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Act Fast – Study Shows Go RVing Leads are Ready to Buy page 22
MAY 2014
NEW TECH
PRODUCTS
FOR THE DEALERSHIP
page 10
ALSO:
Recovery Fuels Demand
for Trained Employees
page 12
FTC Zeroes in on Deceptive
Ad Practices page 16
C O N T E N T S May 2014
10
10 It’s a Mobile Mobile World
Mobile apps for the dealership are popping
up like daisies, but there are other new tech
products on the market this spring, too. 12
12 Recovery Is Fueling Demand for
More Trained Employees
Jeff Pastore, chair of the Mike Molino RV
Learning Center, talks about the shortage
of trained and certified employees. 14
14 Ford to Continue Building
E-Series Chassis Used for Class Cs
The E-Series cutaway chassis will no longer
be available to the consumer and
commercials markets, but the automaker 16
will continue supplying them to RV
manufacturers. At least, through 2020.
16 FTC Scrutinizes Dealership Ads
for Violations 18
The agency is checking website and
traditional advertising as it turns up the
heat on dealerships.
18 Public Lands Need to Improve
Sites, Modernize Fee Collections,
Says ARC
Federal recreation sites need updates and an
easier fee pay system to attract a new
generation of users, says the American
Recreation Coalition.
22 Act Quickly on Go RVing Leads
to Get Maximum Return
22 I N E V E RY I S S U E :
6 Looking ahead
A recent study shows 36 percent of the RV 7 Chairman’s report
purchases made by Go RVing prospects 8 Officers, directors, and delegates
occur within 90 days of the lead entering 9 Industry trends
the system. 28 RVDA endorsed products
30 RV Learning Center contributors
31 RV industry’s training calendar
31 Advertisers index
MAY 2014 5
RV EXECUTIVE TODAY
LOOKING AHEAD
National Park Service Makes
President:
Party Plans, but Funding Public Phil Ingrassia, CAE
Lands Is Serious Business Vice President for
Administration:
By Phil Ingrassia, CAE, president Ronnie Hepp, CAE
Editor:
Mary Anne Shreve
T he National Park Service is making
preparations for its 100th birthday in
2016 and will roll out a major promotional
Under existing provisions, fees
generate more than $300 million annually
to help support federal recreation
Graphic Designer:
Ginny Walker
campaign over the next two years called programs. As recently as 1996, federal
“Find Your Park.” recreation fees weren’t retained by the
The National Park Foundation, a non- collecting agencies. ARC and other organ-
profit group that supports national parks, izations believe that the public will RVDA STAFF
Chuck Boyd
is working closely with the new branding support fees that deliver the experiences Dealer Services Manager
effort, which is designed to introduce the public seeks when visiting national Hank Fortune
millennials and other new communities to parks, national forests, national wildlife Director of Finance
the national parks without losing the refuges, and other public lands and waters. Jeff Kurowski
current visitor base. Crandall noted that tight budgets Director of Industry Relations
It’s great to celebrate the Park made recreation fees even more important Julie Anna Newhouse
Marketing Manager
Service’s centennial, but there are many to federal agencies. Yet poor communica-
Brett Richardson, Esq., CAE
associated with outdoor recreation who tions by the agencies and scattershot Director of Legal and Regulatory
would like to see some serious preparation collection programs can erode public Affairs
at the parks and on other public lands support for these fees. Julianne Ryder
before the birthday party gets underway. ARC and other recreation, conserva- Marketing Communications Specialist
That opportunity is coming fast with the tion, and tourism organizations have Patricia Williams
Accounting Clerk
reauthorization of the Federal Lands outlined 12 principles for federal recre-
Recreation Enhancement Act. ation fees, including retention and use of MIKE MOLINO RV LEARNING CENTER STAFF
Like many of you, I’ve been fortunate the fees in close connection with the sites Karin Van Duyse
to visit a number of national parks over the and the activities generating the fees. It’s Chief
years, most recently spending time with my also time to include the U.S. Army Corps Liz Fleming
Education Coordinator
family at Wind Cave National Park and of Engineers, the largest federal provider
Tony Yerman
Mount Rushmore in the Black Hills of of recreation visits, under the same fee RV Service Consultant
South Dakota. The majority of the time, program as the other five agencies with –––––––––––––––––––––––––––––––––––
we’re pleased with the facilities and road major recreation management roles. Isabel McGrath
Technician Certification Registrar
infrastructure on public lands, but not While Congress is at it, if fees have to
always. I’ll never forget one trip to the be charged, let’s make it easier to pay.
