JANUARY 2015 Manufacturers Debut New Models - … 2015 RVET... · C O N T E N T S January 2015 10 Manufacturers Debut New Models R etr o- sy ling ,f uw a dh ... Ronnie Hepp, CAE Editor:

Society of Certified RV Professionals Announces First Recognition Group page 14

Go RVing ConsumerImpressions Top 4BillionNew mobile and tabletoptimization project helps boostdigital page views by 20%

They’re H-e-r-e!Dealers and hitchmanufacturers,prepare foraluminumpickups

ManufacturersDebut New Models

JANUARY 2015

page 10

page 18

page 22

26 RVDA endorsed products30 Mike Molino RV Learning

Center contributors 31 RV industry’s training calendar 31 Advertisers index

C O N T E N T S January 2015

10 Manufacturers Debut New Models Retro-styling, full-wall slide outs, heated

underbellies, beds that rise to the ceiling – all of thatand more was on display at the annual National RVTrade Show.

14 Recognition Program Announces First Group of Certified, RecertifiedIndividuals

The Society of Certified RV Professionals’recognition program is honoring 38 technicians andfixed-operations professionals who earnedcertification or recertification during the past quarter.

15 Tony Yerman: Certification is “Like aMental Toolbox”

The first in a new series on the reasons and rewardsfor professional certification and training focuses onRVDA Service Consultant Tony Yerman, who wasrecently honored for his longstanding status as aMaster Certified Technician.

18 RV Dealers and Hitch Manufacturers –Prepare for Aluminum Pickups

Steel and aluminum don’t mix, and RV dealers andhitch manufacturers need to prepare for that fact,because Ford’s aluminum-bodied F-150 pickups arenow hitting the roads.

20 Don’t Expect Your Employees to be Excellent

Do you simply assume that your staffers are doinggreat things, or do you give them the necessary toolsand measure their performance?

22 Total Go RVing Consumer ImpressionsTop 4 Billion in 2014

Go RVing chalked up the highest number ofconsumer impressions in its history last year, thanksin part to a new mobile and tablet optimizationproject.

5JANUARY 2015

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14

15

18

20

22

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

delegates 9 Industry trends

I N EVERY I S SUE :

6 RV EXECUTIVE TODAY

One of the tenets of the RV businesssince I’ve been around is the idea

that fuel availability is more important tothe industry’s overall health than fuelprices. During periods of high gas prices,RVIA commissioned consumer studiesshowing that consumers still believe RVtravel is a good value – even when they’repaying more at the pump.

Now that the price of gas is lowerthan it’s been in years AND there’s goodavailability, what does that mean movingforward?

Three economic factors thatimpact RV sales

RV retail scorekeeper Tom Walworthof Statistical Surveys talks about the RVindustry’s three-legged stool of economicfactors that drive sales – interest rates,unemployment, and fuel availability.

“Of course fuel availability will impactfuel prices,” he says. “This combinationaffects the overall cost of owning an RV.The sales of RVs will grow when the costgoes down. In addition, the buyer will loadup an RV with more options, and we’reseeing that with an increase in unit cost.”

Another benefit to the RV industry isthat when fuel costs go down, consumersare more likely to purchase vehicles moresuitable for towing RVs. Riddhish Dubal,an automotive industry consultant forAlvarez & Marsal, told the FinancialTimes that most automakers regard $3.50a gallon as a tipping point in consumersales decisions. “If you go lower,consumers historically purchase largertrucks and big SUVs,” Dubal said.

Upgrading to a larger vehicle doesn’tnecessarily mean spending more on gasthese days. Fuel economy for trucks andSUVs has improved significantly over thepast several years. Ford is making waveswith its aluminum framed 2015 F-150,and nearly all SUVs use the base tech-

nology of lighter sedan models to improvefuel efficiency. New technology meansthat many truck and SUV owners areenjoying good gas mileage with increasedtowing power.

More consequencesOf course, the rapid drop in oil prices

has consequences for the domestic energybusiness.

Per-barrel prices of under $70 “willultimately slow U.S. production and couldpermanently stem future momentum inU.S. supply growth,” Deutsche Bankanalyst Stephen Richardson told the WallStreet Journal last month. He said it won’thit all oil producers the same way. Energycompanies with high debt loads, poorreserves, and high operating costs will behit harder.

But overall, most economists believethat lower gas prices are good for the U.S.economy. Before the recent plunge inprices, the average U.S. household spentabout $2,900 on gasoline. This representsapproximately 4 percent of before-taxhousehold income.

With gas under $2.85 per gallon, theaverage household can potentially save$670 or more per year, if consumptionremains the same. Lower gas prices arealso a key factor in boosting overallconsumer confidence, which leads to morediscretionary spending on RVs and otherleisure products.

The bottom line seems to be thatlower household fuel expenditures willlead to a higher level of disposable incomefor most people…and an economic factorthat makes 2015 look like another goodyear for the RV business.

Have a great year!

LOOKIN

GAHEAD

President: Phil Ingrassia, CAE

Vice President forAdministration:Ronnie Hepp, CAE

Editor:Mary Anne Shreve

Graphic Designer: Ginny Walker

RV EXECUTIVE TODAY

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

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

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

RV Executive Today (ISSN #1088-873X) Volume 19, Issue 1

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

RVDA STAFFChuck BoydDealer Services Manager

Hank FortuneDirector of Finance

Jeff KurowskiDirector of Industry Relations

Julie Anna NewhouseMarketing Manager

Brett Richardson, Esq., CAEDirector of Legal and RegulatoryAffairs

Julianne RyderMarketing Communications Specialist

MIKE MOLINO RV LEARNING CENTER STAFF Karin Van DuyseChief

Liz FlemingEducation Coordinator

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

The Ripple Effect ofLower Gas PricesBy Phil Ingrassia, CAE, president

7

For most of us in the RV business, 2014 was a good year.By the time the final industry numbers are in, total new

unit shipments are expected to be close to 350,000, making2014 the best year for RV production since 2007.

