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CONTENTS

Cover Story

That Telander Woman
Gloria Telander Founder of the Wheelers Guide

Gloria Telander, founder and owner of Wheeler's RV Resort and Campground Guide, is the dean of those involved in publishing campground directories. Against major competition Telander has not only survived in this highly competitive field, she has thrived. Read how Gloria started and what bumps in the road she has encountered along the way. And learn how the guide she publishes today offers RV dealers an opportunity to sell a campground guide that is not going to be discounted by a mass merchant and gives them a product that is not putting dollars into the Affinity Group's pockets.

VOICES
The Ghost of Business Past

Mike Keller who operates a successful, regional wholesale distributorship serving both the RV and marine industries, sees a lot of parallels between these industries. He points out that the baby boom generation enter the marine market in great numbers 10 years ago. Read  what Keller believes RV industry aftermarket companies should be considering now that those baby boomers are finally joining the RV buyer's demographic profile. Learn how the marine industry failed to recognize the uniqueness of this market and ended up losing the aftermarket to mass merchants and what lessons can be learned by RV industry companies facing the same threshold today.

Ultra-Fab
Metamorphosis Through Creative Management

It's always a shock to have a major customer stop buying a product because of poor on-time delivery performance. But that's what happened to Ultra-Fab. As it turns out it was a challenge to Ultra-Fab owners, Darryl and Craig Searer, needed to set a new course for this company. Read what measures the management team at Ultra-Fab adopted and see if the changes produced any positive results.

SALESMANSHIP
Sales Force Automation: Working Smarter, Not Harder

Bob Zagami points to the Internet as a valuable resource for sales managers and sales professionals to improve their selling skills. The examples of web sites included gives sales teams up-to-date sales training data that is useful regardless of the industry. 

Editorial
Shootout in Dallas

As members of the RV Aftermarket Association, WDA, prepare to meet in Dallas later this month, an issue of major import will greet them. The issue is whether or not to dissolve WDA and merge with the Recreation Vehicle Industry Association (RVIA). RV News reviews the issues and challenges those with strong opinions to make their voices heard at the conference.