European Business Air News - March 2010

E U R O P E A N

BUSINESS AIR NEWS ISSUE 201

MARCH 2010

King Air 350 fits the bill for Alpha Alpha Exec Flugbetriebs will add a King Air 350 to its AOC in March.

The company’s Marcus Kaiser says that the new aircraft will complement the German company’s current fleet of a B200, a B350 King Air and a Premier 1A. “The 350 not only fits in very well with our other aircraft but it also has a great cabin and a good range/load profile,” says Kaiser.

The company, which reports that its strong profile in the market brings a steady stream of job applications, says that the new acquisition will give it enough aircraft to immediately meet foreseeable charter demand.

Kaiser says: “The B350 has been redone outside and refurbished inside. We expect it to be very popular with both our business and leisure clients. A four-strong fleet will give us more opportunities for economies of scale and greater scope in meeting client needs.”

The company, which was launched in 2004 and gained its AOC in January 2005, says the King Air 350 will bring cost and operational advantages. “Major improvements that our clients will enjoy include a stretched fuselage making it more roomy and the addition of winglets, which will add to fuel efficiency and reduce costs,” says Kaiser.

He points out that the 350 has a good passenger capacity for between eight and 11. “We expect much of the demand to centre on eight passengers with up to 550 lbs of luggage,” says Kaiser. “Obviously airport access is no problem with the 350; it is capable of landing at most airports in Europe and those anywhere in the world in fact. We will be able to take our clients very close to their destinations and avoid the hassles and delays that might occur at the larger and busier airports.”

Job of the Month FBO Relationship Manager See page 15

Sonnig to augment fleet with Falcon 7X page 3 Vinair celebrates first orders of Grand New page 4 FAI reports record income

page 6

RAE shuts down and sells fleet page 11 NetJets captain launches web site with military precision page 14

Future is bright for ten-year-old Topjet Topjet Executive is celebrating its tenth anniversary with fleet and facility expansion plans. Pictured left to right inside Topjet’s Hawker 850XP are Dino Rasero, president and Hawker captain; Luca Cantabene, operations manager; Thomas Bolla, sales and operations coordinator and Hawker pilot; and Marco Dulitchi, sales manager. Full story in the Italy focus on pages 12-14.

AJA puts Lineage at the heart of charter expansion plans Abu Dhabi-based Al Jaber Aviation (AJA) is bringing its first Lineage 1000 into charter operation in April.

The company reports “enormous interest” from the marketplace. “It very much supports our decision to be the largest Lineage 1000 operator with a fleet of five of the aircraft,” says Dr Mark Pierotti, the company’s coo who points out that the company’s A318 will also soon be brought into service.

AJA operates two Legacy 600 jets and, as well as firm orders for four additional Lineage 1000s, plans to add four Legacy 450s and four Legacy 500s.

“This is a very exciting time for our company, and the delivery of our first Lineage 1000 is an important milestone for our growing business,” says Dr Pierotti. “AJA is pushing strongly into the top end of the market and will be able to offer its elite guests a superior level of service.”

AJA is part of the Abu Dhabibased Al Jaber Group and launched charter services from Dubai and Abu Dhabi in June 2009 with two new Legacy 600s. Dr Pierotti says: “With a

Mohammed Obaeid Al Jaber: elite service.

fleet of 21 aircraft on order, AJA is positioning to be a global leader in the Middle East vip charter market.”

“These aircraft were selected for their superior cabin space, reliability and advanced technology,” says AJA ceo Mohammed Obaeid Al Jaber.

“AJA’s plans to serve clients from the Middle East, Russia, Asia, Europe and Africa are going well.”

Al Jaber Group is one of the largest private sector employers in the UAE with 55,000 employees and interests

in construction, oil and gas pipelines building, oil rig refurbishment, industrial fabrication, heavy lifting and heavy transport.

AJA has signed a joint venture agreement with Avisa Aviation Systems setting up Avisa Gulf which provides locally sourced expert services and training to airlines, fleet and individual operators and maintenance repair organisations.

Dr Pierotti points out that the Lineage 1000 is Embraer’s biggest executive jet and can carry 19 passengers in five cabin zones. Its range of 4,400 nm with eight passengers, or 4,500 nm with four passengers, both with NBAA IFR fuel reserves, means that it is able to fly nonstop from London to Dubai; from Dubai to Johannesburg; from New York to Moscow; or from Singapore to Sydney (Australia).

“The interior design gives priority to comfort and refinement, and was designed in conjunction with Priestman Goode from the UK,” he adds. “Configurations meet all passenger requirements with enough space to work, rest and hold meetings.”

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Fourth AW119Ke bolsters Arctic border patrol Finland’s border guard has ordered a fourth AW119Ke equipped for special operations and patrol in the Arctic Circle’s harsh environmental and weather conditions.

The first three helicopters ordered will enter service during the third quarter of 2010 and will operate from Helsinki and Rovaniemi to cover the entire Finnish/Russian border.

“They will be fitted with dedicated tactical equipment and certified to perform missions using night vision goggles,” the government says. “The AW119Ke has a patrol time of about five hours and also has the largest cabin in its class which can be quickly reconfigured for different missions.

It will guard territorial waters as well as land borders and perform SAR operations as well as fire fighting duties.”

The Finnish border guard, which is responsible for internal security, operates the AB206 JetRanger and AB412 helicopters.

It says: “The border guard will be provided with a tailored training and support package as part of the purchasing contract.”

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EUROPEAN BUSINESS AIR NEWS

MARCH 2010 3

Prompt action is needed to resolve EU-ETS muddle

The new EC130 charter team, pictured left to right, are director Clinton Smith, chief pilot Oliver Byard-Jones and director Steve Verrall.

Hawkrise EC130 targets under-served UK business and leisure niche The founders of Hawkrise Air Services believe an EC130 will bring in business from an under-served charter niche in the UK Midlands.

Local businessmen and aviation enthusiasts Steve Verrall and Clinton Smith say the helicopter was initially designed for the US market to offer ultra quiet tours of the Grand Canyon.

Verrall adds: “We identified a niche that the EC130 is well suited for. It is one of the world’s most modern and comfortable helicopters. The large cabin provides an unrivalled view for passengers, combined with space and comfort. We believe that this raises the bar in premium travel and offers an exclusive opportunity to travel in style.”

Smith says: “Our service is aimed at leisure and corporate clients. The

helicopter will comfortably seat six passengers and our clients are guaranteed a first-class service from the moment they meet the pilot until they reach their destination. With a trip from Birmingham to London taking just 45 minutes, and to Edinburgh just over two hours, the EC130 offers business people and corporate clients the opportunity to arrive in style, rested, stress free and to their own timetable.”

Verrall adds: “Hawkrise is offering block bookings of flying hours to make business travel more cost effective.”

The founders, successful in the engineering and IT sectors, have owned and operated helicopters and fixed wing aircraft for personnel use and had an AS350B2 for more than ten

years before buying the EC130. Verrall says: “We believe there has been a dearth of modern generation aircraft available to charter in the Midlands area and that aircraft utilisation could be improved by providing a vip commercial service.”

The flight crew is headed up by chief pilot Oliver Byard-Jones, who has more than 18 years experience, flying vip charters and has also worked in the police and air ambulance sectors.

“The machine is just outstanding,” said Byard-Jones, who has qualified as an instructor and examiner on the EC130. “The helicopter has a full vip interior with leather seats, air conditioning and a noise reducing design to make the cabin as comfortable as possible.”

Sonnig to supplement fleet with Falcon 7X Geneva-based Sonnig will bring a Falcon 7X into service in 2011 to meet demand globally and in Europe.

Proprietor and former ice hockey star Riccardo Mortara says the Falcon 7X’s addition to a fleet that already offers a Citation V, a Citation Ultra, a Sabreliner 65, a Hawker 1000, a Challenger 601 and a Challenger 604 will be timely.

“The industry has a couple of unpredictable years ahead, where we must adapt to a constantly changing environment and carefully manage our assets,” Mortara says. “This demands that business is handled

Riccardo Mortara; timely fleet expansion Photo: Thomas Butler/Realise Creative

tactically rather than strategically.

The 7X will be deployed worldwide and will help us consolidate our

E U R O P E A N

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business. We have a very loyal European customer-base at Sonnig which chooses to travel with us because we suit both their leisure and business needs.”

Sonnig, established in 1964, chose the 7X because of its range and cabin size, he adds.

Mortara, who used to play ice hockey for Italy, raced a works Volvo in the World Rally Championship in the 1970s and now supports his son, Edoardo Mortara, who races in the Formula One feeder series GP2 and who won the Macau Grand Prix last November.

The business aviation community has long been committed to reducing its environmental impact and we have improved the fuel efficiency of our aircraft by 40 per cent over the past 40 years. Looking ahead, our commitments parallel those of the airline sector and we pledge an average of two per cent improvement in fuel efficiency per year from now until 2020 on a fleet-wide basis. We also recognise market-based measures as an essential, if small part of our global business aviation strategy to achieve our stated 2020 goal.

However, in an earlier column (December 2009) I drew attention to the ongoing problems with the practical application of EU-ETS to aviation and, in particular, to the difficulties so many small corporate operators are experiencing, because of the decision to set a de minimis threshold of 10,000 tonnes of CO2 emissions for commercial operators, but no such baseline for non-commercial operators. In consequence, we forecast that the system would prove disproportionate and unworkable, and now the accuracy of our position is being confirmed by official figures.

The European Commission publishes a list of operators assigned to each EU member state, but the list published earlier this month, like all previous ones, is full of inconsistencies and errors. The main problem is that a large number of operators are still identified by service provider designation and not by name.

Many operators should not be on the list at all, while the time to register operators varies hugely by operator and member state. To confirm the muddle, the UK department for transport has advised that over 250 operators’ ETS emissions plans have been approved, with another 100 in progress from a total UK list of 894 operators. But 341 (38 per cent) remain unaccounted for and potentially not compliant with this mandatory element of the ETS scheme. Yet this 38 per cent account for less than one per cent of the UK’s aviation emissions, proving the absurdity of the scheme, particularly for small noncommercial operators, many of whom emit only a few tonnes of “eligible” CO2. Moreover, even

EDITORIAL COMMENT

By Brian Humphries, president European Business Aviation Association (EBAA).

those small emitters that are rightly in the scheme, as yet have no “simplified tool” to help them calculate their liabilities.

To help resolve this mess the EBAA is committed to two main objectives: in the short term, we are pressing hard to get the EU-ETS Support Facility up and running despite the political difficulties of such a scheme being run by Eurocontrol. This will then allow small emitters to have their emissions independently calculated without the need for expensive independent verification.

