2 Business Magazine Month 20XX www.businessmagazine.com
keeping you
up to
3 Business Magazine Month 20XX www.businessmagazine.com
Mark Garvelli
David Gelia
Vice President
Matthew Saxe
Wendy Clemens, CIC
Chair of the Board
Michael Carroll
Karen M. Catalano
Paul Chisholm
Doreen DeCarlo
Barbara Duke
Christine M. Garvelli
Debbie Junkin, CPCU
Leo Kuziemkowski
Kathleen Rapasadi
Tamara Storch, ACSR, AINS
Jeanne Hellert
Executive Secretary
P.O. Box 983
Orchard Park, NY 14127
Phone: (716) 207-3886
A Message from the
Your association has been very busy this first quarter of 2015. We encourage every member to
take advantage of all the activities, educational opportunities and especially the comradery of
fellow agents and affiliates that are designed to benefit all parties.
At the state level, the Certificate Law has been signed by Governor Cuomo. This makes it illegal
for anyone to request (demand) agents to issue certificates of insurance with coverages that do
not appear in the policy. This problem has been prevalent with government entities trying to
extend or add coverages before allowing companies to get permits or licenses. Please do your
part and report any attempts to circumvent this new law to the Financial Services Department.
Locally, our February Affiliates night was a blast. We mingled and partied late into the night at
the Saturn Club. The highlight was Doreen DeCarlo bowling. I would not bet against her!!
Revised local Trusted Choice and No texting commercials have been released. It will start airing
on WBBZ and Fox 29 shortly. Both commercials are available on our website. (Of course yours
truly played a starring role!)
Look for details in this newsletter about how you can get involved in the WNY National Academy
of Finance Regional Mixer on April 22.
Doreen DeCarlo and her committee are working with ECC to offer licensing courses and
integrating insurance subjects into the business curriculum. This can only benefit our agency
system and support organizations, exposing the next generation to the role of insurance in
everyday life.
Free Car Seat Check will take place on May 15 at the Carstar location on Niagara Falls Blvd from
10am to 2pm. This is a great event to use for showing your clients that we care about child safety.
The Board has moved the installation to September. This will help spread out the major events
of our organization. But, we will still hold elections in May. That new board will still take office
on July 1.
June 29th is our famous golf outing, once again being held at Orchard Park Country Club. The
committee is currently meeting to plan this event. Watch your emails and newsletters. Remember
it usually sells out quickly both with foursomes and sponsors. So do not wait to the last minute.
As you can see, your board has been very active. If you want to be a part of the action, contact
Wendy Clemens at the Decker Agency.
I look forward to seeing you at our next event!
Paul R. Chisholm
Insurance Associates Marketplace Agency, Inc.
4 Business Magazine Month 20XX www.businessmagazine.com
Dates to Note
April 22-24
Big “I” Legislative Conference
Washington D.C.
April 29
“Top Line Presentation Skills”
Holiday Inn Buffalo Airport
May 14
Springtime Happy Hour
Templeton Landing
June 29
Annual Roger Gurney
Memorial Golf Outing
Orchard Park Country Club
Orchard Park
From local events planned for you - our members - to
presenting awards in our community, your local team is
working hard for you.
We have a wonderful speaker coming Wednesday, April 29 at the Holiday Inn near the Buffalo Airport.
Jerry Chelus, President and CEO of Top Line Solutions will be talking about “Top Line Presentation Skills” in a
morning session which will include breakfast.
Jerry Chelus is President and CEO of Top Line Solutions. He brings over 25 years experience as a CEO,
CFO, Entrepreneur, corporate trainer and public accountant. He has worked with professionals, athletes,
executives, entrepreneurs, government leaders, and individuals working to advance their skills. His clients
range from Fortune 500 to startups in the for-profit and not for-profit worlds.
Presentation Focus Areas:
• Poise, Polish and Creditability
• Control excess energy
• Speaker’s tool kit
• Pack a punch
• Motivate others
Attend this workshop to perfect your presentation skills to help you drive revenue, increase productivity,
and improve your bottom line going forward.
8:15am - 8:30am: Registration
8:30am - 9:00am: Breakfast
9:00am - 11:00am: Presentation
Top Line Presentation Skills
April 29, 2015
Holiday Inn Buffalo International Airport
4600 Genesee St, Cheektowaga
$25 Per Person | Click to Register
Springtime Happy Hour
May 14th 5:00 pm -7:00 pm
Templeton Landing, Buffalo
$30 per person
Ready for some nice weather and the start of fun
in the sun? Please join the Board of Directors for
happy hour down by the waterfront for some
food, drinks and enjoy the warm weather on
their outdoor patio. Parking is free.
Click to Register
5 Business Magazine Month 20XX www.businessmagazine.com
Affiliate Mixer
February 26, 2015 @ The Saturn Club
Kathleen Rapsadi, Brown & Brown of NY with Wendy Clemens, The Decker Agency and Debbie Junkin, Lawley
Connor Brogan, Carubba Collision with Jo Ann Decker, The Decker Agency
Mike Carroll, Hanover Insurance and Barb Duke, Amedeo J. Duke Agency Inc.
Thomas Wronski and Barry Harper from United Frontier Mutual Insurance enjoy billiards
6 Business Magazine Month 20XX www.businessmagazine.com
June 29, 2015
Full Day (golf, lunch, cocktails & dinner):
$180 per golfer
Cocktails & Dinner Only:
$60 per person
Registration Deadlines
Golf: June 8, 2015
Dinner: June 15, 2015
IIAAWNY Roger Gurney Memorial Golf Outing
Orchard Park Country Club, S4777 South Buffalo Street, Orchard Park, NY 14127
Name __________________________________ Company _________________________________________
Email ___________________________________ Phone Number ____________________________________
_____ Golf & Dinner _____ Dinner Only _____ I cannot attend but please accept my donation
Register me as:
_____ An Individual _____ Part of a Group
Person #2 __________________________________________________
Person #3 __________________________________________________
Person #4 __________________________________________________
Total Amount Due (golf/donations): $______________________________
Payment Method: _____Credit Card _____Check (payable to IIAAWNY)
Please list desired foursome partners and company if you are not registering a complete foursome above:
Comments: ________________________________________________________________________________
All reservations are first come, first serve basis. Don’t delay - We can only accept 120 golfers!
Register Online at https://icob.wufoo.com/forms/iiaawny-2015-golf-registration-form/
If Paying by Credit Card
After hitting submit you will be taken to the credit card payment screen.
If Paying by Check
After hitting submit, you will be taken to the credit card payment screen. Just disregard and exit the page.
If Paying by Mail
Please include a copy of your email confirmation and send to:
Orchard Park, NY 14127
Remember: Metal spiked shoes and cargo pants/shorts are NOT allowed. Sneakers are OK.
7 Business Magazine Month 20XX www.businessmagazine.com
IIAAWNY Roger Gurney Memorial Golf Outing
June 29, 2015 - 12:30 pm Shotgun
Orchard Park Country Club
Sponsor Request Form - Act fast !
Sponsorships are assigned on a first come, first served basis.
_____ Diamond Sponsor: $2,000
includes 4 golfers, full page program ad, recognition at dinner, tee or hole sponsor, and driving range or golf cart sponsor
Circle one: Tee Sponsor Hole Sponsor
Circle one: Driving Range Golf Cart Sponsor
_____ Platinum Sponsor: $1,000
includes 2 golfers, full page program ad, recognition at dinner, and dinner OR reception OR score card sponsor
Choose One: ___ Dinner Sponsor ___ Reception Sponsor ___ Score Card
_____ Gold Sponsor: $500
includes ½ page program ad, recognition at dinner, and Par 3 challenge OR lunch OR program OR beverage station sponsor
Choose One: ___ Par 3 Challenge ___ Lunch ___ Program ___ Beverage Station
_____ Silver Sponsor: $250
includes ¼ page program ad, recognition at dinner
_____ Bronze Sponsor:
$100 includes tee/green sign on course, name in program
Name on sign ________________________________________________
_____ Stars: Prizes needed for golf contests includes name in program
Item(s): ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Note: Diamond, Platinum, and Gold sponsors are allowed to display signage or a banner in appropriate areas. Please send your text and logo for the program to IIAAWNY.
Company Name: ______________________________________________________________________________________________
Contact Name: ________________________________________________________________________________________________
Address: _____________________________________________________________________________________________________
Phone: _________________________ Fax: ______________________Email: ______________________________________________
Return completed form along with check payable to:
IIAAWNY @ PO Box 983, Orchard Park, NY 14127
Or register online at https://icob.wufoo.com/forms/iiaawny-2015-golf-sponsor-form/
For more information, please contact Jeanne Hellert – Executive Secretary @ 716-207-3886 – iiaawny@gmail.com
8 Business Magazine Month 20XX www.businessmagazine.com
Karen M. Catalano
The Cesar Group
Karen has been a member of The
Cesar Group for the past five years. She
has a strong family and community
commitment; she prides herself on
always giving back. In 2007 Karen
joined the segment of Project InVest, an
organization that works with educators
and industry professionals in providing
a National Curriculum on Insurance
products. This program is presented
to our local High Schools students of
The National Academies of Business &
Finance and in the past seven years, the
schools have been recipients of over
$56,000 in Scholarship funds.
In 2008 Karen was appointed to the Lake
Shore Advisory Board for the Academy of
Business and Finance. This opportunity
is what drew Karen to seek the local
representation of our national carriers to
step up and give to Project InVest.
In 2013, Karen was appointed to the
West Seneca Advisory Board for the
Academy of Business and Finance. Karen
spoke on behalf of our industry and the
Academy program to the West Seneca
School Board. She presented several
students with NYS Honors, Prizes and
Scholarship sponsored by the NY Stock
Exchange and Smith Barney.
Ashley Engl
Ashley joined Lawley Insurance as an
Operations Analyst in 2011. Prior to
that, she worked as a Financial Analyst
at BlueCross BlueShield of WNY and as
a Business Analyst at M&T Bank. Her
primary role at Lawley is managing the
development and distribution of report
requests and administering the Erlon
Bond System. She also works closely
with the Personal and Commercial
Insurance teams to communicate and
coordinate training requirements for
new products and processes.
For the last two years Ashley has served
as an officer of Lawley Lingo, the internal
Toastmasters Club for Lawley employees.
She is also a member of Lawley Strong,
the internal wellness committee at
Lawley promoting a healthier workplace.
Community involvement has always
been important to Ashley. Since 2008,
she has been a dance instructor at
Moving Miracles, a therapeutic dance/
movement program for individuals with
developmental disabilities and special
needs. In 2014, she joined the Advisory
Board of Lancaster High School’s
Academy of Finance, serving as a mentor
and coach to high school students
regarding career readiness.
I believe that they will represent the interests of IIAAWNY members very
well. When you see them, please welcome them to our Association and
thank them for their dedication.
The board members that are leaving are:
• Leo Kuziemkowski, Lawley
• Debbie Junkin from Lawley
• Barb Duke, Amedeo J. Duke Agency
• Christine Garvelli, Walsh Duffield Companies, Inc.
They have been a dedicated group and will be missed on the Board.
Each one of them provided insight and dedication, taking their board
membership very seriously. They really deserve a lot of praise for the jobs
they did during their terms.
Wendy M. Clemens, CIC, CISR, CPIW
IIAAWNY - Chairman of the Board 2014-15
Each year IIAAWNY must
elect new Board Members
as terms expire. We are
excited to welcome the
following individuals who
have volunteered to hold a
position on our Board this
Mark V. O’Brien
Mark is responsible for evaluating client
claim management exposures and
making recommendations to reduce
claim costs impacting the client’s cost of
risk. He continues to support our clients
by managing claim oversight among
carriers, third party administrators and
self-insured clients. He also provides
claims reviews and training to our clients.
He started in insurance in 1987 as a
claim adjuster. His experience as a
claim consultant includes multi-line
claims investigation and litigation
management. In his career, Mark has
served as workers’ compensation claims
examiner for One Beacon Insurance
Company and senior field investigator at
Liberty Mutual Insurance Company.
Mark holds a Master of Business
Administration from Canisius College
and Bachelor of Science in Business
Administration from SUNY Fredonia. He
holds a General Insurance Certification
and a New York State Brokers License.
He is a parent volunteer at St. Joseph’s
Collegiate Institute as well as Sacred
Heart Academy.
Victor J. Rutecki
Rutecki Agency
Vic is the owner of Rutecki Agency.
Rutecki Agency is part of WNY Agents
Group, Inc., a cluster of insurance
agencies in West Seneca. He has been an
independent agent for over 30 years.
Rutecki is a past president of this
organization serving in that role for
the 2008-2009 term. He is also a past
president of Canisius College Alumni
Association as well as the St. Joe’s Alumni
Association. He has been co-chairman for
numerous years for the American Heart
Association Golf Tournaments.
9 Business Magazine Month 20XX www.businessmagazine.com
Please join other Advisory Board members of the WNY NAF Regional Academies of Finance, Academies of Information Technology and Academies of the Health Sciences for a Networking Mixer! Wednesday, April 22nd, 2015 5:00 pm—8:00 pm The Protocol Restaurant 6766 Transit Road Williamsville, NY 14221 WNY Regional NAF Networking Mixer “Getting to Know Us” “Getting to Know You” WNY Regional NAF Networking Mixer RSVP Name: __________________________________________ Business: ________________________________________ NAF Affiliate School: _______________________________ Checks payable to: West Seneca Academy of Finance Send payment to: West Seneca Academy Office 4760 Seneca Street, West Seneca, NY 14224 $20/pp includes Hors d’oeuvres , Beverages & Special Entertainment WNY REGIONAL ADVISORY BOARD
10 Business Magazine Month 20XX www.businessmagazine.com
WNY Regional NAF Networking Mixer SPONSORSHIP INCLUDES:  Company name / logo on program announcements  Company name recognition at event and all local press releases  Company name / logo on table tents and evening materials  Opportunity to display signage, brochures, business cards, etc. “SENIOR PARTNER” $200 “JUNIOR PARTNER” $100 WNY REGIONAL NAF ADVISORY BOARD NETWORKING MIXER 2015 SPONSORSHIP FORM The Protocol Restaurant • Wednesday, April 22, 2015 Sponsor Name: __________________________________ Affiliate School: _______________ Address: ______________________________________ E-Mail: _______________________ Please check One: __________ $100 Junior Partner __________ $200 Senior Partner Please make checks payable to: West Seneca Academy of Finance Send this form and payment to: West Seneca Academy Office 4760 Seneca Street West Seneca, NY 14224 WNY REGIONAL ADVISORY BOARD
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we’re passionate about partnering with you. For more information, contact
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You can depend on us.
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Insurance Co., Boston, MA, or its affiliates or subsidiaries.
www.wnyagent.com No appointment necessary - Just stop in! Sponsored by Friday, May 15th10am-2pmCarstar Collision of Amherst2915 Niagara Falls BlvdAmherst, NYFREE CAR SEAT CHECK Conducted by a certified police officer
13 Business Magazine Month 20XX www.businessmagazine.com
You Helped Make This Happen!
IIABNY celebrated a major win for all members issuing certificates of insurance after legislation it helped develop was signed into law by
Gov. Andrew Cuomo on January 29, 2015. The new law will become effective on July 28, 2015 and will stop businesses and government
agencies from pressuring insurance producers into issuing certificates of insurance that include language of any kind, including
warranties of coverage, not found in the underlying policy.
You, our members, played a huge part in this successful effort! Thank you to all of you who attended previous L Days in Albany to lobby
on this issue, met with lawmakers in your districts, sent letters and emails, made phone calls and relentlessly worked to raise legislators’
awareness of this issue. Your strong support was invaluable.
IIABNY worked with the governor’s office, state Department of Financial Services (DFS) and State Legislature over the past several
months to come to an agreement on amendments to the law raised by concerned parties. The governor signed this bill contingent on
the legislature passing these amendments which were passed by the Legislature and signed by the Governor on March 13, 2015 . Now
that the amendment has been signed by the Governor, the new law will take effect July 28, 2015, which is 180 days from the date the
governor signed the law in January.
The new law will resolve certificate problems by:
• Prohibiting anyone from requiring a certificate to include terms, conditions or language of any kind, including warranties or guarantees,
when these are not found in the policy.
• Clarifying that certificates cannot change coverage provided by the policy and cannot confer new rights.
• Prohibiting anyone from requiring a producer to issue a liability certificate unless it is:
1) a form issued by the insurer,
2) a standard certificate issued by an industry standard-setting organization that has been approved by DFS, or
3) any other form which has been approved for use by the DFS.
• Authorizing the DFS to levy fines up to $2,000 for those in the private sector that violate the law.
IIABNY is working with the DFS to develop a complaint process and also determine how approved forms will be made public. IIABNY has
created a special resource section on its website, where you will find a one-page fact sheet and an archived Member Q&A webinar that
was presented on March 19. We are also reaching out to other trade associations and state agencies to educate them on the new law. The
DFS has posted information on its website on how to submit a certificate for approval.
Get the latest information at www.iiabny.org/certificates
Morales v. Castlepoint Ins. Co., 2015 NY Slip Op 01618 (2d Dep’t 2015),
involved an insurance company’s rescission of a dwelling insurance policy
after a fire loss based on a false statement on the insurance application.
The New York appellate court held that even if the insurance application
was not submitted with the insured’s actual or apparent authority, he was
still bound by the false statement in the insurance application.
As many readers know, an insurance company can rescind and declare
void an insurance policy at any time if it discovers that the insured made
a material misrepresentation when applying for the insurance policy. A
material misrepresentation is a false statement that was relevant to the
insurer’s decision to enter into the insurance contract. A misrepresentation
is “material” if the insurer would not have issued the insurance policy on
the same terms, or charged the same premium, if the truth had been
disclosed. It does not affect the insurer’s right to rescind the insurance
policy if the material misrepresentation was unintentional or a mistake
by the insured. Often, an insured’s material misrepresentation will be
discovered only after the insurer begins investigating a reported claim,
which was the case in Morales.
In Morales, the insurance application stated that the insured premises
were owned and occupied by plaintiff as his “primary residence.” The
insurance application was submitted several years before the fire loss,
and each year the declarations page for the insurance policy contained a
notation that the premises were owner-occupied.
