Embraer aims to increase proportion of lesssor sales

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Embraer is aiming to increase its business with lessors in order to increase their proportion of its business to more than a third of commercial aircraft sales.

The airframer signed a letter of intent for 10 Embraer 190s from Steven Udvar-Hazy's Air Lease Corporation during the Farnborough Air Show.

"Hazy's decision to take the E-Jet was quite meaningful. It sent out an important message," said Embraer executive vice-president for the airline market Paulo Cesar Silva at the European Regions Airline Association conference in Barcelona.

"One of our strategies now is to dedicate internal resources to sell more to leasing companies. Leasing companies don't act like airlines. Their mentality, rationale, needs, strategy and selling points are different."

He believes that lessors are looking for a dedicated group within a manufacturer to manage their relations.

Embraer currently sells around 15% of its aircraft to lessors. "Over the coming years, I want to grow this to around 35% of commercial aviation sales. That will be my target," says Cesar Silva.

He explains that this strategy is particularly significant as smaller airlines may struggle to secure capital to buy new aircraft, while three or four new lessors have emerged during the recent economic crisis.