Ep.9: Inside Aircraft Brokerage: Relationships, Risks & Real Deals – with Stan Kuliavas
In this in-depth conversation, we sit down with Stan Kuliavas, a leading figure in Canadian business aviation, to unpack the complexities of aircraft brokerage. From navigating aircraft sales and international tariffs, to building trust-based relationships and guiding first-time buyers, Stan shares real-world stories and expert insights on the role of an Aircraft Broker and explains how there is more to it than meets the eye. We discuss:
- Stan’s personal journey into aviation (hint: he started in basketball!)
- Key roles of a broker in a sale & acquisition
- Why relationships matter more than deals
- The role of trust, communication, and ethics in closing
- How tariffs are shaping today’s aircraft market
- Advice for young professionals interested in aircraft sales
About Stan
Before embarking on his aviation career, Stan Kuliavas was a US college basketball coach. Transitioning into the aviation industry, he spent five years with a fractional aircraft provider in Canada, where he played a pivotal role in building their sales team and expanding his territory to become the top performer at the company. Over the past 13 years, Stan has been instrumental in the growth and success of the Levaero Group of Companies, Canada's exclusive Pilatus dealer and a leading maintenance, repair, and overhaul (MRO) organization, where he is a partner.
Stan holds an Aviation Business degree from Embry-Riddle Aeronautical University, is a recipient of the NBAA's Top 40 Under 40 award, and Wings Magazine Top 20 Under 40. He serves as a Board Member of the International Aircraft Dealers Association (IADA), the collective force influencing and shaping the aircraft transaction industry, and Chairs IADA’s International Committee.
Outside of his professional endeavours, Stan enjoys flying floatplanes and is an active volunteer with various charitable organizations. He also serves on the board of Bay Street Hoops, Canada’s largest charitable basketball tournament.
Chapters:
00:00 - Stan’s Unusual Path to Aviation & Education
11:40 - Early Career & Transition to Brokerage
19:50 - What are the key roles and characteristics of an Aircraft Broker?
23:20 - Relationships Over Sales: The Real Work of Brokerage
25:27 - Why You Should Hire a Broker
36:00 - Tariffs & Their Surprising Impact on Aircraft Value
38:20 - Real-Life Missteps & Lessons Learned
44:50 - How to Become an Aircraft Broker
46:00 - The Power of Communication in Aviation
48:20 – What did you wish you knew about aviation that nobody told you
53:36 - The Future of Business Aviation
55:55 - Final Advice for Aviation Newcomers
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DISCLAMER: The information provided in this video is for informational purposes only and is not meant to take the place of professional legal, technical, accounting or financial advice. If you have any questions about this video or the subject discussed, or any other legal matter, you should consult with an attorney or a professional in your jurisdiction. The views and opinions expressed in these videos are those of the guests and are for entertainment purposes only. They do not necessarily reflect the views or positions of C.A.C. Global Solutions Ltd., subsidiaries, or any corporate entities they represent.
