Published March 28, 2023 | Last updated August 3, 2026
Many new travel trailers are priced with substantial room between the manufacturer’s suggested retail price and the dealer’s actual selling price. Discounts of 20% to 35% off MSRP are common on many models, and sometimes buyers can do even better. But there is no universal markup percentage that applies to every trailer or every dealership.
That distinction matters because I see first-time buyers become obsessed with getting a certain percentage off MSRP.
A dealer can advertise a huge discount and still be expensive compared with another dealer selling the identical trailer. MSRP is useful for understanding the starting point, but it is not the best way to decide whether you are getting a fair deal.
The better question is this:
What are other dealers actually willing to sell the exact same travel trailer for, and what is the complete out-the-door price?
How Much Do Dealers Mark Up Travel Trailers?
You will often hear that RV dealers mark up new travel trailers by roughly 30% to 40% over their cost.
That may be a reasonable general estimate for some trailers, but it is not something a buyer can calculate with certainty from the MSRP sticker.
The dealer’s true cost may be affected by:
- Manufacturer incentives
- Volume discounts
- Freight and delivery expenses
- Dealer preparation costs
- How long the trailer has been in inventory
- The dealer’s financing costs
- Rebates or incentives available at the time of sale
- The manufacturer, model, and popularity of the floor plan
That is why I would never walk into a dealership and announce that I expect exactly 35% off MSRP.
I would use the percentage as a rough checkpoint, then compare the real selling prices of identical trailers.
MSRP Is Not the Same as Market Value
MSRP means manufacturer’s suggested retail price.
The important word is suggested.
RV manufacturers set an MSRP, but that does not mean buyers regularly pay it. In many cases, the MSRP is much higher than the normal selling price.
When we bought our new Class A motorhome, this was the difficult part. New RV prices were all over the place, and many advertised MSRPs were so inflated that they did not tell me what the motorhome was really worth.
Luckily, I work in the RV industry and knew that there was substantial room to negotiate. I worked toward getting roughly 35% to 40% off MSRP.
That does not mean every buyer will get that discount on every travel trailer. It means I knew MSRP was not the price I should accept without comparing the market and negotiating.
Markup, Margin, and Profit Are Not the Same Thing
This is where a lot of RV pricing advice gets sloppy.
Markup is the amount added to a dealer’s cost.
Gross margin is the difference between the selling price and the dealer’s direct cost, expressed as a percentage of the selling price.
Net profit is what remains after the dealership pays its employees, advertising, rent, insurance, utilities, inventory financing, service costs, and other business expenses.
A trailer with a large markup does not mean the dealership pockets that entire amount as profit.
But as a buyer, you do not need to calculate the dealership’s net profit. Your job is to determine a fair market price and protect yourself from unnecessary fees, financing costs, and add-ons.
How Much Below MSRP Should You Pay?
For many new travel trailers, I would expect to see meaningful discounts from MSRP.
A rough guide is:
- Less than 15% off MSRP: Often not especially aggressive unless the trailer is scarce, newly released, or already priced with an unusually realistic MSRP.
- 20% to 30% off MSRP: A common advertised or negotiated range on many new travel trailers.
- 30% to 35% off MSRP: Potentially a strong deal, assuming dealer fees are reasonable and comparable trailers support the price.
- More than 35% off MSRP: Possible on aged inventory, outgoing model years, heavily discounted brands, or an inflated MSRP—but not a guarantee that the final deal is good.
These ranges are only a starting point.
A dealer offering 35% off MSRP can still add thousands of dollars in freight, preparation, documentation, protection packages, and mandatory accessories.
Another dealer may show only 28% off MSRP but have a lower out-the-door price.
The Out-the-Door Price Matters More Than the Discount
The out-the-door price is the complete amount you must pay to take ownership of the trailer, excluding costs that genuinely vary by buyer, such as state sales tax and registration when appropriate.
Ask the dealer to provide a written breakdown showing:
- Travel trailer selling price
- Freight or destination charge
- Dealer preparation or pre-delivery inspection fee
- Documentation fee
- Required accessories or packages
- Trade-in allowance and payoff, if applicable
- Sales tax
- Title and registration fees
- Total out-the-door price
Do not negotiate from the monthly payment. A dealership can make almost any payment look affordable by stretching the loan over more years.
Negotiate the purchase price first.
How I Priced Our Used Class C RV
When we bought our used Class C RV, I had no idea what a fair price should be.
The good news was that used RV pricing was easier to compare.
I looked at other Class C motorhomes with similar years, mileage, floor plans, features, and overall condition. Those comparable listings gave me a realistic price range.
That same approach works for used travel trailers.
Compare trailers that are genuinely similar:
- Same manufacturer and model
- Same or adjacent model year
- Similar options and packages
- Similar condition
- Similar geographic market
- Dealer versus private-party sale
Do not compare a clean, inspected dealership unit with a neglected private-party trailer and assume they should cost the same.
How to Find the Fair Market Price of a New Travel Trailer
New travel trailers are harder because MSRP is inconsistent and dealers may advertise prices differently.
Here is the process I would use:
- Choose the exact floor plan. Do not compare trailers that merely look similar.
