Winnebago Industries, Inc. (NYSE:WGO) Q4 2023 Earnings Call Transcript

Winnebago Industries, Inc. (NYSE:WGO) Q4 2023 Earnings Call Transcript October 18, 2023

Winnebago Industries, Inc. beats earnings expectations. Reported EPS is $1.59, expectations were $1.32.

Operator: Good day and welcome to the Q4 Fiscal 2023 Winnebago Industries’ Financial Results Conference Call. [Operator Instructions] As a reminder, this call is being recorded. I would now like to turn the call over to Ray Posadas, Vice President of Investor Relations and Market Intelligence. You may begin.

Ray Posadas: Good morning, everyone and thank you for joining us today to discuss our fiscal 2023 fourth quarter earnings results. I am joined on the call today by Michael Happe, President and Chief Executive Officer; and Bryan Hughes, Senior Vice President and Chief Financial Officer. This call is being broadcast live on our website at investor.wgo.net and a replay of the call will be available on our website later today. The news release with our fourth quarter results was issued and posted to our website earlier this morning. Before we start, I’d like to remind you that certain statements made during today’s conference call regarding Winnebago Industries and its operations maybe considered forward-looking statements under securities laws.

The company cautions you that forward-looking statements involve a number of risks and are inherently uncertain and a number of factors, many of which are beyond the company’s control, could cause actual results to differ materially from these statements. These factors are identified in our SEC filings, which I encourage you to read. With that, I would now like to turn the call over to our President and CEO, Michael Happe. Mike?

Michael Happe: Thanks, Ray. Good morning and as always, thanks for your interest in Winnebago Industries and for taking the time to discuss our fiscal 2023 full year and fourth quarter results. I will provide an overview of performance during the quarter and the full year, then pass the call to Bryan Hughes to cover our financial results in more detail. Following Bryan’s comments, I will return and offer some closing thoughts before the Q&A portion of the call. The tumultuous consumer outdoor market, which characterized fiscal year 2023 for our company, continued as expected into the fourth quarter as lower dealer deliveries and modest retail demand persisted across the RV and marine industries. Our dealer networks continue to demonstrate discipline as it relates to inventory levels given the current demand environment and an industry-wide focus on selling down prior year model product.

Despite these challenges, our teams have remained intently focused on rationalizing our own and channel inventory levels, optimizing our supply chain network and appropriately managing capacity, output and cost in a strategic manner, sometimes at the expense of short-term market share. Those efforts, combined with a disciplined approach to capital allocation, have enabled us to drive meaningful profitability in our consolidated results, particularly in our Towable and Marine segments supported by our diverse portfolio of premium brands and have allowed us to continue investing in our growth initiatives while creating meaningful value for our shareholders. Overall, for our fiscal fourth quarter, we achieved $771 million in net revenues, consolidated gross margin of 16.5% and adjusted earnings per diluted share of $1.59.

Our results reflect a resilient profitability of our diversified business model in a challenging demand environment. Despite a softening in unit sales, the Towable RV and Marine segments, in particular, continued their track record of profitability and margin performance. Furthermore, as inventories across most categories within the RV segments continue to normalize and marine inventories find their own equilibrium, we will remain focused in future quarters on managing our production output accordingly, while maintaining our preparedness and ability to respond quickly and appropriately to evolving market demand conditions for better or worse. RV retail market share performance declined slightly in our fourth quarter, given OEM and dealer focus on reducing prior year model product, where Winnebago Industries brands have been consistently more favorably positioned relative to the industry.

This trend has been anticipated. And we were recently pleased to see August RV market share results from SSIB much steadier than in past months, a good sign of things to come. Grand Design, Winnebago Towables and Newmar, all gained share in the standalone August month. We are being increasingly mindful of providing improved value and affordability within our RV brands with the intent to appeal to consumers who are seeking premium value without sacrificing quality and access to service when needed. Dealers continue to be very disciplined with the wholesale product they are bringing on to their lots and are intentional with their order positions as reflected in our fiscal year-end 2023 backlogs. As we enter and proceed through fiscal 2024, we anticipate gradual easing of pressure on these fronts and expect dealer orders to improve as they prepare for the spring 2024 retail season.

