RV Price Negotiation | Tips for Negotiating the Best Price for Your Camper Van

[@Markala3940]

Do you also offer RV consulting services to weigh in on a used Pleasure Way purchase I am considering?

[@Ultramobility]

Hi, Mark. Thanks for reaching out. Yes, I am trialing a consulting service right now. I have emailed you more information about it. I'm happy to learn more about how I can help you. If you have further questions please email me at: [e-mail]

[@rblackst]

Mark Fleischman s

[@は私です彼の名前]

Ultramobility What a great idea.

[@mont5584]

For a 2020 Pleasure way Tofila they dropped from msrp $76940. to $69,156. I was thinking $56,000. What is your opinion?

[@samchan6035]

Monty : Is the RV from a local dealer?

[@curiousgeorge2193]

I absolutely love to Negotiate with car and RV dealers. When I have been told "if you can find this vehicle cheaper someplace else, I suggest you go there", great! Up I go and walk out the door AND I do not look back no matter how much they scream and come running after me. I think you can add more specific times to purchase. The end of the month, end of the quarter, and the end of the year. I have purchased two cars on December 31st. The dealership closed at 4pm. I was still there negotiating after 7pm. In the end (over the course of just a few hours of work), I saved thousands. Think of how long it took you to earn $10,000. If you are not intimidated, you can "earn" that (via a lower price) in just a few hours.

[@patrickmahan351]

I worked as a car salesman for several months while I was in between good jobs. I did ok but I hated it. This is all very good advice. Also, something to keep in mind is don’t be afraid to be friendly with the salesman. If he likes you, he actually will fight for you. He’d rather make a little bit of money on the sale than none at all (if you walk). I did convince my boss to give a better deal a few times when it was needed to make the sale. But the flip side of that is, don’t befriend the salesman to the point where you feel like you owe something to him for his time. And I’ve seen my boss give better deals at the end of the day, or at the end of the month, than they ever would on a normal day. They want to bump up those sales numbers.

[@InfiniteBumblebee337]

Having previously worked in car sales, I'm used to seeing all the sales bashing articles and videos demonizing the industry. This is refreshingly thoughtful and accurate. The salesman wants to get the most for his product, the buyer wants to pay the least. It's a dance. Don't take it too seriously; it's not life or death. Most of all, be informed and have fun.

[@Ultramobility]

thanks for sharing Edward!

[@juanvaldez4043]

As a 3rd party rv inspector, pay attention, bring a friend, or hire one of us to check out the unit before signing. Because once you sign the paperwork, any problems you find means you go to the back of the “warranty” line...

[@Wheat002]

Great video Father..

[@thomasmoseley6955]

Wow, your video reminded me of my experience with an RV dealer. Its exasperating playing their game but thanks to your tips, ill be much better prepared next time.

[@parexc07]

My 40 Plus years of work has involved in purchasing large excavating equipment. Well over $150k each time. What I have learned is to figure out the dealers end of fiscal year and buy 1-2 days prior. Takes some research or asking round-about questions to staff members. They want to close out the year end books with good amount of total unit sales. Way better deals can be had when they are scrambling those last closing days.

[@Ultramobility]

thank you for sharing this Gregory!

[@nitabaker9851]

Gregory A. Parsons how do you do that?!!! Are you meaning the company or the salesman? Please tell. TY.

[@steveeriksen7351]

Thanks Gregory for sharing this tip. Have either you or "ultra mobility" determined when Canadian Pleasureway Dealers have the end of their fiscal year? (We are in BC - if location is a factor). Thank you so much @@Ultramobility

[@j.patrickmoore9137]

The next time I hear a salesman say, "If I take that to my boss, he'll laugh me out of the office," I'm going to say, "I love to make people laugh. Let's go back there together!"

[@Ultramobility]

I'd love to see someone do this!

[@Staticphase]

I’m sure you do but your salesman might not appreciate being made to look foolish and may just want to help you not waste time. Great video though.

[@charles7368]

OMG thats funny!

[@04dram04]

He is not lying though. I used to be a new car salesman. The managers wont let us comeback to ask such a question

[@VegasJPH]

I'll be looking at toy haulers soon, next 3 months maybe. If he says those words I'll say that reply & write back. 😂

[@jackwebb5917]

About 10 years ago, I purchased a used corvette from a dealer. I beat them up so bad, that by the time I took my corvette home, the salesman told me “my manager told me to tell you to never bring your business to this dealership”. That’s when I KNEW I ate them alive!!

[@Ultramobility]

haha well done!

[@RonGay58]

The RV purchasing has changed greatly in 2022. Most are sold before they reach the dealer. Things in this video still hold true for used RV's but the new ones are a whole other story. What I'm getting at is maybe its time for a updated video.

[@397coney7]

May/2023; Currently thats not true. It has turned into a buyers market.

[@RonGay58]

@@397coney7 Yes, what a difference a year can make.

[@VegasJPH]

Great video my man. I love it. I'd try this one though... "give me an offer" "how's $100,000" "OMG! I can't take that in to my boss. Give me a REAL offer..." "ok, how's $95,000. Ask again I'll go to $90,000" *smile*

[@Ultramobility]

Good one!

