For companies purchasing a business aircraft for the first time, the process often reveals a steep learning curve. While selecting an airplane can feel like the primary decision, acquisition specialists say the more critical factor is how well buyers understand the transaction before they ever make an offer.
According to Duncan Aviation’s Aircraft Sales & Acquisitions team, first-time buyers who ask detailed operational, financial, and technical questions early are far more likely to avoid delays, cost overruns, and post-delivery surprises.
“Most issues we see later in a transaction can be traced back to assumptions made early on,” said Tim Barber, Duncan Aviation Aircraft Sales & Acquisitions. “When buyers take the time to define their mission and understand the implications, the process tends to move much more smoothly.”
Acquisition advisors emphasize that the mission profile should guide every major decision. Typical trip length, passenger loads, airport infrastructure, and runway requirements often matter more than headline range or cruise speed.
“We encourage buyers to focus on how the aircraft will be used day in and day out,” Tim said. “Buying for the exception instead of the rule usually leads to higher costs and operational compromises.”
Planning for growth is also part of the equation. Buyers are advised to consider whether an aircraft can adapt as business needs change, rather than solving only today’s requirements.
First-time buyers are frequently surprised by the full scope of aircraft ownership costs. In addition to acquisition price, ongoing expenses include fuel, maintenance, inspections, insurance, crew training, hangar space, navigation subscriptions, and parts support.
“Total cost of ownership is where expectations and reality can diverge if buyers aren’t careful,” said James Carroll, Duncan Aviation Aircraft Sales & Acquisitions. “A realistic operating cost forecast helps prevent financial surprises after the aircraft is delivered.”
Upcoming maintenance events and calendar-driven inspections can significantly affect operating budgets, particularly for buyers unfamiliar with business aviation maintenance cycles.
Maintenance records remain a central focus during any acquisition. Complete and well-organized logbooks provide insight into an aircraft’s condition, compliance status, and long-term value, while gaps or inconsistencies can introduce uncertainty.
“Maintenance records tell you how the airplane has really been cared for,” James said. “If something is missing or unclear, that’s a discussion that needs to happen before the deal progresses.”
Pre-purchase evaluations are another critical risk-management tool. These inspections are designed to identify mechanical, structural, avionics, and cosmetic issues prior to closing, allowing buyers to negotiate corrective action or reconsider the transaction.
“Limiting the scope of a pre-purchase evaluation might save time up front, but it often increases risk on the back end,” Tim said.
Aircraft transactions also require careful handling of title, escrow, and regulatory compliance. Title searches and lien verification help ensure clear ownership, while escrow services protect funds during the closing process.
Avionics capability is another area where first-time buyers may underestimate complexity. Older aircraft may require upgrades to meet current airspace requirements or future operational needs.
“Avionics decisions have both operational and financial consequences,” James said. “Understanding what’s compliant today—and what might be required tomorrow—helps buyers avoid unexpected downtime.”
Equally important is access to maintenance and technical support. Buyers are encouraged to evaluate service options, parts availability, and inspection lead times as part of the acquisition decision.
Market conditions continue to influence pricing, availability, and resale timelines. Acquisition specialists recommend reviewing comparable listings, recent transactions, and average days on market to understand where a specific aircraft fits in the current environment.
Choosing experienced representation is also a key factor, particularly for first-time buyers navigating unfamiliar territory.
“Having someone who can coordinate the technical, legal, and contractual pieces while keeping the buyer’s interests front and center makes a meaningful difference,” Tim said.
For companies entering business aviation for the first time, the acquisition process is as much about education as it is about selection. Industry advisors agree that informed buyers—supported by experienced sales and technical teams—are better positioned to manage risk and realize long-term value from their investment.
Whether you are a first-time buyer or a veteran aircraft operator, if you have questions about the preowned business jet or turboprop markets, would like to discuss a potential transaction, or want to learn more about our services, call +1 402.475.2611 and ask for Aircraft Sales & Acquisitions. You can also visit DuncanAviation.aero/AircraftSales or email AircraftSales@DuncanAviation.com.
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