Our partners at the investment firm R.W. Baird, whichmonitors the publicly-traded RV companies, say dealerinventories are in line with retail demand and that ourmajor manufacturing partners are in excellent financialhealth.

Taking a look at RVDA, we’re coming off an extremelysuccessful convention/expo that posted an increase inattendance of more than 20 percent, which is important toour financial performance in FY2015. In FY2014, whichended June 30, the association generated a slightly largersurplus than expected, which is welcome news. However,we need to continue to focus on building revenue for bothRVDA and the Mike Molino RV Learning Center,because association finances aren’t tied to how many saleswe make but to how many dealers and dealershipemployees participate in member benefits and educationprograms.

Looking forwardThe forecast for 2015 promises continued growth. As

RVIA’s Richard Coon pointed out last month in Louisville,key economic factors such as fuel prices, employmentnumbers, the stock market, and tow vehicle sales aretrending in the right direction. All these favorableeconomic headwinds mean shipments are expected to top360,000 in 2015.

With external factors going our way, we need to lookinward at our dealership management practices to makesure we are in the right position to take advantage of agrowing RV market. Next year’s performance will be up toeach of us as managers. Are we setting ourselves up forsuccess?

At my dealerships, our management team workstogether to set goals for the year – both personnel develop-ment and budgetary. As the dealer principal, it’s up to meto lead our managers in reviewing our staff to identifythose who add value. We consider which employees alwaysexceed, generally meet, or usually miss their goals.

Are you helping your staff meet goals by encouragingprofessional growth and setting up training or developmentplans for employees? These plans will obviously bedifferent, depending on the person and his or her perform-

ance level. There comes a time when, if we as dealers havedone all we can, it’s up to us to identify employees who willnot make it and move on.

I also develop budgets with my department managersand, once those are agreed to, we identify the key factorsneeded to reach our goals. We develop tracking measure-ments and set monthly and quarterly performance targets sowe can see if we’re on the right path throughout the year.

Many times we have our hands full just keeping upwith business during growth cycles, but it’s helpful toestablish three key initiatives to accomplish in the next 12months. Examples could be to expand your service capacity,get all techs certified, have all service and parts employeescertified, improve product lines, add a location, expandparts offerings, or develop a business development center(BDC).

If a dealership can do three of the above, that’s greatprogress. Three is a manageable number. Of course, asdealer principals, it’s our responsibility to lead the manage-ment team in developing initiatives that we have theresources, dollars, personnel, space, and expertise to accom-plish. Good leaders delegate responsibility to those on theteam most likely to be successful, and it’s important toassign measurements so everyone is clear on what’sexpected for the year.

As we put the hectic holiday season behind us, now isthe time to set up 2015 for success. With proper planningand execution, it should be another good year for RVdealers, RVDA, and the RV industry!

Happy New Year! Taking Stock ofLast Year and Looking ForwardBy John McCluskey, chairman

“It’s our responsibility to lead themanagement team in developinginitiatives that we have the resources,dollars, personnel, space, and expertiseto accomplish. Good leaders delegateresponsibility to those on the team mostlikely to be successful, and it’s importantto assign measurements so everyone isclear on what’s expected for the year.”

CHAIR

MAN’S

REPORT

JANUARY 2015


ChairmanJohn McCluskeyFlorida Outdoors RVCenterStuart, FL(772) [email protected]

1st Vice ChairmanBrian WilkinsWilkins R.V. Inc.Bath, NY(607) [email protected]

2nd Vice ChairmanDarrel FriesenAll Seasons RV CenterYuba City, CA(530) [email protected]

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

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

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

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

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

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

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

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

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

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

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

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

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

ArkansasMichael MoixMoix RV SupercenterConway, AR(501) [email protected]

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

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

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

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

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

FloridaRob RothenhauslerOcean Grove RVSupercenterSt. 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 FamilyTrailer 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]

MaineLinda MailhotSeacoast RVSaco, ME(207) [email protected]

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

MassachusettsBrian SullivanCampers Inn of RaynhamRaynham, MA(508) [email protected]

MichiganChad NeffAmerican RV Sales &Service Inc.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]

MissouriTed EvansMid America RV Inc.Carthage, 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 RVCorporationWeare, 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]

OregonLisa LarkinGib’s RV SuperstoreCoos Bay, OR(541) [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]

TexasMark ClaySouthern RV SupercenterTyler, TX(903) [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]

VACANTHawaiiNorth Dakota

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]

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

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

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

Mike NobleNoble RV Inc.Owatonna, MN(507) [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]

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]

Ed UngerTom Raper IncRichmond, IN(765) [email protected]

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

Participating PastChairmenBruce 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 RecreationalVehiclesNorman, OK(405) [email protected]

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

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

Andy HeckAlpin HausAmsterdam, NY(518) [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]

RVDA

BOARDS: OFFIC

ERS,DIR

ECTORS,&

DELEGATES

U.S. and Canadian dealer inventories of towableRVs shrank in September because retailsales exceeded factory-to-dealer shipments for the sixthconsecutive month, according to market research firmStatistical Surveys/The Thrive Group. Although whole-sale shipments of towable RVs exceeded retail salesduring January through March of 2014, retail exceededwholesale each month thereafter.

In the motorhome sector, wholesale deliveries were

greater than retail sales in August and September.Motorhome shipments also exceeded retail sales duringeach month of the first quarterof 2014 and again during May.

The September inventory

index for towables was 115.7,which represents a slower rateof shrinkage when comparedwith 130.2 in August. Therewas only a marginal differencebetween the towable inventorycontraction in September 2014when compared withSeptember 2013, when theinventory index was 114.2.

In the case of motorhomes, the September inven-

tory index was 92.1, which represents a slower rate ofexpansion when compared with 82.9 in August, and84.9 in September 2013.

