world aircraft sales magazine jan-12

2004, 2007 Global 50002000, 2001 Global Express2011 Global XRS2005, 2007, 2009, 2011 Challenger 3001998, 1999, 2003, 2005 Challenger 6042007, 2008, 2009, 2010, 2012 Challenger 6052003, 2007, 2008 Challenger 850

Jetcraft Corporation is pleased to present its exceptional Global and Challenger opportunities:

For additional Jetcraft inventory and information, please see pages 25, 97 and back cover.

The global marketplace for business aviation February 2012

www.AvBuyer.comWORLD™

• Business Aviation & The Boardroom: pages 48 - 77 • Ten Questions for HAI

Jetcraft FC February 2012_FC December 06 26/01/2012 10:45

A pre-owned Falcon is an asset that’s been highly prized by previous owners. Nobody knows that better than the people who built it: us. That’s why we’re your best source for a pre-owned Falcon. Using our unique expertise, we make sure each one lives up to the rigourous standards of the best-flying business jets in the sky.

The difference beTween a pre-owned jeT and a pre-owned falcon

Visit falconjet.com/preowned

France: +33.1.47.11.60.71 - US: +1.201.541.4556

2001 Falcon 2000s/n 133 • 5033 h. total time10 passengers conf • EU-OPS 1 compliant • Eng on CSP, APU on MSP • Aero I Sat ComPristine condition

2007 Falcon 7Xs/n 003 • 1125 h. total timeJAR-OPS 1 compliant 14 passengers • Under Falcon Care• HUD, Engines & APU under • ESP/MSP gold

2005 Falcon 2000EX EASys/n 063 • 2073 h. total time C check, Winglets installation and new paint in process • EU-OPS 1 compliant • Swift 64 Sat Com • Eng on JSSI, APU under MSP

2010 Falcon 900EX EASys/n 232 • 2656 h. total time 14 passengers • EU-OPS 1 • Falcon Care, HUD, EFVS • Satcom TV, Fwd & Aft lav

1997 Falcon 900EXs/n 017 • 8114 h. total timeTwo owners since new12 passengers • Fwd & Aft lav2 C check, landing overhaul Paint & interior refurbishment in 2010

2004 Falcon 900EX EASys/n 128 • 3686 h. total time One owner since new • JAR-OPS 114 passengers • Fwd & Aft lavC check complied in 2010

1993 Falcon 900Bs/n 120 • 7887 h. total time 15 passengers • EU-OPS 1 compliant • C check, paint and complete InteriorRefurb in 2011 • Eng and APU on MSP, Fwd & Aft lav

2006 Falcon 2000EX EASys/n 089 • 1000 h. total timeOne owner since new, corporate operation. Pristine conditionHUD, AERO H+ SAT COM, 3 FMS, 3 IRS, 3 VHF, EASA certified

Ann.DP PRE-OWNED_1612-V2.indd 1 19/01/12 15:20

4 WORLD AIRCRAFT SALES MAGAZINE – February 2012

Aircraft For SaleAIRCRAFT PAGE AIRCRAFT PAGE AIRCRAFT PAGE AIRCRAFT PAGE

IN THIS ISSUE

LITHIUM P WERWelcome to the FutureAerolithe Cirrus France www.aerolithe.frAir & Ground Ltd. UK www.airandground.comAir Part Supply Ltd. UK www.airpart.co.uk

www.STARTPAC.com

AIRBUSACJ . . . . . . . . . . . 148,

BOEING/MCDONNELLDOUGLASBBJ . . . . . . . . . . . 37, 83, 85, 91,Super 27-100 REW. .91,Super 27-200 REW. .91,Super 727-100 . 91,Super 727-100-REW. .18,Super 727-200 . 37,737-200VIP . . . . 37,737-300 . . . . . . . 83,737-300 VIP . . . . 141,737-500 VIP . . . . 141,757-200 . . . . . . . 91,757-200ER . . . . . 51,MD 87 . . . . . . . . 91,MD 87VIP . . . . . 37,

BOMBARDIERCRJ 200 . . . . . . 148,Global 5000 . . . . 18, 25, 37, 148,Global Express . 18, 148,Global Express XRS. 7, 17, 148,

ChallengerCRJ . . . . . . . . . . . 83,300 . . . . . . . . . . . 11, 16, 19, 32, 89, 97,. . . . . . . . . . . . . . . 148,600 . . . . . . . . . . . 32,601 . . . . . . . . . . . 22,601-1A . . . . . . . . 63, 601-3A . . . . . . . . 16, 20, 32, 33, 37, 63,. . . . . . . . . . . . . . . 99,601-3A/ER. . . . . 13,601-3R . . . . . . . . 13, 83, 105,604 . . . . . . . . . . . 11, 12, 16, 19, 20,. . . . . . . . . . . . . . . 22, 25, 28, 37, 83, 89,. . . . . . . . . . . . . . . 97, 148,605 . . . . . . . . . . . 7,25, 83, 89, 97, 148,850 . . . . . . . . . . . 89, 148,

Learjet 25B . . . . . . . . . . . 41,25D . . . . . . . . . . . . . 41,31A . . . . . . . . . . . 53, 63, 87, 89,35A . . . . . . . . . . . 28, 41, 89,40 . . . . . . . . . . . . 87,45 . . . . . . . . . . . . 20, 59, 63,45XR . . . . . . . . . . 55, 79, 148,

55 . . . . . . . . . . . . 20, 41, 53,60 . . . . . . . . . . . . 33, 63, 83, 89,60SE . . . . . . . . . . 20, 41, 60XR . . . . . . . . . . 41, 63, 85, 87, 127,

CESSNACitationISP . . . . . . . . . . . 26, 59, 105,II. . . . . . . . . . . . . . 26, 28, 29, 40,IISP . . . . . . . . . . . 28, 79,III . . . . . . . . . . . . . 47, 59,V. . . . . . . . . . . . . . 28, 29, 79, 148,VI . . . . . . . . . . . . . 25,VII . . . . . . . . . . . . 26, 61, 63, 79, 125,. . . . . . . . . . . . . . . 148,X . . . . . . . . . . . . . 7, 16, 59, 99, 148,XLS . . . . . . . . . . . 12, 20, 63, 143,XLS+ . . . . . . . . . . 25, 26, 148,500 Eagle . . . . . . 26,650 . . . . . . . . . . . 46,CJ. . . . . . . . . . . . . . . 13, 59, 63, 105,CJ1. . . . . . . . . . . . 55, 133,CJ1+ . . . . . . . . . . 22,CJ2 . . . . . . . . . . . . 28, 29, 55, 59, 79,CJ2+ . . . . . . . . . . 26, 128, 147,CJ3. . . . . . . . . . . . 21, 55, 79,CJ4. . . . . . . . . . . . 21,Bravo . . . . . . . . . 28, 29, 47, 59, 132,. . . . . . . . . . . . . . . 141,Encore . . . . . . . . 59,Excel . . . . . . . . . . 26, 55, 147, 148,Mustang . . . . . . . 71, 83,SII . . . . . . . . . . . . 21, 37,Sierra . . . . . . . . . 83,Sovereign. . . . . . 37, 43, 55, 63,Ultra . . . . . . . . . . 26, 38, 91, 131,V Ultra . . . . . . . . 16, 55,Grand Caravan208B . . . . . . . . . . 28, 143, 144,

DORNIERDornier 328 . . . . 141,

EMBRAERERJ 135 . . . . . . . 51,ERJ 145 . . . . . . . 51,Legacy 600 . . . . 28, 33, 37, 71, 89,. . . . . . . . . . . . . . . 148,Phenom 100 . . . 21, 63, 69,Phenom 300 . . . 37, 46,

FAIRCHILDMerlin IIIB . . . . . 59,

FALCON JET7X . . . . . . . . . . . . 3, 7, 33, 47, 146,. . . . . . . . . . . . . . . 148,10 . . . . . . . . . . . . 28,20Cargo . . . . . . . 28,20F-5BR . . . . . . . 28,50 . . . . . . . . . . . . 17, 19, 28, 46, 47,. . . . . . . . . . . . . . . 63, 83, 85, 146, 148,50EX . . . . . . . . . . 46, 71, 99, 146,50-4 . . . . . . . . . . . 146,100 . . . . . . . . . . . 19,900B . . . . . . . . . . 3, 19, 55, 63, 83,. . . . . . . . . . . . . . . 131, 146, 147,900C . . . . . . . . . . 11, 146,900EX EASy . . . 3, 19, 55, 146, 147,900EX . . . . . . . . . 3, 19, 46, 89, 124,. . . . . . . . . . . . . . . 146,2000 . . . . . . . . . . 2, 17, 89, 147,2000EX . . . . . . . . 148,2000EX EASy . . 2, 3, 16, 18, 147,

GULFSTREAMIISP . . . . . . . . . . . 37,III . . . . . . . . . . . . . 7, 32, 63, 83, 85, 99,IV . . . . . . . . . . . . . 12, 22, 51, 63, 97,. . . . . . . . . . . . . . . 99, 148,IVSP . . . . . . . . . . 11, 17, 18, 32, 37,. . . . . . . . . . . . . . . 39, 63, 83, 125,V. . . . . . . . . . . . . . 18, 33, 51, 83,150 . . . . . . . . . . . 18, 25, 148,200 . . . . . . . . . . . 7, 38, 47, 63, 83,400 . . . . . . . . . . . 59,450 . . . . . . . . . . . 7,18, 22, 83, 141,550 . . . . . . . . . . . 5, 7, 17, 23, 37, 83, . . . . . . . . . . . . . . . 97, 123, 124, 143, . . . . . . . . . . . . . . . 148,Twin Commander . 21,Twin Commander 690A. 21,Twin Commander 840. 21,

HAWKER BEECHCRAFTBeechcraft 400A . . . . . . . . . . 26, 32, 79,Premier 1 . . . . . . 126,Premier 1A . . . . . 29, 55, 63,King Air200 . . . . . . . . . . . 28,350 . . . . . . . . . . . 27, 28, 33, 40,

B100 . . . . . . . . . . 28,B200 . . . . . . . . . . 12, 27, 55, 59, 69,C90 . . . . . . . . . . . . . 28,C90B . . . . . . . . . . 55,E90 . . . . . . . . . . . 27,F90 . . . . . . . . . . . 27, 28, 55,Hawker125-EMS . . . . . . 37,400XP . . . . . . . . . 29,600A . . . . . . . . . . 105,700 . . . . . . . . . . . 33,700A . . . . . . . . . . 38,800 . . . . . . . . . . . 130,800A . . . . . . . . . . 69, 105, 142,850B . . . . . . . . . . 89,800XP . . . . . . . . . 17, 20, 28, 32, 33, 63,. . . . . . . . . . . . . . . 83, 97,850XP . . . . . . . . . 79, 83,900XP . . . . . . . . . 87, 129, 147,4000 . . . . . . . . . . 20,

IAIAstra Classic . . . 47,Astra SP . . . . . . . 147,Astra SPX. . . . . . 41, 47, 127,Westwind I . . . . . 32, 46,

MITSUBISHIMU-2K . . . . . . . . 5,MU2-K Dash 10 5,MU-2 Solitaire . . 5,

PIAGGIOP180 Avanti . . . 63,

PILATUSPC12/45 . . . . . . . 27, 63,

PIPERMeridian . . . . . . . 27,Saratoga. . . . . . . 79,

SABRELINER65 . . . . . . . . . . . . 79,

SOCATATBM 700B . . . . . 28, 29, 69, 143,TBM 700C1 . . . . 28,TBM 700C2 . . . . 69,

AC Index Feb2011 26/01/2012 13:30 Page 1

WORLD AIRCRAFT SALES MAGAZINE – February 2012 5

02.12• AIRCRAFT • HELICOPTERS • PRODUCT & SERVICE PROVIDERSAIRCRAFT PAGE AIRCRAFT PAGE

March 2012 issue - copy deadline: Wednesday 15th February

HELICOPTERSAGUSTAWESTLANDAW 109C . . . . . . 55,AW 109E. . . . . . . 95,AW 109E Power 71, 144,AW Grand . . . . . . 55,AW139 . . . . . . . . 11,

BELL206L3 . . . . . . . . . 71,206L4 . . . . . . . . . 142,212 . . . . . . . . . . . 142,412EMS . . . . . . . 142,

EUROCOPTERAS 350 B3 . . . . . 37,AS 355 N . . . . . . 55,AS 365 N2 . . . . . 95,EC 120B . . . . . . . 95, 144,EC130B4 . . . . . . 71,

EC 135T1 . . . . . . 37, 105,EC T135T2+ . . . 55,SA315B . . . . . . . 144,

SIKORSKYS-76A++. . . . . . . 37,S-76B . . . . . . . . . 37, 83, 147, 148,S-76C+ . . . . . . . . 13, 144,

CORPORATE AVIATIONPRODUCTS & SERVICESPROVIDERSAircraft Engine /Support . 57,Aircraft Perf & Specs. . . . . 103, 122,. . . . . . . . . . . . . . . . . . . . . . . 139,

Aircraft Title/Registry . . . . 67, 73,Ground Handling . . . . . . . . 105,Mods-Parts-Spares . . . . . . . 4,

The Global Aircraft Market Online

Gulfstream Pre-OwnedContact Lynn [email protected](912) 965-4000 • Fax: 965-4848

2794 TT, 16 seats, Aft galley with Fwd and Aft Lavs $34,500,000

Gulfstream 550 S/N 5026

www.GulfstreamPre-Owned.com

234 Air Park Blvd., Aiken, SC (USA) 29805-8921Tel: USA +1 803-641-9999 • Fax: USA +1 803-641-4040

www.air1st.com • Email: [email protected]

Aviation Companies, Inc.

1983 MU-2 SOLITAIRES/N 454SA, N19GA, 4820TT, 1860/1860 SOH (Honeywell), 50/50 SPOH,GNS-530W w/TAWS, 2 tube EFIS-40, Avidyne EX-500 MFD, SPZ-500 A/P,

TCAS, XM Weather, New Paint & Interior. U.S. $795,000.1980 MU-2 SOLITAIRE

S/N 424SA, N82AF, 7485TT, 385/385 SOH, 75/75 SPOH, GNS 530 WAAS,Avidyne Fligh Max, 7500-hr, inspection, New P&I (2010) to customer specs.,

U.S. $675.000.1974 MU-2K Dash 10 on MSP - Price Reduced

S/N 305, N50K, 6370TT, 1180/1180 since -10 (MSP), 750/750 SPOH,Dual Garmin 430’s, RDR-2000, M4-D A/P, New Paint (2009). U.S. $535,000.

1974 MU-2KS/N 285, N11SJ, 4630TT, 2350/2350 SOH, 525/525 SHSI, 230/230 SPOH,Garmin 530W, RDS-81 Color Radar, M4D A/P, New Paint & Interior (2009).

U.S. $345,000.1973 MU-2K

S/N 240, N64LG, 6100TT, 4655/4655 SOH, 1100/1100 SHSI/SGBI, 920/775SPOH, Garmin G-600, Dual GNS-430W’s, Dual GTX-320 TXP’s, TCAS, XM

Weather. U.S. $295,000.

AC Index Feb2011 26/01/2012 13:58 Page 2

+1.310.285.0902

spread.indd 1

An aircraft deal is pieced together with many components. Sometimes itcan be as easy as child’s play but most of the time, well . . . not so much.

Many transactions today may include challenging contract negotiations,foreign agency coordination over import/export requirements, pre-purchase inspection or cosmetic refurbishment oversight, and other suchcomplex issues. How a transaction is managed throughout the entireprocess can make a substantial difference in the final result. If a deal is nothandled properly, it may never get off the ground.

At Intelli Jet International, we have managed many complicated deals toa successful conclusion. Our team members possess the knowledge andexperience critical to ensure success. So when your aircraft transaction ispreparing to take flight, make the IntelliJet choice. Call us today.

1/20/12 5:33:56 PM

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World Aircraft Sales (USPS 014-911), February 2012, Vol 16, Issue No 2 is published monthly by World Aviation Communications Ltd, 1210 West 11th Street, Wichita, KS 67203-3517 andhas a targeted circulation to decision makers within business and corporate aviation throughout the world. It is also available on Annual Subscription @ UK £40 and USA $65.

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Every effort is made to ensure the accuracy of material published in World Aircraft Sales Magazine. However, the publishers cannot accept responsibility for claims made bymanufacturers, advertisers or contributors. The views expressed are not necessarily those of the Editor or the publishers. Although all reasonable care is taken of all material,

photographs, CD & Disc’s submitted, the publishers cannot accept any responsibility for damage or loss. All rights reserved. No part of World Aircraft Sales Magazine - Advertising, Design or Editorial - may be reproduced, stored in a retrieval system, or transmitted in any other form, or by any other

means, electronic, mechanical, photographic, recording or otherwise, without prior written permission of the publishers.

WORLD AIRCRAFT SALES MAGAZINE IS A MEMBER OF THE FOLLOWING ORGANISATIONS:Aircraft Electronics Association (AEA) - British Business and General Aviation Association (BBGA)

British Helicopter Association (BHA) - European Business Aviation Association (EBAA)Helicopter Association International (HAI) - National Aircraft Finance Association (NAFA)

National Aircraft Resale Association (NARA) - National Business Aviation Association (NBAA)

Panel February12 25/01/2012 14:14 Page 1

Contents

WORLD AIRCRAFT SALES MAGAZINE – February 2012 9Advertising Enquiries see Page 8 www.AvBuyer.com

Regular Features10 Viewpoint14 BizAv Round-up78 Aviation Leadership Roundtable84 Finance & Lease Feature88 Regional Sales & Use Tax Forum98 AIReport112 JETNET >KNOW MORE

Next Month’s IssuePlane Sense On EnginesDeveloping Markets - RussiaBusinessliner Review

Featured Articles - Business Aviation and the Boardroom48 Optics: Essential to economic development, Business Aviation should present

a positive image. Your role as a business aircraft operator is to help others see what you see.

50 Looking Good: By bringing the ebb and flow of commerce to locations not served by the airlines, business aircraft account for about $150B of annual activity within the US economy.

52 The Business of Business Aviation: When shareholders or the media ask about your company’s aviation department, what is your response?

56 How much does this aircraft cost to operate: When looking at aviation-related costs, it helps to know what results you are looking for and who is doing the looking.

60 Election Campaign Lift: If you’re thinking of offering your aircraft to aid theelection campaign of a preferred candidate, first understand the rules and regulations.

64 Warranties & Buying Choices: Warranty provisions should be considered carefully when Boards assess whether to acquire a new or previouslyowned aircraft. Here’s why…

68 Insuring for Indirect Exposure (Part 1): An illustratration of the importance of non-owned aircraft liability coverage and risk management strategies for a corporation.

72 The Large Cabin Jet Value: A look at the benefits of Large Cabin Jets, and a listing of Blue Book values for models built over the last twenty years.

Main Features42 Aircraft Comparative Analysis - Bell 206B-3 JetRanger: How does the

performance of the Bell 206B-3 JetRanger stand up against its competition?

80 Dealer Broker Market Update: A selection of recent and current marketinsights from those who know the pre-owned aircraft sales market best of all - Dealers and Brokers.

92 Ten Questions For Matt Zuccaro: HAI’s president Matt Zuccaro speaks to World Aircraft Sales Magazine, offering his insights and thoughts on the state ofthe rotor-wing world.

100 Election Time & TFRs: It’s election year, which means Temporary Flight Restrictions will pop up like dandelions throughout the year. So how can you stayahead and clear of them?

106 Safety Matters - CFIT: Dave Higdon offers case studies of previous ControlledFlight Into Terrain accidents to highlight how they could have been avoided.

114 Global Market Update - Asia Pacific: Mike Vines offers a snap shot of the main industry news coming from Asia Pacific over the past quarter.

120 Lightening-Quick Market Reactions: Andrew Bradley looks at current and past down-markets, asking ‘is this time really different?’ An interesting answer emerges…

134 Marketing Today: David Heitman outlines the need for a successful aviation company to have thought out its Internal Branding if it’s to truly flourish.

136 On The Road Again: The story of a group of industry professionals, 15 motorbikes and a 900-mile trip between Las Vegas and Sedona, Arizona.

Volume 16, Issue 2 – February 2012

48

64

72

Panel February12 25/01/2012 11:57 Page 2

10 WORLD AIRCRAFT SALES MAGAZINE – February 2012 Aircraft Index see Page 4www.AvBuyer.com

by Gil Wolin

o quote that line spoken byElliot Ness to Al Capone inthe 1987 movie TheUntouchables, “Never stop,never stop fighting ’til the

fight is done!” This has been echoing in mymind for several months now. It’s been onebattle after another: with lawmakers, withgovernments, and – unfortunately – evenwithin our own aviation community. Wecannot stop, cannot rest, nor can we remainsilent, lest we allow the Forces of Darknessto hobble corporate aviation’s return toeconomic health.

No sooner do we beat back the attemptto destroy one of Business Aviation’s mostimportant benefits – passenger security –by eliminating BARR, than another attackmanifests itself in the guise of fair alloca-tion of costs. Most recently it was the cur-rent White House’s rejection of our indus-try’s petition entitled ‘Take Aviation UserFees Off the Table’, signed by more than9,000 members of the aviation community.

Logic never has been the government’slong suit, and neither has memory. Thecurrent administration wants to “ensurethat everyone is paying their fair share” ofthe cost of our “world-class aviation sys-tem” by implementing a $100-per-flight feefor use of air traffic services. You know, thenew and improved one that the FederalExcise Tax implemented in 1970 was sup-posed to have paid for by now. Instead, wehave no NextGen, and a forty-year-oldFET-fueled Trust Fund has been long sincedrained to pay the FAA’s current systemoperating costs.

For some reason, the White House feelsthat a per-gallon tax on jet fuel paid by cor-porate turbines that is five times that paidby the commercial airlines, is not our FairShare. But what can we expect from aWhite House that has decided to make cor-porate aviation its personal punching bag,and Symbol of ‘All-That-Is-Wrong-With-The-Private-Sector’?

Until now, we’ve been left to fight thisparticular battle on our own, led by ourtrade associations and their joint No PlaneNo Gain (NPNG) campaign. But NPNGspeaks only to the rational business reasonsto operate business aircraft, and provides

no appropriate response to the often-vitriolic attacks voiced by the currentadministration.

Fortunately we are no longer alone.Congressman Mike Pompeo, from Kansas’Fourth District (which by no small coinci-dence includes Wichita, “The Air Capital ofthe World”) just launched a website:www.AMERICAFLIES.us to gain signa-tures for a letter petitioning PresidentObama to stop this ongoing criticism ofGeneral Aviation. The site also has a linkfor visitors to tell their stories in support ofthe industry.

The posts are manifold, and movinglydescribe aviation careers, and generationsand lives committed to building wings forpilots and their passengers the world over.Not to mention the more than 1.2 millionjobs, and more than $56 billion contributedto the economy.

On another front – safety – we see acurious bifurcation in the FAA’s decision torevise the Part 121 Duty Day, presaging itsrewrite of its Part 135 counterpart.

The new rule increases the requiredminimum pilot rest from 8 to 10 hoursbefore each flight duty period, leaving itup to the pilot to inform the carrier if he orshe feels too fatigued to fly. It also limitsthe number of hours a pilot can fly weeklyand monthly, as well as increases the num-ber of consecutive hours off required in aseven-day period from 24 to 30.

But this new rule does not apply to all121 operators; it applies only to passengercarriers, not to freight carriers. It seemsthat the ‘Powers That Be’ feel it’s OK if welose a couple of tired pilots and someboxes, but it’s quite another story if we lose150 paying passengers due to flightcrew fatigue.

Most curiousabout this imple-mentation is thatthe basis for thenew FAA rulesfor passengercarriers was testi-mony providedby, and researchdone on (wait forit… cargo pilots!The decision isbased on a studyof circadianrhythm disrup-tions experiencedby cargo pilots – primarily those flying forUPS and FedEx – who fly extended routesand cross multiple zones daily and nightly.

As was observed by the FedEx pilots,apparently cargo pilots are fine as guineapigs for studying fatigue, but should beexempt from the impact of the findings.

What is more obvious is that the exemp-tion of cargo pilots from the new duty dayregulations is more about economics thansafety. Maybe someone should ask the FAAwhat happens if a 750,000 pound aircraftcarrying auto parts augers into a denselypopulated area, due to lack of adequatecrew rest.

In the words of disappointed NTSBChairman Deborah Hersman, “A tired pilotis a tired pilot, whether there are 10 payingcustomers on board or 100, whether thepayload is passengers or pallets.”

Tired? You’d better believe it. Angry? You betcha! Energized? Beyond belief. “Never stop, never stop fighting ’til the

fight is done!”

❯ Gil Wolin draws on almost forty years of aviationmarketing and management experience as a consult-ant to the corporate aviation industry. His aviationcareer incorporates aircraft management, charter andFBO management experience (with TAG Aviationamong others), and he is a frequent speaker at avia-tion, travel and service seminars. Gil is a past directorof the RMBTA and NATA, and currently serves on theAdvisory Board for Corporate Angel Network andGE Capital Solutions-Corporate Aviation. Gil can be contacted at [email protected]

Battle Fatigue

Never stop, never stop fighting ’til the fight is done!

VIEWPOINT

T

Gil WolinFeb12_Gil WolinNov06 24/01/2012 11:33 Page 1

AIRCRAFT FOR SALEFOR MORE INFO VISIT WWW.GUARDIANJET.COM

OR CALL 203-453-0800

Tel: 203-453-0800 Fax: 203-453-4527 Email: [email protected] www.guardianjet.com

2006 Agusta AW139 SN 31061Airframe TT - 510.2$10,750,000

* Honeywell Primus Epic System/FMS * XM Weather System* Emergency Flotation System with Rigid Covers * One Owner since New * Engines enrolled in MSP Gold

2011 Challenger 300 Delivery PositionAirframe TT - 0 $22,000,000

* MSG-3 Maintenance Program * Part 91 Compliant * Collins Pro Line 21 4-tube EFIS * Floor Plan 4 -AFT Left hand Divan

2004 Falcon 900C SN 200Airframe TT - 3288.4

$19,250,000

* One Fortune 100 Owner since New * Engines enrolled on MSP Gold* New Paint & Interior 2010 * Honeywell Primus 2000 Five Tube EFIS * APU enrolled in Honeywell MSP

2002 Gulfstream G-IVSP SN 1476Airframe TT - 1985$15,500,000

* Sperry SPZ-8400 6-tube EFIS * Honeywell Primus-880 * Collins TDR-94D Mode S Transponders with Flight ID * Aircraft enrolled in Gulfstream CMP Systems MaintenanceTracking

* One Fortune owner since new

2000 Challenger 604 SN 5433Airframe TT - 3809.3

$10,300,000

* Engines enrolled in JSSI Complete Maintenance Program * Pro Line 4 Avionic System with Precision Plus Upgrade* Honeywell Mark V EGPWS * Collins 6-Tube EFIS * Airshow 4000

Photos by FGL & Associates





Guardian Jet 3 page February 23/01/2012 14:24 Page 1


OR CALL 203-453-0800


2001 Challenger 604 SN 5488Airframe TT - 3351.3$9,995,000

* Smart Parts Plus Supplement Engine Agreement * MX Tracking: CAMP* Collins Pro Line 4 Avionics System with Precision Plus * Dual Collins GPS-4000S * Airshow Genesys

2007 Citation XLS SN 5736Airframe TT - 1712

$6,995,000

* MSG 3 Maintenance Program * Dual Honeywell Primus 1000 3-Tube EFIS * Honeywell Primus 880 * Garmin GDL-69 for XM Weather * ST-3100 Aircell Telephone System

1989 Gulfstream IV SN 1115Airframe TT - 13,614$5,700,000

* Enrolled in Gulfstream CMP Maintenance Tracking * MSG-3 Inspection Program* Airshow 400 With Network Provisions * Honeywell SPZ-8000 Avionics Suite * RVSM

2008 King Air B200GT SN BY-40Airframe TT - 478

$4,595,000

* Collins ProLine 21 and Integrated Flight Information System * RVSM Ops Capable * Raisbeck Crown Nacelle Wing Lockers * Raisbeck Dual Aft Body Strakes * One owner since new, Always hangared







OR CALL 203-453-0800


1995 Challenger 601-3R SN 5185Airframe TT - 9437$4,995,000Engines on Condition w/JSSI Coverage

* One Fortune 200 Owner Since New * -150 APU Upgrade* Stc'd CMC Electronic Flight Bags * Honeywell MCS 6000+ SATCOM

1992 Challenger 601-3A/ER SN 5103Airframe TT - 7610.9

$3,850,000

* Enrolled in CAMP * Airshow Genesys Network* Pro Line II EFIS System * Honeywell Primus 880 * Dual Honeywell Laseref

1999 Sikorsky S76C+ SN 760498Airframe TT - 4171.8 $2,995,000

* Gearboxes are enrolled in Sikorsky PAP * Honeywell SPZ 7600 System* Honeywell Primus 880 Weather Radar * Universal UNS-1D+FMS * Equipped with Emergency Flotation System

1999 Cessna CJ SN 0344Airframe TT - 2219.7

$1,700,000

* Enrolled in TAP ELITE & PROPARTS * Sperry SPZ-5000 IFCS/ SIlver Crown Radios* BF Goodrich WX-1000E Stormscope * Precise Pulse Light System * RVSM






BizAv Round-Up 02.12

Aviation Partners, Inc.(API) announced that asof 2:56 pm PST onSunday, January 15,2012 its Blended WingletTechnology had savedthe world’s commercialand business aircraftoperators an estimatedthree billion gallons ofjet fuel. This representsa global reduction inCO2 emissions of morethan 32.2 million tons.

Aviation Partners’Winglets are now flyingon more than 5,000 indi-vidual airplanes, and onmore than 20 airplane

types worldwide. API’sBlended Winglets are anaddition to the airplanewing tip that efficientlyadds effective wingspanand reduce the dragcaused by wingtip vor-tices. By reducing drag,Blended Winglets, in-crease fuel efficiencyand boost range. One ofthe unique features ofAPI’s technology is thatit can be installed duringproduction or retrofittedto in-service aircraft.

API expects theamount of fuel saved togrow exponentially to

more than seven billiongallons in the next 4-5years. Joe Clark, CEO ofAPI and Chairman ofAPB (Aviation PartnersBoeing) commented,“We are proud to be theworld leader in the fieldof fuel savings for theairlines and private avia-tion. We look forward toadapting our new tech-nology to both existingairplanes and new pro-duction designs in thenear future”.

/ More information fromwww.aviationpartners.com


NEWS IN BRIEFBombardier Business Aircraftpresident, Steve Ridolfi and KansasGovernor, Sam Brownback announceddetails of the further expansion of Bom-bardier's Learjet site in Wichita, includingexpansion of the Flight Test Center; theestablishment of a Center of Excellence ofEngineering and Information Technology;new facilities for paint and production flighttest as well as a delivery center.

Further, Bombardier has received a firmorder for five Challenger 850 jets from anundisclosed customer, worth approximately$156 million US./ More from www.bombardier com

Conklin & de Decker has released itsinnovative LIFE CYCLE COST 2012Volume I. The most comprehensive aircraftbudget and financial analysis tool available,LIFE CYCLE COST provides aircraft own-ers, operators, flight department managers,and aircraft consultants with extensiveownership and operating cost data for morethan 400 jet, turboprop, helicopter andpiston aircraft./ More from www.conklindd.com

Embraerrolled outits Legacy500 at theend ofDecemberfrom theproductionhangar at the São José dos Campos head-quarters, in Brazil. Important ground testsare now scheduled prior to the aircraft’s firstflight in the third quarter of 2012 includinginitial systems evaluations leading to thefirst engine run, and then to the ground vi-bration tests (GVT), and the full regimen ofground tests.

In addition, the first Embraer Lineage1000 was delivered to an un-named Chi-nese customer - an important milestone forthe Company’s presence in that market./ More from www.embraer.com

3 BILLION GALLONS OF JET FUEL SAVED32.2 MILLION TONS OF EMISSIONS SAVED BY API WINGLETS

▼

AVIATION PARTNERS’ BLENDED WINGLETS ON A BBJ MODEL

continued on page 24

ExecuJet Aviation Group concluded2011 with a presence at 16 bases world-wide. Five FBOs were added in Spain duringlast year (at Barcelona, Gerona, Ibiza, Palmaand Valencia), two in Australasia (Mel-bourne, Australia and Wellington, New

Zealand), and one in the Middle East region(Istanbul, Turkey), plus a further Germanbase in Frankfurt and its first full servicebase in the UK at Cambridge Airport./ More from www.execujet.net

CL850

BusAviationNewsFeb12_Layout 1 24/01/2012 17:39 Page 1

The Art of the TransactionA successful aircraft transaction is truly a work of art.

There are subtle details and vast complexities that makeup the big picture. If addressed with dexterity and vision,

the result is a masterpiece. At J. Mesinger Corporate JetSales, you will experience this kind of artful, hands-on

approach at every phase of the transaction.

+1.303.444.6766 • www. jetsales.comSuccessfully Closing the Gap Between Buyer and Seller Since 1974

JMS070_ArtOfTheTransaction_Painting_r3.indd 2 10/14/11 4:30 PM

For full specifications and

for more information, visit

JETSALES.COM

Read our industry blog at jetsales.com/blog.

Follow us on twitter for the latest news: @jmesinger

Watch airplane videos at jetsales.com/inventory

800.671.6766 / p: + 1 303.444.6766 / f: + 1 303.444.6866 / [email protected]

ASKING $5,950,000 | 6894 Hrs TTAF, 4397 Landings, RRCC

AIRCRAFT FEATURES: APU on MSP • Document 11 complied with 9/11/11

• Aileron re-gearing modification c/w • Magnastar C 2000 FFONE w/3 handsets

• Dual Honeywell NZ 2000 FMS w/6.0 software and CD 810 displays

• Sirius Satellite Radio • Currently on a 135 certificate

TEXT JM93 TO 727-399-6059 FOR MORE INFORMATION

1999 CITATION X S/N 93

ASKING $21,500,000 | Ferry Time Only – New Aircraft

AIRCRAFT FEATURES: Dual FMS with V-Speeds • Datalink w/graphical

weather maps • Airshow 4000 w/Worldwide package • Aircell ATG 5000

standalone high speed internet • Quiet Cabin package • Floor Plan 4: forward

cabin includes a four place club seating area and the aft cabin includes a

three place divan and a two place club seating area


2011 CHALLENGER 300 S/N 20329

ASKING $1,795,000 | 5664 Hrs TTAF, 6043 Landings

AIRCRAFT FEATURES: GNS-XLS FMS w/ Mod 6 upgrade • Mark VII EGPWS

• TCAS II w/Change 7 • BF Goodrich Stormscope • AFIS • CVR

• Currently operating Part 135


1994 CITATION V ULTRA S/N 279


1995 CHALLENGER 604 S/N 5302

AIRCRAFT FEATURES: Smart Parts Plus • APU on MSP • Precision Plus

avionics upgrade • Triple Collins FMS 6000 • Dual Litton LN-101 IRS

• Airshow Genesys • Great paint and interior • Major inspections including

the 6/12/24/48/96/192 and 240 month c/w 11/11 at Duncan Aviation


PRICE LOWERED

NOW ASKING $15,250,000 | 5454 Hrs TTAF, 4083 Landings, 100% JSSI

2005 FALCON 2000EX EASy S/N 57

AIRCRAFT FEATURES: One U.S. owner since new • Large corporate

operator • Excellent maintenance history • EASy Step 3 • HUD

• Triple FMS • FDR • 10 passenger configuration • Beautiful paint and interior



1989 CHALLENGER 601-3A S/N 5050

AIRCRAFT FEATURES: Triple Collins VHF 422D COMS • Mode S XPNDR

w/enhanced flight ID • Inspections c/w 10/11 at Pentastar Aviation including

the 12/24/48 month and the 300 hour inspections • WSI Weather • RAAS

• Triple laserefs • Dual flight bags • Airshow 400 • Sirius Satellite Radio

• Aircell FFONE


For full specifications and

for more information, visit

JETSALES.COM

AIRCRAFT FEATURES: 3D engine upgrade • APU on MSP

• C-Check & Gear O/H c/w 2/25/10 • Universal Vision system

• EFIS • Dry Bay Mod c/w 2/25/10


UNDER CONTRACT

UNDER CONTRACTUNDER CONTRACT

9,299 Hrs TTAF, 7,257 Landings, MSP Gold

1981 FALCON 50 S/N 55

Read our industry blog at jetsales.com/blog.

