2022 April Newsletter

News from RVDA

Newsletter

News Highlights •

Time to Start Preparing for the RV Tech Week

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George Goodrick Emerging Leader Award

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Registration Now Open for the 2022 RV Dealers International Convention/Expo Inside this issue:

2022 Skills Canada 6 National Competition Time to Start Preparing for the RV Tech Week

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2021-2022 NTPSTAG Canada Bursary Programs

10-11

Question and Answer by Dave Kahle

12-13

George Goodrick Emerging Leader Award

14-15

Registration Now Open for the 2022 RV Dealers International Convention/Expo

16-17

Telus Exclusive Offer for RVDA Members

18

Perkopolis—Great perks on everyday poducts and services

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April 2022

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Dear Members, April is a very exciting month for the RVDA of Canada. We will be travelling to Ottawa for numerous meetings. Along with our national board meeting, we will also hold an education committee meeting as well as attend the Canadian Camping and RV Council’s board meeting. This is followed up by a series of important meetings with government officials. We are looking forward to in-person discussions after a 2-year hiatus. I would like to thank all of the volunteers who contribute their time to make our association stronger.

Earlier this month, the Federal government released its new 2022 budget. There were several measures which will benefit our members. Budget 2022 introduced a gradual phase-out of access to the small business tax rate, with access to be fully phased out once a business reaches $50M of capital rather than the current $15M. This will save Canadian small businesses an estimated $660M over four years. As well, there will be continued consultations with stakeholders on solutions to lower the cost of credit card fees for merchants.

Budget 2022 also proposes to review whether the current tax system is providing adequate support to investments in growing businesses. Specifically, the review will include an examination of the rollover for small business investments, which allows investors in small businesses to defer tax on capital gains. We will be able to speak to government officials about the proposed measures. The RV and Camping Industry Hill day is an excellent way of making our industry’s voice heard.

And I would like to give you an update on the new Luxury Tax Legislation. The government’s newest proposal for the luxury tax states that: A vehicle does not include: (g) a recreational vehicle that is designed or adapted to provide temporary residential accommodations, and is equipped with at least four of the following elements: (i) cooking facilities, (ii) a refrigerator or ice box, (iii) a self-contained toilet, (iv) a heating or

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Chairman’s Column

air-conditioning system that can function independently of the vehicle engine, (v) a potable water supply system that includes a faucet and sink, and (vi) a 110-V to 125-V electric power supply, or a liquefied petroleum gas supply, that can function independently of the vehicle engine.

This is great news for our industry. For a complete look at the proposed legislation please see the link below. https://link.edgepilot.com/s/e26c2ad7/3cESLVCW8UuD7TTd5zdf5A?u=https://fin.canada.ca/ drleg-apl/2022/ita-lir-0322-l-bil.pdf Please tell your customers about Canadian RV and Camping Week! Canadian campgrounds are inviting campers and RVers to join and celebrate the importance of the RV and Camping Industry during the seventh annual Canadian RVing and Camping Week scheduled for May 24 – 29, 2022.

For the past several years, the event has marked the official kickoff of Canada’s summer camping season and this year Canadian park owners will acknowledge the return of their campers, with special events, discounted overnight fees and/or fun activities for the whole family. It will be a great time to Go RVing.

It’s time to start preparing for RV Tech Week (RVTW).

From June 1 – 7, we will be celebrating the hard work and commitment of the industry’s service technicians. The week-long celebration also helps raise awareness to and attract potential workers to find rewarding careers in the RV sector. RV Tech Week recognizes the pressures and challenges placed on the RV service technicians. By applauding their efforts to help more RVers enjoy the RV lifestyle, we aim to retain skilled technicians and to recruit more talented individuals to join the industry. Visit www.rvcareers.ca/rv-tech-week for more info and stories!

Have a fabulous spring season.

All the best, Josée Bédard, Board Chair RVDA of Canada

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Canadian National RV Retail Statistics— February 2022

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.

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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2021 Annual Economic Review RVDA of Canada

The Annual 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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Caleb Kendrick Mike Rosman RV

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Caleb Kendrick Mike Rosman RV

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Question and Answer

by Dave Kahle

Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing. I’m not sure I can continue to work with them. When do I decide to terminate their employment?

Answer: Wouldn’t it be nice if we didn’t have to ask this question? In an ideal world, everyone would succeed, and our biggest problem would be how to acknowledge the real heroes among a group of deserving colleagues.

But it is not an ideal world, and every sales manager is, at some point, faced with this decision. At what point do you decide to fire them?

