RV News June 22 by ⌘ ⇧ ⌥

RV News The Voice of the RV Industry

June 2022

Joined At The Hip +

Air Conditioner Supplier Makes Immediate Impact . . . . . . 28 Cummins’ Sights Set on Zero . . . . . . . . . . . . . . . . . . . . . . . . 38

Type Bs Getting As in Growth . . . . . . . . . . . . . . . . . . . . . . . . 56 Holiday Rambler’s Plan to Eclipse Competition . . . . . . . . . . 68

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574-264-3437 | (800) 846-9659 | EQSYSTEMS.US 19300 Grange Street, Cassopolis, MI 49031

5/25/22 5:42 PM 5/2/22 12:01 PM

Contents VOL 46, ISSUE 6 | JUNE 2022

DEALER PROFILE

48 Aligning Iconic Brand Offerings

A New Jersey dealership found two decades of success by specializing in selling and servicing two historic RV brands.

48 DEALER PROFILE

INSIDE NEWMAR DEALER MEETING

10 Newmar’s Journey Forward

Winnebago Industries President and CEO Mike Happe kicked off Newmar’s annual dealer meeting by pledging Winnebago Industries’ support and resources.

14 Newmar’s Cycle of Life 10

RV MANUFACTURER

New models for all 13 Newmar brands were on display in Orlando, Florida, including three brands undergoing the manufacturer’s lifecycle refresh.

26 Dealer Unit Allocations

Newmar executive John Sammut informed dealers of delivery allocations planned for the 2023 model year.

28 Right Place, Right Time 28 OE SUPPLIER

GE Appliances entered the RV market in 2020. Soon after, the new supplier found its air conditioners in heavy demand.

38 Destination Zero

Cummins engineers are working to tackle one of the generator suppliers’ biggest challenges in its history – creating a zero-emissions gas-powered generator.

56 Type B’s Dramatic Rise 56 RV MANUFACTURER TRENDS 2

RV News | June 2022

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The smallest RV category is also the fastest-growing. Type B motorhome sales rose more than 1,000% in the past decade and accelerated at nearly 50% annually the past two years.

rvnews.com

5/25/22 5:42 PM

Lippe 2022_0

DINETTE SEATING UPGRADE THOMAS PAYNE RV DINETTE CUSHIONS Whether you’re looking for a better color, more comfort or just a simple upgrade, Thomas Payne replacement RV dinette cushions are available in a wide variety of options to revive and refresh your RV interior. Altoona

• Premium fabric and foam cushioning built for comfort and durability • Easy-to-clean materials allows quick wipe-up as needed

Grummond

• Backed by a five-year hydrolysis warranty (PolyHyde only) • Our dining cushions are available in four fabric colors to match Thomas Payne furniture, allowing you to maintain a consistent look throughout your RV • Includes four cushions to make a complete dinette set

Millbrae

Norlina

• Available sizes: 38", 40", 42" and 44"

WHENEVER, WHEREVER, WE MAKE YOUR EXPERIENCE BETTER™ | lippert.com

01-09 issue v6.indd LippertFOB TOC JuneRVN 22 Ad Approval.indd 1 2022_06 - RVJune News - Thomas Payne - 3Full-Page - RV Dinette Cushions.indd 1

5/25/22 PM 5/20/22 4:47 PM 5/18/22 5:42 12:52 PM

Departments

RV News The Voice of the RV Industry 685 S. Arthur Ave., Unit 6 Louisville, Colorado 80027 (720) 353-4003 rvnews.com PUBLISHER

Dana Nelsen dana@rvnews.com (720) 353-4003 Ext. 7889 EDITOR IN CHIEF

Chris Freeman

chris@rvnews.com (720) 353-4003 Ext. 1064 ASSISTANT EDITOR

Beth Stone-Ehrhardt

68 RV MANUFACTURER

beth@rvnews.com (720) 353-4003 Ext. 1066

84 THE BEST OF

DIGITAL EDITOR news@rvnews.com (720) 353-4003 Ext. 1065

68 The Middle Ground

Holiday Rambler motorhome executives identified a growing price point gap in its gas Type A lineup as inflation led prices higher. The Type A manufacturer will release a new 2023 motorhome to fill the void.

ART DIRECTOR

Jim Nissen

adproduction@rvnews.com (720) 353-4003 Ext. 1063 CIRCULATION & SUBSCRIPTIONS

84 The Best Of: Power Solutions & Management

Dana Nelsen

The best products from the industry’s power solutions and management suppliers are highlighted here. UPCOMING TBO CATEGORIES:

JULY Made in the USA Products AUGUST Safety Equipment SEPTEMBER Cleaning & Winterization

IN EVERY ISSUE

ADVICE

Letter from the Editor . . . . . . 6 Advertiser Index . . . . . . . . . . . 96

RV News The Voice of the RV Industry

June 2022

Create a Successful Employee Training Program. . . . . . . . . . . . . . . . 78 Leave Your Buyer’s Remorse Behind . . . . . . . . . . . . . . . . . . . . . . . 80 Coaching Tips to Avoid Today’s F&I Headwinds . . . . . . . . . . . . . . . . 82

ON THE COVER

Joined At The Hip + 4

. . . . . . . 28 Air Conditioner Supplier Makes Immediate Impact . . . . . . . . . 38 Cummins’ Sights Set on Zero . . . . . . . . . . . . . . . .

. . . . . . . . . 56 Type Bs Getting As in Growth . . . . . . . . . . . . . . . . . . . . . . . . . 68 Holiday Rambler’s Plan to Eclipse Competition .

RV News | June 2022

01-09 FOB June RVN issue v6.indd 4

(L to R) Newmar Vice President of Sales and Marketing John Sammut and Winnebago Industries President and CEO Mike Happe.

CONTRIBUTING WRITERS

Jessica Meinhofer, Shawn Moran, Shawn Smith, Jesse Stopnitzky Subscription requests, address changes should be sent to dana@rvnews.com. Send letters to the editor and feedback on the publication or website to chris@rvnews.com.

RV News magazine ISSN 0193-2888 is a trademark and copyright of DRN Media Inc., 685 S. Arthur Ave., Unit 6, Louisville, Colorado 80027. www.rvnews.com 2022 DRN Media Inc. All printed rights are reserved. RV News magazine is published monthly by DRN Media Inc. 685 S. Arthur Ave., Unit 6, Louisville, Colorado 80027 (720) 353-4003. ©

POSTMASTER: Please send address changes to DRN Media Inc. 685 S. Arthur Ave., Unit 6, Louisville, Colorado 80027. Any and all items submitted to RV News magazine become the sole property of DRN Media Inc. Submitted items and any and all content within RV News magazine or on its website cannot be reproduced, republished or reprinted unless written consent from the publisher is given. Advertisers and/or their agencies assume all liability jointly and severally for advertisements that appear in the printed and online editions of RV News magazine. Editorial content, including columnists and opinion articles do not necessarily represent perspectives or opinions of RV News magazine, DRN Media Inc., or its staff, owners or principles.

RV News is published by DRN Media Inc.

rvnews.com

5/25/22 5:42 PM

Dave

01-09 FOB June issue v6.indd 5 1 Dave Carter JuneRVN 22 Ad Approval.indd

5/25/22 5:42 PM 5/2/22 12:02 PM

Letter > FROM THE EDITOR

The Cost of Doing Business Chris Freeman

nfl ation this year is well-known and well-reported. Prices have risen at grocery stores, gas stations and every other type of company nationwide. RV industry businesses are well aware of infl ation’s effects throughout the supply chain and on finished goods. My recent discussions with business leaders have centered on a different aspect of inflation: Wages. Elkhart County, Indiana’s tight labor market produced the secondlowest jobless rate in the United States in March, just 1.8%. Practically anyone who wants a job in northern Indiana already has one. Unfilled job openings in the area persist. Manufacturers and suppliers report unfilled openings lasting months. Various factors influence the market, including a lack of housing to entice new workers into the region. Among the biggest factors in the region’s job market today, though, are rising wages. Manufacturers made more RVs in the first quarter than in any quarter in the industry’s history, according to RVIA. March’s 64,454 wholesale RV shipments set a monthly record. To increase manufacturing, companies continue to add staff. With nearly no workers available outside the RV industry, companies had no alternative but to entice workers from other RV industry manufacturers and

RV News | June 2022

01-09 FOB June RVN issue v6.indd 6

suppliers. The situation set off a tornadic wage spiral repositioning a huge portion of the workforce. Not long ago, companies were paying premium labor rates of $40 an hour or more to recruit factory workers. Since the beginning of 2022 “wageflation” has driven pay rates higher – much higher. Manufacturers report losing workers to competitors which are paying $60/hr, $70/hr, or more. One representative said they had a worker lured away with a promise of $100 per hour. This wage-wheel-of-fortune is not unfamiliar to employers in northern Indiana. Labor supply and demand issues have plagued Elkhart County for a decade or more. This new trajectory is surprising even long-time observers. Some doubt how long the wage spiral can continue. It appears the industry has outgrown Elkhart County’s capacity. Tricks to ramp up and ramp down that have worked in the past have taken a new ramp – the exit ramp – they no long work. A Natural Break

We reported in March that some companies throttled manufacturing lines down to four days per week or took a one-week manufacturing hiatus. Maybe companies will finally gain a reprieve from skyrocketing wages. Manufacturers are quickly slowing production to match retail demand.

Manufacturers no longer need quite as many workers to crank out record RV wholesale shipment levels. After all, they set a record in the first quarter, not a new continuing standard. As manufacturers cut back staff, a major player in the increasing wage spiral may bow out. Suppliers in the area, however, have backlogs to work through, job openings to fill and may continue the wage competition. Workers who left for jobs paying twice as much likely will not return for the same pay scale they left. The first supplier who needs to pay a higher price to ensure product delivery will continue the “wageflation.” Many are concerned how quickly prices will re-adjust once inflation slows. Economists say housing and wages likely will remain inflated longer than other inflation-affected areas. Even if the tornadic wage spiral slows its rotation, manufacturers and suppliers will be left paying inflated wages for some time to come. The cost of doing business has been on the rise for months. It does not look like it will be falling anytime soon Thanks for reading,

Chris Freeman Chris Freeman Editor in Chief

rvnews.com

5/25/22 5:42 PM

USW

01-09 RVN issue v6.indd1 7 USWCFOB JuneJune 22 Ad Approval.indd

5/25/22 5:42 PM 5/5/22 9:50

REESE GOOSE BOX ®

™

TAKE THE HEAVY EQUIPMENT OUT OF YOUR TRUCK AND GET YOUR BED BACK! Created with fifth wheel comfort and dual-purpose trucks in mind, the REESE Goose Box is specifically designed for RV owners who want to tow with a gooseneck hitch. No more swapping heavy equipment every time you change trailers. Just tow with a lightweight goose ball. ®

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5/25/22 5:42 PM

The REESE Goose Box replaces the traditional pin box on your RV, creating a lightweight solution for heavy-duty towing, while air-ride technology, multi-directional shock absorption, and rubber bumpers make the ride so smooth, you may forget you’re even towing! With the REESE Goose Box you’ll enjoy reduced stress between your truck and trailer – plus, peace of mind knowing you have the ONLY product of its kind that is guaranteed not to void the warranty by Lippert Components. And when you’re done, the goose ball easily stows, giving you all the room in your truck bed for storing and hauling.

Automatically locks when coupling

Easy access air valve

Increased height adjustment for taller truck beds

Hollow rubber springs Stable air bag Dual shocks Lockable BULLDOG gooseneck coupler

ADDITIONAL FEATURES: • Rated for 20,000 lb (4,000 lb pin weight) capacity • Air-ride technology, multi-directional shock absorption, and rubber bumpers provide a superior ride and smoother driving experience • Easy-to-reach lanyard for trouble-free hitching and uncoupling • Tested to CSA and SAE J2638 standards for a durable, worry-free towing experience • Convenient onboard safety chain storage • Improved air system with overfill relief valve for worry-free use • Easily visible air pressure indicator • Mounts in the same position as a standard pin box (or one position lower) • Fits multiple wing sets, including the Rhino hole pattern SCAN HERE TO EXPERIENCE THE REESE GOOSE BOX

01-09 FOB June RVN issue v6.indd 9

4/28/22 8:34 PM AM 5/25/22 5:42 5/5/22 10:04 PM

WE’LL GET YOU LEVEL IN MINUTES #getlevel

Now offering Custom Wire Harnesses & Battery Cables

574-264-3437 | (800) 846-9659 | EQSYSTEMS.US 19300 Grange Street, Cassopolis, MI 49031

Contents VOL 46, ISSUE 6 | JUNE 2022

DEALER PROFILE

48 Aligning Iconic Brand Offerings

A New Jersey dealership found two decades of success by specializing in selling and servicing two historic RV brands.

48 DEALER PROFILE

INSIDE NEWMAR DEALER MEETING

10 Newmar’s Journey Forward

Winnebago Industries President and CEO Mike Happe kicked off Newmar’s annual dealer meeting by pledging Winnebago Industries’ support and resources.

14 Newmar’s Cycle of Life 10

RV MANUFACTURER

New models for all 13 Newmar brands were on display in Orlando, Florida, including three brands undergoing the manufacturer’s lifecycle refresh.

26 Dealer Unit Allocations

Newmar executive John Sammut informed dealers of delivery allocations planned for the 2023 model year.

28 Right Place, Right Time 28 OE SUPPLIER

GE Appliances entered the RV market in 2020. Soon after, the new supplier found its air conditioners in heavy demand.

38 Destination Zero

Cummins engineers are working to tackle one of the generator suppliers’ biggest challenges in its history – creating a zero-emissions gas-powered generator.

56 Type B’s Dramatic Rise 56 RV MANUFACTURER TRENDS 2

RV News | June 2022

The smallest RV category is also the fastest-growing. Type B motorhome sales rose more than 1,000% in the past decade and accelerated at nearly 50% annually the past two years.

rvnews.com

• Premium fabric and foam cushioning built for comfort and durability • Easy-to-clean materials allows quick wipe-up as needed

Grummond

Millbrae

Norlina

• Available sizes: 38", 40", 42" and 44"

WHENEVER, WHEREVER, WE MAKE YOUR EXPERIENCE BETTER™ | lippert.com

Departments

RV News The Voice of the RV Industry 685 S. Arthur Ave., Unit 6 Louisville, Colorado 80027 (720) 353-4003 rvnews.com PUBLISHER

Dana Nelsen dana@rvnews.com (720) 353-4003 Ext. 7889 EDITOR IN CHIEF

Chris Freeman

chris@rvnews.com (720) 353-4003 Ext. 1064 ASSISTANT EDITOR

Beth Stone-Ehrhardt

68 RV MANUFACTURER

beth@rvnews.com (720) 353-4003 Ext. 1066

70 THE BEST OF

DIGITAL EDITOR news@rvnews.com (720) 353-4003 Ext. 1065

68 The Middle Ground

ART DIRECTOR

Jim Nissen

adproduction@rvnews.com (720) 353-4003 Ext. 1063 CIRCULATION & SUBSCRIPTIONS

84 The Best Of: Power Solutions & Management

Dana Nelsen

The best products from the industry’s power solutions and management suppliers are highlighted here. UPCOMING TBO CATEGORIES:

JULY Made in the USA Products AUGUST Safety Equipment SEPTEMBER Cleaning & Winterization

IN EVERY ISSUE

ADVICE

Letter from the Editor . . . . . . . 6 Advertiser Index . . . . . . . . . . 80

RV News The Voice of the RV Industry

June 2022

Create a Successful Employee Training Program . . . . . . . . . . . . . . . 78 Leave Your Buyer’s Remorse Behind . . . . . . . . . . . . . . . . . . . . . . . 80 Coaching Tips to Avoid Today’s F&I Headwinds . . . . . . . . . . . . . . . . . 82

ON THE COVER Joined At The Hip + 4

. . . . . . . 28 Air Conditioner Supplier Makes Immediate Impact . . . . . . . . . 38 Cummins’ Sights Set on Zero. . . . . . . . . . . . . . . .

. . . . . . . . . 56 Type Bs Getting As in Growth. . . . . . . . . . . . . . . . . . . . . . . . . 68 Holiday Rambler’s Plan to Eclipse Competition .

RV News | June 2022

(L to R) Newmar Vice President of Sales and Marketing John Sammut and Winnebago Industries President and CEO Mike Happe.

CONTRIBUTING WRITERS

RV News is published by DRN Media Inc.

rvnews.com

Letter > FROM THE EDITOR

The Cost of Doing Business Chris Freeman

nflation this year is well-known and well-reported. Prices have risen at grocery stores, gas stations and every other type of company nationwide. RV industry businesses are well aware of inflation’s effects throughout the supply chain and on finished goods. My recent discussions with business leaders have centered on a different aspect of inflation: Wages. Elkhart County, Indiana’s tight labor market produced the secondlowest jobless rate in the United States in March, just 1.8%. Practically anyone who wants a job in northern Indiana already has one. Unfilled job openings in the area persist. Manufacturers and suppliers report unfilled openings lasting months. Various factors influence the market, including a lack of housing to entice new workers into the region. Among the biggest factors in the region’s job market today, though, are rising wages. Manufacturers made more RVs in the first quarter than in any quarter in the industry’s history, according to RVIA. March’s 64,454 wholesale RV shipments set a monthly record. To increase manufacturing, companies continue to add staff. With nearly no workers available outside the RV industry, companies had no alternative but to entice workers from other RV industry manufacturers and

RV News | June 2022

Chris Freeman Chris Freeman Editor in Chief

rvnews.com

REESE GOOSE BOX ®

™

Automatically locks when coupling

Easy access air valve

Increased height adjustment for taller truck beds

Hollow rubber springs Stable air bag Dual shocks Lockable BULLDOG gooseneck coupler

Feature > RV MANUFACTURER

Newmar’s Journey Forward Newmar’s John Sammut welcomed dealers to the manufacturer’s annual meeting and Winnebago Industries’ Mike Happe pledged support from Newmar’s parent company. By RV News Staff | Photos by Mario Ramirez Photography

ewmar Corp. has manufactured motorhomes since 1968, but the Nappanee, Indianabased company achieved new milestones in 2021. Winnebago Industries President and CEO Mike Happe is working to push Newmar to even greater success. Newmar welcomed 240 attendees to its April national dealer meeting in Orlando, Florida. Dealers examined new models, features and floorplans during the three-day event, themed “The Journey Forward.” During the meeting, Happe pledged Winnebago Industries’ support with “multiple eight-figure” investments. The funding recently created warehouse, product development and aluminum welding facilities totaling 145,500 square feet. This year, Newmar is building assembly and

RV News | June 2022

paint department additions. Two paint department expansions will total more than 90,000 square feet, with an additional 50,000 square feet added to the assembly plant. “So significant investments are going into the Newmar business, and it is the right thing to do,” Happe said. “This business has a lot of momentum. While we will watch the demand environment carefully, these are long-term investments. These are intended to pay off 10, 20 years from now as well.” John Sammut, Newmar’s vice president of sales and marketing, said the improvements are critical to Newmar’s future product development and marketing. He said increased capacity ensures Newmar can meet demand with precision. For the first time, the company’s Dutch Star Type A diesel motorhome rvnews.com

John Sammut, Newmar’s vice president of sales and marketing, updates Newmar Dealer Meeting attendees on 2023 model year features. rvnews.com

June 2022 | RV News

Feature > RV MANUFACTURER

Winnebago Industries President and CEO Mike Happe welcomes attendees to the event in Orlando, Florida. became North America’s top-selling Type A diesel in 2021, according to Statistical Surveys Inc. Newmar built more than 15% of all Type A motorhomes sold, equating to the industry’s second-highest Type A market share. “As we began to work with the Newmar team on a day-to-day basis, we gathered a mutual respect for how each company has done things through the years, and our eyes were opened to some of the constraints in the business,” Happe said. “From an operations standpoint, this business produces incredibly beautiful products that customers generally become passionate about, but Newmar’s operational complexity is higher than it needs to be.” Leadership and Investments

Besides millions in facility improvements, Happe said Winnebago Industries is sharing resources such as its enterprise manufacturing and supply chain Center of Excellence. He said by sharing resources and best practices, Winnebago Industries hopes to remove Newmar’s operational limitations to reach new milestones. 12

RV News | June 2022

“Certainly, we will remove those constraints without doing any harm to Newmar’s quality reputation,” Happe said. “We hope that we can even raise the quality and fit and finish to an even higher level in the future.”

