May 2022
me-mag.com
REVVING IT UP IN MUSIC CITY
Retailer of the Year Titan Motoring is poised to expand in the coming year, its focus trained on a new facility and a wider reach. EMBRACING ENDLESS POSSIBILITIES Retailers reflect on the inspiration they’ve gained from KnowledgeFest, and how they’ll apply it in both work and life settings.
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DON’T BE AFRAID TO FAIL Trusted Tech Adam Devine shares advice on growing your skillset and getting organized.
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HOW TO BRING THEM IN
Three Sales Pro Award Winners discuss strategies for talking clients off the phone and into the showroom.
Volume 54 Issue 5
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
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mobile electronics association
FEATURES
ARTICLES
12// What’s Happening: From the Classroom to the Shop
20 Retail News
What are some of the key components to business growth? Retailers discuss making education part of a daily routine and finding a healthy balance between work and life.
26// On the Show Floor: Riding the Wave
At KnowledgeFest Indianapolis, exhibitors aimed for versatility and fun, demonstrating products designed for diverse applications.
64 Installs
DEPARTMENTS 4
Editor’s Forum
6
Feedback
ON THE COVER:
40// Retailer of the Year: Full Throttle
The team at Titan Motoring hits the gas on future expansion goals after COVID-19 slowdowns—even more determined to carry out their plans after winning 2022 Retailer of the Year.
50// On the Money: Meeting the Need
After rising from technician to business owner, entrepreneur Brian Hampson is bringing solutions to the industry in the form of the 12v Dashboard.
54// Strategy and Tactics: Keep ’em Talking
Three Top Sales Pros discuss essential communication strategies for bringing clients off the phone and into the showroom.
In 2019, Mobile Electronics magazine featured Titan Motoring in Nashville, Tenn. Since then, the industry has faced many unanticipated challenges due to COVID-19, which led numerous businesses, including Titan, to pivot if only temporarily. Today, Titan Motoring—2022 Retailer of the Year—is getting back on track and looking forward to exceeding its goals in the coming year. facebook.com/me-mag
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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 . . . . . . . . . . . . . . . . . . . . . . . . . . . .9 AudioControl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Escort . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .37 Firstech - Momento . . . . . . . . . . . . . . . . . . . . . . . . 69 Harman - Infinity . .. . . . . . . . . . . . . . . . . . . . . . . . . . .3 JVC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57 Kenwood . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 Kicker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 KnowledgeFest-Las Vegas . . . . . . . . . . . . . . . . . 1 1 KnowledgeFest-Orlando . . . . . . . . . . . . . . . . . . . 15 KnowledgeFest-Dallas . . . . . . . . . . . . . . . . . . . . 59 MECP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .67 ME-TV . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49 Pixel Technologies . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 SiriusXM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10 Snap Finance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43 Sony . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 TURY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 25
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E D I T O R ’ S
F O R U M
ROSA SOPHIA • MANAGING EDITOR
MY EDUCATION IN THE 12-VOLT INDUSTRY Have we met at KnowledgeFest? Allow me to officially introduce myself. Over the years, I may have spoken with you on the phone or met you at KnowledgeFest. I might’ve interviewed you on the show floor, pausing our conversation as someone at a nearby booth cranked the volume in a demo car. Today, I’m meeting you in a whole new way, and I’d like to introduce myself. I started my journey with Mobile Electronics magazine in 2014 as a copyeditor, gradually working my way up until I began writing for the publication. I remember how excited I was when I first started, primarily because of my background. While I’m currently pursuing an MFA in Creative Writing at Florida International University, my background is in automotive technology: I earned an Associate Degree from Lincoln Technical Institute, focusing much of my study on electrical schematics diagnostics. (What can I say? I like to read schematics.) Joining Mobile Electronics magazine was an exciting move for me because it allowed me to combine two things I love: Writing and automotive. As we know, however, the 12-volt industry is unique and specialized. It goes way, way beyond what I studied in college. There’s a learning curve, and I’m loving every minute of it. The creativity and the passion I witness at KnowledgeFest is truly invigorating for me. When I think back to my days in automotive school, I remember my drivability instructor—shout-out to Mr. Leach!—noticing my interest in hot rods and custom builds and saying to me, “You know, I could see you doing something with this.” At the time, I couldn’t have imagined my combined interests would lead me to this moment. As with all things in life, though, the question is always the same: Where do we go from here? My goal hasn’t changed: From
the start, my focus has been to bring you content that will help you to continue improving your businesses. From here on out, my personal aim is to keep educating myself about the industry so I can better assist you. I’m also working my way through the MECP Apprentice Installation Technician study course. (I would love to be able to observe some of you folks in the install bay!) While I’m particularly interested in the installation side of things, I also noticed the strategies I’ve learned in sales trainings at KnowledgeFest are principles that can be applied to almost any area of life. A good salesperson knows how to listen, how to meet needs and how to build relationships. I’ve observed a lot of mutual support and comradery in this industry. Until joining the team at the magazine, I never heard so many people say to me, “I love what I do. I love going to work every day.” My industry education started small, expanding until I attended my first KnowledgeFest and saw your excitement and enthusiasm for what you do. I mentioned there’s a learning curve, and there’s a reason I stated it in present tense: To achieve anything in life, it’s best to remain a student. Maybe the learning curve is more like a sine wave, its waveforms continually shifting. Mistakes are made, knowledge is refreshed and applied to the work we do every day. I’ve often heard business owners and technicians echo the quote, “Once you stop learning, you start dying.” Albert Einstein coined the phrase, and it’s very true. I’m grateful to be a part of this industry, and I look forward to learning more from each of you. Thank you for being my teachers for the last seven years. Here’s to many more.
“ To achieve anything in life, it’s best to remain a student.
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feedback
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THE ROAD AHEAD
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From continued education to technology and marketing, retailers share their optimism for the future of the 12-volt industry.
“
Attending KnowledgeFest Las Vegas was an excellent experience for the Car-Tunes, Inc. team. From an apprentice technician to an owner, there was something for all of us—new products introduced, new installation methods explored and new connections made with so many other talented and passionate members of our industry. I would highly recommend any owner investing in this training experience for the most important asset in their business: employees. Not only will they take home new skills to implement right away, they’ll grow as a team and make connections to enhance their commitment to a career in mobile electronics.” - Kimberly Trainer, Car-Tunes, Inc., Greenville, Miss.
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“I’m excited to see where the industry goes. I remember hearing people say that everyone would buy online, and no one would go to a store anymore—but we’re seeing people come back into the store. Sound quality of 10 to 15 years ago can’t compare to what we have now, so I am really curious to see where that technology takes us.” - CJ Barnhart, Solar Pro Tint n Tunes, Warrensburg, Mo.
“It’s really hard to run your business without social media. I’ve been in business since 1996, and people have lost money because of eBay and Amazon. It took away a lot of our business. So, what did I do about it? I lost a lot of $300 clients. I used social media to gain a bunch of $5,000 clients.” - Carlos Ramirez, NVS Audio, Roselle, NJ
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stats
KnowledgeFest
TM
Las Vegas
The Mobile Electronics Association shares survey results from retailers across the nation regarding the first ever Las Vegas event.
2% FAIR
Since 2018, how many KnowledgeFest events have you attended?
33% 60% 7 %
mobile electronics association
Las Vegas 2022 was my first KnowledgeFest
16% GOOD
I have attend two (2) to five (5) events
Overall, how would you rate KnowledgeFest Las Vegas?
I have attended more than five (5) events
45%
EXCELLENT
36% VERY GOOD
How well did KnowledgeFest Las Vegas meet your expectations? Was it...?
45% 27%
25%
A lot better than expected In terms of your career development, how valuable were the networking opportunities at KnowledgeFest Las Vegas?
40% Extremely valuable
9%
Somewhat valuable
47% Very valuable 4%
Not so valuable
0%
Not at all valuable
Retailer Comments “Like the old days of CES, putting names to faces. Establishing relationships. It was also very informative. Really enjoyed it. Thank you for having it.”
Better than expected
How helpful was the content presented at KnowledgeFest Las Vegas? Somewhat Helpful
11%
Extremely Helpful
33% 0%
Very Helpful
56%
Not So Helpful
0%
Not At All Helpful
0%
Worse than expected
A lot worse than expected
Thinking about your time on the KnowledgeFest Las Vegas Exhibit Floor:
56% 31% 7% 4 %
I Spent Time on the Exhibit Floor all three days I Spent Time on the Exhibit Floor just two days
I Spend Time on the Exhibit Floor just one day I Did not visit the Exhibit floor
What was the single most valuable thing you learned at KnowledgeFest Las Vegas?
“How to take to market “ what makes us different and the best car audio shop in the city”.”
