Tiara RV in Elkhart, Ind., kicked off its spring selling season with a successful open house this past weekend.
“We were more than satisfied,” Brian Calhoun, sales manager, told RVBusiness.
The open house drew shoppers from as far away as 200 miles and generated some sales that would not have been made without the event, he said.
“People still perceive, ‘buy close to the manufacturer and save money,’” he said.
Internet sales are a vital part of Tiara’s business, generating approximately 75% of it sales, he added.
The dealership featured 2010 model towables and motorized products by Keystone RV Co., Four Winds International Corp., Forest River Inc., Carriage Inc. and KZRV LP.
He identified Keystone’s Montana and Carriage’s Cameo as the units garnering the most interest, but he also saw interest in motorized RVs and used product such as Keystone’s Springdale.
He said “fulltimer RVers and snowbirds” remain the dealership’s biggest customer base.
Tiara, which was founded in 2002, reported a record sales performance in the first quarter and expects to turn a profit this year.
“There is a buyer out there. There is a market, you just have to tap it,” he said. “As long as the retail consumer is credit worthy, we have had no problem.”
Typical buyers have credit scores of 700 or better, “but bankers look at more factors than just the score. Some lenders still buy the people, he said, “if you have a good record of making payments and your debt to income ratio is not out of whack.”
Calhoun identified Tiara as “a pretty good discounter. But our profit margins have been good. We’re aggressive, especially in this kind of market because everyody is aggressive but there are buyers out there.”