Negotiating price on a used class c.

Here is our story...
Five years ago I found our Nexus Phantom 23P Class C on line at La Mesa RV here in Tucson. I had been in serious negotiations with Nexus to have them build me a new one when this coach with just 6,205 miles popped up on the internet. They were offering this pristine coach which just happened to be exactly what I was looking to build out new for their so-called "Internet" bottom line nonnegotiable price of $47,600. New it would have been $63,000 plus two trips to Elkhart IN to see it, buy and take delivery driving it home to Tucson.

When we went check out the coach it was in perfect condition, the original owners had purchased the wrong RV. The Nexus was too small, as evidenced by the fact that they moved up to a 36' Class A. This told me a number of things...

The dealer had made money hand over fist selling them the new coach, giving them a horrible trade in value {all dealers will} and now sought to double down on us as I wanted to trade our 22' TT. I agreed to pay the $47,600 if they would give me $8,500 for my trailer which is what I would have netted from the consignment sale that had lined up at another dealer. Their initial wholesale trade offer was for $4,500.

It was July 31st and I pointed out to the sales manager that they had undoubtedly already made their "nut" for the month and any units they moved before the close of business would generate substantial cash directly back from corporate. Tell me I'm wrong I challenged him and he sheepishly admitted that I was not.

I balked and we walked out of the little sales closure room {they hate it when you do that}. My bride asked what happens now and I said just wait for it... Five minutes later the sales manager came running out and said he had found a buyer for my trailer and would do the deal. We only paid sales tax on the difference between the two unit prices and saved an additional $600 making our net cost $47K which was well under the NADA Guide pricing of $54,000.

Several factors worked in our favor, I knew the approximate market value of this relatively unknown coach. I was intimately familiar with the Nexus line and the nature of their product having spent several weeks researching the possible new build. I doubt that the dealer really knew what they had.

Take Nada pricing with a grain of salt and look at the big picture. Get the history of the coach and try to ascertain what the dealer likely paid for the coach in trade which will give you a good idea of what they will actually take for it. It had just hit their lot that week and they were looking for quick profit turnaround. What would the same coach actually end of up costing if you bought new? Exploit any sales tax loopholes and bring them to the negotiating table. In Arizona, there is no sales tax on private party sales and they countered with the trade in tax savings which while not as large certainly helped in the long run.

After 5+ years and 53K+ troublefree miles, we could not be happier with our coach. Nada currently shows it to valued at $35 - $55,000 not that we have any plans to part with it. This pic was taken a couple of months after the purchase in northern California:



:C

Dealers purchase from auctions or accept trade-ins to fill their lots.Vehicles at auctions can be vehicles other dealers just want to dump,bank repo's etc. My concern has been that IF a person could not afford to make the payments (assuming it was a repo,and how would you know) then could they afford scheduled maintenance like oil and filter?

A independent inspection is absolutely a must. If the salesman's lips are moving......well you know the rest.
Personally i do not purchase used vehicles from anyone other than the original owner with detailed service records and that has served me well.

Should you decide to purchase used, from a dealer, compare similar rigs from used vehicle websites and go from there.
extended warranties, 70% are never used, sometimes the heavy duty items like engine/trans etc are not covered and the cost of the plan is just not worth it. Todays units have very well built and reliable engines . Now, was it maintained, an inspection by a mechanic on a creeper can tell you that.

Sellers gasp when I pull out my creeper and head under their vehicle, I have caught dealers in flat out lies. A filter covered in oil that he said repeatedly was just changes, he even went into the building, most likely to use the rest room then came back out and said ,yup, changed it last week. I was surveying a vehicle for a friend.

Be patient. Lots of units out there. I hope you find one to your liking.

There is no set price for anything as options, condition and market all contribute to what the price will be.

A older motor home in perfect shape that has been kept updated may be listed for what many would consider a crazy price but what someone else would consider a great price.

Do your research and offer what you feel comfortable with. If the dealer takes it then fine, if not then walk away.

before you buy this rv, have a mobil tech check it out, he,ll find things you never though of ,best money you,ll ever spend on a rv is a inspection ,and not by the dealer. and you want a out the door price. ,, dealer will find hunderds of dollars of extra fees.

Start at 35%, assure them you're a serious buyer, and then go backwards from there. Ultimately the price you pay is what makes you comfortable- and then move on and enjoy it!

do a google search on the rv your looking at. see if it helps.