July '19

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58 • RV PRO • July 2019 rv-pro.com Coachworks (PCW ) has gradually added new brands and floorplans. "The company barely scratched the surface with toy haulers in its early days with the Turbo toy hauler trailer," Daily says. "However, the company's current presence in the toy hauler market really started with the introduction of the SandSport product in 2011." After the release of the SandSport, along came the Blaze'n, Powerlite and Rage'n. (PCW acquired the Rage'n and Blaze'n names in 2013, as they were previously in use by National RV and Weekend Warrior, respectively.) In all, Pacific Coachworks offers eight toy hauler brands – the aforementioned quartet, which includes fifth wheel and travel trailer floorplans, and another four under the Tango, Panther, Sea Breeze and SurfSide names. Toy hauler MSRPs range from $29,000 to $79,750. Knowing the customer is crucial for toy hauler builders and retailers, more so than any other towable product, Daily contends. "They are extremely knowledgeable and they know what they want, or in some cases what they need as it relates to a toy hauler," he says. The toy hauler concept originated on the West Coast and traditionally sets the tone for product concepts and changes across the entire continent. "The West Coast has always been a strong toy hauler market and many of us are toy hauler users," Daily says. "Current toy hauler product managers Casey Torres, Brent Macias and Michael Babcock have incredible toy hauler and off-road expe- rience, which are main factors in driving our products and keeping us ahead of the curve." Many of the PCW floorplans overlap and are not always different from one another within specific brands. So, Blaze'n, Powerlite, Rage'n and SandSport share floorplans while Panther, Sea Breeze, SurfSide and Tango do the same. "Actually, there are not that many, but everything we do is intended to give the customer what it is that they're asking for," Daily says. Being ever sensitive to consumer needs is a major key to PCW's success, according to Daily. A prime example is PCW's preparation for the annual Cali- fornia RV Show. At the 2018 show, PCW unveiled a number of proposed changes for model year 2020. The major change was expanding the cargo lengths on all its floorplans to guarantee that every toy hauler could hold the new Can-Am Maverick X3 turbo ATV, which measures 13 feet, 8 inches in length. "The cargo lengths on every single unit we build now mea- sure a minimum of 14 feet," Daily says. "That was a big deal for us and our customers." FIGURE 1 Top 10 Toy Hauler Markets: 2018 1. California 2. Texas 3. Arizona 4. Utah 5. Florida 6. Colorado 7. Oregon 8. Washington 9. Michigan 10. Ohio FIGURE 2 Toy Hauler YTD Retail Sales in 12 Western States* (for Both Travel Trailer and Fifth Wheel Platforms) 1. Forest River 2. Heartland 3. Eclipse RV 4. Keystone 5. Grand Design 6. Genesis Supreme 7. Jayco 8. Pacific Coachworks 9. Dutchmen 10. Cruiser *Through March Source: Statistical Surveys R V M A N U F A C T U R E R S

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