News from RVDA Canada
Newsletter
News Highlights Updates on 2018 Saskatoon Trouble Shooter Clinic
Newsletter
2018 Canadian Dealer of the Year Winner 2018 RV Business Top 50 Dealers Canadian Recipients Featured Member Deals - Choice Hotels Canada
Inside this issue: 4-5 Getting the Most from RV Show Leads By Bob McCann
2018 Saskatoon Trouble Shooter Clinic Updates
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Featured Member Benefits—Choice Hotels
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2018 Canadian Dealer of the Year Winner
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2018 RV Business Top 50 Dealers Canadian Recipients
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What 4 theft coverages help prevent loss? by Reza Kamrani
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Did you know about the RV Careers website?
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December 2018
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Dear Members, It is with great honour that I step into the role of RVDA of Canada Chairman of the Board. This seat has been filled by many remarkable leaders before me and I will strive to continue furthering the goals and direction established by the national board. Thank you for the trust and confidence that you have placed in me. If at any time you have any questions or suggestions, please do not hesitate to contact me. As our recently released Q3 Economic review noted, it is forecasted that the economy will continue to grow on average by 2% for the remainder of 2018 but, it will be slowing down to 1.9 percent by 2020. The RV industry will likely follow this trend and sales will be on par with the current year’s numbers. 2019 will have some interesting developments for the RV industry. First of all, for those that would have typically gone to Louisville this year, there is an exciting new opportunity in March in Salt Lake City! Registration is now open for the RVX. The RV Experience will be the RV industry’s biggest trade event, designed to celebrate innovation, help RV dealers drive their businesses forward and assist RV manufacturers and product suppliers build their brands. If you’re looking for innovation, this will be the place to be. The RV Experience is being held from March 12-14 in Salt Lake City, UT. We were happy to hear that the new CUSMA trade deal was recently signed by the 3 partners. The deal brings trade certainty for the foreseeable future between Canada and the United States. Given the RV industry's reliance on imported goods in both directions, this helps to provide stability for the industry. The new agreement does not immediately address the tariffs that the US has placed on Canadian steel and aluminum. We will be continuing to address our concerns on this matter within our government relations strategy.
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In October of 2019 we are slated for a Federal Election. I would encourage you to become familiar with the campaign platforms. In the new year, the RVDA of Canada will be preparing several key election-related advocacy tools, including:
An election campaign toolkit for members
Submissions to Party Leaders advocating for the adoption of RVDA advocacy items
Active social media engagement on Facebook announcing RVDA’s strategy and Developments
The RVDA of Canada will also be monitoring election activity for related issues and updating members as needed. We look forward to engaging you in our election grassroots advocacy. I would like to take congratulate our most recent Dealer of the Year recipients. On November 7, Jim Gorrie and Kevin Betzold of GNR Camping World RV Centre in Winnipeg, Manitoba were jointly presented with the prestigious 2018 Canadian RV Dealer of the Year Award by RV Lifestyle Magazine. This was the first time that the award has been awarded jointly. Both Jim and Kevin have been dedicated members of the RVDA and have proven their commitment to the industry time and time again. Congratulations to Jim and Kevin and to all nominees, who have made outstanding contributions to the RV industry! I wish you all a very safe and happy holiday. Season’s Greetings,
Herb Cowen, Chairman of the Board RVDA of Canada
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the
from By Bob
Make sure you're getting the maximum return on the time and effort you spend participating in RV shows with this comprehensive before-during-and-after strategy for handling the leads that are generated. No matter which stage you're currently in, you'll find tips for getting more mileage from the shows you attend this season. BEFORE THE SHOW It's all about building buzz. Drive buyers to your booth with a pre-show email campaign. Send a short message to your prospects giving the dates, location, and models you'll be displaying. Include a link to a page about the show on your website, not the show's website. Include freebies and discounts in your email, such as show tickets and parking passes, T-shirts, hats, and koozies that they can receive by visiting your booth. Pre-show emails should be sent by a salesperson to get prospects' attention. Research shows when potential buyers hear from the salesperson they know, open rates are 400 percent higher than when the email is sent by the dealership. This doesn't have to be time-consuming - there are lead-management solutions that let you segment your database and launch e-marketing campaigns in minutes. Look for a provider that includes templates you can personalize to promote your dealership. With the right solution, you can customize a template-based email to change the default email name and address to those of the assigned salesperson. DURING THE SHOW Gather prospect info. Require your sales staff to collect as much info as possible from all prospects they spend significant time with.
