european business air news - november 2010

BUSINESS AIR NEWSE U R O P E A N

ISSUE 209 NOVEMBER 2010

Family-owned Executive Aviation Services, which is adding two Citation Bravos to its management and AOC business, says its success is down to a tight-knit staff. Pictured, from left,are Capt Peter Turner, operations director Kirstie Turner and principal first officer James Turner. See full story on page 4.

For details of how to enter, see page 3.For details of how to enter, see page 3.For details of how to enter, see page 3.For details of how to enter, see page 3.

Germany’s Air Alliance issystematically modernising andexpanding its fleet ready for ananticipated upturn in business levels.“We have just added a CitationSovereign and will probably bring asecond one into service soon,” thecompany’s Carolin Schmidt says.

“One of our Learjet 35As,dedicated for ambulance flightmissions, has recently received anextensive overhaul including arefurbished interior, conversion to 2Cengines with better performance andseveral technical upgrades. Theseupgrades include new avionics withsecond FMS Honeywell GNS-XLS andJet Call; FreeFlight Selcal and fullRaisbeck ZR Lite Performance Kitincluding Avcon R/X upgrades.”

The company now intends tosimilarly upgrade its wholeambulance fleet.

Schmidt add: “Even in thesepoor market conditions Air Alliance

invests continuously in safety andupgrades of its fleet in order toprovide the best service possible andto be well prepared for futureincreasing demand.”

Air Alliance currently operatesfour Learjet 35As, a Learjet 55ER, aLearjet 60 and four Piper Cheyennes.It works in cooperation with theUniversity Hospital of Gießen andMarburg, the ‘Marburg NursingTeam’ and the German Red CrossEmergency Services of Central Hesse.

Schmidt adds: “We bring togetherboth aviation and medical expertise.From the moment the patient iscollected from anywhere in the worlduntil the handover at the destinationhospital, highly qualified teamsprovide patients with seamless bed-to-bed medical care”.

The company takes care ofpatients ranging from accidentvictims who require monitoring tocritically ill intensive care patients.The medical care on board of an AirAlliance Medflight is provided by aninterdisciplinary team consisting ofan emergency doctor and anintensive care nurse or paramedic.Special qualifications and severalyears of experience in critical caretransport are a basic requirement.

Schmidt says: “We only useemergency doctors who areexperienced intensive care specialistsfrom the Centre for EmergencyMedicine of the University Hospital ofGießen and Marburg.

“The members of these medicalteams carry out more than 1,500transfers of intensive and critical carepatients every year and thereforehave extensive experience in carryingout all related tasks.”

Air Alliance aircraft are equippedwith the critical care transfer systemof Central Hesse. The equipment,provided in modular containers, canbe flexibly extended and adapted.

Air Alliance modernises fleet as itprepares for business upturn

For details of how to enter, see page 3.

AIr Alliance: ambulance overhaul

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Cessna is celebrating the firstEuropean delivery of a Citation CJ4 to a private owner/operator in the UK.It says EASA certification is nowpending and Cessna plans to makethe first European-registered deliveryof the aircraft type into Germany inthe second quarter of 2011.

The manufacturer says: “The CJ4 isFAA approved for single pilotoperations and shares a commonpilot type rating with the other CJs. Apilot rated to fly any one of the CJs istherefore rated to fly them all.”

The CJ4 has a range of just over2,000nm a top speed of 453 knots anda takeoff roll of 3,130ft at maximumtakeoff weight.

Cessna is finalising the release of a maintenance troubleshootingprogramme for the CJ4. It says: “Theexpert system programme, run from adisk or from the internet, greatlyreduces the time it takes for Citationmaintenance technicians to diagnosethe cause of an alert from the engineindicating and crew alerting systemthrough a simplified, intuitive processbased on the specific EICAS alert.”

Cessna makesfirst EuropeanCJ4 delivery

London Oxford-headquarteredHangar 8 plc intends to raise up to £2million by way of a placing on AIM,the London Stock Exchange’sinternational market for smallergrowing companies. It aims to use themoney to expand its 19-strongmanaged fleet.

The company confirms: “Thedirectors intend that the net proceedsof the placing will be used for workingcapital to fund identified growth,market the business to new aircraftowners and potential chartercustomers, and to invest in staff andequipment to internalise specialistmaintenance of the aircraft managedby the group.”

Dustin Dryden, ceo, says: “We havedeveloped a simple, scalable businessmodel with minimal risk – we are aservice business with no large capitalassets, base costs are typically coveredby contracted management fees andrevenues are tied to hours flownrather than number of passengers.”

He adds: “The very fragmentedcharter market is growing, withbusiness aircraft traffic forecast togrow by five per cent per annum from2011. Hangar8 is perfectly positionedto take full advantage of its growingmarket and to act as a consolidator ofsmaller operations. We are lookingforward to meeting the challenges ofour next phase of growth.”

The group derives income fromboth aircraft owners and third partycharter clients and its fleet includesthe Falcon 2000EX, Challenger 601,Hawker 4000, the Hawker HS125s,Citation XLS, CitationJet and SuperKing Air. Aircraft managed by thegroup are configured to carrybetween five and ten passengers.

Hangar8 points out: “As the groupdoes not own any aircraft itself, it does not carry the risk of high capital investment or depreciation.Hangar8’s strategy is to concentrateon certain aircraft types to obtaineconomies of scale, and to increasethe size of the fleet it manages bothorganically and through the potentialacquisition of other private jetcharter operators with the intentionof being able to provide an aircraft toa charter client at any airport in anyEMEA location within three hours ofan order being confirmed.”

Stock marketplacing funds

growth forHangar8

For details of how to enter, see page 3.For details of how to enter, see page 3.For details of how to enter, see page 3.For details of how to enter, see page 3.For details of how to enter, see page 3.

AirMed claims EFB first in the UK page 3

French fractional offersMustang training page 3

Air Hamburg brings BN2A-21into service page 4

Premium Jet enjoys warm glow of North Pole expedition success page 6

Borajet restructures and adds XRS page 7

SPECIAL FOCUSES

Selling with ease page 8

Norway review page 12

Continued on page 3

Teamwork is secret of success for family firm


Continued on page 7

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NOVEMBER 2010 3EUROPEAN BUSINESS AIR NEWS

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AirMed, the Oxford-based airambulance specialist is claiming a UKfirst after gaining approval for the useof stand-alone electronic flight bags(EFBs). “This is a huge step as wecontinually strive for greater effici-ency within our flight operations,”says Capt Mike Roberson, director offlying. “While we are always looking atnew and innovative ways to improveour operations, we’re most interestedin ways to improve safety. The use ofthe EFBs in our Learjet 35As hasenhanced safety by reducing pilotworkload, ensuring the integrity ofrevisions, and consolidating theworld’s approach plates into one 2lbelectronic notebook.”

AirMed chose the JeppesenJeppview electronic navigation

software to install their DT312 EFBunits. Roberson says: “After manyhours of flight-testing the potentialEFB units, AirMed decided that the

Sumo DT312 unit was the most user-friendly as well as the most durable.Camtech Systems Ltd based inCambridge has provided all of thehardware and is also providing theongoing technical support requiredfor what is now an essential part of theoperations of AirMed.

“Throughout the entire approvalprocess Jeppesen has given invaluable support as we progress the evaluation process for approval onits single crew aircraft.”

Jane Topliss, bdm, says: “AirMedhas managed to attain many firstsduring recent years of its operations.Not only is it the only operator ofLearjet 35As in the UK, but it is alsothe only AOC holder to operate PiperCheyenne II XLs and Piper Cheyenne

IIIAs. All of these aircraft are used forintensive care air ambulance flights aswell as passenger and cargo charterwork. The latest member of our nine-strong fleet is a Learjet 35A whichstarted operating out of the LondonOxford base in April 2010. This was agreat way to start the 25th anniversarycelebrations that AirMed have beenengaged in throughout the year.”

Steven Morgan, Jeppesen’s AirMedaccount manager, says: “This hasbeen a new and exciting project forJeppesen to be involved in. We havealways seen the potential benefits of the electronic software and it isfantastic to see it being integrated into commercial AOC operations,especially in an operation asspecialised as AirMed.”

AirMed claims stand-alone EFB is a UK first to add to its portfolio of innovations

The use of EFBs in AirMed’s Learjet 35As has enhanced safety.

Director of flying, Capt Mike Roberson(right) with chief pilot, Capt Phil Hebdonshowing off the electronic flight bag.

Stock market placing funds growth for Hangar8Continued from page 1

Dryden adds: “By increasing the size of the fleet managed by the group andlocating the aircraft at strategic airports, the directors intend to reduce thetime needed to provide an aircraft to charter customers and owners aroundthe world and leverage efficiency benefits through spreading certain costs,such as crew, over a larger number of operating bases.”

The group’s AOC permits it to provide charter flights worldwide with certain exceptions such as northern Canada, northern Russia and Australia.“At any one time, the group’s fleet of aircraft is typically spread across airportsin the UK, Europe, the former Soviet Union countries and the Middle East,”Dryden says.

“In addition, the group has a US visa waiver agreement with the USDepartment of Justice which enables the group’s customers to fly to the US atshort notice without having to obtain a visa.”

Flymyjets reports that its Mustangfractional offering is gaining businessbecause it appeals to aspiring pilots aswell as cost-conscious businessexecutives and holiday makers.

