December '18

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rv-pro.com December 2018 • RV PRO • 69 Then and Now What type(s) and brands of RVs did you sell and/or service 10 years ago? And, what type(s) and brands do you sell and/or service in 2018? If the types and/or brands of RVs that you sell and/or service have changed in the past 10 years, what changes have you made to the parts and accessories department to reflect those changes? For example, let's assume that you now only sell towables, whereas in the past you exclusively retailed motorized RVs. Have you: • Changed the variety of accessories that you offer to those towables owners? • Updated the point-of-purchase displays to reflect this mix- ture of accessories? • Revised the presentations made by your parts associates to these towables customers, many of whom might be first- time RVers? Here is something to consider: Market data from the RV Industry Association and Statistical Surveys suggests that many entry-level RVers are choosing the lightweight trailer and tear- drop models. Will these customers be on a different budget from another customer who owns a Class A motorhome, the price for which could be in the six figures? And for these first-time RVers, what do you offer to ease their entry into the RV lifestyle? What packages could you offer that could minimize your customers' worries about what is needed to comfortably enjoy their first trip in their new RV? Consider this situation: In your sanitary supplies display area, you probably offer a selection of items that are necessary to main- tain the gray water and black water systems. In this area, do you also offer starter kits that contain the basic materials and equipment so that your new RV owners don't have to guess what they should be purchasing? Would these starter kits be different for the new owner of a teardrop towable than for the new owner of a Class C? Do you have shopping lists of sanitary system items to assist your customers on subsequent visits, so they get everything they need without having to return to your store, or without having to visit another retailer for their purchases? Perhaps for your point-of-purchase displays, you might develop one with the heading: An Intro to RVing. What could you include in this display? What products and services might be of interest to a person/family new to the RVing experience? To develop a display of this type might be a challenge for some of you who grew up in your family's RV business and have lived the RV lifestyle from birth. But what of the young family who has decided to try the RVing experience? Look at your displays from the viewpoint of the novice RVer. Not Your Average RV Store How do you encourage customers to shop and purchase in your dealership or parts store? What differentiates your store from another RV business in town? Or what differentiates your store We now offer the Global Pro Series Cam Lock on our Products We now offer the Global Pro Series Cam Lock on our Products Ability to key our products to your Global Pro Entry Door key code. 1Key for everything on your RV More secure then the generic 751 key Ask your B&B Molder Representitive how you can get these today! Say goodbye to the generic 751 Key! Global_BBMolder_Ad.indd 1 10/1/18 8:42 AM

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