July 2024 me-mag.com
CUSTOMER CARE COMES FIRST
DRAWING INSIGHT FROM A BACKGROUND IN REAL ESTATE, SALES PRO OF THE YEAR YAMIL WIDY PRIORITIZES PROCESSES AND PROCEDURES.
Dave Wall and John Schwartz discuss inventory management best practices.
+ WHAT YOU GOT?
INSTALLS
Metra Electronics demonstrated its line of lighting products on the show floor last year in Jonathon Brothers’ 2023 Ford Bronco.
FEATURES
12// What’s Happening: The Next Step Attendees at KnowledgeFest Atlantic City share experiences and challenges.
18// Sales Pro of the Year: All in a Row
Sales Pro of the Year Yamil Widy prioritizes organization and procedures as a foundation to sales.
32// On the Show Floor: KnowledgeFest in Atlantic City
The industry headed to Atlantic City in June, where educational opportunies were announced and new brands revealed.
44// Model Mentor: Cycle of Growth
Shaped by his mentors, Adam Devine hopes to give back through teaching, training and contributing to MECP as a subject matter expert.
50// Strategy and Tactics: Understanding Inventory Management
At KnowledgeFest Nashville, Dave Wall and John Schwartz led a conversation on managing inventory to maximize profit.
ARTICLES
Yamil Widy, owner of Traffic Jams Motorsports in Buford, Ga., grew up in
estate. The
processes and procedures he learned through selling homes helped inform his
in car audio. Today, he and his wife, Rosie, continue to be involved in both fields.
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EDITOR’SFORUMROSASOPHIA• MANAGING EDITOR
WHAT’D I MISS?
There’s always something new to learn—even when we think we’ve done it all.
When I was a student at Florida International University, one of my classmates had a cardboard cutout of herself. We’ve all made the joke, “If only I had a clone, I could do everything!”
We may not be able to attend every single event or class, but it’s important to consider which ones are most essential.
What skillset would you like to improve upon? Might you gain insight from other industry professionals regarding a challenge you’re facing?
Every time I attend KnowledgeFest, I meet people who’ve chosen not to go to classes. Although they network on the show floor—a very valuable aspect of any trade event— they don’t venture into education sessions. If this is you, it’s time to reconsider.
LEARN SOMETHING NEW EVERY DAY
In this month’s Model Mentor feature, Adam Devine of Devine Concepts Automotive Design in Naples, Fla. urges industry professionals to attend training events and get out of their comfort zones. Besides continued education, such events give attendees an opportunity to give back, to become available to a younger generation. Industry connections and friendships may even lead to a mentor-mentee relationship.
Even when a class or training course seems like the same old thing, we can still learn something new— or even offer a piece of advice to someone else. “ ”
To build anything in life, we need a solid foundation. In this month’s Sales Pro of the Year feature, Yamil Widy of Traffic Jams
Motorsports in Buford, Ga. stresses the importance of creating checklists and staying organized. “If you don’t learn something new every day,” he says, “you just wasted a day in your life.” Even when we think we know it all, or even when a class or training course seems like the same old thing, we can still learn something new—or even offer a piece of advice to someone else.
WHEN IT COMES TO TRAINING COURSES, THE RETURN ON YOUR INVESTMENT IS WORTH IT
If you attend KnowledgeFest, then it’s likely we’ve met. You’ve seen me photographing the show floor, interviewing attendees and popping into education sessions. Though I missed Atlantic City, I hope you all had a rewarding time. Reach out. Find other training opportunities throughout the industry, and make sure you go! You’re probably swamped at work. Maybe you’ve asked yourself how you can even manage to travel to a show or a training event. Maybe you’ve joked about making a clone of yourself, or sending along a cardboard cutout. But just remember: The return on your investment will be worth it. If you’ve missed out on recent events, mark your calender for the next one. I hope to see you there.
TURNING MISTAKES INTO OPPORTUNITIES
Industry professionals share what they’ve learned over the years and how they transformed blunders into wins.
“In the past, I thought I had to close every deal that came through the door, regardless of the job and margins. Definitely losing that ‘some money is better than no money’ mentality helped me scale the business and produce results.”
- Jesh Jesty, Sound Evolution, Houston, Texas
“When I went through the awards process, it gave me a chance to take a good hard look at my work practices and determine where I needed to improve, and I addressed those issues. It forced me look at how I conducted myself on a daily basis whether at work with co-workers or on social
media, and I asked myself if I was being an asset to those around me. It also gave me the opportunity to meet a lot of other people within the industry with a likeminded passion and determination to improve.”
- Marty Adamschek, Andres Electronic Experts, Courtenay, BC
“When I first started installing, I took the word of the individuals training me that some things couldn’t be done and some cars couldn’t be touched without the car self-destructing. I learned to obtain the knowledge to know better.”
- Nicholas Frazier, iNNovative Concepts, Wilbraham, Mass.
94 locations serving you nationwide and into Canada.
■ Family owned and operated
■ Personalized service
■ FREE online ordering
■ Toll free phone lines
■ Spanish bilingual call center
■ Full service IT staff to manage networks, infrastructure, phones, data and security
■ Over 900 product lines
■ Over 3 million sq. ft. of warehouse space
■ Company owned fleet
■ 500+ trucks serve 48 states direct
■ 12 distribution centers
Mobile Electronics Industry Retail Sales Report
Industry Retail Sales Report
The Mobile Electronics Association reports specialty retailer performance for the second quarter of 2024 as compared to 2023. Here are the findings.
SECOND QUARTER (Q2) 2024 VS. 2023
FIRST QUARTER (Q1) 2024 VS. 2023
2024 VS. 2023 BY MONTH FIRST HALF 2024 VS. 2023
Key Observations
• The average dollars per location have decreased 13% from first half of 2024 as compared to the first half of 2023.
• The number of transactions per location has decreased 12% from the first half of 2024 as compared to the first half of 2023.
• The first six (6) mont hs of the year saw decreases year over year every month.
WHAT TO VISIT
The Grammy Museum
WWW.GRAMMYMUSEUM.ORG
Hip-Hop is having a moment as it celebrates its 50th anniversary. As you all know, hip-hop and car culture have long gone hand-in-hand. Go back to when originators like DJ Kool Herc famously rolled through the Bronx in the 1970s in a convertible Lincoln Town Car with monster speakers in back. Marking the hip-hop milestone, The Grammy Museum has an exciting exhibit spread out over 5,000 square feet—Hip-Hop America: The Mixtape Exhibit. The display explores the profound impact and influence of hip-hop culture and delves deep into its world through expansive exhibits on hip-hop music, dance, graffiti, fashion, business, activism and history. Check out artifacts including Notorious B.I.G.’s iconic red leather pea jacket, LL Cool J’s red Kangol bucket hat, Slick Rick’s rose gold eye patch, bejeweled crown, and handwritten lyrics for “Children’s Story,” and more. Additionally, the exhibit features a one-of-a-kind Sonic Playground, featuring five interactive stations that invite visitors of all ages to unleash their creativity through DJing, rapping and sampling. The exhibit runs through Sept. 4, 2024.
WHAT TO WATCH
Last Chance Garage
GO.DISCOVERY.COM/SHOW/ LAST-CHANCE-GARAGE-MOTORTREND-ATVE-US
Recently launched, the brand-new TV series Last Chance Garage features a car with a horrifying backstory: multiple shops, years lost and tens of thousands of dollars in sunk costs. On the flip side, you’ll see the customer and learn about their unique and personal connection to their car. Tony D’Antonio and his Philadelphia-area garage, D’Antonio Automotive, leads a team of skilled mechanics who undo others’ mistakes by reviving cars and reigniting the dreams of their owners. They are basically fixers—salvaging botched jobs and giving their clients hope. Airing on MotorTrend TV and MotorTrend+, the series has 10 episodes in its first season.
