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Camping World (NYSE: CWH) | Company Profile, History, Competitors

 

Camping World (NYSE: CWH) is the largest nationwide RV retailer in the United States. As of 2017, Camping World has 140 store locations across 36 states in the United States. The company was founded in 1966 and headquartered in Lincolnshire, IL.

Camping World provides new and used recreational vehicles (RVs), repair parts, warranties, financing and lifestyle products under the Camping World and Good Sam brands. The company offers more than 10,000 products and services in its retail locations.

Business Overview

The company operates in five main segments:
  • New Vehicles (57% of 2017 Revenues): Sells new vehicles at Camping World retail stores.
  • Used Vehicles (16% of 2017 Revenues): Sells used vehicles at Camping World retail stores.
  • Parts, Service & Other (15% of 2017 Revenues): Sells replacement parts at Camping World retail stores and online.
  • Finance & Insurance (15% of 2017 Revenues): Sells insurance products at the time of new or used RV sales.
  • Consumer Services/Good Sam (5% of 2017 Revenues): Sells emergency roadside assistance, warranties and membership clubs under the Good Sam brand.
The company has a recurring revenue model driven by its parts/replacement business and Good Sam membership program.

Segment: New Vehicles

Camping World sells new vehicles at its retail locations. The retail stores offers entry level trailers to Class A diesel vehicles. Camping World has relationships with the leading RV manufacturers. The average price range is $22,000 to $223,000 per vehicle.The majority of units sold are towables, with the remainder being motorhomes.

Segment: Used Vehicles

Camping World sells used vehicles at most of its retail locations. The source of used vehicles are trade-ins at the time of sale. Generally, customers replace their RVs every three to five years.

Segment: Parts, Service & Other

Camping World sells over 10,000 RV parts, accessories and supplies at its retail sites and online. Camping World also provides maintenance and repair serve at its locations. Camping World offers four key services:
  • Repair and Maintenance Offers repair and maintenance serves at its retail locations with its in-house technicians.
  • Installation of Parts and Accessories The repair facilities also installs all new parts and accessories purchased at retail stores.
  • Collision Repair Offers collision repair serves at its retail stores including fiberglass replacement, windshield replacement and paint work. Camping World also performs repair work for third party insurance carriers.
  • OEM and Aftermarket Accessories Offers a wide range of aftermarket parts at its retail stores and online platform.

Segment: Finance & Insurance

Camping World sells financing, insurance plans and warranties at the time of a new or used RV sale. The company does not take financing risk and works with third party lenders like Bank of America, US Bank, Ally Bank, M&T Bank and local credit unions. The terms of the financing agreements are up to 20 years. The company also sells protection plans to purchasers of their RV vehicles. These plans are administered by third parties and Camping World operates on a commission basis.

Segment: Consumer Services/Good Sam

Good Sam is a membership club that customers can join for an annual fee. The fees range from $20 to $5,000 per year depending on the benefits and are renewed annually. Unlike AAA, Good Sam offers serves across the country and not state-by-state. Good Sam offers the following services:
  • Extended Warranties Specialized RV insurance that is underwritten by QBE Insurance Europe. The contracts cover parts, labor and repairs. As of 2017, Good Sam had 68,000 active service contracts.
  • Emergency Roadside Assistance Sells roadside assistance services including towing, jump starting, tire changes and mobile mechanics. The membership cost is $70-$160 per year. Good Sam uses Nationwide Motor Club to handle dispatch calls. As of 2017, Good Sam had 643,000 active members in the roadside assistance program.
  • Property and Casualty Insurance Sells third-party RV insurance through underwriters including National General, Progressive and Nationwide. Good Sam operates by commission based on the amount of underwritten premium. In 2017, Good Sam underwrote $241 million of insurance premium.
  • Membership Clubs Offers membership access to Good Sam-branded camping parks and discounts at Camping World retail locations. In 2017, Good Sam had 1.8 million members.
  • Credit Cards Offers a Good Sam/Camping World credit card contracted with Visa and Comenity Capital Bank.

Membership

Camping World offers the Good Sam Club and Coast to Coast memberships.

Good Sam Club members enjoy savings at Camping World retail locations and access to 2,100 Good Sam-branded campgrounds. Good Sam Club membership also includes emergency road assistance, specialized RV insurance and extended vehicle warranties. It is the largest RV membership organization in the world with 1.8 million members.

Good Sam Club has 1,200 chapters across North America that plan social events and volunteer opportunities. Good Sam also operates consumer chows in different cities that showcases the newest RV vehicles, accessories and destination options. Good Sam also publishes a monthly magazine under Trailer Life and MotorHome that caters to RV members. Good Sam also has three call centers where members can call and ask questions about RV products.

Coast to Coast offers discounts at private membership campgrounds.

Sales and Marketing

The company markets through its physical locations and various forms of advertising. As of 2017, it has a large database of 15.1 million customers with 3.6 million active customers.

Camping World and Good Sam are iconic brands dating back to 1966. Camping World also has partnerships with NASCAR Truck Series and Camping World Stadium.

Suppliers and Distribution

Camping World sells recreational vehicles from suppliers such as Thor Industries, Forest River, Winnebago and Jayco. Camping World is the largest customer of Thor Industries[1].

Camping World has 3 distribution and fulfillment plants in the United States.

Competitors

Its main competitors are other RV retailers including Campers Inn RV, LaMesa RV, General RV Center and Blue Dog RV.

History

The company was founded in 1966 and opened its first retail store to sell RV equipment to visitors of a camping ground near Beech Bend Park, an amusement park outside Bowling Green, OH. The store was founded by David Garvin. Over time, Camping World developed into a mail order business for customers who visited the store. In 1973, the company opened additional locations. In 1985, the company launched "The President's Club", a RV membership organization. In 1996, the company launched its online website. In 1997, the company was acquired by Affinity Group, the owner of Good Sam.

In 2003, the company acquired FreedomRoads, a new and used RV dealer, and expanded into the sale of new and used RV vehicles. In 2006, FreedomRoads CEO Marcus Lemonis because the CEO of Camping World. In 2009, the company became the sponsor of NASCAR Truck series.

In 2011, the company officially combined with Good Sam and FreedomRoads CEO Marcus Lemonis became CEO of the combined company. in 2016, the company went public.

Management

Marcus A. Lemonis (CEO): Marcus Lemonis serves as CEO since 2011. Prior, he was CEO and Founder of FreedomRoads, which was acquired by CampingWorld in 2003. He had also worked as CEO of Holiday RV Superstores.

Thomas F. Wolfe (CFO): Thomas Wolfe serves as CFO since 2004.Prior, he served in various roles at the company including Controller. He had also worked as Vice President of Finance at Convenience Management Group, a distributor of petroleum products, Controller at First City Properties, and an auditor at Deloitte & Touche LLP.

Financials

 $ USD in millions    2013    2014 2015 2016 2017
 Revenues $2,357 
$2,674 
$3,333 
$3,519 
$4,285 
 Gross Profit $663 
$755 
 $914 
 $996 
 $1,246 
 Operating Profit $157 
$187 
 $246 
 $279 
 $361 
 Net Income$21 
$125 
$179 
 $191 
 $28 
 EPS


$0.07 
$1.07 

References

Camping World Holdings, Inc.
 
  Type     Public
  Ticker     NYSE: CWH
  Industry Recreational Vehicles
  Founded 1966
  Headquarters Lincolnshire, IL
  Locations 140 (2017)
  Revenues
$4.3bn (2017)
  Employees 9,877 (2017)
  Website camping
world.com