Mobile Electronics Magazine August 2017

August 2017

me-mag.com

Smarts Supplants Style in the New Age of Integration Sponsored by:

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Volume 34// Issue 8

Ad Index

40 FEATURES 16 // What’s Happening: Top 12 Installers The Top 12 Installers have been announced. Now’s the time for them to explain how they got there. Installers answer questions about their past, present and future.

40 // Behind the Scenes: Aquatic AV Although known largely for its spa products, Aquatic AV has set sails for 12-volt land with a focus on marine and Harley-Davidson products

AAMP: PAC / Phoenix Gold ......................... p. 12 ® Accele Electronics...................................... p. 2 & 3 Alpine ........................................................................ p. 9 American Bass ................................................... p. 31 American Road Products ............................ p. 33 AudioControl ...................................................... p. 26 Audiofrog ............................................................. p. 47 Crux Interfacing Solutions .......................... p. 42 Elettromedia: audison / Hertz .................. p. 55 Escort .................................................................... p. 29 Firstech: DroneMobile ................................... p. 59 Harman: JBL .......................................................... p. 5 Hybrid Audio Technologies ......................... p. 52 Installer Institute ..............................................p. 25 InstallerNet ......................................................... p. 57 JL Audio .................................................................... p. 7 K40 Electronics ................................................. p. 19 Kicker ....................................................................... p. 11 Memphis Audio ................................................. p. 27 Metra: Axxess ....................................................p. 23 Mobile Electronics ........................................... p. 53 Orca: Focal/Mosconi/Illusion ..................... p. 13 SiriusXM ............................................................... p. 43 Sony ........................................................................ p. 21 Soundskins USA .............................................. p. 46 VAIS Technology .............................................. p. 47 Voxx ....................................................................... p. 60 Waylens ................................................................ p. 35

44 // Digital Biz: Online Advertising 101 Utilizing every possible resource to build your business is what increases your bottom line. Thanks to online advertising opportunities like Google Adwords, shops have more options than ever to help build their brand.

48 // Tech Today: DSP Tuning, Part 3 Audiofrog’s Andy Wehmeyer returns to cover the basics of tuning a vehicle sound system, showcasing often overlooked techniques to maximize what could be any store’s biggest moneymaker.

36 ARTICLES 14 Retail News/Who’s Who 54 Installs

On the Cover

Sponsored by:

4 Mobile Electronics  August 2017

The last time the industry gathered to celebrate its best and brightest, Matt Schaeffer walked away Installer of the year. This year, a fresh batch of Top 12 Installers make their way to Dallas with hopes and dreams in tow. This month’s cover reflects the drive these talented technicians have to be the best. KnowledgeFest 2017 promises to be every bit as exciting as last year.

COVER DESIGN: ROBIN LEBEL

DEPARTMENTS 6 Feedback 8 Editor’s Forum 10 Stats 12 Helpful Stuff 36 Hot Sellers 58 Guest Editorial

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 feedback

Inside Out Brandon Green sees personal growth as the

pathway to bigger profits and a better life, while Kimberly trainer knows the value of training staff and checking their work to ensure both her store and the industry are in good hands.

ADVERTISING SALES Kerry Moyer 978.645.6457 • kerrym@mobile-electronics.com ®

EDITORIAL Solomon Daniels 978.645.6463 • solomond@mobile-electronics.com

“Go for it, be uncomfortable and grow, not only as a shop, but as a person.

Take the time to talk to other successful industry people and learn what they did, try things and see what is best for you. There is no failure, just a stepping stone to being better.” Brandon Green, The Car Audio Shop, High Ridge, Mo. “Not all customers will go for full time and materials builds. So, often pricing gets negotiated ahead of time and it’s a race to achieve being profitable on jobs that are out of your capabilities or that require more time than they do materials. Build your reputation while selling jobs that you know you can do in an expected amount of time. Charge accordingly. Exceed expectations at company expense.”

Bryan Huston, Stereo Installa, Mentor, Ohio “Listen and listen good to your potential client standing in front of you in your showroom and while you’re out at their vehicle. Give plenty of compliments. Never judge them!” Jon Lackey, Blvd Customs of Lakeland, Lakeland, Fla. “Train your staff and check their work regularly. I recently had a customer come in that had 12-volt work done in another town at a 12-volt retailer and what I discovered when I looked at his vehicle was a disgrace to our industry! Our customers deserve professional installations. It’s what keeps us relevant in an Internet-buying world. I felt sorry for this customer that was taken advantage of—our only option was to remove everything the other shop had done and start from scratch. The customer split

6 Mobile Electronics  August 2017

his payment on four different credit cards and was left smiling because he finally got the proper equipment for his vehicle and a professional sales and installation experience that he will share with everyone he knows.” Kimberly Trainer, Car-Tunes, Inc., Greenville, Miss.

“Efficiency is key, knowledge truly is power and you can do whatever you have the drive to do.” Bill Sommers, Sommer Sound Systems, Panama City, Fla. “I have some tricks and advice for 12-volt shops that offer auto films.

My background is in car audio, but I would not have been able to build up my small business without being successful at selling window film, paint protection and vinyl wrap films. These services present some serious problems for shops that struggle to hold employees or maximize profitability enough to actually care. But in fact, auto film installation is a major up and coming market and is extremely profitable. OEM tech is edging out many of the safety accessories and the Internet sales market can kill profits.

Car audio specialty shops offering a high quality product and experience are an evolution of the market and being able to leverage the skills in a similar market is a key part of the small guys’ strategy. Some different installation techniques and practices can make a world of difference for 12volt installers to bridge the gap and learn how to install films, which are a powerful tool in a good installer’s arsenal.” Luke Farley, Lynx Customs, Centennial, Colo.

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 TM

mobile electronics association

Chris Cook, President 978.645.6434 • chrisc@mobile-electronics.com Kerry Moyer, VP Strategic Partnerships 978.645.6457 • kerrym@mobile-electronics.com Solomon Daniels, Dir. Media and Communications 978.645.6463 • solomond@mobile-electronics.com Richard Basler, Dir. Technology Solutions 978.645.6449 • richb@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) Copyright © 2017 by the Mobile Electronics 4) Date of filing: Sept.

1, 2016. 5) Frequency of issue: Monthly. 6) No. of issues published annually: 12 7) Annual subscription price: $35.00. 8) Periodical postage paid at Lawrence MA and additional mailing offices. 9) Complete mailing address of known office of publication: 85 Flagship Drive, Ste F, North Andover, MA 01845. 10) Complete mailing address of the headquarters or general business offices of the publisher: 85 Flagship Drive, Ste F, North Andover, MA 01845. 11) 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 12) Owner: MERA, Mobile Electronics Retailers Association, 85 Flagship Drive, Ste F, North Andover, MA 01845. 13) Known bondholders, mortgages, and other security holders owning or holding 1% or more of total amounts of bonds, mortgages or other securities: None. 14) Tax Status: Not applicable. 15) Name of Publication: Mobile Electronics. 16) Issue date for circulation data below: August 2016. 6. a) Total no. copies (net press run) Average: 12,484 Single Issue; 12,826. b) Paid/Requested mail subscriptions Average: 6834, Single Issue: 6826. c) Paid sales through dealers, etc.; Average: 0. Single issue; d) Requested distributed by other classes of mail: Average: 531, Single issue: 520. Total paid and/or requested circulation; Average 7365. Single issue: 7346. e) Non-requested distribution by mail; Average: 4382 Single issue: 4223. Free distribution through other classes of mail: Average: 0, Single issue: 0. f) Non-requested distribution outside the mail; Average: 325. Single issue: 750. g) Total non-requested distribution; Average 4707, Single issue: 4973. h) Total distribution; Average: 12,072. Single issue: 12,319. i) 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%. 17) POSTMASTER: Please send address changes to Mobile Electronics, 85 Flagship Drive Suite F, North Andover MA 01845-9998

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editor’s FORUM Your Cheat Sheet for KnowledgeFest If you’re headed to Dallas, don’t just walk in and hope to walk out better.

I’m headed to Dallas, and I have a plan. Heck, I have to with all of the stuff going on. There’s setup stuff, then editorial coverage planning, meeting with manufacturers, taking pictures … and of course managing and presenting at the Industry Awards. Not to mention reconnecting with friends and making new ones.

So what’s your plan? We’ve put together a ton of information to not only give you a heads-up on what to expect, but also to create an hour-by-hour schedule. This show only comes around once a year, and you’ve got just about three days total to take advantage.

Helpful guy that I try to be, here are my X tips to empower you to maximize your time at the big show, and go home with knowledge and skills that will make an immediate impact on your growth.

1. RSVP. All the education and brand workshop course listings give you the ability to reserve a seat. While many of the classes will not fill up, completing the RSVP helps the instructors prepare by knowing how many people to expect. In addition, it gives you the ability to create a personal itinerary from our reservation software. When you click the link to reserve a seat, go through to the confirmation page and you will be given the option to create a login. After that, every time you RSVP for a new class, you will see your full schedule at the top. Just copy and paste the text into a new document.

2. Split up classes with other co-workers. Just because you're all going doesn't mean you should take the same class. Decide on which classes are beneficial to you as a team, then separate into different classes to cover more ground, so to speak. Make a plan to share information when you get back to the store.

3. Don't oversleep or party too late. Even though you're out of the store, this isn't a vacation. Remember it's the best opportunity for you as an industry professional to get knowledge to grow so don't waste it. Set your alarm, get your coffee (or Hair of the Dog) and be early.

8 Mobile Electronics  August 2017

4. Attend all of the networking events and general sessions.

You are always learning, so there is nothing presented at KnowledgeFest that won't teach you something. In addition to your chosen classes, make sure to attend all general sessions and events, including the keynote presentation, and of course, the Industry Awards.

5. Don't just follow the herd. When you decide on your classes, there is the temptation to attend everything taught by the big-name instructors. However, look beyond the name and review the content descriptions of every class on the schedule at KnowledgeFest.org. You'll find that there are classes that fit your specific situation, taught by guys who may not be as well known, but have overcome issues you're facing and can relay the things to do and not do.

6. Go to three brand workshops conducted by vendors you support. Even though we're in the third quarter and you think you know everything there is to know about a product, there is always new information coming out. Vehicle-specific integration, how it works with other components, software updates and little-known features always pop us during these sessions ... not to mention the opportunity to talk directly to the factory guy about why it does this or doesn't do that. Your feedback is what brands use to improve the product for next year.