We are already seeing a monthly sequential increase in order backlog by our dealers in the Towables RV segment from June through September. For the marine market, dealers similarly started to pullback on orders to OEMs as they began to work more earnestly on rightsizing the age and mix of their current inventory with retail support. At the same time, the strength of our Barletta brand continues to show through as it continues to garner excitement amongst dealers and demonstrate market share stability and even further growth in some months. Among Barletta’s latest releases for model year 2024 is the industry’s first pontoon boat with twin engines mounted in the center of the boats transom, available on the L25 ultra lounge and meridian floor plants.

And the new Reserve LeSharo, a simplified decontented offering of the ultrahigh-end reserve. Both offerings will begin shipments in December of this calendar 2023 year. We are incredibly proud of the portfolio of premium businesses and the family of products we have in the market today and innovation remains a core pillar of our strategy as we continue to invest in new products, including Grand Design’s new Serenova, an upscale, modern single-axle travel trailer designed for towing by SUVs and available in three differentiated floor plans with distinct and unique attributes, along with the new Reflection 100 affordably priced below our current Reflection fifth wheel model line while maintaining the key attributes, quality and eye appeal of the existing lineup.

The new Winnebago Access stick and tin product marks Winnebago Towables entrance into the conventional travel trailer market with an MSRP starting below $30,000. The access emphasizes premium features such as an enclosed and heated underbelly with a 12-volt take pad heater, power stabillation jacks and factory supplied solar and prep for WiFi. As we have shared in the past, a core tenet to our business is expanding our capabilities and innovation drivers. In Q3 of this year, we announced the acquisition of Lithionics Battery, a leading provider of lithium-ion battery solutions with best-in-class performance, quality and safety. The acquisition of Lithionics Battery has bolstered our house battery solutions differentiation, energized our electrical supply ecosystem and positioned Winnebago Industries as a future leader in electrification.

The integration of Lithionics into the Winnebago Industries family is proceeding as planned. And we are continuing to develop exciting new power generation solutions and winning business with organic and new customers within the outdoor mobility space. Our Lithionics team recently showcased several of its capabilities and new products at the IBEX Marine Show earlier this month in Tampa, signaling a strong intent to offer its innovation to the rest of the marine industry. Complementing this acquisition, the Winnebago brand recently announced the release of the Winnebago Solis Pocket 36B van, which features our exclusive Winnebago plus EcoFlow Power Kit Pro. This power management controller optimizes energy efficiency, reduces weight and simplifies vehicle operations by replacing five essential power components, the inverter, shore power converter, battery energy converter, solar energy converter and alternator energy optimizer, all into a single lightweight system.

Even further, this groundbreaking integrated 48-volt solution reduces charging time, improves battery recovery and introduces a simplified and more intuitive user interface. The new sustainability-focused Solis Pocket 36B packs more into a compact size product than any other RV, providing customers with many of the features and conveniences of a full-size RV. Now turning to the full year. Overall, for our fiscal 2023 full year, we achieved $3.5 billion in net revenues, consolidated gross margin of 16.8%, and adjusted earnings per diluted share of $7.67. While our results are down from the historic year ago period, we maintained strong profitability due to the strength of our evolving and diversified portfolio of premium outdoor recreation brands.

I am incredibly pleased that the foundation of the transformed company we have built over the last 7 years can produce the results we just completed in a difficult market environment. We remain committed to the continuous improvement of our bottom line with a focus on operational excellence, further work on productivity, cost containment and fixed overhead rationalization along with collaboration with our dealer partners to maintain an appropriate and balanced product mix in the field. We are also continuing to look ahead to further developments and investments in innovation to ensure our diverse portfolio of premium brands continues to resonate with consumers and grow our market share. Our new advanced technology center opens this fall. All of these efforts and investments will be greatly beneficial to scaling the business successfully when headwinds turn back around to tailwinds in the future.

I will now turn the call over to our Chief Financial Officer, Bryan Hughes, to review our fiscal 2023 full year and fourth quarter financial results in more detail. Bryan?

Bryan Hughes: Thanks, Mike and good morning everyone. Fourth quarter consolidated revenues were $771 million, 34.6% lower than the $1.2 billion recorded during the fourth quarter of fiscal 2022, driven by lower unit sales related to current market conditions, dealer efforts to reduce inventories with a focus on prior year model product and higher discounts and allowances compared to prior year, partially offset by carryover price increases. As we navigate a challenging environment, we continue to demonstrate resilient profitability and strong margins in the Towable RV and Marine segments. Gross profit was $127.5 million, a decrease of 39.4% compared to $210.4 million for the fiscal 2022 period. Gross profit margin decreased 130 basis points in the quarter to 16.5%.

