News from RVDA
Newsletter
News Highlights • Virtual RV Dealers
Convention/Expo, Registration is now open
Newsletter
• RV Service / Writer
Advisor Online Courses
• Damage Repair
Estimator Now Available Online
• Explore Our New
RVDA Website
Inside this issue: Can You Use The “Five Percent Principle” to Build Your Business? by Dave Kahle
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Virtual RV Dealers Convention/Expo, November 9-20
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Federated Insurance— Infection Control 101 for Business
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RV Service Wrter/ Advisor Online Courses
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The Damage Repair 13 Estimator On-Line KYCS Locate 14-15 Inventory management, Lot Protection and Revenue Generation for RVDA Welcome to RVDA of Canada– New Website
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October 2020
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Dear Members, How is everyone doing? Hopefully everyone is managing to stay safe and sane! We had a good summer here on the West Coast. The weather was ideal to be outdoors and many people went camping and RVing. We saw a lot of first-time buyers who chose the RV Lifestyle as their vacation option this year. Let’s ensure that they continue to enjoy their experience in our industry. Earlier this month, we email all of our members an announcement showcasing our new website. Please visit us at https://www.rvda.ca to have a look and keep abreast of association activities. You can also manage your own account and add dealerships staff to your profile. In order to gain access to your member account, please go to the following link here. This link will take you to a password reset page where we ask that you enter your email address and click on the “retrieve username and password” button. You will then be sent an email from our new website that provides your username and a temporary password to login. As you know, this year’s RVDA Convention/Expo has gone virtual. Registration is open and includes options for both individual and multiple dealership personnel. The convention will be archived for access until January 31, 2021. If you have never attended, now is the time to do so. The virtual convention will provide education workshops, Vendor Training +Plus sessions, and offer an interactive exhibit hall with vendor solutions. We will also be having a Canadian Virtual Cocktail Hour so watch your inbox for more details.
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Fall is a great time to invest in education and training. Through the Mike Molino RV Learning Center, you have access to the brand new Service Writer/Advisor Online Course. This course teaches service writers/advisors principle-based professional methods needed to be successful. More seasoned service writers will also benefit from being reminded of core principles needed to create confident and loyal customers. Last month we ran a currency risk management webinar with Cambridge Global Payments. You can now find a recording of this webinar under the professional development tab of our website, in the member login section. This fall, we have been busy with virtual meetings with Members of Parliament. Following the announcement of Erin O’Toole’s Shadow Cabinet, we were able to meet with several key individuals to discuss the impact of COVID-19 on our industry and the recovery measures needed to protect jobs in the sector. Please also let us know if you, your business and staff are in need of additional support or have advocacy concerns that you would like us to raise. As the border remains closed between Canada and the US, many snowbirds are looking to alternative plans this winter. The Canadian Camping and RV Council (CCRVC) has worked to secure a discount program with several hotels in Canada. A list of participating accommodation providers can be found on the CCRVC’s website.
Have a great, safe fall season!
Gord Bragg, Chairman of the Board RVDA of Canada
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Can You Use The “Five Percent Principle” to Build Your Business? By Dave Kahle In the 1990’s I came across a book titled, “Everything I Needed to Know about Success I found in the Bible,” by Richard Gaylord Briley. In it the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We are all familiar with the Pareto principle, which, when applied to the world of sales, says that 80% of the business comes from 20% of the customers. As a general rule, that 80/20 rule is accurate in lots of different situations. Whenever there is a large group producing something, 20% of the people produce 80% of the results. The “Five Percent Principle” states that five percent of the people produce 50% of the outcome. In the book, Briley notes that in countries, five percent of the population produce the jobs, the businesses and the affluence for 50% of the population. That is part of the reason why, for example, socialist economies always fail. They believe in taxing and discouraging the rise of the five percenters. Instead, they ought to recognize this natural phenomenon, and encourage the development of the five percenters – they will lead the economy to higher levels. I was struck by those numbers and began to test them in my world of sales forces and sales organizations. I found the five percent principle to be about as accurate as the 80/20—a fairly accurate rule-of-thumb. In other words, in sales organizations, five percent of the salespeople produce 50% of the volume. The same is true of customers – five percent of the customers produce 50% of the revenue. And industries: five percent of the companies in an industry produce 50% of the volume. The concept intrigued me as a marketing principle. One of my objectives was, and is, ‘to make an impact.” If I could find the five percenters in an industry, and if I could work with them, they would multiply my effectiveness because they would influence fifty percent of the population. I began to study the five percenters in my market: B2B salespeople, and sales organizations. While my observations were anecdotal, and not quantifiably validated, I still found them substantial enough to become the bedrock for my marketing strategy. For example, I found that the “five percenters” among salespeople (whom I began referring to as sales ‘masters”) invested in themselves, while the 95% did not. I’ve often shared my observation that only one in twenty randomly selected salespeople has invested $25 of their own money on their own improvement. The Sales Masters do, which is one of the reasons why they become five percenters. They have a passion or sales, they see themselves as professionals, and they think deeply about their profession, their competencies and strategies and their customers.
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Among sales organizations, I made a similar incredible observation – only five percent of sales organizations invest in the development of their salespeople. They, of course, are, or are becoming, the leading companies in their industries. They seek out outside expertise, they invest in their own growth, and they have the ability to see the big picture and not just the transactions that occupy them at the moment. It occurred to me that, in the work that I do helping sales organizations and sales forces sell better, if I could identify the five percenters of the world I would find a willing and able market, and we could make magic together. That idea resonated with me, bringing back recollections of specific advice from two credible sources. One was a consultant to professional speakers, who advised me, early in my career, to focus on the highest and best in my markets. I was not a mass market guy; my message was best suited to the C-suite. The other was a prayer partner who relayed a word from God to focus on ‘significant’ people. So, I gradually developed a marketing approach I called, “Bubbling up the five percenters.” I didn’t’ want to convince anyone that their sales team could dramatically increase its performance, I only wanted to find people who already believed that. I didn’t want to convince people to invest in developing their salesforce, I only wanted to find those who were already there. I didn’t want to try to convince people they could gain from outside expertise, I wanted to find the people who were looking for me.
