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

NBAA-BACE always serves as a good annual reminder to check the pulse of the business aviation market. According to the latest data provided by JetNet, of the 21,870 business aircraft worldwide, 2,285 are currently on the market. This is the equivalent of 10.5% – a level unheard of since November 2007. In other words, pre-owned inventories are back to pre-recession levels.

As the preowned business jet market is a good leading indicator of the new business jet market, this is great news for our industry. Residual values of aircraft are still lower than desired, however, buyers and sellers have seemed to acquiesce to common ground fueling the activity we see today.

From Pause to Fast-Forward

According to JetNet IQ’s third-quarter industry survey, confidence is back up. Nearly half of the respondents indicated that they believe the business aviation market is past the low point of the current economic cycle. The survey goes on to state that overall optimism has rebounded since NBAA-BACE 2016, which took place during the height of a contentious US presidential election.

During last year’s show, I remember industry leaders discussing a “pause” in the market, with many buyers opting to wait until after the election for purchase decisions. Regardless of whether or not this pause actually happened, the market has since gone fast-forward. In North America alone, pre-owned inventory levels are down and good aircraft are being quickly bought up. Whereas Jetcraft became accustomed to carrying 80 to 90 listings over the last 5 years, today we have a level of inventory that suggests a much more fluid market – with 17 sales pending.

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Chad Anderson, President – Jetcraft
Location: Minneapolis, MN

How long have you been at Jetcraft?

I started at Jetcraft on April 1, 2005 as a sales person, so I’ve been with the company over 12 years. I remember the date because John Ames (my boss) came in on my first day and advised me the job offer was an April Fool’s Joke. I was newly married and we had our first born (Max) on the way, so my heart skipped a beat! I eventually became the Sr. VP of Sales, and am now President.

When I first started in 2005 the market was booming. This lasted until late 2008 when Jetcraft and the entire industry was challenged with the crash of our economy. We emerged in early 2009 as current day Jetcraft with the addition of Jahid as a shareholder and a move toward globalization. I became President shortly thereafter.

What are your responsibilities within the global Jetcraft team?

I oversee management and continuous development of our Sales, Transaction Management, Finance, Marketing, Administration, and Aircraft Operations teams worldwide. And, just as important, I focus on continuous development of our valued clientele, both the existing group and those to come in the future. I see myself as the Business Development Officer for whoever needs help regardless of their role in our company.

Describe a typical day or week in your role

My day is always different, but it really varies whether I’m on the road or in the office. If I’m on the road, the focus is on the client or key vendor that I am traveling to see. Most travel is based around a client or organizational objective, so I stay focused on that during my time away. If I am in the office, I start my day in Salesforce.com, which gives me a barometer of deals that are pending and maturing, offers being made, etc. From there I see where my focus ought to be for the day and what is needed. In the evenings I head home for some time with my wife and kids (Max is 12, Ava is 10). They are young enough that they still think I’m cool so they like to hang out with us in the evenings. My son is learning to play lacrosse so I like to practice with him, and my daughter loves to dance so we get a lot of evening dance recitals in our living room.

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Product Overview

The Hawker 400XP business jet is a small-cabin business jet produced by Textron Beechcraft in Wichita, Kansas, USA. It is ideal for short trips and strikes a good balance between comfort, performance, and operating costs.

As of June 2017, 61% of the Hawker 400XP were purchased pre-owned by their current owners, the other 39% new. 13% are for sale with the majority of those (76%) under an exclusive broker agreement. When for sale, the average time on the market is 337 days

Brief History

The Beechjet 400A was built from 1990 to 2003. In 2004 the Hawker 400XP replaced the Beechjet 400A starting with serial number RK-354. Upgrades from the 400A model included an increased gross weight, a longer range, and a redesigned fuel system; however, it retained the same Pratt & Whitney Canada JT15-D engines. When production ended in 2010, it became the last small-cabin business jet to be powered by this engine. A total of 225 Hawker 400XP aircraft were manufactured with 223 in operation worldwide.

Worldwide Appeal

There are 223 Hawker 400XP aircraft in operation today. Most of these are wholly owned (210) with 9 in shared and 4 in fractional ownership. 22.4% are currently leased. North America has the largest percentage of wholly owned Hawker 400XP aircraft (70%), followed by Asia (11%) and South America (11%).

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Dan Kilkeary, former Sales Director – Northeast US, Jetcraft
Location: New Jersey

How long have you been at Jetcraft?

I started with Jetcraft on October 31, 2016. I immediately attended NBAA and was able to meet much of the Jetcraft team.

What are your responsibilities within the global Jetcraft team?

I am a Sales Director and cover the Northeast US – essentially Ohio moving east to Virginia and north to Maine.

Describe a typical day or week in your role.

I start around 5:15am and check any e-mails that may come in from colleagues in Europe or other parts of the Globe. Then I go to the gym at 6am. From there I come home and trade a few other e-mails while I help get my 3 kids organized for the day. Around 8-8:30 I head to my office where I spend most of the day either on the phone or visiting clients in any given area – either looking for new opportunities or supporting existing clients.