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About what I expected
2%
“I am on the right track. More mentoring from the valuable folks that I see at K-Fest is required!”
“The importance of professional DSP sales and proper tuning as well as all the different products available from different vendors.”
“Demos of new products and technology!”
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“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
helpful stuff
BOOK: Making Numbers Count: The Art and Science of Communicating Numbers Avoid It BY CHIP HEATH They say numbers don’t lie. Here’s a clear, practical guide to communicating and understanding numbers and data. For anyone in business, understanding numbers is essential, but humans aren’t really wired to understand them. While numbers in our world have gotten increasingly complex, our brains are stuck in the past. How can we translate millions and billions and milliseconds and nanometers into things we can comprehend and use? In this book, Chip Heath outlines specific principles that reveal how to translate a number into our brain’s language, offering vivid examples that will make you nod and say “Wow, now I get it!”
BOOK: Endure: How to Work Hard, Outlast, and Keep Hammering BY CAMERON HANES Part memoir, part motivational manifesto, this book reveals how a self-professed average guy put himself through the paces to live the life of an expert bowhunter, respected writer and family man. Cameron Hanes not only accomplished his dreams, but continues to surpass them. The secret to his success is relentless determination and loyal dedication to his own self-worth. Hanes discovered his true passion for bowhunting when he was 20. Inspired by the physical challenges of stalking elk in the Oregon wilderness, he began an ever-evolving journey of self-improvement. To become the best bowhunter of wild elk, he realized he would need more than archery skills. He would need stamina and strength from an athletic training regimen of long-distance running and heavy weight lifting. Every day for more than 30 years, Hanes has put in the work, pushing through pain with a single-minded focus on the only goal worth having: besting himself time and again.
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PODCAST: Hack The Entrepreneur (HTE) HACKTHEENTREPRENEUR.COM/PODCASTS Jon Nastor hosts this podcast focused on original founder stories. Nastor interrogates solo entrepreneurs, multimillion-dollar startup founders, digital nomads and entrepreneurs working offline. Learn what it takes to grow a side hustle, be an entrepreneur, launch an online business idea, or coach and consult. Find out the tips and tricks as guests share their step-by-step processes, from the birth of their initial business ideas to achieving success.
SERVICE: Google Multisearch Google just rolled out a new feature: Multisearch allows users to perform search queries using images and text at the same time. When you launch the Google app, you’ll see a small camera icon next to the search bar. Tap it and you’ll launch Google Lens, which allows you to search using a photo. Multisearch assists in accurately searching for items they may have trouble describing. Consumers may use this feature to shop for aftermarket car audio if the pictures help them decide what they want. It’s all evolving, but this is where things are going. Google touts that its new Multisearch feature is powered by the company’s advanced artificial intelligence (A.I.) search algorithms.
what’s happening
FROM THE CLASSROOM TO THE SHOP
What are some of the key components to business growth? Retailers discuss making education part of a daily routine and finding a healthy balance between work and life. WORDS BY ROSA SOPHIA
12 Mobile Electronics May 2022
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what’s happening
“If you’re the smartest person in your circle, it’s time for you to find a new circle.” – Adam Devine, Devine Concepts, Naples, Fla.
K
nowledgeFest Indianapolis took place April 1-3. At his keynote address, Chris Cook, president of Mobile Electronics Association, recounted the history of KnowledgeFest. “There’s a great offering of knowledge here, from different-sized retailers, manufacturers and salespeople,” he said. “You’ll get a good education while you’re here.” Classes all weekend were well-attended.
14 Mobile Electronics May 2022
Also during his keynote, Cook shared some recent numbers comparing revenue and growth of the past few years. In 2019, he said, the industry as a whole made about 1.75 billion dollars in revenue. In 2020, due to the pandemic, many anticipated the numbers would be down. Instead, revenue was up 15 percent. “This is an industry that, for the last 10 or 12 years, has been declining every year. Ever since I started back in the 1980s, I’ve heard people say, ‘Your
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what’s happening
Sam Flynn, owner of Flynn Audio, drew inspiration from vendors on the show floor. He returned home with ideas about how he might revitalize his showroom, pictured here.
industry won’t be around much longer.’ We’re still here,” Cook said. “We always figure it out. I think that’s the installer mentality: We look at the problem, try to find a solution and we work through it.”
ENSURE EDUCATION AND NETWORKING BECOMES PART OF THE ROUTINE Sam Flynn of Flynn Audio in Middleton, Wis. attended KnowledgeFest Indianapolis this year. He said he’s owned a retail location for the past five years. For 12 years before that, he managed his business out of a home garage. He noted that one of the most helpful things he did for his shop was to hire a professional business coach: “I recommend it to any other business owner,” he added. “I think it’s a great thing to do and it gives you an outside perspective.” Flynn looks forward to building new skillsets and making them profitable, adding that one of his favorite classes at KnowledgeFest was “Mastering A-Pillar Fabrication” with Jason Kranitz of Kingpin University. Flynn attended the class
16 Mobile Electronics May 2022
with his only current employee, technician Derek Masters. Adam Devine of Devine Concepts in Naples, Fla. said that once a 12-volt professional feels they have a grasp on a new skillset or niche, “it’s extremely important to give back and share. For each niche or skillset, I have multiple industry experts whom I can call upon if I find myself stuck,” he said, “whether it’s upholstery,
electrical, fabrication, integration, new vehicle disassembly or problematic issues that arise from the addition of any aftermarket components.” Many of the people Devine has reached out to over the years became lifelong friendships, he noted, adding, “A wise man once told me, ‘If you’re the smartest person in your circle, it’s time for you to find a new circle.’”
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what’s happening NURTURE A HEALTHY BALANCE BETWEEN WORK AND PERSONAL LIFE When applying knowledge acquired at training sessions or events, retailers recommend taking it slow: It’s often been said that one shouldn’t try to apply everything they learn all at once. Philip Lindsley and Dan Bowman of Titan Motoring in Nashville, Tenn. presented a number of strategies and best practices at KnowledgeFest focused on creating a better balance between work and life. The over-arching theme of the class was “how to be more proactive with your time and less reactive,” including “controlling your day-to-day activities and learning to create policies and procedures to give you and your staff more freedom.” Lindsley said frequent team meetings increase efficiency, which in turn gets everyone out the door on time at closing. “It’s about creating an environment and a machine that doesn’t have to overwork to seven, eight or nine o’clock at night. It’s about eliminating issues,” he explained. “It’s about the clients, too, as far as expectations.”
Ken Ward of Educar taught “OEM Audio Integration from A to Z,” covering the entire process from pulling the car into the bay to tuning the system.
18 Mobile Electronics May 2022
Yamil Widy of Traffic Jams Motorsports and Jason Kranitz of Kingpin University discussed how businesses can stand apart in “Creating and Selling Your Brand.”
To cut down on time spent seeking information or answers questions, Titan Motoring employs group text messages for every department. “If you need something, by the time you walk to find someone, you’ve spent five, 10 or 15 minutes. Through text messages and our Point of Sale system, everyone is on the same page.” Lindsley advised attendees to increase efficiency wherever they can by creating processes that maximize available time. “Where can we cut 15 minutes or 10 minutes to make things as efficient as possible to get everything done in an eight-hour day?” Bowman and Lindsley also underscored the importance of the owner employing a manager who can help run the shop. “Have someone who can handle it while you’re not there. You’re carrying all this weight on you. Assign responsibilities to move things off your
plate. Trust your team. It’s always hard to give the reins to someone else.” While business owners may cite cost as an obstacle when it comes to hiring someone for this task, Lindsley said sometimes it’s important to take a plunge. About four years into its existence, revenue plateaued at Titan, according to Lindsley, yet he had the opportunity to hire a number of new crew members. “I had seven employees at the time. Over the course of a month or two, I had the chance to hire six additional people. It scared me.” At the same time, he added, plans were being made for a building expansion. “Once I made the decision, I put the cost to the side. We’d figure it out. It was one of the best decisions I ever made.” Making the decision to hire additional help and delegate tasks, said Bowman and Lindsley, is one of the
key components to a positive work and life balance. Being happier and healthier, they noted, will be reflected in the business—and it’ll generally manifest through increased revenue.
