News from RVDA News Highlights
Newsletter
• Campkins RV Center–
2020 Best Bulk Booth Awardee
• RV Tech Week was
Celebrated from June 1-8, 2020
• 2020 Canadian RV
Dealer of the Year— Call for Nomination
• Stay Tuned for the
2020 RV Dealers International Convention/Expo
Inside this issue: Business Strategies 4-5 for Difficult Times: Utilizing the Gift of Slow Times By Dave Kahle Stay Tuned for the 2020 RV Dealers International Convention/Expo
8-9
RV Tech Week was 8-9 Celebrated from June 1-8, 2020 From Banker to RV Tech
10-13
2020 Canadian RV 16-18 Dealer of the YearCall for Nomination Federated Insurance— Wildfire Plan and Protection
19-22
Hershey— America’s Largest RV Show
24
Newsletter
June 2020
Page 2
Newsletter
Dear Members, How is everyone doing? Most of our members across Canada are now open and adapting to the new normal. If you have any questions on how to safely open your business, please consult our Guide to the Safe Operation of an RV Dealership. We have developed some best practices to help you adhere to guidelines and recommendations from official government and other reliable sources. This guide aims to provide dealers with recommended policies, processes, protocols and tools to safely restart and maintain their operations in conditions that meet health and safety requirements. The Guide includes information on: • • • • • • • • • • •
Physical Distancing Prevention For Employees and Customers Sanitization and Cleaning Protocols How to clean and disinfect vehicles How to clean and disinfect RVs Service and Maintenance Safety Technician Safety Service Waiting Area Returning Customer RV RV Sales During a Pandemic Resources For RV Dealerships
And remember to clearly communicate to customers your practices and policies and how that will affect their shopping or service experience. You can post these changes on your website, on the front doors, and send via email. Make some videos to send beforehand so that everyone’s expectations can be met safely.
Newsletter
Page 3
We recently released our Q1 Economic Review. Not surprisingly, the COVID-19 global pandemic is having a disastrous impact on the Canadian economy. GDP was already flat in February even before COVID-19. GDP is forecasted to further decline in Q2, considering the strict containment measures since mid-March. On the retail side, a recent survey by Statistics Canada shows that over 50 per cent of businesses are reporting a drop in revenue of 20 per cent and a third are reporting a drop of 40 per cent from last year. The RV retail sector saw some similar declines during the months of March and April. But as the jurisdictions have now allowed retailers to open, we are seeing a surge of interest for RVs and RV vacations. Consumers are inquiring about rentals, sales and RV travels tips on the Go RVing Canada website. Our industry is well positioned to help Canadians enjoy the outdoors safely through the RV lifestyle. RV Tech Week was once again held the week of June 1 to 8. This week serves to highlight the adaptability of the RV service technician trade. A different messaging was delivered on each day, highlighting different aspects of an RV tech’s day. Many dealers and techs joined in the conversation on our social channels. For some highlight please turn to page 8 in the newsletter. Inside this issue as well, you will find a nomination form for the 2020 Canadian RV Dealer of the Year. If you know of a dealer who has shown great dedication to the RV industry and lifestyle, to their customers, employees and peers and has been committed to their community, then make sure you send in a nomination form so that they can receive the recognition they deserve. It does not have to be a dealer in your province; you can nominate anyone in Canada. For further details on the criteria see page 17. Have a safe summer!
Gord Bragg, Chairman of the Board RVDA of Canada
Page 4
Newsletter
Business Strategies for Difficult Times: Utilizing the Gift of Slow Times By Dave Kahle That sudden lull in frenetic activity presents us with an opportunity. Now, we have the emotional space, the time and the energy to think about things we haven’t thought about for a while, to imagine a future we haven’t dreamt about for a while, and to envision the specifics of more fulfilling tomorrow. With that perspective, I have two suggestions for business strategies right now. Use the gift of slow time to: • Do it Better • Prepare to do it Differently 1. Do it Better. It is likely that some aspects of your business have gotten sloppy. Now is the time to look at all those bits and pieces that have been overlooked because they didn’t rise to the top of the ‘to do’ list. • Is all the software updated? • Is everyone trained on the new features? • Are their processes and procedures which have been around for a few years, and become ingrained to the point that no one questions them? Now is the time to dust them off and reconfigure them.
