2021 June Newsletter

News from RVDA

Newsletter

News Highlights •

2021 RV Tech Week Updates

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Registration Now Open!—2021 RV Dealers International Convention/Expo

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2021 Canadian RV Dealer of the Year– Call for Nomination

Inside this issue: RV Tech WeekHere is What we Learned

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Registration Now Open—RV Dealers International Convention / Expo

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On Fielding a Directable Sales Force By Dave Kahle

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2021 Canadian RV 12 Dealer of the Year– Call for Nomination Featured Member Benefits– Choice Hotel

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2021 DT TireMounted Wheel Program

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Mike Molino RV Learning Center (RVLC) Online Learning and Workshops

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Newsletter

June 2021

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Dear Members,

How is everyone doing? Hopefully you are all feeling a bit more optimistic about nearing the post-pandemic finish line. We are reaching a high level of vaccinations and right across the country, our COVID case numbers are dropping. Travel restrictions are easing up and consumers seem eager to get outdoors and Go RVing!

Did you see the latest shipment prediction from RVIA? Their recent media release stated that RV shipments were projected to “Eclipse 575,000 Units in 2021”. This would break the previous record set in 2017 by 14%. I’m hoping that any supply chain issues will have been sorted out so that we can get some of those units on our lots and out the door to consumers.

There are a few items in the newsletter that I want to bring to your attention.

On page 12 of this issue, you will find a nomination form for the 2021 Canadian RV Dealer of the Year.

I want to encourage you to think about making a nomination. If you know of a dealer who has shown great dedication to the RV industry and lifestyle, to their customers, employees and peers and has been committed to their community, then make sure you send in a nomination.

Earlier this month, we held RV Tech Week. Celebrated annually from June 1st through 8th, RV Tech Week is designed to bring more awareness to the RV Service Technician trade and how a technician’s work enables more Canadians to enjoy the great outdoors in their RVs. We invited RV Service Technicians and Fixed Operation Team members to talk about the professional skills they have acquired and tell us about what inspires them to learn each day. For some highlight please turn to page 6 in the newsletter.

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I want to remind you that we have an endorsement program with DT Tire. This spring they launched their new mounted wheel program. This allows dealers to sell and/or install tires that are already mounted on steel wheels. DT Tire is a leader in Canada’s independent tire distribution market. They have a dedicated sales team, nationwide call centre, and 25+ warehouses across Canada so they can offer daily deliveries.

I’m optimistic that the Canada/US border will be open this fall for us to attend the RVDA Convention/Expo in Las Vegas. The convention/expo will be returning to an in-person format and will bring together dealers, manufacturers, and RV industry business partners for the premier dealer education and networking event of the year. The RVDA Convention/Expo Committee and staff are working hard to bring dealers relevant educational content and new speakers. Please click here to register.

For those of you that responded to our Annual Compensation (payroll) survey, you should have received the very thorough integrated report with the latest results. We captured data from over 1140 dealership employees to make the 2021 Canadian RV Dealer Compensation Study a comprehensive documentation of compensation and benefits currently provided to RV dealership staff across Canada.

This report investigates all aspects of compensation and is useful in determining the appropriate level of compensation and benefits for RV dealership staff. It is only available to those that responded.

Have a safe summer and I hope to see you soon!

Gord Bragg, Chairman of the Board RVDA of Canada

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Canadian retail sales statistics are now available for both motorized and towable recreational vehicles.

These statistics will allow dealers to better manage the inventory on their lot by knowing which units are selling in their area, which price points are attracting buyers as well as knowing the local trends affecting their marketplace.

The RV retail sales statistics compiled by Statistical Surveys Inc. are the result of matching manufacturer VIN numbers with RV registrations.

The RVDA of Canada endorsement agreement includes free access for national monthly figures only, for members only. Going forward, these figures will be published in the RVDA of Canada bimonthly newsletter and archived at the “RV Statistics / National RV Sales” link on the member side of www.rvda.ca.

This information is copyrighted to Statistical Surveys Inc. and for your use only, not for distribution. In order to protect your endorsement benefit, please honour that confidentiality.

To purchase more detailed statistics – by province, region or city – please contact Scott Stropkai of Statistical Surveys Inc. at 616-281-9898 ext 128 or sstropkai@statisticalsurveys.com.

To learn more about Statistical Surveys Inc., visit www.statisticalsurveys.com.

