June '17

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rv-pro.com June 2017 • RV PRO • 41 Having begun as an automotive dealership, Thompson says dealership leaders know the time frame for an RV purchase – especially a motorhome – can take much longer than an auto- motive purchase. "We know the buying cycle takes longer within the RV industry. We have a first contact and try to do a lot of work through the selec- tion cycle of a guest because we don't want them to come back to us and say, 'We bought the wrong floorplan,'" she says. "We put a lot of emphasis on that. We want to help them see how they are going to use the RV. We can work with a guest anywhere from a couple of months or a couple of years. It's unique in that you build rela- tionships with people and get to know their story and background." Overcoming Fear with Education Lichtsinn says sales consultants have a dedicated approach to support growth and help customers overcome any fears they may have about purchasing a motorcoach. "We've found there are a few main fears of customers: Pur- chasing the wrong product, paying too much, education, and a fear of what happens next," he says. Lichtsinn RV has developed its Internet and in-person consumer education to such a level that the only time sales consultants are not able to help a guest in terms of the motorized segment is when a product is not in the customer's budget range or it's a product Winnebago doesn't offer. Being so near the Winnebago factory comes with its advantages and disadvantages Lichtsinn says. While inventory experiences very little wear and tear making the 1-mile trip from the factory to the dealership lot, Lichtsinn says it can be a disadvantage when attempting to reach the business's far-flung customer base. A parts employee highlights aftermarket products new RVers might like to include on their coach during the orientation process. Lichtsinn RV's specialized focus on retailing Winnebago motorhomes helps it attract customers from across the United States. LIFE'S A JOURNEY, STOP OFTEN ©2017 Horizon Global Americas, Inc. MKG2694 THE ULTIMATE TOWING BRAKE PACKAGE ☐ MODULITE ® ZCI ™ (ZERO CONTACT INTERFACE) ▶ Use the ZCI ™ to wire and activate trailer lights ✓ ☐ 7-WAY ELECTRICAL ADAPTER ▶ Connect ZCI ™ to 4-way to 7-way adapter ✓ ☐ PRODIGY ® RF TRAILER MOUNTED BRAKE CONTROL ▶ Run 12 VDC power/charge line from tow vehicle battery to 7-way ▶ Mount Prodigy ® RF trailer brake controller ✓ WWW.TEKONSHA.COM

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