7. Go to three brand workshops conducted by vendors whose lines you don’t carry. There are a few reasons for this. First is to be able to accurately evaluate the company as a potential in-store line. If you’re committed to their competitor, then it’s a chance to see how their product stacks up against what you carry. And finally, even though there are typically productspecific sessions, there are always some vehicle-specific solutions that may work for you, regardless of the brand you carry.

8. Make a goal to meet at least 5 people you don’t know. And I don’t just mean saying hello. KnowledgeFest’s superpower is really the ability to network and collaborate. If you commit to items 1-8, you’re already putting yourself in prime position to interact with other professionals, hear their issues and learn from their experiences. Make connections based on these similarities and provide some solutions of your own.

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 stats

Retailers share the types of interactions they have with their industry peers and how it helps them be better in both work and life.

Number of Industry People None Responsibility - 1% at Current Level Known Well (Not Just Through Media) Very Social Few - 18%

Primary Means of Contact For These Interactions

None - 1% A Few - 25% Very Few - 18% A Few Quite- a25% Few - 55% Quite a Few - 55%

On Average, The Number of Industry people You Speak to Over the Course of a Month

Phone - 80% In person - 24%

0.7

Social media - 50%

0.6

Email - 11%

0.5

0.4

Series1 0.3

0.2

0.1

0

None - 3%

1-5 - 61%

6-10 19%

10 Mobile Electronics  August 2017

More than 10 - 16%

Primary Topics Discussed in These Interactions

Needing advice on business matter ........................ 6% Providing advice on a business matter ............. 70% Discussing industry news ........................................... 53% Discussing personal matters .................................... 47% Comparing operations/responsibilities ............. 60% All of the above ................................................................. 24%

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 helpful stuff Book:

The Best Team Wins: Build Your Business Through Predictive Hiring

by Bill Nye

www.amazon.com/Everything-All-Once-Unleash-Curiosit If you can’t trust a nerd, then who can you count on? With Everything All At Once, the bow-tied Bill Nye, popularly known as the “Science Guy,” shows you how thinking like a nerd can help you reinvent yourself and change the world around you. According to Nye, we all have an inner nerd that just needs to be ignited by the right spark. By reading this book, Nye hopes to help you find yours. Using his “everything all at once” approach which means no multitasking, Nye shows you how to develop critical thinking skills and create change. Whether it’s to revamp your store, get a new certification, or look for a better job, there are certain tactics, according to Nye, that get results. Nye shares his Boy Scout training was instrumental in developing his philosophy along with his time as an engineer at Boeing, a stand-up comedian, CEO of The Planetary Society, and as Bill Nye The Science Guy. Billing himself as a champion of change, he teaches in this book how you can be one, too.

Sites To See:

Zendesk.com

https://www.zendesk.com/blog/ Started by three guys in Copenhagen using a kitchen door for a desk, the company Zendesk has the mission of bringing some harmony to the crazy world of customer support. While the company offers a series of products for tracking, prioritizing, and solving customer support, it also has a refreshing blog with topics on everything from how video can enhance self-service to building trust with automatic answers. Quick and easy reading that might give you some ideas for how to keep customer service top notch at your company.

EASILY integrate high POWER audio components to your factory radio

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Booth #604 2017 KnowledgeFest Dallas 12 Mobile Electronics  August 2017

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App: Orai

Free for iPhone • www.oraiapp.com If you’re giving a sales presentation or doing a training session, it always helps to be the best speaker possible. With this app, Orai, turns your phone into a speaking coach. You gain the confidence and skills to speak productively and compellingly whether you are in front of a room, in a shop, or in an install bay. Just a 10 percent increase in vocal variety—and eliminating hedging language like “ummm” and “like” and “kind of”—can go a long way to increasing your audience’s attention.

Services: Waze carpool Free app for iPhone and Android www.waze.com/carpool/

Maybe Uber or Lyft aren’t your thing or possibly the services aren’t readily available in your area. Well, there’s another way to economically commute.

With Waze, the Google-owned driving directions app, there is a carpool service to help you get to and from work. It doesn’t use professional drivers like Uber and Lyft—just regular folks who want to save some money by sharing their ride. Simply enter your desired destination and see if someone else happens to be going your way. The app automatically calculates the fares.

Note, however, you ride at your own risk since drivers don’t go through any background checks like they do with the other professional services.

me-mag.com 13

 retail news

S

Muller’s franchise store is one of 14 operating in Florida, expanding the company’s reach in the region in recent years.

Seeing Red

Selling the controversial product, noPhoto Camera Jammer, has brought great attention to Pete Muller’s Tint World location in Florida, which he’s used as a marketing tool for new business.

WORDS BY LAURA KEMMERER

ometimes we need to take a risk in order to stand out. Pete Muller, franchise owner of Tint World Automotive Styling Center in Longwood, Fla., did just that when he decided to start selling the noPhoto Camera Jammer. The noPhoto prevents a red-light camera from taking a photo by flashing when it detects a flash from a red-light camera. This creates a glare that prevents the camera from reading the license plate accurately. The device is a thin black bar placed beneath a license plate that includes a xenon flash and light sensors.

Given the nature of the product, Muller has attracted many eyes for carrying it.

“It wound up catching the attention of ‘The Today Show,’” Muller said. “Things have actually been so crazy that people started thinking we created the product or that we’re the only seller of the product. But I try to clarify that we’re just a dealer of it, and it’s something we’re excited about so we got the word out about it.” On top of this, Tint World Automotive Styling Centers is also among the first vendors to carry the noPhoto.

In carrying the product, Muller’s objective remains two-fold: to help his business gain visibility, and on a more personal level, to help drivers with redlight camera traffic tickets. “Between my wife and I, we have seven red-light traffic tickets. And we never run red lights.” While there has been concern

The noPhoto Camera Jammer has become a hot-ticket item for Tint World thanks to its ability to prevent red-light ticket cameras from capturing license plates.

14 Mobile Electronics  August 2017

»

Who’s Who Annie Amen Sounds Incredible Mobile Brookfield, Conn.

Years of industry experience: 17 Hobbies: Blogging and gardening What you’re really good at: Helping people

Bryan Huston Stereo Installs Mentor, Ohio

Muller captures work in the install bay through YouTube videos to help gain new business.

expressed by local authorities over the potential increase in people running red lights with this product equipped, Muller emphasized that this product is not intended for those who break the law. “This product is designed to help people drive safer and drive the way we did before red-light cameras.

Almost all the research shows that accidents increase at traffic lights where there are red-light cameras,” Muller said. None of the tickets Muller shares with his wife are for running red lights.

In terms of attracting the media, the attention all begin with a local writeup by the Orlando Sentinel in March of this year. Ever since then, Muller has had a steady stream of customers come in asking about the noPhoto, but they might not actually be interested in purchasing the product. “We’ve sold maybe a dozen units of the actual product, but the draw of

additional business is what makes it all worthwhile. It’s definitely helped get the word out,” Muller explained.

For other businesses who want to take a similar approach to marketing, Muller had some tips to share. “I think that video is always key. We’re very active on social media. Everything we do, we shoot video of it.”

When it comes to thinking of the future, Muller always has plans on the backburner. “I’m always doing this with everything. Every time something new launches, I’ll make a video and I’ll see if I can get some kind of attention out of it.” However, local media is not inclined to cover things that are not controversial, but that doesn’t stop Muller from innovating marketing ideas for his business. “Anything new that’s kind of unique that comes out, that’s the kind of thing I like to focus on.” 

Years of industry experience: 18 Hobbies: Camping, scuba diving, snowboarding and hiking What you’re really good at: OE Integration, complex wiring and fabrication

Aaron Goldman North Starters Roscommon, Mich.

Years of industry experience: 20 Hobbies: Hiking, kayaking and fishing What you’re really good at: Taking nature photos

Christopher Reavis Best Buy North Aurora, Ill. Years of industry experience: 23 Hobbies: Skateboarding and family time What you’re really good at: Comedy

me-mag.com 15

 what’s happening

Sponsored by:

16 Mobile Electronics  August 2017

me-mag.com   17

 what’s happening

This year’s class of Top 12 Installers includes veterans like Chris Pate of Mobile Toys and relative newcomers like Miguel Vega, with the top prize of Installer of the Year up for grabs to all.

Chris McNulty

Driven Mobile Electronics Chantilly, Va. Years installing: 25 Other duties: All of them. I am essentially a one-man show with some bookkeeping help and some install help at the shop, as needed. I do all sales, ordering, marketing and more.

Proudest moment, besides this award: Being asked, then asked again, to present at KnowledgeFest.

Biggest mistake ever made as an installer: Leaving a car in neutral, whose emergency brake was inoperable, in the parking lot. It eventually started to creep and rolled into a fire hydrant in the parking lot.

Three favorite activities besides work: That’s obvious. I like to embarrass myself [by] making rap videos.

Biggest influence with regard to expertise, professionalism and work ethic: John Brettle.

Vision of life five years from now: I’d love to bring in a few employees to unload some of my burden at the shop, on the sales floor especially, allowing for more family time. My daughter will be in college or performing as a dancer somewhere else at that point, and I’d hate to have to miss those moments in her life.

18 Mobile Electronics  August 2017

 what’s happening

Chris Pate

Mobile Toys, Inc. College Station, Texas Years installing: 24 Other duties: I am also the head project designer, engineer, fabricator, chief product specialist, teacher/training specialist and one of the owners. As a project designer, I am tasked with working with clients to design installation concepts and interiors that excite our clients. As an engineer, I am required to design and machine most of the parts we use in our installations. This requires the use of engineering software packages like AutoCAD 2017, Solidworks, CorelDraw and Mach3 Mill. I machine all my custom parts on our Shopbot PRT96 3-axis CNC and our Universal VLS 60 Watt laser. I build custom interiors and panels that encompass audio, video and vehicle design cues that make the driving environment enjoyable and fun for our clients. As our chief product specialist, I have to stay on the forefront of technology in our industry and relay that to my fellow employees. I do this by attending KnowledgeFest, CES, SEMA, traveling to France and Asia to visit vendors, as well as countless hours of research and testing on new products.

