November 2020
me-mag.com
Join Us at KnowledgeFest LIVE! Join us December 11-13 to celebrate industry spirit— a collective determination which continues to inspire transformation and teaching moments
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Dial it In: How to help clients find reliable driver safety solutions Sunny Forecast: Alex Camara discusses AudioControl and his perspective on the current trajectory of 12-volt
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Volume 52// Issue 09
Articles
44 44 Retail News/Who’s Who 60 Installs
Departments
14
6 Editor’s Forum 8 Feedback 62 From The President
FEATURES 14// What’s Happening: Unstoppable
This year, the industry faced unexpected challenges—trials which 12-volt professionals met with a combination of unwavering commitment and determination.
52// Learning From Leaders: A Sunny Prediction
Alex Camara of AudioControl shares his perspective on delighting customers and explains why the 12-volt industry should look forward to continued growth and clear skies ahead.
56// Tech Today: Backup Cameras in Vehicle Safety Systems, Part 2
Understand driver safety systems and integration so you effectively assist clients in choosing the best backup camera for their uses.
On the Cover COVER DESIGN: Ana Ramirez Congratulations to the recipients of this year’s Industry Awards! All of us at Mobile Electronics magazine and Mobile Electronics Association look forward to seeing everyone in person at a future event. In the meantime, see you online! Join us for KnowledgeFest LIVE, held online in place of our Dallas event. Visit Knowledgefest.org for more information.
4 Mobile Electronics November 2020
Ad Index Accele.......................................................p.2&3 Alpine Electronics..................................p.41 AudioControl.............................................p.31 DD Audio.....................................................p.47 Directed.......................................................p.33 Escort............................................................p.9 Firstech - Compustar..........................p.63 Ground Zero..............................................p.59 Harman-JBL.............................................p.29 InstallerNet...............................................p.64 JVC..................................................................p.19 Kenwood......................................................p.21 Kicker.............................................................p.11 KnowledgeFest Live.............................p.39 MEA KnowledgeFest............................p.43 MECP............................................................p.51 Metra Electronics...................................p.23 Orca - Focal................................................p.27 Rockford Fosgate....................................p.5 Sirius XM......................................................p.12 Sony..............................................................p.35 SounDigital................................................p.25 USA SPEC...................................................p.58 Vais Technology........................................p.13 Vision Zero.................................................p.59 Voxx Electronics........................................p.7
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editor’s forum
VIRTUALLY KNOWLEDGEFEST
IT’S TIME TO LEARN, CONNECT AND CELEBRATE.
Our industry’s time to come together has arrived—albeit virtually. While nothing can replace our in-person event, KnowledgeFest LIVE will deliver a feeling of connection that will help assuage the need we all have to enjoy the awesome networking KnowledgeFest is known to provide. When we had to send the message that the in-person event was cancelled, some of you wondered why. What changed? Our decision was in response to a new COVID-19 threat level in Dallas County, specifically in relation to orders regarding health guidance for the public which changed to the highest-level, “red,” meaning, “Stay at home, stay safe.” And with that news, for the first time in our history, KnowledgeFest became a virtual-only event this year. It’s unfortunate, as I know many of you were looking forward to having an in-person event. We also had strong support from exhibitors and retailers who wanted to attend. We will now target all our efforts toward delivering a valuable virtual event.
What is a virtual event? KnowledgeFest LIVE will be held online with interactive content. Our plan from the beginning was to include a virtual experience to accommodate both retailers and manufacturers who were not able to attend due to company travel restrictions. The event will be presented through a new digital platform allowing attendees to participate in education workshops and manufacturer trainings. Participants will also be able to take a virtual tour of exhibitors, kind of like a virtual show floor. Much like the in-person event, our virtual event will provide great opportunities to connect with your favorite vendors, view show vehicles, and network with others. You will be able to accomplish this from the comfort of your home or your store. The best thing about KnowledgeFest LIVE is that you can enjoy great content without the added cost of travel.
How will you attend? Your options are open. Most attendees for virtual events attend using a personal computer (PC or MAC) using a website interface. You can also attend using a tablet or Smartphone, but your experience will be enhanced if you use a traditional computer. For KnowledgeFest LIVE, you will register for the event and participate by selecting education workshops, manufacturer trainings, as well as designated times to connect with your
6 Mobile Electronics November 2020
favorite exhibitors. As you select them, your event schedule will be created. Once created, you will receive reminders to make sure you don’t miss anything. During the three-day event, there will be many great opportunities to view live content. And if you miss something, you can always go back and watch on-demand.
YOU CAN ALSO TUNE INTO THE MANUFACTURER TRAINING CHANNEL TO LEARN ABOUT THE LATEST TECHNOLOGIES FROM YOUR FAVORITE SUPPLIERS. What should you expect? This will be an awesome event, providing the best education, networking and exhibitors that our industry has to offer! KnowledgeFest LIVE will feature over 25 of the top industry experts delivering knowledge for owners, managers, salespeople, marketing personnel, technicians and fabricators. This will be delivered as three distinct tracks, or what we are calling “channels,” for the virtual event. You can also tune into the manufacturer training channel to learn about the latest technologies from your favorite suppliers. When you visit an exhibitor, you will have the opportunity to connect face-to-face using the web interface. You will be able to have active discussions with key influencers in our industry. One of my favorite experiences at KnowledgeFest is the vast amount of show vehicles. For this event, there will be a designated area to view some of the top vehicle builds. Many of your favorite vendors will have special offers that will kick-off at the Beer and Business networking event. While we won’t have an open bar, you can bring your favorite brew to your computer and connect with others in our industry. During that time, you will be able to join private networking areas based on industry topics. This is the perfect place to have a discussion and learn from others. On the last night of the event, KnowledgeFest LIVE will hold the annual Mobile Electronics Industry Awards. MEA will announce and celebrate the winners during a special live evening event. We all look forward to the celebration. If you’re ready to join the rest of the industry for Knowledge Fest LIVE, go to KnowledgeFest.com and register today!
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feedback
ADDING VALUE
ADVERTISING SALES sales@mobile-electronics.com
EDITORIAL Rosa Sophia Managing Editor 978.645.6466 • rosas@mobile-electronics.com Chris Cook Editor-at-Large Creative Layout and Design: Ana Ramirez Contributing Editors: Jamie Sorcher and Laura Kemmerer
Published by TM
mobile electronics association
Chris Cook, President 978.645.6434 • chrisc@mobile-electronics.com
Retailers and techs agree the Industry Awards process adds value to the industry and strengthens the resolve of 12-volt professionals to continue improving themselves “When it comes to making the video itself—and maybe this stems from law school and being an attorney prior to coming back full-time and opening my own shop—I’m very element-driven. Meaning these are the rules, these are the questions, answer the questions honestly, follow the format, provide a video that not only tells your story for the past year, but also answers all questions and provides all necessary information for judges—no pun intended.” Nicholas Frazier, Trusted Tech 2019, iNNovative Customs, West Springfield, Mass.
“Come up with a unique idea for your video. Use good audio so they understand what you are saying. Making an enjoyable video that judges have not seen a dozen times may give you that edge. We are a creative group—express it in your video.” Dean Beyett, Top 5 Technician for 2019, Five Star Car Audio, Clearwater, Fla.
“Keeping a high standard of professionalism is very important to the process. The ability to show your work apart from the rest is also pivotal. What are you doing differently that’s adding value to the industry? Justice Berry, LIS Audio, 2019 Top 50 Retailer, Spring Hill, Kan.
