Mobile Electronics Magazine - January 2020

January 2020

me-mag.com

A.C.T. Audio revs revenue with Interlocks, Detailing and Powersports And Then There Were Four

KnowledgeFest Preps to Bring Education and Excitement to Orlando • Tech Today: Know PWM? You’ll Need it in 2020 and Beyond • Strategy: Be Seen as Better Than Competitors With MECP • News: Tunes Adds 1; Freeman’s Grows to 7

optimize your senses LITTWORKS LIGHTING IR / RF / WIFI CONTROLS AVAILABLE

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SPA500 takes the things that you want to do with your phone while driving and puts them on your car’s built-in display. When you connect your phone to SPA500, you can get turn-by-turn directions, make calls, send and receive messages, listen to music, and more. SPA500 uses the contacts on your phone to help you make calls, send texts, and find destinations.

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Volume 50 // Issue 01

Articles

18 14

18 Retail News/Who’s Who 54 Installs

Departments

FEATURES 14// What’s Happening: KnowledgeFest Orlando By bringing the premiere industry event to Orlando this coming May, KnowledgeFest has truly become nationwide, expanding its mission of education and empowerment to service the southeast.

6 Editor’s Forum 8 Feedback

Ad Index

26// Real World Retail: A.C.T. Audio

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

Despite enduring a difficult year, A.C.T. Audio increases revenue by diversifying into ignition interlocks, detailing and motorcycle audio while strengthening infrastructure for the coming year.

DD Audio.................................................…p. 29

40// Difference Makers: CF Marketing With an all-out love of audio, it’s not just about product for CF Marketing, but good sound and solid service.

Escort Radar ………......................…………. p. 11 Firstech: Drone Mobile.....................…p. 59 JBL ……………………………….......................... p. 39 JVC…………………………...................…………..p. 33

44// Strategy & Tactics: Using the MECP Program to Your Advantage

Kenwood ……………………….............………… p. 7

Learn how MECP certification can help both you and your store grow professionally.

Mobile Electronics Association (MEA)..p. 37

48// Tech Today: Working with PWM Ignition Systems

MECP........................................................…p. 35

What do you do when a vehicle lacks the classic 12-volt ignition wiring? These strategies will help installers work with pulse width modulation ignition systems in newer cars.

Orca: Focal.................................................…p. 9

On the Cover COVER DESIGN: Manny DeJesus A.C.T. Audio in Vernon, Conn.—a Top 50 retailer—moves into the new year with continued plans for diversification, designing an employee handbook and finetuning policies and procedures to build a solid future. Despite setbacks, owner James P. Smith aims to continue expanding into new categories, with hopes of opening a second store in the future.

4 Mobile Electronics January 2020

Rockford Fosgate ……………….....……….. p. 5 Rydeen Mobile Electronics...........…p. 43 SiriusXM…...................................................p. 21 Sony…...........................................................p. 31 SounDigital.............................................…p. 13 USA SPEC..............................................…p. 43 VAIS Technology .….....………............….. p. 19 VOXX Electronics…...............................p. 60

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Learn more at: www.rockfordfosgate.com

facebook.com/MobileElectronics 5

editor’s forum

A Future In the Making Mobile Electronics was reimagined from the minds of children. Now, it will become something else.

New Year. New Change.

By now, many of you have noticed this January issue did not arrive in your mailboxes. I’ll just rip the Band-Aid off quickly: this digital version is the only one you’ll see for the foreseeable future.

Earlier this month the decision was made to make a total conversion from print to digital. Like just about every magazine that has made this change, the reasons centered on the increasing costs of printing and mailing.

So let’s get through the facts first. You will continue to see a monthly edition of the magazine available at me-mag.com as a digital issue. You will get the same experience as a magazine, with easy flip-and-enlarge pages that can be viewed on any device. We will present the same statistics, high-value peer-topeer information, business advice, editorials, shared retail successes and lessons learned … and of course, technical information.

As you can probably tell from the tone of my writing, I have mixed feelings about this. I left the cold of Michigan to take over as editor of Mobile Electronics in 1999. I remember standing in front of the managers of then-Bobit Publishing, nervously going through a presentation of how I would revamp the once-proud installer’s resource that had turned into a dry, detached business publication. My first inspiration was—of all things— Highlights magazine, a children’s periodical you’d find in dentist’s and doctor’s offices. I liked it because it created an immersive kid’s community within its pages to temporarily take them away from the notion of scary medical or dental visits.

My other inspiration was Vogue, which always featured a person on its cover. Of course, none of our “shapely” storeowners could hold a candle to the models featured on the front of the fashion title, but I like the fact that it immediately humanized the content and created the expectation that this was a special publication for our industry.

Then there were smaller but still impactful things: feature real success and failures from people who experienced them. Do away with clip art and showcase pictures of actual stores, showrooms and install bays. Let the industry have a voice rather than just the writers. In short, build a community for us within the pages, just like the kids have.

It worked. And from a content standpoint, it’s still working.

Every year the content changes to reflect our changing industry.

6 Mobile Electronics January 2020

And every year the magazine’s ecosystem has changed to provide even more value to the industry: The Industry Awards. The growth of KnowledgeFest. And of course, your growth and success. So this is also a change; one that will ultimately make us better. That essence—that DNA that defined and invigorated our industry on printed pages—will not go away.

You will continue to see a monthly edition of the magazine, downloadable at me-mag.com and through our digital service provider, issuu.com. You will get the same experience as a magazine, with easy flip-and-enlarge pages that can be viewed on any device.

New Year. New Evolution.

For some of you, it may be no big deal as your phone has become your go-to-resource. But for others, even though you read mostly on your device, you knew that the print copy back at the shop was the foundation: a home that would always be there. Today, you will take that home with you. Just as consumers transferred the core of their entertainment to their pockets and purses, we will celebrate our industry on the very devices we work to integrate into our customers’ vehicles.

This is just the start. Just like that evolution in 1999, we have a new challenge to leverage faster, more interactive and more vibrant mediums to educate, inform and empower you.

The book format will evolve into something else that will be more intuitive to electronic formats. We will be able to gauge your opinions in real time; share your advice in one day so that other retailers and professionals can implement it the next. The success you tout on social media will be amplified to the larger industry, and your vendors will be able to deliver product information and support that much faster.

KnowledgeFest is just around the corner here in Long Beach, then it’s on the road for Indianapolis and the first event in Orlando before the flagship Dallas event later in the year.

There’s lots of work to do in the coming weeks to prepare these shows to bring the best of our industry to you.

But that’s for tomorrow. And I’ll be ready; we will all be ready.

But today, I’m going to be sad, as I feel it’s only right to be.

New Year. New Next.

TALK. TEXT. NAVIGATE. ROCK-OUT & DRIVE.

Be safe! Wirelessly control your phone and keep your focus on the road.

Android Screen Mirroring

www.kenwood.com/usa Š2019 Kenwood and Kenwood eXcelon are registered trademarks of JVCKenwood in the United States and may be a registered trademark, or trademark, in other countries. All other third-party product names, brand names and logos are trademarks of their respective owners.

 feedback

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

Start the New Year Right Retailers express their thoughts on the importance of fair wages, training, sharing information amongst themselves and educating customers for an overall healthier industry.

Kerry Moyer, VP Strategic Partnerships 978.645.6457 • kerrym@mobile-electronics.com Solomon Daniels, Dir. Media and Communications 978.645.6463 • solomond@mobile-electronics.com Richard Basler, Dir. Technology Solutions 978.645.6449 • richb@mobile-electronics.com Tony Frangiosa, Chairman of the Board, MEA

“Stop paying salespeople minimum wage. You need talented, smart, experienced people to sell car audio correctly.” Cody Lanoue, Andre’s Car Audio, Kelowna, British Columbia, Canada “I compete with a big box store in my area, so the sales strategies that others have used [and shared in Mobile Electronics magazine] have helped me.”

“Don’t just focus on one product you are [good] at selling, but focus on other options the customer might also be interested in.” Adrian Manrique, Mid-State Distributing, Broadview, Ill. “Make sure you get trained on all the new [techniques and methods] in our industry.” Keith McCumber, SoundsGood Auto, Coquitlam, BC, Canada “It’s not how much you have, it’s your knowledge that matters. Whenever possible, give [the customer] a demo.” Eric John Balmert, B’s Car Stereo Inc., Elyria, Ohio

8 Mobile Electronics January 2020

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

e Did W Your Make

you Our job is to make more successful. card.

Here’s our report

Grade?

Professionals ry st u d In r e th O m d Experience Fro 3% Sharing Real Worl e iv ct e ff e so t o 38% N ive 3% Extremely effect ctive 32% Not at all effe Very effective 24% e iv ct e ff e t a h w e m So s and Practices e u iq n ch Te s, a e cial Strategies, Id 11% Delivering Benefi e iv ct e ff e so t o N % 32 ive 3% e iv Extremely effect ct e ff e ll a t a t o 36% N Very effective 18% ive Somewhat effect

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liate and Industry Affi s ep R , rs do en V h elationships wit 19% Enabling Better R % Not so effective

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23 ctive 27% Not at all effe 19%

tion to Consumers o m ro P ss e n si u B er Empowering Bett % Not so effective 3 2 e iv Extremely effect ctive 15% Not at all effe Very effective 50% e iv ct e ff e t a h w e Som

10 Mobile Electronics January 2020

12%

4% 8%

facebook.com/MobileElectronics  11

 helpful stuff BOOK: Sizing People Up: A Veteran FBI Agent’s User Manual for Behavior Prediction by Robin Dreeke and Cameron Stauth In crime shows, it can be easy to pick out the bad guys. It’s not so simple in real world scenarios.

