September '15

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16 • RV PRO • SEPTEMBER 2015 rv-pro.com Most people don't count on it as income," he says. "Most dealers in the marketplace perform at a 6 percent rate of revenue, so they get 6 percent of every dollar to the net. My point is to think about how much you would have to sell of another product to replace $60,000 of net. That's how you need to look at it. Just the rebate alone, if it was explained that way, could be enough for me to consider becoming exclusive." Finally, market penetration is key, he says, and that's where Big Sky – which has a sprawling trade area consisting of eastern Montana and northern Wyoming – has excelled, according to Frederickson. "Our market penetrations are in the high 30s for Jayco products in Gallatin County. Big Sky is fairly dominant," he says. "There's no way I could be remain No. 7 in the country in towables without having huge market penetration. Bozeman only has 39,000 people. We have to be dominant." Satellite Store a Winner Part of that success can be linked to Frederickson's second store in Billings, the Treasure State's largest city and home to a pair of entrenched competitors. It's only in its second season, but with just three Big Sky RV exclusively retails new Jayco towables and motorhomes, a strategy the dealership's owners say has proven worthwhile over time. Big Sky employee Jerry Hargrove (left) demonstrates the features on a Jayco coach for new buyers. Shop foreman Bob Hargrove performs routine maintenance on a Jayco Eagle HT fifth wheel.

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