My favorite duty is being a teacher and trainer at our stores. We have a priority as elders to the younger generations to train the next generation of installers. I do this by holding monthly trainings after hours and going over new fabrication and installation practices. [I am also] owner and chief bottle washer at Mobile Toys, Inc. This requires me to talk to reps and coordinate our employees. I run the install bay at our College Station location as well as coordinate projects with our Bryan store.

Proudest moment, besides this award: My proudest moment to date in my work career was being named the Runner-Up for Installer of the Year in 2016 by Mobile Electronics magazine. Although I did not win, it lit the fire in me that has driven me this year to push the envelope. I have worked harder, smarter, faster and better than I ever have. This award is what ignited that flame to pursue excellence.

Biggest mistake ever made as an installer: The biggest mistake I have made as an installer is waiting too long to make changes and expand my skill set. I could have done what I am doing eight years ago when I moved back from Tulsa (where I managed the install bays at Car Toys of Tulsa). I chose to stay safe in the practices I was comfortable with at the time instead of learning more advanced techniques like what those I’ve acquired in the past three years. Those years feel wasted and I’m now trying to make up for lost time. Fellow installers should never get comfortable, never stop learning, and listen to the people around them. There is always valuable information to be ingested into your mental toolbox.

Three favorite activities besides work: I enjoy collecting gems and minerals from all over the world. We have a vast collection that includes crystals, minerals, fossils, a two-million-year-old Russian black bear claw, and even a prehistoric crocodile jaw. I have also sung lead vocals in a touring rock band for the past 20 years. Although I don’t tour as much as I did 10 years ago, I still enjoy writing and recording music. My favorite pastime of late has been training and mentoring younger installers. Whether it’s on the Internet, Facebook or at a training class, it has become my priority to help nurture and bring forth the next generation of installers.

Biggest influence with regard to expertise, professionalism and work ethic: Picking one would be impossible, so I will narrow it down to three. Jeremy Carlson has helped pioneer the use of machines and automation in the everyday install bay. I came up learning these practices and looking for ways to intertwine them. Jeremy’s advice has been instrumental in that. He influenced me to look past the title of installer and realize that we are really engineers and should approach our projects in that manner. Secondly, I would say JT Torres for his exceptional ability to connect, teach and help our industry. Watching him over the past three years has motivated me to join that same cause and help our industry learn and grow. My third choice is Gary Biggs. He is the first installer/fabricator to actually sit down and show me how to design and execute a complete idea in an automotive environment. It is because of his help and guidance while I was working in Tulsa that I have become the designer/builder I am now.

Vision of life five years from now: I would like to continue to grow as an installer/designer/fabricator and engineer. I want to learn new techniques and pass them on. It is my priority to begin training many fellow installers to help them grow and expand their skill sets. To be a part of the generation that helps train the next and to help close the gap in our canyon of qualified installers would be an honor.

20 Mobile Electronics  August 2017

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 what’s happening

Nicholas Frazier iNNovative Concepts West Springfield, Mass.

Years installing: 13 Other duties: I am a sole proprietor, so I am everything. Bookkeeper: making sure everything is ordered that I need to run the business and ensuring that accounts payable are paid and all tickets/ accounts receivable are paid. Salesperson: handling phone calls, emails and in-store interactions with clients. One of the most important aspects of my shop, and one of the reasons I started my own business, was to increase the quality of the interactions with the clients and make their experiences like no other. Cleaning crew: make sure the showroom, back room, bathrooms and shop are all clean and presentable day-in and day-out.

Proudest moment, besides this award: Picking one is hard. The best part of my job and most satisfying part of my career is the delivery. I have a motto, and it’s certainly not my own: over-deliver. The client’s reaction when they pick up their car is what drives me and makes me proud. It makes the long days and long nights worth it.

Biggest mistake ever made as an installer: Accepting less than the best from myself. As much as learning from experienced installers is great, you’re only learning what they know, or don’t. I was too accepting of their answers that “something couldn’t be done” when I first started in the industry.

Three favorite activities besides work: Go to car shows—it’s always something interesting and different to see. I see cars as artwork to an extent. It gives the owners a way to express themselves through their car. It makes you look at them differently. Racing—taking one of my cars to the drag strip or circuit course is just a blast. I’m very competitive so racing against someone else, and against myself, is exhilarating and gets the adrenaline pumping! Spending time with my wife—I’m thankful and fortunate to have a very supportive wife who is also into cars. To have someone I love so much and love my other passion just as much as I do is without words.

Biggest influence with regard to expertise, professionalism and work ethic: I’d have to say my parents. They have always taught me to carry myself and interact with others in the same way I would want to be treated.

They taught me that I have to go out and be the best at what I do and the rest will fall into place. My dad has always worked with his hands, and worked hard to provide for my mom, sister and me. He’s shown me what it is to work hard, day after day. From an expertise standpoint, I can’t really narrow the list to one person. I was fortunate to grow up in an electronic age when I could see places and builds without traveling to that place.

The car audio and fabrication community has all helped me in one way or another to grow and I’m immensely grateful for that. I used to sit at the computer for hours on end, staying up late, watching car customization shows, looking at build logs and just trying to soak in as much knowledge as possible.

Vision of life five years from now: Sometime in that time frame, I’d like to have won Installer of the Year, have more opportunities to get out on the road and share the knowledge I have to hopefully make our technicians and industry better. I definitely would like to move to a warmer climate. Winter—enough said.

22 Mobile Electronics  August 2017

Erick Markland Markland Designs - Lithonia, Ga. Years installing: 8.5 Other duties: Shop owner, wiring and alarm tech, fabricator, sales, inventory and advertising.

Proudest moment, besides this award: Seeing guys I’ve trained go out and progress in the 12-volt industry. To see that kind of growth is something you can’t put a price tag on.

Biggest mistake made as an installer: Not taking my career in the 12-volt industry seriously sooner. I had no idea that a hobby could have turned into such a passion. Years went by just thinking I’d be a basic deck-and-four kind of installer, but I always felt in the back of my mind that I could do more. I didn’t know which way to go about moving forward. Finally, one day, I decided to make a move in the right direction and signed up for my first training class and gave it 110 percent. It’s paid off tremendously.

Three favorite activities besides work: Spending time with my family, math puzzles and drawing.

Biggest influence with regard to expertise, professionalism and work ethic: I’d have to give credit to a few guys who have really influenced me to take my craft to the next level and those gentlemen would be Dwayne Blackwood, Calvin Thomas, Micah Williams, Carlos Ramirez, Jeff Smith, Charles Brazil and Mike Ingram. They have set the bar very high in so many avenues and it’s made me want to become better in so many ways. They inspire me to continue moving forward.

Vision of life five years from now: Becoming a better installer, father, man and hopefully, husband. Hopefully, being blessed and surrounded by positive people and positive energy.

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me-mag.com 23

 what’s happening

Miguel Vega Titan Motoring Nashville, Tenn.

Years installing: Seven years ago, I started installing as a hobby. After two years, I started to install professionally.

Other duties: Along with installing, I talk to clients in the shop. It is important to hear exactly what the client wants in order to do the best job possible. It’s important to me to help promote Titan Motoring. I also go to shows where you can see our cars and I post on our social media pages. I also think it is important to just be able to help a coworker when they need it. My coworkers know I am always willing and ready to help when they need something.

Proudest moment, besides this award: The proudest moment of my career was to go to Knowledge Fest in Dallas for the Top 12 last year. I am so proud of this opportunity and am thankful for all the amazing people in the industry that I got to meet and can now collaborate with regarding our careers.

Biggest mistake ever made as an installer: I was replacing a speaker with a bigger one into the part above the dash. While I was doing it, I didn’t notice that I was cutting part of the dash that was wrapped in leather at the same time. Thankfully, I was able to find a solution.

Three favorite activities besides work: Music fascinates me. Each of the three things I would like to share have to do with music. I love to dance to all music, especially Salsa and Bachata. I really enjoy going to concerts and also enjoy spending time with friends and family, sharing my passion for music with them.

Biggest influence with regard to expertise, professionalism and work ethic: First and foremost, my team at Titan Motoring influences me every day. I would like to first mention Philip Lindsley. Phil is the owner of Titan Motoring; he is our leader. If we didn’t have a leader, we wouldn’t have a direction for our company. He always has the best attitude and is always super positive. He has created an environment for us at Titan to really enjoy our work. Ray West is my biggest mentor in expertise. He has helped me in my skills and can always help me find a solution to any situation. Donny Wolfe is another person who has influenced me. He has always supported me in my work, has always appreciated what I do well and has always pushed me when he thinks there is something more I can do.

Vision of life five years from now: In five years, I hope to have gained a lot more experience and knowledge. I hope that I can continue to share this knowledge and help others grow in their careers. I hope to have achieved my professional and personal goals.

24 Mobile Electronics  August 2017

Mike Schwitz

Sound Connection, Inc. • Waite Park, Minn Years installing: 23 Other duties: Installation manager, overseeing the day-to-day operations in the bays, ordering supplies, training and overseeing the other installers.

Proudest moment, besides this award: Being the go-to guy for all of Optima Batteries’ SEMA vehicles, two of which have been featured in magazines.

Biggest mistake ever made as an installer: Not starting my professional installation career sooner.

Three favorite activities besides work: Working in my 1800-plus square foot garden, snowboarding and relaxing in my yard listening to vinyl on Sundays.

Biggest influence with regard to expertise, professionalism and work ethic: Russell Harley. Without him inviting me into the 12-volt Insider over 10 years ago, I wouldn’t be where I am today. The forum opened my eyes to the bigger picture of the 12-volt industry outside of my area.

Vision of life five years from now: In the next five years, I expect my life to change significantly. Both of my kids will be grown up and out of the house. I expect to be focusing even more on my career.

me-mag.com 25

 what’s happening

David Cruz

Soundscape Car Audio • Carrollton, Texas Years installing: 13 Other duties: Mostly fabrication; anything that will require major design and fabrication; anything requiring some sort of integration and installation of radio speaker sales, talking to customers and making the buying process as easy and comfortable as possible.

Proudest moment, besides this award: I’ve won a couple “Best Interior” awards for some major fab work I’ve done. I’ve also been featured in some reputable magazines for past work I’ve done.

Biggest mistake ever made as an installer: Not protecting a dash on a Porsche. I was installing something, forgot what it was, but I scratched up the dash really, really bad. It needed to be completely replaced. Always wear protection!

Three favorite activities besides work: Listen to music on a really good set of head phones. Photography is becoming a bigger hobby in my life, but it ain’t cheap. Also, eating!

