Rental Education Workshops

Rental dealer owners and general managers will learn valuable ways that tailor to rental dealers as well as retail to run their store and manage their teams to increase profits.

Workshops and speakers subject to change. 


Two-Part Mini Rental School

Part 1: Your Rental Department: RVing for the Other 76 Million Households
Part 2: Three Easy Steps to a $1,000,000 Rental Department

Sponsored by RVRA in partnership with MBA Insurance

Tuesday, November 6 
12:00 p.m. - 2:15 p.m.

Presenters: Martin Onken, Expedition Motor Homes, Inc., Scott Krenek, Krenek RV Center and Leslie Pujo, Esq., Plave Koch PLC

The 2018 Mini Rental School is offered as a two-part session. Part one is designed for dealers interested in the basics of the RV rental business.  Part two is dedicated to dealers already in the rental business and interested in tips and suggestions for improving their operations. Whether you’re an experienced rental dealer, or just getting started – you’re welcome at one or both sessions.

Part One: Your Rental Department: RVing for the Other 76 Million Households
RV rental is the new hot thing! Not everyone is going to buy an RV. Does that mean that you don’t want them as customers? Add that missing leg of your business to become a true "full line dealer" servicing your market area. Of course, you want to service the entire RV loving community! We will show you what and how to do those basic things necessary to expand your business.

Part Two: Three Easy Steps to a $1,000,000 Rental Department 
Rental is Big! Not everyone knows how to do it right.  You will learn the steps to a successful Rental Department. There is no reason to make the mistakes that the others are making. Attendees will learn the areas of the rental business that are a ‘must’ do to be successful.


RV Rental Law 5.0: Top Ten Ways to Stay Legally Compliant While Adapting to Changes in the Marketplace and Technology

Wednesday, November 7
9:00 - 10:00 a.m.

Leslie Pujo, Esq
., Plave Koch PLC

Through a survey of federal and state law and recent cases, participants will gain a deeper understanding of how to (legally) adapt to changes in the marketplace and technology. This session will follow a “Top 10 List” format to review compliance issues related to the federal and state regulations governing RV rental practices and agreements. In addition, the RV Rental Law session will examine new challenges created by technological advances. Bring your questions and “war stories” for a free-flowing, interactive session.

During this workshop, attendees will learn:
  • The legal framework governing RV rental operations
  • Key issues and topics that should be addressed in RV rental operations and agreements
  • Best practices for creating a RV rental agreement and policies to comply with multi-state issues 

The Check-Out and Check-In: The Birth and Death Moments of Every RV Rental Company

Wednesday, November 7
2:00 - 3:00 p.m.

Martin Onken
, Expedition Motor Homes, Inc.

Reality and expectations either collide or unite during these critical 60 minutes of each RV rental. Is the RV what the customer expected? Can they remember and operate the unit without problems? What if they do damage? How do I handle that without the customer going ballistic? Can I really help them if they encounter problems on the road 500 miles from home? How do I show my gratitude that the customer returned the RV intact? What kind of review will they give us? These are among the most sensitive, and important moments in building a relationship of trust with our customers. This workshop will share proven methods, skills and habits that will make these worries opportunities to be proud of, that will create loyal, profitable customers.

During this workshop, attendees will learn:
  • How to do an effective check out that make customers shake your hand
  • How to do a thorough check in that will surprise your customer
  • How to handle sensitive problems and questions about the condition of your RV

Profitable RV Rentals: Jumping the Grand Canyon to Success

Wednesday, November 7
3:15 - 4:15 p.m.

Martin Onken
, Expedition Motor Homes, Inc.

This presentation will explore various rental pricing options a RV rental company might consider. Am I charging enough? Too little? Am I making any money? Am I making any profit? What else should I be selling? What’s my ROI? When should I stop selling this item or service? Making these decisions wisely are the core of successful dealers, and the reasons many dealers don’t survive the seasonal and growth challenges we all experience. This workshop will provide 10 simple guidelines to implement immediately for rental dealers to use before it’s too late.

During this workshop, attendees will learn:
  • How to answer the top 7 pricing dilemmas each rental dealer experiences every year
  • How do cost, price and profit jointly work to insure your healthy rental business
  • How to fix it if your dealership has been “Pricing for Problems” instead of “Pricing for Profit"


SPECIAL SESSION: M Cubed - Measuring, Moving and Managing: How to Measure Three Key Performance Indicators, How to Move These Numbers to Improve Performance, and How to Manage These Numbers for Sustained Growth 

Thursday, November 8
9:00 - 10:00 a.m.

Co-presented by: Michael Rees, A World of Training & John Spader, Spader Business Management

During this co-presented workshop, Michael and John will cover key topics for improving your business. First, John will show attendees how to access the correct numbers for three critical performance indicators that have direct impact on growing businesses. Michael will explain how to install processes to move these numbers in order to positively impact your business. Together, John and Michael will share tips on how to manage and motivate managers and other key employees to continually monitor and improve these numbers.

