For many RV dealers, the idea of selling their business sits somewhere on the horizon, someday, but not now. The plan is to exit when the time is right. Maybe after interest rates stabilize. Or after the election. Or when retail picks back up. Or when margins improve.
But here’s what we’ve learned after helping dozens of dealers successfully transition their businesses: the idea of perfectly timing the market is more fiction than fact.
The Timing Trap
It’s easy to fall into the trap of waiting. Waiting for better rates. Waiting for a stronger consumer climate. Waiting until things feel more certain. But by the time everything “feels right,” it’s often too late.
In reality, dealerships are bought and sold in every market cycle, growth years, flat years, even during downturns. Good businesses with strong fundamentals continue to attract buyers regardless of external headlines.
What Actually Drives Value
The best outcomes don’t come from timing the macroeconomy. They come from readiness at the dealership level.
Buyers, whether private equity, strategic groups, or regional operators, look for:
- Clean financials
- A clean RV inventory (few aged units)
- Strong service and fixed operations
- An experienced and loyal team
- Processes that aren’t solely owner-dependent
These are the fundamentals that drive value, regardless of interest rate movement or consumer trends.
Yes, Conditions Matter. But They Don’t Control the Outcome.
External factors like lending rates or industry sentiment play a role in deal structure, but they rarely determine whether a sale is possible. We’ve facilitated transactions during strong and soft markets alike.
In fact, challenging environments often present better opportunities for well-run dealerships to stand out. In uncertain times, strategic buyers lean into quality—and that’s exactly what a well-positioned dealership represents.
The Risk of Waiting Too Long
One of the most common regrets we hear from dealers post-sale is this: “We should have started this process sooner.”
By waiting for perfect timing, many owners face:
- Operational fatigue
- Erosion in service quality or CSI
- Difficulty retaining top staff
- Declining profitability that impacts valuation
- Other comparable dealerships being acquired before them, reducing competitive interest or regional leverage
It’s not just about running out of time, it’s about missing your moment.
A Better Question to Ask
Rather than asking, “Is the market ready?”, the better question is:
“Is our dealership ready to be sold?”
If the answer is yes, or even maybe, it’s worth a conversation. That doesn’t mean a sale is imminent. But it does mean gaining clarity: What is the business worth today? Where are the valuation risks and opportunities? What would a transition look like?
At RV Business Solutions, we help dealers answer those questions with honesty, expertise, and complete confidentiality. We understand that timing matters, but readiness matters more.
Want to know what your dealership might be worth?
Let’s talk. Start a confidential conversation at www.rvbs.com or call us directly.
Roger L. Nuttall served as President of Camping World, Inc. from January 2011. Prior to that, he was the Chief Operating Officer of FreedomRoads, LLC from January 2009 to January 2011, and the Executive Vice President and Chief Financial Officer of FreedomRoads, LLC from November 2003 to December 2015. From 1981 to 1983, Mr. Nuttall was a partner at McKay, Nuttall, and Reid, an accounting and consulting firm. Before that, he held various staff and management positions at Grant Thornton LLP from 1974 to 1981. From 1983 to 2003, Mr. Nuttall served as Chief Financial Officer and board member of Blaine Jensen & Sons, Inc., a multi-dealership RV company. He received a B.A. from Weber State University.
Mike has almost 30 years’ experience in the Recreational Vehicle (RV) Industry and provides advisory and consulting services to clients within that industry.
Scott Degnan is the Partner and Co-founder of RV Business Solutions and President of Degnan Management Group, Inc., a consulting firm.
Dom Bookman is the Chief Operating Officer and Investor Relations lead at RV Business Solutions. With 12 years of experience in the tech industry, Dom is a serial entrepreneur specializing in business development, marketing, and growth strategies for leading brands. He has successfully piloted startups and facilitated multiple exits for early-stage companies.