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Old 12-21-2014, 02:04 AM   #1
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Spartan Chassis
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Question Not just another dealer discount question...

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.

In very general terms:
  1. 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?
  2. 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?
  3. 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!

2004 Newmar Mountain Aire 4302
pulling a 2013 Ford Edge Limited

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Old 12-21-2014, 08:01 AM   #2
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Most..... not all dealers start with a 20% off MSRP. Of 20% off a 300K unit is a larger number than a 100K unit. A buddy of mine just picked up a 2014 coach w/ a $325 price tag with a little over 31% discount. Over a 100K off the unit.

Myself and several friends have bought this time of year feeling that we got a better deal. I made a offer one spring on a MH to a dealer in the Philly area. The dealer had the coach on his lot for 17 months. I made a offer 25% under MSRP and he refused. A year later he was advertising the same coach at 29% under MSRP. So WHO knows what there bottom number may be! I Have not seen a price of a MH go up after the winter season.

Would you seem the same discount in July...... depends on the dealer and maybe their recent sales. Maybe some others will weigh in on the experience.

I do know of more RVers who purchased in Nov - Feb. then any other time frame

CC..... Happy Rving!!
2013 Newmar - Canyon Star 3940
2012 Honda CR-V toad
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Old 12-21-2014, 06:24 PM   #3
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Your post refers specifically to "used" and those prices can be all over the place as you already know. I think it comes down to the buyer doing their homework and know the true value of the coach they are looking at. New is a different story as the above talksa about.
Don and Nancy
[2014 40QBH Phaeton, 2015 Buick Enclave, 2yr old sisters Sara n Kaycee, Havanese, Two Segways
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Old 12-21-2014, 10:06 PM   #4
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Thank you CC, Don and Nancy.

I already kinda figured that "off-season" would be a better time to buy, but I'm encouraged by CC's comment that he hasn't seen prices go back up after they've been discounted. I'm hopeful that's the case because we won't be ready to buy until April at the earliest and I really don't wanna wait until next winter.

Have a great one!
2004 Newmar Mountain Aire 4302
pulling a 2013 Ford Edge Limited

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Old 12-22-2014, 11:01 AM   #5
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Hi Wryly Blithe,
Based on your resume, you know the only thing that matters to a dealer is a signed sales contract. The ball rests with you. Determine the price you would pay and sign a sales contract for that amount, with a deposit check good for XX amount of time. For me, I've never been one to be afraid of being laughed off the lot. Just don't get married to the coach before you buy it. Always be ready to walk away.
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