Motivate your sales team to gather lots of prospect data with a daily contest, such as giving a $100 gift card to the salesperson who gathers the most customer information cards with either one e-mail address or two phone numbers (home and cell).
Encourage prospects to share their info with a give-away they can enter by submitting their email address.
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Enter show leads into your lead management system as soon as the prospect leaves the booth - don't let them be kept at the salesperson's desk. After the data is in your system, follow-up activities can be automatically scheduled.
Follow-up should actually begin at the show. Schedule a simple "thank you" email as soon as prospects' contact information has been added to the database. The message should be short and branded with the dealership's logo; thank them for stopping by, invite them to contact the salesperson they met at the show for further assistance, and include a link to your website. Starting follow-up right away increases your chance of being the first dealer to show interest. In the mornings, while the show is still slow, have salespeople make follow-up calls to thank prospects for coming by (they may not have read your email) and to find out where they stand in their decision making. AFTER THE SHOW Bring them back to the dealership. Hold a post-show open house no later than two weeks after the event. Create two email campaigns- one for booth visitors and one for the remaining prospects in your database. Thank visitors for stopping by, mention the RV they discussed at the show, and invite them to the open house - their last chance to benefit from special show prices. Ask them to call or email to schedule an appointment, and include a link to your website. The email to remaining prospects should say, "Sorry we missed you at the show; come to our open house and benefit from special show pricing." Generating interest before the show, beginning follow-up at the show, and extending the opportunity for a great deal with a post-show open house will help you stand out from the crowd and build customer relationships. This three-pronged strategy will make you the dealer who comes to mind when prospects are ready to buy. Small and large dealerships alike can use website and lead-management solutions to automate portions of the sales process and maintain crucial, sustained relationships with prospects. Bob McCann is director of education at ARJ, where he develops e-business sales processes for dealers and manufacturers in the RV, marine, power sports, and outdoor power equipment industries. He is the author of the e-business sales method known as TIPS. He can be reached at (757)217-3534 or at mccann@arinet.com. Source: RV Executive Today
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2018 Saskatoon Trouble Shooter Clinic The Trouble Shooter Clinic is on tour and this year, it landed in Saskatoon, Saskatchewan. The outside temperature was brisk but inside, temperature was fuelled by the strong enthusiasm from the 43 participants. Training was provided by: DC Power, Demco, Dometic, Lippert Components, Suburban by Airxcel, Spyder Controls and Truma. The 5-day training schedule allowed all participants to fully get their hands-on various equipment and engage in discussions with others with similar experience yet come from different backgrounds. During and outside of classrooms, the technicians exchanged ideas on different troubleshooting techniques and how to better serve various customers. Overall, the participants had a very positive learning experience and look forward to future training opportunities. The common goals for both instructors and participants alike are deepening product knowledge and lessen steps to quickly diagnose the true issue and address accordingly and improve overall repair cycle and send the customer on their next trip. The participating suppliers are the true hosts of this training event. Together, we are committed to empowering RV apprentices and technicians across the country by bringing technical workshops to their Province. The 2019 Trouble Shooter Clinic will be held in Moncton, New Brunswick in a similar time frame. We hope to see many of you in October 2019! See Photos from this clinic
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Canadian retail sales statistics are now available for both motorized and towable recreational vehicles. These statistics will allow dealers to better manage the inventory on their lot by knowing which units are selling in their area, which price points are attracting buyers as well as knowing the local trends affecting their marketplace. The RV retail sales statistics compiled by Statistical Surveys Inc. are the result of matching manufacturer VIN numbers with RV registrations. The RVDA of Canada endorsement agreement includes free access for national monthly figures only, for members only. Going forward, these figures will be published in the RVDA of Canada bimonthly newsletter and archived at the “RV Statistics / National RV Sales” link on the member side of www.rvda.ca. This information is copyrighted to Statistical Surveys Inc. and for your use only, not for distribution. In order to protect your endorsement benefit, please honour that confidentiality. To purchase more detailed statistics – by province, region or city – please contact Scott Stropkai of Statistical Surveys Inc. at 616-281-9898 ext 128 or sstropkai@statisticalsurveys.com. To learn more about Statistical Surveys Inc., visit www.statisticalsurveys.com.
