RV Business Magazine, Jan/Feb 2010

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Best of Show: Tiffin’s 28-foot Allegro Breeze Diesel Pusher

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002-RVB01 PG CV2 HICKORY S

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PO Box 1667 F Ft. Smitth, AR 72901 800.643.2102 JSI Corporation Elkhart, IN 574.262.2399 www. w jsirvproducts.com www.hickor w ysprings.com Hickory Springs, go to www.rvbusiness.com/info

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003-RVB100102 Table of Con

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48 VOL. 61, NO. 1, JANUARY/FEBRUARY 2010

DEPARTMENTS 6 State of the Art 14 In Brief 65 Public Domain 66 Ad Index 69 Supply Side 72 Classifieds

40 TOP OF THE NEWS 11 Attendees at ‘Outlook 2010’ Breakfast Hear Uplifting Message 11 Friends, Family, Peers Honor Thor’s Wade Thompson at Service 12 RPTIA Board Votes to End Reunification Discussions With RVIA 12 Keystone Purchases Fleetwood’s 21-Acre Oregon Trailer Facility 21 Winnebago Cites Higher Revenue, More Orders in ’10 Q1 Report 22 Thor Quadruples Q1 Net Income, Stock Increases 115% in 2009 22 Jayco Inc. Announces Changes to Senior Management Team 22 Dealer Buddy Gregg Remembered as Innovator, Industry Leader 26 ‘Green” Certification Continues to Gain Popularity in RV Industry NEWS IN FOCUS 27 ARVC Welcomes 600 Park Operators at InSites Convention/Expo 23 KOA Celebrates Near-Record 2009 Camping Season at Confab FEATURES 34 RVB’s ’09 Newsmaker of the Year: The RV Industry’s Resurgence 70 European OEMs Debut Smaller, Lighter Rigs at Dusseldorf Show COVER STORY 38 RV Manufacturers Report Surge in Orders at Louisville RV Show 40 Innovative Products Highlight Smaller-But-Impressive Trade Show 42 New Chassis Designs Help Fuel Move to Smaller Class A Coaches 44 Tiffin’s 28-Foot Allegro Breeze Diesel Chosen RVB’s ‘Best of Show’ SPECIAL SECTION 48 RVBusiness Top 50 Dealer Awards Honor Nation’s Best RV Retailers

THIS PAGE: Fleetwood RV Co. President and COO John Draheim introduces the company’s new 28-foot Encounter Class A at Louisville (page 40). Mike Huckabee signs a copy of his book during the RVBusiness Top 50 Dealer Awards. An overview of the program, stories on all 50 winning dealers and our Leadership Alliance members begins on page 48. COVER: Rarely do we get the opportunity to highlight three distinct but important topics with a single photograph — but this month’s cover accomplishes exactly that. Photographed at the 47th Annual National RV Trade Show (#1) — an event which produced suprisingly strong orders and lent further credence to the resurgence of the RV industry (#2) — Tiffin’s new Allegro Bay epitomizes the trend towards smaller, more fuel-efficient coaches and was worthy of ‘Best of Show’ status (#3). Photo by Shawn Spence. RV Business (USPS 920-340) is copyrighted 2010 by TL Enterprises Inc. in the United States, Canada, Great Britain and other countries. Publication Sales Agreement No. 1938495 Canadian return address: Affinity Group Inc., 2575 Vista Del Mar, Ventura, CA 93001. All rights reserved. Permission to reprint or quote excerpts granted only upon written request. Periodicals postage paid at Ventura, Calif. 93001, and additional mailing offices. POSTMASTER: Send address changes to RV Business, PO Box 5858, Harlan, IA 51593-1358. CUSTOMER SERVICE: Call (866) 238-3237 or email rvbcustserv@cdsfulfillment.com. SUBSCRIPTION RATES: U.S. and Canada, $79 a year; $149 for two years. Foreign subscriptions, $129 a year. Single copies are $11.95. Advertising rates are provided on request. RV Business is published by TL Enterprises Inc., 2575 Vista Del Mar Dr., Ventura, Calif. 93001, which also publishes Trailer Life, MotorHome, Rider, Trailer Life’s Campground/RV Park & Services Directory and Highways for the Good Sam Club. TL’s Book Division currently has 11 books in print.

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004-RVB01 PG 4-5 DAIMLER

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006-RVB100102 State of the

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S H E R M A N

G O L D E N B E R G

STAFF Sherman Goldenberg Bruce Hampson ART DIRECTOR Mirante Almazan SENIOR EDITOR Bob Ashley MIDWEST EDITOR Steve Bibler EDITOR AT LARGE Jeff Crider PHOTOGRAPHY DIRECTOR Shawn Spence CONTRIBUTING TECHNICAL EDITOR Chris Hemer PRODUCTION DIRECTOR Bob Dawson VP/RV TRADE PUBLICATIONS

S T A T E

O F

T H E

A R T

EDITOR

Pondering Some Lessons Learned From The Great Recession of 2009

SENIOR ADVERTISING

Brenda Hutchinson Gerald Vandiver IMAGE EDITOR Robert Peterson ASSISTANT CIRCULATION DIRECTOR Jill Anderson FULFILLMENT MANAGER Denise Vigstol PRODUCTION MANAGER

PREPRESS SPECIALIST

h, yes, the recession. We’ll remember it well, won’t we? I thought about it a bunch over the holidays — about how the global recession has inevitably changed the lives of many Americans — particularly those involved in northern Indiana’s marine, manufactured housing and RV sectors during The Great Recession of 2008-2009. Heck, yes, we’ll remember it well, as we endeavor to put it all behind us in 2010 and begin to enjoy a sweeping and genuine upswing we describe in detail in our feature in this issue on the 2009 RV Business Newsmaker of the Year: “The RV Industry’s Resurgence.” So, given the fact that we can all agree that the industry’s general recovery is real, you have to ask yourself if there’s any sage advice we can garner from all the dislocation and general financial mayhem of the last two years? Maybe there is. I, for one, can think of at least three things that have prompted me recently to slow down and revise my approach to the business world and maybe life in general. The first was a story told in early October at the RV Business Top 50 Dealer Awards dinner by former Arkansas Gov. Mike Huckabee, who spun a yarn about the lessons of a bobsled rider: “As soon as you see the first curve, steer for it right then because by the time you’re thinking about it, you’ll be in it,” he told the diners at the Rio. “If you think you’ve made a mistake, forget about it because there’s not a thing you can do about any of the ice behind you. What’s behind you can’t hurt you. The best thing to do is ride that curve out.” While I realize that this is a bit esoteric, the more I think about it, the more it makes sense to me — especially in the business world. The second piece of advice came in a front-page article in The Wall Street Journal about how Americans have transitioned from a society infatuated with affluence to one full of penny pinchers. “The economy appears to have begun recovering after the worst recession in half a century,” says the WSJ. J “But businesses ranging from shoemakers to financial services to luxury hotels don’t expect American consumers to return to their spendthrift ways any time soon. They see consumers emerging from the punishing downturn with a new mindset: careful, practical, more socially conscious and embarrassed by flashy shows of wealth.” We can work with that. Just as intriguing are the comments of RVIA forecaster Richard Curtin, director of the University of Michigan Consumer Survey Research Center, in his latest Roadsigns forecast. One lesson derived from the recession, he maintains, is that consumers are truly attached to the RV lifestyle. Another is that consumer tastes are quickly changing. “Almost every other aspect of the industry will undergo change, from the type of RV that consumers will demand, the range of options and features, service and maintenance, and destination and camping facilities,” he said. “There are substantial long-term rewards that can be reaped by forward-looking companies, or even new entrants, by abandoning outdated paradigms and focusing on meeting the needs of the 21st-century RV consumer. The extent of the financial crisis has accelerated what would have been a slowly evolving process of change. More importantly, the crisis has accelerated the upside potential for profits and market shares for innovative companies.” Δ

A

TL ENTERPRISES INC. Stephen Adams Michael Schneider SENIOR VP/CFO Tom Wolfe CHAIRMAN

PRESIDENT & CEO

SENIOR VP/GROUP PUBLISHER/ RV CONSUMER & TRADE PUBLICATIONS VP/CONTROLLER

Bob Livingston

Dale Hendrix

VP/EXECUTIVE DIRECTOR OF GOOD SAM CLUB

Susan Bray Joe Daquino

VP/TL DATABASE PUBLISHING SENIOR DIRECTOR OF

CLUB & PUBLICATIONS MARKETING CHAIRMAN & PUBLISHER EMERITUS

Ken Hurd Art Rouse

EDITORIAL /BUSINESS OFFICE 2575 Vista Del Mar Drive, Ventura, CA 93001 (805) 667-4100; Fax: (805) 667-4484; rvb@tl.com ADVERTISING Terry Thompson Sue Seidlitz (Mgr.), Angela Pezzullo BUSINESS MANAGER Denielle Sternburg VP/RV ADVERTISING SALES CLASSIFIED

ADVERTISING SALES

P.O. Box 8510, Ventura, CA 93002-9912 (805)667-4100; Fax: (805) 667-4379 Elkhart, Indiana MIDWEST SALES DIRECTOR Chuck Lasley 2300 Middlebury St., Elkhart, IN 46516 (574) 295-7820; Fax: (574) 522-0418 ADVERTISING SALES Tacy Hendershot-Sargent (772) 288-0387; Fax: (772) 288-0085 ADVERTISING SALES Lou Cicirelli (954) 723-0565; Fax: (954) 339-0825 Seattle, Washington ADVERTISING SALES Scott Oakes, John Marciano 1818 Westlake Ave., Seattle, WA 98109 (206) 283-9545, fax (206) 283-9571 Automotive Accounts CROMPTON HOLDINGS Scott Crompton 9595 Mansfield Road Sheveport, LA 71118 (334) 613-2040, fax: (334) 356-7740

As Vice President of RV Trade Publications for TL Enterprises Inc., Sherman Goldenberg, based in Elkhart, Ind., oversees RV Business & Woodall’s Campground Management.

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007-RVB01 PG 7 HOPKINS

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Pressure Monitoring System,go to www.rvb

9 Out Of 10 Tire Failures Are Caused By Low Tire Pressure

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008-RVB PG 8-9 COACH-NET

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008-RVB PG 8-9 COACH-NET

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010-RVB01 PG 10 SPADER

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Times changed. He didn’t. Will you?

The T-Rex had quite a run for several million years. Stomping around. Eating whatever he wanted. But then things changed. Kind of like your business environment. So whether it is asteroids and volcanoes or high fuel prices and a recession, you need to evolve to survive. For over 30 years Spader has been here to help. Our Total Management Workshops will give you the principles and tools for continued success, even in changing times.

Fu lf illin g . Su c c es s .

www.spader.com

800.772.3377

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011-RVB100102 Top of the N

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News OF THE

RVIA Hosts Reception for Chinese Delegation At Louisville RV Show

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Coon to ‘Outlook 2010’ Attendees: All Data Indicates RV Industry Set for Recovery in ’10 RVIA President Cites Latest Wholesale Shipment Totals, Revised 2010 Forecast by Industry Prognosticator Richard Curtin in Detailing a More Upbeat Look Ahead in Presentation to 1,000 Attendees at Annual Breakfast Opening Louisville Show

A large delegation representing the growing Chinese RV industry attended this year’s National RV Trade Show in Louisville, meeting with U.S. manufacturers and suppliers, touring the show booths, and attending a reception RVIA hosted in their honor. The delegation of approximately 60 included Chinese manufacturers looking to form joint ventures with U.S. manufacturers, companies looking to develop campgrounds in China, government officials, and private equity firms. One delegation was led by the Beijing office of the U.S. Department of Commerce. Several RVIA member companies reported enjoying substantive conversations with the Chinese delegates about the burgeoning industry’s plans for the future. According to Wang Xudong, manager of the RV fan site 21rv.com, there are around 20,000 RVs in China, with 300 travel trailers and 1,700 campervans. A quarter of RVs in China are from Germany and the U.S., with the remainder built by Chinese manufacturers. There were roughly 30 companies producing RVs in China by 2007, he noted in an interview with China Daily, “but the total output of RVs was very small, perhaps just a couple of hundred vehicles every year.”6

increase in Class C With the worst of The Great Recession motorhomes. in the rearview mirBased on available ror, the RV industry is data, Coon reported, set for recovery in Richard Curtin, dir2010, although chalector of the Univlenges obviously still ersity of Michigan exist, Recreation Consumer Survey Vehicle Industry Research Center, has Association (RVIA) provided an upgradPresident Richard ed forecast for Coon told about RVIA’s members. Curtin now anti1,000 people attendRichard Coon ing the 2009 “Outlook cipates wholesale shipBreakfast” at RVIA’s 47th Annual National ments for 2009, when the numbers come Trade Show Dec. 1-3 in Louisville, Ky. in, at 159,500 units, clearly a recessionary Coon reported that October towable and total vs. 390,500 in 2006. But that’s a 17% motorized RV shipments hit an annualized increase over Curtin’s summer predictions. rate of more than 216,000 units, marking “Looking ahead to 2010,” Coon told the third consecutive month in which Outlook Breakfast attendees, “Dr. Curtin annualized shipments exceeded 200,000. sees RV shipments climbing by 27% to And RVIA’s November shipment report, 203,500 units. This increase will be spread released subsequent to the Louisville Show, across all vehicle types.” underscored Coon’s comments. Specifically, Coon reported, Curtin curNovember wholesale shipment totals rently forsees: surged 128.3% to 13,700 units, marking • Travel trailer shipments climbing 31% the fourth positive monthly wholesale to 130,400. shipment increase. Towables grew 140.4%, • Fifth-wheels up 25% to 42,800. led by a 161.5% hike in travel trailers, while • Folding camping trailers increasing monthly motorhome wholesale shipments 11% to 13,900. surged 50% to 1,200 units on a 100% continued on page 14

RVDA Honors 8 OEMs With ‘Quality Circle’ Awards at Louisville

Friends, Family & Peers Honor Thor’s Wade Thompson at Touching NYC Memorial Service

The Recreation Vehicle Dealers Association (RVDA) presented its 16th annual Quality Circle Awards to eight RV manufacturers on Nov. 30 on the eve of the 47th Annual National RV Trade Show in Louisville, Ky. The towable RV brands/manufacturers receiving awards are: Forest River Inc., Jayco Inc., Keystone RV Co., KZ RV LP, Open Range RV and Palomino RV. The three motorized RV brands/manufacturers are: Jayco Inc., Tiffin Motor Homes Inc. and Winnebago Industries Inc.The results of the survey reflect more than 1,600 individual brand evaluations from 322 dealers, The builders received overall ratings of 80% or higher.

According to Those Who Knew Him Well, Thompson Always Felt That His Major Business Legacy Was Not Only In Helping Build Jackson Center, Ohio-Based Thor Into What It Is Today, But In Turning a Profit Every Year Since Its Inception Hundreds of families, friends and associates of Wade F.B. Thompson, the late co-founder, chairman, president and CEO of Thor Industries Inc., gathered Dec. 18 on wintry New York City’s Park Avenue for a touching memorial service in his honor. Thompson, who built Thor into a powerful, multi-divisional RV manufacturer with partner Peter B. Orthwein, passed away Nov. 12 after a 14-year battle with cancer. Although the two had first teamed to purchase the Hi-Lo Trailer Co. in 1977, they founded Thor in 1980 with the purchase of

Airstream Inc. The story is often circulated about how the two, both of whom had specialized in finance rather than manufacturing, turned Airstream’s $12 million loss into a $1 million profit in a single year.

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IN BRIEF Lazydays Completes CourtOrdered Restructuring. Lazy Days RV Center Inc., doing business as Lazydays, announced Dec. 22 it had successfully completed a court-supervised financial restructuring process that began on Nov. 5. As a result of the restructuring, Wayzata Investment Partners LLC, through the funds it manages, has become the majority and controlling shareholder of Lazydays and its subsidiaries. In response to increasing retail activity and the company’s improved financial position, the dealership also recently increased the size of its work force by 65. Spartan Motors Inc. Acquires Utilimaster. Spartan Motors Inc. announced Nov. 31 it had acquired Utilimaster Corp. from John Hancock Life Insurance Co., a unit of Manulife Financial Corp., a leading Canadian-based financial services group, in an all-cash transaction valued at approximately $45 million. Utilimaster is a dominant manufacturer of specialty vehicles made to customer specifications in the delivery and service market, including walk-in vans and hicube vans, as well as truck bodies. Charlotte, Mich.-based Spartan said the acquisition of Utilimaster is expected to add approximately $105 million in annualized revenues and be slightly dilutive to earnings in the first full year and accretive by year two. Thetford’s Norcold Brand Marks 50th Anniversary. Founded in 1959 to manufacture and sell specialty refrigerators for the RV and marine industries, Thetford Marine’s Norcold brand recently celebrated its 50th anniversary. Headquartered in Ann Arbor, Mich., Thetford Corp., a privately held company with eight manufacturing facilities in four countries, is the world’s leading supplier of sanitation and refrigeration products for the recreational vehicle, marine and heavy-duty truck industries. Country Coach Inc. Asset Auction Starts on Feb. 4. Troubled RV maker Country Coach Inc. has announced it will begin auctioning off its assets in the new year.The announcement came after a federal bankruptcy court ruling. The court ordered Junction City, Ore.-based Country Coach to auction off all its assets, including debtor-owned equipment, inventory and furnishings.The auction is set for Feb. 4 at Country Coach. All the proceeds from the auction will be used to pay off the RV maker’s pending debts. Δ

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RPTIA Board Votes to End RVIA Reunification Talks; Two OEM Associations Had Been Expected to Merge The board of the Recreational Park Trailer Industry Association (RPTIA) voted recently to “cease all negotiations” with the Recreation Vehicle Industry Association (RVIA) for possible reunification. The ongoing discussions had been expected to lead to RPTIA, representing park models, being reabsorbed into RVIA, an association of more conventional towable and motorized RV builders, in some fashion. According to RPTIA Executive Director William R. ”Bill” Garpow, the decision came on a “very close” vote of the 35-member RPTIA board. “The vote was not unanimous,” said Garpow. ”When we first got into the discussions, it was not unanimous either that we would go forth and examine the possibility. The board wanted to see if it was possible for us to do this. The guys who were against it pushed for a vote.” Recreation park trailer manufacturers were RVIA members until October 1994 when they left the organization and formed their own group based in the Atlanta suburb of Newnan, Ga. RPTIA currently has 30 manufacturer members and operated in 2009 on a $416,000 budget. The sale of RPTIA seals to park trailer manufacturers to affix to units they sell had plunged to about 3,000 through October 2009. That’s a little less than half of the 6,217 seals sold during the same period in 2008. Nevertheless, RPTIA President Curt Yoder, vice president and co-owner of park trailer manufacturer Kropf Industries Inc., Goshen, Ind., said a majority of RPTIA board members apparently wanted to remain

autonomous. “A good portion of our board thought that our independence was more important than joining forces with RVIA at this time,” Yoder told RVBusiness. “For 15 years we’ve been doing our own thing and a lot of our members felt if it wasn’t broke, don’t fix it. They didn’t see any upside for us to dissolve our association.” RVIA President Richard Coon expressed surprise at RPTIA’s decision. “My personal reaction is that their announcement was a bit of a disappointment,” Coon said. “The two organizations being together is better than being separate. But they obviously don’t feel that way. I’m disappointed and a bit surprised.” In the big picture, Coon said some recreation park trailer manufacturers may have lingering ill feelings about being asked to leave RVIA 15 years ago and a decision three years ago — since reversed — to exclude RPTIA members of RVIA’s National RV Trade Show in Louisville, Ky., because of space constraints. Nonetheless, the discussions between the two organizations have had a positive effect, Coon said. “I think we are better friends today than when we started the talks,” Coon said. “We will continue to work with them.” The decision to halt reunification talks also has rekindled the possibility that RPTIA will move its headquarters to Elkhart County, Ind., the RV manufacturing hub in the U.S. ”The move to Elkhart, that ultimately is our goal,” Yoder said. ”How soon that happens remains to be seen.” Δ

Keystone Buys Fleetwood’s Oregon Trailer Facility Towable manufacturer Keystone RV Co. announced Nov. 11 that it had purchased the former Fleetwood Enterprises Inc. travel trailer facility in Pendleton, Ore. The property consists of two manufacturing plants with approximately 203,000 square feet under roof on 21-plus acres in eastern Oregon. The purchase will augment three other production facilities in the Pendleton area where Keystone produces the Cougar, Springdale, Hornet and Energy toy hauler travel trailers. Keystone President and CEO Ron Fenech called the acquisition a ”natural move” for the

company with headquarters in Goshen, Ind. Bob Martin, Keystone executive vice president, added that the company expects to hire about 100 people to build an unspecified line of towable RVs beginning this spring. “We want to determine which of our lines would be best served coming out of the Oregon factory,” Martin said. “We’ve been looking at West Coast expansion for the last couple of years. Keystone opened it’s first Oregon facility in January 2000. In August, Keystone announced that it was hiring 200 workers in Goshen where it operates 15 production lines.

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013-RVB01 PG 13 THOR

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011-RVB100102 Top of the N

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of the NEWS

IN BRIEF

Outlook 2010 from page 11

Guaranty RV Signs on With Monaco/R-Vision. Monaco RV LLC announced its partnership with one of the nation’s largest and most respected RV dealerships, Guaranty RV, located in Junction City, Ore. Guaranty RV and owner Herb Nill, the 2009 recipient of the Dave Altman Award for lifetime achievement, will again carry Monaco brand motorhomes, as well R-Vision brand towables.

• Truck campers up 11% to 2,000. • Class A motorhomes rising 20% to 6,100. • Class B van campers hitting 1,400 units on 17% growth. • Class C minimotorhomes recouping 30% to 6,900. “We’re looking for a recovery that’s strong enough and an industry that is vibrant enough to once again have the National RV Trade Show fill this entire complex,” Coon said, alluding to the fact that RVIA, based on the state of the market for its membership earlier in 2009, appreciably downsized this year’s Kentucky Exposition Center (KEC) show. “There is no getting around the fact that this year’s show is smaller than we are accustomed to, and that is a stark visual reminder of what our industry has suffered through since we met last year.” However, Coon said he is confident that the industry will reoccupy the KEC in 2010 based on a reinvigorated marketplace. “That type of resiliency has been a hallmark of the RV industry,” he noted. “We have withstood trying difficult times before. We have survived the Great Depression, numerous recessions and market downturns, fuel crises, acts of terrorism and wars. But we have endured. Why? Because RVs are woven into the fabric of America. Americans love RVing. They love our products and how they enrich their lives, allowing them to spend time in the great outdoors with loved ones. And we’ve always responded to consumers’ desires with innovative products that fit the times.” Coon, meanwhile, said RVIA will be leading the 2010 charge in celebrating the industry’s centennial — marking the first volume production of RVs in 1910 by hosting a dedicated website, ongoing public relations programs and nationwide promotions ostensibly involving all segments of the RV arena, including manufacturers, dealers and RV park and campground operators. Much of the initiative will focus on a June 9 industry party in Elkhart, Ind., during RVIA’s Committee Week and Annual Meeting at which industry members, media and political guests are expected to gather. “Personally, I plan to use the RV Centennial as a key theme in my media interviews over the next year,” said Coon.

Glacier Bay RV Now Selling Factory-Direct Fifth-Wheels. Glacier Bay RV, formerly North American Traveler in Elkhart, Ind., has moved into a new 22,000-square-foot factory in a small industrial park on the north side of Goshen, Ind., and has begun marketing Glacier Bay fifth-wheels factory-direct. Fiberglass-and-aluminum Glacier Bay fifth-wheels are available in six 34 1/2- to 38-foot floorplans with few options for retail prices from $46,000. A 2011 quadslide model will be introduced in midJanuary. RV Aftermarket Association to Meet Aug. 24-27. The RV Aftermarket Association will hold its 2010 Executive Conference Aug. 24-27 at the Hyatt Huntington Beach Waterfront Resort in Huntington Beach, Calif. RVAA’s annual Executive Conference brings the aftermarket manufacturer and distributor partners together in one location for three days of networking and one-on-one business meetings that help determine marketing programs and arrangements for the coming year. For more information about the conference or joining RVAA, go to www.rvaahq.com. Drew Industries Posts Profit Spike Despite Lower Sales. Drew Industries Inc. reported net income of $7.2 million for the third quarter ended Sept. 30, nearly triple the third quarter 2008 net income of $2.6 million. The marked increase in 2009 third quarter net income was achieved despite a 2% decline in net sales, to $122 million. Mike Thompson’s RV Super Stores Opens Fourth Store. Mike Thompson’s RV Super Stores opened a fourth location in Cathedral City, Calif., about 130 miles east of its flagship dealership in Santa Fe Springs southeast of Los Angeles. Mike Thompson’s, which also operates stores in Colton and Fountain Valley, Calif., has hired about 25 people to staff the new store featuring an outdoor display area on two acres. Δ

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“My message will be that RV’s have been around for 100 years, and they’ll be around for 100 more — no matter what kinds of headwinds we face.” RVIA Chairman Jim Sheldon, a Monaco RV LLC executive who hosted the breakfast, noted that President Obama shined a bright light on the RV industry's travails during 2009. “Now, you can agree or disagree with President Obama’s politics, and we can debate the impact that the stimulus package has had on the economy,” Sheldon said. “But never has a United States president taken such a keen interest in our industry, and that does have some direct benefits.” The president “significantly raised our profile with his administration and Congress, aiding our efforts to have the RV industry included in economic relief efforts and in RVIA's ongoing work on key federal issues,” added Sheldon. “We want to leave the pessimism, the doubt and the dark days of last year behind. We are now hopeful, joyful, confident. We feel the sun shining on our great industry once again.” Also appearing at the breakfast were “American Pickers” Mike Wolf and Frank Fritz, hosts of a new History Channel program who are working with the Go RVing Coalition in their travels around the country; New Yorker Silvio DiSalvetore, whose family last summer won the RV-related “Great American Road Trip” reality show, and RV historian David Woodworth, a veteran media spokesperson who received RVIA’s “Spirit of America” award and who will represent RVIA in centennial events this year. Thor Industries Inc. and Winnebago Industries Inc. also received special recognition at the Outlook Breakfast as “Go RVing Champions” for pledging to donate $100,000 each to the Go RVing campaign. Commenting on the industry’s general PR initiatives and its 100th anniversary were RVIA Public Relations Committee Chairman B.J. Thompson and RVIA Vice President and Chief Marketing Officer Gary LaBella, who encouraged Outlook attendees to reflect on the RV industry’s history of achievement. “In another hundred years, RVs will still be around in some form because people will always want to spend time having fun outdoors with friends and family,” Thompson said. “And there’s no better way to do it than in an RV.”6

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016-RVB01 PG 16-17 ADP

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The SPADER

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REPORT

■

BY JOHN SPADER

Question: What Comes Next? ‘There Are Two Very Dangerous Times for Businesses During a Recession. You’ve Survived the First One — the Crash in Sales Volume. The Second Time of Danger is Right Now.’

