THE SHOP

September '19

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40 THE SHOP SEPTEMBER 2019 tomers on the benefits of two-way remotes will not only add immense value to their customer's product experience, they will also significantly improve their customer retention, as two-way confirmation is a fea- ture that is not available from the factory. An unexpected benefit for shops offering aftermarket Security Systems is … … customizable security sensors. Even though it is obvious to us industry profes- sionals, customers don't realize how vulner- able they are to break-ins, hit-and-runs and theft. Here's a tip shops can use to increase their sales of Security Systems … … if a customer tells you that they are shopping for an alarm, they have just told you that they are concerned about the safety and security of their vehicle and possessions. Here are some steps on how to handle that information: Empathize with the customer. Affirm their decision to invest in their vehicle's security and relate with their need to feel safe. Ask questions about their parking situation(s). Try to find out where they are parking their vehicle, especially at night. This will help you to craft your pitch. Be solutions-focused, not product- focused. Ask "do you want your alarm to detect tilt" instead of "do you want to add a tilt sensor." Voxx Electronics – PRESTIGE Hauppauge, New York Joe Dentamaro VP Vehicle Security Products Our hottest Security System product for 2019 is … … the Prestige APS997Z two-way LCD security and remote start system. Its best features include … … the two-way LCD command confirming remote control that notifies the consumer of a break-in from over 1 mile away from the vehicle. Also, adding the convenience ben- efit of remote start to cool the vehicle down on hot days and warm it up on cold days. The biggest challenge for shops offering aftermarket Security Systems is … … explaining and then presenting the benefits of an aftermarket vehicle secu- rity/remote start system to the consumer, and how most OEM security systems that come on new vehicles provide only the very basics—they do very little to protect vehicle contents from a thief breaking a window, opening the trunk or jacking up the vehicle to steal wheels or tires. An unexpected benefit for shops offering aftermarket Security Systems is … … adding additional revenue and profit to their store and increasing the labor for their install bays. Here's a tip shops can use to increase their sales of Security Systems … … talk to the consumer about the con- venience benefits of adding remote start to their vehicle, and that they can add addi- tional protection to their vehicle with the added security features, especially if they've just purchased an audio system or wheels and tires. Walk the consumer through the features of the security system and show them where their specific vehicle, or factory security system, is lacking to protect their new investment(s). Omega Research and Development Douglasville, Georgia Our hottest Security System product for 2019 is … … our new AL1070PS powersports alarm. This waterproof piece is designed to secure any powersports vehicle including SXS, ATVs, tractors and personal watercraft. Its best features include … … our on-board shock and tilt sensor. Once armed, any movement over the set threshold will trigger the alarm, and if you add our LINKRLT2 GPS smartphone unit, the owner can be notified no matter where they are. The biggest challenge for shops offering aftermarket Security Systems is … … fear of the installation. These units are designed to be installed very easily. They include a full install guide that makes installation a breeze. Also, for conventional remote start installations, there are entire libraries of plug-and-play T-harness options. These facilitate the install and eliminate most of the hardwire connections. An unexpected benefit for shops offering aftermarket Security Systems is … … more profits! Not only will customers have a sense of security, it will also make the shop stand out against its competition. Here's a tip shops can use to increase their sales of Security Systems … … don't be afraid of offering a full suite of security options. A broad offering of TO SERVE & PROTECT The convenience of remote start options is often an attractive selling point for after- market security systems. (Photo courtesy Voxx Electronics – PRESTIGE) Don't be afraid of suggesting a full suite of security options. A broad offering of security layers will increase the ticket total and give customers added options. (Photo courtesy Omega Research and Development)

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