We are supremely confident in the leadership team that we have in place at Newmar that is running the business today.” – Mike Happe

Happe said Matt McQuown, Newmar’s vice president of supply chain, continues to improve the manufacturer’s supply-chain processes. “The last 24 months really exposed significant improvement opportunities in how we work with our supplier partners. Unfortunately for our suppliers, a lot of attention gets cast their way for shortages we are experiencing,” Happe said. “There is plenty

of room for us to improve as well, to partner with the suppliers to make sure high-quality components get here on time. A lot of effort is being spent in that area with Matt McQuown, but Matt also can learn from other businesses in the Winnebago Industries portfolio. He has tremendous resources at Winnebago Industries as well.” Evolving for the Future

In Happe’s opening remarks to the Newmar dealer body, he said Winnebago Industries was reviewing the product development process to integrate evolving technology. Technology would prepare Newmar for generational RV ownership transitions, particularly in comfort and electrification. “All of our businesses will apply new and emerging technology, in their own ways, to meet the changing customer demographic, and Newmar will be no different,” he said. “We look forward to navigating that generational change. These things do not happen overnight, but we need to build more and different capabilities….” rvnews.com

(L to R) Newmar’s Michelle Kemp, director of sales; Sammut; Matt McQuown, vice president of supply chain; and Matt Utley, vice president of service and facilities development, announce annual dealer sales and service awards. Sammut said Newmar executives are watching RV consumer trends and will respond with features, design and products to meet those needs. As an example, he said Newmar is building shorter floorplans based on consumer requests. Newmar’s 34-foot and 37-foot floorplans have increased as a percentage of every coach it builds. The company created its Super C motorhomes—Supreme Aire and Super Star—in response to changing consumer demand. Sammut said Newmar’s leadership is pleasantly surprised with the motorhomes’ success. Regarding Newmar leadership, some attendees expected a big announcement on a candidate to fill Newmar’s open president/CEO position. No such announcement was made during the show. After Matt Miller’s resignation in September 2021, Brian Hazelton held the role until November. Happe said the search continues; CEO Joe Shoemaker temporarily leads Newmar’s daily operations. “We are supremely confident in the leadership team that we have in place at Newmar that is running the business today,” Happe said. “Joe Shoemaker has really stepped up as an interim day-to-day leader, primarily to make sure that the communication between Newmar and Winnebago Industries is efficient. Joe’s done a fantastic job.” rvnews.com

(L to R) Utley, Rusty Eckstein of Mt. Comfort RV in Indiana, Ken Eckstein of Mt. Comfort, McQuown and Sammut gather on stage. Mt. Comfort is one of 19 dealers honored with Newmar service awards.

(L to R) Sammut, Bob Green of General RV, Bruce Terveen of General RV, McQuown and Utley gather on stage. General RV is one of 10 dealers honored with Newmar sales excellence awards. June 2022 | RV News

Feature > RV MANUFACTURER

Newmar’s Cycle of Life Newmar’s National Dealer Meeting featured 2023 models of all 13 brands. Three motorhomes received the manufacturer’s quadrennial lifecycle refresh. By RV News Staff | Photos by Mario Ramirez Photography

RV News | June 2022

rvnews.com

(L to R) Newmar’s Shannon Stover, marketing manager; Noah Gregg, art director; and Darren Halbig, creative director; play the roles of park rangers as they welcome attendees to the show.

ewmar unveiled its 2023 model year upgrades and lifecycle refreshes to its dealer body during the manufacturer’s annual national dealer meeting. All but two of Newmar’s 75 dealers attended. Manufacturers typically refresh RV brands in a three- to five-year cycle. Updates can be expansive, featuring new floorplans, interior décor and exterior designs. Newmar refers to the pattern as “lifecycle changes.” They occur every four years on Newmar’s brands.

rvnews.com

Kim Moore, Newmar interior design manager, said nearly all interior aspects transform during such changes. New features can include re-envisioned color palates, slide-out facias, cabinet and sink hardware, wood stains, flooring, furniture fabrics, bedding and much more. “It gets tired after four years. If I didn’t change something, then I would have to wait another four years,” Moore said. “Typically, you want to make the big changes during the lifecycle. If I do not change the

headboard now, that means it stays for eight years. I do not like to do that.” Décor upgrades can be slight or extreme, Moore said, depending on what came previously. To get ideas, Newmar’s design team welcomes feedback from dealers and consumers. Moore also attends residential kitchen, bath, flooring and housing trade shows. Three Newmar Type A brands underwent 2023 model year lifecycle changes: the gas model Bay Star and the diesel coaches Dutch Star and Essex. June 2022 | RV News

Feature > RV MANUFACTURER

Dealers captured images of Newmar’s 13 brands on display, including the diesel Type A Ventana and Super C SuperStar.

(L to R) Dave Simso Jr. of Dave’s RV Center appreciates his Newmar representative, Ryan Burkhart.

Newmar’s Ken Williamson (orange shirt) helps dealers reviewing an Essex interior.

Dealers review notes on the showroom floor before leaving to check out the next Newmar model. 16

RV News | June 2022

(L to R) RV Retailer’s Don Strollo, Happe and RV Retailer’s Jon Ferrando discuss the state of the industry during the dealer event. rvnews.com

OE Tech > ADVERTORIAL

Beat Those Leaks:

A Proven Way to Keep the Elements at Bay

hen the sky fills with oppressive clouds, and torrents of rain pour down, the last thing RVers want to feel on their necks is an icy drip as they drift off to sleep in a cozy motorcoach. Worse yet is opening a cupboard to find a favorite sweater, expensive gear, or even the night’s stash of movie popcorn ruined or reduced to sodden pulp by an undetected leak. Unfortunately, letting the outside in is happening more often these days. Savvy RVers are installing various aftermarket accessories in their RVs to make home-sweet-home, even sweeter. From solar panels and satellite dishes to antennas and LED strip lights, creature comforts choices are abundant and necessary to create a great RV experience. However, most of those sought-after electronics come with multiple cables to run through a coach or van. Those cables must go somewhere, and often holes must be drilled to facilitate their journeys. If adaptations are not made wisely, new drill holes can mean exposure to sleet, wind and moisture for both sensitive electrical equipment and an RV’s occupants. After all the care that goes into creating a comfortable home on wheels, that exposure is not something most RVers want to contemplate or experience.

Seaview, a supplier of marine, and industrial electronics solutions, makes a range of cable seals that provide clean, safe, waterproof cable routing. The seals are easy to install, organize unsightly cables and stand up to rugged outdoor use. An RVer can route a cable from one, or many, electronic devices through a seal and then through a mounting surface, such as the roof of an RV, where a waterproof entry point is needed. A cable seal is a sandwich containing a cap, rubber stopper or bung, and bottom gasket that compress around a cable. The combination provides a waterproof seal when assembled and tightened. If needed, several cables can be passed through one seal, providing each cable has its own hole, and one-eighth of an inch of rubber exists around each hole.

Marine-tested technology

When it comes to managing the elements, what better partner to turn to than a supplier that understands the havoc water can wreak on exposed systems and vehicles?

Multiple cables can be routed through a Seaview Cable Seal to provide a waterproof seal.

OE Tech > ADVERTORIAL Protection meets innovation

The cable seal’s tapered rubber plug compresses around each cable.

The rubber gasket seals the base and where the lid meets the base.

Each Seaview seal is engineered with the environment in mind on multiple levels. Seaview President Jason Romesburg said the company knows firsthand the frustration of using a cable seal that does not perform. Seaview once used competitors’ cable seals for other product applications but found they lacked key features. First, competitor seals would often have a middle rubber bung that sat below the outer cap’s surface. Water and grime would collect in the gap. Seaview designed a seal integrating a tapered rubber bung that sits flush or rises slightly above the cap, preventing detrimental dirt and water collection. Second, the company engineered a base gasket with an outer lip for an extra protection layer. “The gasket isn’t just at the bottom,” Romesburg said. “It has an outer lip, so that when everything is assembled, it not only seals around the base or the bottom, but it also gets pinched on the outer edge between the lid and the base piece so that it creates a seal. It is another gasket if you will, or one more piece to keep the water out.” Finally, the company provides unique drill tubes with each seal. The tubes come in many sizes and take the place of a drill bit. “If you use a drill tube, it provides a clean and easy way to drill a hole in the rubber. The tubes are recyclable and reusable, rather than our competitors, who provide multiple rubber bungs with their products that have various hole sizes,” Romesburg said. “So, while that’s convenient, there are hundreds of thousands of rubber pieces going into the landfill because you only use one.” Variety provides versatility

Waterproof cable entry for one or more cables.

Seaview offers a classic waterproof vertical cable seal for most applications, whether an RVer wants to install the best new flexible solar panels for an off-the-grid adventure or satellite TV to watch movies with the kids while camping. The seals come in round or rectangular versions. For RVers who already have components installed and are having trouble getting a watertight seal around cables or wires, Seaview offers a Retrofit Cable Seal.

Cable seals keep solar panel installations waterproof on a Type B motorhome. “This is the only one of its kind in the industry,” Romesburg said. “We are the only company that makes them. Simply assemble the retrofit seal around cables that have already been installed for a clean, waterproof point of entry.” The retrofit seal is the only guaranteed and proven watertight installation for currently installed cables. Each seal piece is split so the seal can easily be built around unsightly wires or cables. The new retrofit seal can help clean up messy groups of cables with a passthrough for antennas, rope lights or power cables without the removal of factory-installed connectors. Seaview engineered a low profile 90-degree cable seal for cables a half inch in diameter or smaller. The low profiles seals are perfect for rooftop electronics such as lights or antennas. The retrofit seals are available in the grey plastic. Classic seals come in black, grey and white UV stable, high impact plastic, as well as high polished stainless steel and white and black powder-coated stainless steel. The gray ASA plastic versions of the seals can be painted. “For running wires or cables in a waterproof and clean way, these seals are tested and approved and 100% waterproof. They look great and keep water out and are very easy to install,” Romesburg said. “They are definitely far more economical than dealing with water intrusion,” Seaview Global products are distributed globally. To find a dealer go to https://www.seaviewglobal.com/pages/ dealer-finder or call 800-655-7922.

The Essex is among three Newmar models that received a lifecycle refresh in 2023. Essex Lifecycle

Essex, the most luxurious of the three brands, was transformed inside and out. The coach can now tilt from right to left toward the off-door side to more efficiently drain holding tanks. The new feature will appear in Essex, King Aire and London Aire luxury models. The tilt component operates through a Silverleaf panel in the exterior water bay compartment. Newmar offers two new floorplans to Essex’s 2023 lineup, the 4521 and 4595. Both include redesigned front and rear caps, along with upgraded interior dashboards. The 4521 features a full-wall slide enhancing the bath-and-a-half floorplan. The rear master bathroom offers a cathedral ceiling. The door-side dinette overlooks campsites. The 4595 also has a full-wall slide bath-and-a-half floorplan. The coach features opposing sofas and a driver’s-side dinette. The door-side kitchen includes a stationary counter and rvnews.com

Essex upgrades included new feature ceilings, slide-out fascia and window treatments.

The master bathroom includes numerous upgrades from Hansgrohe, a high-end residential supplier, including custom sinks and mirrors. June 2022 | RV News

Feature > RV MANUFACTURER

Dutch Star was the top-selling diesel Type A motorhome in 2021, according to Statistical Surveys Inc.

Among Dutch Star’s lifecycle upgrades is a new grayish wood color option called Driftwood.

Dutch Star’s doors and door handles now feature a gunmetal finish. 18

RV News | June 2022

cabinet at the kitchen’s rear. The counter can store coffeemakers and cooking accessories or function as an optional beverage center. The beverage center provides an eye-level stemware rack behind glass doors and a wine cooler below. For the first time, Essex’s 4595 offers Bosch luxury residential appliances. Opposite the kitchen and half bath, the Bosch residential refrigerator is flanked by storage cabinets featuring decorative feet. “This creates the appearance of luxury furniture,” Newmar’s John Sammut said, “and not merely a refrigerator next to a pantry.” The master bathroom has a 40-by32-inch glass-enclosed shower, a cabinet-housed washer/dryer, two wardrobes and a dual-sink vanity on the rear wall. The motorhome includes a new cabinet and entry door styling, as well as redesigned driver/passenger seats. Designers updated window treatments, backsplashes, feature ceilings, rvnews.com

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Feature > RV MANUFACTURER slide-out fascia and cabinet/door hardware. New dinette chairs and sofa with furniture feet provide a residential look. “We are trying to make it look like it is all one piece of furniture, and a more residential one,” Moore said. “That is why we put furniture feet on. The whole goal is to make it feel like it is your home. Your home on wheels.” The coach’s high-polish porcelain flooring throughout was updated as well. The 4595 has new bedding, headboard and bed base, and bedroom window treatments.

Kim Moore, Newmar interior design manager, examines the Euro-style dinette in a Bay Star model.

Typically, you want to make the big changes during the lifecycle. If I do not change the headboard now, that means it stays for eight years. I do not like to do that.” – Kim Moore

(L to R) Jenn Szafran, RV Retailer East Region inventory and administrative vice president, and Monica Monteiro, general manager, RV One Superstores Tampa, walk the show floor.

(L to R) Transwest RV’s Meredith Lyons and Newmar’s Michelle Kemp discuss Essex’s exterior paint scheme.

(L to R) Carolina RV’s Jason Nagel and Scott Burleson walk through a Ventana 3407 model. 20

RV News | June 2022

The master bath includes numerous upgrades from Hansgrohe, a high-end residential supplier. Custom mirrors and sinks are included, with matte gold accents featured throughout. The new shower surround has updated tile and flooring. The bathroom features a pull-out storage cabinet to store shoes, sweaters, purses or other items—built much like a residential pull-out kitchen pantry. “It is something you see at a lot of closet stores that are included when you have a new house,” Moore said. Bonded windows, which first debuted in King Aire and New Aire, are standard on all 2023 Essex. Slide windows provide a panoramic view and feature finished wood trim rings with square corners around the windows. The windows are topped outside with Girard armless awnings. Baggage doors have a formed inner skin and close with a button push, the same closing system as in the King Aire. rvnews.com

2023 Chassis Updates R

epresentatives from Freightliner Customer Chassis Corp. and Spartan RV Chassis were on hand to discuss chassis updates with dealers. Freightliner’s prime offering was a new five-year, 100,000-mile chassis warranty, replacing the previous three-year/50,000-mile warranty. The new warranty aligns with the

Freighliner CCC staff discuss updates with dealers.

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power train. Representatives said Freightliner reviewed warranty claims on similar products, which led to the extension. Syncing chassis and power train warranties will ease consumers’ potential confusion and eliminate a need to explore extended warranties, Freightliner said. Canyon Star’s three front-engine diesel toy hauler floorplans increased their gross vehicle weight ratings to 32,000 pounds on the new Freightliner chassis. Freightliner’s OptiView dash features upgraded graphics and consumer-friendly menus. A steering wheel push button enables drivers to adjust Newmar’s comfort drive system without navigating a menu. Tire pressure monitoring systems also are adjustable through OptiView’s menus. Finally, Freightliner added Mobileye technology as standard in Newmar rear engine motorhomes. The RiverPark offering brings intelligent high beams, which automatically adjust brightness, and lane-departure and speed-limit warnings to Freightliner’s safety product suite. Spartan RV Chassis’ major updates are on models from the 43-foot Dutch Star through

Mt. Comfort owner Ken Eckstein checks in with Spartan RV Chassis representatives.

the King Aire. Each features a new 20,000pound Meritor Protect independent front suspension. The system adds Koni shocks to improve ride quality and handling. Spartan RV Chassis representatives said the change stiffens ride control in some areas while softening the ride in others to improve quality. Typically, adjusting suspension or shocks to provide a better ride quality diminishes control during a turn, Spartan RV Chassis said. The new suspension changes the A-arms in the cradle and combines the change with upgraded Koni shocks to add stability, representatives said. Mobileye is standard on Ventana through King Aire models built on Spartan RV Chassis’ chassis.

5/19/22 9:08 PM

June 2022 | RV News

Feature > RV MANUFACTURER

Multi-Model Upgrades N

ewmar’s 2023 model year motorhomes featured similar upgrades across a variety of its 13 brands. Lithium batteries, enhanced slide outs and exterior paint/graphics changes hit numerous units. Last year, the King Aire was the only Newmar brand with an optional lithium-ion battery. For 2023, Dutch Star, London Aire, Mountain Aire and Supreme Aire have the option. The package, offered through Lithionics, contains two 320-amp-hour batteries and surge protection. Dealers can include a third 320-amp-hour battery as an aftermarket addition, which would increase battery capacity by 50%. John Sammut, Newmar’s vice president of sales and marketing, said the battery package expansion will be impactful, particularly to consumers needing to power the motorhome’s house functions when away from shore power. He said switching from AGM to lithium-ion batteries offers an underappreciated benefit through weight savings.

