May '16

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rv-pro.com MAY 2016 • RV PRO • 73 little room in your inventory and a lot of times one part number can either hold mul- tiple programs for a range of vehicles or they can be flashed to something that you need," he says. "This means that you can sometimes keep fewer part numbers on- hand to service a wider variety of vehicles." Perhaps even more compelling is that these dynamic products provide access into what is often a new but adjacent customer category: Performance enthusiasts. "There are lots of appealing aspects to this market, from the obvious revenue gen- eration made through the product sale to the idea that a programmer is something like a 'gateway drug' to the vehicle mod bug," says Michael Litsch, technical sup- port manager for Diablosport in Delray Beach, Fla. "It all starts with simple mods like a cold air intake and a programmer, but if you are able to provide positive results for the cus- tomer, they are sure to be back at your shop for more upgrades in the future," he adds. "Any time you can find an RV owner a little extra power to get their vehicle moving or find them a little extra mileage for those long trips, they are sure to tell others about it. That's the kind of word-of-mouth adver- tising any shop can use and it's very realistic with our devices." For Customers: Multi-Faceted Performance Improvement For RV customers, the addition of per- formance towing products like tuners and programmers generally comes from a desire for improved horsepower. But that's not the only improvement to be gained. (Sources did note in warning that all of these improvements vary greatly on the vehicle, whether it's gas or diesel, and also the driver and environment an RV or tow vehicles is operating in.) Bully Dog's Boyd is quick to point out that, in contrast to the early days of the programmer craze, most reputable com- panies are seeking not maximum power, but the optimal gain while staying within the optimal range to preserve the longevity of a vehicle. "Our target numbers are based on safety," he says. "We're not going to put "In the past, tuners and programmers were viewed as a racing product. Now people are starting to realize that these products were actually made with the towing customer in mind, and we're seeing great traction at RV-related trade shows because of it," according to Chris Boyd, an avid RVer and dealer accounts manager for Bully Dog.

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