Mobile Electronics Magazine January 2023

LIGHTING UP THE NEW YEAR

Ready to be inspired? Meet this year’s Top 12 Installers, Top 12 Retailers and Top 5 Sales Pros.

PROVIDING SUPPORT

TOP 12 INSTALLER ANGEL RIVERA URGES INDUSTRY TO PROVIDE ENCOURAGEMENT AND OPPORTUNITY TO UP-AND-COMING TECHS.

LET’S GET ORGANIZED ADAM DEVINE OF DEVINE CONCEPTS AUTOMOTIVE DESIGN IN NAPLES, FLA. DISCUSSES INCREASING EFFICIENCY ON THE JOB.

ADVERTISING

FEATURES

12// Industry Awards: Inspiring Change

What does it mean to learn from one’s mistakes and grow from the results? This year’s Top 12 Installers, Top 12 Retailers and Top 5 Sales Pros share lessons learned and hopes for the future.

42// Hot Sellers: Make it Snazzy

Retailers talk products that add to alreadyimpressive designs, providing high output and performance for great price points.

46// Strategy and Tactics: Foundational Efficiency

From organizational strategies to diagnostics to company-wide processes and procedures, increasing efficiency is a skill in itself.

50// Tech Today: Connect2Car@CES 2023

Twenty-three years of vehicle technology leaders share their vision for the future.

CREATIVE

EDITOR’SFORUMROSASOPHIA• MANAGING EDITOR

APPLYING LIFE’S LESSONS

What matters most—the mistakes we make, or how we apply these lessons learned?

When I first started working in an automotive shop, I cranked too hard on a bolt and it snapped. To this day, I cringe when I think about how it frustrated my boss and added time to the job as we extracted it and installed a new bolt. I felt terrible, but the damage was done. All I could do was learn from it and move forward.

I was so sure I’d never do it again. But I did it a second time, a few years later, on my own truck. At least no customers were involved. In both instances, though, I was feeling over-confident, perhaps a little too proud of what I’d already accomplished.

I learned it’s good to be confident, but sometimes we have to check that confidence before it veers into ego. Too much of it and you’re snapping bolts or something worse.

GIVING BACK THROUGH LESSONS LEARNED

This year’s Top 12 Installers, Top 12 Retailers and Top 5 Sales Professionals share the mistakes they’ve made and what they learned from them—everything from accidentally screwing fasteners into a gas tank, to burning up wiring harnesses. While mistakes can feel like a setback, it’s what we do with them that matters most.

Here’s one of the many things I admire about the Industry Award winners I’ve spoken with in the past: They tend to acknowledge mistakes with humility, and they share information because they know it will help someone else. I’ve always maintained that everything goes more smoothly when we help each other. In fact, at KnowledgeFest Dallas, Drewbie Wilson, author of Crushing the Day: A Simple Guide to Success in Business and Life Through Service to Others, urged attendees to help others as much as possible. The more we offer help and share our knowledge, the more we lift everyone up. And the more we’ll see good things come our way.

How can we connect, network and help each other grow? The Industry Award winners you’ll meet in these pages have explored their own answers to these questions, contributed to their communities and offered their knowledge to others.

EMBRACING MISTAKES WILL HELP US EVOLVE

In this month’s Industry Awards feature, top professionals share their lessons learned. Sometimes, applying these lessons can be difficult, draining or overwhelming. Many previous Industry Award winners have advocated for taking one’s time—never trying to do more than you can handle at once.

Terry Dawson, an installation specialist at CarTronics in Madison, Tenn., said his mistakes taught him to slow down and focus on details. This really resonated with me as I thought back to my broken bolts: I knew if I’d been more focused, if I’d taken my time, I might not have made this mistake. Perhaps I wouldn’t have made it twice.

Alex Stowe, a Top 5 Sales Pro, said challenges arose when she provided too much information to a customer. She learned the importance of relationship-building and choosing details carefully.

And finally, Top 12 Installer Conrad Leduc—whose business, Sudbury Car Audio, is also a Top 12 Retailer—said he learned from difficult client interactions that it’s never worth it to get into an argument.

We invite you to read responses from many other industry professionals in this month’s issue and learn from their lessons. If you made a mistake today, whether it’s big or small, consider what you learned. How can it help you grow, and what’s the best way to apply the lesson?

I learned it’s good to be confident, but sometimes we have to check that confidence before it veers into ego. Too much of it and you’re snapping bolts or something worse.

“ ”

TAKE OWNERSHIP IN EVERYTHING YOU DO

“I always recommend KnowledgeFest to any industry professional. You can be an installer, sales professional, or a retailer. It doesn’t matter if you started last week or if you’ve been in the industry 10-plus years. There are appropriate classes for everyone. Every time I attend, I always learn something about product knowledge, installation and fabrication techniques, or sales techniques to achieve better ticket totals. I also love the atmosphere. There’s nothing better than being surrounded by like-minded people who are passionate about the same things I am. Networking with industry professionals is something I love to do and KnowledgeFest is a place for that. Over the last 10 years, I’ve made hundreds of industry friends and rubbed elbows with many of the top professionals in our industry. If you have the opportunity to attend, you should! I promise you’ll come back to work with a fire under you to become better at what you do, regardless of what role you play in our industry.”

- Dalton Trainer, Car-Tunes, Inc., Greenville, Miss.

“Take ownership in everything you do in life. Own your mistakes, own your wins, your losses—own everything! And anytime a situation arises, do not try to hide it. Get out in front of it and take care of it. That’s how you’ll set yourself up for success in everything you do. I tell people this all the time—bad things happen, right? Accidents happen, but it’s how you take care of these things that will separate you from the competition. Sure, people are going to be upset, but when you tell them up-front, it goes over a lot better than if they find out you did something wrong and you didn’t tell them.”

- Jayson Cook, Columbus Car Audio, Columbus, Ohio

Lessons learned at work can translate easily to personal life: Prioritizing relationship-building, and approaching mistakes with a sense of humility, are two such traits that increase one’s fulfillment in both work and life.

TAKE CONTROL OF YOUR AUDIO.

audiocontrol.com/acx-3-2

ACX-3.2

ALL-WEATHER LINE DRIVER, EQ, CROSSOVER, PAGING MIC

The ACX-3.2 all-weather sound processor is a high-output pre-amp line driver for all systems on-road, off-road, or off-shore. Take total control of your audio experience with convenient volume control, fader, four bands of graphic EQ, and a variable crossover.

The low-profile ACX-3.2 takes your experience to another level by combining all of its audio features with a PA microphone! Now you can easily communicate with your wake-boarding friend in tow, or call out the next order from your food truck, all without killing the vibe.

PERFORMANCE

The Mobile Electronics Association reports specialty retailer performance and the forecast for 2023.

While 2022 was down over 2021 the industry is still up from pre-pandemic numbers in 2019 and from 2020.

Everyday Millionaires: How Ordinary People Built Extraordinary Wealth—and How You Can Too

BY CHRIS HOGAN

Chris Hogan’s path led from football to finance. An All-American college football player, he ended up working as vice president of a company that helped clients manage all phases of their businesses. He soon recognized that many families, marriages and children were being affected by money issues. He wanted to make a difference and things fell into place when he met Dave Ramsey. Hogan’s career path took a new direction and today he is regarded as an expert on subjects like mortgages, healthcare and investing. In his newest book, he shares the formula for financial peace. Hogan and the Ramsey surveyed over 10,000 millionaires in the U.S. and discovered how these people reached their financial status. The surprising answers are that many of us either have the tools or can learn them to achieve financial goals.

National Insurance Crime Bureau VINCheck

WWW.NICB.ORG

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

Hangry: A Startup Journey

The Founder of GrubHub

BY MIKE EVANS

Entrepreneurs have a knack for creating what we didn’t know we were missing: One night when Mike Evans was hungry and tired, he wanted pizza, but he didn’t feel like calling to find out which ones were open and which ones would deliver. He solved the issue by creating GrubHub to figure out which places would deliver to his apartment. Over the next decade, Evans grew his little delivery guide into a premier online ordering website and became one of a few elite entrepreneurs who were able to take a startup from an idea all the way to an IPO. In this book, Evans shares the step-by-step grind of building an innovative business. Each chapter features lessons for entrepreneurs and startups. He details his hunt for financing dollars, cliffhanger acquisitions, the near collapse of his marriage, a difficult merger and a pair of tumultuous moments. This is his incredible story.

