CJI LONDON CONFERENCE
Learn new dance steps
A fresh approach will help the industry meet the challenges of 2024 was the message heard by over 570 international business leaders at our conference. Words: Mike Stones
Mark Butler, CEO, Action Aviation, told the aircraft sales panel: “There are a lot of aircraft transactions going in and out of India. That’s where our focus will be in 2024.”
CJI LONDON CONFERENCE
Learn new dance steps
A fresh approach will help the industry meet the challenges of 2024 was the message heard by over 570 international business leaders at our conference. Words: Mike Stones
Mark Butler, CEO, Action Aviation, told the aircraft sales panel: “There are a lot of aircraft transactions going in and out of India. That’s where our focus will be in 2024.”
LEARNING “NEW DANCE STEPS” will help business aviation thrive in 2024, according to speakers at our CJI London 2024 conference. From closing pre-owned aircraft deals and exploiting new markets to keeping clients happy, new approaches will help the industry unlock fresh opportunity.
A dance metaphor was used by Matt Rosanvallon, director, Sales and Acquisitions, Freestream Aircraft to describe how pre-owned aircraft sellers were having to adjust to the more normal US trading conditions. “Sellers will need to dance again [with prospective buyers], to court them and to be more fluid [in how they facilitate sales],” said Rosanvallon. Last year “a sense of normalisation” returned to the market after “the crazy highs” of 2022, he added.
Examples of flexibility in sales negotiations were supplied by John Odegard, partner, 5×5 Trading, formerly Wheels Up Aircraft Sales. His advice was: “Become more realistic, not only on values but how you become a good seller, making sure your records and maintenance status are in order to make them more appealing in the market.”
The big surprise about pre-owned aircraft trading last year was that there were no surprises, said Odegard. “People entered 2023 with cautious optimism but expecting something to happen – and it really didn’t.” Business remained strong last year and started the same way this year. “The HNWI market remains robust. There’s a good influx of first-time buyers, who used Wheels Up and started moving into whole aircraft ownership.”
“I just don’t see anything to slow down the train.”
Don Dwyer, Guardian Jet
Daniel Rudas, Hahn Air ponders one of the presentations before joining the panel on European charter.
Stephen Friedrich, Embraer Executive Jets (left) and Jay Mesinger, Mesinger Jet Sales probed the impact of the US elections on jet sales.
Along with many speakers, Zipporah Marmor, formerly vice president, Aircraft Transactions, ACASS noted a transition from a sellers’ market to one dominated by buyers. “We are now trending towards a buyers’ market again,” she told delegates. During the pandemic, sellers commanded the market as buyers rushed to acquire jets – sometimes without booking a pre-purchase inspection. But now buyers are becoming much more discriminating.
On the global stage, “India is the new China”, said David Dixon, president, Jetcraft Asia. “India has the same problems as China – lack of infrastructure and legislation – but it also has a willingness to buy airplanes,” Dixon told delegates. So, while the country lacked airports to support business aviation, “India is the one to watch”. Also showing potential were other countries in southeast Asia, such as Indonesia and Australia.
Don Dwyer, managing partner, Guardian Jet remained bullish about sales prospects. Dismissing worries about the US election deterring buyers, he acknowledged some impact from the 2012 election but saw none in 2016 and 2020. “I just don’t see anything to slow down the train,” he said.
While charter activity declined last year, more stability was predicted by ARGUS International. “The industry has found itself a new baseline and we don’t think it will reduce further,” said Mike McCready, its president.
“Owners are getting a little fed up,” warned Darren Broderick, CEO, Asian Corporate Aviation Management (ACAM). “Before, during and after Covid, we’ve seen dramatic increases in pricing – particularly OEM pricing and supply,” he said. And everyone had suffered rising fuel prices. Particularly annoying was the sale of windshields at five or six times the OEMs’ original price, he added.
JSSI estimated price rises of 3% to 5% before Covid but a price jump of 9% to 16% after the pandemic. “Owners come with a budget, and they want a forecast,” said Fabrice Roger, senior vice president, Business Development, EMEA and APAC at JSSI. “They are ready to pay the right price, but they do not want to be fooled.”
As if rising costs and lengthening backlogs were not enough to worry about, the risk of cyber-attack, to both aircraft transactions and operations, was intensifying, warned the US Federal Bureau of Investigation (FBI). Global losses to wire fraud alone in 2022 totalled $10bn, said Kathryn Sherman, cyber-criminal assistant legal attaché, FBI. Losses over the past five years were estimated at $23bn. “I think about cyber-security every minute of every day. It crosses borders instantaneously and we can’t fight it without partnerships around the world,” she said.
Cyber-crime, via wire fraud, ransomware attacks on essentials such as aircraft logbooks and other means, is becoming ever more sophisticated. But early declaration of the offence to authorities offered some possibility of recouping losses, said Sherman.
Returning to fuel, intensifying production of sustainable aviation fuel (SAF) while diversifying feedstocks would help to boost its availability and lower costs, said João Martin from Jet Aviation. Part of the problem was lack of capital, according to Nancy Bsales, from 4AIR. “We need to infuse capital into the SAF industry so these facilities can be built,” she said.
Holger Krahmer, new secretary general, European Business Aircraft Association (EBAA) urged business aviation to deliver upbeat messages to governments and policy makers about its contribution to the economic growth and to society. “Be optimistic, be practical and don’t be silent about your aviation business. Don’t hide your business,” said Krahmer, who is on a mission to step up the association’s lobbying and advocacy roles.
Audience Votes
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Interest in social media is climbing, said Steve Varsano, The Jet Business (left). Joining him on the social media panel were Liz Moscrop, GearUp.TV and George Galanopoulos, Luxaviation.
Interest in social media is climbing, said Steve Varsano, The Jet Business (left). Joining him on the social media panel were Liz Moscrop, GearUp.TV and George Galanopoulos, Luxaviation.
Boaz Bal, Fokker Techniek shared his thoughts on developments in the VVIP market
Kathryn Sherman, FBI explained the escalating risks of cyber-crime for the business aviation industry.
“Don’t be silent about your aviation business.”
Holger Krahmer, EBAA
Testing times: Test pilot Cédric Carle, Dassault Aviation explained the synergies of developing military and business jets.
I Robot ask the questions
Roberta Robot asked the questions in our panel devoted to artificial intelligence. Answering her questions were (L to R): Ganesh Vedarattiname, Jetcraft, Asad Rahman, Jetquity and Diego Magrini, NERD.Aero.