Isn’t it frustrating when you know more than a salesperson?
We agree. Bowlus of California prides itself on having sales staff with incredible product knowledge and hands-on Bowlus experience. Why is this so important to us? Because it should be what you expect. However, we’re told over and over how it is so unique in the RV industry.
Most RV sales people lack in-depth product knowledge. There are some key factors why this is intrinsic to the industry.
High Turnover Rate
The RV industry, like many other sales industries, often experiences high turnover rates among sales staff. New employees may not have enough time to develop a deep understanding of the products before moving on to another job. Frequent changes in staff mean that many salespeople might be relatively new and still learning about the products, leading to gaps in product knowledge. Bowlus is product-focused and our sales team has an average tenure of over 10 years!
Broad Product Range
RV dealerships typically carry a wide range of products, including different types of RVs (motorhomes, travel trailers, fifth wheels, etc.) from multiple manufacturers, each with various models and options. The sheer volume and variety of products can make it challenging for salespeople to acquire comprehensive knowledge about every model and feature, especially if they are expected to cover the entire inventory. Bowlus focuses only on – you guessed it – Bowlus products – meaning we can have incredible in-depth knowledge, while also being able to help you navigate the seas of other RVs.
Focus on Sales Skills Over Product Knowledge
Some dealerships prioritize sales skills—such as negotiation, closing techniques, and customer interaction—over detailed product knowledge when training their sales staff. Salespeople may be more focused on selling and upselling rather than understanding the technical details of each RV, leading to a lack of in-depth product knowledge. Bowlus has transparent no-haggle pricing, which allows our team to focus on delivering you the best value through product knowledge and use-case understanding.
Limited Training and Resources
Not all dealerships provide comprehensive training or ongoing education for their sales staff. In some cases, training may be brief or inadequate, focusing more on sales tactics than on product knowledge. Would it surprise you to know that most product representatives only go to a dealer twice a year for a 30-minute training session? Without proper training, salespeople may struggle to answer detailed questions about the products, leading to a reliance on marketing materials or vague answers. There is no substitute for our direct experience.
Pressure to Meet Sales Targets
In many sales environments, there is significant pressure to meet sales targets, which can lead to a focus on closing deals quickly rather than taking the time to learn about the products thoroughly. Salespeople might prioritize volume over quality in their interactions, which can result in less time spent on understanding and conveying product details.
Reliance on Marketing Materials
Some salespeople may rely heavily on brochures, videos, or manufacturer-provided materials to present information to customers, rather than acquiring the knowledge themselves. Know if you go to a dealership and they hand you a manual, brochure, or anything for you to “review yourself” you have already chosen the wrong salesperson.
In summary, the lack of product knowledge among RV salespeople can be attributed to factors such as high turnover, broad product ranges, limited training, a focus on sales skills over technical knowledge, and the complexity of RVs themselves. Bowlus Experts have the highest level of training on Bowlus products and have all hands-on camping experience with Bowlus as well as other makes and models of RVs so they can speak from experience what will suit your needs.