Mostly owing to the ongoing pandemic, flight demand from customers has exceeded NetJets’ all-time highs. Impression credit history: NetJets
By Lorre White
When I say elite close, I imply the superior-value-stage things that have an special ultra-superior-internet-well worth (UHNW) clientele. That is a group with a least of $thirty million liquid assets up to a $one billion.
The luxury sector is rebounding promptly. The elite close of the luxury marketplace is just “en fuego,” Spanish for “on fire.”
Sharing is scaring
The superior-value-stage luxuries that have special UHNW buyers rebounded more quickly than very low-value-stage luxuries that count on the center lessons for 80 percent of their revenue.
Pre- and publish-COVID-19 purchasing routines, especially between the UHNW millennials, have radically improved.
Boomers and Gen X UHNW often preferred to individual their individual yachts, non-public jets and secondary houses – 3rd, fourth and fifth, also, outright. They understood the necessity to manage their vertical.
The millennials came alongside and it was all about sharing. Who needs to take care of the routine maintenance on these massive crafts/houses? It is easier to share, or constitution, and environmentally additional welcoming, which we are so involved about.
Perfectly, that has all improved. Just after one pandemic, possession is skyrocketing.
Personal jets, yachts, a number of secondary houses: being the sole owner is stylish again.
New machines, then made use of, then sharing is for the subsequent tear down.
Fractional possession is for individuals who are unable to afford to individual absolutely. Under fractional is constitution/rental.
Those people UHNWI who ended up into not possessing when the pandemic strike uncovered by themselves stranded. Residences that they normally rented – the homeowners took off the marketplace for private use.
All the constitution yachts ended up being made use of by the owner or absolutely booked. They could not get non-public flights when wished. These one percenters ended up out of luck and acquiring to deal with the inconveniences like they ended up center class.
Without a doubt, this produced a profound shift in the way this bracket behaved and they are taking back their power – possession, or at minimum as close to that as the different prosperity tiers can afford to get.
Make a difference of reality
Prosperity between the UHNW grew during the pandemic. It is regular – really typical – that in money dips, individuals with entry to funds can buy up assets and organizations at bargains and then wait for economic recovery.
The UHNW are also a lot additional diversely invested in geographically, money devices, and industries of organizations. For this group, it is additional of a paper decline till matters readjust.
The essential conclusions of “The Globe Ultra Prosperity Report for the first 50 percent of 2021” promises that the international UHNW population grew one.7 percent in 2020 to 295,450 individuals.
The blended internet well worth for this population enhanced by 2 percent to $35.5 trillion.
For a 2nd consecutive 12 months, the finest-executing locations ended up North The usa and Asia.
United States, China, Japan and Germany, in that get, are the top rated four, with the United States being around 3 periods more substantial than the 2nd-most significant, China.
The top rated ten nations around the world are household to 3-quarters of the international UHNW population.
Up, up and absent
Personal jet revenue are up in each the new and made use of types. Charters are up, not just a tiny, but by a ton.
A shortage of more recent-product small business jets is driving up price ranges of 2nd-hand plane, as new buyers enter the marketplace.
Pre-owned small business jet shortage drives sellers to press up demand from customers for new jets from aircraft makers. The value hole involving aged and new narrows.
Personal jet membership corporation Wheels Up claimed a 68 percent leap in first-quarter earnings, and active members grew fifty six percent from a 12 months ago.
Pre-owned and small business-jet shortage lifts non-public aircraft revenue. A shortage of more recent-product small business jets is driving up price ranges of 2nd-hand plane, a development that is envisioned to deliver a windfall for luxury aircraft makers as new affluent buyers enter the marketplace.
In this sellers’ marketplace, the shopping for rush toward non-public transport is so very hot that some buyers are grabbing up 2nd-hand planes in advance of absolutely inspecting the solution.
Fascination improves from first-time buyers, as effectively as corporate buyers increasing their fleets.
Flight demand from customers exceeds NetJets’ all-time highs. The shift impacts renewals and new buyers for jet cards, leases and fractional possession shares.
As unparalleled demand from customers within the non-public journey marketplace continues, NetJets, the around the globe most significant in non-public aviation, introduced July 7 that it will be putting all new requests for its light cabin plane – the Quotation XLS and Phenom 300 – on a ready checklist powerful right away, even renewals.
In accordance to Barrons’, non-public aviation compared to industrial flights has almost seven-hundred-fewer touch points, which includes contacts with the crew in the cabin and airport facilities.
