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. 
TUESDAY, NOVEMBER 12
Mini Rental School

Part 1 with Scott Krenek  /  Part 2 with Martin Onken  /  Part 3: RV Rental Law 101 with Leslie Pujo

FREE for all full convention/expo registrants

Sponsored by RVRA in partnership with MBA Insurance


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

Presenters: Scott Krenek, president of RVRA and owner of Krenek RV, Leslie Pujo, Plave Koch PLC, and Martin Onken, Expedition Motor Homes

Part 1: Trailer Rentals-More Important Than Ever

Attendees will learn:
  • Essential skill sets and knowledge needed for a successful rental operation
  • How to reduce fleet costs and make money with rentals
  • What it takes to integrate sales and rental fleets

Part 2:
What it Takes to Have a Million Dollar Rental Department

Attendees will learn:

The foundation:  People, Processes, and Resources:
The right product mix for today’s rental customers
Rental department financial statement for managers

Part 3: Rental Law 101 with Leslie Pujo, Plave Koch PLC
This short session will highlight some of the key legal issues that a new entrant to the RV rental business should consider, with a focus on formation and operational issues. This session will provide a very brief overview of some of the federal and state laws regulating RV rentals and provide general best practices for approaching these issues.

Attendees will learn:
  • The basic legal and operational issues to consider before beginning an RV rental business
  • Formation Issues
  • Formation of a new entity
  • State vehicle rental licensing issues
  • Insurance
  • Operational Issues
  • Rental Agreements
  • Policies
  • Training
WEDNESDAY, NOVEMBER 13

RV Rental Law Update 2019: Rental Agreements and Policies as We Approach the 'Roaring 20's'

Wednesday, November 13
9:00 - 10:00 a.m.


Leslie Pujo, Plave Koch, PLC

Through a survey of federal and state law and recent cases, participants will gain a deeper understanding of recent legal developments affecting RV rentals. This session will also 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 facing rental operators as we close one decade and move on to another. Bring your questions and “war stories” for a free-flowing, interactive session.

During this workshop, attendees will learn:
  • Important updates in state laws
  • Recent cases involving rentals, including issues related to negligent entrustment and infotainment systems in vehicles
  • Best practices for creating an RV rental agreement and policies to comply with multi-state issues

The Rise of the RV Renter: Tapping into the Newest RV Revenue Stream

Wednesday, November 13
2:00 - 3:00 p.m.


Paige Bouma, RV Trader

RV shipments are slowing, but RV rentals continue to be on the rise. Nearly ⅔ of dealers reported seeing double-digit increases in their rental revenue - making this a revenue source you can’t afford to miss… or mess up. We’ll share exclusive research into who these rental consumers are from demographics to their online behaviors and how you cannot just meet, but exceed, their expectations.  But it’s not just about the short-term gain. With over half of these renters renting 2-3 times before purchasing and 76% of renters saying they are likely to buy in the next 2 years - we want to make sure you have the insights you need to convert these consumers time and time again.

During this workshop, attendees will learn:
  • What separates an RV renter from an RV buyer
  • Ways to meet RV renters' expectations for their rental experience to help close the deal
  • How to create an environment that helps convert renters into buyers

RV Rental Marketing

Wednesday, November 13
3:15 - 4:15 p.m.


Martin Onken
, Expedition Motor Homes, Inc.

Martin will present the top 10 simple, proven and affordable marketing practices that get instant customer attention, build your brand, and will increase your dealership's closing rate. These ideas will help a dealership reach the new millennial customer as well as compete with the new flood of competitors.

During this workshop, attendees will learn:
  • Achievable marketing plans that will increase rentals to target customers
  • Marketing strategies to reach their capacity rather than to their market
  • Quick identifiers of who the real target customers are and get everyone at the dealership involved in building strong relationships with them

THURSDAY, NOVEMBER 14

SPECIAL SESSION: Super Lawyers Panel: Flying in Formation to Prevent Litigation II 

Thursday, November 14
9:00 - 11:15 a.m.


Panel members: Rob Cohen, Scott Folkers, Chris Lowman, Harold Oehler and Brett Richardson as moderator.

One of the highest rated presentations in RVDA history returns. This training, which is continuously updated, will focus on the very latest litigation tactics used against motor vehicle dealers and how RV dealers can better partner with manufacturers to resolve customer issues and prevent litigation.  For the first time at RVDA, the “Super Lawyers” panel will include an in-house attorney from a major RV manufacturer.  All attendees will receive access to a free PowerPoint presentation that will help them train their service employees on how to prevent litigation.

During this workshop, attendees will learn:
  • The latest dirty tricks used against dealers in litigation and how to combat them
  • Practical strategies for partnering with your manufacturer to resolve customer issues and prevent litigation
  • Techniques for limiting time out of service
  • How to effectively respond to claims
FRIDAY, NOVEMBER 15

Compliance Update: Aggressive Regulators, New Risks and Harsh Penalties for Dealer Conduct 

Friday, November 15 
8:00 - 9:00 a.m.

Randy Henrick, Randy Henrick & Associates

In this 2019 compliance update, we will discuss: i) recent enforcement actions by the CFPB and FTC in new fields of dealer activity and the CFPB’s citing aftermarket products as a leading item of service member complaints; ii)  FTC and state Attorney General UDAP enforcement activity in other key areas including spot deliveries; safety recalls; privacy and safeguards; collection practices and repossessions; and advertising.  For advertising, we will review the legal requirements that regulators most frequently look for as well as enforcement actions to show things that regulators have cited in assessing whether an advertisement is unfair or deceptive; iii) increases in penalty amounts for UDAPs and other violations and examples of large penalties imposed on dealers. This presentation will review recent cases, pronouncements, and enforcement actions on both the federal and state levels to assist RV dealers in identifying conduct that may be out of compliance and particularly susceptible to regulatory enforcement or litigation.  State Attorneys General are empowered to enforce federal as well as state consumer protection laws against auto dealers and have been active in doing so. We will show who has been most active and discuss plaintiff attorney priorities in trolling for clients as well. 

 During this workshop, attendees will learn:
  • Best practices to comply with the new areas of focus on “regulation by enforcement" 
  • How penalties for compliance violations have increased substantially
  • "Best Practices" changes to sales and F&I and how to document and protect your dealership if claims are made

Cannabis Compliance and Everything In Between: Hot Topics in HR Compliance 

Friday, November 15
9:15 - 10:15 a.m.


Kelly Pinkerton, KPA

With the many regulatory changes that are constantly evolving, we will discuss how RV dealers can get compliant with policies such as employee drug use (cannabis in the work place), employee handbooks, to name a couple. Kelly will discuss the importance of not only getting your organization compliant, but how does your organization stay compliant. Helpful tools and best practices. Are employers ensuring that they're capturing signature acknowledgements from their employees on policies in the work place? Is HR related training being administered- if so, are they sure it's compliant? Dominating headlines this year was the threat of opioid addiction in the workplace. Addressing and managing drug use and drug testing will remain one of the most challenging issues for employers who are tasked with making sure their workforce is efficient and operating safely and productively going into 2020. We will also discuss preparing for workplace violence. Workplace safety is a hot topic that should be at the top of all employer's minds. 
 
During this workshop, attendees will learn:
  • Compliance rules with state and federal changes
  • Development and implementation strategies to stay compliant
  • Policies and training specific to new laws and regulations