001-RVB_0802_FrtCover

Transcription

001-RVB_0802_FrtCover
1/18/08
4:29 PM
Page 1
Dirk Kempthorne,
Secretary of the U.S.
Department of the Interior
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002-RVB02 PG CV2 MONACO
1/17/08
4:20 PM
Page CV2
ost chassis
ers supply many
dustries. Roadmaster chassis
s
877-252-4666
roadmasterchassis.com
© 2007, MONACO COACH CORPORATION
Monaco Coach Corporation is traded on the NYSE under the listing MNC.
MONACO COACH CORPORATION, CIRCLE 113 ON READER SERVICE CARD
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003-RVB_0802_LO_TOC
1/18/08
5:22 PM
Page 3
VOLUME 58, NUMBER 11, FEBRUARY 2008
©
26
DEPARTMENTS
4
16
24
45
50
56
34
TOP OF THE NEWS
7
7
7
8
8
10
12
14
18
22
RVIA Schedules Annual Winter Meeting on Hawaii’s Big Island
Dave Altman Remembered as ‘Dynamic Leader,’ ‘Visionary’
Airstream Dealer Creates Unique Homage to ‘Cadillac Ranch’
Dealers Express ’08 Uncertainty in RVBusiness Industry Poll
Equity LifeStyle Properties Names Joe McAdams President
Tampa RV SuperShow Seen as Benchmark for U.S. Economy
Thieves Target RV Dealerships in Michigan, Southern States
Mexico Outlaws Picturesque Copper Canyon Train Tours
National RV Trade Show Sees Supplier Participation Upswing
Park Model Business Helps Cavco Weather MH Downturn
RVBUSINESS Q&A
19
Spader Organization Focuses on Managing Dealership ‘Culture’
FEATURES
26
34
Louisville, Part Deux: More Coaches, Towables From Trade Show
Interior Secretary Kempthorne Viewed as ‘Breath of Fresh Air’
OEM SHOWCASE
40
New Ownership, Management, Models for Columbia Northwest
SUPPLIER SHOWCASE
46
Retail Trends
In Brief
Public Domain
Ad Index
Classifieds
THIS PAGE: LEFT: RVers enjoy beachfront sites at
Sunshine Key RV Resort & Marina, a 54-acre island
in the Florida Keys (page 34). ABOVE: The inviting
interior of CrossRoads RV’s new fiberglass-and-aluminum Seville VF35CK fifth-wheel boasts a unique
floor-to-ceiling slate-look fireplace ... plus a 42-inch
LCD TV and large island kitchen (page 26).
COVER: Dirk Kempthorne, seen in the doorway of an
Airstream travel trailer during the 45th National RV
Trade Show in Louisville, Ky., is a rarity in government
management — someone whose “job” dovetails perfectly
with his lifestyle. As Secretary
of the U.S. Department of
the Interior, Kempthorne
oversees 500 million acres of
open land. In his personal
life, he has owned three
motorhomes — his current
coach, an 2003 Fleetwood
Expedition, has 15,000 miles
on the odometer.
Photo by Shawn Spence.
Accomodations of the Future — The 21st Century Campground
COVER STORY
30
State of the Art
MOR/ryde Specializes in Suspensions for RVs, Tow Vehicles
RV Business (USPS 920-340) is copyrighted 2008 by TL Enterprises
Inc. in the United States, Canada, Great Britain and other countries.
Publication Sales Agreement No. 1938495 Canadian return address:
Affinity Group Inc., 2575 Vista Del Mar, Ventura, CA 93001. All
rights reserved. Permission to reprint or quote excerpts granted only
upon written request. Periodicals postage paid at Ventura, Calif.
93001, and additional mailing offices. POSTMASTER: Send
address changes to RV Business, PO Box 17126, North Hollywood,
Calif. 91615-7126, (866) 238-3237, fax (818) 760-4490. Address all
correspondence and editorial material to the Ventura, Calif., office.
RV Business is published monthly. Subscription rates: U.S. and
Canada, $79 a year; $149 for two years. Foreign subscriptions, $129 a
year. Single copies are $11.95. Advertising rates are provided on
request. RV Business is published by TL Enterprises Inc., 2575 Vista
Del Mar Dr., Ventura, Calif. 93001, which also publishes Trailer Life,
MotorHome, Rider, Trailer Life’s Campground/RV Park & Services
Directory and Highways for the Good Sam Club. TL’s Book
Division currently has 11 books in print.
FEBRUARY 2008
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004-RVB_0802_LO_State of A
1/21/08
3:31 PM
STATE OF THE ART
Page 4
STAFF
BY SHERMAN GOLDENBERG
Sherman Goldenberg
Bruce Hampson
WEB EDITOR Dave Barbulesco
ART DIRECTOR Steven Averill
SENIOR EDITOR Bob Ashley
MIDWEST EDITOR Steve Bibler
EDITOR AT LARGE Jeff Crider
PHOTOGRAPHY DIRECTOR Shawn Spence
CONTRIBUTING TECHNICAL EDITOR Chris Hemer
PRODUCTION DIRECTOR Bob Dawson
VP/RV TRADE PUBLICATIONS
EDITOR
The Fine Art of Picking
a President: Caucuses,
Coaches and Iowa RVers
Raised in a small, politically charged Indiana town that has produced an array of national characters — including high school
golf-team member Dan Quayle — I’ve come to enjoy national
political election years like this, distracting and annoying as they
may be. Indeed, I’m a major news junky, fixated on Fox News,
CNN and MSNBC and the latest polls reflecting shifting electoral sentiments. Don’t worry, though — I’m not going to bore
you here with my own political views or concerns. Sorting out
the candidates and one’s own preferences to me is a personal thing and, proudly, the crux of American democracy.
On the contrary, I simply want to comment on the myriad
ways in which the national campaign affects and energizes so
many of us throughout the U.S. and here in the Midwest —
at the lunch counters, during half-time at the high school basketball games and over the fruit displays at the local grocery.
Of course, those of us connected to the RV sector get a double
whammy because we often find the industry’s products showcased in the national
press in prominent and unpredictable ways — like the gorgeous, wintry shot of
Republican Mike Huckabee’s campaign bus in the Jan. 14 issue of Time.
For Iowa residents involved in this industry, moreover, the impact of all this has
amounted to a trifecta, as sportscaster Dick Vitale is prone to say, because of the
Jan. 3 caucuses in the Hawkeye State that kicked off this whole national mania.
Directly in the crosshairs of the campaign is John N. Dodgen, president of Born Free
Motorcoach Inc., Humboldt, Iowa, who has openly thrown his weight behind the
candidacy of Massachusetts Republican Mitt Romney. “I think he is the only candidate from either party with the leadership required to govern our nation,” Dodgen said
in a rather passionate letter to Affinity Group Publisher Bob Livingston that included the photo shown here.
Then, there are the employees of Forest City, Iowa-based Winnebago Industries
Inc., who also put themselves directly in the line of political fire as caucus participants
— including 35-year-old Public Relations Specialist Kelli Harms. For her part, Harms
is proud of the role that Iowa and she herself have played in the process of selecting a
new U.S. president. “I think there are some issues that I feel strongly about,” she told
RVBusiness. “If I don’t do anything about
them or voice my opinion one way or
the other, how can I complain?”
At the end of the day, though, it’s
more than likely that we’ll all be glad
when the presidential campaign of 2008
has come and gone — just as
Winnebago Chairman and CEO Bruce
Hertzke was relieved to have seen the
last of the Iowa caucuses. “I’m glad
today’s here, I don’t mind telling you,”
Hertzke said on Jan. 4, the morning
after the closely watched caucuses were
held. “It may be an honor to have the
caucus, but it’s good to send them (the Born Free Motorcoach President John Dodgen (right) with
press, the candidates and their electoral Republican Presidential candidate Mitt Romney.
teams) home today.”
SENIOR ADVERTISING
Brenda Hutchinson
Olivia Long
PREPRESS SPECIALIST Gerald Vandiver
IMAGE EDITOR Robert Peterson
ASSISTANT CIRCULATION DIRECTOR Jill Anderson
FULFILLMENT MANAGER Melissa Robinson
PRODUCTION MANAGER
PRODUCTION COORDINATOR
TL ENTERPRISES INC.
Stephen Adams
Michael Schneider
SENIOR VP/CFO Tom Wolfe
CHAIRMAN
PRESIDENT & CEO
VP/PUBLISHER/
RV CONSUMER & TRADE PUBLICATIONS
VP/CONTROLLER
Bob Livingston
Dale Hendrix
VP/EXECUTIVE DIRECTOR
Susan Bray
Kevin Hobbs
VP/TL DATABASE PUBLISHING Joe Daquino
OF GOOD SAM CLUB
VP/MARKETING
SENIOR DIRECTOR OF
CLUB & PUBLICATIONS MARKETING
CHAIRMAN & PUBLISHER EMERITUS
Ken Hurd
Art Rouse
EDITORIAL /BUSINESS OFFICE
2575 Vista Del Mar Drive, Ventura, CA 93001
(805) 667-4100; Fax: (805) 667-4484; [email protected]
ADVERTISING
Terry Thompson
Sue Panchenko (Mgr.), Angela Pezzullo
BUSINESS MANAGER Denielle Sternburg
ADVERTISING SALES PROMOTION MGR. Barbara Keig
P.O. Box 8510, Ventura, CA 93002-9912
(805)667-4100; Fax: (805) 667-4379
Elkhart, Indiana
MIDWEST SALES DIRECTOR Chuck Lasley
ADVERTISING SALES Tacy Hendershot
2300 Middlebury St., Elkhart, IN 46516
(574) 295-7820; Fax: (574) 522-0418
ADVERTISING SALES Paul Gillerlain
(219) 324-4740; Fax: (219) 324-6564
Seattle, Washington
ADVERTISING SALES Scott Oakes, John Marciano
1818 Westlake Ave., Seattle, WA 98109
(206) 283-9545, fax (206) 283-9571
VP/RV ADVERTISING SALES
CLASSIFIED
Automotive Accounts
TIME & SPACE INC.
651 Oak Ridge Drive, Pike Road, AL
(334) 260-7765; Fax: (334) 260-7762
As Vice President of RV Trade Publications for TL Enterprises Inc., Sherman Goldenberg,
based in Elkhart, Ind., oversees RV Business & Woodall’s Campground Management.
4
RVBusiness
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005-RVB02 PG 5 FREIGHTLINE
1/17/08
4:20 PM
Page 5
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006-RVB02 PG 6 TRAILMANOR
1/17/08
4:19 PM
Page 6
“Instead of looking for customers,
what if they found you?”
We have a terrific product.
A great marketing team.
And over 1 million names of current RV buyers on our
mailing lists.
See why dealers can sell over 1 million dollars a year,
at some of the highest margins in the industry.
The New TrailManor. It’s something to see.
For your dealer pack and DVD, call 1-800-707-7061
www.trailmanor.com
T h e Tr a v e l Tr a i l e r T h a t To w s L i k e A P o p - U p
TRAILMANOR, CIRCLE 112 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
3:07 PM
Page 7
RVIA Annual Confab Set
for Hawaii’s ‘Big Island’ ‘
of the
NEWS
Dave Altman, Widely
Respected Dealer
Helped Found CalRVDA;
Is Remembered as a
‘Dynamic Leader’ and
Industry ‘Visionary’
Southern California recreational vehicle dealer Dave
Altman, founder of Altman’s
Winnebago and a respected
voice in the RV industry, passed
away Jan. 12 following a bout
with a cancer. He was 63.
A high-profile individual with a
contagious smile and a wide circle of industry allies, Altman and
his younger brother, Joe, vice
200 Expected as Meeting Reverts to Traditional Wintertime Schedule;
RV ‘Superhighway,’ New CAFE Standards, Chinese Trip on Agenda
The Recreation Vehicle Industry
Association (RVIA) will hear from representatives of the Centers for Disease
Control about formaldehyde testing in
emergency living units (ELUs) during its
annual meeting March 1-3 at the Orchid
Hotel, Big Island, Hawaii.
“The results of the testing are due at about
that time,” said RVIA President Richard
Coon. “We have a commitment from the
CDC people to come to the meeting and
explain what has been going on.”
Following hurricanes Katrina and Rita in
2005, RV manufacturers and dealers supplied an estimated 108,000 travel trailers
and ELUs to the Federal Emergency
Management Agency (FEMA) for emergency housing for those left homeless by the
storms. Testing by the CDC, which began
last month, was initiated by FEMA under
pressure from Congress after some people
living long-term in ELUs — spurred by the
advocacy of the Sierra Club — complained
of health symptoms.
The testing was ordered, even though
there was no federal standard for formaldehyde emissions in RVs, and it’s not clear to
what use the test results will be put.
Subsequently, RVIA adopted formaldehyde
standards that the U.S. Department off
Housing and Urban Development applies to
wood products used in manufactured housing, and the Recreational Park Trailer
Industry Association (RPTIA) later
followed suit.
“We are continuing to prepare ourselves
for dealing with the formaldehyde issue if it
gets out of hand,” Coon said.
With this March meeting, RVIA is
returning its annual meeting to a wintertime
schedule after holding them in the fall since
2004. The 2007 meeting was an abbreviated
transitional session in September in Las
Vegas. About 200 people are expected to
attend the Hawaiian confab.
On March 2, “Supplier Appreciation
Day,” Lowell Catlett, regent’s professor off
continued on page 255
‘Airstream Ranch’— Work of Art, or ‘Eyesore’?
Tampa Dealer Erects Homage
to Texas’ ‘Cadillac Ranch,’ but
Neighbors, County Officials Object
Dave Altman
president and general manager,
operated Southern California
retail centers in Baldwin Park,
Carson and Colton, although the
company’s original Baldwin Park
location, opened by Altman in
1971, had been slated for an
eminent domain closure by the
end of the year.
Altman, who had traveled
extensively in an RV over the
past 34 years and always displayed a high degree of industry
involvement, was a founding
member of both the Southern
California
RV
Dealers
Association and CalRVDA, serving as chairman of both organizations. He was president of the
Evoking the spirit of kitschy Americana like giant
balls of string or alligator wrestling, seven aluminumplated travel trailers once destined for the junkyard
have gotten unexpected mileage as a roadside curiosity along Interstate 4 in Dover, Fla., just east of Tampa.
Front ends partially buried in the dirt, rear bumpers
scraping the sky, the old Airstream trailers lean at
identical acute angles, catching glints of sunlight and
the glances of highway travelers.
The Tampa Tribune reported that the man who
arranged them into a row of giant silver dominoes
frozen in free-fall said he is paying tribute to an
American icon: the Cadillac Ranch, a display of 10
tail-finned cars placed nose-down in a prairie near
Amarillo, Texas.
“It’s art,” said Frank Bates, the owner of Bates RV
and the adjacent field where the teetering trailers
were planted Jan. 4. The family-owned business is a
longtime Airstream dealer.
But one person’s art is another’s junk — at least
that is how Hillsborough County code enforcement
inspectors defined the display when they found Bates
in violation of land-use codes.
Bates received a certified letter in mid-January
PHOTO: CHARLES LEVIN
informing him that he has improperly used agricultural land, code enforcement spokesperson Kemley
Green said. Bates will also be cited for accumulating
items on his property — namely the old trailers —
that code enforcement officers deem debris or junk,
Green said.
Bates can explain his case at a code enforcement
board hearing, she said. If Bates does not comply, he
could have daily fees assessed on his property.
Although allegedly in violation of county codes, the
trailers have passed the muster of the county
Environmental Protection Commission’s wetlands
and solid waste divisions. The trailers, which were
put into position by crane and backhoe operators, are
on pasture, not wetlands, commission inspector Bob
Owens said. 6
FEBRUARY 2008
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007-RVB_0802_LO_TOP
1/18/08
1:24 PM
Page 8
TOP OF THE NEWS
RVBUSINESS.com
INDUSTRY poll
Dealers Express Uncertainty, View ’08 as Soft Market
MORE THAN HALF OF SURVEY RESPONDENTS FELT THEIR INVENTORY
LEVELS WERE HIGH; SOME PLAN REDUCTIONS IN STAFF, NEW UNITS
RV retailers have been moving cautiously into the new year reflecting
uncertainty in the U.S. economy and
continued soft spots in the market,
according to results from a recent
“dealers-only” RVBUSINESS.com
Industry Poll.
That guarded tone was prominent
in responses concerning inventory levels and floorplanning strategies for the
first part of the year. Results showed
that the majority of participants
(39.3%) felt inventories were average,
closely followed by dealers claiming
levels were high (35.3%). Another
18.7% said inventory levels were
“uncomfortably high.”
Accordingly, many retailers are
adopting a frugal and pragmatic
approach to purchasing new models
from OEMs while also cutting overhead costs. Comments included:
Equity LifeStyle Names Joe McAdams President
Relinquishes Leadership of Privileged Access LP to Take
Reins of Company With Interests in 28 States and Canada
Chicago-based Equity LifeStyle
Properties Inc. (ELS) has named Joe
B. McAdams as its new president,
effective Jan. 1.
Thomas Heneghan, who has been
ELS’s president and CEO, will continue to serve as CEO with no change
in compensation.
As part of the move, McAdams will
step down as chairman, president and
Joe McAdams
CEO of Privileged Access LP, a
Frisco, Texas-based RV and vacation
membership business that currently
leases approximately 24,100 sites at 81
ELS properties. Privileged Access is
the parent company of Thousand
Trails LP, NACO, Leisure Time,
Mid-Atlantic and Outdoor World
Corp.
ELS, a real estate investment trust
(REIT) which owns or has an interest
in 311 properties in 28 states and
British Columbia consisting of
112,724 sites, said that McAdams will
remain on the Privileged Access board
and retain 100% ownership of the
company.
McAdams was on the ELS board
from January 2004 to October 2005
before forming Privileged Access.
Previously, he was president and CEO
of Ventura, Calif.-based Affinity
Group Inc.
■ “Our inventory is currently about
60% of what it was a year ago. That's
where we intend to keep it until
things turn around. Last year was very
spotty with very short hot periods,
then long slow periods. We want to
see what the market and economy do
through the spring.”
■ “We will dramatically reduce
inventories and carry only best sellcontinued on page 53
Winnebago Produces
400,000th Motorhome
Milestone Comes on Heels of
Company’s 1Q Earnings Report
Showing Higher Sales, Profits
Forest City, Iowa-based Winnebago Industries
Inc. recently posted a milestone with the production of its 400,000th motorhome, serving as a
prelude to the company’s marking of its 50th
anniversary with several events planned
for 2008.
The news came in the wake of Winnebago's
release of its fiscal 2008 first quarter earnings
Dec. 20. The company reported a 6.6% increase
in sales for the quarter ending Dec. 1 and a
25.5% hike in profits. Management attributed the
gains to customers buying more profitable highend motorhomes and the company spending
less on promotions. The quarter also included an
extra week compared to the previous year.
John Diffendal of BB&T Capital Markets said
he slightly lowered his earnings forecast for
Winnebago in the current quarter but concluded,
Country Coach Rehires 65, Names Guaranty Top Dealer
Country Coach Inc. said in January it was hiring back 65 production workers
as the company continues to “shape its workforce to meet dealer demands.”
In the fourth quarter of 2007, the Junction City, Ore.-based motorhome builder
reduced its workforce by nearly 200, many due to the seasonal slowdown.
“Country Coach is committed to providing a high quality, innovative motorcoach,” said President and CEO Jay Howard. “At the same time, we are dedicated to providing long-term stability to both our investors and our employees. Making the right adjustments to keep our company healthy serves both
our loyal team members and our investors to the best of our abilities.”
8
RVBusiness
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Howard added that the current increase stems from several southern dealers showing improved sales in January.
In other news, Country Coach named Guaranty RV Centers as its 2007
Dealer of the Year, marking the seventh consecutive year the Oregon-based
dealership has garnered the recognition. Guaranty is Country Coach’s oldest
continuous dealer with stores in Junction City and Gilroy, Calif.
“We appreciate Guaranty's dedication to serving our mutual customers and
we are proud to honor this exceptional group of people,” noted Jim Howard,
senior vice president of sales and service. 6
FEBRUARY 2008
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009-RVB02 PAGE 9 HENDRICKS
1/17/08
4:19 PM
Page 9
Enjoy the ride
as much as your
adventure
Hendrickson suspensions deliver superior comfort,
reliability and handling to keep your RV travel carefree
and on track. Hendrickson products provide a smooth
comfortable ride for passengers and the driver. In
addition, they give the peace of mind of knowing you're
riding on suspension technology with a road-proven
legacy of nearly a century.
Drivers enjoy the outstanding handling of a Hendricksonequipped RV through turns, lane changes and maneuvers
in tight spaces, such as gas stations, back roads and
campgrounds. Experience the comfort of a ride that
smoothes unpleasant bumps in the road and helps eliminate
excessive lean in turns and road bends. Hendrickson's
low-maintenance, extremely durable suspensions contribute
to keeping you on the road and out of the shop, allowing you
to breathe easy and enjoy your RV experience.