[@thetardis5763]

Great video however, I'm wondering if these tips still apply in 2021 with no inventory to be 'left over' in June/July. Nothing on the lots and manufacturers scrambling to fill orders. I think much of a customers negotiating power is out the window for the foreseeable future. Perhaps you can do an updated version of this topic of how to negotiate in these lean times?

[@397coney7]

Currently May/2023; thats not the case anymore. RV manufacturers have either stopped or slowed builing RV’s, waiting to dealers to sell some stock. I was at a major dealer recently and even though she was pushing “manufacturers cannot keep up demand”, I knew that was a lie. Plus their lot was FULL of RV’s. I didnt see one empty spot. She offered 10k less than MSRP. I knew I could get a better deal. I didn't even counteroffer. I nicely walked out with the deal printed out and waited for her call, which happened the next day. If they were in such high demand, she wouldn't be calling me for a sale. I told her I knew MSRP is already inflated, so the 10k off, was not such a great deal. I told her I won't negotiate over the phone, but that I would stop in with my offer. And then she went down the road of “it may sell before you get here”🙄. I don't care, I'll pick another one from your amazingly stocked inventory😂.

[@josephversace5895]

Though this is video is from an earlier time, I have been watching your videos and subscribed as we are now looking for a "B", though used (can't afford new.) I think one of the tactics used more and more is for the salesman to start the negotiation with "What do you want your monthly payment to be?" I've repeatedly had this experience with auto purchases.

[@Judy-cm6kp]

Loved the role play. Great points that really help buyers with a very expensive purchase.

[@Ultramobility]

thanks Charlie's Mom!

[@o.l.herrera416]

this was what I liked most, the actual role playing, in addition to the insider's thoughts & motivation. thank you, sir. bravo 👏🏿

[@nitabaker9851]

Neal, this is what we needed! You’re the BEST! We need an RV so bad as my hubby and I can’t be separated. But we have three little furry four legged creatures. We need a home on wheels and though we watch all your shows, this is the one we needed. Thank you. Loved your walk through the showroom show also. Would love to design the inside ourselves, that’s our second problem (just want more open space in the smaller RV.) ty.

[@techi3075]

Lol, you right, they do call you back. After 3 hrs we agreed on a 41500 OTD toy hauler. An hr later, they brought the order in and the OTD price was like 45xxx. I was like this is a joke right. Salesman acted like he had no idea what I was talking abt. I stood up, finished my coffee, walked out. Didn’t say a word. Before I got out of the parking lot my phone was ringing. I ended up going elsewhere and bought what I wanted.

[@larrycoffey806]

I can't take that price to my boss. My reply is always, "Let me talk to your boss." Note: If they have to get the boss' price approval, they also have to explain why you left.

[@elischrock5356]

I despise negotiating prices. Its a stupid game where knowing how to play might get you a fair price. Maybe. And not knowing how to play, or playing badly, makes you a sucker. Thanks for the video. Its helpful info.

[@jerrygundrum1]

The RV business is horrible this way. I hate it as well

[@thoughtsinpassing2968]

@@jerrygundrum1 It's SALES, no matter what the product..it seems all sales training comes from the 'USED CAR SALES MANUAL'

[@flyinbryan7151]

I thought this was outstanding, especially them getting you to bid against yourself, and to come prepared knowing your price. Thank you!!

[@Ultramobility]

glad you have found this useful bryan.

[@stevepowsinger733]

I like price negotiating about as much as a colonoscopy. I'm not sure if will even get an RV but they are interesting vehicles when done right. Nice reviews.

[@reggiemoore8620]

Good presentation. I liked how you role-play on each side. I liked also how you brought up purchasing from outside local areas on what to expect. I think a plane ticket and saving money is worth traveling to getting the same model RV that fits one's needs. The depreciation on a new one is so great that reducing your initial cost keeps the money in your pocket. Also, keep in mind the miles generated on the vehicle to the dealership from the manufacturer. For example, the west coast and dealerships add extra cost. These are items I would use to get a good price if buying locally

[@stephenstringer3689]

This was a fun video...thanks! I sold cars when I first started my sales career but stopped after a few months. Just too unethical for me. I can promise you the mgr never heard your first offers. The salesman will disappear and go drink coffee for while and then come back telling you how hard he tried to get your price. You probably won't see the mgr until you get to the point of walking out and then they will show up and try to save the deal. Being prepared and being willing to walk away are your best tools but you have to mean it. If you are too enthusiastic about the van then they know you will probably come back. Also, all those prep and admin fees, etc are just padding on their profit as well as the options full price. I almost rather have a root canal than spend a day ( and it will take most of the day with all their games) with a auto dealer.

[@Ultramobility]

lol wow Stephen thank you so much for sharing! this is really funny. do you mind if I share this in my next live stream?

[@stephenstringer3689]

Share away!

[@cathietonkin5577]

Thank you for the great info. I want to buy an RV at the end of this year, but I hate playing negotiation game!!!!

[@AndrewEllisAndymanout]

While I'm a travelvtrailer guy, this is comprehensive good information.

[@faithsrvtrip8768]

I love this roleplaying the sales scenario! Excellent tips for anyone buying anything from a car to a house to an RV! Loved it! Be ready to walk away is my best tip. Oh, and be willing to leave for lunch and / or bring drinks and protein bars / snacks.

[@Ultramobility]

yep, just remember that you're the one in the driver's seat - literally!

[@therodenthitman]

Way better than I thought this would be, I've bought many many many cars used and some of these never even popped up on my radar. Thanks!

