Posts

Spencer Bain and Mark Egan, Lone Mountain Aircraft Sales

While the fourth quarter traditionally brings the most activity in terms of preflown aircraft transactions, we witnessed a colossal absorption of late-model inventory in the first quarter of 2018. The result as we head into Q4 has been a bifurcation of many aircraft models, meaning most aircraft on the market are either like-new or on the other end of the spectrum – well outside manufacturer’s warranty and possibly near a major maintenance event.

This means clear skies and improving pricing for sellers inside that void as buyers seek planes that aren’t new, but not too old; that have a few blemishes, but aren’t in need of a new interior; that have time on the engine(s), but aren’t near overhaul. These buyers are having a much harder time finding a plane that is “just right” for their trips skyward.

Jet Market: We are seeing the lowest percentage (9.1) of the business jet fleet for sale in this century – since 1998 in fact. Light jets are the strongest segment with 10.7 percent of the total fleet available for sale. The newer segment within that fleet (less than 10 years old) represents only 5.6 percent for sale today. Ask prices within that segment are up – that’s right, up – 4.8 percent year-to-date.

Turboprop Market: The turboprop market currently has 7.2 percent of the fleet for sale. This represents the lowest percentage in the category’s history. The asking price for newer aircraft is up 11.1 percent year-to-date. Mid-age turbos (11-20 years) have an average asking price up 4.4 percent. Waning years, however, are still seeing a pricing slide.

Cirrus Market: Similar to this time last year, Cirrus Aircraft is experiencing their longest backlog of new aircraft, now taking orders for mid-year 2019 with the exception of a few remaining factory demonstrator aircraft available. This, along with the current market premium for all pre-owned G6 aircraft, supports the popularity of the G6 aircraft with Nxi Avionics.

Market ReportsPre-owned Cirrus inventory has consistently been down since the beginning of the year by almost 13 percent compared to the average in the last five years. This has not slowed down sales, with the total number of transactions 11 percent higher than at this time in 2017. We are also pleased to report that average sales prices are up just over 6 percent since this time in 2017. With those data points in mind as we head into what has historically been the strongest quarter of the year, makes for a great time to consider planning your upgrade to your next airplane.

As always, don’t hesitate to contact our team at Lone Mountain for a more in-depth market analysis. To be added to our TBM, Meridian or Phenom 100 quarterly reports, email your name and address to info@lonemtn.com.

LMA Ten Year AnniversaryTen years ago this October, LMA opened its doors for the first time with a vision to become an invaluable resource for pilots throughout their aircraft ownership experience.

Today, the company has served over 1,500 clients and has grown its staff to 27, operating out of five cities around the country.

Take a look at some of the significant events that have helped shape Lone Mountain Aircraft over the years:

 

2008

Pilot and President Mark Rogers establishes Lone Mountain Aircraft – a company built by pilots for pilots.

LMA is named a Cirrus Authorized Reseller and begins its mission to come alongside pilots during transactions, training and ownership.

Mark begins recruiting exceptional talent including Atlanta-based Daniel Christman, a former factory direct Sales Representative for Cirrus.

2009

Lone Mountain is the highest volume Cirrus Reseller in 2009.

Paul Sallach, former corporate demo pilot for Cirrus Aircraft, joins LMA, based out of Las Vegas. He enables LMA to expand their services for owner-operators with his international flying experience and strong product knowledge.    

Lone Mountain begins serving customers in the turboprop and light jet space, recording its first turboprop transaction, a Piper Meridian purchased for inventory.   

2010

Another talented pilot and team member is found in Jon Stull, who is brought on for his experience in serving clients in Legacy aircraft. Lone Mountain completes several additional turbine aircraft sales, including international transactions.

Former Cirrus Aircraft demo pilot, Dave Niles, comes aboard the Lone Mountain team with commercial, instrument, single and multi-land pilot experience and over 2,000 flight hours.

