“Last year, as we said, we had a poster this big,” Clark said. “But they did not buy into the poster. What they bought into was the belief that we would build a better business model than what is out there. What helped was the promises we were making what our company was going to be, what our foundation was going to be, we had long standing relationships out there, some 25 plus years. And you just say what you are gong to do. Over the years reputations are made by hard decisions, not the easy ones. That was a quote from Ron Fenech. And I believe that.
Clark believes he and his partners are fortunate to have good reputation in the industry and know many of the A dealers through previous successful ventures. “So we have already earned their trust,” Clark continued. “When we came out with our company we let the larger dealers have a say, we included them in our model; tell us what kind of company you want us to be, tell us what kind of company will work in the present day RV business. And they had a hand in the design of our company. So, when we started we had a built-in dealer base and all you got to do is say what you are going to do and build a hot product. In our industry, product is king. Relationships open the doors to many of these dealerships but at the end of the day your product has to sell.”
Pitch and catch
Clark showed off one of the Solitude fifth wheels. He was busy pointing out the adjustable under-cabinet mood lighting, the extensive custom cabinetry and the entertainment center in the front-end living room when Bill Fenech and a visiting dealer plopped down in the twin recliners facing the big screen TV.