Beaverhead-Deerlodge National Forest in Congress should demand that public land
RV Executive Today is published monthly by the
Montana – the fishing and scenery were agencies test commonly used non-federal Recreation Vehicle Dealers Association of
outstanding, but some of those Forest payment systems such as EZ-Pass and America at 3930 University Drive, Fairfax, VA
22030-2515. Periodicals postage paid at Fairfax,
Service roads left our teeth chattering. PayPal to reduce entrance lines and the VA 22030 USPS No. 062450. Issued monthly to
Of course, paying for maintenance and hassle factor of getting into recreation sites. all RVDA members as a membership benefit paid
for by their dues.
improvements to public lands infrastructure The total number of park service visits
is something that the outdoor recreation dropped from 282 million in 2012 to 273 Postmaster please send address changes to:
industry has been concerned about for years. million last year, and it wasn’t all due to the RV Executive Today, 3930 University Drive,
Fairfax, VA 22030-2515 The annual subscription
Last month, Derrick Crandall of the government shutdown. “Find Your Park” rate of $30 is a part of membership dues.
American Recreation Coalition (ARC) may be a good slogan, but Congress and
Editorial/Business Office:
testified before the U.S. House of the public land agencies need to modernize 3930 University Drive, Fairfax, VA 22030-2515
Representatives Committee on Natural and do it quickly for the next generation of Phone (703) 591-7130 FAX (703) 359-0152
Resources on the reauthorization of the visitors they’re trying to attract. The RV Executive Today (ISSN #1088-873X)
legislation that allows federal agencies to recommendations ARC and other organi- Volume 18, Issue 5
collect and retain entrance and recreation zations gave to Congress last month are a For advertising information contact:
fees. RVDA is a founding member of ARC. great place to start. Julie Newhouse, Marketing Manager,
(703) 591-7130 x 103
6 RV EXECUTIVE TODAY
CHAIRMAN’S REPORT
Building Lasting
Relationships
By Jeff Hirsch, chairman
T rust is a key principle in a long-term relationship. Over
the years I've seen relationships fail because trust was
violated either personally or professionally. Life can be so
Solutions for the Transport Issue
For the past few years, the RV industry has been expe-
riencing issues caused by a shortage of transport drivers.
difficult when trust is destroyed and respect is compro-
Many of you have told me about your inability to receive
mised.
timely deliveries and how that’s led to lost sales, additional
To me, trust is like a wine glass. When you raise that
floor plan interest expense, curtailment clock, turn rates,
glass in celebration, you're giving thanks for a treasured
distressed inventory and, in general, a whole lot more
moment. But if you violate that trust, you drop the wine
exposure for dealers.
glass. Every broken shard becomes a fragment of trust. The
I’ve delved into the issue and believe there may be ways
sad truth is that, even if you piece the glass back together,
to minimize this predictable seasonal problem. I spoke last
its original beauty is lost forever and the permanent crack
month to Doug Gaeddert, my counterpart at RVIA, asking
lines are there to remind you of broken promises.
for his thoughts, and he told me that RVIA is meeting
One of my greatest challenges is to maintain a healthy
with transport company executives to develop fixes.
balance in life. I love what I do professionally. I find
One possibility is to develop a recruitment program to
growing and developing my business to be exciting and
expand the labor pool of transport drivers. There’s a chal-
invigorating – entrepreneurs are creators. But I also have
lenge, though – the Department of Transportation requires
obligations and commitments to my family. So once a week
these drivers to have a commercial license (CDL). RVIA is
I ask them if there’s anything they need from me. I ask my
petitioning the Federal Motor Carrier Safety
wife Deb what she needs from me to support her and the
Administration to allow RVs to be transported from
family. This, to me, is putting first things first and keeping
factory to dealer using dry or actual weight versus GVWR
all of my commitments.
or GCWR. This would allow a larger number of RVs to be
Here’s one of my favorite passages from motivational
transported without requiring a CDL operator.
speaker and author Stephen Covey: "Never take existing
It’s clear that the transport companies need to look
relationships for granted – particularly relationships with
farther afield than Elkhart County to find all of the drivers
loved ones, family, and friends. Avoid the common
they need. Speaking of Elkhart County, as of April 15 there
tendency to put more energy into new relationships and
were an estimated 25,000 units sitting there waiting for
assume that people in existing relationships know you care.
drivers. No wonder you’ve voiced your frustrations to me.
