LCT June-July 2012

LCT LEADERSHIP SUMMITOCTOBER 22-24, 2012

SEE PAGE 63 FOR DETAILS

LEADERSHIP & 100 LIMOUSINE FLEETS ISSUE

JUNE/JULY 2012 I VOL. 30 • NO. 5 I LCTMAG.COM

INDUSTRY LEADERSHIP:

LINCOLN MKT TOWN CAR:AMERICA’S TOP LIMO CEOEXPLAINS BIG FLEET DECISION

8 INDUSTRY WOMENSHAREINSPIRINGWAYS TO LEAD

YOUNGGUNSDRAW ON ROLE MODELS TO GUIDEMANAGEMENT STYLES

EXIT STRATEGIESTRAININGNEXT GEN TORUN YOUR OPERATIONS

BMW 535I GTMEET THE NEWCOMER TO THE LIMO INDUSTRY

CADILLAC XTSOPERATORS TAKE TEST RUN WITH PROTOTYPE

BOING, BOINGNEW TECH TOOL PUTS SPRING IN LIMO RIDES

SEE WHO IS ON THEBUSINESS TRAVEL RADAR

100LARGEST FLEETS!

P R E S E N T S

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EXCEED THE EXPECTATIONSof those who expect everything.

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Introducing the Lincoln MKT Town Car.

Beyond its distinctive style, the Lincoln MKT Town Car includes advanced technology that makes it easier for your customers to work and your drivers to stay on schedule. Impressive power, cargo capacity and a

smooth, quiet ride deliver new standards in luxury accommodations. Expect even more at fl eet.ford.com/limo.

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2 WWW.LCTMAG.COMLIMOUSINE, CHARTER & TOUR JUNE/JULY 2012

LCT CONTENTS 06-07.12

LIMOUSINE, CHARTER & TOUR (ISSN 1097-4814) (USPS 734-790) is published monthly, except January, April, and August, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals postage paid at Torrance, California 90503-9998 and additional mailing offices. POSTMAS-TER: Send address changes to LIMOUSINE, CHARTER & TOUR, P.O. Box 1068 Skokie, IL 60076-8068. Please allow 4 to 6 weeks for address changes to take effect. Subscription Prices - United States $28 per year; Canada $38 per year; Foreign $50 per year. Single copy - $5; Back Issues - $10; Fact Book - $40. Please allow 4 to 6 weeks to receive your first issue. Bobit Business Media reserves the right to refuse non-qualified subscriptions. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission. For your Information: We sometimes make our subscriber information (i.e. fax, e-mail

or mailing address) available to carefully screened organizations whose products and services may be of interest to you. If you prefer not to have your information made available, please write LIMOUSINE, CHARTER & TOUR, P.O. Box 1068 Skokie, IL 60076-8068.

Member of:

Printed in USA A Bobit Business Media Publication

28 LEADERSHIP: MANAGING FLEETS

Going All-In For The MKT Town CarThe largest chauffeured transportation fleet in the world will be gradually turning over its Town Car Executive L sedans to Lincoln MKT Town Cars.

30 LEADERSHIP: MANAGING PEOPLE

Empowering Employees Four seasoned CEOs share years worth of insights on how to get the best out of their company teams.

32 Inspirational ResourcesIn a diversifying, globalizing industry, the perspective of women leaders and executives set high standards for leadership.

36LEADERSHIP: NEXT GENERATION

New Limo Blood Lines Up Today’s younger owners and executives will be shaping a global, tech-driven chauffeured transportation industry in the decades to come.

40 Mentoring ManeuversIn an industry full of family run businesses, how to hand off the company — and to whom — takes years of planning and preparation.

44 2012 INTERNATIONAL LCT SHOW/NETWORKING

Pitching A HitThe Show proved once again to be the successful incubator of ways to meet affiliates and get more business with its trademark PitchFest.

482012 INTERNATIONAL LCT SHOW/CHARTER & TOUR

Baby Bus StepsExpert limo operators explain how to make sure you buy your first big bus at the right time and with a quality approach to customer service.

50 TECHNOLOGY

Stepping Out With A New SpringLiquid Spring is refining bus suspension technology as it penetrates the vehicle market with a tool that can deliver a seamless mix of stiffness and softness.

54 FINANCE & OPERATIONS

Evaluating Your Values Three key questions can help you determine if you love what you do and are on the right track, or if it’s time to find a way out of your business.

56 NEW VEHICLE REVIEW

Better Late Than NeverThe industry welcomed BMW’s long-awaited entry into the chauffeured market this year with its distinct, flexible vehicle for corporate clients.

60 NEW VEHICLES

Cadillac’s Height Of XTaSyAn LCT editor joins three operators on the first ever test drive of the soon-to-be-selling 2013 Cadillac XTS livery sedan.

4 Social Media 8 Publisher’s Page12 LimoScene70 Small Fleet Business72 Smooth Operator74 Transpo 10175 Global Operator

76 In Focus78 Industry Association80 NLA News & Views84 Farm In/Farm Out99 Ad Index100 Dealers Showroom104 Editor’s Letter

DEPARTMENTS

ABOUT THE COVER Empire CLS CEO David Seelinger becomes the first major industry figure to endorse the Lincoln MKT Town Car.

Who is heading up the company pipeline to take over the family business? 40

Today’s younger industry leaders are training to be the tough top dogs in a transforming industry.

LOOK FORTHESE

INDUSTRYFACES INSIDE

THIS ISSUE

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The fleet of a livery service can say more than transport. A lot more, when it’s Mercedes-Benz. Our

S-Class is the undisputed number-one luxury sedan for business travelers everywhere, while our S350

BlueTEC 4MATIC has a range of over 700 miles. In addition, all other models boast available features like

PRE-SAFE,® 4MATIC all-wheel drive and multizone climate controls, as well as generous Fleet incentives.

So besides asking for the long way, your clients just might ask for your service again. And again. For

more on the Mercedes-Benz Fleet Program, please call 1-866-628-7232 or visit www.Fleet.MBUSA.com.

They’re the kinds of vehicles that tempt passengers to ask for the long way.

The Mercedes-Benz Fleet Program

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4 WWW.LCTMAG.COM

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Facebook’s new Timeline layout allows businesses to tell their company stories, share deals and promotions with custom-ers, and connect with prospective clients in a more compelling, visually driven way. Here are some best practices to maximize Facebook’s marketing potential:1. Upload a cover image. The new Timeline pages have what’s called a “cover image,” which is a banner image that goes across the top of your page. A good cover photo grabs visitors’ at-tention and provides an opportunity for building brand awareness. Think of it as a billboard on your Facebook page. Use a photo that says something about your company, such as a photo of a fl eet ve-hicle or the entire fl eet, with your com-pany’s logo somewhere on it.2. Publish visual content. Timeline’s design emphasizes visual content such as photos and videos. Posts that include pictures can generate double the en-gagement than other types of posts. Post

photos of your vehicles, chauffeurs, of-fi ce staff, famous buildings or popular venues that you bring clients to. If you haven’t made any of your own videos, you can still share videos from YouTube that are relevant and interesting to your Facebook fans.3. Highlight best posts. When you pub-lish something on Facebook, the post will include a little star icon at the top right corner. Clicking it will “highlight” the post, meaning it stretches it out across the entire page to grab viewers’ attention. This works great for photo posts.

Next month, I’ll share three more tips for maximizing Facebook’s business potential.

To see examples of each technique listed above, visit LCT’s Facebook page by scanning the QR code at the bottom right of this page.

LIMOUSINE, CHARTER & TOUR JUNE/JULY 2012

SOCIAL MEDIA PAGE

“BEST OF” COMMENT SAMPLER @LCTmag.com

TWEET, TWEET LCT’s favorite retweets and @mentions

Be sure to visit LCTMag.com, LCT E-News, LCT Blog, and LCT Facebook to post your comments and feedback on any of the content items. LCT will publish the best comments in each issue on this page.

CONNECT WITH LCT MAGAZINE ON FACEBOOK AND TWITTERCheck out LCT’s Facebook Page (www.facebook.com/LCTMagazine) and Twitter Profi le(www.twitter.com/LCTMag) for ex-clusive updates on new happenings

online and in print. New content including event information, E-News articles, and magazine fea-tures are fi rst announced and shared with LCT’s Facebook and Twitter fans. Want to network with other successful operators and participate in interactive discussions? Follow us on Twitter and ‘like’ us on Facebook today!

CONNECTING WITH LCT MAGAZINE

Steve Smith, Re: 2013 Cadillac XTS Among Test Vehicles At GM Product Preview, LCT Facebook, 05/23/2012:Looking forward to test driving it. Looks sharp so far.

Re: Details Emerge On Cadillac XTS Lim-ousine, LCT Facebook, 05/7/2012:Richard Lundquist: So we’ll be returning to the six passenger days.Jonathan Wilner: Ok, let’s get this right, no more 130” & you won’t be able to get three across the back seat. Did I miss anything? How can this be good for our industry?Deena Papagni: What an absolutely gor-geous piece of equipment, Cadillac, if you are listening, please work your engineering magic, we need this vehicle to be larger.

Re: U.S. DOT Shuts Down 26 Bus Operations In Major Crackdown, LCTMag.com, Regulations, 05/31/2012:Barry Gross (LCTMag.com): We concur with the ABA...this is an excellent day for reputable operators!Phil T. Brun (LCT LinkedIn): While this has to do with long-haul motorcoaches, local limousine operators should take warning that more inspec-tions are occurring. With more operators venturing into the CDL/p required vehicles, I fi nd that many do not understand how to even own these vehicles legally, yet alone operate them legally.

LCT MAGAZINE FACEBOOK TIMELINEScan this QR code or visit www.facebook.com/LCTMagazine to see our Facebook Timeline and

access exclusive digital content.

1 Details Emerge On Cadillac XTS Limousine, 5/7/2012

2 Arizona Operators Host Vehicle Open House, 5/16/2012

3 New Luxury Sedan Goes On Sale In Korea, 5/7/2012

4 LCT To Hold Executive Conference At Deluxe Puerto Rico Resort, 5/9/2012

5 Lincoln Taps Young Minds To Design 2025 Lincoln Vehicle, 5/21/2012

How To Effectively Use Facebook Timeline, Part I

Social Media is compiled by LCT associate editor Michael Campos (Michael@LCTMag.com).

TOP 5 FACEBOOK IMPRESSIONSTOP 5 FACEBOOK IMPRESSIONS

1 Cadillac Offers Operator Rebate On New XTS Livery Sedan, Vehicles, 5/7/2012

2 Cadillac XTS Makes California Debut At GCLA Meeting, Vehicles, 5/9/2012

3 Details Emerge On Cadillac XTS Limousine, Vehicles, 5/7/2012

4 2013 Cadillac XTS Among Test Vehicles At GM Product Preview, Vehicles, 5/23/2012

5 Limo Operator Of The Year Launches Mobile App, Technology, 5/30/2012

TOP 5 LCTMAG.COM STORIESTOP 5 LCTMAG.COM STORIES

bfeath: RT @LCTmag: #Limo veteran Jim Luff explains why Face-book for #busi-ness is more than a fad ow.ly/aBV6v #socialmedia

AbsoluteTranspt: limo companies check out/follow @LCTmag on #pinter-est pinterest.com/lctmagazine/ some great marketing work on their boards

premiere1limo: @LCTmag Brand perception is always going to be an issue. We never received a call from someone looking for a Kia or Hyundai.

limopr @LCTmag We @ First Class Chauffeurs feel proud to welcome all you colleagues! All transfers will include Medalla beer and mojitos! Cheers!

Dale Hulvey, Re: Limos.com Appoints New CEO, Adds Board Member, LCT Facebook, 05/24/2012:From an operator’s view Limos.com is a great company. But they need to change many things and improve in many areas.

CLIworldwide RT @LCTmag 26 #bus operations shut down, largest safety crack-down in FMCSA history

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AFTER100YEARS

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FOR SUBSCRIPTION INQUIRIES (888) 239-2455INTERNATIONAL (847) 647-9780

PublisherSARA EASTWOOD-MCLEAN

(253) 983-0515 fax: (253) 983-0516email: sara@lctmag.com

EditorMARTIN ROMJUE

(310) 533-2489 fax: (310) 533-2514email: martin@lctmag.com

Associate EditorMICHAEL CAMPOS

(310) 533-2461 fax: (310) 533-2514email: michael@lctmag.com

Contributing EditorJIM A. LUFF

(661) 831-7955email: jim@lctmag.com

Art DirectorRON RENNELLS

(310) 533-2593 fax: (310) 533-2514email: ron@lctmag.com

Production ManagerHEIDI DIMAYA(310) 533-2559

email: heidi@lctmag.com

Sales CoordinatorCAROL JACK

(253) 983-0515 fax: (253) 983-0516email: carol.jack@lctmag.com

Event ManagerKRISTEN MESSINEO

(310) 533-2576 fax: (310) 533-2511email: kristen@lctmag.com

Audience Marketing ManagerKATIE FILLINGAME

(310) 533-2567email: katie.fillingame@bobit.com

L I M O U S I N E A D V I S O R Y B O A R DRandy Allen, James Limousine, Richmond, Va.

Bill Atkins, Red Bank Limo, Red Bank, N.J.Bill Faeth, Grand Avenue Transportation, Nashville, Tenn.

Diane Forgy, Overland Limousine, Kansas City, Mo.Sue Jarvis, Aristocat Worldwide Transportation, Warren, Mich.

Kyara Kahakauwila, L.A. Limousines, Victoria, B.C.Deena Papagni, A Touch of Class Transportation, Modesto, Ca.

Dawson Rutter, Commonwealth Worldwide, BostonJonna Sabroff, Integrated Transportation Services, Los AngelesScott Solombrino, Dav El Chauffeured Transportation, Boston

H.A. Thompson, Rose Chauffeured Transportation, Charlotte, N.C.

C H A R T E R & T O U R A D V I S O R Y B O A R DRon Sorci, A-1 Luxury Coach

Stephen Story, James River Bus LinesRobert Vaughan, Best Worldwide Chauffeured Transportation

Frierson Mitchener, Senators CoachesKen Caldwell, Designer Limousines

Mark Greer, BusRates.comDan Goff, A Goff Limo.com

B O B I T B U S I N E S S M E D I AChairman EDWARD J. BOBIT President & CEO TY F. BOBIT

Chief Financial Officer RICHARD E. JOHNSON

WELCOME TOTHE FUTURE

The New LCTMag.com Has Taken Off!

FOR A SUCCESSFUL TOMORROW,VISIT LCTMAG.COM TODAY!

5 reasons to check out the all-redesigned LCTMag.com1 UP-TO-DATE NEWS

Look for weekly and daily updates on breaking news of interest to operators.

2 HOW-TO ARTICLESSave time and money for your business with the latest innovative ideas, tips and techniques.

3 RESEARCH TOOLSLook up any person, topic, or organization and get deep, rich multi-media content.

4 SOCIAL SPOTLCTMag.com is where industry leaders share, comment, and network. Read the always-lively LCT

Blog, share thoughts with fellow operators on our Facebook page, and follow our Twitter feed.

5 PREMIUM CLUBRegister and get free access to LCT’s exclusive industry statistics and benchmarks.

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PUBLISHER’S PAGE

Taking a cue from publications such as Forbes and Fortune magazines,

LCT Magazine has dedicated one issue each year to recognize, rank

and profi le leaders within the chauffeured transportation industry.

The issue has morphed in style too, changing names to include the

Black Book in 2009-2011, and as the new Leadership Issue starting

this year. Since 1999, LCT has taken this one special publication on

the road and distributed hard copies to the attendees of the Global Business

Travel Association trade show, providing a ready guide to chauffeured trans-

portation companies capable of handling large corporate fl eet movements. And

sure enough, LCT will be circulated at the GBTA event in Boston in late July.

This issue is by far the most controversial one we produce. Operators

disputing fl eet sizes for all types of reasons have chewed up and spit out the

rankings for years. We keep a whistleblower fi le just for this issue, taking notes

of unreliable or dubious claims. LCT has been blamed for making it easy for

regulators to target companies for audits and lawsuits. The NLA actually uses

it to fact check their members’ fl eet claims to verify that they are in the proper

dues category. Internally, the issue temporarily consumes the editorial staff.

Yet, the beat and the issue go on.

Controversy is a state of prolonged public dispute, usually about a matter

of opinion. In other words, it’s not a bad thing, even when it seems to pain

people. We seek when we are compelled to do so. In many respects, the con-

troversy shrouding the 100 Largest Fleets issue has spurred changes that came

by way of spirited debates over differing perspectives. For better or worse, the

industry wants that.

Rankings and lists are not a new concept; they are a part of life. We grow

up with rankings in school by way of grades and GPAs. The world of sports

revolves around rankings, and companies and employees are evaluated based

on them. By name, rankings create a type of credibility that attracts business

opportunities. If I were a travel manager, this issue would be an important part

of my vendor auditing criteria.

In the all new Leadership version, we now can expand our coverage be-

yond the listings of the largest fl eets. We have much wiggle room for editorial

freedom and can profi le who we see and observe as the most innovative, infl u-

ential, fastest growing, most profi table, and well, notorious! We only touched

on a few of the types of people most noteworthy for our fi rst-ever issue dedi-

cated to leadership. We have plenty of room to elaborate come next year, and

you can count on us continuing our tradition of trying different things.

Please enjoy, keep the faith and share your comments with us. But remem-

ber, love it or hate it, this list is our industry’s Who’s Who and it is here to stay.

Through this issue, we hope to continue provoking change for the better.

FLEETS LIST FOREVERLOVE IT OR HATE IT, LCT’S ANNUAL 100 LARGEST FLEETS LIST IS A CONTROVERSIAL SET OF INDUSTRY RANKINGS WE PLAN TO KEEP.

OPERATORS DISPUTING FLEET SIZES FOR ALL TYPES OF REASONS HAVE CHEWED UP AND SPIT OUT THE RANKINGS FOR YEARS.

SARA EASTWOOD-MCLEANsara@lctmag.com

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®www.krystal.cc

EVOLUTION

12 LIMOUSINE, CHARTER & TOUR JUNE/JULY 2012 WWW.LCTMAG.COM

LIMOSCENE I 06-07 .2012INDUSTRY EVENT

A LOOK AT PEOPLE, PRODUCTS, EVENTS, AND MILESTONES IN THE WORLD OF CHAUFFEURED AND CHARTER TRANSPORTATION

WASHINGTON, D.C. — Limousine indus-try leaders outlined their opposition to chauffeur tips being considered taxable wages when they met with Department of Labor offi cials and visited Congressio-nal offi ces last month during the group’s annual lobbying event.

Dubbed “Day on the Hill,” the May 15-16 event included leaders and board directors of the National Limousine As-sociation, leaders and members of ma-jor state associations nationwide, NLA lobbyists, and infl uential operators with nationwide affi liate networks who all gathered to interact with representatives from key federal agencies as well as Con-gressional representatives and their staffs.

NLA President Diane Forgy consid-ered this year’s event “mission critical” as it focused on presenting industry concerns about the chauffeur wage tip issue. How federal offi cials ultimately in-terpret and apply labor laws — as well as how courts rule on individual cases and Congress possibly legislates on

it — will determine whether operators nationwide are subject to paying over-time on chauffeur gratuities. The NLA says chauffeur gratuities are voluntary contributions from clients and therefore are not considered formal wages. Sever-al operators already have been hit with costly lawsuits and/or Department of La-bor audits on the controversial premise that tips are wages.

“I was extremely pleased with the at-tendance as we were very successful get-ting operators to participate that were from states with key representation on Senate and Congressional committees that directly affect our industry,” Forgy told LCT. “Overwhelmingly I heard that our members successfully relayed our concerns on DOL’s position on overtime being applied to chauffeur tips. Several offi ces made calls on our behalf to DOL on this issue.”

While Day on the Hill participants made inroads in communicating on this issue, much works still needs to be done.

At stake is how the limousine industry does business and how chauffeur gratu-ities will be handled: Will operators still be able to handle pass-through gratuities from clients to chauffeurs or will they have to wash their hands of gratuities en-tirely, leaving it as a completely private transaction between client and chauffeur?

“They clearly understand the impact this decision will have on our industry and the ability to stay in business and offer the best compensation system to our employees,” Forgy said. “However we are still very concerned that the DOL will move forward with its position on imposing overtime on gratuities regard-less of our efforts. We will continue to seek support from our key “champions” on Capitol Hill and are strategizing with our attorneys and lobbyists on other ef-forts to successfully make our case with the DOL.”

[An expanded version of this article appears on LCTMag.com/regulations]—Martin Romjue, LCT editor

CHAUFFEUR TIPS EMERGE AS BIGGEST ISSUE FOR LIMO OPERATORSTHE NLA’S ANNUAL DAY ON THE HILL LOBBYING AND INFORMATION EVENT PROVED INSIGHTFUL ON FEDERAL LABOR AND WAGE RULES.

NLA Day On Hill: Steve Edelmann of Royale Limousine Manufacturers, NLA board director Scott Solombrino of Dav El Chauf-feured Transpor-tation Network, Commonwealth Worldwide executive Tami Saccaccio, John Greene of ETS International, and NLA board director Michael Campbell of Grace Limou-sine were among 60-plus limousine industry fi gures who visited Capitol Hill on May 16 to lobby and raise awareness among key Congresspeople about important industry issues and concerns. The group is pictured in front of the offi ces of Sen. John Kerry, D-Mass.

For more news go to lctmag.com and fi nd late breaking e-news and blogs about the industry.

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Learn more at mbsprinterusa.com

the Automotive News classification of full-size commercial vans.

While the North American brown bear can rise up to 9 feet tall, it can only do so for short periods of time. On the other hand,

the 2012 Mercedes-Benz Sprinter Passenger Van can continually maintain an interior standing height of up to 6’4” without tiring,

putting it squarely on top of the food chain. The Sprinter Passenger Van’s Best-In-Class* standing height means more comfort for

your passengers, and more return business, helping you evolve your company and stay head and shoulders above the competition.

We earned Best-In-Class standing height, but it was a tooth and nail battle.

LIMOSCENE

OPERATORS OUT & ABOUT

CONNECTICUT OPERATION MANAGER GETSYOUNG AWARDNORWALK, Conn. — JOHN MARTI-NEZ, general manager at Teddy’s Transportation System Inc. of Nor-walk, has been selected as a 2012 winner of the “Fairfi eld County 40 Under 40” award by the Fairfi eld County Business Journal. Awards will be presented at a banquet at High Ridge Park Corporate Center in Stamford on June 21. CHARLES WISNIEWSKI, President and CEO, said in a statement: “John has been a singular driving force behind growing Teddy’s into the 2012 Limousine Operator of the Year and fi ve-time winner of Inc. Magazine’s 5000 Fastest Growing Companies in America. During John’s tenure here, Teddy’s added a mid-state presence with the purchase of King Limousine (now Teddy’s Limousine Hartford), ramped up on-time chauffeured executive car service to JFK, LaGuardia and Newark airports as area companies put execu-tives back on the road for global face-to-face meetings, and added numerous new technologies to better serve our clientele, includ-ing an updated, PCI-compliant backend system, on-location alerts, and our recently-introduced Teddy’s Limo mobile app.”

Martinez, a resident of Stamford, oversees operations including dispatch, scheduling, chauffeur hiring and manage-ment, accounting procedures and vendor interface. He had been in the ground transportation indus-try for more than 18 years before joining Teddy’s Transportation in 2007. Before that, he had been vice president for business development at U.S. Limousine in Stamford from 2006-2007.

AWARDS, ACHIEVEMENTS & ACCOLADESAWARDS, ACHIEVEMMMMMENNENNNENENNENNENNENENNNNNNENENNENENNENENNENENNENENENENENENEEEEENENEEEEENENNNEEENNEENEENNNENTSTTTSTSTSTSTSSTSSTSTSSTTTTSTSSTSSTSTSTSTTTTSTSSTSTTSTSTSTSTSTSTSTSTSTSTSTSTSTTTSSSSSSTSSSSSTSSSTSSTTSSSTTTTSTSTSSSS &&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&& AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAACCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCCOLADES

CHICAGO OPERATION SERVICES NATO SUMMITCHICAGO — Windy City Limousine handled the transportation for delegations from France, Germany and Belgium dur-ing the 2012 NATO Summit in Chicago, May 20-21. The company, owned by CEO GEORGE JACOBS, sold out its vehicles every day during and around the Summit. Pictured is Windy City chauffeur Cornell Streanga waiting for the German delega-tion to disembark from their plane at the FBO airport. Windy City was on track in May to have its fi rst $2 million revenue month since the company started in 2005.

BUS CHAUFFEUR MAKES USEOF BIG TOTETAMPA, Fla. — Veteran chauffeur PHIL CARR of Olympus Limousines in Tampa, Fla., has found a portable way to make sure he has all he needs to pass the time between long motorcoach hauls. Carr bought a large tote bag at Wal-Mart several years ago that has proven convenient for carrying all types of personal items, from an air mattress for power naps, to reading material, a pillow, DVD player, and even a PVC pipe to prop open windows on the bus to catch a breeze while napping. “I saw another driver using it and copied his idea. Now I’ve used it for years, ever since driving a bus.” A chauffeur for 11 and a half years, Carr drives 49- and 56-passenger MCI buses and 57-passenger Van Hools.

NLA BOARD GOES TO WASHINGTONNLA board directors LAURA CANADY, GREG PRUITT and MARY PAUL took some time out from the group’s annual Day on the Hill lobbying and political networking event to see some sights around Washington, D.C. on May 17.

A NEW COMPANY MASCOT? DALLAS — Premier Transportation got some favor-able exposure in May when a vacationing client to the Galapagos Islands found a sea lion willing to pose with a Premier cap. Maybe the next sea lion will dip down underneath it and put it on. Then Premier could claim a live mascot.

