Case Study: E170 Charter Fleet

Unlocking Charter Revenue for a Regional Airline Operating E170s

A regional airline with a fleet of Embraer 170s was struggling with underutilization between scheduled flying blocks. Their aircraft often sat idle during off-peak periods, particularly in the shoulder seasons and weekends. Despite strong operational infrastructure and available aircraft, they lacked a clear charter sales strategy and distribution network.

They approached me to identify opportunities to increase revenue using existing fleet assets without interfering with their core scheduled operation. My first step was to analyze fleet downtime patterns, identify high-demand ad hoc charter markets, and assess the commercial readiness of their brand and tech stack for charter sales.

We mapped peak underutilization windows across their route map and matched those to government, sports team, and casino charter demand. Simultaneously, we assessed their internal quoting tools, availability communication process, and broker relationships. These gaps in sales readiness were major obstacles to revenue.

Within 60 days, I helped the airline integrate a quoting platform, launch targeted broker outreach, and develop SOPs for charter quoting and dispatching. We also trained internal sales staff to respond quickly and competitively to broker requests.

Within three months, the airline secured two government charters and three collegiate sports contracts, monetizing previously idle aircraft time. These charters alone added over $850,000 in new revenue during the slow season without disrupting their core business.

This case demonstrates how regional airlines can tap into charter revenue with the right strategy, systems, and support. Even scheduled operators can thrive in the on-demand space when they leverage downtime smartly and build internal charter readiness.