Follow us on twitter for the latest news: @jmesinger

Watch airplane videos at jetsales.com/inventory

800.671.6766 / p: + 1 303.444.6766 / f: + 1 303.444.6866 / [email protected]

ASKING $9,850,000 | 5750 Hrs TTAF, 2866 Landings, CSP

1997 FALCON 2000 S/N 48

AIRCRAFT FEATURES: HUD • Triple FMS • FDR • Great paint and interior

• 10 passenger configuration • Great maintenance history


PRICE LOWERED

NOW ASKING $41,000,000 | 1678 Hrs TTAF, 693 Landings, RRCC

AIRCRAFT FEATURES: Always registered and based in the U.S.

• Easy sale process • Excellent pedigree and condition • HUD • EVS • Triple FMS

• High speed data with wireless LAN • Tailwind 500 Satellite TV • CES (Collins)

Software 7 upgrade • High service bulletin compliance


2006 GLOBAL XRS S/N 9203


1999 GULFSTREAM GIV-SP S/N 1381

AIRCRAFT FEATURES: Engine midlife times

928 hrs / 928 hrs • Airshow Genesys • Currently

operating on a commercial (charter) certificate

• Triple Honeywell LRNAV • Great pedigree &

maintenance history • JAR-OPS and EASA approved

• 48 month detailed landing gear inspections recently c/w 9/11


NOW

IN U.S.

AT GULFSTREA

M

SAV FOR SHO

WIN

GS

WANTED – IMMEDIATE ACQUISITION

GULFSTREAM G550

• GULFSTREAM G550 WANTED FOR IMMEDIATE ACQUISITION FOR A U.S. BUYER

• FORWARD GALLEY

• UNDER 1000 HRS TTAF

• SIGNED EXCLUSIVE ACQUISITION AGREEMENT

• BUYER PAYS OUR COMMISSION

• NO FINANCING REQUIREMENTS

ASKING: $3,650,000 | 4846 Hrs TTAF, 3264 Landings, 100% JSSI

1999 HAWKER 800XP S/N 258425

AIRCRAFT FEATURES: Honeywell Mark VII EGPWS with Windshear

• Dual Honeywell NZ 2000 FMS with 5.2 software and CD 820s

• Honeywell SAT AFIS • Long range oxygen system • Aviation Partners

Incorporated winglet installation


FILE PHOTO

Avpro February 23/01/2012 14:50 Page 1

TWIN COMMANDER 840N97WT, s/n 11709, Only 409 Engine Hours SMOH (5000 Hour TBO) and5872 AFTT, Dash Ten Engines, Garmin GNS-530W, GNS-430W, BeautifulPaint and Interior

2008 CESSNA CITATION CJ3N711BE, s/n 525B-0212, Motivated Seller, 500 Hours and One OwnerSince New, TAP Elite, Collins ProLine 21 Avionics, Collins TCAS-4000TCAS II, Honeywell Mark VIII EGPWS, AirCell St-3100 Iridium Phone andJeppesen Electronic Charts

TWIN COMMANDER 1000N695CT, s/n 96096, Only 4601 Airframe and Engine Hours SinceNew, Dash Ten Engines on Honeywell MSP, Dual Garmin GNS-530W’s,Hartzell Wide Chord Q-Tip Props

CESSNA CITATION S/IIN500ZB, s/n S550-0023, 120 Engine Hours Since Hot Section Inspectionsand 1954 Engine Hours Since Overhauls, Freon Air Conditioning, CurrentPart 135

2011 CESSNA CITATION CJ4N163M, s/n 525C-0035, 75 Hours Since New, Beautiful Paint and Interior,Collins ProLine 21 Avionics, Second Collins FMS-3000 Flight ManagementSystem, WX-1000E Lightning Detection System, XM Radio, HF-9000 HFProvisions

TWIN COMMANDER 690AN449LC, s/n 11187, Grand Renaissance Refurbishment, Dash Ten Engines,21" Camera Port, Meggitt Magic EFIS and 2100 Digital Autopilot, XMWeather, and Wide Chord Q-Tip Props

2009 EMBRAER PHENOM 100N777BF, s/n 50000041, Only 300 Hours Since New, Still Under Factory Warranty, Enrolled on Embraer’s EEC Enhanced Airframe Program and P&W

ESP Gold Engine Program. Premium Passenger Door, AirCell Sat Phone and Fresh 12/24 Month Inspection by Eagle Creek Aviation

www.eagle-creek.com | 317.293.6935 | 317.297.9341Eagle Creek Airport | 4101 Dandy Trail | Indianapolis, IN 46254

Los Angeles: (818) 841-6190Washington D.C.: +1 (410) 626-6162

AVJE [email protected] m

1999 CL604 SN 5411 2006 G450 SN 4044

1987 GIV SN 1029 1987 GIV SN 1022

1985 Challenger 601 SN 3048 2007 CJ 1+ SN 525-0632

Avjet multiple February 25/01/2012 10:58 Page 1

Marc J. Foulkrodorld HeadquartersW

PresidentMark H. LefeverCharter & Management

Phone: +1 (410) [email protected] Vice President, Global SAndrew C. BradleyGlobal Sales & Acquisitions

Phone: +1 (818) [email protected] and Chief ExecutivMarc J. Foulkrod

Sales and Acquisitions

s

ve Officer

MOC.VJETT.AAVPhone: +1 (818) [email protected]

Avjet - FP single February 23/01/2012 15:00 Page 1

Full size 1:1 cabin cross-sections andfloor plans of the majority of jets can be dis-played. The Jet Business has no affiliationto any OEM and is already being heraldedas a game changer in executive aircrafttrading by the OEMs, clients and industryauthorities. Its fully immersive experience forprospective buyers is designed to guidethem through the whole transactionprocess./ More from www.thejetbusiness.com

BizAvRound-Up 2


Gulfstream has enhanced the servicesavailable to operators with the addition of amobile support vehicle and a renovatedcustomer lobby at its Brunswick, Georgia,facility./ More from www.gulfstream.com

Heli Asset, a global helicopter sales &acquisition service provider for operators &lessors worldwide is to be launched at HAI’sHeli Expo Convention in Dallas this month.The company is exhibiting at booth #4605,where Emmanuel Dupuy, managing directorand partner Alain Regourd will welcome allenquiries./ More from www.heliasset.com

Raisbeck Engineering announcedthat the Civil Aviation Administration ofChina recently approved two Raisbeck KingAir performance systems, the dual aft bodystrakes and the Crown wing lockers. Firstapplications of the modifications in Chinaare on a King Air 350, the Seattle-basedcompany said. Other applications forRaisbeck mods–including current and up-coming performance systems on theLearjet 31/35/36/60 and all other KingAir models, are currently working their waythrough the CAAC./ More from www.raisbeck.com

Safe Flight Instrument Corporation has donated $50,000 toCorporate Angel Network in support of thecharity’s 30-year program of arranging freeflights to treatment for cancer patientsusing empty seats in business aircraft./ More from www.safeflight.com orwww.corpangelnetwork.org

The Jet Business has opened its doorsin London, UK. Potential buyers can be ed-ucated on the widest range of business jets- new and pre-owned - available on themarket today. With floor to ceiling screensrunning the length of the showroom, a be-spoke iPad application powers the show-room’s technology and compares andcontrasts the various aircraft types to an in-dividual’s profiles, while full-time analystsand business intelligence teams create theinformation engine which delivers uniquemarket data.


▼

As reported in BusinessNorth, Kestrel AircraftCorp. formallyannounced that it willoperate two manufactur-ing/assembly plants inSuperior, Wisconsin,confirming a story thathad been circulatingsince late December.

“We’re talking 600new jobs,” WisconsinGov. Scott Walker said atthe announcement atRichard I. Bong Munici-pal Airport. That’s themost associated withany new developmentsince World War II,according to SuperiorArea Chamber ofCommerce President

Dave Miner.“Six-hundred is a rea-

sonable number and wehope to eventually haveeven more,” addedKestrel chairman andCEO Alan Klapmeier,who also co-foundedDuluth-based CirrusAircraft.

Superior’s effort torecruit Kestrel began inJuly last year, accordingto Mayor Bruce Hagen. Apackage of generousincentives helped lureKestrel to Superior. Con-struction will begin onKestrel’s Winter Streetcomposite plant thisspring and in 2013 onthe Bong Airport

assembly plant.Its headquarters will

remain in Brunswick,Maine, where it has a10-year lease on 93,000-square-feet of hangarspace at the formerNaval Air Station. It’sunclear what aspect ofmanufacturing wouldoccur in Maine versusSuperior. In an October20 story, however, TheReader Weekly reportedthe Maine facility mightbe used for a separateKestrel division that willrefurbish aircraft madeby other firms.

/ More information from www.kestrel.aero

KESTREL FOR WISCONSINTWO MANUFACTURING/ASSEMBLY PLANTS IN SUPERIOR

SHOWROOM AT THE JET BUSINESS


2007 GLOBAL 5000 - SN 9226Pristine Condition, Value Priced

2008 CITATION XLS+ - SN 560-6006Stunning Cosmetics, Highly Optioned

1997 CHALLENGER 604 - SN 5351One Corporate Owner, Six-Tube Collins Pro-Line 4 Avionics

1993 CITATION VI - SN 650-0231August 2011 Document 8 Inspection

2007 CHALLENGER 605 - SN 5705Turnkey Challenger 605, Recent Inspections

2007 GULFSTREAM 150 - SN 235A Deal That Won’t Be Beat!

FEATURED INVENTORY

A plane for

EVERYMISSION.

When you come to Jetcraft to acquire an aircraft, we’ll start with a question:

What’s your mission? Are you looking for an office in the sky, a luxury

getaway jet or a helicopter? With our large inventory of new and pre-

owned models, our broad customer base and unmatched global network,

we can fit your needs perfectly. And with almost 50 years’ experience,

we’ll do it quickly. Talk to us and see. Our mission is fulfilling yours.

www.jetcraft.com I [email protected] I Headquarters +1 919-941-8400

WAS Interior_02.2012_Mission Marc.indd 1 1/19/12 7:05 PM

MaiSouth Carolina (CAE)803.822.4114e-mail: [email protected]

Colorado (GJT)970.243.9192 / 970.260.4667 cell

214.904.9800 / 214.952.1050 cell

1996 Citation Ultra | 560-03662002 Citation Excel | 560-5288

Citation ExcelCitation Excel1996 Citation VII | 650-7074

Citation V11Citation V11

Citation UltraCitation Ultra

1976 Citation 500 Eagle | 500-0295

Citation 500 EagleCitation 500 Eagle

1985 Citation ISP | 501-0687

Citation 1SPCitation 1SP1979 Citation II | 550-0047

Citation 11Citation 11

2009 Citation XLS+ | 560-6012

Citation XLS+Citation XLS+

BeechjetBeechjet

1992 Beechjet 400A | RK-36

2007 Citation CJ2+ | 525A-0345

Citation JetCitation Jet1994 Citation II | 550-0732

Citation 11Citation 11

MaiSouth Carolina (CAE)803.822.4114e-mail: [email protected]

Colorado (GJT)970.243.9192 / 970.260.4667 cell

214.904.9800 / 214.952.1050 cell

King Air 350King Air 350

1998 King Air 350 | FL-221King Air B200King Air B200

1982 King Air B200 | BB-990

King Air B200King Air B200

2003 King Air B200 | BB-1807King Air B200King Air B200

1982 King Air B200 | BB-1040

1981 King Air F90 | LA-137

King Air F90King Air F90

MeridianMeridian

2008 Piper Meridian | 46973241998 Pilatus PC-12/45 | 195

PilatusPilatus

1976 King Air E90 | LW-186

King Air E90King Air E901981 King Air B200 | BB-917

King Air B200King Air B200

1976 King Air 200 | BB-169

King Air 200King Air 200

Also Available Citation V, S/N 560-0112Citation Bravo, S/N 550B-0871Citation II/SP, S/N 551-0039Citation II, S/N 550-0326Citation II, S/N 550-0216

Citation CJ2, S/N 525A-0016Falcon 20 Cargo, S/N 31Falcon 10, S/N 82Learjet 35A, S/N 138King Air 350, S/N FL-278King Air 200, S/N BB-473

King Air 200, S/N BB-263King Air B100, S/N BE-9King Air F90, S/N LA-45King Air C90, S/N LJ-601Grand Caravan, S/N 208B-0958Socata TBM700C1, S/N 244Socata TBM700B, S/N 193

2004 Embraer Legacy 600, S/N 841, 3007 TT, Engines on JSSI Plat-inum, JAR Ops, Steep Approach Mod, 13 pax Interior,

Asking $12,800,000.00

2004 Hawker 800XP, S/N 258674, 3052 TT, MSP Gold, Support Plus,JAR Ops, TCAS II, CAMP, 8 pax interior, Airshow,

Asking $5,200,000.00

2001 Hawker 800XP, S/N 258503, 3159.7 TT, Engines/APU on MSP,TCAS II, TAWS-A, Dual NZ-2000’s, L/R Oxygen, Honeywell EFIS,

Asking $3,950,000.00

1999 Challenger 604, S/N 5415, 7272TT, Smart Parts Plus SPEC, FDR,110v Outlets, 12 pax, Airshow, Entertainment System,

Owner Financing Available, Asking $9,000,000.00

1981 Falcon 20F-5BR, S/N 410, 11259 TT, Engines on JSSI, TR’s, GTCP36-150 APU, Universal MFD, TCAS 2, C Check c/w 7/11, Fresh GearO/H, Asking $1,395,000.00

1981 Falcon 20F-5BR, S/N 428, 11042 TT, MSP, Collins EFIS86, APS-85, GTCP36-150 APU, TR’s, Gear O/H & C Check c/w 9/10, TCAS 2,

Asking $1,395,000.00

1979 Falcon 20F-5BR, S/N 416, 11764 TT, MSP Gold, GTCP 36-150APU, EFIS-86C, Aft Baggage, C Check c/w 4/09, TCAS 2, TAWS-A,

Asking $1,395,000.00

1980 Falcon 50, S/N 010, 7977 TT, JSSI, Collins FDS-2000 EFIS, TCASII, Dual UNS-1F w/ WAAS, C&CPCP c/w 3/09, Gear O/H in 2/12,

Asking $2,200,000.00

JetBrokers February 24/01/2012 14:54 Page 1

Email: [email protected] Web: www.jetbrokers.com

CHICAGO+1-630-377-6900 Phone

FARNBOROUGH+44 (0)1252 52 62 72 Phone

AUSTIN+1-512-530-6900 Phone

DETROIT+1-248-666-9800 Phone

ST. LOUIS+1-636-532-6900 Phone

1979 Citation II, S/N 550-0082, 10055 TT, 2775/2351 SMOH with newimpellers, Garmin 530/430’s, Phase 5/10000 hr c/w 2/11, New Paint,

Asking $695,000.00

2002 Socata TBM700B, S/N 232, 1140 TT, KMD850 MFD, Air Con-ditioning, RVSM Compliant, Mode S w/ Diversity,

Asking $1,450,000.00

1990 Citation V, S/N 560-0059, 6190.6 TT, ESP Gold, TCAS 2, 5-TubeEFIS, TAWS-A, RVSM, Fresh Phase 1-5, New Paint, JAR Ops,

Price Reduced to $1,595,000.00

1979 Citation II, S/N 550-0094, 9425 TT, 2224/2278 SMOH, TCAS 2,TAWS-A, 8.33/FM Imm., JAR Ops, Delivered with Fresh Phase 1-5,

Price Reduced to $599,000.00

1999 Citation Bravo, S/N 550B-0891, 5452 TT, On Power AdvantagePlus and Pro Parts, Freon Air, Phase 5 c/w 5/10, Belted Potty,

Asking $2,095,000.00

2007 Premier 1A, S/N RB-181, 1873 TT, TAP Elite, Support Plus, TCASII, Custom Paint and Interior, Electronic Charts,

Asking $2,625,000.00

2005 Hawker 400XP, S/N RK-411, 605 TT, Garmin GMX-200 MFD,XM Weather, Sat Phone, Like New, Airshow, Freon, One Owner,

Asking $2,995,000.00

2004 Citation CJ2, S/N 525A-0204, 2806 TT, Engines on Power Plan,Pro Parts, Three-Tube, Garmin 530’s, UNS-1L, Skywatch, Fresh Doc 10,

Asking $3,400,000.00

JetBrokers February 24/01/2012 14:55 Page 2

BizAvRound-Up 3


Last month, Jet SupportServices, Inc. (JSSI), theworld’s largest inde-pendent provider ofhourly cost maintenanceprograms for aircraft en-gines and airframes,hosted its first EuropeanBroker-Dealer Summit atTag Farnborough Airport,UK. The more than forty,by-invitation-only, atten-dees, were all senior ex-ecutives representing abroad section of the Eu-ropean Business Avia-tion Community, aircraftsales and acquisitionspecialists, aircraft oper-ators, finance and insur-ance corporations.

The Summit com-prised two highly inform-ative sessions presentedby JSSI CEO, Lou Seno,Chief Administrative Of-ficer; Susan Marr, VPTechnical Services;George Kleros; and GregMartin, VP Business De-velopment (EMEAA)

Session 1: Compriseda detailed description ofthe JSSI Programs avail-able today, including the

new Platinum Program,as well as program en-hancements such asSupplemental Lift andcompressor washes.Guidance was also pro-vided on valuing theJSSI Program at thetime of an aircraft sale.

Session 2: This ses-sion was an open forumdiscussion with a focuson the JSSI-Broker/Dealer relationship andopportunities that mutu-ally benefit their respec-tive businesses.

“At JSSI we’re alwayslooking for new ways tokeep our clients flyingefficiently and cost ef-fectively, anywhere in theworld,” Seno outlined.“That’s why we intro-duced JSSI Platinum inthe Spring of 2010.

“We didn’t stop atJSSI Platinum. We knowthat when engines go infor overhaul, owners canfind themselves withouttheir aircraft for up tothree months. And soJSSI introduced ‘Supple-mental Lift’ during last

year’s NBAA Convention.This provides reimburse-ment for charter aircraftto keep owners flying, inthe event that rental en-gines are unavailablewhile their own enginesare in the shop for over-haul.”

Early this year it be-came evident that JSSISupplemental Lift wasn’tenough. Its clientsneeded more access toloaner engines. The onlyway to solve the problemwas for JSSI to expandthe small rental enginepool by investing in twoRolls-Royce BR710engines that will beavailable for its clients.

Additional news ofinterest is that JSSI hasbeen elected as a newmember of the GeneralAviation ManufacturersAssociation (GAMA), andSeno has been invited toserve on the GAMABoard of Directors.

/ More information from www.jetsupport.com

WELLSUPPORTEDSUCCESS:JSSI’s FIRST EUROPEANBROKER-DEALER SUMMIT

Citation Ten Takes To The Skies

Cessna’s Citation Ten prototype made itsfirst flight last month. The flight lasted morethan two hours and included tests of stabil-ity and control, handling qualities, functionaloperations including the autopilot and auto-throttle system, engine operability andavionics before landing at Wichita, KansasMid-Continent Airport (ICT) where Cessna'smain manufacturing facility is located.

"It took a significant amount of work by alarge number of people to get us to thismilestone, and I am happy to report that theaircraft performed exceptionally well andhandling characteristics were excellent; just

as predicted," said Michael Voigt, Cessna'sengineering test pilot who flew the Ten pro-totype. "All systems functioned as expectedincluding the Garmin G5000 avionics sys-tem. We are looking forward to a successfulflight test program and FAA certification."

Federal Aviation Administration typecertification is on track for mid-2013 withfirst aircraft deliveries planned for the sec-ond half of 2013.

"Our first flight, was a great success. Wehave a great team working on this projectand I know they will take this dominant air-craft up a notch," said Kelly Reich, businessleader for the Cessna Citation X and Ten./ More from www.cessna.com

Hawker Beechcraft Corporation(HBC) received type certification for theHawker 900XP midsize business jet fromthe Interstate Aviation Committee (IAC) Avi-ation Registry in Russia. In addition to Rus-sia’s approval, the Hawker 900XP hasachieved type certification from more than50 other countries around the world.

“The Hawker 900XP is ideally suited tothe Russian market and with this certifica-tion we believe the aircraft will be in greatdemand with charter companies and thosewith a corporate or private fleet in the re-gion,” said Sean McGeough, HBC president,Europe, Middle East and Africa.

“The aircraft is capable of transportingeight passengers and two crew members ata distance of 5,069 km, making it possiblefor the majority of Russia to be accessedfrom any point. Furthermore, the Hawker900XP can reach any point in Europe fromMoscow or St. Petersburg.”/ More from www.hawkerbeechcraft.com


LOU SENO

▼

HAWKER 900XP


Bombardier Pre-Owned Except the Price World Aircraft Sales Bleed: 10.25”w x 12.5”h Trim: 8.125” w 10.625” d

EXPECT EVERYTHING YOU’D EXPECT FROM A NEW JET (EXCEPT THE PRICE)

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to OEM standards. You can even customize your paint and interior package. So, it’s not pre-owned. It’s totally re-owned.

All yours. All Bombardier original, with a program full of warranties, training, factory re-delivery and support that makes

buying from the OEM the only way to fly. (Things a broker can’t provide.) Take a look at the full line of pre-owned aircraft

on our website. Then call us for a closer look at just how much more than a jet you get with our pre-owned program.

Put the Bombardier back in your business plan. www.bombardierpre-ownedaircraft.com • 972-960-3810

General Aviation February 25/01/2012 11:07 Page 1

General Aviation February 24/01/2012 14:58 Page 2

Market Indicators 4

34 WORLD AIRCRAFT SALES MAGAZINE – February 2012 Aircraft Index see Page 4www.AvBuyer.comcontinued on page 40

new model's additional utility can cut ex-penses or increase revenue - all theclassical quantitative arguments.

Foley sees these economic pressures af-fecting virtually every segment of the marketin some way.

In spite of this more challenging climate,Foley is very optimistic for the industry, say-ing, “We anticipate future helicopter sales

will trend upward nicely over the next fewyears. But that's contingent upon the manu-facturers' ability to help customers with allthe necessary information and justificationneeded to make their numbers work. Valuewill remain the future quest and mantraguiding helicopter purchases - you canquote me on that.”/ More from www.brifo.com

ARGUS VIEWDecember business aircraft flight activityslowed down over the holidays, according toARGUS. TRAQPak data indicates that in De-cember 2011 business aircraft flight activitydeclined from November 2011, falling 6.1%from the previous month.

A look at the individual operational cate-gories shows a decrease across the boardled by Part 91, which was down 8.9% fromthe previous month. Fractional activity fol-lowed, down 3.4%, and Part 135 finisheddown 2.3%.

All aircraft categories were down month-over-month with large cabin aircraft showingthe most significant decline, off 8.1% fromNovember. Mid-Size cabin aircraft activitywas down 7.5%, followed by small cabin jets(down 5.8%). The largest individual marketdecrease was in the Part 91 large cabin mar-ket which posted a 10.2% month-over-month decrease. Large cabin fractional sawan increase up 4.3% over November.

Comparing year-over-year results (De-cember 2011 vs. December 2010) overallaircraft activity declined 2.2% from 2010.

Comparing the operational categories, thePart 91 market remained positive with a2.1% increase over December 2010. ThePart 135 and fractional markets both experi-enced a year-over-year decline, off 8.4% &3.6% respectively. Aircraft category resultswere generally negative for December 2011.

All aircraft segments, with the exceptionof small cabin, posted a year-over-year de-crease that was led by large cabin aircraft,down 6.3%. Mid-size cabin followed, down2.3%, and turboprops were down 2.4%.Small cabin aircraft showed slightly positive,up 0.6% from December 2010. Reviewingindividual categories, Part 91 small cabin jetsshowed a significant improvement over 2010with a 9.4% increase year-over-year./ More from www.argus.aero

BRIFO VIEWWhile helicopter buyers have traditionallybeen financially conservative and cost-con-scious, the next decade will usher in a newera of tightened purchase scrutiny, predictsBrian Foley, president and founder ofBRiFO. He still foresees plenty of sales tobe had, "but most, if not all will require an in-disputable, virtually airtight business-casejustification. This could prolong the salesprocess, so smart buyers and sellers willplan further ahead.”

In addition, Foley advises rotary-wingmanufacturers to provide better evidencethat fleet replacement or growth is asounder financial choice than it might ap-pear at first glance (as is buying new vs.used). This could include such things as re-duced ownership costs or showing how a ▼

JETNET VIEWJANUARY - NOVEMBER 2011: INVENTORIES DOWN, PRICES YET TO BOTTOM OUT JETNET has releaseddetails for the firsteleven months of 2011’spre-owned business jet,business turboprop andhelicopter markets. Pre-owned business aircraftinventories continued todecline in November, butasking prices - espe-cially for jets - have yetto find a bottom.

Business jet inventoryin November stood at14.0% of the in-servicefleet (down 1.1% from ayear ago). In the first 11months of 2011, jet saletransactions increasedby 9.6% compared to thesame period in 2010 -however, in the sametimeframe, average ask-ing price dipped 14.1%to $4.537m, and averagedays on the market

swelled by nine days to334.

The turboprop marketappears to be gaining abetter footing. Inventoryof pre-owned turbopropssettled in at 9.9% in No-vember (down from10.8% in 2010). Turbo-prop sale transactionsrose by 12.4% in the first11 months comparedwith the same period in2010, while the numberof days on the marketdecreased by 12 days to327. Average Askingprice was the only nega-tive in the turbopropsegment, though it fellby only 3.2% versus ayear ago, to $1.311m.

Turbine and PistonHelicopter Full SaleTransactions have de-clined by double-digit

percentages, at 10.9%and 18% respectivelyafter eleven months of2011, versus 2010. Thepercentage of the Tur-bine and Piston helicop-ter fleet for sale inNovember 2011 wasbelow 7%. One milliondollars separates the av-erage asking prices forTurbine helicopters, at$1.277m, and Piston hel-icopters, at $223k. Whilethe average asking pricefor turbine helicopters isdeclining, the piston hel-icopter average askingprice has increased by8.3%, and was the onlypre-owned aircraftmarket sector to showan increase.

/ More from www.jetnet.com


Corporate Concepts February 23/01/2012 15:28 Page 1

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BizAvRound-Up 5

ARRIVALS


EVENTS

Maurício Botelho - the for-mer Embraer CEO has resignedas the company's chairman for‘personal reasons’. Botelho wasresponsible for Embraer's quickacceleration into the regional jetmarket and spearheaded thecompany's business jet strategy.He joined Embraer as an aero-space outsider after serving astop executive of Odebrecht, aBrazilian engineering conglom-erate even larger than Embraer.Hermann Wever, vice-chairmanof Embraer's board of directorswill temporarily assume thechairmanship.

Debi Costantino – has beenappointed Charter Travel Coordi-nator on behalf of FreestreamAircraft USA, one of the world’slargest aircraft brokerage firms.

Christopher Ellender - Gulfstream Aerospace hasappointed Ellender as a seniorregional sales manager for Prod-uct Support Sales. Ellender isbased at the Gulfstream facilityin Luton, England.

BillMcLeod– is thenew vicepresident,NorthAmericanSales,CentralDivision forGulfstream

Aerospace. Based in Washing-ton, D.C., McLeod reports toScott Neal, senior vice president,Sales and Marketing.

John R. O'Neal -sadly passed away recently after losinghis battle with cancer. John, a 33-yearveteran with Eagle Aviation had lastingfriendships with a huge number ofcolleagues throughout the BusinessAviation community, and will be verysadly missed by all who had dealingswith him.

INDIAN BUSINESS AVIATION EXPOFeb 8 – 10Delhi, India/ www.miuevents.com

NBAA: BUSINESS AIRCRAFTREGISTRATION CONFFeb 9 – 10Delray Beach, FL, USA/ www.nbaa.org

HELI-EXPO 2012Feb 11 – 14Dallas, TX, USA/ www.rotor.com/heliexpo

SINGAPORE AIRSHOWFeb 14 – 19Changi Center, Singapore/ www.singaporeairshow.com.sg

NBAA: LEADERSHIP CONFERENCEFeb 22 - 23San Diego, CA, USA/ www.nbaa.org

BUSINESS AIRPORT WORLD EXPOFeb 22 – 23Cannes, France/www.businessairportworldexpo.com

aerosmithpenny.com

Total Time: 6187, Sperry 3 Tube EDS-603 3 Tube EFIS,Global GNS XLS w/GPS, Thrust Reversers, Freon A/C.

1990 Citation II, S/N 550-0636

aerosmithpenny.com

Dave Eickhoff or Bob Nygren8031 Airport Blvd. Suite 224, Houston, TX 77061

Phone: (713) 649-6100 • Fax: (713) 649-8417Email: [email protected]

Total Time 2108 since new, 3074 Total Landings.All Mandatory AD’s and SB’s complied withPhase IV, recent Hot Section.

1997 King Air 350, S/N FL-170


BUSINESS JET INTERIORS WORLD EXPOFeb 22 – 23Cannes, France/www.businessjetinteriorsworldexpo.com

INDIAN BUSINESS AVIATION EXPOFeb 22 - 23Delhi, India/ www.miuevents.com

US CORPORATE AVIATION SUMMITFeb 23 – 24Miami, FL, USA/ www.aeropodium.com

BBGA CONFERENCEMar 6 TBCSt. Albans, Herts, UK/ www.bbga.aero

ABU DHABI AIR EXPOMar 6 - 8Abu Dhabi, UAE/ www.adairexpo.com

CYGNUS AVIATION EXPOMar 7 - 9Las Vegas, NV, USA/ www.cygnusaviationexpo.com

WOMEN IN AVIATION CONFERENCEMar 8 – 10Dallas, TX, USA/ www.wai.org

NBAA: INTERNATIONAL OPERATORSCONFERENCEMar 12 – 15San Diego, CA, USA/ www.nbaa.org

INDIA AVIATION 2012Mar 14 – 18Hyderabad, India/ www.india-aviation.in

HAC (HELICOPTER ASSOC OFCANADA CONVENTION)Mar 16 - 18Ottawa, Ontario, Canada/ www.h-a-c.ca

AVIONICS EUROPE Mar 21 – 22Munich, Germany/ www.avionics-event.com

ABACE2012: ASIAN BUSINESSAVIATION CONF. & EX.Mar 27 – 29Shanghai, China/ www.abace.aero

AIRCRAFT INTERIORS EXPOMar 27 - 29Hamburg, Germany/ www.reedexpo.co.uk

FIDAEMar 27 – Apr 1Santiago, Chile/ www.fidae.cl

SUN ‘N FUN FLY-INMar 27 – Apr 1 Lakeland, FL, USA/ www.sun-n-fun.org

AEA (AIRCRAFT ELECTRONICSASSOCIATION CONVENTION) Apr 3 - 6 Washington DC, USA/ www.aea.net

SIBAS (SHANGHAI INT’L BUSINESSAVIATION SHOW)Apr 11 – 13Shanghai, China/ www.shanghaiairshow.com

NBAA: BUSINESS AVIATION REG FORUMApr 12Van Nuys, CA, USA/ www.nbaa.org

AERODROME INDIAApr 12 – 14Mumbai, India/ www.pdatradefairs.com

GENERAL AVIATION IN THEMIDDLE EASTApr 17 – 18Dubai, UAE/ www.miuevents.com

REGIONAL AIRLINE CONFERENCE(RAC 2012)Apr 18 - 19Porto, Portugal/ www.eraa.org

AERO FRIEDRICHSHAFENApr 18 – 21Friedrichshafen, Germany/ www.aero-expo.com

AIRPORT INFRA EXPOApr 24 – 26Sao Paulo, Brazil/ www.airportinfraexpo.com.br

NAFA: (NATIONAL AIRCRAFTFINANCE ASSOC. CONFERENCEApr 24 - 27 Savannah, GA, USA/ www.nafa.aero

MEDITERRANEAN BUSINESSAVIATION SUMMITApr 27Sliema, Malta/ www.aeropodium.com

NBAA: MAINTENANCEMANAGEMENT CONFERENCEMay 1 - 3Nashville, TN, USA/ www.nbaa.org

If you would like your event included in our calendar email: [email protected]

6 BizAvRound-Up


Astra/Gulfstream SPX sn 80 - Motivated seller - REDUCED!! Low Time, with APU and recent C Check Insp!Priced to Sell!

1980 Learjet 35A sn 348 - UPGRADED -2C Engine Mod12,800 TTAF, MSP, RVSM, 8.33 Spacing. Exceptional Buy!

1982 Learjet 55 sn 59 - MSP Gold, TCAS II, JAR-OPS,New to Market !

1981 Learjet 35A sn 395 - 7400 TTAF, ‘Big 3’ CargoDoor, Dee Howard TR’s, MSP Gold, Beautiful 8 Place interiorw/walnut- New 2009 –Paint New 2009. Amazing Airplane!

