Travis Pryor

HANCEVILLE, Ala. – Millican RV America has been a successful mom-and-pop dealership in Hanceville, just off Interstate 65 for more than 25 years.

But recently the dealership was shaken to its core when owner Tom Millican passed away in November and then sales manager Leonard Greene passed in July.

Millican’s widow, Connie, knew she was at a crossroads. The dealership had a great location, but had operated out of a simple double-wide trailer for its entire existence.

So did she want to close the business or sell it to another entrepreneur? Or did she want to invest in the future and build on the property her husband had put in a lifetime’s work leveling the ground and making the dealership profitable with a loyal following?

Thanks to a mutual acquaintance in the industry, Millican was put in touch with Tim Hopkins, an industry veteran. After much consultation and planning, Millican hired Hopkins as the store’s general manager and decided to build a new facility in place of the double-wide and see how much she could grow the business.

“I found out about Tim and we talked and decided it would be a good match. And here we are,” Millican said. “My plans are to build and grow the company and continue to grow. We have about a total of 8 acres here on I-65.”

Hopkins said that the location of the dealership is critical to the potential growth.

He said the site has 100% visibility from the nearby interstate and really couldn’t be a more positive location.

He credited Tom Millican for being ahead of his time when he bought the property and for the amount of work he put in leveling it out and making it suitable for an RV dealership.

In addition to the new facility, Millican’s is taking on several new Forest River lines and a couple of Keystone lines that already have been added to the inventory

“Even with the construction, we’re placing the units to get ready for our spring business,” Hopkins said.

Part of the new building will be dedicated to bringing the service part of the business indoors.

The current configuration only has two outdoor service bays.

“Her son Keith is the service manager and he’s known nothing but to work outside,” Hopkins said. “We’re going to have two indoor service bays and a gift shop with the parts department.”

Plans are to migrate everything into the new building as soon as it’s finished so the current double-wide trailer can be removed and additional parking space added.

Being able to get more attention from the interstate could add to the customer base.

Hanceville is a community of just over 3,000 people north of the much larger Birmingham.

Hopkins describes the town as hard-working people with a median household income of about $50,300.

He said a number of large manufacturers have moved in in recent years and created decent-paying jobs for the community.

Both Hopkins and Millican said they are excited for the future.

“For me, this is a personal victory for a family,” he said. “To then watch it take off with the right staff, the right inventory and the right building – they’ve been at this for a long time and this is a huge step for them.”

“This will be better all the way around,” Millican said. “It will be better for sales people and the service techs. It should increase our sales. It just excites me to know the future looks bright.”

Hopkins particularly looks forward to a growth in walk-in customers.

He said the indoor service and the parts shop are things the dealership has never had before and that the new building will have rows of inventory that will capture consumer attention.

“It’s a golden opportunity for this store to rise and shine,” Hopkins said. “To be honest, it never has. It’s always been kind of a second-row player. With bringing in some new brands and building this facility, it’s going to be a game-changer.”

The post Millican RV in Alabama Looks to Turn Tragedy into Triumph first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS, Nev. – Coming into the 2024 RV Dealers Association Convention/Expo there were any number of factors in play that could help steer the industry in either a positive or negative direction.

The country is swirling after the recent election and factors such as interest rates, gas prices and inflation will have to wait a few weeks before being tackled by the new administration.

But largely thanks to some forward thinking by the RVDA show committee and dealers coming to the show looking for a brighter tomorrow, the Convention/Expo left those who attended boiling over with excitement for a 2025 that might not be a boom like the COVID years, but is expected to be a stark improvement over the past two years.

RVDA President Phil Ingrassia said he was pleased with the outcome, which saw about a 3% increase in attendance over last year.

He said the work done to get the pulse of the industry paid off in providing the topics of education that target specific needs of dealers.

“The expo committee chaired by Chris Andro worked hard to bring some workshops together that were meeting the needs of dealers where they’re at right now,” Ingrassia said. “That was a big positive as far as getting attendance going. The Vendor Traininig +Plus sessions were right on target with some of the business building tools that dealers can use to increase both efficiency and sales.”

And the positive influence of news from outside the convention also contributed to the atmosphere inside the Paris Las Vegas walls.

“The forecast for an improved model next year as interest rates moderate has everybody looking to the future. That was the overall message that – as Chris Andro said – thrive in ’25,” he said.

Ingrassia echoed the sentiments of several dealers who have been through downturns in the past when he said he doesn’t expect the kind of jump the industry experienced from COVID.