In addition, we are asking the European Commission to raise the small emitter reporting threshold from the current 10,000 tonnes to as high as the accuracy of the system allows. We hope, if it is within plus or minus two per cent, that this will be as high as 500,000 tonnes, so that EU-ETS does not become a consultants’ bonanza. In the longer term, we want to see the Framework ETS Directive exemption threshold for noncommercial operators raised to the same level as commercial operators (up to 10,000 tonnes of CO2). This will eliminate the current absurd levels of bureaucracy and nugatory costs on subjects and regulator alike managing those that emit virtually nothing, while ensuring that those above a sensible threshold rightly pay for their emissions in a manageable way. Then, and only then, will we have a workable system that can be supported by all stakeholders!

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EUROPEAN BUSINESS AIR NEWS

4 MARCH 2010

Stricter EU rules drive up demand for aircraft management The ExecuJet Aviation Group, which has added seven new aircraft to its European fleet, says tougher EU regulations are driving up the demand for management.

Jean-Louis Cehovic, ExecuJet’s Europe director aircraft management sales, says: “Issues such as the new rules on emissions trading – daunting for individual owners – are influencing them to partner with an expert organisation.�

The company has brought into service a Challenger 300 and an 850, two Global Express, a Global 5000, a Falcon 2000 and a Gulfstream 100.

Cehovic says: “These aircraft are based in London, Moscow, Kiev and Nice. With more Global Express, Gulfstreams and Falcons also in the pipeline for arrival in the next weeks this takes ExecuJet Europe’s management fleet to more than 50 aircraft. This will mean more wide-bodied aircraft in our management fleet.�

Business jet owners are increasingly looking to earn revenue, Cehovic says. “ExecuJet is also seeing more of its clients commit to full management packages and benefit from the organisation’s buying power in terms of fuel, insurance, maintenance, crew training and other economies of scale.�

The company, he adds, has developed an aircraft management package that makes the switching of operator a seamless process. “It is important to keep the aircraft flying while we perform all the work required to get the aircraft under a new AOC and maintain the maintenance supervision continuity,� says Cehovic.

ExecuJet Europe, Cehovic says, meets the mandatory new OTAR (Overseas Territory Aviation Requirements) applicable to all business jets and turboprops registered in Bermuda which came into force on 1 November last year. It is also IS-BAO certified.

ExecuJet, which offers British, Danish, German and Swiss AOCs, reports an upward trend in activity since the third quarter of last year, especially with wide cabin, long range jets, in regions including the Middle East and Russia.

DC Aviation ready to further expand fleet

Vinair Aeroserviços and AgustaWestland celebrate the Grand New order. Pictured are Luís Inåcio Dos Santos, Giuseppe Orsi, Graham Cole, Vasco De Almeida Araújo and Angelo Raimondi.

Vinair is first in line for the Grand New Portugal’s Vinair Aeroserviços S.A. has become the launch customer for the Grand New after ordering two of the light twin engine helicopters.

Chief pilot LuĂ­s InĂĄcio Dos Santos says the first next generation Grand should be delivered this summer and

will be used for corporate transport.

He adds: “The next generation of the Grand model will significantly enhance Vinair Aeroserviços operations providing unprecedented levels of advanced technology, cabin space and comfort, performance,

safety and low operating costs and offering a unique flight experience.�

Vinair Aeroserviços operates mixed rotary and fixed wing aircraft that serve clients travelling to destinations in Portugal, Europe, the Americas, Africa and Asia.

Germany’s DC Aviation says it is negotiating with numerous owners to integrate their jets in its aircraft management division. “We are very confident that we will finalise a number of contracts this year,� says ceo Steffen Fries. “Many of our jet owners already offer available flight capacity to the market. This currently enables us to offer 20 aircraft in our executive charter segment, ranging from the Citation XLS to the Gulfstream 550 and the vvip A319.�

The company is also expanding its charter fleet. Fries says: “We are extremely proud to be one of the first European charter providers to welcome two Legacy 650s into our fleet. They will expand our long haul capability. The new Legacy 650s will enable us to offer comfortable, non-stop flights on business routes such as London-Dubai or DubaiSingapore.� DC Aviation operates more than 30 jets with ACJs to be delivered by this spring.

Other planned additions include a Global XRS and a G550.

Tenth ACJ order confirms Comlux’s top-end focus

Greg Thomas, president and ceo PrivatAir, and Antony Simmins, coo PrivatAir Bahrain, are discussing Bahrain launch plans.

PrivatAir refines summer launch plans for Bahrain charter PrivatAir SA plans to offer charter services from Bahrain by midsummer. The Swiss operator, the launch company for BBJs, is equipped to compete for business at the top end of the market.

President and ceo Greg Thomas points out: “PrivatAir operates a fleet of five BBJs on behalf of its airline partners, as well as a vip-configured Boeing 757 that is available for private charter. Through its network of specialist partners, PrivatAir also provides private charter of almost any type of aircraft.�

He adds: “We are extremely excited about our commitment to set up operations in Bahrain, which is a highly attractive and welcoming

regulatory and business-oriented environment from which to operate in the Gulf region. PrivatAir will finally establish a physical presence in the region in response to demand from clients and potential clients.�

PrivatAir, which is in its 33rd year of operations, furthered its launch plans at this year’s inaugural Bahrain Airshow. “PrivatAir is spending significant time and effort in planning and organising for this launch,�

Thomas adds.

The company, headquartered in Geneva, already has operating bases in Zurich, DĂźsseldorf, Frankfurt, Munich and Amsterdam. Its services include aircraft sales and management, ground services and training.

Comlux, which has ordered its tenth ACJ and eleventh Challenger, confirms that the top end of the private charter market remains central to its development plans.

Richard Gaona, president and ceo of Comlux The Aviation Group, says the company’s third ACJ will take the fleet to 10 including four A318s, three ACJs, two A320 Prestiges and one A330-200 Prestige. “It makes us the largest Airbus ACJ family customer,� he adds. “With this acquisition, Fly Comlux confirms its leading position in the top-end charter business.

The aircraft will be equipped with CFM56-5 engines and will be outfitted in our completion centre in Indianapolis with a cabin designed

by Comlux Creatives.�

But although the top end of the market remains central to management and charter plans, Gaona stresses: “Comlux is one of the largest providers of vvipcharters at the top end of the market, a sector that continues to have good demand but our global strategy is to be a player in almost all business aviation sectors.�

Comlux is also bringing another Challenger 605 into operation taking the number of Bombardier aircraft in its fleet to 11. “Comlux successfully began six years ago with the Challenger 604,� says Stephen Laven,

The luxury ACJ cabin wins business.

ceo, Fly Comlux. “The addition of a new Challenger 605 to our fleet supports our main objective of always operating brand new aircraft, offering the best value for money to our vip clients.�

He adds: “The aircraft will be operated from our facility in Kazakhstan. From central Asia, it will be ideally placed to serve European destinations and the growing charter market in Asia.�

Fly Comlux’s fleet includes three Challenger 605s, two Challenger 850s, two Global 5000s, two Global Express and two Global Express XRS jets.

Comlux and MAZ Aviation (MAZAV) are launching an operation in Bahrain – the Comlux Middle East Company. An A318 Elite and an ACJ will serve the region and be joined by an A320 Prestige by the end of this year.

SaxonAir adds vip helicopter operation to fixed wing services

Helicopter line pilot Anna Loake.

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SaxonAir says its new EC120 marks the beginning of its venture into vip helicopter charter. “The new aircraft is intended to be the first in a larger fleet of helicopters offering a broader range of services to our existing and successful private jet charter business,� says md Chris Mace.

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international airport, the new EC120 will initially be operated jointly under the AOC of London Helicopter Centres which has bases at Cranfield, Redhill, Gloucester, Wolverhampton and Enniskillen.

Mace says SaxonAir has experienced continued growth since it was established in 2007 despite recent economic conditions and has

built a fleet including a Mustang, Hawker 400XP, a King Air 200 and a King Air 350.

He adds: “The EC120 enables four passengers and a pilot to travel at their ease with unobstructed, excellent visibility. Unlike many helicopters, there is a great deal of luggage space, enough for about five large suitcases.�

EUROPEAN BUSINESS AIR NEWS

6 MARCH 2010

FAI builds on record income for the future

SPECIAL FOCUS – BUYING WITH CONFIDENCE

Germany’s FAI rent-a-jet AG has started building new solar-powered facilities after reporting record income. Consolidated total revenue for the fiscal year of 2009 reached €38 million including €6 million from FAI’s Swiss subsidiary Nomad Aviation. The company says this reflects an increase of 45 per cent compared to €27 million in 2008. It adds: “For 2010 FAI is expecting revenues of close to €50 million which would be a further increase of 30 per cent.”

The company says work is progressing fast on FAI’s new hangar and office building which includes a 100 kwp rooftop solar power plant designed to ensure carbon neutral ground operations.

FAI currently operates 13 Learjets – two 35As, seven 55s and four 60s – and one DA900. Six of these aircraft are operating under NGO contracts in Africa and Haiti. Nomad’s fleet has been expanded to five – three Challenger 604s, a Legacy and Citation Jet.

Sovereign and CJ3 win business in Moscow A strong market presence in Russia is paying off for Jetalliance, according to md Jörg Sabitzer. The company says its Moscow-based CJ3, configured for six or seven passengers, and its Citation Sovereign which takes nine or ten, are winning business away from heavier jets.

Sabitzer adds: “The two aircraft are perfectly suitable for first-time users. Although the market has shown a tendency for large cabin aircraft, the Citations also attract more and more customers through lower prices.”

Jetalliance: winning business in Russia.

The total Jetalliance fleet now numbers 31 after the delivery of a Citation X and a 7X for undisclosed clients. The company says its IATA Operational Safety Audit (IOSA) accreditation has been well received by clients and in the marketplace.

FlairJet’s David Fletcher, happy with the value and operation of the Phenom 100, is looking at Phenom 300s. Other careful buyers can achieve similar satisfaction.

The hunt is always on for aircraft that will do the job and hold their value well Astute aircraft purchasers identify aircraft that will not just fulfill their desired role profitably and costeffectively but will also hold their value well in good and bad times. It is a tall order and due diligence criteria obviously differ widely between new and pre-owned aircraft.

At the top end of the private charter market, companies that have judiciously converted large preowned acquisitions into luxurious business and leisure aircraft are seeing a fair return on their investment. And case studies and market analyses support the conclusion that many buyers of new Mustangs and Phenoms are now wellplaced for the future.

Hans Pfeiffer, co-founder of the Dusseldorf-based Triple Alpha which has 15 managed aircraft in its fleet, says the company focuses on aircraft that are likely to hold value well while meeting an identified market demand.

