We sat down with our Vice President, Ray Kuliavas, to discuss his experience in business aviation.
How long have you been working in aviation?
Yikes, you are aging me. I got into aviation in 1977, so that would be 43 years now.
What’s your favourite career memory?
I guess it’s the people you meet. Selling aircraft to entrepreneurs and corporate leaders of Canada has been a real pleasure, but just anecdotally, what sticks in my mind is a closing situation.
A colleague and I were trying to close a deal. We were sitting in a restaurant having our closing dinner, and main course went by, dessert went by, coffee went by and we still didn’t have the aircraft sales deal completed. So, the restaurant was beginning to close, we got up to leave and as we were walking towards the door, I saw there was one more table left and I said, “sit down!”
How many airplanes have you sold throughout your career?
Well, I’ve been around for a while, so, I guess I’ve seen one or two sales. Quite seriously, I’m a bit uncomfortable saying a number of airplanes that I have sold. Aircraft sales is a sophisticated process. It takes the cooperation and coordination of a team of players and to that end, I’ve been fortunate enough to be a part of probably well over a billion dollars of individual aircraft sales.
What advice would you give someone starting in aircraft sales?
When I got into aviation, there was an old-timer that put his arm around me to give me some advice. He said, “Son, before you get into aviation, you might consider getting out of it”. Obviously, I didn’t take his advice and I don’t think he really meant it that way either.
I guess my first piece of advice to someone getting into the business, would be to hone your people skills. Aircraft sales is very much a relationship business. I don’t look at it so much as selling something, as I look at it as helping someone. So, if you’re going to help someone with something, it’s important to learn how to listen.
Private aviation vs commercial aviation?
Socket set versus a crescent wrench. *laughs*
Video Transcription: Click here to watch.
