June '16

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30 • RV PRO • JUNE 2016 rv-pro.com Additionally, review individual data, such as: month-to-date sales, dis- covery interviews, manager greetings and manager T.O.s. Monthly Meetings For monthly meetings, there are a number of key details to review. These include: • The performance metrics for the sales staff. • Sales staffing levels. Do you have enough salespeople to meet your sales goals, assuming that the average salesperson sells between eight and 12 vehicles per month? • The inventory "strategies". Specifi- cally, the make, model, type, price, etc., of various RVs to assure the correct mix. • The gap between the Internet and transaction prices. I recommend using a benchmark gap of no more than $300. I am a fan of "Internet Value Pricing" before RV selection to build customer trust and reduce their expectation of back-and- forth negotiations early in the relationship. This tends to retain more of the advertised price and fits more with customer experi- ences about retail pricing in general. I also recommend using this as an advertising hook and aggressively commu- nicating it on handouts, posters, standup desk displays, etc. Ensure that sales compensation plans align with dealership goals. Here are a few things to consider: • Fewer dealers are paying on "front- end" gross only, because it doesn't control cost, it runs counter to selling aged inventory and it dimin- ishes enterprise gross. • Some dealers pay a smaller per- centage on "front-end" and F&I gross to help maintain balance. • Some dealers pay flat fees in the $250 to $350 range with volume bonuses. I recommend tracking per unit yield by salesperson to see who tends to hold gross and who does not, and then realigning incentives to hold gross on competitive Internet prices and to reward process compliance. Learn more today at KINGCONNECT.COM Wherever your RV owners choose to roam, KING is the clear choice for a great TV experience. For over two decades, we've led the way in technology and innovation, pioneering satellite and over-the-air antenna systems. We have a long list of "firsts" that have continually enhanced the entertainment options for RVers. And, with a complete range of products, there's a KING for every budget. So give your customers the power to rule the airwaves. Learn more today at

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