May '17

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DEALER TRENDS: 28 • RV PRO • May 2017 rv-pro.com D E A L E R S By Garrison Wells It's a good time to be in the business of selling toy haulers, RV dealers from across the country agree. In fact, dealers interviewed by RV PRO for this article indicate toy hauler sales are strong across various segments of the market, including travel trailer and fifth wheel models, lightweight units as well as full-featured luxury models, and even motorized toy haulers. Dealers generally agree that the factors driving strong toy hauler sales are the same ones propelling the entire RV industry forward. Echoing the sentiments of other dealers, Matt Rublee, general manager of Harvey RVs in Glenburn, Maine, says, "Our toy hauler sales are up – like everything else. If you are not selling something right now, you are doing something wrong." Rusty Eckstein, owner/general manager Mount Comfort RV Greenfield, Ind. "Mount Comfort RV is a family-owned, full-service RV dealership just east of Indianapolis specializing in RV sales, rentals, parts, accessories, service, body shop and RV financing. It's located on a 17-acre complex on I-70 at the Mount Comfort Road exit and has an 18-bay service facility with a full-body shop capable of doing most fiberglass and paint repairs. We service nearly all makes and models of recreational vehicles. "Mount Comfort RV has more than 400 RVs in stock in one location selling pop-up campers, travel trailers, fifth wheels, toy haulers, motorhomes and diesel pushers. … "We sell Riverside RPM, (Forest River) Work and Play, Heartland Torque trailers and fifth wheels, Heartland Road Warrior, Thor Outlaw A's and C's, and the Newmar Canyon Star. "Riverside allows us an entry-level toy hauler trailer with a lot of bang for the buck. Work and Play has historically been the No. 1-selling toy hauler in the country. Heartland has his- torically been the No. 1-selling toy hauler fifth wheel in the country. "We carry the other Canyon Star motorhomes. So, the toy haulers are an extension of that. The Thor Outlaw offers us a Class C toy hauler where there is not much to compete with in the industry. "In the Outlaw Class A's, we have the ability to sell a 17-foot garage and also a non-toy hauler that has a rear porch entertaining area. "We sell more travel trailer toy haulers. It seems like the lower, more affordable prices are a better fit for our market. "The Riverside RPM offers us a lower-priced trailer with a lot of features that are not offered by its competition at a similar price point. With the Heartland Road Warrior, we have a coach that we can load up with a rear porch, generator and full-body paint that really would come equipped with everything anyone could ever want in a toy hauler. A good middle ground for us is the Heartland Torque. This offers us a higher-end trailer toy hauler with a lot of the look and feel of our fifth wheels. "The Torque fifth wheel gives us a good option for people who want that high-end fifth wheel feel, but whose budget is more in the $40,000 to $50,000 range. "When we look at the higher-end units, the party decks and generators are popular features. Some of them now are even coming with the side patios, which are beginning to become increasingly popular. Generally, with the toy hauler buyer, we can never load them up with enough options. "Our entry-level toy hauler trailer sales have been very steady the last few years. When it comes to the higher-end fifth wheels, it seems to go in spurts. We get really hot for a while and then really cold for a while. Fortunately, we seem to be in one of those hot spells right now." Retailing Toy Haulers

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