DEALER NET PROFITS HIGHEST IN 10 YEARS Annual benchmarking survey shows net profits reached 4.8 % last year - RVDA
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Go RVing Promotes RV Travel through Spring Fever Sweepstakes page 24
JUNE 2014
DEALER NET PROFITS
HIGHEST IN 10 YEARS
Annual benchmarking survey
shows 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
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 showed
dramatic improvement last year, reaching 4.8
percent, according to Spader Business
13
Management data.
13 Dealers Remain Upbeat About
RV Retail Market 16
Dealers are still upbeat about the market, but
not quite as much as they were a year ago. A
little less than half say this spring’s market
was better than in spring of 2013.
16 RV Inventory Turn and Aging Rates
Indicate a Healthy 2014
GE Capital CDF’s Tim Hyland says 18
dealership metrics and a good economy make
him optimistic about the RV industry.
18 RV Dealers Report Higher
RV Rental Revenue
Dealers with rental fleets report dramatic
increases in rental revenue in 2013, with some
experiencing jumps of as much as 49 percent.
19 I N E V E RY I S S U E :
19 Rockin’ Rentals
Gambling on the RV rental arena seems to
6
7
8
Looking ahead
Chairman’s report
Officers, directors, and delegates
have paid off for some new enterprises, 9 Industry trends
according to a recent RVDA survey – 28 RVDA endorsed products
reservations are filling up quickly. 30 RV Learning Center contributors
31 RV industry’s training calendar
31 Advertisers index
24 Go RVing Promotes RV Travel
through Spring Fever Sweepstakes
Go RVing partnered with the Outdoor
Channel to cosponsor the network’s popular 24
Spring Fever Sweepstakes. The sweepstakes
got on-air and online support with custom
vignettes featuring network personalities
talking up the appeal of RVs for outdoor
enthusiasts.
JUNE 2014 5
RV EXECUTIVE TODAY
LOOKING AHEAD
A Window into
Go RVing Prospects’ President:
Phil Ingrassia, CAE
Purchasing Power Vice President for
Administration:
By Phil Ingrassia, CAE, president Ronnie Hepp, CAE
Editor:
Mary Anne Shreve
L ast month I had the opportunity to dig
a little deeper into a recent Go RVing
study for some presentations I prepared “One of the things in the Graphic Designer:
Ginny Walker
for the RV Business Power Breakfast and study that jumped out to
the Airstream dealer meeting. The study is me was the household
a sales match analysis conducted by global
data and marketing solutions firm IHS income numbers for Go RVDA STAFF
Chuck Boyd
Automotive, which incorporated Polk into RVing buyers that are Dealer Services Manager
its business last year. significantly higher than Hank Fortune
Here is some quick background on Director of Finance
this sales match study. Go RVing provided
what we’ve found for Jeff Kurowski
208,000 leads gathered from an 18-month average RV owners.” Director of Industry Relations
period, and IHS matched those names Julie Anna Newhouse
Marketing Manager
through a registration database of new and
Brett Richardson, Esq., CAE
used RV registrations through last June. most recent University of Michigan study. Director of Legal and Regulatory
This provided an adequate buying time for The Go RVing prospects who buy are Affairs
the analysis. more affluent, which means they’re more Julianne Ryder
The big news out of the study (which Marketing Communications Specialist
likely to buy a motorhome than other
RV Executive Today has previously reported) Patricia Williams
buyers. These prospects buy a lot of travel Accounting Clerk
was that in the total universe of U.S. trailers too, but the mix is heavier toward
households, the national new RV purchase motorized than the overall RV market is MIKE MOLINO RV LEARNING CENTER STAFF
rate during the period studied was .36 supporting right now. Karin Van Duyse
percent. The Go RVing lead rate of Chief
purchase for a new RV was .84 percent – Follow-up is important Liz Fleming
Education Coordinator
more than double the U.S. household rate. It comes as no surprise that following
Tony Yerman
Purchase rates for used RVs were even up with these prospects is important. The RV Service Consultant
higher among Go RVing leads, at 1.5 study showed that more than 50 percent –––––––––––––––––––––––––––––––––––
percent. When combined, the total Isabel McGrath
of those who purchased did so within 180 Technician Certification Registrar
purchase rate for Go RVing leads was days of becoming a lead.
2.34 percent, which is impressive when As we’ve talked to dealers and looked
compared to the one to two percent rate at monthly sales data, it’s clear that the RV Executive Today is published monthly by the
the Direct Marketing Association RV sales cycle has become somewhat less Recreation Vehicle Dealers Association of
considers good for lead conversions. cyclical, so the Go RVing program has America at 3930 University Drive, Fairfax, VA
22030-2515. Periodicals postage paid at Fairfax,
Higher household income extended its media plan into the fall. This VA 22030 USPS No. 062450. Issued monthly to
means leads are coming into the system all RVDA members as a membership benefit paid
for by their dues.
One of the things in the study that throughout the year.
jumped out to me was the household If your dealership is not signed up for Postmaster please send address changes to:
income numbers for Go RVing buyers RV Executive Today, 3930 University Drive,
the 2014 program yet, there’s still plenty Fairfax, VA 22030-2515 The annual subscription
that are significantly higher than what of time to get good value out of the rate of $30 is a part of membership dues.
we’ve found for average RV owners. program. See page 25 for details. With Editorial/Business Office:
The average household income for a more follow-up and more dealers partici- 3930 University Drive, Fairfax, VA 22030-2515
Go RVing lead who purchased a new unit pating, we can drive the purchase rates Phone (703) 591-7130 FAX (703) 359-0152
during the period was $87,246, and for outlined in the study even higher in the RV Executive Today (ISSN #1088-873X)
those who purchased a used unit, it was future. Volume 18, Issue 6
$75,984. This compares to the $62,000 Thanks for For advertising information contact:
average household income reported in the your support. Julie Newhouse, Marketing Manager,
(703) 591-7130 x 103
6 RV EXECUTIVE TODAY
CHAIRMAN’S REPORT
Learn From Someone Else,
for a Change
By Jeff Hirsch, chairman
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 learn
great opportunity for me to spend quality time with my
staff and build for their future and the company’s.