Given that COVID-19, wealthy travelers are heading non-public. Some wealthy travelers earlier prevented non-public jets owing to problems these as “flight shaming” around environmental problems, because corporate planes burn additional fuel per passenger than industrial. The ecosystem requires a backseat when your family’s health and fitness is in jeopardy.
Lorre White
Arrive sail absent
The yacht and superyacht brokerage marketplace has not only recovered from the effect of the COVID-19 pandemic – it is, in reality, executing greater than in advance of the pandemic and the marketplace looks set to proceed to outperform.
The made use of yacht marketplace is executing significantly effectively, as buyers appear for yachts that they can take out to sea as soon as attainable.
Purchasers previously fascinated in five-12 months-aged boats will now buy a ten-12 months-aged.
Those people who have yachts do not appear to want to provide at the regular speed, so the marketplace is tightening owing to a lack of inventory.
In just the first 50 percent of 2020, 414 superyachts ended up bought – that is additional than the whole 2019.
New-builds are on speed to deliver 494 new superyachts this 12 months, up from 341 in 2020. The made use of yacht marketplace cleared absent inventory with boats that had been on the marketplace for 2 several years clearing out in a month.
Staying out on the yacht lets for mobility and activity when however being COVID-19 safe. Owners only have to interact with their crew and could require a two-week quarantine for their private crews.
As you shift down the scale to fractional and then constitution, with just about eve
ry phase comes additional call and touch points with a crew that had just been out to sea with another group, but much much less than being at a hotel.
Home absent from household
Demand for 2nd houses is skyrocketing in the United States. Purchasers clamoring for area outdoors cities and increasing their queries beyond the classic borders of areas these as the Hamptons, Miami and Aspen.
Ever considering the fact that the coronavirus first arrived on U.S. shores, the priority between superior-close homeowners has been apparent: to get out of cities and to stay out.
Second-household marketplaces have observed file-breaking seasons for each revenue and rentals, and the heightened demand from customers seems to be additional than a blip as inventory tightens and even properties that had earlier spent several years languishing are heading into contract.
Residences that once ended up much less desirable because of also a lot house to manage are in terrific demand from customers as the uber-prosperous want to distance by themselves from their neighbors.
Secondary marketplaces with acreage take middle stage to classic very hot places. The distance from city facilities is a element, no extended a hindrance.
The UHNW want acres the place they can create a basketball court docket, tennis court docket, yoga studio and motion picture theater, making their individual mini-resort compound.
Some homeowners are even searching to develop housing for butlers, cooks, nannies, tutors, house professionals and other team to manage a high quality of everyday living when lowering the publicity risk.
Compact towns these as the Hamptons swell to five periods their size for 3 months a 12 months. When COVID-19 strike, all individuals New Yorkers with summer season houses moved out completely to trip out the pandemic.
The solitary HENRYs – Large Earners Not Prosperous Nevertheless – Residence-shares do not exist this 12 months because homeowners have opted to just continue to keep their houses for by themselves or lease to smaller sized figures because there have been strict regulations on rentals that are not for solitary people. This has a domino impact on how individuals invest their dollars.
The area community college system is overflowing in what was once the off-season. Grocery merchants have a increased demand from customers all 12 months spherical.
Not heading absent
Will this radical purchasing habits shift between the UHNW be taken care of or is it short term? Almost nothing is long term and matters often shift, but priorities have improved considering the fact that pre-COVID days.
No one imagined in this day and age that produced nations around the world would just close down. That individuals would be compelled into quarantine in their houses, that useless bodies would be stacked in the streets and sick turned absent from hospitals at overflow ability, or that small business would shut down and accelerated on the internet expansion at warp speed.
Purchasers who insisted on physically seeing superior value-stage products in advance of purchasing are now executing it off the World-wide-web.
Competitors for scarce products these as jets, yachts and outstanding houses are resulting in multi-million-greenback revenue sight unseen.
The pendulum has swung to the other side. Will it have a correction?
I think to some minimal extent it will.
Millennials and Gen Zers now bear the scar that COVID has still left on the collective psyche and the dread of what could be ahead. They have skilled not being in manage and they do not like it.
As of July one, only 47 percent of Us residents have been absolutely vaccinated with each shots and the figures getting vaccinated have plateaued.
What about new variants, or new totally unrelated viruses? Herd immunity is reached someplace involving 70 percent to 85 percent.
I do not see matters heading back to pre-COVID, especially between the tremendous-prosperous who do not have to take the risk.
The decreased and center lessons do not have that possibility. They will be the examination instances that the prosperous observe to see what will materialize from powering their hedgerows.
