The CPD/CLE accredited course will be held in Miami on the 14 & 15 November 2019 with a fresh and relevant syllabus that guides you through the entire transaction process – from start to finish. It allows you to learn from an experienced and insightful faculty in a relaxed and informal way using practical examples and real-life case studies to cover all the pressure points in the process. The Masterclass equips you with everything that you need (including the paperwork and contacts) to walk away from the course and complete transactions seamlessly.

Led by a faculty of expert business aviation specialists involved in navigating and closing transaction – the course uses practical examples and case studies to give you knowledge and understanding you can use to get deals closed:

  • Gain insight into what determines aircraft values

Understand the fundamentals of the sales process – with a special case study on negotiating and structuring a letter of intent

Review the practicalities of aircraft registration

Develop a thorough understanding of risk management – including a focus on residual values and asset management

Understand fiscal regulations that apply to business aircraft

The intimate course will give you opportunities to network and make new business contacts in a relaxed environment

Over the two days the faculty will be on hand to answer your questions and to give you detailed insight into specific topics that are relevant to your business – without paying an hourly rate

The Aircraft Transaction Masterclass uses a mixture of discussion and (very) interactive case studies taking attendees through the whole process of buying, financing, repossessing and selling an aircraft

Buying & Selling Aircraft


9.00 Introduction to the course
Alasdair Whyte, Corporate Jet Investor

9.15 Why aircraft transactions are a team sport
Choosing the right team
Keeping all the parts moving
Paying cash versus financing
The first questions: How will you use the aircraft?
Where will you use it? Who will use it?
Brian Proctor, President & CEO, MENTE Group

9.50 Key legal aspects of the sales process
Essential elements of the LOI

Long form versus short form
Negotiating the deposit and escrow
The aircraft sale and purchase agreement
Getting deals to completion
David Hernandez, Shareholder, Vedder Price
John Farrish, General Counsel, jetAVIVA  

11.10 Case study: Negotiating a letter of intent
David Hernandez, Shareholder, Vedder Price

12.10 Lunch 

13.10 Tax issues
Aircraft – the tax universe
Different states
Exporting aircraft
Chris Younger, Partner, GKG Law
Suzanne Meiners-Levy, Shareholder, Advocate Consulting Legal Group PLLC

14.10 Registering aircraft in the US
The key factors to consider:
The aircraft
Cost and service
Use and operation
Ownership structure
Financing
Political environment
Looking abroad
Bruce Marshall, EVP & General Counsel, AIC Title Service

15.10 Afternoon Tea

15.30 Mitigating risks: Maintenance programmes 
What do you need to think about?
What should you be tracking?
What do maintenance programmes protect?
How maintenance affects asset values
Alan Mangels, V.P. Marketing & Sales, Rolls-Royce

16.00 The art of sales
Why nothing happens until something is sold

Wayne Starling, IADA, International Aircraft Dealer Association

16.45 Day One Recap
Alasdair Whyte, Corporate Jet Investor 

Aircraft Finance


9.00 Introduction to Day two
Alasdair Whyte, Corporate Jet Investor

9.05 The rules of financing aircraft
Business jet finance versus commercial aircraft finance
How institutions choose their sweet-spot
Competing with other asset classes
Minimising risk
Ford von Weise, Global Head of Aircraft Finance, Citi Private Bank

10.05  Looking After the assets
Gary Crichlow, Director, Arc & Co. Marine & Aviation

10.35 Repossessing aircraft
Identifying potential risks

Managing risks
The importance of planning
David Hernandez, Shareholder, Vedder Price

11.05 Case study: War gaming a hostile repossession
David Hernandez, Shareholder, Vedder Price

12.25 What is an aircraft worth?

The different approaches for valuing aircraft
What affects valuations
Using valuation guides
Joe Zulueta, Managing Partner, Aeronautical Systems

12.55 Lunch

14.00 Legal considerations for aircraft debt and lease finance
Structuring loan and lease agreements

Personal and corporate Guarantees
Aircraft Mortgages and security Assignments
Edward Gross, Shareholder, Vedder Price
Melissa Kopit, Associate, Vedder Price

15.00 Key insurance issues
What is insurance?
How aviation insurance works
What covers are available to what risks?
Ed Underwood, President VP & Risk Manager,  Avsurance Corporation

15.30 Closing Comments
Alasdair Whyte, Corporate Jet Investor