All
Hang Gliding
Instructors and Schools
are invited to
THE INSTRUCTOR'S FORUM

The definition of a business is a transaction that provides regularity and
consistency in its service at a profit. Given that we depend on weather and
training site conditions, no wonder some can never can make enough profit.


The trick of any instructor or school is to figure out a training plan that
is as regular and consistent as is possible given the local conditions. This
will determine the ultimate size of your business. The scooter tow system is
part of the package now that can fill in for the hill when the wind direction
is wrong and can be placed in a highly visible location. The condor or a very
large low and slow glider (for the persons weight and wind) and quiver of
progressively smaller sized training gliders provides the consistency of
service from no wind to breezy.


If local climate is the issue, than only provide the service during that time
of year of when it is consistent and regular. It may not be a business that you
depend on for your sole personal  income, but it will help the sport and local
population knowing the one could learn how to hang glide during this set time of
year.  Being consistent with your availability is the rule though. Those class
dates would be prominently advertised on your website, the local hang club and
in your promotions the rest of the year.


You may even enjoy yourself more, knowing that you don't depend on this. Even a
part-time or seasonal business makes a profit too so don't devalue the service.
That cheapens it for every other instructor. That would devalue it in the eyes
of the client and again all you will get is "I'll try hang gliding today"
students....not to mention the all the other one time thrill students this one
guy tells. The rest of the year could be devoted to just finding those five
serious students.


Minimizing all ongoing expenses to what can actually be supported and is needed
- like year-long rent for shops and office costs is a given. Accepting these
expenses depends on how much potential volume you can generate (high population
areas) AND how consistent and regular the service can be. You can make money in
a highly variable location by switching your centers of operation based on the
conditions. Again, the low power scooter tow - condor system can be a great
help here.


I have found that small business owners are the best customers because they know
the value, effort and time you put in is immense - they accurately value things.
If you show them semi regular progress they will be happy. Don't be afraid of
start pricing the lesson at cost per number of flights and than tieing a lesson
discounts with equipment purchase and tie waiving of flight limits with purchase
of lesson packages. One introductory lesson without any of these committments is
appropriate. Always provide choices, but make sure each choice your provide
makes you money.


I provide a lesson plan in four steps of three lessons each. I like the plan of
providing a $110.00 first lesson introduction with 7 flights and then having
clients purchase 3 lesson package at $300.00.


The next of set of three lessons is where most of the risk of damage
to equipment occurs, thus the single lesson price goes up to $130.00 but remains
at $100 if a step package if bought. Unlimited flights (till performance
progress remains static or diminishes) is provided if the first piece of
equipment is bought (full face helmet).


Always connect the next three lesson step with a vivid experience (create a
video showing these experiences) they will have in the training and with a
crucial piece of equipment they will need to perform it. Never talk to them
without this piece of equipment in front of you.


Since the second step requires long distance communication and unassisted
flight, purchase of a radio is appropriate.  The lesson price remains at
$100.00 if another lesson step package of three is bought.  Unlimited flights
are provided if the radio is purchased. Also, get the measurements for the
harness for the third step in the training. Have an adjustable full pod harness
made for this step in case the harness is not manufactured in time for their
training.


The third 3 lesson step in training often involves strategic skills and
manuevers and becoming more familar with customized equipment. Thus the
definition of lesson turns to tasks taught, understood and attempted not number
of flights.  Purchase of harness and parachute is tied to unlimited flights. The
free parchute clinic is tied to this step but the equipment must be ordered.


Purchasing the falcon, target, sonic (anyway we need to stick to true beginner
gliders) and vario is tied to the mountain tour in the fourth step (shown in
the flying video with beaming new pilots wearing the equipment you will have
them purchase)


Stick to these prices and policies with everyone. People are very sensitive to
fairness. Sometimes, a client can barter some of their crucial skills in
exchange for a lesson. This is still a transcation in equal value.


You may consider providing the choice of paying by the hour, say $40.00 an hour,
or the above plan. They will soon turn to the above plan! Clients are paying for
the time, attention and effort you put in transforming thier bodies and brains
into birds. Private lessons are always cost more, so charge extra  To put this
all in perspective, I pay may yoga teacher and ongoing $850.00 a year, my
horse-riding instructor $45.00 an hour, my guitar teacher $25.00 an hour.