The 24,290 towable RVs retailed by U.S. andCanadian dealers in September represents a 12.5 percentincrease when compared with the 21,591 units sold toNorth American consumers in September 2013. (U.S.towable retail sales were up 15 percent in September and8.8 percent during the first nine months of this year. InCanada, towable RV retail sales were up 1.2 percent inSeptember but were down 5.8 percent during the firstnine months of this year.)

Year-to-date, towables retail was up 4.4 percent to239,596 units, compared with 229,501 units sold toNorth American consumers during the first nine monthsof 2013.

Wholesale shipments of towables increased 11.1percent in September to 21,000 units, compared with18,900 units delivered to dealerships in September 2013.During the first nine months of 2014, towable shipmentswere up 9.1 percent to 236,332 units, compared with216,700 delivered during the same portion of 2013.

In the case of motorhomes, 3,225 units were retailed

in September, a 15.1 percent increase over the 2,801 unitssold in September 2013. Meanwhile, motorhome shipmentsincreased 6.1 percent to 3,500 units in September,compared with 3,300 units shipped during September 2013.(U.S. motorhome retail sales were up 16.1 percent inSeptember and 14.7 percent during the first nine months ofthis year, while Canadian motorhome sales increased 4.3percent in September and were up 1.2 percent year-to-date.)

Based in Grand Rapids, MI, Statistical Surveys/The

Thrive Group tracks RV retail sales for the RV industry. Formore information, contact Tom Walworth at (616) 281-9898.The Thrive Group is a partnership between Statistical Surveysand Spader Business Management. n

9

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

50

75

100

125

150

SEPAUGJULJUNMAY

50

75

100

125

150

2014

2013

SEPAUGJULJUNMAY

105.9

137.8

115.7114.2

130.2

101.4

TOWABLES

94.190.8

92.1

82.9 84.9

89.7

MOTORHOMES

YTD

YTD

2013 2014

2013 2014

Towable RV Inventories Shrink for Sixth Consecutive Month By Thomas Walworth, Statistical Surveys/The Thrive Group

INDUSTRY T

RENDS

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

JANUARY 2015

R VIA’s National RVTrade Show continuesto be an important

venue for new product intro-ductions. A prime example isWinnebago Industries Inc.’sretro-styled Brave Class Amotorhome, which also is avail-able as the Itasca Tribute.

Winnebago’s Middlebury,IN-based towables divisiondisplayed product during Open

House Week inElkhart lastSeptember, but thecompany’s ForestCity, IA-basedmotorhome opera-tion did not.

At Louisville,Winnebagounveiled the full-wall slide 31Cfloor plan and the

no-slide 26A floor plan.Although both resemble thefront-end design of WinnebagoClass As from the late 1960sand early 1970s, they includethe floor plan features of atotally modern motorhome.

EverGreen RecreationalVehicles, also based inMiddlebury, showed a produc-tion model of its firstmotorhome, the Imperial ClassB, at Louisville.

A prototype of theImperial, mounted on aMercedes-Benz Sprinterchassis, was shown duringOpen House Week. But sincethen, EverGreen acquiredSkyline Corp.’s RV division

and, after deciding tokeep the workforce atthe former SkylineRV plant in Bristol,IN, EverGreen now isbuilding ImperialClass Bs in the Bristol

facility.The Sprinter chassis, used

by EverGreen for the Imperial,features a V-6 Mercedes-Benz3.0-liter common-rail, direct-injection turbo diesel engine,and is wider than other Class Band C motorhome chassis,allowing for more storagespace.

Also in the motorizedsector, Allied RecreationGroup, which acquired the

Monaco andHolidayRambler brandsin late 2013,resurrected atLouisville theTrek brand Amotorhome,which was builtby the now-defunct MonacoCoach Corp.The originalTrek was builtby Oregon-

based Safari Motor Coach,which was a unit of Monacobefore it went out of businessduring the Great Recession.

The 2016Trek features abed with astandard queensize mattressthat rises to theceiling, deliv-ering all thebenefits of a

WinnebagoBrave

Allied TrekWinnebagoBrave

WinnebagoBrave

EverGreenImperial

Manufacturers Debut New Mode By Jeff Kurowski


11

smaller motorhome with theliving and storage space of amuch larger motorhome,according to Monaco RVPresident Mike Snell. Trek’scutting-edge designs includefour eye-catching exteriordesigns to match their car,trailer or other toys with theirmotorhome.

Another eye-catching unitat Louisville was Livin’ Lite’slaminated fiberglass Ignite toyhauler. The Ignite is the firstmodel built by the ThorIndustries Inc. subsidiary withfiberglass sidewalls instead ofaluminum, said Mike Tribble,national sales manager. It alsois the first Livin’ Lite toy haulerwith wood cabinet fronts, butall of the Ignite’s framing isaluminum, so it won’t rust orrot, he said.

TheVenture RVdivision of KZRV alsofocused on thelight- to ultra-light segmentof the towablesmarket with its

Sonic ultra-lightweight traveltrailers and SportTrek light-weight travel trailers and toyhaulers.

Sonic models can be pulledby a minivan or SUV. Theirgross vehicle weight ratings(GVWR) range from4,000 to 5,400 poundsand lengths of 21 to27 feet, according tothe Thor subsidiary.

The Sonic’s one-piece seamless fiber-glass roof preventspotential leaks, and it includesfeatures such as a custom cafélatte mosaic backsplash, ChefGlass cooktop cover, and woodplank linoleum.

The SportTrek is anaffordably priced series oftravel trailers and toy haulersfeaturing the Under Shieldenclosed, heated underbellyand the Comfort by Designfurniture package.

