Steve VarsanoFounder at The Jet Business

The Jet Business Bloomberg Editorial October 2013

Name: The Jet Business Bloomberg Editorial October 2013
Uploaded: 2013-10-30T10:29:33+00:00
Duration: 1 min 21 s
Channel: Steve Varsano
Description: In this monologue, the speaker outlines the dynamics of the private and corporate jet sales industry. He emphasizes the global nature of the market…

30 Oct 2013 · 1 min

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1:21

In this monologue, the speaker outlines the dynamics of the private and corporate jet sales industry. He emphasizes the global nature of the market, highlighting key regions such as Africa, Asia, and London as hubs where affluent buyers converge. For multi‑million‑dollar transactions ($20‑$80 million), personal, face‑to‑face interactions are essential. The sales team uses high‑resolution video screens to overlay full‑size cross‑sections and floor plans of competing aircraft, allowing direct visual comparison. When a client is interested in specific models like the Falcon 7X or Gulfstream 550, the team contacts every owner worldwide, narrows the options to a few suitable jets, and arranges viewings. They then negotiate aggressively to secure the best price for the buyer. Throughout, the process is portrayed as a blend of relationship building—engaging with some of the world’s most successful individuals—and sophisticated sales tactics aimed at matching the right aircraft to the client’s needs.

Chapters

People drive by, they see this Airbus corporate jet in the window, it catches their attention and they come in to see what this place is. It is the most global market of any industry. Africa is a big market, Asia is a big market. London was a location where all these people would pass through and I would have an opportunity to meet them. If somebody's going to buy something for $20 or $40 or $80 million, you really need to see people face to face. We can compare any airplane any manufacturer to any other one. We can show on our video screen full-size scale of the cross-section or the floor plan, one airplane over another one. People ask us a lot of times, which is the best one? They all do the job. There's no perfect plane. If somebody wanted to buy a Falcon 7X or Gulfstream 550, we would call every single owner of that jet in the world, narrow it down to 3 or 4 airplanes, and then go to see which one of these makes the most sense. And then we try to attack the sellers about trying to negotiate the the best price for the buyer. We get the most successful people in the world coming in here, and it's interesting to learn about their industry, what they think about the markets, what they think about their sector. So it's relationship building just as much as it is trying to sell an airplane.