October '17

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rv-pro.com October 2017 • RV PRO • 41 The first major challenge was getting the dealership's product lines dialed in. After dabbling in motorhomes in the 1990s, the dealership ultimately chose to focus exclusively on towables. "For a time, we tried to do too much and it just wasn't sus- tainable," Meadows says. "We realized that if you want to be in the motorhome business, you really need a complete line. That just wasn't realistic for where we were at in the growth of our business." So today, Tacoma RV shoots for depth within its chosen product categories, instead of a depth of product categories. "We pride ourselves in the fact that we've got, for instance, the entire Keystone lineup," she adds. "Our customers can see the entire range of towable products, and they can see and move up from unit to unit within our dealership during our relationship with them. That depth of stock is one of the key things that differentiates us from our competitors. "We always have product here, probably between 600 to 700 units at all times," she adds. "Because we've been at this for a while, we know that manufacturers can't get you stock in the spring, so we buy 70 percent of our product in the fall, in anticipation of the next year." Today, the dealership's exclusive focus on towables is a great fit for the customer demographic in the Tacoma area, and toy haulers – a favorite among the increasingly younger and more affluent customer base in the area – are a fast-growing compo- nent of the dealership's business. "Toy haulers are coming on strong the past few years, and probably account for about 15 percent of total sales now," says Below: Sales reps Teddy Rondos, left, and Erin Twilley demonstrate that even with a vehicle the size of this Montana toy hauler, closing up and getting on the road can be a snap. Toy haulers account for about 15 percent of Tacoma RV Center's sales, according to owner Ladonna Meadows.

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