RV News March 2022 by ⌘ ⇧ ⌥

RV News The Voice of the RV Industry

March 2022

94 Stores, 29 States +

Crowds Return to NTP-Stag Expo . . . . . . . . . . . . . . . . . . . . 12 Manufacturer Brand Managers Discuss 2022 Fan Favorite . . 34

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Hanwha Azdel Targets Flooring . . . . . . . . . . . . . . . . . . . . . . 72 Tiffin Unveils New Super C . . . . . . . . . . . . . . . . . . . . . . . . . . 78 3/1/22 4:54 PM

Service You Trust Product You Need Warranty Fulfillment Business Development Opportunities: Overlanding • Marine • eBikes

We know you’re busy. The phones are ringing, there are customers in the service bay and parts to be ordered. Count on NTP-STAG with the inventory, service and resources to simplify the business of doing business.

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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.

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Contents VOL 46, ISSUE 3 | MARCH 2022

TOP STORY

12 Embracing Certainty

The 2022 NTP-Stag Expo national distributor’s show welcomed hundreds of attendees and exhibitors to Las Vegas.

12 AFTERMARKET DISTRIBUTOR SHOW INSIDE

34 Fifth Wheel Fame

Executives from 2021’s top-selling fifth wheel brands explain why the category showed growth in the year and why they expect sales to grow strongly again in 2022.

34 FIFTH WHEEL TRENDS

50 New Ideas Pop Up

One towing supplier recently brought two new niche products to market.

56 52-Card Pick Up

RV Retailer more than doubled in size in 2021, acquiring 52 stores in 52 weeks. In doing so, the dealership group became the second-largest dealer in the country.

64 RVTI: The Teen Years 56 DEALER PROFILE

After launching a self-paced online curriculum last year, the RV Technical Institute will focused 2022 efforts on recruiting service technician students from outside the industry.

72 Getting to the Bottom of the Solution

Hanwha Azdel’s composite panels are moving from sidewalls, ceilings and roofs to a new position inside RVs.

64 4

SERVICE TECHNICIAN RECRUITING

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78 New Year, New Category

Tiffin Motorhomes launched its first Super C motorhome to start 2022.

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

96 THE BEST OF

84 SUPER C MOTORHOMES

ADVERTISING ACCOUNT EXECUTIVE

Ben Dupre

ben@rvnews.com (720) 353-4003 Ext. 1062

84 Super C Sales Set in the West

ART DIRECTOR

Jim Nissen

Super C motorhome registrations are growing rapidly in the Big Sky Region and Western states.

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

96 The Best Of: Hitches & Towing

CIRCULATION & SUBSCRIPTIONS

The best products from the industry’s aftermarket hitches and towing suppliers are highlighted here. UPCOMING TBO CATEGORIES:

APRIL Summer Camping Accessories MAY Jacks, Lifts, Leveling & Ride Control JUNE Power Solutions & Management

Dana Nelsen

CONTRIBUTING WRITERS

Greg Artman, Diane Bishop, Carrie Stacey, Brianna Stashak 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

IN EVERY ISSUE

ADVICE

Letter from the Editor . . . . . . . 8 Advertiser Index . . . . . . . . . . . 112

The Changing of the Buyers . . . . 88

RV News The Voice of the RV Industry

March 2022

Turn Your Pricing Model Upside Down . . . . . . . . . . . . . . . . 90 The Cost of Poor Employee Onboarding . . . . . . . . . . . . . . . . . 94

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.

ON THE COVER

94 Stores, 29 States + 6

. . . . . . . . . 12 Crowds Return to NTP-Stag Expo . . . . . . . . . . . Favorite . . 34 Manufacturer Brand Managers Discuss 2022 Fan

RV News is published by DRN Media Inc.

. . . . . . . . . 72 Hanwha Azdel Targets Flooring . . . . . . . . . . . . . . . . . . . . . . 78 Tiffin Unveils New Super C . . . . . . . . . . . . . . . . .

RV News | March 2022

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RV Retailer President and CEO Jon Ferrando has grown to 94 store locations nationwide.

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Dave

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Letter > FROM THE EDITOR

Spend Time Learning from the Best

ucceeding in any business requires a willingness to listen and learn. A penchant for seeking out the best companies and leaders in the industry to learn from doesn’t hurt. When I was 27, I took my second professional job. I was going to be managing people for the first time in my career. Among the first steps my new employer took was sending me to a management skills training course. There, I learned the nuts and bolts of being a manager, things which I inherently picked up from my first boss but did not know how to put into words, action and organization. The training course leader was a top expert in the field. He had a decorated business career before spending a decade passing along lessons to new managers like me. In the past month, I had the opportunity to watch and learn from two of the RV industry’s leading companies: NTP-Stag and RV Retailer. Take a Chance

The NTP-Stag Expo certainly was a bigger event than the first show I attended last year. The organization and care devoted to every aspect were evident. From the educational seminars and featured presentations to the revamped Power Hour sales on the exhibit floor, thoughtful agenda decisions provided attendees with a successful and entertaining experience. More than just the show was revealed, however. NTP-Stag officials detailed the distributor’s efforts to fulfi ll orders and keep the industry moving. Among the biggest lessons: 8

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When the situation appears to be difficult, lean in and do more rather than cautiously pulling back. NTP-Stag President Bill Rogers said the distributor realized suppliers were facing challenges securing materials to meet orders. Yet rather than cut back on orders, the company leaned in to order more, providing suppliers the security needed to push capacity as far as possible. As a result, NTP-Stag secured more and more products at the end of 2021, putting the company in a strong position to fulfi ll dealers’ Expo orders. The decision is not the one every company would make but NTP-Stag determined it would be the right call. Share Your Plan

Shortly after, I got the opportunity to see RV Retailer’s Leadership Summit. The one-day event brought more than 150 general managers and executives together for a day of meetings with company leaders. RV Retailer’s team learned about results and successes from 2021 as well as goals and expectations for 2022. The event included numerous executives who were not with the company just one year ago. That happens when your dealer chain more than doubles in size within one year. Growing that quickly can bring challenges and risks. Yet RV Retailer’s decision to get leaders together and be on the same page will likely mitigate those risks. Ryan Eagen, general manager of the ExploreUSA Supercenter in Beaumont, Texas, put it best. “We will work together for a common goal for the company,” he said.

Chris Freeman

The company now owns 94 stores in 29 states. Lessons to Implement

The takeaways from the past month appeared obvious. When you are faced with challenges, trust your team and trust your business. Lean in and take calculated risks when you have confidence that your team will execute the plan. When your business finds itself in growth mode, even super-charged growth, do not ignore the smaller details that make the overall goal possible. Talk with team leaders, then empower them to carry out the plan. So many times, we might want to keep information close to the vest and only let certain people in on the grand plan. True leadership, however, trusts the team to execute when they have all the information necessary. It certainly helps, too, to hire the right team trustworthy to carry out your business plan. When you are faced with decisions in your business, look to experts and the industry’s cream of the crop. Study how they achieved their success and determine how you can best bring those lessons to your team. Your success will be our industry’s success. Thanks for reading,

Chris Freeman Chris Freeman Editor in Chief

rvnews.com

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Feature > NTP-STAG EXPO

NTP-Stag President Bill Rogers and his staff welcomed attendees to the 2022 Expo in Las Vegas in January. 12

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Embracing Certainty NTP-Stag Expo President Bill Rogers said the 2022 Expo cultivated relationships and confidence in the year ahead. By RV News Staff | Photos by Mario Ramirez Photography

ttendees lined the grand hallways and lobby area just outside the NTP-Stag Expo showroom entrance. Their intermittent applause and cheers inspired similar reactions from a distribution sales team eagerly waiting inside the doorway. For Bill Rogers, NTP-Stag president, high attendance and genuine excitement to reconnect in person set the tone for what vendors, dealers and company personnel coined “an outstanding show.” The 2022 NTP-Stag Expo is the RV industry’s largest wholesale buying event. The annual show equips customers with fresh business practices, new

tools and sufficient inventory to kick off the new year. The event was sponsored by Airxcel at the new Caesars Forum Convention Center in Las Vegas on Jan. 25-26.

NTP-Stag just continues to step it up each year.” – Matt Laird

The Expo delivered “some welcome certainty in an uncertain world,” Rogers said. “We are grateful to have an opportunity to get together in a bit more

Attendees rushed to visit exhibitors when the Expo show floor opened.

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normal of a state compared to last year,” he said. “It is not perfect, but it is certainly more normal.” The ultimate goal, Rogers added, is to bring the supplier/dealer communities together to share in critical business development and relationship building. Matt Laird, regional aftermarket sales manager at Lippert, said, “It is a tough spot to be in, but NTP-Stag has done a fine job building solid relationships, servicing their dealers and making the right decisions in extremely challenging times. NTP-Stag just continues to step it up each year.” He noted the praise is especially warranted given unprecedented supply

As is tradition, NTP-Stag staff greeted attendees walking into the Expo floor on the first day. March 2022 | RV News

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Feature > NTP-STAG EXPO

Attendees gathered at breakfast the last day of the NTP-Stag Expo to hear author and keynote speaker Joey Coleman.

Coleman emphasizes a point in his speech.

Coleman told dealers they needed to forge deeper consumer connections to retain their customer base.

Author Corey Perlman told PRO seminar attendees their content should focus on platforms their consumers frequent. 14

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Perlman told attendees to use content on their social media sites to fuel consumer engagement. rvnews.com

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chain disruptions, ongoing inventory pressure and lengthy government restrictions, which continue to complicate matters across the RV industry.

“We are committed to supporting our dealers every step of the way,” Rogers said, challenging dealers to evaluate the customer experience more closely and question how to improve that encounter.

Training and Education

Jeff Coates, parts manager at Beaver Coach in Bend, Oregon, said while parts/accessories discounts and new product displays are an enticing draw to the Expo, hands-on educational training and supplier relationship building is central, too. Bryan Fletcher, Valterra’s vice president of sales, echoed the sentiment. He said NTP-Stag’s training offerings were productive. He said new products, technology, merchandising and sales were Valterra’s primary focus during its seminars, especially with so many fresh recruits recently entering the industry. In addition to supplier-led training, RV University and PRO business development seminars prepared dealers to embrace this year’s underlying theme: evolve or dissolve.

4-Point Sway Control

We are grateful to have an opportunity to get together in a bit more normal of a state compared to last year.” – Bill Rogers

Award-winning speaker and author Joey Coleman gave a keynote address to educate dealers about differentiating themselves in a dynamic industry. In today’s digital world, Coleman said, dealers must cultivate a deeper

Quality Construction

personal connection with consumers to retain the increasingly diverse RV customer base. As evidence, he cited how consumer s evolved their purchasing habits during the past two years. He said eCommerce has soared and, as a result, buy-online, pickup-in-store options, such as Parts Via offers, gained in popularity. “The goal is to create a remarkable experience and keep them coming back for more,” he said, stressing how the post-pandemic narrative must shift from the dealer’s desires to each customer’s needs. Coleman encouraged dealers to meet customers where they are, rather than where retailers expect to find them. Doing so means retailers must first experiment with creatively repackaged traditional marketing to provide personalized support, more certainty and more fun. “If you do not prioritize your customers,” Coleman said, “someone else will.”

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Feature > NTP-STAG EXPO Corey Perlman, bestselling author and nationally recognized social media expert, returned to the Expo for a second year. For Perlman, marketing content reigns supreme. He spoke on creating and publishing compelling social media content to spark consumer engagement, fuel intense interest and drive results. Shannon Lindsey of American Family RV in Salem, Virginia, said she found Perlman’s team building advice to be particularly helpful in cultivating employee talent and elevating her team’s passion to new levels.

NTP-Stag stepped in to fulfill tens of thousands of warranty orders in 2021.” – Larry Montante

Author and leadership expert Kelly McDonald led one of the two PRO educational seminars.

Bestselling author Kelly McDonald brought this year’s theme full circle. McDonald is considered among the nation’s top experts in leadership, marketing, consumer trends and cultivating the customer experience. She explained how to identify consumers’ core values and tailor one’s messaging/ marketing efforts to reflect those standards across various demographics. She said doing so will definitively lead to greater sales, profits and customer loyalty. Show Floor

Valterra Products Vice President of Sales Bryan Fletcher discussed the supplier’s 2022 plans before lunch on the Expo’s opening day. 16

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Special show pricing and power hours remained staple Expo attractions. Plus, with 100% online ordering available, Rogers said attendees theoretically spent far less time processing orders and more time interacting with suppliers. Lippert’s Laird said generous product line discounts and show promotions help dealers maximize profits in this tough market. With goods/services costs only growing, he said dealers know the time to invest in inventory is now, especially with the many unknowns ahead. rvnews.com

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Feature > NTP-STAG EXPO

Dealers rush Valterra Products’ booth to turn in cards and unlock special Power Hour pricing sales.

(R to L) PullRite’s Paul Percival meets with ExploreUSA Supercenter’s Steven Davis at the PullRite booth.

Ultra-Fab’s Brian Allred discusses jacks with Anne Wyant, a parts advisor at Rick’s RV.

(L to R) Tyler Ferre, Deven McCann, Jason Binks, Kim Dewsnup, Pat Hunt and Rob Stratton at the Progress Mfg. booth. 18

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Kyle Gibson of Route 66 RVs. rvnews.com

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As such, Blue Ox representatives said customers appeared “eager to shop and ready to buy.” For American Family RV, bulk buys at the Expo carry the business through a half year, at minimum. Laird said many dealers followed American Family RV’s purchasing patterns. “Case in point, dealers are purchasing months out so they can try to avoid shortages,” he said. “That remains one of the biggest fears among dealers— not having product to sell.” Spotlight on New

Numerous suppliers introduced their latest products at the show. John Foster, parts manager at Motor Sportsland in Salt Lake City, said new product releases are just as valuable as the event’s hot pricing deals. For instance, three suppliers— Airxcel, Lippert and Husky Towing— serve as an example of the variety of new items unveiled.

(L) Dometic’s John Kendall describes the benefits of the supplier’s water heaters to a dealer representative.

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Feature > NTP-STAG EXPO

(L to R) Mylene Cote, Renaud Paquet and Danielle Marcotte of Location Economique ask Rosie Hirsch about Camp Casual’s camping accessories.

Attendees check on electronic orders while sitting on Thomas Payne furniture at the Lippert booth. 20

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“We are getting a lot of great feedback from customers, as well as a lot of interest and good questions about new Airxcel products,” said Chris Gorski, product marketing director. Airxcel launched its new Smart Control Center—an advanced interface providing a residential smart thermostat, like Nest, consumers can co-program and use in their RV. The company also debuted a new aftermarket air conditioner SoftStart module. The product reduces the initial power draw spike when air conditioners kick on. Gorski said when a low amperage plug-in or an underpowered generator is used, the air conditioner’s circuit can trip and shut down. Rather than a traditional quick AC startup, the SoftStart module provides a slower ramp-up to lower the power draw and protect circuits from tripping. “Think about having to physically push a car,” Gorski said. “Getting it to move those first four feet is the hardest part until you build momentum, right? The SoftStart module is kind of like that. rvnews.com

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Feature > NTP-STAG EXPO “This is an easy, easy upsell for dealers,” he said. “Anyone who comes in with a coach that has a Coleman Mach AC would like this product, so it is a good revenue generator for the dealers.” Laird said buzz at the Lippert booth about its latest products was also promising. “The feedback on our lines was fantastic,” he said. “Customers are happy to be here, and their eyes are certainly open to new products.”

All-electronic ordering returned to the Expo in 2022.

We are getting a lot of great feedback from customers.” – Chris Gorski

Attendees reviewed new hitch products at the Blue Ox display. 22

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Lippert’s Curt brand debuted a new Crosswing fifth wheel hitch. The 20,000-pound-rated Crosswing features premium steel construction, a rust-resistant finish and a reinforced head connection point. The product’s simplified coupling system offers a visible contact surface as the head channel guides the kingpin into place. Crosswing provides fore, aft or lateral head articulation when connecting on uneven terrain and three points of height adjustment (16-3/8 inches to 20-3/8 inches) Curt’s ShockDrop shock-absorbing hitch technology and a cushioned isolator help prevent jerking, jarring, vibrating and rattling. The combination provides a smoother towing experience, Laird said. Crosswing’s ultra-lightweight design, strategic grip placement and three-bolt assembly ease installation-product qualities appealing to dealers, he added. Curt also released new pin boxes and 25,000- to 40,000-pound industry-rated base rails. The base rails accommodate any Curt fifth wheel or competitor hitch with industry-standard mounts. Gahre Scudder, product manager at Husky Towing, said his company intends to improve its legacy products and expand the existing towing line with an emphasis on safety. Husky will fill in portfolio gaps, especially with gooseneck applications. rvnews.com

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For example, because many trucks come standard with an OE puck system, Husky developed a new fifth wheel wedge. The new product enables a Husky fifth wheel hitch to be used with a fifth wheel pin box, such as the Reese Sidewinder. For 2020 (or later) GM 2500/3500 model trucks, the company offers two other recent products—replacement OEM upright legs and a new industry standard rail (ISR) frame bracket kit. “The OEM upright legs assemble with one of the Husky products’ three fifth wheel heads, allowing customers to install a fifth wheel into a truck that came with a factory puck towing package,” Scudder said. “It eliminates any drilling and provides an easy, custom install.” He said the ISR fifth wheel brackets bolt to the truck’s frame so the ISR can be installed on the truck bed’s surface, thereby permitting fifth wheel, gooseneck plates and other accessory use.