“The choice of aircraft largely determines the route that a buyer might take. The Phenom 300, for instance, looks to be an aircraft that

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Top ten tips from the experts • Study the global marketplace and employ recommended and trusted specialists • Be very sure that the aircraft can do the job intended • Do due diligence on how well the aircraft can be expected to retain its value • Delegate the deliver y of smaller aircraft over long distances to experienced pilots and organisations • Painstakingly check the air wor thiness and maintenance histor y and ensure that all records are included • Ensure necessary options are identified and cost-effectively installed by the manufacturer prior to delivery to save on costs • Apply the ‘basic choice’ formula: up to 100 hours, charter: 100 to 200 hours, consider fractional; 200-plus hours consider ownership • Acquire sooner rather than later as financing is likely to become more difficult, prices could rise and deals could become less readily available • Check for hidden mortgages through registry research • Choose the registration jurisdiction with care to maximise tax and efficiency advantages

is right for national markets like Germany and the requirements of Europe,” he explains. “It can be expected to hold its value comparatively well. In the case of a purchase of this aircraft it would be very much a case of negotiating with the manufacturer. Even in the economic downturn those who have purchased a position want a good enough premium to show a profit.”

Triple Alpha, part of the Ocean Sky Aviation Group, says that the company is also looking at bringing in a Phenom 100 at the right price. “One of the most important things is not to pay over the odds,” says Pfeiffer.

The UK’s FlairJet is happy that its two Phenom 100s will meet the value criteria and its ceo David Fletcher says it is now looking at adding two Phenom 300s. And George Galanopoulos, md of the UK’s London Executive Aviation is another

who predicts that both Mustangs and Phenoms will do well in Europe.

So how do other buyers get to the stage where they are happy with what they’ve acquired and are likely to go for more of the same?

Delivery dilemmas They will need to make the correct decisions well before the operational stage, from market analysis and purchase right through to final delivery. And the delivery of Phenoms from South America to buyers in Europe and the Middle East can be far from straightforward.

Chris Rycroft, who purchased a Phenom 100 as a private owner, decided to call in experts. The decision delegated a testing five-day flight which was managed and organised by JetSolutions (Europe) md Robert Posselt. The experiences of pilot Bill Minkoff, accompanied on the first leg to the US by first officer

Allan Howell and up the East Coast, across the North Atlantic and into the UK by first officer William Rowell, proved it can pay for owners to delegate delivery.

The Phenom 100 faced extreme turbulence and torrential rain after take off from Fort Lauderdale but handled perfectly. After a 24-hour weather delay with heavy snow along the entire North East coast, the Phenom 100 landed and managed the wet runways of Bangor Main and Goose Bay perfectly. Minkoff says: “Approaching the landing strip at Kangerlussuaq in Greenland was reminiscent of my early flying career with the US Navy when I had to accomplish a landing onboard an aircraft carrier at sea.”

Then it was on to Reykjavik for an overnight stop before entry into the UK via Wick in Scotland. The aircraft was finally safely delivered to Rycroft in Leeds five days after initial take-off.

The Czech Republic’s Grossmann Jet Services is strongly focusing on VLJs while still servicing demand in the heavy and midsize ranges.

Industry contacts and knowledge are key. Dagmar Grossmann, ceo, says: “I know the people I deal with personally, including the brokers and the suppliers. I choose the best but the selection of manufacturer depends on the needs and preferences of the clients.”

She says that now may be a good time to buy because there is scope for bargaining with the manufacturers.

But she warns: “This scenario will last maybe for only one or perhaps two years. The disadvantage is that if you want to sell you have a reverse situation, so it means that buying is only interesting if you stay with the chosen aircraft for at least five years.”

Grossmann says she relies on her personal knowledge and contacts. “I use several brokers that I have found to be trustworthy over the years. If the jet is pre-owned the technical status

EUROPEAN BUSINESS AIR NEWS

is critical but GJS is very strong on the technical side.

“Maintenance is absolutely critical,” she points out, “as safety always comes first.”

The need for due diligence does not finish with choosing the aircraft.

Phill Rawlins, director of Rade Aviation Ltd warns that problem-free delivery cannot be taken for granted.

“All aircraft entering and transiting Europe that have not been imported and have had VAT paid must be entered into a customs procedure, be it import, temporary import or community transit (T1) although special dispensation is given for scheduled airline operators.”

He explains: “This particularly affects imported aircraft and with VLJs being ever more popular and turboprops being an economic alternative, there are more aircraft on import delivery whose range restricts them from direct entry from outside the EU to the point of import.

“Traditionally a number of aircraft stop in Scotland and across the UK for fuel and this becomes their entry point in the EU. What many operators are not aware of is, once the aircraft lands in the UK, then VAT is due to paid before the aircraft can be moved again regardless of any pending import elsewhere. And this also affects aircraft going outside of the EU.” For example, a Mustang being delivered to the UAE could be seriously held up in Europe if customs clearances are not sought.

The T1 procedure allows the aircraft to continue on its trip to point of import or exit from the EU. Rawlins says: “This is a simple and straightforward procedure and when arranged in advance will prevent any delays and in many cases clear the aircraft upon arrival in the UK so further travel is not impeded in any way.”

T1s can be issued at all UK aerodromes covered by a customs office or agreement, generally speaking the majority of airports that can accept an international flight.

Failure to comply has led to many aircraft being stopped and impounded until the issue has been resolved – usually by intervention of a specialist customs agent such as Rade Aviation.

Maintenance records The complexities and pitfalls of choosing the right pre-owned aircraft, however, can make even the organisation of round-the-world delivery of new aircraft seem relatively straightforward. David Leach, a director of the UK’s Essexbased Aviation Quality Management Services (AQMS), warns: “It is a very good time to buy both new and second hand aircraft but care needs to be taken to ensure that the aircraft is not going to cost you your livelihood.”

AQMS has been called in to help companies to check their records because of issues of non-compliance on recently purchased aircraft.

Leach says: “There are a large number of used aircraft available at bargain prices. But several cases we have come across recently show that, without due diligence, millions can be spent on an aircraft. Buyers’ concerns tend to focus on range,

Bespoke needs

Phenom 100 handover ceremony with the Embraer delivery team. Pictured left to right are Robert Posselt of JetSolutions (Europe) Ltd and Laor, Elias, Elena Tateshi, Marcelo Cruz and Ivan Alessandro from Embraer. It pays to invest in getting the delivery right.

capacity, livery, design of the interior, and what registration tag is available – not always in that order – and the airworthiness and maintenance history of the aircraft may be given scant consideration until a problem arises.”

Leach tells purchasers: “To protect your asset due diligence means that you need to ensure a thorough inspection of the records is carried out before a decision on purchase is made. We have come across several cases recently where incomplete and/or inaccurate records has meant that an outlay of hundreds of thousands – sometimes going into six figures – is needed to make the aircraft airworthy and to allow an ARC to be issued.”

Leach, a quality manager for more than 10 years who sits on the British Business and General Aviation (BBGA) engineering committee, says an existing ARC issued by an EASA country should provide the purchaser with reassurance that all is well but not all countries require that the same records be kept, or agree on the length of time that they should be kept for.

“EASA is still working towards a partnership agreement with member states about what should be kept and for how long. Until this agreement is made and ratified we advise clients not to dispose of any aircraft records, particularly ‘dirty fingerprint’ copies of work packs which will often give evidence that an airworthiness directive has been complied with.

Aircraft from outside EASA can present an even greater difficulty as often these valuable documents are missing.”

Aircraft records, Leach says, are more important now than ever before. “Without the correct records your aircraft can lose value, be un-exportable or even grounded completely. Lack of good record keeping can also affect an insurance claim.

“For example, within the EASA member states there are currently different requirements about what records need to be kept. The CAA advises that dirty fingerprint work cards may be discarded once scanned. This is fine under the current rules and while the aircraft is on the UK register, but if you want to export your aircraft to another EASA state, the importing NAA may require all dirty fingerprint copies to be available for import C of A’s and full back to birth records.”

EASA currently has a working group to standardise the requirements across the European Union.

David Leach: Risk warning.

But Leach says: “We do not yet know whether the new requirements will follow the CAA model or something else altogether. This means that there is a risk that you may have problems renewing airworthiness certificates if you discard something that is later required. Likewise the introduction of EASA Part M has meant that some aircraft have been grounded or even scrapped because the cost of redoing work that cannot be proven to have

been certificated is greater than the value of the aircraft.”

Once an aircraft goes in for maintenance the owner needs to ask for copies of all EASA Form 1s and 8130s to be attached to the work pack documentation and returned, and keep these with the records.

Traceability of components is required and the batch or serial number of the component may not be of any use if the Part 145 organisation has ceased trading.

EASA Form 1 and 8130 are the legal documents that certify components as fit for service and contain all information required to meet the traceability criteria.

Leach warns: “Records are more important now than ever before.

Ensuring that yours are kept well helps to keep your aircraft flying and maintain its value, you should have no problems getting an ARC and your commercial viability is not damaged by expensive and unnecessary maintenance keeping your aircraft in the hangar.”

But buyers should be wary of a bargain even with full records if its advantages are not tailored to operational needs. Capt Tony Corlett, md of The Private Jet Company based in the Isle of Man, points out that each buyers’ needs tend to be unique.

“Only after careful consideration as to what they plan to do with the aircraft can we advise properly. We will fully discuss requirements during an initial meeting.”

He adds: “We also have a good working relationship with the major manufacturers enabling us to deal directly and in a timely manner on new aircraft. This allows us to fully spec the new purchase in accordance with client wishes. Specifying equipment in an aircraft is a specialist job; getting it wrong can make a huge difference to its value in years to come.”

The Private Jet Company, he says, has a strong global network of associates who work to fulfill exact requirements. “Once sourced our surveyors will give the aircraft a full check to make sure it meets our strict standards, as well as make sure that it has the appropriate equipment to fly through known relevant countries.

Our searches will ensure all relevant aircraft certificates, paperwork, engine maintenance programs etc are present, correct and up-to-date.

This is an extremely important part of the process.

“Once the aircraft has passed its survey we can arrange finance if required, organise insurance, source crew and arrange any crew training that may be required. We will then go on to deliver the aircraft. In simple terms we will make sure that the whole process from your decision to purchase up to delivery runs as smoothly as possible.”

The company also offers aircraft management covering maintenance, financial monitoring and reporting, sourcing hangarage at the aircraft’s base or offering hangarage on the Isle of Man at Ronaldsway. “This is a service that The Private Jet Company will be increasing when it completes its business aviation facility at Isle of Man airport towards the end of 2010, Continued on next page

0 Y 201 DA T ES 1S UK N TU ER 2 OF TIO B T IA EM ES AV Y PT E B S DA SE TH INES NE O S BU IN

The Phenom 100 is thought by some operators to have a good chance of holding its value.

MARCH 2010 7

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Continued from previous page

simplistic view, if we were to focus more on market values, when buying, selling, lending or upgrading, we could perhaps be on more stable footing during the economic swings.”

AircraftPost, a web-based information resource providing real-time valuations for owners of select business jets, has launched a realtime current market feature detailing make, model, serial number, asking price, photos, condensed specification, owner/broker contacts, market summary showing total aircraft on the market, average market time and high/low ask prices.

when we will also be able to offer hangarage to visiting aircraft.”

