Blog - Page 30 of 35 - Mesinger Jet Sales

Asking Prices

The idea of an asking price is an interesting conversation in our industry.  Some people use them.  Others say “Make Offer”.  Many people believe that if you just say “Make Offer” a prospective buyer will have to call you to ask about the price and you will have a chance to engage them.  We, however, feel strongly that listing an aircraft for sale with an asking price helps a buyer focus on our clients’ aircraft.  They help buyers know that our sellers understand the market and have a generally accurate expectation of where their aircraft should sell.  I believe that having asking prices helps us elicit more phone calls than not having an asking price.  Of course, this only works when the seller really does have a sales price expectation that is aligned with the actual market conditions.  And, in fast moving markets, up like in 2006 and 2007 or down, like in late 2008 and 2009, it is hard to set an official asking price because you don’t want to overprice the aircraft or sell it short of what the market might bear.

Buyers regularly call us and thank us for including asking prices with our listings.  They appreciate that they don’t have to call, and some are looking online well after business hours, to gain a general understanding of the sellers’ expectations and the market for a given aircraft type.  Real buyers, however, do then call and tell us that they have focused on our aircraft because they understand the value proposition and believe it aligned with the market conditions.  Even if you don’t publicly list an asking price, you still need to have an answer to the question about an asking price when a prospective buyer calls.  There is no definitive answer or guidance, but as a general discussion and idea, I think that stating an asking price helps sell airplanes ahead of the competitive listings.

Two Ways To Tell A Story

When we list an aircraft for sale, we read the aircraft records and go see it to most thoroughly understand it and accurately represent it.  We work hard to identify all details and then tell the best story about it possible.  Every aircraft is unique.  Each has different features and pedigree that we must craft into a story to define the value proposition for a buyer and maximize the sales price for our seller.  I regularly use this blog to tell the narrative about an aircraft listing beyond what the factual aircraft specifications alone can define.  We believe that it is critical to tell this story to help an aircraft stand out from the pack.  And, repeatedly, this strategy proves successful. 

Telling the right story to highlight an aircraft doesn’t stop at our office doors, in our marketing, in a blog post or on a phone call.  It continues at every showing opportunity and in every discussion until we cross the finish line at the closing of the sale.  If an aircraft has a uniquely shaped baggage compartment, but in reality it provides the same cubic feet of storage space as a standard one for the given aircraft type, I would want to make sure that a buyer knows that they aren’t loosing baggage space.  I would craft that message into my story.  Why let a buyer get distracted for concerns that don’t really need to exist.  Or, when showing an airplane, weather permitting, pull it out on the ramp.  Aircraft shine best when in the sun.  In a dark hangar, paint can often look drab and dull.  Or, if you are selling an early serial number of a certain make and model, but it has had modifications and upgrades to make it more comparable to later serial numbers, it is important to point that out to prospective buyers who might otherwise be concerned that they would be buying a “lesser than” aircraft if they buy the early serial number.  

The features and benefits are always different, but if you really understand the asset and think about where a buyer might get distracted or miss a valuable feature, you can build the right story to most effectively craft the value proposition.  This won’t necessarily mean that you will sell an aircraft for more than the market will bear, but it will hopefully help a buyer recognize the value of your offering and help sell an aircraft ahead of the competition.

Gulfstream G550 S/N 5207

The Gulfstream G550 is one of the premier corporate aircraft in the world.  It can fly over 6,000 nautical miles and business leaders across the globe depend upon their Gulfstream G550s to facilitate their work and their schedules.  Gulfstream has been working hard for the last several years to expand their business and networks in emerging aviation markets around the world including in Asia and the Middle East.  They continue to open new service centers, expand parts availability and support corporate aviation in these markets.  Lead-time to buy a new G550 from Gulfstream is over two years and with a price tag in excess of $50,000,000.

I am proud to say that we have just brought a late model low time Gulfstream G550 to market.  It is Serial Number 5207 and it is immediately available.  This is a 2008 model with 768 hours total time and 275 landings.  It has a forward galley, forward and aft lavatories and a beautiful19 passenger interior in like-new condition.  The aircraft is equipped with Synthetic Vision and High-Speed Data with a wireless LAN.  Avionics include Triple Flight Management Systems and Triple Laseref among an otherwise already highly equipped cockpit.  This G550 is based in Los Angeles, CA and it is currently being operated on a Part 135 Charter certificate and used for worldwide operations by the owner.  You can see more about this incredible aircraft on our website at or call us today at +1 303-444-6766 to discuss it further.

