PJ’S Auto Sound
At PJ’s Auto Sound in Erie, Pa., owner Kyle Kaulis believes in the proactive approach. “You have to go find business – it won’t come to you,” he said. “If it looks like the garage is done by 2 p.m., you hop in the car and go to the dealers. “ Customers in need of remote starters or other basic needs often leave with more. “It’s very common to have a dealer send someone here for a remote start and leave with a video system and Bluetooth,” Kaulis said. Over the years, PJ’s has relied on referrals. “That’s huge because you know people have kids and other family members and they can send refer- rals,” Kaulis said. Customer loyalty is how PJ’s has been in business since 1978, bringing in different generations. Although he’s keen
on social media and online shopping in general, when it came to making it into the Top 12, Kaulis decided to phone his past clients. “I try it to keep it at personal level first,” he said. “It’s great to talk to past clients. It always leads to something. I think Facebook and Twitter are great but I like the more personal approach.” Kaulis is a believer in educating the consumer: “you can never give consumers enough education.” He is enjoys the “psychol-
ogy of sales” and believes that attention to detail is key. “The final delivery of vehicles is extremely important,” he said. “If the delivery isn’t perfect, there are fingerprints on the window, wire clipping, it ruins the anticipation on the customer’s end.”
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