Biggest influence with regard to expertise, professionalism and work ethic: I can always say that Craig Davis at Grand Prairie Audio has really been there for me because he’s the one who gave me a shot in the industry. That’s where I first did everything from fab to everyday installs. I started at the very bottom there and I wouldn’t be where I’m at today if it wasn’t for that opportunity.

Vision of life five years from now: I enjoy how things are now. I’m always learning something from different people in the industry. I’d like to maybe teach and lend a hand more to make the industry better, whether with regard to techniques or maybe just another way to look at a situation.

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26 Mobile Electronics  August 2017

Sage Weir

Sounds Good Stereo West Park, Fla. Years installing: 22 Other duties: Owner, operator. I manage all day-to-day operations.

Proudest moment, besides this award: Buying the shop that I currently own five years ago.

Biggest mistake ever made as an installer: I drilled a hole in a Nissan 240 gas tank in 1997.

I also cut part of my finger off with a router.

Three favorite activities besides work: Travel, cooking and listening to music.

Biggest influence with regard to expertise, professionalism and work ethic: Marc, the original owner of Sounds Good Stereo.

Vision of life five years from now: Life is great! All I need is more knowledge.

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me-mag.com 27

 what’s happening

Sales Person of the Year Candidates

The newest award category was created to give the best sales staff in 12-volt a chance to shine. The candidates were chosen by customers and peers alike, with all voters leaving comments on why they chose each person in the list below.

T.J. Carlson

Musicar Northwest Portland, Ore.

Adrian Avila, Elevate Audio, Fort Wayne, Ind. Reason for nomination: “The kid is young and hungry and if I had my own business I would hire him in a heartbeat. He’s always working 9 to 7 and showing me what’s best to fit my car.”

Carter Bogaerts, Certified Autosound & Security, Chilliwack, B.C. Reason for nomination: “His video presentation was relaxed and straightforward, which probably reflects his style.”

Dan Bowman, How Rides, Inc., Morrisville, Pa.

Years installing: 14 Other duties: Being new to the Musicar Team, I am still settling in as a technician. That being said, I will soon be in

Reason for nomination: “He understands the tech and also understands when not to talk tech. He’s also always looking out for the most profitable way to exceed his customers’ expectations.”

charge of managing job flow in the bay. I will be meeting

Derrick Brasel, Sound Connection, Inc., Waite Park, Minn.

Reason for nomination: “Derrick seems to have a good grasp of how to connect with the customer and make them feel welcome.”

projects, as well as delegating projects to each member of

Elias Ventura, Safe and Sound Mobile Electronics, Chantilly, Va. Reason for nomination: “This award was geared to acknowledge salesman like Elias. He is the other half of running a great and profitable shop. I never have to worry about hiccups or mishaps with product. Every customer is well educated and knows what makes a car sound good and knows all their options. He is the utmost professional salesman and puts everything he has into his profession. He’s also constantly engaged with social media helping push our industry forward.

Proudest moment, besides this award: Every time a client

Hatem Eid, Windward Audio, Kaneohe, Hawaii Reason for nomination: “Very good product knowledge and customer rapport. He has a willingness to solve problems.”

well as getting away with my family to the coast or going

Joshua Landau, JML Audio of St. Louis, Fenton, Mo. Reason for nomination: “He’s a great owner and salesman.”

Biggest influence with regard to expertise, professional-

Nick Mullins, Cartunes of Atlanta, Atlanta, Ga. Reason for nomination: “He’s great at his job.”

I’ve learned at least one thing from everybody I’ve worked

Nick Pocklington, Certified Autosound & Security, Abbotsford, B.C. Reason for nomination: “Nick has been nothing but helpful and professional over the past seven years I have dealt with him.”

Parish Tanner, Ocala Car Audio, Ocala, Fla. Reason for nomination: “I like the way Parish treats his customers.

He may look like a rough-and-tumble biker, but he understands customer service and works his tail off.”

28 Mobile Electronics  August 2017

with our sales staff daily to discuss progress on current the team with in-depth project overviews. However, I will still be able to continue doing what I love as a technician. leaves with a smile on their face.

Biggest mistake ever made as an installer: Accidentally puncturing the gel pressure sensor in the passenger seat of, I think, a Toyota Matrix.

Three favorite activities besides work: I enjoy playing drums, building or fixing things around the house, as camping. ism and work ethic: Where do I start? I can honestly say with in the course of my career. Install-wise, my biggest influences have been Kevin Albright, Jason Kranitz, Tom Miller and Micah Williams.

Vision of life five years from now: Five years from now, I hope to still be doing what I love. This is my passion and I’m excited for what may come in the future. My goal is to always be better than I was yesterday.

me-mag.com   29

 what’s happening

Tim Baillie

Certified Autosound & Security Maple Ridge, Wash.

Years installing: I got started in Car Audio in 1983 as a hobby, and in 1990 I turned that hobby into a career.

Other duties: I help train the other staff. I have a lot of experience to share and pass on. I am currently building a bunch of the company demo vehicles as well as display boards for all three of our stores so I can show off the work we can perform for our clients.

Proudest moment, besides this award: I was honored with the Top 12 Installer award in 2015 and the Top 50 in 2016.

The next biggest moment in my career would be competing in IASCA Sound Quality competitions from 1992-1999. I won over 150 First Place awards and nine Regional Championships.

I placed in the Top five all seven times I went to finals and won the IASCA World Championship in 1997 in the Expert 1-600 SQ+ Class.

Biggest mistake ever made as an installer: I was doing an alarm in a brand new Dodge Ram. It was parked at the end of the bay and outside the door the ground sloped down. I had it in neutral tying into the wait-to-start wire and I jumped in and out of the truck probably a dozen times over the course of an hour. The last time I got out to talk to a salesman he screamed that the truck was rolling out of the bay. Luckily (depends how you look at it, I guess) the driver’s door was open and it got caught on the track for the roll-up door and it stopped. But it bent the door back slightly and creased the fender a little. I have never (knock on wood) drilled a gas tank or anything like that.

Three favorite activities besides work: I love cars, mostly American muscle and old trucks. I love working on my Dually or my restored C-10. I also love anything to do with computers. I get my geek on pretty good. Anything to do with web design, artwork, Photoshop and more. I owned my own shop for several years so I learned how to do it all. I wasn’t going to pay someone to figure out what my head wanted when it came to websites, artwork and logos. I am also a professional photographer specializing in automobiles, car shows and races.

Biggest influence with regard to expertise, professionalism and work ethic: My biggest influence would be my father for sure.

He was a mechanic on the electrical side and he taught me so much of what I use every day. He also taught me to do the job right or don’t do it and to buy the right tool to do the job the right way. (He started my Snap-On obsession). Professionally, my biggest influence would be Mark Fukuda. His style, use of materials and techniques was so far ahead of its time. He was doing things with routers and vinyl in the early 90s that didn’t become common practice until well into the 2000s. Next would be Derek Friesen; he is a local upholstery shop owner I became friends with. I took this monster MDF door panel for my famous Buick Regal to him back in 2002 and he just laughed at me and told me I couldn’t hang something like that on a door so big. He took me to a street rod he was working on and showed me this huge black door panel made from ABS and taught me about ABS and Cintra (PVC), where to buy it and how to work with it. I’ve been using it ever since. As of late, Matt Schaeffer and the things he does outside of the install bay have really been a source of inspiration. His approach to social media platforms like Instagram and how he uses it to boost his profile and to attract new clients from all over the US inspired me to get on Instagram and figure out how it worked and use it to boost my profile.

Vision of life five years from now: When I filled out this question in 2015, I stated that after my nasty divorce I had found an incredible woman and that she made me want to live a good life and to become a father. Well, April of last year, we were told that we were not going to be able to have a child. We adopted a rescue dog named Frankie and she has made this couple into a family. Going forward, we would like to adopt another rescue dog to help her with some of her issues. I would like to continue to grow in this industry; I want to keep learning new things. I love reading and learning. If I don`t learn something every day, then I haven`t been doing something right. When I got divorced, I lost my own shop of eight years. I would like to have my own shop once again if the stars align, but that dream seems so far away these days. Lastly, I have been overweight my entire adult life and I have recently taken serious steps to get that controlled and the pounds are coming off at a good pace. I have a good wife, good dog, good job and soon to be good health. What more could I ask for?

30 Mobile Electronics  August 2017

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 what’s happening

Trusted Tech Candidates With competition fierce for Installer

Tyler Neault

Vision Electronics Port Coquitlam, BC, Canada

of the Year, this category was created to give those with technical savvy a way to be highlighted. Each voter was given a chance to explain why they chose their tech in the list below.

Aaron Garcia, Perfectionist Auto Sound & Security, Anchorage, Alaska Reason for nomination: “He is so professional and cares about the industry.”

Ata Ehdaivand, Absolute Electronix, Rockville, Md. Reason for nomination: “Ata is one of the few technicians I would trust with my own vehicle.”

Jesse Mitchell, Safe & Sound Mobile Electronics, Manassas, Va. Reason for nomination: “Very professional, trustworthy, great customer interface, does good work, customer oriented, great personality, great asset to the company, honest and truthful.”

Bryan Turvaville, 806 Autoworks, Amarillo, Texas Reason for nomination: “Bryan is a competent, intelligent, and trustworthy installer. He has a high standard of ethics and is respected amongst his peers and customers.”

Daniel DiCampli, Windward Audio, Kaneohe, Hawaii Reason for nomination: “He’s very easy to work with.”

Jamie Palafox, Agoura Autosounds, Agoura Hills, Calif.

Reason for nomination: “I’d trust Jamie with any vehicle.”

John Brettle, Cartunes Inc., Atlanta, Ga. Reason for nomination: “John has always been willing to take the time to help out and offer up advice. He shares great information on our forums and has a great attitude.

He’s someone you feel comfortable asking a question and that goes a long way.”

Jonathan Ram, Paradyme Sound & Vision, Sacramento, Calif.

Reason for nomination: “Jonathan has had years of experience as a installation tech dealing with all vehicle types for audio/video/security/mobile accessories. His eagerness to continually learn and grow as an installer make him a great candidate for this award.”

Lee Bartels, Streetstyle, Carol Stream, Ill. Reason for nomination: “He goes to training year round.”

Nik Edmonds, Handcrafted Car Audio, Chandler, Ariz.

