Towables vs. Motorhomes: What are your consumers searching for?

The RV industry is unique; it is an industry that is growing, with 51% of consumers being first time buyers. So how can your dealership best serve these new-to-the-market customers? Provide them with information. They are hungry for it — and the more you give them, the more likely they will view you as their partner in the buying process, rather than a pressuring sales team.

Since this is their first RV purchase, only 10% of consumers are loyal to a specific brand or manufacturer. They are far more focused on what type of unit will best fit into their lifestyle and budget. It’s important to remember to keep the conversation broad and low pressure in the beginning — focus on high-level details, such as by narrowing them down to a motorhome or a towable.

Towables, like the industry overall, are growing in popularity. Consumers like them for their lower price tag and lightweight frame. These units are easy to tow behind a buyer’s current car and are often lower maintenance than the larger motorhomes — perfect for a quick weekend getaway. Younger couples with no kids, a life-long tent camper just getting into the RV market or a current RVer looking to downsize may find a towable to be the perfect fit for them.

Motorhomes are what comes to mind when you think of a traditional RV. They come with enough space for the whole family and make it feel like you are taking home along with you on the road. From full-sized kitchens to king sized beds to incredibly comfortable driving chairs, many of these units are truly luxurious and could be the perfect fit for retirees, families looking to go full-time or a couple considering a cross-country trip.

Make sure to think about these unique selling points when it comes to positioning these units to your potential buyers — really listen to what a consumer is planning to do with their unit and help guide them to the RV that will fit their lifestyle best. By being honest about the benefits and drawbacks of a unit, consumers will come to trust you as they get ready to make their dream purchase.