This is a very personal decision embedded with emotional ramifications. There are all sorts of individual mitigating factors that influence the answer to this question. I just came from one of my clients, for example, where one of the non-performing salespeople has been with the company for over 10 years, and was hired by the company’s president.

Clearly, that presents a different set of factors than the new hire who just isn’t getting it. While I can not sort out all of those individual issues for you, I can offer some over-all guidelines.

Profitable?

First, I’m going to assume that the salesperson is costing the company money; that the person is not profitable. This is an important assumption because I think different rules apply if the person is profitable. I’m using profitable here in the sense that I describe in Kahle’s Kalculation. If you haven’t become familiar with that, retrieve the free download for “How to Kreate Kahle’s Kalculation.”

Depending on the type of business and the dynamics of the selling situation, if a sales person’s KK number is over 25% or 30%, that person is probably not profitable to the company. This is a far more sophisticated measurement than just looking at the gross profit or sales produced in that territory.

So, let’s assume that the salesperson is not profitable for the company.

Secondly, I’m making a disclaimer that there are certain legal issues that need to be attended to, and I am not in any way advocating short-cutting any processes or procedures that are required by your company or any government agency or institution. I am not advocating you do anything illegal. My only goal is to provide you some guidelines to consider. Suggestions on when to make the decision about terminating someone are one thing, whereas the actual act of terminating is something else.

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Guidelines Having said that, here’s a couple of thoughts: 1. You seriously consider terminating their employment when you conclude that they do not have the capabilities or the motivation to succeed in a reasonable amount of time.

I call this the “can do” and “will do” characteristics. They may not have the capability – not enough of the “can do.” I see this so often in my practice. A new owner/chief sales officer/sales manager comes on the scene and inherits a sales force from his/her predecessor. The new manager looks at some of the individuals and asks, “Why was this person ever hired?” They just don’t have the capabilities to do what the new administration expects.

Or, it may be an issue of a lack of drive, determination, and motivation. In other words, the “will do” characteristics. No matter what you do, this sales person doesn’t accept your direction, doesn’t do what you want him /her to do. It’s not that the sales person doesn’t have the ability, it’s that he just won’t make the decision to do it.

I most commonly see this among experienced sales people who have been with the company for a number of years. They often become so set in their ways and so sure of their position that they will not make the changes that management wants them to make. If they would just decide to do it, you know they could. But, their energies are consumed with the debilitating task of proving that their established habits are the right ways to do something.

They lack the “will do” characteristics.

So, when you determine that they either can not or will not do what it takes to be successful in a reasonable period of time, then it is time to seriously consider severing the relationship.

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2. You seriously consider termination when they are not making fast enough progress toward profitability.

You could have sales people (and I’ve seen lots of these) who are making very slow progress. When it looks like it may be years and years before they will be profitable, it’s probably time to allow them to find themselves in another position.

Having said that, I’m a believer in giving someone the benefit of the doubt. If someone isn’t performing, have a heart-to-heart with that person, and clearly and precisely lay out what needs to happen, by when in order for that sales person to turn the corner. Put together a 30-to-90-day plan, with benchmarks and regular reporting. Give them one last opportunity to succeed, knowing that their job is at risk.

If, under those circumstances, the person doesn’t make sufficient progress, it’s time to decide to part company.

3. Seriously consider termination when the amount of time and effort you must devote to them continues to hurt other employees or causes your company to suffer.

Marginal performers have a way of sucking the positive energy out of you. You often find yourself spending so much time thinking and worrying about the marginal sales person that it impacts your family, you neglect other employees, and you neglect higher-value things you could be doing for the company. Some of that is appropriate and part of your job. But when it becomes a chronic issue or out of proportion, you need, for the good of the other employees in your organization, to sever that which is dissipating your energy and time.

I recognize that this is often a thorny, emotionallycharged issue. I hope that these thoughts will help you sort it out in a way that is appropriate for your company, your job, and your people.

Originally published: https://www.davekahle.com/ when-to-terminate/

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

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Caleb Kendrick Mike Rosman RV

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Registration for the 2022 RV Dealers Convention/Expo set for November 7-11 at Caesars Palace in Las Vegas. is now open. Click here to register.

Just as dealerships strive for continuous improvement the RVDA Convention/Expo Committee is using the same principle when it comes to the RVDA Convention. The education program will provide segmented content based on dealership size, management structure, and revenue in addition to focusing on things dealers have in common.

The annual RVDA Convention/Expo brings together dealers, manufacturers, suppliers, 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 to bring dealers relevant educational content and networking opportunities. To register visit www.rvda.org /convention.