I

t’s 2010 — finally. You’ve survived a generational downturn in sales. Now make sure you’re ready to take advantage of the opportunities ahead. If you’re like many dealers we know, you’ve endured the most significant challenge to your business’s survival to date. You’ve cut trusted staff, shelved long-term plans, reduced inventory and locations and watched your balance sheet take a body blow. You’ve paid a steep price to keep your business intact while many others have been forced to liquidate. But you’ve made it. The questions for the survivors now: q Are you in a position to take advantage of the coming market? q What can you do now to prepare your business for the opportunities that lie ahead? q How do you prepare to go on the offensive? Previous recessions tell us that there will be a significant up-turn when the current market ends. However, as a recession ends lenders will tend to gravitate to the safest investments possible. Does that category include your business? In recreational industries, the lenders that have stayed in the game have shown their commitment. But will they be ready to grow with you when the time comes? The answer for most is a qualified “yes.” The qualification is that lenders will be interested in backing those dealers with good balance sheets, clean inventories, and strong business plans. When the market comes back, you will want to finance your re-expansion with more inventory, facilities, and cash. Without financing sources, your business will be in even more danger than it is now, as your

competitors will be sucking up sales and market share while you remain cut off. So what can you do now to be ready for the market when it comes back?

Do What You Can First, manage what you can. Much of what’s going on in today’s marketplace is outside your control. Focus instead on four areas that are in your control for 2010: q Take control of your inventory; q Learn how to read and manage your balance sheet; q Plan for cash flow; q Manage your expenses to match the level of sales the market is giving you. Do it now, and put it in writing. Lenders are aware that dealers have come through a tough time, and they expect that your financial statements will not look good. Although your balance sheet today might reflect losses and inventory liquidation, you can have a great story to tell the lender if you effectively manage your inventory and are in position to be profitable in 2010 and beyond. Take a hard look at your inventory now, and devise a plan to sell through your aged units. Generate an annual and monthly written cash flow plan. Look at your operating plan again and determine if you’ve got your expense structure dialed down to the level it needs to be for the coming year. Check your personnel Expense Ratios and make sure you’ve adjusted your business to the proper structural size. Look at your semi-fixed expenses and decide what can be adjusted. Review your fixed expenses and decide if you are maintaining excess capacity in vehicles or equipment. If so, convert those assets to cash rather than maintaining and insuring them.

Finally, schedule a meeting with your CPA and discuss what your year-end adjustments will be. If you use LIFO or other inventory adjustments, get involved with the calculations right now so that you can determine if there are any last-minute adjustments you should make to your inventory — a small change might make a huge tax difference! Also, review your corporate structure with your CPA. Have you made loans to the corporation? Maybe this is the year to forgive them and allow that money to flow as revenue to the company (and off the liabilities section of the balance sheet). What depreciation methods are you using for taxes? Should you use a different calculation? Get involved with the accountant now, not after the fact.

Understand the Key Covenants Required by Your Lender Dealers don’t speak “bank,” and bankers don’t speak “dealer.” We’ve heard this frustration from both sides. It usually goes something like this … You think you have a good partnership with the bank — and then the new commitment letter shows up. It might as well be written in Greek. You read the first page or two, then scan the rest and sign, wanting to get back to work. Sound familiar? Well, this is not the year to scan and sign. Call your rep and ask for detailed explanation of all items on your list. Make sure you understand exactly what they’re looking for — and where to find it on your statements. Find out why it’s important to them, what behaviors and results they want to see from their dealers, and determine what would need to happen in your business in order for you to meet the requirements.

An author, consultant and instructor, John Spader has worked with a host of individual companies (most frequently retail dealerships) i in a variety of industries. Spader Business Management - and the network of 20 Groups for which is has largely become known - blends statistical analysis and hands-on coaching and consulting to assist clients in formulating proven business plans and increasing revenues. Comments or suggestions can be sent to: articles@spader.com.

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Sometimes this may require you to do things that seem counterintuitive. For instance, one dealer we know recently liquidated a large amount of inventory at a substantial loss. His P&L looked terrible, but he was able to reduce his debt so substantially that his debt-to-equity ratio and cash position actually improved. The lender is happy, and the dealer is now in a great position to buy fresh inventory for the coming season (with a large weight off his shoulders).

Know Where Your Weaknesses Are — and Be Ready to Discuss Them With Your Lender A dealer recently asked a great question at a 20 group meeting: “Can you sell your balance sheet and business plan with as much confidence as you sell a unit in your dealership?” If the answer is “no,” then you need to freshen up your balance sheet knowledge and be ready to defend it. Almost every dealer still in business is financially weaker today than they were three years ago, so it is no surprise that you’ve got some ugly stuff on your balance sheet. Your lender expects it. What they also expect from those who’d like to have their lines renewed or expanded are detailed plans of how things will improve. Take a lesson from publicly traded companies and attach notes of explanation to your financials. Explain what is happening and what you’re going to do about it. Give benchmarks to show meaningful progress in measurable time. In other words, do everything in your power to display that you are aware of the critical issues in your business and that you are taking steps to improve them. There are two very dangerous times for businesses during a recession. You’ve survived the first one — the crash in sales volume. The second time of danger is right now. Stability is in sight, and now is the time to maintain financing in order to make the profits needed to restore the damage done to your balance sheet. Recession is followed with a resurgence of some kind. Dealers who come out of crisis management mode, accept the current reality and start to plan for the future will be way ahead of those who don’t.Δ

Force Media Group, go to www.rvbusiness.com/info

Subscribe Today to the RV Industry’s Top Website for Insightful News, Views & Commentary! RVBUSINESS.COM J A N U A R Y / F E B R U A R Y

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The green movement is alive in the RV industry!

“Going Green” means proper planning, procedures and materials. This process includes an independent, third party organization that adds trust and verification. TRA Certification is the leader in advising and certifying RV manufacturers as “green.”

See how TRA Certification and green work for you.

Thompson from page 11 While Thompson and Orthwein continued to work out of New York and Connecticut rather than the Midwest manufacturing base, Thor went public in 1984 and was first listed on the New York Stock Exchange in 1986. Thor currently holds leading U.S. market share positions in both travel trailers and fifth-wheels. Thompson, who was enamored with New York City from his earliest days in his native New Zealand, always felt that his major business legacy was not only in helping build Jackson Center, Ohio-based Thor into what it is today, but in turning a profit every year since its inception — including the current recession. Thompson, who never owned an RV, had become a soldier in the fight against cancer in a number of ways, most visibly by having founded the Drive Against Prostate Cancer in 2000 with two Airstream mobile medical vehicles providing more than 100,000 men — particularly the underserved and veterans — with free prostate cancer screenings. He was also deeply dedicated to the arts, historic preservation and conservation. Amid the gala Christmas lights of NYC, the memorial service was held at the Park Avenue Armory, a historic art center on Manhattan’s Upper East Side to which the 69-year-old Thompson had donated $35 million. Due in part to his efforts, the Victorian landmark was transformed into one of New York’s largest theater and exhibition sites. The armory’s 60,000-square-foot, seven-story high Drill Hall is named in his honor. In attendance at the service were Thompson’s wife of 42 years, Angela; his children, Charles A.Y. Thompson and Amanda Jane Thompson Riegel; his daughter-in-law, Olya A.Y. Thompson; son-in-law, Richard E.

Riegel III; and six grandchildren. Richard E. ”Dicky” Riegel is Thor’s COO and co-chairman of the recreational vehicle industry’s Go RVing Coalition. Also in the audience was Orthwein as well as representatives of Thor corporate and its independent RV divisions, Keystone RV Co., Airstream Inc., Dutchmen Manufacturing Inc., Four Winds International Corp., CrossRoads RV, Damon Motor Coach, Breckenridge, Komfort Corp., General Coach and the company’s commercial bus manufacturing operations. So, too, were several RV industry suppliers, association executives, retired Thor personnel and a host of personal friends. Orthwein, Riegel, daughter Amanda, granddaughter Amelia, son Charles, cancer society officials and Armory representatives were among those who spoke at the memorial in which Thompson was portrayed as generous, adventurous, fiscally tight, “fiendishly” detailed, visionary, opinionated, “belligerently honest” and as a man who “achieved the utmost American dream.” Orthwein, a 32-year friend and partner of Thompson’s who currently serves as Thor’s interim chairman and CEO, said Thompson’s high standards, leadership skills and general willingness to take on tough problems were an inspiration to him. He drew warm laughter in recounting Thompson’s legendary fiscal tightness, telling a story about how, when the two were traveling together years ago with little time to spare, Thompson spent about 45 minutes “going from one counter to the next, playing one rental car company against the other” to get the best rates. “I feel like the luckiest man on earth to have had such a wonderful business partner and friend as Wade,” said Orthwein. “He taught me so much that I sorely miss my daily consultation with him.” Δ

LaSalle Bristol Parent Co. Completes Restructuring Thomas R. Arnold, President Mandy Leazenby, LEED AP Green Program Manager TRA Certification, Inc. 574-264-0745 / 800-398-9282 www.tragreen.com

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Heywood Williams Group PLC, parent company of Elkhart, Ind.-based LaSalle Bristol, announced Nov. 20 it had completed a comprehensive capital-restructuring plan that included selling all of its subsidiaries to Arran Isle Ltd., a newly incorporated company. The restructuring significantly reduces future interest payments and provided the company with additional financing to support the growth of the business as markets start to recover. As part of the process, Richard Karcher, president and CEO of LaSalle Bristol, will join the board of directors of the company, referred to as “the Group” in a press release. “We are delighted that our parent company has strengthened its balance sheet and built a foundation for future growth,” Karcher said in the release. “While LaSalle Bristol

remains self-financed with a strong cap position, this restructuring will allow us to take advantage of future growth opportunities in the U.S. as our markets recover.” Key elements of the restructuring included the writing off of $34 million of the Group’s debt by its U.K. banking syndicate in return for a major shareholding in the new Group while also providing the company with $10 million of additional financing to support the growth of the business. The restructured Heywood Williams group is now a private company. The previous company has delisted from the London Stock Exchange. “We are very pleased to have completed the comprehensive restructuring of Heywood Williams,” noted company CEO Robert Barr.

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Winnebago Reports Higher Revenue, More Product Orders; Substantially Trims Losses Winnebago Industries Inc. reported Dec. 17 improved financial results for the company’s first quarter of fiscal year 2010. Revenues for the quarter ending Nov. 28 were $81 million, an increase of 16.7%, vs. $69.4 million for the first quarter of fiscal 2009. The company reported an operating loss of $6 million for the quarter, vs. an operating loss of $16.9 million a year ago. Net loss for the first quarter was $1.3 million vs.$9.6 million for the first quarter of fiscal 2009. Wall Street responded by sending the company’s stock price nearly 22% higher. “We are extremely pleased to see an increase in revenues, as well as posting a small gross profit in our first quarter,” said Bob Olson, Winnebago chairman, CEO and president. “As difficult as this recession has been for Winnebago Industries and the entire RV industry, we believe the worst may be over.” Winnebago Industries’ sales order backlog was 1,521 motorhomes on Nov. 28, an increase of 350% compared to the end of the first quarter of fiscal 2009. This also represented an increase of 62% from Aug. 29, the end of the company’s fourth quarter. “The increased demand for our products is

particularly noteworthy since it is seasonally very unusual to have a significant increase at this time of year,” said Olson. “Due to the escalation of our sales order backlog, we have increased our production levels and during the first quarter of fiscal 2010, our employment grew by approximately 350 employees.” According to Statistical Surveys Inc., the retail reporting service for the RV industry, Winnebago Industries gained market share in the combined Class A and C markets with 19.3% for the first 10 months of calendar 2009, compared to 18.3% for the same period last year. Earlier, Winnebago announced that the board of directors elected Randy J. Potts to the position of senior vice president, strategic planning. In conjunction with the election of Potts, Daryl W. Krieger was appointed to the position of director, manufacturing. Potts, 50, will be responsible for new business development for the Forest City, Iowabased company. Krieger, 46, will oversee all production, inventory control, maintenance services, warehousing, manufacturing engineering and tooling areas of the company. Δ

Affinity Group Announces New Financing Agreement Affinity Group Inc. (AGI), the nation’s largest provider of outdoor recreation clubs, services, media and events, announced Dec. 17 that is has entered into a non-binding letter of intent with a private equity firm to fortify its capital structure. The transaction will provide $70 million in new funding and award the firm a future economic interest in Affinity. “This new source of capital will allow Affinity to reinvigorate its growth strategy and put the company on a more secure financial footing going forward,” said Mike Schneider, CEO of Affinity. “In spite of the severe downturn in the RV industry this last year, we are pleased the company has come through this difficult period and will now be able to grow with the industry’s anticipated recovery.” The multi-media company’s divisions include the Good Sam Club and numerous consumer and business websites, publications and shows for RV, powersports and marine enthusiasts; AGI is the parent company of RVBusiness and RVBUSINESS.COM. The company also owns Camping World, the largest after-market retailer in the RV industry, with more than 75 locations throughout the United States. Δ

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Jayco Announces Senior Management Changes Jayco Inc. announced changes in its senior management team Nov. 19 as part of a plan to strategically position the company for long-term growth. Jim Jacobs has been named general manager of the Starcraft RV and Entegra Coach divisions of Jayco. David Eash will replace Jacobs as Jayco’s vice president — sales & marketing. Eash will be replaced as vice president — customer service by Marc West. Jacobs takes over the Starcraft and Entegra Coach divisions after having served

as Jayco’s chief sales executive for six years. He joined the company in 2002 after serving in sales and management positions with Kit Manufacturing, Holiday Rambler Corp. and Chief Industries. Eash has served as vice president — customer service since 2005. Prior to that he served in various management roles, including regional sales manager. Marc West joined Jayco in 1992 and has served is a variety of management roles, most recently as director of corporate services. Δ

Thor Industries Quadruples Q1 Net Income; Stock Rises 115% in ’09, Qualifies for National Ranking The common stock of Thor Industries Inc. gained at least 100% in value in 2009, qualifying it for a spot on the NASD100.com listing. A total of 953 publicly held companies made the listing, which was recorded through Dec. 14. Thor stock rose 115% during the period, good for 835th place. On Nov. 30, Thor reported increased sales, net income and earnings per share (EPS) for the first quarter ended Oct. 31. Net income was $23.4 million, more than quadruple last year’s $5.1 million. EPS were 42 cents versus 9 cents last year. Sales for the quarter were $502.6 million, up 15% from $438.8 million. The company announced Dec. 17 that it purchased 3,980,000 shares of its common stock from the estate of Wade F. B. Thompson in a private transaction. The repurchase represented 7.2% of Thor’s common stock currently outstanding. Acting on the repurchase, which effectively lowered the company’s share count, Robert W. Baird & Co. raised its F2010 EPS estimate on the company to $1.62 from $1.55 to reflect fewer shares outstanding. Likewise, it raised its F2011 estimate to $1.99 from $1.85. Δ

Buddy Gregg Considered an Innovator, Industry Leader

Progressive Dynamics, go to www.rvbusiness.com/info

Buddy G. Gregg, president and founder of Buddy Gregg Motor Homes Inc., died at his home in Texas on Dec. 30. Gregg and his wife, Carole, opened their first dealership in Little Rock, Ark., in 1984. In 1986 they moved the dealership to one of its current locations in Knoxville, Tenn. For almost three decades Buddy Gregg Motor Homes sold and serviced RVs to individuals and businesses across North America, according to a statement from the company. At the height of the RV business Gregg had dealerships in Oregon, Florida, Texas and Tennessee.As a perennial recipient of the top 10 dealer award from Monaco Coach Corp. and Country Coach Inc., Gregg earned a reputation as a high volume and high quality service dealer. During his career Gregg sold or serviced over 100,000 recreational vehicles. Gregg is survived by his wife, son Gregory, daughter Marla, son-in-law Brian Griffitt, two grandsons and mother-in-law Dorothy Williams. Δ

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built on

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the power of

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over the last 40 years,

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of the NEWS

‘Green’ Certification Takes Hold in RV Industry RVs are starting to go “green” in what could be an added incentive for consumers to lift the industry out of its doldrums. If the signs at the National RV Trade Show in Louisville in December are any indication, “green” and “RV” can go hand and hand just fine: Six RV and park model companies boasted products at the show with “Green Certified” insignia on them, provided by the independent certification firm, TRA Certification. TRA has developed a set of green requirements based on the ANSI consensus standard for new construction, which also fits the RV industry, TRA reported. “Everyone has become more green conscious about everything,” said Tom Arnold, president of TRA Certification. “We know the RV industry has a customer base that is particularly attuned to environmental concerns. This provides a tremendous opportunity for RV manufacturers and dealers to tout this special kind of added value — provided their claims are backed by some agreed-upon requirements that buyers can trust.” TRA Certification is a long-time, internationally accredited certifier of quality management systems. In recent months it has turned its

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attention to the RV and park model industries to implement a set of consensus green requirements from the construction industry that are modified to meet RV and park model construction practices. This is the first time such a program has been applied to the RV industry. TRA Certification anchored its show presence in the EverGreen Recreational Vehicles LLC booth, where TRA Green Program Manager Mandy Leazenby described the reception of their first appearance at the annual show as “overwhelming.” “The TRA green certification insignias we place on complying vehicles aren’t just someone’s opinion but are based upon the American National Standards Institute (ANSI) consensus standard, which is being applied fairly and uniformly throughout the industry,” said Leazenby. RVs sporting TRA Certification insignia at the show included a top Emerald rating for EverGreen RV units, which were the only RVs to utilize an Energy Star-rated roof. Other products receiving certifications from TRA included the Jay Flight travel trailer from Jayco Inc., the Autumn Ridge travel trailer from Starcraft RV Inc., and the Surveyor and

R-Pod travel trailers from Forest River Inc. Park models from Woodland Park have also received certification insignias. A sample of green practices used to make these products includes such things as cutting wiring to exact lengths to eliminate waste; operating a separate recycling facility; using eco-friendly insulation that is formaldehyde free and contains recycled glass and sand; efficient installation practices for insulation; and recycling of vinyl siding. “There are many ways in which a company can show its greenness,” said Arnold. “Often a company many not even realize what product or practices can be called green. That’s where we can help. Products like awnings, for example, not only provide campsite shade for RVers, but also for the RV, thereby reducing cooling loads.” “We’re really just getting started with this industry,” said Leazenby. “ This is yet another way in which the RV industry is growing more sophisticated to meet the demands of their changing marketplace.” For more information, contact Leazenby, TRA’s green program manager, at (800) 3989282. Δ

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NEWS inFOCUS

ARVC Welcomes 600 Park Operators at 2009 InSites Convention/Expo in Orlando

InSites Convention

From a relatively strong business performance to a successful new PR campaign, the National Association of RV Parks & Campgrounds (ARVC) had quite a year in 2009, Chairman Mark Anderson and CEO Linda Profaizer told attendees at the Rosen Centre Hotel I BY S H E R M A N G O L D E N B E R G

TOP: Some 600 private park operators, vendors and industry representatives attended the recent InSites Convention & Expo, sponsored by the National Association of RV Parks and Campgrounds. BELOW: The floor of the busy Expo was filled with exhibitors.

rivate RV parks and campgrounds have been one of the more stable segments of the travel and tourism business in 2009, with most parks reporting surprisingly strong revenue and occupancy figures — the bulk of them up or down about 5% — despite the recession. The nearly 600 private park operators, vendors and industry representatives who attended the annual InSites Convention and Expo in Orlando learned that 2009 was also a year of multiple successes for the sponsoring National Association of RV Parks and Campgrounds (ARVC). Not only did ARVC generate a lot of positive press due to an amped-up PR campaign, it also completed a major redesign of its GoCampingAmerica website with interactive Google maps. ARVC stepped up its member communications and secured an 84% membership renewal rate. In fact, nearly half of ARVC’s Texas members renewed their memberships, despite a decision last year by the Texas Association of Campground Owners (TACO) to loosen its affiliation with the national association. In addition, ARVC saw a 30% increase in the number of parks participating in its new GuestReviews online consumer survey program, which is offered to private parks as an ARVC member benefit. This “state-of-the-art” online survey service, developed and provided by Murrieta, Calif.-based MacKinnon Campground Consulting, measures 34 different guest satisfaction elements such as site conditions, service, restroom cleanliness, facility appearance as well as their overall camping experience. A total of 31 RV resorts and campgrounds have earned allaround “A” grades in the second annual consumer satisfaction survey of independent parks, it was announced in Orlando. Nearly 17,000 camping and RV enthusiasts participated in the online survey, which evaluated guest experiences at 1,840 independent, ARVC-affiliated parks. “Sixteen of the nation’s 31 top parks in our survey also received ‘A’ ratings last year, but we also had 15 parks that received ‘A’ ratings for the first time,” said Bob MacKinnon, president and CEO of GuestRated.com, which conducted the online survey for ARVC.

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Meanwhile, ARVC, which moved last year from the Washington, D.C., suburbs to Larkspur, Colo., launched an unprecedented discount pricing program with Thor Industries Inc. for specially built park models and travel trailers designed for use as rental accommodations. In their joint presentation in a ballroom at the Rosen Centre Hotel in Orlando, ARVC Chairman Mark Anderson and President and CEO Linda Profaizer shared positive news about the camping and RV industry’s expected performance in 2010. “It seemed like people were giving camp-

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ing a try this year,” said Anderson, adding that many snowbird parks were projecting a good winter season, with advance reservations running slightly ahead of last winter's figures.

The RV Industry is Coming Back From the Recession In his remarks to InSites attendees at a lead-off panel discussion, Vic Nolting, vice chairman of Milford, Ohiobased Leisure Systems Inc. (LSI), expressed a sense of relief over the relative strength of the private park business compared to other segments

TOP: Attendees at the CAMP meeting, held during the convention. ABOVE: Representatives of Yogi Bear’s Jellystone Park Camp-Resorts, Williamsport, Md., accept the 2009-2010 Plan-It Green Award.

Dicor Corporation, go to www.rvbusiness.com/info

of the travel and tourism business. “By and large, people are saying, ‘Up a couple (percentage points), down a couple,’ said Nolting. “Yogi has had a very good year. KOA has had a good year. And, unlike the hotel industry, our inventory is shrinking and we’re not having to promote and discount our life away.” The RV industry, of course, has had a very tough couple of years, but there are signs of a turnaround, Richard Coon, president of the Reston, Va.based Recreation Vehicle Industry Association (RVIA) reported during the same panel discussion. In his remarks, Coon said 30 of 105 RV manufacturers had gone out of business during the current recession while 15 new manufacturers have started up. “The basic (need) for RVs is deeply rooted in family values (and) the enduring appeal of the natural environment,” he said. “This appeal will overcome any economic barriers.” At the same time, Coon said, the camping lifestyle is drawing new enthusiasts, not only among Americans. He noted that more than 50 Chinese business representatives were scheduled to attend the National RV Trade Show in Louisville in December and that many of them have expressed interest in learning how to develop campgrounds.

