Mobile Electronics Magazine - December 2019

December 2019

me-mag.com

Lawson’s uses 23 years of experience to tackle 35 cars a day and combat Internet sales with same-day service In-Person Principles

PLUS

M.A.G. Sales relies on face-to-face selling and support to elevate dealers in the Southeast

Horizon’s Cause: Car Show Supports Two Charities on Ohio Where are They Now? Interviewees Share 2019 Evolution Reverse Gear: Tech Today Puts Customers in the Driver’s Seat

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Volume 49 // Issue 12

Articles

18 14

18 Retail News / Who’s Who 58 Installs

Departments

FEATURES 14// What’s Happening: Evolving into the New Year As the year comes to a close, industry professionals take a look at how they’ve evolved—from LYNX’s revitalized company focus in Colo., to the formation of Warrior Wheels benefiting veterans in Ocala, Fla.

6 Editor’s Forum 8 Feedback

Ad Index

26// Real World Retail: Lawson’s Car Audio

Accele Electronics..........................…p. 2&3

When it comes to turning up the tunes, Lawson’s Car Audio aims to give customers exactly what they’re looking for by being prepared for any situation.

Alpine…........................................................p. 33

40// Difference Makers: M.A.G. Sales

DD Audio..................................................…p. 21

While offering training resources and support for vendors, M.A.G. Sales focuses on remaining flexible and versatile to better serve both large and small companies.

44// Strategy & Tactics: The DNA of High Achievers What motivates a person to excel in business, sales and life? By taking a closer look at the power of beliefs and trajectory-changing mindsets, we can take our businesses to the next level.

AudioControl..........................................…p. 17 Firstech: Drone Mobile.....................…p. 59 Fullriver Battery: Full Throttlep........... 57 HD Radio.................................................…p. 25 Hertz……....................................................…p. 13 InstallerNet............................................…p. 37

48// Tech Today: Stealth Sound Quality

JVC..................................................................p. 11

This month, we take a closer look at an audio system masterpiece through the eyes of the client.

Kicker.........................................................…p. 31

On the Cover COVER DESIGN: Manny DeJesus Featured on this month’s cover is Morgan Lawson of Lawson’s Car Audio, a family-owned business that’s been serving Augusta, Ga. since 1994. The shop has two main focuses responsible for continued growth—always being prepared to meet the needs of customers, and connecting with the community through charity-driven raffles and events.

Mobile Electronics Association......p. 39 MECP........................................................…p. 35 Memphis Audio…....................................p. 47 Metra Electronics…...............................p. 29 Orca: Focal.................................................…p. 7 Radenso.....................................................p. 43 Rydeen Mobile Electronics............…p. 43 SiriusXM…...................................................p. 12 Sony….............................................................p. 5 SounDigital...............................................…p. 9 Uniden......................................................…p. 20 USA SPEC...............................................…p. 57 VOXX Electronics…...............................p. 60

4 Mobile Electronics December 2019

2019 New Product Award Runner-up

Discover the Sony XAV-AX8000 large display digital media receiver with anti-glare screen and Apple CarPlay and Android Auto™ support.

3-way adjustable display mount for installation in a variety of vehicles.

Adjust up/down

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Anti-glare screen reduces reflection in vehicles where sunlight may shine on the display.

Adjust tilt With new anti-glare screen

Traditional screen

www.sony.com/car ©2018 Sony Electronics, Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Sony and the Sony logos are trademarks of Sony Corporation. Android Auto works with devices using Android 5.0 software or higher. Some devices may not yet support Android Auto, see the Google site for the latest list of compatible devices. Android Auto and its logo are trademarks of Google Inc. Apple CarPlay works with iPhone 5 and newer phones. Apple CarPlay and its logo are trademarks of Apple Inc. Features and specifications are subject to change without notice.

facebook.com/MobileElectronics 5

editor’s forum

What You Should Have Learned By Now

(Warning: There’s an old, tired cooking cliché in here, but just go with it.)

We put a lot of thought, experience, effort and strategy into determining what will fill the sixty-or-so pages of every issue of Mobile Electronics. Of course, it’s not all editorial: half of the pages on average contain advertising of new products and services from industry vendors. Kudos to them, first, for trusting us to educate, inform and empower their retailers, to the point that they find value in associating their products and brands with our editorial.

The rest of the space is allocated to you. If I were to create Mobile Electronics magazine in a mixing bowl, I would start with a base of technical information since that is our heritage from our Installation News days. Besides, seeing finished work and how it was done represents the endpoint of every effort that comes before. A great article by David McKinnon taught you how to compare products by their sonic performance. A four-month series covered next-generation tooling, including 3D printing, laser and CNC. And Joey Knapp laid out the 15 tools every professional should keep in their toolbox.

On top of that would be the exact opposite ingredient: a healthy dollop of business stuff. Though Mobile Electronics was founded on the sharing of installation expertise, it evolved to be the vehicle by which hobbyists turned into smart, insightful entrepreneurs. A consistent measure of proven methods, strategies and tips from experts within and without our industry has transformed passion into profit. Tomas Keenan urged owners to step out of the store “box” to better plan a vision for the business. Vince De Stefano helps sales professionals improve their margins with specific accessory sales tactics. Brandon Green and company offered their experience in improving shop efficiency by having the right tools and parts on hand. And a great story in February outlines how to find, grow and maintain loyal employees.

The third major ingredient is a slice of peer knowledge.

The most effective learning happens when people share their firsthand experiences with other people, especially when both perform the same tasks or are responsible for similar outcomes. Every month we survey and interview hundreds of retailers—as well as perform an in-depth study of a chosen retailer’s business—with the goal of providing boots-onthe-ground solutions that have been vetted by people and businesses just like you and yours. Jaime Palafox shared how hiring a generic marketing company flopped, but doing his own grassroots social media paid dividends. Titan Motoring

6 Mobile Electronics December 2019

credited its cross-training program for improving store communication and knowledge. Chris and Samantha Pate relayed how their car show strategy brings in a continuous flow of new business, while Sound FX Owner Brian Layton talked about how employee empowerment cements loyalty and eliminates turnover.

The most effective learning happens when people share their firsthand experiences with other people, especially when both perform the same tasks or are responsible for similar outcomes.

Fourth on the list is a cupful of current events. This includes features on issues that are happening today in and around our industry, products and services to enhance business operations, and the latest gear to add to your product mix.

The growing social network for industry professionals has become the go-to resource to get help or advice with the click of a mouse. Understanding the effect of tariffs helps retailers prepare for and adjust to pricing changes and product delays. MECP’s rejuvenated push and support from vendors has raised the importance of certification. Diversification became the engine that’s pushing retailers to leverage every asset of their businesses. And of course, the Mobile Electronics Industry Awards celebrated more than 200 stores, businesses, brands and individuals that represented the nest we have to offer.

The last ingredient is a sprinkling of insight. Most of the time this is “beyond the store” advice in the form of editorials that focus on enhancing your personal potential. I’m happy to say I enjoy providing this ingredient most of all.

I want to thank the writers and contributors who have helped us bring you the information that elevates your business: Laura Kemmerer, Jamie Sorcher, Joey Knapp, and our own managing editor, Rosa Sophia. I’d also like to thank all of our guest contributors who continue to add so much of their industry knowledge to the pages of this magazine. We couldn’t “bake” this book without you!

 feedback

What’s Your Vision?

Retailers focus on the customer, sound quality and diversifying for maximum impact, while ensuring a clear vision for the business.

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

EDITORIAL Solomon Daniels Editor-in-Chief 978.645.6463 • solomond@mobile-electronics.com Rosa Sophia Managing Editor 978.645.6466 • rosas@mobile-electronics.com Creative Layout and Design: Manny DeJesus Contributing Editors: Jamie Sorcher, Joey Knapp and Laura Kemmerer

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

“I think everyone can benefit from defining their business. Is it a retail box mover? Is it a high-end boutique? Once that is defined, make sure you align your business with vendors that support your vision.” Pat Lee, Certified Autosound and Security, Chilliwack, British Columbia, Canada

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 Tony Frangiosa, Chairman of the Board, MEA

“Embracing working with local boat, motorcycle and powersports dealers has been great for our business. We also make sure to focus on not letting the normal business suffer for the new business.” Nick Williams, Mobile Sound Systems, Arlington, Texas “Focus on the customer, not on your achievements. Show your achievements, but realize that the customers are what make your achievements happen at least 50 percent of the time.” Heath Oliver, Rekless Rydes, Lufkin, Texas “Focus on the sound quality. That’s why customers are at your store....

Looks are cool, but if it doesn’t sound good, then we did not deliver.” Don Lester, Internetfellas LLC, Nashville, Tenn.

“Train as much as you can, even if it’s just an impromptu presentation during working hours when a new product is delivered. Even employees who have been with you for years will experience new products, vehicles and situations every day. We have to keep that knowledge and interest flowing.” Kimberly Trainer, Car-Tunes Inc., Greenville, Miss.

8 Mobile Electronics December 2019

1) Title of publication: Mobile Electronics. 2) Publication No.: 957-170 6.

(ISSN#1523-763X) 3) Copyright © 2019by the Mobile Electronics 4) Date of filing: Oct.1, 2019.5) Frequency of issue: Monthly. 6) No. of issues published annually: 127) Annual subscription price: $35.00. 8) Periodical postage paid at LawrenceMA and additional mailing offices. 9) Complete mailing address of known officeof publication: 85 FlagshipDrive, Ste F, North Andover, MA 01845.

10) Completemailing address of the headquarters or general business offices of the publisher:85 Flagship Drive, Ste F, North Andover, MA 01845. 11) Full names and completemailing address of Publisher, Editor and Managing Editor: Publisher: Chris Cook,85 Flagship Drive, Ste F, North Andover, MA 01845; Editor/Managing Editor:Solomon Daniels/Rosa Sophia, 85 Flagship Drive, Ste F, North Andover, MA 0184512) Owner: MERA, Mobile Electronics Retailers Association, 85 Flagship Drive,Ste F, North Andover, MA 01845. 13) Known bondholders, mortgages, andother security holders owning or holding 1% or more of total amounts of bonds,mortgages or other securities: None. 14) Tax Status: Not applicable.