Regular updates will be posted on the convention website, Facebook, Instagram, LinkedIn, and Twitter.

Companies interested in partnership, sponsorship, exhibiting, and Vendor Training +Plus opportunities can contact Julie Newhouse at (703) 364-5518 or send an email to jnewhouse@rvda.org.

——————————————————————————————————————– Noted author and one of the first female sports agents Molly Fletcher is scheduled to deliver the keynote address during the opening general session of the 2022 RV Dealers Convention/Expo on Tuesday, Nov. 8 at Caesars Palace in Las Vegas.

Her presentation, “Fearless at Work,” made possible by convention platinum sponsor Wells Fargo Commercial Distribution Finance (CDF), will examine what sets the top professionals apart from their counterparts as they perform at the highest levels on the biggest stages. The fearlessness these performers show is a muscle that must be developed. With stories from her experiences working with the world's greatest athletes, Fletcher shows what it takes to overcome fear and perform at the highest level.

Author of five books, including “Fearless at Work: Achieve Your Potential by Transforming Small Moments into Big Outcomes,” Fletcher negotiated over $500 million in contracts and represented more than 300 of sports' biggest names. Noted as a World's Top 50 Keynote Speaker, she delivers her inspiring message to audiences around the world.

As the founder of The Molly Fletcher Company, she helps leaders transform workplace complacency with her Game Changer Negotiation Training and The Energized Leader programs.

Watch Fletcher’s welcome video here. To learn more about Molly Fletcher, visit her website mollyfletcher.com.

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CAESARS PALACE, LAS VEGAS, NEVADA

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PLUS free shipping on orders $50+

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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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on hotel Access to Choice Hotels program discounts of 15 -20% at over 330 hotels in Canada & 7,000 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.

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

Marks: Discounts (in-store) on select workwear Introducing member benefit from John Deere ! RVDA of Canada members are now eligible for an upgraded John Deere Rewards membershipwhich unlocks extra discounts on equipment, parts and merchandise. Enroll today!

It’s simple , fast & free.

Check JohnDeere.ca/

As your current cards expired, we're offering you an easier way to shop! To receive the discounts, all you need to do is mention the RVDA of Canada account number at check-out. This offer is available at all Mark's stores across Canada.

We're still working on extending the program to online purchases so stay tuned.

Access the program now through the RVDA of Canada member site

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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 computers/laptops audiobooks and much more!

Access the program now through the RVDA of Canada member site .

Perkopolis Member Discount Program Great perks on everyday products and services!

Perkopolis is continuously sourcing exclusive offers and benefits for you! Use your Perkopolis membership to enjoy great savings on entertainment, travel, attractions, shopping, health, wellness, sports and more!

Click here for more information

Petro-Canada SuperPass Credit Card Discount With use of the PetroCanada SuperPass credit card, members of Explorer RV Club & RVDA of Canada can realize significant savings, convenience, control & security.

Click here for an information / application form & contact information,

Telus Business on the go!

Save with exclusive offers and stay connected on the go with Telus Business RVDA members save up to 20%* on select business mobility plans when you activate or renew with TELUS. Click here for more information

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It’s Time for Service Writer / Advisor Online Training Get ready for the spring and summer camping season with service writer/advisor online training available through the Mike Molino RV Learning Center.

Developed by RV industry service management experts, the online course is divided into training modules covering a variety of topics including managing appointments and workflow, generating additional revenue, and enhancing communication with customers.

Fully interactive and easy to navigate, the course is an ideal way to jump start the knowledge base of new employees . . . or provide a refresher for more experienced fixed operations professionals. Modules reinforce the customer service skill sets service writers/advisors are required to perform every day. The course concludes with a comprehensive final assessment to test knowledge and skills learned in the course. The course is excellent preparation for the RV Learning Center’s Service Writer/Advisor Certification Test, which is separate from the online training program.

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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, 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

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, Josée Bédard Roulottes Chaudière Lévis, Quebec Vice-Chairman, Dale Hopkins RV City Morinville, AB Treasurer, Jim Gorrie GNR Camping World Winnipeg, MB Past Chairman, Gord Bragg Hub City RV Lantzville, BC

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

Directors John Krohnert Platinum RV Sales

Ken Dobson Leisure Time Sales

WWW.BUYLOCALRV.CA

Jonathan Stone Stone’s RV Center

Kyle Kehoe Kehoe RV

Marc Rémillard Centre du Camping Rémillard

Peter Schmucker Fraserway RV (Lacombe)

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.

Ward Fraser Voyager R.V.Centre Ltd.

Travis Bromley Transcona Trailer Sales