Aircraft Jet Charter Broker Course

Introduction to Private Aviation Sales:

• Overview of the private aviation industry;
• Understanding the target market and clientele;
• Role of a sales professional in private aviation.

Fundamentals of Aircraft Knowledge:

• Types of private aircraft and their features;
• Understanding aircraft performance specifications;
• Basics of aviation regulations and compliance.

Types of Private Charter – Advantages and Disadvantages:

• Charter options can include on-demand charters, jet cards, and fractional ownership;
• Advantages may include flexibility and convenience, but there could be disadvantages like higher costs;
• Top companies for each type of private charter.

Aircraft Knowledge and Presentation:

• Practical Skill: In-depth understanding of different private jet models, their features, and capabilities;
• Application: Presenting aircraft options tailored to the client’s needs, emphasizing performance metrics, interior configurations, and technology features.

Market Analysis and Trend Awareness:

• Practical Skill: Regularly monitoring market trends, industry news, and competitor activities;
• Application: Providing clients with up-to-date information on market conditions, ensuring they make informed decisions based on current trends.

Sales Process in Private Aviation:

• Importance of a structured sales process;
• Identifying and qualifying leads in private aviation;
• Relationship-building strategies.

Bonding, Rapport, and Networking:

• Building strong relationships with clients;
• Effective networking within the private aviation community;
• Establishing trust and credibility.

Questioning Strategies in Aviation Sales:

• Techniques for effective questioning to understand client needs;
• Conducting needs assessments for tailored solutions;
• Active listening skills in aviation sales.

Customized Solutions:

• Practical Skill: Creativity in tailoring solutions to meet unique client requirements;
• Application: Designing personalized travel plans, considering specific preferences, and proposing custom services to enhance the overall travel experience.

Closing Strategies in Aviation Sales:

• Different closing techniques and when to use them;
• Handling objections and overcoming challenges;
• Creating a sense of urgency in the sales process.

Customer Experience and After-Sales Service:

• Providing excellent customer service in private aviation;
• Managing client expectations throughout the sales process;
• Building long-term client relationships.

Role Play and Practical Application:

• Simulated sales scenarios and role-playing exercises;
• Case studies and analysis of successful private aviation sales;
• Final assessments and evaluations.

Post-Sale Support:

• Practical Skill: Developing strategies for post-sale client support and satisfaction;
• Application: Facilitating a smooth transition to the operational phase, providing ongoing support, and addressing any issues promptly.

Guest Speaker: CEO of Monarch Air Group, David Gitman

David Gitman will speak about the private aviation industry.

Regulatory Compliance:

• Practical Skill: Staying informed about aviation regulations and compliance standards;
• Application: Ensuring all proposed solutions adhere to aviation regulations, safety standards, and legal requirements.

Introduction to the Ramp:

• Definition and significance of the ramp in airport operations;
• Overview of the functions performed on the ramp.

Aircraft Types and Diversity:

• Board aircraft: Identification and classification of different types of aircraft commonly seen on the ramp;
• Discussion on the purposes and features of general aviation planes and private jets.

Aircraft Types and Diversity Part 2:

• Board aircraft: Identification and classification of different types of aircraft commonly seen on the ramp;
• Discussion on the purposes and features of general aviation planes and private jets.

Ground Crew Activities:

• Role and responsibilities of ground crews on the ramp;
• Explanation of tasks such as loading/unloading cargo, refueling, and conducting routine maintenance checks.

Baggage and Cargo Handling:

• Overview of the processes involved in handling passenger luggage and cargo;
• Discussion on the equipment used and the importance of proper loading and securing.

Air Traffic Control (ATC) Communications:

• Introduction to the communication protocols between cockpit crews and ATC during ramp operations;
• Understanding the role of ATC in coordinating ground movements.

Passenger Boarding/Deboarding:

• Processes involved in boarding and deboarding passengers for commercial flights;
• Discussion on the use of jet bridges and stairs in the boarding process.

Assessment Methods:

• Quizzes and assignments after each week;
• Participation in role-playing exercises;
• Final assessment based on real-world sales scenarios;
• Attendance and participation in discussions.

Required Materials:

• Course materials provided by the instructor;
• Relevant industry literature and case studies;
• Access to online resources and aviation sales tools.

Prerequisites:

• Basic understanding of sales principles;
• Familiarity with the private aviation industry is advantageous but not required.

Instructor:

• Experienced sales professional in private aviation;
• Guest speakers from the private aviation industry.

Evaluation Criteria:

• Class participation;
• Assessment performance;
• Role-playing exercises;
• Final project or case study.