Megan Kells

Are you thinking about selling your aircraft? Great! Are you considering selling it yourself? Well, not so great. Despite what you may think, selling aircraft is not an easy job, and it can be very time-consuming. This is what aircraft brokerage services are meant for.

Sure, you know people in the industry, you have some experience in sales, and you know your aircraft. All of that is great, but it’s still better to hire an aircraft broker to sell it for you. Are there costs for them to sell it? Of course. There are also costs if you sell it, and they could be higher.

At the end of the day, hiring a broker can not only give you peace of mind, they let you keep your schedule intact. No missed meetings or late appointments because you’re answering calls and digging up information you didn’t think anyone would be interested in. All you have to do is connect with your broker once in a while and collect the check when it comes in.

Brokers Save You Money

Brokers and their sales team will perform a market analysis so that your aircraft is sold for the perfect price, leaving nothing on the table. They will also put together a sales campaign, listing it both domestically and internationally, answer every call, talk to every interested buyer, answer every question, follow up on every lead, and negotiate the sale for you.

We Put Together a Campaign

We will launch a specific, targeted campaign built around your aircraft specifically and will launch it both abroad and here at home, in the U.S. This will generate interest that our experienced team will turn into serious prospects.

Keep up on Trends

Our team keeps up on all sales trends, knowing that what worked last year–or even last month—may need updating or tweaking. Buyers today are more sophisticated than ever before and research aircraft differently than they used to. We not only know how to reach them, we DO reach them.

We Play Excellent Follow Up

Follow-up is the name of the game. About 80 percent of sales are made on the fifth to 12th contact, according to the National Sales Executive Association. If you don’t follow up, don’t bother playing the game. This is the time we help your buyer overcome any stumbling blocks he may have before signing on the dotted line.

We Relate Well

Buyers aren’t interested in your sentiments and memories. That sounds harsh, but it’s true. With a broker they know they won’t get bogged down with emotional baggage and will receive professional assistance to buy the aircraft of their dreams—yours! They appreciate pros who can answer every question quickly and easily, helping them across the finish line with no problems.

Let’s Be Partners

We know your time is valuable. Ask yourself, where would your time be best spent? Doing what you love and do best? Or training someone to replace you every time you have to go show your aircraft to a potential buyer? Let us answer the pesky questions, give the tour, and stroke the potential buyer for you.

We put our experience and expertise to work for you. Give us a call at J.A. Air Center and let us take care of the rest.

Private aviation, which includes business aviation, is not one of those static industries where everything stays the same. It’s dynamic and always on the move, literally and figuratively. This makes it important to keep up with the trends in private aviation for 2019, in order to stay relevant in the market.

Industry Growth

Operators are predicting growth in the private jet market even though new aircraft sales have been a bit flat of late. That’s good news for the used aircraft market and the growth extends beyond providers to a growing (and younger) clientele. Entrepreneurs and Millennials are ready to explore private travel.

Pilot Shortage

The much-talked-about pilot shortage is still not only looming on the horizon (a shortage of 800,000 predicted over the next 20 years), but is currently felt by the private aviation community as it competes against commercial airlines who offer signing bonuses, regular flight schedules, and longevity.

Shared Charter Programs

Over the last few years, there have been efforts to take seat-sharing on charter flights to the next level. 2019 may be the year to see charter companies come up with a viable business model that bridges the gap between profit and loss.

Impending Regulation Impacts

Time is winding down for those yet to comply with the ADS-B requirement put in place by the Federal Aviation Authority (FAA). This expensive upgrade to tracking systems on older aircraft is required to be in place by January, 2020. It is expected to impact the preowned aircraft market, and possibly increase charter costs for older aircraft.

Increased Demand for Extreme Weather Charters

The number of on-demand charter flights related to extreme weather has spiked the last few years, whether due to fires, flooding, heavy snowfall, hurricanes or other emergencies. This could be for local evacuation purposes, bringing in supplies or crews, or for transport of government officials or media. Since private aviators can fly in and out quickly during these types of extreme weather events, and such events seem to be on the increase, it’s anticipated there will be more of these types of flights this year.