These declines were driven by volume deleverage and higher discounts and allowances compared to prior year. Fourth quarter operating income was $57.5 million, a decrease of 53.4% compared to $123.6 million for the fourth quarter of last year. Fourth quarter net income was $43.8 million compared to $82.6 million in the prior year quarter. Reported earnings per diluted share, was $1.28 compared to reported earnings per diluted share of $2.61 in the same period last year. Adjusted earnings per diluted share, was $1.59 compared to adjusted earnings per diluted share of $3.02 in the same period last year. Consolidated adjusted EBITDA was $72.9 million for the quarter compared to $139.2 million last year. Turning now to the fiscal 2023 annual results.

Fiscal 2023 revenues were $3.5 billion, gross profit margin was 16.8%, and adjusted earnings per diluted share, was $7.67. Adjusted EBITDA was $355 million or 10.2% of sales. Free cash flow was $211 million. I will now cover our performance by segment. Revenues for the Towable RV segment were $341.4 million for the quarter, down 30.9% compared to the fourth quarter of 2022. This was primarily driven by a decline in unit volume associated with retail market conditions and a cautious dealer network that remains reluctant to add inventory and has prioritized the selling down of prior year model product, as well as higher levels of discounts and allowances compared to prior year. Looking ahead, we will continue to be responsive to evolving market conditions, manage discounts and pricing accordingly and introduce new models to confront competition and meet the shifting needs of our customers.

Towable RV segment adjusted EBITDA margin was 12.5%, up 170 basis points year-over-year, reflecting cost reduction efforts and favorable warranty experience, which overcame volume deleverage and higher levels of discounting and allowances. Towable RV segment profitability continues to demonstrate resiliency despite current retail dynamics. Backlog decreased to $208.1 million, down 63.9% from the prior year due to continued softness in retail conditions and a cautious dealer network. On an annual basis, revenues for the Towable RV segment were $1.4 billion, down 45.5% versus fiscal 2022, driven by a decline in unit volume associated with retail market conditions, a reduction in dealer inventories and higher levels of discounts and allowances compared to prior year, partially offset by carryover price increases.

Segment adjusted EBITDA margin of 12.2% decreased 260 basis points for the full year versus fiscal 2022 primarily due to volume deleverage and higher discounts and allowances partially offset by successful cost reduction initiatives and favorable warranty experience. Turning to our Motorhome RV segment. Revenues were $317.7 million for the fourth quarter, down 42.8% from the prior year, driven by lower unit sales associated with retail market conditions and higher discounts and allowances compared to prior year, partially offset by price increases related to higher chassis costs. As a reminder, our motorhome dealer inventory was notably below desired levels throughout the selling season in the spring and summer of 2022. And as a result, there was an intentional build of dealer inventory in the prior year’s Q4 and therefore, a tough comp this year.

Also in the current year Q4, we experienced a cautious dealer network that was hesitant to place orders given soft and unpredictable retail demand. And we responded by allowing dealer inventory to ease during the quarter as retail for our product outpaced wholesale shipments. Of note and as mentioned during our Q3 earnings call, we experienced some challenges in the implementation of the latest phase of our ERP platform in the Winnebago-branded motorhome business. While the system is functioning as designed, we continue to experience business process adoption and change management challenges during the fourth quarter and used the softer dealer demand environment to continue to constrain production throughput and make the necessary business process improvements to stabilize the environment.

This also reduced shipments into the dealer network compared to what we otherwise could have executed. Our continuous improvement initiatives related to the system implementation continue to this day and our management of capacity and shipments are being thoughtfully metered in the context of a soft retail environment and a hesitant dealer network as we head into calendar Q4, the slow season of RV retail demand. As a result of these actions, our dealer inventory in the motorhome segment as of the end of our fiscal year reflected in retail turns are largely in line with what we are targeting. We anticipate a cautious dealer network prevailing until retail stability materializes and the 2024 selling season demonstrates a more concrete inventory requirement.