LIMOUSINE, CHARTER & TOUR JUNE/JULY 2012 15

PEOPLE, POSITIONS & PROMOTIONS

DALLAS OPERATION HIRES MANAGER FROMCANADIAN COMPANY DALLAS — Executive Car Service (ECS) (www.ecslimo.com) recently wel-comed back Dave Erdman as its new affi liate man-ager. Erdman previously worked for the company from 2003 to 2009, but left almost three years ago to work for a limousine service in Canada. “Simon and Joanne Hazan have a lot of great things happening at ECS, and I feel very excited to be a part of the growth plans for the Dallas market as well as nationwide and worldwide,” Erdman said in a state-ment. ECS will celebrate its 20th anniversary later this year. It recently moved into a 15,000-square-foot facility on a three-acre lot just 10-15 minutes from the Dallas-Fort Worth Airport (DFW) and 10-15 minutes from Dallas Love Field (DAL). The company also has expanded its fl eet with three new black Mercedes-Benz Sprinter vans and two new black Turtle Top mini buses (25-passenger and 32-passenger), bringing the size of its fl eet to 38 vehicles.

AT THE RACESWITH LCTChris Hundley, CEO of Limousine Connection based in Los Angeles, tested, went over the data, and qualifi ed for the race in Butonwillow, CA on May 20. The only thing left to get up to speed on was his current issue of

LCT Magazine. Nine days later on Memorial Day, Hundley was a guest of Rick Hendrick, who owns racer Jeff Gordon’s NASCAR team, at the Coca Cola 600 in Charlotte, N.C. Of course he had his LCT issue in Gordon’s pit stall for any downtime during the race.

Me & My LCT

HATS ON FOR LCTThree-year-old James Scott, the grand-son of Arizona operators Barry and Mary Beall of First Class Executive Global in Phoenix, made sure he was properly capped for a hike in May on the Boynton Trail in Sedona, Ariz.

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SOUTHERN CALIFORNIA OPERATOR ADDSTWO PREVOST COACHESSAINTE-CLAIRE, Quebec — A pair of new 2012 H3-45 motorcoaches has joined the all-Prevost fl eet of Palm Desert, Calif.-based Cardiff Limousine and Transportation. The coaches are equipped with three-point seat belts, fi re suppression and tire monitoring systems, and upscale amenities, and a feature not found on every bus: special fans in the ceilings. “It’s very important for us to be able to deal with the high heat of the desert and these fans help keep our passengers and drivers com-fortable when those temperatures soar,” said Cardiff Limousine and Transportation president Gary Cardiff.

TEXAS COACH OPERATOR RECEIVES NEW VAN HOOL FARIBAULT, Minn. — Roadrunner Com-panies, based in Euless, Texas, added a new 2012 Van Hool T2145 motorcoach to its 34 bus fl eet, 18 of which are full-sized coaches. The T2145 is equipped with leather seats, Alcoa DuraBright aluminum wheels, Van Hool’s con-toured parcel rack, and an REI elite video system with 22-inch video moni-tors. The coach is powered by a Detroit

Diesel DD13 coupled to an Allison B500 six-speed automatic transmission.

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LIMOSCENE

CHARTER, TOUR & MOTORCOACHES

LIMOSCENE IS COMPILED by LCT editor Martin Romjue and LCT associate editor Michael Campos. Please send information and photos to Martin@LCT-mag.com or Michael@LCTmag.com. For updated industry news, check out LCT E-News blasted out each Wednesday. Register at www.lctmag.com.

PREVOST RETAINS MARKET SHARELEAD IN FIRST QUARTER 2012SAINTE-CLAIRE, Quebec — The latest motorcoach industry report reveals that Pre-vost held the market share lead of private sector coach sales and overall coach sales in the fi rst quar-ter of 2012. Of the in-dustry’s most popular motorcoach models in Q1 2012, the Prevost H3-45 was the second best-selling coach and the Prevost X3-45 was the third best-selling coach.

MCI DELIVERS TO NEW YORK CHARTER & TOUR OPERATOR SCHAUMBURG, Ill. — Wade Tours, based in Schenectady, N.Y., has taken delivery of a new MCI J4500 motorcoach. The new coach joins an all-MCI coach fl eet, most of them recent J4500s, including one bought last year bringing the fl eet to 27 vehicles. The J4500 comes equipped with a Detroit Diesel DD13 engine, a new standard option. The new J4500 also has 110-volt outlets, Wi-Fi, chrome mirrors and Durabright wheels.

The J4500, which ranked as 2011’s best-selling coach, an honor it’s enjoyed for eight years, features electronic stability control, tire-pressure monitoring and fi re-suppression equipment.

WEST VIRGINIA VA MEDICAL CENTER ADDS PAIR OF MCI COACHESSCHAUMBURG, Ill. — The Louis A. Johnson VA Healthcare System, based in Clarksburg, W. Va., added two new MCI D4005 coaches with patriotic graphics. The new coaches are used for daily scheduled service to transport veterans to the Pittsburgh VA Medical Cen-ter. They come equipped with wheelchair lifts and the latest clean diesel engine technology for near-zero emissions. The coaches were purchased through the Government Services Administration procurement process.

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Read It Here FirstAccess Industry News, Company Announcements,

Laws/Regulations, Vehicle Updates and more

Join us at www.lctmag.com/newsletter

FREE Weekly E-Newsletter

02-97.12

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P R E S E N T S

LCT MAGAZINE’S 2012 CHAUFFEURED TRANSPORTATION

100 LARGEST FLEETSFord Fleet congratulates the 100 Largest Fleets.

It’s a privilege to travel in such distinguished company.

www.fl eet.ford.com/limo

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FORD FLEETPRESENTS THE 100 LARGEST FLEETS

Ranking Company Name: City, State LIMO SEDAN SUV VAN LIMOBUS SHUTTLE/ MOTOR- OTHER T OTAL Name of Owner, CEO, or President MINI-BUSES COACH

1 EmpireCLS Worldwide Chauffeured Services Secaucus, NJ 18 560 101 31 2 11 0 0 723 David Seelinger, CEO 2 Dav El Chauffeured Transportation Network Boston, MA 31 494 82 41 0 5 1 0 654 Scott Solombrino, CEO 3 Tristar Worldwide Chauffeur Services London, UK 0 467 35 2 0 4 0 0 508 Dean De Beer, CEO 4 Music Express Burbank, CA 30 249 62 24 0 11 0 0 376 Cheryl Berkman, CEO 5 Bell Trans Las Vegas, NV 185 26 16 20 4 106 0 0 357 Brent Bell, President 6 Flyte Tyme Worldwide Transportation Mahwah, NJ 4 195 17 18 0 12 0 0 246 Timothy Rose, CEO 7 Bauer’s Intelligent Transportation San Francisco, CA 2 42 21 23 1 85 61 3 238 Gary Bauer, CEO 8 Executive Las Vegas Las Vegas, NV 48 40 23 11 1 64 0 50 237 Carol Jimmerson 9 A-1 Limousine Princeton, NJ 38 117 18 20 3 9 19 6 230 Jeff Starr, President 10 Leros Point to Point Hawthorne, NY 1 173 22 19 0 12 0 2 229 Jeff Nyikos 11 Metro Cars Taylor, MI 3 119 12 30 1 54 4 0 223 Daniel Ret 12 Reston Limousine & Travel Service Inc. Sterling, VA 6 19 4 13 1 116 3 9 171 Kristina Bouweiri 13 All Resort Group Park City, UT 2 8 57 40 0 7 50 0 164 Gordon Cummins & Richard Bizzaro 13 Windy City Limousine and Bus Franklin Park, IL 10 68 30 6 4 24 22 0 164 George Jacobs 15 MTC Limousine and Corporate Coach Bedford Hills, NY 2 93 15 12 0 8 10 0 140 Trevor Franklin 16 Premier Limousine Berlin, CT 41 32 10 11 9 9 23 2 137 Stephen Di Marco 17 Royal Coachman Worldwide Denville, NJ 2 95 5 13 0 11 0 0 126 Jon Epstein 18 California Wine Tours Napa, CA 23 13 8 4 9 38 28 1 124 Michael D. Marino 19 Harrison Global Waltham, MA 9 82 4 6 9 3 0 0 113 David Marcou Jr 20 TOC Chauffeured Transportation Trenton, NJ 6 75 15 8 0 7 0 0 111 Chris Wolfi ngton, CEO 21 A&A Metro Transportation Bridgewater, MA 0 17 0 49 1 37 3 0 107 Thomas Arrighi 22 Hy’s Limousine Worldwide West Haven, CT 31 43 6 3 1 3 0 16 103 Robert Levine 23 Pure Luxury Transportation Petaluma, CA 11 23 10 7 3 45 2 0 101 Gary Buffo 24 Gem Limousine Worldwide Woodbridge,NJ 3 80 4 6 0 2 0 0 95 Barbara Chirico 24 O’Hare Midway Limousine Service Northbrook, IL 14 68 8 2 0 3 0 0 95 George Parker 26 Aristocat Transporation Warren, MI 48 15 7 3 10 10 0 0 93 Sue Jarvis 27 RMA Worldwide Chauffeured Transportation Silver Spring, MD 5 45 11 12 1 16 0 0 90 Robert Alexander 28 Arrow Limousine Red Bank, NJ 8 70 7 4 0 0 0 0 89 Eddie Somers, President 28 James River Transportation Richmond, VA 1 16 1 7 1 29 34 0 89 Stephen Story, President 30 Coastal Car Worldwide Fort Lauderdale, FL 3 49 18 7 0 8 0 2 87 Evan Michaels, CEO 31 Wynne Transportation Irving, TX 2 23 11 5 0 24 15 3 83 Joan Wynne 32 The Driver Provider Phoenix, AZ 2 20 22 12 1 24 0 1 82 Jason R. Kaplan 33 Worldwide Transportation Miami, FL 10 30 17 10 0 6 4 2 79 Alex Malek 34 American Limousine Service of Ohio Cleveland, OH 18 19 10 7 0 2 0 20 76 Bob Mazzarella

IMAGEC O A C H E S

Ranking Company Name: City, State LIMO SEDAN SUV VAN LIMOBUS SHUTTLE MOTOR- OTHER T OTAL Name of Owner, CEO, or President COACH

35 Broadway Elite Chauffeured Services Worldwide East Hanover, NJ 6 48 6 10 1 5 0 0 76 Jason Sharenow 36 Metropolitan Limousine Chicago, IL 6 52 12 4 0 1 0 0 75 Ted Milos, Tom Mulligan 36 Bieber Transportation Group Kutztown, PA 2 10 3 3 0 2 55 0 75 Steve Haddad 38 Crown Chauffeured Transportation Des Plaines, IL 3 60 5 5 0 0 0 0 73 Mary & Matt Paul 39 Chariots For Hire Sterling, VA 20 2 2 3 13 22 10 0 72 Jeff Dausch 40 Bayview Limousine Service Seattle, WA 12 43 8 7 0 1 0 0 71 Rob Hansen 41 Atlantic Limousine & Transportation Atlanta, GA 8 23 8 9 3 9 6 3 69 Robert Oskouie 41 Gateway Limousines Worldwide Burlingame, CA 3 33 14 5 0 11 0 3 69 Sam Amato 41 Rosedale Livery Limited Toronto, OT 2 61 3 3 0 0 0 0 69 Peter Dinnick 41 USA Transportation Fort Lauderdale, FL 2 25 9 9 0 18 4 2 69 Michael Solomon, President 45 Cooper-Global Chauffeured Transportation Inc. Atlanta, GA 8 26 7 8 2 10 3 4 68 Dennis Cooper, Owner 46 A Goff Limousine and Bus Company Ruckersville, VA 6 10 6 2 0 17 26 0 67 Ana Regina Goff 47 El Paseo Worldwide Ground Transportation Solutions Inc. San Jose, CA 11 26 3 3 2 17 1 2 65 James Brown 48 Grand Avenue Chauffeured Transportation Nashville, TN 4 16 7 6 3 5 14 6 61 Carl Haley, Owner 48 R&R Road Limo Service New York, NY 1 37 17 6 0 0 0 0 61 Joseph Rosenberg 50 Cardiff Limousine Palm Desert, CA 4 15 5 6 1 11 17 1 60 Gary Cardiff 50 Unique Limousine Inc. Harrisburg, PA 7 20 3 3 1 13 1 12 60 Jim Salinger 52 Best Worldwide Chauffeured Transportation Huntington Beach, CA 3 25 7 6 1 14 3 0 59 Robert Vaughan 53 ETS International Randolph, MA 5 34 12 5 0 2 0 0 58 John M. Greene 53 Premier Transportation Dallas, TX 4 28 10 4 5 7 0 0 58 Eric Devlin 55 Limousine Livery New Orleans, LA 18 11 8 9 2 7 0 1 56 Christy Dirks 56 Integrated Transportation Services (ITS) Los Angeles, CA 2 40 6 7 0 0 0 0 55 Jonna Sabroff 57 Ambassador Limousine & Sedan Inc. Clearwater, FL 9 12 6 6 2 9 5 5 54 Kenneth J. Lucci 57 Celebrity Worldwide Chauffeured Transportation Malvern, PA 3 31 8 3 0 6 2 1 54 Dennis B. Adams 59 Global Alliance Worldwide Chauffeured Services Ltd. Toronto, OT 5 26 10 7 1 4 0 0 53 Joe Ironi, President 60 American Luxury Limousines New Orleans, LA 16 20 4 4 0 8 0 0 52 Michael Brinks 61 Huhse Transport Group Pty Limited Warner, Australia 40 0 2 2 1 5 0 0 50 Sir Darryl Huhse 61 Red Oak Transportation Port Chester, NY 3 30 4 3 0 3 0 7 50 Andrew Stoppelmann 63 Dolphin Transportation Specialists Naples, FL 2 8 6 5 0 21 5 2 49 Francis Papps 64 Rose Chauffeured Transportation Charlotte, NC 1 17 5 4 0 9 12 0 48 H.A. Thompson 65 Boca Raton Transportation Inc. Boca Raton, FL 8 20 8 3 0 7 0 0 46 P. Rodney Cunningham 66 Total Luxury Limousine St. Paul, MN 13 12 5 3 8 1 1 2 45 Dave Murray 67 Goldcrest Transport Ltd. Plainview, NY 7 25 7 3 1 1 0 0 44 Mark Goldston 68 American International Transportation Services Inc. Monterey, CA 4 11 8 9 1 9 0 1 43 Louis J. Farrell

69 Black Tie Limousine, Inc. Haverhill, MA 11 16 7 4 2 1 0 2 43 Mark Mollica 70 Reliance Worldwide London, UK 0 29 13 0 0 0 0 0 42 Reza Choudhury 71 Presidential Worldwide Transportation Denver, CO 5 20 7 6 0 3 0 0 41 Shane Stickel 72 Custom Coach and Limousine Gorham, ME 1 2 1 1 1 3 27 2 38 Gregg Isherwood 72 LimoRide Clifton, NJ 15 12 4 2 2 3 0 0 38 Gary Leranian/CEO 72 Executive Car Service Carrollton, TX 1 26 5 4 0 2 0 0 38 Dave Erdman 72 Overland Limousine Service Kansas City, MO 4 20 7 3 1 3 0 0 38 Diane Forgy 72 Route 22 Limousine Corp. Hillside, NJ 16 2 1 1 5 0 0 13 38 Oscar Casas, CEO 72 Sterling Limousine & Transportation Services Newtown, PA 8 17 5 3 2 3 0 0 38 John A. Donohoe Jr. 72 Premiere Transportation Group Albany, NY 5 14 4 4 2 6 3 0 38 David J. Brown 79 Crown Limousine L.A. Los Angeles, CA 13 10 7 3 4 0 0 0 37 David Navon, President/CEO 80 American Limousines Inc. Baltimore, MD 7 5 2 0 3 9 0 9 35 Gary L. Day 80 Star Limousine Service Vancouver, BC 10 8 4 8 1 3 0 1 35 Ranjiv Sandhu 82 Company Car and Limousine Cleveland, OH 1 28 2 2 0 1 0 0 34 Stephen M. Qua 82 First Class Chauffeurs Carolina, Puerto Rico 3 7 10 6 1 2 0 5 34 Robert Rodriguez 84 Lucky Limousine and Towncar Services LLC Portland, OR 7 12 5 2 3 4 0 0 33 Al Jochim 85 Pontarelli Companies Chicago, IL 1 15 3 5 1 5 2 0 32 Arthur J. Rento 85 Lynette’s Limousine Service Inc. Wilmington, MA 16 4 2 1 2 1 1 5 32 Lynette Baudanza 87 Le Limo Shrewsbury, MA 7 8 3 2 6 1 0 3 30 Andrew Foilb 87 Premier Transportation Minneapolis, MN 2 15 3 8 1 1 0 0 30 Janet Cherrier 89 United Limousines AG Offenbach am Main, Germany 0 18 4 7 0 0 0 0 29 Michael Oldenburg 89 AAA Worldwide Transportation Clinton, NJ 3 18 3 5 0 0 0 0 29 Ken Schapiro 91 Regency Limousine Inc. Wilton, CT 5 18 2 0 2 0 0 0 27 Stephen M. Summerton 92 James Limousine Service Richmond, VA 3 14 2 1 2 3 1 0 26 Lynn Allen 93 Able Limousine Inc. Hopkinton, MA 4 12 2 2 1 2 0 1 24 Michael Callahan 93 Premiere 1 Limousine Middletown, PA 13 7 1 1 1 0 1 0 24 Douglas Rydbom 95 API Global Transportation Gold River, CA 8 4 1 2 4 1 0 3 23 David Kinney 95 BAC Transporation Anchorage, AK 5 2 4 7 2 0 2 1 23 Charlles Grimm 95 Perfect Rides Vernon, CT 6 10 3 4 0 0 0 0 23 John Davis 98 Giorgio’s Limousine Service Buffalo, NY 4 6 1 2 5 2 1 1 22 James Barwell 98 Olympus Worldwide Chauffeured Services Atlanta, GA 0 15 3 2 0 2 0 0 22 Johan DeLeeuw 98 Matchless Transportation Nashville, TN 4 5 3 3 1 0 0 6 22 Diane Nesbitt

FORD FLEETPRESENTS THE 100 LARGEST FLEETS

Ranking Company Name: City, State LIMO SEDAN SUV VAN LIMOBUS SHUTTLE/ MOTOR- OTHER T OTAL Name of Owner, CEO, or President MINI-BUSES COACH

IMAGEC O A C H E S

Available in print and digital formats. www.LCTmag.com/subscribe

We Deliver the Tools You Need.Increase Revenue While Cutting Costs

Each issue of LCT Magazine provides operatorswith 100+ actionable items to increase

business by covering:

New Vehicles / Business Travel / Management & LeadershipSurveys & Trends / Charter & Tour / Finance & Operations

Insurance & Safety / Customer ServiceMarketing & Sales

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24 SPECIAL ADVERTISING SECTION JUNE/JULY 2012 WWW.LCTMAG.COM

ARIZONA

First Class Executive Global2410 S Central Ave. Phoenix, AZ 85004 p: (602) 347-7825f: (602) 595-7931email: barry@fceglobal.comWebsite: www.fceglobal.comContact: Barry Beall

The Driver Provider3439 S 40th St.Phoenix, AZ 85040p: (602) 453-0001f: (602) 453-3049Email: sk@driverprovider.comWebsite: www.driverprovider.comContact: Jason Kaplan

Vitesse Worldwide4600 E. Washington St.,Suite 300Phoenix, AZ 85034p: (800) 637-3373f: (203) 353-9709Email: clientservices@vitesseworldwide.comWebsite: www.vitesseworldwide.comContact: Mary Thompson

CALIFORNIA

CLI Worldwide Transportation23152 Verdugo Dr., Suite 190Laguna Hills, CA 92653p: (877) 581-7531f: (949) 829-9226Email: info@cli-worldwide.comWebsite: www.cli-worldwide.comContact: Joe Magnano

Crown Limousine L.A.12300 W Washington Blvd.Los Angeles, CA 90066p: (310) 737-0888f: (310) 737-0890Email: reservations@crownlimola.comWebsite: www.crownlimos.comContact: Marc Perkins

Ecko Transportation Inc.2417 Britt WaySan Jose, CA 95148p: (877) 359-3256f: (650) 204-6971Email: info@eckolimo.comWebsite: www.eckolimo.comContact: Harry Dhillon

El Paseo Worldwide 111 N Market St.San Jose, CA 95113p: (408) 727-0000f: (408) 988-9294Email: vipdesk@elpaseolimo.comWebsite: www.elpaseolimo.comContact: James Brown

Highline Charter5545 Morro Way, #K5La Mesa, CA 91942p: (619) 569-4078f: (619) 741-4999Email: highlinecharter@gmail.comWebsite: highlinecharter.comContact: Fahri Cimen

ILS International LiveryServices Inc.9903 Santa Monica Blvd., #293Beverly Hills, CA 90212p: (310) 390-2224f: (310) 727-0712Email: ali@ILSLimoS.comWebsite: www.ILSLimoS.COMContact: Ali Mohammedi

La Costa Limousine2770 Loker Ave.Carlsbad, CA 92010p: (760) 438-4455f: (760) 438-4456Email: rickb@lacostalimo.comWebsite: www.lacostalimo.comContact: Rick Brown

Reserve Limo3670 Glendon Ave., #237Los Angeles, CA 90034p: (818) 230-7298f: (323) 300-8467Email: reservelimo@ymail.comWebsite: www.ReserveLimo.comContact: Leo Dashuta

Upscale Executive Transportation12523 Limonite Ave. Eastvale, CA 91752p: (800) 807-1228f: (951) 270-0119Email: info@upscalelimos.comWebsite: www.upscalelimos.comContact: James Weatherall

COLORADO

Centennial Transportation8101 E Prentice Ave., Suite 700 Greenwood Village, CO 80111 p: (303) 925-0000Email: info@centennialdenver.comWebsite: www.centennialdenver.comContact: Youssef B. Marrakchi

Hermes Worldwide, Inc. 3250 Oakland St., Unit ADenver, CO 80010p: (303) 577-7600Email: reserve@hermesworldwide.comWebsite: www.hermesworldwide.comContact: Jorge Sanchez

MT LIMOUSINE LLC2323 S Troy St., Unit: 1-218Aurora, CO 80014p: (720) 341-7722f: (720) 230-4858Email: Contact@mtlimoservices.comWebsite: www.mtlimoservices.comContact: Mo Tazi

CONNECTICUT

Premier Limousine76 Fuller WayBerlin, CT 06037p: (860) 828-9111Email: info@premierlimo.comWebsite: www.premierlimo.comContact: Steve DiMarco

Serlin International Limousine569 Commerce Dr. Fairfi eld, CT 06825p: (800) 762-6927f: (203) 908-3788Email: reservations@serlinlimo.comWebsite: www.serlinlimo.com Contact: Jeff Serlin

Vitesse Worldwide2701 Summer St.Stamford, CT 06905p: (800) 637-3373f: (203) 353-9709Email: clientservices@vitesseworldwide.comWebsite: www.vitesseworldwide.comContact: Mary Thompson

INTERNATIONAL DIRECTORY OF

Chauffered Transportation ServicesThis handy reference guide for corporate travel managers showcases

major global transportation companies

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SPECIAL ADVERTISING SECTION JUNE/JULY 2012 25

NEW JERSEY

AAA WorldwideTransportation79 Beaver Ave., Suite 6Clinton, NJ 08809p: (800) 932-7789f: (908) 735-2574Email: amayer@aaaworldwidetrans.comWebsite: www.aaaworldwidetrans.comContact: Alex J. Mayer

A-1 Limousine2 Emmons Dr.Princeton, NJ 08540p: (800) 367-0070f: (609) 452-0816Email: AAngelini@A1Limo.comWebsite: www.A1Limo.comContact: Al Angelini

Air Brook Limousine18 Overlook Ave.Rochelle Park, NJ 07662p: (201) 843-7272f: (201) 368-2247Email: reservations@airbrook.comWebsite: www.airbrook.comContact: Jeff Petroski

BMW Group300 Chestnut Ridge Rd.Woodcliff Lake, NJ 07677p: (201) 307-4455Email: drew.mcclelland@bmwna.comWebsite: www.BMWUSA.com/FleetContact: Drew McClelland, corporate sales manager

Class A Transportation LLCP.O. Box 286Milltown, NJ 08850p: (800) 688-5466f: (732) 246-5465Email: jwitt@classatransportation.comWebsite: www.classatransportation.comContact: Joe Witt

DLA Executive Limousine Corp.P.O. Box 637Lake Hopatcong, NJ 07849p: (877) 352-0101 f: (973) 230-0698Email: info@dlalimo.comWebsite: www.dlalimo.comContact: Danny Arias

Flyte Tyme Worldwide Transportation81 Franklin Tpk.Mahwah, NJ 07430p: (888) 888-LIMO (5466) f: (201) 529-5291Email: reservations@fl ytetymelimo.comWebsite: www.fl ytetymeworldwide.comContact: Tim Rose, President

Gem Limousine Worldwide70 Amboy Ave. Woodbridge, NJ 07095p: (800) 223-1161f: (732) 596-0800Email: sales@gemlimo.comWebsite: www.gemlimo.comContact: Joseph Gulino

LOUISIANA

American Luxury LimousinesP.O. Box 19878New Orleans, LA 70179p: (800) 631-5466f: (504) 486-4000Email: res@americanluxury.comWebsite: www.americanluxury.comContact: Michael Brinks

Carey New Orleans-Signature LiveryP.O. Box 9020Metairie, LA 70055p: (800) 495-0201f: (504) 837-5607Email: accounting@signaturelivery.comWebsite: www.signaturelivery.comContact: Edward Sakakeeny

MASSACHUSETTS

DPV Transportation Worldwide175 McClellan Hwy.Boston, MA 02128p: (781) 346-3798f: (617) 567-5820Email: reservations@dpvtransportation.comWebsite: www.dpvtransportation.comContact: Daniel Perez

ETS International57 Teed Dr.Randolph, MA 02368p: (617) 804-4801f: (617) 773-0980Email: jgreene@etsintl.netWebsite: www.etsintl.netContact: John Greene

Premier LimousineBoston78 Willow Ct.Boston, MA 02125p: (617) 282-7500Email: info@premierlimo.comWebsite: www.premierlimoboston.comContact: Steve DiMarco

MICHIGAN

Metro Nationwide24957 Brest Rd.Taylor, MI 48180p: (800) 456-1701f: (734) 946-5908Email: nationwide@metrocars.comWebsite: www.metrocars.comContact: Mark Hayden

MISSOURI

Overland Limousine Service401 Ward Pkwy, Level AKansas City, MO 64112p: (913) 381-3504f: (816) 756-3208Email: info@kclimo.comWebsite: www.kclimo.comContact: Diane Forgy

FLORIDA

AmbassadorTransportation Group13910 Northwest 6 CourtMiami, FL 33168p: (305) 256-0000f: (305) 687-2092Email: info@atgluxury.comWebsite: www.atgluxury.comContact: Myron Fonseca

Worldwide Transportation Service, Inc. 15001 NW 42nd Ave.Miami, FL 33054p: (305) 271-4900f: (305) 279-8182Email: info@worldwidetransportation.comWebsite: www.worldwidetransportation.comContact: Alex Malek

GEORGIA

Action Worldwide Transportation4350 North Henry Blvd.Stockbridge, GA 30281p: (770) 507-1727f: (770) 506-2041Email: info@actionlimousines.comWebsite: www.actionlimousines.comContact: Tammy Carlisle

Cooper-Global ChauffeuredTransportation 2711 Peachtree SquareAtlanta, GA 30360p: (866) 723-5466f: (770) 454-7976Email: reservations@cooper-global.comWebsite: www.cooper-global.comContact: frich@cooper-global.com

Greene Classic Limousines1359-B Ellsworth Industrial Blvd. Atlanta, GA 30318p: (404) 875-3866f: (404) 875-0076Email: info@gcllimo.comWebsite: www.greeneclassiclimousines.comContact: Jeff Greene

ILLINOIS

Metropolitan Limousine1836 S Wabash Ave.Chicago, IL 60616-1615p: (312) 808-8000f: (312) 225-9025Email: reservations@metropolitanlimo.comWebsite: www.metropolitanlimo.comContact: Chuck Psotka

Pontarelli Companies2225 W Hubbard St. Chicago, IL 60612p: (312) 226-5466f: (312) 226-1300Email: info@pontarellico.comWebsite: www.pontarelliischicago.comContact: Arthur Rento Jr.

