MARCH 2016

Also:• Power to the People:

Employee Retention Practices page 14• Go RVing Multi-platform

Media Plan page 22

Proposed HUD Rule Redefining RVs Is Critical to Industry page 16

TRACKINGTRENDSWhat’s ahead for 2016?pages 10-13

25 RVDA endorsed products26 Mike Molino RV Learning

Center contributors27 RV industry’s training calendar27 Advertisers index

C O N T E N T S March 2016

10 2016 Looks Good: Dealers Expected toMatch Inventory to Retail Demand

RV Dealers believe 2016 will be another good yearfor them, but will be cautious when buildinginventory this year.

12 Total RV Shipments Up 4.9%, Travel Trailers Shoot Past Pre-Recession Levels

Some 64 percent of the units delivered in 2015 were travel trailers. Class B and C motorhomes alsogrew robustly.

14 Power to the People: How StrongEmployee Retention Practices CreateValue in Your Dealership

Employee-centered policies don’t have to break thebank to make workers want to stay at yourdealership.

16 Proposed HUD Rule Redefining RVs Is Critical to the Industry

The proposal – years in the making – finally bringsclarity for manufacturers, dealers, and campgroundoperators.

18 Ian Isley of Affinity RV Chosen asSpader Scholarship Recipient

Service manager Ian Isley is the second recipient of a scholarship to attend Spader’s leadershipdevelopment program.

20 Ask Jeff: Dealers Who Want to Certifybut Don’t Know How to Start

So you’re ready to start certifying your people?Here’s how to start the process.

22 Go RVing Using Multi-Platform Media Plan in 2016

Three new versions of the popular “AWAY” ads –including two 30-second television spots and onesixty-second online spot – will feature a femalenarrator and research showing 80 percent of RVpurchase decisions are influenced by women.

6 Looking ahead 7 Chairman’s report 8 Officers, directors, and

delegates

5MARCH 2016

I N EVERY I S SUE :

Mike MolinoThe

10

12

16

18

20

22

14

6 RV EXECUTIVE TODAY

In election years, partisan divisions in theUnited States get more attention thanusual, but on at least one front that’s nearand dear to everyone in this industry, thereis some bipartisan consensus.

Last month, the U.S. Department ofHousing and Urban Development (HUD)published a proposed rule entitled“Manufactured Home Procedural andEnforcement Regulations; Revision ofExemption for Recreational Vehicles.”

Indiana’s U.S. senators Dan Coates(R) and Joe Donnelly (D) were instru-mental in getting HUD to address theissue once and for all, clarifying that itdoes not have jurisdiction over RVs.

Donnelly and Coats have beenworking together on a bipartisan basissince 2014. In addition to writing severalletters to the agency outlining theproblem, they also successfully includedlanguage in a Senate Appropriations billin July of 2014, urging HUD to updatethe definition. RVIA, which has beenworking on this for more than a decade,coordinated an industry effort thatincluded RVDA and ARVC to move therulemaking forward.

“HUD’s RV regulations date back to1982,” Coats said. “Since that time, theindustry has made dramatic improvementsto its vehicles. An update to these regula-tions has been long overdue, and HUDhas taken a positive step forward byproposing a new rule.”

“I’m pleased that HUD is finallyacting on this pressing concern, and it’s astep in the right direction,” Donnelly said.“I look forward to continuing to workwith Senator Coats to make sure HUDgets this rulemaking right.”

You may have seen the joint statementthe three associations put out shortly afterHUD announced the proposed rule, but

it’s worth reviewing why the rule is soimportant to the RV industry. Theproposed rule gives RV dealers additionalregulatory guidance, so that the properpaperwork, forms, and disclosures thatdealers need to provide during a salestransaction are based on the design intentof the RV, and not housing regulations.

The rule would give RV manufac-turers the critical regulatory clarity theyhave long sought. As long as manufac-turers build to the nationally-recognizedRV standards, the modern RVs they arebuilding do not and will not fall underHUD’s jurisdiction.

The proposed rule also gives RVcampground operators the regulatorycertainty that they need. In many cases thebusiness license for RV parks and camp-grounds only allows them to accommodateRVs, not manufactured homes, so underthe proposed rule they would be ablewelcome any unit that is certified to anRV standard.

HUD is now in the process of gath-ering public comments, and RVDA willwork with its allies to insist that HUDissues a decision that’s in the long-termbest interests of the industry. The due datefor filing comments on the proposed ruleis April 11th.

LOOKIN

GAHEAD

President: Phil Ingrassia, CAE

Vice President forAdministration:Ronnie Hepp, CAE

Editor:Mary Anne Shreve

Graphic Designer: Ginny Walker

RV EXECUTIVE TODAY

RV Executive Today is published monthly by theRecreation Vehicle Dealers Association ofAmerica at 3930 University Drive, Fairfax, VA22030-2515. Periodicals postage paid at Fairfax,VA 22030 USPS No. 062450. Issued monthly toall RVDA members as a membership benefit paidfor by their dues.

Postmaster please send address changes to: RV Executive Today, 3930 University Drive,Fairfax, VA 22030-2515 The annual subscriptionrate of $30 is a part of membership dues.

Editorial/Business Office: 3930 University Drive, Fairfax, VA 22030-2515Phone (703) 591-7130 FAX (703) 359-0152

RV Executive Today (ISSN #1088-873X) Volume 20, Issue 3

For advertising information contact:Julie Newhouse, marketing manager(703) 591-7130 x 103

RVDA STAFFChuck BoydDealer Services Manager

Hank FortuneDirector of Finance

Jeff KurowskiDirector of Industry Relations

Paul RobertsField Representative

Julie Anna NewhouseMarketing Manager

Brett Richardson, Esq., CAEDirector of Legal and Regulatory Affairs

Julianne RyderMarketing Communications Specialist

Terri WhitesideAccounting Clerk

Dan LopezBusiness Development Consultant

MIKE MOLINO RV LEARNING CENTER STAFF Karin Van DuyseChief

Liz FlemingEducation Coordinator

Tony YermanRV Service Consultant –––––––––––––––––––––––––––––––––––Isabel McGrathTechnician Certification Registrar

“As long as manufacturers buildto the nationally-recognized RVstandards, the modern RVs theyare building do not and will notfall under HUD’s jurisdiction.”

A Bi-Partisan Issue:Clarifying RVDefinitionsBy Phil Ingrassia, CAE, president

Over the past five to ten years, the RV industry has seenincreasing consolidation. We’ve seen it at the manufac-

turer level, where three manufacturers account for 80 percentof the RVs built today. We’ve also seen it at the dealer level,led by groups like Camping World, General RV, CampersInn, and others. And we’ve seen it at the supplier level, withthe mergers of NTP, Stag-Parkway and Coast Distributionand the growth of Lippert Components.

This consolidation has generated lots of press, questions,and speculation. What’s next? Is it good or bad? How does itaffect me and my business? Is it good or bad for the industry?

Consolidation is natural in a maturing industry. It allowscompanies to improve their returns by purchasing marketshare, to cut costs, and to achieve productivity gains.