There is also a great article in this month’s Business & Commercial Aviation that I would like to point out about “How to Run a Green Flight Operation.”  This article presents a lot of smart ideas about how to increase your efficiency, lower your operating costs and minimize your impact on the environment through simple tips that can be implemented in your regular flight operations.  It also highlights a study by Gulfstream specifically discussing the “green” operations capable with a Gulfstream G550.  You can read it here:

Buying sight unseen (or rather, without any information)….who really does that?

We have been hired exclusively on behalf of a large company in the U.S. to source a large body aircraft.  We have helped this client buy and sell in the past and they have again hired us because they trust us and our ability to help them find the best aircraft and complete a smooth successful transaction.  This means helping them understand the market and the available aircraft and then negotiating and completing their acquisition.

Over the last few weeks we have searched worldwide to uncover all available options.  We have been loud in our efforts to tell the world about our acquisition project in regular conversations with other brokers and dealers and in print and electronic advertising. 

In response to our “wanted” advertising we have had many brokers worldwide reach out to present aircraft.  Some of the people that we have heard from have direct contact with the owner of an aircraft and they have presented complete specifications, photographs, maintenance information and serial numbers.  They have presented us exactly what we need to understand the offering and consider it.

Others, however, have called to tell me that they have an “off market” aircraft and that if we make them an offer of $X we can get more details about it.  No other aircraft information has been presented, and when I ask for it they tell me that they will only disclose information when presented with an offer for their required price.  I keep telling these representatives that we will only consider aircraft for which we have full specs, photos, maintenance details and a serial number.  Some understand and others continue to get frustrated.  They want me to commit my clients to buying an aircraft for over $40,000,000 for which we know nothing about or even what part of the world the aircraft is in.  Who really buys an aircraft sight unseen and with no information at all? 

When a client hires us to help them buy an aircraft, they do so because they expect to be represented in a marketplace and be informed accurately and thoroughly about their options.  They know that our reputation for only representing well qualified clients on an exclusive basis will help us source aircraft because owners considering selling know that they can trust that we are not just “fishing” in the market.  Our clients hire us because they know that we will only present aircraft options which we have thoroughly vetted.  When they hire us they expect that we won’t waste their time with mystery aircraft for which we know nothing about.  The truth is I can’t imagine that an aircraft owner/seller would expect anything different.  Full disclosure (even under a confidentiality agreement which can be understandable) is the only thing that can work if a transaction is to be successful.  The buyer can know about, understand and feel confident in what they are making an offer on; and a seller can have confidence that a buyer won’t back out of a sale at a later date because of otherwise previously undisclosed details.

An Incredible Value – Astra SP S/N 71

The Astra SP provides an incredible value, and in today’s market this value comes at a price under $3,000,000 (in 2007 Astra SPs were selling for over $5,000,000).  Gulfstream purchased Israeli Aircraft several years ago and they  provide full parts and maintenance support for the Astra SP which typically seats 7 to 8 passengers.  According to Conklin and de Decker, the Astra SP has a range of approximately 2,330nm and an incredibly efficient fuel burn of 241 gallons per hour making it a great personal, business and/or charter aircraft.

We are currently representing Astra SP, Serial Number 71.  This aircraft has a good pedigree and a great maintenance history.  It is a 1994 vintage aircraft with 5,740 hours total time.  The engines are enrolled on MSP Gold and have fresh Mid-Life Inspections complied with in September 2010 at the same time as the last C-Check inspection.  The aircraft is equipped with Dual Global GNS-XLS FMS systems, TCAS II with Change 7 software, Universal TAWS, Mode S Transponders, a 406 ELT and more.  The aircraft also has long-range fuel tanks and the EAR Soundproofing package.

Late last week we lowered the price for this aircraft to $2,750,000.  This is an incredible value for well under $3,000,000 and it cannot be matched by any other directly competitive aircraft.  You can learn more about this great aircraft opportunity by visiting our website at: or calling us to discuss it further, Ph: +1 303-444-6766.  We look forward to talking to you soon!

