What Rooftop Tent Types Are Most Profitable To Import From China?

When you plan to import rooftop tents from China, the most important step is to decide which type of rooftop tent you should choose. No matter what kind of business you run — whether it’s an e-commerce store or an offline retail shop — choosing the right product is always the key to success.

However, the most profitable rooftop tent isn’t always the most expensive one — it’s the one that best fits your target market, customer needs, and vehicle types. Different tents appeal to different buyers, so understanding who you’re selling to is the key to success.

Many new importers who lack experience often make the wrong choice, wasting both money and time, and some even give up their business dreams in the end.

So, how do you choose the right and most profitable rooftop tent?
In this blog, I’ll give you practical tips and guide you step by step through four key factors. By following these steps, you’ll gain a clear understanding of which rooftop tent type is the right fit — and the most profitable — for your business.

1. What Rooftop Tents Are Available on the Market?

Rooftop Tent Market

Market Metrics	2024	2033	CAGR (2025-2033)
Market Size (USD Million)	394.2	847.6	8.9%
Hard Shell Segment Share	42%	45%	-
Soft Shell Segment Share	38%	35%	-
Hybrid Segment Share	20%	20%	-

Note: Data from :https://datahorizzonresearch.com/rooftop-tent-market-51615

Rooftop tents (RTTs) are portable camping shelters mounted on vehicle roofs, offering elevated sleeping space for outdoor adventures. The market is broadly divided into three main types: hard shell, soft shell, and hybrid. These categories account for the majority of sales, with hard shell tents holding the largest share (42% in 2024), followed by soft shell (35–38%) and hybrid (20%). Some reports also mention inflatable variants as an emerging subcategory, but they remain niche.

1.1 Hard Shell Rooftop Tents

Hard shell rooftop tents feature a rigid fiberglass, aluminum, or ABS plastic shell that pops up or clamshells open. They're durable, weather-resistant (ideal for 4-season use), and quick to deploy (under 2 minutes). Premium features like integrated lighting, USB ports, and roof racks make them popular for serious overlanding.

1.2 Soft Shell Rooftop Tents

Soft shell rooftop tents made from canvas or polyester fabric that folds out horizontally, these are lightweight and affordable. They offer more interior space for families but take longer to set up (5–10 minutes) and are better for mild weather and casual trips.

1.3 Hybrid Rooftop Tents

Hybrid rooftop tents Combine a hard shell roof with soft fabric sides, these balance durability and expandability. They use gas struts for easy opening, provide good insulation, and suit versatile camping styles.

To explore all the different rooftop tent options, take a look at “21 Types of Roof Top Tents: A Comprehensive Guide (2025)”.

2. Which Vehicle Types Are Suitable for These Rooftop Tents?

Since RTTs install on roof racks, compatibility depends on the vehicle's dynamic roof load capacity (typically 165–220 lbs while driving) and static capacity (500–800 lbs when parked). Most require sturdy roof rails or crossbars, and installation may need modifications. SUVs dominate (over 45% of demand) due to high ground clearance, robust roofs, and payload capacity, followed by pickup trucks, off-road vehicles, trailers and vans.

