ABSTRACT
Financing is a discriminator in the sales process. Aerospace is a competitive industry, and aircraft operators generally can choose among several aircraft that will adequately meet their operational needs. As a result, aircraft buyers, driven by financial considerations, often make their aircraft selections based upon ancillary considerations such as financing arrangements and after sales support. The marketer whose company works most aggressively with the customer to understand his financing needs, and who uses industry knowledge to structure the most attractive financial offer, significantly increases his chances of success. At a minimum, anyone involved in the process of marketing and selling aircraft will be expected to have a basic understanding of aircraft financing mechanisms and financial terminology.