2011

Lone Mountain hires Kevin Gregor as Controller. His position soon evolves into much more as he begins taking the lead in providing finance opportunities for clients.

2012

The Lone Mountain Aircraft Maintenance Facility opens its doors at the Warren County Airport, Ohio in order to better serve clients.

Ryan Yenger joins the team as the Director of Maintenance, bringing decades of aircraft maintenance experience.   

2013

At five years old, Lone Mountain sells its 500th aircraft. Lone Mountain Aircraft Finance is launched and completes its first finance deal.

Cirrus continues development of the Vision Jet, and Lone Mountain helps many clients acquire or sell Vision Jet Positions.

2014

Mark Egan joins the Lone Mountain team, bringing with him a decade of Cirrus experience, managing the Preowned Sales Program and working in the Flight Operations Department.

2015

LMA’s First Jet is purchased for inventory – a Cessna Citation. This acquisition expands LMA’s abilities as they serve jet customers with finance, acquisition, and management

2016

Another sales team member is added as Mike Grana joins Lone Mountain’s staff with a vast knowledge of turboprops.

2017

Lone Mountain Aircraft Maintenance makes a significant step forward in their ability to serve pilots by becoming an official Cirrus Authorized Service Center, one of only five in the state of Ohio.

Daniel Christman becomes one of the first pilots type rated in the SF50 Vision Jet.

Lone Mountain expands its team by adding two new members. Gordon Ramsay joins the sales team, bringing with him invaluable experience in TBM and Piper aircraft and Jordan Sok is hired as Marketing Director.

In just three years since reaching the halfway mark, Lone Mountain records its 1000th plane sale. It continues to lead Cirrus resales, recording nine consecutive years as highest volume Cirrus reseller.

LMA Finance closes 49 aircraft loans in 2017.   

2018

Though not over yet, 2018 is shaping up to be a big year for LMA:

The business has opened Lone Mountain Flight Training in Lebanon, Ohio – a Cirrus Authorized Training Center (CTC).

A Flight Level Components shop is established and launched.

Sales team member Mark Egan became the first pilot to receive SF-50 type rating in a Vision Jet simulator, further expanding LMA’s service ability to owners and operators.

 

From the entire team at Lone Mountain, thank you for allowing us to be a part of your aircraft ownership experience throughout the years! We look forward to many more to come.

In Lone Mountain’s decade of existence, we have watched a countless number of pilots’ personal and business-lives thrive due to aircraft ownership. But perhaps one of the most inspiring aspects of ownership is when a pilot is able to use his or her aircraft for the good of someone else. Whether it’s a call from a friend in the middle of the night with a family emergency, or partnering with a nonprofit to fly a sick child to a surgery, aircraft owners today have a countless number of ways they can use their aircraft for a greater purpose.

That’s why, in celebration of our 10th anniversary this October, we are launching a Flying for Good initiative that challenges pilots to use their aircraft to benefit someone else throughout our anniversary year.

Beginning this October and ending in October of 2019, the Flying for Good initiative is the manifestation of LMA’s desire to use our assets – planes, pilots and aircraft expertise – to benefit others. Our team is kicking off the celebration by committing to fly 10 missions in the month of October.

And we want you to join us.

For the first 10 friends of Lone Mountain to complete a Flying for Good mission with a charitable organization, we will donate $1,000 to that organization.

Some organizations that qualify for the LMA Flying for Good donation include, but are not limited to: Angel Flight, Veterans Airlift Command, Honor Flight, Pilots N Paws and Wings of Hope. These organizations facilitate domestic and global transport for hospital visits, special needs opportunities, humanitarian aid, and animal rescue, among other causes.

Register to be a part of the movement at LoneMountainAircraft.com/FlyingForGood.

We will be updating this page with stories of LMA clients and friends who are Flying for Good throughout the year. You can also find a full list of approved organizations and descriptions here.

It would be an honor to have you join us in our celebration of our 10th anniversary year by Flying For Good.

