Written by Laura Becker, EVP Sales (Global)
With the transition to a global focus, the ServiceTec sales team has been divided into distinct teams to focus on delivering our sales targets and ensuring that we meet the needs of our customers.
Focusing the existing team on New Business with New Airports to expand our customer base. Brian Curtis will have responsibility for all of North America where ServiceTec has been very successful with contracting directly with the airport.
We are very close to having a new EU based representative that will focus on developing direct airport contracts in EMEA. This will be a challenge to the current mindset of airport terminal support contracts which are traditionally awarded to the System Provider. We know that airports in Europe can gain the same cost-effective benefits of having one support team across many systems that North American airports have seen. The focus needs to be on sharing this model with them along with proof that it works.
Our newest team addition, Michael Coady, will be focused on providing sales support to the major platform providers – Amadeus, Collins Aerospace and SITA. By having a dedicated point of contact for these major customers, Michael can focus on delivering custom quotes and developing the relationships to help these vendors see that ServiceTec is the best strategic partner for all of their upcoming and existing projects. Please welcome Michael to the team.
Our final change will be on the Sales Operations side, Nicolle Alvarez will transition to be in charge of all our sales operations which includes Bid and Proposal research, creating responses and working with our SugarAI tool to provide valuable reports to management allowing for strategic planning and resource planning.
I believe this team organization will allow us to lead ServiceTec into a strong future.
Big Wins:
- Big Renewals: AMS, SLC, MSP, LHR, DTW
- Big Wins: LAS FIDS Support, MCI Site Support, DUB Site Manager, MAD System Support
- Upcoming: LAX SSBG O&M Support, SNA System Support, STR System Support
What’s Next:
You’ve undoubtedly seen the headlines or heard it directly on your calls: vendor consolidation in the aviation sector is hitting a fever pitch. In the last year, SITA has consolidated its position as a one-stop shop for an Airport, offering not only technology but also furniture and interior design firms. Amadeus has heavily invested in biometric technology with the purchase of Idemia. Most of our consultant partners have been sold outright or the majority shareholders are becoming investment firms. Barich and JW Group both have followed this path.
With airports and airlines fighting margin squeeze, our customers’ procurement teams have been handed a blunt directive: Slash the vendor list.
When an airport audits its purchasing efforts, they sort vendors into two distinct buckets:
- Transactional Line Items: Vendors who sell a product, provide a basic service, and are easily replaceable.
- Strategic Partners: Vendors who are deeply woven into their daily operations, protect their margins, and help them hit their highest-level goals.
Transactional line items get squeezed on price or cut entirely. Strategic partners get expanded. Our mission right now is making sure every single account on our books knows we belong in bucket number two.
Here is how we ensure we are “uncuttable” this quarter.
It starts with the team on the ground. All of the staff are our best advertisement and our best reference to how ServiceTec delivers support. We strive to have a team that can deliver everything the customer needs and wants for an efficient and cost effective proposition. If you think of a support effort that is being provided by a different vendor – think to yourself – could we do that work? Then share your thoughts with your Site Leadership. Expanding our onsite effort is the best way to become a strategic partner.
Transactional vendors are nervous right now—but we shouldn’t be. We have the data, the reliability, and the team to be the anchor our clients need. Let’s go out there, prove our value, and turn this consolidation trend into our growth opportunity. Senior management has set high goals for sales team and I know that sales is really all of us working together.