26 SPECIAL ADVERTISING SECTION JUNE/JULY 2012 WWW.LCTMAG.COM

2012 INTERNATIONAL FLEET DIRECTORY

TENNESSEE

T-Star Limousines Inc. 6236 E Shelby Dr.Memphis, TN 38141p: (901) 853-5466f: (901) 435-6172Email: tstarlimousine@comcast.netWebsite: www.tstarlimos.comContact: Donell Todd

Austin Black Car Service3709 Promontory Point,Suite B-206Austin, TX 78744p: (512) 590-1986Email: info@austinblackcarservice.comWebsite: www.austinblackcarservice.comContact: Joe Cisneros

Executive Car Service1400 Bradley LaneCarrollton / Dallas, TX 75007p: (972) 385-2228f: (972) 818-8690Email: dave@ecslimo.comWebsite: www.ecslimo.comContact: Dave Erdman

Integrity ChauffeuredTransportation3917 Saddlehead Dr.Plano, TX 75075p: (972) 596-5300f: (971) 499-1234email: info@integrityct.comwebsite: www.integrityct.comContact: George Lewis

Royal Carriages Limousine, Inc. 9212 Rasmus DriveHouston, TX 77063p: 713-787-5466f: 713-787-6227email: info@royalcarriages.comwebsite: www.royalcarriages.comContact: Tony Alyassin

VIRGINIA

James River Transportation915 N Allen Ave.Richmond, VA 23220p: (804) 342-7300f: (804) 342-7373Email: sales@JamesRiverTrans.comWebsite: www.JamesRiverTrans.comContact: Craig Treanor

INTERNATIONALAUSTRALIA

Penguin Cars & LimousinesUnit 13 / 1-15 Tramore Place, Killarney HeightsSydney, New South Wales 2087p: (61) 2-9453-2229f: (61) 2-9453-2227Email: penguinlimo@ozemail.com.auWebsite: www.penguinlimo.com.auContact: Kris Korkian

NEW YORK

Bassett International Corp.48-08 70th St.Woodside, NY 11377p: (718) 639-5466f: (718) 565-5466Email: info@bassettlimousine.comWebsite: www.bassettlimousine.comContact: Bassett Cheriet

Business Class Limo33-46 55th St.New York, NY 11377p: (888) 225-6767f: (718) 565-2285Email: info@businessclasslimo.comWebsite: www.businessclasslimo.comContact: Eugene Klebanov

Goldcrest Transport Ltd.P.O. Box 925Plainview, NY 11803p: (516) 822-5555f: (516) 822-5797Email: info@goldlimo.comWebsite: www.goldlimo.comContact: Jennifer Donneruno

Limousine Service of Westchester10 New King St., Suite 209White Plains, NY 10604p: (914) 592-8534f: (914) 761-3238Email: reservations@lswlimo.comWebsite: www.lswlimo.comContact: Melissa Thornton

Luxor Limo Inc.502 Avenue UBrooklyn, NY 11223p: (718) 998-4111f: (347) 702-6899Email: luxorlimo@luxorlimo.comWebsite: www.luxorlimo.comContact: Simon Chkifati

MTC Limousine & Corporate Coach Inc. 296 Adams St.Bedford Hills, NY 10507p: (914) 241-9211f: (914) 241-9503Email: jeanne@mtclimousine.comWebsite: www.mtclimousine.comContact: Jeanne Caputo

Park Place Transportation2021 Turk Hill Rd. Fairport, NY 14450p: (585) 223-6244 f: (585) 223-9439 Email: scott@rochesterlimousine.comWebsite: www.rochesterlimousine.comContact: Scott Pizzo

NORTH CAROLINA

Logic Limo - A CapitalCity Sedan Co. 1230 S Saunders St. Raleigh, NC 27603p: (919) 834-3455f: (919) 821-4030Email: info@LogicLimo.comWebsite: www.LogicLimo.comContact: Bradley Watkins

Peak Limo &Car Service2815 Longspur Dr.Charlotte, NC 28105p: (704) 568-1200Email: info@peaklimo.comWebsite: www.peaklimo.comContact: Faith Glasgow

Prime Time Limousines& SedansP.O. Box 1642Sanford, NC 27331p: (919) 708-5466Email: info@primetimelimo.netWebsite: www.primetimelimo.netContact: Jerry Thomas

OKLAHOMA

VIP Limousine700 N Tulsa Ave. Oklahoma City, OK 74107p: (800) 438-3336f: (918) 488-8332Email: okcviplimo@yahoo.comWebsite: www.viplimo.netContact: Charles Cotton

VIP Limousine1831 E 71stTulsa, OK 74136p: (800) 438-3336f: (918) 488-8332Email: viplimotulsa@yahoo.comWebsite: www.viplimo.netContact: Charles Cotton

PENNSYLVANIA

Premiere #1 Limousine Service2000 Vine St. Middletown (MDT), PA 17057p: (717) 616-8995f: (717) 616-8415Email: info@premiere1limousine.comWebsite: www.premiere1limousine.comContact: Doug Rydbom

SOUTH CAROLINA

Going CoastalTransportationP.O. BOX 316 Isle of Palms, SC 29451p: (843) 216-8483f: (843) 278-9167Email: info@goingcoastaltransportation.comWebsite: www.goingcoastaltransportation.comContact: Clayton Dennard

SPECIAL ADVERTISING SECTION JUNE/JULY 2012 27

MC Limousine & Sedan ServiceP.O. Box 5866 High River, Alberta T1V 1P3 CANADAPhone: (403) 269-5466Email: info@mclimo.comWebsite: www.mclimo.comContact: Cory Goodman

Niagara Classic Transport10 Henegan Rd.Virgil, ON L0S1T0p: (905) 468-4132f: (905) 468-0099Email: david@nctcanada.comWebsite: www.nctcanada.comContact: David J. Mole

Rosedale Livery Limited3687 Nashua Drive, Unit 12Toronto, Ontario L4V 1R3p: (800) 268-4967f: (905) 677-7051Email: information@rosedalelivery.comWebsite: www.rosedalelivery.comContact: Peter Dinnick

The New International LimoVia Rosa, 25Venice, Italy 30171p: (39) 041-961-765Email: info@newinterlimo.comWebsite: www.newinterlimo.comContact: Marina Brugnaro

JAMAICA

Galaxy Leisure andTours Limited75 Red Hills Rd.Kingston, Kgn 20 Jamaicap: (876) 925-4176f: (876) 925-6975Email: leisuretours@yahoo.comWebsite: www.galaxyleisuretours.comContact: Heron Thompson

PUERTO RICO

Exclusive Luxury TransportationP.O. BOX 37945San Juan, Puerto Rico 00937Country: USAp: (787) 860-0105f: (787) 860-0106Email: info@exclusivelt.comWebsite: www.exclusivelt.comContact: Frederick Deweert

Royal Star Limousine2022 Calle Celestial, Marginal Los AngelesCarolina, PR 00979p: (787) 253-2355Email: res@limo4pr.comWebsite: www.limo4pr.comContact: Erica Gardner

CANADA

Aerocar Service102-8360 Bridgeport Rd.Richmond, BC V6C 3C7p: (604) 298-1000f: (604) 298-1060Email: angela@aerocar.caWebsite: www.aerocar.caContact: Angela Mackinnon

Bennington WorldwideChauffeuredTransportation Inc.6215 Kennedy Rd, Unit AToronto, Ontario L5T 2S8p: (905) 670-5466Email: brian@benningtonlimo.comWebsite: bennington@benningtonlimo.comContact: Brian Beaulieu

Global Alliance WorldwideChauffeured Services Ltd.476 Evans Ave.Toronto, ON M8W 2T7p: (416) 410-3555f: (416) 224-2934Email: reserve@global-alliance.caWebsite: www.global-alliance.caContact: Joe Ironi

smart. exciting. ready.

CORPORATE HEADQUARTERS: 99 Newark Street, Haverhill, MA 01832 ph. 978.374.4530 or 800.544.5587 • fax 978.521.5425 • www.royalelimo.com • email: sales@royalelimo.com

Where Craftsmanship Counts™

www.royalelimo.com

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LCT0312royalemkt13.indd 1 3/21/12 10:06 AM

Management & Leadership / Fleet Vehicles

During a keynote speech to a ballroom full of industry col-leagues last November, the CEO of the largest limousine company in the U.S. joked about Lincoln’s choice to re-place the retiring Town Car Executive L.

“I’m going to catch [fl ak] for that from Lincoln, but the MKT is not going to work for us,” David Seelinger, CEO of Empire CLS Worldwide Chauffeured Services, told the gathering.

Six months later, Seelinger has back tracked a bit, to put it mildly. In a May 30 interview with LCT, the three-decade in-dustry leader said he plans to eventually replace his Lincoln Town Car Executive L’s — a majority of his 560 sedans na-

tionwide — with the 2013 Lin-coln MKT Town Car. Empire CLS bought eight MKT Town Cars on May 29 for its San Francisco fl eet, and by the end of the year, plans to have 100 MKTs ferrying clients in San Francisco, Los Angeles, New York and northern New Jersey. And as Empire CLS cycles out its sedan fl eet within the next two years, Seelinger plans to replace all of his Town Car Ex-ecutive L’s with Lincoln MKT Town Cars.

PURCHASING POWERSeelinger’s leadership on the MKT Town Car will reverber-ate throughout the chauf-feured transportation industry as much of Empire’s vast af-fi liate network — estimated to number thousands of fl eet ve-hicles in the 20 largest metro areas — likely will pick up the cue and buy MKT Town Cars to seamlessly accommodate farm-in clients. Empire CLS ranks No. 1 on the 2012 LCT 100 Largest Fleets List with 723 vehicles nationwide.

“We’re certainly not insist-ing they buy them, but the choices are limited,” said

Seelinger, also the founder and CEO of BeTransported.com. “Many of the [affi li-ates] have R-Class Mercedes because they saw us buying them, so many of the affi li-ates will now do the same for MKT. . . Because of our size, we’ve been very suc-cessful in the industry. Peo-ple are drawn to what we are doing.”

GETTING THEREAs of May 31, Ford Fleet Lim-ousine & Livery Vehicles re-ported that it had received more than 1,200 orders for the new MKT from operators na-tionwide and the vehicle went into production mid-March. The Empire CLS endorsement and purchasing infl uence is a welcome development for Limo/Livery which has had to combat some skepticism about the MKT from a loyal industry customer base that collectively mourned the loss of its beloved Lincoln Town Car sedan. Lincoln fi rst an-nounced the MKT Town Car in September 2010 after a period of intense market re-search and industry input.

MKT TOWN CAR CHOSEN FOR MAJOR LEAGUE SERVICE

ONE OF AMERICA’S LEADING LIMO CEOS GIVES THE SUCCESSOR TO THE LINCOLN TOWN CAR A BIG BOOST AS HE CHOOSES IT AS A PRIMARY FLEET VEHICLE.

By Martin Romjue, LCT editor

ALTERNATIVESEXPLOREDTHE DECISION to go with the MKT was a gradual, deliberate one, as Seelinger made an informed choice based on trying out multiple vehicles. Empire CLS par-ticipated in trial programs for the Hyundai Equus and Genesis models, which are now being sold to the limousine industry and were on display for the fi rst time at the 2012 International LCT Show. Empire CLS tried out the vehicles in its Los Ange-les-based fl eet, getting positive feedback from clients on the $60,000 Equus model.

The Genesis lacked adequate legroom in the back seat, while the Equus was priced too high, Seelinger said. “We had the test program with the Equus and the car was very well received, but at the time we didn’t know the sticker price. . . . I met with them and the sticker price is not what I thought it would be. Although it is a great car, and I drove it for several weeks, I don’t think they are there yet in terms of getting their arms around a total [livery] package. I haven’t been able to obtain a fi nance direction with them yet.”

DSECAUCUS, N.J. —

Empire CLS CEO David Seelinger cites an expanded luggage area and rear seat comforts as distinct advantag-es that led him to select the 2013 Lincoln MKT Town Car as his primary fl eet vehicle choice going forward.

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sues. We have a close relationship with them on our fl eet. We had so many of the [previous] Town Car Executive Ls and we have found things out before they were aware of them. We worked closely with Lincoln and they always responded very favorably.” —Martin@LCTMag.com

offi cial OEM specs.“There will be things that go wrong

that we’ll talk to the manufacturer about and will work closely with them as we always have,” Seelinger said. “Hopeful-ly what issues come up [with the MKT Town Car] will get resolved quickly. Lin-coln has been very good about such is-

“It’s been a diffi cult transition for ev-erybody,” Seelinger said. “The old Town Car was such a workhorse and everyone was sad to see it go. I got more worked up over that than I should have. . . It was only when they fi rst announced it that I got discouraged, but didn’t everybody? We’re past that today and will embrace Lincoln as before.”

Seelinger said the crossover body style has distinct advantages, especially cargo capacity that is 40% more (with spare tire removed) than that of the Executive L se-dan. Besides, the vehicle’s crossover style is “the way the world is going.”

He elaborated: “I felt in the begin-ning when the Town Car Executive L was going away that things weren’t pro-gressing as I thought they should. I feel different about that today. The new car is really nice.”

WHY MKT TOWN CAR?Seelinger cited several reasons for his evolved view of the MKT Town Car: He’s had a chance to drive it, his clients like it, and the vehicle he originally planned to use as a replacement, the Mercedes-Benz R-Class, a crossover-styled vehicle shaped much like the MKT, was discontinued this year for the U.S. market.

“We bought much of the R-Class; it was a beautiful car, but it did not have a livery program and it’s not sold in the U.S. any-more,” Seelinger said. “We were impressed with the [MKT] Town Car. The livery pack-age is very attractive. I don’t know me-chanically how it will hold up [yet], but most Ford products hold up well.”

Seelinger praised the partially reclin-ing rear seats in the MKT Town Car, rear center console controls that exceed those on the Executive L sedan, GPS capability and technology advances, and the overall interior comfort. “When we bought the [fi rst] MKT, we took it to clients and they said it looked sharp on the inside, so we said it will be our staple now.”

A LINCOLN FUTUREIn the fi nal analysis, Seelinger said he also realized the strong, longstanding business relationship between his com-pany and Lincoln would continue to be an advantage in choosing the MKT Town Car. He always has valued the open com-munication with Ford Fleet Limousine & Livery Vehicles about resolving any issues or problems with vehicles. Empire CLS is a warranty shop for Ford/Lincoln so it is authorized to do all of its maintenance on Lincoln vehicles in-house according to

SEELINGER SAID THE CROSSOVER BODY STYLE HAS DISTINCT ADVANTAGES, ESPECIALLY CARGO CAPACITY THAT IS40% MORE (WITH SPARE TIRE REMOVED) THAN THAT OF THE EXECUTIVE L SEDAN.

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Management & Leadership / Principles

service errors. “Anyone [who] has a hand in an error, from reservationists to dispatchers, handwrites a personal apol-ogy letter to clients that comes with correspondence from the management team,” Devlin says. “That accountability and ownership opens their eyes and helps them concentrate on the consequences of mak-ing an error.”

Premier regularly uses mys-tery shoppers to make sure chauffeurs stay current on service standards. The same shopper evaluates chauffeurs the same way. “We like to use the business model of provid-ing the exact same positive experience in cars with the chauffeur’s personality sprin-kled in,” Devlin says.

Most importantly, good leadership also means a will-ingness to do all kinds of tasks, no matter how menial, he adds. “I do all the things that everybody does. I deliver cars to service centers, run vehicles to chauffeurs when needed, answer phones and take reservations, participate in service failure follow ups, sit in on chauffeur meetings, and take part in the hiring pro-cess. Leadership by example is

LEADING WITH HEART, NOT EGO

David Seelinger learned some enduring lessons along the way about handling employees.

Seelinger, CEO of Secaucus, N.J.-based Empire CLS World-wide Chauffeured Services, stressed the need to avoid micro-managing while leading with “you’re your heart, not your ego.”

“I certainly tried many dif-ferent [approaches] over the years, and what has been most successful is allowing people to apply their creativity to their positions and use their own thought processes, and not try to do real-time hands-on man-agement,” Seelinger said. “You try to get them to use the cre-ativity in themselves.”

Seelinger, also the founder and CEO of online start-up Be-Transported.com, leads a New Jersey-based global chauf-feured transportation company of 800 employees that gener-ates about $165 million in an-

nual revenues. It is the largest privately held luxury transpor-tation company in the world.

Micro-management clear-ly did not work out well for Seelinger. His old approach wore down employees with too much overriding. “When I was a micromanager and was too busy in daily mat-ters, it consumed me to the point where I had no life of my own. By not micro-man-aging, and letting them be all they can be, they really de-velop a tremendous passion for business. Now I can focus on future and other projects underway all related to trans-portation.”

Seelinger fi nds weekly team meetings an effective way to hold managers ac-countable. “When something comes up and someone needs input, they can get hold of me. This industry can consume you 24/7. Custom-ers have interesting needs and high expectations. I am very quick to point out to the entire team that there’s a time and place for this and also for yourself and your family. There’s always someone else who can take over. There are other capable people you can empower to do the same work and make decisions.”

In the intense environ-ment of customer service, Seelinger reiterates that there are no wrong decisions when handling the requests and demands of clients. “If the in-tent was to take care of the customer, then that’s fi ne. We can talk about the hows and whys later.”

KNOWING WHAT YOU KNOW BEST

DALLAS — The fi rst step to effective man-agement for operator Eric Devlin is to dis-

cern between what he knows very well and what he knows somewhat. That way he can focus on the areas he special-izes in while taking more of a hands-off approach in others.

“I’m going to micro-man-age in areas I’m profi cient in, which is customer service and marketing, and I’m going to leave the dispatching and fl eet maintenance and daily operations that sometimes bog down an owner of a company to people I pay to do those things,” said Devlin, CEO of Premier Transportation in Dal-las, a 2009 LCT Operator of the Year and No. 53 on the LCT 100 Largest Fleets List. “In that regard, I’m a macro-manager.” Devlin, who has a degree in marketing, also closely devel-ops the company’s advertising and social media strategy.

Devlin leads 89 employees, including 11 managers and team leaders, and runs a fl eet of 58 vehicles. He is involved in all key decisions, such as purchasing, cash fl ow and service failures, but he makes sure his cadre of managers knows how to develop recom-mendations and plead their cases.

For customer service, Dev-lin has set up a detailed sys-tem of following up with clients and communicating within the company on any

FRONT LCT CHECKED IN WITH FOUR VISIONARY INDUSTRY CEOS ON WHAT LEADERSHIP PRINCIPLES By Martin Romjue, LCT editor

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ness strategies, resolves issues quickly, and reinforces clear management expectations, Solombrino says. When ev-eryone talks through things at the same time, then everyone ends up on the same page go-ing forward.

Training/retraining: At Dav El, chauffeurs and employ-ees follow the comprehensive Four Seasons training regi-men to ensure peak perfor-mance and service delivery. “You must have consistent and ongoing training programs at all levels. We spend a lot of time training, retraining and overtraining. . . It helps avoid mediocrity in a company,” he says. “That’s the glue that holds everything together.” Dav El’s chauffeurs, for exam-ple, go through Four Seasons-style training programs every six months.

“You have to have a culture of people who care,” Solom-brino says. “This is not 9 to 5. It is a cultural evolution in a company. You have to like the company you work for and the people you work with.”

the best way to train and make sure everyone in the company is on same page.”

Devlin, who often comes in on Sunday afternoons to get more work done, also suggests being around most of the day, every day when in town and not traveling for business. “Employees appreci-ate when they see you doing the grunt work as well as the high profi le luncheons and awards ceremony.”

LEADING STARTSWITH EMPLOYEES

PETALUMA, Calif. — At Pure Luxury Transporta-tion, the leadership ap-proach that nets the best

customer results begins with how employees are treated.

“We treat every single one of our employees like our customers,” says Gary Buffo, owner of Pure Luxury, which has 148 employees and 101 vehicles. It is ranked No. 22 on the LCT 100 Largest Fleets List. “If you treat your employ-ees and staff like they are your customers, they will treat your customers the way they want to be treated. We’ve been do-ing that from day one.”

Employees and managers in turn take the best care of end-users, the source of pay-checks, Buffo adds. “It all goes to respect. When there is an issue, we deal with it. When there is a paycheck dispute, it gets resolved ASAP. If there are personal issues, we help out a bit. Their issues are our issues, and when the custom-er has a problem, it’s not the customer’s problem, it is our problem.” Buffo and his wife, Jennifer, have been running Pure Luxury for 21 years.

Seeing employees and cus-tomers as one and the same sets a prime example for good service and teamwork, Buffo says. “We take that and put it right back to the employ-ees. Our employees are our customers, too.” Such an ap-proach helps minimize turn-over. In an industry known for itinerant employees, Buffo wants to make sure that any employee who leaves does so in an atmosphere of mutual respect.

Hand-in-hand with respect goes a systemized structure for training, he says. Chauf-feurs who are well trained will feel supported and represent the business well. “Chauf-feurs are the ones on the front lines.” Pure Luxury chauffeurs get a mix of in-house and on-the-road training, covering all the places where the compa-ny does business. It gets into such fi ner points as the park-ing details and procedures at various hotels, how to drive with minimal pressure on brakes and gas pedals, listen-ing closely to what customers

are saying, and the necessity of wearing a black jacket at all times. So if a client mentions a winery, that chauffeur should immediately know how to fol-low up and get the client an appointment at that winery, Buffo says. “One of the things we’ve done is if there is a complaint, the ride is comped. It may cost us a lot of money, but that has saved us money in the long run by keeping the customer and building money back into the company.”

SENIOR TEAM HUDDLES HELP SET DIRECTION

BOSTON — After more than three decades of running chauffeured transportation opera-

tions and attending countless trade shows and conventions, industry CEO Scott Solombri-no has heard about plenty of leadership and management approaches.

So when the CEO of the 654-vehicle Dav El Chauf-feured Transportation Net-work (No. 2 on the 100 List) picks a few, you can count on them being ones worth trying.

Solombrino, also an NLA board director and leader in the Global Business Travel Association, stresses the im-portance of: 1) Regular meet-ings and communication with senior management staff; 2) Constant ongoing training and performance measurement for employees.

Senior team meetings: Con-sistent conferring with top managers yields the best busi-

LINERS HAVE WORKED BEST DURING YEARS OF RUNNING LUXURY TRANSPORTATION COMPANIES.

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Management & Leadership / Industry Women

All Points LimousineLeominster, Mass.Lead by example: “I used to own a ga-rage so I’m the lady who can change a tire, alternator and tri-rod end while creat-ing fi nancial reports and handling a sale,” Laramee says. “When my employees see my competency, two things occur: I earn their respect and they’re motivated to try their hardest. I also communicate to my team where we are as a company and where we’re headed. Being open with my employees allows them to be open with me. I’m always looking for the next

great idea on safety, customer service or effi ciency, and I urge my team to share their opinions. For every 10 ideas, one usually gets implemented.”

Stand your ground. “I am known to be a bulldog when it comes to my rules. Every employee knows All Points Limo advocates safety, courtesy to clients and courtesy to one another. That’s of the ut-most importance to me, and if you cross that line, you will do it only once.”

