Luiz Sandler, the founder of Jet Match, takes us through the complexities of doing deals in Brazil (the world's second largest business jet market). Sandler started his business aviation career at Embraer and also sold new aircraft for Gulfstream.

He never thought he would end up as a salesperson and warns that it is a tough business: "Life is more about dealing with frustration than dealing with success."

Sandler discusses: the differences between selling new and pre-owned aircraft; how selling to entrepreneurs made him want to launch his own business; and why he did not staying as an airline pilot.

Alireza Ittihadieh founded Freestream Aircraft 33 years ago. In this open podcast he criticises rival aircraft brokers for undervaluing their expertise. "The dealer side is still rewarding but today, unfortunately, broking has become nothing more than a commodity," he says. "Today some companies treat you like you are providing toilet paper to the company."

Ittihadieh now focuses on dealing large business jets - buying them and then making a margin when you sell them on. He believes that there are just a handle of dealers who can really buy aircraft (not everyone will agree).

He also admits that he can get heated when negotiating aircraft: "It is all about mutual respect."

The recent changes in trade tariffs have sparked significant discussion in the aviation industry, particularly regarding cross-border aircraft transactions. In this insightful panel discussion, industry experts break down the implications of these new tariffs and what they mean for buyers, sellers, and operators.

Key Discussion Points:

• Are Canadian aircraft now exempt or facing new challenges?
• How will tariffs be applied to European-made aircraft, and what are the compliance requirements?
• Could counter-tariffs impact U.S.-manufactured aircraft in international deals?
• Additional considerations for leasing, financing, and cross-border transactions under the new tariff regime.

Featured Speakers:

• Shawn Dinning, Dallas Jet International – Market impact on aircraft sales and acquisitions
• David Hernandez, Vedder Price – Legal and transactional perspectives
• Tobias Kleitman, TVPX – Title, escrow, and tax implications
• Ehsan Monfared, YYZLAW – Canadian aviation law and cross-border considerations

Whether you're an operator, lessor, financier, or legal advisor, this session provides critical insights to navigate the evolving tariff landscape.

Watch now to stay informed and prepared for the changing dynamics in aircraft transactions!

Don Dwyer, co-founder of Guardian Jet and aviation sales veteran, on his decades of experience with manufacturers like Mooney and Hawker Beechcraft. He discuss the evolution of aircraft sales, emphasizing client relationships and trust-building.

Guardian Jet's consulting model is explored, focusing on data-driven reports that help clients navigate purchases. The conversation highlights cultural differences between manufacturers like Gulfstream and Dassault, showing how brand identities shape buyer decisions.

Current market trends are analysed, including order backlogs, deposit structures, and OEM strategies. Dwyer offers career advice for aspiring professionals, stressing adaptability and relationship-building as keys to success. Don's enduring passion for aviation shines through, demonstrating the dedication required in this competitive field.

The episode provides valuable insights into both the business and human sides of aircraft sales, from tactical deal-making to long-term industry dynamics. Dwyer's perspective reveals how deep expertise and client-focused service continue driving success in business aviation.

Jay Mesinger, CEO and founder of Mesinger Jet Sales discusses trends and challenges in the business aviation industry.

He discusses President Trump's first 100 days, giving out mobile phones to customers and early days of sales videos.

Brian Proctor, president and CEO, Mente Group discusses how being shot in a random incident led him to focus on growing his business.

Proctor shares insights on the business aviation industry's evolution, noting a generational shift as older leaders retire and new ones emerge. He also discusses market trends post-Covid, emphasising the increased value of business aviation for time efficiency and safety.

Proctor touches on industry consolidation, rising operating costs and the challenges of capital efficiency. Whilst expressing excitement about future opportunities, including OEM innovations and the need to attract new talent to the industry.

Overall, he sees a dynamic period ahead for business aviation, with potential for significant growth.

Janine Iannarelli, president, Par Avion talks about how she turned down a role in advertising to research business jet owners. She explains how she moved into business jet sales – both as a broker and dealer – before launching her own company.

Janine tells Alasdair Whyte that owners should not chase transactions and that there is always another aircraft out there.

She discusses being a woman in a male dominated field, lessons from showjumping and why failure was never an option.

What do tariffs mean for aircraft transactions.

This Emergency Town Hall will look at how the tariffs will affect both new and pre-owned aircraft transactions.

Speakers:

Jonathan Epstein, Holland & Knight

Ehsan Monfared, YYZlaw

Tobias Kleitman, TVPX

Hear more topics like this at CJI Miami 2025 - November 4-6, 2025 | Fontainebleau Miami Beach

Book your spot HERE