PRVCA Explore Magazine PRVCA Explore PA 2016 | Page 9

Aftermarket

RV

Okay, you’re sitting in your RV.
As you look around, you see many items in, on and affixed to it. You
probably have four propane appliances; a refrigerator, cooktop,
furnace and water heater. You know there’s a propane container of
some sort fueling each of those appliances. There’s a fresh water
demand pump somewhere, sucking water out of a plastic storage
container and forcing it through the water distribution system, through
the faucets, into the toilet and shower and ultimately down to the
waste holding tanks. You probably have an air conditioner or two,
maybe a generator, a converter, perhaps an inverter located somewhere on board. Of course you have slideouts, windows and doors,
a television antenna and roof vents and lamps and many other large
pieces and parts everywhere. Okay Doc, we get the idea! What’s
your point?
Well, the point I’m trying to make is that, even though we call them
RV “manufacturers,” rarely does the factory actually manufacture or
produce everything in, on or affixed to the RV. Perhaps more appropriately, they should be called RV “assemblers.” Obviously the original equipment manufacturer (OEM), the maker of your RV, purchases
items from supplier manufacturers and installs them into and onto their
line of RVs. They buy the refrigerator from Dometic or Norcold, the
water heater from Suburban or Atwood, etc. They typically buy the
chassis, build the body, run the wires, the plumbing, etc., and assemble it all into what we ultimately find on the dealer’s lot. So
individual suppliers actually create most of the “widgets”
that the OEM installs into the RV.
There’s another segment of the RV supplier industry
you may have heard me mention a time or two,
especially if you’ve ever attended any of my seminars at America’s Largest RV Show in Hershey. I’ll

Products
By Gary Bunzer

often state, “Thank goodness for the aftermarket!”
The supplier aftermarket is that segment of the RV industry
where product manufacturers, inventors and other creative types
offer products, parts and pieces to anyone and everyone. In some
cases, the RVer may have to order that widget from a dealer on your
behalf, but it’s still available nonetheless.
The aftermarket is also where you’ll often find the “better mousetrap.” Not literally a mousetrap, but a better overall product that is
oftentimes far superior to the same product that found its way onto
your coach at the OEM level. You see, buying decisions at some
manufacturers (the OEM), are often based (unfortunately) on economics or availability, as opposed to quality and build value. It is also
the reason why there are varying price points at the retail level for
similar products found in recreation vehicles; the “better” the product,
the higher the price. It’s likely the better products will be found in the
more expensive rigs. This isn’t always true across the board, but it
follows the methodology typically used since the modern era of RVing
came about.
So how did your RV manufacturer choose which products went into
your unit? Probably by a bunch of different methods. Bids may go out
from the RV manufacturer to the product manufacturers to compete for
a pricing structure based on how many widgets they may need at
that given time. Also, product manufacturers may pitch their products
directly to the OEMs, seeking favor by offering deeply discounted
prices, customer support, training, and other perks, etc. Sales reps
and distributor reps also seek an audience with factory buyers to
showcase the product lines they’ve taken on. The RV Industry Association (RVIA), hosts the annual National Trade Show in Louisville, KY
each fall where suppliers and manufacturers show off their wares, not
only to each other, but also to dealers, distributors,
service shops and others within the industry. RV makers
also get a chance to see new products and the negotiating begins. The National Trade Show is not open
to the public, (which is why it’s important to attend
America’s Largest RV Show!), so all the deals made
in Louisville are on the wholesale side; among suppliers, distributors, coach manufacturers, service
facilities, accessory stores and RV dealers.
2016 | EXPLORE

Pennsylvania

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