In today’s RV market, dealers aren’t just selling units—they’re selling access, lifestyle, and experience. The old-school model of "stock, show, and sell" still works—but it’s no longer enough.
More dealers are realizing that RV rentals aren’t competition—they’re catalysts.
From expanding lead pipelines to monetizing idle inventory, dealers across the country are rethinking their strategy. This article highlights real-world case studies of RV dealerships partnering with rental management platforms like RVM—and reaping the rewards.
Table of Contents
- Why More Dealers Are Adding Rental Programs
- Case Study: A Small-Town Dealer Finds Big City Growth
- Case Study: Idle Inventory Turned into a Cash-Flow Stream
- Case Study: From Rentals to Repeat Sales in the Midwest
- Case Study: Urban Dealer Creates a “Try Before You Buy” Pipeline
- Common Threads: What Thriving Dealers Have in Common
- How RVM Supports Dealers Behind the Scenes
- Addressing Dealer Concerns Up Front
- The Road Ahead: Future-Proofing Dealerships
- Conclusion: Rentals as a Sales Multiplier
1. Why More Dealers Are Adding Rental Programs
The RV industry is shifting fast:
- More consumers want to try before they buy
- Seasonal inventory often goes unused
- Dealers are under pressure to increase margins and traffic
Rental programs address all of that—without pulling you away from your core business.
🟦 “We didn’t think we were a ‘rental dealer,’” said Rob, a store manager in Montana. “But we couldn’t ignore the potential any longer. Now rentals are our most consistent traffic driver.”
2. Case Study: A Small-Town Dealer Finds Big City Growth
Dealer: Green Ridge RV (population: ~12,000 town in Missouri)
Problem: Low off-season sales and unused trade-ins
Solution: Partnered with RVM for consignment rentals
Result:
- 5 idle units earning $2,000–$3,000/month
- 42 renter inquiries converted into qualified buyer leads
- Two trade-ins sold after renters requested to buy the exact model
🟦 “We’d been sitting on some of those trailers for months. Then suddenly they were paying us every weekend,” said the owner, Mark. “One renter turned around and wrote a check after her trip.”
3. Case Study: Idle Inventory Turned into a Cash-Flow Stream
Dealer: Sunset Valley RV (Arizona)
Problem: 7 units from the prior model year aging on the lot
Solution: Listed them as available for both sale and rental
Result:
- Average unit booked 19 nights/month
- Two units sold to renters
- Rental income helped cover floorplan interest and holding costs
🟦 “We were losing money every day they sat,” said their sales director. “Now those same units are keeping the lights on.”
4. Case Study: From Rentals to Repeat Sales in the Midwest
Dealer: Great Lakes RV Sales (Michigan)
Approach: Started with RVM’s referral model (no inventory risk)
Result:
- 100+ renters referred to RVM
- Commission earned per booking
- 8 renters came back to buy from the original dealership
🟦 “Rentals are building our buyer pipeline in a way Facebook ads never could,” said GM Alex. “These people have already tried the product—we just help them own it.”
5. Case Study: Urban Dealer Creates a “Try Before You Buy” Pipeline
Dealer: Metro RV Outlet (Denver, CO)
Strategy: Partnered with RVM to offer “test drive weekends”—rent any RV and receive a credit if they purchase within 30 days
Results:
- Increased foot traffic by 22%
- 1 in 6 weekend renters requested a sales quote
- Generated $68,000 in new sales in Q2 alone from rental-originated leads
🟦 “We were struggling to convert web leads into showroom visits. Rentals flipped that,” said Marketing Director Claire. “It became the best showroom we never had to build.”
6. Common Threads: What Thriving Dealers Have in Common
Across these diverse dealerships, we saw the same traits:
- Flexibility: Willing to test rentals before going all-in
- Smart Inventory Use: Turning idle units into assets
- Customer-Centric Mindset: Meeting buyers where they are
- Data-Focused: Tracking renter conversions and revenue
It’s not just about adding a new service—it’s about amplifying what already works.
7. How RVM Supports Dealers Behind the Scenes
RVM doesn’t just drop off renters and walk away. Dealers benefit from:
- Rental insurance coverage & guest vetting
- Unit cleaning, prep, and delivery services
- Onboarding training for staff
- Reporting dashboards to track performance
🟦 “We didn’t have the staff to run rentals ourselves,” said a dealer in Tennessee. “RVM handled everything—and we saw income within weeks.”
8. Addressing Dealer Concerns Up Front
Worried about wear and tear?
RVM preps units and enforces policies to protect your inventory.
Don’t want to manage guests?
You don’t have to. RVM handles bookings, support, and returns.
Think it’s just for big stores?
It’s not. Most success stories started with 2–5 units on consignment.
9. The Road Ahead: Future-Proofing Dealerships
Today’s buyer journey is different. It's longer. More digital. More experience-driven. Dealers who succeed are the ones who:
- Embrace rentals as a lead generator
- Monetize every phase of the buying cycle
- Create RV customers even before the sale
🟦 “You don’t wait for traffic anymore—you build it,” said dealer partner Josie in Oregon. “Rentals are how we get seen now.”
10. Conclusion: Rentals as a Sales Multiplier
Rentals don’t replace retail—they revive it. For the dealers willing to evolve, partnering with a rental management company is not just smart—it’s essential.
Rental programs:
- Drive new foot traffic
- Generate consistent off-season income
- Turn renters into high-intent buyers
- Make inventory work harder
At RVM, we help dealerships transform passive lots into active pipelines—and create more RV owners in the process.
Let us help your dealership thrive—one rental at a time.
— RVM Team
