The slogan for Indiana is "The Crossroads of America." Indeed, it connects the east to Chicago, then on to the rest of the West. Manufacturers have long used Indiana and Michigan for their homebase due to this fact. The RV Industry is no different. Elkhart, Indiana is the RV capital of the world and has been for a long time. History notes that as early as 1948 it was known as the trailer capital of the world. Many RV manufacturers use this area for its location relative to the rest of the United States, as well as its skilled workforce. It is close enough to Detroit to make use of people skilled with automobiles, as well as in the heart of Amish country, people known for their woodworking abilities. It's an industry that kept the area moving along through recessions and depressions, high times and low times. "The story of California-based Fleetwood Enterprises proves that Elkhart’s story can't happen just anywhere," writes Al Hesselbart in an article on ‘How Elkhart Became the RV Capital of The World.’ With the rising cost of doing business in California, industry giant Fleetwood Enterprises filed for bankruptcy in 2009. Eventually Fleetwood was bought out and they moved the factory from California to Decatur, Indiana, just down the road from Elkhart. This area of the country not only has RV factories, but also RV supplies.
"My father worked in the RV industry and then started a business making cabinets," recalls Karen Cuellar, "And one time he bought a bunch of RV doors that were being liquidated from a manufacturer and put them outside his cabinet shop to sell. They were gone almost right away." Cuellar is the daughter of Henry Bontrager, who is the founder and owner of Bontrager's Surplus, Inc. in White Pigeon, Michigan, very close to Elkhart. This situation kept happening and Cuellar's father realized that there is a market in RV surplus, so he stopped making cabinets and went full time RV and started Bontrager’s Surplus in 1972. Soon after, his son Larry joined and, in 1986, his daughter Karen came to work with him. It's been a thriving family business ever since.
“Inventory at Bontrager's Surplus RV & Mobile Home Supplies lot, including RV doors and windows” [Photo Credit: Bontrager's Surplus]
"We have everything that is inside and outside of an RV," Cueller says. Indeed, on their website, there are items used in a simple RV makeover, such as furniture and cushions, to items that could be used to build a completely new RV, such as water pumps, roofing, windows and more. They have three buildings packed with surplus materials, as well as acres of outside merchandise. "We have several warehouses, too, that are filled with RV supplies that we bring in to replace everything leaving in the busy summer months," Cuellar says. A google review from earlier this month describes Bontrager’s as such: "Great place for RV parts. I needed to replace the fridge in my camper and I was able to get a brand new unit (slight blemish but I couldn't see it until it was pointed out) for less than half the price of the same one new. Next time I will arrive with a list of parts I need since they had even the smallest items that you don't necessarily think about. Very helpful staff. They even loaded my fridge into my vehicle for me." And most reviews are similar. Basically shining where a small business should: great customer service, a huge inventory, and great prices.
How does Bontrager's get its inventory? Originally, Henry Bontrager would go down to see the bargains that the manufacturers in Elkhart would have from time to time. Now, after being in business for 45 years, the manufacturers will let them know when they are going to have a surplus. "Sometimes they change a model or don't put a product in the RV anymore or even just change a color slightly, and then everything the manufacturer has goes for sale to the highest bidder," Cuellar says, "So they let my father and brother know and we put bids on it."
They have wide range of products - from supplies for a High End Class A motorhome to budget trailer surplus that got discontinued at the factory. Their customer base is also varied. "We get people that are trying everything to make their trailer project cost-efficient to those who are replacing a refrigerator on their half a million dollar motorhome."
Being in business for so many years also allows an observation of RV trends through the years. “We still get a lot of older folks, but I’ve noticed that the RV crowd is getting bigger and younger. We get a lot more families coming in to buy things,” Cuellar says. She says they get people from all over the country coming in to buy things; some make their travel plans specifically to include a stop at Bontrager’s. “We are a few miles north of I80/I90 so it is very convenient for many people and, as far as I know, there is not a surplus store as big as us anywhere else.” Their website notes that there is plenty of space to park motorhomes and power hookups if a customer wants to stay the night and shop the next day, too. Cuellar thinks it would be fun to have a large map where customers could show where they are coming from, but there is a problem with that plan. “We have so much product that we don’t have any wall space!” she laughs.