Put a face to your name. “As a lead-er of a company, I meet with clients or would-be clients two to three times a week. It has been a big help in creating a strong feeling of loyalty with my current client base and showing prospective cli-ents I’m available to take on their trans-portation needs. [Operator] Carrie Peele is the reason I put my picture on my business card. Few operators do this, but it’s a real asset because customers buy the personal service, not the car.”

Avante Limousine & Transportation W. Lebanon, N.H.Sheri Barnes, owner of Avante Limousine & Transportation, believes in the value of mentors. “If you pay attention to what the successful people around you are saying, you’re bound to learn something,” she says. Her personal list of industry gurus in-cludes: Dawson Rutter of Commonwealth Worldwide; Philip and Linda Jagiela of Ai-res Limousine; Mark Mollica of Black Tie Limousine; and Matt Harrison, a limousine industry consultant. She offers the follow-ing compilation of foundational advice:• Network, network, network. Get to

know people in your community, and attend tradeshows and association gatherings.

• Be open to learning. Try to bring one thing back from each event to imple-ment or share with employees.

• Grow your business through social net-working. Use techniques such as SEO, Twitter and Facebook, and participate

INDUSTRY WOMENTAKE THE LEAD

EIGHT OPERATORS SHARE TIPS AND BEST PRACTICES ON

Company leaders often bear the heavy burdens of numerous tasks: Mon-itor cost effi ciency, manage affi liate relations, keep current with tech-nology, and supervise a team of workers, who also can be very human. What’s more, leaders are held accountable for a team’s performance and must act as a personal motivator and role model. Eight women of the chauffeured transportation industry recently told LCT how they call the shots, where they get their inspiration, and what effective leader-ship techniques they’ve developed along the way.

BECKYLARAMEEPRESIDENT

SHERIBARNESOWNER

Q & A Spotlight: Jonna Sabroff LOS ANGELES — Ask Los Angeles operator Jonna Sabroff about a male-dominated industry and she’ll point out the many husband-and-wife partnerships and families running small limousine businesses.

Sabroff, President of Integrated Transportation Ser-vices (ITS), located next to Beverly Hills, has been part of such a team since she and her husband, Al Sabroff, founded the company in 1990 after he bought two smaller Southern California limousine companies with a com-bined fleet of 19 vehicles. The ITS fleet now numbers more than 50 luxury vehicles.

Before entering the chauffeured transportation industry, the couple met and worked in the aerospace industry. Al was vice president and general manager for the NASA Division of TRW (now Northrop Grumman) and Jonna a contract manager assigned to various proposal and negotiation teams such as the Space Station and Star Wars. As was the case then, their skills and leadership roles are complementary. Al is the CFO and Chairman of the Board who does financial planning, oversees the selection and financing of vehicles, prepares monthly financial statements, handles payables, and supervises accounting. Jonna oversees marketing, sales and operations. She also has served as a vice president of the Greater California Livery Association and helps the group strategize on legislative and regulatory matters.

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in charity events. • Think of yourselves as “professional

people driving professionals.” You need to look sharp, be sharp, and pay at-tention to detail. Even the condition of your vehicles’ windows and fl oor mats represent your company’s standards.

Buffalo Limousine, Buffalo, N.Y.The most vital lesson owner Carla Boc-cio learned from her parents, John and Camille Patti, the founders of Buffalo Limousine, is that happy workers equal a happy business.

Boccio and her husband/co-owner, Frank, make it a point to remind their employees that they’re doing a good job at least once a week. Usually it’s a verbal compliment. But if a customer mentions their satisfaction, Boccio will type it up and post it on a bulletin board in the em-ployees’ lounge.

“I pride myself on the success of my business, and in order to be successful,

I have to rally my troops,” Boccio says. “Success means a very low employee turnover rate. We have chauffeurs who have been here for over 20 years.”

To further motivate her team, Boc-cio also has created a rewards program. When an exceptional comment comes in from a customer, the named employee gets a gift card to Dunkin’ Donuts or Starbucks. The program also includes maintenance workers and car washers; employees can nominate each other.

“It’s a unique technique that generates a lot of accomplishment,” Boccio says. “Invest! A little gift card goes a long way, and people should be rewarded for out-standing service.”

First Class Executive Global, Phoenix Mary Beall credits operators Sue Jarvis and the late Carla Boroday as her indus-try champions. From them she learned the following tips: • Offer your employees good benefi ts.

BEING A SUCCESSFUL LEADER AND RUNNING A BETTER FLEET.

By Brittni Rubineditorial assistant

CARLABOCCIOCO-OWNER

MARYBEALLVICE PRESIDENT/PARTNERS MANAGER

We give our chauffeurs one week of paid vacation a year. We also host an-nual dinners in which employees can bring their families.

• If your operation caters to the corpo-rate world, your staff members must be discreet. Arrive 15 minutes early — the chauffeur always should be waiting on the client; never the inverse.

• Build profi les for your clients. Track their preferences for future trips. If someone likes to stop by Starbucks on their way home, make note of it.

• Always follow up with clients to fi nd out both what they liked and what you could be doing better.

• Surveys are key. Evaluate how your fl eet and chauffeurs are performing statistically.

Dash Limousine and Sedan ServiceSan FranciscoCultivate relationships: “I’m building my business based on relationships. You

MERYLKELSOOWNER

Q: How did you overcome challenges in a male-dominated industry? A: Any challenges I have experienced have only served to strengthen my resolve to achieve my goals. Hard work is the most effective method to overcoming challenges, both fair and unfair. As Abraham Lincoln said, “Always bear in mind that your own resolution to succeed is more important than any other.” I set out to meet and understand needs and desires of our exist-ing and potential new clients. I worked with companies larger than ours, at times much larger, to understand their policies and business practices that have led to their success. I built on my government interface experience with TRW and applied this knowledge and understanding to the RFP process and the

over-regulation by state and airports.• • •Q: What’s one piece of advice you’d like to pass on to other newcomer women in the industry?A: This industry offers women opportunity. To avail you of these opportunities, you must act. Nothing can be accomplished without action. Go, do, accomplish that which is in front of you. It is also important to de-velop goals and be self-disciplined and highly motivated. There are many examples of successful women in this business who have done just that. Look for a woman you admire and emulate her. • • • (continued on page 34)

Management & Leadership / Industry Women

want an affi liate to know you by name when they pick up the phone, especially if you’re sending them work.”

Limit your driving: “Several mentors told me I should stop driving and put my focus on running and promoting the business,” Kelso says. “I will never get out of the car entirely — I think it reinforces customer loyalty — but my mentors are right. Now that I don’t drive every day, I am more able to keep my eye on the numbers and operations, and I can still connect with clients by phone.”

Don’t be a homebody: “San Francis-co is a very saturated market. To break into it, you have to be pretty aggressive to take business away from others or at least get a piece of it. I don’t work much with local companies; instead, most of my affi liates are out of state or interna-tional. I meet them at shows and they’ve been very good for business.”

J&B Executive Transportation, Inc. Troy, Mich. • Be an approachable boss. Don’t give

yourself a huge luxury offi ce with big-screen TVs; show your employees that

you’re fair and simple. Get to know your staffers personally; they all know my children!

• We found it helps to pay employees weekly. We also give our drivers gratu-ity money right away. They prefer to have cash fl ow more frequently.

• Invest in technology upgrades to make business more effi cient. GPS is a huge timesaver, plus you can track mileage honestly.

• Expand your own farm-outs to bring in more income.

• Set up your offi ce so chauffeurs can bet-ter handle last-minute scheduling chang-es. Make sure items such as laminated signs, markers and badges are organized and easily accessible so employees can grab what they need and go.

Green Carpet LimoSan Francisco As one of the few alternative luxury-transportation services in the industry, Green Carpet Limo has a clientele that consists of high-profi le individuals and celebrities. The company is often viewed as an extension of its customers’ brand;

immaculate service is essential.Owner Erin Shields attributes much of

Green Carpet’s operational success to the power structure she has created, as she delegates a signifi cant amount of leader-ship to her employees. “When the team is empowered, they make decisions from a more entrepreneurial perspective,” Shields says.

For example, the company’s lead chauffeur has a strong role in the hiring process. He interviews candidates and narrows them down for Shields. This op-portunity has helped improve his work, she says. “My team is only as strong as its weakest link. And this concept holds true in this industry.”

Shields also grants her employees the power to make crucial decisions on the spot. “This has been vital to creating long-term relationships and maintaining integrity,” she says. A few months ago, a chauffeur’s vehicle was towed while on the job. Thinking quickly, he hailed a cab and delivered his client to her next meet-ing. During the meeting, he retrieved the car from impound and was able to re-sume their tight schedule without much of a hitch. “When they know they can offer viable solutions that make a big dif-ference, everyone wins.”

Additionally, Y Fray of EcoLimo in Los Angeles has served as a guide and re-source to Green Carpet. “Fray is willing to share the ins and outs of the industry through the perspective of a niche mar-ket company,” she says.

JULIEDOTANPRESIDENT

ERINSHIELDSFOUNDER

Q: What is the vision you have created for yourself and your team?A: The vision for our company is to provide quality

transportation, each and every ride. To implement this vision, we monitor our performance in every area. A report is issued every eight hours, detailing each incident, noting the account and people involved. An incident might be a report of an accident or a chauffeur being late for a pick-up. This report notifies every supervisor, manager and salesperson. It allows the company to react quickly to rectify problems. • • •Q: As a leader of your company, how do you motivate yourself? A: Associate with successful people. I am inspired by the accomplishments and determination of successful people in our industry. There are so many I admire. I have watched them grow their businesses, accomplish amazing things, face overwhelming challenges and ultimately achieve success.• • •Q: Who have you learned from?A: I have learned much of what I know about this business from other business owners. I have worked for many suc-cessful companies as an affiliate. I have taken their best prac-tices and adopted them as my own. I have gained so much knowledge and experience about this industry in that manner. Also, I believe that joining your local and national limousine

associations will enrich you as an owner. When you are part of these associations, you are learning about the business climate in your area, networking with other limousine owners, and protecting your business from out-of-control legislation and regulations. In short, my advice: Become an affiliate for a com-pany you admire; join and participate in your state and national associations. The learning never stops if you are open to it. It is a great business.• • •Q: Which management/leadership techniques have you applied to your operation? How have they contributed to its success?A: One of the biggest mistakes small companies make is to operate their business out of their checkbook. I know it is tempting, but many small companies grow into larger ones and the owners fail to upgrade their financial management techniques. This can be a serious challenge as a company at-tempts to grow; it can be a fatal mistake in a crisis. My husband has provided the leadership and management techniques that we have applied in our operation. He has provided sound financial management by making sure we have the data we need available to obtain lines of credit, and more importantly, to know where we stand monthly so we can make timely budget corrections. To effectively manage your company, you must have financial statements. You cannot manage what you cannot measure.

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Management & Leadership / Young Leaders

HOW TO BETOP DOGSOME OF THE INDUSTRY’S RISINGSTARS SHARE THE INFLUENCESAND INGREDIENTS FOR STRONGLEADERSHIP. THEY ALSO KEEP TABS ON THE DIRECTION OF THE CHAUFFEURED TRANSPORTATION BUSINESS.By Michael Campos, LCT associate editor

Joe Magnano / CLI WorldwideTransportation/ Laguna Hills, Calif.

> Leadership is about three things: Vision, empathy and com-munication. Don’t just focus on the bricks; see the whole building. Remember that every-one has a story, so be patient. Talk. Explain. Ask. Listen.

> Inspire trust and clarify purpose, it

empowers people to unleash their talent and put their intelligence, creativity and resource-fulness to use.

> I draw inspiration from Steve Jobs. He was innovative, passionate, and had family values.

> I love the challenges that each day brings. The idea of conquering them motivates me daily.

> None of the Town Car replacement options have quite hit the nail on the head in my mind. This is a time-will-tell issue. As more compa-nies get client feedback over the next couple of years, we will have a better idea of what the standard will be.

> Keep family fi rst. Live life every day.

> Patience is needed in every situation.

Matt Assolin / Nikko’s Worldwide ChauffeuredServices / Houston, Texas

> I was battalion commander of an ROTC unit my senior year of high school, responsible for about 250 kids at the age of 17. I bring a sense of military leadership to the company.

> Leaders are made, not born. Your people have to trust you. Demonstrate that your judgment is sound and they will follow you.

> A strong leader is direct and tells people if they’re doing a bad job or a good job, or that it can or can’t be done a certain way.

> I think that so much needs to be done to rewrite the rules in this industry. There are people who rip-off clients and ven-dors and affi liates, owners who screw over their own employees when it comes to pay. I’m sorry, but what industry allows this? In our industry it’s commonplace.

> You don’t play with people’s money, because it’s not right. Everybody needs to get paid and make a living.

> When you make mistakes — and it’s a when, not an if — it’s about what you do to compensate and save the relationship with the client, like, “You know what? Dispatch screwed up. I’m sorry. What can I do to make it up to you?”

> Create brand awareness through little details. That will help differentiate your company from competitors.

> The customer experience is top priority. That’s how you succeed in this business.

> I admire Starbucks. Starbucks is about the customer experience and the quality of the coffee. The experience at every Starbucks is the same.

> The most important lesson I’ve learned from my Dad is keeping your word.

> It’s not about how quickly your company grows; it’s about longevity and placing things in place to foster your growth for years or decades.

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Management & Leadership / Young Leaders

Matt Levine / Hy’s Limousine Worldwide / New Haven, Conn.

> It’s not just about giving orders and telling people what to do. You have to con-nect with people or else they aren’t going to buy into what you and the company are trying to accomplish.

> A good leader is confi dent and takes responsibility for his or her actions. He sur-rounds himself with capable people and delegates the proper tasks to the right people to maximize produc-tivity.

> Clients are impatient as ever and I think eventually everyone will be booking everything on their phones.

> This industry is extremely

demanding, so you have to learn to remove yourself when you are away. Oth-erwise it can get a little unhealthy.

> My father has been a major infl uence for me over the years. His knowledge and industry experience have been an invaluable source of growth for me.

> Apple is a company that everyone should aspire to be like. They’ve been up, down, and have reinvented themselves so many times. They continue to stay ahead of the curve.

> Don’t stress too much about the day to day issues

that arise. They’re ultimately going to occur. Take a deep breath and start again tomor-row.

> Always be honest and stick to your word. You’re only as good as your reputation. Don’t do anything to tarnish it.

Collins Ogada / Bella Luxury Limousine/ Allentown, Penn.

> Inspired employ-ees are able to look beyond their next pay-check and into their long-term prospects with a company. It takes a good leader to paint that picture and describe it in compel-ling terms.

> I don’t like asking my employees to do

things that I’m not comfortable doing, and that has a gone a long way in helping retain good people.

> The one thing that will continue to shape the industry is technological change, and em-bracing new technology is not just a matter of necessity but survival.

> I’m always fascinated with the diversity of the passengers we move every day.

> I would like to see the industry adopt some kind of a professional certifi cation program that would ensure consistency in services rendered.

> I admire Starbucks not just because of their great global brand, but also because of their social investments, especially the great work they’re doing with inner city schools.

> I have always been a fan of Cadillac and will continue to have them in my fl eet.

> My Mom always said that if you do some-thing for the right reason, everything else will fall in place.

> Always under-promise and over-deliver. You gain customers for life when you consistently exceed expectations.

Bob Nashawaty / Accent Limousine Service/Milford, Mass.> Great leaders are visionary, adaptable, and strongly committed to the success of not just the project but also the team members.

> My father and mother, Rick and Susan Nashawaty, were the amazing duo at the helm of our company for over 20 years. Their style of leadership earned them great respect and true success. I lead by their example.

> Our industry is going to be increasingly regulated, putting even more of a burden on operators. On a positive note, I see the indus-

try standing up to its responsibility to properly deal with waste and minimize pollution.

> With Google’s driverless cars continuing to have success, I can imagine having a fl eet of driverless cars all powered by online transactions. How cool would that be?

> It’s fruitless to undercut one another while the cost of operating has only increased.

> Success can be found even in failure. Learn from mistakes and try again.

Myron Fonseca /Ambassador Limousine &Transportation / Miami, FL> When I started my fi rst business at 19 years old, I put down a deposit for offi ce space. An older gentleman named Sal told me what paperwork I needed in order to occupy the space. I called the city offi ce to get a particular permit and waited for a call back. When Sal asked me if I got all the paperwork, I told him I was waiting for the person from the city to call me back. To which Sal replied, “Don’t wait for that person to do your job.” If I wanted it to get done, I needed to work hard to get it done.

> Most young entrepreneurs walk into business intent on turning a million overnight. At 20, I thought along those lines. That is rarely the case. It takes time.

> Great leaders surround themselves with people who are more successful and intelligent than they are. They watch and learn.

> I would love to spend time with Henry Ford. I would talk with him about his visions and how he fi gured out to hire the right people for his company.

> Life is by far the greatest learning environment. You have to take calculated risks to be successful. However, you have to know that the po-tential benefi ts far exceed the costs in taking those risks, and you have to manage the risk and its potentially nega-tive effects.

> Building a successful busi-ness requires steadfast culti-vation of networks, innovation, leadership and timing, among other things. Constant pursuit of perfection and adaptation.

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Ryan Cupp / Blue Lakes Charters & Tours / Traverse City, Mich.

> It takes a good team to make the wheels go round.

> A good leader is humble, leads by example, admits mistakes and recognizes his followers’ strengths.

> Dale Carnegie is my number one inspiration and my father is a close second.

> In my eyes, Indian Trails is the best [charter and tour] company around.

> There are only two things certain in life: death and taxes.

> Always get money in advance.

> A good leader knows how to ask the right questions and take accountability for his actions, while being respectful and demand-ing the respect of those around him.

> I look up to my fa-ther, who started a com-pany in our basement in 1979 and took it public onto the Nasdaq stock exchange in 1990.

> Technology will op-timize the chauffeured transportation industry. Specifi cally, the areas of scheduling and reserva-tions will be streamlined to minimize unused vehicle time, deadhead-ing, and reservationist resources.

> I am a big fan of the Lincoln MKT Town Car, although I still haven’t driven one.

> Just when you’re about to run out of pa-tience, you need to dig down deeper and fi nd another helping.

> Business is about people just as life is about people. If you don’t have a handle on people skills, everything else will take much more effort, or won’t work at all.

> Don’t waste your time trying to prove people wrong. Instead, show them how they can work together with you to cre-ate the outcomes that benefi t both of you.

Michael Campbell / Grace Limousine / Manchester, N.H.

> It seems the best leaders are people who consistently conduct themselves in an exemplary manner, and who have earned a high level of respect based

on that conduct. It’s tough to lead without respect.

> There is a need for streamlining of processes and cohesion in practice.

> I don’t think the ideal replacement [for the Town Car] exists at this point, but of the options we have, the Mercedes E-350 is at least proven for livery.

> This business can consume you. I am continually learning how to be the absolute best operator I can be while keeping in perspective the importance of being a healthy, balanced person.

Eli Darland /Rare FormLimousine /Seattle, Wash.

Management & Leadership / Succession Planning

The All-American dream for many of us is to start our own successful business. We dream of one that will make us rich and provide well for future gen-erations of our family.

For those who succeed and pass the business down through multiple genera-tions, careful planning of the hand-off from one generation to the next must take place. While it may seem natural to hand it off to the oldest child when the time comes, the oldest child may not be the best choice or may not even want the business, says David K. Nicholas, a CPA with more than 30 years of experience specializing in emotional and fi nancial is-sues of family owned and managed busi-nesses. Nicholas is a registered represen-

tative of Transamerica Financial Advisors, Inc. and founder of Stewardship Advisors LLC. He has assisted multiple generations in succession planning and execution of equity transfers. Nicholas advises on fi nancial investments, management and tax law matters.

THE TEST DRIVEBefore you bequeath the business in your mind to anyone, it might be a good idea to have them work in the business. The assumed heir to the throne just might decide against inheriting it after trying it out. Or you may discover the business philosophies of your offspring vary greatly from yours, and you want to preserve a certain management style or company image. Once the company

is handed over, these philosophical dif-ferences can cause deep wounds that can destroy a family, Nicholas says. If you decide to bring your children into the business, they should learn all as-pects of it. This will allow you to see the areas where they excel and where they may need additional guidance during the transition period.

FROM EXPERIENCEAll of our boys have worked in the busi-ness at various times in their lives. It al-lowed me to see who had what it might take if the business was ever handed down to them. It was an enlightening experience. We operate a valet parking service as an extension of the limousine business. Every kid worked in valet even

HANDING OVER THE REINS TO REIGNWHEN IT IS TIME TO RETIRE, WHO WILL TAKE OVER YOUR BUSINESS?

SUCCESSION PLANNING FOR THE FUTURE OF YOUR BUSINESSIS THE ULTIMATE TEST OF LEADERSHIP — AND LETTING GO.

By Jim A. Luff , LCT contributing editor

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LIMO_0612nextlead.indd 40LIMO_0612nextlead.indd 40 6/13/12 1:31 PM6/13/12 1:31 PM

cluded in business discussions, although he does not actively participate in deci-sions. Brion Sr. believes it is important for him to learn the reasoning behind business decisions and learn why things are done a certain way. This provides a platform for decision making in the fu-ture. The growth plan includes learning to clean cars, dispatching, taking reserva-tions, making schedules, and routing so he is thoroughly versed in all operations.

“I think earning respect is the fi rst place he has to start,” Brion Sr. says about earning the company. “The ONLY way to understand what we do and why we do it is to do it himself. You can’t run a com-pany if you can’t do everything necessary to run the company.”

THE STEIN THEORYPerhaps the most well known father-son team in the industry is National Limou-sine Association board director Ron Stein

Svenson of Salisbury, N.H. started Four Star Limousines in 1993. Their son, Brion Jr. was one year old. He is now 20 and poised to take over the business in the fu-ture and keep it going. Four Star operates a fl eet of nine vehicles in the Massachusetts, New Hampshire and Maine regions with an emphasis on the Seacoast area. Brion and Georgieanna are in their 40s, so retire-ment is not on the horizon. The Svensons don’t have a fi rm plan in writing yet but realize the importance of having structure and are working on a written plan.

When the business was started, there was no plan to keep it in the family. It was simply a way to make a living for the short term. Nicholas has a fi rm belief that every business should be started with the intention of selling it. But, “it is the eq-uity you build in the business over years of nurturing that makes it more valuable when the time comes to sell,” he says.

Speaking of nurturing, Brion Jr. is in-

before receiving a license. They were old enough to write the license plates on the claim-checks, catch doors for ar-riving guests, and begin learning the art of the luxury service industry. I quickly learned my oldest son was not the one. He was fi ne at driving cars but did not enjoy talking to people. He had no desire to be a leader. He just wanted to get the job done and then go home. This made for a great custodian of our building and grounds for many years.

The middle son always has a big grin and knew how to work that tip. He didn’t want to be a boss either, but it was evi-dent that he wanted things run properly and by the book. He left and served his country for four years, and when he re-turned, he was even more “by-the-book” than ever. Today he is my trainer for all new chauffeurs.

The youngest son has all the personal-ity of the middle one. He has the charm, the proper compliments at just the right time, and his little heart is burning to take over. He truly believes if things were done his way, the company would triple in size in a year. He has the zeal, but at the age of 27, he needs a few more years to calm down. I did, however, discover that he has excellent selling skills. His philosophy clearly differs from mine in closing a sale. I nearly fell out of my chair one day as he provided the phone num-ber of a competitor to a client and told them they had the best deal in town. . . if they were looking for a budget-type limo. After describing the possible scenarios of using an older limo, I proudly watched him take the deposit. He could very well be the heir apparent.

START THEM YOUNGIf you have clearly decided to pass on the business to your offspring, you might as well get them started in the business as soon as they are old enough to perform a job function. They just might be detailing cars before they are actually old enough to drive them. Brion and Georgeieanna

Georgieanna and Brion Svenson Sr., owners of Four Star Limousines in Salisbury, N.H., are making sure that 20-year-old Brion Svenson Jr. works in every part of the company, observes and understands how and why business decisions are made, and most importantly, earns his respect before he some day runs the family business. Since the couple is in their 40s, they have no plans to retire soon, allowing plenty of time to cultivate their son’s leadership skills.

Marketing & Sales / The New Path

LCT0312royalemkzhybrid.indd 1 3/21/12 9:58 AM

42 LIMOUSINE, CHARTER & TOUR JUNE/JULY 2012

said he was concentrating on the vision and not a job title. Brandan recommends that newbies who take over the reins from their parents “focus on the vision and don’t let people get you down just because no one likes change.”

FINANCIAL MATTERSAs to the actual transfer of the business equity, there are many methods to ac-complish that, Nicholas says. Some com-mon methods include providing a cer-

low Ron a little more free time while still being involved in the operations. This is a method strongly recommended by Nicholas for a variety of reasons.

Like Brion Sr., Ron made Brandan prove himself and earn respect from his co-workers. Ron believes that Brandan accomplished earning employee respect, except among the few who never want someone younger to be their boss. Bran-dan recalls the days that he worked as hard as he could to earn that respect. He

and his son, Brandan. Ron is the CEO and Brandan is the COO of Exclusive Sedan Service Worldwide of North Hol-lywood, CA. The company is a 2007 LCT Operator of the Year Award winner.

Ron Stein believes that family values always should precede business plans. This is a sentiment also stated by Nicho-las in addressing the two. “There are busi-ness matters and there are family matters, and the two should always remain sepa-rate and distinct,” Nicholas says. Bran-dan is an only child, so fortunately there aren’t many different opinions to share.

Brandan joined the business at the age of 17. In his third year with the company, it was apparent to Ron that Brandan had the passion, desire and drive to move the business into a new dimension and eventually take over. The succession plan calls for a role reversal in the future to al-

Los Angeles operator and NLA board director Ron Stein has taught his son, Brandan, the importance of distinguishing between solid family values and business plans. Brandan is ready to lead the company when the time comes.

tain percentage of equity transferred for each year of service. Another method is to pay the exiting parents a monthly in-stallment until a certain amount is paid or the parents pass on.