Motorhome RV segment adjusted EBITDA margin was 7%, down 690 basis points versus the prior year and 20 basis points sequentially due to volume deleverage, higher discounts and allowance and operational efficiency challenges. Backlog decreased to $688.6 million, down 59.2% from the prior year, driven by continued softness in retail conditions in a cautious dealer network. For the full year, revenues for the Motorhome RV segment were $1.6 billion, down 18.4% from fiscal 2022, driven by unit volume declines related to retail market conditions and higher levels of discounts and allowances compared to prior year, partially offset by price increases related to higher chassis costs. Segment adjusted EBITDA margins were 9.1% for fiscal 2023. Given the current retail landscape, we are targeting a high single-digit adjusted EBITDA margin for the Motorhome RV segment in the near-term, returning to our ongoing double-digit EBITDA margin in the longer term.

Let’s turn to our Marine segment. Revenues were $96.4 million for the fourth quarter, down 21% from the prior year, driven by lower unit sales related to current market conditions and higher discounts and allowances, partially offset by price increases. Marine segment adjusted EBITDA margin of 10.6% decreased 370 basis points versus the prior year due to volume deleverage and higher discounts and allowances. Backlog for the Marine segment was $194.7 million, down 38.1% from the prior year, primarily driven by cautious dealer sentiment related to rising inventories. Consolidated Marine results for the full year fiscal 2023 include revenues of $469.7 million, up 10.5% from fiscal 2022 driven by price increases partially offset by higher discounts and allowances.

For the full fiscal year, Marine comprised 13% of our overall sales mix, reflecting our more balanced portfolio as compared to our historical mix. Segment adjusted EBITDA margins for the full fiscal year were 12.9%, down 140 basis points for the full year versus fiscal 2022 due to higher discounts and allowances compared to prior year. Moving now to the balance sheet. As of the end of the quarter, Winnebago Industries had approximately $592.4 million in outstanding debt, representing a net debt-to-EBITDA ratio of approximately 0.8x, which is just under the low end of our targeted range of 0.9x to 1.5x. Cash flow from operations was a very healthy $294.5 million in fiscal 2023 although a decrease of $106.1 million compared to the record $400.6 million delivered last year, driven by lower profitability adjusted for non-cash items, partially offset by net favorable changes in our working capital.

As I mentioned earlier, the company generated strong free cash flow of $211.3 million in fiscal 2023, including $122.9 million in the fourth quarter, albeit down 32.4% from $312.6 million in full year fiscal 2022. Our balance sheet remains a source of financial strength for us and supports our capital allocation strategy, focused on delivering value through strategic investments in our business to drive growth as evidenced by fiscal 2023’s acquisition of Lithionics Battery. Our strong balance sheet further supports organic growth initiatives, our continuous efforts to improve our operations, increase our capacity where appropriate and return capital to shareholders. During the fourth quarter, we executed share repurchases of $30 million and increased our quarterly cash dividend by 15% to $0.31 per share, reflecting the confidence we have in our ability to profitably grow revenues, capitalize on new opportunities and gain market share in the coming years.

These actions further underscore our commitment to the long-term strength and trajectory of our business. Before I turn things back to Mike, I want to reiterate the strength of our performance despite the challenging market conditions. To illustrate this, bear with me as I once again share our performance for fiscal 2023 relative to the pre-pandemic fiscal year 2019. Wholesale RV industry shipments in our fiscal year just concluded were 317,000. That’s down 23% from the 414,000 industry shipments during our fiscal 2019. Despite that decline in the RV industry, our sales were up 76% in 2023 versus our fiscal year 2019. Our adjusted EBITDA margins are up 120 basis points versus 2019. Our adjusted EBITDA dollars are up 97% versus 2019. Our free cash flow is up 127% versus 2019, and our reported GAAP EPS is up 77% versus 2019, while our adjusted EPS has more than doubled.

These increases are driven by strong organic growth but are also the result of strategic acquisitions we have executed. In summary, we are a much stronger and more diverse company today than we were in 2019 and as a result of our entrance into the pontoon market with the acquisition of Barletta and the electrification opportunity with the acquisition of Lithionics, we have an even larger market opportunity to capitalize on in the years ahead. With that, I will now turn the call back to Mike to provide some closing comments. Mike, back to you.

