May '16

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20 • RV PRO • MAY 2016 rv-pro.com "bring the outdoors in," Kinden says. The living space is on the awning side, where it should be, he adds. "We placed the TVs where they are easy and comfortable to watch. Our inside storage is second to none. We offer a full residential pantry, a key feature that was copied by all of our competitors. There are no ducts or vents in the floor, thanks to a unique heat distribution system that allows for four-season camping. Customers really, really like that." In the galley, all cabinets and micro- waves are within easy reach, and 80 percent of the Reflection floorplans feature kitchen islands. "By putting the sink in the island, that allows most floorplans to have a storage hutch," he notes. All Reflections (even the Super-Lites) have a true 60-inch by 80-inch residen- tial-sized queen bed with good walk- around space. Even though Grand Design offers the Reflection in a Super-Lite model, the RV maker doesn't "over-market the fact that they're lightweight," Kinden says. "There is a stigma sometimes associated with the term 'super-lite.' "The truth is, there are no real com- promises. The size of the water tanks and the queen bed, for example, are the same in both models," he says. "The difference is we shrunk the floorplan and made the slide-out shorter. One difference: There is no kitchen island in one of the floor- plans and no large storage pantry in current Super-Lite models." The Super-Lite retails for about $3,500 to $5,000 less than the lowest-priced non-Super Lite conventional Reflection, according to Kinden. Grand Design's target weights for the Super-Lite are in the high 7,000-pound and low 8,000-pound range, while the Figure 2A Mid-Price Retail Sales Leaders: 2010 Source: Statistical Surveys regular Reflection target weight starts at around 9,000 pounds and mostly range up to 10,500 pounds with only a couple of larger bunkhouse models that go over 12,000 pounds for the large, double bunk- house floorplans. "Our goal is to keep everything 3/4-ton towable or less," Kinden says. Keystone: Flush with Market Leaders Keystone RV Co. is in a league of its own in the fifth wheel market with its industry-leading mid-profile Cougar and high-profile Montana. According to Sta- tistical Surveys, Cougar has been the No. 1-selling fifth wheel across all price cat- egories four years in a row, and the No. 1-selling mid-profile fifth wheel for 15 con- secutive years, while Montana has been the No. 1-selling luxury fifth-wheel for 15 consecutive years. Keystone identified its Statistical Sur- veys sales numbers for 2015 as 2,904 units for the Montana and 2,815 units for the Cougar. Cougar's assent to the top spot was rapid. Keystone launched the Cougar in 1999 and by 2000, Cougar had snatched the No. 1-selling fifth wheel label and has held onto the title ever since. "Cougar has led the industry by intro- ducing features that customers want in their fifth wheels," says Jeff Kloska, Cougar product manager. "These features include Keystone's patented HitchVision, four- point electronic leveling, integrated bike rack, MORryde CRM3000 suspension, exterior docking station for easy, one-loca- tion hookups, 0-degree-rated Polar Package and frameless windows. "On the interior of the Cougar, we fea- ture high-definition TVs, LED lighting, solid-surface countertops and stainless kitchen sink, residential cabinetry with solid hardwood doors, residential-quality furniture, MCD shades (similar to those used in high-end Class A motorhomes) and a one-piece 30- by 60-inch shower, which is the largest in this class." Kloska says Cougar's secret is simple: It's a "lighter weight, full-featured fifth wheel that hits the meat of the market at a very Figure 2B Mid-Price Retail Sales Leaders: 2015 ❶ Thor ❷ Forest River ❸ Jayco ❹ Carriage* ❺ Nu-Wa* ❻ Winnebago ❼ Monaco ❽ Northwood ❾ Glacier Bay* ❿ Glendale* ❶ Thor ❷ Forest River ❸ Jayco ❹ Grand Design ❺ Northwood ❻ Winnebago ❼ Evergreen ❽ Outdoor RV ❾ Gulf Stream ❿ Recreation by Design * Note: These RV makers are no longer in business

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