Mobile Electronics Magazine July 2016

July 2016

me-mag.com

Following Footsteps

Jon Lackey Channels the Industry’s Best Retailers to Create a Unique, In-Store Experience of His Own

Half-Decade Ahead

The 2016 Top 12 Retaile

rs Set the Roadmap for

Growth, Emerging Tech

nology

IP: Can You Be Sued?

2 Lawyers Advise on Intellectual Property Protection for Stores & Employees

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Volume 33// Issue 8

RETAILERS

24

2016

10 // News Feature: Intellectual Property It’s the thing retailers most forget about when putting procedures in place for their shop. But it could wind up costing you everything you have. Two lawyers provide tips on how to protect against intellectual property theft in four different 12-volt-specific scenarios.

Ad Index ®

Accele Electronics....................................... p. 2 & 3 Elettromedia: Hertz/Audison ................... p. 45 Firstech ................................................................. p. 59 InstallerNet ......................................................... p. 57 JBL .............................................................................. p. 7 Kenwood .............................................................. p. 47 Kicker ........................................................................ p. 5 Mito ......................................................................... p. 39 Mobile Electronics .............................. p. 32 & 35 Orca: Focal/ Mosconi / Illusion ................ p. 42 PowerBass .......................................................... p. 23 SiriusXM ............................................................... p. 43 StreetGlow ........................................................ p. 44 Sony ........................................................................ p. 31 Voxx ....................................................................... p. 60

24 // 2016 Top 12 Retailers The elite of the 12-volt industry have been chosen. Now it’s time to find out what makes them so special. Retailers discuss their inner-most thoughts on life, business and the future of the industry.

36 // Behind The Scenes: Mobile Solutions Fabricators all over the world have rejoiced since the inception of Mobile Solutions.

The company provides fabricators tools to make a variety of jobs simpler. Owner Bryan Schmitt discusses his inspiration for the company and goals moving forward.

40 // Real World Retail: Blvd Customs of Lakeland After bouncing back and forth between two home states, owner Jon Lackey finally made a permanent home in Lakeland, Fla. by recruiting a crack-shot team of installers. As a result, the shop is a mainstay in the Top 50, among other achievements.

48

48 // Tech Today: The Truth About False Floors, Part 2 Joey Knapp and Bing Xu continue their exploration of how to make the most of a false floor.

On the Cover

Jon Lackey, owner of Blvd Customs of Lakeland, would say that his shop is a result of trial and error over years of working for different shops. That hard work has thankfully paid off for him and his team, putting them consistently in the Top 50 Retailer category, along with the Top 50 Installers two years in a row.

COVER DESIGN: ROBIN LEBEL

4 Mobile Electronics  July 2016

Articles 16 Retail News/Who’s Who 54 Installs

Departments 6 Editor’s Forum 8 Feedback 9 Helpful Stuff 20 New Products 58 From The President

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COMP D SUBS

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Then visit us at KnowledgeFest in Dallas, August 20-22!

CS COAXIALS

editor’s FORUM The Sign(s) of Failure

Is your store guilty of these 5 sales-inhibiting no-nos? Here’s how to turn it around.

How should your customers feel when they walk into your store? Good retailers take cues from other types of stores that focus on the customer experience, such as well-designed grocery or department stores.

First, they should feel welcomed. They should be immediately greeted by a staff member, even if he or she is doing something else. People love to be recognized (walk into any decent sushi bar and you’ll get the full understanding of recognition, when you come in and when you leave.)

Second, they should feel directed. Their surroundings should indicate a series of destinations to start their in-store experience, whether it’s a sound board, island display or demo car.

Third, they should feel comfortable. Products and signage are on display in a well-lit, uncramped area. Even if your showroom doesn’t feature displays, the area you have is clean, bright and has some sense of style or décor.

Now let’s look at some things that retailers do today to prevent all of this gooey magic. Unfortunately, while good retailers channel good stores, some retailers seem to take their cues from less savory types of retail locations. More than likely, you’ll see one or more of these signs: Smile! You’re on Camera - When this slogan was created, it was probably meant to be a play on the Candid Camera show that started airing in 1949, but today it just comes off as sarcastic and annoying. A customer looking at that sign is simply going to think that the store has issues with theft and will feel more scrutinized than welcome.

Employees MUST clock in /out / reconcile receipts daily / vacuum the showroom, etc. – NO EXCEPTIONS. Signs like this should not be in sight of consumers, but it’s amazing how many you see. Essentially a store is airing its dirty laundry in front of customers who now get the backstage view rather than the onstage experience.

We Reserve the Right to Refuse Service to Anyone – Other than creating a combative environment between you and your customer, this sign is basically meaningless. In most states, consumers are protected in places of “public accommodation” (this means you) unless it’s obvious that the customer’s actions are detrimental to your store. Otherwise you’d have to show that refusing service wasn’t because of their dress, skin color, sexual

6 Mobile Electronics  July 2016

orientation or other sensitive issue. And as we all know, it’s extremely difficult to prove a negative.

No Refunds or No Refunds Without Receipt – You’re telling customers that regardless of how good their service experience is, it stops after the sale is done. You won’t build repeat customers that way.

If You Don’t Get a Receipt, Call (XXX) XXX-XXXX (presumably the manager or owner) – This is probably the worst of them all. It simply means that a manager or owner does not trust his employees and is depending on his customer base to police them. Think customers are going to feel like they’ll get stellar service?

I know … the defense from storeowners who post these signs is that you need to make these visible to deter customers—and employees—from trying to take advantage. But what do they say to the 95 percent of customers who are there just to do business with you? You might as well put up a big sign that says ‘Shop Here at Your Own Risk.’ Here are 5 ways to ensure that would-be shysters get the message without turning everyone else off.

1. Let your cameras do the talking. Customers aren’t put off by cameras; it’s the signs that make them negative. Put them in locations where they are easily seen by customers entering the store, and you’ll build a sense of protection rather than scrutiny.

2. Put employee stuff in a different room. It’s not enough to place internal notices behind the counter. Put them in a place only seen and accessed by the staff.

3. If you do post customer messaging, make it positive. ‘No Refunds without Receipt’ becomes ‘We happily accept returns on most items within XX days accompanied by a receipt.’

4. Instead of signage, put all of your store policies on a handout card. Keep a stack on the counter and give one with each purchase or business card.

5. Finally, post things that have nothing to do with protection.

Create signage that enhances the customer experience, such as your awards and certifications, or ‘Like Us? Review Us on Yelp!’

Once you’ve created that welcome, directed and comfortable environment, then you can work your magic with stellar customer service, a grand tour of your facilities, and the time to show off that world-class expertise. 

 feedback

Paths to Better Biz Sandralee Orengia believes in changing with the times to retain customers, while Craig Smidel believes turning down unreasonable work will benefit you in the long run.

“It’s okay to turn away business. Jobs that are not going to be profitable or if the demands of the customer are unreasonable will just eat up valuable time and energy.” Craig Smidel, Extreme Audio, Green Bay, Wisc.

customer’s needs are and make sure we qualify properly. We offer customers a solution based on their needs. This creates repeat business and plenty of referrals.” Jorge Grijalva, AudioTexShop. com, Burleson, Texas

“Always be friendly, genuine and informative to all customers. Never act like the small sale is unimportant.” Bill Wyko, Audio 2000 Tucson, Ariz.

“We would love to have all of our guys be MECP certified but it is just too difficult to get the testing proctored. If there were a way for the guys to do it online, it would be much easier. I understand the cheating aspect that come into play but I think there could be ways around that. Colleges do online exams all the time. Why can’t MECP? We just looked into the certification yesterday and the closest place for my guys to take the test is 3 hours away.” Jamie Lewis, Sounds Fast, Bend, Ore.

“I could have started this line of industry support and certification a lot earlier than I did. Live and learn...” Keith McCumber, SoundsGood, Coquitlam, British Columbia “You cannot go up the ladder by yourself! It takes somebody that is more experienced than you. Self improvement via personal training, DVDs, and YouTube are vehicles to get you to the next level in the highest paid profession in the world, which is the profession of selling.”

Del Ellis, Del Ellis International, Clovis, Calif.

“Tools, tools, tools! Make sure you have the right tools for the job.”

Jamie Schuh, Spokane Audio Video Experts, Greenacres, Wash.

“Explain to customers about liability and that we are professionals who care about our work and their car. Also that ‘authorized’ dealers can handle their warranty needs and are being trained by the manufacturers.” Anonymous “One thing I do is offer a pre-sale consultation for all my customers.

We sit down and explore what the

8 Mobile Electronics  July 2016

“Custom Audio of Erie, Pa., has been a woman-owned business since 1983. The emphasis has always been to build a system specifically for the customers wants and needs. To listen to the customer and qualify them. This honesty and integrity builds a high level of trust with the company. Customers become loyal to Custom Audio to a point that it is generational. As times change, so must Custom Audio. We are sensitive to the consumer’s wants and needs and have expanded our services to reflect as such. A good social media presence, multiple promotions and local fundraising and advertising drive customers back (as well as top notch service).”

Sondralee Orengia, Custom Audio, Erie, Pa.

ADVERTISING SALES Kerry Moyer 703.598.3733 • kerrym@mobile-electronics.com ®

EDITORIAL Solomon Daniels 213.291.7888 • solomond@mobile-electronics.com Ted Goslin 800.949.6372 ext. 466 • tedg@mobile-electronics.com Creative Layout and Design: Robin LeBel Contributing Editors: Jamie Sorcher, Laura Kemmerer and Rosa Sophia.

Published by

®

Chris Cook, President 978.867.6759 • chrisc@mobile-electronics.com Kerry Moyer, VP Strategic Partnerships 703.598.3733 • kerrym@mobile-electronics.com Solomon Daniels, Dir. Media and Communications 213.291.7888 • solomond@mobile-electronics.com Richard Basler, Dir. Technology Solutions 978.645.6449 • richb@mobile-electronics.com Karin Drake, Events Manager 978.645.6478 • karindrake@mobile-electronics.com Robin Lebel, Creative Director 978.645.6456 • robinlebel@mobile-electronics.com 1)Title of publication: Mobile Electronics. 2) Publication No.: 957-170 6. ISSN# 1523-763X 3) Date of filing: Oct. 1, 2015. 4) Frequency of issue: Monthly except FEB/MAR & APR/MAY 5) No. of issues published annually: 10. 6) Annual subscription price: $35.00. 7) Complete mailing address of known office of publication: 85 Flagship Drive, Ste F, North Andover, MA 01845. 8) Complete mailing address of the headquarters or general business offices of the publisher: 85 Flagship Drive, Ste F, North Andover, MA 01845. 9) Full names and complete mailing address of Publisher, Editor and Managing Editor: Publisher: Chris Cook, 85 Flagship Drive, Ste F, North Andover, MA 01845; Editor/Managing Editor: Solomon Daniels/Ted Goslin, 85 Flagship Drive, Ste F, North Andover, MA 01845 10) Owner. MERA, Mobile Electronics Retailers Association, 85 Flagship Drive, Ste F, North Andover, MA 01845. 11) Known bondholders, mortgages, and other security holders owning or holding 1% or more of total amounts of bonds, mortgages or other securities: None. 12) Tax Status: Not applicable. 13) Name of Publication: Mobile Electronics. 14) Issue date for circulation data below: August 2015. 6. a) Total no. copies (net press run) Average: 12,484 Single Issue; 12,826. B1) Paid/Requested mail subscriptions Average: 6834, Single Issue: 6826. B3) Paid sales through dealers, etc.; Average: 0. Single issue; c. Requested distributed by other classes of mail: Average: 531, Single issue: 520. Total paid and/or requested circulation; Average 7365. Single issue: 7346. d) Non-requested distribution by mail; Average: 4382 Single issue: 4223. Free distribution through other classes of mail: Average: 0, Single issue: 0. e) Non-requested distribution outside the mail; Average: 325.

Single issue: 750. f) Total non-requested distribution; Average 4707, Single issue: 4973. g) Total distribution; Average: 12,072. Single issue: 12,319. h) Copies not distributed; h1) Office use, leftovers; Average: 412. Single Issue; 507 j) Total; Average: 12,484. Single issue; 12,826 Percent paid and/or requested circulation; Average: 61.01%. Single issue 59.63%.

 helpful stuff BOOKS: Algorithms To Live By

By Brian Christian and Tom Griffithss algorithmstoliveby.com

Everyone can use some practical advice now and again on how to make the best decisions possible. This book, Algorithms to Live By, transforms the wisdom of computer science into strategies for human living. What should we do first? Should we take that new job? What project should we tackle first? How much clutter should we tolerate? With limited time and constraints of space, we are repeatedly faced with the human condition of weighing our options to figure out what is best—but not just

humans face this this; computers do, too. Interestingly, computer scientists have found that the precise algorithms used by computers can also be used to solve human questions. Author Brian Christian and cognitive scientist Tom Griffiths help you apply these to your everyday life to make decisions and reveal the workings of the human mind. Christian (who holds degrees in computer science, philosophy, and poetry, and works at the intersection of all three) and Griffiths (a UC Berkeley professor of cognitive science and psychology) explain how to have better hunches and when to leave things to chance, and how to manage multiple options. Easy to understand and entertaining as well as informative, this book is a great summer read.

SITES TO SEE:

www.nationaldaycalendar.com It can’t hurt to come up with a quirky promotion. Everyone does them for Memorial Day, President’s Day, Father’s Day, or even the first day of summer. But did you know that practically every day of the year there is a special thing being recognized? Tag onto one of them for a cool marketing opportunity. Check out the National Day Calendar to find out when National Macaroni Day is (July 7th) or National 7-eleven Day (July 11th), or National Name Your Car Day (Oct 2).