During the transition period, the suc-cessor should be compensated for his or her management participation but not necessarily be made a fi nancial partner until the actual transition occurs, Nich-olas advises. His strongest advice is to never surrender ownership until you are absolutely sure of your decision and to make sure family harmony is paramount to business decisions.

“Avoid entitlement programs and make the successor prove competence,” Nicho-las says. Brion Sr. echoes that: “Junior will have to earn everything he gets from this company.” Brandan adds that he and Ron try to limit business discussions to busi-

ness time or time away from their wives to keep business and family matters sep-arate. While the Steins have no current plan for transferring equity, Ron considers Brandan’s time managing the company as his investment to inherit the company. While Ron and Brandan avoid talking business during family time, Ron includes his wife Jackie in periodic reviews and changes to the written succession plan. They take ever-changing tax laws into ac-count when making their decisions.

KEEPING IT REALNo two people are going to manage the exact same way. Brion Sr. expects his son to do things his own way when he takes over. Nicholas, the Steins and the Sven-sons all agree that there are business sys-tems and there are family systems, and it is important to keep family emotions out

of business decisions. As far as picking a successor, if there are multiple choices, Nicholas recommends forming a board of directors consisting of family members, fi nancial and legal advisors, long term employees, and others you value for their business skills. Let them make an inde-pendent decision as to who the successor of the company should be. Nicholas also believes that the adult brain is not fully developed until the age of 30.

“While in some rare cases you might trust someone under the age of 30 to take over the business, as a general rule, you should not consider someone under the age of 30,” he says. Nicholas also says that there are operational and fi nancial decisions to be made. Decisions always should remain separate and never be made based on emotions.

ADDITIONAL READINGNicholas and Ron Stein recommend learn-ing more about succession planning by reading a book called, Family Business Succession: The Final Test of Greatness from Family Enterprise Publisher (www.efamilybusiness.com, $23). —Jim@LCTMag.com

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AVOID ENTITLEMENT PROGRAMS ANDMAKE THE SUCCESSOR PROVE COMPETENCE.JUNIOR WILL HAVE TO EARN EVERYTHING HE GETS FROM THIS COMPANY.—Brion Svenson

2012 International LCT Show / Networking

Speed-Meet, as it was former-ly called, emerged in recent years as a highly sought af-ter networking venue among operators attending LCT trade show events. As an original concept fi rst introduced to the industry at the LCT East-

ern Conference in Uncasville, Conn., in October 2009, the event quickly became popular as it expanded at the 2010 and 2011 ILCT Shows in Las Vegas.

The concept resembles “speed dating” events in which potential dates move from one table to another attempting to

convince those sitting at the table that they are the best candidates for dates. In the industry’s version, affi liate managers from large, worldwide networks seek to fi nd new affi liates in an effort to have pro-viders in every city in the world. Smaller companies attempt to convince the net-works that they are the best company in their region to provide that affi liate ser-vice. This is an opportunity to be in front of companies such as Music Express, Em-pireCLS, and Commonwealth Worldwide in a single day without the expense of having to fl y to the affi liate headquarters at your own expense to pitch yourself.

ENTER PITCH-FESTNow LCT has taken its networking con-cept and refi ned it into a networking game show of sorts. At the 2012 ILCT Show, the Pitch-Fest room was set up with a stage and large projection screen. The emcee, Christian Kolberg, delivered a high-energy introduction of 100 partici-pating operators, as would a game show host. The network affi liate managers were seated directly in front of the stage.

Further back in the room was an audi-ence attending simply to watch the fun or perhaps do a little recruiting of their own. As each featured operators deliv-

CONNECTING OPERATORS—GAME SHOW STYLEPITCH-FEST 2012MADE ITS DEBUT AT THE 2012 INTERNATIONALLCT SHOW IN LAS VEGAS, REPLACING THEPOPULAR SPEED-MEET THAT HAD BECOME AN INDUSTRY STAPLE.

By Jim A. Luff , LCT contributing editor ILLU

THE PITCH-FEST SESSIONS AT 2012 ILCT PROVED AN INNOVATIVE APPROACH TO ENLIVENING THE ART

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to expand the global services of the company started by his fa-ther. He thinks this event has made it easier for Exclusive to grow the network even faster. Stein’s only complaint was that someone he had selected for a call-back also got a call-back from Gateway Limousines of San Francisco at the same time, which had to miss its call-back with Stein. But he will be back again next year.

FROM THE AFFILIATE POINT OF VIEWWalter Haig, a manager from Avanti In-ternational Transportation in Houston, delivered the 45-second commercial on behalf of his company. Avanti has built a substantial network of affi liates itself and was attending to expand its network and join others.

“To be effective at what you do, you must have multiple network involve-ment,” Haig says. He pointed out that Houston is one of the largest metropoli-tan areas in the U.S., and Avanti wants to make sure to get the word out that it is the best company in that market. Houston is home to major petroleum-related compa-nies such as Chevron and Schlumberger. Avanti has carved a substantial niche of farm-out work of its giant companies to other companies worldwide visited by high-level executives and potential em-ployees being fl own in for interviews. To develop ongoing new business takes “re-peated recognition,” Haig says, so Avanti plans to participate again next year to keep its name visible and connect with new operators. —Jim@LCTMag.com

from BostonCoach Connection and Bran-dan Stein from Exclusive Sedan Service in Los Angeles were seen taking notes during the presentations to schedule “call-backs” for the following day. Much like an actor performing an audition and hoping for the big break, operators hope to fi nd their names posted on a call-back bulletin board at 5 p.m. the same day. A call-back appointment time is posted on the bulletin board indicating that the net-work is interested in either affi liating with a company or perhaps to conduct a more thorough interview. This gives operators a second chance to sell their companies to affi liate managers, and the affi liates can provide additional information or collat-eral materials such as brochures, operat-ing policies, photos or anything else they believe could close the deal. Successful call-back connections can lead to long-time business relationships and generate new revenue.

FROM THE AFFILIATE MANAGERPOINT OF VIEWStein said he was searching for specifi c vendors in specifi c cities the company had identifi ed as being weak in cover-age. “I got to meet with people I wanted to meet with,” Stein says. He also wanted to meet new people in the industry that he had never met. “All in all, as a net-work looking to expand, it was great! It was phenomenal,” he says. Stein was de-lighted to have made a connection with Signature Livery in New Orleans to be-come a second source for farm-out work in the popular convention destination city. He also made a connection with a possible affi liate in another major metro area, although the deal was not sealed at the Show. Stein declined to name the city but credits the Show with allowing the introduction to take place and hopes to develop the connection further. Stein, whose father Ron Stein is an NLA board member, has been diligently working

ered a 45-second commercial about their company, a graphic display was shown containing various facts about the com-pany such as the year founded, number and types of vehicles in the fl eet, number of employees, and insurance limits and carrier. There was also a place where the operator could say anything that he or she felt is unique and sets the company apart from other operators in the same region. The display also includes contact information including email addresses, websites and phone numbers for anyone in the audience to take note of as well. Kolberg read everything on the display as each operator emerged from behind a curtain, freeing “contestants” up to offer more information about their companies beyond the vital statistics. Kolberg kept the pace fl owing and playfully cut off anyone who exceed the time limit. The information of all presenting affi liates can be found at http://uploads.bobitex-pos.com/Transportation/fi les/LCTShow/Pitch_Fest_Presentation.pdf

THE HOSTLCT found the perfect man to host this session. Kolbert is one of the most promi-nent professional auctioneers in the coun-try. He helps charity organizations raise millions for their causes with his bold voice, warmth and ad-lib quips, much as you would expect from a game show host such as Pat Sajak from “Wheel of Fortune.” Kolbert has been in the charity auction business for the past 20 years and has worked with the Grammy’s Founda-tion and President Bill Clinton at fundrais-ing events. His ability to manage a stage and keep things lively has contributed to raising $10 million in a single night. This two-hour event seemed to pass by in minutes as a result of his vibrant pre-sentation style.

AFTER THE PITCHAffi liate managers such as Lisa Ortega

Los Angeles operator Brandan Stein netted valuable affi liate con-nections at Pitch Fest.

OF NETWORKING FOR AFFILIATE CONNECTIONS, AS OPERATORS LINED UP TO SCORE NEW BUSINESS.

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2012 International LCT Show / Charter & Tour

To survive the economic climate of the Great Recession, chauffeured transportation operators have adapted to new client demands and market opportunities by adding motorcoaches to their fl eets. This evolution has allowed the industry to pursue busi-ness from sectors once underserved by chauffeured transportation. Group transpor-tation and the bus market can be lucrative in the long-term, but the purchase of a bus is an expensive investment that comes at considerably higher risk than standard chauffeured vehicles.

To make things easier for you, LCT has garnered the following bus shopping tips from an ex-pert panel at the 2012 International LCT Show in Las Vegas. The panel included Gary Bauer of Bauer’s Intelligent Transportation in San Francisco; Brent Bell of Bell Trans in Las Vegas; Chuck Covington of People’s Transit near Detroit; and John Ferrari of AFC Transportation in Houston.

BUS SHOPPING 101:SIX BASICSTO GETSTARTEDVETERAN OPERATORS SHARE TIPS AND ADVICE ONHOW TO BUY YOUR FIRSTMOTORCOACH AND ENTER THE CHARTER AND TOUR MARKET.By Michael Campos, LCT associate editor

1: KNOW YOUR MARKETPLACEBefore buying a bus, it’s important for operators to know if their markets can sustain the business.

• Figure out if the market is saturated or if there is room for another bus in town.

• Determine if the demand for buses is consistent or seasonal.

• Listen to clients and prospects to learn what types of buses they seek.

• Look for underserved niche markets.• Research opportunities to provide

transportation for government contracts, hotels, corporations, special events, desti-nation management companies, universi-ties, sports teams, and church groups.

• Gary Bauer advises operators to build up their book of business through farm-out work until the amount of business can justify the purchase of a bus. “If [your bus] is not rolling seven, eight or nine times a week, then you’re doing some-thing wrong,” he says. “Buses should be doing more work than other vehicles.”

2: NEW VS. USED VEHICLESBuying a used bus initially may be cheaper than buying a new one, but it also can be a risky investment if they aren’t meticulously inspected and researched.• “Used buses can be really good deals,”

Chuck Covington says. “Municipalities tend to get rid of their buses after about 12 years, and the Altoona testing is good for about 18 years. Sometimes the engines are replaced at 10 years.”

• John Ferrari says he only buys new buses because he might be “inheriting someone else’s problems when buying a used one.”

• Operators always should get the biggest and longest warranty available, whether the bus is new or used, because “it is worth its weight,” Bauer says.

• Look closely at the warranty to see what parts are really covered, Ferrari says, be-cause most warranties don’t cover turbo-chargers. And if those break and cause the engine to die, the warranty is null and void.

3: TYPE OF BUS TO BUYWith a variety of bus makes and models on the market, operators fi rst should consider client needs and the opportuni-ties in the market.

• Survey clients on present and future needs.

• Look for a bus that will fi t multiple needs. Some buses offer hybrid seating options that can make a bus go from a forward-facing, charter/shuttle arrangement to limo seating.

• A monocoque chassis offers more structural integrity than a body-on-chassis bus but costs more. Body-on-chassis buses are cheaper but best suited for short runs and are not as durable as a monocoque chassis.

• Think of the average body size of your clien-tele and fi nd a seating arrangement that will be roomy and comfortable.

• When weighing out fuel choice options, remem-ber that compressed natural gas (CNG) and propane can be more cost effective than tra-ditional fossil fuels, but fi lling stations are harder to fi nd.

• If the coach is a limo bus, check to see that it has a rear luggage compartment.

• Consider the regional climate and choose the color accordingly. Brent Bell, whose company operates in the Nevada desert, uses white buses because they stay cool.

• Bell suggests starting out with smaller buses, such as the E-450, and working up to larger buses. “You can still be competitive with a motorcoach company if you’re effi ciently running your minibuses.”

• Operators should market their vehicles to let people know they have the equipment because that will open them up to more business opportu-nities, Ferrari says.

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4: ONBOARD AMENITIESInterior features and additional equipment will depend upon the types of service an operator plans to use the bus for along with the demands and needs of the clientele.• Think about ADA (Americans

with Disabilities Act) compli-ance. The ability to transport passengers in wheelchairs will open your company up to busi-ness opportunities from more sectors.

• Three-point seatbelts are a good way to go, Ferrari says.

• Wi-Fi has become a standard feature as more clients come to expect it.

• Make sure the vehicle can pump out enough air conditioning to keep the bus cool in your geo-graphic area.

• “Don’t equip a minibus or shuttle with a restroom,” Ferrari says.

• “Use rest stops,” Bell says.

5: RETURN ON INVESTMENTThe bus market is lucrative, and the most important question to ask when getting into it is: Will I make money with this new vehicle? Here are some ways to make sure the answer is a solid “Yes.”• Know your costs, your price per

hour, and your price per mile. Cre-ate a budget and expense model based on this information.

• Have a strategy for every bus you buy and every market you enter. Make sure the strategy accounts for the long-term because the bus market is a long-term business.

• “I will farm out bus work until I can do at least 25 days a month at fi ve hours a day,” Ferrari says. “I’ll only add a bus once I know I can meet that minimum amount of work.”

• Maximize bus business potential by having a corporate or charter coach transition to airport shuttle work when it reaches a certain age or mileage.

6: RISK MANAGEMENT/ SAFETY / DOT REGULATIONS• Onboard diagnostics technology will be

the next big thing because it’s affordable and very good at preventing problems, Ferrari says.

• Mechanics can make or break a company. When it comes to DOT maintenance regu-lations, many companies fail engine hours because it’s easy to run a shuttle at low mileage but with longer engine hours.

• Do pre-trip inspections before sending your buses out, even if not required by law.

• For insurance, Covington says you should bid and get quotes from different providers to “keep honest insurance guys honest.”

• Look at insurance losses once a month or at least every other month, not just at renewal time.

• Bell has a risk management program that combines in-vehicle cameras with coun-selors who analyze chauffeur habits and work with the chauffeurs to help them improve.

—Michael@LCTmag.com

USED BUSES CAN BE REALLY GOOD DEALS. MUNICIPALITIES TEND TO GET RID OF THEIR BUSES AFTER ABOUT 12 YEARS, AND THE ALTOONA TESTING IS GOOD FOR ABOUT 18 YEARS. SOMETIMES THE ENGINES ARE REPLACED AT 10 YEARS.

The expert panel at the 2012 International LCT Show was moderated by Gary Bauer, presi-dent & CEO of Bauer’s Intelligent Transportation (far left) and included Brent Bell, president & CEO of Bell Trans (2nd from left); Chuck Covington, CEO of People’s Transit (middle); and John Ferrari, owner of AFC Transportation (right).

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Technology / Suspension Systems

Traditional vehicle suspension systems have always traded off between ride quality and vehi-cle handling because the tech-nology to produce a soft ride with stable handling had prov-en commercially impossible.

Now, thanks to the revolutionary CLASS suspension system designed by LiquidSpring Technologies Inc., that is no longer the case. The CLASS system replaces steel or air springs, eliminates the need for shock absorbers, and does not suffer from the vagaries of air springs, such as condensation.

CLASS is an acronym for Compress-ible Liquid Adaptive Suspension System, which uses a compressible fl uid as the spring and damping medium to provide both an extremely soft and extremely

stiff spring in the same vehicle. An elec-tronic control system takes sensor data from the vehicle, such as speed, steer-ing and variance in ride height, and puts it through a series of algorithms that ad-justs the amount of compressible liquid at any given moment. Basically, CLASS responds to various road conditions and driving styles by automatically and in-stantaneously adjusting spring stiffness and damping at each wheel indepen-dently to increase roll control and sta-bility.

The system is available for the Ford E-450, F-450 and F-550 chassis. Richard Meyer, president of LiquidSpring Tech-nologies, says CLASS will be coming soon to the Dodge 5500 chassis, the Navistar line, and the Chevrolet 4500.

CLASS offers two modes: Comfort and

Sport. Comfort mode results in the sys-tem minimally using higher strut spring stiffness to maximize ride comfort while maintaining handling control. Sport mode results in the system moderately using higher strut spring stiffness to im-prove handling control while maintain-ing ride comfort. The spring stiffness is changed automatically without driver intervention.

Normally, the strut is in its softest spring stiffness with all the compressible fl uid active, but is changed on demand to a higher spring stiffness by closing a rate valve, thereby reducing the amount of ac-tive compressible fl uid.

LiquidSpring Technologies, founded in 1982 and headquartered in Santa Fe Springs, Calif., spent the past several years to research, develop and patent

IN A CLASS OF ITS OWN:THE EVOLUTION OF VEHICLE SUSPENSION THE ABILITY TO OFFER BUS PASSENGERS A CLOUD-LIKE RIDE WHILE PROVIDING DRIVERS

WITH SPORTY HANDLING MAKES LIQUIDSPRING TECHNOLOGIES’ NEW SYSTEMLIGHT-YEARS AHEAD OF THE STATUS QUO.

By Michael Campos, LCT associate editor

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Technology / Suspension Systems

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International] LCT Show in Las Vegas, some of which were not, with quotations and programs to get the units out there in operation.”

The fi rst CLASS kits for the F-550 were delivered to New York dealers in May, and will follow up with Florida, Louisiana and Texas.

CLASS also can be installed on older buses as a retrofi t. The estimated time for installing the system onto a chassis without the body is six to eight hours, and eight to 11 hours with the body on, Meyer says.

LiquidSpring Technologies is also pur-suing the ambulance market because the demands of emergency medical transpor-tation could benefi t from the ability to switch immediately between a soft ride to a stiffer, better handling ride. Meyer says he’s already working with Braun, a major ambulance company, to get the system onto their vehicles.

Operators and vendors who are in-terested in the CLASS suspension sys-tem should contact Carl Harr at (765) 474-7816 ext. 108 or email sales@liquid-spring.com. —Michael@LCTMag.com

gies. As part of the product verifi cation and validation process, LiquidSpring per-formed an Altoona 5-year/150,000 mile schedule structural durability test on a Ford E-450 at the Bosch Automotive Prov-ing Grounds.

Meyer says his goal is to get CLASS onto limo buses and minibuses through-out the industry. Not only is he working with vendors nationwide, he’s also ap-proached large operator networks, such as Carey. “We hope to capture a major share of the market,” he says.

Because the technology is so new, most of the company’s efforts this year will be centered on educating consum-ers about the CLASS system and demon-strating its effectiveness. Words can only go so far in describing what it feels like to ride on a CLASS-equipped bus, and still the picture is only a monochrome pencil sketch.

The best way to really understand the system is by experiencing it, Meyer says. He’s offering a special promotion to equip dealers with a demo bus to show operators.

“We’ve been in contact with several dealers, some of which were at the [2012

CLASS. The suspension system is engi-neered, manufactured and distributed by Lafayette, Ind.-based LiquidSpring LLC, a subsidiary of LiquidSpring Technolo-

LiquidSpring’s Compressible Liquid Adaptive Suspension System, like the DS96F suspension for the E-450 chassis, pictured on the left, automatically ad-justs to road conditions and driving style.•••The system is managed by a control panel (left), which can change the stiffness of the strut springs (above) between comfort and sport modes at the push of a button.

LCT0512tiffany.indd 1 5/2/12 9:28 AM

Finance & Operations / Time Management

ASK YOURSELF THESE THREE QUESTIONS TO SEE IF YOULOVE RUNNING YOUR BUSINESS OR IF IT’S TIME TO FIND A WAY OUT.

If you began your company with dreams of short hours and long vacations, you probably received a rude reality check rather quickly. It’s a myth that all business owners enjoy complete freedom and fl exibility.

However, owning a transportation business certainly comes with rewards — for example, a sense of independence and the satisfaction of accomplishment.

Perhaps the most diffi cult task of a business owner is determining whether the time needed to run a business is worth the eventual payoff. Of course, that answer may change over time. Many businesses begin with a passion and end with a burnout. Is your transportation business worth your time? Only you can answer that question.

SPENCER TENNEY, vice president of The Tenney Group (www.thetenneygroup.com), is a member of the Interna-tional Business Brokers Association and a Certified Busi-ness Intermediary (CBI). The Tenney Group is focused on business sales, acquisitions, business valuations and exit planning exclusively in the transportation industry. Spencer can be reached at (817) 274-0054 or stenney@thetenneygroup.com

CAN YOU ACHIEVE BALANCE?No amount of money or success is worth missing every one of your child’s baseball games or sleeping just four hours a night. It’s easy for business owners to get caught up in the trap of trying to manage every little detail of their companies. How-ever, it’s essential to your well-being — and, ultimately, the well-being of your business — to take a step back. A business needs a strong team, not a single owner, to grow effectively.

Competent management also will be necessary to attract buyers should you need to put your limo or charter bus business up for sale in the future. If you can wean your company off full dependency, you can reduce your work hours — and thus raise your wage. If your company is too small or weak to survive without your constant involve-ment, you will eventually burn out. Selling sooner rather than later may be your best bet.

2IS YOUR BUSINESS IN AGROWTH PHASE?Beginning a business from scratch — or expanding by merging with a competi-tor or complementary company — takes time. The idea, of course, is that the extra effort will pay off in the form of greater profi ts. However, just because you can grow a business doesn’t mean it’s the right decision — just look at the dot-com crash. Doubling your customer base doesn’t necessarily mean doubling profi ts. If your company doesn’t have the organizational effi ciency to keep a larger business afl oat, you may not be able to leverage benefi ts such as economies of scale. Growth can take your business to the next level or price you out of the market. Before you put in the time, make sure returns are possible.

CAN YOU IMAGINE DOINGSOMETHING ELSE?If your job doesn’t make you happy, it’s not worth it — plain and simple. Most self-employed people stick to a business because it’s something they love. Whether you have a passion for the industry or you

thrive off the excitement of entrepreneurship, work-ing a few hours more than you would in a corporate offi ce may be well worth it. But if you’re constantly dreaming of the day you can take the kids to the park, get eight hours of sleep, and take an annual vacation, your heart may not be in it anymore. Whether you decide to stay in the game or cash in your chips, you should get the help you need to develop an exit plan that maximizes the value — and potential sale price — of your business.

By Spencer Tenney

TIME IS MONEY VALUE VS VALUES

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New Vehicle / Review

BMW SEDAN A SOLID, SEDUCTIVE ENTRANTON THE LIMO ROADTHE BMW 535I GRAN TURISMO CRUISES AT THE IDEAL LEVEL WHERE IT CAN HANDLE PREMIUM AND STANDARD LEVEL CHAUFFEURED SERVICE. By Martin Romjue, LCT editor

LOS ANGELES — Upon learning that BMW formally entered the U.S. chauffeured transportation industry this year, and after spending some quality time with the BMW 535i Gran Turismo, my reaction resembled that of a single person who fi nally meets a special someone: Where have you been all this time, and what took you so long? It’s always been a mystery why BMW never entered the limousine industry years ago. By ceding the premium luxury vehicle limo market to Mercedes-Benz, BMW stayed single-and-waiting far too long — and appar-ently for no good reason. Having test-driven three Mercedes-Benz chauffeured vehicles so far, I can say there is nothing that a Benz has that a BMW doesn’t. By the way, the whole Mercedes-Benz vs. BMW competition resembles one of those endless Coke vs. Pepsi-type branding arguments that will never get resolved, so don’t ask me to choose.

LLS, LC

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rear seats to create more space, but as any luxury client would tell you, such an arrangement would unduly penetrate the parlor, or sully the saloon. Based on LCT measurements, the trunk is 41-in. wide at its narrowest, 53-in. at its widest point, and has a height of 19-in. Bottom line: The trunk can handle a corporate cli-ent with a complete luggage set just fi ne OR two clients who know how to pack lightly. As to two clients heading to a golf resort with luggage, clubs, laptops and carry-ons, well, you’ll need to fold down a seat or fi nd another vehicle.

As to the transmission, I did say BMW stayed single a bit too long when courting the limo industry. And as longtime singles

NOTHING SUPERFICIALAs is the case when fi nding a reliable mate, selecting someone with some depth is a good approach. Right away, the BMW lets you know that it is solid, sturdy, and will hug the road curves as long as you want it to. You feel fewer bumps, lurches and jiggles than in comparable sedans. With its sleek hatchback design, the 535i GT hints a bit at being a crossover, but once inside, feels like a sedan.

The 3.0-liter, dual overhead cam (DOHC), 24-valve, 300-hp inline 6-cyl-inder engine with TwinPower Turbo technology performs in three modes: Comfort, Sport and Sport Plus. Comfort mode delivers ample power and pick-up, whereas the Sport modes can easily lead to higher RPM shifts and acceleration, which is a formula for speeding tickets if you’re not paying attention. For chauf-feured transportation operators, Comfort mode is fi ne, and frankly, the thought of a chauffeur switching to Sport mode, even when accelerating onto a freeway, would raise GPS tracking alarms; exactly what is the chauffeur doing? The Sport modes are strictly for pleasure, and if a client asks for it, by all means, push the button. Otherwise, no chauffeur needs it, but it’s nevertheless nice to know the ex-tra power is there.

AN INTERIOR PARLORLuxury vehicle compartments are now commonly referred to as parlors or sa-loons. That means it has a vista roof, black leather and wood-trim interior, partially reclining rear seats, ample headroom, and abundant legroom with the right front seat pitched all the way forward. The in-terior appeal of the BMW evokes images of Wall-Street-Journal reading corporate clients, or better yet, fashion models be-ing ferried to Manhattan photo shoots. As measured by LCT, the rear seat legroom can accommodate a tall executive or a lithe model just the same. From the top edge of the rear seat to the back of the right front seat pitched all the way for-ward is 19-inches. From the bottom edge

of the rear seat at fl oor level to the low-est edge of the right front seat pitched forward is 22.5 inches. And getting in and out of the rear seat is effortless, as the BMW stands at the right height for clients who must relax the back.

