Completing an aircraft sale is just the beginning—the real test of a successful transaction lies in efficient delivery and robust post-sale support. From logistics to maintenance coordination, proper execution ensures buyer satisfaction and long-term business relationships. This guide covers best practices for smooth aircraft delivery and ongoing support.
1. Pre-Delivery Preparation
A. Final Inspections & Documentation
✔ Pre-Delivery Inspection (PDI):
- Verify airworthiness, avionics functionality, and compliance with sale terms.
- Address any discrepancies before handover.
✔ Documentation Review: - Ensure all logs, warranties, and manuals are complete.
- Confirm export/import compliance (for international sales).
B. Logistics & Transportation
- Ferry Flights:
- Arrange pilot and crew for aircraft delivery.
- Secure overflight permits and fuel stops (for international transfers).
- Ground Transport (for disassembled aircraft):
- Coordinate with specialized haulers for large components.
C. Buyer Orientation
- Provide cockpit familiarization and systems training.
- Review maintenance schedules and service bulletins.
2. Delivery Day: Key Steps
A. Closing the Sale
- Sign final contracts and transfer funds (often via escrow).
- Submit deregistration paperwork (if changing tail numbers).
B. Physical Handover
- Conduct a walkthrough with the buyer.
- Demonstrate aircraft systems and answer last-minute questions.
C. Post-Delivery Flight
- Offer a test flight with the buyer’s team to confirm performance.
3. Post-Sale Support: Building Long-Term Trust
A. Maintenance & Service Coordination
- Connect buyers with authorized service centers.
- Assist with warranty claims (if applicable).
B. Regulatory & Compliance Assistance
- Help with new registration (FAA, EASA, etc.).
- Advise on annual inspections and AD compliance.
C. Ongoing Client Relations
- Check in periodically for operational feedback.
- Offer upgrades or refurbishment services.
D. Resale & Trade-In Support
- Provide valuation services for future transactions.
- Market the aircraft when the buyer is ready to upgrade.
4. Common Challenges & Solutions
| Issue | Solution |
|---|---|
| Delayed customs clearance (international) | Hire a local broker to expedite |
| Missing logbook entries | Arrange for maintenance facility to reconstruct records |
| Buyer dissatisfaction with performance | Facilitate mediation with manufacturer |
5. Case Study: Excellence in Post-Sale Support
A European broker’s 24/7 support hotline reduced buyer downtime by 30%—leading to three repeat sales in 18 months.
Conclusion
Exceptional delivery and post-sale support differentiate reputable sellers in aviation’s competitive market. By investing in thorough preparation and ongoing client care, dealers and brokers secure repeat business and referrals.
Pro Tip: Develop a standardized post-sale checklist tailored to your aircraft category (bizjets, turboprops, etc.).