Camping World (NYSE:CWH) FY Conference Summary Company Overview - Camping World operates nearly 200 RV dealerships across North America, commanding approximately 13.5% market share of all new and used RVs sold in the region, with the closest competitor at less than 6% market share [6][7] - The company sells about 25% of all new RVs in North America and 8.5% of used RVs [6][7] - Good Sam, a subsidiary, offers roadside assistance, finance, and insurance products, and has a community of about 1.6 million RV enthusiasts [8][9] Financial Performance and Projections - The company aims for an adjusted EBITDA of approximately $310 million for 2026, representing growth from 2025 [17] - Four sources of upside identified for achieving this target: 1. SG&A savings of at least $15 million [18] 2. Growth in used RV sales, projected to exceed 7%-8% year-over-year [18] 3. Additional dealership M&A opportunities [19] 4. New RV sales, which are less controllable due to reliance on OEMs [19][20] Market Dynamics - The RV industry has experienced deflation in new invoice prices for the first time, impacting pricing strategies and market dynamics [15] - The used RV market is approximately twice the size of the new RV market, presenting significant growth opportunities [8][28] - The company has developed proprietary residual value calculations for used RVs, enhancing its competitive edge [24][25] Consumer Insights - Affordability is a primary concern for consumers, with nearly 80% financing their RV purchases [58] - The average customer has a FICO score above 700 and a household income exceeding $100,000, primarily from rural areas [62] - About 75% of RV sales are to first-time buyers, indicating a growing interest in the RV lifestyle [64][66] Strategic Initiatives - The company is focusing on enhancing its private label business, which accounts for 40% of new RV sales, by leveraging exclusive manufacturing relationships [11][29] - Good Sam's expansion into adjacent markets (marine, power sports) is seen as a growth opportunity [46][48] - The company has improved its in-house roadside assistance capabilities, resulting in higher customer satisfaction scores [56] Challenges and Risks - OEMs have raised prices by 5%-7%, leading to potential resistance in the market [21] - The RV industry is cyclical, and current affordability issues are seen as a barrier to reaching mid-cycle performance levels [78] - The company is actively working on improving its net debt leverage and capital allocation strategies [79][80] Conclusion - Camping World is well-positioned in the RV market with a strong market share and growth potential in both new and used RV sales. The focus on cost savings, strategic acquisitions, and enhancing customer experience through Good Sam services will be critical in navigating the current market challenges and achieving financial targets.

Core Insights - Camping World reported Q2 2025 GAAP revenue of $2.0 billion, exceeding estimates of $1.88 billion, with a year-over-year increase of 9.4% [1][2] - Adjusted diluted EPS was $0.57, missing the expected $0.60, despite a 50% increase from $0.38 in Q2 2024 [1][2] - Vehicle unit sales reached a record 45,602, up 20.7% year-over-year, with significant growth in both new and used RV categories [5][6] Financial Performance - Revenue breakdown: Used vehicle revenue rose 19.0%, while new vehicle sales saw a unit growth of 20.9% but a 10.6% drop in average selling price [5][6] - Adjusted EBITDA was $142.2 million, a 34.7% increase from $105.6 million in Q2 2024 [2] - Total gross margin decreased to 30.0% from 30.3% year-over-year, while SG&A expenses rose by 3.5% to $429.1 million [2][9] Operational Developments - The company reduced its workforce by over 900 employees and closed 16 underperforming stores, leading to a 24.5% decrease in interest expense on floorplan financing [9][10] - New vehicle inventory decreased by 9.9% to $1.33 billion, while used inventory increased by 53.4% to $537 million [11][12] - The divestiture of the RV furniture business contributed to margin improvements in the Products, Service, and Other segment, despite a 5.5% revenue decline in that area [7][12] Strategic Focus - Camping World aims to expand its national dealership network and maximize profits in high-margin services [3][4] - The company targets a high-single digit percentage growth in new unit volumes for FY2025, with average selling prices for new vehicles expected to remain 10-12% below last year [13][14] - Management is focused on improving SG&A as a percentage of gross profit and aims for $500 million or more in adjusted EBITDA [13][14]

Summary of Camping World Holdings Conference Call Company Overview - **Company**: Camping World Holdings (CWH) - **Industry**: Recreational Vehicle (RV) Retail - **Key Executives**: Marcus Lemonis (Chairman and CEO), Matt Wagner (President), Brett Andress (SVP of Corporate Development and Investor Relations) [1][2] Core Business Segments - **RV Dealership Network**: Over 200 locations selling new and used RVs, financing, parts, and services [3] - **Good Sam Business**: Membership club offering roadside assistance, warranty insurance, generating over $150 million in revenue and $100 million in EBITDA [4] Market Share and Performance - **Market Share**: Approximately 20% of new RV sales; recent increase to about 14% of total RV sales including used [5] - **Sales Performance**: Strong performance during Memorial Day weekend, outperforming industry trends which are down mid to high percentage [7] Consumer Trends and Affordability - **Affordability Focus**: Key to success has been identifying price points to drive demand; average selling prices (ASPs) monitored to attract consumers [8][9] - **Interest Rates Impact**: Interest rates and unit costs are critical; the company has been proactive in managing these factors to maintain affordability [10] Used RV Market Strategy - **Used Market Growth**: Increased market share in the used RV segment from 5% to 9% in recent months; long-term goal to combine new and used market share to 15% [27][28] - **Procurement Efficiency**: Developed a system to efficiently procure used RVs, leveraging data from Good Sam and service business [24][33] Financial Outlook - **2025 Guidance**: Low single-digit growth expected in new units, low to mid single-digit growth in used units; maintaining historical margins [39] - **Cost Management**: Focus on reducing fixed costs and improving operational efficiency to achieve 8% EBITDA margins [44] Customer Demographics - **Core Customer Profile**: Predominantly 50-year-old Republicans with household incomes over $100,000 and credit scores around 700 [45] Industry Dynamics - **Market Resilience**: Historically, the number of RVs in circulation has never decreased; the company believes in the stability of the RV lifestyle [16] - **External Factors**: Monitoring interest rates and potential tax benefits for RV loans; optimistic about the used market's growth potential [51][52] Service and Parts Business - **Service Revenue**: Average of $50 million per month in service and parts; potential for growth in customer pay work [62] Conclusion - **Strategic Focus**: Emphasis on used RV market, service business, and maintaining affordability to navigate macroeconomic challenges; cautious approach to M&A with a focus on internal growth [55][56]