CONTENTS 2012 Survival Guide //Volume 29//Issue 3 Section Features


8 // Boating & Graduating Target Acquired: 5 Steps to Merchandising for Profitability How to implement seasonal sales campaigns the right way for spring boating and graduation seasons involves understanding de- mographics, creating plans, setting goals, making adjustments and evaluating progress...and success.


14 // Summertime Selling Maximizing Efficiency: 5 Easy Practices to Better Service, Installs No matter their size or skill level, installers should focus on time- saving and quality-enhancing techniques to add significant value for customers during those “dog days” of summer sales season.


20 // Winter Prep & Back-to-School 2-Minute Drill: 5 Gotta-Dos to Be Ready for the 4th Quarter Proper inventory planning, staffing, merchandizing and “emergency” measures to prep your business for the year’s busiest season.


In Every Section


F Vendor Relationships: What You Should Be Doing — Kenwood’s Keith Lehmann shares tips to help maximize your partnerships with vendors through planning ahead, communication and tracking numbers.


F Stuff to Read — Books from Amazon.com to give you tips and insight, from hiring and keeping the right people, to selling smart.


F Sites to See — Websites that benefit retailer businesses.


F Apps to Download — Power your smartphone with virtual tools to keep you informed and productive.


26 // Getting Ready for the Holidays The Big Time: 5 Online Tactics to Stay Relevant Through the Black Friday / Holiday Shopping “Noise” Learn how to leverage the millions being spent each year on holi- day advertising by the brick and mortars by using social networking and other online tools to level the playing field.


32 // Getting Ready for the New Year Planning BIG: 5 Things Your Biz Needs to Get Going Put all the right pieces together in terms of staff, space, expertise and inventory with this business management overview that touches on business plans, sales projections, business goals and major initiatives.


38 // Tax Tips The Smart Way to Manage and Pay Taxes What must business owners consider when prepping not only their own company tax returns but also sales ideas to attract customers who have refund money to spend?


MOBILE ELECTRONICS (USPS 957-170) (ISSN#1523-763X) is published bi-monthly, with an additional issue in July, by Mobile Electronics Retailers Association, Inc. 85 Flagship Drive, Suite F, North Andover, MA 01845. Periodicals postage paid at Lawrence, MA 01842-8887 and additional mailing offices. POSTMASTER: Send address changes to Mobile Electronics PO Box 3186 Redondo Beach, CA 90277. Please allow 6-8 weeks for address changes to take effect. Subscription Prices - United States $35 per year, Canada $42 per year, Foreign $75 per year, Single copy price - $5; Buyer’s Guide $25. Please allow 6-8 weeks to receive your first issue.


4 Mobile Electronics Survival Guide 2012


F Events to Check Out — Industry events for the year.


F Numbers to Crunch — Calculations to make business practices easier, from inventory to taxes.


F Tips From the Top — Advice on boosting sales from peer pro- fessionals who do it best.


F Notes — Add your own thoughts and revisit them to gauge your progress.


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