The RV Hall of Fame Suppliers Show will provide dealers with more than products to order. Interactive sessions in the Younkin Theater will feature education about F&I and inventory issues.
Educational sessions presented by T&J Dealer Services are scheduled for 11 a.m., 1 p.m. and 3 p.m. on Monday and Wednesday. T&J’s instructors will be available throughout the show at the company’s booth (119-120 in Aisle D) for one-on-one conversations.
IA American Training Institute Lead National Instructor Kevin Quinn will discuss growing a dealership’s F&I programs and revenue.
“There is a much greater need for these products,” Quinn said. “It goes hand-in-hand with providing a benefit to the customer in addition to helping RV dealers. I want to help dealerships bring up their grosses and focus on some things that maybe they have not focused on in a while.”
Quinn said he will present ideas to develop the right F&I products and remain compliant. He will educate dealers on virtual transactions.
“In the RV space, dealers might have customers that are not right down the block,” Quinn said. “They might be three, four or five hours away. How do you continue to give them that same experience when they are not sitting right there in front of you?”
Video conferencing software can make buyers feel like they are in the room, but virtual transactions create added difficulties. Quinn said difficulties include verifying identity and properly handling documents.
“We need to be able to make sure the customer is who they say they are,” Quinn said. “As you are going through all of the documents to sign, that is when you want to be talking about the benefits of additional products that are available to the buyer.”
Quinn said he will give dealers information they can use right away.
Quinn said training others has been his calling in life. He was born to parents who spent 40-plus years as teachers. Quinn started his career in the automotive industry and said he enjoys seeing students learn.
Quinn encouraged every dealer in Elkhart next week to take advantage of the offered training.
“It is great if they have processes in place and everything seems to be working for them,” Quinn said. “We are always looking for that one thing that we could do a little bit better.”
Quinn compared himself to a professional football coach who can offer “small moves, small tweaks” that lead to improved results.
“There is always room for growth,” Quinn said. “I will be around the booth and would love to have some interactions with dealers about what they are doing and how they can improve. Maybe we can give each other some little nuggets on how to grow.”