When you’re faced with deciding whether or not to hire someone, or whether or not to do business with a certain company, it can be handy to know a few tactics that will help you learn who you can trust.

Co-author Dreeke, a former head of the FBI’s counterintelligence behavioral analysis program, spent two decades as a behavior analyst in the FBI. Through his unique experiences, he was forced to develop a knack for reading people’s intentions, capabilities, desires and fears. His system is simple, but powerful.

How can you determine whether someone has both the skill and will to do what they’ve said they’re going to do? Behaviors as subtle as how they take notes will reveal their reliability. Using this book as your manual, you will quickly and easily be able to size up can be trusted—and who can’t be.

SITE TO SEE: North American International Auto Show NAIAS.COM

This year’s North American International Auto Show will kick off with a four-day street festival, Motor Bella, in downtown Detroit celebrating Italian and British supercars—but instead of wintertime, it will be hosted in June! It’s an ideal time in terms of weather and a chance for visitors to take in the Detroit Riverfront setting. The event will feature over 100 supercars representing 12 brands including Rolls Royce, Aston Martin, Lotus and more. Food trucks and street vendors will also feature in the festival. Motor Bella is set for June 5-8 and is one of seven events surrounding the auto show, which runs from June 13-20 for the public. At least 20 vehicle reveals are expected.

SITE TO SEE: Daytona 500 WWW.DAYTONAINTERNATIONALSPEEDWAY.COM

February starts off strong with the Super Bowl in Miami, but just a bit farther north a few weeks later is another sports spectacle—the iconic Daytona 500. Set for February 16, it will be the 62nd annual race. The 500-mile NASCAR Cup Series season-opener is held annually at the Daytona International Speedway and is considered the most prestigious and important race in NASCAR. Daytona has opened the NASCAR season every February since 1982. It is one of two Cup Series races held yearly at Daytona, with the second—a 400-mile event—moving to the regular-season finale in 2020 for the first time. The Daytona 500 is also one of four superspeedway races to use tapered spaces. Two-time Daytona 500 champion Dale Earnhardt Jr. has been named the Honorary Starter for the 62nd running.

SERVICE: National Insurance Crime Bureau VINCheck WWW.NICB.ORG

NICB’s VINCheck is a free service provided to the public to assist in determining if a vehicle has been reported as stolen, but not recovered, or has been reported as a salvage vehicle by participating NICB member insurance companies. To perform a search, a vehicle identification number (VIN) is required. A maximum of five searches can be conducted within a 24-hour period per IP address.

12 Mobile Electronics January 2020

facebook.com/MobileElectronics   13

 What’s Happening

KnowledgeFest Goes Nationwide By bringing the premiere industry event to Orlando this coming May, KnowledgeFest has truly become nationwide, expanding its mission of education and empowerment to service the southeast.

WORDS BY ROSA SOPHIA

Having found a formula that best fulfills its mission—to educate, inform and empower—KnowledgeFest will be coming to Orlando, Florida, May 15 to 17, 2020 and is expected to draw at least over a thousand attendees. The show will likely attract a good crowd in part due to its location. Chris Cook, President of Mobile Electronics Association, expects a good turnout.

“I think people will come to escape the cold and kick off the first vacation of the year,” Cook said. “We’ve never launched an event that had this much interest from retailers and manufacturers, from the industry overall. I’ve had so many inquiries about it, and I think it’s because of the location.”

Those attending should be open to learning new things, according to Jayson

14 Mobile Electronics January 2020

Cook of Columbus Car Audio & Accessories. “If you go into it thinking you already know everything, then you won’t get anything out of it. But if you are openminded, and apply the things you learn, it can be a real game changer,” he said, adding that networking and building relationships are good reasons to attend.

Since the Dallas event began in 2010, KnowledgeFest has continued to grow exponentially and has become the premier industry event, according to Chris Cook. However, KnowledgeFest itself is far older. Each KnowledgeFest event offers over 60 manufacturer trainings, over 27 educational workshops and plenty of networking opportunities for mobile electronics professionals. Adding a new location will help transform KnowledgeFest into a nationwide event.

“We are going to be bringing what has been so successful in other cities

to Orlando and to the southeast,” Cook added.

KnowledgeFest Heads to the Sunshine State Aron Demers, vice president of VOXX Electronics Corporation, said he hopes to meet with dealers who no longer attend CES, and haven’t been able to make it to other KnowledgeFest events. “We feel that from Florida all the way up to Maine, we’ll have good representation of dealers wanting to get out and come down to the show,” he said, adding that VOXX will offer mobile video training and security and remote start certification and training sessions, as they do at other KnowledgeFest events.

Bryatt Fischer of JL Audio said the Orlando show has been a hope for some time. “There have been other events in Florida in years past that were successful,

KnowledgeFest Goes Nationwide

An Opportunity to Build Relationships

There are numerous opportunities to build connections at KnowledgeFest, and retailers agree that networking is one of the many reasons to attend. run by other organizations that have since left the market,” Fischer said. “We felt an Orlando base would create a destination spot for some of the untapped regions.”

Fischer said one main observation led to the decision to bring a KnowledgeFest event to Florida. Despite Dallas and Indy being at midway points in the country, some people closer to the east coast

were still having difficulty attending. The Indianapolis event seemed to mainly draw from surrounding states, but less so from the east coast. When partners and sponsors got together to discuss options, Florida turned out to be a unanimous decision. “We all identified some of the shortcomings of the Indy location when it came to servicing the east coast,” Fischer said.

The strong connections that often begin at KnowledgeFest are priceless, according to Jayson Cook, who was named Sales Pro of the Year for 2019 at KnowledgeFest Dallas, and hopes to see more sales-oriented classes at KnowledgeFest in the future. “You can really get in front of people at the show instead of just using social media from home,” he said, adding that meeting vendors face to face is very helpful.

Ethan Blau of Sound Wave Customs in Virginia Beach, Va. shared this sentiment, noting that the connections he’s made at any KnowledgeFest event have been important to him both professionally and personally. “I have grown closer with manufacturers, their reps and technicians, and other business owners like myself,” Blau said. “I have even hired employees from networking at KnowledgeFest.”

It was at KnowledgeFest that Blau met Ata Ehdaivand of Absolute Electronix, and the two became close friends.

Because of KnowledgeFest, Blau said he and Ehdaivand started a competition to see who could make the bathroom in facebook.com/MobileElectronics

15

 What’s Happening

each of their stores look the best. “It was meant to push one another to become better, and to offer a better store atmosphere and environment,” Blau said.

Because of KnowledgeFest, both Blau and Jayson Cook were able to forge essential connections in the industry.

Blau added, “I have grown and made numerous changes to the way I do business.”

Blau, whose professional life and business grew in large part due to KnowledgeFest, said the event was an eye-opener that drove him to better himself. Sound Wave Customs was also awarded Retailer of the Year in 2018.

16 Mobile Electronics January 2020

KnowledgeFest Goes Nationwide

“We’ll be doing that one again in Long Beach this February. It’s not geared toward JL Audio. It just teaches the fundamentals of our industry.”

Teaching the fundamentals, Fischer said, will always be essential. “We are seeing a younger audience begin to come into the industry, so we feel it’s really important for them to understand our industry as integration becomes more complex,” he explained.

Demers said he expects the new Orlando show to bring the same wealth of information and training curriculum as other KnowledgeFest shows, but to a new audience of dealers who haven’t had the chance to attend yet, adding that he thinks this show in particular will draw 12-volt professionals along with their families to turn it into a mini-vacation.

“We think it’s going to bring a lot of traffic to the show and to the area,” he said. Manufacturers are in agreement that Orlando will likely be a great destination show.

KnowledgeFest will also be collaborating with Visit Orlando, according to Chris Cook, who stated there will be a concierge desk available at the front of the show

Gear Up for KnowledgeFest!

You can register for KnowledgeFest by visiting: knowledgefest.org/register Take note of this year’s show dates: Long Beach, Calif. – February 7-9 Indianapolis, In. – March 27-29 Orlando, Fla. – May 15-17 Dallas, Texas – August 14-16 A Platform of Education Because business owners are so busy throughout year, it can be difficult to connect with one another, Fischer said.

KnowledgeFest, he added, is the perfect place to network “because it creates a captive audience. A large percentage of it is education and vendor trainings. It gives us an opportunity to have a captive audience of retailers.” And it gives 12-volt professionals a chance to catch up on information they might have missed while engaged in day-to-day business, he said.

JL Audio will be offering training as usual at all KnowledgeFest shows. Fischer said the company’s dedicated training team will be answering questions on the show floor, as well as participating in vendor training. “We also offer the School of Sound and education tracks,” he added.

so attendees can book family outings at reduced pricing.

There will always be some crossover between the classes offered at different KnowledgeFest events, but Fischer noted the focus is always to support categories that might need additional training at the time to be fully understood, and also to support new product launches. The show floor continues to be a popular place for companies to unveil new and exciting products for attendees, while the classroom offers training on those products for salespeople and installers.

To those who still might be undecided about attending, Jayson Cook advised, “Just go. It’s worth it.” He added, “It’s almost like advertising. You don’t necessarily know when the return on investment is going to come. But I promise you, you will get your return on investment with KnowledgeFest.”

Chris Cook of MEA said there will be vendors displaying at KnowledgeFest this year who’ve never done so before, increasing networking opportunities. He added, “They’re coming in because of Long Beach and Orlando,” the two most recently added events.