Looking for an Uptick In The 2010 Camping Season Several InSites speakers indicated that they expect a slight increase in 2010 business. KOA, for example, is 28

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predicting a one-half percent increase in camper nights and a 3.8% hike in rates for its 450-park system, according to COO Pat Hittmeier. “The recession is not quite over with,” he observed. “We’re sort of crossing our fingers to see what's going to happen in December, January and February.” On the other hand, the long-term outlook is very good, he said, adding that 90% of campers who participated in the latest KOA survey indicated they planned to camp as much or more often during the next five years as they are now. In fact, 45% said they planned to camp more during the next five years, while only 10% said they planned to camp less. But while there was plenty of good news to share at the Orlando convention, several InSites speakers told park operators they will need to step up their marketing and customer survey efforts if they want to remain competitive and continue to build their businesses in the months and years ahead. They also need to find ways to maximize and improve guest satisfaction. “I think the industry outlook really looks strong and robust, but challenging,” said panelist Ron Beard, a Texasbased campground consultant. “I think

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New ARVC Board Members Seated, Awards Presented Elected to ARVC’s board of directors’ executive committee during the Orlando convention were Chairman David L. Berg, Red Apple Campground, Kennebunkport, Me. Stepping up to 1st Vice Chairman is Rob Schutter, president and CEO of Leisure Systems, Inc., Milford, Ohio. Second Vice Chairperson is Marcia Galvin, Normandy Farms Family Camping Resort, Foxboro, Mass. Secretary for 2010 is Michael Gelfand, of Terra Vista Management, Rancho Santa Fe, Calif., while previous secretary Patrick O'Neill, of Destin, Fla., becomes treasurer, and David and Maggie Mark Anderson, Camp Chautauqua, Robinson Stow, N.Y., takes a seat on the executive committee as past chairman. ARVC CEO Linda Profaizer also retains her seat on the executive committee. Also center stage in Orlando were the annual awards, the most visible of which included Small Park of the Year Award: The Springs at Borrego, Borrego Springs, Calif., Dan Wright; Medium Park of the Year Award: Cross Creek Camping Resort, Delaware, Ohio, Steve Cross, and Large Park of the Year Award: Holly Shores Camping Resorts, Cape May, N.J., David and Maggie Robinson. what’s going to happen over the next five to 10 years is possibly only the strongest, most focused operators are going to survive, at least in the upper tiers of the business … And those that

don’t quite get it and (haven't) locked in on how the business works — and the expectations of their customers — are going to settle down to the bottom of the business, possibly not making it.” Δ

Carrier AirV rVV Ceiling Unit Safety Recall ™

Model Numbers: 68RV0010BA, 68RV0012CA, and 68RV0010EA Carrier is voluntarily recalling its AirV r ™ ceiling units with heater assemblies manufactured between May 2007 and July 2009, with the first 5 digits of the serial numbers ranging from 1807Y (18 8tth week of 2007) through 3009Y th (3 week of 2009). (30 (3 The heater assembly in the ceiling unit may be defective, which could potentially create a fire hazard. Carrier will rV unit should not be operated until the heater assembly retrofit each unit’s heater assembly at no charge. The AirV has been retrofitted. AirV ceiling unit

Serial & model number label Model number First 5 digits of serial number (ex., 50th week of 2008)

Remove 4 cover screws to see model and serial number label.

Carrier Transicold, go to www.rvbusiness.com/info

Caution: Disconnect external circuit breaker or fuse to the air conditioning unit before removing cover.

Please contact Carrier at 1-877-584-7059 or an authorized Carrier Service Center to arrange for the retrofit off your AirV rV ceiling unit heater assembly.

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NEWS inFOCUS KOA Convention

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KOA Celebrates Rebound to Near-Record 2009 Camping Season, Reviews Trends, Programs at Annual Confab

Franchisor Notes Rise in Revenues, Online Reservations; Outlines Use of Surveys, Capital-Improvements Initiative to Attendees

“Lodges” were front and center during the KOA Convention Expo. KOA’s goal is to convert 20% of its sites to lodges and cabins.

ampgrounds of America Inc.’s 463 park operators breathed a collective sigh of relief this past fall as they arrived in the third quarter of 2009 because of the surprisingly strong upswing they had experienced during the summer season. And that upbeat mood carried over to the approximately 500 attendees — from 250 KOA parks — who converged Nov. 17-20 at The Woodlands Waterway Marriott in the Houston suburbs for the 2009 KOA Convention. As new KOA COO Pat Hittmeier pointed out in his opening remarks, the past three years were somewhat of a rollercoaster ride. And that, for most American business people, is probably an understatement because the industry was on a roll coming off a record 2007. “We all had a sense of security,” said Hittmeier, who succeeded former COO Shane Ott last spring after 28 years with the Billings, Montana-based park

KOA COO Pat Mittmeier addresses the nearly 500 attendees at the annual KOA convention in Houston.

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Lorne Armer, KOA vice president of marketing, talks about the media attention KOA received in 2009.

franchisor. “We as a company felt bullish going into 2008 and continued on into the first four months of 2008. Ultimately, if you would have looked at the consumer confidence index, you would have started to see it slide back in the last part of 2007. Anyway, in May, gas prices spiked and hit a high of

about $4.17 a gallon in July. It was the radical movement of that gas that caused a huge difference in our business. In fact, as I look at it historically, 2008 was the first time in 20 years that our registration revenue dipped in same-store campgrounds.” Just as gas prices were receding, of course, the recession and credit crisis were setting in for real. “It (2008) was a terrible summer for us — 6% down, and it got worse in the fall and continued until this year,” Hittmeier told KOA’s franchisees. “Consumer confidence hit an all-time low. We were feeling pretty rotten. We were taking steps to save money, as many of you were. Then the big rebound happened this past summer. We bounced back with higher revenues in the summer of 2009 than we had in 2007. Camper nights were down a little bit, but it was the affordable vacation that caused that rebound. People were not going to be denied traveling with their families and enjoying what's so

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KOA Chairman and CEO Jim Rogers outlines the association’s continued push into researching camping trends, including a shift to park models.

great about what KOA offers.” KOA’s senior management anticipated finishing the year slightly ahead — up 1% — of 2008 in camper nights, with total registration revenues up 2.1% to about $160 million, marginally less than the $161 million posted in 2007, the company’s best year ever. Yet, Hittmeier didn’t candy coat things. Frankly, he said, this fall’s revenue and traffic numbers were lagging

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expectations to an extent. Unemployment remains a serious concern, and many empty-nesters still aren’t traveling like they used to. “That big bump we saw in the summer has cooled down a little bit,” he said. “It may take another year to get people back, but I have no doubt we'll be hitting on all cylinders soon.” All in all, however, 47-year-old KOA’s pulse appears impressively strong heading into 2010, as Hittmeier and others reviewed the state of the company and its various programs during the Texas convention: q Twenty-four independent parks joined KOA in 2009 — that’s more than 25 new parks for the third year in a row — with several others in negotiations, making for a total of 463 parks at press time. q KOA’s new Value Kard Rewards (VKR) program turned the corner in its second year by posting a 30% increase from 300,000 to 390,000 members through October. q Koa.com reservations were up 11% on what KOA is describing as the camping industry’s most-visited website, with an average of 1.3 million visits per month accounting for $40 million in real-time, online reservations through October. At the same time, the groundwork has been laid for a “twoyear, multi-million-dollar, state-of-the-

KOA Honors Top Campgrounds Receiving the Rising Star Award at this year’s KOA convention were Joe and Diane Long, owners of the Lena, Ill., KOA for having added sites, recreational facilities and pool renovations plus a community patio with a firepit. In addition, the Illinois park, which gets top grade customer satisfaction scores, now boasts Wi-Fi throughout the campground and a newlyremodeled campstore. Top honors went to the Herkimer Diamond, New York, KOA, an unusu- Jim Rogers, KOA CEO (left) and Pat Hittmeier, KOA COO (right), present the al park that was named KOA Kampground of the Year award to members of the Scialdo-Shevat Kampgrounds of America’s family, owners of Herkimer Diamond, New York, KOA Kampground. Kampground of the Year. Purchased in 1981 by Rudy and Rena Scialdo, and now run by their daughter, Dr. Renee Scialdo Shevat, and her husband Sam Shevat, the Herkimer Diamond, New York, KOA has gained local and national acclaim for its professionalism and quartz diamond mining.

art redesign,” according to KOA’s annual report. “This,” says Hittmeier, “is going to be our greatest tool for attracting new guests in the future.” q Kamper Satisfaction Survey (KSS) guest responses were up 23% in the seventh year of KOA’s “comprehensive service/marketing performance evaluation process.” And 43 KOAs achieved more than 70% “A’s” for overall guest satisfaction, which KOA terms a “world class” satisfaction benchmark. q An aggressive new capitalimprovement program, requiring fully 20% of KOA’s 2010 gross profits, is planned for the company’s 25 company-owned parks. q KOA is garnering a healthy share of national publicity in formats like Time magazine, “Late Night with David Letterman” and numerous newspapers, thanks in part to a newly hired Southern California PR firm, JMPR of Los Angeles, the same outfit utilized by Airstream Inc. q Through a new Business Development Consultants (BDC) program, KOA is now sending experienced consultants in to the field to advise new franchisees on an array of business practices. Parks receive visits within 30 to 60 days of completing their initial training. q KOA this year added more than 250 full-service “lodges,” mostly rusticstyled recreation park trailers built by preferred vendors General Coach, Cavco Industries Inc. and Thor’s Breckenridge division, representing an investment of more than $6 million. This is part of a larger strategy aimed mostly at the non-RVing “rental” guest who hasn’t yet — and may never — own an RV. The goal is to convert 20% of KOA’s sites to cabins and lodges Predictably, KOA, under the continued aggressive leadership of Chairman and CEO Jim Rogers, continues to push ahead with research into camping trends, including surveys of guests on koa.com and a phone survey of KOA campers and non-KOA campers. What KOA’s management is learning, for one thing, is that the “campingclose-to-home” trend of recent years is probably here to stay. “The time crunch felt by most families, accentuated by two-income families and children’s organized activities, is making the shorter, close-to-home vacation the only option available to many,” stated KOA in its annual report. In fact, KSS results indicate that 56% of recent campers stayed at home the night before their arrival at a KOA. Δ

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2009 RVBUSINESS ‘The RV Industry’s Resurgence’

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ising tides lift most, if not all, ships. And the tides have been consistently rising in the recreational vehicle arena for the better part of six months as an industry that helped lead the

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nation into the worst recession in years again helps lead it out. In light of that, the staff of RVBusiness and RVBUSINESS.com has named “The RV Industry’s Resurgence” as RVB’s 2009 Newsmaker of the Year.

.com

Looking back, it’s a natural sequel to 2008’s rather depressing RVB Newsmaker of the Year: “The (Down) Economy.” Indeed, evidence today of a recovery in this industry is everywhere, even

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S NEWSMAKER OF THE YEAR though the RV sector and the American economy clearly are not yet out of the woods. Not until unemployment claims drop and home mortgage foreclosure rates recede around the RV manufacturing center of Elkhart, Ind., (pop. 52,000), can we collectively exhale. But things are certainly moving in the right direction. Peaking at close to 20% in March, Elkhart County’s unemployment rate in November stood at 14.5%, down from 14.9% in October. And you can pretty much sense it around the stores, restaurants, churches and high school gyms around the RV-building mecca of Elkhart County — a virtual poster child (along with Detroit) for The Great Recession of 2008-2009. Indeed, the upturn is palpable in places like Wakarusa, a small, Amishstyle village on Ind. 19 south of Elkhart that, pound for pound, probably bore the brunt of The Great Recession about as badly as any single town in America. Triggered first by spiking gas prices that shook consumer confidence, then by the credit crisis that wrung the life out of the U.S. economy, Wakarusa’s biggest setbacks came from the closure of a sprawling Monaco Coach Corp. facility, known for decades as the home of the Holiday Rambler RV brand, and another large complex in which Travel Supreme Corp. had built rather elegant towable and motorized RVs until the privately held firm shut its doors in April of 2008. Numerous smaller shops dependent on those and other manufacturers closed up as well. In the ensuing months, these daunting economic realities touched almost every element of local society — including school enrollments at Northwood High School in nearby Nappanee. So, when did things start changing for the better? That’s one of those questions for which there’s no simple answer, of course, but, in reviewing the year’s postings on RVBUSINESS.com, a series of positive news stories emerges that chronicles the industry’s climb out of the most dramatic economic setback most anyone can remember.

Chronicling the Climb Out From the ’08-’09 Recession

Looking back, an unusual May 14 press event that had little to do directly with RVs may have served as the first wakeup call for Wakarusa and Elkhart County in that it essentially reminded people of the future — for once — more than the past: A press conference in a vacated DeMartini RV dealership in Wakarusa at which Mitch Daniels

Indiana Gov. Mitch Daniels helped announce a partnership between Electric Motors Corp. and Nappanee, Ind.-based Gulf Stream Coach Inc. to manufacture light-duty electric pickup trucks with hybrid electric engines — potentially creating some 1,600 jobs. In a turn of events that more directly involved RVs, Navistar International Corp. on June 4 completed the $47 million purchase of Monaco’s assets out of Chapter 11 bankruptcy and revealed plans to restart Monaco’s Wakarusa operations as Monaco RV LLC, a wholly owned affiliate of Warrenville, Ill.-based Navistar Inc. This was big news. Even more than the potential number of jobs involved, the Navistar announcement seemed to signal that a major U.S. corporation — in this case a world-class truck builder — was willing to bet on the future of a key RV manufacturer during a major recession. “The Monaco brand is a market leader with a strong reputation, and Navistar is pleased to add it to our portfolio of leading brands and businesses.,” Jack Allen, president of Navistar’s North American Truck Group, said at the time. Things accelerated in early August when Gov. Daniels again came to town on Aug. 4 to praise executives of Dometic LLC, a key supplier led by

new President Doug Whyte, for their company’s plans to expand manufacturing operations at two northern Indiana plants, creating more than 350 jobs by 2012. Sweden-based Dometic, which makes air conditioners, awnings and sanitation systems for the RV market, announced that it was investing $10 million to increase production capacity at its Elkhart and LaGrange manufacturing operations. “We’ve never had a doubt,” said Daniels. “RVs will be back. Elkhart will be back, and will resume its place as a major center of economic strength for our state.” Encouraging words. About that same time, a new Forest River Inc. towable RV-building division — Prime Time Manufacturing Inc. — was unveiled with plans to add a couple hundred jobs in Wakarusa in the vacant, 160,000-square-foot Travel Supreme complex. Extraordinary as it may have sounded at the time, cofounder Chris Hermon said the fall of 2009 was a perfect time to launch a new RV operation. “In our mind, the timing was exceptionally right with the workforce that’s available out here in Wakarusa and Nappanee,” he said. “That’s really one of the things we’re excited about, is the talent pool that this area possesses.” Those, again, were encouraging words for an area that had reluctantly become the object of a host of negative national news reports, including a special journalism project by MSNBC.com and a high profile “Save

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Our Town” taping by Fox News talk show host Mike Huckabee.

Obama’s Visit Keeps National Spotlight on Elkhart County More national publicity soon fol-

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had spiked 10 percentage points in a year. “It’s an astonishing statistic,” said Obama, whose arrival in Wakarusa had been preceded by a wave of Secret Service agents cruising the backroads around town. “And there have been

“You hear that argument sometime in Washington. But I know and you know that the truth is exactly the opposite. I’m here because I believe our ability to recover — and to prosper — as a nation depends on what happens in communities just like this one. “The battle for America’s future will be fought and won in places like Elkhart and Detroit, Goshen and Pittsburgh, South Bend, Youngstown — in cities and towns across Indiana and across the Midwest and across the country that have been the backbone of America. It will be won by making places like Elkhart what they once were and can be again — and that’s centers of innovation and entrepreneurship and ingenuity and opportunity; the bustling, whirring, humming engines of American prosperity.” In the aftermath of Obama’s visit, The Elkhart Truth noted, was a renewed sense of hope,. “It’s a start,” waitress Karen Hundt told a reporter. “Hopefully there will be a good hunk of jobs for people.” Brian Gildea, economic development director for the city of Elkhart, said the attention focused on Elkhart County due to the presidential stop had resulted in an instant uptick in phone and e-mail inquiries related to business development and expansion plans. “I do expect it and I’m already seeing some of it,” he said.

Positive Developments Emerge In the Late Summer Heat

lowed as U.S. President Barack Obama came to town on Aug. 5 to keep an unstated promise — after two 2008 campaign stops and a February Town Hall meeting at Concord High School in Elkhart — to see Elkhart through the worst of the recession. This time, from a makeshift podium in Navistar’s Wakarusa plant, Obama announced the awarding of a $39 million federal grant to develop and build all-electric delivery vehicles and bring yet more jobs back to the county. This, all politics aside, was a galvanizing moment. In his remarks, Obama enumerated some of the hurdles facing the area, including an unemployment rate that 36

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times where nearly one in five people in this area have been looking for work. You’ve seen factories close, and your sons and daughters move away in search of jobs and opportunity. So this is more than an economic crisis. This goes to the heart and soul of a community. It tests the strength of families and the spirit of good people — hardworking folks who’ve given their all to a company and now don’t know where to turn. “There are some who see what’s taking place here and suggest that it’s all somehow inevitable, and that the only way for America to get ahead is for (traditional manufacturing) places like Elkhart to be left behind,” he noted.

In the ensuing weeks, things really began to heat up when Keystone RV Co. President and CEO Ron Fenech on Aug. 12 announced that his Thor division planned to hire 100 full-time employees at its Pendleton, Ore., plant and up to 200 more to work in a vacant 140,000-square-foot manufacturing facility it was acquiring in Goshen. Then came another telling report — that the Pennsylvania Recreation Vehicle and Camping Show had drawn record attendance of 31,750 on its opening retail day Sept. 16. Word was that a Chicago-area Camping World dealership had sold nearly 400 units at the East Coast show, and even motorized manufacturers like Tiffin Motor Homes Inc. and Winnebago Industries Inc. — after a tough year — were able to crack a smile or two. “Traffic was excellent,” said Winnebago Vice President of Sales and Marketing Roger Martin. “We had a very nice mix of products retailed — from Class C’s to Class A gas to Class A

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diesel. Consumer interest in our new Winnebago Via and Itasca Reyo (downsize Class A’s) was stellar — with lines waiting to get inside the units.” Next up was Forest River’s 2nd Annual “Pick Your Partner” Dealer Meeting, a Sept. 22-23 event that drew an impressive 2,000 people — including 700 retailers — to sprawling outdoor displays at the Berkshire Hathaway Inc. subsidiary’s Elkhart headquarters. There, Forest River showed everything from commercial cargo trailers to mobile latrines and towable ice houses as well as a sea of conventional RVs. The dealer meeting was twice the size of 2008’s event — and was inevitably viewed by the rest of the industry as an upbeat omen for 2010. ”Obviously, we all know the recession is over,” founder and CEO Peter J. Liegl Forest River’s dealer meeting drew 2,000 people, including 700 dealers.

told RVBUSINESS.com at the time. ”It was over at the end of June. Recovery is going to take a little longer, but dealers are selling and getting flooring and customers are getting financing. The RV industry is not bad right now.” The Forest River factor was big, but other companies played significant roles during the following weeks. On Oct. 23, Thor’s CrossRoads RV division in Topeka, Ind., announced the planned hiring of 125 workers. Nappanee-based Gulf Stream Coach Inc. on Oct. 27 told the press that it had hired back 50 laid off workers during the prior six weeks in its motorhome division and expected to increase production of ”affordable” Class C’s and gas-powered Class A’s by 25% by the first of the year. And, on Nov. 4, Jayco Inc. told the press that it was recalling 200 workers to meet rising demand because its order backlog was the largest it had been in more than two years. “As a result of improving market conditions, very low dealer inventories and retail

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incentives provided to dealers, Jayco needs to significantly increase our output in order to meet rising demand for our products,” said President and COO Derald Bontrager, whose firm also

Jayco’s Wilbur Bontrager, Derald Bontrager and Jim Jacobs at annual dealer meeting.

expanded employment at its Twin Falls, Idaho, plant. “It has become increasingly clear that 2009 will end better than we had expected and we are encouraged by the prospects for our business in 2010. Our business plan anticipates a substantial increase in sales next year. This is the first tangible indication that the RV industry has turned the corner and can look forward to improved business conditions going forward.”

Heartland Helps Set a Positive Mood for the Louisville Show On the doorstep of the Louisville Show, Elkhart-based Heartland Recreational Vehicles LLC reported that the privately held firm was planning to hire 400-plus workers by the first quarter of 2010. Brian Brady,

Brian Brady

president and CEO, said the expansion — bringing the company's employment up to 1,200 — was mandated by

a spike in unit sales that had produced a healthy backlog in dealer orders. “We’re looking for a big year in 2010 and Heartland is already preparing by beefing up our production work force,” said Brady, whose firm had developed a host of new model introductions for early December's Louisville Show. Then came Recreation Vehicle Industry Association’s (RVIA) 47th Annual National RV Trade Show, Dec. 1-3 at Louisville’s Kentucky Exposition Center, and a wave of relatively positive sales reviews, even though the lukewarm attendance figures were on a par with 2008’s and exhibit space was significantly down. Fact is, the mood and the reality of the show was a clear step up from 2008. “We thought the show was very positive, much better than last year,” reported Richard Coon, president of RVIA. ”Most manufacturers have felt the increase in business since the first part of the summer, and business has continued to move upward … So people came to the show thinking and hoping for a better year, and continued on with a lot of buying.” Indeed, Heartland reportedly sold three times as many units as it did at Louisville 2008. By the same token, motorized RV builder Four Winds International Corp., a Thor division in Elkhart, came away “optimistic” about the 2010 outlook. “We had a good show and good interest across the board on gas and diesel,” said Dana Simon, vice president of sales and marketing. “It wasn’t just specific brands or price points. We had good dealer reception, and fresh, new product out there.” Moreover, venerable Airstream Inc. reported within two weeks of the show that it, too, had hiked production by 25% since October and, with order backlogs tripled from last year, the Jackson Center, Ohio-based firm was scheduled to expand production by another 25% in January while (re) growing its workforce by 35% in the process. So, at press time, the betting line from RVIA forecaster Richard Curtin of the University of Michigan was for 203,500 unit shipments in 2010 — an appreciable uptick of 27% from 2009. And publicly held companies like Winnebago and Thor were posting the kind of quarterly financial results that point to a continued exit from the nation’s recessionary morass, although the motorized segment may face a slower recovery. And the world as we know it — at

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Louisville Lo iiss illillee 2009: Lo 2009 009 “People “P People pl Came C to t the th Show Sh Thinking Thi ki g andd Hoping H pi g For F a Better B tt Year, Year Y , andd C ti d on With a LLott off B Continued Buying, Buying yi g,” N Noted t d RVIA PPresident id t Richard Ri h d Coon. Coon C M y RV M Many Manufacturers f t R Reported p t d “E “Exceptional” Exceptional pti l” Sales, Sales S l , andd Pl Plans tto R Rampp Up Production Up P d ti — andd Add Employees E pl y andd Shifts Shift — to t Meet M t Demand D d

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ecreational i l Vehicle hi l manufacturers f generally reported good sales, encouraging new dealer signups and overall optimism with regard to the market outlook for 2010, based on their experiences at RVIA’s 47th Annual National RV Trade Show, Dec. 1-3 at the Kentucky Exposition Center in Louisville, Ky. And that’s a pretty big switch from the outlook with which many of them returned from the 2008 Louisville Show. Having said that, there still seems to be an element of restraint within the industry due to continued soft spots in the U.S. economy. And there’s still a sense among many who attended the most recent Louisville Show that the motorized segment will require extra time to recover. “We thought the show was very positive, much better than last year,” reported Richard Coon, president of the sponsoring Recreation Vehicle Industry Association (RVIA), a manufacturer-dominated trade association. “Most manufacturers have felt the increase in business since the first part of the summer, and business has continued to move upward.” “The wholesale side started selling more in September than last year,” he added. “That continued into October and November. So people came to the show thinking and hoping for a better year, and continued on with a lot of buying.” Final 2009 show attendance numbers of 8,323 were nearly the same as those logged at the 2008 event (8,427), which was “very good, considering how many dealers have gone out of business since last year,” said Coon. When all 38

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B Y J O E B O H N P H O T O S B Y S H AW N S P E N C E

Bob Olson (left) president of Winnebago Industries Inc. and Walt Bennet (right) executive vice president of Thor Industries Inc., present $100,000 checks to RVIA’s Vice President of Marketing Gary LaBella and Go RVing Co-Chairman Dicky Riegel, COO of Thor. The donations were pledged for RVIA’s “Go The Extra Mile” voluntary funding program.

was said and done, 72 manufacturers and 210 supplier exhibitors displayed at the show, occupying 604,247 square feet of exhibit space, according to Mary “Mike” Hutya, vice president of meetings and shows for RVIA. That compares to just more than 800,000 square feet of space in 2008 and reflected RVIA’s decision to cut back the 2009 show’s square footage at the Kentucky Exposition Center due to its concern that space requests would be less during the economic downturn. The Louisville Show kicked off with an early-morning “Outlook 2010” breakfast hosted by RVIA where somewhat rosy comments — based in part on evolving demand reported by mem-

ber companies and in part on projected shipments going into the new year — were almost prescient, including RVIA’s updated forecast from Dr. Richard Curtin of the University of Michigan. The revised forecast calls for 203,500 unit shipments in 2010, up 27% from 2009. That’s a step up from Curtin’s previous 2010 prognostication of 185,800 units and, before that, 169,500 units — the last of which was issued at RVIA Committee Week in June 2009. “Dr. Curtin’s last three forecasts were way conservative — much lower than what actually turned out, and that could turn out to be the case again,” said Coon. “A lot depends on the jobs situation. That’s what it takes

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Innovative Products, Sense of Optimism Trigger Orders; RV Manufacturers Also Report Large Additions to Dealership Networks

RV dealers d l andd Tiffi Tiffin Motor M t Homes H representatives t ti inside i id Tiffin Tiffin’s Tiffi ’s new Allegro Breeze coach. Most OEMs reported brisk orders at the Louisville show.

