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Powerful Takeaways from Automotive, RVs for Manufactured Home Professionals, Monday Morning Sales Meeting

December 4th, 2017 Comments off

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Today’s Monday Morning Sales Meeting (MMSM) offers lessons, that similar to last week’s, are simple yet profound.

There will be 3 actionable takeaways.

We’ll use as a starting example the automotive world. We’ll begin with a series of facts, and then, make the point relevant for manufactured housing professionals.

Examples

There’s a car dealer out of Tampa whose ads are heard on the radio here in Lakeland, FL (about an hour’s drive).

Last week, that operation announced how many vehicles, total units, they will have sold at retail in 2017.

The total will be around 38,000 cars, trucks, SUVs, and other automotive vehicle types.

Think about that number. One operation, Tampa metro, 38,000 units.

Manufactured housing is projected to finish 2017 with some 92,000 (+/-) total new HUD Code homes. So, realize that one metro automotive operation’s total this year is more than 1/3 of the total number of units for all new manufactured homes that shipped nationally in the same year.

Stating the obvious, cars aren’t manufactured homes.  Neither are towable and motorized RVs.  But the RV business is a luxury item for most buyers, and they outsell manufactured homes – and housing is a necessity – by some 5 to 1.  Millions of vehicles have a similar price and/or payment to retailed manufactured homes.

State of the Manufactured Home Industry, Comparing RV vs. MH Data

Takeaway #1.  Manufactured Home Professionals ought to be humble, coachable – and motivated – enough to admit that they can sell far more than they’re currently doing. That’s a fact that can be demonstrated many different ways, as in the examples above.

Don’t believe it?

Then ICYMI, you need to go back to the MH industry sales and marketing facts 16 minute video seminar shared by award-winning industry veteran, Barry Noffsinger on the page linked below.

Manufactured Housing Monday Morning Sales Meeting: Finance & Industry Facts, Figures, Sales Tip$ Improving Best Practice$

Setting Higher Goals, That Make You Stretch

There are entire books written on the power of the mind; on the power of positive thinking and affirmations.

They’re useful.

That’s said, it’s a fallacy to believe that positive thinking alone is enough.  The can-do optimist, when he sees the rain, or knows rainfall is in the forecast, takes an umbrella.  If positive thinking alone truly worked, there would be no poverty, crime, war, or any of the host of challenges that face our world today.

Feel good thoughts, not backed by appropriate action, amounts to wishful thinking.

As an MH pro correctly said in a recent meeting, “hope is not a plan.”

Hope, and positive thoughts are potentially good. But hope requires the proper discipline, understanding, resources, a plan – and the right execution.

Zig Ziglar is among those legends in sales who said that it takes thirty days of daily repetition to start forming a new habit.

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Wise Ben Franklin observed that we all have the same 24 hours in a day. How do you use your 24?

Takeaway #2. Properly Manage Your Time, Talent & Treasure

Don’t Misunderstand This Following Example!

Some, for example, diligently post on social media. That can be good, and done properly, it may produce positive results.

But are you measuring the results of your social media — or any other effort — weekly, monthly, quarterly and annually? Is X – whatever X happens to be, social media work or anything else – bringing you the results you need?

You can only manage what you measure.

And you can’t manage to a goal that you

  • haven’t set,
  • is too low, or
  • is too high

based upon circumstances, resources, talent, and so on.

Goals must inspire, and stretch. But goals must also be achievable, or they will frustrate people.  No human without other resources can jump to the moon.  But the able-bodied can walk up the stairs, and go ever higher, one properly measured step at a time.

The Manufactured Housing Institute (MHI) recently dumbed down the annual shipment chart, shown below. Ask them “why?”

ManufacturedHousingIndustryShipmentsFEMAManufacturedHomesNotMobileHomesTrailersIndustryResearchReportsDataMHProNews

Because here is the historically used shipment chart.  Notice that MHI’s new one shows much lower top line totals? Doesn’t that’s lower expectations?  Why do that?

