I have had a great deal of experience both buying and selling RVs and think people should understand the mechanics of doing these things.
The best way to find out how much a recreational vehicle is worth is to try to determine it's Fair Market Value. However, doing this is easier said than done!
What Is Fair Market Value?
Fair Market Value is the amount of money a knowledgeable, willing, and non-pressured buyer would actually pay for a product that is being sold by a knowledgeable, willing, and non-pressured seller.
What this means is that a rational person who wants to buy something but does not have to do so and a rational seller who wants to sell but does not need to sell should be able to come up with a price that is fair and reasonable for both parties based on specific circumstances.
What Is the Difference Between Fair Market Value and Intrinsic Value?
Fair Market Value differs from intrinsic value, which is the worth an individual may place on a product based on their own situation, attitudes, and interests.
These differences between fair market value and intrinsic value matter greatly when it comes to buying and selling RVs because a good number of people have absolutely no idea how much a coach is really worth!
For this reason, price is rarely a mirror of value, although most people assume it is. As a result, either the buyer or the seller loses money when a travel unit is sold.
Why Knowing RV Value and Using It Properly Matters
Knowing how much an RV is worth is what allows people to buy and sell coaches in a way that allows both buyer and seller to be treated fairly.
However, this rarely happens because
- people either have no clue about fair market value pricing
- or they try to get as much as they can, regardless of what the market says is fair.
Either of these issues can create problems for sellers because
- if they ask too much, people will not buy, and
- if they ask too little, they could lose money.
On the other hand, buyers who also don't know fair market value or who simply want to buy as cheaply as possible without regard to it will rarely find anybody who wants to sell to them!
Misguided Pricing Attitudes Ruin Sales
In the two scenarios mentioned above, the problems are both based on the concept of intrinsic value.
- In the first case, the seller simply is not knowledgeable, thinks his coach is worth more than it actually is or is pressured, for a number of reasons, by the need to get as much money for his coach as possible.
- In the second case, the buyer may not have done any research, thinks, for a variety of reasons, that the coach is worth less than it really is worth or simply wants to buy as cheaply as possible to save himself some money.
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Unfortunately, using intrinsic value as the basis for negotiating a deal rarely works.
As a result, you have a seller who cannot get rid of his unit and a buyer who is never able to make a purchase!
When there is a large difference between the asking price of a coach and its real value, it is impossible for a successful negotiation to take place.
Factors That Determine an RV's Value
There are many factors that feed into the determination of value, but asking price is not one of them.
In fact, it is the total value of the other factors that should determine price, and not price that should determine value.
Unfortunately, most people simply go by price, which is the worst way anybody can approach the buying or selling of a recreational vehicle.
Since the cost of coaches, even those of the same year, make and model, can vary significantly, one should always examine issues such as
- current market conditions,
- supply and demand,
- geographic location,
- physical and mechanical condition
- and mileage
when trying to discover the how much one is worth.
For example, you can purchase a unit that is in mint condition and has low miles, or another one of the same model, year and brand that has many flaws and has been used and driven hard. Yet, sellers will ask the same price for both!
If you take the differences between the two into consideration, you will always be able to see that one of the two units clearly does not have the same value as the other.
This is why it is important to look at many similar vehicles and check their asking prices.
- If you do this, eventually you will be able to figure out which units are worth more.
- However, if you only look at just one, you have no way of knowing if the asking price is fair.
Other Factors That Determine Value
When you are investigating an RV and want to determine its worth, there are other things you can do in addition to those that have been mentioned here. For example, you can:
- Compare similar types, brands, models and years of a particular RV so that you can focus just on that and not become overwhelmed by trying to compare "apples to oranges."
- Pay particular attention to how well these units have held up over the years,
- Use VIN numbers to check accident and damage records so that you can discover problems that may be hidden.
- Review maintenance records carefully to make sure a coach has been cared for properly,
- Find the point of origin for an RV you wish to purchase. Those that come from northern areas are much more likely to have rust and other forms of damage from salt exposure, especially on the undercarriage.
The Importance of Depreciation
Just as with automobiles, recreational vehicles depreciate. The higher the initial cost, the bigger the first-year financial loss. It is permanent and continues to reduce for the life of the unit.
