A July Cover

Volume 29 / Number 12 / July 2004
April 2004 Wholesale Shipments Up 21.8%
Pg. 23
Contents
Cover Story
Editorial
Distress Free Satellite TV
Only in America
I’m not a boater, but one thing I do know about boating is
that all the electronics and communications equipment better
work real well. Now one might wonder what all that has to do
with RVing, and why we would invoke boating terms in an RV story. A relative newcomer to the RV industry, KVH Industries
of Middletown, RI, grew up in industries
that demanded absolute perfection in their
products and they just don’t know how to
do things any other way. Now imagine
bringing that philosophy into the RV industry, and as the new kid on the block, and
trying to unseat an incumbent supplier of
the products that you make. Read about quality American manufacturer, KVH, the company that did it.
6
Feature Story
Record Demand for Park Models
manufacturers in
19 Key
Indiana, Georgia, Texas,
Florida and North Carolina
see record demand for the movable
cottages, which appeal to working
families and retirees as affordable
vacation retreats.
“It’s the most affordable vacation home option in America
today,” said William Garpow, executive director of the Newnan, Ga.-based Recreational Park Trailer
Industry Association, who used to say park trailers were “the best
kept secret in the RV industry.”
Salesmanship
Work as if you own the company;
Someday you might!
When did hard work, sacrifice and optimism go out of style
the American worker? When did the “I’ll do it for you”
10 with
switch to “What are you going to do for me? When did we
cross the line from the “greatest generation” to the “me too generation?” Have we created a generation of people who never learned
what it was like to “want” for something, or have to earn it before
it was given to them? You’re going to want to hang this one up at
your company and challenge your employees to do more, and actually enjoy it.
By the time you get this
issue, America will have
just celebrated its 208th
birthday with long weekends,
gala festivities, and millions of
people enjoying the best of
what the RV industry has to
offer. Whether it was in a tent
at a national park, a trailer at
the local campground, or a luxury motorcoach at a waterfront
lot that views a couple of gorgeous golf holes at an RV
resort; it was true Americana.
Sadly, as the country looked
forward to the birthday, we lost
two great Americans, who
embodied all that is right
about this country when you
are willing to stand on your
own two feet, accept life’s challenges, and proceed to do great
things in spite of seemingly
insurmountable odds. We’ll
miss President Ronald Reagan
and singer Ray Charles.
4
Departments:
Salesmanship......................16
Shipments...........................23
RV News..............................25
New Products......................29
Reader Service....................30
Advertisers Index................30
RV NEWS July 2004
3
editorial
Bob Zagami
Editor
4
Only in America
By the time you get this issue, America will
have just celebrated its 208th birthday with long
weekends, gala festivities, and millions of people
enjoying the best of what the RV industry has to
offer. Whether it was in a tent at a national park,
a trailer at the local campground, or a luxury
motorcoach at a waterfront lot that views a couple
of gorgeous golf holes at an RV resort; it was true
Americana.
Sadly, as the country looked forward to the
birthday, we lost two great Americans, who
embodied all that is right about this country when
you are willing to stand on your own two feet,
accept life’s challenges, and proceed to do great
things in spite of seemingly insurmountable odds.
In one of the most moving weeks in U.S. history, we buried a great president in a week-long ceremony that made everyone proud to be an
American. You had to feel good about your country as you watched the week’s activities unfold
before your eyes with uncanny precision in ceremonies designed to celebrate the life and times of
Ronald Wilson Reagan, our 40th president.
From impoverished beginnings in rural
America, he lived the dream and earned tremendous success and accomplished much at each of
the stops along his journey to the White House.
During the same week we lost Ray Charles, a
legend who graced the musical stage for over 50
years and was working on a new album even as
he came to the end of a beautiful life, undaunted
by the roadblocks he met along the way. He
quickly rose to international fame and his musical
talents crossed many genres generating number
one hits in jazz, R&B, rock and country music.
He’s is also credited with the birth of soul music
when he mixed his gospel talents with rhythm
and blues.
Ray Charles’ rendition of America the Beautiful
happened to be one of Ronald Reagan’s favorite
songs. It is a moving ballad that will almost
always generate Goosebumps on your skin as you
visualize the wonders of a land that Ray Charles
could not even see. Blind since the age of 7, and
orphaned by 9, Charles simply adjusted to life’s
challenges and never looked for a handout or
sympathy along the way. It is interesting to note
that this song was released in 1976, on the 200th
anniversary of our great country.
Much like Ronald Reagan, who worked his way
to Washington from the farm lands of Illinois,
both men made us all proud as we observed the
services that celebrated both of their lives in a
country they both loved dearly.
Our nation’s history is filled with the stories of
Continued on page 13
July 2004 RV NEWS
Our 29th Year
RV
NEWS
THE VOICE OF THE RV INDUSTRY
A Division Of
D&S
Media Enterprises, Inc.
President Dan Holt
Secretary/Treasurer Carmel F. Holt
STAFF
Publisher Dan Holt
e-mail: publisher@rv-news.com
Editor Bob Zagami
e-mail: editor@rv-news.com
Contributing Editors
Bert Alanko
Al Hesselbart
Reader Services Director
Francis Leonard
Business Manager
Carmel F. Holt
Circulation Manager
Francis Leonard
National Sales
Dan Holt
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rv news feature
Distress-free Satellite TV...
A Unique Concept
by Bob Zagami
Editor
I’m not a boater, but one thing I do
know about boating is that all the electronics and communications equipment
better work real good in case you ever
have to pick up the microphone and
declare an emergency at sea. Now one
might wonder what all that has to do
with RVing, and why we would invoke
boating terms in an RV story.
A relative newcomer to the RV industry, KVH Industries of Middletown, RI,
grew up in industries that demanded
absolute perfection in their products and
they just don’t know how to do things
any other way. Now imagine bringing
that philosophy into the RV industry,
and as the new kid on the block, and
trying to unseat an incumbent supplier
of the products that you make.
KVH did just that.
As we all know, it is not easy for a
new supplier to break into what many
consider to be a very closed industry
that is often slow to embrace new technologies or products. KVH broke the
mold and has enjoyed story book success since announcing their entry into
the RV industry in the late 90’s.
Here is a company that developed
their manufacturing strategy and expertise in the marine industry and naval
vessels with sophisticated navigation
and sensor systems, digital compasses,
and eventually stabilized antenna systems for Scientific Atlanta and other
companies in the early 90’s.
Bob Cooper, Regional Sales Manager
– RV Market, said, “Our customers
expect quality and integrity in all our
products. Our company has made a
huge commitment to quality, and that
helped us a lot when we decided to enter
the RV industry.”
Chris Watson, Corporate
Communications Manager, added, “In
the mid-90’s you needed a dish the size
of a wading pool to get satellite TV,
which fit military and commercial vessels just fine, but made it impossible to
get the technology small enough for the
RV industry at that time. The DIRECTV
service and stabilized antenna technology that came along shortly after that
opened up new opportunities and we
brought out products that were well
suited for the boating industry.
Bob Cooper, Chris Watson and Joel Jones.
6
July 2004 RV NEWS
In the late 90’s we started to
take a serious look at the RV
industry and found only one
competitor with in-motion satellite technology. The feedback we
received from dealers and customers was that it was overpriced and seemed to have some
real quality issues with the
manufacturers who were incorporating it into RV’s that now
featured larger televisions,
VCR’s and the new DVD players
hitting the entertainment market.
Once the manufacturers
started installing the big TV’s in
their RV’s, they had to provide a
better system for the demanding
baby boomers who wanted all
the benefits of their satellite
systems they enjoyed at home.
We introduced our TracVision®
LM system for the aftermarket
in late 1998 and to OEMs in
1999 and we were on the map
right away.”
Joel Jones, Regional Sales
Manager – RV Market, said,
“Our 14-inch elliptical dish was
just what the market needed, at
just the right time. We had a
higher quality product at a
lower cost and backed it up
with a complete support infrastructure for the customer,
technician, dealer and OEM.
When somebody buys a KVH
product, they get access to the
full support system available
here in Middletown.
We provided the impetus to
expand home entertainment on
the road, and the industry
responded. It really wasn’t as
easy as it may have looked from
the outside. All of our development work and support systems
were already in place when we
entered the RV market. We
knew what to do once we started to get the attention of the
manufacturers.
KVH has established a
multi-level distribution system
that seems to work for everyone
in the industry. Large OEM’s
can buy directly from the company and smaller companies
can purchase the systems
through RiverPark Inc.
A similar set-up exists for
dealers. There are some very
large dealers (Guaranty, La
Mesa, and Buddy Gregg) who
purchase the mobile satellite
antenna systems directly from
KVH, while others purchase
through Stag-Parkway, who is
the only national distributor of
the KVH products. Several
large regional distributors also
enjoy a relationship with KVH,
such as Keller Marine & RV,
Northern Wholesale Supply, and
Shaker Valley RV Supplies.
At the consumer level, the
company enjoys an excellent
working relationship with
Camping World.
Regardless of where the
product was purchased, the full
support and training resources
are available to everyone who
purchases or installs a KVH
system on an RV.
Bob Cooper noted, “The
business package that we offer
to resellers of our product
includes support from our
graphics department, assistance
from our advertising group, and
connectivity to our web site that
includes a lot of our customer
and technical support information.