Also Available:Lear 55 sn 63, Lear 55 sn 58, Lear 35A sn 348, Lear 35 sn 51, Lear 25Bsn 201, Lear 35A sn 672, Lear 35A sn 240, Lear 35A sn 188,Lear 25D sn 363, Lear 35A sn 384, Lear 35A sn 473, ’Lear 35a sn 654

Lear 35A sn155, Lear 35 sn 11, Lear 36A sn 37, Lear 55 sn 091, Lear 35A sn 462, Lear 35 sn 011, Lear 55 sn 118 Lear 31A sn 68, Lear 31A sn 74, Lear 55 sn 95, Lear 55 sn 120, Lear 25G sn 352, Lear 35A sn 473, Lear 35A sn 83, Lear 55B sn 128 Lear 35 sn 616, Lear 60 sn 154

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2008 Lear 60XR sn 337 - 2265 TTAF On ESP Gold,4-4 Tube EFIS System, TCAS II w/ change 7, APU, EGPWS,Thrust Reversers, EASA/ JAR OPS, RVSM, FDR-, DualUniversal UNS-1E w/ GPS, CAMP, New to Market !

2004 Lear 60SE sn 275 - 2265 TTAF On ESP Gold,4-4 Tube EFIS System, TCAS II w/ change 7, APU, EGPWS,Thrust Reversers, EASA/ JAR OPS, RVSM, FDR-, DualUniversal UNS-1E w/ GPS, CAMP, New to Market !


n this month’s AircraftComparative Analysis, weprovide information on aselection of new and pre-owned Single-Engine Turbine

helicopters in the $1.07-1.9 million pricerange for the purpose of valuing thepre-owned Bell 206B-3 JETRANGER IIIhelicopter.

We’ll consider the usual productivityparameters - payload/range, speed andcabin size - and cover current market val-ues. The field in this study includes the

MD 500E, Enstrom 480B, and EurocopterEC-120B.

BRIEF HISTORYTable A (overleaf) shows the history of theBell 206 single turbine series helicopterstarting in 1966. The 206B-3 Jetranger IIIreplaced the 206B Jetranger II in 1977 andwas produced right up until 2010. There arecurrently 1,956 206B-3 helicopters in opera-tion, and 2,471 that were manufactured dur-ing that timeframe - the largest number of asingle model of all 206 model series built.

The 206B Jetranger II aircraft could bemodified to a model 206B-3 Jetranger III bythe completion of Service Instruction 206-112(including the installation of the Allison 250-C20B engine). One crew and four passengerseats are available on the 206B-3.

Also, shown in Table A, the Bell helicop-ter 206 series makes up 65% of the 9,648 BellHelicopters produced. Overall, Bell has pro-duced 43% of all the Commercial Westernmanufactured helicopters (which totals22,688, per JETNET records in November2011).

by Michael Chase


❯

I

AIRCRAFT COMPARATIVE ANALYSISBELL 206B-3 JETRANGER III

Bell 206B-3 JetRanger III

BELL 206B-3

ENSTROM 480B MD 500E

AirCompAnalysisFeb12_ACAn 24/01/2012 15:25 Page 1

Specifications subject to verification upon inspection, aircraft subject to withdrawal from the market.

2006 Citation Sovereign s/n 680-0105 • Engines on ESP Gold • APU on MSP • Aircell Axxess II Satcom • XMR 100-01

weather/radio • Due maintenance complied with through June 2012

• Previously operated Part 135 • Eight passenger

• Trade-in aircraft considered

L E A D I N G E D G E AV I AT I O N S O L U T I O N S Te l i n U S : 2 0 1 . 8 9 1 . 0 8 8 1 A I R C R A F T S A L E S @ L E A S . C O M W W W. L E A S . C O M

$8,995,000

1 LEAS_Single February_LEAS 25/01/2012 16:08 Page 1


PAYLOAD AND RANGEAs we mentioned in past articles, a potentialoperator should focus on payload capabilityas a key factor. The data contained in Table B(left) is published in the B&CA May 2011issue, but is also sourced from Conklin & deDecker. The Bell 206B-3 ‘Available payloadwith Maximum Fuel’ at 208 pounds has thelowest payload capability in this field ofstudy.

CABIN VOLUMEAccording to Conklin & de Decker, the cabinvolume of the Bell 206B-3, at 55 cubic feet, islarger compared to the MD 500E helicopterat 48 cubic feet, as shown in Chart A (left).The Enstrom 480B at 80 cubic feet has thelargest cabin volume in the field ofcomparison.

POWERPLANT DETAILSAll models except the EC-120B in this field ofcomparison are powered by a Rolls-Royce250-C20 engine variant - the Bell 206B-3 uti-lizing a single Rolls-Royce 250-C20J power-plant. The EC-120B offers the highest powerrating value of the field with 400 SHD atransmission from its Turbomeca Arius pow-erplant [transmission rating is a limiting fac-tor in the total rated and usable enginepower output]. The Jetranger III engineoffers a transmission rating of 317 SHD, andthe Enstrom 480B transmission rating is thelowest at 305 SHD.

Using data published in the May 2011B&CA Planning and Purchasing Handbookand the August 2011 B&CA OperationsPlanning Guide we will compare ourhelicopters. The nationwide average Jet-Afuel cost used from the August 2011 editionwas $6.04 per gallon at press time, so for thesake of comparison we’ll chart the numbersas published.

Note: The fuel price used from this sourcedoes not represent an average fuel price forthe year.

TOTAL VARIABLE COSTCOMPARISONSThe ‘Total Variable Cost per hour’, illustratedin Chart B (left), is defined as the cost of FuelExpense, Maintenance Labor Expense,Scheduled Parts Expense, and Miscellaneoustrip expense. The total variable cost for theBell 206B-3 at $553 has about same variablecost per hour as the MD 500E at $554.However, the Enstrom 480B has a lowestvariable cost in this field of study at $478.

PRODUCTIVITY COMPARISONSThe points in Chart C (right) center on thesame group of helicopters. Pricing used in

TABLE A -

DATA COURTESY OF CONKLIN & de DECKER, ORLEANS, MA, USA; JETNET; B&CA MAY & AUG 2011 OPERATIONS PLANNING GUIDE

Cubic Feet

50 100 0

Eurocopter EC120B

Bell 206B-3

Enstrom 480B

55

67

80

48 MD 500E

CHART A - CABIN VOLUME


TABLE B - PAYLOAD & RANGE

MD 500E

Model MTOW(lb)

Max Fuel(lb)

Max Payload

(lb)

Avail Payload

w/Max Fuel(lb)

Max Fuel

Range(nm)

3,200

3,000

3,000

3,780

Bell 206B-3 610

403

603

730

818

907

861

1,113

208

504

258

383

365

275

370

383

270

174

198

240

Enstrom 480B

Max P/Lw/avail fuelVFR Range

(nm)

Eurocopter EC120B

US $ per hour

$400

$0

$553 Bell 206B-3

Eurocopter EC120B

MD 500E $554

$509

$200 $400 $600

$478 Enstrom 480B

CHART B - TOTAL VARIABLE COST



❯


the vertical axis is as published in the B&CA2011 Purchase Planning Handbook. The pro-ductivity index requires further discussion inthat the factors used can be somewhat arbi-trary. Productivity can be defined (and it ishere) as the multiple of three factors:

1. Range with full payload and available fuel;

2. The long range cruise speed flown to achieve that range;

3. The cabin volume available for passengers and amenities.

The result is a very large number so for thepurpose of charting, each result is divided byone billion. A computed curve fit on this plotwould not be very tight, but when all turbinehelicopters are considered the “r” squared fac-tor would equal a number above 0.9.

Others may choose different parameters,but serious helicopter buyers are usuallyimpressed with Price, Range, Speed and CabinSize.

After consideration of the Price, Range,Speed and Cabin Size, we can conclude thatthe Bell 206B-3 Jetranger III helicopter, asshown in the productivity index is productiveamong the other helicopters represented. Alsoincluded in the productivity chart is the Bell206L4 Longranger IV helicopter that shows thecontinued improvement in the next successiveBell 206 series helicopter model.

The Long Range Cruise speed, CabinVolume, and Maximum Payload values fromConklin and de Decker and B&CA magazineare shown in Table C (right) for all the helicop-ters in this field of comparison. Also shown inTable C is the B&CA price for new helicopters(where applicable) and the average retail usedprices are from Aircraft Bluebook.

The last two columns of information showthe number of helicopters in-operation andpercentage “For Sale”. The last column showsthe average monthly number of sales transac-tions in the past 12 months.

As shown, the Bell 206B-3 helicopter leadsthe field in VFR range at 270nm with the maxi-mum payload and available fuel. Also, as ofthe end of November 2011, there are currently117 (or 6% of the fleet) for sale with a monthlyaverage of 12 sold. That’s the most sold, basedon a monthly average compared to the rest ofthe field in this study.

BUSINESS TYPETable D (right) shows the ‘Top Four’ usages bybusiness type of the Bell 206B-3 helicopter.The ‘Top Four’ business types account for91.1% of the most common uses for the Bell206B-3 helicopter. End-User-Owned andCharter companies account for almost 82%

Index

Pri

ce

(M

illio

ns)

(Speed x Range x Cabin Volume / 1,000,000,000)

0.0005

$2.5

$2.0

$1.5

$1.0

$0.5

$0.0

Bell 206B-3

0.0010

MD500E

Bell 206L4

Enstrom 480B

EC120B

0.0015 0.0020 0.0025 0.0030

Model

LongRangeCruiseSpeed

CabinVolume(Cu Ft)

Max P/Lw/avail

Fuel VFRRange (nm)

%For Sale

In -Operation

Bell 206B-3

MD 500E

Enstrom 480B

Eurocopter EC120B

113

127

101

110

55

48

80

67

270

174

198

240

1,956

350

88

557

$1.3mUsed ‘09

B&CA New;Used Bluebook

Price

AvgMonthly

Sold

6.0%

3.4%

18.1%

11.1%

12.4

2.6

1.1

5.6

$1.47m

$1.07m

$1.86m

TABLE D

CHART C - PRODUCTIVITY

TABLE C - COMPARISON TABLE

DATA COURTESY OF CONKLIN & DE DECKER, ORLEANS, MA, USA; JETNET; OPERATIONS PLANNING GUIDE B&CA AUG. 2011; AIRCRAFT BLUEBOOK GUIDE



of use between them. They also account for96 out of the 117 (total) Bell 206B-3 helicop-ters that are currently ‘For Sale’. Theremaining percentage of usages comprisedAir Sprayers, Leasing Companies, DealerBroker, Flight Schools, Air Tours and more.

LOCATIONChart D (left) shows the location by conti-nent for the Bell 206B-3 Jetranger III heli-copter. North America has the majoritywith 57% of the Bell 206B-3 helicoptersfollowed by South America (11.9%) andEurope (10.7%). Combined these threelocations account for nearly 80% ofthe fleet.

SUMMARYWithin the preceding paragraphs we havetouched upon several of the attributes thathelicopter operators value. However, thereare often other qualities such as serviceand support that factor into a buying

decision, and are beyond the scope ofthis article.

The Bell 206B-3 Jetranger III helicopterfares well against its competition - so thoseoperators in the market should find thepreceding comparison of value. Our expec-tations are that the Bell 206B-3 Jetranger IIIhelicopter will continue to do very well inthe pre-owned market.

❯ For more information:Michael Chase is presi-dent of Chase &Associates, and can becontacted at 1628Snowmass Place,Lewisville, TX 75077; Tel: 214-226-9882;Web: www.mdchase.com

Do you have any questions or opinions on theabove topic? Get them answered/published inWorld Aircraft Sales Magazine. Email feedback to: [email protected]


CHART D - LOCATION BY CONTINENT1,956 IN-SERVICE, NOVEMBER 2011

SOURCE: JETNET STAR REPORTS


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hroughout the USA over 11,000 companiesown business aircraft and many thousandsmore employ Business Aviation throughchartering or fractional ownership pro-grams. Worldwide, the number of corpora-

tions operating their own jet or turboprop aircraftfor business approaches 20,000, while charter addssignificantly to the number of companies and entre-preneurs that utilize the flexibility and efficiencyprovided by this form of air transportation.

Thanks to excellent research and reporting by theNo Plane No Gain team, a collaboration of theGeneral Aviation Manufacturers Association andthe National Business Aviation Association, thebenefits of Business Aviation are well documented.Furthermore, those DC-based associations activelycommunicate with elected leaders in Congress and

policymakers in federal and state governments,educating them regarding the role that BusinessAviation plays in economic development andenhanced quality of life.

In Europe, the European Business AviationAssociation (EBAA) has a similar focus on commu-nicating the attributes of Business Aviation to offi-cials regionally, including the leaders within theEuropean Union. During the previous decade,EBAA has established a productive dialogue withEuropean institutions such as Eurocontrol and theEuropean Aviation Safety Agency (EASA), educat-ing bureaucrats as to how business aircraft provideaccess to economic opportunity and, therefore, areworthy of receiving fair and equitable access to air-space and airports. EBAA has been successful inelevating Business Aviation’s acceptance in Europe.

By providing a unique form of transportation thatis essential to economic development, BusinessAviation presents a positive image. Our role is tohelp others see what we see, opines Jack Olcott.

T

Optics

Possibly the world’s most recognizedexpert on the value of BusinessAviation, Jack Olcott is a formerEditor and Publisher of Business &Commercial Aviation magazine andVice President within McGraw-Hill’sAviation Week Group. He wasPresident of the National BusinessAviation Association from 1992through 2003, and today Jack’snetwork and personal knowledge ofBusiness Aviation uniquely qualifieshim to oversee Business Aviation andthe Boardroom. More informationfrom www.generalaerocompany.com


BUSINESS AVIATION AND THE BOARDROOM

GIVEN ITS PROVEN BENEFITS, IT IS INAPPROPRIATE FOR USERS OF BUSINESS AVIATION TO BE FEARFUL OF ‘OPTICS’

Boardroom guide 1 Feb12_FinanceSept 24/01/2012 12:54 Page 1

At the International Civil Aviation Organization, aspecialized agency of the United Nations headquar-tered in Montreal, Canada that addresses mattersaffecting all aviation worldwide, Business Aviationis ably represented by the International BusinessAviation Council (IBAC), an “association” ofBusiness Aviation associations. While concentratingprimarily on safety and technical matters affectingthe operations of business aircraft, IBAC has signif-icantly enhanced the stature of Business Aviationwithin the international community.

Thus it is both curious and disturbing that opera-tors of business aircraft regard image as an obstacleto growth of the Business Aviation community. Toooften we hear that operators are fearful that“optics” justify a low profile. Concern persists thatthe public as well as policy makers see businessaircraft as something other than vital tools for theproductive transport of company personnel.

CHEAP SHOT AT VITAL TOOLSSurely politicians promoting a populist theme havetaken cheap shots at the expense of BusinessAviation, often using the words “corporate jets” ina pejorative fashion. They are quick to equate useof a business aircraft with corporate excess, whenin fact a business aircraft is as essential forincreased productivity as other forms of businesstransportation. For many business trips, the mostcost-effective travel is via business aircraft.

Perhaps concern about optics is understandable,but it is not reasonable. When time is a factor—inbusiness, rarely is time not a factor—a business air-craft is without peer. As a community, we need tospeak out about the advantages of BusinessAviation whenever the opportunity presents itself.

Nor is it appropriate that those who are involvedwith Business Aviation be fearful of “optics.” Weshould embrace the image of a business aircraft asbeing the sign of a well-managed company—one

that appreciates the value of people and time. It isessential that users of Business Aviation approachthe optics of Business Aviation differently.

Take a close look at how often politicians, quick tofind fault with “Corporate Jets”, use them for con-ducting their own business (be that businesstowards the fulfillment of their duties as electedofficials or their campaigning).

President Obama, often equating “fat cat” with“corporate jets,” would be unable to do his job forthe citizens of the USA without Air Force One. Andhis staff would be disadvantaged if they could notaccompany him as he travels.

In this season of primaries, candidates often arepresent on the same day in states that are separatedby hundreds of miles. They are able to do sobecause of Business Aviation. Either they charter anaircraft, borrow one from interested supporters [seeChris Younger’s article on transport of elected offi-cials in this section] or lease a business jet for theduration of their campaign.

Users of Business Aviation as well as the profes-sionals who are associated with this form of trans-portation know the value of a business aircraft. Thecompanies that are the most favorable for stock-holders to own—those that generate the greatestreturns to shareholders in terms of capital gainsand dividends—are users of business aircraft.

When viewed through an undistorted lens,Business Aviation looks great. We must diligentlyseek to communicate the advantages of BusinessAviation, seizing every opportunity to shine abright light on our community and its vital role ineconomic development.

Do you have any questions or opinions on the above topic?Get them answered/published in World Aircraft SalesMagazine. Email feedback to: [email protected]

“ When time

is a factor—

in business,

rarely is time

not a factor—

a business

aircraft is

without peer.”

What the Boardroom needs to know about Business Aviation



quick look reveals that by bringing the ebband flow of commerce to the many loca-tions that have either minimal or no air-line service, business aircraft account for

about $150Bn of annual activity within the USeconomy.

What the graphic below fails to show is the addition-al value that comes from higher productivity facilitat-ed by Business Aviation.

Without Business Aviation, Americans would be con-strained to less than 500 domestic airports with anyform of scheduled airline service. But in fact, mostairliners operate to and from less than 50 airports.

Studies reveal that the typical business traveler usingscheduled service from the busiest 25 airports canexpect to lose one or more hours of work-time on anaverage trip. Also, about a quarter of all airline flights

were delayed, diverted or cancelled in 2008, a typicalyear for airline travel.

In stark contrast to scheduled airliners, business air-craft are able to use about 5,000 airports in the USA,business people can travel on their own schedules,and the travel environment is conducive to address-ing business issues without passengers being con-cerned about industrial security.

A business aircraft is a business office that moves. Inbusiness aircraft, employees are able to be noticeablymore productive. Thus it is understandable whycompanies and entrepreneurs often find BusinessAviation the only efficient way to obtain maximumvalue from business travel.


The General Aviation Manufacturers Association, in conjunction with the National Business AviationAssociation, has gathered compelling data that illustratethe value of Business Aviation.

A

Looking Good$150bn Annual Activity within the US Economy



ECONOMIC CONTRIBUTION OF BUSINESS AVIATION

SOURCE: GAMA 2009

0 50 100 150 200

Induced Benefits

Indirect Benefits

Direct Benefits

Total Impact $B

Dollars, in Billions


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art 1 of your answer has to do withBusiness Aviation’s job description foryour company: specifically, how do youwant Business Aviation services to help

your enterprise succeed? There are two arenas inwhich Business Aviation can create its greatestimpact for your company:

1. Strategic trips – A Strategic trip takes key peo-ple to meetings where new deals are done or majorthreats are addressed. The value of those meetingscan be measured in multiples of the full cost of thetravel mode. Positioning your key people effective-ly is at the core of Strategic trip performance. Theaircraft is acting like a fire truck delivering firemento the scene of the emergency.

2. Operational trips – An Operational trip hashigh cost benefit as compared to your commercialalternatives. On Operational trips, the incrementalcost of operating the aircraft is less than the blendof airfare and time costs if traveling via the air-lines. The focus is cost benefit. The aircraft is like amail truck transporting the mail carrier as he orshe delivers the mail.

‘STRATEGIC’ AND ‘OPERATIONAL’ DISSECTEDThe greatest impact Business Aviation can make isby supporting Strategic trips. A few years ago Iwas talking with the CEO of a large company whowas buying his first airplane. He asked how hecould be certain it achieved its highest and bestuse. I described to him the Strategic versusOperational use model. He replied, “Using thosedefinitions, every trip our top management teamtakes is Strategic. Therefore, I want my top execu-tives to use the airplane as much as possible.”

That perspective is shared by many businessleaders.

A number of companies have established part-timeor full-time shuttle runs on the company airplaneto connect frequently-traveled routes that are notwell served commercially. The cost and time bene-fits of shuttle services routinely creates substantialsavings over the best negotiated airline airfares.Such use of business aircraft falls within the arenaof Operational trips.

When shareholders or the media ask about yourcompany’s aviation department, what is your response?The answer, which comes in four parts, stems from yourunderstanding of what is the business of your firm’sBusiness Aviation services, suggests Pete Agur.

P

What Business Is YourBusiness Aviation In ?

Peter Agur Jr. is managing directorand founder of The VanAllen Group,a business aviation consutancy withexpertise in safety, aircraft acquisi-tions, and leader selection anddevelopment. A member of theFlight Safety Foundation’s CorporateAdvisory Committee and the NBAA’sCorporate Aviation ManagersCommittee (emeritus), he is anNBAA Certified Aviation Manager.Contact him via www.VanAllen.com.


�



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It is tempting to assume that when your Strategic-focused aircraft is not on a trip, it could be savingthe company money by doing Operational trips.But those savings would be more than offset ifyour company ‘fire truck’ was out delivering mailwhen a fire broke out.

Consider that a fire truck creates value by beingavailable, ready to respond. That is a value createdby a Strategic airplane, too. The occasionalOperational trip might be better filled by ‘elastic’Business Aviation resources like charter or fraction-al aircraft. If your marketplace and customer clien-tele are situated where airline service is unsuitablefor the conduct of routine business, there may be apressing need for an additional company aircraftdedicated primarily to Operational trips.

YOUR BUSINESS (AVIATION)Part 2: If you ask most Business Aviation profession-als (i.e., manager, pilot, technician or scheduler)what business they are in, most will say, “BusinessAviation.” From the Board’s perspective, that is notgood enough. It is a commoditized answer that doesnot connect your Business Aviation service to thestrategic intent or operations of its customer – yourcompany and its leaders.

The much better answer is, “We are in the XYZbusiness, and our role at XYZ is to provideBusiness Aviation service that allows the enterpriseto compete more successfully. We do that by…”

Any aviation professional that has his or her headand heart aligned in this manner will be muchmore effective for the company than someone whois merely focused on making landings equaltakeoffs. Therefore, the second answer to

“What business is your Business Aviation servicein?” is; your business.

BRAND AMBASSADORSPart 3 of your answer to the question “What busi-ness is your Business Aviation service in?” is bothsubtle and powerful. Your Business Aviation serv-ices are an extension of your company. Your air-craft and crew are the first point of contact withmany customers, shareholders and other keycorporate constituents.

In other words, the aircraft and its crew are yourambassadors. And even if you want to maintain alow profile, they still represent your companywherever they go. With that in mind, their appear-ance and behaviors must be supportive of theambassadorial role the Board defines for them.

Lastly (Part 4 answer), as instructions for yourambassadors, the policies and practices the Boardestablishes for your Business Aviation service mustpreserve and protect your brand. The Board shouldreview and ratify Business Aviation policies thataddress personal use; local, state, federal and inter-national taxation issues; and community noiseabatement rules, to name only a few sensitiveareas.

In the end, the Board has a clear and high responsi-bility for defining what business your BusinessAviation service is in. Otherwise, you run a risk ofbeing branded a ‘Fat Cat’ rather than a responsiblebusiness leader.


“...the policies

and practices

the Board

establishes for

your Business

Aviation service

must preserve

and protect

your brand.”



THE AIRCRAFT AND ITS CREW ARE YOUR AMBASSADORS


Boutsen February 23/01/2012 15:42 Page 1

he Chief Pilot is responsible for the safe andefficient operation of the aircraft. Regardingcost efficiency, that person is usually mostconcerned with fuel, an aggregate mainte-nance allocation and travel expenses. For a

typical mid-sized business jet, those costs amount toabout $2,400 to $3,200 per hour (depending on fuelcost per gallon).

The Maintenance Director looks at what it takes tomaintain the aircraft in an airworthy condition.He/she will dissect the "maintenance cost" item andreally go into detail. Average routine maintenanceaccruals for the typical mid-size business jet areabout $850 per hour ($250 for parts, $200 for mainte-nance labor and $400 for the engine reserves).

The Aviation Department Manager is concernedwith the cost of the aircraft, plus the fixed overheaditems such as hangar, training, insurance andsalaries. Those fixed cost items for a mid-size busi-ness jet can be about $500,000 per year. For a nomi-nal 400 hours per year operation, the AviationDepartment Manager's budget for a business jet isabout $1,700,000 annually, or $4,250 per houraverage.

All the while, the CFO is concerned with all theAviation Manager’s costs plus acquisition costs,amortization, interest, depreciation and taxes. Thesecosts can add from 10% to as much as 60% on to theAviation Department Manager's budget dependingon the value of the aircraft.

TIMING IS A FACTORIt gets more complicated. When did you last askthe question, “How much does it cost to operate?”The answer may vary in relation to where you arebetween scheduled inspection and maintenancework.

When looking at the aviation-related costs of yourflight department, it helps to know what results you arelooking for and who is doing the looking, observesDavid Wyndham. What an aircraft costs to operatemay be a simple question, but the answer is far morecomplicated and dependent upon whom you ask.

T

How Much Does ThisAircraft Cost To Operate ?

David Wyndham is an owner ofConklin & de Decker where the focusof his activities is on aircraft costand performance analyses, fleetplanning, and life cycle costing forclients. Mr. Wyndham can be con-tacted at [email protected]


�


HOW DO YOU WEIGH OPERATIONAL COST ?

Boardroom Guide 4 Feb12_FinanceSept 24/01/2012 14:16 Page 1

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business, and has made CorporateCare® the world leader of business

jet engine maintenance programs. A fact recognised in more than

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Aircraft are complex machines. In order to main-tain their reliability and airworthiness, they havemaintenance schedules that are far more involvedthan the typical automobile. Required mainte-nance schedules vary, but a typical one might looklike this:

• Routine airframe & engine checks every 500 hours or 12 months.

• More complicated airframe checks every 1,500 hours or three years (now we are seeing some real costs!)

• Engine mid-life inspection every 2,500 hours (could be costly unless engines are on a guaranteed maintenance program).

• Airframe heavy maintenance every eight years. Often, while undergoing heavy mainte-nance, the aircraft gets paint and interior refurbishment, maybe some new avionics and cabin upgrades. Costs can be $500,000 to $1.5 million depending on the “extras” added.

• Engine overhaul at 5,000 hours. Cost could be $500,000 per engine unless engines are on a guaranteed maintenance program.

• Aging aircraft inspections once the aircraft hasreached 12 years of age or older.

What if the aircraft just had a major maintenanceinspection, avionics upgrades, and refurbishedpaint and interior adding to the cost an additional$1.0 million? Due to the downtime to accomplishall that, the hours flown that year might have beenonly 250 hours. That cost for this one year willhave consequently ballooned to $2.25 million, or$9,000 per hour!

To answer the question "How much does theaircraft cost" really depends on who you ask andwhen you ask. Give someone a very broad ques-tion and you will get a wide range of answersdepending on the individual's perspective andtimeframe.

None of the answers are "wrong" or "right," theyare merely different. Knowing this, when you aretalking about aviation costs with various profes-sionals, you should keep in mind who you're talk-ing with (and their unique perspective) so thatyou can understand the different answers youreceive.Do you have any questions or opinions on the above topic?Get them answered/published in World Aircraft SalesMagazine. Email feedback to: [email protected]

“ Give someonea very broadquestion and

you will get a wide range

of answersdepending on

the individual'sperspective and

timeframe.“



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ederal and state election campaigns havemoved into high gear in anticipation ofupcoming primaries this winter andspring and the general election this fall.Perhaps your company has considered

giving its favorite candidate a “lift” by providingthe use of the company’s aircraft in connection withhis or her campaign travel.

Many governmental entities, including the FederalAviation Administration (FAA), the Federal ElectionCommission (FEC), the Internal Revenue Service

(IRS), the U.S. Senate, the U.S. House ofRepresentatives and the state counterparts to theseagencies and legislative bodies have enacted rulesand regulations governing air transportation to can-didates and elected officials. In particular, the FECissued updated rules regarding such transportation(FEC rules) that became effective January 6, 2010.

Failure to comply with these rules can haveunintended and often serious consequences forboth individual candidates and, more importantly,business aircraft owners and operators. Therefore, it

If you are thinking of offering your aircraft to aid theelection campaign of a preferred election candidate, becareful. Board Members must stay abreast of rules andregulations governing flights for candidates and electedofficials to avoid unintended violations of the law, notesattorney Chris Younger.

F

Giving An Election Campaign Some Extra Lift ?

Chris Younger is a partner at GKGLaw, P.C. practicing in the firm’sBusiness Aircraft Group. He focuseshis legal practice on business aircrafttransactions as well as issues relat-ing to federal and state taxation andregulation of business aircraft own-ership and operations. Mr. Youngercan be contacted [email protected]


�



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is imperative that Directors understand the FECrules before allowing a candidate for elected officeto use the company aircraft.

The Honest Leadership and Open Government Actof 2007 (Act) addressed the carriage of candidates forfederal elected office and tightened the rules alreadyin place relating to such carriage. The current FECrules prohibit or restrict federal candidates and cer-tain individuals traveling on behalf of such candi-dates from utilizing non-commercial air travel.

DIFFERENT CANDIDATES, DIFFERING RULESThe FEC rules distinguish between candidates forthe U.S. House of Representatives and candidatesfor the U.S. Senate, as well as the offices of VicePresident and President.

Under the FEC rules, candidates for the U.S. Houseof Representatives and individuals working ontheir campaigns are prohibited from utilizing non-commercial air transportation in connection withthe campaign activities of that candidate. However,in certain very limited circumstances, the FEC rulespermit individuals associated with such campaignsto utilize non-commercial air transportation wherethe purpose of the flight is not connected with thecandidate’s campaign.

Candidates for the U.S. Senate, Vice President andPresident are permitted to utilize non-commercialair transportation under the FEC rules providedthat they timely reimburse the provider of suchflight for the transportation provided in accordancewith the terms of the rules. Under the FEC rules thereimbursement amount must be equal to theamount that it would cost the candidate to charter acomparable aircraft for the same trip.

Where multiple individuals are passengers on aparticular flight and they represent multiple candi-dates’ election campaigns, the FEC rules specifyhow to allocate the reimbursement amountbetween each such candidate. Press and govern-ment personnel who accompany a candidate mayreimburse the service provider directly. Specifically,the method for making such allocations based on apro-rata portion of the reimbursement amount asdetermined, is based on the number of individualson such flight who represent a particular candidate.

The FEC rules contain two important exceptions tothe foregoing requirements (which are also avail-able to House candidates). These exceptions create“carve-outs” that permit candidates to accept non-commercial air transportation using government-provided aircraft and using aircraft owned by thecandidate, or his or her immediate family members.

Where a candidate utilizes aircraft owned by suchcandidate or his or her family members, the FECrules provide that the candidate’s campaign mustreimburse the candidate or the family member forthe costs of operating the flight in question. Also, ifthe candidate is using a fractional or “time-share”

aircraft, such use may not exceed the time allocatedto the candidate or his or her family pursuant tosuch arrangement. If the use does exceed the allow-able flight hours allocated to such candidate or hisor her family, the FEC rules relating to non-familyowned aircraft apply as if the aircraft were notowned by the candidate or his or her familymember(s).

Directors should note that a permissible paymentfor a particular flight must be made in advance ofthe flight; otherwise, the flight could be considereda campaign contribution that could violate Federalelection law. Furthermore, the FEC rules also con-tain specific record-keeping requirements that mustbe followed by both the candidate for federal officeand the provider of non-commercial air transporta-tion to such candidate.

Finally, Directors must also consider rules in addi-tion to the FEC rules that a company must followwhen providing non-commercial air transportationto candidates for Federal office. These include IRSand FAA requirements, rules of the U.S. House ofRepresentatives and Senate, along with the require-ments of various state and local authorities.

Please keep in mind that this article serves as a gen-eral and broad overview of the FEC rules and doesnot constitute legal advice or a legal opinion.Therefore, it is always advisable to consult withqualified aviation counsel when consideringwhether to provide such transportation to acandidate for elective office.

Do you have any questions or opinions on the above topic?Get it answered/published in World Aircraft Sales Magazine.Email feedback to: [email protected]


“Directors

should note

that a

permissible

payment for

a particular

flight must

be made in

advance of

the flight.”


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arranties in concept provide the pur-chaser with significant benefits, butunderstanding precisely what is offeredand what role those benefits play in the

overall ownership experience is complicated.

Cost of ownership, obviously, is reduced when themanufacturer pays for broken items (which OEMsagree to do subject to the terms of the warranty con-tract). Different aspects of the aircraft, such as avion-ics, airframe, engines and interiors, however, havedifferent warranty benefits.

The aircraft and components are generally five-yearitems, for example, while the avionics are usuallythree year items. Cosmetics (i.e., cabin interior andexternal finish) run for one to two years of coverage.

NON-WARRANTY CONSIDERATIONSWarranty benefits must be balanced against non-warranty considerations, including new technology,depreciation and corporate culture. Perhaps yourcompany needs features that are not available inolder aircraft, thus diminishing the attractiveness ofa previously owned machine regardless of price.

Particularly interesting may be the 50 percent accel-erated bonus depreciation that is available on newaircraft purchased in 2012.

Corporate culture regarding equipment purchasesalso is a consideration. In the old days corporationshad a plan to rotate aircraft at the end of their usefuldepreciation life, which in many cases matched withthe end of the warranty life. As economic conditionshave changed over the years this approach toreplacement has shifted and now allows for a muchlonger utilization period for the owner. In fact manycompanies have shifted to seven years and beyond;some corporations are keeping the planes as long as

Warranty provisions should be considered carefully whenBoards assess whether to acquire a new or previouslyowned aircraft, cautions Jay Mesinger.

W

Buying New Or Used:What role in the decision does a warranty make ?

Jay Mesinger is the CEO and Founderof J. Mesinger Corporate Jet Sales,Inc. Additionally, Jay is a Member ofthe Board of the National BusinessAviation Association (NBAA), and theChairman of the Associate MemberAdvisory Council (AMAC). He also sitson the Jet Aviation CustomerAdvisory Board. Mr. Mesinger can becontacted at [email protected]


�


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CAP February 23/01/2012 15:54 Page 1

they are meeting the mission, so economic factorshave established a new base-line in the purchasedecision.

Now the idea of buying new or used is primarilybased on the differentiation between the life-cyclecost of a new aircraft and that of similar low-timeused equipment. This change is taking place withineven the largest corporations.

As long as the mission is being fulfilled, the idea ofnew may not be quite so appealing in spite ofwarranties.

This situation became particularly acquit as theprice of used aircraft tumbled in 2008 and is stillburdensome for original equipment manufacturers.There has been little recovery from that drastic pric-ing adjustment. The idea of prices rising for pre-owed aircraft is still way off in our future.

Manufacturers are therefore working hard to addbenefits to their new products, creating new valuepropositions for buyers. This is why we see a few ofthe manufacturers introducing new models, such asthe Gulfstream G650 and the Bombardier 6000, 7000and 8000. These aircraft offer new cockpit designsand features, all of which are meant to create com-pelling reasons for the buyer to come back to theidea of buying new.

A COMPONENT OF VALUE?Let’s now focus on warranty as a component ofvalue. The idea of a lowered cost of operation as aresult of the warranty is real. Warranties will lowerdirect costs. However, the value of the warranty is

only part of the equation. Savings must be balancedagainst acquisition costs.

Furthermore, there are companies that provide after-market parts and labor coverage for avionics andengines, so the buyer can (for a fixed hourlyamount) provide that same budgetary protection totheir costs as a warranty.

