Reaching High Networth Individuals

Slide 1: Reaching High Net Worth Individuals

Slide 2: Reaching High Net Worth Individuals Captain John Hills Aviation Advisor to Equiom’s Flymann Division

Slide 3: High Net Worth Individuals Definitions  High Net Worth Individual (HNWI) A person with more than $1,000,000 in assets – excluding primary residence  Ultra High Net Worth Individual (UHNWI) A person with more than $30,000,000 in assets – excluding primary residence  Billionaire (VVHNWI!) A person with more than $1,000,000,000 in assets (one thousand million)

Slide 4: HNWI Market Growth Year 1998 1999 2000 2001 2002 2003 2004 2005 2006 Number* 5.9 7.0 7.2 7.1 7.3 7.7 8.2 8.7 9.5 Wealth# 21.0 25.5 27.0 26.2 26.7 28.5 30.7 33.3 37.2 * Millions # In $ Trillion Source: Cap Gemini/Merrill Lynch

Slide 5: Where are They? HNWI UHNWI Billionaires North America 3,200,000 38,400 403 Europe 2,900,000 23,200 256 Asia-Pacific 2,600,000 18,200 163 Latin America 400,000 9,600 26 Middle East 300,000 3,300 29 Africa 100,000 2,000 5 World Wide 9,500,000 95,000 882 Source: Forbes, Cap Gemini/Merrill Lynch

Slide 6: So how do you find them… …and how do they find you?

Slide 7: A Comparison and Synergies with the Superyacht Market

Slide 8: How Would HNWI’s Prefer to Fly Like This?

Slide 9: How Would HNWI’s Prefer to Fly Or Like This?

Slide 10: What Sort of Yacht Would They Like? Like This?

Slide 11: What Sort of Yacht Would They Like? Or Like This?

Slide 12: Superyacht Order Book Growth 1998 81 1999 141 2000 170 2001 238 2002 291 2003 288 2004 290 2005 348 2006 422 2007 435 Yachts over 30m in length Source: The Yacht Report

Slide 13: Where are they Based? Superyacht Deliveries 2006 Europe 180 The Americas 38 Rest of World 19 Source: The Yacht Report

Slide 14: Where do European Business Aircraft Fly to? Airport Departures Per Day Paris Le Bourget 65.6 Nice + Cannes Mandlieu 43.0 Geneva Cointrin 40.9 Roma Ciampino 36.1 Milan Linate 35.8 London Luton 31.0 Zurich 26.7 London Farnborough 20.8 Vienna Schwechat 20.3 Munich 2 20.2 Madrid Torrejon 20.1 Stuttgart 17.7 Source: Eurocontrol 2005

Slide 15: How Do We Find Potential Superyacht Owners?  Specialist Lawyers (Shipping/Superyachts)  Family Offices  Brokers/Charter Agents  Builders  Captains  Existing Owners

Slide 16: How Do Potential Superyacht Owners Find Us?  Through the same routes as in the previous slide Plus…  Websites (www.yachtsmann.com & www.flymann.com) “Trade Shows” (e.g. Monaco Yacht Show)  Conferences/Presentations  Press Coverage But most importantly…

Slide 17: How Do Potential Superyacht Owners Find Us? Reputation and Recommendation! But… …first you have to build and maintain your reputation before you can be recommended!

Slide 18: Confidence & Security You are dealing with High Net Worth Individuals with very valuable assets so…  They (and their agents) must have confidence in your service  They must have confidence that their asset is in secure hands  They must have confidence that the jurisdiction is secure  They must have confidence in the Registry (either marine or aviation)

Slide 19: confidence in the air... …security on the ground