TRUNK & TRANSMISSIONAs much as we idealize the perfect mate, we all know there is no such person. The same applies to luxury vehicles, so choosing one is a matter of fi nding one with fl aws that you can live with as op-posed to fl aws that can drive you crazy. The 535i GT has an economical trunk compartment when both back seats are up. You can push down one of the split

BETTER LATE THAN NEVERThe 535i GT debuted to the industry in February with much anticipation and excitement at the 2012 Interna-tional LCT Show in Las Vegas. The 535i GT and its bigger companion 750Li sedan were buzz-makers at the Show, eliciting interest from a handful of well-known operators, such as Joe Ironi of Global Alliance in Toronto.

As is often the case with people who get committed lat-er rather than sooner, the BMW 535i GT is a vehicle com-fortable in its own skin, not to mention for the chauffeured people riding in it. This newcomer, with an incentive-base price of $46,440, qualifi es as a formidable competitor on

two levels: With the standard workhorse chauffeured ve-hicles such as the Lincoln MKT Town Car and the Cadillac XTS, and with vehicles on higher levels of luxury, such as the Hyundai Equus and Mercedes-Benz sedans. And if you overlook the svelte trunk space (more about that later), the 535i GT can mingle comfortably in the same league as the premium-category vehicles.

Actually, we’ll let limousine operators decide whether the 535i GT belongs in the standard luxury sedan category, or if it should be marketed as a premium-level luxury se-dan, or a mid-category in between. The advantage for the BMW 535i GT is it can have it any which way.

PERFORMANCEEngine: 3.0-liter, dual overhead cam (DOHC), 24-valve, 300-hp inline 6-cylinder engine with TwinPower Turbo technol-ogy, piezo direct fuel injection, Valvetronic, and Double-VANOS steplessly variable valve timingTransmission: 8-speed auto-matic with Sport and Manual shift modes and Adaptive Transmission Control (ATC) Max. torque/rpm: 300/1300-5000 lb-ftHorsepower: 300@5800-6250Top speed: 130 mph Acceleration 0-60 mph/Auto-matic: 5.7 sec. City/highway fuel economy/automatic: 20/30 mpg Fuel tank capacity: 18.5 gal.DIMENSIONSUnladen weight: 4,090 lbs.Wheelbase: 120.9 in.Length: 196.8 in.Width: 74.8 in.Height: 61.4 in.Cargo space: Rear-seats all the way back and partition wall locked: 15.5 cu.ft.

Rear-seats all the way forward and partition wall locked: 20.8 cu.ft.Rear-seats and partition wall folded down: 60 cu.ft.Legroom: 42.8 in./front/ 40 in. rearHeadroom: 40.1 in./front/ 37.8 in. rear

NOTABLE AMENITIESAudio system: Anti-theft AM/FM stereo/CD audio system with Auto-Store, FM diversity an-tenna system, MP3 capabilities, and high-fi delity 12-speaker sound system, including two subwoofers under the front seats, and digital 7-channel amplifi er w/205 watts of power. Electronics: iPod® and USB adapterComfort & Convenience: Adjust-able rear seats (three-passenger capacity OR Luxury Rear Seat Package w/two individual, multi-adjustable power seats separated by a center console); dual-access tailgate opens up to 60 cu.ft. of space w/trunk lid

removed and rear seats down.

WARRANTY/MAINTENANCE4-year/50,000 miles includes free maintenance for all factory-recommended maintenance and specifi c items requiring replacement due to normal wear and tear for the fi rst 4 years or 50,000 mi., whichever comes fi rst; BMW also offers a Maintenance Program Upgrade for $2,495 covering all BMW 5 Series GT models (MY 2012) for up to 6 years/100,000 miles, whichever comes fi rst.

PRICINGBase MSRP: $57,000Wholesale price: Upon request at a BMW dealer of choiceLimo incentive off wholesale: $6,000Base price for operators (no option packages): $46,440Note: Actual price for operators will vary depending on pack-age options, also priced at wholesale

2012 BMW 535i GRAN TURISMO SPECS

MORE INFORMATIONBMW NA Corporate Sales for Crevier BMW, Santa Ana, CA • Rob Hughes, Business to Business Manager Direct line: (800) 973-8166 • E-mail: rob.hughes@crevierbmw.com

LCT0512hasocialmediafp.indd 1 4/25/12 12:56 PM

transmission quirks relationship killers? No. Just make sure the chauffeurs get some practice before driving the BMW 535i GT and the clients are business/corporate travelers with airline-regulation luggage.

BMW LEGACYAnd that brings us to the big picture-point of the BMW 535i GT being in the luxury transportation market: It is a brand that has positive associations with the younger half of consumers and creates a mobile luxury experience. In the limousine in-dustry, transportation is not just a matter of four wheels taking people from point A to point B. Brand, quality, aesthetics and comfort experiences defi ne the essence of limo service. BMW already started build-ing a solid, positive luxury brand in the 1980s when the vehicles became associ-ated with yuppies and elite, smart con-sumers. To be driving a BMW on my col-lege campus in the late 1980s meant you were the bomb. One operator detected an excited ripple among his chauffeurs and clients at the mere mention of add-ing BMWs to his fl eet. There is a reason for that: BMW confers sophistication and savvy out of its German engineering leg-acy. In an ever-shifting chauffeured fl eet market, standing out and up with distinct fl air carries a lot of cachet. —Martin@LCTmag.com

ly roared the engine a few times while shifting. I believe you should not have to consult a manual to operate a transmis-sion. So a memo to auto manufacturers: Please stick to the universal and tradi-tional vertically designed, front-to-back “P-R-N-D-3-2-1” shift confi gurations with a side slot for manual shifts where you PULL BACK (downshift) for lower gears and PUSH UP for higher gears. Got that? Back = Low, Up = High.

So the question is, are the trunk and

know, you do develop some quirky tics or mannerisms over time. The transmis-sion is a bit puzzling: You have to press an unlock button with your thumb while pushing the shift stick FORWARD to go into reverse. Meanwhile, if you want to manually shift among the eight gears while going up and down hills, you have to push FORWARD for a lower gear; and pull BACKWARD for a higher gear. That’s the opposite of every car I’ve ever driven, and a source of confusion as I unwitting-

Operating Cost & Profit Estimates: BMW 535i GTWhat would be the estimated operat-ing costs? How many runs would you need to make in a month to earn a 10% profi t after expenses? How much revenue would the vehicle have to bring in? To answer such questions, LCT asked Dan Goff and Barry Gross of A. Goff Transportation in Virginia to estimates costs and revenues if they operated a BMW 535i GT in the Northern Virgnia/Washington, D.C. metro chauffeured market. All rates and fi gures are based on this sample market. To use their customized cost calculator, go to www.agoffl imo.com/affi liate.

The 2012 BMW 535i GT proves a versatile addition to the chauffeured fl eet market, with its balanced blend of performance, style and design, comfort, technology and amenities.

AUTOMATIC CALCULATIONS BOX Number of airport runs 49 Number of charter runs 11 Total Trips 60 Number of airport miles 1,963 Number of charter miles 631 Total miles for month 2,594 Monthly residual value credit $302

RESULTS BOX Gross Sales $6,940 100%Veh Amort $854 12.3%Fixed Opr Cost $440 6.3%%of Rev Opr Cost $2,151 31%Per mile Opr Cost $731 10.5%Per trip Opr Cost $209 3%% of Rev Overhead $1,859 26.8%Total Expenses $6,243 90%Profi t $697 10% Total Monthly Trips 60 Total Monthly Miles 2,594 Average Trip Value $116.47 Revenue Per Mile $2.68

COST ESTIMATES BOXEstimated Monthly Gross Sales of Vehicle $6,940 % of all trips that are Airport 70%% of all trips that are Charter 30%Average Airport Rate $99 Average hourly Charter rate $66 Average number of hours in a Charter 3 Average garage to garage miles in an Airport trip 40 Average garage to garage miles in an Charter trip 60 All inclusive cost of Vehicle $49,224 Monthly payment from amortization calculator $1,156 Residual value of car after 48 months estimated $14,500 4 year total taxes on car $3,500 4 year total licenses on car $400 4 year total insurance on car $10,000 4 years payments on EDT’s, Wi-Fi, etc. $7,200 Undefi ned expenses % of Gross above/below cost. 0%Direct Labor % of revenue cost 25%Add’l Labor % of revenue cost (Taxes, WC, UEI) 4%Financial processing (avg 2%) 2%Repairs & Maintenance per mile cost $0.108 Average tested or observed MPG 23 Cost of one gallon of fuel today 3.61Amenities cost per trip (avg $1.00) 1Appearance cost per trip (avg $2.50) 2.5Non-production labor cost % (don’t include detailers) 6%Non-production overhead % 20.78%

Goff Gross

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New Vehicles / Review

The retirements of the iconic chauffeured workhorses, the Lincoln Town Car and Cadillac DTS, has left a void in the in-dustry that automakers foreign and domestic are aiming to fi ll.

One major successor vehicle, 2013 Cadil-lac XTS W20 Livery Sedan, debuted at the 2012 International LCT Show in Las Ve-gas, and became available for test driving in late May at the General Motors 2013 Product Preview in Tucson, Ariz.

For starters, the summer sun soaked the city with an intense, dry heat, so noth-ing felt better than sliding inside the arti-fi cially-cooled cabin of the Cadillac XTS. The interior radiated refi ned luxury, as a chauffeured vehicle should. Operators trying it out were greeted by premium leather seats and upholstery, and natural wood accents. The test vehicle did not have the microsuede headliner, which will be standard on the W20 Livery Sedan.

AMENITIES ABOUNDCadillac has been noted for its art and science design language in styling and engineering its vehicles, values refl ected in the XTS’s long list of standard fea-tures which include: HID headlamps, 19-in. aluminum wheels, Magnetic Ride Control, rear air springs, rear vision cam-era, illuminating door handles, compact spare, transmission oil cooler, premium microfi ber headliner, rear center con-sole and the Professional Vehicle Pro-tection Plan (PVPP) extended warranty (3-years/150,000-miles, whichever comes fi rst). Unlike the DTS, however, the XTS does not come with rear seat vanity mir-rors. But GM can recommend a good af-termarket installer for the mirrors.

The dimensions of the XTS are mar-ginally smaller than the DTS, but the se-dan sacrifi ces nothing in terms of comfort and practical/useable space. Rear seat legroom in the XTS is 40 inches and rear

seat headroom is 37.8 inches. There was ample room for all the testers, including those taller than six feet. The seats offer generous cushion without being too soft, and two passengers can fi t comfortably in the rear cabin.

“As a big guy, I was pleasantly sur-prised and very comfortable with the room in the money seat (rear passenger seat),” said Jeffrey Shanker, vice presi-dent of Princeton, N.J.-based A-1 Limou-sine. “Even with a front seat passenger who also was over six feet tall, I had am-ple leg room and could easily do work there. If there was no one in the front passenger seat, and the seat was pulled forward, I could easily have stretched my legs out fully.”

In the driver’s seat, Shanker, who is over six feet tall, said he felt surrounded by luxurious comfort with more legroom than he knew what to do with. “Chauf-feurs of different sizes should have no

ROLLING BEHIND THE WHEEL OF THE

CADILLAC XTSEXCLUSIVE: LCT TAKESA ROAD TEST OF THE FIRST AVAILABLE LIVERYVERSION OF THE 2013CADILLAC XTS SEDAN, STARTING PRODUCTIONIN JUNE.

TOS: M

POS, LC

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with the vibrating seat safety alert system and there wasn’t enough time during the test drive to experiment with the Cadil-lac User Experience (CUE) infotainment system, but the controls seemed intuitive enough.

“Cadillac has really put some thought and engineering into the comfort of the vehicle, and the magnetic ride con-trol is really state of the art technology,” says Douglas Werdebaugh, senior vice president of operations for Carey Inter-national. “It’s very impressive and that’s

Conn.-based Hy’s Limousine Worldwide, was among the XTS testers and told LCT that he chose to carry a conversation with a fellow passenger in the rear cabin in order to see if the ride would be dis-tracting on rough roads. “I was pleased with the comfort and stability of the ride,” Levine says. “I didn’t feel the bumps.”

Thickly insulated against noise, the quiet interior partners with the smooth ride to create an ideal environment for working or relaxing.

The test vehicle was not equipped

Trim OptionsNAVIGATION SYSTEM: $795 MSRP

LUXURY LEVEL ONE PACKAGEAND UPLEVEL INTERIOR TRIM: $2,045 MSRP• Memory driver’s seat• Heated/Cooled front seats• Front seats with thigh adjusters• Ambient lighting package• Uplevel wood trim• Premium audio system with surround

REAR SEAT COMFORT PACKAGE: $450 MSRP• Heated seats• Side window and backlight sun

shades• Tri-zone HVAC controls• Power inverter

trouble getting comfortable behind the wheel of [the XTS],” he said.

Overall, the XTS is a futuristic driving machine with high industry potential. Getting behind the wheel elicits an ex-citement comparable to that of a child about to step foot in Disneyland. The front-wheel-drive sedan purrs to life with the push of a button and all of the con-trols are conveniently within reach. The powerful 3.6-liter, direct-injection V-6 engine accelerates smooth as butter and generates a respectable 300 hp and 264 lb.ft of torque.

SMOOTH MOVESOne of the vehicle’s best features is Ca-dillac’s magnetic ride control comput-erized suspension system, only active when the engine is engaged. It enhances the car’s comfort level and is most notice-able when bumps in the road are not. The XTS is very responsive and handles well. It remains balanced on corners and curves, preventing passengers from slid-ing around in the back seats.

Robert Levine, owner of New Haven,

Robert Levine of Hy’sWorldwide Limousine,Douglas Werdebaugh of Carey International, and Jeffrey Shanker, A-1 Limousine all drew favorable impressions of their fi rst-ever test drive of the 2013 Cadillac XTS Livery Sedan in May at a GM event in Tucson, Ariz.

XTS SedanGeneral SpecsTYPE: Front-wheel-drive/all-wheel-drive, front-engine, four-door, fi ve- passenger sedanENGINE: 3.6L V-6 VVT DIHORSEPOWER (HP / KW @ RPM): 300 /224 @ 6800 (est.)TORQUE (LB.-FT. / NM @ RPM): 264 / 358 @ 5300 (est.)TIRES: P245/45R19 all-season blackwall; P245/40R20 all-season blackwallFUEL: regular unleadedFUEL DELIVERY: direct injectionFUEL ECONOMY (CITY/HWY): FWD: 17/28, AWD: 17/27FUEL CAPACITY: FWD: 18.6 gal./AWD: 19.5 gal.TURNING DIAMETER: 38.7 feet

PHOTO: CADILLAC

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New Vehicle / Review

important because the comfort of our customers comes fi rst. Ergonomically, it’s hard to transition from an extended vehicle to a non-extended ve-hicle, but when you look at the fi t and fi nish of the XTS, you can see Cadillac’s done a great job. It’s a good car.”

The key factor in deciding Carey’s future Town Car alternatives is the client, Werdebaugh says. “We want to know what they think, so we’re going to survey them and fi nd out what their needs and wants are, because they come fi rst and we want to know what they want.”

PARAMOUNT PRICINGThe Cadillac XTS W20 Livery Sedan went into production the fi rst week of June at the General Motors factory in Oshawa, Ontario with expecta-tions to arrive in dealerships several weeks later. The MSRP for the XTS is $47,495 (including des-tination fee) but a Cadillac Professional Vehicle Program rebate of $3,000 knocks the price down to an extremely competitive $44,495. That is just slightly ahead of the $43,200 price tag on the competing 2013 Lincoln MKT Town Car. With the incentive, the XTS is priced $5,500 less than the Cadillac DTS.

The Cadillac XTS W30 sedan chassis (the XTS “L”, stretched eight inches by coachbuild-ers) and the XTS VRU limousine chassis will go into production the fourth quarter of 2012, said Ray Bush, Cadillac Professional Vehicle Program manager.

Fun and easy to drive with a comfortable ride, the XTS is a vehicle ready to perform to the standards set by previous-generation luxury limo sedans. One real question remains: How will the XTS hold up in the long run, after rack-ing up miles from the industry’s rigorous daily demands? As a question operators should ask of all available new vehicles, the answer for now is simple: Check back in a few years. — Michael@LCTMag.com

The majestic art-and-science driven design of the 2013 Cadillac XTS Livery Sedan takes chauffeured service to a practical, techno-driven level of luxury inside and out.

PHOTO: CADILLAC

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October 22-24, 2012El Conquistador ResortSan Juan-FarjadoPuerto Rico

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Limousine operators large and small rely on Livery Coach to help them take more reserva-tions, dispatch more trips, and collect more charges—more accurately and more profitably, with less staff.

There are literally hundreds of features large and small built right into the software that help operators save time, cut costs, reduce errors, and enhance customer satisfaction.

Livery Coach has true integra-tion with QuickBooks®, so you don’t have to enter transactions twice—all the details go right into QuickBooks so your accountant stays happy.

Livery Coach has a powerful but easy-to-use rules engine for charges and fees—so you don’t forget that late-night fee, for example, or the customs fee for international arrivals…but you can exclude customers for whom it doesn’t apply—automatically.

Chauffeur Direct sends your passengers an email 30 minutes before pickup with the chauffeur name and phone number…no more fielding calls to dispatch.

From real-time flight tracking to web reservations to group manifest import to automatic credit card preauthorization,

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WHAT HE DID BEFORE: Rashad Dababo worked for Apple Inc. doing sales for business and personal consumers, where he focused his attention on customer service and creating new Apple product owners.

WHY HE GOT INTO THE BUSINESS: Dababo’s father had been in the transportation business since the 1980s, working as a driver and eventually starting NLS Transportation in 2001. Dababo took over in 2008 to put his “young years into play” and allow his father to focus on his health.

START-UP COSTS AND METHODS: After taking over the company, Dababo spent about $200 for web hosting and software and used the skills he learned in school to build the company’s website. “I am very passionate about what I do,” he says. “I know technology and customer service, and I am able to use those qualities to keep up with the changes in our industry and provide quality service to my clients.”

BEST MARKETING STRATEGY: Dababo focuses his efforts on social media campaigns and search engine marketing to build brand awareness and exposure for NLS Transportation. He believes that providing exemplary service will generate word-of-mouth recommendations, and these can be referrals in person or online. “We use the Internet to its maximum potential to make sure we’re always on the same page as our clients,” he says. “A solid source [for getting online referrals and building positive buzz about the company] is Yelp.”

BIGGEST MISTAKE: “I’ve learned that if you don’t know what you’re doing, delegate it. Sometimes our heads get to us and we make mistakes. If you’re not a pro at something, have a pro do the job.”

BIGGEST SUCCESS: “My biggest success has to be that 96% of my business is in-house,” Dababo says. “I quit taking farm-in jobs last year so [my company] can focus on getting paid from previous jobs and focusing on our clients. We brought in almost 250% more business through our website in 2011 than in 2010.”

UNIQUE APPROACHES TO CUSTOMER SERVICE: NLS Transportation caters to client demands, Dababo says. Communication with clients creates a more “engaged experience” and ensures that NLS can understand clients’ expectations and accommodate their needs. “Customer service is the key to success and we strive for fi ve-star ratings. This is a service industry, and I love customers.”

ADVICE TO OPERATORS: “Make sure you are fair with your clients. Also make sure you put extra effort in showing your appreciation of their business, as they will remember this when booking with you next time. Focus on your company’s web presence, since that’s where the industry is headed next.”

FUTURE PLANS: Dababo wants to expand NLS Transportation to a worldwide level, add more vehicles, and offer jet charter services. He also has plans for VIP concierge service and travel planning for large organizations.

NAME:NLS Transportation, LLC.

LOCATION:Redwood City, Calif.

FOUNDED:2001

OWNER:Rashad Dababo

MAIN SERVICE REGION:San Francisco Bay Area

VEHICLE TYPES:sedans, SUVs, stretch

limousinesFLEET SIZE:

5EMPLOYEES:

3ANNUAL REVENUES:

$250,000, +WEBSITE:

www.NLSTrans.com INFORMATION: (866) 668-1857

SOWING SEEDSFOR SUCCESS IN SILICON VALLEYA FORMER APPLE EMPLOYEE, NLS TRANSPORTATION’S RASHAD DABABO USES HIS WEB AND TECH SAVVY TO GROW HIS BAY AREA OPERATION.

FASTFACTS

LOYAL TO THE COREDababo displays loyalty to his former employer by using only Apple products in his offi ce, including Macintosh computers, iPhones and iPads.

SMALL FLEET BUSINESS

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THINGS HAVE CHANGEDBeing consistent doesn’t mean sticking to old, ineffective ways. Montross stays on top of trends by reading industry maga-zines and builds his brand through digi-tal marketing strategies. He invests in the search engine optimization (SEO) of Elite Limousine’s website and gets exposure through pay-per-click advertising. “Things have changed and everything is Internet-based now. Most new clients come from Internet searches, as well as word-of-mouth. [But I love] learning something new constantly; [there’s] never a dull mo-ment [in this industry.]”

SMOOTH OPERATOR

Ronald Montross bought his fi rst stretch limousine for personal use. It was the 1980s and he and his business partner operated a successful messenger service founded in 1978. They wanted a

stretch to party in and fi gured they could write off the costs of using it by doing trips on the side.

Despite running a fl eet of 60 delivery trucks, Montross and his partner decided they needed a backup plan, especially

with the advent of fax machines that diminished the messenger business. In 1984, they bought three Lincoln Town Car sedans and founded Elite Limousine Inc. in Norwalk, Conn.

Most of the company’s messenger ac-counts used chauffeured car service any-way, so Montross converted them into Elite’s clients. The fi rst 10 years were a learning curve for Montross. He had no prior industry experience and had to learn from his mistakes. “My instincts were way off,” he says. One thing he learned right away was to implement a check-in pro-cedure for chauffeurs to monitor their ac-tivity and ensure that they’re on time for their runs.

ALWAYS SAY YESConnecticut is known as The Land Of Steady Habits, and Montross rode this ethic on the journey to success. As the years went on, he learned more about the business and found out what worked and what did not. He stuck to his business philosophy and perfected his operation

by consistently providing a standard of service that clients respect and expect.

Montross keeps in touch with clients by emailing them to ask if they’re hap-py and satisfi ed with the service. He of-fers discounts to clients during vacation times, upgrades when they have family trips, and comps rides for volume users. He never takes a client for granted be-cause “loyalty is a thing of the past,” and it’s easy for clients to move to another chauffeured service. “Never say no to a customer,” Montross says. “Get them a car ASAP if that’s what they want. If we don’t have a car, we fi nd one. Always say yes and then perform.”

STEADY AS IT GOESA CONNECTICUT OPERATOR HAS GROWN HIS COMPANY INTO A 28-VEHICLE FLEET OVER 28 YEARS THROUGH TRIED AND TESTED PRACTICES.By Michael Campos, LCT associate editor

I Company name: Elite Limousine Service Inc.

I Location: Norwalk, Conn.I Founded: 1984I Main service region: Connecticut,

New York, and New Jersey tri-state areaI Vehicle types: sedans, SUVs, stretch

limousines, buses and vansI Fleet size: 28 I Employees: 30I Annual revenues: $3.5 millionI Owners: Ronald Montross, President;

Dan Gardella, Vice PresidentI Website: www.elitelimoct.comI Information: (203) 853-9666

FASTFACTS

THINGS HAVE CHANGEDAND EVERYTHING IS INTERNET-BASED NOW. MOST NEW CLIENTS COME FROM INTERNET SEARCHES, AS WELL AS WORD OF MOUTH.

AFTER THREE DECADES WITH TOWN CARS?Ronald Montross thinks his clients will not care too much about the retirement of the longtime Lincoln Town Car sedan.

“Most of them don’t know what type of car they are getting in [and] I think that if the car is high-end and has all the creature comforts, the clients will be fi ne,” he says. He has been adding the new Chrysler 300 Limited sedans to his fl eet, with four at the time this article was written with an-other on its way.

Like all businessmen, Mon-tross says he’s always looking for new revenue streams. He’s looking at taking on more bus work and growing his global affi li-ate network. “There are so many facets of the business. You can never say all of your work is done. I still check every job that comes in. I carry an iPad and iPhone and monitor from everywhere.”— Michael@LCTMag.com

Connecticut operator Ronald Montross has chartered the choppy economic currents to keep his 28-year-old operation growing and relevant. He recently bought Chrysler 300 Limited sedans as possible fl eet replace-ments for the Lincoln Town Car.

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PART 2: WHY FACEBOOK IS NOT A FAD

TRANSPO 101

By Jim A. Luff , contributing editor

The best thing about Facebook for the business user is the ability to “connect” with your clients in a way never before possible. All for free. It costs nothing to join and Facebook vows to keep it that way forever. Because most people use Facebook on mobile devices as well as computers, you have the ability to broadcast messages, specials and information at any time. The effect is far bigger than your own “friend list” as friends of your friends also can see information. And things that

your “friends” like may be shared and even encouraged to their friends. This can include special pricing, policy changes, additions to your company. . . the list goes on and on.

There’s no hiding out from Facebook anymore if you are serious about marketing your busi-ness. It’s the fastest growing source for effective advertising and connections, capitalizing on the universal human desire to be social animals and interact. Last month, I gave you three main points to understand about how Facebook works and can help you. In this article, I look at three ways it creates a buzz and has impact.

