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


09.00 Introduction to the course
Alasdair Whyte, Corporate Jet Investor

09.15 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?

09.50 Anatomy of a transaction
Negotiating the letter of intent and the purchase agreement
Pushing through pre-purchase inspections
Exporting and importing aircraft
Delivering and closing
Cleaning up – not finished on closing day

10.30 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  

11.20 Case study: Negotiating a letter of intent

12.30 Lunch 

14.00 The joy of the pre-purchase inspection
Airworthy vs unairworthy
Who pays for what?
The C-word: What causes corrosion and why is it an issue?

14.30 Tax issues
Aircraft – the tax universe
Different states
Exporting aircraft
Nel Stubbs – V. P. & Co-owner Conklin & de Decker
Suzanne Meiners-Levy – Shareholder, Advocate Consulting Legal Group, PLLC

15.30 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

16.00 Afternoon Tea

16.30 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

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

Wayne Starling – IADA & Senior Advisor, AOPA

17.30 Day One Recap
Alasdair Whyte, Corporate Jet Investor 

Aircraft Finance

 
9.00 Introduction to Day two
Alasdair Whyte, Corporate Jet Investor

9.15 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
Chris Miller – Managing Partner, Shearwater Aero Capital

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

11.15 What is an aircraft worth?
The different approaches for valuing aircraft

What affects valuations
Using valuation guides
Joe Zulueta – Managing Partner, Aeronautical Systems

11.45 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

12.45 Lunch

14.15 Case study: Enforcing a tripartite agreement

15.15 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

15.45 Repossessing aircraft
Identifying potential risks

Managing risks
The importance of planning

16.15 Afternoon tea

16.45  Looking After the assets
Gary Crichlow – Director Arc & Co. Marine & Aviation

17.45 Closing Comments
Alasdair Whyte, Corporate Jet Investor