Chairman’s Column
Dear members,
As we move into 2025, the energy and excitement for the RV industry is on full display at RV shows across the country. These events are a vital opportunity for dealers, manufacturers, and suppliers to connect with consumers and showcase the latest models and innovations. The RV shows provide a platform to highlight aspects like technological advancements, sustainability efforts, and new designs that cater to the evolving needs of RV enthusiasts. The continued enthusiasm at these shows is a testament to the strength of our industry and the passion of RVing in Canada.
At this time of year, we generally layout of annual advocacy strategy. We have had to be fluid with our plans thus far, as circumstances seem to be changing daily. We will strive to keep our members up to date on our efforts and always welcome feedback and input.
The association had made an important decision regarding our annual RVDAof Canada Advocacy Day in Ottawa. Traditionally held in the spring, we are moving this event to later in the year to better align with key government changes, thus ensuring our voices are heard at the most opportune time. This shift enhances our ability to address pressing industry concerns with greater strategic impact, especially in the event of an early election. By timing our advocacy efforts thoughtfully, we can engage policymakers when they are most receptive, maximizing our influence on critical decisions that shape our industry.
Tariffs on imported RVs remain a major concern, with potential implications for
Chairman’s Column
meaningful dialogue aimed at finding a resolution that prevents unnecessary economic disruption.
Tariffs on imported RVs remain a major concern, with potential implications for affordability and supply. We do appreciate both administrations for their commitment to meaningful dialogue aimed at finding a resolution that prevents unnecessary economic disruption.
If these tariffs are implemented, the added costs will trickle down to consumers, making RV ownership less accessible for many Canadians. We are actively engaging with government officials to advocate for policies that protect both businesses and consumers. Our goal is to prevent unnecessary price increases that could deter Canadians from embracing the RV lifestyle. Ensuring that our sector remains strong and competitive is a top priority for RVDAof Canada, and we will continue to push for policies that support growth and accessibility.
Your continued support and engagement in these advocacy efforts are essential as we work to keep our industry thriving. We encourage all members to stay informed, participate in discussions, and reach out to policymakers to share how potential tariffs and legislative changes may impact your businesses and customers. The collective voice of our industry has the power to influence meaningful change, and together, we can ensure that the RV sector remains vibrant and prosperous.
Let’s keep the momentum going as we navigate the opportunities and challenges ahead in 2025. We look forward to working together to drive our industry forward and continue fostering a strong, united RV community.
Sincerely,
Jim Gorrie, Board Chair RVDAof Canada
RVDAMember
TariffAdvocacy Guide
At the RVDAof Canada, we remain committed to advocating for policies that protect and support our industry.As you may be aware, there is a potential threat of tariffs on RV imports that could significantly impact our businesses and consumers. In response, we have developed a Member TariffAdvocacy Kit to help you engage with policymakers and stakeholders on this critical issue.
This comprehensive document is designed to help you become an effective advocate for addressing the pending retaliatory tariff situation in Canada through grassroots advocacy. We hope it provides you with the knowledge, tools, and inspiration you need to become a powerful advocate for our RV industry. Remember, every voice matters, and together, we can make a difference.
This kit is designed to provide you with the tools needed to effectively communicate the impact of tariffs on your dealership and the broader RV industry.
Included in the kit, you will find:
RV Industry Webinar on Tariff implication – In case you missed it, watch the webinar held on February 6th.
Key Messages and Talking Points – Concise, impactful messaging to use when speaking with government officials, media, and customers.
Briefing Letter sent by RVDA – An overview of the potential tariff issue, its implications for our industry, as presented to government.
Template Letters – 2 Pre-drafted letters that you can personalize and send to your local Member of Parliament, and government policymakers.
Draft Template for Remission Request – The government will launch a remission process. Remission is the cancellation of Crown debt and can be granted under various statutory authorities. Please start gathering information now so that you are ready when the remission process begins.