Digital or Die

Die might be a bit dramatic, but it’s obvious the wave of the future is here. Digital communication is no longer something cool, it’s something expected and those who don’t embrace the technology that includes social media, chat, instant messaging, and 24-hour phone support may struggle to compete in the marketplace. Customers expect these services that allow for faster and more efficient exchange of information.

Need for Infrastructure

Along with the predictions for a pilot shortage, are increases in the numbers of passengers, year after year. This could mean that not only will there be a struggle to get enough pilots, it could signal another struggle—to keep up with the needs of airport infrastructure. In the private sector, airport FBO’s, like J.A. Air Center, have done the upgrading needed to meet the increased demand for the long-term.

Interested in Chartering?

Do have a need for, or an interest in, chartering a flight? Give us a call at J.A. Air Charter today for more information or to book a flight.

Major news organizations are calling it the perfect storm. While the International Air Transport Association (IATA) predicts that air travel will almost double in the next 20 years, from 4 billion to 7.8 billion passengers, the Federal Aviation Administration (FAA) says the number of pilots has decreased 30 percent in the last 30 years and unless something is done, it’s only going to get worse.

The downward trend for pilot shortage shows no end in sight, and the outpacing of demand over supply could warrant the doom and gloom pictures being painted for the airline industry over the next two decades.

On the other hand, “It’s fantastic news for innovation and prosperity, which is driven by air links. It is also a huge challenge for governments and industry to ensure we can successfully meet this essential demand,” said Alexandre de Juniac, IATA’s Director General and CEO.

Growth by Region

The greatest demand is expected to be in the Asia-Pacific region as it surpasses the United States. More than half the new passengers in the next 20 years are anticipated from that region. India, Indonesia, Thailand, and Turkey will all enter the top-ten markets, passing up the UK, France and Italy.

These figures could shift downward if trade liberalization and visa approvals slow, or if travel restrictions are put into place. On the other side, the number of passengers could triple in 20 years if there is an increase in market liberalization.

The five fastest-growing passenger markets are expected to be China, the United States, India, Indonesia, and Turkey. Other markets expected to double each decade at a compound rate of more than 7.2 percent each year, are mostly from Africa and include: Sierra Leone, Benin, Mali, Rwanda, Togo, Uganda, Zambia, Senegal, Ethiopia, Ivory Coast, Tanzania, Malawi, Chad, Gambia, and Mozambique.

Changes in the Industry

Years ago, becoming a pilot was considered prestigious, providing high salaries, nice schedules, and a lot of days off. The military also funneled pilots into the airlines once they had been fully trained and completed their commitment.

Today, that has changed. According to CNN, some of the factors that have affected the industry include: the Airline Deregulation Act of 1978 that brought in the low-cost carrier; the 9/11 attacks that affected the financial health of the airlines; major airlines declaring bankruptcy; and pilots who were downgraded in position and pay due to the financial troubles and lack of passengers.

Why Are There Fewer Pilots?

“Retirements at U.S. airlines will start to rise precipitously starting in 2021 as the current crop of pilots turns 65, the mandated age of retirement,” says CNN Business. Almost half of pilots flying today are Baby Boomers and they are about to retire.

Almost 40 years ago, about two-thirds of pilots were ex-military. Today the number is half that, and both the Navy and Air Force are predicting significant shortages for the future as well.

The problem does not lie only with retirements but is multi-faceted. “The high cost of pilot training and several years of earlier hiring freezes in markets like the United States and Australia have deterred potential aviators from entering an industry that Boeing says will need 637,000 more pilots over the next 20 years,” reports Reuters.

Complicating matters, there seems to be a bidding war going on as well. China, for instance, is competing heavily to attract experienced foreign captains by offering annual salaries up to $314,000, tax-free.

Don’t Forget the Private Sector

The shortage also poses a threat for private aviation as private and business aviation competes against the big airlines for qualified pilots, and some say private aviation is growing at a faster pace than commercial travel.

“Private aviation relies on the most experienced pilots, who can also offer VIP passengers the personal attention they expect. These pilots have to work flexible hours to meet on-demand schedules. While these coveted pilots have traditionally been among the highest paid, they are now moving to commercial airlines that offer higher salaries and benefits private jet operators can’t match,” says Forbes.

Is There a Solution?

As they seek a solution to the problem and recognize that it must be done quickly, some airlines are planning to expand their in-house training programs. Quantas Airways plans to invest $15 million in a new flying school, while Emirates opened a $135 million flight training academy last year that can train 600 new pilots.

