SOUTH SHORE INSIDER - John Greene - Quincy Company offers rides to clients in 450 cities worldwide

March 21, 2007

Scituate resident John Greene started ETS International, a transportation services company based in Quincy, in November. (JEFF LOUGHLIN/The Patriot Ledger)

QUINCY - When John Greene bought six shiny black vehicles and started ETS International in November, his goal was to make a dent in the livery industry.

The 47-year-old president and chief executive officer bought the Cadillac’s to set his fleet apart from other corporate-transportation companies that typically use Lincoln Town Cars.

Greene also networked with transportation services worldwide to offer his clients rides in 450 cities. Then, in January, Greene acquired Home Safe Coach, a Quincy-based transportation company.

Greene, a Scituate resident, is no stranger to the livery business. He started CTS Worldwide in 1988 with two cars. By the time he sold the business 10 years later to Carey International, his fleet had grown to 65 cars.

When he decided to start from scratch again with ETS International, Greene used his own vehicle to transport clients. Although he still drives part-time, he now has six full-time chauffeurs and 10 vehicles. The Quincy Company makes 50 trips every day.

How is ETS International different from CTS Worldwide?

My goal is different from last time. At CTS, I knew we were going to sell, that there was a consolidation of the industry at the time, and that was my exit strategy. Our goal here is to build the highest quality value proposition for our clients and remain in the business for my children and my brother’s children. We want to make a great living taking care of our customers here in Boston and around the world.

How do you provide transportation services in other countries?

We set up (the international network) back at my previous company.... (I reached) out to some of my friends and affiliates and sister companies who had reported to me or I had worked with hand-in-hand over the years. We set up an affiliate network of over 400 cities both nationally and internationally to give seamless, one-stop shopping to our corporate executives who travel with us.

What is the biggest change you’ve seen in the 20 years that you’ve been in the transportation industry?

We’ve moved more toward automation. When we started the business 20 years ago, we did everything on paper. We used to have a board on the wall where we tacked the trips up and tracked them before it was automated in the dispatch log. I think we’re finding too that 20 years ago, there were only a couple of companies that offered national and international service. You’ll find that most companies of any stature in the local market offer outbound service. We probably have 20 just in Boston, where 20 years ago, there might have been two.

I think the business has remained the same in the fact that there are a couple of big operators in every market, and 80 or 90 percent of the market is made up of under million-dollar companies. Eighty percent of the entire limousine industry is made up of companies (with) under a million dollars (in annual sales). The majority of our business is small operators.

How did the acquisition of Home Safe Coach come about?

The owner of Home Safe Coach and I have known each other for many years. My old company used to provide service for him when he didn’t have enough cars and he was sold out. A third party mentioned that he may be interested in retiring because he had the opportunity to run a business in the Caribbean. So we had a discussion, and it led to the acquisition.

For us, the acquisition meant that it would give me a start-up base of business that would give me the ability to grow upon a nice, solid foundation. He had an extensive customer base of very loyal, long-time customers. Our business models were very similar. He was a hands-on business owner. We kept the same business philosophy that he had used for 14 years in the business to move it forward and take care of his customers.

What are your future expansion plans?

It’s our intention to be a multimillion-dollar business here in Boston.... We’re currently looking at other acquisition candidates in the Boston market, and we have a proven sales and marketing program that has been very successful over the many years. We’re currently growing at 100-percent growth monthly. Month over month, we’re doubling our business.

By ALYSA LANDRY
The Patriot Ledger
Alysa Landry may be reached at alandry@ledger.com

Copyright 2007 The Patriot Ledger