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But tonight they would not address his disorder or anything else negative. Besides, once Foster was focused on the project she was about to introduce, his symptoms would probably recede again.
She’d set up everything in the den beforehand. Leading him to the closed door, she pushed it open and dramatically intoned, “Introducing SunSouth Select.” She stepped aside so he could see the prominently displayed artist’s rendering, the banner she’d had made bearing the new logo, the graphs and charts standing on easels for quick reference, and the model.
Looking a bit overwhelmed by the visuals, Foster did the three-times back-and-forth routine, then slowly rolled his chair into the room. “What’s all this?”
“An innovation in airline service, conceived with frequent fliers and business travelers in mind,” she said, as though addressing a room full of people from a podium. “Allow me?”
“By all means.”
She stood before him as though assuming center stage. “SunSouth Select will offer red-carpet treatment on a limited number of flights from Dallas to high-density destinations. Houston, Atlanta, Denver, Los Angeles, Washington, D.C., New York. One early morning flight. One late evening.
“Select will be for members only. Fliers will be prescreened and registered. They will have passes enabling them to avoid the normal airport security checks. Select will provide white-glove baggage handling. Car service to and from the airport would be optional but recommended to guarantee even better service and fewer of the hassles normally associated with business travel.
“Airplanes designed for one hundred thirty passengers would be reconfigured to accommodate fifty. Even the overseas carriers who cater to their first-class passengers would pale in comparison to the pampering given the subscribers to SunSouth Select.
“Expensive? Definitely. But less expensive than owning even a fractional share of a private jet, and much more leg- and headroom,” she added with a smile. “For what a business executive would spend chartering a private jet to these destinations, he could fly in much more comfort with specially trained flight attendants waiting on him. Or her.”
So far Foster had said nothing, but he was listening.
She continued. “Because it would operate under the auspices of SunSouth Airlines, the traveler would be assured of Select’s dependability, stringent safety standards, and incomparable efficiency.
“That efficiency is SunSouth’s trademark, but it hasn’t come without a price. The one criticism often heard, especially from the frequent business passenger, is that SunSouth is equivalent to traveling in a Greyhound bus. Ten months ago, the airline began offering a reserved seat as opposed to first-come-first-served. That’s proven to be a hugely successful option.
“Eighteen point three percent of our passengers are willing to pay the additional twenty dollars per ticket to guarantee a reserved seat and have the convenience of boarding first. Extrapolating, if even one half of one percent of those eighteen point three percent buy a membership in SunSouth Select, the airplanes will fly full.
“In recent years, private jet ownership has become extremely competitive, but this mode of transportation is still affordable to only a minuscule percentage of travelers. On the one hand, you have no-frills airlines, like SunSouth and Southwest. On the other, private jets.
“SunSouth Select would fill the gap in between. That gap is projected to widen as carriers decrease first-class service in favor of economy travel. Granted, it’s a narrow margin of the marketplace, but a vital one because it caters to those who must and do fly tens of thousands of miles each year. Fortunately, those fliers are also the ones who have the funds to spend on air travel. If SunSouth doesn’t claim that niche in the marketplace, a competing airline will. Select will ensure that SunSouth maintains its position as a leader in the airline industry.”
It was the planned wrap-up to her pitch. When Foster was certain she had concluded, he rolled his chair forward and back three times, then moved to the table where she had placed the model. One side of the fuselage had been made of clear plastic so that the interior, which far surpassed even the most luxurious and roomy first-class cabins, was visible. He studied it for what to Laura seemed an interminably long time.
Finally he spoke. “It’s been tried before. Rolls-Royce service for Rolls-Royce prices. Those airlines didn’t last long.”
She had an answer for that argument. “They didn’t sell memberships. They relied on single bookings, so they ran into cash-flow problems. We would sell memberships, renewable annually. Before the first plane ever took off, we’d have operating capital to sustain the service for at least a year. And earning interest at the same time.”
“The membership would entitle the passenger to fly a given number of segments?”
“Miles, actually, since some of the segments are longer than others. We’re thinking in the neighborhood of seventy-five thousand miles. If the member doesn’t fly them all, he forfeits them. If he flies above that number, for each additional flight, he pays a fee equivalent to the price of a first-class ticket on another airline.”
“And those numbers work?”
“It’s in the syllabus.” She passed him a three-ring binder with the SunSouth Select logo embossed on the leather cover. He studied the logo but returned the binder to the table unopened.
“How much would we have to charge for the memberships?”
“As I said, the syllabus contains several financial projections. If we charge this much, our margin of profit would be larger than if we charged that much.”
“I know what a financial projection is, Laura.”
Taken aback by his tone, she murmured, “Of course you do. I just wanted you to understand that this is all preliminary.”
“Really? It seems so well thought out.”
“I’ve worked on it long and hard, Foster. I’ve tried to think through every aspect and contingency.”
“Who else has been in on it?”
She laughed. “That makes it sound like a conspiracy.”