But he said the next year is something dealers can plan for, budget for and work toward.

A large part of that target comes from getting personnel properly trained, such as the kinds of sessions that were available at the convention.

“Whether it’s training your people up or using some of the new sales automation tools we saw or recruiting the right people for the right slot and with the suppliers putting the processes in place in fixed operations to add efficiency to the parts ordering all of that is going to move the entire industry forward,” he said. “I think we saw at the Expo how it was quite impressive from the DMS providers to suppliers with components and new battery systems and power systems plus the lenders were there in full force to make sure both wholesale and retail financing needs are met. It’s not like during the downturn when we were coming back from almost a recessionary type period where credit was tough to get. All of the pieces are there for a better year in 2025.”

Ingrassia said members of the committee are working with vendors to help make sure the education sessions are not only relevant, but contain the kinds of information that helps the entire industry get where it wants to go.

“We’re well-positioned to help the industry move forward,” he said.

To get a better idea of whether or not the sessions are meeting those expectations, the Convention/Expo committee will be looking at the evaluations and reactions from attendees as well as exhibitors and partners to help inform some of those decisions for 2025.

In addition, RVDA will look for potential additional partnerships for meetings that were held in conjunction with the Convention/Expo such as the Brown & Brown F&I School that took place Saturday, Sunday and Monday ahead of the full convention.

“We welcome that activity and we’ll continue to try to incorporate that and additional training that’s available into the 2025 event,” Ingrassia said.

A major addition to the agenda for 2024 was the fixed operations day that filled Thursday with sessions directed at service, parts and warranty processing professionals.

Ingrassia said the sessions were well-attended and that plans are in the works for additional fixed ops opportunities for 2025.

“I want to really dive into what people are looking for in the convention-like setting for fixed operations material.,” Ingrassia said. “This time we had some warranty processing information and some repair event cycle time. Some of the vendors were explaining how their systems help repair event cycle time. That whole area – parts, warranty processimg, service management – it’s constantly evolving. There are different ways to do things.

“We’ll be looking real strongly at that,” he continued. “At a time when the industry is down, the fixed operations part of the overall profitability of a dealership is very important beyond just the importance to customer service. I would think that helped us increase our attendance a bit, too. We’ll be continuing to refine that fixed operations training for next year.”

The post Looking Forward, RVDA Leaves Dealers with a Positive Buzz first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS – Larry Troutt III of Topper’s Camping Center in Waller, Texas, was named chairman of the RV Dealers Association for 2025 during the association’s annual meeting on Nov. 13, at Paris Las Vegas.

Troutt succeeds Ryan Horsey of Parkview RV Center in Smyrna, Del., who will remain on the board as immediate past chairman.

Troutt became the second RVDA chairman in a row to follow in his father’s footsteps at the top of the RV Dealers Association board on Wednesday at Paris Las Vegas.

Horsey, who handed over the gavel after serving out his term, was following his father Rick Horsey as well.

“It was definitely a time of transition and education for me,” Horsey said. “If I could go back and tell my younger self one thing to prepare me for the past year, it would be to pay more attention to English class.”

But Horsey acknowledged the industry as a whole has made strides toward improving repair event cycle time over the past year = a goal that has been set in front of every chairman over about the past seven years.

“That’s an improvement benefitting all shareholders,” he said.

“Next to working with family and friends, serving RVDA has been one of the best experiences of my professional career,” Horsey said.

Troutt congratulated Horsey on his year at the helm and favorably compared their two experiences.

“We are a small dealership getting close to 60 years in business, and just like Ryan before me we are in our third generation of ownership and operation,” he said. “And I wouldn’t be standing here today without what my father has done for Topper’s and the RV industry. Now being married and having kids I’m beginning to understand what it took to not only run a great dealership but come home and be two great role models for me and my sister.”

During the session, President Phil Ingrassia gave a look at the state of the industry and delivered a positive sentiment.

He said that after a long period of headwinds that slowed every aspect of the industry, 2025 is looking like a time to pick up some tailwinds. The Federal Reserve seems poised to lower interest rates, and the new administration and Congress are likely to provide new opportunities to improve business conditions.

He also touted an RVDA pilot program for a help desk to provide solutions on a wide range of issues dealers face.