Economic Impact Report – Data and insights on how tariffs could affect RV affordability, jobs, and the overall economy.
Guidance on Meeting with Elected Officials – Best practices for scheduling and conducting effective meetings with MPs and decision-makers.
Key Messages: Opposition to Proposed 25% Tariff on U.S.-Manufactured RVs
The Tariff Would Devastate Canadian RV Dealerships
• 95% of RVs sold in Canada are manufactured in the U.S., leaving no viable domestic alternatives.
• The tariff would not harm U.S. manufacturers; instead, they would shift supply to U.S. dealers.
• Canadian dealerships would suffer from reduced inventory, increased costs, and financial hardship.
Significant Economic Impact on Jobs and Communities
• The RV industry supports 141,400 jobs and contributes $16.2 billion in added economic value.
• The industry generates billions in tourism spending and government revenue.
• Higher costs due to the tariff would lead to job losses and economic strain in local communities.
Increased Costs for Consumers and ReducedAffordability
• A 25% tariff would make RV ownership unaffordable for many middle-class families and retirees.
• Consumers would face significantly higher prices or be forced into an inflated used RV market.
• The tariff discourages RVing, harming the broader tourism and outdoor recreation sectors.
Cash Flow and Financial Burden on Dealerships
• Dealers must pay the tariff upfront at the border, creating severe cash flow challenges.
• With an already weakened Canadian dollar, this additional cost could put many dealerships at risk of closure.
• Reduced demand and rising costs would disrupt business sustainability and long-term growth.
The RV Industry Has No ImmediateAlternative to U.S. Supply
• Unlike other industries, there is no substitute for U.S.-manufactured RVs.
• If the tariff is implemented, Canadian dealers will struggle with limited inventory and reduced consumer options.
• The lack of supply would push consumers toward other markets, harming Canadian businesses.
Request to Exempt RVs from Tariffs
• The government should exempt RVs from the list of targeted products.
• Alternative trade strategies should be explored that do not unfairly impact a single industry.
• Engaging with industry stakeholders to find balanced solutions is critical.
Willingness to Discuss Further
• Canadian RV dealers are eager to share real-world insights into the impact of this tariff.
• Open dialogue with policymakers can help develop fair trade policies that protect
• Canadian businesses and consumers.
• Dealers welcome the opportunity to discuss potential solutions and alternatives.
For further discussion, please contact the RVDAof Canada.
Canadian National RV Retail Statistics December 2024
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 and 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
2024
Third Quarter Economic Review
RVDA of Canada
The 2024 Third Quarter Economic Review RVDA of Canada 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)
Mark Your Calendars!
We are excited to announce the upcoming 2025 Trouble Shooter Clinic, scheduled for December 9-12, 2025 at the DoubleTree by Hilton Calgary North. This exclusive training event is designed to equip RV technicians with the latest tools and knowledge to excel in today's dynamic industry.
What to expect
• Expert Instruction: Learn from industry-leading experts.
• Hands-On Training: Gain practical experience with the latest RV technology.
• Cutting-Edge Techniques: Master advanced diagnostic techniques.
• Collaborative Learning: Exchange ideas and insights with fellow RV technicians.
Don't miss this opportunity to:
• Enhance your technical expertise.
• Stay ahead of industry trends.
• Provide exceptional service to your customers. Registration opens soon! Visit www.rvcareers.ca for more information and to register.
Maximize Every Opportunity: Selling Before, During & After an RV Show
By: Jered Sobel, Sobel University
The RVDA of Canada recently co-hosted two insightful sales training webinars with Sobel University on Winter Selling and Show Selling, offering valuable strategies to enhance dealership success. Given the wealth of information covered, we’ve asked the presenter to share key takeaways in this newsletter. While the full sessions provided in-depth guidance, this article focuses on the most impactful insights to help dealerships maximize sales opportunities.
