Purchasing an RV and expecting a positive outcome involves several steps to ensure a successful experience. I’m referring not only to the purchase process, but the (ideally) years of ownership that follow. A few of the critical actions to ensure a positive outcome include knowing
- which RV campers are built well (not many) and which are better off avoided (most)
- what to look for in a camper when purchasing – there are issues with both new and used campers
- what (out the door) price to pay “no more than”
- which extra “upsells” to accept (if any)
- the consequences of signing for a loan for your (soon to be your) camper
I’m going to share with you some details from a conversation I had a recently with a gentlemen who contacted me for help with selling his camper. It’s one of the services I offer through my Concierge RV Buying and Selling Service.
As we spoke, I discovered numerous decisions and actions that we all can learn from, so here goes…
Purchasing an RV Camper? Here’s what we can learn from one buyers experience
It all started as a routine inquiry from a potential client who was inquiring about my Concierge RV Buying and Selling Service. He was looking to sell his 2020 Keystone Avalanche fifth wheel camper. As we talked about his camper, I learned several very disturbing things. I could only reflect in my mind that THIS is why I offer my Concierge service. Had he contacted me BEFORE purchasing his camper, I could have saved him LOTS of heartache!
Sidenote… I’m including photos from recent adventures. Links to each excursion are provided in the description below each image.
Let’s look at the reality of his situation step by step and see what we can learn
Keystone Avalanche Trailers: A poor decision to buy from the get-go
Here’s what I know about Keystone Avalanche. One day while working for a dealer in Casper, Wyoming, we were visited by the Keystone Avalanche factory sales representative. He met with Steve the sales manager. His goal was to get our store to take on his line of trailers. When “reps” do this, they often try to show how their product excels over the competition. After the meeting, Steve shared with me the best thing the rep had to say about his trailers is they have a great profit margin! We both felt that said all that needed to be stated.
The profit margin on a camper is of course not visible to the buying public. When this is the sales rep’s “lead”, you know just what kind of campers these are! Unfortunately, many of the more well known and “popular” manufacturers offer dealers massive profit margins. You may have noted when shopping for an RV camper, there’s lots of discounting from MSRP (retail price.) When a dealer sells a camper, however, trust me, they’re STILL making “bank.”
I’m sure you’d agree, profit margin does NOT equate to product quality.
Keystone is a well known and manufacturer in the RV industry. Upon a quick visit to any RV park across our nation, you’ll see lots of Keystone campers. PLEASE do NOT take these last two sentences as an endorsement of any Keystone camper in any way! In fact, “meh” would be my reaction if asked about my opinion – and that’s being generous! It’s safe to say that when I speak with my clients, there’s no Keystone manufacturer that makes the short list when recommending campers (of any type) to my Concierge clients!
Specifics on his Keystone Avalanche 5th wheel purchase
As I noted earlier, I was contacted about helping with the sale of a 2020 Keystone Avalanche. Brand new, this fifth wheel comes with a MSRP of $70,000. IF one were to consider purchasing a Keystone Avalanche, with an MSRP of $70,000, a buyer should not ever consider paying more than $53,000. Knowing what a dealer makes, honestly a “fair price” would more likely be in the high 40’s. These figures are based upon a time when the 2020 model was available new on dealers lots. Further, I placed fair price in quotes as frankly, knowing the build quality, it’s not worth a dime to me!
As we continued our conversation, I learned he purchased his camper in 2023. At that time, the camper was a used and at least THREE MODEL YEARS OLD.
Further… ready for this? The sales lot he bought from had the chutzpah to sell it to him for $63,000! Reflect upon this… that’s at least $10k MORE than he SHOULD have ever considered paying for it when it was BRAND NEW three years earlier!
Moral of the story: Be sure you know what the fair or reasonable value of a camper is before purchasing it. AND know whether its worth purchasing in the first place when considering build quality.
But wait… it gets better –
RV Financing and the after-effects…
A wise man once told me to NEVER borrow money on something that depreciates over time. This scenario is a classic case of why! When this gentleman and I spoke in March 2025, I learned he put $0. down at the time of purchase (again in 2023.) To his credit, he did start paying more than the minimum monthly payment to “pay down” his loan. As I continued to assess the situation, he shared that he STILL owes $54,000 on this (now) 5 year old camper.
Incidentally, had he not actively paid down the loan, he would still have owed very close to $60,000. when we spoke.
Even with his actively paying down the loan… he still owes at least $1000. more than he should have paid when it was brand new!
So, I had to deliver a dose of reality…
I checked the book value of his camper along with asking prices of comparable campers. I then combined this information with my understanding of the current RV sales environment and offered offered my best thoughts on what he could expect to get for his camper.
Bottom line on his campers value
I suggested we ask just under $40,000. and told him to if a buyer offered in the low to mid 30’s, I’d suggest he accept that offer.
Did he become a client?
He could not afford to! Not because of my Concierge fee, but because he was so “upside down.” Here are the specifics:
Once I delivered the news that most likely he’d have to cut a check to his lender of about $20,000. to sell his camper, he advised me that wasn’t an option. In other words, in round figures, since he owes $54000, if he sells the camper for $34000 (a realistic figure), he would have to make up the $20,000. difference!
As with many prospective clients I’ve spoken with over the past two years (since the RV market collapsed), they WANT to sell their camper but between overpaying for it when they made their initial purchase and having a high payoff, they CAN’T AFFORD to sell it. I feel for him, but there’s really nothing I can do.
What I would NOT do is give him unrealistic expectations regarding what he can expect for his camper, take my fee, and then drop the bomb down the road when there’s zero interest in his camper at the selling price he’s hoping to get. I believe it’s the right way to do business.
RV Sales Outlook for late Summer 2025…
As noted in an earlier post, across much of the nation, we’re past the peak of the RV buying season. RV Sales continue to be anemic – especially motorhomes. There is *some* life in travel trailer sales at this time. Looking at the remainder of Summer and upcoming autumn, I expect sales to remain anemic and sellers to have to accept less than they thought they would otherwise receive. While buyers, if they know how to negotiate, can get truly stellar deals.
For sellers, factors including the campers condition and how it was used matter greatly. Campers used full time are not nearly as desirable than those used infrequently. And… more and more folks are living full time in campers. It is important to know how to assess this when considering a used camper.
If you’re thinking of selling your camper and it has some “issues”, in most cases it is best having those issues addressed before putting it up for sale. Of course, each case is different and I’m happy to speak with potential sellers to address their situation.
If you owe money on your camper, its best to at least pay it down to a figure LESS than what you expect to receive from a buyer. In a perfect world, its best in most cases to pay it off. If you are thinking of using my Concierge RV Buying & Selling Service, please contact me before you make any moves or final decisions.
It’s RV’ing season… NEED ACCESSORIES?
very insightful. I think there are still a few buyers out there that confuse quality with price. The more “I” pay, the better the camper. A fool and his money are soon parted. These buyers are still spending more than a camper is valued at. Sadly, some buyers have money, they’ve been saving forever for this camper “mcmansion” purchase. They will not be turned away from their dream purchase by high prices and negotiations. And sellers-I don’t understand owners that buy new, then after one 1-week camping season, it sits in their driveway for a year and they expect it to appreciate and sell it for 95 cents on the dollar for their over priced purchase decision. But-the market is still shifting from denial to reality. Sadly, many owners (like in the car market) end up trading in to bury their upside down loss in the price and financing of a new overpriced unit.
Great points Rick. We’re on the same page! Cost definitely does not equal quality. Al