(R) Tom Manning & Associates sales rep Chris Polley explains Stromberg-Carlson’s product benefits to a California dealer representative.

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Feature > NTP-STAG EXPO

(L to R) Todd Vice, Derek Dombrowski and Bobby Raatz of Arterra Distribution. Overlanding New Products

(L) Dura Faucet’s Darrell Higgins talks with a dealer representative about the supplier’s faucet display. 24

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NTP-Stag sales personnel said prudent dealers will consider more than merely the items campers require while towing. Rogers said dealers must consider how consumers’ tow vehicles will expand adventures once unhitched. The “RV lifestyle” definition varies, he said, when applied across the diverse camping community. He stressed crossover market opportunities. Kayaks, bikes, tools and equipment are not just housed or transported in toy haulers. From cargo management solutions to ancillary off-road-ready gear, a camper’s tow vehicle is a lifestyle carrier, Rogers noted. In years past, Rhino-Rack outside sales representative Jeremy Sexton said RV dealers seemed hesitant to embrace overlanding’s potential. These days, however, campsite availability is sparse. He said dealers recognize how customers have embraced alternative camping solutions, such as off-grid recreation. As a result, Sexton said, booth traffic had a noticeable uptick in interest in overlanding products this year. rvnews.com

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Feature > NTP-STAG EXPO

(L to R) Demco Products’ Brad Van der Pol, Jeremy Drebenstedt, Jeff Johnson, Craig Snider, Mike Strasser, Doug Northcutt, Adam Ross, Kevin Ten Haken and Bob Koerselman. Rhino-Rack debuted its ReconnDeck Bars, Reconn-Deck with NS Bars and Reconn-Deck with Pioneer Platform. Sexton said the modular truck bed system features lightweight aluminum construction and no-drill installation, making mounting and dismantling more user-friendly. With a fixed height of 11 inches and rated at carrying up to 330 pounds, he said the system provides consumers easy access to a range of gear. Bonus security options are available via secure core locks on Vortex and Reconn-Deck bars or accessories. The company also highlighted its all-new Universal Backbone. The patented mounting mechanism allows for a modular, angular adjustment across various toppers and includes a five-year warranty. Sexton said another popular item is the Stow It mounting system—a secure carrying solution for shovels, spades, paddles, axes, fishing rods and more. He expects new applications to hit the market soon. Dometic released a few crossoverfriendly products as well, including a 12-volt, 8-cubic foot refrigerator. PropackRV Mar News 22 Ad Approval.indd 1 | March 2022 26

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The company also showcased its new CCF-T center console refrigerator. The CCF-T fits into a tow vehicle’s center console and serves as a compressor refrigerator to keep items cold. Sara Dover, Dometic brand manager, said powered coolers from the company’s CFX3 line expanded into smaller sizes. New solar-powered products also debuted at the Expo, with Redarc entering the off-grid game alongside Go Power!, Zamp Solar and Samlex. Redarc—known for its DC power supplies, DC to DC chargers, vehicle management systems and electric brake controllers—leaned on its 40 years’ experience to branch into the complementary segment. Redarc displayed new flexible solar blankets, portable folding solar panels and permanently fixed solar panels, available in 50- to 200-watt capacities and supported by a complete accessory range. Rogers said crossover market opportunities deliver revenue boosters for retailers during uncertain times. He said crossover product offerings will remain a key focus for NTP-Stag in the year ahead. rvnews.com

3/1/22 4:56 PM

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Long-term strategies at NTP-Stag remain firmly rooted in strengthening core relationships, from maintaining an open dialogue with suppliers to being a reliable distribution partner to retailers, according to Larry Montante, vice president of category management at NTP-Stag and Keystone Automotive Operations. Right now, he said, the key to being a solid partner is remaining flexible and being transparent. Valterra’s Fletcher said NTP-Stag opened a communication valve with his company during the past 18 months. A regular cadence call with the distributor’s supply chain team ensures Valterra and NTP-Stag identify individual pain points and work through solutions together. Motor Sportsland’s Foster was a beneficiary of such efforts. He said though coping with industry-wide supply chain setbacks is frustrating for retailers, he can rely on NTP-Stag to deliver available products on time. Rogers said meeting inventory demand was crucial. Inflationary pressure translates to complex business challenges for retailers, he said. rvnews.com

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Feature > NTP-STAG EXPO

(L to R) MORryde’s Austin Conrad displays a step system to Primeaux RV’s Stephen Aucoin and Tate Sonnier. Beyond cost, raw material shortages and backlogged supplier SKUs, the distributor monitors and responds to challenges as best it can. Rogers does not foresee prices decreasing any time soon. He said stocking up guarantees inventory is immediately on hand to service customers. As such, last summer NTP-Stag started building up and rounding out its inventory to accommodate customers at showtime. “Keeping purchase orders launched at the same volume, whether the supply chain is cooperating or resources are available or not, shows they want that first order,” Laird said. “NTP-Stag positions itself to be the first one fulfilled, so they will be the first one to market.” Warranty Fulfillment

(R to L) Race car driver Amber Balcaen with Icon Technologies General Manager Elroy Martens. Icon sponsors Balcaen’s team in the ARCA racing series. 28

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According to Montante, the distributor is making significant headway in its warranty fulfillment program, alongside OEM partners such as rvnews.com

3/1/22 4:56 PM

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Feature > NTP-STAG EXPO

Tom Manning & Associates rep Chad Johnson leads a session on Marshall Excelsior products.

Airxcel’s Andy Miksell leads an RV University educational session.

(L to R) Curt Group’s Matt Laird and Will Jarrett talk to attendees.

Reese’s Mike Curl. 30

RV News | March 2022

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Xantrex’s Brandon Mantz.

Brett Thomas of Hughes Autoformers. rvnews.com

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Grand Design RV, Jayco, Heartland RV, Winnebago Towables, Airxcel’s Coleman-Mach and more. With OE inventory on hand and next-day delivery, he said NTP-Stag serves as a critical link between the OEMs responsible for approving a warranty claim and the dealers trying to get their customers back on the road. “NTP-Stag stepped in to fulfill tens of thousands of warranty orders in 2021, effectively turning a bad situation into a good touchpoint for dealers,” said Montante, who pointed to reducing Repair Event Cycle Time (RECT) as an industry-wide initiative. Marine Products

NTP-Stag continues to invest in adjacent markets and new product categories. As a result, customers benefit from greater access to aftermarket parts and accessories, Rogers said, plus the ability to diversify their businesses.

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The feedback on our lines was fantastic. Customers are happy to be here, and their eyes are certainly open to new products.” – Matt Laird

For example, the distributor went full throttle in the marine segment by adding more than 17,000 new SKUs last year. Since acquiring SeaWide Marine, a North American marine electronic and electrical product distributor, Montante said the company nearly tripled its inventory and expanded its customer reach. “There is so much opportunity within marine,” Rogers said. “Whereas you have a few main OEMs in RV, you have hundreds on the marine side, and

there are huge benefits for them to partner with us.” Facility Expansion

In March, NTP-Stag parent company LKQ Corp. broke ground on a new 200,000-square-foot warehouse in Orlando, Florida. Rogers said southeast expansion relieves pressure off the neighboring Austell, Georgia, facility and allows the company to better serve current shipping routes. As NTP-increases its marine program, the Orlando warehouse is strategically well-positioned between coastlines, he said. Going forward, Rogers and Montante agreed that the goal is not only to physically expand but also to evolve. Doing so, they said, ensures NTP-Stag will be a pillar of strength in uncertain times.

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March 2022 | RV News

3/1/22 4:56 PM

Feature > NTP-STAG EXPO

Attendees were welcomed onto the turf at Allegiant Stadium, home of the Las Vegas Raiders, for the closing reception. The reception was sponsored by Dometic.

Pop40 entertained attendees at the reception, led by (front, L to R) singers Lily Arce and Fletch Walcott.

(L to R) Colman’s Country Campers’ Jamie McLaughlin, Elizabeth Campbell and Jessica Grace played oversized beer pong during the reception. 32

RV News | March 2022

Attendees tried their hand at a 15-yard field goal or throwing footballs into pocketed targets.

(L to R) Brent Shepherd, Thomas Shepherd, Trudy Shepherd, Ron Shepherd, Derek Weaver and Bill Rogers. rvnews.com

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Trends > FIFTH WHEELS

Fifth Wheel Fame RV manufacturing brand managers say the fifth wheel segment, feature-rich and flush with consumer demand, is a bright spot and 2022 fan favorite. By RV News Staff | Photos by Stillson Studio

hen the 2020 RV buying boom thundered across the industry, a tidal wave of new buyers flooded into dealer lots. However, the recent deluge did more than simply usher in fresh consumer faces—less-familiar demographics

RV News | March 2022

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also came to the industry’s forefront, said Colin Dechant, general manager at Keystone RV’s high-end Montana fifth wheel line. “RVs are no longer just for camping,” he said. “These days, they are mobile offices, classrooms on wheels and, in

some cases, a home on the road for six months at a time.” With total RV segment sales up 11.4% year-over-year, industry executives reflect on one amenity-rich growth segment as a driving force: fifth wheels. rvnews.com

3/1/22 4:56 PM

North American Fifth Wheel Retail Registrations

2021 Top 5 Fifth Wheel Brands Market Share

Up 28%

1 Grand Design Reflection

2021

104,626 2019

81,773

2 Keystone Montana

Through November 2021. Source: Statistical Surveys Inc.

2021 Fifth Wheel Pricing

3 Keystone Cougar

Under $50K

4 Grand Design Solitude

By Segment

10%

20%

$50-$90K

70%

5 Forest River Cherokee

70%

$90 and over

9.99% 7.3% 6.27% 5.4% 5.19%

(including Arctic Wolf and Wolf Pack toy haulers)

10%

Source: Statistical Surveys Inc.

2021 Top Fifth Wheel Sales by State

Tony Lizzi is the product manager for Grand Design’s Reflection fifth wheel.

1. Texas

2. California

3. Florida

4. Michigan

5. Washington

Source: Statistical Surveys Inc.

According to recent Statistical Surveys Inc. data, new fi fth wheel registrations rose 28% across North America when compared with 2019 pre-pandemic registration figures. At a 10% market share of the fi fth wheel segment, Grand Design’s mid-priced Reflection remains the bestselling fi fth wheel brand for three years running. Montana held the title previously. Despite relinquishing the top spot after holding it for two decades, Keystone RV still posted record 2021 sales. Forest River’s Cherokee brands, Arctic Wolf and Wolf Pack, also gained rvnews.com

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solid traction. Forest River rounds out the top five bestselling fifth wheel brands. Company representatives said their two most popular brands remain laser-focused on marketing their value proposition and speculate on market share gains in 2022. Value Proposition

Tony Lizzi, Grand Design’s Reflection product manager, said young families and seasoned RVers alike are drawn to the fifth wheel’s spacious floorplans, which can feature auxiliary office space, high ceilings, unique sleep configurations and surplus storage.

He cited his brand as a leading example of modern fifth wheel design. Reflection launched in 2013 as a lighter, easier-to-tow alternative to the company’s historically successful extended-stay fifth wheel, Solitude. Lizzi said Reflection provides a terrific value by serving the high-quality expectations of consumers with a mid-priced vehicle. The Reflection division surpassed 50,000 total units sold by the end of 2021, nine years post-launch. Lizzi said since the brand’s introduction, Reflection has focused on high quality construction while providing modern March 2022 | RV News

3/1/22 4:56 PM

Trends > FIFTH WHEELS

The Reflection 341RDS is among eight floorplans available in the brand’s fifth wheel lineup.

Lizzi was promoted from a sales representative to the Reflection product manager in 2020.

The Reflection brand became the top-selling fifth wheel brand in 2021, according to Statistical Surveys Inc. Lizzi led the brand. 36

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finishes and detailed design. Grand Design not only set the bar high on quality early on, but also implemented an industry-leading warranty. He cites these factors in Reflection’s rise to the No. 1 selling fifth wheel slot. In a day and age when RVs are being used differently, brand managers at all three companies agreed fifth wheel units check many boxes. Lizzi highlighted the couples coach floorplan 337RLS as a prime example. Opposing slide outs and strategic window placement maximize Reflection’s living space and give the unit an open, airy feel, he said. The floorplan includes popular residential aesthetics such as solid-surface countertops, high-quality cabinetry and a grand master bedroom with a wardrobe, Lizzi said. Over the course of two decades, Keystone RV’s Montana brand has put more than 100,000 units on the road. Dechant said Montana offers nine highend floorplans featuring numerous amenity upgrades, all focused on creating “the ultimate customer experience.” Traditionally, he said, the RV industry was a few years behind home décor trends. “That has changed,” he said. “We are not only tracking residential trends more closely but also integrating them more quickly, so our RV offerings mirror what customers want.” At Forest River Cherokee’s Arctic Wolf, Product Manager Jeff Cripe crowned the 287BH as the marquee rvnews.com

3/1/22 4:56 PM

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Trends > FIFTH WHEELS

Colin Dechant became the general manager of the Keystone Montana brand in the fall of 2020. 38

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floorplan. The single-slide fifth wheel is 35 feet long, weighs 8,400 pounds dry and sleeps eight to 10. He said the model is a winning setup for every consumer demographic. Cripe noted how the brand has evolved its vehicles in recent years. The Arctic Wolf—created to fill a Cherokee product line gap in its fifth wheels—is value-priced, lightweight and easy to tow. The brand targets young buyers and light-duty truck owners. “It was a good-quality product that was really pretty, flashy and highly targeted,” Cripe said. “Today, with the onboarding of multiple-slide units, new floorplans, functional bed slides and washer/dryer prep, our lineup runs the gamut. Now, there is something for everyone.” For Wolf Pack Product Manager Chris Grathen, fifth wheels serve double duty between a family RV and a toy hauler. From transporting bikes, kayaks and camping gear to golf carts RV News Grathen Ad March.pdf or motorcycles, said 1the 2/10/22

Wolf Pack features functionality and flexibility that appeal to millennials and retirees alike.

Today, with the onboarding of multipleslide units, new floorplans, functional bed slides and washer/ dryer prep, our lineup runs the gamut.” – Jeff Cripe

“Customers come through at shows, and they are amazed how the bed system works. It is like a light just goes off at the possibilities,” he said. “I cannot tell you how many customers have said, ‘I just bought a bunkhouse 3:50 andPMnever considered a toy hauler.’”

He highlighted 365PACK16 as equally comfortable and equipped to accommodate the all-new—and elongated—Can-Am UTV. The two-slide, bath-and-a-half floorplan measures 44 feet long, weighs 12,500 pounds dry and includes a 15-foot, 10-inch garage. Dechant credits savvy consumers for doing their homework, thus raising the bar across the board. He noted how prospective buyers choose to educate themselves varies depending on demographic but said they all eventually discover fifth wheels’ value proposition. Fifth Wheel Top Seller

In 2019, Reflection surpassed Montana as North America’s bestselling fifth wheel brand, an accomplishment Lizzi credits to a proven back-to-basics approach. He emphasized superior product quality, a lean but nimble company structure and market-leading customer service as three integral components

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Trends > FIFTH WHEELS

Keystone RV’s Montana fifth wheels were the second-leading seller in the category in 2021, according to SSI.

Receiving Manager Dennis Setterberg examines the wiring connections on a Montana.

Dechant works with Keystone RV designers to upgrade Montana’s interior amenities to differentiate the brand from other high-end fifth wheel competitors. 40

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to Reflection’s success. He said quality starts with a purchasing team relentless in its procurement standards. “We will never use inferior parts,” Lizzi said. “Others may be taking shortcuts due to global supply chain shortages, but we believe there is no substitute at the expense of product quality.” Lizzi said, overall, the company is reluctant to pull content out to cut costs. “We do not want this short window of inflation to tarnish what we worked so hard to gain in reputation,” he said. “So, we continue to hold our standards high for any parts we are bringing in, and we are standing firm that we will not chase savings in the name of an inferior product.” Upon stepping into a Grand Design, Lizzi said customers immediately notice details such as ductless flooring throughout, solid wood doors and cabinetry, plus motion-sensor controlled LED lighting in key areas, Lizzi said. Comfort and convenience extend to other features as well, he said, including a four-seasons package and one-touch auto-leveling. A universal docking station provides an all-in-one heating and winterization system location. Lizzi said controlling the production rate contributes to focusing on quality over quantity.