Stuff You Should Know

AVAILABLE ON APPLE, GOOGLE, SPOTIFY, STITCHER, AND iHEARTRADIO Also known as SYSK, this podcast will motivate you to learn something new every day. The hosts cover everything from beekeeping to the science behind break-ups, to why aspirin is a wonder drug to what exactly a hangover is, plus so much more. There are over 1,400 episodes that range from 20 to 60 minutes. Check it out! Available through iheart.com.

Whatdoesitmeantolearn fromone’smistakesandgrowfromtheresults?

INSPIRING CHANGE

Thisyear’sTop12Installers,Top12Retailers andTop5SalesProssharelessonslearned andhopesforthefuture.

WORDSBY ROSASOPHIA

Chris McWhinnie ANDRES CAR AUDIO Kelowna, BC

As a 23-year veteran in the industry, Chris McWhinnie said he’s best at custom fabrication. He currently works at Andres Car Audio in Kelowna, BC. However, one day, he’d like to start his own company, “focusing on high-end custom subwoofer enclosure lines, hand-built in Canada.”

He recalled an early learning experience which took place during his second year as an installer: “I mounted three amplifiers to the floor of my ’79 Cadillac Coupe-Deville, not realizing that I had screwed into my gas tank and the screws acted like wicks, pulling gasoline from my tank into the trunk which contained three batteries. Thankfully, I realized my mistake before I exploded….”

McWhinnie said Tim Bailey inspired him when he was about 23 years old by encouraging him to “challenge myself to go beyond my skills. This allowed me to gain confidence to go outside the box.” He added that Ken Ward is also a big inspiration to him: “His OEM integration skills are untouched by anyone else. I’ve been to six to 10 of his knowledge courses over the last 15 years. I find his courses to be incredibly informative and I have learned so much from him.”

Conrad Leduc SUDBURY CAR AUDIO

Sudbury, ON

Conrad Leduc opened Sudbury Car Audio in 2013, basing the company’s core values on proper installation practices. He also works in sales and serves as the business’s senior technician. “We’re here to inform clients about the very best ways to install and use 12-volt accessories so that their experience is nothing but positive and mind-blowing,” he said.

Leduc said Keith McCumber has greatly influenced his career. “He believed in me more than anyone else,” he said. “Keith sat with me one day at a distributor training and told me I was doing good things, and for the right reasons. I had no idea who he was at the time, but after learning that he was one of the most influential individuals in our industry, I felt proud knowing that if Mr. McCumber had faith in me, I could work to become something better then what I was. Keith is a great mentor. He asks me questions to get me thinking of the solution, so the next time something comes up and I need advice, I end up thinking of the questions he had asked the first time and I come up with the solution on my own.”

In the past year, he said, he’s also become good friends with Marty Adamschek. “He has helped push me to grow my install skills,” he said. “I am looking forward to meeting Marty at KnowledgeFest in Las Vegas. He has become a true friend.”

Outside of work, Leduc said his family is always busy with extracurricular activities for their two children. “I spend time with my family on weekends when the shop is closed,” he said. He also plays softball during the summer, and in the fall he enjoys grouse hunting. “In the winter, I spend time in the garage working on my ’64 Ford Galaxie, watching hockey on TV or playing pinball on my own machine.”

Dalton Trainer

CAR-TUNES, INC.

Greenville, Miss.

Having grown up in his family’s business, Dalton Trainer has been working in the industry for 11 years. Today, he is lead technician and fabricator at Car-Tunes, Inc. He prides himself on his ability to problem-solve. His greatest influence in the industry is his mother, Kimberly Trainer, the owner of Car-Tunes, Inc.

“She inspires me every day with her dedication and passion,” he said. Other industry professionals who inspire him include Carlos Parra, Milton Benavides, Joe Giallombardo and Adam Devine. “I look up to Marty Adamschek, as well,” he said, adding, “He’s always so positive and humble— always making time for anyone who reaches out to him.”

Trainer advised other industry professionals to attend events such as KnowledgeFest. “Sit in on as many presentations as possible. I’ve learned a ton there.”

Currently, Trainer’s goal is to one day become Installer of the Year. “I also see myself becoming more involved with the business side of Car-Tunes, Inc.,” he added.

Outside of work, he enjoys spending time with his family and going to the gym. “I always have a project at home to work on,” he said. “I recently added a screened-in porch to my home, and I plan to build an outdoor kitchen in it.”

Jason Ballard FREEMAN’S CAR STEREO Concord, NC

Jason Ballard has been in the industry for 32 years, and currently works at Freeman’s Car Stereo. “I feel my biggest strength at work is to be able to get along with anyone,” he said. “I have worked with lots of different salespeople, installers and managers, and I’ve gotten along with all of them.”

Recalling his biggest mistake, he said, “I tied into a low current trigger for an aftermarket horn in a Honda CRX to add a louder horn that drew lots of current. The problem is that I didn’t use a relay to carry that extra current load and it burned up the harness coming from the steering wheel and it had to be replaced. This cost over $600, but I learned to always use a relay in a high current situation.”

Ballard has no intention to alter his focus in his career, he said: “I’m 51 years old, and a lot of people would be looking to make a change at this point in their life, but I still love doing this, so I have no plans to change.”

When faced with a life-altering challenge, he said, always keep a positive attitude. “I was diagnosed at the beginning of 2022 with a Chondrosarcoma (tumor) in my left shoulder,” he explained. “This meant that my scapula had to be removed to cure me. This was a six hour surgery and a three-month recovery period.” The surgery, he noted, limited how much he could lift his left arm, and was especially difficult to deal with when it came to his work as a technician.

“With God, a supportive family and a positive attitude, I have overcome. The only advice I could give other retailers about my situation is that if you have a good employee [or employees] do what you can to help them during their time of adversity,” he said, adding, “I was always a company man, but now I cannot say enough good things about Freeman’s Car Stereo. They stood beside me during this challenging time in my life.”

Awards

Terry Dawson

CARTRONICS

Madison, Tenn.

Terry Dawson currently works as an installation specialist at CarTronics in Madison, Tenn. He has been in the industry for six years, and prides himself on his attention to detail when it comes to designing and installing systems. Early on in his career, he recalled a mistake he made which taught him that even the smallest errors can severely damage a vehicle: “I didn’t fully snap in a rubber grommet in the hatch of a Grand Caravan while running a back-up camera, and it cost the customer time, it cost me a headliner and the boss was unhappy. I learned to slow down and focus on every tiny detail.”

Dawson said he draws inspiration from industry veteran Matt Schaeffer. He also added that his number one influence “is my uncle and shop foreman, Rob,” who is responsible for getting him interested in cars as a kid. “He also got me in the door at CarTronics and showed me the right ways to install before I had a chance to get a lot of the bad habits we see all the time in the industry.”

Earlier this year, Dawson said Chris Ott came into the store to help with a high-end build. “We have four stores surrounding Nashville. My company asked if I would go for a few weeks and help [Chris]. I learned so much throughout the build—not only in the car, but he also pushed me to make my Top 50 video and actually give it a go. I learned that even though it might be scary, [you have to] take the chance on yourself. You never know what might happen if you’re willing to put in the work.”

Jonathan

Josh

Mike

Scott

Alyssa Gomez Mobileworks Tintworks - Santa Maria, CA

Angel “Junior” Rivera Laketown Speed and Sound - Draper, UT

Annalisa Corona Perfectionist Auto Sound & Security Anchorage, AK

Cameron King Titan Motoring - Nashville, TN

Jeremy ‘Taco’ Patterson Speakerbox - Huntsville, AL

Dallas Lovelace Metra Electronics

Mercado GoFast Solutions

Inthasoroth Davis Distribution Systems

Barcia DOW Technologies

Chapin Falcon Sales

Jaime Palafox AGOURA AUTOSOUNDS Agoura Hills, Calif.