2011 Challenger 300, Serial Number 20316

For the New Year, we are representing for sale an exciting new 2011 Challenger 300, Serial Number 20316, delivery position.  The aircraft is scheduled to deliver “Green” this month, January 2011, and it is scheduled for a completed delivery in  July 2011.  The Challenger 300 has been an exceptional aircraft in the Bombardier Challenger product line since it was first introduced.  Today there are over 300 Challenger 300s worldwide. 

This aircraft is completed with “Floor Plan 4” including a forward four-place club with a two-place club opposing a three-place divan in the aft.  The interior also features Airshow 4000, two 20” monitors, an iPod docking station and a CD/DVD player.  The cockpit is loaded with the Collins Pro Line 21 Avionics Suite including Dual Collins FMS and GPS, Dual IFIS systems with XM Weather and Datalink and more.  This aircraft is specked for worldwide operations and equipped with several additional avionics options including Enhanced Map Overlays, a 3-D Flight Plan Map and a Lower TCAS Directional Antenna. 

This incredible new Challenger 300 is being offered at a great price ahead of the next available delivery from the factory.  The owner is an owner/pilot who already has  an earlier  Challenger 300 and who has operated it worldwide over the last five years.   As this new aircraft gets closer to its scheduled delivery, our client has decided that he does not need to transition from his current aircraft and is making this great opportunity available to the market.  Learn more about this great aircraft and this opportunity on our website at: or call us today to discuss this further, ph: +1 303-444-6766.

It Is Not New Stuff

Recently, we began to produce professional sales video presentations for the aircraft we have for sale. They have been very well received as they really help a prospect “feel” the surroundings. Seems like a novel idea right? Now comes the fun stuff. In 1985 I hired a PR/Advertising firm in Houston, Texas, to help me build the graphics for my company’s brand. They produced the logo we still use today, along with all of the collateral sales and marketing materials, including business cards, stationary, folders and a brochure. Oh yes, one more thing, a video presentation of aircraft we had for sale. I was sitting with my sons Josh and Adam last week looking at the new video presentations and excused myself for a few minutes. When I came back I asked them if they knew where our old VHS machine was, we hunted around, found it, hooked it up and I slid in a video that this company made in 1985. I hope you will indulge me for five minutes and fifteen seconds. So now when aircraft sales companies say, ”We are producing a first of a kind video presentation for aircraft we have for sale, we are first!” I beg to differ. Click on the link below and stroll back in time with me. I think you will find this to be a worthwhile trip! I have also attached a link to our new videos. Except for the format, now delivered via Youtube, the value is the same. By the way, speaking of memory lane, I also found a Beta tape with a sales and marketing video I made for Piper Aircraft in 1978ish with John Leahy, who at the time was Business Development Manager for Piper Aircraft and is now the COO of Airbus. My we have all come a long way. Stay tuned, I will let everyone know when I put that up for viewing.

Watch the 1985 Sales Video here

See all of our videos here

Conklin & de Decker Aircraft Acquisition Planning Seminar

Last week I attended the Conklin & de Decker Aircraft Acquisition Planning seminar in Scottsdale, Arizona with my father, Jay Mesinger.  This was the 11th annual conference and I would recommend it to anyone thinking about aircraft ownership for themselves or their corporation.  The complexities of owning such a high dollar asset are not to be taken lightly and the more information you can glean from experienced professionals the better off you will be. 

My father gave the opening presentation on making the case for business aviation.  He has been writing extensively on this topic throughout his career and most recently in the series Business Aviation and the Boardroom in World Aircraft Sales.  In these articles he details the various steps and planning needed to present the values of business aviation to a corporate board.  The presentations at this seminar were very informative and dealt with everything from management and operating costs to budgeting, taxes and insurance.  It was great information for the first time buyer or the head of a flight department looking to gain a more insight into the complexities of ownership and fleet transition.  The conference was a wonderful experience for me as I navigate my new career in aviation and learn all of the facets involved.  At the same time, we can’t be experts in all things and at our firm we don’t try to be.  There are many great tax experts, legal experts, management companies and others in our industry.  We always refer each specific piece of the transaction to our skilled peers in the industry and then work as a team to best accomplish our mutual clients’ goals.  It is, however, important to understand the challenges a buyer faces in the purchasing process, but you do not want to be liable for a legal opinion or tax guidance when that might not be your field of work. 

