Reaching High Net Worth Individuals

Reaching High Net Worth IndividualsCaptain John Hills

Aviation Advisor to Equiom’s Flymann Division

High Net Worth IndividualsDefinitions

High Net Worth Individual (HNWI)A person with more than $1,000,000 in assets – excluding primary residence

Ultra High Net Worth Individual (UHNWI)A person with more than $30,000,000 in assets – excluding

primary residence

Billionaire (VVHNWI!)A person with more than $1,000,000,000 in assets (one thousand million)

HNWI Market Growth

Year 1998 1999 2000 2001 2002 2003 2004 2005 2006

Number* 5.9 7.0 7.2 7.1 7.3 7.7 8.2 8.7 9.5

Wealth# 21.0 25.5 27.0 26.2 26.7 28.5 30.7 33.3 37.2

* Millions

# In $ TrillionSource: Cap Gemini/Merrill Lynch

Where are They?

HNWI UHNWI Billionaires

North America 3,200,000 38,400 403Europe 2,900,000 23,200 256Asia-Pacific 2,600,000 18,200 163Latin America 400,000 9,600 26Middle East 300,000 3,300 29Africa 100,000 2,000 5

World Wide 9,500,000 95,000 882

Source: Forbes, Cap Gemini/Merrill Lynch

So how do you find them…

…and how do they find you?

A Comparison and Synergies with the Superyacht Market

How Would HNWI’s Prefer to FlyLike This?

How Would HNWI’s Prefer to Fly

Or Like This?

What Sort of Yacht Would They Like?

Like This?

What Sort of Yacht Would They Like?

Or Like This?

Superyacht Order Book Growth

1998 811999 1412000 1702001 2382002 2912003 2882004 2902005 3482006 4222007 435

Yachts over 30m in length

Source: The Yacht Report

Where are they Based?

Superyacht Deliveries 2006

Europe 180

The Americas 38

Rest of World 19

Source: The Yacht Report

Where do European Business Aircraft Fly to?Airport Departures Per DayParis Le Bourget 65.6

Nice + Cannes Mandlieu 43.0

Geneva Cointrin 40.9

Roma Ciampino 36.1

Milan Linate 35.8

London Luton 31.0

Zurich 26.7

London Farnborough 20.8

Vienna Schwechat 20.3

Munich 2 20.2

Madrid Torrejon 20.1

Stuttgart 17.7Source: Eurocontrol 2005

How Do We Find Potential Superyacht Owners?

Specialist Lawyers (Shipping/Superyachts)

Family Offices

Brokers/Charter Agents

Builders

Captains

Existing Owners

How Do Potential Superyacht Owners Find Us?

Through the same routes as in the previous slide

Plus…

Websites (www.yachtsmann.com & www.flymann.com)

“Trade Shows” (e.g. Monaco Yacht Show)

Conferences/Presentations

Press Coverage

But most importantly…

How Do Potential Superyacht Owners Find Us?

Reputation and Recommendation!But…

…first you have to build and maintain your reputation before you can be

recommended!

Confidence & Security

They (and their agents) must have confidence in your service

They must have confidence that their asset is in secure hands

They must have confidence that the jurisdiction is secure

They must have confidence in the Registry (either marine or aviation)

You are dealing with High Net Worth Individuals with very valuable assets so…

confidence in the air...

…security on the ground