Emerging markets like China, Asia, the Middle Eastand India do have a real desire to buy new, and Iam sure that this is in part driven by the idea of afull warranty being in place. However, in larger partI believe this is a cultural factor based on newwealth buying new products. A warranty is real, itdoes provide value, and it can be measured by fleetactuarial averages.

This being said, in today’s market new aircraft war-ranties often do not make the buying difference thatthey did in preceding years when the price of newand late-model used aircraft were closer together.This market phenomenon is a conundrum that isbeing deliberated daily by the buyer as well as themanufacturer.

I do not think we are at the end of the story yet.There is more time and market stabilization thatmust take place for warranties to have the signifi-cance they once held in the decision to purchasenew aircraft.

Do you have any questions or opinions on the above topic?Get it answered/published in World Aircraft Sales Magazine.Email feedback to: [email protected]

“Warranties will lower

direct costs.However, thevalue of thewarranty is only part of

the equation.”




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In January of 2006 a senior financial advisor of alarge investment firm flew his personal aircraft on abusiness related trip with three passengers, one ofwhich was a client. The owner/pilot of the aircraftfailed to maintain the appropriate airspeed onapproach to the destination airport, causing the air-craft to stall and nose-dive into the ground. Therewere no survivors.

The client’s family sued the pilot’s estate claimingpilot negligence, but also sued the investmentfirm alleging that it improperly allowed itsemployees to use private aircraft flown by non-professional pilots on behalf of company business.For the purpose of our example, we will look only

at the lawsuit against the investment firm.

The plaintiff’s attorney alleged the internal policiesof the owner/pilot’s employer were flawed and defi-cient because the firm failed to have any written pol-icy prohibiting employees from using private aircraftto transport customers. The plaintiff’s attorney statedtheir investigation failed to find any other financialinstitution of comparable size that permittedemployees who are amateur pilots to fly customerson company business. He then commended theinvestment firm for changing their internal policyafter the fact so that such a tragedy could neveroccur again. The lawsuit took 3.5 years of litigationand was finally settled for $15 million USD.

A tragic accident that occurred in 2006 illustrates theimportance of non-owned aircraft liability coverageand risk management strategies for a corporation,warns Stuart Hope.

Insuring For IndirectExposure - (Part 1)

Stuart Hope is a co-owner of HopeAviation Insurance. His career as anaviation insurance broker began in1979, and today he is a frequentspeaker/author on insurance & riskmanagement topics. He also serveson the NBAA Tax, Insurance and RiskManagement Committee. Mr. Hopecan be contacted at [email protected]

�



DON’T GET CAUGHT SHORT ON YOUR PROTECTION

Boardroom guide7 Feb12_FinanceSept 24/01/2012 17:18 Page 1

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JULY 2012 DELIVERY POSITION!Still time to spec out options and customize paint and interior. Owner motivated as nextprogress payment is due shortly.

S/N 440 8,650 Hours Total Time Since New, Engines on MSP Gold, 5-tube EFIS, RVSM,Fresh E & F inspection at Raytheon Tampa. Aircraft located in South Florida. Aircraft pricedaggressively as Owner is Ready to Sell!

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LESSONS LEARNEDThe first lesson is that plaintiff’s attorneys are VERYgood at making a “jury of your peers” believe yourcompany’s operating policies are totally negligent.They do so by crafting their case very carefully. It’s awar of words.

Notice how they make an employee who uses his orher private aircraft on company business practicallynegligence per se? The well qualified pilot in thiscase is suddenly an “amateur” simply because healso owns the aircraft. To a non-pilot jury member,this assertion makes sense whether true or not, soyou’d better have your insurance house in order.

Furthermore, a large corporation could easily havean employee who owns an aircraft and uses it oncompany business without the company having anyknowledge of that fact.

YOUR PROTECTIONIf your company decides it will allow employees tooperate privately owned aircraft on company busi-ness, you should have a two-pronged insuranceapproach:

1) Have a written policy in force detailing exactlywhat coverage the employee-owner must carry. Thefirm’s policy should prescribe a minimum acceptableliability limit; mandate that the employer companybe named as additional insured; and that the insur-ance contract be primary without right of contribu-tion from any insurance the employer may carry.

2) Your firm needs to purchase a Non-OwnedAircraft Liability policy.

If your company already operates an aircraft, youwill have some form of coverage for use of

non-owned aircraft. Whether you purchase a stand-alone policy or already have coverage under yourowned aircraft insurance policy, the important pointis that the structure of the non-owned coverage mustmatch the exposure.

Often the definition of a non-owned aircraft limitsthe coverage. For example, it can apply only to fixedwing (not rotor-wing) aircraft, limit the maximumcovered seating capacity to eight seats or less, stipu-late who the approved pilots must be, and what theapproved use is in order to be valid. If not written toreflect the unique exposure of your company, youmight find yourself facing an uninsured lawsuit.

Be sure to purchase as high a liability limit as youcan reasonably afford. Like all liability policies, youonly find out if you bought an adequate limit afterthe loss has been settled. The average aviationwrongful death claim per person is now somewherenorth of $5 million USD.

If your company decides to use the risk managementtechnique of risk avoidance and simply prohibit useof privately-owned aircraft on company business,again you will need to institute a written policy com-municated clearly and often to all employees.

Understand this process doesn’t relieve you of liabil-ity. If an employee doesn’t get the message or simplydisregards the policy, you still have an exposure.Thus you should consider purchase of a Non-Owned Aircraft Liability policy for protection.Contact your aviation insurance broker to discussyour exposure in detail and take action now.Be careful out there.


“ To a non-pilot

jury member,this assertionmakes sense

whether true ornot, so you’d

better haveyour insurance

house in order.”


Boardroom guide7 Feb12_FinanceSept 24/01/2012 14:28 Page 2

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PremiAir January 19/12/2011 15:58 Page 1

ize often is used as a measure of quality ordesirability. While the saying goes, “goodthings come in small packages”, the prag-matic view would be that some big thingsneed equally big packages - and so it is with

Business Aviation.

Some days, the mission commands an aircraft of larg-er capacity. In respect to that, this month our valueexamination focuses on Large Cabin business jets.

THINKING BIG WHEN SIZE MATTERSPeople deal with the concept of size on a fairly rou-tine basis - usually with little thought to the relativityof the concept. What constitutes small to one mayappear large to another; what amounts to huge onmy scale might only tip the scales toward mediumfor you.

In aviation, one usually deals in such relativities withreference to weights. For the purpose of this month’sfocus on Large Cabin jets we categorize aircraftweighing roughly between 40,000 pounds and 80,000pounds (the latter figure once constituting the upperlimits of business turbojet and turbofan jet airplanes).The advent of the additional, more niche-focusedUltra-Long-Range airplanes and the Businesslinersegments have since stretched those limits.

Note: In some cases, aircraft in our Bluebook ValueAnalysis (following) may weigh marginally morethan the 80,000 lbs limit for this category but areincluded as derivatives of an airplane that is firmlyestablished as a part of our Large Cabin category. Insuch cases, they are likely to have gained someweight through adaptations and modifications overtime.

Some missions call for more than a Light or Medium Jet. Sometimes it takes a larger jet to handle a large job - hence the ongoing appeal of the Large Cabin jet.

S

The Large Cabin EquationAs Louis Sullivan so aptly said, ‘Form follows function’



�


AIC Title February 23/01/2012 16:05 Page 1

PERFORMANCE CONSIDERATIONSLarge Cabin jets offer plenty in their favor. First,however, if there’s one defining negative element ofthe Large Cabin jet and its upsize kin it’s in the run-way lengths they typically require. Runways longerthan 6,000 ft (ideally longer than 7,000 ft) makeaccess comfortable, particularly when the airport ele-vation is high or on days when the temperature iswarm. As density altitude increases, so do runwayrequirements – but that’s not unique to the largerjets.

Many paybacks counter-weigh the runway numbers.The key elements of this category’s appeal includespeed, cabin size and range.

Speed & Range: The main differentiator betweenLarge Cabin jets and their purpose-built Ultra-Long-Range counterparts generally stem from the largerfuel capacities and the higher gross weights the lattercategory needs to go enormous distances.

Otherwise, the average Large Cabin and Ultra-Long-Range airplanes share more in common than theydiffer, with similar cabin sizes and comparable cruisespeeds. Speeds ranging between Mach 0.75 andMach 0.85 are the overall trend for the Large Cabinsegment.

Range capabilities typically up to, and into the 4,000-nautical mile range make Large Cabin jets effectivenon-stop continent- and ocean-crossing machines:and the fewer the stops, the shorter the overall triptime.

Size: Where the Large Cabin airplanes really excel(as the name would suggest) is in their cabin capaci-ties. A cabin for this category of jet typically willstretch into 30, even 40 feet (or slightly more),enabling operators to enjoy a wider array of finish-ing options and office-like features than jets in thesmaller segments.

Perhaps the nature of your business requires a cou-ple of distinct, mostly private spaces where differentgroups can work independently en route. A Large

Cabin business jet would definitely be a solution.Dedicated office spaces and a flying conference roomare all possible on board this category aircraft.Alternatively, the length of travel may require asleeping section walled off from the rest of the cabin.At this size, if you can imagine it, interior designersand completion shops can likely fulfill your vision.

Naturally, the size and range capabilities don’t comecheaply; you’ll need a larger fuel budget, morehangar space, a larger maintenance budget and - forsafety and utility - a crew of three: two on the flightdeck, and a professionally trained Flight Attendantfor the cabin.

Essentially, for the company with the need andbudget, the Large Cabin business jet will rarely, ifever prove too small – and will only occasionally betoo large for an airport you’d prefer. For cases likethose, you can always charter – just as the small air-craft operators do when they need to up-size for theoccasional trip.

LARGE CABIN JET PRICE GUIDEThe following Large Cabin Jets Retail Price Guiderepresents current values published in the AircraftBluebook – Price Digest. The study spans modelyears from 1992 through Winter 2011. Valuesreported are in USD millions.

Each reporting point represents the current retailvalue published in the Aircraft Bluebook by its corre-sponding calendar year. For example, the Dassault900B values reported in the Winter 2011 edition ofBluebook show $10.8m USD for a 1993 model,$11.4m USD for a 1994 model and so forth.

Aircraft are listed alphabetically. With the reader’sknowledge of aircraft, equipment, range and per-formance, the following Guide allows the reader todetermine the best value range for consideration.

Do you have any questions or opinions on the above topic?Get it answered/published in World Aircraft Sales Magazine.Email feedback to [email protected]



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“Dedicatedoffice spacesand a flyingconference

room are allpossible onboard this

categoryaircraft. “


Jet Black July 21/6/11 11:21 Page 1

Aircraft Bluebook Data - Carl Janssens, Editor: [email protected]

LARGE CABIN JETS AVERAGE RETAIL PRICE GUIDE - WINTER 2011What your money buys today


2011US$M

2010US$M

2009US$M

2008US$M

2007US$M

2006US$M

2005US$M

2004US$M

2003US$M

2002US$M


YEAR OF MANUFACTURE

MODELSBOMBARDIER CHALLENGER 850ER 31.2 28.0 26.0 21.0 19.0 18.0

BOMBARDIER CHALLENGER 605 30.8 25.0 23.0 19.0 18.0

BOMBARDIER CHALLENGER 604 15.0 14.2 13.5 12.6 12.0 11.0

BOMBARDIER CHALLENGER 601-3R

BOMBARDIER CHALLENGER 601-3A

DASSAULT FALCON 7X 50.1 48.0 47.0 42.0 41.0

DASSAULT FALCON 900LX 42.4 40.0

DASSAULT FALCON 900EX EASY 38.0 33.5 29.5 27.0 26.0 25.0 24.0 23.0

DASSAULT FALCON 900EX 21.8 21.0

DASSAULT FALCON 900DX 31.0 27.0 23.0 22.0 21.0 20.0

DASSAULT FALCON 900C 20.0 19.2 18.7 17.7

DASSAULT FALCON 900B

EMBRAER LEGACY 650 30.24 27.5

EMBRAER LEGACY 600 27.45 24.5 19.5 16.2 14.7

EMBRAER LEGACY 13.7 12.7 12.2 11.7 11.2

GULFSTREAM G450 39.0 35.0 32.0 29.0 27.0 24.0 23.0 22.0

GULFSTREAM G400 20.0 19.0

GULFSTREAM G350 34.0 29.0 27.0 25.0 22.0 20.0 19.0 18.0

GULSTREAM G300 14.5 14.0

GULFSTREAM G1V-SP 15.5

GULFSTREAM G1V

Retail Price Guide _PerfspecDecember06 24/01/2012 17:14 Page 1


LARGE CABIN JETS AVERAGE RETAIL PRICE GUIDE - WINTER 2011What your money buys today

2001US$M

2000US$M

1999US$M

1998US$M

1997US$M

1996US$M

1995US$M

1994US$M

1993US$M

1992US$M

YEAR OF MANUFACTURE

MODELS

Aircraft Bluebook Data - Carl Janssens, Editor: [email protected]

What the Boardroom needs to know about Business Aviation

BOMBARDIER CHALLENGER 850ER

BOMBARDIER CHALLENGER 605

BOMBARDIER CHALLENGER 604 10.1 9.7 9.1 8.7 8.3 7.8

BOMBARDIER CHALLENGER 601-3R 5.8 5.5 5.3 5.0

BOMBARDIER CHALLENGER 601-3A 4.7 4.4

DASSAULT FALCON 7X

DASSAULT FALCON 900LX

DASSAULT FALCON 900EX EASY

DASSAULT FALCON 900EX 20.0 19.3 17.8 16.9 16.4 15.9 14.9

DASSAULT FALCON 900DX

DASSAULT FALCON 900C 17.0 15.8 14.8 13.8

DASSAULT FALCON 900B 14.5 14.0 13.6 13.1 12.2 11.9 11.4 10.8 10.3

EMBRAER LEGACY 650

EMBRAER LEGACY 600

EMBRAER LEGACY

GULFSTREAM G450

GULFSTREAM G400

GULFSTREAM G350

GULSTREAM G300

GULFSTREAM G1V SP 14.5 13.8 13.0 12.5 12.0 11.5 10.5 10.0 9.5 9.0

GULFSTREAM G1V 7.3

Retail Price Guide _PerfspecDecember06 25/01/2012 11:22 Page 2

o Plane No Gain (NPNG) andthe Alliance for Aviation AcrossAmerica (AAAA) are two fabu-lous initiatives designed to helpeveryone understand the incred-

ible value to our country of Business Aviation.Jobs are created to support our industry andsmall and mid-size corporations benefit meas-urably through their use of aviation in theday-to-day operations of their businesses.

Small town USA benefits from the use ofthese invaluable business tools because of thelocation of many smaller regional airports andtheir ability to serve these small communities.On and on goes the list of reasons thatBusiness Aviation makes a huge impact on theAmerican economy.

These two incredible initiatives were start-ed after the ‘Big-Three’ Auto Makers testifiedbefore congress on November 19th, 2008. Thatwas the day our world in Business Aviationstood still. That was the day that just whenour industry thought we understood all thechallenges faced, we discovered another majorchallenge to comprehend and overcome:Optics!

NPNG and the AAAA went to work bat-tling the issue of optics. The success of theseand other efforts by so many, little-by-littlebegan to turn the tide. In time, the companiesthat had pulled back from considering buyingor using business aircraft began to come backinto the fold. The idea of business aircraftbeing real tools of commerce and businessbegan to gain favor again in board roomsacross America. It seemed as though we wereback in business.

Of course there is never room to rest onones laurels, and NPNG and the AAAA con-tinue daily to churn out the successes in legis-lation, jobs and small town America. After all,once we get traction why slow the pace again?

These initiatives are not cheap and organi-zations like NBAA and GAMA continue tomake these investments a priority in theirannual budgets. This wonderful work andtheir corresponding benefits do not go un-noticed to the associations’ respective mem-berships. We are clearly all in this together.

But that’s not the end to the story… Noteven close to the end! Like each one of youreading this article, I have unique windows

into the sentiment of our industry. We all haveour own circles of influence and our individ-ual client-bases that act as our windows onthe world.

Board rooms all over the country are stillcouching every aviation decision against theconsideration of optics. Maybe not with thesame all-or-nothing concern they did in 2008and 2009, but still with a cautious eye towardsstockholder and stakeholder concerns.

Parking the airplane should never be anoutcome of these optics conversations, butmost certainly a renewed discussion of sizeand type of plane to operate could be. Forexample, would a turboprop be better usedthan a small jet for regional flights? Howabout not buying a new airplane just yet, butcontinuing to operate the older one? These arethe questions of today’s optics, and they arestill being asked out of a fear of sending thewrong message.

Unfortunately, this is a discussion that canlead down a path of continued reduced uti-lization, and this is what keeps our industryalert to the matter. So how should we react tothe pressure that seems to come from allsides?

We should begin as an industry to actoffensively, not defensively. Being on the backfoot just makes us look weak and off-balance.Every time a politician singles us out as theproblem in our economy and society we mustnot feel backed into a corner, but rather ampli-fy the true values and benefits of BusinessAviation to the greater economy.

Jobs, jobs, jobs are what people are lookingfor, and we are providing plenty of them. Weare stimulating economic growth and increas-ing GDP, and the industry should be praisedfor that - not made a pariah. The more of uswho stand tall and speak clearly to that end,

the faster andstronger ourmessage will bereceived.

In many cases,many of us alreadyspread this message.For those who haveyet to do so, it issimple. Don’t waitto be attacked forusing business air-craft to begin to build the offensive strategy.Start today. Be sure you are aware of, and get-ting the weekly information provided by theNo Plane No Gain and Alliance for AviationAcross America (websites www.noplanenogain.org,www.aviationacrossamerica.org, or call their officesand ask for inclusion).

Opt for more than being placed on an emaillist; ask these organizations how you can helpby either setting up an event in your area orwriting a check to help support the cause.Also, if business ever takes you to Washington,D.C., make appointments with your represen-tatives and speak to them face-to-face. Themessage of the importance of BusinessAviation will resonate so much stronger in per-son, and I assure you they (or their legislativeaides) will be accessible to you.

Alternatively, pick up the phone and callyour representatives’ local offices to see whenthey will be visiting and make an appoint-ment to go introduce yourself and tell themhow important Business Aviation is to you.Tell them to join the General Aviation Caucusin Congress. Tell them our economy and jobsdepend on Business Aviation!

Congratulations for being on the offensive.Thank you for taking action today!❯ Jay Mesinger is the CEO and Founder ofJ. Mesinger Corporate Jet Sales, Inc. Jay is on theNBAA Board of Directors and is Chairman of AMAC.He served on the Duncan Aviation Customer AdvisoryBoard for two terms and now joins the Jet AviationCustomer Advisory Board. Jay is also a member ofEBAA and the Colorado Airport Business Association(CABA). If you would like to join in on conversationsrelating to trends in Business Aviation, share yourcomments on Jay’s blog www.jetsales.com/blog,Twitter and LinkedIn. For more information visitwww.jetsales.com


Optics Are Alive And Well

THE AVIATION LEADERSHIP ROUNDTABLE

N

...we must not feel backed into a corner, butrather amplify the truevalues and benefits of

Business Aviation to the greater economy.

JMesingerFebruary12_JMesingerNov06 25/01/2012 11:23 Page 1

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Eagle Dec 23/11/2011 17:06 Page 1


Consensus View:2011 wasn’t allbad, but it won’tbe missed...by Dave Higdon

n 2010, according to the fore-casts, the market recoverywas supposed to start in 2012.In 2011 surety fell by the way-side in favor of a sense of

gloom at the possibility of recovery mov-ing further out, past 2012 into 2013.

Now the market is full-tilt into 2012 andbased on the signs of the last few months,the Business Aviation market - both pre-owned and new-production segments -continues to cruise near the bottom of thetrough. Yet some indications, weak andsometimes ambivalent as they may be,point toward an end being in sight.

Developments in the world’s ostensiblebiggest potential market could help raisethe tide for both new and pre-ownedturbine-aircraft sales.

By a wide array of measures and obser-vations, business flying grew slightly andsomewhat unevenly last year, with obser-vations of an increase of between 1 percentand 3 percent overall. Private aircraft expe-rienced stronger overall growth – about4 percent to 5 percent – because the totalgains reported factored in declines in bothfractional-operated FAR Part 91 ops andPart 135 charter.

Indeed, the overall gains year-over-yearfor 2011 came despite declines in all areasat different times of the year.

“From the perspective of operations,we’re seeing a little encouragement,” notedthe ramp manager of one major MidwestFBO that caters to a large, diverse generalaviation cross-section – much of it turbine.“We’d been seeing more work for our

Dealer Broker MarketUpdate:

DEALER BROKER MARKET UPDATE

I

Dealer Broker Mkt Update Feb12_Gil WolinNov06 24/01/2012 10:57 Page 1

upgrades and enhancements to older air-craft in the past two years [this FBO offersmodifications to a popular turboproptwin].

“Now we’re seeing some of those planescoming in for upgrade on-spec; that is, theowner wants to sell and feels the best pricecomes with an airplane that’s up-to-date oneverything from airframe to panel andpowerplants.

So how are pre-owned aircraft sales ingeneral? “Well, they’re better than in 2009-2010, but nothing like in 2007 – beforethings started tapering off in the market.”

Among the other encouraging signs: adecline in the pool of pre-owned turbineaircraft for sale, some recovery in new-unitsales in latter 2011, and continuing encour-aging signs in the economy generally.

SOME COMMON SENSEOUTLOOKS…Many who were shrewd enough to acknowl-edge the decline when it first began in pre-owned sales back in 2007 see some signs ofencouragement in today’s economy.

Manufacturing activity has begun togrow. The Gross Domestic Product is nowup for two straight years, with 2012 promis-ing to be even stronger. Corporate profitsoverall (which ran record highs in 2010)repeated that standing in 2011, with majorbanks, financiers and manufacturers allrecording huge gains in their black ink. Thecorporate coffers of America reached an all-time high approaching $3 trillion inuncommitted cash reserves last year.

Unemployment continued to decline,falling to 8.5 percent in December 2011 – and

would have been down even more were itnot for a bump in the release of public sectorworkers by, predominantly, state govern-ments – many of them espousing the cuts asthe path to creating more private-sector jobopportunities, while not actually realizingthe gains.

Even consumer confidence gained someground in the latter part of 2011 – despite ayear with Congress and the White House ina year that should set records for rancor anddiscord.

Among the observers who see some gainsthis year is David Wyndham, vice presidentand co-owner of Conklin & de Decker.“There is still economic uncertainty,”Wyndham admitted, “but, most economicforecasts point to slow growth in 2012. TheUS is forecast for about 2.8% growth in GDP.

“With corporate profits up, we should seethat translate into some hiring in 2012 andwe have already seen more interest inacquiring aircraft,” he noted.

The consensus observation for the com-ing year: Continued strong sales amonglarge cabin jets, with sales flat for mid-sizeand small jets, and for turboprops.

Perhaps the best news in three years forthe pre-owned aircraft sellers: expectationsremain for values to hold, and for prices toremain flat throughout the year.

“We’re already getting less pushback onprices,” noted a West Coast broker, who sixmonths ago reported that no price seemedlow enough for prospective buyers. “For thepast few weeks when we’ve quoted a pricewe get more questions about condition,viewing the airplane, and similar. We receivefewer remarks about what the caller saw asa price ‘elsewhere’ in the market. That’s nota bad thing – particularly when we tell themthat financing is more available than twoyears ago.”

Indeed, while lenders still take longerand demand more of prospective buyers,interest rates remain lean and options forfinancing more plentiful than in 2009 and2010.

“Two or three years ago, even a deal with40 percent down-payment often faced con-cerns about the airplane’s residual value atthe end of the loan term,” explained anotherdealer in the Southeast U.S. “We startedpointing people towards their associationsfor some deals – and some popular lenders ❯

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have all but run out of money to lend in thelast quarter of 2011.”

An aviation attorney who works thefinancial deals for dozens of buyers annuallyreported a significant up-tick in buyers ask-ing his firm to help them find financing aftera manufacturer’s finance wing virtuallystopped writing new notes after the thirdquarter.

“We had to scramble to get them financedbefore the end of the year so they could takeadvantage of the tax treatments in affect. Wegot them all done – but it was tight…anddespite how good it was for us financially,aside from the goodwill generated for myfirm, I’d prefer not to face that again in2012.”

That special treatment – 100 percentdepreciation available in the year of pur-chase – drops to a bonus of 50 percent extrathis year. But there are indications that in arare moment of agreement, the White Houseand opposition members of Congress maycome together to extend that 100-percentpossibility through 2013.

“It’s not like it set the world on fire,”remarked the attorney. “A number of ourclients who qualified can’t effectively use all100 percent in 2011, but they get to choosefrom there how they use the balance theydon’t apply to their 2011 returns – andbesides, every little bit helps.”

THE YEAR IN PREVIEWThe sum total of input from financers, con-sultants, contract attorneys, dealers and bro-kers carries the emotional feel of a crowdthat just emerged from the storm shelterafter a long time hiding from the maelstrom:They’re happy to have the drama behindthem; happy to have survived; and happy tobe done with the past couple of years.

“Most of all, I’m happy to be seeing ayear start off with a little bit of enthusiasm, atiny tinge of optimism, and a sense thatwe’ve weathered the worse,” one brokeroutlined. “From that perspective, it all looksbetter for 2012 – better than 2011, at least, ifnot better than 2008. Better than 2008? Whoknows if that will ever happen.”

But a few gains here, a few more there; asteady return to economic and employmentgrowth… it’s all got to help.

Said Wyndham, “I think 2012 will be apositive year overall. Slow and steady winsthe race (and) it is still a good time to buy. Ifyou are waiting to sell, it may be a whilebefore prices recover much more than theyhave (save, again, for newer, large cabinbusiness jets).”

As for depending on a return to prof-itability to spur a major up-tick in jet sales,you shouldn’t hold your breath, according tomost.

The unheralded aspect of the GreatRecession was how few companies actuallysank into red ink compared to how manymerely saw profits decrease. With two yearsof record profits among so much ofAmerica’s business, it’s clear that profitsalone don’t spur aircraft buying – at leastnot any more.

One consultant to prospective business-aircraft buyers summarized, “Need hasalways been the best driver, and until morecompanies need something their currentplanes can’t deliver, don’t expect the kind ofmarket of the 2006, 2007, 2008 years.


DEALER BROKER MARKET UPDATE

The sum total of inputfrom financers,consultants, contractattorneys, dealers andbrokers carries theemotional feel of a crowdthat just emerged from the storm shelter.


•BoeingBBJ/30076

•BoeingBBJ/29273

•BoeingBBJ/28579

•BoeingBBJ/36714

•Boeing737-300/23442

•GulfstreamG550/2011Position

•GulfstreamG550/5063

•GulfstreamG550/5025

•GulfstreamV/605

•GulfstreamV/512

•GulfstreamG450/2Q2012

•GulfstreamIVSP/1317



•Gulfstream200/17

•GulfstreamIII/479

•Falcon900B/50

•Falcon50/46

•Challenger605/5704

•Challenger604/5598

•Challenger601-3R/5162

•ChallengerCRJ/7158

•CitationMustang/266

•CitationSierra/232

•Hawker800XP/258634

•Hawker850XP/258812

•Lear60/297

•SikorskyS-76B/760372

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here are many valid businessreasons to separate aircraftownership from the operatingcompanies it serves. Theseoften include liability protec-

tion, ownership differences and managerialissues to name a few. Although it is oftenbeneficial to segregate ownership for non-taxreasons, it is important to avoid inadvertent-ly causing the aircraft entity to be treated ona “stand-alone” basis for passive activityincome tax purposes.

Simply stated, a loss from a passive activi-ty usually cannot be used to offset incomefrom other sources. Fortunately, the law rec-ognized that business reasons might dictateseparation and provides that a taxpayer maygroup his various activities for passive activi-ty purposes. Prior to this year, the law didnot mandate making a specific grouping dis-closure on your tax return but recognizedtaxpayers’ ability to group.

Starting in 2011, individuals wererequired to comply with new disclosure rulesfor specifying their trade-or-business“activities,” and how their various compa-nies group together to perform those activi-ties. For individuals who use multiple com-panies in conjunction to carry out a singleactivity, failure to properly disclose may leadeach company to be viewed as separate,which will likely negatively impact the abili-ty to utilize loss deductions to reduce theirpersonal tax liability.

DEFINING AN “ACTIVITY”A rule of thumb to understand what is meantby a trade-or-business activity is to ask howsomeone might answer the question, “Whatbusiness are you in?”

A given person might answer with a sin-gle activity (e.g., “I sell cars” or “I practicemedicine”), or by listing multiple activities(e.g., “I practice law and I also teach pianolessons”), or even with zero activities (e.g.,“I’m retired”).

The answer does not relate to whether theactivity is carried out through a business enti-ty (LLC or corporation), or conducted person-ally. A single activity may be spread out acrossmany business entities and, likewise, a singleentity could be involved in multiple activities.The first step to making a proper disclosure isto identify the activities the individual isengaged in, and what companies (if any) eachactivity is performed through.

Companies may be included in this pictureif they are taxed as (1) S corporations, (2) part-nerships, (3) certain C corporations,1 or (4) aspart of your individual return (e.g., ScheduleC). Each person who owns (directly or indi-rectly) a stake in an aircraft used to supportanother trade or business should determine ifit is beneficial to group the activities, and if somake an affirmative election to do so in their

2011 and subsequent individual returns.Groupings that were in place prior to 2011

do not need to be disclosed. This means that ifyou were undertaking an activity through aparticular set of companies prior to 2011, theyneed not be disclosed to the IRS. Any changeto the grouping—e.g., addition or removal ofa component—that occurs during or after 2011does need to be disclosed.

The test for whether grouping is appropri-ate is whether the total group makes up a log-ical economic unit for measurement of gain orloss. The main factors are (1) similarities anddifferences in the types of trade or businessgrouped, (2) the extent of common ownershipand control, (3) the similarity in geographicallocation, and (4) interdependence between thegrouped entities.

Many companies have numerous

How To Survive An IRS Audit Failure to elect grouping of aircraft company & operating company.by Jonathan Levy

❯


T

FINANCE & LEASE

UsedAircraftSales Feb12_FinanceSept 24/01/2012 11:45 Page 1

Please allow us to match you with the perfect

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Jet Collection February 23/01/2012 16:11 Page 1


addresses that can be truthfully provided astheir business address. Where possible, itmakes sense to list the same address for mul-tiple members of a group. As to the “similari-ty” test, do not be unduly concerned that thisprevents grouping of an aircraft entity withanother company so long as the aircraft isused to support that company. Case law isquite favorable on this issue.

THE EFFECTS OF GROUPINGTwo main results flow from the decision togroup or not group activities. The firstimpact is whether components of the aggre-gated activity is “active” or “passive” for taxpurposes. If a passive activity generates loss-es, those losses cannot be used to offset otheractive income until the passive activity is dis-posed of, at which time the unused lossesbecome active.

A trade-or-business activity can becomepassive as to an individual in either of twoways. It is passive if (1) it is a “rental” activi-ty (as specifically defined in the rules) or (2)the individual does not “materially partici-pate” in the activity (special tests apply,which are generally based on the amount oftime the individual devotes to the activity).

Grouping can affect both “rental” charac-terization and material participation. Take,for example, two companies that are bothowned by an individual (a physician), butthat are taxed as separate taxpayers. One ofthe companies owns an aircraft which it rentsto the other company (the medical practice)for use in that company’s business.

If the two companies are viewed separate-ly, then one is involved in an active medicalpractice, while the other is a rental business.All rental businesses are passive (except forcertain real estate rental), which would makethe aircraft business passive. On the otherhand, if the two companies are groupedtogether, then the aggregate formed by thetwo of them is in the medical business (withthe aircraft company simply providing sup-port for the other company). As a result, theaggregate is probably active.

One important caveat to add is that, ifeither of the two companies is a C corpora-tion, then the aircraft company will still beviewed as being in the rental business andstill passive—grouping will not impact therental issue. Grouping in this case would alsoaffect the material participation test.

Perhaps the owner spends 2,000 hours peryear working in the medical practice, butonly 100 hours per year in the aircraft com-pany. If the two are viewed as separate, the100 hours may not be enough to consider theindividual as materially participating in theaircraft company. In this case, the individualwould be passive as to the aircraft company(due to lack of material participation). On the

other hand, if the two are grouped, then theowner would be viewed as spending 2,100hours in the collective activity, which wouldbe enough to show material participation.

The power of grouping is that it can con-vert an aircraft company that, viewed in iso-lation would be passive, into an active busi-ness through grouping with another activebusiness. However, there are also some risks.If the aircraft is in a situation where it wouldotherwise be active, but it is grouped with apassive business (real estate rental is a likelycontender) that could convert the aircraftfrom active to passive.

A further negative effect is that, if theaircraft is determined to be passive, then it isbeneficial for the aircraft to be viewed

separately, not as part of another groupedactivity. This is because, when you “disposeof the activity,” any previously unused pas-sive losses are converted to active and can beused against your other income. However,by broadly grouping with aircraft it becomesmore difficult to dispose of the activity—i.e.,it may require more than simply selling theaircraft. This is a further reason to avoidgrouping the aircraft company with anypassive activities.

Although most aircraft owners will find itbeneficial to group for passive activity pur-poses, obviously that is not always the case.The new disclosure requirements mandatethat those who fail to disclose new groupingswill almost certainly have each entity viewedseparately. Every aircraft operator who hasan opportunity to group should make a care-ful decision on the matter, not an election toseparate by default. For a suggested form forthe election please visitwww.advocatetax.com.

FOOTNOTE:1. A C corporation qualifies if it is either closely heldor a personal services corporation. For this purpose, acorporation is “closely held” if at any time during thelast half of the taxable year more than 50 percent invalue of its outstanding stock was owned, directly orindirectly, by or for not more than five individuals.For this purpose, an individual is deemed to ownshares owned by certain family members and relatedcompanies, and certain trusts, groups of trusts, andfoundations are counted as “individuals.” The defini-tion of a personal services corporation is complex, butgenerally relates to a C corporation for which theprincipal activity is performance of services that aresubstantially performed by employee-owners.

❯ Jonathan Levy, Esq. isLegal Director, AdvocateConsulting Legal Group,PLLC. Advocate ConsultingLegal Group, PLLC is a lawfirm whose practice is lim-ited to serving the needs ofaircraft owners and opera-tors relating to issues ofincome tax, sales tax, federal aviation regulations, andother related organizational and operational issues.

FINANCE & LEASE

The power of grouping is that it can convert an aircraft company that, viewed in isolationwould be passive, into an active business through grouping withanother active business.

UsedAircraftSales Feb12_FinanceSept 24/01/2012 11:46 Page 2

2001 FA LCO N 2000 SN: 161

Airframe T.T: 3455 hrs Landings: 2943Engines enrolled on CSP EU OPS1 Certified

his column is the secondinstallment in the fourth annualseries of quarterly columnsdescribing recent changes to

aviation-related state sales and use tax issuesand, where pertinent, other aviation relatedtax issues in various regions of the UnitedStates. As was the case with the last series ofquarterly columns, we focus on a particularregion of the United States each quarter –namely the Northeastern, Southeastern,Midwestern and Western States.

