Air Business Academy

Aircraft Contracts

Objectives

By the end of the course, participants should be able to:

• Understand the basic structure of civil aircraft sales contracts

• Consider both the buyer and the seller viewpoints in the contractual process

• Learn how to move from a deal to a successful contract

• Discover and handle post-contractual duties and issues

Topics covered

• Contract overview:
  - Getting from customer needs to a contract
  - Business contract and evolution
  - Cultural issues related to the contractual life
• Request for proposal (Buyer side)
• Memorandum of Understanding/Letter of Intent (Seller side)
• Negotiation:
  - Non-exclusive delay
  - Delivery delays
• Product:
  - Sale and purchase
  - Specification changes
  - Manufacturer procedure and certification
• Pricing and payment
• Delivery
• Supplier support:
  - BFE, indemnification and insurance
  - Termination
• Warranties and service life policy
• Training and training aids
• Technical data and customer support
• Seller representatives

Topics are supported by exercises, case studies and role plays

Who should attend

• Newly appointed contracts professionals in the aerospace or aviation business

• Marketing and sales staff seeking a greater understanding of the contractual process.

Presenters

Peter Ewens, Sales Director Warranties, Airbus

Michel Folliot, Aviation Counsel

Alberto Grande, Services and Support Director, Airbus

Claude Gentils, Customer Support Director, Airbus

Eugenio Prados, Contracts and Warranties Senior Manager, Iberia

Mark-Olaf Schmitz, Head of Contract Administration, Airbus

Jean-Pierre Stainnack, VP Sales Operations India, Japan, Africa and South Asia, Airbus

Register now