8 Mobile Electronics November 2020
Richard Basler, Dir. Technology Solutions 978.645.6449 • richb@mobile-electronics.com Tony Frangiosa, Chairman of the Board, MEA 1) Title of publication: Mobile Electronics. 2) Publication No.: 957-170 6. (ISSN#1523-763X) 3) Copyright © 2019by the Mobile Electronics 4) Date of filing: Oct.1, 2019.5) Frequency of issue: Monthly. 6) No. of issues published annually: 127) Annual subscription price: $35.00. 8) Periodical postage paid at LawrenceMA and additional mailing offices. 9) Complete mailing address of known officeof publication: 85 FlagshipDrive, Ste F, North Andover, MA 01845. 10) Completemailing address of the headquarters or general business offices of the publisher:85 Flagship Drive, Ste F, North Andover, MA 01845. 11) Full names and completemailing address of Publisher, Editor and Managing Editor: Publisher: Chris Cook,85 Flagship Drive, Ste F, North Andover, MA 01845; Editor/Managing Editor:Solomon Daniels/Rosa Sophia, 85 Flagship Drive, Ste F, North Andover, MA 0184512) Owner: MERA, Mobile Electronics Retailers Association, 85 Flagship Drive,Ste F, North Andover, MA 01845. 13) Known bondholders, mortgages, andother security holders owning or holding 1% or more of total amounts of bonds,mortgages or other securities: None. 14) Tax Status: Not applicable. 15) Name ofPublication: Mobile Electronics. 16) Issue date for circulation data below: October2018. 6. a) Total no. copies (net press run) Average: 10,237 Single Issue; 12,826.b) Paid/Requested mail subscriptions Average: 6039, Single Issue: 7346. c) Paidsales through dealers, etc.; Average: 0. Single issue; d) Requested distributed byother classes of mail: Average: 435, Single issue: 520. Total paid and/or requestedcirculation; Average 6039. Single issue: 7346. e) Nonrequested distribution bymail; Average: 3593Single issue: 4223. Free distribution through other classesof mail: Average: 0, Single issue: 0. f) Non-requested distribution outside the mail;Average: 267. Single issue: 750. g) Total nonrequested distribution; Average3860, Single issue: 4973. h) Total distribution; Average: 9,899. Single issue: 12,319.i) Copies not distributed; h1) Office use, leftovers; Average: 338. Single Issue; 507j) Total; Average: 10,237. Single issue; 12.826Percent paid and/or requestedcirculation; Average: 61.01%. Single issue 59.63%. 17) POSTMASTER: Please sendaddress changes to Mobile Electronics, 85 Flagship Drive Suite F, North AndoverMA 01845-9998
stats
CYBER SETTING KnowledgeFest LIVE will take place next month as a virtual-only event. A number of industry professionals plan to attend. “I have participated in a number of online trainings. It’s best to mute everyone or else people can have all kinds of distracting background noise and not even know they are interrupting. Please mute everyone and take questions via chat.” Mike Lewis, Echo Sales, Grayslake, Ill. “I attended distributor shows. It was better than nothing. The speakers/ trainers on the virtual trainings weren’t prepared, and appeared to be out of their comfort zones.” Anonymous “At an in-person trade show, it’s nice to be able to see and touch the product.” Gary Probst, Keith Electronics, Lock Haven, Pa. “The online event I attended was very good; I learned a lot. Nothing compares to an in-person experience. Virtual is definitely better than nothing at all. We can stay positive and make the most of it! The presentations were well thought out, but the interaction you get before and after the presentation is often where you pick up a new idea or meet someone new in the industry.” Kimberly Trainer, Car-Tunes, Inc., Greenville, Miss.
Top five reasons for attending the event:
In the past three years, have you attended one or more KnowledgeFest events?
What is the likelihood that you will attend the Virtual KnowledgeFest event?
Based on the current COVID-19 situation, when do you believe you would be comfortable attending an in-person KnowledgeFest event in 2021?
10 Mobile Electronics November 2020
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helpful stuff
BOOK: The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change BY STEPHEN R. COVEY Looking to increase self-discipline and cultivate positive habits? Covey’s book will walk you through an integrated approach for problem-solving, offering a step-by-step framework for improving your life through service and integrity. You can seize these principles in order to change your life and take advantage of the opportunities sparked by that change.
WHAT TO VIEW: Accelerating Auto Trends in the Time of COVID-19: NADA Webinar WWW.NADA.ORG/ACCELERATING-AUTOMOTIVE-TRENDS-FORM COVID-19 has caused, among other things, an increased reliance on personally owned vehicles. Twenty percent of people in the U.S. who don’t own a car are now considering purchasing one. With social distancing and health top-of-mind, people don’t want to rideshare or take crowded public transportation. Google research shows that public transportation has seen a 28 percent drop and ridesharing a 26 percent drop. In fact, 24 percent of people have stopped using public transportation entirely. There’s a growing desire and need for personal vehicle ownership—and that is good news for the aftermarket.
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facebook.com/MobileElectronics 13
What’s Happening
14 Mobile Electronics November 2020
Unstoppable
This year, the industry faced unexpected challenges— trials which 12-volt professionals met with a combination of unwavering commitment and determination to meet clients’ needs. WORDS BY ROSA SOPHIA
facebook.com/MobileElectronics
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What’s Happening
W
ith the progression of the COVID-19 pandemic, KnowledgeFest LIVE was intended to accommodate any retailers or manufacturers who couldn’t be there in person, according to Chris Cook, president of MEA. However, due to changes in Dallas County’s health orders, the event will now be strictly virtual. “We had strong support from exhibitors and retailers wanting to attend in-person,” Cook said. “We will now target all of our efforts toward delivering a valuable virtual KnowledgeFest LIVE event.” The Industry Awards will also be presented online during the event, which will take place December 11-13. Retailers report that the primary issue during the pandemic has been maintaining inventory. One of this year’s Top 12 Retailers, Car-Tunes, Inc. in Greenville, Miss., stated that business has been good. “Our schedule is booked four to six weeks out,” said shop owner Kimberly Trainer. “This extra volume, combined with manufacturer inventory issues, made acquiring products very time-consuming.” The most difficult part, she added, has been keeping up with customer demand.
Marty Adamschek, Andres Electronics, Courtenay, BC, Canada Andres Electronics is an installation and service center for ignition interlocks, said Marty Adamschek, who handles installations, services and paperwork for this category. He has been installing for about 30 years. He also manages ordering car audio accessories and parts for his shop, as well as assisting in sales if necessary. “I am always included in the sale of larger custom systems,” he added. About 16 years ago, Adamschek had a car featured in Performance Auto & Sound magazine, which he fondly recalls to this day. “At the time, that magazine was the pinnacle in car audio,” he said, adding, “To be featured in it was amazing.” The biggest mistake he ever made, he said, is a mistake he still makes frequently. “I doubt myself and my abilities,” he explained. “I am constantly showing my wife other people’s work, and she is constantly telling me that I’m just as good as them. I think we are our biggest critics. When we finish a big project, people look at it in awe—and we look at it and see things we could have done differently.” Adamschek remembered coming across Tim Baillie’s work and later befriending him. Baillie has since greatly influenced his career, and the two communicate frequently. “Every now and then, when I’m trying to decide on either designs or finer details with an install, we will bounce ideas back and forth and things turn out great,” he explained. Other influences include John Schwartz and Bryan Schmitt. “Looking back over the last couple years, and seeing where I was and where I am now, I have noticed that each year brings a constant, vast improvement and I only see this trend continuing,” Adamschek said. His hobbies include bodybuilding, online gaming—mostly Call of Duty— and spending time with his family.
16 Mobile Electronics November 2020
Unstoppable
Dean Beyett, Five Star Car Stereo, Clearwater, Fla.
Nick Apicella, Apicella Auto Sound, Stony Point, NY “I’ve been installing almost four years professionally,” said Nick Apicella, “but since 2010 as a hobby.” Until recently, Apicella Auto Sound was a one-man show. Now, he said, “My co-worker, Kevin, helps handle installation and fabrication.” Apicella said he enjoys the rush he gets when he sees a customer hear and enjoy a new sound system for the first time. He recalled a mistake he made back when he was working for another shop in New York City—a mistake which could have been much worse. “I was working outside the shop installing a radio, and the car needed to be in drive, without the e-brake engaged in order to pull out the stock radio,” he said. “I had my foot on the brake, but over time, my foot kept pushing down less and less. The parking area wasn’t completely flat, and the driver’s side door of an Aston Martin that had been about 15 feet in front of me stopped the car from rolling any farther….”Apicella’s hobbies include snowboarding, hanging out with friends—and playing Halo. Dean Beyett, Five Star Car Stereo, Clearwater, Fla. For the past 30 years, Dean Beyett has been installing. Currently, he is the installation manager at Five Star Car Stereo, and he also works in sales. Being able to teach at KnowledgeFest was a huge accomplishment for Beyett, who added that he’s also proud of his shop’s continued success with online media and raising awareness about its offerings. His biggest regret, he said, is that he didn’t get more deeply involved in the 12-volt community sooner. When it comes to career influences, Beyett said, “It would be hard to choose just one person. I like to observe and learn from all those around me. Then I use what works best for me.” The future will always be full of surprises. “If someone asked five years ago whether I would be where I am today, I would have said no,” he said, adding, “but here I am. I like to move forward and push as hard as I can. Where that’s taken me has been fun—and hopefully it will continue.”
John Brettle, Cartunes of Atlanta, Atlanta, Ga.
Phillip Cantu, Elevated Audio, Inc., Lakewood, Colo.
Nicholas Frazier, iNNovative Concepts, Wilbraham, Mass.