In truth, the insured never lived at the insured premises, and the insurer
discovered this fact after the insured submitted a fire-loss claim. The
insurer rescinded the insurance policy, and the insured sued. The
court found that the insurer met its burden of demonstrating that the
misrepresentation regarding the insured’s residence at the insured
premises was material to its decision to enter into the insurance contract
on the terms that it did.
How the court dealt with a defense to the rescission that the insured
tried to employ is at the heart of this case. The insured tried to
argue that the policy should not be rescinded based on the material
misrepresentation because the insurance application containing the
material misrepresentation was
submitted without his actual or
apparent authority. The court found
that “even if the application for
insurance had been submitted without
his actual or apparent authority, he
ratified the representations contained in
the application by accepting the policy
for owner-occupied premises and
permitting it to be renewed for years
on the same terms.” Thus, because the
policy clearly stated that it was issued
for an owner-occupied dwelling and
the insured never told the insurance
company that this was not true, the
insured was found to have adopted
the misrepresentation in the insurance
Practice Tip: An insured has the
obligation to be truthful when applying
for an insurance policy and to read
and understand his insurance policy.
The insured will not be permitted to
recover from an insurance company by
passing the blame a third party (such
as his insurance agent) if there are
incorrect statements on the insurance
application. The insured always should
read and sign the complete insurance
application, and insurance agents
should take care to ensure that they
obtain truthful responses to questions
posed during the application process.
Because Policy Incorporated False
Information and Renewed for Years,
Insured Could Not Pass Blame to Third
Party for Material Misrepresentation on
Insurance Application
For answers to your legal
questions, feel free to contact
Marco Cercone, Esq.
Sean W. Costello, Esq.
Rupp, Baase, Pfalzgraf,
Cunningham & Coppola LLC
1600 Liberty Building
Buffalo, New York 14202
www.ruppbaase.comCALENDAR OF EVENTS
January 2015
THURSDAY, January 8 (Chinatown Garden) Click here to register for this event.
“The Philosophic Battle for the Future of America"
John Allison is the President and CEO of the Cato Institute. Prior to joining Cato, Allison was Chairman and CEO of BB&T Corporation, the 10th-largest financial services holding company headquartered in the United States. During his tenure as CEO from 1989 to 2008, BB&T grew from $4.5 billion to $152 billion in assets. He was recognized by the Harvard Business Review as one of the top 100 most successful CEOs in the world over the last decade. Allison has received the Corning Award for Distinguished Leadership, been inducted into the North Carolina Business Hall of Fame, and received the Lifetime Achievement Award from the American Banker. He is the author of The Financial Crisis and the Free Market Cure: Why Pure Capitalism is the World Economy’s Only Hope and The Leadership Crisis and the Free Market Cure: Why the Future of Business Depends on the Return to Life, Liberty, and the Pursuit of Happiness. In addition, he is a former Distinguished
P.O. BOX 33511
WASHINGTON, DC 20033-3511
(703) 493-8824
Noon – 1:30 p.m., unless Otherwise Specified
*Chinatown Garden Restaurant—618 H St NW, Washington DC, Floor 2 (Just east of the H Street exit from Chinatown/Gallery Place Metro Stop)
• $16 Members, NABE, SGE, Wharton Club of DC and Press (if choosing to have lunch), $25 Non Members
Reservations: http://www.thenationaleconomistsclub.shuttlepod.org/
Information: (703) 493-8824 or info@national-economists.org
**Walk-ins are allowed for Chinatown Garden Only Please**.
John Allison
President and CEO
Cato Institute
Professor of Practice at Wake Forest University School of Business, and serves on the Board of Visitors at the business schools at Wake Forest, Duke, and UNC–Chapel Hill. Allison is a Phi Beta Kappa graduate of the University of North Carolina–Chapel Hill. He received his master’s degree in management from Duke University, and is also a graduate of the Stonier Graduate School of Banking. Mr. Allison is the recipient of six honorary doctorate degrees.
THURSDAY, January 15 w/SGE (Chinatown Garden) Click here to register for this event.
Fitzroy Lee
Chief Economist
DC Office of the Chief Financial Officer
“A DC Coincident Index in the Age of Big Data”
Dr. Lee will discuss his work regarding the construction of a coincident index for the District of Columbia. The paper evaluates alternative methodologies for the construction of the index, with special attention to “Big Data” issues. Some of these issues include the availability of a huge number of economic series, mixed frequency data sets (also known as “jagged edged” data), and real-time data.
Dr. Fitzroy Lee was appointed Deputy Chief Financial Officer and Chief Economist for the Office of the Chief Financial Officer (OCFO) in October 2009. Prior to becoming the Chief Economist, Dr. Lee was the Director of Revenue Estimation. He previously worked for the Economic Research Service of the United States Department of Agriculture (USDA), where he co-authored a paper on the efficacy of user fees for funding the meat inspection program. Prior to the USDA, he was also an Assistant Professor of Economics at Tulane University in New Orleans. Dr. Lee has published papers on revenue forecasting and tax policy in nationally recognized academic journals, and he is a member of the board of directors of the National Tax Association. Dr. Lee holds a Bachelor of Science degree in Applied Physics and Computer Science from the University of the West Indies (Jamaica). He earned his Ph.D. in Economics at The Andrew Young School of Policy Studies at Georgia State University.
WEDNESDAY, January 21 (Embassy of Japan, 2520 Mass Ave NW: 4-6 p.m.) Click here to register for this free event. Everyone must have a reservation. NEC Members have priority until 10 January at which time registration will open to anyone else.
Kakehashi Project 2014 Group Discussion
and Networking Event
In the month of July 2014, a delegation representing the National Economists Club had the unique opportunity to visit Japan through a program sponsored by the Japan Foundation named “Kakehashi Program: A Bridge for
Kakehashi Travel Group Discussion
and Free Networking Event
Tomorrow”. The purpose of the program is to enhance the understanding of Japanese Institutions and Culture through a series of cultural events as well as business meetings. The Program consists in a cultural exchange in which young professionals in the United States and other parts of the world (35 years old or younger) fly to Japan for 10 days (July 6-16) to have first-hand experience on the Japanese Culture, their Institutions, businesses and organizations. The purposes of the experience is to increase an appreciation of Japanese culture understanding as well as to enhance relationship between emerging leaders in the USA and their Japanese counterparts, something that Prime Minister Shinzo Abe’s administration has taken very seriously.
The National Economists Club was invited to apply and be part of this experience through the Embassy of Japan in Washington, D.C. Over the years, and more recently, the Embassy of Japan has been very generous, gracious and overall an excellent friend to the NEC. Together, we have hosted several events, featuring high profile speakers from Japan, that have increased the intellectual discussion on the Japanese economy as well on issues such as international trade and U.S.-Japanese affairs.
The NEC delegation was led by the 2014 President, Jaime Narbon. The rest of the participants that represented the NEC included: - John D. Giorgis, Economist at Department of Transportation - Alex Raut, Economist at Department of Transportation - Priscilla Baek, Analyst at Mitsui FJ - Stephanie Karol, U.S. Economists at IHS Global Insight - Robert Klein, Economist at Export-Import Bank - Danielle Tracthenberg, PhD student at Boston University - Desmond Ang, PhD student at University of California - Julia Edmonds, Economist and Manufacturer’s Alliance for Productivity and Innovation (MAPI) - Santiago Valinas, Principal Analyst at Congressional Budget Office - Greg Tenentes, Economist at Bureau of Economic Analysis
Participants were selected based on their age, excellent academic and professional experience, as well as their knowledge of the Japanese culture and Economy. As well, participants needed to have current membership status with the NEC.
Among the places visited in Tokyo by the NEC delegation included Japan’s Ministry of Foreign Affairs (MOFA), the Bank of Japan (BOJ), Japan’s Business Federation (Keidanren) as well as the offices of the Nikkei Stock Market Exchange and the Japan Center for Economic Research (JCER). Also the delegation had the opportunity to visit the Tokyo National Museum and the National Museum of Emerging Science and Innovation (Miraikan).
The delegation spent also a cultural only weekend trip to the city of Kyoto were it had the opportunity to visit famous shrines such as Kinkakuji Temple (known as the Golden Pavilion), Inari Temple, experience Zen meditation, live tea ceremony and Yuzen dying technique, as well as visiting the Gekkeikan Sake Museum, among other places. Overall, the Kakehashi program was a unique experience for the NEC delegation, and it was of tremendous value to increasing the appreciation for the Japanese culture, history and values. It also helped to foster tourism and U.S.-Japanese relationships.
THURSDAY, January 29
TBA: Check www.thenationaleconomistsclub.shuttlepod.org for an update.
2015 NEC Board and Officer Elections
Our elections are now completed. The results are as follows:
Chairman of the Board 2015: Jaime Narbon jaimenarbon@gmail.com ex officio (3): Bryan Roberts BRoberts@econometricainc.com ex officio (2): Robert Graboyes rgraboyes@mercatus.gmu.edu ex officio (1): Ed Kean ekean@observatorygroup.com 2015 Henry Mooney hmooney@imf.org 2015 Beat Soltermann beat.soltermann@srdrs.org 2015 Valerie Rouxel-Laxton Valerie.Rouxel-Laxton@eeas.europa.eu 2014 David Pritchett dvpritchett@gmail.com 2014 Tadashi Yokoyama tadashi.yokoyama-2@mofa.go.jp 2014 Susan Doolittle sdoolittle.dc@gmail.com 2013 Paul Fronstin fronstin@ebri.org 2013 Amy Medearis amy.medearis@comcast.net 2013 Michael Chow michael.chow@nfib.org
PRESIDENT: Thomas Oakley thomas_oakley@yahoo.com VP PROGRAMS: Pete Davis PETE@DAVISCAP.COM VP PROGRAMS: Brian Preslopsky bpreslopsky@econometricainc.com VP OPERATIONS: David Molinari davidpmolinari@gmail.com VP SPECIAL PROGRAMS: Charles Baschnagel cbaschnagel@econometricainc.com VP SPECIAL PROGRAMS: Maricruz MaGowan hozmagowan@aol.com VP RAPPORTEURS: Nasir Khilji nasir.khilji@treasury.gov VP COMMUNICATIONS: Holly Wade holly.wade@nfib.org VP MEMBERSHIP: Tom Trexler Trexler@CorporateFinanceInc.com SECRETARY: Corinne Tomasi tomasic@group30.org TREASURER: John Michael Donohue jmdonohue@an.edu
Investments Committee
CHAIR: Jeff Werling werling@econ.umd.edu MEMBER: Chad Moutray CMoutray@nam.org MEMBER: Scott Evans scottbevans@gmail.com MEMBER: Ed Kean ekean@observatorygroup.com
If you need help or assistance, please email us at info@national-economists.org.
Database System for NEC and
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Information for Business Economists from NABE
Research tells us that the #1 skill for advancement and promotion for professionals is their ability to communicate ideas effectively. For those of us who are professional economists, the ability to present data and communicate technical information to clients is critical not only to the success of our organizations but also to our own career development. If you missed your chance to improve your presentation and writing skills in 2014, take the leap in 2015 by enrolling in Certified Business Economist (CBE) courses taking place in Houston, Texas in January.
Communication and Presentation Skills for Business Economists and Analysts will take place January 27-28, and Writing Skills for Business Economists and Analysts will be offered January 29. CBE candidates will be able to sit for the exam January 30. All CBE courses and the exam will take place at the Houston Branch of the Federal Reserve Bank of Dallas. The Early-Bird deadline for discounted registration is Tuesday, January 6.
Register as a candidate to receive CBE Priority Alerts, which allows for advance registration of CBE courses. Email nabe@nabe.com to sign up for Priority Alerts!
Save $150 by registering early for the 31st Annual NABE Economic Policy Conference, taking place March 8-10, 2015 in Washington, DC. The event will feature dozens of top policymakers, business leaders, and
economic thought-leaders. Keynote speakers include: Jason Furman, Chairman, President's Council of Economic Advisers; Glenn Hubbard, Dean, Columbia University Graduate School of Business; Gracia C. Martore, President and Chief Executive Officer, Gannett; Loretta J. Mester, President and Chief Executive Officer, Federal Reserve Bank of Cleveland; Peter Orszag, Vice Chairman of Corporate and Investment Banking, Citigroup; and Alice M. Rivlin, Senior Fellow, Economic Studies Program, Brookings Institution.
The event will convene at the Capital Hilton, located near the White House in downtown Washington, DC. Discounted rates ($249/night) are available for conference attendees. Be sure to make your hotel reservations as soon as possible. Call the hotel directly at (202) 393-1000 and mention the NABE Economic Policy Conference when making your reservations. The Early-Bird deadline for registration is January 30. Register now.
Scholarship opportunities are available through The NABE Foundation for young professionals. More information. Sponsorship opportunities are available. Interested in sponsoring the NABE Economic Policy Conference? Download the sponsor packet.
NABE will host two sessions and a networking reception at the Allied Social Science Associations (ASSA) 2015 Annual Meeting on January 3rd and 4th at the Boston Marriott Copley Place hotel. If you are planning to attend the ASSA Annual Meeting, please note the NABE session times and locations below and remember to join us for the networking reception at 6:00pm on January 3 in the Yarmouth Room at the Boston Marriott Copley Place. Members of the press are also invited to attend the NABE networking reception that evening.
After the holidays are over, catch up on pressing US and global energy issues by registering for upcoming webinars hosted by the NABE Energy and Regional / Utilities Roundtables. "The Future of Nuclear Power," will take place on Tuesday, January 13 at 2:00pm ET. Nuclear power once was viewed as an essential part of our energy strategy. However, a few high profile accidents and concerns over long term storage of nuclear waste have diminished this stature. What is the future of nuclear power in the US and globally? Join us for an update on the status of nuclear energy and a look at what the future will hold for the industry. The speaker will be Paul Genoa, Senior Director of Policy Development, Nuclear Energy Institute. Sean Snaith, Director, Institute for Economic Competitiveness, University of Central Florida, and NABE R/URT chair, will moderate the event. More information
The NABE Energy Roundtable will present a webinar entitled "Russian Energy Dynamics and Regional Implications," on Thursday, January 15, at 10:00 AM EST. The webinar plans to address the near-term and long-term outlooks for Russian oil and gas with emphasis on both European and Asian interconnections, and the economic, geopolitical, technological, and financial implications. The speaker will be Dr. Tatiana Mitrova, Head of Oil & Gas Department, Energy Research Institute of the Russian Academy of Sciences. Dr. Mitrova conducts leading analysis of Russian and global energy markets and policy, and has broad experience working with Russian ministries and energy companies (Gazprom, Rosneft, RAO UES, TNK-BP). Moderating the discussion will be David Pumphrey, Senior Associate, Energy and National Security Program, Center for Strategic & International Studies (CSIS), who has extensive experience in international energy security issues and served at the Department of Energy as deputy assistant secretary for international energy cooperation. More information
Registration for both webinars is FREE for NABE members, $20 for others.
Once again NABE will host the annual Poster Session during the 2015 Economic Policy Conference in Washington, DC. The Poster Session is ideal for analysts who want to explain a new methodology, researchers, including students, who want feedback on their innovative research, and thought leaders who want to propose policy analysis on an issue or topic of interest. NABE offers a poster session to encourage the free flow of new thoughts and ideas, and research in progress. The Poster Session will allow you to present your work, network with others who may be working on similar projects, and receive feedback from a broad network of economists.
This year the Poster Session will take place on Monday, March 9 at the Capital Hilton. More information.
Could your econometrics use a tune up? If you're like others who use economics in their work, you need to keep your analytical tools sharp in order to produce actionable results for your employer. NABE's popular Applied Econometrics course, coming to New York City in March 2015, is the perfect opportunity to enhance your ability to add value in your workplace, while earning NABE's Applied Econometrics Certificate. The course will be conducted at the Federal Reserve Bank of New York. Register by February 20 and save! More information
The NABE Foundation , the charitable arm of the NABE is awarding its seventh annual Americans for the Arts scholarship to encourage the integration of the arts into the economic education process. We believe that good, creative economic strategy is inherently dependent on our ability to come up with out-of-the box solutions to the economic challenges that we now face. This scholarship aims to further the profession of economics by providing funding for arts students who are entering the field of economics. The amount of the award is $5,000. More information and requirements
The deadline for applications is January 16.
Are you looking to expand your teaching opportunities? Do you have a wealth of practical knowledge you would like to impart to others? Consider becoming an instructor for NABE! NABE is seeking qualified instructors to teach their CBE course Curriculum, including the following topics:
-Applied Econometrics
-Business Applications of Statistics and Data Analytics
-Communication and Presentation Skills for Business Economists and Analysts
-Economics of Strategy and Managerial Decision Making
-Writing Skills for Business Economists and Analysts
To become an approved instructor candidates must be able to prove that they are subject matter expert on the topic, have prior teaching experience, and take the NABE course they are interested in teaching. For more information please contact Tara Munroe at tmunroe@nabe.com.
Other Items of Interest
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Jobs, Growth, and the State of the U.S. Economy: A Conversation with Professors Steve J. Davis and Kevin M. Murphy, Moderated by Pedro da Costa
TUESDAY January 6
The Chicago Economics Society, the Booth School of Business Alumni Club of Washington D.C., and the Becker Friedman Institute for Research in Economics, are proud to host two distinguished professors from the University of Chicago who will talk about Jobs, Growth, and the State of the U.S. Economy, with a special emphasis on labor markets, income inequality, and the growth prospects for the U.S. economy. A Q&A session will follow their presentation. Pedro da Costa, the Federal Reserve and Economics Reporter at The Wall Street Journal, will moderate the event.
Time: Registration and reception with hors d’oeuvres and drinks from 5:45 – 6:30 pm. Program begins at 6:30 and ends at 8:00 pm.
