Business Aviation in China is reminiscent of the early years
of business aircraft in the USA. An interest in business aircraft
exists, but little is known about the true strengths and challenges of
this form of transportation. Truly understanding the needs of Chinese
companies and high-net-worth individuals takes considerable time.
Trust is an absolute requirement, so is patience. We had to be
willing to listen to the needs of those we met, and appreciate the
culture of business relationships in China.
Networking is the primary means of gaining clients. We have
found that the businessmen and high-net-worth individuals we want to
reach are not particularly wedded to email. Their principal form of
communication is the cell phone.
Our first contact typically is somewhere below the level of
the decision maker. Months of dialogue took place before we moved
closer to the party who will authorize a purchase, all the while
demonstrating our commitment to be a sincere source of accurate and
relevant knowledge. We provided insight into aircraft selection,
performance, alignment between mission need and aircraft capability,
and technical issues such as crew qualifications and maintenance. We
addressed all questions including those relating to finance.
Because we have been patient and trustworthy, we have
satisfied clients, and they have told their associates of their
satisfactory experiences with us.