One of the great opportunities of consolidation is that itcreates industry leaders with the scale and ability to raise theprofessionalism of an entire industry. We’ve certainly seenexamples of that over the past few years.

• Camping World/Good Sam renewed payment on itspledge to the Mike Molino RV Learning Center thatwill allow the center to update and enhance its certifi-cation programs – starting with updates to the servicewriter, service manager, and warranty administratorprograms, followed by updates to parts manager andparts specialist programs. Maintaining these programsis essential to ensure that dealerships can developtopnotch personnel to serve their customers after thesale.

• Forest River Inc., after being cited by NHTSA forimproperly reporting safety data and recalls, is nowworking with the agency to create a list of best prac-tices for the RV industry. Forest River founder andCEO Peter Liegl has pledged that his company willcontinue working with NHTSA and focusing on beinga leader in industry safety.

• Through growth and consolidation, LippertComponents has become a leader in bringing new,innovative products to the industry. It provides OEMswith features that make their RVs more attractive andgives dealerships aftermarket products for our acces-sories stores.

• Last month I attended the first product show presentedby Keystone Automotive since its merger with CoastDistribution. This merger was the final piece of theconsolidation of the three major parts distributors inour industry. The show provided some great educationopportunities for our parts department personnel thatare hard to find elsewhere within the industry.

These companies should be commended for theircommitment to improving our industry’s professionalism.Endeavors of this type are key to improving our customers’experience and will ensure that our industry reaches its fullpotential.

However, with that being said, there’s a pressing issuethat our industry isn’t addressing – post-sale service. Thecurrent ability to provide customers with replacement parts ina timely fashion and the general level of after-the-salesupport isn’t acceptable. I’ve raised this issue over the pastthree months of my chairmanship, and many of you haveagreed that it needs to be addressed.

Unfortunately, others feel that this isn’t an issue theindustry needs to deal with and see it instead as a way to gaina competitive advantage. The problem with that view is thatthe issue affects all industry segments. Customers needbetter-trained dealership personnel. Dealers need manufac-turers to make it easier to identify parts, and both dealers andmanufacturers need suppliers to do the same. Without allsegments working together, solutions won’t be developed.

RVDA’s DSI survey has shown that U.S. and Canadiandealer satisfaction with manufacturer parts and warrantysupport has declined over the past three years. Thesenumbers are not acceptable and are indications of a problemthat needs attention. This post-sale service failure in ourindustry creates a risk to our consolidated partners, as well asan opportunity for new market entrants to challenge thestatus quo, or for other industries to win our customers’discretionary dollars.

I say it’s time for the RV industry to sit down and tacklethis issue. Consolidation can be a great thing, driving anindustry to achieve its full potential. But it requires industryleaders to embrace their responsibility. It’stime we do just that, and I look forward tohelping our industry achieve its potential.

Consolidation – Good or Bad?By Brian Wilkins, chairman

CHAIR

MAN’S

REPORT

7MARCH 2016

8 RV EXECUTIVE TODAY

ChairmanBrian WilkinsWilkins RVBath, NY(607) 776-3103bwilkins@wilkinsrv.com

1st Vice ChairmanDarrel FriesenAll Seasons RV CenterYuba City, CA(530) 671-9070darrel@allseasonsrvcenter.com

2nd Vice ChairmanTim WeggeBurlington RV SuperstoreSturtevant, WI (262) 321-2500twegge@burlingtonrv.com

TreasurerMike ReganCrestview RV CenterBuda, TX(512) 282-3516mike_regan@crestviewrv.com

SecretaryRon ShepherdCamperland of Oklahoma,LLCTulsa, OK(918) 836-6606ron_shepherd@camperlandok.com

Past ChairmanJohn McCluskeyFlorida Outdoors RVCenterStuart, FL(772) 288-2221john@floridaoutdoorsrv.com

DirectorChris AndroHemlock Hill RV Sales Inc.Milldale, CT(860) 621-8983chrisa@hhrvct.com

DirectorRoger SellersTennessee RV Sales &Service LLCKnoxville, TN(865) 933-7213rsellers@tennesseerv.com

DirectorSherry ShieldsPan Pacific RV Centers Inc.French Camp, CA(209) 234-2000sherry@pprv.com

DirectorGlenn ThomasBill Thomas Camper Sales Inc.Wentzville, MO(636) 327-5900g.thomas@btcamper.com

RVRA RepresentativeScott KrenekKrenek RV CenterColoma, MI(269) 468-7900scott_krenek@krenekrv.com

RVAC ChairmanJeff HirschCampers InnKingston, NH(603) 642-5555jhirsch@campersinn.com

RV Learning CenterChairmanJeff PastoreHartville RV CenterHartville, OH(330) 877-3500jeff@hartvillerv.com

DELEGATESAlabamaRod WagnerMadison RV SupercenterMadison, AL (256) 837-3881rod@madisonrv.com

AlaskaCorbin SawyerGreat Alaskan HolidaysAnchorage, AK(907) 248-7777csawyer@greatalaskanholidays.com

ArizonaDevin MurphyFreedom RV Inc.Tucson, AZ(520) 750-1100dmurphy@freedomrvaz.com

ArkansasMichael MoixMoix RV SupercenterConway, AR(501) 327-2255mmoix@aol.com

CaliforniaTroy PadgettAll Valley RV CenterActon, CA (661) 269-4800troy@allvalleyrvcenter.com

CaliforniaJoey ShieldsPan Pacific RV Centers Inc.French Camp, CA(209) 234-2000joey@pprv.com

ColoradoTim BilesPikes Peak TravelandColorado Springs, CO(719) 596-2716tim@pikespeakrv.com

ConnecticutChris AndroHemlock Hill RV SalesInc.Milldale, CT(860) 621-8983chrisa@hhrvct.com

DelawareRyan HorseyParkview RV CenterSmyrna, DE(302) 653-6619rdhorsey@parkviewrv.com

FloridaRob RothenhauslerOcean Grove RVSupercenterSt. Augustine, FL(904) 797-5732rob@oceangrovervsales.com

GeorgiaDoc AllenC.S.R.A. Camperland Inc.Martinez, GA(706) 863-6294docallen@csracamperland.com

IdahoTyler NelsonNelson’s RVs Inc.Boise, ID(208) 322-4121tyler@nelsonsrvs.com

IllinoisRichard FlowersLarry’s Trailer Sales Inc.Zeigler, IL(618) 596-6414richardfl@larrystrailersales.com

IndianaNathan HartWalnut Ridge FamilyTrailer SalesNew Castle, IN(765) 533-2288nhart@walnutridgerv.com

IowaJeremy KetelsenKetelsen RV Inc.Hiawatha, IA(319) 377-8244jketelsen@ketelsenrv.com

KansasBill HawleyHawley Brothers Inc.Dodge City, KS(620) 225-5452wildbill@pld.com

KentuckyNeVelle SkaggsSkaggs RV CountryElizabethtown, KY(270) 765-7245nrskaggs@aol.com

LouisianaJim HicksSouthern RV Super Center Inc.Bossier City, LA(318) 746-2267jim@southernrvsupercenter.com