SERVICES: Canteen

www.canteen.com/Pages/Home.aspx The break room needs to be a place where you and your employees can go to relax, have a snack, and refresh before getting back on the sales floor or in the shop. It is important for companies who want to attract and retail top talent to offer an environment that is supportive and healthy. Amenities in the workplace can be a big draw for employees so consider what you offer. Do you have coffee, juice, snacks? Is there a comfortable place to sit down and unwind? Canteen’s pantry service provides hundreds of items including ones that are organic, vegan, and non-GMO, in addition to candy, fresh fruit, and trail mix. You can opt for individual serving sizes or go the bulk route. The company will also round out your office pantry or break room experience by recommending shelves, coolers, and displays.

SOFTWARE/APPS:

m.vip.symantec.com/home.v VIP Access for Mobile—Android and Apple--free It can’t be said enough how critical it is to protect your online identity and information especially when doing transactions. Symantec Validation & ID Protection (VIP) Access for Mobile is a free online security credential that you download to your smartphone to give you an extra layer of identity protection when you sign in from your desktop or mobile browser to do banking, shopping, or other financial activities. To use VIP Access, launch the VIP Access application from your mobile phone, and note the unique security code. Then, sign in to participating online banks and merchant sites from your desktop or mobile browser with your user name, password, and the unique security code.

me-mag.com 9

 news feature

Better Safe Than Sorry For retailers, being familiar with the ins and outs of intellectual property law could mean the difference between longevity and bankruptcy.

WORDS BY TED GOSLIN

O

nce upon a time there was a 12-volt technician. After years of learning his craft by working at different jobs, he decided to open his own car audio business. He struggled for years, learning tough lessons along the way. Eventually, after educating himself thoroughly on industry best practices using every resource available, he created a list of procedures that helped grow his business.

With seemingly strong procedures in place, he began to hire and build a team.

Despite using common sense to hire, eventually, one of his employees decided he wasn’t happy and left to work for a local competitor. With him were digital files he took on a cloud-based database.

The files included build photos taken while working for the shop and operating procedures with sensitive financial data. Without thinking, he brought them to his new shop on his martphone and synced his phone with the shop’s cloud database. The files were now in the hands

10 Mobile Electronics  July 2016

of a competitor. Despite his best efforts to protect his shop, the store owner had not taken all steps necessary to protect his data.

In most industries, this practice can bankrupt a company. But in the mobile electronics industry, the common feeling is that as long as you take care of your staff, they’ll take care of you. While it might be true in many cases, most lawyers would disagree. Despite the educational resources available to retailers, the concept of protecting proprietary or sensitive information is generally not fully understood to the 12-volt community. To properly ready one’s business for a potential lawsuit, it’s important to know what risks are possible and how to prepare for them. That’s where consulting with a lawyer could be the smartest thing a retailer ever does.

Mine, Not Yours Stefan Mentzer is a partner at White & Case, a renowned law firm with offices

all over the world. Mentzer specializes in intellectual property law and litigates for clients in several industries including technology, retail, automobile and financial services, among others.

“Store managers, to the extent they have customer information, the products they sell, prices they use and services are essentially trade secret information,” Mentzer explained. If two stores offer the same service and one learns of the other’s prices, they can drop prices to counter, which isn’t a trade secret. But for things like processes and future promotional plans, shops can protect themselves by requiring employees to sign confidentiality agreements. “They serve two functions: one, to educate employees that information is potentially property of the store and two, to let them know to treat it as property and not take it when they leave. It also functions to ensure that the store owner takes reasonable measures to maintain secrecy of that information,” he added.

However, he also emphasizes the importance that owners and managers know the difference between trade secrets and public information. “Fundamentally, if information is publically known, like prices of services, that’s not a trade secret. The same with certain procedures or installation methods. If … people can easily figure out, then it’s not a trade secret,” Mentzer said. “However, if it’s something one shop developed and is not widely known, you would want to have an agreement. If you specifically reference the technique or procedure, that’s a good thing in proving that it is a trade secret. In any case, these agreements can be drafted to mention any specific techniques. That should be good enough as long as it’s still knowledgeable and generally known and not ascertainable out there.”

To capture the specifics of what retailers could potentially face from a legal perspective, Mentzer was given a set of three different scenarios to obtain his professional opinion on each.

Scenario #1: An installer who has worked for Store #1 for 10 years decides to leave and start his own shop in the same city to become Store #2.

He puts up a website and showcases work he’s done while he worked at the other shop. At that point, does #1 have a right to complain, sue or get intellectual property of that material back from #2?

“It depends on what the item is that the original store owner could go after that is their property. Let’s say store owner number two posts photographs on his website that store owner number one took. That’s potential copyright infringement. Store #1 would own those photos and #2 would not be allowed to use those. I would wonder if other confidential information would be listed on the website. It could be misappropriation of a trade secret,” Mentzer said. “That’s less likely to happen. Another possibility is if Store #2 uses a mark or brand name similar to the first. That’s potential trademark infringement. It would be permissible for Store #2 to mention he worked at Store #1 in a way that is descriptive to make them

Stefan Mentzer, Partner, White & Case

Chris Gerardi, Intellectual Property Consultant, FTI Consulting, Inc.

think that it’s associated with Store #1.”

For a company to claim the legal act of misappropriation of a trade secret by a former employee, it would need to prove the information is not public knowledge, according to Mentzer. The alternative case in the scenario above would be potential infringement on something exclusive to the company, either copyright of a document(s) or of a trademark.

Should an employee decide to watermark a photo, thinking it will protect the photo as belonging to them, they would also be wrong as it would depend on several factors. “The watermarking is less important than the question. Who took the photograph? Is it the store owner or the installer? If the store owner took them and the installer uses them, it’s a pretty strong case for copyright infringement. There’s a doctrine called ‘Work For Hire’ that says if you are an employee and document work within scope of employment, it’s property of the employer,” Mentzer said. “Employers who provide the means and manner to do work should not have to have a contract every time.

But for those who do work on the side after hours, maybe there is an argument to be made that this is not a work made for hire. It’s a real gray zone that can be disputed.”

Taking the idea further, Mentzer stressed that if an employee does use their own equipment, on their own time, in their own space, it’s hard for the employer to argue that it’s a work made for hire. If an employee emails or texts

about a non-work related project during business hours, it could be used against them since those conversations occur on the employer’s time. “What is the involvement of the employer’s business? Is it on the side? I don’t think the law would look too kindly on it if a person were doing work for hire when they are supposed to be doing work for their job.”

Stereo King is a three-store chain based in Portland, Ore. According to Kevin Cornutt, General Manager of the company, the ideas presented by Mentzer are part of company policy, but not as thoroughly as Mentzer recommends.

“We found that doing the no compete clause doesn’t really work. So we really don’t do those. If people do go to another shop and violate the clause, it’s such a huge legal effort, you’re going to spend so much on attorney fees. You can’t keep someone from making a living,” Cornutt said. “If someone is going to leave us we would definitely prefer to do it on a happy note. A lot of times they say the grass is greener, but they usually come back. We have a very high rate of employees returning.”

Stereo King protects all confidential information digitally with a system that is password-protected. An employee’s access is removed when they leave the company.

“We provide access to M.E.S.A. Fit to show clients what fits their vehicle. Once you leave the company you can’t take that with you since there’s one central hub. So far we have not had a problem with proprietary information being

me-mag.com 11

 news feature stolen,” Cornutt said. However, Cornutt added that only five people in the entire company have clearance to access the company’s top secret information like future promotions and financial data.

While he admits the process isn’t perfect, he has seen no issue with it so far. “We’ve never had anyone leave from the top five who has done anything with that information. It’s a family type of environment and we haven’t had any issues like that since people usually leave on good terms,” he said.

Scenario #2: An employee leaves Shop #1 and goes to work for the competitor at Shop #2. The employee starts to utilize a specific process or technique that creates the identical process as their former store, even if it’s called something else. What’s proprietary and what isn’t?

Stereo King is a three-store chain that keeps confidential information secure from the majority of staff, while promoting a culture of positivity to maintain order 12 Mobile Electronics  July 2016

To obtain a different perspective on the topic, Intellectual Property attorney, consultant and expert witness, Christopher Gerardi, was provided the same questions. Gerardi is a senior managing director at FTI Consulting with over 25 years of experience litigating and consulting on cases that include patent infringement, theft of trade secrets, trademark and copyright infringement and business interruption, among others.

“It’s a question of trade secrets. Is the process a trade secret? Just because the first store does this thing doesn’t automatically make it a trade secret,” Gerardi said. “It’s only if it’s not generally known or easily ascertained. There has to be value out of the process. If that’s the case, it’s potentially a trade secret. If the employee brought it over, it could be a strong argument for misappropriation.

That could be if the employee signed a confidentiality agreement.”

Owners should protect a technique they created, if they can, Gerardi added.

If the technique is not widely known to the industry, such as installing a particular product on a vehicle of a certain year, then it’s worth protecting. If it’s something that hasn’t been talked about and others can easily figure out, it can be protected, but the question then becomes: how?

“One: get confidentiality agreements from employees. Two: don’t talk about it in forums or make it readily available for the public. Keep it in a password-protected area of the server, keep it on a need-to-know basis within company. That maximizes that argument that you have that it’s secret,” Gerardi said. “If you do that, then you have a better argument for trade secret protection. But it’s still not a guarantee. If they come in and prove it’s something that can be easily figured out by others it can be proven not to be a trade secret.”

Scenario #3: A shop’s installer wins the Installer of the Year award and leaves the shop, but the shop continues to use the award to promote the business. Does the installer have a case if they decide to sue the shop for continuing to use that award to promote their business?

“It depends on if the award is a public thing. Me and three of my partners won an award. That’s public information.

There’s nothing there you couldn’t find out from looking in a magazine or online.

That’s called fair use,” Gerardi said. “The company can use it as part of fair use, which varies state by state. Each state does things a little differently. Do your research before you promote an award for someone else, just to be safe.”

Mentzer from White & Case agreed that, while an award with someone’s name on it is not fair use, the award itself is, so long as the person’s name is not promoted along with it. “The employee does not own the award. They have a right of publicity. Every person in the world owns the right to their name, likeness or image,” he said. “In this instance, the store would not be able to use their name or image without permission of installer. If they put out an ad to bring

people in using their name or image, the installer could sue. But if they said they won the Installer of the Year award for the store and did not use the installer’s name, that’s okay. The idea is to protect identity and rights of a person when it comes to their image.”

Scenario #4: A store takes pictures of its latest job and posts them on its Facebook page without getting permission from the customer. The customer’s vehicle is broken into shortly after, and he/she blames the store for making pictures of the vehicle work and equipment public. Is the store liable?

Possibly. Although it’s never guaranteed, if no permission was given, the client can sue and win if the image or its attached caption provide any revealing information that can lead someone to that vehicle. To protect against that, some re-

Terms To Know Allegation of Use- A sworn statement signed by a trademark applicant (or a person authorized to sign on behalf of the applicant) attesting to use of the mark in commerce.

Business Interruption- When business income is lost as a result of an event that interrupts the operations of the business, such as a lawsuit, fire or natural disaster.

Confidentiality Agreement- A Confidentiality Agreement, which is also known as non-disclosure agreement or NDA, is simply a contract between two or more parties where the subject of the agreement is a promise that information conveyed will be maintained in secrecy.

Copyright- A person’s exclusive right to reproduce, publish, or sell his or her original work of authorship (as a literary, musical, dramatic, artistic, or architectural work).

Fair Use- A legal doctrine that permits limited use of copyrighted material without acquiring permission from the rights holders.

Infringement- The unauthorized use of copyrighted or patented material or of a trademark, trade name, or trade dress.

Intellectual Property- A legal property right that can be protected under federal and state law, including copyrightable works, ideas, discoveries, and inventions. The term intellectual property relates to intangible property such as patents, trademarks, copyrights and trade secrets.

Misappropriation- To appropriate wrongfully or unlawfully (as by theft or embezzlement).

No Compete Clause- A non-compete clause (often NCC), or covenant not to compete (CNC), is a term used in contract law under which one party (usually an employee) agrees not to enter into or start a similar profession or trade in competition against another party (usually the employer).

Non-Disclosure- Failure or decision not to reveal or disclose information, or an instance of this.

Proprietary Information- Something that is used, produced, or marketed under exclusive legal right of the inventor or maker.

Public Information- Information that is collected, assembled, or maintained under a law or ordinance or in connection with the transaction of official business by a governmental body.

Trademark- A mark that is used by a manufacturer or merchant to identify the origin or ownership of goods and to distinguish them from others.

Trade secret- Any confidential business information which provides an enterprise a competitive edge. The information should not generally be known or easily discovered by observation or examination. Reasonable efforts to maintain secrecy must be made for it to remain a trade secret.

Unfair competition- The common-law tort of passing off one’s goods as another’s.

Work for Hire- In contrast to works created by independent contractors, if an employee creates a work within the scope of his or her employment, then the work is considered to be a “work for hire” and is owned by the employer, by operation of law.

me-mag.com 13

 news feature Abt Electronics, based out of Chicago, Ill., has a mobile electronics department that is embedded within a mall-sized building.

To protect against potential lawsuits, the company has an entire legal department at its disposal.

Abt Electronics offers online tips for customers, including a form they can sign to give the shop permission to use images of their vehicles on social media.

14 Mobile Electronics  July 2016

Stefan Mentzer,

Partner, White & Case

tailers have strict policies in place about what can and can’t be posted, along with another key provision.