15) Name ofPublication: Mobile Electronics. 16) Issue date for circulation data below: October2018. 6. a) Total no. copies (net press run) Average: 10,237 Single Issue; 12,826.b) Paid/Requested mail subscriptions Average: 6039, Single Issue: 7346. c) Paidsales through dealers, etc.; Average: 0. Single issue; d) Requested distributed byother classes of mail: Average: 435, Single issue: 520. Total paid and/or requestedcirculation; Average 6039. Single issue: 7346. e) Nonrequested distribution bymail; Average: 3593Single issue: 4223. Free distribution through other classesof mail: Average: 0, Single issue: 0. f) Non-requested distribution outside the mail;Average: 267. Single issue: 750. g) Total nonrequested distribution; Average3860, Single issue: 4973. h) Total distribution; Average: 9,899. Single issue: 12,319.i) Copies not distributed; h1) Office use, leftovers; Average: 338. Single Issue; 507j) Total; Average: 10,237. Single issue; 12.826Percent paid and/or requestedcirculation; Average: 61.01%. Single issue 59.63%. 17) POSTMASTER: Please sendaddress changes to Mobile Electronics, 85 Flagship Drive Suite F, North AndoverMA 01845-9998

 stats

Distribution, Part 2: Sentiment Analysis Write-In opinions on distribution are good on returns, so-so on availability.

(Due to space, not all written responses are listed.)

Product Availability 58%

Warranty and Returns Handling 25%

17%

59%

28%

13%

“About 40% of the items that my distributor has listed is out of stock. I have had to resort to ordering direct several times.”

“Never had an issue, but I do not abuse the policy either. I get a detailed report emailed to me of what I returned and whether I get a credit or exchange on each item.”

“Due to current tariff issues there seems to be a few more back orders.”

“The process is relatively painless and quick. In some cases, advanced exchanges are arranged which is awesome for the customer.”

“Product is normally in stock although if not, it can be like pulling teeth sometimes tracking special orders.”

“Just easy to order and receive in a day’s time.”

“It is still sometimes tough dealing with a distributor that has to get authorization from the mothership in the US on certain things, but for the most part, its ok.”

“Whenever there is a problem they drop everything to make sure we are taken care of.”

“We call and get RA right away. It should never be harder to return a product than ordering one.”

“It’s frustrating waiting weeks for them to have an item in stock when Amazon has stock.”

“Sometimes it’s better than the manufacturers.”

Product Knowledge

Service, Advice and Expertise

54%

27%

19%

58%

21%

21%

“If they don’t know something, they will say they don’t know and then find out the answer.”

“They push whatever the flavor of the month happens to be, rather than what I need.”

“They know the products in and out. Most of the time they even know about competitors’ products.”

“They help you find the correct product for the job. They are willing to do research if needed. Always putting the customer first.”

“Sales guys are MECP certified and several support team members are passionate about the 12-volt business.”

“Too much product knowledge needed and they aren’t sure what’s what.”

“There is always one person that is up-to-date on the newest products that come out.”

10 Mobile Electronics December 2019

“Checks my inventory levels, writes my orders for me, helps my techs, speaks to my customers.”

“They are doing the best they can at that time and sometimes say what they think you need to hear.”

“Very good on marketing and the best way to promote on social media.”

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Android Auto works with devices using Android 5.0 software or higher. Some devices may not yet support Android Auto, see the Google site for the latest list of compatible devices. Android Auto and its logo is a trademark of Google Inc. Apple CarPlay works with iPhone 5 and newer phones.

Apple CarPlay and its user interface are trademarks of Apple Inc. For safety, various touch-screen functionality is disabled while the vehicle is in motion. See your local authorized dealer for more details. All logos are registered trademarks of their respective owners.

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 helpful stuff

Go Like Hell: Ford, Ferrari and Their Battle for Speed and Glory at Le Mans

BY A.J. BAIME

This epic story is getting lots of attention now because it’s the same one playing on the big screens this fall: Ford V. Ferrari. Back in the 1960s, the Ford Motor Company was falling behind. Young Henry Ford II—who had taken over his grandfather’s company with very little business experience—needed to make a change. Baby boomers were taking to the road, but wanted speed and style rather than safety and comfort. Conversely, Enzo Ferrari engineered cars that were all about style and dominated the European racing scene. This book tells how Henry Ford II, with the help of young visionary Lee Iacocca, and former racing champion turned engineer, Carroll Shelby, concocted a scheme to reinvent Ford. They entered the high-stakes world of European car racing and started to design, build, and race a car to beat Ferrari at his own game. Go Like Hell takes readers back in time to a rivalry between two industrialists, the cars they built, and the “pilots” who would drive them to victory or doom.

CES 2020 WWW.CES.TECH

It’s the largest tradeshow in North America, and quite possibly the most influential tech event on the planet. CES has also become a stomping ground for automakers to show off car concepts, demo self-driving vehicles and host ride-and-drives. With 290,000 square feet of dedicated vehicle tech exhibit space, the show is front and center for the future of the automobile. One of the keynote addresses at CES will be given by the Chairman of the Board of Daimler AG/ Head of Mercedes-Benz.

The show officially opens on January 7, with more than 4,500 exhibitors and over 180,000 attendees expected. Viva Las Vehicles!

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Rush My Passport WWW.RUSHMYPASSPORT.COM

If you plan to do any business travel for next year, now’s the time to check your passport’s expiration date. Most passports are valid for 10 years from the date of issue. There are certain criteria that allow you to renew by mail. Simply fill out the DS-82 form which can be found online. If you don’t meet the criteria to renew online, it has to be done in person at one of the regional passport offices around the country. Sometimes an appointment is required. Conveniently, FedEx has teamed up with Rush My Passport to roll out the nationwide program for rush passports in just one business day. The service is a one-stop-shop for expedited processing. Customers can stop in at 2,000 FedEx locations or complete the tasks online and choose from a tiered system of expedited timeframes, including 24-hour service, next-day service (two business days), priority service (three to five business days), rush service (six to seven business days), standard service (eight to 10 business days) and rush renewal (10 to 12 business days).

TSA Pre Check WWW.TSA.GOV/PRECHECK

Airports can be extremely stressful especially if you find yourself waiting in a long and winding security line. Many frequent travelers are opting for a membership with TSA Pre Check that is valid for five years and costs $85. You’re able to zip through security and don’t need to remove your shoes, laptops, liquids, belts or light jackets. To apply just submit an online application and schedule an in-person appointment that includes a background check and fingerprinting at an enrollment center. Approval can be as soon as three days after completing the visit.

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 What’s Happening

Evolving into the New Year As the year comes to a close, industry professionals take a look at how they’ve evolved—from LYNX’s revitalized company focus in Colo., to the formation of Warrior Wheels benefiting veterans in Ocala, Fla. WORDS BY ROSA SOPHIA

To celebrate the onset of the coming New Year, we decided to check in with some of the industry professionals we spoke with over the last twelve months and see how things have evolved. In January, Mobile Electronics magazine spoke with Kris Bulla, a consultant for MECP. This past year saw increases in certification numbers, according to Bulla, who said that re-energizing the program and encouraging more technicians to become certified will always be an ongoing goal as it was in 2019. “We do feel that the increase in the exposure of the program has been positive in terms of overall certification numbers,” he added.

The MECP Basic Installation Technician Study Guide revision is now complete, and the guide will be available for purchase by the end of this year, Bulla noted. Additionally, he added, the MECP Basic Installation Technician Exam should be available around the beginning of February 2020. As technicians continue to pursue additional training, and shops look at where they can best increase revenue, diversification of product offerings opens new doors to creative ways of interacting with local communities.

Diversifying into Motorcycle Audio Opens Doors to Charity Work At Ocala, Fla.-based Ocala Car Audio, Parish Tanner noted that the business’s expansion into motorcycle audio in the past year has proven fruitful. And it led to the creation of Warrior Wheels, which is on its way to becoming a 501(c)(3)

14 Mobile Electronics December 2019

nonprofit charity independent from the business itself.

Tanner got the idea after a new customer came to the shop. “He’s a quadriplegic and he does a lot to help other veterans,” he said. “He told me the statistics of how many veterans commit suicide every day. And then about a month later, my nephew Christopher committed suicide.”

Tanner spoke with a couple of his friends and they decided to do something to help. When things began coming together, he added, it was clear the project had grown into something larger. “We decided we needed to turn it into a real charity.” Tanner coined the name Warrior Wheels, which he said “just seemed to fit.”

The focus of the charity is to help at-risk veterans by giving them motorcycles. Tanner said this offers the veterans recreational freedom so they can go out, helping them to reset their minds. As vehicle donations started coming in, the necessity for official nonprofit status became clear. “We’ve started setting up the bylaws for a nonprofit,” he said, “to make it a legitimate charity independent of the company.”

Warrior Wheels has also partnered with the local Harley-Davidson dealer, which Tanner said is giving the charity four motorcycles in the coming year to give away to veterans.

A byproduct of the charity has been the building of a relationship with the Harley-Davidson dealer, he added, which has also led to more business referrals for Ocala Car Audio. The dealership also hosts a Cars and Coffee event, which both

Ocala Car Audio and Warrior Wheels will be participating in. “The first time they did it, they had about 528 cars through there, 250 show cars, and this time they had over 600 cars, with over 300 show cars,” Tanner said. For the coming show, Warrior Wheels and Ocala Car Audio will each have its own separate booth.

Along with giving away a motorcycle, a veteran who receives a bike will be part of a mentorship program. “A vet who has issues—they don’t have a vehicle, they don’t have things they need, they may have made some bad life decisions—we want to get them into a mentorship program that will help them learn how to be reemployed, how to own and maintain a vehicle, and to help them learn budgeting and different skillsets that may help them be more successful long-term,” he explained.

Veterans will also have access to regular meetings with one another to build a comradery between them, to give them a support structure, Tanner added. Warrior Wheels now has a board of eight members, and is looking to add a treasurer and a chaplain. Even the mayor has gotten involved with the project. “We’re getting really active in the community to bring support forward,” Tanner said.

Learning to Be Flexible Helps LYNX Level Up After LYNX Customs’ in Centennial, Colo. expanded into vehicle wrapping this past year, it became clear to owner Luke Farley that they’d found a sweet spot.

Back in March, Farley said the business expected to wrap double the number of

Evolving into the New Year

attractive and enjoyable, Hungerford said.

“The shop area is almost done.

We put in all new cabinets and I redid the floor.

The place looks great, very clean and neat,” he added. However, the remodel had to be put on hold temporarily due to cost. The showWarrior Wheels—created by Parish Tanner of Ocala Car Audio, center—has already given away three motorroom remodel will cycles in their mission to help at-risk veterans, with plans to do even more as the organization works toward continue in the becoming an official nonprofit.

Spring. “Customstruggled to grow its audio business, ers have already responded positively he added. Diversifying into car wraps to how the shop area looks and complioffered a solution. mented us on the new appearance. I love “We’ve been doing it for a while so bringing people back into the shop area it’s growing exponentially as word to show them where their car will be gets out. We service more people, and worked on.” they tell their friends.”