[@Ultramobility]

Glad you liked it!

[@raphaelsanchez4797]

After watching 4 or 5 super helpful videos, I subscribed. Keep up the great work!

[@Ultramobility]

why thank you very very much and please consider joining my community: www.ultramobility.co/ultramobility-community

[@californiahikingadventures2249]

I can’t get past the way you look like a priest with that black shirt , collar and white microphone on your neck 🤣👍

[@andrewbrooks1392]

Hi Neil, Thank you for your excellent advice. I am going to change our RV ('motorhome' here in the UK). Culturally, we Brits are inclined to be slightly over sensitive when it comes to discussing price. I am however, going to embrace your approach. My biggest challenge will, undoubtably be batting off the indignation from the salesman. Having watched your video, I shall now brace myself. But, hey, nothing ventured nothing gained. Thanks again Andrew.

[@doctorisout]

Best video I have seen yet on the topic of buying an RV. However, the title should be "NEVER buy a new RV until we all know dealer cost". We know this for cars. And we have known dealer cost on cars since I was a kid. And it is OK to want to buy a normal vehicle x hundred dollars above dealer cost.

[@Ultramobility]

thank you very much Eric! Glad that you found it useful and thank you for watching!

[@gosman949]

The only problem is that we don't know what the dealer cost is with RVs! Neil's method is a an old fashion negotiation of low balling and then coming up to an agreed price. But even with cars, the dealer cost is not totally accurate. There are incentives that go beyond the dealer cost. So low balling is probably and sadly our only recourse.

[@telanca]

I just stumbled across this video and plan to share it with several people in my area that are going to purchase this year! thank you so much for the helpful advice. Living in Las Vegas the dealer competition part of the video really hits home for me.

[@Ultramobility]

Tela thank you so much for watching and for sharing! I really appreciate it!

[@freespiritsolo9998]

Good information but too many advertisements. I am purchasing a brand new custom aluminum trailer that is 20 weeks before I get it so not much negotiation when they are in high demand.

[@johnpuccetti9383]

Good job! What do you do when you have a wife that forgets which side of the negotiations she is on.

[@Ultramobility]

lol. give her $100 and send her to the mall.

[@jerrydiver1]

What we have heah, is a fail-yuh ta commuicate. Did she come along knowing that every dollar you pay over $yyy comes out of her 'mad money'?

[@You2datube]

Leave her home.

[@wanttoplae]

Great video. You identified and provided cool tips and advice on how to handle a situation where you can risk giving away too much control. Thanks.

[@Ultramobility]

thanks, Craig!

[@Rottingboards]

Where is the best place to find what the price should be? What the average price people pay for a specific RV?

[@jameschandler8898]

Great video...must have taken you hours to be both buyer and dealer! Ok, so..we are getting ready to purchase our 2nd trailer down in Myrtle Beach. We currently have a 2021 32RLI Cougar Travel Trailer and we are interested in purchasing a 2024 Jayco Pinnacle 38FBRK. We stoped into a local dealer the other day and toured a few models but they did not have the one I mentioned at that particular lot "BUT" ...they could have it delivered if we placed a refundable $2500 down pymt. to secure the camper. Now mind you the sister lot is only a mere 29 miles away. So we sidestep that and they offer us a sales price of 109K before we ever mentioned anything about how much we were willing to pay. We asked what the RV was equipped and they basically said it was a very basic model but we could have the items ordered OR a better idea which would save us money would be to order it from the factory with the options we wanted. I am pretty handy and I could install the solar and on demand hot water systems myself as I did on our current camper. So now we said we would think about it without locking into any price and would be back in touch with them. After watching your video I believe $100K might be a reasonable fair price to stick with. They seemed like they would be willing to throw those items I mentioned in at cost as well as pay us what we wanted for out trade. What are your thoughts..and thanks for your video and time reading this. Jim and Diana

[@jamesbentrod6124]

Truly appreciate your informative non-biased videos. Where are you? Hope everything is ok as I have not seen any new programs in awhile.

[@Ultramobility]

thank you

[@chogg611]

I had a similar experience with a car dealer. In the end I wrote the price I was willing to pay on the back of my business card and walked. 2 days later they called and sold me the car for the price I was willing to pay. I had another dealer close as well, but went for the first dealer out of respect for their time spent with me. I ended up buying a few cars from that dealer, so it worked out good for them.

[@Ultramobility]

that's a great idea thanks for sharing!

[@dreamingonmelrosestreet1362]

Just purchased hour class b midwest legend. I believe we got decent deal. msrp 101,000 paid about mid 80's. But we are now deciding about all the dealer add-on. Paint protection, extended warranty, tire protection, gap insurance. Our instinct say skip all that as we know the dealer makes alot money on those add ons and we are not sue we need them.

[@Ultramobility]

no to paint protection, same with tire protection. what's "gap insurance"? maybe extended warranty depending on how much they are charging. the Midwest legend has a 3 year warranty.

[@dreamingonmelrosestreet1362]

Gap insurance is something cover the “gap” between the amount they owe on their car and the car's actual cash value (ACV) in the event something happens to the rv. My other question and you may not be able to answer this but is 5.74% good on 240 month loan if you have over 800 credit?

