AvBuyer Magazine March 2021

FC March ElliottJets.qxp_FC December 06 24/02/2021 12:48 Page 1

Volume 25 Issue 3 2021

™

ACTIONABLE INTELLIGENCE FOR BUSINESS AVIATION

proudly presents

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THIS MONTH

Upgrading Cabin Management Systems: What to Know Airbus H145 vs Sikorsky S-76D vs Leonardo AW169

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Business Aircraft: How to get Accurate Valuations

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Editor Welcome.qxp_JMesingerNov06 23/02/2021 09:10 Page 1

Guest Editor’s VIEWPOINT Adam Meredith, AOPA Finance

Why Does Aircraft Usage Matter to Lenders?

How are you going to use your airplane? The airplane’s intended mission

determines which finance companies will lend to you, and the terms of the deal. t could be said that there are only two types of airplanes to a lender: a nice-to-have asset, or a working asset. Personal-use aircraft — shuttling company employees or the family for travel — are nice-to-have assets. The lender expects the aircraft to fly an average number of hours per year.

An aircraft put on a Part 135 charter certificate or on leaseback with an FBO, however, will fly significantly more. These aircraft are considered working assets because of their high usage. The risk profiles of the two are very different.

From the lender’s perspective, should the borrower go into default or the business into bankruptcy on a nice-tohave asset, the airplane can be parked, turned over, and sold without adversely affecting creditors.

The employees and the boss can return to flying scheduled airlines. It’s not essential to the function of the business. The depreciation trajectory for these airplanes is less steep and more predictable.

For this type of financing, lenders can predict a worstcase scenario of a reasonable return on the asset should they need to turn the airplane over. That’s an acceptable loan risk for many aircraft financers.

An example of that acceptable risk is a 20-year amortization with 15% down on a relatively new airplane.

This is typical of what AOPA Finance helps get for its clients.

I

Be Clear With Yourself and Your Lender

Unfortunately, AOPA Finance has worked with some clients who allowed a well-meaning accountant or friend to suggest that additional use of the asset might have tax benefits, and they changed their mind midway through the deal.

Only recently, a client decided to lease back the aircraft for rental, well into the financing process. Had AOPA Finance known sooner about his leaseback

intentions, a better option from a different lender could have been negotiated.

The higher number of hours flown per year increases operational wear, which speeds up diminution of the airplane’s value, which in turn accelerates the loss in equity.

If the buyer gets a loan based on personal/business use but then puts the airplane on a charter certificate, the likelihood of them being upside-down on the equity of that airplane within four years could be significant. When the time comes for the owner to sell and upgrade, he or she can’t without bringing money to the table.

Alternatively, should the owner go into default, the lender would be unable to recoup the loan amount.

It’s also harder for a lender to step in and turn over a high-usage aircraft put on a charter certificate. That business exists to fly airplanes. In the case of a bankruptcy, a judge may acknowledge the revenuegenerating potential of the airplane as a working asset.

The judge could rule that the airplane must remain in service. The airplane’s value would continue to decline, and the lender would be forced to stand by while its asset loses money.

Knowing which lenders will finance working-asset aircraft is part of AOPA Finance’s expertise. Lenders that offer these particular deals do so because they have an intimate knowledge of the makes and models of aircraft used for such operations. They know financing highusage aircraft is more akin to financing a business loan.

That’s why it’s important to know early in the process how you intend to use your airplane and to stick with that decision.

It’s far better to know up-front whether the airplane is a nice-to-have, or a working asset, rather than being inadvertently misled into thinking you can do something, which could end up costing you dearly. ❙ More information from https://finance.aopa.org

Adam Meredith is an aviation enthusiast, holding his Commercial SEL/MEL and Instrument ratings. He has over 20 years’ lending, business development, small business management and customer service experience. He currently serves on the board of the National Aircraft Finance Association (NAFA) and has been actively involved in the aircraft finance industry for the last 10 years. Adam came to AOPA after working in Commercial Lending and Workout for the Aviation Group at Santander/Sovereign Bank on a nearly $800m portfolio.

4 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

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Contents Layout FEB21.qxp 24/02/2021 15:25 Page 1

Vol.25 Issue 3

Contents

2021

4 12

32 36 42 48 56 60 64 68

Guest Editor

Adam Meredith, AOPA Finance

Market Indicators

Trends and Observations from Leading Business Aviation Analysts

Market Insights

Interview With Alireza Ittihadieh, Freestream

Buying & Selling Aircraft

Business Aircraft: How to Get Accurate Valuations

Ownership

Tips for Reducing Business Aircraft Operating Costs

Helicopter Comparison

Airbus H145 vs Sikorsky S-76D vs Leonardo AW169

Aircraft Price Guide

Very Light & Light Jet Aircraft Values

Flight Department Management

Integrate the Right Jet Into Your Flight Department (Pt 3) How a Single Pilot can Offset Risks in a BizAv Cockpit (Pt 2)

Avionics

Upgrading Cabin Management Systems: What to Know

74

How Good are Today’s BizJet Cabin Air Filters?

82

How to Retrofit Situational Awareness into Your Cockpit

86

Mainenance

Editorial Contributor (USA Office) Dave Higdon dave@avbuyer.com ADVERTISING Steve Champness - Publisher Americas +1 770 769 5872 steve@avbuyer.com Ricky Gioconda Account Manager +1 919 434 1364 ricky@avbuyer.com Lise Margin Account Manager +1 703 818 1024 lise@avbuyer.com David Olcott Account Manager +1 802 233 6458 davo@avbuyer.com Maria Brabec - Account Manager EMEA & APAC Aircraft & Services Sales +420 604 224 828 maria@avbuyer.com STUDIO/PRODUCTION Helen Cavalli / Mark Williams +44 (0) 20 8939 7726 helen@avbuyer.com mark@avbuyer.com CIRCULATION Sue Brennan +44 (0) 20 8255 4000 Freephone from USA: +1 855 425 7638 sue@avbuyer.com

How to Build Maintenance Relationships (MRO to Customer)

AVBUYER.COM Jayne Jackson jayne@avbuyer.com

Community News

Emma Davey emma@avbuyer.com

96

OEM News and Industry Appointments

102

Showcases

110

Marketplace

113

Advertisers Index

114

Aircraft for Sale Index

Next Month • When to Start Shopping for Aircraft Finance • Does Tax Really Impact an Aircraft Registry Choice?

• Pilatus Aircraft Market Update

8 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

EDITORIAL Commissioning Editor Matthew Harris +44 (0) 20 8939 7722 editorial@avbuyer.com

MANAGING DIRECTOR John Brennan +44 (0) 20 8255 4229 john@avbuyer.com USA OFFICE 1210 West 11th Street, Wichita, KS 67203-3517 EUROPEAN OFFICE AvBuyer House, 34A High Street, Thames Ditton, Surrey KT7 0RY, UK +44 (0)20 8255 4000 Freephone from USA: +1 855 425 7638 PRINTED BY Fry Communications, Inc. 800 West Church Road, Mechanicsburg, PA 17055 www.AVBUYER.com

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2006 CESSNA CITATION X • Serial Number: 750-0261 • EASA and Part 135 Certified • Elliptical Winglets

2016 NEXTANT 400XTI • ADS-B Out • No Damage History • Asking Price- Make Offer

2007 LEARJET 45XR • Serial Number: 45-346 • Engines and APU Enrolled on MSP • Next Gen Avionics: ADSB-Out, TCAS 7.1

• Collins Pro Line 21 Avionics Suite • ADS-B Out & WAAS/LPV • Part 135 Certified

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2000 BEECHCRAFT BEECHJET 400A • Serial Number: RK-266 • Garmin 5000 Integrated Flight Deck • New Paint and New InteriorNov 2017

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• Serial Number: 258527 • Engines and APU on MSP Gold Programs • Global AFIS

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• No Damage History • Complete Original Logs • Virtual Tour

MarketIndicators.qxp_Layout 1 23/02/2021 09:15 Page 1

MARKET INDICATORS

Business Aviation Market Overview Brian Foley, Editor, Market Indicators, examines pre-owned aircraft sales in 2020 discovering that the highly active market was not just US tax-induced, but also buoyed by lower price points and ‘fundamentals’…

T

he number of used business jet transactions in 2020 handily beat 2019 by 18%, with more still being tallied each day, according to AMSTAT. Some may attribute this great accomplishment principally to US buyers flooding the market to lock in favorable tax benefits, on the assumption that they could soon disappear under the newly elected administration.

Indeed, there was even some trepidation that the 2020 pre-owned buying frenzy would immediately die after January 1, 2021, once this stampede was over.

Fear no more. Worldwide pre-owned transactions in January, 2021 numbered 139 units at the time of writing (a tiny bit more than in January, 2020). As there is an inherent time-lag with registration paperwork getting filed (particularly international), one can safely assume that this margin will grow even larger.

This objective data attests to the fact that buyers are still willing to purchase pre-owned aircraft, even if the continuation of US tax benefits are questionable going forward. This suggests that the continued strong sales activity is from organic growth in the market and is not just a one-night-stand, based on taxes.

This Market has Legs – Here’s Why…

Aside from those who actually did want to guarantee their tax write-offs by locking in a 2020 purchase, there are 12 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

several other plausible explanations for the outstanding sales volume last year. These same factors are expected to provide continued sales momentum well into 2021.

First, the industry has incredibly adept participants who know how to find, facilitate, close and support sales.

Without this experience and infrastructure, the pre-owned buying process would be far less efficient, resulting in fewer transactions.

Another reason, believed not to have been proposed yet, is the result of pre-owned aircraft pricing being in a relative freefall over the past decade. It’s possible that prices may have fallen to a point that meaningfully expands the addressable pool of buyers, resulting in an increase in the number of pre-owned sales.

This can be compared to new aircraft prices which have remained in a narrow band, and thus did not expand the pool of capable buyers, to the obvious detriment of sales for manufacturers.

Covid-19 also played its part. In an attempt to avoid the germy environment of the airport terminal, those with the means have explored ways to fly privately. While most have gravitated towards charter and other non-ownership models, a few have taken the leap into full aircraft ownership, providing a nice adjunct to traditional preowned sales.

Even though unemployment is at multi-year highs, GDP

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AVBUYER.com

Brian Foley formed Brian Foley Associates (BRiFO) in 2006 to assist aerospace firms and investors with strategic research. In addition to his work as Market Intelligence Editor, AvBuyer, he is a regular contributor for Forbes.com and his views are published in the media worldwide.

Currently, Brian serves the Transportation Research Board as a member of the Business Aviation, helicopter, commercial airline and UAV system subcommittees, and he previously served on the Board of a Wall Street financial firm. Before starting his consultancy business, Brian was marketing director at Dassault Falcon Jet for 20 years, and started his career at Boeing. He is an instrument-rated private pilot. https://www.linkedin.com/in/brifo/

“There may even be new drivers that appear in 2021 fell over 30% during Q2 2020, and there’s still a lot of future uncertainty, but the stock market, earnings and personal portfolios have ballooned with the help of government stimulus. This has provided buyers with the necessary financial resources and confidence to execute their deals.

The activity that this generated was further fueled by interest rates which have fallen to practically zero. This in turn qualifies more buyers who require financing to afford an airplane. Lower interest rates, coupled with lower prices, made business aircraft ownership a reality for those who were previously less qualified.

In Summary

It is believed that 2021 will shape up to be another respectable year for pre-owned aircraft sales. Many of the fundamentals that drove spectacular 2020 sales are still intact. Even if the accelerated depreciation tax benefit were to go away in the US, we know from the early January 2021 sales results that it was not the only market driver.

There may even be new drivers that appear in 2021 that were not present in 2020 – such as an economic resurgence in emerging markets, and higher oil prices.

This is a great time to be in the business of Business Aviation.

MI www.brifo.com



www.AVBUYER.com

that were not present in 2020 – such as an economic resurgence in emerging markets, and higher oil prices. This is a great time to be in the business of Business Aviation.”

AVBUYER MAGAZINE Vol 25 Issue 3 2021

13

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MARKET INDICATORS

AVBUYER.com

Flight Activity - Global According to WingX’s Global Market Tracker, just under 50,000 fixed-wing aircraft were active in January 2021, with 23,000 business jets in operation, flying 322,000 sectors. That represented 18% of the total traffic, and was down by only 9% compared to January 2020.

January’s Business Aviation trend was far stronger than for the scheduled airlines, where passenger sectors were down by 50% for January. Ad hoc and scheduled cargo operations continued to exceed pre-pandemic levels, with an increase of 16% in flight hours for January.

The resilience of Business Aviation began to erode towards the end of January, however, as travel restrictions bit. For the week leading up to February 2nd, activity was down 16% YoY.

North America

The North America market stood up well in January 2021. The US was the key market, just 7% down in terms of flight activity compared to January 2020. The Year-on-Year (YoY) trend for the full month was flattered by the New Year holidays, with early January seeing more than 8,000 departures a day – a high point which has occurred only four times since the pandemic.

The Branded Charter operators did the best, operating within 3% of normality in terms of sectors, and 3% more than normal for flight hours. The market deteriorated in the second half of January.

Florida remained the busiest hub for Business Aviation globally, with 30% more departures than Texas in January.

The busiest pairs are intra-State, but the fastest growing connections are with New York, Georgia, Texas and Illinois.

Europe

In Europe, the proliferation of border restrictions was reflected in fast-tapering flight activity, down by 25% for January.

The UK continued to be the deadweight, with flight activity down by 55%.

Not all of Europe saw declines, however, with flight activity from (and within) Russia and Turkey still higher than it was a year ago. Scandinavian and Eastern European countries were also seeing fairly robust activity, with more activity than ever through Latvia, Hungary, and Iceland.

The growing complexities imposed 14 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

on UK registered aircraft may have been reflected in flight activity growth out of Malta, up by 25% in the last week.

In Europe, the Light and Mid-Size Jet categories continued to see more robust activity in Europe, while Heavy and Long-Range Jets were idle.

Turboprop operations were resilient.

Rest of the World

The markets outside Europe and the United States/North America were relatively robust in January. Flights were down only 4% compared to January 2020.

•

•

From, and within Australia, Brazil, China, New Zealand, and Colombia, there was double-digit growth in January.

The United Arab Emirates saw a 75%

•

increase in business jet movements in January.

Large jets flew 38% of all activity.

“January got weaker as the month went on, with the last week seeing demand lurch towards declines from early summer last year,” Richard Koe, Managing Director, WingX summarized.

“Evidently demand was being suppressed by travel restrictions, with the relatively unfettered US market seeing most resilient demand, and Florida continuing to see record activity.

“The last few months’ busy preowned business jet transactions market suggests that once lockdowns are lifted more widely, there could be pent-up demand from lots of new aircraft owners.”

MI www.wingx-advance.com page 18



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MARKET INDICATORS

AVBUYER.com

Avionics Sales Down, But Rallied in H2 2020

The Aircraft Electronics Association released its 2020 Year-End Avionics Market Report, and total worldwide Business and General Aviation avionics sales for the year amounted to just over $2.2bn, as reported by the participating companies.

The dollar amount represented a 26% decrease in total avionics sales, compared to 2019; a year that set a record-high total that topped $3bn.

The 2020 Year-End total also marked the lowest amount of sales in the report’s nine-year history.

During Q4 2020 (October, November and December), sales decreased 28.1% compared to the same time-frame one year ago.

However, since COVID-19 began to negatively impact industry-wide sales near the end of Q1 2020, the industry experienced healthy sales growth during the last six months of the year.

For example, after total sales bottomed out in Q2 2020, Q3 sales increased 5.9% — with retrofit sales up 10.8% compared to Q2 sales. That upward trend continued with Q4 sales

18 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

increasing another 8.5%, with retrofit sales up 15.3% compared to Q3.

The dollar amount reported (using net sales price) includes: all Business and General Aviation aircraft electronic sales — including all component and accessories in cockpit, cabin, software upgrades, portables, certified and non-certified aircraft electronics; all hardware (tip to tail); batteries; and chargeable product upgrades from the participating manufacturers. The amount does not include repairs and overhauls, extended warranty or subscription services.

Retrofit versus Forward-Fit

Of the more than $2.2bn in sales in 2020, 55.9% came from the retrofit market (avionics equipment installed after original production), while forward-fit sales (avionics equipment installed by airframe manufacturers during original production) amounted to 44.1% of sales.

Moreover, according to the companies that separated their total sales figures between North America

(US and Canada) and other international markets, 73.8% of the 2020 sales volume occurred in North America, while 26.2% took place in other international markets.

“The last half of 2020 provided a softer landing, as yearly sales totals slid back to roughly the same numbers in 2016-17,” said AEA President and CEO Mike Adamson. “Despite the health crisis and its economic impact, I am encouraged that the industry experienced steady growth during H2 2020.

“Although 2020 year-end sales are significantly down from last year’s all-time high, we see positive signs in the retrofit market, which means our members are keeping busy with avionics upgrades.

“We are hopeful the combination of innovative new products, the resilience of consumers who continue to focus on upgrades, and an uptick in aircraft production can fuel more sales growth in 2021.”

MI www.aea.net

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MARKET INDICATORS

AVBUYER.com

Table A

In-Service Aircraft Values & Maintenance Condition The New Year began where 2020 left off. Asset Insight’s January 29, 2021 market analysis revealed strong sales that led to another substantial pre-owned aircraft inventory decrease.

Covering 134 fixed-wing models, and 1,146 aircraft listed ‘for sale’, Asset Insight’s tracked fleet decreased 8.7% in January, with all aircraft groups contributing.

• • • •

Large Jet inventory decreased 8.1%; Mid-Size Jets 9.2%; Light Jets 8.1%; and Turboprop availability fell 9.3%.

Aircraft Values

The tracked fleet’s average Ask Price decreased 2.1% in January to post a 12-month low figure, with all four groups losing ground.

• • • •

The average Large Jet Ask Price fell 2.0% to a 12-month low; Mid-Size Jets lost 1.8%, also posting a 12-month low average value; Light Jets decreased 2.4%; while Turboprops were down 1.1%.

Inventory Fleet Maintenance Condition

The high level of transactions resulted in a significant change to the inventory mix, but the Quality Rating and Maintenance Exposure figures experienced only minor changes. Specifically, the available aircraft recorded the following: • Quality Rating: Asset Quality improved by a nominal 0.1% to 5.351, only slightly lower than November’s 12-month peak figure, and remaining well within the ‘Excellent’ range, on our scale of -2.5 to 10.

• Maintenance Exposure: Aircraft accumulated/embedded maintenance expense (Maintenance Exposure) increased/worsened by 0.3% to $1.449m, indicating that upcoming maintenance events for the listed fleet will be nominally more expensive.

Maintenance Exposure to Ask Price (ETP) Ratio

The ETP Ratio is a useful indicator of an aircraft’s marketability. It is computed by dividing the asset's Maintenance Exposure (the financial liability accrued with respect to future scheduled maintenance events) by its Ask Price.

‘Days on Market’ (DoM) analysis has shown that when the ETP Ratio is greater than 40%, a listed aircraft’s time on the market increases, usually by more than 30%.

During Q4 2020, assets whose ETP Ratio was 40% or higher were listed for sale 64% longer (on average) than aircraft whose Ratio was below 40% (277 versus 454 Days on Market). Asset Insight’s January market review revealed that over 49% of the tracked models, and more than 55% of the tracked fleet, posted an ETP Ratio greater than 40%. page 26

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22 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Fleet Maintenance Condition $ Million $1.50

5.45

$1.45

5.35 5.351

5.25 5.15

$1.45

$1.40 $1.35

F

M

A

Quality Rating

M

J

J

A

S

Maintenance Exposure

O

N

D

J

$1.30

Quality Rating Trendline

Table B G500 1.0% F8X 2.9% G650ER 3.1% CL-650 4.6% Citation Latitude 5.9% CL-350 6.6% F2000LXS 6.9% F7X 9.2% Citation CJ3+ 9.4% F900LX 9.8% Learjet 75 10.4% Global 6000 11.1% Citation X+ 11.2% Citation CJ4 525C 11.4% G280 12.5% King Air 350i 13.7% Citation XLS+ (MSG3) 14.2% Phenom 300 15.7% Boeing BBJ 16.2% Pilatus PC-12 16.6% Learjet 70 17.4% F2000LX 18.9% F900DX 18.9% Citation Encore + 19.0% CL-605 19.0% F900EX EASy 19.2% G150 19.9% Citation Sovereign 680 20.4% TBM 850 21.0% G450 21.0% Piper Meridian 21.8% Nextant 400XTi 23.4% Caravan 208-675 24.1% Citation CJ3 24.5% King Air 350 - Post-2000 26.4% Citation CJ2+ 525A 26.6% F900EX 26.9% CL-300 29.3% Hawker 900XP 30.7% Global 5000 31.2% King Air 350 - Pre-2001 31.8% G550 32.7% Citation Encore 33.0% King Air B200 -Post-2000 33.2% F900C 33.5% Citation Mustang 510 34.0% GV 34.5% F2000EX 35.3% Learjet 40 35.3% Global XRS 35.6% Citation XLS 35.9% Caravan Grand 208B 36.4% Embraer Legacy 600 37.6% Citation CJ1+ 38.6% Citation CJ2 38.8% Piaggio P-180 II 39.5% Hawker 850XP 39.7%

Learjet 45XR 40.2% Phenom 100 41.6% Learjet 60XR 41.8% Hawker 4000 44.1% KingAir B200 - Pre-2001 46.3% F50EX 47.6% F900B 50.8% TBM 700A 54.8% Hawker 750 54.9% Hawker 400XP 56.1% Caravan 208 56.6% G200 57.0% KingAir 300 57.3% Citation V Ultra 58.6% CL-604 59.1% Premier 1A 59.3% Learjet 40XR 59.9% Citation Excel 560XL 61.1% Learjet 45 w/APU 65.1% Global Express 66.4% Hawker Beechjet 400A 67.2% F2000 67.3% GIV-SP (MSG3) 69.9% Citation X (MSG3) 70.6% Citation V 560 71.0% Citation CJ1 76.2% Citation VII 77.5% Learjet 45 94.8% Hawker 800XP 95.6% Premier 1 96.9% F50 99.6% Hawker 1000A 100.7% King Air C90 104.1% Learjet 60 112.4% Learjet 31A 114.7% Citation ISP 127.9% CL-601-3R 129.2% Citation VI 130.5% Piaggio P-180 132.4% GIV 136.4% G100 141.1% Hawker Beechjet 400 141.4% Citation II 145.6% Hawker 800A 152.7% Learjet 55 159.4% Learjet 36A 177.8% CL-601-3A 195.1% Learjet 31 198.9% F20-5 206.0% Citation Bravo 213.0% Citation III 226.4% Learjet 35A 274.1% CL-601-1A 337.4% Hawker 125-700A 355.3% GIII 518.0%

Maintenance Exposure to Ask Price Ratio (“ETP Ratio”) as of January 29, 2021 Source: JETNET (www.jetnet.com) Asset Insight, LLC (www.assetinsight.com)

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Freestream 1 January.qxp 15/12/2020 11:01 Page 1

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Gulfstream G450 S/N: 4088 Airframe Total time: 3,028 hours Aircraft Total Cycles: 1,198 DEAL PENDING

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MarketIndicators.qxp_Layout 1 23/02/2021 09:19 Page 6

MARKET INDICATORS

Large Jets

Mid-Size Jets

Ask Price vs. Maintenance Exposure

Ask Price vs. Maintenance Exposure

$ Millions

$ Millions

$13.0

$3.50 $3.40

$1.27

$3.30 $3.00

$1.26

$3.10

5.642

5.600

Jan-21

Oct-20

Nov-20

5.200

Turboprops continued posting the best (lowest) ETP Ratio and, at 39.8%, enjoyed a second consecutive month below 40%.

