Why quality and confidence are driving today's caravan and RV sales
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Caravan and RV buyers are experienced and focused on quality. Here’s how dealers can meet their expectations and win the sale.
After all, buyers know what they are looking for, and they are just as clear about what is holding them back. While Gen Z are a small segment, their habits and preferences are also worth watching as the market evolves.
Ownership is up slightly to 43%, four points higher than the last wave, but still shy of the highs of 2022 and 2023. What hasn’t changed? Time on the road: 64% of buyers clock up five weeks or more each year in a caravan or RV.
On servicing habits, most owners also stay local for maintenance, with 45% relying on private businesses for scheduled services and upkeep.
One clear takeaway for dealers is that younger buyers are more likely to be new to the market and less experienced, so clear guidance and support can help build confidence. Highlighting inventory that suits popular routes and travel habits can also help dealers connect with buyers’ real world plans.
Over a third of buyers are very experienced with caravanning, and 51% are specifically looking for a caravan rather than other RV types. Younger buyers lean more toward pop tops and camper trailers than older generations, and if buyers are spending under $60,000, they’re more likely to consider five or more brands. Research is narrowing overall: only 35% are considering five or more brands, down from 45%, while 46% of buyers are now weighing three to four.
Condition (45%) and quality or reliability (42%) remain top of mind for buyers. For younger buyers, versatility and suitability for different travel styles are also key. Showcasing well-presented inventory with clear photos, detailed specs and transparent histories can make a real difference in how confident buyers feel, especially when they are comparing options.
However, even with focused research, buyers still face real barriers.
Price and finding the right style top the list of hurdles: 25% struggle to find a suitable model and 24% say budget is a sticking point. While used caravans dominate consideration for those spending under $30k, buyers with higher budgets are far more open to new models. Among those with budgets up to $60k, over two-thirds are considering new or both new and used options, a strong opportunity for dealers with new inventory. Still, intent to find the right rig is high: 59% of buyers are willing to travel interstate to secure their ideal RV, and more buyers are prepared to invest, with 51% planning to spend $60,000 or more – a sharp rise from last year (45%).
Making inventory availability clear and streamlining remote enquiries can help capture interest from buyers outside the local market, while guiding those who are less certain through the process can turn hesitation into commitment.
Word of mouth is still the most trusted source, but online news and reviews are catching up fast. Younger buyers are more likely to turn to social media and online marketplaces for accessories, and prefer face-to-face contact with dealers, while older buyers lean toward email. Tailoring engagement to buyers’ preferred channels, whether email, phone or face-to-face, can build confidence, especially when discussing finance or inventory availability.
83% of buyers pay cash, but 87% explore finance options before making their final decision. So, make it part of the initial conversation rather than an afterthought. Presenting clear, simple options can help buyers feel supported.
Insurance decisions are also evolving. Loyalty has softened, with only 44% of buyers open to switching providers, up from 37% in 2023. While price remains the top factor, 79% consider all inclusions, and agreed value comes next. Younger buyers are more likely to have not yet thought about insurance, so proactive advice can reassure them and add real value.
So what should you do with this? Buyers are confident and ready to spend, but only if the experience feels right. That means making every interaction clear, showcasing stock that meets expectations, and providing support that removes friction. Dealers who act now will turn interest into sales and build trust that lasts.
Ready to boost your inventory performance? Your carsales network representative can help you turn insights into results. Reach out today and start driving stronger returns.
Source: carsales internal data, Buyer Survey – boatsales, June-July 2025
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