Building Trust, Offering Quality By selling quality products and building trust, retailers are able to increase revenue and nurture lasting relationships with clients who keep coming back.
SounDigital 800.4D Marine 800-Watt 4-Channel Amplifier Submitted by: Michael Hughes, Speed of Sound, Lake Havasu City, Ariz. Main Selling Features: “This is an extremely efficient amplifier.”
Rockford Fosgate Motorcycle Audio Systems and Kits Submitted by: George Smith, Mobileworks / Tintworks, Santa Maria, Calif. Main Selling Features: “Rockford Fosgate Harley systems’ fit and finish matches the motorcycles and the audio level. The sound amazes customers, and they’re proud to show off their systems to Harley dealers and friends, which refer more customers into our store. We teach customers about better sound quality and control over each area of their vehicle, and how we can dial the sound in for the front rear and subwoofer. This has helped improve sales over the last year. Moving from a 4-channel amp to a 5-channel amp brings invoice dollars up.” Primary Objection: Price. How to Overcome: “Overcoming the price issue involves starting at the top and working down. We create the value and help them understand how they can use this product and how it’s going to help them enjoy their motorcycle even more. The product will make it better than what they have now.”
Pioneer AVH-W4500NEX In-Dash Multimedia Receiver Submitted by: Marilu D’Sanz, D’Sanz Tint N Zound, Escondido, Calif. Main Selling Features: “One of the features that most appeals to customers is Apple CarPlay, along with the ease of use and clean presentation.” Primary Objection: Compatibility. How to Overcome: “I encourage customers to buy better quality data cables instead of knock-offs, as well as watching tutorial videos and becoming familiar with their product. I also offer free of charge software upgrades in order to get the best out of the product.”
28 Mobile Electronics July 2019
Kicker L7T Shallow Square Woofers Submitted by: Craig McGinnis, Chronos Specialty Auto Works, Omaha, Neb. Main Selling Features: “The woofer is able to fit in many different places easily.” Primary Objection: Size / Color / Style How to Overcome: “Gain the customer’s trust.”