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Trends > FIFTH WHEELS

(L to R) Heather Shepard, sales; Chris Grathen, product manager; and Chuck Lamon, plant manager; helped Forest River Cherokee’s Wolf Pack fifth wheel toy haulers gain share in 2021. 42

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rvnews.com

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Mega Montana

“While our business has certainly grown and matured, our work chart remains lean and mean, which allows us to better react and maneuver through volatile market conditions,” Lizzi said. He noted, for example, how the purchasing team’s solid relationships with suppliers paid dividends in procuring parts in grim times. “You do not realize how many parts go into an RV until they stop showing up,” he said. “Purchasing agents at any mass manufacturer deserve high praise for their efficient and effective decision making that help keep our production lines working.” Reflection’s successful product offering, and respectable customer service reputation, led to higher consumer engagement and increased sales, Lizzi said. Since securing a 10% fifth wheel market share, he said brand recognition only continues to multiply. “People are proud to own a Grand Design. That kind of buzz is contagious,” he said.

A household name for more than two decades, Dechant said Montana and Montana High Country set the benchmark in high-end fifth wheel travel. The vehicles include premium materials, top-quality construction and upgraded amenities, he said. Keystone RV’s profound attention to detail leads customers to expect these signature qualities in any Montana coach, he added. Dechant acknowledged a perfect storm of challenges is affecting the industry but credited a skilled team for navigating an upstream current. Difficult market conditions require tough decisions to balance quality, fit and finish with efficiencies, Dechant said, but added Montana is committed to advancing its hallmark characteristics. “I always say the past 18 months have been like whack-a-mole: solve one problem and another challenge is right behind it,” he said. “The beauty

is very few industries are as agile and dynamic as ours, and because of it, we have been able to pivot quicker and better than most.” Dechant said the current macroeconomic situation did not deter Montana’s sister brands from also having a record-breaking year. “We have been conditioned time and time again to focus on the supply chain shortages, but there is also massive consumer demand,” he said. “It is the first time, in my experience, we have seen them happening at this rate…at the exact same time.” A larger and broader Montana customer pool drove more products out the door—and at a higher sixfigure price point. Although inflation is causing all RV manufacturers to increase pricing, Dechant said new price increases are not currently impacting sales. “A $100,000-plus fifth wheel is a crown jewel in the value proposition,” he said, noting customers recognize

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March 2022 | RV News

3/1/22 4:57 PM

Trends > FIFTH WHEELS

Arctic Wolf fifth wheels filled a gap in Cherokee’s line by adding a value-priced, lightweight fifth wheel RV.

(L to R) Associates Karissa Schlabach and Kayla Miller review the Arctic Wolf’s exterior during their pre-delivery inspection.

Associate Shannon Wiese shines up the exterior decals. 44

RV News | March 2022

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Arctic Wolf Final Group Leader Sam Riehl.

Furniture installer Henyer Miller carries theater seating into an Arctic Wolf. rvnews.com

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the intrinsic and financial worth a fifth wheel affords and are willing to pay for it. As off-grid travel continues to flex its staying power, Montana decided to make its best-in-class axle package and advanced solar power setup standard equipment in 2021, Dechant noted. “Customers cannot even see the axles, yet we are spending more money on them than ever before,” he said. “Why? Because it is the point of contact on the road and the No. 1 component to ensure a high-caliber product and customer safety.” Featuring a 50% thicker axle tube and more robust leaf springs with an extended service life, the 7,000-pound Dexter Gladiator axles improve camber retention, decrease the likelihood of flattened springs and eliminate manual brake adjustments. The components work in tandem with Montana’s selfadjusting Nev-R-Adjust brake system. “This investment in our brand is going to improve (coach) performance

and the customer experience, only driving our success farther down the road,” Dechant said.

We will never use inferior parts. ... we believe there is no substitute at the expense of product quality.” – Tony Lizzi

He described Montana’s commitment to alternative power solutions as a similarly forward-thinking investment, at levels “above and beyond” the competition. Fully warrantied for full-time living, SolarFlex packages let customers go off -grid longer. All Keystone RV fi fth wheels and travel trailers now feature

one of four SolarFlex solar energy systems, from the standard-equipped SolarFlex 200 or 400i to SolarFlex 600i-L. The SolarFlex 1200i-L, the package with the largest solar capacity, is exclusively available on Montana models. Dechant said solar power’s learning curve intimidates many first-time buyers, and they often fail to see the value past off-grid travel. However, a small 200-watt, 15-amp charge controller will enable Montana to charge two RV batteries during a day’s peak sunlight. Having such electrical autonomy can maximize a camping experience, he said, and potentially extend battery life, saving consumers money in early replacement. Flexibility was an important motivator when designing Solar Flex packages, Dechant said. As a result, owners can upgrade their Montana solar system with approved and warrantied parts available directly through authorized Keystone RV dealers.

TOUGH COLLECTION

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2/16/22 11:25 AM

March 2022 | RV News

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Trends > FIFTH WHEELS

(L to R) Shepard; Jeff Cripe, Arctic Wolf product manager; Matt Lower, purchasing agent; and Lavern Mullett, plant manager; help keep Arctic Wolf manufacturing on schedule.

“What we have also done is prepped behind the unit’s walls and in the electrical system to allow the system to flex,” he said, “so it does not take the same amount of shop time to add onto the system.” Thus far, he said customers seem delighted by the new technology. Keystone RV is seeing a huge take rate, he noted, with SolarFlex exceeding company expectations “by at least double.” Movin’ on Up

At Forest River’s Cherokee, Cripe and Grathen share optimistic views about the fifth wheel market at large and their efforts to grow Arctic Wolf and Wolf Pack market share. Cripe said Arctic Wolf offers the industry’s most weight-conscious fi fth wheel lineup. Even at 38 feet, the fi fth wheels are the best lightweight options for RVers concerned with easy towing and fuel economy, 46

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he said. The floorplan variety appeals to a wide buyer range, Cripe added. For Wolf Pack, its 365PACK16 features folding half-bath walls that collapse to create space in the garage. “I have seen the toy hauler’s garage space multipurposed as an office, classroom or secluded area for the pets,” Grathen said. Cherokee fifth wheel amenities include sleek cabinetry, theater seats and an open kitchen featuring a high-efficiency Cannon 12-volt, 11-cubic-foot residential refrigerator. Zebra shades, called an exclusive industry first by brand managers, enable customers to control interior` lighting, from fi ltered to blackout. “You walk into our units, and the design is just top-notch,” Grathen said. “We are lucky to get up and match our clothes every day, but our interior designer, Michelle Kay, really knows how to bring it all together,” he said. “From the countertops and fi xtures to

the floors and fabrics, everything is flawless and just flows.” Cripe also touts premium features such as the Ground Control 3.0 automatic electric leveling system, Lippert’s OneControl multiplex and a Juice Pack solar power setup to the brand’s 2021 success. “At Cherokee, we are heavily focused on the value proposition, and it takes stable pricing to maintain that balance,” Cripe said. “We know our customer is very price conscious, so we will not add just any features/benefits to the units. Rather, we add the right ones.” He noted the Cannon 12-volt refrigerator as an example, explaining Cherokee was the first brand to include the offering across its entire lineup. By identifying high-impact amenities and rolling them out companywide, Cripe said Cherokee can ensure marketplace exclusivity as suppliers struggle to outfit competing brands with the same products. rvnews.com

3/1/22 4:57 PM

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Grathen started his RV career in 2013. He has been with Forest River more than seven years.

He admitted part shortages have caused RV manufacturing heartburn but credited Cherokee’s purchasing group for keeping the plants on track. In early March, Wolf Pack opened a new toy hauler facility at its LaGrange, Indiana, campus. “We have a very collaborative partnership with our dealer base. We work with them regarding what to bring in and where they need to be,” Cripe said. “Likewise, we know what we stand to gain by performing properly on their lots.” When the market does normalize, Cripe believes data will show Cherokee fifth wheels have a greater portion of an expanded market. “You cannot go on autopilot and expect the kind of success you want,” he added. “We are all at max production right now, so we are going to grow market share by outworking everyone else.”

Trends > FIFTH WHEELS

Looking Ahead

Quality Control Leader Victoria Randol provides a final interior review before an Arctic Wolf fifth wheel is ready to ship. 48

RV News | March 2022

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RV manufacturer executives agree double-and triple-digit growth across the RV industry is not sustainable. However, brand managers say consumers’ love affair with fifth wheels will continue. Most RVers buy between four and six RVs during their lifetime, Dechant said. Even if the industry retains only a small percentage of first-time buyers who sought freedom and adventure during the pandemic era, he said, the fifth wheel segment retains an enormous opportunity. “Those who really come to love and embrace the lifestyle and came in at entry-level or at just super-small and lightweight vehicles, they are going to want to trade up for more space, more comfort and more amenities,” Dechant said. “So, we are going to catch those same buyers on the second or third buying cycle with an even bigger purchase than the first time around.” Grathen and Cripe concurred. The pair noted how the segment’s opportunity extends past first-time buyers and will include future seasoned RVers trading in.

rvnews.com

3/1/22 4:57 PM

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3/1/22 4:57 2/10/22 4:36 PM 3:04 PM

Feature > AFTERMARKET SUPPLIER

(L to R) Darryn Young, chief operating officer of Young’s Welding Inc., and Derrick Bruenger, PopUp Towing Products advertising/marketing/ sales, make towing products from PopUp’s Kansas plant.

New Ideas Pop Up PopUp Towing Products recently launched two new niche towing products in 2022. By RV News Staff

errick Bruenger has been pulling his weight in the RV industry for two decades. Throughout his career, “pulling his weight” has meant numerous things. Most recently, it includes launching two new PopUp Towing Products offerings. Before joining PopUp in 2012, Bruenger worked at NuWa Industries for seven years. NuWa used frames built by Young’s Products LLC, the parent company of PopUp Towing Products.

RV News | March 2022

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Working since 2005 at NuWa and PopUp provided Bruenger with an up-close look at consumers’ towing needs. “It helps when you have seen a lot of crushed trailers and crunched trucks,” he said. “I have seen the results of a lot of the problems that we now solve with what our company makes.” The newly released King Pin 2 Hitch Ball (KP2BP) is an adapter hitch ball that empowers a fifth wheel hitch to tow gooseneck trailers. The product

solves the problem of needing to switch out hitches when transitioning from towing a fifth wheel to a gooseneck trailer. The KP2BP has a 10-inch round bolster plate in the middle. The top side of the plate has a standard 2-inch kingpin. The bottom side features a 2 5/16-inch hitch ball. Brian Fairchild, PopUp Towing Products sales and business development consultant, said Canadian distributors requested that PopUp rvnews.com

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PopUp Towing Products’ ET Junior air-ride fifth wheel hitch has a single air bag and a weight capacity up to 25,000 pounds. tk

make a product with the versatile features KP2HB offers. They told the supplier certain Canadian towing standards make using a fifth wheel hitch mandatory in particular situations. Gooseneck trailer consumers meet those towing regulations with the new KP2HB, without switching out the entire hitch if they previously towed a fifth wheel. “Between the RV fifth wheel trailers on the road and the gooseneck trailers, this was an opportunity to fi ll that rvnews.com

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Brian Fairchild, national sales director, worked with the ET Hitch’s creator to adjust the hitch so it could be manufactured more easily by PopUp. March 2022 | RV News

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Feature > AFTERMARKET SUPPLIER

The KP2BP hitch solved a pain point Canadian distributors brought to PopUp staff. Gooseneck trailer consumers can tow fifth wheels with the KP2BP without switching out the entire hitch.

need,” he said. “We thought it was worth the risk. We were able to build it and compete with similar products on the market and at a competitive price. We took the risk.” The supplier initially rolled out the hitch in February and began mass producing it in March. Fairchild said although the hitch is “kind of a boring part,” based on current unfulfi lled consumer and distributor requests, PopUp can manufacture the new offering in sufficient quantities to generate a profit. “This particular part kept coming up. We develop parts based on customer need, essentially solving a problem, and then more importantly based on safety,” Fairchild said. “One of the things I find redeeming and enjoyable about working here is the fact the guys are so focused on problem-solving. That does make it pretty rewarding.” Heavy-Duty Plans

PopUp Towing Products’ other new offering came from a recent acquisition of ET Designs. The ET hitch is a fifth wheel air-ride hitch. Launched earlier in 2022, the ET hitch provides a smoother ride for heavy-duty trucks towing the heaviest RVs, Fairchild said. Most ET hitch owners have a semi-tractor or similar heavy-duty truck, he said. They often own luxury RVs such as DVR Luxury Suites or Forest River’s Riverstone-branded fifth wheels. Those types of RVs can 52

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weigh 20,000 pounds dry and measure up to 44 feet long. Custom RVs from manufacturers such as New Horizon or Spacecraft often are towed by similarsized vehicles, Fairchild said. Such fifth wheels could extend 48 to 51 feet long and weigh more than 30,000 pounds dry.

It helps when you have seen a lot of crushed trailers and crunched trucks. I have seen the results of a lot of the problems that we now solve with what our company makes.” – Derrick Bruenger

“For people who buy those and pull them with a semi, this hitch is a good fit,” he said. “It is heavy enough to tow a fifth wheel that heavy.”

PopUp modified the EV hitch from its original design to easily mass produce and ship. The ET hitch measures 32 inches by 34.25 inches and weighs up to 800 pounds. Fairchild said the hitch was extremely well-designed but needed minor adjustments to mass produce. When PopUp Towing Products bought the company, engineers went about redesigning the coupler head to fit PopUp’s fifth wheel head. Although the process is time-consuming, Fairchild said, scaling down the hitch will not be difficult. Developers are now in the initial stages of developing the lighter version. Once the design is finalized, Young’s Welding will build prototype parts, and the PopUp team will test the concept to ensure performance meets the company’s standards. “The R&D part, to me, is the most fun part of the job,” Bruenger said. “Developing something new, when you feel like you had a hand in it, it gives you a little more motivation to push the product, do it right and do it all together as a team.” Fairchild said designers decided the hitch was overbuilt and would be more user-friendly if redesigned. PopUp switched the 1 1/8-inch wrap-around jaw to a 1-inch version. Fairchild said the new jaw retains its strength, but the slightly smaller size simplifies hooking up to a standard kingpin. The new ET hitch also differs from rvnews.com

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comparable products in two fundamental areas. The first difference is the hitch’s parallel arm linkage. The hitch has a parallelogram design to transfer horizontal chucking forces down into the airbag spring system. Horizontal forces, whether occurring during braking or when upshifting from a dead stop, can cause a trailer hitch to chuck back and forth, Fairchild said. A “dog bones” feature in the ET hitch’s parallelogram shape vertically suspends all the pin weight onto the airbags. When the hitch experiences sideways forces, the dog bones feature redirects the force into the airbags. “That all works because of the geometry of the design,” Fairchild said. The arm linkage also incorporates a head-leveling valve. The valve ensures the coupler head remains at the proper height under load, whether the tongue weight is lighter or heavier. The second differentiator, Fairchild said, is the ability to customize the airbags. Consumers might have a hitch with four 2,500-pound airbags to tow a vehicle in the 20,000- to 30,000pound weight range. Consumers with trailers under 20,000 pounds can choose smaller capacity airbags or a single larger capacity one. The airbags offer 5 inches of travel (3 inches down and 2 inches up) to absorb bumps. “The guys buying semi-trucks and converting those to RV haulers are really technically savvy,” he said. “They know a lot about their truck. They know a lot about their trailer. They know a lot about what they want in their hitch.” More RVers are turning to heavyduty trucks such as semi-tractors because of the availability and price, Fairchild said. The trend expands the ET hitch’s potential market. He said consumers sometimes find more semi-tractors for sale than new 1-ton trucks. Fairchild said trucking companies sometimes retire semi-tractors out of their fleet when the vehicle approaches 500,000 miles. Consumers can buy one at a discount in those situations. rvnews.com

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Bruenger sets up to record a YouTube instructional video on the supplier’s RV gooseneck coupler.

Youngs Products LLC, is PopUp Towing Products’ parent company. Young bought PopUp in 2009. March 2022 | RV News

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Feature > AFTERMARKET SUPPLIER Looking Ahead

The ET Hitch has a towing capacity up to 40,000 pounds.

The ET Hitch’s biggest sales opportunity may be looming in a manufacturing trend affecting lighter-duty trucks. Bruenger said 1-ton trucks are continually being upgraded with higher towing capacities. As the capacities continue to increase, he said purchasing a 1-ton truck, as opposed to a larger 1.5-ton or 2-ton semi-tractor alternative, would make more sense for consumers. PopUp Towing designers worked with the original ET hitch’s creator on redesigning the hitch for 1-ton and 3/4-ton truck use. The new hitch is much longer than traditional fifth wheel hitches, Fairchild said, to provide space to incorporate the parallel linkage. The distance from the center of the coupler head (holding the tongue weight) is further forward toward the cab than a standard rigid hitch. “When we think about going from the larger trucks down, we have to downsize the footprint of this hitch and the weight,” Fairchild said. “We need to cut the weight (800 pounds) in half without jeopardizing the integrity or strength of it. Once we get that figured out, we will be ready for the 1-ton market.” Bruenger said the future sales opportunity for a downsized lighttruck version is immense. The lighttruck market is likely where PopUp will concentrate its redesigned hitch efforts when the hitch is complete. As R&D continues, Fairchild is mindful of how the updated version must deliver stellar performance, so PopUp can monetize the hitch’s past reliable reputation “What we have to be very careful of is the ability to provide that complex hitch and manufacture them fast enough for a mass market,” he said. “My goal is to develop it and bring it to market. We do not want to stumble when we do.” Stay in Your Lane

Chance Summers, who works in national sales, prepares an ET Hitch to be shipped. 54

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PopUp Towing Products makes gooseneck ball hitches and couplers, kingpin rvnews.com

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extenders, RV adapters, fifth wheel baseplates and more. Young’s Welding manufactures the products and sends them a 1/4-mile down the road to PopUp Towing Products’ facility in Chanute, Kansas. The towing products are assembled and shipped from there. Three main groups collaborate on new product determinations: sales, marketing and engineering. “We are very calculating on what we put out in the marketplace,” Fairchild said. “We have had people bring us ideas. Some are more suitable for the mass market; some are really not.” Over the years, the company focused on gooseneck trailer products and RV adapters. In Bruenger’s decade working at the supplier, he said the company considered adding other products to PopUp’s line, but competition and profit margin analysis prevented expansion. As an example, Bruenger said he thought adding hitch balls would enhance PopUp’s brand recognition

Popup Ind Mar 22 Ad Approval.indd 1

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with dealers and subsequently consumers. However, the research data indicated adding them would not work. Competitors had distinct advantages due to volume manufacturing and benefitted from lower manufacturing costs by building offshore.