Patio-side dinette use expanded in 2023 floorplans.

mechanism took about six months to create. The “We have delivered on what they were asking for,” slide out uses a new structure that bears the he said. “I think we have made major strides in new weight from the sides. and innovative floorplans in every product.” “By having the dinette on the patio side,” Finally, all 2023 models feature updated paint Sammut said, “I think we have addressed the and graphic designs. exterior storage capacity concern with the “Dealers have all been very positive regarding floorplans offered in our product lineup.” the paint color selection the design department Dave’s RV Center General Manager Dave Simso put into all the exterior graphic designs,” he said. Jr. said, “It was not a system we were familiar with “That has been very noticeable this year.” or accustomed to, but it has proven itself to be George Stayberg, owner of Midtown RV in robust and trouble-free, and it has been a really Penticton, British Columbia, said the new colors fantastic system.” were among the most impressive part of the 2023 Another multiunit model year change included model year motorhomes. adding multiplex wiring and/or a 10-inch multiplex Chris McKee, inventory manager of The Hitch monitor to numerous brands. Bay Star and Bay Star House in Oro-Medonte, Ontario, agreed. Sport now feature both to control interior lighting McKee said, “Most times, 80% of the RVs are and HVAC functions. ‘bang on,’ and you can adjust the other 20 percent. Canyon Star, Dutch Star, Kountry Star, Super Star This time they have got it pretty well all correct. The and Ventana added 10-inch multiplex monitors for only reason to want to change it is to individualize it Five Newmar brands added 10-inch 2023. Each brand already had multiplex wiring. for somebody’s own personal taste.” multiplex monitors. Sammut said dealers requested adding “It saves, depending on the product, between 300 multiplex controls. and 400 pounds compared to the AGM batteries they replace,” he said. “That really adds to the carrying capacity for the customer. Three hundred or 400 pounds could be very important.” Another multibrand change added a patio-side dinette to more floorplans. Previous floorplans required a smaller baggage door on the exterior under the dinette slide because the slide out required an under-dinette space for the hardware to support the dinette’s additional weight. A new slide mechanism, created in conjunction with HWH Corp., supports the slide out from the sides without floor-based support hardware. Camp-side dinette slides no longer restrict baggage door sizes or limit undercarriage space. Chris McKee of The Hitch House returned to the dealer event in 2022 after being the lone Canadian Ron Stichter, Newmar’s vice president of dealer attendee in 2021. product planning and engineering, said the 22

RV News | June 2022

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Dutch Star Lifecycle

Although Dutch Star was the topselling Type A diesel motorhome in 2021, the brand received a major face-lift. Sammut said the top-selling brand now has a totally fresh look. The exterior front and rear cap feature updated designs, along with new headlights, exterior graphics and colors. New baggage door seals make closing the aluminum-skinned doors easier and eliminate slamming, Sammut said. The seals appear on 2023 New Aire, Mountain Aire and London Aire models. Dutch Star has three new floorplans. Replacing last year’s 4020 and 4363 floorplans are the 4071 and 4370, respectively. The 4325 floorplan is new. The 4071 and 4370 floorplans include a Euro-style dinette on the door side, incorporating the new slide-out mechanism. Both are fullwall slide, bath-and-a-half floorplans with a rear master bathroom. The 4325 is similar but keeps the

PPC Series

dinette on the off-door side and moves a double-sink vanity to the master bathroom’s rear wall. Interior changes abound. Dutch Star’s upgraded Lappato finished floors resemble a semi-gloss floor. The coach features redesigned backsplashes, slide-out fascia, feature ceilings and window treatments. The new dashboard has a 9-inch radio and monitor screen. Four interior décors are available, including a new grayish wood color called Driftwood. Newmar-exclusive custom-designed wall sconces and dinette chairs are new to Dutch Star. Doors and door hardware now feature a gunmetal finish. Plumbing fixtures were updated. The kitchen contains a new apron sink. Moore said the new sink looks more residential than in previous years. She said the sink has a low divider, fashionable in the residential market to help RVers put long sheets or platters across the sink to clean.

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“We had the same thing for way too long,” she said of the sink change. The headboard and bedding give a fresh look to the bedroom. The master bathroom offers a modern shower design, custom lighting fixtures and a switch to a glass sink. Bay Star Lifecycle Changes

Bay Star lifecycle changes begin in the front. A redesigned dashboard provides driver/passenger side consoles with dual wireless charging stations. A new Axxera touch screen dash radio with a 10-inch monitor is standard. The radio can display smart device navigation on the monitor. It includes Apple CarPlay and Sirius XM capability. The front and rear caps were redesigned, and the motorhome’s interior ceiling height was increased to 84 inches from 80 inches. Much like Essex and Dutch Star, Bay Stars models have a fresh interior look. Features include new drawer fronts,

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Bay Star released three new floorplans for 2023.

Interior style changes in Bay Star include fixtures, slide-out fascia, backsplashes and new fabrics.

bathroom sinks, slide-out fascia and kitchen/bathroom plumbing fixtures. The standard vinyl tile flooring was extended into the bedroom to replace the carpet. Sammut said many consumers were choosing a solidsurface option rather than carpeting. Consumers who want carpet in the bedroom can make a special request, he said. Williamsburg furniture features fresh styling, and for the first time, furniture options offer 74-inch theater seats and an incliner sofa on select floorplans. Other interior updates include new backsplashes and shower surrounds. New fabrics adorn the windows, throw pillows and bedding. Select floorplans have a door-side televator behind the dinette. Bay Star unveiled three floorplans in 2023. The 3020 is a full-wall and king-bed slide floorplan. The 3225 floorplan adds an opposing dinette slide out in the living room. The 3629 is a full-wall slide, bath-and-a-half floorplan featuring a rear master bathroom. Finally, seven Bay Star models will offer a cab-over bunk option in 2023.

Bay Star upgrades include a new Axxera touch screen dash radio with a 10-inch monitor. 24

RV News | June 2022

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Feature > RV MANUFACTURER

(L to R) Newmar’s John Sammut spends a minute on the show floor with Bish’s RV General Manager Terry Muir. Newmar informed dealers they would be allocated RVs at levels lower than 2021 deliveries.

Dealer Unit Allocations Newmar leaders informed dealers about 2023 model year allocations at its dealer event. By RV News Staff | Photos by Mario Ramirez Photography

ohn Sammut, Newmar’s vice president of sales and marketing, addressed the elephant in the room at the start of Newmar’s dealer meeting. He told dealers despite massive ongoing infrastructure improvements, the company could not build every RV dealers requested in 2021 due to various global issues. He said unwelcome manufacturing constraints continue, forcing Newmar to maintain a unit allocation strategy for the 2023 model year. Each attendee learned how many vehicles they could order at the show to ensure a reliable delivery. Although fewer RVs would be allocated than what dealers received last year, Sammut said, Newmar expects to deliver closer to the forecasted allocation numbers attendees received.

RV News | June 2022

“The allocation number you will be provided by your account manager represents approximately half of your available units, once we begin 2023 model year production, or approximately 24 weeks,” Sammut said. “This is the best-case scenario based on the information available today. You should know,

Everyone here wants more, sure, but everyone here by now understands the restrictions everyone has been placed under.” – Chris McKee

however, that there are still many variables outside of our control and circumstances could change.” He said Newmar emphatically wants to build as many RVs as dealers desire as soon as possible, and efforts continue to do so. He thanked the representatives for their patience and understanding. “Allocation conversations have been all very positive, and the dealers really do like this format for our dealer meeting and new model introduction,” Sammut said. Chris McKee, inventory manager of The Hitch House in Canada, said meetings with account managers were polite. “Everyone here wants more, sure, but everyone here by now understands the restrictions everyone has been placed under,” he said. rvnews.com

“Newmar has probably handled it in one of the best ways possible by attempting to under promise and over deliver this year.” Sammut said dealers wrote about half their first-half orders at the dealer meeting, with the remaining orders arriving by the end of May. “There is a sense of urgency,” he said. “They want to get those orders in so they can secure their production slots in a positive fashion.” Midtown RV owner George Stayberg said once he received his allocation number from his account manager, he diligently began creating his order list. “It is not what we want, but this is today’s layout,” he said. “I am not complaining about it, per se. It is one more thing I know from being here.” Providing allocation numbers to dealers helps Newmar plan chassis orders and finished vehicle deliveries, Sammut said, while also increasing dealer confidence and helping them plan for the busy selling season. Although dealers focused on Bay Star, Dutch Star and Essex model lifecycle changes, other motorhomes caught their attention as well. Dave Simso Sr., owner of Connecticut-based Dave’s RV Center, said he liked the Canyon Star frontengine diesel toy haulers. As a Newmar-exclusive dealer, he immediately placed his order. “For the last 30 years, and maybe even longer than that, Newmar has been the absolute leading innovator in the entire RV industry,” Simso Sr. said. National Indoor RV Center owner Brett Davis said the new King Aire 4596 floorplan was impressive. The 4596 includes a walk-in pantry. “That new floorplan in the King Aire is a beautiful coach,” said Bobby Tackett, National Indoor RV Center’s inventory manager. “I would say the overall look of the King Aire is amazing. The walk-in pantry is very unique. You don’t lose anything. You actually gain a lot.” Davis added, “Consumers will be impressed by that. Newmar is always very inventive. They are the first with everything.” rvnews.com

(L to R) Dave Simso Jr., Pam Simso and Dave Simso Sr. of Dave’s RV Center ordered Canyon Star toy haulers from their Newmar representative, Ryan Burkhart.

(L to R) Campers Inn’s Rick Chynoweth, regional vice president, Midwest Region; and Ben Hirsch, COO, discuss their Newmar orders on the showroom floor.

(L to R) National Indoor RV Center’s Bobby Tackett and Brett Davis marvel at the walk-in pantry. June 2022 | RV News

Feature > OE SUPPLIER

(L to R) GE Appliances’ Louisville, Kentucky-based RV team includes Kristi Saathoff, executive director, commercial AC; Kenton Merlino, design engineer, RV AC; Cody Ratchford, senior design engineer, RV AC; Joseph Domhoff, senior design engineer, RV AC; Tia Benton, principal design engineer, RV AC; and Dusty Henderson, director, engineering Recreational Living. 28

RV News | June 2022

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Right Place, Right Time GE Appliances brought seven decades of air conditioning experience to the RV industry when the company entered the RV market in 2020. As supply chains tightened, the company supplied unmet demand and introduced heating functions into rooftop ACs. By Jessica Meinhofer | Photos by Stillson Studio

erendipity is a beneficial occurrence or event that happens by chance. The term could describe GE Appliances’ entrance into the RV air-conditioner market in 2020. GE Appliances developed air conditioners for the hospitality industry in the 1960s. In 2016, the Haier co. bought GE’s appliance division. Two years later, GE Appliances began its RV-specific air conditioning program development. Leadership looked to grow GE Appliances and saw similarities between the company’s package terminal air conditioners (PTAC) used in hotels and the air conditioners running on RVs. By early 2020, Keystone RV’s Bullet was the first RV to roll out GE Appliance ACs.

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By fall, market forces changed, and RV manufacturers were searching to find air conditioners. Into the void stepped the newest supplier, GE Appliances, a company with a global components/ parts reach to outfit OEMs. “We are a major company that can pull on all of those different resources to make sure that we are delivering for our customers in a really prompt way,” said Wendy Treinen, GE Appliances brand and product communications director. “The global supply chain that we can pull on—especially in times like these, where supply chains constraints are holding lots of people up—provides products that meet the needs of this unique consumer with brands that they trust and expertise that we have had for more than 100 years.” June 2022 | RV News

Feature > OE SUPPLIER

(L to R) Will Troyer, Midwest Sales and Services vice president of operations; Kevin Herrity, vice president of sales at Midwest Sales and Services; Jeff Heiliger, GE Appliances principle field quality; Mike Boyer, GE Appliances director of product management; Jim Rich, GE Appliances principle sales manager, Recreational Living, and Henderson review GE Appliances’ high-efficiency 13,500 BTU RV air conditioner. Building a Market

GE Appliances’ RV-specific AC development began with field surveys of GE Appliances employees who were RV owners. Dusty Henderson, then a GE Appliances engineer and now the company’s director of engineering for Recreational Living, said the team began by looking at competitors’ air conditioners. Engineers disassembled commonly used RV air conditioners to identify components, chips and system functions. Engineers then calculated the costs to make the air conditioners. Based on the results, the team tapped its knowledge of GE’s hotel ACs to improve its modernized RV air conditioner offerings to the industry. GE Appliance engineers made the air conditioners more efficient and consumer-friendly without straying too far from competitors’ sizes or costs, according to the company. At the same time, Henderson said, the team surveyed RV OEMs and its RV manufacturing employees who 30

RV News | June 2022

were also RVers about pain points they experienced with RV ACs and heaters in the market. The first trip Henderson made was to Keystone RV in 2018. He said his engineering team arrived with technical questions. The team was determined to gather information on what was needed to build better air conditioners. After collecting initial feedback, GE Appliances expanded its RV air conditioning team. Five engineers joined Henderson from the company’s commercial air conditioner engineering team, along with a product manager and field quality engineer. The team began building a new AC platform from the ground up. They worked closely with RV manufacturers and moved to a base in Elkhart, Indiana. More than 40 GE Appliances employees support the RV air conditioning team’s efforts, dedicating 50% of their time to the team. The AC team is part of the GE Appliances’ Recreational Living Core team.

Testing, Testing

To adapt GE Appliances’ knowledge of PTAC air conditioners for the RV market, Henderson said designers had to rethink product testing. “What works in a through-the-wall unit does not work on a rooftop AC traveling down the interstate,” he said. RV air conditioners had to be lightweight and fit in OEM standard roof cutouts. GE Appliances then upgraded its existing laboratories to accommodate testing for the Recreational Living Core initiative. “GE Appliances is made up of microenterprises,” said Jennifer Solomon, senior marketing manager for the Recreational Living Core team. “So, by pulling in key engineers and individuals from those different microenterprises, it gives us the awesome opportunity to leverage their robust knowledge within their specific product line and then translate that into what it means for RV.” First, the air conditioners ran through GE Appliances’ sound-testing labs. The labs position the ACs’ indoor rvnews.com

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Feature > OE SUPPLIER side in a reverberation room. The air conditioner’s outdoor side is open to an anechoic room. The room, which was created to prevent echoes, simulates a wide-open field. For roof-mounted air conditioners, GE Appliances built fixtures to secure the air conditioners on end so they could be placed through the wall, just like PTACs. The company evaluated rooftop designs and benchmarked them against the competitions’. After measuring GE’s air conditioners’ sound levels against competitors’ ACs, engineers next evaluated the ACs’ cooling performances.

(L to R) Attila Krizsan, senior director, Recreational Living; and Jennifer Solomon, senior marketing manager, Recreational Living; break before a weekly meeting in Louisville.

We did calculations on bird strikes at 60 mph. How much energy is that? We dropped a 16-pound shot put from a certain height to simulate that.” – Dusty Henderson

(L to R) Henderson and Solomon demonstrate GE Appliances’ Kitchen Hub. The hub combines a 27-inch smart touch screen with a ventilation hood.

(L to R) Paul Haney, director, Industrial Design; and Michael Watanabe, Industrial Designer, discuss appliance design options. 32

RV News | June 2022

GE Appliances’ performance chambers are designed for throughthe-wall products. The chambers include two conditioned rooms, one indoor and one outdoor. As with sound testing, engineers design a special fixture to mount the air conditioners atop a fixture. The fixture contained an insulated air plenum that collected air leaving the air conditioners’ indoor side. The cool air exiting the ACs flowed through a duct to code testers measuring the air conditioners’ cooling capacity. Tests measured cooling capability at various ambient conditions from 50 degrees to 125 degrees Fahrenheit. Typically, GE Appliances’ next test on its PTACs would be a shipping evaluation to determine the air conditioners’ durability inside a box. Because the RV air conditioners would be running on the roof of a moving vehicle, engineers developed new structural stress tests. The team configured the RV ACs with the proper installed configuration rvnews.com

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Feature > OE SUPPLIER

Troyer shows customers GE Appliances’ RV air conditioner display at Midwest Sales and Services’ Elkhart, Indiana, showroom.

and then subjected them to shake tests to simulate riding down the road. “We did calculations on bird strikes at 60 mph,” Henderson said. “How much energy is that? We dropped a 16-pound shot put from a certain height to simulate that.” In addition, the team conducted tests for rain and other situations simulating environments on a mobile vehicle. Finally, the air conditioners were put through field testing. Henderson said the team used a two-fold approach. First, the ACs were evaluated using a 33-foot RV at GE Appliances’ Appliance Park headquarters in Louisville, Kentucky. The team also outfitted employees’ RVs with the air conditioners to provide real-world testing results. The Recreational Living Core team used the on-site RV for installation, engineering and marketing. The RV plugged into shore power at the facility and had the AC, heat pump or furnace always running. The team monitored temperatures inside and outside the RV to develop appropriate cooling, heating and defrosting cycles. When the temperatures dropped below freezing overnight, engineers tracked whether the heat-pump defrost cycle worked correctly and the furnace kicked on as expected when temperatures dropped below 25 degrees. With one rooftop heat-pump unit, the on-site RV’s interior was nearly 30 degrees warmer than the outside temperature. For example, on a day when the exterior temperature was 38 degrees Fahrenheit, the interior ranged between 60 and 65 degrees. GE Appliances’ RVers also gave the team valuable real-world data and feedback, Henderson said. Employees used their RVs for weekend excursions and vacations, putting the air conditioners, heat pumps and furnaces through typical daily uses. Working Together

DeCarlo Thomas, fork operator at Midwest Sales and Services, picks air conditioners to load and ship to RV OEMs. 34

RV News | June 2022

Once the team had developed products ready for OEMs, GE Appliances needed to create relationships with manufacturers. Solomon said the company’s trusted brand reputation in other markets helped open doors initially. rvnews.com

“Being such a trusted brand from a consumer standpoint gives us a great opportunity to take that trust that consumers have developed with us over time in their homes and now take that to their home on the road,” she said. With the AC team in Elkhart, Henderson said, engineers educated OEMs about the rooftop models’ efficiency and software upgrades. “Having our team at Elkhart, including a field quality engineer who goes around and does audits, helped,” he said. “If something comes up or there is a question on the assembly line, he is our first line of defense. Our product manager is also there and supports the customer in anything they need. He has meetings with different OEMs, so he is getting more information about our next generation.” GE Appliances then secured distribution to RV industry customers. The company has multiple

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Herrity describes the features and benefits of GE Appliances’ 13,500 BTU RV air conditioner.

5/25/22 7:00 PM

June 2022 | RV News

Feature > OE SUPPLIER warehouses and distribution points around the country. Due to its proximity to Elkhart, Chicago became the air conditioners’ central distribution hub for the RV segment. GE Appliances next partnered with Midwest Sales and Services (MWSS) to foster the relationships with the OEMs to get initial feedback, including getting air conditioners initially on the Keystone RV Bullet. Once GE Appliances got the green light to launch its RV AC program, MWSS was part of the process. Solomon said MWSS was a natural partner and was eager to expand its product line at the same time GE Appliances was growing. MWSS provided RV industry connections GE Appliances lacked, Solomon said, and already sold GE Appliances’ residential and compact refrigerators to the RV market. The rooftop ACs are designed and evaluated in Louisville. Depending on the product, customer needs, and demand, the rooftop ACs are manufactured leveraging the company’s global footprint. The company then warehouses the manufactured RV ACs in Chicago, and MWSS distributes them to Elkhart. However, GE Appliances continues to be heavily involved in the entire process, maintaining a product manager and field quality engineer on-site in Elkhart. If on-site personnel require additional troubleshooting or support, Louisville staff travel to Elkhart to help.