After more than 90 years, travelers continue to rely on
Hendrickson for superior riding and handling suspensions.
Trust Hendrickson to make your next motorhome adventure
memorable.
For additional information, visit www.hendrickson-intl.com
or call 630-910-2800.
The Power of
Reliable Exceptional Durable
www.ridewithred.com
HENDRICKSON TRUCK SYSTEMS, CIRCLE 110 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
1:24 PM
Page 10
TOP OF THE NEWS
Tampa RV SuperShow Provides Benchmark for U.S. Economy
RV Dealers Aren’t Only Ones Paying Attention to
Early Events. Historically, Dropoffs in RV Sales are
Followed by Decline in America’s Buying Power.
There may be more to the annual Florida RV SuperShow, which ran
Jan. 16-20 in Tampa, than just deals on travel trailers and
motorhomes.
The Tampa Tribune reported that the 23rd annual show at the state
fairgrounds might just offer a sign of where the U.S. economy is
heading.
That’s heady stuff for a humble gathering of dealers of vehicles
intended to provide the good life. But last year, the recreational vehicle
industry recorded lower year-to-year sales for the first time since
2001, and a prolonged slump doesn’t bode well for the big picture.
As Lance Wilson, executive director of the host Florida RV Trade
Association (FRVTA) pointed out, because sales are largely based on
disposable income, RV figures are considered a leading-edge economic indicator.
“The industry really looks to this show as a benchmark for the rest
of the year,” Wilson said. “If sales are good, if attitudes are good, that
The Tampa SuperShow is the first major public RV event of the year, and was expected to
help gauge consumer buying sentiment.
suggests what’s going to happen for the rest of the year.”
And it’s not just RV dealers paying attention, according to Bruce
November Shipments Decline 7.7%,
Fueled by 26.9% Dropoff in Class A
Class C coaches Only Segment To Show Improvement;
'07 Deliveries Off Nearly 10% for the First 11 Months
A 26.9% drop in the Class A motorhome
wholesale market contributed to a 7.7%
decline in November shipments from 2006,
according to the Recreation Vehicle Industry
Association (RVIA).
Overall November shipments fell to 21,500
units compared with 23,300 the year prior. For
the 11 months, deliveries dropped 9.9% to
331,000 units from 367,300 the previous
year.
The Class C motorhome sector was the
only category to post a gain in November, up
100 units to 1,200. For the year, Class C deliveries fell 4.7% to 18,200 units from 19,100.
Shipments of Class A motorhomes totaled
1,900 for the month compared to 2,600 in
2006, perhaps reflecting a cutback in inventory on dealer lots due to continued softness in
the market. Class A retail sales tumbled
16.4% in November, according to information
from Grand Rapids, Mich.-based Statistical
Surveys Inc. Year-to-date, Class A wholesale
shipments were up 200 units to 30,200.
Travel trailer shipments were off slightly in
November, down 6% from the previous year
with 11,000 units delivered versus 11,700.
For the 11 months, the sector fell 12.1% to
Western RV Appoints Industry
Veteran Bob Wert President
Yakima, Wash.-based Western
Recreational Vehicles Inc. named
industry veteran Bob Wert as president, effective Jan. 2.
Western RV, which builds highline coaches, fifth-wheels and truck
campers, was acquired by private
equity firm Monomoy Capital
Partners in December 2006.
Previously, the 38-year-old company was run by founder William
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Doyle and later by his son, Ron,
who retired last June.
Philip Von Burg, a partner for
Monomoy, noted: “MCP has invested significantly in the people,
processes and products of Western
RV. During the past year, the company has both revitalized its current
brands as well as launched new
products in the motorhome, fifth-
Workhorse
Upgrades Class C
Chassis for ’08
Improvements Include Refined
Cab, More Horsepower;
Available in Three GVWRs
Workhorse Custom Chassis LLC
is boosting the power in its ChevyWorkhorse Class C motorhome
chassis for 2008 and has upgraded
the cab interior to give it “more of
an SUV feel.”
The GM Vortec 6.0-liter gas
engine will increase horsepower
from 300 hp to 323 hp.
In addition, the cab interior has a
new dash and offers the same interior as GM’s new SUVs while
retaining the roominess created by
large footwells along with a forward-mounted doghouse. Access
from the exterior is also made easy
by wide step pads.
According to the Union City,
Ind.-based company, performance
and safety enhancements for 2008
include:
■ New steering wheel with new
cruise control activation for easier
driving.
■ New radio offerings with MP3
capabilities, automatic headlamps,
FEBRUARY 2008
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011-RVB02 PAGE 11 AON
1/17/08
4:19 PM
Page 11
If your RV customers think their auto insurance
company provides adequate coverage, help them
check out the facts.
The fact is that auto insurance policies do not provide adequate
RV coverage.
We’re Aon Recreation Insurance, the nation’s largest RVspeciality insurance producer. And we’ve been protecting RV
owners since 1966. We’ve come to know the industry pretty
well. We know our specialized RV policies go way beyond
standard auto policies. For instance, auto policies don’t include
total loss replacement, personal contents, campsite liability
or special emergency expenses — critical needs for RVers.
According to industry statistics, 90% of RVers are underinsured
because their RVs are insured with a standard auto policy.
As a dealer, you’re in a unique position to help reverse this
alarming trend. Make sure your customers know the facts
and provide them with a quote from Aon Recreation Insurance
before they leave your showroom. When your customers
know the facts about RV insurance coverage, they will
appreciate your concern for their well-being. And you’ll rest
assured knowing your customers have the protection they need.
Call Aon Recreation Insurance today to learn about our
new dealer incentive program and how your dealership can
earn valuable “after sale” income!
PO Box 923, El Segundo, California 90245-0923 • Phone: 888-829-5810 • Fax: 877-356-6034 • www.aonrecreation.com
Aon Recreation is a division of Aon Private Risk Management Insurance Agency, Inc. (in California, Aon Private Risk Management of California Insurance Agency, Inc., CA Insurance Lic. 0B33296).
AON RECREATION INSURANCE, CIRCLE 107 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
1:24 PM
Page 12
TOP OF THE NEWS
Thieves Hit RV Dealerships in
EDITOR
Michigan and Southeast States Fifth-Wheel
TO THE
Authorities Suspect Some Burglaries Work of an Organized Crime Ring
Authorities are stepping up efforts to track
down thieves that have been targeting recreational vehicle dealerships in Michigan for electronic devices.
According to WNEM TV5, Saginaw, a new
task force was created by the Saginaw County
Sheriff’s Department after as many as nine RV
dealers were hit along the Interstate 75 corridor.
In the most recent crime as of presstime,
police said someone broke into Hamilton RV in
Kochville Township and forced their way into
about 70 vehicles.
Police said the thieves are breaking into the
dealerships for high-end electronics like CD
players, stereos and plasma televisions.
The rash of burglaries in Michigan mirrors a
string of break-ins in the Southeast.
Investigators said that a January burglary at
Flagship RV in Clermont, Fla., was linked to similar incidents reported by at least 30 RV dealerships in four states, costing dealers at least $1
million in stolen items and property damage.
The Orlando Sentinel reported robberies date
back as far as August 2007, when incidents
were reported in Louisiana. The thieves moved
through Alabama, Tennessee and Georgia before
arriving in Florida.
Like Michigan, in nearly every case the
thieves cut through the dealers’ fence to target
high-end motorhomes, stealing expensive
portable electronics and ignoring bulky items.
Authorities believe the burglaries in the
Southeast are being carried out by an organized
crime ring. 6
Miniature Factory Replica Planned for RV Hall
Amish Model-Maker Commissioned To Build Unique 1:24-Scale Diorama
Amish model and furniture maker Laverne Kauffman
A group of prominent RV executives is raising money to build a miniature replica of a towable manufacturing plant that will provide minitours illustrating how RVs are built as a permanent addition to the newly re-located RV/MH
Hall of Fame in Elkhart, Ind.
Amish model- and furniture-maker Laverne
Kauffman of Howe, Ind., has been commissioned to build the 1:24 scale model that the
group expects to have installed in the hall’s
museum by spring.
“There are a lot of notable people in the
Skyline Corp. Incurs 2Q, Six-Month Net Loss
Skyline Corp. reported a net loss for its fiscal 2008 second quarter and six months,
ended Nov. 30.
During the quarter, the Elkhart, Ind.-based
builder of RVs and manufactured housing
incurred a net loss of $1.9 million compared
to net earnings of $625,000 for the year-earlier period while sales fell to $77.2 million
compared to $94.8 million.
For the first half of fiscal 2008, Skyline
reported a net loss of $1.8 million compared
to net earnings of $2.52 million the previous
year and sales were $173.6 million versus
$210.6 million.
The company’s RV Group, which produces
travel trailers, fifth-wheel trailers and park
models, saw second-quarter sales decrease
18% to $18.8 million compared to $22.17
million a year ago. For the first six months, RV
sales were $42.9 million versus $53.5 million.
Skyline shipped 1,192 RVs in the second
quarter compared to 1,416 units the year
prior and delivered 2,855 units versus 3,481
for the six months.
Skyline noted that RV sales “decreased due
to an overall softening of demand.
Furthermore, sales were negatively impacted
by an increase in consumer demand for fiberglass bonded wall construction.”
Skyline addressed this shift in demand by
opening a previously idled facility that is dedicated to producing travel trailers with fiberglass bonded wall construction. The plant
began operations in the third quarter of fiscal
year 2007. 6
Square-Footage
Story, Survey
Elicited Strong
Opinions
“Thank you for the wonderful exposure
RVBusiness gave to the fifth-wheel ‘supersizing’ issue with the different opinions
being presented by RVIA and RPTIA/ARVC.
The cold hard light you shined on this matter was instrumental in making the industry
aware of what was being proposed and the
potential impact that such a change could
have made on the entire industry. Your
effort to tell both sides of the story in a fair
and equal way was applauded.
Next, when you conducted a survey it
once again captured the attention of a lot of
dealers, parks, suppliers and manufacturers who otherwise would have had no other
way of being informed — let alone have a
chance to express an opinion. Keeping the
industry up to speed like this is a primary
objective of a good trade publication.
RVBusiness needs to take a bow for
achieving this objective in a quality way.”
Bill Garpow, executive director, Recreational
Park Trailer Industry Association, Inc., Newnan, Ga.
Open Range Fivers
Emphasize Square
Footage of Units
Open
Range
RV
Co.,
Shipshewana, Ind., is introducing
five 2009 models as part of its new
mid-priced Open Range fifth-wheel
series. Three 331⁄2-foot double and
triple slideout floorplans are currently in production, with two 361⁄2-foot
quad-slide models set for introduction in the spring. The startup company’s first product came off the line
in early November featuring lightweight, silver metallic fiberglass exterior panels imported from Europe on
a welded-aluminum superstructure.
In an unusual twist, Open Range is
marketing the fifth-wheel series
according to the line’s square footage,
12
RVBusiness
FEBRUARY 2008
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013-RVB02 PAGE 13 HOPKINS
1/17/08
4:19 PM
Page 13
®
™
BRAKEBUDDY, CIRCLE 104 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
1:24 PM
Page 14
TOP OF THE NEWS
New OEM to Operate in Former Spartan, ‘Set to
Fleetwood Canada Ltd. Facility Grow,’ Buys
Back 250,000
Stock Shares
Paul Perras
Paul Perras, CEO of the newly formed
Great Lakes Recreational Products Inc.,
hoped to have his company's first stickand-tin travel trailers off the production
line by the end of January.
The new company is operating from the
former Fleetwood Canada Ltd. facility, a
two-building complex covering 220,000
square feet on 33 _ acres in Lindsay,
Ontario, a city of 30,000 located 50 miles
northeast of Toronto.
Perras heads a nine-member management team, all former Fleetwood employees with combined service of 200 years at
the plant, who, along with primary financier the Vrancor Group, bought the assets
(real estate, machinery and intellectual
property) of the Fleetwood facility for
$5.3 million. The transaction was completed on Jan. 15.
The management team will own controlling interest of the new company.
Vrancor, based in Burlington, Ontario, is a
real estate firm engaged in the hotel building business.
“The management team in Lindsay
indicated an interest in purchasing the
plant at the time that the facility was
closed in July 2007,” said Elden L. Smith,
Fleetwood's president and CEO. “We are
pleased that we were able to negotiate a
mutually beneficial transaction and are
RV Hall Announces ’08 Display Manufacturers
The RV/MH Hall of Fame, Elkhart, Ind.,
recently announced the winning manufacturers
of the lottery for space in the Go RVing Hall
for 2008.
The Go RVing Hall serves as a marketing feature for the Go RVing campaign and showcases
the latest models of five different styles of
current RVs.
According to hall officials, the display was
well received by the thousands of visitors that
toured the facility during its first year of operation and complements the exhibits of vintage
RVs spanning the period from 1913 to the
1970's.
The 2008 units on display include:
■ Folding camping trailer — Jayco Corp.,
Middlebury, Ind.
■ Expandable travel trailer — Monaco Coach
Corp., Coburg, Ore.
■ Fifth-wheel trailer — Carriage Inc.,
Millersburg, Ind.
■ Class C motorhome — Winnebago
Industries Inc., Forest City, Iowa
■ Class A Motorhome — Four Winds
International Corp., Elkhart
The 2008 models were scheduled to go on
display at the Hall of Fame beginning Jan. 15.
Companies are selected each year by blinddraw lottery from those applying to participate
in the Go RVing display program. 6
Spartan Motors Inc. reported it has
repurchased 250,000 shares of its common stock in the open market in December
2007, reflecting “the company’s belief that
its stock is undervalued.”
Spartan also confirmed it expects to
report a record 2007 fourth quarter and
year-end driven by growth in all three of its
primary product lines — luxury
motorhome chassis, emergency rescue
and specialty vehicles.
The Charlotte, Mich.-based manufacturer of custom chassis and specialty vehicles said it completed the recent share
buyback at an average price of $7.75 per
share. In July 2007, Spartan received
authorization from its board to repurchase
up to 1 million shares over a 12-month
period. Spartan said it will continue to evaluate its best use of cash, but indicated
continued stock buybacks will remain part
of the mix.
“Despite the current uncertain economic conditions in 2008, we have multiple
product lines supporting our diverse business model,” said John Sztykiel, president
and CEO of Spartan Motors. “We are positioned well to grow our business.
“Luxury motorhome chassis are less
sensitive to increases in fuel prices than
the RV market as a whole. Emergency-rescue vehicles must still respond to calls for
help every 20 seconds, regardless of the
economy. Lastly, with the current backlog
and the expectation of additional subcontract orders in the near future from our
MRAP military customers, our specialty
vehicle chassis will see very substantial
growth in 2008.” 6
Mexico Outlaws Picturesque Copper Canyon Train Tours
El Paso, Texas-based Tracks to Adventure has modified
its popular railroad tours into Mexico’s Copper Canyon
after the government there decided to prohibit the practice of allowing RVers to stay in their units that were
affixed to flat cars while traversing the canyon in the
northern state of Chihuahua.
The Mexican government said the practice was not
safe, although Tracks President Larry Olsen said there
had been no serious mishaps during the 33 years that he
arranged trips for some 8,000 RVers. “It’s over,” Olsen
said. “We fought it a little bit, but the Mexican government just reached the point that they said they weren’t
14
RVBusiness
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The revolutionary new Hybrid Quiet Diesel (HQD) Electrical System from Cummins Onan
sets you free! Embrace the integration of battery, shore and generator power that only the HQD
delivers. With the press of a button, the Auto mode takes full command of the HQD electrical system
so you can live a life of ease. Forget what you thought you knew about RV electrical systems and
join the power revolution.
See the new Hybrid Quiet Diesel power revolution on select coaches at major RV
rallies this spring or right now at CumminsOnan.com/HQD.
Cummins Onan
Hybrid Quiet Diesel
®
Performance you rely on.™
©2007 Cummins Power Generation. Cummins®, Onan® and the “C” logo are registered trademarks of Cummins, Inc.
ONAN CORPORATION, CIRCLE 108 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
6:57 PM
Page 16
TOP OF THE NEWS
RETAIL TRENDS
November ’07: Bigger is Better — Mid- to
Large Dealers See Upsurge in YTD Net Profits
This is the financial report for the 11-month period ending November 30, 2007. Although spending
increased across the board, only at the under $5 million dealerships was this a problem, due to a
dropoff in total sales volume. Due to extra sales and gross margin, spending actually decreased (as a
percentage of gross margin spent) at larger stores. Mid-sized dealerships ($5 million to $10 million)
earned a net profit through November of 5% of sales — an improvement of 25% compared to ’06. The
“Over $10 million” group earned a YTD net profit of 4.3% of sales — more than 10% better than ’06. 6
$1 Million to $5 Million Dealers
NOVEMBER YTD
2007 AVERAGE DEALER
New RV Sales
Used RV Sales
Total Dealership Sales
$1,934,762
$471,688
$3,257,465
15.6%
19.3%
2006 AVERAGE DEALER
$1,946,213
$528,649
$3,301,875
15.2%
23.3%
CHANGE
-0.6%
-10.8%
-1.3%
GROSS MARGINS
Total Company GM
$922,700
GM %
28.3%
$925,390
GM %
28.0%
0.3 pts.
Expenses
Personnel Expense
Advertising Expense
Total Expenses
$471,723
$60,489
$861,558
% GM
51.1%
6.6%
93.4%
$471,578
$60,548
$854,857
% GM
51.0%
6.5%
92.4%
0.1 pts.
0.1 pts.
1.0 pts.
Net Profit/Loss
Net Profit % of Sales
$61,142
1.9%
7.6%
-13.3%
6.6%
$70,533
2.1%
$5 Million to $10 Million Dealers
NOVEMBER YTD
2007 AVERAGE DEALER
14.6%
20.2%
2006 AVERAGE DEALER
New RV Sales
Used RV Sales
$4,708,348
$1,340,560
$7,738,069
GROSS MARGINS
Total Company GM
$1,968,185
GM %
25.4%
$1,806,916
GM %
24.8%
0.6 pts.
Expenses
Personnel Expense
Advertising Expense
Total Expenses
$864,077
$114,500
$1,578,487
% GM
43.9%
5.8%
80.2%
$805,627
$109,552
$1,495,888
% GM
44.6%
6.1%
82.8%
-0.7 pts.
-0.3 pts.
-2.6 pts.
Net Profit/Loss
$389,699
5.0%
17.2%
25.3%
19.8%
$4,465,349
$1,246,856
$7,281,861
$311,028
4.3%
14.4%
19.7%
CHANGE
5.4%
7.5%
6.3%
$10 Million and Higher Dealers
NOVEMBER YTD
2007 AVERAGE DEALER
New RV Sales
Used RV Sales
16
$11,436,696
$3,923,711
$19,128,709
13.6%
18.2%
2006 AVERAGE DEALER
$11,172,387
$3,647,139
$18,247,336
13.6%
18.0%
CHANGE
2.4%
7.6%
4.8%
GROSS MARGINS
Total Company GM
$4,443,159
GM %
23.2%
$4,213,141
GM %
23.1%
0.1 pts
Expenses
Personnel Expense
Advertising Expense
Total Expenses
$2,060,885
$262,312
$3,622,019
% GM
46.4%
5.9%
81.5%
$1,945,368
$266,400
$3,470,952
% GM
46.2%
6.3%
82.4%
0.2 pts.
-0.4 pts.
-0.9 pts.
Net Profit/Loss
$821,140
4.3%
17.6%
10.6%
RVBusiness
18.5%
$742,189
4.1%
Foretravel Adopts
‘Straight-Forward’
Pricing Policy to
Limit ’09 Discounts
Luxury
coach
manufacturer
Foretravel Inc. has added a new
California dealership and adopted a
“straight-forward” pricing policy for
its 2009 models that will limit discounts from coaches’ MSRPs.
“Foretravel believes that the manufacturer’s suggested retail price should
mean something to the consumer,”
said Foretravel President Lyle Reed.
“It can be confusing and misleading to
inflate an MSRP, only to have the
retailer quickly and automatically volunteer a large discount.”
The Nacogdoches, Texas, manufacturer builds high-end Nimbus and
Phenix diesel pusher motorhomes that
will retail for the 2009 model year
starting at $449,000.
Foretravel’s first 2009 model — a 45
foot Phenix — will roll off the production line in early April. The company expects to build about 60 units
during the 2008 calendar year.
“Foretravel prices will be quite similar to manufacturers who occupy the
high-end luxury segment of the automotive industry,” Reed said, noting
that automakers don’t heavily discount
MSRPs on those vehicles. “(Our)
buyer would also like to know that
Foretravel's suggested retail prices bear
a direct relationship to the actual purchase price, even when making
allowances for trade-ins.”
