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Jottings From A Business Aviation Sales Professional
Janine K. Iannarelli is the founder and president of Par Avion Ltd., based in Houston, Texas.
Par Avion Ltd represents clients acquiring business aircraft mainly - Bombardier, Citation, Falcon, Gulfstream, Hawker and the new Phenom product lines. Janine spends much of her time travelling and over 90% of Par Avion’s business consists of cross border transactions.
Africa in 1999 proved a great adventure with Janine helping to ferry a Falcon 100 and 10 from the tip of South Africa to Texas, a first (we believe) for a female broker! It was a tough journey with a number of stops en route, some in war torn Africa with the additional challenge of negotiating with local ground support en Francais. Intrepid Janine crossed the Sahara Desert,then the Atlantic Ocean to the Canary Islands and on to Europe and the tricky North Atlantic leg to deliver those planes on time.
When Janine is not flying across the globe, she is a passionate supporter of arts and charities, particularly those that benefit children and animals. As an avid horsewoman, she competes in the amateur divisions at hunter/jumper shows at the regional and national level in the United States. Janine will be bringing you her unique insight into the ups and downs of the corporate aviation business every month on AvBuyer.com - Watch this space!
To read more of Janine’s blogs please see paravionltd.com/blog
The world of aircraft sales is fraught with risk and it is a wise buyer who retains professional assistance in the process of buying or selling an airplane. However, the risk in the selection process is not merely limited to what airplane to choose. In some cases the risk starts with the advisor you choose!
Remember when being attentive to detail was a standard to which all others aspired? If you offered a bespoke service, you were expected to deliver well beyond expectations. Mediocrity had no place in a work environment that strives for excellence. It was not okay to let things slide as doing so meant leaving the door open for your competition to show your prospects how they can do it better. This is my soapbox for the month so I am going to play devil’s advocate when it comes to the subject of
Honesty is such a lonely word. Everyone is so untrue” sang Billy Joel. It’s a tune that I have been humming and words that I have been turning over in my head more frequently as of late. It seems that very few people who either make honest mistakes, purposely deceive in an effort to preserve whatever or get caught in a bind will fess up, fix it and move on. I am talking about everything from misrepresentation of aircraft specifications, maintenance screw-ups down to storytelling in an effort t
The bizav industry has certainly seen its share of troubled loans and losses since the Great Recession and banks portfolios were at one time loaded with bad debt from sour aircraft deals. To some degree financial institutions that were prolific lenders back in the day are still dealing with non-performing assets and struggling to move them in what remains a somewhat stagnant resale marketplace.
In the United States we have a peculiar method by which it is determined whether or not we are to be faced with six more weeks of winter. On February 2nd, with great fanfare and anticipation, a furry creature known as a groundhog that bears the name of the town he lives, is rather rudely awakened from his slumber and exposed to the elements.
As an aircraft broker who works and travels around the world you can’t help but gain experience as to how cultural differences, particularly when it comes to language (verbal and body), impact the business you are trying to conduct. Some of us learn by observation and paying keen attention to how an already experienced trader you may be partnering with is handling a situation or responding to a particular request.
At the last NBAA convention an interview conducted with a business aviation OEM executive generated the now oft quoted phrase “flat is the new normal”. For those of you who do not track the aircraft sales side of the industry, this statement was a reference to exactly that and that it is. While we are seeing some signs at least in the U.S. economy that typically would indicate a recovery is on the way, the reality is that there is still plenty of product available and sales are, well, flat.
As the first quarter of 2013 draws to a close I am reminded that reporting for that period will soon be due, not to mention federal income tax filing here in the United States. Both are means by which business owners and individuals alike take inventory of their professional and personal financial status, serving to remind one of where you are and what needs to be done to improve upon the situation. The end of this quarter falls on a holiday weekend which affords me a bit of time to reflect upo
I’m back to pond-hopping on a regular basis and therefore taking note of what has changed with regards to scheduled airline service in what seems a very short period of time. As a long-time, long-haul devotee of the now defunct Continental Airlines, I am sad to see how much has been lost and how what remains is a colder climate approach to service. So, as a proponent of business aviation I am pleased to report that, economy aside, our sector of the aviation industry has nothing to worry about.
Confidence is a commodity that is in rather short supply these days. While the market for business aircraft is slow for a number of different reasons, the lack of confidence being expressed by buyers is a major contributing factor as to why it won’t jumpstart itself. Without confidence buyers are likely to do a whole lot of nothing when it comes to investing in anything. Confidence is an essential element of every business deal and every item in which one choses to invest in. No relationship i