Blog - Mesinger Jet Sales

Mesinger Pulse – “Thanksgiving is Coming and There is a Lot to be Thankful For”

One of my very favorite holidays and thus personal annual milestones is Thanksgiving. Not a religious experience just a major family experience. As we sit around our Thanksgiving table as a ritual, we will go around to all of the guests to hear what they are thankful for.  For me personally it marks a chance to reflect on another year that hopefully personally is still going strong, which I’m happy to say this year it is. Now let’s look at it, as I also do, as a milestone for the current year’s business.

This year has been strange and filled with nuances that made everyone in our industry stop and try to put words to them. Remember when 2019 started we were in the midst of a government shutdown. We were having very serious trade talks with China that has resulted in a year of exchanging tariffs. All of us were trying to wade through January hoping that when the shutdown dust settled and the trade talks and tariffs eased a bit, we would find the foundation we all enjoyed through the preceding November. Would we have a market that continued a robust transactional trajectory?

So, once the normal January lull that typically lasts the first few weeks of the month were over, with an added extra week for the government to reopen, what did we find? Well, I think we collectively found a market that seemed to be missing the zest and zeal of 2018. We found a bit less frenzy. What would come next with a market missing the frenzy? The good news was and has been, a market that still maintained its balanced supply ratio as well as a market that seemed to be maintaining its balanced residual loss rate. Balance can still be used to describe our market.

The results in 2019 do not seem to have driven anyone back to the fence to sit and watch. We have not had any buyer call and put a project on hold. We have not had sellers rethink transitions. That is all great news. The weird part of the market this year is the loss of the frenzy. The result of a frenzy from last year’s market being missing is what we as a group have been trying to put into words. The number of days on the market for many planes has been stretched out. Yet still within a reasonable range. Prices in many categories have been adjusting slightly downward and a few market segments and price points have slowed to a trickle in activity. A bit less demand and a bit more supply.

Many of the older, lower-end planes that were being sought after by either turboprop step-ups or first-time buyers have not enjoyed the robust activity that they did in 2018. Several newer, higher-end planes have slowed based on aggressive competition from the OEM’s. In fact, I have never seen the OEM’s being as aggressive to not miss a deal. Typically, there seemed to be enough activity for the pre-owned segment as well as the new. The segments seldom collided like they have this year. That collision course has caused corrections in the like-new pricing to create the needed differentiation between the two segments.

So, with all the thankfulness still being a relevant sentiment, what could be ahead? Guess what, November 21st could see another government shutdown if budget negotiations are not completed and agreed to. 2020 is an election year. This phenomenon always puts a bit of pause into the works. Continued impeachment talks could cause hesitation and consternation to buyers and sellers. We as industry professionals need to be very careful to focus ourselves and our clients on the positive. The high value of business aircraft. The fact that the safety record is so high in our mode of transportation and that new clean sheet entrants being offered by the OEM’s will no doubt bring about larger inventories of young really nice aircraft. I feel like we will all be touting the many things to be thankful for this time next year. By the way, having recently returned home from this year’s NBAA-BACE in Las Vegas and talking to so many of my clients and industry friends, I can definitely say that spirits were high and moods were good. Those that I interacted with are feeling very optimistic and thankful for another year of successes.

I hope everyone will enjoy a family dinner and celebration and continue the tradition of honoring each other, our families, and our friends. The only problem for me is it seems Thanksgiving comes around quicker each year. Happy Thanksgiving!

Challenger 300, Serial Number 20431, N10EH

We are proud to represent for sale on an exclusive basis an incredible one U.S. corporate owned 2013 model Challenger 300 Serial Number 20431 based in Salt Lake City, UT.  Our client has had a flight department for close to 50 years and they use their aircraft to get out ahead of their competition and to visit their operations around the country. The owner understands the value of business aviation and the positive impact its use has on their bottom line.  The aircraft is a critical business tool and missed trips are not an option.  The flight department is proactive in their maintenance and the aircraft is cared for by a full-time director of maintenance providing constant attention ensuring excellent mechanical and cosmetic condition and great records.  A majority of the flight crew also came from the same prestigious unit in the military flying distinguished guests of our government and the flight department has an accident-free history.  Selling this is part of a planned aircraft transition.  As I often say, pedigree matters.  This aircraft is another great example of that and it will shine in a buyer’s operation.

This Challenger 300 is equipped with ProLine 21 Advanced avionics, FANS 1/A CPDLC, ADS-B Out, TCAS 7.1 and WAAS/LPV.  It is also has GoGo Biz ATG 5000 Broadband Internet with Wi-Fi, Synthetic Vision, Dual HF radios, a 3rd VHF COM, Dual ADFs, a Flight Data Recorder, Universal Weather on the MFD, 3D NAV Map and Enhanced Map Overlays and more.  The engines and APU are enrolled on the Honeywell MSP Gold maintenance programs.  It has high service bulletin compliance, impeccable records and very good condition paint and interior.  And it has a fresh 1200 hour inspection tasks recently accomplished by West Star in Grand Junction, CO.  This aircraft is turn-key ready to go into service for you.

