Leave Interstate 70 at exit 149A in eastern Indiana and you'll see Tom Raper RVs. Climb into a helicopter for an aerial view, though, to really see all that Tom Raper RVs is—a 60-plus acre complex filled with rows and rows of recreational vehicles.

"We have more RVs, more parts and the largest RV service department in the Midwest," the company touts. "No on else in the Midwest even comes close."

Actually, few, if any, come close in the United States. According to surveys, Tom Raper has sold more recreational vehicles since 1990 alone than any other RV dealer in the country.

Last year, the company sold to customers from 48 states, Europe and other regions around the world. A prince from Saudi Arabia is even one of Tom Raper's clients.

Tom Raper RVs got its start from small beginnings. Just a mile or so down the road from where the mammoth dealer sits today is where Tom Raper, the man, got his start in the vehicle business. In 1964, he paid $40 a month to rent a lot and had fewer than a dozen used cars and trucks to sell.

Today, Tom Raper is actually three companies—Tom Raper Inc., the recreational vehicle division, Tom Raper Homes, the manufactured housing division and Tom Raper Foundation Inc., a not-for-profit organization that supports religious activities. More than 200 employees work in Richmond and its Ohio outlet near Dayton.

And today, Tom Raper is no longer owned by its founder. In 2000, David Bane, who had been the general manager, bought the company from the retiring Raper.

"After 40 years, we still practice the basic small- town philosophy," says Ed Unger, director of operations.

"We've grown in size, but still have the small town mentality," he says. That thinking brought big-time success in part because Raper, who didn't have any children, made everyone a part of his family.

It's a tradition that Bane has continued. This year, Tom Raper RVs extended its charitable work to those in the South affected by the devastating hurricanes Katrina and Rita. "Dave (Bane) felt the need," Unger says. He opened up space to collect goods such as food and clothing for the victims. He then paid to rent semis and hire drivers to ship all that was collected directly to the region. "We've sent two down and have two more to go," Unger says.

He explains that a Tom Raper RV employee had worked previously with the Federal Emergency Management Agency (FEMA) and was familiar with its needs. So that person contacted FEMA to see what Tom Raper RVs could do to help. In addition to collecting donations, the company sold RVs and trailers for FEMA to use.

It was in the 1990s that Tom Raper RVs' family approach was strengthened with its patrons when Tom Raper began hosting annual reunions—better known as the Raper RV Rally—inviting clients and potential clients to come back to Richmond, Indiana, and spend a weekend at the county fairgrounds. For a nominal fee, they would be treated to great food, entertainment and other festivities. Those annual rallies returned a few years ago. This year about 500 motor coaches came back for the rally and the opportunity to see the latest RVs, Unger says.

Just as Tom Raper RVs has grown, so has its customer base, Unger says. "It used to be a lot of 55-plus. Now it's a lot of younger folks too who are interested in the RV lifestyle," he says.

There's something for almost every budget at the Tom Raper RVs complex, from a $3,500 fold-down camper to $300,000-plus deluxe motor home. Unger says a lot of the company's clientele are repeat customers—people who have bought four or five times as they traded up their old recreational vehicles.

He says other customers have heard about Tom Raper RVs from friends who have an RV or the well-known commercials that play throughout the Midwest. Millions have heard and many have chosen to follow the jingle that has played for decades: "Save today, Tom Raper's way. Exit 149A, Richmond, Indiana." e

Tom Raper RVs is a client of Brady Ware, a Leading Edge Alliance firm.