Reason for nomination: “He’s always willing to help anyone inside and outside the industry.”

32 Mobile Electronics  August 2017

Years installing: 17 Other duties: I’m the install bay manager and only installer at my location. I do everything from parts ordering to installing and building, along with helping the sales floor in sales and bookings.

Proudest moment, besides this award: Winning best I.C.E. (In Car Entertainment) at the biggest show around us for the stereo and install job I did on my 1962 Chevy Impala.

Biggest mistake ever made as an installer: Shoving power into a BCM where power shouldn’t be.

Three favorite activities besides work: I’m a car nut, so I love building cars. I’m on my second full-frame-off restoration. I love playing basketball, especially with my 17-year-old daughter.

Biggest influence with regard to expertise, professionalism and work ethic: My best friend Craig Davey, who suddenly and tragically past away three years ago. He got me started in this industry, mentored me along the way, gave me my first couple jobs and taught me to work for whatever I wanted. No one will give it to you. Secondly would be Jason Kranitz. I attended his Kingpin University just over a year ago and wow, I will never look at doing anything the same. He opened my eyes and changed my entire thought process on everything.

Vision of life five years from now: In five years, I’d like to see myself in a larger shop taking on bigger projects and doing better quality/looking installs. And growing my skill set to be among the greats.

 what’s happening

Wayne Fabian

Visions Electronics on Pembina Winnipeg, ME, Canada Years installing: 15 Other duties: Installation bay manager/ supervisor: I manage and supervise operations with my install bay and manage inventory on car parts. Install trainer: Train new installers to help them learn and install efficiently in my install bay. Car audio sales trainer: Help sales staff to effectively do a car audio sale and help maintain profit and value.

Dealer services manager: Directly manage sales and install between my department and neighboring car dealerships. City of Winnipeg GPS tracking installer: I’m the lead Visions Electronics installer for GPS tracking units for the City of Winnipeg.

Proudest moment, besides this award: Having three vehicles that I’ve worked on make it all the way to the SEMA show in Las Vegas and actually having one of them recognized as one of the Top 21 builds for 2016. All three were on front covers of Performance Auto & Sound Magazine (PASMAG).

Biggest mistake ever made as an installer: Probably about 10 years I did not test a wire as I was installing a remote car starter in a 2006 Honda Accord. I connected the positive park light wire from the remote start and mistakenly connected it to a data wire connected to an ECU. I fried the ECU when first testing the remote start. It ended up costing me about $2,500. This experience definitely reminds me to ALWAYS double-check and test the wires you are connecting.

Three favorite activities besides work: I enjoy traveling, snowboarding and working on my own vehicles.

Biggest influence with regard to expertise, professionalism and work ethic: Andy Solarchuk (my current boss) who brought me into the car install world 15 years ago. Erin Harrison, who taught me about sales and helped bring me out of my shell when I first started my working career 17 years ago.

Finally, my parents. As I grew up, I definitely learned and appreciate what they had to do and sacrifice as Filipino immigrants to have a decent life in a new country and raise a child.

Vision of life five years from now: Becoming a good dad to a five-year-old. My fiancée is currently pregnant and the due date is August third of this year. This will be the first time for me becoming a dad.

34 Mobile Electronics  August 2017

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Precision, high-performance camera: The Horizon system includes a state of the art HD camera that captures the drive in crystal-clear video. Its elegant design looks at home in any vehicle. Its custom lens and highspeed processor captures every moment, even in low light conditions. A quick-release windshield mount makes it easy to install or remove.

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Capture the best moments: We’ve made it easy to instantly highlight your customer’s best moments during their drive with our one-touch remote. They simply tap it during a hair-pin turn or other event and the system will file it separately for easy retrieval later.

Application Features: Our free app allows us to continually add the features drivers want. Waylens GO lets users post 0-30 and 0-60 times to our cloud-based leaderboard in real time.

And, our LapTimer feature uses GPS to map out a track or course and automatically track lap times.

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Pitch and Roll WAY-4-007-Camera-Jul2017-2.0

 hot sellers

In the Hea

With the summer selling season well u using tactics like selling to a customer’s Viper RF Kit Model 9756V 2-way Remote Control with 1-mile range for Directed Remote Start Systems

Main Selling Features: “Long-range control of their remote starter with visible run timer.”

Primary Objection(s): Price How to Overcome: “Show value in the product over the lesser-priced units (i.e. visible display, rechargeable remotes).”

Hybrid Audio Technologies Speakers

Submitted by: Rommel Miranda, Car Audio, Radio & Security, Charleston, S.C.

Main Selling Features: Sound quality and great warranty Primary Objection(s): Price and labor cost to install How to Overcome: “Sell the experience, not the equipment.”

36 Mobile Electronics  August 2017

at of Battle

underway, retailers like Luke Fidler are ego to sell high-end marine head units.

Pioneer AVH-4200NEX 2-DIN Flagship Multimedia DVD Receiver with 7-inch WVGA Touchscreen Display Submitted by: Marc Vickers, Sound Sensations, Marietta, Ga.

Main Selling Features: “The demo!”

Primary Objection(s): Additional parts required.

How to Overcome: “Demo the product again and show the benefits.”

Pioneer AVH-X2800BS DVD Receiver with 6.2” Display, Bluetooth®, Siri® Eyes Free, SiriusXM-Ready™, Spotify®, and AppRadio One™

Submitted by: Carlos Ramirez, NVS Audio, Linden, N.J. Main Selling Features: “The AppRadio One feature allows basic navigation functions from the phone, a feature only available in units twice its price.”

Primary Objection(s): Labor cost to install.

How to Overcome: “We offer a high quality install and lifetime warranty on our labor.”

me-mag.com 37

 hot sellers

Viper 5706V 2-way Car Security with Remote Start System

Main Selling Features: “2-way communication, range and brand name.”

Primary Objection(s): Learning curve and labor cost to install.

How to Overcome: “Telling them what they get.”

Sony XAV-AX100 Digital Multimedia Receiver Submitted by: Eric M. Carter, Cartronix, Valparaiso, Ind.

Main Selling Features: Demonstrating with the customer’s phone, no returns.

Primary Objection(s): “None, we are the experts!”

How to Overcome: “We give them a tour of our facility, a full demo of the product and let them interact with it.”

FUSION MS-UD650 Marine Digital Media Receiver with Internal Dock

Submitted by: Lucas Fidler, Audio Expert Car Stereo, Clearwater, Fla. Main Selling Features: “The remote unit is IPX7 rated against water, including salt water. I tell them that unless they submerge their boats for more than 30 minutes, this unit will be fine. And at that point, they’ve got bigger issues. The unit has four-zone control and it’s easy to use. It’s not cheap at all. It’s the right part for the job.”

Primary Objection(s): Price and learning curve.

How to Overcome: “Learning curve is simple, it just appears different so people are scared. They use it once and it’s easy. This is a $479 solution that “could” be solved by a $99 radio. Selling the value of the water ratings and the multizone functionality is key. Plus it’s a boat, they want to feel fancy. You punch them in the ego and tell them that this is what all the cool boats have. Done, sold.”

38 Mobile Electronics  August 2017

Rockford Fosgate PM2652 Punch Marine 6.5-inch Full Range Speakers

Submitted by: Lucas Fidler, Audio Expert Car Stereo, Clearwater, Fla. Main Selling Features: “The quality of the sound and the appearance of the product at a very competitive price.”

Primary Objection(s): “Brand name. Rockford isn’t recognized as a major player in the marine market yet.”

How to Overcome: “Pitching the product’s quality over just a name.”

Kenwood eXcelon KDC-X301 Single-DIN Head Unit

Submitted by: Kimberly Trainer, Car-Tunes, Inc., Greenville, Miss.

Main Selling Features: “It checks all the boxes for any habit of listening. With highvoltage outputs it makes everything sound better and offers the capability of adding amplifiers, etc., which is always our next suggestion.”

Primary Objection(s): Size/color/style How to Overcome: “Upgrade them to the Kenwood eXcelon DPX-592BT for the double-DIN cosmetic they are looking for.”

me-mag.com 39

 behind the scenes

Smooth Sailing Aquatic AV has built a solid business with its spa products, but is floating more marine and HarleyDavidson products as it expands its reach.

WORDS BY JAMIE SORCHER

Vice president/national sales manager Kyle Aeschliman People sure do love their toys. Hot tubs, Harley-Davidsons, and Hunt yachts are a few on that list of disposable income pleasures. For Aquatic AV, outfitting those products with the best sound possible is its specialty.

The San Jose, Calif. -based company, founded in 2005, focuses on three categories—spa, marine, and Harley-Davidson

40 Mobile Electronics  August 2017

motorcycle stereos and speakers. While the spa lineup is still the core of the company’s business—it supplies spa stereos, speakers, power supplies, and wiring harnesses—Aquatic AV is currently focusing on strengthening its marine business and Harley-Davidson line.

“The majority of our business is definitely with the spa industry,” said Kyle Aeschliman, vice president/national sales manager for Aquatic AV. “But marine and Harley are right behind that. We have been trying to build up the marine part of the business for the last eight years.”

Aquatic AV marine stereos are not only fully featured like many premium traditional car stereos, but come with marine grade environmental protection which is essential considering the exposure to salt, sand, and sea. Each is designed and built to withstand the harsh conditions associated with use in marine and boat applications.

For instance, the newest marine stereo, the AQ-MP-5UBT-S, is not only waterproof and IP55 rated, but offers Bluetooth, USB, and built-in SiriusXM receiver which grants access to more than 170 satellite radio stations. It features an onboard 288 Watt amplifier that can

power up to 8x speakers.

The lineup also includes BC, or Bluecube Hide-Away Marine Stereos. The AQ-BC-5UBT plays music wirelessly via a Bluetooth-enabled smartphone, USB, or MP3 device. It is IP65 rated for use in any environment that is dry, wet, muddy, or damp.

“We also have 61/2-inch speakers which are doing really well for us,” Aeschliman said. “The line also includes a 10-inch subwoofer and waterproof 4-channel amplifier.”

On the Harley side, the first stereo was introduced three years ago, according to Aeschliman. “Since then we have released another Harley stereo so we currently have two head units in the market,” he said. “We have a set of Harley-Davidson speakers and there are plans to have another one released this summer.”