As owner of Agoura Autosounds, Jaime Palafox manages the business’s daily operations, including designing and selling. “My most important job and my favorite is fabricating parts in order to build amazing sound systems and interiors,” he said. Palafox has been professionally installing for 28 years, but he first started installing when he was 16. “I had a bag of tools, a carport, and the biggest desire to be a professional installer.”

Today, he values his ability to create unique designs, presenting every client with a special work of art. He feels most inspired by the work of David “Fishman” Rivera and Bryan Schmitt. “The Fishman taught me that any sound system can be made into a work of art, and Bryan Schmitt taught me how to build it,” he explained, adding, “If you’re going to do something, do it well.”

He advised both newcomers and industry veterans to get plenty of training. “Don’t try to figure everything out on your own. Stop wasting time—it’s the only resource you can’t get back.” Looking back, Palafox said, “I beat myself up for 15 years before taking any kind of training in my field. After my first year taking Mobile Solutions courses and KnowledgeFest classes, my work went to the next level. Keep your shop clean and your techs up to date by training them. Our industry offers lots of resources: Don’t be too proud to ask others. You might learn a better way to do it.”

Outside of work, Palafox enjoys going to the beach and listening to his favorite music while driving a classic car.

Adam Devine DEVINE CONCEPTS AUTOMOTIVE DESIGN

Naples, Fla.

After 23 years in the industry, Adam Devine is now an Honorary MECP Expert Technician. He is also the owner of Devine Concepts Automotive Design. Through much of his time in business, he has been a sole proprietor, meaning that one of his greatest strengths, he said, is multi-tasking. In the past, Devine has been named a Top 12 Installer and Trusted Tech of the Year.

Dave Koz TITAN MOTORING Nashville, Tenn.

Dave Koz has been a fabricator and 12-volt technician for 17 years. Outside of work, he enjoys photography and exploring nature. He recalled the biggest mistake he ever made in his career: “I missed a deadline that cost the company a very big client,” he said. “In doing so, I learned—and I’m still learning—time management. Under-promise and over-deliver.” His greatest influences in the industry include Doug Dobson, Bryan Schmitt, Larry Penn and John Schwartz.

“Bryan Schmitt really has inspired me the most,” he said, adding, “He’s truly the reason I’m the fabricator I am today after attending his class a decade ago and seeing the standard that he held. He pushed me to elevate my career.”

When it comes to lessons learned, Koz emphasized the importance of time management. “It’s okay to ask for help and utilize your team,” he said. “Finally, spent time with those you love. Although this is our career and passion, we rely on those around us. If I could leave one piece of advice for retailers, it would be to treat your team as family. It’s goes a long way when someone knows they are not just a monetary value.”

Davis Distribution Systems

DOW Technologies

GoFast Solutions

Dean Beyett FIVE STAR CAR STEREO Clearwater, Fla.

Dean Beyett, an installer at Five Star Car Stereo in Clearwater, Fla., has been in the industry for 32 years. He feels one of his greatest strengths is staying on task and making sure everything is completed in a timely manner. Looking back, Beyett recalled a painful lesson: One of the biggest mistakes he ever made at work was “destroying the tip of my finger in a router.” From this, he learned, “Respect the tool.”

Additionally, he advised others in the industry to share their knowledge: “We’re a small community.”

Nicholas Frazier INNOVATIVE CONCEPTS Wilbraham, Mass.

After 16 years in the industry, Nicholas Frazier is the owner of iNNovative Concepts in Wilbraham, Mass. Things are very busy, he said, so he doesn’t have much time for hobbies outside of his work. He feels his strength is the ability to strategize, to “organize large projects, multitask and lead by example.”

It’s hard to pinpoint his greatest influences, Frazier noted, but one comes to mind. “One person’s work and vision in particular—Tom Miller—has always been a guiding light for me. We should make wrist bands for the design area that say ‘WWTD’ or ‘What would Tom do?’”

Brian Murphy ADS

Jason Ewing Firstech

Jeff Smith AAMP Global

Josh Bowen JVC Kenwood

Michael Betts Omega Research & Development

Brian

Mitchell LIQUID TRENDS MODESTO

Modesto, Calif.

The owner of Liquid Trends Modesto in Modesto, Calif. said his greatest strength is that he works well under pressure. Brian Mitchell has been in the industry for 38 years, and if he’s learned anything, he said, it’s that “my biggest mistake has been to not distance myself from work more when I’m not working. Work is not the only thing in life.”

Mitchell said his greatest influence in the industry is Eric Stevens: “He was one of the first people to expose me to true sound quality,” he said.

During the 2022 Car Audio Unified Finals, Mitchell won his 5th Triple Crown in IASCA. “This is three more than anyone else has ever won,” he said, adding, “The Triple Crown is the IASCA Best of Show. During the same 2022 Car Audio Unified Final, I also won the Zenner in MECA. The Zenner is MECAs Sound Quality Best of show. I also won the Install Best of show in MECA.”

His advice to other retailers? “Eat better during the day, take time to play—and get a shop dog.”

Phil Cantu MOBILE TOYS, INC., AUTOMOTIVE DESIGNS MTI College Station, Texas

With 16 years in the industry under his belt, Phil Cantu is currently a fabricator at Automotive Designs MTI in College Station, Texas. He said he maintains a positive attitude, is very good at collaborating with others and approaches everything with a willingness to learn. Cantu has certainly learned from his own mistakes:

“I wrecked an entire full system of a diesel truck a long time ago by using the wrong kind of hose in an install,” he said. “Needless to say, I now understand the difference in corrosive properties between gasoline and diesel.”

Some of his greatest influences include Bryan Schmitt, Jeremey Carlson, Chris Pate, Matt Schaffer and Tom Miller, all of whom have been instrumental to Cantu’s professional development.

Cantu advised other 12-volt professionals to never reject an opportunity to learn or experience something new. “Staying just outside your comfort zone allows you continue to progress, grow and move forward,” he explained. “Never be satisfied doing the same thing over and over.”

Devine Concepts Automotive Design

Naples, Fla.

Adam Devine, owner of Devine Concepts Automotive Design, is looking forward to continued growth in the future. He hopes to add space, incorporate new displays and create a new installation area and paint booth. He said he’ll also be adding 3D printers, with large format for rapid prototyping.

Earlier in his career, Devine said he learned that “without delegation, your team will not grow and learn, and you’re also stopping yourself from growing into a better leader.”

He advised other industry professionals to never “let off the gas,” adding, “Just because business is booming doesn’t mean you dial it back on your advertising or word-of-mouth that brought bodies through your door. Delegate that task and keep building your talent bench. It’s all part of the overall growth.”

Columbus Car Audio and Accessories

Columbus, Ohio

Todd Hays, president of Columbus Car Audio and Accessories, said it’s important to him to empower the business’s staff. “I want them to make decisions that best serve our customers,” he said.

About 17 years ago, the company experienced a difficult financial situation, which taught Hays an important lesson about business transparency. “The best advice I could give other retailers is to be transparent,” he said. “Through the process of getting to the other side of this situation, we were transparent with our employees and our vendors. We soon knew who was willing to ride the storm, and we are forever in debt to them.”

Throughout his time in the business, Hays said he’s learned “anyone can make a decision, and generally they come up with the same answer I would have.” In the beginning, he would provide the answer, not giving “them the opportunity to think for themselves.” Changing this, he said, “provided me the time to work on the business instead of in the business.”

Sound Evolution

Houston, Texas

Josh Jesty, co-owner of Sound Evolution, has been in the industry for about seven years. He feels one of his unique talents is the ability to “spot an idea or notice the trend that will set us apart from the competition.”

Jesty said he hopes to see the business expand and acquire a newer building. “With the team we have now, and if we adapt to the conditions in the market, I am confident we’ll get there,” he said. “I always tell my guys at Sound Evolution, ‘Evolve or dissolve.’”

To that end, Jesty urged other retailers and 12-volt professionals to get involved in training events like KnowledgeFest, “and partner up with peers in our industry.”

While it can feel intimidating to ask for help or guidance, Jesty said, “Almost everyone has a few minutes to spare, and no one has said ‘no’ to us when we’ve approached them. Ever since the first KnowledgeFest we attended, we have seen improvements within the store and the attitudes of our employees.”