MaineLinda MailhotSeacoast RVSaco, ME(207) 282-3511seacoastrv@seacoastrv.com

MarylandGreg MerkelLeo’s Vacation Center Inc.Gambrills, MD(410) 987-4793Admin-jacki@comcast.net

MassachusettsBrian SullivanCampers Inn of RaynhamRaynham, MA(508) 821-3366bsullivan@campersinn.com

MichiganChad NeffAmerican RV Sales &Service Inc.Grand Rapids, MI(616) 455-3250chad@americanrv.com

MinnesotaWill JarnotPleasureLand RV CenterSt. Cloud, MN(320) 251-7588w.jarnot@pleasurelandrv.com

MissouriTed EvansMid America RV Inc.Carthage, MO(417) 353-4640tevans@midamericarv.com

MontanaRussell PiercePierce RV SupercenterBillings, MT(406) 655-8000russellpierce@pierce.biz

Nebraska Tony StaabRich & Sons Camper SalesGrand Island, NE(308) 384-2040tony.staab@richsonsrv.com

New HampshireScott SilvaCold Springs RVCorporationWeare, NH(603) 529-2222scott@coldspringsrv.com

New Jersey Brad ScottScott Motor Home Sales Inc.Lakewood, NJ(732) 370-1022bscott@scottmotorcoach.com

New MexicoRick SchollRocky Mountain RV WorldAlbuquerque, NM(505) 292-7800rscholl@rmrv.com

New YorkJim ColtonColton RVN Tonawanda, NY(716) 694-0188jcolton@coltonrv.com

North CarolinaSteve PlemmonsBill Plemmons RV WorldRural Hall, NC(336) 377-2213steve@billplemmonsrv.com

OhioDean TennisonSpecialty RV SalesLancaster, OH(740) 653-2725dean@specialtyas.com

OklahomaRon ShepherdCamperland of Oklahoma,LLCTulsa, OK (918) 836-6606ron_shepherd@camperlandok.com

OregonLisa LarkinGib’s RV SuperstoreCoos Bay, OR(541) 888-3424lisa@gibsrv.com

PennsylvaniaGreg StarrStarr’s Trailer SalesBrockway, PA (814) 265-0632greg@starrstrailersales.com

Rhode IslandLinda TarroArlington RV Super Center Inc.East Greenwich, RI(401) 884-7550linda@arlingtonrv.com

South CarolinaGloria MorganThe Trail CenterNorth Charleston, SC (843) 552-4700gmorgan497@aol.com

South DakotaLyle SchaapSchaap’s RV TravelandSioux Falls, SD(605) 332-6241lyle@rvtraveland.com

TennesseeRoger SellersTennessee RV Sales &Service, LLCKnoxville, TN(865) 933-7213rsellers@tennesseerv.com

TexasMark ClaySouthern RV SupercenterTyler, TX(903) 882-3225mark@southernrvsupercenter.com

UtahJared JensenSierra RV CorpSunset, UT(801) 728-9988jared@sierrarvsales.com

VermontScott BordenPete’s RV CenterSouth Burlington, VT(802) 864-9350scott@petesrv.com

VirginiaLindsey ReinesReines RV Center Inc.Manassas, VA(703) 392-1100lindsey@reinesrv.com

West VirginiaLynn ButlerSetzer’s World of Camping Inc.Huntington, WV(304) 736-5287setzersrv@aol.com

WisconsinMick FerkeyGreeneway Inc.Wisconsin Rapids, WI(715) 325-5170mickferkey@greenewayrv.com

WyomingSonny RoneSonny’s RV Sales Inc.Evansville, WY (307) 237-5000rentals@sonnysrvs.com

VacantHawaiiMississippiNevadaNorth DakotaWashington

AT-LARGEChase BaerlinBankston Motor Homes Inc.Huntsville, AL(256) 533-3100chase@bankstonmotor-homes.com

Bob BeenAffinity RV Service Sales & RentalsPrescott, AZ(928) 445-7910bobbeen@affinityrv.com

Randy CoyDean’s RV SuperstoreTulsa, OK(918) 664-3333rcoy@deansrv.com

David Hayes Hayes RV CenterLongview, TX(903) 663-3488dhayes@hayesrv.com

Ben HirschCampers Inn of KingstonKingston, NH(603) 642-5555bhirsch@campersinn.com

Ed LerchLerch RVMilroy, PA (717) 667-1400ed@lerchrv.com

Scott LoughheedCrestview RV CenterBuda, TX(512) 282-3516scott@crestviewrv.com

Mike NobleNoble RV Inc.Owatonna, MN(507) 444-0004mnoble@noblerv.com

Mike PearoHilltop Trailer Sales Inc.Fridley, MN(763) 571-9103mike@hilltoptrailers.com

Mike RoneSonny’s RV Sales Inc.Evansville, WY(307) 237-5000mrone@sonnysrvs.com

Adam RuppelGood Life RV Webster City, IA(515) 832-5715adam@glrv.com

Earl StoltzfusStoltzfus RV’s & MarineWest Chester, PA (610) 399-0628estoltzfus@stoltzfus-rec.com

Glenn ThomasBill Thomas Camper SalesWentzville, MO(636) 327-5900g.thomas@btcamper.com

Larry Troutt IIITopper’s Camping CenterWaller, TX(800) 962-4839latroutt3@gmail.com

Bill White United RV CenterFort Worth, TX(817) 834-7141bill@unitedrv.com

Participating PastChairmenBruce BentzCapital R.V. Center Inc.Bismarck, ND(701) 255-7878bruce@capitalrv.com

Randy BilesPikes Peak Traveland Inc.Colorado Springs, CO(719) 596-2716rwbiles@pikespeakrv.com

Debbie BrunoforteLittle Dealer, Little PricesMesa, AZ(480) 834-9581dbrunoforte@littledealer.com

Rex FloydFloyd’s RecreationalVehiclesNorman, OK(405) 288-0338rxflyd@aol.com

Crosby ForrestDixie RV SuperstoreNewport News, VA (757) 249-1257info@dixiervsuperstore.com

Ernie FriesenAll Seasons RV CenterYuba City, CA(530) 671-9070eefriesen@msn.com

Andy HeckAlpin HausAmsterdam, NY(518) 842-5900aheck@alpinhaus.com

Rick HorseyParkview RV CenterSmyrna, DE(302) 653-6619rhorsey@parkviewrv.com

Tim O’BrienCircle K RVsLapeer, MI(810) 664-1942t.obrien@circlekrvs.com

Dan PearsonPleasureLand RV Center Inc.St. Cloud, MN (320) 251-7588d.pearson@pleasurelandrv.com

Cammy PiersonCurtis Trailers Inc.Portland, OR(503) 760-1363cammypierson@yahoo.com

Joe RangeRange Vehicle Center Inc.Hesperia, CA (760) 949-4090range1937@msn.com

Dell SandersJ. D. Sanders Inc.Alachua, FL (386) 462-3039jdsrv@att.net

Marty SheaMadison RV SupercenterMadison, AL(256) 837-3881mjshea@madisonrv.com

Tom StinnettTom Stinnett Derby City RVClarksville, IN(812) 282-7718tstinnett@stinnettrv.com