“We get verbal permission and make sure we do not show the license plate. We don’t have written procedures. We’ve had a few customers who prefer us not to or prefer we only show a particular part,” said Cornutt of Stereo King. John Samp of large, Chicago-based store, Abt Electronics, noted that his store also takes precautions when it comes to photos of customers’ vehicles. “Usually we contact the customers. Depending on the situation, some are okay with it. We also have a waiver on the website for clients to sign.”

“Regarding digital photos that employees might take home, I try to make sure these guys aren’t posting photos on their walls, Instagram or Facebook,” Samp added. “If they want to post it, they can post on our company social media sites.

Most of these guys know that license plates can’t be involved.”

Words From Counsel It’s obvious to anyone who pays attention to the news these days that lawsuits can happen for almost any reason. Given that reality, protecting ones assets from even the thought of a lawsuit seems the most logical strategy as a business owner.

“The one thing we tell all our clients is a little homework now saves you a lot down the road. The last thing you want is to be saddled with all this stuff,” Gerardi said. “Even the most basic things are better than nothing. It’s putting a footer that says it’s proprietary information that

“If it’s to the extent that people can easily figure out, then it’s not a trade secret.”

is not to be disclosed outside the company. Overlooking the smallest things can create a big mistake.”

The reason Gerardi considers them “mistakes” is due to what a lawsuit can do to a company. Imagine having to spend thousands of dollars in legal fees with no guarantee that you’ll win. It’s not just the fees that can hurt, but the time it takes to close the shop for depositions and trials, plus the risk of the store being forced to close by the court.

To sum up, there are several ways to protect your business from the threat of lawsuits and possible stolen information. 1. Retailers should keep confidential information under password protection from all but executive level staff and have all employees sign confidentiality or non-disclosure agreements (NDAs) when hired. These actions will limit a former employee’s ability to take trade secrets or copywritten information to a competitor.

2. Ensure efforts are made to keep confidential information from getting out to the public. Steps may include limiting access to certain staff, with those staff having signed agreements preventing them from ever revealing information, and instructing new staff not to disclose any procedures or information they come across to anyone outside the company.

3. Determine what needs to be protected and what is considered fair use under the law. Confidential information like promotions and pricing plans for certain goods or services might need protection but if you feel it’s known to the general public, don’t waste your time.

And don’t forget, 4. Ensure that all customers approve any use of their vehicle’s photos to promote your business.

Make sure a system is in place to protect where those images go and how they are uploaded to social media. Written agreements must be in place with the client prior to using the images for promotional purposes.

“Think about whether it makes sense to protect something by copyright or instead if you have a process that is secret and is not easy for others to find out and protecting as trade secret,” Gerardi said.

“When creating confidentiality agreements, consult with an employment or intellectual property lawyer. I wouldn’t just go online and find a form. Rates depend on what firm you go to, how specific the need is and how much time it would take.”

While he has never seen cases involving 12-volt retailers, Gerardi stresses the importance of taking steps to protect yourself as a retailer because you never know when something small could turn into something big.

“It really depends on the situation.

Sometimes it’s an innocent situation where information is transferred, sometimes it’s malicious. You’re seeing a lot more portability of information,” Gerardi said. “Then you get into litigation and it’s a very expensive mistake. You need to have a specific policy or procedure in place. We’ve seen so many cases through an innocent hire or transfer of information. You learn the hard way that proprietary information needs to be protected.” 

me-mag.com 15

 retail news

One Of A Kind iNNovative Concepts demonstrates excellence and continues to flourish as a one-man operation owned by Top 50 Installer Nicholas Frazier.

WORDS BY ROSA SOPHIA

Nicholas Frazier, owner of iNNovative Concepts

I

n West Springfield, Mass., iNNovative Concepts has grown into a thriving business. The shop does pretty much everything, according to sole proprietor Nicholas Frazier who recently moved into a new location after only being in business for one year.

The current location is small, but just right for now—with a bay of about 2,000 square feet and a showroom of 1,000. “I

16 Mobile Electronics  July 2016

do a range of electronics, radar detectors, full-on audio builds, remote starts, everything in between,” he said. “I’m an all-purpose mobile electronics installation shop. Jack of all trades and pretty good at all of them.” Frazier is busy with remote starts during the winter and audio picks up in March and April. “Most recently, there’s been an influx in radar detectors. I’m a K40 dealer. Been doing those, and more long-term audio builds.”

At 29, Frazier has been in the industry for roughly a decade, working at big-box retailers as well as mom-and-pop operations. In 2015, he was named one of the Top 50 Installers and he is a MECP certified Master technician. “One of the things that’s been the most challenging in any location was having a congruity between sales and installs,” he said. “One reason I started my own business was to set my own standards and do my own work with a high level of detail, but also to maintain

that same congruity from sale to install.”

Frazier wanted to ensure the customer was receiving exactly what they wanted.

“One of the reasons why I don’t have any employees at this juncture is that I’m still growing and I really want to be able to control the sales aspect of it. So it’s a more intimate—for lack of a better word—relationship with the client. We go through everything they’re looking to accomplish and do what we can to realize their goals within their budget.”

Car audio is Frazier’s passion. “What got me started was when I got my first car,” he said. “It was a Pontiac Grand Am. I wanted audio so I brought it to big box retailer but when I got the car back there were broken panels, left channel was right, right was left. I didn’t have that car for much longer.” When he took his second car to a custom shop, thinking they’d do a better job, he was again disappointed by the workmanship. “That

»

Who’s Who Tony Frangiosa InstallerNet North Andover, Mass.

Frazier prides himself on being able to handle any job that comes through his doors, making sure to carry proper tools in preparation for that work.

Years of industry experience: 36 Hobbies: Family What you’re really good at: Big-picture analysis

Joel Gomez Best Buy Riverside, Calif.

was the last time anyone touched my vehicle.” Frazier was then inspired to enter the 12-volt industry and set a high standard for his own installs.

“It pushed me into doing everything myself and turning it into a career,” he added.

Before opening his own business, he worked at a big box retailer and attracted higher-end vehicles due to his reputation. When it came to his own business, Frazier said, “I wanted to carry stuff I would put in my own car. How could I sell it and put it in if I wouldn’t use it myself?”

“A week after the install, I do a follow-up call and see how everything’s going and see if they have questions.” Frazier noted that if a client has questions, they won’t always reach out. The follow-up call gives them a chance to voice any concerns.

Most of Frazier’s business comes from word-of-mouth referrals, and growth has been largely organic. His MECP certification is an important part of the business’s growth. As far as he’s aware, Frazier is the only one in his immediate area who is MECP certified. When speaking with a client, he makes sure they know about it. “It’s a way to tell the customer I’m committed to my craft and bettering myself and providing a better install for their vehicle,” he explained. “I think it helps out. It’s something they may not recognize but it’s something they can relate to.”

Frazier has been certified since 2008, and he added that the study guides he used provided tips and tricks that made him more efficient.

“Efficiency is key especially to a sole proprietor,” he said. “To make money you’ve gotta be efficient.” One of his most recent installs was on a Jeep Wrangler—“Did a whole bunch of LED light bars,” he said. Frazier plans to remain on his own but hopes that in the next three years or so, iNNovative Concepts will be ready for a bigger shop and a new hire.

For now, he continues to set a high standard of excellence as a one-man operation. 

Years of industry experience:10 Hobbies: Programming, film, anything tech What you’re really good at: Troubleshooting

Warren Williams Hi-tech Car Audio El Cerrito, Calif.

Years of industry experience: 12 Hobbies: Family, this industry What you’re really good at: Fabrication and problem solving

Aron Roberts Axxis Audio Durango, Colo.

Years of industry experience: 15 Hobbies: Working on custom vehicles and riding dirt bikes What you’re really good at: Troubleshooting

me-mag.com 17

 retail news

Selling Point A combination of increased awareness of the safety category and more dealer work has led to higher profits for Benchmark Audio, Inc. WORDS BY ROSA SOPHIA

Increased awareness of the safety category has led to growth in sales for Benchmark Audio, Inc. in Springfield, Ill. “That category has exploded in the

18 Mobile Electronics  July 2016

last three years for sure,” said Jeff West, owner of Benchmark, who stated that because of increased consumer awareness, safety is on everyone’s minds. While

cars are being manufactured with cameras, “people don’t necessarily want to buy a new car, so we get them equipped.”

The company’s dealership work has also become more lucrative, especially now that Benchmark has a dedicated staff member who works with dealerships.

According to West, this has caused a dramatic increase in sales. “Hiring a new person who has qualifications we need from installation and sales experience and that type of thing, that’s really helped … [and] having that person going out and shaking hands and kissing babies, so to speak, with the dealers on a weekly basis keeps us in their frontal lobe so they think of Benchmark first.”

Benchmark’s reputation continues to attract great business. Soon to enter its 19 th year of operation, the business still has a flawless record with the Better Business Bureau, according to West. “We’re five-star rated, which is next to impossible to achieve when you’re serving the public,” he said. “Other local recognition just reinforces the fact we’re here and here to stay, still offering quality service.”

While Benchmark has been awarded Retailer of the Year in the past, the business has also received local awards such

Selling safety products like this rear view camera mirror has helped increase the company’s profit margin significantly. as the Better Business Bureau’s ‘Torch Award’ for customer service and integrity. “A lot of customers come in because of that confidence and trust,” West added.

He further stated that no one is turned away—not even customers who have purchased equipment online or at a big box store. “They still want it installed professionally.” Benchmark’s approach focuses on how the customer is cared for. “[We’re] exposing that customer to what we do, how we treat people, how we handle phone calls, how we handle face to face interactions, and normally we see them [come] back again.”

While safety products have created significant numbers in sales, it’s not Benchmark’s biggest seller. Dealership work, especially the recently acquired contract with CARMAX which makes Benchmark an expeditor facility, has increased sales the most. “We’re already seeing significant increases,” West said.

“We’re definitely very competitive in pricing. They’re able to make some money and it helps their bottom line, but the biggest advantage to them is that we go to the dealership and pick up the car, and when we’re done we take it back.”

In the past, the dealership would have to take two employees off the sales floor and make time to bring the vehicle to the

Benchmark staff left to right: Mark Angermeier, Mark McCullough, Michael Morris, Doug Ernst shop, then arrange to return it. “That’s a hassle for them. Us offering pick-up and delivery has been a slam dunk advantage for us and for them.”

In the future, West intends to continue growing the car dealer aspect of the business as well as gain more contracts to install GPS tracking systems in fleet vehicles. Aside from his future goals, the most

important element of the shop’s business growth remains in its customer service.

“It’s one thing to have the knowledge but if you don’t have people skills, you’re not going to be creating an enjoyable experience,” West said. “The bottom line is taking care of everybody. Take care of problems with the same enthusiasm as when you’re making the sale.” 

me-mag.com 19

 new products

Cables, Apps, Components and More MTX Audio S65 Square Subwoofers www.mtx.com

Notable: MTX Audio’s NEW S65 Series square subwoofers that were first announced at the Specialty Equipment Market Association (SEMA) Show in Las Vegas, are in stock and ready to ship.

The S65 Series features a square design utilizing MTX Audio’s patented surround geometry (US Patent #7,275,620) that allows for increased Xmax and lower distortion resulting in higher SPL and better sound quality. The S65 Series is available in both 12-inch and 10-inch sizes in dual 4Ω configurations.

Metra Electronics Radio Kits For BMW3-Series and M3 Vehicles www.metraonline.com

Notable: Metra Electronics has announced additional innovative radio kits for 1999 – 2005 BMW 3-Series; 2006 BMW 3-Series coupe and convertible; and 2001 – 2006 BMW M3 (for factory switch panel with separate openings).

Part number 95-9310B is for the 5-switch panel and features ISO DDIN radio provision with painted matte black components that relocate the factory climate control and switches. Part number 95-9311B is for the 1-switch panel.

20 Mobile Electronics  July 2016

EchoMaster Camera Switcher echomaster.com/index.php

Notable: EchoMaster has announced the arrival of the VS-331

camera switcher. The VS-331 camera switching module allows users to view up to three individual cameras to enable sight of key areas on a vehicle, particularly useful for reversing, changing lanes, or turning. There are three triggers that initiate the cameras for viewing, the first is turned on via the left turn indicator signal, the second by the right turn indicator signal, and the third via the reverse gear.

AAMP Global Dash Kits For Toyota Sienna

www.aampglobal.com

Notable: AAMP Global looks to transform the ordinary

2015-2016 Toyota Sienna van into a concert on wheels with its American International TOYK968GB and Best Kits by PAC BKTOYK968GB installation dash kits and a matching aftermarket radio. These new American International and Best Kits dash kits facilitate the installation of a single ISO radio with a pocket below or one double DIN (2-DIN) radio in the factory radio location. The kits are finished in gloss black for an attractive original equipment (OE) factory look. The multi-piece kits include the main bezel with a removable pocket, hardware, and instruction manual.

Rosen FIT-MUST15 Upgrade Kit www.rosenelectronics.com

Notable: Rosen is offering the perfect infotainment upgrade

system for select late model 2015-and-up Ford Mustang owners with its new FIT-MUST15. The factory integrated technology (FIT) kit steps up the infotainment system to a much larger 8-inch screen, adds iGo NEXTGEN route-guidance navigation, and provides additional convenience and entertainment capabilities with an HDMI input, back-up camera input, and USB charging. The FIT-MUST15 highly improves the stock system without completely modifying the factory look of the dashboard, offering a significantly larger high-resolution touchscreen in place of the standard non-touch 4-inch display.