There is probably a greater need for demonstrations of
But here’s something else to think about – apparently,
concern in existing relationships than in new relationships.”
the transport drivers aren’t eager to deliver units to dealer-
Covey also used a quote from Mahatma Gandhi: “The
ships where their efforts aren’t appreciated. Drivers in
moment there is suspicion about a person's motives, every-
some cases are having to wait for extended periods to get a
thing he does becomes tainted.”
check or have someone inspect a unit. And they encounter
In his book "The Speed of Trust," Covey discusses
inconsistencies in wash fees, with some dealers charging
what he calls the economics of trust. He suggests that trust
more than the agreed-upon amount. My suggestion is that
has an effect on speed and cost in the business world.
we remember these transporters are valued partners –
When trust goes down, speed will also go down and cost
here’s a chance to build trust in order to increase speed
will go up:
and lower cost.
At any rate, RVDA will be part of the solution in
Trust down = speed down = cost up resolving the freight issue – we’ve heard you loud and clear.
Respectfully yours,
Trust up = speed up = cost down
For anyone interested in building great professional
and personal relationships, “The Speed of Trust” is a must-
read.
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.
Towables Inventories Grew a Little Slower,
Motorhomes Much Faster
By Thomas Walworth, Statistical Surveys/The Thrive Group
D ealer inventories of towables grew a little
more slowly in January 2014 than they
did in January 2013, while motorhome inven-
When the RV
Inventory Index is
below 100, there’s
120
MOTORHOMES 2014
2013
tories grew at a significantly faster rate during an expansion of 100
dealer inventories. 2012
the same period, according to data gathered When the index is
by market research firm Statistical above 100, there’s
Surveys/The Thrive Group. shrinkage. If the
80
industry sold a unit
RV dealer inventories typically expand at at retail for every
rapid rates in January because the retail unit delivered at 63
62.5
market is seasonally soft during those months, wholesale, the RV 62.5
60 57.6
Inventory Index 57.6
and dealers are stocking up to ensure they would be 100.
have enough units to display at winter retail 52
2013 2014
shows in their areas. 40
SEP OCT NOV DEC JAN YTD
The inventory index for towables was 41.7 in January 2014,
which means towable inventories expanded significantly, but not
quite as rapidly as in January 2013, when the inventory index was 120
40.9. 110 TOWABLES
In the case of motorhomes, the January 2014 inventory index
100
was 57.6, which means dealer inventories grew at a significantly
faster rate than in January 2013, when the inventory index was 90
62.5. 80
The 9,169 towable RVs retailed by U.S. dealers during January
70
2014 represented a 4.2 percent increase over the 8,800 units sold to
consumers in January 2013. Wholesale shipments of towables were 60
up 2.3 percent to 22,000 units in January 2014, compared with 50 44.2
21,500 units delivered to dealerships in January 2013. 41.7
40.9 41.7
In the case of motorhomes, 1,902 units were retailed in January 40 43.1 40.9
2013 2014
2014, a 17.1 percent increase over the 1,624 units sold in January 30
SEP OCT NOV DEC JAN YTD
2013. Meanwhile, motorhome shipments increased 26.9 percent to
3,300 units in January 2014, compared with 2,600 units shipped
during January 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.
MAY 2014 9
It’s a MOBILE Mobile World
New technology for the dealership reflects the migration to smart devices
T
Edited by Mary Anne Shreve
he great migration to unit being serviced, then attach price levels. Salespeople can
mobile devices is in full the image to a work order. The negotiate with customers until
swing, with apps popping app then links the image with the minimum acceptable offer is
up for more and more func- the work order, customer, and reached, at which point the
tions that have traditionally been unit in IDS’s Astra G2 DMS, dealer principle must become
performed on the dealership’s where it can be tracked. Dealers involved to accept a lower offer.
desktops. There are service apps can view all open work orders or The target price is what the
for parts inventorying and search for a specific work order salesperson is expected to achieve
writing up repair orders and sales by number or name. in order to receive a full commis-
apps for managing leads wherever The service app also has sion on the sale.
a salesperson happens to be. Not inventory control features. EverLogic’s Inventory
all the news is mobile, though – Capture a part’s bar code with the Pricing Formula goes further,
there are also products and camera on your mobile device, letting the dealer write formulas
services to make a dealership’s update the quantities and bin to automatically calculate prices
digital marketing easier and more locations, and upload the data
effective. Here’s a sample of into Astra G2. With inventory
what’s currently on the market. info accessible on your mobile
device, you can instantly
answer customer questions
about parts availability.