[@Ultramobility]

not sure about gap insurance. usually your insurance company will cover right away if you just let them know you purchased it. I'm not a lender but with that credit score 5.74% sounds high to me. Good Sam's is offering it for 5.34% www.goodsamrvloans.com/rates/

[@willm3337]

New subscriber... Thank you sooooo much for the information. I'm thoroughly enjoying watching your videos. When I'm ready to pull the trigger, I feel like I'm a better informed consumer.

[@Ultramobility]

Will that's music to my ears! I'm glad you like my channel - keep watching and sharing please!

[@birddyy12]

Totally a big help and a reminder of what most dealers are like for any transportation !

[@Ultramobility]

hi patty - thank you for the comment and for watching my videos!

[@jeffvpoole]

One great video I would love to see is your analysis of the 3 platform chassis and reliability, service cost differences between them, ease of servicing when on the road. This is because I’ve heard nightmare stories about the Sprinter breakdowns and getting them service by Mercedes dealers in obscure areas of the US. Ford and RAM service centers are more readily available. And I’ve heard and read articles on each platforms discussion groups of commercial Van owners around performance and why they went with their van choice. Especially interesting were the RAM Promaster feeds. Having owned a RAM truck previously (diesel) I loved how much they favored the Promaster and they were very detailed on why.

[@Ultramobility]

noted!

[@shelenashares3640]

OMG! I went through this today and I walked away or rather fled!

[@sandra197382]

Wow i am impressed with your tips. In the future I'd like to purchase an RV travel trailer. I did a research on Goole. Now is it true these brands are the worst RV's to buy? It seems there are issues with the propaine tanks and the slide outs.? A coustomer claimed their RV blew out the next day they bought the RV. Unfortunately they had alot of issues with the warranty. Here are the list of bad RV travel trailers. Thor Industries. Thor A.C.E. Motorcoach. Keystone RV. Jayco. Berkshire Hathaway (Forest River, Inc.) Forest River. Coachmen. Other Manufacturers. Gulfstream. Fleetwood. Winnebago.

[@missbehavin8673]

Nicely done. Also, it's good to make sure you are financially able to afford the coach. Get a credit check beforehand. It will smooth out the process.

[@Ultramobility]

good advice michelle!

[@dansalas399]

Well done Neil! Your depiction of the typical sales process is spot on and your tips make absolutely sense to me! Thank you for demystifying the RV purchase process! Also the pros and cons of buying locally vs out of town are clear. What are your thoughts about alternatives of getting service from a non-RV dealer?

[@Ultramobility]

that's a great point Dan. a viewer showed me an email from pleasure way Stating that they would honor warranty work From a non pleasure way dealer. I have to verify that with them but if so that would be great news. Thanks for the compliment!

[@noemiyesfir4177]

The repair shops in my area have such a horrible reputation my husband was seriously thinking about rounding up a couple of his buddies (he's an aircraft mechanic) and starting their own shop. They could hardly do any worse!

[@synsilver3315]

Neil, this video is probably the best straightforward explanation of tips and tactics during RV purchasing. I so appreciate your candid and honest input from your experience/knowledge. Thanks so much, and keep it up. Always, Syn Silver.

[@Ultramobility]

Syn, thank you very much. I appreciate your comment - it's my paycheck!

[@christiangchrisg3302]

Very interesting vid, I'm thinking more than ever to buy a 2nd handed RV ,but not at a high price one . RV can be so expensive to maintenance ...

[@daled.4495]

OMG, NEIL! I appreciate your knowledge, your straightforwardness and your sincerity. I am completely green when it comes to purchasing a motor home. My father recently passed away with dementia and left me with financial obligations and a reverse mortgage on his house, where I currently live. He was a new and used car salesman for a Ford dealership for over 30 years, so I am intensely educated in the realm of negotiation. My father left me with no money. I am relying on the sale of his house to acquire some funding toward the purchase of a Class C coach. I'm thinking all I can afford will be something in the 2018 range, where I would like a Class C and will live in it for my remaining years. After the sale of the house, I hope to have $35-40k maximum - financing is not an option and I can't afford an apartment. Since I'm a beginner, I'm not even sure what brands I should focus on. Even though probably not within my means, I would love to have my coach equipped with solar panels (being almost off grid would be fantastic). So, Neil, as you are a motor home God, what would be some starting advice? I didn't hesitate to subscribe to your channel - what a fantastic video. Any advice you could send my way would be appreciated to the fullest. Thanks so very much, Neil. I feel so fortunate discovering your channel. Dale Doss, [e-mail] With my sincerest appreciation.

[@sylvancreekfarm]

Thank you! I'm one of those people who hates to negotiate, and as a woman I always feel taken advantage of. But could you comment on the apparently fixed price RVs, such as Scamp?

[@Ultramobility]

i personally like fixed pricing and wish that more manufacturers embraced it. takes a load of stress out of the negotiation.

[@jennymcc]

We are new to RVing and plan to purchase a Pleasure-Way van in the next few months. I have watched lots of videos and yours are especially helpful!! When we get closer to purchasing, I hope you will be able to answer some questions for me. Thank you so much!!

[@sswwooppee]

I'm on the hunt for a 4-season 4x4 class B. There are a few custom options out there, but the Revel is top of my list. I think mostly because production isn't keeping up with demand, I'm finding most dealers aren't coming off the sticker price. I'm curious what others think is a reasonable price. I really appreciate the advice in this video, and I'm sure others will too. Thanks!