Vehicle Compatibility by Rooftop Tent Type

Tent Type	Weight Range	Suitable Vehicles	Key Compatibility Considerations	Examples of Compatible Models
Hard Shell	100–200 lbs (45–90 kg)	- SUVs (mid-size to full-size, 4WD preferred) - Pickup trucks - Overlanding vans - Some crossovers with reinforced roofs	- Requires robust roof racks/crossbars (165–220 lbs dynamic capacity) - Best for high-clearance vehicles due to added height (3–4 ft closed) - Heavier weight impacts fuel efficiency; not ideal for small sedans or lightweight vehicles - Aerodynamic design suits long-distance travel but needs strong mounting systems - Vans need reinforced roofs; not suitable for low-roof models without upgrades	- Jeep Wrangler - Toyota Tacoma - Ford F-150 - Mercedes Sprinter (with racks) - Land Rover Defender
Soft Shell	80–150 lbs (36–68 kg)	- Larger SUVs - Pickup trucks - Minivans - Cargo/camping trailers - Compact SUVs/crossovers - Some sedans or vans with reinforced roofs	- Lighter weight allows broader compatibility, including flatter roofs - Needs roof racks or crossbars (150+ lbs dynamic capacity) for vehicles; trailers require sturdy platforms - Fold-out design needs more roof space (6–8 ft length closed) - Ideal for family vehicles and trailers but less suited for extreme off-road due to wind resistance - Compact cars or low-roof vans may struggle with stability	- Subaru Outback - Honda Pilot - Toyota Sienna - Utility trailers (e.g., M416) - Nissan Xterra - VW Transporter (with racks)
Hybrid	120–180 lbs (54–82 kg)	- Mid-size SUVs - Jeeps - Pickup trucks - Hatchbacks/station wagons with racks - Camping vans - Some trailers - Electric vehicles (EVs) with weight-optimized designs	- Moderate weight suits versatile vehicles with 175+ lbs dynamic capacity - Gas strut systems require stable mounting but less roof space than soft shells - Good for urban-to-off-road transitions; compatible with EVs and vans if racks are reinforced - Trailers need flatbed or custom frames for secure mounting - Avoid low-roof vehicles or weak suspension systems	- Honda CR-V - Jeep Cherokee - Ford Transit (with racks) - Teardrop trailers - Tesla Model Y (with upgraded racks) - VW Tiguan

Note: Avoid low-roof sedans without reinforcements.

Additional Considerations

• Roof Rack Requirements: Vehicles like SUVs, vans, and pickups require OEM or aftermarket roof racks/crossbars (e.g., Thule, Yakima) rated for the tent’s dynamic weight. Check vehicle manuals for load limits (e.g., Toyota Highlander: \~165 lbs dynamic, 600 lbs static). Trailers need flatbed platforms or RTT-specific frames with similar capacity.

• Trailer Compatibility: Cargo or off-road trailers (e.g., M416, Patriot Campers) are increasingly popular for RTTs, especially soft shells and hybrids, as they bypass vehicle roof limitations. Trailers require stable, welded frames and suspension to handle RTT weight and off-road conditions.

• Van Compatibility: Camping vans (e.g., Mercedes Sprinter, Ford Transit) and minivans (e.g., Toyota Sienna) are viable for all RTT types if equipped with reinforced roof racks. High-roof vans are better for hard shells due to weight; low-roof minivans suit lighter soft shells.

• Vehicle Type Trends: SUVs lead (45% of RTT demand), followed by pickups (30%) and vans/trailers (growing 15% share). Vans appeal to nomads and overlanders; trailers suit users with incompatible vehicles (e.g., sedans, low-roof EVs).

• Regional Variations: North America favors SUVs/pickups for hard shells; Europe leans toward vans/hatchbacks for hybrids; Asia-Pacific uses compact SUVs/trailers for soft shells. Vans are popular in Europe/Australia for van-life culture.

• Challenges: RTTs add height (1–2 ft closed, 3–4 ft open), affecting garage clearance and aerodynamics, especially for vans/EVs. Heavy hard shells may strain smaller vans or trailers’ suspension. Installation costs ($100–500 for racks) and trailer frame upgrades should be considered.
  

  

  Profitability Insights

• High-Margin Markets: In North America, import hard shells for SUVs/pickups (e.g., Jeep Wrangler, Ford F-150) to target overlanders, yielding $1,200–2,500/unit margins. Vans like Mercedes Sprinter are a growing niche for premium RTTs.

• High-Volume Markets: In Asia-Pacific, soft shells for compact SUVs (e.g., Honda CR-V) and trailers (e.g., utility trailers) cater to families, offering $500–1,000/unit margins with higher sales volume.
  