The Starcraft RVsubsidiary of Jayco Inc.displayed its luxurious TravelStar series of travel trailers andfifth wheels at Louisville. continued on page 12

Livin’ LiteIgnite

Venture SportTrek

Venture Sonic

Venture Sonic

JANUARY 2015

els

Available with a two-year warranty, the Travel StarGalaxy comes with frameless windows, vacuum-bonded sidewalls, upgraded graphics, aluminumrims, and a colored front cap. The interior includesa seven-foot ceiling height and a 21-inch skylightwith LED lighting.

Canadian Class B motorhome specialistPleasure-Way Industries Ltd. showed its PlateauXL at Louisville. Powered by a Mercedes-Benz3.0-liter Blue Tec diesel engine, the Plateau XLseries features Ultra leather fabric, a 60- by 74-inch

Murphy bed, a 13-foot powerawning, custom-milled maplecabinet doors, six-foot, eight-inch interior height andCorian countertops and back-splash.

Meanwhile, Gulf StreamCoach Corp. introduced atLouisville its 41-footInnsbruck destination trailer.It provides maximum space,comfort, and convenience atan affordable price.

The 406FLRInnsbruck floorplan includes a35,000 BTUfurnace and wasdesigned to bedirectly connectedto a campgroundwater line, henceno fresh watertank. n


Starcraft Travel Star

Pleasure-Way Plateau

Gulf Stream Innsbruck

Gulf Stream Innsbruck

continued from page 11

13JANUARY 2015

TThe Society of Certified RVProfessionals announces the first group ofnewly certified or recertified individualsfrom dealerships participating in itsrecognition program. Dealership partici-pation in the program allows the societyto publicize individuals’ certificationachievements on the national level.

A total of 75 individuals earned acertification between Aug. 1-Dec. 10,2014 through the Mike Molino RVLearning Center or the RVDA-RVIARV Service Technician CertificationProgram. Of those, 38 individuals areparticipating in the recognition program –35 technicians and three fixed-operationsprofessionals. (See chart for individuals’ names.)

“On behalf of the entire RV Industry, wecongratulate these professionals and their dealer-ships for their outstanding commitment tocustomer service and satisfaction,” said RVDAPresident Phil Ingrassia. “They join an elitegroup of certified personnel who have success-fully met the high standards of either the RVindustry’s technician certification program or theMike Molino RV Learning Center.”

To become certified, a technician mustcomplete the Certification Career ladder, acomprehensive three-step testing process.Standards were developed by a team of RVindustry technical experts under the supervisionof the Michigan-based National OccupationalCompetency Testing Institute. Recertificationrequires additional education and training everyfive years.

The 22-year-old tech certification programis administered by RVDA and RVIA under theauspices of the RV Service TechnicianCertification Governing Board. The programtests, certifies, and recertifies techs in either atraditional certification or five specialty areas:appliance, body, chassis, electrical systems, andplumbing. For more information, visitwww.rvtechnician.com.

Fixed-ops professionals can earn certificationas parts managers, parts specialists, servicewriters/advisors, service managers, and warrantyadministrators through the Mike Molino RVLearning Center, which offers testing, certifica-tion, and recertification. The center’s credentialswere developed by experts at The Ohio StateUniversity’s Center for Education and Trainingfor Employment and a team of top-performing,demographically diverse working professionals.Suppliers, distributors, dealer-owners, andmanufacturers were also involved in developingthe programs. For information, visitwww.rvlearningcenter.com.

Launched at the 2014 RVDAconvention/expo, the Society of Certified RVProfessionals promotes and recognizes certifica-tion among employees who work at RV dealer-ships. Certified personnel benefit the RV industryby improving the customer experience – certifica-tion lets consumers know that the technicianworking on their RV has superior diagnostics andrepair skills. Recertifying and maintaining certifi-cation show an individual’s ongoing commitmentto staying current in an industry driven bychanging technology and high consumer expecta-tions. For more information, visithttp://tinyurl.com/SocietyofRVProfessionals. n


Society of Certified RV Professionals’Recognition Program Announces First Group ofNewly Certified and Recertified Individuals

The Society of Certified

RV Professionals’

recognition program

will publish a quarterly

update of individuals at

participating

dealerships who have

earned certification or

recertification.

To participate, see

“Recognize

Professionalism”

on page 16.

Master certified technician Tony Yerman ofWilloughby Hills, OH, grew up watching his

father and uncle – home remodelers by profession –build RVs on the side. As a high school senior,Yerman himself converted a small van into a camper.By age 19, he had landed his first paying job in theparts department of a Winnebago dealership, wherehe learned about inventorying and ordering.

After working at several more dealerships, hedecided to open his own business, Western ReserveCamper Specialties, which performed body repairs.During that time, he wrote the first edition of hispopular textbook “The RV Damage RepairEstimator.” He eventually branched out into RVsales, taking on a Gulfstream franchise in 1999.

“Unfortunately, that didn’t last long, because by2005 or 2006 you could start feeling the comingrecession,” Yerman recalls. “The RV industry felt itlong before the economy actually collapsed in 2008.Customers were no longer qualifying for loans, andmore people were coming in with used units to sellthan to buy.”

So he sold his business in 2006 and joinedRVDA as its service consultant. Though he nolonger works in a dealership, he has maintained hismaster technician certification for 11 years, and healso has certification as a service writer/advisor,

service manager, and parts specialist. Yerman originally set the goal of becoming

certified so he could be “the most professional andknowledgeable person possible,” and he continues torecertify “because it signifies I’ve kept updated andam still the best person.” But he admits he originallyhad a few qualms about his goal.

“I knew how to make the repairs, but to bequizzed on what I did or how I did it – that was

15JANUARY 2015

The Society of Certified RV Professionals recently honored five individuals who have maintainedtheir professional certifications for 10 years or more. The five received certificates andcongratulations from RVDA leaders before a standing-room-only audience at the society’s receptionduring the RVDA convention in November. RV Executive Today starts a new series this month thatcelebrates these individuals and explores their reasons – and rewards – for remaining certified.