WHAT TO READ
Hip-Hop is History
BY QUESTLOVE AND BEN GREENMAN
In his landmark book, Questlove illuminates the creative and cultural forces that made and shaped the first half-century of hiphop. A six-time Grammy Award–winning musician, Questlove is also an Academy Award–winning filmmaker, drummer, DJ, producer, director, culinary entrepreneur, and, of course, cofounder of the Roots, and the musical director for The Tonight Show Starring Jimmy Fallon, where the Roots serves as the house band. When hip-hop first emerged in the 1970s, it wasn’t expected to become the cultural force it is today. But for a young African-American kid growing up in a musical family in Philadelphia, it was everything. Questlove takes to the pages to highlight both the forgotten but influential gems and the undeniable chart-topping hits―and weaves it all together with stories no one else knows. This is an intimate, sharply observed story of a cultural revolution and a sweeping, grand theory of the evolution of the great artistic movement of our time. Because it’s Questlove, the book is filled with encyclopedic fluency and the passion of an obsessive fan, but also the expertise and originality of an innovative participant.
WHAT TO READ
Dude, Where’s My Flying Car?: A fascinating look at the past, present and incredible future of personal mobility
BY TIM JACKSON
Anyone out there remember The Jetsons, a cartoon series on ABC that launched back in 1962 and gave a humorous look at future technologies? Everyone on the show had a flying car, and now, more than 60 years later, the time may have actually arrived for that reality for us. Get ready for a fascinating look at the past, present and future of personal mobility as author Tim Jackson, a private pilot and aviation enthusiast as well as car aficionado, details what is next in this exciting space of transportation. His book challenges us to think critically, yet optimistically, about how we travel and to consider the impacts it will have on our lives, our communities and our planet. It’s a call to action for all of us to engage in conversations about the future of personal mobility and to work to create transportation systems that are safe, efficient and accessible for all. The journey toward flying cars is bound to be an exciting one, and Jackson outlines his guide to what is ahead.
THE NEXT STEP
Attendees at KnowledgeFest Atlantic City share experiences , challenges and personal goals for growth.
WORDS BY ROSA SOPHIA
AUTO SOUND CO., INC. AIMS TO EXPAND MOTORCYCLE AND MARINE CATEGORIES, INCREASE SOCIAL MEDIA REACH
Danvers, Mass.-based Auto Sound Co., Inc. has been open since 1971 and has a team of 30 people. The company also has a location in Scarborough, Maine. Family-owned and operated, the business’s main categories are car audio, leather interiors, power sunroofs, remote start, mobile video and ADAS. Ron Needleman, Jr., vice president of the company, has been in the industry for 35 years and his specialty is sales and management.
At KnowledgeFest Atlantic City, Needleman attended trainings including
“Build Your Online Presence the Five Star Way,” “The Profit Funnel,” “Tools and Techniques for OEM Integration” and “Motorcycle Audio Training.”
Social media outreach, he said, is the biggest challenge the company is currently facing. “We took back some very helpful information [from KnowledgeFest trainings] that we’re currently implementing,” he said. In the past, Auto Sound Co. hasn’t harnessed any particular strategy when it comes to social media. “We’ve just posted here and there with no real
direction.” Now, the business is taking a course from Social Media Doctor called “Social Media Scaling Secrets,” which Needleman said is “teaching us the what, when and how of using social media.”
Auto Sound Co. also hopes to expand its offerings to include motorcycle and marine audio. “There’s always been interest in our area, but we never really prioritized it. We’re close to the ocean and many affluent towns. We’re also a JL Audio dealer, and they have the best marine audio equipment available,” he explained, adding, “The products we saw and the trainings we attended were very helpful and inspiring when it comes to breaking into this area.”
He added that the company plans to stock and display in-demand products to help attract the attention of new clients and expand these categories.
AUDIOMAX BUSINESS OWNER AIMS TO STAY FOCUSED, AVOID BURNOUT
Mike Harootunian, owner of AudioMax in Walpole, Mass., has been in the industry for 32 years. Currently, his business is a one-man operation, and he specializes in car and marine audio. Most of all, he enjoyed networking with other industry professionals at KnowledgeFest Atlantic City and attending technician track classes. His goal, he said, was to learn more about OEM integration and CAD.
“I’m not sure what new skillsets I might like to learn in the future, but I would like to advance my skillset in both digital media—building an online presence—and digital design work in the form of CAD, 3D printing and 3D machining.”
The greatest challenge he faces is time management, staying focused and making quicker work of the sales process. “Being a one-employee store, I’m pulled in many different directions,” he said. “Managing time on different aspects is crucial to completing tasks and getting out of work to spend time with my kids
or just relax to avoid burnout. I want to actually enjoy my work, not just finish a mindless list of tasks. That’s not living.”
Harootunian said he found himself impressed at the level of training available at KnowledgeFest. “Dean Beyett, who I know well, taught classes that far exceeded my expectations,” he explained. “He presented very practical information that I could immediately implement in the install bay. The Peel 3D class was something we’ve never had at KnowledgeFest before. To have a factory representative from a highly technical company there was a major benefit to attending because we were able to see the process of using the equipment they offer.”
He added that he found it valuable to be able to ask questions of those who know the hardware and software “inside and out.” Everyone he spoke to agreed the classes were top-notch, he said, adding, “It was worth the six-hour drive.”
“MANAGING TIME ON DIFFERENT ASPECTS IS CRUCIAL TO COMPLETING TASKS AND GETTING OUT OF WORK TO SPEND TIME WITH MY KIDS OR JUST RELAX TO AVOID BURNOUT. I WANT TO ACTUALLY ENJOY MY WORK, NOT JUST FINISH A MINDLESS LIST OF TASKS. THAT’S NOT LIVING.”
– Mike Harootunian, AudioMax, Walpole, Mass.
SOREAL SOUNDS GAINS INSPIRATION FROM KNOWLEDGEFEST, AIMS TO LEARN SOMETHING NEW EVERY DAY
The team at SoReal Sounds in Stoneham, Mass. is a small one, with three people including owner Steven Sanchez, who has been in the industry for 22 years. The company prides itself on customer service and audio tuning. Sanchez said he enjoyed the smaller event at Atlantic City: “It wasn’t as large as KnowledgeFest Las Vegas, and I like that.” He feels the bigger show is more chaotic and it can be harder to attend all the desired classes. In Atlantic City, he attended owner-focused classes and sales trainings, while his employees went to other sessions.
“With any event, my only goal is to come back with at least one piece of information that resonates with me and will help me advance for the better,” he said. “If I can take home just one thing, I’m happy. The Atlantic City
KnowledgeFest, along with every other show we’ve attended, gave us multiple things to help us improve.” In the
“KNOWLEDGEFEST IS ALWAYS AN INSPIRATION. WE’RE LEARNING FROM THE BEST AND SURROUNDED BY THE BEST. HOW CAN YOU NOT BE INSPIRED?”
– Steven Sanchez, SoReal Sounds, Stoneham, Mass.
what’s happening
future, Sanchez and his team hope to dig deeper into lasers, 3D printing and 3D scanning, possibly with a focus on production and manufacturing.
“We face many small challenges we’re constantly working on,” he said, adding that they work with what they’ve got. “We’re always looking for ways to improve through webinars, seminars, trainings, podcast, books and more. We never stop learning and we always try to learn something new and be at least one percent better every day.”