Large Jets improved to 59.7%, a figure that was only marginally higher/worse than the group’s 12-month average.

Mid-Size Jets also improved, posting 70.9%, a figure lower/better than their 12-month average.

While the figure for Light Jets improved by 2.5%, the 106.8% Ratio statistically demonstrated that too many aging aircraft are listed for sale.

Market Summary

As January ended, the number of aircraft listed for sale stood at 8.3% of the active fleet. Turboprop selection fell from 6.9% to 6.3%, Large Jet availability decreased to 6.9%, Light Jets followed at 8.9% (somewhat surprising considering the group’s exorbitant ETP Ratio), while Mid-Size Jet availability was 10.1% of the active fleet.

Clearly, these statistics are beginning to favor sellers, and that could result in higher Ask Prices as we move deeper into Q1 2021.

Large Jets: The group continued to post strong sales figures as the New Year rolled in, with buyers favoring higher quality assets. That lowered the Quality Rating by 0.7% to below the 26 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Jan-21

Dec-20

Nov-20

Oct-20

Sep-20

Aug-20

Jul-20

Jun-20

May-20

Apr-20

Mar-20

5.000 Feb-20

Jan-21

Dec-20

Nov-20

Oct-20

Sep-20

Aug-20

Jul-20

Jun-20

May-20

Apr-20

Mar-20

Feb-20

5.100

January’s fleet ETP Ratio fell/improved to 71.6% from December’s 72.8%, a figure that was slightly worse than the 12month average for the fourth consecutive month.

•

5.357

5.300

5.700

•

Sep-20

5.400

5.800

•

Aug-20

Scale -2.500 to 10.000

Scale -2.500 to 10.000

•

$1.25

Asset Quality Rating

Asset Quality Rating

5.500

Jul-20

$3.05 Jun-20

$3.00

Apr-20

$2.90

May-20

Jan-21

Dec-20

Nov-20

Oct-20

Sep-20

Aug-20

Jul-20

Jun-20

Apr-20

May-20

Feb-20

Mar-20

$11.5

$1.27

$3.20

Feb-20

$11.5

Mar-20

$12.0

$11.0

$3.10

Dec-20

$3.09

$12.5

$1.28

group’s 12-month average, but, at 5.642, the figure remained well within the ‘Outstanding’ range.

Not surprisingly, buyer preference negatively impacted Maintenance Exposure as well, worsening the figure by 1.6% above – worse than – the 12-month average. By decreasing an additional 35 units, the group’s inventory started 2021 with 39 fewer listings year-over-year.

While the slide in Ask Price might concern some, it is important to keep in mind that buyer preference for higher quality assets also removes higher value aircraft from the inventory.

Mid-Size Jets: Considering the group’s high ETP Ratio, buyer selection of higher-quality did(www.assetinsight.com) not come as a surprise.

Asset Insight aircraft analytics What did surprise us was the Quality Rating decreasing from December’s 12-month best figure of 5.360 to only 5.357 (thereby remaining within the ‘Excellent’ range), after an inventory decrease of 48 units.

Maintenance Exposure also worsened/rose by 0.2%.

However, here, too, the exposure value virtually equated to the group’s 12-month average.

After hitting a 12-month low in December, the average Ask Price set a new 12-month low in January, falling another 2.0%.

Again, that’s unsurprising, based on buyer preference for higher-quality, and higher-priced, assets.

Light Jets: With inventory decreasing by 48 (primarily lower quality) units, the new fleet mix generated a 1.3% Quality Rating improvement, along with a 3.9% Maintenance Exposure decrease/improvement. The rating placed the group within the www.AVBUYER.com

MarketIndicators.qxp_Layout 1 23/02/2021 09:20 Page 7

AVBUYER.com

Light Jets

Turboprops

Ask Price vs. Maintenance Exposure

Ask Price vs. Maintenance Exposure

$1.50

Jan-21

$0.70

$0.55

$0.51 Dec-20

$1.55 Nov-20

$0.80

$1.58

Oct-20

$1.60

Sep-20

$0.90

Jul-20

$1.65

Aug-20

Jan-21

Dec-20

Oct-20

Nov-20

Sep-20

Aug-20

Jul-20

Jun-20

May-20

Apr-20

Mar-20

Feb-20

$1.65

$1.72

$1.00

$0.60

Jun-20

$1.75

$1.70

May-20

$1.85

$1.10

Apr-20

$1.01

Mar-20

$1.95

$ Millions

Feb-20

$ Millions

$0.50

Asset Quality Rating

Asset Quality Rating

Scale -2.500 to(www.assetinsight.com) 10.000 Asset Insight analytics

Scale -2.500 to 10.000

5.300

5.300

5.214 5.200

5.218

5.200 5.100

5.000

5.100

4.900

Jan-21

Dec-20

Nov-20

Oct-20

Sep-20

Aug-20

Jul-20

Jun-20

May-20

Apr-20

Mar-20

Feb-20

Jan-21

Dec-20

Nov-20

Oct-20

Sep-20

Aug-20

Jun-20

May-20

Apr-20

Mar-20

Feb-20

Jul-20

4.800

5.000

Asset Insight analytics (www.assetinsight.com)

Asset Insight (www.assetinsight.com) ‘Very Good’ range, while the analytics latest Maintenance Exposure figure rested between the group’s average and 12-month high levels.

With the ETP Ratio, at 104.3%, only marginally better than last month’s record high/worst figure for any group, it was not surprising to see buyers acquire assets with more (and more expensive) upcoming maintenance events ahead.

Since Ask Price decreased 2.0% through higher-priced (and lower-quality) assets departing inventory, Asset Insight fears that many transactions involved an acquisition not offering good value.

Average Ask Price fell 1.1% to a value just below the 12month average, and all these changes resulted from a fleet mix that decreased by 38 units. With an ETP Ratio of 39.8%, and availability at 6.3% of the active fleet, we continue to believe sellers should have little problem negotiating acceptable prices for their aircraft.

Turboprops: The year opened with the Quality Rating decreasing to 5.218, dropping Turboprops from the ‘Excellent’ range into ‘Very Good’ territory, although the latest rating is only marginally lower than December’s 12-month high (best) of 5.251.

On the brighter side, Maintenance Exposure decreased 0.7% to post a 12-month best value, concurrently signifying those upcoming maintenance events will cost less to complete.

Asset Quality Rating Key

TONY KIOUSSIS is president of Asset Insight.

The company provides audit and valuation services and has developed a standardized Asset Grading System scale that evaluates an aircraft’s maintenance condition.

www.AVBUYER.com

MI www.assetinsight.com T

Outstanding Excellent 5.500 5.250 or to Greater 5.499

Very Good 5.000 to 5.249

Good 4.750 to 4.999

Below Average Average 4.500 Less to than 4.749 4.500

MAKE MORE INFORMED BUYING DECISIONS with AvBUYER.com

AVBUYER MAGAZINE Vol 25 Issue 3 2021

27

DEAL PENDING

+41 22 787 08 77 / +1 301 525 4380 TRADING.GENEVA@SPARFELL.AERO TRADING.USA@SPARFELL.AERO WWW.SPARFELL.AERO

2011 PHENOM 300 S/N 50500062 3’260 Hours, EASA, Engines on JSSI, Airframe on Embraer Executive Care, FDR/CVR

Deal Pending

CHARTER TRADING SALES & ACQUISITIONS LEASING DESIGN

1995 CITATION ULTRA S/N 280

2014 CITATION CJ4 OFF-MARKET

8’618 Hours, EASA, WAAS/LPV, ADS-B Out

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GULFSTREAM IV S/N 1068

2010 GULFSTREAM G550 S/N 5303

Corporate Care, ASC-190, Gear Overhaul Done, New Paint, Carpet & Flooring, WiFi, ADS-B

2’421 TT, Engines & APU on Programs, 2018 Paint & Interior, 96 Months Performed in December 2019

Make Offer

$16.9M

MOTIVATED SELLER

2007 LEGACY 600 S/N 995

4’960 TT, 144 Mths/LDG OVH/ ADS-B/Cabin Touch-up in 2019, EASA, EEC, RRCC Engines Program, Wi-Fi, 13 Passengers

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CHARTER - TRADING - SALES &

ACQUISITIONS - LEASING - DESIGN

2010 A109S GRAND S/N 22162

2008 A109E POWER S/N 11728

1’770 TT, Recent Annual Check, New int. & paint 2018, Single Pilot IFR Approved, Strobe Lights, Aft Cabin Mini Bar, 5+1 Pax.

Engines on JSSI 100%, Only 307 Hours TT, Recent Annual Check, Recent Paint, EASA Compliant, VIP Interior, 6+1 Pax.

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Make Offer

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2001 CITATION EXCEL S/N 5605154

2003 HAWKER 800XP S/N 258612

7’130 Hours, EASA, Engines on JSSI, WAAS/LPV, ADS-B Out, APU

4’050 TT, Engines on MSP Gold, 8 Pax + Belt Lav., G-Check + ADS-B Completed in January 2020

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2007 CITATION CJ2+ S/N 525A-0341

2014 LEGACY 650 S/N 1194

5’620 Hours, Engines on TAP Blue, Recent 600H Check, New Paint and Interior in 2017

One US Owner, Gorgeous Turn-key Aircraft, 2’900 hours, RRCC, ADS-B/CPDLC/FANS 1/A, WAAS/LPV, GoGo Wifi, 13 pax.

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Acquisitions In Search Of • • • • • • • • • • •

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2/15/2021 5:20:32 PM

Market Insights.qxp_MARKET INSIGHTS 23/02/2021 09:25 Page 1

MARKET INSIGHTS

32 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

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Market Insights.qxp_MARKET INSIGHTS 23/02/2021 21:13 Page 2

AVBUYER.com

M

Market Insights: Alireza Ittihadieh, Freestream Aircraft With thirty years’ experience in aircraft sales behind him, Alireza Ittihadieh shares insights with Matt Harris on the white-hot pre-owned aircraft sales market that is carrying momentum from Q4 2020 into this year… ith 30 years’ experience in Business Aviation, Freestream Aircraft is headquartered in London, UK, but has a team of 15 aviation consultants located strategically around the world, and offices in six countries.

The company aims to offer buyers and sellers of business aircraft “agility across markets, efficiency and discretion” – a kept promise reflected in an impressive portfolio of clients, including international and multinational corporations, private individuals, royalty, heads of state, and artists.

Freestream was founded by CEO, Alireza Ittihadieh, a business school graduate who enjoyed a successful career as a banker specializing in foreign exchange before he quit the banking world to pursue his passion of aviation.

Already holding a pilot’s license, “I thought it would be a walk in the park,” he told AvBuyer, but he soon found that wasn’t the case. Right from the start, Ittihadieh intended Freestream to approach aircraft sales from a different angle.

The strategy was to see what was missing in the market, and then seek to offer services filling those gaps. Ittihadieh took an approach he’d honed during his banking career, targeting and approaching corporate clients initially (Freestream’s first three clients were Mobil, Shell, and Ford, he recalls).

Then, having built a strong portfolio of corporate clients, and with momentum growing, Freestream set its sights on assisting High-Net-Worth Individuals with their aircraft acquisition needs.

Over time, the company became a “multi-faceted business”, to use Ittihadieh’s words, and today offers aircraft interior design and completion management services, charter brokerage, broker-dealer services (having its own inventory aircraft), and providing services such as specialists for pre-buy inspections in specific aircraft makes and models.

Developing affiliations with aircraft brokerage firms worldwide, and with collateral buying power with the leading aircraft OEMs, Freestream has achieve more than $10 billionworth of sales since it began operations.

The company averages 60 aircraft transactions annually, with sales spread across a wide range of business jet

W

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types – from Mid-Size up to Ultra-Long-Range, including various Gulfstream types, Dassault Falcons, Bombardier Learjets and Globals, and an impressive number of VVIP Boeings. And activity isn’t limited to private jets – the company has also overseen several helicopter transactions.

AvBuyer spoke to Mr. Ittihadieh to get his thoughts and observations on the pre-owned aircraft sales market today…

AvBuyer: Tell us about pre-owned aircraft sales from a Freestream perspective – how did 2020 unfold, and how is business looking in the first quarter of 2021?

Ittihadieh: The market came to a screeching halt in March 2020 with the impact of Covid-19, and it seemed like there was no light in the market until the end of May or the beginning of June.

We closed on four transactions in Q3, and 14 in Q4 – so everything sprung to life in Q4 last year. The momentum hasn’t stopped with the New Year. We’ve seen huge levels of activity in Q1 2021 – though I should hasten to add that there are no premiums being paid.

Personally, I’ve never had my hands so full. The level of activity we are seeing is so high that we’re actually turning business away if prospective clients are unwilling to cooperate on exclusive acquisition agreements, etc.

AvBuyer: Looking at AMSTAT data, Light, Mid-Size and Large Jet sales were up, year-over-year in 2020, which is remarkable considering all that happened to hinder the market. Which segments look the most promising in 2021, and why do you think this is?

Ittihadieh: The high levels of activity certainly haven’t been confined to just the top end. We recently scoured the market to buy a Cessna Citation CJ2 for a client, and all we got was ‘headwind’ on availability.

With the burgeoning activity towards the end of 2020, other markets were shaken up, too. Those who I tend to call academic buyers – the tire kickers – became real buyers.

AVBUYER MAGAZINE Vol 25 Issue 3 2021

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MARKET INSIGHTS

That’s partly down to personal safety. Many people felt that flying privately would help avoid unnecessary exposure to the virus they were more at risk from when flying aboard scheduled airlines.

I would say the safety-driven market activity was actually a notch higher than what we saw happen following 9/11. But the message is the same. The safety Business Aviation travel offers clearly matters to those who use it.

Activity at the top-end of the market stood out in Q4, for sure. I have never seen so many Gulfstream G550s trade. I’ve never seen so many Large Cabin aircraft transact, generally – including Gulfstream G650s and Bombardier Globals.

What’s driving those transactions? Value for money, pure and simple. People are buying G650s and Globals at half price. They’re getting G550s at a 70% discount. And, further fuelling the frenzied activity we’re experiencing, people want their aircraft now, there’s no appetite to wait.

AvBuyer: Finally, what advice would you offer both buyers and sellers entering the pre-owned marketplace today? How can they leverage market conditions to ensure they get the best deal possible?

Ittihadieh: Both buyers and sellers should take care to pick the right broker from within the establishment of the used market. And, when picking the best broker to represent you, don’t focus on how much to pay – focus on paying them for what they are doing. A cheaper fee doesn’t mean you’re getting value for the money.

Also, while sellers may find the offers their (larger) jets attract painful to digest, it’s essential to remember the market is ultimately bigger than us. In some cases, the aircraft being sold are considered obsolete by buyers, with many new models replacing them at the top end of the market.

So, if you’re a seller in today’s market you have to go in with your eyes wide open to facts, and with a healthy dose of reality. It’s all about reality versus illusion.

What we’re seeing now is what I’ve come to recognize as a seven-year cycle within Business Aviation. Every seven years we see a cyclical pattern in the market – pre-owned aircraft

34 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

AVBUYER.com

“People are buying G650s and Globals at half price.

They’re getting G550s at a 70% discount. And, further fuelling the frenzied activity we’re experiencing, people want their aircraft now, there’s no appetite to wait.” sales go down, they bottom out, and they rise again. We reached the bottom last year, and in Q3 aircraft sales shot back up again.

I’ve noticed that aviation as a whole seems to work in these seven-year cycles. We were in the valley and now we’re coming up from the valley floor. Those buyers who were biding their time before, waiting for market adjustment, are now actively buying.

But that doesn’t mean prices are coming up, too.

Inventory is down, but so are prices. So whether you are a buyer or a seller, you need to keep a real perspective of the market. A big part of that will be to hire a good broker to guide you.

More information from www.freestream.com T

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General Aviation March.qxp_Layout 1 23/02/2021 12:19 Page 1

Buying&Selling March21.qxp_Finance 23/02/2021 09:46 Page 1

BUYING & SELLING AIRCRAFT

Business Aircraft: How to Get Accurate Valuations Looking for an accurate valuation on your business aircraft?

An aircraft appraisal is an important method of knowing the true worth of your jet. Dave Higdon spoke to Jeremy Cox about ensuring the appraiser you choose ‘really knows their stuff’…

hen it comes to buying and selling business jets and turboprops, everyone has an opinion. The buyer will have a good idea of what they want to pay, and the seller will know what price they want to achieve. The eventual sale price can be something quite different, depending on several aircraft-specific factors, and market forces.

For this reason, a professional evaluation of an aircraft’s value can prove very useful – helping establish an ask price in line with the aircraft’s true pedigree. As one local aircraft appraiser told AvBuyer recently, “Often, aircraft appraisals don't cost as much as they pay”.

A comprehensive aircraft appraisal would certainly pay if the owner discovers their airplane

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36 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

to be worth more than they realized. It also pays in terms of the time saved reconciling the differing opinions of buyers and sellers over what the aircraft is truly worth.

But, as with so much in aviation, getting the full benefits offered by any appraisal will hinge on a variety of factors that we will examine here.

The Key is in the ‘Accredited’ Part

As one busy aircraft appraiser explained, becoming an accredited appraiser involves significant effort, testing, and the stamp of approval from an organization of appraisers. The Professional Aircraft Appraisal Organization (PAAO) requires its participants to adhere to a specified set of ethics.

As the current organization that certifies, trains www.AVBUYER.com

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DAVE HIGDON is a highly respected aviation journalist who has covered all aspects of civil aviation over the past 36 years.

Based in Wichita, he has several thousand flight hours, and has piloted pretty much everything from foot-launched wings to combat jets.

Contact him via Dave@avbuyer.com

and tests would-be appraisers who seek its approval to become credentialed aircraft appraisers, PAAO came into existence a few years ago to fill the gap created when the previous appraisers’ association folded.

Since then PAAO has become the focus on recruiting, training and certifying aircraft appraisers, and, in turn, the appraisals they produce. Hence the emphasis on seeking an accredited appraiser.

The organization is careful in the professionals it selects, all of whom must demonstrate training, comprehensive research, and detailed reporting, along with credible, reliable opinions of aircraft values. Moreover, those accredited professionals only work within the aviation industry, and know it well. www.AVBUYER.com

Ethics in Appraising

Jeremy Cox, President and Senior Appraiser at JetValues-Jeremy, LLC is among the busier aircraft appraisers in the field. In 2020 he performed 98 appraisals, and among his favorites were the rare and unusual aircraft – particularly the one-offs. He recently had the opportunity to appraise a World War II veteran Douglas C-47 Skytrain, and was in his element examining the old aircraft, pouring over its decades of records and logs.

“I love those old, unusual aircraft. It's more interesting for me as an appraiser than another business jet – though I love doing those, too.”

Among his recent business-jet appraisals was a Bombardier Global of far more recent vintage.

“Every appraisal is different, requiring attention to the details.”

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BUYING & SELLING AIRCRAFT

“Every appraisal is different, requiring attention to the details.”

But buyers and sellers should not expect a ‘yes-sir’ nod to their valuation suggestions from an ethical accredited appraiser. “I consider it to be unethical for me to be engaged in any form of aircraft transactions. It's wrong,” Cox states.

