Understanding the business you’re selling

Aviation fuel systems businesses often sit at the intersection of aerospace manufacturing, fuel logistics, and on-airfield operations. Manufacturers produce components such as fuel tanks, pumps, valves, and monitoring systems that must meet stringent certification and quality standards. Distributors manage refined product purchases, storage, blending (including SAF), and logistics to airports and fixed-base operators (FBOs). Servicing firms handle fueling, filter changes, hydrant systems maintenance, refueling truck fleets, and on-wing supply points — all services that demand impeccable safety practices and reliable uptime. Buyers care about regulatory compliance (FAA, EPA, and local authorities), customer concentration, and the robustness of safety programs.

What adds value

When preparing to sell, emphasize these value drivers:

• Stable contracts and recurring revenue: Long-term fuel supply agreements with airlines, FBOs, or cargo operators and multi-year service contracts reduce buyer risk.

• Regulatory and safety compliance: Documented safety records, certifications, and audit histories are essential and can materially improve buyer confidence.

• Proprietary or hard-to-replicate capabilities: Unique fuel handling systems, custom monitoring software, or efficient logistics networks differentiate you from competitors.

• Diverse customer base: Broad exposure across commercial, cargo, and general aviation lowers dependency on any single customer.

• Scalable operations: Demonstrated capacity to expand into new airports, add SAF handling, or retrofit aircraft fuel systems enhances growth narratives.

Typical buyers

Potential buyers for aviation fuel systems companies include:

• Strategic acquirers such as oil & fuel distributors, airport services groups, or aerospace OEMs seeking vertical integration.

• Private equity and infrastructure funds attracted to steady cashflows and critical infrastructure assets.

• Family offices and industry entrepreneurs with aviation or logistics experience.

• Allied service companies (MROs, FBO chains) seeking to add fueling or manufacturing capabilities.

Deal structure considerations

Buyers will usually structure transactions to balance price with risk mitigation. Some buyers might want earn outs tied to revenue or contract retention, escrow for warranty and compliance matters, and representations about environmental liabilities. For manufacturers, inventory and warranty reserves are commonly negotiated. For distributors and servicers, working capital and fuel inventory treatment are some negotiation points.

Preparing to sell — a checklist

1. Organize compliance documentation: FAA approvals, environmental permits, quality management certificates, and safety audits.

2. Clean up financials: Provide normalized EBITDA, a clear working capital schedule, and customer contract roll-forward.

3. Document customer relationships: Provide evidence of recurring revenue, retention rates, and key account terms.

4. Mitigate contingent liabilities: Address environmental remediation, legacy warranties, and fleet maintenance records.

5. Package growth opportunities: Expansion paths SAF handling, new airport concessions, or after market retrofits will increase buyer competition.

Why a broker with experience matters

Aviation fuel systems businesses sit in a niche that blends energy, logistics, and aerospace engineering. A broker with experience in aerospace and industrial transactions can confidentially market the business to the right strategic and financial buyers, structure deals that reflect technical and regulatory risk, and help translate operational strengths into valuation metrics that buyers understand. Properly handled, a sale can deliver optimal value while ensuring continuity for employees and customers.