Dealership sales revenue increased in 2025, according to Integrated Dealer Systems (IDS) Data Innovation Manager Don Miller. The annual increase was dealers’ first in four years.
Miller shared other positive industry signs Thursday during IDS’ webinar “Dealership Industry Insights: Data-Driven RV Sales and Service Trends for 2026.”
Miller’s data is based on the Leadership Insights platform he developed for IDS and pulled from 195 same-store U.S. RV dealerships. He said 195 locations might not sound like much, but that data includes 1.1 million sales over seven years, totaling $51.9 billion. On the service side, the data includes 4.2 million work orders totaling $4 billion in sales.
The data includes dealerships with annual RV sales ranging from under $30 million to over $90 million.
In 2025, year-over-year comparisons showed used and consignment RV sales grew; margins across all RV types improved; and F&I profits increased to an average of $1 million per dealership.
On the service side, Miller said work order volume declined, but sales per work order increased.
Repair event cycle time (RECT) fell to the lowest overall average since 2020 at 31 days. RECT averages were down for warranty work (44 days) and out-of-stock parts (56 days).
“The data tells a very clear story,” Miller said. “Momentum is returning across our dealership ecosystem. I think the next couple of years will be very strong.”
Best Data in Four Years
Sales revenue averaged $14.5 million per dealership. Revenue did not reach 2021’s pandemic-era highs but was 5% higher than pre-pandemic levels in 2019 despite a 22% dip in total unit sales.
New RV sales revenue experienced double-digit declines each year since 2021, but leveled off in 2025, down 1% from 2024. New RV revenue averaged $9.96 million per dealership, topping 2019 pre-pandemic levels by 1.1%.
Revenue for used and consignment RVs increased 7% and 31%, respectively, year-over-year.
“I want to really re-emphasize and point out is that we are starting to see the increases,” Miller said. “We are starting to see the increase in revenue, starting to see the increase in margin.”
Annual sales margins on new, used and consignment RVs all increased for the first time in four years. The average margin on new RVs was 9.6% in 2025, up 1.2% year-over-year.
Looking at F&I results, the dealerships increased F&I profits by 8% year-over-year. Once again, the increase was the first in four years.
Miller said one reason for the F&I profit increase was that dealerships reached an all-time finance penetration high. Consumers financed 64% of all RVs purchased in 2025. New RV financing penetration increased to 70% while used RV penetration totaled 56%.
“I think we are going to see some nice growth continuing, and some prices increase,” Miller said. “I think that is what is driving a lot of business. The finance metric sheet has increased.”
F&I profit as a percentage of the sales price was 7.1% in 2025, an all-time high. The dealerships averaged $2.6 million in annual variable gross profit, with 38% coming from F&I sales. Once again, the annual variable gross profit total was the first increase in four years.
Work order volume fell to its lowest level in seven years, averaging 2,209 per dealership. Average work order revenue, however, was up 29% over 2019 despite 6% fewer work orders.
Dealerships averaged $2.4 million in 2025 work-order revenue, a 5% year-over-year decline.
Looking Ahead
Miller said AI-generated forecasts showed RV sales volume stabilizing in 2026 and growing between 2% and 4% in 2027-28.
The forecasts predicted continued annual growth of 3% to 6% in used RV sales and of 1% to 4% in total revenue.
The forecasts predicted variable gross profits will grow 3% to 5% annually, thanks in large part to growing contributions from F&I.