Location: International Monetary Fund HQ2, Conference Hall 1, 1900 Pennsylvania Ave NW, Washington D.C. 20431 (please make sure to bring a photo ID and allow 5-10 minutes for registering with IMF security)
Register at: http://econoutlook.eventbrite.com
Professor Steven J. Davis is Deputy Dean of the Faculty and William H. Abbott Professor of International Business and Economics at the University of Chicago’s Booth School of Business. He is a research associate with the National Bureau of Economic Research, senior academic fellow at the Asian Bureau of Finance and Economics Research, economic adviser to the U.S. Congressional Budget Office, member of the U.S. Bureau of Labor Statistics’ Technical Advisory Committee, a visiting scholar at the Federal Reserve Banks of Atlanta and Chicago, and senior research adviser with Dice Holdings, Inc. His research interests include national economic performance, job loss and unemployment, hiring and wage behavior, and public policy.
Professor Kevin M. Murphy is the George J. Stigler Distinguished Service Professor of Economics at the University of Chicago’s Booth School of Business. He is also the first professor at a business school to be chosen as a MacArthur Fellow. Professor Murphy is also a faculty research associate for the National Bureau of Economic Research. He primarily studies the empirical analysis of inequality, unemployment and relative wages as well as the economics of growth and development and the economic value of improvements in health and longevity. Prof Murphy is the author of two books and many academic articles. He received his PhD from the University of Chicago.
Pedro Nicolaci da Costa is the Federal Reserve and Economics Reporter at The Wall Street Journal. He was previously at Reuters, and has been covering economics and financial markets since 2001. Da Costa’s coverage of the close links between the financial industry and the Fed earned him a Deadline Club Award from the Society of Professional Journalists’ New York Chapter in 2011. He earned a Master's in international relations from the University of California San Diego and studied sociology and political science as an undergraduate at the University of Chicago and the London School of Economics.
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Institutional Members for 2015
The Heritage Foundation, http://www.heritage.org
Nathan Associates, Inc., http://www.nathaninc.com
District of Columbia Office of Revenue Analysis http://cfo.dc.gov/cfo/site/default.asp
Investment Company Institute http://www.ici.org
The Group of Thirty http://www.group30.org
National Association of Realtors http://www.realtor.org
The Embassy of Britain http://www.ukinusa.fco.gov.uk/en/
Japan Bank for International Cooperation http://www.jbic.go.jp/en/
Manufacturers Alliance/MAPI http://www.mapi.net/
Wharton Club
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George Mason University, School of Public Policy http://policy.gmu.edu/
National Association of Manufacturers: http://www.nam.org/
Econometrica, Inc.: http://www.econometricainc.com/
Allen and Company Investment Advisors: New York, NY
National Rural Utilities Cooperative Finance Corp (NRUCFC): https://www.nrucfc.coop/content/cfc.html
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OFFICERS: President: THOMAS OAKLEY, Self Employed ; Vice Presidents: Programs: PETE DAVIS, Davis Capital Investment Ideas and CHARLES BASCHNAGEL, Econometrica, Inc. ; Membership: TOM TREXLER, Veritas Technology, Inc. ; Special Programs: MARICRUZ MAGOWAN, U.S. EPA ; Operations: DAVID MOLINARI, Dept. of the Army; Communications: HOLLY WADE, National Federation of Independent Business; Rapporteurs: NASIR KHILJI, U.S. Dept. of the Treasury ; Secretary: CORINNE TOMASI, The Group of Thirty, LLC; Treasurer: JOHN DONOHUE, American National University.
Events Coordinator – ANN DUNBAR, Retired, Department of Commerce, Bureau of Economic Analysis
BOARD OF GOVERNORS: Chairman: JAIME NARBON, U.S. Bureau of Labor Statistics; BRYAN ROBERTS, Econometrica, Inc., ROBERT F. GRABOYES, Mercatus Center, George Mason University; ED KEAN, The Observatory Group; PAUL FRONSTIN, Employee Benefit Research Institute; AMY MEDEARIS, US Treasury Department; MICHAEL CHOW, National Federation of Independent Business; DAVID PRITCHETT, Pritchett Associates; TADASHI YOKOYAMA, Embassy of Japan; SUSAN DOOLITTLE, Former NABE Exec. Director,
HENRY MOONEY, International Monetary Fund, BEAT SOLTERMANN, Swiss Radio, VALERIE ROUXEL-LAXTON, European Union Delegation in the United States.
NEC Welcomes New Members
New NEC Members since publication of the December 2014 Newsletter:
Michael Clark Principal 19/19 Investment Council
Carla Murray Sr Analyst Congressional Budget Office
Yasin Civelek Graduate Student Georgia State University
David Saltiel Chief Economist Municipal Securities Rulemaking Board
Juan Vega-Rodriguez Outcomes Manager CentroNia
Julie Gressley Consultant IHS
“U.S. Jobs Related to Consumer Spending from
the Great Recession through 2022”
Summary of Remarks by
Stephanie Hugie Barello
Employment Projections Program
Bureau of Labor Statistics
December 4, 2014
This presentation was a very comprehensive look at consumer spending prior to and in the Great Recession (GR) and its aftermath, the direct and indirect jobs impacted, and the outlook for U.S. jobs related to consumer spending going forward to 2022.
Consumption spending is a very important part of the US economy, and over the past 50 odd years, has grown from 63 percent of GDP in 1960 to 71 percent in 2012. At the global level it is dominant too, although this dominance has decreased from 25 percent in 1960 to 15.5 percent of global GDP in 2012. As is to be expected, a majority of the jobs in the US are related to consumer spending and have been in the 60 to 64 percent range since the late 1970s. Compared to previous 8 business cycles, consumer spending recovery has been the weakest in the current cycle.
First the methodology involved in relating consumer spending to employment by industry was outlined. Consumer spending is defined as personal consumption expenditures (PCE) and is from the Bureau of Economic Analysis. Translating PCE to employment is based on an input output framework. The input-output ‘use’ and ‘make’ tables are converted to a total output requirement table which is translated into an employment requirement table. This total employment requirement table is driven by the final demand matrix, which includes all the final demand components such as PCE, government spending, net exports, and investment at fairly disaggregated levels. The historical estimates of non-agricultural wage and salary employment (payroll employment) related to the various final demand components are available for 1993 to 2012. In order to project the employment required by industry and occupation one needs a forecast of the final demand elements for 2022. This was done by the BLS for 2022 in December 2013.
Prior to the GR there were 6 major consumer spending trends:
1. From 1942 to 2007, consumer spending growth generally outstripped GDP growth.
2. As a percent of PCE, the share of services increased from about 47 percent in 1960 to 66 percent in 2007, mostly at the expense of non-durable goods.
3. Consumers bought more imports as the share of imports rose from 4 percent of GDP in 1960 to 17 percent by 2007.
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4. The source of consumer spending dollars changed. In 1962 direct household expenditures constituted 84 percent of consumer spending, whereas it accounted for 68 percent in 2007. Items that took an increasing share were in-kind social benefits and employer contributions for health care and worker’s compensation.
5. Consumer-related employment as a percent of total employment was relatively stable, fluctuating between 60 and 64 percent, and tending generally to be counter-cyclical.
6. There tended to be more consumer-related jobs in services going from 87 percent in 1993 to 92 percent in 2007.
Just prior to the GR, PCE constituted 69.7 percent of GDP, PCE-related jobs constituted 61.5 percent of all U.S. jobs, and between 1993 and 2007 PCE had grown annually at a rate of 3.5 percent whereas annual real GDP growth had been 3.2 percent.
After peaking at 9.3 trillion in 2007Q4, PCE bottomed out at 9 trillion in 2009Q2 in the GR. PCE-related employment declined by 3.2 million between 2007 and 2010, a 3.7 percent decline. The worse year was 2009 when it declined by 2.2 million. In 2010, the employment trough, PCE-related jobs declined by 990,000, making up the majority of job losses in the overall economy that year. PCE-related employment fell to 2005 levels, while total employment fell to levels last seen in 2000. For the overall economy, there was a 7.8 million net decline in total jobs between 2007 and 2010, or 5.6 percent. If job increases related to the federal government are removed, then total jobs lost would be 8.7 million.
Consumer spending fully recovered in 2010 and PCE-related employment recovered by 2012. Total employment recovered by 2014, 7 years after the recession began. In comparison to the overall economy, PCE and related jobs are resilient in terms of percent decline and recovery.
Turning to the other GDP components and how they fared in the GR, gross private investment was hit worst of all while consumption was relatively stable. Similar was the case with employment related to these categories. Between 2007 and 2010 about 36.5 percent of job losses were related to PCE while 55.2 percent were related to gross private investment. Recovery in gross private investment began in 2010, but has been weak.
In the GR, 5 sectors that had the most PCE-related employment losses were manufacturing (18.6 percent), professional and business services (8.9 percent), retail trade (4.3 percent), financial activities (6.2 percent), and wholesale trade (10.5 percent). By 2012 only 6 major sectors had exceeded 2007 PCE-related employment levels: utilities, professional and business services, educational services, health care and social assistance, leisure and hospitality, state and local government. These sectors drove the recovery in PCE-related jobs.
Finally the presentation turned to the 10 year projections that the BLS prepares every 2 years. The last release, 2012-2022, was in December 2013. These projections are at the national level and are for the end year only. These are detailed projections for the economy covering aggregate demand and supply components, as well as labor force and employment by industry and occupation. To accomplish the projections, the BLS employs the Macroeconomic Model for the US by Macroeconomic Advisers which is linked to its input-output and labor force models.
In 2022 BLS projects that about 17.3 percent of the population will be aged over 65 years versus 13.3 percent in 2012. Between 2012 and 2022, the economy is expected to grow at an annual rate of 2.6 and by 2022 will be operating at full employment with non-accelerating inflation rate of unemployment (NAIRU) at 5.4 percent. PCE is expected to grow at the same rate as the economy, with 2.7 percent annual growth in import-adjusted services and 1.8 percent in import-adjusted goods. As a percent of GDP, PCE will hold steady at 70.5 percent. Annual productivity growth is expected at 2 percent. The inflation rate will be at the Fed’s target of 2 percent. Relative to 2012 there will be a higher savings rate and lower growth in personal disposable income and wage growth than before the GR.
In 2022 BLS projects that there will be nearly 150 million jobs. Between 2012 and 2022 total job growth annually is expected at 1.1 percent. About 92 percent of job growth will be in the services sectors and nearly one-third of those jobs are expected to be in the health care and social assistance sector. PCE-related employment is expected to grow annually at 1 percent to reach 94.7 million jobs by 2022. This growth rate is similar to the 1.1 percent annual growth between 2002 and 2007, but slower than the 1.5 percent annual growth for the 93-2007 period. PCE-related jobs are expected to increase by 9.1 million jobs and will account for 59.7 percent of all job growth. In 2022, 63.2 percent of total jobs will be related to consumer spending. Among the PCE-related jobs professional and business services, educational services, health care and social assistance and leisure and hospitality will be the major gainers while manufacturing and federal government will be major losers.
Like all projections these projections are subject to considerable uncertainty and are based on assumptions that may not necessarily hold in the future. In particular the major sources of uncertainty in these projections have to do with future productivity growth, health care costs, and wage growth. The next set of projections for 2014-2024 is tentatively scheduled to be released by the BLS in December 2015. These will incorporate the comprehensive NIPA revision, will have 2009 as the base year, and will have more consistent data.
This presentation is based on an article by Stephanie Barello which appeared in the Monthly Labor Review. It is available at: http://www.bls.gov/opub/mlr/2014/article/consumer-spending-and-us-employment-from-the-recession-through-2022.htm
Stephanie Hugie Barello is responsible for measuring the relationship between consumer spending and U.S. employment in the Employment Projections Program at the Bureau of Labor Statistics (BLS). She is also in charge of developing the macroeconomic outlook which forms the basis of the BLS employment projections. A fourth generation Aggie, Stephanie holds degrees in Economics and International Studies from Utah State University (MS, BA), graduating summa cum laude, as a Jon M. Huntsman Scholar, and as Valedictorian. She has previously been involved in state politics and international development.
“Argentina’s Sovereign Debt Saga: Facts and Implications”
Summary of Remarks by
Professor Arturo C. Porzecanski
Distinguished Economist in Residence and Director of the International
Economic Relations Program at American University
December 11, 2014
Professor Porzecanski reviewed the continuing problems which Argentina has had in managing its sovereign external debt since a major default in late 2001 in the context of a deep financial crisis. These problems have reflected to a large extent a populist ideology and thus unorthodox economic and other behavior, as well as missteps on the part of the government, which has had a history of poor debt management and defaults. This pattern was reflected most recently in a renewed default on its debt obligations at the end of July of this year.
Unlike most countries, Argentina has not followed traditional “best practice” in sovereign debt restructuring. This involves the creation of a creditors’ committee, with which the government can engage as soon as it begins to anticipate problems in servicing its commercial debt obligations. The existence of the committee also allows for the good-faith negotiation of new terms for the government’s debt obligations if a default cannot be avoided. These terms usually involve a “haircut” or reduction in the face value of and/or interest payable on existing debt and the issue of new bonds to replace existing bonds in default that are acceptable to large majority of the creditors.
Contrary to this scenario, Argentina refused to deal with its creditors until early 2005, and then only presented a proposal on a “take it or leave it” basis that represented a “haircut” of about 70 per cent. In addition, even though its external situation had improved significantly since 2001, the government refused to recognize past-due interest in its terms of offer, and declared itself satisfied if only a simple majority of the creditors accepted its proposal. In the context of these debt negotiations, the Argentine Congress had passed a law prohibiting the government from negotiating any future exchange of new bonds with any creditors, or “holdouts” which did not accept its offer in 2005. In the event, roughly 25 per cent of the creditors did not agree to Argentina’s rescheduling proposal, which included both institutional investors and retail investors (mostly pensioners) numbering in the hundreds of thousands. In 2010, many of these “holdouts” came into the rescheduling agreement, bringing the non-participant group down to around 7 per cent, which still included some 50,000 individual investors largely in Italy.
The non-participants in Argentina’s restructuring agreement have continued to press claims in the courts of their country of origin, which have tended to pass on making a judgment given the sovereign nature of the debtor. However, the Federal courts in the US have been an exception to this rule, where they have tended to recognize the default on principal and the past-due amounts (including penalty rates) of interest in a protracted litigation which has seen several cases go all the way up to the US Supreme Court. The latest example of this was the federal district court in New York City, where Judge Thomas Griesa ruled in late 2012 that Argentina had to pay the “holdouts” according to the terms of the original bond contracts subject to US law, including their specified penalties. By this time, certain hedge funds, or “vulture funds” as they are sometimes called in the
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financial press, had acquired some of the bonds held by individual creditors. In view of the significance of this judgment, during 2013-14 Argentina has made three appeals to the Supreme Court on various aspects of the litigation in order to obtain reversals of lower court decisions, but each of these has been upheld.
Separately, some attempts have been made by holdout creditors to attach foreign assets of the central bank of Argentina or those of a large state bank (Banco de la Nación Argentina) to offset payments in default, but none of these have been upheld by US courts. In addition, bondholders have sought judgments against Argentina in arbitration panels such as the World Bank’s ICSID (International Center for the Settlement of Investment Disputes), where Argentina could be held in violation of the terms of bilateral investment treaties it has signed with various foreign governments that cover financial contracts broadly defined. Many such judgments have been obtained, but Argentina has not paid the arbitral awards.
Throughout the whole period of this litigation, Argentina’s stance has been firm and unyielding in that it refuses to pay anything to those creditors who did not sign on to its original restructuring agreement of 2005, or else to its reopening in 2010. The government’s inflexible attitude toward its creditors has won domestic political backing, as the government has portrayed itself in the domestic and foreign press as the victim of greedy vulture funds who want to enrich themselves at the expense of a developing country.
On the official side, Argentina has also been in default on its bilateral (e.g., Ex-Im Bank and foreign aid-related) debt to other governments since 2001, but these arrears were recently settled in principle in a negotiation with the so-called Paris Club, which was created in the 1950s to facilitate the renegotiation of bilateral official debt that is in default.
Until recently, Argentina’s debt problems have not created major economic hardship, as the economy was benefitting from exceptionally high prices for its main commodity exports, helping to sustain domestic consumption and fiscal revenues. However, with a reversal in its terms of trade since 2010, the Argentine economy is now in recession and inflationary pressures have increased, with the value of the Argentine peso declining.
This rogue-debtor behavior on the part of the Argentine government could come to have important implications for other countries facing debt problems, because to the extent that Argentina has been able to “get away with it” by thumbing its nose to US courts and international arbitration fora, the informal arrangements for sovereign debt restructuring that have been utilized for a number of years are looking impotent.
Argentina’s renegade status in the international financial community has also been reflected in its refusal since the mid-2000s to accept annual Article IV consultation missions from the IMF, which are a requirement of membership, and to comply with the obligations of Article VIII of the Fund’s Articles of Agreement, which spells out the expectation that governments will provide accurate official statistics to the IMF, in order for it to be able to carry out its surveillance activities. As is well known, Argentina has been manipulating the official data series for consumer prices and real GDP for a number of years, and yet the international community has barely slapped Argentina on the wrist, further undermining the established way that governments behave vis-à-vis the IMF.
Dr. Porzecanski is Distinguished Economist in Residence and Director of the International Economics Program of the School of International Service at American University. Previously, and for nearly three decades, he served as an international economist on Wall Street, and taught courses at Columbia University, New York University, and Williams College.
Rapporteur: Anthony ElsonThis form is mandatory. It has been approved for use in the United States Bankruptcy Court for the Central District of California.
December 2012 Page 1 F 6004-2.NOTICE.SALE
Sale Date: Time:
Type of Sale: Public Private Last date to file objections:
Description of property to be sold:
Terms and conditions of sale:
Proposed sale price: _________________________________
Attorney or Party Name, Address, Telephone & FAX Nos., State Bar No. &
Email Address
Individual appearing without attorney
Attorney for:
In re:
David M. Stern (State Bar No. 67697)
Michael L. Tuchin (State Bar No. 150375)
Colleen M. Keating (State Bar No. 261213)
Jonathan M. Weiss (State Bar No. 281217)
1999 Avenue of the Stars, Thirty-Ninth Floor
Los Angeles, California 90067
Telephone: 310-407-4000
Facsimile: 310-407-9090
Email: dstern@ktbslaw.com; mtuchin@ktbslaw.com
ckeating@ktbslaw.com; jweiss@ktbslaw.com
R. Todd Neilson, Chapter 11 Trustee
05/06/2015 10:00 am
265 W. Allen Avenue, San Dimas, CA 91733
2013 Jaguar with a vehicle identification number (“VIN”) ending 2972
2006 Lexus with a VIN ending 8777
by auction; (iii) Van Horn Auctions and Appraisal Group, LLC, the auctioneer, will receive a purchaser’s premium of 13%
and reimbursement of its costs as set forth in the Auction Agreement, (iv) the sale will not be subject to any
representations, warranties, or contingencies, (v) the sale will be free and clear of any liens, claims or interests, and (vi)
the Trustee is unaware of any tax liabilities to the Debtors or their estates as a result of of the contemplated sale.