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Elite Insurance Company is a subsidiary of Aviva Canada Inc., one of the leading Property and Casualty insurance groups in Canada which provides insurance protection to more than 3 million Canadians.

Aviva Canada is on a mission to change insurance.

"At Aviva, we listen to our customers' views and opinions because by listening and acting on your feedback, we become better at what we do. We want Aviva customers to feel they are being treated as people, not as a number. We want our customers to be confident and comfortable that they have the right insurance to cover their needs. And we want our customers to have a positive experience at Aviva.

We've already started the change by introducing our claims service satisfaction guarantee which you can learn more by visiting www.ClaimsGuarantee.com Elite Insurance Company is Canada's largest insurer of specialty personal insurance products since 1954, covering recreational vehicles, mobile homes, antique & custom cars and pleasure crafts. To learn more about Aviva Elite and their mission to change insurance visit their website: www.avivacanada.com Aviva Elite

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The 2021 First Quarter Economic Review is intended to deliver a comprehensive look at the economic indicators affecting the RV Industry in Canada. These products are intended to provide members with current economic information, which can assist them in gaining insights into the changing economic dimensions of the RV industry and the economy at large.

Download this report on RVDA of Canada member site under Member services / Industry Relations tabs (login required)

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Deadline: August 31, 2020

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Dealer Registration Now Open for 2021 RV Dealers Convention/Expo Registration for the 2021 RV Dealers Convention/Expo, set for November 8-12 at Paris Las Vegas, is now open.

The convention/expo will be returning to an in-person format and bring together dealers, manufacturers, and RV industry business partners for the premier dealer education and networking event of the year. Click here to register.

The RVDA Convention/Expo Committee and staff are working hard to bring dealers relevant educational content and new speakers. Updates are available on the convention website, Facebook, LinkedIn, and Twitter.

“RVDA volunteer leaders and staff are looking forward to seeing everyone at Paris Las Vegas in November,” said RVDA President Phil Ingrassia. “It’s been an extraordinary period of expansion and change since dealers last met in person at the convention in 2019. This year’s RV Dealers Convention/Expo will be an ideal way to share ideas on how to keep the momentum going in 2022 and beyond.”

Book your room with the RVDA room block – stay at Paris or stay at Bally’s. Companies interested in partnership, sponsorship, exhibiting, and Vendor Training +Plus opportunities can contact Julie Newhouse at jnewhouse@rvda.org.

The RV Dealers Convention/Expo is presented by RVDA, RVDA of Canada, and the Mike Molino RV Learning Center. Follow the convention on social media using #RVDAConEx and visit www.rvda.org/convention for regular updates.

Marks: Discounts (in-store) on select workwear As a member in the RVDA, you and your staff are eligible for a 10% discount on the numerous items listed on the member program card. To receive a 10% discount on select items that are available exclusively to RVDA members, please show your card at the checkout counter. This offer is only available for in-store purchases..

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On Fielding a Directable Sales Force

By Dave Kahle Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a conversation.

“Three years ago, I was the regional vice-president of sales for my company,” he told me. “At the time, I had 56 people in my organization – nine sales managers, and the balance - outside sales people. Today, I’m still the regional VP. My sales are up and my gross margins are up. But, I have only 11 outside sales people reporting to me.”

“There has to be a story there,” I replied.

“Yes,” he said. “We worked very closely with this distributor to turn over much more of the sales function to them. Since the distributor is doing more of the sales job, I didn’t need a duplicate sales force. We’ve increased our sales for both organizations, and taken sales costs out of the channel. It’s a win/win for everyone.”

What a great example of one of the benefits of thinking differently and transforming your sales systems – for both manufacturers as well as distributors. It’s clear that both the manufacturer as well as the distributor involved in this situation had to change the way they thought about their sales forces, and had to transform the way their sales people went about their jobs.

It’s also clear that an essential component of this win/win situation was both companies’ ability to field a directable sales force.

Let’s define the term. The key word here is directable. It means that your sales force can be counted on to quickly, thoroughly and positively carry out your directions.

Such a sales force is both rare, and incredibly valuable to the company. In fact, a directable sales force is one of the greatest strategic advantages your company can have.

Why is it important? Here are three reasons.  It’s a means of distinguishing your company in a competitive marketplace.