Not that everybody who seeks out an appraiser's work understands those limitations up front. “Somebody will come to me to do an appraisal, and they will give me their impression on what it's worth,” (which the person is free to offer). “Talking to me about an airplane during an appraisal is confidential.”

By confidential, Cox means on a level akin to a confessional with a priest, or a conversation with an attorney working for the client. “Nevertheless, it is unethical for me to take a pre-arranged valuation and use it as the appraisal,” he clarifies.

Cox applies those ethical limitations to all his work, whether he’s undertaking a ‘desktop appraisal’, performed using the aircraft records, but without visiting the aircraft, or an ‘on-site appraisal’, for which the appraiser visits the aircraft in-person, inspects it, and reviews the totality of its records.

Understand the Fees and Variations

Naturally, appraisers charge more for on-site appraisals than for desktop ones. And appraisers 38 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

tend to set a different fee level for different categories of aircraft – a fee schedule which potential clients should request and receive before contracting with an appraiser.

As an example, the fees Cox charges vary according to the aircraft's maximum gross takeoff weight (MGTOW) and, of course, the aircraft type. Beyond these, appraisers set their fees according to the number and type of engines (i.e. single- or twin-engine piston; single- or twinengine turboprop; single-engine, twin-engine, or tri-jet).

“For a full on-site appraisal, where I am required to travel to where the airplane is, I apply a rating system based on what's in front of me, and I work through the logbook,” Cox explained.

“I photograph the logbook pages for future reference.”

“The appraiser is there to observe the condition of the aircraft. They are not seeking out legal and compliance issues (about the aircraft).

The appraiser is not functioning in the role of a policeman.

“They are simply there to seek out all the issues that might impact the value of the aircraft,” Cox clarifies. After that on-site visit, the appraisers typically return to their offices to complete their reports.

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Tips When Hiring an Appraiser

The appraiser is “there to seek out all the issues that might impact the value of the aircraft,” Cox continues. When they complete the appraisal, the product of that effort should be a detailed report for the person who hired the appraiser.

When selecting a trustworthy appraiser, Cox offers the following tips: 1. Make sure they're accredited, have earned and maintained an accreditation by an association, or that they follow the Uniform Standards of Professional Appraisal Practice (USPAP), the generally-recognized ethical and performance standards for the appraisal profession in the US. USPAP is updated every two years so appraisers have the freshest information they need to deliver unbiased and thoughtful opinions of value. Prospective appraisers should show evidence, such as a certificate, of continuous education in the profession.

2. Make sure the appraiser will deliver a written report. Ask for copies of past appraisal reports, redacted to protect the confidentiality of the person or company that commissioned the appraisal.

3. Once hired and the appraisal is done, the report should contain the fair-market value on the date of the appraisal; a statement on

Provenance; its value in five and 15 years; a Certificate of Orderly Liquidation Value; a page with comparative sales of the same or similar aircraft; a page with a Forecast of Future Values (basically depreciation); and a certificate of appraisal and document of professional affiliations such as PAAO or the American Society of Appraisers. If the appraiser ‘hedges’ on producing any of these details, Cox says, you should consider looking further in your search for a suitable appraiser.

4. Another document to seek is IRS Form 8283, for non-cash charitable contributions. The appraiser must sign that form, and it literally needs to depict a fair-market value – the IRS can hold you liable.

5. If the appraiser you’re talking to is willing to be swayed by your opinion, they're unethical.

With the above tips, and a solid understanding of the effort and training that goes into becoming an accredited appraiser, buyers and sellers of business aircraft will have a good idea of how to understand the true worth of an aircraft for sale, and come away from a deal happy. Hiring the right appraiser is worth its weight in gold. ❙ More information from https://appraiseaplane.org/

JEREMY COX is the President, Senior Appraiser and Expert Witness at JetValues Jeremy, LLC – an aircraft appraisals company that he founded in 2019. Very active in the aviation industry, he holds valid A&P, IA, and FCC Licenses, and a Commercial Certificate with Instrument Rating. His aviation career began age nine when he started helping out at the UK-based Dorset Gliding Club. He has since amassed a wealth of experience and knowledge with full service FBO and repair stations, aircraft parts manufacturing companies, and as Vice President of aircraft sales company JetBrokers, Inc., before focusing on a career as an accredited appraiser.

More information from www.jetvaluesjeremy.com

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OWNERSHIP

42 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

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Tips for Reducing Business Aircraft Operating Costs What are the big areas of expense attached to owning a business aircraft? How can an owner save on their operating costs? David Wyndham shares some tips from several decades of advising aircraft owners and operators… xactly when people will start returning to more frequent travel patterns remains uncertain, although it’s reasonable to hope that it will happen this year. One thing to note from 2020 is that there were a lot more first-time aircraft owners.

According to industry veteran Jim Donath, Q4 pre-owned aircraft sales were the highest he has seen in 12 years.

Whether you’re one of those who is new to aircraft ownership, or you’re looking to sharpen up your fiscal performance, there are things that you can do to help minimize, or reduce, your operating costs without sacrificing safety or service.

E

full cost-control of maintenance.

This client also had significant charter hours being flown by their management company.

Most of the unscheduled maintenance on their aircraft was away from the home base. Often, several parts were sent via overnight freight so the management company could continue a revenue-making trip.

Sometimes a maintenance technician was also flown out, via the Scheduled Airlines, at a moment’s notice to do the work. Shipping, airfare, hotel, and meals didn’t come under the ‘Parts’ and ‘Labor’ categories on my client’s budget. The lesson is that if you want to control your costs, you need to track them adequately.

Tip 1: Track Your Costs

Tip 2: Hire a Maintenance Manager

If you want to minimize your business aircraft operating costs, track them in detail. You cannot manage what you don’t measure. That means you will need sufficient enough detail to identify the sources of the costs.

One major area of your aircraft’s operating cost will be maintenance. Just having a single cost category is insufficient to track those costs properly. I once had a client who was surprised at the magnitude of their actual maintenance costs (compared to the budget, and the Conklin & de Decker benchmark).

Their maintenance costs were double the budget. A glance at their budget, however, revealed one amount for parts, and one more for shop labor. Parts and labor are not enough for a

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Next, consider having someone manage those maintenance costs. Typically this will be a maintenance professional who knows the aircraft.

You may wonder how an additional salary can save money. Let me pose a couple of questions of my own…

• •

What is the cost to you of a severely delayed or canceled trip?

What is the value of a team of Senior Leaders’ time during that delayed or canceled trip?

The time-value of the leadership team, plus the cost of a last-minute charter flight, could easily justify the salary of a maintenance professional you hire to manage your costs.

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“If you want to minimize your business aircraft operating costs, track them in detail.”

In addition, that maintenance professional can shop around for parts, and, in the case of a major maintenance event, tender the work for bids, all of which saves you money.

For the major maintenance, there could be two or more shops who provide quality work (i.e. the OEM and qualified third-party shops). But what is included in a bid, and what is excluded?

A maintenance professional will be able to tell.

They’ll also consider the bigger picture – such as whether the lowest bidder takes longer to perform the required work, resulting in possible charter costs that outweigh any initial cost saving. And the maintenance professional will keep an eye on the progress of the work, helping keep it to schedule. They’ll question certain unscheduled work that comes up, and provide important details as to issues that are not obvious from the maintenance logs.

The value of your maintenance technician tends to rise with the cost and complexity of the aircraft owned. If your Management Company or local FBO has this ability, then you may not need

44 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

the additional staff member. Just be aware that there are many days when hiring a maintenance technician on staff is like having the fire department located around the corner: You don’t need them every day, but when they are needed, they are truly essential.

Tip 3: Fuel Cost Savings

Beyond the maintenance of your aircraft, fuel cost is another major expense – especially for turbine airplanes. The cost of fuel accounts for somewhere in the region of half of your variable operating cost.

Last month we covered managing fuel costs with appropriate fuel discount programs (AvBuyer February issue, p48). We mentioned that you should work with your FBO to arrange for fuel discounts at your home base airport, as well as while you’re on the road.

Understanding the term ‘tankering’ will also be crucial to making some savings on fuel costs, and means (for example) buying extra fuel at a low cost at your home base to avoid paying higher

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OWNERSHIP

costs while you’re on the road.

You should look to tanker fuel whenever it makes sense, and also evaluate the total cost of a stop (both for fuel, and the other FBO services you require).

Tip 4: About Those Deadhead Trips…

Look for ways to reduce the amount of deadhead, or unoccupied, trips. This can be achieved if you look to combine trips wherever possible. This may mean opening up access to the business aircraft to more than just the top level executives within your corporation.

If 50% of your current trips are one-way, the cost savings from trying to reduce the unoccupied legs could be significant – but achieving this will require a plan for who, and when, the aircraft is to be used.

Tip 5: Charter Your Aircraft When Not in Use

Finally, consider chartering your aircraft when it’s not in use. Done appropriately, the aircraft owner will offset operating costs with charter revenue.

In Summary…

Owning a turbine business aircraft is undoubtedly costly – though the value of owning an aircraft can be even more significant.

Understanding and managing the costs as far as possible is the recipe for a happy ownership experience.

While the tips in this article are by no means comprehensive, they should help highlight some of the major cost savings that can be made by the savvy business aircraft owner today. T

DAVID WYNDHAM is the Founder of David Wyndham + Associates, LLC. He is a highly respected industry veteran having built up more than 36 years of aviation experience, including as president and co-founder of Conklin & de Decker. He is also Vice President, Asset Insight Consulting Services. https://www.linkedin.com/in/davidwyndham/

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HELICOPTER COMPARISON

Helicopter Comparison: Airbus H145 vs Sikorsky S-76D vs Leonardo AW169 In this month’s helicopter comparison, Mike Chase provides information on the popular mid-size multi-turbine helicopters. How will the Airbus H145 compare with the Sikorsky S-76D and Leonardo AW169? ver the following paragraphs, we’ll analyse the performance of the Airbus H145, the Sikorsky S-76D, and the Leonardo AW169 helicopters to see how they compare within the market.

We’ll also consider productivity parameters (payload, range, speed and cabin size), and current market values, and see if they reveal specific niches within the market each model is designed to appeal to.

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Airbus H145

The Airbus H145 started operations in 2014 as the EC145T2. In 2015, the aircraft was rebranded as the H145 by Airbus Helicopters. A more powerful evolution of the EC145, the H145 features two dualchannel FADEC-equipped Turbomeca Arriel 2E engines, a Fenestron tail rotor, upgraded main and tail rotor gearboxes, and a modern

48 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

avionics suite with a 4-axis autopilot and large glass cockpit displays. The Airbus H145 continues to be a ‘best-seller’.

Its appeal was further enhanced after the arrival of the new -D3 variant with its fivebladed main rotor. With a flight ceiling of 20,000ft, the Airbus H145 takes operators higher than many of its competitors, and an H145 has even landed on top of the Andes in South America.

As of this writing, there were 303 Airbus H145 helicopters in operation worldwide. An additional 21 were with the manufacturer.

None had been retired from a total 324 units built. Europe is home to the largest H145 fleet percentage (60%), followed by Asia (22%) and North America (11%).

Airbus H145 models offered on the preowned market tend not to hang around for long, with the average time on the market being just 98 days before selling (at the time

of writing), per JETNET data. Prospective buyers based within ADS-B Out-mandated regions should be aware, however, that 21% of the H145 fleet still doesn't comply with ADS-B Out requirements.

Sikorsky S-76D

The Sikorsky S-76D is a mid-size, multiengine utility helicopter. Its main and tail rotors incorporate four blades each, and it has a retractable landing gear. Development of the original S-76 model began back in the 1970s, and the aircraft has been upgraded several times since it first hit the market.

In the 1990s, the model became the first to circumnavigate the world from East to West. The most recent upgrade – the S-76D model – is powered by a pair of Pratt & Whitney Canada PW210S turboshafts, and features Thales Topdeck avionics in the cockpit.

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HOW MANY

EXECUTIVE

SEATS?

AIRBUS

8

$9.228 Million

H145

(2021 Model)

(Produced 2014 to Present)

vs.

SIKORSKY S-76D

10

$7.000 Million (2021 Model)

(Produced 2013 to Present)

vs.

LEONARDO

AW169

8

$9.680 Million (2021 Model)

(Produced 2015 to Present)

WHICH OF THESE HELICOPTERS WILL COME OUT ON TOP HOW FAR

CAN WE GO? 351

H145

327 441

S-76D

415 325

AW169

HOW MUCH

WHAT’S THE

CAN WE TAKE? (Lbs)

CRUISING SPEED?

PAYLOAD

LONG RANGE (Knots)

4,200

H145 S-76D

3,968

HOW MANY

HOW MANY

OPERATION?

EACH MONTH?

UNITS IN

72

9

303

4 (0.33%)

Sources used: Conklin & de Decker, OEM, HeliValue$, JETNET.

140 325

WHAT’S THE

COST PER HOUR?

NEW/USED SOLD

12-month Average Figure (% Global Fleet ‘For Sale’)

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AW169

<1 1 (6.94%) (2.11%)

95

327155

S-76D

4,550

AW169

143

H145

H145 $498 81

S-76D $710

AW169 $1,021

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AirCompAnalysis MARCH21.qxp_ACAn 23/02/2021 15:24 Page 3

HELICOPTER COMPARISON

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Table A - Payload Comparison

Leonardo AW169

Seating up to ten, but typically configured for eight, the mid-size multi-turbine Leonardo AW169 shares several characteristics with its larger AW139 and AW189 stable-mates, and has been in production since 2015 when it became the first all-new aircraft in its weight category for more than three decades.

Powered by a pair of Pratt & Whitney Canada PW210A FADEC turboshaft engines, and utilizing a Collins Aerospace glass flight deck, it serves across multiple mission areas around the world, including border patrol, government transport, corporate/VVIP and medivac.

Airbus H145 Sikorsky S-76D Leonardo AW169

8,157

11,875 10,141

1,594

1,983

1,997

Standard Fuel (lb)

MTOW (lb)

4,200

4,550

3,968

Useful Payload (lb)

2,600

2,559

1,957

H

351

441

415

Max Range (nm)

Avail Payload w/Max Fuel (lb)

Source: OEM, HeliValue$.

Payload Comparison

Chart A - Cabin Comparison Leonardo Helicopters AW169

4.20 ft

5.56 ft

6.25 ft

4.33 ft

Sikorsky S-76D

4.50 ft

Airbus Helicopters H145

6.66 ft

Source: UPCAST JETBOOK

Chart B - Seats-Full Range Comparison Airbus H145 Leonardo AW169 Sikorsky S-76D

L S

351 nm 351 (nm) 415 nm 415 (nm) 441 nm 441 (nm)

The data contained in Table A (left) is sourced from each of the OEMs and Helivalue$.

Potential operators should focus on payload capability as a key factor.

The Airbus H145 has a slightly higher ‘Available Payload with Maximum Fuel’ capacity (2,600lbs) than the Sikorsky S-76D (2,559lbs) and the Leonardo AW169 (1,957lbs).

When Airbus introduced a five-blade rotor to the H145 model, replacing a four-blade rotor, it increased the useful payload from 3,561lbs to 4,200lbs (thus, also increasing the available payload with maximum fuel).

Cabin Comparison

According to Conklin & de Decker, the Airbus H145 cabin volume measures 143cu.ft. The Sikorsky S-76D has more cabin volume (205cu.ft.), as does the Leonardo AW169 (223cu.ft.).

Chart A (left), courtesy of UPCAST JETBOOK, offers a cabin cross-section comparison, and shows that the Airbus H145 has the least height (4.2ft) and width (5.56ft) of the competition. The Sikorsky S-76D has the greatest height (4.5ft), and the Leonardo AW169 has the most width (6.66ft).

In terms of baggage space, the Airbus H145 has 47cu.ft. of internal and no external baggage space, which is more than the Sikorsky S-76D offers (38cu.ft. externally and none internally). However, the Leonardo AW169, with 120cu.ft. internal baggage volume (none externally) offers the most baggage space of this field.

The typical VVIP configuration for Airbus H145 and Leonardo AW169 is for eight executive passenger seats, compared to ten on the Sikorsky S-76D (per Sikorsky).

However, the Leonardo AW169 requires one crew member compared to two for the other competitors.

Seats-Full Range Comparison Source: Chase & Associates

50 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

The Airbus H145 (351nm), the Sikorsky S-76D (441nm), and the Leonardo AW169 (415nm) helicopters are represented with their www.AVBUYER.com

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HELICOPTER COMPARISON

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Chart C – Turbine Helicopter Usage (as of January 2021)

Number in operation: 303, 72 and 95 BUSINESS 29 or 10%

OTHER 41%

AIRBUS H145 303

BUSINESS 24 or 33%

CHARTER 44 or 15% OTHER 46%

SIKORSKY S-76D 72

LEONARDO AW169 95

MEDICAL 18 or 19%

CHARTER MEDICAL 13 or 18% 2 or 3%

MEDICAL 105 or 34%

BUSINESS

CHARTER

BUSINESS 24 or 25%

OTHER 25%

MEDICAL

CHARTER 29 or 31%

OTHER

H

respective ‘seats-full’ range circles emanating from Marseille, France, in Chart B (previous page).

Note: For helicopters, ‘seats-full’ range represents the maximum IFR range of the helicopter at average cruise speed, with all passenger seats occupied. These do not factor winds aloft, or any other weatherrelated factors.

Powerplants

The Airbus H145 is powered by two Turbomeca Arriel 2E engines with 575shp transmission rating. The transmission rating is a limiting factor in the total rated and usable engine power output. Meanwhile, both the Sikorsky S-76D (two PW210S, with 803shp) and the Leonardo AW169 (two PW210A, with 825shp) are powered by Pratt & Whitney Canada turbine engines.

Helicopter Usage Comparison

Chart D - Cost Per Mile Comparison Airbus H145

$5.90

Leonardo AW169

$7.53

Sikorsky S-76D

$8.29

$0.0

$2.00

$4.00

$6.00

$8.00

$10.00

Chart E - Total Variable Cost

Airbus H145

$710

Leonardo AW169 $0.0 Source: JETNET

52 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Total Variable Cost

$498

Sikorsky S-76D

$1,021 $200

$400

$600

US $ per hour

$800

Cost per Mile Comparison

Chart D (left) details the ‘Cost per Mile’ of our comparative field, factoring direct costs, and with all aircraft flying a 200nm mission. The Sikorsky S-76D has the highest cost per mile at $8.29, which is 41% more than the Airbus H145 ($5.90 per nautical mile). The Leonardo AW169 ($7.53) is also more expensive to operate per nautical mile than the H145.

US $ per nautical mile

200 nm mission costs Source: JETNET

Chart C (above, left) shows the usage of all three helicopters broken into four groupings, including Business, Charter, Medical, and ‘Other’ – a variety of mission types combined (but mostly represented by ‘Governments’ and ‘Off-shore’).

The largest usage group for these three helicopters is ‘Medical’, with the Airbus H145 (105) followed by the Sikorsky S-76D (2) and the Leonardo AW169 (18). The second largest usage group is ‘Charter’ with the H145 (44), S-76D (13), and AW169 (29). The third biggest group is ‘Business’ with the H145 (29), S-76D (24), and AW169 (24).

$1,000 $1,200

The ‘Total Variable Cost’ illustrated in Chart E (left) is defined as the Cost of Fuel Expense, Maintenance Labor Expense, Scheduled Parts Expense, Engine Overhaul, and Miscellaneous Trip Expense.

The Total Variable Cost for the Airbus H145 computes at $498 per hour, which is $523 less than the Leonardo AW169 ($1,021 per hour), and just over $200 less than the Sikorsky S-76D ($710) as sourced from JETNET.

Market Comparisons

There is a total of 472 helicopters in operation worldwide today from these three comparative models – Airbus has sold more than 300 H145s, holding 65% of the market.

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5

Leading Edge 7 to view March.qxp_Layout 1 23/02/2021 12:22 Page 1

2012 Global 6000 s/n 9381

1983 Gulfstream GIII s/n 399

Two U.S. Owners Since New, On RRCC & MSP, 13 Pax & Shower, FANS 1/A, CPDLC, ADS-B Out v2

13 Pax Aft Galley Floorplan, Part 135, Aircell ATG-4000 Gogo Biz Hi-Speed Wi-Fi, New Strip & Paint September 2015

2010 Pilatus PC-12 NG s/n 1226

2008 Gulfstream G200 s/n 200

2,500 Hrs TT, Executive 6 + 2 Seating, Jeppesen Chartlink, Factory Service Center Maintenance

3,464 TT, Engines on JSSI & APU on MSP Gold, 10 Pax with Conference Group & Divan, TCAS II w/ Version 7.1

2015 Gulfstream G450 s/n 4329

2006 Challenger 604 s/n 5643

2,180 Hrs TT, 14 Pax Aft Galley, Engines on RRCC, APU on MSP, 1 U.S. Lessee/Owner

Engines on GE OnPoint, APU on MSP, GoGo Biz AVANCE L5 Hi-Speed Broadband, Two U.S. Owners Since New

1999 Gulfstream GV s/n 574

On RRCC, Paint & Interior by Gulfstream, 1 U.S. Corporate Owner Since New, Honeywell Plane Deck w/ Synthetic Vision

Leading Edge Aviation Solutions is one of the world’s premier private aviation brokers/dealers with 850+ aircraft transactions, 50+ years of experience & over $10 billion in aircraft transactions. Not just aircraft brokers, they offer a deep suite of service that can be employed long before and long after any aircraft transactions are contemplated.