RV NEWS July 2004
7
KVH, a publicly-held company, (NASDAQ: KVHI) had sales
of $56.7 million in 2003, with
$38 million coming from their
satellite sales. Of this total, it
is almost evenly split between
the RV market and the marine
market. The company delivers
more than 20,000 systems per
year to the RV market, and
expects that number to grow
with the continued demands of
the consumer in the RV marketplace. The balance of their revenue is generated from their
tactical navigation and fiber
optics products.
Watson said, “Our growth in
the RV industry was enhanced
with the TracVision LF and SF
satellite antenna systems that
were designed for OEM integration. The SF is a totally automatic, domed satellite TV antenna system for stationary viewing. The LF automatic satellite
acquisition systems provides for
in-motion entertainment reception of satellite TV. Both of
these systems support DirectTV,
DISH Network, DISH 500 or
ExpressVu systems. We also
8
July 2004 RV NEWS
offer our premier TracVision L3
and S3 systems, which offer
some additional capabilities,
including compatibility with our
TracNet mobile Internet system.”
Continuing their tradition of
creative engineering and quality
at all costs, the company is
proud of their ISO 9001 (2000
Standard) certification and continuous product improvement
and development programs.
Cooper said, “We are a vertically
integrated company. Everything
is done right here; from conceiving the idea, through engineering and testing, manufacturing,
quality control, writing our own
software, and right through
shipping and distribution.
Most of the excitement
around Middletown, RI now
comes from the all-new
TracVision A5 system that was
released late last year. The A5
incorporates advanced hybrid
phased-array antenna technology (patents pending) that allows
for a remarkable low-profile system that is the talk of the
industry. The rooftop mounted
system is only 5.3” high and
can easily be mounted on any
SUV, conversion van, or RV.
As manufacturers begin to
raise the interior height of their
motorhomes, they must find
new ways to get all the clutter
off the roof or risk damage as
the overall exterior height of
their units reaches dangerous
levels.
Chris Watson noted, “The A5
was in development for almost
three years before its release.
With all new engineering and
technology, the company has
set a new standard for excellence for full in-motion reception of satellite television signals. The TracVision A5 represents an entirely new approach
to in-motion satellite TV.
Robots build the A5 to exacting
standards.
“The investment community
is also very interested in the A5,
both from its market potential
and the fact that we build it
right here.”
Bob Cooper said, “It makes
no difference where they buy
our products. The customer
support and technical support
groups are available 12 hours a
day, six days a week. It is complete world-class customer service.”
Jones added, “We provide
technical training for the RV
market three times a year at
our Middletown facility, and we
also have a full-time national
trainer, David Peeler, who is
always on the road assisting
dealers, distributors and OEM’s
with any technical issues he
can resolve at their facilities.
We provide a certification
process for our dealer network
and they never turn down the
opportunity to take advantage of
our programs.
We will also be participating
in RVIA’s satellite and broadband training programs this
year. We will be on six
Thursdays beginning October
9th. With the new broadband
capabilities in this program, the
number of dealers participating
has doubled and we feel it is an
excellent opportunity to extend
our training beyond the classroom.”
Cooper noted, “As consumer
awareness of our products continues to grow, we have stepped
up our field support at RV rallies this year. At the Great
American Rally we will have five
technicians in attendance and
they will be dispatched from our
display area to assist consumers with any questions or
issues they may have with their
KVH systems. Many times, it is
simply giving them some additional training on the remote
control.”
KVH employs 310 people
worldwide and 240 of them are
located at the Middletown facility. The company’s fiber optics
and military products are handled out of their Chicago, IL
facility. All products are
stocked and readily available to
the industry.
Watson noted, “The demand
for quality in our marine and
military products prepared us to
TracVision® A5 System
build durable,
reliable products
that have helped
us succeed thus
far in the RV
industry. When
there is a hazard
at sea, and you
hear a Mayday
call, it’s a much
more serious
issue than an RV
breaking down on
the side of the
road or your
antenna not
working properly.
However, we
build every product to the exacting standards required for flawless operation in even the most
demanding environments. This
is the level of quality that RV
owners expect and deserve and
we’re proud to deliver it to our
customers, whether they are RV
manufacturers or the end users
traveling around the country.”
KVH has set a new standard
for enhancing consumer satisfaction when it comes to live TV
and entertainment on the road.
You won’t be hearing any
Mayday calls from their customers, they are using products
that work the way today’s discriminating RV buyer expects
them to work.
All this in less than six
years. There’s a bright future
for KVH in the RV industry, and
the people and technology that
drive their success. RVN
RV NEWS July 2004
9
editorial
From page 4
people who loved this country
and were willing to die for the
hope and freedoms we all enjoy,
and sometimes take for granted.
As the Lord called Reagan and
Charles to a better place, we
were also celebrating the 60th
anniversary of D-Day, and
remembering the thousands of
young men who fought to their
death on the beaches of
Normandy and beyond, to set
the tone and temperament that
would clearly establish the
United States of America as the
land of the free and the home of
the brave. Thousands of white
crosses grace the hillsides of
France where the blood of our
brave soldiers was shed without
any thought of their own wellbeing under seemingly insurmountable odds.
Only in America can we
appreciate what others have
done for those of us who now
enjoy the opportunity to grow
up in, and work in, the best
place on this earth as we know
it today. Here we are 208 years
after the Minutemen took their
stand in Lexington and
Concord, 93 years after the
birth of one of the greatest presidents that we have ever had,
73 years after a great musician
decided that his loss of sight
would not affect his vision for
this country, and 60 years after
the deaths of so many, who
gave so much, and asked nothing in return.
How fortunate we are to
have lived in this time and witnessed first hand what it means
to be an American, and be so
proud of what these great men
gave to us.
It is this spirit and love of
country that allowed our industry to grow and prosper.
Millions of people are able to
enjoy this great country everyday in an RV that was produced
by some of the hardest working
people in America.
The RV’s that are produced
today allow families to share
moments that will last a lifetime
as they chart their own course
and discover the America that is
waiting just around the next
turn, or over the next bridge,
that shows them an open road
to the wonderment of all that is
beautiful in our country.
Under a star-filled sky,
basking in the glow of the
campfire, RVers will tell their
favorite Ronald Reagan stories
or listen to the melodic excellence that was Ray Charles.
RVs can take us to the
Reagan Library in Simi Valley,
CA and we can witness the sunset on the life of a great man,
who simply wanted what was
best for a country that he dearly
loved. His legacy will remind us
how fortunate we are to be
Americans in America, and will
provide the inspiration to millions to carry his message for-
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RV NEWS July 2004
13
ward as we have an opportunity
to do the same thing, in this
same great land.
RVs can trace the route
from poverty to perfection.
Born in abject poverty in
Albany, GA was Ray Charles
Robinson. By age 7 he was
attending a school for the blind
in St. Augustine, FL, where he
was first introduced for formal
music lessons. Ray Charles
made the most of his God given
talents and refused to give up at
any stop along the way. His
inspirational songs led a nation
through many tragedies and triumphs of historical significance,
and he did it with grace and
dignity. He died in his home in
Bel Air, CA and his Los Angeles
studio was declared a historic
landmark in April of this year.
The greatest generation
asked nothing in return for
their sacrifices. The same
anniversary that focused attention on the crosses of Norman-
14
July 2004 RV NEWS
dy, also unveiled the World War
II Memorial that was recently
dedicated to all those who gave
the ultimate sacrifice for their
country, and the many brave
survivors who were able to participate in the events in our
nation’s capital that finally recognized those who never asked
to be recognized.
RVers will now be able to
see this great memorial, along
with the many other symbols of
freedom and democracy, in
Washington, D.C., the soul of
our country and the guardian of
all that it means to be an
American in America in 2004.
Only in America could
Ronald Reagan move from the
farm to the broadcast booth and
then on to the movie screen, the
Governor’s mansion, and wind
up in the White House. And he
did it when the country needed
him the most, and they understand that now. Even his
adversaries showed renewed
respect and appreciation for
what this great man accomplished during his tenure on
Pennsylvania Avenue. Perhaps
he will best be remembered as
the president who ended the
Cold War, but hopefully, he will
be remembered as the president
who once again made us all feel
good about our country and all
that it stands for.
May we all learn from these
lessons, as we all can … Only in
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Salesmanship
Work as if you own the company;
Someday you might!
Bob Zagami
Bob Zagami is
an international
author and
lecturer with over
30 years of sales
and marketing
experience. He
has studied the
RV industry for
twenty years and
has owned several
motorhomes and
trailers.
Bob is available
for consulting
services, seminars,
and writing
assignments. You
can reach him at
978-461-2143 or
via e-mail:
zagami@rv-news.com.
10
July 2004 RV NEWS
When did hard work, sacrifice and optimism go out of style with the
American worker? When did the “I’ll do it for you” switch to “What are you
going to do for me? When did we cross the line from the “greatest generation” to the “me too generation?”
Have we created a generation of people who never learned what it was
like to “want” for something, or have to earn it before it was given to them?