RVDA has kept the registration rate as low as possible
in no other." so you can bring more people. There are discounts for
I also agree with Albert Einstein’s comment that the additional staff, special two-day offers, and a variety of pay
world's problems can’t be solved by the same kind of plans. The investment you make in your employees is part
thinking that created them. I contend that our business of your competitive advantage, so I hope you’ll consider
problems also can’t be solved by the same kind of thinking bringing as many of your top-level staffers as possible. Let’s
that created them. not learn from our own experiences – it’s too expensive.
Where am I going with this? The reality is that occa- There are many more reasons why this convention will
sionally we all need to change our way of thinking, to have be out of the ordinary. We already have four Vendor
our world view shaken up a bit. At the very least, we need Training +Plus sessions scheduled. These extended,
to update and add to our knowledge base. The trick is to do customized learning sessions give attendees the chance to
so as efficiently and painlessly as possible. And preferably, delve deeper into subjects with representatives from compa-
we can learn from someone else’s hard-bought experience. nies they do business with. Thanks to AL-KO Axis, Blue
I know how you can benefit from the combined Ox, Lippert Components and Integrated Dealer Systems for
wisdom of dozens of smart business people at one place their early support. We’ll be announcing more sessions soon.
and time. There’s an event that’s been developed specifi- This year’s exhibit hall is also larger than previous years
cally for RV dealers and their employees, one that offers and will accommodate more companies. In fact, with six
the chance to learn better ways of operating virtually every months still left until the convention, expo space is already
aspect of our businesses. I’m referring, of course, to the RV almost 60 percent sold. And first-time exhibitors are showing
Dealers International Convention/Expo. great interest in joining us this year. Be sure to get the jump
You may have attended previous RVDA conventions, on the latest and greatest the expo has on display this year.
but this year’s has been taken to a different level altogether. Not everything will change – the popular Partners In
As you’ve heard, in response to members’ requests for a Progress brand committee meetings will once again give
change of venue, the locale has been moved to Bally’s on dealers the chance to discuss important brand-specific issues
the Las Vegas Strip, right in the middle of the action. We’ll with their manufacturers, and there will be education tracks
have all of the city’s glamour and excitement right at hand for dealers/GMs and managers in sales, service, parts, and
for after-hours entertainment. The Bally’s staff has been rental operations. Not to mention inspiring speakers,
working with us for months to ensure that the transition to including Doug Lipp, the dynamo who helped shape Disney
a new location is smooth and that the show is the best ever. University’s world-famous customer service training. This
Also at members’ requests, the timing of the event has presentation alone will be worth the price of admission.
been pushed back later in the year – to Nov. 10-14 – so We couldn’t put on the convention/expo without the
that it doesn’t interfere with the busy fall selling season. generosity of our partners. As of press time, the convention
RVDA has frequently heard dealers claim they would bring is being supported by GE Capital, Commercial
more employees to the convention if only they could be Distribution Finance (platinum partner), Protective (gold
spared from the dealership. Well, we heard you – now you partner), and MBA Insurance, Bank of the West, and
have a great new location and more convenient dates. Diversified Insurance Management (bronze partners). My
I’m a big advocate for taking as many staffers as deepest appreciation goes to those who invest in us for a
possible to the convention. Giving them the chance to be brighter future.
part of this event has made a huge difference to my Five concentrated days of learning from the best in the
employees’ professional development and lightened my business, the chance to network with colleagues and to
load as a dealer principal. It's difficult for me to relate enjoy one of the country’s most popular cities
everything I learn at the convention to everyone back – that’s what I call smart learning.
home, and the messages I hear are different from what a I look forward to a great convention and
service or sales manager would hear. The convention is a to catching up with many of you.
7
RVDA BOARDS: OFFICERS, DIRECTORS, & DELEGATES
Chairman Alaska Maryland Ohio Wisconsin Participating Past Chairmen
Jeff Hirsch Kevin Brown Greg Merkel Dean Tennison Mick Ferkey Bruce Bentz
Campers Inn of Kingston Arctic RV & Interior Topper Leo’s Vacation Center Inc. Specialty RV Sales Greeneway Inc. Capital R.V. Center Inc.
Kingston, NH Fairbanks, AK Gambrills, MD Lancaster, OH Wisconsin Rapids, WI Bismarck, ND
(603) 642-5555 (907) 451-8356 (410) 987-4793 (740) 653-2725 (715) 325-5170 (701) 255-7878
jhirsch@campersinn.com arcticrv@arcticrv.com Admin-jacki@comcast.net dean@specialtyas.com mickferkey@greenewayrv.com bruce@capitalrv.com
1st Vice Chairman Arizona Massachusetts Oklahoma Wyoming Randy Biles
John McCluskey Devin Murphy Marc LaBrecque Ron Shepherd Sonny Rone Pikes Peak Traveland Inc.