AirCompAnalysis MARCH21.qxp_ACAn 24/02/2021 12:54 Page 5

HELICOPTER COMPARISON

Table B - Market Comparison Airbus H145 Sikorsky S-76D Leonardo AW169

143

155

140

Average Cruise Speed (Kts)

143

205

223

351

Cabin Volume 28,000 30,300 Cu Ft

30,800

441

415

Normal Range nm

$9.228 $7.000 $9.680

303

72

95

0.33% 6.94% 2.11%

4

% For Sale

In Operation

2021 Base Price US$m

1

<1 Average Sold Per Month*

* Average Full Sale Transactions in the past 12 months as of Jan 2021; Source: JETNET. Date courtesy of OEM; HeliValues$; BJT Summer 2020; JETNET

Table B (left) contains the new 2021 prices from HeliValue$ for each model. The average speed, cabin volume and range values are from the respective OEM, while the number of helicopters in-operation and percentage ‘For Sale’ are as reported by JETNET. As depicted, at the time of writing only one Airbus H145 was listed ‘For Sale’, representing just 0.33% of the fleet. By comparison, 6.94% of the Sikorsky S-76D, and 2.11% of the Leonardo AW169 fleets were ‘For Sale’.

The average number of new/pre-owned transactions (sold) per month for the Airbus H145 was four, comparing with less than one for the Sikorsky S-76D, and one for the Leonardo AW169.

Used Asking Prices & Quantity

Table C - Airbus H145 MACRS Depreciation Schedule 2021 Airbus H145 - Part 91 Full Retail Price - Million $9.228 Year

Rate (%)

1

20.0%

2

32.0%

3

19.2%

4

11.5%

5

11.5%

6

5.8%

Depreciation ($M)

$1.846

$2.953

$1.772

$1.063

$1.063

$0.532

Cum. Depreciation ($M)

$1.846

$4.799

$6.570

$7.633

$8.696

$9.228

Depreciation Value ($M)

$7.382

$4.429

$2.658

$1.595

$0.532

$0.000

2021 Airbus H145 - Part 135

Depreciation Schedule

Full Retail Price - Million $9.228 Year

Rate (%)

1

14.3%

2

24.5%

3

17.5%

4

12.5%

5

8.9%

6

8.9%

7

8.9%

8

4.5%

Depreciation ($M)

$1.319

$2.260

$1.614

$1.153

$0.824

$0.823

$0.824

$0.412

Cum. Depreciation ($M)

$1.319

$3.579

$5.193

$6.345

$7.169

$7.992

$8.816

$9.228

Depreciation Value ($M)

$7.909

$5.649

$4.035

$2.883

$2.059

$1.236

$0.412

$0.000

Source: HeliValue$

Table D - Sikorsky S-76D MACRS Depreciation Schedule 2021 Sikorsky S-76D - Part 91 Full Retail Price - Million $7.000 Year

Rate (%)

1

20.0%

2

32.0%

3

19.2%

4

11.5%

5

11.5%

6

5.8%

Depreciation ($M)

$1.400

$2.240

$1.344

$0.806

$0.806

$0.403

Cum. Depreciation ($M)

$1.400

$3.640

$4.984

$5.790

$6.597

$7.000

Depreciation Value ($M)

$5.600

$3.360

$2.016

$1.210

$0.403

$0.000

2021 Sikorsky S-76D - Part 135 Full Retail Price - Million $7.000 Year

Rate (%)

1

14.3%

2

24.5%

3

17.5%

4

12.5%

5

8.9%

6

8.9%

7

8.9%

8

4.5%

Depreciation ($M)

$1.000

$1.714

$1.224

$0.874

$0.625

$0.624

$0.625

$0.312

Cum. Depreciation ($M)

$1.000

$2.715

$3.939

$4.813

$5.438

$6.063

$6.688

$7.000

Depreciation Value ($M)

$6.000

$4.285

Source: HeliValue$

54 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

$3.061

$2.187

$1.562

As mentioned, the current used market for the Airbus H145 shows one helicopter ‘For Sale’ with an asking price of $9.548m. There were also five pre-owned Sikorsky S-76Ds ‘For Sale’ – none of which had published asking prices – and two Leonardo AW169s ‘For Sale’, both of which invited inquiries from interested buyers.

While each serial number is unique, the time on the airframe (AFTT) and age/condition will cause great variation in price between one aircraft and another. Of course, the final negotiated price remains to be decided between the seller and buyer before the sale of a helicopter is completed.

$0.937

$0.312

$0.000

Helicopters that are owned and operated by businesses are often depreciable for income tax purposes under the Modified Accelerated Cost Recovery System (MACRS). Under MACRS, taxpayers are allowed to accelerate the depreciation of assets by taking a greater percentage of the deductions during the first few years of the applicable recovery period.

In certain cases, helicopters may not qualify under the MACRS system and must be depreciated under the less favorable Alternative Depreciation System (ADS) where depreciation is based on a straight-line method, meaning that equal deductions are taken during each year of the applicable recovery period. In most cases, recovery periods under ADS are longer than recovery periods available under MACRS. There is a variety of factors that taxpayers must consider in determining if a helicopter may be depreciated and, if so, the correct depreciation method and recovery period that should be utilized. For example, helicopters used in charter service (i.e., Part 135) are normally depreciated under MACRS over a seven-year recovery period, or under ADS using a twelve-year recovery period.

Helicopters used for qualified business purposes, such as Part 91 business use flights, are generally depreciated under MACRS over www.AVBUYER.com

w

AirCompAnalysis MARCH21.qxp_ACAn 23/02/2021 15:29 Page 6

AVBUYER.com a period of five years or by using ADS with a six-year recovery period. There are certain uses of the helicopter, such as non-business flights, that may have an impact on the allowable depreciation deduction available in a given year.

Table C (middle, left) depicts an example of using the MACRS schedule for a 2021 model Airbus H145 helicopter in private (Part 91) and charter (Part 135) operations over five- and seven-year periods, assuming a new 2021 retail price of $9.228m, per HeliValue$.

Table D (bottom, left) depicts an example of using the MACRS schedule for a 2021 model Sikorsky S-76D helicopter in private (Part 91) and charter (Part 135) operations over five- and seven-year periods, assuming a new 2021 retail price of $7.0m, per HeliValue$.

Table E (right) depicts an example of using the MACRS schedule for a 2021 model Leonardo AW169 helicopter in private (Part 91) and charter (Part 135) operations over five- and seven-year periods, assuming a new 2021 retail price of $9.680m, per HeliValue$.

Table E Leonardo AW169 MACRS Depreciation Schedule 2021 Leonardo AW169 - Part 91 Full Retail Price - Million $9.680

Others may choose different parameters, but serious helicopter buyers are usually impressed with Price, Range, Speed and Cabin Size.

After consideration of the Price, Range, Speed and Cabin Size, the Leonardo AW169 is the most productive, even with a higher new purchase price than the Sikorsky S-76D and Airbus H145.

The Airbus H145 offers greater ‘Payload with Full Fuel’ capability than the rest of the field, while the Leonardo AW169 shows the largest cabin volume. However, the Sikorsky S-76D has the longest range of the three competitors. The S-76D also has the lowest new purchase price and faster average cruise speed.

Although it comes lower on the productivity chart, the Airbus H145 has the lowest operating costs (variable and per nautical mile) by a large margin.

It is important to remember that other factors could feature in a buyer’s analysis that could swing the result in favor of any of these www.AVBUYER.com

20.0%

Rate (%)

2

32.0%

3

19.2%

4

5

11.5%

6

11.5%

5.8%

Depreciation ($M)

$1.936

$3.098

$1.859

$1.115

$1.115

$0.558

Cum. Depreciation ($M)

$1.936

$5.034

$6.892

$8.007

$9.122

$9.680

Depreciation Value ($M)

$7.744

$4.646

$2.788

$1.673

$0.558

$0.000

2021 Leonardo AW169 - Part 135 Full Retail Price - Million $9.680 Year

1

Rate (%)

14.3%

2

24.5%

3

17.5%

4

12.5%

5

6

8.9%

8.9%

7

8.9%

8

4.5%

Depreciation ($M)

$1.383

$2.371

$1.693

$1.209

$0.864

$0.863

$0.864

$0.432

Cum. Depreciation ($M)

$1.383

$3.754

$5.447

$6.656

$7.520

$8.384

$9.248

$9.680

Depreciation Value ($M)

$8.297

$5.926

$4.233

$3.024

$2.160

$1.296

$0.432

$0.000

Source: HeliValue$

Chart F - Productivity Comparison $16.0

Prices (millions)

Productivity Comparisons

The points in Chart F (right) are centered on the same helicopters. Pricing used in the vertical axis is as published in HeliValue$ (for the model year 2021). The productivity index requires further discussion in that the factors used can be somewhat arbitrary. Productivity can be defined (and it is here) as the multiple of three factors: 1. Normal or standard range, 2. An average or standard cruise speed flown to achieve that range, 3. Cabin volume available for executive passenger seating

1

Year

$12.0

2021 Airbus H145

2021 Leonardo AW169

$8.0

2021 Sikorsky S-76D

$4.0 $0.0 0.000

4.000

8.000

12.000

16.000

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

three helicopters. For example, as we mentioned at the start of this article, the Airbus H145 has a 20,000ft flight ceiling, which will undoubtedly prove very attractive to some operators who need it.

Our analysis shows that the best helicopter depends on what is best for the operator’s mission requirement. Is payload capability important? Or comfort (cabin volume)? Or range? The answer points towards a different helicopter in our field each time. Essentially, operators should weigh up their mission requirements precisely when picking which option is the best for them.

In Summary…

Operators should find the preceding comparison useful. Our expectations are that these three helicopters will continue to do well on the new/used helicopter market for the foreseeable future.

Of course, if any helicopter is not outfitted with ADS-B Out, it will need to be upgraded before it can be operated in the US currently, or in Europe after June 7, 2023. ❙

MIKE CHASE Mike’s analytical and consultancy services are highly valued within the Business Aviation industry. He is founder and president of Chase & Associates, and works closely with several respected sources to compile his unique Aircraft Comparative Analysis features. Contact Mike via mike@avbuyer.com

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AVBUYER MAGAZINE Vol 25 Issue 3 2021

55

Values Intro.qxp_Finance 23/02/2021 10:30 Page 1

VALUES - VERY LIGHT & LIGHT JETS

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Business Aircraft Values: Very Light & Light Jets Where performance and value are dominant factors for a mission need, remember this: there’s nothing lightweight about the value and flexibility of the Very Light & Light Jets. s business jets increase in size from Very Light & Light jets to the low end of the Large Cabin models, six to eight seats generally remains the standard configuration across size-category lines. And while cabins increase in volume generally (enabling more productive workspace for those traveling longer distances), full-fuel payload doesn’t seem to grow proportionally in most cases.

As jets get bigger and heavier their runway needs increase, with no appreciable gain in how many people or equipment can fly – and thus we touch upon the key advantages of the Very Light & Light jet category - the value and flexibility offered to those who typically fly shorter legs.

Fully-fuelled, an Very Light or Light jet can often barely carry the typical passenger load of three persons, unless one or two of them doubles as a crew member. Nevertheless, with the average mission length below 750 miles and the nominal maximum-range of Light jets around 1,200 miles, the crew enjoys the option of flying lighter and saving fuel. Fueling for the mission with NBAA reserves allows larger cabin loads, making three or four - plus crew - possible.

The time difference between Very Light & Light jets and Large jets to fly a typical 750nm mission is small (about 10 to 12 minutes, overall) and is not a large time-saving for costs that may be considerably higher for the larger aircraft. Further, beyond these speed-range-payload operational

A

56 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

basics, the Light jet crew will have the option of far more airports, often closer, more convenient and less expensive than what’s needed for the Medium and Large jets. Thus, it’s hard to escape the heavyweight value of the Very Light & Light jet.

So what exactly is a Light jet? Today we consider a jet “light” when its MTOW falls between 10,000 and 20,000 pounds. About a decade ago the Light segment represented the bottom rung of the business jet ladder. That was before the Very Light Jets entered the market, differentiated by weights below almost everything ever built at less than 10,000 pounds.

Very Light & Light Jet Price Guide The following Very Light & Light Jets Retail Price Guide represents current average values published in The Aircraft Bluebook – Price Digest. The study spans a twenty year period, from 2001 through Winter 2020, and covers 32 models. Values reported are in US$m, with each reporting point representing the current average retail value published in the Bluebook by its corresponding calendar year. For example, the Cessna Citation M2 average value reported in the Winter 2020 edition of Bluebook shows $3.3 million for a 2016 model, $3.1 million for a 2015 model and so forth.

Note: We have included 28 aircraft models in the following Very Light & Light Jets average price guide.

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Retail Values JULY20.qxp_RPG 23/02/2021 10:36 Page 1

VALUES - VERY LIGHT & LIGHT JETS

Very Light & Light Jets: Average Retail Price Guide MODEL YEAR $

2020 US$M

2019 US$M

2018 US$M

2017 US$M

2016 US$M

2015 US$M

2014 US$M

2013 US$M

2012 US$M

2011 US$M

1.90

1.80

5.30

5.00

4.70

MODEL BEECHCRAFT PREMIER IA BEECHCRAFT PREMIER I BOMBARDIER LEARJET 31A CESSNA CITATION ENCORE+ CESSNA CITATION V ENCORE CESSNA CITATION BRAVO CESSNA CITATION CJ4

9.50

7.50

7.00

6.50

6.20

5.90

5.60

CESSNA CITATION CJ3+

8.00

6.70

6.00

5.50

5.30

5.10

4.90

CESSNA CITATION CJ3

4.90

4.70

4.50

4.30

4.10

CESSNA CITATION CJ2+

4.10

3.90

3.70

3.50

3.30

CESSNA CITATION CJ2 CESSNA CITATION CJ1+

2.40

CESSNA CITATION CJ1 CESSNA CITATION M2

4.50

3.90

3.70

CESSNA CITATION MUSTANG CIRRUS VISIONJET SF50

2.80

2.50

1.85

3.50

3.30

3.10

2.90

2.70

2.40

2.20

2.00

1.80

1.70

1.60

1.50

1.80

1.70 1.40

1.30 1.20

1.10

1.00

5.80

5.40

5.20

2.00

1.90

1.70

2.00

1.60

1.40

ECLIPSE 550 ECLIPSE 500 EMBRAER PHENOM 300E

9.20

EMBRAER PHENOM 300 EMBRAER PHENOM 100EV

4.20

8.50

8.00

7.70

7.50

7.30

3.90

3.60

3.40

EMBRAER PHENOM 100E

3.00

7.10

6.70

6.30

2.80

2.50

2.30

EMBRAER PHENOM 100 HAWKER 400XP HAWKER BEECHJET 400A HONDAJET HA-420

5.20

4.00

3.30

NEXTANT 400XT/XTi

2.90

2.60 3.10

PILATUS PC-24

11.00

9.50

2.90

2.50

9.00

AIRCRAFT BLUEBOOK DATA - CHRIS REYNOLDS, EDITOR. EMAIL: CHRIS.REYNOLDS@INFORMA.COM

58 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

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Retail Values JULY20.qxp_RPG 23/02/2021 10:36 Page 2

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What your money buys today

Winter 2020 2010 US$M

2009 US$M

2008 US$M

2007 US$M

2006 US$M

1.70

1.60

1.50

1.40

1.20

2005 US$M

3.20

2003 US$M

2002 US$M

2001 US$M

MODEL YEAR $ MODEL BEECHCRAFT PREMIER IA

1.00

3.50

2004 US$M

0.95

0.90

0.85

0.80

BEECHCRAFT PREMIER I

1.25

1.20

1.15

BOMBARDIER LEARJET 31A

2.90

CESSNA CITATION ENCORE+ 2.60

2.40

2.20

1.90

1.80

1.70

CESSNA CITATION V ENCORE

1.55

1.45

1.35

1.25

1.15

1.05

CESSNA CITATION BRAVO

4.40

CESSNA CITATION CJ4 CESSNA CITATION CJ3+

3.90

3.70

3.50

3.20

3.10

3.00

3.20

3.00

2.80

2.60

2.40

2.30

2.30

2.20

1.90

1.80

2.30

2.20

2.10

2.00

1.70

2.90

CESSNA CITATION CJ3 CESSNA CITATION CJ2+

2.10

2.00

1.90

1.80

CESSNA CITATION CJ2 CESSNA CITATION CJ1+

1.60

1.50

1.40

1.30

CESSNA CITATION CJ1 CESSNA CITATION M2

1.40

1.30

1.20

1.10

CESSNA CITATION MUSTANG

1.00

CIRRUS VISIONJET SF50 ECLIPSE 550 -

-

0.90

0.70

ECLIPSE 500

0.50

EMBRAER PHENOM 300E 5.00

EMBRAER PHENOM 300

4.80

EMBRAER PHENOM 100EV EMBRAER PHENOM 100E 1.50

1.40

1.20

1.75

1.65

1.55

EMBRAER PHENOM 100 1.45

1.35

1.25

HAWKER 400XP

1.15 1.10

1.05

1.00

HAWKER BEECHJET 400A HONDAJET HA-420 NEXTANT 400XT/XTi PILATUS PC-24

AIRCRAFT BLUEBOOK DATA - CHRIS REYNOLDS, EDITOR. EMAIL: CHRIS.REYNOLDS@INFORMA.COM

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AVBUYER MAGAZINE Vol 25 Issue 3 2021

59

Flight Dept 1 MARCH21.qxp_Finance 23/02/2021 10:40 Page 1

FLIGHT DEPARTMENT MANAGEMENT ANDRE FODOR With a focused approach on global excellence and creativity, Andre Fodor has managed flight operations for the U.N. and Flight Options as well as being a senior demonstration pilot and instructor for Embraer Aircraft. He is the Aviation Director for his current employer. https://www.linkedin.com/in/andrefodor/

Integrate the Right Jet into Your Flight Department (Part 3) After the successful purchase of the right jet, a fruitful aircraft ownership experience balances the passengers’ expectations with solid management and operational practices. Andre Fodor shares thoughts on how to achieve that balance… t started with a phone call to a client who had hired me to manage his aircraft. After hanging up, I felt puzzled by the lack of professional support he had received.

I was hired only a few days before the aircraft was being released from a major inspection that had lasted two months. The invoices generated from that unsupervised maintenance visit were piled high.

The inspection process was flawed from the lack of any organized pre-maintenance planning, and it was further weakened by the absence of an inspection induction meeting. This airplane was clearly not ready for the long-range flight to Polynesia that its owner had expected just twenty-four hours after its return to service.

Being the new guy on the receiving end of the phone call, I listened and sympathized with the frustrated owner. His expectations had not been fulfilled. It was my hope that I would be able to

I

60 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

make things right, turning a negative to positive, and transforming a soured ownership experience into a long-lasting, successful endeavor.

Balancing Expectations with Reality

Perhaps you are incredulous at the owner’s expectation to fly to Polynesia so soon after such a significant maintenance event. Your first thought might – rightfully – be that it was an unreasonable expectation. In the owner’s defense, however, and primarily because he was new to aircraft ownership, he had been misled by untenable promises and a lack of realistic guidance.

The hardest part of an aircraft manager’s job is to help an owner understand what reasonable expectations are, and what is safe, legal and acceptable by industry standards. It is vital to let them know what is ok to expect, and when and where to relent.

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Flight Dept 1 MARCH21.qxp_Finance 23/02/2021 10:40 Page 2

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As managers and flight crew within our flight departments, it is all of our responsibility to provide solid, factual information so that our principals’ expectations are achievable.

In addition to the disappointment over an unfulfilled expectation to fly to Polynesia, the owner was astonished at the final maintenance invoice. I explained that, pending a review of all original work orders and unanticipated discrepancies that were found, it would be difficult to determine whether the bill was correct.

One thing was certain – the cost of the inspection had not been anticipated, leaving the owner exposed to a large capital outlay not originally considered during his company’s annual budgeting process.

And, because of the lack of forward-planning, all advantages had been lost to negotiate lower hourly fees, set-price tasks, and to perform other

www.AVBUYER.com

upgrades while the aircraft was already down for maintenance.

Asking who his contacts were at the maintenance facility, and who provided the quote or managed the inspection, drew a blank from the owner. The jet had spent two months at the inspection facility with little, or no, oversight.

Nobody had been available to make the crucial decisions, or to manage the flow of new writeups, and the increasing labor hours.

This was a painful lesson that long-term, proactive relationships are crucial for effective management and cost savings in business aircraft ownership.

Build your network, get to know people in the industry, be a good customer – your service providers will respond in-kind with outstanding service.

So, what was the end result of this experience?

It was clear that I would not meet my new client’s

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“As managers and flight crew within our flight departments, it is all of our responsibility to provide solid, factual information so that our principals’ expectations are achievable.”

immediate travel need. With an airplane coming out of such an expensive maintenance event, I explained we needed time to review the paperwork making sure that the airplane was legal.

A thorough visual inspection, and a shakedown flight would also be needed to verify that the airplane was indeed ready to return to service. I explained that the airplane would not be ready to fly extended operations without some reliability validation flying in less remote airspace.

Well-Grounded Truths Win the Day

After receiving some hard truths with a good foundation in reality, my new principal was energized to get on-board with what I was telling him. He was back in charge, being savvy, and he saw that we were now moving towards an efficient and organized operation.

