Winning Sales Strategies

By Bob Zagami

The National RV Trade Show provides a unique opportunity for manufacturers, suppliers and dealers to recharge their batteries and get excited about the new selling year and new opportunities showcased at Louisville. This year was no exception.

The atmosphere was festive and everyone agreed that next year will be better than this year. But will it? For many it will, and for others it won't. Success just doesn't happen . . . you must continually work at improving your business operations, motivating your employees, and satisfying the needs of an entire new generation of RV buyers. Buyers are more knowledgeable and more demanding of quality and service. Buyers who have grown up in the computer generation, suffer from information overload, and are desperately seeking relief from the demands thrust upon them at work and home. We have what they want . . . fun and relaxation.

The business will not be dropped off at your doorstep . . . you'll still have to earn it. Good business conditions mean good competition. What are you going to do to assure that your dealership gets their share of the baby boomers and empty nesters who are going to be the target of the Go RVing's Phase II campaign?

While visiting the supplier booths located throughout the numerous exhibit halls, I came across several companies that offer unique opportunities that can set your dealership apart from those you may be competing against. Although we will mention some companies by name, this does not mean we endorse the product but we do endorse the service they offer and plan to expand on these topics in dedicated articles later in the year. If you are a supplier that offers these types of products we encourage you to forward information to my attention at RV News and we will begin to prepare more in-depth reports on these topics.

Before the sale . . .

John Anderson's A' Weigh We Go services enjoyed another successful year of weighing RV's at various trade shows, industry rallies, and dealerships. John's goal is to educate the consumer on the importance of weight distribution for safe travel. Each year, more people hear the message and the statistics show improvement and a better understanding of the issues.

This year, John would like to see more dealers getting involved with the program. If consumers understand the weight-related issues taught by Anderson's traveling teams, they will be more informed and will purchase the right vehicle for the type of RVing they intend to pursue. The goal of the A' Weigh We Go program is to have satisfied customers, driving the right vehicle, and adhering to proper weight issues. Happy customers are repeat customers. continued

   
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