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News from RVDA

Newsletter

News Highlights • Level Up! Virtual

Newsletter

Interactive Career Exploration Event

• George Goodrick

Emerging Leader Award

• Application is open for

the 2021-2022 NTP-Stag Canada RV Industry Personnel Bursary Programs

Inside this issue:

2021-2022 NTP-Stag 6 Canada RV Industry Personnel Bursaries Level Up! Virtual Interactive Career Exploration Event

George Goodrick Emerging Leader Award

8- 9

Frustrated with your company’s inability to develop new customers? Try a sales blitz.by Dave Kahle

10-11

Emergency contact lists are critical for your business

Telus Exclusive Offer for RVDA Members

Perkopolis—Great perks on everyday poducts and services

February 2022

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Newsletter

Dear Members, How is everyone? I am really hopeful that 2022 will bring us nearer to the end of this pandemic. It has been two long years and while we don’t know exactly what lies ahead, we seem to be reaching a place where COVID does not dominate all of the space anymore. Other positive news is that RV ownership continues to grow and has risen in popularity. We are seeing more diverse customers who are embracing RVing.

audiences to join the RV lifestyle.

Our marketing association, Go RVing Canada, certainly plays a significant role in attracting new consumers to our industry. In fact, at our recent Go RVing Canada Board meeting, it was reported that there was significant growth to the website traffic and that the “Buy an RV” section was particularly popular, with an increase in over 112% to that section alone! In 2022 we will be developing additional lifestyle content showcasing sporting and niche hobby trips, to continue to inspire new

I want to remind you that as an RVDA dealer member, you can access many marketing tools through the Dealer Tie-In program. You can download award-winning creative from Go RVing Canada’s extensive marketing resource library, including royalty-free RV and lifestyle photography, gorgeous videos, and promotional posters and banners for display at dealerships. This program is again offered free of charge to our members so make sure you’re signed up. Dealers can also upgrade to Premiere status. With additional branding, dealers will benefit from the extra exposure of Go RVing Canada’s 1.5M unique website visitors.

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Earlier this month, we emailed you a link to the 2022 RV Industry Compensation survey. I want to encourage you to participate, as we really need your input. This is the only comprehensive study that focuses specifically on compensation and benefits for RV dealerships across Canada and collects compensation data for all staff positions. The results provide us with data to help us better advocate on your behalf and it provides our members with the most up to date information and compensation resources to ensure business success.

Are you seeing more used product back on your lots? If so, why not sign up for our Pre-Owned Certified inspection Program. This program offers a complete multi-point inspection for units 10 years or newer. The program validates the condition of that RV at the time of sale, giving consumers added security when purchasing a pre-owned RV. And finally, I want to bring to your attention that nominations are open for our new George Goodrick Emerging Leader Award. The Emerging Leader Award will recognize and support early-career professionals who have demonstrated exceptional commitment, passion and promise of leadership to the Canadian RV industry. This award is open to all personnel in the Canadian retail and wholesale RV industry sector. Nominations are open until June 30, 2022. So I encourage you to look around your business and nominate one of your hard working staff who has demonstrated that commitment, passion and leadership. Nomination details can be found by visiting https://bit.ly/32o78Ra. Have a great spring selling season everyone!

Josée Bédard, Board Chair RVDA of Canada

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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.

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

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The 2021Third 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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2021-2022 NTP-Stag Canada RV Industry Personnel Bursaries The NTP-Stag Canada RV service technician and RV fixed operations personnel bursaries are designed to promote ongoing training and encourage successful completion of industryrecognized training. First semester has come and gone and we’re almost half way through the second semester. That means that some of you are already eligible to apply for the 2021-2021 bursaries ! For the others, there is still time as the application deadline is June 1, 2022! How many bursaries are awarded?

There are a total of 8 bursaries available for RV service technicians and additional 8 bursaries for fixed operations personnel such as service writers, service advisors, and parts and accessories sales personnel. Who is eligible? All personnel employed at an RVDA of Canada member location are eligible to apply. What are the application requirements? Ensure you have completed the application form, submit an employer reference letter or video critique, complete an essay (min. 600 words), a photo compilation, or a video (min. 1 minute), submit a course transcript showing successful completion of one of the eligible courses between August 1, 2021 and May 31, 2022. When is the application deadline? June 1, 2022 What is the selection process? All applications are reviewed by the bursary selection committee. The results will be available on www.rvcareers.ca/awards by July 15, 2022. Can I ask my instructor for a letter of reference? No, it should come from your supervisor. Can I still apply for the bursary if I applied last year? Absolutely, we encourage all eligible applicants to apply. How can I improve my odds of receiving a bursary? Apply before the deadline and make it as creative and genuine as possible!

