JUNE 2014 DEALER NET PROFITS - RVDA-Home 2014 RVE… · JUNE 2014 DEALER NET PROFITS ... everything...

Go RVing Promotes RV Travel through Spring Fever Sweepstakes page 24

JUNE 2014

DEALER NET PROFITSHIGHEST IN 10 YEARSAnnual benchmarking surveyshows net profits reached 4.8 % last year

page 10

ALSO:

Dealers Remain Upbeat Over Retail Market page 13

Rental Revenue on the Rise page 18

I N EVERY I S SUE :

6 Looking ahead 7 Chairman’s report 8 Officers, directors, and delegates 9 Industry trends28 RVDA endorsed products30 RV Learning Center contributors 31 RV industry’s training calendar 31 Advertisers index

C O N T E N T S June 2014

10

10 RV Dealer Net Profits in 2013 the Highest in 10 Years

Net profit as a percentage of sales showeddramatic improvement last year, reaching 4.8percent, according to Spader BusinessManagement data.

13 Dealers Remain Upbeat About RV Retail Market

Dealers are still upbeat about the market, butnot quite as much as they were a year ago. Alittle less than half say this spring’s marketwas better than in spring of 2013.

16 RV Inventory Turn and Aging RatesIndicate a Healthy 2014

GE Capital CDF’s Tim Hyland saysdealership metrics and a good economy makehim optimistic about the RV industry.

18 RV Dealers Report Higher RV Rental Revenue

Dealers with rental fleets report dramaticincreases in rental revenue in 2013, with someexperiencing jumps of as much as 49 percent.

19 Rockin’ Rentals Gambling on the RV rental arena seems to

have paid off for some new enterprises,according to a recent RVDA survey –reservations are filling up quickly.

24 Go RVing Promotes RV Travelthrough Spring Fever Sweepstakes

Go RVing partnered with the OutdoorChannel to cosponsor the network’s popularSpring Fever Sweepstakes. The sweepstakesgot on-air and online support with customvignettes featuring network personalitiestalking up the appeal of RVs for outdoorenthusiasts.

5JUNE 2014

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24

6 RV EXECUTIVE TODAY

Last month I had the opportunity to diga little deeper into a recent Go RVingstudy for some presentations I preparedfor the RV Business Power Breakfast andthe Airstream dealer meeting. The study isa sales match analysis conducted by globaldata and marketing solutions firm IHSAutomotive, which incorporated Polk intoits business last year.Here is some quick background on

this sales match study. Go RVing provided208,000 leads gathered from an 18-monthperiod, and IHS matched those namesthrough a registration database of new andused RV registrations through last June.This provided an adequate buying time forthe analysis. The big news out of the study (which

RV Executive Today has previously reported)was that in the total universe of U.S.households, the national new RV purchaserate during the period studied was .36percent. The Go RVing lead rate ofpurchase for a new RV was .84 percent –more than double the U.S. household rate. Purchase rates for used RVs were even

higher among Go RVing leads, at 1.5percent. When combined, the totalpurchase rate for Go RVing leads was2.34 percent, which is impressive whencompared to the one to two percent ratethe Direct Marketing Associationconsiders good for lead conversions.

Higher household income One of the things in the study that

jumped out to me was the householdincome numbers for Go RVing buyersthat are significantly higher than whatwe’ve found for average RV owners.The average household income for a

Go RVing lead who purchased a new unitduring the period was $87,246, and forthose who purchased a used unit, it was$75,984. This compares to the $62,000average household income reported in the

most recent University of Michigan study. The Go RVing prospects who buy are

more affluent, which means they’re morelikely to buy a motorhome than otherbuyers. These prospects buy a lot of traveltrailers too, but the mix is heavier towardmotorized than the overall RV market issupporting right now.

Follow-up is importantIt comes as no surprise that following

up with these prospects is important. Thestudy showed that more than 50 percentof those who purchased did so within 180days of becoming a lead. As we’ve talked to dealers and looked

at monthly sales data, it’s clear that theRV sales cycle has become somewhat lesscyclical, so the Go RVing program hasextended its media plan into the fall. Thismeans leads are coming into the systemthroughout the year. If your dealership is not signed up for

the 2014 program yet, there’s still plentyof time to get good value out of theprogram. See page 25 for details. Withmore follow-up and more dealers partici-pating, we can drive the purchase ratesoutlined in the study even higher in thefuture.Thanks for

your support.

LOOKINGAHEAD

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 18, Issue 6

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

RVDA STAFF Chuck BoydDealer Services Manager

Hank FortuneDirector of Finance

Jeff KurowskiDirector of Industry Relations

Julie Anna NewhouseMarketing Manager

Brett Richardson, Esq., CAEDirector of Legal and RegulatoryAffairs

Julianne RyderMarketing Communications Specialist

Patricia WilliamsAccounting Clerk

MIKE MOLINO RV LEARNING CENTER STAFF Karin Van DuyseChief

Liz FlemingEducation Coordinator

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

“One of the things in thestudy that jumped out tome was the householdincome numbers for GoRVing buyers that aresignificantly higher thanwhat we’ve found foraverage RV owners.”

A Window into Go RVing Prospects’Purchasing PowerBy Phil Ingrassia, CAE, president

I 've never liked learning from my own personal experi-ences – it costs way too much. I agree with Ben Franklin,who said, "Experience is a dear school, and fools will learnin no other."I also agree with Albert Einstein’s comment that the

world's problems can’t be solved by the same kind ofthinking that created them. I contend that our businessproblems also can’t be solved by the same kind of thinkingthat created them. Where am I going with this? The reality is that occa-

sionally we all need to change our way of thinking, to haveour world view shaken up a bit. At the very least, we needto update and add to our knowledge base. The trick is to doso as efficiently and painlessly as possible. And preferably,we can learn from someone else’s hard-bought experience. I know how you can benefit from the combined

wisdom of dozens of smart business people at one placeand time. There’s an event that’s been developed specifi-cally for RV dealers and their employees, one that offersthe chance to learn better ways of operating virtually everyaspect of our businesses. I’m referring, of course, to the RVDealers International Convention/Expo.You may have attended previous RVDA conventions,

but this year’s has been taken to a different level altogether.As you’ve heard, in response to members’ requests for achange of venue, the locale has been moved to Bally’s onthe Las Vegas Strip, right in the middle of the action. We’llhave all of the city’s glamour and excitement right at handfor after-hours entertainment. The Bally’s staff has beenworking with us for months to ensure that the transition toa new location is smooth and that the show is the best ever.Also at members’ requests, the timing of the event has

been pushed back later in the year – to Nov. 10-14 – sothat it doesn’t interfere with the busy fall selling season.RVDA has frequently heard dealers claim they would bringmore employees to the convention if only they could bespared from the dealership. Well, we heard you – now youhave a great new location and more convenient dates. I’m a big advocate for taking as many staffers as

possible to the convention. Giving them the chance to bepart of this event has made a huge difference to myemployees’ professional development and lightened myload as a dealer principal. It's difficult for me to relateeverything I learn at the convention to everyone backhome, and the messages I hear are different from what aservice or sales manager would hear. The convention is a

great opportunity for me to spend quality time with mystaff and build for their future and the company’s. RVDA has kept the registration rate as low as possible

so you can bring more people. There are discounts foradditional staff, special two-day offers, and a variety of payplans. The investment you make in your employees is partof your competitive advantage, so I hope you’ll considerbringing as many of your top-level staffers as possible. Let’snot learn from our own experiences – it’s too expensive.There are many more reasons why this convention will

be out of the ordinary. We already have four VendorTraining +Plus sessions scheduled. These extended,customized learning sessions give attendees the chance todelve deeper into subjects with representatives from compa-nies they do business with. Thanks to AL-KO Axis, BlueOx, Lippert Components and Integrated Dealer Systems fortheir early support. We’ll be announcing more sessions soon. This year’s exhibit hall is also larger than previous years

and will accommodate more companies. In fact, with sixmonths still left until the convention, expo space is alreadyalmost 60 percent sold. And first-time exhibitors are showinggreat interest in joining us this year. Be sure to get the jumpon the latest and greatest the expo has on display this year.Not everything will change – the popular Partners In