Bill ThomasBill Thomas Camper Sales Inc.Wentzville, MO(636) 327-5900Btcs1940@sbcglobal.net

Larry TrouttTopper’s Camping CenterWaller, TX(800) 962-4839larrytroutt@toppersrvs.com

RVDA

BOARDS: OFFIC

ERS,DIR

ECTORS,&

DELEGATES

9MARCH 2016

30%

26%

25%

24%

10%

11%

10%

10%Employee Interest

Employer Likely to Offer

Info For The Big Picture

QUICKTAKES How Employees atSmall BusinessesView BENEFITS

Want awider choiceof benefitsthey canchoose fromand pay foron theirown

Not Very Satisfiedwith Benefits

and job

Very Satisfiedwith Benefitsand Job

55%Are willingto paymore fortheirbenefitsrather thanlosingthem

Mobile app for managing benefits

Mobile app for enrollment information

Mobile app for learning and education

Mobile app for enrollment

57%Say havingbenefitstailored totheir needsincreasestheircompanyloyalty

Employees who are verysatisfied with their

benefits are also morelikely to be satisfiedwith their jobs.

Employees’ interestin having a mobileapp for managingbenefits is growing.

65%65%

81%22%

* All data from the MetLife13th Annual U.S. EmployeeBenefit Trends Study

[]

10 RV EXECUTIVE TODAY

RVDealers believe 2016will be another goodyear for them, but will

be cautious when building inventorythis year.

Dealers’ current bullishnessdoesn’t seem to extend beyond 2017,according to results from the latestquarterly market survey conducted byinvestment firm Robert W. Baird &Co. in partnership with RVDA.

“Towable inventory appearsbalanced as 60 percent of dealersreport that inventory is ‘about right,’”says Baird’s Craig Kennison. “Similarto motorhomes, towables inventoryappears in balance, as our inventoryrestocking checks suggest that mostdealers plan to match orders to retail.”

Another dealer says he is “verypleased [with the market] given thatit is an election year, which normallyhinders business.” However, the same

dealer says he is “worried about thevolatility of the stock market and lowoil prices” and is also “concernedabout expansion projects should theeconomy take a down turn.”

The Baird firm surveyed dealersabout their business during theNovember-through-January period.Respondents said their towable RVsales had increased by low, single-digit percentages, and theirmotorhome sales were up by midsingle-digit percentages during thatperiod.

One sign that dealers may bepreparing for a plateau in the market

is that they are more bullish about2016 than they are about the 2018-20period, according to the Baird firm.

Even though towable RV saleshave surpassed their most recent peaklevels, dealers believe towable saleswill continue to show “modest retailgrowth” in the near future because of

2016 Looks Good: Dealers Expectedto Match Inventory to Retail Demand By Jeff Kurowski, director of industry relations

The Baird Dealer Sentiment Index measures how dealers feel about their currentconditions and how they feel about the near future (the next three to five years).Dealers are reporting a more bullish current outlook compared to their medium-term expectations, suggesting that some may be preparing for trends to slow.

Baird RV Dealer Sentiment IndexAggregate Response

Baird’s most recent market survey showsdealers are expecting a good year in 2016 but

will be cautious when building their inventories.

11MARCH 2016

increased pickup and SUV towingcapacity, lower priced entry-levelproducts, and younger families buyingRVs for the first time, the Baird firmreported.

Meanwhile, motorhome salesvolume has only reached 60 percentof its most recent peak, butmotorhome sales should continue toimprove, benefiting from the fact thatfewer RV owners are upside down ontheir loans and are now in a better

position to upgrade.Towable inventories were at 112

days by the end of January, comparedwith 117 days a year earlier, andmotorhome inventories were at 99days, down from 121 days a yearearlier. The Baird firm describedtowable RV inventories as “balanced,”with retail sales and wholesale deliv-eries being almost equal, whilemotorhome inventories were withinthe “normal” range.

Concerning towable inventories,one dealer respondent said that inthe past, most manufacturers alloweddealers to spread into January orFebruary the delivery of units theyhad ordered during September OpenHouse. But in 2015, he said, manu-facturers “built and shipped as fast asthey could, creating a big strain onthe dealership, with too many unitsarriving in November andDecember.” As a result, the dealerhad to pay more for insurance andfloor plan financing and needed torent offsite storage space for thoseunits. “I understand the manufac-turers’ plan, but they don’t seem tounderstand the impact on dealers,”he said.

In the case of motorhomes, arespondent noted that “Tiffincontinues to be strong” and“Winnebago small diesels such as theView are doing well.” Also, “used vansand Class C models at lower pricesare doing great,” as are late-modelused Class As. n

14.3%Too high

45.2%About Right

40.5%Too low

Used Towable RVInventories

23.5%Too high

17.6%About Right

58.8%Too low

Used MotorhomeInventories

30.2%Too high

60.5%About Right

9.3%Too low

Towable RV InventoryComfort Level

29.4%Too high

35.3%About Right

35.3%Too low

Motorhome InventoryComfort Level

12 RV EXECUTIVE TODAY

Total Shipments Comparisons(in thousands)

Travel Trailer Shipments(in thousands)

Fifth Wheel Shipments(in thousands)

Total RV Shipments Up 4.9%, Travel Trailers Shoot P By Jeff Kurowski

M anufacturers shipped a total of374,246 RVs to dealerships inthe United States and Canada

last year, a 4.9 percent increase overthe 356,735 units delivered in 2014.Of those units, 239,255, or 64percent, were travel trailers. As asegment, travel trailer shipmentsincreased 7.5 percent in 2015 and arenow well above pre-recession levels.Some 180,000 to 200,000 traveltrailers were shipped to dealers in theyears before the economic meltdown.

However, fifth wheel shipmentsdeclined 1.6 percent last year to75,148 units, compared with 76,378units shipped in 2014. Fifth wheelsaccounted for 20 percent of theindustry’s total volume.

The growth in travel trailer andfifth wheel shipments last year is partof the shift in the RV product mixthat has been occurring since beforethe year 2000. Towables accounted for87 percent of all RVs shipped in 2015,while towables accounted for 74

percent of the product mix in 1999.In 2006, the industry’s most

recent peak year, towables accountedfor 84 percent of the product mix.

Changes are also occurring in themotorhome product mix. Class Ashipments are basically flat, whileClass B and Class C motorhomesexperienced robust growth between2014 and 2015.

Last year, Class A shipmentsincreased only 0.2 percent to 21,948units, compared with 21,894 units

Data source: RVIA

13MARCH 2016

Class B Motorhome Shipments(in thousands)

Class C Motorhome Shipments(in thousands)

Class A Motorhome Shipments(in thousands)

ast Pre-Recession Levels

delivered in 2014. Class A shipments last year werewell below levels before the Great Recession, whenaround 33,000 units were shipped annually.

