News from RVDA
Newsletter
News Highlights • Unlock Your Trouble-
shooting Potential at the 2024 Trouble Shooter Clinic in Montreal!
• RVDA of Canada—Free
Webinar Series
• Revamping the RV In-
dustry: Stakeholders Unite to Transform Repair Event Cycle Time (RECT)
Inside this issue: Unlock Your Troubleshooting Potential at the 2024 Trouble Shooter Clinic in Montreal!
6-7
Revamping the 10-12 RV Industry: Stakeholders Unite to Transform Repair Event Cycle Time (RECT RVDA of Canada—Free Webinar Series
14
Unconscious Bias 15-17 in the Workplace– How to Look Beyond Biases at Work You Made the Decision to Sell by Bruce Marcia
20-21
Newsletter
October 2023
Page 2
Newsletter
Chairman’s Column
Dear members, We are nearing the end of another interesting RV selling season. With a slowed economy, escalating gas prices and interest rates, consumers are being more careful with their discretionary income and leisure expenditures. Careful inventory management will be important for dealers this fall and into 2024. It will be ever more important to ensure that you have the right products in stock for the consumers in your region. While we always publish Canadian retail statistics, if you’re interested in obtaining the retail statistics in your marketplace, you can purchase these detailed reports from Statistical Surveys Inc. As a dealer member of the RVDA of Canada, you will receive a 10% discount off of the price of the reports. These reports can help you determine what consumers are actually purchasing in your market. It is a great tool and I encourage you to have a look at this member benefit. Go RVing Canada recently released a consumer study entitled 'Promoting the RV Lifestyle' to offer insights into current consumer attitudes towards RVs and perceptions of the RVing lifestyle. It refines the RV buyer profile through a segment/classification analysis to determine media strategies targeting both RV owners, renters, and prospects. The Executive Summary is available to you on our website. The research findings will give you a deeper understanding of the characteristics and motivations of the primary RV consumers and help shape your own media strategies. The next event around the corner is the 2023 RVDA Convention/Expo in Las Vegas. And it’s not too late to register. Education and training are essential for your businesses’ continued success, especially when we face tougher market conditions.
Page 3
Newsletter
Chairman’s Column Chairman’s Column Chairman’s Column Our Platinum endorsement partner iA Dealer Services will be presenting a workshop at the convention about different ways to maximize your F&I revenue. This interactive workshop will teach you how industry-leading products can help ensure that your customers have an unparalleled RV ownership experience. As I sit down to write this message, I realize, with sadness, that this will be my final message to you in the role of RVDA of Canada Board Chair. It has truly been an enriching experience that has left me feeling fortunate to have had the opportunity to represent you. As association leaders, we hope to bring about positive change in some small way; to further our industry and to enable our members to flourish through education, partnerships and the development of best practices. I have always been a firm believer that you get out of life what you put in to it. Volunteering for an association proves my theory well: through my involvement in the RVDA of Canada for the last few years, I have given time and effort but have also gained great knowledge, have had the opportunity to participate in exceptional events, and have even made a few friends along the way. I would like to challenge all of you to give some of your time to a worthy cause as it truly is rewarding. In closing, I want to thank you again for your trust, for the meaningful experience and the exceptional opportunity I have had! Warm regards, Josée Bédard, Board Chair RVDA of Canada
Page 4
Newsletter
Canadian National RV Retail Statistics August 2023 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.
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
Page 5
2023 Second Quarter Economic Canadian Review National RV Retail RVDA of Canada Statistics June 2023 The 2023 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)
Page 6
Newsletter
Unlock Your Troubleshooting Potential at the 2024 Trouble Shooter Clinic in Montreal! Are you ready to take your troubleshooting skills to the next level? Join us at the highly anticipated Trouble Shooter Clinic happening in beautiful Montreal from March 19 to 22, 2024. This is an event you won't want to miss! Whether you're a seasoned professional or just beginning your journey in the RV world, there’s something for everyone. Why Attend the Trouble Shooter Clinic? This clinic promises an unparalleled opportunity to not only enhance your troubleshooting skills but also gain valuable insights from some of the most respected names in the industry. We've brought together a lineup of training sessions from industry giants, including Dexter, Dometic, Firefly Integrations, Garnet Instruments, LCI, Truma, and Xantrex. This is your chance to dive deep into the latest equipment and technology, ensuring you stay at the forefront of your field. But that's not all! The Trouble Shooter Clinic is designed with you in mind. We understand that your learning needs are unique, and that's why we offer the flexibility to customize your training schedule. Tailor your learning path to suit your specific interests and needs. With a plethora of hands-on opportunities, you can design a schedule that maximizes your growth.