The entire new slate of RVDA officers for 2025 are:

• Chairman Larry Troutt III of Topper’s Camping Center in Waller, Texas
• First Vice Chairman Bob Been of Blue Compass RV in Fort Lauderdale, Fla.
• Second Vice Chairman Brad Bacon of Pleasureland RV Center in St. Cloud, Minn.
• Treasurer Lane Bell of Bell Camper Sales in Bartlesville, Okla.
• Secretary LaDonna Meadows of Tacoma RV Center in Tacoma, Wash.

The new board of directors members are:

• Michael Moix of Moix RV Super Center in Conway, Ark.
• Jeff Myers of Myers RV Center in Albuquerque, N.M.
• Russ Perkins of Tri-Am RV Center in Bulls Gap, Tenn.
• They join Travis Creech of Rex & Sons RV in Wilmington, N.C. as directors.

Also included are:

• RV Assistance Corporation Chairman Jeff Hirsch, Campers Inn, Jacksonville, Fla.
• RV Rental Association Chairman Scott Krenek, Krenek RV Center, Coloma, Mich.
• RV Learning Center Chairman Jeff Pastore, Hartville RV Center, Hartville, Ohio

RVDA President Phil Ingrassia continues as a non-voting member of the Board.

A number of awards were delivered including the following:

• James B. Summers Award went to longtime RVDA staff member Ronnie Hepp

Chairman’s Service Awards were given to:

• Andy Cripe of Wave Express
• Curt Hemmeler of RVTI
• Corey Ruzicka of Priority RV Network
• Shawn Moran of Brown & Brown
• Rick Horsey and Joy Horsey of Parkview RV Center

An RVDA Special Award was presented to Chris Andro of Hemlock Hill RV Sales.

RVDA, the National RV Dealers Association, is the only national association dedicated to advancing the RV retailer’s best interests through education, member services, industry leadership, and market expansion programs that promote the increased sale and use of RVs and that enhance the positive image of the RV experience. For more information, go to www.rvda.org

The post Larry Troutt III of Topper’s Camping Center Elected RVDA Chair first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS, Nev. – RVBusiness presented the 13th edition of its Top 50 Dealers Awards on Wednesday night at the RV Dealers Convention/Expo at Paris Las Vegas.

But as usual, it was the final special honors of the night that showed what the RV industry is all about. Those awards brought out the care for their communities that the dealers have at heart as well as the respect and honor dealers hold for those who have paved the way in leadership roles before them.

As Curtis Trailers received the Arthur Decio Humanitarian Award for its work with Make A Wish, COO Kory Goetz detailed his company’s work to provide custom-made trailers for kids so they can make special trips. Since 2018, Curtis Trailers has partnered in 18 trailer wishes for critically ill children.

“A trailer gives kids like (wish-maker) Zoey a chance to get away from her routine,” Goetz said. “You can’t imagine the impact these wishes have on our team. Meeting these kids and seeing the tremendous challenges they face keeps life’s priorities in focus. This gift is the epitome of what our industry was founded on.”

In similar fashion, when receiving the first Sherman Goldenberg Digital Excellence Award, Nathan Hart of Walnut Ridge Family RV Sales was thankful for being recognized for digital innovations, but he also was quick to acknowledge the contributions of the award’s namesake to spreading the industry’s message over the years as publisher of RVBusiness magazine.

Walnut Ridge has been a groundbreaker in using AI technology for marketing, lead gathering and putting customers together with sales reps who can help them find the right RV for their needs.

“This award’s especially special to me and our team because it’s named after Sherman Goldenberg,” Hart said. “I got to know him pretty well in my time on the RVDA board, and he was at every event, every board meeting, every industry introduction of product – my respect for him only grew each time I spoke with him. His vision for our industry is really becoming realized in the way we’ve become more united.”

For the Gaylord Maxwell Innovation Award, Campers Inn RV was the winner, for changing its marketing efforts to create consistent advertising campaigns for all 36 of its locations.

“Part of Campers Inn’s vision statement is being an innovative leader and positive disruptor,” said Ben Hirsch, COO of Campers Inn. “This idea of hyper-targeted advertising and some of the other parts started from an advisory board. And it grew to how to we get in front of our customers to deliver that real-time content.”

Five Blue Ribbon Awards were presented to outstanding dealers, including:

• Princess Craft RV, Round Rock, Texas
• Moix RV Supercenter, Conway, Ark.
• Fraserway RV, Abbotsford, B.C.
• Bucars RV Centre, Balzac, Alb
• Beaver Coach Sales & Service, Bend, Ore.