MobileManufacturedHomeAnnualShipments1959-2012CalculatedRisk-DailyBusinessNewsManufacturedHousingIndustryResearchReportsMHProNews

Instead, every motivated industry pro must think. What is possible?

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Barry Noffsinger and others have said that sales skills have weakened in manufactured housing since the 1990s. It isn’t just the tighter credit standards, it is weaker sales and marketing approaches, and a lack of proper education that attracts more qualified buyers. Graphic from WHA/Ross Kinzler.

We spent a significant amount of digital time in November laying out the true state of the manufactured housing industry, so that people would KNOW what the potential could be.

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When the nation needs 8 million housing units right now, and pros connected to the tech giants are saying that only factory home building can close that gap – site builders can’t achieve the needed totals – that means we have an opportunity to hit historic highs.  We need that second, historically used graphic, to remind professionals that MH once approached nearly 600,000 new homes shipped in a year.

If that was done 4 decades ago, why can’t that be achieved and surpassed today?

That 8 million housing unit potential means multiple billions dollar operations are coming to the conclusion MHProNews has touted – and this consultant has stated – for years. We as an industry can do half a million or more new home sales a year.  It won’t happen overnight, but 500,000 new HUD Code manufactured home sales could be accomplished with the proper resources in say 24 months (+/-).

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What that Means to Your Location(s)

That would mean 500% or more growth rate.

That means if you are currently selling 4 homes a month, you could be doing 20 with the proper adjustments.

Whether you think you can or whether you think you can’t, you’re right.” – Henry Ford

WhetherYouThinkYouCanOrThinkYouCantYoureRightHenryFordTonyKovachMastheadCommentaryMHProNewsGraphicStock

Belief and the basics are the foundation for success.

Virtually every personal email I’ve sent for years has that message below my contact information.

If you were in Texas, – the top manufactured housing producer and seller in the country – that one Tampa auto dealer is outselling every community, every retailer in your state, combined.

There’s no one in MHVille who could achieve that kind of result in a single metro area’s sales centers as those Tampa dealerships do. Bear in mind he’s not the largest in automotive dealer in the country.

Towable and motorized RVs outsell MH by about 5 to 1.

You could realistically increase your performance – not instantly, but over time, say in the course of a year or so – by 500%.

Takeaway #3 – Odds are Your Sales Could Skyrocket with the Proper Understanding, Execution

What does that require?

First. The belief. Think about that Henry Ford quote, above, and another one further below.
Second, the discipline.
Third, honesty with yourself and others on your team.
Fourth, putting the proper steps and resources in place to make it happen.
Fifth, follow-through – the correct execution.

Wishing alone will never achieve that 500% rise in sales.

But the proper motivation, discipline and investments of time, talent and treasure can achieve that goal, profitably and sustainably, with happy customers.  No strong-arm tactics are needed.

In fact, while we teach sales professionals to ‘ask for the order,’ we discourage strong arming customers. Look at what happened to Palm Harbor Homes, after years of pushy sales tactics finally caught up with them. They weren’t the first.  Do you think they’ll be the last giant to fold?

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We encourage you to begin with something easy, and achievable, that may seem unrelated. But it is totally related and vitally important for long-term, sustained success and career satisfaction.

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You and your team should begin with last week’s lesson, and make that lesson a total habit. You start right away. It’s linked below.

Monday Morning Sales Meeting, What Warren Buffett & President Donald Trump Profitably Agree On

You must feed and care for your mind, the same as you feed and care for your body, and nourish your soul.

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Bonus Takeaway

As a closing thought for this session, the best any location I managed/coached was 50 housing units from a single location in a month.  Not bad. Sadly, sometimes when people achieve that kind of relatively lofty level for MH, they think they’ve arrived. We had a principled disagreement with the company involved, and I wished them well after we failed to come to agree on next steps that could have taken them higher, and more sustainably.

That location maintained that level of sales for some time, but they later fell into serious and utterly avoidable problems.  One this writer predicted would happen, but that company turned a deaf ear.

But the real story is that rise to 50 homes was accomplished in a market with depressed conditions.

