RV Weekly

Recently I had a reader suggest that we cover the four-square selling method as a blog topic.

I am unfamiliar with this particular selling method, but did a little research to try and understand it a little better.

From my research I learned that the four-square method is a selling technique that employs a worksheet some dealers use to negotiate the sale of an RV, boat or car. This worksheet is separated into four squares, hence the name.

The four squares represent the trade-in value, purchase price of the vehicle, down payment numbers and monthly payment numbers. Sales people crunch numbers into the different squares to attempt to view the overall profit of the dealership. Some even refer to this method as “working the numbers.”

This method could be considered controversial because buyers who are unfamiliar with how the method works could perceive a deal that isn’t really there.

In researching this topic I found more articles on how to avoid getting “trapped” by this four-square method.

I would like to get a discussion rolling on the four-square selling method. Do you, or any of your sales staff, currently use this method? Have you ever experienced this sales method while purchasing a new vehicle. If you do use this method, is it effective? Is this sales method controversial or cross ethical lines? I want to hear your thoughts.

We would like to thank the 200 + companies who have updated their company listing in RV Trade Digest’s Online Sourcebook.

The editorial staff will begin putting together RVTD’s June/July Sourcebook print issue the week of June 1, and we are giving one last opportunity for company updates.

If you have not updated your company listing, please contact Jean Simkins or Nikki Becker for more information.

In addition to updating current company contact information, company representatives may also submit products to feature in the Online Sourcebook.

There is no limit to the amount of products each company may feature. For more information on how to submit products, contact Jackie Kimmel by e-mailing Jackie@rvtradedigest.com

If you have trouble updating or inputting products please feel free to contact one of the RV Trade Digest staff members.

By Jeff Agans

National statistics say that one out of every “12″ auto owner in the United States owns an RV. Those are big numbers! That means that this industry isn’t going away anytime soon. We are still getting customers on our lot, however financing is getting tougher and our selection isn’t what it used to be. Most dealers that experienced the slowing down last year were forced to cut back on ordering new inventory. Flooring costs have sky rocketed! It is getting harder to make payroll and many RV dealers have gone out of business.

There have been an increasing number of RV manufacturers filing chapter 11. The manufacturers that filed chapter 11 are selling their inventory for pennies on the dollar at bank liquidation auctions. The dealers that have new inventory in their stock are unable to compete unless they are willing to lose tens of thousands of dollars. The used inventory is affected similarly. Most dealers are unable to survive under these circumstances. To add insult to injury, the lot traffic with potential buyers have slimmed way down. When they have a qualified buyer, they have to jump through a number of hoops, including financing.

Anytime there is a downturn in our economy it brings opportunity somewhere else. For every downside, there is an upside. Knowing there are opportunities available the deal seekers come out of the wood works. These deal seekers begin their search online, looking for the perfect RV. If the dealer doesn’t have his website designed with SEO (search engine optimization) the customer will never find his RV! The fact is that for every RV there is a buyer somewhere. The trick is getting the two of them together.

To read more of Jeff’s thoughts or learn about RVDLS click here

Recently the news wires have been flooded with articles about the upcoming camping season.

With Memorial Day around the corner travel experts, campground owners and dealers are all speculating about how well the 2009 camping season will turn out.

Several campgrounds this year are offering discounts, some RV dealers are offering passes to local national parks to entice customers to travel, and AAA announced today they believe the lower gas prices will cause more Americans to get out and travel for the upcoming holiday weekend.

Thankfully, I have been seeing more positive news about the RV industry and more specifically the 09 camping season; however, I am not sure all industry professionals would agree with me.

I wonder if the slight upturn in the industry is due strictly to trends from years past or if this camping season may spark a larger turnaround for the industry? What do you think?

Will this year’s camping season be better or worse than 2008? Do you think geographic location dictates how well the camping season will go? Do you use camping season as a sales tool at your dealership? Let’s hear your thoughts.

By Nikki Becker

In a recent trip to Elkhart visiting various industry suppliers, manufacturers, and dealers I learned many things and had a few observations. First, as we all know Elkhart has been featured in the mass media many times with in the last year with both good and bad coverage. Due to the bad coverage I learned that some dealers are having more trouble getting customers and sales due to the media stating “Elkhart is dead.” They feel customers who once traveled to the “RV capital of the world” are now going elsewhere to make their purchases.

This statement leads me to my next observation. I didn’t see Elkhart as “dead.” Manufacturers are bringing back laid off workers, manufacturing plants are getting back to full production, and I saw many vehicles moving by local transportation companies which I can only assume are going to a dealer’s lot.

Finally, I noticed there was a “Made in America” theme at many of the companies I visited. Suppliers’ products, both to the aftermarket and to the manufacturers, shared this common theme and one manufacturer in particular took it a step further by endorsing products as “Made in Elkhart.”

I am hearing “Made in America” more and more in the RV industry and now “Made in Elkhart.” As a dealer and/or manufacturer in this industry, is this important to you? Will this influence you to purchase one product which is “Made in America” versus another which is made overseas? Is this a sales tool for you to perceive value to your customers? Do you see this as doing your part to help stimulate the U.S. and even Elkhart’s economy? Let’s hear your thoughts.