Meanwhile, shipments of Class C motorhomesclimbed 15.8 percent in 2015 to 22,068 units, andClass B shipments were up 9.8 percent to 3,294 units.Both Class B and Class C totals in 2015 exceededpre-recession levels. n

W hen it comes to boostingsales, dealers and managerstend to gravitate to

marketing campaigns and salespromotions. But there's an evenmore crucial element to growingyour business – your employees.

Think about it – brilliantmarketing campaigns are uselesswithout talented and creativeprofessionals to support them. Adealership’s reputation dependson the people who answer thephones, field the questions, do the repairs, and washthe vehicles.

So how do you retain those talentedemployees who drive your business’s growth? Itactually starts by improving your hiring practices.Consider these ideas:

Create employee-friendly policiesand be willing to change them

When dealer Tom Stinnett of Tom StinnettDerby City RV, Clarksville, IN, offered a standard

sick-day policy, he noticed an unpleasant sideeffect: Employees abused it every chance they got."People would use up all their sick time as soon asit accrued," he says. "We realized we needed abetter way to let them have that time, so we gavethem six more vacation days instead." If employeeshave family or health issues, the dealership worksto accommodate their needs instead of pointing toan inflexible policy.

Feed everyone regularly

People love to share meals, which is whycompany picnics and potlucks were invented.When people eat together, they build camaraderiethat carries over to everyday work. So bring inbreakfast, have a quarterly dinner, or take lunchorders. A survey of full-time employees found 60percent said having more food at the office would

make them feel more valued and appreciated.

Make wages competitive

Let the political debates aboutminimum wage rage somewhere else;when it comes to paying employeesand offering them the best benefitpackages available, Stinnett says, "Idon't need a law to tell me how to dowhat's right for my employees. We offer

a fair living wage, and that's just part ofshowing respect for them."Numerous studies show employee retention

isn't driven solely by money, but wages are defi-nitely part of the mix. If you’re trying to focus onthe "perks" you offer in lieu of a competitive wage,then you'd better get used to turnover. You need toprovide competitive pay, advancement opportuni-

How Strong Employee Retention Practic By Maryellen Adams

“Employeeretention

policies don’thave to breakthe budget or

turn into formal,overly complex

programs.People just

want to feelthey’re appreci-ated and thatthey’re part of

a team.”

You can find the mostknowledgeable manager in thehistory of RV sales, but if thatperson drives other employees tostart scanning the want ads, it's abad hire. View candidates throughmore than one prism, includingwhether they can click withexisting employees.

Hire for cultural fitas well as experience

14 RV EXECUTIVE TODAY

P O W E R T O T H E P E O P L E

15MARCH 2016

ties, bonuses when applicable, raises on a regular basis(contingent on performance), and other financial incen-tives. These make employees feel like stakeholders in thebusiness, and they invest their energy in turning thecompany into a success. Even better, they’ll refer experi-enced fellow professionals to the dealership for jobopenings.

Make rewards into a team effort

Many dealerships have incentive programs for the salesteam, but Stinnett believes everyone should be rewardedfor hitting the numbers. "We're a team, and whether you'reon the floor or you're doing administrative support, you'reequally important in getting to the sales number we wantevery month," he says. At his dealership, the reward comesin the form of cash, delivered in an equal amount to everyemployee at a monthly appreciation event.

That sense of equality helps retention, Stinnett says,because it creates strong teamwork that people are veryreluctant to leave. "We have a culture of recognition here,

and the bonuses are part of that. Making sure that you takenothing – and no one – for granted is one of the mostpowerful ways that you can make sure employees stay withyou," he says.

Employee retention policies don't have to break thebudget or turn into overly complex, formal programs.People just want to feel appreciated and that they're part ofa team.

Having supportive employee policies is crucial formore than morale – they also create a deep sense of valuefor your business. By establishing your dealership as theplace to work, you attract a higher caliber of talent, whilesimultaneously decreasing your cost-per-hire expenses.

If you want to build your dealership, your effort shouldbegin with the people already in front of you.

Maryellen Adams is director of association partnershipsand the automotive division at CareerCo. She works withhundreds of clients in the automotive and RV industries, andshe and her husband have owned dealerships. She can bereached at madams@careerco.com. n

ces Create Value in Your Dealership

16 RV EXECUTIVE TODAY

T he Department of Housing and UrbanDevelopment (HUD) recently announced aproposed rule that redefines the RV exemption

from manufactured housing standards. The rule isgreat news for the RV industry and RV enthusiastsbecause it clears up the regulatory uncertainty thathas plagued RV manufacturers, dealers, and camp-ground operators for decades.

To understand why this proposed rule is socritical, picture a transportable structure that’s 320 ormore square feet, is built on a permanent chassis, andhas plumbing, heating, air conditioning, and electricalsystems. What are you picturing? A travel trailer? Afifth wheel trailer?

Actually, that’s the federal housing law’s defini-tion of a manufactured home. And manufacturedhomes are required to be built to comprehensivehousing standards set by HUD.

The confusion is understandable. After all, manu-factured housing and RVs share common DNA:

They’re both descendants of the so-called mobilehomes of the 1960s and 1970s. But starting in themid-1970s, the two products evolved along differentpaths. Manufactured housing became larger and morelike a stick-built house. RVs became more mobile andmore like a vehicle than a house.

So, given the language of the HUD law, why aretravel trailers, fifth wheels and park model RVs notrequired to be built to HUD’s housing standards(motorhomes aren’t part of this discussion becausethey’re specifically exempted from HUD regulation inthe HUD law)?

The answer is that, due to the distinct evolu-tionary paths of the products, RVs in 1982 werespecifically exempted from manufactured housingstandards as long as they meet HUD’s definition ofan RV. That definition is a vehicle that is:

• Built on a single chassis

• 400 square feet or less when measured at thelargest horizontal projections

• Self-propelled or permanently towable by a lightduty truck

• Designed primarily for use as temporary livingquarters for recreational, camping, travel, orseasonal use, not as a permanent dwelling

The fundamental difference between manufac-tured housing and RVs was, is, and always will betheir design intent: RVs are designed for recreationaluse, while manufactured homes are designed aspermanent dwellings.

But as RVs continued to evolve, the 1982 defini-tion became less clear and eventually unworkable.Terms such as “towable by a light duty truck” and size

HUD’s Proposed Rule Redefining RVs Is Criticalto the RV Industry and EnthusiastsThe Department of Housing and UrbanDevelopment is collecting comments until April11 on its recently proposed rule to redefineRVs. Here is a joint statement from RVIA,RVDA, and ARVC on why the proposal willbring much-needed clarity to the industry.

“The fundamental difference between manufacturedhousing and RVs was, is, and always will be theirdesign intent: RVs are designed for recreational use,while manufactured homes are designed aspermanent dwellings.”

ISNOT

THIS

THAT

17MARCH 2016

A PROMISING CAREER CLIMBGive your business a leg up with the revamped RV Technician Certification Program.

limits given the advent of RV slide-out rooms were prob-lematic for the industry, regulators, and consumers.Meanwhile, the RV industry implemented stringent stan-dards, inspection, and self-certification processes aroundthe NFPA 1192 standard for RVs and ANSI A119.5 forpark model RVs.