When attacking show selling opportunities, I must start with a truly revolutionary statement: The most important things are the most important things. Okay, so maybe not revolutionary, but it is amazing how easy it is to get hung up on unimportant details. When that happens, people lose focus on what has the biggest impact on every sales opportunity. If your business cares about treating customers well, listening to them first, and fitting their needs and parameters when you are on the lot… this should not change, regardless of the setting! What makes every dealership I work with different is what I teach them to lean into, with every sales opportunity.
Before the Show Prep
One of the goals of preparing for a show setting is to allow our heads to be empty come game time. When we are worried about who is picking up the kids, what tools we are going to use for gathering customer information, and where did our manager put that RV we want to show, it is impossible to actively listen to our customers. It is amazing how often someone will tell you exactly what they need to buy if we give them the space to share. Then we just have to be able to actively listen to hear what they need.
The point of preparing for a show is not just the cliché of being ready, but to not miss opportunities because we are distracted and not able to listen. Here is a list of examples:
• Know the exact inventory: Don’t waste time looking up technical details.A salesperson who does not know how to smoothly unfold and refold the jackknife sofa will look foolish.
• Know the inventory location: Don’t waste time looking around for inventory.A salesperson who doesn’t know where their inventory is will look unprofessional to their customers and sows distrust in the customer’s mind.
• Know show selling techniques: Proven word tracks, like the ones covered in the webinar last month, work really well…if practiced enough to know them. Roleplaying, as painful as it can be for some, is one of the most important parts of preparing for any sales situation.
• Know location of tools: Don’t waste time digging through piles of papers or asking three people to figure out where they put the trade appraisal sheets or credit applications.
• Know login information: I recently watched a salesperson at a show not bother to gather customer follow-up information because it was too hard to log in to his dealership’s follow-up system.Another salesperson I watched talked about how great a manufacturer’s online resource was, but couldn’t remember how to log in. Have these things logged in already, and have passwords written down somewhere handy.
Everyone’s home life is different, but being prepared includes getting the work done at home to not have distractions during show opportunities. Work done like having a backup plan for kids, getting ahead on household chores, and even laying out your clothes for the next day save important brain power and time on show days.
Before Show Selling
You should sell as much because of the show as you do at the show!
With all the advertising that goes into shows, manufacturer incentives, and curated inventory, your customers should take advantage of pre-show sales. This time of year, your customers get to buy the most modern inventory but built with last years labor and materials. On top of the cost increases and best selection, break-in period opportunities before summer mean your customers should not be waiting.
Do all of your customers who visited over the last six months and did not buy know that now is the time to buy? There are more than six reasons in the last paragraph alone. Each one is an excuse to call your customers and give them the chance to buy from a dealership that is committed to ongoing training, where they know they will always get the best service after they purchase.
During the Show
Earlier I wrote “the most important things are the most important things.” It’s important to focus on capitalizing on the opportunities of the show and not waste your time or your customers’time showing them RVs that don’t fit their tow vehicle, storage spot, or budget. If the customer is in a position to be helped today, with all buyers present and needs met, then the quality of presentation should be at the level of your lot. We all know that in sales for a customer to buy, value must exceed cost.And while the excitement of a show will help cover some blunders, the customer still needs to understand what it is they are purchasing if you want to close more opportunities.
Acommon mentality at shows is to talk to as many people as possible and play the numbers game. While it is true that a small percentage of customers will buy if you are pleasant and ask for the order, the majority of deals are lost in pre-qualifying people and not giving each customer the time to be properly helped.
Instead, focus on the quality of service you provide, the quality of the brands you carry, and be prepared to listen more than you talk. Use prompt sheets like the example I gave in the webinar to not forget important questions that determine if this customer can be helped at the show today, or should be scheduling an appointment back at the dealership where you have all the resources to help them better.
Each individual should be encouraged to be memorable and separate themselves from all the other salespeople at the show. While most salespeople will try to sell at the show, it is easy to explain to customers how that just leads to them not getting what they want. Instead use techniques that explain how your dealership process works and how helping customers find the right RV is the first step in your relationship with them.