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Level Up! Virtual Interactive Career Exploration Event RV Careers will be exhibiting at Level Up! a national, one-day interactive virtual career exploration event for students, apprentices, and other career explorers and seekers on February 24, 2022. We will promote all career and training opportunities available in the RV sector. This even is free to attend but registration is required. Hosted by Skills Canada, this event features Provincial Skills organizations, industry, education partners and other stakeholders to provide an engaging and fun environment to learn about jobs that attendees may not have considered. Promote this event to your customers! Here are some reasons why students, apprentices, DIYers and other career explorers should attend:

• • • • • •

Learn about career and education pathways in the skilled trades and technologies Take part in creative and innovative hands-on challenges Visit over 40 industry and education partners at their virtual booths Answer trivia questions about how trades partners use Skills for Success in their workplace Take part in the Scavenger Hunt to earn points Opportunities for students to win prizes!

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Newsletter

In honour of the association's past Chairman, RVDA of Canada announced the creation of a new award - the George Goodrick Emerging Leader Award. As a true leader, George inspired many to volunteer and actively promote the Canadian recreation vehicle sector. With roots in Atlantic Canada, George first participated in association activities through the Atlantic RVDA. In 2008, he was appointed to the RVDA of Canada board as the representative of the Atlantic region. With a strong passion in training and education, while serving as a director, George also chaired the national education and HR committee from 2010 to April 2014. His involvement at the national level later led him to serve as Treasurer, Vice Chairman, Chairman and Past Chairman of the RVDA of Canada. At the time of his passing, he was still serving as a director on the Canadian Camping and RV Council board. The Emerging Leader Award will recognize and encourage early-career professionals who have demonstrated exceptional commitment, passion and promise of leadership to the Canadian Recreation Vehicle industry. This award is open to all personnel in the Canadian retail and wholesale recreation vehicle industry sector. To be considered, individuals will need to meet the criteria of exceptional: • Customer Service • Impact • Innovation • Initiative • Social Responsibility

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George was a true leader, who was very passionate about whatever project he embarked upon. George was a good friend and we were all terribly saddened by his passing this past February. Here are a few quotes from people who worked with him over the years:

Caleb Kendrick Mike Rosman RV

You may have noticed at the end that this video was in honour of one of our previous chairmen, George Goodrick. In order to make this shoot work there were several logistical challenges, however George Goodrick and his team at Adventure Sports RV, were instrumental in helping bring this together. This was true of George in so many facets of his contributions to our industry. We dedicate this video to him and those endless contributions. We hope his legacy will inspire and cultivate many future leaders. We invite you to submit a nomination by June 30, 2022.

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Frustrated with your company’s inability to develop new customers? Try a sales blitz. by Dave Kahle One of the most common complaints I hear from my clients is this: “I can’t seem to motivate the sales people to call on prospects and develop them into new customers.” There is a relatively simple, fun and inexpensive way to remedy this situation. It’s called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it.

But there are some additional fringe benefits. For example, the preparation for a sales blitz provides you an opportunity to thoroughly train the sales force in one identifiable step in the sales process. Their competency thus improves. Additionally, you can usually measure their activities more specifically than normal. So, they become more competent and confident, and you more knowledgeable in the activities of your sales force.

Here’s the problem. Most B2B sales efforts are organized around a sales rep who is responsible for a specific set of accounts, or a specific geographical area. Typically, that rep is expected to grow the business with the current customers, as well as to identify and develop new customers. Clearly, most sales people are better at one part of this two-part responsibility than the other. Usually, developing new customers takes second place in the sales person’s priorities. Staying within their comfort zones and focusing on keeping the current customers happy becomes a higher priority on a day-to-day basis. As a result, few new customers are developed, and sales management is continually frustrated with the company’s poor performance. Rather than continue beating a dead horse by trying to motivate the sales force to create new customers, one alternate approach is to implement a sales blitz.

Let me illustrate with an example. Let’s say that you have group of eight sales people who are each expected to build the business with current customers as well as create new ones. You are continually frustrated with their performance in creating new customers. Out of the group of eight people, you’re lucky to have one new customer a month. Since you are not satisfied with this, you decide to do a sales blitz for new customers.

What’s a sales blitz? It’s an organized effort by the company to focus all of its sales force on a specific task in one specific territory. The most common task is to identify, qualify and engage potential new customers. But, a sales blitz could also be used to quickly communicate some hot new product or service to a market. in the activities of your sales force.

