Aircraft Transaction Masterclass US 2019

14 & 15 November 2019 | Fontainebleau Miami Beach

You never stop learning. Which is why the Aircraft Transaction Masterclass US was so valuable to everyone within the business aviation community who attended in November 2019. 

This unique two-day intensive course held at the iconic Fontainebleau Miami Beach  provided attendees with the fundamentals of aviation transactions, designed to cover the process from start to finish, filling in any gaps in their  knowledge.

Through interactive group discussions, hands-on case studies and informative presentations, the course guaranteed attendees they would expand their knowledge –  either as someone new to the industry or for those looking to refresh or develop their insight.

In the past attendees have included: financial institutions, operators, charter brokers, trust companies, law firms, aircraft brokers and others.

Aircraft Transaction Masterclass US course outline:

Led by a faculty of expert business aviation specialists – who close transactions every day – the course will use practical examples and case studies to give you knowledge and understanding you can use to get deals closed:

  • Gain an 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 residential 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 School of Corporate Jet Finance uses a mixture of discussion and (very) interactive case studies taking attendees through the whole process of buying, financing, repossessing and selling an aircraft

Located on the stunning Miami Beach , this residential course was  held at the Fontainebleau, on the 19th & 20th November 2019



Day one: Buying & Selling

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, 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, Vedder Price
John Farrish, JetAVIA

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

12.10 Lunch

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

14.10 Registering aircraft in the US
The key factors to consider:
The aircraft, Cost & service, Use & operation, Ownership structure, Financing, Political environment, Looking abroad
Bruce Marshall, 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, Rolls-Royce

16.00 The art of sales. Why nothing happens until something is sold
Wayne Starling, IADA

16.45 Day One Recap
Alasdair Whyte, Corporate Jet Investor


Day two: 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, Citi Private Bank

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

10.35 Repossessing aircraft
Identifying potential risks
Managing risks
The importance of planning
David Hernandez, Vedder Price

11.05 Morning Coffee

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

12.25 What is an aircraft worth?
The different approaches for valuing aircraft
What affects valuations
Using valuation guides
Joe Zulueta, 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, Vedder Price
Melissa Kopit, Vedder Price

15.00 Key insurance issues
What is insurance?
How aviation insurance works
What covers are available to what risks?
Ed Underwood, Avsurance

15.30 Closing Comments
Alasdair Whyte, Corporate Jet


Corporate Jet Investor