2022 June Newsletter

News from RVDA

Newsletter

News Highlights •

2022 Skills Canada National Competition Updates

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2022 Canadian RV Industry Compensation Study

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2022 Canadian RV Dealer of the YearCall for Nomination

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George Goodrick Emerging Leader Award Inside this issue:

2022 Canadian RV 6 Dealer of the YearCall for Nomination 2022 Skills Canada 8-9 National Competition- A True RV Industry Collaboration 2022 Canadian RV Industry Compensation

10-13

Are There Best Practices for Salespeople?

by Dave Kahle

14-15

George Goodrick Emerging Leader Award

16-17

Registration for the 2022 RV Dealers International Convention/Expo

18-19

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June 2022

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Dear Members, As Chairman of the Board, I had an opportunity to attend RVIA’s RVs Move America week in Washington, DC earlier this month. I learned a lot about the current dealer issues in the US and found it very impressive to see such industry unity coming together and working for the betterment of all.

Do you follow up on Facebook or Instagram? If you do, you would have seen the numerous pictures and comments that our RV Careers booth generated during the recent Skills Canada national competition. Our interactive booth simulated a camping experience and invited participants to construct a mini-BBQ out of aluminum can. The idea was to use everyday materials with creativity and careful planning to construct something useful. Participants got to experience a variety of tools and materials, just as they would being an RV service technician.

It’s a great way to showcase the many elements of the RV Service Technician trade. Thank you to all of our sponsors.

Earlier this month, we once again held RV Tech Week. Celebrated annually from June 1st through 7th, 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.

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For those of you that responded to our Annual Compensation survey, you should have received the very thorough integrated report with the latest results. The 2022 Canadian RV Industry Compensation Study provides 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.

Please be aware that the 28th annual RVDA Dealer Satisfaction Index (DSI) survey will launch on June 24 and will close on Sept. 9. Dealers will be asked to rate how well the manufacturers/brands or product types they sell performed in the areas of product reliability/quality, parts, warranty, and sales support. For the first time this year, the parts question was modified to reflect its importance in the effort to reduce repair event cycle times (RECT). The highest DSI-rated manufacturers and/ or brands will be presented Quality Circle Awards during the Spotlight on Excellence Luncheon on Tuesday, Nov. 8, during the 2022 RVDA Convention/Expo Nov. 7-11.

I want to remind you that on page 6 of this issue, you will find a nomination form for the 2022 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. And new this year, nominations will be valid for up to three years.

Have a wonderful summer everyone!

Josée Bédard, Board Chair RVDA of Canada

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Canadian National RV Retail Statistics April 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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The 2022 Skills Canada National Competition was held on May 26 and 27 in Vancouver, BC at the Vancouver Convention Centre. Due to COVID-related safety considerations, the high school competitions were held virtually while the post-secondary competitions were held in-person.

RVDA of Canada first participated as a Try-a-Trade exhibitor in 2013. Since then, the interactive display has grown to reflect not only the depth and variety in the RV service technician trade but also in the multitude of career opportunities available in the RV retail, wholesale and manufacturing sectors. With a strong team of supporters from CRVA, Fraserway RV, NTP-Stag Canada, Okanagan College, Roulottes ProLite, RVDA of BC and Woody's RV World at this year’s event, it was a true representation of the RV industry coming together to promote RV lifestyle and opportunities!

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The RV Careers team helped enthusiastic participants from 6 years and older to construct a BittyQ or tiny BBQ from an aluminum can. The activity is quite challenging and even attracted much interest from sheet metal professionals. When designing the try-a-trade activities, the primary focus has been on exposing participants to as many skilled trades and essential skills needed as a RV service technician. With assistance from volunteers, all participants were able to complete the tasks even when they found it challenging. Throughout the interactions with the Gen Z participants, all the volunteers remarked that the attitudes and work ethic of this young generation are to be applauded. There’s much eagerness to try new things, learn about new opportunities and gather information for future career considerations.

Caleb Kendrick Mike Rosman RV

The RV trailer is always the conversation piece and absolutely essential to help many grasp the nontechnical career opportunities available such as sales and marketing as well as engineering, design and manufacturing.

