What You Need to Know to Structure the RV Deal
From: Jeff Radich
First, I want to
explain the way the usual deal goes down; then I will explain how to take
control of the process and get the price you want to pay. There is a world of
difference, both in the process itself and in the way you will feel when you
are in charge of the deal and you save lots of money.
Now I am going to
tell you something you might be surprised to learn about the purchase of an RV.
My buddy and I
each bought a new Fleetwood Excursion, yet I paid thousand of dollars less for
my coach than he paid for his.
When buying an
RV, each deal is unique and different, even on identical models with similar
options and add-ons. That’s because each deal is negotiated separately, which
is similar to the process of buying a car from an auto dealer. Those who are
smart can save big bucks, while most people will chop a few thousand off the
MSRP and think they got a good deal. Wouldn’t you rather be in the first group?
If you know how
to deal, and depending upon which class and model of RV you buy, you will pay
between $1,000 and $10,000 less that someone buying an identical rig. Sometimes
the difference will be even more. For example, on a high-end RV, which can run
up into the million dollar price range, the difference in what one buyer pays
as opposed to another can vary as much as $50,000.
The price you end
up paying is based on how much homework you do and how savvy you are, but
unless you have all the information contained in this guide, you will pay too
much.
You will be
looking for answers to very basic questions, which you will have before you
step foot on the lot. These important questions are:
»
Information about the dealership – How do they
manage their operations and their customers? What is their philosophy and
vision? Are they there to give personal service, or do they claim to make the
most deals because they have the lowest prices in town? What is the general
quality and look of the dealership and of the RVs they carry? Do they have a
big enough selection?
»
Does the dealer have a good Parts and Service
Department? Is the staff friendly and knowledgeable? Do you feel confident that
they could do a good job servicing your RV and that the dealership will be
around for years to come so you can take your RV in as needed? Remember, even
if you choose to buy your RV out-of-state (which is what I did), make sure a
dealer close to you has an adequate service department for your RV.
Once you decide
that a particular dealership meets your standards for the previous questions,
you are ready to start looking for specific makes and models of RVs that
interest you. Even if you have already decided upon one particular model, look
at other makes and models as well. Until you actually walk through a unit, you
cannot get a true feeling for layout, spaciousness, and how you feel inside.
Also, the more makes and models you compare, the more you have a feel for what
you want.
So you are
walking around the lot looking at different RVs, and you see the one you want.
Get as much information as you can, and look at other units that are the same
make and model but with different options and add-ons.
In addition, look
at bonus report that lists manufacturers for other manufacturers who build the
class you want; then go to their sites and compare those models to the one you
are looking at.
During this part
of the process, it’s very important to take notes, and I will explain why later
in this chapter. Make a note of the MSRP and every option, accessory, and
add-on that you want or need.
Then walk away.
Go visit another dealership, or go home to do your homework. That’s right. Walk
away. Thank the salesman, tell him you will be in touch, shake his hand, and
walk away.
You will find
that the closer you get to the end of the lot, the lower the price becomes. But
don’t be tricked. Hold your ground. In order for the method I will describe
below to work, you must go home and do your homework first or you will not have
the knowledge and power to make the best deal.
Jeff Radich is a
professional research writer and active RV enthusiast. |