Find out more at LoneMountainAircraft.com/FlyingForGood.

Here are the newest aircraft listings at Lone Mountain as of September 19, 2018:

Turbine

1979 Cessna 5011979 Cessna 501

Features include: Eagle II Conversion with Williams FJ44-2A Engines, 1800nm VFR range, FL430 Ceiling, 380+ knot cruise, Tap Elite

This beautiful aircraft has increased fuel capacity with Eagle Mod and is RVSM and WAAS LPV equipped.

To inquire about this aircraft, click here or call Mark Rogers at 937-689-6586.

 

Features include: Rhodium Appearance Package, Perspective+ Avionics Cockpit, All Digital 4-in 1-Standby Instrument, Enhanced Stability Protection (ESP), Synthetic Vision Technology (SVT), Enhanced Vision System (EVS), FIKI, Air Conditioning, Remote Keyless Entry, Upgraded Starter

This like-new plane comes with a 5-year Spinner to Tail Warranty through January 2022! Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Rogers at 937-689-6586.

 


2017 Cirrus SR22 G6

2017 Cirrus SR22 G6

Features include: Perspective+ Avionics Cockpit, Enhanced Stability Protection (ESP), Synthetic Vision Technology (SVT), Yaw Damper, Air Conditioning, tubeless tires, Beringer brakes

This practically-new aircraft is covered under the Spinner to Tail Warranty through July 2022! Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Daniel Christman at 404-308-8638.

 


2016 Cirrus SR22T G5 GTS

2016 Cirrus SR22T G5 GTS

Features include: Cirrus Global Connect, All Digital 4-in 1-Standby Instrument, Enhanced Stability Protection(ESP), Synthetic Vision Technology(SVT), Enhanced Vision System (EVS), FIKI, Air Conditioning, tubeless tires, Beringer brakes

This plane boasts worry-free ownership, covered under the Spinner to Tail Warranty through July 2021! Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Daniel Christman at 404-308-8638.

 


2016 Cirrus SR22 G5 GTS

2016 Cirrus SR22 G5 GTS

Features include: Rhodium Edition, remote keyless entry system, Positive Door Latching system, interior and exterior ambient convenience lighting system, Rhodium Obsidian Black Premium Leather interior, bolstered seating, Alcantara accents

Connect wirelessly in this aircraft via Bluetooth to the Garmin Perspective Avionics for ease of transferring flight plans, viewing real-time weather and audio features from your tablet or phone. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Egan at 612-321-6489.

 


2015 Cirrus SR22 G5 GTS

2015 Cirrus SR22 G5 GTS

Features include: Enhanced Stability Protection (ESP), Synthetic Vision Technology (SVT), Enhanced Vision System (EVS), FIKI, Air Conditioning, Tubeless Tires, Beringer Brakes, upgraded with Platinum Appearance Package

This one owner, always hangared aircraft includes Transition Training in the purchase through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Rogers at 937-689-6586.

 

Features include: Brand new custom orange, gray, and black paint scheme, FIKI, Air Conditioning, 60/40 Split Rear Seating, Garmin GFC700 Autopilot with Enhanced Stability Protection

Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Rogers at 937-689-6586.

 


2012 Tecnam P92 Eaglet

Features include: Advanced Flight EFIS, Two-Axis Autopilot, ADS-B Weather and Traffic, Angle of Attack Indicator

This aircraft was always hangared, with no damage history on record.

To inquire about this aircraft, click here or call Jon Stull at 937-418-4498.

 


2006 Cirrus SR22 G2 GTS

Features include: Custom Graphics, loaded with All Options including Factory Air Conditining, Dual Avidyne IFD 440 WAAS GPS’s, ADS-B out compliant

This always-hangared aircraft includes Transition Training in the purchase through Cirrus Embark Program.

To inquire about this aircraft, click here or call Jon Stull at 937-418-4498.