In speaking with the teachers, many do not realize the benefits of apprenticeship programs such that students can enroll as early as grade 10 and receive dual credit upon graduation from high school. This means that the student also completes first period of apprenticeship while in high school. Moreover, apprentices learn and earn on-the-job and graduate with essential job-ready and life skills with little debt compared to students that pursue alternate post-secondary education.

RV Careers provided a live and interactive stagedemonstration on essential skills needed to succeed. The informative session drew a crowd as many are fascinated by #RVLife. The audience learned about the diversity of the trade, equal opportunities available for men and women as well as details about the apprenticeship programs available through Okanagan College.

Watch the stage demo

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As a leader of the RV dealership community in Canada, the Recreation Vehicle Dealers Association (RVDA) of Canada seeks to provide information that can be used to improve the operations of its members across various areas. The 2022 Canadian RV Industry Compensation Study provides 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. The study was carried out by The Portage Group, a full-service management consulting firm that specializes in providing research and consulting services to associations.

Approach and Methodology Email invitations were sent to approximately 418 RV dealerships in February 2022. By the survey cut-off date of April 1, 2022, responses had been received from 88 RV dealerships for a 21% response rate.

Each survey allowed respondents to provide information on compensation, benefits and demographics for an unlimited number of individual staff members. The survey covered full-time, part-time and seasonal positions. If a position was not full time, compensation data was adjusted to a full-time equivalent based on the number of hours worked. Respondents could also report data for groups of employees in a particular position, so the number of employees represented in the survey is not directly related to the number of survey responses. Key response statistics are as follows: • Number of participating dealerships: 88 • Number of positions reported: 1,189 • Number of employees represented: 1,520

Detailed regional data is available for each position.

Dealers that participate in the compensation study received the 114-page comprehensive report. We invite you to participate in the 2023 compensation study.

Region Accounting for 30% of participating dealerships, Alberta is the largest region (see Exhibit 2-1). Ontario (22%) and British Columbia (19%) each account for roughly one-fifth while Quebec accounts for one in ten (10%). All other provinces represent 8% of participants or fewer.

N=88 Percentages may not sum to 100% due to rounding.

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Number of Employees RV dealerships of all sizes participated in the 2022 survey. RV dealerships with 11 to 20 staff account for 31% of participants followed by those with 21 to 30 staff at 23%.

The average number of staff at participating RV dealerships is 24.9 while the median is 19.0.

On average, participants indicated that they planned to hire an additional 3.6 staff in the six weeks following the survey.

Size of Payroll Like the number of employees, there is a good mix of participants by size of payroll. The most common size of payroll in 2021 was between $500,000 and $999,999 at 22% followed closely by $1 million to $1.5 million at 20%.

The average total 2021 payroll among participating RV dealerships was $1.6 million while the median was $1.3 million.

Average total payroll in 2021 was $1.6 million. Median total payroll was $1.3 million.

N=74

Detailed Compensation Benchmarks for each position in each department There are two tables for each position. Each table provides benchmarks for a variety of breakdowns including total, gender, experience, employment status, number of staff (at the dealership) and region. Where data is available, additional benchmarks are also provided for each region.

The first table presents the mean (or average) compensation benchmarks for each position including average hourly, weekly and annual pay. For weekly and annual, benchmarks are presented for base compensation, bonus compensation and total compensation. The table also shows the average bonus as a percent of base compensation.

The second table presents hourly and weekly percentile (or quartile) benchmarks. Percentiles represent a value on a scale of 100 that indicates the percent of a distribution that is equal to or below it. For example, the 75th percentile is the compensation value at which 75% of employees earn that amount or less. Similarly, 25% earn more than the value.

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Are There Best Practices for Salespeople?

by Dave Kahle

One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum results.

That myth is true for about five percent of the salespeople in the world. For the other 95 percent, nothing could be further from the truth. The overwhelming majority of field salespeople perform at a fraction of their potential because they have never been systematically exposed to the best practices of their profession. Instead, they have been expected to “learn on their own.”