The sale will be an as-is, where-is cash sale, (ii) the price and purchaser will be set
Case 2:15-bk-11084-SK Doc 248 Filed 04/01/15 Entered 04/01/15 09:07:46 Desc
Main Document Page 1 of 13
This form is mandatory. It has been approved for use in the United States Bankruptcy Court for the Central District of California.
December 2012 Page 2 F 6004-2.NOTICE.SALE
Overbid procedure (if any):
If property is to be sold free and clear of liens or other interests, list date, time and location of hearing:
Contact person for potential bidders (include name, address, telephone, fax and/or email address):
Public auction
Hearing on sale free and clear of liens and other interests to be held on April 22, 2015, 9:00 a.m. (Pacific time) at the
United States Bankruptcy Court for the Central District of California, Honorable Sandra R. Klein, Roybal Federal
Courthouse, Courtroom 1575, 255 E. Temple Street, Los Angeles, CA 90012.
Last day to file objections to the sale free and clear of liens and other interests is April 8, 2015.
Scott Van Horn
Van Horn Auction Group, LLC
26895 Aliso Creek Road, Suite B #569
Aliso Viejo, California 92656-5301
Tel - 949-831-1675
Fax - 949-831-1975
Email - vanhornauctions@cox.net
Case 2:15-bk-11084-SK Doc 248 Filed 04/01/15 Entered 04/01/15 09:07:46 Desc
Main Document Page 2 of 13
This form is mandatory. It has been approved for use in the United States Bankruptcy Court for the Central District of California.
December 2012 Page 3 F 6004-2.NOTICE.SALE
I am over the age of 18 and not a party to this bankruptcy case or adversary proceeding. My business address is:
A true and correct copy of the foregoing document entitled: NOTICE OF SALE OF ESTATE PROPERTY will be served or
was served (a) on the judge in chambers in the form and manner required by LBR 5005-2(d); and (b) in the manner stated
Orders and LBR, the foregoing document will be served by the court via NEF and hyperlink to the document. On (date)
, I checked the CM/ECF docket for this bankruptcy case or adversary proceeding and determined that the
following persons are on the Electronic Mail Notice List to receive NEF transmission at the email addresses stated below:
Service information continued on attached page
On (date) , I served the following persons and/or entities at the last known addresses in this bankruptcy
case or adversary proceeding by placing a true and correct copy thereof in a sealed envelope in the United States mail,
first class, postage prepaid, and addressed as follows. Listing the judge here constitutes a declaration that mailing to the
judge will be completed no later than 24 hours after the document is filed.
Service information continued on attached page
for each person or entity served): Pursuant to F.R.Civ.P. 5 and/or controlling LBR, on (date) , I served the
following persons and/or entities by personal delivery, overnight mail service, or (for those who consented in writing to
such service method), by facsimile transmission and/or email as follows. Listing the judge here constitutes a declaration
that personal delivery on, or overnight mail to, the judge will be completed no later than 24 hours after the document is
Service information continued on attached page
I declare under penalty of perjury under the laws of the United States that the foregoing is true and correct.
Date Printed Name Signature
1999 Avenue of the Stars, 39th Floor, Los Angeles, CA 90067
See Attached Service List
See Attached Service List
Hon. Sandra R. Klein
U.S. Bankruptcy Court
255 E. Temple St., Los Angeles, CA 90012
04/01/2015 Shanda D. Pearson /s/ Shanda D. Pearson
Case 2:15-bk-11084-SK Doc 248 Filed 04/01/15 Entered 04/01/15 09:07:46 Desc
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 Martin J Brill mjb@lnbrb.com
 Alexandre I Cornelius aicornelius@costell-law.com, jgalliver@costelllaw.
 Amir Gamliel agamliel@perkinscoie.com, cmallahi@perkinscoie.com
 Michael J Hooi mhooi.ecf@srbp.com, gnorthwood@srbp.com
 Marsha A Houston mhouston@reedsmith.com
 Eric P Israel eisrael@dgdk.com, danninggill@gmail.com;eisrael@ecf.inforuptcy.com
 Dare Law dare.law@usdoj.gov, ron.maroko@usdoj.gov
 R. Todd Neilson (TR) tneilson@brg-expert.com, sgreenan@brgexpert.
 Queenie K Ng queenie.k.ng@usdoj.gov
 Daniel H Reiss dhr@lnbyb.com
 Christopher O Rivas crivas@reedsmith.com
 Victor A Sahn vsahn@sulmeyerlaw.com,
 Norman D Schoenfeld lsi@liquiditysolutions.com
 Zev Shechtman zshechtman@dgdk.com,
 Jonathan Shenson jshenson@shensonlawgroup.com
 Evan D Smiley esmiley@swelawfirm.com, gcruz@swelawfirm.com
 Alan D Smith adsmith@perkinscoie.com,
 Richard A Solomon richard@sgsslaw.com
 Philip E Strok pstrok@swelawfirm.com, gcruz@swelawfirm.com
 Scott J Tepper scottjtepper@msn.com, scottjtepper@gmail.com
 United States Trustee (LA) ustpregion16.la.ecf@usdoj.gov
 Jonathan M Weiss jweiss@ktbslaw.com
 Steven Werth swerth@sulmeyerlaw.com,
Case 2:15-bk-11084-SK Doc 248 Filed 04/01/15 Entered 04/01/15 09:07:46 Desc
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4, quai d'Arenc
13235 Marseille Cedex 02
Winpak Inc
100 Saulteaux Crescent
Winnipeg MB R3J 3T3
Ammon International
2F-2, No 12 Sec. 7 Tianmu W Rd
Shihlin District, Taipei City 111
Sercosta SAC
Av. Las Camelias 491 Ofc 402
Lima 27
ZF America
481 North Service Road Unit A41,
Oakville, ON Canada L6M 2V6
Sercosta SAC
Calle Amador Merino Reyna 285 #201
Lima 27
Cedar Cold Services
Attn: Sherry Perry, CFO
146 S. Country Club Drive
Mesa, AZ 85210
A & M Express Trans. Inc.
2556 Chestnut Ave.
Long Beach, CA 90806
Vanessa DeLuca, Successor Tste
for Caroline DeLuca, James DeLuca,
Cristina DeLuca
6272 Via Canada
Rancho Palos Verdes, CA 90275
Automation Direct Com, Inc.
PO Box 402417
Atlanta, GA 30384-2417
Albert's Organics
1155 Commerce Blvd
Swedesboro, NJ 08085
Arctic Services
17223 Lakewood Blvd
Bellflower, CA 90706
E-Labels, Inc (Montebello)
1125 S. Maple Ave - Unit J
Montebello, CA 90640
Alexandre Ian Cornelius
Costell & Cornelius Law Corporation
1299 Ocean Avenue, Suite 450
Santa Monica, CA 90401
Gabriel Container Co.
8844 S Millergrove Dr
Santa Fe Springs, CA 90670
Bayside Seafood Inc.
1197 Randall Ave
Bronx, NY 10474
Allied Refrigeration Inc.
PO Box 2411
Long Beach, CA 90801
Barons's Specialty Foods, Inc
6680 Alhambra Ave #406
Martinez, CA 94553
Benner Metals
1220 South State College Blvd
Fullerton, CA 92831
Aramark Uniform Service
PO Box 1799
Paramount, CA 90723
Barton International
PO Box 62516
Baltimore, MD 21264-2516
Arctic Leasing, LLC
17223 Lakewood Blvd.
Bellflower, CA 90706
c/o Bankruptcy
1801 Valley View Ln
Dallas, TX 75234
Alternative Hose
1251 Sunshine Way
Anaheim, CA 92806
Bornstein Seafoods Inc
1001 Hilton Avenue
Bellingham, WA 98225
Avure Technologies Inc.
1830 Airport Exchange Rd #160
Erlanger, KY 41018
Blue Air Commercial Refrigeration
223 W. Rosecrans Ave
Gardena, CA 90248
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C.H. Robinson Company
PO Box 9121
Minneapolis, MN 55480-9121
Barton Mines Company LLC
DBA Barton Int'l
Todd E Agans Director of Finance
Six Warren St
Glens Falls NY 12801
California Employment Dev. Dept.
5401 S. Crenshaw Blvd, Ste A
Los Angeles, CA 90043
Wells Fargo Equipment Finance
733 Marquette Ave Ste 700
Minneapolis, MN 55402
Bestway Refrigerated Service
PO Box 908
Plymouth, FL 32768-0908
Chemco Products Company
6401 Alondra Blvd
Paramount, CA 90723
CA State Board of Equalization
Account Reference Group MIC 29
PO Box 942879
Sacramento, CA 94279-0029
Bornstein Seafoods Inc
PO Box 94487
Seattle, WA 98124-6787
Bozzuto's, Inc.
275 Schoolhouse Road
Cheshire, CT 06410-0340
Cara Van
160 Essex St East
Avenel, NJ 07001
CA Dept. of Public Health
Food and Drug Branch Cashier
1500 Capitol Avenue, MS 7602
Sacramento, CA 95814
A.C. Campbells Transport
3000 Crystal Ridge Lane
Colton, CA 92324
California Seal Control
2190 Signal Place
San Pedro, CA 90731
Caito Fisheries, Inc.
1 Johnson Pier
El Granada, CA 94108
Caito Fisheries, Inc.
PO Box 1370
Fort Bragg, CA 95437
Cardlock Fuels System, Inc
dba SC Fuels
1800 W. Katella Ave Ste 400
Orange, CA 92867
Cedar Cold Services
9602 W Buckeye Rd
Tolleson, AZ 85353
City of Los Angeles Harbor Dept.
Port of Los Angeles
Attn Dir. RE
P.O. Box 151
San Pedro, CA 90733-0151
CenSea Inc
650 Dundee Rd Ste 180
Northbrook, IL 60062
Central Drug Systems Inc
16560 Harbor Blvd. #A
Fountain Valley, CA 92708
Heath and Lejeune
Charles Kay
1417 S Eastman Ave
Los Angeles CA 90023
Chef's Toys
20100 Hamilton Avenue
Torrance, CA 90502
Choice Canning Co. Inc.
Coface North America Insurance
50 Millstone Rd., Bldg. 100, Ste. 360
East Windsor, NJ 08520
Star Box, Inc.
Attn: Robert J Weiner, President
1770 E. Creston Street
Signal Hills, CA 90755
CMA/CGM (America) Inc
Attn Freight Cashier
5701 Lake Wright Drive
Norfolk, VA 23502-1868
Chromate Industrial Corp.
PO Box 714905
Columbus, OH 43271-4905
Citi Aadvantage World MC
Processing Center
Des Moines, IA 50363-0005
USDA Food Safety & Inspection
Field Operations
620 Central Avenue, Bldg 2C
Alameda, CA 94501
Southern California Edison
Attn Credit and Payment Services
1551 W San Bernardino Rd
Covina, CA 91722
Southern California
Edison Company
Attn: Credit and Payment Svcs
1551 W San Bernardino Rd
Covina CA 91722
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Daniel H. Reiss
Martin J. Brill
Levene Neal Bender Yoo & Brill LLP
10250 Constellation Blvd Ste 1700
Los Angeles, CA 90067
Coast Water Technologies, Inc.
5150 Candlewood Street
Lakewood, CA 90712
Dept of Commerce / NOAA
U.S. Department of Commerce
14th and Constitution Ave NW
Washington, DC 20230
DeLuca Administrative Trust
624 W. 9th St., Suite 100
San Pedro, CA 90731
County of Los Angeles
Property Tax Collector
5050 Commerce Drive, Room 117
Baldwin Park, CA 91706-1423
Robert W. Bollar
Southern Counties Oil Co. dba SC Fuels
Attn: Legal Department
1800 W. Katella Avenue, Ste 400
P.O. Box 4159
Orange, CA 92863-4159
Dare Law
Queenie Ng
Office of the United States Trustee
915 Wilshire Blvd., Suite 1850
Los Angeles, CA 90017
County Sanitation
Dist of LA County
PO Box 4998
Whittier, CA 90607-4998
22625 S. Western Ave
Torrance, CA 90501
PO Box 34331
Seattle, WA 98124
County Sanitation District of L.A.
1955 Workman Mill Road
Whittier, CA 90601-1415
999 Lake Drive
Issaquah, WA 98027
Alber Seafood, Inc.
45 Pier, Ste B4
San Francisco, CA 94133
Don Battaglia
1223 Highland Dr.
Novato, CA 94949
CAI Software, LLC
36 Thurber Blvd.
Smithfield, RI 02917
Domino Amjet Inc.
1290 Lakeside Dr
Gurnee, IL 60031
Euler Hermes North America Ins
Agent of Central Seaway Co Inc
800 Red Brook Blvd
Owing Mills MD 21117
Marsha A. Houston
Christopher O. Rivas
Reed Smith LLP
355 South Grand Ave, Ste 2900
Los Angeles, CA 90071-1514
Federal Express
PO Box 7221
Pasadena, CA 91109-7321
Evolution Fresh Headquarters
11655 Jersey Blvd
Rancho Cucamonga, CA 91730-4903
Evolution Fresh
1005 Cooley Ave
San Bernardino, CA 92408
Maintenance Connection
1477 Drew Ave, Suite 103
Davis, CA 95618
Extreme Safety, LLC
20850 Leapwood Avenue
Suite B
Carson, CA 90746
Kaeser Compressors, Inc.
5542 Research Dr
Huntington Beach, CA 92649
Fortuna Sea Products, Inc.
625 W. Anaheim St.
Long Beach, CA 90813
Federal Express Corporate Office
3875 Airways, Module H3, Dept 4634
Memphis, TN 38116
Flynn Scale Co
16404 Hawthorne Blvd
Lawndale, CA 90260
One Maritime Plaza Ste 1575
San Francisco, CA 94111
Flegenheimer International Inc
227 W Grand Ave
El Segundo, CA 90245
Food Microbiological Laboratories, Inc.
10653 Progress Way
Cypress, CA 90630
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4700 Hammer Avenue
Mira Loma, CA 91752-1018
Franchise Tax Board
Bankruptcy Section MS A340
PO Box 2952
Sacramento CA 95812-2952
Get Wet Roll-Off Inc.
1236 Compton Avenue
Los Angeles, CA 90021
Grainger, W.W. Inc.
Dept. 811969708
100 Grainger Pkwy
Lake Forest, IL 60045
Freshpoint Southern California
155 N. Orange Ave
City of Industry, CA 91744
Globe Gas Corporation
5843 Paramount Blvd.
Long Beach, CA 90805
Unisource Worldwide
850 N Arlington Hts Rd
Itasca IL 60143
Global Nature Foods, Inc.
7410 Scout Ave
Bell Gardens, CA 90201
McMaster-Carr Supply Co.
PO Box 7690
Chicago, IL 60680-7690
GSA Supply Inc
1541 W. Pac. Cst. Hwy.
Long Beach, CA 90810
Granite Distribution Solutions
3943 Irvine Blvd. # 507
Irvine, CA 92602
Highland Plastics, Inc.
3650 Dulles Drive
Mira Loma, CA 91752
HPP Food Services
2194 Signal Place
San Pedro, CA 90731
Heath and Lejune
1417 South Eastman Avenue
Commerce, CA 90023
GS1 US, Inc.
7887 Washington Village Dr
Ste 300
Dayton, OH 45459-8605
Internal Revenue Service
300 North Los Angeles Street
M/S 5022
Los Angeles, CA 90012
Heitz Trucking Inc.
4919 Tidewater Ave
Oakland, CA 94601
L.A. Garlic & Spice, Inc.
1340 E. Olympic Blvd
Los Angeles, CA 90021
Instant A & A Fire
7811 Alabama Ave #6
Canoga Park, CA 91304
Instant Print King Corp.
537 West Seventh Street
San Pedro, CA 90731
Holthouse Carlin & Van Trigt
100 Oceangate Ste 800
Long Beach, CA 90802
Javier Mendez
4067 Harewick St. #346
Lakewood, CA 90712
James Slevin
6272 Via Canada
Rancho Palos Verdes, CA 90274
J. DeLuca Fish Company Inc.
2204 Signal Pl
San Pedro, CA 90731
L.A. Dept of Water & Power
PO Box 30808
Los Angeles, CA 90030-0808
JC Murray & Co. Inc.
200 Route 22 East
Hillside, NJ 07205
JD & LA Trucking, Inc.
PO Box 1602
Wilmington, CA 90748-1602
Equator, Inc.
1621 W. 25th Street #144
San Pedro, CA 90732
Julia's Produce
8056 Salt Lake Ave
Cudahy, CA 90201
Maritime Products International
11825 Rock Landing Rd Ste Y-1A
Newport News, VA 23602
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MNHG Financial Services Inc
PO Box 35701
Billings, MT 59107
Marel Seattle, Inc.
2001 West Garfield
Terminal 91, Bldg A-1
Seattle, WA 98119
Don Stockley Trucking
PO Box 447
Etiwanda, CA 91739-0447
John DeLuca
976 Via Rincon
Palos Verdes, CA 90274
Michelson Labs, Inc.
6280 Chalet Drive
Commerce, CA 90040
Office of City Atty - Harbor Dept.
Attn General Counsel
425 S. Palos Verdes St.
San Pedro, CA 90731
Mobile Mini, LLC –CA
15100 S. San Pedro St
Gardena, CA 90248-2316
More Power Ind. Svc.
PO Box 5203
Bellflower, CA 90707
Minuteman Transport, Inc.
14840 E Proctor Ave
City of Industry, CA 91746
P & P International, Inc.
