March/April 2022
me-mag.com
BORN BUILD TO
After he was raised with a love for music and working with his hands, it was only natural that Marty Adamschek enter the 12-volt industry and one day become Installer of the Year.
SPOTLIGHT IN LAS VEGAS KnowledgeFest Las Vegas was brimming with top-tier educational opportunities, a show floor with a demo vehicle listening area and, of course, this year’s Industry Awards presentation and banquet. Congratulations to all those nominated!
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EXPAND YOUR REACH:
What’s your strategy? Keith McCumber and Carlos Ramirez share tips for mastering social media
Volume 54 Issue 3/4
ADVERTISING SALES sales@mobile-electronics.com
EDITORIAL Rosa Sophia: Managing Editor 978.645.6466 • rosas@mobile-electronics.com Chris Cook: Editor-at-Large Creative Layout and Design: PASMAG Contributing Editors: Jamie Sorcher and Laura Kemmerer
Published by TM
12
mobile electronics association
FEATURES
ARTICLES
12// What’s Happening: Amidst the City Lights
26 Retail News
Following long absences from in-person events due to the pandemic, KnowledgeFest Las Vegas overflowed with excitement and enthusiasm as attendees and exhibitors looked toward a brighter future.
64 Installs
4
Editor’s Forum
30// On the Show Floor: Cranking the Volume
6
Feedback
The show floor in Las Vegas offered a wide array of products and services, along with an expanded listening area full of outstanding demo vehicles.
DEPARTMENTS
ON THE COVER:
46// Installer of the Year: Beyond Boundaries
For Installer of the Year Marty Adamschek, a willingness to push beyond his comfort zone helped to encourage both personal and professional growth.
56//Learning From Leaders: Sound Experience
Since the start of his career, Wayne Harris has maintained the same focus: To create a fulfilling listening experience that elicits an emotional response.
60// Strategy and Tactics: Keeping it Real
What’s the best way to gain an online following that will translate into revenue? Keith McCumber and Carlos Ramirez recommend focusing on the faces behind the business—not the business itself.
2 Mobile Electronics March/April 2022
Installer of the Year Marty Adamschek said he’s “quite shy,” and that the awards process helped push him outside his comfort zone. He advised others in the industry not to be afraid to step into new territory, because such change will surely elicit positive growth. facebook.com/me-mag
Chris Cook, President 978.645.6434 • chrisc@mobile-electronics.com Richard Basler, Dir. Technology Solutions 978.645.6449 • richb@mobile-electronics.com Tony Frangiosa, Chairman of the Board, MEA
Ad Index
Alpine Electronics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 AudioControl. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Escort. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63 Firstech - Drone Mobile. . . . . . . . . . . . . . . . . . . . . 69 Harman - Infinity. . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 JVC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55 Kenwood. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 Kicker. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 KnowledgeFest-Orlando . . . . . . . . . . . . . . . . . . . 15 KnowledgeFest-Dallas. . . . . . . . . . . . . . . . . . . . . . 70 MECP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .67 ME-TV. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49 Mobile Electronics. . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Pixel Technologies. . . . . . . . . . . . . . . . . . . . . . . . . . . 43 SiriusXM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Snap Finance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Sony. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 TURY. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25, 26
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E D I T O R ’ S
F O R U M
A LIFE OF LEARNING
There are many ways to learn new strategies and absorb knowledge during lectures and trainings. Continually putting these tactics into practice as you study new processes is essential for personal and professional growth.
Not knowing how to do something can leave you feeling less than adequate. That feeling is compounded when it’s your job to know it. Knowledge truly is the power behind your success, and there are many ways to learn. If you are like most of us, learning is a result of just figuring it out on your own and using every available resource to find a solution to your problem. Taking the solitary approach can be satisfying, but you may have to endure several mistakes before you find what works best. This takes time and money and depending on your situation, may cause others to doubt your ability. And you won’t get the benefit of learning from the mistakes of others. Regardless, if you’re attempting to learn something new at a lecture, class, or training, or trying to find a better way with your current process, knowing how best to absorb knowledge will help you reach your goals.
LISTENING Learning by hearing allows you to pick up the experience of others and put into practice what you have heard, or to learn from their past mistakes. Hearing someone tell their story helps you relate personally, although just hearing it may not be enough. If the presenter is less than descriptive, you may be left to your own interpretation of what you have heard when implementing this newfound knowledge. This can lead to mistakes that leave you less that satisfied.
SEEING IS BELIEVING Seeing how it’s done is the next step after listening to an explanation. A visual representation can make all the difference. While hearing may leave you wondering, when you see it done stepby-step, you have a better chance of figuring it out for yourself. Watching video representations of a process will get your further down the road of understanding. But seeing may not leave you fully believing. There is still room for some interpretation.
MODELING OTHERS In my opinion, there’s nothing better than a live demonstration, and modeling what you have seen and heard with
4 Mobile Electronics March/April 2022
the instructor. This allows real-time questions and answers to cement your understanding. Think about the last time you participated in a learning process that was hands-on. You heard the instructor and saw their presentation. Both were most likely helpful and provided a great foundation to let you model the process with the instructor and others who may have provided input. When you left this environment, you were ready to put your newfound knowledge into practice.
PRACTICE UNTIL YOU’RE PROFICIENT This new knowledge requires practice. Take the time to repeat the process until you feel you have become proficient. Once you have mastered the strategy you’ve learned, you can take some creative license to make it your own. Be cautious in your quest to make it yours. Making it your own should never include shortcuts that diminish the quality. Ensure your modification to what you’ve learned does not sacrifice quality. Your reputation is not something you want to have to rebuild. Remember, your work not only represents your business, but it also represents our industry.
PASSING ON WHAT YOU’VE LEARNED Learning from your peers is only the beginning. Now that you have learned from others and added your own ideas, consider passing your knowledge on to others. Passing on what you have learned will help others embrace the perfection you have mastered. When you take time to teach, you will find another level of learning. Teaching is a rewarding endeavor. The peer-to-peer learning process is the foundation of KnowledgeFest and why so many come to learn and leave the event energized and ready to conquer challenges in their own businesses. Make every effort to learn something new every day, week and month. Never let your quest for learning be put on the shelf. And make every effort to be part of any learning experience offered. If you have not attended a local dealer or distributor training, or made plans to attend KnowledgeFest, now is the time. Go with a mission and goal to learn what you lack, share the knowledge, and become the professional you were born to be.
The Elevated Standard
electronics.sony.com/mobile-es ©2021 Sony Electronics, Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Sony and the Sony logos are trademarks of Sony Corporation. Features and specifications are subject to change without notice.
feedback
THE HUMAN CONNECTION
Industry professionals share their perspectives on positive experiences, defining a core demographic and forging real, lasting connections. “The Internet can replace a lot, but not a human connection. [We told our customers] buy it and we’ll still install it, but if they have a problem, we’ll have to charge them to take it out and then they’ll have to return it. We’ll have to charge to reinstall it. Then they see the value of supporting a local retailer. If there’s a problem with a product I provide, I can send it out that day—I can take care of it. Any money the customer may have saved in the beginning is ultimately lost with one problem.” - CJ Barnhart, Solar Pro Tint n Tunes, Warrensburg, Mo.
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“I started [in the industry] in 1987. [Eventually] we had to figure out how to market on the Internet. Who is your demographic? Who do you want that demographic to be? That’s yours to decide. We decided we wanted to do topdown selling, so we had to attract people to our store to make that happen.” - Keith McCumber, SoundsGood, Coquitlam, BC, Canada “The customer’s experience has to be positive. You can do the best installation, at the best price, with the best product, and the customer can still have a lousy experience. They won’t come back. The reverse
of that is true, too. I feel that way about a restaurant. It may not be the best food, but if you love the service, you’ll come back because your experience was good. I used to work as a waiter. You have to be attentive to what’s happening. If they drop a fork, make sure you’re there to give them another. Refill their water glasses. Give them a few minutes, and then check on them once they’ve started eating. That’s something a good waiter knows.” - Richard Pappas, Sound Design, Bronx, New York
A LEGACY O F
T U N I N G
E X C E L L E N C E
PXE-0850X
PXE-X09
“Alpine’s processors have the power to create a fully active system on a budget, providing a high level of performance at unheard price points.” - Zach A. from Palm City, FL
stats TM
Mobile Electronics
Industry Retail Industry Retail Sales Report Sales Report First Quarter (Q1) 2022 v/s 2021
mobile electronics association
The Mobile Electronics Association reports specialty retailer performance for the first quarter of 2022 as compared to 2021. Here are the findings.
2022 v/s 2021 by Month
Down
3% Average Transactions per Store per month:
274 320 vs
FEBRUARY IS UP JANUARY IS UP
2
7 %
%
MARCH IS DOWN
13 %
in 2021
Average Dollars per Store per month:
$38,322 vs$40,000 in 2021
2021 v/s 2020
WAS UP
12%
Key Observations • • • •
The average dollars per transaction have decreased 7% from Q1 2021 to Q1 2022. The first three (3) months of the year saw slight increases in January and February. The first three (3) months of the year saw continued inventory availability issues with head units leading the shortages. After all this, despite inventory shortages, the industry is still experiencing growth that is poised to continue for 2022.