Former U.S. Secretary of the Interior, Dirk Kempthorne (right) joined with Jayco’s Sid Johnson at Jayco’s Smart Fuel Cell AG announcement at the Indiana firm’s exhibit.

to get the bankers cranking. We need people to get back to work, stop defaulting on loans. And, if job losses continue to lessen, hopefully it will turn positive shortly, and Dr. Curtin may be too low on his forecasts again.” Forest River Inc. had a record turnout on all three nights it hosted dealers and others at its hospitality suite during the show, including more than 1,300 people on Monday evening alone. As noted by Jeff Babcock, head of sales and marketing for the Elkhart, Ind.based OEM, “for the show being half the size of years past, the traffic on the showroom floor was also very good.” With dealers low on inventory, said Babcock, “the appetite for product was

IIn a respite it ffrom “talking “ttalking lki business business, b i ” executives ti ffrom the th Thetford Th tf d Corp./Norcold celebrated the company’s 50th anniversary during the National RV Trade Show.

strong.” And so were new-dealer applications. “I wouldn’t be surprised if we had 100-150 (dealer) applications” from the show, Babcock added, pointing out that “the first sales in January and February will probably dictate how the rest of 2010 goes.” “It was a great show,” reported Keystone RV Co. Executive Vice President Bob Martin. “The dealers seemed very happy and have a very positive outlook.” Keystone also signed new dealers for its all-new, higher-end product lines, the Alpine and Avalanche, which, along with a lightweight Premier package introduced on its Bullet model, was “unbelievably well-received.” “We’re glad the dealers are still excited about the innovation and new products at Keystone,” said Martin, who noted that Keystone has been optimistic about the market’s upturn since late last spring when it first began bumping up production — resulting in the start-up of four additional production lines. “We had a very good summer season and look for 2010 to be definitely potentially stronger.” “Dealers this year seem to have their floorplanning in line,” he added. “The major lending institutions show no signs of pulling in, as long as dealers are operating within the new parameters. It helps the business overall.” Heartland Recreational Vehicles LLC, Elkhart, also regarded this year’s Louisville event as “an exceptionally

good show,” according to President Brian Brady. “The response to all our products displayed was just terrific,” he said. “We wrote three times as many orders this year as last, and last year was a surprisingly good show for Heartland. But the opportunity to spend quality time with our customers at this show was equally important. “By any objective measure, the climate has improved,” he added. “On the other hand, we were very explicit with our dealers, encouraging them to remain disciplined in the sense of responsible increases in their inventory levels. We want to see them continue to run a disciplined operation and focus on primary product points. In our view, 2010 is not the time for dealers to be looking at niche-type products” or getting into new areas of the market. Heartland has steadily increased production at all its plants in the second half of 2009, and had further hikes slated throughout January and February. As Brady noted, Heartland only builds sold orders — and the towable-only firm has “the orders to support the production increases.” By the same token, he added, Heartland will stay focused on the travel trailer segment, having rolled out a number of new travel trailers at Louisville. “Our travel trailer lineup is very robust, and we’re going to be relentless in growing that segment of the business,” Brady concluded. In much the same vein, executives

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Innovation Earns Accolades

Fleetwood RV Co. President and COO John Draheim introduces the company’s new 28-foot Encounter.

Manufacturers Exhibit Host of New Towables and Motorized Units at Louisville, With Entry-Level and High-End Products Generating Most Interest; Composite Construction Expands

M

I I

any towable manufacturers offered smaller and lighter 2010 models — with several making extensive use of composite materials that reduce the weight of their units by hundreds of pounds — at the 47th Annual National 40

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B Y B O B A S H L E Y P H O T O S B Y S H AW N S P E N C E RV Trade Show, Dec. 1-3, at the Kentucky Exposition Center (KEC) in Louisville, Ky. Motorized manufacturers, led by Tiffin Motor Homes Inc.’s 28-foot Allegro Breeze diesel pusher, Fleetwood RV Inc.’s 28-foot gas-powered

Encounter Class A, and Damon Motor Coach’s 28-foot Avanti front-end diesel, tended to go smaller, too — although Winnebago Industries Inc., Monaco RV LLC and Four Winds International Corp. introduced new 40 foot-plus tagaxle models for a market they see as

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at National RV Trade Show SunnyBrook Harmony

Gulf Stream Visa

going in two directions at once. '”The market has migrated from the middle to the ends,” said Fleetwood President and COO John Draheim. “It’s migrated down on the A’s and C’s and it’s migrated up on the A’s to the very high end. The middle of the market is extremely difficult.” Pushing the innovative envelope was Canadian builder Roadtrek Motorhomes Inc.’s first Class B, slideout-equipped van camper on a Sprinter chassis imported to North America by Germany-based Daimler AG. Roadtrek’s SS-Ideal offers a new spin with a slideout extending through the Sprinter’s rear doors, thus requiring no chassis modification. The tight wholesale lending market

and buyer austerity led to a certain amount of pragmatism on the part of manufacturers who reined in their price points. “A lot of lenders won’t wholesale over $250,000 on invoice,” said Mike Snell, Monaco RV vice president of sales and product r development, whose Oregon-based company is certainly working both ends of the price spectrum. Among the more active manufacturers with regard to new towable product was Heartland Recreational Vehicles LLC, Elkhart, Ind., which introduced five new lines, including the diminutive MPG travel trailer and Greystone fifth-wheel. “There are some themes out there that make sense to us and we want to tie into those themes,” said Heartland President Brian Brady. “We’re not just lightweight, we’re not just environmental. We’re not ‘just’ anything. We try to be broad-based to give our dealers a variety of products from which to choose.” Bringing smaller fifth-wheels to Louisville were SunnyBrook RV Inc., Middlebury, Ind., which added a 29foot fifth-wheel to its ultra-lightweight Harmony towable series, and Chalet RV Inc., Albany, Ore., which introduced a diminutive Takena5 fiver with the intention of adding a 19-foot floorplan by summer. Meanwhile, EverGreen Recreational Vehicles LLC introduced the first allcomposite fifth-wheel — a 30-footer

that the company says is fully recyclable — and CrossRoads RV, Topeka, Ind., also redesigned its all-composite SlingShot travel trailer series. Keystone RV Co. also went lightweight in its high-line Montana and mid-profile Cougar fifth-wheels with what it calls “Helium Technology,” a construction method about which the company declined to elaborate that shaved 1,400 pounds off its best-selling Montana. The company also redesigned its ultra-lightweight Premier travel trailer series. Forest River Inc.’s new Prime Time Manufacturing subsidiary has developed the ultra-lightweight Tracer Executive and Micro series “That market is real big,” said Prime Time President Jeff Rank. “With a lot of the emerging technologies with composites, all of a sudden you can get the floorplan you want and it’s 2,000 pounds less than it was.” Here’s a look at some of the key product unveiled at Louisville:

q Thor subsidiary Damon Motor Coach, Elkhart, Ind., added a second floorplan to the stylish Avanti frontend diesel Class A motorhome, which is now being built on a heavier 18,000pound GVWR Freightliner MC-L chassis

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Forest River Cedar Creek

equipped with a Cummins 200-hp ISB engine versus what it was on before. One of the industry’s most visible downsized motorhomes, the Avanti’s new 28-foot floorplan is equipped with 17-foot full-wall slideouts with corner beds and large walk-through baths. Features include Corian countertops and curved cabinets and sidewalls.

MSRP: $140,000. q SunnyBrook RV Inc., Middlebury, Ind., has added a fifth-wheel to its expanding lightweight Harmony towable series. '”Last year we had two Harmony floorplans. Now we have 10; this is our first fifth-wheel,” said SunnyBrook President Elvie J. Frey Sr. SunnyBrook’s 29-foot fiberglass-andaluminum Harmony fifth-wheel weighs just over 7,000 pounds and retails from $25,477. Outfitted with a 12foot “superslide,” the Harmony, featuring a rear living room, is built on a Z-frame allowing a large amount of front pass-through storage. q Gulf Stream Coach Inc.,

Nappanee, Ind., introduced the ultralight Visa travel trailer series intended for towing behind minivans and crossovers. Available in four 23-foot floorplans with dry weights of 2,830 pounds, Visa sports fiberglass sidewalls and a radius front end on an aluminum superstructure with lightweight SymaLITE composite substrate. “We reduced the weight by 600 pounds compared to a similar travel trailer,” said Jeff Terhune, Gulf Stream lightweight product manager. The low-profile Visa comes with a full bath, walk-

s Help elpp Fuel uell Move ove To Smaller, More ree Efficien Effici Efficient ficient cient ient ent nt Class CClas Cl ass sss A Coaches Coa Coaches Coach ches While pending new emissions issions ons reg regulat regulations ulations tions intended to drasticallyly red reduce uce pa partic particulat rticulate ulatee eemis emismissions from compres mpressio ession-ig ion-ignit -ignition nition on die diesel el eng engine engines nes was certainly inlyy a hhott topic toppic oof cconv convers nversatio rsation tionn aarou around ound nd chassiss m man manufa ufactu acturer urerr ex exhib xhibits bits at thee rec recen cent nt Natio tional nal RVV Trade Tradee SShow how w inn Louis Loouisvill sville, le, KKy.,, it wa was as the eevol volutio utionn of tthe he cla class ss ge genre nre at bo both th siz sizee ext xtrem emes es — fu fuele led by new new deve velop opme ment nt inn cha chass ssiss desisignn — thaat wass ceente ter stag age w witithinn thhe exppannsivee Kenttuccky Exp xpossitioon Cennter. “W We’rre seeeingg a lott moree tre rendds tow ward rds smal sm allerr annd tow ward rds bigg gger er,” ssaid aid To Tony ny Sippe Si pel, prod roduc uctt m man anag ager er for or Ga Gaffn ffney, ey, S. S.C.C.-bas based ed Freigh Fre ghtlin tliner er Cu Custo stom m CCha Chassi assiss CCorp orp. p. ““The There ere’s’s nnot a lot ot ooff nnew ew 36366- too 338-f 8-foot ooters terss co comin oming ng oout,t, bu but ut there are 2828-foo -footer oters. rs”” Although gh tw two wo m mot motorh otorhom rhome me OOEM OEMs Ms — Winn W Winneba nnebago bago Industries Inc. and nd M Mon Monaco nacoo RV LL LLC — al also debuted new 40-foot-plus pluss ta tag-a tag-axle g-axle xle mo models models, dels, it was the trend down in size that hat dre drew w tthe he mos most interest among dealers cognizant of consumer onsumer umer demand for smaller, more fuel-efficient Class A’s. “We didn’t have a product (in this size segment) last year,” Sippel noted. “Now, we are building what we call the MC-L, which is our 42

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front-engine, -engine, ne, 18,0 18,000-pound 18,000-p 8,000-pound 0-pound und GVW chassis chas s with with a Cummins ISB enginee andd Allison on sisix-spee six-speed -speedd tran transtrans mission.”

Sippel was quick quicck to point out that while the h MC L, now MC-L, ow used for the 2828 and 31-foot 31 foot Avanti A i first introduced introduce ntroducedd last yearr by Damon Moto Motor t Coach, CCoachh

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Extendable sofa in Winnebago Tour/Itasca Ellipse 42D

around queen bed, 82-inch interior ceilings, balsa-core wood cabinets, LED running lights and independent torsion suspension. MSRP: $15,600. q Monaco RV LLC redesigned its Monaco Caymen/Holiday Rambler Neptune diesel pusher with four new floorplans on the Coburg, Ore., company’s proprietary Roadmaster eightairbag-equipped raised-rail chassis. “We tried to incorporate a high-value product with residential floorplans,” said spokesman Ryan Lee. “From a ride standpoint, there is a major difference in how this handles.” The Caymen/ Neptune, available in 36- and 40-foot floorplans, is powered by either a 340hp or 360-hp Cummins engine.

Elkhart, El Elkha art, Ind Ind., d., iss a frfront ont-e -engi ginee die diese sel, it iss no not a d ative of Fre deriva derivative Freigh Freightlin ghtliner’s iner’s r’s FFRED ED unit unit. u “This is a lilighte “Th lighter ter GGVW GVW,, w with th who wholly lly differe different dif erent nt chassis h s rails, rail dif differen different rent su suspe suspensio suspensions ensions ons — nnoo co common comm ommon mon parts with wi h the FRED FRED,” RED,”” he not noted. The Avanti Ava was onee of thr three hree 228-foo 28-foot ot Cla Class ass AA’ss iintroduced t at DDecemb December’s mber’s RRV trad trade ade sho show. how. TTiffin Motor M t Homes H Inc., Red BBay, Inc ay, Ala Ala., and the he rrevam revamped vamped Fleetwood Fl t d RV Inc Inc. al also so debu debuted ed com compact mpact Class A units. Tiffin’ss 28-foot Al units Allegro legro Bre Breeze eeze is built uupon p the company’s oown 21 21,500-pound 5000 pound GVWR WR chassis hassi ssis powered by a 215 215-hp -hp Navista Navistarr MaxxFo MaxxForce rce 7 VV-88 engine, engine gine, i while the 2828- to 31-foot Fleetwood Fleetwo EEncounter nter t utilizes a Fordd F-53 Sup Super er Duty cchassis hassis rated t d att 16 16,000 6,000 000 0 or 18 18,000 000 ppounds GVW GVWR. All ar GVWR are

RoadTrek SS-Ideal

Features include tile floors, queen beds and optional residential refrigerator and stackable washer/dryer. Base MSRP: $214,278. q Manitoba-based Leisure Travel Vans Ltd., has installed a fold-down Murphy bed into one of two floorplans in its new Unity “B-plus” style Class C

eexpe pecte ted to aach chiev eve m mile leagge iin tthe mid id-te teenns. So, So o, too, too, is the frfron ont-d -dies esell W Wo Workh khors rsee W2 W W20DD cha chass hassis. sis. Pow Power wered red by a 230 230-h 0-hpp Max MaxxFo M xForc orcee VV-8, -8, th the engi engine nginee wa was ccerti certified rtified ed to ge get 113.22 miles m s pe per er ggall gallon lon bby inde indepen inndependen pendent dentt te testers teste sters rs att tthee Bo Bosch ch Pr Provin Proving ving Grounds Gro Ground ounds ds inn So South uth Be Bend, nd, Ind Ind. ““Potential “Pot “Potentia tential ial (C (Clas (Class Class ss A)) bu buyer buyers uyerss st still ill w wan want po powe power wer and perfo performance, performa p formance, ance, e, but ut the they ey aare aalso dem deman demanding manding dingg b tter fue better fuel uel eco econom economy conomy omy an and tthat is w what the new W se es deliv W-series delivers,” livers,” s,” said aid Ton Tony ony M Monda Monda, da, W Workhors Workh Workhorse khorse se vice president pres ent off m marke marketing marketing. rketing. ng. AApproaching Approach oaching ng the t e evolvin ev evolving ving mo motorh motorhome orhome me ma market from a different diffe ent direct direction, rection, on, Spart Spartan partann Custom CCusto Chassis Ch ssis Inc., I c., CCharlot Charlotte, arlotte, Mi Mich., iintroduced a new “coach-ready platform” intended to alleviate “coac “coach-read

motorhome on an 11,030-pound GVWR Sprinter cab chassis powered by a 154hp Mercedes-Benz diesel engine. The queen-size Murphy bed hinges down from an 18-inch slideout above two powered reclining lounge chairs that become the bed’s base. New front and rear caps, European-designed windows, much of the time-consuming cab engineering tasks and allow coachbuilders to focus on what they do best: build the “house” portion of the mot motorhome. “So Soo much mu of the engineering of these vehiccles les ttake takes es place place up fro front,” said Tom Gorman, COOO of CO of SSpartan. Spart partan. an. “What “What yo you’re going to see on the Ne Next-G Next-Gen xt-Genera eneration eration ion Pl Platfo Platform tform rm (NGP) (N (NGP is that we ve bro we’ve broug rought ghtt a lot lo of th this eeng engine gineerin eering ing aand integrated gr grate ted it in into nto tthee Sp Spart partan tan chass cha hassis sis … fro from om there, thee OEMs OEEMss ca can an cre create eatee th the he sspa space ce — tthe he livi living ng space, th space, thee w worldd tthat wor hat th they ey want want — inn tthe he back. back.” “W “Wha Whatt iit ddoes oes is cr creat atee tthe he ab ability ity fo forr ((ma mannuf ctur ufac urers rs) tto ggett int nto tthee ma marke ket,, orr get et inntoo a sppeccificc paart of thee m markkett, w withoutt innvesstinng all a theeir eenggineeerringg reesouurce ces into to aall tthe FM MVSSS re uirem requi emen entss — pul ull te tests ts on sseat ats, w win indsshieeld defogg def ogger er sy syste tems ms, et etc., c.,” aadde ddedd Roy EEnge ngelb lbrec echt,t, chief chie ef eeng engine ineer er of tthe Ad Advan vance ncedd PPro Produc ducts ts Gro Group oup. “So So as op oppo opposed osedd too ju just ust hhav having vingg a flatt ch chas hassis sis tha that the OOEM th EM is go going ng to have ha e too doo alll thee en engin engineering w in work ork on, on w we’v we’ve ’ve ddone ne a lott off tha that at up up-front.” According Acco Accordin rdingg ttoo EEnge Engelbr ngelbrech brecht, cht,, tthe unit will ship to the th he man manufa manufactur m ufacturer cturer er jjust ust as it w was presented during its intro introduc introduction oduction, ction, n, w with the possible exception of the ffairing. fairin airing. ng. “W “We created (that) just to help people visualize what this would look like as a finished vis product,” he said of the 34-foot, 33,000-pound GVWR NGP rail displayed at Louisville that can be tailored to any of Spartan's chassis. Δ

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BEST OF

SHOW

Tiffin’s ffin’s fin’s in’s n’s ’ss Allegro llegro legro egro gro roo Breeze Bree Breez ree ree BBr Bre Brea Breaks Break NNe New Ground Ground ound und ndd For orr Class lass ass sss A Diesel DDi Die Diese Dies Coaches Coache Coach Coac Coa Co C A 28-foot 8-foot -foot foot oot ott diesel iesel esel sel ell pusher usher sher her err Class lass ass sss A motorhome otorhome torhome orhome rhome home me hasn’t come cco com around aroun very arou aro aar ver vve often. often ofte of o In I fact, fact fac fa unti until nno unt uun now,, now one hasn sn’tt come aloong at aall, ll, too the best esstt ooff ourr knowledge. knowledge knowled knowle T ffifinn Mo Ti Tiff Mottoorr Ho Hom ome me In Incc..’ss Alle A eg Al egrroo Breeze, cchhosen as “Best of SSho how how w” by by the thhee RVBusiness RVBBusiness siness staf sttaffff dduuririnngg tthe thhee 4477tthh An Annnua nuuaal Na Nati atioonnaall RV RV Tr Traaddee Show w,, breaks new gro rou ouund with itthh rega eggar ard rdd too diesel-pusher esel-pusher el-pusher length. length lengt len le The Breeze, bbuuiltltt on the hee Red edd Bay, ay,y, Ala. la.. manufacturer’s anufacturer own ow 21,500-pound 21,500-poun 21,500-pou 21,50021,500-po 21,500-p 21,50 21,5 21,500 221 GVW GV WR cha WR hassssiiss equipped quipped pped ped edd with ith thh a 215-hp 15-hp 5-hp hpp Navistar avistar vistar star arr MaxxForce axxForce xxForce Force orce ce 7 V-8 V 8 engine, engine eng perhaps perhap perh perha pe p points poin po ppoint to the tth future futur futu fut ffu direction directio directi direct direc dire di d oof moto tor oriized RVs. Ass the hee Allegro legro egro gro roo Breeze reeze eze zee iss a concept oncept ncept cept ptt vehicle hicle le that is expected expecte expec exp to be available availab availabl availa avai ava a in i March, March Tiffin Marc Mar Ma M Tiffi in llaattee Tif TTi December ecember cember ember mber ber err hadn’t adn’t dn’t n’t’t set ett ann MSRP SRP RPP nor or determined etermined termined rmined inedd fuel mileage, mileag mi although althou altho it’s aalth it expected expecte expect expec expe exp ex to get ge g miles-pe miles-permiles-p mile mi m milesmiles gaallo llon inn the m mid id-t-te tee een ens ns.s The hee mid-priced d-priced -priced priced riced ced edd Breeze reeze eeze zee has ass a single ingle glee streetside eetside slideout, slideout l one-piece one-piec one-pie one-p one o windshield, windshiel windshie windshield windsh winds wind win w antique antiqu antiq anti an a white whi iinnte wh w terior,r, booth ooth oth thh dinette, nette, ette, tte, e,, queen ueen een enn bed, ed, d, separate parate arate ate toilet ilet and shower show and a plenty plent ple p of o interior interio inter and inte in aan exterior exterio exteri exter exte ex e storage storag stora sto sst for a coaachh itss sizze. Alsso rec Al recognize izzedd bbyy th the the magazine agazine gazine zine ne forr “Best Best off Show” Sh consideration considerati considera conside cons c were w wer Roa we Road Ro adt dtrreekk M Mootoorr Mot Homee Inc.’s SSSS-Id S Ide deaal 220 200-fo -foot oott Class ass ss B coach ach on an imported impo 8,550-pound 8,550-poun 8,550-pou 8,550-po 8,5508,55 8, GVW GV WRR M Meerced Mer cede des ess-BBen Beenz Sprinterr chassis hassis assis sisis that att iss equipped quipped ipped ped ed withh a slideout deout that extends exte through th throug the thro th Sprinter’s Sprinter’ Sprinte Sprint Spri SSp rear rea re r double doub dou do d doors, annd Hea Hear eart rtla lan and ndd Recr eccrea eati ation ional nall Vehicles V cles LLC’’s diminutiv Vehic dimin inutive ive ret retro tro-lo o-loo ooki okin ingg M MPPGG tra MPG trrav avel ell ttrtraailer with four 19- and andd 20-foot 0-foot foot ott floorplans, loorplans, orplans, rplans, ans,s, fenders ders and front and a rear r pass-through pass-throug pass-throu pass-thr pass-t pass pa storage. sstorage storag stor sto While thee Roadtrek oadtrek adtrek trek ekk slideout ideout eout ut van an camper mperr unit is the first firs in its class, cclas the th MPG MP M is an a example exa e of a trend towar ardd sm malle aller er trtrav rave vell ttra trailer ilers rs tthat include d the h Keystone Keyst stone ne Passp P sspor Pass port, rt, For Foores rest stt Riv Ri Riveerr R-Pod, the new Gulf Strea eam am m Visa, isaa, Micro Miccro-L ro-Lit -Lite te Trailer ailer Manufacturing Manufactu Inc Inc.’ss Vy Vym Vymer mero ronn an and ndd Cik C kirira RV LLC’s Ci Retro-Lite, among ngg others. hers. ers.s. Alll are characterized haracterized acterized rized by shorter lengths, lengt lighter light lig weights, weig weight we w a somewhat s retro look and most have ve sloping loping ping ngg aerodynamic odynamic ynamic amic “teardrop” d ” front f ends en that t enhance enhan enh e towing. towing towi tow t Along with Roadtrek’s trek’s ek’s k’s Class lass ss B slideout, out, for innovation in the th 2010 2 model mode mo m year ye y RVBusiness recognizes the Chalet RV Inc nc. c triple-slide ple-slide -slide de truckk camper that provides provide pro the th feel fee f oof a Class C motorhome; Dutchmen Manufacturing ngg In Inc. nc.’s Grand nd Junction ti fifth-wheel fifth-whee fift that th inc incorp corpo rporates a large cedar-lined closet into the front cap; and Pa Pacif acific fic Coachworks Coach C chworks Inc. Inc ’’s outdoor outd tdoor or kit kitch kitchen contained in a powered rear slideout. — Bob Ashley 44

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LED interior lighting, Corian countertops and curved cabinets are standard. The second floorplan, also with a single slideout, includes a rear bed. MSRP: $121,458. q Motorized manufacturer Four Winds International Corp., Elkhart, Ind., introduced a Montecito motorhome, the Thor subsidiary’s first diesel pusher. Available in three 38foot single-axle and two 42-foot tagaxle floorplans, Montecito is built on a Freightliner XCR chassis with 32,000and 44,600-pound GVWRs powered by a 360-hp Cummins ISC diesel engine. Projecting a residential feel inside the coach, the Montecito features kingsize beds, dresser drawers, kick panels, solid-surface countertops and glazed solid wood cabinet doors. MSRP: $230,000. q Forest River Inc., Elkhart, Ind., redesigned the interiors of its midpriced Cedar Creek fifth-wheel series built at the Berkshire Hathaway Inc. subsidiary’s Millersburg, Ind., facility. Available in eight 34- to 36-foot floorplans with a 40-footer available in February, Cedar Creek features frameless windows, six-point remote-controlled “DaBoda Level Up” stabilization systems, Corian countertops, 6-foot 8inch cabover ceilings, retractable HD TV in the rear living room, radius onepiece showers, on-demand hot water, multi-purpose Hoosier cabinets and pet dishes integrated with the kitchen

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Dutchmen Grand Junction 340RL with innovative front cedar-lined closet

GVWR Sprinter chassis equipped with a six-cylinder 154-hp Mercedes-Benz diesel engine. MSRP: $143,000. Winnebago also debuted a Winnebago Tour/Itasca Ellipse 42D tag-axle model on a 44,320-pound GVWR Freightliner Maxum chassis equipped with a turbocharged 400-hp Cummins ISL diesel engine. The new 42D features a curbside slide with an L-shaped sofa that extends with the slideout. MSRP: $339,000. q Canadian van camper builder

Axdel Inc., go to www.rvbusiness.com/info

cabinets. Base MSRP: $72,000. q Winnebago Industries Inc. introduced a second floorplan at the Louisville Show of its a Sprinter-chassis-based Winnebago Via/Itasca Reyo Class A motorhome. The new rear-bath 25R floorplan features two dining areas and a larger streetside bed/sofa slideout. The 25-foot Via/Reyo, equipped standard with a bed that drops down from over the cockpit, is the first Class A motorhome built on a body-free version of the 11,030-pound

