March '20

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24 • RV PRO • March 2020 rv-pro.com next year's show, according to Andrea Mullin. (The distributor is holding off on committing to specific show dates or locations for the moment.) "We do like to mix things up and give the dealers something new, even if it's someplace we've already been before," Andy Mullin said. "So, we may or may not be in Vegas next year." As for what contributed to the success of this year's show, the Mullins said it was about dialing in what works, including more than a dozen solid educational offerings from vendors, opportunities to mingle with fellow dealers and vendors during two separate reception events, the chance to see new products for the first time, and opportunities to take advantage of special show pricing. One thing Omaha-based Arrow did this year for the first time in a few years was to have a special keynote luncheon speaker. David Martin, president of The Mark-Kee Group and creator of eRVtraining, delivered a message to dealers about the importance of offering great customer service. "We saw him previously and we thought he had a really good mes- sage," Andy Mullin said. "We do what we can to help dealers retain their brick-and-mortar business, and that's what he specializes in – he trains dealers on giving customers the ulti- mate experience, so it was a message worth sharing." As for their outlook on 2020, the Mullins said they are optimistic. "If this show is a barometer for the year ahead, I think 2020 is off to a great start," Andrea Mullin said. For their part, exhibitors were uni- form in saying Arrow's Exhibitors' Showcase was a good show for them. "Arrow has a reputation for doing a relaxed show, but at the same time we do a lot of business here," said Scott Later, national sales manager for Pull- Rite. "This has been a tremendous show for us." For its part, BAL sponsored a "Poker Run" event offering dealers the opportunity to earn cash prizes when placing orders with participating vendors that far exceeded the company's expectations, according to John Hawkins, BAL's aftermarket sales manager. "It was so successful that I actually ran out of cash and had to issue IOUs to a few dealers," said Hawkins, adding that he quickly made good on those vouchers. The supplier saw strong orders in particular for its scissor jacks, X chocks and Full-Timer tripods, he said, while noting that he was pleased with dealer traffic throughout the two-day show. Likewise, Todd Vice, aftermarket sales manager for WFCO, Reese Product's Tom Romero acknowledges an attendee during the first evening's reception for dealers. Show attendees enjoyed food and drink at two evening receptions hosted by Arrow.

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