We have people out there who can’t multiply ten times ten in their head,
who need a cheat sheet from the restaurant to show them what a 15% tip is
equal to, and just hope that the computer never goes down at McDonald’s or
Burger King because they will have to give you the meal for free when none
of their employees are able to do the math … not in their head … on a piece
of paper!
We have sales people who write some of the worst e-mails, business letters and proposals imaginable. Their English teachers must have been reading comic books to them in the classroom because they sure didn’t learn
anything when it came to spelling and grammar.
And how about the work ethic! Is there a traffic jam in your parking lot
when the day’s work is done? Have you got some of those employees who do
exactly what you tell them and nothing more until you give them another
assignment? Is payday a national holiday at your company when they all
disappear for the bank or the bar room and simply forget to come back?
Now I’m exaggerating a bit here, but I’ll bet some of these points hit home
real hard as you survey the employee landscape these days, especially if you
are the owner of the company.
But what if you are an employee reading all of this? Does this all sound
too familiar? Are you seeing yourself in the reflection of the page?
Think about it … how do you approach your job? Would you hire you if
you came in looking for a job? Do you sit and wonder why you are in the
position you currently get paid for?
First, work should be fun. If work is fun, then it’s not work at all. If
you have to get out of bed each morning and go to work, don’t you think you
should be going somewhere that will provide you with a sense of accomplishment and fun at the end of the day.
I’m convinced that one of the biggest problems facing employers today is
that we have too many workers who never think about what it takes to own a
company and build it into an enterprise that affords so many people the
opportunity to be part of something really special.
Attitude is everything. If you go to work in a miserable mood, then you
are going to make your co-workers miserable and if you have a job that
interacts with customers … well, guess what they feel like when you get done
with them.
Take a look around you … how many of the people that you work with
would you have hired if the decision was up to you?
Many years ago, when I first began to work as a youth, I was fortunate to
work for a few small business owners who had incredible work ethics. They
were more than willing to teach me their secrets of success because I was
more than willing to do more than they were paying me to do. It was hard
work, but it was fun.
They worked hard, they hired good people, they treated their customers
with respect, and they did what was right in all situations. But it was different back then. Most of us had to go to work at an early age due to economic
factors that impacted our families. We were excited to get a job and wanted
Salesmanship
From page
to make sure that we worked
hard enough and long enough
to get the owner’s attention and
have an opportunity to grow
with the company.
One of my early mentors,
when I was only fifteen years
old, said to me, “Work as if you
own the company, someday you
might.” Every day, in every situation, he wanted us to make
decisions and do things as if we
actually owned the company.
We wouldn’t always be right,
but we always did what was
right. He created an environment that made it fun and
exciting to go to work.
Do you enjoy that kind of
atmosphere at work each day?
If not, then why don’t you
take the initiative to change it?
Why don’t you start doing
things that get the attention of
the manager or owner, and
especially the customers?
There is no better feeling in the
world than having a customer
ask you if you are the owner?
When was the last time
somebody asked you that question.
Are you the owner? What a
great compliment for a worker,
when a customer appreciates
your actions and attitude so
much, that they think you must
be the owner. The reason this
happens is because we have so
many employees, in so many
companies, who could care less
about their job and it shows in
everything they do. Therefore,
when an employee is head and
shoulders above the others, it
really stands out … not just
with customers, but with other
employees also.
We often write about customer service and how it relates
to sales success. Providing outstanding service should be
everyone’s job, but it isn’t. If it
isn’t, it’s because they don’t
want it to be. They don’t want
to do anymore than they have
to and as little as possible.
What if you were the exception? Do you think it would get
noticed? Do you think if you do
a little something different, that
it would hurt your career? Are
you afraid to set yourself apart
from the pack, or the gang you
go partying with after work?
What’s stopping you from
changing your attitude toward
you job and start thinking differently … like the owner?
Every employee is important, but some are more important than others. Which list are
you on?
Do you even know how the
owner thinks in your company?
Do you know what his objectives are for the company?
Do you see situations or
problems in the company that
you could help change?
Do you willingly take actions
that can affect the profits of the
company in a positive manner,
RV NEWS July 2004
11
RV RENTAL
INSURANCE
SHOULDN T
HURT!
■
■
MBA Insuring Over
1,000 Dealers
Nationwide
and look for opportunities to
eliminate waste, lost work
hours, or rework that comes
right off the bottom line?
If not, you might be in the
wrong job, in the wrong company or reporting to the wrong
person … all of which you can
probably change if you start to
look at work from a different
perspective. If life is miserable
at work, you have to determine
how much of the problem may
actually be your fault. It just
might be your attitude and the
way you approach your job.
This stuff really works if you
are willing to try it. I took my
early lessons to heart and put
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July 2004 RV NEWS
Call: 800-780-9893
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Association News
16
“Being An RVer Helps Me Do My Job Better,”
Supreme Court Justice Tells RV Industry
The Honorable Clarence Thomas Receives RVIA’s Spirit of America Award
U.S. Supreme Court Justice Clarence Thomas
spoke of his passion for recreation vehicle (RV) travel
and how it helps him achieve balance in his life at
Recreation Vehicle Industry Association’s (RVIA)
Committee Week 2004 on June 7 in Washington, D.C.
Speaking before 200 RV industry executives,
Justice Thomas explained how he began RVing and
why he and his family enjoy it. “The RV world gives me
a chance to balance things out. It allows me a sense of
freedom,” he stated. Justice Thomas and his wife are
raising their twelve-year-old grandnephew and are
showing him the country in their 40-foot Type A
motorhome during frequent RV road trips.
In addition to fun and relaxation, Justice Thomas
related how RVing gives him a better perspective on the
United States. “Being an RVer helps me do my job better… The world I live in is very cloistered. The bulk of RVIA Board Chairman, Claire Skinner, chairman,
my adult life has been spent in Washington, D.C.
CEO and president of Coachmen Industries, Inc.
with Supreme Court Justice Clarence Thomas.
RVing allows me to get out and see the real America.
In RV campgrounds, you wave at everybody and they
wave back . . . We’re all here for the same reason.”
Justice Thomas explained that RVing gives him a break from the demands of the Supreme
Court and allows him to reconnect with his family. “In my life I’ve always been so ‘go-go-go,’”
he said. “RVing allows me to relax. I really enjoy the ability to be in the mountains one day
and the beach the next day.”
As for his travel routine, Justice Thomas admitted he takes a very laid back approach
while RVing. “Oversleeping is a problem,” he humorously remarked. He usually sleeps in the
RV until 9 a.m. when on vacation. This is a major departure from his usual routine of waking up at 4:30 a.m. during work days. He uses an RV campground directory to plan his stops
along the road each day and pulls in to an RV park by 5 p.m.
Justice Thomas made his remarks at a luncheon where he received RVIA’s 2004 Spirit of
America Award. The award was presented by RVIA Board Chairman Claire Skinner, chairman, CEO and president of Coachmen Industries, Inc., to recognize Justice Thomas as an
exemplary representative of the traditional American values inherent to RV travel and camping.
Justice Thomas tries to take RV trips at least once a month, “even if they are only for a
day or two,” and has driven across a large portion of the United States. He traces his passion
for RVing back to childhood dreams in Savannah, Ga. “We’d see people and their RVs lined
up on the road going to the Florida coast. I always wished I could join them.” An avid reader
of RV enthusiast magazines, Justice Thomas also participates in RV clubs.
In his four years as an RVer, Justice Thomas has come to believe that “the best people in
the country can be found in RV campgrounds.” He cited the friendly nature of fellow RVers
and their willingness to lend a hand to help.
RVing will be his lifelong passion, he predicted. “RVing has been an important part of my
life. I don’t play golf, I don’t play tennis…but RVing has provided me with an outlet to this
country that I wouldn’t have had otherwise. This has become my avocation. It has been
wonderful!”
Skinner acknowledged what an honor it was for a Supreme Court Justice to address the
association. “Justice Thomas shares an avid enthusiasm for the RV lifestyle,” she said.
“After hearing about Justice Thomas’ enjoyment of celebrating the open road in an RV, we
invited him to share his experiences. We are delighted that he took time from his busy schedule to do so.”
RVIA is the national association representing more than 500 manufacturers and component suppliers producing approximately 98 percent of all RVs made in the United States.
July 2004 RV NEWS
RV Learning Center
Celebrates Grand Opening
Tony Alessandra to Keynote RV
Dealers Convention/Expo
The RV Learning Center celebrated its grand
opening following the RVDA Education
Foundation’s June 6 board meeting. Dealers,
manufacturers, suppliers, and others from
across the industry came together to see the new
facility.
Will Focus On Proven Strategies to Build
Customer Loyalty
Noted author and
business consultant
Tony Alessandra will
open the 2004 RV
Dealers International
Convention/Expo on
Sept. 21 with a special keynote presentation titled "Customer
Loyalty: How to Get
and Keep Customers
for Life." This year's
Convention/Expo,
featuring the RV
Learning Center, runs Sept. 21 – Sept. 24 at the
Rio All-Suite Casino Resort in Las Vegas.
Alessandra is an expert who helps businesses build customer relationships and bottom-line
results. His best-selling business books in
include “Charisma” and “The Platinum Rule,”
both published by Warner Books. “In today’s
ultra-competitive marketplace, if you’re doing
what everybody else is, you’ll never get to where
you want to be,” Alessandra said. “It is incumbent for businesses to set themselves apart from
the rest of the competition. It’s a paradigm shift
-- moving away from transactional customer satisfaction -- and towards permanent customer
loyalty.”