This was a man who understood professionalism, and preferred to make informed decisions. We arranged for him to charter while we took the time needed to get the airplane right.

And once we had done so, we picked him up and flew him home from Polynesia.

When providing a dose of realism, never offer ad re Re Mo

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problems without solutions. This way, the owner can be empowered, placing them at the core of the decision process.

The tenets of good aircraft management are simple: Safety, economy, reliability, transparency and truthfulness. As flight department managers, our directive is to deliver great experiences. And, as experts in our field, we become educators of what is reasonable, attainable and deliverable. And that includes managing our passengers’ expectations.

As you perfect your aircraft management style into a well-oiled operation, consider the scenarios discussed: Be a great communicator Develop outstanding forecasting techniques Anticipate looming problems (and their solutions) Deliver excellence, and Set high standards.

Once that new jet is operational within your flight department, the sky is the limit. Dig deep to achieve the best! T

ANDRE FODOR ARTICLES

at AVBUYER.com

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FLIGHT DEPARTMENT MANAGEMENT MARIO PIEROBON is a safety management consultant covering both fixed- and rotary-wing operations. He writes broadly on safety-related topics, with expertise of air operations and crew training safety regulations. As a consultant, Mario helps companies improve procedures. His knowledge of safety is valued by several industry-leading publications, including AvBuyer.

More information from: https://www.linkedin.com/in/mario-pierobon-85991319/

How a Single Pilot Can Offset Risk in a BizAv Cockpit (Part 2) Continuing his discussion of single pilot safety accountability, this month Mario Pierobon explores strategies for raising safety awareness, and getting the most out of single pilot Crew Resource Management training… dditional content could be embedded in the training programs of single pilots to raise their safety awareness – though Crew Resource Management (CRM). Trainer and human factors expert Thomas Fakoussa suggests the aviation authorities and the industry’s accident investigators don’t necessarily know how to do add more practical training on pilot awareness during flight.

“It is also not part of flight instructor-led training,” he adds, “but it would be necessary to include mental awareness training as a simple and practical tool to develop pilots in

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self-management.”

In general, as part of their initial training a pilot will learn basic human factors principles in decision-making, fatigue, hypoxia, and spatial disorientation.

“Although these are important to learn – especially as a single pilot – additional training in human behavior is extremely important”, says Kim Hutchings, Chief Executive Officer of Volo Mission. “Really understanding and learning to quickly recognize when we’re tired, stressed, distracted, pressured, etc., can help pilots detect when there’s more of a likelihood for error, or when they are taking more risks.

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“Unfortunately, this is often recognized after something has already happened,” she reflects.

“More education and training are needed to help people learn more about themselves. This can be done through training, coaching, and mentoring.”

CRM training could make a significant difference within small operations, says Alex Pollitt, a helicopter pilot and CRM trainer. This could help establish a culture that puts a genuine emphasis on the principles of single pilot CRM and operator safety.

“Too often, the quality of training is lacking – or the time and thought has not been taken to apply it effectively to the specific CRM challenges

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and risks of the operation in question,” Pollitt reveals.

Don’t assume that CRM has all the answers, he cautions, “but, if done well, it could –or should – be the best way to provoke genuine introspection in the minds of the single pilot, therefore raising single pilot safety awareness.”

And Pollitt believes that a good safety culture encourages habits such as pilots raising doubts and questions, and gives them the confidence to ask for a second opinion. “In fact, it should demand that pilots solicit a second opinion on flight preparation and decision-making, whenever possible,” he says.

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“Retaining self-control at all times is ultimately the requirement for safe single-pilot operations...”

Single Pilot CRM

Given its usefulness to single pilot operations, it’s unfortunate that the very title ‘Crew Resource Management’ implies the training is less relevant to pilots who don’t work in a crew.

“Of course, as CRM has developed through what is now six generations, the name has stuck,” Pollitt reflects. “But the training that it describes has broadened significantly.

“This unfortunate misnomer in the context of single pilot operations should actually be referred to as NonTechnical Skills,” he suggests, “an inherent and indivisible part of the art and science of being a pilot, regardless of whether you fly single-seat or aboard a widebody aircraft.”

From a regulatory point of view there’s no difference between single pilot CRM and multi-pilot CRM. “The entire syllabus applies, and even when something appears not to be relevant, it only takes a little thought as to how a concept might be applied in the single-pilot context to realize that this approach does make sense,” Pollitt explains.

“For example, leadership, teamwork, and communication (among other things) can all still be helpful in single crew operations, and should not be restricted to multi-crew CRM training.”

ad re Re Mo

The applicability of human factors considerations is so widespread today that it is seen to encompass all of the external influences and agencies that you might deal with during the preparation, duration, and aftermath of a flight.

“Although you might assume that the lessons of effective communication and teamwork don’t apply to individuals sitting in the cockpit, the single pilot will still need to communicate and interact with many others throughout the course of their aviation activity,” Pollitt highlights. “In reality, aviation is never an activity that can be carried out alone.”

From CRM to PRM…

Many years ago, Fakoussa coined the term ‘Personal Resource Management’ (PRM). “This concept is the foundation of any crew composed of individuals,” he explains, adding that a PRM-trained pilot would have a good foundation for teamwork within a crew, as they would always have self-control to remain functional within the team.

“Retaining self-control at all times is ultimately the requirement for safe single-pilot operations, and having learnt – and been checked for – continuous self-control will make single-pilot operators accountable,” he concludes. T

FLIGHT DEPARTMENT MANAGEMENT ARTICLES

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AVIONICS GERRARD COWAN is a freelance journalist who focuses on aerospace, defense and finance. He can be found on Twitter @GerrardCowan

Upgrading Cabin Management Systems: What to Know Business jet operators upgrade their Cabin Management Systems (CMS) for a range of reasons. Gerrard Cowan speaks to some of the industry’s

experts to find out what operators should know when planning a retrofit… abin Management Systems are central to passenger interaction with the aircraft they’re flying on, enabling them to control their environment – from temperature and lighting, to window shades, to in-flight entertainment (IFE).

Many Business Aviation operators today look to upgrade their CMS when the aircraft is in the MRO shop for other work, or to increase its appeal in the pre-owned market when they are contemplating a sale.

Indeed, such upgrades have become an increasingly common request in recent years, according to Steve Elofson, an Avionics Sales Representative at Duncan Aviation, which upgrades CMS as part of a wide range of maintenance services.

This demand is driven by two main factors, he says. First, CMS become obsolete over time, meaning the equipment is no longer repairable, or

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is not supported by the original manufacturer.

Second, technology is always changing in the electronics world, and operators may wish to exploit new developments.

“What we had in our houses and our cars 10 years ago is vastly different to what's available right now,” he says. “It's really the same with aircraft and their cabins. There's a demand for the latest and greatest in electronic capabilities.”

As an example, Elofson highlights the move to High Definition (HD) displays. “This is a very common CMS-related request,” he shares.

Additionally, there’s growing demand for wireless connectivity and control, where users can control their cabin systems from a Personal Electronic Device (PED), such as a smartphone or a tablet. They might stream their own movies or television shows on the aircraft’s screens, or stream from the aircraft to their personal devices (via an onboard Audio and Video On-Demand server). www.AVBUYER.com

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Photo courtesy of Collins Aerospace

Upgrade with an Eye on the Future

Elofson recommends that operators keep their future technological needs in mind, perhaps researching what they may require in their next upgrade. “For example, you might wish to upgrade to a 4K display at some point in the future.”

In general, Elofson says Duncan Aviation works with customers to assess their current technology, and makes recommendations on this basis. There can be many different variables involved, he notes.

“For example, an older aircraft may need a complete CMS upgrade to ensure it has a system that is current and supported, while another operator may have a relatively advanced system that only requires upgrades in specific features.”

Upgrading Older Business Aircraft

There has been a stark increase in the acquisition of older aircraft at below-market value during the Covid-19 pandemic, notes Darrell Finneman, Vice www.AVBUYER.com

President of Product Engineering, Rosen Aviation, which manufactures a variety of products for CMS. Among the company’s products are smart surface control and sensor technology, audio/video and other IFE and Connectivity (IFEC) solutions.

Many operators are putting the money they have saved from such aircraft bargains into upgrading their cabins to a more contemporary level, according to Finneman, “fuelling considerable CMS upgrade demand”.

This leads to several challenges which operators should keep in mind. “For example, older wiring will not support the latest functionality, meaning the entire cabin may need to be gutted to upgrade the CMS – a costly and time-consuming process.”

There may also be a need for woodwork alterations. “While not as costly or time consuming as replacing cabin wiring, having to dig into the woodwork is still an intrusive process that has many challenges,” he adds.

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Photo courtesy of Duncan Aviation

“As new technology – like 4K displays and smart surfaces – are introduced into airplanes, choosing a CMS that can adequately communicate and control these components should be a priority...”

Beyond this, Finneman says that older aircraft might lack SATCOM capability, meaning some form of connectivity will need adding to utilize Wi-Fi, or the streaming functions of a newer CMS. From an IFE and cabin electronics standpoint, the major points to consider relate to the ability of various technologies to properly integrate with existing systems and between components, Finneman stresses.

“As new technology – like 4K displays and smart surfaces – are introduced into airplanes, choosing a CMS that can adequately communicate and control these components should be a priority,” he notes.

Consider Your Aircraft’s Purpose, Relating to CMS

Within the US, consideration of an aircraft’s purpose includes the difference between noncommercial (Part 91) and commercial (Part 135) flights. In the case of the latter, the CMS should be as intuitive and easy to use as possible to account for the wide diversity of passengers, Finneman suggests.

“The system will likely have more basic 70 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

functionality, though with some layers of personalization, such as the ability to access personal content, or charge personal devices,” he shares. “CMS aboard Part 91-operated aircraft, on the other hand, can be more complex and highly personalized, with more layers of functionality, such as lighting control and cabin audio.”

And there are different maintenance demands between Part 91 and Part 135 operations that should also be considered, adds Don Hamilton, president of ALTO Aviation – manufacturer of the Cadence CMS. “Part 135 operators will be keen to ensure the system can be easily repaired if there are any issues, because every time an aircraft is down, they’re not making money on it.”

ALTO Aviation specifically developed Cadence to target CMS obsolescence in older aircraft, Hamilton clarifies.

“The aim is to provide CMS upgrades in a flexible way, including developing modular bezels [the frames for the switches] that reduce the amount of woodwork alteration required in older aircraft, and by providing discrete CMS upgrades as needed,” he elaborates. “For instance, a

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Photo courtesy of Collins Aerospace

“...operators should first figure out how the system is going to be used, and the reason they’re upgrading.” corporate shuttle may simply require lighting controls, without entertainment.”

According to Hamilton, operators should first figure out how the system is going to be used, and the reason they’re upgrading. “While a corporate aircraft may not require a full IFE system, this could be a crucial addition to a jet used by a family,” he illustrates.

Additional Considerations for CMS Upgrades

Mark Zimmerman, director of business development for Collins Aerospace’s VVIP and Head-of-State Solutions, highlights two major trends in recent years where aircraft CMS is concerned.

First is the increased use of PEDs (Collins has created apps for its Venue CMS to interact with these, controlling the environment and provide other benefits.)

Second is the higher bandwidth levels now available, both for connectivity to and from the

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aircraft, and to serve as the CMS backbone onboard the platform. (Collins’ latest offering in CMS is Venue, which Zimmerman said has seen significant demand in the aftermarket, with more than 200 retrofits flying today.)

Moreover, “while most customers consider the hull value of the aircraft when they upgrade the CMS and other parts of the cabin, sometimes people just love their aircraft and they upgrade, even though financially it doesn’t make sense,” Zimmerman notes, recommending that owners consider the ratio of cabin upgrade to hull value to justify their investment.

Additionally, he suggests owners carefully analyse the company they are dealing with, considering whether it is likely to still be around in a decade’s time; whether it provides great product support; and if the company truly understands aircraft, avionics, and the certification of avionics.

“Pick a true avionics company – this may cost you more upfront, but it will pay off in the longrun,” he concludes. T

on AVBUYER.com

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AVIONICS

How Good are Today’s BizJet Cabin Air Filters?

With the Covid-19 pandemic, focus has sharpened on the air-filtration systems that purify aircraft cabins and help prevent the spread of infection. But just how good are the systems installed on today’s business aircraft? Chris Kjelgaard reports…

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s a result of Covid-19, cabin air-filtration systems in business aircraft are garnering a greater level of attention among operators and passengers than they probably ever

did before.

Such systems form the primary line of defense against the possibility of passengers and crew becoming infected by what is a potentially fatal disease. In order to understand how well the cabin airfiltration systems in modern business aircraft protect crew and passengers – from Covid-19 and other pathogens in the air circulating in the aircraft cabin – it’s necessary to know how the systems work.

Essentially, they employ any two of three state-of74 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

the-art methods of filtering vanishingly tiny particles of disease and pollutants out of the air. Those methods depend on the cabin air circulation system the aircraft OEM has chosen for a given aircraft model, or range.

In today’s business aircraft, two air-circulation system philosophies predominate.

Limited-Recirculation Systems

Tied integrally into the cabin’s Environmental Control System (ECS), each type of air-circulation system draws bleed air from the engines to provide breathing air in the cabin.

However, one type deliberately allows for a degree of recirculation of the inducted air — and typically www.AVBUYER.com

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recirculates the air throughout the cabin for two-to-four minutes before it’s expelled through the fuselage outflow valve and completely replaced by fresh external air — to provide thermal comfort.

Importantly, air recirculation helps mitigate the issue of low cabin air humidity, which is ever-present in aircraft whose fuselages are made from metal alloys that are potentially vulnerable to corrosion.

“Cabin humidity is a challenge in aviation, mainly due to the fact humidifiers tend to be complex and heavy, and humidity may in some cases cause corrosion in the aircraft structure,” says Alvadi Serpa, Director or Product Strategy for Embraer Executive Jets.

To help maintain safe and comfortable humidity levels within its products’ cabins, and without the need for complex and heavy humidifiers, Embraer offers recirculation systems for its Phenom and Praetor series business jets.

Even where OEMs decide to allow some air recirculation in their business aircraft cabins, such air is never allowed to become stale. “While all Embraer business aircraft allow air recirculation, their ECSs also replace the recirculated air very frequently—every 2.5 minutes in the Phenom 100/300, and every 3.5 minutes in the Praetor 500/600,” says Serpa.

Textron Aviation employs the same limitedrecirculation philosophy in its Cessna Citation Longitude and Latitude jets. “These aircraft take a www.AVBUYER.com

small percentage of the cabin air and recirculate it through a High-Efficiency Particulate Air (HEPA) filter back into the cabin,” says Joshua Kelton, a Senior Engineering Specialist for Textron Aviation.

“In addition to recirculated air, fresh air is always provided, ensuring air is refreshed every two to four minutes.”

In all modern aircraft which use air recirculation, the HEPA filter technology highlighted by Kelton forms a fundamental and vital part of the ECS’s defense against airborne transmission of microbial and contaminant particles throughout the cabin.

International regulations require HEPA filters to trap and remove from the air at least 99.97% of contaminant particles of 0.3 microns in size or larger.

This allows the HEPA filters within cabin air-recirculation systems to remove all bacteria, some viruses and most air contaminants from the air the occupants breathe.

However, in terms of HEPA-filter functionality OEMs can do even better. According to Laurence Casia, Manager, Industrial Design for Bombardier Aerospace, the patented ‘Pũr Air’ system Bombardier installs in all its Global-series aircraft features an advanced HEPA filter that captures up to 99.99% of allergens, bacteria and viruses that are 0.3 microns or greater in size.

While helping preserve cabin humidity levels by allowing some cabin air recirculation, Bombardier’s Pũr Air system also completely replaces all recirculating air

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“NBPI works by using an electrical charge to create positive H+ hydrogen and negative O- oxygen ions from the water vapour in the air. These cluster round any airborne contaminant particles, causing them to agglomerate and fall out of the air.”

with fresh external air in as little as 90 seconds, he says.

Bombardier is convinced that combining limited air-recirculation with advanced HEPA filter technology – as its Pũr Air system does – remains the best solution for large business jets. “Considering the focus on HEPA filters that we are seeing in commercial aviation, including by Boeing and Airbus, and the proven effectiveness of these solutions, we expect HEPA technology to remain the gold standard for large-cabin business jets, which can fly for longer periods of time and carry more passengers,” says Casia.

Fresh Air Systems

Gulfstream Aerospace, meanwhile, has adopted a cabin air-circulation philosophy aboard all its aircraft models, which is different to that Bombardier employs in its Global-series jets. In addition to Gulfstream, most other leading business aircraft OEMs — including Bombardier — also employ this second major type of system in at least some of their models.

“All in-production Gulfstream aircraft feature 100% fresh air that is never recirculated,” Steve Cass, Vice President, Sales Development & Support for Gulfstream Aerospace says.

By means of the fact that this fresh air is bled from the engines’ high-pressure compressor stages — ultimately for use as cabin breathing air — before 76 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

entering the combustor, “outside air is intensely compressed and heated, resulting in extremely clean and sterilized air, before it is cooled and released into the cabin,” Cass explains.

“There’s no need to utilize a HEPA filter on a 100% fresh-air system,” Cass argues. “On our large-cabin aircraft, approximately 800cu.ft. of fresh air goes into the cabin during cruise conditions. That air flows through the cabin and then is expelled through the outflow valve that helps to regulate the pressure within the cabin.

“As such, the air throughout the cabin is continuously replenished every two-to-three minutes in our aircraft. This amount of fresh air is significantly more than what is required by the Federal Aviation Administration.”

Like Gulfstream aircraft, all Cessna Citation models (other than the Longitude and Latitude) “use an always 100% fresh-air system to maintain a cleaner and healthier cabin for passengers, without the additional help of HEPA,” Kelton adds.

Similarly, notes Bombardier’s Casia, “Learjet and Challenger aircraft feature 100% outside-air systems that replace cabin air at industry-leading rates.”

Plasma Ionization Technology for BizAv

Adding to these two pre-existing cabin air-filtration technologies, a third major type of cabin-air cleansing

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“The growing availability of retrofit installation of HEPA filters and plasma-ionization units means that BizAv owners and operators will soon be able to field a powerful arsenal of anti-pathogen and anti-contaminant weapons...”

technology has recently emerged — and it could prove the most powerful and effective one yet.

In September, 2020, Savannah, Georgia-based Aviation Clean Air (ACA) announced that the second phase of testing of the NeedlePoint Bi-Polar Plasma Ionization (NBPI) technology it had developed for airborne and ground-use air-purification systems had demonstrated 99.99% neutralization via ionization of the COVID-19 virus after just 30 minutes.

The tests, conducted by a third-party specialist testing laboratory, were performed in a setting designed to replicate the ionization conditions of business and commercial aircraft interiors.

NBPI works by using an electrical charge to create positive H+ hydrogen and negative O- oxygen ions from the water vapour in the air. These cluster round any airborne contaminant particles, causing them to agglomerate and fall out of the air.

Crucially, the ions also attach themselves to the cell membranes of all sub-microscopic biological pathogens, and by chemical action prevent those pathogens from reproducing — so they quickly die.

“HEPA filters that are being used on most commercial aircraft are efficient in removing particulates that are greater in size than 3 microns, but we know the COVID-19 virus is between 0.002-0.125 microns in size,” says ACA head Jonathan Saltman.

“That means that the HEPA filters may not remove 78 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

the virus itself if the virus is attached to a smaller airborne particulate. Our system prevents the spread of viruses by aerosolization, which is now being shown as the primary method that COVID-19 spreads.

“The proactive system, which operates through the aircraft’s existing environmental control system (ECS), and functions automatically whenever the ECS is running, immediately improves interior air quality, eliminates odours, and neutralizes all pathogens in the air and on surfaces throughout the entire aircraft, including the cabin, galley, lavatory and cockpit,” Saltman explains.

Gulfstream Aerospace quickly became ACA’s first Business Aviation OEM customer, and today offers ACA’s plasma-ionization system as standard equipment on all US-registered, new-build G650s and G650ERs. Gulfstream also has G500, G600 and international certifications for the NBPI technology in development, Cass adds. “Even when running solely on auxiliary power, the system produces thousands of ions throughout the entire aircraft, ensuring cabin air remains pure, and surfaces are disinfected.”

Casia says Bombardier service centers throughout the world have also begun installing ionizers in its bizjet models. And other BizAv OEMs appear set to adopt the new technology imminently.

“We are working to establish a new collaboration

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MicroShield 360 in BizAv As an aside, another promising antipathogen technology which has caught the eyes of the BizAv OEMs is MicroShield 360, an anti-microbial chemical coating which is applied electrostatically to cabin surfaces.

that will enhance our offering of cabin air quality systems and provide the latest technology, which will include ionization,” Kelton says. Its formal announcement of the partnership was expected imminently.

Meanwhile, says Serpa, “Embraer is familiar with air ionization technology and is studying its suitability and efficacy for its business jet portfolio.”

Retrofit for Older Business Jets

While Kelton says that HEPA systems cannot be retrofitted into Textron-built aircraft, currently, Embraer has taken a different tack…

“Previous models such as the Legacy 450/500, and the Lineage 1000/1000E have been, and can be, retrofitted with HEPA filters,” says Serpa.

Meanwhile, Gulfstream is already

making retrofits available of ACA’s NBPI units for all G650s and G650ERs that are not already fitted with the plasmaionization technology, and is also doing so for its G550, G450 and GV models.

