Business Aircraft Utilization Strategies 公务机使用策略(7)

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“I think it’s because time is a pre-cious commodity today. People have work/life balance issues. You’ve got a lot of single parents, you’ve got to think about childcare, all those kinds of issues, and that makes it more and more difficult for people to travel. The easier we can make it, the more accommodating we can make it, the better the track record,” Yeates says.
■ The practice of transporting customers can:
—be used to pick them up, bring them to company facilities, meetings, cultural, entertainment or sporting events and then return them home as quickly as is practical, often on the same day
—provide an opportunity to build relationships, ease communications
—include connections from/to scheduled airline flights
—help those in need to restore service by moving their personnel and equipment
—improve customer access, in both directions
—be used as a courtesy to correct for a
company-induced delay

—engender goodwill

—facilitate
 approvals for the delivery of products or services

—facilitate
 customer contract signing

Warning: Customers can become conditioned to expect a level of service that includes transportation. This can be particularly disadvantageous to non-flying competitors.

Connection-Maker

 

One Small Spoke

News Flash: Business aircraft landing at hub airports often are feeding passengers to the airlines as one small but integral spoke in a larger transportation system.

Ah, the glamorous world of business aviation. The passengers on this flight, from San Antonio to DFW, were enroute to connect with an airline flight to Puerto Rico. All the usual San Antonio-to-DFW airline flights were sold out, so the company plane made the connection possible.
Keith Manning (right), senior vice president for corporate business development for the H.B. Zachry Company, a construction firm based in San Antonio, was aboard this day, along with eight others, enroute to one of their international projects.
“I ride on the airlines probably an average of two to three days a week,” he says. “I belong to all the airline clubs.” Manning estimates that he spends the other half of his travel time on company aircraft.
“The airlines are good for longer trips, cross country, to the hubs of big cities or international travel. Generally, I prefer our aircraft because I can leave when I want. We go to the nearest airport, we can do business enroute and you can go and pick up partners or clients – there are some real advantages there,” he says.
But sometimes, he travels on both in the same day. “We have projects that are in fairly remote cities where the frequency of airline connections is minimal. I have used our aircraft to get to our projects in St. Charles, Louisiana, Baton Rouge, Corpus Christi, Amarillo – places that are a little far afield. We’ll go there for a half-day meeting or so and then hop on the corporate plane and go to the nearest hub and catch a commercial flight to New York or the West Coast for a two- or three-day meeting. This meshes the strengths of both our aircraft and the airlines, where you can do some fast meetings in remote loca-tions, then get to a hub, and then get out on a longer trip.
　
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