You never know where new business will come from. All I can ever do is keep pursuing it. We don’t look at any sale as a single event, but as an opportunity to build a long-term relationship. That also means that we always look out for our clients’ best interests over our own including often...
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Archive for February, 2010
New Business
WATCHING THE SIGNALS
Over the last 18 months every one of us in this industry thought in terms of doomsday scenarios. It seemed our entire world as we knew it was crumbling. The industry seemed to stand still. Because aircraft transactions were down so were prebuys. Speaking of maintenance shops having fewer prebuys, they were also suffering...
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Read your audience
I took a sales class in business school years ago. A decade later I still think about it often. As a matter of fact, of all that I learned in college the lesson I learned in this class might have been my most valuable; read your audience. Actually, the semester long study was about...
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Peeling back the layers of the onion…
As a buyer, especially in today’s supply rich environment, it is easy to look at thirty aircraft in a specific market and consider them all the same. But, the truth is that below the surface they can be very different. For example, we are selling a Gulfstream GIV. On the surface this aircraft is...
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