“The biggest challenge will be over
the allowance on the trade in,” said
Terry Nabours, director of sales for the
company with 160 employees. “It’s
going to be a re-education process.
We’re going to have to spend some
time promoting it.”
Foretravel also announced that it has
added California Coach Co., Costa
Mesa, Calif., to its small retail network, joining other independent dealers, Parliament Coach Corp.,
Clearwater, Fla., Keystone RV Center,
Greencastle, Pa., Tennessee RV,
Knoxville, Tenn., and Motorhomes of
Texas, Nacogdoches.
Foretravel will be the only new
coach line sold by California Coach
Co., which up to now has sold and
brokered bus conversions and highend used motorhomes. 6
FEBRUARY 2008
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017-RVB 02 PG 17 TEXTRON
1/17/08
4:18 PM
Page 17
Textron Financial Corporation ©2008
…enough said.
Serving Dealer Floorplan Needs For Over 45 Years!
Textron Financial is part of Textron Inc., a Fortune 200 company.
Call us at 866-844-8398 or visit us at www.textronfinancial.com
TEXTRON FINANCIAL, CIRCLE 114 ON READER SERVICE CARD
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007-RVB_0802_LO_TOP
1/18/08
1:25 PM
Page 18
TOP OF THE NEWS
Supplier Participation Increases At 45th
Annual RV Trade Show in Louisville
BOOTH SPACE AND EXHIBITORS SHOW HEALTHY UPSURGE, ACCORDING TO RVIA
pound GVWR UFO gas-pusher. Ford
debuted two brawnier 24,000-pound
and 26,000 pound GVWR variants in
its Class C chassis lineup. Monaco
debuted its new 28,000-pound GVWR,
CCP FD-28, a front-engine diesel
chassis. Freightliner continued to promote its two-year-old FRED frontdiesel chassis. Tiffin displayed its
Allegro Bus diesel pusher for the first
time at a trade show on its new, proprietary, raised rail, 34,600-pound
PowerGlide chassis.
And a host of other suppliers made
some waves with their new products as
well. Here is a sampling of some of
them:
■ Dometic Corp., Elkhart, Ind.,
introduced several new products,
including the new RML8555 refrigera-
tor which has a removable freezer so
RVers may expand the fresh-food
refrigerator compartment; the industry’s
most powerful cooling unit in the
RM1350SS Elite 2+2 refrigerator featuring a pass-through freezer, throughthe-door ice and water, automatic or
manual door locking system and contemporary styling; and the Horizon II
Box Awning for smaller RVs that features an automatic rain shield and pneumatic struts for wind resistance
■ Thetford Corp., Ann Arbor, Mich.,
introduced an improved lineup of
SmartTotes, portable waste-water holding tanks ranging in size from 12 to 35
gallons for RVs; Norcold’s 2117
PolarMax RF, an RV refrigerator with
17 cubic feet of storage space; and an
MOR/RYDE, CIRCLE 111 ON READER SERVICE CARD
The final count from the 45th Annual
National RV Show in Louisville, Ky.
showed that 3,766 supplier exhibitors
took part in the show, up 2.2% from the
2006 show, according to the Recreation
Vehicle Industry Association (RVIA).
The number of supplier booths was
up a healthy 12%, to 973, from the 869
who displayed a year ago, RVIA noted.
Among the 973 suppliers that
displayed their products and services
at the show, the chassis manufacturers
got most of the pre-show ink. And
rightfully so, in light of major innovations by Workhorse Custom Chassis
LLC, Ford Motor Co., Custom Chassis
Products LLC, Freightliner Custom
Chassis Corp. and Tiffin Motor Coach
Inc.
Workhorse introduced a 22,000-
18
RVBusiness
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019-RVB_0802_LO_Q&A_Spader
1/18/08
1:20 PM
Page 19
Spader Organization to Launch
Workshops, Services Focusing
on Managing Dealership Culture,
Personnel
“IT’S GOING TO DO FOR THE ‘PEOPLE SIDE’ OF
MANAGING THE BUSINESS WHAT OUR TOTAL
MANAGEMENT I DID FOR THE FINANCIAL SIDE,”
— COMPANY PRESIDENT JOHN SPADER
Q&A
RVBusiness
■ BY SHERMAN GOLDENBERG
and BOB ASHLEY
S
pader Business Management is a well-known service firm that
provides management training, consulting and computer services to small businesses in the RV and other niche arenas.
Confidently billing itself as a “resource,” the Sioux Falls, S.D., firm
offers clients — most frequently retail dealerships — a portfolio of tools
and programs designed to increase performance and profitability.
That service has certainly been compelling enough to open plenty of
doors since Duane Spader, whose business partly grew out of a presentation he and three other dealers gave in 1972 at an RVDA meeting
during the South Bend Show, founded the company 30 years ago.
After all, what business owner is going to ignore an opportunity to
improve their bottom line — especially in the retail corners of niche
sectors like RVs, marine and farm equipment in which good advice is
often hard to come by? But Spader Business Management — and the
John Spader
long-standing network of 20 Groups for which it has largely become
known — has made good on those claims as its blend of statistical
analysis and hands-on coaching and consulting reportedly has provided clients with higher revenues in the short-term and proven
business plans over the long haul.
In fact, those 20 Groups, which bring together business people from
different regions of the country to share ideas and provide sounding
boards for short- and long-term strategies, best financial practices
and other varied concerns, are widely recognized as a cornerstone
behind some of this industry’s most prominent retail players.
One of the keys to its longevity is the fact that Spader astutely
changes with the times. Accordingly, this past year has marked
another evolution for the company, led by Duane’s son, John, who
took over as president five years ago. “I was told it would take two
or three years before I learned what my job was,” stated John Spader,
41, noting that his father was still actively involved in the company. “That was right on. Learning what my job is and getting a
vision of where we want to take the company has been quite a process
the last three to four years.”
One of the biggest changes has been the expansion of Spader’s offerings to a portfolio of clients that now spans 10 industries. Beyond the
software that it has promoted for a number of years and is still being
utilized by a few hundred clients, the company is delivering 20
Groups, consulting and training for all aspects of dealer management. Spader, in addition, is complementing its programs for the
“financial side” of businesses with a comprehensive workshop and
related services targeted at the “people side” of things. “Our client base
has grown significantly during the past five to 10 years, and a lot of
our current clients have figured out how to make it work financially,” noted John Spader. “But people management continues to be one
of their big issues.”
In addition, the company has launched a new logo and is projecting “a whole new identity,” said Spader, who, along with Noel Lais,
the company's vice president of operations, recently discussed the company’s ongoing transition with RVBusiness. “The journey started
with being more consistent in our advertising — even re-visiting
and tweaking our mission and values, which has not hardly been
touched in 10 or 12 years.”
FEBRUARY 2008
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19
Contents
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1/18/08
1:21 PM
RVB: We are here to talk about what you
are calling a ‘big moment’ in the progression
of the Spader Business Management company. Please explain what’s happening and
what it means for our industry.
SPADER: It’s a big moment in the evolution
of our company. It’s not about ‘out with the
old and in with the new — it’s about adding a
whole new level to our foundation, and what
we can do for our clients as well as the skill
set that we offer.
And we have launched a new facet in our
Total Management II workshop that helps dealers manage the people and culture of their
businesses, which is a vision that started
more than 30 years ago with my father and
one of his business partners. That’s really
what this foundational workshop addresses.
It's going to do for the ‘people side’ of managing the business what our Total Management I
did for the financial side.
RVB: This sounds like more than just
adding a new workshop.
LAIS: It’s a whole new perspective, a new
realm of services, one of which is the Total
Management II workshop focusing on the people and the culture of the business. But a lot of
the services we are beginning to offer now outside of the workshop — in the consulting area
and even the software and management tools
— will focus on the people side and the culture
side of the business.
SPADER: We anticipate it being similar to
what happened with Total Management I some
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Page 20
30 years ago. For the first five to 10 years, the
main training Spader offered was the Total
Management I workshop. And, then, other programs started spinning off that core, like our
management consulting, service part and sales
training, the 20 Group reports and the way 20
Groups run.
We’re looking at this 41⁄ -day course as a new
foundation. Give us five years and you’ll probably see somewhere between six and 10 other
workshops and many other related products
and services (that grew out of Total
Management II).
RVB: Is this workshop designed for an individual dealership or a larger group?
SPADER: We could do it for an individual
company, but ordinarily it’s for a group of dealers. It’s more hands-on than some of our other
workshops, which may have 35 or 40 people in
them. On average, this workshop has two
instructors and it's limited to 24 attendees.
LAIS: There are a lot of small group activities
and breakout sessions. It really is beneficial to
have multiple businesses there. The interaction
among multiple businesses is important.
RVB: Where are the workshops held?
SPADER: Traditionally, we’ve been holding
them in Sioux Falls. Under the right circumstances we might take them on the road, but
generally they will be in Sioux Falls because we
have such a strong base of resources there,
including 40 full-time employees. And with the
things we are starting to do with technology
and training, it’s going to get tougher and
tougher to move that around the country.
RVB: How are you applying this new focus
on people and culture to the RV industry?
LAIS: I talked with one of our longtime RV
clients who brought most of his employees to
a Total Management workshop many, many
years ago. At that time, the business was probably less than 15 to 20 employees. He said that
now he has 150 employees and there was a
real need to really understand the HR (human
resources) side of the business. This is pretty
typical in the RV industry. As the industry has
grown, dealerships have grown in size and are
employing more people, and creating more
department managers and general managers.
In a smaller dealership, often the owner is the
culture. But in a business that has more than a
dozen employees, where the owner can’t visit
with them every day, you have to establish a
companywide culture. We teach that by creating
the vision and the mission and the values of the
organization, the people in the organization now
can promote that culture as well as the owner of
the business. It’s becoming more and more of a
need as our RV dealer clients grow.
SPADER: It’s really a system. We talk about
culture and people, but it’s a system to manage
the energy and the people in your business
from top to bottom. It’s all connected and integrated. For example, if a dealer loses a key,
long-time employee, getting a new one in and
up to speed takes years in a lot of cases. Our
program allows that process to be streamlined.
It allows them to adapt faster and in the long
FEBRUARY 2008
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run make a much stronger, integrated system
for managing and directing the company.
RVB: We understand that Spader has
developed a new business model. What,
to North America’s RV dealers, does this
really mean?
SPADER: The model is a map for dealership
success. It is a way of looking at things and a
way of asking questions. The part that excites
me the most is that the model is simple — one
that almost any business owner can look at and
implement immediately. It allows owners to see
the entire business. If they have 200 things to
do, they can determine the 10 that will have the
most impact.
LAIS: One of the things we teach now is
there are two key models. One is an ‘issues’
model — determining what all the issues are in
a business and figuring out which issues to
work on first. And then, there’s the ‘solutions’
model. Once we’ve identified the issues, there
are certain solutions that work for those issues.
We teach the two models in conjunction: identify the issues and then choose the right solution. We have done this type of thing on the
financial side, but, again, now we are applying
it to the people side.
RVB: The 20 Groups have always been a
key part of Spader. Is that still true today?
SPADER: Yes, 20 Groups are evolving significantly. We’ve offered some different versions
— for example, groups for larger-volume and
smaller-volume dealers. The fact that we’re
now dealing with many businesses that have
100 million-plus dollars in revenue and operate
multiple stores is representative of the 20
Groups’ success. Ten, or even five years ago,
that wasn’t even on our radar.
Another thing that’s happening is that we’re
also seeing a lot of the manufacturers bringing
us some of their smaller clients — four-, fiveor six-person operations that traditionally we
would not have seen. And with the variance in
size and dollar volume of our 20 Group companies, we now offer multiple types of 20 Groups
and training.
LAIS: Let me add that we are also incorporating the people and culture side of the
business into our 20 Groups. In addition to
compiling financial reports, we have developed
employee productivity reports. Just like when
we compare sales, total margins and net profits for the 20 Group companies, now we are
starting to gather people information.
RVB: Are 20 Groups as popular in the RV
industry as they've ever been?
SPADER: I would say so. Our numbers keep
going up.
RVB: In the past, we’re told, some of
these 20 Group meetings have been
extraordinary sessions in terms of off-therecord, discreet information that is shared.
Is that still the case?
SPADER: There are those dealers who buy
into a 20 Group and those who don’t. Not
everybody is right for a 20 Group. 20 Group is
not for someone who is not willing to lay their
Page 21
cards on the table, be held accountable, be
open to critique or evaluation, it’s probably better if they don’t even get in.
We really see two types of people who come
into the 20 Groups. About a year or two into it,
they take a path. There are those who are looking for the silver bullet (a quick fix). And there
are those who are really willing to commit and
be strong members. And a couple years in is
where they generally become ‘lifers’ for the
most part, or they move on.
RVB: What else is going on at Spader that,
in your view, the industry ought to know
more about?
SPADER: We are getting into more industries. We are now in 10 different industries —
RV, marine, farm equipment, office furniture,
power sports, motorcycles, lighting showrooms, motorcoach, horse trailers and cargo
trailers. The more industries we get into, the
better we get at sorting out issues and tackling
them. It gives us a larger perspective. And the
lessons that we have learned in the other industries should allow us to better serve our RV
industry people.
LAIS: We are also doing some new things in
terms of assessing businesses. We’ve
launched a program that assesses all levels of
a business — from a 12-question assessment
all the way to gathering three years of data and
history from the dealership. The process
includes surveying all the employees and visiting the dealership. It allows us to get baselines.
And from that assessment we give red,
green or yellow flag areas that coincide with
our business model. From those assessments
we can define the two-, three-, four- or even
six-year development plans showing opportunities for the business.
SPADER: There also is an opportunity for
individual assessment for the owner. As businesses have grown significantly, sometimes
the owner or founder of the business will need
to develop new skill sets. The motivations and
capabilities that are needed to lead a 12- to 15person operation are significantly different than
those needed to lead a large organization.
We have assessments that they can use to
determine where they are a fit and where they
need to develop. And that holds true for every
management position. The sales manager that
you had when you opened your doors and
got started in business might not be the right
sales manager if you have grown to a dozen
salespeople and are doing $50 million in
annual sales.
RVB: What, in general, are the biggest
changes that a typical American RV dealership faces these days?
SPADER: What we are seeing in the market
is that the level of sophistication from high to
low is changing significantly. There are a lot of
high-volume dealers who are not sophisticated
and we’ve seen some low-volume dealers who
are highly sophisticated, almost bullet-proof in
how they run their business.
That level of sophistication is really what
emerges in a marketplace that has softened or
hiccupped a bit. If you look at the top 20% of
our dealers, they have maintained their net
profits in a down market. Those on the lower
end of the scale have been taking a hit in their
businesses for the past few years.
RVB: How much of a factor is consolidation
in the current marketplace?
SPADER: I’m not going to speak as an
expert on this, but in general I still see the RV
industry as a growth industry. If you study
industry evolution, when industries level off or
they contract a little bit, you are going to see
lots of consolidation.
The RV industry is still an easy-entry industry, and you probably will see some consolidation take place, but it’s more from opportunity
than it is from forces pushing it. Some day the
industry will level off and maybe even dip or
contract some. When that starts, I believe you
will see a lot of dealer consolidation, and you’ll
see more manufacturer consolidation.
RVB: So, are you seeing an increased attrition rate in the current soft market?
SPADER: We’ve seen some dealers go out.
But one of the things my father taught for years
is that those that are management-driven can
often do better in tough times than in the good
times. That is a lot of what we are seeing.
Management-driven dealerships have to work
harder for it (stability and growth), but they are
able to get it. In a soft market, their skills shine.
In a rising market, it’s tough to tell who is the
strong manager because everybody is up and
everybody is doing well.
This strength really is apparent in the nonverbal, or the vibe, of a dealership. I’ve walked
into a lot of dealerships this year, when times
have been tough, and you could feel they’re not
doing well. Customers may not consciously
know that, but, subconsciously, they feel it.
RVB: You instruct retailers in non-verbal
vibes?
SPADER: That’s one of the key things in all of
our training. Every one of our training classes
talks about that and gives examples of that. It’s
one of the key fundamental things about business, particularly in the tough times. 6
Noel Lais
FEBRUARY 2008
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007-RVB_0802_LO_TOP
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3:08 PM
Page 22
TOP OF THE NEWS
Fabric Services ESOP Plan Motivates Park Model
New Co. Owners — All 80 of Them
Business Helping
Employee Stock Ownership Plans Cover About 10% of the
Private-Sector Work Force, But Are Rare in the RV Industry
Fabric Services President John Wuori (left) and former
owner John Regan, who sold the company to workers by
forming an ESOP, pose at their home office.
Textile supplier MRP Corp., doing business as
Fabric Services, has new owners — approximately 80 of them.
On Nov. 21, ownership of the 20-year-old,
Bristol, Ind.-based firm was converted from
founder John Regan to his employees through an
Employee Stock Ownership Plan (ESOP). The
company is now 100% owned by its employees.
Rather than selling the company to the highest
bidder, Regan said he wanted to pass on the
opportunity of ownership to the employees, adding
that a core group already works “as though they
own the place.” This positive work ethic is now rippling throughout the company.
“I’ve had nothing but positive reactions,” he
said. “A lot of people were shocked: shocked I sold
the company and shocked that I sold it to them.”
Regan stayed on as chairman of the board and
serves as a strategic adviser, but no longer is
involved in day-to-day operations. John Wuori,
company president, is the go-to guy, according to
Regan.
“I’ve been putting the best people in key places
to ensure the company continues on its track of
excellence and growth,” Regan said.
Converting to an ESOP is a “long-term educational process,” said Wuori. “It’s a new opportunity for a lot of them who come to work,” he added.
“They are learning what makes a business thrive
and what drives the business."
Now, employees not only do their jobs but also
must consider factors such as improving efficiency, lowering costs and finding new markets.
Don Wade, vice president of design and development, chairs the company’s ESOP committee
and is responsible for educating the “owners”
about the plan. The ESOP is structured similar to a
401k plan, and employees receive financial reports
each quarter on the status of their investment.
ESOPs are not uncommon: there are approximately 11,500 ESOPs in the U.S., covering 10 million employees or about 10% of the private sector
work force, according to the ESOP Association.
However, ESOPs in the RV industry are considered
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quite rare.
Wuori noted that Regan had many options for
succession at Fabric Services. When discussions
began, a management buyout was certainly an
option. “The ESOP intrigued us a little and when we
looked at it further, it looked like an appropriate
opportunity,” he said. “There were other things he
could have done that would have been more profitable than an ESOP. But John has never been in
this for the profit.
“He loves to see how the work of his hands has
a ripple effect to make an impact in the industry
and give good employees a place where they
belong and where they can be proud of their work.
We’re grateful that John chose ESOP so we can
partake of the joys and satisfactions he's experienced as a business owner.”
He also reinforced Regan’s assertion that not
much at Fabric Services will be different now that
ownership has changed hands. “We were successful before, so we’re not changing much,”
Wuori said.
The company is a textile source for both distribution services and value-added processes,
including flame lamination, computerized cutting,
adhesive lamination and perforation. The company
ships nationwide but its core market is located
within a 50-mile radius of Bristol.
Nearly half of its revenue is generated from the
RV industry, Wuori said. It also serves the automotive, transportation, heavy trucks, furniture and
specialty markets. In the RV arena Fabric Services
sells prepared, interior soft goods to OEMs and
tier-one parts suppliers and claims to be the top
supplier of soft vinyl for RV ceilings.
The company also represents Guilford Mills,
Wilmington, S.C., which makes material for pleated shades, and distributes storage compartmentliner materials for Millikin & Co., Simpsonville, S.C.
In 2005, the company acquired Flame Treat Inc.
in Elkhart, Ind., and now can treat fabrics to meet
federal flame-retardant standards.
The company’s 80,000-square-foot plant in
Bristol contains two fully automated adhesive lines,
a flammability testing and certification laboratory
and a lab to test material for abrasion and tear
strength.
“We had a good year in 2007,” said Wuori. “Our
company has been very fortunate and blessed to
be a growing company. We project continued
growth over the next few years. We’ve had a very
fortunate run here.”
Meanwhile, Regan has bought out Fabric
Services’ latest acquisition, the Shelby, N.C.-based
textile mill Abercrombie Textiles. “Abercrombie
needs someone to make it their No. 1 priority, and
I’m tickled to make it mine,” said Regan, who will
run the operation from northern Indiana.
Regan sits on the board of the Recreation
Vehicle Industry Association (RVIA). He also is a
lecturer in the entrepreneurial series and co-teaches an MBA business leadership course, both at
Indiana University in South Bend, Ind. 6
FEBRUARY 2008
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Cavco Survive
MH Downturn
Despite Downturn in
Manufactured-Housing
Industry, Company Remains
Profitable — Looks to Expand
With the manufactured housing industry
floundering, Phoenix-based Cavco Industries
Inc. might be expected to sink as well.
