Negotiating new or used camper
We are in the market to buy a used TT or 5th wheel. We're not good at negotiating the asking price and trade in value. For those of you that are, how do you consider what to pay for the new or used ...
Forum Discussion
I always bring my own financing to the table (either cash or arranged loan) so all they need to know is that they will not be doing the financing. Once we arrive at a price, I will give them the opportunity to try to beat my financing if going with a loan, but you have to check the rate and terms closely to make sure you are comparing apples to apples. I've had a dealer try to pull the slightly lower rate, but extend the term further trick.
As far as the negotiations go, on new units most say to expect about 20-25% off. When I shop, I look around at similar units on the internet and if possible check a discount dealer like RV Direct to get an idea of what prices are running and base my price on that information. If I can't find any good information, I just start at about 35% off from the asking price.
Used are more difficult to determine because you don't know what the dealer has in a unit and there is no way to determine that absent them telling you. I do similar to new units in researching to see if I can find some similar units selling and what they are selling for. Absent that, I start at about 35% off also.
The biggest thing to keep in mind is that this is a business transaction and you have to keep it that way. Some people will be hesitant to give a low offer because they are afraid of offending the dealer. If they are that easily offended, I'll just go somewhere else. Also remember that in a lot of cases, they will simply reject your offer as too low and ask for a higher offer. Don't make another offer until you get a counter offer from them. Make your offer and be quiet. If they can get you to raise your offer before they provide any counter, they have already gotten that much more money from you because when they do counter, it is likely to be the same offer you would have gotten had you waited for them to counter only now you are basing your counter on your original offer instead of the one they got you to raise to.
If you really don't like negotiating, enlist a friend to do it for you as a disinterested third party or do all of your negotiations via e-mail. You can also just do take it or leave it offers, but you have to do your due diligence to ensure your offer is reasonable. Some dealers may not be as eager to work with you so you might have to expand your dealer area some. I have friends that buy all their cars, boats, and RVs via e-mail and never set foot in the dealership (other than looking/test driving to decide what they want) until they come to settle up.
No matter how you decide to go, just remember that it is your money and to keep it all business. You are doing the dealer a favor by considering purchasing a big ticket item from them, not the other way around.
As far as the negotiations go, on new units most say to expect about 20-25% off. When I shop, I look around at similar units on the internet and if possible check a discount dealer like RV Direct to get an idea of what prices are running and base my price on that information. If I can't find any good information, I just start at about 35% off from the asking price.
Used are more difficult to determine because you don't know what the dealer has in a unit and there is no way to determine that absent them telling you. I do similar to new units in researching to see if I can find some similar units selling and what they are selling for. Absent that, I start at about 35% off also.
The biggest thing to keep in mind is that this is a business transaction and you have to keep it that way. Some people will be hesitant to give a low offer because they are afraid of offending the dealer. If they are that easily offended, I'll just go somewhere else. Also remember that in a lot of cases, they will simply reject your offer as too low and ask for a higher offer. Don't make another offer until you get a counter offer from them. Make your offer and be quiet. If they can get you to raise your offer before they provide any counter, they have already gotten that much more money from you because when they do counter, it is likely to be the same offer you would have gotten had you waited for them to counter only now you are basing your counter on your original offer instead of the one they got you to raise to.
If you really don't like negotiating, enlist a friend to do it for you as a disinterested third party or do all of your negotiations via e-mail. You can also just do take it or leave it offers, but you have to do your due diligence to ensure your offer is reasonable. Some dealers may not be as eager to work with you so you might have to expand your dealer area some. I have friends that buy all their cars, boats, and RVs via e-mail and never set foot in the dealership (other than looking/test driving to decide what they want) until they come to settle up.
No matter how you decide to go, just remember that it is your money and to keep it all business. You are doing the dealer a favor by considering purchasing a big ticket item from them, not the other way around.