2014 Second Street
Selma, CA 93662
1844 E. Carnegie Ave
Santa Ana, CA 92705
Neway Packaging Corporation
1973 E. Via Arado
Rancho Dominguez, CA 90220
Monarch Trading, LLC
5608 S. Soto Street
Ste 200
Huntington Park, CA 90255
NMHG Financial Services, Inc.
10 Riverview Dr.
Danbury, CT 06810
Phillips Steel Company
1368 W Anaheim
Long Beach, CA 90813
Pitney Bowes
PO Box 856460
Louisville, KY 40285-6460
Ocean Beauty Seafoods, LLC
1100 W Ewing St
Seattle, WA 98119
One Network Enteprises Inc.
4055 Valley View Lane
Suite 1000
Dallas, TX 75244-5069
Pref Freezer Svc of Newark LLC
360 Avenue P
Newark, NJ 07105
Perricone Juices
550 B Street
Beaumont, CA 92223
Pan Pac LLC
6272 Via Canada
Rancho Palos Verdes, CA 90274
Precision Label
659 Benet Road
Oceanside, CA 92058
Peter Pan Seafoods Inc
Attn Accts Receivable
2200 6th Ave. Suite #1000
Seattle, WA 98121
Perricone Juices
4000 Westerly Suite 210
Newport Beach, CA 92660
SC Fuels
1800 W. Katella Ave Ste 400
Orange, CA 92867
Praxair Distribution Inc
39 Old Ridgebury Rd
Danbury, CT 06810
Ventura Port District
dba Ventura Harbor Village
1603 Anchors Way Dr.
Ventura, CA 93001
Russell Sigler, Inc.
DBA Sigler Wholesale Dist
PO Box 749472
Los Angeles, CA 90074-9472
Preferred Freezer Svc
150 Bayway
Elizabeth, NJ 07202
Pref Freezer SVC - Perth Amboy
536 Fayette Street
Perth Amboy, NJ 08861
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City of Torrance Utilities
3031 Torrance Blvd
Torrance, CA 90503
Prosource/Prosperity Funding
308-D W Millbrook Rd
Ste 200
Raleigh, NC 27609
4695 Mission Blvd
San Diego, CA 92109
Seattle Shrimp & Seafood LLC
801 S Fidalgo St Ste 100
Seattle, WA 98108
Queen City Seafood
Attn: Johnathan Ranard, President
10101 Chatham Woods Drive
Loveland, OH 45140
Roseann DeLuca
2601 Via Segunda
Rancho Palos Verdes, CA 90274
Choice Canning Company, Inc
15 Exchange Place, Suite 520
Jersey City, NJ 07302
Raymond Handling Solutions Inc
PO Box 3683
Santa Fe Springs, CA 90670-1683
NMHG Financial Services Inc
201 Merritt 7
Norwalk, CT 06851
U.S. Customs and Border Protection
6550 Telecom Drive
Suite 100
Indianapolis, IN 46278
Roseann DeLuca Rev.
Trust 10/6/2011
2601 Via Segunda
Rancho Palos Verdes, CA 90274
San Francisco Seafood Express
1401 Davison Avenue
San Francisco, CA 94124
Optima Industrial Medical
20401 S Avalon Blvd
Suite C
Carson, CA 90746
PO Box 7170
Pasadena, CA 91109-7170
Chem Pro Laboratory, Inc.
941 W 190th Street
Gardena, CA 90248
Air Resources Board
PO Box 1436
1001 I St Floor 20
Sacramento, CA 85812-1436
Sea Catch, Inc
710 Epperson Drive
City of Industry, CA 91748
Jennifer Barrett
511 Meyer Lane #10
Redondo Beach, CA 90278
T S Staffing/Tri-State Employer Svc
Attn Angela Amato
160 Broadway 15th Fl
New York, NY 10038
Shenson Law Group PC
Attn: Jonathan S. Shenson
1901 Avenue of the Stars, Suite 360
Los Angeles, California 90067
Motion Industries, Inc
File 749376
Los Angeles, CA 90074-9376
Southern California Edison
PO Box 300
Rosemead, CA 91772
Smith's Lock & Safe
1734 W Pacific Coast Hwy.
Lomita, CA 90717
Southern California Edison
Attn Accounts Receivable
2244 Walnut Grove Ave
Rosemead, CA 91770
Tai Foong USA Inc.
2450 Sixth Ave S, Ste 300
Seattle, WA 98134
Southern California Packaging Equip
4102 W Valley Blvd
Walnut, CA 91789
Staples Contract & Commercial
500 Staples Dr
Framingham, MA 01702
Thermo Ramsey Inc
27 Forge Pkwy
Franklin MA 02038
SPFM Enterprises
124 West G St
Wilmington, CA 90744
U.S. TelePacific Corp.
Attn General Counsel
515 S. Flower St., 47th Floor
Los Angeles, CA 90071-2201
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Thompson Industrial Supply
10222 Sixth St
PO Box 1029
Rancho Cucamonga, CA 91729-1299
Star Box, Inc
PO Box 2787
Newport Beach, CA 92659
Sea Port Products Corp
Dept #44202
PO Box 44000
San Francisco, CA 94144-4202
Unifirst Corporation
16434 Pioneer Blvd
Norwalk, CA 90650
TCI Business Capital, Inc.
5648 Hwy 412
Colcord, OK 74338
Sunrise Packaging Films
17121 South Central Ave., #2A
Carson, CA 90746
Pitney Bowes
PO Box 856042
Louisville, KY 40285-6042
The Donovan Offices
915 Wilshire Boulevard - #1610
Los Angeles, CA 90017
United Rentals (N.A.), Inc.
2020 W. Pacific Coast Hwy
Long Beach, CA 90810-3757
Restaurant Depot - Branch 53
19901 Hamilton Ave
Torrance, CA 90502
TM Sales Company
924 19th St.
Lynden, WA 98264
The Gas Company
PO Box C
Monterey Park, CA 91756
Exotic Superfood
5655 Berkshire Dr.
Los Angeles, CA 90032
Vanessa DeLuca
6272 Via Canada
Rancho Palos Verdes, CA 90274
Tri-Tek Burglar Alarm Co.
10431 Los Alamitos Blvd
Los Alamitos, CA 90720-2111
Waste Management LA District
PO Box 78251
Phoenix, AZ 85062-8251
W W Grainger Inc
Attn Special Collections Dept
MES811969708/ 7300 N Melvina
Niles, IL 60714
Lazar Josic,
c/o So Cal United Food & Comm.
PO Box 849711
Los Angeles, CA 90084-9711
Western Surety Company
6 Mill Ridge Lane
Chester, NJ 07930
Walters Wholesale Electric Co.
2825 Temple Ave
Signal Hill, CA 90755
Washington Internat'l Insurance Co.
475 N. Martingale Rd. Ste 850
Schaumburg, IL 60173
Total Quality Logistics
1701 Edison Dr
Milford Oh 45150
Wells Fargo Business Credit
160 Broadway 13th Floor
New York, NY 10038
Prosperity Funding Inc
308-D W Millbrook Rd
Ste 200
Raleigh, NC 27609
Wells Fargo Bank (MC)
Payment Center
PO Box 54349
Los Angeles, CA 90054
Wells Fargo Equipment Finance Inc
2700 S Price Road 3rd Flr
Chandler AZ 85286-7804
Farmers & Merchants Bank
of Long Beach
302 Pine Avenue
Long Beach, CA 90802
Zev Shechtman
Eric P. Israel
Danning Gill Diamond & Kollitz, LLP
1900 Avenue of the Stars, 11th Floor
Los Angeles, CA 90067-4402
Western Refridg. Freight Sys, Inc
PO Box 40
Tolleson, AZ 85353
Zhangzidao Fishery Group America
Coface North America Insurance
50 Millstone Rd., Bldg. 100, Ste 360
East Windsor, NJ 08520
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Ameripride Services, Inc.
5950 Alcoa Ave
Vernon, CA 90058
Wilmington Instrument Co.,Inc.
332 N. Fries Ave.
Wilmington, CA 90744-5691
Western Shield Label Co
2146 E Gladwick St
Rancho Domingo, CA 90220
Wells Fargo Equipment Finance
c/o Richard A. Solomon
12651 High Bluff Drive, Suite 250
San Diego, CA 92130
Woolson Family Partnership
Attn Thomas Woolson
1103 E Walnut Ave
El Segundo, CA 90245
Liquidity Solutions, Inc.
1 University Plaza, Suite 312
Hackensack, NJ 07601
Aramark Uniform Services
Att: Acct Receivable
15372 Cobalt
World Manufacturing Inc.
350-B Fischer Ave.
Costa Mesa, CA 92626
Aramark Uniform Services
P.O. Box 101004
Pasadena, CA 91189-1004
Employment Development Dept
Bankruptcy Group MIC 92E
P.O. Box 826880
Sacramento, CA 94280
Win Distribution
8665 W. Flamingo
Suite 131-372
Las Vegas, NV 89147
City of Fullerton
303 W Commonwealth Avenue
Fullerton, CA 92832
United States Treasury
NMFS Permits Teams
263 13th Avenue, South
St Petersburg, FL 33701
Securities and Exchange Commission
444 South Flower St., Suite 900
Los Angeles, CA 90071-2394
Telepacific Communications
515 S Flower St
47th Floor
Los Angeles, CA 90071-2201
Internal Revenue Service
Centralized Insolvency Operations
PO Box 7346
Philadelphia, PA 19101
Get Wet Roll-Off Inc.
5435 Rockne Ave
Whittier, CA 90601
CMA./CGM (America) Inc
Attn Freight Cashier
5701 Lake Wright Drive
Norfolk, VA 23502-1868
Aramark Uniform Service
2680 Palumbo Dr
Lexington, KY 40509
Caito Fisheries, Inc.
19400 S Harbor Dr
Fort Bragg, CA 95437
CenSea Inc
Euler Hermes North America Insurane
800 Red Brook Bulevard
Owings Mills, MD 21117
Department of Fish & Game
PO Box 944209
Sacramento, CA 94244-2090
Department of Weight & Measure
Permit No Hop-11-002011
800 South Victoria L #1750
Ventura, CA 93009
Dept. of Food and Agriculture
1220 N Street
Sacramento, CA 95814
Enviromental Solutions
Attn Mary Detienne
13225 Lake St
Los Angeles, CA 90006
Fred DiBernardo, Trustee
440 W 39th St Apt 3
San Pedro, CA 90731
Fred DiBernardo, Trustee for
John Adam DeLuca, Ryan DeLuca,
Christopher DeLuca, Samuel DeLuca
440 W 39th St Apt 3
San Pedro, CA 90731
Janet M. Esposito SFC Trust
6276 Via Canada
Rancho Palos Verdes, CA 90275
John A. Schlaff
Law Offices of John A. Schlaff
2355 Westwood Blvd, Suite 424
Los Angeles, CA 90064
Johnson Lift/Hyster
PO Box 60007
City of Industry, CA 91716-9600
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Kaeser Compressors, Inc.
PO Box 946
Fredericksburg, VA 22404
Lewis Adelson
Costello & Cornelius
1299 Ocean Avenue Ste 400
Santa Monica, CA 90401
Robert S. Brown, APC
714 West Olympic Blvd, Suite 450
Los Angeles, CA 90015
Roseann DeLuca SFC Trust
2601 Via Segunda
Palos Verdes Estates, CA 90274
Sa'id Vakili
Vakili & Leus
3701 Wilshire Blvd, Suite 1135
Los Angeles, CA 90010
62 US Route 1
Cumberland Foreside, ME 04110
PO Box 15340
Portland, ME 04112-5340
Telepacific Communications
PO Box 526015
Sacramento, CA 95852-6015
Tatiana Barbu
12057 Yellowwood Ave
Baton Rouge, LA 70816
Case 2:15-bk-11084-SK Doc 248 Filed 04/01/15 Entered 04/01/15 09:07:46 Desc
Main Document Page 13 of 13Society of Certified RV Professionals Announces First Recognition Group page 14
Go RVing Consumer
Impressions Top 4
New mobile and tablet
optimization project helps boost
digital page views by 20%
They’re H-e-r-e!
Dealers and hitch
prepare for
Debut New Models
page 10
page 18
page 22

26 RVDA endorsed products
30 Mike Molino RV Learning
Center contributors
31 RV industry’s training calendar
31 Advertisers index
C O N T E N T S January 2015
10 Manufacturers Debut New Models
Retro-styling, full-wall slide outs, heated
underbellies, beds that rise to the ceiling – all of that
and more was on display at the annual National RV
Trade Show.
14 Recognition Program Announces
First Group of Certified, Recertified
The Society of Certified RV Professionals’
recognition program is honoring 38 technicians and
fixed-operations professionals who earned
certification or recertification during the past quarter.
15 Tony Yerman: Certification is “Like a
Mental Toolbox”
The first in a new series on the reasons and rewards
for professional certification and training focuses on
RVDA Service Consultant Tony Yerman, who was
recently honored for his longstanding status as a
Master Certified Technician.
18 RV Dealers and Hitch Manufacturers –
Prepare for Aluminum Pickups
Steel and aluminum don’t mix, and RV dealers and
hitch manufacturers need to prepare for that fact,
because Ford’s aluminum-bodied F-150 pickups are
now hitting the roads.
20 Don’t Expect Your Employees
to be Excellent
Do you simply assume that your staffers are doing
great things, or do you give them the necessary tools
and measure their performance?
22 Total Go RVing Consumer Impressions
Top 4 Billion in 2014
Go RVing chalked up the highest number of
consumer impressions in its history last year, thanks
in part to a new mobile and tablet optimization
JANUARY 2015 5
6 Looking ahead
7 Chairman’s report
8 Officers, directors, and
9 Industry trends
One of the tenets of the RV business
since I’ve been around is the idea
that fuel availability is more important to
the industry’s overall health than fuel
prices. During periods of high gas prices,
RVIA commissioned consumer studies
showing that consumers still believe RV
travel is a good value – even when they’re
paying more at the pump.
Now that the price of gas is lower
than it’s been in years AND there’s good
availability, what does that mean moving
Three economic factors that
impact RV sales
RV retail scorekeeper Tom Walworth
of Statistical Surveys talks about the RV
industry’s three-legged stool of economic
factors that drive sales – interest rates,
unemployment, and fuel availability.
“Of course fuel availability will impact
fuel prices,” he says. “This combination
affects the overall cost of owning an RV.
The sales of RVs will grow when the cost
goes down. In addition, the buyer will load
up an RV with more options, and we’re
seeing that with an increase in unit cost.”
Another benefit to the RV industry is
that when fuel costs go down, consumers
are more likely to purchase vehicles more
suitable for towing RVs. Riddhish Dubal,
an automotive industry consultant for
Alvarez & Marsal, told the Financial
Times that most automakers regard $3.50
a gallon as a tipping point in consumer
sales decisions. “If you go lower,
consumers historically purchase larger
trucks and big SUVs,” Dubal said.
Upgrading to a larger vehicle doesn’t
necessarily mean spending more on gas
these days. Fuel economy for trucks and
SUVs has improved significantly over the
past several years. Ford is making waves
with its aluminum framed 2015 F-150,
and nearly all SUVs use the base technology
of lighter sedan models to improve
fuel efficiency. New technology means
that many truck and SUV owners are
enjoying good gas mileage with increased
towing power.
More consequences
Of course, the rapid drop in oil prices
has consequences for the domestic energy
Per-barrel prices of under $70 “will
ultimately slow U.S. production and could
permanently stem future momentum in
U.S. supply growth,” Deutsche Bank
analyst Stephen Richardson told the Wall
Street Journal last month. He said it won’t
hit all oil producers the same way. Energy
companies with high debt loads, poor
reserves, and high operating costs will be
hit harder.
But overall, most economists believe
that lower gas prices are good for the U.S.
economy. Before the recent plunge in
prices, the average U.S. household spent
about $2,900 on gasoline. This represents
approximately 4 percent of before-tax
household income.
With gas under $2.85 per gallon, the
average household can potentially save
$670 or more per year, if consumption
remains the same. Lower gas prices are
also a key factor in boosting overall
consumer confidence, which leads to more
discretionary spending on RVs and other
leisure products.
The bottom line seems to be that
lower household fuel expenditures will
lead to a higher level of disposable income
for most people…and an economic factor
that makes 2015 look like another good
year for the RV business.
Have a great year!
Phil Ingrassia, CAE
Vice President for
Ronnie Hepp, CAE
Mary Anne Shreve
Graphic Designer:
Ginny Walker
RV Executive Today is published monthly by the
Recreation Vehicle Dealers Association of
America at 3930 University Drive, Fairfax, VA
22030-2515. Periodicals postage paid at Fairfax,
VA 22030 USPS No. 062450. Issued monthly to
all RVDA members as a membership benefit paid
for by their dues.
Postmaster please send address changes to:
RV Executive Today, 3930 University Drive,
Fairfax, VA 22030-2515 The annual subscription
rate of $30 is a part of membership dues.
Editorial/Business Office:
3930 University Drive, Fairfax, VA 22030-2515
Phone (703) 591-7130 FAX (703) 359-0152
RV Executive Today (ISSN #1088-873X)
Volume 19, Issue 1
For advertising information contact:
Julie Newhouse, Marketing Manager,
(703) 591-7130 x 103
Chuck Boyd
Dealer Services Manager
Hank Fortune
Director of Finance
Jeff Kurowski
Director of Industry Relations
Julie Anna Newhouse
Marketing Manager
Brett Richardson, Esq., CAE
Director of Legal and Regulatory
Julianne Ryder
Marketing Communications Specialist
Karin Van Duyse
Liz Fleming
Education Coordinator
Tony Yerman
RV Service Consultant
Isabel McGrath
Technician Certification Registrar
The Ripple Effect of
Lower Gas Prices
By Phil Ingrassia, CAE, president
For most of us in the RV business, 2014 was a good year.
By the time the final industry numbers are in, total new
unit shipments are expected to be close to 350,000, making
2014 the best year for RV production since 2007.