The French company, launched bycaptain and flight instructor Louis-Antoine Harlé, points out: “Such light jets are used for business tripsbut if they are also chartered for the weekends with the family onboard, the space in the cabin is thenunder pressure. By using one of thepilot seats, the owner frees a seat in the cabin and reduces the overallcost per seat.”

Capt Harlé says: “Many clients,even frequent travellers, have had thedream of piloting since childhood.They may be attracted to businessaviation because they are tired ofpublic transport constraints but many

would rather be in the cockpit than inthe cabin. The Flymyjets philosophy is to enables them to travel in thecabin or to fly the jet right from thefirst flight.”

He adds: “Training is in the heart ofthe Flymyjets appeal. Each owner canopt for a personalised trainingprogramme that is tailored to his or her schedules, commitments andaeronautical experience. The studentpilot can pursue training up to thetype rating certificate to fly solo or optto continue to fly with the instructor.”

Only owners have access to theaircraft based at Toussus-le-Noble, he says, in order to protect the aircraft interior. “An exchange system between co-owners givesaccess to all the fleet and offers amaximum availability.”

Capt Harlé says the Mustang waschosen because of its performanceand reasonable acquisition and lowoperating costs. “The Mustang doesnot disappoint our clients in anyrespect whether they are seeking abusiness tool or recreational vehicle.”

One owner, who had to abandonhis ambition to be an airline pilot,says Flymyjets taught him IFR andhelp him gain his multi-engine ratingand Mustang type rating.

French fractional offers Mustangtraining to attract owner clients

Training is part of the Flymyjets appeal.

The UK’s Avon Fire and Rescue mayadd a helicopter to its fleet to enhanceresponse and efficiency in and aroundits South Gloucestershire catchmentarea. The service says: “The helicopterwould transport specialist equipmentand firefighters to incidents such asroad accidents and chemical spills.

“Using a helicopter could createquicker response times than thecurrent four rescue tenders used bythe service.”

Rescue tenders were called to 818road traffic accidents and nearly 800other incidents last year and theservice is conducting a feasibilitystudy to assess the viability of airsupport. “Presented with a difficulteconomic climate where our spendingis scrutinised more than ever before,the study reflects our need to explorehow we can best deliver our services,as cost effectively as possible.

“This study goes beyond the toysfor boys mentality and could provideus with an innovative, realistic way tomove specialist equipment andfirefighters quickly to incidents,depending on the nature of the call,”the service says.

Initial feedback suggests it wouldcosts £800,000 a year to run ahelicopter 24-7 including piloting,fuel and maintenance. “It could alsobe shared with other fire and rescueservices to cut down costs,” the Avonservice says.

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Air Hamburg, whose international aircharter profile has been raised byfashion and music events, hasbrought a BN2A-21 into service.

The German operator alsooperates two XLS+, two CitationBravos, two CJ1s and a King Air 200and is bringing a CJ3 on stream(order reported in EBAN September2010). Capt Alexander Lipsky, md,says: “The company has enjoyed anumber of high profile events andcharters but we take greatsatisfaction from the underlyingtrend of increasing business fromnew and established clients.”

The American band Metallicaused Air Hamburg for its 2010 tour.Lipsky and first officer Daniel Buron picked up the band leaderJames Hetfield at his summerresidence on Crete.

Together with the flight attendantManuela Witt, they flew the leadsinger to his band colleagues for atour that encompassed Bucharest,Sofia and Athens. “The tour was ahuge success,” Lipsky says.

Air Hamburg also co-sponsored afashion show at the city’s airport thatincluded model Heidi Klum and1,000 guests who enjoyed a visit tothe runway. The Marc Anthony

fashion show featured models fromthe Germany’s Next Top Model showand Air Hamburg trolleys providedrefreshments to guests.

Lipsky says of the BN2A-21

acquisition: “We already had one BNIslander for observation flights withbiologists flying over the North Seaand Baltic Sea. These experts arechecking the numbers of birds and

whales to analyse the effects of theoffshore wind fields. We need thistype of aircraft due to the STOLcharacteristics for our flights toHelgoland which has extremely shortrunways. Since this summer ourflights, demand was such that weneeded to double capacity with asecond Islander.”

Air Hamburg raised €18,500 forthe Phönikks Foundation whichhelps children and families sufferingfrom cancer with a charity fund-raising drive at CaféHimmelsschreiber adjacent toHamburg’s GAT.

Air Hamburg fashions rising international businesslevels as it brings BN2A-21 into service

The Phönikks Foundation fund-raising event.

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Family-owned and run ExecutiveAviation Services (see photo page 1)has added a further two CitationBravos to its management and AOCbusiness bringing its fleet to 12.Chairman and head of training,Captain Peter Turner says: “Thesuccess of EAS is greatly assisted bythe tight-knit staff. They have all been with us for many years and work well as a team. That’s a veryessential ingredient for a 24-7operation such as ours.”

The day-to-day management ofthe operation is controlled bydaughter Kirstie Turner. Son James isthe company’s senior co-pilot andwife Linda a director and thecompany secretary. Capt Ken Wilsonis the chief pilot who runs theadministration of the flying. Other keypersonnel are deputy chief pilot andtraining administrator Peter Hamlet,deputy operations manager LavinaHolmes and bdm Kyle Millar.

Capt Turner says: “The majority ofour fleet are under our directmanagement with the remainderbeing managed by Dragonfly AirCharter at Cardiff and Catreus in theLondon area. However all operations

are overseen and strictly controlled byour staff at our head office atGloucestershire airport.”

In addition to the charter andmanagement aspect, EAS operates asa consultant and is a JAA approvedTRTO for the Cessna 500/550/560series. Cap Turner senior, as head oftraining, is a type rating instructor and examiner and conducts themajority of tests.

EAS was formed in 1986 operatingan HS125 series 1B and CessnaCitation I out of Staverton – nowrenamed Gloucestershire airport. Thefleet slowly expanded over the yearsand now stands at an XLS, an XL, fourBravos, a Beech King Air 350, twoBeech King Air 200s and a Britten-

Norman Islander on private duties.“Other additions to the fleet are beingconsidered,” says Capt Turner. “Thecompany has just had its busiestquarter ever and I see bright futurebusiness prospects.”

Capt Turner took up flying almost50 years ago when he was 14 and willcontinue to fly the line until his 65thbirthday in less than 15 months. “Thechange will take some getting usedto,” he says.

He first started gliding with the aircadets. At this point he was awardedan RAF flying scholarship and socompleted his PPL. Capt Turner laterhelped to set up the Achilles School ofFlying at Weston-Super-Mare, gainedhis flying instructors rating, becomingmanager and chief flying instructor ofthe school at the age of 21.

After gaining his CPL he flewNavajos and Aztecs single crewaround Europe for Bristol Air Taxis.The Colt Car Company (nowMitsubishi Motors) asked him to setup their executive flying operationwhich quickly grew to a charter andmaintenance operation called ColtAviation and Capt Turner waspromoted to aviation director.


Peter and James Turner are part of atight-knit team.

London Stansted-based TitanAirways is bringing a Legacy 650 intoservice as it fine tunes a new brand toemphasise a growing focus on thecorporate aviation market.

“We expect to benefit in themarketplace from being the firstoperator in the UK to accept deliveryof this large cabin, transatlantic-capable twinjet,” says ceo GeneWillson. “Titan will manage crew andoperate third party charter flights onbehalf of its private owner.”

Willson says the Legacy 650 will bebased at Stansted at the Inflite FBO. Itwill complement Titan’s King Air 350and its 44-seat vip Boeing 737-300which will operate under the newTitan Airways Executive brand.

Willson says the 650 was chosenbecause it offers sophisticatedHoneywell avionics and a new Primus Elite flight deck. He adds: “Itboasts a range of 3,900nm with four passengers, or 3,800nm witheight passengers.”

Commercial director AlastairKiernan says: “This aircraft is going tobe a star in our fleet for corporate andleisure groups alike. Like our otheraircraft it will be available for shortnotice, rapid response charter.”

Titan Airwaysboosts corporatecharter capability

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Premium Jet enjoys the warm glow ofNorth Pole expedition success

Management and staff at Zurich-headquarteredPremium Jet, which waschosen to support a cameracrew working its way to theNorth Pole, is looking forwardto seeing the resultingtelevision series.

The broadcast with thetitle Im Tiefflug zum Nordpol– Europas eiskalter Norden(low-level flight to the NorthPole – Europe’s ice-coldnorth) will be shown in fourepisodes from 27 Decemberon MDR TV in Germany.

“We dispatched the CessnaCaravan for the expedition,”says ceo Peter Hartmann.“This unusual taskdemonstrates Premium Jet’sability to operate in areaswhich can have the harshestweather conditions, be it for atop end business jet or justsuch an expedition aircraft.”

The tour started inSeptember at Leipzig,Germany and took inGreenland with Aasiat,Upernavik, Danmarkshavnand Station Nord amongplaces filmed.

Other parts of the planneditinerary include Ny Alesund,Longyearbyen, Nordkyn,Kautokeino, Lofoten,Tromsoe and Jan Mayen inNorway, Hvammstangi inIsland and Vágar on the FaroeIslands, returning toGermany in November.

Premium Jet, launchedmore than seven years agomanages a fleet of 15 aircraftincluding Gulfstreams,Falcons, Challengers, Learjetsand Citations. “Our diversefleet of light, medium andheavy jets is based in Europe,the CIS, the Middle East, FarEast and Africa,” saysHartmann.