In this month’s column, we review anyrecent changes to state sales and use taxes inthe states located in the Southeastern regionof the United States; namely Alabama,Arkansas, Florida, Georgia, Kentucky,Louisiana, Mississippi, North Carolina, SouthCarolina, Tennessee and Virginia.

Additionally, we will discuss whether ornot each state has an exemption from itssales and use tax for casual, isolated or occa-sional sales of aircraft. An exemption forcasual, isolated or occasional sales of aircrafttypically permits a buyer of a used aircraft totake delivery of, and/or use such aircraft in astate with such an exemption without payingthat state’s sales or use tax provided that the

specific conditions of the exemption are met.Those conditions, which vary from state

to state, typically require that either or bothof the seller and buyer not be habituallyengaged in the sale of aircraft or, in someinstances, of any tangible personal property,that the seller and buyer be affiliated busi-ness entities or, in the case of individual buy-ers and sellers, that they have a certain fami-ly relationship with one another.

Following is a summary of aviation-relat-ed sales and use taxes within the individualstates along with details of any changesintroduced - or due - within said state.

ALABAMAWith respect to sales of aircraft, Alabama hasa state-wide general sales tax of 2%, pluspotential additional local taxes, which canamount to a combined total sales/use tax ofup to 5%.

Although Alabama has an exemptionfrom its sales and use taxes for the casual orisolated sale of tangible personal property bypersons not engaged in the business of sell-ing, the exemption does not apply to the saleof aircraft. Aircraft are considered a type ofmotor vehicle that is taxed at a special 2%

rate, plus authorized municipal or countysales taxes.

ARKANSASArkansas has a state-wide general sales taxof 6%, plus potential additional local taxes,which can amount to a combined totalsales/use tax of up to 11%.

Counties and municipalities may onlyassess their sales tax on the first $2,500 ofgross receipts for the sale of an aircraft. Statesales tax is not due if the total gross receiptsor gross proceeds from the sale of an aircraftis less than $2,000.

The border city of Texarkana imposes aspecial tax rate of 7%, which consists of thestate rate (6%) plus an additional 1%.

Sales of aircraft are specifically excludedfrom the Arkansas exemption for occasionalsales of tangible personal property.

FLORIDAAll aircraft sold and/or delivered in Floridaare subject to Florida's 6% sales tax unless thetransaction is specifically exempted by law.Furthermore, if the aircraft is delivered into acounty that imposes a discretionary sales sur-tax, then dealers must also collect this tax.


❯

PHO

TO ©

IAN

LIM

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Regional Sales And Use Tax ForumUpdate on the Southeastern United States. by Christopher B. Younger

REGIONAL SALES & USE TAX FORUM

Regional Sales Tax FEB12_FinanceSept 27/01/2012 09:49 Page 1

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However, discretionary sales surtax appliesonly to the first $5,000 of the aircraftpurchase price.

Sales of aircraft are specifically excludedfrom the Florida exemption for isolated salesof tangible personal property.

GEORGIAGeorgia has a state-wide general sales tax of4%, plus potential additional local taxes,which can amount to a combined totalsales/use tax of up to 8%.

The Georgia exemption for casual sales oftangible personal property is limited to $500of total sales by a seller in a twelve monthperiod and is therefore unlikely to apply tothe purchase and sale of most aircraft.

KENTUCKYKentucky imposes state-wide sales/use taxat a 6% rate. Kentucky exempts from its salestax occasional sales in Kentucky of aircraftand from its use tax the storage, use, or otherconsumption in Kentucky of aircraft trans-ferred to the purchaser by means of an‘occasional sale’.

The term ‘occasional sale’ includes a saleof tangible personal property not held orused by a seller in the course of an activityfor which a Kentucky seller's permit isrequired. A seller qualifies as a ‘retailer’requiring a permit when the seller makesmore than two retail sales during any12-month period.

LOUISIANALouisiana imposes a state-wide sales/use taxrate of 4% on aircraft, plus additional local(parish) taxes that can be nearly equal to thestate rate. Louisiana exempts from its salesand use tax occasional or isolated sales of air-craft. The exemption of such sales dependsupon whether the seller is in the business, orholds itself out to be in the business, ofselling tangible personal property.

MISSISSIPPIMississippi imposes a statewide sales/usetax rate of 3% on aircraft purchases.Although Mississippi has an exemption fromits sales and use taxes for occasional sales oftangible personal property, the exemptiondoes not apply to the sale of aircraft. Aircraftare considered a type of motor vehicle that istaxed at a special 3% rate.

NORTH CAROLINASales at retail of aircraft, including all acces-sories attached when the purchaser takesdelivery of its aircraft, are subject to sales taxat a rate of 3%, with a maximum $1,500 tax.Sales of aircraft are not subject to NorthCarolina local sales tax.

Sales of aircraft by individuals or othersellers that are not engaged in the business ofselling aircraft constitute occasional or isolat-ed sales and are not subject to NorthCarolina sales or use tax.

SOUTH CAROLINASouth Carolina imposes a statewide salesand use tax rate of 5% on aircraft purchaseswith a maximum tax of $300. Casual or iso-lated sales of aircraft by persons not engagedin the business of selling at retail are nottaxable.

TENNESSEEThe state-wide Tennessee sales and usetax rate is 7%, plus 2.75% of the sales price inexcess of $1,600 and up to $3,200.Additionally, local sales/use tax rates ofbetween 1.5–2.75% also apply to thepurchase.

Although Tennessee exempts occasionaland isolated sales of tangible personal proper-ty from its sales and use tax, the exemptiondoes not apply to occasional sales of aircraft.However, sales of aircraft between marriedpersons, lineal relatives, spouses of lineal rela-tives, or siblings are excluded from taxation.

VIRGINIAVirginia imposes a special 2% aircraft salesand use tax on aircraft purchases, and air-craft required to be registered in Virginia.Occasional sales of aircraft are not exemptfrom the Virginia aircraft sales and use tax.

In concluding this month’s Regional Sales& Use Tax Forum, you are advised to keep inmind that the above serves as a general andbroad overview of state sales and use taxlaws and does not constitute legal advice or alegal opinion. Therefore, it is always advis-able to consult with qualified aviation coun-sel when considering any questions regard-ing the application of sales and use tax in aparticular situation, or to a particulartransaction.

In the April 2012 Issue of World AircraftSales Magazine, we will take a state-by-statelook at the Midwestern United States, includ-ing Illinois, Indiana, Iowa, Kansas, Michigan,Minnesota, Missouri, Nebraska, NorthDakota, Ohio, Oklahoma, South Dakota,West Virginia and Wisconsin.

❯ Christopher B. Younger isa member of the BusinessAircraft Group at GKG Law,P.C. He is a tax and FAAspecialist concentrating inthe areas of corporateaircraft transactions andaviation taxation. ❯ Mr. Younger can bereached at the firm’sWashington, DC office, 105431st Street, NW, Suite 200, Washington, DC 20007,telephone: (202) 342-5295, facsimile: (202) 342-5203, e-mail: [email protected].

Do you have any questions or opinions on the abovetopic? Get them answered/published in WorldAircraft Sales Magazine. Email feedback to: [email protected]

REGIONAL SALES & USE TAX FORUM

Regional Sales Tax FEB12_FinanceSept 24/01/2012 12:12 Page 2

Wentworth January 19/12/2011 15:50 Page 1

il platform support; environ-mental protection; executivetransport and personal flying:Helicopters, arguably morethan any other element,

embrace the broadest spectrum of GeneralAviation operations (over 50 different heli-copter mission types exist overall, accordingto Matt Zuccaro). Possibly this is simplybecause no fixed-wing aircraft can match theflexibility of the rotor-wing flying machines.

Zuccaro, president of the HelicopterAssociation International (HAI), brings farmore than association-management or lob-bying experience to HAI. With nearly 40years experience flying helicopters in themid-Atlantic region; operating aviation busi-nesses flying; and maintaining and servicinghelicopters, Zuccaro understands rotorcraftfrom the hover up.

When you look at HAI, its make-up - itsmembership base and its level of involve-ment - no other aviation association is asnarrow or as broad at one time. This is amost-diverse, yet most-focused aviationorganization, and later this month it gathersfor what Zuccaro rightly describes as “thelargest trade event for helicopters in theworld,” to which 60 to 65 helicopters andmore than 18,000 attendees are expected toflock.

Heli-Expo 2012 will run from February11-14 at the Dallas Convention Center, thehome of many past successful Heli-Expos.Before Zuccaro was drawn away for moreadvance work on Heli-Expo, World AircraftSales Magazine prevailed on him for a timelyTen Questions Interview.

WAS: The words “down” or “flat” seem the most-common business denominators for most of GeneralAviation, whether FAR 91 ops or the on-demandcommercial segments of fixed-wing aviation goingback three years now and counting. What’s thebusiness experience been like within the helicoptercommunity?

Zuccaro: I think in general, on a comparativebasis, we’ve performed much better. One rea-son is the diversity of the vehicle itself andthe 55-plus missions it can perform. It’s easi-er for helicopter operators to re-purpose theiraircraft into other lines of business.

What I mean is if you’ve got a fixed-wingcharter and fuel goes up and business goesdown you’re pretty much a victim of thoseconditions. But if you’re doing, say, helicop-ter tourism, you can take that same aircraftand instantly do other things: aerial photog-raphy, geographical survey, personnel trans-port, power line patrol and such. That ability,that flexibility, tends to minimize the impactfor the helicopter.

That said, not every area has gotten bywithout impact. There are four areas we’veseen downturns in. Corporate aviation is oneof the four core areas; as business goes upand down, so goes corporate helicopter use -like the fixed-wing segment.

Tourism flying has suffered because ofinternational tourism being down… Public-aircraft - with communities having lessmoney, reduced funds for police or firefight-ing - have cut back or delayed orders for newhelicopters, or changed lift to piston fromturbine helicopters. And the Electronic NewsGather (ENG) segment has been hit. There itwas a matter of insufficient straight ad

dollars to support ENG versus the options –and the options are pooled aircraft agree-ments among stations.

The good news is that all four segmentsseem to be showing some gains again.Tourism is gaining, corporate flying is gain-ing; public service is still struggling againstpublic budgets; and ENG, pooling anddowngrading has helped. Looking forward,I think everything is pretty promising.

WAS: As an Association built around helicopters,do you find much tension between the variousmemberships; between the end-users and thecompanies who make the aircraft and systems –or is the integration so solid it serves up onlybenefits?

Zuccaro: It’s not perfect, but in a generalslate of issues there is consensus among thestakeholders.

Everybody agrees on safety; and theother is operating costs and the economy ofhelicopters. We all work to create an envi-ronment that gives us the freedom to oper-ate in the airspace as we need, too.

Do we have tensions? Of course we do.But that’s part of what we deal with. AtHAI, we view ourselves as a leader andorganizer around the primary issues; inother areas we try to serve as facilitator tobring all the sides together and look for thesolution that supports the common good.

WAS: For much of aviation’s history the UnitedStates held the position of dominant market, adesignation that’s been shifting to other marketsfor fixed-wing aircraft. Is the helicopter marketexperiencing a similar shift these days?


❯

MATT ZUCCARO, PRESIDENT, HAI

TEN QUESTIONS FOR MATT ZUCCARO

O

HAI Lifts Out OfGround EffectZuccaro offers his perspectives. by Dave Higdon

Ten Questions for HAI_PAMA interview November06 24/01/2012 17:28 Page 1

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Zuccaro: It’s a global economy and a globalmarket - there’s no doubt about that. Thereare overseas manufacturers that have estab-lished their markets and penetrate here, andthe same can be said for the U.S. manufactur-ers, selling all around the world. I don’tthink anybody’s got a lock on anything – it’sa fair, competitive, global market.

WAS: While we’re still looking at market changes,China and India seem to hold the most attention -both for their huge potential and for their concertedefforts to accelerate the development of privateaviation. Are helicopters finding a place in thesetwo potentially explosive developing markets?

Zuccaro: I think those are true – and I mightadd that South America is seeing gains. It’san extremely aggressive market in SouthAmerica, and its growing. The only thingconstraining the markets in India and Chinais the pace their governments have set inopening the airspace for operations.

I think it’s probably one of the most excit-ing times there, and both nations need heli-copters for the unique capabilities they bring.The nations do need to prepare for the heli-copters with technicians to maintain them,instructors and pilots, and infrastructuresupport to have that growth happen in aconstructive and productive manner. Wehave been to India and are intent on return-ing to India to support our affiliates there.

South America is another region withrapid growth and a high level of activity; thelack of infrastructure actually promotes theuse of helicopters.

WAS: With more than 3,100 members among theoperators, pilots and suppliers engaged in whatyou’ve said are more than 55 types of operations, isthere a segment that most frequently drives HAI’sengagement with governments?

Zuccaro: We’ve got six classes of membershipand the major one is the operators themselves,then the associate members – manufacturersand suppliers and such – then the pilots, themaintenance techs and the students.

The big drivers are the operators them-selves because they are impacted most bylocal constraints and regulations. That’s whatdrives us most in our government relationswork.

We also take into account similar problemsthe manufacturers have dealing with regula-tions in their attempts to service the pilots. Wefind issues at times effecting pilots and main-tenance techs, and we work to make sure theclimate is suitable for our students. But there’sno doubt: what drives us most is probably theoperators.

It’s not as though we’re just dealing withthese issues domestically; we’re internationaland deal with similar issues all across theworld.

WAS: What could commercial application ofadvances in tilt-rotor technology and Sikorsky’srecent success in breaking into the 250-knot realmmean for the helicopter community, operationallyand business-wise?

Zuccaro: We’re trying to preserve the verticallift capability of the helicopter, but give it thecapabilities in speed and lift of fixed-wingaircraft of similar cabin size. You have thetilt-rotor technology already in place andother developments ongoing. All aim at thesame things: increased range, increasedspeed, increased payload – and the ability tobe treated the same in IFR as fixed-wing air-craft in the transition.

But we want to be able to do that awayfrom airports. We’ve established low-levelIFR routes. We have medical operators thathave established their own IFR infrastruc-ture, but we want the federal government torecognize this importance and develop the

low-altitude infrastructure to fly point-in-space IFR approaches.

That enhances everything we do, particu-larly emergency medical flights and search-and-rescue. We expect the civilian version oftilt rotor in the next couple of years and itshould bring home many of these benefits.

WAS: Two years ago a technological revolutionarrived in the Gulf of Mexico when a large percent-age of the region’s helicopters became visible toHouston Center controllers via ADS-B. The helicop-ter community, operators, suppliers and HAI, allplayed a huge role in creating the ground-basedinfrastructure needed to make this a reality. What’sbeen the experience of ADS-B in the Gulf since?

Zuccaro: The scenario you had before was noinfrastructure in the Gulf. Houston Centercouldn’t see anyone; the operators had allthat investment in all of that infrastructure,and the lift that they couldn’t effectively usein IMC.


❯


South America is another region with rapid growth and a high level of activity;

the lack of infrastructure actually promotes the use of helicopters.


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Houston couldn’t see IFR flights so they’dblock out airspace for IFR flights that on abad day could shut down 90 percent of nor-mal operations. And then you had the safetyof the individual flights with no ability totrack them much off shore.

FAA and HAI signed a letter of agreementto work together with the operators andenergy producer. The deal was that the FAAbuild the network; the off-shore operatorsgive free lift for personnel to get out to theplatforms; the platform owners themselvesgive free space for the ADS-B equipment thatneeds to go into service. The result wasHouston’s ability to see all the way out intothe Gulf and the ability to communicate outthere. Now it typically takes about 15 min-utes to get an IFR clearance for a flightbetween shore and platform.

Another note – without inferring a directcausal connection: ADS-B started in the Gulfin January 2010; in 2010, the offshore opera-tors in the Gulf had no reportable accidents.

The operators are adding ADS-B equip-ment to more of their aircraft; we view thenext phase of this ADS-B revolution as tryingto get this level of service and equipment forEMS helicopters, so they can leave a hospitalIMC and en route they can take the terraininformation and create a non-precisionapproach to that needed site, then reverse theprocess back to the hospital IMC. I’ve gotsomeone that can do that with softwarealready.

WAS: Following up, with elements of the fixed-wing communities not yet come to grips with itspotential and, especially, its apparent inevitability,what could the fixed-wing community learn fromthe experiences of off-shore helicopters withADS-B?

Zuccaro: We have different needs and weexpect different results. We were starting inthe Gulf from a point where we had nothing.The fixed-wing community is starting with aworldwide system in place for IFR. The gainsyou can expect will be smaller.

The other difference is the gains theylook for are primarily economic - saving fuelwith more-direct routing and approaches, aswell as moving more traffic.

UPS is using ADS-B successfully inLouisville (Kentucky) and they’re increasingcapacity with it. The bottleneck in general isrunways. Infrastructure is limited; airportacceptance rate and the availability of gateshave to be addressed for the full benefits ofADS-B to be experienced in fixed-wing avia-tion among the commercial operators.

WAS: In a recent presentation to the NTSB youadded significant weight to the discussion aboutpublic-use aircraft, their oversight and the linesseparating their regulation and the regulation ofnon-public contractors who provide the lift for pub-

lic agencies. What brought these concerns to thepoint of inspiring the NTSB hearing and to your callfor a working group to focus on the issues?

Zuccaro: I think it was a result of the acci-dent investigation of the S-61 operating forthe Forest Service where the NTSB could notdetermine who had operational control andwho had responsibility for maintenance ofthat aircraft. The FAA admitted it doesn’thave a precise definition of public aircraft toapply and that it doesn’t do oversight ofpublic aircraft.

The NTSB is not comfortable with theresults of that inquiry and not knowingwho’s in charge and who’s looking out forthe maintenance. We at HAI decided to reachout and start this working group when wesaw that the regulatory agencies weren’tinterested in doing so. The first meeting is atHAI and we hope to make some progressfrom this process.

The commercial operators are in the mid-dle of this cloud – the public aircraft areexempt but they can hire commercial opera-tors to fly for them and declare them publicaircraft for the purposes of maintenance andsurveillance.

WAS: You have nearly 40 years of experience inthe private sector flying the airways of theNortheast Corridor and New York City; you havetime flying helicopters under fire in the combat

theaters of Vietnam; and your hold instructors’ rat-ings for both fixed-wing and rotary-wing aircraft.What aspect of vertical flight holds such appealthat helicopters came to dominate your career andlead you to the HAI post?

Zuccaro: The ability to have a varied operat-ing environment. One day you could belanding on somebody’s roof or a marine pier,and the next day shooting an approach toJFK. With all those missions, the helicopterdoes a tremendous amount of public good.

And there are so many things you can dothat you can’t do in a fixed-wing aircraft. Forexample, when I flew for the Port Authority(of New York & New Jersey) I got to fly thetest landings at the helipad on top of theWorld Trade Center, the highest helipad inthe world at the time… how many fixed-wing pilots get to do that?

Coming out of the military with a lot ofhelicopter experience and some fixed-wingexperience, this seemed the right way to go.But don’t get me wrong; I enjoy everyminute of instructing and flying fixed-wing.The professionalism and challenges are verysimilar.❯ More information from www.rotor.org

Do you have any questions or opinions on the abovetopic? Get them answered/published in WorldAircraft Sales Magazine. Email feedback to: [email protected]




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WAS Interior_02.2012.indd 1 1/25/12 7:47 PM

ust before Christmas I had mybiannual eye exam. I startedneeding readers a year or soago. My distance visionremains a solid 20/17. (I'm the

guy in the restaurant holding the menu atarm's length). While my distance visionwould be helpful in the cockpit to look fortraffic, things do not seem too clear when Ilook into 2012.

The economic news in 2011 was decided-ly mixed. The economy as a whole saw someimprovement. Of significant note is that USmanufacturing activity hit a six-month highin December and recorded its 29th consecu-tive month of growth. Along with that, cor-porate profits hit all-time highs in 2010 andinto 2011. As an example, General Electricposted worldwide profits of $14.2 billion andJP Morgan Chase profits rose 47% this yearto $4.8 billion. Retail sales this past Holidayseason were also up, indicating consumersare willing (and able) to spend more thanlast year.

Not all is rosy, however. Unemploymentis still too high. The US housing market isstill in a decline, despite the increasedspending on construction. US GDP is stillsluggish (with under 2% growth estimatedfor 2011). In Europe, the crisis in Greece andItaly and its resultant stressors on the Euro-Zone remain high. Asia is not showing asmuch growth as predicted, although theMiddle East seems to be doing well despitethe political turmoil.

In our industry, aircraft sales were up andthe inventory of used models decreased,especially for the high-end turbine market.Fractional sales and charter activity roseoverall versus 2010, as did activity at manyFBOs and MROs. While aircraft deals areclosing, they still take a lot of effort: I've hadmore than one broker claim that they havenever worked so hard to close a deal as theydid this past year.

Conklin & de Decker saw an increaseover 2010, but it was still an up-and-downyear. Some weeks we were extremely busyand others, we'd call each other to make surethe phone still worked. We did finish strongand remained profitable thanks to hardwork.

2012? MIXED, BUT POSITIVE…There is still economic uncertainty, but mosteconomic forecasts point to slow growth in2012. The US is forecast for about 2.8%growth in GDP. Asia will be leading thegrowth (China at 9.5% and India 7.8%). Keepan eye on South and Latin America also.Their markets are relatively small, but theyhave survived quite well through the pastfew years.

With corporate profits up, we should seethat translate into some hiring in 2012 andwe have already seen more interest inacquiring aircraft. We expect the large cabinjets to sell well in 2012, but mid-size andsmaller jets, not so well. Turboprops look toremain flat for sales. I think the turbopropmarket will remain flat; not terrible, but notgreat. There are some good aircraft out therefor sale and I think selling prices shouldremain stable. The piston market will be thelast to recover, so don't look for any surge inused prices!

The helicopter market is its own uniquebeast: Much of it is tied into the price of oil.Talk to me after Heli-Expo and I'll let youknow what the consensus is there. The heli-copter manufacturers seem upbeat as theypress forward with new or improved mod-els. Asia in general needs helicopters, and itneeds them badly. But, lacking infrastructureand trained pilots, growth in the region willbe slow.

If you might be in the market for a newaircraft in 2012, I still think that the buyerhas the advantage. If you are looking at ear-lier than mid-1990s for turbine aircraft thereare still a lot of aircraft from which to

choose, and atvery attractiveprices. Regardingaircraft built in thelast five years -the large-cabin jetmarket is gettingtighter, so don'tlook for any spe-cial deals onpopular large-cabin business jets.

On the finance side, cash is still king. Therequirements for full financial disclosure,excellent credit and building the relationshipwith your financial institution remainunchanged. Interest rates remain very rea-sonable for those who do get financing. Lookfor some financial institutions to offer spe-cialized types of financing or leasing that fitwithin their core market.

Fuel costs should rise a little (unless Irangets cranky in the Straights of Hormuz), sofuel costs should be stable this year. We stillneed more people entering our industry, butI am not sure about the job situationimproving a lot.

I think 2012 will be a positive year over-all. Slow and steady wins the race. It is still agood time to buy. If you are waiting to sell, itmay be a while before prices recover muchmore than they have (save again for newer,large cabin business jets). So, do what youknow how to do well, and keep away frommagic beans and snake oil salesmen. Showfocus and diligence!❯ David Wyndham is an owner of Conklin & deDecker. The mission of Conklin & de Decker is tofurnish the general aviation industry with objectiveand impartial information in the form of profession-ally developed and supported products and services,enabling its clients to make more informed decisionswhen dealing with the purchase and operation ofaircraft. With over 1,800 clients in 90 countriesaround the world, Conklin & de Decker combinesaviation experience with proven business practices.❯ More information from www.conklindd.com; Tel: +1 508 255 5975. Do you have any questions or opinions on the abovetopic? Get them answered/published in WorldAircraft Sales Magazine. Email feedback to: [email protected]

2012 Outlook:

J


AIREPORT

We expect the large cabinjets to sell well in 2012,

but mid-size and smaller jets,not so well. Turboprops

look to remain flat for sales. I think the turboprop

market will remain flat; not terrible, but not great.

Your guess is as good as mine! by David Wyndham

AIReportFebruary12_AIReport Sept08 24/01/2012 11:36 Page 1

An IntelliJet Company

ad1.indd 1 1/25/12 10:59:25 AM

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❯

ust when many an operatorfelt a bit celebratory on hear-ing that LASP is still weeks,probably months, from releaseby the TSA, along came a

New Year’s reality: 2012 brings with it someextras that American aviators face only on aquadrennial basis: A Presidential election.

2012 does indeed still hold the dubiouspromise of that long-expected LargeAircraft Security Program (LASP) proposalemerging from the Transportation SecurityAdministration [another event last experi-enced in 2008], but not before the UnitedStates Secret Service (USSS) makes its influ-ence felt in the airspace and at airportsacross the nation.

Unlike the expected LASP proposal,which insiders counsel covers a far-narrow-er reach than the 2008 proposal, the SecretService-inspired campaign TemporaryFlight Restrictions (TFRs) impact any andall aircraft with the bad timing to encounterone.

Over the following paragraphs, we seekto offer some perspective on what to expectby examining what transpired previously in2004 and 2008.

TFR BASICSVeteran pilots are likely to have some expe-rience with TFRs back in the days beforethey gained their current reputation forwreaking havoc on flight plans and sched-ules. The FAA used them for decades – butonly for special, temporary circumstances:around sites of aerial firefighting; over natu-ral disasters, such as tornado-impact areasand the like.

Presidential TFRs also existed – but asmuch-smaller areas active only when AirForce One was moving, or about to move.

Then came the terror attacks of

Presidential Election Year:TFRs to pop-up like dandelions. by Dave Higdon

September 11, 2001, and the security forcesembraced the TFR for purposes beyond airsafety and airspace protection. Starting latein 2001 and advancing through the nextcouple of years, security officials soughtFAA TFRs for a far-broader set of circum-stances and encompassing significantlylarger swathes of airspace – and for longerperiods of time.

That’s all well and good as long as avia-tors know what they face - but early on inthis evolution those same security appa-ratchiks seeking the TFRs resisted efforts topublicize those locations until they wentinto effect – while still holding responsibleany aviators who violated the TFR – evenwhen the TFR was neither known to, nordefined for the pilot.

This institutional resistance was appliedto both planned and pop-up TFRs, and fol-lowed similar thinking as restrictions onover-flying the nation’s nuclear-poweredelectrical generation plants. While flyingover one was a violation, security authori-ties cited “National Security” justificationsfor withholding location data from mapsand databases.

In essence, the federal government wassaying, “Don’t go where we won’t tell youthat you can’t go.”

The efforts of the Aircraft Owners &Pilots Association, National BusinessAviation Association, National AirTransportation Association and theExperimental Aircraft Association helpedinject some common sense into the informa-tion side. Ultimately, the FAA even estab-lished a TFR resource page – useful foreverything TFR except those establishedafter your briefing...and which ATC oftendidn’t know until the TFR went out. Sothere’s still little-to-no help from controllersin avoiding those pop-up TFRs!

2008: PRESIDENT/PRECEDENTS OF THE USADuring his years as the 43rd president,George W. Bush logged 1,020 days on vaca-tion, or observing holiday breaks at one ofthree recurring locations: his ranch inCrawford County, Texas; the presidentialretreat at Camp David, Maryland; or at hisparents’ getaway lodge at Kennebunkport,Maine.

The TFRs imposed around his move-ments post-9/11 cut off access to (some-times) dozens of airports; the impact of allthree TFRs effectively grounded general avi-ation flights at airports within 30 miles,effecting hundreds of operators.

The Obama Administration has sought toreduce the impacts [considerable when he’svisiting his home in Chicago] mitigatingsome, but not all of the issues of access,movement and commerce within the innerno-movement 10-mile ring of these 30-mileTFRs, where outside the inner ring Squawk-and-Talk is the rule.

Applied over Chicago, that same stan-dard 10-mile diameter inner circle coversabout 80 square miles of no-fly airspacewith the outer 20-mile ring covering 625square miles as squawk-and-talk airspacerequiring advance notice and special IDs.

The total of nearly 710 square miles blan-kets 21 different Chicago-area airports. In2008 these 21 airports were home to morethan 1,600 based aircraft.

So far, President Obama has split hismore-conservative vacation days betweenChicago, Martha’s Vineyard and his nativeHawaii. The decline in vacation days,according to FBO operators, pilots and busi-nesses serving these regions, has been help-ful to their financial health - although issuesstill remain that cut into some of their busi-ness volume. So has the USSS’ willingness


J


to work toward access within the inner 10-mile ring for businesses based within them– again, with issues still remaining that cutinto revenues.

At best, these stationary, repeat TFRsremain as irritating, confining and devastat-ing as ever for those effected, but they dohold one advantage over the TFRs that trav-el with the president and vice president(and which will soon also nation-hop withthe Republican nominees for those offices);namely their predictability and stability.

Regulars flying near or under recurringTFRs have a better chance of recognizingboundaries than aviators flying airspacethat becomes one of those traveling TFRsfor the campaign - or worse still, one thatpops up with little to no advance warning.

Note that campaign-related TFRs will bea regular (if not exactly routine) part of lifethrough November 7 – the day after thegeneral election. On that day, two of thefour White House contenders will stopqualifying for Secret Service protection andend the TFRs for their daily trips andappearances. If past is prologue, expectscores, maybe hundreds of TFRs to comeand go in the ensuing months.

CAMPAIGN-SEASONPRESIDENTIAL TFRsSome pundits and political observers pointto August 2011 as the kick-off of the 2012election campaign. That was the monthRepublican contenders began flooding intoIowa for the Iowa Straw Poll of mid-month,while the incumbent embarked on an old-

fashioned bus tour spanning three daysbetween August 15-17 - a route stretching acouple hundred miles from Minnesotadown the Mississippi through eastern Iowabefore wrapping up in northwest Illinois.

The 30-mile-wide standard-issuePresidential TFR added the challenge of on-again-off-again mobility to the typical issuesof identifying archaic landmark-based defi-nitions that typify the NOTAMs issued forthe TFR. When the president’s bus moved,

that 30-mile ring moved with it and at busspeeds – which wasn’t especially fast.

Over the span of the trip the airportsimpacted by this traveling, snake-likestretch of restricted airspace numbered sev-eral score. Staying abreast of the tour’sprogress, its stops and starts, proved a chal-lenge for aviators within the region.

But again, with past as prologue 2012means there’s more to come with today’sprimary campaigns for the GOP nominationleading to the two parties’ nominating con-ventions and then through the general-elec-tion campaign come fall. Fortunately, pilotsand crew don’t have to face the potentialviolation catalysts alone, though. There’shelp aplenty.

WHERE, WHEN, HOW MANY & HOW LONG?With the campaign season in full swing,some of the GOP hopefuls will afford them-selves of the protections of the U.S. SecretService, the Treasury Department Agencytasked with protecting presidents, vice pres-idents and their families. When that hap-pens some of their flights will begin toreceive the protection of TFRs.

“It’s almost becoming routine with thelast three presidential cycles,” explainedBob Lamont, NBAA’s director, air trafficservices and infrastructure. “The WhiteHouse residents have liked to use theairplane a lot.”

The big unknown factor is how manyGOP candidates will begin to get service –usually a VP-level TFR until nominated -Lamont explained. “Once there’s a GOP



❯

THE MOVING PRESIDENTIAL TFR IN EFFECT DURING AUGUST 15-17, 2011


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nominee, the chances are you’ll see sometype of TFR activity around that person forevery flight, as well as for their VPcandidate.”

Four candidates making five, sometimessix or even seven appearances a day forabout 90 days could add up to somewherebetween 1,500 and 2,000 total campaignTFRs between the end of the nominatingconventions and the general election onTuesday, November 6. Some will be easierto deal with than others.

“Moving bus tours are very hazardousfor trying to predict when and wherethey’re going,” Lamont noted, anticipatingthat there will be further bus tours this cam-paign season, along with the innumerablenumber of flights flown with the candidatesaboard.

AOPA/NBAA/FAA HELPThankfully information flow and timelinesshave improved over the past several years.AOPA offers TFR information as quickly asany source at its web home,http://www.aopa.org/tfr/. The FAA, meanwhile,has TFR information available throughflight service and DUATS-based briefings.

“I don’t anticipate any changes in howthe government structures TFRs this year,”Lamont stressed, “but I do expect a lot morevolatility and a lot more short-noticechanges (to TFRs).”

NBAA, in anticipation of more cam-paign-flying than ever, plans to up the anteon its assistance, Lamont explained. “We’llbe setting up a new webpage on our homesite to detail TFRs on a live basis,” he said.NBAA wants the page to serve as a one-stopsource with the most-current information,along with tips and tricks for dealing withwhat’s likely to be numerous daily TFRs.

“The TFR page will be a bit more proac-tive than our airspace alerts that we push tosubscribers,” he offered. “We’re tinkeringwith the possibility of having a separatespace for dealing with getting TFR informa-tion ‘pushed’ out to members.”

The ‘push’ would use e-mail and alertsto smartphones and tablets. While not yetactive, the page will provide detailed infor-mation on location, size, height and timethrough a plain-language translation of theFAA’s Notice to Airmen activating the TFR,Lamont said. Look for it later this year at www.nbaa.org/ops/airspace/alerts.

PENALTIES OF TFR PENETRATIONPilots are required to take special steps totraverse the outer 20-mile rings of TFRs, totransit the National Capital Region’srestricted airspace, and other restrictedareas of varying size – such as the P-40 zoneover Camp David. Yet hardly a month

passes without news of one or more infrac-tions – infractions that generally incur anaerial escort to an airport convenient for theauthorities to check out the violator.

The ultimate penalty can be a shoot-down, if authorities fail in their efforts tocontact the pilot and they determine theencroaching aircraft is a true threat.Thankfully, this penalty has yet to beinvoked.

Other penalties have occurred, however,ranging from hours of uncomfortable ques-tioning, to actual enforcement actions by theFAA for violating the TFR. Most violationsto date proved to be innocent mistakes byill-informed pilots – but there wereinstances in which the ultimate action wasbeing contemplated…

In most cases the subject aircraft isescorted to a landing spot – sometimes of itsown picking – where authorities will detain,interview and act on the pilot’s action…usu-ally a warning and a good scare. Either way,it’s not the way to impress the folks in theback cabin, and is a huge hit on time andschedules.