New for this year is an increased focus on classes presented in Spanish, with marketing outreach in Spanish to help increase attendance numbers. What’s ahead for 2020? Chris Cook added KnowledgeFest has found a formula that works well, and the plan is to build upon it. “I envision continuing to build off that education mission,” he said. “Because that’s really what we do.” facebook.com/MobileElectronics

17

 retail news

Freeman’s Car Stereo Opens Seventh Location WORDS BY LAURA KEMMERER

Freeman’s Car Stereo, with shops in both North and South Carolina, celebrated its 40th anniversary with the announcement of a seventh location in Fletcher, North Carolina. The shop is currently slated to open in January 2020, and will be the business’ seventh physical location in the greater Charlotte area.

“Our mission is to offer the finest in customer experience, workmanship, and product offerings in the industry,” said David Wall, CEO. “We’re excited for the opportunity to bring our energy and expertise to the greater Asheville community.”

Freeman’s Car Stereo is best known for car audio, car stereo, remote start, car security, wheels, tires, lift and lowering kits, marine audio and other work. The new Fletcher location will

18 Mobile Electronics January 2020

offer a range of aftermarket car and marine accessory products and installation services, including remote starts and audio/ stereo.

According to Wall, the business is owned by John and Jane Freeman. The venture experienced growth early on but did not open a new location for some years.

“We do some business online, too, and in the last couple of years we’ve gone through changes and reorganized and tried to reshape our company’s culture and some of the ways we’re doing business to continue growing and evolving,” Wall said.

“John Freeman was a pioneer in our industry, and started off paving the way. In those days, there wasn’t as much made specifically for cars, so he was adapting home audio for car use. Before he even started Freeman’s, he did installs only

and expanded into the business. He saw an opportunity and came up with the winning formula, but it’s always been a core of audio,” Wall explained.

“We’ve expanded into vehicle safety, rear seat entertainment and some truck accessories.”

Previously, in 2003 and 2004, Freeman’s started in on the wheel and tire business, as well as doing some vehicle accessories.

“We intend to do the same thing at the new store. We have a formula for what works. We’re always looking to see what opportunities there are. My philosophy is, you’re either growing or you’re dying,” Wall added.

He went on to specify that 2019 has also been a good year for the company, with the venture adding sales directors and trips to KnowledgeFest and SEMA. There were also improvements made to the marketing department.

Though the new store is set to open on Jan. 2, 2020, there will be a grand opening event later in the year.

Add SiriusXM® TO 100’S OF VEHICLES WITH A Single Piece OF Hardware

T E C H N O L O G Y

facebook.com/MobileElectronics 19 VAISTech.com/universal-install

 retail news

Who’s Who Faces in the Industry Martin Branch Lafayette Custom Automotive Lafayette, La. Years of Industry Experience: 38 Hobbies: Dirt bike and ATV riding, snow skiing.

What you’re really good at: Fabrication

Dalton Steadman

Installer Institute Graduate Joins the Team at Tunes-N-Tint

Tunes-N-Tint Lakeland, Fla. Years of Industry Experience: Less than one Hobbies: Fishing, working on vehicles and ATVs. What you’re really good at: Upholstery, fabrication and 12-volt integration.

WORDS BY ROSA SOPHIA

Tunes-N-Tint in Lakeland, Fla. has a long history of attracting Installer Institute graduates, according to shop director Joe Cassity.

The newest addition is Dalton Steadman, age 20, who graduated about two weeks before becoming an official employee. He has been with the shop for about two months.

“He’s doing really well,” Cassity said, adding that all new employees are cross-trained in all departments within the first 90 days, including window film, sales, wheels and tires, and more. “Dalton

20 Mobile Electronics January 2020

Kenny McCardie Auto Sound Tint World Union City, Calif.

Years of Industry Experience: 17: What you’re really good at: Detailing, dominoes, coaching basketball and cooking breakfast.

has fallen into where his strengths are, though, which is going to be 12-volt and mechanical addons. He’s also proven himself to be very efficient at upholstery.”

Another Installer Institute graduate, Austin Thorne, is now moving into a management position.

Until recently, Thorne supervised the install bay as the lead technician. “He will now be an assistant manager running both the front and the back,” Cassity said. “He’s going on his fourth year now. We’re the only shop he’s ever worked at.” Prior to attending Installer Institute, Thorne worked outside the industry, but he was a long-time customer at TunesN-Tint. After graduating, he took an internship at the shop and then became an employee. During his first year as a technician, he was named Rookie of the Year by Mobile Electronics magazine.

Cassity said he’s looking forward to 2020. “We’ve had a rocking holiday season. We’ve been very busy and we’re really looking forward to the new year. It’s been a refreshing change that things have been picking up for us.”

Tunes-N-Tint is a full-on vehicle restyling center, Cassity added, and the shop handles everything except the actual mechanics of the vehicle. “We also do suspension work and exhaust,” he said.

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 hot sellers

Meeting Clients’ Needs Retailers continue to demonstrate value, offer extended warranties and explain safety features in order to meet the needs of customers.

Directed DB3 Databus All Interface Module

Submitted by: Keith Price, Tint World, Lead

Installer, Cary, NC Main Selling Features: “This product works on 90

percent of vehicles on the road today.”

Alpine iLX-W650 Digital Multimedia Receiver

Main Selling Features: “It is Android Auto/ Apple CarPlay compatible.”

Primary Objection: Price.

How to Overcome: “I remind customers that hands-free is an important safety feature for busy life on the road.”

Sony XAV-AX5000 CarPlay / Android Auto

Submitted by: Carlos Ramirez, NVS Audio, Roselle, NJ Main Selling Features: “This product has an OEM look and feel and works well on both bikes and cars.”

Primary Objection: Additional parts required and labor cost to install.

How to Overcome: “We do a live in-car demo with the customer’s phone.”

22 Mobile Electronics January 2020

Pioneer AVH-W4500NEX Touchscreen DVD Receiver

Submitted by: Neil Kostka, Rolling Audio, Roseville, Calif.

Main Selling Features: “Wireless CarPlay and Android Auto is gaining interest in my area. Processor speed and UI is fast and easy while dual camera input comes in third. The CD/DVD/SD card option is still popular, but I don’t think many people use it.”

Primary Objection: Price.

How to Overcome: “I explain how added features can be used in a day to day situation, or showing how to use CarPlay and demonstrating how nice Bluetooth is and the ability to have Wireless CarPlay behave in a similar fashion.”

DD Audio M1D Mono Block Class D Amplifier

Submitted by: Bill Sommers, Sommer Sound Systems, Panama City, Fla. Main Selling Features: “[Customers recognize] the value of the product.”

PAC AmpPRO AP4-FD21 Aftermarket Amplifier Interface Submitted by: Carlos Ramirez, NVS Audio, Roselle, NJ Main Selling Features: “Pure digital TOSLINK output.”

Primary Objection: Compatibility.

How to Overcome: “Add a DSP.”

Race Sport Lighting GEN6V2 CAN Bus HID Kits

Submitted by: Paul Zaccaria, StreetStyle Inc., St. Charles, Ill. Main Selling Features: “[Customers appreciate the] warranty [and we’re able to] clearly explain the benefits.”

Primary Objection: Price.

facebook.com/MobileElectronics 23

 hot sellers

Hertz SV 165.1 SPL Show Series Midrange Car Speakers

Submitted by: Eric John Balmert, B’s Car Stereo Inc., Elyria, Ohio

Alpine ILX-F309 Halo9 Head Unit

Main Selling Features: “The large screen is easy to use.”

Primary Objection: Price.

How to Overcome: “If I show the feature set to a customer, the value shows through, and the price seems fair.”

Kenwood DDX8906S DVD Receiver with Bluetooth and HD Radio

Submitted by: Paul Papadeas, Soundcrafters, South Daytona, Fla. Main Selling Features: “CarPlay and Android Auto are big sellers, but when the tuning capabilities are demonstrated—e.g., equalizer crossovers, time correction—the technology convinces clients.”

Primary Objection: Price.

How to Overcome: “We explain the stellar warranty and customer service that keeps them in sound for two years without any fees for labor, shipping or removal.”

Alpine iLX-207 Digital Multimedia Receiver

Main Selling Features: “The sound quality of the radio.”

Primary Objection: Price.

How to Overcome: “I demonstrate the radio on the sound board.”

24 Mobile Electronics January 2020

K40 RL360di Radar Detector System

Main Selling Features: “The feeling of knowing the chances of getting a speeding ticket with this device are very slim.”

Primary Objection: Learning curve.

How to Overcome: “We show the product, explain it, and we can connect customers with others who have and use the product and can help them to understand it.”

Waylens Secure360 Automotive Security Camera

Submitted by: Kenny McCardie, Auto Sound Tint World, Union City, Calif.

Main Selling Features: “The functionality of the camera helps sells the product. One camera offers a view that is impressive to most customers.”

Primary Objection: “They didn’t know they wanted this until I showed it to them.”

How to Overcome: “I listen to the customer, then explain how this product fits their needs.”

Helix DSPs, Audio Processing Equipment

Submitted by: Philip Lindsley, Titan Motoring, Nashville, Tenn.

Main Selling Features: “The need for a professional not only in installation, but tuning and dialing in to the specific needs and wants of the client, really hits home and creates a demand for our facility and our experts.”

Primary Objection: Labor cost to install.

How to Overcome: “We overcome these objections primarily by using our demo vehicle and explaining the complexity of the installation.”

Linkswell T-Style Radios

Submitted by: Michael Meza, Santa Rosa Cartunes, Santa Rosa, Calif.

Main Selling Features: “The video we show on our website, and our in-store displays.”

Primary Objection: Price and compatibility.

