December '17

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26 • RV PRO • December 2017 rv-pro.com D E A L E R S "In the past couple of weeks, we've had customers who have flown in from as far as Hawaii, Texas, California and Nova Scotia. Which is not bad considering we're located in a town of 370 people." And it certainly doesn't hurt, he says, that the company has 100 years of solid reputation under its belt. That keeps cus- tomers coming with little in the way of advertising, beyond maintaining a social media presence, a modest amount of online advertising, RV Trader and with ads in Motorcoach and Motor- home magazines. "We're blessed with fantastic word-of-mouth advertising over the course of years," he says with a chuckle. "Doing the right things for a century will make that happen." Those tactics combined have produced steady growth for both sales and service in recent years. The dealership managed to power through the Great Recession, using its historical per- spective to turn an event that was disastrous for some other dealers into an opportunity for Steinbring Motorcoach. "The downturn was actually great for us," Steinbring says. "We bought a ton of inventory manufacturers had to take back from other dealers. We ended up with discounted pricing on stock, which ended up making those Recession years very good years for us. Really, in recent memory we've rarely had a year that was less profitable than the previous." Looking toward the future, Steinbring says it remains a thrill for him to work in the RV business, especially dealing with luxury products and the type of customer who buys them. "It's just a fun business to sell units retailing up to $800,000," he says. "Those customers have researched it to death. They're nervous and excited. That makes them a really fun group of people to sell to, from the perspective of someone like myself who has been in the business for a long time." Beyond that, even, Steinbring takes great pride in the rec- ognition his team has received over the years, including being a four-time winner of the Mahlon Miller Service Excellence Award as well as numerous Newmar Customer Service Award wins since 2004 and most recently in 2016. "Between the customers and such a great group of employees, it's easy to enjoy what I do," Steinbring says. "I grew up in this business and it has been great fun. It's not a job for me, it's after- noons and weekends, and I wouldn't have it any other way." Above: Steinbring's parts department includes a select inventory of accessories, including Blue Ox and Demco baseplates, Winegard satellite dishes and even a limited selection of promotional shirts and jackets. At right: Service Manager Blake Steinbring mans the service counter. The dealership puts a strong focus on speed of scheduling, with the business aiming to complete repairs within a two- to three-week period (or less) during the busy summer and fall seasons.

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