PARTNERS EXECUTIVE TRANSPORTATION, based in Mineola, N.Y., handles some of the biggest names in the Fortune 500, such as Microsoft and CBS, in addition to the New York Yankees. Yet the company’s formula for success is surprisingly simple.
“An aggressive sales team — they’re going to win every time,” says Executive Vice President Sergio A. Sanchez, referring to the company’s five-person marketing team. “It’s a simple formula: 80% of the people that you call are going to tell you ‘no.’ 10% are going to say maybe. And 10% are going to close.”
Sanchez says that he used to make 300 phone calls a day early in his two decades’ worth of sales experience in the industry. He started in the transportation industry at the age of 18, straight out of high school as a third generation cab driver, and learned early on about the importance of persistence.
“You definitely need to have a thick skin,” he said, “because the rejection level is just too high. Some days, I would make 300 calls and get no response.”
The other half of success comes from good service, Sanchez says.
Chauffeurs working for Partners undergo a two-week in-house training program, studying local geography, customer service, and map reading, including a week on the road under the tutelage of an experienced chauffeur.
For the company, good service also recently has entailed increased environmental awareness, as offering green-friendly services becomes a selling point for many chauffeuring businesses. The company recently adopted the International Organization for Standardization’s 14001 Environmental Management System Standards in its effort to follow through with its “third-party verified environmental sustainability program” under Green Ride Global.
The 14001 standards provide companies with a strategic approach to improve their environmental performances by helping them to identify and control the environmental effects of their activities, and by helping them to implement a systematic approach to reaching environmental targets. “That seems to be the trend of the way the world is going,” Sanchez says. “Everybody is environmentally conscious. And I think it behooves all of us at this point to just take a look and see what we can do for the environment. It’s a good seller and every time I do say it, people’s eyes open wide up.”
Partners Executive Transportation
Location: Mineola, NY
Main Service Region: New York Tristate Area
Fleet Size: 103
Types of Vehicles: Sedans, SUVs
Revenues: $7 million, 2007; $1.7 million, first quarter 2008; $1.5 million, first quarter 2007
Owners/Executives: Executive Vice President Sergio A. Sanchez
Phone: (800) 513-2033