Sales director, MarcelWepfer says that demand for aircraft managementpackages is rising withnegotiations to add newaircraft for charter andprivate use. “The secret is tooffer a broad range of cust-omised bespoke packages to meet the individualrequirements of each client.These packages range fromspecific services to acomplete asset managementarrangement.”

Premium Jet: Working on the ground.

Views from the air.

Steven ten Bruggenkate isworking to achieve twoambitions – to earn captainstatus and regain the Dutch clay pigeon shootingchampionship title. TheJetNetherlands first officer andthree times national shootingchampion became interestedin aviation as a child. “Ourneighbour owned severalsmall aircraft,” he explains,“and we were often invited tofly with him from Holland’sLelystad airport.”

He adds: “My ambition is tobecome a captain as soon aspossible and maybe fly a largeraircraft such as the Falcon.”Ten Bruggenkate’s father is amember of the shooting clubin The Hague. “As a child Ialways used to join him at theshooting range. Because of thebig recoil, I had to wait until Iwas a bit older before I couldhandle the shotgun. I wasallowed to shoot my first claypigeons at 13 and that was themoment I became hooked onthis fantastic sport.”

He says: “Private aviation isa demanding career butJetNetherlands supports me as

much as possible to find thefree time to train and entercompetitions. However workcomes first and it is the natureof the business that manyflights come in at the very lastmoment. This makes it verydifficult to find the time fortraining and the shootingcompetitions. Because of this,I am unfortunately no longer amember of the Dutch nationalshooting team but I am stilltrying to compete as anamateur competitor in theprofessional shooting world.”

At the age of 14 he was introduced to the Dutch National shootingcoach Nella Heemskerk and started training with her at the shooting range inAmsterdam. A year later heentered the Dutch National

team as a junior. In that sameyear, aged 15, he became theDutch National Champion forthe first time.

“It was a great time,” tenBruggenkate recalls. “I shot ina great many internationalcompetitions including worldcups, world championshipsand European championships.I achieved my highest rankingin the top 10 of Europe.”

Ten Bruggenkate, whospeaks Dutch, English andGerman, became a junior first officer at JetNetherlandsapproaching five years ago after he successfullycompleted training atMartinair Flight Academy. “Istarted on the C525 and afterabout two years I made thestep up to the Citation XLS.The work experience has beenfantastic. I have been to themost remote airfields you canthink of and I really like thecombination of flying andproviding customer service.”

In June 2006 he becamesenior first officer on the C560XLS and has logged more than1,200 with 245 hours as pilot in command.

JetNetherlands pilot targets new championship performances

– in the air and on the ground

Ten Bruggenkate: on target.

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Borajet has moved into its new hangar at Atatürk International and restructured with new andexperienced staff as it brings a Global Express XRS into service.Kadir Peker, gm, says: “The XRSaddresses the shortage of extendedlong range aircraft in Turkey andneighbouring countries. Borajet ismaking extensive investment in itsfleet and the XRS brings a newdimension to our established fleet offour ATR 72-500s.”

Peker says a prime aim is toperform low-cost regional operationsand to reach all income groups. “We will provide a well-planned flight network which covers routesnot previously serviced while offering reasonable and affordablefares,” he pledges.

Borajet, he says, will raise itsprofile as a feeder airline for largeoperators. “The XRS will have a longdistance focus.”

Peker continues: “Separately, we will reinforce our appeal as aregional airline but we also aim tohelp eliminate the difficulties posedby the extremely long road trips

due to the peculiar geographicalconditions of our country and itsneighbours.”

“This will involve adding to thefleet and interconnecting all cities

and towns that are suitable for air transport. We have recruited top level management and staff toensure adherence to the highestsafety standards.”

Borajet restructures and brings XRS into service

Borajet: Long haul ambitions.

Capt Tim Watts, manager of GamaAviation’s Learjet fleet, is swapping theflight deck for retirement after 21years’ service with the Farnborough-based business aviation company.

He made his last flight on a Lear 45from Geneva to be greeted withcongratulations from Farnboroughairport air traffic controllers, water cannons on arrival, and asurprise champagne reception atGama’s offices. “I was just thinking, I wonder if the boss knows it’s my last flight,” says Watts. “I wascompletely overwhelmed.”

Watts, who previously ran his owndouble glazing company, caught theaviation bug late. He learned to fly atFairoaks airport in Chobham whereGama has its roots and acquired hisown aircraft, a Piper Cherokee.

After becoming a flight instructorhe joined Gama to fly the Super KingAir in 1989. He has only ever flowncommercially for Gama and quicklybecame an integral part of the team.“It’s the end of an era,” says PaulCremer, Gama’s commercial manager.“It’s always sad to say goodbye to an individual who has been sodedicated to the company, but we allwish him well in his retirement.”

Watts is looking forward tospending time with his wife at his newhome in Murcia, Spain, and enjoyinglots of swimming. “I really lovedflying with Gama. Every day wasvaried and I flew some veryinteresting clients but the highlightwas the annual flight for the aviationcharity fly2Help and seeing thosedelighted children’s faces. I was madeto feel very much part of the Gamafamily and I have huge admiration forGama Aviation, the team and terrificcompany they have created.”

Gama, founded in 1983 in the UKby two commercial pilots, MarwanKhalek and Stephen Wright, employsover 300 staff at bases in Europe,North America and the Middle Eastand operates more than 75 businessjet aircraft.

Retiring Learjetcaptain heads

to Spain

Watts: retiring to sunny Spain.

Air Alliance modernises fleet as itprepares for business upturn

continued from page 1

“This equipment, which can beinstalled within the shortest of time frames, is standard in ground-based professional critical caretransfer. It ranges from defibrillatorsand high-quality ventilators totransport incubators for the smallestof air passengers. If necessary, new equipment can be added,”Schmidt adds.

The company, launched morethan 10 years ago, which also has its own in-house maintenanceoperation, annually carries out morethan 1,500 transfers of intensive andcritical care patients.

Seawings readies online bookings

Seawings, the only seaplane touroperator in the UAE, is launching anew website with online booking for aerial excursions over famouslandmarks such as the Burj Al Arab,Burj Khalifa, Palm Jumeirah, WorldIslands and the Dubai Creek.


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It’s a tough market, but well prepared aircraft and owners can still find a buyer

Honesty is the best policy whenselling pre-owned aircraft in thebusiness aviation sector, according tobrokers. Sellers should provide fullinformation up front in theknowledge that serious potentialbuyers will almost invariably conducta rigorous selection procedure.

The aircraft should be in goodcondition with a sale contract,complete documentation andexcellent pictures because it savestime and money for all partiesinvolved when the seller discloses allrelevant facts instead of justhighlighting the positive aspects.

Charter operators andmanagement companies, brokers,experienced owners and serviceproviders all confirm that the sellermust be realistic about the value oftheir aircraft. The price must be basedon up-to-date, accurate and qualityresearch of the marketplace.

Tax efficiency is also becoming anincreasingly important factor inbuying and selling aircraft and EBAN,in its December issue, will examinethe issues involved in registeringaircraft with offshore authorities.

WHAT AIRCRAFT MANAGEMENTCOMPANIES REPORT

Pre-owned offerings mustcompare favourably with

new aircraft pricesCaly Roberts of the Private JetCompany based in the Isle of Man

points out that sellers of pre-ownedaircraft must compete with what’savailable new. Serious buyers willalmost invariably compare what isavailable in both markets.

She says: “There are some greatdeals to be found in the pre-ownedaircraft market but it is imperativethat the client has a representativewho understands the complexity ofrequirements. These include thecorrect aircraft equipment, warranty

SPECIAL FOCUS – SELLING YOUR AIRCRAFT WITH EASE

programmes, maintenance records,full service history and ‘no damage’reports. This list is very long andlaborious and needs the input of aspecialist aircraft buyer.”

Sellers have to put themselves inthe shoes of the potential buyer.Roberts says: “The purchaser mayquite often have a type of aircraft inmind or have been recommended anaircraft because it is a ‘good deal.’However, what seems to be a bargain

at first glance may turn out to be amuch less cost-effective asset in the future as the buyers examineswhat is on offer.

“Serious purchasers recognise it isextremely important to identify thecorrect aircraft for their usualmissions and payloads. Goodadvisers implement a thorough fact-finding exercise and come up withthe best aircraft. This fact-find wouldanalyse a whole host of items.”

She points out: “The seller shouldbe aware that there are currentlysome fantastic deals out there for newpurchase aircraft. We have verystrong relationships with themanufacturers – in most cases we can provide enormous financialincentives for the clients acquiringaircraft. Our ideal scenario would beto buy a new aircraft to operate fortwo years (under full warranty) thensell it on, starting the process again.This has meant that, even in thecurrent economic climate, all ouraircraft are doing well financially.”

Sellers of pre-owned aircraft,therefore, must compete with thefinancial incentives buyers cancommand when acquiring new.

Roberts says: “Both new and usedaircraft must be test flown anddelivered. Once the purchase iscomplete some aircraft requireimportation and registration.” Shesays it is important for buyers andsellers to appreciate tax efficiency.

Some of the benefits for buyingand selling aircraft offshore injurisdictions such as the Isle of Maninclude a favourable taxation regimedesigned to encourage business,neutral nationality registration prefix,absence of insurance premium taxand secure mortgage register.

Other issues include having arelevant time zone and a jurisdictionoffering Standard & Poor’s andMoody’s AAA rating.

Roberts says: “Aircraft acquisitionscan be complex and multi-faceted.