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Jayco Skylark

EverGreen Ever-Lite

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Roadtrek Motorhomes Inc., Kitchener, Ontario, engineered a Sprinter chassisbased Class B motorhome with a slideout. The 3-foot-deep slide in Roadtrek’s new 20-foot SS-Ideal motorhome extends from the rear door opening and contains a convertible queen sofa. The SS-Ideal is built on the 8,550-pound GVWR Sprinter 2500 chassis equipped with a 154-hp sixcylinder Mercedes-Benz diesel engine. MSRP: $97,110. q CrossRoads RV, Topeka, Ind., redesigned its ultra-lightweight SlingShot travel trailer for 2010. Introduced at the Louisville Show, the Thor division’s SlingShot features an upgraded interior with Azdel SuperLite composite sidewalls, roof, interior walls and floors and is available in six 21- to 29-foot floorplans, all with slideouts. The 29-footer has a dry weight of 3,600 pounds. MSRPs from $20,000. q Motorized manufacturer Fleetwood RV Inc., Decatur, Ind., has introduced an entry-level gas-powered Encounter Class A motorhome that the company calls a “crossover” model. “The Encounter has the increased sleeping capacity of a Class C and the increased storage and tank capacity of a Class A,” said Fleetwood President John Draheim. “It has the driving benefits of both.” Available in three 28- to 31foot floorplans, Encounter is mounted on a Ford F-53 SuperDuty chassis with 16,000- or 18,000-pound GVWRs. Options that characterize the Encounter as a “crossover” include a queen size “Hide-a-Loft” bed that powers down electronically from above the cockpit. Encounter features include pass-through storage, heated holding tanks and luggage compartment, rearvision camera with monitor and water filtration. MSRPs start at $81,263. q Dutchmen Manufacturing Inc. designed a cedar-lined walk-in closet in its all-new luxury Grand Junction fifth-wheel series that uses space that usually is overlooked in the front cap. “We picked up three feet of functional storage space without increasing the length, price or weight of the coach using the space between what usually is the front wall and the cap itself,” said Don Clark, president of the Goshen, Ind., towable manufacturer. The Grand Junction, revamped for 2010 with new floorplans and a more moderate price point, is available in five 32- to 38- foot floorplans with three or four slides — the 340RL has the forward closet — and features

high-gloss fiberglass exteriors, command centers, heated and enclosed underbellies, solid-cherry cabinets and Corian countertops throughout. Base MSRP: $58,000. q Forest River Inc. has added two new floorplans — for a total of three — to the recently introduced gas-powered non-basement (NB) entry-level Class A Georgetown motorhome. The 301⁄2-foot Georgetown NB is designed with a full-wall slideout equipped with free-standing tables and chairs, while a 32-footer features rear bunk beds. Built standard on a 20,500-pound GVWR Ford F-53 SuperDuty chassis powered by a 6.8L, 362-hp Triton V-10 gasoline engine, the Georgetown NB is optionally available on a 20,700pound GVWR Workhorse W-20 platform. Forest River earlier introduced a 34-foot double-slide model. Featuring a fiberglass front cap with one-piece windshield, the Georgetown NB is equipped with sideswinging, one-piece fiberglass baggage doors, rear pass-through storage, flat floors throughout, halogen accent lights and convertible booth dinettes. MSRPs start at less than $80,000. q With its teardrop shape and retro-look ABS fenders, the new MPG travel trailer from Heartland Recreational Vehicles LLC, Elkhart, Ind., hearkens back to the early days of RVing. But the laminated fiberglassand-aluminum MPG, available in four 19- to 20-foot floorplans — three with slideouts — is fully equipped with amenities such as ducted-air conditioning, wet baths with integrated toilets, solid-wood cabinet fronts with raised-panel doors, three-way refrigerators and two-burner stoves. Introduced at Louisville, MPG retails from $13,650. Heartland also showed a new midpriced dual-entry Caliber travel trailer with four 30- to 37-foot single- or double-slide floorplans with molded front caps, and the Greystone fifthwheel in five 35- to 37-foot triple-slide floorplans with aerodynamic front caps that allow an 88-degree turning radius. Base MSRP: $35,665. q With a dry weight of 2,950 pounds, Jayco Inc.’s new V-nose, ultra-lightweight Skylark travel trailer is designed to be towed by most cars, SUVs and light trucks. The single-axle 2011 Skylark is available in one 22foot floorplan. “Our goal was to build the longest, lightest unit we could on a single axle,” said Paul Gardner, direccontinued on page 74

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047-RVB01 PG 47 LIPPERT

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■ ■ ■ SPECIAL ADVERTISING SECTION ■ ■ ■

Lippert Components Debuts In-Wall Slide System, Offers Enhanced Security for RV Entry, Tent Doors The recession hasn’t stopped the flow of innovative products, designed to enhance the safety, comfort and aesthetics – basically, the whole RVing experience – provided by new 2010 models. Lippert Components, Goshen, Ind., focusing on enhancements that directly benefit RVers, has taken slideout designs to the next level by introducing an in-wall slide system at the 2009 Louisville Trade Show that completely hides the motor.r With the in-wall slide system, RV manufacturers no longer need to hide the slide system’s cables, chains or motors when trimming around the slide. In addition to a higher-quality appearance, the enhancement allows RV trailer and motorhome manufacturers greater flexibility in designing floorplans. The new in-wall slide systems are very lightweight, averaging about 22 pounds, according to Brian Donat,

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Lippert director of marketing and product innovation. Prices are competitive with other, older-style systems. Lippert supplies about 80% of the towable frames for the RV market, and the frames “generally go out with our slide systems on them,” Donat added, as a reflection of the still-growing popularity of this market segment. “The new slide system now helps us in attracting customers that are currently using competitors cable slide systems.” As another benefit to the slideout market, Kinro Composites also introduced a Thermoformed slide-out fascia, which is lightweight, fully price competitive with common foam fascias, but much more durable// damage-resistant, ge-resistant, if the slide is impacted by a chair or countertop extension that was not stored properly. Greater Door Security For security-minded RVers, Lippert also offers the industry’s first alarm system as an option on the entry doors. Lippert also offers a keyless entry option on its doors. The company’s entry door sales have been growing rapidly, accounting for over more than 40% of the segment after being first introduced only a little over more than a year ago. The core of the entry doors themselves use a pre-cambered design for better sealing. Along with the quality sealing on the exterior door, the benefits are topped off with a screen door that now comes to the customer standard with, stainless-steel hinges for increased durability and a doublethickness interior screen door jamb. The kick panel has a solid-core design to keep it from rattling or loosening. Lippert has also begun offering

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secure lockk tent doors. Unlike traditional doors, using Velcro fasteners, the doors have an arched bow, providing more head room in the tent or bunkk area, and, at the point where the door attaches to the tent, a Jchannel system that actually locks it to the tent. That prevents the tent from being forced loose by a child in the bunk area, for example, if falling or pushing against it. The doors are also designed with an extruded hinge that runs the length of the door, providing tight, gap-less protection against outside water or small items falling into the openings left by the separate hinges used on competitive designs.

As a labor- and cost-saving convenience, Lippert, as a division of Drew Industries, now also offers single-source purchasing/ delivery for bunk doors, tents and mattresses – items that RV manufacturers have typically had to order from separate suppliers in the past. They are also still singly available.

www.lippertcomponents.com

(574) 535-1125

Lippert Components, go to www.rvbusiness.com/info

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RV Business 2009 Top 50 Dealer Awards Reception and Dinner Keynote Speaker Mike Huckabee Greets, Impresses Crowd During Event Reception

J

oining the allindustry crowd for pre-dinner cocktails Oct. 7 at the RV Business Top 50 Dealers Awards reception was the evening’s keynote speaker, ex-Arkansas Gov. Mike Huckabee, a Fox News host who made a national name for himself as one of the leading 2008 GOP presidential candidates. The folksy politician, author, musician, Southern Baptist minister and potential 2012 Republican presidential contender was on hand at the Rio All-Suite Hotel & Casino in Las Vegas to meet and greet many of the 380 RV dealers, manufacturing executives and guests attending the dinner held in conjunction with the annual RV Dealers International Convention/Expo. The evening’s other speakers — including Mike Molino, president of the Recreational Vehicle Dealers Association; Jim Sheldon, chairman of the Recreation Vehicle Industry Association (RVIA); RVIA Public Relations Chairman BJ Thompson; and Mike Schneider, CEO of Affinity Group Inc., parent company of RVBusiness — mingled among the early arrivals. Also in attendance, of course, were many of the North 48

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American RV dealers who later were recognized as Top 50 honorees, along with representatives of the event’s Leadership Alliance sponsors — many of them carrying now-signed copies of Huckabee’s latest book, Do the Right Thing: Inside the Movement That’s Bringing Common Sense Back to America. 2 0 10

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049-RVB01 PG 49 COAST AD

12/30/09

11:05 AM

Page 49

WHAT HAPPENS G A E V S .. . IN

PUTS YOU ON THE ROAD TO

HIGHER PROFITS.

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r resenting the 2010 Coast to Coast Conference, sponsored by Coast to Coast. We’re gathering the leaders of the Private Membership Camping Industry to show you how to shape your sales and marketing strategies and tactics to drive sales, maximize revenue, and generate better overall results. And it’s all happening at the legendary Caesars Palace Resort on February 16th, 17th & 18th. Who will be there? Current owners and developers of membership campgrounds, owners interested in converting their parks to Private Membership Camping, sales & marketing managers, RV industry execs, park investors, and anyone seeking to benefit f continuing growth of Private 20 Membership Camping.

Why you should attend: Learn best practices in sales & marketing. Discover the “secrets to success” used by the leading developers in our industry. Gain insights and ideas to improve sales and marketing at your resort. Hear about new technologies that can grow your business. Limited space, unlimited opportunity. Visit www.coastconference.com for more details and hotel reservations at this unparalleled event. Space is limited! Register today!

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The 2010 Coast To Coast Conference Caesars Palace Las Vegas, NV February 16-18, 2010

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Ketelsen, Nill Presented With Altman ‘Lifetime Achievement’ Honors at 2009 RV Business Top 50 Dealers Awards Program Both Dealers Set Standards for Service — Not Only for Their Customers, But Also the Communities They Live and Work In I

B Y B O B A S H L E Y

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he late John R. “Johnny” Ketelsen, who spawned RV dealerships in Iowa and Colorado, and Herb Nill, founder of Guaranty RV in Junction City, Colo., received the 2009 Dave Altman Award for a lifetime dedicated to the RV industry Oct. 7 during the 2nd Annual RV Business Top 50 Dealer Awards reception and dinner in Las Vegas. Both Ketelsen and Nill are said to have taken pride in treating everyone in their lives — employees, vendors and customers alike — with respect and honesty. Likewise, they both were proud to be salesmen and always believed that treating customers right was the key to their respective successes. Ketelsen, who passed away in August, and Nill also influenced others beyond their careers in the RV industry — Ketelsen as a cowboy entertainer and one of the founders of the national Recreation Vehicle Dealers Association (RVDA) and Nill as a civic leader, A-grade businessman and lifelong supporter of the Boy Scouts of America.

Ketelsen’s ‘Second Career’ Takes Off

Having learned to play the guitar as a boy, Johnny Ketelsen’s first career away from the Iowa farm operated by he and his wife, Marjorie, was as a 50

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John R. Ketelsen

Herb Nill

country and western performer with Tom Owens Cowboys, a dance band that performed throughout the Midwest. After Owens’ death, the group became the Johnny Ketelsen Band, and performed nightly for 20 years on WMT, a 50,000-watt radio station in Cedar Rapids, Iowa. During his career, Ketelsen teamed up with the likes of Roy Rogers, Gene Autry, Johnny Cash and Conway Twitty. “They hold a broadcast record of 6,500 live radio shows over 20 years,” said son Randy Ketelsen, owner of Ketelsen Campers of Colorado in Wheat Ridge, Colo., and one of the RV Business Top 50 Blue Ribbon award recipients for 2009. “And they played the ballroom circuit throughout the Midwest. They’d play for 90 days, take a day off and then perform for another 90 days before they’d take another day off.” Johnny Ketelsen launched his second career in the RV business almost by accident. As live music on the radio was

replaced in the early 1960s by disc jockeys spinning records, Ketelsen rekindled a personal interest in camping and the outdoors that had developed in his younger days. So, in 1962, he approached Dreamer Pickup Campers, a small manufacturer in Oswego, Kan., to buy a truck camper. “Dad was told that the only way he could buy a camper was to start a dealership and buy three,” Randy Ketelsen recalled. Consequently, he bought one for himself, sold one to his next-door neighbor and put the third out in the front yard of his farm. A buyer showed up, but he wanted a camper in a different color. When Ketelsen inquired about a different color, Dream Camper again told him that he’d need to buy three units at a time, so he did. “It grew from there,” Randy Ketelsen said. “The corn crib became the service center and the front yard became the sales lot.” In 1973, Johnny Ketelsen outgrew the farm operation and opened a real dealership — Ketelsen RV — in the Cedar Rapids, Iowa, suburb of Marion, which he operated with sons Randy and Gary. “The business just kept multiplying through the ’60s,” said Randy Ketelsen, who also had joined his father’s band

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TOP: Ketelsen Campers of Colorado is operated by Johnny Ketelsen’s son, Randy. ABOVE: Randy Ketelsen (right) with a technician at his Wheat Ridge, Colo., dealership. ABOVE RIGHT: The full-service facility also is a factory authorized warranty service center for repairs of RV components ranging from Carefree of Colorado awnings to Drawtite hitches.

after graduating from high school. After a time, Johnny Ketelsen began stocking Coleman folding camping trailers, which became his primary product line. Johnny Ketelsen continued to travel with the band and started several

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camper clubs in Iowa, which helped grow the camper business. “The music and the RV dealership became dual careers that fed on each other,” Randy Ketelsen said. In 1985, Randy Ketelsen moved to Wheat Ridge, Colo., and opened Ketelsen Campers of Colorado, while brother Gary stayed in Iowa to run the original Ketelsen RV founded by his father who stayed active in the business until the early 1990s. The Iowa dealership relocated to an I-80 location in Hiawatha, Iowa, in 2005. Customer service was instilled in the Ketelsen boys early, said Randy Ketelsen, recounting how his mother, Marjorie, often would invite potential customers into the house for dinner when the deal-

ership was located at the farm. “Someone asked her once why she did that, and she said, ‘because it was time for dinner,’” Randy Ketelsen recalled. “Dad treated every customer like a friend and both my brother and I still do the same.” Johnny Ketelsen was among the RV dealers who formed the national Recreation Vehicle Dealers Association and the Iowa Recreation Vehicle Dealers Association. In 2000, he was inducted into the RV/MH Hall of Fame in Elkhart, Ind. “He was an ordinary guy whose passion was to mentor other people in the RV industry — even if they were competitors — because they were all in it together,” Randy Ketelsen noted. “He had a lifetime of making people happy, whether it was in the band or in the campground.” Receiving the Dave Altman Award would have been special for his father, Randy Ketelsen said. “Dad revered Dave Altman. He thought Dave epitomized everything that the RV business should be. Dad thought that if he could be like Dave Altman, he would be alright.”

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Nill ‘Grows’ Oregon Used-Car Dealership

A leader for decades in RV retailing in the Northwest, Herb Nill first launched his dealership as a used-car lot in 1966 after graduating from the University of Oregon. “He grew up in the Depression,” said Shannon Nill, Nills’ son and Guaranty RV general manager. “Dad is a self-made man who put himself through college on a track scholarship and selling cars. His family owned a small general store but he made his own way through college. That made him a tougher guy because nobody was going to hand anything to him. “As soon as he graduated,” Shannon Nill added, “he bought the used car lot and a few years later, got together enough money to buy Guaranty Chevrolet. The first day, he was there at two in the morning because he was so antsy to get started.” Nill added motorhomes to his inventory in 1972. “RVs looked like a good opportunity to take the car business to a new level,” Shannon Nill said. “He was the only seller of RVs in the Northwest when he got started.” Herb Nill, now 80 and still active in the dealership, told RVBusiness that much has changed in the 37 years since he started selling recreational vehicles. “Nobody has to have a motorhome,'' Herb Nill said. “So, it’s an emotional, fun-type toy that they are buying. And customers today are more particular than they have been in the past.” Herb Nill has tried to run his business by the same creed he learned as a young Eagle Scout, an organization 52

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that reveres attributes such as loyalty, trustworthiness, helpfulness and friendliness — and with which he continues to hold close ties. In fact, Nill recently donated enough money to finance the construction of a new Boy Scout Center in Eugene which has been named the Herb Nill Family Guaranty Scout Center. Yet, ever the salesman, Herb Nill is fond of saying, “Nothing happens until somebody sells something.” Guaranty RV sits on 40 acres shared with Guaranty Chevrolet. The RV dealership is divided into three sections — one for motorhomes, another for fifthwheels and toy haulers and a third handling travel trailers and truck campers. A one-site dealership with the recent closure of its I-5 location in

Coburg, Guaranty RV employs about 300 people, a figure that includes 30 service technicians. “One of our main secrets over the years has been topnotch service,” Shannon Nill said. “That’s what everybody in the RV industry needs to aspire to.” Among Guaranty RVs’ more interesting sales techniques are five- to sevenminute videos that salesmen make about each used RV they’ve taken in trade. “They (the videos) are guides that give the salesman who makes them a big head start on a sale,” Shannon Nill said. Guaranty’s early products included GMC, Open Road and Caribou — later Monaco — and other RV brands. Although Herb Nill has cut back on his involvement with the dealership, he’s far from retired. “He paces his

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Debbie Brunoforte (left) and associates from Little Dealer, Little Prices.

RV Business Top 50 Dealer Award Winners What Does it Take to Be Named One of America’s Top RV Dealers? As the Accompanying Profiles Highlight, the Nation’s Best Pay Special Attention to the Customer, the Product — and Their Community

OPPOSITE PAGE, TOP: The expansive showroom at Coburg, Ore.-based Guaranty RV. The RV dealership shares 40 acres with Guaranty Chevrolet. BOTTOM: Herb Nill (foreground) entertains RV manufacturing executives at his home in Eugene. THIS PAGE, TOP: Construction of the Herb Nill Family Guaranty Scout Center in Eugene was financed through donations by Nill, a former Eagle Scout. ABOVE: The Nill family (L-R): sons Shannon and Marty; Herb’s wife, Sally; son Eric with his fiance, Barbara Sloat; Marty’s wife, Joni; Shannon’s wife, Barbara; Marty and Joni’s daughter, Noelle Nercessian; and Guaranty RV founder Herb Nill.

work time to allow him to spend some time with my mom, Sally, traveling,” Shannon Nill reported. As a community leader, Nill was president of the local United Way and also was active in the Oregon RV Dealers Association and the Oregon Automobile Dealers Association. When in Oregon, Herb Nill attends weekly management and sales meetings, and still stays on top of things. “This year being more challenging, he’s stepped up with a few ideas that you normally don’t get from a guy of his age,” Shannon Nill said of advertising and marketing suggestions generated by the senior Nill. “He makes sure that everybody is actively following up on the leads and making sure that the customers are happy.” Herb Nill also attends rallies for the Guaranty Travelers, the nation’s oldest dealer-based RV Club. “The club has been a fantastic way to meet people and find out what their ‘hot buttons’ are,” said Shannon Nill.

Typically getting together three times a year, the Guaranty Travelers have gathered at many of the RVing hot spots in the West, including Jackson Hole, Wyo., Cour d’Alene, Idaho, and the Black Hills in South Dakota. “One of the things dad enjoys doing is traveling throughout the West,” Shannon Nill said. “What’s fun is we turn people on to locations that they can put onto their travel roster for future trips.” It’s not bad for business, either, he noted. “Dad has seen the RV industry go mainstream since he founded Guaranty RV,” Shannon Nill said. “Every state has RV parks now — and there is an emphasis on travel that would not be possible if camping was still just tents and station wagons,” he said. “RVing instills family values and the neat things that can be incorporated from the RV lifestyle. Customers’ fondest memories are the RVing that they do together with their families.” Δ

Aberdeen RV Center Aberdeen, Mississippi Aberdeen RV Center (888-223-7334, www.aberdeenrv.com), located in Aberdeen, Mississippi, is a family owned business that has been serving north Mississippi since 1994. With a staff that has a combined 65 years of experience in the RV sales & service industry, Aberdeen is an award-winning Jayco dealer — and lays claim to being the largest towable dealer in Mississippi. With a six-bay service center, the facility places a strong emphasis on service, as well. Aloha RV Albuquerque, New Mexico Since 1952, Aloha RV (866-797-8444, www.aloharv.com) principals have been providing top-flight RV sales and service for the Albuquerque area. The facility oppupies a 38,000-square-foot building, maintains the largest parts store in the state — and a sales staff with a collective experience in excess of 100 years. The dealership has begun plans to double its service facility space, and its customer commitment means that sometimes technicians come in early, stay late or even come in on days off to meet deadlines. Altmans Winnebago Carson, California A dealership that wholeheartedly embraces its community — the retailer actually increased donations and volunteer work during the past two years — Altmans Winnebago (888-8200200, www.altmans.com) is the largest Winnebago dealership in the Los Angeles area. Acknowledging the importance of quality customer care, the dealership left intact positions

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that interact with customers even during the recent industry downturn. It also doesn’t hire from within the industry so they can “start from scratch” and teach new hires themselves. American RV Sales & Service Grand Rapids, Michigan The service department at American RV (877-863-9527, www.americanrv.com) is “the backbone of our dealership.” With 17 service bays staffed by certified and licensed technicians, the facility’s aim is to minimize downtime. Another advantage is that all employees participate in customer service training — and customer feedback is even posted on the company’s website. The retailer keeps business alive through the off-season with an annual Winterfest celebration open to all customers. Apache Village RV Center Hazelwood, Missouri Located on six acres, Apache Village RV Center (877-665-4449, www.apachevillagerv .com) is a full-line dealership “committed to the quality of your camping experience.” Founded by Ray and Mary Ellen Meyer in 1975 — “their dream was to build a business based upon customer service and satisfaction,” noted son, John — the facility continues under the tutalege of John and brothers Bob and Marty. The dealership also holds an annual customer open house barbeque with educational seminars. Beckley’s RV Camping Center Thurmont, Maryland Established in 1980, Beckley’s RV Camping Center (800-424-CAMP, www.beckleysrv.com) moved to its present location on Rt. 15, some 12 miles north of Frederick, in 1985. There, customers can browse new units inside a 6,000square-foot showroom or walk the facility’s 41⁄ acres to view hundreds of other RVs. V Continued sucess led the company to purchase property across the street from the award-winning dealership, where it now operates an 11,375-squarefoot service facility with 12 service bays, four motorhome lifts and two auto lifts. Big Country RV Bend, Oregon With locations both in Bend and Redmond, Big Country RV (800-537-7841, www.bigcrv. com) is a full-service dealership in Oregon. Adapting to changing economic conditions, the locations weathered the recent downturn by focusing on used RVs, and going to smaller units and fewer motorized. The facilities carry travel trailers, fifth-wheels, motorhomes, toy haulers and tent campers. Bill Plemmons RV World Rural Hall, North Carolina Founded in 1951 as Bill Plemmons Inc. — 54

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TOP 50 DEALER BLUE RIBBON HONOREE

Lazydays RV Super Center Expands RV Experience With Website, Magazine

Founded as a family-owned business in Tampa, Fla., in 1976, Lazydays RV Super Center’s Seffner, Fla., campus has become a destination onto itself — as well as being the country’s largest single-point retailer. More than 250,000 visitors annually stop by, with attractions such as a luxurious RV park, Crown Club clubhouse, Flying J RV Travel Plaza and large service center. In response to the industry’s recent recession, the dealership took advantage of several opportunities to heighten the RV experience for its customers and the RV community at large. In the spring of 2009, Lazydays launched BetterRVing.com, a website and corresponding print magazine dedicated to helping RVers get the most out of their RV experience. It is designed to allow RVers to share stories with videos, slideshows, forums, editorials and other media in a unique manner and also provides tips from some of the most knowledgeable experts in the RV industry. BetterRving.com is also a print magazine published quarterly, providing a strong depiction of the RV lifestyle with its unique blend of and compelling stories. With each issue, the RVer is taken on a guided tour of the latest RV products and technologies explained by the dealership’s most experienced personnel. Despite the RV industry’s difficulties, dealership employees continued their heavy community participation. On July 3, the Lazydays Partners Foundation, a collection of more than 200 Lazydays employees who donate a portion of their weekly paycheck to the mission of providing a better future for the children of their community, christened The Lazydays House, a 24-hour shelter for abused children in Hillsborough County. The project was initiated by Kid’s Charity of Tampa Bay and funded by more than $400,000 from the Lazydays Partner’s Foundation. In November, Lazydays officials pointed to rising sales and increased hiring as signs that, in sticking with its principles, it would emerge stronger than ever. Said CEO John Horton, “We’ve taken action and charted our course. The road ahead is soundly paved with the dreams of our customers and the pride of our employees. It is an exciting time for our company, and we believe the future has never been brighter.” — Joe Bohn 2 0 10

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TOP 50 DEALER BLUE RIBBON HONOREE

