LAS VEGAS Although motorcoach companies often are at odds with public transit agencies, attempting to work more closely with them might help cash-strapped private operators work through the steepest business downturn they have experienced in nearly a decade.

Three long-time operators made that point during a wide-ranging panel discussion during the United Motorcoach Association Motorcoach Expo here last month.

They suggested operators expand their search for new revenue by approaching their local transit agencies and going after contract work that many of them offer or are considering.

"The best opportunities are going to be in transit," said Brian Scott, whose Florida-based Escot Bus Lines has been working with transit agencies in Orlando and Tampa for several years. "They will (increasingly) be turning to private carriers because they dont have any money."

Transit authorities across the country that have been hurt financially by the sour economy have turned over some of their work to private companies, including paratransit, on-demand, shuttle, and emergency services.

John Walker president of Star Shuttle and Charter in San Antonio, Texas, said motorcoach operators need to call on transit authorities with the message that private carriers are willing to provide help.

"You might not get any work right away, but it may open the door toward privatization," he noted.

Jack Wigley of All Aboard America in Mesa, Ariz., suggested the transit authorities be reminded that contract work provides employment opportunities that put tax-paying people to work.

"We need to say to the transits: What we do is hire people and the people we hire pay taxes," he stressed.

Walker recommended, too, that private companies first find out what their transit authorities are up to and what they are doing with other private companies before approaching them. He said he often uses state and federal open meetings and records laws to obtain transit documents that can reveal valuable information, including the pricing proposals of competitors.

Scott agreed, saying he sometimes responds to small transit proposals just to see what other companies are doing and find out their pricing schemes.

All three panelists urged operators to attend meetings held by transit agencies in their areas, not just to keep tabs on what is going on, but to build relationships with transit officials as well.

"You have to constantly build relationships," maintained Walker.

They also suggested operators get more involved in their communities by serving on boards and commissions and doing charity work that benefits residents and builds awareness of your company.

Scott, Wigley and Walker made their comments during a session entitled Thriving in a New Economy.

The three also urged operators to consider joining the "20 Group" program, a UMA-sponsored program that brings together non-competing operators who share and discuss details of their operations. Members, who meet regularly and exchange monthly reports with each other, find out how they are doing in comparison with similar-sized companies and how they can improve their businesses.

"Joining a 20 Group was the best decision we every made," said Walker, adding that it gave him a new look at his companys costs and helped him determine if his pricing structure will produce the returns necessary to sustain his business.

Scott echoed his comments, calling the program "extremely valuable" and stressing it has made it possible to more closely monitor pricing pressures and fuel costs and to better manage his debt.

"I think joining a 20 Group will do your business a lot of good and I think it will do it for many years to come," added Wigley.

The panelists also reminded operators not to forget the basics, including customer service that will help them not only retain customers but draw new ones as well.

"I am absolutely convinced that when you focus on customer service, it will come back to you," emphasized Wigley.

The panel session was monitored by UMA President Victor Parra and Steve Klika of International Motor Coach Group.