APPLY KNOWLEDGE TO GROW BOTH PERSONALLY AND PROFESSIONALLY Post-KnowledgeFest, Flynn thought back to his experience and how it might influence his business. “I loved the Wet Sounds display I saw on the showroom floor,” he said. “It was very classy. I got
some cool ideas from vendors on how I can make my showroom ‘pop.’ It’s nice to see everyone’s different takes on what a setup can look like.” He added that he’d like to incorporate a new display into his showroom. Currently, the hand-built display he uses is a bit older and doesn’t always work. “Some of the things I learned in classes are things my shop already does,” he said. “In the class ‘Creating and Selling Your Brand,’ Jason Kranitz and Yamil Widy talked about stickers with
your business name, logo and phone number that go on the doorjambs. We do that.” He also added that Flynn Audio is increasing its focus on consistency in presentation, branding the business instead of focusing on other company’s brand names. “We also attended the sales courses. One thing we took away is that everyone is different in their approach,” he added. Regardless of the training opportunity, retailers agreed that continued education is essential to business growth. Mistakes will always happen along the way. “In response to a question about his missteps, Thomas Edison once said, ‘I have not failed 10,000 times. I’ve successfully found 10,000 ways that will not work,” Devine said, adding that it’s important to put in the time to get better at one’s craft. He noted that if a 12-volt professional wishes to expand their skillset, they must make the commitment to push themselves and their knowledge to the next level, whether it’s networking with peers, watching videos, attending seminars or trainings, listening to podcasts or having one-on-one conversations. “It has to become part of your routine,” he said, adding, “If you make learning part of your daily schedule, you’ll be surprised how fast you can grow if you give it your all and stay committed.”
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retail news
20 Mobile Electronics May 2022
Trusted Tech Adam Devine Encourages 12-Volt Professionals to Learn New Skillsets and Get Organized WORDS BY LAURA KEMMERER
“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 in the effort to grow your skillset.”
Adam Devine, owner of Devine Concepts in Naples, Florida, was given the Trusted Tech Award at the Industry Awards banquet in Las Vegas, Nev. this past February. The award speaks to his industry involvement and commitment to continued education. Recently, he had a client who requested work he’d never done before: a custom diamond-stitch headliner. When the client asked if he could do it and he said yes, he knew he had to figure it out. “You force yourself into doing [something new]. You make that commitment,” Devine said. “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 in the effort to grow your skillset.” Just as important as pushing yourself to learn new things? The power of networking and drawing on others’ expertise. Devine reached out to Dave Koz of Titan Motoring in Nashville, Tenn., for
advice. When he was having trouble stitching the pattern, the needle was pulling on the back side. Koz advised him to layer the back of the headliner material with some type of marine canvas “so the bottom stitch thread has something to grab on to.” And it worked. Just as important as learning new things and having access to expertise is having a wide range of materials to work with. Keeping things organized, Devine said, will make things much easier later. “Have a good plethora of materials, whether it’s silicone, machine hardware, fasteners—store all of those little parts. It’ll come in handy.” He uses a color-coded system to keep track of everything he has in stock. “Green means we have a surplus we can refill from. Yellow means we’re running out, and red means there’s no backstock,” he explained. “Each of my bins has a clear label with the model number so it can be easily reordered.”
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retail news
WHO’S WHO? Conrad Leduc Shop: Sudbury Car Audio Location: Ontario, Canada Years of Industry Experience: 20 Hobbies: “I like to spend time with my wife and two kids. We hang out together all the time and play outside on our property. Taking the side-by-side for a ride, or having friends over and watching the game in the garage—we just like to enjoy life as a family and have fun.”
Jake Jesty Shop: Sound Evolution, LLC Location: Houston, Texas Years of Industry Experience: 10
Devine also emphasized the importance of having everything you need. For his business, that means fuses of every shape, size and style, everything from 1940s Mercedes models up to current options. If a technician is missing a small miscellaneous part for an install, he added, it can really slow down the process.
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For any technician looking to improve their skillset, Devine said it’s important to have a plan: “First determine how you learn best, whether it’s auditory, visual or hands-on,” he said, encouraging auditory learners to find industry experts on podcasts and YouTube videos. “In my opinion, the number one resource is networking with peers at industry trainings and events such as KnowledgeFest.” He went on to encourage readers not to give up: “Don’t be afraid to fail or step outside your comfort zone,” he said. “To grow, you cannot be afraid to fail. Unless you step outside your comfort zone and push yourself, you cannot succeed without failing a few times.”
Hobbies: “I enjoy car shows and exhibitions where I usually run into some of the work we did for a client, either impressing the crowd or winning some sort of award. I also like to watch the latest movies in the theater, go bowling or go-carting with my friends or our team from the store.”
Ed Weber Shop: Foss Audio & Tint Location: Tukwila, Wash. Years of Industry Experience: 30 Hobbies: “I love to spend time with my family, work out and travel.”
Meet the XAV-9500ES, the oversized doorway into outstanding in-car audio-visuals.
The Elevated Standard
electronics.sony.com/mobile-es ©2022 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. facebook.com/MobileElectronics
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On The Show Floor
G N I D RI E WAVE TH olis, p a n a di est In F e g d nowle fun, K t d a n r a d o y signe w flo atilit e o s d r h e s s v t e c r On th ed fo produ m f i o a r s e itor numb a exhib g n i t nstra ions. t a c i l demo pp rse a e v i d for
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JVC LINE OF MARINE AND MOTORSPORTS AMPLIFIERS JVC has incorporated three new marine and motorsports amplifiers into its product offerings. These amplifiers are completely waterproof, IP67 rated, and capable of being submerged for a period of time. They come in a traditional four-channel amplifier, or a universal. The subwoofer amplifier is available at 300 watts RMS, two ohms, with a remote level controller. Finally, there is a completely standalone four-channel amplifier (KS-DR2104DBT) which comes with a wired marine remote controller. The user can easily connect to the remote controller using their smartphone, then use the remote controller to adjust volume, change track or control another amplifier.
AUDIOCONTROL LC SERIES OF AMPLIFIERS The LC lineup has a number of convenient built-in features which equate to ease-of-install, and no additional gear necessary. Features include signal-summing, and acceptance of high-voltage, high-level input. All of the LC amplifiers have either an LC2I, LC7I or LC81 built inside and offer lots of power. The five-channel amplifier pictured (LC-5.1300) is the most recent addition to the line.
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On The Show Floor
SOUNDIGITAL EVO PS 1200.1 AND 2400.1 MARINE AND POWERSPORTS AMPLIFIERS The 1200.1 and 2400.1 are the latest additions to the EVO PS line of SounDigital amplifiers. These amplifiers complete the EVO PS family of products, bringing a solution for increased power to the marine and powersports categories.
METRA ELECTRONICS SADDLE TRAMP BC-DSPL-HD1 DSP AND INTERFACE IN ONE The BC-DSPL-HD1 is the latest Saddle Tramp motorcycle DSP product. It offers a six-channel interface that easily connects to the plug-and-play T-harness of the motorcycle. It will also plug into any aftermarket amplifiers. Finally, new Axxess parts allow for reflashing of the bike. This is available for 2014 Harley-Davidsons and up.
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On The Show Floor
MEMPHIS AUDIO RELAUNCHES STREET EDGE LINE OF ENTRY-LEVEL AMPLIFIERS The Memphis Audio Street Edge line of entry-level amplifiers was relaunched at KnowledgeFest Indianapolis, with three models displayed on the show floor, including the most recent addition, the SE 3200.1V2. This is the second generation of the line following a full redesign, from the circuit board to the cosmetics. The all-new 3200.1, a larger mono amplifier, is an 800-watt RMS amplifier at one ohm. Memphis Audio stated the line has become popular with some high-end dealers who have customers seeking a more entry-level price point.
DYNAMAT PRESENTS CUSTOM CUT KITS Dynamat offers a number of kits for the automotive aftermarket. Now, the company is presenting pre-cut kits for specific vehicles, with enough material for whatever’s needed, whether it’s a complete door panel, floor, trunk or cargo area. The custom cuts are created by part numbers, and the buyer can choose areas of the vehicle—such as floors and a door—if they don’t want to do the entire car. Dynamat offers numerous kits for older vehicles, and now the company is focusing on more contemporary vehicles. Kits for Bronco, Challenger, Model 3 Tesla, Jeeps and more are now available. Dynamat Xtreme is one of the company’s most popular products. In 2020, Dynamat celebrated 30 years in business, and continues to focus on new solutions for consumers.
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TURY FAST THROTTLE RESPONSE CONTROLLER EXPANDS TO POWERSPORTS Four different IP68-rated waterproof FAST modules are now available from TURY. The company has expanded to cover powersports vehicles such as Polaris, Vanderhall, Jeeps and more. The product packaging has been improved, and the app has been updated. All programming is now completed via the smartphone; no access to the module is needed.
PRECISION POWER VERTICAL AMPLIFIERS To avoid having to remove a seat, Precision Power designed a vertical amplifier that will fit in a variety of tight locations that may not be conducive to other amplifiers. All of the parts are either Japanese or German, focused on high performance. The amplifier has high heat and cold tolerance, so it will work well in very cold and very hot places. The logo plate covers the amplifier’s settings to prevent alteration after the install. The amplifier is easy to mount using the accompanying mounting plate. The product pictured is an 1800-watt mono-block amplifier.
