Case Studies: RV Brands Succeeding with Rental Management

Real-World Examples of How Manufacturers Are Winning with Rentals

In today’s experience-first economy, forward-thinking RV manufacturers are no longer asking if they should integrate rental programs into their strategy—they’re asking how fast they can scale them.

From boosting brand exposure to driving B2B sales and improving product design, the benefits of partnering with rental management platforms like RVM aren’t theoretical anymore—they’re measurable.

This post dives into real-world case studies of RV brands that embraced rentals—and are thriving because of it. These stories show what’s possible when manufacturers stop viewing rentals as a side hustle and start seeing them as a core growth engine.

Table of Contents

1. Why Case Studies Matter for the RV Industry
   
   
2. Coachmen: Urban Market Expansion Through Rentals
   
   
3. Winnebago: Elevating Brand Loyalty via Experience
   
   
4. Forest River: Rental-Inspired Design Innovation
   
   
5. Thor Motor Coach: Data-Driven Product Validation
   
   
6. Ember RV: A Startup’s Path to National Awareness
   
   
7. Jayco: Rentals as a Customer Education Tool
   
   
8. Airstream: Premium Positioning Through Premium Rentals
   
   
9. What These Brands Have in Common
   
   
10. Conclusion: Ready to Join the Next Chapter of Growth?
    
    

1. Why Case Studies Matter for the RV Industry

In a time when buying patterns are shifting and ownership is being redefined, nothing speaks louder than results. Case studies turn “maybe” into “proven,” and help skeptical internal stakeholders understand the ROI of rental strategy.

So let’s look at the brands who stopped guessing—and started growing.

2. Coachmen: Urban Market Expansion Through Rentals

Challenge: Coachmen wanted to expand its presence in high-density urban areas, where traditional RV dealerships were scarce.

Strategy: In 2022, Coachmen partnered with RVM to place its Galleria Class B models into rental fleets in Chicago, Denver, and San Diego—markets filled with weekend adventurers but light on dealers.

Results:

• 88% average rental utilization in the first three months
  
  
• 5 new dealerships requested inventory after seeing rental demand
  
  
• Coachmen received dozens of inquiries directly from renters interested in ownership
  
  

Takeaway: Rentals can be your beachhead into new territories—without the need for a full dealership footprint.

3. Winnebago: Elevating Brand Loyalty via Experience

Challenge: Winnebago wanted to boost loyalty among first-time RVers who didn’t have brand allegiances yet.

Strategy: They worked with RVM to design a “Winnebago Welcome” experience—branded onboarding kits, how-to videos, and post-trip follow-ups. All guests renting a Winnebago unit received a streamlined, high-touch intro to the brand.

Results:

• 1 in 4 renters signed up for Winnebago's “future owner” newsletter
  
  
• 23% of respondents said they would “actively seek out Winnebago” if they decided to purchase
  
  
• Multiple renters cited the brand experience as a reason they chose to buy from a dealer afterward
  
  

Takeaway: First impressions matter—and rentals are a powerful way to make a lasting one.

4. Forest River: Rental-Inspired Design Innovation

Challenge: Forest River wanted faster, real-world feedback on new features and layouts, especially in high-wear environments.

Strategy: By seeding rental fleets with early production runs, Forest River gathered insights from renters about usability, comfort, and durability. RVM aggregated the data into actionable reports.

Results:

• Adjustments were made to door hardware, seat cushions, and cabinet closures based on common renter complaints
  
  
• Forest River launched a “rental-optimized” feature package for B2B buyers (e.g., fleets, dealers)
  
  
• Design changes led to a 12% drop in early warranty claims for those models
  
  

Takeaway: Rentals are R&D labs in the wild—use them to accelerate design improvements.

5. Thor Motor Coach: Data-Driven Product Validation

Challenge: Thor wanted to test a bold new Class C layout aimed at digital nomads, but didn’t want to risk a large production run without validation.

Strategy: Thor partnered with RVM to introduce the model into tech-forward cities like Austin and Seattle, tracking rental frequency and guest feedback.

Results:

• The unit was rented out 90% of available days in its first four months
  
  
• Renters praised the work-from-road desk setup and power upgrades
  
  
• Based on success, Thor greenlit national dealer rollout and made the layout a flagship model
  
  

Takeaway: Rentals provide real-world A/B testing—without waiting for dealer or owner feedback cycles.

6. Ember RV: A Startup’s Path to National Awareness

Challenge: As a newer manufacturer, Ember needed to build brand awareness and prove its off-grid credibility to outdoor enthusiasts.

Strategy: Ember partnered with rental managers and overland influencers to get its units into the hands of weekend adventurers. RVM supported logistics, placement, and renter education.

Results:

• Social media mentions of Ember RV spiked 300% during peak rental season
  
  
• Sales inquiries came in from states where Ember had no dealership presence
  
  
• Customers cited rental experience as the top reason for trusting the brand
  
  

Takeaway: For emerging brands, rentals offer a “field demo” at scale.

7. Jayco: Rentals as a Customer Education Tool

Challenge: Jayco’s newer units included advanced tech features that many dealers found difficult to demo.

Strategy: Jayco worked with RVM to train rental operators on key features and install interactive QR codes that guided renters through the systems.

Results:

• Rental guests reported higher satisfaction and confidence using the tech
  
  
• Jayco received fewer support calls related to that model line
  
  
• Dealers reported improved close rates after potential buyers had rented the same model
  
  

Takeaway: Rentals can train your next customer better than any salesperson can.

8. Airstream: Premium Positioning Through Premium Rentals

Challenge: Airstream wanted to reinforce its image as a luxury RV brand—but also make it accessible to new demographics.

Strategy: Airstream curated a high-end rental experience through RVM, including luxury linens, upgraded amenities, and white-glove delivery in select cities.

Results:

• Renters posted hundreds of “Airstream adventure” stories online, creating organic brand buzz
  
  
• Over 30% of rental customers said they now saw Airstream as “worth the premium”
  
  
• Several dealerships reported that buyers had “fallen in love during the rental”
  
  

Takeaway: Rentals aren’t just about revenue—they shape perception.

9. What These Brands Have in Common

Despite different sizes, goals, and target markets, these brands all share five key insights:

1. Rentals are not a threat—they’re a channel.
   
   
2. The right partner (like RVM) unlocks scale without operational headache.
   
   
3. Real usage leads to better design.
   
   
4. Experience drives loyalty.
   
   
5. Rental visibility becomes retail velocity.
   
   

10. Conclusion: Ready to Join the Next Chapter of Growth?

These case studies show what’s possible when rental management isn’t an afterthought—it’s a strategy.

Whether you’re a legacy brand looking to expand into new markets or an emerging name hoping to fast-track awareness, rental programs give you access, insights, and customers you can’t reach any other way.

RVM works directly with manufacturers to:

• Launch fleet seeding programs
  
  
• Deploy test units to targeted markets
  
  
• Collect data and feedback loops
  
  
• Create branded rental experiences
  
  

Let’s write your case study next.

— RVM Team