One of the things I find redeeming and enjoyable about working here is the fact the guys are so focused on problemsolving.” – Brian Fairchild For these reasons, PopUp has approached new product offerings differently. If the company receives consumer/retailer feedback about a potentially problematic towing issue,

the company investigates whether the problem is isolated or systemic. If a widespread, unmet market need is identified, PopUp may then look at launching a new product. “We pinpoint some of those items and introduce products that will take care of those customers and get them on the road without having to completely revamp their entire towing system,” he said. PopUp’s offset hitches are an example of how the process has worked in the past. Consumers, particularly short-bed truck owners, told the company’s sales staff about an issue with trucks’ back windows shattering when the towed trailer’s nose collided with the window when making sharp turns. Bruenger said the offset hitches added a greater turning radius for the towed vehicle’s nose. “If you get a little more turning radius,” he said, “you do not have to worry about knocking it out each time.”

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March 2022 | RV News

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Feature > DEALER PROFILE

(L to R) RV Retailer’s senior leadership team is Larry Hall, Explore USA Supercenters president; Donny O’Banion, Motor Home Specialist president; Jon Ferrando, president and CEO; Jim Humble, West Region president; Don Strollo, East Region president; Brad Leach, Tom’s Camperland president.

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52-Card Pick Up RV Retailer’s leadership team in 2021 helped the organization acquire 52 locations in 52 weeks. The dealer chain is adding facilities and programs to meet overwhelming service demand as it simultaneously builds the RV industry’s most extensive employee training program. By RV News Staff | Photos by Adrian Shelby Photography

ess than four years ago, RV Retailer was merely a plan—a strategy—an idea yet to come to life. Transplanted business leaders from the automotive industry laid out a framework to create what they envisioned as a world-class, transformative RV retail company. The foundation of their initial vision centered around: • Creating an unmatchable RV consumer experience. • Developing a company culture focused on the diverse associates who would build and make the company successful via unprecedented training and access to successful RV business leaders with proven experience. • Seizing opportunities to acquire dealerships at competitive multiples to enable rapid growth. RV Retailer President and CEO Jon Ferrando started the team capable of executing the grand vision by hiring Raul Rodriguez to lead corporate development. Later in 2018, John Rizzo was brought on as a co-founder and Hanover, Maryland-based private-equity firm Redwood Capital Investments joined. Shortly after, more auto team transplants joined. The company’s first dealer acquisition—Alvarado, Texas-based Motor

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Home Specialist—was purchased in July 2018. RV Retailer then enlisted a man who would become a key player to the business’ new leadership team, Donny O’Banion. Motor Home Specialist, at the time, was touted as the No. 1 motorhome dealership in the nation. In 2017, the company’s annual revenue was estimated at $275 million. The 80-acre dealership retailed about 2,200 vehicles annually. O’Banion helped make that happen.

We had a bold plan, and we exceeded it.” – Jon Ferrando

At the time of acquisition, Patrick Sissman, Redwood Capital Investments vice president, said, “Motor Home Specialist is a unique and differentiated RV retail business, which will provide a strong foundation for future growth.” “I am thrilled to partner with Jon Ferrando and the RV Retailer team as we lead Motor Home Specialist to new heights,” said O’Banion, then Motor Home Specialist CEO. “Collectively, we are in a great position to capitalize on significant growth opportunities for the business, while providing excellent career opportunities for our associates.”

Four years after O’Banion joined the team, the Texas executive has had an immense impact on RV Retailer and how it operates, Ferrando said, well beyond the mere borders of the Lone Star State. O’Banion’s leadership and strategic success were assimilated to some degree in other locations. RV Retailer’s third dealer acquisition added RV One Superstores’ Don Strollo into the leadership fold. At the time, RV One had five locations and by sales volume was listed as the fifth-largest dealer chain in the U.S., retailing an estimated 8,000 vehicles annually. Stroll’s expertise and experience enhanced the company. As evidence, RV One-branded stores have now grown from the initial five locations that joined RV Retailer to 17 stores spanning seven states. According to Ferrando, the two acquired dealerships serve as examples of the impact RV Retailer and its collective leadership have had on all businesses they have subsequently purchased—each reaching new levels of success after joining RV Retailer. “We were able to put together, in my view, the best RV retail company on the planet early,” Ferrando said. “That has allowed us to execute on acquisitions with an incredible track record of growth on every single deal we have done.” March 2022 | RV News

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Feature > DEALER PROFILE

RV Retailer’s leadership conducts a panel discussion at the third annual Leadership Summit. (L to R) Ferrando, Hall, O’Banion, Humble, Strollo and Leach.

Joe Lazzarino, ExploreUSA Supercenters, asks a question.

Anthony Sahli, RV Retailer market vice president.

RV Retailer leaders gathered on the Mercedes-Benz Stadium field in Atlanta for day-long Leadership Summit presentations. 58

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Colerain Family RV’s Brandon Honeyman. rvnews.com

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In less than four years, the dealership has become the country’s second-largest RV dealer chain, second only to Camping World, with 94 stores across 29 states. RV Retailer employs more than 3,500 people. “We had a bold plan,” he said, “and we exceeded it.” Scaling Up

At the end of 2018, the company had 17 stores. The following year four more acquisitions encompassing eight stores pushed the count to 25. A year later, 13 more stores were added. Last year, the location count exploded with another 52 locations in 52 weeks. “Our team certainly has the capability to go out and do something special. I would say 2021 was absolutely incredible,” Ferrando said. “The level of growth we had and how well we did it. We have the bandwidth, the team and certainly the capability to grow at whatever pace the opportunities present.” He credits 2021 results to the senior leadership team, which, along with O’Banion and Strollo, includes three additional regional presidents: Larry Hall, Jim Humble and Brad Leach. Hall, formally of Ford Motor Co. and Volkswagen, now oversees the company’s Explore USA RV Supercenter-branded stores. Humble came from Colorado-based Cousins RV. He serves as the Western Region president and Leach owned Tom’s Camperland based in Arizona. “Last year our team did an exceptional job. If we missed a beat on an acquisition, there would be a course correction…. We haven’t,” Ferrando said. “Every single store and business we have brought in is performing at a high level. It is growing in new RV sales. It is growing dramatically in service and parts. We are executing at a high level.” New acquisitions begin with a studious review of geography. RV Retailer executives first examine markets to determine where to expand. According to Ferrando, the process involves examining cities, business locations and regional market areas that stand out with RV consumer demographics. Recent expansion areas have included rvnews.com

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the Southeastern U.S., Texas and Western states. “We are looking at the markets and then determining who the best dealers are in those markets that would align with our culture, our focus,” Ferrando said. Identifying RV brands at businesses also factors in, he said, as well as opportunities to add brands to a potential location. Ferrando said adding brands/ models to acquired dealerships typically results in significant sales increases. “That allows the team at the store to thrive as we grow,” he said. “They can make more money. They have a better career opportunity. Then the manufacturers, of course, appreciate it when we drive sales up.”

The ability to service customers and build a great ownership experience after the sale is significant. The dealers and OEMs that do that over the next decade will be the big winners.” – Jon Ferrando

Ferrando said stores need not have top-notch facilities to be considered. If they do, that is fantastic, but he said the team will make significant investments to support the dealerships and their associates and customers with an attractive facility. He cited the 2019 Camper Country RV acquisition in Myrtle Beach, South Carolina, as an example of RV Retailer’s commitment to improving locations. The store was renovated before being rebranded as an RV One Superstore. The improvements and investment had an immense impact. “We literally quadrupled the sales the first day we stepped in there, and we built an exceptional business,” Ferrando said. “We have been able to replicate that time and time again…by

having this exceptional team of auto dealer and larger-company growth expertise, matched with the best RV retailers on the planet.” Another example is an Airstream dealership in Austin, Texas. The dealership operated from a doublewide trailer. After the acquisition, RV Retailer planned to build develop a now 23-acre site bigger and better. The dealership will soon feature dual primary facilities branded Explore USA and Airstream of Buda. An estimated $20 million-plus investment is transforming the location. “We are in the process of building a brand-new, world-class facility there to represent the Airstream product along with other products in that market,” Ferrando said. “We are also willing to make other major facility investments where it makes sense….” Personnel Touch

Some dealerships avoid openly discussing being acquired with employees until the last possible moment. RV Retailer’s team does the opposite. The entire senior leadership team is involved, first on the ground, from the acquisition announcement through transition and closing, then pushing the store toward a successful future. Ferrando describes the process as “high-energy, high-touch onboarding.” He and the entire senior leadership team first welcome new employees into the company. Discussions center on their commitment to training and development, on adding RV lines and immersing associates into the new corporate culture. “We are going to support them. We are going to invest in them. We are going to invest in their facilities,” Ferrando said. “We are really focused on building a culture of investing in our people, believing in our people, caring about our people. We want that to come through at the very beginning when we step in to announce an acquisition. “It is one of the most important things I do. It is one of the most important things our team does,” he said. “We work hard at it. It is important to communicate who we are and the exciting company they are joining, March 2022 | RV News

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Feature > DEALER PROFILE sharing our outlook on the industry, and that we are acquiring more stores and building new stores because we believe in the industry and the future of RVR— and that is a commitment to them.” Service and Training

Coming from the automotive industry, the co-founders detected a “massive” unmet opportunity to service RVs. Ferrando said parts and service, if done right, are very profitable segments of the business and build customer loyalty. “There is not nearly the service capacity and service parts infrastructure for all the RVs that have been sold during the last few years,” Ferrando said. “It is an opportunity for us to grow a significant service and parts business, which we have been doing. The ability to service customers and build a great ownership experience after the sale is significant. The dealers and OEMs that do that over the next decade will be the big winners. “If you can service a customer after the sale, and you do it well, they are three times more likely to come back and buy their next RV from you,” Ferrando said. “It will be an incredible growth driver for the company, and frankly, it is great for the industry.” Historically, getting a service appointment at a dealership is only half the battle. RV Retailer seeks to change that, led by efforts from Chris Glenn, VP, service, parts and technology. In early 2021, the company partnered with the RV Technical Institute (RVTI). RV Retailer became an RVTI authorized learning partner and set a goal to train 500 service technicians and certify them within a year. RVTI Executive Director Curt Hemmeler said, by the institute’s count, RV Retailer blew past the goal last year. The company built three RVR University Training Centers in Charlotte, North Carolina, Dallas and Salt Lake City. Training programs began even before the first training center was built. In 2020, the dealership launched its general manager program, a one-year development track for current and future GMs. The first class graduated at the end of 2020. 60

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“We knew we had something really exceptional in terms of tremendous leadership development for our all-important current and future store leaders,” Ferrando said. “It is a big investment. Really, no one has ever made that level of investment in people in the RV industry. We brought it over from what we did in automotive, and we are working hard to make it even better.” The company hopes to train 1,000 associates and leaders in 2022. Training will expand to include service technician, tech apprentice, and tech mentor programs. Sales, F&I and new leadership programs will also begin. Additionally, RV Retailer is developing on-site training through web-based classes and videos, and trainers are visiting stores to teach. The work is spearheaded by Taylore Elliott, vice president and chief human resources officer.

We are in it for the long term. This is not some kind of race to get to a store number goal.” – Jon Ferrando

“As an industry benefit, as a company benefit, we want to meet that unmet demand,” Ferrando said. “Massive unmet demand, the opportunity to build customer loyalty, we want to go after it in a major way.” Customer Experience

RV Retailer also is focused on creating an amazing customer experience. “Part of our core purpose as a company is to allow customers to go see America, travel with family and friends,” Ferrando said, “discover and enjoy the great outdoors and create lasting memories.” To keep RVers connected, the dealership created its RV Complete branded program. Kurt Hornung, VP, finance and insurance, helped launch and promote the program while Famous Rhodes, chief marketing and technical officer, is ensuring consumers’ digital awareness of the product. The exclusive offering includes a diminishing

deductible service contract. The free one-year plan offered with all new and used sales includes 24-hour technical assistance and roadside assistance, paintless dent repair, key replacement, vehicle lockout help, towing assistance and trip-planning aid. Consumers can reach a 24-hour call center through the RV Complete app. Technical assistance can address issues such as awning failures or water heater malfunctions. Previously, Ferrando said many RVers would contact a salesperson for help. Using the app, consumers can speak with certified technicians. “It has great coverages, and we go the extra mile to ensure if something breaks down, which happens in RVs, they are going to be covered,” he said, “and we can bring them back into one of our 94 stores to take care of them.” Thousands of calls flood the technical assistance line each month, which Ferrando said is an indication RV consumers need the service. The offering works hand-in-hand with the dealership’s other F&I value-added products. Consumers impressed by the one-year free RV Complete contract can upgrade to a five-year, 24/7/365 package when financing their vehicle. “Customers love that, and they buy that,” Ferrando said. “So, it does flow right into F&I and being able to offer and sell those great value-added products to customers. It has been very successful.” Another popular feature is the app’s turn-by-turn RV travel directions. The app tells consumers the safest route to their destination based on an RV’s size. Using the app, consumers can request priority service appointments. The dealership then partnered with Thousand Trails campgrounds to provide 14 nights of free camping for all customers. “That actually has been really well-received in our stores and from our customers, and we will do more things like that to help build out a better experience for the customer,” Ferrando said. Future Growth

According to Ferrando, there is no set acquisition goal in 2022. Instead, rvnews.com

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Taylore Elliott, vice president and chief human resources officer.

(L to R) Jason Groesser, Paige Bouma, Nicole Schantz and Mark Halick of RV Trader with Rhodes.

(L to R) The RV Retailer marketing team includes Elisha Bendele, Megan Desautel, Elvis Sangrona and Brian Saal, president, Ophir Consulting.

(L to R) Saal, Mike McFadden and Allen Greeley.

(L to R) Store and regional leaders from Texas and Arizona include Shane Smith, Evan Whitaker, Sarah York, Joe Lazzarino, Mike McFadden and Brent Saulters. rvnews.com

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March 2022 | RV News

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Feature > DEALER PROFILE

RV Retailer’s leadership includes (L to R) Chris Glenn, VP, service, parts and technology; Kurt Hornung, VP, finance and insurance; Humble; O’Banion; Hall; Strollo; Ferrando; Leach; Raul Rodriguez, senior VP, corporate development; Elliott; Tim Benter, corporate VP, general counsel; John Rizzo, executive VP and co-founder; Famous Rhodes, chief marketing and technical officer. the dealership will be opportunistic, making sure additions are high-quality stores in needed markets, acquired at the right price and a sustainable pace. He said some potential sellers spoke with the company for two or three years before determining the time to sell was right. “We are patient,” he said. “We are in it for the long term. This is not some kind of race to get to a store number goal.”

Ferrando kicks off a class at the RV University Training Center in Charlotte, North Carolina. Ferrando kicks off most training programs as a way to spend time with many company leaders.

We are really focused on building a culture of investing in our people, believing in our people, caring about our people.” – Jon Ferrando

(L to R) Larry Crawford, RV Retailer national trainer, talks with Jibreel Lockhart, co-founder, Petram Analytics, during a break from presentations. 62

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RV Retailer will continue customer experience investments—such as facilities, training and technology—and encourage organic growth in its current 94-store group. “We will always be measured and prudent on our growth,” Ferrando said. “We believe in the long-term demographics of the RV industry. There is still a lot of opportunity to grow over the next decade. We are very focused on growing the business and building the business for the long term.” rvnews.com

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Feature > SERVICE TECHNICIAN TRAINING

RV Technical Institute Executive Director Curt Hemmeler prepares for a virtual board meeting from his office in Elkhart, Indiana.

