What makes a successful commercial aircraft transaction?

By Fiona O’Malley, VP Fleet Acquisitions, Jetcraft Commercial

For many airlines, fleet planning is increasingly being dictated by which aircraft are available, and when. According to IATA, the commercial aircraft order backlog reached 18,100 in May 2026, equivalent to almost 60% of the active global fleet. The industry is also operating with an estimated shortfall of around 5,600 aircraft compared with pre-pandemic delivery trends.

For operators looking to renew their fleets or add capacity, waiting several years for a new aircraft is not always an option. Increasingly, conversations are focused on what is available now and how quickly it can be put to work.

A successful aircraft transaction starts with understanding exactly what an airline needs. From there, it is about having the market knowledge and resources to respond.

Sourcing the right aircraft

Every aircraft acquisition is driven by demand. An operator has a requirement – an aircraft that can handle short runways, more passengers, higher altitudes – and our role is to first understand that need before identifying the aircraft that can meet it.

This is particularly important when supply is limited. An aircraft being available does not necessarily mean it is right for the customer. Its type and specification need to fit the airline’s operation, while the economics and timing also have to make sense.

Knowing your industry inside and out is therefore essential. At Jetcraft Commercial, our global network gives us visibility of aircraft opportunities across different regions, including inventory not yet on the open market. This allows us to connect available aircraft with operators that need additional lift, often within demanding timescales.

Making the transaction work

Sourcing a suitable aircraft is just one part of the process. The next question is how to structure a transaction that works for the customer.

Financing plays an important role here. Airlines can put themselves in a stronger position by presenting lenders with a clear business case, supported by credible fleet and network plans and a feasibility study. Financial institutions need to understand why an airline requires a particular aircraft, how it fits into the wider business and see proof that they can deliver.

Relationships across the finance market can then help turn those plans into a transaction. Jetcraft Commercial has developed a broad network of aviation finance contacts. Our relationship with Absa Group is one example. The trading facility we have established gives us greater capacity to acquire aircraft for our own inventory, allowing us to act when suitable assets become available and ultimately offer more choice to our customers.

Building long-term customer relationships

Although every transaction has an immediate objective, the relationship should extend beyond the delivery of one aircraft.

For me, the clearest sign that we have completed a successful transaction is when that customer comes back to discuss a second or third aircraft. It shows we understood what they needed and delivered on that requirement, giving them the confidence to work with us again.

That trust becomes increasingly valuable as an airline grows and its requirements change. Having a partner that already understands the business can make subsequent acquisitions more efficient and help operators respond when suitable aircraft become available.

Delivering in a constrained market

Time has become a significant factor in fleet planning. Delaying an aircraft acquisition can have consequences beyond the transaction itself. Without the required capacity, an airline may have to postpone a new route or slow expansion plans. Delayed fleet renewal can also mean operating less efficient aircraft for longer, affecting costs and progress towards sustainability objectives. In the secondary aircraft market, where suitable assets can change hands quickly, operators need to be ready to act when the right aircraft becomes available, including having financing in place or the ability to commit to a lease.

At Jetcraft Commercial, we use our global network and market knowledge to source aircraft that meet our customers’ specific fleet requirements. With access to inventory and established relationships across the aviation finance market, we can move quickly when suitable aircraft become available, supporting airlines as their fleets and networks evolve.