How to Overcome: “We build confidence in our brand so we can show the customers that we are professionals.”

facebook.com/MobileElectronics 25

real world RETAIL A.C.T. Audio increases revenue by diversifying into ignition interlocks, detailing and motorcycle audio while strengthening infrastructure for the coming year.

WORDS BY ROSA SOPHIA

In 2019, James P. Smith became sole owner of A.C.T. Audio—which stands for Automotive Concept Technology—in Vernon, Connecticut, when his business partner decided he didn’t want to be involved anymore. The shop’s most recent accomplishments involve diversification into ignition interlocks and motorcycle audio, which Smith plans to continue growing in the coming year. With six total employees including the owner, diversification is the new focus. Smith’s resolution for the new year is to turn A.C.T. Audio into a one-stop-shop for automotive aftermarket needs.

The past year, however, was fraught with tragedies: Smith’s brother passed away in February, and sales manager Dan Holben—who has been with the shop since the beginning—was diagnosed with cancer and started treatment. Rather than hire someone else, Smith took on additional duties. Slowly, Holben was able to return to work, and for about a month he’s been on a part-time schedule.

Meanwhile, the company grew faster than anticipated. Despite many challenges, A.C.T. Audio made the Top 50 Retailers list and continues to focus on diversification to grow the business.

Diversifying Opens New Doors, Increases Revenue Two years ago, the store moved to a new location and created a separate entrance for the breathalyzer / ignition interlock department, giving those customers privacy. The increased business in the category also exposed these customers to other services A.C.T. Audio offers.

They don’t have to come into the showroom unless they want to, Smith noted.

“Doing that was a big deal for us. This year we brought on two more companies,

26 Mobile Electronics January 2020

REVV

and I just signed a contract with another one. We have seven breathalyzer companies we work with, and it provides consistent revenue.”

The shop has also started offering light detailing as an add-on service, but they plan to offer it as a separate category. “We

have a back room we’re in the middle of altering that we’re hoping to use just for detailing,” he added. Additionally, the team is building a wood shop, and an area just for motorcycles. The shop began working on more motorcycles after Smith acquired his own bike.

REVVING UP

VING UP “If customers with motorcycles come in and see you have your own, they’re more likely to trust you,” he said, adding that he feels this accounted for a steady increase in business. “Last year we did a lot of motorcycles, and we’re hoping to continue growing that category.” Next, the

shop will be expanding into paint protection, and Smith said an employee will be sent to a training program to get started.

After that, he added, they’ll tackle vinyl wrapping.

Customers who come in for remote starts—a category that brings in much

of the store’s revenue in the winter months—are exposed to other categories they might be interested in, as well.

Roughly 24 percent of the business’s revenue overall is derived from the remote start category. “The more people we can expose to the store,” Smith said, “the facebook.com/MobileElectronics 27

real world RETAIL

Despite a tumultuous year, the staff at A.C.T. Audio has high hopes for 2020. Pictured left to right: Sales manager Dan Holben, who recently returned to work part-time; lead installer Carlos Santos; breathalyzer tech and apprentice Ethan Deer; owner James P. Smith; installer Erick Hopkins; and Kori Kaunas. more potential repeat customers we can get.” Every December, business triples, and the week before Christmas brings in the most revenue.

Creating an Employee Handbook to Strengthen Infrastructure When Smith and his business partner ran things together, policies and procedures were all in their heads. As the business grew and hired new employees, it became clear the infrastructure needed to be stronger. Smith realized a lot of the ways in which the business had been managed wasn’t written down. As a result, employees had to come to him with the same questions on how certain things were handled.

“A really good example is our discount policy. My employees would come to me to ask if we could give a certain discount that a customer asked for,” he explained.

“So I established standard discount policies, like a Military Discount, or up to 10 percent off in other situations. Now my sales guy knows he can go up to 10 percent off to close a sale, no question, because it’s in our policy.”

Smith also implemented a checklist which highlights everything a salesperson needs to complete during their shift. In

28 Mobile Electronics January 2020

Every year, the staff attends KnowledgeFest Dallas, while in-house training involves going over new products. The shop plans to put an increased emphasis on in-house training for the coming year.

Service add-ons are popular at A.C.T. Audio, and customers frequently request add-ons with remote start installations. A sign at the customer service counter displays add-on options, including light detailing, glass treatment and headlight restoration.

REVVING UP

facebook.com/MobileElectronics   29

real world RETAIL

FAST FACTS Location: Vernon, Conn.

Number of Locations: 1 Square Footage: 4,100 James P. Smith has been the sole owner of A.C.T. Audio for about a year, after his partner decided to leave the business. The shop is putting an increased focus on diversification, and the results of adding new categories has already begun to pay off.

Type: Traditional Retail Number of Employees: 6

MAIN FOCUS 45% Car Audio 24% Remote Starters 14% Safety and Convenience 12% Breathalyzers

KEY STAFF Owner: James P. Smith Store Manager / Sales: Dan Holben When a job is completed, two installers take a look to ensure everything is up to standard and functioning well. A salesperson takes a final look before a customer is called. the new year, he said, the sales manager will be submitting a sheet each day that lists customers, what they came in for, where they heard about the business and whether or not the sale was closed. The checklist and the store procedures reflect the responsibilities of the salespeople, who are required to check emails, clean and do follow-ups on estimates. Installation policies also ensure that anything the salesperson promises to the customer is relayed clearly to the installer, so everyone is on the same page.

While there was a three-page store policy, Smith said, they never had an official employee handbook. “That was my biggest downfall. Now that I have a big business, it’s hard as a technician to monitor all the departments,” he explained.

30 Mobile Electronics January 2020

With the help of a business coach, Smith is working on an employee handbook that is halfway complete, though he admitted he wished he’d done it sooner.

Analyzing the Sales Process for Continued Improvement When Smith observes a sale, he said there are things he might notice which the salesperson might not because they’re directly involved with the interaction.

Even changing one word can make a difference, and the staff is continually finetuning sales pitches. “We have developed our sales approach to make it simple for the customer and consistent for us,” Smith said. “We modify it as we go.”

When selling speakers, for example, the sales team focuses on the foundations of

creating good sound. They explain amplification and what will make the speakers sound best, no matter the brand the customer chooses. Then, he said, they allow the speakers to sell themselves. “When it comes to remote start, we sell mostly two-way with add-ons. The average ticket price has drastically increased over the past five years on remote starters—I’d say close to 50 percent, maybe 40—just by employing sales techniques and recommending add-ons.”

A sign on the wall explains the available add-ons, including the very popular addition of heated seats to a remote start.

The sales staff discusses add-ons with customers, including products such as rear defrosters and customizable options, while also seeking a balance to avoid sounding too “salesy,” Smith noted.

With each attempt to finetune the process, salespeople learn how better to discuss add-ons and products with

REVVING UP

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real world RETAIL

Email is something Smith plans to improve upon in the new year.

For the past two months, Smith sent out email newsletters to previous customers.

“For both newsletters, I got phone calls. A new product was released, and a couple of people called me about it.

Moving forward, I’m going to focus more on keeping up with email newsletters,” he added. “We don’t want customers to think they are forgotten after they spend money with us.”

Finding the Right Customers and Learning When to Say No

clients. Recently, they refined the process again, making it more generic. “I might say, ‘Are you interested in hearing about any of the specials we have available to enhance your vehicle while it’s here?’”

Smith said. With any luck, customers say yes. As of now, he noted that about 50 percent say yes and 50 percent say no.

32 Mobile Electronics January 2020

The shop is also considering setting up a pre-check that will be emailed to the customer two days before an appointment, giving them a chance to “a la carte” their remote start installation.

All jobs receive a 48-hour follow-up call, and bigger jobs get another follow-up call six to eight months later.

The company has refined its focus to specialize on higher-end jobs. Smith said when he first came on board, the shop wasn’t discerning enough about the work they accepted and would say yes to almost any job in order to bring in revenue.

When potential customers come in with products that don’t match the shop’s quality standards, Smith said these customers won’t be happy no matter what the sales staff explains to them. “They

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real world RETAIL

Owner James P. Smith said that after he acquired his own motorcycle, the shop began to attract more bike owners. With the hopes of increasing focus on the category in 2020, the shop is also creating a dedicated area in the bay just for motorcycles.

“A.C.T. Audio Bike” Proves Best Marketing Tool “A customer started coming in years ago. We did some work for him and we became friends over the years,” Smith said. “He wanted to do a project [on a bike] and I suggested boosting it, and having him promote A.C.T. Audio at shows. So I did a promotional bike. He’s a good customer, a very big advocate of promoting our store. We made a deal where he would do so many shows [and promote our shop].”

The shop installed fourteen speakers on the customer’s Harley-Davidson, and three amplifiers.

“We go to shows together, too,” he added. “I have had phone calls from people mentioning the Harley. The bike has our sticker on it.

He calls it the A.C.T. Audio bike. In warmer months, I was getting a few calls a month because of the bike. We crank it at shows and it draws a crowd.”

34 Mobile Electronics January 2020

After diversifying into ignition interlocks, the category continues to grow. Currently, about 12 percent of the store’s revenue comes from breathalyzer installations. just want it cheaper,” he added, “but we’re going to use the right equipment, or we won’t do the job at all.”

Smith said it was difficult, but the staff learned when to say no. “We stopped accepting all customers,” he explained. “We ended up having happier customers, and happier staff. The jobs were a little more project-based. We take our time, do a good job, deal with better quality equipment, and we have less problems. The customers are happier because the result is better.”

Smith added that learning when to say no was the hardest part of the transition.

