Written by Chris Brenner, Jetcraft's former SVP-Sales, Americas

In today’s competitive market for selling aircraft, one of the easiest and fastest ways for owners to upgrade is to complete an aircraft trade-in transaction by working with a partner who has the capabilities to facilitate a trade-in and has an aircraft that the seller is interested in purchasing. Transaction specialists such as Jetcraft offer sellers a representative with the ability not only to market their aircraft to a wide audience of potential buyers, but also provide them with an immediate buyer (themselves) if another can’t be found quickly. Jetcraft can also offer a replacement aircraft from its current inventory or may be willing to bring another aircraft into inventory that better fits the buyer’s mission.

Once a seller shows interest in a trade-in process, the seller’s aircraft’s trade-in value will be established, as well as the price of the new aircraft. In such a case, an agreement can be cre...

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Gaspard Milazzo, CEO & Sales Broker, G-Yachts
[email protected]

How long have you been at your current organization?

I have been in the yachting industry since I was born, as my parents were pioneers in boat sales and charters in the early 70’s in the French Riviera. I created my company, G-Yachts (originally called Gaspard Yachts), in 1999.

What are your responsibilities within your organization?

I am the CEO of G-Yachts, so I supervise all operations within the company, but I also carry on working as a yacht broker as this is what I really enjoy.

Describe a typical day or week in your role.

I spend a lot of my time between Monaco and Cannes, as we have an office in both places. Regardless of where I am, like most of us, the first thing I do when I open my eyes is read my emails. Then I spend a lot of time at the office among my team talking about sales, charters and management, as I really believe that good communication is a key to success. I also travel quite a bit to meet clients and attend many events all over the world, which I really enjoy. My favorite part of the day is when I can come home to my family and 3 wonderful daughters.

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Last month we closed another successful presence at the NBAA 2016 convention and exhibition. Despite well documented market challenges and the then-looming US elections, the audience, transaction conversations and number of quality attendees were well above even our own reasonably high expectations.

Through the client and prospect conversations we had at our static venue, we saw that most in the industry remain upbeat and on-track with their aircraft acquisition plans. As we have stated often through this year, there are deals out there and business transactions continue at a solid pace. Jetcraft remains on track to close another record-breaking year, making 2016 and 2015 the two strongest years in our company’s history.

Financing and the US Election

Even though business is continuing at a solid pace, and the majority of our NBAA interactions were positive, a few conversations did raise a few concerns that some buyers and sellers in the industry might wish to keep their eye...

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Product Overview

The Falcon 900 was designed as a bigger, faster, longer, range version of the 50 model. It is 5.5 feet longer with a taller tail and longer wing and holds 544 additional gallons of fuel allowing it to go 700 nautical miles further.

In 1991 the standard production model transitioned from the 900 to the 900B which included more powerful engines for increased range, Category II visibility approach clearance, and the ability to operate on unprepared air strips that its predecessor could not. Earlier production 900s can be retrofitted to 900B standard.

As of October 2016, 94% of the Falcon 900/900B aircraft were purchased pre-owned by their current owners, the other 6% new. 10% are currently for sale with the majority of those (61%) under an exclusive broker agreement. When for sale, the average number of days on the market is 483.

Brief History

The Falcon 900 began production in 1987 and ceased production in 1999. A total of 177 Falcon 900 aircraft have been manufactured with all but one in operation.

Worldwide Appeal

There are currently 176 Falcon 900/900B aircraft in operation today. Most of these are owned outright (168) with 8% currently leased. North America has the largest percentage of Falcon 900/900B aircraft (69%), followed by Europe (17%).

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At the distinguished AsBAA Icons of Aviation Awards Charity Gala Dinner on November 6, 2016, Jetcraft Asia was awarded the Best Aircraft Brokerage for its second year in a row. Presented by the Asian Business Aviation Association (AsBAA), the annual awards are voted by industry members.

“This award is validation of our efforts to be the leading international buyer and seller of new and pre-owned aircraft to our clients, for whom we strive to always deliver comprehensive and forward-thinking solutions,” said Jetcraft Asia President, David Dixon. “We are delighted to receive recognition from industry peers especially for the second time. Thank you very much for your confidence and continuous support!”

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Johan Blitz, Global Head of Corporate Aircraft Finance, UBS

How long have you been at your current organization?

11 years

What are your responsibilities within your organization?