Our partners at the investment firm R.W. Baird, which
monitors the publicly-traded RV companies, say dealer
inventories are in line with retail demand and that our
major manufacturing partners are in excellent financial
Taking a look at RVDA, we’re coming off an extremely
successful convention/expo that posted an increase in
attendance of more than 20 percent, which is important to
our financial performance in FY2015. In FY2014, which
ended June 30, the association generated a slightly larger
surplus than expected, which is welcome news. However,
we need to continue to focus on building revenue for both
RVDA and the Mike Molino RV Learning Center,
because association finances aren’t tied to how many sales
we make but to how many dealers and dealership
employees participate in member benefits and education
Looking forward
The forecast for 2015 promises continued growth. As
RVIA’s Richard Coon pointed out last month in Louisville,
key economic factors such as fuel prices, employment
numbers, the stock market, and tow vehicle sales are
trending in the right direction. All these favorable
economic headwinds mean shipments are expected to top
360,000 in 2015.
With external factors going our way, we need to look
inward at our dealership management practices to make
sure we are in the right position to take advantage of a
growing RV market. Next year’s performance will be up to
each of us as managers. Are we setting ourselves up for
At my dealerships, our management team works
together to set goals for the year – both personnel development
and budgetary. As the dealer principal, it’s up to me
to lead our managers in reviewing our staff to identify
those who add value. We consider which employees always
exceed, generally meet, or usually miss their goals.
Are you helping your staff meet goals by encouraging
professional growth and setting up training or development
plans for employees? These plans will obviously be
different, depending on the person and his or her performance
level. There comes a time when, if we as dealers have
done all we can, it’s up to us to identify employees who will
not make it and move on.
I also develop budgets with my department managers
and, once those are agreed to, we identify the key factors
needed to reach our goals. We develop tracking measurements
and set monthly and quarterly performance targets so
we can see if we’re on the right path throughout the year.
Many times we have our hands full just keeping up
with business during growth cycles, but it’s helpful to
establish three key initiatives to accomplish in the next 12
months. Examples could be to expand your service capacity,
get all techs certified, have all service and parts employees
certified, improve product lines, add a location, expand
parts offerings, or develop a business development center
If a dealership can do three of the above, that’s great
progress. Three is a manageable number. Of course, as
dealer principals, it’s our responsibility to lead the management
team in developing initiatives that we have the
resources, dollars, personnel, space, and expertise to accomplish.
Good leaders delegate responsibility to those on the
team most likely to be successful, and it’s important to
assign measurements so everyone is clear on what’s
expected for the year.
As we put the hectic holiday season behind us, now is
the time to set up 2015 for success. With proper planning
and execution, it should be another good year for RV
dealers, RVDA, and the RV industry!
Happy New Year! Taking Stock of
Last Year and Looking Forward
By John McCluskey, chairman
“It’s our responsibility to lead the
management team in developing
initiatives that we have the resources,
dollars, personnel, space, and expertise
to accomplish. Good leaders delegate
responsibility to those on the team most
likely to be successful, and it’s important
to assign measurements so everyone is
clear on what’s expected for the year.”
John McCluskey
Florida Outdoors RV
Stuart, FL
(772) 288-2221
1st Vice Chairman
Brian Wilkins
Wilkins R.V. Inc.
Bath, NY
(607) 776-3103
2nd Vice Chairman
Darrel Friesen
All Seasons RV Center
Yuba City, CA
(530) 671-9070
Tim Wegge
Burlington RV Superstore
Sturtevant, WI
(262) 321-2500
Mike Regan
Crestview RV Center
Buda, TX
(512) 282-3516
Past Chairman
Jeff Hirsch
Campers Inn of Kingston
Kingston, NH
(603) 642-5555
Rod Ruppel
Webster City RV Inc.
Webster City, IA
(515) 832-5715
Sherry Shields
Pan Pacific RV Centers Inc.
French Camp, CA
(209) 234-2000
Ron Shepherd
Camperland of Oklahoma,
Tulsa, OK
(918) 836-6606
Glenn Thomas
Bill Thomas Camper
Sales Inc.
Wentzville, MO
(636) 327-5900
RVRA Representative
Scott Krenek
Krenek RV Center
Coloma, MI
(269) 468-7900
RVAC Chairman
Tom Stinnett
Tom Stinnett Derby City
Clarksville, IN
(812) 282-7718
RV Learning Center
Jeff Pastore
Hartville RV Center
Hartville, OH
(330) 877-3500
Rod Wagner
Madison RV Supercenter
Madison, AL
(256) 837-3881
Kevin Brown
Arctic RV & Interior
Fairbanks, AK
(907) 451-8356
Devin Murphy
Freedom RV Inc.
Tucson, AZ
(520) 750-1100
Michael Moix
Moix RV Supercenter
Conway, AR
(501) 327-2255
Troy Padgett
All Valley RV Center
Acton, CA
(661) 269-4800
Joey Shields
Pan Pacific RV Centers Inc.
French Camp, CA
(209) 234-2000
Tim Biles
Pikes Peak Traveland
Colorado Springs, CO
(719) 596-2716
Chris Andro
Hemlock Hill RV Sales
Milldale, CT
(860) 621-8983
Ryan Horsey
Parkview RV Center
Smyrna, DE
(302) 653-6619
Rob Rothenhausler
Ocean Grove RV
St. Augustine, FL
(904) 797-5732
Doc Allen
C.S.R.A. Camperland Inc.
Martinez, GA
(706) 863-6294
Tyler Nelson
Nelson’s RVs Inc.
Boise, ID
(208) 322-4121
Richard Flowers
Larry’s Trailer Sales Inc.
Zeigler, IL
(618) 596-6414
Nathan Hart
Walnut Ridge Family
Trailer Sales
New Castle, IN
(765) 533-2288
Jeremy Ketelsen
Ketelsen RV Inc.
Hiawatha, IA
(319) 377-8244
Bill Hawley
Hawley Brothers Inc.
Dodge City, KS
(620) 225-5452
NeVelle Skaggs
Skaggs RV Country
Elizabethtown, KY
(270) 765-7245
Jim Hicks
Southern RV Super
Center Inc.
Bossier City, LA
(318) 746-2267
Linda Mailhot
Seacoast RV
Saco, ME
(207) 282-3511
Greg Merkel
Leo’s Vacation Center Inc.
Gambrills, MD
(410) 987-4793
Brian Sullivan
Campers Inn of Raynham
Raynham, MA
(508) 821-3366
Chad Neff
American RV Sales &
Service Inc.
Grand Rapids, MI
(616) 455-3250
Will Jarnot
PleasureLand RV Center
St. Cloud, MN
(320) 251-7588
Stephen (Snuffy) Smith
Country Creek RV Center
Hattiesburg, MS
(601) 268-1800
Ted Evans
Mid America RV Inc.
Carthage, MO
(417) 353-4640
Ron Pierce
Pierce RV Supercenter
Billings, MT
(406) 655-8000
Tony Staab
Rich & Sons Camper Sales
Grand Island, NE
(308) 384-2040
Beau Durkee
Carson City RV Sales
Carson City, NV
(775) 882-8335
New Hampshire
Scott Silva
Cold Springs RV
Weare, NH
(603) 529-2222
New Jersey
Brad Scott
Scott Motor Home
Sales Inc.
Lakewood, NJ
(732) 370-1022
New Mexico
Rick Scholl
Rocky Mountain RV World
Albuquerque, NM
(505) 292-7800
New York
Jim Colton
Colton RV
N Tonawanda, NY
(716) 694-0188
North Carolina
Steve Plemmons
Bill Plemmons RV World
Rural Hall, NC
(336) 377-2213
North Dakota
Michelle Barber
Capital R.V. Center Inc.
Minot, ND
(701) 838-4343
Dean Tennison
Specialty RV Sales
Lancaster, OH
(740) 653-2725
Ron Shepherd
Camperland of Oklahoma,
Tulsa, OK
(918) 836-6606
Lisa Larkin
Gib’s RV Superstore
Coos Bay, OR
(541) 888-3424
Greg Starr
Starr’s Trailer Sales
Brockway, PA
(814) 265-0632
Rhode Island
Linda Tarro
Arlington RV Super
Center Inc.
East Greenwich, RI
(401) 884-7550
South Carolina
Gloria Morgan
The Trail Center
North Charleston, SC
(843) 552-4700
South Dakota
Lyle Schaap
Schaap’s RV Traveland
Sioux Falls, SD
(605) 332-6241
Roger Sellers
Tennessee RV Sales &
Service, LLC
Knoxville, TN
(865) 933-7213
Mark Clay
Southern RV Supercenter
Tyler, TX
(903) 882-2335
Jared Jensen
Sierra RV Corp
Sunset, UT
(801) 728-9988
Scott Borden
Pete’s RV Center
South Burlington, VT
(802) 864-9350
Lindsey Reines
Reines RV Center Inc.
Manassas, VA
(703) 392-1100
Ron Little
RV’s Northwest Inc.
Spokane Valley, WA
(509) 924-6800
West Virginia
Lynn Butler
Setzer’s World of
Camping Inc.
Huntington, WV
(304) 736-5287
Mick Ferkey
Greeneway Inc.
Wisconsin Rapids, WI
(715) 325-5170
Sonny Rone
Sonny’s RV Sales Inc.
Evansville, WY
(307) 237-5000
North Dakota
Bob Been
Affinity RV Service Sales
& Rentals
Prescott, AZ
(928) 445-7910
Randy Coy
Dean’s RV Superstore
Tulsa, OK
(918) 664-3333
David Hayes
Hayes RV Center
Longview, TX
(903) 663-3488
Ben Hirsch
Campers Inn of Kingston
Kingston, NH
(603) 642-5555
Ed Lerch
Lerch RV
Milroy, PA
(717) 667-1400
Scott Loughheed
Crestview RV Center
Buda, TX
(512) 282-3516
Mike Noble
Noble RV Inc.
Owatonna, MN
(507) 444-0004
Mike Rone
Sonny’s RV Sales Inc.
Evansville, WY
(307) 237-5000
Adam Ruppel
Webster City RV Inc.
Webster City, IA
(515) 832-5715
Rod Ruppel
Webster City RV Inc.
Webster City, IA
(515) 832-5715
Earl Stoltzfus
Stoltzfus RV’s & Marine
West Chester, PA
(610) 399-0628
Glenn Thomas
Bill Thomas Camper Sales
Wentzville, MO
(636) 327-5900
Larry Troutt III
Topper’s Camping Center
Waller, TX
(800) 962-4839
Ed Unger
Tom Raper Inc
Richmond, IN
(765) 996-8361
Bill White
United RV Center
Fort Worth, TX
(817) 834-7141
Participating Past
Bruce Bentz
Capital R.V. Center Inc.
Bismarck, ND
(701) 255-7878
Randy Biles
Pikes Peak Traveland Inc.
Colorado Springs, CO
(719) 596-2716
Debbie Brunoforte
Little Dealer, Little Prices
Mesa, AZ
(480) 834-9581
Rex Floyd
Floyd’s Recreational
Norman, OK
(405) 288-0338
Crosby Forrest
Dixie RV Superstore
Newport News, VA
(757) 249-1257
Ernie Friesen
All Seasons RV Center
Yuba City, CA
(530) 671-9070
Andy Heck
Alpin Haus
Amsterdam, NY
(518) 842-5900
Rick Horsey
Parkview RV Center
Smyrna, DE
(302) 653-6619
Larry McClain
McClain’s RV Inc.
Lake Dallas, TX
(940) 497-3300
Tim O’Brien
Circle K RVs
Lapeer, MI
(810) 664-1942
Dan Pearson
PleasureLand RV
Center Inc.
St. Cloud, MN
(320) 251-7588
Cammy Pierson
Curtis Trailers Inc.
Portland, OR
(503) 760-1363
Joe Range
Range Vehicle Center Inc.
Hesperia, CA
(760) 949-4090
Dell Sanders
J. D. Sanders Inc.
Alachua, FL
(386) 462-3039
Marty Shea
Madison RV Supercenter
Madison, AL
(256) 837-3881
Bill Thomas
Bill Thomas Camper
Sales Inc.
Wentzville, MO
(636) 327-5900
Larry Troutt
Topper’s Camping Center
Waller, TX
(800) 962-4839
U.S.and Canadian dealer inventories of towable
RVs shrank in September because retail
sales exceeded factory-to-dealer shipments for the sixth
consecutive month, according to market research firm
Statistical Surveys/The Thrive Group. Although wholesale
shipments of towable RVs exceeded retail sales
during January through March of 2014, retail exceeded
wholesale each month thereafter.
In the motorhome sector, wholesale deliveries were
greater than retail sales in August and September.
Motorhome shipments also exceeded retail sales during
each month of the first quarter
of 2014 and again during May.
The September inventory
index for towables was 115.7,
which represents a slower rate
of shrinkage when compared
with 130.2 in August. There
was only a marginal difference
between the towable inventory
contraction in September 2014
when compared with
September 2013, when the
inventory index was 114.2.
In the case of motorhomes, the September inventory
index was 92.1, which represents a slower rate of
expansion when compared with 82.9 in August, and
84.9 in September 2013.
The 24,290 towable RVs retailed by U.S. and
Canadian dealers in September represents a 12.5 percent
increase when compared with the 21,591 units sold to
North American consumers in September 2013. (U.S.
towable retail sales were up 15 percent in September and
8.8 percent during the first nine months of this year. In
Canada, towable RV retail sales were up 1.2 percent in
September but were down 5.8 percent during the first
nine months of this year.)
Year-to-date, towables retail was up 4.4 percent to
239,596 units, compared with 229,501 units sold to
North American consumers during the first nine months
of 2013.
Wholesale shipments of towables increased 11.1
percent in September to 21,000 units, compared with
18,900 units delivered to dealerships in September 2013.
During the first nine months of 2014, towable shipments
were up 9.1 percent to 236,332 units, compared with
216,700 delivered during the same portion of 2013.
In the case of motorhomes, 3,225 units were retailed
in September, a 15.1 percent increase over the 2,801 units
sold in September 2013. Meanwhile, motorhome shipments
increased 6.1 percent to 3,500 units in September,
compared with 3,300 units shipped during September 2013.
(U.S. motorhome retail sales were up 16.1 percent in
September and 14.7 percent during the first nine months of
this year, while Canadian motorhome sales increased 4.3
percent in September and were up 1.2 percent year-todate.)
Based in Grand Rapids, MI, Statistical Surveys/The
Thrive Group tracks RV retail sales for the RV industry. For
more information, contact Tom Walworth at (616) 281-9898.
The Thrive Group is a partnership between Statistical Surveys
and Spader Business Management. n
For the latest RV Inventory Index
report, visit www.rvda.org.
82.9 84.9
2013 2014
2013 2014
Towable RV Inventories Shrink
for Sixth Consecutive Month
By Thomas Walworth, Statistical Surveys/The Thrive Group
When the RV
Inventory Index is
below 100, there’s
an expansion of
dealer inventories.
When the index is
above 100, there’s
shrinkage. If the
industry sold a unit
at retail for every
unit delivered at
wholesale, the RV
Inventory Index
would be 100.
RVIA’s National RV
Trade Show continues
to be an important
venue for new product introductions.
A prime example is
Winnebago Industries Inc.’s
retro-styled Brave Class A
motorhome, which also is available
as the Itasca Tribute.
Winnebago’s Middlebury,
IN-based towables division
displayed product during Open
House Week in
Elkhart last
September, but the
company’s Forest
City, IA-based
motorhome operation
did not.
At Louisville,
unveiled the fullwall
slide 31C
floor plan and the
no-slide 26A floor plan.
Although both resemble the
front-end design of Winnebago
Class As from the late 1960s
and early 1970s, they include
the floor plan features of a
totally modern motorhome.
EverGreen Recreational
Vehicles, also based in
Middlebury, showed a production
model of its first
motorhome, the Imperial Class
B, at Louisville.
A prototype of the
Imperial, mounted on a
Mercedes-Benz Sprinter
chassis, was shown during
Open House Week. But since
then, EverGreen acquired
Skyline Corp.’s RV division
and, after deciding to
keep the workforce at
the former Skyline
RV plant in Bristol,
IN, EverGreen now is
building Imperial
Class Bs in the Bristol
The Sprinter chassis, used
by EverGreen for the Imperial,
features a V-6 Mercedes-Benz
3.0-liter common-rail, directinjection
turbo diesel engine,
and is wider than other Class B
and C motorhome chassis,
allowing for more storage
Also in the motorized
sector, Allied Recreation
Group, which acquired the
Monaco and
Rambler brands
in late 2013,
resurrected at
Louisville the
Trek brand A
which was built
by the nowdefunct
Coach Corp.
The original
Trek was built
by Oregonbased
Safari Motor Coach,
which was a unit of Monaco
before it went out of business
during the Great Recession.
The 2016
Trek features a
bed with a
standard queen
size mattress
that rises to the
ceiling, delivering
all the
benefits of a
Allied Trek
Manufacturers Debut New Mode
By Jeff Kurowski
smaller motorhome with the
living and storage space of a
much larger motorhome,
according to Monaco RV
President Mike Snell. Trek’s
cutting-edge designs include
four eye-catching exterior
designs to match their car,
trailer or other toys with their
Another eye-catching unit
at Louisville was Livin’ Lite’s
laminated fiberglass Ignite toy
hauler. The Ignite is the first
model built by the Thor
Industries Inc. subsidiary with
fiberglass sidewalls instead of
aluminum, said Mike Tribble,
national sales manager. It also
is the first Livin’ Lite toy hauler
with wood cabinet fronts, but
all of the Ignite’s framing is
aluminum, so it won’t rust or
rot, he said.
Venture RV
division of KZ
RV also
focused on the
light- to ultralight
of the towables
market with its
Sonic ultra-lightweight travel
trailers and SportTrek lightweight
travel trailers and toy
Sonic models can be pulled
by a minivan or SUV. Their
gross vehicle weight ratings
(GVWR) range from
4,000 to 5,400 pounds
and lengths of 21 to
27 feet, according to
the Thor subsidiary.
The Sonic’s onepiece
seamless fiberglass
roof prevents
potential leaks, and it includes
features such as a custom café
latte mosaic backsplash, Chef
Glass cooktop cover, and wood
plank linoleum.
