For years, RV dealers have viewed rentals as an “extra”—a side hustle next to the real goal: unit sales. But in today’s market, that thinking is outdated.
The truth is, a professionally managed RV rental program doesn’t just generate its own revenue stream—it drives retail sales in measurable, repeatable ways. It creates new leads, nurtures hesitant buyers, and keeps your brand visible even when inventory moves slowly.
At RVM, we’ve seen it firsthand. Dealers who embrace rental management aren't just renting more—they're selling more.
In this article, we’ll show how rental programs are helping dealerships unlock growth, capture new customers, and turn passive inventory into an active sales funnel.
Table of Contents
- Rentals as a New-Age Sales Funnel
- “Try Before You Buy”: Turning Renters Into Buyers
- The Psychology of Familiarity: Rentals Build Brand Trust
- Upsells, Trade-Ins & Accessories: The Ripple Effects of Rentals
- Monetizing Slow-Moving or Aged Inventory
- Increasing Dealership Foot Traffic Through Rentals
- Example: A Midwest Dealer Who Sold 11 Units to Past Renters
- Rentals as Built-in Test Drives for New Floorplans
- How RVM Simplifies the Process So Dealers Can Focus on Sales
- Conclusion: A Sales-First Mindset for a Rentals-First World
1. Rentals as a New-Age Sales Funnel
Every renter who walks through your doors isn’t just looking for a weekend getaway—they’re testing a lifestyle. And when they love it, they start asking the real question:
“What would it take to own one of these?”
With the right rental management system in place, your rental program becomes a high-converting sales funnel:
- Capture leads at the point of rental
- Follow up post-trip with purchase incentives
- Track renter preferences to match with retail inventory
The path from “just renting” to “ready to buy” has never been clearer—or shorter.
2. “Try Before You Buy”: Turning Renters Into Buyers
Buying an RV is a big decision. For many first-timers, it’s also a scary one. That’s why a short rental can do what no ad or showroom walk-through ever could—it gives people confidence.
At RVM, we’ve tracked that 18–25% of renters go on to purchase an RV within 12–18 months of their trip. That’s not theory. That’s verified behavior.
Dealers who offer post-rental discounts or trade-up programs see even higher conversion rates. A “try before you buy” model gives customers peace of mind—and gives dealers a clear next step to close the sale.
3. The Psychology of Familiarity: Rentals Build Brand Trust
Renters don’t just test the lifestyle—they build relationships with specific RV models and brands.
If a family rents a Jayco Class C and has a great trip, that brand now means something to them. They’ve figured out the layout, learned how it drives, and built memories in that unit. That emotional familiarity is powerful.
Dealers can use this to their advantage:
- Stock retail versions of popular rental models
- Educate sales teams on common “post-rental” questions
- Offer loyalty perks to repeat renters
Familiarity sells—and rentals are the fastest way to create it.
4. Upsells, Trade-Ins & Accessories: The Ripple Effects of Rentals
Rental programs bring more than just base sales. They spark additional revenue streams:
- Accessory sales: Renters often return asking, “How do I get that bike rack / solar setup / mattress topper?”
- Trade-ins: Owners looking to “test drive” an upgrade may rent before swapping out their current rig.
- Service packages: Post-rental buyers are more open to maintenance plans since they’ve seen the wear-and-tear firsthand.
Every rental experience is a doorway into longer-term dealership relationships.
5. Monetizing Slow-Moving or Aged Inventory
Every dealer has them—units that sit on the lot for months, gathering dust and depreciation.
With rental management, those units can go to work:
- Convert aged inventory into rental units
- Recapture margin through usage
- Increase exposure in the local community
Rather than deep discounting to move slow sellers, you can generate cash flow and visibility through short-term rentals—especially during peak season.
6. Increasing Dealership Foot Traffic Through Rentals
Rentals bring new faces through your door. Many are first-time RV users, vacation planners, or curious locals.
With strategic in-store signage and trained staff, that traffic becomes a sales opportunity:
- Invite renters to tour similar models for sale
- Schedule follow-ups during rental returns
- Promote trade-in events or seasonal sales during pickup/drop-off
Dealers who treat their rental program like a marketing engine see higher walk-in-to-sale conversions over time.
7. Example: A Midwest Dealer Who Sold 11 Units to Past Renters
A dealership outside of Minneapolis started renting five units through RVM’s managed program in 2023. They trained their sales team to follow up with renters 30 days post-trip and offered a $1,000 purchase credit if they bought within six months.
Result? Eleven units sold to former renters by the end of the year—including three families who had never even considered ownership until their rental experience.
That’s not a side business. That’s sales acceleration.
8. Rentals as Built-in Test Drives for New Floorplans
Launching a new model? Trying out a unique floorplan?
Putting it in your rental fleet first gives you two wins:
- You get real usage data to inform your sales pitch.
- Renters give immediate feedback—what they loved, what they’d change, and what competitors are doing better.
This makes your sales team sharper and your inventory smarter. Rental performance often predicts retail performance—and gives your dealership an edge in stocking the right units.
9. How RVM Simplifies the Process So Dealers Can Focus on Sales
Running rentals doesn’t have to mean running yourself ragged.
RVM’s dealer program provides:
- Turnkey rental operations and listing management
- Guest screening, insurance, and roadside assistance
- Fleet performance analytics tied to sales outcomes
Our Territory Managers work directly with your team to ensure rentals are boosting—not distracting from—your core business.
You stay focused on selling. We handle the rental side.
10. Conclusion: A Sales-First Mindset for a Rentals-First World
The RV market is evolving. Customers want flexibility, experiences, and confidence before they commit.
Rental management offers dealers a powerful new way to:
- Drive more qualified leads
- Increase retail conversions
- Monetize inventory in new ways
- Future-proof their business
At RVM, we believe every rental should lead somewhere—and for dealers, that somewhere is often the sales desk.
Let’s turn your rental program into a revenue multiplier.
— RVM Team
