Recognized Supplier Guide '19

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14 • RV PRO • January 2019 rv-pro.com R V M A N U F A C T U R E R S cent market share in the class," says Garner. "And on the Mer- cedes-Benz diesel side, we've been the market leader since 2012." Quality Over Quantity Garner and others at Airstream note that if greater market share were the sole goal, Airstream likely would have pursued additional Class B platforms – including the increasingly popular gas-powered models built on Dodge and Ford chassis. While the allure of greater volume in these new Class B models is significant, Airstream's commitment to the Mercedes-Benz Sprinter platform is critical to its success, according to Lenny Razo, Airstream's vice president of sales. "You see huge numbers on the Dodge chassis, for example, and we've noted that," he says. "In the past, we've tried using other chassis, but today we know our customers well. We get constant input from both our consumers and non-consumers of var- ious age and demographic ranges. We know what they read, what cars they own, what places they shop and travel. "We do our research and we know they want the best-in- class – never less. That's really what Airstream is all about," he adds. "Because of that, on the Mercedes-Benz chassis, we take every option the manufacturer offers. It does make them among the most expensive ones out there, but our customers are willing to pay that premium." Garner concurs, noting that Airstream spared no expense in understanding the customer experience related to its products, including its growing focus on Class B units. "When it comes to the customer experience, we do interviews The Interstate Nineteen (pictured) takes everything that makes Airstream's Interstate EXT motorhome popular and wraps it in a smaller, nimbler 19-foot package. Despite the shorter length, the Interstate Nineteen is not lacking in luxury features, including European-style high-gloss cabinetry, UltraLeather seating and a multiplex control system for tech and lighting.

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