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Elite Insurance Company is a subsidiary of Aviva Canada Inc., one of the leading Property and Casualty insurance groups in Canada which provides insurance protection to more than 3 million Canadians. Aviva Canada is on a mission to change insurance. "At Aviva, we listen to our customers' views and opinions because by listening and acting on your feedback, we become better at what we do. We want Aviva customers to feel they are being treated as people, not as a number. We want our customers to be confident and comfortable that they have the right insurance to cover their needs. And we want our customers to have a positive experience at Aviva. We've already started the change by introducing our claims service satisfaction guarantee which you can learn more by visiting www.ClaimsGuarantee.com Elite Insurance Company is Canada's largest insurer of specialty personal insurance products since 1954, covering recreational vehicles, mobile homes, antique & custom cars and pleasure crafts. To learn more about Aviva Elite and their mission to change insurance visit their website: www.avivacanada.com Aviva Elite
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The Quarterly Economic Review is intended to deliver a comprehensive look at the economic indicators affecting the RV industry in Canada. These products are intended to provide members with current economic information, which can assist them in gaining insights into the changing economic dimensions of the RV industry and the economy at large. Download this report on RVDA of Canada member site under Member services / Industry Relations tabs (login required)
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What 4 theft coverages help prevent loss? submitted by Reza Kamrani Account Representative, Associations
It’s a business owner’s worst nightmare. You arrive at your place of business and discover it’s in shambles. Your equipment and merchandise are gone, and your door is busted in. You’ve been robbed. Luckily, there are numerous methods one can employ to help stop that scenario from playing out in real life, including surveillance cameras, alarm systems, fencing, cautionary signage, and appropriate locks. But sometimes, despite our best efforts, these preventative measures just aren’t enough. That’s where insurance comes in. The appropriate policy will ensure that even if the worst happens, you’re in the best possible position to recover from the losses and re-launch your business with ease. But what exactly is the best coverage to have in case of theft? We outline three useful coverages below.
Commercial property insurance Theft costs Canadian businesses a great deal of money each year. In just retail alone, organized retail crime costs Canadians over $4.6 billion a year, according to statistics from Calgary police. Their stats also say that 87.5 per cent of independent stores fall victim to this kind of crime. But even if your business is a victim of theft, commercial property insurance can provide coverage. A commercial property insurance policy can protect you against loss due to theft, burglary, and more. A policy may protect your building if you own it, or you’re responsible for it according to the lease you have with your landlord. It also protects your building’s contents. This can include equipment, furniture, fixtures, tools, machinery, and property of others. Employee dishonesty insurance Theft may not always take the form you’re imagin ing. In movies, burglary is portrayed as men in masks breaking into a building late at night, taking all the jewels and diamonds on display, before escaping in a darkened van. And while some crime is committed by people with no relation to your business, sometimes it’s done by people you know and wouldn’t expect, like your employees. In fact, employee theft costs Canadian businesses about
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$1.4 billion every year, according to The Retail Council of Canada, a non-profit that represents more than 45,000 retail stores across Canada. Luckily, Federated Insurance has a coverage designed to help protect your business from employee dishonesty, credit card forgery, and other types of theft by employees and others. Commercial auto insurance While you’re busy working to protect your business’ building and its contents, you may forget that any vehicles your company uses are also at risk of being stolen. Commercial auto insurance is a necessity for any business that relies on vehicles for day-to-day operations. Some may assume they’re already protected under their personal auto policy and therefore don’t need commercial auto insurance, but there are a few reasons why this may not be the case. Your business should consider commercial auto insurance if your vehicle’s ownership is in your business’ name, or if the car is used to transport goods for your work. Standard commercial auto insurance ensures there’s coverage for your