July '20

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rv-pro.com July 2020 • RV PRO • 81 "At this point, we're seeing some combination of pent-up demand, normal pre-Memorial Day demand, and demand from those who want an RV instead of other vacation alternatives. We expect to have a good 2020 in spite of the late-March and April declines in demand. "We are planning to staff appropriately for the new normal. We are also working with our manufacturer partners to ensure we have enough inventory to meet demand. Since the manufac- turers were generally shut down for six to eight weeks, there is the potential to be missing key floorplans as we enter peak season and we have to work together to get it right. "We are seeing new customers coming out to experience the RV lifestyle, and we expect to continue to see this trend as people shy away from cruises, hotels and airlines." Bob Cox, president Stoltzfus RV & Marine Westchester, PA "On March 20th, our governor shut our state down. He made exceptions only for 'essential businesses.' As a result, our service and parts departments were open, but sales was shut down com- pletely. Our sales team was prohibited from returning to our dealership – and still is (as of mid-May). "Two weeks ago, we were permitted to start selling online. Our sales team has been working from their homes all this time on internet and phone leads. Now they are selling from home via computer and phone contact with our sales managers. Surprising enough, there are folks out there who will purchase an RV without being able to physically touch it first. "Unfortunately, we are losing sales to surrounding states that do not have their hands tied like we do. We are 10 minutes from the Delaware border and dealerships there can sell at their dealer- ships. It's quite frustrating for us. We hope (Gov. Tom) Wolf will reconsider soon. Everyone at our dealership is wearing protective masks. However, due to the governor's ruling, customers are not permitted to enter our sales lot. If they come to the dealership, we must send them away. "We had a great start to the year. We were ahead of budget at the time of the 'stay-at-home' notice. We now have a lot of ground to make up, but that's do-able if we can reopen in the near future. "Quite a few variables go into considering what the rest of 2020 will be like and how we are planning to manage it. The amount of interest in the RV industry and our products is encouraging. RVs are the best and safest way to travel now, right? I would not want to be on an airplane or in a hotel now. In fact, not even for the next year. "We will continue to handle the situation by helping the folks who are interested in an RV realize their dreams. We have a nice inventory and we have more coaches coming in every day. We have not canceled any orders. We will be ready once our gov- ernor allows us to re-open our showroom. My team is anxious and ready for the opportunity. "In fact, am so impressed and proud of my entire team: The

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