How to sell Jet Charter on corporate travel

Ask any CFO of a company how much a 200,000 executive should contribute to the company… it’s going to be more than 200,000.

That’s called a ‘productivity factor’… and everyone from the bottom of the organization chart to the top has one. And the more you earn, the higher your productivity factor will be. Because if they’re just covering their ‘Salary’… they won’t be around for long.

Last year, 84% of business travel in the US was regional and 80% of it was by car 200-400 miles one way. I don’t have to tell you that spending 7-14 hours ‘on the road’ just for a business meeting is a poor use of an executive’s time.

Especially if they have 6 figure salaries…

And everyone hates the idea of ​​air travel today with all the delays, cancellations, connections and general problems. It’s on everyone’s website and charter sales reps talk about it all the time.

So we can agree that everyone has heard the traditional “marketing pitch” that Jet Charter and Air Taxi are more flexible, more convenient, more controllable, and more productive.

But just talking about it doesn’t help CFOs in the corporate world to ‘justify’ it. Because when they look at the traditional Jet Charter travel proposal, they look at the ‘line element’ on the bottom line of a Jet Charter travel proposal; the cost of Jet Charter.

And your traditional ‘Line Item’ Jet Charter proposition portrayed as it is will always amount to more ‘Dollar Cost’ than alternative corporate travel via Car and Airline. Thus, Jet Charter travel proposal close rates are low and traditional alternative corporate travel options via automobiles and airlines are high.

But what if you had a QUANTITATIVE tool to promote your Jet Charter service around a total ROI business equation; Flexibility, Convenience, Productivity and TIME = COST True. A tool that you could spread to selected Jet Charter customers and potential Jet Charter prospects.

An instrument that would show CFOs around the world the difference between perceived ‘dollar cost’ and ‘realized savings’ when an executive’s ‘productivity factor’ is included in the business equation.

Here’s an example using the regional car versus Jet Charter travel model. Let’s plug some numbers into a Regional Car Travel versus Jet Charter Simulator.

Number of travelers: 2
Median Salary: $150,000
Unnecessary overnight expenses: $1,200 (2 overnight stays)
Business destinations: 2
Mileage per trip section: 200 / 200 / 200 (Round Robin)

When we press Calculate in this scenario, it becomes apparent that the traditional ‘price tag cost’ of a King Air 100 Jet Charter trip is much higher than car travel ($2419 vs. $384 cost per traveler), when we continue to down in the rows of results in Time and Productivity the opposite happens.

Because when three executives averaging $150,000 in salaries can recoup more than 18 cumulative hours of time, the Employee Productivity Savings value of the ‘Time Machine’ is $18,753.

And that’s not counting the hours spent away from home due to Regional’s time allocations and car travel logistics. Those $18,753 ‘Time Machine’ savings are a direct factor between the hours made up and a predetermined factor of employee productivity set by the prospective Jet Charter business itself.

Because if you ask any CFO of a company how much a 150K Executive should contribute to the Company… it will be more than 150K.

And the more aircraft you add to Jet Charter Simulator, the more options CFOs (and whoever delegates the tool internally) have. The beauty of this is that the only aircraft you are being compared against (regional car travel vs. jet charter travel or airline vs. jet charter travel) is your aircraft…not your competitors.

Instead of the traditional way of selling ‘Jet Charter’ as a luxury ‘Price Tag’… think about the paradigm shift of providing C-tier companies with a QUANTITATIVE tool to promote your Jet Charter service around a ROI Cost/Productivity equation.

So before making the traditional decisions for executives to travel by car or by airline, they can make the decision to ‘hop aboard’ their fleet when the business equation and ROI factors lean to your favor.

Simply put, you can show fiscally responsible executives how ‘Think about TIME differently.’ And justify it.