There once was a time, not so long ago, that you could distinguish yourself by providing good service, competitive prices, and good quality. Unfortunately, in recent years the bar has been raised, and those are no longer sufficient. They are necessary, but no longer enough to distinguish yourself from anyone. It’s likely that your customer thinks of your competitors as just as capable of providing good service, quality products and competitive prices as you. I understand that you think you’re better, but, frankly, that doesn’t count. What is important is what your customer thinks. And, the tendency to blur the differences between products and suppliers is a growing trend in the New Normal economy.

Consider for a moment why you want to distinguish yourself in the first place. Isn’t it to build your business? To acquire new customers and to expand the business with your current customers? If you can

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no longer count on attracting business through the old principles, what can you use to acquire good customers, expand the business with them, and solidify relationships with key channel partners? A directable sales force.

2. A directable sales force can be your primary means of implementing your strategy.

In our competitive environment, an environment which is moving faster than images on an MTV music video, you need to be able to create effective strategic plans, and then implement them. As your strategy shifts in response to the changes in your environment, you need to harness and focus the energy of your entire organization on constantly changing strategic goals and initiatives. Today it’s “grow market share,” tomorrow it’s “increase GP percentage,” next year it’s “penetrate key accounts.” Your ability to survive and prosper in the new environment will depend on your ability to get your company to do what you want them to do – to carry out these new directions. And who are the primary group of people charged with implementing company directives? The sales force.

3. A directable sales force is the primary means of implementing key partners’ strategy.

Carrying out your own strategic initiatives is only one part of this issue. If you’re a distributor, you need to have the ability to carry out your key vendors’ strategy. For example, if one of your key manufacturers decides to focus on increasing a certain product line, or penetrating a certain market segment, you need to be able to respond to that initiative, and be a reliable means of implementing those initiatives. In the example I discussed above, it was the distributor’s ability to implement the manufacturer’s strategy that gave rise to the opportunity for both companies.

A rare and precious commodity Unfortunately, a directable sales force is the exception, not the rule. Particularly among distributors, sales people often give lip service to directions from above, and then go out and produce only minimum results. You can make all the commitments to key vendors you want, but if your sales force doesn’t do it, you’re not viewed as a reliable partner.

Your relationship is in jeopardy. You can engage in strategic planning meetings and retreats monthly, but if your sales force doesn’t carry out the directions bubbling up through those meetings, you’re wasting your time.

Too often, sales people are stuck in the ruts of outmoded images of their jobs, reinforced by deeply ingrained habits.

Many sales people see themselves as “route sales people,” making the same sales calls over and over again for years.

Ask them to view their jobs differently and you’re liable to be frustrated with the lack of results. The habit is just too deeply ingrained to change overnight.

Of course, you are often part of the problem. It’s likely that you’ve relied on hands-off, laisse faire sales management. “Go forth and sell a lot!” may have been the extent of your direction to them. Coupled with a compensation program heavily weighted to sales or gross margin incentives, that sales management approach is a vestige of days gone by. Ask your sales force to do something differently, and they’ll go out and do what your pay plan rewards them for doing, regardless of your request. In that case, the problem is your system. You ask them to do one thing, but pay them to do something else.

If you’re going to rise above the pack and survive and prosper in this economy, you need to overcome these issues and field a directable sales force.

Originally Posted: https://www.davekahle.com/fielding-directable-sales-force/ Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business

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Please contact DT Tire's Regional Sales Department and make sure to get in touch with the right Territory Managers.

Riley Johnson - West (B.C.) #250-859-2177, Email rjohnson@dttire.ca Kyle Mackenzie - Prairie Provinces,# 587-334-3771, Email kmackenzie@dttire.ca Jim Shkut - Ontario,#(647) 220-2881, Email jshkut@atlastire.com, Alexandre Thimot - Quebec,# 514-207-8168, Email - athimot@dttire.ca Chris Gallant - Atlantic Provinces,# 506-875-4885, Email - cgallant@tirelink.ca

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Marks: Discounts (in-store) on select workwear As a member in the RVDA, you and your staff are eligible for a 10% discount on the numerous items listed on the member program card. To receive a 10% discount on select items that are available exclusively to RVDA members, please show your card at the checkout counter. This offer is only available for in-store purchases..

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ONLINE DAMAGE REPAIR ESTIMATOR

The easy-to-navigate online system will help an RV service department to prepare consistent, data-supported,claim estimates for insurance companies and RV owners. Users will be able to create an accurate, itemized estimate using the software, while having the option to save all photos and supporting documents with the estimate using the ‘upload file’ feature.

