October '20

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38 • RV PRO • October 2020 rv-pro.com RV D E A L E R S F or anyone familiar with All Sea- sons RV & Marine, having a quick glance around the Bend, Ore., dealership, would tell them something was out of the ordinary. The dealership's typical unit inventory of more than 300 RVs dwindled down in August to about 50 units – but for good reason. "Sales have been booming," say F&I managers Michelle Bortles and Pete Nelson, who add that it's been difficult for manufacturers to keep up with the high demand. "We actually have a list of specific needs, such as more smaller travel trailers that are flying off the lot with first-time RV buyers. We're also in a huge RV community." All Seasons, a former family-owned dealership that's now operated by four partners, has increasingly been getting more sales from out of state – Idaho, Washington, Montana and California – because their own dealers have run out of inventory. Online sales have increased more than 80 percent, Nelson and Bor- tles say, partly because of the pandemic – and 2020 has a chance of being the dealership's best year ever. It's not just unit sales that are driving profit, however, but also F&I. All Seasons employs 15 salespeople who rely on Nelson and Bortles to get their clients the best possible financing and to offer ancillary products. "And sometimes, we have to deliver bad news if a deal can't get done," Bor- tles says, while Nelson adds, "Naturally, we want to get everyone financed, and there's a lot of stress in that. We get a lot of young families who are great people but who might not have the best credit. But we do everything we can so they can go out and have fun." F&I Profit All Seasons RV & Marine's business managers balance stringent adherence to government regulations while also adding profit and serving customers' needs. By Rob Merwin Tapping into ALL PHOTOS COURTESY OF ALL SEASONS RV & MARINE UNLESS OTHERWISE NOTED F&I managers Pete Nelson and Michelle Bortles are integral to the success of All Seasons RV & Marine. While RV sales have been strong for the dealership this year, the F&I department has a proven track record of increasing profits and keeping the dealership in compliance with the many state and federal regulations.

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