[@Ultramobility]

hi Christopher. yes right now you're going to have a harder time finding a dealer that will give you a meaningful discount on the Revel. the demand is just too high and moving in to the second half of the year supply will further constraint as Mercedes is moving production of the 2019 model year to North Carolina and a new factory. I hear that the 144 inch wheelbase is getting hit hard with production numbers being slashed by half for many coach manufacturers. therefore don't expect to see much if any discount moving forward for the time being.

[@johnyee9688]

Christopher Swope , I think the Revel is way over priced. You can probably have one custom built for cheaper

[@grandmaster-grouch]

i would give my right leg to get a 2020 refresher on this thanks bud. first time subscriber here!

[@Ultramobility]

awwww sorry so late in responding. maybe i’ll do a refresher

[@sccphilly]

Hi Neil, I know this is an old question, but here you go. Did you use dealership financing companies or did have your own bank financing before going in for negotiations? Also can dealers adjust financing terms for their advantage to offset the discounted sale price? Thank you.

[@AmJaxineer]

Very nice video here, gave it a thumbs up! I do have one question though....and this would be a out of state order. Does "best time of the year" really matter when ordering a RV to be built and not taking one off the lot?

[@deborahann5552]

Nice video but what part of the negotiation did you ever raise your offer?

[@skibum1990]

Are you going to do an update? Supply chain issues, waiting lists for new orders etc. Mostly what is negotiable are used units on their lots.

[@Ultramobility]

maybe… thanks for the idea!

[@Westlandcamping]

I work at a small towable dealer, and I have noticed a fundamental difference between the bigger dealers and smaller ones, the smaller ones tend to be a little less formal, and the larger ones tend to be more like a car dealership. I have seen all of these tricks being used by salespeople who were trained in the "art of the deal" so to speak, but at the same time, some of these techniques or "tricks" may not apply to smaller shops. But, the only real disagreement I might have would be with the "best time to buy" point, but that might be because you are more motor-centric in your focus. Generally, in towables at least, the model year changes on paper early in the year, like April/May-ish, but there won't be any physical difference to the "true model year" until production changes in the late summer, as you were mentioning. This leads to an early model year, and a late model year every year, so the basic label of "2019" could really just be a 2018 with less stuff. But the best time to buy (at least from smaller dealers) is when you find the one you like, since most smaller dealers price based on cost, rather than start at MSRP, every time we replace a floor plan, it will generally cost more due to commodity costs and now with extra tariffs and such driving up the cost. The price really never goes down. That being said, this is really well organized, and I totally agree that an EDUCATED customer is the best customer. Thanks!

[@davidvollmers7630]

I like your presentation on dealing with the Dealers sales rep. They do this dance every day and have the advantage. My question is do any dealers Lease RV's ? I used to release ( off Lease) vehicles. These were all high end models like Mercedes, etc. Thank you,

[@Ultramobility]

thank you!

[@renaissancepoet]

You handled this so much better than I did when I bought a truck in my early 30's. The salesman was younger than me and also very arrogant, and our negotiations nearly turned into a fistfight. LOL Buying a new vehicle/RV is one of the worst experiences in life. Dare I say even worse than paying the taxman every April 15th???

[@equinnimity]

Please, if you are a soft natured woman alone, 1)DO NOT go into the dealership unless you are accompanied by a bulldog natured person. 2)if you are alone or not Do say you are on your e.g. lunchbreak (have an exit strategy). 3) DO NOT buy without thinking it over and have the purchase offer in your hand to look at it on your own time and someone financially savvy to weigh in as a second opinion. 4)Even after you have a good offer verbally DO NOT for a moment assume the battle is won. Your purchase order will sneak in costs. Once tax and fees are added it confuses the issue and you may miss the sneaked in items. 5) On your purchase order force them to break down and state exactly what is under an "umbrella nebulous" grouping because thats where they sneak in charges for items they are not allowed to and can't be pinned down for later because it is not EVIDENT, doesnt say exactly what it is. 6) Do look at the start price of the van and make sure it is what you negotiated. 7) Make sure they don't jumble the figures so you THINK YOUR DEPOSIT IS YOUR DISCOUNT. That sounds ludicrous, but at a deceptive office they will jumble your figures!!! Get a sheet, on the left side write down your start price of the van, your deposit, deduct your deposit to see the amount you are really starting with. On the right side list your fees, etc. Pay that upfront unless you want to group it in with the financed amount. DO NOT TRUST THEM. They may be trustworthy but chances are they are not. 8) Be willing to walk away. 9) if there is a color you want (let's say white or silver because you are fulltiming out in the desert sun), they WILL pooh pooh it and tell you black is just as cool. STICK to your color preferance unless you can get the van for a huge and worth it discount TO YOU. 10)If you say but it has soft panels affixed to the roof which are not as durable (if you are fulltiming they will be pretty beat up within 2 years) the guy will aggressively argue you down and tell you blogs and vlogs are just run by people with complaints who do not know the truth. (Soft panels affixed on your roof will wear!!! Hard panels are best for permanent affixture to your roof.) 11) Go on RVT.com and RVTrader.com and compare prices. In your area your prices may be higher. Just know if you travel to buy you are a captive audience so to speak and there may be other challenges. Only travel if the unit and discount is unique and worth it. 12) Do not underestimate what you are up against when buying an RV. Be smart. 13) they will hustle you with asking you what "you are willing to pay per month" "to structure the deal". Then they will give you a high end on the scale loan interest %, a high deposit, jumble the figures and obfuscate how they are hustling you including the agreed to amount for the RV. I experienced much of the above with Mike Thompson Fountain Valley in Orange County California internet department. I walked away The comments about the soft panels were from LaMesa Rv in San Diego. Sales people may have a reason to be desperate, but be safe and assume they are more cunning than you. Even if you know what the rv looks like they will do their utmost to get you into the dealership and into the financial office. That's where they can apply the most pressure. They will drag it out until you are glazed over and have low blood sugar and cannot form sentences. They will call different people in to talk to you. All to get you to sign. It is a big purchase and they know many people need to be muscled into it at the end. P.s. THE VIN NUMBER! Neil brought up a very good point in the comments below. From the outset request a copy of the manufacturer's invoice for the unit/RV you are considering buying. If you are buying online dont complete a credit check or proceed until you have the vin number, by requesting a copy of the Manufacturer's INVOICE. (it normally is proudly displayed in the unit with a trumped up MSRPrice$). That will give you pertinent info on what you can expect to receive when you buy the unit: 1)the VIN NUMBER of the specific chassy/unit 2)all the included upgrades/assets such as the tv screen, the lithium battery option, etc. Everything listed that has a price next to it on the invoice is included in your RV. Make sure your purchase order reflects your vin number and make sure your unit has all the included upgrades. Neil says he had to get the manufacturer involved in his battle to get the unit with the vin number he purchased. If you did not have the vin number to start with you'd never know. Be prepared to go to battle. And on Roadtreks right now there is no manufacturer available for you (see Neil's video about Roadtrek North America being in receivership). ALSO Once you have your new RV they say you have to read all your warranties to see what services you have to do to maintain the warranty. Your generator for instance has to run a minimum of hours to maintain that warranty (it can't just sit unused). Etc.

