Operations

Making Money With Motorcoaches: How Do You Find Business?

LCT Staff
Posted on September 2, 2009

David Bratcher, owner, Daisy Charters and Shuttles, San Antonio, Texas:

“We stumbled on a great opportunity here in San Antonio. Not every group can afford to have a convention or group stay at the property on River Walk. In fact, they save money being away from it. We make salespeople aware that they can offer rides into downtown San Antonio. This way they can spend it less by staying off of River Walk but still have the experience of it. We have been very successful doing this.”

Brian Dickson, vice president and general manager, American Coach Lines of Orlando, Inc., Orlando Florida:

“We are also still having to “pound the pavement” both literally and virtually (via the web/ email) for business, calling on past clients, as well as pursuing new ones to replace this business. So far we’ve been successful, but we’re taking it a month at a time, and are constantly re-evaluating our efforts, and focusing resources where the returns are the greatest.”

Shannon Hamm, director of sales, Hotard Coaches, Inc, New Orleans, Louisiana:

“Hotard's largest market is convention business in New Orleans, Baton Rouge, and Biloxi, MS. To offset the recent downturn in this market, Hotard has begun reaching out to markets on which we didn't previously focus, such as weddings, Boy Scouts and Girl Scouts, and popular local attractions. Recently, we've attended wedding trade shows, made sales calls to our local chapters of the Boy Scouts and Girl Scouts, and partnered with attractions and restaurants in our area. We've also made contact with our previous customers from the corporate, education, and government segments to try and re-acquaint them with our services.”

Dwayne Greer, vice president, A.S. Midway Trailways, Maryland:

“We have been focusing our energies in bidding for college sports transportation. Many are not flying as much because of their cutbacks. We have been very successful. This will keep us busy during the winter months. [Sports] runs from Fall right into Spring. Colleges will always have sports. This has been a big plus and we are seeing this as a big potential growth market. We are partnering with our clients to help them save money. This keeps them loyal to us.”

Source: Linda Moore, LCT Magazine

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