RV Sales Manager Interview

From time to time RV Now will be interviewing RV experts throughout the industry and from the RV lifestyle. I will be talking with the good folks from RV dealerships, RV show vendors, manufacturers and anyone else who has something interesting to add to the conversation. Today I did two interviews at a local RV dealership and learned a few things. This interview with the Sales Manager was quite informative. Meet Michael McCormik, General Sales Manager at Visalia RV who has 23 years experience in RV sales.

RV Now: “What can customers do to help themselves most when they are shopping for a new RV?”

Michael: “It is important for them to research the products and pricing of the products they are interested in. The internet is a great way to do that. It is also very important for them to find a quality RV dealership with a good reputation for service, because service goes on long after the sale.”

RV Now: “Good point! OK, I have an idea of what I want and I go to the dealership and a sales person meets and greets me. How important is it to be loyal to that sales person, especially since they work on commission?”

Michael: “If you are satisfied that this sales person knows the product and you are confident they will meet your needs, then by all means stick with them, but if you are uncomfortable with them for any reason then ask for help from another sales person. It’s very important that a customer work both with a knowledgeable sales person and someone who they trust. Go into any RV dealership and you will find sales people who are just starting with limited knowledge and those with years of experience, so you need to be selective about who assists you.”

RV Now: “Really? It’s kind of awkward to say to a sales person. “I’m sorry, but I would like to talk to another sales person please.” How does one go about finding a knowledgeable sales person anyway?”

Michael: “Ask them an RV question that you know the answer too and see if they give the appropriate answer. If they pass the test you can feel more confident about the experience level of the sales person.”
(RV Now note: You could also ask them how long they have been selling RVs and if they own and use one themselves. Then ask them about their own RV experiences – you’ll be able to judge quickly whether they know what they are talking about.)

Michael: “From the dealership point of view we want happy and satisfied customers, so don’t feel uncomfortable switching horses midstream. Dealerships spend a lot of money on advertising, flooring costs and other expenses just to attract customers, so we want you to be happy.”

RV Now: “So you don’t want customers to think of the dealership as being just one sales person but rather you want us to think of the dealership as a service organization.”

Michael: “Exactly, I always remember what I was taught when I first started in this business and that is that no one sales person can say to anyone, “that’s my customer.” No, the customer is the responsibility of the entire dealership not just one person. So make sure you are working with a sales person who is knowledgeable and able to assist you through the selection and purchasing process.”

There you have it folks, be picky about the dealership and who your salesperson is. They work for you and don’t earn a commission until you are completely satisfied and vote with your wallet by purchasing an RV. And don’t forget the best advice, “…find a quality RV dealership with a good reputation for service, because service goes on long after the sale.”