It All Starts with the Sale. Scott Plumb Senior Vice President of Sales Jetcraft
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1 It All Starts with the Sale Scott Plumb Senior Vice President of Sales Jetcraft
2 Agenda Why today s transactions are more complex Anatomy of the aircraft sale At last: Deal time! Stages 1-7 The Deal Itself
3 Why Today s Transactions Are More Complex
4 A global marketplace
5 A global marketplace More aircraft choices
6 A global marketplace More aircraft choices Greater regulatory controls
7 Global financing: more options; more variables
8 Global expertise crossed with regional experience
9 While today s private aviation transactions are more complex, there is global experience, with regional presence, in the market for hire to assist the buying or selling experience and improve the private aviation ownership experience.
10 Price Export / Import Aircraft Usage Anatomy of the Aircraft Sale Maintenance PP Inspection Capital/Ope rating Cost Budgets Maintenance Management Configuration Aircraft Type
11 Anatomy of the Aircraft Sale Price
12 Anatomy of the Aircraft Sale Aircraft Usage
13 Anatomy of the Aircraft Sale Capital/Ope rating Cost Budgets
14 Anatomy of the Aircraft Sale Configuration
15 Anatomy of the Aircraft Sale Aircraft Type
16 Anatomy of the Aircraft Sale Maintenance Management
17 Anatomy of the Aircraft Sale Maintenance PP Inspection
18 Understanding the Maintenance of the Aircraft: Current Status has the aircraft been maintained properly and to the OEM schedule Due Items what checks are coming in the next 12 months, as these will have an impact on Operating Budgets Damage has been any damage to the aircraft and if so, how has the damage been repaired Corrosion corrosion is typically found in major inspections, and can be minor or extensive; how has corrosion been addressed Engine Borescopes to assess the health of the engines
19 Anatomy of the aircraft sale Export / Import
20 At Last: Deal Time!
21 Stage 1: Pre-LOI What is important to the buyer?
22 Stage 2: Aircraft Selection THE right aircraft for your needs
23 Stage 3: Presenting an LOI A letter of intent (LOI) is a non-binding contractual document that spells out the basic terms and conditions of the offer. Aircraft Price and LOI Deposit Visual Inspection Aircraft Purchase Agreement Aircraft Condition Pre-Purchase Inspection Technical Acceptance / Rejection Closing
24 Stage 4: Purchase Agreement (APA): Definitions defines the terms to used in the APA Agreement to Buy and Sell Agreement, Deposit and Visual Inspection (milestones that have already occurred) Aircraft Inspection and Condition Aircraft Condition, Inspection Authority and Location and Timing, Technical Acceptance, Discrepancies Closing Procedures Seller s Obligations and Buyer s Obligations (or conditions precedent)
25 Stage 4: Purchase Agreement (APA): Representations and Warranties insures that each party is in good standing and can meet the obligations of the APA Disclaimer and Limitation of Liability - limits the liability of either party from closing, forward Miscellaneous - pulls together all the other dynamics of a deal: Default Provisions Taxes Warranty Programs Risk of Loss, Damage or Destruction
26 Stage 4: Purchase Agreement (APA): Appendices at the conclusion of the APA are Exhibits referenced in the APA Aircraft Specification and Technical Condition Conditional Acceptance / Rejection Notification Aircraft Delivery Receipt Warranty Bill of Sale Inventory Listings Assignment of Warranties Pre Purchase Inspection Scope FAA Bill of Sale Visual Inspection Notification
27 Stage 5: Pre-Purchase Inspection (PPI): BUYER selects the PPI location and Inspection as BUYER pays for these services Aircraft Records Review logbooks, manuals, completion diagrams, etc. Review or any recent Inspections and Aircraft Programs Selection of a Level I, II, or III Inspection including Engine, APU Borescopes Cost, Inspection scope and Timeline increases from Level 1 to Level III Inspection determines any undisclosed damage or history of corrosion Inspection Report details the list of Airworthiness Discrepancies Discrepancies, Cost and Time to repair SELLER is responsible for cost of discrepancies PPI may involve a Test Flight
28 Stage 6: Technical Acceptance or Rejection: BUYER and SELLER are each given the Pre-Purchase Inspection Report Depending on the Terms of the APA: The BUYER may technically accept without conditions The BUYER may technically accept with conditions With the SELLER correcting any airworthiness discrepancies The BUYER may be able to Reject and Terminate if: The Seller cannot/will not put the Aircraft into the Aircraft Condition If the PPI Report reveals undisclosed damage or history of corrosion exists Both BUYER and SELLER sign the Technical Acceptance Notification The Discrepancies are corrected and the Aircraft is Returned to Service (RTS)
29 Stage 7: Closing Call
30 Final Questions?
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