Ray E. Fernandez started Passport America in 1992, with the idea of filling up empty campsites. Owning a campground and spending money on advertising, he always thought that there should be a more effective way to get campers into campgrounds without it being such a huge expense. Every effort in advertising brought in campers, however the camper’s fee went directly back into advertising in order to keep the business going.
For example, highway signs $1,800 a year (estimation). If the campground charges $15 per night, that would be 120 sites free (not including power costs, etc..). He knew that if he could freely inform thousands of campers about how they could save money by staying for a discounted rate, not only would he be saving money in advertising but people would camp longer, thus increasing his overall gross profit.