Own A Charter Bus Company

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"Even without occasionally packaging a tour for someone else, it's not hard to make very good money in this business," says Larry, as he relaxes in the big, airy attic room he and his wife (Beth) use as their office. "Especially after you've beaten your brains out to learn what not to do."

Like what, for example?

SELL SERVICE

"First, you have to learn to compete with service. . . not with price."

It's true, the bus operator points out, that in the beginning-to build up a following-you may have to offer the same low rates as do the big tour companies in your area. A small outfit, however, can't compete that way indefinitely. The large firms buy their fuel and tires-and just about everything else-at lower prices than you would be able to get . . . which means they're able to charge lower rates and still come out ahead. In order to stay afloat, you'll eventually have to ask about 15% more than the big tour lines do . . . and still attract customers.

"In order to convince people that your tours are worth the extra cost, you've got to give special service," Larry says. "And in this business, service means the ability to come up with offbeat, unusual, interesting trips. That's what builds up your reputation . . . and makes the clubs and other groups you work with come back for more. You have to be familiar with points of interest that the big tour companies don't even know exist! "

And Larry Gates practices what he preaches. He can tell you more about the West than a whole library full of encyclopedias, and he's convinced that total familiarity with the scenic and historic spots of your own travel area are an absolute must!

"If you've got information about all of the tourist attractions in your locale, or if you can get it," he says, "you've got the secret of a successful tour business."

HOW TO GET STARTED

It's best to get into your own charter bus business gradually. You could, for example, take a job as a driver with a local tour company for a year or so, learn the ropes, and build up a clientele. Meanwhile, it's a good idea to pick up every regional map, history of the area, and guidebook available and learn all there is to know about the territory. You might also use this time to save money for the down payment on your bus, and maybe you'll want to take a night school course in diesel mechanics.

But that's not how Larry did it.

"There's another good way to learn the ropes," he says, "especially for a person who works in the city, lives in the suburbs, and wants to get out of both. Simply buy a bus and offer a commuting service to your fellow wage slaves. In some cases, the company you work for might even finance the down payment on the vehicle in order to help make such a service available to its employees.

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