The big draw with the Harley products is that the head units are easy for anyone to install. “They are a plug-andplay replacement for Harley-Davidson motorcycles for years 1998 to 2013 so it’s a pretty wide market there,” Aeschliman said. “Harley-Davidson didn’t change any of their connectors on those years of models so one of the reasons those

overseas.” The company also exhibits at the Pool Spa Patio Show.

“On the Harley side we do the Sturgis Motorcycle Rally (held annually in South Dakota) and Daytona Bike Week,” said Aeschliman. “We do attend some regional shows, too. This year I also visited the Seattle Boat Show because it’s not too far from us, and it’s another opportunity to meet with our outside sales team and some of our current dealers.”

Get Onboard For retailers looking for a complement to their core business, Aquatic AV makes it straightforward to get their feet wet.

“We have different requirements for the different product categories,” said Based in San Jose, Calif., Aquatic AV was founded in 2005 and focuses on spa, Aeschliman. “Our Harley products, for marine, and Harley-Davidson product lines. Its 20 employees are based here at example, are completely sold through this facility where product development is handled along with customer and tech our distributors because there are so support and shipping and receiving. many dealers who are after our Harley products and it is really impossimodels have been doing well is because aftermarket car stereos but when you do ble for us to service them directly. Since the stock stereo doesn’t have Bluetooth.” that you have to buy a separate module to our Harley products are a plug-and-play Adjusting a stereo while riding a integrate with the bike’s wiring harness replacement, both end-users and dealers motorcycle can certainly present some and enable your hand controls. With the find installation very simple. Whereas serious challenges which is why, Aeschli23-pin connector everything is easy—just with our marine products we like to man said, the integration with the hands plug-and-play with handle those dealers directly because free control is so important. “If you’re the wiring harness.” we’re working with stereos, amplifiers, cruising down the road, you don’t want and subwoofers—and the application is a to be looking down at buttons on your Ports of Call little bit more technical.” stereo,” he said. “With our head unit inteWith its unique mix of products, Getting set up to sell the marine or grating with the hand controls, it’s just Aquatic AV attends and exhibits at a Harley products is a simple process, as seamless as the stock Harley-Davidson myriad of trade shows. but there are a couple of requirements. stereo was to use, but with the added fea“We attend CES, but mainly to walk the “We do have small buy-in programs, but tures of Bluetooth and the added power show floor and see what’s out there,” said they’re not too difficult for even a small of our built-in amplifier—it’s all around a Aeschliman. “We meet with our outside dealer to be able to purchase,” Aeschlibetter system.” sales rep teams and current dealers that man said. “We’re pretty standard with Aquatic AV also added a two-year warare there. We don’t show at CES, but our dealer agreements, paperwork, and ranty. “Sometimes these stock stereos it’s a great opportunity to see people in credit card forms. As far as marine, dealaren’t the most reliable so if someone has the industry since everyone is there, but ers can contact us directly, but for Harley had a bike since 1998, a lot of these guys as far as showing there it doesn’t make we prefer that they purchase through a want to update to a newer and improved sense for us.” distributor.” product,” Aeschliman said. “We use the Aquatic AV exhibits at IBEX (The To get started, dealers do need to have stock 23-pin connection so all you need to International Boatbuilders Exhibition & a brick-and-mortar location. The minido is remove your stock stereo, the wiring Conference) which will be held in Tampa mum buy-in for those interested in the harness that is already on the motorcythis September, and METS (Marine marine products is generally four head cle plugs directly into our head unit, and Equipment Trade Show) to be held in units along with four pairs of speakers. then there are four bolts to mount the Amsterdam later this year in Novem“We do offer countertop display proinside of the Harley facing. It’s a really ber. “We’ve been doing METS for the last grams,” Aeschliman said. “And we prefer simple installation. It retains all of your five years,” Aeschliman said. “We do well to get those out there. It’s a lot better for hand controls. Some folks are using there and our products are very popular those displays to be at a dealer’s location

me-mag.com 41

 behind the scenes

The AQ-DM-5UBT is a Bluetooth and USB waterproof marine stereo that features an IP65 rated for use in any environment meaning that it suited for dry, wet, muddy, or damp conditions. It features external door controls and connects up to eight speakers.

42 Mobile Electronics  August 2017

than in our warehouse. We also have authorized dealer stickers. So really there are not a whole lot of requirements, but our biggest one is that a dealer adhere to our MAP policy.

We have strict MAP pricing on all of our products so any dealer who wants to carry the line has to fill out our MAP agreement and our dealer agreement stating that they’re not going to sell under the MAP pricing.”

Of the mobile electronics retailers that are taking on the marine category, about half do the installations themselves while the other half just have a retail storefront, according to Aeschliman.

“We prefer to work with people who are knowledgeable in the industry so they can provide a certain amount of tech support,” he said. “Granted we have a tech support team here that can answer any questions if they come up. But we like to work with people who really know their stuff.

That means the Harley guys who know Harley bikes; the marine guys who know the ins

and outs of boats; and 12-volt guys who understand the industry and can install our products or support us in one way or another.

Even with its diverse product mix, there is some crossover with the consumer. “Sometimes a person will first purchase our Harley head unit and then they’ll realize it’s a great product and then they’ll want it for their pontoon boat or jet boat,” Aeschliman said. “For the most part, though, the demographic is a bit different. We do really well with our Harley stereos in the Midwest and we do really well with marine in coastal territories.” Not surprisingly, the Florida, Texas and California markets are the biggest for the marine line.

Surf and Sound With a stable economy and folks spending more freely on leisure, those in the spa, boat, and bike markets are seeing the benefits.

“Our sales are growing every year,” Aeschliman said. “All we make are waterproof products—spa, marine, Harley-Davidson products—everything for use in an outdoor environment. And the industry isn’t growing if people don’t have disposable income; they’re not going to focusing on their toys—their boats, Harleys, Jacuzzis, and spas. But we do see the market growing.”

Also impacting the marine market is the bit of a shift with the OEM car stereos becoming higher quality and increasingly complex, Aeschliman said. “The reality is that more of the aftermarket car audio companies are transitioning over to marine because it is a profitable category.

I hope things continue this way. It puts us in a great position because all we have ever done are waterproof products. All of our products have an IP rating. If you can imaging trying to develop a speaker that can survive a hot tub environment, that can handle humidity, those are the kinds of products we offer.”

Looking ahead, Aeschliman will be ramping up social media efforts. “We have a Faceboook and Instagram page where we post about our products, but we probably need to blogging a little bit more,” he said.

Aquatic AV marine stereos, like this AQ-MP-5UBT one installed, combines solid features with marine grade environmental protection.

“Our overall goal is to build products that are exciting and up to date,” Aeschliman said. “These products need to have the latest technology, but also be aesthetically pleasing and useful in the outdoor environment. In 2018, we will be releasing a few new marine products that should be really exciting. Our Harley business will also expand when we release new products including some speakers--in the next year or so. And as the marine trend grows, we hope that follows for us.” 

Featuring its signature Shockwave Technology, the AQ-AD600.4, a 4/3/2 channel marine amplifier, brings together sound quality, high performance characteristics, and strong reliability.

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me-mag.com 43 SIR.12629 ME Mag Ad March 2017 Headunit_D2_sh.indd

CMYK

7”w x 4.875”h

03/10/17

With all the options available, online advertising can seem a bit daunting. But there are some simple points businesses can consider in order to narrow the focus and get the best results.

WORDS BY ROSA SOPHIA

When people are new to marketing and advertising, they sometimes mix up the terminology. Advertising delivers a message by utilizing a specific sales strategy, while marketing is more focused on connecting with your client and building brand awareness. William Bernbach, a creative advertising director, once said, “Advertising is fundamentally persuasion and persuasion happens to be not a science, but an art.” Over the years, much has changed since Bernbach first said this. As a result, people often feel overwhelmed by online advertising and

44 Mobile Electronics  August 2017

are unsure where to begin.

Through online advertising, businesses can promote their brand to potential customers, but without a specific strategy and a solid framework in place, retailers risk spending a lot of money on advertising for very little return on their investment. Pay-per-click services, proper keyword usage and search engines are important things to think about.

But before beginning, a business should ensure it has a good foundation to build upon.

Mitch Schaffer of 1sixty8 media under

-scored the importance of a website— not just any website, but a web presence that is well-designed to draw in clients.

“Before any retailer can engage in content marketing, they need a quality website set up properly that loads quickly and is mobile friendly,” he advised. “All this other stuff—social media marketing, Google AdWords—all that, in my opinion, needs to revolve around a quality web presence first.”

Pay-Per-Click When pay-per-click or a service such as Google AdWords is utilized, the business pays to bring their website higher up in the rankings of the search engine. Other pay-per-click services include Yahoo!, Bing and AOL. Ethan Blau of Sound Wave Customs in Virginia Beach, Va. utilizes Google AdWords for the business. “We’ve done a little with Yahoo and Bing, not a

whole lot. Google’s the biggest, that cost. but I haven’t seen much response Blau agreed that without an from Yahoo and Bing,” Blau said, effective website, Google or any adding that algorithms within other service can become a waste Google make the tool incredibly of money. “Google is the engine useful. “Let’s say … someone gets to help you be found, or to help on YouTube and searches ‘how to the customer find you, so you install a CD player,’ and hopeneed a good landing page that fully it would pick us up, and has to be user-friendly, attracthey would see the ad on the side tive, laid out well and catch their of the page. We do pay-per-click. attention,” he said. “Their first I [increase] it during certain impression is like walking into times, sometimes I the store.” lower it, sometimes we run multiple ads Proper Keywords at the same time.”