More modern aircraft have always been easier to sell. For example, the average time-on-the-market of the sixty Phenoms currently for sale (according to Jetnet statistics) is just 269 days. This example is being offered by Business Air International.


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The main priority for the seller is toensure that all the intricacies aretaken care of so the buyer stays withthe process.”

The aircraft is only worthwhat a buyer will pay

Sellers need to appreciate that theaircraft is only worth what a buyer isprepared to pay in the light of asaturated and fast-changing globalmarketplace.

George Galanopoulos, md ofLondon Executive Aviation (LEA),points out: “The market for pre-owned business aircraft is floodedright now. Two or three years ago, anyused business jet would sell easilyand the owner only needed to makeminimal effort to secure a sale. Now,however, if you want to sell youraircraft, you need to prioritise basicconcerns like smart presentation.Good-looking aircraft willundoubtedly sell more easily thanpoorly-presented ones, but wewouldn’t advise owners to undertakeinterior refurbishments to try to raisethe price of the aircraft. After all, thechances that an owner’s taste ininteriors will be the same as thebuyer’s taste are very slim.”

Galanopoulos highlights theimportance of ensuring that aircraftmaintenance records are complete.“If there has been an incident, behonest about any damage that mayhave occurred. The pre-purchaseinspection will certainly expose anyattempts you make to hide previousdamage, and your chances of sellingthat particular jet to that particularbuyer will clearly then become nil.Your reputation might also beharmed by word-of-mouth.”

For an understanding of currentmarket prices, Galanopoulos advisesowners to look at ‘Aircraft BlueBook’or ‘Vref’ industry guides used byfinance companies, but warns thatpre-owned aircraft valuation is

nonetheless an imprecise science.“You can look at the past sales historyof an aircraft type as an indication ofmarket prices but, in the end, anaircraft is worth what someone isprepared to pay. You need to berealistic that prices in a floodedmarket will be low. Ultimately, theprice you choose to set, and accept,may simply depend on how eager youare to sell.”

In such a complex and fluctuatingarena as aircraft sales and valuations,Galanopoulos notes: “To achieve thebest possible price, you should takethe advice of a broker who

understands the increasingly globalnature of the aircraft marketplace. Aslittle as five years ago, 80 per cent ofaircraft sales transactions werecompleted in the US. Thatdominance no longer exists.

“If you want to find the best pricefor your aircraft you need to workwith a broker who follows theemerging markets, including Russia,the Middle East and the Asia-Pacificregion, that are now competing with the US and Europe for usedaircraft sales.”

But he notes: “Of course, if you arelooking to sell in Europe, an aircraftthat is already registered in Europewill be easier to sell, at a higher price,than a US-registered aircraft.”

Galanopoulos points out that rulesfor UK value added tax (VAT) onaircraft sales are changing on 1January 2011. From that date, thezero-rating will only apply to “aircraftoperated for reward primarily oninternational routes.”

He notes: “Owners will realise it is a lot more financially viable toadd aircraft to an AOC rather than trying to operate the jet privately themselves.”

Sellers, therefore, have to take intoaccount whether the aircraft is adesirable addition to a charter fleet.

Simple steps can ease theprocess, but avoid adding

personal touchesOcean Sky’s aircraft management mdAndrew Hughes stronglyrecommends an organised,streamlined sales strategy. “Resist thetemptation to work with multiplebrokers or agents,” he advises. “Doingso can cause confusion andfrustration in the market, as potentialbuyers see the same aircraft beingpushed from different angles. Havingchosen a sales organisation, makesure you agree the terms and

conditions in advance.”Certain simple steps, says Hughes,

can really help potential buyers makean initial assessment of the aircraft.“Prepare a detailed specificationsheet and provide professionalphotographs, showing the aircraft toits best advantage.”

Presentation matters but Hugheswarns that personal touches can be amistake. “Make sure the interior isclean and tidy but don’t be tempted tospend money on refurbishment.Buyers will see more appeal inmodifying aircraft to their own tastesand specifications. Similarly, theexterior should be clean, of course,but think twice before making any

This is one of over 60 Hawker 800XPs currently for sale, from a world fleet of 425, and is offered by JetFlight Ltd. It now resides on the Isle of Man register havingtransferred from the Bermudan. Look out for our feature on ‘offshore’ registries in theDecember issue of EBAN.

Oliver Stone: education and expectations

1. Be governed by the market rateon price

2. Provide full information up front

3. Persuade potential buyers toinspect the aircraft at your homebase

3. Ensure comprehensiveadvertising

4. Reply to all bids with at least acounter offer

5. Work out what is an acceptableoffer

6. Put emotion to one side andfocus on offering a good practicaldeal

7. Give way on minor points

8. Keep up-to-date on inventoriesand prices for similar aircraft

9. Treat the buyer with respect

10. Make the purchase as easy aspossible

11. Take advice on tax efficiency

12. Eliminate time wasters and‘window shoppers’

13. Target the aircraft at buyers withthe relevant payload andoperational requirements

14. Prices of pre-owned aircraft mustbe competitive with what's beingoffered new by manufacturers

15. Peruse and absorb information inindustry guides

16. If the aircraft is not enrolled in amaintenance programme obtain‘buy in’ quotes

17. Be aware of marketing drives bymanufacturers that might temptbuyers to opt for new rather thanpre-owned aircraft

18. Evaluate whether the aircraft-for-sale will be perceived as adesirable addition to a charterfleet

19.The seller must offer a deal – andappreciate that the best deal wins

Imperatives that can help toclinch that purchase

Continued on following page


modifications to the appearance. Ifthe aircraft needs new paint, forexample, then simply reflect this factin the price – leave the buyer with theoption to paint the aircraft in thescheme of their choosing.”

He adds: “One final point onmaintenance: if the aircraft is notenrolled in any maintenanceprogrammes, it may be worthobtaining buy-in quotes from severalproviders. That information will helpthe buyer understand all the long-term cost factors whenconsidering your jet against otheraircraft on the market.”

Hughes confirms that ownersseeking to sell need to be realisticabout the value of their aircraft andkeep up-to-date with the currentmarketplace conditions. “Work outthe parameters. What is a reasonableasking price? What’s an acceptableoffer?,” he adds.

Ocean Sky also underlines thepoint made by The Private JetCompany that sellers of pre-ownedaircraft are competing with theattractions of buying new andmanufacturer marketing strategies.

The Lineage 1000 was showcasedat the Ocean Sky Jet Centre at LondonLuton for two days in late September.The aircraft was shown to a series ofpotential customers, in a busyschedule that included both on-the-ground demonstrations anddemonstration flights. The sales driveharnessed Jet Centre’s FBO services.The stop was part the demonstratoraircraft’s global tour.

Sellers of pre-owned aircraft have to compete not only with

what is available new but thesophisticated marketing campaignsof manufacturers.

WHAT THE AIRCRAFT BROKERS ADVISE

Disclose all the facts andsave time and money

The aircraft should be in goodcondition with a sale contract,complete documentation andexcellent pictures, according toaircraft broker Klaus Kuehl, owner ofK-aircraft Jets & Props. “It saves timeand money for all parties involvedwhen the seller discloses all relevantfacts instead of just highlighting the positive aspects.”

He advises: “Don’t show only the

well-preserved rear seats when youtake pictures – also take photos of theinterior and panel in such highresolution that the potential buyercan read the inscription on thepanel.” K-aircraft provides 360°panorama pictures.

The seller needs to check theAircraft BlueBook and investigate theprices of similar aircraft for sale.“Contracts are invariably attuned toprevailing aircraft prices,” Kuehl says.“The owner can minimise liability byselling the aircraft as seen re-checking all the information availableabout the place of jurisdiction.”

Payment usually takes place inadvance into an escrow account.Another tip is to persuade potentialbuyers to inspect the aircraft on the

seller’s home base. “Otherwise it canhappen that you fly thousands ofmiles and you still have not sold youraircraft,” Kuehl warns.

More than 80 per cent of pre-owned aircraft sold in the businessaviation sector involve a broker.Much of the secret of success inpreparing an aircraft for sale involveschoosing the right one and providingall the information required.

Comprehensive marketing iscritical. Tim Barber, md of JetBrokersEurope, says: “Make sure that theaircraft will be constantly advertisedon the principal listing websites andservices, as well as print media. Social media increasingly has a role toplay in aircraft sales and the chosenbroker should be active in this area.The broker should have a goodnetwork, a strong team andtransatlantic representation tomaximise sales coverage.”

The company’s president JohnMerry adds: “Be realistic on the price– this is the most important point. Ifyour expectation is 25 per cent abovewhat your broker is suggesting makean agreement based on theunderstanding that if there is nointerest at your desired price you willmove downwards fairly swiftly. Thereare still far too many aircraftadvertised at prices that are out ofsync with the market.”

Barber says that sellers have tomarket to individuals looking for thebest aircraft at competitive prices and corporate jet operators max-imising the opportunity to expandtheir fleets with pre-owned businessaircraft prices lower than they havebeen in years.

He reports an increase in activitysince the beginning of 2010 and iscautiously optimistic about thebusiness aviation market for pre-owned aircraft as the sector recoversfrom the global economic downturn.

“Pre-owned aircraft remain asensible proposition for those lookingfor a deal, just as white tails offer gooddeals for those with buying power,”Barber says. The weaker Euro hasresulted in a general increase inprices for sellers as aircraft aregenerally traded in US dollars.