Florida Outdoors RV Center Freedom RV Inc. Diamond RV Centre Inc. Camperland of Oklahoma, LLC Sonny’s RV Sales Inc. Colorado Springs, CO
Stuart, FL Tucson, AZ W. Hatfield, MA Tulsa, OK Evansville, WY (719) 596-2716
(772) 288-2221 (520) 750-1100 (413) 247-3144 (918) 836-6606 (307) 237-5000 rwbiles@pikespeakrv.com
john@floridaoutdoorsrv.com dmurphy@freedomrvaz.com info@diamondrv.com ron_shepherd@camperlandok.com rentals@sonnysrvs.com
Debbie Brunoforte
2nd Vice Chairman California Michigan Oregon VACANT Little Dealer, Little Prices
Brian Wilkins Troy Padgett Chad Neff Kory Goetz Arkansas Mesa, AZ
Wilkins R.V. Inc. All Valley RV Center American RV Sales & Service Curtis Trailers Inc. Hawaii (480) 834-9581
Bath, NY Acton, CA Inc. Portland, OR Maine dbrunoforte@littledealer.com
(607) 776-3103 (661) 269-4800 Grand Rapids, MI (503) 760-1363
bwilkins@wilkinsrv.com troy@allvalleyrvcenter.com (616) 455-3250 kgoetz@curtistrailers.com AT-LARGE Rex Floyd
chad@americanrv.com Bob Been Floyd’s Recreational Vehicles
Treasurer Colorado Pennsylvania Affinity RV Service Sales & Norman, OK
Darrel Friesen Tim Biles Minnesota Greg Starr Rentals (405) 288-0338
All Seasons RV Center Pikes Peak Traveland Will Jarnot Starr’s Trailer Sales Prescott, AZ rxflyd@aol.com
Yuba City, CA Colorado Springs, CO PleasureLand RV Center Brockway, PA (928) 445-7910
(530) 671-9070 (719) 596-2716 St. Cloud, MN (814) 265-0632 bobbeen@affinityrv.com Crosby Forrest
Darrel@allseasonsrvcenter.com tbiles@pikespeakrv.com (320) 251-7588 greg@starrstrailersales.com Dixie RV Superstore
w.jarnot@pleasurelandrv.com Randy Coy Newport News, VA
Secretary Connecticut Rhode Island Dean’s RV Superstore (757) 249-1257
Tim Wegge Chris Andro Mississippi Linda Tarro Tulsa, OK info@dixiervsuperstore.com
Burlington RV Superstore Hemlock Hill RV Sales Inc. Stephen (Snuffy) Smith Arlington RV Super Center Inc. (918) 664-3333
Sturtevant, WI Milldale, CT Country Creek RV Center East Greenwich, RI rcoy@deansrv.com Ernie Friesen
(262) 321-2500 (860) 621-8983 Hattiesburg, MS (401) 884-7550 All Seasons RV Center
twegge@burlingtonrv.com chrisa@hemlockhillrv.com (601) 268-1800 linda@arlingtonrv.com David Hayes Yuba City, CA
snuffy@countrycreekrv.net Hayes RV Center (530) 671-9070
Past Chairman Delaware South Carolina Longview, TX eefriesen@msn.com
Andy Heck Ryan Horsey Missouri Gloria Morgan (903) 663-3488
Alpin Haus Parkview RV Center Sheri Wheelen The Trail Center dhayes@hayesrv.com Rick Horsey
Amsterdam, NY Smyrna, DE Wheelen RV Center Inc. North Charleston, SC Parkview RV Center
(518) 842-5900 (302) 653-6619 Joplin, MO (843) 552-4700 Ed Lerch Smyrna, DE
aheck@alpinhaus.com rdhorsey@parkviewrv.com (417) 623-3110 gmorgan497@aol.com Lerch RV (302) 653-6619
sheri@wheelenrv.com Milroy, PA rhorsey@parkviewrv.com
Director Florida South Dakota (717) 667-1400
Will Jarnot Rob Rothenhausler Montana Lyle Schaap ed@lerchrv.com Larry McClain
PleasureLand RV Center Inc. Ocean Grove RV Supercenter Ron Pierce Schaap’s RV Traveland McClain’s RV Inc.
St. Cloud, MN St. Augustine, FL Pierce RV Supercenter Sioux Falls, SD Scott Loughheed Lake Dallas, TX
(320) 251-7588 (904) 797-5732 Billings, MT (605) 332-6241 Crestview RV Center (940) 497-3300
w.jarnot@pleasurelandrv.com rob@oceangrovervsales.com (406) 655-8000 lyle@rvtraveland.com Buda, TX
rpierce@pierce.biz (512) 282-3516 Tim O’Brien
Director Georgia Tennessee scott@crestviewrv.com Circle K RVs
Mike Regan Doc Allen Nebraska Roger Sellers Lapeer, MI
Crestview RV Center C.S.R.A. Camperland Inc. Tony Staab Tennessee RV Sales & Service, Mike Rone (810) 664-1942
Buda, TX Martinez, GA Rich & Sons Camper Sales LLC Sonny’s RV Sales Inc. t.obrien@circlekrvs.com
(512) 282-3516 (706) 863-6294 Grand Island, NE Knoxville, TN Evansville, WY
Mike_regan@crestviewrv.com docallen@csracamperland.com (308) 384-2040 (865) 933-7213 (307) 237-5000 Dan Pearson
tony@richsonsrv.com rsellers@tennesseerv.com mrone@sonnysrvs.com PleasureLand RV Center Inc.
Director Idaho St. Cloud, MN
Rod Ruppel Tyler Nelson Nevada Texas Adam Ruppel (320) 251-7588
Webster City RV Inc. Nelson’s RVs Inc. Beau Durkee Mike Regan Webster City RV Inc. d.pearson@pleasurelandrv.com
Webster City, IA Boise, ID Carson City RV Sales Crestview RV Center Webster City, IA
(515) 832-5715 (208) 322-4121 Carson City, NV Buda, TX (515) 832-5715 Cammy Pierson
rod@webstercityrv.com tyler@nelsonsrvs.com (775) 882-8335 (512) 282-3516 adam@webstercityrv.com Curtis Trailers Inc.
beau@carsoncityrv.com Mike_regan@crestviewrv.com Portland, OR
Director Illinois Rod Ruppel (503) 760-1363
Ron Shepherd Richard Flowers New Hampshire Utah Webster City RV Inc. cammypierson@yahoo.com
Camperland of Oklahoma, LLC Larry’s Trailer Sales Inc. Scott Silva Jared Jensen Webster City, IA
Tulsa, OK Zeigler, IL Cold Springs RV Corporation Sierra RV Corp (515) 832-5715 Joe Range
(918) 836-6606 (618) 596-6414 Weare, NH Sunset, UT rodruppel@gmail.com Range Vehicle Center Inc.
ron_shepherd@camperlandok.com richardfl@larrystrailersales.com (603) 529-2222 (801) 728-9988 Hesperia, CA
scott@coldspringsrv.com jared@sierrarvsales.com Joey Shields (760) 949-4090
RVRA Representative Indiana Pan Pacific RV Centers Inc. range1937@msn.com
Scott Krenek Nathan Hart New Jersey Vermont French Camp, CA
Krenek RV Center Walnut Ridge Family Trailer Sales Brad Scott Scott Borden (209) 234-2000 Dell Sanders
Coloma, MI New Castle, IN Scott Motor Home Sales Inc. Pete’s RV Center joey@pprv.com J. D. Sanders Inc.
(269) 468-7900 (765) 533-2288 Lakewood, NJ South Burlington, VT Alachua, FL
scott_krenek@krenekrv.com nhart@walnutridgerv.com (732) 370-1022 (802) 864-9350 Earl Stoltzfus (386) 462-3039
bscott@scottmotorcoach.com scott@petesrv.com Stoltzfus RV’s & Marine jdsrv@att.net
RVAC Chairman Iowa West Chester, PA
Tom Stinnett Jeremy Ketelsen New Mexico Virginia (610) 399-0628 Marty Shea
Tom Stinnett Derby City RV Ketelsen RV Inc. Rick Scholl Lindsey Reines estoltzfus@stoltzfus-rec.com Madison RV Supercenter
Clarksville, IN Hiawatha, IA Rocky Mountain RV World Reines RV Center Inc. Madison, AL
(812) 282-7718 (319) 377-8244 Albuquerque, NM Manassas, VA Glenn Thomas (256) 837-3881
tstinnett@stinnettrv.com jketelsen@ketelsenrv.com (505) 292-7800 (703) 392-1100 Bill Thomas Camper Sales mjshea@madisonrv.com
rscholl@rmrv.com rv8955@aol.com Wentzville, MO
RV Learning Center Chairman Kansas (636) 327-5900 Bill Thomas
Jeff Pastore Bill Hawley New York Washington g.thomas@btcamper.com Bill Thomas Camper Sales Inc.
Hartville RV Center Hawley Brothers Inc. Jim Colton Ron Little Wentzville, MO
Hartville, OH Dodge City, KS Colton RV RV’s Northwest Inc. Larry Troutt III (636) 327-5900
(330) 877-3500 (620) 225-5452 N Tonawanda, NY Spokane Valley, WA Topper’s Camping Center Btcs1940@sbcglobal.net
jeff@hartvillerv.com wildbill@pld.com (716) 694-0188 (509) 924-6800 Waller, TX
jcolton@coltonrv.com ron@rvsnorthwest.com (800) 962-4839 Larry Troutt
DELEGATES Kentucky latroutt3@gmail.com Topper’s Camping Center
Alabama NeVelle Skaggs North Carolina West Virginia Waller, TX
Rod Wagner Skaggs RV Country Steve Plemmons Lynn Butler Bill White (800) 962-4839
Madison RV Supercenter Elizabethtown, KY Bill Plemmons RV World Setzer’s World of Camping Inc. United RV Center larrytroutt@toppersrvs.com
Madison, AL (270) 765-7245 Rural Hall, NC Huntington, WV Fort Worth, TX
(256) 837-3881 nrskaggs@aol.com (336) 377-2213 (304) 736-5287 (817) 834-7141
rod@madisonrv.com steve@billplemmonsrv.com setzersrv@aol.com bill@unitedrv.com
Louisiana
Jim Hicks North Dakota
Southern RV Super Center Inc. Michelle Barber
Bossier City, LA Capital R.V. Center Inc.
(318) 746-2267 Minot, ND
jim@southernrvsupercenter.com (701) 838-4343
michelle@capitalrv.com
8 RV EXECUTIVE TODAY
INDUSTRY TRENDS
R V I N V E N T O R Y I N D E X For the latest RV Inventory Index
report, visit www.rvda.org.
Towable and Motorized Inventories
Expanded Rapidly
By Thomas Walworth, Statistical Surveys/The Thrive Group
R V dealers’ towable and motorhome inventories grew at much
more rapid rates during February 2014 than was the case in
February 2013, according to data gathered by market research firm
120
MOTORHOMES 2014
2013
Statistical Surveys/The Thrive Group. 100 2012
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 weather 80
delayed shipments, according to industry sources. Harsh winter 67.8
weather in the northern states also discouraged consumers from 65.2
62.5
visiting dealers’ lots, further depressing the inventory indexes. 60 57.6
53
The inventory index for towables was 41.8
in February 2014, which means towable When the RV
49.3
Inventory Index is 2013 2014
inventories expanded even more rapidly than below 100, there’s 40
OCT NOV DEC JAN FEB YTD
they did in February 2013, when the inven- an expansion of
tory index was 48.2. dealer inventories.
When the index is
In the case of motorhomes, the February above 100, there’s 120
2014 inventory index was 49.3, which means shrinkage. If the
industry sold a unit
110 TOWABLES
dealer inventories grew at a significantly faster at retail for every
100
rate than in February 2013, when the inven- unit delivered at
tory index was 67.8. wholesale, the RV 90
Inventory Index
The 12,238 towable RVs retailed by U.S. would be 100. 80
dealers during February 2014 represented a
70
10.3 percent increase over the 11,096 units sold to consumers in
February 2013. Wholesale shipments of towables were up 27.4 60
percent to 29,300 units in February 2014, compared with 23,000 50
44.7
44.7
units delivered to dealerships in February 2013. 41.7
41.7
40
In the case of motorhomes, 2,020 units were retailed in 40.9 41.8
2013 2014
February 2014, a 6.4 percent increase over the 1,899 units sold in 30
OCT NOV DEC JAN FEB YTD
February 2013. Meanwhile, motorhome shipments increased 46.4
percent to 4,100 units in February 2014, compared with 2,800 units
shipped during February 2013.
For more information, contact Tom Walworth at (616) 281-9898.
The Thrive Group is a partnership between Statistical Surveys and
Spader Business Management. n
Take Advantage of Your RVDA Websites
The RVDA and Mike Molino RV Learning Center websites are the
dealership employee’s complete online resources. These innovative,
interactive websites provide easy access to the critical resources that
assist dealers and their employees in running the dealership efficiently
and effectively.
Visit both sites to download fact sheets on dealership best prac-
tices or the latest retail statistics, search the listings of training
opportunities, and purchase CD-ROMs, publications, videos, or
webcasts to enhance your dealership’s knowledge. RVDA member
dealerships and any of their employees can have 24/7 access to most
of RVDA’s dealer specific information (broken down by department).
Make www.rvlearningcenter.com and www.rvda.org your first
source for all dealership information.
JUNE 2014 9
B E N C H M A R K I N G
RV DEALER NET
PROFITS IN 2013 THE
HIGHEST IN 10 YEARS
Source: Spader Business Management
Analysis by Jeff Kurowski
I
s your dealership as profitable as it should be? For some
insight, compare your margins and expense ratios with
other dealers around the country. This annual
benchmarking section of RV Executive Today provides a point
of reference on some important areas of dealership
operations. The data is based on dealer-reported information
and is an average, not a scientific study of all dealers.
30
NEW USED TOTAL
UNIT UNIT SALES
SALES SALES
25
20
15
Gross Margin
as % of Sales
The gross margin on new unit
10 sales declined 0.5 percent in
2013 to its lowest level since
2008, but the gross margin on
used unit sales climbed to 19.2
percent, its highest level since
5 2006. The gross margin on total
sales (from all dealership depart-
ments) was 26.2 percent in 2013,
down a little from 2012 and the
0 same percentage as in 2011.
'03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13
10 RV EXECUTIVE TODAY5 54
52
4
50
3
48
2
46
1
44
0 42
'03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13
Net Profit as % of Sales Personnel Expenses
Net profit as a percentage of sales showed dramatic improve- as % of Gross Margin
ment in 2013, reaching 4.8 percent, compared with 4.4 Personnel expenses--salaries, benefits, and other employment
percent for reporting dealers in 2012. Last year’s net profit as costs--as a percentage of gross margin declined in 2013 to
a percentage of sales was the highest in more than 10 years. 48.1 percent, from 48.7 percent in 2012. Personnel costs as a
percentage of gross margin now are lower than they’ve been
at any time since 2005.
6.5 8.0
7.5
7.0
6.0
6.5
6.0
5.5 5.5
5.0
4.5
5.0
4.0
3.5
4.5 3.0
'03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13
Advertising Expenses Floor Plan Interest Expense
as % of Gross Margin as % of Gross Margin
Advertising spending dipped to 5.1 percent of gross margin in The often volatile measure of floor plan interest expense as a
2013, from 5.4 percent in 2012. Advertising expenses as a percentage of gross margin was stable between 2012 and
percent of gross margin are at the lowest point since 2010. 2013. It remained at 3.8 percent, which is less than half of
what it was during the pre-recession year of 2007, when it
was 7.9 percent.
JUNE 2014 1116.5 18
16.0
17
15.5
16
15.0
14.5 15
14.0
14
13.5
13.0 13
12.5
12
12.0
11
11.5
11.0 10
'03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13
Semi-Fixed Expenses Fixed Expenses
as % of Gross Margin as % of Gross Margin
Semi-fixed expenses, or costs that rise and fall depending on Fixed expenses (mortgage and lease costs and expenses such
the amount of business occurring, fell in 2013 to 12.0 percent as property taxes) as a percentage of gross margin slipped
of gross margin, compared with 12.4 percent in 2012. down to 12.3 percent in 2013, the lowest it’s been since
2005.
12 RV EXECUTIVE TODAYDealers Remain Upbeat About
RV Retail Market
By Jeff Kurowski
R 41%
RV dealers continue to be upbeat about the Is the retail
retail market, although they’re not as upbeat as
they were a year ago, according to an RVDA
market better
than last year?
About 48%
the Same Better
survey conducted in May.
Forty-eight percent of respondents said the
RV market was better this May than it was last
year, and 41 percent said it was about the same 9%
as a year ago. Ten percent felt it was worse than Worse
it was during spring of 2013. In comparison,
during May 2013, 59 percent of dealers
responding believed the retail market was better 31% 34%
than during the spring of 2012, 41 percent felt it
About
was the same, and no one said it was worse. Better How are towable
the Same
A third of this year’s respondents also said RV sales compared
to last year?
the towables market was better, compared with
last year, when 59 percent said it was better.
Another third said this year’s towables market 34%
was worse, compared with last year, when only 9 Worse
percent said the market was worse than during
the spring of 2012.
With motorhomes, half of dealers said their 15%
spring 2014 sales were better than their spring About the
2013 sales, 35 percent said they were worse, and Same
15 percent said they were about the same. Last How are motorhome
spring, 33 percent said the motorhome market sales compared to
was better, 50 percent said it was about the same,
last year? 50%
and 17 percent said it was worse. 35% Better
Some 61 percent of this May’s respondents Worse
believed their inventory levels were just right, 25
percent felt they were too high, and 14 percent
believed they were too low. A year earlier, 77
percent said inventories were just right, 18
percent said they were too high, and 5 percent 25%
said they were too low.
High
Due to severe winter weather in northern
Indiana, where most RVs are built, and a 61% For current market
shortage of delivery drivers, many dealers conditions, your
complained they couldn’t get units delivered from 14% Just Right inventory is:
the factories to their dealerships in a timely Low
manner. This sentiment was reflected in the
survey results. Some 55 percent of respondents
said they couldn’t get new product delivered in a
*Charts may not total
continued on page 14 100% due to rounding.
JUNE 2014 13continued from page 13
reasonable amount of time. Another 21 percent
said timely delivery “depends on the manufac- Is the right amount
turer,” and 14 percent of respondents said they of retail credit
went to the factories themselves to haul back the available? 100%
RVs they ordered. Yes
“It is a bit of a hassle, but it increased our
sales by being able to get what we wanted when
we wanted it, instead of being at the mercy of
transport 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 22%
quarter of the year, and 30 percent of survey
respondents said sales at their show were better No Is the right amount
this year than in 2013. Twenty-five percent felt of wholesale credit
this year’s show didn’t go as well as last year’s, available?
and 45 percent said sales were about the same. 76%
Dealers unanimously believe there’s an Yes
adequate amount of credit available for inventory
financing, and 78 percent said there’s enough
retail credit available for their customers. n
*Charts may not total
100% due to rounding.
14 RV EXECUTIVE TODAYJUNE 2014 15
F I N A N C I N G
RV Inventory Turn and Aging
Rates Indicate a Healthy 2014
GE Capital CDF’s Tim Hyland says dealership metrics,
good economy, make him optimistic about the RV industry.
As the leading wholesale finance company in the RV A. As you can imagine,
turn is affected by many
industry, GE Capital, Commercial Distribution Finance
factors, such as time of
provides flexible inventory financing that helps keep year, geography, product
RVs rolling from manufacturers to dealer sales lots. In type, manufacturer, and
model. What we really pay
this special Q&A with RV Executive Today, Tim Hyland,
attention to is actual turn
president, recreation and specialty vehicles, takes a versus expectation and if
look at the economic landscape for the RV business. that turn is changing.
Overall, we have seen turn
Tim Hyland You’ve said that the and asset levels have risen.
Q
remain consistently above
RV industry should Aging, the ratio of 2X on a blended basis
be able to build on financed inventory less than across all product types,
its recent success again a year old to the amount of which is positive consid-
this year. What are key inventory greater than a ering the increases we’ve
performance indicators year old, is also an indicator seen. Ultimately, we see
you look at when deter- and has remained under 10 most dealers manage inven-
mining the industry’s percent, which we consider tory and specific asset types
strength? positive. We’ve seen both based on their experience
A. When we look at our turn and aging in that and the merchandising
portfolio, a couple of the healthy range for the past needs of their market.
factors used to assess couple of years, which is
Through support of
industry health are aging
and turn. We like to see
turn, which reflects the
indicative of a healthy port-
folio.
Overall economic
performance plays a key
Q industry education
events, such as the
upcoming RV Dealers
number of times a dealer's International
inventory is sold and role when it comes to the
Convention/Expo, GE
replaced over a period of RV industry’s strength.
CDF has shown a
time, remain steady at a Factors that affect
commitment to
healthy level. We have seen consumer confidence and
improving the profes-
turn remain above 2X as growth in disposable
sionalism and prof-
the industry has improved income are areas to watch.
itability of RV retailing.
While it may remain
What types of resources
Follow uneven, we expect to see
does GE offer its dealer
company benefit from a relatively
clients to help them
news via good economy, and we’re
succeed?
Twitter. feeling optimistic about the
RV industry in 2014. A. CDF has been financing
the RV industry for more 30
Every dealership is
Q different, but can
you explain what
type of inventory turn
years. Our RV team has
many years of experience in
the industry, which gives us
a unique perspective to
GE CDF would like for
help our customers with
various product types?
twitter.com/GE InventoryFin their business needs.
16 RV EXECUTIVE TODAYAlso, our business company and external economy important, the economy. Its resur-
intelligence tools are what thought leaders from and where does the RV gence has helped the
make us stand out. Our Harvard Business Review, industry fit into it? middle market remain
customers have access to McKinsey, and more. A. This segment of the ahead of the S&P 500 in
COMS, our online inven- In addition, through economy is extremely terms of revenue growth.
tory management system, an exclusive relationship important because GE Capital,
which provides data and with Spader Business although the middle Commercial Distribution
actionable insights that Management over the market represents just Finance provided $34
can help our customers past several years, GE has three percent of all U.S. billion in financing for
make informed decisions offered subsidized educa- companies, it accounts for more than 30,000 dealers
about their inventory. tional opportunities to one third of all private and more than 3,000
We’re also proud to drive dealer stability and sector jobs. GE Capital has distributors and manufac-
offer our customers Access growth through a variety partnered with the Fischer turers in the United States
GE that offers insights of educational programs. School of Business at The and Canada in 2013.
digitally through our GE CDF has played Ohio State University to Programs include inven-
Access GE portal, which all
of our customers have
access to, and through
multi-customer meetings
Q a leadership role in
educating policy-
makers, regulators, and
research and promote this
part of the economy.
The RV industry fits
tory and accounts receiv-
able financing, asset-based
lending, private label
financing, collateral
opinion leaders on right into the definition of
and one-on-one engage- what’s termed “the the middle market, with management and related
ments for our strategic middle market,” so many dealers and financial products. For
customers. That’s why it’s defined as companies manufacturers in the $10 more information, visit
unique to work with GE with annual revenues million to $1 billion range. www.gecdf.com/ or
Capital – our customers of $10 million to $1 We think the RV industry follow company news via
can leverage the expertise billion annually. Why is should be proud to be Twitter (twitter.com/GE
of the greater GE this segment of the part of this segment of InventoryFin). n
JUNE 2014 17R E N T I N G
RV Dealers Report Higher RV Rental Revenue
By Jeff Kurowski
R V dealers with rental fleets reported dramatic
increases in rental revenue in 2013, and more than
half plan to expand their fleets this year, according to a
50%
45%
32% respondents
survey conducted by the Recreation Vehicle Rental
40%
Association (RVRA) in April.
Almost 80 percent of the respondents took in more 35% RV Rental Revenue
money from rentals last year than in 2012, with some Comparison
reporting jumps of as much as 49 percent. More than 30%
half of respondents had double-digit increases. Another
2013 vs. 2012
% REVENUE INCREASE
25%
11 percent had flat rental revenues in 2013, and 10
percent said their revenues were down. 20%
With the rental market so hot, 55 percent of the 26% respondents
dealers said they plan to expand their fleet this year in 15%
order to capture more rental business. Dealers who
10%
aren’t planning to expand cited floor plan costs, higher
21% respondents
personnel costs and insufficient market demand. 5%
Six to seven nights is the most popular length of an 11% respondents
RV rental contract, according to respondents. Almost 0%
half said that was their average contract length; a third 5% respondents
-5%
said four to five nights was their average, and a sixth
said three nights was their average. -10%
Although multi-location operations that focus more 5% respondents
on rentals than on sales primarily rent Class C -15%
motorhomes, a high percentage of dealers who
-20%
responded to the survey rent towable RVs. Three-
quarters said they have some towables in their fleet, and
20 percent rent towables exclusively. Another five
percent have fleets that are 95 percent towables, and 10
percent have rental fleets that are 80 percent towables.
Ten percent of respondents rent Class Cs only.
Rental Fleet Composition Rental Fleet Size
DEALERS WHO RENT AT LEAST SOME: 2014 vs. 2013
Towables 85% 55% RVRA is a unit of RVDA, and the survey was
conducted through the RV Retailer Intelligence
program, a service of the RV Assistance
Class C 70%
Corp. (RVAC), a wholly-owned
34% subsidiary of RVDA. n
Class B 20%
Class A 55% 10%
Bigger Same Smaller
18 RV EXECUTIVE TODAYRockin’ Rentals
By Mary Anne Shreve
M ost RV dealers are “scared to
death of rentals,” says Thad
Weed, but that didn’t deter him from
get outdoors but aren’t
interested in the expense of
RV ownership and the
gambling last year on his own rental hassles of towing. Weed
business, Valet RV Rental in says it’s a headache-free way
Loganville, GA. The business is small to introduce people to
– three units currently – but Weed camping, and some
appears to have hit on something big. customers have become
He had 110 reservations last year, and owners.
this year he’s booked more than 140 Gary McCoskey got
for the next of couple months alone. the same reaction Weed got
The demand made him decide to add when he told friends he was going to RVs, because those sand duners keep
four campers to his fleet. start renting RVs – “They said I was him busy even through the winter
“It’s really catching fire,” he says. crazy.” But he, too, has seen his months.
“People started finding me late last business – Sand Highway RV in Sun At Neff Brothers RV in Lorain,
year, and now business has picked up City, AZ – go from zero to 60 in the OH, half of the renters are repeat
dramatically.” He posts his business on past few months. When his units customers. “Some go on to buy an RV
Craigslist and has gotten inquiries quickly booked up this spring and he of their own, but half of our clients
from potential customers as far away found himself turning down caller rent once or twice a year because they
as Russia. after caller, he ordered three new units don’t want the hassles of insurance,
Weed says his location and for his fleet, including two toy haulers prepping, storage, and so on,” says
business plan are the perfect combina- for sand duners who bring their ATVs Ralph Neff. “It’s the ease-of-use factor
tion. He’s within easy reach of popular to the nearby desert. for them.”
Florida parks, and he delivers and sets “I’m definitely in an expansion Neff is planning to add more
up the travel trailers so that “all the mode,” McCoskey says. “It’s been a bit trailers to his fleet and offer long-term
clients have to do is show up and start of a gamble, but it sure seems like rentals to insurance companies and
camping.” we’re going to have the business to other businesses for corporate use.
Almost all of his renters are first- support it.” Arizona’s year-round “We see that as a growth area for us,”
time campers, families who want to season is a natural fit with renting he says. n
Worried About the Tin Can Maneuver?
One of dealers’ biggest concerns about getting into the rental
business is that customers might trash the units. “Dealers don’t
want to deal with the breakdowns or the repairs, or think about
what could happen when a first-timer is backing up the unit or
doing a tin can number where they take the roof off going under a
bridge,” says Thad Weed of Valet RV Rental in Loganville, GA. But
that fear may be overblown, says Gary McCoskey of Sand Highway
RV in Sun City, AZ. “A lot has to do with the security deposit. When
renters have $1,000 on the line that they won’t get back if they
damage the unit, that changes their attitude. And by renting out
nicer, newer units, we find people tend to take better care of them.”
JUNE 2014 19Time’s Running Out to Apply for College Scholarship
APPLICATIONS ARE DUE NOW!
D ealership employees
and their dependents
who are college undergradu-
cant’s prior experience
working in the RV industry
or desire to do so after
Family. The Kindlunds
founded Holiday RV
Superstores, the first
For more information on
the Learning Center, go to
www.rvlearningcenter.com,
ates majoring in an RV college will be taken into publicly-traded RV dealer- e-mail info@rvda.org, or fax
industry-related subject such consideration when ship. Newt Kindlund (703) 359-0152. The Learning
as business, finance, or awarding the scholarship. remains active in the RV Center is a tax-exempt organ-
accounting are eligible for a Dealers can download a industry and currently serves ization, and contributions may
$2,500 scholarship given free, full-color poster adver- on the Learning Center’s be tax-deductible as charitable
annually by the Mike tising the scholarship (see board of directors. donations. n
Molino RV Learning opposite page) and display it
Center’s scholarship throughout the dealership to
program. alert employees to the How Much is That
Applicants must be opportunity. The posters and
rising sophomores, juniors or application forms are avail- College Degree Worth?
seniors at an accredited four- able on the Learning
year school and meet certain
academic standards. They
Center’s website,
www.rvlearningcenter.com.
G etting 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 MIT
must submit an application The scholarship economist, not going to college could actually set you back
form and a short essay on program is possible through by as much as $500,000 – the inflation-adjusted lifetime
their goals and objectives for the generosity of the Newt earnings gap between high school graduates and college
attending college. An appli- and Joanne Kindlund graduates. That traditional pay gap continued to widen even
during the country’s sluggish economic recovery. College
grads made 98 percent more per hour on average last year
than people without a degree – a new high. And you don’t
have to graduate from an elite school to get the economic
benefits, according to new data from the Department of
Labor’s Economic Policy Institute. What matters is that you
have a four-year degree.
In general, the higher your level of education, the better
your chance of being employed and earning more. n
EARNINGS AND UNEMPLOYMENT RATES
BY EDUCATIONAL ATTAINMENT
20 RV EXECUTIVE TODAYNeed
Money for
College?
College Scholarships Available from the Mike Molino RV Learning Center
More information and an application available at www.rvlearningcenter.com
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.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
YOU ASKED FOR IT - YOU’VE GOT IT!
NEW DATES: Nov. 10-14 • NEW LOCATION: Bally’s on the Las Vegas Strip
members said they The Young RV Executives program,
RVDA wanted a convention EARLY BIRD FULL REGISTRATION RATE with events specifically focused on the
location on the Las Vegas Strip needs of younger executives and new
and later dates so they could SAVE managers, returns for a second year.
bring more employees. Well, we $599
for first dealership
30%!
heard you! The 2014 RV Dealers
registrant
International Convention/Expo will $499
per each additional Make the 2014 RV Dealers International
be in the center of the action – Bally’s on
registrant Convention/Expo your destination for:
the Las Vegas Strip – and take place a full • A rich learning experience bringing
month later than previous years. together approximately 60 educational
If you’ve registered for the convention
Between our new, central location and sessions on subjects driving your dealership
and want to bring employees to attend
more convenient dates, this is the year to today
just the Vendor Training +Plus program,
participate in the premier annual
you can register them for that program
• A new education track dedicated to
networking event for RV dealers.
for $195 per person. The Vendor
social media and Internet-based marketing
And flexible registration rates
Training +Plus badge will also give the
combined with early bird discounts make • Business opportunities in the expo,
holder access to the expo and the
it possible for more of your staff to share where dealers can meet more than 100
opening reception on Tuesday, Nov. 11.
in this learning opportunity. RVDA dealer members only – manufacturers, vendors, and suppliers
Education is the passport to better- expires 6/30/14 • Mike Molino RV Learning Center’s
managed, more productive dealerships, shorter, streamlined workshops for
and this year’s dealers/GMs, service writers/advisors,
VENDOR TRAINING + Plus convention offers something for marketing and sales staff, parts and service managers, and
everyone. Vendor Training +Plus rental operators
sessions will give you and your staff valuable face time with • Partners in Progress dealer/manufacturer meetings, now
vendors and business partners and are included in your full spread out from Monday through Thursday so
registration. They’re also available at a special dealers can attend more workshops
low rate for employees who can only spend a
day or two away from the dealership. FOR MORE INFO VISIT • Social events and networking opportunities
V
WWW.RVDA.ORG/CONVENTION
AND REGISTER TODAY!
Presented by:
The Mike Molino Follow the conversation on:
22DEALER REGISTRATION FORM
1. Registration Information. Please copy this form if adding registrants.
Company Name_______________________________________________________
Phone ____________________________ Fax ______________________________
Address ____________________________________________________________
City______________________________ State/Prov________ Zip/PC____________
Email ______________________________________________________________
Nov. 10-14, 2014
2. Registration Fees: BEST Bally’s on the Las Vegas Strip
VALUE!
First registrant locks in today’s lowest rate for all future dealership personnel! Early Bird Advanced Late Amount
by 6/30 by 8/29
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 $
Registrant Name ____________________________________________ Email ______________________________________________
Badge First Name ___________________________________________ Please check here if you require special accommodations.
Third Registrant – includes Vendor Training +Plus, a $195 value! $499 $599 $879 $
Registrant Name ____________________________________________ Email ______________________________________________
Badge First Name ___________________________________________ Please check here if you require special accommodations.
Fourth Registrant – includes Vendor Training +Plus, a $195 value! $499 $599 $879 $
Registrant Name ____________________________________________ Email ______________________________________________
Badge First Name ___________________________________________ Please check here if you require special accommodations.
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.
VENDOR TRAINING + Plus ONLY The cost is $195 per person and includes Vendor Training +Plus training on Monday, Nov. 10 and Tuesday, Nov. 11, and
Tuesday’s reception in the Expo. Photocopy this form to add more registrants for Vendor Training +Plus.
Name _________________________________ Badge First Name __________________ Email _____________________ $
V _________________________________ Badge First Name __________________ Email _____________________
Name $
3. Payment Information: TOTAL $
Full Amount or Easy Pay (credit card only: 3 equal installments will Check enclosed
be charged to your credit card, first on date received, then at 30 and 60 days). Charge my: VISA MasterCard Amex Discover
If neither box is checked you will be charged the full amount in one payment.
Name on Card _________________________________ Card #___________________________ Expires ________ Security Code _______
Billing Address _________________________________ City ____________________________ State/Prov _____ Zip/PC ____________
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.org
RVDA 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 be
deducted 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 and
August 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) of
the Internal Revenue Code. Contributions may be tax deductible as charitable donations. 23GO RVING PROMOTES RV TRAVEL THROUGH
SPRING FEVER SWEEPSTAKES
ON OUTDOOR CHANNEL
Edited by RVDA Staff
F or the third consecutive
year, Go RVing partnered
with the Outdoor Channel to
various social media platforms.
The Spring Fever
Sweepstakes received support
co-sponsor the network’s both on-air and online with
popular Spring Fever four custom vignettes that
Sweepstakes. feature Outdoor Channel
The sweepstakes kicked personalities talking about the
off on April 1 and offered the appeal of RVs for outdoor
grand prize winner the choice enthusiasts. The Outdoor
of either a Lance 825 truck Channel also promotes the
camper or a Lance 1575 travel benefits of RV travel through
trailer. Lance Camper outdoorchannel.com, a custom
Manufacturing Corp. was Spring Fever Sweepstakes
selected in a lottery among In addition to completing new element to this year’s microsite, targeted emails, and
RVIA members to provide the the online entry form for the promotion. Entrants uploaded the network’s social media
sweepstakes prize vehicle. Spring Fever Sweepstakes, photos depicting “My favorite outlets, including a Go RVing
There were also outdoor- participants could gain an getaway” with a brief descrip- co-branded trip itinerary
themed daily prizes awarded additional entry by taking part tion and were encouraged to widget. n
during the sweepstakes. in a photo contest that was a share the photo and story on
IN THE NEWS:
Reorganized CalRVDA Holds Annual Conference
CalRVDA members met on April 30 for
their first annual conference in several
years. Guest speakers included Bill
Brennan of the California New Motor
Vehicle Board, RVIA President Richard
Coon, and RVDA President Phil Ingrassia.
CalRVDA President Ernie Friesen and new
executive director Terry McHale also
addressed the group and discussed
CalRVDA’s work to advance the RV
industry in California. The group also
honored recent past presidents Troy
Padgett, Joey Shields, and Darrel Friesen.
From left: Phil Ingrassia, Troy Padgett, Joey Shields, Darrel Friesen, and
Ernie Friesen
24 RV EXECUTIVE TODAYGet on board with Go RVing! Return this form TODAY! Name: ______________________________________________________________________ Please enroll _____ dealership(s) at $225 each. Company: __________________________________________________________________ Make checks payable to RVDA. q Check here for leads delivered by U.S. mail. Address: ____________________________________________________________________ Credit card (circle): VISA MC DISCOVER AMEX City: __________________________________________State: _____ Zip:____________ Credit card #: ___________________________________________ Exp. date: ________ Phone: ___________________________________ Fax:______________________________ Cardholder: ________________________________________Security code: ________ Email: ______________________________________________________________________ Signature: __________________________________________________________________ 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 to info@rvda.org
26 RV EXECUTIVE TODAY
Online Training with FRVTA’s
DISTANCE LEARNING NETWORK
FRVTA – The Mike Molino RV Learning tion sections. Also included are manufacturer- and
supplier-specific advanced repair and troubleshooting
Center Partnership classes designed to upgrade technicians’ skills.
$995 per year for each dealership location. Completion of these classes qualifies for recerti-
Over 50 sessions available, 24 hours a fication hours. Classes are available 24/7
day, seven days a week, with full access throughout the program year, providing
to training through July 31, 2014. maximum flexibility.
The DLN offers your dealership: • Service Writers/Advisors – This
• Onsite training three-hour program is valuable for both
• Group training new staff and experienced personnel
• No travel time or expenses preparing for the RV Learning Center’s
• Self-determined pace Service Writer/Advisor certification.
• One fixed price of $995 for the
subscription term • Greeters/Receptionists – This 50-minute
session is suitable for all employees who need
The DLN offers online training for: customer service skills. It includes a final exam and
certificate of completion.
• RV Technicians – The certification prep course
helps technicians get ready for the certification exam. • Dealers/GMs – This program features important
Your subscription includes unlimited access to more topics for management, including lemon laws, LP gas
than 50 training sessions, reviews, and test prepara- licensing issues, and the federal Red Flags Rule.
DEALERSHIP REGISTRATION
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: ______________________________________________________________________________________
11/2013
For more information, call (386) 754-4285 or go to https://www.fgc.edu/academics/occupational-programs/rv-institute/
JUNE 2014 27You can also read