I like to paint. I don’t mean pictures. I mean walls and bedrooms and hallways. I enjoy the physical nature of it, and the resulting change in the feeling of the room. I’ve always liked to paint and have done so for over 30 years. Once, for about two months, I made a living doing it. I think I’m pretty good at it.

Until a little while ago, when I was watching one of those reality home improvement shows. On it, a professional painter demonstrated the best way to apply masking tape, hold a brush and apply the paint. Yikes! I was doing it all wrong.

All this time I thought I was pretty good, in my own self-taught, learn-on-my-own sort of way. I guess I really didn’t have any standard. But I almost always painted by myself and had only my own opinion. I thought I was pretty good compared to what I thought was good.

Then, when I discovered the best practices of a true professional, I saw that my own ideas were not up to the standard. I wasn’t nearly as good as I thought I was. If I’m going to become really good, objectively, verifiably good, I have to change my routines and incorporate the best practices.

So it is with sales as well. The world is full of salespeople who have learned on the job, pretty much on their own, and have never been exposed to the best practices of the profession. They delude themselves, as I did, holding the opinion that they are pretty good. And that delusion keeps them lingering in levels of performance considerably beneath what their potential would allow them.

Sales managers often share that delusion, and occupy themselves with other matters, unable or unsure how to improve the performance of their team. Typically, the sales manager was, in a previous incarnation, a high performing salesperson. He/she was one of those five percent who learned on their own, who studied the best practices, and who incorporated them into his routines.

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As a result, that sales manager, formerly high performing salesperson, expects every other sales person to be just like him; to have the same motivation, the same drive, the same ability and propensity to learn. He, therefore, makes little effort to expose the sales team to best practices, because, after all, he did it on his own. Shouldn’t they?

Here’s where the theoretical conflicts with reality. Yeah, they should do it on their own. However, few do. Only the five percenters of the world can be counted on to invest in their own development.

The overwhelming majority of the balance of salespeople haven’t even spent $25 of their own money on their own improvement in the last year. The sad truth is that few salespeople see themselves as professionals and take their own improvement seriously.

That’s too bad. Every profession in the world develops a body of knowledge about the best way to do that job. And every professional in the world is expected, if they are serious about the profession, to regularly study those best practices, and to incorporate them into their routines with a disciplined, methodical effort. That’s why teachers have in-services, doctors go to conferences, nurses have in-service training, etc.

The job of the salesperson is no different. There is probably no other profession that is more written about, and to, than field sales. Over the last 50 years, there must have been thousands of books written, tens of thousands of articles published, thousands of audio programs prepared, and hundreds of newsletters and magazines published – all for the field salesperson, and all describing the best practices of the profession in various terms and methods.

Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the deal, and follow up on the purchase.

Astute salespeople understand this, and seek to continually expose themselves to the best practices.

Beyond that, they understand that it is one thing to know what to do, but quite another to develop the habits which regularly and reliably incorporate those behaviors. They continually work on incorporating the best practices into their routines, repeating them until they become habits. Excellent execution becomes a never-ending mantra.

Astute sales managers do likewise. They continually expose their salespeople to the best practices of the profession, and encourage every sales person to improve by methodically incorporating them into their routines. Those companies who systematically and methodically expose their salespeople to the body of knowledge regarding best practices of the sales profession consistently outperform those who don’t.

It is the path to improvement that the rest of the professional world understands. It’s time for the sales profession to do likewise.

Let’s no longer be deceived by the myth that most salespeople can learn on their own. Let’s put to rest once and for all time the debilitating myth that every salesperson has his/her own style of selling.

Let’s expect, like every other profession in the world, that professional salespeople be accountable to incorporating the best practices into the routines and be measured by the standards of the professional.

Originally published: https://www.davekahle.com/are-there-best-practices-for-sales-people/ 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 NOW OPEN

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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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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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hotel

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on

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

Marks: Discounts (in-store) on select workwear

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.

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.

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/

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

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,

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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

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)

Ward Fraser Voyager R.V.Centre Ltd.

Travis Bromley Transcona Trailer Sales

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.