[@Ultramobility]

wonderful, helpful tips all! one other thing I would add is to ensure that the VIN number matches the exact unit that you want. I've had the VIN number switched on me on the purchase agreement and I would have purchased the wrong unit. Luckily I found it and made they change it. It was a fight though and I had to get the manufacturer involved!

[@patandersen4271]

God bless you eq, I hope when it's time for me to purchase a B class, I'll have someone in my corner to help me out Thank you, for sharing this important information.

[@geoflyr]

What about now in 2021 with a shortage of Class B’s. Do you still think there is room for negotiation? I’m looking at the Pleasure Way Tofino. Should I wait a couple years? They really are build to order and not in stock. Your Pleasure Way factory tour was awesome.

[@larrygray1557]

While prefer to buy local (use close but non-local carrying the same line in negotiation) I understand the 'service scheduling' issue you described. My one question is a variation of that. What is the dealership is part of a national chain and there are multi-locations in the State. Will you run into the same local service issue if you purchase from one of their sister dealerships? Granted, you probably can negotiate local and have it shipped at additional transport cost, to the local dealer, but significantly better to drive two hours to the sister dealership and actually inspect what you are purchasing. Two reasons for the sister dealer sale - 1) common model at both dealership, but option list better match your requirements at other dealer, or 2) A preferred RV line at sister dealership but manufacturer prohibits local dealer from carrying it due to competing local dealer.

[@Ultramobility]

thanks for sharing!

[@brianwhitaker6040]

Thanks Neil we where away in the camper so watched it but could not comment. Great role play very helpful information.

[@Ultramobility]

Brian, always nice to hear from you - thanks for watching!

[@angelomartinez9039]

You nailed it!! If only I could remain as calm as your during negotiations, I don’t like repeating myself and get kinda of short with them.

[@Ultramobility]

don't let 'em get to you! just walk out - that always works.

[@mcconja]

Interesting video. It’s spring and I want to buy a grand design 321BH travel trailer. Despite being a busy time, I hope I can get a good deal. They are asking 37,400. I offered to buy at 28k with 10k down. We will see how this goes.

[@gypsytarricone2508]

Thanks for your reply Neil. I actually am now talking to La Mesa.

[@Ultramobility]

tell them that I sent you please! it helps me get onto their lot and video their camper vans!

[@Ultramobility]

Gypsy - also feel free to send any offer to me. happy to look it over.

[@emilyheimer5421]

The class Bs are selling as soon as they hit the dealerships. How do you negotiate then?

[@hkhou]

Excellent video. I wished that I had watch this before purchaseing my car. Thanks for sharing.

[@Ultramobility]

Glad it was helpful!

[@tehshorty1]

I am looking at a 2017 Cardado Banff Barely used( 800 miles) at a dealer. No warranty. Is $45 K fair. They have it listed at $55. My first Van and I'm nervous! I'll be a full- timer. There are solar panels and I think a lithium battery. Thanks! I love, love, love your videos!

[@tpolak12]

Greetings, I am a subscriber to Ultramobility and appreciate the legwork you put into your reviews, tips and tricks. I am new to RVing and we are considering purchasing either a class B or B+ RV in the near future. I especially enjoyed your Negotiation segment when purchasing a new RV. My question is how is the best way to negotiate with a dealer at an RV show? Usually they advertise a "Show Price" that is supposedly drastically reduced for the Show. Can I use the same process you describe when visiting a dealer? Or are there other tools I could use to work a better deal at a show? Thanks again.