Bombardier started developing the Challenger 300 in 1999 as a “clean-sheet design”.  They delivered the first customer aircraft in 2003 and this has been a very successful product for the company.  There are over 450 Challenger 300s flying around the world and Bombardier is currently making 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. 

If you’re considering purchasing a Challenger 300, this one should be at the top of your short list. View detailed specifications and lots of photographs on our website at http://jetsales.com/jets/2013-challenger-300-sn-20431/ and call us today to learn more.  We look forward to speaking with you. 

AINsight: “There’s Huge Value in Face-to-Face Meetings”

Please read the latest blog post from Jay Mesinger for the AIN weekly blog series AINsight.

https://www.ainonline.com/aviation-news/blogs/ainsight-theres-huge-value-face-face-meetings?utm_campaign=AIN%20Alerts&utm_source=hs_email&utm_medium=email&utm_content=77683319&_hsenc=p2ANqtz-8NBNG8NcjI0CRTozFo3FiwTans6ZcZ38qlyrirbvVcJFMNw7Zo7rw-CQP68V_mBaci-u233EvC3eaqpIa56OaSkjTtdQ&_hsmi=77683319

Airbus Helicopters H145 S/N 20044, N1FL

We are proud to represent for immediate sale an Airbus Helicopters H145 S/N 20044, N1FL.  This helicopter was delivered to our client in December 2016. It has a beautiful 8 passenger VIP interior with the soundproofing kit, air conditioning and a removable auxiliary long range fuel tank. It is highly equipped with options. It has very low time with 216 hours total time (as of August 30, 2019). And, it has great 1 U.S. owner pedigree.  This helicopter still looks like it is new and it is based in a hangar in Aurora, IL just outside of Chicago.

Some of the highlights include: Helionix Step 3 avionics with Dual Pilot/Single Pilot IFR Capability, Garmin ADS-B In/Out compliance, Dual Garmin GTN 750 SBAS GPS/NAV/COMM/MFDs, NVG (night vision) compatibility, XM Weather, Terrain Awareness & Warning, Traffic Advisory and more. This H145 is also equipped with a removable Internal Long Range (Auxiliary) Fuel Tank. There is no other like-new, turn-key, U.S. based and registered VIP H145 helicopter available for sale.

The Airbus Helicopters H145 twin helicopter is the evolved version of the original EC145 and it offers more power, less noise and great style.  The differences between the H145 and its predecessor are significant.  The H145 has the new Helionix state-of-the-art glass panel avionics suite and Turbomeca Arriel 2E engines rated at 894 shaft horsepower each delivering 21% more takeoff power than the original EC145 engines.  It is faster, it can carry more weight, it can climb higher quicker and it posts dramatically better hover numbers than the original version.  The H145 also has a longer composite tail boom attached to a shrouded tail rotor or Fenestron increasing safety and decreasing noise.  And among other benefits, the H145 incorporates FADEC controls increasing efficiency and safety and decreasing pilot workload.

This is a great option for anyone looking for a personal or business use helicopter.  We are excited to represent this like-new H145 for sale.  Call us today to learn more, +1-303-444-6766 and find detailed specifications and lots of photographs on our website at http://jetsales.com/jets/airbus-helicopters-h145-d2/.


Mesinger Pulse – “Do Changing Market Conditions Change Any Dynamics in the Aircraft Brokerage World?”

The idea of market conditions changing for the new and pre-owned valuation proposition of aircraft is not a new discussion. We operate in a very dynamic environment. For the more than 45 years I have been buying and selling aircraft for clients we have seen Sellers markets shift to Buyers markets, then back again. We have seen balanced markets and some dramatic shifts precipitated by geopolitical and global economic calamities.

These shifts all deal with the value of the aircraft. I thought it might be interesting to discuss how the brokerage business itself has evolved and morphed over the years, through recent ups and downs. Often these changes have occurred around transactions being up or down rather than the value of the actual aircraft. If we think of it in terms of the challenges that have occurred to those of us who daily endeavor to make our living brokering and consulting to buyers and sellers, we might draw some interesting parallels.

One thing I have spoken about when describing our community is that joining the ranks of broker or consultant has no barriers to entry. Putting up a shingle seems easy as an entry point. Whenever the economic market weakens and people look around to see what industry could they earn a living in, selling yachts and aircraft seem to stand out. As I have said, from the outside it looks easy, sexy and pays big commissions. It is actually none of those things. Of course, if you do not have years of experience or strong transactional activity, and a Rolodex filled with strong industry relationships boasting about why you could be the person for the job, may only mean your only way to get a buyer or seller’s attention is through the commission rate you will charge. Simply put, very low commission rates are often quoted by newcomers with no real experience. Believe it or not this works for some buyers and sellers who think the price is all that matters when choosing a sales partner.  

I assure you that there are literally dozens of ways a transaction can go awry. Any of these deviations can cost thousands of dollars, or even worse, the entire deal. At that point it is too late to shift the players. During times of transitions it seems the industry gets flooded with new entrants claiming to be qualified to transact a deal on a buyers’ or sellers’ behalf. Be sure to apply the same smarts you each use in the rest of your successful lives. If it seems too good to be true it probably is.