IDS also has a new mobile
app for its CRM product that
allows users to manage leads
from their mobile phones.
NAME YOUR PRICE EverLogic’s new inventory pricing feature
EverLogic’s DMS has a new for each unit. For example, when
inventory pricing feature that lets a unit reaches a pre-determined
IDS’s new service app dealers set up to 10 price levels number of days on the lot, the
for units. The inspiration came target price and minimum
THAT’S SERVICE! from a customer who wanted to
empower his sales team to nego-
acceptable offer can be reduced
by a fixed amount or percentage.
Integrated Dealer Systems tiate with customers within the The formulas ensure consistent,
(IDS) just introduced a new boundaries of pre-authorized updated pricing.
service app for Android and
Apple devices that lets
employees take a picture of the
MOBILE DEVICES ON THE MOVE
Consumers are adapting to mobile devices at
even faster rates than they adapted to cell-
phones and laptops. 56% of Americans
owned a smartphone as of June 2013, up
from 35% just 2 years earlier.
Chart from the Pew Research Center
10ADP Lightspeed
Websites come with iOS
and Android apps.
FREE THE SALES STAFF
Sys2K (formerly Systems
2000) now has a version of its
Infinity DMS’s customer rela-
tionship management (CRM)
program that fits on the smaller
screens of mobile devices. Sales
staff will be able to view their
desktop CRM in a fully mobile
application, allowing them to
ONE WEBSITE DOES IT ALL stand their audience and target it look up customer information
more effectively. The company when they’re out on the lot or to
Dealers can post inventory will help dealers publish enter- stay on top of leads wherever
from their DMS to their website taining and engaging content on they are. For example, a sales-
in real time, without manual person can access the CRM from Sys2K has a
their websites and social media version of its
reentry, using ADP Lightspeed sites on a consistent schedule so his or her mobile device while
Infinity DMS’s
Websites. These integrated that they attract more visitors working at a show or from home. customer
websites come with iOS and and rank higher on Google, This app frees salespeople from relationship
Android apps so dealers can use a Yahoo and Bing. The company’s their desks and saves dealers management
smartphone or tablet to snap digital marketing specialists will money by not having to invest in program that
multiple desktops. fits on mobile
photos, which are automatically analyze the dealer’s local market devices.
placed on the website. The to determine the most effective Sys2K also has added to the
websites also let dealers set keywords and craft pay-per-click list of companies and organiza-
special online pricing and receive campaigns to reach prospects tions that integrate with its
analytics such as page views, click where they are online. The systems. Its website connectivity
rates, web traffic sources and lead specialists analyze the perform- package lets dealers export infor-
submissions. ance data for all of the dealer’s mation from their Sys2K Infinity
Dealers’ customers can view digital marketing so the dealer software to a variety of sources,
specs for each unit and display can determine the return on including many state DMVs,
units in side-by-side comparisons. investment. ARI also offers email Stag Parkway, Coast
They can schedule service Distribution, Auction123, and ARI now offers
marketing services. digital and email
appointments and test drives more. n
marketing services.
online and get quotes for new or
used units. And they can commu-
nicate with the dealership
through social media by clicking
on the Facebook and Twitter
icons at the top of each web page.
Lightspeed Websites work
with other Lightspeed products
such as LightspeedEVO, NXT,
CEM and the loyalty rewards
program.
MARKETING THE DEALERSHIP
ARI Network Services now
offers online marketing services
that help dealers better under-
11RECOVERY Is Fueling Dema
A Q&A with Jeff Pastore, chairman of the Mike Molino RV Learning Center
Jeff Pastore of Hartville RV
Center in Hartville, OH,
discusses the RV market
outlook, the growing need
for trained, professional
workers, and how the RV
Learning Center fits in.
Q: All signs point to another
solid year of RV sales in
2014. What’s happening at RV deal-
erships in terms of hiring and
training right now?