You bring them together, and explain the project. Their task is to identify, qualify and engage as many prospects as possible. The information gained and the doors opened in the process will then be provided to the territory rep, who will be expected to follow up and turn a significant number of these qualified prospects into customers. You create a form for each sales person. They must collect the information specified on the form from each prospect. The information could include such basics as the name and title of the key contact person, some information about the account, and a sense of the opportunity for your company.

A sales blitz has the advantage of focusing the entire sales force on a specific task. That alone will bring you far greater results than if you’d just left it to each sales person to do on their own.

So, you select one geographical area or market segment on which to focus. In this case, let’s say one of your sales people has a relatively new territory, so you select that territory as your focus. You decide that for a period of three days, you are going to pull your entire sales force out of their territories and direct them into the new sales person’s territory.

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You then train the sales force in how to do just that one aspect of the sales process – make a cold call, collect some qualifying information, and fill in the form. You spend a day role-playing and practicing. Next, you provide them with a list of current customers (off limits) and a list of potential customers. You break the group into four teams of two people each, and on the map, outline four different areas for each. You announce that, at the end of each day, you’ll hold a short meeting. At that meeting, you’ll recount success stories, share information and tactics that have worked for various team members, and count up the number of contacts made and forms filled out by each team. The team with the most completed forms will be the day’s winner, and each member of the winning team will be awarded a gift certificate for dinner for him and his spouse.

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proven best practice. When I was 17 years old, I attained my first sales job working summers for The Jewel Tea Company. They were using sales blitzes as a regular part of their sales efforts. I won’t tell you how long ago that was, but you can measure the time duration in decades. A couple of years ago, when I was working with one of my clients to establish a new sales force, we routinely used sales blitzes, rotating the blitz every other month from one territory to another. In the first two years, six sales people created 638 new accounts. Here are some do’s and don’ts of organizing a sales blitz:

1. Have a specific task in mind, and make it as simple as possible. In the example above, the sales people were to engage a prospective account, and fill out a form that indicated whether or not the account was worth At this point, you have organized the group’s the time. They collected some information, and efforts by identifying the specific job to be done, proattempted to have an introductory conversation about vided the tools (forms and company literature), trained the company in order to raise some interest on the part them in the task, focused them on a specific area, and of the account. So, in other words, the task was a cold added some structured time to learn and to be recogcall to qualify a prospect. nized. 2. Focus everyone on a specific area or market segment. On each day of the blitz, you stay in cell phone contact 3. Equip each person with the tools necessary to accomplish this task. with each group, encouraging them throughout the 4. Thoroughly train them. Even with an experienced course of the day. sales group, I’d spend at least one day role-playing, At the end of the three days, you will probably have critiquing and practicing. Remember, cold calls are accumulated more prospects for your probably not the strength of any of your sales people. territory rep to follow up on than he/she would have Ignore their protests that they “know how to do it,” done on his own in the course of a year or two. Turn and train them as if they were brand new. You may them over to the rep, keep a copy yourself, and watch be surprised at how far many of them have to come in the progress he/she makes in each account. order to be competent at it. 5. Keep it short and sweet. Three days in my example. What have you accomplished? A number of 6. Break the group up into pairs or teams, and create a powerful things: competition among them. 1. You’ve created more qualified leads for the 7. Have some kind of daily debriefing. A half hour territory rep in a few days than he/she would have meeting at the end of each day was my choice. created on his own in a few years. 8. Offer a daily recognition and reward. 2. You’ve created a fun experience for all your reps. 9. Post the results, and follow through on the leads 3. Each rep has learned some new skills as they created to make sure that they are not squandered. focused on just one part of the sales process and repeated it over and over. They will be better at A sales blitz, well designed and well managed, can creating new customers in their own territory as a solve one of your company’s biggest shortcomings result of this learning experience. and spin off a number of valuable fringe benefits. That’s a sales blitz. Originally Published: https://www.davekahle.com/ Keep in mind that there is nothing new about this frustrated-companys-inability-develop-new-customers-tryapproach. It may be new to you, but it’s a time-tested, sales-blitz/ 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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Emergency contact lists are critical for your business Now is a great time to review your emergency contact list to ensure it’s up to date. What would you do if disaster suddenly struck? Whether it’s a flood, fire, electrical outage, or other emergency, knowing how to act and who to contact can help you better manage a stressful situation and help you get your business back up and running as quickly as possible. That’s why having an up to date emergency contact list should be a part of your business continuity and risk management plan. To help, we’ve created a guide to what to include and a template you can download to get started.

