Factory visit

I was at the factory to to have a new dash installed. The old one discolored. Also had an awning installed. The line was full but there were no units in the welding area getting started. I heard a comment that they better make some sales at the FMCA show. I spoke to Pete, a saleman wbile waiting on my rig. He said they made a big mistake raising the price so much and were having a meeting today about it. The increase included the slide as standard with a rebate for no slide. New on 2019 models. Would you believe positive locking cabinet latches. The 2351 will have a rear bed slide, no more side bed. Also an all inclusive monitor and switch panel, cpap outlet. Also, wood floor is out due to swelling but will be replaced with wood grain vinyl. As usual, the work was fast and well done. While in the shop they found a slide seal ripped and replaced it, Installed locks on the new panty drawers so they won't open going around curves, and replaced the fire extinguisher due to a recall. All is well.

I have to admit, since the price hike, I have not been promoting PC's as being a good value anymore.  It's priced closer to a Coach House having me mentioning people to compare the two and decide for themselves.  With the price gap reduced, it might be worth the extra $$$ to go 100% seamless.

I can buy a Newmar baystar for less than they want for a 2910 and a base canyon star for the same.  If I was buying new and saw their price sheet I’d be looking elsewhere in minutes. There are much better options at the prices their asking.  It’s a competitive market and the big boys can run you over if your not careful.

WOW!  I just priced out a new 2350 with the same options as our 2013 model.   All I can say is this should help to hold the value/price of our well kept older PCs.  The price for new was $138,424 "list" and $110,742 "discount price".   

Price one out for your make and model and see what you think.

Paul

Adding a rear bed slide = a lot of rear weight. Having a 2350, 450, I don't think that is a great idea. I wish they would have taken a hard look at a total redesign to get a bigger bed. I'm convinced it can be done, especially on the 2351. Slides appear to be the answer for most manufactures.
Doug

Take those price numbers with a grain of salt.  I just priced a 2551, 'exactly' like our 2015-2551.

The price says the 2551 (now) comes standard with slide out with refrigerator & sofa. Then, lower down, I selected Slide out with Sofa... That added $5,625...I shouldn't have been able to select that.  Lower down, it let me select leather sofa... Ca'ching!...add another $415.

Plus, things I believe used to be standard or part of the Convenience package are now extra (like the porch light) but they only add up to a few hundred dollars.

Anyway... New List price is $137,600.The list on my 2015 was $124,000.   If you remove the $5,600 for the slide out (because I believe that's a mistake) that works out to $132,000 for today's dupe of my current PC.

Considering these are 2019 models... That's only up about $2k per year.

However, in 2015..you only paid 70% of list, I *believe* that now you pay 78% of list.   That's a chunk of change!

Something else to consider. When most of us bought our units, there was Kermit, Earl, Kyle, and Karen. Now there are twelve (12) in the office and 12 on the production floor. One indian for each Chief. Just a tad top heavy.

I priced what I would of wanted off their pricing sheet.. $200k.  Unbelievable, my cost $160k.    I have a lot of choices that are better for that kind of doe.....

Yikes!  That pricing will surely hurt sales.  Going back 11 years, we struggled to pay $67,200 plus tax, plus $3900 in suspension upgrades.  Our investment kept going (and keeps on going today) with me installing both TVs, better bath fixture, water pressure tank, captain 3rd seat, better dinette seats, roof vent covers, etc. etc. etc.  Starting out so high and running up higher from there would be a serious problem for us.

We toured the Coach House plant in FL and purchased a used one from another dealer.  I wouldn't purchase one again - the quality wasn't there and parts of the design were not well thought out.  Of course everyone is entitled to their own opinion.  Still, understanding the market and pricing is critical to continuous success in the RV building/selling business.  It's certainly in our best interest for the owners to understand this and get it figured out.

It's certainly in our best interest for the owners to understand this and get it figured out.

Pricing of any product is always a challenge, especially when there are so many options in a rather mature industry.

The key is to maximize profit, which in some cases means actually selling less units.

One business model is moving upscale a bit which fits PC in a number of ways: they have limited production capacity, they have committed to quality construction and accommodating custom work and their B+ 'niche' has been flooded in recent years with models from practically all manufacturers.  No way they can continue to with a 'value' model when the big guys are burying them in cheaply made units on dealer floors.

Jatrax, I agree in that there are many really cheaply / poorly built units out there. That being said there are also many quality units that are less expensive, some of them in the top rankings of the industry. Many times it’s the big boys who can sell for less with the best quality due to the volume of parts etc they buy giving them an advantage, sometimes it’s the big boys affording underselling to drive out the little guy.

Joseph, I agree.  All I meant is that "value" and "low volume" do not often produce a profitable business model.  If PC has to move "upscale" to survive then that is what they will do.  And that might leave some customers looking elsewhere but that's business.  I think there is a good niche for them if they focus on quality at the middle-high end and custom craftsmanship.

One issue I see is that their offering is very "old school" in many ways.  Which is fine for their traditional market of retirees.  But as younger folks start to buy RV's they are looking for things that real 'campers' would never dream of.  There are a lot of 'cute' RV's on the market on Sprinter bodies that look fresh and modern.  Much as I like the Ford e-series it looks like my dad's RV.

I firmly believe they should be looking at 'packages' like a "boondocking" rig with lots of battery, solar and tank space on a 4x4.  Or some other package designed to fit a particular lifestyle.  If they could put that together and focus on people's lifestyle use of the rig rather than just features I think they would have something.

Both you Joseph and you Jatrax make great points.  Hopefully Phoenix will figure out where they best fit in the industry, a successful business model whether priced higher with lower volume, or priced lower at higher volume.  I personally feel it is most risky to increase volume beyond their current capacity.....but I am no business wizard.

It seems to me Phoenix has (had) that niche. The assembly line was full and the wait times kept getting longer. If they truly don't have any in the chute in this economy, there's a problem.

That said, they don't always have a rig in every spot on the assembly line so it's possible the gap was only there for a day or so. Also, if there are now multiple sales reps where once was one, there will be competition for those commissions and there will NEVER be enough sales.

I firmly believe they should be looking at 'packages' like a "boondocking" rig with lots of battery, solar and tank space on a 4x4. 

This is a niche that I believe no one has gone after. Since PC already offers a 4 wheel drive they are ahead of most of making this happen. They really need to come up to state of the art in solar and batteries, where they are lagging, and increase the propane tank capacity.

I had asked about a larger propane tank and they said no. But when you look under the 2552 there is all kinds of room for a larger tank.
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Re. pricing the sales guy at the rally said the standard pricing is with the slide and then they give a discount if you don't want it.