To address the 1982 definition, manufacturers, dealers,and campground operators worked with the manufacturedhousing industry to propose new language clarifying thatmodern RVs are not manufactured homes. All partiesagreed that RVs should be built in accordance with NFPAand ANSI RV standards, not HUD manufactured homestandards, and they agreed that the key distinctioncontinues to be that manufactured homes are designed forpermanent residency while RVs are designed to be used asrecreational accommodations.

Eventually, an advisory panel to HUD came up with aconsensus proposal to define and exempt RVs from manu-factured housing standards based on the objective fact thatthey are built to the standards for RVs:

A recreational vehicle is a factory-built vehicular struc-ture designed only for recreational use and not as a primaryresidence or for permanent occupancy, built and certified inaccordance with NFPA 1192–15 or ANSI A119.5–09consensus standards for recreational vehicles and not certifiedas a manufactured home.

HUD’s new rule accepts this consensus proposal, withthe additional requirement that park model RVs contain aconsumer-facing notice that the manufacturer certifies thestructure is a recreational vehicle designed only for recre-

ational use. The RVIA PMRV seal applied to everyPMRV already contains this notice, so it’s not an addi-tional burden to industry.

The proposed rule gives RV manufacturers the criticalregulatory clarity and certainty they’ve long sought – aslong as they build to the nationally-recognized RV stan-dards, their products do not fall under HUD’s jurisdiction.And RV dealers get the clarity they need – the properpaperwork, forms, and disclosures they need to provideduring sales transactions are based on the design intent ofthe recreational vehicle.

RV campground operators also get clarity. In manyjurisdictions, their business license only allows them toaccommodate RVs, not manufactured homes. Theproposed rule would allow them to accommodate any unitthat’s certified to an RV standard without running afoul oflocal regulations.

What does the rule mean for RV owners? Actually, itdoesn’t change anything. Laws and regulations governingthe use of RVs are set at the state, local municipal andcounty levels, not by HUD. Local and state regulationsthat limit RV stays in campgrounds, for instance, or thatallow permanent residency in RVs won’t be affected by theHUD rule. The rule itself doesn’t affect full-time RVingin any way.

Anyone who cares about RVing and the RV lifestyleshould be celebrating about this proposed rule and advo-cating for its adoption as proposed. It will keep RVsrolling for the foreseeable future. n

18 RV EXECUTIVE TODAY

Ian Isley of Affinity RV Chosen asSpader Scholarship Recipient

I an Isley, service manager at Affinity RVService Sales and Rentals in Prescott Valley,AZ, is the 2016 recipient of the Duane SpaderLeadership Development Scholarship. Thescholarship, offered through a strategic alliancebetween Spader and the Mike Molino RVLearning Center, will allow Isley to attend an18-month Spader program for future leaders.

Having Isley as an employeeis “like having a general managerin training without the title,”says Affinity RV dealer principalBob Been. “Ian is involved inevery facet of the business andexcels at whatever he does. He’sa quick learner and an excep-tional listener.”

The scholarship, nowentering its second year, is worth$14,875 and is named for

Spader founder and former RVDA chairman DuaneSpader. The joint arrangement between the company andthe RV Learning Center promotes leadership developmentprograms for the association’s members and provides forone annual scholarship. This year’s field of applicants wasparticularly strong, making the selection committee’s workextremely challenging.

For more information about the scholarship and theLeadership Development Program, visitwww.RVLearningCenter.com. Applications for the 2017LDP program will be accepted starting in December 2016.For questions, please contact Karin Van Duyse, chief of theRV Learning Center, at (703) 591-7130 x108 or at kvan-duyse@rvda.org.

Spader Business Management has spent more than 30years educating businesses in how to be more profitable,develop a high-performing staff, retain more customers,and anticipate market changes.

The RV Learning Center is supported by dealers,manufacturers, and other RV industry members who arecommitted to dealership education and customer service. Itoffers certification programs, readiness testing, webinars,audio presentations, workshops, and specialty publications.

The RV Learning Center is a tax-exempt 501(c)(3)organization. Contributions may be tax-deductible as char-itable donations. n

Ian Isley (second from left) withhis service crew at Affinity RV’sPrescott Valley dealership

Ian Isley

19MARCH 2016

Name: _______________________________________________________________________________________

Company Name: ________________________________________________________________________________

Address: ______________________________________ City:_____________________ State: ____ Zip:__________

Phone: __________________________ Fax: _________________________ E-mail: __________________________

q RVDA Member q Non-RVDA Member I’d like to order the: q Manual: ____ copies q CD-ROM: ____ copies

Total Amount $_____________

PAYMENT METHOD (Please check one)

q Check enclosed (payable to the Mike Molino RV Learning Center) q Send an invoice (members only)

Credit Card: q Visa q MasterCard q Amex q Discover

Card Number: _________________________________________________ Security Code: _________ Expires: _____

Name on Card: _____________________________________ Signature: ____________________________________

Billing Address: ______________________________________________________________ Billing Zip:___________

RVDA, 3930 University Dr, Fairfax, VA 22030, (703) 591-7130, Fax (703) 359-0152, Email: info@rvda.org

New 11th Edition Service Management Guide (Flat Rate Manual)

1/2015

The expanded Service ManagementGuide offers over 100 pages of

average work unit times for the most basicservice functions performed by competentRV technicians.

• The 11th Edition of the ServiceManagement Guide offers extensiveupdates and additions provided bydealers, service managers, andtechnicians.

• Service Check Sheets provide a valuablereference for service managers andtechnicians.

• A great tool for working with extendedservice contracts.

• Available in 2 formats: printed ondurable cardstock paper with a 3-ringbinder, and as a searchable pdfdocument on CD-ROM.

The Service Management Guide isdesigned to provide reasonableguidance relative to the timerequired for competent techniciansto complete assigned tasks. It is animportant part of the servicemanagement system, but it is notintended to be the soledeterminant of prices or ratescharged in that sale of service.

Order Online at http://www.rvlearningcenter.com. Note: prices are subject to change without notice.

Mike MolinoThe

New 11th Edition Service Management Guide (Flat Rate Manual)

Manual or CD-ROM: RVDA Members $175Non-Members: $350 Members save $175!

Manual and CD-ROM: RVDA Members $290Non-Members: $585Members save $295!

II’m often approached bydealers who tell me they’vedecided to certify some oftheir key employees, butthey don’t know how tobegin. I think that theentire process can be a bitoverwhelming to under-stand, which is preciselywhy I write this bi-monthlycolumn – to break down theprocedure and take some ofthe mystery out of it.

Ok, so you’ve decidedto begin certifying for all ofthe right reasons – betteremployee job satisfaction,better customer service andretention, and increasedprofitability. Now come theactual mechanics of gettingstated. For the purposes ofthis article, we’ll use theposition of service writer todescribe the certificationprocess. I know that manydealers want to begin by

certifying their techni-cians, which is impor-tant, of course, butstudies show that a well-trained service writercan have a huge impacton customer service,work flow, and the bottomline.