Additionally, Jesty said, “To retail store owners who are not technicians—listen to your well-qualified technicians in terms of equipment and installation accessories. They have more experience in the field and they can give you information that will help support and grow your business.”

As it continues to expand, Titan Motoring is looking toward an even brighter future: Owner Philip Lindsley hopes to open a second location in the near future, and is also considering franchising. Lindsley has been in the industry for 28 years and sees overcoming obstacles and multitasking as two of his greatest strengths. The company has learned from its mistakes over the years. Lindsley said one such mistake was “putting all of our eggs in one basket—whether it was a wholesale account, a client or an employee.”

Lindsley himself draws inspiration from a number of industry greats, including John Schwartz, Brian Layton and Ryan Friedlinghaus. “All of them have inspired me in many different unique ways,” he said. “John’s attention to detail has impacted how we view our business and our awareness of our showroom and customer experience. Brian’s processes, gratitude and treatment of employees has made a big impact on how and why we do things at Titan. Ryan from West Coast has changed my aspirations to be much grander than previously.”

Lindsley added that he feels other retailers can benefit from dealership work, and he encouraged other businesses to expand revenue streams “to plan for tougher times.”

Titan Motoring

Nashville, Tenn.

iNNovative Concepts

Now operating out of a newer location in Wilbraham, Mass., iNNovative Concepts is owned by Nicholas Frazier, who has been in the industry for 16 years.

Looking back, he said the biggest mistake he made as a young technician was believing others who said “some cars couldn’t be touched. I obtained the knowledge to know better. It’s hard to say you’d do ‘X’ or ‘Y’ differently If you could. Would you still be where you are?” Frazier wondered. “Make a standard that you want your shop to live by. Yes, we need to make money to survive, but don’t cut yourself short. Don’t give in to petty people and petty things. Stay strong and the rest should work itself out.”

In the near future, Frazier hopes he’ll be able to step back from the managerial aspects of his business and focus more on building and tuning.

Wilbraham, Mass.

Sudbury Car Audio

Sudbury, ON

Conrad Leduc, the owner of Sudbury Car Audio, started installing in 2003 and moved into sales, becoming one of the top sales associates in Canada. “I ended up getting out of the industry for almost 10 years, working in the mining sector, while always installing on the side,” he said. “In 2013, mining slowed down and our workplace closed. That’s when I started Sudbury Car Audio, basing the company’s core values on proper install practices. Things took off.”

Currently, Sudbury Car Audio is planning to purchase its own building. Leduc said he hopes to have a newly designed showroom with wallmounted boards and interactive displays themed in the shop’s colors—a simple, clean look. “We are also planning to expand our business by adding a detailing division, ceramic coating services and car starter installation,” he said.

In the past, Leduc said he’s learned a lot from dealing with his business’s clients. “If we have a client who requests that a job be done too quickly, the wrong way or with the wrong gear—we want to help educate them. Sometimes, when you say no or contradict their previous belief, they become upset or negative,” he explained. “Getting into an argument in business—even if you’re right—is never worth it.”

He noted that he’s become more skilled in dealing with clients “who can’t be helped or won’t listen to the proper installation method.” While this doesn’t happen often, he said, “It’s better to let them walk away instead of being upset about it, which affects other aspects of the business.”

Absolute Electronix

Rockville, Md.

Ata Ehdaivand is the owner of Absolute Electronix, and he has been in the industry for 26 years. He feels honesty is an important component of his work and his business. Ehdaivand noted that Chris McNulty is one of his greatest influences, adding, “He believes in me more than anyone else.” In the future, Ehdaivand simply plans to stay the course and keep “building cars.”

Car-Tunes, Inc.

Greenville, Miss.

Kimberly Trainer, owner of Car-Tunes, Inc., has been in the industry for 21 years. Over the years, she said she and the team have refined their inventory control methods: “I have formulated guidelines and invested in a larger well-organized stock area to keep inventory levels appropriate, while also being able to take advantage of opportunity buys to increase profitability,” she explained.

Trainer named a few people who’ve influenced both her and the business over the years: “Early on, I experienced a sales seminar with Eddy Kay that also turned into a feature story on women in business for Mobile Electronics magazine. The gold nuggets of sales advise I learned from Eddy stuck with me, and I still share them with my staff on the sales floor,” she said. “Solomon Daniels has also influenced my career over the years. I was fortunate to work with him on a digital marking program for Car-Tunes, Inc. which inspired and led the way to email, social media and text marketing that keeps our loyal customers engaged.”

Trainer also noted that Daniels’ “many editorials in Mobile Electronics magazine have given me pause to think deeply about my business and family, and inspired new and creative ways to encourage myself and others.” She also named Mike Cofield of Custom Sounds and Bryan Schmitt of Mobile Solutions.

In the next five years, Car-Tunes, Inc. will be offering additional creative design products for personalization to its clientele, according to Trainer. Additionally, the business plans to expand its staff.

Freeman’s Car Stereo

Cornelius, NC

Freeman’s Car Stereo has seven locations, and is headed by CEO David Wall, who has been in the industry for 28 years. Wall aims to continue growing the business in the coming years. “We have some big ideas we’re working on,” he said. “I see us having more stores and covering more area, while continuing to improve our alignment with our core values and mission statement.”

As a young installer, Wall felt inspired by technicians and competitors such as Richard Clark, Mark Fakuda, Gary Biggs and David “Fishman” Rivera. But two of his biggest influences were Freeman’s founder John Freeman, and David Richardson, who was managing the store when Wall worked as an installer there in the 1990s.

“John was a pioneer in the industry and David was a visionary who used his banking and computer background to revolutionize the way Freeman’s was operated and expanded,” he explained. “David was also very involved in the industry and served on the MERA board. They both made their mark doing things that no one had done before them. I aspire to be innovative as they were.”

AUTOSOUND & PROCESSING

AudioControl

JL Audio

SONY ACCESSORIES & MATERIALS

AAMP

Automotive Data Systems (ADS)

Metra Electronics

INFOTAINMENT & MULTIMEDIA

AAMP

Kenwood

Sony

Next Level, Inc.

Orlando, Fla.

The owner of Next Level, Inc., Steven Paul, has been in the industry for 20 years. He said he sees the company continuing to grow well into the future.

“I see myself and my shop as having ‘no competition’—I will help and work with all local shops together in the same way,” he said. “We are a small, tightly-knit community. Working together, rather than seeing each other as competition, allows all of us to provide a better service to the end user and build each other’s shops up.”

In its local community, Next Level also gets involved in charity events. While they’ve completed numerous projects for celebrities and other high-profile personalities, Paul said, “We continue to provide services to every customer in the same way we’d service the higher-profile clients.”

SECURITY,

SAFETY & DRIVER ASSISTANCE

Firstech (Compustar, Drone Mobile)

Metra Electronics (iBeam)

Voxx Electronics

Mobile Toys, Inc. College Station, Texas

Chris Pate, CEO of Mobile Toys, Inc., said the business began as a single store in College Station. “Fourteen years later, we’re one of the most recognized and respected companies in our industry,” he added. “Our three companies share a 30,000-square-foot facility on four acres.”

In its early days, the business made about $250,000 a year—today, he noted, it’s gone up to $6,000,000 per year. Pate feels the team is designing and building “the coolest audio systems in the world,” adding that Mobile Toys is also a manufacturer, a high-end custom interior shop, an e-commerce vendor and a brick-and-mortar retailer.

MARINE

JL Audio Rockford Fosgate Wet Sounds

MOTORCYCLE & POWERSPORTS

Diamond Audio HKI USA

Kicker OEM INTEGRATION (NEW FOR 2022)

AAMP (PAC)

AudioControl Metra (Axxess)

LIGHTING (NEW FOR 2022)

Lucas Lighting Metra (Heise)

Race Sport Lighting

Nick Apicella

VANGUARD

AUTOMOTIVE DESIGNS

Stony Point, NY

Nick Apicella, co-owner of Vanguard Automotive Designs, said he anticipates growing all of his business ventures in the near future. He hopes to see Vanguard in a newer, bigger building. When it comes to sales, he said he’s best at “being able to guide a client to exactly what they need, without feeling pressured or upsold. My specialty started in selling sound systems, and getting our clients the most for their buck, and from there I was able to apply my style of guidance to other categories.” He also prides himself on his ability to integrate aftermarket sound systems seamlessly into OEM systems without any sacrifice in quality. There are many in the industry whom he admires, he said: “The guys at MSC pretty much set the standard in how I want things to be. Nalaka Adikari at ORCA is also an influence in how he conducts business as a whole and in sales. But in sales specifically, Elias Ventura was the very first person who was willing to guide me on sales, and most listen to me about what I needed help with. I think this stuck with me and it shows because this is exactly how I go about sales. Listen, inform, guide, execute. So, Elias, I don’t think I’ve ever told you this, but thank you.”