Matt Vowell, Mobile Toys, Inc., College Station, Texas
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What’s Happening Michael Bischoff, Traffic Jams Motorsports, Buford, Ga. With 28 years of installing under his belt, Michael Bischoff heads up the speaker enclosure department at Traffic Jams Motorsports. “I also help build and maintain our displays,” he said, adding that one of his proudest moments in his career so far was when he was asked to help teach a training class. “Erick Markland and John Brettle have both been big influences on me this year because of their willingness to help me learn new skills,” Bischoff said, adding that he wants to continue mastering his craft and teaching others. Beyond his work-related duties, he likes to spend time with family, play golf and go “see the Georgia Dawgs play!” John Brettle, Cartunes of Atlanta, Atlanta, Ga. As install manager, John Brettle maintains supplies, and manages the CNC router. He is also a CAD designer. Additionally, he said he helps the primary salesperson with client interactions concerning anything installation-related. Brettle has been an installer for 30 years, and his proudest moment was when he helped teach CNC laser and CAD design at Kingpin University. His parents were his best influences. “They raised me to be kind and respect others. They also supported me in my creative pursuits as a child, which I think still shows in my creativity today,” he said. “They taught me you have to earn the things you want, and this drives me daily to get things done. One day, I would like to be able to step out of the daily retail bay environment and dedicate my time to teaching and training more. Also, I want to continue to build my own business, The Mesh Man, LLC.” Outside of work, Brettle enjoys spending time with his family, cooking and grilling, and watching TV. Phillip Cantu, Elevated Audio, Inc., Lakewood, Colo. As shop manager and lead fabricator for Elevated Audio, Inc., Phillip Cantu’s duties include project management, scheduling, training, parts ordering, customer service and system design. He has 17 years of experience as an installer. “In 2015, I worked for an off-road shop in the Dallas Fort Worth area and headed up their electronics and audio department,” Cantu said. “We were approached by a client who was interested in a large build which involved a full redo of his suspension, wrap, wheels and tires, lighting, interior and stereo in an H2 Hummer.” Cantu said he sat down with the client and designed an audio system consisting of two 15-inch subwoofers, four pairs of components, two large amps, a motorized TV, custom fiberglass door panels and cargo area, LEDs, leather seats and a suede headliner. After such an intense build, Cantu said the shop advocated for bringing the vehicle to the Austin Heatwave show in July. The build took five weeks. “My favorite part of the weekend was watching groups of people flock all around the vehicle, taking pictures and selfies with it. Early Sunday, we packed up to head back to Dallas while the show was still going on. After a few hours on the road, I got a phone call telling me that our build won best in its class overall. I couldn’t believe it.” The build—and the experience— remains one of Cantu’s favorites. He feels that his work represents a culmination of professional influences, including Tom Miller, Chris Pate, JT Torres, Jeremy Carlson and Bryan Schmitt. Cantu hopes to reach a point where he can teach and train on a regular basis. Outside of work, he enjoys spending time with his dogs, listening to live music and visiting his family.
18 Mobile Electronics November 2020
Unstoppable
facebook.com/MobileElectronics
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What’s Happening
12 Volt Marketing Group.
Adam Devine, Devine Concepts, Naples, Fla. As an installer for the past 22 years, Adam Devine spent much of his career in bigbox retail, and recently opened his own business. Currently, he handles day-to-day operations, sales, installation and fabrication. The proudest moment of his career, he said, was when he was given the 2019/2020 MECP Technician of the Year award. Devine said he’s learned a lot in all his years in the field. “In the early days, I thought I would save time by trying to disassemble less to increase productivity,” he said. “Most of the time, it would take longer than if you were just to completely disassemble the area you were working on, and do it correctly, versus trying to take a short cut.” Devine recalled completing Mobile Dynamics in 2002 and earning his MECP Basic and First Class certifications. Todd Ramsey, he said, greatly influenced him in terms of his professionalism and work ethic. “All of this laid the foundation and mental attitude for doing it right the first time, and focusing on industry standards.” Right now, Devine’s biggest focus is continuing to grow his business and his staff. Outside of work, he enjoys boating in the ocean, saltwater fishing and going to the beach. Nicholas Frazier, iNNovative Concepts, Wilbraham, Mass. Having honed his craft for 14 years so far, Nicholas Frazier owns his own shop and runs the installation bay, sales, and marketing and accounts, adding that he’s also “janitor and resident comedian.” In 2019, Frazier was named Trusted Tech of the year, which he said remains a highlight of his career. When he first started out, he recalled making the mistake of listening to people who said certain things “couldn’t be done.” In reality, he noted, “They just didn’t know how,” which is something he came to realize as he continued training. Now, he said, he wants to keep growing his business, as well as growing as an individual. “I hope to take home the Installer of the Year trophy one day,” he added. Frazier said his parents greatly influenced his work ethic. “No technician is perfect. We can all learn and grow every day, and that’s just what I’m trying to do,” he said. Outside of work, he likes to spend time with his wife, and their dog. Frazier likes playing video games and driving—whether it’s on the race track, or on the road.
20 Mobile Electronics November 2020
12 Volt Specialist
Echo Sales
MAG Sales
Marketing Pros
Unstoppable
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What’s Happening
Justin Kush, Mobile Toys Inc., College Station, Texas Although he’s been working on cars for about 20 years, Justin Kush said he’s been in the 12-volt industry for 15. Currently, he’s an installer, fabricator, designer and engineer at Mobile Toys, Inc. “I draw renderings which are then given to the client,” he said, explaining that this helps illustrate the design concept for the job. “I usually draw three or four quick sketches that I have Chris Pate look over before I do a final rendering. After the drawing is finalized, I have to engineer how it will actually be built, from designing little parts like door handle trims to amplifier facades. Then I use various techniques build it.” Additionally, Kush also cleans the shop and orders supplies. “Reading and writing were always difficult for me, so studying for the MECP advanced test wasn’t easy. I passed it on my third attempt,” he said. “Since then, I have renewed it two more times on my first try.” Others who continue to influence Kush include Matt Schaeffer, Cory Stocklin, Antonio Ghirardelli and Chris Pate. “Matt’s work and attitude inspired me to become better and showed me there’s a lot more out there than just the daily grind. Cory Stocklin and Antonio Ghirardelli helped get me to the next level with install techniques. And Chris Pate’s work ethic is second to none,” he said. “It’s easy to work hard for a boss who works longer and harder than you do.” Kush plans to continue aiming for top tier installation and fabrication techniques, as well as teaching to future generations of technicians. He loves gaming, drawing, painting and 3D animation.
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Jaime Palafox, Agoura Autosounds, Agoura Hills, Calif. As owner of Agoura Autosounds, Jaime Palafox handles just about everything, noting that over the years he’s taught himself how to run a business. “I make mistakes along the way, but I learn from them,” he said, adding that he’s been installing for 25 years. Palafox is proud of the fact that his work has been recognized in multiple publications, and his shop was featured on the cover of Mobile Electronics magazine. He said he’s learned a lot from Bryan Schmitt, who is one of his biggest influences. “He taught me better techniques, how to be more efficient and how to brand my work,” he explained. In five years, he hopes to see his business continuing to thrive. “The better I get,” he added, “the easier it is to make money.” Besides work, Palafox likes spending time listening to music and off-roading. He said the biggest mistake he ever made early in his career was trying to learn by himself instead of attending trainings—“Oh,” he added, “and that time I crashed a Chevy K5 Blazer through the wall into the showroom.”
22 Mobile Electronics November 2020
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What’s Happening Dalton Trainer, Car-Tunes, Inc., Greenville, Miss. At family-owned Car-Tunes, Inc., Dalton Trainer grew up around 12-volt and has been an installer for 12 years. His mother, Kimberly Trainer, owns the business. “I was doing basic deck and speaker installations by the age of 13 without supervision,” he said. “Now, my main role is lead installer and fabricator, but I also am the shop manager.” If things are slow in the bay, Dalton said, he helps out with sales in the showroom and also handles consultations “with more extravagant builds.” Last year, he made the Top 50 Installers list, which Dalton noted is one of the proudest moments of his career. “I always wanted to make a submission, but I worried I wouldn’t make the cut,” he explained. “My industry friends urged me to try, and I made it.” Of course, one of Dalton’s biggest influences is his mother, Kimberly. “She taught me how to conduct business with customers to the highest standards,” he said, adding that she has always “backed me 100 percent” when it comes to attending trainings, both in-person and virtual. “She sent me multiple times to Mobile
Solutions, and even in-store trainings by industry professionals like Nick Wingate.” Other influences in his career include Matt Schaeffer, Bryan Schmitt, Chris Pate, JT Torres, Tom Miller, Adam Devine, Carlos Parra and Joe Giallombardo. These and many others, he added, influence and inspire him to improve his processes every day. One of the worst mistakes he ever made at work, he said, involved “testing out the shock sensor on an older car with a cracked windshield. When I bumped it to check the sensitivity, it busted the window.”
Dalton intends to work toward Installer of the Year, or earning a spot among the Top 5 finalists, he added. “I push myself every day to improve my techniques,” he said. “Our business is growing daily, and right now, we’re adding more shop area and a new fab facility. I have a passion for what I do. This isn’t a job to me; it’s a lifestyle and something I love.” Outside of work, Dalton enjoys going to the gym, spending time with his German Shepherds—Bonnie and Clyde!—and taking on home improvement projects.
Matt Vowell, Mobile Toys, Inc., College Station, Texas At Mobile Toys, Inc., Matt Vowell serves as project manager, which includes tasks such as maintaining and ordering shop supplies, ordering specialty parts, collaborating and troubleshooting. While Vowell has been in the industry for 17 years, he said his first “system install” was completed about 21 years ago. Last year, he was named Runner-Up for Installer of the Year. Recently, he was reminded of a valuable lesson: to always take the time to do each and every step properly on every vehicle, he said. “We were doing a full sound quality upgrade to a 2018 Range Rover HSE, which involved replacing the center channel and amplifying it with more power. I did not test this channel thoroughly because we recently did an identical system in a 2019 Range Rover SVR which had the higher end, OEM amplified system,” he explained. “After sending too much current through this channel, the vehicle wouldn’t start due to a failure in a Telematics Module that was wired in series between this speaker set, and the OEM amplifier. Not only did this cost the company money to have the vehicle towed and repaired, it also took me an additional two days to uninstall and reinstall the product so the dealership would even look at it.” In the future, Vowell hopes to continue to teach and motivate others in the industry and push people “to get outside their comfort zones while still maintaining high-quality installations.” Outside of the shop, he spends his time fishing, restoring and repairing vintage guitars and listening to vinyl records.