We took a weak location, doing only single digits in deliveries, and in a few months, it became a marketing and sales machine, capable of doing 50 homes a month results.

We’ve accomplished similar results in communities as well as for retailers.

https://www.linkedin.com/in/latonykovach/

So, there are realistic limits, logistical limits, to what your location(s) are capable of achieving.

Experience teaches only the teachable.

ExperienceTeachesOnlyTheTeachableAldusHuxleyBrainyQuoteDailyBusinessNewsMHProNews

There are only two kinds of experience; your own and someone else’s experience. The fastest way to grow is to rely on successful experiences from others, and leverage their proven, successful experiences at your location(s).

But experience tells me and all who will listen that many locations are doing only a small fraction of what they’re capable of achieving.  What are your vacant sites, or lost sales costing you?

Need professional help? Click here, and email or call the phone number on the page linked.

Until you reach out, please follow last week’s tip faithfully! Applying that tip has the power to change you from the Inside Out.  That’s how all real change takes place.

Here’s to learning how to attract and sell more happy customers! ## (Manufactured Housing Business Development, facts, analysis, commentary.)

Notes, Related and Contact:

1) Some things require repetition until it becomes habitual. If you have not yet memorized/made a habit of last week’s Monday Morning Sales Meeting (MMSM), start at the link below.

Monday Morning Sales Meeting, What Warren Buffett & President Donald Trump Profitably Agree On

2) Marketing/Sales/Closing Tools! After you’ve read/re-read last week’s MMSM, read these two linked articles. Learn how and when to properly share those links.

Elvis & Priscilla Presley Honeymooned in this Mobile Home

Researchers Shake Up American Dream? Rent vs. Buy, Ken Johnson, Florida Atlantic University, Exclusive to ManufacturedHomeLivingNews

3) Need marketing, sales, consulting or business development services? Learn More to Earn More, Email or Call – click here.

By L. A. “Tony” Kovach – one of the most endorsed, politically incorrect, reality-goals-solution-oriented, and popular leaders in manufactured housing today.

City Decision Sparks Discussion, Should Manufactured Home Communities be Allowed to Lease Sites to RVs?

August 25th, 2017 Comments off
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Featured image credits, RVLemonLaw, Renrenpeng, MHProNews.

Should Recreational Vehicles (RVs) be allowed to use vacant lots in a manufactured home community?

That question sparked a debate in the state of Ohio, and elsewhere.

Some manufactured home communities that have a vacancy issue would happily rent vacant lots to towable or motorized RVs, to bring in additional revenue.

Others – generally the more upscale, ‘4 to 5 star’ communities – are often less receptive to leasing a home site in their communities to any RV.

In Bucyrus, Ohio, some communities are looking to be able to share their land with RVs.  But they are running into zoning issues.  Per sources in Ohio to MHProNews, that may or may not even be up to the city council do determine.

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John Rostash, the Buycrus Zoning Administrator. Credit, City of Bucyrus.

Genesis of a Controversy

The issue arose due to an influx in temporary workers in the gas and oil industry.  A number of them bought RVs, or they seek  other short-term housing arrangements other than living out of a hotel room.

That’s where the whole thing started, was with the pipeline guys,” John Rostash, the city’s zoning administrator.

According to the Bucyrus Telegraph-Forum, communities that want to lease sites to RVers are located in the city’s manufactured home residential zoning district.  The city does not clearly allow RVs, campers, or any housing other than HUD Code manufactured homes in a land-lease community (LLC).

The city council considered the possible disruption in those areas caused by leasing MHC (LLC) sites to RVs.

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Councilman Steve Pifer. Credit, City of Bucyrus.

I can’t fault these guys [manufactured home community owner/operators] for what they’re doing,” Councilman Steve Pifer.

I can understand if we were talking about turning the art park into a campground, but we’re not,” Pifer said. “I’m not sure this is such a horrible thing.”

Pifer said he sees how this could be beneficial to those communities that wish to do so.

But some other council members have raised concerns that the RVs will be vacant over the winter, becoming an eyesore of sorts. Rostash countered that doing so wouldn’t be allowed in the first place.

