November '18

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rv-pro.com November 2018 • RV PRO • 71 That certainly is carrying over into the aftermarket, where Wenger says interest continues to build among existing RV owners who wonder how they can add the technology to their units. "We like to tell RV dealerships they can diversify their busi- nesses, especially because our product is so strong in the safety category, which generates large interest," Wenger says. "We've had dealers come by our booth when we exhibit asking how they can be a part of our program, and I think in 2018, the smart dealer who's having customers ask if he offers Mobileye is going to say, 'We don't offer it yet – but we can.'" Perhaps not surprisingly, Wenger notes that year-over-year growth with Mobileye in the RV market is in the 25 percent to 30 percent range. Still, he says the biggest challenge he continues to face is people's lack of awareness of the product. "It's gotten better, but there's a lot of room to grow," he says. Mobileye's biggest advantage, Wenger believes, is its strong presence in the automotive market, and the fact that the Mobileye technology sold into the RV industry is similar to what others (the company estimates it's sold some 32 million units worldwide) are already relying on with their daily transportation. And, while it's not an inexpensive product, pricewise, the use of vision-based technology – rather than the radar-based sys- tems some high-end RV manufacturers are installing – makes it attractive, according to Wenger. So does the technology itself, he adds, while noting the main drawback is that it works much like the human eye. "When we struggle as humans to see something, it's in condi- tions such as heavy downpours of rain or dense fog," Wenger says, adding the Mobileye unit has that same challenge. "We even have a feature that references limited visibility, giving an indication to the driver on the display." Looking ahead, Wenger believes future growth within the RV market will be primarily horizontal, as he says vertically Mobileye already covers a large swath of the marketplace. "In three to five years, Mobileye won't be an option; it will be standard on just about every vehicle being built for the RV market," he says. "It's a tall task because not everyone will want it. It goes back to us educating individuals so they understand what it is, what it does and how it can be a value to each RV owner. "What we're giving them is peace of mind using a trusted technology," Wenger adds. "They're getting a constant copilot at a cost-effective price."

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