A: We’re seeing a recovery and
increasing dealership employ-
ment. After some lean years, where many
RV Learning Center Chairman Jeff Pastore (second from left) with
part of the Hartville RV Center team
dealers had to cut back on personnel We really try to be a one-stop information recent years. The learning center also
expense and training, there’s a demand source. supports state associations that sponsor
for people in nearly all areas of dealership A great place to start is local training – some recent examples
operations. RVTechnician.com, which is a joint effort included events in New England and
When you look at the sales volume of of the learning center and RVIA. It has lots Iowa and the Pennsylvania RV &
2013 and what’s projected for this year, of information on association-sponsored Camping Association’s efforts with
the industry is approaching pre-reces- training, the RVIA service text books, and Northampton Community College.
sionary levels. So something has got to RVDA-RVIA RV Technician Certification
give – we have to hire more people to
handle the business that’s out there.
Let’s take a quick look at RV techni-
Program information. Another RVIA part-
nership is the RV Industry Training Q: What about other positions
at the dealership? How does
the learning center board prioritize
Calendar at RVTrainingCalendar.com,
cians. According to the Bureau of Labor where industry suppliers and trainers can where to put its resources?
Statistics, the number of RV techs is list all types of educational events and
down by nearly a third from the peak of
the mid to late 80s. At one time, there
technical training. The learning center also
publishes RV Technician, an online
A: The learning center has always
sought to develop programs
where there’s an identified need and to
were more than 14,000 RV techs magazine, six times per year. leverage industry partnerships to provide
employed, but now it’s about 11,000. So For techs preparing for certification, cost-effective resources for dealership
the need to train new techs is a front- the learning center registers and mentors employees and the industry.
burner issue at many dealerships. There’s participants in the RVIA-developed techni- For example, when an industry study
also a need for more people in fixed ops, cian certification preparation courses on showed that the service writer/advisor
sales, and other positions. the online training site at OLT.RVST.org. position is critical to customer satisfaction,
More than 500 technicians are currently the learning center partnered with The
Q: What’s the RV Learning
Center’s role in technical
training and certification?
using the OLT for certification preparation
or to earn continuing education credits.
Ohio State University to analyze the skills
required to perform that position at a high
The learning center also partners level. This was ultimately the first step in a
A: Technician training and certifica-
tion are key areas not only for
the learning center, but for our partners at
with FRVTA to market its Distance
Learning Network platform nationally.
More than 130 dealerships are enrolled
series of learning center programs for
employees in fixed operations.
The learning center supports other key
RVIA, FRVTA, and with state associations. this year, which is a nice increase from dealership operations, especially when
12 RV EXECUTIVE TODAYThe Mike Molino
and for More Trained Employees
developing the program for the annual important to help grow the One of our major priorities is to
convention/expo. However, the board next generation of RV increase participation in existing
hasn’t focused resources in areas where dealers and managers. Visit programs. Over the past eight
there are many other options for dealers, We’re also looking www.rvlearning- years, at least 8,450 RV industry
center.com for more
such as sales training. at new ways to reward on all of the RV
employees have been served by
dealerships and Learning Center’s the learning center, but we know
Q: What can dealership
employees look forward to
this year from the RV Learning
employees that commit
themselves to professional
programs. there are thousands more that we
need to reach. The board believes
development. This is still in that as the industry recovers, participa-
Center? the planning stages, but the idea is tion should improve, which will help offset
A: We’ve been developing a
program for the convention/expo
on management topics of interest to our
to provide programming and networking
opportunities for those who participate in
continuing education, which helps grow
the cost of these programs.
We’ll always be grateful to our
contributors, who kept the RV Learning
new Young RV Executives group. These the industry and creates happier Center in their charitable giving through
individuals are the future of RV retailing, customers. the downturn. They are critical in making
and we’re focusing on leadership and We’re also working on a major continuing education available and acces-
human resources issues that would be update to the learning center’s popular sible to RV industry personnel. n
valuable to new managers. We launched Service Management Guide, or flat rate
this at the 2013 convention, because it’s manual.
MAY 2014 13FORD Will Continue Building E-Seri
By Jeff Kurowski
of president and CEO Alan Mulally’s One
A lthough Ford Motor Co. will stop building E-
Series cutaway chassis for the consumer and
commercial markets this year, it will continue
Ford plan to consolidate the company’s offer-
ings around the globe onto a few common
platforms. The Transit has been on the market
supplying them to the builders of Class C in Europe since 1979, while the full-sized E-
motorhomes, according to industry sources. Series has been a strictly North American
product since its introduction in the early
“Ford will maintain [the E-Series] as a 1970s.
motorhome chassis through this decade, so E-Series cutaway chassis sales have been
we’re looking at long-term availability,” says restricted to North America because they’re
Chad Reece, director of marketing at powered by big V-8 or V-10 gas engines,
Winnebago Industries Inc. “The E-Series while the Transit is powered by either of two
cutaway chassis will be a part of our industry’s V-6s or a 5-cylinder diesel. Diesel engines
mix for quite some time.” comprise a larger percentage of the vehicle
This summer, Ford will replace fleet overseas, where gasoline prices are signif-
the E-Series with the 2015 icantly higher.