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On The Show Floor
HERTZ MILLE PRO MPS 250 S2 10-INCH SHALLOW SUBWOOFER This shallow 10-inch subwoofer was just recently launched. It has 20 percent higher power handling than other similar subwoofers. A 12-inch version will be released in the summer.
RACESPORT LIGHTING P-SERIES PROJECTOR PERFECT LED KIT The P-Series Projector LED kit provides a solution for newer vehicles using projector lenses for low and high beams. This series is designed to provide a perfect beam pattern, preventing glare. It also comes with plug-and-play CAN bus decoders more complex vehicles.
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WET SOUNDS SHOWCASES
ZERO SERIES SPEAKERS IN 2021 POLARIS RZR TURBO S The new Zero Series speakers from Wet Sounds were demonstrated on the show floor in this custom-built 2021 Polaris RZR Turbo S—an exciting example of what’s possible. The RZR features the following high-output coaxial speakers: One pair of Zero 6’s, two pairs of Zero 8’s and six Zero 10’s. While other Wet Sounds products are larger, the Zero Series caters to consumers seeking solutions for smaller vehicles such as the RZR. Wet Sounds had to compress high performance into a much smaller speaker. The result is a product with the performance level of a speaker twice its size. The custom fabrication modifications included a CNC machined subwoofer enclosure; enclosure trim panels; rear speaker pods and door panels; SLA printed front lower speaker pods; source unit bezel and side vents; a laser-cut and etched rear window; door badges; rear badge; test fixtures and various test inserts; sheet metal fabricated enclosure brackets; amp brackets and lighting; controller brackets; 3D scanned doors; dash; cargo area and floorboards.
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On The Show Floor
KINGPIN UNIVERSITY FAST FAB TWEETER A-PILLAR KITS The Fast Fab line from Kingpin University aims to help technicians get the job done faster. A line of tweeter pods were just released in four different sizes: Standard single, standard double, extra large single and extra large double. The stackable piece comes with a template which the technician can lay down on the A-pillar, cut it out and decide how deep the pieces have to stack so the tweeter is properly encased in the pod. The top layer holds the grille. This is also customizable: The technician is able to create a bigger profile in the front, or a completely flush appearance depending on the desired outcome. Finally, shape and blend using Kingpin University’s Levitate Filler. Instead of taking many hours to complete, this Fast Fab product should get the job done in about an hour.
SIRIUS XM ROADY BT RADIO If a vehicle doesn’t have Sirius XM, the Sirius XM Roady BT Radio can be mounted easily in the car using the magnetic mount. It’s easy to plug in or install, with one single wire connection between the Display and Intelligent Power Adapter. The Roady BT features a large color display and easy-to-use navigation buttons.
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G N I RIDE WAVE TH
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On The Show Floor
JBL BASSPRO GO VERSATILE SUBWOOFER AND PORTABLE BLUETOOTH SPEAKER The IP67-rated BassPro Go was the recipient of two CES Innovation Awards in 2020 in the Bluetooth Portable Speaker Category, and Best In-Car Subwoofer. While in the car, it’s a subwoofer with a 150-watt amplifier, and it can also run as a full-range speaker. When removed from the car, it becomes a portable Bluetooth speaker. This product was designed to be versatile for a consumer who wants to use it in a variety of settings: For example, after driving home from work, they may want to work in the garage. They can take the speaker out of their vehicle, plug it into a home charger and use it as a full system. They can also mount a secondary kit in their boat and use it as a subwoofer for the marine audio system. With a variety of applications, the possibilities are endless.
TRITON POWERSPORTS MARINE AMPLIFIERS These marine amplifiers are available in mono-block, four-channel and six-channel, all IP86-rated. An accompanying RF remote bass knob allows the user to control the bass from anywhere in the vehicle.
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On The Show Floor
KICKER KPB1 POWERBAR This Bluetooth-enabled PowerBar boasts 150 watts of power. It can be easily connected to a subwoofer or an amplifier. The company is especially excited about this product’s “Broadcast Mode,” which allows for transmission within a 100-foot radius, so everyone gathered can play the same music. The KPB2 is this PowerBar’s big brother, offering eight three-inch speakers (two more than the KPB1) and a 300watt amp. It comes with a Bluetooth RF remote and four pre-programmed modes. The control panel lights up. This product will fit on a 1½, 2-inch and 2 1/4 -inch round bar. It will also fit on various-sized square bars with an adapter kit.
G N I RIDE WAVE TH
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2003 PORSCHE 911 CARRERA DISPLAYS
SONY CAR AUDIO MOBILE ES PRODUCT LINE
Sony Car Audio displayed a 2003 Porsche 911 Carrera on the show floor, outfitted completely with Mobile ES products. The vehicle belongs to Midstate Distributing, and the work was completed by Abt Electronics in Glenville, Ill. The focus of this simple build was to showcase the Mobile ES line, beginning with the XAV9500ES head unit. It has two XS-104ES subwoofers, one set of XS-162ES front speakers, one set of XS-160ES rear speakers, an XM-GS4 four-channel amplifier and an XM-GS100 mono amplifier.
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Retailer of the YEAR
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FULL THROTTLE The team at Titan Motoring hits the gas on future expansion goals after COVID-19 slowdowns— all the more determined to carry out their plans after winning 2022 Retailer of the Year. WORDS BY ROSA SOPHIA
T
itan Motoring in Nashville, Tenn. started small, with owner Philip Lindsley handling mobile dealership work out of a van. Today, the business has grown to a 15,000-square-foot facility with about 34 employees including dealership runners and pick-up, drop-off personnel. It’s a one-stop shop for everything from 12-volt to lift kits. At KnowledgeFest Las Vegas this past February, Titan Motoring was named Retailer of the Year. Several previous Industry Award winners are members of the staff, including Ray West, who has worked at two other Retailers of the Year. This is West’s third time on a winning team, according to Lindsley. Others include Miguel Vega, Donny Wolfe, Randy Swartz and David Koz. Lindsley also noted Justin Marks, who recently moved on to a specialty hot rod shop. “That was Justin’s next step, and I’m proud of him,” he said. “He was here for most of 2021, so the award is just as much his as it is ours. He was part of that culture and our family.”
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Retailer of the YEAR
Although Lindsley always had high expectations for the business, he’s not sure he ever anticipated it would grow as much as it has. “It’s a big machine. What we’ve become as far as size, operation, processes and reputation—I think I’ve exceeded my goal. It’s been 11 years,” he said. “I think I knew what I was capable of personally, but the people who have joined the team at Titan helped grow the vision.”
POSITIVE REPUTATION LEADS TO NATIONWIDE CLIENT BASE Originally, Lindsley said he’d envisioned a smaller store that might grow to multiple locations. That kind of business model was something he’d observed locally, noting that other similar businesses were often multi-stores, smaller and spread out.
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FULL THROTTLE
BE WILLING TO LEARN. DON’T THINK YOU’RE DOING EVERYTHING RIGHT BECAUSE YOU PROBABLY AREN’T. LISTEN TO YOUR TEAM. LISTEN TO YOUR CUSTOMERS.” Over time, though, Titan Motoring continued to shift, expanding into more than 12-volt. Soon, the business was markedly different from its competitors. “That model wasn’t available in the area, and I saw the need for it,” Lindsley explained. “As you grow and meet needs, making yourself different is the way to go.” As more offerings were added, the business began to keep potential expansion in mind whenever it brought on new team members. “It became part of our hiring process to look for multi-faceted techs who did 12-volt, but also had another skillset we could offer.”
Lindsley’s perspective on multi-store chains shifted when he observed quality control issues in businesses that utilized this model. If a shop was stretched too thin, another location might suffer. This, he added, would affect reputation. It was decided that Titan Motoring wouldn’t expand into a chain for this reason. While Lindsley acknowledged there are many successful multi-store chains, “I decided to shift my focus to a centrally located larger facility, so I could keep an eye on things and maintain quality,” he explained. “Between me, Donny and Ray, all three of us have our hands and eyes on 99 percent of the cars that come out of this facility. It’s worked out very well.” Additionally, Titan Motoring is proof that a good reputation crosses borders. As the business continues to expand well beyond its local area due to its positive
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Retailer of the YEAR
reputation, it draws in clients from all over the United States—including those who’ve relocated but don’t want anyone else touching their car. “Even if [a business is] a little bit farther away, people are willing to come to you because of your reputation.” Sometimes, though, Lindsley said, clients come not only from another state, but from another country altogether.