The NBPI system is approved and available on all aircraft manufacturer platforms, makes and models, ACA says, so it may be only a matter of time before all major BizAv OEMs offer the new technology for both line-fit and retrofit.

The growing availability of retrofit installation of HEPA filters and plasma-ionization units means that BizAv owners and operators will soon be able to field a powerful arsenal of anti-pathogen and anti-contaminant weapons to prevent cabin occupants from becoming infected with dangerous diseases in-flight. ❙

CHRIS KJELGAARD has been an aviation journalist for 40 years, with a particular expertise on aircraft maintenance. He has served as editor of ten print and online titles and written extensively on many aspects of aviation. He also copy-edits most major documents published by a global aviation industry trade association.

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Not dangerous to humans or animals but a mild eye irritant, it binds permanently to any surface to which it is applied and thereafter provides permanent protection against pathogens by mechanically rupturing their cell membranes.

Embraer has tested and approved the application of MicroShield 360 to cabin surfaces in all of its business jets, and Bombardier service centers around the world have begun offering the application of Microshield 360.

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How to Retrofit Situational Awareness into Your Jet

How have business aircraft cockpits improved in situational

awareness capabilities over recent years? And how easy can it be to retrofit some of those developments into your own aircraft?

Dave Higdon considers the options available…

t would be difficult to overstate the revolution wrought by the advent of the Global Positioning System (GPS) and its Russian counterpart, Glonass.

Both systems were rooted in the space-age, built into satellites that were sent into orbit around the Earth, and, through the miracle of atomic timing devices, were capable of measuring tiny timing changes.

Both systems – WAAS GPS, in particular – helped launch a revolution in worldwide navigation that began to penetrate civil aviation in the 1990s.

Avionics developers quickly realized the deeper potential of space-based navigation (the initial target) and began to develop other functions – all on the foundation of satellite-based navigation.

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Benefits Unheard-of 10 Years Ago…

So, what are the benefits of today’s situational awareness that weren't available ten, or even five years ago? It’s hard to know where to start…

Over the years civil aircraft operators saw new systems come to market using GPS as a position source for hazard-avoidance equipment. These included: • •

•

Systems that warn pilots of obstacles and terrain threats; The air-traffic and aircraft surveillance system known as Automatic Dependent SurveillanceBroadcast; and In-flight collision avoidance systems. www.AVBUYER.com

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DAVE HIGDON is a highly respected aviation journalist who has covered all aspects of civil aviation over the past 36 years. Based in Wichita, he has several thousand flight hours, and has piloted pretty much everything from foot-launched wings to combat jets.

Contact him via Dave@avbuyer.com

The Easy Upgrade Path, Spelled ‘EFB’

GPS has also been driving the real-time displays of numerous electronic flight bag programs.

Not even the benefits of distance-measuring equipment (DME) on some VOR stations compares in accuracy and versatility, as GPS has proven.

Weather, traffic, terrain, approach plates and other instrument procedures, and the streamlining of flight planning and data transfer – all are products of the digital revolution over the past ten-plus years.

The modern business aircraft’s Primary Flight Display (PFD) combines all six of those round instruments found in legacy flight decks, as well as the CDIs of VOR navigation, into a single display.

Meanwhile, the Multi-Function Display (MFD) literally displays the landscape, evolving from simple wire-form graphics into today's photorealistic displays of terrain, landscape, roads, valleys and bodies of water.

The above introduction starts us down the list of situational-awareness tools that are available to pilots and operators of business, private, military and commercial aircraft. www.AVBUYER.com

Arguably the easiest, least-expensive option to making a modern situational-awareness tool part of your cockpit comes via the modern Electronic Flight Bag (EFB).

The operator or pilot only needs to add a capable tablet computer running a commercial, off-the-shelf EFB software. A few hundred bucks is the starting point – and, since it's a portable system, there are no installation costs.

The options for the software are considerable, though the options for the tablet computer are heavily tilted toward Apple's iPad in its many incarnations.

Features typically found in EFB software packages include VFR sectionals, IFR low- and high-altitude charts, and geo-referenced instrument approach plates. Some also integrate a Terrain Awareness and Warning System (TAWS), and an attitude and heading reference system with synthetic vision.

There are many options that exist. Consider these leading-edge options, however…

ForeFlight: The EFB software known as ForeFlight is as dominant in the field as the iPad is in its own.

The tablet – whether an iPad or one of the few Android tablet options for which there is software – must have a GPS engine for receiving position, speed, altitude and heading data, or the ability to work with a connected navigator or through a Wi-Fi connection via an in-flight connectivity system.

Garmin Pilot: Aside from ForeFlight, Garmin Pilot holds its own with owners of Garmin’s hardware.

It has the added benefit of being able to perform other useful functions, such as flight planning using the EFB software, and then wirelessly uploading the plan to Garmin navigators and PFDs (when the aircraft is equipped with Garmin's wireless-transfer hardware).

Garmin Pilot is optimized for use on the iPad and iPhone, but the company also offers a version written for Android devices.

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Appareo Stratus Insight: This EFB suite includes all the usual EFB standards – VFR sectionals, IFR lowand high-altitude charts, georeferenced instrument approach plates, a terrain awareness and warning system, and an attitude and heading reference system with synthetic vision.

In addition, it provides ATC radio transcription and playback, vertical weather profiles, radar forecasts, and a feature the company calls Smart Flight Plan.

Stratus Insight is tightly integrated with all generations of Stratus receivers, which provide subscription-free weather, WAAS GPS information, and ADS-B traffic to the app during flight.

Installed Situational Awareness Upgrade Options

Of course, some operators will be looking for a more comprehensive upgrade to their cockpits, incorporating the latest and greatest in situational awareness capabilities. For these, we share some options for improving situational awareness that are installed in the aircraft.

Aspen Avionics, Avidyne, Collins Aerospace, Garmin and Honeywell, all offer systems for installation in the flight panel, many with multiple capabilities. These are available to a large spectrum of aircraft via Supplemental Type Certificate (STC), and require installation by MRO shops that are authorized for such work.

Some of the options are available as stand-alone panel upgrades while others are integrated avionics packages. Which option appeals to any given operator will depend on the space available in the panel; whether a piece-by-piece solution is preferred; or whether an all-encompassing integrated-avionics package best suits the operator and the mission.

WAAS GPS navigators from Avidyne, Garmin and 84 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Honeywell offer MFD images – and some are able to show EVS and SVS images, and even traffic (when paired with the appropriate sensors). Most can function with free-access services from the FAA, via ADS-B In, which supplies weather and traffic, paired with other dedicated sensors (including weather radar and traffic sensors).

Among the integrated solutions available from Garmin are the GTN and GTN Xi navigators, the TXi series, G3X Touch, and the G500 and G600 displays.

Meanwhile, Avidyne’s IFD series of WAAS GPS navigators offer similar capabilities, with one model also equipped with solid-state attitude sensors, making it capable of backing-up PFD instruments.

On the stand-alone solutions front, Honeywell offers the option of its Primus Apex integrated flight deck, as goes Garmin with its G1000 NXi system, G3000 and G5000 integrated flight decks. The Honeywell and Garmin solutions are STC'd for a large number of aircraft.

And Collins Aerospace’s Pro Line Fusion integrated flight deck also is among the top performers employed in business aircraft. Covering the MFD, PFD, radio and navigation chores, STCs for numerous business aircraft make Pro Line Fusion popular with operators.

In Summary

It’s clear that while the new capabilities enhancing a pilot’s situational awareness in the modern aircraft are many, the options available to retrofit or upgrade could also be much wider than you think – and it doesn’t even have to cost too much.

While the preceding paragraphs are in no way comprehensive, they should help you start the thought process on how you could upgrade the situational awareness aboard your business aircraft, enhancing the safety of your operations in the very near future… Happy flying! ❙ www.AVBUYER.com

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How to Build Maintenance Relationships (MRO to Customer) Beginning a series exploring Maintenance, Repair, and Overhaul (MRO) shop relationships, Ken Elliott shares some of his personal experiences to address the dynamics that are crucial in creating trust and loyalty with customers. ostering great relationships between MRO shops and business aircraft owners is something that requires constant nurture. Business Aviation is a small community. That means news (whether good or bad) travels fast. Reputations are at stake, and the competition is always an option.

Having spent more than 50 years in aviation, with much of that around business jets and turboprops, I have seen all types of relationships. Some blossom through years of successful projects, built on trust. Others barely develop before fading. And some quickly become ‘best of friends’ only to crash and burn in litigation.

If there is a single word that sums up the key to a long-term business relationship, it is ‘Trust’. If there needs to be another, it would be ‘Listen’.

Trust takes years to develop through honesty,

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transparency and competency. Listening, by contrast, can be adopted at the very first phone call or personal meeting – yet is one of the hardest skills to learn. If either trust or listening are missing from the relationship, it will not last long.

While there are various elements common to successful business relationships across all segments of industry, three are NOT often found elsewhere: • • •

Dealing with high net-worth individuals (HNIs) Supporting fast-moving transport remotely Caring for a relatively small piece of very expensive real estate.

Some of these elements can be found in the yacht industry, or in high-end real estate, but the fast-moving

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MRO Special cover March.qxp_Layout 1 24/02/2021 11:31 Page 2

ACTIONABLE INTELLIGENCE FOR BUSINESS AVIATION MRO

to e bl w la o ai d n ne Av rea nli o

MRO SPECIAL

INDUSTRY GUIDE FEBRUARY 2021

I How to Plan and Maximize Your Next MRO Visit I Your Engine Overhaul FAQs, Answered by the Experts I Should You Overhaul, Replace, or Upgrade Your Engines?

I Cabin Refurbishment: How to Set the Right Tone I Cabin Connectivity Priorities for MRO Downtime I Are you Getting the Best from Your Flight Panel?

I Inside Dassault’s New Spare Parts Distribution Center

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private jet that demands worldwide support is unique, meaning expectations are perhaps at their highest.

overall operation of a facility. Some of the more difficult decisions are centered on:

MROs That Meet Great Expectations

• • • • • •

I recall an incident several years ago when a jet customer had sanctioned significant avionics upgrades on their aircraft, including High Frequency (HF) communications.

Following the upgrade, the aircraft moved from our facility to another for a long-range auxiliary fuel tank installation that, along with the HF radio, was necessary to make the journey from Oakland, California to Melbourne, Australia.

The private owner-pilot tried out his HF radio after the tank installation and it didn’t work, necessitating a rapid response. I was dispatched from Columbus, Ohio to Oakland, to spend 20 minutes crawling over fuel tanks in order to reconnect the HF radio antenna that the tank facility had forgotten to reattach after their modification.

That was an expensive 20 minutes, and while I don’t recall how the costs were recovered, I do remember the amazement of the owner-pilot at our rapid response. Essentially, though, the level of service was commensurate to the value of the aircraft, owner and operation, and is somewhat unique to Business Aviation.

Appropriately serving customers, and maintaining positive relationships, is not the only challenge for MROs, though. They also need to provide a service to their owners, investors and shareholders. Striking a balance and finding the sweet-spot between these two demands is not easy for MRO providers.

The impact of corporate and owner financial decisions trickles down to the hourly worker, and the 88 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

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Staffing Capital expenditure Operating expenses Leasing, rents & loans Training Procurement

However, company directors who can understand the pulse of a typical day in the maintenance hangar will make wiser decisions. The complex operation of ‘stacking’ an MRO hangar each morning can shape the success or failure of that day. The order of trade tasks and the timing for service and paint can determine the smoothness of a project.

While good management will delegate, they will also understand the issues that can arise, why they occur, and what should be done to correct them. When the customer can have an ‘aircraft conversation’ with the CEO, and see that here is someone who understands the operational side of the business, then that MRO shop will be trusted.

The way a company interacts with its employees and, in turn, its customers will be revealed at every level. A corporate culture that isolates fiscal decisions from overall customer service will have the happiest employees, and delighted customers.

What Makes a Successful MRO?

I have experienced venture-capital takeovers several times, where a rapid growth is quickly followed by a staff reshuffle, limited capital expenditure and then closing with a quick resale. Personally speaking, MROs managed

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CUSTOMER SERVICE

LEADING THE WAY. TOWARD A GREENER FUTURE. INTRODUCING OUR NEW CARBON OFFSET SERVICE, FOR BUSINESS JET OPERATORS ON EAGLE SERVICE™ PLAN (ESP™) At Pratt & Whitney, we’re making it easy for you to offset your carbon emissions and contribute to a more sustainable environment. By participating in our Carbon Offset Service, you’ll only pay for the number of hours your aircraft is in flight and we’ll take care of the rest. You can feel good knowing that you are reducing your carbon footprint, while contributing to a more sustainable future. Join us as we ensure a healthier planet, and we’ll leave a legacy we can be proud of, together.

LEARN MORE ABOUT OUR CARBON OFFSET SERVICE AT PWC.CA/CARBONOFFSET

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in this way can be financially successful in the short-term, but are not necessarily focused on service.

Measuring success is partially financial, but building a solid customer base, supported by long-serving and capable employees, is likely to be more relevant.

It must be said, the structure of a company and its overall product support capability lends itself to the measure of a maintenance relationship. Areas such as honoring warranty, multiple service centers, in-house capacity, the level of outsourcing, and more, can all have a direct impact on customer service.

Following are some of the MRO structural aspects: • • •

Multiple in-house trades, shops and capabilities Form and level of sales and marketing Direct product support (including honoring product and labor warranties) • On-site engineering and certification • Mobile support.

Smart companies will engage all the trades planned to work on a project as part of its marketing and sales process. This creates a deeper level of ownership and a familiarity with the project that will be evident in any customer interaction.

Moreover, smart companies will invest in expanding their in-house capabilities, and develop staffing levels commensurate with providing adequate support at all times (including the hard times).

Determining the right level of support is difficult, especially for ‘mod’ shops that will experience wide fluctuations in demand over time. Assuming a company structures itself correctly, however, social maintenance will mostly rely on the person-to-person relationship, which, in a sense, comes down to how a company operates with the structure it has developed.

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There are many drivers that influence an MRO operation at a personnel level, including: • • • • • •

Technical Training Ethical Training Customers Follow-up Customer Engagement Honoring Employees Adequate Staffing.

Let’s review each of these…

Technical Training

Mostly, MRO training is completed in order for a facility to qualify as a factory authorized service center.

However, popular shops go the extra mile and assist their employees with technical training beyond the required minimum.

There are multiple reasons for having sufficiently trained employees. Absentee and shift coverage are two, while efficiency is another. Unsurprisingly, many aircraft operators are technically savvy, so if an untrained employee is working on their aircraft they will notice right away, resulting in diminished trust.

Ethics Training

Having migrated across the industry since the start of the millennium, Ethics Training is vital for the relationships between MROs and their customers, as well as how the employees interact with each other.

Ethics training also mitigates lawsuits, helps with human resource issues and provides employees with confidence when interacting with customers.

So many times, I have seen positive interactions between owners and hangar staff after ethics training.

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Aradian November.qxp 20/10/2020 09:54 Page 1

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Customers who have hangar access, or use on-site customer offices, will openly engage with hourly employees. Here is a key touchpoint where ethical behavior is important.

Customer Follow-up

Customer service includes follow-up, and no one way is best. Having recently had a refrigerator repaired at my home, I was pleasantly surprised to receive a call the following day from the mechanic who provided the onsite service.

Some MRO shops will arrange for the Aircraft Lead to complete an initial follow-up with the customer by phone. Others rely on a Customer Service Representative (CSR), assigned by aircraft category, to handle the follow-up. A combination of both works best.

Years ago a former employer always sent a personalized thank you card. Expectations do differ by generation, so younger customers may be quite content to fill out an online customer survey, or receive an ‘electronic thank you’, but nothing beats a stamped, addressed envelope or person-to-person call.

Customer Engagement

Customers come in all flavors – and while some are handled directly, others are by representation. Examples of representation include brokerage, consultancy, aircraft management, or via a Fixed Base Operator (FBO).

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Engagement through communication, while listening and developing trust, is all that is required for an MRO shop to build a solid maintenance relationship with the customer.

Of course, this relationship is bilateral. Years ago, I worked with a customer’s mechanic who required a major avionics upgrade on their large business jet. A relationship was formed and continued throughout, and beyond the initial visit.

Because we did not have a continuing engine or airframe service arrangement, we later lost touch. Nearly twenty years later, we met again – and it was just like the avionics upgrade only occurred yesterday, with the same trust and understanding, based on mutual respect.

Then something happened: The facility I was now engineering for made an honest mistake during a major modification, and only realized during the test flight.

Because it was close to delivery date, and the repair would be lengthy, the situation became tense for both the MRO and the customer. This was where listening and trust were needed the most.

Because the customer was knowledgeable of the business, he was able to participate in developing the resolution and the logistics that would involve. There was no blaming or shaming – it was as though he was our own mechanic.

We teamed up and proceeded with the fix. How come? Because he understood, knew the aircraft, and trusted the facility and its staff. Customers who engage, stay with the project, and work closely with the aircraft Lead/CSR, are better informed to navigate through the surprises. Where applicable, they act as a buffer between the MRO and owner.

Honoring Employees

While having a broad set of in-house capabilities is great for building customer relationships, there’s nothing like having engaged MRO employees interacting with customers. The ‘aura’ of an engaged, knowledgeable MRO shop employee flows across the hangar floor with far-reaching consequences.

Employees who are educated, appreciated, and recognized will stick around through thick and thin.

The uplifting effect of honoring employees is significant, but it also shows customers that the MRO facility truly values and invests in its team.

If MROs link honoring with training, and other requirements such as compliance or safety training, they can have a dual positive impact: on motivation to train; and recognition on completion.

Adequate Staffing

To be fair, it is challenging for MRO shops to staff according to demand. In Business Aviation the volume of work closely follows the swings of global markets. In my opinion, however, one of the worst actions an MRO operation can take (potentially destroying a customer relationship) is to become reliant on contract, or a part-time, labor.

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• • •

It’s hard to measure the indirect impact of temporary employees on permanent staff.

There are built-in inefficiencies when a company relies on a temporary contingent of staff.

There is potential risk of unwanted exposures to customers when they don’t know who is working on their aircraft.

If an MRO keeps all of this in mind, studiously approaching temporary staffing, it can be a successful venture, even if it is at times necessary.

Aircraft owners will understand the need for limited temporary skilled personnel if it is explained in advance, and if those employees are introduced in person. They will also forgive outsourcing if it is explained ahead of the project.

In Summary

I have been in the thick of situations where relationships were stressed to breaking point, because, “Who is working on my aircraft?”

Relationships take time to build, and customers want to see that trusted face around their prized possession. If it is necessary to add labor, then MROs should try to ensure this is virtually imperceptible, never allowing a customer to see a sub-contractor working independently on their aircraft, unless they requested it.

Following are some of the pitfalls of adding temporary staff to work on aircraft: • • •

They’re not beholden to the company.

Their actual skill level and capability has not been demonstrated.

While they may be highly capable, that may not translate to work ethos.

The above should illustrate why, more than anything else, Business Aviation maintenance relationships rely on trust and listening. Companies will naturally operate with fiscal responsibility and accountability, but should never forget the people who pay them, or the people they pay.

Relationships are formed between people, operating on the periphery of a profit structure that depends on them. Companies can also strengthen customer interaction with the support of capital expenditure and training.

Maintenance customers can become comfortable partners if MRO shops treat them well, and if they engage at the hangar (including back shop/admin support) level, where most of the trust resides.

After all, many understanding and forgiving customers were one-time mechanics – and the best mechanics may have been previous customers. I’ve seen both, many times, and it proves education and ‘living in one’s shoes’ can truly help.

However, not all customers have been mechanics, nor mechanics former customers. Those that are not from either mold need respectful nurturing, and, for some, the trust may take a long time, because they have been burnt somewhere else before.

MRO shop owners would do well to remember that both mechanics and customers always have somewhere else to go – the grass may seem greener on the other side (even if it is not). A positive maintenance relationship will keep employees satisfied, and the customer loyal. T

KEN ELLIOTT has 52 years of aviation experience focused on avionics in General and Business Aviation.

Having a broad understanding after working in several countries on many aircraft types and avionics systems, he has contributed to several work groups and committees, including for NextGen, Airport Lighting, Human Factors, Unmanned Aircraft and Low Vision Technology.

In retirement, he is striving to give back the knowledge gained with an eye on aviation’s future direction.

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OEM Bites

Textron Announces Cessna Citation CJ4 Gen 2

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Airbus Helicopters says it enjoyed a resilient year in 2020, as it logged 289 gross orders in a challenging market.

Moreover, Airbus delivered 300 rotorcraft worldwide despite the Covid19 travel restrictions, resulting in a stable 48% share of the civil and parapublic market. www.airbus.com/helicopters.html

Upgrading its Cessna Citation CJ4 model, Textron held a live online reveal in February as it announced the CJ4 Gen 2, via YouTube.

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he newest addition to the Cessna Citation business jet family offers operators a host of features that elevate the jet’s ramp presence and in-flight experience.

“Developments in technology have allowed us to introduce new design elements,” noted Christi Tannahill, Senior Vice President, Customer Experience. “A first for Citation Light Jets are the CoolView Skylights and a vanity option, which give our customers the atmosphere of a larger aircraft with light jet performance capabilities.”

Textron Aviation is already taking orders for the aircraft, and deliveries will begin immediately.