Transit commercial van as part Consumer versions of the Transit, the
Connect Van and the Wagon became available
in the North American market during the
2014 model year. Assembly of the Transit for
the commercial market is expected to begin in
August.
The U.S. Class C motorhome market
expanded at a robust 38.7 percent rate in 2013
to 12,997 units sold, compared
with 9,372 units retailed
during 2012, according to
market research firm
Statistical Surveys, Inc.
The Class C retail sales
figures include 2,100 units
sold to RV rental companies.
Ford E-350 and E-450
cutaway chassis
account for 75 to 80
percent of the
Class C
motorhome fleet
because they have
more weight-carrying
capacity than competing
Chevrolet/GMC cutaways.
The Ford E-series Cutaway Chassis The Ford cutaway also has
and some of its offspring more weight-carrying
capacity than the
Mercedes-Benz Sprinter
cutaway and is less
14 RV EXECUTIVE TODAYes Cutaway Chassis for Class Cs
expensive than the diesel engine-powered and
higher priced Sprinter. 2013 Class C Market Share
The commercial version of the Ford
Thor Motor Coach 25.7%
Transit will be used mainly by plumbers,
florists and other businesses that don’t need to
Forest River 19%
haul heavy loads, says Thor Motor Coach
President Jeff Kime. Companies that build
Winnebago 17.5%
ambulances, school and shuttle buses will
continue to rely on the Ford E-350 or E-450 Coachmen 17.4%
cutaways as their platform.
The Ford Transit’s introduction won’t help Jayco 8.9%
with possible shortages of E-Series chassis
during times when demand for Class C 0 5 10 15 20 25 30
motorhomes is hot, says Kime, because the
two markets are “apples to oranges.” Forest River Inc. was second with 19 percent,
Thor was the market share leader in Class followed by Winnebago with 17.5 percent,
Cs last year, with 25.7 percent of the retail Coachmen with 17.4 percent, and Jayco with
market, according to Statistical Surveys. 8.9 percent. n
MAY 2014 15FTC SCRUTINIZES DEALERSHIP ADVE
AGENCY TARGETS ONLINE AS WELL AS TRADITIONAL
By Brett Richardson, RVDA Director of Legal & Regulatory Affairs
T
he Consumer Financial
Protection Bureau (CFPB) has
gotten a lot of press recently Under the FTC Act, an advertisement must be
but, unfortunately, it’s not the only truthful and non-deceptive, the advertiser must
federal agency taking a renewed have evidence to back up claims made in the ad,
interest in motor vehicle sales. Dealers and the advertisement cannot be unfair.
also need to be aware of the Federal
Trade Commission (FTC) and its
continuing investigations into dealer
advertising. The FTC, taking advan- This is something you may want
tage of some of its new powers and to negotiate in contracts, considering
funding under the Dodd Frank Act, the FTC is allowed to fine dealerships
has issued three sets of complaints and a civil penalty of up to $16,000 for
consent orders against dealers over the each violation of the FTC Act – and
past 24 months. the FTC’s interpretation of “each
The FTC’s focus has been on time” is not narrowly defined, but
advertising, but it may in the future broadly interpreted to allow for
also begin looking into dealer privacy multiple violations for
disclosures and Safeguards and Red the same ad campaign.
Flags rules compliance, to name a few. The FTC no
If your dealership outsources its adver- longer has to rely on
tising to third-party companies, you field offices or
need to review these advertisements, consumer complaints “likely to
whether they’re on radio, television, to find potential adver- mislead
newspaper, Internet, or social media tising violations – consumers
sites. It’s likely that your contracts dealers themselves acting reason-
with the advertising companies stick make it easy by posting ably under the
you with the liability for state and their latest and greatest ad campaigns circumstances” and that is “material,”
federal ad violations, not the adver- on YouTube, Facebook and their own or important to a consumer’s decision
tising company. website. For the FTC, it’s like to buy or use a product. It also defines
shooting fish in a barrel – just hope an unfair ad as one that causes
that your dealership isn’t the target of substantial and unavoidable injury to
the day when they begin fishing for the consumer and that is not
violations. outweighed by the benefit to the
The FTC has published a consumer.
