Buying a camper, motor home, or trailer can be expensive, running into tens of thousands of dollars. To get the best deal possible for your purchase, you need proven strategies to help get your dream RV.
The best sales course shares these nine expert tips to help you get the best deal when buying a recreational vehicle.
Do intensive research
According to sales training experts, preparation is two-thirds of the process when negotiating. The same is true about the amount of haggling you can expect when scouting for an RV. Checking online reviews can help you negotiate from an informed position. Platforms such as NADA Guides can be a great source of data regarding the going rates for your target model.
In addition, talking to a trusted RV mechanic or your friends who own RVs can place first-hand knowledge at your fingertips. When you’re armed with information from people in the know, you’re best set to work toward the best deal for an RV unit.
Know coach prices
Many potential buyers walk into a dealership with only a rough guesstimate of how much an RV should cost. Very few people know the market range for the particular model they want to buy.
Not knowing your pricing or budget is a typical pitfall sales course students learn how to fix. With purchasing an RV, not knowing your model price puts you at a disadvantage during negotiations. A fast-talking sales rep can push you into accepting an unfavorable figure if you’re not armed with at least a ballpark number. Since most of the pricing information available will likely be for new units, it’ll help to dig deeper to stay up to speed on used RV rates.
Again, checking NADA Values for the year and model you’re looking to buy can provide some reasonable figures. Also, compare second-hand values from multiple dealers before engaging a salesperson in negotiation.
Shop around
RVs are evolving each year in terms of features and affordability. Even if you have been buying RVs from the same dealer for the last two decades, it doesn’t mean the same dealer will always have the best deal for you.
Keep your options open by checking out what other dealers are stocking. An old competitor or even a new dealer in town may have an offer running or modern features in their coaches at more affordable quotes.
Shopping in as many places as possible, including in the next county, with competing dealers, and online, can open doors to a world of choices. Your regular dealership may be a great place to start, but it might fail to fit your budget on occasion.
Buy used
A new top-spec RV can come with some benefits. These perks can include warranties on parts, less maintenance, and more extended performance. However, new RVs can be expensive, and their value can depreciate fast.
A pre-owned RV may come with even higher benefits than buying a new unit. For instance, going for a two-year-old unit can get you to pocket upward of 30%. Additionally, when talking about a pre-owned unit, you can access information from someone who has had extensive first-hand experience with the particular unit. This information can include fuel consumption, vulnerabilities, price of parts, and reliable repair shop contacts.
Buy basic, upgrade later
When buying an RV, only a fortunate few find the perfect camper with the ideal fittings and gadgets. For most RV owners, shaking things up to modernize or enhance the specs is a priority. It can be getting new upholstering for the seats or new cabinets for the kitchen area. You could be eyeing a new waterless toilet or installing solar panels.
Whatever new fixtures and mods you fancy, these add-ons can drive the cost up in the blink of an eye. Instead of looking to buy a customized unit, you might find it easier to buy a stock coach and upgrade with time. Your RV can be likened to your regular home: You’ll usually want to do some repairs and improvements over time.
Watch finance rates
Financing your RV purchase usually depends on market trends and reflects on current auto loan rates. Shop around for financing deals just as carefully as you shop for the perfect coach.
Turn your back on financing offers from your dealership if you get better rates from other institutions. Similarly, some auto dealers may provide better rates than banks and credit unions. Enrolling in a sales course can let you know your market and negotiate a favorable loan rate with your financier.
Beware of illegitimate fees
Dealerships can add on some unnecessary and “non-negotiable” extra charges. You’ll want to determine which types of expenses are legitimate and which aren’t. Perhaps you’ve noticed outlandish entries, such as “dealer prep fees” or “convenience fees,” when buying a car. These extra charges are the kind that sales courses teach students to avoid.
When buying an RV, the legitimate fees you can expect besides the agreed purchase price include:
- Tax
- License
- Title
- Documentation
- Destination
- Regional ad
- Admin
- Fuel charge
RV purchase fees are only legitimate if they are included in the manufacturer’s invoice. Some fees are outright illegitimate, including:
- Dealer prep fees
- Convenience fees
- Additional dealer markup
- Any other fees not listed in the manufacturer’s invoice
Take risks when negotiating
Like many salespeople, RV dealers can be ambitious in setting their markup. Some dealerships may include outrageous markups of over 50% on some models of recreational vehicles. When you walk into an RV dealership, know that the price sticker on the windshield is not cast in stone.
Don’t fall for the enticing notices of “sale” or “low offer.” This kind of signage is often a lure to let you think the “sale” figure is lower than the market value. That figure might already include a profitable markup for the dealership with a margin for negotiating down.
Go first
According to the best sales courses, being the first to make a move on placing an offer on the table can prevent an unfavorable negotiation anchor price point from being set. So, it pays to open discussions with a figure that suits you.
Start reasonably low. Offer to pay a double-digit discount from the advertised price. If your asking figure is backed up with some comparisons from competitors, it’ll dawn on the sales rep that you know what you’re talking about. The rep is then more likely to make you a better offer.
Summary
With the right sales course, you may be surprised at the skills you can learn and apply when making decisions and claiming concessions when buying an RV. By doing your research and comparing RVs across dealerships and online, you are armed with the correct information to negotiate a better price than the one on the tag.