“There is a gradual improvementand increased market interest inEurope. Clients interested in the midto heavy jets are on the increase and a

rise in interest coupled with reducedinventory reflects this movement,” hereports. “While conditions are stilltough, improvement is expected overthe next 12 months with Europeseeing more movement across therange of jets than the US.”

Barber warns: “We have seen areturn of buyers to the market butmost are looking for a bargain andwill hold out for a purchase. Dealscontinue to fall through because ofunnecessary haggling, sometimesover the most minor issues. Inventoryremains high as buyers are unwillingor unable to take on extra debt andrisk so it remains a challenging andexciting time.”

The pricing game that often obscures the actual

value of the aircraftTim Blockley, md PremiAir Global,points out that one of the majorchallenges owners and brokers havefaced in the last two years has beenhow to price aircraft in what has beena very weak market.

“So many aircraft are tagged at‘make offer’ it proves very difficult toknow where the market price lies forcertain aircraft. BlueBook offers aguide but often we’ve seen real worldselling prices to be very different andoften not in the direction the ownerwould like. At the other end of thespectrum we see aircraft advertised attotally unrealistic prices and they justlanguish on the market, not attractingany significant interest. Stimulatinginterest in an aircraft and then beingrealistic with negotiations is essentialto making a sale in a market whichremains full of choice for thecomparatively small number ofbuyers out there.”

Blockley says sellers and theirprofessional advisers must take adetailed and pro-active approach toselling an aircraft utilising clientnetworks, industry partnerships anddatabases to specifically targetpotential buyers.

All leads need to be followed up,prospective buyers checked out, andviewings and inspections arranged.“The processing of contractual detailsthrough to closing needs to bemeticulous,” Blockley adds.

Do not allow emotionalattachments to cloud

your judgementOliver Stone, executive director ofBusiness Air International (BAI),says the two single greatest influenceson a speedy and successful sale areeducation and expectations. He says:“These are far more important than other ingredients, whether theyare photos, advertising, orconnections – knowing comparablesales prices as opposed to askingprice. Sellers need to keep a firm holdon the understanding that they areselling an asset with volatile pricemovement rather than a beloved partof one’s life.”

Enter into the process withdetailed, exact knowledge of what hastraded, and at what levels, Stoneadvises. “Comparable sales are theonly true way to figure out whatpricing the market will bear. Alwaysask yourself and your team to updatethe comparables as much as possible.Keep abreast of the number oftransactions occurring each monthand readjust accordingly. Try as muchas possible to forget that this is youraircraft with all the memoriesassociated with it. The buyers outthere do not share your fondness.”

BAI advises sellers to keep a keeneye on the inventory levels of similartypes of aircraft as well as the specificmake that is for sale. “Aircraft marketsare very pure supply and demandcurves, and small increases in supplycan have great impacts upon pricing,”it warns. “An increase in supply in asimilar size, but different type,

Continued from preceding page

Piaggio Avanti D-IXIE is currently being offered for sale by broker Plane Sayling Aviation. Only around one in seven Avantis arecurrently on the market, and so they tend to sell more quickly than the average turboprop.

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aircraft will affect the pricing on thatmarket and may drive buyers to thattype rather than yours.”

Sellers cannot expect buyers totake into consideration the price paidfor the aircraft.

Stone says: “The marketplace doesnot care about the money you willmake or lose when selling youraircraft. Prices are well known andlargely commoditised. If you are notpriced at the market’s level, you willnot sell. Think of aircraft markets likea much smaller and unregulatedstock market. If shares of a companyare trading for €30 no one will buyyour shares for €45 because that iswhat you paid. At the same time, ifyou price your share at €15 you willattract a good number of buyers andsell quickly.”

Stone warns: “The effort requiredto push deals through is twice what itused to be. It takes a huge amount oftime and focus to not only findsomeone interested in buying anaircraft but an equally large amountof effort to keep them focused onyour transaction to see it through.Deals are becoming more and morecomplex, sometimes with largenumbers of different partiesinvolved.” These include lawyers, tax accountants, engineers,maintenance facilities, customsagents, aviation authorities and flightcrew. “All of these have to be of thesame mindset and same agenda asthe buyer and seller in order to close.Only one has to dissent in order forthe transaction to fail.”

BAI warns that many onlinelistings may not be aircraft that arelegitimately for sale. “For a number ofreasons, people post very high prices, leave aircraft advertised thathave long since been sold or are nolonger available, or were never forsale, online,” Stone says. “Thesepostings do not matter. The only trueindicator of value is the actual sellingprice, a number that is oftenmaterially different than the askingprice posted online.”

Maintenance keeps an aircraftairworthy but only the rarest of casessuch as engine overhauls add value.“Extensive maintenance will help theaircraft sell faster but having anairworthy aircraft is an implied partof the sale,” Stone points out.

Similarly, the latest avionics or anew interior will aid a faster sale andmay recoup the money invested but any increase in selling price maybe modest.

Stone says: “We see a trend of themajority of buyers purchasing theeasiest deal. People are buying anaircraft as it is supposed to make their life more convenient, moreenjoyable, and to save time. They willdo what they can to avoid theheadache that projects often entail. Itis therefore incumbent upon theseller to offer an easy deal and

incorporate into the offering a way toremove the headache.”

The seller needs to treat the buyerwith respect. Stone points out: “Itpays to remember that, as a currentaircraft owner, you fit the mould ofthe prospects you are selling to. Theyare as successful, hard negotiatingand as intelligent as you are.Approach this as if you are selling adeal and in the knowledge that thebest deal wins.”

The final tip is to make a responseto every offer received, even thoseregarded as derisory. BAI points out:“Real buyers are sparse these days; donot dismiss one when the cost of acounter offer is effectively zero. A lowoffer may not signal a lack of intent,but more a fear of leaving money onthe table. It is not a personal insultbut an offer to buy an aircraft: treat itaccordingly.”

WHAT THE EXPERTS AND SERVICEPROVIDERS REPORT

The safety and security ofthe transaction can make or

break a saleIn the current market deals cancollapse for the simplest of reasonswhich may leave finances anddocumentation vulnerable, hence theincreased usage of escrow services,according to Geoff Gates, md, Gatesand Partners. He points out: ”One ofthe key elements in the sale orpurchase of any aircraft is the

swapping of documentation andmonies between buyer and seller.Specifically the buyer pays a depositto hold the aircraft and the balance of

the purchase price is paid on closing.At the same time the seller providesdocuments of title to the aircraft andsigns the bill of sale transferring titleto the buyer.”

Gates says: “With the develop-ment of the Asian market’spurchasing power, business aviationhas seen growth in purchases fromthe East. The amounts involved canbe of significant value, and ofteninvolve cash in a variety of currenciesbeing transferred.”

Traditionally, US escrowcompanies have been the mainresource for those seeking assurancein these circumstances but the UKbased Securus Escrow is now among

those in Europe to offer the Europeanand Asian markets an option to workwithin more sympathetic time zones.It works with Gates and Partners andpoints out the advantages of buyersand sellers carrying out their aircraftpurchases and sales within Europeanand Asian banking hours.

Gates says: “A deal might haveparties based in the US, UK andSwitzerland and a requirement tooperate within UK business hourswith individual client accounts heldwith a triple A rated bank. The partiesinvolved need to be sure that theirmoney is safe while lawyers completethe transaction. The process also

Trevor Whetter of Chameleon Products believes the seller must deliver a good product.

Mach Aviation Services Ltd saysit has become heavily involved inthe past year with the bank andfinance community in Ireland,following aircraft repossessionsinvolving makes ranging from theBell 407 to the Hawker 800XP.

“There are specific actions thatshould be taken in terms ofmaintenance, efficient storageand making an aircraft attractiveto potential buyers through targetpricing and comprehensivemarketing,” says the company’sRobbie Merrigan.

Makingrepossessions more saleable


Hesnes finds that a wide but bespoke range of offerings are key to its success.


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Norwegian operators such as Airlift,Hesnes Air, BlueWay AS, Blom andBenair have built a reputation forgetting difficult jobs done on time.Resourcefulness continues to bringthem both new and repeat businessin harsh operating conditions,despite difficulties exacerbated byeconomic recession.

Norway depends on helicopterexpertise to install and maintaininfrastructure and run essentialservices but its operators also bring invaluable business from abroad.

Airlift, whose helicopter fleetperforms diverse missions in one ofEurope’s most difficult climates, hasbeen awarded a recent contract ashelicopter operator for theNorwegian Polar Institute. Benair, incooperation with a French partner, iscertifying a Caravan equipped foraerial surveillance and reportspromising feedback from potentialclients while Blom and BlueWaycontinue to win contracts abroad.

Airlift confirms: “Our helicopterservice will be utilised for scientificexpeditions in the Svalbardarchipelago.” The company, which isalso the Norwegian government’s SARcontractor, adds: “Svalbard has 23nature reserves and is a breedingground for many seabirds as well asbeing a habitat for polar bears andreindeer. The conditions arechallenging as some 60 per cent of thearchipelago is glacier and the islandsfeature many mountains and fjords.”

Heavy liftingAirlift, established in 1986 andheadquartered at Foerde in Sogn ogFjordane, maintains a fleet of around17 helicopters. It operates the AS332Ctwin with the ability to carry 17passengers and heavy lift capability forloads up to 4,000kg, both VFR and IFR.This is complemented by the AS350 B2which Air Lift points out is well suitedto carrying five passengers and goodloads and has a cruising speed of 120knots. Airlift operates the AS350 and abespoke version of the AS332 L1. “Thisis specially equipped for all-weatherSAR in northern regions,” thecompany says. It has IFR/VFR, auto-hover, de-icing, night vision goggles,infra-red camera, radar, electronic

charts with position display, winch,HIFR and Iridium satellite telephone.The fleet is rounded off by the twinengine SA365 N2.

