CARIBAVIA 2025: How to sell an aircraft without trying - Tecnam’s Francesco Sferra By Tatjana Obrazcova.

Purchasing an aircraft is a significant choice for an airline, an operator, a country, or a lessor. Before choosing an aircraft type, many hours of planning, examination, and comparison is required.

Return on investment, business strategy, business plan, etc. Highly skilled experts present crucial information on aircraft types, benefits, and questions, accountants pore over it armed with a thorough understanding of profitability and return on investment.

However, how can an aircraft be sold without selling? I must champion the most recent, unambiguous example we encountered during CaribAvia 2025. I'm sure everyone in the audience would agree with me.

Tecnam P2012 Traveller coming into St. Barth

It was Day 3 and Francesco Sferra was presenting on Tecnam, the company, which just surpassed 75 years and specifically the P2012 Traveller. The future of short haul travel, he posed. I must admit, if I were a potential buyer, I would appreciate the way it was presented - because it focused on what the multi-mission STOL Tecnam can offer to the Caribbean.

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Tecnam P2012 flightdeck.

Highlights include its flexibility for a raft of missions*; enhanced comfort - its 9 passenger seat cabin is indeed spacious, with Gulfstream business jet style windows, Garmin avionics. It delivers lower emssions than many Jet 1A aircraft - and is approved for next gen Avgas - when that starts to become available.

The P2012 offers take-off and landing runs as low as 564m (1849ft) and 365m (1198ft) respectively. While it mainly flies with two pilots, it is certified for single-pilot IFR operations and all-weather conditions. All for a price tag of US$3 million.

Flying with St Barth’s Executive

Already, the P2012 has accomplished 1,000 hours with St Barth’s Executive, resident operator, whose two aircraft are dedicated to 50-minute flights from Guadeloupe. St Maarten will be added soon.

Italian elegance and heritage are evident, as well as the depth of information shared. However, this was not a sales presentation. The gentleman delivering the talk was Tecnam’s Experimental Test Pilot at Costruzioni Aeronautiche TECNAM.

A test pilot who has flown the aircraft and able to speak with first-hand experience. He was able to answer all our questions and present multiple advantages of the aircraft. Simply because he has flying experience and knows exactly what he's talking about.

The "affection" a test pilot has for the aircraft, to quote him. His extensive understanding of behaviour, capabilities, possible passenger benefits, special mission capabilities, medevac, and more.

Before this presentation, I had a basic understanding of the Tecnam P2012. Now I understand its vision. I am much more aware of the possibilities this unique / clean sheet (commuterliner) aircraft.

It was a game-changer to be able to spend time visiting the P2012. Tecnam Aircraft, you're lucky to have an admirable team, different from the others. Forza Italia!

*Commuter airline service; Special missions: The P2012 Sentinel SMP version is designed for special missions including surveillance and medevac. Cargo easily configured for cargo operations; Air ambulance: The P2012 easily converted to a medevac configuration.

BlueSky Business Aviation News | 7th August 2025 | Issue #807