They’re asking for it to be used as a campground, not as a storage facility,” Rostash said.

OMHC Ought to Regulate?

While the city council debates over whether or not these communities should be allowed to let RVs into their parks, a source in Ohio tells MHProNews that it is the Ohio Manufactured Homes Commission (OMHC) that should have the final say on the matter.

The Ohio Manufactured Homes Commission determines what is appropriate or not for MH Parks by law. Zoning a park does fall under local authorities but they do not have jurisdiction within the park to determine what may or may not be allowed in park lots,” per an informed source in Ohio.

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Ohio Manufactured Homes Commission. Credit, OMHC.

The Daily Business News has previously reported on Ohio Governor John Kasich’s elimination of the Ohio Manufactured Homes Commission. However, as it stands now, the OMHC still has the last say as to what happens within communities until the transfer to the Ohio Department of Commerce (DOC) is complete.

MHProNews is told that will be the case until “the transfer to the Ohio Department of Commerce will take place January 21, 2018.”

RVs Create Controversy for MH Parks Abound

Bucyrus isn’t the only place having trouble when it comes to allowing RVs in manufactured home communities.

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Richard Nodel, owner, Nodel Parks, photo credit, LinkedIn.

We have several communities that include RV sites. So long as RV’s are in a segregated area, we have never had any complaints or problems,” said Richard Nodel, owner of Nodel Parks.

We faced a similar situation in Wyoming where the city of Gillette wanted to restrict Rvs which typically were used by construction and coal mine workers. Our argument was that these RV’ers wanted to live in a residential environment rather than the typical local RV Park that catered to overnighters,” Nodel told MHProNews.

SpencerRoanePentagonPropertiesCreditsPostedDailyBusinessNewsResearchDataReportsMHProNewsWe allow them in communities where the local regulators don’t object.  Some regulators, however, differentiate between HUD & RV, and won’t allow the latter in LLCs,” [land lease communities] said Spencer Roane, of Pentagon Properties in an email to MHProNews.

Another Association with Numerous Communities Viewpoint

According to a statement from the Minnesota Manufactured Housing Association, several Minnesota community owners were approached by an entity based in a neighboring state, offering for sale, surplus recreational park trailers or park models, no longer needed to house transient workers. They were marketed to communities as a fast and economical way fill vacant home sites, by either selling or renting the units.”

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Minnesota Manufactured Housing Association logo. Credit, MMHA.

In response “the MMHA reminded its community members that recreational park trailers and park models were not a permitted use in manufactured home communities.”

However, Minnesota’s laws do have a solution for parks who wish to accommodate both manufactured homes and RVs.

Minnesota Statute allows for holding a dual license as a manufactured home community and a seasonal recreational campground, with designated sites and requirements for each. There is no reported effort underway in the State of Minnesota to allow recreational park trailers or park models for use in manufactured home communities.”

 

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Bucyrus City Hall and Police Department. Credit, Wikimapia.

Back in Ohio, according to the Bucyrus Telegraph-Forum, members of the Bucyrus city council decided to send the issue to the county’s Planning Commission.  They could put together a list of suggested guidelines allowing the communities to have “conditional use” to rent their vacant lots as an RV “campgrounds” site.

This discussion has been an ongoing one in community and zoning circles for years, and is likely to continue in areas where vacancy issues for manufactured home community operators continue. ## (News, analysis.)

(Image credits are as shown above, and when provided by third parties, are shared under fair use guidelines.)

JuliaGranowiczManufacturedHomeLivingNewsMHProNews-comSubmitted by Julia Granowicz to the Daily Business News for MHProNews

 

 

 

Move to Reclassify RV’s In Community

April 13th, 2017 Comments off
MovetoReclassifyRVstoProtectResidentscreditPeaceArchNews1-postedtothedailybusinessnewsmhpronewsmhlivingnews

Credit: Peace Arch News.

In Surrey, British Columbia, Canada, a move by the owners of the former Seacrest Motel and RV Park to redevelop was met with strong opposition. Interestingly, the opposition didn’t come from residents.

