Retailer Recommendations
Car Audio, Radio, & Security in North Charleston,
S.C., likes: Accele AX-
FA11W Flip-Down Entertainment System - “These units have great mar- gins. Most of our clients like to get a new video system every time they buy a new vehicle.
As a result, car dealer- ships are preloading the lot to accomodate this trend.”
Sound on Wheels in Rock Hill, S.C., likes: Alpine CDE-100 CD Receiver - “The unit is inexpensive and has lots of
features. We work with several car dealerships and they always want something for nothing. For a quality head unit, this is as close as you can get.”
Acme Tops and Tunes in Sacramen- to, Calif., likes: Arc Audio Ks300.4 4-Channel Amplifier - “It’s extremely versatile, letting you put 700 watts where you need it for the boat systems we build: bi-amped front
stage, front speakers / bridged subwoofer combo, bridged to boat tower speakers. Boat customers love the small yet power- ful design and the efficient G/H technology.”
Car Audio Warehouse in Turlock, Calif., likes: Avital 3100 Security System - “There are still a lot of cars on the road without security and keyless entry. This is
an affordable system, and having keyless entry is a nice conve- nience for most customers.”
Owners and Managers’ Top Tips for Sales Professionals
1. Know your products. Study the manuals and features so that you can identify the best products for a customer based on what they tell you. 2. Understand OEM Integration. Work with your installers to know the types of interfaces you have available, and in which circumstances they need to be applied and sold. 3. Don’t make assumptions. Once you’ve established a customer’s needs, give them all of the available options, from the top down. 4. Learn to Listen. Ask about your customer’s needs, then let them talk. You’re there to fulfill their needs, not just sell product.
5. Ask for the sale. You’re in the business of selling, and you can’t do that if you don’t ask customers to buy from you.
6. Sell the value. Rather than recite features, talk to customers about how certain features will enhance their ex- perience in the car.
7. Overcome objections. Don’t take no for an answer. If
you’ve done your job and appeased the customer, you should be able to find the reason for hesitation. 8. Work on your pitch. Practice your salesmanship, delivery and professionalism in a mirror or with other staff. 9. Sell what they need, not what you like. Don’t get caught up in what’s the newest or what received the best reviews. 10. Use smaller words. Keep words like ‘SPL’, ‘OEM Inte- gration’ and ‘CAN Bus’ out of your vocabulary when speaking to customers. Use words they can relate to.
Brentwood Car Audio in Brentwood, Calif., likes: Concept CLD-700 Rear-Seat Head- rest Monitors - “Road trips start at spring break and go through the summer. Custom- ers are buying them to keep the kids quiet.”
Majestic Music Car Audio in Salem, Ore., likes: JVC KDR320 CD Re- ceiver - “Sometimes we rarely sell
an aftermarket headunit, other times it seems we can’t keep them in stock. Love the roller coaster ride. There was an influx of people buying used vehicles that needed a radio, or wanted to upgrade the radio in the vehicle, especially with one that has a front AUX input. This deck is at the right price point.”
Benchmark Audio in Springfield, Ill., likes: Kenwood KAC-8405 4-Chan- nel Amplifier - “It’s a feature-packed amplifer at its price point. What’s nice it that it includes fan cooling and a small footprint for vehicles with limited space.”
Unexpected Creations in Edison, N.J., likes: Directed SmartStart DSM250 Tracking System - “People love gad- gets in general and being able to track your vehicle along with added security just takes the cake.”
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