 


2002 Cirrus SR22 G1

Features include: ADS-B Transponder, Traffic and Weather via Bluetooth, virtually brand new engine and propeller

This aircraft had its annual inspection completed in December 2017. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Dave Niles at 248-924-7280.

 

In the month of August, Lone Mountain Aircraft was able to connect 20 owners to the right aircraft. This ties our best month to date in the 10 year history of Lone Mountain. We found owners for 17 Cirrus, 2 Cessna and 1 Piper aircraft. The aircraft that were sold are below:

Not pictured:

  • 2011 Cirrus SR20
  • 2007 Cirrus SR20
  • 2011 Cessna T182T

We are excited to connect more owners to aircraft throughout the rest of September! Click to see our turbine and piston listings at LoneMountainAircraft.com.

Here are the newest aircraft listings at Lone Mountain as of August 17, 2018:

 

2015 Cirrus SR22T G5

2015 Cirrus SR22T G5

Features include: Air Conditioning, FIKI & Turbo, Spinner to Tail warranty thru September 2020, Berringer brakes & tubeless tires, 1093-pound useful load

Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Paul Sallach at 702-285-0604.

 


2007 Cirrus SR22 G2 GTS

2007 Cirrus SR22 G2 GTS

Features include: Garmin GTN 750/650 Touchscreen Controllers, Flight Stream 510 Wireless Connectivity, Avidyne DFC90 Digital Autopilot, CIES Digital Fuel Gauges, LED Lighting.

This plane was recently upgraded and totally repainted in April 2017! Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Egan at 612-321-6489.

 


2006 Cirrus SR22 G2 GTS

2006 Cirrus SR22 G2 GTS

Features include: Avidyne DFC90 Autopilot, GTS Loaded with Options, thorough cleaning inside and out

This aircraft has had just one owner since new and has always been hangared. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Daniel Christman at 404-308-8638.

 

Features include: Air conditioned, one-of-a-kind exterior graphic design, recent engine overhaul, all GTS options, semi-portable O2, service center

maintained.

This always-hangared airplane has no damage history on record. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Paul Sallach at 702-285-0604.

 


2001 Cessna Stationair T206H

2001 Cessna Stationair T206H

Features include: Dual Garmin G5 Flight Displays, Touchscreen Garmin GTN 750 WAAS GPS/NAV/COM, Garmin 660 Aera

This aircraft was always stored in a hangar, and logs are available upon request. Wheel pants are also included in the purchase.

To inquire about this aircraft, click here or call Mark Egan at 612-321-6489.

 

 

Here are the newest aircraft listings at Lone Mountain as of August 6, 2018:

 

Features include: Perspective+ avionics with QWERTY keyboard, SPECTRA wingtip lights, Flightstream 210/510, keyless entry, Global Connect Satellite Phone & Text Messaging, Air Conditioning, EVS Camera

This G6 is available for  immediate sale and delivery. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Paul Sallach at 702-285-0604.

 


2008 Cirrus SR22 G3 GTS

2008 Cirrus SR22 G3 GTS

Featuring: CEIS Digital Fuel Gauges, Composite Propeller, Cirrus Perspective Avionics Suite

This aircraft was always hangared and has no recorded damage history. Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Paul Sallach at 702-285-0604.

 

The month of July was a busy one Lone Mountain Aircraft. Amongst attending EAA AirVenture in Oshkosh, Wis. with over half a million aviation fans and 10,000 aircraft, we also completed 7 sales here on the home front. We sold 5 Cirrus, 1 Cessna, and 1 truly unique Flight Design aircraft. The aircraft that were sold are below:

We are excited for the month of August! Click to see our turbine and piston listings at LoneMountainAircraft.com.

Here are the newest aircraft listings at Lone Mountain as of July 23, 2018:

 

Features include: Aspen EFD 1000 Primary Flight Display, Garmin GNS 530 WAAS GPS, Garmin GTX 345 ADS-B Transponder, and more!

This aircraft was always stored in a hangar, with complete logs are available upon request. Annual inspection was completed in March 2018.