DEI Mini Versa Starter Shield www.designengineering.com

The Versa Shield protects starters and other components from the damaging effect of heat soak. Constructed of an aluminized heat reflective material backed with a high temperature rated glass fiber insulation barrier, the new mini DEI Versa Shield protects starters and other components from failure due to heat soak. Capable of reflecting radiant heat up to 2000°F and direct heat up to 500°F, this innovative thermal product installs easily and can be trimmed to size.

Harman Infinity Kappa Perfect Component Speakers www.harman.com

Notable: HARMAN International Industries has announced

its flagship line of automotive component speakers, Infinity Kappa Perfect. The component speaker systems provide super-premium performance and flexibility, paired with leading design and technology. The three systems feature a combination of premium materials and cutting edge design, HARMAN’s patented Plus One™ carbon fiber woofer cone architecture and precision die-cast baskets. To help bring out music’s true character and enhanced extension, Infinity has developed a high-definition edge-driven 30kHz polyimide tweeter, and the entire line benefits from oversized voice coils and Harman’s True Four-Ohm impedance design.

me-mag.com 21

 new products

Alpine 9-inch Apple CarPlay Head Unit For Jeep Wrangler and “Alpine Connect” Smartphone App www.alpine-usa.com

Notable: Alpine Electronics of America, Inc. is now shipping the i109-WRA 9-inch Apple CarPlay touch screen system for 2011-up

Jeep Wranglers. The product features the largest touch screen system in the aftermarket for Apple CarPlay. The i109-WRA comes with a dash bezel that replaces the entire OEM radio area to create a factory-like look and a vehicle specific wiring harness for plug and play installation.

The company has also announced the availability of the new “Alpine Connect” smartphone app for the North American market. This free app, available for iPhone or Android smartphones, provides popular infotainment apps from leading content providers for select Alpine Restyle Dash systems in a format that is friendly for in-vehicle use. Alpine Connect users can now benefit from a consistent and familiar Alpine user interface experience when using apps in their vehicles without having to learn new controls or commands.

iSimple ULinxMax, Heavy Duty Aftermarket Cable www.isimple.com

Precision Power Black Ice Amplifiers precisionpower.com/products/amplifiers/black-ice/

Notable: Precision Power is now releasing its 2016 Black Ice

Amplifiers. These amplifiers are the newest generation of amplifiers in the Black Ice series family. Over-compensated high headroom power supplies are capable of producing more than conventional power gain with 2ohm loads. Additionally, double-sided PCB’s with all-surface mount technology enhance the quality of the listening experience.

22 Mobile Electronics  July 2016

Notable: Simple, a Power Brand of AAMP Global, formally

launched uLinxMAX, what it calls, “the most rugged, heavy-duty aftermarket cables that provide syncing and charging in any extreme situation.” The cable is built to tolerate the extreme temperature conditions that an installed stereo withstands. It was created to make the installation easy and permanent, by eliminating the need for installers to disassemble an entire car dash, just to replace one flimsy broken cable. iSimple’s uLinxMax cables are currently available at select audio retailers and online at isimple.com for a retail price of $39.95 (Lightning) and $24.95 (Micro-USB.)

New Dealers Welcome | Contact Us Today www.powerbassusa.com ©2016 PowerBass USA Inc.

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tel: 909.923.3868

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12

 top 12 retailers

RETAILERS 2016

RETAILERS 24 Mobile Electronics  July 2016

RETAILERS

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2016

me-mag.com   25

 top 12 retailers

Traits At The Top This year’s Top 12 Retailers share thoughts on their business successes, strategies and personal goals within the 12-volt industry.

WORDS BY TED GOSLIN

I

n the business world, they say it takes an average of five years for a new business to turn a profit.

In that time, the business must establish itself into the company it will be for the rest of its existence. The job of the owner/manager during this time is to work out the kinks with processes, employees, sales, execution and customer presentation.

For a 12-volt retailer, those elements are easier said than done. But thanks to the way industry insiders support one another with suggestions and communicating best practices, the amount of failures the company must endure is significantly lowered. All that the shop needs to be successful rests on how much the owner/manager and employees are willing to learn through communication.

This year’s Top 12 Retailer class is filled with people who have learned lessons both ways. Those lessons allow them to enhance their chances of not only surviving times of economic hardship, but completely bypassing them to remain in a state of constant growth. Take Richard Grimm, owner of Cartunes in Atlanta, Ga., who has been in the industry since 1972. Over that time he’s seen multiple recessions, an oil crisis and has worked for other companies that have gone under. Thankfully, he had people he could turn to for advice, which he used to survive some of the harshest economic climates in the history of the country.

On the opposite side of the spectrum sits Josh Mojica, co-owner of GNC Customs in Goshen, Ind. Growing up in the family business, Mojica learned a great deal about not just 12-volt, but business in general from his parents, who operated several business ventures that included car audio, furniture and jewelry. While his background is different from Grimm,

it proves one thing is for sure in 12-volt: the more you know, the better off you are.

Relative Foundations Active in the 12-volt industry since 1972, Grimm of Cartunes has always had a passion for music and cars. From his early days of installing 8-track radios in a parking lot part-time, Grimm has gone the distance in the industry by becoming a specialist in dealer work and car audio.

“I was sidetracked into the cell phone business in the early 90s, made a lot of money but it suddenly ended and we had to start all over in the mobile electronics and audio business. We did it the right way, survived it all, and the rest is history,” Grim said.

One of Grimm’s biggest strengths was hiring people smarter than he to represent the company. This strategy largely contributed to the shop’s specialist reputation, helping the business survive turbulent times over the years, including an oil crisis and multiple recessions. “My biggest mistake was hiring people who were not smarter than me,” he said.

In fact, survival is something he prides himself on, given those aforementioned times of crisis. “There are so many recessions that I’ve survived that it’s difficult to choose one. Simply put, surviving is what I’m proudest of in my career.”

Dan Ungaro, owner of Soundscape Car Audio in Plano, Texas, started from scratch in 12-volt, not knowing a thing when he began at Circuit City in 2000.

“I worked there for about four and a half years learning the basics of everything from radio to remote start and video installs. From there I went to Tweeter and was given the space to experiment with custom work which revitalized my passion for car audio,” he said. “A few years later I went to work for Car Toys where

I did mostly custom work and some wiring mixed in. In 2009, I left Car Toys to start my own shop under the name Ungaro Custom Designs with the idea that I could be a custom shop for other car audio shops. This didn’t work well, so I opened a retail location in 2010 under the name Soundscape. Over the last six years, I have moved from doing most of the sales and install to mostly sales and management.”

While the experience of going through the gambit of jobs over the years likely taught Ungaro some huge lessons, it’s not the only path forward. Sometimes family can provide lessons in a more formulated way.

“I am the oldest of three sons that run GNC Customs. I did whatever our dad asked us to do,” said Josh Mojica, co-owner of GNC Customs. “As I gained experience I took over most installations as my brother honed in his fabrication skills. Now with a crew of six, my duties are mostly managerial and sales related.”

No matter the shop, training a crew to work efficiently is a continuous challenge, especially if it’s a mixture of family and other staff. “Our staff consists of myself, my two brothers, and three full-time technicians. Jeremiah, my brother, is our lead fabricator. His creativity and skill set are a huge part of how GNC Customs has become what it is today,” Mojica said.

“Jared, my other brother, helps us look professional. He is responsible for all of our graphic designs, photos and videos.

He also assists me on a day to day basis with inventory management. My biggest obstacle so far has been letting emotions get the best of me in the workplace.”

It’s clear to many of this year’s Top 12 that finding a staff that remains professional under pressure is a vital component for an efficient work model.

“My staff IS Soundscape. I have had the good fortune to find three guys who all believe in what we are doing and fully support our culture,” Ungaro said. “Without a dedicated staff, I don’t see how any shops could offer anything of quality.

Simply put, these guys make it happen.

Everything rests on their pride and ability.”

RETAILERS 2016

26 Mobile Electronics  July 2016

R

One quality an effective owner/manager needs to build a strong relationship with their team includes knowing that the work can’t be done without them.

The same is true whether you have three employees or 50.

“The 50 employees of Stereo King are both one of the main reasons I purchased the company, as well as, why I retain my sanity,” said John Coleman, owner of Stereo King in Portland, Ore. “It is quite extraordinary in our industry to retain employees for over 20 years, but part of the magic today is the veteran dedicated team we have in place. Many of the key positions have been unchanged for over 18 years.”

Those unfamiliar with the complicated ins and outs of hiring, training and losing staff may find it hard to believe that an employer would take pride in staff leaving to go into business on their own. But being supportive is also a trait that most top retailers share, regardless of what the employee’s intentions are.

“I had three employees leave to start their own stores. I believe we have the best staff top to bottom of any store around,” said Ed Weber, owner of Foss Audio & Tint, Tukwila, Wash. “We have a commitment to training and consistently try to improve our customer experience.”

12

2016

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RETAILERS

Filled with displays, the Cartronix showroom is a statement to customers about what options they have for their vehicle.

Highs And Lows Making the Top 12 is considered a huge accomplishment in the industry. Even so, some retailers don’t stop there considering the prestige that comes with winning the top prize.

“Last year’s Retailer of the Year award was pretty awesome. The entire Stereo King team stepped up and took control of the process. It was really cool to see them united on the goal,” Coleman said.

“Beyond that achievement, I am proud to lead this group of individuals as they grow and improve their abilities.”

As a three-store chain, Stereo King has earned its place as one of the top chains in the industry. To get there, some mistakes needed to happen so that vital lessons could be learned. “I made the same mistake in both business and non-business! I constantly find myself needing to practice patience and slow

Known for being appointment-only, Kingpin sets itself apart with a clean showroom focused on establishing its brand to customers.

RETAILERS 2016

Starting his career at Circuit City, Christerfer Pate (pictured here) worked his way up from knowing nothing about installation to becoming a head fabricator, install manager and eventually, owner of Mobile Toys in College Station, Texas. me-mag.com 27

 top 12 retailers

down. Also to listen longer and be slow to speak,” Coleman said.

Another useful trait for a top retailer to have is the ability to listen to their customers to help lock in how well the shop is doing. Receiving feedback from both employees and customers is a great way to learn what’s working and what isn’t.

“My feelings on this subject fall in a duality between being proud of so many accomplishments and being buried in the minutia. I think the thing I am most proud of was actually a surprising statement that I’ve heard from a few clients lately,” said Ungaro of Soundscape. “More than a couple times in the last year, I’ve had clients take me aside and ask me if I knew that I had no competition in this market. Though I am very aware of my competition and work daily to stay ahead of the curve, hearing from a client that I’ve succeeded is very motivating. I know I have a lot of work to do to be the best, and I’m also aware that it takes a lot of work to stay there.”

On his way to this client-provided epiphany, Ungaro had to wade through a mistake-riddled cesspool that included poor hiring choices. “I have made some real mistakes in the building of this business. The biggest ones I won’t mention in a public forum,” he said. “Outside of that I’d admit that I’ve made some staffing mistakes that cost us money and, I’m sure, some intangible damage with clients. Once I was aware of them, these problems were solved.”

As far as learning difficult lessons, no one can claim to have made larger ones than 2014 Installer of the Year, Tom Miller. “I started my first company in 1999, focused on expeditor work and commercial accounts. It only lasted three years. The company failed because I didn’t pay attention to the numbers. I thought that having good revenue was enough and so I just focused on sales,” Miller said. “It was a devastating time for me financially. I lost everything. But the lessons learned from that experience are truly invaluable, and I’m a better owner for having gone through that.”

RETAILERS 2016

Owners Tom Miller and Ken Ward of Musicar Northwest believe less is more, focusing less on the shop’s brand and more on solutions for their appoint-only customer base.

12

Often holding events open to the community, Soundscape has become a beacon for customization in Plano, Texas.

RETAILERS 2016

With three stores, Stereo King won last year’s Retailer of the Year award with a combination of hard work and passion from its employees. Owner John Coleman hopes to repeat this year

28 Mobile Electronics  July 2016

A Balancing Act Natural born leaders exist, but they tend to be the exception, not the rule. Most of us need strong examples to follow and learn from.

That’s where mentors come in. For each of the Top 12, those mentors take different forms, embodying traits like expertise, professionalism and work ethic.

“Work ethic was given to me by my father, now deceased. I’ve had several mentors in developing my management style over the years, but in the car audio business, Al Brotsky is my biggest influence,” said John Haynes of Al & Ed’s Auto Sound. “I learned the mechanics at the store level, but his sideline

mentoring gave me many of the insights that I have now.”

Given the longevity some retailers enjoy in the industry, it’s hard to pinpoint just one person as a mentor, instead crediting several to help with key ideas over time.

“Along the road in my career there have been many amazing mentors that I look back on as playing key roles in my success, as well as the success of other leaders in our industry. Starting with my dad, some of his friends, my brother Tom, Larry Albas, Steve Scott, Rod Napier, Jim Cox, Doug Cormack, Bud Coe and Howard Katz,” said Coleman of Stereo King. “When I look at the who’s who in the industry today, it is amazing to see a number of successful people who either worked alongside, or were involved in some way with one of these guys.”

Remaining disciplined can be an issue in 12-volt, given the common origin that many retailers share of starting as hobbyist installers. For an owner to maintain order with shop employees, it doesn’t hurt to have a strong background in something rooted in discipline.

“I would say my 13 years of experience in the military has really instilled the majority of my professionalism and work ethic,” said Daigle of Prestige. “In regards to my industry expertise, my former manager at my previous shop, Jay Couvillion, really played a huge part in my development in becoming a good employee and salesman.”

It’s doubtful that any one source can provide a retailer with all the tools they need as leaders. Having a firm background in car audio is one thing, but many of the best retailers have something else in common to help strengthen their drive and passion for business: family.