We conclude by noting that the smart stepin preparing for even routine flights duringthis period is to have a resource card outliningIntercept Procedures to hand. AOPA’s AirSafety Institute offers a useful print-your-ownversion at the following address: http://www.aopa.org/asf/publications/intercept.pdf.❯ Do you have any questions or opinions on the above topic? Get them answered/published inWorld Aircraft Sales Magazine. Email feedback to: [email protected]

PRESIDENTIAL TFRs VS OTHER TFRsAs pointed out by Bob Lamont, NBAA’sdirector, air traffic services and infra-structure, TFRs come in several flavors,with the Presidential and VicePresidential TFRs differing significantly,as set out in FAR 91.141 and its subparts.FAR 91.137 sets out the authorities anddefinitions of TFRs for other concerns,such as natural disasters, relief andrecovery flights, and sporting events suchas the Super Bowl.

Each of these can have its own defini-tions and own size issues that varyaccording to the individual circum-stances. The VIP or Presidential TFRversion is always 30 miles in diameterwith an inner ring 10 miles across and upto FL180. The outer 20-mile ring isaccessible to pilots willing to complywith the requirements set by the USSSand administered by the FAA and TSA.

In some instances the inner 10 milesis also accessible, but only through apreparatory stop so security agents canconduct their special screening of theaircraft and its passengers before itheads to the inner ring – squawking aspecially assigned transponder code.

Vice-Presidential TFRs, meantime, aregenerally only three miles across withaccess restricted below 3,000 feet.



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SAFETY MATTERS - CFIT ALERT

CFIT Alert:The tricks that trip-up trips. by Dave Higdon

o pilot should get caughtbetween the ‘rock’ of a senseof urgency and the ‘hardplace’ of terrain while tryingto save a few minutes of time

by avoiding airspace or a clearance. That‘get home at all costs’ attitude is a closecousin to the Homesick Angel Syndromecovered previously in these pages, and isthe motivating force behind too many pilots’decisions to press ahead with a flight, orcorner-cutting action mid-flight when all of

their professional instincts scream “STOP!”This month, we focus on those accidents

in which pilots fly themselves into terrain –under control… normal-flight accidents thatbelie any claims of complete preparation.These pilots fulfilled most of their pre-flightinformation needs: weather; fuel load andother obvious operational requirements –weight, balance, route and more…

The hapless subjects of the following casestudies all knew the route’s heading, theneeded course to arrive at a specified lati-

tude and longitude. Yet in each of our exam-ples the crew failed to fully appreciate thethird dimension of their preferred route:altitude.

CFIT (Controlled Flight Into Terrain), isamong a pilot’s oldest nemeses. In eachillustrative case highlighted here, the terrainmight easily have been avoided by spendinga few minutes more time – waiting on aclearance, deviating to avoid the terrain, orclimbing more aggressively. CFIT accidentssuch as these occurred because of human

N


Safety Matters Feb12_Gil WolinNov06 24/01/2012 11:23 Page 1

❯

issues, not technological failures or lack ofinformation that would have otherwisemade a difference.

In the newest of our three followingexamples the cockpit offered technologythat could have warned the crew of theirimpending encounter with terrain; in theoldest of our examples, earlier versions oftoday’s advanced Terrain Avoidance andWarning System technologies was on-board.

Irrespective, the details illuminate animportant detail: Technology can help if

available, but only if heeded by the humanside of the man-machine interface.

If these sound like events you’d expect oflow-time pilots, history suggests that eventhe best go astray this way. In all three casesfeatured here, our flight crews were allhighly experienced and properly equippedfor their flights – all were night flights inareas of rapid changes in terrain elevation.

Frustratingly, these accidents continue tohappen – and too often. It doesn’t have tobe this way; indeed, it shouldn’t be thisway. Take note of the lessons in these fol-lowing examples. They point toward prac-tices that can preclude CFIT accidents.

EXAMPLE 1: LAST STANDFOR A COUNTRY BANDCountry music star Reba McEntire playedbefore a packed house on the evening priorto March 15. The after-concert activitiesstretched longer than the time planned forby the crew of the Hawker Siddeley 125 theband was using.

As part of the original planning for thepost-show flight with McEntire’s mangerand seven band members, the flight crewrepositioned the HS-125 to Brown Fieldfrom Lindbergh Field to avoid beingtrapped by a curfew at Lindbergh.Subsequently the pilot filed an IFR flightplan with an expected launch time of mid-night local time. The pilot also received anoral briefing of the instrument departureprocedure planned for the flight since helacked a printed copy of the SID.

In the greater scheme of GeneralAviation, departure times are necessarilyflexible, to fit the needs of the people usingthe airplane. In this case the departure timebent backward – to after 1:00a.m. local time.With the original midnight departure longpast, that original flight plan “clocked out”and was no longer available when the crewsought the clearance.

The pilot opted to depart VFR on anortheast routing and pick up the now-unavailable IFR clearance. The flight even-tually departed at 1:41a.m. local time on anortheast heading, after the pilot asked thebriefer about the viability of clearing terrainwhile staying below the 3,500-foot floor ofthe San Diego Terminal Control Area (TCA,now Class B airspace) and clear of themountains at 3,000.

Thinking the pilot meant 3,000agl, thebriefer agreed it would keep the flight clearof terrain; the flight would need ATC clear-ance from San Diego Departure to transitthe TCA. Having found no IFR flight plan,the controller was focused on re-enteringthe flight plan data taken orally from theflight crew.

Moments after departure the HS-125struck a mountainside at 3,300msl; the flightwas barely eight nautical miles from theairport. In contrast with the carpet of metro-politan-city lights of San Diego, the moun-tains opposite the coast are, in general, asblack a hole as the ocean on a moonlessnight. It’s unlikely the crew ever saw themountain.

Viewed in perspective, the flight wasalready more than 90 minutes late; the 10-15minutes needed to depart with the clearancein hand would have been inconsequential inthe larger scope of the planned travel.

It’s highly likely that waiting on theprocess of re-filing the plan and the clear-ance before departure, and using theplanned SID filed for the trip, would havekept the Hawker well clear of those moun-tains. McEntire’s manager, seven bandmembers and the crew of two on the flightdeck, would not have suffered the CFITaccident.

Reba McEntire’s 1991 tour ended thatnight. She continues to tour today, butonly because she wasn’t on that plane,that night.


Viewed in perspective, the flight was already more than 90 minutes late; the 10-15 minutes needed to depart with the clearance in hand would have been inconsequential in the larger scope of the planned travel.


EXAMPLE 2: CIVIL AIR PATROLFLIGHT AND THE MOUNTAINTwo highly experienced former air-trans-port pilots were flying a Civil Air Patrol(CAP) Cessna T182T on a night cross-coun-try flight across a region with which bothwere familiar through years of living andflying there.

The year-old Turbo Skylane sported aGarmin G1000 with - the NTSB reportnoted - a “Terrain Proximity Page” on theMultifunction Display (MFD) providingthe pilot with terrain elevation relative tothe airplane's altitude, current aircraft loca-tion, range-marking rings, a heading boxand obstacles. Yet, the report noted, the air-plane lacked the Garmin TAWS option.

With more than 25,000 hours of flighttime, the PIC had also completed G1000training for the CAP airplane; the right-seater, with 28,000 hours, had not complet-ed the G1000 training. Nevertheless, bothhad flown extensively throughout theregion and should have been very familiarwith the mountains just west of Las Vegas.

After departing North Las VegasAirport (VGT) the crew kept the aircraftlow to avoid requirements to obtain aclearance to enter the McCarran ClassBravo and turned southwest before startingto climb from 2,800 once out from underthe Bravo – but they kept the climb shal-low to remain below its outer rings.Between 1905:29 local time and the loss ofradar contact at 1917:29 the airplane cov-ered nearly 30 miles while climbing barely4,500 feet to just above 7,000msl.

Law enforcement officers and other wit-nesses saw a fireball on Mount Potosi,about 1,000 feet below its peak at 8,514msl.

While this crew filed and opened a VFRflight plan for the trip to RosamondSkypark in California’s Antelope Valley,the crew’s cruise-climb configuration kepttheir ascent at less than an average of400fpm.

The decision to avoid seeking BravoClearance so as to keep the T182T belowthe Las Vegas Class B until well along thejourney, along with the shallow climb con-spired to create a CFIT outcome fatal toboth of the seasoned aviators.

As history would have it, Mt. Potosi isin fact the site of another CFIT accidentfrom 55 years earlier. On that occasion aDC-3 crash killed actress Carole Lombard(33), her mother, her press agent, and 19other people.

That Trans Continental & Western DC-3was returning the passengers to LosAngeles from a war-bond promotion tourwhen it clipped a rocky ledge on Mt.Potosi, flipped into the face of a cliff andexploded.

EXAMPLE 3: SUPERSTITIONMOUNTAIN VS COMMANDERFinally we highlight a recent CFIT disasterinvolving a Rockwell 690A TurboCommander. Turbo Commanders possessthe capability to climb steeply at goodspeed – and good high-elevation perform-ance – and go high and fast.

With two experienced aviators on boardthis particular Turbo Commander (ownedby the FAR Part 135 company that the twopilots headed) along with their A&P main-tenance technician and the pilot’s threesmall children, the flight out of Mesa,Arizona’s Falcon Field (FFZ) took up thedirect heading to its destination, SaffordRegional Airport (SAD) in Safford, Arizona.

FARs dictate a basic TAWS system for a

turbine twin such as this, but with only theClass B system required it’s unlikely to havehelped here; Class B systems generally offeronly Mode 1 and Mode 3 warnings – bothof them descent-based; TAWS A, with theaddition of Mode 2 and Mode 4 warnings,would have offered the look-forward capa-bility needed to warn of high terrain aheadand impending terrain collision.

The expected flight time was about 45minutes. Taking a dog-leg route around thehighest terrain would have still kept theflight at under 50 minutes. Realistically, apilot familiar with the region couldarguably make the trip VFR without evertalking to a controller.

For whatever reason (or reasons) thepilot kept the Commander at 4,500 msl,



❯

The decision to avoid seeking Bravo Clearance...along with the shallow climb conspired to create a CFIT outcome


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however - 500 feet below the 5,000-footfloor of the Phoenix Class Bravo on an east-erly heading after taking off from FFZ’sRunway 4 - and in so flying, the pilot obvi-ated the need for a clearance to transit thatairspace.

Taking the direct heading while remain-ing below the Bravo on a night flight (evenin 40-mile Visual MeteorologicalConditions) essentially set up the CFITscenario.

The aircraft flew into the side ofSuperstition Mountain at an elevation ofabout 4,650msl – a few hundred feet belowits 5,057-foot peak. With no lighting todefine it, the Superstition Mountain-sideprobably never appeared to the pilots.

Even if the Commander began climbingonce clear of the Bravo’s outer ring, the tim-ing and rate likely would have been insuffi-cient to clear Superstition Mountain.Getting cleared to transit the Class B wouldhave allowed the flying pilot to climb abovethe mountain. The squawk remained“1200.”

The preliminary investigation reports nosigns indicating an attempt to maneuveraway from the mountain; and the impactmarks supported the straight-and-level-to-impact scenario.

That explosion signifies that this CFIT –set up by decisions made to save time andhassle – claimed another six lives on theevening before Thanksgiving Day.

LIFE SAVING LESSONSThree accidents; three high-time flightcrews; eighteen dead; all three tragediesavoidable. Deciding to depart VFR withouta planned IFR clearance is, and will remaincommonplace in private aviation. Some Part91 and 135 operators may - by companypolicy - prohibit such operations, but theyclearly have a role and can be flown safely.

In reality, in none of our three exampleswas weather a factor, so IFR wasn’t arequirement for flying below FL180. In allthree cases, conditions were severe-clearVisual Meteorological Conditions (VMC),but at night.

In all three cases, the need or desire toavoid the delay or hassle of obtaining clear-ance through Class B airspace helped set upthe aircraft for its terrain encounter. In twoof the three incidents, the delay in using, oropening an IFR flight plan also contributedto the set-up concluding with the accident.But in all three fatal accidents, full aware-ness of the terrain, of how to avoid the ter-rain, and acting appropriately on that infor-mation would have helped the crew avoidtheir tragic outcomes.

For the Hawker 125, simply fighting the

rush to depart and waiting on that IFRclearance would have in all likelihoodchanged the outcome. For the CAP pilots ofthe T182T, going ahead and asking for ClassB clearance might have set up the flight fora little vectoring and a climb with terrainavoidance in mind. Alternatively, simplymaximizing the climb rate when permittedwould have had the same effect – changingthe outcome to a non-event.

As for the tragedy that befell the TurboCommander occupants, an aggressive climbonce clear of the Phoenix Bravo could haveprovided the needed terrain clearance – aswould departing on a heading more south-east than direct-to. The two pilots – one ofthem the father of the three children –regularly flew the trip, and presumablyknew the terrain issues well.

Sadly, in all three examples the crewmade otherwise sound decisions voided bytheir unwillingness to risk a violation bybusting the airspace limits and then askingforgiveness. At least, pursuing that lastapproach would have left them alive to

argue the point, but as these accidentscenarios played out, all three left the pilotsno room for error.

The same can be said of another accidentthat involved another Commander, a 690B,which three years ago suffered a CFIT onapproach to the airport at San Juan, PuertoRico. In this case weather was an issue, butthe pilot was on an IFR flight plan and incontact with controllers – yet failed to heedthe controllers’ warning about minimumvectoring altitudes in the mountainous areaoutside of San Juan.

As we see from the fourth incident here,even taking all the best steps counts fornothing when pilots fail to execute accord-ing to conditions – ATC, weather and ter-rain. Trying to save time by hedging yourbet on any one of these elements can be aone-way flight into the CFIT statistics book.

❯ Do you have any questions or opinions on the above topic? Get them answered/published inWorld Aircraft Sales Magazine. Email feedback to: [email protected].

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n this month’s JETNET>>KNOW MORE feature,we’ll take a closer look at thehelicopter markets ahead ofthe upcoming Heli-Expo 2012

in Dallas, Texas from February 12 to 14.Starting with the fleet numbers as of

November 2011 the 27,168 total number ofin-operation western-manufactured com-mercial helicopters are split, with 18,007 (or66% of the fleet) turbine, and 9,161 (34% ofthe fleet) piston helicopters, according toJETNET.

MARKET SHAREWith piston helicopters accounting forapproximately 33% of the commercial heli-copter market, Robinson has by far thelargest piston market share in terms ofunits in operation with over 7,756 (85%) ofthe market. Robinson has also recentlystarted producing a turbine helicopter.

Within the Turbine helicopter market,both Bell and Eurocopter dominate marketshare in units (40% and 41%, respectively).The other OEMs, including the joint ven-tures, make-up the remaining 19% of theturbine helicopter market.

NEW VS USED TURBINE HELICOPTER MARKETThe economic melt-down in the past twoyears has impacted all aviation sectorsincluding the Helicopter industry. TheHelicopter market survival tactics havecalled for doing more with less, resulting inmaking improvements in existing helicop-ters while looking at markets outside theUnited States and Europe for growthopportunities.

The opening of airspace in China waswelcome news. Brazil also found offshore

Market TrendAnalysis

Pre-owned helicopter market trends.by Michael Chase & Marj Rose


oil drilling in the Atlantic which created aneed for larger and more capable helicop-ters because of the longer range to thevarious sites.

Most credible forecasts of the Helicoptermarket expect growth in 2012 as a result ofpent-up demand for replacements. Newhelicopter orders are based on the health ofthe pre-owned helicopter market. Typically,someone who wants to purchase a new hel-icopter has to sell their existing one and sothe cycle goes. New helicopter sales aredriven by strong economic activity, corpo-rate profitability, wealth creation and busi-ness investment.

Table A (top right) shows the break-down of New versus Used TurbineHelicopters within the worldwide helicop-ter fleet. New is defined as those helicop-ters that are still owned/operated by theoriginal buyer. Pre-owned aircraft compris-es over 12,072 (67%) turbine helicopters inoperation today.

SINGLE VS FLEET OPERATORSAnother important characteristic of theTurbine Helicopter Market is that 66% arefleet operators (i.e. they own two or moreturbine helicopters as shown in Table B,right).

PRE-OWNED TURBINE HELICOPTER MARKETAs of November 2011, there were 1,216(6.8%) of the 18,007 Turbine Helicopters‘For Sale’ worldwide. In the first 11 monthsof 2011, there were 1,105 TurbineHelicopters sold worldwide which is adecrease of 10.9% compared to the sameperiod in 2010.

An estimate of the pre-owned TurbineHelicopter market value is USD $1.411 bil-

lion in the first 11 months of 2011 comparedto USD $1.617 billion in the same period of2010, resulting in the dollar valuedecreasing by 13%.

Table C (right) is a comparison of themonth of November 2011 versus November2010, as well as the 11 months year-to-dateJanuary to November 2011 versus the sametimeframe for 2010. The key metrics tounderstand about the current Pre-ownedTurbine helicopter market are:

• Number of units For Sale and percentage;

• Number sold (Full Sale Transactions);• How long on the Market? Average Days

before sold;• Average Asking Prices in $USD.

To summarize the current Worldwide Pre-owned Turbine Helicopter market after 11months of 2011 vs 2010 would be:

• Slightly fewer ‘For Sale’ inventory (down 2.1%);

• Double digit decline of 10.9% in ‘Full Sale Transactions’ (# Sold);

• An average of almost two months longer to sell – 71 days longer on the market (411 days, January to November in 2011) over one year;

• Average asking prices down by 2.1% to $1.277 million USD in 2011.

AVAILABILITY OF FINANCINGThe current situation in the TurbineHelicopter industry is very similar to theBusiness Jet industry in that financing isavailable to companies and individualswith solid balance sheets, strong growth ofcompany revenues and profits, etc. Debtfinancing requires larger down-payments

JETNET >>KNOW MORE

I

JetNet Feb12_PAMA interview November06 24/01/2012 11:03 Page 1

JETNET >>KNOW MORE


TABLE A

Source: JETNET

today. The 100% financing of the past hasdisappeared since the economic meltdown.

UNITED STATES-BASEDTRANSACTIONSTable D (bottom left) represents US-basedtransactions only, and compares theTurbine Helicopters and Business Jets withfinanced vs cash transactions by quarterlyperiods (2Q 2005-4Q 2011 for helicoptersand 1Q 2000-4Q 2011 for Business Jets). Theamount of funds financed averaged $1.1million for Turbine helicopters, andaccounts for just for 22% of all transactions.

The dollar amounts financed ($1.1m) vscash ($1.2m) are nearly the same but a sig-nificant difference exists in the percentagesthat are paid by cash today (88% is paid bycash). While these transactions are based onaverages in the United States only, theymay be similar in other regions of theWorld, Europe included.

CONCLUSIONThe Helicopter industry is hoping for anupbeat year of activity and there are cer-tainly indications present that we will seeimprovements in 2012. Fewer units for saleon the pre-owned market and lower askingprices should help spark transactions andelevate some of the pent up demand thatwe mentioned earlier. We are ‘cautiouslyoptimistic’ for this market along with18,000 HAI attendees this month! The 2012recovery? Handle with care.

❯ For more information: • Michael Chase ispresident of Chase &Associates, and can becontacted at 1628Snowmass Place,Lewisville, TX 75077; Tel: 214-226-9882;Web: www.mdchase.com

• Marj Rose is presidentof MarketLift, Inc. andcan be contacted at P.O.Box 595036 Dallas, TX75359; Mob: 214-862-8992,Web: www.market-lift.com

• JETNET can be contact-ed at 101 First Street,Utica, NY 13501; Tel: 800-400-2298; Web:www.jetnet.com or www.avdatainc.com * You can now follow JETNET on Twitter at www.twitter.com/JETNETLLC

❯ Do you have any questions or opinions on theabove topic? Get them answered/published inWorld Aircraft Sales Magazine. Email feedback to: [email protected]

* - Wholly owned aircraft only** - ‘Unknown’ is an aircraft that has either obtained a CofA and the owner/operator is not

known or the aircraft has been exported or imported and the new registered owner/operator is not known.

Source: JETNET/AvData Nov2011.

* - FAA Registries without debt instruments or lease are presumed to be cash

Source: JETNET Star Reports.

TABLE B

TABLE C

TABLE D

Source: STAR REPORTS JETNET/AvData Nov.2011

JetNet Feb12_PAMA interview November06 24/01/2012 17:30 Page 2


lying business jets into Tokyo’sNarita International Airport canbe a very frustrating experi-ence, but now thanks to Japan’sAirport Capacity Improvement

Plan, total movements are increasing from190,000 to 230,000 per year, freeing up moreBusiness Aviation slots.

The allowable cap of Business Aviationmovements was just 26 per week, but since30th October last year that number wasincreased to 18 per day thanks to the lobby-ing of the Japanese Business AviationAssociation (JBAA) and an enlightened atti-

tude adopted by the Japanese Governmentconcerning the advantages of BusinessAviation to the Japanese economy.

According to Japan’s Ministry of Economy,Trade and Industry, 45% of all overseasbranch offices in Japan are in Tokyo and theGreater Tokyo Metropolitan area. Thesenumber around 10,000 companies.

Narita Business Aviation landing slots arestill currently banned at peak times, but theincrease in daily slots is nevertheless a vastimprovement on the situation before - and infurther good news for the airport, it is to bethe first in Japan to open a dedicated FBO in

March this year. The facility is expected toenable faster passport control, and ensure pri-vacy along with speedy access to the Tokyoarea, according to the Japanese authorities.

Business jet parking stands are availablewithin 100 yards of the FBO, and the numberof business jet stands available rose from 10 atthe start of 2010 to 18 by November 2011. TheFBO itself will offer full concierge facilitiesincluding handling, ground transportation,hotel reservations, customized tours, duty-free sales, a well appointed passenger lounge,customs, immigration and full quarantinefacilities. ❯

Asia-Pacific Overview

GLOBAL MARKETS - ASIA-PACIFIC OVERVIEW

F

Increased Bizav capacity at Narita Airport. by Mike Vines

Global Markets Feb12_Gil WolinNov06 24/01/2012 10:16 Page 1

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CHINAChina’s Minsheng Financial Leasing Co(MFLC) recently announced another $1.2billion-worth of orders, this time for DassaultFalcon and Embraer Legacy aircraft. TheDassault Falcon MoU is for 20 Falcon 7X and20 Falcon 2000S models, and insiders believe

all are due to be delivered within five years.This MFLC order comes on top of an exist-ing order for five Falcon 7Xs.

Minsheng added an order for 13 EmbraerLegacy 650s within hours on the same dayat the NBAA Convention late last year. Sincethen, Embraer’s Legacy 650 has been typecertificated by the CAAC with a revisedValidation Type Certificate Data Sheetpaving the way for customers to registerand operate the Legacy 650 in China. (Moviestar Jackie Chan, who is Embraer’s newlyappointed brand ambassador, will shortlyjoin Embraer’s Legacy 650 family of users.)

MFLC is even breaking its own predic-tion of ordering 100 business jets within fiveyears of its involvement in the industry.Before these latest announcementsMinsheng had 87 aircraft on firm order witharound 30 delivered already.

Ernest Edwards, President of EmbraerExecutive Jets, estimates that Chinese busi-ness jet customers will order 680 new air-craft worth around $20 billion over the nextten years. MFLC chairman Mr. KongLinshan is even more optimistic and expectsdeliveries over the same period to be around1,000. To temper this, operators withinChina perceive a severe shortage of quali-fied pilots and infrastructure enhancementswill have to be addressed to meet any majorinflux of business and corporate aircraft.

Canada-based Flying Colours Corp deliv-ered its fourth Chinese registered aircraft - aBombardier Challenger 850 business jet - toShenyang-based air charter company Lily Jetrecently. The 17 seat VIP configured aircraftis available for third party charter.

The completion included a state-of-the-

art cabin management system, broadbandenabling WiFi, a high definition camera sys-tem, a mid-cabin custom desk and coloredLED lighting in the restrooms, and FlyingColours worked directly with Lily Jet tohave the aircraft fully certified with theCAAC (Civil Aviation Administration ofChina). A further three Challenger 850s des-tined for China are currently undergoingcompletion at Flying Colours’ Canadianand US facilities and will be delivered thisyear.

This latest delivery followed two similar-ly equipped Challenger 850s delivered byFlying Colours to BAA Jet ManagementLtd’s Shenzhen base last year.

Flying Colours is to expand operationsoutside North America for the first time,and has partnered with Metrojet of HongKong to provide interior refurbishment fora range of mid-size to large business jets.Ratification of this MoU is expected in mid-year with the structure and logistics for thenew base expected to be announced in late2012.

Elsewhere, Stephen Taylor, BoeingBusiness Jet’s President has outlined howChina has fast become a very importantregion. Beijing Airlines’ first BBJ is in com-pletion, scheduled to enter service early thisyear. And Beijing-based Deer Jet is awaitingdelivery of its second BBJ while a third is incompletion. Korean Airlines and Metrojet ofHong Kong are already operating the air-craft type there, Boeing says.

Boeing Business Jets has also delivered aBBJ to charter operator Nanshan Jet ofChina. The interior completion of the 28-seat configured aircraft will be done byLufthansa Technik's U.S. arm, BizJetInternational. This will be the first BBJ tojoin Nanshan Jet's seven-ship fleet whichincludes Challenger 605, Global ExpressXRS, Gulfstream G450 and Gulfstream G550aircraft.

Finally, GippsAero of Australia hassigned with Jinggong Aviation (based inXi’an) as its sales, distributor and supportrepresentative in China. GippsAero is work-ing with the CAAC to gain Chinese certifi-cation for its rugged GA8 Airvan and itsturbocharged derivative the GA8-TC-320.

AUSTRALIA AND NEW ZEALANDThe news from ‘down-under’ this quarterfollows the expansion of ExecuJet’s FBOchain in Australia and New Zealand. Thisfast growing company added to its growingworldwide FBO/MRO and aircraft salesoperations by adding FBOs to its existingMRO operations at Melbourne Essendonand Wellington International.

The company was invited by WellingtonInternational Airport to manage the new


TOP, FLYING COLOURS-COMPLETED CL850 FOR LILY JETBELOW, SERGE DASSAULT WELCOMES MINSHENG ORDER


facility and encourage more BusinessAviation activity in New Zealand’s capital.A 2,000 square meter hangar will alsoenable ExecuJet to house a number of largecorporate aircraft and provide line mainte-nance, aircraft charter and management.

Wellington’s existing resident groundhandling company Capital Jet Services hasbecome ExecuJet’s strategic partner hereunder the deal. Capital Jet Services also hashandling operations at ChristchurchInternational Airport and at QueenstownAirport, and partners an FBO at AucklandInternational Airport with Air Center One.

At Melbourne the new 1,000 squaremeter FBO boasts an integrated lounge area,and maintenance workshops complement-ing a private hangar facility which spansover 2,700 square meters. As at most of itsother hubs the company also offers aircraftmanagement and charter services alongsideits maintenance facility. The facility is alsoan Authorized Service Centre for HawkerBeechcraft, Gulfstream, Bombardier andEmbraer business jets.

“Over the last six months business inAustralia and New Zealand has been verypositive across all aspects of our services,”summarized Darren McGoldrick M.D.,ExecuJet Australasia. “Maintenance has seena steady flow of regular work along withsome major inspections, modifications andupgrade work. Charter has been constantlybusy too, with a high demand for long-range business jets.”

MALAYSIAWeststar Aviation Services of Malaysia hassigned a contract for ten AgustaWestlandhelicopters. The contract is valued atapproximately $150 million. Weststar willbe the first operator worldwide to benefitfrom the commonality in design across theAW139, AW169 and AW189 family of newgeneration helicopters. As well as possess-ing the same high performance flight char-acteristics and safety features the helicop-ters share a common cockpit layout anddesign philosophy and maintenance con-cepts that will be more effective for cus-tomers operating helicopter fleets from 4-8.5 tons.

ExecuJet Malaysia, based at SubangAirport, Kuala Lumpur has gained the firstdirect Cayman Islands Aircraft MaintenanceOrganization approval in Malaysia, knownas an OTAR Part 145 (Option 2). This willpermit ExecuJet Malaysia to work onCayman-registered Bombardier GlobalExpress, Challenger 300, Challenger604/605 and Gulfstream GIV/SP aircraft,and compliments the approvals granted bythe Malaysia DCA, the Philippines CAAPand the Isle of Man CAA.

Last year ExecuJet Malaysia became aBombardier Authorized Line Facility for allmodels, and ExecuJet believes this latestapproval is very important for its Malaysianbase given the increasing numbers ofCayman registered aircraft operating withinSoutheast Asia.

KAZAKHSTANEurocopter has delivered the first of sixEC145s to the Kazakh Ministries of Defenseand Emergencies for search and rescue andmedical evacuation missions. A total of 45 ofthe helicopters are to be purchased, and willbe assembled by the new joint ventureEurocopter Kazakhstan Engineering, in whichEurocopter and Kazakhstan Engineering havea 50/50 share. The remaining helicopters areto be delivered by the end of 2016.

The new joint venture company willassemble and customize EC145s at its facilitiesnear Astana International Airport inKazakhstan. The company will also enableEurocopter to provide its customers inKazakhstan and Central Asia with better localservices for helicopter maintenance as well astraining for pilots and technicians.

Eurocopter is convinced that the venturewill place it in an excellent position for futuredevelopment locally, offering corporate andVIP equipped helicopters.



Over the last six months business in Australia and New Zealand has been very positive across all aspects of our services.

- Darren McGoldrick, ExecuJet

EXECUJET FACILITIES AT MELBOURNE (ABOVE) AND WELLINGTON (BELOW)


The Luxury Show February 27/01/2012 10:53 Page 1

The Luxury Show February 27/01/2012 10:54 Page 2

A reflection on the current business cycle. by Andrew C. Bradley

ur industry has been closelytied to domestic and globalbusiness cycles since GeneralBusiness Aviation firstappeared on the scene nearly

fifty years ago. During that time we’veendured multiple recessionary periods aswell as equal instances of business expan-sion—the traditional Boom and Bust cycle asit is known. We have often heard the clichéthat “this time is different” with regards tothe business cycle.

The most famous example of this para-digm was a BusinessWeek article in 1979 enti-tled “The Death of Equities” predicting stockprices had permanently plateaued. I remem-ber in the late summer of 1987 reading pre-dictions that the Dow would hit 3,000 as thebusiness cycle no longer existed in a tradi-tional sense. A few weeks later—BlackMonday—the Dow crashed to 1,700 in thelargest one-day rout in percentage terms tothis day.

Fast forward to 1996 when the thenFederal Reserve Chairman Alan Greenspansensed financial markets were overvaluedand made his “irrational exuberance” speech.The market quickly shrugged this off as arelic of old school economics and ignored hisplea. A few months later the entire Asian con-tinent was facing a complete financial melt-down and the US faced a recession.

Other examples like the internet bubble in2000, in which billion-dollar business dealswere done in bars on napkins continued thetheme of things being different this time, onlyto come crashing down weeks or monthslater.

Last, but not least, there’s the financialhousing bubble of 2005-2008 when even thebrightest minds—since called into seriousquestion—pontificated that housing priceswould go up indefinitely. This last bust seg-ment of the most recent business cycle provesthat the traditional economic cycle is aliveand well, and it’s not going away anytimesoon. That being said, there is something dif-ferent this time around that has importantimplications for our industry.

THEN AND NOWWe are now more than three years removedfrom the events that could have heraldedanother Great Depression, and which for allintent and purposes was the greatest financialmeltdown in recent modern history. We saw

it first hand in our own industry as GeneralBusiness Aviation came to a complete stand-still in the months following Lehman’sBrothers collapse in September 2008.

Three years on, we have weathered thestorm but the outlook continues to look

Is This Time Really Different ?

LIGHTNING-QUICK MARKET REACTIONS

O


Avjet _Gil WolinNov06 24/01/2012 14:47 Page 1

suspect with out-of-control spending here inthe US coupled with high unemploymentand a still-shaky real estate market, a hugedebt crisis in Europe, continued instability inthe Middle East and constant fears that theChinese economy will slow, throwing theworld economy back into recession. In thefinancial markets the cliché “investors have ashort memory” seems to no longer hold true,be it applied to stocks, bonds, business dealsor aircraft purchases.

It appears that people do in fact now havea long memory and recent events are begin-ning to lend credibility that this time really isdifferent from a psychological perspective.Looking back on the recessionary periods ofour industry over the past twenty yearsshows that up until the 2008 crisis GeneralBusiness Aviation activity has lagged the gen-eral business environment by about sixmonths or more. The last three years haveshown that aircraft buyers and sellers nolonger lag the overall global economic out-look by six months. In fact it is no longermeasured in months or even weeks. It comesdown to days or minutes as economic “head-line” news seems to hold sway over buyersand sellers by the minute.

Since the 2008 crisis the number of aircraftdeals that have fallen apart at the last minutehas soared in our industry as both buyers andsellers react instantaneously to positive ornegative news in the market place. This is instark contrast to pre-2008 crisis years.

I can recall as late as August of 2008 howtight the GV, G450 and G550 markets were onthe eve of Lehman’s collapse. Even duringthe crisis, deals still occurred for a brief peri-od of time in the winter of 2008. Avjet closedtwo Boeing Business Jet deals during thattime and purchased a GV and G-IVSP forclients. Several other GV’s traded over theChristmas break in 2008. All this despite clearwarning signs as early as mid-2007 that theUS economy was heading toward a crisis.

Unemployment was going up at least 12-18 months prior to September 2008. RealEstate prices were quickly beginning toreverse course, default rates were starting toquickly gain pace, and the Federal Reservewas warning Congress that Fannie Mae andFreddie Mac were in dire circumstances.Bear Sterns collapsed in March of 2008. Thewarning signs were present, yet for the mostpart General Business Aviation was soaringwith ask prices on Global XRS aircraft near-ing $70.0m and G550s selling for $10.0m USDabove new pricing.

In the GV, G450 and G550 markets inven-tory was in the low-single-digits and buyerswere scrambling to pay premiums to find air-craft. I remember attending NBAA right inthe thick of the crisis and everyone wascaught completely off-guard. How did this

happen? Can this really be true? Even wellafter the fact people still couldn’t grasp theseverity of what was transpiring to send ourindustry into a tailspin.

TEMPERED BY THE HOURFast forward to the present: What I term“Economic Headline News” tempers sellers’and buyers’ sentiment not by the month,week or day, but seemingly by the hour. Allone needs to do is look at the “Big Picture”economic indicators quarter-by-quarter to seetheir immediate impact on our aircraftmarkets.

During the latter half of 2010 when the cri-sis had subsided and US GDP growth as wellas global growth seemed to be picking up,many of these markets which had been dor-mant earlier in the year came to life immedi-ately following news of better growthprospects.

The Global Express market which hadbeen dormant for much of 2010 was on fire inDecember of 2010. Along with better econom-ic prospects for 2011 this sales run extendedwell into the first few months of 2011 withmore sales of Global Express aircraft takingplace during the first six months of last yearthan the previous two years combined. Thesame occurred in the G-IV and G-IVSP mar-kets where inventory of G-IVSPs reached alow of a half dozen aircraft by early summerof last year. (The G450 market as well as theG550 market were also very active in the firsthalf of last year.)

