April '19

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44 • RV PRO • April 2019 rv-pro.com D E A L E R S "We're unconventional. Nearly all of our product inventory is on our retail floor and on movable gondolas," says Bruce, while also noting that the department is slatwall designed, rather than standard peg board, and placed on wheels, so the layout can easily change according to season, keeping it fresh and new. "We're aggressive, and also have an online presence on Amazon, so that we can get involved in both parts worlds – brick and mortar versus internet is a constant battle." Staying loyal to specific products also has assisted in pricing. Bruce buys direct through Camco's Platinum program, which allows Manteca to remain price-competitive against online offerings, and he negotiates pricing with NTP-STAG. When Coast merged with NTP-STAG, Bruce also reached out to Arrow Distributing to be aligned with a family-run distributor. "Our partnerships with Blue Ox and PullRite – both of which offer good products and strive to provide quality customer relations – have impressed me immensely," he says. Staff are required to receive quarterly training from both companies, Bruce says, adding that PullRite is the dealer's pri- mary fifth wheel hitch source. "They stand by their product and the end-consumer, and fly out representatives to assist with quality checks and training," he says. "PullRite always answers the phone." Scott Later, PullRite national sales manager, says training is support for PullRite's distributors because they're the ones "talking with the end-users," so the company wants to make sure it provides them with the knowledge they need. "Manteca is a great partner and we've invested a lot in training their personnel, and Mr. Tenney has also invested as well in allowing us access to his key people, such as Thomas, who has been a great help to us," says Later (see sidebar article, "PullRite, Top Dealers Persevere in Competitive Fifth Wheel Market" on page 46). "Supporting our dealers is paramount. All we do is build fifth wheel hitches – it's a small space, but we occupy a good portion of it." Mike Reiser, OEM parts, looks for the right part in Manteca Trailer's warehouse. Lawrence Dinwiddie (left), a forklift driver, talks to RV technician Stan Espinosa. Espinosa squeezes underneath an RV to complete a repair. Manteca's 30-bay service department is fortified with 20 technicians.

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