7 Realities of the FBO Market That Buyers Hide from Owners
“Is that available?” Priya Natarajan asks. She does not look up from the map. She is the development director for a group that owns forty-two flight centers across the country, and she has spent the last three hours listening to Gene Whitlock talk about his father.
“The lot next to the fuel farm? The airport’s been talking about it for years,” Gene says. He leans back, proud of his local knowledge. “They want a new hangar there eventually, but the drainage is a mess. It would cost a fortune to level it out. My guys use it for overflow parking during the big golf tournament, but that’s about it.”
Priya marks a small, sharp ‘X’ on her site map with a felt-tip pen. “I see,” she says.
The most important moment of the meeting.
Gene was selling a business. Priya was buying a map.
Gene thinks she is dismissing the land. He thinks she is agreeing with him that the dirt is a headache. He starts talking again-this time about his line crew. He tells her how they have the lowest turnover in the Southeast. He tells her about the Christmas party and the way they treat every pilot like a king.
Priya nods, but she is no longer listening to the stories about people. She
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