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Sales process of private and business aircrafts: an exploration of marketing opportunities for aircraft brokers
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| 534.63 KB | Adobe PDF | |||
| 16.35 MB | Adobe PDF |
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Resumo(s)
Private and business aircrafts are sold in complex transaction processes through professional
brokers and dealers. Brokerage companies thereby face various opportunities to market an
aircraft in order to acquire a buyer. These possibilities as well as the general sales process are
assessed in the following study and a practical guide is set up. Using an extensive online search
as well as in-depth interviews with industry experts, the ‘on-market’ and the ‘off-market’ way
to market private aircrafts have been detected and the importance of a well-established network
in combination with using online marketing channels and broker internal spaces was identified.
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Palavras-chave
Private aircrafts Sales process Marketing opportunities Lead generation