Progress brand committee meetings will once again givedealers the chance to discuss important brand-specific issueswith their manufacturers, and there will be education tracksfor dealers/GMs and managers in sales, service, parts, andrental operations. Not to mention inspiring speakers,including Doug Lipp, the dynamo who helped shape DisneyUniversity’s world-famous customer service training. Thispresentation alone will be worth the price of admission.We couldn’t put on the convention/expo without the

generosity of our partners. As of press time, the conventionis being supported by GE Capital, CommercialDistribution Finance (platinum partner), Protective (goldpartner), and MBA Insurance, Bank of the West, andDiversified Insurance Management (bronze partners). Mydeepest appreciation goes to those who invest in us for abrighter future.Five concentrated days of learning from the best in the

business, the chance to network with colleagues and toenjoy one of the country’s most popular cities– that’s what I call smart learning.I look forward to a great convention and

to catching up with many of you.

Learn From Someone Else,for a ChangeBy Jeff Hirsch, chairman

CHAIRMAN’S REPORT

7


ChairmanJeff HirschCampers Inn of KingstonKingston, NH(603) [email protected]

1st Vice ChairmanJohn McCluskeyFlorida Outdoors RV CenterStuart, FL(772) [email protected]

2nd Vice ChairmanBrian WilkinsWilkins R.V. Inc.Bath, NY(607) [email protected]

TreasurerDarrel FriesenAll Seasons RV CenterYuba City, CA(530) [email protected]

SecretaryTim WeggeBurlington RV SuperstoreSturtevant, WI(262) [email protected]

Past ChairmanAndy HeckAlpin HausAmsterdam, NY(518) [email protected]

DirectorWill JarnotPleasureLand RV Center Inc.St. Cloud, MN(320) [email protected]

DirectorMike ReganCrestview RV CenterBuda, TX(512) [email protected]

DirectorRod RuppelWebster City RV Inc.Webster City, IA(515) [email protected]

DirectorRon ShepherdCamperland of Oklahoma, LLCTulsa, OK(918) [email protected]

RVRA RepresentativeScott KrenekKrenek RV CenterColoma, MI(269) [email protected]

RVAC ChairmanTom StinnettTom Stinnett Derby City RVClarksville, IN(812) [email protected]

RV Learning Center ChairmanJeff PastoreHartville RV CenterHartville, OH(330) [email protected]

DELEGATESAlabamaRod WagnerMadison RV SupercenterMadison, AL (256) [email protected]

AlaskaKevin BrownArctic RV & Interior TopperFairbanks, AK (907) [email protected]

ArizonaDevin MurphyFreedom RV Inc.Tucson, AZ(520) [email protected]

CaliforniaTroy PadgettAll Valley RV CenterActon, CA (661) [email protected]

ColoradoTim BilesPikes Peak TravelandColorado Springs, CO(719) [email protected]

ConnecticutChris AndroHemlock Hill RV Sales Inc.Milldale, CT(860) [email protected]

DelawareRyan HorseyParkview RV CenterSmyrna, DE(302) [email protected]

FloridaRob RothenhauslerOcean Grove RV SupercenterSt. Augustine, FL(904) [email protected]

GeorgiaDoc AllenC.S.R.A. Camperland Inc.Martinez, GA(706) [email protected]

IdahoTyler NelsonNelson’s RVs Inc.Boise, ID(208) [email protected]

IllinoisRichard FlowersLarry’s Trailer Sales Inc.Zeigler, IL(618) [email protected]

IndianaNathan HartWalnut Ridge Family Trailer SalesNew Castle, IN(765) [email protected]

IowaJeremy KetelsenKetelsen RV Inc.Hiawatha, IA(319) [email protected]

KansasBill HawleyHawley Brothers Inc.Dodge City, KS(620) [email protected]

KentuckyNeVelle SkaggsSkaggs RV CountryElizabethtown, KY(270) [email protected]

LouisianaJim HicksSouthern RV Super Center Inc.Bossier City, LA(318) [email protected]

MarylandGreg MerkelLeo’s Vacation Center Inc.Gambrills, MD(410) [email protected]

MassachusettsMarc LaBrecqueDiamond RV Centre Inc.W. Hatfield, MA(413) [email protected]

MichiganChad NeffAmerican RV Sales & ServiceInc.Grand Rapids, MI(616) [email protected]

MinnesotaWill JarnotPleasureLand RV CenterSt. Cloud, MN(320) [email protected]

Mississippi Stephen (Snuffy) SmithCountry Creek RV CenterHattiesburg, MS(601) [email protected]

MissouriSheri WheelenWheelen RV Center Inc.Joplin, MO(417) [email protected]

MontanaRon PiercePierce RV SupercenterBillings, MT(406) [email protected]

Nebraska Tony StaabRich & Sons Camper SalesGrand Island, NE(308) [email protected]

NevadaBeau DurkeeCarson City RV SalesCarson City, NV(775) [email protected]

New HampshireScott SilvaCold Springs RV CorporationWeare, NH(603) [email protected]

New Jersey Brad ScottScott Motor Home Sales Inc.Lakewood, NJ(732) [email protected]

New MexicoRick SchollRocky Mountain RV WorldAlbuquerque, NM(505) [email protected]

New YorkJim ColtonColton RVN Tonawanda, NY(716) [email protected]

North CarolinaSteve PlemmonsBill Plemmons RV WorldRural Hall, NC(336) [email protected]

North DakotaMichelle BarberCapital R.V. Center Inc.Minot, ND(701) [email protected]

OhioDean TennisonSpecialty RV SalesLancaster, OH(740) [email protected]

OklahomaRon ShepherdCamperland of Oklahoma, LLCTulsa, OK (918) [email protected]

OregonKory GoetzCurtis Trailers Inc.Portland, OR(503) [email protected]

PennsylvaniaGreg StarrStarr’s Trailer SalesBrockway, PA (814) [email protected]

Rhode IslandLinda TarroArlington RV Super Center Inc.East Greenwich, RI(401) [email protected]

South CarolinaGloria MorganThe Trail CenterNorth Charleston, SC (843) [email protected]

South DakotaLyle SchaapSchaap’s RV TravelandSioux Falls, SD(605) [email protected]