“I love spending time with my wife and my amazing children.

Whether it is watching a movie, playing outside, or teaching them new

12

1

In contrast, Dustin Daigle of Prestige Car Audio & Marine finds that his source of pride comes from customer satisfaction. “The proudest moment of my work career comes every day. When I see a customer listen to his or her newly installed system and that smile creeps across their face, that’s it!

Knowing I’ve brought joy to someone’s life through music, that’s what it’s all about. Music creates such a deep connection between us all. It’s unspoken and universal. It’s why I love doing what I do,” he said. “The biggest mistake I’ve ever made is any mistake I’ve ever made twice. No one is perfect, and everyone makes mistakes but the ones that really get me are the ones I seemingly haven’t learned from the first time. Those are the biggest mistakes of all.”

Daigle isn’t alone when it comes to customer pride. It can also come from notoriety, which Cartronix enjoys in spades. “I would have to say that creating one of the best known car audio stores in northwest Indiana is a source of pride,” Carter said. “It’s a great feeling when clients come from hundreds of miles away just to have work done at our shop.”

RETAILERS 2016

Finalists for Retailer of the Year - Store Chain

Al & Ed’s Autosound Los Angeles, CA

Foss Audio & Tint Tukwila, WA

Mobile Toys

College Station, TX

Stereo King Oregon Portland, OR

Finalists for Retailer of the Year - Single Chain Cartronix Valparaiso, IN

RETAILERS Cartunes Atlanta, GA

2016

GNC Customs Goshen, IN

Kingpin Car & Marine Audio, Inc. Wilsonville, OR

Musicar Northwest Portland, OR NVS Audio Linden, NJ

Prestige Car Audio & Marine Metairie, LA

Soundscape Car Audio Plano, TX

me-mag.com 29

 top 12 retailers and exciting things,” said Eric M. Carter, owner of Cartronix. “I have numerous people who have been the best influence to me in my career. The main one is my father. Sean Davis has always taught me to hold my head high no matter how hard times get. And Micah Williams has taught me how to adjust my prices to the quality of the work that I offer.”

Part of creating a more efficient shop is allowing more time for family, which Miller sees as his biggest priority. “I just love to spend as much time with my kids as I can, which never seems like enough! I’ve been teaching myself to draw (which is still kind of work-related) and I really love spending time drawing and designing at home,” he said. “My daughter loves to draw and is really talented. Sitting at the kitchen table and drawing with her is one of my favorite things in the world.” Over time, Miller hopes to scale back his time in the bay to take more of a standard ownership role, allowing his team to handle the bulk of the work under the dash. “I really feel like we are assembling a team, and have established a culture that will allow me to do that while remaining confident that we are turning out remarkable work.”

Of course, family isn’t the only thing that can keep one grounded. Hobbies are an important part of work and life balance. It also doesn’t hurt when the hobby has some relation to products one might sell in their shop. “I love water.

Everything on it, in it, and around it,” said Coleman of Stereo King. “Frozen or liquid. Boating, surfing, skiing, water skiing, sky skiing, paddle boarding and swimming.”

Jason Kranitz of Kingpin love to shoot guns, gamble and travel in his off-time, which isn’t often given his self-proclaimed status as a “workaholic.” Of course, this is a common sentiment shared by the Top 12, given their status as entrepreneurs. But hobbies can double for work when they’re in the same industry, like Carlos Ramirez who attends car shows in his spare time.

“I love spending time with my wife who helps me keep this all in perspective.

I also enjoy snowboarding and playing drums,” said Ungaro of Soundscape. It also helps when hobbies and family intersect to create a new outlook. As they say, everything is relative.

essentially a polishing up of the things we already do and increasing volume in a way that makes sense with respect to our culture.”

Each owner/manager has a different plan for growth. Some are general and focused more on the present. Some, like Jason Kranitz, have more going on than just the retail shop. “I foresee continued growth of about 15 percent every year. We will be in a new location in a building we own,” said Kranitz of Kingpin. “Day-to-day operations will be completely in the hands of my team members, except for weekly trainings, which will be my only involvement on the retail level. This will allow me to build Kingpin University to a level that I want it at, along with building up the manufacturing side of our business.”

Kranitz isn’t alone in having additional endeavors to utilize the brand he’s created. Carter of Cartronix also created a product called “Fast Solder,” which he markets to installers. But that hasn’t stopped either of them from keeping a close eye on the shop that started it all.

“My goal in the next five years is to have a second location and to produce over one million dollars in sales a year,” Carter said. “Also to be an established leader for clients and peers and focusing on continuing great customer support.”

It’s common knowledge that over the years there have been doubts about the sustainability of the industry given the steady threat of OEMs infringing on product categories that used to be exclusive to 12-volt. Regardless, that hasn’t hurt the resolve of any of the Top 12, who collectively agree that the future is bright for them and the industry as a whole.

“I think it will be great. People have been predicting the end of mobile electronics ‘in five years’ for all my career,” said Haynes of Al & Ed’s. “People like to personalize their vehicles. The challenge for businesses like ours is to stay relevant and continue to stretch the products and services that we provide. If we do that, we will succeed.” 

“I was sidetracked into the cell phone business in the early 90s, made a lot of money but it suddenly ended and we had to start all over in the mobile electronics and audio business. We did it the right way, survived it all, and the rest is history.”

Richard Grimm, Cartunes “Well, I’m a regular guy, so I’d say, much like anyone else I enjoy the company of friends and family. I have two kids, five years and a one-year-old, so they are a big part of my life. My wife Melissa is absolutely the best and without her I don’t know what I would do,” said Daigle of Prestige. “I love to cook and learn new ways to cook. Cooking is one of those things that, like music, can bring people together and it’s great. Other than that, I also enjoy playing video games and watching football.”

Eyes On The Prize After the high of the Industry Awards wears off, the Top 12 will go back to their stores and continue the daily grind of retail ownership. Given that reality, it’s imperative that they all keep their eyes on the immediate and distant goals for the future of their businesses.

“I think the next five years are going to show great change in the 12-volt industry.

We are geared up and building a foundation that will keep us relevant in that environment,” said Grimm of Cartunes.

“I think having a classy, high-end facility, product and exemplary service are crucial to this goal. I see a larger facility with a sleek showroom, spacious install bay and maybe two more employees. To maintain quality, a cap on the number of staff is important. So my vision for this shop is

RETAILERS 2016

30 Mobile Electronics  July 2016

Congratulations!

Top 3 Distributor of the Year Candidates Dow Electronics

12

Tampa, FL Sony Partner for Over 25 Years

Davis Distribution

Newell, WV Sony Partner for 12 years

AM Distributors

Chicago, IL Sony Partner for 5 years

From everyone at Sony, Thank you for all that you do.

me-mag.com   31

Your Business Will Never Be the Same.

YOUR BUSINESS YOUR ATTITUDE YOUR OUT LOOK YOUR PROFITABILITY YOUR FOCUS YOUR STYLE YOUR PRODUCT MIX YOUR INVENTO RY YOUR PROCESS YOUR OPERATIONS YOUR AUDIENCE YOUR MARKETING YOUR CUSTOM ERS YOUR LOOK YOUR PRODUCTIVITY YOUR FORECAST ST YOUR VISION YOUR DIRECTION YOUR BUSINESS YOUR ATTITUDE YOUR OUT LOOK YOUR PROFITABILITY YOUR FOCUS YOUR STYLE YOUR PRODUCT MIX YOUR INVENTO RY YOUR PROCESS YOUR OPERATIONS YOUR AUGUST 20 - 22 AUDIENCE YOUR MARKETING YOUR CUSTOM DALLAS 32 Mobile Electronics  July 2016 ERS YOUR LOOK YOUR PRODUCTIVITY YOUR KNOWLEDGEFEST.ORG

SHIFT.

ďƒŽ knowledgfest

KnowledgeFest 2016 Workshop Schedule Saturday August 20

Begin 8:00 A 8:00 A 8:00 A 9:30 A 9:30 A 9:30 A 11:00 A 11:00 A 11:00 A

Session Description Building Sub Enclosures that Look & Sound Great Five Out-of-the-Box Closing Strategies Implementing Key Performance Indicators as Daily Dashboards The 1-2-3 of Integrating Sound Upgrades Social Media & Rating Mythbusters Five "Big Retail" Practices That Perform for Small Business Advanced OEM Signal Measurement Ten Keys to Better Photography to Promote Your Business CEO Roundtable: Identifying & Overcoming Obstacles

Focus Fabrication Sales/Marketing Owner/Manager Installation Sales/Marketing Owner/Manager Installation Sales/Marketing Owner/Manager

Sunday August 21 8:00 A 8:00 A 8:00 A 9:30 A 9:30 A 9:30 A 11:00 A 11:00 A 11:00 A

Removing the In-Dash Obstacle with Fabrication Get High-End Customers in Any Market Partnerships: Getting the Best From Your Vendors Practical & Profitable Vehicle Tuning Techniques Merchandising Magic - Positioning for Profits Implementing a Real Training & Development System Advanced Remote Starter Integration Selling with a Plan - Strategies for Internet Competition How Big Can Safety Be for Specialists?

Fabrication Sales/Marketing Owner/Manager Installation Sales/Marketing Owner/Manager Installation Sales/Marketing Owner/Manager

Monday August 22 2:00 P 2:00 P 2:00 P 3:45 P 3:45 P 3:45 P

Door Panels from Front to Back Turning Emails into Sales Professional Policies to Protect Your Business Audio Integration and Advanced Tuning Public Relations & Community Outreach Creating a Professional Staff for a Successful Business

Fabrication Sales/Marketing Owner/Manager Installation Sales/Marketing Owner/Manager

me-mag.com   33

 knowledgfest

KnowledgeFest 2016 Event Schedule Friday, August 19 Registration .......................................................................................................................................... 2:00 pm - 5:00 pm

Saturday, August 20 Registration ........................................................................................................................................... 7:30 am - 5:00 pm Education Tracks ............................................................................................................................... 8:00 am - 12:20 pm Mobile Electronics Show ............................................................................................................... 11:30 am - 4:30 pm Manufacturer Training ..................................................................................................................... 4:30 pm - 6:30 pm Reception & Town Hall Meeting ........................................................................................................................ 6:30 pm

Sunday, August 21 Registration ........................................................................................................................................... 7:30 am - 5:00 pm Education Tracks ............................................................................................................................... 8:00 am - 12:20 pm Mobile Electronics Show ............................................................................................................... 11:30 am - 4:30 pm Manufacturer Training ..................................................................................................................... 4:30 pm - 6:30 pm

Monday, August 22 Registration .......................................................................................................................................... 8:00 am - 5:00 pm Manufacturer Training .................................................................................................................... 8:30 am - 10:30 am Mobile Electronics Show .............................................................................................................. 10:00 am - 2:00 pm Education Tracks .................................................................................................................................2:00 pm - 6:30 pm Mobile Electronics Industry Awards ....................................................................................... 7:30 pm - 10:00 pm Awards After-party ...................................................................................................................... 10:00 pm - 12:00 am

34 Mobile Electronics  July 2016

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me-mag.com   35

 behind the scenes

TOOLS of the TRADE Retailer-turned-installation-guru Bryan Schmitt started Mobile Solutions to aid fabricators by creating a stable of standardized templates for various jobs.

Today, the company’s products have expanded and are considered a musthave resource by the who’s who of 12-volt technicians.

WORDS BY JAMIE SORCHER

Bryan Schmitt, Owner of Mobile Solutions Today’s installations range from the extremely complex and ultra expensive to the more basic and economical. Either way, creativity and countless man hours go into each job. The key then for any 12-volt retailer is to balance it all and make the process profitable.

Bryan Schmitt, president of Tempe, Ariz.-based Mobile Solutions, who started out in 1990 as a car audio fabricator, recognized early on how challenging these custom jobs could be. Each time, for each

36 Mobile Electronics  July 2016

job and for each car, the wheel had to be reinvented.

“Back when I started out we didn’t really have a lot of resources and the biggest thing with working on cars is we didn’t have some type of template or clean geometry,” Schmitt said. “We were always cutting with cardboard and using a jigsaw and I just had this inspiration.”

Not surprisingly, it was prompted in part by Schmitt’s education. “My background before I even got into car audio was mechanical engineering,” he said. “I knew that using geometry was the key for making clean shapes and keeping the automotive DNA, if you will.”

In the beginning, Schmitt kept things basic. He started making some simple templates—circles and ovals—which helped him personally with his fabrication work. “I was able to take geometry and use it on an install. I started building cars that were completely symmetrical using a template like what you would use if you were drafting, except these were full size and for cars.”

In 1996, Schmitt was recruited to work for Rockford Corporation’s fabrication training group, RTTI, where he was responsible for building show

vehicles—some of which garnered industry awards including a prestigious CES Best of Show. By 2003, he was Director of Technical Development for a national 12-volt retailer.

Soon after, in 2005, Schmitt was ready to take the next step and founded Mobile Solutions. He started working on developing more shapes for the templates.

“I wanted to share it with the industry because I thought there was a market for it and I knew it would help people,” he said.

Shaping Up The circles and ovals soon developed into arcs and more complex shapes like comets and triangles, until there was a full lineup. “It has been exciting over the years to see it grow and to see how it has affected the industry, and even changed it because of the efficiency,” Schmitt said.

Today, the company offers more than 400 SKUs (stock keeping units) and over 50 different styles of templates.