During this workshop, attendees will learn:
  • How to extract important measurables from their DMS and/or monthly management accounts
  • The importance of these numbers and the impact they have on their business
  • How to have a positive effect on these numbers, and how to maintain them through managing and motivating

Take Control of Your Day

Thursday, November 8
10:15 - 11:15 a.m.

Tony Gonzalez, Garage Composites

By definition, management is getting things done through others. However, many owners and managers struggle to effectively delegate or have dedicated meetings with their people. Instead, they end up doing others’ work themselves, which distracts them from their number one responsibility: maximizing dealership profitability. With so many spinning plates in retail today, it’s easy for a leader to get derailed. The solution? Excellent people performing over the top of excellent systems. Attend this session to learn 12 key tasks you should be executing each day to have the greatest impact on your business’ success and how to set up your dealership so that you can focus on them. 
During this workshop, attendees will learn:
  • How a general manager's daily dozen list that can be immediately implemented in your dealership
  • A true map of how to organize your day
  • Time sensitivity factors to be more aware of daily accomplishments

Facebook and Instagram Marketing for RV Dealers 

Thursday, November 8 
2:00 - 3:00 p.m.

Scott Meyer, 9 Clouds

Facebook and Instagram marketing are the most targeted and cost-effective way to reach new customers. The average American is on Facebook and Instagram over an hour a day, so if you want attention, you need to learn to use Facebook and Instagram professionally. Scott will show dealers how to measure lead and sales conversion using offline events and Facebook analytics. At the end of this high-energy session, you will have a blueprint for maximizing your budget on Facebook and measuring what works so you can continue to improve your digital marketing efforts.

During this workshop, attendees will learn:
  • Set-up for your Facebook Business Manager, Facebook Pixel, CRM integration, Instagram account and inventory feed
  • Choose the best budget for your Facebook and Instagram marketing
  • Launch nine Facebook and Instagram campaigns that will attract new customers

A Shifting Market: Highlights from the 2018 KOA North American Camping Report

Thursday, November 8
3:15 - 4:15 p.m.

Whitney Scott, Kampgrounds of America, Inc.

How are camper demographics and RV usage preference patterns shifting?   How can these changes impact dealers’ marketing strategies and product mix? In this workshop, attendees will get detailed information on today’s campers based KOA’s groundbreaking 2018 North American Camping Report.

During this workshop, attendees will learn:
  • The changing demographics of today’s campers
  • Characteristics of new campers entering the market
  • What percentage of RV campers own vs. rent

Beyond Win-Win Leadership 

Thursday, November 8
4:30 - 5:30 p.m.

David Spader,Spader Business Management

The term “win-win” has helped many leaders progress in their performance. However, there is an approach that is even more powerful and effective. Recent research has shown that businesses that employ this “all-win” approach are more profitable, have stronger customer relationships and more satisfied employees.

During this workshop, attendees will learn:
  • Five top reasons why win-win is often a losing approach 
  • The “All-Win” Leadership Assessment to assess your performance 
  • Three steps to implement an all-win culture in your dealership 


Compliance: Data Security in the RV Eco-System

Friday, November 9 
8:00 - 9:00 a.m.

Jim Ganther, Esq., Mosaic Compliance Services, LLC

The FTC Safeguards Rule requires RV dealerships to protect their customers' nonpublic personal information from unauthorized disclosure or access.  But is complying with the Safeguards Rule enough?  The unique demographics, usage patterns, and habits of RVers makes data security a greater challenge for dealerships, as well as other players in the industry.  This presentation will examine data security best practices, as well as the ways RV dealerships can be the key player in improving data security throughout the RV Eco-System. 
During this workshop, attendees will learn:
  • How to meet data security obligations for the dealership without breaking the bank
  • What the RV Eco-System is and why it exists
  • Ways to overcome unique data security challenges within the RV Eco-System

Compliance: Hot Topics in Compliance Today

Friday, November 9 
9:15 - 10:15 a.m.

Randy Henrick, Esq., Mosaic Compliance Services, LLC

This session will focus on hot current topics of primary interest and concern to RV dealers. Randy will discuss the Military Lending Act in light of the recent Department of Defense regulation that financing GAP or credit insurance takes the transaction out of the financing a secured vehicle exception and makes it subject to the MLA which precludes using a vehicle title as security. Randy will also discuss the implications of the "Me Too" movement on sexual harassment and the need for dealers to implement a comprehensive sexual training program including a zero tolerance policy on sexual harassment and a hostile workplace environment. Dealers can also expect to learn information on recent advertising enforcement actions by the FTC and the rules of the road for advertising in electronic media where the FTC has focused its attention in many recent advertising enforcement actions.

During this workshop, attendees will learn:
  • Implications of selling GAP and credit insurance to MLA covered borrowers
  • How to create a zero-tolerance policy on harassment and employee training program
  • Key reasons why dealers need to be careful texting with consumers