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RVTI: The Teen Years Executive Director Curt Hemmeler said the fundamentals are in place for the RV Technical Institute to begin student recruiting outreach in 2022 By RV News Staff | Photos by Stillson Studio

urt Hemmeler, the RV Technical Institute (RVTI) executive director, has been around the block since beginning his professional career three decades ago. He radiates life and energy when greeting visitors. Much like Hemmeler’s deceivingly youthful appearance, the institute he leads is just three years old. In contrast to Hemmeler, RVTI looks like it has been around much longer. “We still have a lot of growing to do,” he said, “but we have completed a lot of the fundamental things.” In the past year, Hemmeler secured a landmark service training agreement with RV Retailer. RVTI doubled its staff and introduced two online training certification levels. As 2022 begins, the adult in charge said the teenage

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business is now heading into a year of recruitment. “We had to get the curriculum standardized, we had to get the delivery models ready to go, and we had to get some processes in place,” Hemmeler said. “Now we are ready to start recruiting, which is something no one at RVTI has ever done…no one in the industry has ever done. We are beginning that this year, and we are excited about that because now we have all the pieces and parts we needed that we did not have two or three years ago.” Bring Students into Fold

Recruitment will be RVTI’s overriding 2022 focus. Former Furrion Vice President Tracy Anglemeyer joined the team in December as the director

March 2022 | RV News

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Feature > SERVICE TECHNICIAN TRAINING

Scott Rinker leads a Level 2 class at RVTI.

of recruitment. Account specialist Halle Edminster will assist her. Hemmeler said RVTI needed more staff to begin technician recruiting efforts and further develop authorized learning partner relationships. On the recruitment side, RVTI’s board of directors approved a 2022 goal to attract 1,000 students from outside the industry and 750 students from dealerships nationwide. Hemmeler said that should be just the start. “These 1,000 students would be fresh folks, not affiliated with the industry in any capacity, that we would bring in through our recruiting efforts,” Hemmeler said. “Those in my mind are good beginning goals. We have a lot more to do than 1,000. I think we are actually setting a goal for ourselves for closer to 2,000.” To draw students outside the RV industry, he said RVTI’s first task is working with high school counselors. 66

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He said having counselors talk about RVTI and a service technician career with students will pay off in time. “This will be something we will continue to seed over the years,” Hemmeler said.

Now we are ready to start recruiting, which is something no one at RVTI has ever done…no one in the industry has ever done.” – Curt Hemmeler

A side benefit is the community relationships RVTI is building among high schools, students and dealerships. Hemmeler’s vision is to create

a continuous, annual pipeline feeding new technicians into local dealerships. Another recruitment effort is the organization’s participation in the recent RV consumer shows. RVTI representatives went to the Tampa SuperShow and MARVAC’s Detroit RV and Camping Show. RVTI representatives set up booths at each event and spoke with consumers about potentially becoming a mobile technician or creating a side gig as an RV service tech. Veterans are a third recruitment target audience. Hemmeler said a technician career is often popular with people leaving active duty, especially the National Guard or the Army Reserve. A final recruitment strategy entails partnering with Bisk Education, the educational content design team that helped RVTI launch its self-paced online instruction materials. The partnership includes buying leads, rvnews.com

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Feature > SERVICE TECHNICIAN TRAINING

Mike Anderson teaches plumbing basics to a Level 1 service technician class. branding and having a call center represent RVTI as its admissions facility. Call center staff will convert admissions inquiries into enrollment, either at the Elkhart facility or through one of RVTI’s 33 authorized learning partners. Hemmeler said outreach such as

high school recruitment and consumer shows provides RVTI staff a chance to see firsthand the interest in a service technician career path. “As we venture down this recruitment road, we believe there is a lot of interest out there,” he said. “All leading indicators tell us there is

interest in doing the service technician career.” Authorized learning partners’ growth is another recruitment tool RVTI will rely on in 2022, Hemmeler said. Dealers, manufacturers, RV trade associations, colleges, a corrections department, a sheriff’s department and an entire school district are current learning partner organizations. He said the broad reach of its partners will help support recruiting. “Obviously, we are relying on them to do their own individual marketing to look for employees or technicians,” he said. “We are there to help complement that. We will spend dollars on a national level, we will spend dollars on a local level, but it helps to have all these learning partners spending their dollars to attract talent that they will then put into the training program.” Training Up

Recruiting new students might be the year’s theme, but training

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and certifying them is the primary focus, Hemmeler said. “We reach perfection when we ask a student, ‘Would you refer this to a friend?’ and they say, ‘Yes,’” he said. “To me, an indicator of whether we are doing things right is when I have heard nothing but ‘yes’ answers.” The 2021 self-paced online curriculum spurred education the past year. With Level 1 and Level 2 programs fully launched, Hemmeler said for every one student interested in faceto-face training, two more want to study online. In particular, he said, the Level 1 online training is popular. He said the Level 1 lessons are easier to consume than the online advanced training. “Success is a product of two things,” he said. “One is the flexibility that online learning brings. It is also the quality and the interaction a person goes through when they experience the online program. It is surprising to a lot of folks. Everyone believes they

Level 1 students gathered in person the week of Feb. 14. need it face-to-face, but we created it in a format so the experience is as close to a face-to-face delivery as you can get.” RVTI measures training outcomes by comparing online final exam scores

with in-person testing scores. Success rates are nearly identical. As time passes, Hemmeler expects the curriculum to continue evolving. He said the changes will be driven by continuous innovation as well as the

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Feature > SERVICE TECHNICIAN TRAINING

Level 2 students can take classes in person, online or with a combination of both after the introduction of self-paced online instruction. ease in making curriculum updates– adding or changing lessons in the learning module system (LMS). “You do not have to wait and republish a bunch of text,” he said. “You can just do it pretty easily through the LMS.” Industry Champion

Another metric RVTI uses to track success is participation. Total student enrollment is one participation measurement, but an increase in dealerships signing up is a better measurement, Hemmeler said. “The amount of dealerships that are participating now, the amount of independent technicians that are signing up to take classes indicates to me that word is beginning to spread,” he said. “The interest is there.” One major dealer chain’s involvement gave RVTI an immense enrollment boost. In 2021, RV Retailer signed an agreement to become an authorized learning partner. The company set a goal to train and certify 500 service technicians in 12 months. “I cannot say enough about RV Retailer, (CEO Jon Ferrando) and the team,” Hemmeler said. Although the dealer chain had a daunting goal, Hemmeler said they achieved it. Harmony EarthKind Ad Approval.indd RV NewsMar| 22 March 2022 70

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“Hands down, not only did they talk it, they did it,” he said. “We are very glad to be in partnership with them.” RV Retailer’s impact went beyond the 500 technicians, however. Hemmeler said he could not track how many dealers or independent technicians signed up because of RV Retailer’s commitment. Anecdotally, he said the agreement spurred interest inside and outside the industry.

All leading indicators tell us there is interest in doing the service technician career.” – Curt Hemmeler

“They said, ‘Wait, if they are doing it, we probably should do it as well,’” Hemmeler said. “I can’t put a finger on what that exact number would be, but it definitely sparked interest.” RV Retailer’s Jon Ferrando joined the RVTI board of directors, and he is expected to renew the annual agreement as an authorized learning partner. Hemmeler said the decision is rvnews.com

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evidence of RV Retailer’s commitment to service training. “RV Retailer, hands down, has trained the most individuals out of all our learning partners,” he said. Removing Barriers

RVTI expects the new 2022 participant pricing to make the education viable for more dealerships and independent technicians. RVIA, RVDA and Go RVing are subsidizing some RVTI costs to lower the price. Individual subscriptions for Level 1 and Level 2 in-person or online training cost $300 annually. An annual subscription for dealerships to enable access to Level 1 and Level 2 training for all employees is $1,200. “What really helped was it removed cost as a barrier,” Hemmeler said. “Not just to our dealer partners or our OEM partners but to the general public that might be interested in coming in, whether it be a mobile tech that is looking to get trained to start their own mobile business.” Hemmeler said four to five times more students enrolled in January than the same month in 2021. As RVTI advertises the reduced pricing, he said higher enrollments are expected to grow.

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Profile > OE SUPPLIER

Getting to the Bottom of the Solution Hanwha Azdel gained a reputation with its plywood replacement composite panels. The supplier is now placing its panels in a new place: subflooring. By Diane Bishop | Photos by Robert Bruce Photography

ince 2006, Azdel Onboard composite panels have slowly replaced the plywood used in RV roofs, ceilings, front walls, rear walls, slide outs and cab-overs. After two-and-a-half years of extensive prototyping and testing, Hanwha Azdel now recommends using the panels in RVs’ subfloors and has created new options for doing so. The supplier says its floor panels provide a strong, lightweight flooring solution durable enough to eliminate moisture-related warranty claims. “Softening of flooring is a potential manufacturing warranty issue,” said Joe Dumeah, Hanwha Azdel’s nonautomotive/RV sales director. “ The OEMs requested we develop flooring because the way the floors are being made now, replacement of a floor is an extensive and costly repair. This is similar to the reason RV OEMs use Azdel on the exterior walls.” Azdel’s panels feature a patented polypropylene and fiberglass blend that provide an insulation value double that of wood but weigh 50% less. “A lot of our OEM customers expressed a desire to get rid of wood altogether because of the

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formaldehyde, as well as the rot, mold and mildew issues related to wood,” said Troy Robertz, Hanwha Azdel’s senior application development engineer. “The more areas where we can help the customer eliminate and replace the plywood with Azdel boards, which are formaldehyde-free and not subject to water damage, the less risk the manufacturer undertakes.”

Softening of flooring is a potential manufacturing warranty issue” – Joe Dumeah

Adding a subflooring option to OEM vehicles increases Azdel’s total square footage usage in each RV. That equates to massive weight savings tied to construction materials. The reduced weight not only impacts towability but can make adding other features that increase weight possible as well. Dumeah said by the time manufacturers requested an Azdel flooring product, engineers were preemptively working on a solution.

Testing, Testing

Rigorous subfloor testing began. Engineers examined aspects such as cost per square inch, glue adhesion and repetitive exposure to vibration, impact and bounce. One of the most important tests Hanwha Azdel conducted was whether the panels could support the weight subfloors are expected to hold. To determine the panels’ ability to bear weight, Azdel tested a large, unsupported floor section and measured the floor’s deflection capabilities under load. Performance varied depending on the construction, Robertz said, but most testing showed a deflection of just a few millimeters under a 500-pound load. “This is one of the most extensive studies we have done before launching any product outside of the original launch of our walls,” he said. After two years of subfloor testing, working closely with OEMs, engineers proved that Hanwha Azdel’s new subflooring product is about 30 percent lighter than wood alternatives and has no issues with rot, mold, delamination or structural failure, Dumeah said. rvnews.com

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(L to R) Joe Dumeah, Hanwha Azdel non-automotive/ RV sales director, and Troy Robertz, senior application development engineer, stand on a composite panel to be used in an RV’s sub-flooring.

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Profile > OE SUPPLIER

(L to R) Barry Wimbish and Larsen Manning remove panels from the line after they are cut to size. “Hanwha Azdel started with competitive benchmarking,” he said, “and we feel that we have created a better product.” Although numerous flooring products are available in the market, Robertz said Azdel flooring panels stand out. He said the panels are in line with competitive products’ stiff ness, impact and durability ratings.

Rick Sandidge loads scrim rolls. The scrim adheres to the panels to give them a softer feel.

We are not somebody coming in with a new product .... We are always looking for new applications for our product, and subflooring was an obvious answer.” – Joe Dumeah

Lonnie Morgan prepares a cutting machine at the Hanwha Azdel plant in Forest, Virginia. 74

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Weight is a key OEM and consumer consideration. Azdel’s 30% reduction is a big win, Dumeah said, especially when manufacturers factor in how the material will impact warranty claims. Dumeah said manufacturers will appreciate the products’ reliable consistency. “Some of the existing products they are using may vary quite a bit in squareness, fl atness, repeatability and rvnews.com

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Profile > OE SUPPLIER

Dumeah and Robertz set up a testing device to determine the panel’s deflection capabilities under weight. performance,” he said. “Our product is consistent from lot to lot, so manufacturers know what to expect.” Dumeah said panel customization was important to make the product viable for numerous applications. He cited toy haulers and heavier fi fth wheels as examples of vehicles requiring specialized panels. “There are a lot of available variations including thickness, weight and impact resistance, and our boards are completely customizable based on customer preferences for each application,” Dumeah said. “It is like an erector set. It is the manufacturers’ choice on how they put it together.” Coming in 2022

Azdel Onboard subflooring is being tested on prototypes at specific RV manufacturers, which Hanwha Azdel declined to name. According to Dumeah, Hanwha Azdel’s well-established reputation and existing partnerships with OE distributors and OEMs are making the launch and subsequent product adoption much easier than what many new products experience. 76

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“We are not somebody coming in with a new product,” Dumeah said. “We have something we have been selling since 2006. We are always looking for new applications for our product, and subflooring was an obvious answer.”

The more areas where we can help the customer eliminate and replace the plywood with Azdel boards … the less risk the manufacturer undertakes.” – Troy Robertz

He said Hanwha Azdel could have launched an Azdel flooring solution 18 months ago, but quickly releasing the flooring without extensive testing would have raised questions. Instead, the company ensured the subflooring

panels were low risk for all involved, with proven data. “There is always a little bit of concern when you are getting ready to go to market,” Dumeah said. “Our testing brings us to a point where we have validated the product and can prove to OEMs how it makes sense for them to make an investment.” Early manufacturer conversations indicated OEMs liked Azdel’s performance under duress, he said. RV prototype durability and wear testing can take up to a year for some OEMs to complete. Hanwha Azdel representatives assist manufacturers during the testing phase, he said. Those experiences make Dumeah confident 2023 RV models will feature Azdel. “It is not something where we just sell a product and hope manufacturers have success with it,” Dumeah said. “We want to be part of that success with them. By working together, we have developed partnerships and collaborations to ultimately give the end customer a better RV and a better experience.” rvnews.com

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Feature > RV MANUFACTURER

New Year, New Category Tiffin Motorhomes kicked off 2022 by launching its first Super C motorhome, the Allegro Bay, at the Tampa SuperShow. The Allegro Bay follows two other new Tiffin vehicle type launches in 2021. By Diane Bishop | Photos by Armosa Studios

iffin Motorhomes spent 2021 releasing new vehicle types and implementing a change in its top leadership. Leigh Tiffin became the new president in July, replacing Van Tiffin. Cahaba, the company’s first Type B motorhome, debuted in September. The Vanleigh RV division also released its first toy hauler, Ambition. As 2022 started, Tiffin expanded into another vehicle category, Super C motorhomes. The manufacturer unveiled its new 38-foot Allegro Bay Super C in January at the Tampa SuperShow. The motorhome launched with two floorplans: a single bath and a bath-and-a-half. Tiffin specifically created the vehicle to easily tow adventure equipment. “There is no doubt that when people look at RVs in this segment, they are looking with an eye toward the tow rating and the ability to tow,” Tiffin General Manager Andy Baer said. “This is an underserved segment that

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many of our dealers have asked us to pursue over the last three years. When customers see the Super C with that medium-duty front end, they think of it as being more rugged to fit their outdoor lifestyle.”

There have been rumors about a Super C coming from Tiffin. When we finally launched it, we got incredible comments.” – Cullen Akin

Baer added that although Tiffi n remains a leading Type A manufacturer, the Allegro Bay offers an alternative for consumers who previously may have chosen a Type A diesel pusher. “I think the differentiator is how people look at the Super C and view it

as a different driving experience,” he said. “A lot of buyers we see today in the 45- to 65-year-old segment want a motorhome that can support their lifestyle, whether it be motorcycles, motocross, towing antique cars, or even equestrian pursuits…which is a booming industry right now.” The Allegro Bay has a gross vehicle weight rating of 33,000 pounds and a hitch rating of 12,000 pounds. The motorhome includes a manual release valve so drivers can lower the rear suspension with a button push to drop the hitch ball 3 to 4 inches to hitch/unhitch towed items. “We always consider what the customer wants to do with the coach,” said Steven Coon, Tiffin’s research and development lead. “In this market, people want more of that outdoor experience. The Super C provides that, and it is less intimidating to drive. From a novice’s standpoint, you do not have the feeling that you are in a bus-sized product.” rvnews.com

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(L to R) Cullen Akin, product marketing manager; Steven Coon, research and development lead; and Andy Baer, general manager, stand outside an Allegro Bay Super C motorhome prototype at the Tiffin Motorhomes plant in Red Bay, Alabama. rvnews.com

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Akin, Baer and Coon share a laugh while going over designs for the Allegro Bay. Familiar Platform

Developers used the Allegro Red 360 Type A as a starting point when designing Allegro Bay. At 33,000 pounds, the vehicle is about 3,400 pounds lighter 574-264-3437 | EQSYSTEMS.US than a similarly equipped Allegro Red but has pass-through storage like the 36-foot Open Road Allegro. Days Corp 6th page Mar 22 Ad Approval.indd 1 2/22/22 4:48 PM Allegro Bay is built on Freightliner’s S2RV front-engine diesel chassis, created specifically for the Super C motorhome segment. Chassis customizations include automatic locking rear differential, automatic traction control, LED headlights and heated auto-release air tanks so the black water tank does not freeze as it drains. “We made it a little bit above and beyond the competition,” Tiffin Product Marketing Manager Cullen Akin said. “Just like with the (Tiffin Type C) Wayfarer, we maxed out every option we could to put us at a competitive advantage.” Designers increased off-grid capabilities by expanding water and power amenities. The RV has 150 gallons of freshwater capacity, a 70-gallon gray water tank and a 45-gallon black water tank. The coach features an Aqua View Showermiser to conserve freshwater. Akin said Showermiser reduces potable water use significantly. “The extra freshwater can be used for outside showers or to rinse off motorbikes and other items,” he said.

