Aircraft logs and records are almost as valuable as the aircraft itself.  I was at a client’s hangar this week reviewing an aircraft and its logs and records as we prepare to bring it to the market next week.  The aircraft is an early Falcon 2000 and the client is one of the oldest,...
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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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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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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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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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For the last two years we have seen a lot of “opportunistic buyers” instead of “value buyers” enter the market.  To me, an opportunistic buyer is one that comes into the market focused solely on price.  They are not as focused on airplane type and are not entering as much because they have a need...
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