“The shapes we offer now are cool, but to bring things up to date, we’re building templates that really match a lot of the automobiles,” Schmitt said. “For instance, take some of the grilles out there—like

me-mag.com   37

 behind the scenes

Part of the Smart Frame System (SFS), the Axis Shape Creator lets an installer create trim panels using an infinitely adjustable design yet features positive locating slots for consistent shape creation.

Installers can quickly create shapes out of different materials for custom projects with the Axis Shape Creator.

This Axis Shape Creator Essential Package, which retails for $399.99, has the hardware and components to get an installer up and running.

“Make the investment in the tools and slowly build your arsenal. You don’t have to do it all at once. We make it simple so you can add on as you go.”

for an Audi or a Lexus. That shape, that DNA, can be used on the inside of the car for a subwoofer box or an amp rack, or whatever. To take it a step further, we’ve made templates that are completely modular. You can put them together like an adjustable template or like an erector set where you can completely manipulate and change the shape. It just speeds up the process so you can get more creative in a short period of time.”

Under the smart templates, there are shaped templates from mini arcs to medium ovals. More unique shapes include a comet template set, dual arc template set, and end triangles. Template packages offer a variety of options. The Amp, Inverse, and Curve Template package, for example, sells for $278.99, but you can also go all out with the Complete Master Smart Template Package that will set you back $4,499.99. Adjustable Templates and Kick Panel Templates are also part of the product offerings.

One of the most popular products right now, according to Schmitt, is the Axis Shape Creator, part of the Smart Frame System. Introduced last fall, it allows an installer to create trim panels using an adjustable design.

“It is truly unbelievable how much it has gained in popularity,” Schmitt said.

“We are selling it globally and in all the major markets. It’s something we cannot

38 Mobile Electronics  July 2016

Bryan Schmitt even keep in stock, it has been so popular.” The Axis Shape Creator is featured on the Mobile Solutions home page along with an informative and well-produced YouTube video that shows its applications.

“This is such a big deal because it is infinitely adjustable,” Schmitt said.

“Instead of us giving a shape to someone—whether it’s an oval, circle, or a pre-made design—this actually forces the technician or fabricator to become the designer. It forces them to become more creative. They can develop their own designs because it is so flexible. You can build anything with it. You can create any combination. It is limitless.”

Going Full Circle While creating and designing the products has been ultimately satisfying for Schmitt, he also wanted to make sure purchasing them was stress free and simple.

“We have guys who come to our trainings here on campus and they’re welcome to buy products at a student

rate,” Schmitt said. “They get to see firsthand how to use them because they’re watching demonstrations in class.

Our bigger audience is online so most people just order through our web site. You can watch a YouTube video, see a tutorial, and then order online. There are dealers who prefer to make a phone call to place an order, too.”

Of course, there are also the trade shows where Mobile Solutions has a presence. “We hit all the major ones like CES, SEMA, and KnowledgeFest,” Schmitt said.

“Attendees can purchase at the show. We want to make it as easy as we can for people to buy our product.”

That also means making sure the Mobile Solutions staff is well-trained and that social media efforts are maintained.

“We have trained our staff internally so we know that they are knowledgeable and can assist our customers,” Schmitt said. But it goes beyond that.

“We also like having the YouTube videos which are pretty self-explanatory,” Schmitt said. “We have a whole community that uses the hashtag ‘axis shaped creator’ or ‘smart frame system.’ If you use that hashtag in a search it will pull up a whole library of examples of how the product is being used. We definitely drive the hashtag and try to push our customers to use it as well so that we can build our own community.“

The Need For Speed There is always going to be a challenging dynamic with billing out jobs properly and making a profit, Schmitt acknowledged. “We talk about this issue in the industry a lot,” he said. “How we work on cars is very important and all installers are facing the same challenges.

First of all, there are only so many hours in a day so we need to do the best job we can in the time we’re allotted. That is what these fabrication and installation products enable us to do—to create the coolest design possible in a short period of time, to help speed up the process.”

In fact, Schmitt said, the process is much faster than it used to be when things were done by hand and drawn with a pencil, but even with these kinds of tools there is still no standard, cookie cutter install.

“There is truth to that for sure, but there are a lot of similarities with installations, too,” he said. “If you have a Ford truck or a make of car that you’re going to do a lot of, you can make a master template and then change the layout a little bit. You still keep the bones of it, but make the cosmetics slightly different.

That is exactly what we try to instill in our guys—that you don’t have to reinvent the wheel every time. You can use maybe 60 to 70 percent of the templates or patterns that you made for that last job and reuse them on the next one, and still have it look totally different.”

What it ultimately comes down to, Schmitt said, is using some basic templates as building blocks and adding on from there. “Make the investment in the tools and slowly build your arsenal. You don’t have to do it all at once. We make it simple so you can add on as you go.”

For now, Mobile Solutions is continuing to innovate and steer new trends.

“We are proud of the fact that we have been in business for 11 years,” Schmitt Custom router bits are available from said. “We have pioneered the templates.

Mobile Solutions. The shop display is We were the first to come to market seen here. with these. We have two patents. We sell to major markets—Japan, Australia, Mexico, South Africa, China and all over Europe and North America. We have that is special to them,” Schmitt added. huge market share and a great volume “That is what we are in business to do— of customers who are truly passionmake a car special for someone by adding ate about what we do. At the end of the audio and customizing panels in the back day, we want to help our customers be of the car or the doors. You want to keep successful.” the integrity of the car, but add the perAnd to help car owners enjoy their performance of the aftermarket. That makes sonalized vehicles. “Everyone wants a car it special.” 

With a12V HOTSPOT in Your Car

Making It Personal For those who want to get started with templates, the cost isn’t excessive and the quality makes the kits a worthwhile investment over time.

“We have a basic package that would get someone going right away,” Schmitt said. “It gives you the templates, essential router bits and fabrication tools you need for between $300 to $400. You may not make a lot of money on the first car, but the tools will last for years and can be used over and over again on install after install.”

➤ & network compatible models available. ➤ Once installed, the Hotspot will turn on & off with the key. ➤ Connect up to 10 Wi-Fi enabled devices at one time.* *Examples of Wi-Fi enabled devices include Laptop/Notebook Computers, tablets, Factory Infotainment Systems, Aftermarket Radios, Portable MP3 Players, Smart Phones, Gaming Systems and eReaders

www.mito-auto.com (800-433-6486)

me-mag.com 39

real world retail

Ready-Made Retail After working at several different shops over the years, Jon Lackey decided it was time to open his own, comprised of former colleagues all looking for work. 17 years later, his shop is on its A-game, a fixture in Mobile Electronics’ Top 50 Retailers list.

WORDS BY TED GOSLIN

I

t takes a lot of leg work to craft the perfect team. The film “Ocean’s Eleven” tells the story of Danny Ocean, a natural leader who is planning the perfect casino heist. To achieve his goal he needs a top-notch team. First, he finds his number one, Rusty. Then he pursues role players for each part of the heist. Finding these players for someone new to the game might be tricky. Luckily, Ocean had something strong on his side: past connections.

40 Mobile Electronics  July 2016

Jon Lackey began his interest in 12-volt in middle school. After bouncing around to different companies in his early career, Lackey became the Danny Ocean of 12-volt, acquiring allies without realizing he would one day call upon them as the A-team of his shop.

“In eighth grade, my friend’s brother had a stereo system inside the house.

We were listening to it, he gave it to his brother, my best friend and we started listening to it in his closet. That’s when I

first got interested in audio,” Lackey said.

“At age 15-and-a-half I got my permit and installed a stereo and amp into the car.

Soon enough I got a job as a boy in the bay at a shop called Audio Art where I used to buy equipment. I got the job by showing them the stuff I installed. They were impressed and offered me a parttime job while I was still in high school.”

After two years as a part-time employee, he was promoted to full-time in 1992. After a year, the shop closed and Lackey moved with his family from Winter Haven, Fla. to Charlotte, N.C., the state of his birth.

He soon landed a job with Rick Wright at Car Audio Masters where he stayed for a year. He impressed Wright by seeking the job out, which Wright had never seen before as a 12-volt retailer, according to Lackey. The position would teach Lackey much needed sales and management techniques he would use later in his career. Then his father got a job back in Florida, so they moved again. Then a position opened in N.C., so they moved again. Luckily, the constant moving gave Lackey a chance to gain experience, landing at Streets Car Stereo/Dealer Services where he worked his way up to manager until the company went bankrupt.

“The shop was part of a chain and was the last to close up. The owner of Steak and Shake owned the chain. I worked there for a year and a half, then they closed. They had a store in Lakeland, Fla. and another in Winter Haven,” he said.

“I would spend three days a week in one shop and three days in the other. Our store was the most profitable, which is why it was last to close. I had a guy we had to report to every week. He was a sales guy, kind of like Eddie Kay. He went from store to store daily. It was great, it really helped.”

Soon enough, Lackey saw an opportunity to open a shop with capital from another business owner who was the father of a regular customer he had. The man, Ron Bradley, a local restaurant owner, knew Lackey from his son’s dealings and gave him the money to open a second store of a chain called Blvd Customs. The store became hugely profitable, more so than the other store with the

same name which just sold wheels and tires.

“At that time, a manager of another closed shop and install manager needed a job. So we got together and said we got a ready-made team, let’s work together, we can make it,” Lackey said. “We took over Blvd Customs in 1998. We opened the day after Valentines as Blvd Customs of Lakeland. I bought the name for a dollar.”

Lackey found a former gas station located in a busy location of the city, redesigned the shop and purchased some inventory. Today, the shop has been in the same location for 17 years.

Best Practices Given its history as a gas station, the shop actually worked quite well for Lackey’s purposes with its small showroom and large installation bay setup. With only 380 square feet, the showroom’s displays were configured to sell solutions rather than every available product. The final look would feature a glass-enclosed sales counter, laminated wood, a Focal sound display, Avidworx media display and Wetsounds soundboard, to enhance the customer experience.

Given its history as a gas station, the upgrades were considerable with the wooden lift doors replaced with aluminum doors, pumps removed and a junction box removed in the inventory room, which was converted to the waiting room. Currently, Lackey is working to upgrade the waiting area with more remodel work and a flat screen TV. “It’s just to show that we care enough to give up our stock room to give the clients the experience. Now we need to climb a ladder to get to our inventory, which keeps it out of reach,” Lackey said.

Since the location is on a road that used to be the main path through the city, but no longer is, Lackey had the challenge of getting people to the shop. But luckily, with a low, grandfathered rental price, it allowed him a larger budget for marketing. Even still, marketing wasn’t a chief priority since his area began to grow over the years, which he knew would happen, based on research.

“I picked the location after driving

Left to right: Robert “Master” Chin, “Magic” Mike Hassen, Jon Lackey, Install Tech Bennett Kincheloe (part-time) and Tint Tech Alfredo Quinones.

Thanks to an increase in business presence, the shop’s location has seen a surge in drive-by traffic over the years to help with revenue. around, watching traffic to see where the busiest areas were,” Lackey said. “Being a local area resident, I knew where the busy areas were and where it was growing.”

The shop’s business is diverse and includes window tinting, car audio, integration, security and some fabrication.

Although the shop does not typically do high-end work, it does sometimes come

through. “We do up to Mercedes. No Ferraris or Lambos. This isn’t the marketplace,” Lackey said. “Most of the time it’s the typical Chevy, Dodge, Ford truck.

Daily driver vehicles.”

The store welcomes walk-ins but encourages scheduling to expedite work.

“It depends on how it happens with each client. I answer every single phone call.

The other guys are busy being productive

me-mag.com 41

real world retail and efficient. We stay very busy,” Lackey said. “If the client calls me, we get them into the store, take a deposit, confirm the appointment and finish the deal. Just like any other place, we have regular people who walk in looking for service. It could be anything.”

When a new client walks through the door, they are taken through the typical Del Ellis sales process, which includes a proper greeting, question of what they are looking for, vehicle inspection and recommendations using shop displays.

Lackey has trained with Ellis many times to solidify his sales process. “I’m not able to do that with every customer. Sometimes I’m rushed,” Lackey said. “I always walk to the car and inspect, find out what they want, what they have, educate them, give options, alternatives and offer solutions.”

Lackey makes sure the waiting area gets plenty of use thanks to the average window tint job taking just 15 to 20 minutes.

42 Mobile Electronics  July 2016

That low wait time helps keep customer satisfaction high, but itsn’t the only thing. Selling sought-after product based on client preference is helpful. The shop’s Google rating at 4.8 out of 5.0. But you can’t please everyone.

“We stopped selling loudspeakers two years ago because they sound like crap.

But people still leave bad reviews regardless. A guy left a review and said ‘these guys are morons, they don’t sell speakers,’” Lackey said. “We’re here in business to promote sound quality, not sound quantity. There’s a huge difference. Some people get it, some don’t.”

The Perfect Team Despite the shop’s first team being a seemingly perfect concentration of A-players, life ultimately wins out and results in a change of personnel over time. The longest tenured employee at the shop currently is Robert “Master” Chin, an MECP Master level installation tech with nine years invested at Blvd

Customs. The shortest tenured employee has three years invested. With three fulltime and two part-time employees under his watch, Lackey has worked to ensure longevity by encouraging cross-training with all staff, despite his role as salesman.

That includes regular training with Del Ellis International, annual attendance at KnowledgeFest and local manufacturer trainings. It also helps to create a positive atmosphere.

“Every week we all go to lunch and the store pays for the food as a reward for all the great effort given. I also bring in donuts sometimes,” Lackey said. “All staff are responsible for keeping the showroom and install bay clean, the parking lot tidy and the bathroom clean.”

Employees are paid based on tenure, with most getting hourly pay, while the longest employees like Lackey and Chin are given salaries. Work is generally divided by expertise with Chin performing most fabrication work. The window tinter is exclusive to that and works on

commission. The installation facilities include a separate area for wood, fiberglass, upholstery and paint work.