Current Model Lineup

GE Appliances initially rolled out air conditioners in 13,500 BTU and 15,000 BTU models. Standard-efficiency models are available in both sizes. However, the company also offers high-efficiency 13,500 BTU models.

We are a major company that can pull on all of those different resources to make sure that we are delivering for our customers in a really prompt way.” – Wendy Treinen

Standard-efficiency rooftop ACs function with 20-amps. However, GE Appliances’ high-efficiency 13,500 BTU models run on 15-amps. Henderson said the change enables RVers with 50-amp RVs to run three high-efficiency air conditioners simultaneously without overloading the circuit. The advance, he said, means RVers camping during hot summers use less energy to keep their vehicles cooler. GE Appliances’ air conditioners include electronic controls with self-diagnostics. Error codes flash and notify consumers when the air conditioners’ sensors are unplugged or damaged, low voltage is detected or other errors occur. In September 2021, GE Appliances

introduced its RV Air Conditioner– High-Efficiency Heat Pump model. Engineers intentionally allowed frost to build on the heat exchanger, then ran the defrost cycle to confirm its performance during testing. Competitors’ heat pumps typically stopped performing around 40 or 45 degrees, Henderson said. GE Appliances engineers determined the appropriate defrost cycles to ensure ice buildup cleared, even when temperatures were below freezing. A typical defrost cycle runs three to five minutes; however, in extreme conditions such as high winds or freezing rain, the process can last up to 10 minutes. The heat pump mode conserves propane by 19% to 38% at 35 degrees, Henderson said. Once the heat pumps pass testing, GE Appliances incorporates them in 13,500 and 15,000 BTU models as well as the high-efficiency 13,500 BTU models. The company’s Auto Changeover feature enables RVers to choose between three heating modes: furnace only, heat pump only and heat pump with a furnace. Setting the unit to the heat pump and furnace setting will start the furnace when the heat pump is not running, such as when temperatures fall below 25 degrees, or the heat pump is undergoing a defrost cycle. This year, Henderson said, the team is working to meet OEM requests to design low-profile rooftop air conditioners. The supplier expects new low-profile air conditioners to be available this fall.

Home Base in Louisville, Kentucky

Appliances’ 750-acre headquarters, referred to as Appliance Park, was built in the 1950s and is so large it has its own ZIP code. The facility was once the company’s only manufacturing site, but today GE Appliances

RV News | June 2022

has manufacturing operations across the U.S., Mexico and Asia. The Appliance Park site employs 7,300 people. In addition to supporting current employees, Wendy Treinen, GE Appliances brand

and product communications director, said GE Appliances strives to help the local community with workforce development and programs. GE Appliances’ Industry 4.0 Develop Program brings individuals to work in the

company’s 10 stateside smart factories, rotating through industrial controls, robotics, testing and data visualization. “Those communities are our workforce, and we cannot function if we cannot make products to sell,” Treinen said. rvnews.com

Feature > OE/AFTERMARKET SUPPLIER

Destination Zero Cummins is devoting resources to tackle what some say is the greatest technological challenge in its 103-year history, a zero-emissions generator capable of meeting upcoming California regulatory standards. By RV News Staff | Photos by 651 Lab

ummins is developing a path to what it calls “Destination Zero”—a goal to provide zero-emission power-generating products by 2050. The plan was revved up by new California Air Resources Board (CARB) regulations for small off-road engines. Those new regulations will impact Cummins’ RV gas generators used in California. The standard mandates reaching zero emissions by 2028, with an added requirement to be halfway to the standard by 2024. To meet the challenge, Cummins is supercharging its Mobile Power division of employees, adding new staff and updated responsibilities. As supplychain challenges, particularly with semiconductor chips, hampered deliveries in 2021, Cummins assigned an A-Team of executives to find solutions.

RV News | June 2022

“We set up an organization called ‘Mobile Power’ that wakes up every day solely focused on the customer requirements for RV and commercial applications,” said Jennifer Hodson, Mobile Power sales and marketing director. “(Mobile Power Technology Executive Director) Kelly Schmitz was brought over from another business unit to exclusively focus on product planning. We are taking this seriously. We are putting some really big guns and knowledgeable people on it, along with our very talented sales team, who we have had for many years, and are established in the industry.” Hodson said leaders were assigned to each component deemed a longterm impediment to the supplier’s recent ability to deliver generators to RV OEMs. Each executive oversees a

dedicated cadre of people for every component’s availability. “As a company, we have really put a lot of resources and effort behind how we mitigate this and ensure our customers are not as impacted as they may be in other industries,” Hodson said. Schmitz has spent 23 years with Cummins. He leads the product planning and engineering teams. Under Schmitz, Cummins is working to create new gas generators that will meet California’s 2024 emission standard as well as a future zeroemission solution. “Cummins is committed to providing the next generation of power,” said Karl Wilson, Cummins’ Mobile Power sales director. “Kelly’s main purpose is to bridge us into that next generation of power.” rvnews.com

Nelson Moore, Cummins’ plant manager assistant, reviews the acoustical testing center. The center is large enough to fit an RV inside, with microphones placed around the RV to capture and isolate generator sounds during operation. rvnews.com

June 2022 | RV News

Feature > OE/AFTERMARKET SUPPLIER Meeting State Standards

Cummins Assembly Operator Chee Thao assembles an RV generator drip pan.

Assembly Operator Christian Contreras assembles an RV generator muffler.

Assembly Operator Chi Yang builds Onan generator control boxes. The boxes hold control boards.

Assembly Operator Rodger Loutgen offloads an Onan generator from the manufacturing line. 40

RV News | June 2022

In January, Cummins CEO Tom Linebarger and President and COO Jennifer Rumsey unveiled a strategy to reach Destination Zero. Even before the announcement, Schmitz said the supplier made strategic investments in emission-reducing technologies. He cited fuel cell batteries and hydrogen electrolyzers among clean technology investments made during the past three to four years. “Climate change is the existential crisis of our time, and we must work together to solve it,” Linebarger and Rumsey said. “Our ability to deliver on our mission of making people’s lives better, by powering a more prosperous world, is threatened by the world’s climate challenges.”

We set up an organization called ‘Mobile Power’ that wakes up every day solely focused on the customer requirements for RV and commercial applications.” – Jennifer Hodson

CARB approved new small off-road engine (SORE) standards late last year after contemplating the new standards in 2020. The announcement left many RV industry participants speculating Cummins was exiting the gas/LP generator space. Those speculations were incorrect. “The memo recently sent to customers that was perceived as us leaving the market was not an exit strategy,” Wilson said. “Far from that.” Hodson added, “We want to be known as a transparent partner in the industry. When we feel we are not going to hit specific dates, that does not mean we are not working on it. We are going to let you know that Jan. 1 is not likely.” Wilson said Cummins continues manufacturing RV generators, both rvnews.com

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Feature > OE/AFTERMARKET SUPPLIER

Assembly Operator Eva Biswas builds generator exhaust manifolds.

Assembly Operator Jim Ward secures the generator’s wiring harness.

Assembly Operator Richard Vang. 42

RV News | June 2022

Assembly Operator Lavee Her secures the generator’s engine to the baseplate.

Assembly Operator Jennifer Yang inspects the Onan generator’s assembly.

Assembly Operator Nelson Gay torques the final bolts on a generator. rvnews.com

fixed-mount and portable models. However, the 2024 model year generators will not immediately comply with California’s new standards. In March, the company told customers that meeting the 2024 deadline is unlikely. Wilson said manufacturing generators to meet nonuniform state standards adds supplier and RV OEM complexities. However, he said RV manufacturers are ultimately responsible for ensuring generators installed after Jan. 1, 2024, that are noncompliant, are not sold in California. “We are not stopping production,” Wilson said. “It is not ideal for anybody, but yes, we are going to continue to have an option for them.”

Cummins is committed to providing the next generation of power. Kelly (Schmitz’s) main purpose is to bridge us into that next generation of power.” – Karl Wilson

In addition to the ongoing production of non-California-compliant generators, Cummins engineers continue racing to reach the required Jan. 1, 2024-midpoint standards, as well as work toward mandatory 2028 full zero-emission standards. “The challenge is it gets a bit messy between where we are today and how you get to zero,” Schmitz said. “Given the current regulatory timeline, the different standards between CARB and the EPA (Environmental Protection Agency), alongside the significant changes to generators the standards would necessitate, Cummins will not have any gas/LP/EVAP products that meet the new regulations readily available on Jan. 1, 2024.” Technology Leap

Wilson said given time, reaching the CARB 2024 emissions standard is achievable. Numerous ways exist. rvnews.com

Cummins could make smaller, less powerful generators. However, the generators would be incapable of meeting all RV consumers’ expectations. “It still has to power the air conditioner. You cannot drop the power by half…say it meets emissions (standards) but cannot handle the load,” Wilson said. “There are a lot of constraints tied to making it happen, especially in the time frame that has been given.” Schmitz said Cummins is testing various solutions as it balances what is technically feasible and marketpreferred generator price points. “Based on the work we have done in the last few months, I am confident it is feasible,” Schmitz said. “The challenge is the package does not exist today.” Developing a gas generator is typically a three- to four-year project, Schmitz said. Cummins must reduce its traditional time frame to a mere two years. “Long term, I am confident we can get there,” he said. “There are so many options on the table. Those technologies are quite expensive, and not technically proven out yet in the marketplace. We need to put the right pieces together and find the right content that does not drive the price up too much.” Achieving zero emissions is one hurdle, but Wilson said the duration that the solution needs to provide power in a zero-emissions state complicates Cummins’ upgrading efforts. He said most engine types included in the rule concern items like lawnmowers and leaf blowers. Those types of machines do not need to operate as long as generators need to in order to provide constant power to an off-grid RV. “Trying to provide zero emissions with infinite life is where power generation separates from lawnmowers or other outdoor equipment,” Wilson said. Because many other states are not adopting zero-emission standards so quickly, Schmitz said he thinks combustion generators will remain in use for years in other parts of the country. He said battery-powered systems simply do not have the same power capacity as combustion generators. Earth-Kind June 22 Ad Approval.indd June 1

5/24/22 11:59 AM 2022 | RV News 43

Feature > OE/AFTERMARKET SUPPLIER “Depending on the type of use, that may or may not suit all our consumers,” Schmitz said. “That is the reason we are terming it ‘the messy middle.’” Cummins’ leadership team has immense resolve to improve and ultimately meet the standard, even if it does not initially cross the compliance deadline, according to Schmitz. Today’s Advancements

Cummins upgraded fixed-mount and portable generators after introducing the first inverter-based generator in 1996. Variable-speed inverter generators resulted in a significant step forward in generator technology. Wilson said earlier technologies required running at 3,200 or 3,600 revolutions per minute (RPMs) to achieve 60 hertz of power. Variablespeed inverter generators enable Cummins to use smaller engines able to run faster when heavy loads require power but then slow down as power loads wane. Cummins’ Onan 2800I, a 2,800watt high-efficiency gas generator, runs between 2,445 and 2,900 RPMs to create 60 hertz of power. “I get the advantage of less noise, a smaller size and lighter weight all in the same package,” Wilson said. “Certainly, that was probably the biggest advancement toward making that small suitcase generator we all know and love.” The high-efficiency gas generator also tackles noise and vibration issues crucial to OEM and RV consumers. When Wilson started his career more than three decades ago, he was amazed at how quiet generators were then. He recalled gathering friends and neighbors in his garage, firing up a generator and seeing mouths agape at how quiet the generator was. “By today’s standard, people consider those older models extremely noisy,” he said. “They are looking for zero noise emissions. They want the generator to be as quiet as batteries.” However, he said sound volume— measured in decibels—was not the most crucial factor. The type of sound was a greater concern. “The real thing that irritates people 44

RV News | June 2022

is the sound quality,” he said. “You can have a loud hum and go to sleep, but a rattle, a little tickling rattle, will keep you awake all night long. We spent a lot of money isolating and working on the quality of sound, not just the sound pressure.” Sound particularly matters to RVers, Hodson said, because they are concerned about the noise generated while in the RV and next to neighbors at campsites.

Based on the work we have done in the last few months, I am confident it is feasible. The challenge is the package does not exist today.” – Kelly Schmitz

“If they are parked by somebody else at a campsite, and you have this loud, clunky piece of equipment, you are not just keeping yourself awake,” she added. Cummins’ engineers review and evaluate sound quality at the Fridley, Minnesota, acoustical test center. The test center is large enough to enclose a full semi-truck. Cummins purchased various RV models to evaluate sound and ensure generator sound quality meets customer preferences, Hodson said. A semi-anechoic chamber stifles sound around the RV at the test center. Microphones are placed around the entire RV at different angles to capture and record sound. Accelerometers are positioned down the RV’s center aisle, on the bed and on tables to measure vibration and inside noise from the generator. Engineers conduct industry-standard SAE and ISO tests to benchmark and monitor the generators’ performance, Schmitz said. The setup isolates precisely where noises originate. “Then we can take it back to the

generator and find out, if you are hearing a rattle, where is that rattle coming from,” Wilson said. “This will help you not only isolate the sound but isolate the location. Then you can go address that rattle, that buzz, whatever that frequency is you are hearing causing the irritation.” The goal, Wilson said, is to provide a constant, low tone sound more appealing to consumers’ ears. The final test, however, involves people inside the RV. Wilson said a human experience assessment confirms other tests conducted in the acoustical test center. “The machine may say it has nice, level tones, but if you listen, there may be a weird tone,” he said. “That is the final check. We spend a lot of time on our sound quality, and sound is very important to everybody.” Recent Enhancements

Another primary customer request is connectivity to enable generator mobile access. Cummins has met this request. RV OEMs are asking Cummins to create generators that connect to multiplex systems through RV-C. Consumers want generator mobile access. “Microprocessor controls certainly have come a long way,” Wilson said. “You can monitor a lot more, and you can control a lot more.” Ultimately, he said, OEMs want fixed-mount generators they use to become a mere RV component. As an example, the generator in a Tiffin model would be considered a Tiffin RV generator, rather than a Cummins product. Portable generators also received connectivity upgrades, such as the wireless start/stop function on the Onan P4500I. Aftermarket Bluetooth devices are available with automatic start systems as well. The Bluetooth system integrates with mobile devices and enables consumers to monitor the coach’s temperature and battery. The system will start the generator, independent of the RV, to charge batteries, then automatically shut down when batteries reach a preset level. rvnews.com

Feature > OE/AFTERMARKET SUPPLIER

Cummins manufactures RV generators at its plant in Fridley, Minnesota, near Minneapolis/St. Paul.

After Yang inspects the generator she will send it down the line to be covered, boxed and shipped.

Cummins’ Mobile Power team includes (L to R) Karl Wilson, sales director; Jennifer Hodson, sales and marketing director; and Kelly Schmitz, technology executive director. 46

RV News | June 2022

Safety functions are among recent product advancements too, Wilson said. One of Onan 2800I’s significant features is an electronic circuit breaker. Wilson said the feature is significant because the circuit breaker can monitor and shut off the power before an RV circuit breaker fails. Once the breaker is tripped, consumers can restart the generator, and the generator resets itself. “I do not have to go out underneath a coach and flip a breaker back on,” Wilson said. “Certainly, it is a safety factor but also a convenience for the customer.” Whatever the end-use case, Schmitz said the Mobile Power team is working to provide solutions. “We really want to give customers the options that give them what they need and what they want,” he said. “That includes price points. That includes size complexity and affordability.”

rvnews.com

Green Onan generators mean confidence with every mile. Peace of mind. That’s the goal when you’re out on the road, and our full line of Green Onan generators is engineered for years of reliable use. Features like remote start controls make Cummins generators easy to use, and 1,500+ service locations across the U.S. mean that you’ll never have to go far to find us. Learn more at cummins.tech/thepowerofgreen

Feature > DEALER PROFILE

Colonial Airstream & RV General Manager Nick Lenzo’s family spent 20 years in the automotive dealer business before opening the New Jersey RV dealership in 2002. 48

RV News | June 2022

rvnews.com

Aligning Iconic Brand Offerings New Jersey-based Colonial Airstream & RV is nationally recognized for specializing in two historic brands. General Manager Nick Lenzo credits the right product mix, a skilled team and savvy digital marketing skills for his company’s 20-year success. By RV News Staff

usiness leaders often promote diversification to balance risk and achieve incremental growth. One New Jersey RV dealership decided to buck the trend and proved streamlining inventory pays dividends. As Colonial Airstream & RV celebrates its 20th anniversary, General Manager Nick Lenzo attributes the family RV dealership’s success to specialization. Colonial RV sells only two manufacturers’ units: Airstream and Winnebago. Lenzo said the singular focus started with his grandfather, who decided to trade in specialty car and truck sales for selling the iconic silver Airstream caravans in 2002. The strategy proved solid, he added, as the manufacturer offered the Lenzo family what they say is a well–crafted, wide–ranging product line to satisfy an enthusiastic, fiercely loyal customer base. From compact camping trailers built for weekend adventurers to

rvnews.com

roomy, road trip–worthy fifth wheels and amenity–rich touring coaches, Airstream provided a complete menu to “hungry shoppers,” Lenzo said.

That’s what we envisioned when we built the new facility… host our own RV shows instead of attending smaller shows in the area.” – Nick Lenzo

The Lenzos determined the brand name’s recognition and nostalgia evoked by the distinctive design increased the dealership’s gravitational pull.

“We’ve always loved the lifestyle and feel fortunate we took on Airstream when we did,” Lenzo said. However, when Airstream stopped building Type A motorhomes in 2006, a gap emerged in Colonial RV’s product mix. To fill the void and expand offerings to its swelling, niche customer base, the dealership turned to another household name. Lenzo said the Type A value– packed Winnebago Adventurer, family–friendly Forza and Sunstar, plus fully loaded Journey diesel pusher filled a need. The Winnebago Type B lineup—combined with the versatility of the Type C Navion, Spirit and Ekko models—rounded out the dealership’s offerings to attract equally spirited consumers. As buyers shifted toward compact, easy–to–drive Type B camper vans, Lenzo said Colonial RV staff anticipated the demand by remaining well–stocked. The dealership created a strong web June 2022 | RV News

Feature > DEALER PROFILE

Colonial Airstream & RV moved to its current Millstone Township, New Jersey, site in 2020.

Receptionist Tina Vielma greets consumers as they enter the dealership.

The dealership’s 50,000-square-foot facility includes an indoor showroom with 10 to 12 RVs on display.

