Production Manager

Martha Jercinovich

When a seasoned charter customer decided it was time to purchase his own aircraft, he turned to longtime Duncan Aviation Aircraft Sales &amp; Acquisitions Sales Rep Doug Roth for guidance. What followed was a careful, well-researched acquisition process that matched the customer with the perfect aircraft.
“We were put in contact through a connection in the industry,” said Roth. “He explained how his location in the country made travel challenging, and it was tough to get in front of customers. He was considering a Citation CJ3, and after assessing his needs, I confirmed it was the perfect fit for his mission. He joined our acquisition program, and we got to work.”
There were plenty of CJ3 aircraft available, but it took time to properly monitor the market and find the right aircraft that offered the best value. Roth spent the first 30 days building a solid market analysis and identifying available aircraft and recent sales. He would regularly send the customer updates with evaluations and recommendations on which aircraft represented a good value.
“He wasn’t in a rush, and wanted to ensure we found the best aircraft on the market,” Roth explained. “In the beginning, my role was more about educating him on the market conditions. I’d point out which aircraft I thought were good buys, and as they sold, we’d follow up to confirm their selling prices. Eventually, he felt confident and decided it was time to move forward.”
One of the unique challenges in this deal was timing. In August, the owner’s accountant advised him to finalize the purchase by September to maximize tax benefits. However, an issue identified before the pre-buy evaluation threatened to delay the closing.
“It wasn’t a major problem—just something that needed to be addressed before delivery,” Roth explained. “To keep things on schedule, I negotiated with the seller to handle the discrepancy post-closing. This allowed us to close in September while ensuring everything was taken care of afterward.”

<h2>An Industry Insider</h2>
“Doug was super helpful,” the owner said. “He worked at our pace when we were just kind of curious and provided more information when we got more serious. He was always there but never pushy. He would provide us a list of all the aircraft available and explain what the marketplace was like. He was able to easily get ahold of a broker to find out information when it wasn’t published.”
When asked if he’d work with Roth and Duncan Aviation again, he replied, “In a heartbeat.”
“Doug is just an industry insider in this whole process, and this is just everyday stuff for him,” he explained. “This isn’t the first aircraft I’ve owned, but it is the first jet. For me, the process of buying an aircraft (alone) was terrible, nothing compared to this. It was nothing new or challenging for Doug. We found the perfect aircraft.”
<h2>Behind the Scenes</h2>
Duncan Aviation’s market research team plays a crucial role in aircraft sales and acquisitions, ensuring brokers have the most accurate and up-to-date data. By tracking up to 30 different aircraft markets simultaneously, they provide real-time insights into pricing trends, new listings, and sales activity, allowing brokers to act quickly and strategically. This allows the broker to focus on client relationships and strategic negotiations and successfully guide deals to completion.
Market Research Analyst Meghan Knott played a critical role in this acquisition by staying ahead of the market, ensuring Doug had access to the best opportunities before anyone else. The moment an aircraft became available, she was on the phone, calling on listings, speaking directly with brokers, and gathering key intelligence on pricing, availability, and the seller’s bottom line.
“I provided market updates nearly every day, ensuring Doug had the most current and relevant information at all times,” Meghan said. “While there were occasional days without new activity, I consistently monitored the market and delivered updates as soon as there were changes—whether it was a new listing, a price adjustment, or a sale. This real-time tracking allowed us to stay ahead of market trends and move quickly on opportunities.”
Our market researchers make sure our team isn’t just reacting to the market—they’re staying ahead of it. By combining real-time market tracking with Duncan Aviation’s expertise and resources, they ensure that every aircraft acquisition and sale is based on the best possible information, giving our clients the advantage in an ever-changing industry.
The Duncan Aviation Aircraft Sales &amp; Acquisitions team is there to help. Whether you are interested in buying, selling, or learning more about the preowned jet market, call Rebekah Williams, the Aircraft Sales Market Research Team Leader at +1 402.479.8108 or email <a href="mailto:Rebekah.Williams@DuncanAviation.com">Rebekah.Williams@DuncanAviation.com</a>. &nbsp;

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