TennesseeRoger SellersTennessee RV Sales & Service,LLCKnoxville, TN(865) [email protected]

TexasMike ReganCrestview RV CenterBuda, TX(512) [email protected]

UtahJared JensenSierra RV CorpSunset, UT(801) [email protected]

VermontScott BordenPete’s RV CenterSouth Burlington, VT(802) [email protected]

VirginiaLindsey ReinesReines RV Center Inc.Manassas, VA(703) [email protected]

WashingtonRon LittleRV’s Northwest Inc.Spokane Valley, WA (509) [email protected]

West VirginiaLynn ButlerSetzer’s World of Camping Inc.Huntington, WV(304) [email protected]

WisconsinMick FerkeyGreeneway Inc.Wisconsin Rapids, WI(715) [email protected]

WyomingSonny RoneSonny’s RV Sales Inc.Evansville, WY (307) [email protected]

VACANTArkansasHawaiiMaine

AT-LARGEBob BeenAffinity RV Service Sales &RentalsPrescott, AZ(928) [email protected]

Randy CoyDean’s RV SuperstoreTulsa, OK(918) [email protected]

David Hayes Hayes RV CenterLongview, TX(903) [email protected]

Ed LerchLerch RVMilroy, PA (717) [email protected]

Scott LoughheedCrestview RV CenterBuda, TX(512) [email protected]

Mike RoneSonny’s RV Sales Inc.Evansville, WY(307) [email protected]

Adam RuppelWebster City RV Inc.Webster City, IA(515) [email protected]

Rod RuppelWebster City RV Inc.Webster City, IA(515) [email protected]

Joey ShieldsPan Pacific RV Centers Inc.French Camp, CA(209) [email protected]

Earl StoltzfusStoltzfus RV’s & MarineWest Chester, PA (610) [email protected]

Glenn ThomasBill Thomas Camper SalesWentzville, MO(636) [email protected]

Larry Troutt IIITopper’s Camping CenterWaller, TX(800) [email protected]

Bill White United RV CenterFort Worth, TX(817) [email protected]

Participating Past ChairmenBruce BentzCapital R.V. Center Inc.Bismarck, ND(701) [email protected]

Randy BilesPikes Peak Traveland Inc.Colorado Springs, CO(719) [email protected]

Debbie BrunoforteLittle Dealer, Little PricesMesa, AZ(480) [email protected]

Rex FloydFloyd’s Recreational VehiclesNorman, OK(405) [email protected]

Crosby ForrestDixie RV SuperstoreNewport News, VA (757) [email protected]

Ernie FriesenAll Seasons RV CenterYuba City, CA(530) [email protected]

Rick HorseyParkview RV CenterSmyrna, DE(302) [email protected]

Larry McClainMcClain’s RV Inc.Lake Dallas, TX(940) 497-3300

Tim O’BrienCircle K RVsLapeer, MI(810) [email protected]

Dan PearsonPleasureLand RV Center Inc.St. Cloud, MN (320) [email protected]

Cammy PiersonCurtis Trailers Inc.Portland, OR(503) [email protected]

Joe RangeRange Vehicle Center Inc.Hesperia, CA (760) [email protected]

Dell SandersJ. D. Sanders Inc.Alachua, FL (386) [email protected]

Marty SheaMadison RV SupercenterMadison, AL(256) [email protected]

Bill ThomasBill Thomas Camper Sales Inc.Wentzville, MO(636) [email protected]

Larry TrouttTopper’s Camping CenterWaller, TX(800) [email protected]

RVDABOARDS: OFFICERS,DIRECTORS,&DELEGATES

9

RV dealers’ towable and motorhome inventories grew at muchmore rapid rates during February 2014 than was the case in

February 2013, according to data gathered by market research firmStatistical Surveys/The Thrive Group.

However, many of the units that were counted as being in

dealers’ inventories actually remained at Indiana RV factories,because a shortage of delivery drivers and severe winter weatherdelayed shipments, according to industry sources. Harsh winterweather in the northern states also discouraged consumers fromvisiting dealers’ lots, further depressing the inventory indexes.

The inventory index for towables was 41.8

in February 2014, which means towableinventories expanded even more rapidly thanthey did in February 2013, when the inven-tory index was 48.2.

In the case of motorhomes, the February

2014 inventory index was 49.3, which meansdealer inventories grew at a significantly fasterrate than in February 2013, when the inven-tory index was 67.8.

The 12,238 towable RVs retailed by U.S.

dealers during February 2014 represented a10.3 percent increase over the 11,096 units sold to consumers inFebruary 2013. Wholesale shipments of towables were up 27.4percent to 29,300 units in February 2014, compared with 23,000units delivered to dealerships in February 2013.

In the case of motorhomes, 2,020 units were retailed in

February 2014, a 6.4 percent increase over the 1,899 units sold inFebruary 2013. Meanwhile, motorhome shipments increased 46.4percent to 4,100 units in February 2014, compared with 2,800 unitsshipped during February 2013.

For more information, contact Tom Walworth at (616) 281-9898.

The Thrive Group is a partnership between Statistical Surveys andSpader Business Management. n

For the latest RV Inventory Indexreport, visit www.rvda.org.

30

40

50

60

70

80

90

100

110

120

FEBJANDECNOVOCT

40

60

80

100

120

2014

2013

2012

FEBJANDECNOVOCT

44.7

41.7

44.7

41.840.9

41.7

TOWABLES

65.2

57.6

49.3

62.5

67.8

53

MOTORHOMES

YTD

YTD

2013 2014

2013 2014

Towable and Motorized InventoriesExpanded Rapidly By Thomas Walworth, Statistical Surveys/The Thrive Group

INDUSTRY TRENDS

When the RVInventory Index isbelow 100, there’san expansion ofdealer inventories.When the index isabove 100, there’sshrinkage. If theindustry sold a unitat retail for everyunit delivered atwholesale, the RVInventory Indexwould be 100.

R V I N V E N T O R Y I N D E X

Take Advantage of Your RVDA WebsitesThe RVDA and Mike Molino RV Learning Center websites are thedealership employee’s complete online resources. These innovative,interactive websites provide easy access to the critical resources thatassist dealers and their employees in running the dealership efficientlyand effectively.

Visit both sites to download fact sheets on dealership best prac-tices or the latest retail statistics, search the listings of trainingopportunities, and purchase CD-ROMs, publications, videos, orwebcasts to enhance your dealership’s knowledge. RVDA memberdealerships and any of their employees can have 24/7 access to mostof RVDA’s dealer specific information (broken down by department).

Make www.rvlearningcenter.com and www.rvda.org your firstsource for all dealership information.

JUNE 2014


Gross Margin as % of SalesThe gross margin on new unitsales declined 0.5 percent in2013 to its lowest level since2008, but the gross margin onused unit sales climbed to 19.2percent, its highest level since2006. The gross margin on totalsales (from all dealership depart-ments) was 26.2 percent in 2013,down a little from 2012 and thesame percentage as in 2011.