Enhanced Comfort and Productivity

Incorporated into the CJ4 Gen 2 are redesigned airstairs providing a lower point of entry, handrail support, and a customizable logo light. The refreshment center and galley area are comprised of improved storage options and an optional high-power outlet. Extendable 96 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

stone countertops are also available.

In the jet’s main cabin area, sidefacing seat selections include a folding single seat, a fixed two-place couch and a folding two-place couch, providing additional storage capacity to secure belongings in-flight.

Enhanced cabin lighting is incorporated in the pockets, on the sidewall and floor, and in the cupholders.

And, the CJ4 Gen 2 is the first Citation aircraft equipped with the CoolView lavatory skylights, enhancing natural lighting throughout the lavatory and aft cabin area.

Meanwhile, an upgraded wireless cabin management system – consisting of an onboard media server – offers the ability to stream pre-loaded audio and video files, access XM Satellite Radio and view moving maps. Passengers are also able to wirelessly control cabin lighting, window shades and temperature from their own mobile devices.

More information from www.txtav.com

Beechcraft’s King Air 360 is already proving a hit, with the Royal Flying Doctor Service (RFDS) Queensland Section agreeing to purchase four King Air 360CHW editions. The RFDS also has an option to purchase two more units.

The deliveries are expected to begin in 2021 and continue through 2023. www.txtav.com

Bell has delivered the first European Union Aviation Safety Agency (EASA)certified Bell 505 NXi to a corporate customer in Europe. The delivery was made at the Bell Textron Prague facility.

The Bell 505NXi utilizes the latest Garmin avionics and has a dual channel FADEC-controlled engine. www.bellflight.com

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OEM Bites

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Cirrus Aircraft unveiled a new Limited Edition aircraft to commemorate the delivery of its 8,000th SR Series aircraft later this year. The 8000 Limited Edition SR Series features an impossible-tomiss exterior, which carries into the interior with seat stitching, embroidery on the door, and luxury perforated leather on the seats and throttle. www.cirrusaircraft.com

Pilatus Offers Ten-Seat PC-24 Commuter Interior Option A first Pilatus PC-24 jet with high-utility ten-seat commuter configuration has been delivered to a customer in the western United States, according to Pilatus Aircraft...

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he ten-seat commuter interior option allows the Super Versatile Jet to prove, yet again, how it provides an excellent fit for a wide array of mission profiles. The commuter configuration is designed to deliver a safe, efficient, private, cost-effective corporate travel solution for the cabin occupants.

Each seat is installed with a quickrelease mechanism allowing easy cabin reconfiguration for all transportation requirements.

Passengers and Cargo Transport

Seat pitch in the commuter configuration varies from 34-40 inches, and each seat features a side storage compartment and cup holder as well as a USB charging port.

Moreover, four 115-volt power outlets in the cabin enhance in-flight productivity, 98 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

and the PC-24’s entirely flat floor also adds to comfort on longer trips.

“All of us at Pilatus are pleased to deliver this new PC-24 in the 10-seat commuter configuration,” said Ignaz Gretener, VP General Aviation of Pilatus.

“The PC-24 is the only aircraft in its category to offer this level of high-capacity interior for ten passengers.

“All seats are forward-facing, and internal cargo space of more than 50 cubic feet (1.4 cubic metres) remains accessible in flight. We expect this configuration will prove very popular with both public and private operators requiring a cost-effective solution for frequent transportation of passengers as an alternative to sending them on the airlines.”

More information from www.pilatus-aircraft.com

Gulfstream enhanced its aircraft redesign program to offer multiple options intended to suit a wide range of owner needs and timelines. Any Gulfstream aircraft can be redesigned with the assistance of a dedicated Gulfstream designer, who will work with aircraft owners/operators from planning to completion, says the Savannah-based OEM. www.gulfstream.com

Leonardo celebrated the 20th anniversary of the AW139 helicopter’s maiden flight in February. Since that first flight, the AW139 intermediatetwin engine rotorcraft has attracted almost 1,200 orders from more than 280 customers in over 70 countries around the world. www.leonardocompany.com

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for Salesforce ® TWO WORLD-CLASS PLATFORMS, ONE UNIFYING APP JETNET for Salesforce provides access to one of the largest and most accurate business aviation databases from within the Salesforce Platform. Work faster, identify prospects sooner, and better qualify opportunities. Move up to JETNET for Salesforce.

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Community News.qxp_Layout 1 23/02/2021 21:29 Page 3

COMMUNITY

AVBUYER.com

Last Learjet to be Produced This Year Bombardier will end production of its Learjet aircraft later this year, allowing it to focus on its more profitable Challenger and Global aircraft families, and accelerate the expansion of its customer services business.

M

ore than 3,000 Learjet aircraft have been delivered to customers around the world since the first one entered service in 1963.

Few would disagree with Bombardier’s sentiment that the iconic aircraft has had a remarkable and lasting impact on Business Aviation; specifically the Light and Mid-Size Jet markets.

Recent years, however, has seen production winding down, to the point that today only the Learjet 75 Liberty remains in production.

“Passengers all over the world love to fly this exceptional aircraft and count

on its unmatched performance and reliability,” Éric Martel, President and Chief Executive Officer, Bombardier Inc., said in a financial report released in February.

“However, given the increasingly challenging market dynamics, we have made this difficult decision to end Learjet production.”

Learjet RACER Program Announced

The announcement came with assurances for existing Learjet operators. “Bombardier will continue to fully support the Learjet fleet well into

the future,” Martel added, revealing the launch of the Learjet RACER remanufacturing program for Learjet 40 and Learjet 45 aircraft.

The RACER program includes a bundled set of enhancements, including interior and exterior components, new avionics, high-speed connectivity, engine enhancements, and improved aircraft maintenance costs, Martel outlined.

This program will be offered exclusively through Bombardier’s service center in Wichita, Kansas.

More information from www.bombardier.com

Community Appointments Stuart Bailey is the newly appointed General Manager at Bombardier’s Berlin Service Center. Having amassed extensive experience in the management of line and base maintenance facilities, he has worked at Lufthansa for more than two decades.

James Coates

Sharon Klose

James Coates joins TRAXXALL as an Aircraft Maintenance Analyst. His mandate is to support clients by ensuring that they have the best experience and derive maximum value from TRAXXALL’s powerful maintenance tracking system.

Sharon Klose was promoted by West Star Aviation to Director of Satellite/MRT and Engines. Klose will continue to drive the company’s customer-centric culture, while

100 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

managing the Engine Program Development and AOG/MRT services.

George Rolls was appointed as Chairman of international private jet charter and boutique aircraft management operator VOLUXIS. Derek Thomson, Commercial Director and Accountable Manager for Air Charter Scotland, has been appointed to the Board of The Air Charter Association, and will support newly appointed CEO, Glenn Hogben, and fellow board directors.

Steve Ward accepted the position of Manager of Duncan Aviation’s Satellite Avionics Shop in Dallas, Texas, and of the Avionics Repair Station in Fort Worth. Ward began work at the Dallas Satellite Shop 22 years ago. T

Derek Thomson

Steve Ward

www.AVBUYER.com

Project1.qxp_Layout 1 17/09/2020 10:17 Page 1

2020 BELL 505 JET RANGER X March.qxp_Heeren Cit Ultra sep 24/02/2021 11:38 Page 1

S H O W C A S E

2020 Bell 505 Jet Ranger X Serial Number: Registration: Airframe TT:

65253 SP-MRW 16

GPS / WAAS receiver VHF COM transceiver VHF NAV and glideslope receivers

 As owner, we are proud to present this BRAND NEW Bell 505  Price from Bell in this configuration  (including ferry to EU) was $1,85 m

Exterior Painted 2020 Metallic Black with Dynamic White Bell 505 logo

Airframe Delivery hours: 16 hours Dual Pilot Controls Wire Strike protection

Interior 2020 Premium interior with black leather seats Floor protectors: Baggage bay, Cockpit & Cabin A20 Bose headsets w/Bluetooth Air-Conditioning

Engine Dual-channel FADEC engine control system Auxiliary Control Unit (backup for HMU) Automatic startup Surge and flame-out protection Engine parameter recording for maintenance (BOOST compatible) Automatic cycle and flight hour counting

Location Swarzędz Gmina, Greater Poland, Poland $1,795,950 Contact: Agnieszka Hips

Avionics ADS-B Equipped Garmin G1000H™ avionics suite Integrated on PFD / MFD Traffic Information System (TIS) Moving Map Fuel and NAV range HTAWS, and Synthetic Vision System ADS-B

STS Centrum Dystrybucji Samochodów Sp. z o.o.

Swarzedz, Poland

102 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Tel: +48 663 792 802 E-mail: agnieszka.hips@clip-group.com

www.AVBUYER.com

SMS 2005 Bombardier Global Express March.qxp_Heeren Cit Ultra sep 24/02/2021 11:40 Page 1

S H O W C A S E

MAKE OFFER 2005 Bombardier Global Express Serial Number: 9148 Registration: VH-LBU Airframe TT: 3,930.6 Landings: 1240  AIRCRAFT BASED IN LOS ANGELES UNTIL SOLD  BATCH 3.3 AVIONICS UPGRADE COMPLETED  ENROLLED ON ROLLS-ROYCE CORPORATECARE, HONEYWELL MSP, AND SMART PARTS PLUS  EXTERIOR REPAINT AND INTERIOR REFURBISHMENT COMPLETED NOVEMBER-2015  INCREASED MTOW TO 98,000 LBS. (SB 700-11-016)  CREW FORCE MEASURING SYSTEM (SB 700-31-020)  AUTOPILOT EMERGENCY DECENT MODE (SB 700-22-003) Engines Rolls Royce BR700-710A2-20 Left engine Right engine S/N: 12409 12410 THSN: 3,760.7 Hours 3,760.7 Hours TCSN: 1177 Cycles 1177 Cycles HSI DUE/OVERHAUL DUE On Condition PROGRAM COVERAGE RRCC APU Honeywell RE220(GX) Program Coverage Honeywell MSP Avionics & Connectivity EFIS (Electronic Flight Instrument System) 6-Tube 8”x7” Honeywell DU-870 Color Displays

FMS (Flight Management System) Triple Honeywell NZ-2000 GPS (Global Positioning System) Dual Honeywell GP-550 IRU (Inertial Reference Unit) Triple Honeywell Laseref IV MADC (Micro Air Data Computer) Triple Honeywell AZ-840 NAV (Navigation Radio) Dual Honeywell RNZ-851 Interior & Entertainment NUMBER OF PASSENGERS Sixteen (16) GALLEY LOCATION Forward FWD CABIN CONFIGURATION Four (4) Place Executive Club MID CABIN CONFIGURATION Four (4) Place Conference Group Opposite Two (2) place divan Exterior BASE PAINT COLOR(S) Matterhorn White STRIPE COLOR(S) Anthrocite Grey/Silver Grey LAST PAINTED DATE November-2015 Serial number 9148 is an excellent 2 owner from new, fully programmed, up to date on all AD’s / SB’s, well cared for aircraft, in excellent condition with no known damage history.

Currently the latest model lowest time Classic GLEX available for sale.

Official ask is “Make Offer” Including 180 Month inspection, Phase 1 Ovation CMS install, and 6 months projected forward maintenance recently completed at Execujet MRO Sydney in December 2020

SMS Aircraft Suite 1108, Level 11 St Kilda Road Towers 1 Queens Road, Melbourne Victoria, 3004, Australia www.AVBUYER.com

Tel: +613 9863 9550 Cell: +61 417 727 727 E-mail: gsvensen@smsaircraft.com www.smsaircraft.com

AVBUYER MAGAZINE Vol 25 Issue 3 2021

103

Jetsense Aviation January.qxp_Empyrean 24/02/2021 12:22 Page 1

S H O W C A S E

1997 Beechcraft King Air 350 Serial Number: Registration: Airframe TT: Landings:

FL-175 SE-LLU 6670 6159

 ADS-B Out Compliant  RaisbeckNacelle Wing Lockers  FrakesExhaust Stacks  TCAS II  EU OPS 1  UNS 1E FMS  11 Passenger Interior  Basic Empty Weight: 9908 lbs  Rosen Passenger Audio and Video Entertainment –Incl Moving Map & Briefing System  Gill Lead Acid Battery STC  Enrolled on CAMP Engines Description: S/N: THSN: TCSN: THS OHI:

Left engine PT6A-60A PCE-PK0075 6545 Hours 5765 Cycles 2379 Cycles

Right engine PT6A-60A PCE-PK0072 6597 Hours 6007 Cycles 2500 Cycles

Props Description: HC-B4MP-3 TSOH: Left: 828. Right: 828

Avionics & Connectivity ADS-B Out Compliant EFIS System 1 Collins Pro Line II EFIS 85 3 Tube VHF Communication 2 Collins VHF-22C VHF Navigation 2 Collins VIR-32A FMS/GPS 1 UNS-1E Flight Director 1 EFIS 85 Autopilot 1 Collins APS-65 ELT 1 Artex ELT C406N Automatic Direction Finder 1 Collins ADF-60A Distance Measuring Equipment 2 Collins DME 42 Multi-Function Display 1 Universal MFD-640 Radio Altimeter 1 Collins ALT 50A HF Radio 1 King KHF 950 (Provisions) Cockpit Voice Recorder 1 Fairchild S-100 Traffic Collision Avoidance System 1 Collins TCAS 4000 Version 7.1 Flight Data Recorder 1 Fairchild F1000 SSFDR Transponders 2 Collins TDR-94D EGPWS 1 Honeywell Mark VIII (Class A) RVSM 1 Elliott STC SA2264CH Compliant Weather Radar 1 TWR-850 Color Radar Interior & Entertainment Year Refurbished: March 2015 at Elliott Aviation w/ new Headliner and EMTEQ Lighting Installed Number of Passengers: Eleven (11) including Belted Lav and Dual Aft Foldup Seats Lav Location: Aft (Belted) Exterior Painted at Elliott Aviation March 2015 Base Color: Matterhorn White. Accent and Stripe Colors: Flight Red and Taxiway Yellow Call for Pricing

Jet Sense Aviation, LLC Contact: Brett Forrester Contact: Pat Mitchell 1 Golfview Rd, 2nd Floor, Lake Zurich, Illinois 60047

104 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Tel: +1 (847) 550 4660 Email: brett@jetsenseaviation.com Email: pat@jetsenseaviation.com www.jetsenseaviation.com www.AVBUYER.com

Mesotis March.qxp 24/02/2021 11:46 Page 1

S H O W C A S E

2006 Learjet 60 Serial Number: Registration: Airframe TT: Landings:

60-302 ES-PVP 6295 3625

• EU-OPS 1 Compliant • ESP Gold • On CAMP • Airshow 400 • 15.1“ &amp; 10,4“ TV Monitors • DVD &amp; CD Player • Microwave oven • Irridium Phone System Maintenance Aircraft on CAMP

Engines

Model TT: Cycles:

Engine #1 PW305A 6143 3531

Engine #2 PW305A 6143 3531

Avionics • Rockwell Collins Pro-Line 4 EFIS including: • FMS Universal UNS-1 E • GPS Universal UNS-1 E • NAV 2 Rockwell Collins VIR-432 with FM Immunity • DME Rockwell CoIlins DME-442 • ADF Rockwell CoIlins ADF-462 • AFCS APG FCC-85OA • Autopilot APG FCC-85OA • VHF COM Rockwell Collins VHF-422C • HF COM Honeywell KTR-953 • SATCOM Iridium ICS-200

• SELCAL JETCAll-5 • RADAR RTA-854 • RADAR ALT Rockwell Collins ALT-4000 • XPNDR Rockwell Collins TDR-940 Mode S • EGWPS Honeywell Mark V • TCAS II Rockwell Colllns TTR-4000 with Change 7.1 • CVR Universal CVR-120 • FDR L3 Communications FA-2100 • Lightning Sensor L3 Communications WX-1000E Extraordinary cabin design Eight (7+1) seats: • Fwd 2 place seating • RH 3 place divan • 2 place club seating • 1 belted toilet seat Asking: make offer

2008 Citation Mustang Serial Number: Registration: Airframe TT: Landings:

510-0086 D-IZST 1623:40 1370

• PowerAdvantage+ • ProParts • ADSB out compliant Engines • Pratt & Whitney Canada PW615A-F (2) rated at 1,460 lbs. of thrust each.

• Dual-channel FADEC • TBO: 3,500 hours • Enrolled & Current in PowerAdvantage+

Interior 2008 Factory Original. Matterhorn White with Dark Blue Metallic. Light Rich Blue Metallic & Gold Metallic Stripes Cabin The well - appointed Platinum interior option features deeply cushioned reclining seats. executiv tables. all completed in premium materials and finishes Avionics • Garmin G1000 featuring: • Dual 10.4 inch LCD Control Display Unit - GDU 1040A • Single 15 inch LCD Multi-Function Display - GDU 1500 • Dual Engine/Airframe Interface - GEA 71 • Dual digital Air Data Computers - GDC 74B • Dual Attitude & Heading Reference Systems AHRS - GRS 77 • Dual Magnetometers - GMU 44

Mesotis Jets Thomas Thums Fleischmarkt 7/3 1010 Vienna Austria

www.AVBUYER.com

• Dual Integrated Avionics, VHF Nav/Com, GPS receivers, Flight Directors & Aural Warning • Generator - GIA 63W • Dual Digital Audio Control Panels - Garmin GMA 1347D • Remote Flight Management System (FMS) MFD - GCU 475 • Dual Mode S Transponders w/ Antenna Diversity - GTX 33D • Class B EGPWS w/Worldwide Terrain & Obstacle Database • Four-Color Weather Radar - GWX 68 Additional features • Garmin Synthetic Vision Technology • KTA 870 TAS Traffic • Jeppesen ChartView • XM Radio cabin entertainment • Iridium satellite phone - external antenna and cabin pre • ADS-B out compliant • EASA Certified

Mob: +43-67-6590-0082 Tel: +43-1-533-757216 E-mail: tthums@mesotisjets.com www.mesotisjets.com

AVBUYER MAGAZINE R Vol 25 Issue 3 2021 R

105

Marbale Universal December.qxp_Empyrean 24/02/2021 11:48 Page 1

S H O W C A S E

2020 Gulfstream G500 • Brand new, 13 passenger aircraft, under 40 hours of flight time • EASA Certified & FAA Compliant • Aircraft registered in Austria • Vinyl Flooring in Entryway and Gallery Area • Removable Acoustic Curtain between Cabin 2 and 3 • Espresso Maker • 4-inch HD LCD Monitor on the Aft Right-Hand Bulkhead • Electric Wine Chiller • Honeywell SwiftBroadband Data System (WiFi) • DVD, HDMI, USD and iPod/iPhone ports to enable a wide variety of entertainment options • Fully equiped kitchen with convection oven and microwave oven.

• Extra counter space to make food and drink preparation easier • Electric Lumbar Support on 6 selected single seats and 2 selected double seats.

• Protective coating to exterior paint

Location: Europe, Russian Federation

Email: KOKOLOFF@gmail.com

106 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Vasily

UK Mobile: +44 7500 5549 57 Russian Mobile +7 915 294 74 55 WhatsApp Only: +1 765 705 01 14

www.AVBUYER.com

CAN February.qxp_Layout 1 21/07/2020 15:20 Page 1

Cabin Electronics Special cover March.qxp_Layout 1 24/02/2021 14:23 Page 1

ACTIONABLE INTELLIGENCE FOR CABIN ELECTRONICS

G IN M N O O C SO

CABIN

I Planning a Cabin Electronics Upgrade? Where to Start

SPECIAL

I In-Flight Entertainment: Get the Best for Your Budget

INDUSTRY GUIDE

I CMS Upgrades: The Decisions that Drive the Cost

ELECTRONICS

2021

I In-Flight Connectivity: The Lynchpin of Your Cabin Upgrade

I Cabin Lighting: How to Optimize Work, Rest and Play I Arriving Fresh – The Best Air Filtration Systems for Retrofit

P110-113.qxp 23/02/2021 15:11 Page 1

M A R K E T P L A C E

Dassault Falcon 900LX

The Ritchie Group Price:

Please call

Year:

2010

S/N:

244

Reg:

-

TTAF:

3,685.1

Location: USA & Canada

Tel: +1 (314) 409-4791 E-mail: sales@jet-transactions.com INQUIRE TODAY! LOW HOURS, IMMACULATE U.S. FORTUNE500 OWNED. Heavily Optioned — 2020 Compliant with Fresh Engine MPI’s. EASy II w/ADS-B Out/FANS 1A/CPDLC and Honeywell EASy II Cert 4 Upgrade. Seller Paid PreBuy Completed At DFJ Little Rock. GoGo L5 Avance. Fully Programmed. TLSN: 1,995. Maintenance Tracking CAMP. 2016 Interior by WestStar Aviation. Passengers 14. Galley Location Forward. Forward Cabin Configuration Four (4) place executive club setting with foldout tables. ELT. Electronic Jeppesen Charts.

