21/02/2012

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How to sell or trade-in your motorhome

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DID you know that secondhand motorhomes are currently a scarce commodity?

Obviously, the current economic uncertainty is making motorcaravanners hang onto their beloved ‘vans for longer.

Which, in turn, means a shortage of good secondhand stock at dealerships – which also means there has probably never been a better time to sell or trade in your ‘van.

Currently high part exchange values can offer a very good deal on a new motorhome. Equally, of course, you could consider selling privately to give you a nice big lump of cash towards your next purchase.

All of which begs the question: what’s the etiquette for selling your ‘van and how can you get the best possible price?

Wash and brush up

Obviously a sparkling exterior is ideal, and even if the ‘van gets muddy on the way to being sold it’ll still give a better impression if it started out clean. Of course, a clean exterior will expose scrapes and dents, but it will also show that you have a pride in the vehicle…

Inside, the ‘van should be spotless, which will, for most of us, entail a complete spring clean. Shampoo carpets and upholstery if they need it, and make sure that the ‘old bus’ is odour-free – which includes strong ‘air-freshener’ smells as well as pet, cooking, smoking, and musty whiffs.

These are both jobs that can be done at home, or you could treat the ‘van to a professional valet, but be warned, the sheer size of motorhomes can make this an expensive option.

Ring round for quotes first: your local business directory should have a selection of services both mobile and fixed.

Suits you

Don’t assume that your DIY modifications will add to your ‘van’s appeal. Practical touches that you’ve added may work for you, but are just as likely not to suit a prospective buyer.

So take a look at all those extra shelves, hooks, tea towel holders etc, and consider removing them to return the motorhome to as near its original spec as possible – as long as you can do so without leaving behind any unsightly evidence.

And, as with selling houses, depersonalise as much as you can, removing extra cushions, throws, ornaments and keeping them aside for your next home on wheels.

What value?

The main problem with motorhome values is that there is no definitive guide. With the sheer range of motorhomes available, sizes, layouts, base vehicles, and types, and the complexity of fittings, most models are only produced in relatively small quantities compared to the car market. So this makes valuation difficult.

Even dealers have very little information on used motorhome values, relying on their experience of what they have sold previously.

The key thing is to research other ‘vans of a similar brand and type. eBay can be misrepresentative of true values. Try searching on dealer’s forecourts and web sites, and in newspaper and magazine classifieds for a similar model.

Remember to adjust for variables like mileage, engine size, condition etc (and do try to be realistic).

Accessories

Just because your ‘van is filled to the gunwales with gadgets, don’t assume you will get a better price. As is true with the car market, optional extras don’t add extra value, though they may make it easier to sell.

On the subject of accessories, do make sure you keep any paperwork, in particular warranties and instruction manuals. Being able to produce a full collection of information about the ‘van, and any extras that have been fitted, shows a potential buyer, whether that is dealer or private, that this motorhome has been cared for.

Part exchange

If you’ve got your eye on a new ‘van at a dealership, then part exchange is the most usual way to go, but there are a few things to take note of to ensure you get the best deal.

Remember, a part exchange price is never going to be the same as the price you will see on a forecourt. Motorhome dealers are businesses that expect to make a profit even in lean times, and the part exchange process is not for their benefit.

Angela Steele, from Premier Motorhomes says: ‘you have to look at the cost to change – working in the part exchange values to your negotiations for your new motorhome’.

And remember that dealers may well be quoting prices without even seeing the ‘van: at shows and even over the phone or by e-mail.

A good dealer will want to know a fair amount of information before being able to give you a part exchange value.

Angela adds: ‘we ask customers with ‘vans for part-exchange a huge list of questions before we supply a quote, hoping to get it right the first time. Maybe it’s the initial questions, but we never really get any ‘vans that aren’t as we expect. The questions cover chassis and build number, any outstanding warranty issues, retrofitted accessories and details, and whether the owners are smokers or have pets, among many other topics.

We always ask about dealer or DIY additions. If anything has been bolted to a vehicle, we expect it to stay with it when part-exchanging. We would also like any instruction booklets and pin codes for gadgets.

Finally, be prepared to supply pictures of your actual ‘van, which will help with the valuation process.’

Angela concludes with the holy grail of advice when considering trading your motorhome in for a new one: ‘Honesty about a vehicle’s condition is key. We don’t mind taking in vehicles with snags or warranty issues as long as we know about it in advance. We may even be able to organise repairs or spares more easily than the customer anyway.’

It’s important to note that unless the ‘van is as described when the time comes to exchange, there may be a fluctuation in the agreed value.

If you have an older motorhome or one that has been well used and looks it, then a good dealer should always be prepared to take it in as a part exchange, possibly trading it onto another dealer. In this case though, you might be better to consider another route of sale to maximise the value of your ‘van.

Finally the whole process will be made as stress-free as possible, if you are open and honest with the buyer - whether that’s a private individual or dealer sale. Misleading a potential buyer about mileage, condition or anything that may need immediate attention is unwise.

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21/02/2012 Share this story

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