RV DEALER NETPROFITS IN 2013 THEHIGHEST IN 10 YEARSSource: Spader Business Management Analysis by Jeff Kurowski

Is your dealership as profitable as it should be? For someinsight, compare your margins and expense ratios withother dealers around the country. This annual

benchmarking section of RV Executive Today provides a pointof reference on some important areas of dealershipoperations. The data is based on dealer-reported informationand is an average, not a scientific study of all dealers.

0

5

10

15

20

25

30TOTAL

SALES

USED

UNIT

SALES

NEW

UNIT

SALES

'13'12'11'10'09'08'07'06'05'04'03

B E N C H M A R K I N G

11JUNE 2014

Net Profit as % of SalesNet profit as a percentage of sales showed dramatic improve-ment in 2013, reaching 4.8 percent, compared with 4.4percent for reporting dealers in 2012. Last year’s net profit asa percentage of sales was the highest in more than 10 years.

0

1

2

3

4

5

'13'12'11'10'09'08'07'06'05'04'03

Advertising Expenses as % of Gross MarginAdvertising spending dipped to 5.1 percent of gross margin in2013, from 5.4 percent in 2012. Advertising expenses as apercent of gross margin are at the lowest point since 2010.

4.5

5.0

5.5

6.0

6.5

'13'12'11'10'09'08'07'06'05'04'033.0

3.5

4.0

4.5

5.0

5.5

6.0

6.5

7.0

7.5

8.0

'13'12'11'10'09'08'07'06'05'04'03

Personnel Expenses as % of Gross MarginPersonnel expenses--salaries, benefits, and other employmentcosts--as a percentage of gross margin declined in 2013 to48.1 percent, from 48.7 percent in 2012. Personnel costs as apercentage of gross margin now are lower than they’ve beenat any time since 2005.

42

44

46

48

50

52

54

'13'12'11'10'09'08'07'06'05'04'03

Floor Plan Interest Expenseas % of Gross Margin The often volatile measure of floor plan interest expense as apercentage of gross margin was stable between 2012 and2013. It remained at 3.8 percent, which is less than half ofwhat it was during the pre-recession year of 2007, when itwas 7.9 percent.


Semi-Fixed Expenses as % of Gross MarginSemi-fixed expenses, or costs that rise and fall depending onthe amount of business occurring, fell in 2013 to 12.0 percentof gross margin, compared with 12.4 percent in 2012.

Fixed Expenses as % of Gross Margin Fixed expenses (mortgage and lease costs and expenses suchas property taxes) as a percentage of gross margin slippeddown to 12.3 percent in 2013, the lowest it’s been since2005.

11.0

11.5

12.0

12.5

13.0

13.5

14.0

14.5

15.0

15.5

16.0

16.5

'13'12'11'10'09'08'07'06'05'04'0310

11

12

13

14

15

16

17

18

'13'12'11'10'09'08'07'06'05'04'03

R

13JUNE 2014

Dealers Remain Upbeat AboutRV Retail Market RV dealers continue to be upbeat about theretail market, although they’re not as upbeat asthey were a year ago, according to an RVDAsurvey conducted in May.Forty-eight percent of respondents said the

RV market was better this May than it was lastyear, and 41 percent said it was about the sameas a year ago. Ten percent felt it was worse thanit was during spring of 2013. In comparison,during May 2013, 59 percent of dealersresponding believed the retail market was betterthan during the spring of 2012, 41 percent felt itwas the same, and no one said it was worse.A third of this year’s respondents also said

the towables market was better, compared withlast year, when 59 percent said it was better.Another third said this year’s towables marketwas worse, compared with last year, when only 9percent said the market was worse than duringthe spring of 2012.With motorhomes, half of dealers said their

spring 2014 sales were better than their spring2013 sales, 35 percent said they were worse, and15 percent said they were about the same. Lastspring, 33 percent said the motorhome marketwas better, 50 percent said it was about the same,and 17 percent said it was worse.Some 61 percent of this May’s respondents

believed their inventory levels were just right, 25percent felt they were too high, and 14 percentbelieved they were too low. A year earlier, 77percent said inventories were just right, 18percent said they were too high, and 5 percentsaid they were too low.Due to severe winter weather in northern

Indiana, where most RVs are built, and ashortage of delivery drivers, many dealerscomplained they couldn’t get units delivered fromthe factories to their dealerships in a timelymanner. This sentiment was reflected in thesurvey results. Some 55 percent of respondentssaid they couldn’t get new product delivered in a

By Jeff Kurowski

41%48%

9%

Better

Worse

About the Same

31% 34%

34%

Better

Worse

About the Same

15%

50%35% Better

Worse

About the Same

25%

61%14% Just Right

Low

High

continued on page 14

Is the retailmarket betterthan last year?

How are towableRV sales compared

to last year?

How are motorhomesales compared to

last year?

For current marketconditions, yourinventory is:

*Charts may not total100% due to rounding.


reasonable amount of time. Another 21 percentsaid timely delivery “depends on the manufac-turer,” and 14 percent of respondents said theywent to the factories themselves to haul back theRVs they ordered. “It is a bit of a hassle, but it increased our

sales by being able to get what we wanted whenwe wanted it, instead of being at the mercy oftransport at the manufacturer,” one dealer wrote.Only 10 percent of respondents said they got

product delivered in a timely manner.Many retail RV shows occur during the first

quarter of the year, and 30 percent of surveyrespondents said sales at their show were betterthis year than in 2013. Twenty-five percent feltthis year’s show didn’t go as well as last year’s,and 45 percent said sales were about the same.Dealers unanimously believe there’s an

adequate amount of credit available for inventoryfinancing, and 78 percent said there’s enoughretail credit available for their customers. n

continued from page 13

100%Yes

22%No

76%Yes

Is the right amountof retail creditavailable?

Is the right amountof wholesale credit

available?

*Charts may not total100% due to rounding.

15JUNE 2014

RV Inventory Turn and AgingRates Indicate a Healthy 2014GE Capital CDF’s Tim Hyland says dealership metrics, good economy, make him optimistic about the RV industry.

QYou’ve said that theRV industry shouldbe able to build on

its recent success againthis year. What are keyperformance indicatorsyou look at when deter-mining the industry’sstrength?

A. When we look at ourportfolio, a couple of thefactors used to assessindustry health are agingand turn. We like to seeturn, which reflects thenumber of times a dealer'sinventory is sold andreplaced over a period oftime, remain steady at ahealthy level. We have seenturn remain above 2X asthe industry has improved

and asset levels have risen.Aging, the ratio of

financed inventory less thana year old to the amount ofinventory greater than ayear old, is also an indicatorand has remained under 10percent, which we considerpositive. We’ve seen bothturn and aging in thathealthy range for the pastcouple of years, which isindicative of a healthy port-folio.

Overall economicperformance plays a keyrole when it comes to theRV industry’s strength.Factors that affectconsumer confidence andgrowth in disposableincome are areas to watch.While it may remainuneven, we expect to seebenefit from a relativelygood economy, and we’refeeling optimistic about theRV industry in 2014.

QEvery dealership isdifferent, but canyou explain what

type of inventory turnGE CDF would like forvarious product types?