“A lot of businesses struggle with saying no to work that doesn’t suit their end goals, and we did, too, for a long time,” he said. “But when we finally did it, we never looked back.”

REVVING UP

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real world RETAIL Internet Pop-Up Advertising Fails to Drive Traffic With the intention of driving traffic to the store, ACT Audio attempted Internet popups through an advertising company.

“For anyone who was in the vicinity, an Internet pop-up would appear and say [something like], ‘Buy one speaker, get one half-off,” Smith said. “Or, ‘Mention this ad, get 10 percent off.’” The campaign was

A.C.T. Audio’s current location used to serve as a tractor supply store. Certain areas in the shop are undergoing renovations in order to accommodate new categories, such as motorcycle audio and detailing.

unsuccessful.

“We were just hoping it would drive traffic,” Smith added. “We got a lot of clicks and the numbers were good, but we didn’t see results in the store. The only thing I can’t account for are impressions when people continue to see the logo and store name.

Does that help [over time]? I don’t know.”

It’s not always clear how people learn about the store, Smith said. “If my sales guy isn’t asking [how they learned about us] or forgets to ask, you hope the customer mentions it. When we first [started the ad campaign] I wanted to try powersports, but it didn’t work, so I changed it up and we focused on speakers. That didn’t seem to work either. I tried to cancel it, and they convinced me to keep it a few more months.

I don’t think it was worth it. I think people tend to ignore those ads 98 percent of the time. I know I personally do. I also feel there must be power behind someone seeing your logo. I don’t think it was a full waste [because of that], but I don’t think it was worth it overall.

36 Mobile Electronics January 2020

Strict Installation Standards Ensure Customer Satisfaction The shop employs a three-part quality control process for all vehicles that leave the bay, according to Smith. The installer first inspects their own work, and then a second installer looks it over.

“It leaves the bay, comes around to the front of the store, and a salesperson will perform a final check before calling the customer,” he added. The car is inspected to ensure everything is put back together properly, and that the installation functions as it should.

“I have a list of standards I require,” Smith said. “For example, if you’re doing a remote start, it can only be grounded in one of three spots. All connections have to be military spliced or soldered.

When the customer calls me back and says they’re having an issue, I know it’s not my connection. You can hire installers and they all have different practices, but this is what I want here.”

Seeking the Next Generation of Installers To help meet future staffing needs, the shop will soon be working with a local tech school with the hope of drawing in new, talented staff. Smith sees this as a good way to attract young people to the industry. “I think it’s the best place for [shops] to go,” he said. “You can hire them as a shop assistant, kids who enjoy working with their hands and like cars.”

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real world RETAIL A+ Service From Go Fast Solutions and Memphis Audio “Jonathan Mercado of Go Fast Solutions is our sales rep. We placed an order on Thursday, and it was returned to him on Friday because there had been a mistake.

On one of his biggest sales days of the year, he drove the package over an hour to us even though I asked him not to. He drove here, dropped it off, and left. You can’t ask for better support than that.”

Smith said they obtain radios through Go Fast, including brands such as Sony and Kenwood. “With Memphis [another vendor] we mostly do amps and subs.

Their five-channel amp, the VIV SIXFIVE, is our best-selling amp in the store. Their warranty program is unbelievable.” Both Memphis and Go Fast, he said, are very accommodating. “If we’re stuck on a job or need a part, both companies will bend over backward to help us satisfy our customers’ needs. In the end, no matter what happens, this benefits the customer. They help us achieve our goal of satisfying the customer every time we need them.”

One of the latest additions to the staff, Smith said, is a 17-year-old apprentice who is currently handling interlock installations. He monitors the department and is slowly being trained on car audio installations, as well.

“He’s a very promising candidate. I’m really excited he joined our team and I have high hopes for him as an installer,” Smith added, noting that he sees the interlock department as a good opportunity to hire young people who are interested in the 12-volt industry. “If I

38 Mobile Electronics January 2020

A lot of businesses struggle with saying no to work that doesn’t suit their end goals, and we did, too, for a long time. But when we finally did it, we never looked back. think they’ll be a good installer, I’ll move them into that position eventually and hire someone else for breathalyzers.”

Resolving to be Top-of-Mind in the New Year

The shop will put more of a focus on marketing in the coming year, Smith said. Recently a campaign was launched at a local gym which plays an advertisement for the shop on TV screens. The ad says, “Before you buy new, see what A.C.T. can do for you.” The campaign is still relatively new, but Smith is hopeful the results will be positive. “My focus is on upgrading the vehicle with safety and convenience rather than buying a new vehicle and taking on a car payment for that luxury,” he said, adding that he hopes

to maximize the impact of this campaign as springtime nears. “It seems like that’s when people think to buy new cars or upgrade the cars they already have.”

A.C.T. Audio started as an audio and remote start shop, but now, “We’re doing a little bit of everything.” Eventually, Smith dreams of opening a second store.

For a large portion of 2019, in the wake of tragedy and illness, he said he mainly focused on trying to keep everything going. “The changes I made, I haven’t been able to monitor like I should,” he said. However, resolutions for 2020 are starting to take shape. “Now,” he added, “we’re moving forward.” it a few more months. I don’t think it was worth it. I think people tend to ignore those ads 98 percent of the time.

I know I personally do. I also feel there must be power behind someone seeing your logo. I don’t think it was a full waste [because of that], but I don’t think it was worth it overall.”

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 Difference Makers

Passion Makes Perfect With an all-out love of audio, it’s not just about product for CF Marketing, but good sound and solid service.

WORDS BY JAMIE SORCHER

Howard Feldman figured out early on in his career that running a successful rep firm is about passion for the product and for high-quality sound.

“In college I managed a bunch of record stores so I was always in audio,” he said. “I wanted to get out of retail so I answered a blind ad back in 1983. It was from Bob Rosenberg who had a rep company, Bob Rosenberg Associates. I was hired by Bob and he was, among other things, the Kenwood rep. I ended up working for him almost 20 years until he

40 Mobile Electronics January 2020

retired in 1999, so I’ve been a Kenwood rep now for 37 years.”

After his stint with Rosenberg Associates, Feldman formed CF Marketing with partner Claude Colson (the “C” in CF Marketing). “He retired eight years ago and I didn’t want to change the name to just ‘F Marketing,’ so it has stayed the same,” Feldman said, adding that the company is a bit different from other reps in that the firm manages both home and car.

Feldman remembered years ago when Kenwood was in both the car and home businesses. “Eventually Kenwood decided

to get out of the home side of things,” he added, “but we stayed in it so we’re a bit more of a rare breed in that we do both.

It is probably 60 percent car and 40 percent home.”

A Wide Territory with a Small Team Based in Elkridge, Maryland, CF Marketing covers the mid-Atlantic territory.

It includes all of Maryland, Washington D.C., eastern Pennsylvania, southern New Jersey and Delaware. In Pennsylvania, the territory is expansive, ranging from Philadelphia to State College and way up to Wilkes-Barre. In New Jersey, the

Passion Makes Perfect

southern territory goes to Trenton. The company consists of four people, and Feldman is as busy as the others.

He takes his role on the road seriously. “I am not a rep principal who sits behind my desk,” he said. “I call on accounts, train, and do all the other stuff that a rep does.”

In addition to Feldman there is Paul Ward, who has been with CF Marketing for 18 years, and handles the northern part of the territory.

John Gray, who has been with the company The company’s representatives spend a lot of time on the road, but they also spend plenty for five years, handles of time in the office fielding calls. Pictured is Rick Weippert, office and warehouse manager. all of Virginia. Prior to Gray, the rep who had served in his place had been with CF Feldman said. “What we must do is look possibility of a dedicated marine line.

Marketing for 14 years. Holding down carefully at a manufacturer and then ask “Kenwood does dabble in marine, but if it the fort is Rick Weippert, the office/wareourselves if it complements who we are was a marine-only vendor then we would house manager. currently representing or if it presents a look at that,” he said. “It would have to be The territory isn’t without its chalconflict. By just looking at our line card, the right situation because we have never lenges. “We have a lot of dirt,” Feldman it’s easy to see that we don’t represent a been a company that brings in lines, said. “When John goes from Virginia lot of manufacturers.” throws them up against a wall and then Beach to Roanoke it can be a five-hour The lineup includes Kenwood, Firstech sees what sticks.” drive, but we have to be in front of these (remote starters); Elettromedia (Hertz guys.” and Audison with step-up speakers, Communicating With Salespeople Even with all the time spent on the amplifiers and processors); and ADS/ and Installers road, there is a home base. “We don’t Maestro (interfaces).

In the mid-Atlantic territory, retail work out of our cars,” Feldman said.

“We are very lean for a reason,” he accounts run the gamut from large to “We have an office so someone can call added. “There is only so much time in the small. Feldman said one of the compaand talk to a real live human being if day and if I can’t give our current vendors ny’s big accounts is Crutchfield, but they they need to track an order, get a return their share of attention, it’s not fair to the also deal with small shops that have one authorization or check on availability. them or to my sales guys.” owner.

They don’t have to try to track me down In fact, the last time the vendor mix “I’m also a rep distributor so we’re in the field.” changed was about 10 years ago, accordable to assist those retailers who are in ing to Feldman, who said that another outlying areas that either don’t do the Lean, Mean and Lovin’ it vendor would have to bring something volume to justify being direct with a It’s not just Feldman’s sales team that different to the table. “For instance, the vendor or don’t have the credit line. We is a tight-knit group. It’s also the firm’s last line we brought in was ADS/Maestro call on those customers as well. Most of select group of vendors. A quick look and what they do is find ways to interour business, though, is built around the at CF Marketing’s line card reveals just face an aftermarket radio or amp with auto sound specialists,” he added. “That is a handful of manufacturers. Feldman a factory system,” he said. “This gives us where we live and breathe.” confirmed this is how he prefers to do the ability to use our other brands like Maintaining strong relationships with business.

