<B> Competition Drives Ground Cos.</B>
By Lynn Woods
What else are limo and sedan companies doing to compete for corporate customers? Here are a few trends:<ul>
<li> Consolidation of travel at many corporations has created a demand for one-stop shopping. "More and more, limo companies are able to handle a corporation's many different type of ground transportation needs," said travel consultant Doug Fiorisi, Western regional vice president of Management Alternatives of Stamford, Conn. "They'll have sedans, limos, production-type of services, vehicles for meetings and conventions."
<li> While sedan firms are committed to offering a standard sedan, be it a Lincoln Towncar or, in the case of BostonCoach, a Volvo, many are adding Ford Navigators and Mercedes Benzes to meet the different needs and tastes of corporate travelers. Carey International, for example, recently introduced the Mercedes Benz 2000 to its fleet in Los Angeles, New York and San Francisco. "Typically corporate travelers care about utility, the tried and true Towncar," said Carey senior vice president of operations Devon Murphy, "but they might want something more upscale when they are taking out a client."
<li> The development of electronic booking and billing processes has inspired some ground transportation companies to consider offering corporate clients a discount for quick payment. "A 1 to 3 percent discount for timely payment in RFPs is definitely a trend," said Empire International director of sales Bob Van Ess. While the standard payment period is 30 days, Van Ess said that seven to 10 days is now possible for companies opting for electronic payment.
<li> As ground transportation companies begin to implement more sophisticated automated booking and electronic billing systems, corporations are demanding customizable programs that enable them to capture more data and create seamless links with their in-house systems. Dav El, for example, has "40 different formats with which we can bill a customer," said president Scott Solombrino. "People are more interested in automated billing than booking. It's the next forefront where you'll see improvements.