Are there people who have been marginal performers, but you never had the luxury of time to address that issue? Now is the time to make those personnel changes you’ve been thinking about. As a sales consultant, I have accumulated a whole list of very specific ‘systems issues’ which should be looked at afresh, with an eye to putting in place the systems, processes, tools, and people – not based on the past, but focused on the future. While this list is specific to sales organizations, your list could be just as detailed for your area of responsibility. For chief sales officers, now is the time to look at, and make adjustments to: The arrangement of sales territories and accounts. • Creating a company-wide process for identifying and prioritizing high-potential accounts. • The sales compensation formula. • Making the changes in the CRM system that have been accumulating. • Taking a critical look at your marketing collateral – hard copy and electronic and bringing it up to standards. • Looking critically at the productivity of each salesperson and making adjustments along the way. (We have a free tool you can use to objectively measure the productivity of a salesperson, a sales team, and the company as a whole. Download “Kahle’s Kalculation of Sales Productivity.” • Critically looking at the education and development of the sales force. Now is the time to invest in providing them with the skills and strategies they will need in the post-pandemic world. You’ll find
Newsletter
Page 5
the sales team is more amenable to making changes and accepting training now than they may have been for years. (Check out our Kahle Way® B2B Selling System training program.) All these efforts are based on the premise that the business will survive and, after accounting for some minor changes, be pretty much the same, doing business in much the same way, next year as you did last year. The focus, then, was to prepare to do it better. But, what if the gift of slow times also brought an opportunity to challenge the limitations of business as usual? Then, you could spend some intellectual and emotional capital on the next business strategy. 2. Prepare to do it Differently. Your business came into existence when you, or your predecessors, saw a need that you thought you could fill. That could have been generations ago, or it may have been last month. Regardless, the world has changed dramatically since then, and the fundamental premise upon which your business is based may be shifting. What if you could use this gift of downtime to reimagine your business? There is the possibility, at least with a few of you, that you could emerge from the pandemic malaise with a transformed business. If you think that may be you, here are a few ideas on how I would go about it. a. Ask this question, and brainstorm some solutions: “What urgent problems and/or pain do our customers have (or will they have) that we can help with?” b. Then, I’d prioritize the answers to the brainstorming session by asking these questions: • “Which of these can we address the quickest?” • “With which of these can we make the greatest impact?” • “Which of these are we most passionate about?” c. And if your work uncovered a likely suspect, then I’d ask and answer these questions: • “If we wipe the slate clean and started fresh, what solutions could we provide?” • “Exactly what would that look like?” • “How could we deliver it?” • “How much would we charge? “ • “How would we promote and sell it?” • “What would we need to pull this off?” • “What would we need to do to pull this off?” • “Who needs to do what, by when?”
And at the end of this hard work of brainstorming, prioritizing and planning, I’d have a plan to transform the business, and maybe the industry. Slow times are a gift. Use the gift well. You may not have another opportunity like this for a long time. Originally published here: https://www.davekahle.com/business-strategies-difficult-times/ Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business
Page 6
Newsletter
Newsletter
Page 7
Page 8
Newsletter
Newsletter
Page 9
Page 10
Newsletter
Newsletter
Page 11
Page 12
Newsletter
Newsletter
Page 13
Page 14
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.
Newsletter
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
Newsletter
The First Quarter 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)
Page 15
Page 16
Newsletter
Newsletter
Page 17
Page 18
Newsletter
Newsletter
Page 19
Page 20
Newsletter
Newsletter
Page 21
Page 22
Newsletter
Newsletter
Page 23
Page 24
Newsletter
Newsletter
Page 25
Page 26
Newsletter
RVDA Member Discount Programs & Benefits
Discounts on hotel rooms – 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.
on select Exclusive discounts up to 35% off select FedEx services when shipping within Canada, to the US, or internationally. 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.
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!
on tools 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.
Petro-Canada SuperPass Credit Card Discount With use of the Petro-Canada SuperPass 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 information
Newsletter
Page 27
RVDA Member Discount Programs & Benefits
Discounts on 3 payroll & employment compliance resources An exclusive 20% discount on 3 of their publications: Human Resources PolicyPro, Human Resources Advisor and HR infodesk; & 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.
Substantial savings on UPS services 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 or contact information to set up an account.
Discounts on promotional products Volume-based preferred pricing on a wide range of promotional 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 jlo@imagomarketing.com or 604.304.6246.
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: Discounts (in-store) on select workwear 10% discount on the numerous items listed on our member program card, including work clothing, gloves, belts, winter and safety accessories and CSA-Approved Footwear. Show your card at the check-out counter
Page 28
Newsletter
Newsletter
Page 29
Page 30
Newsletter
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 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.
You have full control of your job postings!
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.
Newsletter
Page 31
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 apprentices 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!
News from RVDA 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
Board of Directors Executive Committee Chairman, Gord Bragg, Hub City RV, Lantzville, BC
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.
Vice-Chairman, Josée Bédard Roulottes Chaudière Lévis, Quebec Treasurer, Dale Hopkins RV City Morinville, AB Past Chairman, Herb Cowen, Pike Lake Golf Centre, Pike Lake, ON Directors Jim Gorrie GNR Camping World
Ken Dobson Leisure Time Sales
Roland Goreski Campkin’s RV Centre
Kyle Kehoe Kehoe RV
Jonathan Stone Stone’s RV Center
Dean Goerzen Go RV
Marc Rémillard Centre du Camping Rémillard
Greg Nikkel NR Motors Ltd.