(R to L) Service advisor Paul Ansalone hands Watker a surge guard protector from the parts store to fulfill a sales request. 50

RV News | June 2022

Finance and Insurance Manager Heather Ott discusses insurance options and payment choices with a buyer. rvnews.com

presence to capitalize. Although millennials are credited with advancing the camper van movement, Lenzo said the consumer pool is wide open. “Young, single, family, middle– aged…it is less about a demographic and more about people, in general, who want to travel or work remotely,” he said. “For us, we see a lot of folks nearing retirement who may not want to camp every single night when they arrive at their destination but appreciate an RV that will get them there in style and comfort.” Located a short drive from both New York City and Philadelphia, Lenzo said Colonial RV’s B van demand is organic. He noted buyers are chasing a versatile RV that provides convenience and freedom, enabling them to parallel park in the city and navigate narrow roadways but hit the road at will. Because modern consumers are both educated and digitally savvy, Lenzo said, most consumers visit the dealership with a make and model in mind. From the Airstream Interstate/X to the Winnebago Boldt, Revel, Travato and Solis, Colonial RV provides options for any preference, he said. Though the dealership offers certified preowned units under various monikers, Lenzo said annual used sales amount to 25% of the company’s total. Instead, Colonial RV leverages its skilled product specialist team— armed with digital tools such as an engaging website, active social media and paid advertisements—to distinguish itself from the competition. As a result, the company added several distinctions to its growing achievement list. Among them are Airstream’s Top Dealer and multiple Five Rivet Dealer awards, based on retail units sold and customer satisfaction. Winnebago has also presented Colonial RV with several Circle of Excellence awards, another customer service honor. “Celebrating 20 years in the business is a testament to the hard work we put in and the great team we have,” Lenzo said. “Many of my colleagues have been here since the doors opened, and we have repeat customers who have purchased three, four or even five models from us over the years—that says something.” rvnews.com

Specialized Service

Lenzo said transitioning from automotive to RV required a shift in perspective by embracing the difference between marketing a need versus a want. “We are selling a lifestyle—a dream, really. Knowing this keeps us balanced and helps us interact appropriately with customers,” he said, emphasizing exclusive brands deserve exclusive service. Colonial RV decided early to position its dealership staff as specialists, rather than as generalists. The company employs three sales associates certified in and dedicated to Airstream, as well as two solely focused on Winnebago. By prioritizing exemplary product knowledge and meticulous customer attention, Colonial RV offers a “destination–type feel,” Lenzo said. He believes the distinction is critical to the dealership’s reputation among the largest Airstream inventories in one location.

Customers cannot believe the amount of information they acquire from us—there is no question our sales team does not know.” – Nick Lenzo

“Airstream and Winnebago sales reps are kind of like having a store within a store,” he said. “Customers cannot believe the amount of information they acquire from us—there is no question our sales team does not know. That is the kind of service customers receive from someone trained and devoted to a single product.” Sales transaction transparency is also on the business strategy priority list. Lenzo said ensuring customers understand both the product and the contract is key to post–purchase satisfaction. He credits the staff’s precision in these areas to strong in–house education and thoughtful career advancement efforts. “We (cross) train, align people with their strengths and give our employees

an opportunity to grow from within as a reward for hard work,” Lenzo said, citing increased morale, retention and team comradery as a result. The same holds within the service department, where technicians undergo brand model–specific training to maintain their certified expert standing. Though technicians possess the knowledge to perform all repairs, Lenzo said they are especially in tune with Airstream and Winnebago models. Employing well–trained technicians expands Colonial RV’s specialty reputation, Lenzo said. The dealership has seasoned technicians on staff, some who have been with Colonial RV since the beginning, but Lenzo said he is less concerned about exclusively hiring specialized experience. “We really feel strongly about hiring the right person. You cannot teach people to be good, so it is important to find a good person that means well and shows a good work ethic,” he said. “From there, we can train and factory certify them to do what needs to be done at the standards we expect.” Over the years, Lenzo said, the dealership hired motorcycle mechanics and construction workers with vast electrical and plumbing knowledge. He said in all cases, promising employees always exhibited a strong technical foundation and the right attitude. What started in 2002 with six staff members and 5,000 square feet on 5 acres multiplied to 10 times the square footage on 12 acres. Lenzo attributes his business growth to hiring the right people who service the right product mix. New Stomping Grounds

As Colonial RV expanded its product line and customer base, Lenzo said, the original Lakewood, New Jersey, location limited growth. The showroom was small and service bays felt cramped, he said. Plus, inadequate on–site storage required the dealership to rent multiple lots across town to house overflow, costing additional time and money. In 2020, Colonial RV formally relocated its home base to nearby Millstone Township. The new 50,000– square–foot dealership features a June 2022 | RV News

Feature > DEALER PROFILE spacious indoor showroom modeling 10 to 12 RVs. With much more space, Colonial RV can focus 100% on elevating the customer experience, Lenzo said. A modern customer–orientation center doubles as an educational hub to host seminars, tutorials and events. Consumers awaiting administrative processing or RV delivery can pour themselves a hot beverage, lounge by the fireplace or browse the retail parts store. Colonial RV encourages buyers, upon purchase, to remain on–site and familiarize themselves with their new RVs features and practice hooking up the unit. Meanwhile, sales and service teams stand by to answer any questions or concerns. Some consumers choose to test their new purchase overnight on–site, a service Lenzo believes is especially appealing to out–of–town travelers. He said the significantly larger facility consolidates and streamlines the company’s resources. The location offers a necessary cushion to accommodate future expansion. With year–over–year sales at Colonial RV climbing, Lenzo emphasized the Millstone facility helps dealership personnel better serve customers. He cited the attached 20–bay, 18,000–square–foot service center; 18 certified technicians; and state–of–the–art equipment investments as examples. Lenzo said Colonial RV’s technician team, combined with increased availability to service more units per week, shortens appointment lead times and contributes to a superior customer experience. As a result, he believes customers will be eager to return and explore the entire facility. “While inventory is still strained industry wide, supply chains will eventually ease. In the interim, we continue to grow our sales team,” he said. “Recently, we brought on an additional sales manager, sales specialists and support staff. Making those investments now is a testament to our ongoing commitment to properly serve our customer base— industry challenges aside.” 52

RV News | June 2022

Digital Savvy

A decade ago, Lenzo recognized a rise in digital marketing strategies across comparative markets and urged Colonial RV leadership to invest in similar infrastructure and personnel. His desire to quickly react to market demands and remain independent led the company to establish an in–house marketing department. Lenzo said RV manufacturers often stay hush regarding product development, updates or promotions, releasing important announcements on short notice. In his experience, third–party providers are challenged to turn around new or revised marketing collateral in a crunch. He believes an in–house marketing team is more proficient and productive, benefitting both the company and consumers.

This is a big jump from our abilities at the Lakewood location.” – Nick Lenzo

“Regardless of how many employees you have, it is busy at any RV dealership right now. It is not reasonable to think that our technicians and sales team can find the time to sit in front of a camera and answer questions on the fly,” Lenzo said. “Our marketing team is familiar with the product lines we sell, and many times they go above and beyond to film late after hours because the day did not allow time to do so. It is such a testament to the team knowledge and dedication we have here.” Having an entire marketing department at arm’s length provides more autonomy, he said. The dealership can update website content and produce materials on its own schedule, personalized to current inventory and regional trends. Marketing requests enjoy shorter turnarounds and go through fewer channels before completion. In short, Lenzo said, the setup ensures the sales team has what they need, when they need it. “For us, it is a part of the customer experience,” he said. “We pride ourselves on making sure people

receive the latest, greatest and most accurate information when landing on Colonial RV’s website, and we need a high–level marketing team on staff in order to do that.” Marketing Manager Alex Rivera points to the company’s extensive video library as an example of exclusively generated in–house content affecting the bottom line. “Since we do a lot of business sight unseen, attention to detail and transparency is really important,” he said. “We always take extensive inside, outside and close–up photos of every single corner of every single unit at Colonial RV.” Product images are well–lit and not doctored, he said, with no attempt to hide blemishes. If a used Airstream has a small scratch, Rivera said, prospective customers can expect the flaw to be among the first photos displayed, to avoid any delivery surprises. The dealership’s virtual walk– through strategy started years before 2020 made the practice more common within the industry. With physical foot traffic down and consumers expecting online resources to fill the void, Rivera saw many dealerships scramble to create or update their content. Colonial RV was better prepared, he said, and could instead focus on enhancing the digital experience. “We already had all the proper materials, like an archive of product videos over the years, so we could point to differences in features or color options,” he said. “It really helped us get a leg up when inventory was nonexistent.” By keeping customers informed, Rivera hopes to make them comfortable before, during and after a purchase. Potential new buyers benefit too, he said, as the content directly addresses rudimentary questions they may be hesitant to ask. As new consumer demographics eye the RV lifestyle, Rivera said basic educational efforts are essential to creating new, long–term customers. He noted the dealership’s current video content efforts include high– level information on solar power upgrades, storage hacks and rvnews.com

(L to R) Finance assistant Amanda Lake gets a lesson from Orientation Specialist Kevin Amaro on how to demonstrate the RV’s operations to a prospective buyer.

(L to R) Lake and Airstream sales rep Connor Pizzulo review paperwork before talking with a buyer.

Parts advisor Jennifer Watker looks up a replacement part for a service request. rvnews.com

Service technician Felix Santana fixes a Winnebago Type A motorhome tire.

Airstream certified service tech Chris DeFelice installs a lithium battery upgrade on an Airstream RV.

Service advisor Randy Scoras schedules a customer’s RV appointment over the phone. June 2022 | RV News

Feature > DEALER PROFILE

Parts adviser Scott Kurzweil searches the stock room to find a part to fulfill a service request. step–by–step instructions on operating the RV’s 4x4 drivetrain or plumbing drainage systems. Colonial RV’s how–to videos rake in thousands of views. To keep content fresh, Rivera said the marketing department dives deep into various online forums to gain new video content inspiration. The team spends considerable time reviewing social media comment sections for interesting content leads. High–quality video content dovetails into Colonial RV’s complex social media strategy, he said, which is central to the dealership’s ongoing success. He said the dealership showcases its Airstream and Winnebago content via separate company websites and social media accounts. The goal, Lenzo added, is to always present Colonial RV as a specialist and personalize the customer experience from start to finish. Though requiring double the work, Rivera said the effort is differentiating. 54

RV News | June 2022

The dealership also customizes content to best suit each social media platform’s communication style and audience. To maintain a familiar presence on YouTube, Facebook, Instagram, TikTok and Pinterest, Rivera said the marketing department adheres to a detailed content calendar. The schedule encourages accountability and continuity across the different channels. He values diversified outreach, helping Colonial RV tap into new customers in their comfort zones; however, he singles out YouTube as the dealership’s biggest and most influential tool. Colonial RV has nearly 69,000 subscribers across its two YouTube channels; Rivera is confident the company has cracked the code to success. While specific tactics like keyword optimization and cross– promotional efforts are kept confidential, he emphasized developing an appropriate content mix and prioritizing quality over quantity. Viewers landing on Colonial RV’s

YouTube page will not find shaky cell phone footage with scratchy audio. The dealership uses fluid, stable camera movements; various angled shots; and clear sound mixing. During editing, the marketing team incorporates cuts, transitions and visual effects to create a cohesive, visually engaging product. Overall, he said, customer feedback drives new content. “We review every online comment and always see if there is a way to turn the feedback into an educational asset to share with others online,” Rivera said. A modern website, high–quality content and a strong social media presence fit hand–in–glove with the company’s marketing mix, from print advertisement to pay–per–click and beyond. To remain a leader in digital strategies, Rivera said, the company’s marketing department “will continue to do more of the same” by developing desirable content and building organic, lasting relationships with its online community. rvnews.com

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Type B’s Dramatic Rise Modern campers gravitating to experiential travel find the compact Type B motorhome well-suited to their needs. The entire RV category is growing swiftly, despite one manufacturer dominating sales. By RV News Staff | Photos by Stillson Studio

he RV industry’s fastest-growing category in recent years also happens to be its smallest. Type B motorhome sales soared 45% and 48%, respectively, the last two years and jumped more than 1,000% in the past decade. Though historic brand Winnebago leads sales by a significant margin, category growth remains widespread among the other 16 manufacturers engaged in the segment. The competition includes well-known names such as Thor Motor Coach, Rev Group, Airstream, Pleasure-Way and Forest River. Jon Krider, vice president of product development and marketing at

Total Type B Manufacturers: (42% growth in five years) 56

RV News | June 2022

Thor Motor Coach, considers the camper van to be an ideal home away from home. He said whether consumers define travel as cross-country journeying, afternoon tailgating or weekend glamping, Type Bs accommodate their needs. Touted as compact and capable, camper vans are naturally less obstructive and more maneuverable compared with oversized coaches and towables. The motorized units average 20 feet long, allowing drivers to access tighter parking spaces and narrow city streets. Despite their smaller size, however, Type B units still boast many modern conveniences such as onboard kitchens and bathrooms.

12 17

2016:

2021:

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Chris Carter, Thor Motor Coach director of product development, overlooks Type B manufacturing at the plant.

rvnews.com

June 2022 | RV News

Trends > RV MANUFACTURER

5,875

6,017

+ 21.6 %

+ 15.1 %

+ 33.1 %

+ 26.2 %

+ 2.4 %

+ 48.3 %

+ 44.8 %

2012

2013

2014

2015

2016

2017

2018

2019

2020

2021

12,921

4,657

+ 29.4 %

3,499

+ 9.2 %

3,039

+ 22.7 %

2,500

1,932

2011

1,770

1,443

8,922

12,921

North American Type B Retail Registrations/ Growth in the Past Decade

2021 Type B Manufacturers By Market Share Winnebago 41% Thor 30%

41%

30%

Pleasure-Way 7.5% Forest River 7.0% Rev Group 6.5% Other 9%

6.5% 7%

7.5%

Source: Statistical Surveys Inc.

2021 Type B Market Share Brand Leaders Solis (Winnebago) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16.0% Revel (Winnebago) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11.7% Travato (Winnebago) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10.5% Sequence (Thor Motor Coach) . . . . . . . . . . . . . . . . . . . . . . . . . 6.7% Interstate (Airstream) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6.5% 58

RV News | June 2022

“Camper vans offer an appealing immediacy of use, whereas bigger coaches require some planning— sometimes serious planning,” said Chris Bienert, Winnebago product manager. “It is a lot harder to come home after a tough week at work and head straight into the mountains with a large coach.” In Bienert’s opinion, Type B capability starts at the chassis. He credits the Mercedes-Benz Sprinter platform as a game-changer, offering RV manufacturers a modern and efficient tool to help elevate the entire category and gain sustainable traction. Tim Gray, vice president and general manager at Midwest Automotive Designs, shares a similar affinity for the German-engineered chassis. His company’s offerings revolve around the platform.

Sharing the van life on social media sparked a fire in younger people unlike anything else.” – Chris Bienert

“I have been building on the MercedesBenz platform for a very long time,” he said. “I have watched them evolve technology and safety features in so many ways, such as modern digital touch screens and advanced control systems. They have boosted their brand, no doubt about it.” Bienert cites the Ram ProMaster as another “watershed moment” in Type B manufacturing. He said the platform’s many features, ample space and affordable price point continue to attract new buyers, drastically impacting the category’s sales volume. Another budding option is the Ford Transit. Bienert said the platform presents a more difficult build at a higher manufacturing cost, but he sees potential in the all-wheel-drive option. “(A camper van) is the perfect vessel to get to where you’re going and have all the conveniences along the way,” Krider said, noting how the small motorhomes still offer thoughtful rvnews.com

Trends > RV MANUFACTURER

Thor Motor Coach associate Shane Wideman installs an undercarriage harness.

(L to R) Thor Motor Coach Engineer Jason Graff and Director of Engineering Jeff Martin review vehicle specs.

Thor Motor Coach associate Maria Perez.

Thor Motor Coach associate Miranda Roberts.

Thor Motor Coach Plant Supervisor Luke Ulery. 60

RV News | June 2022

Thor Motor Coach associate C.J. Barnes.

Thor Motor Coach Assistant Plant Manager Victoria Ross. rvnews.com

floorplans with residential amenities and high-end finishes. Many Type B options offer contemporary galley kitchens with solidsurface countertops and full-size refrigerators, flexible sleeping arrangements and plush seating areas, as well as fully enclosed wet baths. Innovative technology throughout the cockpit and cabin caters to current convenience, entertainment and connectivity demands. Modern developments like tankless water heaters, four-season insulation, solar packages and lithium battery upgrades top many manufacturer brochures as key features to traveling farther and staying longer. Krider said enhanced safety features are a draw too, especially for families traveling with young children. He cited Advanced Driver Assistance Systems (ADAS) technology, 360-degree cameras, adaptive cruise control and blind-spot monitoring as primary examples.

“The level of sophistication is a big reason why campers are moving into this category,” Gray said. “Nowadays, more people are working remote, and have the benefit of getting the same amenities in their new van as they can in a (luxury) vehicle.” Demographics

Although the Type B category constitutes only 4% of all RVs on the road, market data shows shipments increased by more than 225% between 2019 and 2021. North American retail registrations jumped from 8,922 vehicles in 2020 to 12,921 vehicles in 2021. Industry professionals said the category’s visceral consumer attraction and breakneck growth have accelerated since 2020. According to a Go RVing study released in March 2021, 51% of Type B RVers are 18-54 years old, with millennials claiming 45% ownership followed by young families at 42%.

Additionally, 34% of current Type B respondents identified as first-time RV owners. Krider, Bienert and Gray expressed different results in their own sales efforts. They said they are not capturing as many Gen-Z and millennial buyers due to the category’s more cost-prohibitive price tags. Instead, they find more traction with older shoppers who tend to have more discretionary funds. RV manufacturing spokespeople agreed empty nesters and baby boomers present tremendous opportunity in the segment, as they often have financial freedom and time to explore. Gen-Xers also offer a more financially established buying group. The men acknowledged the demographic tends to view Type B vans as great family haulers, which can double as remote workspaces or mobile classrooms. “There is a point in your life when you do not want the 40-foot diesel

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Trends > RV MANUFACTURER

Carter reviews work on Thor Motor Coach’s new Type B manufacturing facility. The company expects to occupy the plant in late summer or early fall. The addition will give Thor Motor Coach 300,000 square feet, what it calls the largest dedicated Type B manufacturing space in North America.

pusher, and it becomes more of a burden than a resource,” Krider said. “Those who feel ‘phased out’ of the RV lifestyle now have another viable option to stay. The Type B market offers them many of the (creature comfort) features they’re accustomed to in a more manageable size.” Manufacturers see immense potential in younger demographics. Alongside their growing purchasing power is a generational tendency to document and share life experiences online. Bienert considers social media to be the greatest influencer on the camper van lifestyle. “If you go back 10 to 15 years, there was a real fear the next generation was not going to be interested in camping. We questioned if our customer base would age out, and it would be dire for the entire industry,” he said. “Sharing the van life on social media sparked a fire in younger people unlike anything else. The fantasy of it—the beautiful photography and candid moments of people using their vans to just enjoy life. It is contagious, and it only inspires others to follow in those footsteps… to be part of the movement.” Sarah Neely, Go RVing senior manager of strategic marketing and data analytics, said the group’s annual messaging centers on not only basic RV education but also what going RVing means and who can be an RVer. “(We want to show) that there is an RV out there for everyone,” she said. “This required us to challenge the stereotypes of what RVs look like, thus showing more Type B vehicles in our advertising and through authentic storytelling.” Winnebago

Thor Motor Coach’s quality control staff includes (Back row, L to R) Morgan Pooters, Danielle Boyer and Irma Delgado and (Front row) Jose Mosqueva. 62

RV News | June 2022

Iconic nameplate Winnebago offered early camper van movement support. Bienert said a loyal and energetic fanbase expressing a unique wish list attracted Winnebago to the category. With a solid brand presence and a proven track record in mass RV manufacturing, the company also recognized an opportunity to achieve incremental growth. “We have always satisfied the consumer’s need for a small, rvnews.com

maneuverable unit. The mix is what started to change, and from there, the platforms just evolved,” he said. “Today’s B van is a modern take on (compact) Winnebago vans tracing back to the ‘70s, so the (formal) expansion simply made sense.” Bienert said the company is committed to manufacturing top-quality vehicles geared toward each generation and every lifecycle, from a young family to empty nester to retiree. Self-identified “solo travelers” compose a subsegment Winnebago is monitoring closely. The group comprises less than half of the brand’s camper van sales but continues to increase.