WHY DO PEOPLE CHECK-IN?WHILE PEOPLE MIGHT THINK it screams, “Hey, look at me, I am at Disneyland,” or other fun places, the value of a “check-in” to a business has major marketing power. “Checking In” on Facebook is an application that allows you to show people in your social network where you are at the moment. Checking In places a dot on a street map showing the name of the place where you are located, such as a restaurant or theme park. You also may “tag” people that might be with you to share with the world who you are hanging out with. More important to businesses is the creation of “top of mind awareness.” For example, regularly checking in at your favorite restaurant makes your friends think about going there. As the saying goes, birds of a feather fl ock together, so chances are, if you like it your friends will too. Reading that one of your friends is at Disneyland might cause you to think about the last time you visited Disneyland and prompt you to plan a trip through the power of suggestion. Yes, even Disneyland has its own Facebook page.

EFFECTS ON COMMUNITY PHILANTHROPYIT ISN’T CALLED “SOCIAL MEDIA” without good cause. Think of your Facebook page as your own electronic newspaper. Your subscribers are your “friends.” They come to your “wall” to read what you are doing or they see it in what is called a “news feed.” In a traditional newspaper, you might read about a charity event in the community and think nothing more about it. When you read about it on Facebook, it is your friends, clients, co-workers and people you actually know who are involved in community events. Whether it is a walk for a cure event, a comedy show for charity or a black tie event, people have a natural tendency to want to help their friends in their causes. Events are posted on the event section of a person’s wall and can be made a private or public event with invitations sent to targeted friends. In just a small example of social change, if your child is selling popcorn or cookies for a school fundraiser, there is no need to stand in front of a store hassling customers or dangerously going door-to-door. Throw up a post on Facebook and watch your friends and even friends of theirs fl ock to help your kid be the top salesperson in class. On that note, don’t just post your own needs but take the time to actually read the postings of your friends and support them. That is how charity gets spread.

EFFECTS ON POLITICSNEVER BEFORE HAVE CITIZENS had such personal access to politicians. You want to speak to your elected representative? Send them a Facebook message. Chances are they have a Facebook page. You want to change something in local government? It is easier than ever to post your message and watch the number of “likes” you get. If someone likes something you post on Facebook, they can click the word “like” next to your “posting” and a thumbs-up symbol dis-plays how many people like what you have to say. This is true grassroots politics in the age of the Internet.

A GUIDE FOR SMALL LIMOUSINE AND CHARTER BUS OPERATORS

y. . .

marketing your busi-s, capitalizing ongave you three mainarticle, I look at

ILLUSTR

ELLS, LCT A

THERE’SNO HIDINGOUT FROMFACEBOOK ANYMOREIF YOU ARESERIOUSABOUTMARKETING YOURBUSINESS.

LCT contributing editorJIM LUFF is an operator from

Bakersfi eld, CA who began his career in the industry as a private chauffeur in 1990. In 1993 he joined Limousine

Scene as the general manager and later became a partner.

LCT recognized Jim as an Operator of the Year in 2001.

E-mail any questions to him at Jim@LCTMag.com.

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GLOBAL OPERATOR: GERMANY

GERMAN COMPANY NETWORKS FOR QUALITY SERVICEANCHORED IN THE FINANCIAL CAPITAL OF EUROPE, GLOBALMOBILITY SERVES A HEAVY CORPORATE CLIENTELE.

I BUSINESS NAME: globalmobility Deutschland GmbH I LOCATION: Frankfurt, Germany I YEAR FOUNDED: 2001 I OWNER: Stefan Pabst I CHIEF OPERATION MANAGER: Thorsten Oppermann I GLOBAL SALES MANAGER: Woldemar Muehlenkamp I MAIN SERVICE REGIONS: Germany, Austria, Switzerland I TYPES OF VEHICLES: sedan, premium sedans, minivans I OVERALL FLEET SIZE: 9 I TOTAL EMPLOYEES: 6 I ANNUAL REVENUES: N/A I REVENUE SHARE FROM LUXURY VEHICLE CLIENTS: 80% IWEBSITE: www.global-mobility.com I CONTACT INFO: info@global-mobility.com

FASTFACTS

What is unique about chauffeured services in Germany compared to the U.S.?One distinction is that we have a small market with many local companies and a few nationwide operators. The quality varies because not all local companies have the same global standard. They do not have the international experience and network, whereas the U.S. market is very big with high quality operators with a nationwide network. High taxes, labor costs and fuel prices are making the service comparatively expensive.• • •What are key challenges of your servicearea/region? Legality and costs. The law is handled differently than in the U.S. Companies are controlled only very rarely. The reason is that many companies are not working legally and without adequate insurance. Other challenges include the high costs of fuel and parts.• • •What qualities do you look for in a U.S. affi liate? It is very important to be 24/7 and reliable. For every single service we need the driver details, name and mobile number 24 hours in advance. Trust and reliability is important so that our customers receive the same high [level of] service like at home.• • •

What specifi c rules or procedures do U.S. operators need to be aware of when affi liating with operators in Germany?Most important are professional rules and procedures. There must be confi dence in the company and their vehicles. The reaction time and information must be immediate. No paper or Internet website can show you the true reality. To know your business partner in person is the best approach. • • •What are your primary business challenges? Maintaining service quality with competitive pricing; keep our standards; improve and expand globally with our partners.• • •What are your top-rented chauffeured vehicles? Limousines: Mercedes E-Class, S-Class and VW Phaeton. Minivans: Mercedes Viano, Mercedes Vito, VW Caravelle. 60% of business comes from the S-Class or similar sedan, 30% from luxury Vianos or similar, and 10% other.• • •What types of clients do you typically serve? Corporations, travel specialists, incentive, events and communications agencies, VIPs, and Congress organizers. globalmobility [also] is focused on ground transportation for global fi nancial road show customers and

private air charter companies. Events like Formula 1, the G10 summit, World Economic Forum, and VIP and sports events are some of the events which belong to this sector.• • •What does your driver/chauffeur training program involve? In cooperation with the ADAC (Allgemeiner Deutscher Automobil Club), there has been developed a specifi c certifi cate for safety training. The chauffeurs are security checked, trained and have full insurance. [Note: The ADAC is Europe’s largest automobile club].• • •What are the future plans for your company? globalmobility is part of EuroLimousineService (www.eurolimousine.net/). It is an affi liation of independently owned companies chosen by its membership based on the ability to handle U.S. affi liate business in a professional manner with fair pricing. The goal is to assist U.S. companies in expanding their affi liate network with trusted overseas partners. The overall mission is to provide affordable and quality service to all customers whether it is business or leisure. We hope to keep growing with the success of EuroLimousine.net.

European operators typically run smaller fl eets in a continent known for stricter emissions rules and higher gas prices than in the U.S. One German chauffeured transportation company, globalmobility, successfully adapts a fl eet of nine standard and premium sedans and minivans to serve a clientele full of road show corporate warriors and charter aviation companies. From its headquarters in Frankfurt, the fi nancial heart of the European Union and home of

the European Central Bank, director of sales Woldemar Muehlenkamp works to maintain an affi liate network throughout Europe and the U.S. that duplicates the company’s high service levels. Muehlenkamp also is a steady presence at International LCT Shows, where he and colleagues from around the world network and grow their global reach.

globalmobility director of sales Woldemar Muehlenkamp stands in front of the iconic Deutsche Bank Tower in the fi nancial district of downtown Frankfurt, Germany.

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LA PUENTE, Calif. — Six years ago, Gryphon Corp. got a call from a limousine manufacturer that sparked a venture for a new product line.

The manufacturer asked Gryphon for advanced LED light patterns for

interiors and for raw TV panels as well. “We made lots of LED and it was very expensive,” recalls Mark Elkins, vice president of Gryphon Corp. (pronounced Griffi n). “We saw we could reduce prices substantially and offer choice and variety. There were two or three main distributors for the limo industry that focused on opera light LED patterns. We decided let’s take a shot, so we handmade several varieties and built patterns for LED opera lights.”

The company tried out various sample LED panel confi gurations and found one that worked well for limousines, Elkins says. “I thought there is an industry here that is thriving that needs a better product. By about September 2006, we were importing our own higher quality raw panel and offering it exclusively to custom car builders and mainly to the coach industry.”

That fi rst request helped the company grow a product line that started when it was renamed Gryphon in 2005 so it could specialize in a labeled, higher-end brand of superior video lines to offer car stereo shops and consumers.

After 2006, fl at panel TV screen technology rapidly improved, leading to thinner, cheaper and more durable screens. By 2008, Gryphon was taking its product line to a higher level when it started supplying them to Tiffany Coachworks, a major California-based maker of limo buses and stretches, Elkins says. Demand combined with more advanced applications led to bigger screens — “we added other sizes to our product line; we had 15-

inch and 17-inch screens, then did 23-inch screens and then brought in 32-inch and 42-inch screens.”

That same year, Gryphon got an even bigger break: Krystal Enterprises, the leading limousine manufacturer in the world, called with a need to transition from traditional TV panels to LED fl at screens. “They were running into an issue of changing over from home TVs,” Elkins recalls. “Within a year of supplying Krystal, we updated our system by adding LED to panels and LED back-lighting systems which created brighter, cooler, longer-lasting TVs. We also sought out and started importing a higher quality LED Ribbon tape and were able to develop custom one-off LED-kit designs for Krystal for various vehicles, such as party buses, vans, Hummers, and new Lincolns.”

Gryphon’s emphasis on quality, simplicity and reliability helped it attract some top names in vehicle modifi cation and manufacturing. In addition to Krystal and Tiffany, the company supplies: Automotive Design and Fabrication, L.A. Custom Coach, Vogue Motor Cars, Ultimate Custom Coach, Lexani Motor Cars, Prestige Motorcoach, Premier Motorcoach, Southern Comfort, and Rocky Ridge Conversions.

A 42-inch raw panel costs $899, and a 10-inch panel, $149. The most popular model, the 23-inch screen, costs $399, and $419 with a special tuner for the China market. Gryphon backs up its LED panels with a two-year warranty on the screens and a one-year warranty on the LED ribbons, with free replacement and repairs within the fi rst year. The LED ribbon cable is housed in a ceramic footprint for longer life and less heat, and is waterproof and dust proof. “We want to keep it simple,” Elkins says. “By focusing on LED ribbon cables to raw panel TVs, we do not oversaturate our product line.”

Gryphon Corp. also markets its portfolio of products through numerous channels including industry leading distributors and specialty retail chains, and independent retail establishments worldwide, with plans to boost partnerships in the global electronics market.

I NAME: Gryphon Global Corp. I FOUNDED: 2005 I LOCATION: La Puente, Calif. I OWNER: Nelson Yen, CEO I PRODUCT LINES: Vission (mobile entertainment); Auto Guard (vehicle security); Tool Box (installation hardware and accessories) I ANNUAL REVENUE: $10 million-plus I EMPLOYEES: 30-plus I KEY CLIENTS: Worldwide I KEY EXECUTIVE: Mark Elkins, vice president of operations I WEBSITE: www.gryphonmobile.com I CONTACT: (888) 903-8777

FLAT SCREEN TV PROVIDER SETS PACE FOR LIMO INTERIOR TECHGRYPHON CORP. BUILDS ON ITS12-VOLT ELECTRIC AND LED-LIGHTING LEGACY TO DEVELOP ONBOARD TV SCREENS WITH LED PICTURE CLARITY.

IN FOCUS

COMPANY EASY GO SYSTEMGryphon Corp. and Krytal Enterprises are launching a remote push-button start ignition system that is OEM-integrated by the end of July. First created for the consumer auto market, it will be installed in select chauffeured vehicle models starting with the Savana. The equipment easily snaps into an existing panel on the dashboard, and related OEM color matched parts will replace the driver, passenger and center door handles with upgraded push button features for easy entry. The keyless entry works as long as the user is within a few feet of the vehicle while carrying the remote device. www.easygosystem.com

Gryphon Corp.’s Mark Elkins demonstrates the company’s new Easy Go Smart Key System, now adapted to select chauffeured vehicles.

Gryphon Mobile Corp. owner Nelson Yen and Vice President of Operations Mark Elkins have expanded the company into fl at-screen LED-panel displays being used by such limousine manufacturers as Krystal and Tiffany.

FASTFACTS

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DENVER — Colorado operators are dealing with a vex-ing regulatory matter that often challenges limousine companies everywhere: Who exactly regulates what areas and by what authority?

For the Colorado Limousine Association, it is a pri-ority issue this year as the group gains a national in-

dustry profi le with its recent achievement of the 2012 LCT Asso-ciation Award of Excellence. The annual award was announced Feb. 14 during the International LCT Show in Las Vegas.

Operators in the Denver area are trying to make sense of rules surrounding the issuance of “Herdic” licenses by the City of Denver Excise and Licensing Division that allow ground trans-portation providers to pick up and drop off clients within the city limits of Denver, which includes the Denver International Airport about 25 miles east of the city.

An unresolved gray area is whether limousine operations based outside of the Denver city limits who serve the metro region are subject to Herdic licenses for their chauffeured fl eet vehicles, said Shane Stickel, Chairman of the Board of the CLA and owner of Denver-based Presidential Worldwide Transportation.

“We’re dealing with Tom Downey, the head of the Excise and Licensing Department in an effort to eliminate it or make it rel-evant to our industry,” Stickel said. “Herdics have a heavy slant toward the taxi industry. We want to eliminate it altogether, but if we can’t, then at least make the changes necessary for the law to be relevant to the chauffeured transportation industry – not just the taxi industry as it is now.” The license rules are unclear in that they state a company must be based in the city of Denver, but then licenses must apply to any limousine company that rides on Denver city and county roads, he said.

“They need to clarify who needs it and who doesn’t and what the purpose of the license is for. We are regulated by the state. What is Denver providing to the public that the PUC has not? There have been occasions in the past where companies based outside of Denver, although driving on streets within the city and county of Denver (Denver International Airport), have received tickets for not having their Herdic license.”

The confusion over Herdic licenses could be cleared up with administrative decisions, but the CLA may need to pursue a rem-edy through the state legislature if an equitable solution cannot be reached, Stickel said.

STATE LEVEL RESULTSIn clarifying the Herdic rules, the CLA hopes to capitalize on its success with a limousine license plate bill that was passed by the state last year and went into effect Jan. 1, 2012. The bill requires limousine operators to put distinct livery license plates with red insignia on all chauffeured fl eet vehicles. “Like many locations, il-

legal [operators] are a big issue here in Denver,” Stickel said. “We believe this won’t solve the problem, but it alerts the police and Public Utilities Commission from a distance whether [operators] are legal or not.” The state PUC regulates all limousine vehicles in the state of Colorado. The license plate bill also allows Denver police to issue a ticket instead of just the PUC. “Hopefully, we can have more regulatory bodies out there policing that than the limited resources of the PUC,” Stickel said. CLA support of the license plate bill was cited by the awards committee as one of the group’s key successes.

HANDLING PROBLEMSAmong other challenges on the CLA plate for 2012:• With the city of Denver forming a Taxi Commission, the CLA

wants to be sure the state limousine industry gets representa-tion on the regulating group, since limousines often get cat-egorized with taxis, Stickel said. The CLA needs to make sure that the commission doesn’t make broad rules that hurt chauf-feured operators.

• A light rail project connecting the Denver International Air-port to downtown Denver will result in heavy construction that started in May that restricts curbside access and may cause pickup and drop-off delays with the numerous detours put into place for ground transportation operators. CLA representatives on the Ground Transportation Committee at DIA have been meeting monthly for the last six months to air concerns and fi nd temporary solutions, Stickel said.

COMMUNITY INVOLVEMENTAmong charities supported by the CLA is The Stink Bug Project, which helps families with children who are diagnosed with life threatening illnesses. It provides well-trained, loving companion dogs from the Prison Trained K-9 Companion Program at Colora-do Correctional Industries. The CLA also donates complimentary chauffeured transportation to events held by the local Morgan Adams Foundation, which funds cancer research and detection, and the Rocky Mountain Children’s Hospital. The rides bring do-nors, sponsors, and children to the events and galas.

TRADE GROUP BUILDSON BIG AWARDTHE COLORADO LIMOUSINE ASSOCIATION STAYS ACTIVE ON KEY LOCAL ISSUES AFFECTING OPERATORS.By Martin Romjue, LCT editor

COMPANY NAME: Colorado Limousine Association I LOCATION: Denver I FOUNDED: 1989 I OPERATOR MEMBERS: 34 I VENDOR MEMBERS: 6 I CHAIRMAN: Shane Stickel, Presidential Worldwide Transportation I LICENSED LIMO VEHICLES IN STATE: 385 I MEETINGS: One per month I SPEAKERS: Airport offi cials, local regulators, lawyers, etc. I ANNUAL MEMBERSHIP FEE: $100, fi rst year I SUPPORTED CHARITIES: Rocky Mountain Children’s Hospital; Morgan Adams Foundation; Stink Bug Project I WEBSITE: www.cololimo.org

FASTFACTS

THE COLORADO LIMOUSINE ASSOCIATION actively supports a local charity called the Stink Bug Project, formed by an 8-year-old girl with a brain tumor who called cancer a “stink bug.” The girl received a dog which helped her during years of successful treatments. She decided all child patients should get a dog, hence the Stink Bug Project, which rais-es funds to donate trained dogs to child patients. Pictured (L to R) are CLA supporters: John Hafer, A Custom Coach; Jody Cowen, Carey Limou-sine; Cathy Bosier, Pioneer Limousine; Allison Winn, Stink Bug Project recipient of the $1,000 from the LCT Association Award of Excellence; Franci Ouzounis, White Dove Limousine; Shane Stickel, Presidential Worldwide Transportation; and Steve Cordrey, Veolia Transportation.

INDUSTRY ASSOCIATIONS

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NATIONAL HEADQUARTERSNational Limousine Association49 S. Maple Ave., Marlton, NJ 08053Phone: (856) 596-3344 * Fax: (856) 596-2145

EXECUTIVE DIRECTORPatricia A. NelsonPatricia.nelson@limo.org

ASSOCIATION PROGRAMS MANAGERDarcie-Jo BenardDarcie.benard@limo.org

MEMBER SERVICES COORDINATORKim WerbosKim.werbos@limo.org

BOARD OF DIRECTORSOFFICERSPRESIDENTDiane Forgy (’10-’13) Central RegionOverland Limousine Service, MISSOURI

FIRST VICE PRESIDENTGary Buffo (’11-’14) West RegionPure Luxury Transportation, CALIFORNIA

SECOND VICE PRESIDENTRichard Azzolino (’09-’12) (’12-’15) West RegionGateway Limousines Worldwide, CALIFORNIA

TREASURERGreg Pruitt (’11-’14) Central RegionKings Worldwide Transportation, OKLAHOMA

SECRETARYRobert Alexander (’09-’12) (’12-’15) Southeast RegionRMA Worldwide Chauffeured Transportation, MARYLAND

DIRECTORSMichael Campbell (’12-’15) Northeast RegionGrace Limousine, NEW HAMPSHIRE

Laura Canady (’12-’15) Southeast RegionCLT Express, NORTH CAROLINA

Joe Cirruzzo (’08-’11) (’11-’14)A Elegant Int. Limo, NEW YORK

Dean De Beer (’07-’10) (’10-’13) InternationalTristar Worldwide Chauffeur Services, ENGLAND

Jeff Greene (’12-’15) At LargeGreene Classic Limousines, GEORGIA

Mary Harrell-Paul (’12-’15) Central RegionCrown Cars & Limousines, ILLINOIS

Joe Ironi (’10-’13) CanadaGlobal Alliance Worldwide Chauffeured Services, CANADA

Richard Kane (’07-’10) (’10-’13) At LargeInternational Limousine Service, WASHINGTON DC

Deena Papagni (’07-’10) (’10-’13) West RegionA Touch of Class Transportation, CALIFORNIA

Dawson Rutter (’07-’10) (’10-’13)Commonwealth Worldwide ChauffeuredTransportation, MASSACHUSETTS

Dave Shaw (’11-’14) Southeast RegionOlympus Limousines, FLORIDA

Scott Solombrino (’08-’11) (’11-’14) At LargeDav El Chauffeured Transportation Network, MASSACHUSETTS

Ron Stein (’12-’15) At LargeExclusive Sedan Service, CALIFORNIA

VENDOR DIRECTORSRay BushCadillac Professional Vehicles

Brad RoneyFord Fleet Livery & Limousine Vehicles

SPECIAL SECTION

J U N E 2 0 1 2

2012 NLA Lobbying Target:Overtime on Gratuities Rule Reversal

The prime objective of 2012 lobbying efforts by the National Limousine Association is to educate legislators on the U.S. Department of Labor’s existing overtime on gratuities

regulation and to seek lawmakers’ support for having this rule overturned.

The U.S. Department of Labor (DOL) disagrees with the chauffeured transportation industry’s customary practice that clients request a voluntary, discretionary gratuity or tip be placed on the bill for all client transactions. Instead, the DOL has stated that this practice makes a tip not a tip and indicated that because the gratuity is placed on a bill, it is and should be treated as wages and subject to overtime.

To counter this, the National Limousine Association presents a straightforward and common fact pattern to illustrate that a recommended tip included on a customer’s bill is not an “imposed charge” or mandatory “service charge,” but rather is a “tip” for purposes of the Fair Labor Standards Act (FLSA).The fact pattern provides details including:

1. The bill to the customer contains a pre-negotiated “recommended gratuity” amount, as requested and agreed upon by the customer.

2. Billing occurs, at the customer’s request, on an invoicing cycle after the provision of services.

3. The gratuity is paid, if at all, in the sole discretion of the customer and in whatever amount the customer deems appropriate,

irrespective of the recommended amount.4. The gratuity is turned over to the driver in

full.5. The recommended gratuity will vary in amount

or rate depending on the customer.After industry leaders met with DOL in 2011,

the NLA formally requested an administrative interpretation from DOL that clarifi es the provisions for recommended tips under the FLSA.

Because of this business model, prearranged ground transportation operators are being subjected to a rash of lawsuits for alleged violations of the FLSA and similar state laws related to payment of overtime. The suits claim that, when calculating the amount of overtime due, the limousine company is required to factor in tips, gratuities and/or service charges collected by the company from the customer and passed on to the employee.

A recent federal court decision on the matter granted a transportation company’s motion for summary judgment on a complaint to recover damages for alleged violations of state and federal labor law. [Ellis v. Commonwealth Worldwide Chauffeured Transportation, 2012 WL 1004848 (E.D.N.Y. 2012)]. The court found there was no support for the claim that the transportation operator should have included the recommended tip as part of the employee’s regular wage in calculating his overtime rate.

Updates on the progress of this key lobbying initiative by the National Limousine Association will be forthcoming as warranted.

NLA Rebates Member Duesto Local Associations forSeventh Year Showing off the National Limousine Association’s most recent dues rebate to the Limousine Associations of New Jersey (LANJ) are (L to R): LANJ executive director Barry Lefkowitz, LANJ president Tim Rose, and NLA executive director Patricia Nelson. The $5,255 represents 20% of dues collected during the fi rst quarter 2012 from NLA members who also are LANJ members. Since the rebate program’s inception in 2006, the NLA has paid out more than $300,000 to its association members.