Work is sent to the bay through verbal communication only; no digital systems are used. Although it works well, Lackey admits it’s not perfect. “I wish the operation could be as good as John Schwartz at Perfectionist, but it’s just verbal. There’s no work order. I can’t stay on top of it with an invoice,” he said. “Sometimes the balls get dropped and it’s my mistake.

Doesn’t happen that often but it does happen. I tell them what needs to be done and prioritized when there’s a waiting customer. Any kind of custom jobs, they know they have timers, where they hit start when they start. If they take a bathroom break, phone call or are pulled for another vehicle, they hit stop. When you do that you can actually show the client the car was worked on for exactly that amount of time. You have proof for the client. I text clients and they text me during process. That’s how business

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me-mag.com 43

real world retail

A Whale of a Partner

“Focal and Mosconi brands have been the longest running vendor in our history at 13 years. Their continued innovations and quality are the main reasons we still presently support them.

“The relationships we have with the inner people and outside reps feel like dealing with family. They paid for my wife and I to go to France and visit the Focal factory along with staying an extra few days to experience the lifestyle of the area and all of its amazing attractions. They have supported us over the years with offering us B-stock options when needed, constant trainings and purchasing food for the whole shop often.

“Clients are good with their prices and always enjoy the performance beyond their expectations. They have options for all vehicles.

“We are very excited about the new Mosconi 8-12 processor along with the revamping of the whole Kevlar line.”

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works these days. John Schwartz says we’re entrepreneurs, we’re always on the clock. We’ve been here 17 years, that’s how it works.”

What Lackey’s process lacks in paperwork, it makes up for in client approval.

“I’m texting updates on progress to clients and they say ‘Cool!’ They’re not going to get that anywhere else,” he said.

“They get excited with updates, especially with custom fabrication. You supply proof of what the results are going to be. We don’t want them waiting around so we send a text or email photos during the process.”

Most work is straightforward enough that paperwork is not needed, according to Lackey. But custom work requires a log that shows what work is being done on the vehicle, products used, a work order and a packet that is included with each vehicle.

Workers clock in and out for their shifts to help keep track of how much work is being done. “At KnowledgeFest,

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“Our best marketing method to date has been using Google Adwords. It generates more walk-ins and more phone calls to show our marketplace that we exist along with what we do.

“We started with a $150 monthly budget and expanded from there. The main components of the plan were to maintain visibility by having a system with tracking to provide analytic proof.

“We didn’t have to hurdle any issues; we made more money and increased the budget over three times as much from the beginning. We surpassed our goal by doubling our daily walk-in traffic along with twice as many daily phone calls.”

Marcel told us that you got a nine-hour day with a one hour lunch break. Out of those eight hours, there are only six-anda-half hours of billable time to make guys the most efficient,” Lackey said. “When I explain billing to the client, people understand time. That’s what [Jason] Kranitz said. It’s not about money, it’s time. They come in, you say it will take X amount of time to do this. To design, cut it out, put it together, sand it, wrap it, secure it in vehicle, wire it up—each takes a certain amount of time. When you break it down to the client it makes a lot of sense. I was just guesstimating and losing money before I started doing that.”

Pricing out installations based on time has not only made the company money, but improved customer relations.

Customers are given clear pricing and explanations as to what costs what and that in turn establishes trust.

“When we tell them how much time is billed per day, you build up the trust.

It’s all part of the sales process,” Lackey

stressed. “The good thing is, once they come here, we’ve got customers for life.

That’s how we know we’re doing our job right.”

More Than Trust Building a relationship with customers based on trust has many perks. One of which is obvious: word-of-mouth promotion of the shop. While many 12-volt retailers rely on this for their bread-andbutter, it doesn’t always pay the bills.

To enhance traffic, Lackey uses Google Adwords for online marketing. He also hired a company to record phone calls for quality assurance purposes, which also sends traffic to the shop.

“If I talk to a client, I can go back and listen to it. When I look up window tinting, a Google number will pop up with a special number. It shows how many people call, click, etc. It’s just amazing,” Lackey said. “That company will drive more than 60 to 70 percent of phone calls that come in. And we do Yelp paid.

It’s $275 a month pay-per-click. The cool thing about that is I can see my weekly Yelp activity. It tells me we’ve got 23 leads and three people got directions to the store. All good stuff.”

The company spends about $650 on marketing each month, according to Lackey. “That’s because we’ve been here 17 years and we’re established,” he added.

“Every client that comes in, we get all their information through Businessworx. We’ll get their email address and send them an invoice copy via email. In the email body there is a link afterward thanking them for their business, with a paragraph saying that if they have concerns or questions to email Jon, he wants to hear from them. Marcel has all these fliers that will show your logo, hours that you work and custom promotional fliers made up for different holidays. It also offers the ability to send those out to current customers using your email database.”

Once a month, the company sends

The Taste of Defeat “We once ran a campaign of tabletop displays underneath a clear acrylic, in several restaurants in the area.

“The initial goals were to get at least double the 3-month fee charged for the advertisement. We chose a certain spot near the plate that would be on the table that wouldn’t be blocked by a plate, glass or silverware.

“Two business card-sized ads combined. We changed the ads every three months. We did get a return, but didn’t even meet the expense; three of the restaurants were mostly Spanish-language. We made sure the Spanish restaurants were in Spanish text. I’m not sure what went wrong.”

me-mag.com 45

real world retail

The workshop is equipped to handle fabrication, upholstery, wood working, paint and fiberglass work.

FAST FACTS

Blvd Customs of Lakeland www.blvdcaraudio.com Blvd Customs of Lakeland is a traditional style retail store located at 215 East Memorial Blvd, Lakeland, FL 33801. The store is located on a busy street with an average of 34,500 cars per day passing by. The facility is a converted gas station made up of 1,005 square feet of space. There are 380 square feet of showroom and 625 square feet for installation bays.

Primary marketing includes word-ofmouth, local car shows, social media (Facebook, Instagram), Yelp and Google Adwords. Product are stores off the floor with displays taking up the bulk of showroom space. The company employs three full-time and two parttime employees.

KEY STAFF OWNER Jon Lackey MASTER TECHNICIAN Robert “Master” Chin SALES/TECH “Magic” Mike Hassen PART-TIME DUI TECH Bennett Kincheloe PART-TIME TINT TECH Alfredo Quinones

46 Mobile Electronics  July 2016

The installation bay is equipped with two aluminum doors that replaced wooden doors.

out a mass email to existing clients as a reminder about the latest products or services available with the header, “Hey, did you know…”

For promotional events, tent sales are avoided, but the shop does attend local car shows, taking some demo vehicles along as work examples. “We have two demo vehicles. One is done all-out with an acrylic steering wheel, custom dash, door panels, etc. Whenever we have the shop in pristine order we’ll have people out with events like IASCA competitions,” he said. “It’s about people coming to see something to plant a seed for a future deal. It’s great all the way around.”

A Quality Outlook After 17 years, one would imagine that any shop might need an overhaul. It turns out, Blvd Customs is not immune to aging. Over the past year, Lackey has given his store a complete remodel to give it a more modern look. Almost as a response to that, the shop has been rewarded with Top 50 Retailer and Installer recognitions for the fifth and second time in a row, respectively.

“I wanted to make the shop as clean as possible and get what we deserve for our experience and knowledge. By doing the remodel, it gave me ideas in the showroom I used to forget about,” Lackey said.

“I also did it to show what a Top 50 store should look like. It goes along with the umbrella of saying we are the best and this is why. Being a Top 50 retailer is on

my business card and it really helps. If you’re good enough, people are going to return.”

The company has also only recently added in-house window tinting as an option. It previously paid a third party for the work, but that caused too much trouble. “The first year, we did over $99,000 just to do the film. This last year we did $125,000 in window tint sales. That’s a lot to add to the regular revenue of $300,000 that we already had going on,” he said.

“This last year we crossed the $500,000 mark as a shop. We carry the right brand, make the right amount of profit, have the knowledge to execute more and it has that kind of outcome.”

The company’s top saying is, “We promote sound quality, not sound quantity.

The price isn’t the total equation, it’s only a part of it.” So far, that ideal seems to have worked, given the company has seen its highest profits ever this past year.

Looking ahead, Lackey sees things only improving from there.

“I’m planning to finalize the store remodel and add A/C to the install bays.

In five years, I’d like us to be the best 12-volt specialty store in our marketplace,” he said. “If you want to have success with your shop, don’t miss any trainings in your area, never stop being coachable and don’t ever put yourself above any employees. Instead, give them much needed support. It’ll always come back to you.” 

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me-mag.com   47

 tech today

Knapp and Xu continue their exploration of this unique build, clearing up misconceptions, explaining the importance of a strong foundation and other mid-process steps.

Part 2 WORDS BY BING XU AND JOEY KNAPP

Okay, so you have chosen the equipment carefully, and now the vehicle is in the bay,

it’s time to start building!

In my years in the industry, I have found that there are two general types of fabricators.

Those who try to plan the whole build out in advance, and those who come up with a general principle, take basic measurements, start building and adapt as things come together.

Of course, many of you are

48 Mobile Electronics  July 2016

maybe somewhere in between but in the end, you typically lean one way or the other. I was very fortunate to work with the great Joey Knapp, and what was interesting is that I was very strictly the former, while he tends to lean toward the latter philosophy.

At the end of the day, all the best fabricators are pretty good at planning and adapting, so it is my opinion that regardless of which way you tend to approach a build, you can achieve wonderful results on a false floor project. Having said that, however, I believe a false floor will require a bit more pre-planning and measuring to ensure a smooth outcome. Unlike other designs, we are bound by such strict space requirements that we cannot even miscalculate things by a quarter

inch without making the top floor appear out of place. I still remember Joey’s first full fake floor build at Simplicity in Sound, and he will probably tell you just how much pre-planning, measuring and overall thinking was involved.

Pre-planning and Detailed Measurements Even before a single piece of wood has been cut and a single layer of fiberglass laid down, you need to make detailed measurements of the amount of space you have, the exact dimensions of the product you want to install and the volume of the enclosure the subs will require. Based on these measurements, you will need to come up with at least a rough plan of how you will arrange the various products and how you will trim them.

For the most part, it is the overall height that is the key to the entire build. Laterally, it isn’t too hard to figure out how the equipment needs to be laid out in order to fit the space, but height is something that can truly make or break the project, and many scuffled false floor builds tend to be those in which the installer has built things too high and as a result, the top floor—which is the main portion of the build that is readily visible—no longer lines up with the OEM surface. So, height is where I will focus my attention for this article.

I tend to think of the entire false floor project as a stacking of layers together to form a finished product with an exact height requirement. Certain layers have measurements that are beyond my control, such as the height of amps and subs.

So it is wise to use these dimensions to dictate the number and thickness of the other layers—be it the foundation support, trim, lighting or top floor. But another part of these calculations is one that is often overlooked, and that is the

thickness of the upholstery material.

Even though vinyl appears to be paper thin, if you have a complex trim design with three to four vinyl covered panels sitting on top of one another, by the time you reach the top you may realize that all of a sudden, instead of being supported on both sides of the trunk by the stock trunk floor, your newly crafted top panel now sits an eighth of an inch above it, or that a stock floor cover you were planning on retaining can no longer close properly due to excess protrusion of the build below.

It is often very difficult for a first time false floor builder to properly take into account all these variables. Heck, even after so many projects, I still find it difficult from time to time to pre-calculate the overall height of what I will be building down to the last 1/16th of an inch. So what do I suggest you do? Simple: you overestimate how high your build will be after all the upholstery.

On every false floor build, I usually give myself at least a quarter inch of

extra space. I do this by overestimating the thickness of upholstery material: 1/8-inch for vinyl, 1/4-inch for carpet.

Almost every time, this gives me a near perfect height at the end because somewhere along the line, I forgot to take into account the vinyl that also wraps behind a trim panel and adds a bit more height, or that the batch of 3/8-inch MDF I am using, when stacked two high, ends up a hair taller than 3/4-inch, or maybe I had to add some extra soundproofing on the floorboard which ended up spacing the entire structure a little higher. Even in instances when you calculated everything to perfection and end up with an install that is slightly too low, the adjustment is as simple as adding a thin layer of material to all surfaces, either above or below the equipment, and you are right back to where you wanted it to be. In the end, remember it is pretty simply to account for a lack of height via spacers, and damn near impossible to lower an install once all the pieces are built and in place.

me-mag.com 49

 tech today

Height measurements from body floor to OEM loading floor should be done in detail before any fabrication commences, and should be repeated after each layer to ensure you are still on track.

The Three Layer Process Once you are confident that you have done your homework, you are ready to start fabricating. For the past 10 years or so, I have approached virtually every false floor project as a stepped process involving three distinct layers.

Foundation Platform To me, this is the key to the entire build. Regardless of how many thousands of watts of amplification your project will involve or how many cool design features it will incorporate, none of it will look right without a proper foundation. Let’s face it, most stock spare tire wells do not feature a flat and smooth floor pan, and even if they did, you likely don’t want to drill a ton of holes in the customer’s vehicle to mount everything to the metal pan itself. I always start by building a foundation platform out of at least 1/2-inch MDF, upon which everything else will attach. Of course, height is still a very relevant thing here. You will need to ensure that after you have secured this board, additional measurements are taken to

50 Mobile Electronics  July 2016

check whether you are still on track to meet the overall height requirements.

Unlike the other layers of the project, building the foundation platform throws an extra variable into the mix. It is one that can easily make or break the build, and I am speaking of angle orientation.