guide for small businesses to help The FTC has been focusing more
An ad listed a low monthly them understand the rules on on the deceptive issue than the unfair
payment of $99 per month advertising. (see “Advertising FAQs: issue in its latest string of investiga-
but buried in the fine print A Guide for Small Business,” at tions. Reviewing these actions, it’s
that the payment was only for http://www. business.ftc.gov/. easy to spot what types of dealer ads
the first three months. This guide defines a are catching the FTC’s attention. If
deceptive ad as the advertisements highlight a certain
one that’s aspect of the sales offer – without also
prominently disclosing other relevant
facts – it may be considered deceptive.
16 RV EXECUTIVE TODAYRTISING FOR DECEPTIVE PRACTICES
ADVERTISING
DECEPTIVE There are more variations on this
EXAMPLES: type of deceptive advertising
than can be covered in this article.
Here are some fairly
If you have a specific example,
common examples of deceptive
feel free to call me to discuss it.
motor vehicle advertising. A
dealership advertised a 2003
$13,995 There are probably additional state
laws and attorney general’s opinions
Hummer for $13,995 but buried in
you may need to investigate. But
the fine print that it required a $5,000
hopefully this article will leave you
down payment (plus tax, tag, title,
with two important ideas: First, the
with approved credit) to get that price.
FTC is actively investigating dealer
Another ad prominently listed a low payments. A similar ad prominently advertising, and second, it is your
monthly payment of $99 per month displayed a $99 per month payment responsibility to ensure your ads aren’t
but buried in the fine print that the and disclosed a substantial down unfair or deceptive according to the
payment was only for the first three payment in the fine print, instead of FTC standards.
months and that it would then jump displaying it as prominently as the Brett Richardson can be reached at
to more than $500 for the next 69 monthly payment. (703) 364-5526. n
COMPUTER AND TECHNOLOGY SERVICES (WEBSITES, DATABASES & SOFTWARE)
ADP Lightspeed Dealer Spike RV InteractRV Web Design and RVMaster By Exuma
Salt Lake City, UT Lake Oswego, OR Marketing Technologies, Inc.
(800) 521-0309 (800) 288-5917 Midland, MI West Palm Beach, FL
www.adplightspeed.com www.dealerspikerv.com (800) 515-9672 (561) 969-2882
www.interactrv.com www.exumatech.com
Adventure On Earth DealerVu Corporation
Portland, OR Austin, TX Norlander Information RVUSA.com - A Division Of
(503) 267-2690 (512) 350-3190 Services, Inc. NetSource Media
www.adventureonearth.com Toll Free (866) 482-6047 Middlebury, IN Ocala, FL
www.dealervu.com (574) 536-3789 (352) 732-7700
ARI www.nis-info.com Toll Free (866) 643-4625
Milwaukee, WI EverLogic www.rvusa.com
(414) 973-4380 Jacksonville, FL QuantechSoftware.Com,
Toll Free (800) 755-6040 (904) 998-4066 Inc. Systems 2000, Inc.
www.arinet.com www.everlogic.com West Kelowna, BC Altamonte Springs, FL
(250) 707-0622 (407) 358-2000
Auction123.com IDS - Integrated Dealer Toll Free (877) 611-0622 www.sys2.com
Weston, FL Systems www.quantechsoftware.com
(888) 514-0123 Wake Forest, NC UVS Junction
www.auction123.com/RVDA (800) 769-7425 RV Web Services Winter Springs, FL
www.ids-astra.com Sussex, WI (407) 359-8878
(877) 246-7915 www.uvsjunction.com
www.rvwebservices.com
MAY 2014 17Public Lands Need to Modernize Fee Collections,
Improve Sites, Says ARC
Edited by Mary Anne Shreve
American
T he American Recreation
Coalition recently told
members that recreation
fees should be used prima- Recreation
Congress it supports user
fees but is concerned about
rily by the sites that collect
them, “serving those who
Coalition
a lack of improvements to paid the fees.” And all fees
federal recreation sites. should be spent within a
ARC also told lawmakers reasonable amount of time.