Page 7
Newsletter
Bilingual Excellence: Simultaneous Interpretation in French This is not just any event - it's a bilingual experience! We're thrilled to offer simultaneous interpretation in French, making this clinic accessible and inclusive for all. Whether you're fluent in English or French, you'll have the chance to fully partake in this enriching l earning journey. Early Registration Benefits Don't let this opportunity slip through your fingers. Early registration is the key to securing your spot at this highly anticipated event. By registering early, you not only ensure your place but also gain the unique advantage of tailoring your schedule according to your preferences. You have the freedom to choose what matters most to you. The registration deadline is not until February 20, 2024, but why wait? Spots are limited, and if you delay, you run the risk of missing out. Act now to guarantee your place at this must-attend event. This transformative training event is proudly brought to you by RVDA of Canada, a trusted name in the industry. We are committed to providing you with the knowledge and skills you need to excel in your profession. Don't miss your chance to elevate your troubleshooting skills and network with fellow enthusiasts. Register today for the 2024 Trouble Shooter Clinic in Montreal. Your journey to professional excellence begins here. Learn more and register now at tinyurl.com/2024TSC
2024 Sponsors
Page 8
Newsletter
Newsletter
Page 9
Page 10
Newsletter
The RV industry, known for its adventurous spirit and nomadic lifestyle, has faced a long-standing challenge in Repair Event Cycle Time (RECT). However, the industry has been quick to recognize the importance of addressing this issue and has united all stakeholders to develop a comprehensive solution. We will highlight how these stakeholders are stepping up to transform RECT for the better. Garry Enyart - The Visionary Garry Enyart, former director of RV Business at Cummins and former chairman of the RV Industry Association (RVIA), played a pivotal role in introducing the concept of RECT to the industry. Faced with the absence of legacy systems for tracking RECT, he took it upon himself to develop a process. By launching the Six Sigma project, Enyart and a group of industry leaders defined RECT as "the time when the customer engages with the service writer and hands over their RV to the servicing entity and the time when the repaired unit is available for the customer to pick up their RV." This definition laid the foundation for further improvements. Identifying Key Components Through their collaborative efforts, the industry leaders identified several key components that influence RECT. These include brand reputation, technical support, product quality, part identification systems, parts stock, part lead times, warranty processes, dealer training, diagnostic tools, and preseason inspections. By addressing these components, the industry aimed to make RECT more measurable and controllable. More Trained Service Technicians Needed In the quest for RECT enhancements, a powerful shift towards flexible and online access for training programs has taken center stage at RV Technical Institute (RVTI). The importance of continuing to support these three colleges—Okanagan College, SAIT, and Vancouver Island University—cannot be overstated. Though their numbers may be relatively small, these institutions serve as critical pillars for the industry's future growth. They offer a solid foundation for the development of the next generation of skilled RV technicians, both in pre-apprenticeship and apprenticeship programs.
