September '20

Issue link: https://nbm.uberflip.com/i/1281821

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Page 166 of 172

156 • RV PRO • September 2020 rv-pro.com selling book will be out soon. Dealers can call Dawn Polk at 910-850-4172 or email dawn@rveducation101.com for purchase details. Learn more about this informative resource tool that will answer a lot of the consumer questions before they even ask them and take a tremendous burden off your staff. The other excellent reference and resource book is Living the RV Life by authors Julie and Marc Bennett. This is the first new resource book in the industry in decades. It's great for weekend campers, as well as those wanting to take long vaca- tions and full-timers. The book does not leave anything out, and every RVer will want this for a coffee table at home or to take with them when they are on the road. You can call Julie Bennett at 303-304-9178 or email the- bennetts@rvlove.com for purchase details. While you can make excellent profit selling these books, the real benefit comes in the education you are providing new buyers and accelerating their learning curve so that your staff is not overbur- dened with questions that often come up after the sale. We are now getting more of those questions, which creates frustration, because these new buyers don't know any- thing about our industry or the RV they just purchased. Finally, if you do not have a full hook-up site or two at your dealership for new customers to spend the night and get acquainted with their new purchase, then make an arrangement with a local campground to do something similar. The campground must understand that this is part of your orientation for new customers and will probably work with you on some reduced pricing during the week when they are less crowded. Manage new customer expectations, provide a higher level of service and give customers the education they need to enjoy that new RV for many years into the future. Once dealers get the customers hooked on the RV lifestyle and take the appropriate measures to get them up to speed on RVing/ camping it will be pos- sible to turn them into happy campers for a lifetime.

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