Cavco, according to a report in the
Arizona Republic, is the seventh-largest
manufactured housing producer in the country, and most of its customers live in
Arizona, California and New Mexico. But
shipments fell 43% in its two major markets,
Arizona and California, during the first eight
months of 2007 compared to the same period in 2006. “It’s terrible,” company president Joe Stegmayer said about the overall
market. “The industry is at its lowest shipping point in about 41 years.”
He blames the problem on the easy subprime mortgages that lenders gave buyers
of site-built homes several years ago, a
financing that is now causing severe problems in the housing and financial industries.
Yet despite the problems in the manufactured housing industry, Cavco, the state’s
largest maker of manufactured homes, not
only continues to operate in the black but is
looking at expanding.
Stegmayer credits Cavco’s staying power
to its longevity and diversification — and to
its specialty in making recreational park trailers, a type of small manufactured dwelling
that made second homes affordable for the
past 30 years.
“We’re not making nearly as much
(money) as last year or the year before, but
we're still making profits,” Stegmayer said.
“Our financial position is very strong. We
have no debt.”
Company officials say they have continued to increase the quality and appearance
of its manufactured homes. Cavco also
makes some commercial buildings and
recently branched out into manufactured
cabins and lodges, many of them sold to
KOA campgrounds.
But its most important niche is the park
model, a 400-square foot manufactured
home that is especially dominant in agerestricted plus parks in east Mesa and
Apache Junction.
James McCanless, senior analyst with
FTN Midwest Securities Corp. in Nashville,
said park models really help Cavco’s
finances. “As a result of that niche business,
that has allowed them to stay profitable
every quarter since going public in 2003 and
has allowed them to maintain profitability
during a very difficult time for the industry,”
he added. 6
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023-RVB02 PG 23 HALL OF FA
1/17/08
4:16 PM
Page 23
Walk down memory lane to a
place where the past is preserved
and the future is promoted.
Located in Elkhart, Indiana, the new 100,000+ square foot
home of the RV/MH Hall of Fame, museum and library is
now open to the public. Whether you are just passing through
or your destination is nearby you won’t want to miss the
largest exhibit of historical
recreational vehicles
anywhere.
Walk through these
beautifully restored units
and step into the past, then
visit the GO RVing Hall
and envision the future of
Recreational Vehicles.
Hours Mon. - Sat. 9am - 5pm
Admission: Adult - $8.00 Seniors: $6.00
Age 16 & under - $3.00 Groups of 14 or more $6.00 ea.
The RV/MH Museum,
Hall of Fame,and Library
21565 Executive Pkwy., Elkhart, IN / Exit 96 - I-80/90 (South on C.R. 17).
Phone 574/293-2344 / 1-800-378-8694 / rvmhhalloffame.org
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3:09 PM
Page 24
TOP OF THE NEWS
Tampa SuperShow from page 10
Hertzke, chairman and CEO of motorhome
builder Winnebago Industries Inc. “We are an
indicator, and when things start getting tough
for us, you can kind of expect it to be a little
tougher for the economy as well.”
In fact, according to the Recreation Vehicle
Industry Association (RVIA), for the past three
decades, every decline in the RV industry has
been followed by a decline in the U.S. economy
as a whole. And industry economists are
expecting another slide, with last year’s 10%
sales decline expected to be followed by a 5%
drop this year.
But officials said poor economic news didn’t dampen the show. PRVTA reported that the
show is breaking records for both manufacturers’ exhibit space and suppliers' booth
space, according to show officials, and 1,300
vehicles were on display from every major
manufacturer.
“The good news for our industry is that you
can never take leisure time away from people,”
Wilson said.
He said high gas prices have been offset by
lower interest rates for RV loans. A big bogeyman, though: The housing slump, specifically
lower resale rates for those intending to pull up
stakes in retirement and hit the road.
“Certainly, there’s that trickle-down from all
of that. There are guys that thought they might
Joe McAdams from page 8
“We are pleased to have Joe join the
company as a member of our executive
team,” said ELS CEO Thomas
Heneghan. “Joe brings a wealth of knowledge and experience to the company.”
McAdams said his appointment makes
sense both for Privileged Access and for
ELS, which owns the real estate that
Thousand Trails markets to its members.
“ELS is my landlord and has been my
sponsor in helping me acquire the
Thousand Trails operating company,”
McAdams said, adding, “I think I can
create more opportunities for both companies in this position. I am extremely
excited about joining Equity Lifestyle
Properties and creating value for all folks
associated with both companies, the
shareholders, employees and customers
and members of Thousand Trails as well
as ELS."
McAdams also said that he has “a very
good team” in place at Privileged Access
and that he expects the company to do
well while he serves as president of ELS.
McAdams will serve as ELS president
from his office in Frisco, Texas, while
Heneghan is headquartered in Chicago.
Meanwhile, David McCrum, a longtime Thousand Trails manager, was
24
RVBusiness
have had a bigger retirement than what they
ended up with,” Wilson said.
From shorter trips and longer stays to shopping for more economically friendly vehicles,
RVers are adjusting, he said.
“They still do what they want to do; they just
change what they do to make it more economical,” Wilson said.
A couple of noticeable trends from the Tampa
show:
■ The growing popularity of “toy haulers,”
vehicles with living space whose spacious rearends open up to stow everything from motorcycles to all-terrain vehicles to watercraft.
■ Continued advancement of the slideout
concept, with roomy sections of vehicles —
entire walls of some of the huge Gulfstream
Tourmasters at the show — extending outward
after the vehicle is parked to provide additional
living space. The novelty of a decade ago is
now common to RVs.
On the economical side, shoppers can enjoy
a working kitchen with mini-fridge, dinette,
bathroom, queen bed, flat-screen TV, and iPodbased music system all in the 70-square-foot
iCamp Elite, imported from China. The singleaxle trailer towable by a six-cylinder vehicle
goes for $19,975.
But what would an RV show be without the
rolling palaces? Inside the Expo Hall, browsers
checked out the bus conversions, including a
$2.2 million Marathon Coach appropriate for
the most discerning rock star. 6
named CEO of the Frisco-based company. He joined Thousand Trails in 1987 as
a vice president and was promoted to
treasurer in 1992.
According to Thousand Trails, the firm
is the largest private network of RV
camping and outdoor preserves in
America with destinations for more than
130,000 member families at over 80 preserves in 22 states and British Columbia.
Resort Parks International (RPI) resorts,
which are located throughout the U.S.,
Canada, and Mexico, offer additional
recreational activities and amenities to
Thousand Trails’ members.
ELS has obtained an option to purchase Privileged Access with all of its subsidiaries, but the company has determined that “the best strategic option
available” right now is simply to bring
McAdams into ELS management.
In its statement, ELS said: “The company recognizes that Mr. McAdams may
have a conflict of interest with respect to
his ownership of Privileged Access and
his role in the company. To mitigate this
potential conflict, Mr. McAdams will not
be involved in the monitoring of the current contracts, or negotiation of future
contracts, with Privileged Access on
behalf of the company.”
ELS also said it is evaluating whether
to consolidate Privileged Access. 6
IN BRIEF
Corrections. In the
January
issue
of
RVBusiness, the article “RVIA 45th Annual
RV Trade Show Highlights” inadvertently
relocated CrossRoads RV to Kansas. For
the record, the manufacturer of towables,
destination trailers and park models is
headquartered in Topeka, Indiana. Also, in
the same article, the Winnebago Era was
referred to as the first “corporate” brand
from
Winnebago
Industries
Inc.
Winnebago previously released the ultimate and Rialta brands outside of its
Winnebago and Itasca brand families.
Charter Equities Cuts Ties with
Saddleback RV. Charter Equities Inc., a
publicly traded company that acquired
Saddleback
RV
last
September,
announced Jan. 3 that it was severing its
relationship with the Colton, Calif. dealership. In its statement, Charter said that
Saddleback is “no longer associated or
affiliated” with Charter and has been taken
private by management. Charter said that
the 22.5 million shares issued to
Saddleback shareholders have been tendered back to Charter and canceled.
Go RVing Launches Redesigned
E-Newsletter. The Go RVing Coalition
recently announced the January launch
of its redesigned e-newsletter, designed
to build consumer readership with several new and enhanced features that promote easier site navigation and an
upgrade to link directly to audio/video
content. To view the redesigned enewsletter or to subscribe, visit
www.GoRVing.com.
N.Y.
Investment
Firm
Buys
National RV Shares. A New York
investment firm called Grandview LLC and
managed by Millennium Management
LLC has purchased 888,639 shares of
National RV Holdings Inc., taking a bargain-basement-priced, 8.6% position in
the holding company and its closed
Perris, Calif., RV manufacturing firm,
National RV Inc. Grandview paid $85,400
for the stock, according to a Securities
and Exchange Commission statement
filed by Millennium on Dec. 4.
Cooper Industries Acquires Sure
Power.
Cooper
Industries
Ltd.
announced Dec. 26 the acquisition of RV
supplier Sure Power Industries Inc., as
well as OMNEX Control Systems ULC and
Roam Secure. Combined sales for the
three companies in 2007 will be approximately $62 million, while the total purchase price is approximately $100 million.
Cooper Industries Ltd. is a manufacturer
with 2006 revenues of $5.2 billion. 6 6
FEBRUARY 2008
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1/18/08
1:25 PM
RVIA from page 7
economics, agriculture and genetic engineering at New Mexico State University,
will provide a broad look at the U.S.
economy; Jack Uldrich, president of the
NanoVeritas Group, will outline RV
industry trends; and Morton Kondracke,
executive editor of Roll Call newspaper
and a Fox News regular, will talk to
members about what is going on in the
nation’s capital.
During the general membership meeting March 3, Coon and RVIA
Chairman Carl Pfalzgraf will report on
the association's activities for the last
year, while Gary LaBella, RVIA's chief
marketing officer, and B.J. Thompson,
chairman of the RVIA Public Relations
Committee, will update members on the
RVIA public relations program. LaBella
will be joined by Don Walters, co-chairman of the Go RVing Coalition, to
report on the coalition's activities.
Other topics likely to surface at the
early March meeting:
RV “Superhighway”: RVIA’s board at
its March 1 meeting is expected to
decide whether to implement an electronic system patterned after one used by
the motorcycle industry that would allow
dealers, manufacturers and suppliers to
send encrypted information among
themselves and streamline handling of
warranty claims, among other things. A
task force formed by the Go RVing
Coalition's Committee on Excellence is
presenting the proposal as the most
salient byproduct of its recent push for
improved industry quality in both products and service.
“Hopefully, we’ll get an idea of what
the cost will be and how we will deal
with them,” Coon said. “Most people see
the value of a system like that. The question is that, individually, some will be
able to do it and others won’t be.”
CAFE Standards: RVIA’s board is
expected to receive a staff briefing on the
corporate average fuel economy (CAFE)
standards recently signed by President
Bush requiring auto manufacturers to
meet a fleet average of 35 miles per gallon by 2020. Pickup and medium-duty
trucks used for towing RVs will be
the target of a separate set of standards
that will be established by the National
Highway
Transportation
Safety
Administration (NHTSA).
Chinese Trade Mission: More details
are expected to surface with regard to
RVIA’s planned mid-May trade mission
to China to attend “RV China 2008,” an
international recreational vehicle show
in Shanghai that will showcase both
Page 25
trade and retail components. RVIA staff,
were notifying members to see who
would be interested in attending. RVIA
President Richard Coon and Vice
President of Standards and Education
Bruce Hopkins last August attended
the China Sports and Recreation
(CSR) show as a prelude to the ’08 trade
mission, which is being coordinated by
the U.S. Department of State.
RV Square Footage: Late last year,
opposition from the Recreational Park
Trailer Industry Association (RPTIA),
the National Association of RV Parks
S
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FEBRUARY 2008
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and Campgrounds and a handful of state
associations derailed (at least temporarily) efforts by RVIA to change federal law
to allow fifth-wheels to be larger than
400 square feet.
But this issue is far from settled, as
RVIA’s board has given travel trailer
manufacturers permission (effective
Jan. 1) to increase the maximum size of
their units from 320 to 400 square
feet, which will put them on par with
fifth-wheels. Suffice to say that the
industry hasn’t heard the last of this
debate. 6
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BILSTEIN CORP.,
CORP CIRCLE 126 ON READER SERVICE CARD
007-RVB_0802_LO_TOP
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Louisville,Part
The expansive Damon Motor Coach exhibit featured a number of motorhomes,
including this eye-catching Tuscany. The company also debuted the industry’s
first six slideout floorplan on the Tuscany (above).
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Page 27
rt Deux
A second Helping of New Motorhomes
and Towables Debuting at the 45th
Annual National RV Trade Show
■ BY BOB ASHLEY ■ PHOTOS BY SHAWN SPENCE
A
■
■
FEBRUARY 2008
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Page 28
CrossRoads RV’s new fiberglass-and-aluminum
Seville
Monaco Coach Corp.’s Safari Cheetah
large island kitchen. Retail prices start in
the mid-$50,000 range.
■ Gulf Stream Coach Inc.’s Conquest
Division’s B Touring Cruiser GX-2, a Bplus style minimotorhome built on a
14,050-pound GVWR Ford F-450 cutaway
chassis. The Nappanee, Ind., builder is
offering the GX-2 in two floorplans, one of
which is a 31-footer with three slideouts.
Retail prices start in the mid-$80,000s.
■ Pilgrim International Inc.’s first allcomposite RV designed in conjunction with
TekModo LLC, Elkhart, Ind., which features walls,, roof and end caps
p that are p
plyy
wood-free
d f
and
d comprised
i d off T
TekModo’s
kM d ’
CosmoLite dent-resistant thermoplastic
fiber-reinforced composite. Additionally,
Pilgrim and TekModo introduced the exterior surface SpectraLite, an impact-resistant, colorable composite enhanced with
Dupont Surlyn.
■ Komfort Corp.’s entry-level Ridgecrest
towable series, an aluminum-and-fiberglass
line with six 20- to 30-foot travel trailer
floorplans equipped with single slideouts
and one 27-foot fifth-wheel layout. MSRPs
on the Ridgecrest from Clackamas, Ore.based Komfort, which was attending the
Louisville Show for the first time in six
years, start at $17,000.
■ Keystone RV Co.’s
Co ’s Break Away SURV,
SURV
an extension of the Passport series of lightweight travel trailers designed for towing by
SUVs and half-ton pickup trucks. Available
in one 29-foot floorplan, the laminatedfiberglass-and-aluminum Break Away features a 10-foot deep cargo area, full galley
and bath, dual hide-a-way sofas, and an
electric overhead “sit-’n-sleep” combination
bed in the garage. MSRP: $23,000.
■ Coachmen Recreational Vehicle Co.
LLC’s 30-foot Adrenaline Surge SURV
travel trailer floorplan — positioned to
28
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4:20 PM
Page 29
appeal to a West Coast crowd that likes to bounce
around sand dunes — featuring up to 19-feet, 7inches of cargo space to accommodate off-road
sandrails. Space utilization in the wood-and-aluminum Surge is maximized with a drop-down
electric queen bed, foldup sofas and a removable
pedestal table. Fiberglass sidewalls are optional.
MSRP: $27,860
■ Four Winds International Corp. introduced a
minimotorhome on an imported 11,030-pound
GVWR Dodge Sprinter manufactured in Europe
by Mercedes-Benz. Powered by a 154-hp, 3.0 liter
V-6 turbo-diesel engine,
g , the Sprinter
p
p
platform is
available
l bl in the
h Ch
Chateau, F
Four W
Winds
d and
dS
Siesta
lines. The Four Winds International Sprinter,
built at the Thor division’s plant in Elkhart, Ind.,
features one-piece fiberglass front and rear caps
with steel-reinforced bulkheads and a single slideout that can be configured with any one of three
dinette setups. MSRP: $91,700
■ Carriage Inc.’s new triple-slide floorplan in its
yacht-inspired 2008 Domani fifth-wheel line,
now available with a full-body automotive paint
option. “We can paint it any color the customer
wants,” explained Don Emaheiser, vice president
of sales and marketing. The upscale aluminumand-gelcoat-fiberglass Domani is available in
three 30- to 32-foot floorplans, featuring LED
lights, frameless windows and chrome accents.
MSRP: $83,000.
■ Jayco has been building its Seneca line of
“Super C’s” for five years, and in 2006 the company “grew” its offerings with a 36-foot version built
on the 22,000-pound GVWR Duramax chassis.
At Louisville, it introduced the line’s first full-wall
“Mega-slide,” stretching for 22 feet and fitted
with a Flexsteel sofa/dinette ensemble. “You
would typically see this in a half-million-dollar
coach,” said Paul Gardner, director of product
development. The 36MS also features French
doors to close off the rear master bedroom, and is
the first Jayco coach built with two bathrooms.
MSRP: $155,000. 6
Coachmen Recreational Vehicle Co. LLC’s Adrenaline Surge SURV
Four Winds International Corp.’s Siesta
FEBRUARY 2008
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030-RVB_0802_LO_Kempthorne
1/18/08
1:27 PM
Page 30
‘This is America the beautiful, and yo
that this next generation understand s
U.S. Secretary of the Interior Dirk
Kempthorne may have come late to
the party — having held the job only
since the spring of 2006 — but he’s
viewed by most as a breath of fresh
air for America’s parklands
W
ith just months to serve in 2006 on his second
term as Idaho governor, Dirk Kempthorne's
political career took an abrupt turn when he
was asked to be Secretary of the Interior for the
Bush Administration's final 21⁄2 years in office, succeeding
Colorado’s Gale Norton.
“Dirk understands that those who live closest to the land
know how to manage it best, and he will work closely with
state and local leaders to ensure wise stewardship of our
resources,” President George W. Bush said in the spring of
2006 in announcing Kempthorne's nomination. “Dirk has a
long and abiding love for nature.”
Overseeing 500 million acres of land — about 20%
of the country’s land mass — the Department of
Interior (DOI) is comprised of the National
Park Service, U.S. Fish and Wildlife
Service, Bureau of Land Management and
Bureau of Reclamation, among other
units, all of which play an important role
in American recreation.
An avid recreationist and a conservative Republican with regard to economic and conservation issues,
Kempthorne took over an agency criticized for park maintenance, Alaskan
oil exploration, Endangered Species
Act enforcement and “managerial
irresponsibility” that led to conflicts
of interest and cronyism.
So, the arrival at DOI of
Kempthorne, who introduced himself in late November as an “RV
enthusiast'” to some 1,200 attendees at the Recreation Vehicle
Industry Association’s (RVIA)
Outlook 2008 Breakfast at the 45th
Annual National RV Trade Show in
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Page 31
you are the stewards that will ensure
d s it, appreciates it and enjoys it.’
Louisville, Ky., was hailed by some as a refreshing change.
Within a year of his appointment, he created an ethics policy to make Interior “a model of an ethical workplace.” Also,
with Kempthorne championing the national parks among the
Bush administration’s budget makers, the $2.4 billion
proposed to be spent this year by the National Park Service
contains the largest increase in history.
Kempthorne’s ascension to national notoriety probably
didn’t come as a surprise to those who had known him
through the years. The photogenic 56-year-old California
native, a University of Idaho graduate, became mayor of
Boise in 1985 and was elected to the U.S. Senate in 1992,
serving one term before leaving Washington to run for Idaho
governor in 1998.
During his breakfast presentation at the RV industry’s
annual trade show in November, Kempthorne touted the
attributes of his new National Park Centennial Initiative
(2016) and warmed up to the topic of RV travel — a pastime
he said he has enjoyed discussing on occasion with another fellow motorhome aficionado on the national stage,
Supreme Court Justice Clarence Thomas. “I absolutely love
being outside with RVs,” said Kempthorne, a voice of concern about dropping national park visitation levels who has
owned three motorhomes — the first being a used 1990
Hawkins. His current coach, a 2003 Fleetwood Expedition
diesel pusher nicknamed “Freedom” by his wife, Patricia,
has 15,000 miles on the odometer.
In retrospect, Kempthorne’s primary message to the RV
industry echoed that of the American Recreation Coalition
(ARC), a Washington-based organization which was partly
responsible for his presence in Louisville: That America’s
young people have become disconnected from the outdoors
by spending too much time inside playing computer games
and watching TV. “We just have to be creative to encourage
children to get outside,” he said, pointing to a U.S. Surgeon
General’s report suggesting that children born today, on
average, won’t live as long as their parents.
“That’s the first time in our society that has ever been forecast,” added Kempthorne, a motorcyclist who’s ridden in
mass events in Washington, D.C., and Sturgis, SD. “All of
us can and need to do something about that. We need to
encourage our children to put down the Blackberry and go
pick wild berries, to stop channel-surfing and try windsurfing, to put down that podcast and go cast a line. You can
help reconnect the American family with the outdoors. You
can help get children outdoors. This is America the beautiful, and you are the stewards that will ensure that this next
generation understands it, appreciates it and enjoys it.”
