Home owners are therefore left with very few choices if they want to move to Boulder or find a bigger house within Boulder. Enlarge or improve the house they have or buy into a neighborhood that will support that type of investment. Enlarging means expanding your footprint if allowed or popping the top and going up. Right about now you must be wondering where could Jay be headed with this article! Indulge me please.

Before you buy a house, you inspect it. The main inspecting point of a house would be the foundation. It must be solid, it cannot be cracked. It is the most important piece of the value proposition of the investment. You can start to see how this relates to aircraft. Today in our short supply, high demand aircraft environment, we are seeing buyers look back to find the value kernels in our remaining aircraft inventory pools, mostly by looking at the classic planes. The Gulfstream Vs, Falcon 900s, the Global Expresses. You can also see this reflective look at the mid-size planes including the Challenger 300s and Falcon 2000s to name a couple. People are scouring the markets, finding the solid foundations and investing fewer extra dollars to end up with a plane that meets 2020 mandates and also has the latest cockpit LED screen enhancements and cabin entertainment features. In other words make it look, feel and connect as if it where the latest technology, yet have as much or more than fifty percent lower capital cost tied up in the plane, compared to a newer model.

This template for life extension can actually fit the lighter jets as well with the Garmin solutions being introduced to the market that allow for 2020 compliance and other enhancements at a fraction of the cost. These types of solutions do make even the smaller planes step up to the ability of today’s new planes. This is the future of the classic aircraft. No longer thinking it may go away, now one can go down a proud path of modernization and compliance for less than the current production model.

If you think this phenomenon is not catching on just look at the classic markets in most categories and watch the solid foundation aircraft inventories shrink. Next, pick up the phone and call the more popular shops and see how long it takes to just get some ROM numbers for these improvements. Even more crazy will be the dates available to get a slot to finally perform these upgrades. In some cases, depending on the scope, it could take three to four months to get in. Astonishing how different today is compared to just a handful of months ago. We as a buying segment are forced to get more resourceful than ever. This resourcefulness can have big rewards though. Big bangs for fewer bucks. In most cases the flight characteristics are minimally different from the newer iterations of the plane. The Classic Global to the XRS or the Gulfstream V to the G550 and on and on.

In many models, even the winglet additions can make ramp presence on par with old versus newer models. These are all very smart ways that our industry can take a finite pool of inventory and expand the numbers for longevity. Now back to the solid foundation and popping the top. When your neighbors start to improve their houses the entire neighborhood wins. Property values are affected positively. This is also happening in these classic models being upgraded. The value of the models firm up. Breathing new value life into this classic segment is wonderful and adds to the balance of our industry.

A solid foundation is the key to this formula for success. Great pedigree, great records and great maintenance still are the drivers for the attention and ultimate sale price your aircraft will receive as a seller and the basic drivers for the attraction of the buyers who want to build their perfect next plane.

Mesinger Pulse – Live “Aircraft Market Update”

Today we had the pleasure of hosting our second Mesinger Pulse – Live event. This will be a regular 10 minute conference call hosted by Mesinger Jet Sales, providing market intelligence for buyers and sellers. The calls are meant to keep participants anonymous and questions are optional. We look forward to hosting many more of these events in the future. If you are interested in being invited please write to sales@jetsales.com and we will be sure to add you to the list.

Mesinger Pulse – “Huge Optimism. How Does This Translate?”

In preparation for an industry influencers panel in the next few weeks I was on a conference call with some top industry sales professionals to build the agenda. One strong participant said he is watching the greatest optimism in our market since pre-2008. No mystery there. It is thick in the air. More calls and more reasons to feel good about the direction of our market.

But the discussion progressed and the conversation quickly turned to the fact that the market for real transactions was flat. Almost seems like an oxymoron. Optimistically flat!

So why is this the feeling among some? I think it is because of the very low inventory levels. No matter how excited we are to be out of a ten-year lull with tumbling residual values the days of trying to find a great plane in the same day as you start to look are gone. This creates several other anomalies.

It is very important today to not let our clients get discouraged with the longer wait time for a great plane. You must help set the expectation of patience. I know that when a buyer decides to pull the trigger long wait times for satisfaction can be problematic and can actually cause a buyer to go back to the fence and wait this pendulum swing out. When prices were dropping the sense among buyers was to wait, prices will just get lower. When markets correct and get better buyers say maybe it would be better to wait, prices will go down again or at least stop rising.

The reality of market corrections is when it is right for a buyer to buy based on their individual or company needs help them assess the market, find the sweet spot for them, and buy. Sellers can have the same paranoia and think they will sit on the fence and wait for the market to stop dropping. Take heart, we are in a very balanced market. Yes, perhaps pricing is more aggressive then it has been but residual loss rates have all but stopped if not at least slowed dramatically.

Now let’s switch gears. One of the by-products of what seems like a demand rich market is the fact that some sellers think it is as easy to sell planes without the help of a broker by just returning a call of an unsolicited email offer on their plane. It reminds me of the fax machine days. Owners and Sellers would just watch their fax machines and as those unsolicited offers came across, take the offer and proceed down the path of the sale.

That all seems easy. But as I always say, “if it were easy, everyone would be doing it.” Airplane transactions are honestly one of the most complicated transactional feats known to man. First, how does one even know what to say yes to, not just with respect to price, but even more importantly usual and customary terms. I think there are probably a thousand ways in a transaction for the sale of a plane to come apart. I have clients that ask, “how do you do this job?” So, with the good of a balanced market comes the complications that can plague a sale regardless of the market conditions.

I have talked recently in these articles about the need to really understand what one is selling and what one is buying. The accuracy of the specification and the history of the aircraft being sold is so important. No one wants to invest in travel, contract work and inspecting to find surprises that could have been avoided in the right preparation for a sale. So, when just shooting unsolicited offers across to owners who have not engaged a sales professional and taken the time after the engagement to build a marketing package that includes specifications and a good description of history, buyer beware for a surprise. I am not saying the surprises will be malicious, it’s just what happens when an owner tries to respond to a sale inquiry without good professional representation.

These are not new occurrences, they are just the way of the world in a demand rich, supply poor environment. These could be labeled great times for us who make our living everyday in aviation. Regardless of the segment we work in, business is healthy. Yes, if one were counting the transactions they may seem flat or at least farther in between as we struggle to find that needle in the haystack of our discriminating clients, but patience is the virtue to be awarded today. Sit back and trust your aviation professional and you can rest assured you will be happy with the results. Be optimistic!

NBAA Flight Plan Podcast: Aircraft Marketplace Now ‘Balanced,’ Says Industry Veteran

Due to a growing global economy, there has been a turnaround in worldwide jet sales, and the aircraft market is balanced for the first time in years, creating a healthy, sustainable marketplace, according to a veteran broker. “The days of an airplane losing 20, 25 percent a year, which is of course not sustainable, are gone,” said Jay Mesinger, CEO of Mesinger Jet Sales, adding demand is now outpacing supply. “It’s the first time that my industry has been so bold to use words like ‘half full’ or ‘optimistic’ or ‘enthusiastic’ in years, and those are the words that are universally being used by all of us engaged in aviation.” Mesinger shares his perspective in this week’s NBAA Flight Plan podcast.

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