In anticipation of providing any kind of 2009 statement, my thought was to look back on my 2008 predictions and first get some continuity. Obviously there has not been much news reaching our office to signal a quick turnaround is in progress, or a sudden optimism has overtaken the industry. As I read through our 2008 predictions it was obvious they had very little to do with the factors we couldn’t control … fuel prices, the financial meltdown, unemployment, etc. We all get a daily dose of that doom and gloom from the media. Instead we tried to focus on the dealership segment and factors they can control.

You’ve no doubt heard the old saying, “keep on doing what you are doing and you’ll keep on getting what you got” … (more of the same). In 2008 we suggested there has never been a better time to re-examine your business from top to bottom. Last year we talked about “Waking up” and adopting “best practices” in your dealership, if you hadn’t already.

Positive Attitude
i.e. Greeting all customers with a friendly smile and willingness to help

Proper Housekeeping
Well lit, clean, free of negative influences

Continuous Training
Training is the key to superior product knowledge and positive attitude

Customer Oriented
A happy customer is your most effective means of advertising

Progressive F & I Operations
Partnering with the right providers and funding the equation to consistency, profit and true customer value.

Customer Follow up
Not just after the sale but at intervals through-out the year.

Dealerships who adopt “best practices” and are sufficiently capitalized will prevail, gain market share and find advantage and opportunities amidst what others find as insurmountable challenges. There will be a contraction in the number of RV dealerships across the US. That said, there is some control as to who the victims and the survivors will be. Keep faith and forge ahead. There will be new and exciting opportunities for the survivors.
As we face 2009, financial vigilance and continuous operational analysis is more important than ever.

• Is our dealership organized and well lit … the atmosphere is inviting, or as we say, “warm and fuzzy?”
• Have we removed “negative influences” such as newspapers, 24 hours news channels … replacing them with travel magazines, product information, RV lifestyle and travel DVD’s?
• Have we spent our downtime on self improvement and training from receptionist to General Manager to ownership?

Reducing staff and cutting expenses will only go so far. Look at all profit centers.

Sales – The right product mix to weather the storm but meet the customer’s needs. Training in the cycle of sales … giving a little to make every customer feel special and hopefully training in the basics of selling.