The website for Sound Wave Customs is maintained by 1sixty8 Media reg- and How to Use However, it’s ularly to help it stay high in search results with the latest product offerings and Them important to note It’s important promotions. that without a solid to choose the right online presence and to their home page instead of a spekeywords. Schafwebsite already built, pay-per-click advercific landing page designed around that fer noted that while keywords still have tising may not be as effective as desired. keyword.” importance, things have changed. “Years If a business is paying to draw viewers to A landing page should provide a call ago, you used to be able to do somea website that isn’t well put-together, or to action with contact information. thing like ‘keyword stuffing,’ and it would is visually unattractive with a number of “There’re all kinds of mistakes people automatically rank well, but Google now spelling or grammar errors, the website make that cost them money and gets recognizes that and will penalize for it,” won’t hold the attention of the he said. “It’s become more importviewers. ant to write content for human “Where you fall on Google beings.” This means that includhas to do with SEO, your webing the right keywords in quality site and how much you want content, and utilizing them in a to pay Google,” Blau said. “[It’s] natural way, is the best way to the standard way of how we catch the attention of a search do things now. Even if you are engine. paying Google the minimal, “We write articles directed at if you’re on page two or three consumers, and each article we [instead of page one] I feel like write has a keyword or phrase that’d be a waste of money.” A that we work into the verbiage, shop in an area where there is but we don’t make it a pressing more competition priority,” Schaffer may have to pay explained. “Google more to ensure is smart enough effective advertising. now that they are noticing Sound Wave Customs promotes its work through its own Schaffer said that he’d well-rounded content more YouTube channel, which helps drive traffic to its website. seen many people make misso than having 18 instances takes with Google AdWords of a keyword in content.” and other pay-per-click advertising serthem less desirable positioning,” SchafAt 1sixty8 media, Schaffer works with vices. “When used effectively, I think it’s fer explained. “It’s a great supplement to retailers who target their local commubrilliant,” he said. “[It’s a] pure form of a content marketing program if it’s done nity when it comes to marketing and advertising that, when done properly, is right. Few people do it right. That’s what’s advertising. “We’re always focusing on very cost-effective and delivers results, brilliant about it; you only pay for sucwhere their customer was from so we and can be almost instant. The problem cess. If it’s not set up right, you’re paying can work that into the content,” he said. that we run into that I see is very few a lot. The cost can go down when it’s “It does help with the SEO. When people people do it right. I see all kinds of things properly set up.” For example, the price are looking for car audio in Lehighton, people do wrong, like sending traffic per click could go from $3 to half Pa., it’s good to have that worked into the

me-mag.com 45

content in some ways. The search engine cannot know unless you tell them.”

Blau said that he’s still learning, but also noted that it’s important to use keywords that tie in to what your business does in a way that interacts well with Google. “It helps your natural rating on Google—organic growth,” he said.

“Depending on what the article is about, we try to throw words in there—amplifier, then we might say amp. From what I hear, and I’m still learning, is that you can catch both of [those words] and then it can help tie all that together. It’s interesting how it works.”

To use keywords, think critically about what it is that you’re promoting and how you want potential customers to find you. Blau noted that a new business could easily waste money in pay-perclick advertising by utilizing the wrong key phrases. “This was at least four years ago: I was getting calls for Dick’s Sporting Goods in my area. I had no clue why,” Blau said. Besides doing car audio, Sound

Wave also works with powersports, which meant that a keyword such as ‘sports’ or ‘sport’ could have caused the mix-up.

“I was paying for those calls. ‘Oh, sorry, wrong number.’ That took away from my monthly budget.”

Responding to Reviews and Educating Clients Advertising on the Internet is essential these days, according to Blau. Customers can also add reviews on Google, as long as they have a Google account. “When you ask customers for a Google review, and some don’t do it even though they seem super ecstatic, [I learned] if you don’t have a Google account you can’t leave a review,” Blau said. “I think we have 150 positive Google reviews. I try to respond to them, good or bad. Say you have five stars, 100 reviews and one negative; you can still have 4.6 stars. They want you to respond to the customer, and that factors in to your star rating. If you’re interactive, that helps the rating.

I don’t know the exact percentages, but I had a customer who worked for Google, and she told me that. She was applauding me for how many reviews we had, and she said, ‘Can I tell you a trick?’”

Blau noticed a slight increase in the business’s rating when he began responding to all reviews. “She said, ‘Go back to the old [reviews] …’ Go back to three or four years ago, respond to them, then wait a week or two, then go back and try again. Don’t do it all at once. Every new one, I do it. As soon as I get an email with the option to read, review or respond, I do that right away from now on.”

As with everything else, all of this ties in to marketing—including content marketing. Sound Wave Customs was doing educational videos on YouTube and sharing the videos. Blau said that one video in particular was extremely helpful to a client. “I did a video on the difference between wiring. It got a couple hundred views,” he said. A client came to Sound Wave who’d gone to another shop, and the other shop had used cheaper wiring and didn’t take time enough to explain things. “He saw my video, he came in, and we rewired the whole car,” Blau added.

Bringing it all Together Schaffer noted that his mobile electronics business, Mobile Edge, began doing content marketing around 2007. “I wrote articles that were educational, about remote starters, top 10 things to look for [and more]. It started growing and growing. Those articles that I wrote are still paying dividends today,” he said. “I put a lot of work into them. They are still generating thousands of dollars in business for Mobile Edge.”

The main focus for 1sixty8 media is content marketing, which Schaffer feels is an essential tool. “People can make the argument that a pop-up ad creates awareness, and that’s true, but … when you stop paying for it or stop doing it, it goes away,” he added. “I think retailers in general should invest in content marketing once they have a quality website and then all these other things can be supporting.”

A combination of creative advertising and content marketing will lead a

46 Mobile Electronics  August 2017

business to success and sometimes overwhelming, Blau advised provides unexpected results. “My reaching out to others in the store is located north of Allenindustry or hiring someone to town, Pa.—Mobile Edge. A few help. “I would stick with other years ago, we wrote an article that local businesses. People in the talked about a Honda Accord and industry can help. I’m always a customer audio system we put open to questions. Find me on in,” Schaffer said. “A client was Facebook or call me. I rely on looking for some work to be done some people, and I appreciate on their Honda Accord, and they them helping, so I’m happy to lived just north of Boston, and help. Local [advertising] busithey called us, and we spent some nesses might not be car audio time on the phone, specific, but you and they ended up can still work with really liking what them.” they heard and read on our Blau added that online advertising can Blau compared it to the site. They scheduled an first time installing a remote Strong SEO practices and pay-per-click advertising should starter. “It’s confusing at appointment. When they land a store on the first page during a Google search. got here to drop the car off, first, just like anything—like they got their rental car, got the crazy remote start you a motel. They upgraded. Almost $6,000, be confusing at first. Start small, and take did. It was overwhelming, but it’s what all said and done. It was a direct result of it one step at a time. “Always respond [to we do. You can’t let it scare you,” he said. the article I wrote five years ago. We had reviews] whether it’s positive or nega“There’re plenty of avenues to get help another success store from Indiana like tive. If it’s negative, keep it professional.” from. Doing it is a must. It’s worth it.”  that.”

For those who feel online advertising is

me-mag.com 47

 tech today

DSP Tuning Andy Wehmeyer returns to go over the basics of tuning, picking up where he left off in the June issue of Mobile Electronics.

FORWARD BY JOEY KNAPP WORDS BY ANDY WEHMEYER

I hope you enjoyed last month’s article looking at the manufacture and design of loudspeakers. I also hope you reviewed the previous article where Andy provided some basics on audio for us. This month we move forward with Andy showing us the basic necessities of tuning. Hold on, though, this ride might be a little shaky.

Andy goes after things that I have heard said many times, and things that I have said before. What I suggest is keeping an open mind and be willing to learn from this industry veteran.

Let’s see what Andy is sharing with us this month.

Andy Explains I’m going to commit heresy right here at the beginning so we can get beyond it as quickly as possible. This is really

48 Mobile Electronics  August 2017

easy. Understanding why it’s easy isn’t so easy and I’ve provided some of those explanations in a previous article and in countless Facebook and forum posts.

System tuning isn’t really optimizing, it’s troubleshooting. If it was about optimizing, then we’d all be able to provide pretty good performance by just hooking stuff up. Anyone who’s serious about autosound knows this isn’t the case. This isn’t about taking what you have after it’s hooked up and making it a little better in 20 minutes. This is about a realization that once the product is hooked up, the job is only partially completed. Tuning a system isn’t an add-on or an extra service we provide for our favorite customers, just like programming an alarm for a particular car isn’t an option.

I hear the following statement all the time after listening to cars when I visit shops: “Not bad for the twenty minutes

I spent,” and it makes me want to drown myself in the bathtub. What if you were demoing a recent security system installation for the guy from the company that makes that system and at the end of the demo in which nothing worked properly and several features weren’t enabled, you said, “Not bad for the five minutes I spent programming it”?

This isn’t about doing a better job. This is about finishing the job.

If you only have 20 minutes to finish a job in which you’ve spent a week making panels, upholstering them, adding lighting and accents, running wires and arranging them for FB photos, you’ve spent two hours shooting, then two things need to change: 1) you need to bill more time to finish the job and 2) you need a more efficient and predictable process for tuning. That’s what this article is about.

Before we go there, I want to talk about

a couple of other statements I hear too often. The first is, “sound is subjective”.

This is often proffered by people who, in a discussion about audio principles and their application, are suddenly out of their comfort zone and are looking for a quick exit. The idea that some customers prefer more high frequency content or more bass, a well-defined image or more spaciousness at the expense of image definition doesn’t mean there are no rules. A stereo system is, by design, supposed to do specific things and in order for it to work, some stuff just has to be right. Once you get those things right, changing the system performance for your customer’s preference is straightforward.

The second statement is, “I listen to everyone and I use all of those tips and tricks when I tune.” This is dangerous if sound quality, speed and predictability are important. If you’re an enthusiast working on your own car, then experimentation is part of the fun.

Experimentation on a customer’s car is just a money pit.

Tips and tricks are tools. Many of them work, but they don’t all work in every situation. Knowing when to deploy them is important. What if you had one of those giant Snap-On tool boxes and all that was inside was a set of screwdrivers?

You know how to use screwdrivers so you bought those. You’d have a lot of other drawers to fill. What if a bunch of people from every tool manufacturer and even some DIY guys give you a new tool every time they stop by. Every time someone gives you one and says, “this one is magic, you should try it to see if it works,” you put it in the drawer. Then, when you encounter a situation in which your screwdrivers don’t do the job, you start pulling other “magic” tools you don’t understand out of the box to try them?

Is that a process designed for success? Is success even likely?

Tips and tricks, shortcuts and workarounds are good for experts. You have to know when to use them and what they do or else they’re just a barrel of monkeys likely to make a big mess. The usefulness of tools depends mostly on the user’s understanding of what they’re

Wehmeyer’s company, AudioFrog, makes it a point to offer the kind of quality audio that he hopes retailers strive for when tuning systems. Left to right: Andy Wehmeyer, Eric M. Carter, Ricardo Rangel. for and how to use them. If the guy who gives you one can’t explain why it works and when to use it and you don’t know either, then it isn’t a tool. It’s a monkey.