- Confirm the model year and options. Solar packages, upgraded A/C units, theater seating, and other packages can change the price.
- Search nationally. Compare dealers within a distance you would realistically travel.
- Request written out-the-door quotes. Advertised prices alone are not enough.
- Compare dealer fees. A low advertised price can be wiped out by excessive fees.
- Use the lowest legitimate quotes as leverage. Give your preferred dealer an opportunity to compete.
I would get at least three serious quotes before agreeing to buy.
Negotiate These Five Parts Separately
Dealership negotiations become confusing when everything is combined into one monthly payment.
Keep these parts separate:
- The trailer’s selling price
- Dealer fees and add-ons
- Your trade-in value
- Your financing terms
- The final out-the-door price
This prevents a dealer from giving you a strong price in one area while quietly recovering the money somewhere else.
Do Not Lead With Your Monthly Budget
One of the fastest ways to overpay is to tell the salesperson that you can afford a certain amount per month.
The dealer can reduce the payment by extending the loan, increasing the down payment, or changing the interest rate without giving you a better price.
Negotiate the trailer price and fees before discussing financing.
Then compare the dealer’s financing with a bank or credit union. The dealership may offer the best rate, but you should know your alternatives before you arrive.
Does Paying Cash Get You a Better RV Price?
Not necessarily.
Dealers may earn money when buyers finance through their lenders. A cash buyer can actually be less profitable to the dealership.
I would negotiate the trailer price without making cash the centerpiece of the discussion.
If dealer financing produces a better total deal, you can evaluate it. Just read the contract carefully and confirm whether there is any prepayment penalty before planning to pay the loan off early.
Are RV Show Prices Really Better?
Sometimes, but not automatically.
RV shows are excellent for comparing multiple manufacturers and floor plans in one place. They can also produce aggressive pricing because dealers want to make sales during the event.
But a sign that says “show special” does not prove that the price is lower than you could negotiate at the dealership.
Research the trailer before the show, know the normal selling prices, and ask for the complete written breakdown before leaving a deposit.
When Is the Best Time to Buy?
Late-season shopping, outgoing model years, and aged inventory can create negotiating opportunities.
But timing is not as important as market comparison.
A popular floor plan may sell quickly even in winter. A slow-selling trailer may be heavily discounted in spring.
The best opportunity is usually a trailer that:
- Has been sitting in inventory
- Is from the outgoing model year
- Has multiple comparable units available
- Is being sold in a competitive market
- Has a dealer motivated to free up space or reduce inventory costs
Never Skip the Inspection Because the Trailer Is New
A large discount does not make a defective trailer a good deal.
New travel trailers can have plumbing leaks, damaged appliances, loose wiring, roof defects, slide problems, missing sealant, and other issues before the buyer ever takes delivery.
I strongly recommend an independent RV inspection before final acceptance.
If you cannot afford a professional inspection, use a detailed checklist and test every system. Do not let the dealership rush you through the pre-delivery inspection.
Dealer Add-Ons Can Destroy a Good Price
Be cautious with expensive packages added in the finance office.
Common offers include:
- Paint and fabric protection
- Tire and wheel coverage
- Roadside assistance
- Extended service contracts
- Prepaid maintenance
- Security or tracking systems
- Mandatory starter kits
Some of these products may be useful, but they should be evaluated separately. Do not buy them merely because the monthly payment only increases by a small amount.
When You Should Walk Away
Be willing to leave when:
- The dealer will not provide a written price breakdown
- Unexpected fees appear late in the process
- You are pressured to sign immediately
- The dealer refuses an independent inspection
- The financing terms differ from what was discussed
- The out-the-door price is higher than comparable quotes
- The trailer is too heavy for your tow vehicle
- You are no longer comfortable with the deal
There will always be another travel trailer.
My Bottom Line
Travel trailer dealers may have 30% to 40% or more between their cost and MSRP on some units, but buyers should not treat that as a universal formula.
The true dealer cost is difficult to know, and an inflated MSRP can make an ordinary selling price look like a spectacular discount.
The best way to protect yourself is to compare identical trailers, request written out-the-door quotes, separate the selling price from financing and trade-in discussions, inspect the RV, and be willing to walk away.
Do not buy the discount.
Buy the travel trailer only when the final price, condition, floor plan, and towing requirements all make sense.
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About the Author:
Hi, I’m Mike Scarpignato, co-founder of TravelTrailerPro.com, RVBlogger.com, and MotorhomeFAQs.com.
My wife, Susan, and I have been creating RV content since 2018. We travel the country visiting RV shows, touring dealerships, reviewing campers, testing gear, and spending plenty of time camping in our motorhome. Most of what we share comes from actually using RVs, making mistakes, fixing problems, and learning what works in the real world.
Susan is usually behind the camera on our RVBlogger YouTube channel, which has more than 215,000 subscribers. We also run RV Camping for Newbies, a private Facebook group with more than 275,000 members, and publish four weekly RV newsletters reaching more than 85,000 subscribers.
Our goal is simple: help beginners and experienced RVers choose the right RV, avoid expensive mistakes, and enjoy the RV lifestyle with a little less frustration.