Each year, RV manufacturers are invited to nominate their best RV-retailing dealer partners as Top 50 Honorees, and this year well over 200 such nominations were received.

Nominated retailers are then encouraged to complete application forms for review by an anonymous, independent panel of industry judges – 12 of whom stepped up after this past Labor Day weekend for a rather intense day-and-a-half session at Elkhart’s RV/MH Hall of Fame, where they reviewed the applicants’ submissions to determine the final list of Top 50 dealers and special award designees.

Top 50 dealer honorees are, in alphabetical order:

1. Airstream Adventures, Portland, Ore.
2. Alpin Haus RV, Amsterdam, N.Y.
3. Bama RV, Dothan, Ala.
4. Beaver Coach Sales & Service, Bend, Ore.
5. Bent’s RV, Boutte, La.
6. Bowling RV, Ottumwa, Iowa
7. Bucars RV Centre, Balzac, Alberta
8. Byerly RV Center, Eureka, Mo.
9. Camperland of Oklahoma, Tulsa, Okla.
10. Campers Inn RV, Jacksonville, Fla.
11. Colonial Airstream & RV, Millstone Township, N.J.
12. Crestview RV, Buda, Texas
13. Curtis Trailers, Portland, Ore.
14. Fraserway RV, Abbotsford, B.C.
15. Fun Town RV, Fort Worth, Texas
16. General RV, Wixom, Mich.
17. Gib’s RV Superstore, Coos Bay, Ore.
18. Great American RV SuperStores, Hammond, La.
19. Greeneway RV Sales & Service, Wisconsin Rapids, Wis.
20. Hartville RV Center, Hartville, Ohio
21. Hemlock Hill RV, Southington, Conn.
22. Hilltop Camper & RV, Fridley, Minn.
23. Leisure Time Sales, Quispamsis, New Brunswick
24. Moix RV Supercenter, Conway, Ark.
25. Mountaineer RV & Outdoor Center, Jane Lew, W.V.
26. Owasco RV Centre, Bowmanville, Ontario
27. Parkview RV Center, Smyrna, Del.
28. PleasureLand RV Center, St. Cloud, Minn.
29. Premier RV, Blue Grass, Iowa
30. Primeaux RV Superstores, Carencro, La.
31. Princess Craft RV, Round Rock, Texas
32. Rangeland RV & Trailer Sales, Rocky View, Alberta
33. RCD RV Supercenter, Pataskala, Ohio
34. Rich & Sons RV Headquarters, Grand Island, Neb.
35. Ron Hoover RV & Marine Centers, Rockport, Texas
36. Sicard RV, Smithville, Ontario
37. Skaggs Family RV, Elizabethtown, Ky.
38. Southaven RV & Marine, Southaven, Miss.
39. Southern RV, McDonough, Ga.
40. Steinbring Motorcoach, Garfield, Minn.
41. United RV Center, Fort Worth, Texas
42. Unlimited RV, Independence, Mo.
43. Veurink’s RV Center, Grand Rapids, Mich.
44. Vogt RV World, Fort Worth, Texas
45. Voyager RV Centre, Winfield, British Columbia
46. Walnut Ridge Family RV Sales, New Castle, Ind.
47. Wilkins RV, Bath, N.Y.
48. Windish RV, Lakewood, Colo.
49. Woodland Airstream, Grand Rapids, Mich.
50. Woody’s RV World, Calgary, Alberta

The post RVB Top 50 Dealers Bring Out Tender Spot at Heart of Industry first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS, Nev. – Kevin Brown delivered what a keynote speech should be Tuesday afternoon at the RV Dealers Convention/Expo at Paris Las Vegas.

Far from the typical cross between standup comedy and motivational talk you might expect, Brown gave a heartfelt, personal message about how true heroes in life set themselves aside to make a difference in the lives of others.

He said a dealer who excels at delivering the kind of memories consumers are looking for with RVs can make that kind of difference.

“Heroes are extraordinary people who choose not to be ordinary,” said the author of “Unleashing Your Hero.” “You have no idea the power of one moment in time. Don’t ever underestimate the power you have to change someone’s life.”

In encouraging dealers to excel on a personal level, Brown told the story of raising his autistic son and the difference one Disney World employee made in the boy’s life at a young age.

The two stayed in touch via email over the years and after the boy graduated from high school and attended college – things doctors told the Browns he would never be able to accomplish – the family made another trip to Orlando, Fla., where “Aunt B” still worked for Disney.