Millennials have learned the importance of controlling their private verticals. They want to guarantee their freedoms that possession delivers.
Potent Movement IN the elite close – superior value stage – of the luxury sector is a good indication as this group normally prospects the financial system.
Advancement has been so ramped and so different than in the pre-COVID superior-close marketplace that the couple of elite luxury advisors who focus in this sector are in very hot demand from customers to assist guidebook these luxury companies.
The luxury sector has often been active customers of specialists, advisors and consultants to assist direct the brand names.
There are two divisions within luxury: the aspirational and the UHNW.
The fashion, cosmetics, skincare, spas, perfumes, handbags, extras and other inexpensive value stage things depend on the center lessons for 80 percent of its revenue.
The superyacht and non-public jet companies have special UHNW buyers.
A $900 pair of Chanel sun shades and a $two hundred million megayacht each need to have luxury marketing and advertising, but they have different methods and quite different buyers.
Breaking into the superior value-stage close of the luxury sectors is, of course, more challenging and additional pricey to do.
The UHNW are additional economically insolated, and a lot more challenging to reach. It requires a quite specialised marketing and advertising approach that is almost the antithesis of mass marketing and advertising.
Lorre White is founder president/CEO of White Light Consulting, a luxury marketing and advertising consultancy focused on the ultra-superior-internet-well worth marketplace. Access her at [email protected].
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DycnBEmHDtzvM0nBi+ajR7abDZ6YnvvTkY8uW0QxTYaTQJCgk2s7+CDvXTILgTtIHd8mwfYxhRXr0igapB8Z77E5PSEp1ahsk4u2Y7pyjEa/cFiu342RIVhXhrHvaT6JcwaQ5h2VIf122DMwujXBSwH9xYrfsWDFdV4EePH3qqXFv8Qut6PoA1zvAwgv9LIg/VB1+v4g6idbdrlmrZoPLuJXvlw1YnBFODR0fr4RivIiDiQ6ENRxv1HWGLaUwejwdjJsQX5uSicqK/vGkGSCN37bq7JSHrFdcIZq9BL8Aid0J9wY8zltwUh1tPbAG7z8VrTxfPS4l3Iz4EBvAmJ6X6NtBleBf1mvSfbPP/kJCMiOFSXMLz50FP3W2B1mZ3Cj3dUU17uK48Oe/mbH9z75KxyouJ5lOClE7qH7JbMu95vznpUu+2v2dqedtbnWM35MwFwxl1uERIVUeeqOrbJvUCc6wRA5nh2UP0CWTZ5+EP14tBkV7AbEcHoQMnEX1ZAKQbYWCH5fpIgvZB/T53/+BawjwjaNlEdO8fkW34b4m29YAoCRZTvrRX3VcAK11Z/Yi1GMq5aY/Fr3/ZrSlKgTb+WS7yw/0x771ItxAAHUA3jeb2LHzg6mrrQYjqq4hzPQuwg9ORf8eHZU7FBN/Oh/hbZqIySxbKXCmNUwf0Z3FU7N/hZQ0S8YX94dBzo6hWfuOlo/wqUHUxagIlC/RBAC8w0bOooJ+wm7UMXb7pn13h2RQTI29PjasuHRwNWgfG8+m9ISS4hZpvc3qKfUQiXg2DhDM/bXj3Mzl8E36PrsQ8Ase5Kc0xk9Hyfjum4Hae3+yBWidCkQcixZSa2Au4Oq7wH7w3Rg0S4RTmKWZsPR/T/I1T6QRPYbOVoNHHaeC1SjVk6VYFoLLwGH+pdYLIVTVB/ZjUBWRiQrptOH0abkQbOi7Arywr9SZMOPLvfQHRQiybtCrwiP7BWBdu4NijNp+O6yRLTC4pa6Dp1ORxyb1byibMlG/7aNaO/8hiZlqeoKlD0TmaoObMRERX+5YI+2u/IHH8zGA6Pg575f4K2eRkLWQ8ij+1vW8PnyvRHY3t9z47i7X/a2xAse4Pe4QfKy7qHITNtmiLjp/J50aaAVtYtadoSW0IdzL9MXeWgqSDgCfbsRqKGL4KdiksqCwQzbfP6p2HOryU7zTAbwixSMHMCzFvqisr3ebV9LPKNa9aG8YU3V0lB9U6R+qqEAjNct36a+Y3E81nWqZ2aonq2fNXZTaxd7UzuFT3OibxoijfoN9u3NSwFDPNLZ7WOnm7JBLnkEe7xqbGlHsDuzHfB3uxlYygk7d/ymAHttL2EBbejZq+E1hsEU/OBF5vUabGM7P+9NB3uQz2rg5LSOrZ7ptwNgZ29EnYYoqnJi/jfHjtvPbFbW92LJ7uMtyJXziHnnkuHwk+VFx5GmhHc0vPnL2ytq9v0RWcrdoFUtBXd1TcvQR004rmVo0EoBAPTCSsfMQXJ3UAaYBbs3H+Sz7Lii1UEvM1YLhHelC9iyA4eZQVrAaSJM26ewzo8I06FVkp+HJjkIGuNy/ZnKD6OhfF4JyhyBYvR4yytsu3PUL03kXca9/ZqiXJ58CcATWRfAviMoFJBPg3AuraLPHdV4VV03CklaeQWFzhMWfTl+hcGxOuGdcZEc5q9Kt2OIuB50GlR31nmPSr1zavwJl5Kg53FFn5uhN5iM5TWSHMNXWi7g7HRGfWaOomz04T1VLtHxgtcoh4iqGQI21kmq/LUcLvJpuiefYc6GuDWzDscs9jrdcOTPbezcqgXh3lv1yE2LBBpv6TKDXQSLxJdo57zNzywsM/UNKSGkxJSPYxSAKhv5iTBemhYN33pSf1R7O/+AKW86pcSrqR7io4AIt+YT0sr4NW20IQsB775yFKbrOLiq3OPkeZNo299X5d4Di1h1HxR5U2JQ0DgpmNJCW/HCPDyjck85HzEekkpe5LAaALtPvWKN0GaHEQ/ZLSjS03GnO/uxZ9xky3Bf5PcJd1865Gl29zTehW6Gm4RLDISivRZa7DIpnxlav166pSuyfvvAmUKWvYh8QZ53y3ggGj+8EjOl7W16690JOETEfvpgSZ6SPr4kJeXjD6kj3qKVEe771gR+qa0swpSxpUdJ/hmMt9dRG+AvMdxo+uO3cVxNvTsvcneq9dQp1k6fVtD3ODz6cfaGZwqQ0CBgH49si+RWVBOQdwDurTv+sRi3AV0+4wTd+DSlyCgg4gUS1xvqRafg3epKgsxEikhi689KbjxFEWIblUif1DyJf1GEtm+EnuG1lNc4D6wwswHUhgmPpODGI+t6GPYPcy0dAYY2fvIbxGdPvEfLuvBaXF1TpGFF9WnZ220DpjYpMkB7TmxB3CV4aOh64jAAo5xJJ/65n1RDFZPuCfAsyW0HF62oPN8P1w/lC0vPgDTKimThOp6hKI7QrMu8wpTCVlknDGZWs8dSPat8xSBAw6HVZ1SpBEJcxs8+6sSaKeP0+grAh0b5hpktNX8RdUrY6+n43PfEe/qlN8KLpM3jVb3epfe65Kb8rBDrkl5JPQ3DTJLGfTWxzrBheTj+bRddVwS27wX4iN5wSe+2dtjM1bO+Y9eXUCUc3RIVQcID4iRNr0AX3OE5dOus4ZEjOBKN6616fzyh9EoUwChSHJhK54qVkIM9FXD/nGVz3sqAHybDDpJp/uAgpKR4eyD9ghjar5bL66TwETfI30u1MTNvjNyd6A72dVOXfCtPr297tRN+lFUWsMKLlW1iUjw9ENiT5LeHPfG5xZwJXOuk0B4AZXYzbQDYWWi7bUmUTSDXHj9bqtv65wL2aeiy7HmqRI5UsgGkAdIcKqHKQR2Zb+vvKKG/bzvy7EipB7iT+FSRVrLMUXCBjmMld7nyPIVy+0Xgv6I/zwsvKnuqlM1REofugbbM5nVtSpoUcWanQ6JOYQryZl9oE2iXzOEOtnOhxzn9DgoQ5CmWSCy3oZYkjQgybLGSLcGIYkXkJjIVkT8H6wsYzYMahXYS7tIZGqstbYCEM/DAHBGQrtjdyzJCZEK1L5n/k3aeHO+899p95vbfHw/cRUXzWngc+5q9LKG9kF6zttrvN4YyvUdgcGfUUkgs5o3nU/RwtHbgBksdgOoW8KdIgbRxAXRi20zVO+HDWd4IxMeKVzHYL5L2us/66PD7KonTAlcKAws
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”,”iv”:”e3ae5a0321f5bde3bc3335d48bf02429″,”s”:”bcc7cf3237958e6f”