To inquire about this aircraft, click here or call Mark Egan at 612-321-6489.

 


2008 CIrrus SR22 G3 GTS Turbo

2008 Cirrus SR22 G3 GTS Turbo

Featuring: Recent parachute repack, annual inspection completion February of 2018, 10-year firewall-forward Tornado Alley Turbo items completed during the annual.

6 new cylinders installed were installed just 200 hours ago. All logbooks are complete and available. Aircraft Registration will be changed to N612MT prior to or at the time of sale.

Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Mark Egan at 612-321-6489.

 


2016 Cirrus SR22T G5 GTS

2016 Cirrus SR22T G5 GTS

Features include: Carbon appearance package featuring Athens blue, Snow white & Tuscan tan leather interior; Global Connect satellite phone & text messaging.

The 2016 upgrades over other Generation 5 aircraft are significant, including keyless entry & positive door latches, Flightstream 210 connectivity, Bluetooth audio panel, and cell phone pockets for the crew.

Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Paul Sallach at 702-285-0604.

 


2006 Cirrus SR20 G2 GTS

2006 Cirrus SR20 G2 GTS

Featuring: Avidyne Entegra flight deck including: Avidyne PFD, MFD, Dual Garmin 430’s, STec 55X Autopilot with Altitude Preselect, Active Traffic, Active Lightning Detection

This nice little SR20 GTS also boasts XM Weather and Audio along with StormScope and CMAX Approach Charts.

Transition Training is included in the purchase of this aircraft through Cirrus Embark Program.

To inquire about this aircraft, click here or call Daniel Christman at 404-308-8638.

The first official month of summer was sizzling at Lone Mountain Aircraft! In June, we completed 15 sales and 16 total transactions! We found buyers for 11 Cirrus, 1 Beechcraft, 2 Cessna, 1 Diamond and 1 Piper aircraft. The aircraft that were sold are below:

Other Lone Mountain transactions in June:

  • 2004 Mooney M20R N10469 s/n 29-0336 (trade-in, sold the same day)

We are looking forward to another great month! Click to see our turbine and piston listings at LoneMountainAircraft.com.

Father and son duo Joe and Luke Slawek make their living adding flavor to almost every food imaginable. Now, they are spicing up the way they do business – using a new Vision Jet.

Founded by Joe in 1987 when Luke was just six years old, FONA International, Inc. uses some of the best flavor scientists in the world to create and produce flavors. It didn’t take long for the business to become recognized as a world-flavor and market solutions leader. Soon, Joe realized they would need a better solution to keep up with client demand. He decided to take FONA to the skies, although aviation was no new venture for the Slawek family.

“I used to wake up dreaming about flying,” said Luke. “At that point in time that both of my parents were glider pilots before I was born. I grew up in the family business but was inclined toward aviation, and started flying gliders when I was 14.”

While Luke was in flight school at Embry-Riddle, Joe’s passion for flying renewed when he realized the ease of a quick father-son hunting trip with a personal aircraft on hand.

“I think that is when we really understood what a time machine it is to have aircraft available,” said Joe.

Joe began considering how to utilize aviation to improve the FONA business model. He realized that unhindered flight could be the most important asset.

Joe and Luke began flying aircraft loaded with samples of FONA’s products around the country to potential clients in a Pilatus PC-12. Today, they estimate they have flown over 30 different airplanes together, falling in love with Cirrus and Beechcraft products.

Lone Mountain has assisted in a few transactions for the Slaweks. It was instrumental in the international selling of a 2012 King Air B350i to a buyer in China before acquiring a new 2017 King Air 350i for the Slaweks.

“Lone Mountain worked hard on our behalf,” said Joe. “Transactions are sometimes extraordinarily complex, especially internationally to China and other places, so we are very grateful and indebted to Mark Rogers and Lone Mountain for that service.”