I am the Global Head of Corporate Aircraft Finance for UBS. I launched the aircraft-financing product within UBS 11 years ago and since then have been able to successfully implement this product with an ever-increasing portfolio and team. My responsibilities revolve around our multi-billion USD portfolio and managing client and asset risks, but also are linked to marketing and product awareness to our Wealth Management arm. UBS is now considered one of the top financiers in the UHNW segment for corporate aircraft.

Describe a typical day or week in your role.

I usually arrive in the office around 7am and immediately I start up my computer. Then I need a very strong coffee. And another one. Next I start to navigate through the jungle of emails. Depending on the content of the emails, the planning of the day starts (besides the scheduled internal and external meetings). I speak to my team and get an update on the business, internal projects and default cases. I also get an overview on payments received from our clients and depending on the status, may delegate some tasks to some colleagues. Due to the overall difficult market situation and deterioration of values, I speak on a daily basis to our internal stakeholders such as Risk, Legal and Compliance, and sometimes also with our Tax department. There are always ongoing internal projects that need to be discussed, prepared and presented. I’m often involved in complex cases, difficult discussions or strategic planning for new transactions.

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Product Overview

The wide-cabin high-speed Gulfstream G150 was designed, developed, and certified in a joint effort between Israel Aircraft Industries (IAI) and Gulfstream Aerospace. The Gulfstream G150 lineage began with the Astra 1125, Astra SP, Astra SPX (1986 – 2002) produced by IAI and then Gulfstream acquired the production line and rebranded the line to the Gulfstream G100. The Astra SPX/Gulfstream 100 had the greatest speed and longest range compared to its competitors but not the cabin comfort needed for a US transcontinental mid- cabin business jet. Accordingly, Gulfstream decided to enlarge the cabin in the G100 from 304 cubic feet to 521 cubic feet in the G150.

As of September 2016, 36% of the Gulfstream G150 aircraft were purchased pre-owned by their current owners, the other 64% new. 5% are currently for sale with all of those (100%) under an exclusive broker agreement. When for sale, the average number of days on the market is 280.

Brief History

The Gulfstream G150 began production in 2005 and is still being produced presently. A total of 123 Gulfstream G150 aircraft have been manufactured with 119 of them in operation, one retired and 3 in various stages of the completion process including interior installation and exterior paint. Gulfstream Aerospace recently announced it has sold the last Gulfstream G150, marking the end of the mid-size aircraft’s more than 10-year production run. The final G150 will be delivered to a customer in mid-2017.

Worldwide Appeal

There are 119 Gulfstream G150 aircraft in operation today. Most of these are owned outright (116) with 11.8% currently leased. North America has the largest percentage of Gulfstream G150 aircraft (83%), followed by Europe (6%).

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28th October 2016. Raleigh, NC – Jetcraft today announced the appointment of Dan Kilkeary as Sales Director for the Northeast United States territory, effective immediately.  Dan joins Jetcraft from Dassault Falcon where he had served as the NJ/NY Metro Area Sales Manager since 2012.

In addition to Dan’s appointment to the industry leading Sales team at Jetcraft, Chris Hollingsworth has relocated from Europe to take on the South Central U.S territory. Chris, who has been with Jetcraft since 2009, will be based in Dallas, TX. The rest of the U.S. territory will continue to be covered by Chris Brenner (North Central U.S. & Canada), Marius Breitenbach (Western U.S.) and Victoria Barrow (Southeast U.S.).

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Written by Chad Anderson, Jetcraft President
[email protected]

The continued unpredictability of the business aviation sector and the impact of certain world events throughout the past 12 months have directly impacted our long-term growth outlook for the business aviation sector. Accordingly, we adjusted our predictions of deliveries and revenues in our recently released 2016 Market Forecast from last year’s projections resulting in numbers that now point to 7,879 unit deliveries worth $248 billion, from 8,755 worth $271 billion in 2015.

To get a clearer view on what is contributing to these deliverables and revenues projections, we took a closer look at macro-economic issues that will impact the state of our industry over the next ten years. Specifically, our 2016 forecast compares how the private jet aviation sector’s business will fare against certain economic trends– a slowdown in wealth creation, the migration of ultra-high net worth individuals (UHNWIs) from emerging market economies and the fluctuation of oil prices – as well as how our industry’s growth compares with past business cycles.

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