Dealerships are always looking for ways to move inventory quickly, but sometimes RVs sit on the lot longer than expected. “Aged” inventory can be a challenge to offload. Holding on to aging units means your dealership’s cash flow is tied up in assets that continue to depreciate with time and exposure. Fortunately, with a structured strategy and the right marketing tools, dealerships can revitalize interest, offload stagnant inventory, and clear the way for more profitable units.
Why Do RVs Become Aged Inventory?
Before building a game plan, it’s important to understand why a unit hasn’t sold. Here are common reasons:
Pricing Misalignment: The unit may be priced too high relative to the current market or to newer models with better features and similar pricing.
Low Demand: Some RVs, due to their type, floorplan, or features, may not align with current buyer demand or seasonal preferences.
Condition or Appearance Issues: The unit may function well, but visible wear and tear or minor maintenance issues can turn buyers away.
Lack of Visibility: If the unit hasn’t been actively promoted, it might not be reaching the right audience online or in-person.
Once you’ve identified the root cause, you can tailor your marketing approach.
The Inventory Game Plan
According to insights from NextGear Capital, aged inventory should follow a clear exit strategy based on the time on the lot. Here’s an example of how to build a proactive aging inventory game plan:
Day 1–30: Maximize Appeal and Visibility
At this stage, the RV is still relatively fresh, so the focus should be on giving it the best opportunity to sell without discounting.
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Lot Placement: Position the unit in a high-traffic, eye-catching area of your lot.
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Digital Listings: Make sure your listing is live on platforms like RV Trader with clear specs, professional-quality photos, and a detailed description.
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Initial Advertising Push: Consider investing in a Premium or Featured ad to boost visibility right away.
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Detail and Inspect: Clean the unit thoroughly and address any minor cosmetic or maintenance issues that might deter buyers.
Day 31–60: Refresh and Re-Evaluate
If the RV hasn’t sold after 45 days, it’s time to update and optimize.
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Change Its Position: A new location on the lot can draw new attention.
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Refresh the Online Listing: Update your photos (include interior shots and videos) and rewrite the description to spark new interest.
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Revisit Pricing: Compare with similar units that have recently sold. A modest price adjustment can trigger more serious buyer interest.
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Motivate Sales Staff: Offer a bonus or incentive for team members who close on aging units.
Day 61–90: Final Push or Exit Strategy
At this stage, the goal is to minimize loss and make room for faster-moving inventory.
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Promote the RV: Place it front and center on your lot and feature it prominently on your website.
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Run Targeted Promotions: Offer limited-time deals like reduced pricing, free add-ons, or financing perks.
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Digital Ad Boost: Use Premium Select from RV Trader to move your listing to the top of search results.
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Consider Wholesale: If needed, sell the unit through auction or wholesale channels to recover capital and clear space.
And if you’ve tried all of these strategies but still want to give the RV one last marketing push, try turning to your social media platforms. Promote the unit on Facebook, Instagram, or LinkedIn using urgency-driven messaging like “Free Hitch Installation This Week Only” or “$500 Gas Card if Purchased by Sunday.” These kinds of incentives can nudge hesitant shoppers to act fast.
How RV Trader Can Help
Digital visibility is a key part of moving aged RV inventory, and RV Trader offers a suite of tools to help:
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Premium Select: This feature boosts selected units to the top of search results, getting your aged RVs in front of the most active buyers.
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Enhancement Auto Selector: Automatically assigns unused Featured or Premium ad placements to high-priority or aging inventory based on criteria like type, year, and price.
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TraderTraxx Insights: Monitor engagement metrics like views and leads to see how your listing is performing, and pivot your strategy as needed.
Aged inventory can slow down your dealership’s momentum, but with a strategic approach and smart digital tools from RV Trader, you can take control of the process. Don’t wait for the right buyer to show up—put your RVs where they’ll be seen, and make the sale happen.
