January '18

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rv-pro.com January 2018 • RV PRO • 111 Be Ready for an Uncertain Future What separates dealerships during down economies is the studious work they put in beforehand. Train to be able to help every single customer at the highest level, and build those relationships for the long haul. Train. Build your client base. Get your closing ratio up. Be ready for the uncertain economy. Jered Sobel, vice president Sobel University (consulting and training firm) Educate Your Customer at the Time of Delivery When you put the deal together, secure financing and set a date and time for the delivery day, do you inform the customer what is going to happen the day the pick-up their new RV? More importantly, do you miss properly educating your customers during the delivery process. Make sure you inform your customers that the day of delivery that it is a three- or four-hour process, so they might want to leave the kiddos at home. You need the customer's full attention through the F&I process, orientation and hitch set-up process, parts walk-through process, and service advisor intro process. Properly educating your customers during these processes will allow for a "happy camper" and less stress on your service department. David Foco, vice president A World of Training (training and consulting firm) Seek Out the Advice of Professionals My advice is to think about the professionals whose services are so important to your business. This might be a good time to seek new lawyers, accountants, insurance agents for brokers, bankers, financing professionals, consultants or financial advisers to help manage or invest the profits from your successful business and who may be more in-tune to your needs and your personality. Many professionals, even tax professionals, are happy to discuss expectations, services needed and provided, extent of involve- ment by the professional and the portion of the work the owner expects to shoulder, time constraints and, above all, costs. It is not "tacky" to discuss fees before engaging the services of a pro- fessional, although money should not be the sole criteria for selecting that professional. Mark Battersby, principal Battersby & Associates (author and consultant) Advertising Contacts Meet RV PRO's Sales Support Ashley Banks Email ad materials to abanks@nbm.com Or call 800-669-0424 ext. 215 rv-pro.com VISIT US AT THE NTP-STAG SHOW!

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