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Case Study-Getting The Most Money For Your Airplane

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Background


In September 2024, our brokerage engaged with a prospective client selling a 1965 Cessna 182. The client initially set an asking price based on their own market evaluation but experienced less interest than anticipated.


Initial Consultation


During the initial consultation, we performed a thorough market analysis, comparing the client’s aircraft with similar models available on the market and examining recent sales data. While the client’s pricing was competitive, it didn’t fully account for the unique features and upgrades the aircraft had received over time. We recommended a more strategic pricing approach to maximize value and attract higher-quality offers.


Revised Strategy


We suggested increasing the asking price by 9%, citing the aircraft's excellent maintenance history, updated interior, and strong market demand. Our approach aimed to emphasize the aircraft's value while projecting a sense of quality to potential buyers. After thorough deliberation, the client accepted our recommendation. They re-listed the aircraft with an updated price, professional photography, and a comprehensive description highlighting its features and ownership advantages.


Marketing Campaign


To generate interest, we launched a targeted marketing campaign. This included: Professional Photography: High-quality images showcasing the aircraft’s interior and exterior were taken. Detailed Log Scans and Engine Data: A one stop shop, allowing potential buyers to explore the aircraft from the comfort of their homes. Targeted Outreach: We reached out to our extensive network of potential buyers, including other brokers, past clients, and social media groups. Aviation Sales Platforms: Numerous online ads with premium and featured listing algorithms to reach potential clients across the globe.


Results


Within a few weeks of relisting, we received multiple inquiries. The strategic pricing and enhanced marketing attracted a serious buyer who recognized the aircraft’s value. After several discussions and negotiations, we successfully secured three separate offers. Once under contract we facilitated a pre-buy inspection by a trusted mechanic located near the airplane. The buyer presented a discrepancy to which a credit was offered. All transfer of ownership paperwork was filed and pickup was arranged.


Conclusion


This case study exemplifies the critical role of an aircraft broker in the buying and selling process. By leveraging market knowledge, strategic pricing, and effective marketing tactics, we were able to help our client achieve a successful sale at a price that exceeded their initial expectations. For aircraft owners looking to sell, engaging a knowledgeable broker can make all the difference in navigating the complexities of the market and maximizing the value of their asset. Contact us today to set up a free valuation of your airplane and hear how we can help you sell it quickly.




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