The team is looking forward to Right now, he added, the main finishing the full remodel, he added. Hunfocus is on the bottom line. Now that gerford said he also has a two-year plan they’ve found something they can to expand the store. If they can obtain sell well and excel at, Farley said he’s the space in the other half of the building focusing on making it better and they occupy, he said, expanding would better with each job. The category simply mean removing a wall. has required very little marketing, While working toward improving and most customers come to the shop things at the shop, staying connected through word of mouth. The growth with the team keeps everyone positive. in the category has even allowed Communication is key, and Hungerford A veteran who receives a bike from Warrior Farley to hire two more staff members added that before he makes any changes Wheels will also have access to a support whose specialty is vehicle wrapping. at the shop, he always runs it by the team system to help them get back on their feet Further, the business plans to expand first. and re-enter the workforce. to more locations.

“George [my sales guy] and I recently cars in 2019 that it wrapped the previ“We want to go outside of Denver, went on a golf outing,” he said. “We took ous year. As anticipated, the goal was but I am not sure where yet,” he said. “It’s a weekend off. It was nice to get out and reached. very tricky. It’s a big risk, so we’re treadhave it not be work-related. I tried taking Diversifying both increased reveing very lightly.” him to Dallas KnowledgeFest with me, nue and changed the trajectory of the but he couldn’t make it.” company. Farley said the company has Focused On Maintaining Positive Improving efficiency has also been rebranded and now goes by the name Store Culture a focus. KarTele recently adopted the LYNX Auto Wraps and More. They did so In May, Mobile Electronics magazine 12v.Biz Toolbox with Tony Dehnke. The very quietly so as not to alarm any reguspoke with Mike Hungerford of KarTele scheduler works from a computer, tablet lar customers.

Mobile Electronics in Waterbury, Conn. or phone and allows the shop to send “We still offer JL Audio and some The shop continues to do small things reminders to clients. “It will automatother brands,” Farley said. “We have some every day to maintain positive store culically text someone when their car is product lines for our car electronics, but ture. The in-process store remodel has ready,” Hungerford said. “It takes stress we narrowed it down to focus on our car already done a lot to impress customers off us so we don’t have to make phone wraps.” The change came when LYNX and make the work environment more calls all the time. Everything is in the facebook.com/MobileElectronics

15

 What’s Happening

The shop remodel is mostly finished at KarTele Mobile Electronics, with the showroom remodel slated to be complete in the Spring. computer and it helps with productivity.

Even when I’m home on the weekends, I forward the calls to my cell phone, and if I get a call I can schedule an appointment right there instead of having to tell them to call me back.”

Once again, the shop also participated in the local Duck Day race. The race is a nonprofit that raises money for charity.

“Since we sponsor the event, we get to make corporate ducks, and this year we did an Avengers theme. Myself, George and Rich [our installer] came up with a design and I had my daughter come in and help paint it,” he said, adding the side project always brings the team closer together.

“When we were selected as a Top 50 Retailer, it put a little extra kick in everyone’s step around here,” Hungerford added. “It prompted us to take a second look at everything from customer walk-in, appointment taking, vehicle drop-off, installation times and productivity. We tried to view the whole experience from the customer’s standpoint.”

Having the team’s input on new policies and procedures, he added, is key to the wellness of the business and positive store culture. “Everyone gets to voice their opinion,” he said. “There’s always something I might not have thought of myself, or a small change we could make to something we’re already doing.”

Growing and Diversifying Into the New Year Ocala Car Audio is looking toward expanding into windshield protection film for high-end vehicles, and Tanner

16 Mobile Electronics December 2019

said they have the samples but have yet to begin. As the remodel continues for KarTele Mobile Electronics, and LYNX Auto Wraps and More sets its sights on additional locations for 2020, MECP will continue with its goal of getting more and more technicians on the path to certification.

Next year, Bulla said, the rewrite of the MECP Advanced Installation Technician Study Guide will begin and should be available by the end of the year. The new exam will be coming in February of 2021.

This past year saw a heightKarTele Mobile Electronics chose an Avengers theme ened effort to raise awareness, for this year’s Duck Day duck race, a local charity “including the new MECP event that creates a nice side project and helps bring Certification call-out page the team together. Owner Mike Hungerford’s daughin Mobile Electronics magater Rachael also came in to help paint the duck. zine each month highlighting recently certified or re-certified techniFarley said honing in on car wraps cians and specialists,” Bulla said. MECP turned out to be the best solution to revistayed visible at KnowledgeFest events, talize his business. “We’re getting ready with booths manned by Master certified to enter our tenth year. Without diversifytechnicians who helped answer quesing, I wouldn’t have been able to make it tions. “New test proctoring and honorary this far,” he said.

Master technician guidelines were introHe recalled reading a column in Mobile duced,” he added, “and Ernie Hartman Electronics magazine a couple years back from AAMP Global was introduced as a in which editor-in-chief Solomon Daniels new Honorary Master Installation Techni- wrote, “Be like water. Be flexible and get cian this year.” in where you fit in.”

Hungerford looks forward to finishFarley said he took this to heart. “I ing a nice waiting area for customers. He always thought it was great advice. It can hopes to expand categories of emergency be taken in a lot of different ways, but he vehicle lighting, window tinting and to put it in context for this industry and I “create dedicated areas instead of having thought it was very important. It’s been everything compacted into one space.” very important for me,” he added.

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 retail news

WORDS BY LAURA KEMMERER

Horizon Audio Hosts Successful “Car Show for a Cause”

The mobile electronics industry is one of the most generous out there, and in continuing this tradition, Canton, Ohio-based Horizon Audio recently hosted its first “Car Show for a Cause,” with the aim of helping two local organizations: Refuge Of Hope and Wishes Can Happen.

Horizon Audio President Aaron Joseph noted that it had been a while since the business hosted an event. At the quarterly meetings between the three store locations, team members continued to broach the subject of holding a car show. Last year, Joseph committed to setting something up for this year, adding that he feels strongly about local nonprofits and he wanted to throw the event as a benefit.

“Refuge of Hope is a local nonprofit that’s been around a while, and they recently broke ground in downtown Canton and

18 Mobile Electronics December 2019

built a new facility. It’s faith-based. They house men for up to 90 days, require them to stay clean, and mentor them to get them back into the workforce and help them find a good living situation,” he explained. “They feed them, pray with them. They provide meals to men, women and children. They do a lot of good for this community—they’re really helping out.”

The second charity they chose to support was Wishes Can Happen, which Joseph said is similar to the Make a Wish Foundation. “They work with children who have life-threatening conditions,” he said. “They find out their dreams and make it happen.”

To help out these nonprofits, Joseph decided to have a car show which featured a SQL Sound Quality League sanctioned competition. Spectators were able to vote and trophies were given out. In all, the show featured around 120 cars, a number of sponsors and equipment raffles. Proceeds were split between the two foundations.

“This is the first one I have done, but I didn’t advertise it as the first annual because that’s an awful lot of work and there’s expense involved. I didn’t want to commit too early, but I was overflowed with joy with the outcome of it,” said Joseph, adding that he’s confident he’ll do it again next year. “I have learned some things now, so I’ll be able to fine-tune it.”

Certified Autosound and Security Sees Business Growth, Shift in Focus Despite a rocky first half of the year, British Columbia-based Certified Autosound and Security—which has three locations— has seen increased growth of business as well as a shift in focus from strictly boutique to a hybrid of boutique and retail.

Owner Pat Lee noted that in the midst of the shift in business focus, they needed to find a good balance between the two elements.

“There’s being a retailer where there’s lots of inventory and you’re moving boxes over the counter, and then there’s the boutique style where it’s basically a showroom by appointment only.

We want to be a hybrid of those two, catering to more clientele,” Lee explained.

The business is located in a smaller demographic, he added.

“Before, we were more of a box-moving retailer and then we shifted all the way to a boutique, install-only style of store where we catered to a certain type of clientele.” Lee said what made this difficult was the smaller population: “The three cities we’re in have between 80 and 150,000 people per city, and we’re just not pulling two million people out of a big city like some other shops might be. We’re trying to be a hybrid so we can cater to more clientele.”

With the change in business focus, Lee emphasized that the appearance of the store really hasn’t changed, noting that the shop doesn’t stack product. While Certified Autosound aims to provide the boutique feel for those who stop in, there is also an element of selling more affordable product for customers in an attempt to cater to the best of both worlds.

“Recent market shifts include people buying more online.

[We’ve moved away from how it was] five or six years ago, when we were more of a regular retailer. We had lines out the door for Boxing Day and Black Friday, and those things have just steadily petered out. That style of business just isn’t doable anymore,” Lee said. “We’ve had to shift and adapt to that, and change our mentality on it.”

To get the name of the business out there a bit more, the shop recently began working with more charities and programs. Lee also added that being involved with the community proved a good way to combat market shifts. The shop is also making a point of expanding its product offerings to truck accessories and other options in order to also expand market share.

“Some categories have slowed down, while others have exploded. Rear-seat entertainment for us has really died off, but dash cameras have really exploded. Something takes the place of what’s gone down,” Lee said.

Recently, the business also invested in a laser and CNC. “We’re able to fabricate parts on our own which is really nice. Prototyping things and being able to replicate them has been pretty huge for us.” facebook.com/MobileElectronics 19

 retail news

Who’s Who Tony Gestri

Doc’s Auto Sound City: Chico, Calif.

Years of Industry Experience: 36 Hobbies: Go-karting and drone flying.

What you’re really good at: Fixing things.

20 Mobile Electronics December 2019

Keith Price Tint World

City: Cary, NC Years of Industry Experience: 22 Hobbies: Car audio and electronics, woodwork and sports.

What you’re really good at: Wiring and fabrication.

Faces in the Industry Saul Sanchez

NVS Audio City: Roselle, NJ Years of Industry Experience: 2 Hobbies: Car shows and concerts.

What you’re really good at: Clean wiring.

facebook.com/MobileElectronics   21

 hot sellers

Convenience and easeof-use helps win over customers who may be undecided, while product demonstrations continue to pave the way.

Sony XAV-AX5000 CarPlay / Android Auto Submitted by: Mike Stoeckmann, Tune Time Stereo & Alarm, Redlands, Calif.

Main Selling Features: “With most customers, what really hits home is the ability to connect your phone to the radio for Apple CarPlay or Android Auto. That saves them money when it comes to a navigation head unit.”

Primary Objection: Compatibility.

How to Overcome: “We demonstrate the product to show them how easy it is to use.”

DD Audio 1506 6.5-Inch Subwoofer Main Selling Features: “When both lack of space and lack of bass are an issue, the 1506 is the solution. It features DD Audio’s most compact ESP design with a 2-inch high-temp voice coil, VROM surround, and a multilayer composite spider allowing it to handle power and excursion levels well beyond normal 6.5-inch drivers.

Offers 300-600 RMS, 2400 Peak, dual 2-Ohm or dual 4-Ohm.”

Kenwood DNX875S Double-DIN All-in-One with Navigation Submitted by: Adrian Manrique, Mid-State Distributing, Broadview, Ill. Main Selling Features: “Let me demonstrate this unit so you can get a better understanding of how easy and simple it will be to navigate through the device itself.”