Data owned and provided by the Mobile Electronics Association. © 2022 Mobile Electronics Association
8 Mobile Electronics March/April 2022
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what’s happening
AMIDST THE CITY LIGHTS Following long absences from in-person events due to the pandemic, KnowledgeFest Las Vegas overflowed with excitement and enthusiasm as attendees and exhibitors looked toward a brighter future. WORDS BY ROSA SOPHIA
12 Mobile Electronics March/April 2022
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what’s happening
AMIDST THE CITY LIGHTS
AMIDST THE CITY LIGHTS
14 Mobile Electronics March/April 2022
T
he 12-volt industry returned to Las Vegas, February 18-20, for KnowledgeFest and the Industry Awards banquet and ceremony. The event hosted over 50 exhibitors and over 1,500 attendees. The show was complete with an expanded demo vehicle listening area, and over 30 vehicles on the show floor. Attendees enjoyed over 100 hours of educational workshops and vendor trainings.
Adam Devine of Devine Concepts in Naples, Fla.—the recipient of this year’s Trusted Tech award—reflected on the inspirational energy of KnowledgeFest. Aside from the daytime classes, Devine and two friends from Conn. and Miss., respectively, held their own 3D modeling class afterhours. “We talk a lot outside of work, and neither of them had started digging into 3D modeling or CAD. After classes, we met together and went over how to draw
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what’s happening
INSTALLER OF THE YEAR Marty Adamschek – Andres Electronics – Courtenay, BC, Canada
RETAILER OF THE YEAR Titan Motoring – Nashville, Tenn.
SALES PRO AWARD WINNER Robert Kowatch – Perfectionist Auto Sound & Security – Anchorage, Alaska
TRUSTED TECH AWARD WINNER Adam Devine – Devine Concepts – Naples, Fla.
ROOKIE OF THE YEAR Jacob Mallette – Car-Tunes, Inc. – Greensville, Miss.
MOST IMPROVED STORE OR CHAIN Sudbury Car Audio – Sudbury, Ontario
16 Mobile Electronics March/April 2022
AMIDST THE CITY LIGHTS in 2D, 3D, use shaper 3D and Fusion,” Devine explained. “The learning goes beyond the classroom. We take advantage of that opportunity.” Chris Cook, president of Mobile Electronics Association, agreed that the energy at the show was exciting. He partially attributed the high level of
enthusiasm to long absences from in-person events due to COVID-19. “Looking at the numbers, we were excited going into the event, but the turnout and attendee engagement was beyond our expectations,” he said, adding, “Many industry members shared that it felt like a homecoming.”
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what’s happening
BEST ONLINE PRESENCE
AMIDST THE CITY LIGHTS
NVS Audio – Roselle, NJ
BEST CUSTOMER RETENTION PROGRAM SoundsGood – Coquitlam, BC
BEST CUSTOMER EXPERIENCE SoundsGood – Coquitlam, BC
BEST STORE CULTURE Titan Motoring – Nashville, Tenn.
CUSTOMER CHOICE AWARD Sound Evolution – Houston, Texas
EXPEDITOR OF THE YEAR Titan Motoring
DISTRIBUTOR OF THE YEAR DOW Electronics
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CLASSES TAUGHT IN SPANISH AIM TO DEMYSTIFY DSP Along with all the other educational workshops, two classes taught in Spanish were presented at KnowledgeFest Las Vegas, and a third class—“After Hours with AudioControl En Español”—took place Saturday evening. Carlos Pinto of Elite Audio in Sonora, Mexico and Fernando Lopez of Five Star Car Stereo of Clearwater, Fla. presented the class. Lopez said the goal was to bring the Spanish community more deeply into the 12-volt industry. “There are a lot of Spanish-speaking people in the industry, but a lot of them don’t understand DSP or the technology in brand-new cars,” he said. “This is what we’re trying to achieve: If they can get more comfortable with any product, not just AudioControl, but Arc Audio, Sony, JL Audio, and if they can
improve, they can take that [knowledge] to their shops and do the work.” He added that AudioControl is a good brand to use for this purpose “because it’s simpler than some other DSPs. It’s easier to understand. From there, they can grab any DSP, because now they have an understanding of the basics. Our point for this class is to teach people how to get better at integration. That’s our goal.” While people fear what they don’t understand, Lopez said it probably means they just “don’t do it a lot.” With the continual evolution of technology, it’s important to stay informed and well-educated. “Some people don’t know or they’re scared. They don’t know what they’re seeing, so they prefer to walk away and say, ‘I cannot do that,’ instead of actually
JEFF PEDERSON NAMED WET SOUNDS 2021 DIRECT REP OF THE YEAR
“After Hours with AudioControl En Español” sought to demystify DSP for the Spanishspeaking 12-volt community.
“There are a lot of Spanish-speaking people in the industry, but a lot of them don’t understand DSP or the technology in brand-new cars.”
learning, getting the customer and [continuing to grow].” Lopez added that he’s also attended the other Spanish classes at KnowledgeFest, taught by Ricardo Rangel of Monster by Rangel in Mexico City, Mexico. The goal of those, too, he said, is to get the community more involved. “We have to bring these people to the table and say, ‘You can do this. It’s not scary. If I can do it, you can do it. Let me teach you how.’” The other Spanish classes were also very well-attended, with over 20 participants. Outside of the Spanish classes, Lopez teamed up with Dean Beyett to teach attendees about photography and social media. “We had about 75 people,” he said. “It was a good turn-out for a Friday morning.”
Present at KnowledgeFest Las Vegas was Jeff Pedersen, recently named Wet Sounds 2021 Direct Rep of the Year. Pedersen currently serves as the territory manager in the Pacific Northwest: He covers Oregon, Washington, Idaho and Alaska, travels about 1,000 miles every week, and visits between four to seven retailers every day. He works with 12-volt shops as well as powersports retailers and boat dealerships. He’s only been with the company since December of 2020, and credits much of his success to the strong relationships he’s built in the field. “[Wet Sounds] is an outstanding company,” he said. “They know how to treat their employees, and they treat their dealers well. It’s exciting to go to work for a company that has such outstanding product.” Like many others in the industry, Pedersen’s career started with a passion for car audio at a young age: “I’ve been a rep for over 15 years. I started [in the industry] right out of high school. I worked for a car audio shop and ended up managing it. I did installations for a little while and went to Metra Installations School and Installers Institute. I was a better salesperson than an installer,” he added. After that, he said, he worked at a rep firm for about five years, then opened Falcon Sales and Marketing with Dave Gates. “We worked together until 2020 when I left. I was actually going to leave the industry and do something different, but I ended up going to work for Wet Sounds. When I took the job, a lot of existing dealers from my past have come on board.” He added that the job is perfect for him: “I live this lifestyle. We’re on the water almost every weekend, outfitted with Wet Sounds. All our friends have boats. I do side-by-sides and I spend a lot of time on the sand dunes,” he said, adding, “That’s why I came back.”
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what’s happening
REP FIRM OF THE YEAR 12-Volt Specialists
REP OF THE YEAR Jonathan Mercado – GoFast Solutions
TOP VENDOR SUPPORT TECH Metra – Jason Ewing – Firstech
VENDOR OF THE YEAR HKI USA
TOP VENDOR: AUTOSOUND & PROCESSING Sony
TOP VENDOR: SECURITY, SAFETY AND DRIVER ASSISTANCE Firstech
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PRESENTING NEW AWARD CATEGORIES IN A NEW VENUE The entire show took place at the South Point Hotel and Convention Center, and the awards were presented Sunday night, according to tradition. The ceremony was also live-streamed for anyone who was unable to attend. In the past, Cook said, others have predicted the end of the 12-volt industry. The industry, though, has proved that it’s here to stay and will persevere. “Have we gone away yet?” he asked the crowd, adding, “No. We’re still here.” The Industry Awards presentation honored, as always, those who exemplify the highest standards of professionalism, business ethics, service and expertise, according to Cook. This year, two new Top Vendor categories were added: OEM Integration and Lighting. Metra Electronics won the award for Top Vendor: Lighting, while the winner for Top Vendor: OEM Integration was AAMP Global. Vice President of Training and Events for AAMP, Jeff Smith, told attendees that AAMP is changing its purpose in the industry.
