ExecuJet preps for reset; revamps sales structure
Trading conditions for business aviation remain “bleak,” according to ExecuJet Aviation CEO Niall Olver, but in his view the downturn has provided the stim

Trading conditions for business aviation remain “bleak,” according to ExecuJet Aviation CEO Niall Olver, but in his view the downturn has provided the stimulus for a much-needed “reset” for the industry and its “unsustainable” business models. “The market became overheated and now we are trying to weather the downturn by resetting our cost base at ExecuJet to ensure that cash flow remains positive,” he told NBAA Convention News.

One business model in particular that Olver feels has become unsustainable is exclusive sales representation by companies such as his for business aircraft manufacturers. He believes that the more fluid and independent way in which many customers now choose and purchase aircraft has made this arrangement as outdated and redundant as many traditional travel agents and insurance agents have become in recent years.