Question: What’s riskier than a hangar full of expired sublease agreements and stagnant rates?
(An empty one.)
Attend “The Essentials of Hangar Subleasing” and take command of your real estate holdings.
An FBOs most valuable improvements are the revenue producing hangars and office space located on its leasehold. Yet, with fuel sales a perpetual focus for operations, it’s no wonder the process – and pitfalls – associated with subleasing get overlooked. The result is stagnant hangar rates, tenuous FBO-tenant relations, and virtually unlimited exposure when aircraft incidents occur. There is a better way.
The Essentials of Hangar Subleasing
On day one, you’ll learn the essentials of hangar subleasing, and explore in details, the provisions of a well-constructed hangar sublease. Attendees will learn to parse, provision-by-provision, whether a business, financial, or legal decision is in play, and how to appropriately apply risk mitigation and revenue optimization techniques to each. On day two, a negotiation focused workshop on hangar subleasing will feature how to separate decision-makers from influencers, and how to negotiate with each. Additionally, proven techniques to keep your hangars full will be revealed, and defined in detail. For more details, please review the below agenda.
|7:30 am to 8:00 am||Continental Breakfast|
|8:00 am to 10:00 am||Session I: Introduction to Hangar Subleasing
Participants will define various hangar tenant types (sublessees), wants and needs associated with subleasing, and define and categorize their FBO’s subleasing business rules.
|10:00 am to 10:15 am||Break|
|10:15 am to 12:00 pm||Session II: Understanding Legal Concepts
Participants will be introduced to various legal concepts in subleasing, and the Top 5 defining attributes of a sublease agreement.
|12:00 pm to 1:00 pm||Lunch|
|1:00 pm to 3:00 pm||
Session III: Sublease Construction, Market Positioning
Participants will be introduced to various sublease types, sublease portfolio management, and defining their FBO’s place in the market
|3:00 pm to 3:15 pm||Break|
|3:15 pm to 5:15 pm||Session IV: Effective Pricing and Growing Hangar Revenue
Participants will learn effective pricing of hangar space, and learn to grow hangar revenue through dynamic pricing mechanisms and alternative revenue strategies.
|6:00 pm to 8:00 pm||Reception Dinner|
|7:30 am to 8:00 am||Continental Breakfast|
|8:00 am to 10:00 am||Session V: Customer Prospecting
Participants will learn proven techniques to attract potential hangar tenants to their FBO, plus how to identify decision makers from decision influencers- both inside and outside the hangar tenant’s organization.
|10:00 am to 10:15am||Break|
|10:30 am to 12:00 pm||Session VI: Negotiating Workshop, GAP Analysis of your Sublease Portfolio and Incorporating Best Practices
Building upon all sessions, participants will learn the techniques associated with sublease negotiation, how to prepare existing tenants for new agreements, and how to conduct a GAP analysis of their FBO’s real estate portfolio.
Participants will leave with a step-by-step plan on how to incorporate workshop lessons into concrete subleasing practice.
|12:00 pm to 1:00 pm||Closing Lunch and Q&A
This optional working lunch, available to all participants, provides an informal venue for in-depth Q&A.
Who Should Attend
Leasing Agents of FBOs
This course will teach the best practices, strategies and negotiation skills essential in hangar subleasing, and provide an immediate and quantifiable return for an attendee. In order to maintain an open dialogue with attendees, attendance is strictly limited to 25 participants.
Interested but perhaps reluctant?
Hangar subleases seem like a rainy day project. It never seems like a priority because frankly, it’s overwhelming. Sure, you have a few hangar vacancies, but it’s not that bad right? And besides, you haven’t raised your hangar rates in the past few years…if you did now, surely you’ll lose tenants. Or maybe, you don’t have hangar sublease agreements at all because well, those are costly to create. And besides, if you tried to get your tenants to sign an agreement, they probably wouldn’t sign it anyway.
Contact FBO Partners to learn more, and see what you’ve been leaving on the table all these years.
Still on the fence?
Give us a call, we’re happy to answer your questions about the course.