Primary Objection: “Compatibility. Learning experience from both the seller and buyer takes time.”

How to Overcome: “This is an all-in-one unit. Based on everything you say you need, this unit will do just that for you.”

22 Mobile Electronics December 2019

Kenwood eXcelon DDX8905s DVD Receiver Submitted by: Bill Sommers, Sommer Sound Systems, Panama City, Fla. Main Selling Features: “There are many advantages to this piece actually, but one of the immediate ones would be GPS. The antenna is included for increased location accuracy during CarPlay/Android Auto modes.”

Primary Objection: Price.

How to Overcome: “In order to overcome cost objections, I will inform the customer of the extended warranty that Kenwood eXcelon offers as well as the ability to Interface the DRV-N520 Dash cam for future upgrades, and if applicable, the iDatalink Maestro benefits.”

Phoenix Gold RX2 500.1 500-Watt Mono Amp Submitted by: Mike Phillips, Audiowave Car Stereo, Gautier, Miss.

Main Selling Features: “We explain the history of Phoenix Gold and show the customer the exciting new line-up of amps, speakers and subs.”

Primary Objection: Learning curve.

How to Overcome: “We stress the quality of the product, the extended warranty available when we install and our customer service.”

MMats Pro Audio PA601cx 6.5-Inch Speakers Submitted by: Saul Sanchez, NVS Audio, Roselle, NJ Main Selling Features: “These work really well on Harley Davidson motorcycles. Great sound and great power handling at a very aggressive price point.”

Primary Objection: Labor cost to install.

How to Overcome: “We do a live demo on our shop bike.”

Audison Prima Bit Forza 680-Watt 8-Channel Amp with DSP Submitted by: Keith McCumber, SoundsGood Auto, Coquitlam, BC, Canada Main Selling Features: “The Audison team have really made an impact on my customers’ satisfaction.”

Primary Objection: “Price and labor cost to install. Many people don’t understand the power of a DSP.” How to Overcome: “I let them sit in my car and demonstrate it.”

facebook.com/MobileElectronics 23

 hot sellers Pioneer AVH-2500NEX Multimedia DVD 6.8Inch Touchscreen Submitted by: Kenny McCardie, Auto Sound Tint World, Union City, Calif.

Main Selling Features: “This product is easy to use with a large screen.”

Primary Objection: Price / Size / color / style, compatibility, learning curve, labor cost to install.

How to Overcome: “You have to approach each customer differently, find out what they are looking for and then direct them accordingly.”

Kicker 45CWTB102 Sealed Tube Enclosure, 10-Inch 2-Ohm Subwoofer Main Selling Features: “This product delivers great sub bass without having to cut a big hole in the boat.”

Primary Objection: “Will it be enough?”

How to Overcome: “We demonstrate the product in the showroom and in a demo on my boat.”

Kicker KMTC114 11-Inch Full-Range Compression SXS / Wake Board Tower Speaker Main Selling Features: “This is just the best in the industry on sound, value and service.”

Primary Objection: Size / Color / Style How to Overcome: “The size of these can be an issue, but if they want performance, there is a compromise to make it work. Or, you can also sell them the nine-inch version, KMTC9.”

Heise HE-PBHL702RGB Seven-Inch LED RGB Halos Main Selling Features: “They really look cool on Jeeps.”

Primary Objection: Labor cost to install.

How to Overcome: “We explain to the customer that by having us do the install, they will get a one-year warranty on parts and labor. Most customers don’t have the knowledge to do it themselves once they understand what’s involved.”

24 Mobile Electronics December 2019

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real world RETAIL

When it comes to turning up the tunes, Lawson’s Car Audio stocks up to meet customers’ needs in any situation.

When the business first opened in 1994 in Augusta, Georgia, Lawson’s didn’t sell car audio—instead, the store focused on anything else electronic. Current owner Morgan Lawson said his parents opened

26 Mobile Electronics December 2019

the business, but car audio came into the picture by accident. Morgan’s mother, Su Lawson, went to an auction and purchased a pallet of car audio without knowing what it was. “We sold it all

within a week,” said Morgan Lawson.

“Ever since the early 2000s, we’ve been nothing but an audio shop.”

The store went from being called Lawson’s to Lawson’s Car Audio, and today

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Morgan runs the shop. The business had three locations in 2008, he added, but when his father passed away, they downsized. If everything goes according to plan, a second location in Evans, Ga. will open in mid-April with hopes of continuing to expand into the future.

Despite going away to earn degrees in criminal justice and psychology, and later becoming a real estate agent—which he still does on the side today—Lawson said he was always drawn back to the family business. “Music brings people together,” he said. “That’s what I enjoy. I

did a whole bunch of other stuff, even got my pilot’s license, but I always came back here.”

Since the beginning, the focus of the business has been to bring customers what they need, when they need it. To accommodate this, Lawson’s Car Audio facebook.com/MobileElectronics 27

real world RETAIL

Sales Specialist Tony Tricoche explains some features of a new head unit. Since the store carries so many different brands—including Kenwood, DD Audio, Sundown, Pioneer and others—the team has to stay up-to-date on many various options so they can help customers find what they need and reduce overwhelm. Also pictured from right to left: Install Manager Rob Roberts, Installer Gavin Speed and Sales Specialist Andrew Studdard.

The Bassmaggedon Annual Bass Show attracts crowds, and the shop already has at least 250 people signed up for the next one.

28 Mobile Electronics December 2019

carries multiple brands and has five stock rooms. If there’s a problem, the product can be swapped out on the same day.

The shop is always able to meet customers’ needs by providing just what they’re looking for—something the Lawson family has endeavored to do ever since they first opened the doors.

Same-Day Service and Customer Education Helps Combat Internet Sales While having many brands to choose from can be daunting, Lawson said salespeople are trained in helping customers reach an understanding about the products and what they’re looking for, which helps lessen the overwhelm. “Our salespeople are trained on every company and what they carry so it can be explained,” he said.

Instead of opting for top-down selling, salespeople focus on narrowing down to what the customer really needs. “If they say they’re looking for a radio, we ask them about the vehicle and we look at the car,” he said. “If they say they want a basic radio, we ask them what they mean by basic. Are they looking for Apple CarPlay, or just Bluetooth? If they just want Bluetooth, we can show them units that start at $85—the higher you go, the more features and better quality you get. We work our way up depending on what they want.”

Once the product is installed, a team member will explain all the features and functions to the client. They are careful to ensure the customer has no issues and understands every detail, including how to set the clock. “I can’t tell you how many people love the fact that we take the time to show them that,” Lawson said.

He added that customers often write reviews online stating they feel welcome, they’ve learned something, and they don’t feel as if the business is just trying to make money off them.

Being well-known in the area for the past 25 years, with a

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real world RETAIL

FAST FACTS Location: Augusta, Ga. Number of Locations: 1 Square Footage: 9,500 Type: Traditional Retail Number of Employees: 9

MAIN FOCUS 60% Car Audio 20% Marine and Powersports 10% Home Audio The shop hosts NSPL shows and also has an annual bass competition. The events are marketed via Facebook and other social media platforms. Pictured is Sales Specialist Tony Tricoche with his NSPL champion vehicle.

10% Cell Phone Accessories

KEY STAFF Owner/ Manager: Morgan Lawson Install Manager: Steve Roberts Cellular Accessories: Su Lawson, Tae Parker Sales Specialists: Andrew Studdard, Tony Tricoche 12-Volt Installers: Darrel Hickman, Gavin Speed, Preston Eskew

includes our slower days which are The team at Lawson’s Car Audio will work on anywhere typically midweek from 25 to 35 vehicles per day, and they do not book when we may only appointments. Here, Installer Dee Hickman poses with do 15 vehicles. But his DS-18 sponsored vehicle. on the weekends and Monday, we positive reputation, means the shop does may tackle anywhere from 25 to 35 a day a high volume of work daily. After each easily. Out of all the cars we do, about install, Lawson and another tech review 300 a week, we might get two back. Out the work to make sure it’s correct. of the two that come back, one is a user “We work on anywhere from 15 to error and one is a manufacturer error.

35 vehicles per day at our location,” he We pride ourselves on our wiring.” Sales added. “This is a broad range, but it have gone up roughly 350 percent this

30 Mobile Electronics December 2019

year compared with last year, and Lawson attributes this to always being prepared and having what clients are looking for on-hand.

After each job, the shop makes one follow-up call to ensure the equipment is functioning properly. Often, customers will return for more because of prompt and specialized service, Lawson added.

If something goes wrong, the product is swapped out same-day—no need to wait four to six weeks for a replacement.

“We’ve never done appointments,” he explained. “If something goes wrong, it’ll

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Serving Those Who Serve the Country

Work is done on a first-come, first-serve basis. Pictured, Gavin Speed installs sound deadening material.

Lawson’s Car Audio has been a fixture in Augusta, Georgia since 1994 when Morgan Lawson’s father first opened the doors. Morgan Lawson is pictured on the left, with his mother Su Lawson.

32 Mobile Electronics December 2019

As a very military-friendly store, Lawson’s biggest yearly sale takes place on Veteran’s Day. “We’re the only audio shop in Augusta that offers a military discount,” he said. “Out of coincidence, all of my employees except one are retired military. We have two retired Army, retired Navy, retired Marine Corps—and we used to have a gentleman from the Air Force, but he moved.”

Lawson said he wanted to join the military out of high school, but was declined due to injuries caused by ten years of martial arts competition.

“I like to serve the people who serve us,” he said. “I come from a military family. All my best friends are in the military, and my little brother is in Afghanistan right now. We send him care packages from the shop on a regular basis. We wouldn’t be here if it wasn’t for them.” push other appointments aside. So, if you come in for a radio, we’ll get you in and out today.”

Same-day service also helps combat Internet sales, he added.

If a customer comes in and says they can get something cheaper online, Lawson will point out that while it’s more expensive in-store, the customer is paying for expert service and installation, and the guarantee that if something goes wrong they won’t have to wait for a replacement. “Typically, at that point, [because of the same-day delivery] the customer will agree,” he said. While same-day service is the focus, sometimes a customer will arrive too late in the day, at which point the team lets them know when they can return in the morning.

The shop was rated number five dealer in the nation for DD Audio this year, according to Lawson, who added that the best-selling product was DD Audio’s LE-S06 slim line subwoofer.

The smaller sub is able to help the shop cater to its many truck-owning clients.

“If it wasn’t for our salespeople being able to sit down and explain what it does and demonstrate it, I don’t think we would have made the number five dealer,” Lawson said. He added that the biggest issue they ran into with customers was having to explain that a smaller sub can carry just as much power as

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Investing in Products and Giveaways for Charity Rather than focus on traditional marketing, Lawson’s Car Audio prefers to interact with the community in a meaningful way, through charity. “We like to give back to the community,” Lawson said. “Last year we did an amp and sub giveaway. All the customer had to pay for was labor. We posted on Facebook about it and said, ‘All you have to do is like, comment and share and you get an entry.’”