The company’s main area ofoperations spans southern Norwayand the Arctic region and targets thedomestic market in northern Europe,rescue operations and heavy lifting.

Airlift says: “Cabin construction isone of the most interesting sectors.The helicopter is the most efficient,environmentally friendly and often cheapest method fortransporting cabin buildingmaterials. They can carry any cargoand place it directly at the requiredlocation. With good planning, theneed to transport additional materiallater can be reduced to a minimum.Turf can be placed directly on roofs,sections and roof frames can beassembled in place.”

The company says the mostfrequently used helicopters, equippedwith webbing nets and bags, carryloads of between 800kg and 1,000kg.

Despite the global economicrecession, Airlift reports a gooddemand for tourist flights andpassenger transport for groupsbetween five and 17. “Many peoplewant to enjoy a helicopter flight overthe beautiful countryside of westernNorway which provides a birds-eyeview of the mountains, glaciers andfjords,” Airlift says. “We obtain therequired landing permission frommunicipal authorities and we are anenvironmentally-conscious companythat takes care to minimisedisturbance to wildlife.”

Airlift caters to hunting and fishingenthusiasts. It points out: “A shortflight of a few minutes can be awelcome alternative to many hourscarrying a heavy load without theassistance of motorised vehicles.”

Real-time technologyBenair has refocused its business andreports a good level of interest in itsnew services. The company says: “Incooperation with a French partner we have started the certificationprocess of a 208B Grand Caravanequipped for aerial surveillance. Thisplatform includes real-time, high-reliability and high-definitiontransmissions technologies.”

The move has brought interestfrom TV broadcasting services,companies responsible for seapollution monitoring, road andfishing zone surveillance, forest firemonitoring and mapping and SAR.The company adds: “With HDoptical, thermal infrared and distance measuring capabilities, thiswill be a very versatile platform andan interesting new market segmentfor Benair.”

Benair has operated the 208B indifficult Norwegian seasonalconditions for many years attractingbusiness through its 1,350kg carryingcapability, 9.6cu. m. space and largeaccess door. “Its size and strengthconsistently brought us good nichebusiness,” the company says. “Forinstance, for many years we supportedthe Norwegian Armed Forces on theirparachute training. Then, in 2006Cessna developed an annual winteroperation training programme for theCaravan which pilots need tocomplete before every winter season.This has become a vital addition to thewinter ops training with Caravanspecific considerations.”

The 208B is operated on a multi-crew basis and its versatility hasproved vital to Benair’s business re-organisation and future.

The company explains: “During2009 two of our large customers, amajor Norwegian newspaper and theNorwegian postal service, reorganisedtheir transport structure and nolonger needed the Caravan. Thisresulted in the closure of our bases onthe west coast and in the north ofNorway. The aircraft and crew werethen repositioned to our main base atOslo Gardermoen. We operate theparachute configured aircraft fromthis base along with other activitiessuch as daily flights for DHL.”

NORWAYREGIONALREVIEW


Operators develops exportableexpertise in tough home market

needs to ensure independent checkson the buyers and sellers to makesure they are who they say they are.The extra level of security for allinvolved helps ensure that sales donot break down or cause problems atthe last moment.”

All parties should sign agreedterms. Gates says: “There have beeninstances where a buyer from the USwas selling to a European companywithout any agreed terms relating tothe transaction of funds. If there areno instructions to abide by thenparties can end up in legal dispute,often without defined jurisdiction,which costs everybody time, moneyand a lot of stress. Use of escrowcompanies removes this kind of risk.”

Andy Hoy, md of ExecuJetAviation Group, says: “In the currenteconomic climate utilising an escrowservice can certainly avoid manypitfalls and provide the partiesinvolved with a more secure way to transact.”

Factors governing thechoice of a blanket or

target approachTrevor Whetter, ceo of ChameleonProducts, says sellers need to decidewhich marketing approach to adopt.He says ways of selling include:• The full marketing approach

involving placing the aircraft

on to web sites etc.• A low key ‘under the radar’ initiative

which involves using strategicpartners with good contacts;

• Word of mouthWhetter says: “Whichever

approach is chosen, the seller needsto deliver a good product, beprofessional and make sure thecustomer is happy as he will tell hisfriends who hopefully may also wishto buy.”

He advises: “Be straightforward,simple to deal with and most of allvery patient. Customers are alwaysright (sometimes incorrect, confusedor misguided) but never wrong.

“The art is to avoid wasting timewith people who have neither theresources nor the inclination to buyan aircraft. You can waste time andmoney on ‘window shoppers’ sosubstantiating the credibility of thebuyer quickly is paramount.”

He says that sellers should nevertry to sell an aircraft in isolation to itsneeds. “Always try to provide them acomplete back up package of supportfor their new purchase. Don’t getconfused between marketing andselling – they are very different andnever forget no deal is done until themoney is in the bank.”

The company’s own marketingstrategy involves adding appeal bynaming each aircraft after its interior.Whetter says: “We are working on fiveB737-500s and we have our oysteraircraft (oyster colour interior);blackbird (black leather seats); polar(polar-coloured leather); moulinrouge (red interior and silver).

For sellers, the sales and marketingstrategies that count are the ones thatwork for them. An aircraft is neversold until the cash is paid over and theaircraft is delivered and that will onlyhappen if there is a buyer prepared topay the seller’s price. �

PremiAir Global: realistic negotiations.

Benair: interest from TV services.


Safety recordsHesnes Air says that its success isdown to offering a wide but bespokerange of services spanning aerialworks, passenger, photography andfilm, sightseeing and leisure, airambulance and medevac, cargo and freight.

Pia Harneshaug, accountablemanager, says: “We operate a modernfleet offering the Citation Encore anda King Air B200 both with club seatingwhich can carry seven or eightpassengers in addition to two pilots.The aircraft offer excellent safetyrecords and good cruising speeds.”

Magne Solberg, B200 captain,says: “Our King Air 200 is equippedwith a cargo door which is ideal for freight and cargo and allows foreasy on-offload with forklift, but it isalso good for our air ambulanceservice. It enables easy andcomfortable access for patients. TheB200 is also approved for steepapproach and short field landings,which allows it to operate at airportswith 750m to 1,200m short runways.This gives us an excellent benefit,bringing our passengers even closerto their final destination.”

The company works with GlobalMedical Support often supplyingflights at very short notice aroundScandinavia.

Hesnes Air also operates theAS350 B3 and MD500N which has alifting capability of 500-1,300kg, andcan take 3-5 passengers. Nils HelgeSilbodal, chief pilot, says: “Both typeshave unique manoeuvringcapabilities and can take off and landin out-of-the-way places. They havethe very latest instrumentation aswell as a low number of flying hours.”

Sissel Kirkvaag, marketing

manager, adds: “We are licensed toprovide full aircraft management forturboprops, jets and helicopters, andhave a useful hangar capacity atSandefjord airport, Torp.”

BlueWay, which has providedhelicopter services since 1986 andtoday operates a 26-strong fleet,provides services within the oil andgas, infrastructure, environment andSAR sectors.

DanCopter, a wholly ownedsubsidiary of BlueWay, providespassenger transport services to oiland gas companies in the North Seafrom bases in Denmark, Holland,Ireland and Norway. BlueWay hasoperating units in Norway, Sweden,Denmark, Finland, Iceland,Greenland, the Netherlands, the UKand Ireland. Additionally, itssubsidiary Vertech Offshore providesworldwide offshore services withprojects in Brazil, the Gulf of Mexico,Canada and the Philippines.

BlueWay says it chose the AW139for its technology, performance, low

operating costs and safety standards.It adds: “With its power reserve, theAW139 delivers Class 1 performancefrom a helipad, elevated or at groundlevel, at maximum take-off weightwith an unmatched one engineinoperative capability.”

The standard configurationprovides seating for 12 or 15passengers in an 8 cu. m. cabin.

Operational and safetyrequirements the helicopter meetsinclude that specified by Shell AircraftInternational for worldwide use byShell companies which complies withJAR/FAR29 and offering Class 1

performance, HUMS, advancednavigation systems and theavailability of a Level D flight andmission simulator.

International focusAnother operation with aninternational focus is the pan-European company Blom, with headoffice located in Norway. Blom hasbuilt up a diversified business servicedby a large helicopter and fixed wingfleet. “Aerial photography is thetraditional basis for many of Blom’sproducts and services,” the companyexplains. “Large format cameras aremounted in twin-engine aircraft andimages positioned using GPS withinertial measurement units and whereavailable, active networks, providingcamera positioning and imageorientation data, improving qualityand reducing costs.”

Blom aircraft have pressurisedcabins enabling projects to beundertaken from both high and lowaltitude. “Conventional photography


ConnectJets sponsorshiphelps raise £10,000 forcharityConnectJets donated the auctionprize for the annual Jason Leonardcharity dinner in London whichsupports the Haven House children'shospice. Haven House providesspecialist care for children and youngpeople who have life-limitingconditions and who are unlikely toreach adulthood. Events included adarts challenge featuring Englandrugby stars Jerry Guscott, LawrenceDallaglio, Simon Shaw, Phil Vickery,Joe Worsley and Nick Easter. Theauction prize raised over £10,000.Four guests were flown in a Hawker800XP to Loch Lomond Golf Coursein Scotland to play in an eventhosted by Leonard and formerfootballer Ally McCoist.