Parkview RV Earns Consistently High CSI Scores — and Repeat Customers

Forced into various staff, inventory and advertising cutbacks to cope with last year’s harsh market conditions, Parkview RV officials were very surprised to find sales taking a “really big turn” in the third quarter of 2009, according to Mike West, vice president of sales and marketing. A big, five-month promotion, which had the dealership giving away a KZ Coyote travel trailer for the first time in a drawing that attracted between 1,500 and 2,000 people to its annual customer rally at the Delaware State Fair Grounds may have laid the groundwork. But, beyond that, dealership sales, up year-over-year by mid-November, also benefited from a sharper focus on product and product promotion and strong customer loyalty, built up during 16 years of operation. As part of its sharper focus, Parkview narrowed its product lines to key brands such as Winnebago motorhomes and Keystone and KZ trailers and fifth-wheels. Its customer satisfaction index (CSI) ratings, consistently in the 98% range for both sales and service as monitored by an outside firm, are also key to Parkview’s high, 37% rate of repeat buyers. Service has been a major focal point in creating satisfaction and repeat buyers. The majority of the dealership’s 25 employees work in service, a force that includes eight certified technicians and five master technicians. Overall, service accounts for 40% of the dealership’s business. On the sales side, Parkview relies on the Internet to help draw customers from neighboring New Jersey and Maryland. “About 80% of customers have visited our website before buying from us,” West noted. Overall, the dealership does “a lot of promotions,” including partnering with Media Camping Center in Media, Pa., for a joint display at the annual RV show at Hershey, Pa. Parkview is also very active in local community affairs, sponsoring various little leagues in Smyrna and nearby Middletown, Pa., along with other others, such as the Middletown Wrestling Club. Parkview owner Rick Horsey, a member of the RV Hall of Fame and chairman of the Education Foundation of Fairfax, Va.-based Recreation Vehicle Dealers Association, is also very active in local and church affairs, serving on the board of his local Asbury Methodist Church. — Joe Bohn

first as a plumbing business then gravitating to automobiles — campers began showing up on the lot after Plemmons took his family on a vacation in a travel trailer. According to his son, Steve, who now operates the now three-storestrong Bill Plemmons RV World (888-746-2351, www.billplemmonsrv.com), “developing an RV dealership became his passion and dream.” Steve carries on the tradition, and is in the process of building a 500-site rally park. Boat N RV Superstores Rockwood, Tennessee Headquartered in Rockwood, Tennessee, with additional locations in New York, Pennsylvania and South Carolina, Boat N RV Superstores (888-262-8678, www.boatnrv. com) has been selling and servicing new and pre-owned boats and RVs for more than 20 years. Following the maxim, “We are here because of you,” the company continuously educates its employees by building strategic relationships with top industry organizations. One of very few dealerships to service both the marine and RV industries, the company also lists units and parts on its extensive website. Can-Am RV Centre London, Ontario, Canada Carrying products from companies as diverse as Keystone, DRV, SunnyBrook, Pleasure Way, Earthbound and Forest River, Can-Am RV Centre (866-226-2678, www.canamrv.ca) is Canada’s largest Airstream dealer. Their drive for enhanced customer service goes so far as to maintain a fleet of cars, trucks and SUVs to allow potential buyers hands-on experience towing different models before they make a purchase because “You shouldn’t have to buy experience.” Carolina Coach & Camper Claremont, North Carolina Located at the foot of the Blue Ridge Mountains, Carolina Coach & Camper (800305-9045, www.carolinacoach.com) features 15 lines of new RVs and lays claim to being North Carolina’s largest Class C dealer by volume. Family owned and operated, the facility boasts a spectacular jungle safari-themed RV showroom — and employees are available to transport visitors around the 18-acre site in vans. The 16-bay service department includes a 64,000-pound capacity lift. Coachlight RV Sales Carthage, Missouri Located south of Carthage in the heart of the Ozarks, Coachlight RV (800-799-7444, www.coachlightrv.com) is a destination unto itself; in addition to its large indoor showroom and parts and service departments, the facility also includes an adjoining full-service, 80-site

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RV park. Owned and operated since 1968 by the Lown family, Coachlight lays claim to being southwest Missouri’s largest RV dealer. The dealership boasts a modern 14-bay service facility — and certified technicians with more than 100 years combined experience. Coates RV Center Hugo, Minnesota Coates RV (800-376-1153, www.coatesrv.com)has been owned and operated by the same family for four generations; the location has placed a premium on service since its inception in 1938. The facility has gone exclusively with Forest River products, and has hired an Internet manager to take advantage of Internet sales potential. Called “the Cabela’s of the RV business” for its very outdoors-oriented location and events, the centerpiece of the 10-acre site is a 22,000-square-foot log building with indoor showroom and 10 drive-thru service bays. Colonial Airstream & Itasca Lakewood, New Jersey Colonial Airstream (800-265-9019, www.colonialairstream.com) is more than simply New Jersey’s exclusive dealership for Airstream — it’s been the nation’s top volume Airstream dealership for the past five years. Factor in its top Itasca dealership ranking, and its experienced personnel are able to assist potential buyers of both towable and motorized RVs. The family owned-and-operated retailer is staffed by technicians decorated with achievement awards from Airstream. The company also rewards the employees with an annual banquet. Crown RV Conyers, Georgia Family owned-and-operated since 1971, Crown RV (800-746-1633, www.crownrv.com) is situated on three acres of paved display area exhibiting $3 million dollars’ worth of standing inventory, and features a parts department, accessories store and two-bay service center within a 10,000-square-foot building. A parts catalog is available online, allowing the dealership to maximize its website. Crown RV also has been Atlanta’s only Jayco dealer for 28 years. Curtis Trailers Portland, Oregon Curtis Trailers (800-345-1363, www.curtistrailers.com) has been serving the greater Portland and Vancouver areas for more than 60 years; founder Myron Curtis lived in trailers with his wife, Betty, after his services in WWII, and began building the 15-foot Curtis Cruiser. Today, customers can find travel trailers, fifthwheels, toy haulers, tent trailers and pickup campers at the company’s two locations (Aloha, near Beaverton, is the second) — in addition to the combined 95 service bays. 56

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ArrKann Trailer and Sport Center Finds Opportunity in Adversity

“Survival” is a word many of us in the RV industry are familiar with — especially during the last year. Remaining resolute in the belief that you can recover from unpleasant surprises is often the difference between a business that succeeds, and one that fails. ArrKann Trailer and Sport Centre in Edmonton, Alberta, Canada, is a survivor. Just 11 years after it was established, a massive tornado in the summer of 1987 completely destroyed its fledgling tent trailer-manufacturing business and sales facilities. But the company regrouped, rebuilt — and went on to experience an annual growth rate of 30% between 2000 and 2007. Then, after feeling the affects of the recession in 2008, the company dug in for what looked like a rough ride in 2009. “We assured our staff that there would be no layoffs as long as we continued to work hard,” said Ken Friedenberg, owner and general manager. “We knew that with the economy changing, there might be some softness in the sales side of the business. So knowing that the past few years had been very good for most dealers in our area, we ramped up our service department. We hired four new technicians and decided to increase the amount of retail business our shop was producing to make up for the potential drop in sales.” In addition, ArrKann cut costs where possible, optimized the efficiency of its personnel, and focused more on specific price point units. One of the company’s more innovative promotions is a “rapid winterization service” it offers each year, whereby the customer can bring their unit into the service center and have the winterization process completed without even having to unhook the trailer. ArrKann’s main location in Edmonton boasts a service capacity of 15 bays, 26 full-time and three part-time technicians. Another 32 people are employed in sales positions and various administrative functions throughout the dealership. By their own account, approximately 5% of ArrKann’s income comes from the sale of used units. However, due to the rising Canadian dollar, many new RVs are actually selling for the same price as an RV that is a few years old. As a result, ArrKann has enjoyed greater success by focusing its efforts on selling more new RVs. “We understand that no one needs an RV and we keep that thought in the back of our mind every time we are dealing with a customer,” said Friedenberg. “But we always put an emphasis on having fun. Our customers can sense it — and our staff believes it.” — Chris Hemer 2 0 10

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Dandy RV Superstore Anniston, Alabama Dandy RV Sales Inc. (877-326-3986, www.dandyrv.com) was founded in 1976 by Jim “Dandy” Cooley, who started off with a one-man operation selling RVs in his front yard. Today, Dandy RV is the largest RV dealership in Alabama, spread across 28 acres. The facility, to which the company moved to in 2007, includes more than 80,000 square feet of operations underroof — including 40 service bays and a 60-foot RV paint booth. The location also features a plush customer waiting area with computer lab, Internet and 60-inch TV.

TOP 50 DEALER BLUE RIBBON HONOREE

Mike Thompson’s RV Super Stores Adds Fourth California Dealership

Dixie RV Superstore Newport News, Virginia Begun in 1967 by one of the RVDA’s founders, RV/MH Hall of Fame member Crosby Forrest, Dixie RV Superstore (888-880-3208, www.dixiervsuperstore.com) carries everything from folding campers to motorhomes along with a fleet of rentals and a variety of cargo trailers. Perhaps its greatest strength, however, is its website; the company believes strongly in the power of the Internet, and it’s paid off: according to Dixie RV, up to 74% of sales coming into their store were originally sourced by the website, which offers special promotions. “The good news about recessions is that they all end,” notes Mark Rosenbaum, director of sales for Santa Fe Springs, Calif.-based Mike Thompson's RV Super Stores (MTRV). After a very successful Pomona, Calif., RV show last fall — where MTRV sold 37 Tiffin motorhomes off its display — management also was buoyed by the new opportunities resulting from the launch of its fourth dealership in November. Located in Cathedral City, Calif., off a main thoroughfare to nearby Palm Springs, “The Palm desert area is a different market than our traditional other three stores,” said Rosenbaum. “There are a lot of very active RV parks in the Palm Desert area, and the market caters more to diesels, mid-line Class As and higher-line fifth-wheels,” he added. “The people are already established, pretty much retired, with 401Ks and not as worried about the economy and the recession.” At Cathedral City, located on a two-acre site, MTRV refurbished a previously existing, vacant RV dealership. MTRV also operates sales, service, parts and accessory facilities in its Colton and Fountain Valley, Calif., locations. The Fountain Valley location actually incorporates dual dealerships — it’s comprised of a south-side freeway facility with motorhome sales, retail accessories and parts store and RV service, and the north-side freeway facility that offers trailer sales, parts and RV service. Both Colton and Santa Fe locations provide motorhome and trailer sales, retail accessories and parts store, RV service and a body shop. Overall, MTRV employs about 220 people. The RV chain’s new product lines include Tiffin, Winnebago/Itasca, Four Winds, Forest River, Damon, CT Coachworks, Keystone and Fleetwood. Owned by Frank and Donna DeGelas since 1978, the dealership is highly computerized, and DeGelas’ management philosophy includes “goals and controls.” He also believes that “what gets measured gets managed — and what gets managed improves.” Coming from the service side, Frank DeGelas has always placed a priority on backing up his product sales with strong customer support. Based on independent outside surveys, MTRV scored its highest-ever 97% customer satisfaction ratings last year — a three-percentage-point increase over prior years. The dealership has also won numerous awards from several manufacturers. DeGelas is also highly active in community affairs and contributes to various charities, such as the Hoag Hospital Foundation, police officers association, Orange County Fireman's Burn Victims, Knights of Columbus meals for the homeless. — Joe Bohn

Dodd RV Yorktown, Virginia It was 1956 when George Dodd took over a Texaco gas station in York and began its transformation into Dodd RV (877-363-3778, www.doddrv.com). Along the way, he added new and used units, parts, service, even consignments. In 2001, George’s children — Jamie Dodd, Jennifer Dodd-Moore and Susie Shiflet — assumed the operation, adding a second location in Portsmouth. The company encourages staff to borrow units to go camping, and use “Dodd Ambassadors” — customers — to work with them at shows, a priority at Dodd RV. Giant RV Montclair, California Giant RV (888-636-1732, www.giantrv. com) started small in 1984 with 12 employees in one location. The dealership name is now more appropos, with six stores staffed by more than 600 employees — and gives the multi-location dealership the title of “number one volumeselling RV dealer in the United States.” Customers can choose from more than 90 milion dollars of inventory — or, working with Giant RV, can order “factory direct.” On average, Giant RV carries more then 750 units in stock. Greenway RV Sales & Service Wisconsin Rapids, Wisconsin Greeneway RV Sales & Service (800-7582272, www.greenewayrv.com) is a highly deco-

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rated dealership, having received Skyline’s Platinum customer-satisfaction trophy for nine consecutive years. Founded in 1963, Mick and Lora Ferkey purchased Greeneway in 1987 and since then have made their commitment to customer service with some major improvements, including an indoor showroom with sales offices and eight state-of-the-art service bays. Hilltop Trailer Sales Fridley, Minnesota Achieving a CSI score of 100% from Coleman, one of the brands carried by Hilltop Trailer Sales (800-642-2649, www.hilltoptrailers.com) isn’t easy — but few dealerships go so far as to send fresh-baked cookies and a questionnaire to each customer three weeks after purchase to ask if all is satisfactory. Established in 1951 by Roy Pearo outside Minneapolis, the facility was moved to 15 acres in Fridley in 1998. Now run by Roy’s sons, Jerry and Dick, the store provides new and used RV sales, parts and service, and even office trailer rentals. King’s Campers Wausau, Wisconsin Family owned-and-operated for more than 18 years, King’s Campers (800-818-5464, www.kingscampers.com) displays new and pre-owned travel trailers, fifth-wheels and motorhomes across five paved acres. The award-winning facility also recently remodeled its 12 service bays, staffed by certified technicians. Little Dealer, Little Prices Phoenix, Arizona With 2009 RVDA Chairman Debbie Brunoforte at the helm, it’s a sure bet that Little Dealer, Little Prices (866-263-9267, www.littledealer.com) would embrace some of the industry’s best practices. The family-owned-andoperated dealership, which just celebrated the opening of its new flagship dealership in Deer Valley — covering 70,000 square feet and incorporating 21 service bays — was founded in 1967 by Roy and Vivian Sampson. Four generations of Sampsons have participated in the company. Modern Trailer Sales Anderson, Indiana Indiana’s oldest dealership, Modern Trailer Sales (800-783-4497, www.moderntrailer.com) has been family owned-and-operated since 1951. Founded by Charles and Voleta Kinsey and now owned by their son, Ron, and wife, Brenda, Modern Trailer Sales has received the Skyline Customer Service Award every year since its inception. Mount Comfort RV Greenfield, Indiana Since Mount Comfort RV (800-899-6676, 58

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TOP 50 DEALER BLUE RIBBON HONOREE

Poulsbo RV Relies On Smaller, Customer-Focused Dealerships

When you’re in the business of selling RVs, there are many factors that can make or break a dealership. But at Poulsbo RV, the difference is a unique philosophy, one that often places people before profits. As its name would suggest, Poulsbo RV’s original home was not in Kent, but rather the small town of Poulsbo, located on Washington’s Olympic Peninsula. With a current population of just over 7,400, and well over an hour away from metropolitan areas like Seattle and Tacoma, it seems an unlikely place to have opened an RV dealership — and eventually the decision was made to relocate across Puget Sound to a much larger and more visible location in Kent, Wash., along the bustling I-5 corridor. “When you hear someone say the word ‘Poulsbo,’ you know they are either talking about the city, or the dealership,” said Jim Elliott, CEO of Poulsbo RV. “That’s how well-known we are in Washington.” Part of the reason for this, he said, is the company’s decision to build several smaller dealerships throughout western Washington, rather than one or two “super centers.” “That allowed us to better serve our customers in other areas — instead of them coming to us, we’ve come to them,” Elliott said. Carrying established brands such as Fleetwood, Forest River, Monaco, Thor, Tiffin and Winnebago, Poulsbo RV currently consists of four locations: Kent, Everett, Auburn and Mount Vernon. Everett is the largest, boasting seven acres, a 12,000-square-foot RV parts showroom and a service center with 15 bays. The Kent location is nearly as large at just under six acres, and the other two locations, in Mount Vernon and Auburn, measure 41⁄ acres each. Though Poulsbo RV has received numerous sales awards, it is service that tops Elliott’s list of importance. Companywide, he says Poulsbo RV employs 50 certified technicians, a full third of which are master techs — more, he said, than all other dealerships in Washington combined. And, he recruits current and former customers as “secret shoppers” to provide feedback on the service they have received. “I don’t believe the customer’s always right,” said Elliott, “but we make a point to treat each customer as though they were a member of the family. If you do that, you can’t go wrong 99% of the time.” The family philosophy also extends to Poulsbo RV employees. During the recent economic crisis, when the company had to trim its operations from seven locations to the current four, the company offered short-term, interest-free loans to employees that needed help getting by. “If you build a culture of family, and you give your employees a sense of belonging, it builds on itself,” said Elliott. — Chris Hemer 2 0 10

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TOP 50 DEALER BLUE RIBBON HONOREE

Topper’s Camping Center Thrives With Towables, Service Philosophy

www.mountcomfortrv.com ) proprietor Ken Eckstein purchased an existing dealership in Anderson, Ind., in 2006 and hired its 19 employees, the dealership’s staff has grown 50% — and its inventory has increased by more than 350%. Located on a 17-acre complex adjacent to the Indianapolis KOA campground, the facility makes optimum use of its environs; displaying units in area campgrounds has led to increased sales. The dealership boasts an 18bay service facility that offers repair and service on all makes and models of RV. PleasureLand RV Center St. Cloud, Minnesota Not only has PleasureLand RV Center (800862-8603, www.pleasurelandrv.com) been family owned-and-operated for more than 50 years, the dealership has been a member of RVDA for years and is a charter member of the RVDA Education Foundation. One of only four dealerships ever to receive the Winnebago ‘Circle of Excellence” award every year since its inception in 1985, PleasureLand has two locations (the second site is in Ramsey); together, they exhibit more than 500 units at any one time. The store also boasts a full service department, with 32 service bays.

Opening a new state-of-the-art RV dealership on what turned out to be the cusp of the worst recession in nearly 80 years might be described by some as a case of unfortunate timing. But Topper’s RV Center has not only survived the downturn, the Houston-area dealership has thrived. In fact, according to the most recent available report by Michigan-based Statistical Surveys Inc., the store was the No. 1 folding camping trailer dealer, based upon volume, for the entire state of Texas in 2009. The designation wasn’t a surprise to owner and General Manager Larry Troutt, who runs the facility along with his wife, Janis, who serves as the dealership’s financial controller; Topper’s has led the Lone Star State in folding camper sales for 12 of the past 15 years. A second-generation RV retailer — he purchased the original dealership from his parents, Lawrence and Betty Troutt, and their partners, James and Jaunita Kerr — Trout credits the dealership’s success to a number of sources: strong customer service, a versatile group of 14 employees and a focus on towables. “We considered — and have made plans — to add motorized,” he noted, “but it never really worked out.” That may have turned out to be a blessing in disguise. “Being exclusively towables means we don’t have the overhead which goes with the heavy inventory requirements,” he said, “and volume of sales during these times has been stronger for lower-cost units. Our average unit sale during the last year-and-a-half is somewhere between $17,000 and $20,000 dollars.” As such, Troutt acknowledged, the price of an average camping trailer “still appeals to the public, even in a recession.” Topper’s carries folding and travel trailer units manufactured by CrossRoads RV, Coleman/FTCA, Starcraft by Jayco and the Nomad lines from Skyline Corp. But while the facility has earned accolades for folding camper sales, Troutt looks to servicing the customer after the sale as key to its continued success. “Realistically, people want to have service,” he said. “They want to feel comfortable that where they buy is where they will come back to get service performed.” With an eye towards creating a comfortable environment for the customer and an efficient working atmosphere for employees, the new dealership — which covers 41⁄ acres — incorporates offices, an expansive showroom, accessory store and eight service bays under one roof. “Service is the backbone of my dealership,” Troutt added, noting that as the store moved employees kept customers appraised of all changes, virtually eliminating any transition time. “We feel that’s what attracts people here. Some dealerships are content to be sales-oriented. I don’t have a problem with that point of view ... that philosophy is supplying my service department with a lot of work.” — Bruce Hampson

Quality RV Center Draper, Utah Among its many accolades, Quality RV Center (801-572-6000, www.qualityrvutah. com) is a Diamond Award Winner from Pacific CoachWorks and has received a 5-Star Service Award from KZ RV. In operation for more than 30 years, the dealership built a new, larger Superstore three years ago, which allowed it to take on four new product lines in 2009. Led by owner Taryn Mehlhoff, who notes that he “grew up in the RV industry,” the store maintains its reputation with a focus on service. Reines RV Center Manassas, Virginia In 1946, Dusty Reines started a car dealership, branching out into RV sales in the ’60s. His sons, Lindsey and Richard, grew up around the dealership — even designing travel trailers that were built and sold. Today, with Lindsey at the helm, 10-acre Reines RV Center (800-7854642) boasts a state-of-the-art facility with showroom and 16-bay service department. The dealership is a past RVDA Top Quality Dealer of the Year and has earned “Circle of Excellence” awards from Fleetwood (10 times) and Winnebago (12 times). Richardson’s RV Centers Riverside, California The largest Jayco RV dealer in the country, Richardson’s RV Center (877-205-8820, www.richardsonrv.com) also offers customers

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locations in nearby Sun City and Temecula. Among its numerous awards, Richardson’s RV has also garnered accolades as Jayco Inc.’s top motorhome dealer, Dynamax Inc.’s top California dealer — and number one dealer for both OEMs over the last three years. Rick’s RV Center Joliet, Illinois When Rick Rizzo went to work for his father-in-law in 1979 at Reiter’s Trailer Sales & Service, he learned the business quickly. Five years later, he revamped a small building and opened Rick’s RV Center (815-725-4061, www.ricksrv.com). From that one-man operation, Rick’s RV has grown to 31 full-time employees. The largest Jayco dealer in Illinois — and a Jayco Gold circle dealer every year since 1992 — Rick’s RV also stocks everything from popups to 38-foot travel trailers, truck caps and hitches.

TOP 50 DEALER BLUE RIBBON HONOREE

Tom Johnson Camping Center Takes Service to the Top in the Carolinas

Roy Robinson Motorhome & RV Center Marysville, Washington One of only a few dealers in the country to be awarded all the Winnebago brands, Roy Robinson Motorhome & RV Center (866-6621719, www.royrobinson.com) has a customer loyalty program, plus its “Roy Robinson University” wherein manufacturers and vendors train employees on every product. RV America Inc. Johnstown, Colorado A multiple-location dealership serving the tri-state area of northern Colorado, Wyoming and Nebraska — its other stores are in Wheat Ridge and Aurora — RV America (877-578-1900, www.rvamericainc.com) offers every kind of motorized and towable RV. Their largest facility includes 100,000 square feet of indoor display areas, a parts store and service bays. RV America was the top-selling fifth-wheel and motorhome dealer in colorado for 2008. Steinbring Motorcoach Garfield, Minnesota Located in the small town of Garfield — population 281 — Steinbring Motorcoach (877880-8090, www.steinbring.com) nonetheless has won Newmar customer service awards every year since 2004, attesting to its service commitment. In operation since 1917, Steinbring showcases coaches with its huge indoor showroom capable of displaying 15 units. Tennessee RV Sales & Service Knoxville, Tennessee Tennessee RV Sales & Service (800-6782233, www.tennesseerv.com) has stepped up customer service with initiatives such as on-site RV storage, a new rental fleet and a mobile tech service that travels to local campgrounds to assist RVers. It recently was recognized by 60

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It’s tough to talk about the two North Carolina dealerships under the Tom Johnson Camping Center umbrella without mentioning the numbers. They run the gamut, from averaging approximately 4,000 RV sales and servicing upwards of 8,000 units annually, to the number of times the dealership has been recognized by such manufacturer awards as Fleetwood RV Inc.’s “Circle of Excellence” (every year since the award’s inception in 1991) and Winnebago Industries Inc.’s “Circle of Excellence” and “20/20 Vision” honors. The number that really matters, though, is in the very low single digits: it’s the No. 1 RV dealer in the Carolinas. That Tom Johnson Camping Center manages that while situated in a relatively remote area of rural North Carolina — established in 1967, the larger of the company’s two dealerships has grown through the years and now sits on about 200 acres outside the town of Marion, while a location opened in the summer of 2000 sits alongside Lowe’s Motor speedway in Concord — shows the lengths consumers will go to when a retailer places a premium on customer service. “I always said that I don’t own the company, my customers own this company. We’ll just continue taking care of the customers and they will take care of us,” noted founder Tom Johnson. To that end, the two dealerships boast a combined 69 service bays and more than 200 employees — the majority of them having been with the company for more than 20 years. More than that, though, the locations boast an inordinate amount of customer comforts on their 200 acres. The Marion site, in particular, has almost developed into a “destination dealership,” that includes two campgrounds with more than 1,000 total sites, open pavilions and a restaurant. Adding to the tranquil atmosphere, there are two different creeks and a river running through the property that’s large enough to accommodate nearly 6,000 people that annually congregate at the location for a “family reunion.” “We put a lot of money into making people comfortable,” Johnson noted. Johnson began focusing on doing what it takes to maintain customer loyalty from the outset — which was selling camping trailers from the front yard of his house. Enroute to its present location the facility moved several times along Carolina’s U.S. highway 70 — and Gary Stroud came on board as a minority partner. Today, the day-to-day operation is run by Stroud and Johnson’s son, Tommy; his daughter, Martha, helps run the expansive service department. They, like the rest of the employees, continue to practice Johnson’s philosophy. “We may not be the most organized dealership, or the best in training,” asserted Stroud, “but I truly believe we are the best in customer service.” — Bruce Hampson 2 0 10

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the Better Business Bureau for four years of 100% customer satisfaction.

TOP 50 DEALER BLUE RIBBON HONOREE

General RV Has Outgrown its Roots, But Not its Commitment to Service

Terrell Camping Center Terrell, North Carolina In 1953, Milton and Mary Lineberger started the Terrell Motor Co., selling Rambler cars. That later evolved into a furniture company which, in 1963, began selling fold-down campers alongside the furniture. In the ’80s, the RVs finally took over the location. Today, third-generation Linebergers work at the Terrell Camping Center (888-633-1007,www.terrellcampingcenter.com), and Terrell is a Jayco exclusive dealer, selling Jayco and Starcraft towables. Thompson Family RV Davenport, Iowa Thompson Family RV (866-787-4386, www.thompsonfamilyrv.com) started in 1959 with three people. Today, 50 employees staff a facility that has grown to encompass 50 acres. Among its honors is the Integrity Award, bestowed by the local Better Business Bureau, in 2009.

