RV PRO

May '17

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rv-pro.com May 2017 • RV PRO • 17 aluminum wheels and an optional bedroom slide-out. The 28's and larger offer myriad optional upgrades, including aluminum wheels, a 5,500-watt Onan generator, a living room slide-out, a 160-watt solar panel and frameless windows. Options often put the final price on the 27's closer to $40,000 and on the 28's that start in the low $40,000s closer to $50,000, but pricing still remains very competitive, according to Flores. The top-of-the-line floorplan, the 32GSG (galley slide), carries an MSRP of around $60,000. Eclipse's strategic location in Riverside puts its 165,000-square- foot plant within 1,000 miles of seven of the nation's Top 10 toy hauler markets. This ideal proximity precludes the need to market east of the Rockies, even though some Eastern dealers have made overtures to carry the Eclipse line. "We use, live and breathe toy haulers with our customers," says Dallen Trealoff, who entered the RV industry in 1974 with Fleetwood Enterprises and at one time worked at the Forest River plant in Rialto, Calif. "That means we're in a constant state of R&D here." The Trealoffs and their sales staff are out in the field on a regular basis. Eclipse partners with Monster Energy Drink and displays new models at every Supercross event held in the West, giving the brand exposure to as many as 40,000 race fans at a time during the January-to-May season. Combined with its co-branding with Polaris and seven-time AMA Supercross champion Jeremy McGrath (he travels in an Attitude), this association resonates with the public and trans- lates into bona fide sales, the Trealoffs contend, as consumer leads from these Supercross events go directly to Eclipse dealers in the corresponding region. This market sharing accounts for the big order backlog, as Eclipse's top dealers will keep as many as 300 units on order at all times, says Flores. "Turn rates are five to six turns per year. Our biggest complaint is they want more product," he says. Dallen Trealoff says Eclipse started its market surge about two-and-a-half years ago by being more cutting-edge in design and function. For example, Joanne Trealoff, who is the firm's interior designer, adopted a gray interior a few years back and modified the galley layout to make it more functional. "Function is No. 1," she says. "We aim to provide all the comforts of home. Our toy haulers don't look like 'a vehicle you store things in.'" "The whole product line has moved up radically," adds Dallen Trealoff. "It's power everything – jacks, awnings – and cool features on electronics like Kicker speakers and Jensen TVs." For 2018, Eclipse RV adopted fresher exterior graphics, switched to an ultra-leather product for furniture coverings, expanded LED lighting in window valances and countertops, and made most options standard to ease the ordering process for dealers. As a result, the Trealoffs expect to see continued strong demand for their products. Figure 4A Travel Trailer Toy Hauler Price Points: 2012 Less Than $20,000 22.3% $20,000 - $25,000 31.6% ("Sweet Spot") $25,000 - $30,000 19.4% $30,000 - $35,000 10.7% $35,000 - $40,000 6.7% $40,000 and Above 9.3% Figure 4B Travel Trailer Toy Hauler Price Points: 2016 Less Than $20,000 5.9% $20,000 - $25,000 12.7% $25,000 - $30,000 18.7% $30,000 - $35,000 20.1% ("Sweet Spot") $35,000 - $40,000 18.7% $40,000 - $45,000 11% $45,000 and Above 12.9% Source: Statistical Surveys 0% 5% 10% 15% 20% 25% 30% 35% 0% 5% 10% 15% 20% 25% 30% 35%

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