Ground Support Worldwide - 30

GROUND SERVICE
PROVIDERS

IT'S A

DEAL
The work that goes on behind the scenes to
submit a competitive ground handling bid is
as involved as the work faced on the ramp.

All photos courtesy of AccuFleet International

By Walker Jaroch

30 GROUND SUPPORT WORLDWIDE

MAY 2020

P

erhaps not the most glamorous part of the
job, the contract between a ground service
provider and an airline might be the most
crucial. Without it, there wouldn't be a job
to speak of.
And like the work on the ramp, the process a
ground service provider goes through in submitting a bid that is both competitive and sustainable
requires a careful touch - a process compounded
when regional companies are competing with global
entities.
For all, the process begins when an airline sends
out a request for proposal (RFP).
"Generally, the carrier will send out an RFP to
known qualified service providers when they have
a new need. The need can be driven by new market
entry for an airline, a significant change in service
scope, ensuring that their current price is competitive or a necessary move due to an underperforming
provider," says Mike Hough, CEO of GAT Airline
Ground Support.
Brian Giacona, VP of operations at AccuFleet, says
that over the years, airlines have begun using one
vendor for multiple services, finding there is "synergy" in the method.
"Airlines, while they're trying to get the best service, are also working on being cost conscious," he
says. "It all depends on what their needs are at the
time. The carrier will provide a schedule. Sometimes
they provide requirements as far as staffing and they
will provide us with specifications of what exactly
they're looking for. From there we will build our
model based on all of their specifications."
Sometimes, carriers will put in minimums that
might exclude service providers from getting on the
bid list.
"They're not going to request service from a company with a total of five employees nationwide for a
contract that requires 500 people," Giacona explains.
"The large U.S. carriers, when it comes to ground
handling, unless you're doing ramp service in another
city for someone, they normally will not take the
chance on you because they're not 100 percent sure



Ground Support Worldwide

Table of Contents for the Digital Edition of Ground Support Worldwide

Business Buzz
Industry Expert Column: How Airport Design Could Influence PCA Use
ITW GSE: 2020 Product Leader of the Year
Dana Perry: 2020 Team Leader of the Year
Larry Laney: 2020 Lifetime Achievement
Professionalism's Value to Africa's Ground Handlers
It's a Deal
An Electric Solution for Conventional Pushbacks
Product Hangar
Editor's Note: When Leadership is Needed Most
Ground Support Worldwide - 1
Ground Support Worldwide - 2
Ground Support Worldwide - 3
Ground Support Worldwide - 4
Ground Support Worldwide - Business Buzz
Ground Support Worldwide - 6
Ground Support Worldwide - 7
Ground Support Worldwide - 8
Ground Support Worldwide - 9
Ground Support Worldwide - Industry Expert Column: How Airport Design Could Influence PCA Use
Ground Support Worldwide - 11
Ground Support Worldwide - ITW GSE: 2020 Product Leader of the Year
Ground Support Worldwide - 13
Ground Support Worldwide - 14
Ground Support Worldwide - 15
Ground Support Worldwide - Dana Perry: 2020 Team Leader of the Year
Ground Support Worldwide - 17
Ground Support Worldwide - 18
Ground Support Worldwide - 19
Ground Support Worldwide - Larry Laney: 2020 Lifetime Achievement
Ground Support Worldwide - 21
Ground Support Worldwide - 22
Ground Support Worldwide - 23
Ground Support Worldwide - Professionalism's Value to Africa's Ground Handlers
Ground Support Worldwide - 25
Ground Support Worldwide - 26
Ground Support Worldwide - 27
Ground Support Worldwide - 28
Ground Support Worldwide - 29
Ground Support Worldwide - It's a Deal
Ground Support Worldwide - 31
Ground Support Worldwide - 32
Ground Support Worldwide - 33
Ground Support Worldwide - An Electric Solution for Conventional Pushbacks
Ground Support Worldwide - 35
Ground Support Worldwide - Product Hangar
Ground Support Worldwide - 37
Ground Support Worldwide - 38
Ground Support Worldwide - 39
Ground Support Worldwide - 40
Ground Support Worldwide - 41
Ground Support Worldwide - Editor's Note: When Leadership is Needed Most
Ground Support Worldwide - 43
Ground Support Worldwide - 44
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