Following the breakfast, Affinity Media Group Publisher
Bob Livingston and RV Trades Publisher Sherman
Goldenberg met with Kempthorne to talk about his role in
recreation in America.
RVB: In the time that you have headed up the Department of Interior
— since March of ’06 — what have you viewed as being your mission?
Kempthorne: I have likened it to being the relief pitcher coming in in the
seventh inning where there are runners on base and I need to close things out.
I want to have a strong finish. Those last innings are when you win or lose. I
want to take the initiatives that have been launched and I want to make sure
that we are successful. We are working with a variety of things. There's a major
initiative in the president’s ’08 budget — the National Park Service Centennial
Challenge — which is the largest operating budget in the history of the parks.
RVB: What, in the big picture, will this enhanced budget do for DOI
in particular and Americans in general?
Kempthorne: For example, it will allow us to bring on 3,000 additional seasonal park rangers. There’s been a 10-year decline. The people, the citizens, are
going to see more rangers in the parks. It will allow us to bring on 1,500 additional full-time rangers and other personnel who are critical. It also includes the
component that we call the Centennial Challenge. That is, for (each of) the next
10 years — leading up to the 100th anniversary of the national parks in 2016 —
we would have a fund of $100 million that we would match dollar-for-dollar
with the private sector.
When you take the operating budget and the $1 billion in match, and then
the other $1 billion from the private sector, that’s an infusion of $3 billion in
our national parks leading up to the centennial — so that when we get to the
centennial, that’s not when we roll out a master plan and have a one-day event.
We’re having a 10-year roll up that is going to be a celebration of tremendous
programs and projects that are new and have been put in the parks.
RVB: Is that enough, realistically speaking, to make a difference?
Kempthorne: I wish it were. You can never do enough. But the proponents
and supporters of this said it was a tremendous idea but thought we’d be lucky
to attract $20 million from the private sector. We attracted signed letters of
financial commitments for $301 million dollars. And that’s only the beginning.
RVB: Where’s that money coming from — corporations and businesses or other entities?
Kempthorne: The Pew Charitable Trust (named for Sun Oil founder Joseph
Pew in Philadelphia) for one. The second day that Rebecca Rimel, the CEO,
Kempthorne was a keynote speaker at the Outlook 2008
breakfast, kickoff to the 45th National RV Trade Show.
FEBRUARY 2008
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Page 32
“I’m a conservative who is pragmatic. I like to get
the job done. You don’t surrender your principles,
but you determine that with the proper attitude, you
can probably find a solution.” — Dirk Kempthorne
heard we were going to do this, she made an offer.
The Ben Franklin Museum in Philadelphia is in need
of renovation. It’s outdated with its technology and
it’s tired. She said that Pew will put in $6 million, and
she’s already talked to Pennsylvania Gov. (Ed)
Rendell and the private sector. They will (each) put
in $6 million if the federal government will put in $6
million. That’s an $18 million upgrade of the Ben
Franklin Museum. That is tremendous.
Another example of matching funds is in Grand
Teton National Park. This August we opened the Craig
Thomas Visitors Center. It is a magnificent center. The
architecture is great. But as one of the members of
the foundation said, because the foundation raised
half the money while the federal government
matched the other half, the center was so much more
magnificent because it was done in partnership.
If either one of us had done it alone, it would not
be nearly what it is today.
Interestingly enough, they also were going to
include an auditorium theater as part of the project,
but because of the process that was required by the
park service, they said they couldn’t afford it. I told
them that if they would put the problem in a onepage memo, and also the solution, I’d be interested
in seeing it. They provided that and within one week
I had that decision reversed and the park service is
now building the auditorium theater.
RVB: Some would view you as a breath of
fresh air since you've entered the picture, feeling generally that the parks weren’t getting a
lot of attention. Do you view yourself that way?
Kempthorne: I view myself as an advocate that
has a passion for this. Initially, they were going to
celebrate the 90th anniversary of the national parks.
I said, ‘No, no, no! We need to think about the 100th
anniversary, and we need to make it real.’ So, it’s
underway. It’s exciting. It has reenergized the
National Park Service.
RVB: Did President Bush ask you in so many
words to bring more focus to the national parks?
Kempthorne: When he asked me to take this job,
he said that he wanted me to reach out and build
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bridges because there had been too much
polarization taking place.
So, we sat down in a one-on-one conversation a few months after I joined this
administration and we talked about the
parks. We talked about leading up to the
100th anniversary. So, on Aug. 25 at
Yellowstone, where we celebrated the
90th, I read a directive I had received
from the president launching the
Centennial Challenge.
The president loves the national parks;
the first lady loves the national parks.
RVB: Will some of the money that is going to
be spent to improve the parks during the next
10 years be directed toward the development of
recreation vehicle facilities?
Kempthorne: It will be a combination. There will
be areas where you are simply going to have tents.
There are areas that you are going to have different
activities for recreation, but there will also be areas
for the RVs.
I’ll give you a specific: Just two years ago, when I
was governor, I was able to get the largest increase
ever in the operating budget for the Idaho state parks.
Included in that was a new RV facility that I felt we
needed. We met with architects and talked about it.
It’s in Ponderosa State Park near McCall, Idaho, about
100 miles north of Boise. It’s a beautiful drive.
But we now have a number of pull-throughs that
accommodate 70 feet for a fifth-wheel and a truck,
all with full utility hookups, including cable. Now, why
cable? Because we left in most of the trees. People
who want to use their satellite dish are not going to
be able to get the satellite coverage. So we simply
put cable underground.
Before we actually went in and did this, I took a
particular section and told them to line it out with
traffic cones. Then we borrowed a Class A and a fifthwheel with a pickup truck so that I could see if you
could actually make the turns in the campsite. Turns
out, you couldn’t, so they modified the blueprint to
take into account the turning radius of these vehicles.
RVB: Do you get some opposition when you
make these large sites with all these modern
conveniences? Is that not, in the views of some
people, what the parks are supposed to be?
Kempthorne: If that's all that we were doing, but
it’s not. We are putting a great emphasis on trails,
and areas that you are just simply going to have to
hike in and you’ll use your tents. You have to realize,
the parks have a multiple purpose. I’ve seen some
groups that will volunteer to improve an area, even
though their particular activity will never benefit from
it. They just want to say, ‘We’re good neighbors.’ A
group of volunteer RVers may come in and put in a
trail system that no RV is ever going to be on.
RVB: Any unusual motorhome experiences
you’d care to relate, given your position with
regard to so many of America’s recreational
lands?
Kempthorne: While on my way to the Fiesta
Bowl last year (2006) — when Boise State beat
Oklahoma in one of the greatest college football
games ever — I had to drive my motorhome over the
Hoover Dam, which is part of Interior’s jurisdiction
under the Bureau of Reclamation.
Well, there’s a security protocol. If you are going
to take an RV across the dam, you have to have an
inspection. We went to the inspection lane, and the
officer would point to certain bins and just randomly
ask ‘Would you open this, please?’ And then he came
on board to open this and that. We went through the
whole thing, and when we were finished, I pulled out
and then pulled over and got out again. (Laughing)
There was an e-mail that I later found (about that
episode) describing an average-looking motorcoach
arriving for inspection that they took through the routine inspection process and did what they usually do.
Then the e-mail said the driver did an unusual thing
in that he pulled over, exited the vehicle and
approached the officers who were — and I quote —
“braced for the worst.”
“Then he just put his hand out and said, ‘I’m Dirk
Kempthorne, and I wanted to compliment you on
your professionalism and friendliness. I just wanted
to see what citizens go through.’ That was the gist of
the e-mail.
RVB: People call you conservative, yet you
take some positions that you don’t often think a
conservative individual would take. What is
your description of yourself politically as it
relates to that?
Kempthorne: I’m a conservative who is pragmatic. I like to get the job done. You don’t surrender your
principles, but you determine that with the proper
attitude, you can probably find a solution. What I’ve
found is that with many polarizing issues, if I can sit
down and have a discussion with people about what
they really wish to achieve — and leave the rhetoric
aside — often times there is a result. That’s my
approach to things.
RVB: You know, your resume looks like a
string of phenomenal successes — you’ve done
well everywhere you've gone — to the extent
that one might think you were future presidential timber. Cutting to the chase, is it possible?
Kempthorne: This year, of course, the field is
very crowded. I don’t now what is next. But I always
keep all my options open. 6
FEBRUARY 2008
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033-RVB 02 PG 33 ZF SALES
1/17/08
4:18 PM
Page 33
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034-RVB_0801_LO_Accommodat
1/18/08
1:58 PM
Page 34
Century
21
CAMPGROUND
ACCOMMODATIONS OF THE FUTURE — L AST OF A 3-PART SERIES
ST
THE
■ BY JEFF CRIDER
NO RV PARK OR
RESORT CAN BE
ALL THINGS TO ALL
PEOPLE, BUT THERE
ARE SEVERAL BASIC
CONCEPTS THAT
EVERY PARK OPERATOR
NEEDS TO ADDRESS
TO BE SUCCESSFUL —
REGARDLESS OF
WHICH MARKET
SEGMENT THEY SERVE
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What will campground and RV resort operators
need to do in the future to best position themselves
for long-term success?
Should they emulate what Equity LifeStyle Properties (ELS) has done with
Tropical Palms FunResort, a luxurious 585-site park in Kissimmee, Fla., which
features a combination of premium RV sites and park models? Or is ELS’s Lake
George Escape Camping Resort a better model, with 400 full hookup sites, 147
tent sites and 44 cabins in the heart of the Adirondack Mountains of New York?
Are high-end, condo-style resorts a better approach? As you probably know,
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Page 35
S
Contemporary campgrounds increasingly must mean more
things to more people. Adding activities and features is looked
upon as an investment aimed at generating repeat business.
Another emerging trend is the desire to reinvent campgrounds
as “destination resorts,” whether it’s accomplished by locating the facility in an unusual location — Sunshine Key RV
Resort & Marina (left), an ELS property, is on a 54-acre island
in the Florida Keys that offers beachfront sites — or by creating an invitiing atmosphere. The aptly named Tropical Palms
Fun Resort in Kissimmee, Fla., (above) rings its pool with colorful umbrellas and lounges and a poolside cafe — and is
also adjacent the Walt Disney World Resort. Recognizing, as
Thomas P. Heneghan, president of ELS, put it, that “these people got out of the house to go do something,” a number of
resorts also boast a growing array of on-site activities for
young and old alike. ELS properties often include such features as sand volleyball (right), softball fields and more.
there are many upscale parks across the nation selling their
campsites in the six-figure range, including Bob Lee’s Desert
Shores Motorcoach Resort in Indio, Calif., Pelican Lake
Motorcoach Resort in Naples, Fla., and numerous other properties, including several of the more than 20 upscale parks
developed by Bermuda Dunes, Calif.-based Outdoor Resorts
of America.
And what about family-focused resorts? Do Kampgrounds of
America Inc. (KOA) and Leisure Systems Inc. (LSI) offer the
best templates for family parks in the country? For example, is
LSI’s Jellystone Park in Warrens, Wis., with its 50,000-square-
foot indoor water park and 25,000-square-foot skate park, a
model for the future?
Will there continue to be a market for well-run transient
parks like High Plains Camping in Oakley, Kan., or is the trend
in parks moving inevitably to upscale resorts that are destinations in themselves?
The truth is, all of these parks, while serving different demographic segments, represent some of the best parks the outdoor
hospitality industry has to offer. They each exemplify the types of
accommodations that could be templates for successful private
parks in the future.
FEBRUARY 2008
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Page 36
B
ut while these parks do provide some of the best facilities, amenities and service in the private park sector, the
owners and operators of these facilities also realize that
they can’t be all things to all people. There is, in short, no single template for park operators to use to create the perfect
park for 21st-century campers and RV enthusiasts.
“Not every RV customer is looking for the same thing,”
said Thomas P. Heneghan, president and CEO of ELS, the
Chicago based Real Estate Investment Trust that owns and
operates more than 300 resorts in 30 states and British
Columbia with more than 110,000 sites. As a result, he said,
park operators need to tailor their facilities to suit the needs
of the demographic group they are best able to both accommodate and entertain.
Indeed, the outdoor hospitality market is highly segmented, both geographically and by product type. Many ELS
parks, for example, cater to snowbirds and other RV travelers who spend weeks or months on the road. Consequently,
ELS parks not only provide big sites with a fully array of onsite amenities — such as swimming pools, exercise rooms,
tennis courts and even golf courses in some cases — but
ongoing activities such as arts-and-crafts, computer classes
and professional entertainment.
ELS, like many other destination- and seasonal resorts
across the country, is also actively tapping Americans’ growing demand for affordable second homes, and the company
has found that it can offer an affordable vacation-home
product by selling park models and manufactured housing in
some of the most sought-after destinations in the country.
Other resorts, meanwhile, are finding that some of the
more affluent RV owners will purchase their campsite —
partly to guarantee that they have a site and partly because of
the exclusivity and upscale amenities that condo-style resorts
can provide. And while Outdoor Resorts of America is probably best-known for pioneering this niche of the industry,
growing numbers of companies are developing these condostyle parks across the country.
And the concept is no longer limited to the high end of the
market. Indeed, while resorts like Pelican Lake Motorcoach
Resort have been known to sell their sites for $300,000 and
up to Class A motorhome owners, other resorts — such as
Elite Resorts of America, based in Salt Springs, Fla. — are
developing properties that accommodate towable and
motorized units as well as park models for roughly $60,000
to $100,000.
Meanwhile, vast numbers of independent and franchise
parks, including those in the KOA and Yogi Bear (LSI) networks, are increasingly finding that they can make their parks
“destinations” for families by providing more activities and
entertainment for their guests. However, there will still
always be a need for parks like High Plains Camping and
others that simply cater to travelers looking for a clean, safe
place to spend the night.
But while there is considerable segmentation in the outdoor hospitality market, park operators told RVBusiness that
there are several basic things that every park operator needs
to do to be successful, regardless of which market segment
they serve.
36
RVBusiness
Their advice?
■ MARKET YOUR SITES BOTH ONLINE AND THROUGH ESTAB-
LISHED CAMPGROUND DIRECTORIES.
“You really need to make sure that your campground is
being marketed as thoroughly as possible,” said Vic Nolting,
vice chairman of Milford, Ohio-based LSI, which franchises Yogi Bear parks. “The Internet is becoming more and
more a part of how you market your park, but certainly you
also need the national directories and the state directories.”
Campground websites, he added, need to be “easily navigated, colorful, warm and friendly.” Websites should also make
it easy for travelers to contact the park directly. “Make it easy
and simple to do business with you,” Nolting said.
■ MAKE SURE YOUR SITES ARE EASILY ACCESSIBLE AND HAVE
A FULL RANGE OF HOOKUPS.
“You better have infrastructure,” said Heneghan of ELS.
“Today’s RVers are looking for the convenience of full
hookups, meaning the right electric service and sewer- and
water hookups.” Fifty-amp electrical hookups are also essential. “Everybody should have them,” said Bob MacKinnon of
Murrieta, Calif.-based MacKinnon Campground
Consulting. “But there’s a lot of parks out there that don’t
have 50-amp hookups. If you want to attract and service a
particular portion of the market, that’s a basic requirement.
Some parks might think they don’t need 50-amp hookups,
but most parks need to have a few 50-amp sites.” Nolting
said he also sees a movement to provide more sites with
concrete pads as well as nicer patio furniture and barbecues.
■ PROVIDE CLEAN, WELL-MAINTAINED RESTROOMS.
“All parks need to have clean, serviceable restrooms. It’s
the number-one satisfier or dissatisfier of the camper’s experience,” MacKinnon said, adding that the camper’s experience starts at the restrooms and works all the way through
the park. “They don’t have to have gold-plated fixtures and
granite countertops,” he said. “They just need to be well
maintained, neat and clean … with no rust stains in the
sinks. It’s the little details that tell you whether the place is
clean or well maintained.”
■ OFFER CABIN ACCOMMODATIONS TO BROADEN YOUR
MARKET BASE.
Whether site-built or park model, resorts of the future will
increasingly need to offer cabins to be successful. “We see a
very, very strong indication that cabins — full-service cabins
with kitchenettes, showers and restrooms — and park models will continue to be a trend because it gives you a terrific
opportunity to get the non-traditional camper into your
park,” Nolting said. “We’re seeing it all through the
Jellystone Park system. People are systematically adding cabins as demand dictates it. It’s a matter of arithmetic. You
know exactly what it’s going to cost to put it in there. It’s
usually a two-year payback.” And while the traditional
camper is still the base of the campground business, “the fullservice cabin in a campground is a wonderful twist on the
camping experience. It appeals to a whole lot of people.”
Indeed, park models are increasingly being used by independent private parks and campground chains for everything
from rental cabins to high-end accommodations. Seasonal
parks, or those with significant summer or winter business,
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Page 37
also use park models to generate year-round lease revenue
from consumers who use their units as weekend retreats or
seasonal vacation cottages.
■ DEVELOP CONCIERGE SER VICES.
“This isn’t necessarily like you’d have at the Hyatt, where
you have a man in a three-piece suit sitting behind a desk
and a computer,” Nolting said. “But the staff of the campground should be totally tied in with what’s going on in the
area. Or, there should be an information center with all of
the local shopping and dining options.” These types of services are particularly needed by parks that are shooting for
extended stays. “Our average stay in the Yogi system is a little more than three days. They’re going to love the experience. But they’re also going to use the park as a base to do
other things,” Nolting said.
■ CREATE ACTIVITIES AND ENTERTAINMENT.
While this isn’t necessary for parks that cater to travelers
who are simply looking for a place to spend the night and
move on, providing a broad range of activities — from family craft events to outdoor movies to water recreation amenities such as waterslides and spraygrounds, and rental equipment such as bikes and boats — is becoming increasingly
important for parks as they attempt to increase the number
of nights that campers spend at their parks.
“I would say that as a percentage of business, that’s where
the growth is,” Nolting said. “In terms of developing the
product from an amenity side, (there is growth) in (parks
that install) water spraygrounds, that enlarge the pool experience or put in a water slide next to the existing pool.” Many
parks, in fact, are hiring professional musicians and comedians to provide weekend entertainment.
Many are also hiring activity directors to develop everything from family activities to craft and computer classes.
ELS is helping its guests organize everything from golf- and
tennis tournaments to professional-enrichment programs
with guest speakers who address a variety of health and business topics. “These people got out of the house to go do
something,” Heneghan said. “If you allow them the facilities
and the opportunity to do what they’re looking for, you’re
going to have a pretty loyal customer base.”
■ PROVIDE WIRELESS INTERNET OR WI- FI SER VICE.
“Wi-Fi is becoming more and more in demand,”
MacKinnon said. “A majority of campers are traveling with
computers and they like sitting by the campfire or their RV
or tent and going online. The issue with Wi-Fi is, it’s got to
be free. Parks need to build it into their rate structure and
offer it as an amenity.”
Many parks, in short, are finding they need to offer
higher-quality facilities, amenities and activities than ever
before. But these things are only half of what’s required to
address the needs of 21st century campers. Equally important is the quality and training of their staff.
“You can design the best place in the world,” MacKinnon
said, “but it takes people to make it a reality — and if you
don’t deliver great service or have a great atmosphere, you’re
not going to build return business. The hiring and training
of people is absolutely critical. The biggest opportunity we
have in our industry is to raise the bar on how we train our
TOP: The main lodge at Lake George Camping Resort, Lake George, NY,
serves as a popular gathering point for the facility. MIDDLE: Aside from its
409 campsites, Sunshine Key offers outdoor enthusiasts a 200-slip marina.
BOTTOM: Whether site-built or park model, the resort of the future will
increasingly need to offer cabins to be successful. “You know exactly what
it’s going to cost to put there,” said Vic Nolting, vice chairman for LSI. “It’s
usually a two-year payback.”
FEBRUARY 2008
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1:59 PM
Campgrounds
staff. It’s more than guest service. It’s
guest relationships.”
That viewpoint is shared by Grant
Miller, president of Affinity Group
Inc.’s Club Division, which includes the
Good Sam Club, Camp Club USA,
Coast to Coast Resorts and Golf Card
International. “I think the most important thing is to have tremendous hospitality, creating a Marriott or Ritz
Carlton-type experience, where it’s consistent, where it’s part of the culture of
the staff,” he said. “If you create a warm,
welcoming, service-oriented attitude
toward the visitors, that will go such a
long way to creating an experience for
people that will bring them back.”