FIRST IN A SERIES

Tony Yerman: Certification is “Like a Mental Toolbox”By Mary Anne Shreve

RVDA Service Consultant and Master Certified RV TechnicianTony Yerman (left), and 2012 James B. Summers Award recipientButch Thomas at a recent RVDA convention

RECERTIFIEDDavid Schmidt. . . . . . . . Master TechnicianErnie Sparks . . . . . . . . . Master TechnicianDavid Nelson. . . . . . . . . Master TechnicianChristopher E. Johnson TechnicianJeremy W. Troxell . . . . . TechnicianEdward Muehlbauer. . . TechnicianMark Formanek . . . . . . TechnicianJeffrey Void . . . . . . . . . . TechnicianPaul Hauser . . . . . . . . . Technician

NEWLY CERTIFIEDMichael Phillips . . . . . . Master TechnicianNorman Geary . . . . . . . Master TechnicianMichael Cole . . . . . . . . . Master TechnicianJeffrey Young . . . . . . . . Master TechnicianWillie Langdon . . . . . . . Master TechnicianChristian Cosgrove . . . . TechnicianEdgar Salgado-Juarez . TechnicianZane Goodwin . . . . . . . TechnicianStephen Rahe . . . . . . . . TechnicianMichael Cantafio . . . . . TechnicianJames Baker . . . . . . . . . Technician Shane Wagner . . . . . . . . Technician Robert Stanley . . . . . . . TechnicianCurtis Greene . . . . . . . . Technician

Bryan Byers . . . . . . . . . . TechnicianTimothy Pittman . . . . . . TechnicianGregory Berndtson. . . . TechnicianDaniel Hurley . . . . . . . . TechnicianDavid Hegr . . . . . . . . . . TechnicianKevin Johns . . . . . . . . . . TechnicianRobert Kelly . . . . . . . . . TechnicianCharles Bradshaw. . . . . TechnicianJohn Oster . . . . . . . . . . TechnicianAdam Ratliff . . . . . . . . . TechnicianRyan Rossing. . . . . . . . . TechnicianJacob Ticer . . . . . . . . . . TechnicianTodd Wilson . . . . . . . . . Service Writer/AdvisorDarlene Fontenot . . . . Service ManagerAnne Engelhardt . . . . . Warranty Administrator

continued on page 16


RecognizeProfessionalism!Want to give your certified teammembers credit for their hardwork and achievement? Theirnames can appear in the nextupdate. Just return this form byemail to [email protected] or fax to(703) 359-0152. More informa-tion about the Society ofCertified RV Professionals andthe recognition program isavailable at http://tinyurl.com/SocietyofRVProfessionals.

what scared me,” he says. “That fearof failure causes some people to holdback on doing something like this.And most techs read out of neces-sity – they read troubleshooting guidesand instruction manuals because theyhave to. But to get certified requiresbroader knowledge.”

The effort was wellworth it, he says.“Certification allows you tomake more knowledgeabledecisions. It gives you somuch more to work with.It’s like a mental toolbox.”He found he could fix problems faster,which made him more efficient andearned him more money. And hebecame a true repairer instead of aparts replacer.

Not only that, but certificationaffected how he interacted withcustomers, OEMs, and suppliers.“Other service advisors would watchme talk to people and realize I hadsomething they didn’t. They could tellI handled people differently becauseI’d had that training.”

And customers notice that repairsare done differently in a shop withcertified personnel, says Yerman. “Thecommunication between servicewriters and technicians is better. You

do things in a more organized,rational manner. It’s clear that theservice writer or technician knowswhat they’re talking about when theyexplain a repair to a customer, andthat gives the customer more confi-dence in you.”

Yerman’s zest for knowledge alsorubbed off on his colleagues. When he

didn’t have an answer to a repairproblem, he’d hunt for information – amuch harder task in the pre-Internetera. “Other techs would see the effortI was putting into it and would wantto do the same,” says Yerman. “They’dthink, ‘Yeah, I guess there’s informa-tion out there, but you have to go lookfor it, like this guy’s doing.’”

As a repair shop owner, Yermanpushed his own techs to become certi-fied and bought a satellite dish so theycould participate in the distancelearning network program offered bythe Florida RV Trade Association andthe RV Learning Center. They’d spendan afternoon each week in the confer-ence room studying a different subject,

then apply what they’d learned toactual RVs the following day in theservice bays.

One tech in particular dug in hisheels over getting certified, saysYerman. “He said, ‘What are theygoing to teach me that I don’t alreadyknow? I’ve got the tools, I know howto do it.’ But I couldn’t have him

doing repairs if he couldn’tshow that he knew thingslike safety codes and manu-facturer specs.” The tech gotcertified and, though henever thanked Yerman forpushing him, he did

acknowledge that “This worked outpretty good.”

Being recognized at the conven-tion reception sponsored by theSociety of Certified RV Professionalswas a welcome and much appreciatedgesture, says Yerman. In a field wheresome of the jobs are “kind of thank-less,” he says, “it was nice to get somerecognition.”

Technicians, even certified ones,don’t usually get much praise at thedealership. “It’s not like with the sales-people,” says Yerman. “There are lotsof awards for top salesperson. They’realways getting some sort of praise, andthe service department employeesdon’t.” n

continued from page 15

With certification, he could fix problemsfaster, which made him more efficient andearned him more money. And he became atrue repairer instead of a parts replacer.

17JANUARY 2015

When it’s time to hire a newemployee, do you simply dustoff an old job description, onlyto find out – after you’ve hiredsomeone who wasn’t the rightfit – that the description is nolonger relevant?

The hiring process begins with thejob description, so spend the time

and effort to develop one that’s up todate and relevant to your specificposition.

A well-crafted job descriptionensures that unqualified candidatesself-select out and draws in better-matching candidates. Having up-to-date descriptions on hand saves timeand money when you need to hiresomeone quickly.