Owners also need to choose the right jurisdiction in which to register their aircraft.

The Isle of Man, Corlett points out, provides company formation and fiduciary services as well as the Isle of Man aircraft register. “We can arrange everything from the sale of aircraft right through to the delivery and management – or we can simply provide support and advice derived from our 25 years of operating private jets.”

Pricing context

Finance and objectives

Low prices in themselves may not be good value. Dennis Rousseau ,president of AircraftPost.com says: “As current market data provides a very myopic perspective in the buying process, it is critical to be informed on fleet statistics including original cost new, standard equipment, interior configurations, inspection cycles et al and recent sales over periods ranging from 30 days to six or 12 months.”

Current market data can still be helpful in determining the percentage of the fleet available and provide a guide on ask price. But Rousseau warns: “If the majority of aircraft are priced at make offer, further investigation would be warranted to determine the underlying reason. If there is 15 per cent of the available fleet on the market, a prospective buyer can get an idea of average equipment and total time by year, and determine percentages of those with an engine program and options. Also it is advisable to compare pricing, times, equipment etc for competing makes or models. Further, one should try to acquire an aircraft with the required options installed, as it is always more costly, in downtime and cash terms,

Barclays Corporate Jet & Superyachts has committed to over $1 billion of lending including the financing of more than 40 aircraft, according to director Paul Fowkes. Buyers, he points out, need to decide between outright ownership, chartering and fractional options by correctly evaluating personal and business needs – asking the question: “Is it just a lifestyle?”

There is a basic formula involving utilisation – up to 100 hours, charter; 100 to 200 hours, consider fractional ownership; 200-plus hours, look at ownership. Buyers also have to consider destinations, operating costs, time savings including the nonusage of first or business class commercial flights, flexibility of planning, assets value and remarketing.Fowkes says: “They have to ask themselves questions like who will operate the jet, what are the safety and privacy issues, is there good direct access to regional and local airports, and if there are any relevant tax issues.”

If finance is required ensure that a specialist aviation finance provider is qualified to recommend the correct structuring of any loan and highlight potential pitfalls.

The Private Jet Company’s Tony Corlett, Ed Miles and John Bean praise the Isle of Man’s aircraft registration advantages.

to incorporate after the fact.”

The majority of pre-owned aircraft sold from the EU and Middle East into those same markets today seem to originate in the US and are exported. Rousseau points out: “A few years back the majority sold from the North American market to North America.” Due to the customisation as well as globalisation of business jets an owner needs to peruse the global marketplace to get a good cross section of the market.

Business jet market prices are down 40 per cent from the height in 2008 and on average 15 per cent below market value. “Historically, recoveries in the business jet market have lagged behind economic recoveries by 18 months. If the

Phill Rawlins: delivery advice.

current recovery started in the third quarter of 2009, the business aircraft market should recover in the first quarter of next year, but once again,

this recession is not like others, there are different dynamics in play,” Rousseau says.

Some OEMs have indicated that new business jet deliveries are projected to decline further, before starting a recovery in 2011. Business jets, though, are selling in the medium and long range categories.

Rousseau adds: “Some 50 per cent more aircraft were sold in 2009 than in 2008 although the majority are selling at an average 15 per cent below market value or 50 per cent less than market price at the height of the market.”

Buyers, he says, must realise business jets are depreciating assets, not commodities, and typically have a useful life of 30 years “From a very

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MARCH 2010 9

RADE Aviation: care with deliveries.

Buyers also have to know, or track down, the right reputable jet broker, manufacturer or fractional ownership company. An adviser and a lawyer may be needed to check sale and purchase agreements, warranties, title, maintenance records, damage notification history, history of ownership and root of title, any liens that exist on the jet. Due diligence may include a pre-buy inspection and ascertaining who covers the costs of discrepancies or repairs. There are also the issues of insurances, de-registration and registration, valuation and appraisal and future valuation and commissions to brokers.

‘Operators found that by simply taking documents hostage they can delay re-marketing and re-registration’ Dr Daniel Lütolf, managing partner of Swiss Aviation Consultants (SAC), points out that business aircraft finance has followed different patterns compared to commercial airliner finance. “Unlike in the US, strictly asset-based financing has had a scarce availability in Europe.”

European lenders not only secure the asset itself but keep a watchful eye on debtors or lessees. “This

Aoife O’Sullivan: choice of broker is critical and warranties need to be negotiated carefully.

strategy, together with more conservative loan-to-value ratios, is paying off now,” he says. “Fewer repossessions have taken place in Europe compared to the US. However European aircraft financiers are drawing their conclusions from financings that have turned sour during the latest market turmoil.”

QUALITY AND EXPERIENCE

The European market, he points out, includes not only aircraft registered in European countries but those registered off-shore and others predominantly used by customers originating in the CIS. Lütolf adds: “Typically business aircraft financing takes the format of finance lease structures and to a lesser extent the form of aircraft

loans secured by mortgages. There are many instances of more sophisticated structures with lessees or debtors and so-called dedicated legal entities such as Special Purpose Vehicles (SPVs) where shares are pledged by the beneficial owners to the financing institute.”

Most business aircraft in Europe, Lütolf says, have been acquired to

support the transport needs of individuals, families or enterprises rather than for the purpose of the aircraft earning money. “European regulations have fostered the use of public transport structures exempting aircraft and operations cost from VAT – as long as the operator predominantly flies internationally. This trend will probably continue as regulations issued by EASA and many of the Overseas Territories implement more stringent rules for the operation of complex turbine-powered aircraft resembling those of EU Ops.” Lütolf says the result tends to be triangular structures between the financing institute, the ‘beneficial aircraft owner’ and the aircraft operator and AOC holder. “Many aircraft lawyers have tried to anticipate in legal language any possible scenario of wrongdoing and the consequence has been financing contracts of dozens of pages.”

Some finance institutes have hired aircraft asset managers to help safeguard the technical and documentary status of the aircraft in their portfolios. Others have relied on asset values staying ahead of technical shortfalls.

Lütolf says: “European banks have corrected asset values on their books and in a few cases have cancelled financing agreements and seized financed assets but this really has been the exception rather than the rule.”

SAC believes the legal structures and contracts have tended to work under the stress test of repossessions during the last 12 months. “However, the cost of recovering the aircraft has been entirely underestimated and one unexpected but costly problem surfaced. Whereas under lease structures it is relatively easy to get a hold of the physical assets, the Continued on next page

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financiers were surprised by the operator resistance to handing over the aircraft’s documents. They found that by simply taking the documents as a hostage they can delay the remarketing and re-registration process. As a result of this ‘hassle factor’ banks were inclined to agree to contribute to the unpaid operation invoices pertaining to their aircraft. This is a factor which was not anticipated in the contracts nor in the cost reflected in the borrowing margins.”

An aircraft asset manager was recently quoted as estimating the cost of repossession to approximately US$1 million per case.

SAC Swiss Aviation, an independent aviation advisory company headquartered in Switzerland with representation in Canada and the UAE, believes that lease transactions will continue to be the norm because of the relative ease of repossession and that borrowers will be more closely evaluated as pure asset-based aircraft financing disappears. Lütolf predicts: “The financing of business aircraft purely for charter will become more difficult and loan-to-value ratios will remain conservative. The value of an individual asset will be more closely assessed and monitored over the financing period. The asset itself and the entities managing it – both technically and operationally – will be more firmly monitored.”

Phenom 100 M-PHNM purchaser Chris Rycroft and Barbara Rycroft with Robert Posselt of JetSolutions (Europe) Ltd.

He adds: “The aircraft will remain entrusted to an operator but the managing of the documents or their archive will be separated from the operator. In Europe and in the Overseas Territory this trend is facilitated by isolating maintenance control from operation by the appointment of an independent CAMO.” Lütolf also predicts financing will become more expensive as financing companies insist on higher margins.

He adds: “The amortisations built into the leases will remain given the lower pricing level of the assets upfront. Public transport category operation will gradually replace private aircraft management.”

Business aircraft financing will remain feasible given the current reasonable values of the assets in the market. “However, the financing institutes will be even more careful with whom they work and whom they entrust the management of the aircraft.”

Purchase guidelines Rex Reese, an attorney based in McLean, Virginia, says currency

GainJet makes the most of a big pre-owned challenge and plans more acquisitions Client demand for a large corporate jet was identified by GainJet Aviation’s management team in early 2008 and led to a major project for the Athens-based business jet operator.

The company already had the advantage of experience in operating a large airliner type for private and business travel in the form of an MD83. “Feedback from the sales team based in the UK led the management to consider a second airframe to join the growing fleet,” reports ceo James McBride.

Capt Ramsey Shaban, the company president, had a comprehensive checklist.

He recalls: “We were looking for a ‘flagship’. It had to be a young airframe, ideally under ten years old and with low cycles. The type had to be large enough to accommodate 60-plus passengers in supreme comfort and with a substantial range”. This excluded most of the more common airliners such as B737, and the smaller Airbus types as both the range and capacity were not suitable. Eventually the choice centred on the B757.

This particular airliner, McBride says, has a great reputation as being ‘a real pilot’s aeroplane’, blessed as it is with ‘excess power and excellent braking characteristics.

“The combination of these qualities means that the aircraft demonstrates superb performance with the capability to operate at light weights into and out of quite short runways.

“Add to this the 180 minutes ETOPS capability, a range of nearly nine hours and the capacity for carrying approximately 10 tonnes of baggage/cargo and the result is a very versatile business jet.”

GainJet’s team realised they had an intensive search on their hands.

Shaban recalls: “We started looking all over the world for the machine and it was not easy to find. We knew that the conversion from high density configuration would take months and we selected Air Berlin in Munich to carry out much of the work for us. We needed a quality job and they have the reputation to deliver what they promise.”

A European airline was reducing its B757 fleet and GainJet managed to negotiate the purchase of a late model Rolls Royce powered, B757200ER with low cycles. A specialist team of engineers from AirClaims was employed to make a very advantages and bloated pre-owned jet market inventories mean Europeans and Middle East nationals will continue to look to the US for buying opportunities. “They will require comprehensive and integrated service to initiate, prosecute and conclude the acquisition, financing and export of their aircraft.

“For instance, we represented a major international financial concern

Big has proved beautiful for Greece’s GainJet whose staff are pictured with ceo Ramsey Shaban (right).

careful assessment of the airframe and its technical records.

A new paint scheme by Air Livery of Norwich airport was followed by the installation of winglets by Air Berlin and then the completely renewed interior featuring 78 first class luxurious reclining cream coloured leather seats. In the forward cabin, 20 of the seats are arranged club style around specially designed Hi-Lo tables and in the rear of the cabin another eight seats were given the same configuration.

