RV PRO

December '18

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32 • RV PRO • December 2018 rv-pro.com R V M A N U F A C T U R E R S Wow." He says he's hearing consumer comments akin to, "Wow! We didn't know the Fleetwoods looked this good", "Wow! We didn't know this floorplan even existed" and "Wow! This floorplan fits our needs better than anything we've seen so far." The "buzz" for 2019 has surrounded the Discover y LXE, a hybrid of the Dis- covery, the top-selling brand in the core diesel division and a mainstay in the Fleetwood line since its launch in 1996. Sister product for the Discovery is the Hol- iday Rambler Endeavor. Miller says, "We figured out a way to get those features into our Discovery and Endeavor, but we didn't take things out. We didn't take away the integrity of the motorhome. We didn't take away certain things that make our company and our products what they are. We figured out a way to put those features in at a price point that's tough to match by anyone else out there in the field." The 2019 Discovery LXE is built on a Freightliner chassis integrated with Fleetwood RV's Power Bridge frame. Floor- plans range from 40 feet to 44 feet in length with a 380-horse- power Cummins engine on shorter models or 450-horsepower engine on longer models. MSRPs for the 2019 Discovery LXE start at $345,833. The buzz continues with Fleetwood's Pace Arrow, REV's legacy model that was first launched in 1969. The four floor- plans range from the 33D (shortest), a mid-entry model in double and quad slides, through the new 35QS – the first-ever quad slide in a 35-foot motorhome, Miller touts. A key feature on the 35QS is opposing slides in the front of the coach. The 36U is a bath-and-a-half, one of its most popular floorplans. All Pace Arrows come with a loft that accommodates two adults weighing up to a combined 650 pounds, depending on the HappiJac bed lift system used to support it. The Pace Arrow LXE is considered a full-body motorhome. Its sister on the Holiday Rambler side is the Navigator. Those two coaches share floorplans, the same feature set, capacity size, AC size and similar price points. This allows REV to offer the two lines in a specific market area and provides more exposure to the REV "umbrella" of brands. "We recognize some consumers out there find value in the Holiday Rambler product and others find value in the Fleetwood product," Miller says. As part of the overall product reconfiguration, REV "re-po- sitioned" Endeavor and Navigator for 2019. "We needed to reduce the Holiday Rambler offering by Figure 1 2017 North American Class A Motorhome Leaderboard Market Share 1. Thor . . . . . . . . . . . . 33.4% 2. Forest River . . . . 14.6% 3. REV Group . . . . . .14.5% 4. Tiffin . . . . . . . . . . . . 14.2% 5. Winnebago . . . . . . . 14.0% 6. All Others . . . . . . . . . . . 9.3% Source: Statistical Surveys half," Miller says. "We focused on building the two mid-range Holiday Rambler diesels instead of the value line Navigator XE diesel and the high-end Endeavor core diesel." Miller, who's been at Fleetwood since beginning as a shop laborer at American Coach in 1999, offers another reason why REV products are gaining further acceptance from the division's 134 (core diesel) dealer locations and in the retail market. "Cohesiveness among the three teams is at an all-time high." He says the new arrangement, which allows him, Lombard and Gerke to work in unison, yet "allows us to be individuals and focus in on what we think we need to do to create that iden- tity and that's something that really wasn't there in the past." Based on this fall's retail shows, Miller says he believes there is "more sense of urgency in customers" in wanting to buy a Class A motorhome sooner than later. That window of purchase might have been, say, four years away in the past, but now he's hearing consumers talking about making that purchase within the next six months. Class A Gas The changes within the REV Recreation Group are quite evident in the company's Class A gas lineup, as the OEM seeks to gain penetration in the ever-growing gas market. "The thinking was to right-size our offerings and not try to produce so many diverse floorplans and cover every little niche, but make sure we were focusing on the most important segments of the market," says Lombard, the Class A gas product manager. That thinking led to a 40 percent reduction in overall floorplans and a redesign from top to bottom of the entry-level Fleetwood Flair and Holiday Rambler Admiral that target one of the largest Class A segments. "They don't even remotely resemble the Flair and Admiral

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