Currently, the shop is focused on getting its current workload up-to-date. Sanchez said they’re overbooked. “Once we get back to a normal work flow, we have many things we’d like to do, everything from enhancements to our facility, to offering new products,” he explained, adding, “KnowledgeFest is always an inspiration. We’re learning from the best and surrounded by the best. How can you not be inspired?”
ALL IN A ROW
Inspired by his real estate experience, Sales Pro of the Year Yamil Widy prioritizes customer care, organization and carefully planned procedures as a foundation to sales.
WORDS BY ROSA SOPHIA
Sales Pro of the Year
Yamil Widy has been in the industry since 1997, and he opened Traffic Jams Motorsports in Buford, Ga. in 2007. He was named Sales Pro of the Year at the Industry Awards in Las Vegas, Nev. this past February. Much of his sales experience comes from a background in real estate: While it’s a bit different, “sales is sales,” he said, crediting his store structure, processes and procedures to his experience in selling homes.
“I’ve been in real estate since 18 and I became a broker at 21. I used to own a Century 21 franchise. That’s where I got my sales experience.” Real estate runs in the family, he said, and one of Widy’s mentors is his own mother. To this day, she continues selling homes, though she works less than she used to.
“She’s very driven and organized. She never made excuses. She instilled that in me—being patient, not overbearing or
pushy. As a kid, I rode with her on weekends to show properties.” Widy recalled opening the door for his mother and turning on lights in vacant houses. He felt inspired by the way she carried herself with customers.
“She’s very elegant and well-spoken. She understands what her customers want.”
By witnessing the way his mother interacted with clients, Widy came away with an essential lesson: “You have to make sure your customer is taken care of. If you do that, everything else will fall into place.”
TIME MANAGEMENT AND STRUCTURE AS THE BASIS OF SALES
Car audio is Widy’s passion, though he continues to work in real estate. His wife, Rosie, helps him with that part of the business. There’s a very clear crossover, he explained. In either business, “you have to
make sure your contracts are correct. Time management is important because of deadlines. You have to do what you say you’re going to do.”
The very same applies to car audio, and time management is something that Traffic Jams Motorsports prides itself on. “We’re able to manage projects and understand the scope of the work, just like a contract in real estate,” he said. “We communicate with customers and present them with a car in the same way properties are sold. I learned a lot in real estate, and what I learned there, I use here in sales.”
Widy feels that many shops fail to create policies and procedures. In real estate, there’s a governing body in charge of how things are done, and policies must be followed. He endeavored to incorporate the structure of real estate sales into his car audio business: “I’m proud that we have structure. I don’t have to be in the building or on the sales floor and everything
runs well. It makes things a lot easier and there are no gray areas.”
His advice to other shops? Don’t become overwhelmed in the planning stage. “You might think you have to do this whole binder of policies and procedures right away. Mine started small and every month, every year, we add to it and it’s grown. You won’t get it all done right at the beginning.” He encouraged retailers to start with the basics—to consider
things as simple as hours of operation, shop cleanliness and advertising schedules. “As the business grows, policies and procedures will change and adapt to the growth of the business. Time is money, but in the long run it will save you money. Don’t put it on the back burner. It’ll help maintain structure and order in the business.”
Originally, Traffic Jams was just a car audio shop. Then it incorporated window
tint, PPF, upholstery, wheels and tires and much more, becoming a one-stopshop with 25,000 square feet. The sales process can be different from category to category, Widy said, adding that it requires being well-versed in a number of different service offerings. Some team members are experts in one category. “The rest of the staff has the knowledge to make the sale, and if they need help, they can ask the expert.” Overall, he
said, the entire staff is very knowledgeable on a wide variety of topics.
With newer vehicles and changing technology, issues arise: Widy recalled a new Volvo coming into the shop. “It was a vehicle we’d never worked on before,” and it required an amp bypass that the salespeople didn’t know about. “Our ignorance isn’t the customer’s fault. Now, it’s in our notes saying this vehicle needs an amp bypass. The manufacturer’s instructions are wrong, and we let them know. They like that because they don’t want to put out the wrong information.” Communication is key.
Widy has gained inspiration from a number of people in the industry, including those who’ve worked at Traffic Jams for a long time. “Sometimes you don’t realize how much someone influences you every day because you see them all the time and take it for granted,” he said. “We all have different techniques and we learn from each other.” Among his influences are Jason Kranitz, Jeff Smith and Philip Lindsley.
It helps to share ideas with Lindsley, he said, because Traffic Jams Motorsports is very similar to Lindsley’s business—Titan Motoring in Nashville, Tenn. Kranitz, he
“YOU HAVE TO MAKE SURE YOUR CUSTOMER IS TAKEN CARE OF. IF YOU DO THAT, EVERYTHING ELSE WILL FALL INTO PLACE.”
added, helped him to look at things from a different perspective. “Sometimes we get so involved in how we do things that we think our way is the only way. You have to take a step back and look at things from a different angle.”
As a young man, Widy drew inspiration from Mark Fakuda: “When I saw him at Master Tech Expo, I felt like a kid again. He was a big influence on me. Dave ‘Fishman’ Rivera, too, and Gary Bell. They push the boundaries. I’ve always looked up to them and admired their craftsmanship.”
AN ESSENTIAL ELEMENT: STAYING ORGANIZED
During the day, Widy helps out wherever he’s needed. “Last year, I was on the sales floor full-time. This year, I’ve taken a little step back because we have a full staff.” However, he said, he still has customers who only want to talk to him. He also manages larger projects and orders parts, double-checking everything to avoid any issues. “It’s never a dull day,” he added, emphasizing the importance of time management. “You have to be organized. Every day, I use my calender and to-do list, and I have about 40-50 things on the list. I check them off one at a time and move on to the next one. We are a high-volume shop and we have a lot going on—25-30 cars at a time. We have to be on top of project and time management to make it work.”
While some people might prefer keeping track of things via smartphone calender apps, Widy feels this can contribute to a bad look in-store. “It’s too easy to go from that to Facebook and Instagram
Yamil Widy opened Traffic Jams Motorsports in 2007, building upon the customer service skills he learned working in real estate. Today, he and his wife, Rosie, still work in real estate alongside their growing car audio business.
and start wasting time on something else,” he said. “You might be working, but other people don’t know that, and it looks horrible when you’re looking at your phone. It gives a bad impression.”
Instead, Widy encourages his team to write things down on a notepad. Then, the notepad is left at work. “If you’re off tomorrow and your customer calls, we can look at your notepad to see where you are instead of bothering you on your day off.”
Widy recommends checking the to-do list every hour. “I set an alarm on my watch to remind me to check my list. If I don’t get something done, I’ll bring that over to the next day and that starts the top of my list. Then the next list starts. I make a note of anything I’m doing and when I’m done, I mark it off the time and date I finished it. It’s simple, but it’s hard for most people to carry a notepad or write their thoughts down.”
While he does stress the importance of a physical notepad, the team also
utilizes group chats. “We have a general chat for the shop, then a chat for sales staff, one for techs and one for management, so we can stay in touch.” The team also uses TSS and Shop Monkey for internal notes. Widy sees all these tools as reinforcement of the notepads, not a replacement for them. If needed, Widy will help out in the bay. “We all have our strengths. Mine is that I need to be on the sales floor and making sure projects move forward,”
“WE MANAGE PROJECTS AND UNDERSTAND THE SCOPE OF THE WORK, JUST LIKE A CONTRACT IN REAL ESTATE. WE COMMUNICATE WITH CUSTOMERS AND PRESENT THEM WITH A CAR IN THE SAME WAY PROPERTIES ARE SOLD. I LEARNED A LOT IN REAL ESTATE, AND WHAT I LEARNED THERE, I USE HERE IN SALES.”
he said. “Most of our salespeople have a background of working on cars. They know how and they’ll help when needed.”