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Though power, extended-cycle AGM batteries are standard, optional lithium-ion batteries potentially convert the coach’s systems to all-electric. The all-electric package can include three solar roof panels and an exterior solar port. The package also converts the three-burner propane stove to an induction model, eliminating the need for propane.

This is an underserved segment that many of our dealers have asked us to pursue over the last three years.” – Andy Baer

Design Changes

Baer said designing a Super C motorhome required different priorities than the company’s past vehicles. Because of the Type C cab-over, the motorhome loses floor space, thus the smart design was critical. “It is very important as you are designing the floorplan, the cabinetry, designing the overhead area, that you get the most out of every square inch of space,” he said. Baer cited the kitchen as an example of Tiffin’s smart design. The area is accessible with the slides in during travel. rvnews.com

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The kitchen includes a standard countertop with a double-bowl sink, sink/ cooktop cover, countertop extension, a residential-sized fridge and a convection microwave. Coon said the bedroom window in the coach’s rear cap is also new. “None of our Class As have had that for probably 17 or 18 years,” he said. “In certain products, I think that adds a lot of interest in the rear of the motorhome.” A walk-through bathroom in the single bath floorplan has dual latching doors to create a master bath feel. Extended-stay consumers can add an optional dishwasher and/ or washer/dryer. Engineers also implemented new hydraulic slide innovations on the coach. Coon said another Allegro Bay differentiator is how it maintains walk-around bedroom access while in travel mode. “What gets me excited,” he said, “is any time we explore a new product line, it gives us the freedom to rethink the way we do things.”

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Manufacturing Timelines

Because the Super C is built on a much longer chassis than Tiffin’s Type C Wayfarer, the Allegro Bay will be manufactured in Tiffin’s Red Bay, Alabama plant. Coon said employees making Type As must be trained on building rvnews.com

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Feature > RV MANUFACTURER

Tiffin debuted the Allegro Bay at the Tampa SuperShow in January. After gathering feedback, Akin and Coon returned to incorporate changes into a new prototype before beginning full manufacturing.

a different model without pulling resources from Type C manufacturing in Winfield, Alabama. Baer added the ramp-up period will mean the initial manufacturing volume will be low. “While a large part of the Allegro Bay is very similar to our Class A product built in Red Bay today,” he said, “there are definitely certain areas that will take special training.” The timeline from the initial Super C prototype to creating the two models displayed in Tampa was about six months. Mass production started in February. The first vehicles are expected to be delivered to dealers by mid to late April. The Allegro Bay was first sent to areas with high Super C registration numbers, Baer said. According to Statistical Surveys, Inc., the top-selling Super C states in 2021 were Texas, Florida and California, followed by Western states such as Montana and Arizona. “As time goes on,” he said, “we will spread out from those initial markets.” Tiffin followed a similar strategy on its Wayfarer and Cahaba launches. Akin said, “There have been rumors about a Super C coming from Tiffin. When we finally launched it, we got incredible comments like, ‘I never thought I would want a Super C until now.’ A lot of people were asking, ‘When can we see it?’ When the answer was, ‘at Tampa,’ their response was always, ‘I am booking my fl ight.’ It drives a lot of excitement for it to be seen in Tampa for the first time.” Akin said the Tampa prototypes revealed “the broad, high-level view” of what consumers can expect from the Allegro Bay. As details were finalized and RVs started hitting dealer lots, Akin said walk-through videos and updated photography reinforcing how the Super C supports an adventure-ready lifestyle were created to generate consumer interest. Based on Tiffin’s online forum monitoring, Baer said marketing is now being directed at motocross, Jeep and horse enthusiasts.

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Road

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Trends > SUPER C MOTORHOMES

Jayco’s Super C Seneca line includes three floorplans, one of which features a bath-and-a half layout.

Renegade RV’s 25th anniversary special edition XL includes four slides in a 43-foot coach.

Thor Motor Coach’s Omni Super C has four floorplans in coaches from 34 to 38 feet long. 84

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Super C Sales Set in the West Western states dominate Super C consumer registrations. By RV News Staff

onsumers interested in taking a Super C motorhome on the road are more likely than not to have registered their vehicle out West. Data from Statistical Surveys Inc. shows the most Super C registrations in a rolling 12-month period through November 2021 occurred in Texas, Florida and California. Yet the Big Sky region—including Idaho, Montana, Oregon, Washington and Wyoming—totals 13.87% of registrations. The western U.S., an 11-state region adding Arizona, California, Colorado, Nevada, New Mexico and Utah to the Big Sky region, accounts for 37.59% of Super C registrations. RV manufacturers say numerous reasons account for overweighted western registrations, including open space providing room for larger motorhomes, state tax regimes encouraging purchases in certain western areas and product advancements increasing consumer demand overall.

“Would you rather drive a rig through Boston or Idaho?” Renegade RV National Sales Manager Dwayne Kazmierczak asked.

… You now have a motorhome you can take on gravel roads or dirt roads, roads with dips and dives on it, and expect the vehicle to go through it.” – Jon Krider

Open Roads

Attractions and destinations with larger camping spaces are one reason representatives said Super C sales spiked in the West. The trend is not necessarily new but rather follows another historically strong western seller.

Top Super C States

Western US (Idaho, Montana, Oregon, Washington, Wyoming, Utah, Nevada, California, Arizona, Colorado, New Mexico)

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37.59

“Traditionally, the western states always have been a bigger Super C market. That is no different than toy haulers,” said Ryan Eash, director of product development for the Jayco Motorhome Group. “When RVers get out there, they want to get off the grid a little more and find more space to themselves. Because of that, the market out West is better.” Kazmierczak said destinations such as the Grand Canyon, Bandelier and Yellowstone drive consumers to the region. “The size of the unit and the congestion of the East Coast vs. the West Coast does have something to do with it,” he said. “You have more room out West to turn a larger motorhome around or get on a highway. Upstate New York has some great places to go, but a lot of RVers do not see that as a destination like Yosemite or Sonoma, where they have a big rig fit for wide-open places.”

By Region

Big Sky Region (Idaho, Montana, Oregon, Washington, Wyoming)

13.87

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Trends > SUPER C MOTORHOMES Tax Benefits

Another reason cited is tax advantages in some western states such as Montana or Nevada, where buyers can register vehicles with smaller state tax impacts than states such as Illinois or New York. “There are tax ramifications behind some of those sales,” Kazmierczak said. “There are a lot of people who claim residency there but have their mail forwarded to them wherever they are. So, the vehicle might be registered somewhere like Montana but delivered (and then used) elsewhere.” Jon Krider, Thor Motor Coach vice president of product development/ marketing, said tax and titling laws play a role in where vehicles are registered. “There are more people buying out of state, traveling to surrounding states where they can find larger RV dealers with inventory,” he said. “You also are seeing a lot of dealers with fly-anddrive programs, flying customers in and having them drive their vehicle home, to save tax where they pick up the vehicle and save freight charges.” Product Enhancements

Krider said the biggest factor impacting Super C sales now is the new four-wheel-drive chassis introduced in the past 18 months. Thor Motor Coach’s Magnitude and Omni Super C motorhomes run on the Ford F-550 and F-600 chassis. Both

Renegade RV National Sales Manager Dwayne Kazmierczak points out the special anniversary badging on the Renegade Anniversary XL. feature four-wheel drive, which Ford introduced on the F-600 in 2021. “It allowed consumers to get off the beaten path,” Krider said. “You look at the Big Sky states out there like Montana and Idaho, and you see more and more people going in that direction. They do not have to be hardcore off-roaders, but you now have a motorhome you can take on gravel roads or dirt roads, roads with dips and dives on it, and expect the vehicle to go through it.” Krider said the models differ from rear-wheel drive Type C motorhomes or Type A motorhomes previously built, because those RVs are not created to handle rougher roads. The F-600 chassis can also bear

more weight than the F-550. Krider said gross vehicle weight rating increased to 22,000 per axle from 19,500 in the F-550. The ability to carry additional weight is a “key driver” in moving from 31- to 33-foot Super C motorhomes to 36- to 37-foot Super Cs, he said. Eash said better Super C motorhomes have connected with consumers. “You have the uniqueness of a front-engine diesel for buyers who do not necessarily want a 45-foot bus like a Class A,” he said. “Our Super Cs across the board are seeing an increase because of a higher awareness of the market and better product offerings. Th at has increased consumer demand.”

Top Super C States

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By Market Share

Texas .......................10.65% Florida ......................10.51% California .................10.32% Montana ....................7.05% Arizona ......................6.53% North Carolina ...........3.07% Ohio ...........................2.88% Michigan ....................2.78% Colorado .................... 2.74% Oregon ....................... 2.74% Pennsylvania ..............2.16% New York .....................2.11% Idaho ..........................1.97% Tennessee ..................1.87% Washington ................1.87%

rvnews.com

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Advice > F&I MANAGEMENT

The Changing of the Buyers A

s RV businesses realign to what some call the “new normal,” F&I practitioners also must update their approaches. The F&I paradigm has changed in a few areas. The biggest shift is the changing RV buyer demographic. Baby boomers have mostly retired or will over the next few years. The baby boomer generation altered the face of the RV industry, from how they owned RVs to the dealership itself. Baby boomers were the main customer that fed the newly formed F&I departments in most RV dealerships. Now fast forward to Generation X and Generation Y buyers. They are the new customers who blazed the path of the 21st century with a computer and smartphone in every home. These buyers are the current heart and soul of the RV business, with Gen Z just starting to climb the trail. It is more important than ever for F&I practitioners to understand their customers and their customers’ buying motives. Yes, the F&I sales process remains much the same, but not necessarily the same face-to-face. The newer consumers are more comfortable buying without a one-on-one presentation than boomers were. Boomers invested physical time in their RV buying research.

Basic Review Areas

In a streamlined review, the easiest way to understand different buying motives across the generations is by looking at two categories. Consumers want to either see the product’s value and how the item will solve their problem or know it will solve their issue through their smartphone app. When pitching to customer that wants to see the value, consider your physical presentation. Display the products’ features, advantages 88

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and benefits by providing brochures and marketing materials. Usually, visual imagery is the best approach to reach these consumers. These buyers want you to build value in your products with a few basic highlighted areas. 1. How do I know the company is reputable and will be there when I need it? 2. Will the coverages benefit me and correct my RV’s problems? 3. What indicates to me that the company will pay claims as needed? 4. Does the cost of the service exceed the value I am receiving? The F&I practitioner must understand how, for decades, consumers have been conditioned by the automotive industry with F&I products. Consumers have experienced, or heard about, companies folding. They have discovered the coverage they bought was only component coverage. In both cases, consumers were left holding the bag. When you need to pay customers’ claims, endorsements can help build value. Data research is available online as well to support the products’ benefits.

Closing and Pricing

Have you ever encountered a salesperson who continued to sell and never switched to closing? The salesperson keeps presenting and talking but never asks for the sale. The F&I practitioners’ responsibility is to create a winning situation for the consumer, not the other way around. Present the value and ask for the sale, regardless of which generation you are dealing with. As for cost factors, every industry saw major increases during 2021, and consumers know about the ongoing shortages and rising prices. F&I practitioners should not be afraid to ask a little more for their company’s products and services. Now, let me walk on eggshells

around the “elephant in the room:” product pricing. Practitioners need to keep in mind that consumers discuss their experiences and pricing around the campfire, as well as on social media. Every dealership has a distinct policy for pricing and margins, and F&I practitioners should follow their company’s policies. In recent years, many familyowned dealerships included a makeshift risk-based pricing policy for products to accompany their official risk-based pricing policy for lending. Family-owned dealerships may enjoy repeat business from subsequent generations of people from the same families because of this approach.

Gen X Sales Tips

Gen X and Gen Y have similar buying preferences to boomers but are more comfortable with the data provided through their phones and tablets. Gen X will invest some physical time to shop and research. However, buyers in this generation will rely on and use technology to make their research more convenient. As this generation is in the swirl of raising families and enhancing their careers, their free time is a precious commodity. Buyers in this generation request more emails, texts and web links to review at their convenience. When interacting with Gen X consumers, F&I practitioners are best rewarded when they expedite and conveniently make information available. rvnews.com

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Because Gen Xers are pushed for time, their patience can be limited. Still, Gen X consumers approach purchasing with less emotion than boomers do. Gen Xers rely on logical intuition when buying intangible F&I products. They tend to be a fun group to work with and are sometimes much more engaged during presentations. Make the most of your time with them and respect their accomplishments.

Gen Y Sales Tips

When studying different consumer generations, F&I practitioners must invest in reaching the millennial generation. Millennials, also known as Gen Y, are now the new consumers. They will be in the marketplace for the next 30 years. Like boomers, millennials will expand most industries’ economic growth like a golf ball through a garden hose. Gen Y

buyers will make everything bigger and bolder. They are creating new and improved ways to do business. The millennial generation is hyper-focused on convenience, surpassing Gen X buyers’ tendencies. Millennials seek to improve and solve bulky, inefficient ways of doing things. If an app can solve an issue, they want it. I am not a millennial, but if an app can solve my problem, I want that app, too. Seeing how things change during the next 10 years in our industry will be exciting. Millennials are change-makers. They are bold in what they do. When you are selling F&I products to Gen Y buyers, discussing how the programs will quickly solve problems and protect against unexpected expenses is usually more effective. Reinforcing solutions with the least amount of effort helps. Millennials mostly

prefer problem-solving at their fingertips. If there is one thing this generation is dedicated to, it is doing everything bigger and better than previous generations. F&I practitioners must continue to work on the ability to read consumers quickly, regardless of their generation. Never forget how you are in the people business.

Reading and understanding the customer is your job. Do your research and learn who your customer is across the desk. Make the most of your opportunity and have some fun. After all, you are selling fun!

Greg Artman National Training Manager Diversified Insurance Management, a Higginbotham company

Greg Artman is the national training manager for Diversified Insurance Management, a Higginbotham company. He spent more than 20 years in the automotive, RV, powersports and marine industries as a finance training and managing representative, of which the last 17 years have been with Diversified Insurance Management. He worked as management in numerous dealerships. 763.477.8127 | gartman@higginbotham.net

On Target Advertise here to reach 12,500 of the most important product purchasing decisionmakers every month.

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March 2022 | RV News

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Advice > BUSINESS MANAGEMENT

Turn Your Pricing Model Upside Down A

CEO’s primary responsibility in every public company is to maintain the company’s survival by ensuring the bottom line meets or exceeds projections. Private business owners have the same prime directive: to preserve their business’s survival by ensuring the bottom line meets or exceeds the industry benchmark. In private companies, we owe meeting this directive not to an unknown public shareholder, but to our families, staff and customers. I commonly hear dealers say things such as: • “I don’t think our customers will like a price increase.” • “I don’t want my customers to think I’m robbing them!” • “Raising my p rices might upset my customers.” • “I’m afraid my customers will walk.” Does this line of thinking agree with the prime directive of private business owners or CEOs of publicly traded companies? An October 2021 press release from AGFA (a digital printing conglomerate corporation) illustrates proper pricing adjustments. It said: “For the third time in less than 10 months, AGFA will increase the price of its offset printing plates and chemicals. … The specific—but double-digit—price increases will apply from Nov. 1 onwards and will be communicated directly to AGFA’s customers.” If needed, would you do the same? Do you believe this example is a radical response to the present business environment and real-time national economic realities? Let’s contemplate this example differently. Would you walk into your showroom and start giving customers $1,000 checks for no compelling reason? It is important to understand that every time you

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and other family members in the business (also at fair market value). Currently, many RV dealers are reporting pre-tax net income above 10% of revenue. Why does achieving benchmark revenue rates matter? First, because a down period will come, and although sales will fall and revenues diminish, on that day your expenses will likely continue at the same rate. You will be burning money. Second, when you call your banker to borrow money, or when you call me because you are ready to exit and sell your dealership, you will likely expect the selling price to reflect all your career’s hard work, time and money you invested in building the business. You will naturally want top dollar. When deciding to sell, some business owners face the hard truth that the dealership’s whole value rests on the bottom line’s history. If you fail to make money, you have yourself a hobby, not a sellable business.

forego a necessary price increase you shrink your bottom line. You are effectively handing out stacks of cash and putting your business’s future in jeopardy. To keep your dealership healthy and to follow business owners’ prime directive, turn your pricing model upside down. Rather than forego price increases out of fear, decide what your bottom line must be to thrive, then determine how to earn the necessary amount. To remain viable and thrive, you must pass higher costs on to customers or improve efficiency.