A deep pile beige carpet completed the cabin fitment while the in-flight entertainment system consists of 78 high quality DVD players with noise-cancelling stereo headsets. The players are loaded with options for music, films and games. “The next phase of IFE development with the aircraft will include broadband capability with Wi-Fi so that the passengers may use internet anywhere onboard in flight,” says McBride.

Structurally, apart from the winglets, there has been little change to the airframe. Auxiliary fuel tanks were considered, but Shaban says: “We think that to have the benefits of a 10 tonne cargo hold is preferable and more practical.

Certainly when Gainjet flew one of the biggest UK premiership football which handled the acquisition and export of a Gulfstream V aircraft.

“This included the negotiation and documentation of the letter of intent and the aircraft purchase agreement; overseeing, through an affiliate, the technical inspection; establishing an ownership trust for temporary US registration; applying for a US certificate of airworthiness and for foreign registration number and import

Gainjet: Big is beautiful.

teams on its 2009 Asia Tour, the clients made full use of this facility.”

The aircraft, Gainjet reports, has been a great success carrying out many head of state operations to and from Africa and the Middle East. “No stranger to ‘the Royal Suite’ at London Heathrow, the aircraft has a rather special presence on the ramp which gives it extra appeal for vvip clients,” McBride says.

Safety, security and quality are the watchwords for the crew members who operate the aircraft and access is strictly limited to protect the cabin environment. “We do not permit airport cleaners onboard, our highly qualified crew ensure the cleanliness of the cabin themselves – they do the best job!” says Shaban. The cabin crew are all highly trained to deliver top quality, certificate of airworthiness; conducting state sales, tax research and developing and implementing tax avoidance strategy and closing the acquisition including FAA and international registry filings.”

The firm, he says, has handled more than 1,000 corporate aircraft transactions over two decades.

Designated airworthiness representative Douglas Lowry suggests that five basic checks are among the most important and warns that many aircraft sales go sour due to potential buyers not doing their homework.

His checklist includes: 1. Examining the serial number prior to buying to ensure that it will be legal for the aircraft to return to the US and to go to other countries (sometimes aircraft are manufactured according to specifications that don’t meet US or other type certificate, data sheet/type design).

‘five star’ catering in-flight and he says the menus can be compared with those of the best restaurants in the world.

A busy summer for 2010 is planned for the airliner, with a major rock band tour in prospect, along with more head of state missions, some flights for a leading Formula One racing team and a special trip to the World Cup in South Africa in July. The team at GainJet also plan the fitting of a bedroom with en suite facilities during October. “The stateroom project is important for us because it will take our 757 into the next market level. There are only three or four large flying bedrooms in Europe; we intend our aircraft to be the leader in this field and first choice for our high-end clients”, says Shaban. “We are so pleased with the first one, that, in fact our board of directors have already approved the purchase of a second B757 for delivery in 2010.”

GainJet is adding more airliners with a B767 and a VIP B737 due to be SX-registered in the spring. It is also expanding the small to midcabin fleet with two Cessna Citations, two new G450s and a Challenger 604. The company’s new sales office in Dubai is due to open in summer 2010.

2. Insisting on good record accounting with all primary information in English and that all modifications have the necessary US FAA approved data or EASA approved data.

3. Ensuring that all repairs are FAA approved or country/factory of manufacture approved with DER/engineering sign-off.

4. Being well represented during the whole process to save money in the long run and ensure they get what they are paying for.

5. Making full engine and APU checks.

Aoife O’Sullivan, a partner with the City of London-based international law firm Gates and Partners points out that buyers will need an aircraft and an ownership structure that satisfies the majority of their regular travel needs, keeps time and costs efficiencies intact, and has been bought at a

EUROPEAN BUSINESS AIR NEWS

price that makes the aviation taxes and costs effectively balance out the cash outlay.

She says: “Choosing the right broker is an essential part of the acquisition process. Many countries do not regulate such brokers (arguably you are better protected buying low cost housing from an estate agent) and there is a dearth of so-called experts in the field.

Choose a professional broker with experience in the acquisition and sale of aircraft from procurement to delivery. It is worth settling the high level terms of the acquisition with the broker from the outset to avoid expensive legal wrangling when it comes to documentation stage.”

Buyers should insist on warranties from the manufacturer which may be assigned to future purchasers of the aircraft.

O’Sullivan warns: “The manufacturer will seek to provide for a unilateral change to the delivery schedule in the event of any manufacturing delay. A buyer will usually try to limit the scope of this prerogative and in some cases may be able to negotiate discounts for heavy delays, where the delay extends well beyond the estimated delivery date.”

She points out that the purchase of an aircraft is not complete without an aircraft bill of sale. “The seller should be asked to produce evidence of title by way of a chain of bills of sale, in many cases back to birth.

Searches should be carried out on the aircraft at the registry where the aircraft is currently registered. If the registry has a mortgage registry attached, searches should be carried out to ascertain whether or not a charge attaches to the aircraft. Not all registries have mortgage registries and in many cases the

MARCH 2010 11

Ivan Klugman: warns that the complexities of purchase are too much for amateurs.

buyer will have to rely on the seller’s assurances as to whether or not any charges or encumbrances exist on the title.”

O’Sullivan adds: “As a buyer, it is important to insist that any deposit paid and subsequently the balance of the purchase price, is held in a secure account. It is important for the buyer to agree the process by which it will be entitled to formally inspect the aircraft.

“The seller will want some degree of commitment from the buyer before it agrees to its aircraft being subjected to a full examination. The place and location of delivery under the contract is very important, not least because in many jurisdictions, the place of delivery will trigger the payment of taxes.”

JetBrokers European md Tim Barber warns: “All too often we see people reselling an aircraft shortly after purchase because it simply doesn’t do what they thought it would or they haven’t understood what the real cost of ownership is.”

He adds: “With so many aircraft on the market, knowing their true

origin is essential for a smooth transaction and for achieving funding. Always make sure the aircraft is owned by the person you think it is, and that they have the authority to sell it.”

There is also inherent value in going through a pre-purchase inspection. “The inspection should consist of a written agreement with an inspection protocol, detailed log audit, historical records and include any specific queries the buyer has. If there have been alterations, it is essential to check for compliance as inappropriate work could affect airworthiness.”

Ivan Klugman of Integral Aviation Solutions Inc (IAS) says the process of buying an aircraft is too complex for an amateur to contemplate. “I am an aviation consultant with 30 years of experience in the industry and I can tell you that it requires at least three consultants to do the job. If I am the primary consultant during the process I will bring into the loop an aviation attorney and an aviation accountant.

“I have experienced individuals that I match with the needs of my clients in regard to the legal and accounting aspects of the transaction. I handle the negotiations with the seller whether that is a manufacturer of a new aircraft or the owner of a pre-owned aircraft. I also arrange and oversee the pre-purchase of pre-owned aircraft or the acceptance process and completion oversight of a new aircraft. Like a conductor of an orchestra I see to it that we are all reading the same sheet of music and playing our parts at the right time.”

Buyers can only purchase a new aircraft with confidence if they have, or hire, the widespread expertise that is necessary.

RAE ceo Fabian Theis with one of the company’s Metros.

RAE shuts down and puts whole fleet up for sale Germany’s Regional Air Express (RAE) has ceased all flight operations and put its fleet up for sale. Fabian Theis, ceo, says: “One Metro 23 was sold to OLT Charter and the other three Metros are for sale.

“They are currently hangared at the Münster/Osnabrück home base along

with the sole Citation CJ1.”

The company entered the executive charter market in 2000 and also operated wetlease schedule flights for other carriers. “The economic downturn in 2009 and the resulting loss of several long-term customers caused the shutdown,” Theis says.

WE HELP AVIATION SALES PROFESSIONALS GENERATE DEALS

Questions to ask yourself and the experts 1. What exactly is required from the aircraft in terms of where, how far and how often it will be needed?

Choose the aircraft that is right for you. Do not just take the recommendation of a friend, whose reasons and requirements for owning a jet may differ greatly from your needs. In particular, and perhaps surprisingly, be wary of advice from pilots, who can be emotionally attached to certain aircraft types.

Remember that just because an aircraft is fun to fly, or has an impressive cockpit, it may not necessarily be right for you as a passenger.

2. How do you find a reputable jet broker, manufacturer or fractional ownership company?

Talk to an operator who understands about a large range of aircraft. There are a dizzying number of executive jet models and variants, so dealing with someone who knows the market is very important.

The wrong aircraft could be a costly mistake.

3. Does the best purchasing route involve brokers, aircraft manufacturers, or should it be via fractional ownership?

Talk to that operator again to establish what is right for you. Having chosen the type of aircraft, establish whether you should be looking to buy from a broker or manufacturer.

4. Is now a good time to buy?

Buy now! From a buyer’s perspective, it is undoubtedly still a good time to acquire new and used aircraft. New owners are therefore entering the market at the moment.

5. Where do you find jets for sale?

Exploit the address book of your friendly neighbourhood operator. There is no need to establish ‘cold’ relationships and feel out of your depth; operators will already have good relationships with brokers and manufacturers. By extension, an operator will help you secure the best possible discount on a new aircraft purchase, as well as dependable field support later on. (The US market, which has large percentage of jet owners/operators is a major source. Websites such

as Av Buyer, and Better Business Bureau could provide useful background.)

6. Which comparisons are useful?

Track down a number of quotations for your funding. A number of banks have specialist aviation departments.

7. How can companies or individuals that falsely claim to have a jet for sale be weeded out?

Don’t put the legal aspects of buying or registering an aircraft into the hands of your local lawyer; this is specialist work. Investigate until you find the right expert support.

8. What is the best way to obtain all the paperwork such as ownership details, maintenance, insurance and inspections.

Consider the history of the aircraft when surveying a potential purchase. For example, if you know the aircraft has been based near a coast, your prepurchase engineering check should definitely include looking for corrosion caused by a salt-laden atmosphere. Learn to love the checklist! The importance of planning cannot be over-emphasised.

There are literally dozens of documents needed simply to fulfill the most basic requirements of buying and delivering a business jet, ranging from the certificate of acceptance and transfer of title and risks, through to the delivery receipt and the shipper’s export declaration.

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Investigate warranties and support programs. Then find ways to offset the cost of owning a business jet.

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EUROPEAN BUSINESS AIR NEWS

12 MARCH 2010

ITALY REGIONAL REVIEW

Entrepreneurs make the best of difficult times

Italy’s business aviation sector has suffered in the recession with charter business levels dropping in general by perhaps 25 per cent and some firms going out of business. But EBAN research of the market has uncovered success stories where entrepreneurial skills have identified recessionresistant market niches or used the past 18 months as an opportunity to put long-term profit generating strategies in place. Topjet, Helica and Eurofly provide prime examples.

Diego Plos, general manager of Helica, runs a company that is equipped and licensed to carry out aerial works, fire services, executive passenger charter and photography and film. But the company estimates that up to 99 per cent of its time is now focused on specialist survey and surveillance operations worldwide.

