Greg Gerber

A journalist who has covered the recreation vehicle industry since January 2000, Greg Gerber founded RV Daily Report on April Fool's Day in 2009. He also serves as the editor of the publication and website. As an Eagle Scout, he has enjoyed camping for decades and has visited every state except Hawaii. A DODO -- Dad of Daughters Only -- to three young women, he has two grandchildren as well. He currently splits his time between Wisconsin, Texas and Arizona. Greg can be reached at

Do you look at advertising as ‘risky business’ or a ‘sure thing’? How you view it may affect the results you are getting.

With health care reform “in our face” every day and night for months, it really brings to the forefront just how important health insurance (and it’s related costs) can be to both the employer and employee.

After spending almost 25 years of my life in the RV industry, I know first hand just how difficult it is to operate your business on a day-to-day basis. You can get tugged in a million ways every day, which sometimes will take your eye off the ball as far as what is really important to improving the bottom line.

Health insurance costs are always one of the “big numbers” on the bottom of everyone’s balance sheet. Why not take a few minutes to learn about some of the solutions out there that will dramatically cut costs and still maintain a trust with your employees?

My experience as an RV dealer during the past 25 years parallels the documentation spanning 100 years of RV industry history which I saw during my visit inside the Hall of Fame museum and library:
Economic recessions have come along every decade or so.

RV sales have been very strong and profitable in the aftermath of some. RV product design has not changed dramatically but rather evolved slowly over decades. Public interest in traveling with RVs has always increased.

Based on what I’ve seen of our industry’s past, I’m thinking positively about its future. I’m looking forward — right now — to being a viable part of our industry’s future. That’s why, like me, many other RV dealers are planning to take a break from survival mode and get together during the first full week of October at the RVDA Convention at the Rio All-Suite Hotel and Casino.

Your dealership’s Unique Selling Proposition or USP, is that single, unique benefit, appeal, and promise you convey to your prospective customer. We have found over 25 years, that most RV dealerships do not have a clear USP and end up trying to be all things to all people with all things RV related. How does your USP measure up?

A while ago, a sales manager asked me what I thought the market would do in the coming year or two. I looked at him and replied that markets don’t do anything. They certainly don’t pay your bills. I said that I could try and guess what customers were likely to do in the time frame he was referring to, but even more important is what we can do for our customers.

So I gave him a list of “Things To Do” in the coming twelve months. First of all, decide who you wish to retain and who you wish to let go. Having done that, work on continuously pleasing those you wish to retain.

All of us here at Monaco RV, LLC are very excited about our new company. The last several months have been a bit bumpy, but now manufacturing, sales and support operations are up and buzzing.

We are developing modern new products for 2010 and beyond, our new dealer body is getting on board – with many of the same familiar names you know – and we’re looking forward to sharing our successes with all of you, our Monaco RV friends and family.

So how did we get here?


It is a great pleasure to announce that next year RVIA will lead an industry-wide, year-long celebration to recognize the 100th anniversary of the RV industry with an array of centennial events and promotions that will highlight our proud past and bright future.

The RV centennial celebration will strongly and vividly communicate why RV travel has grown in popularity over the last 100 years and why the industry will continue to have a robust future as we begin our second century. What can you do to join us in the wonderful celebration?

How do you make sales training a meaningful, learning experience for all levels of RV sales performers, and still make it adaptable? This is a problem that Sales Managers have struggled with for years. You don’t want to make it too easy for the high performers, yet too difficult for the green peas.

Content is more than words. It is not only what you say, but how you say it. When it comes to advertising, the ultimate prize is consumer response. Make sure you incorporate key elements to elicit a response in every advertising message you create . . .

Every day seems to bring new and divergent economic reports that either point to signs of a recovery or reinforce that we are still not out of the woods. As the analysts and pundits pore over data and debate the condition of the general economy, let us look at how the industry’s dual marketing efforts – the Go RVing national advertising campaign and RVIA’s public relations initiatives – have helped the RV industry during the past year in a very fluid environment.

In my opinion, one of the wisest choices we made as an industry was continuing to be as aggressive as possible over the past year in promoting RV travel to consumers and the media by funding the Go RVing national advertising campaign and RVIA’s public relations initiatives. Even on severely reduced budgets, we were able to maintain our industry’s presence in the marketplace and build demand for your products.

I received an email from one of my dealers recently asking if I had any specific information on how to handle one-leggers or “single opportunity” customers. While I have always considered them buyers like any other customer I didn’t have anything in writing and it brought up an interesting point. It also reminded me of a personal experience I had when I was on the line selling RV’s.

The words you use on your website are evaluated by visitors. Even the non-human kind. And what you are saying will determine who they send to visit your site. Who are you inviting?

Just a quick note before I dive into this week’s topic, for clarification.

The intent of this blog is to give you information about how to gain more ‘purchase ready’ internet traffic. There are a great many items that are included in search engine optimization. Some techniques are on-page adjustments; others are off-page methods. Both have value. From writing your own Wikipedia article and relationship building in social media networks, to pay per click campaigns and how to use Google Base, we will cover a variety of topics that will help you gain more visitors and increase sales. So stay tuned . . .


When it comes to RV sales training everyone agrees that high quality phone skills are critical to long term sales success.

The ability to turn an inbound or follow up phone call into an appointment gives any RV sales pro not only the ability to generate additional sales and income apart from the walk in customer, but also a level of confidence few receive. We also know it is an age old challenge to get salespeople to make the necessary calls and make them in a high quality manner.

Good phone skills come natural only to a few however. Most of us are just not good on the phones and need training and instruction on how to handle the different types of calls and knowing what to say and how to say it. Recently I’ve had some interesting points come up regarding leaving phone messages.

It’s been said that there are two things people want more than sex and money…recognition and praise. Time and time again the one motivating factor that is at the top of most salespeople’s lists is appreciation for a job well done. It is more requested than even money.

Why don’t more Sales Managers give appreciation? Some say they don’t know how to give it. Others don’t know what to give appreciation for in the dealership. Yet others say they are too busy to give appreciation.

The most important aspect of a successful salesperson is developing the correct mindset toward your customers. And this is not the over used phrase “The customer is always right”. Actually the correct mindset I’m referring to is to always think in terms of benefits for your customers. The highly successful salesperson thinks of ways to show interest in their customers even before they come into their dealership.

Lawmakers decided on January 10, 2007 to increase the minimum wage three times in three years, from $5.15 to $5.55 per hour in 2007, to $6.55 in 2009, to $7.25 in 2009. Arguably, this was a good idea, since the minimum wage had not been increased in 10 years. But somewhere near the middle of all this the economy began its downhill slide. Now business owners are saddled with an increase in the minimum wage that is burdensome at a time when they are burdened enough

If you could talk to the people you have most admired in life, the biggest successes, the top names, you will find that they also are the biggest failures. They lost more games, struck out more times, lost more money and had more doors slammed in their faces. The difference in their lives is that they never quit.

One of the most difficult parts of selling is prospecting/networking, or getting new customers. By far the most powerful thing you can have when approaching new people is a referral from their colleagues, friends or others they respect. The big question that comes before “selling” referrals is “getting” the referrals in the first place.

Do you spend a lot of time and energy trying to attract new customers to your dealership, hoping to pump up your bottom line? If so, you’re probably missing an untapped source of sales that exists right inside your dealership – there’s truth in the statement that your customer base is your most valuable asset.


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