that better websites and The hearing was held in
greater use of social media conjunction with Congress’s
would put the outdoors on reauthorization of the
the radar screens of Federal Lands Recreation
younger, more urban Enhancement Act, which
Americans. sets out rules governing how
During a recent hearing and where fees are collected programs is vital," ARC media would help. “Much
before the House and how they may be used. president Derrick Crandall of the great outdoors is
Committee on Natural “Public involvement in told the congressional simply not on the radar
Resources, ARC told federal recreation fee panel, noting that entrance screens of younger, more
and campground fees urban and more diverse
generate more than $300 Americans,” he said.
million annually that go ARC is a non-profit
toward maintaining federal federation founded in 1979
recreation sites. Tight consisting of more than 100
budgets have made the fees organizations that represent
even more important, but a major share of the $650
an outdated system is billion+ annual
eroding public support for recreation/leisure industry.
fees. ARC’s goals are to enhance
Crandall said that and protect outdoor recre-
improvements to recreation ation resources and to make
sites, combined with more sure recreation interests
convenient collection have a voice in govern-
methods such as EZ-Pass mental policymaking on
or PayPal, would help make issues such as public land
the public more accepting management. Its diverse
of fee increases. membership includes the
Crandall also urged American Sport Fishing
federal agencies to do more Association, National
outreach and promotional Association of State Park
efforts. “Americans gain Directors, American
little from great places that Motorcyclist Association,
are invisible to them," he associations representing
said. The country's parks snowmobilers, skiers and
and outdoor recreation bikers, and more. RVDA is
facilities need to be publi- a member, and president
cized, and improved Phil Ingrassia serves as
websites and use of social ARC treasurer. n
18 RV EXECUTIVE TODAYReach Out to Customers
with National GO Day Tie-Ins
Edited by Mary Anne Shreve
J une is National Great Outdoors
Month, and hundreds of events
are in the works to get Americans
The event has grown
in popularity – last year
it included 148 events
off their couches and out into and attracted at least
nature. The month-long celebra- 63,000 participants. GO
tion includes National Get Day 2014 is expected to
Outdoors Day on June 14. It’s not set new records. For
too late for RV dealerships to host instance, Denver’s
a GO Day event or to plan their GO Day event
own tie-in activities. alone is expected to
Planned events include Capital attract 20,000
Campouts hosted by governors and participants, plus
a new portal to outdoor fun – extensive TV
www.greatoutdoorsmonth.org – coverage that will
that will publicize and cross- deliver the message
promote the month’s activities. about outdoor fun
National Get Outdoors Day to hundreds of
began in 2008 as the shared vision thousands more.
of the Forest Service and ARC to Dealers inter-
reconnect Americans – especially ested in planning
children – with nature and more an event can find
active lifestyles. The goals are to organizing tips,
draw underserved populations and checklists,
first-time visitors to public lands resources, free posters, and more at
and to reintroduce the nation’s www.nationalgetoutdoorsday.org. n
youth to the great outdoors.
There are dozens of ways that RV dealers can play a role, including:
• Posting the colorful presidential and gubernatorial procla-
mations (available from the American Recreation Coalition)
on websites and displaying them at your dealership in June
• Participating in or hosting local events, such as a Great
American Backyard Campout
• Adding the Great Outdoors Month logo, URL or QR code to
your materials
• Promoting Great Outdoors Month with special offers on
services and products
MAY 2014 192 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:
20DEALER 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. 21Need
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.Don’t Miss the Deadline for Submitting
James B. Summers Award Nominees
D o you know someone who has worked tirelessly for
RVDA and its members over the years, someone who
is consistently outstanding? In short, someone who
deserves a big, public thank you?
Nominate that person for RVDA’s highest honor – the
James B. Summers ( JBS) Award, created in 1986 to recog-
nize individuals who make outstanding contributions to
the association. Ensure that person gets the recognition he
or she deserves by submitting a compelling description of
what he or she has done or is doing that warrants the
award.
Don’t just send in a name – describe in detail why that
person deserves to wear the gold JBS ring, and make the
narrative so compelling that it would be difficult for the
board of directors not to select your candidate. The board
carefully evaluates all of the information submitted by the Last year’s recipient, the late Jim Shields of Pan Pacific RV Centers,
nominators before choosing an honoree. receiving the JBS award at the 2013 RV Dealers International
The award will be presented during the RV Dealers Convention/Expo.
International Convention/Expo, November 10-14 at
Bally's on the Las Vegas Strip. Nominations are due by (rhepp@rvda.org), fax (703/359-0152), or mail (3930
May 26 and should be sent to Ronnie Hepp via email University Drive, Fairfax, VA 22030). n
MAY 2014 23You can also read