Kenwood and Audison to interface with a all of the accounts means lots of face to “I get calls from manufacturers on a factory system.” face interaction. Feldman pointed out monthly basis who reach out because What might make sense for CF Marthat it’s essential to spend time with CF Marketing is in with the ‘A’ players,” keting in the future, Feldman said, is the salespeople. “You have to connect with facebook.com/MobileElectronics 41

 Difference Makers

Howard Feldman, pictured, founded the company with partner Claude Colson—the “C” in CF Marketing—who retired eight years ago.

installers in the back, too, because as we know in this business installers drive a lot of business from sales,” he said. “Each time someone sells a product and the installers complain about it, the salesperson will stop selling it. What it comes down to is that you can’t do this job justice by sitting behind a desk or on the phone. We are out there every day.”

A successful sales call accomplishes several things. First, Feldman said, it addresses product. “We need to make sure the right amount of product is on display, that all of the products are working, and that the sales team knows how to operate all of it,” he said, adding that it’s also important to address any questions. “It’s also an opportunity for us to get competitive information.”

42 Mobile Electronics January 2020

He explained this means finding out why the product isn’t selling. “You have to spend the time to get things right—to be sure product is appropriately displayed, that it’s working, and that the sales guys know how to operate it,” he said.

Visits are important for bringing buyers up to speed on product availability and where they stand with programs and opportunities for additional margins, Feldman said, adding, “It’s not about walking in with a bag of donuts and some literature and asking how everything is going.”

Don’t Forget the Demo At KnowledgeFest and distributor shows, Feldman said, many vendors bring in their own trainers so retailers can

get educated if they attend these kinds of events. “The biggest difference in my time is that manufacturers used to have an East coast trainer, a mid-west trainer, a West coast trainer and then maybe an assistant who worked underneath them,” he said, noting that this has changed.

Webinars and virtual trainings have become popular.

“To complement what vendors offer, we also do trainings.” Feldman said they stay away from PowerPoint presentations. “For larger retailers—multi-store operations— we do have a factory guy who comes in for trainings.” They also have someone who will travel to handle training.

As the industry continues to evolve, Feldman is keenly aware of attrition with dealers and the changing landscape of the car audio world. He added that he doesn’t have as many storefronts to call on as he once did, and online sales continue to impact retailers. Still, he said, “there are a lot of used cars out there and integration is still a big part of the business. Kenwood partnered very early on with ADS/Maestro and were essentially early adopters. We’ve been lucky in that we deal with companies who saw the disconnect very early on have done a good job addressing it.”

Passion Makes Perfect

The challenge and opportunity today from the sales and installation side, Feldman said, is reaching out to and educating consumers who think that what they have in their cars is good enough.

“We have to show them that there is better product out there, and that we can integrate it with their vehicle without them losing all the benefits they bought their car for,” he explained. “You’ve got to show customers there is better stuff out there, and you have to demonstrate it.

Some retailers do, and some don’t, and part of our job is to encourage dealers to do the product demos.”

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Passion is the Biggest Gauge for Success This year marks the 20-year anniversary for CF Marketing, but Feldman is low-key. “I just want to make it to my twenty-first anniversary,” he said. “We don’t have any huge plans.”

For now his focus is to keep doing what he loves. “I can’t think of anything else I would rather do,” Feldman said. “I like interacting at dealer events and getting a chance to talk with consumers and I have long-standing relationships with the vendors and dealers who I have been calling on for more than 30 years.”

He has also found that passion is probably the biggest gauge for success. “All of my guys are audio guys and we all know what good sound is,” he added. “We all have systems in our cars. We’re not just selling boxes at a price to make a commission. We are into the stuff that we sell.

We always have been.”

A long time ago, Feldman said, he hired someone who was a professional salesman and thought he would train him on car audio products. The attempt lasted three months. Feldman said he recognized a lacking in passion for the product. “He didn’t care about it. He didn’t understand anything about sound,” he said, adding that these are things which translate to the customer. “If a guy comes in and all he wants to do is sell you a bunch of boxes so he can make a commission, it doesn’t take long for a buyer to see that. To be successful in this business, you have to have a passion not only for the product but for the music.”

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ďƒŽ strategy & tactics

Using the MECP Program to Your Advantage Learn how MECP certification can help both you and your store grow professionally.

WORDS BY KRIS BULLA

Industries outside of car audio or mobile electronics typically have certifications of different types to acknowledge they have obtained education in or demonstrated knowledge or expertise

44  Mobile Electronics January 2020

in one or more areas. State or local authorities govern these certifications or licenses, and the ability to perform work professionally in a particular field depends on having one or more of them.

While there is no strict monitoring or policing in this industry, it does have

the Mobile Electronics Certified Professionals (MECP) program as the sole industry-wide indicator of knowledge in these subjects. It is the only program that certifies professional technicians on the installation, integration, and diagnosis of aftermarket vehicle technology products.

Using the MECP Program to Your Advantage

to a customer? Telling a customer you’ve “done a lot of installations,” or “worked on a lot of cars,” doesn’t mean a lot. A customer would assume this by walking into your retail location. However, pointing out your current certification hanging on the shop wall indicates your desire for ongoing education and a willingness to consistently improve in your field.

How many technicians are in your shop? How many have MECP certification? And at what levels are they certified? The majority of technicians certified through the MECP program are at the Basic level. While this does indicate an adequate level of understanding in electronics, it is the first step in the certification tree. Advanced and Master-level certifications demonstrate a much higher level of knowledge, and the experience needed to apply that knowledge in an automotive application. A bonus is that the Advanced and Master certifications last for four years, so the work required to achieve these levels is well worth the effort. Basic level certifications expire in two years, which is okay, but it requires more work to keep up with it, or it can expose you when the certifications are on display, showing you haven’t taken the time to get recertified if it expires more often.

Products like radios, amplifiers, and security and remote start systems need to be integrated into the vehicle’s systems properly to prevent problems and to ensure reliability. Mounting products carefully can avoid damage to vehicle components and ensure the safe operation of a modified car. Since MECP is the only nationally recognized certification program for the mobile electronics industry, it should be relevant to you as a professional to obtain certification.

Defining Your Drive to be Certified It all starts with you. You show up to work every day, perform some installations, and then go home. You might do that for a year, or five, or ten. But what do you have that indicates your expertise

Your Shop’s Drive to Succeed and Support the Program Does your shop require certification to be hired, or to work on vehicles in the installation bay? Many large chains have this requirement, but what about your shop? With the sophisticated electrical systems in most cars nowadays, it is essential to have a substantial level of knowledge of electrical fundamentals before integrating new electronics into a vehicle.

There are a lot of competent technicians in the industry who are not certified. But how is that competence measured? A photo book of previous jobs? An industry-backed award voted on by people who have never seen the work performed by the technician or the shop first-hand? Popularity in a Facebook group? Those can be very useful marketing tools for sure, but the yard-stick

for the actual knowledge and technique varies by both the market and region.

A standardized measurement of this knowledge can be even more powerfully demonstrated to a customer if your store has standards—not just for the certification accomplishments of the technicians employed there, but also down to using floor mats or seat covers when working on vehicles. These things can collectively build an impressive display to a customer, showing why they should have their car worked on by the technicians in your shop.

Visit any local vehicle manufacturer dealership. Cadillac will tout that their technicians are GM Master Certified.

Toyota will brag about their Master Certified or Master Diagnostic Certified Toyota technicians. These are levels of ongoing education training programs their technicians go through so they can service their customers at a higher level, reduce diagnostic or component replacement comebacks, and reduce the time needed for diagnostic procedures and repairs. So how do you stack up to them? Shouldn’t your shop be at least competitive on this front? Shouldn’t you be able to tout that you have an MECP Master certified technician on your staff?

You should at least be able to claim some certification, even at a Basic level.

If a customer comes to you to have their car upgraded with new technology, and they ask you about certification, what is your response? I would hope it’s not, “We aren’t certified because we don’t need it.”

That would result in an eye-roll from a lot of customers. It does not seem like a professional response from a professional facility.

Marketing MECP to Your Customers Marketing MECP is where the rubber meets the road. All your certifications are for naught if you are not using it to promote your shop’s professional installation capabilities or as part of your installation sales pitch.

There are four primary certification levels in the MECP program, as follows: •Mobile Product Specialist certification means the professional has a current awareness of current technology and they facebook.com/MobileElectronics 45

 strategy & tactics

MECP certification not only showcases an individual’s professional ability, but it can also be a great tool for marketing and attracting new customers. can help select products to build an audio system or add new features like backup cameras and remote starts to a vehicle.

This certification is valid for four years.

•Basic Installation Technician certification means the technician has experience in basic-level installations and is trained in shop safety to be functional and effective in the installation facility. This technician has basic electrical knowledge and can execute proven troubleshooting steps. This certification is valid for two years.

•Advanced Installation Technician certification shows that the technician understands fundamental aspects of electrical circuits and troubleshooting, and they also have at least one year of experience performing installations in vehicles.

A higher level of understanding in electrical theory and technology concepts make

46 Mobile Electronics January 2020

this technician capable of handling most installation tasks. This certification is valid for four years.

•Master Installation Technician certification is the highest level of certification through the MECP program. A technician of this level is fully capable of handling any installation in a vehicle. Often, these professionals will be a shop manager or lead technician whom other techs in the facility will ask for assistance with troubleshooting and more technical integration projects. This certification is valid for four years.

