Q: How long have you been working in aircraft sales, and how did you enter the field?
A: I’ve been involved in aircraft sales for over a decade, with a brief gap in which I continued working in a role with an aviation element. I’d originally been involved in the horse racing industry, followed by insurance. At that point, I was lucky to be approached by the amazing David Surley, now a Senior Director at Aarhus Airport, about a sales development and marketing role at Cambridge Airport, so that is where my journey began. Soon after, I moved across to the Aircraft Sales division, where I had the privilege of being mentored by Howard Povey. His guidance was essential in my professional growth, eventually leading me to my current position as Head of Aircraft Sales & Director at Pula Aircraft Sales.
Q: Which types of aircraft do you specialise in?
A: Our primary focus is the pre-owned market, specifically Beechcraft, Embraer, and Citation models. That said, we regularly handle a widerange of aircraft types, including piston models, Pilatus, Beechcraft, and TBM, and we also have a Challenger 601-3A/ER currently listed. Regardless of the type, we aim for the same consistent, high level of service for every sale.
Q: What sets Pula Aircraft Sales services apart?
A: Our unique strength lies in being part of a broader aviation group. This enables us to offer comprehensive services beyond aircraft sales, including maintenance, parts supply, charter services, aircraft management, and FBO operations. Our in-house technical expertise helps support all aspects of a sale, and the team’s diverse experience ensures we can address most items raised from the maintenance side. I feel this gives clients added peace of mind throughout the transaction process, as we are more than just a brokerage company, and it is great to have that immediate access.
Q: What are the key steps to selling an aircraft?
A: The process begins with a thorough understanding of the aircraft’s technical background, which is crucial for a smooth and successful transaction. We conduct an in-person inspection to evaluate the aircraft’s interior and exterior condition whenever possible. This hands-on assessment allows us to prepare the aircraft for the market, including organising professional photos and walkaround videos to enhance the listing.
Throughout the sales journey, we handle key aspects such as negotiations, the Letter of Intent, Pre-Purchase Inspection, and Purchase Agreement and make sure all closing documents and items are met. Additional negotiations may arise during the PPI, so you need to be prepared. We also have the feedback of our own technical team to assist. Each step, no matter how small it may seem, is important, as unresolved items can prevent the transaction from progressing to closing.
We also collaborate with trusted third-party professionals for legal, tax, and import/export guidance to ensure a seamless process. Having a reliable team and accurate information from the seller from the outset is essential. Every detail counts for a successful transaction.
Q: Can you share your favourite part about the role?
A: Signing a new listing is always exciting, especially when it is a new type to me, as it is great to gain more knowledge on different products. But the best part is when a transaction closes successfully. The entire process will see different challenges to overcome, and no deal is ever the same, so completing a closing is very rewarding.
I also get the opportunity to travel with the role – often just to airports, but then you get to see the fantastic aircraft up close and experience the test and delivery fights, which is pretty special!
Jasmine with Customer Representative and Pilot Al Banton, completing the sale of an Embraer Phenom 300
