How can you negotiate lease terms with an aircraft lessor?

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If you run an airport, you may need to lease aircraft from lessors to meet your operational needs and customer demand. Leasing aircraft can be a flexible and cost-effective option, but it also involves some risks and challenges. How can you negotiate lease terms with an aircraft lessor that suit your airport's goals and budget? Here are some tips to help you prepare and succeed in your leasing negotiations.

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1 Know your needs

Before you approach a lessor, you should have a clear idea of what kind of aircraft you need, how many, for how long, and for what purpose. You should also assess your financial situation and your expected revenue from the leased aircraft. This will help you determine your budget, your lease duration, and your preferred lease type. There are different types of leases, such as wet lease, dry lease, operating lease, and finance lease, each with different implications for ownership, maintenance, insurance, and tax. You should choose the lease type that best fits your needs and capabilities.

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Brayden Pritchard

Assistant Vice President - Aviation
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As the lessor, in order to ensure protection of your financial interests in your business and prior to executing the final proposal, speak with your insurance broker to guarantee that all contractually required insurance provisions are appropriately in place to protect yourself and the airport from any potential legal liability issues that may arise from the lessee's use/occupancy of the premises. In conjunction with the airport's legal counsel, your insurance broker will review the contract for potential exposure touchpoints and make any recommendations for revision as necessary.

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2 Research the market

Once you know your needs, you should research the market and compare different lessors and their offers. You should look for reliable and reputable lessors with a track record of delivering quality aircraft and service. You should also check the availability, condition, and specifications of the aircraft they offer, and the terms and conditions they impose. You should benchmark the market rates and fees for the lease type, duration, and aircraft model you want, and identify the factors that affect them, such as supply and demand, seasonality, fuel prices, and exchange rates.

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3 Negotiate the terms

After you narrow down your options, you should contact the lessors and start the negotiation process. You should be prepared to present your needs, your budget, and your value proposition to the lessor. You should also be ready to ask questions, clarify details, and address any issues or concerns. You should aim to negotiate the terms that are most important and beneficial for you, such as the rental rate, the payment schedule, the security deposit, the maintenance and insurance responsibilities, the delivery and return conditions, the termination and renewal options, and the dispute resolution mechanisms. You should also be flexible and willing to compromise on some terms that are less critical or more favorable for the lessor.

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4 Review the contract

Before you sign the contract, you should review it carefully and make sure it reflects the agreed terms and conditions. You should also check for any hidden fees, clauses, or penalties that may affect your rights and obligations. You should seek legal advice if you have any doubts or questions about the contract. You should also keep a copy of the contract and any supporting documents for your records.

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5 Manage the relationship

After you sign the contract, you should maintain a good relationship with the lessor and comply with your contractual obligations. You should communicate regularly and transparently with the lessor, report any problems or changes, and pay your rent and fees on time. You should also monitor the performance and condition of the leased aircraft, and follow the maintenance and insurance guidelines. You should also plan ahead for the end of the lease term, and decide whether you want to extend, renew, or terminate the lease, and what actions you need to take to do so.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you negotiate lease terms with an aircraft lessor?

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3

4

5

6

1 Know your needs

2 Research the market

3 Negotiate the terms

4 Review the contract

5 Manage the relationship

6 Here’s what else to consider

Airport Management

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How can you negotiate lease terms with an aircraft lessor?

1

2

3

4

5

6

1 Know your needs

2 Research the market

3 Negotiate the terms

4 Review the contract

5 Manage the relationship

6 Here’s what else to consider

Airport Management

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