Dealers can sign-up for a free, no-obligation, 30‐day trial of The Damage Repair Estimator On-Line by calling (440) 336-0703 or by sending an email to wrcamp1@aol.com. After the trial, a monthly subscription fee recurs automatically until cancelled.

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The Mike Molino RV Learning Center (RVLC) is an affiliation of the Recreation Vehicle Dealers Association of America. RVLC offers technical publications, certification programs, online learning, and workshops, all designed exclusively for dealership staff.

The RV Learning Center partnered with The Ohio State University’s Center for Education and Training for Employment have developed Certifications, Competency Profiles, and instructional materials in the following areas: 

Service Manager

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Service Writer/Advisor

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Warranty Administrator

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Parts Manager

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Parts Specialist

RVDA of Canada # 145-11331 Coppersmith Way, Richmond, BC V7A 5J9 Phone (604) 718-6325 Fax (604) 204-0154

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The new 12th edition of the RV Learning Center’s “Service Management Guide” (a flat rate manual) has been completely updated with morep roduct and model times, plus management guidance that can helps ervice departments improve their daily operations.

The guide offers more than 100 pages of average work unit times for the functions that RV technicians perform most often, along with check sheets that serve as references for service managers and technicians.

Deadline: 31,required 2020 for competent technicians The SMG provides reasonable guidanceAugust on the time to complete assigned tasks. It’s an important part of the service management system but isn’t intended to be the sole determinant of prices or rates charged.

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on hotel Access to Choice Hotels program discounts of 15-20% at over 325 hotels in Canada & 6,300 hotels worldwide, & some complimentary services at select hotels. Aeroplan or Choice Privileges points can be earned. Book travel be online, on your mobile device or via a toll-free number.

on select Exclusive discounts up to 35% off select FedEx services when shipping within Canada, to the US, or internationally.

If you have a FedEx account, simply enroll in this program through the dedicated FedEx webpage that can be found at the member link If not, see the member benefit page for a link to do so. View FedEx services at www.fedex.ca.

Discounts and offers for top attractions,shows and other entertainment!

Exclusive discounts and offers for all your stay at Home and work from home needs including, Disney+ subscription, Showtime subscription, black Friday pricing for Acer, Dell, HP and lenovo, Beachbody on demand, audiobooks and much more! Access the program now through the RVDA of Canada member site .

Marks: Discounts (in-store) on select workwear As a member in the RVDA, you and your staff are eligible for a 10% discount on the numerous items listed on the member program card. To receive a 10% discount on select items that are available exclusively to RVDA members, please show your card at the check-out counter. This offer is only available for in-store purchases.

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News from RVDA RVDA of Canada Mission Statement: Newsletter Editorial Staff

The RVDA of Canada is a national federation which exists to protect and promote the interests and welfare of RV Dealers across Canada in order to enable the industry to maximize its potential.

The RVDA of Canada Member Newsletter is produced and distributed through the national association office : RVDA of Canada, Richmond BC For Inquiries please contact us at: #145 – Coppersmith Way Richmond, BC V7A 5J9 Ph: (604) 718-6325 Fax: (604) 204-0154 www.rvda.ca powered by rvhotlinecanada.com Emails : Eleonore Hamm, eleonore_hamm@rvda.ca Anita Lien, anital@rvda.ca Amee Inocencio, ainocencio@rvda.ca

Post your Positions at

www.RVCareers.ca

To post a job, simply go to the employers tab and log in using your RVDA of Canada user name and password.

Board of Directors Executive Committee Chairman, Gord Bragg, Hub City RV, Lantzville, BC Vice-Chairman, Josée Bédard Roulottes Chaudière Lévis, Quebec Treasurer, Dale Hopkins RV City Morinville, AB Past Chairman, Herb Cowen, Pike Lake Golf Centre, Pike Lake, ON

Contact RVDA of Canada at 604-718-6325 or e-mail if you do not have this information.

Directors Jim Gorrie GNR Camping World

Ken Dobson Leisure Time Sales

WWW.BUYLOCALRV.CA

John Krohnert Platinum RV Sales

Kyle Kehoe Kehoe RV

Jonathan Stone Stone’s RV Center

Dean Goerzen Go RV

Marc Rémillard Centre du Camping Rémillard

Greg Nikkel NR Motors Ltd.

RVDA of Canada’s “BUY LOCAL” campaign promotes “Buy your RV close to home. It’s better in the long haul, to consumers.

We encourage you to download a copy of brochure available at the member’s website.