NetJets Targets Supplemental Users

NetJets has formed a special sales team to sell fractional aircraft programs to company flight departments as a supplement to their own aircraft. "It's a different sale," says national sales manager Raynor Reavis, commenting on the assignment of vice president Jim Christiansen and Todd Spangler to lead the new effort in the US. The team will be supported by a new advertising campaign.

NetJets' goal, according to Reavis, "is to see one-eighth or one-sixteenth of some size of airplane in every flight department's arsenal. In the next two-to-three years, we'd hope to see that a majority of well-run flight departments had at least looked at fractional ownership."

NetJets sees supplemental fractional ownership as a better way for flight departments to meet short-term needs than charters. "The common theme when flight departments talk about charters is inconsistent product delivery," says Reavis. "We bring 100 percent consistency."