Used RVs are playing a bigger role in today’s retail mix. With new-unit shipments projected to land between 330,000 and 366,800 units in 2025, according to the RV Industry Association’s RV RoadSigns Quarterly Forecast, many dealers are relying more heavily on pre-owned inventory to keep revenue steady (RVIA, 2025 RV RoadSigns Forecast).
Shoppers continue to watch their budgets closely, and that focus on value keeps well-priced used models in demand. That also raises the stakes. Every aging unit represents tied-up capital, and the dealers who manage turnover with clarity and consistency will head into the next season ahead of the curve.
But here’s the challenge: How do you keep used and aging inventory moving without diluting margins or burying newer arrivals?
Why Used and Aging Inventory Gets Stuck
Used RVs don’t follow predictable patterns. One month, travel trailers vanish from the lot; the next, motorhomes lag even with steady foot traffic. And because trade-ins shape much of your pre-owned mix, you rarely control what comes in — or when.
This creates a familiar balancing act:
- Move older units before depreciation accelerates.
- Give newer arrivals the visibility they need.
- Keep listings fresh enough that shoppers return to browse.
The real issue isn’t having inventory — it's recognizing which units need attention right now and which can hold their place a little longer.
The Cost of Holding Inventory Too Long
Units that linger come with direct and indirect costs. Week by week, they absorb storage, detailing, and insurance dollars. More importantly, they tie up capital that could be used to support newer models or expand marketing reach.
There’s also the shopper perception factor. A website that rarely changes sends an unintended message: “Not much happening here.” Even engaged buyers start to check back less often. Keeping used inventory active and appealing online helps maintain both momentum and credibility.
How to Move Used and Aging Inventory with a Clearer Plan
Once you identify which units are slowing you down, your next step is to choose tactics that help you act with intention — not guesswork.
Inventory Optimization Tool (Coming Soon!)
Before adjusting a price or featuring a unit, you need insight into what’s holding it back. The upcoming Inventory Optimization Tool is designed to give dealers visibility into performance patterns such as:
- Market comparisons
- Search exposure
- Listing activity over time
- Units at risk of aging out
Let’s say a few 2020 Class A motorhomes are generating traffic but not inquiries. Insight may reveal that comparable listings nearby are priced tightly — or that your photos haven’t been updated since the original upload. With that knowledge, you can correct what’s standing in the way of movement.
If you notice engagement slipping across a category, such as travel trailers, the tool helps you spot the trend early so you can refresh descriptions, update visuals, or reposition them before interest fades.
Takeaway: Clear information helps you prioritize. You focus on the units that require action instead of spreading attention thin.
Search Engine Marketing (SEM)
Targeted paid search helps your listings appear when shoppers are actively looking for the exact type of unit sitting on your lot. You can target by model, year, or price range to surface RVs that need movement — like a 2019 Winnebago View that’s been overshadowed by newer arrivals.
SEM also reinforces your local presence. When someone searches for “used Class C motorhome near me,” your refreshed listing should be among the first results they see.
Automated Email Marketing (AEM)
Many used-RV buyers take their time. They browse, compare, step back, and return when the right unit appears. Automated Email Marketing keeps your dealership in their line of sight without requiring constant manual follow-up.
For example:
- If a lead once inquired about a used motorhome, AEM can send updated listings or new arrivals that match their preferences.
- If someone browses pre-owned travel trailers, they can receive timely reminders or featured units that align with their interests.
InteractRV’s AEM uses timing patterns based on common RV shopping behaviors to help dealers stay consistently relevant to warm leads.
Inventory Merchandising
Visibility alone doesn’t move a used RV — presentation does. Shoppers respond to clarity, updated visuals, and descriptions that help them picture how the unit fits their lifestyle.
Some quick merchandising wins include:
- Updating photos that look dated or inconsistent
- Refreshing the headline to highlight a standout feature
- Adding context that helps buyers imagine real use (family trips, tailgating, cross-country travel)
- Ensuring descriptions match what today’s shoppers look for
Small refreshes can be the difference between a shopper scrolling past or stopping to take a closer look.
Explore our Inventory Marketing & Merchandising guide for practical steps to strengthen your listings.
Next Steps for Dealers
Used and aging inventory doesn’t have to stall momentum. Dealers who approach pre-owned turnover with data and consistent merchandising outperform those who react only when units grow stale.
If you're deciding where to focus next, start with:
- Review which used units are slowing down and identify what’s causing friction.
- Refresh photos and descriptions on listings that haven’t changed in a while.
- Run targeted SEM campaigns for the models that need visibility most.
- Reconnect with warm leads through automated email to surface updated listings.
- Prepare for the Inventory Optimization Tool, which will soon help you pinpoint slow movers before they become a drag on your lot.
Keeping your pre-owned lineup active isn’t just about moving units — it’s about making decisions with clearer insight so your inventory stays fresh, and your shoppers stay engaged.
Read Next: Common Dealer Challenges: Turning Website Traffic Into Ready-to-Buy Leads
