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April 2017
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Alex Berry says business aviation sales people are some of the most valued individuals; their ability to bring in clients and repeat business is vital to a company’s bottom line

Alex Berry moves into charter sales and training consultancy

Former Chapman Freeborn director Alex Berry has drawn on 20 years experience in sales and marketing to set up a sales and training consultancy named alexgberry.com. He has previously supported industry names including NetJets, Marquis Jets, Bombardier's SkyJet International and VistaJet.

“Selling is primarily a process, but one that can be constantly improved,” says Berry. “An efficient, effective sales process with well recruited people who are con- stantly trained is the foundation of a successful sales organisation.”

One new industry sector that Berry identifies as needing sales help is that of single engine turbine operations. “No matter how good the new aircraft and service are, the crucial matter will be letting the potential customers know that this option now exists.

“Day after day I observe groups of four people in first class rail doing their regular commute to London or Edinburgh, and statistics say this is happening many thousands of times more across the country. Between them they will have spent somewhere in the region of £1,000, yet if asked what other options were available to complete this journey they would very rarely, if ever, put a private aircraft on their list.

“If business aviation is to reap the benefits of SET ops then this sector should be embraced because it positively expands the brand of business aviation and will help bring in future customers.”