Author Pat Lambrix

Opinions of Air Charter Brokers in the business aviation industry today are polarized. They fly quickly from the extremes of hot and cold, but rarely inhabit a temperate, middle ground. To clear clouds of misconception, we need to better understand the relationship between a broker and charter operator.

The broker and charter are exclusive entities, yet they cannot exist without each other. Profit can be created for both lines of business when they work together well. Like wings on the horizon, keeping this symbiotic relationship in balance, is what’s most important to success for brokers and operators.

In recent years, lean revenue tightened budgets and had companies protecting their business interests. This economic strain caused so many flight departments to cut back in staff, leave the ground crew to handle sales and marketing on top of all the essential duties they perform.  Air Charter Brokers have helped alleviate this stress on flight crews through marketing assistance and client referrals.  

Air Charter Brokers can be an invaluable resource for operators. This is the warm, sunny view of brokers as saviors. On the other end, there are those who have been burnt by bad brokers, and left out in the cold. There is evidence of brokers over-promising and under-delivering throughout the industry.

 In literature about best brokering practices, the NBAA explicitly states, “Brokers must be clear with the customer/charterer, as applicable, in all solicitation materials, verbal and written correspondence, contractual documentation and word of-mouth contact, that they are not the FAA licensed Part 135 operator.” Honesty and transparency are the best ways illuminate a dark view brokers and restore the good faith with operators. Relationships are built upon trust, and having a cool head.

The relationship between brokers and operators is no different. Trust is earned in openness and honesty. There are also a number of great resources available to check the credentials and practices of prospective business aircraft partners. This site, the BAN, is one of them.