The RV Dealers International
Convention/Expo featuring the RV Learning
Center is the premier educational event of the
year for RV retailers and includes workshops for
dealers and their management, sales, F&I,
AfterMarket, service, and rental employees. The
RV industry's top manufacturers, suppliers,
finance firms, and other service providers will
also have exhibits in the Expo.
The 9th Annual RVDA Education Foundation
Classic Golf Tournament will be on Sept. 20th.
Convention updates for dealers and exhibitors
are posted on RVDA's Web site,
http://www.rvda.org.
Dealers registering for the convention before
July 31 save $300 off the first registration and
$350 off additional registrations. For registration
or exhibitor information, visit www.rvda.org,
send an e-mail to info@rvda.org or call (703)
591-7130.
RVDA Chairman of the Board Marty Shea of Madison RV
Center, RVDA Education Foundation Chairman Rick Horsey of
Parkview RV Center, and RVDA President Mike Molino.
The RV Learning
Center’s physical
facility, housed at
RVDA Headquarters
in Fairfax, VA, contains a resource
center to contain
the volumes of
information and
research collected
over the years, as
well as the new
resources that the
Foundation will be
developing.
The in-house
The RV Learning Center’s resource
production studio
center contains information and
gives staff the abili- research on RV retailing.
ty to capture audio
and video presentations and then re-package the
information in a number of formats, VHS tapes,
DVDs, CDs, and streaming video. Finally, the
conference room gives RVDA the room to hold
(and record) live trainings, meetings, and presentations. More information on the RV Learning
Center is available at www.rvlearningcenter.com.
Attention RV Trade Associations
If your trade association has information you wish to share with
the rest of the RV industry
e-mail it to: editor@rv-news.com
RV NEWS July 2004
17
Second RV Auction Held by PRVCA
The Pennsylvania Recreation Vehicle and
Camping Association (PRVCA) sponsored its second RV auction March 30, 2004 at Transport
Auctions in Manheim, PA. The auction was held
in an effort to aid dealers in moving current
inventory and obtaining additional units for
resale. About 20 dealers from Pennsylvania,
Delaware, Ohio and New Jersey were at the auction. Thirty-two units went on the auction block
and eleven were sold. A wide range of RV units
were up for bid including motorized RV’s, tow
behinds, and truck campers.
Due to the growth of the RV market there
has been a shortage of used RV’s. Transport
Auctions owner, Stan Zeamer says that the RV
demand is high right now and there are just not
enough of them to meet the need. PRVCA Board
Chairman, Dan Saltzgiver of Reichart’s Camping
Center says that “We don’t have enough used RV
products. This auction is a nice way for dealers
to exchange products and allow them to be in
better control of their inventory.”
Brad Rhone of Rhone’s Travel Trailers, Inc., a
Williamsport, PA based company, says that the
auction is something that the industry needs.
“With the strength of the market we need auctions.” Dan Ertel, also from Rhone’s says “There
hasn’t been an auction in PA before and this
gives us the chance to buy.”
The first PRVCA sponsored dealer only auction was held in November of 2003 where twenty
out of seventy-six units were sold. At the first
auction Rhone and Ertel did not take any units
to sell but bought four RV units that they have
since resold. This time around, they brought
one RV unit to the auction to sell and bought
another three units.
To prepare for the auction Rhone and Ertel
did Internet research on the Transport Auctions
Web site and arrived a couple of hours early to
inspect all the products. “The quality of the
product at the auction is excellent,” comments
18
July 2004 RV NEWS
Rhone.
Both gentlemen agreed on the ease of auction
procedure. “The auction is quick paced, but not
fast paced. This helps the RV dealers who are
not experienced at auction. The auction also
allows dealers to go up and look at the products
while the bidding is taking place. That way they
have time to think and make a good decision,”
comments Ertel. For dealers who can not attend
the auction in person, bids can be made over the
phone and via the Internet. Both men are very
impressed by the auction, but are looking forward to having more dealers and buyers in the
future.
Although the auction is in its infancy, dealers, PRVCA and Transport Auctions are looking
for steady expansion. Transport Auctions is
working with RVDA (Recreation Vehicle Dealers
Association), car dealerships and other states to
build and promote this auction. Their goal is to
grow it long term by reputation. Stan Zeamer
says that “The cooperation we receive from dealers is great, we just need more participation.
Our goal is to get 50 units up on the block. All
auctions around the country start this way. We
know that we need to stay the course and be
persistent in getting the message out. We aren’t
surprised. We anticipate a long, slow growth.”
The next RV auction will be held on October
19, 2004 at Transport Auctions. PRVCA’s
Executive Vice President Becky Lenington sees
this as the opportune time for dealerships in the
northeast to slim down their used inventory for
the winter and for southern dealers to pick up
the product they need as the snowbirds arrive.
PRVCA plans to get this message out with the
help of the Florida RV Trade Association and
RVDA. For more information on PRVCA and
Transport Auctions please visit the web at
www.prvca.org and www.transport-auctions.com.
RV NEWS
THE VOICE OF THE RV INDUSTRY
Rising Home Prices and Influx of
Younger Buyers Spark Record Demand
for Recreational Park Trailers
Key manufacturers in Indiana, Georgia, Texas, Florida
and North Carolina see record demand for the movable
cottages, which appeal to working families and retirees
as affordable vacation retreats
There was a time when the
only people who knew anything
about recreational park trailers
were retirees who would set
them up as seasonal vacation
homes in their favorite campgrounds or RV parks.
But as rising real estate
prices have pushed condominium and vacation home prices
beyond the reach of most consumers, working professionals
and young families have
increasingly discovered they can
buy a recreational park trailer
or “park model” for about
$33,000 or more and lease a
site for it in a campground or
RV resort for about $1,500 to
$5,000 per year, depending on
the location.
“It’s the most affordable
vacation home option in
America today,” said William
Garpow, executive director of
the Newnan, Ga.-based
Recreational Park Trailer
Industry Association, who used
to say park trailers were “the
best kept secret in the RV
industry.”
But in many parts of the
country, the cat’s out of the
bag. Dealers are swamped with
orders for new units, and manufacturers from northern
Indiana to Texas, Florida and
North Carolina are seeing some
of the highest backlogs in the
25-year-history of the park
trailer industry.
“We’re building more units
this year than we ever have,
and yet we’re still running
behind,” said Curt Yoder, vice
president of Kropf Industries,
Inc. in Goshen, Ind., adding
that his 2004 sales are running
about 25 percent ahead of last
year’s figures, which had been
the best in the company’s history.
Consider the experience of
other park trailer manufacturers:
n Breckenridge Division of
Damon Corp., a Thor Company:
2003 was the busiest year in
the history of Nappanee, Ind.based Breckenridge, the industry’s largest park trailer producer. But so far this year, sales
are up about 5 percent ahead of
last year’s record-breaking figures, a significant achievement
considering that Breckenridge
accounts for nearly a third of
the nation’s park model production, said Breckenridge
President Tim Howard.
n Circle J Enterprises: Rocketing
demand for park model cabins
is prompting this Cordele, Ga.based company to move into a
large facility this year, with
plans to triple its cabin production capacity, according to company officials.
n DNA Enterprises, Inc.: This
Goshen, Ind.-based company,
which markets park trailers
using the Canterbury brand
name, has seen its 2004 sales
increase by “30 to 40 percent”
ahead of last year’s figures,
according to company President
Kevin Wells. The company’s best
year was 2000, but DNA surpassed its 2000 record during
the first six months of this year
and is now facing a growing
backlog of orders for new units.
“We’re out almost 13 to 14
weeks, and we’re running the
plant at full capacity,” Wells
said, adding, “We physically
can’t build any more.”
RV NEWS July 2004
19
n Dutch Park Homes, Inc.: Sales
by this Goshen, Ind.-based
company are running more than
20 percent ahead of last year’s
record breaking figures, according to Stu Holaway, the company’s vice president of sales and
marketing.
n Forest River, Inc.: Jim Foltz,
general manager of Forest River,
Inc.’s park model division in
Elkhart, Ind., said demand for
his company’s products are at
record levels.
n Heritage Park Models, Inc.:
This Elkhart, Ind.-based company has seen a 40 percent
increase in sales this year, said
Jim Hite, the company’s general
manager.
n Lee Enterprises Manufacturing
Co., Inc.: This Elkhart, Ind.based company, which is celebrating its 20th anniversary this
year, is seeing the strongest
demand ever for its products.
“This is absolutely our best year
ever,” said company co-owner
Micki Lee. “We’re up at least 30
percent from any past year.”
n Log Cabin Homes, Inc.: This
Rocky Mount, N.C. company,
which manufactures log cabinstyle park models, has had to
quadruple its workforce in
recent months to accommodate
record demand for its portable
log cabins, according to company President Tom Vesce.
n Park Cabins, Inc.: This Cairo,
Ga.-based park model cabin
manufacturer has experienced a
30 percent increase in sales this
year compared to last year, said
company President Mike
Fannon. He added that the
company plans to build a larger
facility later this year to provide
additional manufacturing space.
