September '15

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14 • RV PRO • SEPTEMBER 2015 rv-pro.com I t's uncommon for a typical RV deal- ership to sell just one manufacturer's products. Yet doing so has big rewards, including easier feature-benefit presenta- tions for the sales staff, higher market pen- etration, plus a year-end rebate that goes straight to the bottom line. With advantages like those, it's no wonder Donavon Frederickson, co-owner of Big Sky RV in scenic Bozeman, Mont., has chosen to sell only Jayco RVs since the late 2000s. "It's an entirely unique program," he says. "There's nobody else in the industry that really views their product through the prism of, say, a Toyota dealer franchise. Most of them will just put them wherever they can go." Fredericks, who's been a part of the dealership his father, Wayne, started for 23 of the 27 years it's been open, is equally convinced the relationship is worthwhile for Jayco, too. "If I was on their side of the desk, the more exclusive dealers, the better. Then you're not fighting for shelf space. You're not having to time your programs with what Thor is doing or what Forest River is doing," he says. "I'm just going to buy and sell as much as I possibly can, and what I'm buying and selling is going to be your product. You don't have to worry about somebody swooping in here and offering me an introductory buy to 30 of some other brand." A Mutually Beneficial Relationship It's difficult to imagine a better cheer- leader for the program – or the RV manu- facturer – than Frederickson. He's been selling Jaycos, and selling them well (try 6,200 to date), since Big Sky brought the brand aboard in 1991. In a short time, the store was among the top five Jayco dealers Finding Success in Big Sky Country Big Sky RV prospers in Bozeman, Mont., thanks to its close relationship with Jayco. Its satellite store in Billings is also proving a winner. By Mike Harbour PHOTOS COURTESY OF BIG SKY RV

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