Aviation turned out to be a beneficial move for the FONA business model. Last year, Joe again enlisted the Lone Mountain team to help negotiate the purchase of a brand-new Cirrus Vision Jet.

“There’s only two groups of people we really care about: one is customers, and the other is employees,” said Joe. “What the King Air and Vision Jet allow us to do for our employees is convert a two-day trip into a one-day trip.”

With an aircraft on hand, FONA is able to get products into the hands of customers on a very tight turnaround, and then get its employees back much faster. According to Joe, the shorter business trips allow FONA employees to have a steadier home life and pick up another day of productivity back in the office the following day.

Thanks to the purchase of the Vision Jet, Luke has developed a great relationship with the Cirrus team through the delivery and training phases. Joe is currently working on his type-rating for the Vision Jet.

“I have about 20 hours in it, and it is an exciting time,” said Joe.

Not only do the Slawek men use their aircraft to take care of business, but they also make time to mix in pleasure. The aircraft have transported three generations of Slaweks (and their canine companions) to fun-filled destinations like the Grand Cayman Islands.

“I think that families stay together because they have fun together,” said Joe. “It has really become a tool to have fun as a family.”

For more information on FONA International, go to FONA.com

May was a busy month at Lone Mountain Aircraft! We tallied 14 sales and 15 total transactions We found buyers for 9 Cirrus, 2 Cessna and 1 Piper aircraft. The aircraft that were sold are below:

Other Lone Mountain transactions in May:

  • 2019 Cirrus Vision Jet SF50 Position 192 (sold)
  • 2000 Mooney M20R s/n 29-0218 N322RW (sold before it hit the market)
  • 2009 Piper PA46-500TP s/n 4697396 N3090K (represented the buyer in the sale)

We are looking forward to another great month! Click to see our turbine and piston listings at LoneMountainAircraft.com.

By: Gordon Ramsay, Aircraft Sales

I have a cousin who’s a plumber. Jon. This guy knows almost everything there is to know about plumbing, joints, leaks, soldering; I mean he’s good. Occasionally I try to repair a minor plumbing problem at our house and it usually ends with some unsightly stains on our kitchen ceiling. Jon makes it look easy to fix those things. It’s what he does.

As good as Jon is at plumbing, I’m not going to call on him to perform my next hip surgery, nor would I call my doctor to help fix my shower drain. Stay with me, this analogy is getting somewhere.

Unfortunately in aviation lately, there seems to be more instances of non-aviation sales professionals acting on someone’s behalf in the purchase or sale of an airplane.

These individuals include mechanics and certified flight instructors. Some are also professional pilots. The ones I have met in my dealings are consummate professionals in their respective fields. The instructors have an incredible depth of aircraft systems knowledge, the mechanics are great wrenches, and the pilots are great sticks. They are much more proficient in those areas than I could hope to be lacking their decades of hands-on experience.

This role-expansion is causing more problems than it seems to be solving. Why is that? If you think it’s expensive to hire a professional, wait until you’ve hired an amateur.

My friend who is a professional flight instructor is one of the best out there – hands down. The people I refer to him speak very positively of their experiences. Recently we’ve been working in aircraft deals together where he has been hired to negotiate on behalf of a purchaser for an aircraft I have for sale. Some of these transactions succeed, but one such trade recently fell apart during this process. My friend was acting on partial and speculative market data, and I believe this turned out to the disadvantage of his client. Both buyer and seller missed what I think was a very sound deal.

Well intended individuals are giving opinions of the current market value of aircraft, and also providing recommendations on offers and negotiations. The problem is this is not their area of expertise.

They may not even have as much experience as you, the reader, with negotiation. They may have downloaded the latest bluebook software and are using partial, historical data at best to provide incomplete market information to you, the buyer. It’s like trying to make a recipe with only the ingredients list…could be very hit or miss.

The general aviation market is changing at a very fluid rate. Some markets change weekly. Some markets vary widely in demand from older vintage to more recent models. It’s not always rational either. It takes constant exposure in these markets to remain fluent. It can’t be done based on a generic formula you can apply to the whole marketplace, as wonderful as that might be if it were true. 