Plos, working for a private charter company, decided more than 10 years ago that the executive passenger sector was becoming more competitive each year. “All the factors seemed to suggest a constant battle against declining business and I was not prepared to settle for that,” Plos says. “I also wanted to go into a field that presented a new challenge, even if that meant substantial investment.

Helica has provided an enjoyable challenge and the opportunity to work in a sector where business is more constant and not so subject to the economic cycles. We have built substantial expertise and a good client base in an exciting sector where we enjoy longer-term contracts that enable us to plan ahead.”

Air Corporate: broad base of services.

AgustaWestland and Esperia celebrate a developing partnership. Pictured are Emilio Dalmasso, Graham Cole, Giuseppe Orsi, Marco Rosati and Andrea Mirteto.

Plos says the company’s two AS350s are used for work in Italy or in nearby countries but Helica hires aircraft for specific missions abroad.

“There has to be a much greater investment in specialist equipment to keep up-to-date than in aircraft,” he explains. “Technology moves forward at an accelerating rate and this means periodic reviews, assessment and spending to ensure we gather and process data in the most sophisticated ways possible.”

The work requires a combination of expertise with Helica’s dedicated team of 15 experts combining the skills of disciplines ranging from

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laser and sensor to optical and recording technologies.

There is a global demand for surveys to identify valuable resources, assist with urban planning, combat erosion, protect the environment, identify mineral or oil resources, or gather information to anticipate and perhaps mitigate the effects of natural disasters such as earthquakes.

Plos reports: “Two to three years ago a large focus of our work was in South America and in Italy. The geographic spread has now broadened considerably and there are interesting commissions coming our way from regions including the Middle East and Africa.”

The work ranges from charting the best pipeline routes to helping to clarify the best use of terrain for dams and hydro-electric schemes. “Urban and motorway planning is much more sophisticated today than in the past and huge savings can be made possible by modern technology. There is a great deal of job satisfaction in what we do. The investment and specialist expertise required for success is so much greater than for general aviation that our market sector is very unlikely to suffer from an oversupply of services.”

Italy’s Topjet Executive will celebrate its tenth anniversary by opening a new 1,100 sq m hangar and office facility at Milan Linate and expanding aircraft choice and

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A

Comprehensive Italian data online free-of-charge The 2009/10 EBAN Handbook of Business Aviation in Europe will be available soon, and gives details of many more Italy charter operators.

It also lists business aviation facilities and services including airports, FBOs and maintenance centres. The details can be accessed online through a search of aircraft operated or the airport bases. For more information please visit www.handbook.aero

availability through a partnership with Bizjet SA, part of the Bizjet group along with Eurofly Service Spa. Topjet president Dino Rasero says the company has used the recession of the past 18 months as an opportunity to consolidate, improve efficiency and be ready to take full advantage of the expected eventual upturn.

Helica: survey expertise.

“The business climate in 2009 was difficult and charter levels were around 25 per cent down on 2008, a figure which we feel is fairly representative of the charter industry as a whole,” he adds. “However, we saw chinks of light at the end of the tunnel in November and December and we are benefiting from strengthening our sales team. Our new executives have helped expand our client base so, although individual customers might be doing fewer flights, the overall numbers are much better than they would have been.

This strategy has worked well and now we stand to serve this expanded client base even better through our arrangement with Bizjet SA.” Eurofly, a managed aircraft specialist which can trace its roots back more than 40 years, has judiciously expanded its fleet and is benefiting from investment in new facilities at Turin and approval as a regional service station for Falcons.

It will base a new Hawker 750 at Milan Linate and possibly a Learjet 40. These will be on the Eurofly AOC along with Topjet’s fleet. “It is not an exclusive agreement but we will be on the spot with a hangar that opens in June this year and can accommodate five good sized private jets,” says Rasero.

Rasero has worked on providing the new facilities, and then reaching the cooperation agreement, which starts on 1 April, for eight years. “I took the opportunity to redouble my efforts during the recession and I think the hard work will really pay off in the next three years,” he predicts.

The latest addition to the fleet, the Hawker 850XP, has been received well by clients and two 400As are also popular he says. A PC-12 is retained for private use. “The Hawker 850XP

attracts an average passenger load of three but can be configured for eight or even nine,” he says. “It has given us the capability to fly to destinations as far away as Morocco, Egypt and Moscow although destinations in Europe, including Greece and Cyprus, are popular.”

Topjet also operates as a charter broker and reports that the two activities have held up equally well during the recession. “Prices of private charter have been depressed because of competition for a more limited amount of business. This has meant that the charter arm has been able to factor in a greater availability of aircraft,” he says.

Topjet, he adds, would like to expand its broker activities in the larger aircraft market sector.

Esperia Aviation Services offers executive charter but is also involved in the development of infrastructure.

It already operates four Grands and has ordered four helicopters including two AW119Ke, a Grand light twin and an AW139 medium twin. The company says: “These aircraft will be used for passenger transport purposes operating from our Rome Urbe airport headquarters and Milan Linate, and, periodically, in Sardinia and north eastern Italy to meet tourism-related demand.”

A partnership between AgustaWestland and Esperia, launched in April 2008, aims to establish a major helicopter hub at Rome’s Urbe airport.

Esperia will build new hangars and hospitality and office areas.

AgustaWestland is establishing a helicopter maintenance centre for its helicopters.

Air Corporate Srl, which operates from bases in the north and the centre of Italy, focuses on aerial works, passenger, photography and film, sightseeing and leisure. It has built up a fleet of an AS350B1, an A109e, two A109s, an AS 355F1, two AS355N, an AS355NP, an EC120Bs and an EC155B. Set up in 1999 it services demand for both the business and leisure sectors with most enquiries coming direct rather than through charter brokers. It says business levels have remained ‘quite good’ in 2009 and it expects to do at least as well again in 2010 and 2011.

Interfly, which is particularly strong in the north of Italy, says that it has identified Brescia Montichiari as a key location for the development of business. The company’s Marco Balzarini says: “It is an interesting place for general aviation because it is situated not far from Linate and is also close to Lake Garda.”

Interfly operates a CJ, a CJ2, a CJ2+ and a Beech 200 from its three bases at Parma, Milan Linate and Brescia Montichiari where it is developing a new full-service FBO. “Initially we are restructuring a 2,000 sq m hangar and 800 sq m offices and, after obtaining the relative permission, a new dedicated general aviation terminal will be erected onsite,” says Balzarini.

Interfly’s broad range of activities includes a flight school, Part 145 maintenance facilities and aerial works as well as handling. Business has picked up in 2010. “It has started to improve compared to 2009,” the company’s Savero Cusumano reports.

Star Work Sky, which operates

EUROPEAN BUSINESS AIR NEWS

from bases in Alghero, Genoa, Predosa and Thienem, operates three SA315Bs, five AS350s and one EC135.

Davide Subrero, operations director, says the company offers a wide range of services including aerial works, air ambulance and medevac, fire services, freight and passenger. It also offers photography and film, sightseeing and leisure and survey and surveillance.

Skybridge AirOps, which operates its private charter flights out of Ciampino, says there is good demand for its two Embraer 120s and its Hawker 900XP. The company carries out both freight and passenger operations.

Palio Air Service reports that business is slow but steady. The company, which specialises in aerial works, passenger services, photography and film, operates an AS355 from a heliport near Florence, Other operators report that their aircrafts’ popularity with clients is helping maintain business levels.

These include Delta Aerotaxi, which operates the DA2000 and CE510 out of Florence and Aliven which charters five Citations – a 560XL, a 500 and three 525s – out of Linate and Ciampino.

Alba Servizi Aerotrasporti, which operates from Milan Linate, focuses on vip passenger charter offering clients two Hawker 800s, one Learjet 60, a Premier 1 and a Challenger 600.

Air Service Center, which operates from bases in Bresso and Arena Po, says its diverse range of services has helped maintain business. These include aerial works, fire services, passenger charter, photography and film, sightseeing and leisure and survey and surveillance. Its fleet includes seven AS350s and one A109.

FoxAir SpA has been renamed K-Air SpA after being acquired by the GF Group. the offices are in Albenga Airport and the main operating bases are Albenga, Genoa, Linate, Bologna and Ciampino. It offers a fleet of two P180 Avanti and four P180 Avanti IIs. The global recession has provided charter operators with strong evidence that it pays to be able to offer a wide range of services and, if possible, be equipped to provide a sought after niche service, especially during more difficult economic times.

Argos adds fuel and catering options to expanding range of services Argos VIP Private Handling is opening new branches to enhance its country-wide coverage of Italy.

Project manager Maila Paternesi says: “We are already well established in all Italian airports but we are always seeking to improve and expand our FBO services.

Argos: enhancing services.

“We are setting up our own catering company in Rome which will ensure our clients enjoy top quality food and refreshments. We have also started to provide fuel at competitive prices. Our objective is to provide for the clients’ every need and these developments will help us achieve this aim.”

MARCH 2010 13

Support services build for the future Manufacturers and maintenance and service centres, like the charter operators they serve, are using a time of generally slacker demand to build for the future.

Helicopters Italia, which says it has the advantage of being the only Eurocopter and Turbomeca Service Centre in Italy, is expanding.

Daniele Gosetti, quality manager of the Trento airport-based company, explains: “We already offer Part 145 maintenance, Part 147 training and Part M, continuing airworthiness management services. We are applying for ‘full’ Part 21 design approval.”

Gosetti adds: “The economic crises has led to a crunch on investments and the operators therefore have heavy cash flow problems. But we offer the most comprehensive spectrum of services and the highest quality and we are Bermuda approved for maintenance

Alberto Galassi: Piaggio Aero support services are expanding.

and airworthiness management. We offer full support for operators base in countries around Italy such as Slovenia, Croatia, Albania, Malta, Turkey, Greece and Austria.

Piaggio Aero Industries is building a new manufacturing facility in Villanova d’Albenga, about 70 kilometers west of Genoa, planned for completion in 2012.

ITALY REGIONAL REVIEW “This plant will allow Piaggio Aero to significantly increase production capacity, production efficiency and optimise workflow,” says ceo Alberto Galassi.

The company has three main production facilities covering 120,000 sq m in the northwest Italian cities of Genoa Sestri and Finale Ligure and a high technology centre based in Pozzuoli, near Naples. Final aircraft assembly and flight testing of aircraft is located at the main facility in Genoa, which includes the corporate headquarters.

Piaggio Aero also operates two additional service centres, one at Rome’s Ciampino airport and the other at the Pratica di Mare Air Base.

Aircraft and engine component manufacturing activity, general engineering, and engine maintenance Continued on next page

EUROPEAN BUSINESS AIR NEWS

14 MARCH 2010

Continued from previous page

I N D U S T R Y

N E W S . . .

and overhaul are all undertaken at Finale Ligure.