“We’re really trying to focus on being a technology company,” he said, adding that the company’s current aim is OEM integration from the front of the vehicle to the back. Jason Ewing of Firstech was presented with the third new award: Top Vendor Support Tech. During the presentation, Cook advised attendees review everything they learned at the show upon returning home. “Rely on others for help,” he said. “We’re all here to help each other—that’s what we’re doing now.” Devine said he frequently takes calls from technicians all over the country, about seven to 15 a week. “A manufacturer might have a retailer who has a car I’ve already worked on. If it’s a radar and laser build and they haven’t worked on that vehicle before, but they know I have, they’ll ask if I can help out,” he said. Just recently, Devine added, he assisted another technician by phone who was getting ready to work on a Lucid Air Dream. “We finished one three or four
LUCAS LIGHTING HOSTS PROMOTION AT LAS VEGAS SPEEDWAY
AMIDST THE CITY LIGHTS
To help kick off KnowledgeFest Las Vegas, Lucas Lighting held the Dream Racing Promotion at Las Vegas Speedway to demonstrate to dealers what the company can offer, and to encourage more people to attend trainings. “The 12-volt industry doesn’t have a true kickoff show for the year, since most companies exited the CES venue over the last several years,” said Steve Rogers, national sales manager for Lucas Lighting, who added that the event could become a new kick-starter to the year. “Our dealers and distributors were rewarded for their fourth quarter performance with a fantastic day at the Las Vegas Motor Speedway driving supercars on the closed track.” Over 50 people participated. At the show, booth traffic was high. Lucas Lighting also held two training sessions. “We haven’t seen this level of show in a while,” Rogers added, “and we couldn’t have been more pleased with the results.”
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what’s happening
TOP VENDOR: ACCESSORIES AND MATERIALS Metra Electronics
TOP VENDOR: INFOTAINMENT & MULTIMEDIA Sony
TOP VENDOR: POWERSPORTS & MARINE JL Audio
TOP VENDOR: OEM INTEGRATION AAMP
TOP VENDOR: LIGHTING Metra – Heise Lighting
22 Mobile Electronics March/April 2022
AMIDST THE CITY LIGHTS weeks ago,” he said, adding that his client’s vehicle was number 152 off the assembly line. For technicians who want to improve a skillset, or are inexperienced in a particular category, Devine said it’s important to be willing to step beyond one’s comfort zone. “Whether you’re doing it on your own time or on a build, the only way you’ll get better at a skill—like 3D modeling—is to put in the time on practicing that skill. Make the commitment. Whether you can execute it or not, you can at least attempt it and if you fall short, subcontract it out to finish it off. At least you’re putting the effort in to grow your skillset.”
He advised 12-volt professionals to leverage networking opportunities such as can be found at KnowledgeFest, to utilize industry connections for help. Devine said people often come to him for advice on electrical and wiring, while he’ll ask others for advice on fabrication or upholstery. “Someone will always be better than you at one specific task,” he added. “Have the humility to reach out to those who are masters of that niche. It makes a big difference.” Cook advised attendees to make the most of every day. “If you change just one thing,” he said, “it will change your business.”
SHOW FLOOR OFFERS EXPANDED LISTENING AREA The Audio Tuning & Listening Station, in its own dedicated area on the show floor, was sponsored by Alpine and Elettromedia. Among the exhibits in the listening area, including a booth and displays from Full Spectrum Laser, one of the most popular vehicles on the show floor was a 2018 Tesla Model S. The vehicle presented the third generation AlpineF#1Status System, and was first unveiled prior to KnowledgeFest during an exclusive event at the MGM Grand Hotel with authorized dealers and Alpine executive management, according to the company. Steve Brown and Chris Teguh of Alpine were responsible for the product development process, and led the project, with an inhouse fabrication team in Detroit, Mich. handling the installations. According to Alpine, the goal of the project was to replicate the kind of sound heard in a recording studio—a big challenge in the interior of a vehicle. The Tesla features a custom dashboard, center console and trunk fabrication built from scratch. The car’s interior design was most conducive to what the team was attempting, according to the company. “The demo was so popular, we had to add additional listening spots,” Brown said. According to both he and Teguh, in one day, about 50 people signed up for a demo. By the end of KnowledgeFest, they’d completed a total of 180 demos.
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retail news
Administrative Support Kristin Bouldin Emphasizes the Importance of Personal Growth for Business Growth WORDS BY LAURA KEMMERER Kristin Bouldin, who works for DES of Wilmington, Inc., has spent most of their career growing with DES, remembering a time when the business operated out of a two-car garage. Now, DES works out of a ten-car garage. Bouldin has worked
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in the mobile electronics industry for the past five years, and supports DES, based in Wilmington, North Carolina, in an administrative capacity. “My responsibilities here have grown over time from scheduling and
administrative duties right on into a full circle of the functioning of our company,” she said. DES of Wilmington, in business since 1999 and owned by Branden Shuler since 2004, specializes in mobile electronics for cars, ATVs, marine vessels and aircraft. “[I handle] sales, scheduling, customer service, administrative work, the whole nine yards to make sure we satisfy our customers and ensure they have a great experience as well as our employees—because without happy employees, a company simply cannot function smoothly enough to keep growing and expanding,” Bouldin added. That dedication to business growth is also fueled by Bouldin’s own habit of cultivating curiosity. To improve sales performance, she emphasizes the importance of learning. When you learn more, you provide a better customer experience and help the business grow: “Knowing everything inside and out gives me the ability to present the best solution, in the best way to achieve whatever our customers’ vision may be.”
APICELLA AUTO SOUND MERGES WITH EPIC AUTO WURX TO FORM
VANGUARD AUTOMOTIVE DESIGN Apicella Auto Sound, based in Stony Point, New York, marked the end of 2021 by merging with Epic Auto Wurx to establish a new business: Vanguard Automotive Design. According to Nick Apicella, owner of Apicella Auto Sound, there was a time when he and Chris Gliemann of Epic Auto Wurx were essentially doing work in each other’s backyards. “We were both doing higher-end work, higher-end cars, and eventually we became friends and we were helping each other out,” he explained. “Next thing you know, we’re both at our max capacity, but we both specialize in specific areas. So, we decided it would be best to go ahead and put our abilities together. And here we are.” Before the merger, Apicella Auto Sound specialized in high-end car audio,
whereas Epic Auto Wurx focused on a broader spectrum but with an emphasis on high-end work. Apicella noted that Gliemann was especially good at fabrication. Gliemann also did radar and laser countermeasure systems, a business specialty. Both co-owners kept their separate business names after the merger, but Vanguard is very much a collaborative venture. Thanks to the serendipitous timing of an interested customer, Apicella was shown a garage that would be a sizeable upgrade for his business. But, thinking of the bigger picture, Apicella called Gliemann and told him about the space, asking if he wanted to go in on the collaborative business they had been discussing. Apicella noted that the name Vanguard
doubles as both a strong moniker as well as a business philosophy—“Vanguard” meaning a group of people who lead the way on developing cutting-edge ideas. Apicella also noted that his fiancée came up with the name. “We actually use that as part of our marketing,” he said. “We’ve got the definition on a sticker on a big wall in our shop. And it’s exactly what it sounds like. We’re a group of people leading the way in our industry. I truly think we are among the best at what we handle here.” Thinking of the future, Apicella said Vanguard Automotive Design is most interested in growing. They already have great customers and great employees, and now “we just have to do our job,” he said, adding, “I have no doubt we’ll rise to the top in all aspects.”
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retail news
WHO’S WHO?
Jeremiah Mojica Shop: GNC Customs Location: Goshen, Ind. Hobbies: “I spend a lot of time with my family. I like to clean my car. I play guitar and bass guitar. I’ve recently started doing Jiu Jit Su.” What You’re Really Good At: “I’m not always the best at finding product solutions, but I am good at fixing issues. If there’s something that breaks, or if we have to figure out how to do something—I’m good at finding creative solutions.”
ACT Audio Welcomes New Team Member Late last year, ACT Audio, based in Vernon, Connecticut, welcomed Austin Wheeler to the team. Initially, Wheeler, who started as a breathalyzer tech, learned how to cut keys and program them. Once he’d demonstrated his aptitude for writing, Wheeler also took on writing blog posts for the business. He also edits presentations before business representatives go to KnowledgeFest. Wheeler, who didn’t have any prior experience in the industry, is now an MECP Product Specialist. “He’s big into off-road vehicles and ATVs,” said business owner James
P. Smith. “His strengths are customer service. He deals well with our breathalyzer customers.” Wheeler also tests all vehicles that come in, doing battery checks. He helps keep the day-to-day gears of the business moving by checking in the next car, getting it pulled around for the techs, doing the battery test, and then passing the car off to the techs. “We also brought on a detailer who wanted to learn the mobile electronics trade, and we’re teaching him, and he’s also doing our detailing for us,” Smith said. “He’s doing really well.”
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Kristin Bouldin Shop: DES of Wilmington, Inc. Location: Wilmington, NC Years of Industry Experience: 5 Hobbies: “Outside of work, my number one thing that I love is to spend time with my seven year old daughter. We love anything at the beach whether it be as simple as a walk or exciting as paddle boarding. I also very much enjoying reading a good book.” What Your Really Good At: “In the past year, I’ve focused on amassing knowledge. This gives me the ability to present the best solution in the best way, to achieve whatever our customers’ vision may be.”
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CRANKING THE VOLUME
On The Show Floor
The show floor in Las Vegas offered a wide array of products and services, along with an expanded listening area full of outstanding demo vehicles.
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LINKSWELL RING AUTOMOTIVE CONNECTION With the advent of home automation, LinksWell has connected the car to the home: With the ring system, the user can answer their home ring device on the head unit in their vehicle and speak to the person at their door. If it’s someone they know, they can unlock their front door for them and let them in, or even turn on the lights in the house—all from the LinksWell radio. Also coming soon from LinksWell via the Generation 5 line of T-Style radios: DSP signals and Wireless PhoneLink are a couple of features being added to the head units, making products more versatile for those who want to upgrade to higher-end systems and are looking for better connectivity.
