In today’s evolving RV market, dealerships must find new ways to stand out, boost profitability, and deliver long-term value to their customers.
While extended warranties and maintenance plans often take center stage in the Finance & Insurance (F&I) office, another high-impact opportunity remains underutilized: value-added protection products like exterior coatings and interior antimicrobial treatments. Trusted names like Xzilon and EcoRVPro offer these solutions, and forward-thinking dealerships are realizing their immense value—not only as profit enhancers, but as meaningful safeguards for customers’ long-term investment in their RV.
Enhancing the Customer’s Investment
RVs are not just vehicles; they’re lifestyle investments. Whether customers are buying a Class A motorhome or a fifth wheel trailer, they’re investing tens of thousands—or even hundreds of thousands—of dollars. With RV values trending downward as noted in the Q3 2024 J.D. Power Market Insights report, owners are becoming more conscious of maintaining their investment value. Offering products like Xzilon’s molecular-level exterior coatings or EcoRVPro’s hospital-grade antimicrobial treatments helps preserve the condition and resale value of RVs over time.
Exterior coatings protect against oxidation, UV rays, tree sap, road grime, and acid rain—common threats that can fade paint and damage surfaces. Meanwhile, interior treatments offer peace of mind by creating a long-lasting barrier against mold, bacteria, and viruses—especially important in high-touch RV areas like kitchens, bathrooms, and sleeping quarters. In a post-pandemic world, health-conscious buyers are more willing to pay for these added protections.
Driving Dealership Profitability
From a dealership perspective, these protection products are a goldmine in the F&I office. They are high-margin items that require minimal time to present, and when bundled with other offerings such as GAP and VSCs, they enhance the overall value of the F&I package. Dealerships can customize presentation scripts and sales processes to align these products with customer lifestyles, such as highlighting antimicrobial treatments for families with children or showcasing UV protection for retirees who plan to travel long-term in sunbelt states.
These products are also excellent tools for combating finance office surcharge risks. By promoting value over price, dealerships create a perception of quality and care, improving customer satisfaction and potentially increasing the likelihood of positive reviews and referrals. Plus, with the right provider, like those partnered with TJ Dealer Services, dealerships can white-label or private-label these offerings—strengthening their own brand visibility and loyalty post-sale.
Competitive Differentiation in a Tough Market
According to the Q3 2024 report, RV values saw seasonal declines across most segments. Fifth wheel values dipped 4.8% quarter-over-quarter; Class C motorhomes dropped 4.4%. With inventories growing and consumer demand softening, dealerships must do more than price competitively—they need to differentiate through value. Offering protection products like those from EcoRVPro or Xzilon shows customers that your dealership isn’t just selling RVs, but actively protecting their purchase.
Moreover, these offerings contribute to dealership branding. In a saturated marketplace where customers research heavily online before stepping foot in a showroom, having a reputation for high-quality protection plans and proactive service can tilt the scales in your favor.
A Smarter F&I Strategy with T&J Dealer Services
TJ Dealer Services helps RV dealerships implement complete ancillary product solutions, including premium environmental protections. With in-store coaching and custom F&I processes, dealerships can maximize every opportunity to present these products effectively and compliantly. Whether through in-person training or remote F&I solutions, TJ equips dealerships of any size to compete like industry giants.
The bottom line? Exterior coatings and antimicrobial treatments are more than just F&I upsells—they’re essential tools for enhancing profitability, creating customer confidence, and future-proofing your dealership’s value proposition. By offering proven solutions from trusted providers and leveraging expert partners like TJ Dealer Services, RV dealerships can truly deliver on the promise of protection—for both the customer’s RV and the dealership’s bottom line.
Let’s future-proof your dealership together. Contact T&J Dealer Services today to explore products tailored to your needs.
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Discover Remote F&I.
Leverage our top talent and national network to provide better products and services for your mid-size dealership. Running an RV dealership is all about maximizing efficiency and providing a world class customer experience.
Discover Remote F&I.
Leverage our top talent and national network to provide better products and services for your mid-size dealership. Running an RV dealership is all about maximizing efficiency and providing a world class customer experience.