By matching the right vehicle to the right client and offering two distinct levels of service, Carey International has been able to service more clients in Boston.
Company-owned Carey Boston and the wholly owned subsidiary, CTS International, operate from the same 20,000-square-foot facility in Braintree, Mass., offering what may best be described as first class and coach service.
Although Carey’s business model is built on independent operators serving business travelers in specially equipped Carey “L” Series Lincoln Town Cars, management decided not to change CTS’s structure when it acquired the company in 1998. CTS’s 59-vehicle fleet is dominated by spartan Ford Crown Victoria sedans that are driven primarily by employees.
“Carey is excellent at managing the IO model. They are true innovators,” says Larry White, who is responsible for Business Development at Carey. “But they bought CTS because it was successful, so why change it?”
“When you are doing high-volume work – with low-fare rides to the airport that add up to $9,500 per vehicle or more per month – it can be better to use employees,” adds Joseph Winstanley, general manager of both companies.
Independent operators are better when the workflow is generated by bigger jobs that arrive at a slightly slower pace, he says.
CTS’s client base is comprised mainly of local corporations that require affordable and reliable point-to-point service. The bulk of Carey Boston’s work is for “as directed” jobs, such as road shows, which come from the international network’s central reservation center in Washington, D.C.
Both CTS and Carey Boston feed work to affiliates in other cities and run limousines, SUVs and minibuses. The two companies often farm out work to each other when an overbooked schedule calls for more vehicles.
Carey Boston has seen exponential growth by acquiring local companies. Its fleet now numbers 44 vehicles.