Pricing Factors Are Key

Many factors are involved in achieving an appropriate bottom line. This article merely speaks to one of them―pricing. Where should your bottom line be? In the RV industry, your pre-tax net income after deducting all necessary costs at market rates should be at least 5% of revenue. Market rates include rent at fair market value plus wages for owners

Strategy in Inflationary Times When costs rise, public and private companies have two options: increasing prices or improving efficiencies. We are living in inflationary times. Globally, costs have risen fast and may continue to do so. Bear in mind, the business world is a level playing field for everyone. The dealer down the road faces the same costs and subsequent pricing increases as you. If he is not raising his prices in lockstep with you, he is running a short race. Remember your prime directive: company success for your stakeholders’ benefit. Can consumers go elsewhere? Not likely. Everyone faces many of the same costs. If consumers visit another dealership, they will likely get similar pricing but potentially poorer quality service or products. Will higher prices drive customers away, making them disinterested in the RV lifestyle?

Pricing Formula Table 2018

2019

2020

2021

REVENUE

7,000,000

7,500,000

8,000,000

8,500,000

COST OF GOODS SOLD

5,320,000

5,700,000

6,080,000

6,460,000

GROSS MARGIN

1,680,000

1,800,000

1,920,000

2,040,000

GM %

24.0%

ALL OVERHEAD

980,000

1,100,000

1,300,000

1,500,000

OH %

14.0%

14.7%

16.3%

17.6%

PRE-TAX PROFIT

700,000

620,000

540,000

PROFIT %

10.0%

9.3%

7.8%

6.4%

SHORTFALL

50,000

180,000

310,000

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Today, wages are growing at virtually the same rate as the price of goods in America. Customers are unlikely to leave RVing merely because of price increases. People pay for what they value and the perceived benefits the purchase provides. What about the impact of higher consumer prices on staff? We all regularly attend manufacturer/ dealer meetings and other trade shows, where vendors use various visual effects to tell us about newer, better, shinier products. Do manufacturers absorb cost increases? For the most part, no—they pass those increases on to you, the dealer. At Elkhart Extravaganza, manufacturers entertain dealers to woo them to their brands and new models. Rather than absorbing price increases, manufacturers train their employees to communicate why the new version is better and to justify the higher price. You, as their customer, then make your purchases, often despite the higher price. As dealers, our job is to also train our salespeople and all staff who function as your business’ promoters. In the press release cited earlier, AGFA likely had company meetings to provide a pep talk to employees to get them excited about selling the new (more expensive) products. Executives probably empowered them with tools to answer and overcome customer objections and pricing complaints. I believe it is important to include service technicians, other fixed-ops employees and back-office staff in your price increase pep rally. Every team member must be sending the same positive message. When we need to raise prices, our job is to train our team, who will then tell our customers why they should be happy to pay more.

Pricing Formulas

Costs always rise—sometimes at a faster rate, sometimes slower. rvnews.com

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You have two options: raise prices or become more efficient. Product pricing models rarely change because using a percentage of the cost to set the price is common practice. When costs rise, so do prices. But do prices rise enough? Currently, the costs of staff, insurance, advertising, fuel and other “overhead” items are growing rapidly. Sticking with an unchanging percentage pricing model may not compensate for those overhead items increasing at their own rate. Review your total overhead expenses as a percentage of gross margin over the past few years. Make sure the percentage remains consistent with overhead. If fixed costs are taking a bigger bite of profit, the time is right to increase the pricing formulas’ gross margin and markup rates. (See Pricing Formula Table) In the pricing formula table example, the shortfall is the dollars dealers leave on the table when their overall profitability decreases just a few points. During inflationary times, you may need to adjust your pricing margin settings to maintain your bottom-line profitability. Using a multiple of 3x on three years’ average shortfall, the loss equates to more than a $500,000 reduction in a business’ overall value. Have you heard about matrix pricing? Matrix pricing is a model where the margin on some items is lower than on others. The tool is employed by Walmart and many, if not all, other large retail chains. Commonly, the items local customers most care about may be listed at lower markups than other products. Retailers recoup the margin by selling ancillary items once a consumer is in the store. Walmart uses matrix pricing to attract its customers. For example, in an area with many young families, Walmart will advertise the lowest price on boxes of diapers. However, the retailer’s prices on chips and soda may be higher than other local competitors to offset the difference. Brown & Brown Mar 22 Ad Approval.indd 1

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Advice > BUSINESS MANAGEMENT (CONTINUED) What are “the diapers” in your dealership’s local RV customer demographics?

Increasing Efficiency

Dealers also can seek ways to run organizations more efficiently to increase profit. As an example, consider your experience the last time you checked in for a flight at an airline. We used to check in face-to-face with one or two airline employees working at the head of each line. Today, only two people are available to help all travelers. Consumers now use automated kiosks, reducing the number of employees needed. Walmart is yet another great example. The company has virtually no cashiers today, thanks to automated self-checkout lines. One supervisory cashier monitors five to 10 customer stations as consumers check themselves out. While we likely do not want RVers visiting our dealerships to have a similar Walmart experience, look around your dealership for opportunities to streamline your processes. Over time, small changes equate to big savings. In one larger dealership I visited, the employees filed paper copies of work orders by the customer’s last name. Here was an opportunity to improve efficiency. Filing by last name took someone days each quarter to put away a huge work order stack. I asked why the dealership did not file the work orders daily using a number system. “Because we won’t be able to find Fred Smith’s order if we ever need to go back to it,” the leader told me. I asked if the dealership could find Fred Smith in the dealer management system (DMS) in the rare case they need to pull a past work order. Would the DMS tell an employee the related order number? It did. Looking up a number took far less time than filing by name. 92

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Changing the filing system saved two to three weeks of labor hours annually and took little time to implement. In another dealership, the sales team used a different system than the DMS. A manager manually retyped every RV sales deal into the main system. The manager’s compensation was at a much higher rate than other employees. Had the dealership spent a few thousand dollars to train the sales staff how to properly use the DMS and enter orders, the sales manager would be freed up to spend more time managing and training salespeople. His time reallocated would very likely increase gross sales. Imagine if the sales manager’s work resulted in selling just one more RV each year. That sale would more than pay for the sales staff’s initial DMS training. To improve efficiencies, consider having parts/service implement the following proven processes: • Ensure parts are picked for the next day before parts employees leave for the day. • Ensure all parts are in inventory for the next RV in for service before requesting the RV be pulled into a service bay. • Dedicate a parts employee who is responsible for ensuring technicians have what they need the moment they need it. • Improve service scheduling. The next RV should be ready to slide into the shop as the current RV is pulled out. Techs should use the transition time to clean up and prepare for the subsequent job. • Get service techs off the forklift and reallocate their time to spinning a wrench at the shop’s billable rate. Let a lower-cost yard porter move RVs in and out of service bays. Service tech costs misappropriated equate to lost billable time at the shop’s rate, not costs at the tech’s hourly wage. • If manufacturers allow, ensure your warranty rate is billable

at the customer pay rate. Make sure the customer pay rate is actually listed at the market rate. • Quote a reasonable time to perform each job, including RV pull-in and pull-out time. • Stock only parts inventory that turns a minimum of five to six times each year. • Fully utilize the DMS. Prevent staff from taking extra unnecessary steps by ensuring both front- and back-office personnel are trained and using the same system. • Use seasonal and part-time staff to cope with seasonal industry fluctuations. The day will come when you exit and sell your dealership. When you do, your past results over time must show revenues at or above industry benchmarks to realize a top-selling price for your business. Prospective buyers and bankers will look at results from the last three to five years. Start preparing for someday right now.

In the End

Public companies calculate their required bottom line and then ascertain how to achieve the bottom-line projection. Dealers, however, often decide what they can charge consumers without using math or metrics to determine prices. In the end, dealerships often absorb the difference. Dealers need to study how their public company cousins structure pricing, and then apply similar solutions.

Turn your pricing model upside down. Rather than predetermining what you can charge and absorbing any shortfall, assess your required bottom line to realize your target profitability. Then, determine how to get your bottom line there. Changes might include raising prices, improving efficiencies or doing both. Most important, remember your prime directive is to maintain the company’s survival by ensuring the bottom line meets or exceeds targets.

TIPS

• Remember your prime directive. • Be your own Booster Club. Sell your staff. Do everything you can to get them excited about the new products and services they are selling. Train them how to talk to their customers when customers raise the usual objections and price complaints. • Adjust your pricing model if needed to ensure the bottom line, as a percent of revenue, stays in the correct range. • Always look for ways to improve efficiency, regardless of the economic environment. • Increase prices a little every year. Persuading customers to pay $2 more for a part each year is easier than convincing them to pay $10 more occasionally.

Carrie Stacey Owner, Stacey & Associates

Carrie Stacey is the owner of Stacey & Associates, a company specializing in business valuations, mergers and acquisitions, consulting, coaching and benchmarking geared at dealerships. She is a licensed CPA in the U.S. and Canada. She also worked as general manager at both marine and RV dealerships. Additionally, early in her career, Stacey spent several years in professional sales. 208.290.2289 | www.staceyandassoc.com rvnews.com

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KPA

78-95 Mar22 RVN v7.indd 193 KPA Mar Ad issue Aproval.indd

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Advice > PERSONNEL MANAGEMENT

The Cost of Poor Employee Onboarding T

he Great Resignation continues to cause record-breaking turnover for companies across the U.S. Employees are leaving their jobs to achieve better pay, promotions, improved work/life balance and other various reasons. Regrettable turnover cost is well-documented. It is estimated that the cost of replacing an individual employee can be one-half to two times the employee’s annual salary. Replacement costs include lost productivity and innovation, time spent finding a replacement, hiring, training, and the time required to get a new hire up to speed and making an impact. We are operating in a strong candidate’s market. The employee experience has never mattered more. If an employee is unhappy, they have no problem jumping ship. In such a tight labor market, what can you do to ensure an employee will stay with your RV dealership? Here are answers to some major questions you might have about onboarding and retention. Q: What are other RV dealerships experiencing now? A: Employee acquisition and retention is a major focus for many companies, including RV dealerships. The Great Resignation is providing several opportunities for workers to job hop, leaving employers in a tough spot. Job applicants typically have numerous offers to choose from. “Ghosting” also is common. Employers make offers to candidates, only to never hear from them again. It is not uncommon for candidates to sign job offers, then never show up for work. Often, new hires fail to show up because they accepted another offer at a different company.

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Q: What can RV dealerships do about turnover? A: While talent acquisition is important, RV dealerships should not overlook retention. As mentioned, turnover costs can be extreme and can grow exponentially if you have staff leaving in droves. The potentially high costs are why you must think about what you are doing as a dealership to retain the staff you have. At KPA, we believe retention starts with employee onboarding. Q: Why is onboarding so important? A: Consider the employee onboarding experience as your first impression (and yes, first impressions matter). Onboarding is your opportunity to show the employee you have command of the ship, and you are steering the company in the right direction. During onboarding, ensure the new hire feels empowered and prepared to take on their work and meet the organization’s goals. A good onboarding experience can improve employee retention by an estimated 82%. Myriad additional benefits include: • Employees who go through effective onboarding are 69% more likely to stay with an employer for at least three years. • Organizations investing in effective onboarding retain 50% more new hires than their competitors. • Successful companies are 35% more likely to initiate onboarding for a new hire before the person’s first day on the job. • Standardized onboarding procedures lead to 50% greater productivity than nonstandardized onboarding. However, only an estimated 12% of employees strongly agree their

company does onboarding well. Poor onboarding can exacerbate several productivity and retention issues, including: • New employees take about eight months to begin producing at full capacity. • One-third of new hires look for another job within the first six months. • One-quarter of new hires leave before a year on the job. Q: What common mistakes do you see with onboarding? A: I see four main errors RV dealerships make during the onboarding process. Outdated training or compliance materials. Some dealers provide employees with a series of copies from a document dated 1999. The practice is not a great sign to new hires that you take training or compliance seriously and certainly a sign you are not willing to keep up with current regulations. Letting the new hire work alone. A buddy system is crucial for a new hire to feel a sense of belonging. Consider pairing them with a high performer or someone passionate about the company or position. By doing so, you can get the new hire off on the right foot. No HR involvement in onboarding. New hires undoubtedly will have questions. Make sure they know they can go to their manager, HR, payroll or others for answers. Forgetting to ask about the experience. RV dealerships should implement a survey or some other method to collect feedback about the new hire’s onboarding experience. Survey results can help identify improvement areas to make future onboardings more successful.

Q: What can RV dealerships do to improve the onboarding experience? A: At KPA, we encourage our clients to focus on what we call “The 5 Cs of Onboarding”—compliance, clarification, culture, connection and check back—to maximize onboarding’s effectiveness. Compliance. The most critical step in the onboarding process, compliance education helps employees understand your dealership prioritizes compliance above all else. Convey to new employees that they are always expected to do the right thing. If employees violate policies (especially legal regulations), they will be disciplined or terminated. Employees should sign any necessary documents and paperwork, including nondisclosure agreements (NDAs), nonsolicitation agreements and state and federal forms. A key to compliance is training. Staff should understand how to perform duties such as reporting harassment or injuries, managing customer inquiries or complaints, protecting their customers and their information and understanding F&I compliance. Clarification. This is where you, the employer, should ask several questions to ensure the new hire clearly understands their role and its responsibilities. You might ask: • Is your job offer signed? • Do you have the tools you need to succeed? • Did you receive a facility tour? • Have you discussed with your manager how you will be evaluated? Is there a regular schedule for evaluating performance? • Do you understand your department’s goals and objectives and how you are expected to contribute to them? rvnews.com

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If the new hire does not provide clear answers to these questions, your responsibility is to ensure they have the tools they need to do so. Culture. A new hire may take a while to become familiar with a company’s processes and culture. Regardless, handbooks are a crucial resource. Every employee should read your dealership’s employee handbook to get a better sense of basic expectations and how you operate. The handbook should address your dealership’s: • Mission, vision and values. • Basic expectations. • Products, services, markets and competition. • Anti-harassment and anti-discrimination, safety and fair lending initiatives. Connection. Connecting with employees, especially now, can be a challenge. By going the extra mile in the new hire’s onboarding, you can maximize the chances they will feel accepted and connected to the company’s core mission and staff. You might send them an email, hand-written letter or even a welcome video. Ensure the new hire is introduced to colleagues, managers and leaders in their department, along with anyone outside their department they may work with. At KPA, we like the idea of assigning a “buddy”

to the new hire. The buddy can help them better acclimate to the dealership. Check Back. The onboarding process does not end after you accomplished the first four Cs. Many new hires are often inundated with information as they learn the ropes, so the onboarding experience (and everything they learned) can fade quickly. Be sure to set up check-in meetings at 30, 60 and 90 days to see how new hires are feeling and ensure they understand expectations and are acting on them. Q: What else is key to remember? A: While employee onboarding can help new hires get acclimated to your dealership, the process should also ensure that legally required paperwork is filled out. The last thing you want is a regulatory body to come knocking and not have the necessary paperwork completed. Important documents might include a W-4, Form I-9, direct deposit forms and any state-required forms. Each state has unique forms and processes. At KPA, we think documented processes are a crucial legal compliance piece. If you are not sure where to start, talk to your HR department or HR consultant.

Brianna Stashak Human Resources Consultant, workplace compliance and safety company KPA

Brianna Stashak is a human resources consultant at workplace compliance and safety company KPA. She helps clients who need to train employees, tackle compliance issues and effectively manage HR processes across the employee life cycle. Among her tasks are helping with HR process automation, training and applicant tracking. 866.356.1735 | info@kpa.io rvnews.com

78-95 Mar RVN issue v7.indd 95

Advantage Pressure Pro Mar 22 Ad Approval.indd 1

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Premium Motorhome Mount Tow Bars & Dinghy Tow Brakes

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Patriot 3

• Patented non-binding latches quickly disconnect in any terrain

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The Best Of Hitches and Towing In THE BEST OF aftermarket product section this month, we turn our attention to hitches and towing products. The hitches and towing products listed here represent the best aftermarket RV products available within the category to carry in RV retail stores. Retail stores lacking these top products should consider dedicating space to them. Hitches and towing products are vital to RVers’ ability to enjoy the RV lifestyle, particularly with the increase in towable demand in recent years. Statistical Surveys Inc. reported 2021 travel trailer sales rose 7% from 2020, with fifth-wheel retail registrations up 22% from 2020. Manufacturers got the hint and increased towable shipments as well. RVIA reported 2021 travel trailer

wholesale shipments rose 42% from 2020 while fifth-wheel shipments rose 32% from 2020. The demand puts hitches and towing aftermarket products at a premium. New RVers will gravitate toward products easing the towing experience, including sway control products, tow bars and backup cameras. Retail stores able to offer multiple tiers – good, better and best – in product categories will see upsell opportunities as new RVers seek easier ways to manage their RVs. Safety features such as tire pressure monitoring systems and trailer brake controllers also provide retail store selling opportunities. Products with plug-and-play connections will continue to fly off shelves.

