The Experts Corner
Boutsen Aviation Interviews Jahid Fazal-Karim, Owner of Jetcraft and Chairman of the Board
Monaco, December 10th – There’s a unique aura that surrounds true visionaries, a mix of determination, brilliance, and a deep comprehension of what it takes to soar above competitors. Jahid Fazal-Karim truly embodies this quality. From his entrepreneurial roots to transforming Jetcraft into a global powerhouse, Jahid’s influence on the aviation world is profound. In this captivating interview, Jahid shares his inspiring journey, insights into the evolving aviation market, and the vital role of collaboration in shaping the future of the industry.
Can you tell us about your journey in the aviation industry? What inspired you to pursue this career path?
I’ve been passionate about aviation for as long as I can remember, which led me to study for an aerospace engineering degree and a Masters in air transport management. My passion, combined with ambition, paved my way to Jetcraft’s ownership and began with two roles with key manufacturers (OEMs) – namely Airbus and Bombardier. During my time with each of these companies, I was fortunate to lead amazing teams of more than 100 sales and marketing staff, laying the foundations for my entrepreneurial role in the growth of Jetcraft, after Charles ‘Bucky’ Oliver II saw something in my abilities and asked me to become a co-owner in 2008. I remember that it was a click from the start - I told Bucky what I was looking for and he was smart enough to understand that I wasn't looking to work for somebody, but I was looking to be a partner in a business and to develop it and to grow it to a global network and a global company.
In your experience, what are the key challenges facing brokers in the aviation industry today?
Post Covid there has been a reset of mindsets in general. Finding the right people with the right attitude and willingness to commit to our business has been a challenge. Very few companies invest in their structure the way we do to provide a high level of service. Our pricing is superior compared to individuals and entities who price their services low but can’t provide the quality we do. The current global geopolitical instability also makes it difficult for us to forecast the future and we must stay nimble and ready to adapt. It can be exciting to buy your first aircraft and so, while we share in the passion and energy of our customers, we also make sure we fully understand their requirements and advise them on the aircraft that will suit their business needs rather than one a friend recently bought. We look at factors like the journey the aircraft needs to make regularly, whether the aircraft is being used for business or leisure and how many people need to travel using the aircraft, before advising our customers. We navigate a maze of complexities, from legal regulations and cross-border transactions to fluctuating market dynamics. Knowing details is so important to find the aircraft that will suit customers. We have decades of experience, a data analyst team that scrutinizes trends and gives us insight into where the best aircraft are, and a global team of more than 100 specialists who can advise you on your sale.
How do you see the role of collaboration evolving among brokers in the industry?
Collaboration is more vital than ever. It is about doing good business and elevating client experiences. By pooling market insights and expertise, we can overcome transactional complexities and create win-win scenarios for customers. We can cater to specific needs of buyers and foster trust and long-term growth.
Jetcraft and Boutsen Aviation share a commitment to excellence. How do you see partnerships like ours benefiting the broader business aviation community?
These partnerships play a vital role in strengthening the broader business aviation community. Through these partnerships we combine expertise, resources, and networks, setting higher standards for professionalism and service quality across the industry. The benefit to our community is:
• Enhancing Customer Experience: Shared knowledge and best practices lead to tailored solutions, ensuring clients receive exceptional service and value.
• Fostering Innovation: Collaborative efforts often lead to new ideas and improvements in sales strategies, market insights, and technological advancements.
• Building a united front from industry leaders instils confidence in clients and stakeholders, bolstering the industry’s reputation.
• Promoting Industry Growth: By pooling resources, companies can penetrate new markets, expand reach, and drive demand for business aviation services globally.
• Setting Industry Benchmarks: When respected entities align, they establish benchmarks for operational excellence and ethical practices, inspiring others to follow suit. Ultimately, partnerships like our demonstrate the power of collaboration in advancing the industry as a whole, ensuring it remains dynamic, customer-focused, and forward-thinking.
Boutsen Aviation maintains a positive and collaborative approach within the industry, welcoming opportunities to work alongside competitors to advance shared goals. Could you share an example of a successful collaboration between Jetcraft and another company that exemplifies the value of working together?
In recent years, we’ve aligned with strategic partners in yachting space, including yacht broker G-Yachts. The insight gleaned from our interaction with this key industry player allows us to offer the most comprehensive level of service to our customers, in addition to adding to our already extensive network of potential buyers and sellers. In addition, we’re extremely proud to hold close ties to Formula 1 racing, particularly as several members of Jetcraft also race in the GT championships. This year, we’re closely following the career of our brand ambassador Jack Doohan, who makes his debut for F1 team Alpine this season. There are several similarities between high performance sports and selling, acquiring and trading high-value assets.
What trends or innovations do you believe will shape the future of business aviation?
The future will be shaped by technological and demographic shifts. With the rise of younger, tech-savvy UHNWIs, ways of engaging with buyers are changing. AI is revolutionizing how aircraft are bought and sold, enabling faster transactions and allowing for greater personalization. Sustainability is also critical for this demographic which is visible with the advances made in hybrid and electric aviation technologies.
What advice would you give to other brokers looking to build strong, successful partnerships in the industry?
Focus on trust, transparency, and mutual benefit. Successful partnerships are built on shared values and a commitment to delivering exceptional outcomes. Embrace technology to streamline communication and decision-making and always be ready to innovate together.
What has been the most rewarding part of your journey in business aviation so far?
This story that will always stick with me is how I made my first deal. I was a junior salesperson at Airbus in North America for their pre-owned aircraft, and we had a fleet of A310s coming back, that needed placing. I identified an airline that could take them on, and for a month I made cold calls to the VP of Planning every day, three times a day, trying to arrange a meeting. His assistant felt like a friend after the many call attempts! He was always too busy to take my call, but his assistant recognized my persistence, and advised me to call at 5am, as he would be in the office and free to take my call. So, I took a flight to Montreal and stayed in a terrible hotel close to their offices. When I called that five o’clock that morning, I said I was in town on other business, if he was free for a meeting. He agreed to talk if I could meet at their offices at 6am. Three months later, we signed a contract for 7 to 10 aircraft. The feeling of making a deal will always be the most rewarding part of my journey. It’s always been an example to me that selling sounds easy, but great selling requires sacrifice, quick reaction, boldness and mostly resilience.
Is there anything else you’d like to share with our audience about Jetcraft or your vision for the future of the aviation industry?
Jetcraft thrives on staying one step ahead. Our data-driven insights, global reach, and relentless drive to innovate mean we’re always ready to meet the evolving needs of our customers. As the industry advances, we remain committed to shaping its future with sustainability and excellence at the forefront.
Dominique has mentioned that he loves taking time to relax on the sea. What do you personally enjoy doing to unwind and recharge during your downtime?
I like to cycle in Tuscany, and I try to spend as much time there as possible. Aside from that, the energy in a big city like Montreal, London, New York or Dubai is incomparable. I constantly travel to meet with customers and partners around the world and enjoy racing when time permits, as it’s something I’m very passionate about.
Frequent travel comes with its own set of challenges, including jet lag, exhaustion, productivity concerns, and personal comfort. How do you navigate these difficulties while maintaining balance and consistency in your routine?
Having a global presence and solid connections helps us share the load during busy times, making work more manageable. I also believe in taking breaks and time off to recharge—our fast-paced industry can easily lead to burnout if we don't look after our well-being. When you feel overwhelmed, remembering to take a pause and make a priority to-do list, to go through each item one by one, is really helpful. By breaking your tasks down logically, you’ll often find that it’s not as overwhelming as you first thought.