CONTENTS
Cover Story
Driving Toward NASCAR;
In Pursuit of the Motorsports Customer
RV News focuses on the RV industry's recent
recognition of the race car fan as a viable market to continue its market expansion
efforts. Every weekend around the country hundreds of thousands of RVs driven by fans,
crew chiefs and drivers, migrate to NASCAR race tracks and lose themselves in a world
unfamiliar to most industry professionals. Learn who these fans are and how their
demographics match up with traditional RV buyers. And read how RV manufacturers and
dealers have invested in sponsorships of racing teams to enhance their sales
opportunities.
High Marks for 2001 Boston RV Show
RV News' eastern correspondent covered the Boston
RV show to gauge how the year is starting out for New England RV dealers. Learn what he
discovered by talking to dealers and some of the ideas that worked to bring in traffic
that you can pass on to your RV show promoter. Find out whether or not the year started
with a bang or a continuation of sluggish, slow sales experienced nationwide at the end of
2000.
Salesmanship
Prospecting for the Next Generation:
Adding Intelligence to Lead Follow-up.
This month columnist Bob Zagami looks at how
sales leads are handled and based on his own successful experience and his observations of
the RV industry, gives owners and sales managers valuable tips on not only how to handle
sales leads, but also how to get the best results from sales.
VAR - A Computer Term for the RV
Industry
What's VAR have to do with the RV industry? When
you learn it's an acronym for 'Value Added Reseller' it starts to make more sense. Learn
what defines a value added retailer, and discover whether your company qualifies. If you
cannot say with assurance that your company is, then this article is mandatory reading. If
your company already is a VAR, read it anyway, you could pick up some new ideas that could
make your effort and sales even better.
Editorial
Positive Signs and
Positive Attitudes
After riding the crest of the wave of continued
growth over the past several years, the RV industry had a rude awakening during the last
half of 2000. With that perspective RV News looks back at what happened, how the year
ended up and what the signs are for 2001 after the first month of the new year. RV News
puts it all into perspective and gives readers a few ideas on how to make the most of this
year before it's too late. |