With so many years of experience behind him, Widy has built a strong client base who call and request him specifically. “It’s a test of time and reputation,” he said. “Most of my customers just hand me the keys and say, ‘Do what you’d do on your own car.’” Obviously, he added, this means top-down selling. “I’m starting with the most expensive option, but I always offer a second choice. I’ll say, ‘This is what I would do.’ And then, ‘This is what 50 percent of customers would do.’ Most of the time, they’ll take my first suggestion.” The client doesn’t request a particular manufacturer; they simply trust Widy to make the decision for them.
When it comes to new customers, he begins by making a connection and breaking the ice. “As soon as the door opens, greet the customer. I try to figure out what I know about them: Are they a sports fan, a watch collector, or a shoe fanatic? What kind of car do they drive?” Widy will utilize one of these observations to start a conversation, making the customer comfortable. Next, he asks what brought them in, and they go outside to look at the car.
“We train our staff to get into the showroom, into the parking lot and into their element. I’m reading what type of customer they are. Once I get to the car, I learn more.” In the car, Widy makes other observations: “I can see if they have a Starbucks cup. What kind of phone are they using? What purse do
they carry? I try to get as much information as possible. From there, I listen to their needs.”
Widy said he tends to be a talker, and he has to limit himself when he’s with a customer. “I have to stay quiet and listen to their needs and form a plan of action,” he said, adding that the most important element is educating the customer. After years of experience, Widy has gained a sense for when someone will call back within hours or days. “You have a feeling. You learn to read people, and you know it’s a done deal.”
Part of his job is battling misinformation. Clients will remember, he said, “that you took the time to teach them something new. If you don’t learn something new every day,” he added, “you just wasted a day of your life.”
POWER @ 4 Ω : 8 X 165W RMS
POWER @ 2 Ω : 8 X 250W RMS
BRIDGE POWER @ 8 Ω : 4 X 330W RMS
BRIDGE POWER @ 4 Ω : 4 X 500W RMS
FREQUENCY RESPONSE: 6Hz ~ 40kHz
CROSSOVER LPF: 45Hz ~ 850Hz
CROSS CROSSOVER HPF: 45Hz ~ 850Hz
OPERATING VOLTAGE: 9V ~ 16V
SNR: 114.7dB
INPUT SENSITIVITY (RCA): 0.4 ~ 10V
CURRENT DRAW (MUSIC): 88.3A
CURRENT DRAW (MAX): 176.6A
TOTAL EFFICIENCY: 80.44%
DAMPING FACTOR: 95.94
POWER CABLE: 21MM² (4 AWG)
SPEAKER CABLES: 2.5MM² (13 AWG)
RE REMOTE CABLE: 1.5MM² (15 AWG)
RECOMMENDED FUSE (MUSIC): 100A
RECOMMENDED BATTERY (MIN): 100AH
DES
WORDS BY ROSA SOPHIA
This past March, DES of Wilmington in Wilmington, NC hosted a motorcycle event at its location. About 80 to 100 motorcycles showed up, according to Branden Shuler, president of the company, who added attendance might’ve been better if they hadn’t been expecting rain. A handful of vendors were also present, including a boba tea van that DES built for a client.
“Behind Bars Apparel, which is wellknown in the motorcycle industry, was here. We also had a wrap company and a metal fabrication company,” Shuler said.
“We had a vehicle in each bay to showcase. We used four bays for cars, and two bays just for motorcycle builds.”
The event paid for itself: “Out of this event, we got at least two bike builds— one that’s coming up and one that we completed already. One bike build covered all the costs. The event wasn’t very expensive. Most of what I bought for it, we’ll reuse. Most of the out-of-pocket expense was for pizza, and we gave away some free swag.”
It’s only recently, he said, that motorcycle audio has taken off in a positive
way for DES. “We’ve been doing it for three or four years now, but we’ve only recently reached a level where we’re doing really high-end builds. We’ve done everything wrong to get here, which is a good feeling because we’re really proud of the systems were doing now.”
He attributes early mistakes to choosing the wrong brands and going blindly into installations. “With KnowledgeFest, we’ve made a lot of great contacts,” he said, adding, “Where we are now… A lot of that has come from the conventions we go to.”
KNOWLEDGEFEST IN MONOPOLY CITY
The industry headed to Atlantic City in June, where educational opportunities were announced and new brands revealed for the first time.
POWERBASS T200-SPLIT PORTABLE BLUETOOTH
SPEAKER
The PowerBass BT-200 SPLIT takes TWS True Wireless Stereo to a new level when the rubber bumper protector is removed to SPLIT your BT-200 into two speakers. Place them across the room or on each side of a pool or anywhere within 30 feet to completely surround the area with this new modular stereo sound. With dual built-in 1500 man Li-ion batteries, the BT-200 SPLIT can provide hours of play while at the beach, camping, at home, or at a party. Recharge the unit with the supplied dual USB-A to USB-C charge cord and let the music play.
ESB AUDIO REVEALS SPEAKER BRAND TO U.S. MARKET AT KNOWLEDGEFEST ATLANTIC CITY
For the first time, ESB Audio revealed its speaker brand to the U.S. market at KnowledgeFest Atlantic City. “As part of our launch efforts, we released the new ESB Novemila 9000 Series of speakers during the show. This was the first time many of our U.S. dealers got to see the latest and greatest in high-end speakers from ESB Audio,” said company representative Chris Bennett. The 9000 Series is designed in Italy, and according to the company, “sets a new standard for accuracy and design in car audio. Featuring high power handling and high efficiency, the mid-ranges and woofer utilize oversized, highgrade neodymium magnets, powder coated cast aluminum baskets, large aluminum voice coils, and high modulus carbon cones, while the tweeters use resin impregnated silk domes, stainless steel grilles, and support an extended range up to 25KHz.” The new 9000 Series are some of the most technologically advanced car speakers ever produced, Bennett added.
SNAP FINANCE CONNECTS WITH RETAILERS AT KNOWLEDGEFEST ATLANTIC CITY
At KnowledgeFest this June, Snap representatives spoke about the company’s services with attendees. Snap Finance aims to help retailers help their customers through financing, allowing stores to close more sales and reach a wider audience.
AUDIOPIPE TXX-BDX-12 SUBWOOFER
Audiopipe presents its new TXX-BDX-12 subwoofer, designed and engineered with three magnets for strong power handling and increased voice coil ventilation for ultimate performance and endurance. Its peak power is 3,000 watts; RMS 1,500 watts; frequency response, 30-1,200 hertz; and sensitivity 86dB. It has a dual three-inch four-layer high temperature black aluminum (BASV) voice coil, engineered with improved voice coil ventilation for substantial performance and endurance. The TXX-BDX-12’s newly designed powdered black paint aluminum basket with an ultra-stiff injection molded PP (IMPP) dust cap, and a newly refreshed and strongly constructed dust-proof heat sink was engineered to deliver optimal sound quality. It also features black stitching surround to reinforce the cone for a longer lifespan. The vented holes on the T-yoke are designed not only to enhance heat dissipation, but they also improve sound quality, providing superior performance with minimal distortion. The Black Non-press Paper Cone with sand-blasted finish is newly designed to improve cone rigidity for better performance. It has a mounting depth of 242mm (9-1/2”), and it’s available in 2 by 2 and 2 by 4 ohms.
ALPINE PRESENTS TRAINING
SESSIONS AT KNOWLEDGEFEST ATLANTIC CITY
Along with a presence on the show floor, Alpine held three training sessions to highlight its 2024 product line. The company focused particularly on its OEM integration and EV solutions.