Air Partner wins governmentglobal relief contractAir Partner has won the contract tobe the sole provider of all passengerand freight air charter services for theUK government’s department forinternational development (DFID)for the next four years.

Mark Briffa, ceo, says: “DFID isresponsible for almost allhumanitarian airlifts on behalf of theUK and for addressing the UK’sglobal relief efforts. The contract waswon following a six monthcompetitive tendering process.Responsibilities will includeorganising emergency flights for anycivilian deployments of responseteams and the evacuation of Britishnationals.”

Graham Davey, government andmilitary business manager, says: “Wehave formed a dedicated team ofhighly qualified staff to directlysupport DFID’s operations and toensure success of their globalobjectives.”

Vertis targets long haulluxury sector with combinedcharter and broker servicesVertis Aviation has launched inSwitzerland as a boutique private jet broker.

The company, which will offer acombination of private charter andbrokering services, has been createdby Glaronia Aviation, which offers

aircraft for charter along with salesand acquisition services, and 28 EastGroup based in Zug, Switzerland,and founded by Jeffrey Emmenis andLuca Madone.

Emmenis explains: “We sell andmarket a managed fleet of aircraftwhile offering our direct clients theability to book sub-charters shouldour marketed not be available. Thename 28 East comes from the line oflongitude which splits the continentof Europe from Asia, and reflects ourvision of creating one aviationcompany which equally serves theEast and West.”

Vertis Aviation will have salesagreements with various aircraftowners and operators and marketthose aircraft directly throughbrokers and direct to the market-place. “We look forward to bringingon board more operators of largejets,” says Emmenis. ‘The primaryrole of Vertis is going to be charter.”

Corporate America targetsoffshore business in Europeand the Middle EastCorporate America Aviation, aspecialised 21-year-old air charterbrokerage practice, has unveiled anew foreign charter attaché serviceto support flight departments andcharter operators worldwide withEurope and the Middle East primeregional targets.

Founder Daniel Darwish says:“For the past several years, themajority of Corporate AmericaAviation’s business has come fromarranging aircraft charters entirelyoutside the Americas. Flightdepartments and charter companiesdo a fine job of flying their ownaircraft to global destinations, butwhen asked by an owner or client tomake arrangements completelyoffshore without using their owncompany assets, they are oftenunsure where to begin or how toproceed. This is where our skill setcomes in and we can offer acomplete turnkey service.”

Film festival provides‘Cannes of the north’businessAir Partner’s commercial jets divisionflew 100 passengers to northwestFrance for the 21st British FilmFestival in Dinard. An Embraer 170regional jet carried sponsors, judges,film celebrities, organisers andguests direct from London with areturn flight after the closingceremony.

Romain Papy, Air Partner’scountry manager for France, says:“Dinard, with its reputation as the‘Cannes of the north’, came alive asthe glitterati of the film industryshowcased the best of Englishlanguage film and competed for theHitchcock d’Or, the festival’s coveted

prize.” Joint winners were Made inDagenham, which follows the storyof female factory workers fighting forequal pay in the 1960s and Treacle Jr,about a man who leaves his family tolive on the streets.

ACS expands in Germany ascharter demand risesAir Charter Service (ACS) isexpanding in Germany in responseto rising charter demand and says ithas big plans for its Frankfurt office.

Tony Bauckham, md (picturedabove), says: “We have a significantpresence here and a large Germanclient base already. We feel that nowis the right time to expand ourbusiness reach in the country, andplan to invest in personnel andinfrastructure in the Frankfurt officein order to drive forwards in thecoming months. This will, in turn,create new clients for us.”

He adds: “We have expanded agreat deal already this year in ourother European offices, and we areconfident that the Frankfurt officewill follow suit and thrive as well – inboth the passenger and cargosectors.”

Alex Hertle, who first started withACS in 2006, will head up theFrankfurt office.

Jason Leonard with Gabriella Somerville (left) and Vanessa Dale of ConnectJets.

C H A R T E R B R O K E R N E W S . . .

Blom: international focus.

The latest intrumentation equips Hesnes Air’s helicopters.

Partners at Vertis Aviation are JeffreyEmmenis, Erica Da Veiga and Luca Madone.


activities use a number of aircraftbased throughout Europe including aLearjet, enabling the company tomobilise at short notice to anylocation in Europe in a minimumtime,” the company says.

The fixed-wing aircraft carryupdated survey equipment thatfacilitates the production of 3D maps.“Aircraft are equipped with surveycameras, laser scanners (LiDAR) andhyper-spectoral scanners, providingthe ability to acquire imagery in boththe visible and non-visible parts of thelight spectrum.”

The company says it has developeda unique geographic server,BlomUrbex, which can provide thecompany’s oblique aerial images and3D models through online streaming.

Blom’s database of detailed obliqueimages covers more than 4,000 citiesin Europe. In addition, Blom hascreated 3D city models coveringseveral hundred European cities. Thecompany says: “Blom has been addingnew 3D city models from all overEurope for some time. In Norway, 3Dmodels cover Trondheim, Oslo, Ski,Stavanger, Bergen, Kristiansand,Fredrikstad, Sarpsborg, Ås, Drammen,Lier and Haugesund.” Blom’sinternational partners and clientsinclude Microsoft, TomTom (TeleAtlas), EADS and Infoterra.

The company explains: “The Blomgroup focuses its expertise in theacquisition, processing and deliveryof geographic information from land


and sea in five main business areas –aerial photography, LiDAR (laserscanning), mapping and modellingand database development.”

Applications for laser scanninginclude electrical transmission anddistribution lines, embankmentcondition monitoring, engineeringdesign, floodplains, forestryinventory and conditionmanagement, topographic mappingand urban modelling and planning.

Last year Blom was awarded aframework agreement byLantmäteriverket in Sweden which isresponsible for production andmaintenance of geographic and realestate information in Sweden. Thecontract, which spans more than fouryears, includes airborne datacollection and production of laserdata from a height of 2,000 metres fora new national height model forSweden that covers an area ofapproximately 450,000 squarekilometres.

Blom says: “The dataset can also beused for a wide range of purposessuch as urban planning, road andinfrastructure planning, defence andsafety, analysis and risk assessmentrelated to climate and environmentand for forest inventory.” It adds:“This is currently our main contractwithin the Nordic countries and isoccupying up to four aircraft until itcomes to completion during 2013.”

Other projects during 2010 haveincluded the bathymetric survey ofBulgaria’s Black Sea coastline toidentify archaeological sites andenhance maritime cultural resourcepreservation and protection.

Blom has expanded to operateabout 30 fixed wing and rotaryaircraft equipped with 12 high techlasers and scanners, 25 digitalphotogrammetric cameras, softwareapplications and data storagecapabilities and scalable databases. Ithas also invested in its headquartersand hangar facilities. The new mainbase for Blom’s aerial resources forthe Nordic countries is now located atRakkestad airport in Norway about a90 minute drive south-east of Blom’smain office in Oslo.

Training company invests in helicopter simulator

The European Helicopter Centre hasacquired an Elite Evolution S723FNPTII simulator. This is the firstsimulator that the company hasbought outright after previouslyleasing equipment.

Formed in 1993, EHC now operatesa fleet of 13 helicopters from its baseat Sandefjord Lufthaven and can callon six freelancers as well as its 15 fulltime instructors.

The training reflects the rugged


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Bombardier launches Global7000 and Global 8000Bombardier has introduced two newjets, the Global 7000 and 8000,alongside the current models Global5000 and Global Express XRS.

The 7000 will feature the largestcabin, at 2,637cu ft, arranged in four zones. It will have a range of7,300nm and entry into service isscheduled for 2016.

The 8000 will fly farther than anyother business jet at 7,900nm. It willcarry eight passengers in a three-zone 2,236cu ft cabin. Entry intoservice is scheduled for 2017.

Both include enlarged windows,that provide approximately 80 percent more surface per window thanon current Global aircraft; agenerous baggage suite accessibleduring flight and a crew rest areawith berthable seating.

SwiftBroadband certified forEuropean ChallengersAircell’s SwiftBroadband system hasbeen certificated for Challengers inEurope. A 604 aircraft owned by A JWalter Aviation was used as thecertification platform, and nowsupports BlackBerrys, laptops andiPads anywhere in the cabin over aWi-Fi link.

Dassault Falcon expandsMiddle Eastern serviceDassault Falcon has appointedJeddah-based Saudia PrivateAviation Engineering and Mainten-ance as a Line Service Center,offering capabilities including acorrosion prevention and controlprogramme, ageing aircraftinspections, landing gear repair andreplacement, and paint services.There are 50 Falcons in the regionalready, and an expected increase of50% over the next three years.

HondaJet progresscontinuesHonda has begun ground testing itsfirst conforming flight test HondaJetin preparation for first flight. Theproof of concept aircraft has nowaccumulated more than 500 flighthours, and a US production facilityis due for completion in 2011.

Hawker 200 is unveiledHawker Beechcraft has launched theHawker 200, evolved from thePremier II. It features winglets, newengines, a gross weight increase anda higher ceiling, a MultiScanWeather Radar, ADS-B Outcapability, and high reliability with a400-hour inspection interval and 10-year airframe warranty.