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Absolute Electronix, Rockville, Md. Ata Ehdaivand, owner of Absolute Electronix, started out as an installer in 1994. He opened his business in 2011. “My staff is the heart of my store,” Ehdaivand said. “They are the sole reason it’s doing so well. When the pandemic started, they were willing to do what was needed as a team to keep the crew together. I’ll never forget that.” The increased demand that resulted from the pandemic has been the most difficult aspect of business in the past year, he added. “I would love to see us going into performance stuff in the future,” Ehdaivand said. “That’s my other passion. I like fast cars and we have plenty of clients who have the same passion.” Apicella Auto Sound, Stony Point, NY Nick Apicella of Apicella Auto Sound is a bit newer to the industry, he said, explaining that he first started about seven years ago when he was brought on as an apprentice at a company, and then became a paid employee. “In November of 2017, I signed a lease for my current location,” he said, adding that he worked by himself some of the time, and also with his good friend Matei. “Then I hired Kevin Mullings. Today, we are still turning out great work and our demand is growing. It’s growing to the point that I’m actually having trouble handling it all. My role has grown here from essentially just a kid with a shop, to being an actual business owner and fabricator with a long wait list of customers from all over the country.” Apicella said his employee, Mullings, has a very serious work ethic. “He’s also super passionate about high-end audio. There’s not a day that goes by where he doesn’t adjust something in his own car, or talk about ideas to implement. At the end of the day, I’m very happy to have him here, and wouldn’t want anyone else in his place.” The main focus recently, he added, has been raising prices. The biggest challenge has been running the business, Apicella said, adding, “Why don’t they teach this stuff in high school? I wish I had learned about time management, social skills, taxes and other basic financial responsibilities in high school.” Apicella said the person who had the biggest influence on his career was Stefano Loria, owner of Auto Craft, who gave him his start in the industry. “Because of him, I’m where I am today,” he said. “My work ethic at the time wasn’t where it needed to be, but after running my own business for a few years, I have nothing but respect for him.”
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What’s Happening Audio Systems, Moreno Valley, Calif. Javier Gutierrez has been a part of the industry for 15 years and became interested in car audio as a teenager. “I asked my dad if I could drop school for one year to learn as much as I could. By the time I had to go back to school, I had learned all the basics in car audio,” Gutierrez said, adding that in the following years, he worked weekends and it took him a year to master basic car alarms. “The next year, I learned remote start.” After 10 years in car audio, Gutierrez focused on fabrication and opening his own shop. “Learning and running my own business was tough, so in 2017 I decided to join forces with my father. Now I mainly fabricate in our shop.” For the last year, he said he’s been learning CNC work, 3D programs and laser techniques, which he added have helped make fabrication easier and more detailed. In all of this, Gutierrez said, “My staff have all contributed to the shop’s standards and quality.” The biggest recent change has been the purchase of a CNC, he added, noting that it’s helped bring in higher ticket sales and resulted in a more polished finish. In the last year, the biggest challenge proved to be moving to a new location. “It’s been like starting all over again,” he said, “but we still have our following from our old location.” Moving forward, Gutierrez hopes to eventually open a second location. “My team works hard to make cars sound good and look good,” he said. His professional influences include his father, as well as Jaime Palafox, Matt Schaeffer, Nick Apicella and Yacdiel Ruiz.
Car-Tunes, Inc., Greenville, Miss. In 2001, Kimberly Trainer purchased Car-Tunes, Inc. and has been owner ever since. Trainer’s son, Dalton, is the business’s head installation technician. “Chris Spencer is our other installation tech,” Trainer said. “Jacob Mallette is our dedicated inside sales pro, the newest member of our team. He has worked here. for almost six months.” The latest project at the shop, Trainer added, has been the construction of an addition that will expand the installation department. An early influence in her career, Trainer said, was sales trainer Eddy Kay. After meeting him at a seminar, she said he called her and asked her for her thoughts about women in the industry for Mobile Electronics magazine. “This led to my first communication with Solomon Daniels, whose many editorials over the years have definitely influenced my perspective on how to stay professional and relevant in our
28 Mobile Electronics November 2020
ever-changing world,” Trainer said. Another influence in her career, she said, is Mike Cofield of MESA. “From employee incentive programs to inventory control to documentation of company policies, he has shared great ideas with me. Bryan Schmitt has also been a great influence. In this
industry, the sharing of knowledge and ideas is what keeps moving us forward.” Trainer sees a lot of company growth in the next few years, which she hopes will allow them to reach additional clientele. “As Car-Tunes, Inc. keeps evolving, we will keep learning and growing right along with it,” she added.
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Devine Concepts, Naples, Fla. In the September / October 2020 issue of Mobile Electronics magazine, we featured Devine Concepts, an up-and-coming shop owned by Adam Devine, who has been in the industry for 20 years. Almost three years ago, Devine took the plunge and opened his own business, which he said is growing “extremely fast.” Devine has also been named a Top 12 Installer this year. Until very recently, he was his business’s only employee. “I just hired my first technician trainee,” he said. “Connor
Composto is 20 years old, and super passionate about the automotive industry.” Composto, he added, hopes to earn his first MECP certification as early as November. (You can read more about him in the Retail News section of this issue.) For Devine, he said the biggest challenge recently has been effective time management. “Our growth has skyrocketed in the past 12 months. We are seeing a double in our annual gross revenue over our previous year,” he explained. “Our traffic has increased substantially to the point where we had no choice to hire.”
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Elevated Audio, Lakewood, Colo. For seven years, Elevated Audio has been serving customers in Lakewood, Colo., and owner Andrew Woodward has been in the industry for 15 years. The staff consists of five people, Woodward said, adding that he makes his main focus seeking out new ideas that may bring the business to the next level. In the image, from left to right: Woodward; Tommy Craig, general manager; Phil Cantu, fabrication rock-star; Don Darouse, leading system designer; Matthew Davies, the driving force for innovation in the bay. Woodward added that he’s very proud of the current staff. “They often say that finding the right people is the most important job of a leader. I believe having a team that’s focused on collaborative success rather than individual success is paramount.” Staying ahead of the curve, he noted, has been the most difficult aspect of business in the last year. “As many shops in the country adopt DSP as an area of focus, we have found our value proposition to our customers has been diluted. It has been difficult to find the next uncharted land to wander into but we believe that our strategy will keep us in the lead of innovation and style,” he explained, adding that he spends much of his free time reading books about innovators and business leadership.
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What’s Happening iNNovative Concepts, Wilbraham, Mass. When business owner Nicholas Frazier started out in 2006, it was in a big box store, which he said gave him confidence. “It also put me a little behind when it comes to custom fabrication,” he said. “It wasn’t until I left for another shop that I got to dip into the creative side of fabrication. From there I’ve somewhat been self-taught.” Frazier also attended law school, graduated and passed the bar exam, but when he began practicing as an attorney, he found that he missed 12-volt and wanted
Mobile Toys, Inc., College Station, Texas Christerfer Pate, who holds a degree the most amazing classic car interiors in architectural engineering from Texas and audio systems in the business.” A&M, has owned Mobile Toys, Inc. for The business has over 30 people on the past 12 years. “We have grown into staff, Pate said, including two who’ve a national brand with our own line of been named Installer of the Year in the high-end subwoofer enclosures,” Pate past—Pate himself, as well as David said, referring to MTI Acoustics. “We Cruz. “We also employ former Rookie created MTI Automotive Design and of the Year Edgar Diosdado, Top 12 Upholstery where we empower one of and Installer of the Year Runner Up the best teams of technicians, engiMatt Vowell, Top 12 finalist Justin neers and fabricators to build some of Kush, Sales Pro of the Year finalist
32 Mobile Electronics November 2020
to return. “In the legal community, we use the term ‘client’—someone who has a continued relationship with us,” Frazier said. “I wanted to offer a relationship between consumer and shop, not just a passing conversation or interaction.” Two major changes occurred recently: iNNovative Concepts moved into a new building, which tripled the square footage, and a new technician was hired. For a long time, the business was a one-man shop. “Giving up some control is hard, but necessary,” Frazier said. “The amount of growth we’ve had has made it very difficult for one person to handle.”
Jim Skaggs and many more amazing people.” The biggest challenge, he said, has been ramping up production due to increased demand. Mobile Toys, Inc. hopes to continue expanding enclosure and installation accessory lines in the coming years. “We also want to widen the scope of MTI Automotive Designs to include full classic car restorations in-house,” Pate said.
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What’s Happening NVS Audio, Roselle, NJ Carlos Ramirez said he started out installing for friends in high school. He has been in the industry for 22 years. His team, he said, makes his business successful. “Saul has some of the best customer service I have ever seen, and Customers just feel super comfortable with him. Plus, he’s a great tech,” Ramirez said. “He takes a lot of the weight off my shoulders and handles all the small day-to-day stuff so I can concentrate on bigger projects. Leo is super detail oriented, and anything I give him to do is always executed perfectly. Brian is eager to learn, and he learns fast. Francis is great with upholstery. Junior is our remote start expert, and Alain is our wiring guy.” Recently, the business shifted its main focus to motorcycle audio, which Ramirez said is proving very profitable. The most difficult challenge this year, he added, was “dealing with COVID-19 and not being able to get the parts we need to complete the jobs we’ve sold.” NVS Audio hopes to be in a bigger building in the coming years—and to also own a smaller shop dedicated specifically to motorcycles.