DOW TECHNOLOGIES EXPANDS TERRITORY Now with a warehouse in Phoenix, Arizona, DOW Technologies is expanding into new territory and will be covering New Mexico, Arizona, Southern Nevada and Southern California. The company is currently building its line card and letting dealers know about the expansion. Serving both home and car audio sectors, DOW is now coast-to-coast in the Southern United States.
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On The Show Floor
AUDIOMOBILE SOLOPASS MODULAR ENCLOSURES The Solopass series was designed to provide more affordable high-quality, vehicle-specific subwoofer solutions for a variety of vehicles. They are available in three versions: Dual 10 Solopass, Sealed 10- and 12-inch and “Aeroport” vented models. These unique prefab “wedge” enclosures feature non-parallel panels, and full-width cross-braces (to eliminate any enclosure resonance) and are designed and manufactured in the USA. All Solopass enclosures employ an array of high-performance features, including CNC manufacturing, ¾” US MDF construction, and1.5 inch front, staggered, flush-mount driver mounting, and were designed to accept select Audiomobile low-profile drivers. This rare feature allows dealers the flexibility to customize the price-point, impedance and power-handling, for customers’ needs and budgets.
INFOTAINMENT PRODUCTS, GM RADIOS AND CLUSTERS If a fuel gauge or speedometer needs to be repaired, or an older-model GM cluster or Cadillac radio fails, ISS Instrument Sales and Service can remanufacture it. The company has a remanufacturing facility in the Seattle area where the whole unit can be reconditioned as part of a core return program for retailers. The retailer can then offer services well below dealership cost to clients. At the company’s KnowledgeFest booth, they displayed an example of a Cadillac radio with a “spidered” screen, which can happen when these units become overheated. The company has also recently incorporated Ford F-150 gauge clusters to the list of products they handle.
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KINGPIN UNIVERSITY OFFERS NEW SOLDER CADDY FOR HABANERO CORDLESS HEATING TOOL As the distributor for the Habanero Heating Tool, Kingpin University is now offering a new solder caddy that comes with the USB-rechargeable tool and a storage base. The base holds a 1lb roll of rosin solder, the tool itself and an additional area to hold the heat-resistant tool lid. The caddy is a safe and secure way to use and store the Habanero Cordless Heating Tool, and also comes with one soldering tip and a USB charging cable.
MEMPHIS VIV68DSP 6 TO 8 DIGITAL SOUND PROCESSOR The Memphis ViV68DSP is designed to be an easy to use OEM integration piece. It comes with an app, in-depth PC software, and a remote, and can be enjoyed by both experienced and inexperienced DSP users alike. While it can be set up within 15 minutes, it still has a 31-band EQ per channel, graphic parametric EQs and Bluetooth. There are also seven different LED color options that shine out the sides, so the user can match amps and DSPs for a visually pleasing listening experience.
ESCORT MAX CAM 360C This brand-new radar detector offers top-of-the-line performance and features, and has an HD dash cam built into it. When connected with an app, it offers the user communication with other radar detectors. Any video footage can be downloaded instantly. The Escort MAX Cam 360c is an all-in-one product, yet also works with other Escort accessories and laser defense systems.
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On The Show Floor
SHIFT POWER USA THROTTLE RESPONSE CONTROLLER This throttle response controller improves a vehicle’s throttle. The valet mode prevents hot-rodding, and a lock feature will lock out the throttle pedal to prevent theft. This product offers a simple T-harness install and a free app, pictured, for user controls. Shift Power USA is made, engineered and developed in Brazil by Faaftech. ISS Automotive is bringing it into the US market.
SIRIUS XM SXV300 M1 STANDARD 300 TUNER This tuner is designed specifically for the marine market and comes with different mounting options. This is an all-in-one solution for an MSRP of $99. A new marine antenna is included in the box. It also comes with the option to suspend service, should the user decide to store their boat for the winter, for example.
LUCAS LIGHTING COMPLETE LINE OF LIGHTING FOR ALL VEHICLES Lucas Lighting’s intelligent decoders are designed with various fitments, which cures any flashing, flickering or capacitance issues with modern cars. The L1, L2, L3 and L4 bulbs are designed to meet all the various levels of lighting needs. The company also offers the MX series, as well as other specialty bulbs.
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TURY ELECTRONICS EXPANDS PRODUCT LINE INTO MOTORSPORTS CATEGORY TURY is now expanding its product line into the UTV, Polaris and Harley-Davidson markets. For example, the FAST Gas Pedal Enhancement plug-and-play device will now be available for Harley-Davidson motorcycles. Bikers will be able to enjoy all the same features of FAST on their motorcycles, including the lock feature to prevent theft, and valet mode.
ALPINE HALO R2-DB8V-TRK R-SERIES PRELOADED TRUCK SUBWOOFER ENCLOSURE WITH PROLINK This versatile dual 8-inch truck subwoofer enclosure with ProLink is designed to fit in a variety of vehicles. It features a slide that allows it to shrink or expand to whatever size is needed, in order to accommodate GMC, Ford, Jeep and Ram. The mounting is also adjustable, and it comes with a bracket in the middle that allows for an amplifier to be added.
NAKAMICHI 12-CHANNEL DSP WITH 10-CHANNEL BUILT-IN AMPLIFIER This 12-channel, fully programmable DSP with a 10-channel amp built into it can be programmed by computer, Android or iPhone. It has low-pass, high-pass and band-pass crossovers and multiple selection types.
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On The Show Floor
12V DASHBOARD ALL-IN-ONE PRODUCT DATABASE Created by retailers, for retailers: The 12v Dashboard is a platform that professionals can use to look up any vehicle to find all the necessary information on dash kits, wiring harnesses, vehicle integration pieces and much, much more. If a client is interested in a Compustar remote start, for example, the salesperson can easily retrieve all the necessary data in one place. Instead of having to reference numerous websites, the salesperson will save time and ensure they find the correct parts. This is a one-stop reference tool designed to help retailers close sales.
GCH AUTOMOTIVE INCORPORATED, OEM INTEGRATION SPECIALIST GCH Automotive focuses on integrating features into OEM components. For example, the company designed a system that offers a single plug-and-play cable installation for Jeep Wrangler or Dodge Ram, giving the user a full smartphone interface through the factory screen. GCH also has a database of more than three million components. If a vehicle has a defective radio component, the dealer can call and GCH can source the parts, providing what’s needed for 50 percent less than what they might normally pay. Additionally, GCH has developed retrograde systems that offer factory experiences. For example, due to part shortages, the new 2022 Toyota 4Runner and RAV4 wasn’t released with power lift gates. In response, GCH developed retrofit gates to bring back the feature, covering 2008-2022 models.
RACE SPORT LIGHTING WIRELESS SOLAR CAB LIGHTING SYSTEM Race Sport Lighting presents an affordable solution for truck owners who are looking for a wireless solar cab lighting system. This product only requires 45 minutes to an hour of labor, and there’s no need to drill holes or run wires. The activation button only needs to be pressed once. The product has both a vibration sensor and a light sensor. After about 30 seconds without sensing any vibration, it will turn off. The solar panel on top keeps the battery charged. Typical battery life on a single charge is about eight hours. The product is currently available in amber, and a second SKU in white LED will be coming out toward the end of the summer.
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On The Show Floor
PRECISION POWER MOTORCYCLE AUDIO OFFERS TOP PERFORMANCE FOR BEST VALUE This line of motorcycle audio products fits into Harley-Davidsons, covering over two decades worth of saddlebag subwoofers. The brand-new, waterproof head unit, with Android Auto and CarPlay, works with models 2014 and up. To make it easier to incorporate, the plug-and-play handlebar control module comes preflashed. The speakers have been redesigned, moving the location of the magnet to ensure optimal air-cooling while the bike is in motion.
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AUDIOFROG A600.1D HIGH FIDELITY CLASS D AMPLIFIER This new Class D amplifier from Audiofrog is small and powerful, with very low distortion. They make almost no noise at all. High-quality sound was demonstrated on the show floor at KnowledgeFest. They are available now.
SOUNDSKINS LINE OF SOUND DEADENING KITS FOR HARLEY-DAVIDSON After partnering with a company called American Hard Bag, SoundSkins released a full line of sound deadening kits for Harley-Davidson motorcycles. Last year, 2014 and up saddlebags became available. The product fits regular factory bags, as well as extended and aftermarket stretch bags. Additionally, the company has recently released 2014 and up speaker lids, as well as 2013 and down saddlebags and speaker lids. There are also kits available for the fairings and fairing speaker pods. Outside of the motorcycle category, a 2021 F-150 kit and a new Bronco kit will be coming soon.