  

  3.Who Is Your Target Customer Group Of Rooftop Tents?

  The customer groups for rooftop tents (RTTs) in 2025 are diverse, driven by the growing popularity of overlanding, adventure travel, and outdoor recreation. Based on market trends and consumer behavior, the primary target customer groups are:
  

  

  1. Outdoor Enthusiasts and Overlanders (Ages 25–40, Millennials/Gen Z):

  • Profile: Tech-savvy, adventure-driven individuals who prioritize rugged, off-grid camping experiences. Often solo travelers or small groups engaging in overlanding, seeking remote destinations.

  • Preferences: Favor hard shell RTTs for quick setup (<2 minutes), durability, and 4-season weather resistance. Value premium features like insulation, integrated lighting, and solar/USB charging.

  • Why They Buy: Seek convenience and reliability for frequent, long-haul trips. Influenced by social media and overlanding communities.

  • Market Fit: Dominant in North America (especially U.S. West Coast, 45% global market share) and Australia, where off-road culture thrives. High willingness to pay for premium models ($2,500–4,500).

  • Vehicle Compatibility: Sturdy SUVs (e.g., Jeep Wrangler, Toyota Tacoma) or pickup trucks with strong roof racks (165–220 lbs dynamic capacity).
    

    

    2. Families and Casual Campers (Ages 30–50):

  • Profile: Middle-income families or groups with children/pets, focused on weekend getaways or occasional camping in established campgrounds.

  • Preferences: Prefer soft shell RTTs for affordability ($800–2,500 retail) and spacious interiors (fits 3–4+ people). Prioritize comfort and ease of use over ruggedness.

  • Why They Buy: Want cost-effective, family-friendly camping solutions that offer more convenience than ground tents. Less concerned with extreme weather durability.

  • Market Fit: Strong in Asia-Pacific (fastest-growing region, 9.8% CAGR) and North America for budget-conscious buyers. Also emerging in Latin America.

  • Vehicle Compatibility: Larger SUVs, minivans, or trailers with flatter roofs; lighter tents (80–150 lbs) suit vehicles like Subaru Outback or Ford Explorer.
    

    

    3. Adventurous Couples and Urban Dwellers (Ages 20–35):

  • Profile: Young professionals, often pet owners, balancing urban lifestyles with weekend outdoor escapes. Influenced by remote work flexibility and Instagram-worthy adventures.

  • Preferences: Lean toward hybrid RTTs for a balance of durability, space, and style. Seek lightweight, eco-friendly designs with moderate setup time (2–5 minutes).

  • Why They Buy: Value versatility for spontaneous trips and urban-to-wild transitions. Attracted to modular features and aesthetics.

  • Market Fit: Growing in Europe (eco-conscious markets like Germany, UK) and urban areas of Asia-Pacific (e.g., Japan, China). Appeals to mid-range budgets ($2,000–4,000).

  • Vehicle Compatibility: Mid-size SUVs, hatchbacks, or EVs with reinforced roof racks (120–180 lbs); e.g., Honda CR-V or Tesla Model Y.
    

    

    4. Emerging Buyers in Developing Markets (Ages 25–45):

  • Profile: Rising middle-class consumers in regions like Latin America, Middle East, and Africa, drawn to camping as tourism grows.

  • Preferences: Favor soft shell or entry-level hybrid RTTs for affordability and versatility. Less focus on premium features due to cost sensitivity.

  • Why They Buy: Seek accessible outdoor experiences as an alternative to expensive travel. Growing interest in vehicle-based camping.

  • Market Fit: High potential in Asia-Pacific (e.g., China’s urban escape trend) and emerging markets, but limited by infrastructure and lower disposable incomes.

  • Vehicle Compatibility: Budget-friendly vehicles like compact SUVs or locally popular pickups with basic roof racks.
    

    

    What Are Your Country or Target Market’s Preferences?