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Showtime Audio, Chicago, Ill. Jerry Villa, owner of Showtime Audio and 25-year industry veteran, said one of the most challenging aspects of the past year involved having to shut down for two months due to the spread of COVID-19. Fortunately, the business has a supportive staff, and he said they all work well together as a team. “Alone we can be good, but together we’re great,” he
34 Mobile Electronics November 2020
noted, adding that the biggest recent change he made involved relying more on his staff and delegating tasks to improve store performance. His most impactful professional influences are “my mentors, Bob Tucker Jr. and Sr. They forced me to see myself and my business for what it could be, and not just settle for what I thought might be possible,” Villa said. “They pushed me to be the
best I could be.” Showtime Audio’s goal for the near future is to be in its own building, which Villa said they will build to their specifications “with our own in-house manufacturing of vehicle-specific parts to support our online e-commerce.” Beyond planning the future of the business, he enjoys spending time with his twin boys, listening to music and driving his lowrider truck.
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Titan Motoring, Nashville, Tenn. Years before opening Titan Motoring, Philip Lindsley started in the industry by sweeping floors at 14 years old. “I opened a shop at 21, and closed that shop at 29,” Lindsley said. “I opened Titan Motoring at 31 as the only employee. Currently, I’m the owner of a 15,000-square-foot shop with 26 employees.” The business is supported by its staff: “From Donny Wolfe and Ray West managing front and
back of the house, to Dan Bowman selling, and Miguel Vega and Justin Marks installing—our team is Titan.” Lindsley said the install bays and fabrication shop were completely gutted and refinished recently, the biggest change in the previous year. It has been difficult, he added, “dealing with the uncertainty of COVID-19 and continuing to maintain our original goals and aspirations.”
The business’s long-term goal? Franchising. “I see us as a franchise,” he said. “No reason we shouldn’t be.” Lindsley added that his father inspired him to achieve the highest levels of professionalism and work ethic possible. “My expertise was driven by my first boss [in the field of custom cars], Mike McClanahan, when he told me to hone my craft” and relentlessly pursue career goals.
Traffic Jams Motorsports, Buford, Ga. According to Ron Venable, Traffic Jams Motorsports is growing 10 to 15 percent yearly. “If we continue like this, we should be looking to expand into a larger building in the near future,” he said. “We currently have a 28,000 square-foot facility.” Venable added that the business is fortunate to have some of the best employees in the industry. “Last year, we had three Top Sales Pros and three Top 50 Installers on our staff.” The main focus is daily improvement, he said. “We always make sure the showroom is clean and classy-looking. We also make sure the shop has new tools and the software stays up to date.” Due to COVID-19, Venable said things are the opposite of what they would have expected. “We are busier than we’ve ever been.”
36 Mobile Electronics November 2020
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Infotainment & Multimedia Alpine Electronics Kenwood Sony Security, Safety & Driver Assistance AAMP Global Firstech Donald Darouse, Elevated Audio, Lakewood, Colo. In 2007, Donald Darouse began his career at Circuit City. One day, he said, “the assistant manager of Car Toys in Lewisville, Texas at the time came in to purchase a dash kit” and invited him to apply for a job. Darouse was only 17 at the time, he said, so he waited until he was 18 and got a call back. He first worked in a sales position with Car Toys, and then moved into a manager-in-training role, as well as an assistant commercial manager position. “Both of these positions helped me grow at a young age in the industry,” he said. Darouse moved on to Elevated Audio in April of 2019. Recently, his goal has been to better understand DSP “and how we’re able to create an accurate sound stage in a vehicle,” he explained. “I am now able to explain DSP to my customers in a way that makes sense for everyone.” Darouse said his parents were a big influence in his career, along with managers at Car Toys and his teammates at Elevated Audio, who “have pushed me to become better and more knowledgeable. I continue to grow and learn more about myself,” he said, adding, “Perhaps one day I’ll finally know what I want to do when I grow up. I love working in car audio, but I am not sure where life is going to lead me over the next decade.” Outside of work, Darouse enjoys playing golf, snowboarding and watching sports.
38 Mobile Electronics November 2020
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What’s Happening Jason Kranitz, Kingpin Car & Marine Audio, Las Vegas, Nev. Like many in the industry, Jason Kranitz transformed a hobby into a career and now owns his own business. He has been in the industry for 26 years. In the next five years, Kranitz said he wants to open a new location “to help dominate local market share.” Also, he added, “We want to expand teachings in Kingpin University that I’ve developed from the retail environment.” Outside of developing Kingpin Car & Marine Audio, and Kingpin University, Kranitz enjoys teaching what he’s learned and traveling.
Corbin May, Visions Electronics, Grande Prairie, AB, Canada Early on, Corbin May was excited about car audio. Over the years, he said, he’s learned a lot, “and now I do things I sometimes still can’t believe and I love being able to share what I’ve learned.” May has been in the industry for seven years. Recently, he said he has been working to get a better understanding of certain installation practices. “Anything you’re not charging for is money left on the table,” he added. Technician Rob Wasylciw has influenced May the most. “Over the last six years, he’s taught me how to build tons of value in what we do, and shown me the right way and the wrong way to do things,” he said. The future of his career, he said, has yet to reveal itself. “All I know is I’m excited to see how much more I can learn.” Whenever he has free time, May spends it hunting, fishing and listening to music.
40 Mobile Electronics November 2020
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Jim Skaggs, Mobile Toys Inc., College Station, Texas Jim Skaggs has served as sales direcBrian Dorsey, former vice president tor with Mobile Toys, Inc. for just over of Custom Sounds, greatly influenced two years. He has been in the industry Skaggs’ career. “He showed me that I can for 19 years, and launched his career at be a relationship-focused salesperson, Austin-based Custom Sounds. “I ultiwhile still providing a technical side of mately became the regional manager, the audio experience,” he said. “All too overseeing Austin and San Antonio’s often one of the skills overshadows the retail locations,” he said. In the last year, other, leaving the customer unfulfilled.” Skaggs said he has learned to slow down Dorsey also instilled in him the core and nurture more of an individual focus value of treating the company as if it was for online customers, just as he would his own, Skaggs said, which ensured he for in-store customers. He said he wants and the team worked to be the best they to give each customer the best of himcould be. self, “which in turn makes for the best sales experience.”
Outside of work, Skaggs values spending time with his children. “As the president of operations for Mobile Toys and MTI Acoustics, I will continue to grow and support the 12-volt industry,” he said. “And in five years, I will be the proud father of a high school senior, an eighth grader and a fifth grader. They’ll know that their dad did everything for them.”
Ron Venable, Traffic Jams Motorsports, Buford, Ga. Spending lots of time at KnowledgeFest in the last few years meant Ron Venable has been inspired and influenced by a number of teachers and leaders in the industry, he said. Venable started out working at the front counter in sales, and most recently, he’s been focused on learning as much as he can. “I have been studying the MECP guide and I’m getting ready to take the test and become certified,” he said. In the future, he hopes to open a second store. He enjoys being out on the water on the lake, family time and going to the gun range.
42 Mobile Electronics November 2020
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Devine Concepts Welcomes New Technician to the Team WORDS BY LAURA KEMMERER
Naples, Florida-based Devine Concepts recently announced the addition of Connor Composto to the team, where he will serve as the shop’s newest technician. Shop owner Adam Devine noted that Composto had already completed the first chapter in his MECP Basic Book. Originally, Devine had posted the job on Facebook, and Composto got in touch. “It wasn’t my intention to get into 12-volt, but I have been looking for a way into the automotive industry for a while, so I applied for the job,” said Composto. “I did not go to trade school. I have been working construction for almost two
44 Mobile Electronics November 2020
years. I am interested in the opportunity to learn. I’ve always liked working with my hands.” In his free time, Composto enjoys spending time with his girlfriend. They often spend their weekends going to the beach and embarking on adventures. As of speaking, Composto had been working for the shop for five days, and he was nearly finished with the second chapter of the Basic Book. Devine said that the new technician was learning basic electrical work, and that they’d already gone over tool usage, fundamental basics of five-wire relays, acoustics and learning
frequency response, among other essentials. Composto also recently worked on his first vehicle by assisting with the install of a pair of speakers into a 2019 Mercedes GTS. “We did some Audiofrog GS40s in the front, and then we also had another vehicle he assisted installing some speakers on, but basic vehicle disassembly, wire routing and today we worked on a 2020 GMC Sierra that we repaired an installation from another shop and rewired an amplifier. Devine Concepts requires MECP certification,” Devine said. Devine expressed his enthusiasm for
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Hush Car Audio City: Irvine, Calif. Specialty: Ford F-150s Number of Employees: 2 Top two Categories: Car Audio and sound deadening.
