"I started in charter sales in 1983 when the private jet business was relatively straightforward; there were very few brokers. There were no empty leg sales, no jet cards, no jet shares (you either leased or purchased a jet or remained a charter customer) and of course it was before the internet so the market was relatively small, with clientele mostly being western European with a scattering of US and Middle Eastern clients. 

"Advertising was simply a brochure and an entry in Yellow Pages, marketing was scanning the business section of newspapers for who was doing well and firing off a letter and brochure. Most business came by word of mouth – an astounding claim perhaps, but it did in those days.

"Today, of course, it's a very different picture, in some ways more complex. Clients have more choice; they can still charter ad-hoc, but now they can buy a jet card and pay for what they actually fly, they can buy (on paper) a share in an off-the-peg jet and enjoy all the benefits that go with it. We have even experienced in recent years the 'low cost' air taxi model, although the financial viability remains to be seen. 

"With the advent of the internet it seems anyone with a decent website can become a broker and, speaking from an operator's point of view, there have been some interesting companies entering the scene over the last 10 years; some making an impression and others coming and going overnight. 

"My present role is UK sales director for Unijet, a long-established management and charter company based at Le Bourget airport. Unijet is a conservative company by nature, not out to be the cheapest or the biggest, but certainly one of the most reliable companies around. The current charter fleet stands at 11 aircraft with a new Falcon 7X to be added soon.

"I provide quotations and promote the services of the company to UK brokers, operators, travel agents and direct clients. I am supported by a commercial department in Le Bourget; important when the service we provide is 24/7. My job is certainly not nine-to-five and you have to be prepared to answer that call just as you are about to have dinner or at 3.00am – an understanding wife is crucial! 

"I worked in flight operations before moving into the commercial side; working in ops is a good schooling for anyone who goes on to selling charter as you can understand what can be achieved and what cannot. You learn that organising a flight is not as straightforward as it would seem. I have enormous respect for the flight operations department and when organising a charter I liaise closely with ops to ensure a smooth operation for the client. I still like to keep my hand in and often assist with organising handling, ground transportation, airport slots, flight catering, etc.

"In the good times, when the demand is high, we frequently turn business away due to lack of availability or no crew; in the bad times we suffer the frustration of losing out to cheaper operators who in some cases charter their aircraft out at direct operating costs. This only makes a bad situation worse for all (brokers and operators) and often prolongs the slump. But ultimately it hastens their demise when they can't meet the high costs involved with operating private jets.

"The job can take you to some interesting parts of the world and we regularly participate at trade shows that allow us to meet customers face-to-face. Sometimes you get to ride in these luxurious aircraft, a must if you are to sell charter on the aircraft as you cannot beat the flight experience.

"There is no official course to go on to become a charter sales executive, only experience and tuition from those who have come before you. I cannot see myself doing anything else, once it's in the blood you never want to let go. There is a great deal of satisfaction when you see a flight through from the quote to its conclusion.

– Andy Lee, Unijet