Finally, he named Frankie Mark of 12 Volt Marketing, who introduced Apicella to a lot of people at his very first KnowledgeFest: “He continues to provide support, knowledge and insight in business and everyday life.”

As store manager of Speakerbox, Alex Stowe said she feels her biggest strength is the ability to multitask. Stowe has been in the industry for 15 years. It took her years, she said, to understand that “I cannot please everyone,” adding, “I believe in overcoming the notion that the customer is always right.” She explained that, often, “our hearts are tied to our customers and how their experience affects us in the sales field.”

Striving for perfection can affect a salesperson emotionally, she said, noting, “This can affect your work, make you question your abilities, or leave you feeling like you weren’t good enough for them. Our job is to make their experience the best possible. We do not get a second chance to make a first impression.”

She recalled an experience with a previous customer, from which she learned to adopt a mindset to only provide simple facts to clients: “I had a customer whose vehicle had mechanical failure, not due to us. I provided this client with entirely too many details which turned into a city-wide game of he said / she said,” she explained. “I also chose to build a personal relationship with a lot of the dealers and mechanical shops around town, so that now we all work together in getting accurate facts to our clients.”

Stowe said she sees herself growing and exceeding her goals. “I plan one year at time and discipline myself to top that goal,” she said. “The next year, I set my bar higher and strive toward killing it. Knowledge is power and ever-evolving from year to year. If I fail, I pick myself back up, ask what I could’ve done different and catch up.”

Alex Stowe SPEAKERBOX Huntsville, Ala.

Yamil Widy TRAFFIC JAMS MOTORSPORTS Buford, Ga.

Dan Bowman TITAN MOTORING Nashville, Tenn.

As a client specialist at Titan Motoring, Dan Bowman feels he is best at product application. He has been in the industry for almost 25 years. Over the years, he’s learned not to work himself to exhaustion, he said, adding, “It causes health problems and damages relationships. For what? It’s not worth it. There’s no glory in working yourself to death.”

Bowman said he was fortunate to grow in his career around others who’ve had so much experience—even those relatively unknown to the industry who “delivered cutting-edge installations day in and day out,” he noted. “[I’ve learned] in a shop where quality of workmanship is paramount, and we had 84 zip codes we serviced to show for it.”

He feels most inspired by Matt Figliola at Ai Design. “Being from the northeast, we would hear about this shop doing things few others attempted while cruising under the radar,” he said. “Imagine the ability to indulge in a relentless pursuit of perfection backed by clientele with the budget and time to back it up.”

Bowman added that in the coming years, he intends to continue his growth in the automotive aftermarket.

Currently the store manager of Mobile Sound Systems, Justin Red hopes to one day own or co-own his own business. He has been in the industry for 14 years. He is most inspired by Jorge Grijalva, Nick Williams, Paul Rivera, Phil Cantu, Jayson Conner and Shawn Malins. “They helped me grow and always help teach me things,” he said. “They have all been a big part of my career. They showed me that if you put your mind to it, you can achieve anything.”

The person who has most influenced him, he said, is Nick Williams, who has been working at Mobile Sound Systems for over 20 years. Red noted that he admires him because he “fought many battles and worked his way up to owning the company. He’s shown that you can get what you want if you’re willing to work hard and put in the time.”

Red said he learned from Williams that “we have to continue to adapt and change in order to grow.”

He looked back at a mistake he made as a technician while pulling a large truck into the bay. The truck hit the wall, “and I put a very nice crease in the back door of the truck.”

Outside of work, Red said he enjoys “spending time with my kiddo, listening to music or shooting pool.”

Installation Manager Aims to Support UP-AND-COMING TECHNICIANS

WORDS BY LAURA KEMMERER

Like so many others in the mobile electronics industry, Angel Rivera, the installation manager for Laketown Speed and Sound, in Draper, Utah, knows the importance of giving back. Rivera was among the Top 50 Installers in 2022. He was also among the Top 5 for Rookie of the Year. This year, Rivera was named an alternate in the list of Top 12 Installers.

“Before my career in mobile electronics, I was a sergeant in the United States Marine Corps and served nine honorable years. I’ve been in the mobile electronics Industry for over 22 years and employed at Laketown Speed and Sound for 18 years,” Rivera said.

Rivera has an ongoing interest in helping young technicians find their place in the mobile electronics industry, providing support and educational opportunities whenever he can.

“Find others in the industry who are where you want to be, and try to learn about what got them there,” he advised. “More importantly, put these traits into practice. I, after all these years, still do this daily. I still have folks I look up to and I continually try to learn new skills to get me closer to their level.”

Rivera also emphasized the importance of building a career, rather than just chasing a paycheck. “People find themselves 10 or even 15 years into their

career, bouncing around shops in town,” he said. “At times [they might] even find themselves after all these years back at the same shop where they started.”

Building on that solid foundation, Rivera also suggested focusing on developing a specific skillset. He emphasized the importance of sharing knowledge. “Joining industry-specific Facebook groups is a great way to gain knowledge from other professionals,” he added. “If it’s available to you, attending events like KnowledgeFest is another great resource.”

Rivera said young technicians should also work toward MECP certification, as a way for up-and-coming talent to get a handle on the basics. Additionally, he noted the importance of getting techs more involved in the 12-volt industry.

“I truly believe this is where we need to focus,” he said, adding, “In this ever-changing age of technology and our industry, it will be more difficult to get qualified young prospects who are willing to learn and put in the effort that it takes to be at the level needed to continue to do this work.”

WHO’S WHO?

DAVE KOZ

• Shop: Titan Motoring

• Location: Nashville, Tenn.

• Years of Industry Experience: 17

• Hobbies: “Photography and exploring nature.”

• What You’re Really Good At: “Fabrication.”

CONRAD LEDUC

• Shop: Sudbury Car Audio

• Location: Ontario, Canada

• Years of Industry Experience: 9

• Hobbies: “My family is always busy with extracurricular activities for our two children who are in gymnastics, swimming lessons, karate, piano classes, soccer and baseball. I spend time with family on the weekends when the shop is closed. In the summer, I play on two softball teams, mixed and men’s leagues. In the fall, I enjoy grouse hunting and in the winter I enjoy time in the garage working on my ’64 Ford Galaxie, watching the hockey games on TV or playing pinball on my very own machine.”

• What You’re Really Good At: “My eagerness to learn and grow is what feeds the entire shop. It has always been my nature to learn and grow my skills as much as possible.”

NEXT-GEN TECH

Experience incredible music detail with Hi-Res Audio Playback on the Next-Gen Alpine Halo Displays

SNAZZY MAKE IT

Retailers talk products that add to alreadyimpressive designs, providing high output and performance for great price points.

MEMPHIS PRXE12D1 POWER REFERENCE LOADED ENCLOSURES

SUBMITTED BY:

David Holden, Soundworx, Summerville, SC

MAIN SELLING FEA

TURES:

“With this loaded enclo sure, the price point and quality can’t beat.”

PRIMARY OBJECTION:

Price

HOW TO OVERCOME:

“These sell themselves, considering [how they compare] to what other companies offer at this price point.”

METRA ELECTRONICS HEISE HE-BCF32PK 3-INCH CUBE FLOOD LIGHTS

MAIN SELLING FEATURES:

“This is an incredibly good-looking light cube, with surprising output. We use them any time we have a client looking to add auxil-

PRIMARY OBJECTION: Size / color / style

HOW TO OVERCOME:

“Many of our clients are initially hesitant about these cubes, simply because they are only three inches. We show them our display and our videos of personal vehicles in which we’ve installed them, showing them the real life benefits.”