Getting startedOne option for creating an effec-

tive job description is to use anoutside service that provides jobanalyses. The analyses typically involveinterviews with supervisors and highperformers to answer these questions:

• What daily tasks does the positionrequire?

• What are the key skills required?

• How is success in the positionmeasured?

At Caliper, psychologists andresearch and development teammembers help you uncover theanswers. They use the information tocreate relevant, comprehensive jobdescriptions that will help you hire theright people for the right job.

It’s important to revisit your jobdescriptions often – at least annually.With the world of work changingrapidly, positions’ required skills alsochange. By making sure you’ve speci-fied exactly what you need in thedescription, you help set up new hiresfor success.

RVDA endorsed provider CaliperCorp. is a talent management companythat offers pre-employment assessments,mentoring and onboarding programs,leadership development, successionmanagement, and more. Contact Caliperat (609) 524-1200 or [email protected]. n

J O B D E S C R I P T I O N S

How to Write Job Descriptions that Bring You the Right PeopleEdited by RVDA staff

Steel and aluminum do not mix,and RV dealers and hitch manufac-turers need to prepare for that fact,because Ford Motor Co. starteddistributing its aluminum-bodied F-150 pickups to its dealers last month.

The traditional 2015 F-150 has asteel frame, so its coming to marketmost likely won’t affect thetravel trailer market, because atrailer hitch can be attached tothe steel frame. However,most of the new F-150’s bodyparts – including the rearcargo box – are made ofaluminum, while fifth wheeland goose neck hitches are, atleast for now, made from steel.

When aluminum andsteel come together, a reactioncalled galvanic corrosion produces aneffect similar to rust over time. And

there’s even a small risk of fire ifaluminum dust comes in contact with

a spark.As a result, a

buffering materialsuch as Teflon mustbe used to separatea steel hitch froman aluminum cargobox. A bufferingmaterial is alsoneeded to separatesteel fasteners

holding the hitch in place to separatethem from the aluminum.

The 2015 F-150 isn’t expected tobe widely used for towing fifth wheelsbecause its shorter cargo box andmaximum towing capacity of 12,200pounds means it can’t tow some of thelarger units on the market. A properlyequipped aluminum bodied F-150could, for example, tow a 2015 JaycoJay Flight 38FDDS travel trailer, a

RV Dealers and Hitch Manufacturers – P By Jeff Kurowski

N E W B O D Y M A T E R I A L

Ford’s new aluminumF-150 will require

some changes to thematerials used inhitches. Livin’ Lite

Recreational Vehiclesis working with Ford

on a line of aluminumtruck campers, traveltrailers, toy haulers,

and fifth wheels.

40-foot, 8-inch travel trailer with a10,950-pound gross vehicle weightrating. But it couldn’t tow a 2015Jayco Eagle 325 BHQS, a 37-foot, 9-inch fifth wheel with a 13,750-poundGVWR.

However, Thor Industries Inc.’sLivin’ Lite Recreational Vehicles has alicensing agreement with Ford toproduce a line of aluminum truckcampers, travel trailers, toy haulers, andfifth wheels that will be sold throughLivin’ Lite dealers. As of mid-December, Livin’ Lite was in the earlystages of working with Ford designersto adopt design cues from thealuminum bodied pickups into its RVs.

Meanwhile, auto and truck enthu-siast blogs and publications have spec-ulated for months that Ford willunveil prototypes of aluminum-bodied, heavier duty F-250 and F-350

pickups as early as next summer.General Motors also plans to shift toan aluminum body for its Chevroletand GMC pickups, two other popularRV tow vehicles.

Ford executives at the company’sdisplay at the National RV TradeShow last month said they hadn’t beengiven a timetable for introducingaluminum bodies to Ford’s larger F-series pickups. (Ford didn’t display analuminum F-150 in Louisville;instead, it featured its Transit Van,Class A motorhome chassis, andlarger F-series pickup models.)

Ford is the first major tow vehiclemanufacturer to substitute lighter-weight aluminum for steel as part ofits effort to satisfy government fuel-economy standards that are beingphased in by 2025. The aluminum-bodied F-150 weighs 700 pounds less

than the 2014 version and gets 26mpg on the highway, a 13 percentimprovement over the 2014 model.Automakers must achieve a fleetaverage of 34.1 mpg by 2016 and 54.5mpg by 2025.

Ford has enough capacity at itsDearborn, MI, and Kansas City-areaassembly plants to build 700,000aluminum-bodied F-150s annually,but only time will tell how the truck-buying public reacts. Some consumersare skeptical about whether aluminumis sturdy enough to use with awork/tow vehicle, and others may beput off by the higher price. The top-of-the-line Platinum SuperCrewversion of the 2015 F-150 is expectedto cost around $52,155, or about$3,055 more than the comparable2014 model. n

Prepare for Aluminum Pickups

Are your employees reflectingthe culture of your company…

or are they deflecting it? Does your company even have a

clearly defined culture and a methodfor instilling that culture throughoutyour operations? Do your customersknow what they can expect from youand your employees on a daily basis?

Customers have choiceMake no mistake: today’s

customers are very discerning. Theyknow they have choices and don’thesitate to exercise their freedom.Businesses that were slow to realizethis are now gone, for the most part.So please congratulate yourself forhaving been good enough to make itthrough the Great Recession.

But also know that whatenabled today’s success doesn’t guar-antee tomorrow’s success. There’s noroom for complacency. Tomorrowwill always bring a new set of chal-lenges that require the best fromevery member of your organization.

Are you measuringcustomer satisfaction?

Are you giving your employeeswhat they need to deliver the kindof customer service the dealershipmust offer in order to survive? Doyou have a clear-cut idea of what A+service should look like? Theconcept of excellence comes fromthe top down and can’t be left tochance. Just ‘expecting’ thatemployees will do their best isn’t

adequate. You need procedures.Track, measure, manage – this is themantra for excellent performance.