When I worked in television I would always attend the finance and tax seminars related to the entertainment industry so I could stay on top of new regulations and trends as well as have the opportunity to meet peers and prospects in the process.  I want to thank everyone for the meals and the information sharing, as well as a big thank you to the entire Conklin & de Decker team for hosting a great seminar.  It was a pleasure to meet you all and I look forward to working with you in the future.  Since joining the family business and this industry I have met some great people who have welcomed me with open arms and I am appreciative of all the support and guidance.

Gulfstream IV-SP S/N 1381

We recently listed a 1999 Gulfstream IV-SP for sale based in Abu Dhabi, United Arab Emirates. The aircraft, Serial Number 1381, is a low time aircraft with 3,000 hours total time and 360 hours on the engines since mid-life inspections. It is JAR-OPs and EASA certified with terrific avionic options and it is operated on a commercial certificate (like a Part 135 certificate). The interior is configured for 9 passengers with a forward galley, forward and aft lavatories and a VVIP divided aft cabin with a work station and sofa bed. We have quotes from interior shops that a buyer can review which outline the cost and process to change the sofa bed to a four passenger divan increasing the seating capacity from nine to thirteen. All major maintenance throughout the life of the Aircraft has been performed by Gulfstream in both Savannah and Las Vegas and also Jet Aviation in Basel and the engine mid-life inspections were performed by Rolls-Royce.

I will be traveling to Dubai to represent the aircraft in person and have it available for viewings at the Middle Eastern Business Aviation (MEBA) convention in Dubai, United Arab Emirates from December 7 – 9, 2010. If you will be there or you have a client in the region who would like to see it please stop by the Royal Jet static display or call my cell, +1 303-588-5728 and we can plan to connect at the show. It is always great to get out to the events to get a real sense of the market in these exciting growth areas around the world. Having such a fine piece of inventory and being able to have clients that make these showing opportunities a reality continue to demonstrate enormous value by actually putting a prospect in the aircraft. There is nothing like walking around the aircraft, sitting in the seats and actually surrounding the prospect with the offering to engage a buyer and get real offers and sell the aircraft. My thanks to both the owners of this aircraft and Royal Jet Aviation for their tremendous support. I will look forward to seeing those of you who will attend.

Please click on this link to watch a video about this exciting Gulfstream IV-SP.

Visit our website at for full specs and photos.

Aircraft Values – They can’t be determined in a vacuum.

I am on a flight headed home after closing on the sale of a Falcon 2000 that we have been representing for sale.  The Falcon 2000 market and the recent activity in it are a good example of how our aircraft markets are starting to find their footing one make and model at a time.  There was a six month stretch this year where there was very little activity at all in the Falcon 2000 market.  This past summer after several months of no activity we sat down to discuss the market with each of our clients.  We believed that there were one of two things going on; there were either no buyers at any price or the entire Falcon 2000 market was still overpriced.   

Based on evaluating traditional pricing spreads between different aircraft types it became obvious that the Falcon 2000 market had not adjusted far enough at that time to fit correctly into the product line up of all corporate aircraft types.  We needed to look not just at competitive Falcon 2000s, but also other aircraft types that were experiencing activity to understand what prices of Falcon 2000s should have been.  If the buyers in the market could not recognize value because they were able to source other competitive aircraft at more respectively competitive prices then they were not going to buy Falcon 2000s.  The Falcon 2000s did not need to be priced exactly the same as these other aircraft, but they did need to be respectively competitive within the overall market for buyers to recognize value.  

And, as it turned out,  there were some buyers in the market;  prices had just not adjusted to a respectively competitive place to make it a compelling market to pursue.  Over the last two months there have been several Falcon 2000 sales.  All of them have sold at prices that were lower than the sellers initially hoped for, but within respectively competitive price ranges where buyers were able to recognize value which is what made them ultimately step in.  The Falcon 2000 market has finally found its footing in the competitive landscape and it offers incredible value for buyers in both capital costs and operating costs.  One market at a time we are on our way to a healthier aircraft marketplace. 

I hope you have a great Thanksgiving!

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