December '18

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rv-pro.com December 2018 • RV PRO • 41 tion allows Dalton's RV to diversify and increase its revenue – which currently sits between $3 million and $4 million a year. Sweat Equity & Hardscrabble Years The Fredericksons are no strangers to the RV industry. They got their start in 1992 working for Frederickson's brother, Carl Wayne Frederickson, who owned Bozeman, Mont.-based Big Sky RV. "He taught me how to be salesman: Be good to people; tell the truth, do the right thing and everything else kind of comes together," Frederickson says of his brother. "I worked for him for 12 years." In 2003, the couple emptied out their retirement fund and moved 300 miles from Montana to Wyoming in search of a place to stake their own claim. They settled in the city of Sheridan, which had heavy RV traffic because of its proximity to the Bighorn Mountains. They took out a lease on a corner lot next to a gas station and set up shop in a 14- by 20-foot cabin. From the beginning, the couple fol- lowed the principle of paying as they went, so as not to overextend themselves financially. The two worked as a team to ensure the business was successful and that they made ends meet, with Chari Frederickson sometimes taking on jobs in nursing and teaching to make ends meet. "Times were tough and I'd think, 'OK, I gotta do something to keep things moving forward at least on the home front,'" she says. "When I threatened to do that it seemed like things turned around real fast." When they needed more capital to buy supplies, they saved up the money and, if needed, borrowed from family members and then paid them back with interest. Initially, they started off selling RVs on

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