Operations

LAB Live Takes Operators Back To Sales School

Lexi Tucker
Posted on April 18, 2018

(Photo Credit: Limo University)
(Photo Credit: Limo University)
NASHVILLE, Tenn. — Limo University's first ever LAB Live event saw operators swarming into the Cannery Ballroom April 9 and 10 for two jam-packed days of sales education. Bill Faeth, founder, planned for 150 people...and had 172 show up. 

After giving a rousing opening address, "Laying the Foundation for a Successful Business," Faeth set the theme that pervaded the presentations from multiple speakers: Client retention and acquisition lies within building tight, genuine relationships.

"If there's no relationship, what's setting your services apart from Uber or Lyft? When you build that true, deep connection, you'll have an opportunity to recover from a future service failure and eventually upsell other services to your client."

Faeth also gave talks on upselling, downselling, and crosselling, and brought operators/sales whizzes Nina Parson (A Touch of Class Limousine Service, Valley City, Ohio) and Mike Barreto (Eagle Chauffuered Services, Brookhaven, Penn.) onstage to discuss how to master the RFP process.

(l to r) Bill Faeth speaks with Kanye Harris, multi-national account manager for Delta Airlines (Photo Credit: Limo University)
(l to r) Bill Faeth speaks with Kanye Harris, multi-national account manager for Delta Airlines (Photo Credit: Limo University)
Guest speakers included:

  • John Boyens, president, The Boyens Group: How to Sell Bigger Deals Faster
  • Kanye Harris, multi-national account manager, Delta Airlines: Selling To and Retaining Fortune 500 Corporate Clients
  • John Bearden: Working Smarter, Not Harder - How to Connect the Dots, Manage Processes, and Get Results
  • Angela Layton, senior meeting planner, NASBA: What Big Meeting Planners Really Want in a Transportation Provider
  • Dee Patel, general manager, The Hermitage Hotel: How to Acquire High Value Hotel Contracts

(Be on the lookout for extended coverage of these sessions in future issues of LCT Magazine).

(l to r) John Boyens, president of The Boyens Group gets ready to go onstage with Faeth (Photo Credit: Limo University)
(l to r) John Boyens, president of The Boyens Group gets ready to go onstage with Faeth (Photo Credit: Limo University)
The event was supported by official sponsor Grech Motors; featured sponsors Limo Anywhere, Complete Fleet Livery Sales, iCars, Book.limo, and Signature Transportation Services; and booth sponsors The Hudson Group and Limo & Bus ComplianceDerek Stafford of Elegant Image Limousine sponsored the networking happy hour and honky tonk bar crawl after hours events. 

Related Topics: airlines, Bill Faeth, Book.limo, continuing education, Grech Motors, hotels, iCars, industry education, industry events, Limo Anywhere, Limo U, Nashville operators, Sales & Marketing, salesperson, Tennessee operators, working with event planners, working with hotels

Lexi Tucker Associate Editor
Comments ( 0 )
More Stories
An ROI (return-on-investment) on a moving vehicle is easy to understand, but difficult to keep consistent. (LCT image)
Article

A Walk Through Coach Profits

NOV. LCT: These simple return-on-investment formulas will help you truly see if your buses of all sizes are making enough money.