Published April 2001

RV dealers start spring
with positive sales outlook

By Kimberly Hilden
Herald Business Journal Assistant Editor

For recreation-vehicle dealers, the selling season has begun.

Across the county and the country, travel trailers, pickup campers and motor homes are lining up on lots and at RV shows. And dealers are optimistic about sales despite a slowing economy.

“We’ve been growing and just continue to grow,” said Weston Robinson, owner of Clearview RV Inc. of Snohomish, which carries a variety of trailers, fifth-wheels and truck campers.

Robinson, who attended the Seattle RV Show early last month, said attendance was good, leading to sales and interest from attendees.

Poulsbo RV also benefited from the show, selling 81 units within a three-day period, said Thomas Chelone, General Sales Manager of the Everett store.

And nationally, reports from retail shows and dealers are encouraging for 2001, said Phil Ingrassia, Communications Director for the Recreation Vehicle Dealers Association.

“They confirm what (Snohomish County) dealers are saying about sales picking up,” he said.

This positive outlook follows a year when total U.S. RV shipments dropped more than 6 percent to 300,100 after growing steadily in the mid-1990s, topping out at 321,200 in 1999, according to data from the dealers association.

Both Ingrassia and Jeff Beddow of the Recreation Vehicle Industry Association said that last year’s slowdown had a bigger impact on motor homes than on “towables” such as travel trailers.

“The travel trailers and such have been doing well,” Beddow said, “and part of the reason for their success is there are so many families that are getting into the market,” and these families already have the vehicles — such as minivans or SUVs — to tow them.

RV dealers also point to the baby boomers as a growing part of their customer base.

“Baby boomers are starting to come around,” said James Cudney, Sales Manager for Western Motor Coach of Lynnwood, adding that those who make up the boomer demographic are secure in their jobs, have the discretionary funds and want to travel.

When it comes to spending those discretionary funds on a motor home, customers have a decision to make: gas or diesel.

Diesels, known for their power, engine life and heavier chassis, also tend to be priced higher, but prices have come down, Cudney said.

“Diesels have come out at price points that are more affordable,” he said. “It used to be $100,(000) to $200,000. Now, it comes under $100,000.”

But Poulsbo RV’s Chelone has noticed a decline in sales of diesels, attributing it to the economy and stock-market uncertainty. “Our diesel sales are actually down right now. Those are the high-end buyers,” Chelone said. “We’re selling more gas-powered right now.”

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