By Patricia A. Nelson • NLA Executive Director

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SPECIAL SECTION 81

2012 SPONSORSThe National Limousine Association wishes to thank the following companies

for their sponsorship in 2012.PREMIERE

SILVER

CONTRIBUTING

Aerocar Service, Richmond BCBennington Worldwide Chauffeured Transportation, Toronto, ONBuffalo Limousine, Buffalo, NYCTI Transportation, Bellaire, TXEdward Limousines – EQSL Global, Vincennes, FranceExecutive Limousine & Coach, Ventura, CAGateway Limousines Worldwide, Burlingame, CAGlobal Alliance Worldwide Chauffeured Services, Toronto, ONHavering Carriage Co., Hornchurch, Essex, UKHermes Worldwide, Denver, CO

Kings Worldwide Transportation, Oklahoma City, OKLegacy Limousines & VIP Transportation, Guadalajara, MexicoMetro Cars, Detroit, MIPenguin Cars Australia, Sydney, AustraliaPresidential Worldwide Transportation, Denver, COShanghai Limousine, Shanghai, ChinaSpecialty Transportation, Indianapolis, INUpscale Executive Transportation, Eastvale, CAUSA Transportation, Fort Lauderdale, FLwww.LimousineAmsterdam.com, Amsterdam, The Netherlands

LimousineGUARD Hartford, CT

Overland LimousineKansas City, MO

Tristar Worldwide Chauffeur Services

London, UK

ODS Chauffeured TransportationLas Vegas, NV

North Point Transportation Group

Atlanta, GA

BostonCoachBoston, MA

Angel Limousine WorldwideSan Francisco, CA

SUPPORTING

El Paseo LimousineSan Jose, CA

Commonwealth Worldwide Chauffeured Transportation

Boston, MA

National Interstate Insurance Company

Richfi eld, OH

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NEW NATIONAL LIMOUSINE ASSOCIATION MEMBERS February 1, 2012 - April 11, 2012COMPANY LOCATION WEB ADDRESS90210 Limo Beverly Hills, CA www.90210limo.comA+ Limousine Corporation Middle Village, NY www.apluslimousine.comAccent Chauffeured Transportation Santa Fe, NM www.accentsantafe.comAdvantage Limousine Tampa, FL www.advantagelimollc.comAJT Inc. First Limousine Tokyo, Japan www.ajt-inc.jpAKA Limousine Fort Walton, FL www.akalimos.comAll-Rite Custom Manufacturing Hollister, CA www.all-rite.comAllways Transportation San Leandro, CA www.allwaystrans.comAmerican VIP Transportation Anaheim, CA www.americanviplimousine.comAxa Livery Chicago, IL www.axalivery.comBaltimore-Washington Luxury Sedan Baltimore, MD www.baltimorewashingtonluxurysedan.comBelt Limousine System Venice, Italy www.beltlimo.comBig As Texas Limousine Service Pfl ugerville, TX www.bigastexaslimos.comBig Easy Limos Kenner, LA www.bigeasylimos.comBiribin Limousines Paris, France www.biribinlimousines.comBishop Vintage Classics Wilmington, DE -Black Car Manhattan, KS www.blackcarmhk.comCanam Limo Burlington, ON www.canamlimo.comCapital Riders Alexandria, VA www.capitalriders.comChauffeured Executive Transportation Mineola, NY www.chauffeuredexecutive.comChauffeurservice Munich Munich, Germany www.chauffeurservice-munich.comCitiSedan Dallas, TX www.citisedan.comCloud 9 Limousines of Boca Raton Boca Raton, FL www.cloud9limofl .comClub Car Limousine Fort Wayne, IN www.clubcarlimo.comColorado Luxury Ride Denver, CO www.coloradoluxuryride.comComplete Corporate Cars Milsons Point, Australia -Contractor Management Services Peoria, AZ www.ictherightway.comCorporate Cars Australia Alexandria, Australia www.corporatecarsaustralia.comDaLimousine Vienna, Austria www.dalimousine.comDeep Limousine San Jose, CA www.deeplimo.comDimple Limo Service Mountain View, CA www.dimplelimo.comDLA Executive Limousine Lake Hopatcong, NJ www.dlalimo.comDown Under Limousine Oilville, VA www.downunderlimousine.comEcoStyle Transportation Raleigh, NC www.ecostyleusa.comElite Limousine Plus Long Island City, NY www.eliteny.com

COMPANY LOCATION WEB ADDRESSELS Executive Limousine Service Baden-Baden, Germany www.els-limo.deEmerald Luxury Transportation Nashville, TN www.emeraldluxurytransportation.comEvergreen Town Car (USA) Ferndale, WA www.evergreentowncarbellingham.comExecutive Driver Services Paris, France www.car-service.frExecutive Limousine Services Mandan ND -FitzGerald Brothers Bus & Limo Co. Geneva, NY www.fi tzlimo.comGallo Winery Modesto, CA www.gallo.comGlobal Liberty Insurance Co. of NY Melville, NY www.globallibertyny.comHennessy Transportation Roswell, GA www.hennessytransportation.comInnovative Limousine Service Hayward, CA www.innovativelimo.comLegacy Limousines Smyrna, TN www.nashvillelegacy.comLimo in Korea Seoul, South Korea www.limoinkorea.comLimoso Luxury Transport Pinkenba, Australia www.limoso.com.auLucky Boyz Limousine Albuquerque, NM www.luckyboyzlimo.comMacau Limousine Service, Limited Macau, Macao www.lynxlimo.comMoment Solutions Newark, NJ www.mobilemediapayment.comNY NJ Car Service East Rutherford, NJ www.nynjcarservice.comNorthern Lights Limousine Edmonton, AB www.northernlightslimousines.comOrient Express Limousine Service Cambridge, MA www.orientexpresslimo.comPremium Car Oklahoma City, OK www.premiumcarok.comPrestige Premier Group Durham, NC www.prestigepremier.comRichard’s Limousine Long Beach, CA www.richardslimousine.comRico Suntours San Juan, PR www.rstpuertorico.comRoyal Sedan Service Falls Church, VA www.dcroyalsedan.comRyan & Riley Limousine Cranford, NJ www.ryanandrileylimousine.comSLA – Swiss Limousine Association Zurich, Switzerland www.verband-sla.chSouthampton Transportation Southampton, NY www.southamptonlimo.comSpeedy Town Car Services Glendale, CA www.speedytowncarservices.comStar Express Limousine Harrisburg, PA www.starexpresslimousine.comStar International Limousine Sea Girt, NJ www.starinternationallimousine.comTampa Bay Limousine Tampa, FL www.newtampalimo.comTedrics Transit and Limousine Service Nassau, The Bahamas -Top Line Transportation Fairfi eld, NJ -WC Transportation Service Group Little Ferry, NJ www.wctsg.comWorldwide Limousine Services Patchogue, NY www.nyclimos.com

NLA Fact #1: The NLA Can DeliverNew RevenueNew NLA members get multiple lead generators, including company name announcements with live website links in LCT Magazine, LimoScene, NLA E-News and on Limo.org, Facebook and Linked-In.

The NLA’s website www.NLARide.com features the list of NLA member operators and serves as a prime referral resource for fellow members, other transportation profes-sionals and travelers worldwide. The NLA Directory of Members functions as a similar business tool. It’s used habitually by NLA operators for member-to-memberfarm-outs and affiliate work.

NLA Fact #2: The NLA PromotesMembers 24/7The National Limousine Association websitewww.NLARide.com is an online directory that show-cases all (and only) NLA member companies. It is designed for the public’s use and for chauffeured transportation operators’ use, is updated daily, and offers quick and easy searches by location and ve-hicle type. The NLA office regularly directs consumer inquiries to www.NLARide.com and recommends members use it as a supplementary tool to the NLA Directory of Members for up-to-the-minute member contact information worldwide.

NLA Fact #3: The NLA Can Save You MoneyThe NLA offers 20 discount programs on chauffeured trans-portation software, marketing/printing, background checks, packaged human resource programs, LCT Show tickets, and lots more. The newest program that has members sign-ing up in droves is a 19% discount on Verizon Wireless calling plans. Take advantage of just a few and your annual dues will pay for themselves — and then some!

NLA Fact #4: The NLA Makes YourVoice HeardThe NLA gives every single member company the political might of many. It stays on top of and fights for the issues that directly impact limousine enterprise. NLA members have a powerful voice through the NLA’s on-the-ground lobbying firm in Washington D.C. Members also are able to get skilled one-on-one assistance — without charge — on company-specific regulatory and/or legislative problemsand issues.

NLA Fact #6: The NLA Teaches How toDo It BetterThe NLA seminars at the annual International LCT Show deliver exactly the practical know-how you require to grow and strengthen your company, whether you are a “newbie” to chauffeured transportation or a veteran business owner.

The NLA newsletters LimoScene and NLA E-News, the website www.Limo.org, quarterly webinars and frequent members-only news briefs provide the latest industryinformation and business-building tips.

WHY JOIN THENATIONAL LIMOUSINE

ASSOCIATION?BECAUSE THE FACTS SPEAK FOR THEMSELVES

NLA FacNew ReNew NL

NLA FacMembeThe Na

NLA FacThe NLA portationpacka

NLA FacVoice HThe NLA

NLA FacDo It BeThe NL

Join the NLA Today at www.Limo.org

NLA Fact #5: The NLA Provides theHallmark of ProfessionalismThe NLA is the only international association serving luxury chauffeured ground transportation. You’ll confirm you stand with the very best in the industry whenever and wherever you display the NLA logo, the official seal of your company’s membership, on your website, busi-ness cards, and vehicles.

NLA FacHallmarThe NLA

NLA_why join_ad 2012.indd 3 1/25/12 12:47 PMLCT0512nlawhyjoin.indd 1 5/7/12 12:11 PMLIMO_0612nla.indd 83LIMO_0612nla.indd 83 6/13/12 3:31 PM6/13/12 3:31 PM

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ARROW LIMO WORLDWIDENew Jersey

(800) 882-7769 (88ARROW) / www.arrowlimo.com

Year Founded: 1960

Number of Employees: 175

Fleet Size: 92

Types of Vehicles in Fleet: Towncar ‘L’ sedans, Vans, SUV’s, 6-9 passenger stretches,

12 passenger stretch excursions

Insurance Carrier: Trax Captive- National Interstate

Liability Limit: N/A

Criminal Background Checks: Yes

Drug Testing: Yes

Driver Payment Practice: Commission based on tenure

Recognition or Awards: Trax Safety Awards 2006-12, Among top 30 largest

limousine companies in USA for over 20 years

Permitted Airports: Tri-state

Association Affi liations: Joined NLA and LANJ when they were founded

Anything Else: Nationwide Affi liate Network, No Owner Operators

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1-800-882-7769

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BAYVIEW LIMOUSINESeattle

(800) 606-7880 / www.bayview.com

Recognition or Awards:• LCT Operator of the Year – Large category

• Limo Digest Operator of the Year Finalist– Large category

• Business Examiner - “Named Best Companies to Work”

• Winner of Ernst Young “Entrepreneur of the Year Award”

• Seattle Metropolitan Magazine - “Top 25 Best Places toWork”

• Tacoma Chamber of Commerce

– “Spotlight: Outstanding Business of the Year”

• AWB (Association of Washington Business)

– “Job Training & Advancement Award”

Bayview was also named the number one company in

Washington State for “Job Training & Advancement”.

• SWKCC Chamber of Commerce - “Ace Customer Service

Award” This award recognizes companies for excellence

in customer service, employee satisfaction and

community involvement.

• Seattle Business Magazine

– “Seattle’s Best Ride to the Airport”

• Inc. Magazine

–“Top 5,000 Fastest Growing Companies”

• Puget Sound Business Journal

– “100 Fastest Growing Companies”

Year Founded: 1990

Number of Employees: 82

Fleet Size: 74

Types of Vehicles in Fleet: SEDANS,

SUVS, VANS, STRETCH LIMOUSINES,

MINI-COACHS

Insurance Carrier: NATIONAL INTERSTATE

Liability Limit: $5,000,000

Criminal Background Checks: Yes

Drug Testing: Yes

Driver Payment Practice: EMPLOYEE BASED

Permitted Airports: Seatac Airport,

King County International Airport, Tacoma,

Narrows Airport, Paine Field

Association Affi liations: NLA, Puget Sound

Limousine Association, Seattle Chamber of

Commerce, Seattle Convention Bureau,

Association of Washington Business Member,

Tacoma Chamber of Commerce Member,

BBB Member, South King County Chamber

of Commerce Member

LCT0612bayviewprofile.indd 1 6/4/12 2:19 PM

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THE SMOOTHEST

Largest Company-Owned Fleet in Washington State

Voted 2007 Operator of the Year

• Fully-Equipped, Late Model Fleet

• 24/7 Live Reservations & Dispatch

• 10% Affiliate Commission

• Located 2 miles from SeaTac Airport

PHONE 800.606.7880FAX 425.277.5895

www.bayviewlimo.com

15701 Nelson Place, Seattle, WA 98188

info@bayviewlimo.com

FIRST-CLASS SERVICE | RELIABLE & VERSATILE

RIDE IN SEATTLE

YOUR SEATTLE AFFILIATE

S E D A N S | S U V ’ S | L I M O S | V A N S | M I N I - C O A C H E S

FARM IN / FARM OUT

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As one of the world’s leading chauffeur companies, over 1,400 peoplea day trust Tristar to take them to their most important engagements.

• Service in over 70 countries worldwide• 24 hour US, UK and Hong Kong reservation centers• Highly skilled international team fluent in 7 languages• Consistent, reliable service in all markets• Dedicated corporate roadshows & events teams experienced in

managing complex requirements• Competitive rates provided in USD or GBP for all markets• Billing information provided promptly and accurately• Formalised partnerships with affiliates in all markets served• Automated bookings accepted through Transponet

Put your trust in Tristar – contact us todayto find out more or make a booking.

866 686 0373 • FAX: 978 927 1543www.tristarworldwide.com • us.reservations@tristarworldwide.com

Trust Tristar todeliver the world

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615.714.5466 or toll-free at 866.455.2823

GRANDAVENUEWORLDWIDE.COMFind us on Facebook.com/grandavelimo

M IDDLE TENNESSEE ’S LEAD ING GROUND TRANSPORTAT ION SERV ICE

On-Time Guarantee or Your Trip is Free5 Minutes from Downtown Nashville 3 Minutes from BNA

Last-Minute ASAPs are OK

Nashv i l l e ’s La rges t Af f i l i a t e Pa r tne r

The Ground Transportation Choice of the Tennessee Titans and Nashville Predators

Nashv i l l e ’s La rges t Af f i l i a t e Pa r tne r

M IDDLE TENNESSEE ’S LEAD INGG

LCT0112grandave.indd 1 12/6/11 11:54 AMLCT0108musicexpress.indd 1 11/28/07 11:06:54 AMLIMO_0612farm in-farm out.indd 92LIMO_0612farm in-farm out.indd 92 6/14/12 11:20 AM6/14/12 11:20 AM

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Worldwide Premiere Executive Ground Transportation

FromMean to Green™

andEverything in Between

Nobody Does Better What We Do Best.

Los Angeles800 255-4444

New York800 421-9494

San Francisco888 980-8500

Washington, D.C.866 254-3344

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BROADENYOURHORIZON

LCT’sFARM IN/FARM OUT

SECTION.CONNECTING PEOPLE AROUND THE WORLD.

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Star Limo LLC • 1715 57th St. NW • Albuquerque, NM 87105www.505starlimo.com • 505-848-9999 •

info@505starlimo.com

Gone WORLDWIDE

lately?How about,

ALBUQUERQUE & SANTA FE, NEW MEXICO,

U.S.A.?

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www.gatewaylimo.com

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Because YOUR Reputation and First Impressions Count…

Skylark Limousine

We service SJC, SFO & OAK - Airports, Businesses & Hotels800 526-2751 (408 289-8064)

www.SkylarkLimo.com Est.1993 We Specialize in Corporate Travel

TCP #12248

The Comfort of YOUR Client is OUR #1 Priority!Service 24/7 • We Always Arrive Early • Extensive Late Model Fleet

FARM IN / FARM OUT

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The Best Affi liate for Atlanta and the State of Georgia

Over 60 Vehicles• Mercedes S550

• Lincoln L & Cadillac Sedans

• Escalade SUV & Hybrid SUV

• Stretch Limos & Stretch SUV’s

• Executive & Luxury Vans, Terra

• Limo Buses, Mini Buses, Coaches

• Any size group & convention

• Event coordinator & greeter

• Uniform chauffeurs

• 24/7 live support team

• GPS & Flight Tracking Systems

• Billing complete within 24 hrs

Established in 1995The Defi niton of Excellence

Toll Free: 888-667-9300 • Fax: 770-569-7757Email: affi liate@atlanticlimo-ga.com

www.atlanticlimo-ga-com

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Las Vegas Orlando LA Detroit New York Chicago Boston Tampa Anywhere Coast to Coast!

Just One Call 8 0 0 - 4 5 6 - 1 7 0 1w w w. m e t r o c a r s . c o m

T r a n s p o r t a t i o n S e r v i c e s

If you are interested in becoming an Affiliate Partner

with Metro Nationwide, Please email us at

nationwide@metrocars.com

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Your Partner in

KANSAS CITY

913.381.3504 Odyssey code: OVER1093

info@kclimo.com www.kclimo.com

Voted Ingram’s

Magazine “Best Ground

Transportation Service” in

Kansas City for last 5 years

LCT Operator

of the Year

WE OFFER AN EXTENSIVE FLEET OF:L-Series Sedans / Limousines / SUV’s /

Vans / Mini & Limousine Coaches

WE SATISFY ALL YOUR TRANSPORTATION NEEDS:

Corporate / Roadshow / Entertaiment / Groups / Events / Always Reliable,

Responsive, VIP Caliber Service

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S A N F R A N C I C S OS O N O M A / N A PA

C A L I F O R N I A W I N E C O U N T R Y

“When it comes to service: words are words, explanations

are explanations, promises are promises, but only performance is reality”

Relax@pureluxury.com800-626-5466www.PURELUXURY.comTCP#12878

NEWTO FLEET!

MKZ HYBRID L

Cadillac and Lincoln SedansEscalades and Vans

Phoenix Sky Harbor International Phoenix Mesa Gateway AirportAll FBOs in the Phoenix Region

Cadillac and Lincoln Sedansdill d Li l S dEscalades and Vans

866.987.2732 Reservations@FCEGLOBAL.comMary Beall – Vice President/Partners Manager – mary@fceglobal.com

“Exceptional transportation for exceptional people”

• Trusted Carrier of the Top 3 International Networks!• Offering MKZ Hybrid L series!• $1.5 Million coverage • Members of the NLA, ALA, TLPA and Green Ride Global

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A & A Metro Transportation 99Acton Lincoln/Mercury 100,103Advantage Funding of New York 43Arrow Limousine 86-87Atlantic Limousine 96Bauer’s Intelligent Transportation 103Bayview Limousine Service 88-89BeTransported.com 9BusCon 2012 79Celebrity Limousine Service 97CH Bus Sales, Inc. 37Chrysler Fleet 35CMS C3Crown Cars & Limousines 90El Paseo Limousine 96ETS International 97FASTTRAK Livery Systems 29First Class Executive Limo 98Ford Motor Company C2-1Ford Sponsorship of LCT’s Top 100 19-22Gateway Limousines 95Global Alliance 85Grand Avenue Chauffeured Transportation 92Krystal Enterprises 10-11, 46-47Lancer Insurance Company 51LCT Affiliates 53, 94LCT E-Newsletter 18LCT Products 71LCT Social Media 59LCT Subscription 23

LCT Summit 2012 63-68LCTmag.com 6Limoforsale.com 52, 77, 82Limos.com C4Liquid Spring Technologies 5Livery Coach 69Lockhart Cadillac 102Mercedes Benz USA 3, 13Metro Cars 97Music Express 93National Van Builders 73Nissan 7NLA (National Limousine Association) 83Overland Limousine Service 98Printing 4 Less 71Pure Luxury Limousine 98Republic Ford/Lincoln/Mercury 100Rodes Roper Love Insurance Agency 53Royal Carriages 96Royale Limousine Manufacturer 27, 42Skylark Limousine 95Star Limo LLC 94TIB (Transportation Insurance Brokers) 39Tiffany Coachworks 55Titus Leasing Company 15Towne Automotive Group 101Transpo Insurance 16Tristar Worldwide Chauffeur 91Turtle Top 17Western Experts in Transportation 82

ADVERTISER’S INDEXThe Advertiser’s Index is provided as a courtesy to LCT Advertisers. The publisher assumes no responsibility for errors or omissions.

ADVERTISER PAGE ADVERTISER PAGE

ADVERTISER’S INDEX

DEALER’S SHOWROOM

2012 CHRYSLER 300 LIMITED

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LCT0811towne.indd 1 7/13/11 1:10:38 PMLCT0512townelivery.indd 1 4/23/12 11:52 AMLIMO_0612dealershowroom.indd 100LIMO_0612dealershowroom.indd 100 6/13/12 3:45 PM6/13/12 3:45 PM

DEALER’S SHOWROOM

One Stop Shop For Your Livery Vehicles!

Dave BastianTowneLivery.comdbastian@towneauto.com

1.800.730.3683

We are not a broker. We are:• A Franchised Ford, Lincoln, Chrysler, BMW & Hyundai Dealer. • One of the nation’s top Livery dealers.• Here to serve your needs for new & used vehicles.

PLUS we offer affordable nationwide shipping because we want to be your auto dealer!

Division of

2011 Lincoln Town Car 535 L Series Sedan535 Livery Package, Leather Interior, All Standard Features4 Year or 150,000mi. Ford ESP Included

2012 Ford E350 14 & 15 Passenger VansCenter Aisle Seating Available, Keyless Entry, Privacy Glass3 Year or 75,000mi. Ford ESP included center aisle only

Financing available thru:

Buffalo, New York

All New

Going fast!Get ‘em before they’re gone

FOREVER!

LCT0811towne.indd 1 7/13/11 1:10:38 PM

2013 Lincoln MKT Town CarAvailable WiFi hotspot, AWD, 39.5 cu. ft. of cargo space, Sync with My Lincoln tourch, lane departure warningComes with a 4 yr. or 150,000 Mile Ford ESP

2013 Chrysler 300 LimitedV-6 Engine, that gets 31 mpg, Exceptional Styling, Top Safety Pick, U connect technologyComes with a 4 yr. or 150,000 mile Added Care Plus warranty

2013 Hyundai Equus Signature PackageV-6 Engine, rear wheel drive, massaging driver’s seat, Lane departure warning, navigation, Lexicon stereo, Tremendous luxury.Comes with 10 yr. or 100,000 Mile Hyundai warranty

2012 BMW 5 Series Grand TurismoAvailable luxury rear seating, dual access tailgate,Available AWD

A manufacturers Fin/Fan code is required to purchase vehicles listed in this ad and be eligible for all Livery Programs. Please contact Towne Livery for more details.

LCT0512townelivery.indd 1 4/23/12 11:52 AM

DEALER’S SHOWROOM

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DEALER’S SHOWROOM

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� Front passenger seat

fore-and-aft control

� Folding arm rest with

cup holder

� Premium livery leather-

trimmed seating

� Reclining rear seat

� 12-volt/USB power/

110-volt AC power

points

� Wi-Fi

� Reverse Sensing

System/backup

camera

� Power liftgate

� 3.7L DOHC 24-valve

V6 engine with 268 hp

� All-wheel drive

� 18-inch premium

painted wheels

� Fixed glass Vista Roof™

� In-dash navigation

2013 LINCOLN MKT TOWN CAR

The Vehicle Designed with Your Passenger in Mind . . .

FLEET SALES

888.384.2841

We ship nationwide.The Nation’s Number ONE Supplier of Vehicles

to the Livery Industry for Over 20 Years!

The Nation’s Number ONE Supplier of Vehicles

to the Livery Industry for Over 20 Years!www.actonfleetsales.com

104 WWW.LCTMAG.COM

Regardless of political preferences, everyone can agree that 2012 is a hyper-charged Presidential election year that will determine the future health of the chauffeured transporta-tion industry and Main Street America

businesses overall. Despite such high stakes, industry associations still must focus on a com-mon challenge: Getting more members and keeping them in the loop while fi ghting critical regulatory and legislative battles. Strong associ-ations are ultimately an investment in bringing about a more pro-business economic climate that enhances the industry’s operating fi eld. I recently checked in with multiple association heads and supporters to highlight what approaches to motivat-ing the industry base work best.

Two of the most successful and politically savvy state associa-tions in the industry are the Greater California Livery Associa-tion and the Limousine Associations of New Jersey. Both groups coalesce around strong leaders, divide duties among commit-tees, and retain paid professional lobbyists and consultants to advance goals. Most importantly, GCLA and LANJ make the di-rect connection between membership and results.

“Donating your time and money is an investment in preserv-ing your business and allowing it to grow,” said JONNA SABROFF, President of ITS in Los Angeles and an active GCLA supporter and strategist. “Your dues and fi nancial contributions go toward paying the lobbyists and attorneys needed to level the playing fi eld so we can turn back unwarranted attacks on our busi-nesses. This in turn will allow us to preserve the jobs of the men and women who depend on us for their livelihoods.”

GCLA President MARK STEWART knows fi rsthand the vexing struggle to get membership renewals and operators to pay dues in a down economy. Stewart has led his association to mod-est growth, but he admits he is puzzled by some of the apathy amid so much economic and state budget uncertainty in Califor-nia. “We’re all volunteering and doing this on our own time. I’m amazed why despite tough times companies can’t afford mem-berships. . . For the small cost of membership, you get a good re-turn from people working to save the industry and business. It’s a small price to pay to have the association protect your business.”

LANJ’s tireless and well-connected executive director and lob-byist, BARRY LEFKOWITZ, makes sure members see results and get face time with important state leaders and decision makers. At LANJ, transparency is critical: “Our board meetings are open if someone wants to come see the board and see what’s going

on,” he said. “They have opportunities at the end of meetings and general member-ship meetings to raise questions and issues and bring things to the table. It’s important to be able to have direct contact with regu-lators who can make their lives miserable or can be helpful.”

Limousine Association of New York President JEFF ROSE has found two methods that seem to work against what he calls the selfi sh habit of enjoying the benefi ts of

others doing the heavy lifting in associations: “There’s peer pressure and that’s diffi cult because it carries side effects, but the other things are to try and highlight the benefi ts. You can go to vendors and get them to offer benefi ts to industry members. You try to fi nd tangible benefi ts that will [help] individual operations and that will only be available to members of the organization. . . . The other [approach] is the whole networking ability of being an association member. You will gain access to business and vendors when farm-ing out.”

Another motivator is to seek input from members on the crafting of ordinances and

legislation that regulates the operation of chauffeured vehicles, said RENZO ORMSBEE, President of the Limousine Association of Houston. “One of the things we try to be is relevant to our membership by involving them in making changes to a limo ordi-nance,” he said. “We’ve taken such oppor-tunities to get with our membership and fi nd out the issues they felt should be ad-dressed. We spend a good part of quarterly meetings talking about what is going on. We bounce input across the leadership and take it to the city government. We make sure that people in the industry think it’s important to be involved in the association.”

Smaller groups, such as the Kentucky Limousine Association, which remains active in a state with only about 30 legal lim-ousine companies but plenty of illegal ones, offers the lure of inside information as a way to get and retain members, said KLA President CAREY FIELDHOUSE. That includes exclusive, password-protected access to a members-only website with resources for operators, such as annual traffi c plans for servicing the Kentucky

Derby. “We’ve modeled ourselves after the NLA where members get information and a real value for membership,” Fieldhouse said. “We do a lot of continuing education seminars and presentations for members, so that what we do is legal, ethical, and with a moral compass.”

Fieldhouse also relayed an anecdote that reveals a more human advantage of association membership, no matter the size of the group. When the KLA informal-ly gathered for the fi rst time at a Perkins

restaurant in August 2006, operators realized they wouldn’t kill each other competitively and could actually work together to-ward mutual support, Fieldhouse said. After the group formed, a female limousine operator had a stretch breakdown in the early morning hours in a remote area of rural Kentucky. She called a fellow association member, who then dispatched a re-placement limo for the client and a tow truck for the one that had broken down. “You’ll get a close-knit group of members who literally will jump out of bed in the middle of the night to help each other out.”

SURVIVAL COURSE

LIMOUSINE, CHARTER & TOUR JUNE/JULY 2012

EDITOR’S LETTER

MARTIN ROMJUEmartin@lctmag.com

Jeff Rose

Renzo Ormsbee

Carey Fieldhouse

LIMO_0612editorsletter.indd 104LIMO_0612editorsletter.indd 104 6/14/12 10:42 AM6/14/12 10:42 AM

LCT June-July 2012

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