Every repositioning flight represents untapped revenue potential. Here's how operators can systematically convert ferry flights from operational costs into profit centres through professional empty leg management.
The hidden cost of ferry flights
Most charter operators view repositioning flights as an unavoidable cost of business. Aircraft need to be in position for client charters, which often requires flying empty legs to reach pickup points or return to base.
The typical ferry flight economics:
For a busy charter operator conducting 50+ positioning flights monthly, this represents £170,000–210,000 in annual costs that could potentially be offset through strategic empty leg sales.
Why most empty legs go unsold
The challenge isn't lack of demand—it's the operational complexity of marketing empty legs effectively while managing core charter operations.
Operational challenges
- • Last-minute flight schedule changes
- • No dedicated empty leg marketing resource
- • Manual enquiry handling consumes staff time
- • Difficulty with dynamic pricing decisions
Market challenges
- • Limited visibility beyond existing client base
- • Competing with established brokers
- • Trust and safety concerns from new customers
- • Payment and verification complexity
Building a systematic approach
The most successful operators treat empty leg sales as a core business process, not an afterthought. This requires systems, procedures, and dedicated attention—exactly what JetSet Direct Link provides.
Step 1: Advanced schedule planning
Identify repositioning flights 7+ days in advance whenever possible. This allows time for proper marketing and increases booking probability.
Step 2: AI-assisted pricing
Use data-driven pricing suggestions that consider route popularity, seasonal demand, and competitive factors rather than arbitrary percentages of full charter rates.
Step 3: Professional marketing
Leverage platform reach rather than relying on internal client lists. Most empty leg opportunities come from new customers, not existing charter clients.
Step 4: Streamlined operations
Minimise operational overhead through automated enquiry handling, verified customer base, and streamlined booking processes.
Real operator results
Operators currently in our private beta are seeing measurable improvements in empty leg monetisation through systematic approach and platform leverage.
Case study: Mid-size European operator
The compounding benefits
Beyond direct revenue, professional empty leg management creates additional business value that compounds over time.
Customer acquisition
Empty leg passengers often become regular charter clients. A £1,800 empty leg sale might lead to £15,000+ in annual charter revenue from the same customer.
Operational efficiency
Predictable empty leg revenue allows better financial planning and potentially influences route planning to favour higher-demand empty leg opportunities.
Brand visibility
Platform presence and positive customer experiences enhance operator reputation in the broader private aviation market.
Getting started with systematic empty leg management
1. Audit your current positioning flights
Track all repositioning flights for a month, including routes, timing, and current costs. Identify patterns and high-potential empty legs.
2. Establish internal processes
Create procedures for early empty leg identification, pricing approval workflows, and customer communication standards.
3. Leverage platform capabilities
Focus internal resources on operations and customer service while letting the platform handle marketing, verification, and payment processing.
4. Monitor and optimise
Track fill rates, revenue per flight, and customer feedback to continuously improve empty leg performance.
Ready to transform your positioning flights? Join our private beta programme and start turning ferry flights into revenue opportunities. Visit our For Operators page to learn more about our AOC verification process and commission structure.
For operators: This analysis is based on real data from our private beta programme. Individual results may vary based on route mix, aircraft type, and operational procedures.