THE MESH MAN SPKR-PLT/GRLL ACRYLIC SPEAKER MOUNTING PLATES WITH MAGNETICALLY ATTACHED GRILLES

SUBMITTED BY:

John Brettle, The Mesh Man LLC, Centerville, Utah

MAIN SELLING FEATURES:

“My clients really appreciate my response time as most of my sales are made via emails, texts and Messenger. I feel they like my approach to the customization that I offer so they know they are getting something specifically for them and their vehicle.

PRIMARY OBJECTION: Price.

HOW TO OVERCOME:

“Once I have presented the drawings to the client and calculate the time and materials and give them a price, some have said the price seemed high. So I simply give them a full breakdown of everything involved and when doing that, I have an 88 percent close rate.”

MTI ACOUSTICS ENCLOSURES

MAIN SELLING FEATURES:

“These are vehicle-specific subwoofer enclosures. Customers like the bass output and design. The fit and finish is amazing.”

PRIMARY OBJECTION: Size / color / style

HOW TO OVERCOME:

“Once customers hear this enclosure, they have no objections.”

FOUNDATIONAL EFFICIENCY

all-encompassing design that seeks to market the business as a “one-stop shop.” Devine said it was an important move “because, mentally, our customers don’t live in our world. They don’t know they’ll go to a car stereo shop to get [rear parking sensors],” he explained, adding, “They’ll go to a mechanic or a dealership first.”

You’re running a business and your job is to make sure your employees have jobs to pay their rent and support their families. Your job is to keep that schedule full.”

WORDS BY

Just about everyone has heard the phrase, “Insanity is doing the same thing over and over and expecting a different result.” Adam Devine of Devine Concepts Automotive Design in Naples, Fla. cited this quote during his presentation at KnowledgeFest Dallas this past August. The class focused on “Transitioning From Insanity to Efficiency,” and discussed ideas, ways and means to minimize waste and save time.

Recently, Devine Concepts changed its logo from the image of a speaker to a more

In this way, efficiency comes down to the very image a business projects: How do potential clients view the business? What do they understand—or not understand—about its offerings? Moving on, Devine pointed out a few major ways that businesses can save time and increase efficiency, through improving troubleshooting and diagnostics, to scheduling, planning, delegating and more.

CONSIDER THE SPACE AND BUILD A BLUEPRINT FOR CHANGE

Everything needs to start with a plan, he said, adding, “If you don’t have a plan, how do you expect anything to change?

Efficiency, he said, is the ability to achieve a goal with little to no wasted effort or energy. It applies to everything, even small things: Devine noted that if he finds zip ties accidentally dropped on the floor, he’ll pick them up and put them away instead of sweeping them into the trash. In this case, efficiency is “getting the most out of your resources,” he said, adding, “The business is able to produce more with less money and less waste.” These concepts apply to everyone, not just a business owner. “You have to streamline everything.”

Devine challenged attendees to consider how they utilize space. He referenced his “brag wall,” positioned behind the desk where he handles consultations with clients. On this wall, Devine displays any awards or accolades. “It’s the best

From organizational strategies to diagnostics to company-wide processes and procedures, increasing efficiency is a skill in itself.

ROSA SOPHIA

form of advertising you can do without opening your mouth,” he said. “While you’re looking up parts, they’re looking behind you at your trophies. I would rather they see that than just stumble across a Facebook ad.”

Audience members spoke up, stating clutter and disorganization as issues in their businesses. Devine indicated simple ideas for decluttering and improving the utilization of space. “Create processes that assist in efficiency. Focus on cleanliness. If it has a flat surface in my shop, it has to be clean and organized.”

To decide where everything should go, Devine said he created a blueprint of his shop space. He suggested beginning with the layout, and envisioning a technician installing a pair of speakers. “Where are their tools in correlation to the car? Is everything within reach? If it’s not, put it there. It’s an easy thing to change the organization and layout of the shop to make it more efficient.”

He said he also gives clients a tour of the bay. The cleanliness and organization inspires trust. “They’ll have the confidence to trust you right off the bat. When we think of efficiency, we’re only thinking of that day. Consider how it compounds throughout the year. If you save 30 seconds in a day, how does that add up throughout the year? Small changes can make a big impact because you’re thinking strategically. Without a plan, you can’t progress.”

Devine said he also labels and color-codes storage. “If I have backstock of a particular product, it has a green dot on [the storage bin], so I know I can refill it. If not, I need to order it.” He also stores a wide variety of fuses so he doesn’t have to waste time going out to buy one. Also, he added, “The car doesn’t leave the bay until all the tools are put away. You’re set up for the next job that comes into the bay—clean and organized. You already know where everything is.”

Beyond the bay, the showroom should be clean and displays should be functional, he said. He also noted that he doesn’t display prices. Not only do prices change frequently, but Devine said, “Don’t be a fact tag reader. Customers can do that themselves.”

Salespeople should think of themselves as the “smart friend” who can explain the product, demonstrate it and guide the customer. If the customer knows more than the salesperson, he said, “You won’t gain their trust.”

Additionally, he advised retailers to avoid stacking product in the showroom. If there’s no space or back room for storage, “Get creative,” he said. “Find a solution. A clean showroom will put this into their minds: If your business is clean, you’ll take good care of their vehicle.”

IMPROVE DIAGNOSTIC SKILLS TO INCREASE EFFICIENCY

According to Devine, one of the biggest things technicians can aim to

improve are their troubleshooting and diagnostic skills. The quicker an issue can be diagnosed, the faster the shop can make its money.

“When it comes to installation knowledge, how firm are your techs?” he said. “Are they in the MECP program?” Devine recalled his earlier years working at Best Buy, which he said was an early advocate of MECP certification.

Understanding these concepts, he added, will increase a technician’s efficiency. “If we install an amp, we run a power wire. But why? Do you understand the architecture of what you’re doing? If something goes wrong, do you know where to meter and troubleshoot to fix it fast? That’s where people are lacking in efficiency.”

Devine said that although he’s one of about 10 honorary experts with the MECP program and is no longer expected to take the test, “I still will. Education is important to me. The better you are in understanding the architecture of the vehicle, the more efficient you’ll be. If you’re troubleshooting for four hours when someone who has more of an education does this in 20 minutes, what does that say to the customer?”

However, he noted, when it comes to some issues, it makes sense to reach out for help. While Devine was learning upholstery, a client requested a diamond-stitch headliner. Unsure how to proceed, he reached out to Dave Koz for help, who provided suggestions that saved him hours. “For me, networking is a huge part of these events. You have peers all over the country, and these are people you can reach out to for help. A lot of the people who come here are dedicated to the industry. It’s a one team, one dream mentality. There’s also plenty of stuff you just have to troubleshoot yourself,” he added, as part of the learning process. “We’ve all been there: We troubleshoot something for three hours. We figure it out. You’re never going to forget it, now.”

Business owners should also learn to delegate tasks if they haven’t done so already. “If I’m doing the job [my team] should be doing, what are they doing? Don’t be afraid to delegate,” he said, but always make sure to delegate the task to the right person.

Continued education and improving diagnostic skills, Devine said, ensures technicians understand “the architecture of the vehicle,” which will increase their efficiency on the job.

Implementing Creative Storage

Upholstery can be difficult to store, according to Devine. “I wanted to take the stuff I use the most and keep it by the sewing machine. I found an idea on Pinterest using eye hooks, carabiners, chain and metal pipes. Depending on the size of the roll, I can move it up and down on the tier. The chains keep it free-floating so if it’s a big roll, it doesn’t matter. This is part of an assembly-line process. I made my spool racks, threaded rod and conduit hangers. Now all the wire is right where I need it. I keep pre-cut heat shrink in these bins, so I have pre-cut, ready to go. It saves time. It’s another task you could delegate to your entry-level employee.”

For example, “if Johnny is replacing speakers on the display board, is he your most tech-savvy employee?” Devine asked. “If he’s not, he’s probably the wrong person because it’ll take more time.” Choosing the right person for the job, he added, will increase efficiency.