Matcom Group LLC City: Olympia, Wash. Business Philosophy: “Take a few more minutes, if need be—but get the job done right the first time.” Number of Employees: 4 Specialties: Commercial installations Top Two Categories: Lighting and navigation. having Composto on board, emphasizing that the technician’s lack of previous experience was an asset—Devine can train Composto the way he prefers. “I wanted to teach and train in-house, our way, and the MECP way and make sure everything is done correctly at installation standard quality that meets our expectations. It’s easier for me to train in-house than to pull a tech with maybe 15 years of experience and has maybe a whole bunch of bad habits. Connor has done really well,” Devine added. To incentivize talent, the shop owner is offering to boost Composto’s salary once he passes his Basic exam, and the same for when he passes his Advanced and Master’s exams.
Muntz Audio & Video City: Green Bay, Wis. Number of Employees: 7 Top Two Categories: Harley audio, remote starters. facebook.com/MobileElectronics 45
retail news
GoFast Discusses Stock Management at Virtual Winter Summit From manufacturers to retailers, everyone knows all too well that the pandemic has disrupted supply chains. At this year’s GoFast Solutions Virtual Winter Summit, held September 22-25, keynote speaker Chris Cook, president of MEA, along with leaders from GoFast Solutions, discussed stock management and how thinking ahead can help save the day. Sanjay Sharma, director of merchandising for GoFast, noted that one thing to keep in mind is that the majority of products are manufactured overseas, meaning there is a three-month lead time from production to arriving in the United States. In the beginning stages of the pandemic, many manufacturers cut production due to uncertainty. “There were a number of reasons for that,” Sharma said. “When you have uncertainty, you have to manage it financially. The expectation was that business was going to go down.” He went on to say that major retailers in the U.S. sent the message to clear inventory as quickly as possible and to slow ordering. Though many anticipated a spending downturn, the opposite occurred.
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Several large retailers were also closed, meaning business shifted to independent facilities. As a result, GoFast saw a decline in inventory, resulting in high demand and low supply. Manufacturers, retailers and distributors alike tried to move as fast as possible on what inventory was still available in the U.S., as well as purchasing product that was still incoming. With all factors accounted for, a whole turn of production was lost. The resulting ripple effect caused some manufacturers and distributors to cut down on their hours and their ability to service dealers. Sharma noted that GoFast also brought in new vendors in order to maintain the flow of business. “It’s not as simple as ordering product. You have to find it, create SKUs, and more importantly, it’s a significant financial investment,” he said. “Our department was working from eight in the morning to eight at night and we still felt, during that time, that the work had not been done. We needed to do more.” To keep rolling with the changes, GoFast adapted their own business tactic to reflect that of one of its dealers:
Guarantee the features, but not the brand. Sharma also emphasized the importance of this learning opportunity, noting that GoFast committed to bringing in remote start inventory early in order to be better prepared. With the unexpected uptick in sales, many have asked, what if we don’t have the product in stock? According to Cook, it is important to sell what’s there first. Don’t sell what you don’t have. “You also have to know your rate of sale,” Cook said. “To calculate it, you have to look at your inventory levels, understand your supply chain, make sure you account for lead time. If you’re ordering more product, you can probably get reduced freight or discounts with larger quantities. This will save you money and make you money.” Just as importantly, business owners need to have a handle on how much money they have and how much they can spend. If a product is collecting dust, it’s likely costing money. “Knowing your inventory will lead to a better experience for you, your business and your customers,” Cook added.
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hot sellers Kicker KMTC11W HLCD Tower System
Submitted by: Josh Felts, Custom Automotive Restyling Specialists, Nashville, Tenn. Main Selling Features: “We have a set of these towers set up outside on a demo bar that allows a customer to hear the system in a more natural environment. When a customer can hear them just like they would out in their ski boat, these things sell themselves.” Primary Objection: Price. How to Overcome: “Our demo allows the customer to see that the cost of these towers will ultimately save them money by requiring less equipment for a given level of volume and clarity.”
Mobile
Evolution
As car manufacturers increase focus on infotainment, retailers are making favorite features and integration a primary part of their businesses.
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Kenwood eXcelon DMX907S
Submitted by: Don Amman, Unexpected Creations, Edison, New Jersey Main Selling Features: “CarPlay and Android Auto shoppers love the eXcelon product along with capacitive touch, wireless ability and dual USB. Paired with ADS/iDatalink Maestro, this makes for one killer setup.” Primary Objection: Price. How to Overcome: “It’s fairly simple and quick to overcome. We present them with the lower cost alternatives as well as the higher models along with what they can potentially gain or lose so they feel as though they are ultimately making the decision.”
Pioneer DMH-WT7600NEX 9-Inch Floating Display
Submitted by: Keith McCumber, SoundsGood Auto, Coquitlam, BC, Canada Main Selling Features: “It looks incredible.” Primary Objection: Price, missing features. How to Overcome: “You really want to fumble around with a CD in your car? Spend the money on yourself. You’re worth it.”
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hot sellers
An Eye On Integration
DD Audio Redline 500 Series Subwoofers Submitted by: Eric and Rachel Matson, Sound Designs, Klamath Falls, Ore. Main Selling Features: “This subwoofer will fill our sound room or a car/truck with amazing bass. Customers literally can’t believe it’s just a single 6-inch sub [500 Series offers 6-, 8-, 10- and 12-inch]. In over two years, we have only had to warranty one 506D sub, period. When you have a 10- or 12-inch sub, your expectations of output are much higher than with a 6-inch, so
VOXX Electronics Prestige APS901Z One-Way Remote Start System Submitted by: Jeff West, Benchmark Audio Inc., Springfield, Ill. Main Selling Features: “This product has a lifetime installation warranty, 1,500 feet of range, and it can cool the vehicle during the summer, as well as warm it up in the winter.” Primary Objection: Additional parts required. How to Overcome: “Remote start system pricing is very vehicle-specific, which creates different price points. We just need to install the system that’s correct for the design of the vehicle for the best performance and reliability.”
50 Mobile Electronics November 2020
we have found that when customers are over-driving their speakers, the systems with 6-inch subwoofers actually seem to be even more reliable than those with larger subwoofers. This subwoofer is certainly our number one selling item and has completely changed our budget sound upgrades.” Primary Objection: Size / Color / Style How to Overcome: “We sell them a bigger sub.”
Adam Devine of Devine Concepts in Naples, Fla. said he’s excited about upcoming products from CRUX Interfacing and what it will mean for the evolution of the industry. “They’re making a few new kits. We haven’t used a lot of them, but I like that I’m seeing more integration modules coming out,” he said. “There are a lot of clients who don’t want to change the radio, and a lot of new cars come with a tablet or a floating screen now, so the days of aftermarket head units is slowly going to go away, because Metra, Scosche, and all the dash kit wiring harness manufacturers, won’t continue to manufacture kits for these cars that already come with giant screens because it’s pointless.” After all, he added, it wouldn’t be logical to remove a factory screen to install a smaller one. “Vehicle manufacturers know that, and they’re really merging into the infotainment category to the point where it won’t be cost effective for an aftermarket solution to become available for it,” Devine said.
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Learning From Leaders
A SUNNY PREDICTION Alex Camara of AudioControl shares his perspective on delighting customers and explains why the 12-volt industry should look forward to continued growth and clear skies ahead. BY JAMIE SORCHER
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A Sunny Prediction
We’re completely focused on quality and reliability and we’re one of the few companies who has a five-year warranty on our products because of so few returns. Joining the world of car audio with a broad background in industries as diverse as food retailing and coin cashing, Alex Camara has held the roles of president and CEO of AudioControl for nearly 10 years. His unique set of skills and experiences make him a leader who understands delighting consumers and creating sales-driven teams. “I joined Sainsbury’s [a chain of supermarkets in the United Kingdom, founded in 1869, and based in London] as a training manager and then basically worked my way up to be a store manager, then a regional manager and then to other roles within the company,” Camara said, adding that the real benefit was the ability to get involved at a young age in all aspects of business and to gain an understanding of people. Through his early work, he learned about the financial side of business as well as how to delight customers and take pride in doing whatever was needed to deliver the best results for the team. “It was about recognizing what a great store it was,” he said. “It was about being sales-driven, focused on people and building a great team. I’ve always been fortunate to build great teams in every position I’ve had. For me, it’s about taking skills learned as a retailer and replicating those skills whether it was at Coinstar, Redbox, NCR or now at AudioControl.