Newsletter
Page 11
Equally notable is the eager anticipation surrounding the imminent launch of the Motive Power Co-Op Program at Fleming College next fall. As this program prepares to take flight, it represents a significant step forward in fostering a new generation of RV service experts. The commitment to these educational institutions, with their varied offerings and approaches, is vital for ensuring the RV industry's sustained success and excellence. Turning our attention to the eastern part of the continent, the Atlantic RVDA has been actively engaged in discussions aimed at crafting an apprenticeship program for the region. Their objective encompasses two vital aspects: firstly, establishing a structured program for apprenticeship, and secondly, ensuring an ample supply of qualified technicians who can mentor the new entrants. This comprehensive approach to technical education and mentorship underscores the industry's unwavering commitment to elevating standards in RV servicing, to the ultimate benefit of both the industry and its valued customers. 4. OEMs and Suppliers Join the Cause Original Equipment Manufacturers (OEMs) and aftermarket suppliers have also recognized the importance of RECT and have been proactive in their support. Companies like Jayco have taken the lead in tracking RECT for their dealers and expanding their service centers. This initiative ensures that units are fixed more efficiently and quickly, ultimately benefiting the end user. National Indoor RV Centers – Changing the Future of RV Service National Indoor RV Center (NIRVC) partnered with Newmar so NIRVC techs can start in-warranty repairs immediately without needing to wait for Newmar's approval to proceed. NIRVC will stock 200 to 300 of the fastest turning parts at each location and will deliver larger, slower turning and more expensive parts in under 24 hours. What's In Your Toolbox?: Understanding the Physical, Digital, Written Tools to get your "S" Together… covers the physical tools for the jobs in your service department, the digital tools available from the OEM, specifically Forest River, Inc. and the internet, and the written tools to submit and complete a repair job. Used in the right combination, your Dealer's Service Department can improve efficiency when doing both service/warranty and Customer pay work. Grand Designs opens a 300,000-square-foot facility to double the size of its customer service, parts and warranty departments in Middlebury, IN. Jayco Opens Fifth 100% Pre-Delivery Inspection Facility Jayco opened its fifth PDI (pre-delivery inspection) facility in Middlebury, IN, in November 2022. Rev: Recreation Group Launches Sales Enablement Tool For Dealers REV Recreation Group launched a sales enablement tool for its dealer network. It provides dealers and sales representatives with immediate access to a variety of collateral materials, product information, and training courses for American Coach, Fleetwood RV, and Holiday Rambler brands. The tool has a wealth of content, including product videos, floor plans and specs, top 10 features of each model, factory training videos, and more.
Page 12
Newsletter
Dometic for Business (D4B), an ecommerce site for Dometic's professional customers. Dealers knowing the SKU number and having an Excel spreadsheet of frequently purchased Dometic items and use the"Quick Order" and "Batch Order" functions to get products faster. Dealers can also use "Invoice History" to match POs, order numbers or invoice numbers to quickly track items. Industry-Wide Awareness Awareness is a critical step towards solving the RECT issue. Some dealerships have made RECT a regular agenda item in their staff meetings, analyzing RECT reports to identify areas for improvement. Additionally, newsletters are being circulated to raise awareness among industry professionals. Regional training sessions, involving all Dealer Management System (DMS) providers, are also on the horizon. These initiatives are designed to encourage the sharing of best practices and the continuous improvement of RECT across the industry.
The RV industry is on a journey to enhance the Repair Event Cycle Time (RECT) for the benefit of all stakeholders, particularly the discerning consumers. The collaborative efforts of individuals like Garry Enyart, training institutions, and the engagement of OEMs and aftermarket suppliers are driving positive changes. This unified approach, combined with increased awareness and training, is propelling the industry forward, ensuring that RECT becomes a well-managed and optimized process for the future. How do you measure up?
Newsletter
Page 13
Page 14
Newsletter
Top 5 Things Your Website Must Have to Increase Sales and Inquiries
Why You Need a Crisis Communications Plan
Making it with the Media: How to Leverage Earned Media to Reach Your Sales Targets and Goals Become a Thought Leader: Easy Way to Increase Your Brand Awareness by Leveraging Your Expertise on Social Media
Facebook Instagram Twitter
Newsletter
Page 15
Some of our team recently had the pleasure of attending a training event about unconscious bias held in partnership by the Canadian Women’s Foundation and Catalyst. These organizations do meaningful work to empower women at work and in their lives, and we’re proud to share some of the insights we gained. As an avid supporter of increasing workplace diversity and adopting inclusive hiring processes, we aim to use our platform to shine a light on ways that organizations can be more inclusive. Understanding and acknowledging our unconscious biases and how they can subvert inclusivity, is key to build hiring processes that truly raise up everyone, no matter what they look like, what gender they are, or how they identify. things you should know about unconscious bias • Unconscious biases based on race and sexuality are extremely prevalent. 88% of white people hold unconscious pro-white bias, and 83% of straight people unconsciously favour other straight people over LGBTQ people. • Unconscious bias often goes against our own interests. Especially if you’re part of a minority group. Minority groups often internalize social norms and develop implicit biases opposite of what you might think. For instance 48% of black people hold a pro-white unconscious bias, as do 36% of Muslims. • Unconscious biases can contradict our consciously held beliefs and convictions. For instance someone might vehemently believe that women and men are equal in the workplace. However they might unconsciously believe that a male candidate is more inherently qualified for a job than a woman with similar credentials. • We’re more likely to rely on unconscious biases for decision making when we’re stressed, distracted or in competition. Workplaces naturally breed these feelings, so it’s especially important to check our biases and make an effort to be inclusive when at work. steps you can take to look past your unconscious biases in the workplace pause before you speak Foot-in-mouth syndrome is real, and it’s a lot more common when you say whatever comes to mind without a care in the world. Unconscious biases are most likely to slip out when you blurt out your thoughts without considering how they might be interpreted by others. Want to make a joke? Stop and think: would everyone in the room appreciate this joke? Am I punching down or singling someone out?