Trophy Homes, Inc.: This
Elkhart, Inc.-based company is
experiencing the strongest backlog in its 33-year history, said
n
20
July 2004 RV NEWS
sales representative Roger Byce.
Woodland Park, Inc.: Sales by
this Middlebury, Ind.-based
company are up 52 percent
compared to last year’s figures.
“There’s more and more doors
opening up for us, and there’s
new opportunities,” said Jeff
Schmuhl, Woodland Park’s
national sales manager.
n
Dealers and manufacturers
say the growing demand for
recreational park trailers is
being fueled not only by rising
real estate costs for land and
site built homes, but the
increasing attractiveness of the
units themselves.
Unlike mobile homes, which
are a form of low-cost, permanent housing, park models are
movable resort cottages that are
designed exclusively for parttime recreational use. Typically
upscale in appearance, they
often include bay windows and
lofts as well as walnut, oak or
maple cabinetry. And they can
be left on a permanent campsite
for an entire season.
The attractiveness of the
units, combined with their relative affordability compared to
site-built homes, has lured
growing numbers of younger
buyers into the park model
market, strengthening sales as
well as the business base of the
park model industry.
While park models have tra-
ditionally been a product of
choice for retirees, younger buyers are increasingly entering the
market. In fact, 45 percent of
the nation’s park model buyers
had full-time jobs in 2003,
according to statistics compiled
by the Recreational Park Trailer
Industry Association. “Our surveys increasingly tell us that
recreational park trailers are no
longer the exclusive domain of
retirees,” Garpow said.
Sales are also increasing as
more and more of the nation’s
campgrounds purchase park
models for use as rental units.
Other campgrounds find that
they can stabilize their revenue
streams by leasing some of their
campsites to park model owners
who need a place to park their
unit for an entire season or year
round. Some campgrounds, in
fact, are becoming park model
dealers themselves, complementing the manufacturers typical distribution channels,
which include park model and
RV dealerships.
To interview park model
owners, campground owners or
to receive general information
about the park model industry,
please contact William Garpow,
executive director of the
Recreational Park Trailer
Industry Association, at (770)
251-2672 or visit the association’s website at www.rptia.com.
Terry Cagle knows what it’s
Former Texas RV Dealer Finds Lucrative
Niche Building Park Model Cabins
Terry Cagle’s company, Grandview-based Park Manor, Inc., already
the largest park model manufacturer in Texas, plans to triple its production and quadruple its workforce during the next 90 days
like to be on top of his game,
having built his former company
into the largest RV dealership in
Texas from 1976 to 1982.
“I retired at 46 and absolutely hated it,” Cagle said.
So the former RV dealer
went back to work and eventually discovered another wheeled
vacation product that is quickly
finding favor among consumers
and campground owners alike –
the portable cabin.
“We’re selling them as fast as
we can build them,” said Cagle,
whose company, Grandviewbased Park Manor Inc., occupies
a 250,000-square foot facility at
Highway 4 and FM 916.
“Consumers use them as
turnkey vacation homes, while
campground owners use them
as rental units for people who
don’t own RVs.”
Technically classified as
recreational park trailers, each
wheeled cabin is about 400square feet in size and can often
be rolled into a campground or
on to private property without
building permits. “You just hook
them up to utility connections
and you’re ready to go,” he said.
And because each cabin is
delivered as a turnkey unit, they
save consumers and campground owners the time and
hassle involved in building their
own cabins.
Cagle himself knows how
long it can take to build a cabin
from the ground up. Several
years ago, he bought the Little
Creel Resort, an 8,000-foot elevation campground in Chama,
N.M., with plans of improving
the park with camping cabins. “I
hired a couple of local people to
build two, 300-square foot cabins,” Cagle recalled. “They started on March 15 and were sup-
posed to finish in 60 days so
that I could rent them out for
the summer. They didn’t finish
until November 15th.”
Cagle found a ready made
solution to the problem in
Indiana, which is home to several companies that manufacture
cabin-style recreational park
trailers that can simply be
wheeled on to a campsite.
But instead of simply buying
another company’s cabin units,
Cagle met with a number of
campground owners and manufacturers and discovered that
there was enough demand for
portable cabins in Texas and
surrounding states that he
could build his own cabin company and help expand the recreational park trailer industry in
Texas.
He formed Park Manor in
1999, joined the board of the
directors of the Texas
Association of Campground
Owners, and is now marketing
his portable cabin units to consumers and campground operators across Texas, Oklahoma
and New Mexico. “There’s a
growing market for these units,”
he said, adding that he secured
more than 80 orders for cabins
during a recent tradeshow sponsored by the Texas Association
of Campground Owners.
Campground operators, for
their part, believe Cagle is on
the right path and that there is
considerable demand for park
trailer cabins from campgrounds
and RV parks in Texas,
Oklahoma and surrounding
states that want to accommodate travelers who don’t have
RVs.
“The cabins help us expand
our customer base,” said Kevin
Brown, project manager for
RV NEWS July 2004
21
Braunig Lake RV Resort near
San Antonio, which recently
purchased three cabins from
Park Manor. “We’re going to
start with three cabins, but I
know we’ll expand that pretty
quickly,” he said.
“We see the park trailer concept having great potential,”
said Mike Fawcett, owner of Red
Bud Resort and Marina in
Claremore, Okla. “We recently
bought two cabins from Park
Manor and we’re fixing to
expand to 10 more. People like
the cabins and we like the way
Cagle’s are built.”
Fawcett also said the cabins
will help him strengthen his
business year round. “There’s
more people traveling and we’ll
have a little more fall and winter
trade with the cabins,” he said.
“We’re trying to convince marinas to put them on floats in
between their docks. That’s
something we’re considering.
Even marinas that don’t have
campgrounds can take a park
trailer and put it on a floating
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July 2004 RV NEWS
pier with a holding tank.”
Jim Rowley, owner of Austin
Lone Star RV Resort in Austin,
said he has found strong
demand for his rental cabins as
well. He recently purchased a
duplex-style cabin from Park
Manor, which enabled him to
make better use of two RV sites
that weren’t very usable because
of the surrounding trees. But
the duplex unit enabled Rowley
to generate significant business
from the sites without having to
cut down the trees. “So far,
we’ve only had it completed and
ready for rental for about three
weeks, but we’ve had it rented
every weekend,” he said.
Amy Poe, owner of the North
Shore RV Resort in Onalaska,
Texas, recently ordered four
park trailer cabins from Park
Manor, which she hopes to have
in place later this summer.
“We’ve had tons of calls on them
and we don’t even have them
yet,” she said. RVN
April 2004
Monthly Wholesale RV Shipments
RECREATION VEHICLE
DELIVERIES
April 2004
Apr.
2003
Apr.
2004
The Recreation Vehicle In- Travel Trailers - Conv.&Hybrid 13.6 16.4
dusty Association (RVIA) reports Travel Trailers - Fifth Wheel
7.2
9.0
that total RV shipments to retail- Folding Camping Trailers
4.2
4.3
0.9
1.0
ers were reported at 38,000 Truck Campers
units in April 2004, an increase
All Towable RVs
25.9 30.7
of 6,800 units over this same
month one year ago. Shipments Motorhomes - Conv. Type A
3.2
4.3
0.1
0.2
of both towables and motor- Van Campers - Type B
Mini
Type
C
2.0
2.8
homes were substantially ahead
of this same month last year. On
5.3
7.3
All Motorhomes
a seasonally adjusted annual
rate basis, April’s total reached Total RV Shipments
31.2 38.0
370,000 units, just shy of the (Towables & Motor Homes)
375,000 unit rate reported in
March of this year.
Year to date, shipments of all ahead,” said Dr. Richard Curtin,
RVs of 128,600 units were director of the survey. In his lat19.6% ahead of last year through est RV Roadsigns forecast Dr.
April. Nearly all vehicle types Curtin calls for a “positive outhave participated in the improve- look for RV shipments due to
ments so far this year with con- renewed growth in employment
ventional and fifth-wheel travel and low interest rates.”
Retail sales of RVs have
trailers reporting the largest unit
closely
followed changes in
gains.
wholesale
shipments.
Looking back a year, the war
Importantly,
retail
sales
for all
in Iraq had gone well and conbut
folding
camping
trailers
were
sumer sentiment reflected this
ahead
of
this
same
period
one
optimism by rising to 87.5 from
year
ago.
its cyclical low of 70.3 just a
month earlier. April this year
Towable RVs
saw another rise in sentiment to
All
towable
RVs were report91.9 as consumers responded to
ed
at
30,700
units
in April, up
more favorable job growth news.
18.5%
from
this
same
month
“Overall, confidence remainlast
year.
Year
to
date,
shiped at a quite favorable level,
ments
were
reported
to
be
strong enough to support a
102,800
units
through
April,
up
healthy expansion in consumer
spending during the year 17.5% compared to the first four
(Units in Thousands 000)
% Change
Over Last
Year
Cum.
2003
Cum.