Michael Happe: Thanks, Bryan. And now a few final comments before we get to the Q&A session. I am proud of and grateful for the Winnebago Industries’ team as we continue to navigate dynamic market conditions, while maintaining our focus on quality, innovation and service. In addition to doing well, we continue to invest in our high-performing culture and focus on doing good in the communities where our customers and teammates live, work and play. During our fiscal year 2023, we gave away a record-breaking $2 million plus financially from the Winnebago Industries Foundation focusing on community, outdoors and access. This is on top of countless hours of physical volunteerism from our team members. Our organization continues to make meaningful progress on all areas of corporate responsibility, and we look forward to releasing later this calendar year.

Our next-generation corporate responsibility report, outlining our specific progress in inclusion, sustainability, giving employee safety and other dimensions. Today also marks another milestone in our company’s history as we are excited to announce the forthcoming launch of a Grand Design branded motorhome lineup, scheduled for release late in our fiscal year 2024. These new models will represent the inaugural foray into the motorhome market under one of the most successful RV brands created and will be a differentiated and complementary offering to our current Winnebago and Newmar brand motorized businesses. Leveraging Grand Design’s inherent strength and unwavering appeal, along with its dedicated and loyal consumer base, we are poised to make a bold entry into this segment.

The Grand Design team is working diligently to bring this exciting launch to life, and we anticipate showcasing prototype models to select dealers in early calendar 2024 with shipments beginning late in our fiscal 2024 year. As we are currently active in product development, standing up the manufacturing infrastructure and our supply chain network and beginning to engage potential dealers for distribution of this new strategy, we wanted to confirm today the increasing positive chatter and rumors in the marketplace. The bottom-line impact to Winnebago Industries will be meaningfully dilutive in fiscal year 2024 due to sizable start-up costs with limited revenue. But this is an incredibly accretive strategy and financial opportunity for the company in future years.

In the coming months, we look forward to the Grand Design team sharing more details about our premium product offerings from Grand Design Motorhome. The excitement surrounding this brand extension is palpable, and we cannot wait to bring these exceptional motorhomes to market, thereby further enriching our portfolio and delighting our valued customers. It is also important to note that the leader and one of the founding partners of the Grand Design business, Don Clark, has recently agreed to a 5-year employment extension with Winnebago Industries as well. We are thrilled for Don and continue to support and appreciate his contributions to the company. As we enter fiscal year 2024, my confidence in the enduring strength of our diverse portfolio of premium brands within the outdoor recreation industry continues to grow.

This diversity not only bolsters our resilience, but also places Winnebago Industries in an enviable position to harness the upcoming market recovery and drive our results and share gains. Our unwavering commitment remains fixed on two core objectives. First, the preservation of profitability balanced with the reinforcement of our already robust market share positions. Simultaneously and second, we are resolute in our dedication to amplifying investments that nurture the long-term health and vitality of our enterprise. This unwavering focus extends to championing quality and innovation across our extensive brand portfolio. Collaboration with our esteemed dealer partners will also remain a top priority. We recognize the pivotal role they play in maintaining the optimal product mix and actively managing inventory together.

We aim to navigate the dynamic market landscape with precision and agility, together with our dealers. Furthermore, we proudly express our enthusiasm for our recent and forthcoming new product releases, including the new Winnebago access and in-class towable offerings as well as the Grand Design Reflection 100 and influence models. These exciting new offerings, not only epitomize the innovation features our discerning customers have come to expect from our premium brands, but also address vital considerations surrounding affordability and aligning perfectly with our commitment to customer satisfaction and excellence. In addition to our unwavering commitment to our existing portfolio, we remain dedicated to the exploration of exciting innovation and the pursuit of strategic market expansion opportunities.

This commitment is evident through our recently announced endeavors which include the forthcoming launch of Grand Design Motorhome and the strategic acquisition of Lithionics Battery. These and other strategic initiatives and investments under development demonstrate our dedication to anticipating and surpassing customer needs as well as our commitment to reinforcing and growing our market share. Together, they reflect our relentless pursuit of excellence and innovation in the ever-evolving landscape of the outdoor recreation industry. Looking ahead, as we enter fiscal 2024, we expect the continued pressure of current retail market dynamics, coupled with dealer apprehension to take on additional inventory amidst those retail challenges, particularly through the first half of our fiscal year.

