July '18

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David Adair, Owner, RVRoof.com I was working a job spraying industrial coatings on boats, gym floors, roofs, and on industrial build- ings. I had a few different products I applied. One day, someone came in to see about spraying the deck of his ski boat. He saw a flexible product and asked me to follow him to his campground. He asked if I could put a roof on his fifth wheel. That was the first and only RV roof I ever did. This was how I discovered the need for a better RV roof and started creating the product and process we have now, FlexArmor. When the Recession hit, we were mostly focused on staying in business. It wasn't until the economy started to pick up that we decided to look at expanding and training other locations to do our roof system. Our first show was a big hit – or so we thought based on the interested people. We knew we were going to be bombarded with work. We rushed back to the shop and waited. This is when we learned, at a show, lots of people are interested but you only get so many jobs. That first show landed us two jobs. We learned the valuable lesson of consistency in marketing and shows. The turning point was at the Hershey show. We had so many people saying they had heard about us and were glad we were there, so they could see the roof. We realized years of promoting the product and our process was making us a common go-to roof option across the country. I am most proud that we built a company from a small town in Florida and it has now expanded nationally. We have 10 loca- tions and more in the works as the result of a lot of hard work and sacrifice. 56 • RV PRO • July 2018 RV PRO: Origins J U LY S P E C I A L S E C T I O N ✪ David Adair, right Todd Vice, RV/Marine Sales Manager, Walex I n 2003, I saw an ad in a newspaper, submitted my resume, and launched my career into the RV industry as the Midwest regional sales rep for Carefree of Colorado. A couple of years later, I took on a national accounts manager position and shortly after, the role of an aftermarket sales manager for Carefree. At the 2007 RVAA conference, Walex President/Owner Bill Williams approached me about a need for his RV/marine division. Bill explained that Walex was in Wilmington, N.C. I laughed because I was born in Wilmington and most of my family lives there. I was expecting my first daughter, and this would allow for her to grow up where I did. I accepted his offer with Walex in November 2007 and I have been there ever since. I remember my first sales trip to Maine, where I helped set up displays in stores. I walked into the first dealer and saw a customer inquire about a product. The customer left shortly after coming in, and when we finished our call, we moved down the street to the next dealer. I saw the same customer leaving. I asked that dealer what he was looking for and he stated he wanted a slide-out cover, but they were out. I saw the customer again at the next dealership. I talked to the parts manager and he told me that he was getting a slide-out cover installed. It was then I understood the RV customer: They want what they want, and they want it right away.

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