company vehicle and can provide replacement car coverage if you have to rent a temporary car for day-to-day operations after an accident or theft. Business interruption insurance Losing your merchandise or equipment because of theft is bad enough, but what many don’t realize is how much such an event can disrupt your business. If equipment is taken or damaged, or your property is damaged, you may not be able to operate your business until it’s fixed or replaced. For instance, if the front entrance of your business is damaged during a robbery, and customers cannot enter as a result, your bank account will suffer. Or, if the equipment you use to create your products is taken during a burglary, you will have to delay your manufacturing until you replace the necessary equipment. Business interruption insurance is designed to help cover your loss of net income and allow you to continue paying normal operating expenses in the event your operations are suspended due to a covered peril. Included is coverage for extra expenses to expedite your return to business or limit your loss.
© Federated Insurance Company of Canada. All rights reserved. This document is provided by Federated Insurance Company of Canada (“Federated”) for informational purposes only to augment your own internal safety, compliance and risk management practices, and is not intended as a substitute for assessment or other professional advice by a qualified person or entity. Federated makes no representations or warranties regarding the accuracy or completeness of the information contained in this docu ment. Federated shall not be responsible in any manner for any loss, or any direct, indirect, consequential, special, punitive or other damages, arising out of your, or any other person’s, use or reliance on the information contained in this document.
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RVDA of Canada Endorsements CREDITOR INSURANCE / WARRANTY / APPEARANCE PROTECTION / ANTI-THEFT iA-SAL iA-SAL supplies innovative after-market products to the RV market. An industry leader since 1963, iA-SAL's RVDA- endorsed products include: Creditors' Group Insurance: Life, Disability & Critical Illness Extended Warranty Program (SPP: SAL Protection Plan) Diamond-Kote Appearance Protection Products Silent Sentinel Anti-Theft Etch Program Check your member directory, or member listings at www.rvda.ca, for your provincial contact. http://www.iasa.ca/
COMMERCIAL FINANCING Wells Fargo Commercial Distribution Finance RV Inventory Finance Contact : Carlos Lobo 1290 Central Parkway W, Ste. 1100 Mississauga, ON,. L5C 4R3 (905) 361-3837; Cell: (416) 573-1520 www.wellsfargo.com/cdf PORTABLE Wi-FI PRODUCTS Stealth Enterprises The Stealth Wi-Fi system is a powerful receiver operating on its own private network. This means an end to net traffic, using Wi-Fi hotspots on your mobile device and expensive data overages, all while providing a service with an 80% stronger signal over using a cellular device to get online. To discuss the program, please contact: Brad Morrison at 403-389-6863
HEALTH PROTECTION SERVICE PURIFYD® is an innovative subscription-like, health protection service that will eliminate, on an ongoing basis, the biological pathogen and environmental contaminant buildup that occurs in confined spaces like recreation vehicles. Stephen Dunn at (604) 230-5175
GROUP EMPLOYEE BENEFITS
Federated Insurance Federated Insurance provides customizable Group Employee Benefit coverage. Contact: Western Canada: Wayne Budge at 1-800-665-1934 Eastern Canada: Mauro Di Tullio at 1-800-361-0790
PROPERTY & CASUALTY INSURANCE
Federated Insurance Federated
Insurance Company of Canada provides direct underwriting of Property and Casualty Insurance for RV dealerships. In addition, the Inventory Floor Plan Advantage is available from Federated Insurance for Commercial Distribution Finance (CDF) customers. Burnaby, BC – 1-800-939-7788 Edmonton, AB – 1-800-661-8617 Calgary, AB –1-800-342-9157 Regina / Saskatoon, SK –1-866-291-0523 Winnipeg, MB –1-800-665-1934 London, ON –1-800-461-3117 Mississauga, ON –1-800-387-5953 Laval, QC & Atlantic Region –1-800-361-0790 www.federated.ca/
PAYMENT SOLUTIONS Baseline Processing looks forward to providing great group-rates to all RVDA of Canada members. Baseline provides payment solutions and expertise to more than 1,000 merchants across North America. Their commitment to Cost -Plus pricing means complete transparency and significant savings for merchants of all sizes. No teaser rates. No hidden fees. No cancellation fees. Just Baseline’s exceptional service and dedication to building long-term relationships. Contact : Tom Bremner : (604) 606-7950 www.baselineprocessing.com
RVDA / SPADER 20 GROUPS
ONLINE MARKETING/ ADVERTISING SOLUTIONS
Spader Business Management
ReachLocal, a global company, is an online marketing
RVDA/Spader 20 Groups, managed by the Spader Companies, help dealers improve management skills, recognize market trends and solve problems.