The Rules: For imaging, there are two rules: 1) the frequency response and the levels from the speakers that make up the right channel have to match the frequency response and level of the left channel when both are heard in the listening position and 2) the sound from the left and right speaker systems has to arrive at the listening position in phase. That’s it.

For tonal accuracy, the proportion of bass to midrange to high frequencies has to be right.

There’s only one correct and there are several processes that will get you there.

The differences between those processes can be significant. When you pull one part of one process out and stick it in a different process, you’re asking for trouble.

The process I’m suggesting here works.

It’s based on sound acoustic principles, 30 years of practice and making process adjustments for speed and accuracy.

There isn’t space in this article for

lengthy explanations of why each of these steps are the right ones. We’ll cover some of that in next month’s article.

If you’re integrating with a factory system and your DSP includes summing and automatic UN-EQ, perform that process first. This article is about tuning the system AFTER you’ve found or created a flat and in-phase 2-channel signal for the input to your DSP. There are four basic steps: Setting the gains, setting the delays, setting the crossovers and equalizing the system.

Before you begin, make sure all the speakers are connected in the correct polarity according to the markings on the amps and the speakers. Use a polarity checker if you need to. Don’t check them by ear with a vocal track and “play with the phase.” Don’t. Just don’t. The car isn’t going to image correctly now and it isn’t because of mysterious phase problems.

Don’t. Seriously. Don’t.

1. Set the Gains.

I recommend using a -10 dB sine wave track because that will provide a good balance between a system that sounds loud and is noise free. For full range amplifiers, you can use a 1 kHz sine wave.

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Figure 1. The smooth curves represent a clean, unclipped signal.

Figure 2. The UMI-1 is a new product offered by Audiofrog.

Figure 3. Try to measure as close to the center of the speaker as possible.

Figure 4. Use 24db/octave Linkwitz-Riley slopes

scope to set the input sensitivity of all of the amplifiers so that a -10dB sine wave causes the amp to clip. Then, turn the sensitivity control down until the clipping goes away (see Figure 1), Simple enough.

At the end of this process, you can turn all the amplifiers up or down by exactly the same amount to increase the level of the system or decrease the noise (if you have any). Or you can adjust all of the levels in the DSP equally.

2. Set the delays.

For the subwoofer amp, you’ll probably need a different track. A 50 Hz sine wave works well.

With the speakers disconnected, the crossovers defeated and the output levels in the DSP all set the same, use your

50 Mobile Electronics  August 2017

Place the microphone in the listening position and measure from the center of each of the speakers to the tip of the microphone with your tape measure (see Figure 2). If the speakers have grilles, measure from the center of the grille (see

Figure 3). The origin of sound from the speaker (not a horn) is the position of the voice coil. Estimate the distance from the grille to the position of the voice coil and add it to each of the measurements.

Doing this may help a little with crossovers, but it doesn’t matter for left to right imaging.

For the measurement to the subwoofer, measure a straight line. Don’t measure some convoluted path over or around seats. If there isn’t a straight path, estimate.

Write all of these measurements down somewhere. Then, look carefully in the manual for your DSP to determine exactly which information is required. Some DSPs require you to enter the distance you just measured. Some require you to enter the delays that will be applied to each channel. These can often be input as distance or time. Inputting the distance to the speaker and inputting the delay to be applied are not the same thing. Get this wrong and your process is already off the rails.

If the DSP requires distance measurements, then input the distance measurements you just made. If the DSP wants the delay values, then subtract the shortest distance you measured (to the nearest speaker) from all of the other distances and enter those values.

Figure 5 & 6. Underlap the crossover for the midbass and subwoofer.

Those are the delays that the DSP will implement.

If your DSP requires that you enter the delays in mS (milliseconds) you can convert those distances using the following formula: Delay in mS = Distance in inches / 13584” x 1000. For example, 30” = 2.2mS.

3. Set the Crossovers Note: Use capacitors on the tweeters in an active system. This is to protect the tweeters in case of a malfunction, incorrect crossover settings or a customer who fiddles with the settings.

Choose a capacitor that provides a filter frequency that at least an octave below the crossover frequency you’ll use in your DSP. Good starting values are somewhere between 30uF at 60uF. This isn’t critical.

This won’t have any effect whatsoever on the tune, but it will prevent damage.

Blown tweeters aren’t defective.

Choose a crossover frequency between your midrange and tweeter that’s between one-and-a-half and two times the tweeter’s free air resonance (Fs in the owner’s manual). Choose the low pass filter for the midrange at the same frequency and use 24dB/octave LinkwitzRiley slopes (see Figure 4). Ignore the other ones like Butterworth (causes a dip or a peak at the crossover), Bessel (slopes are too shallow) and Chebyshev (really steep slope, but causes ringing— these are good filters for removing power supply noise, but they aren’t good for crossovers).

If your system is a three-way, choose a crossover between the midrange

and midbass drivers that is equal to or higher than the free air resonance of the midrange. Just like before, choose 24dB/ octave Linkwitz-Riley slopes. Use the same frequency for the low pass filter and the high pass filter.

Next, choose the high pass filter for the front midbass (midrange in a 2-way) at or above the free air resonance of the speaker (see Figure 5). There’s no need to cross your midbass over at 40 or 50 Hz. 70 or 80 is fine. Same as before, choose 4th order (24dB/octave) Linkwitz-Riley slopes.

If we use the same frequency as the high pass filter we’ve applied to our midbass and then we boost the level of the subwoofer, we change the acoustic crossover frequency, see Figure 6. That changes the phase relationship between the sub and the front and makes tuning difficult. It also makes getting the illusion of bass in the front of the car difficult.

Instead, set the low pass filter for your subwoofer half an octave below the high pass frequency you chose for the midbass speakers. Choose 24dB/octave Linkwitz- Riley here too. Setting the frequencies this way keeps our acoustic crossover much closer to our target and makes tuning the transition from bass to midbass easier (see Figure 7).

Note: An octave is a doubling or a halving of the frequency, so half an octave below 80 Hz is 60Hz. Half an octave below 70 Hz is about 52 Hz. If you need a formula, use this one: LP filter frequency = (high pass filter frequency + ½ high pass filter frequency)/2.

Figure 7. Underlapping the crossover for the midbass and subwoofer results in a truer subwoofer crossover point.

4. Adjust the Frequency Response Next, get out the RTA and a pink noise disc. Place the microphone and play the pink noise. We want to start by looking at only one side—left or right. This should include the subwoofer. Choose one side and mute the other.

The objective of the rest of this process is to adjust the channel levels and the equalizer so that the response we measure with the microphone matches the target response in (see Figure 8).

The rest of the tuning process can be summarized as matching the levels of the various channels (subwoofer, midbass, midrange and tweeter) at the crossover points and then using our equalizer to flatten the peaks and dips in between.

There are a couple of ways to do this.

The first is to equalize each speaker that corresponds to a separate DSP channel individually to precisely match the target crossover response, or we can equalize the whole channel at once.

I have suggested the 24dB/octave Linkwitz-Riley crossovers because using them makes all of this easier. Because the filters are so steep, the acoustic response of the speaker is much more likely to match the target response of the electrical filter without requiring a bunch of additional equalization near the crossover frequencies. Additionally, 24dB/ octave Linkwitz- Riley crossovers are in phase at the crossover and won’t require any swapping of polarity to fix the phase problems that you’ll encounter using 2nd or even 4th order Butterworth filters.

Since we’re using the 4th order slopes we’ll use the second method, which is to

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Figure 8. A suggested target curve for setting the equalizers.

Figure 11. Make visible the saved response curve and compare it to the current curve.

52 Mobile Electronics  August 2017

Figure 9. Suggestions for changes to correct the response.

look at and tune the entire left channel first and then match the right channel to the left. In your DSP, you may need to use the EQ filters in each of the channels to remove peaks and dips, but the process is the same. We’ll start with the left channel.

As in the example in Figure 9, start by raising the level of the midbass channel using the channel level control in the DSP until the dips at 80 and 200 Hz are gone and the level at those frequencies

Figure 10. Make sure to save the response curve for each channel.

matches the target. Then, using the equalizer, reduce the peak at and around 120 Hz until the response in that region matches the target.

Next, using the equalizer, reduce the peak at and around 600 Hz. Then, raise the level of the midrange channel so the response in that region matches the target. Finally, using the EQ, cut at 2.5 kHz a little bit to remove that peak.

Once the measurement of the channel frequency response pretty closely matches the target, save the response, see Figure 10. With the response of the left channel on the display, use a similar process of level setting and equalization to match the right channel to the left channel (see Figure 11).

When the channels are matched, you’re done. You should always be able to remove peaks with the EQ, but some dips cannot be fixed. If you have a dip in one channel that you can’t eliminate, put a matching dip in the other channel. The frequency response of the system may not be perfect, but this will prevent the image from moving back and forth for sounds that occur in the region where the dip occurs in one channel.

In next month’s article, we’ll explain why this process works, compare it to other kinds of processes and also cover equalization in more detail. For this article, I’ve used Room EQ Wizard and True RTA as analysis tools and used Audiofrog’s UMI-1 tuning kit. You can find those at the following websites: Room EQ Wizard: www.roomeqwizard. com; True RTA: www.trueaudio.com; Audiofrog UMI-1: www.testgear.audiofrog. com. Happy tuning! 

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SUBMITTED BY CHRIS PATE, MOBILE TOYS, INC., COLLEGE STATION, TEXAS

Top 12 Installer Chris Pate and his team were tasked with building a full custom interior and installing a great sounding audio system in this 1967 Chevy C10 truck. The interior houses two sets of Focal ES165 KX3 components and six Focal Flax P20F 8-inch subs. For amplification, the team used a Mosconi Zero One for the subs and two Mosconi AS 100.4s on the mids and highs, with processing done with a Mosconi 6-8V8 Aerospace processor.

54 Mobile Electronics  October 2016

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This 2003 Acura CL was given a makeover with blue chrome wrap over its black factory paint. The team added all Kicker speakers, amps, subs and interconnects, an Epicenter Indash bass restoration processor on top of a Sony double-DIN head unit and a Precision Power PPI DEQ-230 equalization processor. The build also included two infinity mirrors, lots of acrylic, and about 30 meters of blue and white LED tape.

56 Mobile Electronics  October 2016

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