Page 34 - Twin & Turbine May 2017

Winning the Demo Flight
by Rebecca Groom Jacobs
At some point in your flying or aircraft ownership career, the time will likely come that you are considering stepping up to a higher performance aircraft. After researching airframes that fit your needs, mission and wallet, then it may be time to explore setting up a demonstration flight.
But what can you expect in a demo? How can you prepare? What questions might be beneficial? Whether it is new or used, single or multi-engine, piston or turbine, there are steps you can take to gain the most out of this all-important flight.
Setting Expectations
When it comes to demoing an aircraft, the bulk of the effort is often the preparation leading up to the flight. This is where you can work closely with your salesperson, buyer’s agent or trusted flight instructor to identify your general intentions and expectations of the flight beforehand.
“My biggest advice is to spend as much time as possible with the planning,” said Tyson Teeter, co-owner of Southwind Global Aviation and former OEM demonstration pilot. “It is helpful for both parties if the customer has already determined what they would like to do when they are with the airplane.”
To start, you can come up with a list of the specific performance and features of the airplane you assuredly wish to see. Ask yourself questions such as what led to your desire to step up? What characteristic or capability is most important to you?
Often, salespeople and demonstration pilots will inquire, what is the mission you are completing 90 percent of the time? The once-a-year trip to the Bahamas with 10 of your closest family members and friends probably should not make or break the purchase decision. Consider your typical route and load and incorporate those factors into your list.
“If customers are making a big leap, such as a piston to a turbine, training is also a big consideration,” said Kirby Oretga, chief pilot at Yingling Aviation and former OEM demonstration pilot. “Your salesperson, demo pilot or instructor will help you work through the different types of scenarios and requirements.”
In addition to brochures and spec sheets, inquire if the POH is available. Certainly, do not feel pressure to memorize any data, but reviewing will provide a good overview of the systems, speeds and limitations, prompting potential questions during your time with the demo pilot (who may also be your salesperson). Their job, in addition to functioning as pilot in command, is to be the technical expert, assuring your flight is as informative, safe and constructive as possible.
“More and more, the focus of demo flights today is on the revolution of avionics. An airplane flies like an airplane, regardless if it is a
32 • TWIN & TURBINE
May 2017