Our first and second quarters will be formidable. However, we anticipate that as inventory levels further normalize and consumer demand stabilizes. Dealers will exhibit a growing willingness to rebuild inventories and bring in additional models as we enter the back half of fiscal 2024. As we embark on fiscal year 2024, we do so with a robust balance sheet and an improving inventory and working capital position, showcasing the tangible results of our dedicated team’s tireless efforts, which persistently prioritize the streamlining of inventory, the optimization of the supply chain and the meticulous management of capacity, production and expenses. These efforts, combined with prudent capital allocation and the exceptional talents of our more than 6,250 employees have consistently underpinned our solid performance, resilient profitability and healthy operating cash flow within our overall results.

Our strong balance sheet served as the foundation for returning more than $80 million to our valued shareholders throughout fiscal year 2023, executed through a combination of share repurchases and dividends. Notably, over $38 million of this return occurred during the fourth quarter, which unequivocally underscores our unwavering confidence in the enduring strength and potential of our business in the long-term. As we continue to navigate the ever-evolving dynamics of the market, our commitment to adaptability remains unwavering. We will diligently monitor and adjust in response to shifting market conditions with a steadfast focus on profitability, maintaining competitiveness and securing a preferred market position for our esteemed premium brands through collaborative partnerships with our general associates.

That concludes our prepared remarks for this morning. I will now turn the call back over to the operator, who will open the line to your questions.

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Q&A Session

Operator: Thank you. [Operator Instructions] Our first question comes from James Hardiman with Citi. Your line is open.

James Hardiman: Hey, good morning. And thanks for taking – I have two questions here. I guess I’ll start with the Grand Design news. I guess, first, congratulations on getting that news out there. Maybe quantify what that does or that means to margins in 2024? I’m assuming that’s going to be coming out of the motorized segment EBITDA. But then earlier in the prepared remarks, I think you talked about high single-digit motorized EBITDA margin in the near-term. Is that inclusive of the dilution from the Grand Design start-up costs? And I’m assuming that dilution will intensify as we make our way through the year?

Bryan Hughes: Hey, good morning, James, this is Bryan. I’ll take that one. Our investment in total is dilutive to pretax income by $10 million to $15 million in fiscal 2024. It ramps up from $1 million to $2 million in Q1 to $4 million to $5 million by Q4. We expect that investment to be accretive, of course, to our fiscal 2025. This will initially be a corporate investment, James, that is reported in corporate other and will, therefore, not be dilutive to our Motorhome RV segment until such time as we become operational. We will keep you all posted in the forthcoming quarters as to which segment that investment is reported. But that’s our intent sitting here today.

James Hardiman: Got it. That makes a lot of sense. And then maybe we could just dig in. There is a lot of questions around ASPs. Your biggest competitor talked about a high single-digit decline or I guess call it, a 10% decline in towables, a little bit less in motorized. How would you – obviously, you guys don’t give guidance, but how do you characterize the ASP outlook? How should we think about phasing? And then maybe you could speak to affordability for the consumer, right? I mean there is pricing into the channel and then there is pricing out of the channel. There is a decent amount of discounting last year. But if we think about the next 12 months, it seems like pricing is probably going to be coming down. Interest rates, at least in the first half of the year are up. Net-net, how is the consumer going to interpret all of this. And do you think that some of the actions being taken by you guys and the rest of the industry will help spur demand?

Bryan Hughes: James, I’ll start with that, and then I’ll turn it to Mike for some commentary as well because there is a lot there in your question, starting with ASP specifically in the discounting and allowance that we’re witnessing in the marketplace today. In Q4, we talked about elevated discounts and allowances. That was against, as you know, a prior year where it was a pretty robust market still. So while we talk about elevated discounts and allowances, I’d say that they are not out of line with where they have been historically, thinking of it as a percent to grow sales, okay? So they have – I’d say they have normalized. I wouldn’t say that they have – or characterized them as having spiked relative to prior years, okay?

So, having said that, ASPs are also certainly a function not just of the competitive marketplace, but also of the inflationary environment. For the motor home space, I’ll go segment by segment here just briefly. The motorhome space, we continue to see price pressure specifically on our motorhome chassis. And because of that, we expect modest ASP increases still absent mix impacts, okay? But on a unit-by-unit basis, modest ASP increase in the low single to mid-single-digit range. That’s what we’re currently expecting now. We will see what happens to the ongoing pressures we see on the motorized chassis. On the towable space, we are, in fact, seeing some deflationary impacts across the components, the commodity inputs I would, sitting here today, expect deflationary impacts in the mid to high single-digit range on ASPs as we seek to pass along some of those deflationary impacts to our dealers and our end consumers.