I was a licensed vehicle salesman for several years back in the 90's (cars and motorcycles) so I'm pretty comfortable with pricing schemes and discounts, but I'll admit the scale of RV pricing is a little outside of my experience.
I started researching used coaches back in August and I've been tracking dozens of them, keeping a close eye on the prices. Recently, I've seen some of the coaches I've been tracking the longest start to drop in price, which isn't a surprise considering the time of year and how long they've been on the lots. What is a surprise is how much the prices are dropping.
I'm seeing $20,000 - $30,000 discounts pretty regularly, and one coach I have on my list just dropped a whopping $42,000! Even more surprising is that they're not dropping down in incremental chunks, they're slashing them by that much all at once.
I get that you start high, cross your fingers and then cut your prices when no one buys it, but it does bring up some questions for me and I'd love some input from you more experienced buyers.
- Are the kind of discounts I'm seeing generally indicative of the normal mark-up across the market? In other words - could I offer a dealer $35,000 off the sticker price and not get laughed off the lot?
- In your estimation, what percentage of the big discounts is because it's winter and what percentage is because of how long the units have been for sale? To put it a different way: Would I see the same deep discounts in July as I'm seeing in December?
- If the units are still for sale 6 months from now, would it be common to see the prices go back up?
Thanks everyone. Shiny side up, rubber side down!