Satisfy more customers with higher feature content at a fair price and you are going to make Type B ownership more attainable.” – Jon Krider

“Van life is ideal for a solo traveler,” Bienert said. “No more space than what you really need, all the advantages to go wherever you want to, plus the ability to stay safe.” Today, Winnebago commands 40.5% overall market share, with Solis, Revel and Travato securing 16%, 11.7% and 10.5%, respectively. The top three may battle for best sales each year, but Bienert credits each vehicle line with satisfying a niche. He cited the Solis Pocket as “the epitome of van life” and an ideal solo or couple’s traveler starter package. Constructed on a Ram ProMaster V-6 gas engine, nine-speed automatic 62TE transmission chassis, Winnebago’s most affordable camper van is designed to navigate backcountry adventures as easily as tight city grids. The model accommodates extended-season camping with features such as Truma’s VarioHeat system, extensive proprietary insulation, an AC/DC load center with a 55-amp converter/charger and a rvnews.com

170-watt solar panel with controller. Several years down the road, solo SYSTEMS travel may morph into a family experience. Bienert said the Solis line and its rooftop extension can grow Call Us for All of alongside the RVer. Your Leveling Needs! “What once was old is new again,” he said. “The quest for younger buyers in EQ Smart-Leveling Systems motorhomes is an elusive target. Until recently, we did not have a great answer for the family of four, but the resurrec5th Wheel tion of pop-top vans gives us one.” For empty nesters looking to travel Class B+ and Class C without compromise, Winnebago directs them to the Travato, Era or Class A and Diesel Pusher Boldt models. Bienert described Custom Solutions Travato’s 59K floorplan as a game-changing industry standard. WE’LL GET YOU LEVEL IN MINUTES “Losing the tall cabinets opened up the entire inside of the van,” he said. Now offering Custom Wire Harnesses “That open feeling made it a lot easier & Battery Cables for newcomers to accept a smaller space and jump onboard with van life.” Given the Type B category’s exponential growth and long-range view, 574-264-3437 | EQSYSTEMS.US Bienert believes dealers’ opportunities are endless. “Compact coach buyers will come in EQ June 1/6th 22 Ad Approval.indd 1 5/2/22 12:01 PM well-educated. They expect a welcoming but no-nonsense buying experience, so focus on impeccable service during and after the sale in order to really make yourself stand out,” he said. “Developing a great reputation amongst those buyers will prove to be a very powerful force.”

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Midwest Automotive Designs

Custom Mercedes-Benz Sprinter van upfitter Midwest Automotive Designs specializes in travel experiences. Gray said fine artistry and artisanship, alongside personalized touches, represent cornerstone qualities at the company. Such hallmarks appeal to a more affluent clientele, he said, one accustomed to designer finishes like double-needle stitched upholstery and custom cabinetry. “RV dealers are very simple and straightforward,” he said. “They like consistency and can do without a lot of extra options.” Even with a limited menu, Gray believes Midwest Automotive Designs offers a premium solution to satisfy various customer needs. The company’s June 2022 | RV News

Trends > RV MANUFACTURER

Winnebago associate Andrew Weigel.

Winnebago makes its Type B motorhomes at a 98,000-square-foot plant in Lake Mills, Iowa.

Winnebago associate Leah Witmer cleans an assembly station.

Winnebago associate Jurnee Pena. 64

RV News | June 2022

Winnebago associate Donald Dorenkamp builds a water center control panel.

Associate Ashley Linquist installs cabinets in the motorhome. rvnews.com

Midwest Automotive Designs’ Ford Passage 148 is a 22-foot long Type B motorhome featuring a standard lithiumion battery system.

Passage model prioritizes luxury with upgraded amenities, including solid-surface countertops, an induction cooktop, a full-size refrigerator and a powered fold-out sofa. Details such as hand-stitched leather seating and polished wood veneer cabinets with hidden hinges reinforce the manufacturer’s commitment to fit and finish. For customers seeking the same experience in a smaller package, the Passage 144 offers similar comforts in a nimble 19-foot platform. A lithium-ion battery power system is available on all Midwest Automotive Design’s vehicles. “Self-sustainability is driving the lithium movement,” Gray said. “The bottom line is people want to become more independent from outside sources, like start generators or even running engines. They are interested in more boondocking, or just the option to travel without always plugging into shore power.” Gray said between 20% and 25% of Midwest Automotive Design customers choose a lithium upgrade. He expects the percentage to swell to 40% in 2023. The company plans to add a new 48-volt, lithium-powered system soon. To give vehicles a modern look, Gray said, company engineers and designers often get inspiration from yachts and private jets. He said Midwest Automotive Design strives to evoke a warm and inviting but high-end feel in every offering. rvnews.com

Upgraded amenities in the Ford Passage include solid-surface countertops and hand-stitched leather seats.

The Ford Passage’s rear includes a powered folding sofa bed. June 2022 | RV News

Trends > RV MANUFACTURER “That is where a lot of manufacturers miss the boat, because we are limited in space, locked into this small van footprint that does not get any bigger,” he said. “By focusing on those areas, for example, we have designed one of the largest bath and shower areas in the industry in a B van. We also have the best storage options, both in placement and size.” He said acute attention to detail differentiates his niche company from other B van manufacturers that may be driving greater volume. That precision also dictates a 10% higher price point. To grow but also keep all vehicle customization in-house, Midwest Automotive Design joined Rev Group. Gray said the partnership enabled significant tooling and equipment upgrades, such as new and improved CNC machines, Gerber cutters and digital sewing machines. The new machinery paves a way to build more, potentially increasing the company’s current 6.6% Type B market share. “Their support means we can grow at a faster pace and keep focused on what we do best,” Gray said. “As the lead manufacturer for all B vans under the Rev Group umbrella, these investments best serve the entirety of the company.” Thor Motor Coach

Recognizing the potential in the growing popularity of Type B vehicles, Thor Motor Coach decided to make an impression in the red-hot segment. Krider said the company entered the category confidently, armed with highly qualified product managers and an experienced sales force. Thor Motor Coach quickly expanded its camper van offerings from two models to eight on ProMaster and Mercedes-Benz chassis. “Our product is well-crafted, and our marketing team does a great job promoting the lifestyle, capturing consumers off different platforms and providing owners with valuable resources, like a stocked video library and how-to materials,” Krider said. “These are all things people expect, and for years we have succeeded in fulfilling those needs right down to a two-year, bumper-to-bumper warranty 66

RV News | June 2022

when the industry standard is one. People recognize that.” Thor Motor Coach secured a 19.4% market share after three short years since entering the category. Sequence, its top brand, garnered a 6.7% market share. Equal parts of form and function, Krider said the model combines easy maneuverability with a well-appointed cabin and modern technology for a “one-of-a-kind” user experience.

Self-sustainability is driving the lithium movement. The bottom line is people want to become more independent from outside sources, like start generators or even running engines.” – Tim Gray

The Sequence is constructed on a RAM ProMaster 3500 XT window van chassis powered by a fuel-efficient V-6 engine. Krider noted the slightly wider chassis features a front-wheel-drive platform, which increases space beneath the vehicle to provide consumers with four unique floorplans. In addition, the holding tanks, electrical components and LP systems are hidden underneath because the driveshaft does not extend to the rear of the coach. The result, he said, is more usable and easily accessible internal storage space. Consumers are highly intelligent shoppers nowadays, Krider said, and they expect all OEM upgrades to be on point. From residential interiors, cross ventilation and solar packages to lithium options and underhood alternators, he said Thor constantly innovates based on customer feedback. “While our van may look similar to the competition, it’s the details that set us apart,” Krider said, stressing how Thor engineers design down to the inch to maximize comfort and efficiency. Krider cited “a smorgasbord of buyer

types” between 50 and 65 as Thor’s prime buyer: baby boomers interested in downsizing from Type A motorhomes, empty nesters ready to explore during the next stage in life, and even young families committed to an unconventional lifestyle on the road. Currently, the company sees most of its consumer sales hyper-concentrated on the West Coast as well as in Michigan and Texas. Krider believes the regional popularity is influenced by sheer population density and dealer counts. In the future, campers should expect Thor to evolve and add to its lines, Krider said, pushing boundaries wherever trends lead. Creating usable space and sleek styling at the right price point, for example, is at Thor’s forefront. “Satisfy more customers with higher feature content at a fair price and you are going to make Type B ownership more attainable,” he said. Looking Ahead

With brand offerings continuously expanding, industry professionals agreed the Type B category is ripe for healthy growth well into the future. In addition to ongoing improvement in advanced control systems and smart technology, electrification and lithium options are positioned to rise in popularity. Gray expects B vans to be leaders in the EV movement, with the Sprinter, Transit and ProMaster platforms all pursuing EV technology. “We are trying to stay fresh and current,” he said. “Recently, we partnered with Dragonfly Energy batteries and accelerated our own lithium-vehicle production. As demand goes up, the cost will come down; it has already decreased since we went down this path.” RV manufacturing employees agreed trendy four-wheel-drive capability with off-grid features to match, thoughtfully designed floorplans and creative storage solutions will increase in demand. “Honestly, dealers have got it made,” Gray said. “With product choice increasing, the camper van market is positioned to keep growing—as will dealer margins. There is really no downside for them in this category.” rvnews.com

Feature > RV MANUFACTURER

Doug Miller, Rev Recreation Group’s Type A product manager, worked with his design team to build a new motorhome hitting a price point between the manufacturer’s entry-level gas Type A and its mid-price gas Type A. 68

RV News | June 2022

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The Middle Ground Rev Recreation Group’s Holiday Rambler released a new motorhome for the 2023 model year. The Eclipse will fill a gap between the manufacturer’s entry-level and mid-tier gas Type A models. By RV News Staff

s surging component costs drove motorhome prices higher in 2021, Rev Recreation Group’s Doug Miller and his team found a marketplace opportunity. The gap widened between gas Type A motorhome pricing tiers. Miller and his design team concluded a new motorhome could fill the price point void. Miller, the company’s Type A product manager, examined Holiday Rambler’s entry-level model, the Admiral, to determine how to keep the line’s higher-end products from creeping away from competitors’ price points. “We know it is an ultracompetitive market,” Miller said of entry-level gas Type A motorhomes. “To remain competitive there, you have to stay in the price points in which your competitors are sitting and still offer functions and features.” The entry-level gas Type A typically draws consumers moving into a motorhome from a travel trailer or upsizing from a Type C. Other rvnews.com

customers might be downsizing from a larger gas Type A or a diesel pusher. Holiday Rambler’s solution was to split the Admiral lineup, using the larger 32-, 34- and 35-foot sizes and creating a new 2023 motorhome brand called Eclipse.

To remain competitive there, you have to stay in the price points in which your competitors are sitting and still offer functions and features.” – Doug Miller

“So, you cannot just split the line and say, ‘Here we go,’” Miller said. “You have to add some features to make it more attractive and give a customer reasons to see the value between this product and another.”

Balancing Act

Determining what designers could include, while still meeting the correct price point, proved challenging, Miller said. He compared the process to a new waiter trying to balance a tray of filled wine glasses, some splashing and sloshing occurred as the team worked to finish the Eclipse. “We have a lot of good people here that can look at numbers, dissect those and give a projection,” Miller said. “We have to say ‘no’ to some stuff, and we have to say ‘yeah’ to some stuff. That is all part of the compromise, no matter what we do.” Strong supplier relationships helped, he said. When Holiday Rambler’s team inquired about parts or components that might be difficult to procure in sufficient quantities, suppliers suggested substitutes. Miller said data and suppliers’ suggested adjustments eased the process. Rev Group designers avoided adding extraneous features/upgrades to Eclipse. He said designers wanted to ensure they did not infringe on mid-price gas Type A models, such as Holiday Rambler’s Invicta or Fleetwood RV’s Fortis. June 2022 | RV News

Feature > RV MANUFACTURER

Rev Recreation Group built two pilot Eclipse models to show dealers and garner orders before full manufacturing began. “There are a lot of balls in the air when you are trying to pinpoint where you are going here,” he said. “We wanted to figure out what we could do to create some top features inside the coach.” The company built two pilot Eclipse motorhomes. One headed to the western U.S. for dealer review, including a stop at a Tucson consumer event. Another went through the Midwest and eastern U.S. Although the prototype reviews delayed mass production by 30 days, Miller said the extra time gave parts sourcing/purchasing departments breathing room to secure inventory. “When they are trying to get new components and new pieces and parts for a new product, it is tough, regardless of any kind of pandemic or sourcing challenges,” he said. “Our employees on the production floor are absolutely amazing. They are so hard-working and so committed to our products. Running a pilot through the production process gives them an opportunity to figure out how everything comes together. Our paint department can determine how to lay on the mask and work out other things like that.” 70

RV News | June 2022

Miller expects new models to roll off the lines in July. Dealers’ orders will be filled quickly. Miller said dealers reported that the full-body paint and décor were attractive.

The dealers were impressed with the full-body paint and impressed with the ability to keep it in the price point.” – Doug Miller

“It was, ‘Hey, you guys really nailed it here. We love it!’” he said. “Then they always ask, ‘How fast can I get one?’ When you hear those responses, it is good because our portfolio has broadened, and yet, dealers are still looking for opportunities to bring in products in that segment. I would say the entire team here pulled off a really good project adding this into our (overall) lineup.”

Exterior Features

Holiday Rambler’s Eclipse is built on a 22,000-pound GVW-rated Ford chassis. The 7.3-liter V8 engine produces 350 horsepower at 468 pound-feet of torque. Eclipse’s hitch is rated at 8,000 pounds, which Miller said is more than enough to meet consumers’ needs in the segment. RVers looking to tow additional weight would likely be shopping in a different motorhome sector, he said. Designers upgraded the vehicle’s rear first. Miller said most of the segment’s competitors feature a flat rear with bolt-on taillights. Eclipse’s designers implemented a rear cap to set the motorhome apart. “We integrated some lighting features that created a bit more modern feel and look,” Miller said. Moving to the motorhome’s front, designers added chrome accents to the grill area to differentiate the motorhome from an Admiral or a Fleetwoodbranded Flair. Full-body paint complements both caps. Eclipse has three paint options: Silverado’s red and gray, Woodland’s gray with green accents, and Pride’s silver with blue accents. rvnews.com

HolidayRambler.com

2023 Eclipse by Holiday Rambler

#thisisliving All you need to bring is your sense of adventure. Because whether you’re on the road, off the beaten path, or out for some healthy family time — in the all-new Eclipse by Holiday Rambler, this is living. The all-new Eclipse by Holiday Rambler available summer 2022

Feature > RV MANUFACTURER

The Holiday Rambler Eclipse has three floorplans, including a two full bath model, a bunkhouse and an opposing slides motorhome for entertaining. Miller said the in-house paint facility on the north end of Rev Recreation Group’s Decatur, Indiana, campus provided opportunities to do more with the paint designs. “We can work with our graphic suppliers and get as crazy or mild as we want,” he said. “Our teams can pull it off. The dealers were impressed with the full-body paint and impressed with the ability to keep it in the price point.” Other notable Eclipse features include slam-latch luggage doors, flush-mount windows, Girard power awnings and dual air conditioners. Eclipse motorhomes have 5,500-watt Onan generators, an exterior TV and are prewired for solar. Interior Features

Among four wood color choices in the Eclipse are two painted white woods called Fossil and Summit Ash. 72

RV News | June 2022

Eclipse has three floorplans. The 32S will feature two full bathrooms in a two-slide, 32-foot footprint. The 34J is Eclipse’s bunkhouse model, featuring an off-door full wall slide out. The 35R floorplan also has a door-side rvnews.com

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New Eclipse models are expected to begin being built after the July 4 holiday break. full wall slide out with an opposing slide in the living space for seating. “We will start with these three and then expand them as we see how demand is going,” Miller said. Eclipse offers four wood options: a brown earthy Bourbon, two painted wood colors named Fossil and Summit Ash and a gray version called Whispering Wind. Though both Fossil and Summit Ash incorporate more whites, Summit Ash adds a gray glaze around the inside corners of doors and outside corners of drawers. Miller said he and interior designer Andrea Smeltzer traveled to the national kitchen and bath show in February to identify the latest residential trends. They learned blue hues remain popular while greens are gaining traction. “As we are looking at countertops, backsplashes, furniture, valences and accents for pillows, bedspreads and 74

RV News | June 2022

soft goods, we can tailor those in a certain direction,” he said. The design team then creates a guide to help consumers choose wood colors and other décor options at the dealership. “So, when they are ‘spec-ing out’ coaches for stock or trying to help a customer place a retail order, this assists them so they do not have unicorns out there,” Miller said. “You are basically designing a house while sitting across the desk from the salesperson. It takes a lot longer to design a house than a mere half-hour looking at colors. This is a guide we do to try and assist our consumers as well as salespeople and dealers.” Stainless-steel appliances include a residential-styled refrigerator. Solid-surface countertops are paired with Surf-X laminate-style material on less commonly used areas such as nightstands.