AUDIOCONTROL ACX-BT3 3-ZONE BT AUDIO CONTROLLER This new IPX5-rated waterproof controller, perfect for marine audio, offers physical buttons for track forward and back, play and pause, volume, zone control and mode switch. It will stream high-resolution BT audio from a compatible device, and it’s intuitive and easy to use. During normal operation, the unit is backlit in blue. When the center button is pressed, the backlighting switches to a magenta color to denote the user is now controlling the volume of zone one. If no button is pressed for a moment, the unit will switch back to blue backlighting or master volume. While on magenta or zone one volume, if the user presses the center button again, the unit will switch to green backlighting to denote control of zone two volume. Pressed a third time, the unit lights up white, meaning zone three volume is now being controlled. The device is completely Bluetooth enabled.
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On The Show Floor
GROUND ZERO HYDROGEN 2-WAY COMPONENT SPEAKER SYSTEM This 6.5-inch, 2-way component speaker system (GZHC 165.2) offers a versatile set of components that provides the best possible result with the least amount of work. The materials used, and the variable crossover network, make it installer-friendly and easy to tune. Out of the box, this provides an enjoyable listening experience.
CTK VIBRATION DAMPENING FOR EVERY PRICE POINT CTK offers various level of vibration dampening for each price point, beginning with a practical, more affordable option. The Standard Pro—attractive for its heavier weight—is aimed toward professional installers who like a better price quality match. The Premium product is available in two- and four-millimeter, with a winning combination of polymers and plasticizers, along with a butyl compound. Finally, the Dominator is made for SPL cars and comes with 200-micron foil on top.
MOBILE ELECTRONICS CERTIFIED PROFESSIONAL (MECP) PROGRAM The MECP program is the only internationally recognized credential that certifies 12-volt installation technicians and salespeople. To learn more and to begin the path to certification, visit: www. mecp.com. Pictured: Kris and Sarah Bulla of MECP.
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TRITON POWERSPORTS LINE OF WEATHERPROOF AMPLIFIERS This line currently offers a mono-block, a 4-channel and a 6-channel amplifier. They are fully weatherproof with a very small footprint. A remote allows easy control of the unit. Additionally, the amplifiers are easy to remove for storage when the boat or other vehicle is not in use.
HEISE LED BLACKOUT SERIES LIGHTING SYSTEMS BY METRA ELECTRONICS Heise’s lightbars have been redesigned to create the stealthy-looking Blackout Series. The optics have changed from a direct placement to an indirect placement, allowing more control of the location and pattern of the beam. This allows the lights to be tailored to the vehicle, its entire lighting system, and for the driver’s lighting coverage needs. The hybrid 90-degree flood and 8-degree spot beam pattern combination delivers intense spotlights in the center flanked by widebeam lights on each side. Available as a dual-row lightbar in 8, 14, 20, 22, 32, 42, and 50-inch lengths, or as a single-row slimline lightbar in 9.5, 20.5, 31.5, 39.5, and 50.5-inch lengths. The products come with a lifetime warranty. Brackets on the back allow for any necessary adjustments for fitment. Mounting options are available on the sides.
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On The Show Floor
ZZ-2 AUDI OEM RADIO ZZ-2 offers a line of OEM radios integrated with CarPlay, Android Auto and camera inputs. An Audi concert radio is now available for 2009-2016 models. The base radio is customizable so that CarPlay, Android Auto and front and rear camera inputs can be added.
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CRANKING THE VOLUME
On The Show Floor
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CRANKING THE VOLUME
AAMP PRESENTS FRONT-TO-BACK VEHICLE SOLUTIONS On the show floor at KnowledgeFest Las Vegas, AAMP showcased all the possibilities of its product lines in a 2019 Jeep. “Instead of focusing on universal parts, we want to focus on vehicle solutions,” said Jeff Smith of AAMP. “What we’re showcasing here today is the 2019 Jeep JL platform. The JL Platform is 2018 and up. All of these products work in those vehicles.” The Jeep features Stinger X wiring, and 14-gauge steel amplifier racks that mount to factory seat locations. The racks are pre-tapped and drilled to fit AAMP’s GX, MX and SPX Series of amplifiers. Everything, including the blind spot cameras, are attached by a factory bolt. “There’s not a single hole drilled in this entire vehicle for any of these products,” Smith said, adding, “We have our industry-renowned infotainment head unit integrated with PAC RadioPRO Advance kits to display all the vehicle data on the screen.” He noted that there’s also a DVR dash camera with high-definition reverse and front camera integration. “We have our new dash speaker pods from the Stinger brand, and we have our rear speaker pods that can hold a 6 by 9, 6.5 or 6.5-inch component kit.” The company’s aim, he said, is to deeply consider what people want in complete aftermarket vehicle solutions and demonstrate how AAMP can assist clients from the front of the vehicle to the back. Next, the company will be focusing on all of these solutions in the new Bronco Sport. “We also have spin-off versions for the JK platform from 2007 to 2018 as well.” Smith said the Jeep build is an example of a roughly $6,000range, which can show dealers what’s possible with a “drop-in” install, or a sale they can complete in a day and a half to two days.
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Installer of the YEAR
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BEYOND BOUNDARIES For Installer of the Year Marty Adamschek, a willingness to push beyond his comfort zone sparked both personal and professional growth. WORDS BY ROSA SOPHIA
S
haped by his environment at an early age, Marty Adamschek—who was named Installer of the Year at the Industry Awards in Las Vegas this past February—recalled his mother’s love of music and his father’s interest in woodworking. “My dad had a woodshop in the backyard,” he said. “He was amazing with his hands, so I learned from a young age how to build things. It seemed like my life was just meant to go in that direction.” Adamschek is the only installer on a staff of five at the Courtenay location of Andre’s Electronic Experts. The facility—one of over 20 stores in the chain—maintains very high standards when it comes to the finer details of an install. Along with stereo system
installs, he handles alarms, remote starts and much more. He noted he does everything from planning a job to tearing down a vehicle and handling the wiring. His favorite aspect of the job, he said, is having the opportunity to combine his love of music and fabrication, “and make a living at it. When I can deliver a completed project and see the client’s face light up when we turn it on, it’s worth all the late nights.” Adamschek attended his first stereo competition in 1996. He remembered a competitor with a full-size Dodge Ram with six 15-inch subwoofers. “It was a full Rockford Fosgate build. He was playing Metallica. When the drum first hit, it felt like someone punched me in the chest. Right there, I was hooked,” he said, “and I knew I had to do this.”
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Installer of the YEAR
BEYOND BOUNDARIES
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WE DIDN’T HAVE TO WORRY ABOUT SO MANY OF THE OBSTACLES WE FACE NOW IN NEWER VEHICLES WITH FACTORY INTEGRATION”
FINDING INSPIRATION THROUGH TECHNIQUE AND TRAINING Adamschek got his start in the mobile electronics industry in 1995 at a retail store called Forbidden Audio. “It was owned by Rob Atkinson. My best friend, Mike Nikkel, got me my first job there,” he said. He then attended Bryan Schmitt’s RTTI course in 1999 and 2000, which he said opened his eyes to new methods of custom installation and fabrication. “Coming from a small town and going to Schmitt’s shop in Arizona really showed me what could be done, and how you could do it,” he said, adding that, in
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those days, he primarily read magazines. “I would see the pictures and think, ‘I don’t have a clue,’ so I went there and he [Bryan Schmitt] showed me how.” Adamschek’s path led him to a few other small shops before he started working at McKay’s Electronics in 2002, where he remained until leaving the industry for a few years beginning in 2010. Adamschek worked in an oil field in Alberta running heavy equipment. But, he couldn’t stay away from car audio. He returned to McKay’s in 2015, and in 2019 the business was purchased by Andre’s Electronic Experts,
a family-owned retailer based out of Kelowna, BC. Upon his return to the industry, he added, “I really decided to dive head-first into custom fabrication.” Adamschek finds inspiration in materials he’d like to use, as well as “stacking methods I love the look of, and different ways of using lighting to highlight components, and ways of making those components look like they came with the vehicle.” At Andre’s, he said he installs a lot of Rockford Fosgate amplifiers and subwoofers. “My favorite head units are Kenwood brand,” he said. “The speakers we use are almost always Focal, and we’re starting to move into Ground Zero products.” If there’s anything he misses about the way things used to be, Adamschek said it’s the simplicity: “We didn’t have to worry about so many of the obstacles we face now in newer vehicles with factory integration,” he said. “Things were just simpler then.”
COME SEE THEM IN ACTION AT THE SHOW. AND ASK ABOUT OUR MEA SHOW SPECIALS.