Started in 1962, General RV, Wixom, Mich., has been in an expansion mode, despite the recession. With the addition of three new dealerships in the past year, including one in North Canton, Ohio, and two in Jacksonville, Fla., and Salt Lake City — launched in November and December 2009 — the chain now includes nine locations. Having dominated the Michigan market, co-owner Loren Baidas felt the state did not offer much growth opportunity. “We looked at the economic times and felt there was a need for a strong RV dealer in certain markets,” he says. Started as a “mom-and-pop” business, the dealership is still very much family-owned, with Loren Baidas’ uncle Rob the CEO and his brother-in-law Wade Stufft, head of operations. His father, the late Richard A “Dick” Baidas, was inducted into the RV/MH Hall of Fame in August 2009. Altogether, the chain employs about 350 people. Its three additional dealerships were essentially older, vacant stores that General RV refurbished. The company does all its own research in scouting out new locations. “We’ve been watching and looking at markets that offer the best opportunities on a yearly basis,” said Loren Baidas. “Being a ‘super store’ gives you all the things that size brings — including big selection and great prices. “There are no big secrets to being successful,” he added. “It comes down to having the right employees, treating people right and teaching them the right way to do business. It’s a lot of hard work, and a lot of times people don’t want to invest the time, energy and effort it takes to be successful.” The Michigan dealer offers same-day service, on-the-spot financing and in-stock parts and accessories, courtesy of the stores’ dedicated 20,000 square feet of parts and accessories for all major brands of motorhomes, fifth-wheels, camping trailers, travel trailers, truck campers and used RVs. The dealership’s stores are also highly computerized, using Integrated Dealer Systems software for their operations. Its mix of product, including leading brands such as Winnebago, Dutchmen, Starcraft, Monaco, Forest City, Keystone and Fleetwood, varies from market to market, as does its employees’ charitable contributions and involvement with their local communities. The dealership has also won various awards, such as Winnebago’s Circle of Excellence. — Joe Bohn

Trafford’s RV Center Conway, New Hampshire Founded and run by the mother-daughter team of Virginia Trafford and Darlene Leavitt, Trafford’s RV (888-270-7100, www.traffordsrv.com) was again recognized with Carriage Inc.’s national top service award in 2009. Service is key at the dealership, which goes so far as to provide on-the-road service to customers in area campgrounds. Veurinks’ RV Center Grand Rapids, Michigan Founded by Howard Veurink in 1963, Veurinks’ RV Center (800-822-5292, www.veurinksrv.com) became Holiday Rambler’s first-ever dealer. In 1999, Veurinks’ built a new facility in Grand Rapids that encompasses eight acres — home to $8 million of inventory. The site also includes 28 fully equipped RV sites, a free dump station and state-of-the-art parts and service center. Woody’s RV World Red Deer, Alberta, Canada With three locations, including stores in Red Deer, Edmonton and Calgary, Woody’s RV World (800-267-8253, www.woodysrv.com) operates on the mantra, “We’re not here just to sell you an RV; we’re here to sell you a full-service dealership.” That may be why 30% of its customers during the last decade are repeat buyers — and why Woody’s has continually been its local Reader’s Choice gold-winning RV dealer.

RVBusiness magazine offers its congratulations to all of the 2009 Top 50 Dealers. Δ

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Leadership Alliance Contributes to Memorable Top 50 Dealer Awards ‘Platinum’-Level Sponsors Partner with RVBusiness to Recognize the Nation’s Best RV Dealerships

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taging an event of the magnitude of the RV Business Top 50 Dealer Awards program is difficult in the best of times. The fact that the Top 50 program was founded during one of the worst economic downturns in the history of the RV industry — yet has not only survived but has grown expotentially during its short, two-year run — is testament not only to the value of the program but to the assistance of major industry partners which have recognized the need to

ADP LIGHTSPEED RV The No. 1 provider of Dealer Management Systems (DMS) in automotive, heavy truck, RV, marine and Powersports markets, ADP LightspeedRV is part of ADP, Inc.’s Dealer Services division, which provides integrated computing solutions to more than 20,000 dealers in the United States, Canada, Asia and Europe. LightspeedRV is built to help dealers manage their businesses profitably by tracking and storing data from every department and delivering information that will help make successful decisions. For more information about ADP Lightspeed and its offerings, call (800) 521-0309 or visit www.adplightspeed.com.

BLUE OX Blue Ox, leading manufacturer of towing, hitching and steering products in the RV industry, has a simple philosophy when it comes to doing business with more than 2,500 dealers: To establish relationships with its dealers to increase their business on a daily basis. Located in Pender, Neb., Blue Ox products can be separated into three primary categories: Towing — tow-bars and base plates; Hitches — Sway Pro, Weight Distributing and Diamond Gooseneck Hitches; and Steering Control — TruCenter and TigerTrack, which also include sway controls and bracket kits. Additionally, Blue Ox offers sport carriers, fifth-wheel products and various RV ancillary accessories. For more information about Blue Ox and its dealer partnership opportunities contact Ellen Kietzmann at (800) 228-9289.

COACH-NET Formed in 1987, Coach-Net is a leading provider of branded 24/7 RV technical and emergency roadside assistance. Coach-Net provides all-inclusive travel support and convenient concierge services, taking the worry out of traveling. The company pioneered RV Tech

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Representatives of the Leadership Alliance join executives of Affinity Group Inc. on stage during the 2009 RV Business Top 50 Dealer Awards presentations in Las Vegas.

showcase the business practices and community involvement of these truly notable RV retailers.

RVBusiness, in turn, recognizes the value of these partners in helping to present the event.

Advantage, providing RV owners with the only membership that allows access to a team of RVIA/RVDA and ASE Master Certified Technicians. Among its many benefits is its 24/7 Contact Center; measured monthly, the company’s service level standard requires answering 80% of calls in 20 seconds or less. Coach-Net offers years of industry experiences, partnering with more than 90% of RV manufacturers. For more information about Coach-Net, visit www.coach-net.com.

manufacturer with more than 400 authorized service centers throughout North America. For further information about FCCC, visit www.freightlinerchassis.com or call (800) 545-8831.

CUMMINS ONAN Cummins Onan RV generators are built by Cummins Power Generation, the global leader in generator design and construction. From gasoline, LP and diesel units through new inverter portable models, only Cummins Onan offers the most complete line of generators designed specially for all motorized and towable RV applications. Cummins Onan RV generator owners also are supported by the largest service network in the business — over 1,000 dealers, more than 130 Cummins distributor locations and 39 Coach Care RV service network locations in the U.S. and Canada. For more information on the full line of generators, accessories, parts and service, visit www.cumminsonan.com.

FREIGHTLINER CUSTOM CHASSIS CORP. Since 1995, Freightliner Custom Chassis Corp. (FCCC) has grown from a relatively small organization to a prominent leader in the RV chassis industry. FCCC has exclusive arrangements with Coachmen, Fleetwood, Forest River, Four Winds, Gulf Stream, Triple E and Winnebago, and also builds chassis for Entegra, Newmar and Tiffin, among others. Another key to Gaffney, S.C.-based FCCC’s success is its support network for the RV consumer: FCCC offers the largest dealer service network of any chassis

RV TRADER RV Trader is the industry’s leader in both print magazine and online classified advertising. Based in Norfolk, Va., RV Trader boasts more than 6.8 million visitors to its website and more than 3 million magazines purchased by readers in 2008. All online listings display multiple photos and offer a variety of methods for contacting the seller — from text messaging and email to Click to Call. Owned and operated by Dominion Enterprises, the nation’s leading publisher of specialty classified advertising publications, RV Trader’s largest demographic includes males 35-44 years of age — and more than 50% of RV Trader users have a household income of more than $75,000. For more information, visit www.rvtraderonline.com.

ULTRA-FAB PRODUCTS INC. Co-owned by brothers Craig Searer (president) and Darryl Searer (CEO) and based in Elkhart, Ind., Ultra-Fab Products, Inc., produces innovative products that enhance reliability, convenience, savings and comfort within the RV, cargo, horse and specialty trailer industry. Basically, Ultra-Fab products lift, level, stabilize, move and tow, servicing the OEM and aftermarket with wheel chocks, wind deflectors, generators and tow dollies — but is best-known for its lines of electric tongue jacks and kingpin stabilizers. The company also boasts a dealer network that encompasses more than 70% of RV dealers in the U.S. For more information about Ultra-Fab and its complete product line, visit www.ultra-fab.com or call (800) 860-7571.

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Louisville 2009 from page 39 at Jayco Inc., Middlebury, Ind., believe the industry is on its way back, but that the recovery will be slower than it was in previous downturns, said President Derald Bontrager. “We had great (dealer) attendance” at the Louisville Show, he said, “and dealer attitudes were very positive. They’re very optimistic about the future and placing orders.” Jayco was not looking to add a lot of dealers for its Jayco brand, but signed a number of new dealers for its Starcraft and Integra Coach (Class A diesel) divisions. “We set targets for both brands and exceeded our targets,” said Bontrager. Like others, Jayco has been gradually ramping up its production since summer and, according to Bontrager, “based on the show, it appears we’ll continue to increase output as we move toward spring.” Roger Martin, vice president of sales and marketing for Winnebago Industries Inc., noted that from a “dealer mood, interest and ordering standpoint,” this year's show was “better than last year’s.” But considering how bad the 2008 show was for motorized manufacturers, he thinks it may be several years before that segment gets back to previous levels. “Things are moving up,” said Martin, noting that dealer orders for his company’s products at Louisville increased 150% over a year ago. “But we’re (motorized segment) not anywhere near what we used to be. There’s still a lot of room before the (motorized) market gets back.” Meanwhile, he expected growth to be “slow and steady.” For Monaco RV LLC, the successor to Monaco Coach Corp., Coburg, Ore., the 2009 show was “our first chance to show off our new (Navistar) owners,” reported Mike Snell, vice president of sales and marketing. But even though Monaco displayed some Navistar commercial products and debuted its new Holiday Rambler Neptune and Monaco Cayman coaches, part of its central focus to a great extent right now is on growing its towable business. “As everyone has been saying for the last several months, it’s a towabledominated market,” said Snell. “Class A’s are not as strong. And it’s not to our advantage to put the majority of company resources behind them. We did sign some motorized dealers, but the majority of those we added were in towables. We’re now doing better in

Heavy foot traffic around OEM product displays attested to heightened dealer interest.

towables and growing towables and putting more resources behind them.” According to sources, the revamped Monaco RV LLC expected to add upwards of 40 new “distribution points” for its towables line following the show to augment its current list of 137 dealers and, on the motorized side of the equation, reported an influx of 11 new dealers plus the return of Northwest retailer Guaranty RV. “This result bodes very well for the future of our towable business and is a testament to the hard work of our sales people, production team and engineering group,” Snell added in a company memo. By the same token, motorized RV builder Four Winds International Inc., a Thor division in Elkhart, Ind., is still “optimistic” about the outlook for 2010. “We had a good show and good interest across the board on gas and diesel,” said Dana Simon, vice president of sales and marketing. “It wasn’t just specific brands or price points. We had good dealer reception, and fresh, new product out there. A benefit of being a division of Thor is that even these times it can still be aggressive putting a lot of R&D and design effort into doing new product lines.” Four Winds saw increases in both Class A and Class C sales sparked by new dealers taking on products at Louisville. And, according to Four Winds CEO and President Bill Fenech, dealers were flocking to the Four Winds and Chateau Class C models for retail and rental purposes. The company also reported a high amount of traffic around its Serrano and Hurricane Class A coaches, as well as the new Montecito and Windsport Prestige, two new models introduced at the show. The optimism displayed at the show

also resulted in a decision by Forest River Inc.’s Prime Time Manufacturing division to introduce a mid-profile Crusader fifth-wheel. According to the company, a 70,000-square-foot plant in Prime Time’s Wakarusa, Ind., factory complex will be outfitted for fifthwheel production during a Dec. 24-toJan. 3 holiday shutdown. Designated the Crusader, the fifthwheel will be Prime Time’s third product; the company introduced its second product, the ultra-lightweight Tracer Micro and Executive travel trailer series, in Louisville. The company’s inaugural line was a LaCrosse travel trailers. ”We are very excited about the upcoming season,” said Prime Time President Jeff Rank. ”Dealers at the show were very, very upbeat — more so than I’ve seen in the last year or so.” The addition of the new line — which, noted company sources, will feature floorplans in the 25- to 29-foot range weighing between 6,000 and 7,000 pounds — also will expand Prime Time’s employment base. According to Rank, the company currently employs 75 people with plans to manufacture seven units a day after the first of the year. He added that Prime Time’s work force is expected to double in the next four or five months. Gregg Fore, president of the Dicor Group of Companies and first vice chairman of RVIA, also reported that the response at Louisville from dealers and manufacturers was “beyond expectations.” “Each of our companies released new product initiatives, aimed at changing the way RV components are perceived by manufacturers, dealers and consumers,” Fore stated. The Dicor Group, which includes Alta Resources, Seal Designs, United Shade and Dicor Corp., introduced new lines ranging from an advanced 8-button/10-function remote control system with applications to control fifth-wheel jacks, slide-out rooms, patio lights, rear stabilizer jacks and more to a new line of manual and motorized Roller Shades, an RV burglar alarm system that protects the unit’s interior as well as its outside storage compartments and a new line of Touch-N-Seal products. “The reaction to new product ideas, coupled with the reported success of the National RV Trade Show from our manufacturing customers, is yet another sign that the industry recovery is continuing — and that 2010 should be a healthy year for the RV industry,” Fore concluded. Δ

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034-RVB100102 Newsmakers L

12/31/09

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Newsmakers from page 37

would be quick to remind the industry that this volatile matter is not yet resolved.

least for those good enough or lucky enough to still be in business to enjoy the recovery — has begun to look ahead.

These Were Clearly in the Mix for ’09 Newsmaker of the Year A very close contender for RVB’s 2009 Newsmaker of the Year was the

U.S. Rep. Joe Donnelly

Wade F.B. Thompson

late Wade F. B. Thompson, the former co-founder, chairman, president and CEO of Thor Industries Inc. who passed away Nov. 12 after a 14-year battle with cancer. Thompson left an indelible mark on the industry in the form of Jackson Center, Ohio-based Thor, a highly-competitive, multi-divisional firm that he co-founded in 1984 with Peter Orthwein, who now serves as Thor’s interim chairman and CEO (see related story in the news section). Other popular Newsmaker contenders: q U.S. President Barack Obama who — all partisan politics aside — lent an impressive amount of moral support (if not all that much material assistance) to the American RV industry in several visits to the RV-manufacturing center of Elkhart County. q Reincarnated RV Brands: The virtual resurrection of the Fleetwood and Monaco brands out of recessiontriggered Chapter 11 bankruptcy made a lot of headlines in 2009. Most of the assets of Monaco Coach Corp. were purchased for $47 million in May by Navistar International Corp. and renamed Monaco RV LLC, while key assets of Fleetwood Enterprises Inc. were acquired for $33.2 million in July by American Industrial Partners LLC and realigned as a motorized-only plant based in Decatur, Ind. q U.S. Congressmen Donnelly & Souder: Indiana 2nd District Rep. 64

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Joe Donnelly, a centrist “Blue Dog” Democrat from the South Bend suburb of Granger, and Indiana 3rd District Rep. Mark Souder, a conservative Republican from Fort Wayne, both have taken up the RV industry’s plight over the past two years in a big way on a number of fronts. Although Donnelly has more name recognition in the South Bend/Elkhart area, the two recent recipients of RVIA’s National Legislative Award have worked together closely on a wide array of issues. q The Formaldehyde Factor: Although it hasn't made the headlines quite as much in recent weeks as it did earlier in the year, the controversial and litigious debate over whether formaldehyde fumes impacted temporary residents in some of the thousands of stripped-down travel trailers built by the RV industry as emergency housing in the aftermath of Hurricane Katrina in 2005 is still a live topic in the courts. And those who have closely monitored this issue, such as the RVIA and individuals like Gulf Stream Coach Inc. Chairman Jim Shea Jr.,

Jim Shea Jr.

q The North American Campground Industry has rather deftly slipped through the worst of the recession, or so it appears. In fact, judging by the buzz at the key fall 2009 conventions, the bulk of the nation's RV parks and campgrounds gained or lost no more than 5% of their 2008 business. Fact is, the bulk of the parks affiliated with the National Association of RV Parks and Campgrounds, Leisure Systems Inc. and Kampgrounds of America Inc. appear to have come through the latest downturn relatively unscathed and with a keen eye on 2010 growth. Beyond that, there were several other Newsmaker of the Year contenders, from The Green Movement, a theme that’s been adapted lately by a handful of American RV manufacturers, to Country Coach Inc., a legendary Oregon-based motorhome brand that became a prime casualty of the recession, to RVIA, which has exerted considerable leadership during 2009 under the most challenging of circumstances, to La Grande, Ore.based Northwood Manufacturing Inc., which, under the guidance of owners Ron and Sherry Nash, acquired a defunct Fleetwood travel trailer plant in La Grande, Ore., and launched a new RV-building venture shortly thereafter called Outdoors RV Manufacturing. Δ

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P U B L I C

B Y

B O B

A S H L E Y

D O M A I N

RPTIA Board Votes to Shelve Proposed ‘Reunification’ With RVIA; Forest Service Proposes Increase in Discount Pass Cost for Disabled, Senior Citizens

A

fully avoid, I might point out. Park model manufacturers for a long time have felt that RVIA treats them as the industry’s step child — particularly with regard to the annual National RV Trade Show in Louisville, Ky. As a result, at one point, RPTIA after its estrangement from RVIA tried to set up a concurrent show in Louisville — an effort that RVIA thwarted by invoking a clause in its contract with the Kentucky State Fair Board that prohibits other RV-related trade shows in the Derby City during RVIA’s annual show the week after Thanksgiving. RVIA also announced a couple of years ago that park models would be excluded from the Louisville Show, an action that later was reversed when the show ran into financial problems caused by the Great Recession, now in its later stages. Thus, in an era when products built by members of both associations have blended together somewhat with the rising popularity of “destination” trailers, RPTIA initiated reunification talks — only to back off this fall. Still, the 2009 Louisville Show was the last one where RPTIA members were assured display space. RVIA will probably decide during its board meeting in February whether to invite RPTIA members to the 2010 Louisville Show. All signs indicate that they will be invited back. In this on-again, off-again relationship, however, you never really know what will happen next. ✺

✺

RVT.com, go to www.rvbusiness.com/info

lmost before most in the RV industry knew it was happening, the merger or (re)consolidation or reunification or whatever you want to call it between the Recreation Vehicle Industry Association (RVIA) and the Recreational Park Trailer Association (RPTIA) went kaput. Other than a couple of oblique references to the talks between the two trade associations in the pages of RVBusiness, “negotiations” between the two organizations — called off by a vote of the RPTIA board — were relatively quiet. The reason for the talks being scrapped is unknown, particularly since it was RPTIA that made the initial overture. But RPTIA Executive Director William R. “Bill” Garpow said a close vote via written ballots of the organization’s 35 board members put an end to the discussion. “The guys who were against it pushed for a vote,” said Garpow, adding that he didn’t remember the last time RPTIA had conducted a written ballot on anything. I was surprised to find that, according to Garpow, “virtually” every North American park trailer manufacturer is represented on RPTIA’s board. Getting a majority of 35 people to agree on anything is quite a chore, particularly when dealing with such a touchy subject. The prickly relationship between RV and park model manufacturers goes back to 1994 when RVIA expelled park model builders from the organization out of concern that the federal government might someday more stringently regulate park models as housing and, thus, RVs — something RPTIA has worked hard over the years to success-

✺

U.S. Rep. Joe Donnelly, D-Ind., introcontinued on page 67

RV Business Senior Editor Bob Ashley is an Indianapolis-based freelance writer/ editor and a 25-year newspaper veteran. He focuses on the RV industry and national recreation issues. J A N U A R Y / F E B R U A R Y

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A D V E R T I S E R S ’

Page 66

I N D E X

FOR ADDITIONAL INFORMATION on products and services advertised in this issue, circle the number on the attached Reader Service card corresponding to the number of the company that interests you, and mail.

Advertiser

Pg.# g

ADP Lightspeed . . . . . . . . . . . . . . . . . . . . 16-17 Azdel, Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 B&W Trailer Hitches . . . . . . . . . . . . . . . . . . . 66 BR Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . 15 Blue Ox. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69 Blue Ox. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71 Blue Ox. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 73 Carrier Transicold . . . . . . . . . . . . . . . . . . . . . . 29 Classifieds . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72 Coach Net . . . . . . . . . . . . . . . . . . . . . . . . . . . 8-9 Coast to Coast . . . . . . . . . . . . . . . . . . . . . . . . 49 Dicor Corporation . . . . . . . . . . . . . . . . . . . . . 28 Force Media Group. . . . . . . . . . . . . . . . . . . . . 19 Freightliner . . . . . . . . . . . . . . . . . . . . . . . . . . 4-5 Hi-Lo Trailer Company . . . . . . . . . . . . . . . . . 21 Hickory Springs . . . . . . . . . . . . . . . . . . . . . . . . 2

Advertiser

Pg.# g

Jayco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24-25 K-Z Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .26 Lippert Components . . . . . . . . . . . . . . . . . . . .47 MBA Insurance, Inc. . . . . . . . . . . . . . . . . . . . .67 Manheim Auctions . . . . . . . . . . . . . . . . . . . . .68 nVision Tire Pressure Monitoring System . . . .7 Onan Corporation . . . . . . . . . . . . . . . . . . . . .76 Progressive Dynamics . . . . . . . . . . . . . . . . . . .22 Protective . . . . . . . . . . . . . . . . . . . . . . . . . . . .75 RVT.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . .65 RVT.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . .67 RVTrader Online . . . . . . . . . . . . . . . . . . . . . .23 Thor Industries . . . . . . . . . . . . . . . . . . . . . . . .13 TRA Certification, Inc. . . . . . . . . . . . . . . . . .20 The Spader Companies . . . . . . . . . . . . . . . . . .10 Ultra-Fab Products Inc. . . . . . . . . . . . . . . .32-33

B&W Trailer Hitches, go to www.rvbusiness.com/info

While every effort is made to maintain accuracy and completeness, last-minute changes may occasionally result in omissions or errrors.

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Public Domain from page 65 duced legislation in late December to extend an expiring tax deduction for state and local sales and excise taxes on the purchase of new motorhomes. Donnelly and Sen. Evan Bayh, D-Ind., introduced the original amendment to the American Recovery and Reinvestment Act, but it only covered vehicles purchased in calendar year 2009. Donnelly did so in the belief that a strong RV industry is important to northern Indiana and Elkhart County. ✺

✺

✺

The National Forest Service (NFS) couldn’t have picked a worse time to propose that discounts offered to senior citizens and the disabled via the multiagency “American the Beautiful” passes be cut by 80%. If there ever was a time when people are looking for affordable vacations, especially those on fixed-incomes and travelers like full-timers who depend on these passes to stay on the road, now is the time as the country emerges from the worst economic circumstances in more than 70 years. Nailing them with higher camping fees is not the way to promote use of the national forests. Nonetheless, the NFS has proposed reducing campsite discounts from 50% to 10% for seniors and the disabled. Currently, seniors pay $10 for free lifetime access to public lands — the disabled pay nothing — with the Forest Service offering an additional 50% discount on campsites run by the government or private contractors. (Now known as the “America the Beautiful” pass, the access cards previously were called “Golden Passports.”) A profit motive — more money for concessionaires who operate 82% of “reservable” forest service campsites — seems to be the impetus for the proposal, now in the rule-making stage. The fee increase — it can be described as nothing else — would add more than $3 million to the coffers of concessionaires who operate campgrounds in the national forests. Apparently the forest service is concerned that concessionaire “losses” will mount as increasing numbers of Baby Boom generation RVers take to the highway in their senior years. The passes were sold to seniors with an understanding that their benefits would be for a lifetime. It should stay that way. Δ

Page 67

NASCAR/Morgan to Bring Racing to RV Parks NASCAR, Morgan RV Resorts and Silver Companies have announced a license to create “NASCAR RV Resorts,” a new branded concept to bring the sights, sounds and thrills of NASCAR to family camping locations across the country. The first 13 locations include sites in eight different states and future expansion goals are for hundreds of additional locations in the next 10 years, according to a news release. Beginning in the spring, the first NASCAR RV Resorts will come online and incorporate a full NASCAR experience for campers, including live NASCAR races shown on giant screens. These

locations will be rebranded and include activities providing the camper a full NASCAR experience away from the track such as tailgate events, televised race coverage on jumbo screens through NASCAR Media Group and DirecTV, including exclusive content from the race weekend only available at a NASCAR RV Resort. Additionally, campers will enjoy games, activities and retail opportunities with NASCAR themes every weekend, all season long. “There is no better combination of two more American sports/lifestyles/pastimes than NASCAR and camping,” said Robert J. Moser, president and CEO of NASCAR RV Resorts.