Here, that’s our secret sauce—our team. We continue to develop a great team and great products while remaining focused on sales and delighting our customers.” Overall, Camara said, it’s his experiences in operations, sales and people which he continues to bring to AudioControl. Keeping the Doors Open with Attention to Detail As someone who admits to stacking yogurt containers in his fridge meticulously, Camara said he puts a great deal of emphasis on details at the store level. This is a quality he brings with him from his time as a night shift manager at Sainsbury’s where setting the store for the next day was crucial—not only for consumers who would be shopping the aisles the next day, but also for the day shift crew that would come in to take over the next morning. “I’m a pretty creative person, but definitely detail-oriented when I need to be,” he said. This quality, he noted, comes from having both an eye and a feel for a certain type of detail. “It’s the ability to know when things aren’t quite right, and then figuring out the right questions to ask, or different questions to ask. As a night shift manager for Sainsbury’s, part of it involved managing packages that would arrive and then putting them on display. We had to be certain it looked
good for the customers, and there was always a delight when the day shift would come in, walk around the store and say how amazing it looked. All those things make a big difference when you’re running a store.” Camara noted that AudioControl dealers manage store presentation well and that it’s an important focus for the company to uphold. “We try to help retailers display their products effectively, and then we want to train their teams so everyone is aware of what our products can do,” he said. “It’s been tough during COVID times, but we’re trying. One thing we have been aiming for is shipping within 24 hours—to go above and beyond and to amaze people.” Making a Difference With Made-in-the-USA Part of what has allowed AudioControl to be pro-active with shipping so quickly is its built-from-scratch USA-made products that aren’t reliant on factors that have been impacted by the global issues many other companies face. “We’re not reliant on containers coming over,” Camara said. This means the company is able to respond quickly. AudioControl also spends a great deal of time testing products, he added. “It’s easier to do that with our products being here because we have engineers facebook.com/MobileElectronics 53
Learning From Leaders
who can touch every product before they leave the factory to go to a dealer,” he explained. “We’re completely focused on quality and reliability and we’re one of the few companies who has a five-year warranty on our products because of so few returns. The message we’re getting from consumers as well our dealers is that they really want to buy products made in the USA.” Connecting Virtually Still Counts Camara said he’s spoken with friends about the current situation, and everyone “wants to get back to a normal life” as soon as possible. However, he noted, “there are no winners in the world of COVID-19. There are definitely companies that will survive better than others, but the aftermarket car industry is going to perform better during this time because people are more reliant on their cars than ever before.” One way to keep dealers motivated and keep things running smoothly is by adapting those former in-person dealer visits to something which creates
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an equally meaningful vibe. To maintain those on-the-road visits virtually, AudioControl implemented what it has nicknamed the ZAP call—Zoom AudioControl Presentation. “People were getting tired of webinars,” Camara explained, “and this is something new. When we were out on the road and visiting dealers, in pre-COVID times, we would go to a territory and spend time with our rep. This is important because a rep definitely benefits from it. They learn about how we present, which they can take forward and utilize. We would typically visit eight or nine dealers in a day, so we wanted to figure out how to spend the time with them.” The decision resulted in a proactive Zoom session, he said. AudioControl launched the calls with its home audio business first, then adapted the concept for the car side. Calls range from 30 minutes to more than an hour. “Of course, we don’t want to abuse peoples’ time as we know everyone is busy, but it’s turned out to be a good way for us to gel with our dealers,” Camara
said. “We send lunches over or some pizza and it’s definitely been successful for us so far. It’s a great way for us to be interactive and to keep things more personal. I’ve been impressed by how these ZAP calls have gone.” Of course everyone wants things to go back to normal, he added, “and we’re looking at that now, but we know there won’t be the same level of interaction like there was before. It will be different on the road or at tradeshows, at least for the next few months or maybe even longer.” Forecast: Sunny, With a Chance of More Car Audio Sales Looking ahead, Camara feels optimistic about the car audio industry’s near future. He cited a recent McKinsey & Company report that analyzed challenges and opportunities for 2020 and beyond. “The report talks a bit about consumers’ increased utilization of the car from the current five percent they claim it to be, to what is predicted to increase to 60 to 70 percent over the next five years,” he said. “As a result of COVID-19,
A Sunny Prediction
Chris Cook, President of MEA, interviews Alex Camara, CEO of Audio Control, during the Learning From Leaders Podcast.
the utilization of cars is becoming more important than ever.” Indeed, the report cited the growing role of digital communication for the driving experience, noting that consumers want to combine mobility with staying in touch. Camara feels any spaces in which someone can have a personal experience with their families will do well. “The home is an obvious choice, but so is the car,” he said. “Home entertainment and car entertainment are both going to do well over the next six months to a year. We’ve seen some amazing business spikes, but right now we’re expecting double-digit growth over the next year and beyond in our home and car categories.” Critical to this, he noted, is ensuring the company has the right product and continues to provide the right experience. “Interestingly, this is a reversal of some forecasters’ opinions a few years ago when they were anticipating some of our markets shrinking. What we are seeing now are greater opportunities.”
From Solution-Oriented to Technology-Oriented Camara pointed out that everything comes down to aftermarket car audio dealers transitioning from solution companies to technology companies. “When a consumer walks into a car dealership or aftermarket car audio dealer, they’re looking for a much broader solution than they were three or five years ago when maybe they just wanted their radio replaced or a new subwoofer installed,” he said. “We are really poised to become technology companies, and that is a wonderful opportunity for our industry.” Perhaps one of the more interesting experiences Camara brings with him in his role as CEO, motivator and leader is that of an actor—a profession he had early in his career, and one that certainly trains a person to think fast, improvise and value teamwork. “My mom was an extra and she was called to go to Pinewood [a movie and television studio in Buckinghamshire,
England] on a night shoot,” Camara recalled. “They asked her if she had any kids she could bring along, and at the time I was 10 or 11. They needed a handful of children, so I was packed up and taken along. There I was, dressed up for the cantina scene in Star Wars as a mini alien.” He’s always liked the story itself, he said. “It’s a classic. ‘The Empire Strikes Back’ was another favorite of mine, and ‘Return of the Jedi’ also,” he said, adding, “The newer ones are good, but I haven’t quite loved them as much.” Listen to the recently launched Learning from Leaders podcast hosted by Chris Cook, president of MEA. The Learning From Leaders magazine feature builds upon the podcast, bringing additional information about business, sales and more to our readers. Follow this link to learn more and subscribe to the podcast: http://mobile-electronics.com/podcast. facebook.com/MobileElectronics 55
tech today
With the Brandmotion 9002-2764 Version 2 interface, a backup camera can be added to many General Motors vehicles. A second input works with a forward-facing camera or a blind-spot detection system.
Backup Cameras in Vehicle Safety Systems, Part 2 Understand driver safety systems and integration so you effectively assist clients in choosing the best backup camera for their uses. WORDS BY DAVE MACKINNON
In the last issue, we talked about the importance of choosing high-quality cameras for your clients’ vehicle safety solution upgrades. In this issue, we are going to look at some of the options available to display that camera image in a fashion that is safe, intuitive and reliable. The Importance of Reliable Driver Safety Systems
If you want to sell safety solutions, it’s essential to take the category seriously. Just as you’d take the time to plan a bespoke audio system upgrade and installation, safety systems deserve similar attention to detail. A backup camera system is considered a passive safety device. Unlike parking sensors or blind-spot monitoring systems that attract the driver’s attention with an audible alarm, it’s the responsibility of the operator to remember to look at the monitor to reap its benefits. As such, it’s
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paramount that the system operates without any input from the driver. As soon as the vehicle is in reverse, the camera image should display automatically. No switches or buttons should be needed, as this can lead to the driver forgetting to use the system. There are essentially three solution categories: an OEM infotainment system display, an aftermarket source unit or a stand-alone display. Displaying a Backup Camera Image on an OEM Screen
Thanks to companies like Brandmotion and Axxess from Metra Electronics, there are a multitude of options available to connect an aftermarket backup camera to the factory-installed screen in the dash of most late-model North American and many imported vehicles. In most cases, these interfaces not only handle the video integration, but they also trigger
the display automatically by monitoring the data bus in the vehicle. While most systems allow at least a single camera to feed a signal to the screen, some allow for as many as four cameras and can serve as a blind-spot monitoring system and forward-facing parking assistance solution. If your client has a heavy-duty or lifted pickup truck, a forward-facing camera is an excellent way for them to see what’s in front of the vehicle when parking or maneuvering. Likewise, if they have a lowered car or one with an expensive front air dam or splitter, a camera can help prevent damage from parking curbs and steep driveways. Many interfaces include the ability to monitor the steering wheel angle information on the vehicle’s data network and overlay dynamic guidelines on the camera image. If you are installing a system with this feature, budget an appropriate amount of time to ensure it is calibrated
Back up cameras in Vehicle Safety Systems Part 2
The Sony XAV-AX210 multimedia receiver includes three camera inputs. You can select from Normal or Reverse views and adjust the position of the on-screen distance marker overlay from the setup menu.