Yet almost as quickly as the positive head-lines news spurred sales of large cabin air-craft, the quick reversal to negative newsquickly stalled sales of these same aircraft. In

early June of last year the European DebtCrisis re-emerged in conjunction with the USDebt Crisis Ceiling and ensuing S&P down-grade—the first in our history. Suddenly thegrowth optimism gave way to extreme fearsof another global meltdown and a stalling USeconomy.

Sales of Global Express aircraft ground toa halt with only one or two sales taking placeover the next few months. The G-IV marketwhich had been on fire earlier in the year sawinventory rise from a low of around 30 air-craft for sale to over 45 for sale as pricesplunged by more than $1.0m USD across theentire model line.

Several deals fell apart. One notable dealsaw the buyer walk away hours before clos-ing, leaving his deposit behind in response toUS economic news that seemed to be gettingworse daily.

In the G-IVSP market inventory tripled inless than four months from six aircraft to overtwenty aircraft for sale. Prices quicklyplunged and sales completely stalled. Buyerswere in no mood to commit to utilizing capi-tal in the wake of questions concerning theUS economy and problems in Europe.

Similar reactions and inactivity quicklycaught the Global XRS and G450 markets,and to a lesser extent the G550 market.Negative headline news no longer took sixmonths to impact our business - more like sixhours.

‘THE NEW NORM’Such market swings have been the normsince early 2009 and have proven that aircraftbuyers and sellers alike have a very longmemory and still harbor massive fears of


❯



what transpired in 2008/2009.Interestingly enough US economic condi-

tions began to quickly change directionaround Thanksgiving of last year as unem-ployment began to reverse course and hous-ing numbers began to stabilize. The loomingdebt crisis in Europe seemed to stabilize withinvestors returning back to the US stock mar-ket as prospects for the US economy lookedbrighter heading into 2012. Even PresidentObama’s dismal approval ratings began toreverse course.

While Europe still faces massive uncer-tainty, and a March 20th deadline for Greeceto re-finance its debt approaches, just lastFriday rating agencies downgraded severalEuropean nations. The outlook seems to be abit more positive, and analysts believe at leastin the near-term that financial disaster hasbeen placed on hold. As a result, aircraftactivity redirected just as quickly.

During the weeks of December and earlyJanuary a half-dozen Global Express aircrafthave either already traded or are under con-tract. The G-IV market saw four transactionsover the past thirty days and the G-IVSPmarket currently has five aircraft under con-tract which is more than during the entire

July-November timeframe last year when theUS economic headline news looked dismal.

In today’s world we all have access to fast-traveling information on our Blackberrys,iPhones, iPads, Satelite TV as well as variousother electronic devices. Information and cap-ital travel at the speed of a keystroke. Ourindustry is no longer insulated or immunefrom this phenomenon. Now, more than ever,buyers and sellers require professionalrepresentation in the purchase or sale of theiraircraft.

On the buyer’s side, timing is everythingin getting the best deal in terms of the pur-chase price and the correct aircraft that meetstheir mission requirement. On the seller side,we have seen poorly-written contracts orother hurdles leading to buyers fleeing dealsat the first sign of a negative headline.

On both sides of the transactions thebuyer’s or seller’s commitment in today’senvironment is very low. Economic and polit-ical “headline news” has instant ramificationswith regard to complex aircraft deals.

Ten years ago what happened in Beijingwas of little relevance. Now ordinaryAmericans review the latest Chinese econom-ic data on CNBC the moment it is released.

Now, more than ever, a professional bro-ker is an important element in today’s aircrafttransaction, keeping deals together and lever-aging both industry-specific aircraft knowl-edge with general economic knowledge tothe financial benefit of buyers and sellers.

❯ Andrew C. Bradley issenior vice president,Global Sales &Acquisitions at AvjetCorporation, an international provider of aircraft charter andmanagement solutions.The company is head-quartered in Burbank,California, and maintainsa global presence inWashington D.C., Seoul, Dubai, Abu Dhabi, Moscowand other locations around the globe. To learn moreabout the company, visit www.avjet.com

❯ Do you have any questions or opinions on theabove topic? Get them answered/published in WorldAircraft Sales Magazine. Email feedback to: [email protected]




SHOWCASE

Serial Number: 5192Registration: N323BDAirframe TT: 1262Landings: 798

EnginesBR700-710C4-11 Engines are on Rolls Royce Corporate CareLeft: S/N 15487 1262Hours 798 CyclesRight: S/N 15488 1228 Hours 786 CyclesAPUHoneywell RE-220 APU is on Rolls Royce Corporate CareSerial Number: TBD 712 HoursAvionicsHoneywell PlaneViewTM Avionics Suite Four (4) 14” Multi-Function Displays (MFD) Dual Honeywell DC-884 Display Controllers Triple Honeywell AV-900 Audio PanelsHoneywell Head Up Display / Visual GuidanceSystem

Goodrich EBDI-4000 RMIKollsman Enhanced Vision System (EVS) Triple Honeywell AZ-200 Air Data ModulesThird Honeywell MT-860 Nav/Com Honeywell Primus 880 Weather RadarDual Honeywell RT-300 Radio Altimeters Goodrich GH-311 Standby Att/Alt/AspHoneywell DP-884 Display Brightness Panel Dual Honeywell MRC-855A Mod Radio CabsTriple Honeywell MAU-913 Modular Avionic Unit Honeywell RT-951 TCAS 2000 SystemTriple Honeywell NZ-2000 Flight ManagementSystems

EGPWS with Windshear DetectionTriple Honeywell IR-500 LASEREF V IRSs L3 Communications Cockpit Voice RecorderL3 Quick Access Recorder (uQAR) Honeywell MCS-7000 SatelliteCommunications

Digital Flight Data Recorder Securaplane System with 3 camerasHoneywell GP-500 Flight Guidance Panel Gulfstream Broadband Multi-Link (BBML)Maintenance12-MOS / 500 hr. Inspection CW: July, 2011;Due: July, 2012 / 1670.9 Hrs.24-Month Inspection CW: August, 2010;Due: July, 201248-Month Inspection Due: July, 201272 Month Inspection Due: July, 2014Gross Weight: 90,500Lbs.Operating Weight: 47,996 Lbs.Empty Weight: 47,145 Lbs.InteriorOriginal Installation 2008 By GulfstreamAerospace, Savannah. Beautiful eighteenpassenger executive interior with berthing forseven, featuring a well appointed, spaciousforward galley. A forward four-place clubarrangement with foldout tables. The spaciousmid cabin boasts another four-place club. Aftof the second four-placed club is a four-placedconference grouping and credenza. The aftsection of the aircraft poses dual side facingthree-placed divans.Seating is tastefully finished in light earthyleathers. Interior is complemented by luxurious

carpeting found throughout the cabin. Forwardgalley poses ample storage, (2) Coffee Makers,Microwave, and a spacious cold boxrefrigerator.ExteriorOriginal Paint 2008 By Gulfstream Aerospace,Savannah. Additional Features: EnhancedSound Proofing Sigma In Flight PhoneHandset installed next to VIP seat (January,2010)

2008 Gulfstream G550

Advertising Enquiries see Page 8 www.AvBuyer.com WORLD AIRCRAFT SALES MAGAZINE – February 2012 123

Morgan BarrieauTel: +1 860-306-1460E-mail: [email protected]

Mente Group, LLC15303 North Dallas Parkway

Suite 1320, Addison, TX 75001Tel: 1 214 351 9595www.mentegroup.com

Mente G550 5192 Feb 25/01/2012 17:45 Page 1

SHOWCASE


Serial Number: 5028Airframe TT: 3,329Landings: 1,195Engines BR700-710C4-11 Left: S/N 15159 3,184 Hours 1,152 CyclesRight: S/N 15158 3,184 Hours 1,152 CyclesEngines are not on a ProgramAPUHoneywell RE-220S/N P339 1,782 Hours APU is not on a ProgramAvionicsArtex ELT C406-2Honeywell PlaneViewTM Avionics SuiteFour (4) 14” Multi-Function Displays (MFD) Honeywell GP-500 Flight Guidance Panel

Dual Honeywell DC-884 Display Controllers Triple Honeywell AV-900 Audio PanelsHoneywell Head Up Display / Visual GuidanceSystem

Goodrich EBDI-4000 RMIKollsman Enhanced Vision System (EVS) Triple Honeywell AZ-200 Air Data ModulesThird Honeywell MT-860 Nav/Com Honeywell Primus 880 Weather RadarDual Honeywell RT-300 Radio Altimeters Goodrich GH-311 Standby Att/Alt/AspHoneywell DP-884 Display Brightness Panel Dual Honeywell MRC-855A Mod Radio CabsTriple Honeywell MAU-913 Modular Avionic Unit Honeywell RT-951 TCAS 2000 SystemTriple Honeywell NZ-2000 Flight ManagementSystems

EGPWS with Windshear DetectionTriple Honeywell IR-500 LASEREF V IRSs L3 Communications Cockpit Voice RecorderL3 Quick Access Recorder (uQAR) Honeywell MCS-7000 Satellite CommunicationsDigital Flight Data Recorder Securaplane SystemHoneywell GP-500 Flight Guidance PanelInteriorOriginal Installation: June 21, 2004By: Gulfstream Aerospace, AppletonPartial Refurbishment: March 5, 2008By: Gulfstream Aerospace, SavannahBeautiful fourteen passenger executive interior withberthing for six, featuring a forward four-place clubarrangement with foldout tables. The spacious mid cabinboasts a two-place grouping opposite a divan.

2004 Gulfstream G550

1998 Dassault Falcon 900EX

Two Corporate Owners Since New


Suite 1320, Addison, TX 75001

Serial Number: 35Registration: N913SNAirframe TT: 6912.4Landings: 3302

Engines MSP Engine ProgramAPU Allied Signal GTCP 36-150F 3967.1 hours since newLast HSI – 2558.8; Next Due: 7058.8Avionics/ Additional Equipment Pimus Elite Cockpit Upgrade ($800K)XM Graphical WeatherFlight Dynamics Cat III HUDDual Collins TCAS 94-TCAS II w Change 7Airshow Genesys

Electronis Charts w Dual Honeywell ServersLightening Sensor DC-820 FMS Upgrade (120k Option)Honeywell MARKV EGPWSHoneywell SSCVR CVR (32 Parameter)Honeywell SSFDR Flight Data Recorder(120 Minute Recording)MagnaStar UHF/Satcom Phone w/faxTriple Collins VHF-422/A Comms w 8.33 SpacingDual Collins: TDR-94D Transponders w Mode SDual Bendix-King KHF-950s Cabin DVD Player with 4 Rosen monitorsTriple Honeywell Lazeref IIISelcal Coltech CDS-714 DecoderOne EICAS Multi-Function DisplayDual Baker B1045 Audio Control PannelsTriple Honeywell FMZ 2000 w dual GNSSU GPS

Dual Collins DME-442Dual AA-300 Honeywell Radio AltimeterFM Immunity Comms@ NavsAircraft ProgramsHAPPS Avionics ProgramCAMP Maintenance Tracking ProgramMSP Engine ProgramRVSM Certified Interior12 Passenger configuration with Aft Lavatory-Soft goodscompleted Nov. 2010. Forward 4 Place club seating w Mid Cabin double cluband dinning group. Private aft cabin with 3 place couchacross from club seating. Fwd Jump Seat. ExteriorNew paint in December 2009. White base overall withblack and yellow stripes. Slant style Eng. Markings.

Lowest priced G550 on the marketMark PayneTel: +1 972-897-3246E-mail: [email protected]

Chad CollinsTel: +1 972-955-6779E-mail: [email protected]

Tel: 1 214 351 9595www.mentegroup.com

Mente G550 & Falcon 900EX Feb 25/01/2012 17:37 Page 1

SHOWCASE


Serial Number: 7005Airframe TT: 5639.6Landings: 3338Engines MSP GoldHoneywell TFE731-4R-2S w/ N1 DEEC’sLeft: P102110; 5,561.1 Hours; 3,292 CyclesRight: P102115; 5,595.8 Hours; 3,309 CyclesLast Hot Section Completed: Left: 4,181.0 Right: 4,181.0Last Overhaul Completed: Left: 4,181.0 Right: 4,181.0APUP-165. Honeywell GTCP 36-150W 2,920 HoursInspection StatusAll ADs and Major SBs Complete. Repair Documents 1,3,20, 23, 28, 30, 42 and 43 completed April 22, 2010 /5,576.3 Repair Documents 9 & 35 complete Aug 11,2010 / 5,622.9

Aircraft Programs Engines enrolled 100% Honeywell MSP GoldProParts Maintenance. Aircraft enrolled on CescomAvionicsDual Honeywell SPZ-8OOO (5 Tube EFIS)Dual Honeywell AHZ-8OO AutopilotHoneywell Primus 880 Color RadarCollins ALT-55B Radar AltimeterDual Universal UNS-1 B+ w/ GPS 1000 FMSDual AZ-B10 Air Data ComputersDual Honeywell RMU-850 Radio Management UnitsDual Honeywell RCZ-851 Communication UnitsDual Honeywell Mode S Transponders w/ 8.33Dual Honeywell RNZ-850 Navigation UnitsDual Honeywell AHZ-600 AHRSAdditional FeaturesThrust Reversers

Honeywell TCAS 2000 (ACAS II) with Change 7Fairchild GA-1 00 Cockpit Voice RecorderHoneywell LSZ-B60 Lighting Sensor SystemSingle Point Refueling. Concord Lead Acid BatteriesRVSM. Honeywell Mark VII EGWPSAircell ST-3100 Iridium Flight PhoneEROS Oxygen Masks. Secure A Plane Security SystemBattery Charging Provisions from Ground PowerInteriorEight Passenger fireblocked interior with a center clubconfiguration. A forward two-place side facing divan andtwo single forward facing seats. Appointed in neutralbeige leather seats and complimented by soft beigewindow panels, neutral taupe carpet, Carpathian Elm Burlwood veneers and gold plating. The forward refreshmentcenter has ample storage along with a forward storagecloset and aft lavatory.

Cessna Citation VII

1993 Gulfstream IV‐SP

Two Corporate Owners Since New

Serial Number: 1227Registration: N600VCAirframe TT: 7490.9Landings: 3616

Engines Rolls Royce TAY 611‐8Engines enrolled in JSSI Platinum at 87%Left: S/N 16570 7397.6 Hours 3549 CyclesRight: S/N 16550 7405.6 Hours 3559 CyclesAPUHoneywell GTCP 36‐100 4742.0 HoursSerial Number P‐618 Last HSI c/w @ 4614 HoursAvionicsHoneywell Pro Line 4Dual Honeywell SPZ‐8000 Digital IFCS/Pro Line 4Honeywell MCS‐6000 SATCOM

Triple Collins VHF ‐422D Comm's w/8.33 MHz SpacingDual Honeywell AA‐300 Radar AltimeterDual Collins VIR 432 Nav's w/FM Immunity HoneywellTCAS II w/Change 7Dual Collins ADF‐ADF 462 ADFs Honeywell Primus 870Color Radar System w/TurbulenceDetectionDual Collins DME‐ 442 DMEs Honeywell LASERTRAKDual Collins TDR‐94D Enhanced Mode "S" Transpondersw/Flight ID Dual Collins HF 9032 HF RadiosDual Honeywell NZ‐2000 FMS with 6.0 SoftwareCSD‐714 SELCALAdditional FeaturesAFT galley, FWD crew lav and refreshment center VCR,DVD, & Cassette PlayersRVSM/RNP‐5 & RNP‐10 Certified Dual DVD PlayersAirshow 400 Sony 10‐Disc CD Changer

Electric Window Shades High Temp OvenFacsimile Machine MicrowavePortable Halogen Fire Extinguishers Coffee MakerForward 15" LCD Bulkhead Monitor Devore VerticalRecognition Lights15" Pop‐Up Monitor in CredenzaJSSI Platinum Engine Program Details:InteriorEleven (11) passenger executive interior featuring aforward three (3) place divan opposite a two (2) placeclub. ALL NEW VENEER by Duncan Aviation BTL in June2011 ‐ Owner spent over $500K replacing all the cabinveneerExteriorOverall Matterhorn White with Black & Gray AccentStriping. New Paint January 2010 – Duncan Aviation BTL.

Brian HammerTel: +1 817- 832-6442E-mail: [email protected]


Suite 1320, Addison, TX 75001Tel: 1 214 351 9595www.mentegroup.com

Mark PayneTel: +1 972-897-3246E-mail: [email protected]

Mente Cit VII & Gulfstream IV Feb 26/01/2012 10:46 Page 1

SHOWCASE

Serial Number: RB-0027Airframe TT: 912Landings: 1.051

EnginesWilliams FJ 44-2AS/N 1073 TT 912 / TC 1.051S/N 1064 TT 912 / TC 1.051

EquipmentCollins Proline 21Dual VHF 422C 8.33KHzDual NAV VIR-432Dual FMS FMC -3000Dual Mode S TPX TDR 94DADF 462ELT Artex 406 MhzDual GPS -4000ARadio Altimeter ALT-4000Weather Radar RTA – 800EGPWS Mark VCVR 2100-1010-51ACAS Collins TTR – 4000Dual Airdata Computer ADC-3000DME 422Satphone installed

Engine Program Tap Elite

All Mandatory Service Bulletins

Many Options

Motivated Seller - Price: Make Offer


Tel: +49 2736 4428 13Fax: +49 2736 4428 50Mobil: +49 177 88 6 8824Email: [email protected]

Air Alliance GmbHAirport Siegerland,D-57299 Burbach,

Germany

2001 Hawkerbeech Premier 1

Air Alliance 25/01/2012 11:26 Page 1

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1408 N. Fillmore Street, Suite 3, Arlington,

VA 22201

Tel: 703 312 1000Fax: 703 312 1355Email: [email protected]

Serial Number: 337Airframe TT: 638Landings: 340EnginesL/RH: 638 Hours 340 cyclesAPU: 333 HoursAvionicsF/DIR : Collins Pro Line 21 IFCSEFIS : Collins 4-tube COMMS : Dual Collins w/8.33 kHzDual AHRS DME : Dual CollinsTPDR : Dual Mode S TCAS-II w/change 7 L.R.N : Dual FMS, Dual GPS

EGPWS121.5/243.0/406.025 MHz ELTEICAS controlRosemount Ice Detection SystemDual FSU with Electronic ChartsOptionsSecond Honeywell KHF-1050 Long Range CommCollins TWR-850 RADAR Enhanced Weather RadarRosemount Ice Detection SystemCockpit Voice Recorder (Exchange)3D FMS MapsRockwell Collins Datalink (with 3rd VHF)Dual FSU with Electronic ChartsEnhanced Map Overlays (Dual FSU Configuraiton)Universal Weather (Dual FSU Configuration)

Interior Executive Floorplan B (Eight Passengers), Done inbeige glove leather, Aft 4 place club, Forward 3place divan, Aft belted lavatory, Beige Wool carpetBurled high-gloss cabinetry, Brushed Gold platedhardware, Full forward galley with microwave, Air-show 410 Next Generation, Airshow World-WideMap Coverage, 15.1" (38 cm) Forward Video Mon-itor, Cabin Video System - Single DVD, PassengerAudio/Video Inputs (each), XM Radio (U.S. only),Wood Veneer Package - High Gloss, MicrowaveOven (28V DC), ICS-200 Iridium phone (wirelesshandsets), Dual Hot Liquid Containers, Exterior White w/ Lear 60XR factory scheme.

2008 Learjet 60XR Factory Warranties, Smart Parts, JAR OPS Compliant

Serial Number: 80Airframe TT: 4,460Landings: 1400Airframe Status CAMP. 3,719.1 hrs / 2051 CyclesEngine Status Garrett TFE731-40R-200GMSP GoldEngine #1 3686.2Total Time 2022 Total CyclesEngine #2 3541.6 Total Time 1966 Total CyclesAPU Garrett GTCP-36-150. TT: 1400.0 MSPAvionics EFIS: Collins Pro-line 4TCAS: Collins TCAS II

FMS: Dual UNS-1C’sCOM: Dual Collins VHF-422BFDS: Collins FCC-4000XPNDR: Dual Collins TDR-94DADC: Dual Collins ADC-850CHFCOM: King HF 950RADAR: Collins TWR 850DCVR: Universal 30BELT: 406 CompliantInterior Duncan Aviation Seven Passenger Custom Interior.Forward four place club seating with rear forwardfacing seat opposite two place club seatingfinished in Aeristo tan leather, accented in goldplating. High density medium beige carpet

throughout aircraft. Side panels finished in beigefabric, with slight hints of black to accent carpetand seats. Headliner is covered in a light crèmeultra leather with tone on tone fabric window lining.Galley is completed with a high gloss Sepeleredwood with work top finished in a subtle varietyof beige to coordinate. Entertainment packageinstalled consisting of forward 10.4” monitor, DVDsystem equipped with wireless headsets, andRosen FliteView airshow system that will zoom tostreet view.Exterior Custom Duncan Aviation Paint. Matterhorn Whitewith Medium Concorde Blue Stripe and Las VegasGold.

Astra SPX Low Time, with APU and recent C Check Insp!

Great Buy

Priced to Sell

Nextjet x2 January 24/01/2012 15:33 Page 1

SHOWCASE

2008 Cessna Citationjet 2+

Tel: +41 (0) 22 306 1060Mob: +41 (0) 79 2005265E-mail: [email protected]: www.albinati.aero

ALBINATI AERONAUTICS SAP.O. BOX 44

1215 GENEVA 15 AIRPORTSWITZERLAND

Serial Number: 525A-0385Registration: HB-VOPAirframe TT: 1439Landings: 1409

Engines on TAP EliteWilliams International FJ-44- 3A-24 FADEC ControlledLH: S/N 216179 1439 TT / 1409 CSN RH: S/N 216178 1439 TT / 1409 CSN

AvionicsCollins Proline 21 Avionics System with 3 (8x10inc) color, active matrix liquid crystal displays. AHRS 2 Collins AHC-3050ADC 2 Collins ADC-3000 IFIS 1 Collins IFIS-5000 FMS 2 Collins FMS-.3000 (incl. DME II) GPS 1 Collins GPS-4000A w/12-ChannelRTU 2 Collins RTU-4200 NAV 2 Collins NAV-4000 and NAV-4500 ADF 1 Collins ADF DME 1 Collins DME-4000 VHF 2 Collins VHF-4000 w/8.33KHz spacing XPDR 2 Collins TDR-94 Mode S TCAS II 1 Collins TTR-4000 TCAS II EGPWS Mark V EGPWS with RAAS Radar 1 Collins WXR-800 ESIS GH-3000 ESIS CVR Provisions for installation of L3 connection FA 2100 CVR ELT 1 Artex C406-N w/3 freq. ELT MDC 1 Collins Maintenance Diagnostic System

Additional EquipmentGnd Com Dispatch Switch (powers 1Radio, 1RTU and both audio panel)Pulselight System with interface to TCAS II Tail Log Lights Nose Landing Gear in/protection boot Installation Jeppesen Electronic Charts on MFDCrew Seat Sheepskin Slipcovers 110V Ac Universal Electrical Outlet w/500WInverterMonorail Sunvisors – Entry Step Upgrade to Airstair StyleSteep Approach Option

InteriorTwo (2) Cockpit, six (6) Cabin passengers seats.Four executive club chairs with two fold-outexecutive tables. RH Fwd Refreshment Center. Aft Divider Assembly with sliding door Aft Low Boy storage cabinet with drawer One Aft Potty Belted Seat. Townsend Leather Satin finished wood veneer – Australian Walnut Brushed Aluminium Hardware Finish.

ExteriorOverall white with dark grey stripes

JAR OPS 1

Asking Price: Make Offer


Albinati Citationjet 2+ February 24/01/2012 15:35 Page 1

SHOWCASE

2008 Hawker 900XP

Tel: +41 (0) 22 306 1060Mob: +41 (0) 79 2005265E-mail: [email protected]: www.albinati.aero

ALBINATI AERONAUTICS SAP.O. BOX 44

1215 GENEVA 15 AIRPORTSWITZERLAND


Serial Number: HA-0038Registration: HB-VPJAirframe TT: 1158Landings: 1043

Engines on MSP Gold HONEYWELL / TFE 731-50RLH: S/N P122180 1158 T SN / 1043 CSN RH: S/N P122181 1158 TSN / 1043 CSN

APU on MSP HONEYWELL / GTCP36-150 W S/N: P-1018 1253 TSN

AvionicsCollins Proline 21 Integrated flight control Systemwith 4 EFIS LCD Displays Collins IFIS-Paperless CockpitIntegrated Electronic ChecklistEnhanced Map OverlaysAHRS Dual Collins AHC-3000Autopilot Dual Collins FGC 3000 ADC Dual Collins ADC-3000 FMS Dual Collins FMS-6000 GPS Dual Collins GPS-4000A with WAAS NAV Dual Collins NAV-4000 and NAV-4500 ADF Collins ADF DME Dual Collins DME-4000 VHF Dual Collins VHF-4000 w/8.33KHz spacing HF Dual Collins HF-9000 High frequency Radio XPDR Dual Collins TDR-94D Mode S TCAS II Collins TTR-4000 TCAS II EGPWS Mark V EGPWS with Runway Awarenessand Advisory System (RAAS) RADAR Collins TWR 850

SSFDR Honeywell solid state FDR CVR Universal Cockpit Voice Recorder CVR-120ELT Artex C406-N w/3 freq. ESIS Meggitt Electronic Standby InstrumentSystem MK.2MDC Collins Maintenance Diagnostic System Selcal

Additional EquipmentAirborne Telephone Systems:AirCell ST3100 iridium phone with cordlesscockpit & cabin handsetsCabin Information & Entertainment Systems:Collins Dual Digital Video Disc Player with 2nd15” LCD monitorAirshow 4000 w/ Flight Deck Controller Outlets 220 VAC power

InteriorHeight (8) Cabin passenger’s seats, featuring 5individual seats with two fold-out executive tablesand a 3-place divanBelted lavatory seatBeige colored carpet. White ultrasuede headliner. Leather beige color seat

ExteriorTop fuselage and upper wing Matterhorn white colorBelly and bottom wings granite color with twostripe granite colors

On CAMP & Support PlusJAR OPS 1

Asking Price USD $8,950,000

Albinati Hawker 900XP Nov 24/01/2012 15:36 Page 1

SHOWCASE

Serial Number: NA-440Registration: N295JRAirframe TT: 8650Landings: 5900

EnginesGarrett TFE 731-5R MSP Gold ENGINEPROGRAMAvionicsHONEYWELLCOMMS: DUAL HONEYWELL RCZ-833B NAVS: DUAL HONEYWELL RNZ-850AP: HONEYWLL DFZ-800FMS: DUAL HONEYWELL FMS-2000

W/GPSADC: YESDME: DUAL HONEYWELL RNZ-850XPNDR: DUAL HONEYWELL TCZ-833B

MODE S ADF: DUAL HONEYWELL AT-850HF: HONEYWELL KHF-950 W/SELCALRADAR: PRIMUS 870EFIS: HONEYWELL EDZ-818 5-TUBEEGPWS: MARK VITCAS: TCZ-910 VERSION 7RALT: HONEYWELL AA-300 CVR: UNIVERSAL CVR-30-B FeaturesTHIS HAWKER 800A HAS BEENPROFESSIONLLY OPERATED ANDMAINTAINED. THE ROOMY EIGHT PLACECABIN WITH AIRLINE STYLE FULLY

ENCLOSED AFT LAVATORY ENABLEPASSENGERS TO TRAVEL IN LUXURIOUSCOMFORT. WITH A RANGE OF 2,300 NM,EXCELLENT PAYLOAD AND FLEXIBILITYMAKES THIS ONE OF THE MOST ATTRACTIVEMIDSIZE JET’S IN TODAY’S MARKET. THEAIRCRAFT IS RVSM CAPABLE, HAS DEEHOWARD THRUST REVERSERS, PULSESAFETY LIGHTS, DEVORE TEL-TAIL LIGHTSRADOME, TAXI/LANDING LIGHTS, FMIMMUNITY WITH 8.33 CHANNEL SPACING.InteriorEIGHT PLACE INTERIOR COMPLETED INBEIGE LEATHER WITH A ONE FORWARDTHREE PLACE DIVAN AND FIVE EXECUTIVESTYLE CLUB CHAIRS, FORWARD (FITS TWIOGOLF BAGS) AND LARGE AFT CABINBAGGAGE SPACE (CAN FIT EIGHT FULL SIZEGOLF BAGS) ACCESS THRU LAVATOR, SLIMREFRESHMENT CENTER, CD PLAYER,AIRSHOW 100, FLITEFONE VI WITH TWOHANDSETS, AFT FULLY ENCLOSED AIRLINESTYLE LAVATORY AND JUMPSEAT.ExteriorOVERALL WHITE WITH GOLD AND BLACKACCENTS.MaintenanceON HONEYWELL "HAPP" AVIONICSWARRANTY PROGRAM, ENGINES ENROLLEDON MSP GOLD WHICH COVERS ALLSCHEDULED AND UNSCHEDULED ENGINEMAINTENANCE INCLUDING CORE

INSPECTIONS. ON CAMP COMPUTERIZEDMAINTENANCE TRACKING SYSTEM, FRESHANNUAL, E & F CHECKS AND 12 YEARLANDING GEAR OVERHAUL COMPLIED WITHBY RAYTHEON TAMPA OCTOBER 2011. 48MONTH INSPECTION/G CHECK COMPLIEDWITH SEPTEMBER 2009 BY STARPORT INORLANDO, FL, LOGBOOK RESEARCHSHOWS AIRCRAFT HAD HAIL DAMAGE ANDAN APU FIRE.

1989 Hawker 800


J.P. HanleyCorporate AirSearch Int'l Inc.

Palm Beach, South Florida

Palm Beach Tel: (561) 433-3510Fax: (561) 433-3842Cellular: (561) 289-3355Email: [email protected]: www.caijets.com

Price: Make offer

CAI Hawker 800 December 25/01/2012 11:29 Page 1

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John Hopkinson & Associates Ltd.1441 Aviation Park NE, 2nd Floor,

Box 560, Calgary, Alberta, T2E 8M7

Tel: (403) 291 9027Fax: (403) 637 [email protected]


AvionicsHoneywell Primus 1000 3 - Tube EFISHoneywell GNS-XLS FMSHoneywell MKVII EGPWSHoneywell TCAS II w/Change 7L3 Cockpit Voice RecorderGlobal-Wulfsberg AFIS

Interior Seven Passenger Interior & Belted Lav Seat AftTailcone Baggage w/Ski Tube. Zephyr Air Conditioning. Recently refreshed Interior.

Exterior Recently completed Permaguardsealed Exterior

Maintenance Fresh Phase 1 - 5 completed byLandmark, ScottsdaleOne Year Cescom EnrollmentZero Engine Option

Cessna Citation Ultras

Serial Number: 152Registration: N18FXAirframe TT: 7,480Landings: 3,826

• MSP Gold• EGPWS• 406 ELT• Airshow 400• Satphone• TCAS II w/change 7• RVSM Certified• Paint & Interior 2006• New Carpet 2006• Immaculate Condition• With Complete History

Airframe Inspection StatusA, A+ Due: June 20122A, 2A+ Due: June 20123A Due: February 20134A+ Due: June 2012B Due: 8711 Hours2B Due: 8711 Hours3B Due: 8711 HoursC, 3C Due: June 20132C, 4C Due: June 2019Landing Gear Due: June 2019SB F900-390 C/W – This extends all “A”inspection intervals to 8 Months/400hrs

1996 Dassault Falcon 900B

John Hopkinson Assoc Feb 24/01/2012 15:40 Page 1

SHOWCASE


Northern Air, Inc.Mark Serbenski

Gerald R. Ford International Airport5500 - 44th Street, SE • Grand Rapids, MI 49512

Tel: 800 262 4953 Tel: +1 616.336 4737Cell: +1 616 648 2656Fax: +1 616 988 [email protected]

Serial Number: 550-1046Registration: N900GFAirframe TT: 4175Landings: 3471

EnginesLeft Engine 3708Right Engine 3621Enrolled in ESP

Avionics• Honeywell Primus 1000 Integrated FlightDirector & Autopilot System

• 3-tube 8x7” EFIS,• Dual 196B Comm radios with 8.33 Capabilities• Dual Nav• ADF• Dual RMI• Dual Mode S Transponders• Dual DME• Universal UNS1 K• Honeywell TCAS II• Honeywell Mark VII EGPWS• Honeywell Primus Radar 660• ARTEX 406 Emergency Locator Transmitter• Cockpit Voice Recorder• N1 Computer Indicator• WX950 Stormscope

ExteriorMatterhorn White with Las Vegas Gold, SeminoleRed, and Nordic Grey stripes.

InteriorFire-blocked eight passenger executive interior ina center club confi guration with an aft beltedseat for an ninth passenger. Left and Rightexecutive tables in the center club.

Optional Equipment• Freon Air Conditioner• AOA w/Indexer• Cabin/Cockpit Fire Extinguishers• Interior 110V AC• Lead Acid Battery• Tail Cone Flood Lights• RVSM Capable• 406 ELT• KHF950 Provision

2003 Citation Bravo

Northern Air June 24/01/2012 15:42 Page 1

SHOWCASE

Serial Numbers: 525-0435Registration: G-CJADAirframe: 2020Landings: 1580

EnginesLH Engine Model: Williams InternationalFJ-44-1A on Pwr advRH Engine Model: Williams International FJ-44-1A on Pwr advLH Engine Total Time: 1965/ TBO:3500/Cycles:2935RH Engine Total Time: 2020/ TBO:3500/Cycles:2935

AvionicsComs: Honeywell KY-196 Comms/8.33 KHzTCAS: Honeywell CAS-66 TCAS INavs: Honeywell KN53 Navs/FM Immunity Collins Pro Line 21 IFCSDMEs: Honeywell KN63 DME/CheltonDM441B DMERVSM: CapableADF: Honeywell KR-87 ADFEFIS: Collins Pro Line 21 2-Tube EFISTransponders: Dual Garmin GTX-330D Mode ‘S’Autopilot & FDS: Collins Pro Line 21 AutopilotWeather Radar: Collins RTA-800 Colour Radar FMS – Universal UNS-1K FMS/GPSRadar Altimeter: Collins ALT-55B Rad/Alt ELT: Artex 406 MHz

OptionsThrust Attenuators, Oxygen System, EROSCrew Oxygen Masks, Skitube baggagecompartment, Sunshield covers, RosenSunvisors. Engines on power advantage fullypaid. JAR OPS & EASA Compliant. B&DCabin Information Display. Cockpit Curtain

Exterior & InteriorOverall White with Dark Brown, Gold and CoralRed Accent Stripes. Exterior in very goodCondition. Five place executive interior havinga forward side facing seat and a club foursetting with fold out sidewall tables. All seatsupholstered in light tan leather with the uppersidewalls in a co-ordinated patterned design.Carpet is beige wool loop with the headlinermatching the colour of the seats. Thewoodwork is finished in medium toneKhayawood veneer with the seatbelts andhardware in brushed aluminium. A forward‘Deluxe’ refreshment centre is located at thefront of the cabin opposite the side facing seat.Electrical Outlets located in the club four area.Lavatory with flush toilet at the rear of cabin.Interior in very good condition.

