What happens when retail demand slows but wholesale production doesn’t?

In this episode, Kyler and John sit down with Ben Hirsch, Chief Operating Officer at Campers Inn RV, to unpack why better information flow between dealers, OEMs, and suppliers could create a healthier RV supply chain. Ben explains how the bullwhip effect turns small changes in retail demand into much larger upstream swings, leaving the industry with excess inventory when forecasts miss.

Ben shares why faster retail data alone will not solve the problem. Dealers and manufacturers also need to act on that data, changing purchase orders and production plans as conditions shift. He explains how those choices can shape both business health and the customer experience, from product quality to trade-in values.

For OEM and dealership leaders managing B2B2X distribution, dealer networks, and supply chain planning, this episode offers a practical look at how stronger coordination can create a more stable market without removing competition.

Key Takeaways:

• Make Strategy Explicit: Define what each market will and will not pursue, then require local leaders to present how to execute it
• Teach AI Through Use: Put practical tools in managers' hands so adoption starts with better work instead of abstract training
• Protect Long-Term Trust: Treat dealer and OEM negotiations as repeated relationships where today's win cannot come at a partner's expense

Timestamps

(00:00) Meet Ben Hirsch
(03:32) Turning strategy into clear choices across the business
(07:09) Building a differentiated dealership around the ownership experience
(09:28) Helping frontline teams adopt AI without losing the human element
(12:16) Communicating strategy across 1,500 employees and 50 stores
(14:32) Connecting national strategy to regional and store-level decisions
(18:43) Why retail and wholesale demand fall out of sync
(20:40) How the bullwhip effect magnifies small demand changes
(25:09) Sharing retail data faster across dealers, OEMs, and suppliers
(29:21) What better supply chain coordination changes for competition
(33:25) Using repeated relationships to build trust between dealers and OEMs
(37:22) Why industry change has to happen one step at a time