Private and business jets are sold through both the new and used aircraft markets. The aircraft’s sale represents the final component in a process that begins when a potential buyer consults a sales representative. The salesperson ascertains the client’s needs, budget and technical requirements. Once the client chooses an aircraft, the sales representative oversees the pre-purchase inspection and maintenance logbook analysis. He also handles financing and post-sale modifications and upgrades. The sales representative coordinates the jet’s delivery to its new owner, and maintains continued contact with his client.
Items you will need
Written information on major jet brands and models
List of private jet sales and brokerage companies
Study major private jet brands. Familiarize yourself with private and business jets from major aircraft manufacturers. Examine information about each manufacturer’s history, as well as its full range of private and business jet models (See Resources). Browse private and business jet brokerage listings, and view varied cockpit and passenger cabin configurations. Observe each jet’s standard and optional amenities. Analyze engine power and avionics, or electronics, systems. Examine each jet’s performance characteristics if available.
Gather information on private jet sales. Analyze current and projected sales, plus inventory levels, for new and pre-owned private and business jets. In March 2010, UBS Global Equity Research polled United States and international jet manufacturers, brokers, dealers and lenders. A two-year decline in business jet prices had begun to stabilize, and customer interest increased. More available financing led to businesses' optimism. That buoyancy was moderated by backlogged late-model jet inventories.
Meet general private jet salesperson criteria. Each private jet brokerage has its own sales representative requirements, but companies frequently recruit salespeople who can comfortably market high-ticket items. Examples include luxury yachts and fine antique automobiles. Representatives must be comfortable talking with executives and company owners, and must be adept at networking within higher-level professional circles. Impeccable references and a proven sales record are likely requirements, while a college degree may be desired.
Compare industry compensation plans. Your jet brokerage establishes its sales representatives’ compensation structure. Some companies utilize a base salary plus commission pay plan. FindJobNet lists a New Hampshire-based private jet sales position with this pay structure. First-year earnings are estimated at $110,000 in 2010. Business Jet Traveler notes that some brokerage firms pay sales commissions from a flat sales fee charged to the seller. Other companies charge a percentage of the jet’s selling price, with the salesperson’s commission rising along with the sales price.
Contact private jet sales and brokerage companies. Prepare a resume that lists your aviation-related experience, plus other applicable information about your educational and professional background. Emphasize your potential contributions to the company’s success. Contact major jet manufacturers with new and pre-owned sales departments, as well as private and business jet brokerages with similar aircraft. Speak with the company’s sales manager about current and projected opportunities throughout the United States.