2004
% Change
From Year
To Date
20.6%
25.0%
2.4%
11.1%
47.8
23.6
13.1
3.0
55.4
31.1
13.0
3.3
15.9%
31.8%
– 0.8%
10.0%
18.5%
87.5
102.8
17.5%
34.4%
100.0%
40.0%
13.2
0.7
6.1
16.5
0.8
8.5
25.0%
14.3%
39.3%
37.7%
20.0
25.8
29.0%
21.8%
107.5
128.6
19.6%
months last year.
Shipments of conventional
travel trailers totaled 16,400
units (including Hybrid trailers)
which were 20.6% better than
April one year ago and the best
April in 25 years. Fifth wheel
shipments were also higher with
9,000 units delivered to retailers,
the best April total for these
products yet recorded.
Motorhomes
All motorhome shipments
jumped to 7,300 units in April,
up 37.7% from this same month
last year. Type A motorhomes
were ahead by 1,100 units this
year while type C shipments
improved 800 units.
Year to date, all motorhomes
of 25,800 units were up 29%
compared to the same period last
Total RV Shipments - 1988 - 2004
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
JAN
16.1
16.4
16.4
10.7
15.1
17.1
18.4
21.1
19.1
19.9
21.9
22.3
26.8
19.2
21.3
25.2
26.8
FEB
17.2
16.3
14.8
10.6
15.2
16.8
18.0
20.3
20.0
21.1
21.6
24.7
26.0
19.6
22.3
23.0
27.5
MAR
22.3
20.3
18.9
14.3
19.1
21.1
25.8
25.9
24.4
23.4
28.4
31.8
33.5
26.9
27.2
28.1
36.3
38.0
APR
23.5
21.3
20.8
19.1
22.8
25.8
28.6
26.3
28.5
27.6
32.7
34.3
32.2
26.8
31.2
31.2
MAY
20.5
17.0
16.6
15.4
18.1
19.6
23.6
22.8
24.2
23.4
26.2
28.2
28.9
23.8
28.4
26.2
JUN
19.8
14.9
15.0
14.7
16.2
18.7
23.4
20.2
20.2
20.8
24.2
28.9
26.7
23.1
28.4
29.8
JLY
16.1
14.9
15.1
15.2
17.1
20.2
22.8
19.9
20.5
21.9
25.4
25.9
22.7
21.2
27.7
28.3
AUG
17.6
14.3
13.7
14.5
15.2
20.2
23.2
21.2
20.2
21.0
24.6
26.2
25.0
23.4
28.7
27.5
SEP
16.7
13.9
11.4
13.6
17.3
18.9
21.2
18.6
19.1
21.0
24.3
28.7
22.9
21.0
26.9
26.9
OCT
18.3
14.9
13.3
14.6
18.9
20.2
22.3
20.9
21.2
22.2
24.9
27.2
22.6
20.0
28.8
29.9
NOV
13.6
11.6
8.3
10.3
13.3
13.9
16.3
15.2
15.5
15.6
19.5
21.0
15.9
15.3
20.2
22.4
DEC
14.1
12.1
8.8
10.3
15.1
15.3
15.6
14.6
14.6
16.6
19.0
22.0
16.9
16.5
19.9
22.3
187.9
173.1
163.3
259.2
247.0
247.5
254.5
292.7
321.2
300.1
256.8
311.0
320.8
TOTAL 215.8
203.4 227.8
RV NEWS July 2004
23
vehicle shipments in April were
showing some signs of stabilizing. Reported by manufacturers
at 4,100 units, total conversions
were off 19.6% compared to this
same month last year as the rate
of decline has eased. Van con-
year. Type A motorhomes have
increased by 25% so far this
year with type C motorhomes up
an amazing 39.3%.
Conversion Vehicles
Although still falling behind
last year's totals, conversion
versions remain the group’s
leader with shipments of 2,700
units this month. Pickup truck
conversions improved to 1,200
units in April with sport utility
conversions reduced by half at
RVIA
200 units.
Shipments Reported by Length / April 2004
Conventional Travel Trailers With Slideouts
Length:
Under 20’
% of Total:
TOTAL UNITS: 7,152
22’7”-24’11”
25’-27’6”
27’7”-29’11’
30’-34’11”
35’ & Over
1.59
3.83
17.39
28.64
42.24
6.31
Conventional Travel Trailers Without Slideouts
Length:
% of Total:
TOTAL UNITS: 4,539
20’ - 22’6”
22’7”-24’11”
25’-27’6”
27’7”-29’11’
30’-34’11”
35’ & Over
7.98
12.49
24.32
29.96
19.01
5.33
0/90
Length:
TOTAL UNITS: 409
Under 20’
22’7”-24’11”
25’ & Over
25.43
62.84
11.74
Hybrid Travel Trailers Without Slideouts
Length:
TOTAL UNITS: 678
Under 20’
% of Total:
22’7”-24’11”
25’ & Over
33.48
7.37
18.29
Fifth-Wheel Travel Trailers With Slideouts
TOTAL UNITS: 6,251
22’7” - 24’11”
0.10
25’ - 27’6”
1.57
% of Total:
% of Total:
% of Total:
TOTAL UNITS: 387
35’ & Over
4.65
5.94
21.45
7.24
47.03
13.70
Under 30’
TOTAL UNITS: 1,396
32’7”-34’11”
35’ - 36’6”
36’7”-37’11”
38’ & Over
15.54
31.02
25.86
19.77
5.16
2.65
Under 30’
TOTAL UNITS: 70
30’ - 32’6”
32’7”-34’11”
35.71
20.00
17.14
Under 30’
26’ - -29’11”
36’7”-37’11”
38’ & Over
2.86
24.29
TOTAL UNITS: 1,435
% of TOTAL: 49.35%
32’7”-34’11”
35’ - 36’6”
36’7”-37’11”
38’ - 40’
Over 40’
0.35
8.50
9.48
8.64
60.84
9.48
30’ - 32’6”
32’7”-34’11”
TOTAL UNITS:
35’ - 36’6”
1
36’7”-37’11”
% of TOTAL: 0.03%
38’ - 39’11”
Over 40’
100.0
Under 24’
6.72
TOTAL UNITS: 818
Under 24’
29.19
% of TOTAL: 45.07%
24’ - 25’11”
26 - 27’11”
28’ - 29’11”
30’ - 32’6”
32’7”-34’11”
22.13
16.63
11.61
39.98
2.93
Motorhomes/Type C/Without Slideouts
% of Total:
% of TOTAL: 2.41%
35’ - 36’6”
30’ - 32’6”
Motorhomes/Type C/With Slideouts
Length:
% of TOTAL: 48.10%
30’ - 32’6”
% of Total:
% of Total:
% of TOTAL: 5.83%
30’-34’11”
Motorhomes/Type A/Diesel/Without Slideouts
Length:
24.22
27’7”-29’11’
% of Total:
Length:
46.66
25’ - 27’6”
Motorhomes/Type A/Diesel/With Slideouts
Length:
35’ & Over
14.89
22’7” - 24’11”
Motorhomes/Type A/Gasoline/Without Slideouts
Length:
30’-34’11”
Under 22’7”
Motorhomes/Type A/Gasoline/With Slideouts
Length:
% of TOTAL: 94.17%
27’7”-29’11’
12.56
Fifth-Wheel Travel Trailers Without Slideouts
Length:
% of TOTAL: 62.37%
20’ - 22’6”
40.86
Under 22’7”
% of TOTAL: 37.63%
20’ - 22’6”
% of Total:
% of Total:
% of TOTAL: 38.82%
Under 20’
Hybrid Travel Trailers With Slideouts
Length:
% of TOTAL: 61.18%
20’ - 22’6”
TOTAL UNITS: 591
24’ - 25’11”
26 - 27’11”
28’ - 29’11”
30’ - 32’6”
22.87
15.25
21.06
11.63
35’ & Over
% of TOTAL: 38.15%
32’7”-34’11”
35’ & Over
Motorhomes/Type B/Van Campers
TOTAL UNITS: 153
% of TOTAL: 100%
Folding Camping Trailers/With Slideouts
TOTAL UNITS: 602
% of TOTAL: 22.81%
Folding Camping Trailers/Without Slideouts
TOTAL UNITS: 2,037
% of TOTAL: 77.19%
24
July 2004 RV NEWS
rv industry news
Weekend Warrior Acquires
Extreme RV
Weekend Warrior Trailers, Inc., a
California based pioneer of quality toy
haulers since 1988 has acquired by stock
purchase, Extreme RV’s, LLC, based out of
Caldwell, Idaho.
The addition of Extreme RV (formerly
KIT Mfg.) a respected main stream brand
manufacturer, coupled with the market
penetration of Weekend Warrior’s toy
haulers creates a dynamic mix with over 75
years of manufacturing capabilities.
“Merging the two companies provides
unique opportunities for growth on both
ends of the RV spectrum,” says Mark
Warmoth, owner and proprietor of Weekend
Warrior. “By combining our strengths,
integrating the two dealer networks helps
distribution, and gains us clout in our
manufacturing and purchasing capabilities.”
For the present the companies names
will remain unchanged, and each company
will continue to manufacture at their existing facilities. Weekend Warrior Trailers,
Inc. is based in Perris, Calif., and Extreme
RV’s facilities are in Caldwell, Idaho.
