LOU SENO, JSSI JSSI stands for Jet Support Services Inc., and the company took off in the late 1980s to fill a much-needed gap in business aviation. At the time, only one engine manufacturer provided an engine management program. Lou Seno joined JSSI in its early days after senior leadership positions at Boeing Capital Corp. and GE Capital Solutions, and he now serves as chairman emeritus and member of the board of directors. An airline transport pilot and active owner of a Beechcraft Bonanza, Seno received an FAA Wright Brothers Master Pilot Award in 2016. Seno spoke with BusinessAIR about the current market.
QUESTION 1
BusinessAIR: JSSI was a pioneer in whole aircraft maintenance programs for business jets—and they have become an industry standard. Now serious buyers look for aircraft that have been cared for in this way. What advantages do they find? Lou Seno: We launched JSSI in 1989 with our basic engine program, followed shortly thereafter with coverage for APUs. In 1997, in concert with Gulfstream Aerospace, we released our first airframe offering for the GIV. We then
expanded the product to virtually all the other airframe OEMs. Acquiring an aircraft enrolled in a JSSI program [or programs] offers the buyer real peace of mind. Once the program is transferred to the new owner at the time of closing, they are then immediately covered from any downside caused by an unscheduled event. The market has proven that programmed aircraft typically sell faster and at better pricing. The prepurchase process is typically easier for an aircraft enrolled on JSSI Tip-To-Tail—which we’ve trademarked, as it denotes the level of detail we achieve.
QUESTION 2
BusinessAIR: JSSI acquired Conklin & de Decker in 2018 to supplement its portfolio with its deep third-party data on aircraft cost analysis. In five years, what synergies have your customers seen through that relationship? Lou Seno: Conklin & de Decker—which has been around since 1985—their true specialty is operating costs for not only business aircraft, but also for pistons. Now the pilot, owner, or flight department—or FLYING or BusinessAIR
reader accessing an article online—can go directly to Conklin & de Decker and truly see what it costs to operate that airplane. We were able to upgrade the database to a new platform, improving use of the software internally, and we’ve increased awareness in other market areas, growing the user base though JSSI connections and clients. We’ve seen a small increase in trust, as both are respected industry names. There are a lot of clients who like having a hub for all their needs.
QUESTION 3
BusinessAIR: We’ve heard varying news on the state of the business aviation market. Looking into your crystal ball for 2024, do you still see the acceleration of trading up—and down—that you commented on last year in our market report? Lou Seno: People change platforms more quickly than they have historically, and we see that trend continuing.
But whether it is a trade-up or trade-down market depends on a number of factors, some very personal, and some driven by economic forces. With the JSSI program, it transfers on the engine, APU, and airframe, so that the owner can make those changes with greater insight into costs moving forward—as well as getting more value for their current aircraft.
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