Angle orientation in this case means the angle that the OEM floor sits at from two axes—side to side and front to rear— in relation to the angles present in the floor panel of the spare tire well (or any other surface upon which you are building your foundation platform). It is very easy to assume that a vehicle’s stock loading floor, which often appears to be flat, is completely parallel to the ground on all axes. Likewise, it is a common misperception that the bottom pan of the spare tire well is at the same orientation as the top loading floor if they appear similar.

However, over the years, I have found that a vast percentage of cars do not exhibit these two characteristics. This is why it is so important to get the foundation platform just right. Otherwise, even a few tenths of a degree variance on the

platform will result in a mismatch on the top false floor panel that will look out of place and be extremely difficult to adjust.

Remember that it is not always the car itself that causes these deviations. Suspension adjustment, tire inflation and even the condition of your shop’s floor can result in a non-flat reading. But since this is the environment in which you will be building the system, you have to take those factors into consideration.

Here, I strongly suggest using a digital level to measure the orientation of the OEM floor you are trying to mimic on both axes before building your foundation. Take special care to make sure that the stock panel is sitting correctly in the trunk, is not being propped up by anything and has not warped due to daily usage. In most cases, you can simply press down or pull up a bulging or sagging floor panel to get a good reading. On more extreme cases, use a piece of MDF, cut to the right length, and put it in place of the OEM floor panel across the trunk and measure its orientation instead.

Here, what appears to be a flat OEM floor is actually trending downward at a 0.7 degree angle front to back. If you build your foundation to be perfectly parallel to the ground, it will result in a pretty big deviation by the time you are fitting your top false floor panel.

Once you have determined the exact orientation you need to copy onto the foundation platform, it is a simple matter of building it to match. Here you can use a wide variety of techniques to achieve your goals, dependent on how similar or different the spare tire well floor pan is to the OEM top panel. If you are a master metal fabricator like my partner Joey Knapp, you can build a framework of metal bars bolted at key points in the spare tire well to form a flat mounting surface. I, on the other hand, can usually achieve my goals by stacking and shaping pieces of MDF of various thickness below the foundation platform to obtain

the exact angle that I want once I bolt it in place. If your design incorporates a fiberglass enclosure molded to the spare tire well, you are in luck because the top surface of the enclosure is the foundation platform, and you will simply need to ensure that when you cap off the enclosure, the top baffle is at the precise orientation you need. This portion of the build can often be very tedious and frustrating, but it is important to remember that once you get the foundation platform situated perfectly, the rest of the build becomes far more straightforward.

Equipment, Wiring and Support

Once the foundation has been built and is solidly anchored in the vehicle, we arrive at the next step: the equipment, wiring and support layer. To me, this is the most enjoyable portion of the build as you no longer have to worry about the orientation or height requirements (if you did your homework properly). It is all about placement of the various components, wiring and building a support structure that will prop up the top layer at the precise height that you want.

Depending on the size of your foundation platform in comparison to the footprint of the spare tire well, you can either secure the equipment directly on

This foundation platform in a Mercedes SL55AMG In this 2015 Hyundai Genesis, the top baffle of a low profile achieved the correct orientation using stacks of fiberglass enclosure acts as the foundation platform. The other shaped and trimmed MDF below the flat top surface, half of the sub enclosure, along with the amps and other compobolted to the car at four strong points via rivet nuts. nents, will be secured to this baffle. me-mag.com   51

 tech today

In the layout of this 2009 Cadillac CTS-V, the three Mosconi amplifiers are laid out in such a manner that there is maximum separation between the power and RCA cables, with plenty of space between the amplifiers for wire routing. top of the platform, or you can choose to attach a larger panel on top of the foundation to serve as your mounting plane.

From that point on, you can lay down the equipment and adjust the placement as needed. Despite this step being pretty straightforward, there are some important factors to keep in mind.

The first is wiring routing. Because you are usually space limited in a false floor install, you should plan ahead of time how you will want your cables to run throughout this layer of the build. I am always anal about keeping power and RCA cables separate, which in turn can dictate how you will want to arrange the amplifiers to prevent proximity between the two. This is often easier said than done and in some cases, downright impossible. In those instances, you will want to prioritize the amps that will drive the speakers most prone to noise injection—namely tweeters, midranges or horn drivers. In addition to wiring path, you will also want to ensure that you leave enough space between the products so the wires and cables have enough room to attach to the components. Having a half-inch gap between two amps at the terminal side, when your RCA barrel ends are an inch long, is going to make for a bad day at the office when it comes time to wire.

The second factor to consider is proper

52 Mobile Electronics  July 2016

support of the top floor layer. As mentioned previously in part one of this article, my goal is to ensure that whatever I build is just as strong, if not stronger, than the OEM floorboard that it replaces.

To that end, I typically overbuild the support structure so there is never more than eight or 10 inches unsupported span on the top layer. The exactly height of the support is important. Again, it factors into the overall height of the build, and should be adjusted according to how you want to trim the products. Take an amplifier as an example: if you want to flush mount the heatsink, you will want a shorter support than if you were to do a cutout over the amp. Typically, I like to use strips of MDF, secured together to form an I, L or box-shaped cross sections as my supports. Not only is this method relatively simple and sturdy, it also gives me a decent amount of top surface area to attach threaded inserts or locate holes for dowels to properly alight and secure the top layer. After I have determined my equipment placement and wiring path, I will spread these supports across the platform and secure them. Invariably, there will be areas that are too small for these types of structures. To ensure these areas are still reinforced, I will usually cut strips of MDF to match the height of the main supports and glue them down in those gaps. Another thing I like to do

to ensure proper integrity is to build a top portion of a fiberglass well enclosure out of MDF that is the exact height of the other supports. This gives me a large support surface without taking away valuable space since the subwoofer(s) were always going to reside at that location to begin with. Needless to say, you will want to plan your enclosure design ahead of time to gain this benefit.

The third and final point I want to make is regarding precise product placement to ensure they line up with the display cutouts on the top floor and trim layer. You can approach this in two ways: top down or bottom up. Bottom up means you first line up the equipment properly and secure it, then build the top layer to fit precisely over it. This certainly is viable and I am sure many of you follow this way of thinking. But for me, I find that this is often extremely difficult as the top false floor panel is usually not a square or symmetrical shape, and it is sometimes impossible to account for the changes in location to the panel after it has been upholstered. All of this means that attempting to take precise measurements before building the top layer has a lot of potential pitfalls. If you are flush mounting a subwoofer or precisely displaying an amplifier, you have such a low margin of error that if the top layer is

In the layout of this 2015 Hyundai Azera, boxed supports are placed throughout the extremities of the floor. Areas too thin for the supports such as in between the amplifiers received strips of MDF, while the subwoofer enclosure acts as an additional support for the back portion of the floor.

For this 2014 Porsche Cayman S, to ensure exact alignment of the subwoofers, the top baffle of the enclosure was left uncut until the trim board was built. Then the cutout on the trim board was transferred to the enclosure top baffle via a flush trim router bit.

off by even 1/8th of an inch, it can completely ruin the final outcome regardless of how much effort you have spent below.

And if that happens, my friends, you will come to know the true textbook definition of frustration as you try to make adjustments.

So instead, I go from the top down and uses the top layer to dictate the fitment of my various components. What this means is that I do not secure any of the equipment that is meant to be displayed before wiring them up. I will take measurements and place them with confidence that they

are within about a quarter inch of where they ultimately need to be, and using a pencil, I will mark the outer edges of the product so if they move during the wiring process, I can always place them back inline. When discussing subwoofers, this translates to not permanently securing the top mounting baffle of the enclosure and leaving the mounting hole cutout until the top layer is complete.

What I like to do is fasten the top baffle of the enclosure with three or four nails that are barely longer than the thickness of the wood. When shot into the box, they

become tiny locating pins, allowing me to pull the baffle off with ease but knowing that I can place it back on the enclosure walls with exact precision. Just remember to put some strips of wood on the backside of the baffle so you don’t bend the protruding nails when you put this board on a bench.

Once you have completed these steps, you can move on to the final layer of the build, which we will look at in the final installment of this article. In the final installment we will also revisit the locking down of key components. 

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 installs

Nostalgia With Style SUBMITTED BY JEFF MOORE, SOUND WAVES, D’IBERVILLE, MISS.

Mark Edwards owned a 1969 white Camaro in the late 70s but had to sell it when the Air Force shipped him overseas for a long tour. After 23 years in the military, he saved up plenty of money to play with. He bought a 2010 Camaro from a local Chevy dealer with the aim of customizing it from head to toe. He took it to Sound Wavess in D’Iberville, Miss., hoping for something special. Jeff Moore delivered a stylish, functional install that impressed Edwards and fit his budget.

Parts used included a Clarion NX605 head unit, Rockford Fosgate (RF) mids in the front and back stage and two RF Punch 3 10-inch subwoofers. Two Kinetik batteries were used along with white LEDs that surrounded the plexiglass trim around the RF P500-4 amplifiers.

54 Mobile Electronics  July 2016

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 installs

Pontiac Revamp

SUBMITTED BY MIKE SCHWITZ, SOUND CONNECTION INC., STAPLES, MINN.

To prep for a new blue paint job soon to be done for this 2004 Pontiac GTO, Schwitz went to work building a blue-inspired trunk. The build includes a Pioneer DEH80PRS head unit with active crossover running to Phoenix Gold RX 400.4 and RX 1100.1 amplifiers, which power Hertz HSK165 components and a Digital Designs 3512 12-inch subwoofer. The components were mounted with composite speaker adapters and F.A.S.T. Rings with the tweeters relocated to the sail panels.

The trunk build is all framed out with the spare tire well fiberglassed to get the needed air space for the enclosure.

Two XS power batteries power the system while MESA power and signal wires connect the front to the rear. MESA mat was also used to deaden the doors and the trunk.

56 Mobile Electronics  July 2016

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Installation Everything.

me-mag.com 57 www.InstallerNet.com • 800-444-1644

Team Effort: Building Your Business Beyond Your Own Abilities Successful companies are not built by individuals; they are a team effort. Understanding how best to bring together your team should be your goal. Your performance as a stellar entrepreneur does make a difference; but, without your team, do you really feel you can be successful? Most likely not. You just can’t do it all on your own and you shouldn’t. Your business will never grow past your own ability and bandwidth without help from your team.

So what is a team? A team is a group of individuals coming together to achieve a common goal. When you review your business and the players you have in your employ, are they working as a team? Is your business meeting your expectations? How about the expectations of your staff or even your customers?

If your answer to these questions is yes, then I commend your efforts. If you hesitated at your answer, chances are, like most of us, you and your business can benefit from some team-building activities. So, let’s examine steps you can take to begin building a successful team. What should success look like? It should include team members who complement your abilities, who share your vision, and who work together to grow your business.

To begin building a successful team, take a moment to review your vision and mission statements. Next, review your goals and objectives. Do they support your vision and mission? Assuming they do, it’s now time to share these with your team.

To prepare for these meetings, first you need to set your priorities for the business. If not, your priorities will simply follow the path of least resistance. To decide what should be regarded as most important, refer back to your goals for the business.

Planning out your day, week, month and year can be a daunting task; deciding what is most important can be even tougher!

That is why your guiding principles must be aligned with your vision and mission.

When setting priorities for your business, start by using topics. With your vision, mission and goals in mind, create sections or categories of your business and create a list for each one. Categories such as sales, marketing, installation, accounting, etc. For each of these, make a list of responsibilities you deem important to that specific area. Don’t overthink it, just write them down as you think of them. For instance, sales might include: daily sales training, daily specials, review daily sales goals, review attachment rate, follow-up calls for recent customers, customer data collection at point-of-sale, etc. When that is complete, begin prioritization by ranking the list numerically in order of importance to your business. Your criteria will be dictated by your own guiding principles. Now step back and take a look at the results.

For the next step, take the top priority from each category and create a high-level priority list. This will get you started on setting the top priorities for your business. Review your new priorities to make sure they align with your goals. Assuming they

58 Mobile Electronics  July 2016

do, it’s now time to share them with your team. Make sure you carve out meeting times without distractions.

Before or after store hours is preferred. With your priorities set, you are now ready to present them to your team. Remember, you can’t do this alone. Your team must know what you value most, and your team must be aligned with your goals to achieve success.

There are two ways you should communicate this message.

First, do so in an all staff meeting. This allows you the opportunity to communicate your vision, mission and goals for the business. As the leader, it is important to complete your presentation uninterrupted. So, set expectations at the beginning of the meeting. Be direct and to the point. Stay focused on your message and don’t chase any rabbit trails. Second, once delivered, take time to elicit feedback from your team. You want them on the same page: if there is confusion in any area, this is your opportunity to make it clear. Remember, you’re the leader. This is not a negotiation. However, be respectful of their opinions and take into consideration any great ideas or stumbling blocks you uncover. This will be helpful for the individual meetings.

The next meetings should be one-on-one with each team member. This allows you the opportunity to get feedback that may not have been revealed in a group setting. Hearing from each team member provides you the opportunity to fully understand the players on your team. Cooperation is required and it’s necessary for any team to function well. So make sure you listen and then work with them to put priorities into practice. Know that every day won’t be perfect. But, now you have a plan with priorities in place! Make sure to give allowance for you and your team members to learn from failures. Failures can become an opportunity to learn and grow.

Now that you have completed your meetings and communicated your passion there is still one important thing you must do: Follow through by setting the example! This means scheduling weekly meetings; committing to meet or exceed your goals; and, making sure you are fostering an environment of open communication. Hopefully this process will take your business beyond your own abilities and set a course for future growth.

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