Page 16
Newsletter
Am I making someone feel different or like they don’t belong? If you’re not sure, don’t say it. It’s as simple as that. Unconscious biases slip out because we aren’t thinking. Take a second or two to pause and consider your words, and more importantly, how they impact others. This gives time for your conscious thought processes to kick in and be your filter. validate others’ experiences Just because someone’s life or work experiences are different than yours doesn’t mean they’re wrong. There’s more than one path to get just about anywhere, and that includes at work. Acknowledge that it’s okay if everyone has different priorities, beliefs, and ways of working. If everyone on your team ends up at point C, does it really matter if they took path A or path B? This comes down to respecting differences. Rigid workplace processes and policies often reinforce our unconscious biases and hinder collaboration and inclusion. Question if processes are truly necessary. Do they serve a clear purpose or are they meant to police others’ behaviour just because that’s ‘the way things are done’? stop to listen How often do you ask a question thinking you already know the answer? Or how often do you ask for suggestions and ideas, even though you’ve already made up your mind what you’re going to do? This happens a lot in most workplaces. Businesses reward speedy, decisive decision making but this can cause us to drown out others’ ideas in favour of sticking with what we know. If you ask a question, stop and take the time to listen and understand why others’ have different beliefs than you. Ask follow up questions. Practice good listening and you might just gain a new perspective on a situation where you assumed you knew best. connect with people who are different than you Be proactive and seek out ideas from others, especially if they have a different worldview than you. At work, we often have our ‘go-to’ people who we consult for opinions and ideas. Stop relying on your comfortable inner circle and ask people who look different than you, who are at a different experience level, or who might otherwise have a unique perspective. It’s important to step outside your echo chamber to hear opinions and ideas that will force you to challenge your status quo. Is there someone who rarely speaks up in meetings? Why not ask them for their thoughts? You could gain some interesting insights.
check your language Words matter. Finding the right ‘fit’ for a job is something we talk about a lot in the recruiting industry. However this seemingly innocent phrase can be extremely loaded for people who don’t slot neatly into socially acceptable norms. If you’re looking for someone who’s a ‘good fit for your team’ you’re implying that anyone who’s different is probably not what you’re looking for. Be aware of the message you’re putting out, and be willing to make changes. Instead of saying you need a ‘good fit,’ ask what qualities are truly necessary. Maybe you need a strong presenter? Or someone comfortable with sales? Even better, leave it open-ended. The more you try to narrow down what qualities are acceptable, the more people you’re writing off. An out of left field candidate may be just what your team needs.
Newsletter
Page 17
question your hiring needs You might not realize you’re doing it, but asking for arbitrary qualifications like 7 years of experience and a history in a leadership role can implicitly exclude women and minorities who traditionally have more difficulty advancing their careers into management-level roles. Is someone with 7 years of experience inherently more qualified than someone with 4? Probably not. Just because someone hasn’t held a management role yet doesn’t mean they’re not cut out to be a leader. It just means they haven’t been given an opportunity yet. Make an effort to judge candidates based on their potential, rather than their past. Be the employer to give someone a chance to prove they’re capable. This is how you gain the trust and loyalty of superstar employees who are just waiting for a chance to shine. back up your words with action
It’s one thing to say your team is ‘diverse’ and leave it at that. It’s another to hold yourself accountable and educate yourself about increasing the inclusivity of your team and supporting the diverse people who are already part of your team. If you say ‘I care about the people on my team’, make an effort to get to know the people you work with and connect with each individual. 1-on-1 meetings are a great practice for leaders at all levels to adopt. Group meetings can often be impersonal or be dominated by the most extroverted group members. 