A. As you can imagine,turn is affected by manyfactors, such as time ofyear, geography, producttype, manufacturer, andmodel. What we really payattention to is actual turnversus expectation and ifthat turn is changing.Overall, we have seen turnremain consistently above2X on a blended basisacross all product types,which is positive consid-ering the increases we’veseen. Ultimately, we seemost dealers manage inven-tory and specific asset typesbased on their experienceand the merchandisingneeds of their market.

QThrough support ofindustry educationevents, such as the

upcoming RV DealersInternationalConvention/Expo, GECDF has shown acommitment toimproving the profes-sionalism and prof-itability of RV retailing.What types of resourcesdoes GE offer its dealerclients to help themsucceed?

A. CDF has been financingthe RV industry for more 30years. Our RV team hasmany years of experience inthe industry, which gives usa unique perspective tohelp our customers withtheir business needs.

As the leading wholesale finance company in the RV

industry, GE Capital, Commercial Distribution Finance

provides flexible inventory financing that helps keep

RVs rolling from manufacturers to dealer sales lots. In

this special Q&A with RV Executive Today, Tim Hyland,

president, recreation and specialty vehicles, takes a

look at the economic landscape for the RV business.

F I N A N C I N G

RV EXECUTIVE TODAY16

Followcompanynews viaTwitter.

twitter.com/GE InventoryFin

Tim Hyland

Also, our businessintelligence tools are whatmake us stand out. Ourcustomers have access toCOMS, our online inven-tory management system,which provides data andactionable insights thatcan help our customersmake informed decisionsabout their inventory.

We’re also proud tooffer our customers AccessGE that offers insightsdigitally through ourAccess GE portal, which allof our customers haveaccess to, and throughmulti-customer meetingsand one-on-one engage-ments for our strategiccustomers. That’s why it’sunique to work with GECapital – our customerscan leverage the expertiseof the greater GE

company and externalthought leaders fromHarvard Business Review,McKinsey, and more.

In addition, throughan exclusive relationshipwith Spader BusinessManagement over thepast several years, GE hasoffered subsidized educa-tional opportunities todrive dealer stability andgrowth through a varietyof educational programs.

QGE CDF has playeda leadership role ineducating policy-

makers, regulators, andopinion leaders onwhat’s termed “themiddle market,”defined as companieswith annual revenuesof $10 million to $1billion annually. Why isthis segment of the

economy important,and where does the RVindustry fit into it?

A. This segment of theeconomy is extremelyimportant becausealthough the middlemarket represents justthree percent of all U.S.companies, it accounts forone third of all privatesector jobs. GE Capital haspartnered with the FischerSchool of Business at TheOhio State University toresearch and promote thispart of the economy.

The RV industry fitsright into the definition ofthe middle market, withso many dealers andmanufacturers in the $10million to $1 billion range.We think the RV industryshould be proud to bepart of this segment of

the economy. Its resur-gence has helped themiddle market remainahead of the S&P 500 interms of revenue growth.

GE Capital,Commercial DistributionFinance provided $34billion in financing formore than 30,000 dealersand more than 3,000distributors and manufac-turers in the United Statesand Canada in 2013.Programs include inven-tory and accounts receiv-able financing, asset-basedlending, private labelfinancing, collateralmanagement and relatedfinancial products. Formore information, visitwww.gecdf.com/ orfollow company news viaTwitter (twitter.com/GEInventoryFin). n

17JUNE 2014


RV dealers with rental fleets reported dramaticincreases in rental revenue in 2013, and more than

half plan to expand their fleets this year, according to asurvey conducted by the Recreation Vehicle RentalAssociation (RVRA) in April.Almost 80 percent of the respondents took in more

money from rentals last year than in 2012, with somereporting jumps of as much as 49 percent. More thanhalf of respondents had double-digit increases. Another11 percent had flat rental revenues in 2013, and 10percent said their revenues were down.With the rental market so hot, 55 percent of the

dealers said they plan to expand their fleet this year inorder to capture more rental business. Dealers whoaren’t planning to expand cited floor plan costs, higherpersonnel costs and insufficient market demand.Six to seven nights is the most popular length of an

RV rental contract, according to respondents. Almosthalf said that was their average contract length; a thirdsaid four to five nights was their average, and a sixthsaid three nights was their average.Although multi-location operations that focus more

on rentals than on sales primarily rent Class Cmotorhomes, a high percentage of dealers whoresponded to the survey rent towable RVs. Three-quarters said they have some towables in their fleet, and20 percent rent towables exclusively. Another fivepercent have fleets that are 95 percent towables, and 10percent have rental fleets that are 80 percent towables.Ten percent of respondents rent Class Cs only.

RV Dealers Report Higher RV Rental RevenueBy Jeff Kurowski

-20%

-15%

-10%

-5%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

32% respondents

26% respondents

21% respondents

11% respondents

5% respondents

5% respondents

% R

EV

EN

UE I

NC

REA

SE

RV Rental RevenueComparison

2013 vs. 2012

R E N T I N G

RVRA is a unit of RVDA, and the survey wasconducted through the RV Retailer Intelligenceprogram, a service of the RV AssistanceCorp. (RVAC), a wholly-ownedsubsidiary of RVDA. n

Rental Fleet Size2014 vs. 2013

SmallerSameBigger

55%

34%

10%Class A

Class B

Class C

Towables 85%

70%

20%

55%

Rental Fleet CompositionDEALERS WHO RENT AT LEAST SOME:

Most RV dealers are “scared todeath of rentals,” says Thad

Weed, but that didn’t deter him fromgambling last year on his own rentalbusiness, Valet RV Rental inLoganville, GA. The business is small– three units currently – but Weedappears to have hit on something big.He had 110 reservations last year, andthis year he’s booked more than 140for the next of couple months alone.The demand made him decide to addfour campers to his fleet. “It’s really catching fire,” he says.

“People started finding me late lastyear, and now business has picked updramatically.” He posts his business onCraigslist and has gotten inquiriesfrom potential customers as far awayas Russia. Weed says his location and

business plan are the perfect combina-tion. He’s within easy reach of popularFlorida parks, and he delivers and setsup the travel trailers so that “all theclients have to do is show up and startcamping.” Almost all of his renters are first-

time campers, families who want to

get outdoors but aren’tinterested in the expense ofRV ownership and thehassles of towing. Weedsays it’s a headache-free wayto introduce people tocamping, and somecustomers have becomeowners. Gary McCoskey got

the same reaction Weed gotwhen he told friends he was going tostart renting RVs – “They said I wascrazy.” But he, too, has seen hisbusiness – Sand Highway RV in SunCity, AZ – go from zero to 60 in thepast few months. When his unitsquickly booked up this spring and hefound himself turning down callerafter caller, he ordered three new unitsfor his fleet, including two toy haulersfor sand duners who bring their ATVsto the nearby desert.“I’m definitely in an expansion

mode,” McCoskey says. “It’s been a bitof a gamble, but it sure seems likewe’re going to have the business tosupport it.” Arizona’s year-roundseason is a natural fit with renting

RVs, because those sand duners keephim busy even through the wintermonths. At Neff Brothers RV in Lorain,

OH, half of the renters are repeatcustomers. “Some go on to buy an RVof their own, but half of our clientsrent once or twice a year because theydon’t want the hassles of insurance,prepping, storage, and so on,” saysRalph Neff. “It’s the ease-of-use factorfor them.”Neff is planning to add more

trailers to his fleet and offer long-termrentals to insurance companies andother businesses for corporate use.“We see that as a growth area for us,”he says. n

19JUNE 2014

Worried About the Tin Can Maneuver?One of dealers’ biggest concerns about getting into the rentalbusiness is that customers might trash the units. “Dealers don’twant to deal with the breakdowns or the repairs, or think aboutwhat could happen when a first-timer is backing up the unit ordoing a tin can number where they take the roof off going under abridge,” says Thad Weed of Valet RV Rental in Loganville, GA. Butthat fear may be overblown, says Gary McCoskey of Sand HighwayRV in Sun City, AZ. “A lot has to do with the security deposit. Whenrenters have $1,000 on the line that they won’t get back if theydamage the unit, that changes their attitude. And by renting outnicer, newer units, we find people tend to take better care of them.”