Trouble is, many park operators actually try to cut corners with staff by hiring inexperienced people to interface
with their guests. “Of all the things that
drive the business, the front-desk staff is
easily the most overlooked,” said
Randall Hendrickson, president and
CEO of The Intrepid Group LLC, a
Scottsdale, Ariz.-based campground
management and consulting firm.
“Parks have to have professionals at
every level who have the customer serv-
Page 38
ice skills, salesmanship and demeanor
to extend the guest’s
stay and create a
positive experience.”
“Marketing begins
at the front desk,”
Hendrickson continued. “Parks will
sweat over the composition of their ads
and
congratulate
themselves on a job
well done, when they
need to spend much
more time and effort
making sure they deliver a professional
product when the guest arrives. We’re
not perfect. This is something I preach
to my managers. You are only as good as
what the guest sees when they show up.
We have to be strong at the front desk.
The whole thing hinges on how good
you are at that first point of contact …
but all too often, there’s a person who
looks like he’d rather be someplace else.
And if they’re not interested in being
there, they’re not going to be telling you
about things to do in the area.”
Staff needs to be trained to connect
with the guest on a personal level. And
the closer the park operator’s relation-
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ship with the guest, the better that park
will be able to meet or exceed the customer’s expectations. That’s why guest
surveys are important: to bring management in tune with the needs of guests on
an ongoing basis.
“I don’t believe there’s a one-size-fitsall approach,” said MacKinnon, who
provides a guest-survey service through
GuestReviews.com for members of the
National Association of RV Parks and
Campgrounds (ARVC). “If something’s
important to your guest, it ought to be
important to you. If it’s not important
to your guest, it shouldn’t be important
to you.”
This is precisely why not every park
necessarily needs to be upscale or invest
in infrastructure, amenities or activities
to the same level. Indeed, to be successful, MacKinnon asserts, parks simply
need to make sure they do a good job of
covering the basics that are sought after
by their guests. That, MacKinnon
noted, means four things: a clean park, a
safe environment, friendly staff and
value for the experience.
“There are a lot of parks that may not
have great facilities. But they cover the
basics. They provide what their customers are looking for and they provide
great service,” MacKinnon said.
In fact, while aesthetics and amenities
are important, everything really boils
down to the guest experience. “What’s
the difference,” MacKinnon asked,
“between Campground A and its 50amp plug and Campground B and its
50-amp plug? What makes park A different from Park B? It’s that intangible
stuff. ‘Did I feel welcome when I
checked in?’ ‘Is the park neat and clean
and well maintained?’ ‘Did I feel safe in
this environment?’ You have to have
friendly people and a nice, clean environment and provide a safe and secure
place for people to stay at a good value.
That’s what keeps people coming
back.” 6
FEBRUARY 2008
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039-RVB02 PG 39 SPADER
1/17/08
4:17 PM
Page 39
The difference between seeing the possibilities
and knowing which is right for your business.
Imagine knowing exactly where to focus your efforts to improve your business.
Spader Business Management shows you how. With innovative workshops like
Total Management 1 and 2, 20 Groups, and consulting programs that can give
you the confidence and understanding you need to make the right decisions.
Change the right things. Take the right actions for the current situation. And take
your company to new levels of profitability and production even in tough markets.
For more information on what Spader can do for you, visit spader.com or call
800.772.3377. And learn how to work on your business.
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040-RVB_0802_LO_OEM_Aliner
1/18/08
1:28 PM
Page 40
OEM
Columbia Northwest Inc.
ACQUIRED LAST YEAR BY A PRIVATE EQUITY FIRM, THIS
VENERABLE BUILDER OF A-FRAMED, HARD-SIDED CAMPING
TRAILERS IS NOW AGGRESSIVELY EXPANDING ITS DEALER
BASE — AND ITS PRODUCT LINE. BEST KNOWN FOR ITS
ALINER LIGHTWEIGHT TOWABLES, THE COMPANY INTRODUCED ITS FIRST CONVENTIONAL, ENTRY-LEVEL TRAVEL
TRAILER AT THE RECENT NATIONAL RV TRADE SHOW
■ BY BOB ASHLEY
■ PHOTOS BY SEAN STIPP
W
ith Columbia Northwest Inc.’s headquarters in the
small southwest Pennsylvania community of
Kecksburg, Pa. — known internationally for a 1965
UFO incident — it might seem odd that the company’s
largest dealer is in Reykjavick, Iceland.
“They sold the largest number of Aliners last year — about
50 units,” said Ned Collins, Columbia Northwest’s new president and CEO. “The Aliner is small and can be towed by
most of the European-built cars, it’s well built, and because it
has solid walls, it’s very easy to heat so it allows them to use
it year around.”
Aliner’s popularity in Iceland notwithstanding, an equity
group headed by Collins that bought family-owned
Columbia Northwest
from the Tait
The Classic,
family last April
one of six
intends to
Aliner models
aggresavailable.
sively
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expand the manufacturer’s North American dealer base during the next five years
Toward that end, Columbia Northwest introduced the
T.R.E. (“Travel, Ramble & Explore”) travel trailer and
increased its dealership outlets by nearly 10% during
November’s 45th Annual National RV Trade Show in
Louisville, Ky.
Columbia Northwest founder Ralph Tait started building
Aliner trailers in a Bend, Ore., garage in the 1970s, for the
first couple of years as a hobby. “He'd build one, drive it
around to RV shows and dealerships until he sold it and then
he’d build another one,” Collins said. “The company had
significant growth in the late 1980s and mid-1990s.”
Originally from Pennsylvania, Tait, joined by sons Dave,
Mark and Doug, founded Columbia Northwest in 1984 and
within a couple of years returned to their home state.
With a mineral springs that still flows below, the current
headquarters building was originally built in the early 1900s
as a day spa, drawing clients from Pittsburgh, 40 miles to
the northeast.
Collins came to Columbia Northwest when Pennsylvanian
Growth Fund LLC, which acquires small- to medium-sized
companies, quietly purchased 23-year-old Columbia
Northwest in April 2007. “We did not want to make a bunch
of buzz initially,” Collins said. The low-key approach in
which Columbia Northwest changed hands is emblematic of the Aliner itself, a small and lightweight towable that hasn’t changed dramatically since Tait first
designed it. “The Aliner represents the majority of our
product,” Collins said. “The concept has remained the
same for 30 years.”
Although classified as a folding camping trailer,
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Page 41
Aliner’s fiberglass sidewalls — which set up almost automatically — appeal to others than the popup market’s traditional entry-level campers. “Most of the people who buy our
products are not comparing them to the tent trailer,” Collins
said. “Most of our owners have actually owned larger travel
trailers. They are trending down to something smaller than
can be towed by a small vehicle.”
At the same time, Collins professed, Aliner has a specific
niche that sets it apart from traditional RVs, too. “We are not
Ned Collins took over as president and CEO of Columbia Northwest
Inc. after the company was purchased by Pennsylvanian Growth
Fund LLC
C in April 2007 and has led the expansion of its dealer base
and product line.
VITAL
statistics
COMPANY: Columbia Northwest Inc.
(www.aliner.com)
LOCATION: Kecksburg, Pa.
FOUNDED: 1984.
KEY PERSONNEL: Ned Collins, president and CEO;
Bill Horvath, COO; Nancy Miller, director of sales;
Cindy Linderman, bookkeeper; Chris Albright,
Mike Shaulis, Michelle Pritts, customer service team.
PRIMARY PRODUCTS: Hard-sided “A-frame” folding
camping trailers and small conventional
con entional travel
tra el trailers.
trailers
PHYSICAL FACILITIES: 118,000 square feet on 30 acres
in Kecksburg
EMPLOYEES: about 65.
,
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Page 42
TOP: Worker Bill Riggs prepares an Aliner for A-wall installation. ABOVE: Ted
Hall and Riggs separate roof panels to allow the A-wall to be fitted. RIGHT,
TOP: As seen by this interior, while the lightweight Aliner is small enough to
be towed by even a six-cylinder-powered family sedan, the units are wellequipped. RIGHT, BOTTOM: Ned Collins discusses production issues with
Sean Smith, Columbia Northwest’s line supervisor.
PRODUCT
Columbia Northwest Inc. primarily builds unique A
A-frame,
frame, hard
hardsided folding camping trailers,
trailers but also has ventured into small,
small
more traditional
t diti l travel
t
l trailers.
t il
Columbia
Co
u b a Northwest’s
o t est s laminated
a ated fiberglass
be g ass ALINER popup iss
available in four lengths ranging from nine to 18 feet with two
or three
th floorplans
fl
l
in
i eachh model,
d l iincluding
l di ddouble
bl di
dinette,
tt rear
sofa or rear mattress.
The nine
nine-footer
footer, with a dry weight of 450 pounds,
pounds is designed
to accommodate one person and can be towed by a heavy-duty
heavy duty
four-wheel ATV and some motorcycles.
y
MSRPs range from $4,000
$4 000 to $18,000.
$18 000
At the 2007 National RV Trade Show in Louisville,
Louisville Ky.,
Ky
Columbia Northwest introduced the T.R.E. conventional, entrylevel travel trailer with one 15
15-foot
foot and two 18
18-foot
foot floorplans.
The T.R.E.
T R E is six inches wider than the Aliner,
Aliner features heavier
i t i wallll construction
interior
t ti andd iis equipped
i d with
ith a bbath
th with
ith a ffullll
tub
u versus
e sus thee Aliner’s
e s wet
e bath.
a MSRP:
S
$$11,500.
,500
42
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a competitive substitute for travel trailers, but a unique product sought after by a small group of people. Our engineering
is what makes the Aliner unique — and our focus on lightweight products.”
Nonetheless, Columbia Northwest dipped a toe into the
traditional travel trailer market with the recent introduction
of the T.R.E. conventional travel trailer. “Our travel trailer
allows dealers to carry the same type of product that appeals
to the same kind of customers as the Aliner,” Collins said.
Currently, Columbia Northwest products are being sold at
80 RV dealerships with a strong presence on both coasts and
Canada. (An independent sister company also builds Aliners
in Australia.)
Columbia Northwest’s five-year goal is to have enough
dealers for owners to find service outlets without having to
drive more than 200 miles. Seven new dealerships signed up
during the Louisville Show.
“A lot of our new dealers are guys who have been in bigger
and heavier stuff and want to take on products that are more
attuned with what’s happening in the market,” Collins said.
“We’d like to double the number of dealers that we have right
now, particularly where we are underrepresented in the midwest and plains states.”
Because of its light weight, Aliner is particularly well positioned for the current marketplace, Collins said. The heaviest
Aliner weighs 2,100 pounds.
“We are one step beyond where the market is headed,”
Collins said. “Most of the
market is targeting 3,000
to 5,000 pounds. Our
typical customer is an
engineer
driving
a
Subaru Outback. They
like the uniqueness of the
design and the quality of
the construction, and it’s
different from what they
see in the campground.
“I see demand for our
type of product growing
during the next three to
five years,” he added.
“Chevy Suburban owners probably won’t be
looking for an SURV
again when they buy
their next vehicle. And if
they want to keep camping, they are going to
have to downsize the
camper, too.” 6
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043-RVB 02 PG 43 AFFINITY
1/18/08
1:21 PM
Page 43
What
goes into a successful ad campaign?
Targeted publications from Affinity!
Only Affinity lets you aim your advertising message at exactly the people you want
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how a partnership with you makes sound business sense? Affinity has the
leading RV trade magazine delivering news – and credibility – every month.
So put Affinity publications into your ad plan. And what you’ll get out, is success.
Affinity
2575 Vista Del Mar Dr., Ventura, CA 93001, Tele: (805) 667-4100, Fax: (805) 667-4379,
E-mail: [email protected]
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007-RVB_0802_LO_TOP
1/18/08
1:26 PM
Page 44
TOP OF THE NEWS
Dave Altman from page 7
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ny at the newly constructed Hall of Fame facility
before a dinner crowd of 450.
The sixth recipient of RVDA’s prestigious James
B. Summers Award, he was inducted into the RV
Hall of Fame in 2000.
Of course, the accolades, upon word of
Altmans’ death, were effusive from national trade
groups like RVDA, whose leadership, like rest of
the industry, had been keeping track of his condition through Joe Altman’s blog postings ever
since Dave was first hospitalized on Thanksgiving
morning for emergency brain surgery that wound
up involving a cancerous brain tumor.
“Dave Altman was a true hero of the RV industry,” said RVDA President Mike Molino. “Dave
never said ‘no’ to any worthy cause, whether it
was RVDA, the RV Learning Center, the RV/MH
Hall of Fame or other joint industry, community,
or church efforts. He organized and was the first
committee chairman of the RVDA convention.
“In 1976,” added Molino, “Dave proposed a
resolution for a surcharge on each unit to finance
a national RV marketing campaign. This was the
seminal idea for what later became Go RVing.
Whatever Dave set out to do, he got it done. He
was a master of building consensus. Dave’s
desire to win was strong, but what set him apart
as a truly special person and great leader was his
even stronger desire to see others win.”
And from the Recreation Vehicle Industry
Association (RVIA), the national trade association
representing the bulk of the nation's manufacturers and suppliers:
“Dave was one of the most respected and
widely admired people in our industry,” stated
RVIA President Richard Coon. “He will be remembered as an industry visionary who long understood and advocated the great benefit of having
everyone in our industry — manufacturers, dealers and campgrounds — working cooperatively
toward the common goal of promoting and
advancing the RV industry. He was a successful
businessman, passionate volunteer, respected
leader and, most important of all, a beloved family man. He will be greatly missed.”
From Winnebago, an Iowa company with
which Altman had been doing business since
1975 and from whom his dealership had won
the “Winnebago Industries Circle of Excellence”
award for 22 consecutive years: “We feel truly
privileged to have had the opportunity to work
with Dave these many years and also very
grateful for the opportunity to meet with him just
last week,” stated Winnebago Board Chairman
and CEO Bruce Hertzke. “Dave’s commitment to
the RV lifestyle led to many satisfied customers
and a mutually beneficial relationship for our
companies.”
From Carl Ehry, president of the RV/MH
Heritage Foundation Inc.: “He was a dynamic
leader with boundless energy and very creative
in getting things accomplished for the hall. He
was always trying to come up with ways to promote the Hall of Fame. In my heart, I will keenly
miss Dave, and our thoughts and prayers are
with the family.”
Funeral services were held Jan. 18 at the
Cathedral of Our Lady of the Angels, Los
Angeles, Calif. 6
FEBRUARY 2008
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1/18/08
PUBLIC DOMAIN
1:32 PM
Page 45
BY BOB ASHLEY
Motorcycle Maverick Jesse James
and Airstream Trade Pink Slips
West Coast Choppers Owner Swaps Custom Riveted Aluminum ‘Work of Ar’ for Classic ‘Cabana’
A
irstream President Bob Wheeler
describes as “stunning” a custommade Airstream-themed motorcycle that his company “acquired” from
motorcycle icon Jesse James, owner of
West Coast Choppers and husband of
actress Sandra Bullock, and displayed
for the first time at the 2007 Louisville
Show.
“It is absolutely a work of art,” said
Wheeler.
Art or not, James actually traded the
chopper that was so visibly positioned
at the front of Airstream’s Louisville
display for a 34-foot Airstream Classic
travel trailer from the Jackson Center,
Ohio, company that he gave Bullock
for her birthday. The trailer is now
being used as a pool house “cabana” at
the couple’s Austin, Texas, home.
“He took some design cues from photos of the 1937 Airstream Clipper,” said
Wheeler.
With the exception of the 130-hp
S&S V-Twin engine and Baker sixspeed overdrive transmission, the entire
bike with sidecar was custom made by
West Coast Choppers with influences
gleaned from Airstream’s riveted, polished, aluminum exterior — including
the chopper's headlight cover, gas tank
and sidecar.
The Airstream-inspired bike, meanwhile, will be used as a marketing tool at
shows and rallies. “And it opens up
other opportunities in the bike world to
help us promote our products,” Wheeler
said. “It’s a natural tie-in to our new
PanAmerican toy hauler.”
•
•
•
With summer approaching, concerns
are being raised by campground owners
along the Canadian border about oncedelayed passport requirements that are
supposed to go into effect sometime
this summer — exactly when, the federal government hasn’t said.
“People are very worried about
the passport situation,” said Gregg
Pitman, executive director of the
New Hampshire Campground Owners
Association. “They’re worried that
Canadians won’t want to bother with
the hassles and that American RVers
won’t be coming to New Hampshire on
their way to Canada. They wonder how
difficult it’s going to be to get across the
border next summer.”
Maurice Barnes, president of the
Vermont Campgrounds Association
and owner of Lakeside Camping, Island
Pond, Vt., doesn’t think the passport
requirement is worth the government’s
time and bother. “We don’t need a passport,” Barnes said. “A passport won’t
make any difference to security.”
The requirements originally were
scheduled to go into effect more than a
year ago, but were delayed after the U.S.
Department of State couldn’t cope with
the volume of passport applications.
•
•
•
In what seems to be a neverending battle, 286 full-time
RVers using a Cleveland,
Tenn., mail-forwarding service as their permanent address
were struck arbitrarily from
the local voting list. The
Tennessee purge follows similar attempts in Texas in 2000
when a county judge stepped
forward to overrule overzealous election officials who tried
to dump some 9,000 members
of the Escapees RV club from
the voting roles.
While the U.S. Constitution
gives the right to vote to every U.S. citizen over 18, the federal government
allows the states to decide how elections
are run, including voter registration
rules.
With regard to full time RVers, it’s
time for Congress to set the rules, and
not leave it to some local official whose
last brush with the U.S. Constitution
was in a high school government class.
•
•
•
RV manufacturers and commercial
transport companies in northern
Indiana should welcome the news that
Indiana and Illinois officials have
begun serious cost planning for the
Illiana Expressway, a new Interstate
highway proposed to be routed south of
the heavily congested Chicago area at
the tip of Lake Michigan that’s expected to draw heavy traffic from crosscountry truckers who don’t need to go
into Chicago.
The Illiana Expressway would roughly follow the path of what was known as
the Dixie Highway in pre-interstate
highway days, linking Interstate 65 in
southern Lake County, Ind., to
Interstate 57 in Will County, Ill., about
45 miles south of the Chicago Loop.
The new link would relieve congestion
on I-80/94, a route taken by many RVs
as they are shipped by transport companies to dealerships in the Upper
Midwest and Plains States.
•
•
•
The Bush Administration has turned
down an appeal from Indiana Gov.
Mitch Daniels to extend federal disaster
status to Nappanee, Ind., which was
struck in mid-October by a tornado
that destroyed Franklin Coach Co., and
damaged Gulf Stream Coach Inc.,
along with dozens of other businesses
and homes in the small southern
Elkhart, Ind., community. 6
RV Business Senior Editor Bob Ashley
is an Indianapolis-based freelance writer/
editor and a 25-year newspaper veteran.
He focuses on the RV industry and national recreation issues.
FEBRUARY 2008
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046-RVB_0802_LO_SupplrShow
1/18/08
1:36 PM
Page 46
SUPPLIER SHOWCASE
MOR/ryde
y
International
NOW IN ITS FIFTH DECADE, ELKART, IND., MANUFACTURER SPECIALIZES IN SUSPENSION SYSTEMS THAT
“SMOOTH THE TRAIL FROM TIP TO TAIL,” ENCOMPASSING MOTORHOMES, TOWABLES — AND TOW VEHICLES.
■ BY MIKE KEECH
■ PHOTOS BY MARK SHEPHARD
I
trailers, tow vehicles and motorhomes.
Key milestones in MOR/ryde’s
growth include the addition of three distinct service units. The first of these was
the 1994 addition of the Metal
Fabrication Service unit. As MOR/ryde
continued to expand, it added a
Chassis Service unit in
1996 and an
n the RV arena, there exists an entire
cottage industry of companies that
don’t build recreational vehicles — but
wield considerable impact nonetheless.
Since its creation by Robert Moore Sr.
in 1966, MOR/ryde International has
established its reputation as a designer
and manufacturer of high-performance
patented suspension systems for vehicles
ranging from ambulances to transit
buses — but it’s best known
for its systems for
fifth-wheels,
travel
TOP: MOR/ryde International’s Moyer Avenue offices and
plant in Elkhart, Indiana. ABOVE: Brothers Bob, left, and
Rodney Moore stand next to pin boxes manufactured at
one of MOR/ryde’s four Elkhart facilities.
46
RVBusiness
Installation Service unit in 1997. Today,
the company’s operating structure
breaks down into four distinctive business units, incorporating the three
previously noted divisions along with
the MOR/ryde Suspension unit.
MOR/ryde operates from four facilities
— with a combined operating space in
excess of 300,000 square feet of operating area — in Elkhart, Ind., and
employs some 400 individuals,
including more than 25
degreed engineers that work
in all four business units.
Engineers are charged with
the continued expansion
of business through the
development of new
suspension systems
and with assisting the
customers of the three
service units.They are
also responsible for finding cost-efficient ways to
manufacture quality parts
more effectively.
