February '20

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54 • RV PRO • February 2020 rv-pro.com go through an assessment and start the process to get my group involved." "We allow our sales team to ascertain what's going on with a store or dealer," echoes Tony Paigo, national director of RV sales for Land 'N' Sea. "We then work with the internal sales staff and sales man- agement to come up with a platform for whatever they need." While that may mean anything from a single store to a chain with multiple loca- tions, Paigo stresses that there is nothing cookie-cutter about what is done, and that "the dealers are the ultimate decision makers; they drive the bus." Both Byrd and Paigo say that part of that is that every dealership is different. "The (retailer) who's by a lake 60 miles John Tinghitella, president of RV Designer, says that even a small change in the way products are merchandized can make a big difference in terms of prompting increased customer sales. RV Designer specializes in offering RV replacement hardware. The company hangs its hat on its merchandising and packaging offerings for retailers, as evidenced by the "before" and "after" photos shown here.

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