Rockin’ Rentals By Mary Anne Shreve

Dealership employeesand their dependents

who are college undergradu-ates majoring in an RVindustry-related subject suchas business, finance, oraccounting are eligible for a$2,500 scholarship givenannually by the MikeMolino RV LearningCenter’s scholarshipprogram.Applicants must be

rising sophomores, juniors orseniors at an accredited four-year school and meet certainacademic standards. Theymust submit an applicationform and a short essay ontheir goals and objectives forattending college. An appli-

cant’s prior experienceworking in the RV industryor desire to do so aftercollege will be taken intoconsideration whenawarding the scholarship. Dealers can download a

free, full-color poster adver-tising the scholarship (seeopposite page) and display itthroughout the dealership toalert employees to theopportunity. The posters andapplication forms are avail-able on the LearningCenter’s website,www.rvlearningcenter.com. The scholarship

program is possible throughthe generosity of the Newtand Joanne Kindlund

Family. The Kindlundsfounded Holiday RVSuperstores, the firstpublicly-traded RV dealer-ship. Newt Kindlundremains active in the RVindustry and currently serveson the Learning Center’sboard of directors.

For more information onthe Learning Center, go towww.rvlearningcenter.com, e-mail [email protected], or fax(703) 359-0152. The LearningCenter is a tax-exempt organ-ization, and contributions maybe tax-deductible as charitabledonations. n


How Much is ThatCollege Degree Worth?

Getting a college education has never made more finan-cial sense, in spite of the recent spate of media reports

about the cost. According to a recent study from an MITeconomist, not going to college could actually set you backby as much as $500,000 – the inflation-adjusted lifetimeearnings gap between high school graduates and collegegraduates. That traditional pay gap continued to widen evenduring the country’s sluggish economic recovery. Collegegrads made 98 percent more per hour on average last yearthan people without a degree – a new high. And you don’thave to graduate from an elite school to get the economicbenefits, according to new data from the Department ofLabor’s Economic Policy Institute. What matters is that youhave a four-year degree.

In general, the higher your level of education, the better

your chance of being employed and earning more. n

Time’s Running Out to Apply for College ScholarshipAPPLICATIONS ARE DUE NOW!

EARNINGS AND UNEMPLOYMENT RATES BY EDUCATIONAL ATTAINMENT

NeedMoney forCollege?

NeedMoney forCollege?

The Mike Molino RV Learning Center is a tax exempt organization as described in section 501(c)(3) of the Internal Revenue Code. Contributions may be tax deductible as charitable donations. The scholarship

program is made possible through the generosity of the Newt and Joanne Kindlund Family.

College Scholarships Available from the Mike Molino RV Learning Center

More information and an application available at www.rvlearningcenter.com

YOU ASKED FOR IT - YOU’VE GOT IT!NEW DATES: Nov. 10-14 • NEW LOCATION: Bally’s on the Las Vegas Strip

RVDAmembers said theywanted a convention

location on the Las Vegas Stripand later dates so they couldbring more employees. Well, weheard you! The 2014 RV DealersInternational Convention/Expo willbe in the center of the action – Bally’s onthe Las Vegas Strip – and take place a fullmonth later than previous years.

Between our new, central location andmore convenient dates, this is the year toparticipate in the premier annualnetworking event for RV dealers.

And flexible registration ratescombined with early bird discounts makeit possible for more of your staff to sharein this learning opportunity.

Education is the passport to better-managed, more productive dealerships,

and this year’sconvention offers something foreveryone. Vendor Training +Plus

sessions will give you and your staff valuable face time withvendors and business partners and are included in your fullregistration. They’re also available at a speciallow rate for employees who can only spend aday or two away from the dealership.

The Young RV Executives program,with events specifically focused on theneeds of younger executives and newmanagers, returns for a second year.

Make the 2014 RV Dealers InternationalConvention/Expo your destination for:• A rich learning experience bringingtogether approximately 60 educationalsessions on subjects driving your dealershiptoday

• A new education track dedicated tosocial media and Internet-based marketing

• Business opportunities in the expo,where dealers can meet more than 100manufacturers, vendors, and suppliers

• Mike Molino RV Learning Center’sshorter, streamlined workshops fordealers/GMs, service writers/advisors,

marketing and sales staff, parts and service managers, andrental operators

• Partners in Progress dealer/manufacturer meetings, nowspread out from Monday through Thursday so

dealers can attend more workshops

• Social events and networking opportunities

VENDOR TRAINING + Plus

V

Follow the conversation on:Presented by:

Mike MolinoThe

If you’ve registered for the conventionand want to bring employees to attendjust the Vendor Training +Plus program,you can register them for that programfor $195 per person. The VendorTraining +Plus badge will also give theholder access to the expo and theopening reception on Tuesday, Nov. 11.

RVDA dealer members only –expires 6/30/14

SAVE30%!

EARLY BIRD FULL REGISTRATION RATE

for first dealershipregistrant

per each additionalregistrant

FOR MORE INFO VISITWWW.RVDA.ORG/CONVENTION

AND REGISTER TODAY!

2 0 1 4 R V D E A L E R S I N T E R N AT I O N A L C O N V E N T I O N / E X P O

$599$499

22

23

DEALER REGISTRATION FORM

2. Registration Fees:

1. Registration Information. Please copy this form if adding registrants.

3. Payment Information:

Nov. 10-14, 2014Bally’s on the Las Vegas Strip

Company Name_______________________________________________________

Phone ____________________________ Fax ______________________________

Address ____________________________________________________________

City______________________________ State/Prov________ Zip/PC____________

Email ______________________________________________________________

Name on Card _________________________________ Card #___________________________ Expires________ Security Code _______

Billing Address _________________________________ City ____________________________ State/Prov _____ Zip/PC ____________

� Full Amount or � Easy Pay (credit card only: 3 equal installments willbe charged to your credit card, first on date received, then at 30 and 60 days).If neither box is checked you will be charged the full amount in one payment.

� Check enclosed

Charge my: � VISA � MasterCard � Amex � Discover

First registrant locks in today’s lowest rate for all future dealership personnel! Early Bird Advanced Late Amountby 6/30 by 8/29

I would like to add a contribution to the Mike Molino RV Learning Center to promote education for our industry.* $

Dealership must have one full convention registrant to bring additional employees JUST for Vendor Training +Plus.The cost is $195 per person and includes Vendor Training +Plus training on Monday, Nov. 10 and Tuesday, Nov. 11, andTuesday’s reception in the Expo. Photocopy this form to add more registrants for Vendor Training +Plus.