Brown credited his wife and Aunt B with changing his son’s life and encouraged dealers not to take those kinds of connections with their customers for granted.

“We miss most of those moments where we can connect,” he said. “There’s a fine line between confidence and arrogance. That’s when your competition steps in and cleans your clock.”

He said instead of just selling a product, dealers should paint a picture of what life will be like for the customer if they choose to do business with them.

On to the Expo

Following the general session, dealers adjourned to the Expo hall to renew acquaintances with vendors in attendance.

Several dealers who spoke to RVBusiness earlier in the day indicated they were eager to talk with lenders to see what prospects looked like for the coming months.

Jeff Olander, senior vice president of business development for Northpoint Commercial Finance, said early business was brisk at the company’s booth.

“We are absolutely looking forward to talking to our customers as well as any other dealers who are looking for financing,” he said.

Rick Derbonne and Greg Nash of Red Oak also found themselves talking with a number of dealers shortly after the Expo doors opened.

“We are one of the few lenders who are a non-bank entity,” Nash said. “We are able to come up with some more creative solutions to dealers’ needs. We answer the phone and figure out how to accommodate and formulate the right solutions.”

Awards Luncheon

Also on Tuesday, RV industry members gathered to celebrate the accomplishment of their peers Tuesday at Paris Las Vegas during the RV Dealers Convention/Expo.

Top dealers, vendors and manufacturers took home honors during the event a day before RVBusiness honors its Top 50 Dealers on Wednesday evening.

Many of the awards reflected RVDA and the RV Industry Association’s efforts to deliver a world-class experience for RV travelers by improving service departments’ performance in relation to repair event cycle time.

In addition, the Dealer Satisfaction Index Quality Circle Awards were handed out.

Those honored during the even were:

• Society of Certified RV Professionals Outstanding Certified Fixed Operations Professionals scholarship winners – William Bouchard (also recognized for being named RVTI RV Technician of the Year), Amelia McBryde, Jerry Ross, Jeffrey Pintado, Stephen Williams (Ken Walters, of Jayco, and Frank Tamburrini, of IDS, provided gifts for scholarship winners.)
• RVIA National Service Award – April Klein-Carroll, Lippert Components
• National Education Service Award – Don Clark, Grand Design
• IDS Top Performers in Repair Event Cycle Time (RECT) – Luxury RVs of Mesa, Ariz.; Hitch RV, Boyertown, Pa.; White Horse RV Center, Williamstown, N.J.; Hilltop Camper & RV, Fridley, Minn.  
• Lightspeed’s Top Performers in (RECT) – Vacationland, Illinois; Tulsa RV, Oklahoma; Bish’s RV, Omaha, Neb.; RV Supercenter, Menifee, Calif.; Outlet Recreation, Clearwater, Minn.
• Lightspeed RV Innovator of the Year – Forest River Inc.
• Motility Trailblazer Award – Bell Camper Sales
• Motility Visionary Awards – Gibs RV Inc., Campers Inn, Parkview RV Center, Optimum RV
• Motility Rising Star Award – Krenek RV Center
• DSI Quality Circle Awards – Airstream Motorhomes & Towables; Alliance RV’s Avenue, Paradigm, Valor and Delta; Brinkley RV Models G and Z; Coachmen Apex and Spirit travel trailers; Coachmen Galleria, Beyond and Nova Class B’s; Cruiser Avenir, Shadow Cruiser, MPG, Stryker and Essence; Dynamax; East to West Aliva and Entrada motorhomes; East to West travel trailers and fifth-wheels; Entegra; Forest River Class C’s; Forest River Flagstaff, Rockwood, Palomino, Columbus, Puma, Wildcat and Cardinal; Grand Design Imagine, Momentum, Reflection, Solitude and Transcend; inTech Flyer, Luna and Sol; Jayco motorhomes and towables; Keystone Cougar, Hideout, Montana, High Country, Springdale and Residence; K-Z Connect, Durango, Sportsmen and Venom; Leisure Travel Vans Triple E; Pleasureway; Shasta travel trailers; Venture SportTrek, SportTrek Touring and Stratus; Winnebago Class B’s and Class C’s.

The post Keynote, Awards, Expo Launch RVDA Convention in Vegas first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS, Nev. – After two years of tepid economic returns, people can probably forgive RV dealers for looking for something brighter on the horizon.

But in talking with dealers gathering at Paris Las Vegas for the RV Dealers Convention/Expo, many of them are not only looking for a positive change, they’re downright expecting it.