OVERLANDING CATEGORY ATTRACTS NEW WAVE OF CLIENTELE The farthest a client has come from is Costa Rica, due to the fact that there are less options for the overlanding category in that area, according to Lindsley. He said the overlanding category has grown tremendously in popularity, and attributed the growth directly to the pandemic. “It’s exploded due to COVID,” he said, adding that the shop’s powersports and marine categories have also increased in revenue. “Overlanding is off the grid: Outfitting solar, extended fuel, refrigeration, fresh water capability, tent setups,
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storage and redundant processes to make sure you don’t get stranded. We’re getting a lot of this work.” He added that the most capable industry to handle overlanding is 12-volt. “We’re able to do suspension, one of their needs, wheels and tires and fuel tanks. The 12-volt world is the most competent to complete one of these projects.” These jobs can come from anywhere, and they
average around $50,000, he added. To retailers interested in branching out, he noted the category involves potentially hiring ASE certified technicians. “It’s one of the fastest growing niche categories. There’s a particular skillset involved in [working on] off-the-grid overlanders. Dan Bowman has brought a lot of that knowledge to Titan. He’s very well-versed in that world.”
FULL THROTTLE
HOW TO VIEW ONE-STAR REVIEWS AS AN OPPORTUNITY Teaching moments can come from unexpected places, even from bad reviews: “We don’t have a lot, but they’re my favorite,” Lindsley said. “It’s a chance for you to be better if you listen to the review. I also use it as a platform for customers to see how we respond.”
EXPANSION IN DEALERSHIP WORK SET TO CONTINUE POST-PANDEMIC In 2019, Titan Motoring was featured on the cover of Mobile Electronics magazine. At the time, Lindsley had been planning to expand the business’s already thriving dealership work. But when COVID-19 hit, he said everything was impacted and the team had to reevaluate the goal. “Instead of expanding the number of dealerships we service, we focused on our primary dealers who were sending us the most amount of business,” he explained. While the number of dealerships the business services hasn’t necessarily expanded, revenue in the category has increased. Although dealerships weren’t getting new vehicles due to the automotive chip shortage, used car inventory was up.
Often, a person’s first instinct is to look for bad reviews. For the retailer, a bad review can be a chance to own up to something and make it right, he added. “It gives you an opportunity you don’t get with a five-star review. I’ve used it that way, and I’ve had clients tell me they came in because they read my response to a one-star review.” If a retailer responds with anger to a one-star review, “it says a lot about taking responsibility and having accountability,” he explained. “All of that translates into your business, your employees and the work you produce.” While retailers can really use negative reviews to their advantage, he said, “Be willing to eat some humble pie if you make a mistake. Never stop learning. If you stop learning or if you think you’re the cat’s meow, it’ll be downhill from there.”
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Retailer of the YEAR
AS YOU GROW AND MEET NEEDS, MAKING YOURSELF DIFFERENT IS THE WAY TO GO.” “These cars might not have CarPlay or other newer offerings, so it was off-set: There weren’t any new trucks, but there were 2015 and 2017 models without CarPlay or other features. We’ve had to shift toward used cars as opposed to new in our expeditor work.” Having industry connections helped when it came to radio shortages, according to Lindsley, who said that when product wasn’t available via the usual means, his team was able to secure it through other shops. “Before I got plugged into the industry,” he said, thinking of his pre-KnowledgeFest days, “I was just in my own little bubble and knew of one or two other shops in town. Now we know hundreds of businesses we can reach out to for inventory.” Thanks to these connections, the business has been able to stay fairly consistent when other shops could spare a radio or two. Currently, Titan has its eyes on a new facility: If secured, the shop will go from 15,000 square feet to 36,000, allowing all departments—including expeditor work— more room to grow. Lindsley added the shop’s been very limited by its space, while still managing to work on 30 to 40 dealer vehicles in a day, installing leather,
Due to COVID-19, Titan is handling more overlanding projects. Dan Bowman, pictured, has brought his skillsets and knowledge of this fast-growing category to the team.
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cameras and backup sensors. The expansion will even allow Titan to possibly bring in new categories that have been outsourced in the past. “In the last couple of months, we got a new CNC from Laguna and a laser. It’s tight.” Additionally, he added, the wood fabrication shop is “maxed out” and if all five technicians happen to be working in there at the same time, “it’s hard.” Once the shop is able to expand, space for audio and fabrication will double or triple. “We could add five techs now,” he said, “but we just don’t have the space.”
DRIVING FORWARD WITH A WILLINGNESS TO LEARN While Titan Motoring has been pursuing Retailer of the Year for the past four years—ever since Lindsley first began attending KnowledgeFest—he added he never expected they’d win. “When they announced it, I wasn’t even paying attention,” he said. “I was blown away.” He first opened the business in 2011. “I’m proud of our operation, but we always have to work at being better. Two
SHOP MONKEY SOFTWARE INCREASES EFFICIENCY AND SAVES TIME During a training session Titan Motoring recently taught at KnowledgeFest, Lindsley recommended retailers use Shop Monkey, a point-of-sale software. “It’s made a huge difference for us,” he said. “We can send out estimates from text and email quickly. The client reviews, authorizes and pays all from their phone.” Because the client can handle payment any time of day or night, he added, “It’s like our store is open 24/7.” The shop adopted the software in 2021, making pandemic-related contactless drop-off even easier. “People didn’t need to be here. We can send messages to both text and email,” he said, adding the client then chooses how they prefer to respond. “We can send them pictures and ask questions, and so can the technician.”
Furthermore, he said, no matter who speaks with the client, all of the information is available in the same place and viewable on the customer’s invoice. “If the salesperson talks with them about where the bass knob should go, or where they want something mounted, or if they want their stock equipment back, it’s all noted in the same account,” he explained. “The technician can see everything. Everyone is on the same page.” The software has saved time and solved a lot of communication issues, according to Lindsley, who said a client might come in for 15 minutes, explain what they want and leave: “The salesperson will generate the quote and send it to them. They’ll review it in the comfort of their own home and send the deposit that night.” The next day, the team will arrive at work, see the payment, order the necessary products and book the appointment all through text or email. The software also sends the client a confirmation message and a reminder the day before their appointment.
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Retailer of the YEAR
years from now, I’ll probably say the same thing. I’m always pushing to grow and learn, and I don’t think I will ever lose that drive.” The award has lit a fire under the team, he added. Now, the focus is to get Titan Motoring where it needs to be even faster, and with more urgency. There’s a plan in place for the coming year, but the facility has yet to be acquired. Growing on a large scale takes opening one’s eyes and really looking around to see what’s possible, he said. He named other businesses he admires, including Perfectionist Autosound in Anchorage, Alaska; Mobile Toys in College Station, Texas; and Sound FX in Lewes, Del. Making industry connections and seeing what others have accomplished continues to inspire him. When it comes to avoiding common pitfalls, Lindsley said, “Be humble. Be willing to learn. Don’t think you’re doing everything right because you probably aren’t. Listen to your team. Listen to your customers.” The team’s growth, he added, contributes to the business’s positive culture. “We come to work with a smile on our face. We do things together outside of work. We don’t overwork. We do whatever we need to do to maintain that, so we can spend time with our families,” he said, adding, “Work to live. Don’t live to work.”
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FULL THROTTLE
COME SEE THEM IN ACTION AT THE SHOW. AND ASK ABOUT OUR MEA SHOW SPECIALS.
CALL: 720-583-3835 // EMAIL: mototv@mototvnetwork.com
On the Money
MEETING THE NEED After rising from technician to business owner, entrepreneur Brian Hampson is bringing solutions to the industry in the form of the 12V Dashboard. WORDS BY JAMIE SORCHER
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Brian and David Hampson have attended recent KnowledgeFest events to demonstrate to retailers what the 12V Dashboard has to offer: A convenient, efficient lookup tool to help businesses save time and close sales faster.
A
re successful entrepreneurs born or made? Many industry analysts, professors and today’s leading thinkers continue to discuss and debate this. There’s no definitive answer, yet, according to one study, 37 to 48 percent of the entrepreneurial tendency is genetic. There’s even something called the “entrepreneur gene” that many believe is an indicator for success in certain people. If anyone has this gene, it’s Brian Hampson. Busy in his role as CEO and owner at Omaha, Neb.-based Stereo West Auto Toys, Hampson still found the time and energy to launch his latest venture, an Internet portal called the 12V Dashboard.
The project started out as a way for Hampson to maintain the valuable knowledge stored in a technician’s head so that it remained with the store even after a tech had moved on. The database is filled with information on everything from uses for dash kits and harnesses, to OEM amplifier locations and integration notes, to ANC mic tips and tricks. There’s also a section for notes and pictures. Hampson’s interest in car audio began in high school when he completed a build in his own vehicle. He got a job in the warehouse at Advanced Auto Alarm & Car Stereo in St. Louis, a 14-store chain, where he handled return authorizations, sent product back to manufacturers and made deliveries to stores. When one of the stores needed a remodel, Hampson was chosen to run the wires in the sound room. Looking back, he guessed his attention to detail impressed the store manager. “That’s how I became a technician. I went to every training I could, took notes and studied,” he said, adding, “It’s important to absorb as much information as you can. It’s not about being a body in the room. It’s about taking the information you gain back to the store and applying it.”
