Operations

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

Windy City Limousine & Bus Wins "Best Of" Award

The company's diverse fleet and years of experience have earned it many achievements.

Fugitaboutit! Operators Deal With NYC Traffic Woes

Weather and mass transit delays always create additional problems, but 50,000 TNC vehicles ratchet up congestion.

Arkansas Operation Recognized As Small Business of the Year

Pinnacle Car Services, Inc. recieved the accolade from the Greater Bentonville Bella Vista Chamber of Commerce.

How To Make Your Buses Comply With The Latest Rules

eNews Exclusive: Joe Guinn guides operators on the best ways to prepare for the large leap from sedans and SUVs to buses and motorcoaches.

What Is The Future Of The New Luxury Traveler?

There is a growing demand for more human connectedness and meaningful experiences for both adults and children.

See More News

Facebook Comments ()

Comments (0)

Post a Comment

Submit

Blog

See More

LCT Store

LCT Magazine - May 2017 $12.95 Post International LCT Show Issue COVER STORY: * Best Operators of 2017: Their Winning Secrets Revealed * *



Connect

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

TruckingInfo.com

THE COMMERCIAL TRUCK INDUSTRY’S MOST IN-DEPTH INFORMATION SOURCE

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