CALL: 720-583-3835 // EMAIL: mototv@mototvnetwork.com
Installer of the YEAR
COMMUNITY SUPPORT LENDS TO PROFESSIONAL GROWTH While Adamschek was unable to be at the ceremony in Las Vegas in person, he watched the livestream. His award was accepted by his good friend Chris McNulty on his behalf. According to Adamschek, his first attempt at the awards was in 2018. In 2019, he didn’t run, adding that his friend Tim Baillie won that year. “In 2020, he pushed me to try again,” he said. “That time, I made the Top 50, Top 12 and Top 5 for Trusted Tech.” Having already come so close, he said he had to try again, leading to this year’s award. “When Tim won Installer of the Year, I was the first one to phone him,” Adamschek said. “And when I won this year, he was the first one to phone me.” Adamschek’s other influences include Matt Schaffer, Jeremy Carlson, Phillip Cantu, Curtis Wayland and Jeremy Reed. He added that he’s always inspired by numerous peers in the industry whose work he enjoys viewing on social media. He called social media itself a powerful tool: “Through social media, we have the ability to connect with others in the industry in a way we never could when I first started,” he explained, adding that
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he spends his downtime exploring what’s possible and gathering inspiration from his peers. “I think we see different ways other installers are layering projects, using different materials and the way they’re incorporated into vehicles, and we pick certain elements we love and incorporate them into our own builds,” he added. Adamschek said that as he’s grown, he also noticed the Industry Awards evolving, focusing more on skillsets and personal growth rather than “fancy installs.” In his video presentation, he said he focused on his own growth, noting, “Not just on a work level, but on a personal level. I’m constantly trying to improve myself and the finer details.” Networking both in-person and online has helped Adamschek grow exponentially, he said. “I spend a lot of time
BEYOND BOUNDARIES
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I’M CONSTANTLY TRYING TO IMPROVE MYSELF AND THE FINER DETAILS.”
talking to others, bouncing ideas back and forth. Many of us share [about our personal lives], check up on each other, make sure we’re doing fine.” These professional connections, he said, have become meaningful friendships. Through industry events and networking, he’s become good friends with other award-winning professionals in the industry, including Dean Beyett of Five Star Car Stereo in Clearwater, Fla., Dalton Trainer of Car-Tunes, Inc. in Greenville, Miss., Adam Devine of Devine Concepts in Naples, Fla. and John Schwartz of Perfectionist Auto Sound in Anchorage, Alaska. On the night of the awards, Adamschek said both John Schwartz and Robert Kowatch FaceTimed him from the ceremony. “I couldn’t have done any of this without the support of my wife, Dianna,” he said, adding, “She is my biggest fan.”
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Installer of the YEAR ALWAYS REACHING FOR A HIGHER LEVEL With an expanding portfolio of previous work displayed on social media, Adamschek said clients will often see a build he’s done on a car similar to theirs and request the same thing. He receives a lot of inquiries via the Internet. If a client comes in for a large custom build, Adamschek will show them what’s possible using build photos on his phone. “We’ll sit down, talk and figure out what their expectations are and what they want. We look at the vehicle, at their taste in music, their expectations of what they want their stereo to sound like and look like, and then we build from there. I’ll give them an idea of what I want to do, and often, they’ll agree with my suggestions and we’ll begin,” he said. After completing a project, he’ll suggest the client pick out a song or two they’d like to hear for the first time on their new system: “When their faces light up, it’s such a great feeling,” he added. “Music can evoke so much emotion in people. I have seen everything from the biggest smiles, to grown men crying. You can’t fake that.” He noted that there’s always room to grow. While he’s honed his skills a lot in recent years, leading him to his award nomination, he knows there’s a lot more growth on the horizon. Most of all, he said he wants to get better at tuning and will continue training. He added that he’s attended KnowledgeFest in Long Beach, Calif. twice in the past and gained a lot from the educational sessions. Most important to an install, he said, is cleanliness and serviceability: A technician should be able to easily access everything in case work needs to be done in the future. “I look at what I installed and I say, ‘How easy is it to access everything if I needed to change it? Can I get to everything I need to reach?’ I don’t want to pull everything apart if I need to change something. This makes my life easier down the road if I need to get back in there.” Adamschek also stressed the importance of ensuring that shortcuts are never taken. “I do a lot of boxes, truck builds and A-pillars,” he added.
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“
I HAVE REALLY STEPPED OUTSIDE MY COMFORT ZONE, AND IT WAS DEFINITELY WORTH IT IN THE END.”
Now that he’s been named Installer of the Year, he said he feels more confident in his abilities. “It’s validation that I’m on the right track and I’ve reached a certain level. The process made me pay more attention to what I do and hold myself to a higher standard,” he explained. “For example, I might look at something and say it’s good enough. Now [I’ll look at it and say] no, it’s not—I have to work at a higher level.”
WORDS OF ADVICE: TAKE RISKS AND KEEP PUSHING In the past, Adamschek said he obsessed over work, but in recent years he’s learned to nurture a good work-life balance, adding that he makes a point to spend more time with his family. He underscored the importance of this, noting: “Spend as much time as you can with your loved ones.”
At press time, Adamschek said winning the Installer of the Year award still didn’t seem real to him, adding that it symbolizes creating the best work he possibly can. “I have really stepped outside my comfort zone, and it was definitely worth it in the end.” Today, he added, training and continued education is even more essential than ever before. “The training at KnowledgeFest is second to none,” he said. “The networking is so valuable, and being
BEYOND BOUNDARIES
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Installer of the YEAR around others who have the same passion for car audio that I do is inspiring.” What if he could go back in time 20 years and give himself a piece of advice? “I would tell myself to take more chances, more risks,” he said, adding that the awards process has pushed him to do that. “I’m quite shy. Being in front of the camera was overwhelming for me. This forces you to get outside your comfort zone.” And that, he added, is what pushes a person to grow. “Keep learning. Keep pushing yourself. Don’t be afraid to ask questions,” he said. “We all started at the bottom. Someone took the time to teach us. Now it’s our turn to give back.
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BEYOND BOUNDARIES
Learning From Leaders
SOUND EXPERIENCE Since the start of his career, Wayne Harris has maintained the same focus: To create a fulfilling listening experience that elicits an emotional response. WORDS BY JAMIE SORCHER
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Harris recently completed a training module for the Term-PRO enclosure design software, which readers can find by visiting www.termpro.com and clicking on Term-PRO enclosure design software under “Training Modules.”
T
his year marks the 25th anniversary of the dB Drag Racing Association, which places an emphasis on stimulating interest and participation in high-performance aftermarket car audio and related products. “That’s what we do,” said Wayne Harris, president and CEO of WHE—a company which includes Term-Pro, Term-Lab and its subsidiary, the dB Drag Racing Association. The company’s main focus is providing the tools to expose people to high-performance audio. Term-Pro offers the Term-LAB Magnum System—an SPL meter—and Term-PRO
Sound Experience
enclosure design software, used to assist in designing subwoofer enclosures, tools which are used by car audio companies, retailers and even end-users. Harris added that the Association is a car stereo competition business unit. “We work with many dBDRA affiliates,” he said. “This includes judges, turnkey event promoters, and International franchises. They have created or augmented their business to service the dB Drag Racing community. Although these individuals are not directly employed by Wayne Harris Enterprises, they perform work that contributes to our goal of creating interest in aftermarket auto sound and auto sound competition.” According to Harris, since 1994, the dB Drag Racing Association has been involved in more than 20,000 events. “We’re in more than 40 countries,” he said, emphasizing the contributions that car audio competition has had on the 12-volt community, and how it’s shaped his own growth in the field.
An Emotional Connection: How Demos Make a Difference
He’s nearly done it all: After dropping out of college and going into retail, Harris began winning awards on the car stereo competition circuit, then managed research and development at Rockford Fosgate. Finally, he formed his own company, and he warmly credits many of the people he’s met along the way for his numerous accomplishments. Harris earned two Design and Engineering awards from the former Electronics Industries Association—the first one being for the Hafler MAX-410 electronic crossover in 1989. Harris also holds a number of patents and is set to receive his master’s degree in educational technology. In the early 1980s, he said he was attending college on a music scholarship when he removed the rear seat of his Buick Regal and installed a combination of home audio equipment and pro sound, dubbing the car “Eruption.” Harris noted the vehicle boasted the first implementation of what’s now called “stiffening capacitors.”
Harris presented classes at KnowledgeFest Las Vegas and Indianapolis, and he’s scheduled to teach at KnowledgeFest Orlando in June. He encouraged readers to connect with him via Facebook.
“Every Friday and Saturday night in Arlington, Texas, where I went to college, we’d cruise and then hang out. I would play my sound system, and it was like a rock concert,” he said. “It attracted people like crazy.” When car stereo competitions were still in their infancy, Harris met George Reed, a rep for Rockford Fosgate who was involved in hosting competitions at local retailers. “In early 1984, I heard about
one of these contests and competed,” Harris explained, adding, “I met George and he inspired me to continue doing what I was doing.” When the first National Car Stereo competition was held at the Houston Astrodome, Harris entered and won $5,000 and a first-place trophy, which caught the attention of a chain of 12-volt retailers in the Dallas-Fort Worth area called Stereo Dallas.
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Learning From Leaders
Harris began working for the company, primarily doing promotions. “My responsibility was to demo my vehicle on the weekends in front of the store,” he said. “I was also allowed to start working on my next top-secret project—the Terminator.” He found a 1960 Cadillac hearse and bought it for $850. “I moved it into the install bay, and me and two other installers built a wall and enclosed it,” he said. “It was off-limits. No one could go in there—not even the owner.” In the early days of these competitions, Harris said people socialized differently and a lot has changed in the 12-volt industry. “Even with the changes, though, if someone has a high-performance sound system and they’re with people at a show, they’ll start playing music on their system and people will come,” he said. However, he added, the majority are younger people who don’t know what real high-performance sound is like. “You can hear the music [in factory systems] but you can’t feel the music,” Harris said.