Foreign airlines, such as Thailand’s Bangkok Airways PCL is attacking the problem in much the same way as China, by increasing salaries and benefits and hiring, but that doesn’t address the shortage issue, as it doesn’t add any new pilots into the pool.

Unions see this as an opportunity to ask for better working conditions and higher pay but offer no real solution for the overall shortage.

On a smaller scale, there are people leaving their current jobs every day and hopping on the track to pilot as they see the hiring wave in front of them. The Aircraft Owners and Pilots Association (AOPA) tells the story of three of them—a stay-at-home mom, a corporate pilot, and a flight-school owner—all who have started over in one way or another. Most important to them, rather than pay, as long as it was reasonable, was their quality of life, the predictability, and transparency of the major airlines, and working close to home.

Small But Mighty

J.A. Air Center, based in Aurora, Illinois, is doing their part to be part of the solution to the pilot shortage problem. They offer a world-class career pilot program that puts aspiring aviators into the commercial pilots’ seat in 12 months.

The program puts them onto a career path in a quarter of the time it takes to graduate college. Students are trained using the most modern equipment available and trained and mentored by pilots in the Chicago area.

After graduation, Cadets are guaranteed an interview with Skywest Airlines and an internship with Southern Airways flying as a co-pilot. Cadets will get two weeks of Cessna Caravan training and then be placed at a base in the Southern Airways Express system.

Pilots fly with Southern Airways as paid qualified Captains as well as earning $17,500 in tuition reimbursement.

They may not be able to meet the demand of turning out 87 new, trained pilots each day, but with programs like theirs, and others like them, J.A. Air Center is a part of the solution.

Contact J.A. Air Center today to learn more about becoming a pilot. This opportunity is available to graduating high school students, college students and people wishing to become an airline pilot with little or no experience.

Selling your own aircraft isn’t all it’s cracked up to be. You might think all you have to do is put it on Craigslist and off you go. In reality, it’s like a dance; finding the perfect buyer and matching them up with the perfect aircraft and purchasing experience.

Even if you think you know the value of your aircraft, believe in your sales skills, are comfortable talking with people, and are motivated, chances are you would still be better served by a broker.

Not only would you save tons of time answering phone calls and teaching prospects a million little details they should know, you can sit back knowing an expert has you in his very capable hands and you don’t have to do much more than collect the check.

There are also a few more reasons you might not have considered:

Reason #1: Using a broker will save you money, even after paying the brokerage fee.

You will have an expert aircraft sales team who not only does the market analysis to price your aircraft exactly right; they will also develop the sales campaign, list the sale both domestically and abroad, take calls, educate potential buyers over and over again, follow-up on every lead, and negotiate for you.

Reason #2: We stay up on buyer trends, so you don’t have to.

The market is constantly shifting and what worked last year—sometimes even last month—may not work now. Even more, buyers are more sophisticated and research aircraft differently now than they used to. We know how to reach them.

Reason #3: We will develop a specific, strategic campaign.

We will launch a strategic marketing campaign both domestically and internationally. This will generate the interest to get calls rolling in and convert page views into serious prospects.

Reason #4: Follow-up. Follow-up. Follow-up.

The name of the game is follow-up. Without it, you might as well not bother selling anything at all. About 80 percent of sales are made on the fifth to 12th contact, according to the National Sales Executive Association. After we educate buyers, we actively follow-up with them, and help them put all the pieces in place–escrow, insurance, financing–so they can buy your aircraft.

Reason #5: Buyers are more relaxed with brokers than owners.

Most buyers don’t want to get bogged down in the minutiae and sentimentality that can be attached to an item for sale, especially an expensive item like aircraft. Serious buyers prefer a smooth process that not only helps them decide on what type of aircraft they need, but also has professionals who help them through to the finish line.

Let Us Partner with You

The most important question you can ask yourself is, how much is your time worth and where would that time be best spent? We have no doubts, your time is worth a lot more than broker fees, plus, the earning potential you have elsewhere is well beyond the net profit you’ll make selling your aircraft.

At J.A. Air Center, you can put our expertise and experience to work for you. All you have to do is make a phone call and we can take care of the rest. Contact us today and let’s get started!