DB DRIVE WDX LINE OF MARINE AMPLIFIERS
The WDX line of marine amplifiers from dB Drive are IP6-grade and submergible with a small footprint. While the product can be dunked, it shouldn’t be held under water. It can be used in marine or UTV applications— wherever the user might see a high likelihood of water impact. It features fullrange, high-volume and lots of power. A removable cover gives access to crossovers and settings like bass control, while still maintaining the waterproof technology.
12V DASHBOARD HIGHLIGHTS
NEW MEMBER BENEFITS AND DATABASE IMPROVEMENTS, LEADS INTERACTIVE TRAINING SESSION
The 12V Dashboard announced updates at KnowledgeFest Atlantic City: Users will soon be able to bookmark their favorite or most frequently-used parts by vehicle. Additionally, the company has incorporated a new shortcut or navigation bar, and a new member benefits section. Also, up to three pictures of an item can be displayed, if needed. Finally, an improved upload document feature in each section supports laser, 3D, Word, PDF and Excel files. The company’s main goal is to continue seeking new and improved ways to help 12-volt retailers in their everyday work.
Brian Hampson of The 12V Dashboard said the training class held in Atlantic City was a huge success: “We had over 10 retailers and their staff in our class engaging and asking questions. David Hampson went through real-use cases in which our app is helpful on the sales floor. Almost everyone in the class signed up for a subscription by the end of KnowledgeFest, and we also had a fun game at the end where an attendee won a free set of Sony ES 6-by-9 components.”
Hampson noted that vehicles are getting harder and harder to work on, with new OEM systems and “so many different speaker locations on new vehicles that it’s getting harder and harder to remember them all.” Some vehicles, he added, even come with up to three or four different OEM system configurations. This means staying organized is all the more essential. “To remember all of this when the salesperson is trying to close a sale is quite challenging,” he said, noting, “Our application helps the salesperson remember the right questions to ask during the sales process so nothing slips through the cracks.”
For more information about The 12V Dashboard, contact Tom Kolar at tkolar@ the12vdashboard.com or visit the website at www.the12vdashboard.com.
ALPINE DESIGNS COMPLETE SOUND SYSTEM UPGRADE FOR TESLA
Alpine designed the firstever complete sound system upgrade specially for the Tesla driver. This plug-andplay system boasts efficiency and power using less than one mile of range for every hour of full-volume play.
REALTRUCK OFFERS SOLUTIONS FOR THE OVERLANDING COMMUNITY
At KnowledgeFest Nashville, Real Truck presented overlanding solutions like the new Go Rack and Go Tent. The modular system allows the user to easily mount items on the side, such as fuel cans or shovels. The system was demonstrated using a Ford Raptor. A Real Truck representative said, “You can mount cross bars to the top in order to mount our Go Tent.” The tent, he explained, is a seven-foot hard-shell tent that retails for around $2,000. “It has cool features, such as a thick memory foam pad inside, a ladder and storage options.” Real Truck offers around 28 to 39 brands with everything from sidesteps, power running boards, truck bed covers—both hard and soft
KICKER WARHORSE WXA-SERIES WIRE AND ACCESSORIES FOR KICKER WARHORSE AMPS AND SPL SYSTEMS
KICKER Warhorse Accessories represent the wire and hardware designed to use with KICKER Warhorse Competition Amplifiers and SPL systems. The orange 1/0AWG Power Wire come in
20-foot rolls and is made of full-spec, oxygen-free copper for ultimate, constant signal transfer. It’s also jacketed in easily routable Hyper-Flex™ insulation.
MAJOR LEAGUE FAB LAUNCHES NEW 12-WEEK COURSE AT KNOWLEDGEFEST ATLANTIC CITY
In his work offering education to the industry, Jason Kranitz of Major League Fab said he asked himself, “What’s the best way to reach people?” He decided to launch a new online class featuring live instruction. The class will be 12 weeks long. It was launched at KnowledgeFest Atlantic City. “It’s two hours a week. During the course, you’ll have 20-30 minutes of demo instruction before working on projects,” he said. “It offers 10 to 20 hours of instruction and three projects that we’ll do in class.” The class also comes with $600-worth of tools. There will be a six-week, eight-week and smaller-class option, along with some free education available online. “We’ve built three studios to do this in. Our main studio has five cameras in it and the fab shop has 16 cameras,” Kranitz said, adding that camera placement has been carefully designed in order to give the viewer the best possible experience.
THINKWARE Q850
The Q850 offers seamless fusion of design and performance, boasting an award-winning design. It houses an upgraded 5.14MP Sony Exmor R STARVIS image sensor and a new optical lens for strikingly clear video quality. It comes packed with advanced features like built-in GPS, a speed camera database and advanced parking mode.
METRA ELECTRONICS HEISE LED LINE OF LIGHTING PRODUCTS
Heise LED offers a variety of chasing lighting products including strip lights, expandable wheel rings, headlights, rock light kits, lightbars, cube lights, interior ambient lighting kits, and more. Heise chasing lighting products can be paired with a Heise Connect chasing controller, enabling them to work with the Heise Connect mobile app for smartphones and tablets. The app allows users to remotely control their vehicle lighting from the palm of their hand with 170+ pre-programmed moving patterns, a DIY pattern option that allows for selecting up to 16 colors and three motion effects, and many more features to provide complete personalization of vehicle lighting.
VOXX ELECTRONICS CARLINK ASCL7
CarLink from VOXX allows a user to turn their smartphone into the ultimate key: They can access remote start and securely control the vehicle anywhere with Bluetooth or cellular coverage. They can also set and configure their vehicle, so no matter where it is, they will stay connected. CarLink allows a driver to track or share their vehicle, enabling them to be informed of their vehicle’s current location. CarLink features a new app dashboard; updated Mybranded app features; and an upgradeable Premium Plus plan. Ideal for small fleets, parents with teen drivers, or drivers interested in car-sharing their vehicle. Supports LTE-M cellular data networks (AT&T, T-Mobile, Verizon, and US Cellular). Compatible with Flashlogic, Prestige and Pursuit products with a telematics data port.
RYDEEN 8.8-INCH LCD CARPLAY DISPLAY FOR 2021-2023 MODEL 3 / 2019-2023 AND UP MODEL Y
The 8.8-inch HD LCD CarPlay screen offers a seamless interface for CarPlay and Android Auto. This high-definition screen ensures optimal display clarity and integrates smoothly without blocking air vents or sightlines, enhancing both comfort and safety. It features wireless interfaces and voice control via Apple’s SIRI.
CYCLE OF GROWTH
Shaped by his mentors, Adam Devine hopes to give back, offering his knowledge to a younger generation through teaching, training and contributing to MECP as a subject matter expert.
WORDS BY JAMIE SORCHER
Forging a career path is no simple task, but it can be easier when you find a mentor along the way. Adam Devine, owner of Devine Concepts Automotive Design in Naples, Fla., had a strong work ethic, passion for the industry and an intellectual curiosity that propelled him from one opportunity to the next.
One person in particular served as a guiding force throughout Devine’s career. Todd Ramsey, who recently passed away, served as a teacher at Mobile Dynamics and consultant to the MECP program for more than two decades. Devine credits Ramsey for continued inspiration, guiding him to become an MECP Master certified technician. Devine, too, is an MECP subject matter expert and contributor. He was also the 2019 recipient of the MECP Technician of the Year award.
When it comes to seeking a mentor or becoming one yourself, Devine advised industry professionals not to be afraid to reach out. Also, be sure to go to industry shows to network and meet people—one never knows the connections that could be made. Finally, he said, don’t leave anyone behind. Do good and take people with you. By giving back, you will receive. Today, some of the folks Devine mentored keep him up to date on innovations and information, so it’s truly a two-way street.