Why Aren't You Renting RV’s? 6 Reasons To Be In The Rental Business • • • • • •

MBA Insurance Since 1978 • •

1-800-622-2201

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068-RVB100102 Supply Side

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2:52 PM

Page 68

of the NEWS

TengoInternet Expands Role in RV Park Industry Idaho Company Acquires Wi-Fi Rival NomadISP, Creating the Largest Hi-Speed Wi-Fi Service Provider in Private Park Sector A major consolidation of the wireless Internet or Wi-Fi business occurred in December with TengoInternet Inc. announcing that it had acquired NomadISP, its former WiFi rival in the outdoor hospitality industry. The acquisition combines NomadISP’s 300 plus campground customers with TengoInternet’s 450 private park customers, making

TengoInternet the largest high-speed Wi-Fi service provider in the private park sector. “I think the acquisition is going to work out very well,” said Kelly Hogan, president and CEO of Boise, Idaho-based LinOra Inc., after selling the company’s NomadISP subsidiary to Austin, Texas-based TengoInternet. TengoInternet earlier was recognized as

the 2009/2010 Supplier of the Year by the National Association of RV Parks and Campgrounds (ARVC). The award was presented Nov. 12 at the gala banquet at the conclusion of the ARVC 2009 InSites Convention and Outdoor Hospitality Expo in Orlando, Fla. While NomadISP has always marketed itself as a full service Wi-Fi provider, Hogan said the company’s biggest strength has been in the manufacturing of state-of-the-art Wi-Fi equipment, including routers and access points or “hot spots.” So while TengoInternet has acquired NomadISP’s campground industry customers as well as the NomadISP brand name, Hogan will continue to independently operate his WiFi equipment manufacturing business, which he now operates through a separate LinOra subsidiary called BlueMesh Networks. TengoInternet, for its part, has excelled in the marketing and customer service arenas and has purchased whatever Wi-Fi equipment has needed from different suppliers, including NomadISP. “Over the last year, it became apparent to TengoInternet that NomadISP’s equipment offers an advantage for campgrounds and RV parks,” said Eric Stumberg, TengoInternet’s president and CEO. “To provide the best equipment to our customers, TengoInternet entered into a strategic alliance to resell LinOra’s BlueMesh Networks’ Wi-Fi hardware products.” Stumberg said campground and RV park customers of NomadISP should receive improved customer service from TengoInternet, which offers live 24/7 customer support to consumers. TengoInternet also offers onsite support and dedicated phone support for campground staffers.

Manheim Auctions., go to www.rvbusiness.com/info

Freightliner Sets Chassis Market Share Record

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For the first time in its 14-year history, Gaffney, S.C.-based Freightliner Custom Chassis Corp. (FCCC) achieved a record high of 58% market share for Class A diesel motorhomes last September, for a 2009 year-to-date market share total of 53.9%. Statistical Surveys Inc., the leading provider of market data solutions for the RV industry, reported that FCCC again increased its share in September to more than 21⁄2 times the market share of its closest competitor, which has 22%. FCCC has remained steady throughout the year, progressively gaining in share since January 2009, when the company posted 50.87% share.

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068-RVB100102 Supply Side

S U P P L Y

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SwayPro™

S I D E

Weight Distributing Hitches

BLUE OX PATRIOT

MAXXAIR FAN/MATE PProope perr ven v ntillattioon iss aalwway ayss iimpoor-t nt on tan o an a RV, R bbutt it’ss neeeedeed evven mor m re whe w en thhe wea w athheer is leesss tthaan iddeaal. AAllowwinng ceillinng faanss tto ruun deespitte raainny weaathher, MaxxxAAirr Veentt Coorpporrattioon’s im mprooveed Fan F n/M Maatee mod m dels 850 80 a d 950 and 9 0 rai r n cov c vers coom mplettely enncllosse a roooof fan f n orr roooof ve v ntt. Th T eyy pproov de frressh air vid a whi w ile als a so offfeerinngg exc e ceelleentt rraiin protection rotection ection ction on for or the he rig’s g’ss interior. terior. rior.r. Designed esigned gned nedd for or use se with high high-powered high-powe p ccei ceilin ceiling ffans fans, tthe new fan n Fa Fan/ Fan/M Fan/Mate Fan/Mat m mod mode models ofoffe offer a veentt aareea 20% 0% % larger arger rger er than hann thee previous evious ious us version ersion sionn to ensure nsure ure even bbetter tt fan perform performa pe perfo performanc performance by aallo allowin allow allowing hihigh high-vol high-v high-volume air-flow. high-volum airair-flow aair-fl Ava Availaablle inn white itee or black ack ck and nd constructed onstructed structed ructed cted ed off high-strength igh-strength h-strength strength ength th polyethylene l with wit UV U inhibitors, iinh inhibit inhibitor the th Fan/Mate Fa Fan/M also Fan/ aals boa boasts bo red rede redesignnedd lou redesig l uveerss annd gaalvvannizzedd sc scre reeenss too saf afeg eguard uardd against inst rain and ddeb debris. For more information: MaxxAir Vent Corp., 5513 W. Sligh Ave., Tampa, FL 33634; (800) 780-9893, www.maxxair.com.

WINEGARD ROADTRIP MINIMAX Satellit Sat llite TV TV an anteenna nass aaree a vvirtu tuaal nneeceesssityy aam mon ong today’ss m today mo mobile ile cam camppersrs — buut the theyy ca cann sub substatantia y inincre tially creas asee aan RRV’s V’s heig he ght ht. Win W neg egard Compan Com panyy virt irtua uallyy elelim mina natees tthihis wit with itss new RoadTrTripp Mi Roa Minim imax ax ultltraa-co com mpaactt in-m in-motion RRVV ssate atellitlite ante antenn nna,a, whic w ichh deelive versrs ppowerful perf erform rman ancee th than anks ks tto itsts new eww antenna designn yet desig yet on onlyy adddss a 20 20-ininch ch-diameter footprint footp nt to your yo r roo oof.. The The ante antenna is fully au omatic autom tic wwithh a on one-b -but utton on on-off o control and uutilizes lizes DV DVBB techn technolo ology gy too ena nablble it to lock onto signals fast and accurately. accura ely. IIt als also totoggle ggless auto automa matic tically ally bbetween satellites, and supp supportsts two receivers rece ers — eenab nabling ing user u ers tto wwatch different programs on two TVs at the th same same ttime me so long ong as th the programs are locatedd on the same satellite s tellite. A wall wall swit witch, ch, pow power wer and coaxial cables are included. For more information: Winegard Company, 3000 Kirkwood St., Burlington, inc IA 52601; (800) 288-8094, www.winegard.com.

SwayPro™ from BLUE OX utilizes the latest in weight distributing technology to be the most user-friendly hitches on the market today. SwayPro™ eliminates trailer sway under heavy loads, high winds, and rutted roads utilizing built-in friction sway control.

N Á ¼ ´È8Ê O ¼± ±bYÁOb´ potential loss of control N + ± t F8±´ ´ 8 ¼ ¼|b head sockets, cannot fall out. N ±b8´b ´ «O8 ¼Á±bY¬ ´ Yb the spring bar head socket. N ÏÁ¼ 8¼ O O t ´ 8 Á bracket means no pins or clips to lose! N ´¼± FÁ¼b´ 8Y bÇb Ê all axles of the trailer and tow vehicle. N b8Y 8 t b O Çb b ¼ Ê adjusts with a thumb screw.

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The Pa Patrio riot from fr m Bl Bluee Ox is aan all-new electri -powe tric-po wered ed brakin brakingg sys ystem em m des esigned to provi e mor vide moree sen sensitiitivee bra brakikingg perfo performance for v hicles vehic es inn tow ow. Inst I stea ead off the he ssuddden all-on or all-off all-off brak braking ng ofo ttyp ypica cal airir-co com mpression systems,s, th system thee PPatrtriot ot ssys ystem em m eelec ectrtronically co rdina coord nates es wwith th the the mo motor orho hom me brak brakes to app pplyy app pprop ropria riatete, pro propo portitionnall brak b akinng fofor all totoww ve vehicl icle wwhee heels,s, all allow owing ng for f r sm moo ooth ther er de decceleleraatioonn and less we les wear ar on the brak b akee pa pads ds. The The Pat Patrioiot iss co conntroolleedd by ann inin-coa coachh wwireles wire esss RF remo remote te wwith th an a ea easyy-toto-rreaad LEEDD didisplay that provides prov des a ma manu nualal br brak ake lev everr and a d a ggaiain addjuusttme ment nt tha t at can an alter er thee amount mount untt of braking. aking. ng.. The he compact, mpact, act, 15-pound unit incorporates incorpo incorporate inc its ow own ba battery batte (r(rec (recharged (recharg thr (recha tthrough throu tthee ttoww ve vehi-cle’e’s 122-vvollt sup uppply) y) to proovididee con onsis sisten tentt and and reliable eliable braking. For more information: Blue Ox Products, One Mill Rd., Industrial Park, Pender, NE 68047; (888) 425-5382, www.blueox.com.

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12/30/09

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Page 70

PHOTO BY RENE TILLMANN/MESSE DÜSSELDORF

070-RVB100102 Dusseldorf L

European RV Manufacturers Debut Lighter, Less Costly Caravans at ’09 Düsseldorf Show Mirroring Trends Adopted by U.S. OEMs During Industry Downturn, Changes Are Embraced by Dealers, Consumers

Dethleffs Globico

Hymer Car 302

A

gainst great odds, the 2009 Caravan Salon in Düsseldorf, Germany, once again proved to be just the right kick-off the European recreational vehicle industry needed for the new season. Caravan Salon registered an increase in the number of visitors and good sales results — both of which send a clear signal of optimism after a rather dismal 2009. “The more than 162,000 visitors from 37 countries that we had this year 70

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greatly exceeded our expectations of 150,000 visitors,” said Wilhelm Niedergöker, chief executive of the Dusseldorf convention and trade show center Messe Düsseldorf. A total of 580 exhibitors from 25 nations showcased their extensive selections of RVs, as well as accessories and travel destinations. “The attendance and the number of deals closed, which both clearly surpassed our expectations, have rewarded the exhibitors’ commitment to

Caravan Salon 2009,” said Klaus Förtsch, president of the the Caravanning Industry Association (CIVD). “These results prove that the efforts of leisure vehicle manufacturers to develop lighter, more economic and lower-cost RVs also paid off. Caravan Salon 2009 underlines the recovery trends in the RV sector felt since the beginning of the second half of 2009. This strengthens the sector’s confidence to return to growth in 2010.” It was welcome news for European RV manufacturers. Although in good shape in mid-2008, the European RV industry had been roughly shaken by the financial and economical crisis in 2009. The industry registered a total of 91,369 units sold during the first half

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Page 71

Patriot™ Braking System

Patent Pending.

of 2009, a 26% decline compared to the same period a year earlier. Sales of caravans — Europe’s travel trailer equivalent — were particularly hard hit, with a 28.6% drop to 47,458 units. The results were somewhat better for motor caravans, which registered “only” a 22.6% sales decline. Facing this situation, the European RV industry reacted with a substantial change in basic design. The new models unveiled at the 2009 Caravon Salon are notable for their light-weight construction, cost saving aerodynamics, compelling versatility — and, above all, for the affordable entry-level vehicles that are now available. Substantially reducing recreational vehicle weight without sacrificing passenger comfort is the key issue during the upcoming 2010 model season. This may sound like the same song played by the U.S. RV industry — only in Europe the lyrics tend to center on RVs of about 31⁄2 tons stretching just about 6.4 yards that house and transport up to six people. This may sound small compared to U.S. RV dimensions, but it is in fact the average size of European RVs, including as much as three-quarters of the market. The use of innovative materials for vehicle furnishings substantially cuts down on vehicle

weight and makes all this possible. In fact, a growing number of relatively large motor caravans weigh less than 31⁄2 tons, which means that they can be driven by holders of a European Class B driving license, which was introduced 10 years ago. This is of particular importance for the motor caravan rental sector. Also, these lighter-weight vehicles use less fuel, which is of course good news for the environment. All of the development efforts for the 2010 models have aimed to make recreational vehicles more affordable in terms of both purchase and upkeep, with a view to enabling an even greater number of people to discover the pleasures of RVing. With this push for more lightweight, affordable vehicles, exhibitor satisfaction regarding the 2009 show was considerably higher than at last year’s event, indicating that the sales registered by most exhibitors exceeded their expectations. The vast majority of Caravan Salon dealers reported a noticeable trend toward caravans at the expense of motor caravans, and a preference for smaller and lighter vehicles — caravans and van campers. Dealers were unanimous in pointing out the upbeat mood at this year’s event, which they hoped would translate into robust sales. This applies not only to German customers but also to visitors from outside Germany, who once again accounted for more than 10% of the show’s customers this year. Some of the units that generated high interest at this year’s Dusseldorf show included: q Type D motor caravans, or “partly integrated” motor caravans as they are called in Germany, with two sleep-

N 8 Á8 Ê 8 Ê 8 Y 8Y Á´¼ F±8 b´ from coach with wireless remote (shown above) N Ï b bO¼± Ol Á V ¼8 V or air hoses to leak N ±b8 8È8Ê O b´ ´¼8 Y8±Y N bO¼± O 8O¼Á8¼ ± ´¼b8Y n air cylinder N p F´ È ¼| 8 FÁ ¼~ F8¼¼b±Ê N Y ´ 8Ê F ¼| ¼|b F±8 b and remote control N ¹ nn ´È ¼O| O b´ ´¼8 Y8±Y N 8´Ê ´b n~O8 F±8¼ È ¼| ¼|b push of one button N - ¦ÁbV b8´Ê ¼ Á´b F±8 b pedal clamp N 8±tb± ´Á±n8Ob Á´| 8Y back of unit to seat N 3±8 8± Á Y O b8¼ ´ Yb n ± safe storage of plug wiring

b * 8Y N ( s½Î (b Yb±V ¸gÎs· gÎÎ~ÀÀg~ Àg N ÈÈÈ¡F Áb É¡O

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At a starting MSRP of 88,000 Euros, the opulent Dethleffs CaraLiner (above and left) set a new price record for European trailers.

The Patriot works for your motorhome and tow car by safely bringing it to a smooth stop with proportional braking.

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C L A S S I F I E D

Page 72

A D V E R T I S I N G

BUSINESS OPPORTUNITIES

MOTORHOMES WANTED

BECOME AN RV RENTAL DEALER El Monte RV is expanding its Dealer Rental Network. The company is currently looking for new dealers in key areas throughout the USA. El Monte RV supplies the motorhomes, reser vations, and necessar y training and software. For additional information, please call “Dealer Program” at (800) 367-4707 or visit our website at www.elmonterv.com and click on the “Contact Us” link and select “New Dealer Inquiries”.

ATTENTION DEALERS! Packrat RV, a licensed Dealer, buys the motorhomes you don’t want on your lot. Nationwide Call Clint 1-877-520-MINI (6464) WE BUY MOTORHOMES ’98 & Newer - Clean - Low Miles - No Smoke/Pet CASH Payment & NATIONWIDE Pick Up Contact Bill Fishfader @ 1-509-993-0321 RVS NORTHWEST • SPOKANE, WA

RV PARTS

HELP WANTED

www.WinnebagoParts.com Parts for all Winnebago/Itasca products & LeSharo/Phasar. Body/crash parts, decals & glass 1975 to present. Personal service at fair prices for our customers worldwide. M-F, 8-5 Central time. 800-933-7742

RV TECH WANTED IN COLORF UL COLORADO. Est. RV business 21 years and growing. Excellent pay and benefits. Fun environment. Fax resumé to (970) 245-1308 or Email: Service@recvehicle.com

Coachmen Wholesale Parts Depot An Authorized Coachmen Parts Distributor Call us for all your Coachmen Sportscoach Shasta needs. Courteous, experienced staff. Wholesale Pricing. Same Day Service. 8-5 EST (866) 412-7936 www.coac w hmenpar p ts.com

Need an RV Technician? Looking for a buyer? Reach nearly 18,000 of the RV industry's key players. For information on advertising in the Classified Advertising section of RV Business, call Joyce Reweda at 805-667-4392 or email jreweda@affinitygroup.com

VISIT RVBUSINESS.COM FOR UP-TO-THE-MINUTE INDUSTRY NEWS!

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Use this form or your own stationery to submit your ad copy!

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GENERAL INFO: For ad with photo or logo, please add $30. • For your ad to appear in red type add $25. Classifieds are prepaid by Visa/MC/Discover, check, or money order. No agency commissions or cash discounts. Blind Box service is available at an additional cost of $15. Allow one line of billable space for Blind Box address. Please refer questions to Joyce Reweda at (805) 667-4392, Email jreweda@affinitygroup.com

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070-RVB100102 Dusseldorf L

12/30/09

10:56 AM

Page 73

TruCenter™ Steering Controls

ing spaces, were the trend at Düsseldorf. Up to now those models were mainly built for two people with one sleeping space in the rear of the RV. Now one sleeping space still is located in the rear — be it as a single queensize bed or as two separated beds — with an additional second bed located at the ceiling of the main room which lowers from the ceiling when needed. Thus, the RV holds sleeping space for four people without using a big alcove above the cab like Type C RVs do. Not only is the interior very spacious without making the RV too big for European roads, the consumption of fuel is much lower than with a Type C model due to the aerodynamic form. This concept was first presented by the German manufacturer Bürstner during Caravan Salon 2007 and introduced in its product portfolio by the name of Bürstner Ixeo at the beginning of 2008. At Düsseldorf in 2009 nearly every mainstream manufacturer adapted this concept into its own product line. q The leading European motor caravan manufacturer Hymer unveiled in Düsseldorf its new Van Camper Hymer Car 302. It comes basically with the typical van camper interior with an elevating roof but is built on a Fiat Ducato chassis — which makes it a little more spacious than its competitors on Ford Transit or Volkswagen T5. The Hymer Car 302 also has a kitchenette which can be removed and used in front of the car. q The Globico is Dethleffs’ approach to cheaper prices and easy handling. “Back to the roots” must have been the motto of the developing engineers, because this RV’s basic edition comes nearly empty. There are beds, of course, one in the alcove and one in the rear, along with a dining space for four people. Nearly everything else in this unit built on a Fiat Ducato chassis is available as extra modules. Thus the starting price of a Globico RV is about 26,000 Euro. (As of

Hobby La Vita Veneto

press time, one Euro was valued at $1.44 dollars.) There is also a trailer version of the Globico which starts at about 7,000 Euro. q Unlike its Globico trailer, the new Caraliner by Dethleffs represents a completely different direction. An extravagant use of wood, leather and light makes the Caraliner a luxurious home for people with a little more money: 88,000 Euro is the staring price for this opulent creation of highend fabrics, materials and technology (a new price record in the European trailer market). Dethleffs can now claim to offer Europe’s cheapest to most expensive caravan. q Small and handy is also the Fendt Bianco Sportivo, which interprets this trend in a solid manner. With an overall length of 5.91 meters it offers sufficient space for two by providing a great deal of touring mobility. Storing capacities under the queen-size bed and on top of the roof give room for spacious sport equipment. Its overall maximum weight of 11⁄2 tons also makes the Bianco Sportive towable for smaller cars. The price starts at 14,800 Euro. q Europe’s biggest trailer producer Hobby presented its new La Vita Veneto in Düsseldorf. With a silver coating and attractively designed windows, the new Hobby places emphasis on design aspects. A starting price of 15,000 Euro for the smallest type 455 UF may sound high, but is in fact rather priceworthy due to the fact that the new La Vita Veneto comes with rich standard equipment which leaves little room for additional features. The La Vita Veneto product range offers four layouts: one for families and three for couples. Δ

While driving on a highway, keeping your car or SUV in the middle of the lane — bÇb 8n¼b± ¦Á O Ê ´È ¼O| t lanes — is virtually effortless. But your motorhome is not built with this easydriving, safety-enhancing feature. That’s why you need TruCenter Steering Control from Blue Ox.

N ÏY Á´¼ b ¼ È| b Y± Ç t n ± road crown, high winds, and highway ruts N ± ÇbY |8 Y t O8´b of front tire blow out N b´´ n± ¼ b Y O b ¼ and general tire wear and tear N 8 b´ Y± Ç t b8´ b± È ¼| b´´ fatigue to the driver N +8Çb´ tb b±8 Çb| O b maintenance repairs and costs N ± Çb´ Çb| O b ´8nb¼Ê

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Fendt Bianco Sportivo

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038-RVB100102 Louisville L

12/31/09

11:50 AM

Page 74

LOUISVILLE from page 46 tor of product development for the Middlebury, Ind., manufacturer. The air conditioner in the 2011 Skylark has been moved to the floorline to create a lower center of gravity to improve towability. Euro-style dual-pane acrylic windows are equipped with integrated roller blinds. Sidewalls are laminated to Azdel SuperLite composite to reduce weight. Base MSRP: $23,143. q Motorized manufacturer Newmar Inc., Nappanee, Ind., for the 2011 model year redesigned the luxury Mountain Aire diesel pusher motorhome built on 34,600- or 46,000-pound GVWR Spartan Mountain Master chassis powered by a 425-hp Cummins ISL engine. Available in six 40- to 43-foot floorplans, the redesigned Mountain Aire includes new front and rear caps with an integrated spoiler, frameless doublepane windows, integrated power awnings, coffered ceilings, halogen lighting porcelain floors, solid-wood hand-glazed cabinets, Mystera countertops and NewPlex multiplex wiring system that includes timed cockpit ceiling lights. MSRP: $406,695. q EverGreen Recreational Vehicles LLC, Middlebury, Ind., introduced its first all-composite Ever-Lite fifthwheel. Available in three 31- to 32foot floorplans featuring a 42-inchdeep streetside slideout, the Ever-Lite fifth-wheel incorporates several “green” advancements, including EverGreen’s “ComposiTek” construction that results in one-piece floors, sidewalls and roofs. At a maximum dry weight of 7,670 pounds, the Ever-Lite fiver is as much as 1,000 pounds lighter than a traditional fifth-wheel. Features include high-gloss exterior, flush-frame tinted windows, enclosed and heated underbellies, pass-through storage, porcelain toilets, laundry chutes, solid-wood cabinet doors, crown molding, padded vinyl floors and 26-inch LCD TV. MSRP: $41,000. q Forest River Inc.’s new Prime Time Manufacturing division, Wakarusa, Ind., introduced two ultra-lightweight towable series — the Tracer Micro and Tracer Executive. “Looking at the statistics, the ultra-light market continues to be very strong,” said Prime Time President Jeff Rank. Tracer Micro is available in three 19- to 25-foot floorplans with MSRPs starting at $15,000. The Tracer Executive, available with one or two slideouts in three 28- to 32-foot floorplans, starts at $24,000. Both feature gelcoat fiberglass-on74

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Chalet RV Pacific Coachworks Tango’s kitchen slideout

aluminum construction with 61⁄2-foot ceilings, tinted radius windows, EZLube axles, solid-core cabinets, largebowl kitchen sinks with high-rise faucets, ABS tub surrounds, two-door refrigerators and three-burner ranges. q Keystone RV Co., Elkhart, Ind., added three lighter “Helium Technology” floorplans to its popular Montana highprofile and Cougar mid-profile fifthwheel series. “We looked at roofs, countertops, frames, sidewalls and found new ways to do it with new materials without sacrificing quality and features,” said Aram Koltookian, general manager of Keystone’s Montana/Cougar Group. The “Helium” construction process in the Montana and Cougar High Country series removes up to 1,400 pounds from the standard Montana fifth-wheel, the company reported. For instance, the 33foot four-slide Montana built with “Helium Technology” featuring Azdel SuperLite sidewalls has a dry weight of 9,400 pounds. Base MSRPs for the Montana Helium are in the mid-$40,000s. Keystone also introduced

the redesigned Premier by Bullet ultralight travel trailer in 19- to 35-foot lengths, including a 31BH floorplan with an elaborate outdoor kitchen and entertainment center. MSRPs start at $16,500. q A-frame folding camping trailer manufacturer Chalet RV Inc., Albany, Ore., has been aggressively expanding its product offerings. That was made apparent at the show where the company unveiled a triple-slide truck camper and a small fifth-wheel. Chalet president Chris Hanson calls the company’s new truck camper a “modular Class C.” “All you have to buy is the power unit (pickup truck),” Hanson said. The 111⁄2foot camper, with a base retail of $37,799, is equipped with opposing slideouts and a third that comes off the back of the unit, creating a true Class C feel. At the show, Chalet also introduced the 211⁄2-foot Takena5 fifth-wheel with a single galley slideout for a base retail price of $14,900. q Pacific Coachworks Inc. designed a powered kitchen slideout as an option on eight Tango travel trailer models and two fifth-wheel models. In addition, the Riverside, Calif., company introduced a new line of Turbo sport utility (SURV) travel trailers. The laminated fiberglass-and-aluminum Turbo is offered in four 24- to 34-foot floorplans, including one featuring a 49inch-deep king-bed slide. Δ

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003-RVB01 PG CV3 PROTECTIV

12/30/09

10:54 AM

Page CV3

*

Protective is pleased to introduce the enhanced XtraRide RV Service Agreement Program! Available January 1, 2010**

Contact your Protective agent today to learn more about all of the exciting program enhancements and benefits. Start selling the enhanced XtraRide Program today! XtraRide Service Agreements I Post Sale Programs Dealer Experience Refund & Reinsurance Programs I Rental Programs F&I Training I On-Line Rating, Reporting & Agreements Call today to find out how XtraRide can increase your dealer profits and customer satisfaction.

888.237.9121 www.protectiveassetprotection.com

The XtraRide Service Agreement Program is backed by Lyndon Property Insurance Company, a Protective company, in all states except New York. In New York this product is backed by Old Republic Insurance Company. *An RVDA endorsed product or service is one that has been extensively evaluated by the RVDA to assure quality, dependability and overall value. RVDA and the RVDA Education Foundation receive compensation from a Protective company for business generated by RV dealers. **The enhanced XtraRide Program may not be available in every state on 1/1/2010 pending state approval. Protective, go to www.rvbusiness.com/info

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004-RVB01 PG CV4 CUMMINS O

12/30/09

11:03 AM

Page CV4

The revolutionary new Hybrid Quiet Diesel (HQD) Electrical System from Cummins Onan sets you free! Embrace the integration of battery, shore and generator power that only the HQD delivers. With the press of a button, the Auto mode takes full command of the HQD electrical system so you can live a life of ease. Forget what you thought you knew about RV electrical systems and join the power revolution. See the new Hybrid Quiet Diesel power revolution on select coaches at major RV rallies this spring or right now at CumminsOnan.com/HQD.

Cummins Onan Hybrid Quiet Diesel ®

Performance you rely on.™ ©2007 Cummins Power Generation. Cummins®, Onan® and the “C” logo are registered trademarks of Cummins, Inc.

Onan Corporation, go to www.rvbusiness.com/info

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