While that focus on the five percenters did not exclude others – we would still do business with those who we ran across who didn’t meet the criteria – it did define where we invested our marketing time and energy – bubbling up the five percenters to the top of the list. Enough of about me. What about you? The question now becomes: “Is there a place in your business or your job for a focus on the five-percenters?” If the answer is yes, and if this concept resonates with you, then the question become a bit more action-oriented: “How can you enhance your business by creating an initiative to reach out to the movers and shakers in your market?” The answers to these two questions may provide the impetus to transform your business or your career. These are questions that are worth your investment of time and energy to answer.
Originally published: https://www.thesalesresourcecenter.com/business-five-percent-principle/
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
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Dealer registration is open and includes options for both individual and multiple dealership personel. The convention will be archived for access until January 31, 2021. The virtual convention will provide education workshops, Vendor Training +Plus sessions, and offer an interactive exhibit hall with vendor solutions. Customer Experience Expert Jay Baer to Keynote Event As a flood of new customers enter the RV market, author and business consultant Jay Baer will present a timely keynote titled, “Coveted Customer Experience: How to Grow Your Business by Focusing on 3 Things Your Customers Truly Care About”. Made possible by convention platinum sponsor Wells Fargo Commercial Distribution Finance (CDF), this keynote presentation will focus on: • • • •
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Why customer experience is the fastest route to growth When customer experience stops and customer service stops The 3 elements of your business that are non-negotiable for your customers, and where they will give you a pass Specific, concrete plans that can be put into practice tomorrow that will create a customer experience worth coveting Nine relevant case studies and real-world examples on customer experience
Let’s get connected! RV industry stakeholders have a unique opportunity to reach hundreds of attendees at the Virtual RV Dealers Convention/Expo, November 9-20. The unique digital platform provides dealers and their business Deadline: 31, 2020 partners many ways to interact with the event August at their own pace.
The Virtual Exhibit Hall and most educational content will be available 24/7 through January 31, 2021, making this a unique opportunity to reach current and potential customers. For partner, sponsor, and exhibitor information, contact RVDA’s Julie Newhouse at jnewhouse@rvda.org. For more information and to register, visit www.rvda.org/convention and watch your email and RVDA social media platforms for updates at #RVDAConEx.
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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 Second 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)
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Get started by clicking here. We also encourage you to share this on your website and social media channels.
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To learn more about the fully interactive course and view a course demo, click here For more information visit www.rvlearningcenter.com.
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Tony Yerman, RV fixed operations consultant for The Mike Molino RV Learning Center, has created a brand-new online system for RV service departments. The online system, The Damage Repair Estimator On-Line, enables users to create customized, detailed estimates of repairs, upload photos and documents, and is a centralized resource for average time and cost of making RV repairs and purchasing RV parts. The easy-to-navigate online system will help an RV service department to prepare consistent, data-supported, claim estimates for insurance companies and RV owners. Users will be able to create an accurate, itemized estimate using the software, while having the option to save all photos and supporting documents with the estimate using using the ‘upload file’ feature.
Dealers can sign-up for a free, no-obligation, 30‐day trial of The Damage Repair Estimator On-Line by calling (440) 336-0703 or by sending an email to wrcamp1@aol.com. After the trial, a monthly subscription fee recurs automatically until cancelled.
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KYCS Locate Inventory management, lot protection and revenue generation for RVDA dealerships KYCS Global Inc is a Canadian company based out of Ontario. KYCS is partnered with Crime Stoppers to build safer communities through technology. KYCS Locate is NOT a gps device – it leverages Internet of Things (IoT) to triangulate its location. location. Locate is designed for all types of assets and equipment including RVs/trailers. Locate is easily transferable from one trailer/RV to another and has no monthly fees or subscription fees Locate is a one time initial cost with the battery of the device lasting up to 5 years. Locate has powerful magnets or a 3M adhesive with no wiring for placement with an asset. Locate wakes up and pings once a day at a set time for 5 minutes, then updates its location on a google map. If the asset is stolen or goes missing, the next time Locate wakes up, the KYCS monitoring team can tell the Locate device to stay awake and ping it every 10 seconds and start actively tracking RV/trailer. For Dealerships Inventory Management and Lot Protection – KYCS Locate has a cost neutral approach to inventory management and lot protection. Know where your trailers and RVs are on the lot within 60 feet everyday. At the same time, protect the trailers and RVs on the lot in case of theft with active recovery recourse. For Customers Peace of mind – for your customers, they will have peace of mind knowing where their trailer/ RV is once a day, everyday. If Deadline: there is a theft,August 31, 2020 the customer calls the KYCS team with a police incident number and we will actively work through Crime Stoppers and law enforcement to track & recover the stolen unit. Cost Neutral Model for Dealerships The Model – after leveraging the KYCS Locate device for inventory management and lot protection, Locate is positioned to the customer as their own device. If the customer declines the Locate device, it is simply repurposed on another RV/trailer for inventory management & lot protection. This model not only renders the cost neutral, it also generates new revenue for the dealership. Contact Jay Lyall at KYCS for more information jlyall@kycs.ca 289-230-1833
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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
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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
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Please visit us at https://www.rvda.ca. In order to gain access to your member account, please go to the following link here.
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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 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.
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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 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.