“Navigating Through a Challenging RV Market” 

The RV industry is currently challenged by a more demanding part of the economic cycle. A mix of elevated financing costs, continuing inflation, higher fuel and product costs, plus tighter household budgets are causing consumers to approach major discretionary purchases more cautiously.

The Fall 2026 issue of RV RoadSigns, prepared by ITR Economics for the RV Vehicle Industry Association, projects wholesale RV shipments to finish 2026 at approximately 290,000 units (range of 284,600 – 295,400 units) before stabilizing at a relatively flat 285,000 units in 2027 (range of 274,700 – 295,300 units).

The 290,000-unit level would be a 15.3% decline from the 342,220 units shipped in 2025. RV shipment declines are expected to moderate during the first half of 2027, with year-over-year quarterly growth returning in the second half.

What Is Driving the Revised Outlook?

• Rising financing costs are increasing monthly payment expectations for retail buyers.
• Persistent inflation continues to reduce household purchasing power.
• Higher product and fuel costs are placing additional pressure on affordability.
• Slower retail registrations are leading dealers to take a more measured approach to inventory planning.
• Broader economic uncertainty is causing some consumers to delay discretionary purchases.

What Does This Uncertainty Mean for Dealers?
RV is both a strategic and execution market, not simply a volume market. We believe successful dealers must continue to focus on:

• Maintaining disciplined inventory levels.
• Closely monitoring inventory turns and aging.
• Focus on proven brands that customers are buying or will buy.
• Improving lead response and conversion.
• Enhancing customer retention.

The current contraction does not eliminate opportunities. Instead, it increases the opportunity and importance of gaining market share by geographic location, through controlled expenses, protected margins and consistent execution of established fundamentals.

Northpoint Perspective: While dealers cannot control broader economic conditions, they can control inventory, customer service and response, transaction structure, follow-up and improving the overall ownership experience.

Inventory Management in Today’s Market

How should dealers improve inventory in this volatile cycle?

Recommended inventory actions:

• Review aging by unit, model year, brand, and floorplan weekly.
• Establish action thresholds for older inventory.
• Align future orders with demonstrated retail success.
• Evaluate duplicated floorplans and price points.
• Maintain sufficient selection without creating unnecessary carrying costs.
• Manage new and used inventory separately.
• Measure floorplan expense by unit and age.
• Assign responsibility for every aged unit.

Activities Dealers Can Consider Now:

• Review aged inventory every week.
• Integrate financing earlier in the sales process.
• Track leading indicators, not only monthly sales.
• Respond to digital leads quickly.
• Strengthen coordination between sales and F&I.
• Reconnect with previous buyers and service customers.
• Prepare financing and follow-up plans before show season.
• Communicate with Northpoint early when a transaction requires additional review.

Northpoint Perspective: Top-performing dealerships manage leading indicators. Sales and financial results generally follow consistent execution of those activities.

Inside Northpoint: Our Outlook
Northpoint believes that a turnaround will likely result from an elimination of one or more headwinds that the industry is experiencing, i.e. reduced inflation/fuel costs, lower interest rates and general affordability all of which are directly impacting consumer confidence.  Until these conditions and others materialize, strong dealer-lender alignment will be increasingly important.

How Northpoint Supports Dealers:

We are here for you during the best and most challenging of times. With Northpoint, you can count on the following deliverables.

• Relationship-based lender.
• Responsive communication.
• Continual and consistent service and support.
• Extensive RV market knowledge.
• Collaborative approach with each transaction structure.
• Consultative partnerships with sales, operations and credit.
• Buyout programs are currently available to transfer inventory.
• Used RV inventory programs available.
• Direct auction financing for dealer purchases via Manheim.
• As reflected by our annual Net Promoter Score, Northpoint delivers exceptionally strong customer service through our dedicated account teams and regional dealer relationship managers.

Summary: The View Ahead
Stability and success may center on the following priorities:

• Inventory discipline: Be strategic with buying decisions relating to inventory/brands.
• Operational execution: Be intentional when managing leads, applications, customer retention and follow-up.
• F&I Affordability and Opportunity: Help customers understand responsible payment and ownership options.
• Strong partnerships: Maintain consistent and timely communication among dealership leadership, sales, F&I, service, and lenders.

The road ahead is demanding, but it remains navigable. Northpoint is committed to helping its dealer partners manage through these challenging market conditions.  Always feel free to reach out to our team to discuss how we can best support your business. We listen and are here to help!