The last step in choosing the right rooftop tent is understanding your market preferences. Different countries and regions have their own camping cultures, climates, and buying habits, which directly influence what customers want. In the next blog, I’ll introduce “How to Research Market Trends Before Importing Rooftop Tents” to help you accurately understand your target market. For now, let’s take a look at some common market trends.

Regional Market Size 2024 and 2033

Region	2024 Market Size (USD Million)	2033 Market Size (USD Million)	CAGR (2025-2033)
North America	149.8	313.4	8.7%
Europe	126.3	271.4	8.9%
Asia Pacific	78.8	186.2	9.8%
Latin America	23.6	47.4	7.9%
Middle East & Africa	15.7	29.2	6.8%

Note: Data from :https://datahorizzonresearch.com/rooftop-tent-market-51615

• North America (e.g., U.S., Canada): High demand for hard shell, soft shell, and hybrid RTTs, with all types selling well due to diverse customer needs. Hard shells are preferred for wilderness trips and overlanding, especially among enthusiasts with SUVs and pickup trucks. Soft shells and hybrids are popular among families for affordability and space, supported by high SUV/pickup ownership (45% of RTT demand). The U.S. market, valued at $168M in 2023, grows at 8% CAGR, driven by versatile camping needs.

• Europe (e.g., Germany, UK): Strong preference for soft shell RTTs due to affordability and suitability for smaller vehicles and roads, but hard shells are also popular among overlanders. Hybrids are less dominant but growing for eco-conscious buyers. Compact designs cater to urban and eco-tourism trends, with vans and hatchbacks driving compatibility.

• Asia-Pacific (e.g., Australia, Japan): Hard shells dominate in Australia due to its strong off-road and overlanding culture, similar to North America. In Japan and other urbanizing areas, budget soft shells appeal to the rising middle class for affordability. Rapid urbanization and adventure tourism boost demand across the region (9.8% CAGR).

• Other Regions (Latin America, Middle East, Africa): Emerging preference for versatile hybrids for their balance of durability and space, but infrastructure limitations (e.g., poor roads) and lower incomes favor soft shells for affordability. Growth is tied to rising tourism.
  

  

  Profitability Insights

• High-Margin Customers: Overlanders in North America and Australia are the most lucrative, with hard shell and hybrid RTTs yielding $1,200–3,000/unit margins due to premium pricing and high demand (U.S. market: $168M in 2023, 8% CAGR).

• High-Volume Customers: Families in Asia-Pacific and casual campers globally drive soft shell sales, offering $500–1,000/unit margins but higher turnover due to lower prices.

• Niche Opportunities: Couples and urban dwellers in Europe/Asia-Pacific are a growing segment for hybrids, especially with eco-friendly or tech-enhanced models (e.g., solar-integrated tents).
  

  

  Recommendations

To maximize profitability, target overlanders in North America with hard shell RTTs for high margins, or focus on families in Asia-Pacific with soft shells for volume. Ensure tents match vehicle types (e.g., SUVs for 45% of demand) and local preferences (e.g., eco-focus in Europe). Use e-commerce platforms like Amazon or direct sales via social media to reach these groups, and start with small import batches to test demand. The global RTT market’s 7.8–9.7% CAGR through 2033 supports long-term scalability.

RTT preferences vary by region, influenced by culture, economy, and infrastructure. North America leads with 38–45% global share, valuing premium durability for overlanding. Europe emphasizes eco-friendly hybrids, while Asia-Pacific (fastest-growing at 9.8% CAGR) favors affordable soft shells for urban escapes.

Now It’s Your Turn

Thank you for reading my article! In the next blog, I’ll introduce “How to Research Market Trends Before Importing Rooftop Tents” to help you start rooftop tent business smoothly.

ENJOIN is the leading roof top tent manufacturer and supplier in China. If you have any questions or need our advice to help you analyze if the rooftop tent is worthy to import from China, pls feel free to contact us.

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