Posts Tagged ‘ buyers ’

The last several years have proven to be a long hard road for our industry and it is not over yet.  I do, however, believe that we are on the right path and I am excited for 2012. In 2011, we saw continued increasing activity in many segments of the market.  It was not...
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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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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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