Sneaky Details An RV Dealer Isn't Going To Tell You

The market for RVs can be a bit of a rollercoaster. The item is a genuine crossover between a residential space and a large vehicle. RVs of all sorts (fifth wheels, motorhomes, coaches, and trailers like airstreams, to name a few) can be found at dealerships across the country. Roughly 1 million Americans have chosen a life of permanent mobility and live full-time in an RV. Additionally, over 11 million households have an RV as part of their lifestyle.

Life on the road — at least part of the time — offers an exciting change of pace. RV owners have the ability to pull up stakes and jet off to a new place whenever the desire strikes. With an RV, you can go camping under the stars in one of the United States' best dark sky parks (like Cherry Springs in Pennsylvania or a buffet of options in Utah). But life isn't only peachy when you're traveling in an RV. There are some challenges to be mindful of, just as in any other travel scenario. 

Moreover, the buying experience is often rife with confusion and misdirection. This is particularly true for first-time RV buyers who may not be prepared to handle the sales tactics that an RV dealer has waiting up their sleeve. RV salespeople are a totally different breed from the standard car dealers you may be used to working with. The tricks are amplified, and the potential for heartache is, too, considering the large price tag many RVs fetch and the dual purpose of the vehicle.

At the top of this list is the reality that many people working in the RV sales industry don't have any real-world understanding of the products they're selling. RVs are complicated vehicles, and the lifestyle isn't for everyone. On top of that, RVs are typically exorbitant, with some priced as much as a traditional home. As a result, many people working in RV sales won't have any experience beyond looking at vehicles on the lot or browsing information sheets.

However, most salespeople aren't likely to divulge their lack of experience and knowledge. To do so would undermine the position they are trying to carve out for themselves as a knowledgeable guide in your search to purchase an RV. This lack of expertise can present itself as a problem for a variety of reasons. 

A salesperson who isn't well versed in RV usage won't be able to give you a whole lot of actual detail when it comes to the performance, comfort, and other aspects of a particular model's build. They are also unlikely to provide crucial technical information. Many RV owners have observed that gauges and other onboard tools often deliver incorrect readings, and that's just one of the many downsides to RV living. The salesperson might not know this and other small details, giving prospective buyers a warped view of what an RV can offer them.

In vehicle sales, trade-in values are often derived from the Kelley Blue Book pricing guidelines. Some RV owners might price their automobiles using NADA (National Automobile Dealers Association) figures. However, upon arrival at a dealership, many owners are shocked that dealers almost always severely undercut this figure — even when expecting a trade-in offer of around half the wholesale value.

It's only natural to anticipate a lower trade-in value than you had hoped, but this can feel like a slap in the face rather than a legitimate offer. As a result, many RV owners seek to sell their current model privately before purchasing a new RV. You'll almost certainly get a better price by selling it yourself, but the reality is that this isn't always the best approach. If you owe more than the vehicle is worth on your current loan, trading it in allows you to roll the value of your old RV into the bones of a financing deal for your new vehicle. 

Even if you are severely underwhelmed by the offer on the table, it might be more beneficial in the long run. Unfortunately, an RV dealer is unlikely to help you make sense of these details. They'll almost certainly want to acquire the trade-in vehicle to boost their profits down the line. Therefore, you'll need to do a little research on your own to figure out whether it makes sense to cash out in a private sale or take a value hit.

RV dealerships often offer warranty coverage alongside the sale of a new unit. Warranties can be a valuable addition to your lifestyle on the road. Service protections allow you a unique peace of mind that is impossible to achieve if you know you have to pay for any repair you might encounter out of pocket. Warranties yield a nice profit for dealerships, so they try to push them with notable fervor when working with buyers.

What RV salespeople don't tell you, however, is that some warranty policies may actually be structured like an insurance product rather than blanket coverage for repairs or service requirements. The difference can be disastrous for owners hoping to keep their costs reasonable. A warranty policy is essentially a pre-purchased service agreement, while insurance can fluctuate in cost depending on how often you use it. A dealership isn't likely to highlight that — in the world of RV coverage, there's often a bleedover between the two. It's therefore crucially important to read all the documents provided to you and to do a bit of homework on warranty coverage before finalizing your purchase.

