September '15

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rv-pro.com SEPTEMBER 2015 • RV PRO • 15 in the country – no easy feat considering its location tucked away in a flyover state. The secret, he admits, was a tactic that made the dealership a pariah among the rest of the manufacturer's dealer body: He offered units for just $500 over fac- tory invoice. That, combined with an 800 number, meant Frederickson and his small staff were selling RVs to customers across the country – both sight unseen – as Big Sky had someone near Jayco's Elkhart, Ind., plant to make deliveries directly. "Of course, we've abandoned it long since," he says, because Jayco changed its policy regarding RV sales. "A person who wanted to buy a Jayco from a dealer actually had to go to that Jayco dealer to pick it up. That changed things, but throughout the '90s, we were the No. 1 Jayco fifth wheel dealer for 11 years almost in a row." One thing Frederickson hasn't given up is his dedication to Jayco, a family-owned business much like his dealership. That's why he's very satisfied with the dealer exclu- sive program. "The big benefit for me is that my salesmen can tell the Jayco story from the get-go. We can act like we're a Honda deal- ership where there are no other brands," he says. "Our family story is part of what we do here, and Jayco's family story is part of what we do here. If you're not on an exclu- sive lot, that salesman has to wait until he's landed you on Jayco to even start with the merits of the product. I think that's kind of a disservice." As for the money, Frederickson, who has worked both in the service shop and on sales floor at Big Sky, likes to use an example when he's touting the program to other dealers. "A rebate can be $60,000 at the end of the year and it's basically an accounts payable discount, more or less. It hits you where your book has straight up net profit. Above and far left: Big Sky RV is one of Jayco's top dealers in the country despite the fact that its home city, Bozeman, Mont., has a population of less than 40,000 people. Key members of the Big Sky RV team include (left- to right): Darryl Conrad, operations manager; Donavon Frederickson, owner and vice president; Kelsie Frederickson, administration; Wayne Frederickson, owner and president; and Chris Sinclair, service manager.

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