Growing From a Love of Cars and Computers
Originally from Providence, Rhode Island, Devine worked his first job in middle school as a bus boy at a seafood restaurant. It gave him a sense of what long hours on your feet are like. “I might have been in sixth or seventh grade,” he said. “My folks had to drive me to work. It was $2 an hour plus tips so I would walk out with sometimes $150 for the night. Between that and mowing yards in the summer, I ended saving up for my first car.”
It was the desire to have his own car, and the freedom that came with it, that gave Devine a goal to work toward. “I bought my first car when I turned 16. Then I worked at a couple of retail jobs.”
In 1992, he moved to Florida, and after high school graduation went to work for Sony in the tech support center in Fort Myers. “I did computer tech support for
them,” he said. “I was really computer savvy. Growing up in the ’80s, our family had a Tandy computer, an old 386, which was my first computer when I was five years old. I took it all apart and freaked out my parents because they had spent something like $2,200—which back then was a lot of money. I was just one of those kids who ripped everything apart, but then put it back together again, too.”
Devine definitely surprised the folks at Sony who couldn’t figure out how he could possibly know so much about computers straight out of high school with no other education. “I taught myself programming and how to write HTML, and I started my own computer company at 15 in my bedroom doing website design,” he explained. “With the job at Sony in 1999, I was able to blend two passions—cars and computers.” Meanwhile, he was busy working on his Honda Civic. He gutted the entire dash, found a 10.5-inch LCD
Adam Devine recently taught a tech Porsche class at his location. After learning from mentors such as Todd Ramsey, Devine aims to give back through training and education.
touchscreen and built a whole desktop computer into the car. “My car would boot up to Windows 98,” he said. “This was way before it’s time. But loving cars so much, I knew there had to be a right way to do something like this.”
This was the catalyst for everything that came next. In reading through one of the industry’s magazines, Devine came across an advertisement for Mobile Dynamics. “It was a car audio institute dedicated to teaching attendees how to do things the right way,” he recalled. “I decided to go to the Arizona school which was run by Todd Ramsey. They had two locations—one in Tempe, Ariz., which was the one Todd managed, and then Derek Lee ran the one up in Canada.”
Nurtured by Leaders and Educators
Devine recalled the experience of learning from Ramsey: “It was awesome. I got to learn his methodology, understand his thought process, and appreciate the way he approached things. We shared the desire of finding the right way or the most efficient and professional way of doing something, and then standardizing it.”
According to Devine, he graduated first in his class and received a letter of recommendation from Ramsey. The two stayed in touch throughout the years, especially as Devine headed off to his next opportunity as an installer at Best Buy.
“I had a pretty long career with big box retail—almost 15 years at Best Buy—where I hopped in and out of the bay,” he said. “In a big organization, you need to keep moving around and taking new opportunities to move up the leadership ladder.”
The company was very supportive of the MECP program, which was still under the umbrella of the Consumer Technology Association at the time. “Every technician at Best Buy had to be
MECP-certified,” Devine said. “If you were going to touch a car, you had to be certified. Todd wrote a lot of the content we were following at Best Buy, but also a lot of the hands-on learning guides. The private material Best Buy requested was also written by Todd and then handed down.”
As he tackled various responsibilities and roles, Devine received guidance from John Lorenzo, general manager at the Winter Garden store near Orlando. Lorenzo mentored him in leadership roles and recommended Devine read The 7 Habits of Highly Effective People. “He taught me about the importance of sharpening the saw and mentally preparing myself. I checked in with him to learn more about how to be a good leader, how to be a good coach, how to develop my team.”
At one point in time at Best Buy, Devine had to oversee more than 120 associates. “I was in charge of half a store,” he said, adding that the role prepared him for owning his own business. He feels he wouldn’t have been as successful if not
for the roles he took on at Best Buy. “I was a market manager, merchandising manager, inventory manager. I worked in product process, shipping and receiving, and operations. But I always fell back on the bay because that’s my passion.”
In the 15 years he moved around in different leadership roles at Best Buy, one thing remained constant. Devine always kept his MECP certification active—something Ramsey would’ve supported. “You have to recertify every four years as a Master or for an advanced certification. It’s two years for Basic,” he said. “When I left school, I had my Basic, but I finally went for the Masters. I was terrified to do it.” At the time, he said, there might’ve been a total of 60 people in the country with that certification. “It was something like a 20 percent pass rate. Not many people passed it the first time, but I was fortunate enough to pass on my first try.” Ever since, he’s kept it going.
Thinking back on his friendship with Ramsey, Devine said, “He helped grow
and shape me as a technician but also as a leader. I always looked up to him as a mentor.” Ramsey had a mission, he said, to make sure everyone was included. “We don’t want anyone to be left out. He made sure every person was a part of it.”
Learning to Give Back
Not only does Devine praise Ramsey for the technical expertise and knowledge he gained as one of his mentees, but for something even more valuable: “Most importantly, what I learned from Todd was about character,” he said. Building character meant figuring out a way to give back. “As my time with Best Buy came to an end, I was doing more work on my own business. I started working with Todd and Kris Bulla as a subject matter expert and writer. I saw this as my opportunity to give back.”
Devine credits all those years of reading text books, and having deep conversations with Ramsey about theories, electronics, circuits and designs, as one of the reasons he is so well-suited to being a contributor to the industry’s resources. “Now I’m the nerd who’s helping to write the chapters in the new books.”
Working closely with Bulla, Devine is invested in making sure today’s content meets a high standard. In the past, the texts were updated every four years. Today, with constant changes in technology, it’s updated much more frequently. While updating the content, which is now available online, Devine ensures it’s easy to read and understand. “With the digital platform, you don’t have to carry around a textbook anymore,” he said, adding, “It made it a lot more manageable.”
Building a Support Team Through Mentorship
Looking for a mentor? Devine said it starts with making connections. “Don’t be afraid to reach out. There are so many platforms these days to get in touch with people. KnowledgeFest is obviously one of the biggest and best opportunities to network if you’re in the mobile electronics industry.”
Outside of the most recent shows, Devine has attended almost every KnowledgeFest event for the past four to five years and taught classes at many of them.
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“If you attend one, I guarantee you’ll go home with 40 business cards—folks who are leather experts, radar experts, wiring gurus and more. Just that networking alone is amazing.”
Devine began teaching because he’d already networked with everyone and taken classes, and he wanted to continue being a part of it at a greater level. Because of teaching and networking, he now has a number of friends within the Mobile Electronics Association, and it’s a tight-knit group. “I know I can call on John Schwartz at any point or Jeremy Katz or Phil Henry, and so many others. You gain this network of very successful people. All these folks are willing to help and want to help. You just have to talk to them.”
Aside from going to industry shows like KnowledgeFest, SEMA, CES and others, Devine encourages those in the industry to get out of their comfort zones. “Younger folks in the industry today need
to reach out to us,” Devine said. “I don’t think the younger generation has a problem doing it, but it’s just connecting and getting on the same page.” Devine theorized that perhaps some of the younger people aren’t on the industry Facebook groups. “There are so many groups and so many ways to find people. If you want a mentor, or you need someone to help guide you, there are plenty of people willing to help.”
Those who make a strong connection and find a mentor will discover a rewarding relationship, he said. “If I wanted to mentor someone, if I take that time, that person needs to give it their all.” A mentor receives the satisfaction of watching someone succeed, of watching them grow. “Being in a position in which I’ve coached, taught and trained, I’ve helped people get to a place where they’re making more money than I ever did at their age, and it’s rewarding to see.”