Uplink Weather Capability. Telescopic Tow Bar.

www.jet-transactions.com Tel: +1 516 658 1847

Bristell LSA

Bristell LSA 915 Turbo 141 HP 1500 FPM Climb - 160 KTS True Airspeed at 18,000 feet Call Lou www.sportflyingusa.com

Airbus/Eurocopter AS 350B-3

H2I HELICOPTERS Price:

Please Email

Year:

2008

S/N:

XXXX

Reg:

F-XXXX

TTAF:

2342

Location: France

Airbus/Eurocopter AS 350B-2

Frank Desmet Price:

€850,000Excl. VAT

Year:

1980

S/N:

1093

Reg:

F-GHXC

TTAF:

5332

Location: Netherlands

Bell 407

Christophe Durieux Price:

USD $1,790,000

Year:

1997

S/N:

53145

Reg:

53145

TTAF:

1952

Tel: +33 (0) 617 675 405 E-mail: sales@herreos.eu DIRECT OWNER. NO DAMAGE HISTORY. AS IS WHERE IS. Last Importants exchanges: In May 2018, we have performed Exchange of Injenction wheel was performed by SAFRAN H.E. due to end of TBO: the new Injection Wheel has a TBO of 10.000 NG Cycles (instead of 6500 NG Cycles for the formerly model). So during this exchange SAFRAN HE has checked the engine and SAFRAN have also exchanged: Ensemble Turbine HP P/N 0292260510 ( price of parts 153 487€ ) + Man Force (Ce 2018 FCA Tarnos)). Ensemble anneau de turbine P/N 0292447320 (price for parts 55 133€ + Man Force (Ce 2018 FCA Tarnos). SINCE these exhange FEW hours and FEW NG Cycles were consumed

Tel: +32 (0) 476 46 38 55 E-mail: fdesmet@aircraftsolutions.be Very nice and well equipped AS350B fully upgraded to B2 in 2018 with indepth 12 years inspection completed. 20 hours flown since upgrade and inspection. New paint and interior and no accidents - incidents nor corrosion. Cargo hook provisions - Helisafe - windshield wipers - large window in floor for cargosling vision. Full history available on request, worth to visit!

Located at Maastricht Airport / The Netherlands.

Interior: 10/10. Exterior: 10/10

Tel: +33 (0) 664 691 155 Christophe.durieux@people-and-baby.com Private owner, excellent condition, always hangared in Paris France.

Fresh 2000 h Maintenance engine done february 2020.

Float, Air cond, Heater, Aux Fuel, sapce maker, Cargo Hook, Inlet Filter.

GTN, Voice Altitude, Traffic control, USB.

Location: France

110 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

www.AVBUYER.com

P110-113.qxp 23/02/2021 15:11 Page 2

Bombardier Learjet 36A

Leonard Price: Year: S/N:

M A R K E Tel: +1 (806) 662 5823 T Hudson Drilling Email: ronfernuik@hotmail.com P L USD $695,000 Learjet 36A, Long range capability, as configured 2,400 A nautical miles. Can be upgraded to 2,600 mile range.

C 1977 Recent paint and interior, RVSM. E 36A-030

Reg:

N160GC

TTAF:

15,600

Would consider trade for KingAir 200/300 Price Reduced

Location: USA

BELL 412EMS

Leonard Hudson Drilling Price:

Offer

Year:

1981

S/N:

33017

Reg:

N554AL

TTAF:

15265

Tel: +1 (806) 662 5823 Email: ronfernuik@hotmail.com

Full EMS Medical 4 patient and 4 attendant interior.

Recent ‘no expense spared’ airframe refurbishment at Acro Helipro within the last 100 hours.

Both engines are fresh Pratt and Whitney overhauled.

Immediate delivery, Meticulous records.

Current with medical interior and 13 passenger utility interior are included, aircraft is ‘turn-key’ will provide Fresh annual /Export C of A

Location: USA

BELL 212 (Five Available)

Leonard Hudson Drilling Price:

Please Call

Year:

1991-1996

S/N:

Call for details

Reg:

Call for details

TTAF:

Call for details

Tel: +1 (806) 662 5823 Email: ronfernuik@hotmail.com

Five, Late Model, Bell 212s In 'Off Shore’.

Available for immediate use.

Asking $3.1M to $3.6M USD. Serial numbers: 35034, 35048, 35060, 35088 and 35096

Location: USA

Airbus/Eurocopter AS 365N-3

Nigel Watson Price:

Please call

Year:

2008

S/N:

6815

Reg:

M-LVIA

TTAF:

955

Tel: +44 (0)162 488 0135, +44 (0)776 544 4043 E-mail: emma@nigelwatson.im 5 passenger VIP Cabin, blue and silver paint. Has exclusively been for VIP operation.

Immediately available to view. Full valuation report and equipment lists available to interested parties.

Well maintained; airworthy & operational with no damage history; fresh annual 4/19. Fully enrolled on PBH and SBH since new. Eng #1 - 3240h; Eng #2 - 955.

Proposals for refurbishments to paint and interiors available.

Location: France

Airbus/Eurocopter EC 145

Nigel Watson Price:

Please call

Year:

2009

S/N:

9242

Reg:

M-LUNA

TTAF:

1455

Location: France

www.AVBUYER.com

Tel: +44 (0)162 488 0135, +44 (0)776 544 4043 E-mail: emma@nigelwatson.im Only 1455TT, 7 passenger VIP Cabin, blue and silver paint.

Has exclusively been for VIP operation.

Available from November 2019. Full valuation report and equipment lists available to interested parties.

Well maintained; airworthy & operational; fresh annual 9/20.

Fully enrolled on PBH and SBH since new. Eng #1 - 1455h; Eng #2 - 1449h.

Proposals for refurbishments to paint and interiors available www.nigelwatson.im/brokerage/ec145

AVBUYER MAGAZINE R Vol 25 Issue 3 2021 R

111

P110-113.qxp 23/02/2021 15:11 Page 3

M A R K E T P Airbus/Eurocopter BO 105 L A C E

Tel: +49 (0) 291 952 7570 E-mail: info@klassen-aviation.com

KLASSEN AVIATION Price:

€99,000

Year:

1974

S/N:

S-121

Reg:

-

TTAF:

16408

The helicopter is without engines and tandem hydraulic. The offered retail price is offered without the engines. The engines are offered separately.

Location: Germany

Tel: +1 (604) 767 8411 E-mail: afipke@mac.com

Asaph at AMF Holdings

Bell 206 L1/C30P

Price:

$695,000

Year:

1980

S/N:

45448

Reg:

C-FFVA

TTAF:

10500

Location: Canada

Airbus/Eurocopter AS 350B-3

Nicest Longranger on the planet! Perfect executive private aircraft. New 250-C30 Turbine and Van horn tail rotor with very low component hours. Log books from new. Beautiful paint with custom leather throughout. New restraint harnesses and newly plated door, buckles and vent hardware throughout. New cockpit, leather dash, console with new radios, Garmin GPS and TCAS anti-collision installed. . All new windows, wire-strike, high skids, LED lighting,bear paws, dual controls, snow defectors, long line hook. and ground wheels

Tel: +48 (0) 609 493 068 E-mail: przemyslaw.kral@adwokatkral.pl

Rafal Konieczny Price:

€1,700,000Excl. VAT Privat announcement, netto price 1.700.00EUR. No damaged

Year:

2011

history, total full equipment autopilot, glasscocpit, klima...

S/N:

7076

Only 700h. Please contact only email: przemyslaw.kral@adwokatkral.pl

Reg:

SP-SRB

TTAF:

700

Price Reduced

Location: Poland

Beech Premier IA

AUGSBURG AIR SERVICE

Tel: +49 821 7003 143 E-mail: sales@aas-augsburg.de

Price: Year:

2011

S/N: Reg: TTAF:

EU-Reg, Engine TSOH 1500 hrs / 500 hrs, Pro Line 21, 2x TDR94-D XPDR, ADS-B, Single Point Refueling, Ground Aux Heating, Engines on TAP Blue, Avionics on CASP!

4200

Location:

Aircraft Spare Parts

Wheels, Starters, Brakes, etc.

Outright and Exchange

Par Avion Ltd

Cessna, Learjet, Hawker, Westwind, Falcon, Gulfstream, Global Express

FALCONS • HAWKERS • LEARS

Tire Inflation Cage, Hydraulic Wheel Dolly, Lav Cart Brake Bleed Kits, O2 & N2 Single Bottle Carts, Socket Kits Mobile A/C Cart, Oxygen Fill Adapter, Jack Adapters

www.paravionltd.com

Manufacturer of Select GSE & Speciality Tooling Preowned GSE also available

www.AlberthAviation.com

112 Vol 25 Issue 3 2021 AVBUYER MAGAZINE

Buy * Sell * Trade

SALES • ACQUISITIONS • CONSULTING

832-934-0055 www.AVBUYER.com

P113.qxp 25/02/2021 11:08 Page 1

The BEST Aircraft For Sale Search anywhere, everywhere on pc, smartphone and tablet

.com

www.

Advertiser’s Index Action Aviation ..................................................... 47

Duncan Aviation ......................................... 30 - 31

Jet Sense Aviation ............................................ 104

AeroBuyNow ........................................................ 41

Eagle Aviation ...................................................... 15

Jet Values .............................................................. 81

Aircraft Blue Book............................................... 93

ElliottJets .............................................................1, 9

Leading Edge Aviation Solutions..................... 53

Airfleet Capital ..................................................... 79

Engine Assurance Program .............................. 23

Lone Mountain Aircraft Sales ........................... 77

Airline Transport Professional........................... 81

Freestream Aircraft..................................... 24 - 25

Marbale Universal............................................. 106

Aradian Aviation .................................................. 91

General Aviation Services................................. 35

Mesotis Jets ....................................................... 105

Avpro ..................................................................... 67

Global Jet Capital ............................................... 39

OGARAJETS ....................................................... 57

Bose ...................................................................... 63

Global Jet Monaco .......................................... 5 - 7

Par Avion ............................................................... 93

Eagle Aviation ...................................................... 15

Gogo Business Aviation .................................... 73

Pratt & Witney...................................................... 89

Castle Air .............................................................. 51

Hatt & Associates ............................................... 19

SMS Aircraft ...................................................... 103

Central Business Jets ..................................... 115

Jetbrokers.............................................................. 85

Sparfell & Partners ..................................... 28 - 29

Clip Aviation ...................................................... 102

Jetcraft Corporation .......................... 16 - 17, 116

Stevens Aerospace ............................................ 71

Dubai Airshow ..................................................... 97

JetHQ............................................................ 10 - 11

The Jet Business......................................... 20 - 21

Dassault Falcon Pre-Owned ........................ 2 - 3

JETNET ................................................................. 99

The Private Jet Company................................... 45

PROUD MEMBERS OF

British Business & General Aviation Assoc. • British Helicopter Assoc.• European Business Aviation Assoc. • International Aircraft Dealers Assoc. • National Aircraft Finance Assoc. • National Business Aviation Assoc.

AvBuyer (USPS 014-911), January 2021, Vol 25 Issue No 1, is published monthly by AvBuyer Ltd, 1210 West 11th Street, Wichita, KS 67203-3517 and has a targeted circulation to decision makers within business and corporate aviation throughout the world. It is also available on Annual Subscription @ UK £40 and USA $65. POSTMASTER: Send address changes to: AvBuyer Magazine 1210 West 11th Street, Wichita, KS 67203-3517. Postage is paid at Wichita, KS and additional mailing offices © Copyright of AvBuyer Ltd. Every effort is made to ensure the accuracy of material published in AvBuyer Magazine. However, the publishers cannot accept responsibility for claims made by manufacturers, advertisers or contributors. The views expressed are not necessarily those of the Editor or the publishers. Although all reasonable care is taken of all material, photographs, CD & DVDs submitted, the publishers cannot accept any responsibility for damage or loss. All rights reserved. No part of AvBuyer Magazine - Advertising, Design or Editorial - may be reproduced, stored in a retrieval system, or transmitted in any other form, or by any other means, electronic, mechanical, photographic, recording or otherwise, without prior written permission of the publishers.

www.AVBUYER.com

AVBUYER MAGAZINE R Vol 25 Issue 3 2021 R

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P114 March.qxp 25/02/2021 11:42 Page 1

Aircraft For Sale • AIRCRAFT • HELICOPTERS

PAGE

AIRCRAFT

AIRCRAFT

AIRBUS

AIRCRAFT

CESSNA Citation

A318 Elite . . . . . 5 A319 VIP . . . . . . 5

BOEING/MCDONNELL DOUGLAS BBJ . . . . . . . . . . . 24 BBJ2 . . . . . . . . . 5 BBJ3 . . . . . . . . . 16 787-8 VIP . . . . . . 24 787-9 . . . . . . . . . 16, 116

BOMBARDIER Global 5000 . . . . 16, 116 Global 6000 . . . . 5, 6, 16, 21, 116 Global 6500. . . . 5 Global7500 . . . . 67 Global Express . 5, 103 Global Express XRS. 5, 7, 17, 20, . . . . . . . . . . . . . . . 116

II . . . . . . . . . . . . . 85 III . . . . . . . . . . . . . 85 X . . . . . . . . . . . . . 11, 67 XLS . . . . . . . . . . . . 5, 9 XLS+ . . . . . . . . . . . 15, 91 CJ1. . . . . . . . . . . . . .41 CJ2. . . . . . . . . . . . . .29 CJ4. . . . . . . . . . . . 28 Encore . . . . . . . . 30 Excel . . . . . . . . . . .29 Grand Caravan EX. 17, 116 Mustang. . . . . . . . 17, 105 Sovereign. . . . . . 9, 15, 67 Sovereign+ . . . . 1, 9 Ultra . . . . . . . . . . . 28, 67 206H . . . . . . . . . . 85 340A RAM VI . . . 15 500 . . . . . . . . . . . . 85 510 Mustang . . . 16, 77

CIRRUS

Challenger 300 . . . . . . . . . . . 5, 35, 57 601 3A/ER. . . . . 67, 115 604 . . . . . . . . . . . 16, 17, 35, 116 605 . . . . . . . . . . . 16, 17, 20, 31, 116 650 . . . . . . . . . . . 17, 116 850 . . . . . . . . . . . 5

Learjet 31 . . . . . . . . . . . . 11 31A . . . . . . . . . . . 31, 85 36A . . . . . . . . . . . 111 40XR . . . . . . . . . . 30 45XR . . . . . . . . . . 11, 19, 30 60 . . . . . . . . . . . . 16, 17, 85, 105 60SE . . . . . . . . . . 115 75. . . . . . . . . . . . . 116

BRISTELL LSA 915 Turbo . 110

PAGE

SF50G2 . . . . . . . 77

DASSAULT FALCON 6X . . . . . . . . . . . . 41 7X . . . . . . . . . . . . 3, 5, 17, 25, 41, 67, . . . . . . . . . . . . . . . 115, 116 8 X. . . . . . . . . . . . 3 20F-5BR . . . . . . . 9 50 . . . . . . . . . . . . 67, 85 900B . . . . . . . . . . 17, 116 900EX EASy . . . 2, 17, 67 900LX . . . . . . . . . 17, 20, 110 2000 . . . . . . . . . . 31, 35 2000EX. . . . . . . . 115 2000EX EASy . . 17 2000LXS. . . . . . . 2 2000LX . . . . . . . 17

PAGE

AIRCRAFT

EMBRAER Legacy 500 . . . . 45 Legacy 600 . . . . 28, 53 Legacy 650 . . . . 17, 116 Lineage 1000E . 115 Phenom 100 . . . 9 Phenom 100E . . 41 Phenom 300 . . . 9, 28, 31, 35, 91

PAGE

NEXTANT 400XTi . . . . . . . . 11

PIAGGO P180 Avanti EVO 41

PILATUS PC12 NG . . . . . . 53

GULFSTREAM III . . . . . . . . . . . . . 53 IV . . . . . . . . . . . . . 28, 91 IVSP . . . . . . . . . . 19 V. . . . . . . . . . . . . . 35, 91 150 . . . . . . . . . . . 67, 85 200 . . . . . . . . . . . 17, 35, 67, 116 280 . . . . . . . . . . . 9, 115 450 . . . . . . . . . . . 25, 41, 47, 53, 67 . . . . . . . . . . . . . . . 91, 115 500 . . . . . . . . . . . 106 550 . . . . . . . . . . . 17, 21, 28, 57, 91, . . . . . . . . . . . . . . . 116 650 . . . . . . . . . . . 5, 25 650ER. . . . . . . . . 25

HAWKER BEECHCRAFT King Air 200XPR . . . . . . . 85 250 . . . . . . . . . . . 57 350 . . . . . . . . . . . 15, 104 350i . . . . . . . . . . . 19 B200 . . . . . . . . . . 41 E90 . . . . . . . . . . . 15

Beechcraft 1900D . . . . . . . . . 41 Duke . . . . . . . . . . 85

PIPER M600. . . . . . . . . . 77 Cheyenne IIIA . . 85

SOCATA TBM 700B . . . . . 15 TBM 850 Elite . . 77

HELICOPTERS AIRBUS/ EUROCOPTER AS 350B2. . . . . . 110 AS 350B3. . . . . . 110, 112 AS 365N-3 . . . . . 111 EC BO 105. . . . . 112 EC 120B . . . . . . . 91 EC135T2 . . . . . . 91 EC145. . . . . . . . . 111

AGUSTAWESTLAND AW109E Power . .29, 51 AW109S Grand. . 29 AW109SP. . . . . . 16

Hawker 400 . . . . . . . . . . . 19 400A . . . . . . . . . . 11, 85 800XP . . . . . . . . . 9 850XP. . . . . . . . . 45 4000 . . . . . . . . . . 45

BELL 205 Jet Ranger X. . .102 407 . . . . . . . . . . . 110 412EMS . . . . . . . 111

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Embraer Lineage 1000E SN190-00611

2012 Gulfstream G450 SN4263

Only 1324 Hours and 562 Cycles Since New; Preferred 19 Passenger Interior, World Wide Ready, Transferrable Warranty and Maintenance Programs

Gulfstream Maintained – 8C Heavy Check 07/20, RRCC, HAPP, ASC 912C – PlaneView software update, ASC 037B – Synthetic Vision System 2.0, Near Perfect Paint & Interior, GOGO Wi-Fi, HD710 High Speed Data, 8 Monitors with DVD & Blu Ray

2014 Gulfstream G280 SN2039

2015 Falcon 7X SN267

Single owner since new, Enrolled in all Programs (Honeywell MSP Gold & Gulfstream Planeparts), 1744 Hours, 568 Landings, 4 Year Heavy Check completed at Gulfstream Appleton, FANS/CPDLC, ADS-B, WAAS/LPV, Well maintained, 9 place interior

8X Replacement makes this Aircraft Available Now, Will Deliver with United States C of A, Will Deliver with New Paint and Interior, Heads Up Display / Enhanced Vision / Synthetic Vision / Etc / Etc / Etc…

D L SO 2004 Falcon 900C SN199

2003 Falcon 2000EX SN14

Primus 2000XP Avionics Suite, Triple IRS, Aircell ATG 4000, Honeywell SATCOM, FANS-1A/CPDLC, WAAS/LPV, ADS-B Out

ProLine 21 Avionics Upgrade, All new soft goods throughout with Led wash lights, all plating is new.

The interior of all drawers were redone to match new colors throughout the aircraft. Synthetic Vision System, Electronic Charts, FANS 1/A, CPDLC, ADS-B Out V2, WAAS/LPV, Gogo Advance L5 WIFI, ESP Gold, MSP Gold, CASP, 10 PAX Configuration (Preferred)

Challenger 601-3A/ER SN5132

2005 Lear 60SE SN282

1 U.S. Corporate Owner Since new, Extended Range Tail Tank, Max T/O Weight Increase to 45,100 lbs, ADS-B Out, WAAS/LPV, Honeywell 36-150 APU Upgrade, 20" LCD Bulkhead Monitor, Polyfab Thermal Acoustical Insulation, Seats & Divan recovered 2018/2019

Artex 406 ELT w/ Nav Interface, WX 1000E Stormscope, Lightning Detection System, Ice Detection System, Extended baggage space, WAAS/LPV, Collins ADS-B Out

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2019 BOMBARDIER LEARJET 75 S/N 45-583 • 146.5 Hours; 100 Cycles • Equipped With Garmin 5000 Avionics • TOLD Performance Database

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1990 DASSAULT FALCON 900B S/N 78 • 13,729 Hours; 8,514 Landings • Engines and APU on MSP Gold • Recent C-Check

2016 BOMBARDIER CHALLENGER 650 S/N 6076

2008 GULFSTREAM G550 S/N 5181

• 2,687 Hours; 1,065 Landings •E ASA & FAR Part 135 Compliant • 12 Passenger Configuration

• 3,805 Hours; 2,145 Landings • Enrolled on RRCC, MSP Gold & AOS Parts Programs • FANS/CPDLC & ADS-B Out Compliant

2010 BOMBARDIER GLOBAL 5000 S/N 9359

2009 BOMBARDIER GLOBAL 5000 S/N 9346 • 2,080 Hours; 746 Landings • Fully Enrolled on Programs • EU OPS Certified

ALSO AVAILABLE

I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I

• 2,444 Hours; 745 Landings •E nrolled on Engine, APU & Airframe • Batch 3.3 Upgrades Installed

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ALSO AVAI L ABLE 2015 BOEING 787-9 FEATURED 1999 CHALLENGER 604 2007 CHALLENGER 605 2016 CHALLENGER 650 2015 GLOBAL 5000 2018 GLOBAL 6000 2010 GLOBAL XRS 2016 CESSNA CARAVAN EX 1997 FALCON 900B 2016 FALCON 7X 2010 FALCON 900LX 1995 LEARJET 60 2007 GULFSTREAM G200 2011 GULFSTREAM G550 2014 LEGACY 650

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