Clear Communication, Confidence and Teamwork Aids in Efficiency
In 1996, Hampson moved to Omaha for a position as a commission-based
Stereo West Autotoys, based in Omaha, Neb., owned by Brian Hampson, is also the home of the 12v Dashboard.
installer with Stereo West. He became the install manager in 1998, then store manager in 2001. “As the install manager, I had six to 10 people working for me,” he said. “I always envisioned the role as being part of the team.” He worked alongside them, rather than above them, adding that he booked cars for himself as well. “Every half hour, I would get out of a car, go around and check in with everyone, and make sure they were on track for finishing tasks on time or find out if they needed any help.” Assistance could be anything from finding a wire to offering more specific guidance on a particular vehicle. “After I did my rounds, I would go back and work in my car for a little longer and then do the same thing again the next hour,” he explained. “I also let each installer know the next car they’d be working on.” This kept everyone on the same page: Everyone understood what was next. When issues cropped up while Hampson was working as install manager, he said he communicated with the store owner to let him know. The owner asked
him if he could handle it himself. “I said yes, which is how I got into the role of store manager,” he explained. “Instead of trying to figure out everything myself, I learned to rely on my staff for their expertise. For instance, I’m not a salesperson. I could take the training and say, ‘Okay, we need to do top-down selling,’ but I’m not as strong in building a rapport with the client. A true salesperson is amazing at this.” When he stepped into the role as store manager, Hampson said he was established in his career: “I knew car audio. I knew how to solve problems. I had been an install manager for four years, so I knew cars.” Hampson added that he knew he could figure out an issue with a car or explain it to a client. He could also handle store management issues. “My job was to make the store run well. [I handled] merchandising. Making the store look presentable always came naturally to me.” But what was most important when it came to this new role, he added, was having confidence in himself and his background.
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On the Money
Solving the Problem: 12V Dashboard as a Database for Vehicle Knowledge
In 2010, Hampson took the next step and bought Stereo West Auto Toys, and stepped into the role of CEO. The purchase was made during the height of recession and the store was having difficulty with its debt. It was a unique opportunity for Hampson to move things around and negotiate in ways that he added wouldn’t be possible now. After the purchase, two or three techs left over a period of time. It got Hampson thinking. “I noticed that when a good tech left, they would take some very valuable information with them, in their brain,” he said, adding that the store not only lost a great technician, but it also lost all the knowledge he’d accumulated while working. “He’s not around anymore. You can’t ask him, ‘Hey, what fits in this car?’ or ‘How do we make this thing work in the Jaguar again?’ The tech is always
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the one who has those answers,” he explained, “and you lose those answers when he leaves.” Hampson began brainstorming a way to preserve that knowledge and catalog it for the store. The answer came to life in the 12V Dashboard. When a technician asks a question, such as, “What’s
the trick with this car?” the 12V Dashboard is a database to track those types of questions so that everyone can find the answer. The database continues to evolve, according to Hampson, and is now available for any car year 2000 and up. “You can look up the car and there’s a full
Meeting the Need
“It’s important to absorb as much information as you can. It’s not about being a body in the room. It’s about taking the information you gain back to the store and applying it.” – Brian Hampson
enclosure guide, for example, and almost anything you’ll need to know about any car,” he said. “There are tips and tricks. ANC wires are a big deal right now. Also, if you have a tip or a trick for the guys specifically in your store, you can put your note in for any car, and a picture of any car, and it will only be visible to your staff. It’s cool for your own virtual file cabinet. It’s a photo album for your store.” Above all, Hampson said, it’s a sales tool first. Salespeople can utilize the 12V Dashboard at the start of a sale, saving them from common issues and pitfalls that can occur before the car even gets into the bay. “The salesperson will know the car has an ANC mic in it, for example. They’ll know to charge another $50 or $100 to pass this ANC mic,” he explained. Some installers, he added, will get close to completing an install and discover they’re having difficulties with the ANC mic. “This means a call to the customer to say the car needs to be in for another night to figure out the
problem. Now you have a customer’s car overnight—and a problem—instead of charging $100 upfront, making money, and knowing what you’re doing ahead of time,” Hampson said, adding, “It’s huge for the sales side if it’s used properly.”
Always Think a Few Steps Ahead
To be on top of your game means being able to look ahead: Hampson has been doing this throughout his entire career. “If you’re complacent, just remember that your competition isn’t going to be,” he said. “They will leave you in the dust. Then two or three years will go by and you’ll be wondering what happened to your business.” He advised retailers and technicians to always continue innovating: “Get better and better at what you do.” He added that his shop recently purchased a laser, and there’s a CNC on the way. “We try to be on the cutting edge of technology,” he said, adding, “Not just with the 12V Dashboard, but with tools
and whatever else our team needs to be better [at what they do].” Hampson noted the laser can handle engravings so it allows for the possibility of putting a logo on a piece of plastic. It can do etchings in wood, plastic or metal. The CNC is like an automated cutting tool. All the pieces for an enclosure can be designed on a CAD program and this machine cuts out all the pieces. It can handle very complicated pieces, cut them out, and have them ready for assembly. According to Hampson, owning his own business was something he always knew he wanted. When it comes to the 12Voltdashboard, his aim is to continue to find ways to improve and push for solutions for the industry. Hampson’s son, David, is the general manager of the business, “and he’s learning and helping with the dashboard as well.” He added that he’s always looking ahead: “Our focus is the 12V Dashboard, and continuing to make that product even better for the entire industry.”
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strategy & tactics
KEEP ’EM TALKING
Three Top Sales Pros discuss essential communication strategies for bringing clients off the phone and into the showroom. WORDS BY ROSA SOPHIA
At KnowledgeFest Las Vegas, three award-winning sales professionals teamed up to present a workshop on what it takes to be a successful salesperson in the 12-volt industry. Jayson Cook of Columbus Car Audio in Columbus, Ohio, Jason Kranitz of Kingpin Car & Marine Audio in Henderson, Nev. and Elias Ventura of HKI discussed perspectives, strategies and best practices with their audience.
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Cook observed many of his clients still prefer email communication over social media messaging, while some audience members shared it’s the opposite for them. Attendees agreed that demographics and location play into clients’ preferred modes of communication. The main focus of the discussion, regardless of means, was how to use efficient and effective communication methods to get clients into the store and demonstrate what makes a business stand out from others. Cook said he’s been in the industry since 1998. “I love what I do. I realized a few years ago there’s a real need for salespeople to learn how to sell in our industry without being the stereotype of the ‘used car salesman,’” he explained. “I think it’s important to learn how to build a relationship, and how to bring them in and keep them coming back.”
LAYING THE GROUNDWORK FOR A PRODUCTIVE CONSULTATION When discussing prices, Kranitz advised attendees to never give prices over the phone. “If you do that, you can’t show them who you are or what you’re about,” he said. “Once you get them in off the phone, you can handle any objections.” It’s important to slow down the process: “I ask for their first and last name and a phone number I can call in case we get disconnected. Then I move on to year, make and model of the car. I also ask for an email address in case I have to send them anything. Then I ask then what they’re looking for.” It’s essential, he added, to find out how the potential client heard about the business. He frequently hears one of three things: A friend, the Internet or a dealership. Finally, he books the
Keep ’em Talking
consultation appointment. Five years ago, he implemented Skype appointments, putting in the same degree of effort as an in-person appointment. “I just pretend they’re there,” Kranitz said. “The key is you have to get them in. You can’t show them who you are until then. When it comes to distance, a digital consultation solves any issues.” People are much more likely to come into the store, he said, if the retailer avoids giving a price over the phone. Explaining labor rate, parts and all the components involved gets complicated, and explaining over the phone “won’t translate into a sale,” he added. Finally, “Every time I answer the phone, I smile. It sets the mood. You’ll be much more pleasant on the phone if you do this.”
CULTIVATING EFFICIENT AND EFFECTIVE COMMUNICATION Some shops that are extremely busy might use an auto-reply function on emails, which Cook said only works until a certain point. If the client doesn’t get a response, “they’ve already crossed you off,” he said. “Two or three
Jayson Cook of Columbus Car Audio in Columbus, Ohio, who won the 2019 Sales Pro of the Year Award, stressed the importance of relationship-building in client interactions during a presentation at KnowledgeFest Las Vegas 2022.
days later, they will wonder why you’re bothering. You have to be efficient, enthusiastic and engaging.” Over the years, Cook has made some observations about successful email communication prior to the potential client’s arrival in the showroom: “Subject lines with emojis are more likely to get answered. Make it personal. Use their name and yours. You have eight seconds to get their attention when they open an email.” For some clients who are extremely busy, email might be the best way for them to reach out and make the initial contact. “When I first started handling emails for Columbus Car Audio, an email I got ended up making a huge sale,” he said. “It became a 12-year relationship, a repeat customer. This is why it’s important to prioritize it just as you would if they’re coming in or calling.”
