Dealer and Customer Training is
Wherever Blue Ox® sets up towing safety and training seminars, crowds follow, according to Jay Hesse, president of Automatic Equipment Manufacturing Co, the parent company of Blue Ox towing products. Hesse said, "Hundreds of women have already attended the new Blue Ox 'Women and Towing' seminars presented at rallies since January. More than 80 technicians from RV dealerships across the country participated in Blue Ox's President's Club Training last month in Pender, NE." Since beginning dealer training seminars in 1994 and Destination America® safety training for RV customers the following year, Blue Ox has filled an industry need for towing safety education. Hesse said, "In this fast-growing industry, we've found that dealers and customers really appreciate the Blue Ox emphasis on towing education, safety and product handling. As we look to the future, we're committed to providing even more opportunities for education and training as we expand our products and services." Technical Training Highlights Dealer Program At the heart of Blue Ox's multi-level dealer training program is President's Club Training. President's Club Training is a two-day, hands-on training and education seminar at the Blue Ox plant for RV dealer installers and technicians. Attendees learn how to install all of the Blue Ox products, including the braking systems, wiring and baseplates, and the tire pressure monitoring system. They learn how the systems perform and operate, how to repair products, how to sell them and how to educate their co-workers on product benefits.
At a recently concluded President's Club training, technicians from dealerships across the country exchanged ideas and compared notes on experiences as Blue Ox dealers. For Alan Street, American Truck and Trailer in Manassas, VA, the training brought Blue Ox's engineering expertise to light. He said, "Being able to understand the engineering process--the tests and tolerances Blue Ox requires of all products--will definitely help me better explain the value of buying a Blue Ox product, which is extremely well-tooled." Hands on training and interaction with the company were among the highlights for Brian Sautter, Dewalt's RV in Easton, PA. He said, "It was an excellent opportunity to work with the Blue Ox team as well as give them feedback on products they're looking at pursuing." Improving sales and technical skills was echoed by most attendees, including Kathy West, principal with Coach RV & Truck in Broomfield, CO. She said, "The training and display we received has increased our knowledge on tow bars resulting in our ability to now sell most interested customers a complete towing package." Doug White, McClain's RV, Lake Dallas, TX, said, "The training we received was great. I've already met with the guys in the shop and reviewed what I learned and they've implemented some new things, like short cuts on wiring. The experience will definitely help us in our business and in our partnership with Blue Ox." President's Club training is a benefit of the Blue Ox three-step dealer network, which includes Stocking Dealerships, Knowing Towing Dealerships and President's Club Dealerships. After one year in the Knowing Towing program, dealers qualify for membership at the President's Club Dealership level. Blue Ox offers a variety of strategies for dealer growth and sales success at each level of dealer partnership. On the Road with Blue Ox Customers To support the dealership network, Blue Ox builds recognition for the brand and pre-sells customers through its Destination America® towing safety seminars and on-site customer service at RV events and rallies. Now in their fifth year, Blue Ox Destination America crews are participating in more rallies than ever before, according to Hesse. In 2000 Destination America crews will attend more than 150 events with the help of a third full-time crew and a fourth back-up crew. All sales leads from the Destination America events are referred back to the Blue Ox dealer network to make the sale.
Hesse continued, "Due to the tremendous response the Blue Ox Destination America crews create wherever they go, the company is investing additional resources in customer education this year." Among the latest Blue Ox education initiatives are new towing safety seminars for women and new safety education seminars at campgrounds. Blue Ox is also a sponsor of John Anderson's "A'Weigh We Go" first-time RV buyer's seminars which will be produced in conjunction with Blue Ox at more than 80 rallies in 2000. Blue Ox is also an underwriter and presenter at the University of Idaho's "Life on Wheels" series of four annual seminars on what first-time RVers need to know to manage life on the road. Also in 2000, Blue Ox is entering the RV race car enthusiast market by sponsoring the Legend car of driver Grant Garagnon. Garagnon placed third in his age group at last year's national Legend car finals. "We're excited to bring RV towing safety education to the Legend racing circuit," Hesse said. "As one of the fastest growing market segments for RVs, we're pleased to be able to meet our customers face to face, provide service and support to them at the racetrack, and open up this whole new business segment to our dealer network." If Hesse's training and education programs continue to grow as planned, RV customers and dealers can expect to find Blue Ox products and customer service at every stage of their RV experience, from the classroom to rallies, dealerships, campgrounds, racetracks and beyond. "We want to be everywhere our customers go, providing the knowledge and expertise they need to help them successfully and safely tow their cars," Hesse said. Hesse Credits Dealers and Customers for Blue Ox Product Innovations "We strive to lead the RV industry through innovation and it's been a consuming passion for the entire company," Jay Hesse, president Automatic Equipment Manufacturing Co., said. Automatic Equipment entered the RV business in 1983 with the introduction of KarTote, the first car dolly with a built-in tilt bed and attached ramps. Under Hesse's leadership, the company quickly earned a reputation for RV product innovation. Automatic expanded its presence in the industry in 1991 when Hesse purchased the Blue Ox tow bar, a product that had been developed in the 1970s, from Don Hewitt of Hewitt Tubular. Following the purchase of Blue Ox, Automatic bought the Duncan Line in 1994, and that same year, introduced the Aventa™, the first motorhome-mounted tow bar in the industry. The Aventa launch was followed in 1997 by the launch of the Alladin™, the industry's first aluminum tow bar. In 1998, Blue Ox refined their towing systems with the introduction of a new removable tab baseplate, making Blue Ox products quicker and easier to operate. This year Blue Ox introduced TireSafe™, the first tire pressure monitor for towed vehicles. Also in 2000, Automatic acquired marketing rights to the ToadStop Vac Brake™, and has plans in the coming months to introduce a fourth towed vehicle braking system to accompany the ToadStop™, AutoStop™, and BrakeSafe™. At the same time Automatic is expanding key product areas. The company is also streamlining. Automatic recently sold KarTote™ and Auto Transport'™ to Ultra Fab and sold Fold-a-Tow™ to Fehrman Industries. Hesse said the company plans to continue to develop breakthrough RV products as well as expand Blue Ox training and education programs. "We're committed to 100% customer loyalty, dealer growth and industry development at every phase of the RV experience," he added. "Our philosophy is to be as close to our customers as possible so we can continue to develop products that are innovative and responsive to their needs. "The more we are in touch with our dealers and customers through training and education, the more new product development follows. In fact, our dealers and customers deserve a lot of the credit for giving us new ideas to better serve the market." RVN
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