| Statistics show that the 80/20 rule applies to RV | | | | 3. You have the right to know the wholesale and |
| sales profits. That means that approximately 80% of | | | | retail book value of your trade in, as well as the RV |
| all RV's sold will make a dealer an acceptable profit. | | | | you are buying. |
| How much is that? I can tell you it is measured in the | | | | 4. If you finance your RV, you have the right to |
| thousands of dollars. | | | | choose your own source for RV Loans, and the best |
| How about the other 20%? Most of them will fall into | | | | interest rate and terms possible. |
| the area of "just under the acceptable range". But, | | | | 5. If you choose to purchase an RV Warranty, you |
| they are still paying the dealer several thousand | | | | have the right to a fair price and a reputable |
| dollars in profit. Actually, only about 3% - 5% of RV | | | | company. |
| sales made last year were at a profit margin that | | | | Clearly, the dealer is entitled to a some profit. |
| would be considered totally unacceptable to the | | | | Without it he could never survive. Many dealers make |
| dealer. In other words, the customer won... and won | | | | HUGE profits on the RV's they sell. Your job as a |
| BIG! | | | | consumer, is to make sure that he pays the rent on |
| Why am I telling you this? I'm really mad. As angry as | | | | the next buyer... Not you. |
| I have ever been about anything. I get calls all the | | | | You are your own worst enemy... |
| time from friends and clients who have been burned | | | | Most people never take the time and/or money to |
| by fast buck "Slick Willie" salesmen selling a load of | | | | learn. They don't realize that when they walk into the |
| bull and using high pressure tactics. | | | | dealership and sit down, they have taken a knife to a |
| There are just too many "Big City Dealers" anymore, | | | | gun fight. Dealerships spend thousands of dollars |
| who are tarnishing the heck out of the business my | | | | training their sales people to make a good profit on |
| family and I have worked so hard to keep clean and | | | | each and every person they work with. Yet still, the |
| simple. My sales people have always been taught to | | | | vast majority of buyers never take the time to really |
| be courteous, helpful, and most of all professional. | | | | learn how to buy an RV at little or no profit for the |
| They return phone calls, they send thank you notes | | | | dealer. |
| and they treat each and every customer with | | | | Unfortunately there is very little good information out |
| respect. | | | | there on the subject of RV related SAVINGS! There |
| They also are taught two basic principles: | | | | are plenty of books on how to use your RV, fix |
| 1. Make a reasonable profit. We have earned it and | | | | your RV, and travel in your RV. There are even |
| we deserve it. We have to pay the mortgage, | | | | some books on the subject of buying an RV. But all |
| utilities, salaries, commissions, etc. So by all means, | | | | of them combined provide very little real-world, down |
| make us a reasonable profit. | | | | and dirty secrets. |
| 2. Sell RV's. Always try to make a reasonable profit, | | | | I have read every book that is available on the |
| but if you can't... at least try to make some profit. A | | | | subject and find all of them very lacking in good |
| little of something is better than a whole lot of | | | | advice. If you are only armed with the advice in |
| nothing. | | | | these manuals, a good salesman will eat your lunch |
| It's really very easy to save a substantial amount on | | | | every time. |
| the purchase of your next RV. If, and only if you | | | | Not only must you be able to buy your RV very near |
| know exactly what to do. | | | | the dealer's cost, you must be skilled in evaluating the |
| Many people walk into a dealership with the | | | | quality, or lack of it, in the various makes and models |
| impression that they are going into battle. They | | | | you have to choose from. |
| bristle with resistance as the salesman introduces | | | | One important thing to consider is the issue of |
| himself, and begins the cat and mouse game of "I | | | | trade-in. Should you put forth the effort to sell your |
| can sell you... No you can't". | | | | own RV before you purchase another one? Effort, is |
| The salesman is asking qualifying questions, to | | | | the key word. If you put in the effort, you deserve |
| hopefully keep from walking all over the lot and | | | | to keep the profits of your labors. |
| showing each and every RV. You are simply trying to | | | | If you trade in your RV, the dealer will be the one |
| see the different styles, options, colors, models, etc. | | | | who puts forth the effort to sell your unit. He will be |
| It is a tug of war... But it doesn't have to result in all | | | | the one to make interest payments on it while it sits |
| out war. | | | | on his lot. He will incur the advertising expense, sales |
| Obviously the dealer, as the individual or business that | | | | commissions, etc. He will also have to fix any defects |
| has shelled out literally millions of dollars to provide a | | | | or problems as well as providing a warranty on the |
| good inventory of recreational vehicles, has the right | | | | unit for a minimum of 30 days. In other words, don't |
| to regulate the flow of potential customers through | | | | expect to get full retail for your trade-in. It doesn't |
| his doors. He also has the right to dictate what type | | | | happen... Ever. |
| of methods his sales people use. | | | | People ask me time and time again: "When is the |
| When people walk through the doors of the | | | | best time to buy an RV?" My answer is always the |
| dealership, many salesmen, like a cop in a bad movie, | | | | same. "Anytime..." They then typically reply: "No, I |
| will subconsciously read you your RV Miranda Rights. | | | | mean is Winter the best time? Or maybe at the RV |
| "You have the right to remain ignorant. Anything you | | | | Shows? What about the end of the month, I've |
| say can and will be used against you in the sales | | | | heard that is the best time of month..." |
| office. You have the right to speak to your spouse, | | | | The truth of the matter is this. RV dealers need to |
| and to have your spouse present during any | | | | sell RVs all year long. Some sales make a lot, some |
| negotiating. If you cannot afford an RV, one will be | | | | sales make a little. Your job is to make sure you |
| financed for you at 3% over buy rate." | | | | have the skills to play the game effectively. |
| This is the mentality of many, many RV dealers and | | | | As long you armed with the proper tools, and by |
| sales people across the country. They will use any | | | | that I mean information and knowledge, you should |
| means possible to sell you an RV from their | | | | be able to negotiate a deal that is fair to both |
| inventory, and their lot. They will use a multitude of | | | | individual and dealer. No matter what time of year, |
| tricks and strategies to "help" you buy on your first | | | | remember... Information is power. Use it to your |
| visit. They will give you reasons to buy NOW! | | | | advantage. |
| You, as the consumer also have a set of rights that | | | | Do your homework. Research various models and |
| you should go over mentally as you walk through the | | | | dealer pricing. Leave your checkbook at home until |
| doors of any dealership. | | | | you are ready to make an offer. Remember the |
| 1. You have the right to be knowledgeable. Anything | | | | value of the Internet and the ease of shopping it |
| you have learned can be used against the pressure | | | | offers. |
| tactics of any unscrupulous salesperson or greedy | | | | And remember... Be kind to your local RV dealer. He is |
| sales manager. | | | | the one most likely to be servicing and repairing your |
| 2. You have the right to take your time. Although | | | | RV. A few dollars more - spent locally... Are wisely |
| you do have the right to know how to use urgency | | | | spent. |
| to your advantage. | | | | |