A flight instructor is a wealth of aircraft/systems knowledge and guidance. He or she need not be a great negotiator, nor must they be a sales expert. He or she should know the latest accident/incident reports, and those findings should be incorporated into their training material.

Though they have flown airplanes old and new, they may not appreciate the changes in demand from a 1998 model to a 2013 model. They may not know the actual dollar value of a strong maintenance history versus a mediocre maintenance history. They may not know the difference in value between a repair using factory new parts at a top notch repair station versus a repair that was done to minimum criterion by a shade tree mechanic. These things are very hard to quantify and they can get lost in the analysis.

Additionally, a buyer’s or seller’s emotions can derail a transaction if not managed judiciously from the beginning. When a few of these factors come into play, a good transaction can be jeopardized, especially when it’s not being handled by a seasoned professional.

Here’s how you can ensure your chances of finding and purchasing the right airplane at the best price:

  1. Hire someone to do what they are best at doing. If it’s an instructor, hire them to instruct. If it’s a maintenance facility, hire them for maintenance. If it’s acting as an acquisition agent, hire them for acquisition. Please, don’t use a great maintenance guy or instructor as a mediocre acquisition or sales agent. They may persuade you on it for a reasonable fee, but it usually will cost you more in the end. You may move through a couple of failed deals learning the hard way, and end up settling on an inferior aircraft when you’ve missed the best candidates.
  2. If you don’t know, ask. Get references if you’re thinking of contracting with someone and you have questions. Talk to some of their clients who have had similar transactions to yours.
  3. Don’t make it harder than it is. With a good acquisition agent or aircraft dealer, you may not need to bring in a contracted professional for every aspect of the transaction. Often, these agents will have a great network of pre-existing trustworthy relationships, from escrow agents to ferry pilots, that will serve you well. If you know them to be trustworthy, rely on the guidance they give you and don’t let your emotions or pride take over and jeopardize the deal. Many deals stall hundreds of dollars apart because the parties get their eye off the ball and dig in just when a good purchase is about to happen.
  4. Negotiate in good faith. Chances are if you’re looking to take unfair advantage of someone and steal their plane from them at an unfair price, you will end up with a lost opportunity or a bad purchase because you ran after the lowest price. In my experience, the best deals are when both buyer and seller are stretching a bit farther than they think they can. If you see that happening, press on.
  5. Avoid a conflict of interest. If a seller is also seeking to act as the pre purchase inspection facility, perhaps you should consider a nearby third party inspection facility in neutral territory. At very least have your mechanic step in and oversee the inspection at the seller’s facility. If your inspection facility also happens to have comparable aircraft for sale, they may have a conflict and be biased to discredit any other aircraft, no matter how good it is, in order to sell you their own.
  6. Follow your nose. If you smell a rat, it’s probably a rat. There are, sadly, a few unsavory characters in the Aviation Sales business, and they are skilled at developing your trust and confidence. A few well placed inquiries on your part can go a long way. Deal with someone you know firsthand or someone with a solid industry reputation.

About Gordon:

Aircraft sales veteran Gordon Ramsay has joined the sales team at Lone Mountain Aircraft. Gordon was formerly the Piper Program Manager at Columbia Aircraft Sales. Gordon brings over three decades of aircraft sales experience to the team having started in aircraft sales at the age of 16 years old. He is an experienced pilot with Single and Multi-Engine IFR ratings. He is qualified in the TBM, Piper Mirage and Meridian, and has experience flying most piston aircraft.

Gordon will continue to be based near Hartford, CT. at the Salmon River Airfield where he lives with his family.

Mark Rogers, President, Lone Mountain Aircraft

Fourth quarters are typically the most active for aircraft sales and Q4 2017 was no exception, with tax-motivated purchases driving a flurry of year-end sales. December at LMA saw 32 sales with 14 in the last four business days of the year (a special thanks to our rock stars in operations that make this possible)!