The chart shown below gives four examples that show how coaches of various types lose value over a five year period. Looking at it may be shocking, but it is very important to understand what happens and why it matters so much.
Every RV seller (and buyer) must take these figures into account when negotiating a deal. Those who try to sell for more or buy for less without substantiation from other value factors will never be able to bring closure to a potential sale.
One often hears sellers complaining about the fact that buyers are trying to "cheat" them, when in reality their coaches have depreciated to a level that is far lower than what they are trying to sell them for.
The country is littered with units that never did sell for this specific reason!
True Value Should Always Determine Selling Price
Estimating future financial returns on the sale or trade in value of a recreational vehicle is not as simple as it may seem because they are always based on the original Manufacturers Suggested Retail Price (MSRP) plus any additions or upgrades that were made to a travel unit.
However, it takes more than this information to determine real value.
A five year old motor home that has been well maintained, has all of its records and paperwork, is clean, has no odors and has appropriate mileage for its years should bring considerably more money than a similar year, type and model that is all banged up, has peeling paint, smells, is dirty, is lacking records of any kind and has inappropriate miles for its age.
How much more is subject to the knowledge and experience of the individuals involved in the sale.
It takes a lot of time, effort and research to figure out the how much a coach is worth, but it's well worth the effort.
This article is accurate and true to the best of the author’s knowledge. Content is for informational or entertainment purposes only and does not substitute for personal counsel or professional advice in business, financial, legal, or technical matters.
Questions & Answers
Question: How can I find the real value of a new RV?
Answer: Divide the MSRP by 1.5. This is approximately what the dealer has to pay the manufacturer when he sells the coach.
Question: I am looking at a 2006 Alpine Apex FDTS. The clear coat is peeling and it appears the owner has not had the money to maintain it. They want $76,200 for it, I estimate we would have to put approx $12-15 in it to make sure all systems are working. The low retail is approx $92 - What are your thoughts on the price?
Answer: I would never buy anything that has not been well maintained because there likely are more problems than those that are visible. You are asking for problems no matter what the price!
Question: We purchased a 2017 Grand Design Solitude 377MBS last year. We are now moving across the country to live with our daughter. Things have changed, and we need to sell our RV. How do we determine the price to ask?
Answer: I checked the NADA prices for you. The basic list price for your unit was $86,199, low retail is $52,700 and average retail is $63,500.
If you borrowed to buy this coach, you likely will be upside down on your loan and will also have a lien on it. If you check my profile page, you'll find an article that explains what you can do about this situation. Bear in mind that the asking price will depend on the condition of the coach, and that selling it will be difficult if there is a lien.
Question: Why is my new RV worth so much less than what I paid for it, even less than a year after I purchased it?
Answer: New RVs lose about 20% of their value very quickly after purchasing. For example, a unit you paid $100,000 for will only be worth about $80,000 if you try to sell it shortly after buying it.
Question: How much should we ask for our 2004 Keystone Outback 28 BHS we purchased new? How do we determine the price to ask. Clean, never smoked in, new tires, well maintained.
Answer: I searched the NADA.com website but was unable to find a model called "outback", and therefore cannot help you. The only thing I can tell you is that you're talking about a coach that is 14 years old. Therefore, a good estimate would be to subtract 20% of the original sales price for the first year and then 5% of the remaining values for each of the following 13 years. Another option is to search for your year and model on the internet and see what sellers are asking for them. Without accurate data, pricing is impossible, but it is likely that your unit is not worth anywhere near what you paid for it. You can also take it to a dealer to see what he will give it for you, and then divide that figure in half.
Question: I'm looking at a 1996 Airstream B190 with 59000 miles on it. It's in great shape. The dealer is asking $24,995 Is this a fair price?
Answer: Average retail according to NADA.com is $8,250. So, even though this unit may be in top shape, the price seems way out of line.
Question: We have a 2011 Tiffin Allegro Breeze - 28 feet. It has 62,422 miles, is well maintained and comes from non-smokers. A dealer offered us $70,000. If we sell it ourselves, what should we ask?