People also paid for additional entries, and all the proceeds went to charity. “We got flooded.

It benefited them because they got the system they wanted, and they were also donating to a good cause. We put a check together for the children’s hospital. This year we have yet to do the donation, but we’ve held three events and at the end of year we want to donate a lump sum to them. We’re also hosting a book bag drive for the children. We’ll take the book bags in to the children’s hospital for the kids. It makes them so happy. People want to come in and be a part of that.” a larger one. “They didn’t want to believe a 6.5 would create that kind of bass,” he said. “We demonstrate it, and I haven’t had a single person come back in and say it wasn’t what they expected. They’re impressed with how far the technology has come.”

Long-Tenured Employees Enjoy High Commission With such a busy shop, Lawson said some employees are cross-trained. There are four MECP certified installers on staff, one of whom will soon be testing for his Master certification.

Some of the salespeople are also trained as installers, although they aren’t MECP certified. Lawson himself is certified, and has also attended Installer Institute and other trainings. The installers enjoy the commission they receive, he added, stating, “Installers are commission-based sub-contracted employees.

They work off 65 percentile commission. For example, if we

34 Mobile Electronics December 2019

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Traditional Radio Advertising Proves a Let-Down

The shop already has its first round of Sinful Sounds products on the way. After 25 years in business, Lawson’s Car Audio will be releasing its own line of amps, subs and speakers. charge $100 for an install, the installer receives $65 of it, guaranteed. They’re happy here. Salespeople are salaried with incentives.” Team-building is also an important aspect of everyday life at the shop and barbeques are held monthly.

Lawson buys steaks, and everyone pitches in and has a good time.

The longest tenured employee is Tony Tricoche, who has been with the company for 18 years, followed by Tae Parker at 15 years. Training for all employees is very involved, Lawson said, explaining that a recent hire went through very detailed training for one month on his path to becoming a salesperson. “He’d never touched car audio, but he came in and said he was interested in selling. We sat down and went step by step with every aspect of audio from Ohm’s

36 Mobile Electronics December 2019

After pursuing radio advertising through Comcast Spotlight, Lawson said it didn’t do well.

“We also did a video with them—the video did well, but the radio didn’t work,” he said. “Our customers who might listen already knew we were here. We were hoping to get some feedback, but at the end of the month I noticed my sales only increased slightly and not enough to justify spending that much. We tried the prime time of the day between noon and two, and we also tried six p.m. when people would be driving home, but it didn’t really benefit us. If we did it again, I wouldn’t do it on FM. Instead, I would target mobile radio like Spotify and Pandora. I listen to Pandora a lot and I hear ads every three songs. I’ve actually gone to a few websites because of those ads.”

Law to resistance levels, the difference between peak power and RMS….” After a month of full training sessions, Lawson added, “He could sell like he’s been doing it for years. After work hours, he would come over to my house, and if he had any questions I would answer them for him.”

At monthly staff meetings, new products are discussed and training sessions take place to keep all employees refreshed and up to date. Stop-start features were recently discussed, as well as products like the IRAD that solve issues with these systems. While training continues at the shop, future plans include bringing in a professional trainer for special sessions.

Lawson envisions this happening once the second location is open and more employees are brought on board.

“Because of training, when the customers come in, we’re able to explain to them

why a product is necessary,” Lawson said.

“I would rather sell them something they need versus something they don’t.”

Events, Charity and New Sinful Sounds Brand Raises Company Visibility The shop also hosts local bass competitions and markets these through Facebook and Instagram. “We do an annual competition for locals, a secondary bass competition for fun, and we host NSPL bass shows,” he said. Currently, he added, the shop has their annual bass competition coming up soon, with over 250 people signed up.

As evidenced by the large variety of brands in stock, Lawson said money is mainly invested in products. Any money raised through giveaways and sweepstakes always goes to charities.

“We’ll put up a subwoofer with a five dollar entry fee, for example, and all

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proceeds will go to the children’s hospital,” Lawson said. The company also spends between five to 10 percent of yearly revenue on marketing.

Besides investing in outside brands, he said the company will soon be releasing its own line of audio equipment, including subs, amps and speakers. The line will be called Sinful Sounds. “Being a newer company stepping into the field is kind of intimidating,” he said, “but I am hoping that our 25 years of experience will show in the product.”

For Lawson’s Car Audio, keeping a lot of stock on hand is what works best for Lawson felt inspired to create its customer base. If there’s ever an issue with a product, the team is able to his own product after listening to swap it out on the same day. customer feedback regarding other brands. “Using all that knowledge, I’ve designed a product that solves business provides. The tech who will be The friendly atmosphere of the store problems and brings the best quality handling this is currently pursuing trainis such that regular customers often sound possible without breaking a pering for it. One bay offers space for regular come in just to talk during their lunch son’s pocket,” he said. With a distributor installations, he said, and a third has breaks. This remains the cornerstone already lined up, Lawson’s goal is to make room for three vehicles. of the business, he said, and the goal is the product ultra-friendly to brick-andAlso on the horizon is an expansion— to always maintain and improve upon mortar stores. perhaps eventually over state lines. The this close connection to the community.

With a vehicle lift on hand to accomchallenge is getting the company’s name “That’s what we’re here for. This shop is modate underglow installations, tires out there with all the categories they’re my father’s legacy to me,” he said, “and and rims, Lawson also anticipates soon delving into, he added, along with the I want to continue building it to give a adding lift kits to the list of services the Sinful Sounds brand. legacy to my children.”

38 Mobile Electronics December 2019

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 Difference Makers

M.A.G. Sales Delivers to the Max

While offering training resources and support for vendors, M.A.G. Sales focuses on remaining flexible and versatile to better serve both large and small companies.

WORDS BY JAMIE SORCHER

It started out innocently enough with a high school job delivering pizzas. “I had way too much disposable income and cash than a 16-year-old kid should have, and fortunately I didn’t do bad things with it—I bought car stereo equipment,” said Mike Sajecki, CEO and president of Fort Lauderdale, Fla.-based M.A.G. Sales.

In the plaza where Sajecki worked for a pizza place, there was a car alarm and cellular phone installation store where he bought all of his parts and connectors.

“They asked if I wanted to come in on Saturdays and do installations, so I took them up on it,” he said. “Eventually they started a car stereo division with some of my urging, and they realized I was much better at talking to people than installing things, so they put me into sales when I was 18. I was selling car stereos at a retail level. I had a great opportunity with a small firm that lasted for about a year and then another year later, M.A.G. Sales needed a junior salesperson.”

At 23, Sajecki started out with a very small territory and a small set of brands.

Within six months, he said, he became the company’s number one salesperson.

Eventually he got a small piece of the business, which grew over time. “I am thrilled that I am now the sole owner of M.A.G. today and have been for the last 10 years,” he added.

Training Resources Help Strengthen Vendor Partners When asked about the company’s core values, Sajecki names the first one without a moment’s hesitation. “We never

40 Mobile Electronics December 2019

apologize for the brands we sell,” he said.

“There are brands out there that do a lot of volume, but they aren’t very good brands.” M.A.G. chooses their partners carefully, he said, “and we are never going to apologize for that. Another key thing for us is being a resource—not only for the dealers, but for the vendors as well.”

Sajecki said this makes them business advisors. “We advise our vendors on how best to go to market and we advise our retail partners on how best to market those products and be better business people.”

Additionally, he added, there is training. There are two training centers—one in Fort Lauderdale and one in Tampa. “At the one in Fort Lauderdale, which is our office, we can fit about 30 people in the training facility,” he said. “ We also have a demonstration room which can double as a training space.”

In Tampa, the company can fit as many as 60 people in the training room. They also have offices that can be made available for vendors or retailers if they need to hold training sessions. The option is even extended to vendors the company doesn’t represent, Sajecki added, stating, “It is important that our customers are strong and can stay in business. If it helps the business, the industry and the customers, then we are happy to do it. Ultimately, dealers need to know how to sell and install the products that we sell. If they can’t do it, then we’re not in business.”

Another key difference between M.A.G. Sales and other firms, he added, comes down to his people. “I always say that my team is the differentiator,” he said. “Over

the years we have put together an amazing team that is very different and diverse but works very well together.”

M.A.G. Sales, which covers Florida and the Caribbean, has five dedicated outside salespeople. Its sister company, C & E Marketing, represents manufacturers in the home audio/video and automation space. This whole separate set of eight dedicated outside salespeople are responsible for calling home AV integrators, commercial integrators and home theater installers. C & E Marketing covers not just Florida, but the Carolinas, Georgia, Alabama, Tennessee and Mississippi, as well as the Caribbean.

From the Smallest Companies to the Largest Maintaining the right mix of vendors is a delicate balance and M.A.G. has had some brands under its umbrella for more than 30 years.

“The core lineup is different today than it was 10 years ago, but not too different than it was three years ago,” Sajecki said. “We have relationships with vendors that we have been doing business with since 1987. To me it is all about relationships—and those can be old ones or new ones—and the strength of the relationships. When we find a vendor that puts people first and has the right business practices, it is a winning combination.”

While today’s business climate is very challenging, Sajecki said that it can be an indicator of how a vendor will perform in not only the marketplace but in all aspects. “Every vendor has challenges whether those are attainable margin challenges, leaky distribution

M.A.G. Sales Delivers to the Max

M.A.G. Sales won Rep of the Year from Kenwood. Mike Sajecki is pictured in the center.

challenges, Internet price challenges or MAP challenges,” he said. “The difference is, how does each vendor deal with those challenges?”

Sajecki underscored the importance of whether or not the vendor is walking the talk, adding that it’s a hard quality to find. Everyone makes mistakes, he said, but it’s how we resolve issues— and whether or not we resolve them at all—that matters. “You can’t hold people accountable unless you are held accountable as well,” Sajecki explained. “As long as we do what are supposed to do and

the vendors are doing what they’re supposed to do, that’s all we can ask.

If they do what they say they’ll do, things are a whole lot easier.”

There is also a unique mix of retailers that M.A.G. supports. “We deal with the smallest of the small—the window tint shop that might sell a radio or pair of speakers here and there—to some of the largest chains in the country like Brandsmart USA,” he said.

“Each one of our customer types has different wants and needs, and the way in which you do business with each one is drastically different.”

Sajecki described a specialist responsible for the company’s relationship with Brandsmart USA who has to plan six to nine months ahead. On the other hand, he added, “We have a small window tint

shop around the corner from our Tampa office and he’s not sure what is going to happen at 4:30 p.m. today. We have to be nimble enough to deal with SKU load-ups, marketing demands, promotional calendars and training programs and requirements for Brandsmart, and, at the same time, be ready to drop what we are doing and meet at the corner grocery store to hand-deliver a radio so our smallest dealer can complete that installation, get paid and make payroll by the afternoon.”

