January '18

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106 • RV PRO • January 2018 rv-pro.com Here is the question you must ask: " When did this aged unit become a problem?" The answer is almost always on Day One. Review your used inventory at 90 days for competitive pricing and visual appeal. Either lower the price, detail it again, or both. Con- tinue this every 30 days until the unit is sold. Lee Berryman, founder and president RV Profit Group (consulting and training firm) Improve Your Lead Response Time The pace of lead response time has to meet today's customers' expectations. A fact sheet prepared by RV Trader shows that nearly half of potential customers will only give a dealership up to a day to respond – and then they'll be off looking some- where else. I know that many dealers strive to do better than 24 hours in responding to inqui- ries, but it's probably a good idea to test lead response time on a regular basis. Unlike wine or cheese, leads generally don't improve with age. Phil Ingrassia, president RV Dealers Association B U S I N E S S Top consultants and experts from a variety of fields share nuggets of advice on how dealers and other industry professionals can be more efficient, effective and profitable in the new year. Compiled By Bradley Worrell for a Better 2018 for a Better 20 for a Better for a Better 20 20 20 20 Tips How much is one good idea worth? The answer, of course, depends upon a myriad of factors. But assuming it's acted upon and enacted correctly, the short answer is: A lot. Recently, RV PRO reached out to experts in sales, service, parts, F&I, marketing, merchandising, leadership and more to ask them for one good, nugget-sized idea that dealers and others could implement to improve their business. Their responses follow below. Address Aged Used Inventory Early Do not wait to take action to move your aging used inven- tory. Many dealers wait until a used piece is more than a year old before they start addressing the problem. One good idea, properly implemented, can make a world of difference in a dealership or service shop.

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