MAIL OR FAX A COPY OF THIS FORM TO: RVDA of America, 3930 University Drive, Fairfax, VA 22030-2515 • (703) 591-7130 • Fax: (703) 359-0152 • www.rvda.orgRVDA of Canada, 204-6411 Buswell St, Richmond, BC V6Y 2G5 • (604) 718-6325 • Fax: (604) 204-0154 • www.rvda.ca

CANCELLATION / REFUND POLICY: All cancellations must be in writing and received by August 31, 2014, to qualify for a refund. A $30 administrative fee will bededucted from each refund request received by July 31, 2014. A $100 administrative fee will be deducted from each refund request received between August 1, 2014 andAugust 31, 2014. No refunds will be made after August 31, 2014. *The Mike Molino RV Learning Center is a tax-exempt organization as described in section 501(c)(3) ofthe Internal Revenue Code. Contributions may be tax deductible as charitable donations.

TOTAL $

VENDOR TRAINING + Plus

V

BESTVALUE!

First Registrant – includes Vendor Training +Plus, a $195 value! $599 $659 $879 $

Registrant Name ____________________________________________ Email ______________________________________________

Badge First Name ___________________________________________ Please check here if you require special accommodations. �

Second Registrant – includes Vendor Training +Plus, a $195 value! $499 $599 $879 $



Third Registrant – includes Vendor Training +Plus, a $195 value! $499 $599 $879 $



Fourth Registrant – includes Vendor Training +Plus, a $195 value! $499 $599 $879 $



Name _________________________________ Badge First Name __________________ Email _____________________ $Name _________________________________ Badge First Name __________________ Email _____________________ $

ONLY


Reorganized CalRVDA Holds Annual Conference

IN THE NEWS:

CalRVDA members met on April 30 fortheir first annual conference in severalyears. Guest speakers included BillBrennan of the California New MotorVehicle Board, RVIA President RichardCoon, and RVDA President Phil Ingrassia.CalRVDA President Ernie Friesen and newexecutive director Terry McHale alsoaddressed the group and discussedCalRVDA’s work to advance the RVindustry in California. The group alsohonored recent past presidents TroyPadgett, Joey Shields, and Darrel Friesen.

From left: Phil Ingrassia, Troy Padgett, Joey Shields, Darrel Friesen, andErnie Friesen

GO RVING PROMOTES RV TRAVEL THROUGH

SPRING FEVERSWEEPSTAKESON OUTDOOR CHANNEL

Edited by RVDA Staff

For the third consecutiveyear, Go RVing partnered

with the Outdoor Channel toco-sponsor the network’spopular Spring FeverSweepstakes.

The sweepstakes kickedoff on April 1 and offered thegrand prize winner the choiceof either a Lance 825 truckcamper or a Lance 1575 traveltrailer. Lance CamperManufacturing Corp. wasselected in a lottery amongRVIA members to provide thesweepstakes prize vehicle.There were also outdoor-themed daily prizes awardedduring the sweepstakes.

In addition to completingthe online entry form for theSpring Fever Sweepstakes,participants could gain anadditional entry by taking partin a photo contest that was a

new element to this year’spromotion. Entrants uploadedphotos depicting “My favoritegetaway” with a brief descrip-tion and were encouraged toshare the photo and story on

various social media platforms. The Spring Fever

Sweepstakes received supportboth on-air and online withfour custom vignettes thatfeature Outdoor Channelpersonalities talking about theappeal of RVs for outdoorenthusiasts. The OutdoorChannel also promotes thebenefits of RV travel throughoutdoorchannel.com, a customSpring Fever Sweepstakesmicrosite, targeted emails, andthe network’s social mediaoutlets, including a Go RVingco-branded trip itinerarywidget. n

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 [email protected]

Please enroll _____ dealership(s) at $225 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 on board with Go RVing! Return this form TODAY!

27JUNE 2014

FRVTA – The Mike Molino RV LearningCenter Partnership$995 per year for each dealership location.Over 50 sessions available, 24 hours aday, seven days a week, with full accessto training through July 31, 2014.

The DLN offers your dealership:• Onsite training• Group training• No travel time or expenses • Self-determined pace• One fixed price of $995 for thesubscription term

The DLN offers online training for:• RV Technicians – The certification prep coursehelps technicians get ready for the certification exam.Your subscription includes unlimited access to morethan 50 training sessions, reviews, and test prepara-

tion sections. Also included are manufacturer- andsupplier-specific advanced repair and troubleshootingclasses designed to upgrade technicians’ skills.

Completion of these classes qualifies for recerti-fication hours. Classes are available 24/7throughout the program year, providingmaximum flexibility.

• Service Writers/Advisors – Thisthree-hour program is valuable for bothnew staff and experienced personnelpreparing for the RV Learning Center’s

Service Writer/Advisor certification.

• Greeters/Receptionists – This 50-minutesession is suitable for all employees who needcustomer service skills. It includes a final exam andcertificate of completion.

• Dealers/GMs – This program features importanttopics for management, including lemon laws, LP gaslicensing issues, and the federal Red Flags Rule.

Company Name: ____________________________________________________________________________________________

Address: ____________________________________________ City:________________________ State: ____ Zip: __________

Phone:______________________________________________ Fax: __________________________________________________

Mentor Name: ________________________________________________________ Phone: ______________________________

E-mail (at dealership) : __________________________________________________ Fax: ________________________________

**High speed Internet access required. RVIA service textbooks not included**_____ location(s) at $995 each = payment due: $__________________ (select payment method below)

PAYMENT METHOD Note: prices are subject to change without notice. Complete lower section and mail or fax to:

Florida RV Trade Association, 10510 Gibsonton Drive, Riverview, FL 33578, (813) 741-0488, Fax: (813) 741-0688

q PAY BY CHECK OR MONEY ORDER q PAY BY VISA OR MASTERCARD

Name on Credit Card: ______________________________________________________________________________________

Card Number:__________________________________________________ Security Code: _________ Expires: ____________

Card Billing Address: ________________________________ City:________________________ State: ____ Zip: __________

Card Holder Signature: ______________________________________________________________________________________

For more information, call (386) 754-4285 or go to https://www.fgc.edu/academics/occupational-programs/rv-institute/

Online Training with FRVTA’s

DISTANCE LEARNINGNETWORK

DEALERSHIP REGISTRATION

11/2013


Certified Green RV ProgramTRA Certification Inc. [email protected]: (800) 398-9282 Fax: (574) 264-0740TRA, the leading third-party green certificationcompany, through its “Certified Green RVProgram,” measures, evaluates, and certifies RVmanufacturers and verifies vendors for energyefficiency and environmental friendliness. Thisprogram empowers dealers to guide environ-mentally-conscious consumers in making better-informed decisions about their RV purchases,leading to increased customer satisfaction.