1-on-1s allow everyone their moment to be the centre of your attention. outwardly demonstrate your support Throw your support behind others, especially if they’re different than you, and especially if you fit within societal norms and have accumulated social power. Don’t be afraid to stand up and call out bad behaviour you witness in your workplace. If you see someone acting insensitively and letting their biases fly freely, let them know. Politely, of course! They may not be trying to be insensitive, but they should know their behaviour is not acceptable. The targets of insensitive comments often stay silent because they’re ashamed or don’t feel they can stand up for themselves without repercussions. If you’re in a position of power, use it to be an ally. Also don’t be afraid to be vocal about your support or adopt visual signs of your allyship – for instance adding Pride sticker to your office door. Visibility matters. It leads to normalization and serves as signal you’re a safe person to come to if someone on your team needs assistance. We’ve just scratched the surface with these tips. If you’re interested in even more resources to subvert unconscious bias and support women and minorities in the workplace, we encourage you to check out Canadian Women’s Foundation and Catalyst for more resources and insights. interested in learning more about workplace diversity and inclusion and how your organization can make a difference? check out more content
Page 18
Newsletter
Newsletter
Page 19
Driving Success: Unleash your Dealership’s Potential Nov 6-10 at Paris Las Vegas for the 2023 RV Dealers Convention/Expo – a time of leadership, learning and sharing best practices as well as getting a look at the latest aftermarket products and a sampling of what manufacturers will be offering this fall. The premier dealer education and networking event brings together dealers and vendors for educational Vendor Training + Plus sessions and numerous networking opportunities that is unparalleled. In addition, training courses, motivating speakers, and engaging topics work together to ensure that all your key employees have the knowledge and training needed to adapt and succeed in fluctuating markets. Here is a look at some of the topics slated for the Convention/Expo. Fixed operations • What are the strategies and tactics, top performing service departments employ to improve RECT and increase profits? • Increase customer trust and transparency and decrease RECT times using technology • Turn service writers/advisors into upsell machines Digital Marketing/BDC • •
Step-by-step guide to implement a powerful BDC How to use AI for content creation
Dealer/ GM • Techniques to assess your response to the current marketplace with a checklist for Phase 2 of resetting and renewing dealership operations. • Cybersecurity – emerging threats, privacy and security in the cloud, establishing and maintaining a security minded culture and steps to take after an intrusion.
Sales • How to hire, develop and manage a high performing sales manager • Successfully selling products and services from a servant perspective. F&I • Perspectives from manufacturing, legal and lending around the state of the industry with forecasted expectations. • Tools you need to succeed in F & I The Exhibit floor features more than 150 vendors showing the latest products, software, and F & I offerings.
Page 20
Newsletter
You’ve Made the Decision to Sell by Bruce Marcia
Like everything else in life, owning a business has a beginning, a middle, and an end. You have put in endless hours of blood, sweat and tears to get where you are today. You have enjoyed the highs and endured the lows throughout your journey. Inevitably, a day comes when you decide it’s time to sell your business. Life happens and circumstances change, whether it be a situation within your family, difficult health issues, age, burn out, or perhaps after so many years, simply dreading having to deal with another sales cycle that we’re currently transitioning towards. Many questions arise from such a decision. Is it the right time to sell? What is my business worth? Who can I sell to? What do I have to do to get ready to sell? How long will it take to sell my business? All very good questions that need to be answered, so let’s address them. Is it the right time to sell? The right time to sell is when you’ve made the decision to sell. The ability to try and time the market isn’t reasonable and rarely achievable. Besides, can you delay a difficult health diagnosis, burning out, or aging? Regardless of the current economy, there are always buyers in the market who are willing to acquire a well-run dealership that has value and shows growth potential. What is my business worth? After 30 years of brokering dealership sales, this is the question we get most often. A great but loaded question! Naturally, the focus is on financial performance. However, while revenue, margins and adjusted net earnings or EBITDA (earnings before interest, taxes, depreciation, and amortization) are important considerations, there are many other factors involved in determining what your business is worth. In addition to your hard assets, your business has intangible value that is influenced by your location, brands, age and level of inventory, reputation, staffing, and many more variables. As an example, we deal with the largest dealers across North America, and those who are looking to acquire dealerships, tell us that the absence of tenured, trained staff can be a deal breaker for them.
