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JANUARY VOICES FROM THE EDITORIAL DIRECTORIt’s hardly a stretch to declare that connectivity will be a dominant themeonce again as we move through 2021. We clearly live in a hyper-connected,always-on, customer-driven world today, as a new playbook is being writtenfor how to “connect” with consumers. The customer experience today has tobe consistent, connected and cohesive.RETAILRUMBLINGSTHE LATEST RETAIL TECHNOLOGYIt’s simply not enough to launch a marketing campaign any more; you needto link them. By that I mean you need to link the consumer conversationsyou’re having in-store and online, your various communication channels,your various marketing vehicles and all the touchpoints your customersexperience during their shopping journey. This is essential in delivering thataforementioned consistent, connected and cohesive message.CONNECTINGTHE DOTSThe last thing consumers need in 2021 is more ads, emails, sales pitches,etc. They need (and crave) memorable/favorable experiences when theyshop. This is what leads to initial interest, which leads to further investigation, which ultimately leads to the desire to purchase.The way your customers engage with your location has changed; thus,changing the way you need to engage with them is critical. And it’s worthnoting that, for your customers, the old concept of whether or not a productis “affordable” has now shifted to whether or not it is “worth the cost” – thisis the line of thinking today.The IoT WayThis IoT-enabled world that is beginning to really take shape, of late, is allabout connecting to, and finding out more about, consumers. From a retailstandpoint, particularly when we’re talking about the physical location,IoT-enabled beacons and geofences are becoming increasingly popularwith retailers, allowing them to better understand customer movement andbrowsing patterns while shopping in-store.Adding tech such as the aforementioned beacons and geofencing, alongwith NFC tags and QR Codes into your physical location is far cheaper thanyou might think. More important is the fact that the payoff in customer datais invaluable. We’ll circle back on this topic in an issue later this year.The point to all of this is that smart retailers are connecting all thesedots – they are delivering consistent, easy-to-absorb messaging in all theirmarketing efforts. They are using behavioral in-store data to make brickand-mortar customer visits more targeted and more productive.In short, they are generally just realizing the “Next Big Thing” isn’t coming –it’s already happening.8 JANUARY 2021 LG 3D DISPLAY SHOWROOMLG Business Solutions USA recently unveiledthe LG DigiTour, a unique 3D showroom andimmersive platform that allows visitors to remotely interact with the latest commercial display technologies from LG. “The cancellation ofin-person events this year challenged us to findnew, innovative ways to connect with our customers. We used this opportunity to reimaginethe future and build an interactive virtual eventplatform with a high-level of photo-realismthat immerses users in the environment,” saidDamaris Toma, experiential marketing lead at LGBusiness Solutions USA. “With the LG DigiTour,users can travel through virtual showroomsand discover the latest display technologiesfor businesses/retailers of all sizes, types andbudgets.” https://www.lg.com/us/businessBOPIS SOLUTION PROVIDESDELIVERY ETAJOANN, an American specialty retailer ofcrafts/hobby items with 865 stores acrossthe country, has partnered with Radius Networks, a location-based technology companyin retail, to launch their curbside and Buy Online Pickup In Store (BOPIS) solution, FlyBuy.FlyBuy Pickup enables JOANN to: Determine exactly when a customer iscoming to pick up their order with anaccurate ETA and updates along the way Prioritize order fulfillment based on thearrival of each customer Meet the customer with their order themoment they arrive Deliver a smooth, safe, personalized,and contactless off-premises shoppingexperience. joann.comGAMERS BUY NOW, PAY LATERROBOTIC MASK POLICESezzle Inc., a Buy Now, Pay Later solutionsprovider, has announced a partnership withGameStop to provide the world’s largestretailer of video games access to its flexible and innovative digital payment solution.Sezzle’s payment platform increases thepurchasing power for millions of consumers across the U.S. and Canada by offeringinterest-free installment plans at both onlineand physical stores. Sezzle.comIn Japan, at least one retailer has turned thejob of getting customers to wear masks andsocial distance over to robots. The store isthe official dealer of the soccer team CerezoOsaka, and the robot doing the job is Robovie, developed by Kyoto-based AdvancedTelecommunications Research InstituteInternational (ATR). Robovie warns customers when it detects through a camera and3D laser beam technology that they are notwearing masks or