MARCH 27, 2018
Sales tips for springtime: Don't let leads languish!
Consumers are accustomed to immediate gratification in the age of Google and Amazon Now. Read about why stepped up response time matters and how you can use video to help build trust with new and potential customers when you do respond.

Research from InsideSales.com shows that 35–50% of sales go to the vendor that responds first. This shouldn't be a surprise; inasmuch as we're in the sales business, we are also modern consumers. Buyers contact you when they are ready to talk; think about the mindset they must be in when they take the time to fill out a contact form or an RFQ. They've likely done their research and are anxious to close a deal. If your sales team is not focused on catching buyers in the moment, they risk losing that potential customer to a sales team that is ready to spring into action. You could be losing out by only minutes.

Still not convinced? A study published in the Harvard Business Review found that companies contacting potential customers within one hour of receiving queries are nearly seven times more likely to have meaningful conversations with key decision makers versus companies that make contact just one hour later. The lesson? Minimize customer wait time and maximize your opportunity to win the sale.

Having a unique strategy when you reach out to potential customers can pay off, too. Read about ways that three companies are using video to personalize their approach to potential customers and build trust, which is so critical in an industry where safety and reliability is paramount to consumers.

reseach shows 35–50% of sales go to the vendor that responds first
PARKING
Traveling to DC this Spring? Plan ahead for parking and routes
Transporting students on their spring trips to the nation's capital is a proud tradition for motorcoach operators, but it pays to gear up in advance for the the congestion that makes travel and parking in the District of Columbia a bit of a challenge. The city has resources for operators and drivers that puts a variety of trip planning tools in one place, from permits to maps and parking options.

Visit the Bus Museum for the 2018 Spring Fling, June 1-2
The Museum of Bus Transportation invites you to their annual Spring Fling, June1-2, where visitors can see the largest collection of antique buses on display in the United States. This year’s theme is Trailways. Displays are located inside Hershey, PA's AACA Museum and outside the Museum on the grounds. View a variety of modes of bus transportation – intercity, transit, school bus, motor coach conversions.

A shuttle bus will run every hour between the AACA Museum and the Museum of Bus Transportation George Sage collection annex for a great chance to view additional fleet vehicles not currently on public display.  The shuttle bus is provided by Wolf’s Bus Lines, York Springs, PA. Bus-related items for purchase will be inside the AACA Museum with 20 tables of bus and transportation artifacts.

A special admission price of $7.00 per person will be in place all day to make this fun and affordable! AACA Members and MBT Members have complimentary admission by showing their membership card.

PEOPLE
Larry and Lorna Hundt honored with Canada's Meritorious Service Medal

Larry and Lorna Hundt, founders of motorcoach and tour operator Great Canadian Holidays & Coaches in Kitchener, Ontario, have received the Meritorious Service Medal, one of the highest levels of distinction individuals can receive in Canada.

Canadian Governor General Julie Payette presented the medal to the Hundts during a ceremony at the Fairmont Royal York in Toronto. The Meritorious Service Medal was established by Queen Elizabeth II to recognize the extraordinary people who make Canada proud. Lorna and Larry Hundt were nominated and selected for the award for their commitment to promoting Canadian unity and pride. Specifically, they made a commitment to have their fleet of over 40 motorcoaches hand-painted with murals depicting various Canadian themes. Thanks to their initiative, the coaches, now attractions themselves, allow passengers and bystanders to learn about Canadian history and heritage. The couple have become lifelong ambassadors for their country, instilling Canadian pride in and awareness of the country's heritage.
Luther "Woody" Story has passed away

Woody Story of James River Transportation passed away earlier this month at the age of 94. He started in the motorcoach business working at James River Transportation in the 1950s after a service in the Navy and several years spent in automobile sales. Some 20 years later he purchased the Richmond-based bus company, continuing a lifelong love of working in the transportation industry.

He is survived by his three children, Dr. L Woodrow "Woody" Story, Jr.; Diane Story Hall; and Stephen W. Story. In lieu of flowers, donations may be made to the Fisher House at  donate.fisherhouse.org .
Scott Hernandez new director of crash standards and analysis at CVSA

Scott Hernandez joined the Commercial Vehicle Safety Alliance as director of crash standards and analysis. Hernandez has more than 30 years of experience as a member of law enforcement with the Colorado State Patrol. He specializes in accident reconstruction with training in commercial motor vehicle crash investigation. He holds Level 4 Accident Reconstruction Certification and completed the Commercial Vehicle Crash Inspection Course through the Florida Highway Patrol.

Hernandez serves as the primary resource on CMV crash reduction efforts, issues and programs. He also serves as the CVSA staff liaison and expert for the new CVSA Crash Standards and Analysis Committee.
INSURANCE PRODUCTS
UMA responds to operator demand with new insurance program
USI Travel Insurance Services has designed a unique and exclusive UMA members-only travel insurance program for charter bus operations , along with a more traditional travel insurance package for tour operators. 
 
The program not only provides a valuable product for a UMA member’s customers, it allows the member to highlight their company’s position as a unique travel professional in their community. Members will earn additional income from the product as well.

USI Travel Insurance Services is offering two plans to members: Comprehensive Travel Protection for Tours and the  UMA members-only exclusive   plan for charter bus customers, featuring coverage for high-limit emergency medical evacuations, baggage, and much more.
 
To learn more, contact Sharon Broo, CTA, at USI Travel Insurance Services,  Sharon.Broo@usi.com   or call 770.905.4065.

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Motorcoach Industry Calendar

APRIL
10-11 Bus & Motorcoach Industry Fly In, Homewood Suites by Hilton, Washington, DC, NoMa Union Station, Info: www.uma.org/capitol-hill/

JUNE
1-2 Museum of Bus Transportation Spring Fling, AACA Museum, Hershey, PA https://www.aacamuseum.org/museum-bus-transportation-spring-fling-2/

DECEMBER
5-6 Safety Management Seminar, NTSB Training Center, Ashburn, VA, Hotel TBA - save the date!
YOU ARE UMA
Remember, as a UMA member you have the power of discounts on the best products and services, access to relevant education, targeted professional resources, and colleagues all over the map. Remember to consult your member directory when you need help on the road, access to more vehicles to meet demand, or services out of your area. We are UMA!

Reach the UMA staff by calling (703) 838-2929 or by email at info@uma.org. We love to hear from our members!