According to Peace Arch News, Lark Group, the owners of the community want to redevelop the land into 21 single-family lots.

During the third reading of the application last week during a meeting, 31 people opposed the move, but only one Surrey resident spoke against the application.

The heart of the opposition appears to be around the need to protect residents of the RV community, where a majority of the residents are permanent. Last August, year round residents were given eviction notices and told that they had one month to vacate.

The city needs to adjust its manufactured home park redevelopment policy to classify recreational vehicles as manufactured homes if used as a primary residence,” said Grant Rice, a self describe concerned citizen who previously ran for city council and mayor.

Shortly after the eviction notice was provided, South Surrey Mayor Linda Hepner said city staff advised the Lark Group to obtain a ruling from the Residential Tenancy Branch (RTB), which would determine if the RVs could be considered manufactured homes, which would afford the RV owners more benefits.

Regulations in the province require that manufactured home community residents be given one year’s notice of the final moving date, from the time that approvals are granted. They are also entitled to the equivalent of one year’s worth of site rent.

Residents of Seacrest started a committee to take the issue through the RTB process, but after six months, they agreed to accept a settlement package from the Lark Group before a ruling was made.

According to Rice, the residents felt as if their choices were limited.

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Grant Rice speaking at the reading. Credit: Peace Arch News.

One of the problems is you’re asking people who are already stressed and on the verge of being evicted from their home to go to the RTB and roll the dice on whether or not they’re going to get a favorable ruling,” said Rice.

Prior to a vote on the matter, Councilwoman Vera LaFranc stated that she was initially concerned about the displacement of low income residents, and thanks both city staff and the Lark Group for their handling of the process.

We saw that people were treated with respect and that’s what we would expect to see in (the) future if there are any development applications on manufactured homes and that would also include those that are tourist accommodation,” said LaFranc.

The council then approved the application.

As Daily Business News readers are aware, redevelopment, for any number of reasons, is a natural course of business, and most owners and operators follow rules and standards to the letter. This includes assistance for residents, and opportunities to purchase the community, including the case of residents in Dover Point, New Hampshire, who purchased their community right before Christmas. That story is linked here. ##

 

(Image credits are as shown above.)

 

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RC Williams, for Daily Business News, MHProNews.

Submitted by RC Williams to the Daily Business News for MHProNews.

Tiny Homes Recommended for Princeton, New Jersey

September 4th, 2014 Comments off

tiny_homes__oregonlive_com__techdwell_the_builderWriting in centraljersey.com, Anne Waldron Neumann tells MHProNews the Tiny House movement is attractive because it is off the grid—solar panels, recycled building materials, composting toilets, propane tanks—and it offers an anti-consumerism while still being community/neighborhood-friendly. She even suggests they could create more population density in Princeton, New Jersey by parking them in the driveways of affluent homes. She says, “Modular tiny houses, assembled inside factories, could provide steady construction jobs and disaster-relief housing. Tiny houses could form neighborhoods of market-rate and low-income homes. And they could easily be reconfigured as community centers, clinics, or daycare facilities.

We Princetonians can be as forward-thinking and socially conscious as Berkeley, Austin, or Portland residents. Our zoning laws don’t permit RVs parked in driveways but only in garages. But what about tiny houses? How quickly can we reconcile our ordinances with our cultural values and accommodate these eco-friendly, people-friendly, neighborhood-friendly, brave new tiny worlds? How quickly can Princeton accommodate anything new and good? ” MHProNews has posted previous stories about tiny homes. ##

(Image credit: oregonlive.com/techdwell the builder–tiny house)

Missouri County Bans Living in Transitory “Homes”

May 5th, 2014 Comments off

Franklin County (Missouri) Planning Director Scottie Eagen reports her office has been getting complaints of people living in tents, travel trailers and recreational vehicles as their primary residence in an attempt to skirt residency rules. A new ordinance has banned that practice, as cbslocal.com informs MHProNews.com, and violators could be subject to a fine. People had been able to live for 90 days on land zoned “agricultural non-urban,” said Eagen. “ They would live in it for 90 days, move to another lot next to this one, live in it for 90 days, move to another lot.” Manufactured and modular homes are acceptable in this county just southwest of St. Louis, but not the more transient “homes.” ##