Show Selling
The last big point I do not want to miss in this article is that the cost and investment of the dealership is so high to put on and participate in RV Shows that we need to make sure every moment counts. Every lead at a show (even on the busiest days!) needs to be treated at the highest level. To make sure of this, I encourage you to put a rule in place: No one leaves your section unless two people have talked to them. When you walk a client, you are turning them to a competitor. In a show setting, they are immediately walking over to that competitor now. The cost of each opportunity is too high to not have processes in place to make sure no customer gets missed or lost.
In conclusion, the best time to buy an RV is now for so many reasons, and we have to make sure our customers understand this. We should be selling as many RVs at the show as we do because of the show, so get on the phone and let the customers know why they don’t want to wait. When the customers are in front of us, if we line up the product that fits their needs and give the quality of presentation necessary, then the customer will have the opportunity to buy that day. Oh, and don’t forget to have fun! Camping is fun, buying a camper should be fun too.
For any questions, challenges, or help executing in this market, please reach out to Sobel University directly. The RV industry is my industry, and I am in the business of helping this industry succeed through my work with dealerships.
Jered Sobel serves as President of Sobel University, an exclusively RV sales and management training company. During his tenure with Sobel University, Jered Sobel has developed and instructed custom learning plans for dealerships across the United States and Canada. He is the creator of the best-selling RV-specific on-boarding program and the co-author of the consumer guide to purchasing an RV, "How to Make a Big Ticket Purchase."
Hesitant to Ask Your Organization to Change? Does Managing Change Need to
be Slow and Methodical?
By Dave Kahle
“I don’t want to ask my team to make too many changes at once. We need to manage change slowly and methodically.”
I have heard words to that effect from a VP of Sales or a CEO dozens of times. Typically, the specifics have to do with changes in the sales force, because that is the world in which I practice, but the sentiment applies to every job title. That idea ranks up there with some of the most destructive myths in business.
A little background. I’ve been a consultant/speaker/trainer for over 30 years, working with more than 500 B2B sales forces. Recently, one of my clients suggested that I compile a list of the 20 most important lessons I’ve learned and write about each. I pursued that idea and came up with a long list. To narrow it down, I applied these criteria to the list:
1. It had to be an important lesson – one which has the potential to dramatically affect a person, a sales team, or a business not superficial or trivial.
2. It had to arise out of my personal experience. In other words, not something that I garnered from a book, or borrowed from someone else. Something I’ve learned in the trenches.
3. It had to have been tested in the caldron of real-world experience. No blue-sky stuff.
4. I had to unwaveringly vouch for its validity. These are concepts and lessons that I would stand behind.
Using those criteria, I reduced the list to 25. In no particular order of priority, I have finished several, and you can find the links at the bottom of this post. Here’s the next on the list:
“Managing change doesn’t have to be slow. It can be rapid and transformational and still be effective.”
When we hire a new employee, we expect that person to adjust to radical and pervasive changes a new compensation plan, a new boss, a new work environment, a new set of coworkers. In the case of a B2B salesperson, a new set of products or services to sell, a new set of software to master, a new set of customers. We are asking them to adjust to changes in everything. And, we expect them to acclimatize to all these changes within a few weeks. Why is it, then, after they have been employed for a while, we don’t feel like we can ask them to change?
Why can’t we ask them to change their compensation plan, to adjust to a new automation tool, and support a new product line all at one time? They have done it before, and they can do it again. To create an expectation of slow change is to hinder the organization from fully realizing its potential. Slow change in a rapidly changing world is actually falling behind.
We all understand that the world is changing more rapidly than at any other time in our lifetimes. This pace of change is unprecedented in the history of mankind. And, in this rapidly changing world those people who learn to change and adapt as rapidly as the world around them is changing will survive and thrive in the new marketplace reality. Those who don’t will gradually be jettisoned to the margins and left behind by the pace of change around them.