Currently, the Suspension
Manufacturing unit produces an
LRE suspension system that utilizes a rubber equalizer and leaf
springs for the high-end towable market. It also builds an RL
(Rubber Leaf ) suspension system for buses; additionally, this
smooth riding system is frequently chosen for para-transit
vehicles. Complementing the
suspension systems, MOR/ryde
also produces automotive-grade
disc trailer brakes and a fifthwheel pin box system that utilizes the proven unique rubber
FEBRUARY 2008
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Page 47
VITAL
shear spring design. Surprisingly, this
unit (the company's original mainstay)
accounts for approximately 20% of the
business MOR/ryde currently enjoys.
The Metal Fabrication Service unit
provides fabricated metal components
to a wide range of industries, generally
located within a 150-mile radius of
Elkhart. Customers include recreational vehicle, commercial vehicle, trucking,
industrial, agricultural and even orthopedic industries.
In this unit, the company utilizes its
state-of-the-art precision laser-cutting
technology and metal fabrication skills
— ranging from welding to powder
coating — to meet customer requirements. This unit makes parts ranging
from small complicated bridgebacks
used in hip replacement surgery, to large
folding ramps for tops of motorhomes.
The Metal Fabrication Service unit
utilizes an extreme-service business
model, meaning MOR/ryde supplies
custom-made parts to end users on the
same or next day in many cases.
According to management, this is possible because MOR/ryde uses prime
(high quality) material and has invested
heavily in equipment. For instance, it
bought its first precision laser cutter in
1999, purchased a second laser in 2002
— and added 10 more between 2003
and 2007. Top executives indicate there
are more significant investments in
high-tech equipment on the horizon.
The Chassis Service unit was formed
to work with OEM accounts. This
unit makes recreational vehicle and
transit bus chassis body-ready. Chassis
services include lengthening, shortening, suspension installation, frame
enhancement, brake retarder installation, slideout installation, leveling jack
installation and drive shaft balancing
and servicing.
This segment of MOR/ryde’s business has grown substantially during the
past 11 years, and a number of RV
OEMs utilize MOR/ryde products as
standard equipment. Plus, by manufacturing products intended to improve
the ride of a towable both at the unit’s
suspension as well as its hook-up point
(in the case of fifth-wheels),
MOR/ryde claims to “smooth the trail
from tip to tail.”
The company’s latest addition is its
aftermarket Installation Service unit.
This unit caters to the general public,
selling and installing disc brakes, pin
boxes and suspension components at
retail prices. Since this segment requires
that the work be done at the company
location, this user-friendly service
includes free overnight camping with
electrical hookups, and a comfortable
waiting lobby that is fully supplied with
coffee, soft drinks and doughnuts.
According to management, the company’s operational structure along with
its positive business philosophy have
made MOR/ryde successful. “We try
very hard to listen to our customers,”
said Robert Moore Jr., owner and president. “Our business strategy has been to
find good people who agree with our
company philosophy of treating people
the way we would like to be treated. We
then turn them loose to go out and ask
our customers ‘what else can we do for
you?’ Our job is to make sure our capabilities line up with the demands and
expectations of our customers.
“We’ve invested very heavily in new
equipment over the past five years,” he
added, “but just as important is our
investment in hiring new people. We try
very hard to seek out the best talent and
then hire for the long term. We’ve been
able to attract good people — and that
gives us an edge in the marketplace.”
That also allows the company to control as many variables as possible in an
environment roiled recently by rising
fuel costs.
“There are so many factors that we
can’t control — overall economic conditions, growth of the RV industry, price
statistics
COMPANY: MOR/ryde International
(www.morryde.com)
LOCATION: Elkhart, Ind.
FOUNDED: 1966
PRIMARY PRODUCTS: Suspension systems,
metal fabrication, chassis service and
installation service
KEY PERSONNEL: Robert G. Moore Jr., presi-
dent; Rodney Moore, CFO, director of sales;
Jack Enfield, marketing and sales manager
EMPLOYEES: 400
ABOVE: Jose Cruz works on a bending machine as
Patrick Fox finishes and packs parts at MOR/ryde
International’s Bristol Street plant. BELOW: Sergio
Ruvalcaba welds parts for a hydraulic axle at
MOR/ryde’s Moyer Avenue plant.
FEBRUARY 2008
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1:37 PM
Page 48
PHILIPS PRODUCTS, CIRCLE 117 ON READER SERVICE CARD
VENTLINE, CIRCLE 103 ON READER SERVICE CARD
of gas, etc. — that our job is to work on
the things we can control,” noted
Rodney Moore, owner and CFO. “We
need to make sure we are positioned
to meet our customer’s increasing
demands. As for the future, I would
expect that we would go deeper
with our existing customers in the RV
industry while continuing to pursue
opportunities in the medical services
and industrial sectors outside the RV
industry.”
MOR/ryde has proven itself to be
market sensitive and has put its money
where the company can best support
the customer — equipment and engineering. The investment in infrastructure has allowed the company to maintain its edge while exploring future
opportunities. “We consider ourselves
an opportunity-driven company,” said
Rodney Moore. “That just means we
work hard to find opportunities with
our customers.
“Many times these opportunities
require us to begin working on
or to develop new products or new
capabilities,” he added. “Sometimes
that means new equipment. We
recently purchased a tube laser and
tube bender to allow us to process
tube-related parts more efficiently.
We’ve just scratched the surface on
what this equipment is capable of. On
the product side, we’re working on
the next generation of suspension
system products for fifth-wheel and
travel trailers as well as developing
custom specialty products that are
used on motorhomes, toy haulers and
fifth-wheels.” 6
TOP: A MORE/ryde pin box. ABOVE: One of the
company’s 12 precision laser cutters in action.
48
RVBusiness
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Page 49
CUTTING EDGE
KING CONTROLS VUQUBE PORTABLE SATELLITE ANTENNA
Being on the road shouldn’t mean divorcing yourself from traditional home comforts — including your
favorite TV programs. The new VuQube Portable Satellite Antenna from King Controls is said to be the first
portable antenna under a dome — and incorporates user-friendly features to provide easy, one-person
set-up. Just place the unit on the ground (or picnic table, etc.) where there is a clear line of sight to the
southern sky; it connects with a single coaxial cable, and includes a wireless remote to tilt and turn the internal dish for maximum signal reception. According to King Controls, the unit also boasts a built-in automatic
leveling feature to keep the dish pointed at a consistent elevation while rotating. Contact: King Controls, 11200
Hampshire Ave. S., Bloomington, Minn. 55438; (800) 982-9920; www.kingcontrols.com.
SHURHOLD FLEXIBLE WATER BLADE
If you live in an area with hard water, you know how difficult it can be to dry a dinghy
before it starts spotting. You might not want to tackle an entire motorhome using just
Shurhold’s Shur-Dry Flexible Water Blade, but it will make quick work of tough areas
like windows — and inside, everything from countertops to shower doors. According
to the company, the 12-inch Water Blade molds to curved and uneven surfaces, and
the non-scratching silicone blade dries surfaces faster than a chamois. An adapter is
also available that allows the blade to adjust 180 degrees and attaches to other
Shurhold handles for hard-to-reach areas. Contact: Shurhold, 3119 SW 42nd Ave.,
Palm City, Fla. 34990; (800) 962-6241; www.shurhold.com.
MAXXAIR VENT COVER
It ddoesn
doesn't'tt ttake
k more th
than a ffew yyears off near-constant
t t sunlight
light tto tturn th
the ttypical
ypi l RV ventt
cover into
i t a brittle
b ittl ppiece
i off plastic.
pplastic
l ti The
Th new MAXXAIR II ventt cover from
f
MAXXAIR Vent
V t
Corp not only provides protection but improves air flow and permits the vent to be opened
Corp.
“rain
rain or shine
shine.” The one-piece
one piece aerodynamic design is claimed to provide more vent area than
any other vent cover,
cover and features side louvers for better cross
cross-ventilation.
ventilation.
ventilation Made of high
high-densidensi
ty polyethylene for maximum UV protection,
protection the new unit mounts in the same holes as the
ooriginal
igi al MAXXAIR vent
e t cover,
co
cover
e , and
a d is
is available
a ailabble in
i the
the same
sa e colors
colo s (white,
((white
hite, almond,
aalmond
l o d,
d
smoke
smoke,
k , champagne,
champagne
h p g , silver
il andd black).
black)
bl k)) Contact:
C t t MAXXAIR Vent
V t Corp
C
Corp.,
p , 5513 W
W. Sligh
Sligh
A , Tampa
Ave
Ave.,
TTampa,
p , Fl
Fla
Fla. 33634
33634;; (800)
( ) 780
780-9893;
9893; www.maxxair.com.
www maxxairi com
SPECTRO COATING CORP. BLACKOUT FABRIC
Maintaining privacy in an RV can be as easy — or as hard — as the type of window coverings
selected by its manufacturer. According to Spectro Coating Corp., its new blackout drapery fabric
offers 100% blackout functionality without the need for sewn construction or separate handing
panels and hardware. And it does so without sacrifing style — the fabric can be produced with
custom prints, colors and textures to coordinate with interior-design requirements. The two-in-one
drapery fabric features a single panel with fabric on the front and blackout on the back to ensure
privacy and insulate the interior from sunlight, temperature and noise. Contact: Spectro Coating
Corp., 101 Scott Dr., Leominster, Mass. 01453; (978) 534-1800; www.spectrocoating.com.
FEBRUARY 2008
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050-RVB_0801_LO_Ad Index
1/18/08
2:00 PM
Page 50
ADVERTISERS’ INDEX
FOR ADDITIONAL INFORMATION on products and services advertised in this
issue, circle the number on the attached Reader Service card corresponding to
the number of the company that interests you, and mail.
RS# Advertiser
107
120
126
104
116
DR. PERFORMANCE, CIRCLE 116 ON READER SERVICE CARD
124
115
110
101
123
111
119
122
113
108
117
118
Pg.#
Aon Recreation Insurance..... 11
B W Trailer Hitches................ 52
Bilstein Corp.......................... 25
BrakeBuddy............................ 13
Classifieds........................ 56-57
Dometic Corporation............. 50
Dr. Performance..................... 50
Freightliner.............................. 5
GE.......................................... 60
Generac Power Systems....... 59
Hendrickson Truck Systems.... 9
Hi-Lo Trailer Company........... 55
MBA Insurance, Inc............... 44
MOR/Ryde............................. 18
Maxx Air Vent......................... 38
Maxxis International............... 54
Monaco Coach Corporation.... 2
Onan Corporation...................15
Philips Products..................... 48
River Park Inc........................ 53
RS# Advertiser
102
105
114
112
125
103
121
Pg.#
Roadmaster, Inc.................... 51
Systems 2000........................ 44
Textron Financial.................... 17
TrailManor............................... 6
Transfer Flow Inc................... 54
Ventline.................................. 48
ZF Commercial Suspension
Systems & Components........ 33
While every effort is made to maintain accuracy and completeness, last-minute changes may
occasionally result in omissions or errrors.
Dometic Corporation is continually committed to maintaining a
high level of satisfaction and excellence now and in the future.
That is why Dometic is voluntarily recalling certain refrigerators
that may have a potential safety defect. The recall affects
Dometic two-door refrigerators manufactured between April
1997 and May 2003.
The well-being of Dometic customers is of highest concern.
A serious problem resulting in a fire may occur in an
exceptionally small fraction of Dometic two-door refrigerators,
but to address that potential risk, please contact us immediately for more information.
1-888-446-5157
www.DometicUSA.com
RECALL O6E-076
50
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007-RVB_0802_LO_TOP
1/18/08
1:26 PM
Page 51
TOP OF THE NEWS
Winnebago’s most senior employees
(based on years of service with the
company) helped celebrate milestone
motorhome, along with Chairman of
the Board and CEO Bruce Hertzke and
President Bob Olson. Employees and
the departments they represent (from
left to right): Hertzke; Keith Farland,
accounting; Bob Eames, customer
service; Joe Biretz, customer service;
Harlan Rodberg, motorhome plant;
Francis Oborny, customer service; Ken
Gremmer, chassis weld; Irv Larson,
maintenance; Elsie Felland, treasury;
Lanny Jenkins, Creative Aluminum
Products Co. (CAPCO); Bernie Kofron,
customer service; and Olson.
Winnebago from page 8
ROADMASTER, INC
ROADMASTER
INC., CIRCLE 102 ON READER SERVICE CARD
“Still, we see the company as a solid, core
RV holding, especially for an eventual recovery in the RV market once the consumer
becomes more positive on discretionary
purchases.”
Diffendal noted that “while better Class A
mix has helped recent quarters, the firstquarter backlog composition raises mixed
concerns looking forward. Class A unit
backlogs sagged 26.5%, with diesels off
35.8% and Class A gas down 18.7%. On the
other hand, Class C backlogs popped
49.2%, allowing total unit backlogs to
increase by 5%.”
He cited management’s statement in the
investors conference call that some of the
orders from November's National RV Trade
Show were included in this year's totals —
perhaps 70% of what will be received —
compared to zero inclusion in last year's end
of quarter totals.
Part of Class A’s decline reflects the fact
that new products have pushed into the marketplace lowering backlogs, Diffendal said.
“But we are a little concerned that retail turns
of new offerings may be disappointing —
especially in the diesel market where management is looking to raise share and provide
growth,” he added. “Still, there is nothing in
the reported backlog for the new Class B
entry Era, which could be a hot new entry.”
The new B product, which Winnebago said
will achieve 22 mpg, will hit dealer lots in late
February and early March.
Craig Kennison of Robert Baird & Co. said
Winnebago “reported a mixed quarter that
essentially met expectations. On balance,
retail demand and gross margin fell shy of our
forecast, but dealer orders were surprisingly
strong and management remains committed
to repurchasing stock.”
On the backlog issue, Kennison said, “The
strength in the backlog is surprising given
that dealer inventory is running slightly above
expectations. It is possible that dealer
demand for the new Era Class B product
boosted orders.”
He noted that Winnebago plans to grow its
diesel share by introducing more products at
the low end of the market. These new products will complement its current offerings in
the fast-growing low-to-mid price point segment. “We expect increased competition at
the low end of the diesel market, but believe
Winnebago can successfully gain share as it
pursues the lower price points more aggressively,” he said.
He further noted that among its top competitors, “Winnebago produces some of the
strongest financial metrics including: return
on equity of 18%, return on assets of 10%,
operating margin of 6% and net income margin of 5%.” 6
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1/18/08
1:26 PM
Page 52
TOP OF THE NEWS
Workhorse from page 10
new HVAC control knobs and childproof
window switches for added convenience
and safety.
■ Updated seating materials improve
looks and comfort.
The 2008 model also features a new
Driver Information Center that keeps
drivers updated on vital engine and vehicle functions.
“This platform continues to develop a
presence in the marketplace,” said Bill
Walmsley, Workhorse director of marketing. “It posted some very consistent numbers during the past year, and it’s showing
that it can be very competitive. We’re
very pleased with how well it’s done,
especially during the period when Class
C sales were down.”
The chassis, available in 9,600-,
12,300- and 14,050-pound GVWRs,
features an independent coil spring front
suspension with heavy-duty stabilizer
bar, rear multi-leaf spring suspension and
four-wheel disc brakes with ABS. 6
Shipments from page 10
169,200 units from 192,400.
Other highlights include:
o Overall November towable shipments
dipped 5.7% to 18,200 units from 19,300 in
2006 while the motorized sector was down
17.5% to 3,300 units compared to 4,000.
Year-to-date, towable deliveries dropped
11.3% to 279,700 units from 315,500 in 2006
and motorized deliveries fell 500 units to
51,300.
o November fifth-wheel shipments equaled
last year’s output with 5,500 units delivered
while the segment was down 8.6% for the year
with 76,400 units shipped compared with
83,600 the previous year.
o Class B deliveries were down 100 units to
200 for the month and year-to-date increased
200 units to 2,900.
o November folding camping trailer shipments declined 300 units to 1,300 from 2006
and were off 15% for the 11 months with
27,100 units delivered compared to 31,900.
o November truck camper shipments were
down 100 units to 400 and fell 7.9% to 7,000
units for the 11 months. 6
Bob Wert from page 10
B W TRAILER HITCHES, CIRCLE 120 ON READER SERVICE CARD
wheel and truck camper segments.
The addition of an industry veteran
like Bob accelerates our turnaround
and growth of a great brand like
WRV.”
Wert has served in a number of
capacities during his 30-plus years in
the industry, including 23 years with
Riverside, Calif.-based Fleetwood
Enterprises Inc. In October 2004,
Wert joined Workhorse Custom
Chassis LLC and recently retired
from his role as vice president of RV
sales and marketing for the Union
City, Ind., chassis builder.
Wert is a graduate of Shippensburg
University of Pennsylvania and currently resides with his wife, Cathy, in
Chico, Calif. They will be relocating
to the Yakima area.
“I am extremely pleased to join the
Western RV team,” Wert said. “It
will be exciting to help rebuild a
great industry brand. Western has a
long tradition of innovation, inspired
by the customers’ journey. Our
biggest priorities going forward will
be to re-build the brand, re-build the
dealer network and launch new
products.” 6
52
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Page 53
TOP OF THE NEWS
Industry Poll from page 8
ing/turning floorplans when reordering. In addition, we will also reduce
expenses and retain only our best
people.”
■ “Our plan is to sell more used
and keep a minimum of new in
stock.”
Many dealers noted that the
motorhome sector, in particular,
remained sluggish and would be the
focus of inventory cutbacks.
“It is very slow right now, the slowest I’ve seen in 17-plus years,”
observed a poll respondent. “We
reduced expenses for 2008 and will
probably reduce motorized inventory
as well. There is very little market for
Class A gas, so that is where we will
cut inventory the most.”
Results, however, did show that
despite early challenges, the majority
of dealers remain hopeful that
prospects would improve over the
course of the year. When asked to
calculate expectations for 2008 on a
1 to 10 scale (10 being the best year
ever), 75% gave rankings from 5 to
10 with the largest percentage
(22.4%) assessing a 5 rating.
The survey also indicated that
dealers came away from last
November’s National RV Trade
Show in Louisville, Ky., with a better-than-expected outlook. A vast
majority gave the overall mood of the
show an average rating (73.5%), followed by “very good” (15.7%), “poor”
(6.9%) and “excellent” (3.9%).
As is typical in a soft market, dealers by and large were looking for
other profit areas, including the
Internet. Responses included:
■ “I am training my people not to
take any shortcuts and know their
pitches. I am also investing in things
that will bring in more business, such
as my website, and investing in management training.”
■ “We’ll have an emphasis on
inventory and people management.
We will put more resources into
training and be diligent tracking
productivity and efficiency.”
■ Our company will be utilizing
alternative marketing techniques,
including the Internet, to attract buyers, particularly first-time RVers. 6
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That’s why you should insist on the outstanding performance of Bose®. From
music to movies, innovative Bose technologies provide extraordinary audio
performance, elegance and simplicity.
Bose®Lifestyle 48 Series Home Entertainment System digitally stores and organizes up to 340 hours of music.
With a progressive scan DVD/CD player, viewers can experience a superior cinematic experience.
The Wave® Music System sets a new gold standard for audio performance — sound so thrilling and
lifelike it feels as if you are sitting in the front row. Bose award winning audio systems are known
worldwide for superior performance and lifelike sound reproduction.
RiverPark complements this world class performance with the exceptional product expertise
and dedicated service that our customers have come to expect.We’ve been providing
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Expect great performance.With innovative Bose products from RiverPark.
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FEBRUARY 2008
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1:27 PM
Page 54
TOP OF THE NEWS
8F(PUIF&YUSB.JMF
Miniatures from page 12
industry that have responded very favorably,” said B.J. Thompson, president of B.J.
Thompson Associates Inc., Mishawaka,
Ind., who is coordinating the effort led by
Wilbur Bontrager, president of Jayco Inc.,
Middlebury, Ind.
Elvie Frey, president and CEO of
SunnyBrook RV Inc., Middlebury, Ind., and
Daryl Zook, president of KZ RV LLP,
Shipshewana, Ind., also are involved in the
effort.
The total project is budgeted at $30,000
and will include a sound-activated narration
with different areas of the RV factory being
illuminated as they are discussed.
“We don’t want to get carried away with
signage,” Thompson said. “We thought we
would have a sound module to narrate a representative tour of a manufacturing facility.
Our intention is to make the model as general as we can so that no one manufacturer is
identified.” 6
'PSNPSFJOGPSNBUJPOPOUIF.45
3BEJBM5SBJMFS5JSFDBMM."99*4PS
HPPOMJOFBUNBYYJTDPN
Open Range from page 12
TRANSFER FLOW INC., CIRCLE 125 ON READER SERVICE CARD
<RXU2(0$IWHUPDUNHW
)XHO7DQN6RXUFH
,QEHG$X[LOLDU\)XHO7DQNV
rather than length.
