RV Business Management
Articles on best practices, business strategies and solutions for RV business people who manage their companies. See all Business Management Articles
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Thursday, December 3, 2009
The Lightspeed program exists because the Parts Department was sucking up all my money. The December P&L would show a nice little profit for my Honda store, but there was no money in the bank. Three years in a row, same thing: Nice profit, no cash.
So I started digging...
Thursday, December 3, 2009
Developing a “show-out” checklist for products can help customers have a better experience, reduce calls and visits to the dealership for operational issues, and build customers’ confidence in a dealership’s expertise and quality of service...
Thursday, December 3, 2009
There is more room to be found in many Parts Departments by making more efficient use of storage capacity.
When working with parts managers, I often hear comments similar to: “I wish I had more room.”
Well, it just might be that the “extra room”...
Thursday, December 3, 2009
A recent stroll through a major RV show revealed an interesting fact about marketing in the RV industry. There is a misconception in the industry that marketing’s most important function is to promote products and services.
Signs and brochures about various...
Thursday, December 3, 2009
Advertising isn’t enough. There has to be follow through to turn prospects into customers.
Each and every year since the Go RVing campaign was launched I’ve conducted a test. I’m sitting comfortably in front of my television and the most...
Thursday, December 3, 2009
I remember when I first read that quote. It was 1990 and I had just finished an MBA in marketing. I remember thinking, “Why did I just spend over $50,000 and I’ve never heard that before?” Isn’t it just about the most obvious statement?...
Thursday, December 3, 2009
Turning prospects into customers starts with getting customers e-mail addresses so you can nurture a relationship with them through contest giveaways, e-newsletters and other forms of e-communication.
You can’t turn on a television set, pick up a...
Thursday, December 3, 2009
We’re not talking about Every Deal for Every Dollar here. We are talking about the things we do that waste money during and after the sales process, things that cost hundreds of thousands of dollars every year for dealers.
Think about the following: A dealer asked me...
Thursday, December 3, 2009
Do you recognize the profit center that your parts and accessories store can be within the walls of your dealership? Have you considered the impact of the retail store on the entire dealership? Based on a sampling of dealers from four different states, more than 50...
Thursday, December 3, 2009
Editor’s Note: This column kicks off the first of a three-part series of articles looking at what dealerships and other aftermarket retailers can do to drive business to their establishment when economic conditions are less than favorable. Part 2 will focus on ads that...
Thursday, December 3, 2009
If you don’t sell an upgrade, rest assured someone else will. Keys to successful up–selling include determining all of the options that are appropriate and using feature/benefit selling techniques to carefully explain the options provided.
Have you ever...
Thursday, December 3, 2009
References to your business in newspapers, magazines and on the radio and TV can help raise your company’s profile and increase your credibility among the buying public. There are several simple strategies you can employ to grab the media’s attention.
Getting...
Thursday, December 3, 2009
In today’s competitive environment, it’s important that aftermarket retailers maintain the lines of communication with their customers, promote new products and employ new and varied selling strategies.
As a close observer of RV businesses over the...
Thursday, December 3, 2009
Creating customers who will actively promote your business can be accomplished through some rather simple steps, such as educating them about the work involved in repairing their RV and showing respect for their unit by taking steps to protect it from dirt and grime.
In...
Thursday, December 3, 2009
Turning regular customers into ones that will actively promote your business involves things such as active listening, following a self-check ritual, performing an attitude check and evaluating the company’s work surroundings.
I am not always the most...
Thursday, December 3, 2009
When I meet with RV dealers, pay plans are a frequent topic of conversation. During the meetings, the most common questions are:
1. How are you paying your manager?
2. What are you incentivizing?
3. What percents are you paying?
4. Is it working...
Thursday, December 3, 2009
Believe it or not, 100 percent service absorption is possible. It’s a matter of changing attitudes toward service and providing incentives to technicians.
Does 100 percent service absorption interest you? I hope you said “yes,” so let’s...
Thursday, December 3, 2009
There is real profit to be found in doing thorough inspections on each customer’s RV and making recommendations for additional maintenance.
In the pursuit of additional profit opportunities in your service department, you must focus on maintenance of the RV unit and...
Thursday, December 3, 2009
Such programs give customers a reason to say “yes” to additional service work and parts sales.
In previous articles, I’ve talked about increasing service absorption, whereby the parts and service departments generate enough gross profit to cover...
Thursday, December 3, 2009
Parts and service department revenues can be a valuable – yet often overlooked – part of total dealership revenues.
During times of economic downturn, it is crucial that you pursue every available profit opportunity in your dealership. In...