RV Dealers: Stop Losing Money on Aging Inventory & Sell Faster—Here’s How!

Why Some Dealers Are Turning Inventory Faster While Others Are Losing Margin

One of the biggest threats to profitability in RV dealerships is aging inventory. Every day an RV sits unsold, it costs you money—floor plan interest, depreciation, and missed sales opportunities add up quickly.

But the top-performing dealers move units faster and at higher margins. How? They use data-driven pricing strategies and real-time market tracking to stay ahead of the competition.

In this guide, we’ll break down:

• Why RV inventory ages and how it impacts your bottom line
• How to price your units correctly from day one
• Competitive pricing strategies to maximize sales
• How to prevent slow-moving units from dragging down profitability

Tip 1: Price Your RVs for Sales Velocity—Not Just MSRP

Many dealers make the mistake of pricing their inventory based only on MSRP or gut feelings. But the smartest dealers price based on how fast a unit is selling in the current market and how much competition exists for that unit.

RV Pricing Strategies that you can implement:

✔ For a Slow-Moving RV Unit (low demand, high competition):

• Price aggressively below market from day one to move it quickly.
• Avoid deep markdowns later by acting early.

✔ For a Fast-Moving RV Unit  (high demand, low competition):

• Start pricing slightly above market price (up to 103% of the average market price).
• Take advantage of the market demand to maximize gross.

📌 Real - World Example:

A 2023 Grand Design Imagine 2800BH has a national Days to Sale (DTS) average of 65 days. If you see other dealers are struggling to move them past 120 days, pricing aggressively from the start avoids sitting on it for months. But if it's selling in 30 days or less, you can hold a higher margin before adjusting.

🚀 The Lesson:

Going to market with the right price is about matching supply, demand, and sales velocity—not just marking down a percentage off MSRP.

TIP 2: Your Biggest Competitor Is Online, Not a Dealer Across Town

Many dealers think their biggest competition is the store across town.

In reality, your #1 competitor is the one ranking above you on RVTrader, Facebook Marketplace, and other listing sites online.

How Online Listings Impact Sales

When potential customers search for an RV online, they:
🔹 Filter by price—if you’re out of range, they won’t even see your listing.
🔹 Click the first few results—if you’re too far down, you lose leads even before they start.
🔹 Compare listings side by side—if your price is higher without justification, they move on.

How to Price Smartly to Stay Competitive

✔ Track competitor pricing daily – If a dealer within 250 miles drops their price by $1,000, will you know?
✔ Know when to adjust – Even a $300-$500 price drop can move you up in search rankings without slashing margins.
✔ React before the inventory ages – If competitors start discounting aggressively, adjust before you’re forced into deeper cuts.

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📌 Real - World Example:

You list a 2023 Grand Design Imagine at $47,999, but dealers in your area just dropped to $46,499.

If you’re not tracking your competition daily, your unit sits longer, gets fewer inquiries, and eventually forces a deeper discount- hence losing value. 

Small, strategic price adjustments may improve search rankings and drive faster sales.

🚀 The Lesson:

Competitive Pricing Is Not About Always Being the Cheapest—It’s About Always Being the Smartest.

TIP 3: Holding Onto Aging Inventory Costs You More Than You Think

Every dealer has units that linger on the lot. But most don’t realize just how much they’re losing by keeping them too long.

Why Aging Inventory Hurts Your Profitability

• Higher floor plan interest- A unit sitting 120+ days could cost you thousands in extra interest alone.
• Less space for new models- Holding onto old ones forces deeper discounts on incoming inventory to make room for more.
• Buyers lose interest in old listings- Listings that sit too long get fewer clicks, fewer leads, and become harder to sell.

How to Prevent Inventory From Aging Out

✅ Identify slow movers early – If a unit is trending behind its national sales velocity, adjust before it becomes aged.
✅ Adjust price strategically – Don't wait until day 120+ to make a move—price it aggressively while it’s still getting views.
✅ Use data to know when to cut your losses – A unit sitting in 6 months is costing you more than you think.

📌 Real - World Example:

If similar models are selling in 45-60 days and yours is at 90+ days, it’s time to adjust pricing or increase marketing efforts.

🚀 The Lesson:

Inventory sitting too long isn’t just tying up space—it’s draining your profits daily.

TIP 4: Use Data, Not Guesswork, to Improve Turn & Profitability

The most successful dealers aren’t just pricing competitively—they’re pricing strategically.

✔ They know what’s selling fast. They track RV market trends daily.
✔ They know what’s moving slowly. They adjust pricing proactively before units become aged.

✔ They adjust daily to stay competitive. They use real-time data to maximize margin while ensuring fast turns.

📌 Real - World Example:

 A dealer who tracks market trends daily can identify a spike in demand for a particular model and adjust pricing to optimize profit—before competitors catch on.

🚀 The Lesson:

The difference between a good dealer and a great one is data-driven decision-making.

Without a data-driven strategy, you’re just hoping for a sale instead of ensuring one.

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Want to see how your inventory is performing?

We’re offering a free inventory review to help you spot slow movers, price more competitively, and improve turn.

🚀 Click here to schedule a free analysis.

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