A retail range is merchandised, not bought
A dealer who adds pickup campers to the floor faces the same catalogue an importer does: twelve models across four series, every one of them built to order, and no published price list. The instinctive move is to ask which models are cheap and which are expensive. The catalogue answers a different and more useful question — every model page records the applications that model is positioned for, and read as a set, those applications are the range structure a retail floor needs.
This article reads the applications arrays across the whole catalogue and shows the three-tier structure they already define: an entry tier, a core tier and a premium tier, plus a group of products that deliberately sit outside the tiers. No prices appear at any point — the tiers come from the positioning the factory itself records, and the commercial terms remain order variables quoted against volume and destination.
The three tiers the applications already record
| Tier | Models carrying the signal | Applications as recorded | What the tier tells the customer |
|---|---|---|---|
| Entry | T3, C2 | Entry dealer range, first-time camper buyers, price-led markets (T3); value market, dual-use buyers (C2) | The accessible route into the category, on a body that is honest about what it leaves out |
| Core | T2, T1 | Dealer main range, family touring, rental fleet (T2); off-road dealer range, overland retail, adventure rental (T1) | The volume of the floor: the units most customers mean when they ask for a pickup camper |
| Premium | T5, T6, H1, H2 | Premium dealer range, expedition outfits (T5); four-season retail, premium rental (T6); dealer premium range (H1, H2) | The units the range is judged by — frame-mount or fixed-roof bodies with the top equipment level |
The wording in the third column is taken from the applications arrays on the model pages, not paraphrased around them. T3 is recorded for entry dealer range, first-time camper buyers and price-led markets; the canopy selection guide describes the C2 canvas tent as the lighter and lower-cost roof option of the canopy range. T2 carries dealer main range outright; T1 carries off-road dealer range. On the premium side, both hard-top bodies carry dealer premium range, the T5 adds premium dealer range and expedition outfits, and the T6 adds four-season retail and premium rental. A dealer does not have to invent this structure — it is the structure the factory already records.
What sits outside the three tiers
Three groups of products do not follow the tier logic, and forcing them into it would misread the catalogue. The T4 follows the vehicle, not the price position: it is built for flatbed pickups and light trucks, and its applications — utility and work-truck markets, agricultural dealers, tour operators — are channel definitions rather than retail tiers. The canopy range follows the job: C1 and C2 are recorded for trade and work-truck retail and dual-use buyers, one product that earns its keep by week and camps by weekend. And the roof-top tents follow the roof rack: they mount to any vehicle with a rack or crossbars, are recorded for outdoor retail and 4x4 accessory stores, and containerise as flat packs for mixed loads.
On a retail floor these are the products that widen the reach of the range without disturbing the tier structure — the canopy for the trade customer who needs cargo space first, the roof tent as the accessory entry point that reaches customers who keep their daily vehicle unmodified.
Let the construction justify the tier
A tier only holds on a showroom floor if the customer can see why it sits where it sits. The catalogue supplies the justification in construction and equipment, so the sales conversation never has to lean on price alone:
- Entry: the T3 is specified as a value model — an FRP sandwich-composite body with a smooth painted finish, dual side windows and a proven manual lift, with no expansion compartment and no electric option. The C2 keeps the same all-aluminium canopy as the C1 and carries a high-density waterproof canvas roof tent described as the lighter roof pack.
- Core: the T1 and T2 are welded all-aluminium bodies — the T1 with diamond-cut sloping front lines for the off-road position, the T2 a flat-front design with the most interior volume in the bed-mounted range, an optional electric lift and a catalogued expansion compartment.
- Premium: the T5 bolts directly to the pickup frame and carries a full equipment list including the bathroom module. The T6 pairs an aircraft-grade aluminium body with an insulated hard-shell lifting roof and is recorded for four-season retail. The H1 and H2 are fixed-roof insulated bodies — FRP sandwich panels or one-piece welded aluminium — recorded for dealer premium range.
Inside the cabin, the equipment level is the second tier marker. Interior layout, berth arrangement, kitchen and bathroom equipment, table systems and lighting are configured per order from the options catalogue, and four interior colour schemes sit alongside them — which means two units of the same model can be merchandised at different positions if the market requires it. The construction and the roof are fixed by the model; the interior is where the position is fine-tuned.
Where the price position is communicated without a price list
For RV and 4x4 dealer buyers, the range is described as retail-ready across pop-top, hard-top, canopy and roof-tent price points, without a second supplier — that is the merchandising argument for building all three tiers from one catalogue. On the floor, the tier is communicated by what the customer can see and what the specification names: roof type, construction material, lift mechanism, interior equipment level. Commercial terms stay out of the floor conversation because they are order variables — price and lead time are quoted against order volume and destination for each configuration, and compliance documents are confirmed against the destination market before the order is placed.
Merchandising the range: the checklist
- Read the applications array of every model before assigning it a position — the record, not an assumption, decides the tier
- Place T3 and C2 at entry, T1 and T2 at core, and T5, T6, H1 and H2 at premium; keep the T4, the canopies and the roof-top tents outside the tiers as channel products
- Prepare the one-line construction justification for each tier: value FRP and canvas at entry, welded aluminium at core, frame-mount and insulated fixed-roof bodies at premium
- Set the interior equipment level per tier from the options catalogue, and choose the interior colour scheme with it
- Keep price and lead time out of the floor conversation — quote them against the customer's volume and destination after the specification is confirmed
- Send the tier plan and your market with the vehicle list at process stage 01, so the written specification names the models and options each position needs
A three-tier floor built this way is defensible line by line: every model on it is there because the factory records that application for it, and the construction behind each position does the selling. If you are planning the tier structure for your market, send the market and the vehicle list through the contact page, and the models that answer each position come back in a written specification.