[@tatanuamashariki7067]

I'm 60 and retired on disability and want a camper van, solis pocket 36a to be exact. I want to get out, travel, and explore. I saw my van, the red one at lazydays rv dealership online. I'm ready to get out there and would consider 90 percent van life at this point in my life. The offer online is 10 percent down on 99,000, 2024, 800, plus monthly payment. I don't need a new one, I'd like a used one, I definitely want the pocket 36a. I don't want to make a down payment at all. I know they are paid upfront from the bank, and over the years, I've gotten screwed. Also, are there payment plans for vans that are built out? Also, for my health, I definitely need a van I can stand up in, or I'd have gotten another van and built it out myself. Sorry for the lengthy message, but what do you think? Also, nice video and very helpful.

[@robertdean6222]

Great video! The consumer is behind the eightball because there’s no blue book or edmunds ? Ok how is my OTD. Price on my 2020 E450 ford chassis on a 22J Jayco Redhawk at $ 58637 ? This price includes $695 prep fee and $150 DOC fee . No taxes because the purchase is out of state. I’m curious how I did because I may go down next week and pick it up ! I did manage to get him off his advertised asking price by $1000 but I feel the unit was priced accordingly already? THANK YOU !!! 😊

[@kimmieRH05]

I know this is an older video, but it popped up in my feed. We are currently in the research and touring phase of the RV’ we are interested in. The information you gave in this video is extremely helpful in my “getting educated” phase. Definitely subscribed!!! 😁

[@jdavisbiblicalco]

SUPERB video, GREAT way to negotiate- thanks for the info!!!!

[@Ultramobility]

Glad you liked it!

[@captsam54]

I work for a RV center as a tech... I recommend buying a couple of years old (way better price) and get an extended warranty.. Our shop does a lot of warranty work for most motorhomes and tow behinds. .. (We are a small operation that gives personal service and we get few complaints)

[@Ultramobility]

thanks for sharing that useful ino Sam Wilson! I purchased an extended warranty on my first rv for peace of mind. the second owners really benefitted!

[@nitabaker9851]

Captain Sam Wilson help.

[@vegnurse8173]

Thankyou so much for making these videos and sharing information. I’m trying to figure which van I want. I really like the Travato 59k. But after listening to you about the CrossFit. I’m interested in it too. Just want a convection oven. It’s odd they didn’t figure out a way to put one in. How is the insulation on the Travato? I’d like to able able to pick up and go any time.

[@Landlordsplace]

Good job and thanks for the hints. I will wait until June. Thanks again

[@Ultramobility]

Have fun!

[@jca3507]

Neil - do these tips still work if ordering through the dealer instead of choosing from their existing inventory?

[@GardenerTobak]

Would you buy a 2018 Hymer or recommend against it now that they're out of business in North America. I'm worried about not being able to get parts. But I do like the Van..

[@jneihart2]

Great video.... if the purchaser has done their homework, there will be no negotiating required. Go in knowing what the vehicle is worth and what you will pay for said item.... done! Why would anyone give away more money than what it is worth?

[@davidgabrie1302]

The best buying experience I had was taken out of Consumer Reports. Find out what the dealer paid for the car and offer $150.00 more for it. I bought my Toyota MR2 that way. Hey Neil, I bet you have a tough time playing Chess against yourself!

[@Ultramobility]

i hate playing chess against myself. i always lose.

[@davidgabrie1302]

Ultramobility try cheating🤔

[@Ultramobility]

i do and my opponent always seems to know when i do!

[@fredricunderhill204]

You are a fantastic salesman

[@PSVitaFan]

Something similar to that happened to me when I went to purchase a car at the Cherry Hill triplex in New Jersey I went to purchase a Suzuki SX4 crossover which is a all-wheel drive small SUV hatchback I took off from both jobs and I called before I drove over there from Philadelphia so I lost a day's pay at both jobs plus gas and tolls I get there I say I'm here for the Suzuki SX4 they asked if I want to go for a test drive I say no I know I want a car They start doing my paperwork and my friend that came with me asks me where the car is so I asked one of the salesman where my car is and he's like Its right out front So I look and I say I don't see it and they point and say it's right there and it was the four-door SX4 but not the crossover So I say that's not the one I called about and they said I was mistaken so my friend has smartphone and he went on their website and I said here it is and they said well what's the last so many numbers of the VIN number of the car and they're like oh that's on our Dodge lot so we are going back and forth with the salesman and he's going to talk to his boss and I'm like an I going to get that car that I called up about in the first place And the manager says to me that we already started paperwork on this car it's a good car it's front-wheel drive and it's been here a while and I'll give you a good price I was like well the Camry I'm trading in is 2 wheel drive, I don't want this car I want the one I took off both jobs to buy I ended up leaving the dealership without the car they kept calling me to come back and purchase the car and the sales manager saying to me what could he do for me to get me to buy this car and I said look I came there for the crossover that's what I want I told him that he should rip up the paperwork and gave me that car and they're all like that's not how it works it doesn't work that way I said well you can keep the car and I never went back

[@patrickmahan351]

I’ve heard a lot of bad stories about that place! Not surprised

[@noonelikeus4]

When buying a travel trailer under 50k, what is a reasonable offer? 10% less? 20% less? Thanks!