and advertising solution provider for small, medium, and large businesses, creating advertising to consumers in local markets. It provides internet and mobile internet marketing solutions to business clients. contact: Linette Moore at (416) 380-2900 Website:www.reachlocal.ca
1.800.772.3377 (US and Canada) info@spader.com | www.spader.com
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/ Benefits on select Exclusive discounts up to 35% off select FedEx services when shipping within Canada, to the US, or internationally.
on hotel – access to Choice Hotels program discounts of 15-20% at over 325 hotels in Canada & 6,300 hotels worldwide, & some complimentary services at select hotels. Aeroplan or Choice Privileges points can be earned. Book travel be online, on your mobile device or via a toll-free number.
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If you have a FedEx account, simply enroll in this program through the dedicated FedEx webpage that can be found at the member link If not, see the member benefit page for a link to do so. View FedEx services at www.fedex.ca.
on tools
&
– an exclusive 20% discount on 3 of their publications: and HR & free trials of information services. The constantly-updated information will help you understand employer obligations & legal requirements, & stay updated with Canadian federal, provincial & territorial employment legislation.
on UPS Preferred pricing with UPS for Canada-wide, USA and other destinations for expedited and standard services via Wholesale International Couriers and Freight Forwarders through UPS’ website. Visit the member link above for contact information to set up an account.
Card with use of the Petro-Canada credit card, members of Explorer RV Club & RVDA of Canada can realize significant savings, convenience, control & security. Click here for an information / application form & contact
on and First Preferential pricing for First Aid Certification with AED (defibrillation), & many more courses; and a 10% discount on all First Aid products and supplies, where applicable. eck c ss availability online. Find contact information for registration and links to classes / programs at the member benefit page.
An array of products at very competitive prices in over a dozen Maintenance, Repair & Operations (MRO) categories, with two discount structures – based on national volume and on catalogue prices. Inventory at each branch location is tailored to the local market. For a complete list of products available, a credit application form to sign up for an account, & a contact for complete details on this program, click here.
on Volume-based preferred pricing on a wide range of products in over 700 categories. Imago Marketing is able to distribute to all locations across Canada Visit the member link above for the member code. For more information, contact Jessie Lo at or 604.304.6246. Discounts and offers for top attractions, shows and other entertainment! .Now you’ll have access to exclusive discounts, special offers and access to preferred seating and tickets to top attractions, theme parks, shows, sporting events, movie tickets, hotels and much more. Be sure to visit often as new products and discounts are constantly being added!
Discounts on Dale Carnegie Training programs 10% discount off local pricing for any Dale Carnegie Training program. Contact your local training office for class details / dates, or find an office near you. Download & present this offer to them to qualify for the discount.