First, visit the RVLearning Center website atrvlearningcenter.com. Clickon “Certification” in theblue banner at the top thepage. Choose “ServiceManagement” from thedropdown box and choose“Service Writer/Advisor.”You can get all of yourquestions answered fromthis screen, which coverscandidate eligibility, testpreparation, test informa-tion, fees, and more. There’seven an FAQ (frequentlyasked questions) section.

The Service Writer/Advisor Learning Guidesare the real meat of thecoursework. Your candidatescan take these guides andwork at their own pace to

learn the material andprepare for certification. I’vefound in my dealership thatit helps to appoint oneperson to coordinate all ofthe education activities. Heor she can be responsiblefor loaning out the studyguides, keeping track of thecandidates’ progress, andacting as a sounding boardto help them apply whatthey’re learning to theirdaily jobs.

In my next column, I’lldiscuss the actual testingprocedure. Until then, ifyou have any questions,don’t hesitate to call thestaff at the RV LearningCenter. You can also reachme at (330) 877-3500. I’dbe glad to help. Keep onlearning! n

20 RV EXECUTIVE TODAY

Ask Jeff: Dealers Who Want to Certify but Don’t Know How to Start

Mike Molino RV Learning Center Chairman Jeff Pastore writesabout training and certification issues and fields dealers’questions in this bi-monthly column. Send in yours toinfo@rvda.org with “Questions for Jeff” in the subject line.

Ready to startthe certifyingprocess? Go

to RVLearningCenter.comand follow

these steps.

21MARCH 2016

Go RVing’s $16.5 million marketing plan for 2016 isusing traditional, digital, and experiential marketing

elements to present RV products to consumers incompelling ways across all media platforms.

Three new “AWAY” ads – including two 30-secondtelevision spots and one sixty-second online spot – willhelp grow the presence and position of RVs in themarketplace. Complementing the current spots that arenarrated by Tom Selleck, the new ads will feature afemale narrator and research that shows 80 percent ofRV purchase decisions are influenced by women.

The broadcast ads, titled “Coffee for Two” and“Dogs,” are both available forpurchase on the Industry Only pageof GoRVing.com in a taggableformat for dealers’ use in localmarkets. “Coffee for Two” beganairing in December, and “Dogs” willstart this month. The 60-second ad,titled “Compilation of Adventures,”will only be seen online.

To refresh the content and lookof the existing print campaign, a newseries of full-page ads will also startappearing in popular consumer maga-zines beginning in late spring. Theads will feature RVs in a range ofbeautiful settings that tap intopeople’s innate desire to get outside and have authenticoutdoor experiences. They’ll be available in posters forindustry members and dealers to purchase later this spring.

Going digitalSince consumers now consume nearly 40 percent of

media via their computers and mobile devices, digital plat-forms have become a critical part of the Go RVingmarketing mix, jumping to 30 percent of its annual mediaspend.

For 2016, digital/online elements will include GoRVing banner ads on top websites and search engines,native advertising with custom messaging, and videoplayers and pre-roll (video messages that play before thecontent selected by a user). These will be placed acrosshigh-impact, influencer, social media, mobile, and searchproperties and are expected to make more than 650 millionimpressions.

Designed to comple-ment GoRVing.com, theGo RVing micrositefeatures videos that sharepersonal stories of adven-ture and discovery madepossible by RV owner-ship. The microsite is animpact – Web analyticsshow that 92 percent ofthe user sessions are firsttime visitors.

Seasonal camping and experientialmarketing

A separate online campaign will heavily promoteseasonal camping. Banner ads and video content willfeature real-life stories from families that own park modelRVs and traditional towables and spend summers seasonalcamping. GoRVing.com will also have a new section thatpromotes seasonal camping.

Go RVing is also teaming with media partners to havean RV presence at highly-attended events such as fairs,festivals, and football games. The one-on-one exchangesand immersive experiences inspire potential customers tolearn more about the RV lifestyle and offer tie-in opportu-nities with RV manufacturers and dealers.

To sign up for the 2016 Go RVing dealer tie-inprogram, see page 23. n

22 RV EXECUTIVE TODAY

Go RVing Using Multi-platformMedia Plan in 2016 Edited by RVDA staff

Name: ______________________________________________________________________Company: __________________________________________________________________Address: ____________________________________________________________________City: __________________________________________State: _____ Zip:____________Phone: ___________________________________ Fax:______________________________Email: ______________________________________________________________________Dealer website: ____________________________________________________________

Fax to (703) 359-0152, or mail to RVDA, 3930 University Dr., Fairfax, VA,22030. For more information, visit www.rvda.org or send an email toinfo@rvda.org

Please enroll _____ dealership(s) at $250 each.Make checks payable to RVDA. q Check here for leads delivered by U.S. mail.Credit card (circle): VISA MC DISCOVER AMEX Credit card #: ___________________________________________ Exp. date: ________Cardholder: ________________________________________Security code: ________Signature: __________________________________________________________________

Get Going with Go RVing! Return this form TODAY!

The Go RVing dealer tie-in programis back… and better than ever!The “Away” campaign returns to theemotion-driven family focus of pastcampaigns, along with continuedemphasis on the affordability andaccessibility of the RV lifestyle formultigenerational families. This optionalprogram also gives dealers, state dealerassociations, and their agencies optionsto use materials connected to thenational campaign.

HERE ARE THE HIGHLIGHTS:Leads – Plus Program24 hours a day, 7 days a week, Go RVingdealers signed up for the tie-in programcan access via the Internet Go RVingleads that are prioritized according tothe consumer’s purchase timeframe.

Digital RV Image Library Pictures onGoRVing.comGo RVing dealers signed up for theprogram have access to multiple all-new,

high resolution images of consumersenjoying a variety of RV products. Theseimages can be used in advertising,websites, and other promotionalmaterials.

To give dealers maximum flexibility, theGo RVing Dealer Leads-Plus Programalso features a menu of other promotionalitems. These items are availableseparately.

24 RV EXECUTIVE TODAY

Certified Green RV ProgramTRA Certification Inc. www.tragreen.comaleazenby@trarnold.comPhone: (800) 398-9282 Fax: (574)264-0740TRA, the leading third-party greencertification company, through its“Certified Green RV Program,”measures, evaluates, and certifiesRV manufacturers and verifiesvendors for energy efficiency andenvironmental friendliness. Thisprogram empowers dealers toguide environmentally-consciousconsumers in making better-informed decisions about their RVpurchases, leading to increasedcustomer satisfaction.

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Credit Card ProcessingBank of America MerchantServices https://rvdealer.bankofamerica.comjay.machamer@bankofamericamer-chant.com(678) 784-0567Bank of America MerchantServices offers RVDA members anannual savings averaging 10-to-15percent on each Visa andMasterCard swipe transaction.Advanced equipment provides fastauthorization, around-the-clocksupport, and improved fundsavailability for those with a depos-itory relationship with the bank.

––––––––––––––––––––––––––––––

Disability Income Insurance/ Paycheck Protection BenefitsAmerican FidelityAssurance Companywww.afadvantage.comTed Brehoneyted.brehoney@af-group.com(800) 654-8489, Ext. 6530Dealerships can provide disabilityinsurance to provide security for aportion of an employee’s paycheckin the event they are unable towork due to a covered accident orillness.

