November '18

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22 • RV PRO • November 2018 rv-pro.com O P E N H O U S E C O V E R A G E East to West Della Terra During Open House Week, Forest River's newest division, East to West, debuted its line of stick-and-tin travel trailers, which are offered in limited floorplans to simplify both the construction and the selling process. The outstanding question was: Would dealers buy into the concept? The response from dealers came back quickly and over- whelmingly positive, according to East to West President Lisa Liegl Rees. "Dealers want products that offer something different from the competition, as well as products that make the selling process easier for them – and East To West offers that," she says, adding, "I believe dealers like the fact that our entry-level product offers a lot of features standard and that the eight floorplans are like- equipped. This makes it easier for dealers to sell." The key features are a true king-size bed with a 9-inch inner- spring mattress, an 8-cubic-foot refrigerator, a 48-inch-wide dinette, a 15,000-BTU air conditioner and lots of overhead and pass-through storage. The exterior comes with an automotive deposition coated frame. Della Terra box lengths start at 23 feet, 11 inches and go up to 33 feet, 3 inches on the eight floorplans. The UVW starts at just under 5,000 pounds and tops out at 8,745 pounds, giving an array of options that cater to versatility. (For more about East to West and the Della Terra, see the profile on the company starting on page 60.) MSRPs start at around $20,000, depending upon options. "Dealer feedback has been really positive because they're looking for an entry-level unit at a price point that is compet- itive with our competition, but with high quality," Rees says. Case in point: on opening day of Expo, one dealer went through one of her display units in great detail, looking under the frame, opening and closing each cabinet door and inspecting every aspect of the unit. He subsequently signed on as a new East to West dealer. "That's what we're trying to show: Our quality on an entry- level trailer," she says. "We like for it to sell itself, but I think with the eight floorplans, the customer can go into one or two units and really get an idea what they're buying with East to West." What impressed RV PRO: Too often, a laser-like focus on meeting a set price point results in some manufacturers pro- ducing a bare-bones, no-frills trailer that might not hold up to the rigors of the road over the long term. East to West runs completely counter to that idea by focusing on a limited number of models in order to build quality stick-and-tin trailers that still manage to come nicely equipped and furnished compared to other products in the same price point. PHOTOS COURTESY OF EAST TO WEST East to West's Della Terra stick- and-tin travel trailers target the entry-level market but include many nice touches typically found in higher-priced units, such as a true king-size bed, an 8-cubic-foot refrigerator, a 15,000-BTU air conditioner and lots of pass-through storage.

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