APPLY SMALL CHANGES TO MAKE LIFE EASIER

Until recently, Devine worked mostly by himself as a sole proprietor, so proper scheduling was especially important.

“I couldn’t schedule more than one or two jobs a day. I didn’t know how long it would take me, because I would get interrupted by the phone or by people coming in,” he explained. “Don’t get upset when someone interrupts you coming into the shop. That’s your next week’s job.”

Some scheduling tools include Shop Monkey, 12v.Biz and scheduling software available through Mobile Electronics Association’s TSS software. Devine recently began using Shop Monkey:

“When a client calls and an employee answers, they go to my website and fill in the contact form for the customer. Once they submit the work request form, it goes into Shop Monkey, pending an estimate.”

While working by himself, Devine said he needed a way to keep an eye on things, so he installed a television in the bay with a camera in the showroom. “If I see it’s someone from UPS who’s come in, I’m not going to crawl out from what I’m doing. That’s saved me time,” he said, noting that it doesn’t require a large investment. A simple tablet or a $30 camera will accomplish the same goal. With a MicroSD

card, Devine also has the ability to review the footage, should he ever need to.

He also advised speaking one-on-one with employees and doing reviews. “A lot of small retailers miss this. Have sit-downs with your team.” He emphasized the importance of coaching, teaching, training and development. “If they’re happy with being a full-time tech and don’t want to advance, that’s cool. But do you know that? You won’t know unless you sit down and talk to them.” Ask them about their aspirations, he said. “Are you happy? Where do you want to be in two years?”

Today, at last, he noted he has two new employees. One of them worked as a barber before coming to Devine Concepts. “It’s time to make techs,” Devine said. “Look at other professions or trades. Construction workers can use hand tools, a drill. Would they rather be on a construction site, or in a nice air-conditioned bay?” He stressed that business owners should be thinking outside the box if they’re having difficulty finding employees.

“Go to local car shows. They’re interested in cars. Do the same thing you’re doing at KnowledgeFest and network.” Devine encouraged listeners to ask people what they do, and if they say they are interested but have no experience, ask if they’re willing to learn. “Maybe you found your next tech.”

Finally, he reminded everyone in attendance that “not even a Class D amplifier is 100 percent efficient.” At best, he said, “It’s 90 to 95 percent.” If you strive for efficiency, though, “you’ll see a better return on your investment.”

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Access Code: MEA2022

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Connect2Car is a series of panel discussions taking place at CES with leading experts both in and out of the automotive industry. It’s designed to help the automotive community examine the technological and business challenges in creating a connected, safe and intelligent mode of transportation. These discussions take place at several different forums throughout the year to allow both public outreach and sharing of perspective, designed to engage conversation at the executive level. At the most recent event, an excellent group of forward-thinking indviduals shared their vision of the future.

Why Connect2Car?

In the 70s, 80s and 90s, the automotive industry struggled with the integration of mechanical and electrical systems within a vehicle. Additionally, the aftermarket struggled to update consumer electronics in vehicles with very little if any assistance from the automakers. The convergence of consumer electronics and the automobile presented challenges for both the OEM and the aftermarket when attempting to keep the vehicle up-to-date with the latest technologies. Connect2Car was developed to bring together leading experts from both sides of the industry to solve these integration problems.

With the development of ECUs, the advancement of chip design in the 2000s and the proliferation of software and services, the automobile has become the most sophisticated electronic device ever made with well over 100 million lines of code. With these advancements, the automotive engineering community is now facing the new challenge of how to integrate all these electronic advancements at a system level and keep them updated over the lifecycle of the automobile.

Connect2Car@CES 2023

Vehicles are no longer just defined by their make and model, but by their safety,

HMI and propulsion platforms. Each year, vehicles become more integrated with consumer electronics. These highly connected and intelligent systems have altered how consumers shop for vehicles. Consumer electronics are now a critical factor in the buying decision for consumers. To meet these requirements, OEMs are looking to collaborative business models featuring integrated technology from multiple sources (including the aftermarket) to meet customer expectations.

For over 23 years, the thought leadership of the Mobile Electronics Association (MEA), the Society of Automotive Engineers (SAE), Automotive Aftermarket Suppliers

Twenty-three years of vehicle technology leaders share their vision for the future.

WORDS BY CHRIS COOK

Association (AASA) and The Connected Vehicle Systems Alliance (COVESA) come together to develop the longest running transportation symposium, Connect2Car@CES. Each year, critical business and subject matter experts are featured in a series of discussions on electrification, connectivity, safety and intelligent transportation systems. Each discussion provides examples of technology integration and effective business models, examines system engineering roadblocks and challenges, and looks at how to effectively deploy new vehicles.

Connect2Car with a Purpose

With a current of innovation pulsing throughout the world’s largest gathering of consumer technology, CES 2023 provided an ideal setting for exploring what’s next in connected mobility. The Mobile Electronics Association and partners produced Connect2Car@CES with six compelling and cutting-edge sessions. They were presented at CES on Thursday, January 5, 2023 in partnership with SAE International, COVESA (formally GENIVI), and AASA with a program that touched on key areas of connected-vehicle technology, including:

• Connected Vehicle Intel Report

• Anatomy of Autonomy

• Electrifying the Future

• Going to the Gemba: Faster. Smarter. Cooler.

• Digital Disruptors

• Changing the Channel

Connect2Car@CES—now the longest-running vehicle technology session at CES—provided market insights for leaders at all levels in the automotive electronics market space. Attendees heard new ideas, exchanged perspectives and interacted with senior engineers, program managers, technologists from startups, established technology players, aftermarket suppliers and pure technology enthusiasts who all now regularly convene at CES.

Connect2Car: An Electrifying Future of Autonomous Mobility

Welcome to the future of mobility, connectivity and autonomy. Today’s global automotive ecosystem is now defined through a series of collaborations between integrated technology from multiple sources. This requires collaborative business models between organizations and

industries to ensure all voices are in harmony to meet customer expectations.

This year’s event covered important and thought-provoking topics.

First up was the “Connected Vehicle Intel Report” presented by Steve Greenfield, CEO and founder of Automotive Ventures. The session focused on the future of connected vehicles as revealed by a leading mobility research expert. Greenfield focused on where future investment in mobility will be placed, as well as on the latest trends in mobility as it relates to the Connected Car.

The second session was appropriately titled “The Anatomy of Autonomy” and was moderated by Nat Beuse, VP of Safety for Aurora. Presenters for the panel were Luis Dussan, Founder and CTO at AEye; Ziv Binyamini, CEO and Co-founder of Foretellix; and Madison White, Product Director Software Architectures of Ford Motor Company. This panel revealed predictions for the future of autonomous vehicles, defining the future of mobility with a dynamic discussion that revealed the next great leap for transportation.

Session three, “Electrifying the Future,” was moderated by myself, Conenct2Car founder and MEA president, Chris Cook. Joining the session were Matt Jones, Head of Global Technology for Ford Motor Company; Chris Moyer, VP and Chief Technology Officer at Exelon; Trevor Pawl, Chief Mobility Officer at State of Michigan; and Adam Woolway, Head of EV of Parkopedia.

The focus for this session was a dynamic discussion of the challenges and

opportunities related to the Internal Combustion Engine (ICE) to Electric Vehicle (EV) transition. They offered a unique view of the landscape of current EV players, with predictors for what’s to come. All indicators revealed that production costs, battery life, software development and legislative change are converging, giving consumers more choice. The discussion revolved around how consumers will react and why.

Session four, “Going to the Gemba: Faster. Smarter. Cooler,” was moderated John Waraniak, CEO of Have Blue, with presentations from Courtney Ehrlichman, Head of Strategy, Panasonic Smart Mobility; Paul Mitchell, IAC President and CEO of Energy Systems Network; and Dr. Rob Prucka, Professor of Automotive Engineering at Clemson University, CU-ICAR. This session included frontline leaders of connected, automated and electrified automobility that are using racing and performance to solve problems, demonstrate technology and inspire the next generation of STEM and STEAM leaders around world. The topics included the Indy Autonomous Challenge, Extreme E Racing and King of the Hammers competitions and solutions accelerating real-world Automobility 5.0 applications.