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Emergency Roadside andTechnical AssistanceCoach-Netwww.coach-net.comdealersales@coach-net.com(800) 863-6740Coach-Net provides emergencyroadside and technical assistancesolutions to RV dealers throughoutthe U.S. and Canada and for manyRV and chassis manufacturers, RVclubs, and customer membershipgroups. Coach-Net provides dedi-cated service using over 150employees with advanced commu-nications technology toolscombined with an extensivedatabase of more than 40,000service providers. The company

employs trained Customer ServiceAgents and RVDA-RVIA/ASEMaster Certified Technical ServiceAgents.

––––––––––––––––––––––––––––––

Employee TestingCaliper Corp.www.calipercorp.comRalph Mannheimerrmannheimer@calipercorp.com(609) 524-1214For nearly a half-century, Caliperhas consulted with over 25,000companies on improving everyaspect of their workforce – fromhiring and selection to employeedevelopment and successionmanagement. Starting withaccurate, objective insights ourconsultants gain from our time-tested personality assessment, theCaliper Profile, we are able to helpour clients reduce the high cost ofturnover, help first-time managersexcel and create solutions that aretailored, practical and adaptable.Whether you are looking to hiretop performers, develop talent,build teams or transform yourorganization, we can help.

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Extended Service AgreementsXtraRide RV ServiceAgreement Programwww.protectiveassetprotection.com(800) 950-6060, Ext. 5738The XtraRide RV ServiceAgreement Program is offeredthrough the Asset ProtectionDivision of Protective LifeInsurance Company. The programhas been exclusively endorsed byRVDA since 1992. The XtraRideprograms and F&I solutions bringdealers increased profit opportuni-ties while providing quality protec-tion for their customers. Protectiveis dedicated to providing the RVindustry with superior productsand services given its ability tounderwrite, administer, andmarket its own programs.

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Health Insurance Mass Marketing InsuranceConsultants Inc. (MMIC)www.mmicinsurance.com/RVDA/quotes@mmicinsurance.com(800) 349-1039MMIC contracts nationally with anumber of health insurancecompanies to provide a widevariety of benefits. MMIC creates acustomized insurance programbest suited for individual dealer-ships. Coverage is available to indi-vidual members and those firmswith two or more employees. Withgroup coverage, all active full-timeemployees are eligible. Spouse anddependent children under age 19(23 if full-time student) are also

eligible. The cost of the coveragefor the RVDA program may bepaid in whole by the employer orshared with the employees.However, the employer’s contribu-tion must be at least 50% of thetotal cost.

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Hiring Tools Employment Network- A Careerco Companywww.employmentnetwork.net(718) 307-6258The Employment Network is anetwork of pay-for-performancejob sites. Its flagship site,FindTheRightJob.com, reachesmore than 5 million job seekersmonthly. Employers can drasticallyreduce their cost-per-hire by usingThe Employment Network’sFindtheRightJob.com portal andother sites. Employers set the jobrequirements and only pay forcandidates that meet them.

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Lead Qualifier ProgramCustomer ServiceIntelligence Inc. (CSI)www.tellcsi.combthompson@tellcsi.com(800) 835-5274The Scene: High Inventory-LowSales. The Need: More Sales-Newmethods to meet circumstances.The Solution: CSI’s Lead QualifierProgram. How it Works: Your salesleads are sent to CSI immediatelyfollowing initial contact with yoursales staff, either in the showroomor by phone, website contact, GoRVing leads, and anywhere elseyou might acquire leads. CSI thenmakes a personal phone call toeach lead, captivating their atten-tion before your competitor doesand establishing impressiverapport! We will uncover theprospect’s initial impression of yourdealership and staff; fully qualifythe lead including exact needs andtime frame for purchase; andprovide you with their Deal Maker!

––––––––––––––––––––––––––––––

Pre-owned RV AppraisalGuidanceN.A.D.A. Appraisal Guides & NADAguides.comwww.nada.comlsims@nadaguides.com(800) 966-6232, Ext. 235The N.A.D.A. RV Appraisal Guideis an essential tool for dealersneeding to determine the averagemarket value for used RVs. A newonline program, RV Connect, isalso available that providesupdated RV values, creates customwindow stickers for both newerand older RVs, and more. Theseproducts are all available at theRVDA “members only” rate.

Propane and Propane SuppliesSuburban Propanewww.suburbanpropane.comsholmes@suburbanpropane.com(800) 643-7137Suburban Propane offers discountsto RVDA members on propanealong with attractive and safeequipment for refilling most anypropane cylinder, 24-hour service,on-site “Train the Trainer” instruc-tion for dealership personnel,signage, and a periodic review offilling stations by safety experts.

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RVDA/Spader 20 GroupsSpader BusinessManagementwww.spader.cominfo@spader.com(800) 772-3377RVDA/Spader 20 Groups managedby Spader Business Managementhelp dealers improve theirmanagement skills, recognizemarket trends, and solve problems.The groups include non-competingdealers who share experiences todevelop best practices.

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Shipping DiscountsPartnerShip, LLCwww.PartnerShip.com/79rvda(800) 599-2902The RVDA Discount ShippingProgram, managed by PartnerShip,provides RVDA members withsubstantial shipping discounts.RVDA members who enroll in thefree program will save on smallpackage shipments with FedEx andless-than-truckload (LTL) freightshipments with UPS Freight andCon-way Freight. Visit our websitefor more information and to enroll.

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Software & Consulting ServicesKPAwww.kpaonline.comccreuziger@kpaonline.com(303) 228-2383KPA provides consulting servicesand software to more than 5,100automotive, truck, and equipmentdealerships. Its EnvironmentalHealth & Safety product lineprovides on-site, on-call, and onlineservices. Its Human ResourceManagement software, a total HRsolution designed in collaborationwith leading labor and employ-ment attorneys, ensures yourbusiness is in complete compliancewith state and federal regulations.Users have access to on-demandadvice from attorneys withexpertise in the RV industry.

RVDA Endorsed Products

Visit www.rvcareers.orgRV dealers can access resumes andpost job openings through apartnership with BoxwoodTechnology at www.rvcareers.org.

26

27MARCH 2016

American Guardian Warranty Services(800) 579-2233.......................................2

Dealer Pro RV(877) 787-7634.....................................20

Diversified Insurance Management(800) 332-4264.......................................3

MBA Insurance(800) 622-2201.......................................4

Protective Asset Protection(888) 274-5104 ........................back cover

RVT.com(800) 282-2183 x710 ............................13

Sobel University(253) 565-2577.....................................18

Spader Business Management(800) 772-3377.....................................15

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ONGOING ONLINE EVENTS:

Don’t see your events listed? Visitwww.rvtrainingcalendar.comto upload your events to the calendar.

RVDA Welcomes Our Newest Members

DealersCentral Washington RVYakima, WA

Kris Willis RV, LLCDexter, MO

Meyers RV SuperstoresChurchville, NY

Wolfe Camper Sales Inc.Washington, WV

Screaming TravelRowland Heights, CA

1/1/15 - 1/31/15