Steve Varsano's brokerage uses a jet-sized video wall, 3D fly-throughs, and detailed operating-cost comparisons to show aircraft to buyers. Most competitors still rely on cell phones and laptops. He also runs a rigorous valuation process that tells owners their plane's actual market value, not what they think it's worth.
Chapters
All of our competitors work off a cell phone and a laptop. There are a few that obviously have offices, whether it's in their home, in the bedroom, or a home office. The jet business is so unique. It's not just the physical space, but the technology and the data that supports the technology. We have a video wall that is the size of the biggest corporate jets made. So we compare every single airplane in the world, full-size cross-section floor plans. We show wind charts and range maps and operating costs, and you fly through of different airplanes and videos of the interiors of airplanes. Every owner thinks their airplane is super special and much nicer, more beautiful, and better maintained than any other airplane. Unfortunately, all of the owners feel the same way. So we're pretty good at valuing an airplane and showing an owner why their airplane is worth a certain amount on that specific day.