History- maintenance and records:Maintained on CESCOM with Pro Parts. HSIon engines c/w 2/09

LocationLugano - LSZA - Switzerland

Price: $2,250,000 USD inclusive of paidEEC European VAT

2001 Cessna CJ1

Advertising Enquiries see Page 8 www.AvBuyer.com WORLD AIRCRAFT SALES MAGAZINE – February 2012 133

Office: +41 91-9214603Mobile 1: +41 76-5069030Mobile 2: +41 76-4122695E-mail: [email protected]: www.jetfina.com

JETFINA SAVia Nassa 29, 6900 Lugano,

Switzerland

Jetfina SA February 25/01/2012 15:52 Page 1

ave you ever noticed whenwalking into a company’s officeor hangar for the first time howwithin minutes you detect arefreshing level of enthusiasm

and commitment among the people youmeet? There is something positive animatingthe whole environment. If so, what you’resensing is the employees’ collective loyalty tothe company and its brand.

The effort to consciously cultivate thisexperience is known among communicationsprofessionals as internal branding—a conceptpredicated on the belief that your employeesare just as important an audience as your cus-tomers and prospects. As with all brandingefforts, authenticity is key.

If a company attempts to instill excitementaround brand attributes and virtues that itreally doesn’t possess, it only generates cyni-cism among employees. Mission statementposters that claim one thing while manage-ment attitudes and behaviors say another, endup breeding low-level negativity — a passiveaggressive attitude that ultimately seeps outinto interactions with customers. It’s like alow-grade fever that passes from employeesto customers, and never quite gets cured.

On the other hand, brand loyalty is equallycontagious. Customers can’t help but beswept up in the excitement when a companyis living out the highest virtues of its brand

every day. To create this positive flywheeleffect within an aviation business, internalbranding must be reinforced 1) from theinside out; 2) from the top down; and 3) fromthe bottom up.

FROM THE INSIDE OUT"Our internal branding is really all about ourcompany’s culture. It grows from the insideout,” says Steve Gade, vice president of salesand marketing at Duncan Aviation. “We setexpectations from day one with all newemployees regarding our brand values, begin-ning with an orientation that includes a dia-logue with our chairman, president or themost senior leader at each hiring location.”

Another way that Duncan Aviation rein-forces its brand is by sharing company-wideeach Friday how various customers havementioned the positive experiences they’vehad with specific employees. “Our peoplethrive on this positive feedback,” Gade says.“It encourages us all to be our best.”

FROM THE TOP DOWNInternal branding goes far beyond what themarketing department can deliver. Unless anorganization’s top leadership is actively andconsciously cultivating the brand within theorganization, the effort will never reach its fullpotential. For aviation business leaders toassure that such internal branding is given

proper attention, it is good to set aside sometime annually to take a pulse on the companyculture, and to talk to customers about whatthey are experiencing.

The late Steve Jobs was known for periodi-cally manning the customer service phones atApple just so he could hear this kind of first-hand feedback. His commitment to deliveringthe Apple brand experience across all cus-tomer touch-points is what has made thecompany so fanatically beloved and soimmensely profitable.

When I work with company leaders ontheir branding or re-branding efforts, one ofthe exercises involves asking questions suchas:

1. What is the first word that should come tomind when people hear your company mentioned?

2. What are the core brand values to which you are willing to hold fast, even if it means losing business?

3. What is the greatest compliment your fiercest competitor would have to pay your organization?

4. What is the most frequent compliment you hear from your customers?

5. What behaviors are most rewarded in your organization?

6. Would all your employees give the same answers to the questions above?

Internal BrandingBig influence, but oft-neglected.

by David Heitman

H

MARKETING TODAY - INTERNAL BRANDING


Internal Branding_Gil WolinNov06 24/01/2012 12:15 Page 1

Simple questions like these provide much-needed clarity on the path to developing acoherent, authentic and relevant brand. It thenremains to give creative expression to it, bothwithin and outside the company.

FROM THE BOTTOM UPThere’s a world of difference betweenemployees giving passive assent to a compa-ny’s brand virtues and actively finding waysto reinforce them in their daily lives. The suresign of a company's successful internal brand-ing effort is overhearing employees talkingabout the brand virtues in conversations witheach other and with customers.

And because you’ll never find employeesmore receptive to imbibing the brand thanwhen they are first hired, orientation is acrucial time to be highly intentional aboutinternal branding.

Rather than viewing this opportunity assome sort of passive corporate “indoctrina-tion” process, new-hires should be encour-aged to apply the brand in their everydaywork, and even be empowered to challengecompany policies, procedures and experiencesthat are inconsistent with the brand.

KEEPING THINGS SIMPLEAs with all marketing efforts, simplicity iscrucial to success with internal branding. Acomplex mission statement will never fire thehearts and imaginations of employees. Theywon’t be able to remember it, let alone applyit to their daily lives. But a clear, simple brandis a clarion call that enables employees to rein-force it with customers every day.

For example, Ritz-Carlton's legendarymantra, ‘ladies and gentlemen serving ladies andgentlemen’ is a simple but elegant encapsula-tion of the hotel’s internal brand. Because it isso simple, it requires the conscious, intelligentapplication by all employees. It doesn’t tellpeople what to do. It tells them who they areas employees of the Ritz-Carlton. You onlyneed to stay at a Ritz property once to realizethat this internal branding effort is working.

Perhaps the most powerful tactic in thisarea is to encourage employees to treat eachother like customers. Such internal reinforce-ment of the brand among co-workers willresult in a greater consistency of the brandexperience for customers.

VISUAL BRANDINGWe live in a highly visual culture wheresophisticated graphics infuse everything fromthe television we watch to the packaged prod-ucts we buy. So as employees daily come intocontact with their company’s visual brand ele-ments—logos, color schemes, iconic images—these visual cues can subconsciously commu-nicate staying power, strength, and structureas opposed to chaos and disorder. It’s like a

football team that is continuously reminded ofits identity by its colors, logo, mascot andother accoutrements.

It takes time, attention and accountabilityfor a busy aviation company to maintain thislevel of visual brand consistency; but it willenable the organization to communicate to itsemployees and customers that the brandreally matters.

Thus any employees who have a role inproducing communications should work outof a brand standards guide that specifies cor-rect logo usage, approved color scheme, type-face, etc. That way, every communicationeffort produced for both internal and externalaudiences reflects a unified look and feel.(There are few things that suggest chaos anddisorder more than having multiple versionsof a logo used in company communications.)

To employees and customers alike, visualbrand consistency conveys the precision anddiscipline that stand behind the company’sservices—virtues that are particularly impor-tant in the aviation community.

AMBASSADORS OF AN EMBASSYIn aviation, strict adherence to checklists, pro-tocols and standards of professionalism areindispensable. The same is true of internalbranding. Ultimately, the goal of internalbranding is to make every employee a brandambassador—someone who is loyal to thebrand, who defends and promotes it to thoseoutside the organization, and whose day-to-day decisions are defined by the freedom andempowerment to apply the brand.

As Steve Gade at Duncan Aviation says,“Our customers tell us that we have some-thing different going on here. That’s how weknow we are doing things right.”

❯ David Heitman is president of The CreativeAlliance, a public relations and branding firmspecializing in business aviation marketing. He canbe reached at [email protected].

MARKETING TODAY - INTERNAL BRANDING

A complex missionstatement will never firethe hearts andimaginations of employees.They won’t be able toremember it, let alone apply it to their daily lives.

BUILD BRANDING FROM THE BOTTOM UP


Internal Branding_Gil WolinNov06 24/01/2012 17:23 Page 2


❯

illie Nelson’s ‘On The RoadAgain’ lyrics aptly describe acertain motorcycle-riding, fun-loving gang of aviation execu-tives who take to the road

together once or twice annually. Frequently aplanned motorcycle ride occurs around anaviation event such as NBAA because somany of the ride participants would be travel-ing to that event location anyway.

In the scope of their day jobs, we wouldrefer to them as gentlemen and ladies, but

when they break out the helmets, leather jack-ets, and motorcycle boots, a perceptible trans-formation occurs. The engines kick-in and thedeep-throated rumblings of Harley Davidsonsand the finely-tuned humming of powerful,sleek BMWs fill the air. The ride is on.

The fall motorcycle trip this year wasorganized and led by Joe Carfagna, Sr. ofLeading Edge Aviation Solutions. On the firstday of the 5-day, 900 mile-trip winding toSedona, Arizona and back, 23 riders and 15motorcycles rode down Las Vegas’ famous

W

ON THE ROAD AGAIN

On The Road AgainWhen gentlemen and

ladies take to their

motorcycles.by Kay Carfagna

TOP, THE ADVENTURERS; BOTTOM (LEFT) MONTEZUMA, AZ, AND (RIGHT) THE GRAND CANYON

On the Road Feb12_Gil WolinNov06 24/01/2012 12:20 Page 1

D E D I C A T E D T O H E L P I N G B U S I N E S S A C H I E V E I T S H I G H E S T G O A L S .

If there’s anything our Members love as much as flying, it’s knowing that when they fly for business,

they’re making the most of every hour. That is, after all, why they joined the National Business

Aviation Association. We offer literally hundreds of programs and services to help Members fly

as safely and efficiently as possible. And, ultimately, to help their businesses succeed. If you have

a passion for flying, and productivity, join the Association that not only shares your interests, but

also works to protect them.

Join today at www.nbaa.org/join/was or call 1-866-363-4650.

SHARED MISSION. SHARED PASSION.

Strip and out of town. We rode 35 miles southto Hoover Dam and on into the desert head-ing toward Kingman, Arizona (another 65miles).

It was hard to appreciate the stark beautyof the surrounding desert because of the buf-feting winds and cold temperatures, but wehunkered down and kept a steady pace onthe way to our first destination, Kingman AZ.

Kingman has acquired a rather unfortu-nate association with Timothy McVeigh, butthe nicer and more lingering memory is thatthis is the town where Interstate 40 andHistoric Route 66 cross. Naturally we couldnot miss riding on Route 66.

Route 66 is on the seedy side today and isno longer part of the U.S. highway system,but at one time this Chicago to L.A. two-laneroad was the route for those migrating westseeking a better life - especially after the1930’s dust storms damaged the prairie lands.

Today Route 66 offers a nostalgic ride thattells a distinctly American story. Our ownjourney on Route 66 continued to Seligmanwhere we again made a brief stop. SkippingWilliams in favor of reaching Sedona beforesundown, we headed for the Interstatethrough Flagstaff and connected with Route89A - a road passing through thick pineforests, before spectacularly descending intoOak Creek Canyon (the southern entrance toSedona and the red rocks country).

The ride through Oak Creek Canyon is athrilling one, encompassing lots of hairpinturns and amazing views of the sceniccanyon. On reaching the bottom of the gorgewe were on a 13 mile approach to Sedona

surrounded by amazing beauty. A hot shower to warm up and a change of

clothes at our Sedona hotel transformed usonce again into gentlemen and ladies for theevening.

Among the list of things to do in, and nearSedona were a hot air balloon ride, a motor-cycle/van ride to the Grand Canyon, jeeptrips to see the red rocks and a visit to nearbyJerome (an old mining town). Unfortunatelyour weather was still tough and the balloonride was not a possibility.

RED ROCKSMany of us went on the guided jeep tours ofthe unique red rocks of Sedona. These sand-stone rocks began to form when Sedona wasa delta under the sea. After much erosionfrom the nearby mountains the delta filled in.

The land rose because of the movement of thetectonic plates, and the action of the waterover time created spectacular rockformations.

The red color is caused by the high ironthat was in the sea that passed through theporous sandstone of these formations. Thespectacular orange-red tones become evenmore vivid as the sun moves along the rocks.

GRAND CANYON & JEROMEA ride (by van or motorcycle) to the southrim of the Grand Canyon, an excellentvantage point to see the majesty and awe-inspiring expanse of this natural wonder,took about two hours.

Another shorter day trip was a motorcycleride to the old mile-high copper mining townof Jerome which seemed to cling to themountainside as you approached. Jerome hasa restored settlement and an interestingmuseum showing the mining life there in itsheyday between 1880 and 1940. Also onexhibit are various mining tools, train enginesand ore cars.

MONTEZUMA PARKAnother day presented the chance of a 25-mile ride south to Montezuma Park whichhas a spectacular, 5-storey cliff dwelling builtby the Sinaqua Indians around the 14th cen-tury. The dwelling is carved into a toweringwhite limestone cliff about 70 feet off theground and consists of 20 rooms.

Our time in Sedona passed quickly, and alltoo soon it was time to pack up the motorcy-cles and head back to Vegas. Our choice wasto ride hard, make time and get back onlywith needed stops.

That evening the adventurers becamegentlemen and ladies again, swapping theleathers, well worn boots and helmets forbusiness suits and dresses, ready to embarkon another busy few days at the NBAAConvention.

ON THE ROAD AGAIN


JEROME, AZ

On the Road Feb12_Gil WolinNov06 24/01/2012 12:24 Page 2

www.was.Conklindd.com+1-508-255-5975

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Conklin & deDecker February 24/01/2012 15:49 Page 1

SAVE THE DATE!NBAA Regional Forums: Supporting Business Aviation at the Local Level

NBAA Business Aviation Regional Forums bring an array of business aircraft owners, operators, manufacturers and customers together for a one-day event at the most esteemed airports and FBOs in the nation.

Let NBAA help you meet your business objectives on a regional basis. Plan now to exhibit at the 2012 NBAA Business Aviation Regional Forums.

Learn more at www.nbaa.org/forums

2012 Regional Forum Dates


Marketplace

Boeing 737-500 VIP European Skybus Ltd Tel: +44 (0) 1531 633 000

✈ Email: [email protected]

Year: 1991

S/N: 25419

TTAF: 37643

Reg: N419CT

Location: United Kingdom

This 737-500 has undergone extensive maintenance andengineering work including a heavy C check, installation ofwinglets and conversion to VIP configuration in December 2010.The aircraft has been completely refurbished to the higheststandards. The new owner will benefit from the millions of dollarsand thousands of man hours that have gone into completing thisVIP conversion. The exterior has been painstakingly strippedand repainted and the interior has been finished to a very highVIP standard. Price: Make offer

Boeing 737-300 VIP European Skybus Ltd Tel: +44 (0) 1531 633 000


Year: 1990

S/N: 24570

TTAF: 53457

Reg: N470AC


This Boeing 737-300 has recently undergone extensivemaintenance and engineering work and has been convertedto a VIP configuration in February 2011. The aircraft has beencompletely refurbished to the highest standards. The newowner will benefit from the millions of dollars and thousands ofman hours that have gone into completing this VIPconversion. Winglets have been fitted to improve the aircraftperformance and range. Price: Please call

Cessna Citation Bravo Jet Aviation Business Jets AG Tel: +41 (0) 58 158 8600


Year: 2000

S/N: 550-0906

TTAF: 5410

Reg: HB-VNZ

Location: Switzerland

JAR/EU-OPS1 compliant, MAINTENANCE: Phase 5 &Refurbishment 11/2010, Engine Overhaul & Paint 2008. Fullyenrolled on ProParts & Power Advantage Program. Maintenancetracking on CescomCamp. CABIN: Standard Cabin configurationfor up to 8 Passengers. Center Club Seating with fold out tables.Fwd Refreshment Center. Flushing Toilet. AVIONICS: Primus 1000Integrated Avionics System. RVSM, EHS/ELS compliant. UNS1-LFMS, approved for RNP-10, RNP-5/BRNAV, RNAV, V/LNAV, PRNAV.Certified for Steep Approach. Price: Please call

Gulfstream G450 Doysa VIP Aviation Tel: +90 (0) 212 426 3003


Year: 2011

S/N: 4212

TTAF: 257

Reg: TC-DYO

Location: Turkey

Engines: Rolls Royce Tay MK 611-8C Left Engine: S/N:85429, Total Time: 257 hours, Cycles: 213, Right Engine:S/N: 85430 Total Time:257 hours Cycles: 213, HoneywellPrimus Epic System, Redundancy by Triple HoneywellAvionics, Engines enrolled on Rolls-Royce CorporateCare, G-CMP Maintenance Tracking, ExcellentMaintenance Status. Please e-mail for further details.Price: USD 29,900,000

Dornier 328 EPSN Tel: +31 (0) 629 560 272


Year: 1998

S/N: 3095

TTAF: 2011

Reg: PH-EVY

Location: Netherlands

Aircraft in Executive lay-out 12 pax. Exceptionally widecorporate cabin arrangement with forward kitchen and aftWardrobe/Lavatory room (wider then e.g. G V or Falcon 900).Kitchen with oven, coffeemaker, wash bin, ample stowingcabinetry. Cabin with moving map display, video/audiosystem. Wardrobe / lavatory area with large wardrobe space.With access to the aft baggage compartment. Fresh Phase Vinspection, Fresh LG Overhaul. EASA JAR/OPS1 equipped.Dual S-Transponder. RVSM mod c/w. Price: make offer

Marketplace Feb12 25/01/2012 16:17 Page 1

Marketplace


Hawker 800A Leonard Hudson Drilling Tel: +1 806-662-5823


Year: 1995

S/N: 258273

TTAF: 6615.3

Reg: N337WR

Location: USA

Exceptional Hawker 800A "Built for the speed of business".Full true worldwide capability with NAT/MNPS, RNP-10Approval, 8.33MHz, dual KHF-950 w/SELCAL onboardMagnastar fax option, and galley. All this with a 2,600nautical mile range, offered at US $3,975,000.

jetphotos.net

Bell 206L4 Leonard Hudson Drilling Tel: +1 806-662-5823


Year: 2002

S/N: TBD

TTAF: 1700

Reg:

Location: USA

We are offfering our 2002 Bell 206 L4. Pictures do not dojustice to the helicopter, and the colors are very vibrant, it is ready for immediate work. It has had both aBell/Edwards completion and maintenance withimmaculate records, of course no damage of incidents.1695 TTSN, Two corporate owners. US $1,975,000.

Bell 412 EMS Leonard Hudson Drilling Tel: +1 806-662-5823


Year: 1981

S/N: 33017

TTAF: 15265

Reg: N554AL

Location: USA

Recent ‘no expense spared’ ($800,000) airframerefurbishment at Acro Helipro within the last 100 hours15,265 total time, most components over 50% remaining. Both engines are fresh Pratt and Whitney overhauled.Immediate delivery, Meticulous records.Current with medical interior and 13 passenger utilityinterior are included, aircraft is ‘turn-key’.Fresh annual / Export C of A. Price US $3,875,000

Bell 212 Leonard Hudson Drilling Tel: +1 806-662-5823


Year:

S/N:

TTAF:

Reg:

Location: USA

Seven, Late Model, Bell 212s In 'Off Shore Configuration'Now Available.Ask for pricing for one or all seven.



Marketplace

Citation XLS Beechcraft Vertrieb & Service GmbH Tel: +49 821 7003 100


Year: 2007

S/N:

TTAF: 2,250

Reg:

Location: Europe

EU-Reg., EU-OPS, CVR (2h), HF-1050, TCAS II, CMS-400 Checklist, Dual FMS UNS-1 ESP, AvVisor+,Aircell ST-3100, EASA German Commercial Certificate.CAMO+, Top condition!

Gulfstream G550 L & L International Ltd Tel: +1 305 754 3313


Year:

S/N: 5082

TTAF: 2404

Reg: N709DW

Location: USA

Landings: 875, Avionics: Honeywell Primus II Epic Integrated Radio System with Dual Honeywell, MRC 855AModular Radio Cabinets and Honeywell MT-860 ThirdNAV/COMM Cabinet, AUDIO: Triple Honeywell AV 900Audio Panels, FDS: Honeywell Primus Epic System withDual Auto throttle, Interior: 18 passengers, FWD Galley.

Socata TBM 700B Danish Air Transport Tel: +44 (0) 7729 299 275


Year: 2002

S/N: 237

TTAF: 1800

Reg: N700VB

Location: Denmark

AVIONICS: King KR-8, Drum Autopilot: King KFC-325 3-Axis, KingEFIS-40 2-Tube Color/Garmin King KAS-297 Dual Garmin GNS-530, King KCS-305 King KDI-574, Honeywell EFIS-40 2-Tube Color,King KLN-90B(IFR), Honeywell EFIS-40 Tube Color NavigationRadios: Dual Garmin GNS-530 King KRA-405 Dual Garmin GTX -330D Stormscope: Bf Goodrich WX-500 TCAS: BF GoodrichSkywatch SKY-899 King RDR-2000. INTERIOR: VIP Leather,Refreshment Cabinet, CD Player, Bose Headset Wiring.MAINTENANCE: LDG & 600 hr Completed 10/2010

Socata TBM 700B JT Air Ltd Tel: +44 (0) 7957 106 952


Year: 2002

S/N: 230

TTAF: 1426

Reg: N324JS


An extremely well presented and cared for Example of a SocataTBM 700 B with recent Hot Section Inspection, Socata ServiceCentre Maintained, Annual Inspection Completed Dec 2011.Complete and Original Logs. No Exceedences. Always Hangared.VAT paid in Europe. Garmin 530, KMD 850 MFD, EFIS-40 EHSI &EADI, Annual 31 Dec 2012, Gear Inspection & Long Life Enrolled,Garmin 330 Mode S, Prop 260SN, Interior Flawless, 2 Drink/Storage Cabinets, 6 Place Bose, Crew/Pac Music. Full Detailwww.jtair.net/n324js. Price: Please Call

Cessna Caravan 208B Grand Air Vendee Investissement Tel: +33 (0) 251 477 789


Year: 1998

S/N: 725

TTAF: 6018

Reg: F-OHQU

Location: Caribbean Nations

Airplane TSN 6018 CSN 12833, Engine Pratt and WhitneyCanada Type PT6A-114A, Serial Number PCE-PC0973, TSN3140 CSN 15999, TSO 0 TSHSI 0, ENG LLP CSN (accordingto PWC report), Propeller McCaulley, Type 3GFR34C703-B,Serial Number 010759, TSN UKN TSO 0 FH, Interior: 2 crew /8 pax Seats Leather/Grey Floor color / Material Woodply,Exterior: All White with no marks, Avionics: ADF King KR87,VHF1 COM King KX165-25 VHF2 King KX165-25, DME KingKN63-0, ELT Socata ELT96 (406MHz). Price: USD 1,000,000



Marketplace

Sikorsky S76C+ K-R Aircraft Tel: +1 909-783-1718


Year: 1997

S/N: 760470

TTAF: 4697

Reg: N241KK

Location: USA

Available for immediate sale with the best market price,#1 EG: 1088, #2 EG: 1250 TSO, FLIR 2000 HP UltraMedia Camera, 4 Tube Honeywell EDZ 705 EFIS, CabinAudio, 12 PAX Seats, Trimble GPS, 406AF ELT, KFS-576ATransponder, RDR-1400C WX Rader, NDH Excellentrecords with Fresh Annual /Export C of A.

Cessna 208 CaravanB Privatejet International GmbH Tel: +49 (0) 4215 257 1111


Year: 2008

S/N:

TTAF: 720

Reg: D-FROB

Location: Germany

LOW TIME, Glass Cockpit. Beauty in every Single Engine TurbineFleet. Well Maintenained, low time flown. Engine: Type: Pratt andWhitney PT6A-114A, HP: 675 HP, TSN: 710 hours (10/2011),Propeller: Type: McCauley 3GFR34C703/106GA-O, TSN: 720 hours(10/2011), Avionics: Garmin 1000 + Additionals, Weather Radar:Garmin GWX-68 4 Color Digital WX, Additional Equipment &Features: Additional Intercom Installed for Passenger Seats No. 3 +4,TKS: Anti- Icing Sys,Oxygen System: 17 Port 115 cu / ft, AirCondition: Freon, Parachute Kit incl. Outside Steps & Handles, AeroTwin Exhaust. Price: USD $1,600,000

Agusta A109E Power East Midlands Helicopters Tel: +44 (0) 1509 856 464


Year: 2008

S/N: 11721

TTAF: 870.2

Reg: G-EMHC


Always hangared, maintained to the highest standard forCAT flights. Immediately available with lease back/aircraftmanagement available.

Price: Make offer

Eurocopter EC 120B Mataneg Tel: +39 (0) 348 737 7374


Year: 2005

S/N: 1396

TTAF: 1300

Reg: HB-ZFY


Thales H 321 EHM.- Gyro-Horizon. UI 9560 Turn and BankIndicator. Honeywell KCS 55A Gyro-Compass with Honeywell KI525A. Garmin GNS 430 - VHF/VOR/LOC/GS GPS.Honeywell KY 196ASC+ VHF/AM. Garmin GTX 328 Transp. Mod S.Shadin 8800 T Altitude Encoder. Kannad 406 AF-H Emerg. LocatorTransmit. Garmin GMA 340H ICS. Chronometer thomen. GPS AVMap. Air conditioning. Electrical ground power recept. Fuelflowmeter. Stylence pack. Inspection 6 years done in march 2011.Price reduced. NO INTERMEDIATE. Price: USD 1,100,000

Eurocopter SA 315B ASCOB Tel: +41 (0) 71 966 60 62


Year: 1979

S/N:

TTAF: 14200

Reg: HB


Time since overhaul 4000 h (last major inspection 04/2004), last T2inspection done in July 2011 (10100 h), TBO 4800 h (specialEurocopter programm). Avionics:King KX 125 VHF COM/NAV, Mode S XPDR King KT73,ELT 406 AF-H, Intercom Senehi Avionics, Tactical radio FM AP-2299/07 with scanner, 2 Headsets Peltor. Options: Cargo HookSling, Rescue Hoist fixed parts, 2nd Landing Light, Skis, DualControls, Monitoring for vertical Ref Operation, Cargo Mirror, Utility basket LH & RH, Bubble.



Marketplace

Find an Aircraft DealerBusiness Aviation

The World’s leading aircraft dealers and brokers - find one today

avbuyer.com/dealers

Whether buying or selling an aircraftour directory can help you find adedicated sales professional with aglobal network of relationships andresources to secure you the best deal.

Advertiser’s Index

21st Century Jet Corporation ...............................146

ABACE ......................................................................109

AeroSmith/Penny .......................................................40

AeroExpo – Sywell .................................................109

AIC Title Services.......................................................73

Air Alliance ................................................................126

Air 1st Aviation ..............................................................5

Albinati Aeronautics SA ................................128-129

AMSTAT .....................................................................115

Avjet Corporation.................................................22-23

Avpro ......................................................................18-20

Bell Aviation...........................................................26-27

Bombardier..................................................................31

Boutsen Aviation ..................................................55,93

Bristol Associates ......................................................51

Central Business Jets .............................................147

Charleston Aviation Partners ...................................65

Charlie Bravo Aviation...............................................59

Chuck Collins & Associates..................................105

Conklin & de Decker ...............................................139

Corporate AirSearch Int’l .................................69,130

Corporate Concepts ...........................................35,37

Dassault Falcon Jet Europe....................................2-3

Dominion Aircraft........................................................53

Duncan Aviation..........................................................47

Eagle Aviation..............................................................79

Eagle Creek Aviation .................................................21

EBACE.........................................................................36

ExecuJet Aviation........................................................89

Freestream Aircraft USA ..........................................83

General Aviation Services..................................32-33

Goodwood Aviation Exhibition .............................111

Guardian Jet..........................................................11-13

Gulfstream Pre-Owned ...............................................5

Heliasset.com .............................................................95

IBA Group.................................................................105

Intellijet International .................................................6-7

J. Mesinger Corporate Jet Sales ......................15-17

JetBlack Aviation ........................................................75

JetBrokers..............................................................28-29

Jetcraft Corporation............................FC, 25, 97, BC

Jeteffect ........................................................................63

JETFINA SA..............................................................133

JETNET......................................................................103

John Hopkinson & Associates ..............................131

Leading Edge Aviation ..............................................43

Lease Connexion........................................................99

Lektro..........................................................................105

Mente Group ...................................................123-125

NBAA Business Aviation Forums ........................140

NBAA Corporate .....................................................137

New Jet International .................................................87

NextJet..................................................................41,127

Northern Air...............................................................132

O’Gara Aviation Company.................................38-39

Par Avion......................................................................46

PremiAir Global Aircraft Sales ................................71

Rolls-Royce..................................................................57

Start-Pac.........................................................................4

The Jet Collection ......................................................85

Top Luxury Show.............................................118-119

VREF Aircraft Values ..............................................122

Welsch Aviation ..........................................................61

Wentworth & Affiliates...............................................91

Wiley Rein .................................................................122

Wright Brothers Aircraft Title...................................67

Spare Par ts•BUY •SELL •TRADECESSNA LEARJET HAWKER

WESTWIND FALCON GULFSTREAM

www.alberthaviation.com

Alberth Air Parts

Fax: +1 832 934 0011

+1 832 934 0055Par Avion Ltd

FALCONS • HAWKERS • LEARS

www.paravionltd.com

SALES • ACQUISITIONS • CONSULTING

Next Issue copy deadline: Wednesday 15th February


When you own one of the Tri-Jets, you own the best built business jet In the sky; and the Federal AviationAdminstration has certified them with no life limits for any part of the airframe structure. They exhibit noteworthyhandling manners, superb poise throughout the operating envelope, and light but not oversensitive control feel. Inaddition, Tri-Jets have set world and national records for distance, speed, time to climb and sustained altitude.

With efficient space management the Falcon 900 Series aircraft have a larger passenger seating area than theGulfstream IV. These Tri-Jets weigh 15 tons less and are 22 feet shorter than the Gulfstream IV and provide a morebeneficial ramp presence.

The 900EX can speed across the Atlantic with all seats full at 0.84 IMN; and has 300 NM greater range than theGulfstream IV-SP. Furthermore, the 900EX can fly from London to Kansas City, Buenos Aires to New Orleans andAnchorage to Seoul at 0.75 IMN, with eight passengers and NBAA IFR reserves.

Revolutionary and the world’s first purpose built fly-by-wire (FBW) business jet, the Falcon 7X capitalizes on Mach 2technology. FBW enables a MMO of .90 and enhanced low-speed handling, pitch and roll stability characteristics.The 7X can climb directly to FL 410 at ISA + 10° conditions.

Two Hundred (200)+ very high speed, ultra long range Falcon 7X business jets have been ordered!

TEL: 1.775.833.3223 INTERNET: WWW.TRI-JETS.COM E-MAIL: [email protected]

DISTINCTIVE BUSINESS JET SALES & ACQUISITIONS. INCORPORATED IN 1989

If you are considering the sale or acquisition of your business jet, call21st Century Jet Corporation today for details before making a decision.

21st Century February 24/01/2012 15:50 Page 1

General Offices

Minneapolis / St. Paul

TEL: (952) 894-8559

FAX: (952) 894-8569

WEB: WWW.CBJETS.COM

EMAIL: [email protected]

Vienna Office

Austria

TEL: +43 660 549 1099

FAX: +44 20 7900 2890

WEB: www.cbjets.com

EMAIL: [email protected]

2004 FALCON 2000EX EASy S/N 401700 TT, C Check and Dry Bay Mod completed 2010 by

Duncan, Pratt ESP Gold Engines, Interior 10 Place gutted in2007, Large Monitors, External Camera System

2004 FALCON 2000 S/N 217US & EASA Certif ied, 10 PAX Interior, MSP Gold, Less

than 400 Hours since C Inspection

FALCON 900EX EASy S/N 121Former Falcon Demo, Only 2400 Hours TT, Most Systemsare Triple, Satcom/HUD, Over $3M worth of Options, US

& EASA Certif ied, Owners New 7X Has Arrived

FALCON 900B S/N 110Meets All EASA / Transport Canada / FAA Approvals; 3C

Inspection completed 2010, Owners 900EX Easy hasArrived, MSP Gold, Forward Galley or Normal Galley with

Forward Lav.

CITATION EXCEL S/N 5192Single Owner, Pratt Power Advantage Engine & APU

Program, Spectacular Cockpit including Dual NZ-2000’sand Honeywell RAAS, Aircell Access, XM Sat Weather…

9 PAX Interior

2007 CITATION CJ2+ S/N 349Owners New CJ4 Has Arrived, 704.2 TT, William Rolls

Royce Tap Elite Engine Program, Cescom, CitationServiced Exclusively Since New

1125 ASTRA SP S/N 493322.1 TT; Fresh C Check, new paint & refurbished interiorby Astra Service Center 08/11, MSP, CAMS, Dual Universal

UNS-1E FMS w/ GPS, Increased Weight Mod

2008 HAWKER 900XP S/N 033853.31 Hours, MSP Gold, EASA / JAR Ops / FAA Certified,

Standard 8 Place Interior, Dual FMS, Dual GPS, Dual AHRS, Etc…

SIKORSKY 76B S/N 347Phenomenal Corporate Jet Cockpit, Mid Time Motors, PBH

on all Gear Boxes, Estate Sale, Priced to Move

SIKORSKY 76B S/N 344Fortune 100 Owned, 8 Place Executive, Fully Loaded

EFIS Cockpit, Freon Air -conditioning

CBJ February_CBJ November06 24/01/2012 15:51 Page 1

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FEATURED INVENTORY

Just because youno longer have connecting flights

DOESN’TMEAN

you no longer need connections.The right aircraft can turn up anywhere—which means you need toknow the right people everywhere. We’ve been cultivating worldwideconnections for nearly 50 years, from legal and financial resourcesto the top aviation experts. Today our unmatched global networkgives you eyes, ears and business savvy around the planet. A largerinventory of options. And fast, smooth, face-to-face transactions.Want the best value in the business? Just connect the dots.


1990 FALCON 50 - SN 203Pedigree Operating History,Collins ProLine 21 Cockpit

2000 GLOBAL EXPRESS - SN 9062Uncompromising Quality,Immediately Available

2005 LEGACY 600 - SN 1450961Pristine Condition, All ReasonableOffers Considered

2007 CHALLENGER 300 - SN 20143Lowest Priced 3rd Generation Challenger 300Available Under Factory Warranty

2010 LEAR 45XR - SN 412Highly Optioned, Aggressively Priced

2012 Airbus ACJ

2005 Challenger 300

1997 Challenger 604

2000 Challenger 604

2005 Challenger 604

2007 Challenger 605

2011 Challenger 605

2012 Challenger 605

2008 Challenger 850

2000 Citation Excel

1993 Citation V

1994 Citation VII

1997 Citation X

2008 Citation XLS+

2003 CRJ - 200

2003 Falcon 2000EX

2012 Falcon 7X

2010 Falcon 7X

2007 Global 5000

2011 Global XRS

2007 Gulfstream 150

2003 Gulfstream 550

1988 Gulfstream IV

1996 Sikorsky S-76B

WAS_02.2012_back cover_Connections Marc.indd 1 1/19/12 7:07 PM

world aircraft sales magazine jan-12

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