“I think this thing is about to break loose and really get going by the end of the year,” Scott Krenek, president of Krenek RV Supercenter in Coloma, Mich., told RVBusiness between sessions of the Brown & Brown F&I School on Saturday.

With the term “Trump Bump” floating around the RVDA check-in desk and the board of delegates meeting Monday, some dealers already are talking about seeing a boost in consumer interest at their dealerships across the country just a week after the former president recaptured the office.

Debbie Brunoforte, regional vice president of Campers Inn RV and president of Little Dealer Little Prices, expressed some caution about the type of turnaround she expects, but she also couldn’t hide her enthusiasm about the RV industry making a comeback.

“We’re very excited about 2025 and I’m not the only one. Most of the people I talk to feel that way,” she said. “With the election, whatever way it was going to go, about half of the people weren’t going to be happy with the results. The other half have clarity – they know what’s coming in the next four years. Therefore they can feel confident to go ahead and make their purchase decisions.”

Brunoforte said consumers have been stuck on the sidelines with high inflation, high interest rates and high gas prices in addition to the uncertainty about the future that comes with any presidential election.

Now they are freed up to make those decisions they have been putting off.

“We felt that as soon as we got through with the election and the holidays that follow, we’ll get a better idea. But our feeling is we’ve already seen the bottom,” she said. “We are not expecting a V-curve. We’re not expecting 2025 to be a record year by any means. But we are so ready for that to happen. The RV business is cyclical. We have our ups and downs. But this down has been deeper and longer than most.”

Count Larry Troutt III of Topper’s RVs in Waller, Texas, among those who are ready for a rebound.

The incoming RVDA chairman of the board said he believes the market is already reacting to the election in a positive way.

And he said dealers are ready to react to meet a stronger economy.

“It went the way everybody wanted it to, but we were going to make do regardless,” he said of the election. “We’re going to get to do it a little quicker now because of the way it turned out. People say politics doesn’t affect anything very much, but it has a huge effect on the way we run our businesses. For Houston, they’re going to drill more and things should pick up.”

Mark Rispens, GM/Partner of D&D RV Center in Clancy, Mont., said staff at his store reported extremely heavy traffic on Monday. Rispens told RVBusiness there was little doubt in his mind that the people who came to the store were serious buyers and that the “Trump Bump” was real.

And as Brunoforte added, that boost can’t come soon enough.

“With so many people at a dealership paid on commission, this has been a long painful 2-1/2 years,” she said. “We’re ready for the turn. Instead of every month being a little bit down, having every month being a little bit up would be so encouraging. We have high expectations for that in 2025.”

The Convention/Expo fully opens today with a full slate of education workshops and Partners of Progress meetings and Vendor Training +Plus workshops.

The keynote speech begins at 2:30 p.m. followed by the opening of the vendor Expo at 3:30 p.m.

The post Dealers at RVDA Convention/Expo Eye ‘Trump Bump’ in 2025 first appeared on RVBusiness - Breaking RV Industry News.

LAS VEGAS, Nev. – When Brown & Brown held its first F&I school 10 years ago, 22 representatives from RV dealerships attended.

This year, as the event expanded to two and a half days ahead of the RVDA Convention/Expo, more than 200 were in attendance to learn about strategies, products and new ideas to enhance F&I profitability.

And judging by some of the questions and comments from those attending at the Horseshoe Casino, there was plenty to learn – especially as the economy looks poised to take off and many new products were being unveiled.

“On the first year, it was just straight F&I training,” said Shawn Moran, president of Brown & Brown’s RV F&I. “We worked on how to present it and some basic compliance. Somewhere around Year 2 we decided to involve a lender or two. What we learned right away was when the dealers came and they learned more inherently about the lenders and how to get the paper bought, the F&I department grew for the dealership.”

But more than just education, the F&I school has a lot to do with creating relationships and finding ways to protect the customers and keep shops busy.

Moran said an important part of what happens at the school is helping dealer representatives understand what paperwork the lenders need and don’t need.

“It has been a very prosperous relationship for the dealer, the lender, Brown & Brown on all sides of the fence because we educate them more and the dealer principals are happy because they are getting more of what they want,” he said. “Now Brown & Brown is seeing product sales coming out of it. The third part is protecting the customer. There are more options, more revenue for their shop.”

The relationship part comes after the classes when attendees and lenders network and get to know each other, making them more than just a voice on the other end of the phone line.

Moran said he can’t say monetarily how much those relationships are worth, but they help the industry grow and help the dealers prosper.