“Length doesn't mean much today
with all the slideouts that RVs have,”
said Randy Graber, Open Range
founder and president. “People know
about square footage because that's
how they buy their homes and they can
compare the cost.” The three 331⁄2-foot
floorplans range from 322 to 337
square feet.
With an aerodynamic front cap and
heated and enclosed underbellies, the
widebody Open Range sports 42-inchdeep living room slideouts, which
increase the living area without significantly adding to the length. Amenities
include hardwood, raised-panel cabinet doors with hidden hinges, hardwood moldings, solid surface countertops and built-in wine and spice racks.
MSRPs start at about $45,000. 6
*HQHUDWRU7DQNV
KEPPSRKIRIVEXSVXEROVITPEGIW
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=SYV0IKEP*YIP8ERO7SYVGI

ZZZWUDQVIHUIORZFRP
54
RVBusiness
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Floorplans in Open Range 331⁄ -foot fifth-wheels range
from 322 to 337 square feet.
FEBRUARY 2008
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Fleetwood Canada from page 14
Perras identified Thor and Jayco as his
major competition in Canada. Perras said
he hopes his company can tap into “a
tremendous market right now for park
models” that exists across Canada.
Perras said he does not plan a formal
product introduction of his 2008 products
but is shooting for a 2009 product introduction in June.
The purchase is good news for the
community of Lindsay and some 300 former Fleetwood unionized employees with
recall rights who stand to get rehired in
the coming months. Perras’ team negotiated a memorandum of understanding
with the union that was crucial to the
purchase.
“The wage structure was out of whack,”
said Perras, referring to one of several
changes he is initiating. He also plans to
remove all the building’s time clocks and
put all employees on salary.
The agreement contains some wage
and benefit concessions. For example,
44% of the employees will be part time
with minimal benefits, he said. However,
all employees will become eligible to
invest in the company after six months,
he noted.
Perras said the present is a good time
for the right company to enter the RV
business. “I think it is an excellent time to
be lean and mean,” he said. “We’re hungry. There may be a lull in the industry
but there is still a lot of opportunity out
there. An organization that can produce
quality and service has an upper edge.”
Fleetwood decided last May to close its
Canadian operation, resulting in the loss
of more than 300 jobs. Closure was part
of company’s restructuring plan to restore
profitability to its travel trailer division.
The company had previously tried amalgamating its two Canadian operations in
an effort to keep Fleetwood Canada in
business, but was unsuccessful.
Fleetwood has closed five of its nine
U.S. plants in the trailer division after
consumer demand plummeted in the last
several years.
Fleetwood Canada had operated in
Lindsay since December 1972; it was the
city’s 10th largest employer with more
than 500 workers at its peak operations. It
produced the Pioneer, Mallard, Prowler,
Terry, Lynx, and Dakota brands, as well as
a park model line.
Significant layoffs in February and
March last year did not improve things
for the company. 6
HI-LO TRAILER COMPANY, CIRCLE 101 ON READER SERVICE CARD
hopeful that they will be able to provide
many of our former associates with
employment.”
Perras, who was general manager of the
former Fleetwood plant, said “travel trailers will be our bread and butter,” but the
company will also manufacture fifthwheel trailers and park models. Perras did
not go into details on any of the company's products, other than to say models
would range from between 18 and 39 feet
in length and be price-competitive.
The new company will draw upon a
dealer body of 45 dealers located across
Canada. Perras hopes also to sell units
west of the Canadian Rockies, as well as in
a dozen or so U.S. states along the border.
“We’re trying to focus on ‘Canadian
made’; some of our dealers have been buying products from this plant since its
inception more than 30 years ago,” he
said. “We will be fanatical about quality
and service. That’s all that counts.”
The company also will maintain “a
continuity of supply” with Fleetwood’s
former vendors, 85% of which are located
in the U.S., he noted.
Page 55
FEBRUARY 2008
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056-RVB Class 2008-02
1/18/08
2:14 PM
Page 56
CLASSIFIED ADVERTISING
ACCESSORIES
CONSULTANT/TRAINING
ATTENTION PARTS MANAGER—More
Towel Space!! No installation. Separates towels
for fast drying! Factory direct, made in USA.
No distributors carry these products. 800-4486935 tripleto
p welholder.com/fourcolorpac
p kaging
g g
JOHN MANCINELLI
Consulting & Training
36 Year RV Industry Veteran
www.jo
w j hnmancinelli.com
[email protected]
270-793-0509
BUSINESSES FOR SALE
FL KEYS RV BUSINESS FOR SALE
300' on hwy, paint booth, RV lift, 2 acres,
5 work bays, and a 2-story sales, parts and
service building. Motivated to sell. Email:
[email protected]
BUSINESS
OPPORTUNITIES
BECOME AN RV RENTAL DEALER
El Monte RV is expanding its Dealer
Rental Network across the U.S.A. With 46
present locations, it will expand to 90 in ’07.
El Monte RV supplies the motorhomes, reservations, and necessary training and software.
For additional information, please call “Dealer
Program” at (800) 367-4707 or visit our website
at www.elmonter v.com and click on the
“Contact Us” link and select “New Dealer
Inquiries”.
DEALERSHIPS
FOR SALE
TEXAS RV DEALERSHIP—Health issues
force retirement. 20M plus sales, high profit,
excellent diversified lines, substantial annual
growth. Sell with or without inventory, real
estate. Qualified buyers only please. Reply:
RVB-775, POB 8510, Ventura, CA 93002 or
email [email protected], subject line RVB-775.
HELP WANTED
TECHNICIANS
Come to sunny Ft. Myers, FL and join the team
at Marks RV on a new 20-acre, 50,000 sq ft, 21bay facility. Work on the best products in the
industry and enjoy a wonderful lifestyle of living. Will pay up to $25/hour for Master Techs.
Relocation pkg avail. Fax resumé to Chris Stout
at 239-790-0136 or email [email protected].
©
COME TO THE COUNTRY! Country RV
Center in Bryan, Texas is looking for qualified
RV Techs. Relocation pkg to country living.
Fax resumé to B. Barker 979-279-6767 or email
to [email protected]
SALES PROFESSIONALS
We are looking for experienced RV sales people
who want to make 6 figures and work in Ft.
Myers, FL selling Winnebago, Allegro, Beaver,
Jayco, to name a few. 5-day work week, benefits,
beautiful new store on 20 acres on I-75. Call
Marks RV today at 877-406-2757, ask for
Chris Stout or email [email protected]
REAL ESTATE
EXCELLENT RV DEALERSHIP LOCATION. Near Camping World on IH-35, New
Braunfels, TX. Up to 16 acres w/hwy frontage.
All utilities available ••• Contact Tim Cronin
830-608-5436 or email [email protected]
RV PARTS
FLEETWOOD PARTS DEALER
Fast Service, Knowledgeable
Discontinued Parts, FDN System
Major Damage Repairs, We Buy Wrecks
1-800-720-0484 • www.r
w vpar
p tstore.com
CLASSIFIEDS
Use this form or your own stationery to submit your ad copy!
Classified Ads — Priced at $18 per line, 40 characters and spaces per line, five-line minimum.
Ad closing for the April 2008 issue is February 5. This issue reaches subscribers on March 28.
GENERAL INFO: Blind Box service is available at an additional cost of $15. Allow one line of billable space for Blind Box address.
For ad with photo, limited to RVs and real estate, please add $30. • For your ad to appear in red type add $25.
All classifieds are prepaid by check, credit card or money order. No agency commissions or cash discounts.
Name:
Address:
Phone/Fax:
Credit Card Number:
Run for
Expiration:
issues
Category:
Signature:
RV BUSINESS Classifieds, PO
O Box 8510, Ventura, CA 93002-9912 • Fax (805) 667-4379 • Email [email protected]
56
RVBusiness
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Page 57
TOP OF THE NEWS
Copper Canyon from page 14
Coachmen Wholesale Parts Depot
An Authorized Coachmen Parts Distributor.
Call us for all your Coachmen Sportscoach
Shasta needs. Courteous, experienced staff.
Wholesale Pricing. Same Day Service. 8-5 EST
(866) 412-7936 www.coac
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www.WINNE
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Parts for all WINNEBAGO/ITASCA products
including Renault/LeSharo. For personal
service at fair prices, call 800-933-7742
(641-896-2222 non USA) 8-5 Central M-F
Parts are our ONLY business
RV DEALER PARTS SURPLUS
An online parts trader for dealers and customers
to buy and sell parts. Hard to find parts at hard
to believe prices! Turn your surplus inventory
into profits.
Visit www.R
w RVDealersurplus.co
p
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RECREATIONAL VEHICLES
WANTED
WE BUY MOTORHOMES
’98 & Newer - Clean - Low Miles - No Smoke/Pet
CASH Payment & NATIONWIDE Pick Up
Contact Bill Fishfader @ 1-509-993-0321
RVs NORTHWEST • SPOKANE, WA
INSTANT CASH FOR 2001 - Current model
motorhomes. All models Top$$ + Quick pickup.
Call or email Craig Woods, 1-800-511-8502,
[email protected]. North Bay Ford RV
Helping the RV Industry grow for over 40 years!
PACKRAT STORAGE — Consigns, Buys RVs
Class A, B, C Motorhomes
Not Picky! Cash for Referrals.
Nationwide Pickup. 1-877-520-MINI
www.pac
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SERVICE
TRAINING
Profit $100 Per Hour Reconditioning
RV refrigerator cooling units. Certified hands-on
Training, Manual, Tools. Secure your territory!!
Call Ford RV Refrigeration 877-378-3744.
www.r
w vrefriger
g ation.com
Our classified section now offers the
opportunity to include a photo with
your ad copy. Photos are limited to RVs
and real estate for sale.
Photos may be submitted as B/W or
color 35mm prints, or via email to
[email protected].
Please refer to the ad coupon for our
rates and next month’s deadline.
going to allow it anymore.” The ban
went into effect last fall. Such a practice already was prohibited in the U.S.,
Olsen pointed out.
Texas-based Fantasy RV Tours and
Adventure Caravans also offered “piggyback” trips through the canyon that
have been discontinued.
Tracks still markets a Copper
Canyon tour but now RVs are parked
and visitors take the 172-mile-long
canyon rail in passenger cars. “They
Suppliers at Show from page 18
updated RV Sani-Con System, a
waste-water holding tank evacuation
system.
■ Lippert Components Inc.,
Goshen, Ind., introduced a rear electric
stabilizing jack for towables and a
radius entry step for towables.
■ Mantaline Corp., Mantua, Ohio,
introduced the Manta-Slide 2.0, an
integrated sealing solution for slide
rooms that is designed to eliminate the
problems of moisture, debris and sunlight penetration.
■ Winegard Co, Burlington, Iowa,
showcased TRAV’LER’s DISH 1000
Antenna, an automatic multi-satellite
TV antenna that is DISH Network’s
premier reflector dish for home
systems.
■ Kustom Fit/Hi-Tech Seating,
South Gate, Calif., introduced a new
high-end sofa bed for toy haulers.
■ DuPontCorian New York, N.Y.,
introduced the Terra Collection, a
selection of 25 colors which uses recycled materials.
■ ASA Electronics, Elkhart, Ind.,
showcased a line of LCD flat-panel
TVs with diagonal screens ranging
from 15 inches to 42 inches that can be
powered by 12V DC or 11V AC.
■ Carefree of Colorado, Broomfield,
Colo., displayed the Paramount box
awning, a lateral-arm roof-mounted
awning that angles out and down in
multiple stages that eliminates the
need for multiple awnings on RVs with
slideouts.
■ Keyline Sales Inc., Elkhart, Ind.,
introduced a new TV lift assortment
that can handle up to 50-inch TVs.
■ Yamaha Motor Corp., Cypress,
are away from their rigs for one day and
then stay overnight in a luxury hotel,”
Olsen said. “Going by passenger car has
all kinds of advantages. One is that
everybody doesn't have to wait a day to
load and another day to unload the train
cars.”
Track’s canyon journey on the privately owned Mexican railroad was part of
three Mexican excursions Tracks offers
at a cost of between $6,000 and $8,000.
Tours, with an average of about 20 rigs,
leave El Paso about once a week in
October, January, February and March,
Olsen said. 6
Calif., introduced the wireless
QuickStart Remote Start Kit for
Yamaha's EF3000iSE and EF3000iSEB
generators which remote starts from up
to 75 feet away.
■ Thule Inc. Seymour, Conn., introduced two new bike carriers, using the
company’s patented SMART RV Rail
system that can carry two or three bicycles on the rear of an RV.
■ Hopkins Manufacturing Corp.,
Emporia, Kan., introduced the
BrakeBuddy Vantage Select, a portable
auxiliary braking system that takes the
weight of a towed vehicle off
a motorhome to shorten stopping
distances.
■ Graco Inc., Minneapolis, Minn.,
introduced a new auxiliary fuel pump
designed to dispense fuel to 4-wheelers,
motorcycles and dune buggies in remote
locations.
■ Affiliated Resources Inc., Portland,
Ore., displayed its new Dyna-Bilt structural floor and roof panels that exceed
RVIA/HUD and California Air
Resources Board formaldehyde requirements.
■ Alcoa Wheel Products, Cleveland,
Ohio, previewed its new forged aluminum wheel designed for the Sprinter
3500 cab/chassis for aftermarket fitment.
■ Philips Products, Elkhart, Ind.,
introduced a new retractable screen door
with pleated screen mesh.
■ Ventline, Bristol, Ind., introduced
its new roof vent with an aerodynamically-shaped dome.
■ Kampgrounds of America Inc.,
Billings, Mont., promoted its new RV
Express program whereby an existing
business can develop its own campground of between 15 and 45 RV sites on
between two and eight acres of land. 6
FEBRUARY 2008
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058-RVB_0802_LO_Calendar c
1/18/08
1:03 PM
Page 58
CALENDAR OF EVENTS
FEBRUARY
FEB. 6-7
Coast Distribution System’s 20th Dealer
Advantage Buying Show
Rio All-Suites Hotel and Casino
Las Vegas, Nev.
Contact: (800) 538-7973, ext. 2188
www.coastshow.com
FEB. 7-10
Minneapolis/St Paul RV, Vacation &
Camping Show
Minneapolis Conv. Center; Minneapolis, Minn.
Contact: (763) -383-4400; www.agievents.com
FEB. 7-10
Edmonton RV Expo and Sale
Northlands Park Sportex; Edmonton, Alberta
Contact: (780) 455-8562
www.rvshowsalberta.ca
FEB. 7-10
Seattle RV & Outdoor Recreation Shows
Qwest Field & Event Center; Seattle, Wash.
Contact: (425) 277-8132
www.mhrvshows.com
FEB. 7-10
Flint Camper & RV Show
Perani Arena & Event Center; Flint, Mich.
Contact: (517) 349-8881; www.marvac.org
FEB. 8-10
Richmond Camping-RV Expo
Richmond Raceway Complex; Richmond, Va.
Contact: (804) 425-6556; www.agievents.com
FEB. 8-10
Arkansas RV Show
Statehouse Conv. Center; Little Rock, Ark.
Contact: (501) 225-6177
www.dgattractions.com
FEB. 8-10
Cincinnati RV Supershow
Wall 2 Wall Sports Complex; Mason, Ohio
Contact: (941) 827-7144; www.rvexpo.net
FEB. 8-10
North Carolina RV & Camping Show
North Carolina State Fairgrounds
Raleigh, N.C.
Contact: (804) 425-6556; www.agievents.com
FEB. 8-10
Central Valley Sportsmen’s Boat
& RV Show
Kern County Fairgrounds; Bakersfield, Calif.
Contact: (800) 725-0793; www.calshows.com
FEB. 8-10
Central Gulf Coast Boat, Sport & RV Show
Lake Charles Civic Center; Lake Charles, La.
Contact: (334) 436-4355; www.bacshows.com
58
RVBusiness
FEB. 8-10
The Montgomery RV Super Show
New Montgomery Conv. Ctr., Montgomery, Ala.
Contact: (256) 509-3574
FEB. 8-10
New England Camping & RV Show
Dana-Farber Fieldhouse, Gillette Stadium
Foxborough, Mass.
Contact: (800) 225-1577; www.naexpo.com
FEB. 11-15
RVIA/RVDA Trouble Shooters Clinic
Lane Community College; Eugene, Ore.
Contact: (703) 591-7130
www.rvtechnician.net
FEB. 13-15
Detroit Camper & RV Show
Rock Financial Showplace; Novi, Mich.
Contact: (517) 349-8881
www.marvac.org
FEB. 14-17
Jackson Boat & RV Supershow
Jackson Civic Center; Jackson, Tenn.
Contact: (731) 584-7880
www.jacksonrvshow.com
FEB. 15-18
Indianapolis Boat, Sport & Travel Show
Indiana State Fairgrounds; Indianapolis, Ind.
Contact: ( 877) 892-1723
www.renfroproductions.com
FEB. 15-18
Sports, Boat & RV Show
Sports Expo at Cal Expo; Sacramento, Calif.
Contact: (888) 862-8924
www.SurfandTurfOnline.com
FEB. 18-22
NTP Distribution 2008 National
Conference
Austin Convention Center; Austin, Texas
Contact: (503) 570-5455
www.ntpdistribution.com
FEB. 19-24
National School of RV Park &
Campground Management
Oglebay Resort; Wheeling, W. Va.
Contact: (304) 243-4126
FEB. 21-24
Kansas sport, Boat & Travel Show
Kansas Coliseum; Valley Center, Kan..
Contact: (303) 892-6800;
www.agievents.com
FEB. 15-18
Show & Sale
Westerner Exposition Grounds
Red Deer, Alberta
Contact: (403) 340-1132
FEB. 15-18
Northeast RV Show
Rockland Community College; Suffern, N.Y.
Contact: (845) 343-2772
www.rocklandexpo.com
FEB. 15-18
Springfield RV Camping & Outdoor Show
Eastern States Exposition Fairgrounds
West Springfield, Mass.
Contact: ( 413) 781-2267
www.springfieldrvcampingshow.com
FEB. 25-28
FMCA’s 79th International Convention
Fairplex; Pomona, Calif.
Contact: (800) 543-3622; www.fmca.com
MARCH
MARCH 14-17
‘The Rally’ by Affinity Events
Georgia National Fairgrounds & Agricenter
Perry, Ga.
Contact: (877) 749-7122
www.therally.com
FEBRUARY 2008
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059-RVB 02 PAGE 59 GENERAC
1/17/08
4:17 PM
Page 59
Generac, a leading innovator in the design and manufacture
of home standby and industrial generators has done it again!
We’ve completely reinvented our line of GUARDIAN generators for
recreational vehicles and trailers.
These new generators are compatible with industry standards for
easy installation, maintenance and serviceability. Plus, they’re
reliable, compact, quiet, and fuel efﬁcient – making them the
ideal solution for your customer.
With a full range of gasoline, diesel and LP products, your
customers can power every adventure with the performance and
value of a GUARDIAN.
ALL
LL N
NEW
E
Industrial Generators
forIndustrial Adventures
THE NEW GUARDIAN
RV GENERATORS FEATURE:
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For more information, visit us online at guardiangenerators.com or call 1-800-333-1322
GENERAC POWER SYSTEMS, CIRCLE 115 ON READER SERVICE CARD
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004-RVB02 PG CV4 GE
1/17/08
4:17 PM
Page CV4
Puzzled by your
current business lender?
Growing your business shouldn’t be this hard. Neither should finding a lender
who understands the needs of growing businesses just like yours.
At GE, we understand that your customers’ needs are always changing. These
changes present both challenges, as well as opportunities. For nearly 30 years,
GE has earned the reputation as a name the RV industry has come to know and
trust. Our unique product and service solutions are designed to help position your
business for growth – today and in the future.
Maybe it’s time you took the guess work out of finding a solution that’s right for
you. Let us show you how to improve working capital, reduce risk and grow your
current customer base. From inventory, equipment and consumer financing, to
real estate and business credit cards – GE can put the pieces in place
for a solution that’s right for you.
For a simple solution... call us today.
You’ll be glad you did!
Inventory and Other Financing,
Call GE Capital Solutions at
800-289-4488
Consumer Financing,
Call GE Money at
800-234-2647
GE, CIRCLE 124 ON READER SERVICE CARD
08RV005
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Welcome to our digital edition of RV Business Magazine. This format makes it easy for you to navigate the magazine and
provides direct links to Internet sites of our advertisers, our
RVBusiness.com Web site, and many Web sites to supplement our
editorial features.
Here are some tips on how to use Digital RV Business:
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• Click on the RVBusiness.com button to go directly to
our Web site.
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we encourage your comments and suggestions to our editor atb
[email protected]

001-RVB_0802_FrtCover

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