––––––––––––––––––––––––––––––––––––––––

Credit Card ProcessingBank of America Merchant Services https://[email protected](678) 784-0567Bank of America Merchant Services offersRVDA members an annual savings averaging10-to-15 percent on each Visa andMasterCard swipe transaction. Advancedequipment provides fast authorization,around-the-clock support, and improved fundsavailability for those with a depository relation-ship with the bank.

––––––––––––––––––––––––––––––––––––––––

Disability Income Insurance/ Paycheck Protection BenefitsAmerican Fidelity AssuranceCompanywww.afadvantage.comTed [email protected](800) 654-8489, Ext. 6530Dealerships can provide disability insurance toprovide security for a portion of an employee’spaycheck in the event they are unable to workdue to a covered accident or illness.

––––––––––––––––––––––––––––––––––––––––

Emergency Roadside and TechnicalAssistanceCoach-Netwww.coach-net.comdealersales@coach-net.com(800) 863-6740Coach-Net provides emergency roadside andtechnical assistance solutions to RV dealersthroughout the U.S. and Canada and for manyRV and chassis manufacturers, RV clubs, andcustomer membership groups. Coach-Netprovides dedicated service using over 150employees with advanced communicationstechnology tools combined with an extensivedatabase of more than 40,000 serviceproviders. The company employs trainedCustomer Service Agents and RVDA-RVIA/ASEMaster Certified Technical Service Agents.

––––––––––––––––––––––––––––––––––––––––

Employee TestingCaliper Corp.www.calipercorp.comRalph [email protected](609) 524-1214

For nearly a half-century, Caliper has consultedwith over 25,000 companies on improvingevery aspect of their workforce – from hiringand selection to employee development andsuccession management. Starting withaccurate, objective insights our consultantsgain from our time-tested personality assess-ment, the Caliper Profile, we are able to helpour clients reduce the high cost of turnover,help first-time managers excel and create solu-tions that are tailored, practical and adaptable.Whether you are looking to hire topperformers, develop talent, build teams ortransform your organization, we can help.

––––––––––––––––––––––––––––––––––––––––

Extended Service AgreementsXtraRide RV Service AgreementProgramwww.protectiveassetprotection.com(800) 950-6060, Ext. 5738The XtraRide RV Service Agreement Program isoffered through the Asset Protection Divisionof Protective Life Insurance Company. Theprogram has been exclusively endorsed byRVDA since 1992. The XtraRide programs andF&I solutions bring dealers increased profitopportunities while providing quality protectionfor their customers. Protective is dedicated toproviding the RV industry with superiorproducts and services given its ability to under-write, administer, and market its ownprograms.

––––––––––––––––––––––––––––––––––––––––

Health Insurance Mass Marketing InsuranceConsultants Inc. (MMIC)http://www.mmicinsurance.com/RVDA/[email protected](800) 349-1039MMIC contracts nationally with a number ofhealth insurance companies to provide a widevariety of benefits. MMIC creates a customizedinsurance program best suited for individualdealerships. Coverage is available to individualmembers and those firms with two or moreemployees. With group coverage, all active full-time employees are eligible. Spouse anddependent children under age 19 (23 if full-time student) are also eligible. The cost of thecoverage for the RVDA program may be paidin whole by the employer or shared with theemployees. However, the employer’s contribu-tion must be at least 50% of the total cost.

––––––––––––––––––––––––––––––––––––––––

Lead Qualifier ProgramCustomer Service Intelligence Inc.(CSI)[email protected](800) 835-5274The Scene: High Inventory-Low Sales. TheNeed: MORE SALES-New methods to meetcircumstances. The Solution: CSI’s LeadQualifier Program. How it Works: Your salesleads are sent to CSI immediately following:initial contact with your sales staff – either inthe showroom or by phone, website contact,

Go RVing leads, and anywhere else you mightacquire leads. CSI then makes a personalphone call to each lead, captivating their atten-tion before your competitor does and estab-lishing impressive rapport! We will uncover theprospect’s initial impression of your dealershipand staff; fully qualify the lead including exactneeds and time frame for purchase; andprovide you with their DEAL MAKER!

––––––––––––––––––––––––––––––––––––––––

Pre-owned RV Appraisal GuidanceN.A.D.A. Appraisal Guides & [email protected](800) 966-6232, Ext. 235The N.A.D.A. RV Appraisal Guide is an essen-tial tool for dealers needing to determine theaverage market value for used RVs. A newonline program, RV Connect, is also availablethat provides updated RV values, createscustom window stickers for both newer andolder RVs, and more. These products are allavailable at the RVDA “members only” rate.

––––––––––––––––––––––––––––––––––––––––

Propane and Propane SuppliesSuburban [email protected](800) 643-7137Suburban Propane offers discounts to RVDAmembers on propane along with attractive andsafe equipment for refilling most any propanecylinder, 24-hour service, on-site “Train theTrainer” instruction for dealership personnel,signage, and a periodic review of fillingstations by experienced safety experts.

––––––––––––––––––––––––––––––––––––––––

RVDA/Spader 20 GroupsSpader Business [email protected](800) 772-3377RVDA/Spader 20 Groups managed by SpaderBusiness Management help dealers improvetheir management skills, recognize markettrends, and solve problems. The groups includenon-competing dealers who share experiencesto develop best practices.

––––––––––––––––––––––––––––––––––––––––

Shipping DiscountsPartnerShip, LLChttp://partnership.com/[email protected](800) 599-2902The RVDA Discount Shipping Program,managed by PartnerShip, provides RVDAmembers with substantial shipping discounts.RVDA members who enroll in the free programwill save on small package shipments withFedEx and less-than-truckload (LTL) freight ship-ments with UPS Freight and Con-way Freight.Visit www.PartnerShip.com/79rvda for moreinformation and to enroll.

RVDA Endorsed Products

Visit www.rvcareers.orgRV dealers can access resumes and post jobopenings through a partnership withBoxwood Technology at www.rvcareers.org.

29JUNE 2014

31JUNE 2014

A World of Training(866) 238-9796 . . . . . . . . . . . . . . . . . . . . . . . 12

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

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

Freightliner Custom Chassis(800) FTL-HELP . . . . . . . . . . . . . . . . . . . . . . . . . 4

MBA Insurance Inc.(800) 622-2201 . . . . . . . . . . . . . . . . . . . . . . . 15

Protective(888) 326-0778 . . . . . . . . . . . . . . . . . back cover

RVT.com(888) 928-0947 . . . . . . . . . . . . . . . . . . . . . . . 14

Sobel University (253) 565-2577 . . . . . . . . . . . . . . . . . . . . . . . 20

Spader(800) 772-3377 . . . . . . . . . . . . . . . . . . . . . . . 17

ADVERTISERS INDEX

TechnicianCertificationSelf-StudyPrep Course

FRVTA’s DistanceLearning Network -Training for EveryPosition at YourDealership

CustomerServiceTrainingthroughFRVTA’s DLN

Service Writer/AdvisorTrainingthroughFRVTA’s DLN

ONGOING ONLINE EVENTS:

Don’t see your events listed? Visit

www.rvtrainingcalendar.comto upload your events to the

calendar.

RVDA Welcomes Our Newest Members

Dealer

Oklahoma RV Center,Oklahoma City, OK

Rental

MDH Trailer Rental,Cannon Falls, MN

4/1/14 - 4/30/14

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