RV PRO

December '18

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rv-pro.com December 2018 • RV PRO • 33 from last year. They're brand-new prod- ucts and brand-new floorplans at a much more affordable price than last year," he says. Lombard says the biggest change is "the look and feel. Dealers walking into the product are extremely happy to see what we're doing, the features we're offering and the price." Available in five floorplans, interiors are spacious and comfortable with ame- nities like a king bed, open living area, Hide-A-Loft drop-down queen bed, ducted A/C, residential refrigerator (on select models), modern cabinetry and auto generator start. The models also offer several practical features, including 50-amp service, heated holding tanks and pass-through storage, as well as options like theater seating, an upgraded suspen- sion package and power driver seat. MSRPs on the smaller Admiral and Flair floorplans start at $112,000 and top out around $141,726, which is $10,000 less than the 2018 models, according to Lombard. Since the 2019 models were unveiled to dealers at the start of summer, the Flair and Admiral are becoming REV's No. 1-selling brands, says Lombard, even topping the flagship Bounder, which is in its 32nd year. There are still good days ahead for the time-tested Bounder brand. Lombard is high on an "extended living floorplan" Bounder that takes a current double-bath bunk unit, swaps out the rear full bath for a two-piece lavatory and adds a tailgate to the unit's rear so that "you can have a nice patio living area on the back." Vacationer also is in the mid-level price range. Meanwhile, REV is seeing renewed interest in the top-of-the-line Fleetwood Southwind, which matched Bounder in retail sales at the Hershey Show in Sep- tember and in Pomona in October, thanks to the nice separation in price points, according to Lombard. MSRPs on the mid-level Bounder start at $178,000 and for Southwind at $184,000, depending upon floorplans and specs. "The Southwind received an interior makeover and now has a mid-level diesel feel," Lombard adds. As an example of not trying to cover every little price niche, for 2019 REV discontinued the Axon, Reno and Storm brands, the XE and LX lines of Admiral and Vacationer and the LX lines of Flair and Bounder. REV launched its model changeover in May and invited dealers to the fac- tory in Decatur, Ind., to see the changes firsthand. Others visited in June. Orders soon followed. It means that the 2019s have been in the dealer pipeline since May and already had a foothold in the retail market before the Hershey and Pomona consumer shows as well as Open House Week. That has given REV's 223-member dealer body a huge jumpstart on the 2019 selling-season, Lombard says. Echoing Terveer's comments from last winter, Lombard says, "We're not mar- ket-share focused. We may have gained in some segments and lost in other seg- ments. We did a complete turnaround in May, so there is a lot of old product still moving through the system. I do know that since May all of our new products are winning. Our new product is turning in less than two months and I'm proud to say our dealers know it." L o m b a rd c r e d i t s Te r v e e r's n e w approach to the Class A business as a major factor. "We were more of an engineering and product development driven com- pany than we are now," he says. "Now, nothing happens without first going through the sales department. Now we're more of a sales-driven company. The people on the front lines – the people who are talking with the cus- tomers, the people who are talking with the dealers – are the ones having most of the input on what's going into the product. We still highly value our product development team – our engi- neers, designers and everyone else who is instrumental in helping us create a better product for our customers – but sales are the ultimate driver of the product right now."

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