Following the first prototypeflight in March 2010, the Hawker 200has accumulated more than 100hours in flight test and is scheduledfor certification in the third quarterof 2012, with first deliveries plannedfor the fourth quarter of that year.

JetEx supports UNICEFwork with deprived childrenJetEx Flight Support has agreed togrant UNICEF one percent of therevenue generated by the provisionof overflight and landing permitsworldwide between 15 October 2010and 15 April 2011.

UNICEF works with its stake-holders in reducing infant, under-five, and maternal mortality rates,improving the quality and relevanceof basic education, promotinginvestments in water, sanitation andhygiene and strengthening childprotection systems.

Gulfstream reveals newG250 interiorGulfstream has unveiled a newinterior for the G250, incorporatinga cabin management system, high-definition cabin entertainmentsystem, low cabin sound levels, alow cabin altitude, 100 percent fresh air, a best-in-class galley,integrated storage, 19 windows anda modern lavatory.

Cessna announces larger,advanced Citation TenCessna has launched the CitationTen (pictured above), a larger andmore advanced version of theCitation X. It marks the debut of theGarmin G5000 avionics suite and aCessna-exclusive advanced cabinmanagement system, and featuresmore powerful Rolls-Royce engines.

First flight will be in late 2011,with certification and first deliveryin 2013.

The Citation Ten has a 15-inchlonger fuselage, winglets, a newelectrical system, dual lithium-ionbatteries, new avionics, autothrottle,and a redesigned cabin with newinterior seats.

G450 capability boosted Gulfstream has improved thepayload-carrying capability andperformance of its G450, enabling itto carry 12 passengers with amaximum fuel load. Themodification will feature inproduction aircraft beginning in thefirst quarter of 2011.

PiperJet becomes AltairePiper Aircraft’s single-engine verylight business jet is to feature alarger, round fuselage design. Thesingle-pilot PiperJet Altaire, as it isnow named, will have a typicallyequipped priced of $2.6 million and

is expected to cost an average of 25percent less to operate per hourthan comparable production VLJs.

The baseline proof of conceptPiperJet has flown more than 375flight test hours and more than 350landings. The first of fourconforming PiperJet Altaire flighttest aircraft will begin flying in 2012.Certification and first customerdeliveries are planned for 2014,slightly after the previouslyscheduled date.

TBM850 distributor namedDaher-Socata has announced thatlong-term TBM owner/operator Mr John Merry will establish a newcompany to take on thedistributorship of the TBM850family in the UK and Ireland.Effective January 2011, the neworganisation will also be responsiblefor maintenance, technical supportand spare parts provision from asoon to be announced airport base.

John Merry has owned three TBMand four TB 20 aircraft since 2002.

Legacy 650 lands EuropeancertificationEASA has granted certification forthe Legacy 650 executive jet. Thislarge extended-range aircraft is aderivative of the successful Legacy600 super midsize, which has nearly200 units delivered to customersworldwide. Deliveries will begin asplanned in 2010.

Corporate Aircraft ordersfive C90GTxHawker Beechcraft has received anorder from Corporate Aircraft, whichhas offices in Milan, Paris andGeneva, for five King Air C90GTx fordeliveries beginning in 2011. SaidSean McGeough, HBC president,Europe, Middle East and Africa:“The ability to carry more fuel withhigher payloads, coupled with theincreased range of the C90GTxmakes it ideally suited for theEuropean marketplace.”

Key enhancements to the KingAir C90GTx include an increase inmaximum gross weight and theaddition of composite winglets.

Bombardier launchescustomer delivery teamsBombardier Aerospace hasintroduced customer delivery teamsdesigned to provide support to newaircraft owners at no extra cost.

The teams will consist of avionicstechnicians and cabin interiorexperts, as well as third partymaintenance specialists.

Avfuel announces in-houseflight planning companyAvfuel Corporation has added adedicated flight and trip-planningsubsidiary called Avplan.

Avplan innovations includeseveral proprietary softwareplanning tools.

I N D U S T R Y N E W S . . .

The 2010/11 EBAN Handbook ofBusiness Aviation in Europe is outnow, and gives details of many moreNorwegian charter operators. It alsolists business aviation facilities andservices including airports, FBOsand maintenance centres.

The details can be accessedonline through a search of aircraftoperated or the airport bases. Formore information please visitwww.handbook.aero

ComprehensiveNorwegian data online

free-of-charge


geographical demand of Norway – sling load work, aerial work includingphotography, line inspection and air taxi.

The Elite S723 simulator has a threechannel Cave visual system with a 270°x 65° field of view, 3D renderedgraphics of the airports at Sandefjord,Skien and Rygge including 60cmsatellite imagery of the surroundingground features, and 100km x 100kmscenery that allows EHC to train pilotsto fly up to 30 minutes cross countryentirely on visual cues. The wholesystem has been certified by theNorwegian CAA to FNPTII.

EHC’s head of training, Øyvind JuelBache, says: “We tried severalmanufacturers but decided on Elite’shelisim through a combination ofcustomer response time, systemperformance, price, delivery time andsupport. We use the FNPT for basicinstrument training during thePPL(H), CPL(H) and FI(H) courses aswell as for the 40 hours in the IR(H)course – and we are already looking to upgrade it to represent the AS355with MCC.”

Tore Moskvil, md of Nova Consult,which specialises in insurance forhelicopter, business jet owners andAOC operations with aircraft thatcater for up to 50 passengers, says themarket is very competitive and it isimperative to use only the bestunderwriters. “Our target is to benumber one in the Nordic area but tostay in general aviation. Therefore wewill broaden our cover and scope ofservices in the sector.”

Skien Lufthavn, Geiteryggen, isamong airports seeking to attractbusiness from owners and operatorsof private aircraft. It currently handles50 business aircraft fixed wingmovements and 400 helicoptermovements annually. �



Aircraft for sale

BOMBARDIER

Lear 45

1999, S/N 018: 4,836 TTAF, MSP Gold, EHS,

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CESSNA

Citation Excel

2002, S/N 5242; 2,716 TT; 222 SHS, EASA Cert,

2,406 ldg, APU, Dual FMS, FDR, TCAS II w/7, 8

passenger interior, blkhd monitor + seat

monitors. $3,995,000 Contact: Oliver Stone, Tel:

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P.180 Avanti2001 delivery, 1120 TSN, European aircraftsince new, JAR-OPS 1, RVSM qualified, CollinsProLine 21, gravel kit, single point refuelling, 7pax corporate interior. Contact Mike Lacey,PlaneSayling Aviation Limited. Web:www.PlaneSaylingAviation.com. Email:[email protected]

P.180 Avanti II2007 delivery, 1410 TSN, RVSM, JAR-OPS 1 andSteep Approach/Category II landings qualified,

Collins Proline 21 w/IFIS 5000 upgrade withelectronic charts and map overlays, 7 paxcorporate interior, fresh C check. Contact MikeLacey, PlaneSayling Aviation Limited. Web:www.PlaneSaylingAviation.com. Email:[email protected]

PIPER

PA-31P-425HP NavajoLycoming TIGO-541EA1 L/R SMOH: 15H. Newpaint Nov. 2008. Altimatic V AP/FD. GarminGNS 430. Garmin Transponder GTX 327+330.New Tyres. KX-165 w/GS NAV/COM. KINGKTR-900 VHF (COM-2). King ADF w/RMI.Narco DME 890. Intercom. Bendix Colorw/Radar. AeroMedical STC stretcher withOxygen and external slide ramp. Extra 28Vplug for 220V installation. Tel: +972 8 923 5751.Orange Aviation Ltd. Web: www.or-av.com.Email: [email protected]

Special packages are available for advertising aircraft for sale in EBAN and on ourweb site (www.ebanmagazine.com).

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Job advertisements can be placed at a cost of UK£50 per single column centimetre, theminimum depth being five centimetres. Job opportunity advertisements are also included onthe EBAN web site free-of-charge.

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Phenom 100

2010, Brand New, S/N 179; EASA Cert,

Premium Door, ADF, Radar, TCAS 1 $3,195,000

Contact: Oliver Stone, Tel: +44 793 856 3771.

Business Air International. Web:

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[email protected]

Phenom 100

2009, S/N 55; 250 TT; EASA Cert, New style

seats, ADF and Radar $2,900,000 Contact:

Oliver Stone, Tel: +44 793 856 3771. Business

Air International. Web:

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HAWKER BEECHCRAFT

800B

1989, G-GRGA, Reduced to sell at US$1.95m.

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time since inspections plus new leading edge

and ailerons. Contact: Roger Stainton, JetFlight

Ltd, Tel: +44 1353 661636 JetFlight Ltd. Email:

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MarketplaceContact Mark Ranger on: +44 (0)1279 714509 [email protected]

For the latest job opportunities, see:www.ebanmagazine.com/mag_jobs.html

PILOTfor a permanent position for our new Citation CJ 2+, to be delivered in 1st Q. 2011,stationed in the region of Cologne/Bonn/Duesseldorf.

Besides good flight experience, we expect good English skills, high flexibility andfriendly appearance.

We offer an interesting, versatile job with excellent salary conditions and a long-termperspective.

Applications by email to [email protected] or by post to Box 23, c/o EBANmagazine, 134 South Street, Bishop's Stortford, Herts, CM23 3BQ, UK

Successful, international company is looking for a

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Time for a New Challenge?

Air Partner plc is a world leading aircraft charter company in the passenger

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Due to a period of growth and expansion we currently have a number of

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If you are interested in applying please send your CV and covering

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european business air news - november 2010

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