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“If you’re providing something that requires expertise, and you give the customer that emotional experience, then you can command the premium.” “When I go to a show, someone wants me to hear their sound system. They want me to sit in their car. Sometimes the hair on the back of my neck stands up. Even after being exposed to this for so long, the system and the music create an emotional reaction for me that a lot of people these days have never experienced.”
Provide Expertise to Attract Clients
When Harris worked for Stereo Dallas, he recalled how every salesperson was required to have their own high-performance personal sound system. “How can you sell something if you don’t understand what you’re trying to sell?” he
added. “If you have your own system and a customer comes in, you can say, ‘Let me show you what I have in my car,’ and you walk them out and show them the potential of what they could have. But that hardly happens these days. You can’t expect success if the product you’re selling is never exposed to the customer.” “There’s always going to be someone who sells something for less. You will never be able to have the lowest price, ever. If your whole market is based on undercutting everyone else, that’s not a winnable solution,” Harris explained. “If you’re providing something that requires expertise, and you give the customer that emotional experience, then you can command the premium.” That’s adding value, he said, and such a service requires in-person interaction. Harris said he feels not enough retailers offer this kind of experience for customers: “I don’t see it happening anywhere other than at sound-off organizations. It’s just not happening at the retail level.”
Sound Experience
and participate in virtual sound-off contests. “To be competitive in dB drag racing in the real world takes a huge investment, but in the virtual world it won’t be so expensive,” he said, adding, “I know some major companies have already started to register virtual trademarks for the metaverse.” The metaverse, he said, will have just as big an impact on the world as early Internet services—perhaps more so. Harris continues to embrace education, and will soon earn a master’s degree in educational technology.
Ensure Every Action Adds Value
It was through car audio competitions in the early 1980s that Harris’s work attracted the attention of the 12-volt industry, starting his career through a chain of retailers called Stereo Dallas.
Stay Informed, Anticipate Change
Recalling his work at Rockford Fosgate, Harris said the company had great businesspeople, not just in engineering, but in marketing, public relations and sales. “I worked for Rockford for 13 years, with the last 10 as director of research and development,” he said. “Being at Rockford really catapulted my career.” And, not only that, while working for Rockford Fosgate, Harris met his wife, Celise. “We’ve been married for over 25 years,” he said. “I like to give credit where credit is due. We work together and she’s super involved in my business right now.” In 2000, Harris and his wife left Rockford to prioritize their growing family. “I’m an entrepreneur,” he said. “You just get a vibe when it’s time to make a move. When you’re really involved in something, when your whole world is intertwined with your business, you have a kind of sixth sense.” Harris said he lives and breathes his work, talking to competitors and end-users every day. He also talks to retailers who purchase Term-Pro and Term-Lab
systems who sponsor events. “I also have continuous interaction with manufacturers,” he said. “You need to have your finger on the pulse. You need to be fully immersed. That’s how you get a feel for what has to happen.” It’s important to embrace changes, according to Harris, who cited early adoption of Internet technologies as one example. “I’ve been online since 1996,” he said. “I was definitely an early adopter. I haven’t been excited about technological innovation for quite some time, but I see the potential for the metaverse—the virtual reality world.” Harris feels this market will become massive: “Kids today have grown up with a phone in their hands. They’re ready. The metaverse—which is the alternate augmented-reality world of cyberspace—has potential for everything from education to socialization to recreation. I would even like to do dB drag racing events in the metaverse where individuals purchase virtual car audio components.” Harris imagined a setting in which users could build virtual sound systems
Since 1986, Harris has exhibited every year at CES. This winning streak, he said, stopped with COVID-19. He recalled a time when the North Hall at CES was full of 12-volt exhibitors. Over the last 10 years, though, many have stopped attending. “A lot of people I grew up with in the car audio industry would be at the show,” he said, adding that the mobile electronics industry has grown vastly from a small collection of individuals. He underscored the importance of attending industry events. “There’s a huge social element,” he said, noting that maintaining such relationships is extremely valuable so that everyone can learn and grow together through the power of networking. For those coming up in the everchanging 12-volt industry right now, Harris offered some words of guidance: Mobile electronics professionals, he said, should develop skills that will allow them to command a premium for their services. “Install a performance system in your personal vehicle for demonstration purposes,” he added, urging readers not to get complacent. He noted that it’s a necessity to stay on top of ongoing training, encouraging attendance at both in-person and online training courses. “Focus on adding value to everything you do. In my mind, anything between the manufacturer and the customer had better add value or it serves no purpose,” he said, adding, “There will always be people who sell for less.”
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strategy & tactics
KEEPING IT REAL What’s the best way to gain an online following that will translate into revenue? Keith McCumber and Carlos Ramirez recommend focusing on the faces behind the business— not the business itself. WORDS BY ROSA SOPHIA
At KnowledgeFest Las Vegas, Keith McCumber of SoundsGood in Coquitlam and Burnaby, BC, Canada, and Carlos Ramirez of NVS Audio in Roselle, New Jersey teamed up to share tips on mastering social media marketing. While both experience the same positive results from social media, they each have different approaches and different strengths: Ramirez excels at Instagram and YouTube, while McCumber is better at using Facebook. SoundsGood delegates such tasks to its media team, while Ramirez prefers to maintain control of his posts, ensuring they always market his own brand and style. “Social media isn’t about spending money,” McCumber said. “It’s about getting people’s attention enough to get them into the store. Content is king: The content depends on your market, the message you want to send and what kind of store you have.” Both instructors underscored the importance of drawing attention to quality, adding the result is giving the customer what they really want: “Value for their money.” Each online platform should present a
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call-to-action: Ramirez said his YouTube platform serves as a way to draw viewers to his Instagram page, while both he and McCumber said social media should draw viewers to the business’s website.
#1: IT’S ALL ABOUT RELATIONSHIPS Currently, Ramirez has 25,000 followers on Instagram. When he first started, he said he couldn’t afford to spend money on social media marketing. He went on to explain that he spent a year creating his own videos, his own posts and doing his own editing. Then, he used his marketing budget on vendor spots at car and motorcycle shows, and giving his clients better warranties. All of this, he added, worked out better than he could’ve hoped. “In case a manufacturer turns down a warranty, additional warranties keep the client happy. They chose me. I appreciate it, so I’m going to do the best I can for them,” he explained. “It’s all about relationships.” When the funds are available, McCumber recommended hiring a good team to handle marketing. When it comes
to tailoring posts to an audience, he noted there are a few ways to go about it: Posts can be funny, insightful, or they can offer some kind of knowledge. The marketing team at SoundsGood is made up of car audio people, according to McCumber, who said he’s tried other marketing companies in the past who weren’t focused on car audio, and it never worked. The outside companies didn’t know enough about the topic. “We can always grow. We brainstorm as a media team every Monday morning and we go through different experiences, what we learned from it and what we can do next week.” He added that this team interaction changes everything.
#2: EXPERIMENT TO FIND OUT WHAT WORKS BEST Ramirez said he uses the Top Nine app to find out what’s most popular with his Instagram viewers. “We’ll do a $20,000 install on a Mercedes and get 50 likes. People don’t care because they can’t afford it, so they won’t follow it. The two vehicles we get the most interaction with are Honda Accords and Ford F-150s,” Ramirez
Keeping it Real
two,” he said. “The profit is what we really want. The rest is ego stuff. There’s a big difference between social media reach and actually getting people in the door.”
#5: FOCUS ON STRENGTHS
said. “You can use the apps to find out what’s working for you, so you know where to put your money and attention.” Posting lots of build photos is the best way to find out what a shop’s core demographic is most interested in looking at, according to Ramirez. Additionally, he said he’ll show a potential client his Facebook page on his phone. Or, better yet, in the process of sharing build photos with a client, he’ll say, “‘Open Facebook on your phone and go to NVS Audio.’ Now you’re on the page and you’re looking at the build.”
#3: POST ABOUT YOURSELF AND YOUR TEAM Rather than scheduling posts out for a week or more, Ramirez advised attendees to focus on creating quality content. “Don’t let a robot control your business. Invest the time. When you’re doing an install, you want it to be perfect, right? Take the same approach with social media. Talk about yourself, your crew and what you do differently. If you only post about yourself, when someone comes in the store, they want to deal only with you.
Posting about your team builds confidence in your team.” Retailers should also post about any awards they’ve won, as well as any training they’re attending to show clients their dedication to craft and education.
