If you’ve ever walked onto an RV lot and felt like you stepped back in time, you’re not wrong. The RV buying process can sometimes feel like navigating a maze of outdated sales tactics, vague pricing, and surprise fees.
At Bish’s RV, we believe knowledge is power. And in today’s RV market, knowing how dealerships make money, and how to protect yourself from common traps, is the best way to get the RV you want at a fair price.
Table of Contents
The Low Monthly Payment Trap
Add-Ons That Inflate Your Loan
Bait and Switch
The Online Auction Upsell
Getting Lowballed on Your Trade-In
Hidden Fees
Out-the-Door Price
Fine Print
Refused Inspection
Market Conditions
The Low Monthly Payment Trap
Only $239 per month! You’ve seen it on RV lot signs and dealer websites, but that monthly payment is often meaningless, or even dangerous. Many RV buyers are lured by enticing low monthly payment offers advertised by dealerships. But these deals often mask the total cost of ownership
And here’s why:
Long Loan Terms: RV loans can extend anywhere from 10 to 20 years. The longer the term, the lower the monthly payment, but the more you’ll end up paying in interest.
Higher Interest Rates: RV loans typically come with higher interest rates compared to car loans, leading to a higher overall cost over time.
Total Loan Impact: Small monthly payments over a long term can accumulate to a huge total loan balance. It’s crucial to never base your decision on the monthly payment alone but to consider the overall cost of the RV, including interest and additional fees.
Tip: Always ask for the total price of the RV, including interest, fees, and extras. Never base your decision on the monthly payment alone.
Add-Ons That Inflate Your Loan
Dealers may offer upgrades like extended warranties, paint protection, or tire nitrogen, saying they “only” add $25–$50/month. Over time, that’s thousands of dollars added to your loan.
Here’s how you can protect yourself:
Evaluate Necessity: Do you really need these add-ons? Often, you can find these products at a lower price outside of the dealership.
Shop Around: Instead of agreeing to anything during the high-pressure finance meeting, research add-ons beforehand. For example, extended warranties and tire protection are often available through third-party vendors at a lower cost.
Be strategic
Do you really need the add-on?
Can you get it cheaper elsewhere? (Hint: You usually can.)
Don’t agree to anything during the high-pressure financing meeting unless you’ve researched it
Bait-and-Switch Listings
You find a great RV online. You call. It’s available. You drive hours to the dealership… and suddenly it’s gone. Or worse, it never existed. This is classic bait-and-switch, a common tactic in RV sales.
How to protect yourself:
Call Ahead: Always confirm the availability of the RV and ask for its VIN number to verify its presence on the lot.
Know Your Rights: If the RV is “suddenly sold” when you arrive, leave immediately. A reputable dealership will not mislead customers just to get them on the lot.
Stay Calm: If something feels off about the listing or the dealership’s behavior, trust your instincts and walk away.
Always remember, a reputable dealer will not mislead you to get you on the lot.
The Online Auction Upsell
Some dealers run “auctions” online, then contact bidders with “similar” (read: more expensive) units after the auction ends.
Don’t get caught off guard:
Hidden Reserves: Auctions may have hidden reserve prices, which means the bid price could rise significantly beyond your initial bid.
Data Harvesting: Many online auction systems are designed to collect personal data to upsell more expensive RVs after the auction.
Stick to Reputable Platforms: Avoid dealing with unknown auction sites. Always research the platform and ask about bidding rules, hidden reserves, and final pricing before you place any bids.
Getting Lowballed on Your Trade-In
Trade-in values can be tricky, especially if you’re underwater on your current RV loan (owing more than it’s worth). Dealers may offer you a “great deal” on the new RV but make up the difference by undervaluing your trade.
How to get a fair trade-in value:
Research Trade-In Value: Use resources like NADA Guides or check similar RVs online for pricing. Knowing the market value of your trade-in gives you a solid base for negotiation.
Ask Questions: If a dealership gives you a low offer, don’t hesitate to ask for a breakdown. Is it based on condition, mileage, or other factors?
Consider Other Dealers: Don’t settle for the first offer you receive. Call around to different dealerships and compare trade-in values. You might be surprised by the difference.
Your trade-in IS valuable, don’t give it away!
Hidden Fees: What’s Mandatory and What’s Not
Ever sat down to sign paperwork and noticed a mountain of extra fees? Prep fees. Doc fees. Tire nitrogen. VIN etching. Upholstery protection.
Let’s set the record straight on fees:
Mandatory Fees: Taxes, title, and licensing fees are non-negotiable and must be included.
Optional Fees: Dealer prep fees, advertising fees, and add-ons like warranties or GAP insurance can often be waived or negotiated down. You have the right to refuse these fees if they’re unnecessary for you.
Comparison Shop: It’s wise to compare these fees across dealerships. A dealer with higher “upfront” costs may still offer a better overall deal when considering the full out-the-door price.
The Out-the-Door Price is All that Matters
All fees aside, the only number you should care about is the “out-the-door price” (OTD), the full, final amount you’ll pay including taxes, fees, and extras.
Even if a dealer claims “no hidden fees,” they may just bake them into a higher starting price. Meanwhile, a dealer who charges fees may still come out cheaper overall.
Bottom line: Always compare bottom line prices between dealers, not just sticker prices or payment plans.
Always Read the Fine Print, Twice
Some customers have discovered after signing that their 5-year loan was changed to a 10-year loan, creating balloon payments they didn’t agree to.
Double-Check the Terms: Some deals may surprise you with changes in the loan term, interest rates, or even hidden fees after you’ve signed. Always take the time to thoroughly review everything before leaving the dealership.
Pro Tip:
Take photos of every document as you sign it
Documentation is your best defense!
Refused Inspection = Red Flag
Want an independent inspection before finalizing your RV purchase? You should.
If a dealer refuses to allow it, even with excuses like “insurance reasons,” walk away. Any reputable dealer should allow a third-party inspection.
What to Do: Ask for a third-party inspection if you’re unsure about the condition of the RV. A reputable dealer will have no problem with this and should encourage transparency.
Walk Away if Refused: If a dealer refuses the inspection with excuses like “insurance reasons” or “company policy,” it’s best to walk away. A trustworthy dealer will be more than happy to allow a third-party inspection.
Market Conditions: What You Should Know
Right now, dealers are catching up on inventory, especially towable RVs like travel trailers and fifth wheels. This gives you more selection and more negotiation power.
Inventory Availability: Right now, dealerships are catching up on inventory, especially for towable RVs like travel trailers and fifth wheels. This gives you more options and stronger negotiation power.
Gas Prices and Financing Conditions: While gas prices and financing rates can affect your decision, they may also provide opportunities to shop smart. Keep an eye on these factors to decide the best time to make your purchase.
Buying an RV should be exciting, not overwhelming. By understanding how RV dealerships make money and being aware of the most common tactics, you can approach your purchase with confidence, clarity, and control.
Whether you’re trading in your current RV, browsing online listings, or sitting down to sign paperwork, remember, the power is in your hands. Ask questions, know your numbers, and don’t be afraid to walk away from a deal that doesn’t feel right.
With the right information and a trusted dealership on your side, you’ll be well on your way to finding the RV that fits your lifestyle, and your budget!
Written By: Brooke Erickson
Some say I am a writer, I like to say I am a storyteller