Newsletter
Page 21
Who can I sell to? There are business owners in various industries that are looking to expand their holdings. There are dealers within the RV industry that are looking for the right fit in regions they are not currently located in. I have been asked if American RV dealers and dealer groups are looking for Canadian opportunities and the short answer is no. We have talked to several American dealers about this. While some are intrigued with the idea, they feel the logistics of operating in another country and currency would be challenging and that currently, there is still a lot of untapped opportunity within America for them to capitalize on. It’s important to note that as auto groups continue to grow, many are finding it increasingly difficult and expensive to expand in that industry and are now looking towards the recreational industry for consideration. A recent example of such an opportunity was our privilege of facilitating the sale of the world’s largest exclusive Airstream dealership group, Airstream Adventures, to Lithia and Driveway, the largest automotive retailer in North America with over 300 dealerships. What do I have to do to get ready to sell? First and foremost, you have to assemble a solid team that you trust in getting your business ready to sell. Who makes up that team? An accountant you trust to make sure your financial house is in order and clean up your financial statements to avoid surprises. An example of this is assets that have been depreciated out or written off, yet still have value. These should be reclassified and disclosed to the buyer in advance. • An industry-specific attorney that has experience in negotiating and closing acquisitions. • A financial planner that can provide you with options and advice on how to deal with the proceeds of the sale. • A broker that you are comfortable with and trust, who is well connected in the industry and will ensure that your best interests are protected. Yes, you can try selling your business yourself, but consider the reason lawyers don’t represent themselves in court. Being personally involved is often emotional, which creates bias and lack of perspective to achieve the required or expected results. Besides, when you approach another dealer to sell, you’ve already put yourself at a disadvantage in negotiating strength. •
In addition to assembling your team, review your dealership and ensure it’s ready for sale to maximize the sale price and reduce any discounting for issues. Focus on freshness of appearance and curb appeal, clearing out aged inventory including parts and accessories and last but certainly not least, the culture of the dealership. Is it apparent that your team is happy to be there and feel supported? Does your team have a “can do” attitude with each other and customers? We don’t get a second chance at a first impression, so being prepared to go to market is crucial for the success and in achieving the maximum value for your business.
Page 22
Newsletter
How long will it take to sell my business? It’s safe to say that a typical smooth transaction can take 4-6 months from engagement to completion. •
• • •
The initial stage involves a confidential consultation to understand your unique goals, gather the information a buyer will require for analysis, prepare an opinion of value and help you to establish an asking price consistent with the market conditions, and compile an informative Executive Summary for prospective buyers. Next, we implement a custom-tailored marketing strategy to find a qualified buyer. The negotiations stage could take 30-60 days to accept a Letter of Intent and work through the attorneys’ definitive purchase agreements. The final stages of due diligence and closing are negotiable, though typically run 30-60 days.
We understand that for most business owners, selling a business is the last opportunity to capitalize on the assets and maximize income for retirement. The decision to sell is complex, emotional, and requires serious consideration of numerous variables. We are happy to provide a complimentary opinion of value with no obligations to help those business owners in need of an answer to the most pressing question, “What is my business worth?”. Performance Brokerage Services is proud to be a Silver Partner of the 2023 RVDA Dealer Convention/Expo, held next month at Paris Hotel in Las Vegas. Not only will we have a booth in the main hall where you can stop by to say hello and we can answer any questions you have, we will also be presenting on Wednesday and Thursday morning, on preparing your business for sale to maximize value and minimize pitfalls. We hope to see you there! About the Author Bruce Marcia is a Partner for the Canadian Outdoor Recreation Division of Performance Brokerage Services, North America’s highest volume brokerage firm specializing on buy-sell activity for automotive, RV, powersports, marine, trucking, and equipment dealerships. Family-owned, the company benefits from over 30 years experience, 900 dealerships sold, and a 90% closing rate. Based out of Leduc, Alberta, Bruce’s sole focus is on the Canadian RV, Marine and Powersports industries. His extensive and successful tenure in floor plan finance, retail dealer finance, OEM territorial Management, and GM experience with retail brick and mortar dealerships makes him uniquely qualified to guide clients through the purchasing or selling process.
Newsletter
Page 23
Page 24
Newsletter
Discounts on select courier services worldwide 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 your current cards expired, we're offering you an easier way to shop! To receive the discounts, all you need to do is mention the RVDA of Canada account number at check-out. This offer is available at all Mark's stores across Canada. We're still working on extending the program to online purchases so stay tuned. Access the program now through the RVDA of Canada member site
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.
Page 25
Newsletter
RVDA MEMBER DISCOUNT PROGRAMS / BENEFITS
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 information / application form & ontact information.
