Making The Most Of Business Meetings And Conventions

Posted on July 5, 2011 by

Page 1 of 4

Scott Ricio: Impress clients with top service so they will refer more business to you.
Scott Ricio: Impress clients with top service so they will refer more business to you.

Business travel spending shows signs of recovery as the Global Business Travel Association forecasts an estimated $244.59 billion and $263.53 billion to be spent on business travel in 2011 and 2012, respectively — a boon for operators craving a revenue injection. To succeed in this market, operators must convey to clients that they have the appropriate equipment, people, and attitude to professionally manage groups of all sizes and needs.

“It all starts by informing your clients that you’re available for group work — not just the transportation aspect of it, but also the coordination and management of the entire process,” says Danny Bacher, CEO of Atlanta-based Topper Worldwide. “Let them know it’s a regular part of your business that you know how to handle.”

Make It Easy
Scott Riccio, President of Northeast Charter and Tour of Lewiston, Maine, says that meeting planners want to make transportation one less thing to worry about. “If you can accommodate their needs 101%, then you’ll build a good relationship with the clientele that will refer you to other clients when they come to your city,” he says.

H.A. Thompson: Top driver performance is crucial to earning the loyalty of clients arranging group events.
H.A. Thompson: Top driver performance is crucial to earning the loyalty of clients arranging group events.

Value, Not Price

“It’s definitely difficult to compete with bus companies [that] offer lower prices,” says Bacher, “so you need salespeople who can verbalize the benefits of your service. Assure clients that the coordinators will be your coordinators, you’ll have an on-site point of contact, and you can handle the manifest and confirmations in a group report. Let them know what they’re actually getting for that additional cost.”

H.A. Thompson, President of Charlotte, N.C.-based Rose Chauffeured Transportation, adds that clients ultimately are buying value. “It’s just not bus to bus to bus, price to price to price,” he says. “Prove to clients that because they’re paying more, they’re getting a better product. Let them know that you have $10 million in insurance, a DOT rating, safety records, chauffeur training courses. Send out client testimonials to show your positive track record.”

Some operators may slash prices to compete with other companies, but Sami Elotmani, operations manager at Destination MCO of Orlando, Fla., advises against it. “There is nothing more permanent than a temporary discount. It bleeds your company’s revenue slowly and dilutes your company’s value over time.”


View comments or post a comment on this story. (0 Comments)

More News

NLA Supports, Celebrates Charities At LCT East

Early bird and group discounts end today, so don’t miss your chance to attend this event at the show!

Attention To Detail Sets California Operator Apart

WebXclusive: Millennial operator Aaron Schiff of Ascot Limousine uses his talents to maintain the stellar reputation of his godfather’s company.

Uber's Creepy Drones And Drivers

TNC Travesties Of The Week: The company's marketing techniques prove to be just as aggressive as their independent contractors. 

70 Defining Moments In Luxury Industry History

From the 1970s to the present, check out these incredible events that affect the wider luxury services and products sector. 

Do You Provide Customer Service Or Experience?

Companies may be tempted to stick with the former, but clients can almost immediately notice when the focus isn’t on the latter.

See More News

Facebook Comments ()

Comments (0)

Post a Comment



See More

See More

See More

See More

LCT Store

LCT Magazine - October 2016 $12.95 COVER STORY: * Leverage Tech To Levitate Your Operations * *


Experience the three annual industry events for networking for business, showcasing vehicles and products, and getting the tools for success.

Read About Your Region

What’s Happening Near You?
Click on any state to see the latest industry news and events in that region.

More From The World's Largest Fleet Publisher

Automotive Fleet

The Car and truck fleet and leasing management magazine

Business Fleet

managing 10-50 company vehicles

Fleet Financials

Executive vehicle management

Government Fleet

managing public sector vehicles & equipment



Work Truck Magazine

The number 1 resource for vocational truck fleets

Metro Magazine

Serving the bus and passenger rail industries for more than a century

Schoolbus Fleet

Serving school transportation professionals in the U.S. and Canada

Please sign in or register to .    Close