FYI from MCI™

Public Sector - It's a long road to the big deal

When MCI entered the transit market more than twenty years ago, the brand was familiar only to a few. Now, many agencies serving large cities and small communities include the MCI commuter coach in their fleet. The tide began to turn when New York City's transit agency placed an order for MCI's D-based "commuter coach" outfitted with reclining seating, reading lights and more to attract long-distance commuters. With its record 1,400-coach order, NJ Transit helped cement MCI's niche presence in the commuter market. Today, commuters in cities nationwide from New York City to Aspen, Colorado ride MCI. Beyond public transit, government agencies also use MCI D coaches for military transport, border control, prison inmate transportation and even tourism at NASA's Space Center.

Yet selling to transit is always a long road, according to Michael Melaniphy, newly named vice president of Public Sector Sales. It's not unusual for the public sector team (Click here to meet the team) to begin working with a transit agency three years before they expect a procurement (sale) to take place. Eighteen to 24 months is average.

Detailing the deal

Transit agencies procure their fleets through the bid process, and it's the sales team's job to help the agency develop specifications. Nearly half of all Public Sector customers are new not only to MCI, but to the over-the-road coach market. Melaniphy's team goes the extra mile in part by helping agencies work out their budgets and obtain funding, often through federal or state grants or state set-asides. Once the specs — which can easily run 100 pages or more — are written, the bid process begins. This takes an average of three to five months from the time the bid hits the street until formal contract award.

When the contract is finally awarded, there's yet more work for MCI. Because government agencies can have unique warranty, parts and service needs, virtually all departments of MCI must be involved. Finally, there's a pre-production process — especially important, says Melaniphy, because Public Sector customers don't buy fast-track, in-stock coaches.

Not just for commuters

MCI is the leading supplier of heavy-duty inmate transport coaches, each of which is highly customized to meet the unique needs of this market. Flashing lights, sirens, weapons lockers, inmate cells and even bullet resistant material are on the option list.

Federal Government customers purchase their coaches through the GSA BARB program which are Buses All Ready To Buy. While BARB buses are still built to order, they are sold with a preset list of standard and optional features that meet government contract specifications — many of which are unique to the GSA market.

Roads ahead

Currently MCI's public sector group is in the midst of delivering a significant order to New York City. Additionally, Public Sector is delivering its first Phase I redesigned D-Series commuter coach to GO Transit in Toronto. MCI will offer a modified version of the D4500 to public transit and will showcase this model at the upcoming APTA EXPO 2005, held September 26 through September 28 in Dallas.

Back to top of page

As an FYI subscriber, your input is important to us. Please e-mail us at fyi@mcicoach.com if you would like to comment on the article or express an issue or concern.