“Do what you say you’re going to do when you say you’re going to do it” However, he added, customers who are physically in the store should always be the number one priority. “If they’re in front of you, nothing else matters. Phone is second and email is third.” It’s important to set designated times to check email throughout the day. Cook noted that he checks his in the morning as soon as he arrives at the shop,
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strategy & tactics
2020 Sales Pro of the Year Jason Kranitz provides digital consultations to solve any issues relating to distance or schedule conflicts. He offers a virtual tour and handles everything exactly as he would if the customer were physically in the store.
then again after the morning rush and a third time in the afternoon. He advised attendees not to check at night. “I recommend cutting yourself off after closing time,” he said. This practice reinforces a positive work and life balance, allowing for essential family time. Regardless, he added, if an email is left unanswered for 48 hours or more, the shop has likely lost that client. When corresponding with a potential client, it’s important to keep the conversation flowing and ask the same open-ended questions that would be asked in the showroom, according to the presenters. Cook said after asking for information about the vehicle, he will sometimes request photographs. This can be very helpful if the project is so large that it’s not ideal to bring the vehicle by the shop, such as in the case of an 18-wheeler. “Treat them as if they’re right there,” he said. “Find out their overall goal. If you just give them a blanket response, they won’t reply.” The presenters agreed that it’s important to set a time for a consultation: “Don’t say ‘Come in anytime.’ When you invite them in, set a time. You’re more likely to get them there. The longer the
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exchange goes back and forth, the more it starts costing you money.” Finally, it’s essential to stay in touch with the client during the course of the project as well as after the job is complete. Kranitz noted that during large projects, he will send an email at the end of the day with photographs and a progress update. “Do what you say you’re going to do when you say you’re going to do it,” Cook said, adding, “This is imperative.”
LEVERAGING SOCIAL MEDIA TO ATTRACT NEW CLIENTS While discussing social media as it relates to sales, Ventura said he enjoys using Instagram. “I like the engaging photo and delivery aspect,” he said, adding that just like email or phone communication, exchanges with potential clients on social media should be efficient and effective. “I decided to treat social media interaction the same way you would an email
Keep ’em Talking
strategy & tactics
Elias Ventura—who was awarded Sales Pro of the Year in 2017—told retailers its best to understand their demographic in order to decide which social media platform will work best for them.
or phone call,” he explained. “If someone commented on a photo, ‘That’s really cool. How much is that?’ I would reply, ‘Check your messages,’ and I would ask them if there’s a good email or phone number where I can reach them.” Although it’s a different method, the goal is still the same: to engage and interact. Ventura added that the direct message function of Instagram can also be used to send photos of the car. And when the potential client sends the
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photos, he said, “Compliment the car. Even if it’s a daily driver. ‘Nice car. Great color choice.’ Whatever you can do to break the ice.” Not everyone will prefer Instagram. “Pick the platform that works best for you. Instagram was great for me because I could utilize hashtags to get in touch with a broader audience.” Cook noted that Columbus Car Audio recently implemented TikTok, adding that the first video they posted had
over 3,000 views in eight hours. “It was a video of me talking about a remote start,” he said. “I explained the product and then showed a complete install. We never got traction like that with anything else.” Videos often receive more likes and reactions than a general post. Finally, any social media page should have contact information—phone number, email, website—which will draw the client into the store. When it comes to large jobs, Cook said he’ll get the technician involved in the sales conversation. “It has to be a team effort,” he explained. “At the end of the day, we all have the same goal and we’re on the same team. People can buy this stuff anywhere else. There’s a reason they’re coming to you, and you have to figure out that reason.”
tech today
Acrylic is useful for creating speaker plates and grilles.
GETTING STARTED WORDS BY JOHN BRETTLE
D
uring my many years as a technician, I have worked with a variety of materials, everything from MDF to Birch plywood, ABS, PVC, acrylic, sheet metal, aluminum, steel and HDPE. I was an installer and fabricator for over 27 years, and even a salesperson and a store manager for a few. In all that time, I learned that acrylic is by far my favorite material to work with. Acrylic has many
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Considering expanding your skillset into acrylic materials? Take note of these helpful tips while moving forward on your creative journey. uses: You can create edge-lit engraved signs, speaker plates and grilles, radio trim pieces and even viewing windows to highlight the equipment in a build. In this edition of Tech Today, I would like to share some tips and strategies that will help you as you work with this material.
A Variety of Acrylic Types Offer Different Uses and Applications
Acrylic is very resilient. It holds a sharp edge and can be polished, frosted or painted depending on the application. Fillers and fiberglass mate very well when prepped by roughing the surface or pre-drilling holes for the material to grip to. Acrylic can also be easily tapped to
Getting Started With Acrylics
Acrylic viewing windows highlight the equipment installed in this vehicle’s trunk.
Here, acrylic was used to make a radio trim piece.
a higher melting point and tends to leave a cleaner edge when machining, whether cutting or engraving. Extruded acrylic has a lower melting point, so it tends to be easier to polish but it can also scratch easier. Extruded is not very good for engraving purposes, as it does not leave crisp lines and edges. Always know which kind you are using for the task at hand, so you’re aware of how to adjust your machine and material handling techniques.
Learning to Use the Appropriate Solvent-Based Bonding Cement
Fillers and fiberglass mate very well when prepped by roughing the surface or pre drilling holes for the material to grip to.
accept machine screws, and it can be permanently bonded to form layers or create boxes, pockets and stands. I enjoy working with acrylic so much that I started a business called The Mesh Man LLC: I specialize in laser engraving and graphic design services for the 12-volt industry, including speaker plates and grilles for custom installs, logo designs and vectorizing images for engraving. Acrylic is the primary material I use.
There are a few different kinds of acrylic, from basic clear or opaque, from multiple colors to specialty translucent and frosted, to the highly specialized acrylics like glitter, mirrored and dual- or triple-layered. All of them have their own uses and they can be combined to create unique effects. It’s important to keep in mind that not all acrylics are the same. There are two main types: cast and extruded. Cast has
Most cast acrylic has a paper masking, and most extruded acrylic has a plastic masking. If you are unsure, contact your supplier to verify. Both exhibit the same characteristics when bonding. It is essential to use the appropriate solvent-based cement. I recommend WeldOn #3, or #4 for most tasks we see in our industry. WeldOn #16 can be used for more structural builds, but it has a longer set-up and cure time. With WeldOn #3 and #4, syringe application works best, as they both have a consistency of water or even thinner. WeldOn #16 can be found in a tube or a can with a brush. It has the consistency of hair gel. Whichever you decide to use, remember not to clamp the pieces together. You want to develop a fixture to align the pieces without applying much pressure. This allows the chemical reaction to occur which permanently binds the pieces together. Read the directions for each type to know how long the pieces should remain
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tech today held together with a fixture. CA glue or cyanoacrylate—commonly called super glue—can temporarily hold acrylic together, but can also cause discoloration and a very brittle connection as it won’t chemically bond with the acrylic. On the other hand, when WeldOn #4 is used, there is no discoloration or squeeze-out. Essentially, using cyanoacrylate as part of your fixture can work—as long as the discoloration won’t affect the finished quality of your project.
Acrylic can be easily tapped to accept machine screws.
Be Aware of the Limitations of Acrylic Materials
Acrylic can be used easily as a speaker plate, but you must be aware of the possibility that it could crack or break under stress. Make sure you use thick enough material and account for hole placements: Don’t create them too close to the edges, and ensure all mounting holes are aligned. Acrylic won’t allow for wiggle room like expanded PVC. Cast acrylic can be easily tapped to accept machine screws. The following tips will help you as you work: • Make sure you have the appropriate-size hole for the tap you are using. • Use an acrylic-safe lubricant to keep your tap cool and running smoothly through the hole. I prefer to use the Novus Polish #2, as it was created specifically for polishing plastics and it allows for easy clean-up. Besides, if you are working with acrylics, the Novus Polishing system is something you should already have. When engraving acrylic—preferably cast—you don’t have to go deep into the acrylic to create most engravings. All you have to do is mark or scratch the surface to be able to see it, which can easily be done with a CNC laser. However, you can obtain an interesting 3D look by going deeper. This is better achieved using a CNC router and the appropriate bit, such as V-bits or tapered ball-nose bits of different angles, depending on the desired detail. Be aware, though, that debris can be left in the deeper engravings, causing more clean-up time at the end.
