June '17

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rv-pro.com June 2017 • RV PRO • 31 "There are so many brands. There's less brand loyalty than there was before," Matt Miller says. "Customers don't even know what brand they own. The way we do business is based on customers having a view of who the company is behind it. Millennials research everything. I talked to a guy who said he researched for five years. It drove his wife nuts. "He ended up buying a Newmar after five years. He did his homework. He knew everything about every build out there. He placed value on the history of Newmar and the way we've been doing business for the past 50 years. Those things played in. You don't see that in the towables market." Neither is it likely that Newmar will venture into the growing Class B or Class C markets any time soon. "Knowing everybody's already there, we chose to go in a different direction and target a different market with the New Aire," says John Sammut, Newmar vice president of sales and marketing. "It's certainly not as small as a Class B – but it's a lot more motorhome than a Class B. That's no deference to Class B's, but they are limited in terms of capability and what a lot of RVers do when they are out in their vehicles. It's not on our radar screen right now." What Newmar dealers can look for- ward to in the coming years is a continu- ation of innovation coming from a fami- ly-owned company that puts its faith on display in the way it conducts business. Sammut says that the company's recent unveiling of its 2018 models paid homage to the Newmar legacy with an eye toward the future. "We definitely are focused on looking forward toward the next 50 years," he says. "I think the product the dealers saw here this week is just proof positive that this is a company with a young presi- dent like Matt Miller at the helm of the company that's looking forward and not looking back."

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