On the topic of warranties and RV repairs, it's also worth noting that your RV will break down sometime in the future. Dealers may play coy when discussing maintenance routines on RVs, especially with brand-new models. They won't want you thinking about the extra costs that come into play, but the reality is that there are plenty of extra repair expenses and replacement requirements. RVs perform two crucial functions; therefore, they are subjected to different usage criteria. These vehicles are mobile living spaces that break in the same way as cars and trailers, but they also require standard living space repairs.

RV owners will need to come to grips with the fact that their vehicle is going to experience small and large repair needs from time to time, and many of these fixes can be done without additional help. Getting to know your way around the toolbox and the RV you've chosen to purchase is simply part of the lifestyle. Repairs at the dealership might run you hundreds or even thousands of dollars. However, a basic self-directed replacement or repair might be achievable with a cheap secondhand part and an afternoon of tinkering.

When you walk around an RV lot with a salesperson, you are likely to hear stories about how great the lifestyle is. Sales professionals in this marketplace will butter you up with anecdotes that other clients have shared with them. They will also discuss details about campsites and other extraordinary aspects of the life that you can expect with an RV in tow. But the reality is that these stories are just one side of the coin. Life in an RV is magnificent at times, but it can be a real headache in other moments.

Parking in a luxury RV park or campground allows you to settle down temporarily and live life without much care. With an RV, you might be able to park near a beach or in a forested area and take in truly magnificent views as you sit back with a cold beer or hot meal. Getting away from the rat race and unplugging for a while is a perk of RV living that can't be stressed enough. 

However, all the work that goes into getting to those moments typically flies under the radar. It can take weeks to pack up your RV ahead of a road trip. Additionally, moving the rig is never a simple task, no matter your skill behind the wheel. Planning a trip, cleaning up before and after a getaway, organizing space within your RV, and the actual task of moving your vehicle from its home base out onto the open road are all major hurdles standing between you and this life of leisure.

Once you've picked out the RV you want at the dealership and moved into the negotiation phase, the real challenges begin. You may find some additional fees and upcharges sprinkled into the paperwork. Unfortunately, this is a natural part of the end-negotiation process of any car-buying experience. However, while you may be successful in eliminating "dealer fees" and other superfluous expenses that feel like gotcha charges, there's one that no RV owner can avoid.

Registering a new RV can cost hundreds or even thousands of dollars. The sticker shock here is enough to send any new buyer reeling into a tailspin of anxiety and worry. The price tag of an RV alone is enough to get the heart racing. If you add that to the massive additional charge tacked on for good measure before the vehicle can be taken out on the road, you will find the entire process a major buzzkill.

Knowing that your RV will be expensive to register before you head into the dealership helps you set your expectations on a more realistic plane. But there's another thing to consider when weighing an RV purchase. The government will take its cut when you register your vehicle, but Uncle Sam will allow you to write off interest from your financing agreement every year as you prepare your taxes. RVs are classified as second homes, leading to the tax benefits and the potentially shock-inducing registration fees.

Buyers who want to get their hands on a new RV do so with the help of a financing product. Dealer financing is a lucrative additional source of revenue for outlets that supply RVs to the public. As a result, they are overwhelmingly interested in getting you to finance your purchase through them rather than completing it in any other way. Interest rates can vary depending on where you live and the state in which you're purchasing a new RV. It's always a good idea to look for outside financing from your bank or credit card provider before purchasing a new vehicle of any sort. This gives you a baseline to work with before you hear the dealer's offer.

Some buyers, on the other hand, may be looking to purchase an RV in cash instead of credit. A cash purchase will certainly save you on the interest that will accumulate over the lifetime of your loan, but RV sales are a little different than other big purchases. Buyers who have opted to purchase in cash aren't always hit with a sneaky swap in pricing, but anecdotal evidence suggests that it happens far more than you might expect.

Indeed, when offering to purchase an RV in cash, some buyers have been met with a surprise increase in price. You'll often hear that cash is king in the real estate marketplace and elsewhere, but it sometimes becomes a liability when purchasing an RV. Moreover, some dealer financing agreements include penalties for paying off the loan early. Naturally, these terms won't be discussed until the end of your engagement with the dealership.