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Written by Fabrice Roger, former Jetcraft Sales Director, Latin America

Latin America hosts the second and third largest business aircraft markets by fleet size within the Americas, with Mexico’s fleet (988) recently overtaking Brazil’s (782) for the #2 spot behind the US, according to AMSTAT. There is a healthy appetite for private aviation in the region, fueled by long distances in air travel, increased security concerns and proximity to the United States. However, the market’s growth potential continues to be challenged by economic pressures, government changes, commodity pricing fluctuations and a lack of a modernized infrastructure.

There is still a need in many Latin American countries for more runways, airports and maintenance operations to reach a US business aviation standard of quality and efficiency. Mexico has the most advanced airports and maintenance facilities due to its proximity to the United States. Despite being a top business aviation market in Latin America, Brazil has a very limited amount of runways suitable for business aircraft. The country is starting to privatize airports now, but its current economic and political environment has slowed this process. However, if the new government prioritizes these investments after the planned elections in 2018, it could have a positive effect on infrastructure and growth.

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Product Overview

The Challenger 601-3R is a twin turbofan large-cabin wide-body business jet. The cabin is uncharacteristically large with a quiet interior for passenger comfort, and offers a surprisingly high performance considering its size and weight. It is similar to its predecessor, the Challenger 601-3A model, but has upgraded engines, a fuselage tailcone fuel tank, and 2,000 lb. gross weight increase.

As of June 2017, 91% of the Challenger 601-3R were purchased pre-owned by their current owners, the other 9% new. 12.1% are for sale with the majority of those (86%) under an exclusive broker agreement. When for sale, the average time on the market is 314 days.

Brief History

The Challenger 601 series is an improvement over the Challenger 600 aircraft and consists of 3 versions – 1A, 3A and 3R. The Challenger 601-3R, which uses the -3A1 General Electric CF34 engine, replaced the Challenger 601-3A in 1993 as the most recent variation in the 601 series. A total of 60 Challenger 601-3R aircraft have been manufactured with 58 in operation today.

Worldwide Appeal

There are 58 Challenger 601-3R aircraft in operation today. Most of these are wholly owned (56) with 2 in shared ownership. 3.4% of the 58 are currently leased. North America has the largest percentage of Challenger 601-3R aircraft (84%), followed by Asia (5%) and Africa (5%).

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When buying or selling an aircraft, many believe that engaging multiple aircraft dealers will increase their opportunities and faster materialize the best deal —but this is rarely the case. Working with a high quality and dedicated aircraft transaction specialist under an exclusive representation agreement consistently results in faster, easier transactions with better outcomes.

Here we highlight some of the key advantages working exclusively with one aircraft specialist affords buyers and sellers:

• Tailored Relationships and Expertise: Orchestrating a successful transaction takes time, money, and expertise. The representation agreement signifies a partnership that lets the transaction specialist fully devote its resources to your deal, whether that includes marketing an aircraft for sale, or finding the perfect aircraft to purchase. The partnership also provides peace of mind to you, knowing that a team of professionals is working diligently on your behalf 24/7.

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Daniel Cheung, Owner & CPA, Aviation Tax Consultants

How long have you been at your current organization?

My business partner and I started Aviation Tax Consultants in the fall of 2003.

What are your responsibilities within your organization?

Working with my colleagues at ATC, I am ultimately responsible for all of our clients’ tax compliance matters, handling IRS and state sales tax audits. In addition, I am the traveling / marketing face of the firm, attending numerous industry functions and speaking at aviation conferences.

Describe a typical day or week in your role.

Whether I am in the office or on the road, I spend most of my time on the phone speaking or corresponding on emails with clients, CPA’s, prospects and aircraft salespersons. I spend a significant amount of time traveling and networking with business aviation professionals around the country.

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Product Overview

The Phenom 100 is a very light twin-engine jet that is produced by Embraer. It was developed from scratch as Embraer’s first Light jet. Embraer’s larger aircraft models have automated and simplified systems, rugged construction, and the ability to fix failures quickly when they do occur. These features are designed into the Phenom as well. The Phenom 100 is approved for single pilot flight.

As of April 2017, 44% of Phenom 100 aircraft in operation were purchased pre-owned by their current owners, the other 56% new. 12.1% are for sale with the majority of those (78%) under an exclusive broker agreement. When for sale, the average time on the market is 229 days.

Brief History

In 2005 Embraer announced that it would begin development of Light Jets and at the NBAA annual convention in November 2005 Embraer announced that the light jet would be called the Phenom 100. The Phenom 100 first flew on July 26, 2007. It was awarded a type certificate from Brazil’s National Civil Aviation Authority on December 9, 2008 and the first aircraft was delivered days later on December 24, 2008. A total of 355 Phenom 100 aircraft have been manufactured with 338 in operation today.

Worldwide Appeal

There are 338 Phenom 100 aircraft in operation today. Most of these are wholly owned (316) with 7 in shared and 15 in fractional ownership. 6.5% of the 316 are currently leased. North America has the largest percentage of Phenom 100 aircraft (54%), followed by South America (29%) and Europe (12%).

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