Still, education is the main point of the event.

Even long-time dealers or GMs in attendance are sure to learn from the presentations.

For the 2024 events, presenting partners included Alliant Credit Union, Aqua Financial, One Source Financial, Menu Metric, Source One, Merrick Bank, BMO, Medallion Bank, Camp Assist, M&T Bank, Marine One, U.S. Bank, Bank of America, Truist Bank, 50 State DMV and 700 Credit.

Plenty of variety and new offerings for dealers of all experience levels.

“In the past lenders were so rigid. If a loan didn’t fit in whole, then forget about it,” said Scott Krenek, president of Krenek RV Supercenter in Koloma, Mich. “Now lenders are more relaxed and that’s a regular trend for all of us. Half of the business is getting quality buyers. The other half is getting them financed. There is much more for dealers here than ever before. It’s an excellent resource. There’s a lot to be recommended.”

“Any time there’s a school or an even with information about different ways of doing things you can always take away some little thing to make your dealership work better,” said Nathan Baker, sales manager for Bankston Motorhomes in Huntsville, Ala. “It’s been full of great presentations and a lot of good answers.”

Even Moran, who works with the lenders on a regular basis said there is something new that he learns at every event.

“Do I expect the dealers to come here and learn something new? Oh yeah,” he said. “It’s crazy how many new announcements we heard yesterday. We see a lot of industry-firsts come out of here. It’s a great way to spread the news very quickly to a great audience and people who are going to use it.”

Moran said if he had one goal for dealers to take away from this year’s event, it would be for them to stop pitching products and find a more personal way to approach customers with F&I products.

“It’s hard to relate to an RVer until you’ve lived the lifestyle,” he said. “We work hard to immerse them into the lifestyle so when they turn to the customer they stop telling them about the things they offer and cover and instead they learn more about the experience and how the consumers will use the product and the excitement they have and how they define vacation. When we make presentations to them, we’re telling them how our products are going to support those adventures they want to have. That’s a much different avenue. It makes it an elevated experience within the dealership.”

The Brown & Brown F&I school wraps up at 1:15 p.m. today.

The post Brown & Brown F&I School Continues to Grow in 10th Year first appeared on RVBusiness - Breaking RV Industry News.

COLORADO SPRINGS, Colo. – Wednesday was getaway day for those attending the Route 66 Rally at the Cheyenne Mountain Resort in Colorado Springs, but most of the dealers in attendance stayed for one last morning meeting where they were updated on network happenings and given one last challenge to rise above.

Those dealers were treated to an enthusiastic final session that included some details of a number of new programs the network is in the process of putting out to the membership.

Most of all, however, they were offered encouragement from the organization’s leadership.

As the industry nears the end of another year of uncertainty following the boom years of COVID, Route 66 RV Network dealers face the same questions and challenges as others. But they have the network to fall back on and help strengthen their businesses, officials stressed.

“We and our members need to continue to be mobile and agile as we make our way next year,” Co-Founder Steve Francis told the crowd that assembled for the morning meeting. He said the network and its members are able to do just that because they are independent. “The network is in a great position.”

Co-Founder Rob Merrill said members not only benefit from shared best practices and the programs offered through the Route 66 Network, but they also gain strength from the shared culture and values that are necessary to become a part of the network.

“We’ve never had more to offer than we do right now,” he said.

At the end of the meeting, the Larry Coker Commitment Award was presented to David and Amy Stroup of Coastal RV in Carrollton, Va.

The Larry Coker Award basically is Route 66’s dealer of the year award, but also is more of a lifetime achievement award given to those who exemplify the values of the network and support its goals.

According to Coastal’s website, the dealership is a family owned and operated business with the “Coastal Crew” members being an integral part of the daily operation.

The dealership stocks a selection of Forest River products as well as some other name plates.

Merrill praised the Coastal team – members of the network for about 12 years – for being examples of what the Route 66 Network tries to be when it’s at its best. He said the team treats is customers well and offers honest business practices that can be depended upon.

Next year’s Route 66 Rally will be held Oct. 13-15 again at the Cheyenne Mountain Resort.

The post Route 66 Finishes Dealer Rally with Network on Solid Footing first appeared on RVBusiness - Breaking RV Industry News.

COLORADO SPRINGS, Colo. – There’s no hiding the fact that Route 66 RV Network dealers tend to be a strongly independent bunch.