The trope of the sleazy car salesperson is so ubiquitous in the modern world that just reading those words has likely placed a crystal clear image in your mind. However, outright lies aren't as common today as they perhaps once were. With the internet containing such a wealth of knowledge, buyers have more resources at their disposal than ever before. They can arrive at a dealership more equipped to see through a salesperson's trickery. Getting caught in a lie completely sours the relationship and may ultimately tank a potential deal.

However, in the world of RV sales, lies remain a more prominent part of the conversation. This isn't to say that every RV dealership is staffed with liars and cheats. However, the reality is that there's far more to know about an RV, so dealerships can be tempted to cover up flaws and defects as a result. A leak in the roof or a window with broken seals or hinges is difficult, if not impossible, to spot by the average buyer in a parking lot full of choices. 

Not every dealership will engage in these tactics, but you can't be sure without an independent inspection of the vehicle you're considering purchasing. Take the time and, where possible, have a third party look over the RV. This will help you walk away with a much better understanding of its value and the dealer's veracity as a trusted partner.

During an exciting search for a new RV to bring home, many buyers overlook a basic feature that can wreak havoc on their lives in short order. The fact is that homeowners' associations and city codes often restrict what people can park in their driveway or at the curb. You may have to find an alternative location to store your new RV trailer once you bring it home from the lot.

Scrambling to find a suitable parking solution for your new large mobile living space can quickly become an incredible headache. It might be costly to house your RV, or you may have to settle for a parking solution that's quite some distance away and isn't very convenient. Naturally, dealerships won't be inclined to highlight this conundrum that buyers often face once they take home their new toy. Make sure you understand any restrictions that may prevent you from parking your RV in a particular space before signing on the dotted line to prevent additional hurdles, heartache, and expense.

As mentioned previously, RVs break. The reality of repair requirements becomes even more stark when talking about towable living spaces. Unlike a campervan and other similar motorhomes, travel trailers introduce extra hurdles into the picture while offering a variety of RV sizes. To begin, you'll need a vehicle that can tow your RV. You can't rely on an RV dealer to give you accurate information about your existing vehicle's towing capabilities. 

You are virtually assured to hear something along the lines of: "Oh yeah! Your truck has more than enough power to haul this thing, don't worry." Starting with the ability to tow your RV is important, but it's also worth remembering that you will damage both the RV and your truck from time to time. With an RV hitched to the back of your vehicle, you'll lose much velocity, and colliding with an object is almost guaranteed at some point. 

Similarly, hitching your RV involves moving a massive piece of equipment. Ramming it into the tailgate or doing other minor damage to your car is equally likely. Life on the road demands that you understand these risks and just roll with the punches when they come. Otherwise, you'll act timidly every time you move your RV, limiting the enjoyment one typically gets from the experience.

Dealers habitually offer three competing products to buyers. A 2009 study published in the Journal of Marketing Research shows that making a choice among three options is remarkably easier than choosing between two. Salespeople across industries, therefore, package their offerings to buyers with the help of this psychological trick. You'll likely see one choice that doesn't match your desires and is priced near the bottom of your range. 

Another option will almost certainly be a premium selection, extending what you anticipated spending on an RV. Then there will be a Goldilocks option that's more expensive than you may have hoped but meets your requirements well. However, the dealer won't tell you they may be the same products branded under different names. Companies in the RV marketplace typically own more than one named brand and often repackage old underperforming units with new names that mirror their better sellers. 

There are at least 300 RV brands in the U.S. market, but they're all owned by roughly three conglomerates. A salesperson might try to sell you on a Coleman Lantern that's "just like the Coleman Rubicon," for instance. Or, if you have a smaller vehicle, they might try to convince you to purchase the standard Jay Flight instead of a Jay Flight SLX. While manufactured by the same company, the latter is more compact, budget-friendly, and designed for small vehicles to tow effortlessly. There might not seem like much difference between these choices, but this is all part of the effort to throw you off the scent.