The Mobile Product Specialist is not a technician-level certification. It is meant for sales professionals or technicians who float back and forth between the installation bay and the sales floor. It provides a sales-oriented technology and application

base, so this profession can have an educated conversation with a customer when they come into a shop asking for help with something specific. It is common for managers and owners to have both the Mobile Product Specialist certification as well as an Advanced or Master level technician certification.

MECP has digital assets to provide certified technicians with the MECP Certified logo for shirts, or business cards, and can provide patches for uniforms and duplicate copies of certifications for display in multiple areas of the store or as personal keepsakes.

MECP has also introduced the MECP Supporter logo that can be obtained for a company to show their support for the program, even if they do not have a certified technician on staff. This logo can be handy for manufacturers

Using the MECP Program to Your Advantage

or organizational bodies in the mobile electronics industry and can increase exposure for the program.

Your MECP Success Checklist If you are not very familiar with the Mobile Electronics Certified Professionals program, it can be a bit daunting and overwhelming at first glance. However,

it is relatively simple to understand and accomplish if you follow some simple guidelines. Below is a set of checklists to get started: •Personal - Are you certified?

- Can you increase your Basic certification to an Advanced or Master level certification?

• Store - Do you have at least one MECP certified technician?

- Do you have at least one MECP certified Product Specialist?

• Marketing - Do you have your MECP Retailer Signage Kit up and visible in your shop or retail storefront?

(Request a kit by filling out this form, bit.ly/mecpretailerkit, which requires at least one certified technician on staff.)

- Do your certified technicians and Product Specialists have the MECP certified logo on their business cards?

- Does your company website talk about your certified technicians and how they can provide safe and professional installations?

- Do your website, and marketing materials use the MECP Supporter logo? (Obtain the logo by filling out this form bit.ly/ MECPsupporterlogo and submitting to kbulla@ctatech. com.)

The staff at MECP is always ready to answer questions and help guide you through the process of getting certified and promoting the certification program in your shop. You can also find a wealth of information at www.mecp.com to help get you started. You can send general emails to MECP@MECP.com to request assistance with anything MECP related. facebook.com/MobileElectronics 47

 tech today

Working with PWM Ignition Systems What do you do when a vehicle lacks the classic 12-volt ignition wiring?

These strategies will help installers work with pulse width modulation ignition systems in newer cars.

WORDS BY DAVID MACKINNON

If you have tried to install a backup camera, radar detector or dash cam in a late-model BMW or a 2020 Corvette, then you have likely run into a situation where you’ve had to go looking for an ignition wire. The odds are pretty good that unless you’ve worked on the car before, the entire experience was frustrating, and it felt like you wasted a lot of time.

Where did the ignition wire go?

More and more vehicles have abandoned the classic switched 12-volt ignition wiring in favor of circuits that are connected to power and ground, and monitor one of the many data networks in the vehicle to decide if, when and how they should operate.

The beauty of this digitally controlled arrangement is that the vehicle manufacturer can change how things work even after the car is designed and built. For BMW owners, being told there’s a large software update available is often a part of regular maintenance. If BMW wanted to, they could change how fast the turn signals flash, how long the dome light stays on after the last door is closed. In my Hyundai Genesis sedan, if you sit

48 Mobile Electronics January 2020

in the car for 10 minutes after turning off the ignition, you’ll hear the blend door in the HVAC system close as the car moves to a deeper state of “sleep.”

That’s the car’s computer doing its thing!

In terms of practical applications, these data-controlled circuits are part of the retained accessory feature that lets you listen to music for two or three minutes after turning off the ignition. More importantly, the car’s body control module can turn off the dome lights after 10 or 20 minutes, even if you have left a door or hatch open.

What is Pulse-Width-Modulation?

Aside from a discussion about data-controlled components in the car, some circuits in modern vehicles are controlled by a pulse-width-modulated signal. One example is the reverse wire for the brake lights on many BMW vehicles. Early daytime running light circuits here in Canada also used PWM controllers to dim the headlights. Other vehicles use a combination of PWM signals as well as a certain amount of DC voltage to check headlight circuits for burnt-out bulbs.

Connecting devices to a PWM signal can result in unexpected or unwanted operation. If I recall correctly, BMWs used a relatively steady-state voltage for reverse lights when the vehicle was off but switched to a PWM signal when the engine was running. Some cameras and monitors could handle the change and perform reliably, and of course, some couldn’t. Using a PWM where a device is designed for a fixed 12-volt DC input can also cause longevity problems, depending on the design of the device.

Working with PWM Ignition Systems

Why Do We Need An Ignition Wire?

If we are attempting to install conventional aftermarket electronics like a new radio, or the aforementioned radar detector or dashcam, we need a way to tell these products when the car is in on so that they can wake up. For this, we need a 12-volt source that comes on with ignition.

There are dozens of easily accessible hardware available to create a reliable switched ignition source, so let’s take a look at them (in no particular order).

The IRAD from Wavtech features a microcontroller that monitors two inputs to create accessory and remote turn-on signals.

An example of how the IRAD can be used to activate a radio and amplifier in a vehicle without a switched 12V ignition wire.

Wāvtech IRAD From the west coast, we have the IRAD from Wāvtech. I talked about the magical little IRAD in my article about dealing with stop-start vehicles. The IRAD can provide both a remote output for accessories and control a secondary battery to keep the voltage up as the engine cranks. Wāvtech calls it their Application 3 – Stop-Start Relay/Solenoid Control Model. For our needs, in terms of providing a reliable ignition source for accessories, we are going to look at Application 1 - +12V Ignition and Remote Generation with Relays.

The IRAD can monitor any wire you want, even one that has a PWM signal on it. Once the effective voltage is greater than 0.5 volts, the unit triggers a full +12V output.

The unit provides up to 750mA of output that is within one volt of the battery voltage. If you need Adjustable turn-on delays can help eliminate turn-on pops in audio systems with signal more current, you can wire in a processors. relay or two. facebook.com/MobileElectronics 49

 tech today

The Signal-to-Power from NAV-TV includes voltage, data and video inputs to trigger the switched 12V output.

You (or your installer) can also program a battery voltage threshold, above which the unit triggers. You can set a delay (up to five seconds) to prevent the ignition output from activating so the vehicle can complete the starting process and allow things to stabilize. Finally, a remote output with the same voltage and current delivery capabilities can be triggered by the Ignition output. This output also has a programmable delay option for both turn-on and turn-off functionality. If you want the remote to stay on for four seconds after the ignition sensing goes away, that’s easy!

Nav-TV Signal-to-Power (S2P) Now, from the East coast, we present the NAV-TV Signal-to-Power. This ingenious and compact interface can provide a switch +12V output (rated for 500mA of current) under one of the three conditions. First, the system can monitor a low-voltage trigger input wire. If it detects a voltage above four volts, it activates the red output wire.

The second option is the ability of the S2P to monitor the vehicle CAN network for data communication to trigger the output.

The unit includes both CAN HI and CAN LO connections and is compatible with GM LAN application by connected the brown wire

Compact and simple to use, the S2P provides a multitude of integration options beyond just providing a reliable switched accessory output.

50 Mobile Electronics January 2020

Working with PWM Ignition Systems

(CAN LO) to chassis ground. If you’ve ever wanted to replace the overhead monitor in a Chrysler or Dodge minivan, you’ll know that the factory units are controlled by the data network in the car. The S2P might just be the tool you need to get a replacement working reliably in that application.

Compact and simple to use, the S2P provides a multitude of integration options beyond just providing a reliable switched accessory output.

The third option, which is a bit of a detour from our discussion, allows the S2P to create an output when it sees a video signal on its composite video RCA connection. If you have a DVD player or game system in the car and want to trigger a monitor or FM transmitter, this is a perfect solution!

The IGN-3 includes a latched output that makes it perfect for use in vehicles with stop-start technology.

The TR-4 from PAC is a simple and easy way to generate a switched accessory signal.

PAC IGN Modules PAC has three different modules designed to help installers handle low-voltage and PWM conditions. The first is the IGN-1. This device monitors the battery voltage and produces an ignition output (at the same voltage, with up to five amps of current) when it detects the voltage has increased.

The IGN-3 from PAC can provide a latched +12V ignition output (with up to two amps of current) when it detects an increase of voltage from the battery. Installation is simple with a red constant power connection and a black ground wire being the only required inputs. The blue output wire goes live when the alternator starts charging and stays live for either 10 seconds if the brown wire loop extending from the module is intact, or 140 seconds if the loop has been cut. The latter is provided for use with stop-start systems.

The TR-4 module works in a similar fashion to the IGN-3. It monitors an input wire for voltages above 0.8V volts, then provides a +12V output. The device applies a one-second delay between detecting the trigger voltage and activation of the output so it can be used as a delay to turn on amplifiers and prevent system pops from other devices in the audio path.

Though overkill in this situation, if you are in a bind and happen to have one in stock, the infamous and flexible PAC TR-7 can, when configured for feature one, be used as a low-voltage trigger generating device. The instruction manual for the TR-7 notes that this can come in handy for Ford radios that use a 5V trigger. It can also be used to convert a negative trigger to a positive one using very little current (unlike a relay). facebook.com/MobileElectronics   51

 tech today

The TR7 has long been the Swiss Army Knife of creative installers.

Knowing how and where to use this module can help save installers hours of frustration.

Metra L-IBVSTABL and IBVSTABL Products like the IBVSTABL and L-IBVSTABLE from the Install Bay division of Metra can be helpful when dealing with unknown voltage levels. With that said, care must be taken to ensure the circuit you are feeding these DC to DC converters with can provide the current you need to drive the intended load.