The Axxess AXAC-FD1 interface allows you to add up to four cameras to many Ford vehicles. Reverse and turn-signal trigger detection is handled by monitoring the CAN Bus. The interface also includes four programmable camera control wires so that it can be used with an aftermarket radio.
properly. The same goes for systems that overlay distance markers on the backup camera image. Aftermarket Source Units with Backup Camera Inputs
Most aftermarket multimedia receivers include a rear-vision camera input and a trigger wire that will activate the display. Before offering this as a solution to your customer, you’ll want to research how you are going to provide the trigger signal. In most cars and trucks, you can tap directly into the reverse light wiring to provide the +12 volt needed to make the image display on the radio. Some vehicles don’t supply a constant 12 volts to the reverse lights. The manufacturer may modulate the positive or ground connection to vary the brightness of the light or, in the case of LEDs, supply only as much voltage as is required to activate the lighting. You’ll need to measure both the power and ground to confirm this and implement a relay or switching solution to produce the signal the radio needs. Many installers have run into issues when attempting to power the camera from the reverse light signal. If you have
The Pioneer DMH-WT8600NEX features a 10.1-inch floating display and has a dedicated backup camera input. The video connection from the Auxiliary input can be assigned for use with a second camera for blind-spot or forward-facing vehicle safety solutions.
to run a trigger wire from the radio, you may as well spin a power and ground wire with it to ensure the camera has a nice, clean, stable voltage. If you are getting noise in the camera image, a dedicated power feed is a good first step in resolving the issue. You’ll also want to decide if the camera should be powered by ignition or only when the vehicle transmission is in reverse. Some cameras require a second or two to power up. You don’t want the driver to have to wait to see what’s behind them. If your client wants to activate the camera display manually to check a trailer, it should be powered by a feed from the vehicle’s accessory circuit. An issue that’s crucial to test when offering an aftermarket source unit as a camera display option is timing. Make sure that the radio is designed to display the image almost immediately upon starting the vehicle. Some radios employ stand-alone video switching circuits that deliver near-instant operation. Others rely on the microprocessor to handle switching, and the radio needs to finish booting for these to work. If the camera can’t be displayed in a second or two after
starting the car, you may want to offer a different option. Stand-Alone Safety Camera Displays
If your client’s vehicle doesn’t have a display or an aftermarket source unit, then you will need to provide a standalone solution. The monitor option that changes the overall appearance of the interior the least is a replacement rearview mirror that includes a screen. Most of these mirrors have traditionally included a 4.3-inch screen that illuminates through the mirror when activated. More and more companies are offering mirrors with large seven- and nineinch displays that fill the entire surface. While these widescreen options are great solutions for backup cameras, they are equally suited for installations in trucks and vans where the visibility out the back window is blocked completely. The second option for a display is a stand-alone monitor. While not really suited for most daily-driven vehicles, they are commonplace in commercial applications like tow-trucks, snow removal vehicles and delivery trucks. Screens are available from small 3.5-inch units to
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tech today 7-inch and larger units. Many have multiple inputs so they can be used with cargo cameras and forward-facing collision avoidance solutions. Commercial Camera Applications
You may have noticed that I mentioned delivery vehicles, tow trucks and snowplows. These and many more commercial applications are prime candidates for camera-based systems, along with digital video recording systems. Often you can combine both into a single solution for these clients. Reach out to local companies with fleets to find out if you can provide them with a solution that will help reduce the potential for accidents and possibly result in a reduction to their vehicle insurance cost.
The Pioneer DMH-WT8600NEX features a 10.1-inch floating display and has a dedicated backup camera input. The video connection from the Auxiliary input can be assigned for use with a second camera for blind-spot or forward-facing vehicle safety solutions.
Bring Clients to your Store for Free
Of course, you will want to make sure your business is listed on the Vision Zero Automotive Network website. Vision Zero is working with retailers like you to help eliminate accidents and fatalities by educating consumers about the different technologies available. If you’d like to apply to have your facility listed on the VZAN. ORG website, fill out the form located here: https://vzan.org/become-a-supporting-partner. There is no cost to submit a request or to have your store listed. Dave MacKinnon has worked in the 12-volt industry since 1988 in almost every capacity, including roles as a Retail Salesperson, Installer, Sales Representative, Technical Trainer and Product Development Manager for some of the largest car audio companies in the world. He started his writing career in 2000 as the Technical Editor of a Toronto-based car audio magazine and has reviewed more than 450 products. Formally trained as an Electronics Technician, Dave is considered an industry expert when it comes to explaining how mobile audio components work, and he has crafted thousands of articles to share that knowledge. He’s currently the Head Writer for 1sixty8 media and the Editor-in-Chief at BestCarAudio.com. The opening image in this article was used courtesy of Extreme Audio in Mechanicsville and Midlothian, Va.
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The Brandmotion FullVIEW FVMR-1000D is a 9.66-inch mirror with a super-HD 1980 by 320-pixel display. The system includes a Sony-sensor-based backup camera, and there’s a forward-facing camera build into the back of the mirror. The video feed from both cameras is stored on an included 32GB micro-SD card.
www.usaspec.com ‖ info@usaspec.com ‖ 626.336.3836
Vehicle Specific Bluetooth Music & Phone Interfaces ®
BT45-VETTE: GM Class 2 radio with XM BT45-GM15: GM Class 2 radio without XM
It's all about saving lives
Sign up for our Dealer Locator today at vzan.org/signup
installs Agoura Autosounds gave this 1967 Chevy a stellar sound upgrade—while keeping the vehicle true to its enduring history.
Submitted by: Jaime Palafox, Agoura Autosounds, Agoura Hills, Calif.
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When a client brought a 1967 Chevy C-10 pickup to Agoura Autosounds, the request was “to keep the radio looking original but have the modern features,” according to shop owner Jaime Palafox. “We started with the original head unit which was modified to control a JL Audio MBT-RX with Bluetooth.” Two Rockford Fosgate amplifiers were installed (one 4-channel and one mono-block) along with one JL Audio 10-inch subwoofer. “We added Focal front speakers and JVC 6-inch by 9-inch speakers. The idea was to take midline equipment and make it look like a million bucks,” Palafox said. “To get the maximum output from the subwoofer, we built a ported enclosure and incorporated the port in the design of the system.” Palafox noted that he wanted to promote the shop’s workmanship and design, rather than showing actual brand names. “Plus, none of the equipment was matching. The customer was super-impressed at the fact that it was only one 10-inch subwoofer.” Palafox built all the paneling from expanded PVC, and the only wood used was for the enclosure. “We used three layers of colored acrylic and added RGB LED lighting,” he added, noting that the Chevy insignia was cut on the shop’s laser, “and the ‘ports’ were made from cardboard tubing that we cut in half and fiber-glassed for rigidity.” Next, he added pressed grilles to offer a different texture, and the panels were stacked on different platforms to give the design depth. “It’s all about getting out of your comfort zone,” Palafox said. “That’s when cool things happen.”
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from the President
GREAT EXPECTATIONS
Make good on the promise to impress your customers. You never get a second chance to make a great first impression. The best advice would be to not take your chances! When you open the doors to your business every morning, you have the unique opportunity to make someone’s day. To do this, you must take steps to prepare your team to make a lasting positive impression. I have heard it said that no good deed will go unpunished. This can be true when dealing with customers or people in general. Not every interaction will be perfect. Not every customer experience will exceed their expectations. Don’t let this become a point of discouragement. If you create a plan that outlines how to respond to varying situations, you will move toward a better experience for both your customers and your team members. Create the Plan Start with a simple mission statement. May I suggest something like the following: “Deliver an exceptional customer experience.” You get the idea. Then look to your own experience to define each step of the process. What has worked in the past? Are there practices that you know cause contention? Are you able to draw a conclusion from what you know of your own business? Are you able to draw from the experiences of others? What positive and negative experiences have you had when doing business with other retail establishments? These are all questions that you should be able to answer, allowing you to form a basis for creating the example of a great customer experience. Let’s review a specific area of your business. Your brick-andmortar store. Once you have a solid plan, you can easily apply it to other areas of your business. First, your plan should include a consistent method for greeting each customer. Find ways to make that person perceive that they’re the most important thing on your schedule for the day. Dismiss any distraction and greet them with eye contact and concern for their time. They made the effort to visit you, so make sure it’s worth their time. Don’t ignore them. Don’t miss the opportunity to acknowledge their presence when they arrive. Don’t just say, “can I help you?” or, “Let me know if you have any questions.” This person came in for a reason, and your mission is to find out why and then impress them with everything you have to offer. Prepare to impress With your greeting plan in place, it’s time to make a great impression. Is your store clean, organized, and properly merchandised? If not, stop now and make it happen! No more holes in your displays or clutter on your counters. You’re not Costco, so don’t look like it! Your store should exude greatness. Less is more. Clutter is a distraction.
62 Mobile Electronics November 2020
Think about your own experiences visiting other retailers. What left you impressed? Think about that first impression. What did you notice? Remember, the first impression is a lasting impression. You might say once the customer gets to know you and what you can do, most of this won’t matter. Trust me—it will matter. Should anything go wrong, their initial impression will be the first thing in their mind. Don’t take chances. Make sure you and your team are fully prepared to impress. If not, it’s time to refine the process.
Every time you impress someone, they will be inclined to tell others, and this will propel the future of your business. Coach the process Regardless of your intentions, not every experience will meet the expectations you outlined in your mission statement. When it doesn’t, take time to review with your team and play out alternatives that may bolster the skills needed to up the game. Yes, I said coach. This is your opportunity to build the skill level of both you and your team. Don’t wait for a formal meeting time to review. Do it on the spot if there are no customers in the store, and review the experience. Think about what could have been done to live up to your mission. Role play it. Then play it out with the next similar customer experience. This is not to say that you should skip a weekly meeting that includes this topic. You should also review your week of customer interactions, both good and bad, to create more positive responses. Then you’ll begin to see a change in how you and your team meet and greet customers. Once you solidify a consistent positive experience, add a follow-up to seal the deal. Finish with the follow-up Every time you impress someone, they will be inclined to tell others, and this will propel the future of your business. Take the time to add a follow-up call or an email for every customer you meet. This is a simple process that will allow you to fully understand their impression of your business. It also lets your customer know that you care about them. You’re letting them know you appreciate them taking the time to stop by your store. You will be amazed how much this small but important mission to impress your customers will pay off for the future of your business!
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