Galassi says that the company’s aircraft are being used for an everincreasing number of roles. The P166-DL3 APH aircraft has been used for photogrammetry missions in support of a UN mission in the Horn of Africa to map the future boundary between Ethiopia and Eritrea. The Italian coastguard, the Capitanerie di Porto utilises the all-weather equipped P166-DL3 SEM for maritime patrol, search and rescue and environmental surveillance. The Italian customs police, the Guardia di Finanza, operates the P166-DL3 GdF in maritime patrol, SAR and antismuggling surveillance logging more than 35,000 flight hours.

TAG Bologna srl, which reports

handling 4,798 aircraft movements in 2009, has no plans to expand its facility or services in 2009. But Sky Services, an FBO network based at Milan Linate and Malpensa, Venice Tessera, Rome Ciampino and Naples Capodichino (Avitat), is constantly expanding. “The network is still growing,” says the company’s Simone Kluemper. Sky Services handled around 13,000 business aircraft movements in 2009 and it is adding the new location of Venice Tessera. “Our plans are to be ready by early April 2010 to offer full handling services to GA aircraft. We also now have a hangar and office space available for rent at Milan Malpensa,” Kluemper adds.

Claudio Fiume, md, reports that Aeradria Spa, the operator of San Marino’s Aeroporto Internazionale di Rimini, handles more than 8,200

ITALY REGIONAL REVIEW business aircraft movements a year including 200 involving helicopters.

The company is building a 1,500 sq m hangar, completion due this summer, and it also plans to have a GAT operational within four years.

Universal Aviation Italy says that its nationwide capability has stood it in good stead during the global downturn. It provides full executive ground handling services at Rome Ciampino and Milan Linate but also co-ordinates handling requirements at all other Italian locations.

Companies who have invested in the good times seem to be faring best in difficult times.

Richard Yeomans: web site launch.

NetJets captain launches web site with military precision NetJets captain Richard Yeomans has combined military precision with information gathering and sifting skills to launch Flight Crew Finder Ltd, a specialist recruitment web site connecting flight crews with potential employers.

He, and co-founder and web developer Karen Smallwood, worked round the clock to launch the web site designed to improve employment chances for flight crew in today’s tough marketplace.

Smallwood says: “We discussed how a lot of jobs came about through networking and being in the right place at the right time.”

Yeomans, type-rated for the Falcon 2000, Hawker 400XP and Citation Bravo, says: “Aircraft operators get free of charge direct access to qualified, fully vetted flight crew from a wide range of fleets. They simply search the subscriber database, selecting aircraft type and experience required, to produce a shortlist of candidates whom they contact directly.”

Smallwood says: “We’ll also be using a host of social networking tools and technology.”

100th Challenger 605 enters service Bombardier’s 100th manufactured Challenger 605 has entered service, the company has announced.

With over 800 aircraft manufactured, the Challenger 600 series has accumulated over 4,000,000 flight hours.

PrivateFly launches iPhone app Online private jet booking platform PrivateFly.com has launched an iPhone application, free to download, which allows the phone user to enter trip details and then receive an immediate charter cost estimate.

CEPA conference set for April The Central Europe Private Aviation Association will host a conference this April 22-23 at the Mandarin Oriental Hotel in Prague.

Speakers will include leaders from Czech government ministry, air traffic control and companies on the local CEE market.

Cessna rolls out 300th Mustang

FBO survey addendum Following our survey of specialist business aviation handling facilities around Europe and the Middle East in the February edition, we are pleased to add the following additions and corrections. The full survey is available online at www.ebanmagazine.com.

Finland

Less than three years after the first delivery in 2007, the 300th Mustang has been completed. It will be delivered later this year to a customer in Australia.

Helsinki (Vantaa) Finavia Business Flight Centre TEL: +358 9 8277 2780 WEB: www.finavia.fi OPS MANAGER: Erik Lindholm, supervisor

Gulfstream G150 approved for steep approach The Gulfstream G150 aircraft has achieved steep approach certification from the European Aviation Safety Agency, allowing it to operate at airports with an approach angle of up to six degrees, such as Lugano and Chambery.

AgustaWestland unveils the Grand New A glass cockpit, room for up to six passengers or two stretchers plus medical attendants – these are just some of the benefits that AgustaWestland says its Grand New helicopter can offer.

The aircraft has already achieved EASA certification.

Falcon 7X interior wins design award Dassault Falcon and BMW Group DesignworksUSA won the “Good Design” award for 2009. It was awarded by The Chicago Athenaeum and The European Centre for Architecture Art Design for their successful collaboration on the new Falcon 7X interior option. The new interior will be available for deliveries starting in the third quarter of 2011.

FLIGHT OPS: 24hr ops. No flight planning (flight planning services available 24hrs at FBO’s AIS/MET). Weather by Met Office and computer (AIS/MET services available 24hrs). Crew transport on apron and by taxi to hotel. Crew rest rooms at airport facility (quiet lounge available). 5-30 mins to preferred hotel.

HANDLING: Third party hangarage up to B747. Third party

maintenance by authorised Dassault Falcon service centre, Airfix Aviation. Third party catering by Vantaa Catering Service and Finnair.

PASSENGERS: GA terminal - business flight terminal one

mile south-east from main terminal. Own vip facilities including lounge - vip terminal (vip president), vip centre at the main terminal.

FUTURE PLANS: Vip meet and greet service, meeting rooms in Business Flight Center and vip terminal.

France Lyon (Bron) Aeroports de Lyon Executive Handling TEL: +33 4 7826 8109 WEB: www.lyonaeroports.com

The main passenger lounge at London Luton.

Harrods FBO adds fuel services Harrods Aviation has introduced two new fuel bowsers able to swiftly refuel any size aircraft along with a new commercial agreement for fuel purchase at the newly-refurbished London Stansted FBO. The company says: “Harrods is now well positioned to provide customers with fuel at highly competitive rates. New fuel agreements are in force at both our London Stansted and London

OPS MANAGER: Eric Dumas FLIGHT OPS: 0630 - 2230 (24hrs on request). Flight planning by pilot terminals (Met and Notam by staff).

Weather by computer. Crew transport on apron and by crew bus to hotel. Crew rest rooms within FBO (comfortable flight crew lounge with shower, TV and DVD, courtesy shuttle to hotels within 5 km radius). 3 mins to preferred hotel.

HANDLING: In-house hangarage up to wingspan

21m/height 8m/length 24m. Third party maintenance by BCA, Loc’Heli and PAM up to Beechcraft and Cessna.

Third party catering by Eventys and Lyon Air Traiteur.

PASSENGERS: GA terminal - Lyon Bron is a dedicated

business aviation airport. Own vip facilities including lounge and office services - vip lounge “Salon Prestige”.

Germany

HANDLING: In-house hangarage up to 2,000 sqm. In-

house maintenance up to Hawker 900. In-house catering.

PASSENGERS: GA terminal - with car parking. Own vip

facilities including lounge - office services and business lounge. rental in terminal 2, limo service, dedicated refueling JET A1 and Avgas 100LL (own depots and fuel via credit card or carnet), GPU, stairs, potable water, toilet service, laundry, washing up, de-icing, foreign daily newspapers available, third party services on request.

Netherlands Groningen (Eelde)

Air Hamburg

TEL: +44 1452 856 222 WEB: www.flightpartner.co.uk OPS MANAGER: Bob Burns

WEB: www.groundace.eu OPS MANAGER: Celine van Berg

HANDLING: Third party hangarage. Third party

maintenance by Eurojet Engineering. Third party catering.

PASSENGERS: GA terminal. Own vip facilities including

lounge and office services. Limo access to aircraft with prior permission.

Italy

maintenance. Third party catering.

PASSENGERS: GA terminal - aircraft: taxi via Delta to Juliet

apron; cars/taxis: follow signs for GA terminal. Own vip facilities including lounge and office services. Limo access to aircraft with prior permission.

Romania Bucharest (Henri Coanda) Ion Tiriac Air TEL: +40 21 350 60 81

Milan (Malpensa) G.S. Aviation TEL: +39 02 5858 3656 WEB: www.gsaviation.it OPS MANAGER: Cpt. Silvano Galli FLIGHT OPS: 0600 - 2200 LT (24hrs on request). Flight planning by pilot terminals (ACK, PPR, slot coordination provided). Weather by Met Office and computer (complete folder meteo - TAF, METAR, NOTAM, SIGMET, low/high level etc). Crew transport on apron and by taxi to hotel. Crew rest rooms at airport facility. 5-10 mins to preferred hotel.

lounge and office services. Limo access to aircraft with prior permission.

HANDLING: Third party hangarage. Third party

PASSENGERS: GA terminal. Own vip facilities including

Worldwide leader in aviation market intelligence.

Flightpartner

pilot terminals (pilots’ PC or via WiFi). Weather by computer. Crew transport by taxi to hotel. Crew rest rooms within FBO. 10 mins to preferred hotel.

maintenance by Lufthansa Technik and Aero Technik. Inhouse catering.

JETNET.COM

Gloucestershire

WEB: www.air-hamburg.de

HANDLING: Third party hangarage up to BBJ. Third party

+1.315.797.4420

U.K.

FLIGHT OPS: 24hr ops. if necessary . Flight planning by

planning by staff and pilot terminals (DFS Terminal).

Weather by Met Office and computer. Crew transport on apron and by crew bus to hotel. Crew rest rooms at hotel.

10 mins to preferred hotel.

800.553.8638

agency.

TEL: +49 40 70 70 889 17

FLIGHT OPS: 24hr ops with night restrictions. Flight

Know More.

OTHER SERVICES: Helicopter transfers and in-house travel

FLIGHT OPS: airport hours. Flight planning by staff.

Weather by Met Office and computer. Crew transport on apron and by taxi to hotel. Crew rest rooms at hotel (crew rates available at Golden Valley Thistle Hotel). 5 mins to preferred hotel.

TEL: +31 50 308 0075

Hamburg

vip facilities including lounge and office services - all the facilities needed for vip assistance are available. Limo access to aircraft with prior permission.

OTHER SERVICES: Shuttle between terminals 2 and 1, car

Ground ACE

OPS MANAGER: Wim Van Vlaenderen

Elevated Knowledge

Luton FBOs. Along with recent investment in owned bowsers, this means that Harrods can act independently with trained operatives fully prepared to meet customer demand.”

The company’s extensive sixmonth redesign and refurbishment project of its Stansted facility, involving an investment totalling in excess of £1 million, has been completed.

WEB: www.tiriacair.ro OPS MANAGER: Radu Ruse FLIGHT OPS: 24hr ops. on request. Flight planning by staff

and pilot terminals (PPS programme available). Weather

by Met Office and computer (Romanian Air Traffic Services administration/met division). Crew transport on apron and by crew bus to hotel. Crew rest rooms within FBO (pilot’s lounge). 5-30 mins to preferred hotel.

