April '17

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DEALER TRENDS: 32 • RV PRO • April 2017 rv-pro.com By Garrison Wells Store sets do more than just make products look good. By showcasing parts and accessories in an eye-catching way, they can get customers to consider purchasing items they had no previous idea they were interested in. It's no wonder, then, that store sets – much like point- of-purchase materials – are considered silent salespeople. Recently, RV dealers from across the country talked about which distributors and suppliers they rely on for updates to their store sets. They also shared insights on how those refreshed store sets have benefited their respective dealership and what types of updates tend to yield the best returns. Dealers Tout Good Store Sets Tony Clark, vice president of parts and service Ron Hoover RV & Marine Centers Houston, Texas "I have a few distributors that I use for store sets. "NTP-STAG has done two store sets for me this year. Land 'N' Sea has helped on the marine side. Garry Weaver at Dealer Resource Group is always there to help with store sets and merchandising. "NTP has helped us with several resets. Both companies have done lifts for me. I have a really good relationship with NTP. Any time I ask them for product training, they are always there to facilitate. Garry is also always there to help with store sets, merchandising and training. "We would not be where we are without them. We have a great partnership with NTP and that goes a long way. I personally have always struggled with the merchandising side of the business. The experience that these guys bring to the table definitely helps drive revenue. "We have always tried to offer a 'Good, Better, Best' type of product offering. In our bigger stores, we utilize the hitch displays that are provided from Reese and DRG to help tell that story. I went with a lot of Valterra product at our most recent store set in Katy because it also helps tell that story. D E A L E R S Parts managers say distributors and suppliers can be a big help in developing store sets and offering merchandising assistance. (Note: Parts showroom pictured above not specifically tied to any dealerships interviewed for this story.)

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