Eclipse motorhomes feature Tarkett interlocking composite flooring. Unlike some linoleum options, Miller said, the Tarkett flooring is “not bulletproof, but it is pretty darn close.” The flooring lies well and is application friendly on a manufacturing line, he said, while offering unique colors and patterns. “That is something else I do not think you will really find in our competitors’ models,” he said. All floorplans offer a Serenity Series king bed and a Hide-A-Loft electric drop-down bed over the cab. The 32S includes a standard jackknife sofa, with a manual theater seating option. The 34J adds bunkroom barn doors for privacy. The 35R features standard manual theater seating and washer/dryer prep. Miller said extra touches such as wainscotting on the walls, feature walls and accent panels give warmth to the motorhome. rvnews.com

Feature > RV MANUFACTURER

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Holiday Rambler’s design team received interior decor inspiration from residential kitchen and bath trade shows. Blue hues remain a popular choice. “I have that top-step approach—when the customer gets to the top step of the coach, I want them to walk in and go, ‘Oh, wow, I like this.’ Then they walk in and explore it more,” Miller said. “Maybe they do not land on that floorplan, but we have three floorplans, and maybe they are going to find something.” Technological additions are prominent throughout. The motorhome’s multiplex contains a 7-inch digital display, and the dash stereo has a 10.1-inch tilt screen with Apple CarPlay/ Android Auto compatibility. Standard features include Wi-Fi Ranger to boost existing Wi-Fi signals and a Safe-T-View camera display. “Electronics are big here,” Miller said. Orders Made

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A Holiday Rambler flyer details upgrades when moving from an Admiral to an Eclipse, citing the stronger chassis, new 5/20/22 2:35 PM

rear cap, full-body paint, multiplex with 7-inch display, Tarkett flooring and more. “Because the market has continued to increase—our core materials have continued to increase, and all manufacturers experienced price increases—positioning this allowed us to create a new segment within our portfolio,” he said. Dealers placed orders soon after interacting with the prototype Eclipse. “They saw the value in the concept and the idea,” Miller said. “The pilots have proven beneficial. You could hand out flyers all day long. You can tell dealers this is a step up. Until they see it, touch it and feel it, that is when it really comes alive and they are like, ‘I can definitely see it here. Put 10 in for me…or whatever you can build.’” rvnews.com

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Advice > BUSINESS MANAGEMENT

Create a Successful Employee Training Program S

afety is a primary concern for many workers applying at RV dealerships. In today’s tight labor market, you can stand out to job seekers by demonstrating a commitment to their well-being. One way to do so is to invest in your training programs. A comprehensive training program helps limit incidents at your dealership, boosts productivity, and gives you a clear example to show when discussing your dealership’s safety initiatives with candidates. Here are five best practices to use when building an RV dealership’s employee training program.

Tailor Lessons to Your Audience

Want to ensure your training sticks? Make training specific to your employees. You have three ways to do this. • Consider your industry. You need to meet all your industry’s regulatory requirements. You must also help employees address job-specific hazards and challenges. To incorporate these needs into a training program, consider focusing on common Occupational Safety and Health Administration (OSHA) pitfalls or violations. One example: Inadequate hazard communication, the top OSHA violation for dealerships in 2021. • Adapt the training to include various learning styles. Learners will naturally tune out training that entails long lectures or a wall of text—even if they want to learn. So, mix it up. Ask attendees to interact by answering questions or practicing a task. Adding video or images can make training more dynamic and provide helpful context. Learners have different accessibility needs and learning styles (auditory, visual or kinesthetic). 78

RV News | June 2022

Accommodate these styles to connect with a more diverse learner range. Everyone has the right to be safe and fully trained on the job. • Think from your employees’ perspectives. Consider these questions. • Why does this topic matter to learners? What could happen if they lack the information you are sharing? Inform attendees early on why the training is relevant. • Which tools would be helpful? If learners need to remember a long, detailed process, a single talk-through is not memorable. It might even be overwhelming. A better strategy is to offer learners readily accessible resources like a policy or checklist. Give them ample time to practice the process. Given ample time and practice, learners can check crucial information when needed. • What experience does your team currently have? Many employees already bring knowledge and experience to the table. Give them an opportunity to show what they know. • Do training sessions allow learners to ask questions or discuss? Posing questions and drawing independent conclusions are important aspects of learning. Open communication is vital for learners to feel personally connected to the safety culture and comfortable communicating safety issues. You can tailor training material in many ways. If you are unsure which is best for your team, ask the employees. Your employees have a vested interest in ensuring your training program is relevant and beneficial.

Feature Real-Life Examples

In addition to tailoring lessons to your audience, include real-life scenarios your team might experience at your RV dealership. These examples serve two primary functions. First, they enable your team to make mistakes without the consequences they might experience on the floor. Failing a question on selecting the correct PPE has a far different outcome than, say, failing to wear the right foot protection and dropping a piece of heavy machinery on your toes. Your RV dealership is filled with lifts, chemicals and equipment. So, let employees make and subsequently correct errors in a “low-stakes” environment first. Second, real-life examples encourage employees to use critical thinking skills and employ the lessons they just learned. Some example-based training for your RV dealership might include asking employees to select the correct PPE for the task at hand. You could present a hypothetical incident where an employee gets hurt after failing to follow safety procedures (with a follow-up question asking what that worker should have done differently). Whatever examples you choose, make sure they address

experiences at your RV dealership. Let your daily operations inform the scenarios you create. If you notice employees repeating a mistake, notify your team and consider building a training session around that error.

Repeat, Repeat, Repeat

Studies show that repeated and spaced learning strengthens employees’ training session memories. However, you should not repeat the same lesson over and over. People remember information best when the details are relevant, which is why continuously tailoring lessons and integrating real-life examples are so important. You can maximize repetition’s positive impact in three ways: • Adhere to a regular training schedule. Most employees spend less than half an hour weekly on training. Maintaining a training schedule underscores safety’s importance to your team and eliminates the huge hurdle of making the time. • Reinforce the lesson with different activities. If your training module involves a team-wide discussion, follow up with a demonstration of what you discussed, like preparing your service bay before lifting an RV. • Immediately apply the training to the job. If your team just completed a job-specific training module, have rvnews.com

employees perform the procedure immediately after. Eventually, repetition creates safe habits, which contribute to the safety culture at your RV dealership. You also can use spaced learning within a training module. For example, quizzing employees well after introducing information is more effective than immediately quizzing them on the training module.

Make Training BiteSized When Possible

Short training sessions are not always possible due to regulatory requirements and subject complexity. However, whenever you can, take the opportunity to divide training into shorter sessions and modules.

Limit your training to small blocks of time, maybe five to 15 minutes.

The change benefits your employees for a couple of reasons: Training is more memorable. TED Talks are limited to 18 minutes for a reason: people tune out after a while. The longer the training, the more likely the details will be lost. Short training sessions will not sap your employees’ attention span and will help them retain the essentials. Learners will be less frustrated (and more willing to learn): Training, by nature, interrupts work. Long training sessions can make employees feel they are wasting time and increase the pressure to return to work. If learners impatiently rush through the training, they are less likely to retain information. Shorter training sessions feel less invasive and provide greater scheduling flexibility.

Continually Assess Knowledge

Dealerships hire talent ranging from novices to experienced professionals. Assessing knowledge helps keep employees engaged by: • Delivering challenging and comprehensible training. Once you identify your employees’ strengths and weaknesses, you can personalize your team’s training, such as suggesting an additional session on wiring safety after a low test score. • Empowering learners to show what they know via tests, exams or tutorials. Without assessments, employees will find it difficult to demonstrate mastery of a subject, other than actually completing the practice. For knowledge assessment ideas, consider giving an exam asking learners to identify hazards in a picture of your shop floor (spilled materials, exposed wiring, faulty equipment, etc.). You also could have employees conduct a practice walk-through, such as wearing the correct PPE or using the right tool. Score each process phase to see how your team members perform. A training program is an investment. If you do not make training programs a priority, your employees will not experience their value. An incident leaves employees and your dealership vulnerable. Fortunately, effective safety training programs equip your team with the information they need to protect themselves. Yes, establishing a culture of safety takes time but is well worth the effort.

Shawn Smith Product Director Of Training For Kpa

Shawn Smith is the product director of training for KPA, an EHS and workforce compliance software and services provider for midsize businesses. KPA solutions help clients identify, remedy and prevent workplace safety and compliance problems..

The industry news source... Subscribe online today! RV NEWS Magazine rvnews.com

mbensi@mikebensi.com rvnews.com

June 2022 | RV News

Advice > BUSINESS MANAGEMENT

Leave Your Buyer’s Remorse Behind W

e have all experienced buyer’s remorse, whether on a home or vehicle purchase, getting caught up in an auction or an impulse buy. However, we rarely use “buyer’s remorse” to refer to a missed opportunity. In my line of work, buyer’s remorse is a regular occurrence. Our company averages more than 50 dealership sales annually, with 2021 marking a recordbreaking year at 72 sales transactions. After we announce a sale, dealers often reply with comments like, “This would have been a great fit for us,” or “I should have pulled the trigger on that one.” Every business for sale has only one purchaser. I would like to help you become the purchaser and not the one regretting a missed opportunity.

Phase 1: Preparation

For a first-time buyer, a dealership purchase can be a life-changing event. As an addition to your portfolio, an acquisition may yield a lucrative return on investment. Either way, the stakes are high and preparation is key. Step Zero

Benjamin Franklin said, “By failing to prepare, you are preparing to fail.” Before you take any action, step back and assess your goals. Think about the process as Step Zero. What is your motivation for a purchase? Is your intent a want or a need? How would an acquisition further your business goals or enhance your organization? Are you prepared to assume the financial risk and exposure? How involved do you intend to be post-closing?

If you do not clearly define your reason for a purchase or your buying criteria, how can you identify the right acquisition opportunity? Advisory Team

We advise our clients to surround themselves with a trusted advisory team that includes an attorney, accountant, financial planner and dealership broker. Ideally, these advisors have transaction experience specific to the RV or automotive industries. Their role is to ensure that your best interests are protected, provide for a smooth process, help avoid pitfalls, assist with due diligence and level the playing field—because you expect the selling party to be properly represented as well.

Financing

Establishing a banking relationship in advance is prudent to understanding an acquisition’s financing parameters: the value of goodwill, debt vs. equity ratio, required down payment, working capital requirement and collateral, for example.

Human Capital

Larger companies have growing human capital talent pools. Employees who have exceeded their positions might require promotions to ensure continued job satisfaction. The scenario is often a growth driver, as an acquisition may create new promotion opportunities. If you are looking to expand, especially outside your immediate area, ensure you have the necessary talent ready to assume those roles to secure your investment. Acquiring a dealership is a full-time job. The buy-sell process typically takes more than four months. Larger companies have directors of corporate development, corporate departmental managers and even transition experts specializing in transitioning the business and training employees. 80

RV News | June 2022

Is your organization positioned for continued and controlled growth?

Phase 2: Negotiations

So, you decided to expand, engaged your advisory team and identified a potential acquisition. The next step is to negotiate an offer to purchase. Numbers Speak Louder than Words

Understand the numbers intimately and ask questions as needed. Compare the dealership’s performance to industry averages and key performance indicators. Sellers commonly adjust their earnings to account for discretionary expenses, major one-time expenses, owners’ perks and more. However, buyers should consider adjustments to market wages and employee benefits, additional advertising expenses, debt service and more. Two items that must be adjusted in valuation calculations are the owner’s salary, benefits and bonuses to reflect your companyrate general manager, and store rent to show your preferred capitalization rate and desired return on assets. If the company balance sheet includes personal assets that are excluded from the sale, those items should be identified and discussed upfront, as they can cause the deal to stall during due diligence. Too often, buyers focus only on the goodwill price and overlook other deal components which may be critically important to a seller. Factors may include: • Which employees you intend to keep or terminate. • How you value the FF&E (furniture, fixtures and equipment), parts obsolescence and used vehicle inventory. • How you manage long-term contracts. • Whether you require seller financing. rvnews.com

• What noncompete restrictions will be required. • How much cash is held in escrow. • How you manage the real estate. Valuations are an art, not a science. Every buyer will value the same opportunity differently based on the forecasts in their proforma financial statements and their unique reasons for acquiring a particular dealership. The Big Picture

Overpaying for a good business is better than underpaying for a bad one. Keep your eyes on the prize and refer to Step Zero (your motivation and buying criteria). As you contemplate your offer, ask yourself the following: Do you want to be the one who owns the dealership or the one who talks about the time you almost owned it? Do not concentrate solely on the dealership’s historical performance. Prepare a proforma financial statement to project your earnings and evaluate your return on investment. If you cannot develop a plan to improve, or at least maintain, the seller’s performance, you should not be buying that dealership. The “buy low, sell high” strategy best applies if you intend to sell an asset shortly after the purchase. However, if you plan to own the dealership long term, then slightly “overpaying” should not impact your long-term goals.

The Art of the Deal

Successfully negotiating a deal goes well beyond the valuation. The RV industry is heavily comprised of multigenerational families who have owned and operated their businesses for decades. They have an emotional attachment. The selling dealer’s process can be highly sensitive. The business often represents most of their net worth, and even defines them as a person. It may sound trivial, but be humble, show respect and connect with the seller on a personal level. Understand and relate to their

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values and philosophies. People enjoy doing business with those they like. Be sensitive to the seller’s needs and emotions, but do not absorb their problems. Listen to the seller’s sale motivations. More important, listen to their concerns. Listening will allow you to neutralize any reluctance the seller might have. We had a client who spent every Sunday at his dealership reading the newspaper and watching football. His wife shared with us that her husband was reluctant to finalize the deal because he would no longer have a place to spend his Sunday mornings. We overcame the situation by persuading the buyer to keep the husband’s office intact and allow him to use the back entrance on Sundays. You will most likely be expected to sign and honor a nondisclosure agreement. For your sake as well, maintain confidentiality. Rumors and breaches can result in employee loss, seller negotiations’ termination or competing dealers’ and manufacturers’ interference. Always expect to compromise. Offer and expect commitment. Negotiate in good faith and aim for a win-win. If negotiations do fail, leave the door open on good terms, as circumstances may change in the future.

Phase 3: Due Diligence

We often hear about deals falling apart. In theory, all that came together was basic price and terms. The due diligence stage most likely presented obstacles that could not be overcome. Customary due diligence includes financial, assets, real estate, employees, customers, intellectual property, technology, legal and more. Every buyer should have a comprehensive list of due diligence items required for investigation. During your in-person visit with the selling dealer, remember to touch on the following.

Ask Questions Only the Dealer May Know

• What is the motivation for a sale? • Which key employees intend to stay? • What are the opportunities for improvement? • How is the competition in the market area? • Are there any prior or pending legal issues? Company Culture

Culture starts at the top with the owners. It is passed on to upper management. Being woven into the organization’s fabric, these values are evident in the company’s processes, quality of service and reputation. With the accessibility of online customer reviews, consumers learn about a company’s reputation before they enter the business. For many dealerships, culture is an integral part of their business success. Consider how your company’s core values match those of the acquired dealership’s. If company culture requires a change, how will the market and the employees adapt and react? Further, if you are acquiring a dealership with poor reviews, will the deal negatively affect your entire organization’s reputation?

Management

Upper management employees will be crucial in executing your vision, implementing your processes, and constantly and consistently exemplifying your core values. They also will be responsible for developing the human capital

within your organization and managing your growth. Ensure your management styles match, or at least that any key personnel are coachable, especially if the dealership is a remote acquisition relying heavily on existing management. Trust Your Instincts

Do not ignore red flags. Acknowledge and assess red flags to determine if they can be neutralized. Sometimes the best deals you do are the ones you walk away from.

Sleep on It

Once you decide to acquire a specific dealership, sleep on it. Picture yourself owning the business. If you intend to be an owner-operator, visualize your daily commute, working at the dealership to stabilize it and increase performance, being away from your family or possibly relocating your family. Reassess how the acquisition may accomplish your personal and business goals.

Always Be Prepared

Doing a deal when both buyer and seller are motivated is difficult. It is practically impossible when either is reluctant. When you aim for a win-win, negotiate in good faith and be ready to compromise. At the end of the process, you will likely find yourself sitting behind the former seller’s desk.

Jesse Stopnitzky Partner And The Director Of The Rv Division For Performance Brokerage Services

Jesse Stopnitzky is a partner and the director of the RV Division for Performance Brokerage Services, North America’s highest volume dealership brokerage firm advising on buy-sell activity for automotive and RV dealerships. Family-owned, the company benefits from more than 25 years of experience, 700 past dealerships sold and a 90% closing rate. Stopnitzky is an RVDA associate member. (949) 309-2851 jesse@performancebrokerageservices.com June 2022 | RV News

Advice > F&I MANAGEMENT

Coaching Tips to Avoid Today’s F&I Headwinds A

s the RV selling season starts to kick into full speed, many F&I professionals are speaking about long hours, too many daily closings and rushed customer interactions. Our training team generally hears these common phrases this time of year. Sometimes, however, F&I pros can forget the methods and tools we learned via training and built over the slow winter season. These forgotten tools can cost F&I professionals profit and, ultimately, reduced paychecks. Let’s review some simple tips to quickly get back on the right track, maximizing our efficiencies and personal goals.

Managing Yourself

As customer closings rise during the approaching season, we need to contemplate how rushed interactions sneak errors into our job performance. To give an F&I scenario example where “thinking” errors occur, we must consider the most recent closing we had with a customer in our office. Many of us commonly believe APR

RV News | June 2022

is the most substantial number to a customer. Many work feverishly to find the lowest APR for our clients. When Brown & Brown trainers see this, we ask finance professionals whether they interviewed the customer. Did they ask buyers about an additional down payment or investment to achieve a lower possible APR? Most F&I professionals say the customer put down all the cash they had. Instead, during the interview, propose other options to the customer. For instance, during the interview: “Mr. and Mrs. Smith, we see the rate and term the sales manager offered you are great. If a different term or lower APR existed, and the lender requested an additional $1,500 down (as an example) to achieve the term and lower APR, would you be interested in knowing what that bank offered you vs. what rate and term we show on your deal right now?” Most customers would jump at the chance to see a scenario that might financially benefit them.

As a note, APR is not always the most significant item to a customer. The most important item instead may be term. We remind F&I professionals across America that manipulating term is a forgotten art in the F&I office. F&I professionals may find using term to lower payments is frequently much easier and faster than seeking a lower APR or rate. This is a crucial concept that you should investigate before instantly running to lower an APR. Normally, chasing a lower APR means using a credit union and not a national lender, where reserve profits are higher and back-end potential is much greater. Next, remember that most national lenders have no early payoff penalty. Thus, if customers take a slightly higher APR and a longer term to make their payment more palatable, they might find the term more advantageous for their RV budget. With this in mind, a lender might offer a larger advance toward back-end products. The longer term

makes the payment easier for the customers’ budget and they are not as worried about the higher APR because there is no early payoff penalty. Stock market fluctuations, rising inflation and increased lenders’ funding costs should not intimidate us regarding the bank rates we offer. Rather, consider that APR is not always the most critical financial consideration. By offering more term options, many dealerships are finding greater ancillary product sales. Have you considered fewer columns on a menu and more payment options per column? We call this approach a choice within a choice. Asking our customers, “Which of the payments in our Platinum Protection Package work best for your budget?” is much easier than asking whether the Platinum Protection Plan seems like their preferred choice. Consumers tend to migrate to options compared with a single “yes-or-no” question.

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Once again, we are finding term is king in the financial decision to protect one’s coach.

