NEW ORLEANS Motorcoach operators frustrated by the financial peaks and valleys common to operating a charter bus company can level things off if they stay alert to new business opportunities.

That was the conclusion of a panel of operators from different sections of the country who discussed the growth of their businesses at Motorcoach Expo 07.

Panel members agreed that the competition for charter and other business has stepped up so much that companies that dont look to broaden their services and price them right could be left behind.

"You have to get your people to think outside of the box," suggested Brian Kurtz, owner of Elite Coach in Lancaster, Pa.

Panelists Brian Scott of Escot Bus Lines in Largo, Fla., Jeff Polzien of Red Carpet Charters in Oklahoma City, and John Walker of Star Shuttle and Charters in San Antonio, Texas, agreed, noting that there are many business opportunities available and operators interested in growing their businesses need only look for them and be willing to give them a try.

Among the hottest opportunities could be the school bus market, which the panelists said could be on the verge of a growth spurt.

"Schools are starting to outsource more because they dont want to have to maintain their own buses," said Walker.

About one-third of the school districts throughout the country have private companies operate their school buses.

Scott reported that government officials in Florida are looking at privatizing school bus operations in that state, which would open business opportunities to private coach operators.

Polzien, who added a school bus division to his company a couple of years ago, said that while student transportation work can give a company a financial boost, landing the first contract can be difficult and time consuming.

He said it took him about five years before he won his first contract. "I just couldnt get my foot in the door," he said. "But persistence finally paid off."

Among the lessons he learned, he said, was that schools dont always go for the lowest bid, but look for numerous other factors in a company before settling on who will get the contract. "They sometimes even go with the highest bid," he said.

While getting that all-important first contract was tough, he said the transition into schools from charter was easy because he was able to move his drivers between the different types of work without any difficulty.

Airport shuttle service, specialized tours, contract, paratransit and public transit work also offer operators a chance to find new business for their companies.

The panelists suggested everyone in the company can help in the hunt for new business, and owners should encourage employees to bring up their ideas for consideration.

"And, if someone comes to you with an idea, dont shoot it down," stressed Kurtz.

He said even if an operator doesnt have the right equipment to handle a suggested improvement or expansion, it still is worth a look by the owner.

The panel also suggested that operators get involved in their local governmental activities by attending meetings of transit boards and metropolitan growth agencies where new motorcoach opportunities often are hatched.

"Itll never happen sitting behind your desk," emphasized Scott.

There also was consensus among the panel members that pricing remains a key to not only keeping pace in the industry, but also in being able to expand.

Kurtz suggested that competition has raised the bar in the industry and pricing your bus and motorcoach services right is becoming even more important. "You need to price for it because if you dont have the money you cant keep up," he warned.

And, according to Polzien, the time just might be ripe for new pricing levels.

"Our customers are expecting more these days, but they seem willing to pay for it, too," he said. "I see less pricing sensitivity now.