September '15

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rv-pro.com SEPTEMBER 2015 • RV PRO • 17 salesmen and four office staffers, the new store moved 263 units that first year, he says, a minor miracle on a lot that measures just less than 2 acres. It took some careful planning, but Frederickson maintains it's paying off. "The idea was to keep the overhead extraordinarily low and just process a Jayco- branded outlet-style store. We simply don't have the space to do a full-blown dealership – nor would we really want to; we could grow it easily into a dealership in no time. "Obviously, Jayco is what I refer to as a benchmark brand. Most people will shop a Jayco if they can before they buy some- thing else. Big Sky RV has been around a very long time," he says. "We've become a benchmark brand, too, so basically all we did was set up between Pierce RV Super- center and Bretz RV and Marine. "You have to drive by our place if you're going from one to another," he adds. "My thing is: We don't spend any money adver- tising over there. It's all drive by and repeat referrals. My advertising budget over there is nothing, essentially, and we've got as much business as we can handle right now." This year, Frederickson believes his Bill- ings store is on track to move more than 300 units. In June alone, Big Sky sold 138 units between the two locations, with Bill- ings responsible for 40. In Montana, where the total population only recently topped 1 million, both cities are great places to be, he says. For the last five years, Bozeman and Gallatin County has led the state in growth, while Billings and Yellowstone County has 156,000 residents and counting. "Before we opened our Billings loca- tion we were beating national averages for market penetration with shows in Yellow- stone County," he says of Billings, where Parts Manager Bruce Miller (left) is pictured with Service Manager Chris Sinclair in front of the parts and service department. Big Sky has a large, well-stocked parts department, with more than $400,000 worth of inventory on-hand.

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