Meet the Expert: Ian Halliday, Aviation Sales Director
Ian Halliday is the Aviation Sales Director for Close Brothers Aviation & Marine. In this Q&A he discusses his predictions for the sector over the coming 12 months and recalls his most memorable time on a plane.
Can you tell us about your role and what you do?
I am the Aviation Sales Director for Close Brothers Aviation & Marine. My role is to develop and grow the Close Brothers Aviation portfolio through business development and relationship management. It is good to be engaged with people within the industry as it helps me gain a holistic overview of market trends which in turn helps us to lend in a safe yet distinctive manner.
What was your journey to Close Brothers Aviation and Marine?
My career started at another bank where I worked in the transaction structuring team. This gave me a great insight into the legal and commercial frameworks of the contracts behind an asset finance transaction. I worked on several aviation transactions within this team which led to a role in the Aviation Finance division, where I spent several years. I then embarked on 5 years working in the industry as a director of a helicopter management company and event heliport operator. This role provided invaluable experience seeing the world “from the other side” and understanding what our clients contend with. I joined Close Brothers Aviation & Marine in 2018 where we have achieved year on year growth and built relationships with some wonderful clients and industry friends.
What’s your favourite part of the role?
Meeting our clients! I still find it fascinating hearing the different routes to success they have taken, it’s also interesting to hear some of the mistakes they made along the way.
When did you first begin to have an interest in aviation?
It was in my first job. The transactions and people we were liaising with were much more interesting to me than a standard asset finance transaction. When the opportunity came to join the aviation team, I could not resist.
Can you recall the first time you went on a plane?
It wasn’t my first experience, but my most memorable flight was being flown by a former red arrow pilot. He threw me around the skies in an Extra 300 doing things that I didn’t believe were capable in an aircraft. The engine stall tumbling, had to be the most fun and yet stomach-churning trick.
Give us an example of a deal structure that demonstrates how you can you help a customer…
We always seek to structure a deal in a way that best suits our clients, this is achieved by listening and having a real understanding of what the clients’ ambitions are. We achieve the best results through a combination of both understanding the asset and taking the time to focus on what matters most to the client. For example, they may have a liquidity event happening during the term of a loan, so therefore it may be more convenient to have smaller payments at the start of the agreement and place a lump sum mid-way through the loan.
What are your top two predictions for the aviation sector in the coming 12 months?
I feel we will see price stabilisation on most models. We have been in a market recently where demand has outstripped supply, but this is correcting and should stabilise in the new year.
My second prediction is that we will see a more buoyant General Aviation market. The public will become more comfortable with their outgoings and will once again feel comfortable with spending disposable income on hobbies such as flying.