Customer satisfaction indexratings have been in vogue for morethan two decades, with both goodand bad results. A dealership’s CSIrating can be misleading if it isn’taccomplished by having a carefullythought-out company culture inplace. CSI ratings garnered throughleading questions and pressure tacticsmight earn you a plaque from yourhigher-ups, but they do nothing toassure your company’s future.

A culture of serviceA clear-cut culture statement

must be at the core of all your oper-ations, and all employees need tounderstand the process, buy into theculture, and be given ongoingfeedback on how they’reperforming. Again, simply expectingthings to work out instead of moni-toring them is foolhardy.

Tracking and measuring are thefirst two parts of the mantra; dailymanaging is what produces long-term, consistently excellent results.

Do you believe that attaining aCSI rating of 100 percent is apipedream? Actually, excellence isonly elusive if it’s left to chance. Thedream becomes reality through aculture, a plan, and daily diligence.Create a culture that’s as clear andtransparent as a lake, and instituteprocesses that help employees carryout those cultural values whetherthe lake is still or tumultuous.

Fran Olsen, a charter executive incharge of corporate development withCustomer Service Intelligence (CSI),focuses on the customer-centric aspect ofsales. CSI is RVDA’s endorsed providerof the Lead Qualifier Program, aconsumer contact program designed tohelp increase sales. She can be contactedat [email protected] or at 800-TELLCSI. n

Don’t Expect Your Employees to be Excellent By Fran Olsen

C O M P A N Y C U L T U R E

20

Quality Circle Award RecipientsHonored at Louisville

Towables manufacturers/brandsAirstreamForest River (Rockwood Travel Trailers &Fifth Wheels/Rockwood Roo Expandables)Grand Design (Momentum, Reflection,Solitude)Gulf Stream (Innsbruck/Amerilite/Conquest/Kingsport)Heartland (Big Country/Elkridge, Big Horn/Silverado, Cyclone/Road Warrior/Torque,North Trail/Wilderness, Prowler/Resort,Sundance/Gateway, Trail Runner/Fairfield)Jayco (Camping Trailers, Eagle, Jay Feather,Jay Flight, White Hawk)Keystone (Bullet/Premier, Cougar/X-lite,Hideout/Energy/Retreat, Montana/Big Sky/High Country/Mountaineer, Outback/Terrain, Passport/Elite, Raptor/Carbon,Springdale/Summerland/Residence, Sprinter)

KZ (Sportsmen/Sportsmen Classic,Spree/Spree Escape/Spree Connect)Open RangePrime Time (Avenger, Crusader/Sanibel,LaCrosse/Tracer, Spartan)

Motorized manufacturers/brandsAirstreamJayco/Entegra CoachLeisure Travel Vans/Triple EPleasure-WayRoadtrekTiffin Motor HomesWinnebago/Itasca/Winnebago TouringCoach

In addition, Lance Camper ManufacturingCorp. and Newmar Corp. received honor-able mention awards.

Fifteen manufacturers received RVDA’s Quality Circle Award during a reception priorto the National RV Trade Show in Louisville. RVDA recognized the following compa-nies for their high scores on the association’s annual DSI survey:

Total Go RVing ConsumerImpressions Top 4 Billion in 2014 Edited by RVDA staff

Total Go RVing impressionstopped 4 billion in 2014, the

highest level in the history of theindustry’s advertising andmarketing communicationsprogram, according to statisticsshared during the annualOutlook Breakfast at theNational RV Trade Show lastmonth.

Digital drivescampaign

Digital advertisingis an important driverof impressions, andGo RVing launchedan all-new mobileand tablet opti-mization project

that helped increase user sessions18 percent over the previous year.

Go RVing digital page viewswere up 20 percent in 2014, andthere was a 13 percent increase inthe average time spent on theGoRVing.com site, which illus-trates strong consumer engage-ment.

An increasing number ofconsumers explore

GoRVing.comvia mobiledevices andtablets. In 2013,76 percent of thevisitors to thewebsite arrived viatraditionaldesktop/laptopcomputers. Just oneyear later, that numberhad dropped to 56percent. Now, tablets makeup 26 percent and mobiledevices a full 18 percent oftraffic to Go RVing.

Go RVing’s 2014outreach also generatedleads for dealers.Consumers who completedthe lead form identifiedthemselves as:

• 35% RV buyers

• 41% rental prospects

• 24% experienced RVowners (current or past)

Of total leads:• 63% come from digital adplacements

• 28% from television

• 8% from print sources n

Go RVing Co-chairman Tom Stinnettaddresses the industry at theOutlook breakfast during RVIA’sNational RV Trade Show.


What’s ahead in 2015?

In 2014, Go RVing spent$13.2 million dollars onadvertising and partnershipsto help drive the industryforward. Based on the latestprojections, Go RVing’smedia buy this year will top$15 million – the highestlevel since 2007.

In early 2015, theprogram will launch acontent-heavy microsite thatwill complementGoRVing.com. The newmicrosite will feature RVvideos, pictures, and realRVers talking about why theylove the RV lifestyle.

RVDA sent informationon the 2015 Go RVingDealer Program to dealers inmid-December. To sign up,see page 23.

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

Get on board with Go RVing! Return this form TODAY!