The SportTrek is an
affordably priced series of
travel trailers and toy haulers
featuring the Under Shield
enclosed, heated underbelly
and the Comfort by Design
furniture package.
The Starcraft RV
subsidiary of Jayco Inc.
displayed its luxurious Travel
Star series of travel trailers and
fifth wheels at Louisville. continued on page 12
Livin’ Lite
Venture SportTrek
Venture Sonic
Venture Sonic
Available with a two-year warranty, the Travel Star
Galaxy comes with frameless windows, vacuumbonded
sidewalls, upgraded graphics, aluminum
rims, and a colored front cap. The interior includes
a seven-foot ceiling height and a 21-inch skylight
with LED lighting.
Canadian Class B motorhome specialist
Pleasure-Way Industries Ltd. showed its Plateau
XL at Louisville. Powered by a Mercedes-Benz
3.0-liter Blue Tec diesel engine, the Plateau XL
series features Ultra leather fabric, a 60- by 74-inch
Murphy bed, a 13-foot power
awning, custom-milled maple
cabinet doors, six-foot, eightinch
interior height and
Corian countertops and backsplash.
Meanwhile, Gulf Stream
Coach Corp. introduced at
Louisville its 41-foot
Innsbruck destination trailer.
It provides maximum space,
comfort, and convenience at
an affordable price.
The 406FLR
Innsbruck floor
plan includes a
35,000 BTU
furnace and was
designed to be
directly connected
to a campground
water line, hence
no fresh water
tank. n
Starcraft Travel Star
Pleasure-Way Plateau
Gulf Stream Innsbruck
Gulf Stream Innsbruck
continued from page 11
JANUARY 2015 13
TThe Society of Certified RV
Professionals announces the first group of
newly certified or recertified individuals
from dealerships participating in its
recognition program. Dealership participation
in the program allows the society
to publicize individuals’ certification
achievements on the national level.
A total of 75 individuals earned a
certification between Aug. 1-Dec. 10,
2014 through the Mike Molino RV
Learning Center or the RVDA-RVIA
RV Service Technician Certification
Program. Of those, 38 individuals are
participating in the recognition program –
35 technicians and three fixed-operations
professionals. (See chart for individuals’ names.)
“On behalf of the entire RV Industry, we
congratulate these professionals and their dealerships
for their outstanding commitment to
customer service and satisfaction,” said RVDA
President Phil Ingrassia. “They join an elite
group of certified personnel who have successfully
met the high standards of either the RV
industry’s technician certification program or the
Mike Molino RV Learning Center.”
To become certified, a technician must
complete the Certification Career ladder, a
comprehensive three-step testing process.
Standards were developed by a team of RV
industry technical experts under the supervision
of the Michigan-based National Occupational
Competency Testing Institute. Recertification
requires additional education and training every
five years.
The 22-year-old tech certification program
is administered by RVDA and RVIA under the
auspices of the RV Service Technician
Certification Governing Board. The program
tests, certifies, and recertifies techs in either a
traditional certification or five specialty areas:
appliance, body, chassis, electrical systems, and
plumbing. For more information, visit
Fixed-ops professionals can earn certification
as parts managers, parts specialists, service
writers/advisors, service managers, and warranty
administrators through the Mike Molino RV
Learning Center, which offers testing, certification,
and recertification. The center’s credentials
were developed by experts at The Ohio State
University’s Center for Education and Training
for Employment and a team of top-performing,
demographically diverse working professionals.
Suppliers, distributors, dealer-owners, and
manufacturers were also involved in developing
the programs. For information, visit
Launched at the 2014 RVDA
convention/expo, the Society of Certified RV
Professionals promotes and recognizes certification
among employees who work at RV dealerships.
Certified personnel benefit the RV industry
by improving the customer experience – certification
lets consumers know that the technician
working on their RV has superior diagnostics and
repair skills. Recertifying and maintaining certification
show an individual’s ongoing commitment
to staying current in an industry driven by
changing technology and high consumer expectations.
For more information, visit
http://tinyurl.com/SocietyofRVProfessionals. n
Society of Certified RV Professionals’
Recognition Program Announces First Group of
Newly Certified and Recertified Individuals
The Society of Certified
RV Professionals’
recognition program
will publish a quarterly
update of individuals at
dealerships who have
earned certification or
To participate, see
on page 16.
Master certified technician Tony Yerman of
Willoughby Hills, OH, grew up watching his
father and uncle – home remodelers by profession –
build RVs on the side. As a high school senior,
Yerman himself converted a small van into a camper.
By age 19, he had landed his first paying job in the
parts department of a Winnebago dealership, where
he learned about inventorying and ordering.
After working at several more dealerships, he
decided to open his own business, Western Reserve
Camper Specialties, which performed body repairs.
During that time, he wrote the first edition of his
popular textbook “The RV Damage Repair
Estimator.” He eventually branched out into RV
sales, taking on a Gulfstream franchise in 1999.
“Unfortunately, that didn’t last long, because by
2005 or 2006 you could start feeling the coming
recession,” Yerman recalls. “The RV industry felt it
long before the economy actually collapsed in 2008.
Customers were no longer qualifying for loans, and
more people were coming in with used units to sell
than to buy.”
So he sold his business in 2006 and joined
RVDA as its service consultant. Though he no
longer works in a dealership, he has maintained his
master technician certification for 11 years, and he
also has certification as a service writer/advisor,
service manager, and parts specialist.
Yerman originally set the goal of becoming
certified so he could be “the most professional and
knowledgeable person possible,” and he continues to
recertify “because it signifies I’ve kept updated and
am still the best person.” But he admits he originally
had a few qualms about his goal.
“I knew how to make the repairs, but to be
quizzed on what I did or how I did it – that was
JANUARY 2015 15
The Society of Certified RV Professionals recently honored five individuals who have maintained
their professional certifications for 10 years or more. The five received certificates and
congratulations from RVDA leaders before a standing-room-only audience at the society’s reception
during the RVDA convention in November. RV Executive Today starts a new series this month that
celebrates these individuals and explores their reasons – and rewards – for remaining certified.
Tony Yerman: Certification is “Like a Mental Toolbox”
By Mary Anne Shreve
RVDA Service Consultant and Master Certified RV Technician
Tony Yerman (left), and 2012 James B. Summers Award recipient
Butch Thomas at a recent RVDA convention
David Schmidt. . . . . . . . Master Technician
Ernie Sparks . . . . . . . . . Master Technician
David Nelson. . . . . . . . . Master Technician
Christopher E. Johnson Technician
Jeremy W. Troxell . . . . . Technician
Edward Muehlbauer. . . Technician
Mark Formanek . . . . . . Technician
Jeffrey Void . . . . . . . . . . Technician
Paul Hauser . . . . . . . . . Technician
Michael Phillips . . . . . . Master Technician
Norman Geary . . . . . . . Master Technician
Michael Cole . . . . . . . . . Master Technician
Jeffrey Young . . . . . . . . Master Technician
Willie Langdon . . . . . . . Master Technician
Christian Cosgrove. . . . Technician
Edgar Salgado-Juarez . Technician
Zane Goodwin . . . . . . . Technician
Stephen Rahe . . . . . . . . Technician
Michael Cantafio . . . . . Technician
James Baker . . . . . . . . . Technician
Shane Wagner . . . . . . . . Technician
Robert Stanley . . . . . . . Technician
Curtis Greene . . . . . . . . Technician
Bryan Byers . . . . . . . . . . Technician
Timothy Pittman. . . . . . Technician
Gregory Berndtson. . . . Technician
Daniel Hurley . . . . . . . . Technician
David Hegr . . . . . . . . . . Technician
Kevin Johns . . . . . . . . . . Technician
Robert Kelly . . . . . . . . . Technician
Charles Bradshaw. . . . . Technician
John Oster . . . . . . . . . . Technician
Adam Ratliff . . . . . . . . . Technician
Ryan Rossing. . . . . . . . . Technician
Jacob Ticer . . . . . . . . . . Technician
Todd Wilson . . . . . . . . . Service Writer/Advisor
Darlene Fontenot . . . . Service Manager
Anne Engelhardt . . . . . Warranty Administrator
continued on page 16
Want to give your certified team
members credit for their hard
work and achievement? Their
names can appear in the next
update. Just return this form by
email to info@rvda.org or fax to
(703) 359-0152. More information
about the Society of
Certified RV Professionals and
the recognition program is
available at http://tinyurl.com/
what scared me,” he says. “That fear
of failure causes some people to hold
back on doing something like this.
And most techs read out of necessity
– they read troubleshooting guides
and instruction manuals because they
have to. But to get certified requires
broader knowledge.”
The effort was well
worth it, he says.
“Certification allows you to
make more knowledgeable
decisions. It gives you so
much more to work with.
It’s like a mental toolbox.”
He found he could fix problems faster,
which made him more efficient and
earned him more money. And he
became a true repairer instead of a
parts replacer.
Not only that, but certification
affected how he interacted with
customers, OEMs, and suppliers.
“Other service advisors would watch
me talk to people and realize I had
something they didn’t. They could tell
I handled people differently because
I’d had that training.”
And customers notice that repairs
are done differently in a shop with
certified personnel, says Yerman. “The
communication between service
writers and technicians is better. You
do things in a more organized,
rational manner. It’s clear that the
service writer or technician knows
what they’re talking about when they
explain a repair to a customer, and
that gives the customer more confidence
in you.”
Yerman’s zest for knowledge also
rubbed off on his colleagues. When he
didn’t have an answer to a repair
problem, he’d hunt for information – a
much harder task in the pre-Internet
era. “Other techs would see the effort
I was putting into it and would want
to do the same,” says Yerman. “They’d
think, ‘Yeah, I guess there’s information
out there, but you have to go look
for it, like this guy’s doing.’”
As a repair shop owner, Yerman
pushed his own techs to become certified
and bought a satellite dish so they
could participate in the distance
learning network program offered by
the Florida RV Trade Association and
the RV Learning Center. They’d spend
an afternoon each week in the conference
room studying a different subject,
then apply what they’d learned to
actual RVs the following day in the
service bays.
One tech in particular dug in his
heels over getting certified, says
Yerman. “He said, ‘What are they
going to teach me that I don’t already
know? I’ve got the tools, I know how
to do it.’ But I couldn’t have him
doing repairs if he couldn’t
show that he knew things
like safety codes and manufacturer
specs.” The tech got
certified and, though he
never thanked Yerman for
pushing him, he did
acknowledge that “This worked out
pretty good.”
Being recognized at the convention
reception sponsored by the
Society of Certified RV Professionals
was a welcome and much appreciated
gesture, says Yerman. In a field where
some of the jobs are “kind of thankless,”
he says, “it was nice to get some
Technicians, even certified ones,
don’t usually get much praise at the
dealership. “It’s not like with the salespeople,”
says Yerman. “There are lots
of awards for top salesperson. They’re
always getting some sort of praise, and
the service department employees
don’t.” n
continued from page 15
With certification, he could fix problems
faster, which made him more efficient and
earned him more money. And he became a
true repairer instead of a parts replacer.
JANUARY 2015 17
When it’s time to hire a new
employee, do you simply dust
off an old job description, only
to find out – after you’ve hired
someone who wasn’t the right
fit – that the description is no
longer relevant?
The hiring process begins with the
job description, so spend the time
and effort to develop one that’s up to
date and relevant to your specific
A well-crafted job description
ensures that unqualified candidates
self-select out and draws in bettermatching
candidates. Having up-todate
descriptions on hand saves time
and money when you need to hire
someone quickly.
Getting started
One option for creating an effective
job description is to use an
outside service that provides job
analyses. The analyses typically involve
interviews with supervisors and high
performers to answer these questions:
• What daily tasks does the position
• What are the key skills required?
• How is success in the position
At Caliper, psychologists and
research and development team
members help you uncover the
answers. They use the information to
create relevant, comprehensive job
descriptions that will help you hire the
right people for the right job.
It’s important to revisit your job
descriptions often – at least annually.
With the world of work changing
rapidly, positions’ required skills also
change. By making sure you’ve specified
exactly what you need in the
description, you help set up new hires
for success.
RVDA endorsed provider Caliper
Corp. is a talent management company
that offers pre-employment assessments,
mentoring and onboarding programs,
leadership development, succession
management, and more. Contact Caliper
at (609) 524-1200 or email
info@calipercorp.com. n
How to Write Job Descriptions that Bring You the Right People
Edited by RVDA staff
Steel and aluminum do not mix,
and RV dealers and hitch manufacturers
need to prepare for that fact,
because Ford Motor Co. started
distributing its aluminum-bodied F-
150 pickups to its dealers last month.
The traditional 2015 F-150 has a
steel frame, so its coming to market
most likely won’t affect the
travel trailer market, because a
trailer hitch can be attached to
the steel frame. However,
most of the new F-150’s body
parts – including the rear
cargo box – are made of
aluminum, while fifth wheel
and goose neck hitches are, at
least for now, made from steel.
When aluminum and
steel come together, a reaction
called galvanic corrosion produces an
effect similar to rust over time. And
there’s even a small risk of fire if
aluminum dust comes in contact with
a spark.
As a result, a
buffering material
such as Teflon must
be used to separate
a steel hitch from
an aluminum cargo
box. A buffering
material is also
needed to separate
steel fasteners
holding the hitch in place to separate
them from the aluminum.
The 2015 F-150 isn’t expected to
be widely used for towing fifth wheels
because its shorter cargo box and
maximum towing capacity of 12,200
pounds means it can’t tow some of the
larger units on the market. A properly
equipped aluminum bodied F-150
could, for example, tow a 2015 Jayco
Jay Flight 38FDDS travel trailer, a
RV Dealers and Hitch Manufacturers – P
By Jeff Kurowski
Ford’s new aluminum
F-150 will require
some changes to the
materials used in
hitches. Livin’ Lite
Recreational Vehicles
is working with Ford
on a line of aluminum
truck campers, travel
trailers, toy haulers,
and fifth wheels.
40-foot, 8-inch travel trailer with a
10,950-pound gross vehicle weight
rating. But it couldn’t tow a 2015
Jayco Eagle 325 BHQS, a 37-foot, 9-
inch fifth wheel with a 13,750-pound
However, Thor Industries Inc.’s
Livin’ Lite Recreational Vehicles has a
licensing agreement with Ford to
produce a line of aluminum truck
campers, travel trailers, toy haulers, and
fifth wheels that will be sold through
Livin’ Lite dealers. As of mid-
December, Livin’ Lite was in the early
stages of working with Ford designers
to adopt design cues from the
aluminum bodied pickups into its RVs.
Meanwhile, auto and truck enthusiast
blogs and publications have speculated
for months that Ford will
unveil prototypes of aluminumbodied,
heavier duty F-250 and F-350
pickups as early as next summer.
General Motors also plans to shift to
an aluminum body for its Chevrolet
and GMC pickups, two other popular
RV tow vehicles.
Ford executives at the company’s
display at the National RV Trade
Show last month said they hadn’t been
given a timetable for introducing
aluminum bodies to Ford’s larger Fseries
pickups. (Ford didn’t display an
aluminum F-150 in Louisville;
instead, it featured its Transit Van,
Class A motorhome chassis, and
larger F-series pickup models.)
Ford is the first major tow vehicle
manufacturer to substitute lighterweight
aluminum for steel as part of
its effort to satisfy government fueleconomy
standards that are being
phased in by 2025. The aluminumbodied
F-150 weighs 700 pounds less
than the 2014 version and gets 26
mpg on the highway, a 13 percent
improvement over the 2014 model.
Automakers must achieve a fleet
average of 34.1 mpg by 2016 and 54.5
mpg by 2025.
Ford has enough capacity at its
Dearborn, MI, and Kansas City-area
assembly plants to build 700,000
aluminum-bodied F-150s annually,
but only time will tell how the truckbuying
public reacts. Some consumers
are skeptical about whether aluminum
is sturdy enough to use with a
work/tow vehicle, and others may be
put off by the higher price. The topof-
the-line Platinum SuperCrew
version of the 2015 F-150 is expected
to cost around $52,155, or about
$3,055 more than the comparable
2014 model. n
Prepare for Aluminum Pickups
Are your employees reflecting
the culture of your company…
or are they deflecting it?
Does your company even have a
clearly defined culture and a method
for instilling that culture throughout
your operations? Do your customers
know what they can expect from you
and your employees on a daily basis?
Customers have choice
Make no mistake: today’s
customers are very discerning. They
know they have choices and don’t
hesitate to exercise their freedom.
Businesses that were slow to realize
this are now gone, for the most part.
So please congratulate yourself for
having been good enough to make it
through the Great Recession.
But also know that what
enabled today’s success doesn’t guarantee
tomorrow’s success. There’s no
room for complacency. Tomorrow
will always bring a new set of challenges
that require the best from
every member of your organization.
Are you measuring
customer satisfaction?
Are you giving your employees
what they need to deliver the kind
of customer service the dealership
must offer in order to survive? Do
you have a clear-cut idea of what A+
service should look like? The
concept of excellence comes from
the top down and can’t be left to
chance. Just ‘expecting’ that
employees will do their best isn’t
adequate. You need procedures.
Track, measure, manage – this is the
mantra for excellent performance.
Customer satisfaction index
ratings have been in vogue for more
than two decades, with both good
and bad results. A dealership’s CSI
rating can be misleading if it isn’t
accomplished by having a carefully
thought-out company culture in
place. CSI ratings garnered through
leading questions and pressure tactics
might earn you a plaque from your
higher-ups, but they do nothing to
assure your company’s future.
A culture of service
A clear-cut culture statement
must be at the core of all your operations,
and all employees need to
understand the process, buy into the
culture, and be given ongoing
feedback on how they’re
performing. Again, simply expecting
things to work out instead of monitoring
them is foolhardy.
Tracking and measuring are the
first two parts of the mantra; daily
managing is what produces longterm,
consistently excellent results.
Do you believe that attaining a
CSI rating of 100 percent is a
pipedream? Actually, excellence is
only elusive if it’s left to chance. The
dream becomes reality through a
culture, a plan, and daily diligence.
Create a culture that’s as clear and
transparent as a lake, and institute
processes that help employees carry
out those cultural values whether
the lake is still or tumultuous.