Answer: He offered you below low retail, which is $71,100. Average Retail is $85,650. This gives you an idea of base pricing but does not account for the condition of the coach. You should at least be able to get the higher price, but competition is very stiff these days, and it takes time to sell an RV, during which it continues to depreciate. Some people wait years to sell their coaches, so you might want to consider taking his offer. It's better than most dealers would pay, especially if you are selling outright and not trading.
Question: I have a 1977 Dodge Lindy motorhome. 36000 original miles on the Dodge 360. Garaged most of its life, the interior is clean. Almost everything is original (not the refrigerator). It has a generator, sleeps 5 to 6, is 20 feet long. How can I get the best idea of my RV's value?
Answer: You can go to NADA.com and do a search for the year brand and model you want to know about. That will give you a basic idea of value.
Question: I have a 1996 Newmar Kountry Aire 37 Super Slide Out. It has a 460 Ford engine with 78,000 miles. It has a 6500 Emerald Plus generator that runs great. It is in good shape with only minor issues. What is the current market value for my 1996 Newmar Kountry Aire motor home? I am trying to sell it.
Answer: According to NADA low retail is about $12,500 and average retail is about $15,100. One problem you will have is that Emerald Plus generators haven't been manufactured for a long time, so even though it may run great, this is an issue that might keep buyers away.
Question: I’m selling my 2014 Roadtrek SS-Agile for $80995 in very good condition and only 9000 miles. The potential buyer is offering me $78,000 but he wants me to provide him with oil change & engine inspection done. How much should we agree on the sales price?
Answer: He's already offering you $3,000 less than asking price, so I would try to get him to split the cost for the work he wants done. Get 3 estimates and present them to him and then add the difference to the $78,000. You likely didn't expect to get full price anyhow, and what he wants done shouldn't cost more than a few hundred dollars or less, so you have to decide whether that small amount is worth losing a sale if he says no.
Question: We have a 2017 Newmar Bay Star Sport 2903 with about 10,000 miles. It is stored inside. It is in very clean and in excellent condition. We have not used it much and have decided we are not cut out for this kind of travel at our age. It has the Blue Ox towing system installed. How do we figure out how much to sell it for?
Answer: According to NADA.com basic low retail on your coach is $69,791 and average retail is $84,082. If you sell it on the street and it's as clean as you say it is, you should be able to get somewhere in the area of the higher figure. However, if you owe money on it, you'll have to be able to come up with the difference between what you owe and what you sell it for. New it was worth around $122,419, so as you can see, the difference in prices would be substantial. You will have to find a way to clear the lien before you can sell because you won't be able to provide a title until the lien is cleared. You should discuss options with your bank as to how you might be able to handle this problem because you likely are upside down on your loan if you have one.
Question: I'm looking at a 41 foot 2004 Yellowstone motorhome at an auction. How much should it cost?
Answer: There is no such animal. NADA only shows Yellowstone Motorhomes up to the year 1990 and none that are 41 feet long. You must have the name of the manufacturer wrong.
Question: My wife and I are senior citizens and wish to sell our 2012 R-Pod. We also wish to sell with the unit all of the additional hook-up equipment, batteries, sway bar, and electronic brakes. Are there any liability issues in selling this extra equipment?
Answer: As long as all of these items are in good working condition and your paperwork states that they are being sold "as is", I see no problems.
Question: are PPL Motors "recent sales" an accurate picture of what the RVs are worth?
Answer: Not necessarily. An RV is worth what someone is willing to pay for it, which doesn't always equate to its true worth. I've been on their lot in the past and most of the units I've seen there are only in fair condition.
Question: I am looking at purchasing a 2007 Montana Mountaineer 342 PHT. The exterior has a few cosmetic issues, but inside is perfect. I have done a search and have found others for sale anywhere from $12000 to $17,000. If I did the NADA website correctly it says around $19000. What is the best way to come up with a price?
Answer: The NADA price is a guide, not an amount that is written in stone. Also, are you looking at average or low retail price? Exterior cosmetic flaws would mean low retail because they can be expensive to repair. Much depends on the overall condition and what it would cost for you to make repairs. A good mid range would probably be around $15,000 to $16,000.
Question: Can you tell me what the value is for a 26’ 1997 Mobil Scout fifth wheel with one super slide (couch/dinette) ?
Answer: $4550 to $5500 depending on condition.
© 2012 Sondra Rochelle