HANDLING: In-house hangarage up to G-V. In-house

maintenance up to CE560, G200 and A109S. Third party catering by Alpha Rocas.

PASSENGERS: GA terminal - operated by Ion Tiriac. Own

Liverpool (John Lennon) Liverpool Aviation Services (LAS) TEL: +44 151 486 6161 WEB: www.liverpoolhandling.co.uk OPS MANAGER: Wayne Barrett FLIGHT OPS: 0800 - 1930 LT (24hrs on request). Flight planning by staff and pilot terminals (PPS). Weather by Met Office and computer (weather briefing via various sources). Crew transport on apron and by taxi to hotel.

Crew rest rooms at hotel (dedicated lounge area for visiting crew, nearby Marriott South available for day stops and admission to David Lloyd Leisure Complex for nominal charge). 5 mins to preferred hotel.

HANDLING: In-house hangarage up to Citation X. In-house

maintenance by Ravenair up to pistons, BE90, Citation 500 through to CE560XL and CE650. In-house catering by various off-airport vendors. Notice usually required.

Please advise requirements ASAP. PASSENGERS: GA terminal - at FBO facility. LAS owns and

operates the only FBO at EGGP. Own vip facilities including lounge and office services - Business Aviation Centre.

Limo access to aircraft with prior permission.

OTHER SERVICES: Brokerage and aircraft management.

In-house fuelling available.

EUROPEAN BUSINESS AIR NEWS

MARCH 2010 15

CESSNA

www.aerotoystore.com. Email: sales@aerotoystore.com

Marketplace

HAWKER BEECHCRAFT

Contact Mark Ranger on: +44 (0)1279 714509 mark@ebanmagazine.com Falcon 900EX

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

410. Contact: Ben Dean Tel +44 208 564 3701 Airclaims Limited. Web: www.airclaims.com .

Email: ben.dean@airclaims.com

Picture adverts (40 words of text plus colour picture) cost £75 each. You can also choose our new display advertising option for larger inventories.

BOEING

Citation CJ2 2007, S/N 525A-0375, TSN 815, CSN 595, EASA, JAR OPS 1, CJ2+ Value Package 4E, TAP ELITE Progr., Cescom/CAMP, 6-7 pax, Bravo/Encore style entry steps, steep approach cert., engs. Williams RR FJ44-3A24 on PBH progr., Collins Pro Line 21. Jörn Deistler Tel: +49 4881-936693 Germania Executive. Web: www.germaniaexecutive.com. Email: eurojets@germaniaexecutive.com

2001, S/N 092: 3240 TTAF, Engines & APU enrolled on MSP HUD, SATCOM, SATAFIS, Triple IRS, Dual FMS, FDR, C c/w 02/08 by Jet Aviation-Basel, EU OPS/EASA Approved.

Fourteen passenger configuration, new paint/interior Feb/2008. Tel +1 713 681 0075 Par Avion Ltd.. Web: www.paravionltd.com.

Email: info@paravionltd.com

DORNIER

800B 1993, G-WYNE, 1993 S/N 258240, TT 5,758 hours, EU-OPS compliant, MSP Gold, Hawker 1000 flight deck, TCAS II, Dual FMS, EGPWS, New paint / interior refurb 2006.

Available for immediate sale, $2.95m, offers invited. Contact: Ben Dean Tel +44 208 564 3701 Airclaims Ltd. Web: www.airclaims.com.

Email: ben.dean@airclaims.com

Challenger 605

737-200 Advanced Only 7,370 TT. Excellent pedigree! Never flew commercial! Part 91 use only! 27 seats, 19 Part 91 Certified. Fresh HSI, excellent paint, gorgeous new interior w/forward state room.

Fresh “C” inspection. Tel: +1 954 771 1795 Aero Toy Store Inc. Web: www.aerotoystore.com. Email: sales@aerotoystore.com

S/N 5728. Brand new! JAR-OPS compliant, USD$1.2 million+ in options. Direct TV, Datalink, Triple IRS, LDS, RAAS, video encoder, EVAS. Floorplan 1 ten pax interior with four place berthable divan. Two 21” monitors, microwave oven. Won’t last! Tel: +1 954 771 1795 Aero Toy Store Inc. Web: www.aerotoystore.com. Email: sales@aerotoystore.com

328JET “Executive” ER Citation CJ2+ 2008, G-NMRM , 525A - 0408. Based Exeter UK. 290TT IFR 2008 Paint. 7 seats. Well specified. JAR-OPS 1 compliant. Price: $5.5m.

Contact: IL Lione Alato, William Bradley Tel: +44 1395 269233 or +44 7866 767 850 Bradley Management Services. Email: franbradley@btinternet.com

2001, S/N 3162, TSN 4133, CSN 2668, range 2000 nm, MTOW 15.660 kgs, JAR-OPS 1 / EASA cert., CAMP, engs. P&W 306B on ESP, Phase IV upgr., 2 QC interiors 16 VIP/32 pax.

Jörn Deistler Tel: +49 4881-936693 Germania Executive Aviation. Web: www.fairchilddornier.com. Email: eurojets@germaniaexecutive.com

800B 1989, G-GRGA, S/N: 8130. TTAF 6,230 hours.

MSP Gold. Zero time since inspections plus new leading edge and ailerons. New Price $2.595m. Contact: Roger Stainton, JetFlight Ltd, Tel: +44 1353 661636 JetFlight Ltd. Email: JetSalesUK@aol.com

EMBRAER

PIAGGIO

Legacy 600

Avanti II

S/N 14501003. September, 2007 in-service date. Factory warranty, only 890 TT, JAR-OPS compliant, engines on Rolls-Royce Corporate Care. 13 passenger plus observer & cabin attendant seats. Airshow 4000, Can convert to Pininfarina Edition! Call for price! Tel: +1 954 771 1795 Aero Toy Store Inc. Web:

2010, New, corporate interior. SAT-Tel, Collins Proline 21 integrated avionics, IFIS upgrade, maps & charts, TCAS & TAWS, JAR & FAA ready. Delivery June. Ops and Rentback available. Tel: +49 6332 97200 Winair Germany. Web: www.winair.eu. Email: sales@winair.eu

Learjet 40

747 SP-31 S/N 21961. Fly non-stop 16 hours! 6,300nm+ range! Luxurious forward cabin, mid cabin and second floor. Seven lavatories, two galleys - one midcabin and one aft. The aft cabin is configured with 64 commercial seats.

157 total passenger capacity! Tel: +1 954 771 1795 Aero Toy Store Inc. Web: www.aerotoystore.com. Email: sales@aerotoystore.com

2004, G-MOOO, S/N 45-2007, 2004 model, attractively priced, call for details. TTAF 1600 hours. Engines on MSP, on Bombardier Smart Parts Program, JAR-OPS 1 certified, 2nd UNS1E Flight Mgmt Sys., recent inspections, 6 passenger interior tastefully completed in black leather. Tel: USA +1 201-891-0881 Offered by Leading Edge Aviation Sol. Web: www.leas.com . Email: aircraftsales@leas.com

BRITTEN NORMAN

Citation Sovereign VP-CMH, SN 171 September 2007 TT 581. All programs. Best maintenance by Jet Aviation.

Honeywell EPIC, 8 passenger, phone, HF, microwave, jumpseat. Like new, ready to go.

Asking price US$13M. Make offer.Te: +49 171 4691656 Fax: +49 7824 3027700. Email: erath.michael@herrenknecht.de

DASSAULT

Career opportunities

BOMBARDIER

Regional Sales & Marketing Manager - Europe

BN2T Executive Islander Challenger 604 2005, 2005, S/N 5623. TT 1,360 hours. EUOPS compliant. Collins Pro-line 4 Avionics.

Honeywell Mark V EGPWS. Exterior paint 2006 silver/black. 6 Club in medium brown leather + 3 seat divan in black cloth. Airshow

2004, TT 430 hours. As new, up to date maintenance, RR250-B17C engines, Bendix King, Century 2000, club seating (cream leather), CD player, refrigerator, air conditioning and immaculate white paint.

Tel: +44 20 3371 4000 Britten Norman. Email: sales@britten-norman.com

2010 Embraer Phenom 100 Serial Number 50000112 M YTOY

Falcon 2000 1999, S/N 094: 2620 TTAF, Engines enrolled on CSP Gold, APU enrolled on MSP, SATCOM, Dual FMS/GPS/IRS, FDR, CVR, C c/w 12/05, 3A/3A+ c/w 09/09, EU OPS/EASA approved. Ten pax configuration, New Paint Nov/2009. Tel +1 713 681 0075 or +1 201 445 5660 Par Avion Ltd. www.paravionltd.com.

Email: info@paravionltd.com

Competitive pay and benefits package for the right candidate.

Interested parties please apply online: www.bellhelicopter.com/en/careers/ Textron is an Equal Opportunity Employer

FBO Relationship Manager The North West Jet Centre

London, Competitive Salary and Benefits

World Fuel Services is the global leader in the downstream marketing and financing of aviation, marine and ground transportation fuel products and related services. Through our Aviation, Marine and Ground business segments, World Fuel Services provides fuel and services to commercial and corporate aircraft, petroleum distributors and ships at more than 2,500 locations around the world.

In order to enhance our position as a supplier/distributor and value added reseller of jet fuel and related services in the Business Aviation industry we are seeking to recruit a high calibre individual to join our team to build and maintain strong relationships with FBOs and handlers.

Your specific responsibilities will include: - Development of contract fuel programmes for individual FBOs or chains

For sale with 50 hours TT, located Blackpool and available immediately. t t t t t t t t t t

Premium Door Demonstrator Livery ADF Full EASA Spec 2nd Transponder with Mode S with Diversity ELT/NAV Electronic Charts Electronic Checklist Cockpit Flood Lights In Flight Sat Phone And much more.

Sold with delivery included in Europe (worldwide available) and 6 months crew and operational support. Full time management available if required.

For more information contact: Simon Menzies Direct Line: +44 (0) 7831 121612 E: simon.menzies@poolaviation.com T: 01253 407070 W: www.privateairmanagement.com

Pool Aviation | Hangar 3 | Blackpool Airport | Blackpool | Lancashire | FY4 2QY | UK

- Identifying opportunities to develop FBOs as customers, collaborating with our Supply Management team to negotiate bulk fuel contracts - Promoting the use of AVCARD as the preferred charge card for non-contract fuel transactions - Assisting in the resolution of operational issues - Supporting our ITP product through the development of a preferred agent network - Collection and maintenance of market data You will be an experienced aviation professional with a clear understanding of the role of the FBO (ideally you will have worked for or with FBOs). You will have strong interpersonal skills, along with a sound commercial acumen. Although the role is based in our London office there will be the necessity to travel across Europe.

For further details, and the opportunity to apply online, please visit www.wfscorp.com. Our careers page can be found in the “About Us” section.

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