Meet Wayne Chevis: Trust first, sale second

Most salespeople talk. Wayne Chevis listens.

As Assistant National Sales Manager for MDC Campers and Caravans (MDC), Wayne has built his reputation on steering customers toward the right product – even when that means a smaller sale.

That philosophy earned him the 2026 Ultimate Business Systems – RV Salesperson of the Year Award, presented at the Caravan Industry National Conference Gala Dinner in May. In this interview, he explains what it takes to earn trust in a market of increasingly educated and discerning customers

Congratulations on winning the 2026 Ultimate Business Systems – RV Salesperson of the Year Award. What does it mean to you?

Wayne Chevis (WC): I can honestly say it means the world to me. To be recognised as a standout among such a talented group of peers in a large and competitive industry is a tremendous honour. It’s also particularly special because it’s something I set my mind to from the moment the award was introduced in 2025.

My career journey has taken me through a variety of industries and roles – from serving in the Australian Defence Force to working as a chef to warehousing, logistics and leading teams of all sizes. Across every role, I’ve always challenged myself to be the best I can be and to lead people in the way I would have wanted to be led.

This award is a reflection not only of my own efforts but also of the incredible teams, mentors and colleagues who have supported me along the way. I’m proud of what we’ve achieved together, and I’m excited about what the future holds for both our business and our industry.

In your acceptance speech you spoke passionately about the resilience of the industry. For those who weren’t in the room, what was the message?

WC: We’ve seen an increase in companies leaving the market over recent years, and that puts pressure on everyone involved – from manufacturers and suppliers through to sales teams. Most importantly, it impacts the end user. When consumers see businesses struggling or closing their doors, it can create uncertainty and erode confidence that those businesses will be around for the long term.

At the same time, it’s been a testament to the resilience of our industry. The businesses that have weathered the storm have adapted, remained focused on their customers and emerged stronger as a result. Many of those companies have now stepped into industry leadership positions, helping to drive innovation, confidence and growth across the sector. It’s a reminder that while challenges can test us, they can also strengthen us and create opportunities for those willing to evolve and persevere.

You’re MDC’s Assistant National Sales Manager. How did you get here and how have you evolved as a salesperson along the way?

WC: Since joining MDC in January 2020, I’ve built my experience across a few different areas of the business – customer experience, product knowledge dealership operations. Working with MDC Campers and Caravans, I’ve developed a solid understanding of the full range, from entry-level campers through to more advanced off-road touring vans.

I’ve also been involved in internal training through things like the MDC Training Database, which keeps staff consistent and confident on product detail. This has strengthened my ability to communicate technical information in a clear and practical way.

A big part of my role has been helping customers find the right setup for how they actually travel. That takes more than knowing the product – you need to understand how these vans perform in real conditions, from towing to setup and durability in the bush.

On that note, no two customers are the same. How do you work out what someone actually needs?

WC: Correct, there’s no one-size-fits-all. Before I recommend anything, I ask questions – travel style, towing capacity, budget, where they’re heading, who’s coming along. From there I can narrow things down to what genuinely suits them rather than just showing them everything on the lot.

A young couple chasing weekend off-grid trips needs something compact, easy to tow and quick to set up. A family on extended tours needs space – bunk layouts, water capacity, a solar setup that handles longer stays. An experienced traveller looking to upgrade wants to talk build quality, suspension and advanced features. They already know what hasn’t worked for them.

The goal is always the same – listen first, then match the right RV to their lifestyle so they feel genuinely confident in the decision.

Interesting. Do you see that customer-first mindset becoming the norm across the industry – and if so, what does it tell us about the Australian RV market more broadly?

WC: The post-COVID boom has settled and the market is maturing. That’s not a bad thing. Customers are more cautious now – cost-of-living pressures mean they’re doing more research and expecting more value for their money. That raises the bar for everyone.

Consolidation is already happening. Dealerships that align with reliable suppliers and hold themselves to high standards will be well placed.

On the product side, demand for better solar setups, lighter materials and stronger off-grid capability is growing, and sustainability is becoming a bigger factor in both design and buying decisions.

The role of the salesperson is changing. It’s less about selling a van and more about guidance, education and long-term support.

The dealers who thrive won’t be the ones who move the most units – they’ll be the ones customers trust enough to come back to, and to recommend to others.

You’ve completed the Caravan Industry Salesperson Accreditation Program. Why was becoming accredited important to you and how does it show up in your day-to-day work?

WC: Becoming accredited was important to me because I believe that professionalism and knowledge are critical in building trust with customers. Purchasing a caravan or RV is a significant investment for most people, and I wanted to ensure I had the industry knowledge and expertise to provide the best possible advice and guidance throughout that journey.

The Caravan Industry Salesperson Accreditation Program gave me a deeper understanding of the products, regulations, industry standards and customer expectations that shape our industry. It reinforced the importance of not just selling a product but helping customers make informed decisions that suit their lifestyle and needs.

All of our sales team at MDC and a number of senior management are part of the Salesperson Accreditation Program and it is part of our company-wide vision for continuous improvement and development. Being an annual accreditation, it means our team gets a refresher every 12 months and stays up to date with industry changes.

In my day-to-day work, that accreditation shows up in the confidence I can give customers. Whether it’s explaining product features, discussing compliance requirements, answering technical questions or helping a family find the right caravan for their adventures, I can draw on that knowledge to provide accurate information and a higher level of service. Ultimately, it helps me deliver a better customer experience, build long-term relationships based on trust and credibility and ensure every customer feels supported throughout their buying journey.