The IBVSTALE products from Install Bay are a great way to power low-current electronics and ensure reliability in situations where supply voltage may dip.

Low-Voltage Relays If you are dealing with a circuit that operates on 5 or 6V, like a backup camera or a USB port, then you can, carefully, use a micro-relay to switch 12 volts to feed an accessory. If you are going to ‘brew your own’ relay solution and choose a relay that is designed to be secured to a circuit board, make sure you take precautions to prevent vibration damage to the connecting pins. Once you’ve soldered the wires you need to the pins and applied heat-shrink tubing, it would be worth bundling the wires together in the middle of the relay and gluing them in place.

Relays can be found from suppliers like Omron, Panasonic and TE Connectivity from suppliers like Digi-Key Electronics and Mouser Electronics.

Examine the Schematics If you are bound and determined to find a true accessory wire in the vehicle you are working on, then you should have reliable resources at your disposal. Obtaining a subscription to ALLDATA or ProDemand from Mitchell 1 will not only provide you with access to vehicle wiring schematics, but

52 Mobile Electronics January 2020

Understanding how to use a relay is one of the first things a mobile electronics installer should learn.

Working with PWM Ignition Systems

Long considered the reference for automotive service information, ProDemand from Mitchell 1 can save installers countless hours each year. also to component and connector locations. In most applications, you will also have vehicle disassembly and reassembly instructions at your disposal. This information can make it easier to find the wire you are looking for while preventing possible damage to trim panels.

Unlike the infamous brown binders that line the shelves of automotive service centers around the country, the above services are accessible online through a desktop computer or tablet. ProDemand (and recently ALLDATA) offer the ability to select a specific wire you want to follow through the schematic and highlight it so that it remains visible as you switch from page to page. You can hide any wires you don’t want to see to speed up access to accurate information and in turn, speed up the installation process.

Finally, if you are creative in your sales process, you can increase your customers’ trust in your abilities by showing them that you have access to the same information and resources as automotive technicians.

Can I Use a Capacitor as a Filter?

Ah, so you fancy yourself an electronics guy and think you can get away with filtering a PWM signal using a capacitor to smooth the voltage going to the

device you are adding. This is great logic and frankly, a good idea. There is only one problem. The circuit in the car was designed for the signal without a capacitor on it. If you add a cap, this will change the perceived voltage at the load or the end of the signal. You have absolutely no way of knowing if the circuit will continue to function normally or not.

I wouldn’t recommend this as a solution.

If you are feeling brave and do try this, make sure you choose a capacitor with a working voltage that is at least twice what you’d expect to see in a vehicle.

Choosing a 25- or 28-volt cap is a good starting point. Since you will likely be using a polarized electrolytic cap, pay close attention to the polarity when you wire it up. Even a small capacitor makes a really big bang if you wire it backward.

Don’t ask how I know.

Test, Test and Test Again Last and certainly not least, you will want to test the solution you have installed as much as is reasonably possible. If you are working on a project that requires an ignition generating solution, see if you can get it done early in the day.

If you can leave the vehicle to rest, then confirm it still works, this will help alleviate any potential problems.

Capacitors store energy in a similar fashion to a battery, making them an ideal filtering solution in some applications.

It’s worth noting that the majority of these solutions are looking for the alternator to start changing. This condition means the product you have installed likely won’t work with the key in the accessory position. Don’t be shy about explaining how you made everything work to the vehicle owner. A client who appreciates your approach to providing a solution will be much more understanding of any limitations. facebook.com/MobileElectronics 53

ďƒŽ installs

Lavish Lexus SUBMITTED BY: STEVE COOK, AUDIOX CUSTOM CAR AUDIO, FLORENCE, ALA.

Once again, we get to see the creative work of the team at AudioX in Florence Alabama. This time we share in the experience of a competition-built Lexus RC F. As with most of the successful competition cars AudioX creates, this Lexus features quite a bit of CNC machined parts.

The majority of the machining work took place in the trunk. Shop owner Steve Cook designed and built a beautiful masterpiece of layered acrylic and wood. Tasteful LED lighting is used to highlight the acrylic pieces and illuminate the equipment. Protected by the acrylic grille in the floor is a host of Tru Technology amplifiers and line drivers. The F-sport grille on the wall of the trunk conceals the cone of a JL Audio 12W6 subwoofer.

The front stage of the build consists of a Morel Supremo 9-inch midbass in the factory door locations. The pillars are home to Dynaudio Esotar tweeters, surrounded by black and red upholstery. Dynaudio 4-inch woofers in the factory dash locations round out the system.

In addition to Steve Cook, Trevor Green and Tyler Woods both contributed to the wiring and connections for this Lexus build.

54  Mobile Electronics January 2020

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 installs

56 Mobile Electronics January 2020

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

Builds featured in the Installs section often focus on particular areas of a vehicle that have been modified. This submission by the crew at Mobile Toys Inc. in College Station covers just about every area of the pictured Ranger Rover.

The work started with the installation of a custom-installed radar and laser system.

Front and rear laser defusers were installed in special acrylic pods to disguise their appearance while retaining functionality. The controls for the system were installed in a plate the Mobile Toys team fabricated to sit just to the left of the gauge cluster.

The next step for the team was to assemble a reference level audio system. Leaning on gear from Focal and JL Audio, a masterful plan was created resulting in an awesome audio experience. The front stage consists of the new Focal Utopia M series drivers installed on machined adapters in the factory locations. The low end reinforcement comes from a pair of Focal Utopia M subwoofers in a trick sealed enclosure. The enclosure was designed to fit in the front portion of the spare tire well. Mounted behind the enclosure are the amplifiers and power distribution blocks. The three JL Audio VXi amplifiers are mounted on an aluminum mounting stand created by the guys at Mobile Toys. Through careful planning, all the gear in the hatch fits under the floor cover, retaining the client’s storage space.

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from the President

All Things New Regrets, responsibility and resolutions for the New Year.

This is the time of year we look back, take stock and decide to be better. Leaving our past mistakes behind, we aim to commit to a better way of living. That’s right, it is a New Year—2020 to be exact. There’s a message in that number. It means perfect vision. What will your 2020 vision become? Are you stuck in the past and living with the regret of unfulfilled dreams? Are you looking at today and hoping everything will change for the better? Or maybe, just maybe, you are looking toward the future intending to make a difference. My hope is that it would be the latter. Why? Because I want to see you, and our entire industry, grow both personally and professionally. My vision sees our industry moving from surviving to thriving. Stepping beyond the naysayers who tell us our industry’s dying. Over the years, we’ve shown we can meet and exceed every challenge. I believe it’s built into the DNA of everyone in our industry. We always make a way, even when met with insurmountable challenges.

To this day, we still stand strong as a community that has come together for a common cause.

Over the years, we’ve shown we can meet and exceed every challenge.

I believe it’s built into the DNA of everyone in our industry. We always make a way, even when met with insurmountable challenges.

Look Back and Then Learn From Your Past Regret. It’s a word that all of us know. A word that requires a response. Maybe it was an unfilled goal you set for your business. A missed opportunity. An action you may have taken that leaves you wondering why you did something you wish you hadn’t. We all have them. Knowing how best to respond to regret will help us grow both personally and professionally. First things first, don’t live in regret. Doing so will lock you into a destiny of continued failure and will leave you questioning every decision. You must leave regret in the past, using the memories only as points of wisdom to provide you with a good prospective when making decisions for your future. Don’t fear making a mistake. Just use your newly learned wisdom coupled with advice from those you trust and move forward. Enough said!

58 Mobile Electronics January 2020

Take Responsibility for Your Actions If it hasn’t already happened, there will come a day when you will have to take responsibility for your past mistakes. If you have caused someone pain, make amends and move on. If you have made bad decisions that affected your business, now is the best time to correct it. Don’t go another day. Decide to rectify your past and then plan for a better future. Taking responsibility means asking those harmed by your actions for forgiveness. This includes forgiving yourself, too! At times we can be our own worst enemy. Don’t let your past mistakes define your future self.

Make a Change New Year’s resolutions are usually made with past regrets in mind. This time of year, we review our past performance, then attempt to make corrections. There are many measures of success. Many of them have to do with your ability to measure performance. If you have set a goal and didn’t achieve it, the only way to know you failed is to measure it against the desired outcome. Take some time to do a postmortem to help understand what went wrong. Also, take the time to think through what you may have done to achieve the success you anticipated.

Once complete, begin your new goal setting process. Be reasonable with your goals. Make sure when you set the goal that the strategy and tactics are within your capabilities. If not, trim the sails to ensure your success. Also set dates for checkups to make sure you are meeting the milestones required to achieve your goal. Use those dates to revise and continue your mission.

These simple changes will help you and your team achieve great things.

Make Today Your Best Day, Every Day! The best way to meet the expectations you set for yourself or your business is to do your best today. Yesterday is gone, tomorrow is not promised, but today is the day to make the difference.

Today is the day to do better than yesterday. If you’re procrastinating, make it a priority to get what matters done today. There will be no better time than today to ensure your future. Add up a few successful “todays,” and you are on your way to guaranteeing success.

I look forward to catching up at any of our 2020 KnowledgeFest events and hearing about your battles, war stories and your successes!

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NO MONTHLY OR ANNUAL FEES. FREE APP DOWNLOAD to become a dealer visit: www.carlinkusa.com/become-dealer Google Play and the Google Play logo are trademarks of Google LLC. Apple, the Apple logo, iPhone, and iPad are trademarks of Apple Inc., registered in the U.S. and other countries and regions. App Store is a service mark of Apple Inc.