Read Now For more information on this or other loss prevention topics, contact our Risk Management Assist* service at riskassist@federated.ca or 1.833.692.4112. As a valued Federated customer, this service is available to you at no additional charge. You can also contact your Commercial Insurance Specialist with any questions.

Report a claim::

Claims hotline # 1.855.616.6262

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CAESARS PALACE, LAS VEGAS, NEVADA

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Welcome to Perkopolis! Great perks on everyday poducts and services through Canada’s leading employee perk Program! At Perkopolis, we are continuously sourcing exclusive offers and benefits for you! Use your Perkopolis membership to enjoy great savings on the entertainment, travel, attractions, shopping, health & wellness, sports and more!

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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.

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.

Introducing member benefit from John Deere ! RVDA of Canada members are now eligible for an upgraded John Deere Rewards membership-which unlocks extra discounts on equipment, parts and merchandise. Enroll today! It’s simple , fast & free. Check JohnDeere.ca/rvda

Marks: Discounts (in-store) on select workwear As a member in the RVDA, you and your staff are eligible for a 10% discount on the numerous items listed on the member program card. To receive a 10% discount on select items that are available exclusively to RVDA members, please show your card at the check-out counter. This offer is only available for in-store purchases.

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Discounts and offers for top attractions,shows and other entertainment! Exclusive discounts and offers for all your stay at Home and work from home needs including, Disney+ subscription, Showtime subscription, black Friday pricing for computers/laptops audiobooks and much more! Access the program now through the RVDA of Canada member site .

Perkopolis Member Discount Program Great perks on everyday products and services! Perkopolis is continuously sourcing exclusive offers and benefits for you! Use your Perkopolis membership to enjoy great savings on entertainment, travel, attractions, shopping, health, wellness, sports and more! Click here for more information

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,

Telus Business on the go! Save with exclusive offers and stay connected on the go with Telus Business RVDA members save up to 25%* on select business mobility plans when you activate or renew with TELUS. Click here for more information

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It’s Time for Service Writer/ Advisor Online Training Get ready for the spring and summer camping season with service writer/advisor online training available through the Mike Molino RV Learning Center. Developed by RV industry service management experts, the online course is divided into training modules covering a variety of topics including managing appointments and workflow, generating additional revenue, and enhancing communication with customers. Fully interactive and easy to navigate, the course is an ideal way to jump start the knowledge base of new employees . . . or provide a refresher for more experienced fixed operations professionals. Modules reinforce the customer service skill sets service writers/advisors are required to perform every day. The course concludes with a comprehensive final assessment to test knowledge and skills learned in the course. The course is excellent preparation for the RV Learning Center’s Service Writer/Advisor Certification Test, which is separate from the online training program.

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The Mike Molino RV Learning Center (RVLC) is an affiliation of the Recreation Vehicle Dealers Association of America. RVLC offers technical publications, certification programs, online learning, and workshops, all designed exclusively The RV Learning Center partnered with The Ohio State University’s Center for Education and Training for Employment have developed Certifications, Competency Profiles, and instructional materials in the following areas:  Service Manager 

Service Writer/Advisor



Warranty Administrator



Parts Manager



Parts Specialist

RVDA of Canada # 145-11331 Coppersmith Way, Richmond, BC V7A 5J9 Phone (604) 718-6325 Fax (604) 204-0154

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Marks: Discounts (in-store) on select workwear As a member in the RVDA, you and your staff are eligible for a 10% discount on the numerous items listed on the member program card. To receive a 10% discount on select items that are available exclusively to RVDA members, please show your card at the checkout counter. This offer is only available for in-store purchases..

News from RVDA

RVDA of Canada Mission Statement:

Newsletter Editorial Staff

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.

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.

Board of Directors Executive Committee Chairman, Josée Bédard Roulottes Chaudière Lévis, Quebec Vice-Chairman, Dale Hopkins RV City Morinville, AB Treasurer, Jim Gorrie GNR Camping World Winnipeg, MB Past Chairman, Gord Bragg Hub City RV Lantzville, BC

Contact RVDA of Canada at 604-718-6325 or e-mail if you do not have this information.

Directors John Krohnert Platinum RV Sales

Ken Dobson Leisure Time Sales

WWW.BUYLOCALRV.CA

Jonathan Stone Stone’s RV Center

Kyle Kehoe Kehoe RV

Marc Rémillard Centre du Camping Rémillard

Peter Schmucker Fraserway RV (Lacombe)

Greg Nikkel NR Motors Ltd.

Travis Bromley Transcona Trailer Sales

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.