These drastically different challenges, he added, means the company must be nimble enough to handle both in the same day—sometimes in the same hour.

The Importance of Being Resilient and Adaptable Getting out in the field and visiting retailers is one of Sajecki’s strengths and he makes it a point to stay very involved.

“Even though I am the rep principal and president/CEO, I am not great behind the desk,” he said. “I am good in the field and in front of customers. That’s where I like to spend as much time as possible and where I am best.”

Just as important as being in the field face-to-face, communication is also handled with all accounts by phone, email, and of course, social media. “We have to facebook.com/MobileElectronics 41

 Difference Makers

Line Drive M.A.G. supports these brands: Audison axxera Dual Dynaudio eXcelon Hertz Infinity JBL iDatalink Maestro Kenwood Morel nyne Race Sport Lighting Rockford Fosgate Rydeen wāvtech have our fingers in all of it,” Sajecki said, adding they have a dealer with whom they do business more via text because that’s what the dealer prefers.

Managing vendor and dealer relationships comes down to two important things, according to Sajecki—resilience and adaptability. Otherwise, he said, “you’re limiting yourself as to who you can do business with. We never want to do that. Whether someone doesn’t write purchase orders or if someone only writes purchase orders, whether someone wants us to scratch orders on the back of a napkin while we are having a cup of coffee or if someone has a formal

42 Mobile Electronics December 2019

purchase order system, we need to do all of it,” he explained. “We would pigeonhole ourselves if we refused one way of doing business versus another.”

Providing Support for the Local Circuit While not a distributor, M.A.G. has a few brands who are West Coast organizations that do not have stock all 30 days of the month. “Because of that we do take advantage of putting some product on our shelves to help deal with those long lead times shipping from California and longer than normal fulfillment times,” Sajecki said, once again underscoring the fact that M.A.G. is not a

distributor—although, at one time, they were in the distribution business and Sajecki sold that side of things in 2013.

“I still have fantastic relationships with all the distributors in the territory, and we do some business with all of them,” he said. “They are fully aware of the brands we keep local stock of, and it’s here as a service to our dealers and a service to our vendors.”

As the show circuit remains a valuable place to meet people, simply be visible, or to write orders, CES, SEMA and KnowledgeFest are all events where M.A.G. participates.

“We do have a presence at all of those shows,” Sajecki said. “We attended KnowledgeFest, CES and SEMA, and a few other events as well this year.” He noted that CES and SEMA seem to be more geared toward vendor networking, and M.A.G. has found that less 12-volt retailers are attending those shows.

“We are much more active in regional events, like KnowledgeFest,” he said, “as well as our own training tours held either at our offices or throughout the state with various brands.”

Building An Audio Armada As a veteran of the 12-volt industry, Sajecki has seen many changes. One of the biggest is the demise of the in-car demo. “The ability to walk into a 12-volt retailer today and be able to experience

M.A.G. Sales Delivers to the Max

Mike Sajecki started out selling car stereos at the retailer level before M.A.G. Sales took him on as a junior salesperson. Today, he owns the company. an in-car demonstration—that doesn’t happen!” he said. “If you were to talk to the majority of our retailers and ask them why they got into this business, they would say it was because of an experience they had at a show or in a car. They weren’t sold, there was no budget in mind. It was an experience. That used to happen every single day at the retail level and that very rarely happens today.”

When asked why he feels this has changed, Sajecki said he didn’t know.

However, he added, the dealers who have the ability to do in-car demonstrations always have the highest sales and provide the best customer experiences.

According to Sajecki, his company is going to great lengths to try to recreate that experience. “All five of us have very specific, very highly curated demonstration vehicles where we have a theme,” he said, noting that his own vehicle has a very understated yet high-performance system. This discrete audio system shows a retailer what’s possible with plug-andplay products that drop into factory locations, increasing efficiency and profitability.

M.A.G. also owns a Rockford Fosgate Sound Lab van—a demo on wheels which is made available to retailers all the time.

“It’s booked probably two-thirds of the weekends out of the year,” Sajecki said.

“We have another vehicle we’re getting ready to put on the road for a very similar purpose, but in a somewhat different category. Stay tuned for that.”

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 strategy & tactics

The DNA of

WORDS BY KEVIN HALLINAN

High Achievers

What motivates a person to excel in business, sales and life? By taking a closer look at the power of beliefs and trajectory-changing mindsets, we can take our businesses to the next level.

Are certain people destined for amazing success while others for mediocrity, or worse? And why is it that some people seem lucky and appear to do nothing but win? You might ask, “What about me? Am I destined for success, mediocrity or failure, and can I even know for sure?”

The answer to those questions is both yes and no. I’m not trying to be vague or evasive. It’s just that the answer is not a simple one.

Let’s start here. Our personal belief system is critical to our success. It’s more important than talent or abilities, resources or connections. Sure, those things are important too, but our personal beliefs determine our success. The

44 Mobile Electronics December 2019

great American industrialist and automotive pioneer Henry Ford said it best: “Whether you believe you can, or you can’t, you’re right.”

Take a look at any high performing pro athlete, businessperson or salesperson.

What beliefs do they likely possess which propel them to greatness? How about sheer determination, unwavering confidence and a refusal to lose? How about a work ethic that doesn’t quit? Or the expectation of winning? Top pro athletes don’t hope to win, they set out to win through practice and hard work. They expect the best for themselves and their teammates when they take the field and win a lot more than they lose. Napoleon

Hill’s famous quote says it this way: “Whatever your mind can conceive and believe, it can achieve.”

Taking a Closer Look at the Power of Our Beliefs In order to understand this concept more, we need to examine the power of beliefs. Our beliefs come from our experiences and upbringing, our parents and mentors, who we choose to associate or spend time with, and sometimes, from the conscious decision to practice and internalize new beliefs. For instance, one might expect to struggle through life since his or her parents did, their neighbors did, and that’s all they know. Or one

The DNA of High Achievers

can choose to break from that path and fight for a different one by changing their environment and even some relationships, and perhaps finding a mentor.

It’s a well-established fact that no one will ever earn more than they believe they’re worth. Picture a department in a large company that is being eliminated, whose employees earn an average salary is $50K. One Friday, that department is gathered together, and the bad news is delivered. Some are so upset and worried that they take the first job that comes along paying $40K just to get a paycheck.

Others look at the layoff as an opportunity and apply for jobs paying $70 or

$80K. Most however, will apply for jobs paying $50K. Why? Because that’s what they believe they’re worth.

A key concept that we teach our Sandler Training clients is The Success Triangle. The three points of The Success Triangle are Behavior, Attitude and Technique. Whether we’re trying to get good at tennis, chess or selling, these three elements apply. I need to eliminate my bad beliefs and develop a solid, empowering belief system adopting mindsets like, “I’m financially independent and don’t need the business. I want it, but don’t need it.” And, “I’m highly successful and my customers would be crazy to use anyone

but me.” If I said these things out loud, I might be perceived poorly, but if I say them to myself, they’re empowering.

In addition, I need to be sure I’m doing the right things (behaviors or activities like calling potential customers, lead gen, networking, etc.). I need to know my techniques are sound (the words that come out of my mouth). While I’ve never seen actual statistics that weigh the importance of Behaviors, Attitudes and Techniques, my experience tells me it’s something like this: 70 percent Attitudes, 15 percent Behaviors and 15 percent Technique.

I host a weekly, live radio program— Winning Business Radio—airing on W4CY.COM every Monday at 4 pm Eastern. It’s also a Podcast on iHeart Radio, iTunes, Spotify and several other channels. My guests have included a billionaire, a Navy Seal, business advisors, entrepreneurs and authors. A very intriguing repeat guest is Ann Marie Sabath, a business owner/consultant and the author of several book including, What Self-Made Millionaires Do That Most Others Don’t.

In her research for the book, Ann Marie interviewed close to twenty selfmade millionaires. She learned they all had a great deal in common. Not their backgrounds or experiences, or their industries and connections. But their beliefs. They all possessed very impowering beliefs. While I won’t get into all the details here, I suggest you read the book for yourself.

Here a just a few of those empowering beliefs: • They create their own destinies.

• They have a high emotional quotient (EQ).

• They are confident.

• They kept doing “it” until they succeeded.

• They don’t let their success status inflate their egos.

• They enrich their minds.

• They recognize that they are only as good as the people in their lives.

• They are givers rather than takers.

• They are resourceful.

Ann Marie also identified 25 Habits and what she called 52 Secrets these facebook.com/MobileElectronics 45

 strategy & tactics

self-made millionaires had in common. Here are a few: • Habit – They think big.

• Habit – They know you have to believe “it” to see “it.”

• Secret – Believe in yourself.

• Secret – Visualize.

• Habit – They are intentional.

• Secret – Set meaningful goals.

• Habit – They associate with like-minded people.

• Habit – They have a good outlook on life.

• Secret – Stay positive.

• Secret – Stay motivated.

The Winners, the Non-Winners and the At-Leasters Now, let’s take a look at three types of people who make up virtually any group. Not limited to but most typically observed in sales organizations, there are Winners, Non-Winners (just trying to be nice) and At-Leasters. (They say, “I may not be a winner, but at least I’m not a non-winner.”)

Winners simply win. They expect to win and are used to winning.

46 Mobile Electronics December 2019

Non-Winners are just the opposite. They never win, never expect to win, and are relieved to have made it through another day. At-Leasters win sometimes, but typically perform where they see themselves (average).

Winners represent five to 10 percent of a sales population. They are high performers. They have high self-esteem. They don’t need success in their jobs or “roles” to validate their self-worth. They will try something new and embrace change.

The DNA of High Achievers

They are willing to take risks. They never make excuses.

Non-Winners also represent five to 10 percent of a sales population, but they’re the bottom five to 10 percent. They have low self-esteem, have little confidence in their abilities and judgments, are unlikely to try something new or different, and constantly make excuses for their lack of success.

At-Leasters represent 80 to 90 percent of a sales population. Simply put, that’s most people. How they feel about themselves is tied to their success in their jobs or “roles.” They are stuck in their comfort zones and crave the status quo. They work hard to keep things the same. They are average performers month in, and month out.

Work to Develop Trajectory-Changing Mindsets Now, the good news. Let’s look at some trajectory-changing mindsets. We can develop these mindsets through practice. We recommend a daily, five- to

seven-minute exercise during which we write down several beliefs that we need to develop. More empowering beliefs include, “I make crisp, timely decisions and help others do the same.” And, “My customers would gladly pay me more for the awesome work I do.”

A word of caution: Internalizing new beliefs takes time and persistence. It typically takes 90 days or so to really internalize to the point where the new beliefs begin to change our behaviors and words. So press on!