“I am convinced that if the rate of change inside an organization is less than the rate of change outside, the end is in sight.~~~ Jack Welch
I was taught this lesson by one of my clients. The company had four geographically arranged divisions, which were run as separate profit centers, and had no incentive to work together. The CEO wanted to change the structure of the company. Since I was laboring under the common misconception that you had to change things slowly, I expected that he would gradually phase in a new organizational scheme over the next six or eight months. He chose to take a different route. He gathered all his employees from the supervisor level on up for a weekend retreat.
On Friday afternoon, he announced that their jobs no longer existed because the company’s organization was obsolete. They had until Monday morning to redesign the company, create the jobs the new system required, and, on Monday, they could apply for one of the new jobs. What followed was a set of feverish small group meetings which resulted in new corporate organization. They completely changed the company in a weekend. Most people applied for new jobs, and some left the organization. With the exception of the CEO and CFO, everyone changed jobs. My primary contact was the VP of sales, who wound up as a sales manager. Of course, it took a couple of weeks to implement the changes, but within a few weeks the new organization was in place, people were in their new jobs, and business went on. Radical, transformational change for this company of a couple of hundred employees in the blink of an eye.
In our rapidly changing environment to accept the ideas that change should be managed slowly is to hinder the organization from the opportunity to not fall behind, but to change with the pace of change around them. To do anything but expect rapid and transformational change is to do a disservice to the organization and its 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 on Business.
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RVDA MEMBER DISCOUNT PROGRAMS AND BENEFITS
Discounts on select courier services worldwide
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.
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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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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.
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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!
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With use of the Petro-Canada SuperPass credit card, members of Explorer RV Club & RVDA of Canada can realize significant savings, convenience, control & security.
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Reserve and Save on Airport Parking Program
With a network that spans coast to coast, Park’N Fly is focused on providing our customers with cost-effective parking options while enjoying a park happy experience with every stay. Access Program
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CSAE has negotiated group shipping discounts of up to 55%* on Purolator Shipping Services.Service designed with you in mind! Whether it’s across town or across the country, you’ll get reliable, professional shipping that will satisfy and impress your customers. Access Program
RVDA OF CANADA ENDORSEMENTS
Baseline Processing provides payment solutions and expertise to more than 1,000 merchants across North America including many RVDA of Canada members. Vancouver-based Baseline offers transparent pricing on an RVDA plan pricing that won’t change for the duration of our relationship.
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Federated Insurance
Federated Insurance provides customizable Group Employee Benefit coverage.
Contact:
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PROPERTY& CASUALTYINSURANCE
Federated Insurance Companyof Canada providesdirect underwriting of Propertyand CasualtyInsurance for RV dealerships In addition, the Inventory Floor Plan Advantage is available from Federated Insurance for CommercialDistribution Finance (CDF) customers.
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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.
News from RVDA Newsletter
Editorial Staff
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
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To post a job, simply go to the employers tab and log in using your RVDA of Canada user name and password.
Contact RVDA of Canada at 604-718-6325 or e-mail if you do not have this information.
WWW.BUYLOCALRV.CA
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.
RVDAof Canada Mission Statement:
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.
Boardof Directors
Executive Committee
Chairman, Jim Gorrie
Classic Trailer Sales Ltd. Headingley, MB
Vice-Chairman, Ken Dobson
Leisure Time Sales Quispamsis, NB
Treasurer, Marc Rémillard
Centre du Camping Rémillard
St-Jean-sur-Richelieu, QC
Past Chairman, Dale Hopkins RV City Morinville, AB
Directors
John Krohnert Chardell Brydon Platinum RV Sales Jerry's RV Trailer Sales & Service
Jonathan Stone
Kyle Kehoe Stone’s RV Center Kehoe RV
Mathieu Hérard
Peter Schmucker Roulottes Chaudière Fraserway RV (Lacombe)
Michael Melenchuk
Travis Bromley Runners RV Transcona Trailer Sales