Coachmen RV Company Partners
with Lazydays RV Supercenter
Coachmen Recreational Vehicle
Company, a subsidiary of Coachmen
Industries (NYSE: COA), announced that
Lazydays RV SuperCenter, the nation’s
number one RV dealership, has joined the
Coachmen Team as a full-line Coachmen
RV dealer. According to Michael R. Terlep,
President of Coachmen RV Company and
Coachmen Industries‚ RV Group, Lazydays
will offer Coachmen travel trailers, fifth
wheel trailers, class A and class C motorhomes as well as Coachmen’s Sports-coach
line of rear diesel motorhomes.
“We are extremely pleased to be joining
forces with Lazydays,” noted Terlep.
“Lazydays RV SuperCenter has truly
earned its place as the nation’s largest single-point dealership due to its professionalism, commitment to customer satisfaction,
and outstanding facilities and staff, and we
are proud to be affiliated with their organization.”
“We are very excited about the addition
of the Coachmen product lines and the
opportunities that they represent,” said
Don Wallace, Founder and CEO of Lazydays. “The addition of these product lines
is an important part of our strategy to
serve key markets and achieve our goal of
$1 billion in annual revenue.”
“Lazydays and Coachmen have similar
business philosophies, which means
Lazydays is driven to provide value to their
customers. They also have a renowned
reputation for the complete value package
they provide after the sale,” said Lawton
Tinley, General Manager of Coachmen RV
Company’s Fitzgerald, Ga.-based production facility, which will produce most of the
travel trailers and fifth wheels purchased
by Lazydays. “We’re delighted to have them
as a dealer.”
ADP Dealer Services Enters
Powersports Market Segment
Aligns Two Industry-Leading Dealership
Software Providers
The Dealer Services Group of Automatic
Data Processing, Inc (NYSE:ADP)— the
nation’s leading provider of dealer management systems (DMS) to car and truck dealers— today announced the acquisition of
ProQuest Business Solutions’ Salt Lake
City-based dealer management system
business. This strategic move provides an
opportunity for ADP Dealer Services to
expand into the adjacent powersports and
recreational vehicle market segments.
The newly formed business unit within
ADP Dealer Services will be called
Lightspeed after the acquired unit’s widelyused Lightspeed dealer management software that serves nearly 3,000 motorcycle,
marine, and RV dealerships in North
America. “We are excited to join the ADP
family,” said Rob McBratney, Lightspeed
vice president and general manager. “We
share a common vision for providing stateof-the-art computing tools that help dealers
achieve their goals. Relying on business
synergies, we plan to augment our flagship
Lightspeed services with some of the industry-proven solutions ADP has pioneered in
the automotive industry, such as webenabled business applications and training
programs.”
McBratney and the entire Lightspeed
team will continue to serve Lightspeed DMS
customers from their Salt Lake City headquarters. “All 124 employees will seamlessly transition into the ADP family, with
virtually no changes to the quality service
our customers have come to expect,” said
McBratney. Under ADP, the Lightspeed
unit will manage all ProQuest Powersports
RV NEWS July 2004
25
rv industry news
26
management software including Lightspeed,
Lightspeed Windows, Lightspeed Discovery,
and Lightspeed Evolution. ProQuest has
retained ownership of electronic parts catalog publishing and distribution. “This
acquisition is a win-win situation; it enables
ProQuest to focus on its core publishing
business and Lightspeed to concentrate
efforts entirely on DMS solutions,” said
McBratney.
ADP provides integrated computing solutions to more than 17,000 automotive and
truck dealers and 30 manufacturers in the
United States, Canada, and Europe. It
offers a full range of web-enabled dealer
management tools to meet the unique needs
of all dealership sizes. ADP solutions are
available onsite or as an offsite ASP solution.
“Moving into the powersports and recreational vehicle segments is a natural extension for ADP Dealer Services,” said Paul
Andraschko, vice president of ADP’s Allied
Services. “Since ADP provides software to
dealerships of various sizes—from large
chains to independents and used car outlets—we will be able to leverage our extensive experience to meet the demands of
Lightspeed’s diverse customer base.”
Spartan Chassis Receives State
Grant to Increase Workforce
Spartan Chassis, Inc., a wholly owned
subsidiary of Spartan Motors, Inc. (Nasdaq:
SPAR), announced that it received a tax
credit grant from the Michigan Economic
Development Corporation (MEDC), allowing
the Company to create 415 jobs over the
next five years.
The MEDC is also projecting the creation
of an additional 641 jobs at other Michigan
companies by 2009 because of the increased
economic activity created by the expansion.
"These expansions along with the others
we most recently announced indicate that
manufacturing is still alive and well in
Michigan," said Governor Jennifer M.
Granholm.
Spartan, which currently employs 438
people in Michigan and an additional 275 in
South Carolina, South Dakota and Pennsylvania, said it had considered a site in
Kentucky, but the Single Business Tax credit, worth $4.3 million, convinced the Company to expand in Michigan. An economic
analysis by the University of Michigan estimates that nearly $603 million in new personal income will be generated from the
July 2004 RV NEWS
project over the life of the agreement.
"We are proud to be a Michigan manufacturer and pleased this grant will allow us
to grow our business within the community
of Charlotte," said Richard Schalter, President of Spartan Chassis, Inc.
The Company said it also plans to invest
$7.3 million to expand its operations in
Charlotte to grow its current product line in
response to the new business contracts with
RV makers Fleetwood RV and Newmar
Corporation, as well as its strong fire truck
chassis orders.
Lazydays Named One of
Florida’s Top Companies
Lazydays RV SuperCenter, the nation’s
number one RV dealer ranked 19th on the
2004 Top 200 Private Florida Companies
listing released by Florida Trend. This is the
13th consecutive year that Lazydays has
ranked in the Top 200 Private Florida
Company listing. The Florida Private 200
highlights the largest privately held businesses based in Florida.
“The employee owners of Lazydays are
proud to once again achieve Florida Private
200 ranking for 2004. Our successes are
driven by a daily focus on our company purpose of making customers for life and our
continuous search for ways to add value to
the Lazydays experience,” said Don Wallace,
Founder and CEO of Lazydays.
Winegard to Form New Mobile
Internet Antennae Systems Co.
Winegard Company, an innovative and
pioneering business with more than 50
years experience in the design, manufacture
and development of antennae technology,
has recently established DATA TECH, LLC,
a new company dedicated to mobile Internet
antennae products.
Headquartered in Salt Lake City, Utah,
DATA TECH will develop technologies and
associated products that deliver Internet
and data communications within the
domestic and international mobile markets.
"Just as the Internet has transformed
modern day living over the last 15 years,
mobility of the Internet and all of its applications will revolutionize the 21st century
for business and consumer alike," states
Randy Winegard, President/CEO of
Winegard Company. "We are excited to be at
the forefront of this market."
DATA TECH will launch its first product,
a nomadic/mobile Internet antennae system
Don’t be “Wrong!”
Be a hero.
Sell them HWH.
You can sell problems or you can sell
solutions—like HWH leveling and
slide-out systems. Here’s a real letter
from real customers.
Dear HWH,
After two motorhomes with HWH systems,
we never knew that levelers could be a problem;
they just worked and we were happy.
In 2000 we purchased another new motorhome.
I noticed that the levelers were not HWH, but
I was assured by the salesman that they were
just as good. WRONG!!
For two years we endured slipping and
thumping at night. A noise like someone
hitting the frame with a hammer scared us
and our dog. We were told synthetic fluid
would solve the problem. Wrong. It continued
to slip, especially when the temperature
dropped drastically.
Next…one leveler would not retract. We turned
the system on and off several times and pushed
on the one support manually. We gained enough
clearance to be mobile, but were afraid to use
the system again.
Long out of warranty, we had to bite the
bullet—remove the factory-installed system
and replace it with a fully automatic
HWH 610 system.
Expensive? Yes. Worth it? Yes. We have since
traveled several thousand miles with no
problems. We thank you guys for having
engineered a product that works.
Drs. Heinz and Janice Fischer
Long Beach, CA
Ask for it. Or you’re asking for it.
800-321-3494 – www.hwh.com
2096 Moscow Rd., Moscow, IA 52760
Don’t be wrong. Be a hero. Make sure
HWH levelers and slide-out systems are
on the RVs that you sell. You get superior
quality, precision engineering, exclusive
design features, easy operation, unequaled
after-the-sale service—and happy customers.
rv industry news
28
designed for virtually any satellite send and
receive platform, in the fall of 2004. This
flagship product, available in a .74, .75 and
1.2 mobile antennae solution, will provide a
user-friendly environment
with rapid signal acquisition, and will be in
full compliance with all FCC
regulations for sending and transmitting in
a mobile environment.
"Mobile Internet technology is all about
the freedom and affordability of high speed
communication, anytime, anywhere," says
DATA TECH President Reed Brown. "People
are constantly on the go and are in continual need of access to information. We will be
offering these products to Winegard's recreational vehicle and automotive customers,
and to newer market segments as well."
"The mobile aspect of these new antennas provides unlimited opportunities such
as remote news gatherings, mobile command centers, mobile medical centers,
mobile broadband and video conferencing
for all industries, with new applications
being created every day," adds DATA TECH
Vice President Chuck Uhl, a veteran of the
satellite for more than 30 years.