The fact that you’re reading this article suggests that you’re not likely a Non-Winner. But if you think you might be, a change could be due. Maybe a change of pace, or even a change of career. It may be time to find something you enjoy more and can become passionate about. Sorry to be harsh, but that’s reality.

If you believe you’re a Winner, keep it up! Keep learning and growing and pressing for higher levels of success. Be a mentor to others and model success for them.

That leaves everyone else. Given that At-Leasters are 80 to 90 percent of a sales population, the chances are very good that you’re in this group. First, you need to decide: Do you want to be a high achiever/winner? If so, here are my suggestions.

Do your best to spend time with someone more successful than you. Be coachable and hungry. Model their behavior and act “as if.” Work on developing new mindsets through daily journaling (that five- to seven-minute exercise).

Make sure you’re doing the right behaviors (activities) like prospecting and asking for referrals and introductions.

Then, define what success looks like for you. It might be earning additional income (a specific target amount) or spending more time with family or friends. It might be finally developing systematic and documented systems and procedures in your business. Or it might be deciding to charge what you’re worth, rather than what you think you can get.

Regardless, once you decide—go get it!

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 tech today

STEALTH SOUND QUALITY WORDS BY ERIN HARDISON FOREWORD BY JOEY KNAPP

In the past, Tech Today build logs have been presented by fabricators or facility owners. This month will be a little different. We will still be looking at an incredible audio system build, but through the eyes of the consumer. I have known of Erin Hardison for many years. His product reviews on DIYMA were legendary. His engineering background helped keep them focused more on the objective, and not the subjective aspects of the product he was reviewing.

I recently purchased a 2018 Honda Civic Si, so when I saw Erin’s build online, I paid close attention. Erin very carefully chose his gear and then enlisted the help of a retailer to facilitate the installation. After reaching out to Erin, he volunteered to share details of his build and some of the reasons behind his choices. I think the unique perspective of a build through the client’s viewpoint will help us to see things in a slightly different light.

This month, we take a closer look at an audio system masterpiece through the eyes of the client.

While my lab on wheels permitted me the opportunity to sharpen my understanding of acoustics and speaker performance, I also learned one key aspect about myself: I am a terrible fabricator. I’d start off okay, but at the 80 percent completion mark, I would rush to finish the job and it would turn out pretty terrible. I’d live with it for a few months and then re-install again.

I can’t bash myself too hard because without those re-installs (AKA, excuses to do something else), I wouldn’t have been able to get as much from the hobby as I have. Still, I knew that once it was time for me to get a new car, I wouldn’t do any of the fabrication myself. Enter my new car and install—a 2019 Honda Civic Hatchback Sport.

Always Experimenting with a “Lab on Wheels” For the last thirteen years, I’ve been driving a 2006 Honda Civic LX Sedan. It was my “lab on wheels,” and where I spent a lot of time playing with various install ideas— swapping gear, installing and re-installing things in different ways in order to extract the best sound quality experience possible. I learned a lot over the years. Eventually I began to test and provide raw speaker drive-unit measurement data (i.e., frequency response on and off-axis, harmonic distortion, Thiele-Small Parameters) to the audio community on different forums and my now-defunct website (medleysmusings.com).

48 Mobile Electronics December 2019

Figure 1. 2019 Honda Civic Hatchback Sport My previous car’s system had 5.25-inch pro-audio coaxials in the pillars, 10-inch midbass in the kicks and 15-inch infinite baffle subwoofers in the trunk. It was the antithesis of “stock,” to say the least. Having been around the competition realm of this hobby for a number of years, I’ve had the pleasure of listening

Stealth Sound Quality

to all sorts of incredible stereo systems: from those with a stock-centric install to those with a no-holds-barred approach.

What Makes a Good Sound System?

In my experience, what makes a fantastic system always boils down to these factors: • A good install • An understanding of the equipment, limitations/ and implications of the gear/install.

• A good tune founded on the first two factors.

You don’t have to have an extreme install to have great sound.

My previous car’s system sounded great. However, aesthetically speaking, it was too busy up front, and I grew tired of that kind of install. I wanted something understated. Therefore, the goal for my new car’s system was pretty simple: to maintain an OEM appearance.

There were two things working against me. Remember, I am a self-admitted terrible fabricator, and I wanted to make this install look like it could have come from the factory. Well, these two things don’t really jive. With this in mind, I made the drive to Audio X in Florence, Ala. to talk with Steve Cook about my install ideas and get his insight on what he could do with it.

Steve and his shop are known worldwide for creating some of the best sound quality car audio systems in the United States and winning multiple championships in SQ competitions in both MECA and IASCA. Steve also used to compete in SPL and still holds some world records. He has a proven track record for building incredible systems that can sound loud and very, very good.

• Subwoofer: JL Audio 12w6v3 • Amplifiers: Tru Technology Tungsten Grande • Tru Technology Tungsten Grande TG-RS4 – Tweeters and Midranges • Tru Technology Tungsten Grande TG-RS2 – Midbass • Tru Technology Tungsten Grande TG-RS2 – Subwoofer Within those confines, Steve and his guys at Audio X were given full reign to do what they had to do to make it work and add some of their own creativity to the install.

Installing the Tweeter The factory sail panels in this particular Civic model come without tweeters. There was an option to order a set of sail panels from a higher model, but I wanted the tweeters to be flush-mounted in the sails so it completed the stock appearance.

Steve cut out a flush mounted ring and adhered that to the sail panels. Then he smoothed and sanded the result and finished it off with a coat of SEM paint to give it a mildly textured look that blended with the rest of the interior.

Seeking An OEM Look and Feel I drive this car 80 miles to and from work each day so comfort, safety, and practicality of the install were essential. Of course, I wanted to have a car that sounded great and would be competitive in sound quality organizations as well. I planned to incorporate a three-way active front stage consisting of midbass, midrange and tweeter. I wanted to place the subwoofer in the hatch, which could be taken out for trips with the family.

Steve came out to the car and sat in the driver’s seat. I told him what I wanted while he looked things over. One key aspect we discussed was to make “stock” dash corner locations for the midrange speakers. In this case, “stock” meant there’s no OEM dash/windshield corner location for speakers of any size in this car. The windshield would be pulled, and the dash piece cut to create a spot for the midrange speakers, installed in sealed enclosures.

After some test fitting, research of drivers, and discussion with Steve, this is what I decided on: • Head unit: Kenwood DDX9905S • DSP: MiniDSP C-DSP with Dirac Live for handling active processing of the system • Tweeters: ScanSpeak Illuminator D3004/6040-00 Beryllium Dome • Midrange: Dyn Esotar2 430 • Midbass: Audio Frog GB60

Figure 5. Sail Panel Completed Sail-mounted speakers help provide a wider stage because they are physically wider than dash or pillar locations. The impact is less so with higher frequencies, but still a help. When using a high frequency speaker near a reflecting surface, it is ideal to place the speaker as close to the reflecting surface(s) as possible. In this case, the shorter the distance between the speaker/sail and the side window, the shorter the distance of the side window reflection. This pushes the fundamental reflection frequency higher to the point where the reflections (and subsequent comb filtering pattern) are less detrimental to the sound.

The tweeters are aimed toward the same point in the car, putting the left side tweeter approximately 45 degrees off-axis and the right tweeter approximately 20 degrees off-axis from the listening position. Aiming both tweeters directly on axis would have made them stand out more. As for asymmetrical aiming,

facebook.com/MobileElectronics 49

 tech today Figure 6. Windshield and Dash Removed

the nearside is off-axis and thus, the user would have less need to do L/R EQ. However, it seems to me that you a) lose a sense of ambience when you direct a tweeter away from you and b) create more opportunity for issues higher in frequency because all speakers beam, even tweeters. A one-inch dome tweeter will beam around 6 to 8 kHz (depending on actual radiating surface area).

So, if you’ve got a tweeter that is fairly directional at 8 kHz+, then you open yourself up to issues when the reflected sound comes back toward you off the dash or opposite side window.

One obstacle with sail-mounted anything is the tendency for the soundstage to be asymmetrical. Now, this can be mitigated so it’s not severe, but it will take some time to get it just right.

Therefore, the aiming in this install was a compromise between both sound and appearance where the tweeters blend in with the sail panel while still being aimed enough at the listening position so as not to lose some of the sound quality benefits of aiming the tweeter on-axis. Of course, not all speakers and cars are created equal and therefore what worked for me may not work for others.

Once the team had the dash and windshield out of the way, they discovered Honda had routed the HVAC system ducts just below the corners, where the intended midrange mounting locations were. The ducts needed to be removed and re-routed before any further work could continue. Flexible conduit was used to replace the portions of removed OEM duct.

The next step was to cut the factory dash piece and build sealed enclosures for the midrange speakers. The enclosures were designed for CNC using VCarve and constructed from multiple layers of CNC-cut acrylic. The top layer was designed for flush-mounting the speaker. The enclosure volumes came out to approximately 0.4 cubic liters.

Installing the Midrange

Figure 7. Dash Cut to Accommodate Sealed Enclosures

It’s popular to mount the midrange on the a-pillars in an on-axis manner which can be beneficial to a high-performance sound quality car audio system. For many years, I had large midrange speakers on the a-pillar of my previous vehicle for that very reason.

However, the obstruction and overall aesthetic of a large speaker in front of me was not what I wanted in this install. Nor is this model Civic very conducive to placing a midrange on or behind the a-pillar in a way that would look attractive.

We discussed options, and Steve suggested something I wanted to do, but didn’t think was feasible. He said we could place the midrange speakers in the dash corners. This car does not come stock with dash speakers. Therefore, the installation of the dash-mounted midrange speakers had to be done from scratch with the ability to replace the speakers should one fail in the future.

What we initially thought would be a rather simple install turned out to be quite a task. It turns out making a dash speaker install look OEM isn’t so easy. The first step in the process of this dash build was to remove the windshield. Doing so permitted the team at Audio X to more easily access the dash area.

Figure 8. Sealed Enclosure for Midrange Speaker

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Stealth Sound Quality

Figure 11. Modified Dash Panel Wrapped in Vinyl The final step in completing the dash speaker install was to build grilles. Initially the grilles were CNC’d from acrylic. However, it turned out to be too brittle. So, ABS plastic was used instead and painted black to match the dash. The grilles are secured via magnets embedded in the grille and the face of the midrange enclosures.

Figure 9. Enclosures Mounted to OEM Dash Panel After the midrange enclosures were built and fit to the OEM dash panel, Steve began working to integrate the enclosures to the panel. Filler was applied and smoothed and the entire piece wrapped in vinyl to give it an OEM appearance.