[@RM-pn4hl]

I love your rv negotiation tips video. Do you have a video on what are the only fees that we need to pay? I have an invoice that I got from optimum rv and there are fees that I don’t think I need to pay.

[@Blastfence1]

I am looking at a small Motorhomes and don’t have any idea what to offer or what to start off with..

[@jlhopwo]

Hi Neil- we are THIS CLOSE to putting money down on a Pleasure Way Plateau TS. With the current state of the industry (no vans in the lots), how can I start with the listed price? I know what the MSRP is from the manufacturer's web site, but I don't know what the *lot price* is as a basis for negotiation. Thanks! Loved your earlier factory tour video, and the one hour hot seat video as well!

[@nansea9954]

Do sales people read a script? I believe those were the same lines when purchasing my car, too bad I didn't have the tools or skills like you mention here.

[@searay7277]

If you look at mhsv.com the big Texas dealer you will see that they discount class b sprinter vans from coachman Galleria and American coach up to 30% off MSRP. I would walk out of a dealer if they couldn't do better than 20%.

[@Ultramobility]

hey see ray - keep in mind that discounts differ for each manufacturer, region and time of year. i don't think you'd ever get 30% off a PW or Leisure Travel vans. they are just in too short supply BUT better to low ball!

[@searay7277]

Ultramobility yes I agree Supply vs demand but that doesn't necessarily mean that a pleasure way is worth 30000 more than the Galleria. if you broke down the build cost I believe you would find that these vehicles are excessively priced for what you're getting

[@Ultramobility]

hey there sea ray - is a base PW really $30k more than a galleria? keep in mind that a base PW also comes standard with lithium batteries. Also does the Galleria have solar? I couldn't find it as a standard feature or option on their site. The biggest problem I have with Coachmen is their limited 1 year warranty. It really isn't acceptable any longer and signals that they don't stand by the quality of their product. Other smaller coach builders are building coaches just as nice if not nicer than the Galleria (see my video on Tuesday about the Xalta) and are offering 3 year warranties. I don't mean to dissuade you and hope that you take my comment as simply sharing my thoughts.

[@searay7277]

Ultramobility I was just using the Galleria as an example not to say that that's one that I would choose. To me lithium batteries are very nice but unless you're going to be boondocking which I would not even consider boondocking in a class B given its limited holding tank and water tank capacities the need for lithium batteries just isn't there for me. I like the pleasure ways and the leisure travel vans. I'm going to go to the world's largest RV show in September which is in Hershey Park Pennsylvania. I'll let you know how much I can get off a Pleasure-Way or Leisure Travel van when I start negotiating with these dealers.

[@Ultramobility]

i got ya. i agree it is always better to go in very low. you have nothing to lose. i may go to the Hershey park show as well! i have to figure out if i can make it out there. thanks for sharing your thoughts!

[@danapar471]

Amazing info and tips on dealing... Keep up the great work you're doing. Thank you Neil!!!

[@Ultramobility]

dan - really glad that you find my video useful! thank you so much for watching!

[@pammied52]

Same tactics for negotiating a used van?

[@thosg1750]

Very well presented and articulated. The haggling aspect of this process is a downer as any negative feelings against the dealership or salesman have a way of attaching themselves to the product. As you point out, educating yourself, knowing your "walk away" number, and keeping things upbeat are key.

[@Ultramobility]

I wish more dealers would go the route of airstream opening their own dealerships.

[@highdesertrob8076]

rolef seifert You can go to AAA if you’re a member and get the auto buyer program discount. I told them what brand of Class C RV I was looking for and they give you a sheet to give the dealership. It has the no haggle percentage discounts on Class C for gas and diesel, and they show you the invoice at the dealership.

[@papercitygamerjeff1437]

What’s a fair price to pay for shipping and handling on a small 20ft camper at my local dealer. I’m being told $1000 shipping and $750 prep?

[@verykristyn]

I am hoping to get your opinion on 2 deals I'm considering? 2020 Entegra Odyssey 31f. Dealer 1: Not local. Offer ~$74k with autojacks and waiving fees. Dealer 2: Local. Offer $77k, installing the autojacks, and installing 340 watts of solar. I'm leaning towards the local dealer but could I do even better or is the non local deal the best? THANK YOU! :)

[@stevenromaniello3794]

Any thoughts on what would be a fair piece for a 2020 Travato GL with all the options- Luggage rack, ladder, bike rack-screens-dual pane windows etc.? Thanks

[@jerrymullen9661]

If I was to but I would hire you to do so. Awesome job!!

[@Ultramobility]

thanks jerry!

[@carrie0508]

Very educational, I tend to be a sucker for the sales pitch! Great examples.

[@BrightthgirB]

Purchased my RV a year ago that being said I forgot to say thank you! Learned a ton from your channel. The best part of the video are the results(I owned my salesperson)🤌🤜🤛 you are THE MAN.

[@Ultramobility]

Right on!

[@desireelamarche7149]

Hey Neil, can you do a segment on rv insurance? In FloRida, for a class b, what should the cost be?

[@Ultramobility]

hey desiree i have this down in my notebook as a possible episode. thanks for the thought!

[@klabbe698]

Ultramobility Yes I would appreciate knowing about the insurance as well I plan on moving back to Florida