(Photo credit: Sunny Oaks manufactured housing community)

Montana County Enforces Workforce Housing Regulations

December 18th, 2013 Comments off

Following up the story MHProNews posted Dec. 11, 2013 regarding workforce housing and recreational vehicle (RV) regulations in Richland County, Montana, County Planner Marcy Hamburg says any parcel of land that is also rented/leased as temporary housing–RVs, park models, modular, campers, travel trailers, skid units—is considered a subdivision. As such it has to be reviewed and approved by the County Planner Office. As sidneyherald.com reports, the Bakken Oilfield has drawn thousands of people to the area seeking work who are living in temporary quarters until they can find adequate housing. The Richland County Commission has adopted Temporary Workforce Housing Zoning Regulations requiring compliance with health and safety standards. A Temporary Workforce Housing Conditional Use Permit is valid for up to five years and can be renewed. The county will be issuing further guidelines that relate to land use in the county. Richland County adjoins the North Dakota border very close to Williston, ND, which has ballooned with the influx of people.

(Photo credit: Associated Press–modular mancamp at Williston, ND)

Tiny House, not ok’d for Manufactured Home Community

August 30th, 2013 Comments off

tiny-house-Bob Pritt’s 208 square foot home is only 208 square feet, cost him about $20,000 to build, but Anderson County can’t say yes, because his home is not a HUD Code certified manufactured home, so it can’t be placed in a manufactured home land lease community. Pritt’s had his home titled as an RV, WBIR tells MHProNews. But as community owner-operators in many parts of the U.S. know, manufactured home communities are often only allowed to have pre-HUD code mobile or post HUD Code manufacured homes in them, no RVs or tiny houses are allowed. It is interesting to note that Pritt’s tiny house, on a cost per square foot basis, is about 3 times the price of many 16×80 single section manufactured homes. ##

(Image Credit: WBIR)

Texas Town Developing New Ordinance

May 30th, 2013 Comments off

As it is noted in the aransaspassprogress, the Ingleside on the Bay (IOB) City Council (Tex.) heard recommendations from a committee wanting to update the city’s MH/RV ordinance. They suggested no manufactured homes should be sited in the city, and RVs may visit an occupied dwelling for three days if self-contained and 14 days if connected to utilities. The visitor will have to register arrival and departure dates at City Hall and pay a $5 fee. No action was taken on the proposals. MHProNews has learned IOB is across the Corpus Christi Bay from Corpus Christi, Tex.

(Image credit: City of Pecos, Texas)

Oil Field Workers Expected

April 2nd, 2013 Comments off

According to gosanangelo, the San Angelo City Council in south central Texas is anticipating the arrival of oil field workers and wants to legally define where the expected RVs will locate. Currently they are allowed in manufactured home communities, but cannot exceed over 30 percent of the units sited there. As MHProNews has learned, the zoning ordinance concerning RVs does not specify regulating this type of living on an extended basis, one of the major issues that will be before the city council.

(Photo credit: oilgasfinancialjournal--Eagle Ford Shale

Elkhart Tops the Nation

April 1st, 2013 Comments off

RVBusinses informs MHProNews Elkhart County, Indiana led the nation in job growth for the period Sept 2011 to Sept. 2012  for the largest U. S. counties, with 6.9 percent versus the national rate of 1.6 percent, according to the Bureau of Labor Statistics. While Elkhart hosts several component suppliers to the manufactured and modular housing industry, it is definitely home to MH’s sister industry, the recreational vehicle (RV) business, producing 83 percent of all North American RV’s, says the Recreation Vehicle Industry Association (RVIA). Approximately half of all employment in the county is related to RVs, which saw shipments grow 13.6 percent last year.

(Photo credit: Wikipedia–Chateau Sports Class RV)