#4: PROVIDE VALUE Ramirez uses his expertise to draw in viewers and prospective clients, offering tech tips on his YouTube channel: “My Instagram and YouTube are free. You can do something for free and then figure out how to capitalize on it,” he said. He advised spending at least an hour a day on social media marketing, adding that he manages everything from his phone to make it easier. “I edit my videos on iMovie and I resize them using Video Resizer,” he said, noting that most of the apps he uses are free, and the most expensive is $9. Instagram, he said, becomes a portfolio of work to showcase. “Don’t feel you have to follow everyone who follows you,” he added. “I don’t follow everyone. I only follow those who provide value.” McCumber underscored the importance of engagement. “I correlate the
At NVS Audio, the sale begins with a 20-minute conversation and a tour of the facility. Ramirez said he’ll always invest the time, whether or not the person winds up spending the money. “They might have a friend who can spend the money,” he said, adding that social media is what initially allows him to get in front of that client and draw them in. “Don’t try to be everything to everyone,” he advised. “Find out what you’re really good at, and focus on that.” McCumber has tested the results of social media marketing against traditional forms, explaining that he sent out 25,000 mailers advertising a free product with services. “I had zero people come back,” he said. “It cost about $700. To have zero people come in tells me a story about that kind of advertising. When I do this on social media, though, it blows up, and I’ll have hundreds of people show up.”
#6: FIND CREATIVE WAYS TO INTERACT A large percentage of NVS Audio’s revenue now comes from motorcycle audio, and every project receives a DSP. Ramirez said he’s often sent product to test and review, and it’s not always brands he carries. “We started doing contests because we have companies giving us free equipment.” He added this is a win-win, because the company gets exposure from his review and then the shop gains a new potential client. Those who want to enter the contest have to send an email. “[If you enter] that means you have a Harley-Davidson. So, now I know for a fact you have a newer Harley. Now I have a database full of Harley owners,” he said. “The customer becomes interested because he took time out of his day to watch a video [on my YouTube] and enter the contest. Social media makes me bigger than I am.”
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Keeping it Real
strategy & tactics
#7: BE CONSISTENT Both Ramirez and McCumber stressed the importance of consistency in posting: Every day at 10:30 AM, SoundsGood posts to its page. McCumber said it’s the time of day when most viewers seem to interact on the page. According to Ramirez, a shop’s target audience is interested in the culture the business has created, so it’s important to meet their interest by giving them content. “People want to interact with you, not a machine,” he said. “They don’t care about your business. They are interested in you. They want your opinion. Make it about you. Don’t do it the easy way. Put effort into it and it’ll pay off.”
#8: FOCUS ON YOURSELF, NOT YOUR BUSINESS When a business owner talks about themselves on social media, the potential customer can tell they’re aligning themselves with someone who’s likeminded, according to Ramirez. “Clients buy from people who are like them,” he said. “We don’t sell amplifiers, radios and speakers: We sell us.” McCumber advised attendees to “Keep it real,” adding, “If you fake it, they’ll see through it. Be yourself and be honest. It’s
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the greatest feeling in the world when a client comes in and remembers us from the Internet.” For retailers who feel their store should be at the top of Google results, Ramirez challenged them to consider why. “I spend zero on Google AdWords,” he said. “If you start doing that, the next person who comes along with deeper pockets will outrank you.” He stressed that organic growth will lead to real, lasting results: “If they see people interacting with you, you’ll be boosted.”
#9: ALWAYS BE KIND While SoundsGood doesn’t advertise products, such as dash cams, McCumber said they’ll market the effect of having the product. “Have you ever been driving and see something and say, ‘Oh my God,’ and wish you had some kind of filming ability? That’s what we sell. We sell emotion on Facebook because it’s more powerful than a price.” When someone posts an unnecessarily negative review, both Ramirez and McCumber agreed the best response is to “kill them with kindness.” “You’re not replying to that person, you’re replying to everyone who can see it. It gives you an opportunity to share
who you really are in the moment,” McCumber said. “Don’t shout back. Allow that negative review to stand and your positive response will shine.”
#10: TRACK THE RESULTS McCumber warned against boosting, which he said doesn’t really work unless the post is already gaining traction. After he posts a video or a picture, if it hits a certain number of reactions, McCumber said he’ll put $25 into a boost. “The boost attracts Facebook’s algorithm to send it to different people, but typically it’s the same people over and over,” he said. “We want someone new coming in.” One of the ways to attract those new viewers, he added, is via product demos or informational videos. He admitted it’s difficult to determine what’s really working. To track his return on investment, McCumber said his team asks everyone who comes in, “How’d you know we were here?” Over time, Ramirez has cultivated a nationwide following, which resulted in prospective clients fly in from all over the country. “You can’t pay for advertisement like that. If you’re the best at what you do and you don’t use social media, you’ll stay local and you’ll always be local,” Ramirez said, adding, “Expand your circle.”
installs
SHAKING UP THE SHOW FLOOR
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Turn up the volume and feel your bones tremble: This 1999 Honda Civic was built to show off some of the top brands made in Brazil and distributed by Fair Interamerican.
installs SUBMITTED BY RICHARD FAIREST, PRESIDENT OF FAIR INTERAMERICAN, INC.
Arguably the loudest demo vehicle on the show floor at KnowledgeFest Dallas in December 2021, this 1999 Honda Civic is most definitely a head-turner. According to Richard Fairest, president of Fair Interamerican, Inc., the car carries a whopping 25,000 watts of music power. The work was completed in New York—where the owner of the vehicle, Jose Espinoza, resides—by two different installers, Angel Virola of Arkansas and Eliu Rodriguez of Florida. The goal, according to Fairest, was to show off some of the products Fair Interamerican distributes. “We are focused on specific brands of which we have sole distribution in the Americas,” he explained. “All the products we manage are made in Brazil. We carry JBL, Corzus amplifiers and RAD subwoofers, which is our own brand.” Fair Interamerican operates out of Miami, and is currently seeking distribution opportunities in Texas, Oklahoma and Louisiana. “We select one to three cars a year to take on the circuit throughout the US and sometimes in the Caribbean, depending on the shows,” Fairest said. “We compete strongly from a dB perspective, and a music and design perspective.”
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FROM THE PRESIDENT
“
Your leadership is critical to your success and should be taken seriously. Listen to your team members by having regular meetings. Be a decision maker and direction setter. Your drive and passion will be infectious, causing those around you to be motivated to succeed as well.”
BUILDING A BETTER FOUNDATION The Fundamentals Many businesses are built on the idea that your passion will propel you forward regardless of your plan or lack thereof. While a passion for what you do can be essential, it is rarely enough to establish a successful business. To achieve success, you must first define what success will look like when you get there. Many of us look at others success and try to build towards that end. However, a true foundation for your business should be a product of your creation, not a copy of someone else’s success. If the basics are important, we should attempt to define them:
participation in local events, charities and community groups should be a priority. Getting known in your market will go a long way to building your business. There are also many marketing tools available that include having a professional website, email marketing services and social media. Education –Learning should be part of your strategy. Attend local vendor training when available. Attend KnowledgeFest and other relevant trade events. Call other business owners for ideas that you could implement. Join and participate with industry associations that are focused on your business.
RESEARCH – Make time to research new technologies and business processes that could benefit your business. Look outside the box. Read business publications outside of our industry. Should you find a great idea, try it in your own business and see if it produces a better result than your current procedure.
PURPOSE – You must define the guiding principles MEASUREMENT – Measure your progress. Build that will drive your business. These include your vision, mission statement and goals. This is where you define what success looks like. Are they still relevant? Does your business measure up to what you defined? If not, take the time and make the corrections. Then make sure to communicate them to your team.
PEOPLE – Without your team there is little you can do to succeed. If you attempt to do it all you will never grow beyond your own abilities. Hire the right people. Those that share your vision and are willing to contribute to greater success that you can achieve on your own. Take good care of them. Your people are your business’s greatest asset.
OPERATIONS – How you do what you do. Policies, procedures, position titles and responsibilities and so on. Properly defining these will provide a solid reference when situations arrive that require a decision. Operational guidelines should be written and shared amongst your team. When all are on the same page and proper expectations are set, your business will run smoother.
SALES – You must have income! What products and services are you selling and how much will your business make when they are sold? Define a product mix that is in line with your goals. Make sure your services are properly valued and priced as such. Leave your emotions at the door and look for brands that are in line with your business needs. Review your market and set your pricing accordingly. Marketing–Get the word out! You may be the best in your market or working towards it, but that is not enough. To get people calling, emailing, and visiting your business requires great effort. Your
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a dashboard that provides insightful information. Any system will work. A whiteboard, daily notebook, spreadsheet, or software that allows you to measure and compare results. When you define your vision, mission and goals, you set in motion what you defined as success for your business. Is your goal to become a million-dollar a year business? Then define what it will take to get there and track your progress along the way. You should always be able to provide an answer to this question: Am I on track with my goals? If you know the answer you are positioned to succeed.
LEADERSHIP – Providing it will make or break your business. Your strategy should be focused on being competitive in your market to become the market leader. Challenge your team to be the best they can be and leaders in their areas of responsibility. If you are challenged to lead, then take an educational leadership course such as Dale Carnegie. Your leadership is critical to your success and should be taken seriously. Listen to your team members by having regular meetings. Be a decision maker and direction setter. Your drive and passion will be infectious, causing those around you to be motivated to succeed as well. Now that you have a better idea of some key business fundamentals, you can look at your situation to determine if you should tear down and rebuild some processes. Many procedures tend to evolve out of the need to fulfill a desire or demand. You may also find that you are doing things right and can share your success stories with others. Regardless of the outcome, as a business owner it is always good to set aside time to review your business. You will be glad you did!
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