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Before we can elaborate on this very important question, let's first define the word "prospect." A prospect is a suspect that has engaged with you in some way, whether it be an action taken on a web visit, a phone inquiry, etc. Your goal in this stage is to qualify this prospect to the point that you know the decision-maker and you have identified an interest level in your products and/or services. But it's more than that really.
A few years ago, many of our customers scoffed at those online RV wholesalers who sold “paper units” only on order, often shipping directly from the factory to the consumer at markups that made it very difficult to compete with on the open market. Then, a couple of years ago, one of those dealers became the largest volume dealer for a major manufacturer. Today with the continued tightening of floor plan financing, the evaporation of available used inventory and the public’s increasing comfort in ordering online – some of our customer are reconsidering the is this model or at least a hybrid version of it. Could this be the future of the RV dealership?