When buyers and sellers of aircraft go looking for someone to perform a pre-purchase evaluation, they are confronted with a very large list of service providers. One NARA member company has a suggestion for sorting through all of the possibilities. Duncan Aviation service expert Tim Klenke, an Airframe Service Sales Rep, boils down the selection process for buyers and sellers into 6 important things to look for in a pre-buy provider, whether selling or buying an airplane.
“The Pre-buy process is never easy for either buyer or seller. It’s a complex and often emotional process. The key is finding a facility that knows what they’re doing,” says the aviation veteran with more than 3 decades of experience.
“In a pre-buy you’re looking at the past, present and future of an airplane.” Klenke says that pre-buys can be broken down into three basic activities. First is a detailed review of the aircraft records. Second is a comprehensive physical evaluation of the airplane and, third, is a forecast of requirements going forward.
“At Duncan Aviation we have done so many of these that over the years we have developed aircraft make and model specific pre-buy guides. They are based on individual tasks within each evaluation that are critical to look at when performing a pre-buy,” Klenke says. “For example, when deciding the pre-purchase workscope, a key element to consider is what inspections are coming due in the next few days, months and years.”
This review helps parties in the sales transaction to understand the status of the aircraft and also consider what they may want to take care of while the airplane is down for the pre-buy inspection.
Top 6 Things When Selecting a Provider
When selecting a facility, Klenke’s top 6 are pretty straightforward:
- Reputation. How is the facility viewed within the industry?
- Experience. How many pre-buys does a facility perform? Do the buyer and seller feel comfortable with the provider and have confidence in the provider’s ability to understand and execute the pre-buy according to the terms and conditions of the buyer/seller agreement?
- Post pre-buy capabilities. Can the facility perform interior work, exterior paint, avionics upgrades and larger inspections?
- Import/export proficiency. Does the facility have these services if the airplane is coming from or going overseas?
- Communication. This skill is critical in pre-buys; everything must be crystal clear and understandable for all parties – buyers, sellers, brokers, lawyers and the service facility.
- Technical support. Does the facility offer in-house Technical Representatives for each model airplane who can engage quickly with OEMs and teams to resolve unexpected issues without disruption in schedule?
Klenke says Duncan Aviation offers pre-buy services for most business aircraft models. Between its facilities in Battle Creek, Mich., Lincoln, Neb., and Provo, Utah, Duncan Aviation performed nearly 20 pre-buys in the first quarter of this year and more than 60 in 2013.
Duncan Aviation – DuncanAviation.aero
Duncan Aviation is an aircraft service provider supporting the aviation needs of government and business operators and other service providers. Services include major and minor airframe inspections, engine maintenance, major retrofits for cabin and cockpit systems, full paint and interior services and preowned aircraft sales and acquisitions. Complete service facilities are located in Lincoln, Neb., and Battle Creek, Mich. Additional locations include Provo, Utah, and 27 other facilities located throughout the United States to provide customers with local support and the quickest response to avionics, engine and airframe AOG situations.
Tim Klenke is located at Duncan Aviation’s Lincoln facilities. He holds an A&P license and a BS degree in Aviation Management from Southern Illinois University. He can be contacted at 402.479.1679, or 402.432.2367. Klenke started at Duncan Aviation in 1990 as an A&P mechanic. He assumed his current role in 1996. Prior to Duncan Aviation, Klenke served 8 years with the U.S. Navy, performing engine overhauls.
About NARA – NARAaircraft.com
NARA is a professional trade association comprised of selected aircraft sales and brokerage businesses that are NARA Certified and aircraft product/services companies that adhere to the highest professional standards. Promoting the growth and public understanding of the aircraft resale industry, NARA’s members abide by an elite 14-point Code of Ethics that provides standards of business conduct regarding aircraft transactions.