First quarters, on the other hand, are typically the slowest for aircraft sales in North American markets, but if the first two months are any indication, 2018 will see another robust year for the industry. Our team is busy with sales and acquisitions, which seems to be a common theme industry-wide.

The new tax law allows for immediate expensing of both new and pre-owned aircraft, providing an incentive tax-motivated buyers to proceed with confidence.

Inventory Values: While our last update reported a slight reduction in inventories, we now have leading indicators pointing to a slight increase in price indexes. Amstat released an update this month indicating a recent uptick in aircraft values. In the Turbo-prop segment, since October 2017, values have increased +3.9%. The Light Jet segment has been more consistent with the average estimated value up +8.2% in the last 12 months. Lead times for new aircraft are starting to lengthen, with several OEM’s now reporting greater than six month lead times on the most popular models.

Whether this represents a short-term blip or a reversal of the decade-long slide in values is yet to be seen, but we are cautiously optimistic for the latter. We are confident in stating that this is the most active aircraft resale market we have experienced in the last decade, and the best opportunity we have seen in as many years for owners considering trading.

Here is a quick look at what else is new:

Current Market Acquisitions: Lone Mountain is currently acquiring a Phenom 100 and late-model Piper Meridian for qualified clients. Let us know if you are considering selling or know of an available aircraft.

Vision Jet Positions: We’ve sold 6 more Vision Jet Positions since our last update and we recently sold our last Jet Position that will deliver in 2018. We still have multiple positions available for 2019 delivery, and Cirrus has a few remaining demonstrator aircraft that will deliver this year. I’ve now had a chance to make five separate flights in a Vision Jet, and I continue to be impressed with how well Cirrus has designed an aircraft that sets the standard for ease of transition. If you haven’t yet had a chance to fly the Vision Jet by Cirrus, call us to make arrangements.

We look forward to hearing from you!   

If you haven’t heard the news by now, Cirrus Aircraft has gone another step further in providing safety to its aircraft owners – new and pre-owned. As of this summer, the company launched “Cirrus Embark“, a first-of-its-kind program offering up to three days of training to anyone who buys a Cirrus airplane, including used planes purchased through a private transaction.

The program is a branch of Cirrus Approach, a crucial companion-piece to each Cirrus aircraft produced. Cirrus Approach offers its pilots a menu of courses and classes that are fresh and engaging, keeping pilots current and proficient. As an extension, Cirrus Embark addresses the specific needs of pre-owned Cirrus buyers by providing complimentary, Cirrus-specific, standardized differences and transition training for every licensed pilot who purchases a pre-owned Cirrus aircraft.

“It sounds almost too good to be true, but it is invaluable in terms of safety” said Mark Rogers, Lone Mountain President. “Since Cirrus Approach was launched a few years ago, the Cirrus accident rate is among the best in the industry. Cirrus Embark will help continue to increase pilot safety. I’m excited that our clients will now have have this option with any Cirrus aircraft they purchase.”

As part of the new program, every new pre-owned Cirrus owner receives a login to the Cirrus Approach Learning Portal, a complimentary 1-year membership to the Cirrus Owners and Pilots Association (COPA), a copy of the Cirrus FOM and aircraft POH, a redemption code for the iFOM, and one-on-one Cirrus Transition Training with an authorized Cirrus training provider, tailored to the pilot’s previous experience.

“The training options for pilots are more extensive today than ever before,” said Rogers. “Our team at Lone Mountain is always looking for the best ways to complete recurrent training. In addition to Cirrus Embark, I’ve been very impressed with Textron’s TRU Simulation + Training. We are also proud to have two sales team members that own their own training facilities, Daniel Christman and Paul Sallach.”

Christman owns Aero Atlanta Flight Center in Atlanta, Ga. while Sallach owns All In Aviation in Las Vegas, both Cirrus Platinum Training Centers.