Swiss Bizjet and US-based Aeromanagement Group, two companies specialising in the sale of Dassault Falcon jets, are looking to continue their long-standing success in the market, despite facing online competition.

Rodolfo Baviera, who heads up Bizjet and has been heavily involved with EBAA, started in business aviation in 1964 and formed his company in 1985 to market pre-owned Falcons. “When I started, we were one of only four companies in the world selling pre-owned aircraft, and it was much easier. Now there are a large number of companies. We joined forces with Ennio Staffini of Aeromanagement to be able to serve the Falcon customer well in all matters. We call our assistance the Falcon Advantage Program.”

He says that Falcons are not like other aircraft: “We work with one of our subsidiary companies in Italy called Eurofly Service, which manages aircraft, and we see that the Falcon is a different kind of bird. The way it is constructed and the technology really sets it apart.

“Sometimes we have people say to us that a Bombardier is more comfortable or a Gulfstream is more powerful, but in fact if you have a customer with a taste for beauty and technology, then they will move towards Dassault.”

Staffini has worked with a lot of clients, and many of them have preferred the Falcon to other types. “I had a customer who had previously operated small aircraft and discovered the Falcon 50,” he explains. “He fell in love with it and ended up sticking with the Falcon family, right up to the 7X. He said the G650 was a really good aircraft, and gave him the feeling of power, but not so much the feeling of beauty and comfort, nor the low noise levels of the 7X. These very low noise levels have been carried over to the 8X, and in the end that is what the customer bought. The battle to gain a new customer is always raging among the manufacturers, no matter who you are.”

Staffini started Aeromanagement in 1983. “I have to say that my fondness for Dassault has grown exponentially, and I see the efforts that the company has made to improve customer service and maintenance turnarounds. Dassault's products may be a little more expensive, but it has the capability to support you and the aircraft in a way that no other OEM can.”

The world of selling pre-owned is a small one where everyone knows everyone else, and the game has changed in recent years. “We are not trying to buy an aircraft at $20 million and sell it at $30 million,” continues Staffini. “Those days are long gone. The quality of service and attention to detail is what wins you the deal.

“I would like us to be the market leaders for pre-owned Falcons, because we have the knowledge, experience and drive to be.”