AvBuyer Magazine – August 2019

102
Vol 23 Issue 8 2019
AVBUYER MAGAZINE http://www.AVBUYER.com

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it takes to sell the aircraft, thereby minimizing the

detrimental effects of depreciation and time on

the market.

Aircraft Condition Over Aircraft Style

Generally, aircraft in better condition tend to be easier

to sell. A relatively new interior that’s in good

condition can markedly increase an aircraft’s appeal,

but its impact will be very much dependent on the

basic aircraft ‘metal’, i.e. its age, hours and

maintenance condition.

Tobias Laps from Comlux Management AG notes

that on Large Jets and Bizliners, the design of the

interior, the layout and materials tend to have a much

bigger impact on the buyer’s decision-making than on

smaller aircraft.

“In our experience, when buyers walk onto an

aircraft, they typically know within the first few minutes

whether the interior will work for them or not,” Laps

explains. “If they don’t like the interior at all, they will

often walk away from the deal. If there are only certain

aspects of the interior that they don’t like, they will

then have to decide whether changing those aspects

would be worthwhile.

“It is at this point that they weigh up their view of

the basic aircraft, the metal versus the cost of

changing the interior to better suit their needs. If the

metal is relatively new, in good condition, and is

worth significantly more to the buyer than the cost of

the interior upgrade, then that’s what will tend to

drive the decision,” Laps continues.

It is therefore of key importance for a seller to

understand the interplay between the technical and

the cosmetic, which will depend heavily on the

specific details of the aircraft.

Do Cabin Cosmetics Matter?

There are important aspects of the cabin prospective

sellers can address to give buyers a first-class

impression of the aircraft’s condition, and according to

Laps that begins with choosing an interior layout with

resale value in mind well before the actual sale,

including “mainstream” color and veneer choices.

“In terms of specification, wireless connectivity is a

trend whereby passengers can connect their own

devices while on board,” he adds. “Upgrading a

wireless entertainment system is easier because the

interior does not have to be removed to rewire

components.”

Know Who You’re Trying to Impress

Regardless of the layout and specification, Laps

emphasizes that the first thing you must do when

selling your jet is to prepare to impress the principal’s

technical representatives.

“Make sure the maintenance records are up to

date, well-organized and presentable and the aircraft

is clean and fully serviceable,” he details. “It’s a very

good idea to clean the landing gear, bays and

externally-accessed compartments.

A

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“ It is therefore of key importance

for a seller to understand the

interplay between the

technical and the cosmetic...”

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