 |
A WELL DESIGNED TRAVEL PLAN |
||
|
EVEN IN A DOWNTURN, AIRCRAFT CAN HELP MAINTAIN AND GROW BUSINESS EXTRACTING THE MOST FROM AIR TRANSPORTATION FROM CHARTER TO OWNERSHIP TO MANAGING OTHER PEOPLE'S AIRCRAFT |
In the early 1990s, it became clear to
Rick Kobus, founding partner of Boston-based Tsoi/Kobus & Associates,
that if his architectural design firm was to expand its practice nationwide,
he and his associates would need to find a better way to fly. The
designer of buildings for universities, R&D organizations, health-care
providers and commercial clients wanted to extend its geographical
reach, but “we almost immediately ran into the problem of needing
to be in two places at one time,” said Kobus. “When a project is in the planning
and design stage, we meet with clients every other week,” he
explained. “That means a team of three to five people spends
a day or more with the client. When a project moves into the documentation
and construction phase, we visit them every month to six weeks.”
Because the larger projects can take
up to five years to complete, there is an ongoing need to travel.
Initially, Tsoi/Kobus satisfied its on-demand air transportation needs
by chartering. But two years ago, the company purchased fractional
shares in two business jets from Flight Options, the Cleveland-based
company that specializes in previously owned aircraft. “I had been around aircraft long
enough to know that a well-cared-for, reconditioned airplane is adequate
to the task and is just as safe as a new airplane,” said Kobus,
whose company did not buy a full airplane because “I wanted to
ease into this. I recognize that fractional probably is a bit more
expensive than full ownership, but it also takes away a lot of headaches.
One of the things I like about fractional is that we can tailor the
aircraft to the mission.” Tsoi/Kobus now uses three types of airplanes
a total of 250 hours annually. “The aircraft have allowed us
to service more clients better,” declared Kobus. “Not being
tied to the airline schedules, particularly for cities that are served
[primarily] by only one airline, means we have a lot more flexibility
about when we come and when we go. It allows us to be there when our
clients need us to be there.” For example, when a client in Pittsburgh
wanted Rick Kobus to meet him on short notice, the designer was able
to stop there on his way back to Boston from a trip to Cleveland.
Using a business aircraft also allowed Kobus to meet with several
clients in different cities, yet be able to return to Boston to attend
a meeting about a new project in between his out-of-town visits. Occasionally, Tsoi/Kobus uses its aircraft
to transport customers. “To help clients understand what their
opportunities are and articulate what fits for them, we try to identify
comparable buildings,” explained Kobus. “Then we go see
those facilities. The conversations that take place while looking
at another building helps us understand what they like.” “That also means we can reach out farther,” he continued. “I don’t get resistance [from associates] to going out to get a job [in a distant city]. To be sure, it is not inexpensive [to fly on business aircraft], but in terms of using talented people most effectively without burning them out, it has made life a lot easier, more productive and cost-effective.”
|