While Winegard is already widely recognized as the leading producer of off air and
satellite antennae systems, the formation of
DATA TECH will help secure its place as a
worldwide mobile VSAT antennae system
provider, by offering two-way, real-time IP,
video, voice, audio and data communication
for specialty applications.
RVIA Industry Profile 2003
The Recreation Vehicle Industry Association has released its annual RV Industry
Profile. This annual publication has been
compiled from surveys of RV manufacturers
and highlights RV shipment activity covering the past ten years with emphasis on the
year 2003.
To more clearly identify emerging trends
within the industry, RVIA has separated
recreation vehicle and conversion vehicle
data. In order to provide still more detail,
each of these major vehicle groups are separated into individual product categories.
Unit shipment totals, product mix, stateby-state shipment patterns, wholesale and
retail sales values are detailed for each of
the ten major vehicle categories in numeric
as well as graphic presentations.
Also included is a special section devoted entirely to the RV consumer. Who they
are, how many there are and what their
purchase intentions might be is highlighted
July 2004 RV NEWS
in a three-page summary of RV shipment
trends.
The publication presents an historical
review and update of production and shipment statistics of RV and CV manufacturing. Provides data on market percentages
by size and type of vehicles, includes state
and regional shipments to dealers, and
wholesale and retail volume from 1994
through 2003.
Non RVIA members can purchase copies
of RVIA Industry Profile 2003 as a useful tool
in their company’s own marketing plans for
the future. To order copies of the $25 publication call the RVIA publications order
desk at 1-800-336-0154 ext. 311.
Advanced Air Hitch Announces
Patent Issue by US Patent Office
Advanced Air Hitch, Inc. has announced
that a Patent No. 6,746,037, was granted on
June 8, 2004 by the U.S. Patent Office for
its “Trailer Hitch with Multi-Directional
Dampening System” and “Spherical RodEnd Assembly”. This patent applies to the
Fifth Wheel, Gooseneck, and Receiver hitches manufactured by the company. The
Company expects to get other related
patents and has filed for a CIP (Continuation In Part) dated June 6, 2004 to broaden the coverage of the original patent.
"This patent recognizes the contributions
of Craig Kaplenski and Terry Marshall, outstanding individuals who have devoted their
career to understanding a problem that
afflicts thousands of trailer towing individuals," said Lloyd Stegemann, President of
Advanced Air Hitch. “We have spent considerable time in expanding our markets. The
issuance of the patent is a major step in
expanding the company. Our sales for this
year have risen almost 100% over last year
for the same period. We have launched into
the Home Land Security market with our
custom hitches and our commercial receiver. These units are used by federal, state,
and county agencies to tow their command
centers, bomb containment, detection equipment, patrol boats, and horse patrols trailers. They need the equipment and contents
on these trailers to arrive undamaged and
meet all towing capacity regulations,” said
Lloyd
“It has been a long 4-year process in
developing and documenting the information needed for this patent,” said Craig. “We
are working on new product development
ideas and looking forward to more patents,”
said Craig.
Product spotlight
Custom Tie-down Rack For All Your Toys
As the recreational vehicle world turns its eye toward the incredibly hot toy hauler
market, with new innovative ideas emerging every day, so has a small company in
Roseville California. Toy Hauler Accessories has had its eye on this dynamic end of the
travel trailer market as well.
Owner Terry Lantrip had just purchased a
new Fun Runner from Carson Trailer and realized
that the “D” rings in the floor that were supplied
with the 22’ toy hauler wasn’t nearly enough to
accommodate his four motorcycles, a quad and a
couple of bicycles that absolutely could not be left
behind from any trip he and his family took.
Terry also realized that toy hauler manufacturers needed new options to offer, that gives this
new strain of buyers the ability to load up any
type of toy and to carry these items safely to any
destination.
After two years of R&D, Toy Hauler
Accessories is ready to launch the TT100 Tiedown Rack, the first of 17 new products designed
specifically for sport utility/toy haulers and
enclosed cargo/utility trailers of any kind.
Check this out. Whether you’re into recreation or racing, the TT100 Tie-down Rack works
to secure just about anything you can come up
with. There are two legs that are secured to the
floor (one on each side) that hold a crossbar
which is removable after you have arrived at your
destination. The crossbar has 8 eyelets for tiedowns and adjustable wheel stalls. The really
cool part of this rack is that when you pull the
bench seats down, the legs are completely hidden
and not in the way of any family functions at all.
But, there is an added functionality that is truly
needed. Most toy hauler manufacturers are careful to explain in their warranty that weight & distribution limits are key factors when hauling
their toys. The TT100 wheel stalls are reversible,
and allows you to tie down items to either side of
the crossbar as well, which helps to spread the
load over the trailer much better than conventional methods.
You can also purchase separately four attachments to the crossbar; a gas can holder that will
secure all the most popular plastic gas jugs; a
winch kit that will allow you to winch up those
super duty quads; a gear rack that attaches to
the crossbar and is removable and stands by
itself outside so you can keep all your riding gear
off the ground and dry and 2 high powered magnets that attach to the lower portion of the
outside metal framing which holds the crossbar while not in use. Last but not least a special set of adjustable hold down bars for motorcycles that will secure your bike without
squashing the suspension.
The TT100 Tie-down Rack retails for $369.00 and is a bargain considering all that it
will do. For more information contact Toy Hauler Accessories, 4021 Woodcreek Oaks
Blvd. #156-332, Roseville, CA 95747. Phone: 916-784-2999 or visit their website at
www.toyhauleraccessories.com for details on upcoming products and how to order.
RV NEWS July 2004
29
ADVERTISERS INDEX
Advertiser
Page
All Pro Water-Flow ............................
Blue Ox ............................................
Coast Distribution System ................
DTI RV Appliance Parts ....................
HWH Corporation .............................
MaxxAir Vent Corporation .................
MBA Insurance ................................
14
21
22
5
27
12
12
Advertiser
Page
PRVCA Harrisburg Show ..................
Retirement Homesites Magazine .......
RV America On Line .........................
RVDA International Convention ........
Sunbeam Trailer Products ................
Tote-N-Stor .......................................
WholesaleTrader.com ........................
14
22
15
32
2
13
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July 2004 RV NEWS
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A New Magazine
for Those Who Love to Hit the
Links When They Hit the Road
A
s the title indicates, this new publication is all
about recreational vehicle owners and
golfers — our two favorite activities rolled
into one. RVgolfer magazine is for those who love to hit
the links when they hit the road. What could be more
pleasant – traveling this continent and golfing whenever
and wherever you like?
Our focus will be the nation’s 25 million golfers and
7.2 million RV owners. In talking with various RV
owners around the country during the last several
months, We’ve discovered that a great majority of them
are also avid golfers. And that’s why when we cover
destinations like the America’s Scenic Byways we’ll
suggest RV resorts to stay at during your visit, as well as
provide you with a list of area golf courses for
maintaining or improving your handicap.
For example, the Mountains to Sound Scenic Byway
in Washington state, featured in the first issue,
introduced readers to the beauty and splendor along this
101-mile stretch of road. The story noted area attractions
and points of interest, and recommended RV resorts and
golf courses to enjoy along the way. The same valuable
information is provided in the second Scenic Byways
featured Woodward Avenue in Detroit.
America’s Scenic Byways, by the way, will be featured
in each issue of the magazine.
Each issue of RVgolfer magazine will also feature a true
RV golf resort. For example, in the pilot issue, we focused
on Spokane RV Resort at Deer Park Golf Club. This
magnificently designed resort and golf course is in
proximity of all RV spaces, which lie within 200 feet of the
course. Many are located right next to the fairway!
A quick look at our upcoming editorial calendar reveals
a lot of exciting places that RV golfers will want to
consider visiting. Continuing our coverage of America’s
Scenic Byways, we’ll cover the A1A Scenic and Coastal
Highway in Florida, and the Robert Trent Jones Golf Trail
in Alabama.
Also in January, we’ll cover the ever-popular Major
League Baseball Spring Training. This will include
comprehensive guides to the Cactus League venues in
Arizona, as well as the Grapefruit League ballparks
sprinkled throughout Florida.
In addition to covering different regions of the country,
each issue will also include regular columns and sections.
Some of those planned include community spotlights, a
calendar of RV and golfing events, industry news
(products, people, etc.), maps and other features written
by those on the road.
w w w.rvgolfermagazine.com
To subscribe to RVgolfer magazine:
Visit: www.rvgolfermagazine.com
E-mail: info@rvgolfermagazine.com
Call: 800-900-2452, ext. 108
Fax: 509-248-4056
Great Ideas for Your Dealership!
2004 Sponsors
September 21-24, 2004
Rio All-Suite Hotel & Casino
®
Register now at
www.rvda.org
A
n all-new series of workshops for all dealership employees:
Dealers, General Managers, Sales, Rentals, F&I, AfterMarket, Service Management
Specific advanced workshops on best practices!
• Management topics that will lead to greater profitability for dealerships of all sizes!
• Learn how to work smarter, save time, and have more fun!
Meet face to face with: finance firms, insurance providers, manufacturers, suppliers
and more of the industry’s top dealer product and service providers.
Presented by The National RV Dealers Association and RVDA of Canada