Curt Group

The CrossWing fifth wheel hitch is 65% lighter than traditional fifth wheel hitches. The CrossWing hitch’s main body weighs 60 pounds. The CrossWing hitch offers a 20,000-pound weight capacity. The hitch is made with high-grade steel. Curtmfg.com

Blue Ox Want To Be Featured In The Best Of? Call (720) 353-4003 to find out how your company can be included. Upcoming TBO categories: APRIL Summer Camping Accessories

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MAY Jacks, Lifts, Leveling & Ride Control

JUNE Power Solutions & Management

SwayPro is a weight-distribution hitch with a 20,000-pound gross towing weight capacity. The hitch features noise-free sway prevention. A caster in the hitch’s head constantly centers the trailer. The hitch includes spring bars to augment tow vehicle and trailer suspensions. SwayPro is built with powder-coated steel and sets up with rotating latches and clamp-on brackets. The hitch is available in tongue weights from 350 to 2,000 pounds. Two-inch receiver and 2.5-inch receiver shanks are available. blueox.com

March 2022 | RV News

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The Best Of > HITCHES AND TOWING

Progress Mfg. Horizon Global

Draw-Tite introduces its Hidden Hitch. The hitch can be removed quickly and easily when not in use. The Hidden Hitch enables consumers to see the receiver only when necessary. The hitch’s design provides the ability to mount cargo carriers, bike racks and to enable light-duty towing. hiddenhitch.com

The Equal-i-zer Hitch features integrated 4-point sway control and transfers trailer tongue weight back to the tow vehicle axles. The Equal-i-zer hitch eliminates the need for add-on sway control. The hitch is rated at 12,000 pounds GTWR and 1,200-pound tongue weight. equalizerhitch.com

NSA RV Products

NTP-Stag Private Brands

The Hercules tow bar has a 12,000-pound towing capacity and includes an integrated supplement surge brake mounted into the tow bar head. The tow bar is all-steel construction and weighs 52 pounds. The Hercules fits into a standard 2 x 2 x 6-inch receiver and includes safety cables and a Clevis hitch. The tow bar includes a lifetime warranty. readybrake.com

Husky Towing OEM fifth wheel hitches are available for 2020-2022 Chevrolet and GMC 2500/3500 pickups. The hitches fit long bed trucks with a factory fifth wheel/gooseneck prep package. Hitches include a fully articulating head, self-locking handle and wraparound jaw. The hitches have a 26,000-pound weight capacity. All hitches are steel constructed and include a powder-coated finish. huskytow.com

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Camco Mfg.

The Eaz-Lift ReCurve R6 weight distribution hitch features adaptive sway control. The ReCurve R6 controls sway during normal driving but disengages automatically during turning to improve maneuvering. The ReCurve R6 includes top-loading spring bars and a hitch ball. The hitch has a weight capacity from 8,000 to 12,000 pounds and a maximum tongue weight of 800 to 1,200 pounds, depending on the model. Included brackets accommodate trailers with 3-inch to 6-inch A-frames. camco.net

Pressure Systems International dba Truck System Technologies

Adjust-A-Brush Mar 22 Ad Approval.indd 1

2/17/22 2:54 PM

Two- or four-sensor TMPS Tow Packs are compatible with any existing 507 or 770 Series system. Cap or flow-through sensors provide real-time pressure and temperature monitoring. Sensors can mix and match to monitor vehicles, trailers and toys. Sensors operate in temperatures from minus-40 degrees to 176 degrees Fahrenheit. Cap sensors can be used on rubber or metal valve stems and includes user-replaceable batteries, estimated to last 1-1.5 years. www.tsttruck.com

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Reico-Titan Mar 22 Ad Approval.indd 1

2/14/22 11:12 AM March 2022 | RV News 99

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The Best Of > HITCHES AND TOWING

Roadmaster, Inc.

The InvisiBrake is a fully automatic, permanently installed supplemental braking system. The system uses electrical connections on the towed vehicle to activate its brakes whenever a motorhome’s brakes are applied. The system connects to the towed vehicle battery and trickle charges during towing. The InvisiBrake measures 8 x 8 x 2 inches and typically mounts under a driver’s seat, rear seat or in the trunk. Braking pressure is adjustable from 5 to 100 psi. roadmasterinc.com

Redarc

The Tow-Pro Liberty electric trailer brake controller includes proportional braking to eliminate knee knocking. Vehicle-specific wiring harnesses are available for plug-and-play installation. The Tow-Pro Liberty has an in-dash mount remote head. The trailer brake controller is compatible with 12-volt systems, weighs 7.05 ounces and includes a two-year warranty. redarcelectronics.com

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Trimax Locks

The new Razor Ultra RP aluminum adjustable ball-mount hitch fits 2, 2.5 and 3-inch receivers. The 2-inch hitch has a weight capacity of 12,000 pounds. The 2.5 and 3-inch hitches have a weight capacity of 20,000 pounds. The hitch is available in 6, 8, 10 and 12-inch sizes. The ball mount adjusts in 1-inch increments. The hitch has a “Stow” feature, enabling the ball mount to stow behind the drop bar when not used. The drop bar and ball mount are 100% aluminum. trimaxlocks.com

Advantage PressurePro

The Pulse FX is a tire-management system using PressurePro’s patentpending Dynamic Sensor technology to provide 24/7 tire monitoring of multiple units with up to 40 tire positions. The product offers customizable alerts, vehicle naming and storage capabilities. The sensors install externally and are sealed and waterproof to allow full submersion. The Pulse FX’s custom app is free for iOS and Android devices and walks users through installation and use. pressurepro.us

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The Best Of > HITCHES AND TOWING

MORryde International

The MORryde Rubber Pin Box replaces most stock pin boxes. The rubber pin box uses an advanced rubber shear spring inside. The spring absorbs towing shock and reduces chucking and jerking. The Rubber Pin Box fits numerous trailer weight ratings and installs in an hour on most fifth wheels. morryde.com

Torklift International

The North Hitch is a front-mounted receiver hitch that does not affect ground clearance. The North Hitch bolts directly to the vehicle’s frame using pre-existing bolt holes. The product is a 2-inch, Class 3 front receiver hitch. North Hitch front receiver designs are available for Ford, Chevy, Ram and Mercedes vehicles. The hitch is made in the USA and carries a lifetime warranty. torklift.com

Cruiser Accessories

The Rock Tamers mud flap system provides hitch-mounted, adjustable mud flaps for trucks with 2-inch, 2.5-inch and 3-inch hitch receivers. Mudflaps are installed and removed through the ball mount. The flaps have an adjustable width, from 67.25 to 96.75 inches with telescoping stainless-steel sleeved support rods. Oversized and reinforced flaps can be cut to fit. rocktamers.com

Valterra Products dba TireMinder

TireMinder introduces its new i10 color tire monitoring system. The i10 simultaneously can view 10 tire readings per vehicle and auto-swap between the front and rear vehicles. The i10 system monitors up to four different vehicles and 40 total tires. The system includes a signal booster with a 100-foot range. The i10 comes with optional 0.7-ounce flow through transmitters. The system includes a three-year warranty and a free end cap display is available with qualifying purchase. tireminder.com

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BAUER PRODUCTS

Demco Products

The Demco 21K Recon Lightweight Manual slider arrives in a single box. Assembly requires two pins and two set screws to hasten assembly. The fifth wheel hitch is made in the USA and available now. demco-products.com

BAUER SMART LOCKS

PopUp Towing Products

The RV Goose Coupler pulls a fifth wheel with a gooseneck ball. It is a one-piece unit that bolts into existing king pin box bolt holes. The coupler is rated at 24,000 pounds GTWR with a 6,500-pound tongue weight. It reduces rough rides by as much as 59 percent. The coupler is a cushion adjustable model, providing 4 inches of adjustment by the coupler. The coupler is built in various widths, including 12, 12.5 and 14 inches. The cushion portion has a five-year warranty. popuphitch.com

BAUER PRODUCTS

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The Best Of > HITCHES AND TOWING

PullRite

The SuperGlide original automatic sliding fifth wheel hitch features 10 different hitches designed for OE Puck-equipped trucks. Hitches also are available for industry standard and clean bed applications. OE Puck SuperGlide hitches have weight capacities from 16,000 to 24,000 pounds. All hitches include a patented automatic latching and locking hitch plate. Hitches include 14 to 18 inches of fully automatic slide and 4,000 to 6,000-pound trailer pin weight capacities. SuperGlide hitches are constructed with steel and made in the U.S. pullrite.com

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B&W Trailer Hitches

The Companion Fifth Wheel Hitch works with the Turnoverball under-bed gooseneck system or factory OEM hitch platforms. The hitch includes a fully articulating coupler head that pivots front-to-back and side-to-side. A cam-action latching handle eases release. The Companion hitch includes 1-inch wraparound jaws. The hitch has a 20,000-pound weight capacity. Companion’s base weighs 131 pounds and the coupler weighs 75. The hitch includes vertical adjustments from 16.25 to 18.25 inches. bwtrailerhitches.com

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Your RV Aftermarket Distribution Specialist

Gen-Y Hitch

The Executive Fifth Wheel Pin Box replacement with Gooseneck Coupler weighs 115 to 190 pounds, depending on the model, 17% less than previous models. The Executive pin box replacement includes towing capacity up to 30,000 pounds and 5,500 pounds pin weight. Torsion-Flex technology helps the pin box replacement reduce 90% of inertia between the truck and trailer. Auto-latch levers are redesigned to improve leverage and minimize tension by up to 40% when disconnecting. Made in the U.S. genyhitch.com

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AP Products

AP Products’ breakaway switch, also known as a plunger, connects to the trailer hitch. When the trailer separates from the tow vehicle, the breakaway switch sends a signal to the trailer’s brakes to stop the vehicle safely. The breakaway switch is available in 4’ or 6’ lanyard lengths. approducts.net

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The Best Of > HITCHES AND TOWING

BulletProof Hitches

BulletProof Hitches ball-mount bumper-pull hitches offer a weight capacity up to 36,000 pounds. Medium-duty hitches with 2-inch and 2.5-inch shanks are rated up to 14,000 pounds. Heavy-duty hitches and extreme-duty with 2-inch to 3-inch shanks are rated up to 36,000 pounds. Drop sizes are available from 2 inches to 16 inches. All hitches are adjustable and constructed with solid steel. BulletProof hitches include a lifetime warranty. bulletproofhitches.com

Valterra Products

The Mighty Cord fifth wheel/gooseneck harness plugs into existing truck bed wiring to retain use of the factory 7-way connector at the bumper. The harness connector mounts in the truck bed sidewall, tailgate post or wheel well. No cutting or splicing is required. Molded cable and a spring-loaded dust cover protect the harness from the elements. The Mighty Cord harness is available in 7-foot and 10-foot lengths. valterra.com

Tuson RV Brakes

“Ball Type” internal tire pressure and temperature sensors drop into tires without replacing valve stems. The ball sensors weigh less than 1 ounce and do not affect tire balance. The sensors are sold in kits of four or six and include a receiver and repeater. The receiver can be programmed for three different trailers with as many as 10 sensors per truck/trailer combination. The sensor’s RF signal works with trailers 45 feet or longer. Each sensor has a five-year battery life. tusonrvbrakes.com

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Hopkins Mfg.

The Endurance Replacement Ground Kits prevent bad grounding. The kits feature a proprietary rustproof design. The rustproof construction prevents water infiltration and corrosion. The kits keep ground conditions intact by using stainless steel components and rubber seals. Mounting hardware is included. The kits are available in four gauge wire sizes – 12, 14, 16 and 18. The Endurance Replacement Ground Kits include a three-year warranty. hopkinstowingsolutions.com

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100%

CIPA-USA

CIPA custom towing mirrors are sold as a pair or separately. The mirrors fit various popular truck and SUV models. The towing mirrors slip on over OEM mirrors and secure using a patented wedge-lock system. New mirrors are available for the 2019-2026 Dodge RAM and 2019-2025 Chevy Silverado and GMC Sierra. Ford F-150 mirrors for 2020 models and newer soon will be released. cipausa.com

ica r e m A

Pullrite .25 Mar 22 Ad Approval.indd 1

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Autowbrake

Autowbrake is a trailer-mounted electric brake control calibrated during installation. Once installed, drivers can select the drive setting, accommodating tow vehicles from 3,500 pounds to more than 12,000 pounds. An included key provides override and increase/decrease gain functions. Autowbrake includes an auto-shutdown feature if another brake control is in use. The product includes a three-year warranty. getautowbrake.com

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The Best Of > HITCHES AND TOWING

Towmate

The Li26C tow light bar features a rechargeable lithium power supply. The light bar includes wireless control with a 1,000-foot range. The Li26C is constructed with PVC housing and recharges from a 12-volt vehicle charger. The light bar has run times of 22 hours or longer and a battery life expectancy of up to 10 years. The Li26C includes a lifetime warranty on electronics and LEDs. towmate.com

Rear View Safety

The WiFi Hitch Camera is a 9-volt powered camera that connects to a 3.5-inch LCD color monitor. The WiFi signal provides an uninterrupted connection up to 50 feet. The camera is powered by a rechargeable battery. A magnetic base enables attachment to the vehicle’s back. The system works with Apple mobile devices using a free app called RoadVue. Android users can access the camera through the Safetycam app. The WiFi Hitch Camera includes a one-year warranty. rearviewsafety.com

Hydralift

Hydralift motorhome cargo carrier-lifts carry up to 1,300 pounds and tow a tow car. Carrier lifts are available for Type A gas and diesel motorhomes, as well as Type B and Type C motorhomes. Hydralift’s 50s for Type B and Type C motorhomes is a bolt-on application with a 500-pound carrying capacity. Hydralift folds to the vehicle’s back when not in use. hydralift-usa.com

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Stromberg Carlson

Bike Bunk is a raised receiver on the “A” frame and works with any RV-approved bike rack designed for a 2-inch receiver. Bike Bunk is constructed with all steel and accommodates A-frame bar heights up to 6 inches. Bike Bunk supports up to 100 pounds. Strombergcarlson.com

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The Best Of > HITCHES AND TOWING

Swagman

The Nomad RV-approved bike rack carries two bikes, each up to 35 pounds. Adjustable padded ratchet arms secure bikes to the tack. The Nomad uses 3-D wheel hoops and krayton straps to secure the bikes’ wheels. Wheel support arms fold up like a clamshell to reduce Nomad’s footprint when not in use. swagman.net

Andersen Hitches

Andersen’s Weight Distribution (WD) Hitch eliminates sway and bounce. The hitch’s sway control system adjusts according to tongue weight. Motiondampening chains restrict bounce. Each WD Hitch kit weighs less than 60 pounds and is rated up to 16,000-pound towing capacity and 1,600-pound tongue weight capacity. Kits include an adjustable steel rack, ball system, anti-sway plate, two tension chains and urethane springs, and two tongue bracket sets. andersenhitches.com

LMD Products, Inc.

The HitchGrip hitch coupling tool gives consumers leverage when installing a weight-distribution hitch ball-mount. Additional leverage eases carrying the ball-mount to and from the tow vehicle during installation and removal. HitchGrip weighs 12 ounces and measures 11 x 6.5 x 1 inch. HitchGrip includes a lifetime warranty against breakage and is made in the U.S. hitchgrip.com

Milenco America

The Grand Aero Platinum Mirror securely fits extremely tapered mirror bezels found on increasing numbers of vehicles to reduce aerodynamic drag. The mirrors include flexible, rubber-faced stainless steel and spring-loaded gripper plates. The gripper forms the shape of the vehicle’s mirror bezel to increase the surface contact area. The secure grip adds stability. www.milenco.com

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Advertiser Index Adjust-A-Brush . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99 Advantage PressurePro. . . . . . . . . . . . . . . . . . . . . . . . . . . 95 Alliance RV . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63 Auto Motion Shade . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 81 B&W Trailer Hitches . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75 Bauer Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103 Blue Ox Towing Products . . . . . . . . . . . . . . . . . . . . . . . . . 96 Brown & Brown dba Reed Brothers . . . . . . . . . . . . . . 91 Camco Mfg . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Century Chemical Corp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71 CKI Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87 Coach-Net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 Cruiser Accessories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 105 Dave Carter & Associates . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Demco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Dometic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .47 EQ United . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80 EQ United . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 Foland Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 105 Garmin Intl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49 GE Appliances . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Gen-Y Hitch . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101 Grand Design RV . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Graphix Unlimited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 Hanwha Azdel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77 Harmony Enterprises dba Earthkind . . . . . . . . . . . .70 Heng’s Industries USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69 Horizon Global Corp. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 112

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Icon Technologies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IBC Kenda Americana Tire And Wheel . . . . . . . . . . . . . . . 23 KPA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93 LaVanture Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Lippert Components . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . BC Curt Mfg . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 MorRyde Intl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43 NSA RV Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 NTP-Stag . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IFC Pace Intl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 PopUp Industries . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .55 Pressure Systems Intl. dba Truck System . . . . .25 Technologies Progress Mfg . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Propack Packaging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Pulliam Enterprises . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 107 REDARC Corp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71 Richloom Fabrics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 Rieco-Titan Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99 Roadmaster . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83 Robert Weed Plywood Corp . . . . . . . . . . . . . . . . . . . . . . . 10 Southwire Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 TowMate. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 United States Warranty Corp . . . . . . . . . . . . . . . . . . . . . . 9 Valterra Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68 Valterra Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80 Way Interglobal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 Wyers Product Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 100 rvnews.com

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RV News March 2022

Articles inside

New Ideas Pop Up

52-Card Pick Up

RVTI: The Teen Years

Getting to the Bottom of the Solution

Embracing Certainty