New Objections

With the F&I office offering some longer-loan terms today, our dealerships may face new financial objections from our customers. F&I professionals may commonly hear the objection: “Why would we finance a five-year service contract on a 15-year note? The five-year service contract will cost us much more money if we pay it back over a 15-year period.” The answer here is easy but requires us to step out of our F&I shoes and into a customer’s shoes. Most RV consumers do not want to take 15 years to pay off their RV. Many financially minded customers may make an additional principal payment once or twice a year to shorten their loan term. Many F&I professionals are amazed when we remind them during training that an additional annual principal payment on an RV note will pay off a 15-year term in just under 10 years. Two extra yearly principal payments can pay off a 15-year note in just under six years, depending on the consumer’s APR. Ultimately, this is why most lenders tell us RV loans are currently being paid off in just under five years. Your dealership’s

five-year service contract term is in line with most RV clients’ common payoff periods. Yet again, the term becomes the more significant principle, rather than the APR.

Promoting the RV Lifestyle

With rates increasing, F&I professionals and sales managers may easily assume we need to use credit unions and nonconventional lenders to find the lowest APR. Remember, many national lenders provide an abundant term range. Because most national lenders have no early payoff penalty, customers can budget a far more attractive loan payment. The loan payment also represents a much more lucrative reserve to a dealership’s F&I budget. APR headwinds do not always have to be negative for our dealerships. Rather, they give us a reason to look for other avenues to help customers join the RV lifestyle and create treasured memories. These simple concepts can create numerous opportunities for increased F&I profits and more budget-friendly customer payments. Headwinds are not always scary. They can be an opportunity to try new F&I concepts and expand the business office’s imp .

Shawn Moran National RV and marine training director Brown & Brown Insurance, Dealer Services Division

Shawn Moran is the national RV and marine training director with Brown & Brown Insurance, Dealer Services Division. He started his career in 2002 as a business manager at an automotive dealership in upstate New York. In 2003, Moran became a successful finance director for a multilocation RV and marine dealership. In November 2008, he opened F&I Consulting Unlimited. In July 2013, Brown & Brown bought the agency, creating the largest RV master general agency in the USA. Moran provides personalized finance training to RV business managers. He conducts numerous weekly training sessions with small and large RV groups. 518.456.5948 | Shawn.Moran@BBrown.com rvnews.com

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The Best Of Power Solutions & Management

ower solutions and management products are in THE BEST OF aftermarket product spotlight this month. The products listed here represent the best aftermarket RV products available to carry in RV retail stores. Surging summer travel the past two years highlighted RVers’ power solution needs. Many added protective items such as surge guards, battery management systems and voltage boosters. Others brought power with them as portable power stations’ availability increased. Others looked to new power sources to keep their RVs and devices running longer while unplugged. LP solutions remain critical to RV functions, powering refrigerators and generators. Yet today’s biggest power solution trend is lithium battery adoption. A recent report from Allied Market Research forecast the lithium battery market growing more than 5% annually through 2030. The global RV batteries market was valued at $430 million in 2020, according to the report, and is forecast to reach $690 million by 2030.

The report found RV OEMs’ reliance on electrical components made RVs a top candidate for electrification. Declining battery prices are spurring the advancement. A Bloomberg New Energy Finance report found automotive batteries costing $1,100 per kilowatt-hour in 2010 and $137 a kilowatt-hour in 2020. “These prices are expected to fall in the same momentum in the upcoming years,” Allied Market Research said. “Falling prices of the batteries and growing trend of electrification are expected to spur the growth of the RVs batteries market.” As battery manufacturing cost falls, aftermarket options to power RV functions will expand, the report said. Allied Market Research said more RVers and lower-cost batteries are projected to offer “lucrative growth opportunities for the market players.” As lithium battery use expands, expect solar panel and inverter needs to rise as well to supercharge the power source.

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AUGUST Safety Equipment

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Marshall Excelsior

Automatic changeover regulators are available in three levels: Standard, high-capacity and low-capacity. The regulators redirect vapor flow from an empty cylinder to the reserve cylinder without interruption. The green high-capacity model provides a 350,000 BTU maximum flow. The silver standard model provides a 225,000 BTU maximum flow. The blue low-capacity model provides a 175,000 BTU maximum flow. Inverted female flare inlets measure 0.25 inches. The pipe outlet measures 0.375 inches. marshallexcelsior.com

Samlex America

Samlex’s 200-watt solar panel kit includes a 200-watt panel, connecting writes, aluminum mounting brackets and hardware. The panels can match any Samlex charge controller or accessory to customize the system. The 200-watt panels can be used to expand SRV Solar Kits. Samlex panels use high-efficiency, monocrystalline cells. Panels can be secured to the roof of a vehicle or remote structure or any flat surface. samlexamerica.com

June 2022 | RV News

The Best Of > POWER SOLUTIONS & MANAGEMENT

Southwire

The 50-amp Surge Guard 34951 provides electric protection from faulty power and electrical issues inside an RV. The surge guard continuously monitors and displays voltage and amp draw. A green LED light indicates power to the RV. The Surge Guard 34951 offers low and high-frequency protection and patented RV side open neutral protection. An anti-theft lock ring is included on the cord. The surge guard is Bluetooth compatible. rvpower.southwire.com

NTP-Stag Private Brands

Arcon surge protectors protect electronics and RV appliances from voltage spikes and surges. The 30/50-amp surge protectors absorb and divert high voltage, detect low voltage and improper wiring conditions. Equipped with multi-lightning strike protection, the product diverts strike energy to the ground. The 50-amp model can handle up to 7,200 joules of power suppression. Arcon surge protectors include a one-year limited liability warranty. arconelectrical.com

RV News | June 2022

Go Power!

The 100-watt DuraLite solar kit enables RVers to link up to three 100-watt panels to create a 300-watt power source. The kit is 60% lighter than traditional portable solar kits and includes a built-in kickstand to ease setup. Solar kits include a 30-amp charge controller with overpower, short circuit and surge protection. Panels feature monocrystalline solar cells, are compatible with solar prewiring on RVs’ sides and include built-in USB charging. Multiple connection options are available for battery banks and portable power packs. The kit includes a carrying case. gpelectric.com

Furrion

Furrion’s 100-watt kickstand solar panel provides energy to power 12-volt devices while camping. The panels include high-efficiency monocrystalline solar cells. Built-in diodes ensure high-energy output in low-light environments. The panels feature low-iron tempered glass to withstand weatherrelated events. Each panel weighs 17.6 pounds and include short circuit and surge protection. furrion.com

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Xantrex

The 125-amp-hour lithium-ion iron phosphate battery lasts up to 6,000 cycles, compared with 400-500 for traditional lead-acid batteries. The battery includes an internal battery management system. A remote panel displays battery status and turns batteries on/off. Four batteries can be stacked in parallel when larger battery space is unavailable. A Bluetooth app allows RVers to monitor battery status and cell-balancing functions via smartphone or tablet. A heating blanket option is available for batteries installed outside the main cabin. xantrex.com

Aims Power

Aims Power’s new 3,000-watt pure sine inverter/charger includes a 30-amp or 50-amp bypass. The inverter/charger is designed for RVs with a 50-amp service. The inverter/charger includes a 100-amp battery charger. The charger fuels eight different battery technologies, including lithium-ion iron phosphate batteries. The inverter/charger is ETL listed to UL 458 standards. aimscorp.net

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ReverseMate June 22 Ad Approval V3.indd rvnews.com

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The Best Of > POWER SOLUTIONS & MANAGEMENT

MTI Industries

Safe-T-Alert introduces the new 85 Series slim line dual carbon monoxide/propane alarm. The alarm is available in black or white. The 85 Series features a modern, low-profile design. The alarm includes a trim ring to fit into larger legacy cutouts. The 85 Series detects gas leaks and carbon monoxide gas simultaneously. Both sensors remain active during an alarm. The 85 Series operates on 12-volt power and requires no batteries. The alarm meets RVIA/NFPA requirements. stadealer.com

Dometic

The PLB40 portable lithium-ion phosphate battery delivers 40 amp-hours or power to charge coolers and 12-volt appliances. The battery weighs 16.1 pounds and measures 10 inches x 7.76 inches. The PLB40 operates in temperatures from 32 to 122 degrees Fahrenheit. Dometic.com

Camco Manufacturing LLC

Hughes Autoformers

The patented Voltage Booster is available in 30- and 50-amp models. The booster increases low voltage levels by about 2% at all times. When volts reach 113 volts or lower, the booster increases voltage levels by 10%. Voltage Boosters include built-in surge and spike protection. The 30-amp boosters feature 2,400 Joules of protection while the 50-amp models have 4,800 Joules of protection. The surge module in the booster is replaceable. An LED circuit analyzer on the Voltage Booster’s front displays whether the connection is good and if there is an open ground. hughesautoformers.com

RV News | June 2022

The Power Grip RV voltage protector with integrated surge protection connects to a power pedestal to protect against high/ low voltage levels and power surges. A series of diagnostic LEDs indicate the power source’s status. The voltage protector protects against faults for reverse polarity, open neutral and other wiring issues. The Power Grip will automatically disconnect if dangerous conditions are detected. The voltage protector will reconnect only after normal conditions are restored. Power Grip handles ease plugging/unplugging. The voltage protector is weatherproof. camco.net

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Valterra Products

The Mighty Cord 90 Degree LED detachable power cords with handles are available in 30- and 50-amp cords. Extensions reach 25 feet from the source. Cords feature a detachable female receptacle. Cords include a locking ring and finger-grip handle on the male end. Cords are made from heavy-duty gauge cable and feature LED continuity lights. valterra.com

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Parallax Power

The 5300 Series power centers bring output amps to 50-amp shore service while offering filtered full-range DC outputs of 55, 65 and 75 amps. Active power factor correction enables converter sections to operate on 15-amp branch circuits (which total 12), 120-volt branch circuits and 15-amp DC branch circuits with open fuse indicators. The 5300 Series has a full temperature quick charge function. A TempAssure option, which adjusts voltage in real-time based on the temperature, is available. parallaxpower.com

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June 2022 | RV News

The Best Of > POWER SOLUTIONS & MANAGEMENT

Torklift

The PowerArmor battery box line features locking aluminum boxes. Each box is engineered to prevent battery theft and related damage. Boxes are available in multiple sizes. The 24-inch-long boxes hold up to two Group 24-27 batteries. The 26-inch-long boxes hold up to two Group 24-31 batteries. The 58.5-inch-long boxes hold up to five Group 24 batteries and up to four Group 27 or Group 31 batteries. Solar box versions include an attached 10-watt solar panel to charge locked batteries. torklift.com

Allied Lithium

Allied Lithium 100-amp-hour RV lithium batteries are drop-in ready and provide 1,200 watts of power. Up to eight batteries can be used in parallel. Batteries include a battery management system (BMS) to protect from under/over voltage. The BMS will shut the battery down if a cell is out of balance. The batteries are able to discharge in temperatures from minus-4 to 140 degrees Fahrenheit. Each battery weighs 31 pounds. Available accessories include a DC to DC charger connecting directly to an alternator, a waterproof onboard charger and a dashmounted battery meter. alliedlithium.com

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PowerMax Converters

The PM3 Series power converter includes built-in smart charging and single output modes. Smart charging powers batteries in three stages. A 14.6-volt charge boosts drained batteries quickly, a 13.6-volt charge brings batteries to full life and a 13.2-volt trickle charge keeps batteries charged while inactive. The single output mode directly powers 12-volt equipment or maintains a battery at 12 volts. PM3 Series is compatible with lead-acid, AGM and lithium batteries. powermaxconverters.com

Cummins

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The Cummins EC-AGS+ Wireless RV Auto Generator Start System enables automatic, manual or voice-activated start, using a smartphone app. The app also monitors climate and provides maintenance reminders. The system includes an EC-AGS+ Gateway that plugs into the generator and attaches to the battery, a temperature sensor, a power harness and a Y-harness. The app delivers a fault code explaining issues if an error occurs. cummins.com

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The Best Of > POWER SOLUTIONS & MANAGEMENT

Flow-Rite

The Pro-Fill Onboard Watering System enables simultaneously topping off 6-, 8- or 12-volt battery cells to the proper level. The array attaches to a water supply with a quick coupler. A flow indicator signals when filling is complete. A flame arrestor prevents gases from igniting. A water barrier eliminates acid splashing. The system automatically sends water only to low cells. Made in the USA. www.flow-rite.com

Dragonfly Energy dba Battle Born Batteries

Battle Born Batteries’ Gamechanger is a 270-amp-hour lithium-ion battery. The battery is a drop-in replacement for lead-acid batteries. The battery weighs about 80 pounds. Gamechanger can be discharged to 100% of capacity and charges five times faster than lead-acid batteries. Batteries measure 22.83 inches x 7.09 inches x 13.15 inches. The batteries come standard with mounting feet and terminal covers and have a 10-year warranty. battlebornbatteries.com

Relion Battery

The InSight Series 12-volt lithium battery provides 120 amp hours of power. The battery provides 160 amps continuous current, can run multiple appliances on one battery and can provide 3,200 watts of power for up to two minutes. InSight Series’ Low Temperature Series technology provides safe charging at temperatures down to minus-4 degrees Fahrenheit. Batteries are drop-in ready and can be connected in parallel up to 10 batteries. Each battery weighs 34.4 pounds and measures 10.2 inches x 7.1 inches x 10.9 inches. relionbattery.com/products/lithium/insight-gc2-12v

RV News | June 2022

SmartPlug Systems

The 30-amp SmartPlug cordset has over 27 times greater metal-to-metal contact than traditional connectors to reduce electrical resistance. Side clips lock the plug securely into the inlet. Gaskets in the plug body’s interior eliminate water penetration. A Reverse Polarity indicator system lights LEDs if the campground pedestal is incorrectly wired. SmartPlug pushes straight in with one-handed operation. Inlet material chars when exposed to open flames and does not ignite. The SmartPlug cordset is 30 feet long. smartplug.com

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InterMotive Vehicle Controls

The eVolution-Plus is an engine stop/start system. The system automatically charges OEM and auxiliary batteries without draining batteries. Charging is customizable. The system minimizes idle time to reduce engine wear and fuel use. eVolution-Plus includes an anti-theft key-out mode, providing security with the shifter locked in Park. The system uses high idle speed to minimize charging time. An HVAC function controls the vehicle’s temperate as the system is engaged. intermotive.net

Redarc

The RedVision Manager30 Kit features the RedVision TVMS and Manager30 battery management system. The kit provides control and monitoring of onboard devices and the battery’s charge status. RedVision controls onboard devices including lights, inverters, water pumps and power loads such as TVs or refrigerators. RedVision enables monitoring of up to six water levels and temperatures. The TVMS acts as a master switch. When paired with Manager30, the system monitors live battery data and state of charge/storage through a color display or smartphone app. redarcelectronics.com

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The Best Of > POWER SOLUTIONS & MANAGEMENT

EnerSys Yamaha Motor Corp.

The EF2200iS with CO sensor inverter/generator delivers 2,200 watts with a maximum 18.3 amps at 120 volts. The generator includes a new integrated carbon monoxide sensor. The sensor automatically shuts off the generator for five minutes when elevated carbon monoxide levels are detected. The sensor meets the Portable Generator Manufacturer Association’s ANSI/PGMA G300-2018 standard. The generator has a 10.5-hour run time and operates between 57 to 65 dB. Two household plugs, a 12-volt DC plug and a 30-amp RV plug are included. yamahagenerators.com

Odyssey Performance and Extreme batteries for RVs are manufactured with Thin Plate Pure Lead to provide deep-cycle reserve power. The AGM batteries feature flat plates made from pure lead, rather than lead calcium, like traditional lead-acid batteries. Odyssey Extreme batteries provide more than 2,250 amps for five seconds and handle 400 charge cycles to 80% depth of discharge. Sealed batteries never require watering. Batteries operate in temperatures from minus-40 to 140 degrees Fahrenheit. odysseybattery.com

Volta Power Systems Cobra

The Jump Starter 800A lithium-ion power bank can start engines with an 800-amp peak output current. The power bank includes two fast-charge USB ports to charge portable devices. The Jump Starter includes a three-mode LED flashlight. The power bank features protection against reverse polarity, short circuits and overcharges. The Jump Starter’s lithium-ion battery maintains its charge for over 365 days. www.cobra.com

RV News | June 2022

Volta 51-volt Power Systems provide RVs off-grid capability without the noise or emissions of a generator. Volta systems charge through a secondary alternator, fully replacing generator power needs. A touch-screen LCD color display provides status on power, remaining system runtime and pack temperature. Capacity ranges from 3,300 watt-hours to more than 100,000 watt-hours. Systems can recharge from solar, shore or while the motorhome drives. Volta systems can be retrofitted into most RV chassis and are TEI-listed to UL 1973 standards. voltapowersystems.com

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Advertiser Index Advance Systems Group dba Relion . . . . . . . 67 Aims Power . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76 Airxcel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75 Allied Lithium . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61 Brown & Brown dba Reed Brothers . . . . . . . 83 Cummins . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47 Dave Carter & Associates . . . . . . . . . . . . . . . . . . . . 5 Dometic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Dragonfly Energy . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 dba Battle Born Batteries Eq United . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Eq United . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63 Fairweather Innovation . . . . . . . . . . . . . . Insert 1 dba Sea View Global GE Appliances . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Go Power by Dometic . . . . . . . . . . . . . . . . . . . . . . . 59 Harmony Enterprises dba Earthkind . . . . . 43 Horizon Global Corp. . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Hughes Autoformers . . . . . . . . . . . . . . . . . . . . . . . . . 31 Icon Technologies Limited . . . . . . . . . . . . . . . . . IBC Jaeger-Unitek Sealing Solutions . . . . . . . . . . . . 91 KPA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 73 Laurelhurst Distributors . . . . . . . . . . . . . . . . . . . . 93 96

RV News | June 2022

Thank you to our advertisers for their ongoing support of RV News magazine

LaVanture Products . . . . . . . . . . . . . . . . . . . . . . . . . . 55 Lippert Components . . . . . . . . . . . . . . . . . . . . . . . . BC Lippert dba Curt . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Marshall Excelsior Co. . . . . . . . . . . . . . . . . . . . . . . . . 21 NTP-Stag . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IFC Performance Brokerage Services . . . Insert 2 Power Max Converters . . . . . . . . . . . . . . . . . . . . . . 23 Truck System Technologies . . . . . . . . . . . . . . . . 90 Pure Liberty Mfg. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 Rev Recreation Group . . . . . . . . . . . . . . . . . . . . . . . . 71 Reverse Mate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87 Rieco-Titan Products . . . . . . . . . . . . . . . . . . . . . . . . 89 River Park . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Robert Weed Plywood Corp. . . . . . . . . . . . . . . . 33 RV/MH Hall Of Fame . . . . . . . . . . . . . . . . . . . Insert 2 Southwire Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84 United States Warranty . . . . . . . . . . . . . . . . . . . . . . 7 Way Interglobal Network . . . . . . . . . . . . . . . . . . . . 19 Xantrex . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77 rvnews.com

RV News June 22

Articles inside

Right Place, Right Time

Destination Zero

Aligning Iconic Brand Offerings

Newmar’s Cycle of Life

Newmar’s Journey Forward

Dealer Unit Allocations