It truly comes full circle, he added.
“The people you mentor become your biggest support team,” he said, “your biggest rally crowd. When you’re down, it’s those you’ve helped who are there to scoop you back up. A lot of the people I mentored come back to me now and teach me new things, which I absolutely love.”
In closing, Devine wished to offer a shout-out to a few people: “Thank you to Mobile Electronics Association and to Chris Cook, Rosa Sophia, and all the people I’ve met over the years. All the networking means something when it comes to these lasting relationships—we’ve broken bread, had dinners, sat together and I just hope everyone gets the chance to do the same.”
He offered some advice to the younger generation in the industry: “Get out of your shell and don’t be afraid to introduce yourself and shake someone’s hand,” he said, adding, “A lot of us are willing to help, and we’ll be there if you seek us out.”
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UNDERSTANDING INVENTORY MANAGEMENT
At KnowledgeFest Nashville, Dave Wall and John Schwartz led a conversation on managing inventory to maximize profit.
WORDS BY ROSA SOPHIA
What vendors work best with a retailer’s business model, and how does a store choose who to partner with? This question was posed during “Operational Excellence: Take Your Inventory Management” to the next level, an education session at KnowledgeFest Nashville led by Dave Wall of Freeman’s Car Stereo and John Schwartz of
Perfectionist Auto Sound and Security. The class focused on managing inventory in a more efficient and effective way to maximize profit. With the audience, the two discussed selecting product mixes and tracking sales to make projections.
When it comes to deciding on vendor partnerships, Wall said, “Consider what
your business looks like and who’s the best match for that.” Sometimes, he added, a business owner might see another successful shop and try to carry the same lines. He advised against this. “Carry something different to set yourself apart. Think about what the vendor is looking for and how you can be important to them. When we’re trying
to create a partnership, we’re working together, and that will create the best relationship. If we’re working together, they’ll look out for us. That’s why it’s good to build long-standing relationships. Create your plan and stick to it instead of hopping around.”
CULTIVATE STRONG RELATIONSHIPS
Schwartz offered insight as both a retailer and the owner of Soundshield. “As a vendor, we want to be a part of your business, too,” he said. “I’m a retailer, as well, so I also understand the trends. Buy-ins can be different. We can do extended terms.” When it comes to presenting product as a retailer, he stressed consistency. Some shops, he said, might dabble in something just because it’s popular, instead of investing fully in that category. “Instead, build lasting relationships. Choose fewer lines, but support them well.”
Schwartz asked the audience, “Who’s your number one brand?” When someone mentioned product lines, he reminded attendees of an important point: “You are your number one brand. If your brand is solid, your clients will trust you because they know there will be a good outcome.”
A well-managed shop offers a powerful endorsement, Wall said, noting that this is why giving in to “a flavor of the week” is so harmful. “When you recommend a product and you don’t have it the following week, you confuse both your customers and your sales staff.” A shop should ensure they consistently have the same items in stock.
“Be your own customer,” Schwartz advised. Wall agreed, suggesting that store owners and managers analyze their location with this in mind.
Sometimes, Wall said, he looks at a store online and then discovers the brick-and-mortar location doesn’t match what’s promised. “Think about what your customer sees when they walk in. Often, a mom will come in and buy her son his first subwoofer. Is the front door heavy and hard to open? Our storefront is clear so you can see inside. I think that’s less intimidating and it makes it
easier to do business.” Confused customers, he added, don’t buy anything.
“We forget what it’s like to be a customer in our business. It’s hard enough to navigate what we’re offering. They come in and they look to you as an expert, and if you don’t give a consistent message, they will back out.”
When a business chooses brands wisely and creates long-term partnerships, Wall said it’s naturally easier to work with those vendors. Retailers should be honest with their vendors about their challenges. “When times are lean and you’re a little short on a payment, talk to them. Vendor negotiations are about partnership and honesty. Talk about what you need, what they need, and how you can create a path together to get what you both need.”
When it comes to choosing brands, he added, don’t offer too many choices. “Think about different categories in your store. Limit yourself to two choices and break it down into price point
categories. There are some special cases for vendor relations in which you might carry the third option.” By having two options, he explained, a store is building credibility and tailoring the recommendation to the customer.
COMPARING COSTS AND MARGINS IN PRODUCT ASSORTMENTS
Freeman’s Car Stereo has been a JL Audio dealer for years, according to Wall, and in 2019 the company brought in Kicker. “If the customer didn’t fit the price point, we didn’t want to discount. We wanted to offer a choice that fit their budget.” Incorporating Kicker’s product lines actually increased JL Audio sales at a higher price point: “The reason is that we had our price points lined up the way they needed to be. [Customers understood that] for an extra $200 they could get JL Audio, whereas before, it was maybe a Kenwood with too wide of a price gap.”
When deciding what product assortment to offer, Wall suggested using
Excel’s basic calculation tool to compare prices, margins, and consider costs and discounts. Additionally, he said, a good point-of-sale system should allow for exploring some of this. “Under the right circumstances, buying through distribution can be good, but you’ll pay more in most cases unless the vendor goes through distribution as their only model.”
Schwartz reminded attendees to charge accordingly for install time. Another important thing to consider, they said, are shop supply fees and credit card fees.
Philip Lindsley of Titan Motoring in Nashville, Tenn. suggested applying a certain percentage of labor to shop supplies. “Say you build a system and you make the
customer part of the process and they’re happy. There’s a $500 credit card fee. You just killed that experience,” Schwartz said. “Credit card fees are a tax write-off. You’re still getting charged the credit card fee. Get the income, and get the write-off.”
Attendees agreed that retailers might consider raising the price on something a little bit to absorb the cost, or raising the shop rate $10, and offering a discount if the customer pays in cash. “The impact on the bottom line is huge, and you haven’t changed much.” Wall noted that this can be frustrating in restaurants: “If you charge me more for an entrée, I won’t bat an eye. But if you tack on a credit card charge, I’m irritated.”
If handled correctly, Wall said, shop supplies become a profit center. Lindsley noted that Titan Motoring collected over $200,000 last year in shop supplies alone. “You start not wanting to lose money on shop supplies, and then you realize you’re making money on them,” Wall explained.
After choosing vendors and selecting the product assortment, he noted that it’s important to consider projections and how much inventory a shop should keep on hand. “Think about inventory turns and cash flow.” Diversifying product offerings can help to balance things out: Wall referenced Titan Motoring, noting that the business’s accessory
sales probably “even things out” when other categories are down in sales. Often, when car audio season ends, clients start coming in for truck accessories. “There are always yearly patterns, and you need to know those patterns.”
DON’T BUY TOO MUCH—BUT DON’T RUN OUT
If a shop doesn’t have the ability to track sales by unit in its point-of-sale system, Wall recommended investing in good software. “I look at my inventory all the time,” he said, adding that he examines month-to-day reporting, total sales, gross margin and how many units are in stock from that vendor, among others.
Reviewing the data lets him know when to place an order. “I know the number where I’m comfortable. I watch the inventory turn. If the turn isn’t good, I know not to order that product.”
Wall also looks at a 13-month report. First, he looks at the current month, then the previous year and finally, the next month or two. “Project sales, plus ending inventory. So, whatever that period is, know how much you want to have left at the end of it, minus the inventory you have now. That tells you how much you need to buy.”
He also advised running “as lean as possible.” He then described the best piece of advice he’d ever been given as a buyer: “‘Don’t you buy too much, but you’d better not run out.’ To get your inventory turns higher helps your cash flow, but you want to make sure you have what your customer needs. You’d better know what you sell and always have what you know you’ll need, or you’ll miss sales.”