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This was glued using cyanoacrylate. Note the discoloration and unfortunate squeeze-out because it does not have the same chemical reaction as a solvent-based cement.
Strategies to Recall When Working With Acrylics
Whether you’re machining acrylic “by hand” with a jigsaw and router, or using a CNC router or CNC laser, here are some important things to keep in mind:
• Just because it’s clear and you can see through it, doesn’t always mean the material is acrylic. Polycarbonate can look like acrylic, but it’s a totally different chemical make-up and requires completely different techniques. If you use a CNC laser, you won’t want to even try to machine it. It will actually
When WeldOn #4 is used, there is no discoloration or squeeze-out.
Getting Started With Acrylics
Acrylic can be permanently bonded to form layers or create boxes, pockets and stands.
Different types of acrylic can be combined to create unique effects. This was done with clear-cast acrylic pocketed on a CNC router and edge-lit with white LEDs. Then a piece of dual-layer was CNC laser engraved and cut to fit in the pocket. This created a nice glow around the name plate to create more of an accent. Also, the interior of the enclosure was lit with blue LEDs to create a contrast.
to flush trim, I recommend a slower speed with a medium-tooth blade so you won’t melt the acrylic. Too much speed will create too much heat. Also, too rough of a blade may cause unwanted chipping and cracking.
It’s possible to create an interesting 3D look by going deeper, which is better achieved with a CNC router and the appropriate bit, such as V-bits or tapered ball-nose bits of different angles, depending on the desired level of detail.
absorb the laser beam and cause yellowing. If it’s too thick, it may cause burning or even a fire. • Do not use thread lock for securing a machine screw in a tapped hole. The chemical make-up of thread lock will cause cracking in the acrylic, which will lead to a complete failure in the part. Instead, use a spring-lock washer to keep tension on the machine screw to keep it from coming loose. • When it comes to screwing a machine screw into tapped acrylic, hand tools
are your friend. Even though it taps very well, it is still a form of plastic and machine screws are metal. The threads can be stripped if overtorqued, or you might find yourself easily cross-threading the hole. Using a handheld screw driver instead of a screw gun allows you to align the screw properly to avoid cross-threading. You’ll also be able to feel the amount of torque used, allowing for a snug and secure hold. • When using a jigsaw to rough-cut acrylic before taking it to a router
Finally, here’s a tip for those with CNC lasers: Use air assist to easily cut smaller holes and patterns, but know this will leave a haze on the top edge of the cut. This can be totally fine if painting will be the final finish. This hazing is caused from the immediate cooling of the material. This is great when creating holes really close together, such as in a speaker grille mesh pattern. Minimal air assist will give you a more polished edge look, but it can cause warping because there is minimal cooling of the cut. Minimal air should be used when engraving with a CNC laser because too much air can cause the atomized particles to be blown back into the engraving, causing an unwanted buildup of acrylic dust in the engraved areas, or even blown across the surface. It’s easy to see that acrylic is very versatile. If you’re new to using this material, you may want to begin by experimenting. Finally, keep this in mind: There are many other uses and applications for acrylic which I may not have covered here. Have fun with it, and get creative.
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installs
EYES ON THE ROAD ON THE EYES On the show floor at KnowledgeFest Las Vegas, this 2012 Honda motorcycle demonstrated an easy-to-use Kenwood motorsports-grade recording system. SUBMITTED BY RICK NOETZLI, KENWOOD PRODUCT MANAGER
This 2012 Honda CB1000R, on display at KnowledgeFest Las Vegas in February, boasts a Kenwood motorsports-grade recording system with full HD (STZ-RF200WD). The system has both a front- and rear-facing camera, with a central “brain box” where all the connections are made. While a microSD card is included, it isn’t necessary to use the card to obtain any footage: The end user is also able to use the Kenwood motorsports application to review a file, watch
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installs
a video, save it or send it to someone else. The install was completed by Rick Noetzli, product manager at Kenwood, who owns the bike. He added that the cameras are waterproof. In case of an accident, a sensor triggers the system to store essential video for later review. “There’s a GPS antenna and built-in Wi-Fi to connect to the phone app,” he said. “A desktop app is also available to view footage, as well as what’s going on with the accelerometer. It’s a complete recording package.” In the past, he noted, some consumers have used GoPro cameras to record drives. However, unless the camera is hardwired in, the battery will eventually run down. “This recording system records whenever the bike is on,” he said, adding that the install on this particular motorcycle was relatively easy. “Some bikes are more difficult than others. I have done a few, so I could do the whole thing in less than an hour.” Kenwood has recently been expanding into motorcycles, UTVs and off-road vehicles. At KnowledgeFest Las Vegas, the company also unveiled its brand-new eXcelon motorsports line.
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FROM THE PRESIDENT
“
Commitment to your craft requires a level of dedication that only comes when you truly love what you do.”
MAKE COMMITMENT YOUR PRIORITY Being involved in your business is not enough to be considered successful. You must have a solid commitment to make a difference.
It’s Monday morning and you’re ready to get to it. Yet another week of what will hopefully be a productive and profitable experience. Whether you are in business for yourself, working for someone else or just searching for personal satisfaction, you are either devoted to your cause or you are just going through the motions. Regardless of your response, this choice is yours. How can you be sure what you’ve chosen? You may think you are committed to your cause, yet you are only participating. Just being involved in your business does not prove your commitment. It only shows you are making an effort. So how do you know for sure? How can you move from involvement to a true commitment that makes a difference? You and your business deserve your very best, every day. So let’s review a few examples to help find out your level of commitment.
LACKING FOCUS – You’re headed to work, enjoying your music, and thinking about the great weekend you just had. You’re not the least bit enthused about getting started this morning nor have you even contemplated your day ahead. You arrive and make time for small talk with your co-workers, look for your morning brew and begin to put together a plan to face the day. Your plan starts with what you’re doing for lunch, what must be done before that time, and in your mind, you are already making plans for after-work activities. If this is you, then you are not committed, nor are you really participating. At this level you may feel you are getting the job done and should even be rewarded for your efforts. It may be time to look for a new challenge, or at the very least, re-evaluate your position to see if you’re able to make a commitment to your craft. If not, give your colleagues a break by allowing another more motivated individual to take your place. Now, on to the next level: involvement.
YOU’RE INVOLVED – You wake up and you’re looking forward to your work week. While it may not be your love, it fulfills your needs and allows you some satisfaction. You stop on the way to pick up your breakfast and coffee, then head to your workplace. You arrive a little early to eat, handle some light duty tasks and then start your day. Your level of interaction with your colleagues is moderate and mostly focused on the day’s activities. You’re not really planning your day, just following a schedule that’s familiar and
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productive. You consider yourself to be reactive to your business, but you stop short of doing anything outside your direct responsibilities. Bottom line, you get the job done. You may feel you are an asset to your business and/or employer and may even excel at some things, but this level of involvement rarely produces what is required for growth both personally and professionally. You may even be satisfied with your performance and the business may even benefit, but that is about it. Nothing that will make a real difference or produce the success most desired. If this is you, you may not need to find another profession, but you should consider a change that will be more fulfilling for both you and/or your employer. So what does commitment look like?
COMMITTED – Commitment to your craft requires a level of dedication that only comes when you truly love what you do. So let’s look at an example of this level. You’re enjoying your weekend, but beginning to think about the week ahead. You’re coming up with ideas that could make the week more productive and you’re excited about getting started. You are up early the next morning, anticipating a great week. You look for factors that may influence progress both positively and negatively, and you think through ways to be innovative and overcome challenges. You may exercise, then enjoy a good breakfast and morning brew. You get in your vehicle, turn on what motivates you and then head to work. You arrive early, review your day, look for opportunities and prepare to make things happen. Your interaction with your team focuses on getting them motivated with great ideas, positive reinforcement and ways to be more productive. You have a desire for excellence in everything you do regardless of the circumstance. This is some of what it takes to lead and not follow. Leaders tend to be committed while followers are simply involved. If this is you, then you’re of great benefit to your business and those around you. You see, being involved in your business is not enough to be considered successful. You must have a solid commitment to make a difference. Martina Navratilova once said, “The difference between involvement and commitment is like ham and eggs. The chicken is involved; the pig is committed.” I am in no way telling you that you need to lay down your life for your craft or that participation won’t get you through. Just take a good look at what you are putting into your craft and ask yourself, “Am I committed to being better than the day before?” Review the examples. If you’re not committed, create a plan to move from involvement to a true commitment that makes a difference. To help you get started, first get your priorities in order. Second, focus on your goal(s). And last, but not least, execute your plan. With these three in place, you are on your way to a true understanding and a true commitment to excellence for your business.
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