September '17

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88 • RV PRO • September 2017 rv-pro.com D E A L E R S DEALER TRENDS: By Lisa Dicksteen With so many people getting into and out of the RV lifestyle every day, there are a lot of units out there looking for new homes and lots of people looking for new RVs. Luckily, there are plenty of dealers to handle the transactions. Consignment can add an additional revenue stream or be a dealer's sole source of income. It can be a one-shot deal, or an ongoing relationship with a customer who wants something new every few years. Recently, RV PRO talked with dealers across the country about why and how they got into consignment, what types of units they prefer to take on, where their consignment customers come from, and the plusses and minuses of this type of selling. Here's what they had to say: Selling on Consignment Diana LeBlanc, president PPL Motorhomes Houston, Texas "PPL started in 1972 and I have been with this great organization since 1980. The model was created because the owners saw so many RVs sitting idle and decided to start AAA Person to Person Listing to match the owners of those idle RVs with people interested in renting an RV. A few short months later, the first owner was ready to sell their RV and the consignment journey began. "As the RV consignment leader, our experience in RV consignment sales is unsurpassed, which gives sellers confidence. They know we will take the hassle out of the process and work closely with them to get the best price for their unit. We take a pre-arranged percentage of that price and our salespeople have the ability to negotiate with buyers on the owner's behalf. "Another reason sellers choose us is that there are no extra fees or extra perks. All sellers are created equal here. "Between my three locations, there are about 700 consignment units available at any time, and they stay on the lot about 45 days. Our main focus is on vehicles 14 years old and newer. While there is an RV buyer out there for all models and ages of vehicles, and inventory and percentages change all the time, in the perfect world, I would have a few more motorized units. "With the travel trailer becoming so much more popular, especially for younger RV families, we have seen a real change since I entered this industry when the average RV owner was 67, retired, and planning to travel the U.S.A. in their motorhome. While we don't sell new units, I love it when the manufacturers have a great RV show and Selling units on consignment can be a nice way to retail more quality used inventory, help sellers find a buyer for their used RV, and strengthen the relationship with the seller, which can pay dividends when the seller is ready to buy a new RV.

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