Janine Iannarelli, Par Avion
Janine Iannarelli started life as a jet broker in 1983 after finding herself in what she describes as the “right place at the right time.”
Although Iannarelli confesses that her involvement in aviation began as a job rather than a passion, she has nurtured a great affinity with the Dassault Falcon jet over the years. “Many airplanes do one thing very well and as the industry evolves, perhaps we can put the Falcon in there as a good airplane that does a lot of things,” she says.
How did you end up doing your job?
“Quite by accident. 30 years ago, as I was exiting University, I had the chance to become the first employee of the AMSTAT Corporation. It became a springboard into the industry and after a number of years I decided not to exit the industry and remain a force within in.”
Is it harder to sell a jet in today’s economic climate?
“Yes. Even regardless of the current economic situation, it’s a much more sophisticated and demanding industry. The skill set requirements have increased.”
What makes up the skill set of a good aircraft broker?
“First and foremost, it requires strong communication skills – both verbal and written. If you’re not an articulate individual, then you’re at a loss in being able to sell airplanes. It’s also relatively important to have a comprehensive knowledge of the airplane itself and to be well versed in the subject matter, in order to communicate that to a prospective buyer.”
What additional challenges have you faced as a woman in the industry?
“Being taken seriously. When I first came to the negotiation table, there was sometimes a sense of: ‘This can’t be serious.’ It still is a male dominated industry, but today, I’d like to think that my reputation precedes me and there’s not so much of that.”
Is there any advice you’d give to young females hoping to follow your footsteps?
“Be as educated as you possibly can. Find good mentors – male or female – and have a great deal of self confidence. If you don’t already have it, then you have to find a way to develop it.
“Be a good listener; that’s another piece of advice. Most sales people are fairly eloquent, but are they really good listeners? I don’t mean just hearing what someone has to say, but actually listening and being able to digest the real meaning behind what’s being said.
“I wouldn’t gender differentiate on what one needs to do in order to prove themselves. If you persevere, your talents will come through.”