Determine its value, make it sparkle, and get the word out to potential buyers.
By Steve Froese, F276276
April 2020
Some people find it daunting to sell an RV. It does take some effort, but it doesn’t have to be stressful. Knowing the steps to take before the sale will give you an edge and will bring some peace of mind the next time you want to find a new owner for your ride.
In many ways, selling an RV is like selling a home. You want your home on wheels to look as good as possible in order to realize the best selling price. While many people use a Realtor to sell their brick-and-mortar house, most of us sell vehicles privately or via a trade-in at a dealership. Professional vehicle brokers can market an RV nationally on your behalf to provide enhanced visibility. Many of them also advertise in Canada, so if you want a broad audience, consider contacting a vehicle sales broker. However, this article focuses on private selling or dealer trade-ins.
The most important step in preparing to sell your RV is knowing its value. RV pricing varies to a certain degree by region, so make sure you research the pricing trends in your area. There are several ways to ascertain the value of your vehicle, and I recommend using all of them.
NADA Guides has been providing used vehicle values since 1933. Prices for motorhomes, travel trailers, fifth-wheels, folding camping trailers, and truck campers can be researched at www.nadaguides.com/RVs. A user starts by entering a base vehicle and then provides the mileage and optional equipment. The website then shows the suggested list price (when the vehicle was new), low retail price, and average retail price. Those values can help a seller decide how to price his or her RV. (Another valuation agency, Kelley Blue Book, does not provide RV information.)
When setting a sale price, take into account upgrades made to your RV.
Next, check the listings of local online and print publications (Craigslist, newspapers, etc.) for RVs similar to yours. Unfortunately, it is often difficult to find comparable units in terms of model, year, features, and condition, so there may not be enough information to allow you to draw a reasonable average price point.
When setting a sale price, take into account upgrades made to your RV.
Also check local dealerships, especially ones that deal in the brand of RV you are selling. While private and dealership sales generally fall at different price points, dealer pricing will provide you with a ceiling price. In other words, set your selling price lower than a comparable unit at the dealer; otherwise, you may not be able to leverage potential buyers.
When selling your RV, mitigating factors may force you to let it go at a lower price than you feel it is worth. These factors may include the time of year and whether you are in a hurry to sell or are under some other constraint.
Winter is not an ideal time to sell an RV, as most people are not in the market to buy. On the other hand, if you tap into a potential market, you won’t be competing with as many sellers. If you are not in a rush to sell, the best strategy is to wait out the buyers. In that case, it’s okay to start on the high end with your price. You can always drop the price later if you don’t get any interest. Another reason to start high is that you likely will end up haggling over price. This is a necessary part of selling something privately, so it is also important to determine your lowest acceptable price.
If you have made any significant repairs or upgrades, be sure to increase your price to account for those. While you are not likely to recover much, if anything, for those upgrades if you trade to a dealership, you can raise your asking price if you are selling privately. However, don’t expect to recover full value for those items.
Once you have determined your initial asking price, it’s time to decide how and where to list your unit. You should list in as many places as possible, and consider putting the vehicle on display, if possible. This may include private sales areas of local RV shows or legally parking your unit in an area with high public visibility. Some communities have lots where people can park vehicles for sale.
The more marketing you can do, the better. List your RV in local newspapers, industry magazines, and on the internet. Don’t forget the Classifieds section in each issue of Family RVing. Consider placing posters and fliers around your community, especially in areas where potential buyers might see them. Finally, it never hurts just to talk with people. You may find a buyer simply through networking.
Before you show your RV to prospective buyers, do a thorough cleaning, inside and out. Make sure everything is neat and tidy, including beds, couches, and pillows.
Before showing your RV to a buyer, ensure it is clean inside and out. Consider “staging” your unit to make it look more attractive. Set the table with pretty plates and champagne glasses; make the bed, complete with hospital folds; and make sure everything is spick-and-span. Don’t forget to wash the exterior, including the engine. Tidy up and vacuum the exterior compartments. Take pictures of the RV in this condition for inclusion in your advertisements.
Finally, prepare a list of all added amenities, as well as upgrades and repairs, and make available to prospective buyers any repair receipts and invoices. As noted earlier, you won’t recover the entire cost of repairs and upgrades, but they are positive selling features. Try to get anything fixed that isn’t working, but failing that, be honest with potential buyers. Be prepared to tell them what isn’t working properly, needs repair, etc.
In summary, know your acceptable price range, emphasize the selling features of your RV, and be honest about what needs work. Present a clean and attractive unit and then be prepared to wait for the right buyer to commit.