Figure 12. Dash Grilles Design and Cut by CNC

Figure 10. Blending of Midrange Enclosures to OEM Dash Panel

Figure 13. Completed Dash Speaker Build facebook.com/MobileElectronics   51

 tech today Naturally, many would assume that up-firing a midrange from the dash toward the windshield is a bad idea if the goal of the system is sound quality. However, it can yield very positive results. Considering the dash-mounted midrange method in most installs, if we look at the reflection of the midrange on the windshield, we can see the speaker. The reflection itself is pretty much on-axis, depending on the angle of the driver and the windshield relative to the listener’s position. As long as the low pass filter is within the distance of the driver/reflection then you’ve got yourself another point source that won’t be too detrimental to the sound. The reflections would be no more than a midrange on an a-pillar some inches away, causing comb filtering of its own due to two primary reflections—something I dealt with in my previous installs. Generally speaking, a dash mounted speaker crossed too high will have real issues as it goes higher in frequency with respect to the distance between the dash-mounted mid and the reflection. This issue can be reduced if the high frequency range is limited.

In my car, I estimated the issue to be problematic above the range of 3 to 4kHz. I am currently using a low-pass filter at 3kHz and haven’t noticed any issues, although I will need more time to determine the best range for the midrange to play.

Installing the Hatch The hatch houses the subwoofer, amplifiers, DSP and spare battery. The spare tire was removed to make way for all the audio gear. The amps were installed on a hinged false floor which provides access to the DSP, installed below. Fret not—I take it with me when I make trips farther than my normal everyday drive.

The amplifiers were hand-built in California and finished in a custom electric purple by the folks at Tru Technology. They are affectionately known as “Prince” amps.

Installing the Midbass The midbass speakers were installed in the factory door locations. No modification of the door panel was necessary to accommodate the Audio Frog GB60’s. Both inner and outer door skins were treated with a layer of Vibraflex constrained layer damping (CLD) to help reduce resonance and flex of the very thin factory sheet metal in the doors. Sheet metal was used to seal the doors’ access panels and also covered with Vibraflex.

An acrylic ring was adhered to the door skin via PL construction adhesive and the GB60s were mounted to the acrylic rings.

Figure 17. Custom Built Amplifiers by Tru Technology

Figure 16. Audio Frog GB60 Mounted to Door

Figure 18. Amps and Spare Battery Installed

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Stealth Sound Quality

Steve created the CAD file for a beauty panel from acrylic to cover the amplifiers. The design was inspired by the rear pseudo-vents of the vehicle itself. The cover was then cut via CNC. Some black acrylic was inlayed and the use of multi-color LEDs were employed to give the cover some flash. These LEDs can be turned on or off via remote, but are also wired to the hatch release which causes them to turn on or off with the opening or closing of the hatch.

Figure 20. CNC Cutting and In-Process Picture of Amp Rack Cover The final piece to finish the hatch was the subwoofer enclosure, built from MDF and covered in a combination of black carpet, vinyl and black acrylic pieces. As an added touch, Steve even inscribed my initials in to the enclosure face. The subwoofer enclosure is sealed and provides the appropriate airspace for the JL 12w6v3. It is attached to the vehicle via l-brackets which permits the easy removal of the enclosure, should I need to take it out for family travel purposes.

Figure 22. Completed Hatch (photo credit Jon Scribner) facebook.com/MobileElectronics   53

 installs

SUBMITTED BY: CHRIS BORGIA, ICECOLD CUSTOMS, PADUCAH, KY.

This build was recently spotted across various car audio Facebook groups. It features the work of Chris Borgia, owner of Icecold Customs. While Icecold Customs is a one-man shop, Borgia did complete the job with the help of his Maslow CNC and laser-modified 3D printer.

This Camaro features a full assortment of gear by Rockford Fosgate, arranged in a stunning fashion. Borgia managed to fit two 12-inch subwoofers on each side of the trunk. The enclosures feature a hexagonal patterns that give a nod to the stock grilles.

Hanging above the enclosures in the middle of the trunk are two pair of Rockford Fosgate amplifiers. The amplifiers power the subwoofers as well as the Rockford Fosgate T1 speakers used in the vehicle cabin. Bordering the amplifiers is a trick, painted trim piece.

The attention-grabbing floor of the Camaro is home to a large acrylic plate and painted trim ring. The acrylic is etched with the same hexagonal pattern along with branding for Rockford, Icecold Customs and the owner’s “Queen” logo. Underneath the acrylic layer is where Borgia chose to house the two batteries, Rockford Fosgate crossovers and system fuses.

In front, Borgia created a custom mount for an iPad to magnetically attach above the factory radio. In addition, he used his computer-controlled tools to create a customs switch plate for the subwoofer level control and power switch. Finishing the interior transformation is a set of custom-embroidered seat covers, new carpet and door inserts.

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ďƒŽ installs

SUBMITTED BY: BOB MICKONIS, SOUND WAVE CUSTOMS, VIRGINIA BEACH, VA.

This month Bob Mickonis shares with us a Nissan Xterra that has been given the full Sound Wave Customs treatment. This Nissan was outfitted with gear from JL Audio, Mosconi and Focal in an installation designed to look as good as it sounds.

In an effort to give the client the bass he wanted, while still retaining all of the useful hatch space, the SWC crew pulled out all the stops. The floor metal was cut and a metal tub was fabricated to house a subwoofer enclosure. The enclosure is home to a JL Audio w7 subwoofer powered by a Mosconi amplifier. Rounding out the subwoofer system were acrylic accent pieces and a vented floor panel. Flanking each side of the subwoofer enclosure are factory panels that have been modified to highlight more acrylic and lighting.

To maintain the usability of the hatch space, the SWC team applied bedliner to the plastic panels. The protective coating will allow the use of the storage space while being rugged enough to stay looking fresh.

Xtreme Xterra SUBMITTED BY: BOB MICKONIS, SOUND WAVE CUSTOMS, VIRGINIA BEACH, VA.

This month Bob Mickonis shares with us a Nissan Xterra that has been given the full Sound Wave Customs treatment. This Nissan was outfitted with gear from JL Audio, Mosconi and Focal in an installation designed to look as good as it sounds.

In an effort to give the client the bass he wanted, while still retaining all of the useful hatch space, the SWC crew pulled out all the stops. The floor metal was cut and a metal tub was fabricated to house a subwoofer enclosure. The enclosure is home to a JL Audio w7 subwoofer powered by a Mosconi amplifier. Rounding out the subwoofer system were acrylic accent pieces and a vented floor panel. Flanking each side of the subwoofer enclosure are factory panels that have been modified to highlight more acrylic and lighting.

To maintain the usability of the hatch space, the SWC team applied bedliner to the plastic panels. The protective coating will allow the use of the storage space while being rugged enough to stay looking fresh.

56  Mobile Electronics December 2019

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from the President

Just Enough

Are you satisfied with your success?

Many of us are lulled into a place of contentment which leads us to believe we have succeeded. This is a trap. While you may believe your business has arrived at the pinnacle, most of the time the reality is that you’ve simply checked all the boxes on your list of how you define success.

While your perception became your reality, another person may look at the same situation and see a potential to grow the business to the next level. I am not saying you should never be satisfied with your achievements. I am saying you should always be on the lookout for ways to improve your business.

Lacking Motivation Having the opportunity over many years to speak with business owners has provided me with a unique perspective.

To this day I am baffled by this assertion from some business owners: “We are doing just enough to be satisfied with our business.” Again, there is nothing wrong with being content.

But there is something wrong with having no desire to better yourself or your business. Each day should be a learning experience that challenges you to grow to the next level. In my opinion, what I see is a lack of motivation to do anything more than what needs to be done to maintain the business. A business is measured by growth. Ask yourself these questions: Are you generating more money? Is customer satisfaction increasing? Are you getting more customers in the door? Is your business selling what’s trending in the market? Are you looking for new opportunities? Are any of these questions a matter of concern or importance to you? If none of them are, then you most likely have become complacent with your break-even business and will soon begin to see decline as your competitors seize the opportunity you have provided them.

The Need to Achieve You must assess your own expectations. As a business owner, settling for less than your best will lead you down a path to disappointment. You must be driven by a need to achieve more than the status quo. Think about why you started your business. Have you met those expectations? Now think about another business that you view as more successful than your own. What is holding you back from achieving their level of success or greater? Do you think it’s beyond your ability? Do you fear failing in your attempt to achieve greater success?

Regardless of your reason, you have what it takes to grow to the next level. As a business owner you have many opportunities to learn from others. If you want to achieve greater

58 Mobile Electronics December 2019

success, but don’t feel you are up to the task, consider hiring a champion to get you to the next level. Just because you hire someone else to get you there does not mean you are a failure.

It means you had the wisdom to do what’s necessary to reach the next level of accomplishment.

Next Level Performance Your business will never grow beyond your abilities if you hold everything too close. I have watched many micro-managers struggle to grow their business because they want to control every aspect of it. I am not saying you should ignore areas of your business in order to grow. I am saying you should hire great people and enable them to grow things for you while holding them accountable for their area of responsibility. You should also look at contracting other services outside your business’ area of expertise. Some examples may be website design and management, social media, accounting, advertising, etc. Just because you figured out how to create an Instagram or Facebook page doesn’t make you a social media expert. Sometimes these things can become more of a distraction from areas in your business that require your focus.

If you want to achieve greater success, but don’t feel you are up to the task, consider hiring a champion to get you to the next level.

You should strive to be in a place where you are not as concerned about your competition as they are concerned with you! In any market you will have leaders and followers. You will also see businesses that are better at one area and not another. Review your strengths and weaknesses and focus on your best skills while planning to strengthen weak areas. Strive to become the expert in your market for areas that provide the most profit and traffic to your store. That’s where strategically diversifying your business can provide you with more customers who seek out closely aligned categories. We will discuss this approach in a future article.

No matter how much success you have achieved, you can and should always strive to be better. Aim to work on your business and not in it. It’s like attempting to drive a racecar while you’re tinkering with the engine. Your focus should be on the road ahead while you allow others to execute your best plan for growth!

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DETECTION

VOXX takes BLIND SPOT DETECTION across to the rear, into reverse adding another level of Driver Safety and Awareness!

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both systems equipped with front interior LED indicator audio/visual alerts

sensors are installed professionally inside the rear of the bumper

sensors are built into the frame that is mounted around the license plate

In-Vehicle Entertainment has been reborn with the ďŹ rst system to deliver what today’s consumers demand - TRUE UNLIMITED CONTENT CAPABILITIES. Download your favorite apps, connect your favorite devices, enjoy your DVD collection, but best of all, this system offers full control of the system without having to see the actual monitors. Apps developed for Android and Apple allow Mom and Dad in the front seat BLINDthe SPOT LICENSE PLATE BLIND to access and fully control system. No more pulling the car over or reaching around the seats. Innovation at its best!

DETECTION 2.0 (ACABSD20)

SPOT DETECTION

For more information or to become a dealer visit (ACABSDLP) us at: www.voxxelectronics.com/become-dealer/

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