Other evolutions that are much more positive have come into play as well. The idea of high ethical behavior and 100% transparency have taken a more center stage position. More of us who come to work in this arena over the last few years have advocated for this change. We seem to have lagged as an industry in acting in a proper way. We are gaining traction now and making huge strides. Other industries have behaved better as a matter of practice for years before we did. Of course, this manner of doing business did not need to have evolution. Many of us have been practicing this since day one in our respective businesses and lives. 

The RFP has come back into vogue. It seems that procurement has taken back much of the decision and weighting process that was once more often guided by the flight department itself. I believe this change has been brought about by the size of the transaction and the idea that all or most of other significant dollar transactions have been funneled through and narrowed by procurement. This does not alleviate the relationship side of our business but adds a process that works in conjunction with the relationship. Typically, the flight department still provides those long-forged relationships names to be included in the RFP dialog. So, it is really this and that with respect to business opportunities for those of us in the brokerage and consulting business and gaining the marketing or acquisition opportunity with flight department transitions.

As an industry we are seeing consolidation take place. For years we have seen this in the FBO area as well as maintenance and fueling. Now we are starting to see this discussion take place in the brokerage business side of the industry. At the end of the day it will still just be a people business. It is not a brick and mortar play, so just aggregating more people may or may not add value to the segment. That picture is yet to be painted. I have always felt big is not really better with respect to large firms. It still seems to boil down to whichever salesman has the listing typically is the most versed to discuss it with a prospect. Another factor that could be a downside of bigger is the number of competitive planes the firm has for sale at any one time. For instance, at our firm, we do not take on aircraft for sale that are in direct competition to another listing we might have for sale at the time. 

The bottom line is that not just markets change but also player strategy and practices over time.

Mesinger Pulse – “Fleet Transitions Are Alive And Well”

There are several true indicators of the health of our market. I have always pointed to the First-Time Buyer as an important one. After all, why in the world would anyone buy into an unhealthy market space. If residual loss rates are tumbling, why buy? Stability is a key factor in attracting a first-time buyer. Another very important indicator of the health of our industry is the Fleet Transition.

We have been very fortunate over the years, as have many of my fellow sales professionals, to facilitate fleet aircraft transitions for our clients. What of course is more common is the relinquishment of one plane to be replaced by another. This is typically caused by a desire to have a newer plane or a mission change. What I am seeing a bit more of now, which is a terrific indicator, are true fleet transitions. These are not seat of the pants decisions. They are planned and programmed by the owner/operator often a couple of years in advance.

The manufacturers are giving our industry a real boost with the advent of the new models being introduced. These new models are giving state of the art technology not just in the cockpit but throughout the cabin. A clean sheet of paper design that really gives the buyer a reason to consider this type of grand transition. In some cases, it is even prompting a change to what might have been long-standing client/vendor relationships. Literally giving up what in many cases had been decades of operational relationships for another.

Major shifts like that are typically started by a new design that the owner feels will meet a mission better. Or it could be a shift in operational destinations and one’s perception of the ability of one manufacturer over another to provide support in that region of the world.

One of these multiple aircraft transitions requires a myriad of balls in the air. First, there is the delivery schedule available from the manufacturer. Next, understanding that the flight department must work skillfully to coordinate completion details and timelines, working backwards from the proposed delivery date to the order date. Colors, finishes, exterior paint design as well as avionic choices and options must all be considered. So many details to manage for what is usually a very busy flight department just working to deliver to the client the safe day-to-day operation that is the crux of the desire to have planes in the first place.

Of course, pilot training is the next area to coordinate. This is especially tricky if the transition is to a new model aircraft or a different manufacturer’s product. Remember, the client is excited about the transition but cannot afford to miss critical use of an aircraft. Training is not just for the flight crew. Maintenance techs as well as flight attendant training complicates the transition.

When do you put what will be the relinquished aircraft on the market? How much time do you give the sales process to leave the flight department with as much capacity as possible? No one wants too many planes and no one wants too few. It is complicated. This question is always answered one specific detail at a time. If the relinquished plane would enter a more robust market the days on the market may be able to be predicted as fewer. If it happens to be a less robust market, longer lead time with more days on the market will need to be calculated.

Hangar space is also an issue during a transition. If the relinquished planes have not been sold as the replacement planes begin to come to town an alternative hangar solution must be factored into the transition cost and complexity. 

The other side of the transition is also a boon for our industry. Often when a plane sells into the pre-owned pool, modifications as well as upgrades in the cockpit and cabin occur. Pilot training, insurance policies get written, hangars get rented and on and on. The ownership ball starts rolling from that piece of the transition. Excuse me for veering from the bottom line of the article, the excitement of the phenomenon of the fleet transition. I have not seen this occur in the numbers that I am starting to see and be a part of for many years. Economic confidence that the buyers are feeling. New exciting technology being introduced by the manufacturers is spurring a wonderful industry buzz. There is so much good that comes from the fleet transition. Time for a shout out to the manufacturers for making the huge investment in R&D and then taking that investment to the actual design and build phase. This is what keeps our industry young and vital!

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