Good Sam Enterprises2575 Vista Del Mar DrVentura, CAP: (805) 667-4100Toll Free: (800) 765-1912F: (805) 667-4419www.rv.net

Good Sam Enterprises3431 S 257th StreetKent, WAP: (847) 229-6756Toll Free: (800) 765-1912F: (270) 495-6278www.goodsamclub.com

Hearst Business Media8335 Cherry LaneLaurel, MDP: (770) 533-5332F: (301) 317-8330www.blackbookusa.com

Horsepower 360Marketing2940 Hebron Park Drive,#217Hebron, KYP: (859) 309-4434F: (859) 309-4420www.hp3sixty.com

IHS Automotive26533 Evergreen RdSte 900Southfield, MIP: (800) 464-7655Toll Free: (800) 464-7655F: (248) 809-4092www.ihs.com

Key Connections, LLC 9650 Loblolly Pine CircleOrlando, FLP: (727) 967-2867www.mykeystofun.com

LABOV609 E Cook RdFt. Wayne, INP: (260) 497-0111F: (260) 497-0007www.labov.com

Level 5 Advertising13825 Sunrise Valley Drive,Suite 150Herndon, VAP: (888) 602-4581F: (703) 894-3324www.level5advertising.com

Outpost RV Direct MailMarketing3221 Tyrone Boulevard NSt Petersburg, FLP: (727) 347-6720Toll Free: (800) 456-9222F: (727) 344-0327www.outpostgroup.com

RH Power & Associates Inc.9621 Fourth Street NWAlbuquerque, NMP: (505) 761-3150Toll Free: (800) 552-1993F: (505) 761-3153www.rhpower.com

RV PRO Magazine2800 W Midway BlvdBroomfield, COP: (303) 469-0424 Ext. 239Toll Free: (800) 669-0424F: (303) 469-5730www.rv-pro.com

RV Trader150 Granby StNorfolk, VAP: (877) 354-4068Toll Free: (877) 354-4068F: (866) 443-1800www.rvtrader.com

RVM PromotionsPO Box 100486Fort Worth, TXP: (386) 547-8013F: (817) 420-9144www.rvmpromotions.com

RVT.com ClassifiedsP: (778) 424-5091Toll Free: (800) 677-4484F: (778) 484-5096www.rvt.com

USA:726 Cherry Street, Suite160Sumas, WA

Canada1102-1329 Ellis StKelowna, BC

Statistical Surveys Inc.1693 Sutherland DrGrand Rapids, MIP: (616) 281-9898Toll Free: F: (616) 281-1876www.statisticalsurveys.com

SureVista Solutions241 E. SaginawEast Lansing, MIP: (800) 990-7202Toll Free: (800) 990-7202F: (517) 336-4454www.rvdealerintel.com

Wheeler Advertising Inc.600 Six Flags DriveSuite 226Arlington, TXP: (817) 633-3183Toll Free: (800) 678-7822F: (817) 633-3186www.wheeleradvertising.com

Associate members that provide advertising, marketing,promotions, and trade journal services.

RVDA’s Hepp and Richardson Renew CertifiedAssociation Executive (CAE) Designation

RVDA Vice President forAdministration Ronnie Hepp and

Director of Legal and RegulatoryAffairs Brett Richardson have earnedrenewal of their Certified AssociationExecutive (CAE) designation from theAmerican Society of AssociationExecutives (ASAE).

Among association professionals,CAE is an indication of demonstrated skill in leader-ship and expertise in association management. To earnand maintain the CAE credential, an applicant musthave a minimum of three years’ experience in nonprofit

organization management, participatein continuing education, pass a strin-gent examination in associationmanagement, and pledge to uphold acode of ethics.

ASAE is the leading authority inassociation management and theprofessional society for those whowork in the association industry.

RVDA is the national association representing RVretailers. The association’s members include RV dealers,RV rental operators, and RV aftermarket sales andservice locations. n

Ronnie Hepp Brett Richardson


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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

RVDA Endorsed Products

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

27JANUARY 2015

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 Florida RV Trade Associationand RVDA’s Mike Molino RVLearning Center partner to providedistance learning opportunities to RVdealers and their employees. The DistanceLearning Network is $995 per year for each dealer-ship location. Over 50 sessions available, 24 hours aday, seven days a week, with full access to trainingthrough July 31, 2015.

The DLN offers online training for:• RV Technicians – The certification prep course helpstechnicians get ready for the certification exam.Your subscription includes unlimited access to more

than 50 training sessions, reviews, and test prepara-tion sections. Also included are manufacturer- and

supplier-specific advanced repair and trou-bleshooting classes designed to upgradetechnicians’ skills. Completion of theseclasses qualifies for recertificationhours. Classes are available 24/7throughout the program year,providing maximum flexibility.

• Service Writers/Advisors – Thisthree-hour program is valuable for both

new staff and experienced personnelpreparing for the RV Learning Center’s Service

Writer/Advisor certification.

• Greeters/Receptionists – This 50-minute session issuitable for all employees who need customerservice skills. It includes a final exam and certificateof completion.

• Dealers/GMs – This program features importanttopics for management, including lemon laws, LPgas licensing 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:______________________________________________________

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’SDISTANCE LEARNINGNETWORK

DEALERSHIP REGISTRATION

8/2014

Mike MolinoThe


29JANUARY 2015


31JANUARY 2015

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

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

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

Protective (888) 258-1901 . . . . . . . . . . . . . . back cover

RV Business www.rvbusiness.com . . . . . . . . . . . . . . . . 21

RVT.com (800) 282-2183 . . . . . . . . . . . . . . . . . . . . 17

Sobel University (253) 565-2577 . . . . . . . . . . . . . . . . . . . . 12

Spader (800) 772-3377 . . . . . . . . . . . . . . . . . 18-19

Truma www.truma-aquago.com . . . . . . . . . . . . . 13

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

Dealers

Beaumont RVBeaumont, CA

Bowlus, LLCHenderson, NV

Dave Arbogast Buick-GMC-RVsTroy, OH

Link RV CenterRice Lake, WI

Ventura RV ConnectionVentura, CA

11/1/14 - 11/30/14

Documents

JANUARY 2015 Manufacturers Debut New Models - … 2015 RVET... · C O N T E N T S January 2015 10 Manufacturers Debut New Models R etr o- sy ling ,f uw a dh ... Ronnie Hepp, CAE Editor: