By Greg Gerber on 7/28/2008 12:54 PM

News last week that FEMA was asking a court for immunity from any financial responsibility related to Hurricane Katrina is downright laughable.

The Federal Emergency Mismanagement Agency (FEMA) dictated to the RV and manufactured housing industry the specifications for how emergency housing should be build. The agency ordered thousands of temporary homes and demanded that they be built as quickly as possible.

After the RV industry responded by building housing to FEMA's specifications in a very timely fashion -- some bottom-feeding attorneys saw an opportunity to sue any company or group that built RVs, ordered RVs, sold RVs, or had the letters RV in their name simply because an odorless gas was being emitted at levels for which there were no consistent federal standards.

Facing billions of dollars in potential liability, FEMA now smugly wants to be left off the hook for causing the whole mess in the first place. How typical.

Read More »

By Mike Whitty on 7/28/2008 1:33 PM

For the longest time, customers purchased items in one of two ways: either by walking into a store or mail ordering from a catalog. Well, in many cases, the store is still there, but the mail order catalog is slowly being replaced by the Internet. It's less costly and can be updated more frequently by providing this information on the web, then having our poor mail carriers lug these heavy catalogs around, and reproduce them with the high cost of printing and stamps.

So, to help you understand where your customer future lies in relationship to the Internet, I've placed customers into three main categories, and attempted to provide a description of each.

Click 'N' Order Customers

Click 'N' Order customers usually purchase items based on price, information, and service. A dealership appealing to Click 'N' Order customers usually needs to provide all three or be so superior in one facet, like offering special internet pricing, that they don’t mind less concentration on the other two factors. In reality, many people don’t expect to necessarily save money by shopping online, especially by the time shipping costs are factored into the final price. They do expect value-added sellers, and they love buying from the comforts of their home. For example, RV dealerships that have online accessory pages on their websites provide a great deal of information, selection, and customer service through their website, and this can appeal to many Click 'N' Order customers. Click 'N' Order customers expect their online experience to be fast and extensive, painless, with more options than Brick 'N' Mortar. If there are any problems with their online experience, they can immediately click away to another website. In a few words,Click 'N' Order customers expect speed, flexibility, and options; they are generally very savvy shoppers. Plus, they just have a lot of fun buying things in their pajamas and having them delivered directly to their front door in just a matter of days.

...

Read More »

By Mike Whitty on 7/28/2008 1:22 PM

With the market being slightly down and gas prices high, selling a luxury, recreational product like an RV may take a little more work.  This simply means that you need to develop ways other than showroom customers to attract business.

As an RV sales professional, often the only thing that separates you from the competition is how well you have mastered the art of meeting and connecting with new people. Here is an example of the seven rules of networking, the five types of people to network with and seven sure-fire tactics to that lead to a successful networking game plan.

The Seven Rules of Networking

1. Smile A smile is a universal welcome sign. A smile allows the other person to know you're approachable.

2. Look the person in the eye It's a compliment to look at someone sincerely. It's also a way to connect with someone new in the shortest time possible. We all get an uncomfortable feeling when we're talking with someone who looks over our shoulders or around us.

3. Listen...

Read More »

By Kevin Maxwell on 7/28/2008 10:45 AM

When life hands you some lemons, perhaps you should think about the rental business.

Read More »

By Mike Whitty on 7/28/2008 12:25 PM

I'm sure most of you have heard of Zig Ziglar. Well in one of Zig's audios I was listening to during my daily walk, there were a number of comments about the habits of well-organized people which I couldn't resist surveying, and sharing with you.

What are the habits of well-organized people?

Can a person be 'taught' skills that will make them organized, or is that a quality you either possess or lack?

I asked these questions to some of my training coherts and here were some of their responses:

"I think that natural abililty has to be coupled with good training to fully develop skills such as being organized."

"Thankfully, organizational skills are learned. The first requirement is DESIRE. The second is WORK! By consistently using such tools as a well thought out set of goals, a planner and a PRIORITIZED daily "to-do" list, I have made a positive difference in my personal and professional life."

"A well-organized person reviews their actions each day. They assess where...

Read More »

By Bob Zagami on 7/25/2008 6:31 PM

For a long time folding camping trailers, affectionately known as pop-ups, were looked upon with disdain by many dealers and sales reps.  They didn't have the time to talk to prospects that were looking for "one of those" campers.  If a rep was talking to a pop-up prospect and somebody asked a question about a larger trailer or motorhome, they were gone in a flash, never to return.

I recently talked with Dave Newhouse, editor of Pop UP Times magazine to see if things have changed now that the market has undergone a major correction.  Dealer lots are filled with trailers and motorhomes that are not moving and guess what - many of them still don't have pop-ups to sell.

Why do some dealers stay away from pop-ups while others bulld their entire business around them? 

Read More »

By Greg Gerber on 7/24/2008 9:48 AM

I was shocked to learn that FreedomRoads CEO Marcus Lemonis has enough time to take on a part-time job running a racetrack in Wisconsin.

The Illinois resident has agreed to take on the role of chairman of the Milwaukee Mile racetrack. It's a motorsports venue under investigation by the State of Wisconsin for a variety of spending and accounting irregularities. I suspect it will take an extraordinary amount of time just to navigate that minefield.

What is interesting is that Lemonis doesn't seem to have enough to do running an empire of 59 RV dealers and 78 Camping World locations (according to the FreedomRoads website) which has more than $350 million in inventory sitting on dealer lots in a down economy.

Read More »

By Greg Gerber on 7/24/2008 9:31 AM

Elkhart area officials went groveling to Washington this week seeking taxpayer money -- $50,000 to be exact -- to study the long-term future for the RV industry.

Apparently, the local officials want to get some university professors to ask RV manufacturers a few questions and then compile data commonly available from the Census Bureau website into a fancy looking report they can then show off at some county board or city council meetings to reassure people the RV industry will be coming back.

What a colossal waste of taxpayer money and time. If Elkhart-area officials are going to invest $50,000 on anything it should be for lessons in common sense and basic economics.

Read More »

By Greg Gerber on 7/22/2008 3:07 PM

Okay, I'll admit I was skeptical. Usually, whenever I receive a press release from the RV Industry Association suggesting their Campfire Canvass is reporting good news, I surmise the campfire is actually the coffee pot at RVIA's Reston, Va., office and the people surveyed are the RVIA staff.

After all, it's the job of a trade association to keep their industry is a positive light. And RVIA does their job very well. But, this year, what's actually happening among RV owners mirrors the survey results.

In recent weeks, we have posted news story after news story that independently confirms almost verbatim the Campfire Canvass survey results. Campgrounds are packed with happy campers.

Consequently, it appears that the biannual survey of campers conducted earlier this year was, indeed, prophetic in predicting how RV owners would remain committed to their chosen lifestyle.

Read More »

By Greg Gerber on 7/21/2008 9:06 AM

An Indiana state legislator is promising to introduce legislation to suspend the sales tax on RV purchases in order to "bump up production and bringing movement back into our Hoosier RV industry."

There is just one problem with State Representative Jackie Walorski's initiative -- she won't introduce the legislation until January.  Apparently, the Hoosier RV industry will have to suspend itself until Walorski gets around to proposing the relief.

But, it's the thought that counts.

Representative Walorski is right -- sales tax on RV purchases should be suspended. In fact, it should be eliminated. But it would be in the best interests of the state and the people of Indiana if elected officials would put down the cotton candy at state and county fairs, step off the parade route at community celebrations, stop shaking hands and march their tushies back to Indianapolis and get to work.

Read More »