Fran Olsen, a charter executive in
charge of corporate development with
Customer Service Intelligence (CSI),
focuses on the customer-centric aspect of
sales. CSI is RVDA’s endorsed provider
of the Lead Qualifier Program, a
consumer contact program designed to
help increase sales. She can be contacted
at folsen@tellcsi.com or at 800-
Don’t Expect Your Employees to be Excellent
By Fran Olsen
Quality Circle Award Recipients
Honored at Louisville
Towables manufacturers/brands
Forest River (Rockwood Travel Trailers &
Fifth Wheels/Rockwood Roo Expandables)
Grand Design (Momentum, Reflection,
Gulf Stream (Innsbruck/Amerilite/
Heartland (Big Country/Elkridge, Big Horn/
Silverado, Cyclone/Road Warrior/Torque,
North Trail/Wilderness, Prowler/Resort,
Sundance/Gateway, Trail Runner/Fairfield)
Jayco (Camping Trailers, Eagle, Jay Feather,
Jay Flight, White Hawk)
Keystone (Bullet/Premier, Cougar/X-lite,
Hideout/Energy/Retreat, Montana/Big Sky/
High Country/Mountaineer, Outback/
Terrain, Passport/Elite, Raptor/Carbon,
Springdale/Summerland/Residence, Sprinter)
KZ (Sportsmen/Sportsmen Classic,
Spree/Spree Escape/Spree Connect)
Open Range
Prime Time (Avenger, Crusader/Sanibel,
LaCrosse/Tracer, Spartan)
Motorized manufacturers/brands
Jayco/Entegra Coach
Leisure Travel Vans/Triple E
Tiffin Motor Homes
Winnebago/Itasca/Winnebago Touring
In addition, Lance Camper Manufacturing
Corp. and Newmar Corp. received honorable
mention awards.
Fifteen manufacturers received RVDA’s Quality Circle Award during a reception prior
to the National RV Trade Show in Louisville. RVDA recognized the following companies
for their high scores on the association’s annual DSI survey:

Total Go RVing Consumer
Impressions Top 4 Billion in 2014
Edited by RVDA staff
Total Go RVing impressions
topped 4 billion in 2014, the
highest level in the history of the
industry’s advertising and
marketing communications
program, according to statistics
shared during the annual
Outlook Breakfast at the
National RV Trade Show last
Digital drives
Digital advertising
is an important driver
of impressions, and
Go RVing launched
an all-new mobile
and tablet optimization
that helped increase user sessions
18 percent over the previous year.
Go RVing digital page views
were up 20 percent in 2014, and
there was a 13 percent increase in
the average time spent on the
GoRVing.com site, which illustrates
strong consumer engagement.
An increasing number of
consumers explore
via mobile
devices and
tablets. In 2013,
76 percent of the
visitors to the
website arrived via
computers. Just one
year later, that number
had dropped to 56
percent. Now, tablets make
up 26 percent and mobile
devices a full 18 percent of
traffic to Go RVing.
Go RVing’s 2014
outreach also generated
leads for dealers.
Consumers who completed
the lead form identified
themselves as:
• 35% RV buyers
• 41% rental prospects
• 24% experienced RV
owners (current or past)
Of total leads:
• 63% come from digital ad
• 28% from television
• 8% from print sources n
Go RVing Co-chairman Tom Stinnett
addresses the industry at the
Outlook breakfast during RVIA’s
National RV Trade Show.
What’s ahead in 2015?
In 2014, Go RVing spent
$13.2 million dollars on
advertising and partnerships
to help drive the industry
forward. Based on the latest
projections, Go RVing’s
media buy this year will top
$15 million – the highest
level since 2007.
In early 2015, the
program will launch a
content-heavy microsite that
will complement
GoRVing.com. The new
microsite will feature RV
videos, pictures, and real
RVers talking about why they
love the RV lifestyle.
RVDA sent information
on the 2015 Go RVing
Dealer Program to dealers in
mid-December. To sign up,
see page 23.
Name: ______________________________________________________________________
Company: __________________________________________________________________
Address: ____________________________________________________________________
City: __________________________________________State: _____ Zip:____________
Phone: ___________________________________ Fax:______________________________
Email: ______________________________________________________________________
Dealer website: ____________________________________________________________
Fax to (703) 359-0152, or mail to RVDA, 3930 University Dr., Fairfax, VA,
22030. For more information, visit www.rvda.org or send an email to
Please enroll _____ dealership(s) at $250 each.
Make checks payable to RVDA. qCheck here for leads delivered by U.S. mail.
Credit card (circle): VISA MC DISCOVER AMEX
Credit card #: ___________________________________________ Exp. date: ________
Cardholder: ________________________________________Security code: ________
Signature: __________________________________________________________________
Get on board with Go RVing! Return this form TODAY!
Good Sam Enterprises
2575 Vista Del Mar Dr
Ventura, CA
P: (805) 667-4100
Toll Free: (800) 765-1912
F: (805) 667-4419
Good Sam Enterprises
3431 S 257th Street
Kent, WA
P: (847) 229-6756
Toll Free: (800) 765-1912
F: (270) 495-6278
Hearst Business Media
8335 Cherry Lane
Laurel, MD
P: (770) 533-5332
F: (301) 317-8330
Horsepower 360
2940 Hebron Park Drive,
Hebron, KY
P: (859) 309-4434
F: (859) 309-4420
IHS Automotive
26533 Evergreen Rd
Ste 900
Southfield, MI
P: (800) 464-7655
Toll Free: (800) 464-7655
F: (248) 809-4092
Key Connections, LLC
9650 Loblolly Pine Circle
Orlando, FL
P: (727) 967-2867
609 E Cook Rd
Ft. Wayne, IN
P: (260) 497-0111
F: (260) 497-0007
Level 5 Advertising
13825 Sunrise Valley Drive,
Suite 150
Herndon, VA
P: (888) 602-4581
F: (703) 894-3324
Outpost RV Direct Mail
3221 Tyrone Boulevard N
St Petersburg, FL
P: (727) 347-6720
Toll Free: (800) 456-9222
F: (727) 344-0327
RH Power &
Associates Inc.
9621 Fourth Street NW
Albuquerque, NM
P: (505) 761-3150
Toll Free: (800) 552-1993
F: (505) 761-3153
RV PRO Magazine
2800 W Midway Blvd
Broomfield, CO
P: (303) 469-0424 Ext. 239
Toll Free: (800) 669-0424
F: (303) 469-5730
RV Trader
150 Granby St
Norfolk, VA
P: (877) 354-4068
Toll Free: (877) 354-4068
F: (866) 443-1800
RVM Promotions
PO Box 100486
Fort Worth, TX
P: (386) 547-8013
F: (817) 420-9144
RVT.com Classifieds
P: (778) 424-5091
Toll Free: (800) 677-4484
F: (778) 484-5096
726 Cherry Street, Suite
Sumas, WA
1102-1329 Ellis St
Kelowna, BC
Statistical Surveys Inc.
1693 Sutherland Dr
Grand Rapids, MI
P: (616) 281-9898
Toll Free:
F: (616) 281-1876
SureVista Solutions
241 E. Saginaw
East Lansing, MI
P: (800) 990-7202
Toll Free: (800) 990-7202
F: (517) 336-4454
Advertising Inc.
600 Six Flags Drive
Suite 226
Arlington, TX
P: (817) 633-3183
Toll Free: (800) 678-7822
F: (817) 633-3186
Associate members that provide advertising, marketing,
promotions, and trade journal services.
RVDA’s Hepp and Richardson Renew Certified
Association Executive (CAE) Designation
RVDA Vice President for
Administration Ronnie Hepp and
Director of Legal and Regulatory
Affairs Brett Richardson have earned
renewal of their Certified Association
Executive (CAE) designation from the
American Society of Association
Executives (ASAE).
Among association professionals,
CAE is an indication of demonstrated skill in leadership
and expertise in association management. To earn
and maintain the CAE credential, an applicant must
have a minimum of three years’ experience in nonprofit
organization management, participate
in continuing education, pass a stringent
examination in association
management, and pledge to uphold a
code of ethics.
ASAE is the leading authority in
association management and the
professional society for those who
work in the association industry.
RVDA is the national association representing RV
retailers. The association’s members include RV dealers,
RV rental operators, and RV aftermarket sales and
service locations. n
Ronnie Hepp Brett Richardson

Certified Green RV Program
TRA Certification Inc.
Phone: (800) 398-9282 Fax: (574)
TRA, the leading third-party green
certification company, through its
“Certified Green RV Program,”
measures, evaluates, and certifies
RV manufacturers and verifies
vendors for energy efficiency and
environmental friendliness. This
program empowers dealers to
guide environmentally-conscious
consumers in making betterinformed
decisions about their RV
purchases, leading to increased
customer satisfaction.
Credit Card Processing
Bank of America Merchant
(678) 784-0567
Bank of America Merchant
Services offers RVDA members an
annual savings averaging 10-to-15
percent on each Visa and
MasterCard swipe transaction.
Advanced equipment provides fast
authorization, around-the-clock
support, and improved funds
availability for those with a depository
relationship with the bank.
Disability Income Insurance/
Paycheck Protection Benefits
American Fidelity
Assurance Company
Ted Brehoney
(800) 654-8489, Ext. 6530
Dealerships can provide disability
insurance to provide security for a
portion of an employee’s paycheck
in the event they are unable to
work due to a covered accident or
Emergency Roadside and
Technical Assistance
(800) 863-6740
Coach-Net provides emergency
roadside and technical assistance
solutions to RV dealers throughout
the U.S. and Canada and for many
RV and chassis manufacturers, RV
clubs, and customer membership
groups. Coach-Net provides dedicated
service using over 150
employees with advanced communications
technology tools
combined with an extensive
database of more than 40,000
service providers. The company
employs trained Customer Service
Agents and RVDA-RVIA/ASE
Master Certified Technical Service
Employee Testing
Caliper Corp.
Ralph Mannheimer
(609) 524-1214
For nearly a half-century, Caliper
has consulted with over 25,000
companies on improving every
aspect of their workforce – from
hiring and selection to employee
development and succession
management. Starting with
accurate, objective insights our
consultants gain from our timetested
personality assessment, the
Caliper Profile, we are able to help
our clients reduce the high cost of
turnover, help first-time managers
excel and create solutions that are
tailored, practical and adaptable.
Whether you are looking to hire
top performers, develop talent,
build teams or transform your
organization, we can help.
Extended Service Agreements
XtraRide RV Service
Agreement Program
(800) 950-6060, Ext. 5738
The XtraRide RV Service
Agreement Program is offered
through the Asset Protection
Division of Protective Life
Insurance Company. The program
has been exclusively endorsed by
RVDA since 1992. The XtraRide
programs and F&I solutions bring
dealers increased profit opportunities
while providing quality protection
for their customers. Protective
is dedicated to providing the RV
industry with superior products
and services given its ability to
underwrite, administer, and
market its own programs.
Health Insurance
Mass Marketing Insurance
Consultants Inc. (MMIC)
(800) 349-1039
MMIC contracts nationally with a
number of health insurance
companies to provide a wide
variety of benefits. MMIC creates a
customized insurance program
best suited for individual dealerships.
Coverage is available to individual
members and those firms
with two or more employees. With
group coverage, all active full-time
employees are eligible. Spouse and
dependent children under age 19
(23 if full-time student) are also
eligible. The cost of the coverage
for the RVDA program may be
paid in whole by the employer or
shared with the employees.
However, the employer’s contribution
must be at least 50% of the
total cost.
Hiring Tools
Employment Network-
A Careerco Company
(718) 307-6258
The Employment Network is a
network of pay-for-performance
job sites. Its flagship site,
FindTheRightJob.com, reaches
more than 5 million job seekers
monthly. Employers can drastically
reduce their cost-per-hire by using
The Employment Network’s
FindtheRightJob.com portal and
other sites. Employers set the job
requirements and only pay for
candidates that meet them.
Lead Qualifier Program
Customer Service
Intelligence Inc. (CSI)
(800) 835-5274
The Scene: High Inventory-Low
Sales. The Need: More Sales-New
methods to meet circumstances.
The Solution: CSI’s Lead Qualifier
Program. How it Works: Your sales
leads are sent to CSI immediately
following initial contact with your
sales staff, either in the showroom
or by phone, website contact, Go
RVing leads, and anywhere else
you might acquire leads. CSI then
makes a personal phone call to
each lead, captivating their attention
before your competitor does
and establishing impressive
rapport! We will uncover the
prospect’s initial impression of your
dealership and staff; fully qualify
the lead including exact needs and
time frame for purchase; and
provide you with their Deal Maker!
Pre-owned RV Appraisal
N.A.D.A. Appraisal Guides
& NADAguides.com
(800) 966-6232, Ext. 235
The N.A.D.A. RV Appraisal Guide
is an essential tool for dealers
needing to determine the average
market value for used RVs. A new
online program, RV Connect, is
also available that provides
updated RV values, creates custom
window stickers for both newer
and older RVs, and more. These
products are all available at the
RVDA “members only” rate.
Propane and Propane Supplies
Suburban Propane
(800) 643-7137
Suburban Propane offers discounts
to RVDA members on propane
along with attractive and safe
equipment for refilling most any
propane cylinder, 24-hour service,
on-site “Train the Trainer” instruction
for dealership personnel,
signage, and a periodic review of
filling stations by safety experts.
RVDA/Spader 20 Groups
Spader Business
(800) 772-3377
RVDA/Spader 20 Groups managed
by Spader Business Management
help dealers improve their
management skills, recognize
market trends, and solve problems.
The groups include non-competing
dealers who share experiences to
develop best practices.
Shipping Discounts
PartnerShip, LLC
(800) 599-2902
The RVDA Discount Shipping
Program, managed by PartnerShip,
provides RVDA members with
substantial shipping discounts.
RVDA members who enroll in the
free program will save on small
package shipments with FedEx and
less-than-truckload (LTL) freight
shipments with UPS Freight and
Con-way Freight. Visit our website
for more information and to enroll.
Software & Consulting Services
(303) 228-2383
KPA provides consulting services
and software to more than 5,100
automotive, truck, and equipment
dealerships. Its Environmental
Health & Safety product line
provides on-site, on-call, and online
services. Its Human Resource
Management software, a total HR
solution designed in collaboration
with leading labor and employment
attorneys, ensures your
business is in complete compliance
with state and federal regulations.
Users have access to on-demand
advice from attorneys with
expertise in the RV industry.
RVDA Endorsed Products
Visit www.rvcareers.org
RV dealers can access resumes and
post job openings through a
partnership with Boxwood
Technology at www.rvcareers.org.
JANUARY 2015 27
The DLN offers your dealership:
• Onsite training
• Group training
• No travel time or expenses
• Self-determined pace
• One fixed price of $995 for the
subscription term
The Florida RV Trade Association
and RVDA’s Mike Molino RV
Learning Center partner to provide
distance learning opportunities to RV
dealers and their employees. The Distance
Learning Network is $995 per year for each dealership
location. Over 50 sessions available, 24 hours a
day, seven days a week, with full access to training
through July 31, 2015.
The DLN offers online training for:
• RV Technicians – The certification prep course helps
technicians get ready for the certification exam.
Your subscription includes unlimited access to more
than 50 training sessions, reviews, and test preparation
sections. Also included are manufacturer- and
supplier-specific advanced repair and troubleshooting
classes designed to upgrade
technicians’ skills. Completion of these
classes qualifies for recertification
hours. Classes are available 24/7
throughout the program year,
providing maximum flexibility.
• Service Writers/Advisors – This
three-hour program is valuable for both
new staff and experienced personnel
preparing for the RV Learning Center’s Service
Writer/Advisor certification.
• Greeters/Receptionists – This 50-minute session is
suitable for all employees who need customer
service skills. It includes a final exam and certificate
of completion.
• Dealers/GMs – This program features important
topics for management, including lemon laws, LP
gas licensing issues, and the federal Red Flags Rule.
Company Name: ______________________________________________________________________________________________
Address: ____________________________________________ City: ________________________ State: ______ Zip: ____________
Phone: ______________________________________________ Fax: __________________________________________________
Mentor Name: __________________________________________________________ Phone: ______________________________
E-mail (at dealership): ____________________________________________________ Fax: ________________________________
**High speed Internet access required. RVIA service textbooks not included**
_____ location(s) at $995 each = payment due: $______________ (select payment method below)
PAYMENT METHOD Note: prices are subject to change without notice. Complete lower section and mail or fax to:
Florida RV Trade Association, 10510 Gibsonton Drive, Riverview, FL 33578, (813) 741-0488, Fax: (813) 741-0688
Name on Credit Card: __________________________________________ Card Number: ____________________________________
Security Code: _________ Expires: __________ Card Billing Address:______________________________________________________
Card Holder Signature: __________________________________________________________________________________________
For more information, call (386) 754-4285 or go to https://www.fgc.edu/academics/occupational-programs/rv-institute/
The Mike Molino
JANUARY 2015 29
JANUARY 2015 31
American Guardian Warranty
(800) 579-2233 . . . . . . . . . . . . . . . . . . . . . 2
Diversified Insurance Management Inc.
(800) 332-4264 . . . . . . . . . . . . . . . . . . . . . 3
MBA Insurance Inc.
(800) 622-2201 . . . . . . . . . . . . . . . . . . . . . 4
(888) 258-1901 . . . . . . . . . . . . . . back cover
RV Business
www.rvbusiness.com . . . . . . . . . . . . . . . . 21
(800) 282-2183 . . . . . . . . . . . . . . . . . . . . 17
Sobel University
(253) 565-2577 . . . . . . . . . . . . . . . . . . . . 12
(800) 772-3377 . . . . . . . . . . . . . . . . . 18-19
www.truma-aquago.com . . . . . . . . . . . . . 13
Prep Course
FRVTA’s Distance
Learning Network -
Training for Every
Position at Your
Service Writer/
Don’t see your
events listed? Visit
to upload your events to the
RVDA Welcomes
Our Newest Members
Beaumont RV
Beaumont, CA
Bowlus, LLC
Henderson, NV
Dave Arbogast
Troy, OH
Link RV Center
Rice Lake, WI
Ventura RV Connection
Ventura, CA
11/1/14 - 11/30/14