Marks: 10% discount on the numerous items listed on our member program card, including work clothing, gloves, belts, winter and safety accessories and CSAApproved Footwear. Show your card at the check-out counter
select
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Did you know about the RV Careers website? The RV Careers site was developed to raise awareness to career opportunities available in the Canadian RV industry. It provides some background information to the various departments found within an RV dealership, apprentice and technician training opportunities. It also contains information for employers on how to hire and work with apprentices and apprenticeship authorities and how to access the numerous Federal, Provincial and private grants available.
Hiring? When you visit the site, the first thing that should jump out at you is “jobs.� And, the call-to-action would be to see what jobs are available and to look deeper for the job and training requirements.
You have full control of your job postings! You can add, edit or remove your job posting whenever you like. You will be able to receive job applications via e-mail. Before this listing expires (in 45 days), you will be notified to either update or delete the posting. To post a job, go to the employers tab and log in using your RVDA of Canada user name and password. Contact RVDA of Canada at 604-718-6325 or e-mail if you do not have this information.
Upcoming Events Newly added events include career fair, RV lifestyle, trade show, workshop, and online training events. The news listing will keep you and your staff up to date on training and industry events.
Education for those currently working in the industry vs. those looking to enter the industry If you currently work in sales, parts, or service, you will want to visit the Education page.
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There are training and educational programs for technicians, parts/service management programs, sales, marketing and F&I programs, administration/ accounting programs and awards available.
For apprentices and anyone wishing to become an apprentice, detailed information can be found on the Become an apprentice page. There are many programs such as youth and pre-apprenticeship where high school students can get practical work experience. If there isn’t one in your area, there’s information available under the Employer page on how to start and implement your own apprenticeship program.
Financial incentives and assistance programs There are many financial incentives for both apprentices and employers to participate in an apprenticeship as well as assistance from Provincial and Federal governments and your local RVDA. On the financial incentive page, it lists numerous benefits for appren tices to participate in an apprenticeship and for employers to hire apprentices. There are numerous Federal, Provincial and RVDA Financial assistance programs such as bursaries and grants. If you have any suggestions or comments about how we can improve the site, please email us or comment on the RV Careers Facebook page!
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News from RVDA Canada
RVDA of Canada Mission Statement: The RVDA of Canada is a national federation which exists to protect and promote the interests and welfare of RV Dealers across Canada in order to enable the industry to maximize its potential.
Newsletter Editorial Staff The RVDA of Canada Member Newsletter is produced and distributed through the national association office : RVDA of Canada, Richmond BC For Inquiries please contact us at: #145 – Coppersmith Way Richmond, BC V7A 5J9 Ph: (604) 718-6325 Fax: (604) 204-0154 www.rvda.ca powered by rvhotlinecanada.com Emails : Eleonore Hamm, eleonore_hamm@rvda.ca Anita Lien, anital@rvda.ca Amee Inocencio, ainocencio@rvda.ca
Post your Positions at
www.RVCareers.ca
To post a job, simply go to the employers tab and log in using your RVDA of Canada user name and password. Contact RVDA of Canada at 604-718-6325 or e-mail if you do not have this information.
WWW.BUYLOCALRV.CA RVDA of Canada’s “BUY LOCAL” campaign promotes “Buy your RV close to home. It’s better in the long haul, to consumers. We encourage you to download a copy of brochure available at the member’s website.
Board of Directors Executive Committee Chairman, Herb Cowen, Pike Lake Golf Centre, Pike Lake, ON Vice-Chairman, Gord Bragg, Hub City RV, Lantzville, BC Treasurer, Josée Bédard Roulottes Chaudière Lévis, Quebec Past Chairman, Jean-Francois Lussier, Horizon Lussier, Marieville, QC Directors Dale Hopkins RV City
Trevor Moase Vacationer RV Sales And Services
Jim Gorrie GNR Camping World
Kyle Kehoe Kehoe RV
Bruno Tombari Bellavista RV
Bruce Marsh Cape Breton Trailer Sales
Marc Rémillard, Centre du Camping Rémillard
Murray Sullivan Sullivan Motor Products