But likewise, they know the power of teamwork and partnership as they try to compete with mega-dealers through the strength of shared risks and rewards with other dealers who have joined their ranks after being recommended to the board of directors.

That teamwork and overcoming challenges was a strong emphasis during Tuesday morning’s Opening Session of the 2024 Route 66 Rally at the Cheyenne Mountain Resort in Colorado Springs.

Co-founder Rob Merrill urged members not to dwell on challenges or be discouraged by obstacles that arise in their business paths. He said those who rise above become stronger through adversity.

“This is a great time to grow,” he said. “We don’t learn when we’re coasting downhill and everything is going our way. Challenges translate into opportunities.”

He also reminded members that they aren’t facing the challenges alone, thanks to the strength and value of the other network members who are on their side.

During the session he outlined a number of resources that can assist dealers, including new methods of improving fixed ops and warranty administration.

Other programs that can help dealers include a new F&I menu, digital marketing and an employee benefit plan that offers cost savings and can improve employee satisfaction through health care solutions.

But if any dealers needed some real-life encouragement in overcoming obstacles, that came during the keynote speech from Second Lt. Melissa Stockwell, who on April 15, 2004, became the first female member of the U.S. Army to lose a limb in combat.

“The lesson I began to learn that day was, ‘How do you handle an unforeseen tragedy,” she told the crowd.

Stockwell had been an ROTC student at the University of Colorado at Boulder when the attacks of Sept. 11, 2001, occurred. She said she knew her life would change when she graduated.

She was sent to active duty in Iraq commanding a small group and was riding in the back of a military vehicle with that group on patrol when an improvised explosive device went off as the vehicle entered an underpass.

She was the only one severely injured, but it wasn’t in her nature to give up on life because of the loss of her leg.

“I had choices,” she said. “I looked at myself and I thought, ‘Holy cow I’m lucky.”

During her time in recovery in the military hospital, she met people such as Tom Hanks and Ozzy and Sharon Osbourne. She also met presidents Barack Obama and George W. Bush.

She launched the next phase of her life, which she called Melissa Stockwell 2.0, with a prosthetic leg she calls Little Leg.

Since then, she has participated in numerous Paralympic games and, rather than mourning her loss, she celebrates the day of her injury with what she calls Happy Birthday Little Leg.

“I was able to tap into the potential I always had,” she said. “You just have to start by believing in yourself.

“By choosing to live, you wake up knowing the sun will come up,” she continued. “Rise up and come into the light.”

Down to Business

To finish the session, Merrill announced the winner of the Dave Francis Distinguished Partner Award.

Merrill said Route 66 leadership was hesitant to honor Ride Digital with the award because it is a part of the network. But the advisory board insisted, and in fact voted unanimously for Ride Digital.

Merrill said that, although initially hesitant, he was gratified that the members hold Ride Digital in such high regard, as it is a program that had been requested by dealers several years ago.

Also during the session, new members were recognized including Miller’s RV in Louisiana; Royal Coach RV Sales in California; A to Z RV Center in Florida; Zabukovich RV in Colorado; Bobby Combs RV Center with locations in Arizona, Idaho and Oregon, and County Line Campers in Mississippi.

The post Route 66 Dealers Urged to Leverage Shared Strengths first appeared on RVBusiness - Breaking RV Industry News.

COLORADO SPRINGS, Colo. – Dealer members of North America’s largest RV dealer network returned to the mountains Monday as the Route 66 RV Network launched into its annual rally at the Cheyenne Mountain Resort in Colorado Springs.

Route 66 dealers are independently owned but enjoy certain benefits as part of the network.

The first day, as always, kicked off with a bit of fun and games with a golf tournament at the resort’s difficult course followed by a reception dinner. About 165 dealers and vendor partners attended the reception.

Network Co-Founder Rob Merrill said Tuesday and Wednesday will be all business, as he said he intends to encourage members to overcome challenges and do their best to make the most out of their strengths.

Tuesday will offer several opportunities to drive that message home with an opening session for dealers and partners.

Included will be a keynote speech from Melissa Stockwell. An Army first lieutenant, Stockwell was the first U.S. woman to lose a limb during combat in Iraq.

The afternoon session will be an open expo featuring displays from Route 66 partner vendors.

The rally concludes Wednesday morning with a Partner Wrap-up Meeting underscoring the network’s benefits as well as taking a look at the year ahead.

The post Route 66 RV Network Annual Rally Kicks Off in Colorado first appeared on RVBusiness - Breaking RV Industry News.