Every business winds up with dead inventory at some point, he said. “Try to avoid having products sit there for a year or two. But once I identify those dead products, I take a loss on that. You don’t want to sell it for less than your investment, but you already lost money when you bought it. Anything you can get out of it now is a plus. Just turn it into cash and get it out of your inventory. Sometimes it feels painful to say, ‘I have $500 on this item,’ but it’s better to let it go if you can sell it for $200. Just get the cash and move on.”
Wall said when it comes to inventory management, he focuses on the big picture. “People say it’s different for larger operations, but it’s really not. I’m trying to figure out the same things. Pick your partners well. Have an alignment with your vendors and be consistent with that.”
“WHAT WOULD YOU DO DIFFERENTLY?”
At the end of the discussion, Schwartz challenged everyone present to consider what they’d do differently “if you had to start over and compete against yourself.” He looked to Lindsley and
asked, “If you lost Titan and had to open a location across the street, how would you start over to be better than Titan?” Then he addressed the audience: “All of us—how often do we write a new business plan? How often do we step back and look at ourselves? Let that sink in. Make the changes you need to make so you’re impenetrable.”
Tracking efficiency, he said, is an essential aspect of making those improvements. At Perfectionist, Schwartz explained that timing on any job is carefully tracked: “Everyone has a kitchen timer. As soon as they touch the work order, they hit ‘start’ on the kitchen timer. They pull the car in and check-in the vehicle. Then they get the install going. Another installer pulls the car out, vacuums it, checks it out and drops it off. Then they hit ‘stop.’” All the records are maintained. If an installer wants a raise, Schwartz looks at the Excel file to review their efficiency. If it’s in the red, he added, “They need to step it up, and then we’ll talk about it.” Lindsley said Titan Motoring also reviews efficiency markers when an employee is seeking a pay increase.
“A lot of shops don’t have that kind of system in place,” Schwartz said. “A lot of us are owners. We have to measure, elevate and push our people. Owners have to elevate ourselves and our teams so we can all grow together.”
In Wall’s experience, owners and managers have a number of different responsibilities each day. “We all wear many hats. If I need to, I’ll go to the sales floor. You have to choose how you spend your time. This is important because it affects the bottom line. I know the lines very well, and I know what we sell.” Sometimes, he said, salespeople believe a particular product sells well, but Wall can look at the metrics and note that in actuality, only two of that product might’ve sold in a month.
“Step back,” Schwartz said. When there’s an issue, he added, begin by looking first at yourself, your own weaknesses and your own responsibilities—then to the team. “We’re the leaders. We know our weaknesses. We need to do something about it.”
BIGGER AND BRIGHTER
This 2023 Ford Bronco demonstrates everything that’s possible with lighting and wiring from Metra Electronics, including Bronco-specific brackets.
SUBMITTED BY: JONATHON BROTHERS, REGIONAL SALES REPRESENTATIVE, METRA ELECTRONICS
At KnowledgeFest last year, Metra Electronics displayed this 2023 Ford Bronco. The vehicle belongs to Metra sales rep Jonathon Brothers, who said the vehicle was being used to show off a line of products now available for Bronco applications.
“We offer Chasing Wheel Ring Lights, HE-CHASEWL, and chasing light bars for the front. Those utilize our new brackets that hold up to three cube lights or up to a nine-inch light bar. We also have a light bar on the front of the vehicle that’s 39 inches and uses our new brackets,” Brothers explained, adding that the roof features Metra Electronics’ roof mount bracket, which can accommodate a combination of different lights, either multiple cubes or bars. “The brackets on the truck are Bronco-specific, but the lights themselves are universal. We make brackets to hold all the lighting on Broncos, and we also make brackets for Jeeps.” Another bracket is available for a 50-inch bar, according to Brothers.
“In the back, we also have our new Lithium slim-line batteries. Two of them go into isolation and fusing, and we’re using this to power the system,” he said. The build also features four Infinity marine speakers with Metra Powersports eight-inch cans. The Tsunami wire line was used in this build, which Brothers said is high-end wire intended for a clean, easy install. Finally, the amp racks were mounted to the ceiling. “We don’t make the amp racks,” Brother said, adding, “It was just a good way to save space.”
FROM THE PRESIDENT
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“On Sunday, September 22, TruckTechExpo will open its doors to enthusiasts invited by Dallas area retailers, offering them a unique opportunity to explore and interact with industry experts and innovators.”
WHAT’S NEW AT KNOWLEDGEFEST?
Join us in Dallas, September 20-22, for the inaugural TruckTechExpo and the Mobile Electronics Industry Hall of Fame Ceremony.
On Saturday, September 21, we’ll be honoring the Class of 2024 inductees to the inaugural Mobile Electronics Industry Hall of Fame, which honors individuals whose contributions have profoundly shaped the industry. Selected by a distinguished nomination committee, including executive leadership from the Mobile Electronics Association, this first class is dedicated in memoriam of the manufacturing sector. Congratulations to the inductees:
Jim Fosgate (Rockford Fosgate)
Larry Frederick (Cicada Audio)
Reese Haggott (Alpine)
Loyd Ivey (Mitek)
Rob Limbaugh (Kicker)
Tom Malone (VOXX)
Kevan Morris (Pioneer)
Clyde Podraza (Dual)
Michael Somma (Metra)
In the future, Hall of Fame inductees will be selected through a membership voting system following nominations. The nominees must be retired individuals who have significantly impacted or left a positive influence on the mobile electronics industry. Family and friends of the esteemed inductees will accept Hall of Fame awards on their behalf at a special ceremony on Saturday, September 21, 2024 during KnowledgeFest at the Hilton Anatole in Dallas. For more information about the Mobile Electronics Industry Hall of Fame and to learn more about the inductees, please visit meindustryawards.com.
We’re also excited to add a new element to KnowledgeFest Dallas: TruckTechExpo will debut alongside the show at the Hilton Anatole. Organized by the Mobile Electronics Association, this innovative event marks the first of its kind to merge
a trade exhibition with consumer access, alongside a robust educational program.
TruckTechExpo will showcase over 30 vehicles featuring top brand exhibitions, highlighting the latest in truck technologies and accessories. RealTruck, the leading truck accessory manufacturer in the country, is sponsoring this event and will prominently display products from Amp Research, AVS, Backrack, BAK, Bedrug, Bushwaker, extang, Go Rhino, Havoc, Husky, N-Fab, Retrax, Rugged Ridge, Superlift, Truxedo and Undercover.
The event is meant to fill a critical gap by providing both trade professionals and enthusiasts with unparalleled access to cutting-edge products and extensive educational opportunities. On Sunday, September 22, TruckTechExpo will open its doors to enthusiasts invited by Dallas area retailers, offering them a unique opportunity to explore and interact with industry experts and innovators.
In addition to RealTruck, the expo will feature technology exhibitors including 12VoltDashboard, 1Sixty8 Media, Audiofrog USA, Audiomobile, Audiopipe, Compustar, DB Drive, Directed, DOW Technologies, Dynamat, GROM Audio, Infinity, InstallerNet, JBL, Kicker, Maestro, Momento, Musway, Peel 3D, PrecisionPower, Major League Fab, ShopMonkey, SiriusXM, SNAP Finance, Stetsom Electronics, TermPro, Trulli Audio, Voxx Electronics, Wattstar, and Wet Sounds. For more information and to register or exhibit at TruckTechExpo, visit www.trucktechexpo.com.
As always, trade show attendees can delve into more than 100 hours of education across three specialized tracks: Owner/Manager, Sales/Marketing, and Installer/Fabrication. This educational component aims to empower industry professionals with the latest insights and skills essential for business growth and customer satisfaction. We hope to see you there.
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