Session five, “Digital Disruptors,” was again moderated again by myself. Presenters for this session were Maya Pindeus,

CEO and Co-Founder at Humanising Autonomy; Monika Minarcin, Ecosystem Development Director at Accenture; Joe Scalisi, Founder and President, CIO of Dark Star Vision; and Guru Sankararaman, Co-Founder, CFO and SVP of Operations at Tekion.

The discussion revolved around what could change the connected car space in the future. They explored the diversity of Artificial Intelligence (AI) and Machine Learning (ML) applications and attempted to help the audience understand how disruption develops a better class of transportation.

And the last session of the day was “Changing the Channel,” moderated by Steve Greenfield. The presenters were Amira Aly, Director of Global Financial Services of Lucid Motors; Mackenzie Baines, Product Director of Cox Automotive

Mobility; and George Hines, Chief Innovation and Technology Officer at Lithia and Driveway. The session provided a preview of the ever-changing model for vehicle purchasing and technology and what specifically is driving these changes. These thought leaders presented the freshly paved road toward a new landscape for vehicle sales, delivery and service. Their insights assisted the audience with envisioning the bright future of vehicle purchasing and ownership to come.

Connect2Car@CES has become a staple for revealing the future of vehicle technology in all areas.

After 23 years of Connect2Car, I can truly say that I look forward to hearing what the next great advancement will bring a greater level of mobility to humanity.

For more information about Connect2Car, please visit Connect2Car.org.

MECP GET CERTIFIED

MECP GET CERTIFIED

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Now completely online! Visit mecp.com to start your certification course.

Completely new learning and certification website you can access from any device with an Internet connection. Your progress is always saved online so you can resume your course, or take your exam, from anywhere.

Completely new learning and certification website you can access from any device with an Internet connection. Your progress is always saved online so you can resume your course, or take your exam, from anywhere.

Learn at your own pace, on your own schedule.

Manage your MECP Profile online, and use the “Portable ID” for easy proof of certification.

Learn at your own pace, on your own schedule. Manage your MECP Profile online, and use the “Portable ID” for easy proof of certification.

MECP installation technician certification will prepare you with the proper knowledge and procedures to install products safely and correctly.

Get your MECP Product Technology Specialist certification to be better prepared to answer your client’s questions, and to sell new technology and car modifications more effectively.

CHECK YOUR CERTIFICATION STATUS AT MECP.COM/VERIFICATION CONTACT US AT MECP@MECP.COM

The Mobile Electronics Certified Professional (MECP) program is the only internationally recognized program of its kind.

The Mobile Electronics Certified Professional (MECP) program is the only internationally recognized program of its kind.

BIG, BAD AND LOUD!

SUBMITTED BY BRIAN KLEINSMITH, AMP CUSTOMS, POCATELLO, IDAHO

The history of this unique 1988 Nissan hardbody minitruck is just as interesting as its build design: According to Brian Kleinsmith of AMP Customs, Robert Baden was the original builder in 1988. The truck was rebuilt and repainted numerous times over the years. MTX supplied all the products for the initial build, entering it as a feature vehicle in the 1993 IASCA World Finals. Later the same year, it headed to Daytona “with the bed open on the beach” during Spring Break Nationals. The truck has been featured in multiple print magazines, including Slam Jamming Trucking in 1992.

After going to its second owner, the truck spent over 10 years in Maryland. Kleinsmith said he came across it one day in 2019 while looking at online advertisements. “I called on a weekend. We’d just barely opened AMP. I relayed my passion for the industry. A few conversations later, we worked up a trade deal. He wanted to see the truck live in the

This award-winning 1988 Nissan minitruck has made its way to AMP Customs, where it serves as a major conversation piece to attract clients.

industry,” he explained, adding that he got the vehicle in exchange for a 1991 Camaro RS. “I sent him pictures of it. He said, ‘Come pick up your truck.’”

After it came to AMP Customs, Kleinsmith said the team went through the entire bed and redid all the wiring, installing entirely Memphis Car Audio products. “We installed Memphis Car Audio Power Reference 12s—12 of them. We did four pair of the Memphis Power Reference coaxial speakers and pod speakers; Memphis ViV amplifiers, 2,200 watt and 500-watt, with Digital Designs 150-amp power supply, times two, so we can plug it in and run it all day with 300 amps of current.”

The truck has its own following, according to Kleinsmith, who said acquiring the vehicle went a long way to drawing attention to AMP Customs. “When I got it, I started getting messages from people asking about it. It draws a lot of people into the shop,” he said. “It was one of the things that first got AMP noticed.”

People will often stop just to see the truck. One day, a family stopped by and told Kleinsmith it was their child’s birthday. “They asked if we could play the system for him. I got his name, announced ‘happy birthday’ and played his favorite song. The kid will remember that forever.” And, who knows, he added—“It could even get him involved in the industry. You don’t see things like that all the time.”

To be able to offer such an experience, he noted, “Brings back the passion.”

FROM THE PRESIDENT

RIGHT TO REPAIR NEEDS YOUR VOICE

vehicle is in jeopardy.

It’s understood that automakers need to secure their systems for delivery of vehicle updates. However, few provide updates for in-demand consumer electronics technologies in the aftermarket after the vehicle is delivered. Also, auto dealers are well known by consumers for charging more than a comparable aftermarket repair shop, stating they are the only ones trained and authorized to repair and upgrade, thereby removing customer choice from the equation.

This is not free trade. This is at the heart of the issue.

HERE ARE THE DETAILS

What Ford and others are doing is in direct violation of the Right-to-Repair Act that was passed (twice) in Massachusetts. The Auto Alliance continues to fight to block the latest law that was passed with a 74.97 percent YES vote at the polls in November of 2020. The vote and subsequent law passed supported requiring manufacturers that sell vehicles with telematics systems in Massachusetts to equip them with a standardized open data platform beginning with model year 2022 that vehicle owners and independent repair facilities may access to retrieve mechanical data and run diagnostics through a mobile-based application.

The Massachusetts Right-to-Repair Act (as passed) guarantees every car owner the right to have their vehicle serviced at the repair facility

FURTHER REFERENCES TO REVIEW

of their choice. It allows the repairer of choice access to vehicle repair and maintenance data. It also promotes transparency and consumer rights while preserving the cybersecurity of the vehicle and its data.

In my opinion, automakers continue to seek to remove this right using cybersecurity as their new de facto defense.

NTSB CYBERSECURITY BEST PRACTICES (SEPTEMBER 2022)

I recommend reviewing Section Six (6), “Aftermarket/User-Owned Devices,” in the NTSB Cybersecurity Best Practices, which was published September 2022.

• You can find it here: www.nhtsa.gov/ sites/nhtsa.gov/files/2022-09/ cybersecurity-best-practices-safetymodern-vehicles-2022-tag.pdf

The intent is to have the automaker provide provisions for consumer-added aftermarket devices. In addition to that, aftermarket device manufacturers are tasked with employing strong cybersecurity protections on their products.

As this is a regulatory document from NTSB, in my opinion, we should discuss how we, as an industry, can seek to influence the outcome of any regulatory act that would cause harm not only to the aftermarket, but also to consumers, by inhibiting free choice—and thus free trade of goods and services.

Here are some additional resources you may wish to peruse.

• Mass. Law implementation was to be decided July 2, 2022 and is still pending. You can read about it here: www.aftermarketnews.com/massachusetts-right-to-repair-case-postponed-again

• MA R2R Contested status: www.repairerdrivennews.com/2022/10/11/

aai-ag-provide-differing-interpretations-of-terms-in-massachusetts-contested-right-to-repair-law

• September 15, 2022 Update: www.jdsupra.com/legalnews/massachusetts-right-to-repaircase-4305057

• Finally, here is a copy of the lawsuit filed by the Alliance for Automotive Innovation: www.repairerdrivennews.com/wp-content/uploads/2022/01/auto-innovators-v-healey20201120-complaint1.pdf

The ability of the aftermarket to repair and upgrade the

The Massachusetts Right-to-Repair Act (as passed) guarantees every car owner the right to have their vehicle serviced at the repair facility of their choice.

In my opinion, automakers continue to seek to remove this right using cybersecurity as their new de facto defense.”