March '16

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76 • RV PRO • MARCH 2016 rv-pro.com profile but it's a bit more economical than our top-of-the-line Mach 8." While Adams says he doesn't want to define the Mach 10 as a niche product, Trent Kauffman, vice president of OEM sales for Airxcel, says it's particularly well- suited for lightweight travel trailers that are looking for a lightweight air-conditioning solution, although it's capable of taking on a fifth wheel. Adams agrees with Dometic's Schutz that OEMs are looking for performance and quiet operation, but Kauffman says for many of them, weight is another big factor. "A lot of the OEMs are going to ultra- lightweight travel trailers and units, that's what they're marketing," he says. "What they're marketing is reduced weight, and especially when a unit and its center of gravity is on the roof, you want it to be as lightweight as possible and still provide the required performance." He explains that the Mach 10 is lighter than the company's Mach 8 by about 10 pounds because the condenser on the ultra- low-profile Mach 8 is shaped differently, making it both larger and heavier. And, the Mach 10 draws about an amp-and-a-half less power as well. While the Mach 10 is available in both industry standard 13,500 BTUs (British thermal units) and 15,000 BTUs, Kauffman believes the lower-amperage draw is a big selling point with the model. "Every amp these days on a coach is important considering all the extra items that people are trying to put on their units now," he says. "Saving amperage on any appliance is a big deal." For RV owners, another attractive fea- ture with the Mach 10 is that it uses all the same controls as the company's other air conditions, which can be especially impor- tant for an upgrade or replacement. "The controls offer nothing specific to the Mach 10," says Kauffman. "It fits in well with the family of products we have. All our thermostats and wired control boxes that work with our ultra-low-profile and standard series will work with it as well, and it can be installed as a ducted or free-delivery system." Battle of the Retrofit(tist) The OEM market is a huge one for both Dometic and Airxcel, with hundreds of thousands of their units manufactured and installed annually, but retrofits and replacements are also important, and nei- ther company has forgotten the dealers. Although Dometic works with distribu- tors, it also sells directly to dealers, and Schutz says the company has more than 3,400 dealers in North America, along with another 3,000 service centers and mobile tech stations that have accounts with Dometic. ASA's Advent brand has found success selling its Advent Air product through aftermarket channels. Pictured next to the Advent product are: Jennifer King, ASA Electronics RV industry manager and Cedric Waters, RV OEM account manager.

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