Purolator Member Discount Program CSAE has negotiated group shipping discounts of up to 55%* on Purolator Shipping Services.Service designed with you in mind! Whether it’s across town or across the country, you’ll get reliable, professional shipping that will satisfy—and impress—your customers. Access Program
RVDA of Canada # 145-11331 Coppersmith Way, Richmond, BC V7A 5J9 Phone (604) 718-6325 Fax (604) 204-0154
Page 26
Newsletter
Baseline Processing provides payment solutions and expertise to more than 1,000 merchants across North America including many RVDA of Canada members. Vancouver-based Baseline offers transparent pricing on an RVDA plan — pricing that won’t change for the duration of our relationship. Contact :Hugh Lalande (604) 606-7950) Website: www.baselineprocessing.com
The Corpay brand unifies the domestic U.S. payments solutions—Comdata Corporate Payments, Nvoicepay, and Roger—with their cross-border payment solutions, Cambridge Global Payments and AFEX, and offers customers the power to more seamlessly connect their finance and AP departments. As part of Corpay, Cambridge’s main goal will be to continue to meet our customers cross-border payments and currency risk management needs. Contact : Brad Loder at 416-646-6401 Ext:2392 Website : http://cross-border.corpay.com/rvda-canada/ 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 Website: www.federated.ca PROPERTY & CASUALTY 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. Website: www.federated.ca CREDITOR INSURANCE /WARRANTY / APPEARANCE PROTECTION / ANTI-THEFT iA Dealer Services: F&I protection programs including, Creditor's Group Insurance (life, accident & sickness, involuntary unemployment, critical illness), Extended Warranty, Appearance Protection and Theft Deterrent System. An array of dynamic and RV specific F&I training webinars to support your business office. To find out more about iA Dealer Services or to become an iA Dealer Services dealer partner, contact us today. 1 855 725-6584 info.iads@ia.ca Website: www.iadealerservices.ca
Newsletter
Page 27
KYCS(Keep Your Community Safe), KYCS Global’s state of the art Bluetooth and IoT theft recovery solutions create peace of mind for your customers. KYCS works in partnership with Crime Stoppers to assist in the recovery of RV and Trailer theft. The company’s flagship solution includes KYCS Locate sold exclusively at dealerships. With seamless installation, KYCS Locate is covertly hidden in RVs & Trailers Contact: Jason Lyall at (289) 230-1833, Email: jlyall@kycs.ca
DriveOn Protection for PermaSeal Tire Sealant, utilizes the latest nanotechnology to create the only green, water soluble, permanent fix tire sealant available today. It is a product so unique; it brings a new solution to tire pressure maintenance problems. Contact: PeterHucul Tel: (604) 787-0225 Website: www.permasealglobal.com
PURIFYD®SYSTEMS eliminates the build-up of environmental contaminants and biological pathogens that continually occurs inside the living spaces in which people live, work and travel. For your customers, you provide a valuable service that enhances their experience with your dealership and keeps them coming back for treatments. Your business benefits from new revenue and gross profit streams in Sales, Rentals, Service and the Business Office. Contact : Stephen Dunn at (604) 230-5175 Website : www.getpurifyd.com/
RVDA/Spader 20 Groups, managed by the Spader Companies, help dealers improve management skills, learn best practices and apply them to your dealership while utilizing detailed proprietary reports and hard intelligence on group and industry trends. Call: 1.800.772.3377 (US and Canada) info@spader.com Website: https://spader.com
Wells Fargo Commercial Distribution Finance (CDF) is a global inventory financing solutions provider with more than 45 years of expertise in the RV industry. Wells Fargo CDF delivers inventory financing solutions, service, and intelligence through in-depth expertise and a commitment to customers. Contact: Ed Ristau Tel: (204)255-5965; Cell: (204) 430-6410; Website: www.wellsfargo.com/cdf
Page 28
Newsletter
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.
Newsletter
Page 29
More New Online Courses The Mike Molino RV Learning Center continues to add to its curriculum online courses designed to help dealers and fixed operations meet the needs of a new generation of customers.
The Parts Specialist online course
Parts Manager Online Course
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
RVDA of Canada # 145-11331 Coppersmith Way, Richmond, BC V7A 5J9 Parts Specialist Phone (604) 718-6325 Fax (604) 204-0154
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 Classic Trailer Sales Ltd. Headingley, 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)
Ward Fraser Voyager R.V.Centre 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.