abiding by social distancingrules. https://www.atr.jp/index.htmlIKEA AR FURNITURE APPIKEA has introduced an AR app named Place,which enables Apple users to set IKEAfurniture in their apartments and preview aninterior before buying products. Thanks tothis solution, potential customers can choosefurniture more easily. https://www.youtube.com/watch?v UudV1VdFtuQBETTER INVENTORY ON AISLE 3Simbe Robotics, Inc., a company that leverages robotics and AI to provide retailers with real-timeinsights into inventory and operations, has unveiled an upgraded version of its autonomous inventory-management robot named Tally that is more accurate and durable than its predecessor. Thisnewer version is equipped with an on-board data processor and better optics than its predecessor.simberobotics.com JANUARY 2021 9

COLUMN CONNECTED CARAudi will announce a short-term leaseprogram designed for customers wary of rideshare vehicles. It will be called Audi reLeaseand will feature gently used sedans and SUVs.CES 2021:ON THE VIRTUAL ROADTHE VIRTUAL CES REMAINS A VITAL SHOW FOR ALL THINGS CONNECTED CAR-RELATEDBY BRETT SOLOMONBrett Solomon is the lead reporter and writer on 12V products andretailers for Dealerscope. He has been covering the mobile electronicsindustry for over 20 years.The International CES has become as important as a major auto show for OEM manufacturers to show off their latest technologies.Additionally, the show remains the place thatTier 1 suppliers and aftermarket companiespromote their technology wares. This year wecan’t drive or fly to Vegas, but we still have our10 JANUARY 2021 ears to the streets to see what will be important at the virtual show.Mind-ReadingFamiliar brands such as Harman, Bosch andContinental all are vying for OEM attentionfor precious real estate on the dashboard.Taiwan-based Mindtronic AI is also vying forthat space in addition to vying for the driver’sattention. The CES Innovation Award winnerhas designed a cockpit with a new Human Machine Interface (HMI) that uses 3D animation,personalization, and most importantly, gaze

COLUMN CONNECTED CARinteraction to keep an eye on the driver. As ourADAS (Advanced Drivers Assistance Systems)move us more towards autonomous vehicles,the chances of nodding off at the wheel increase exponentially. We need new technologies to snap us out of our driver trance quicklyuntil vehicles can drive themselves.The company is bridging biometric technology and the HMI to allow seamless handoversfrom autonomous driving back to human driving. So, as you start to doze off, a loud audiblealert gets your mind and body back in gear.A vehicle knowing when it should make thedriver aware to intervene is the next step inour evolution to Level 5 autonomous cars. TheMindtronic cockpit alerts the driver throughboth audio and visual cues on a newly developed Heads-Up Display called the DMX. It willbe another option for OEMs and suppliers tochoose from in future instrumentation anddriver displays.COLUMN CONNECTED CARhad to step in to ensure uniformity. About 20years ago, it was thought that DSRC (Dedicated Short Range Communications) would bethe standard for V2X and Intelligent Transportation Systems (ITS) communications. Toyotaeven went so far as to design the technologythat was already being implemented into mostof its fleet this year based on a Wi-Fi standard (those unused black boxes in Camrys willprobably confuse techs 20 years from now).Many aftermarket ADAS (Advanced Driver Assistance System) manufacturers were alsoeyeing Toyota as the creator of the de factostandard of V2X communications.The FCC has told Toyota to hold off as 5G gainsmomentum, and it does suck for the automaker who must foot the bill for the now-outdatedtelematics equipment. The FCC ruled that thelower DSRC part of the spectrum would bebetter used for consumer Wi-Fi, and the higher5G part of the spectrum would be a better solution for V2X communications. A few monthsthe technology standard for safety-relatedtransportation and vehicular communications. C-V2X uses cellular protocols to providedirect communications between vehicles andobstacles like other vehicles, cyclists, pedestrians, and road workers, and to receive safetyinformation from roadside transmitters. CV2X has gained momentum both domesticallyand internationally.While the Commission designated DedicatedShort-Range Communications (DSRC) services as the technology standard for ITS services over 20 years ago, DSRC has not beenmeaningfully deployed, and this critical midband spectrum has largely been unused fordecades. Today’s action therefore begins thetransition away from DSRC services — whichare incompatible with C-V2X — to hasten theactual deployment of ITS services that will improve automotive safety.” The FCC also will belooking into if even more bandwidth and spectrum is needed for future ITS applications. Thebirthdate of the autonomous car will help determine that outcome.Uber & Lyft in a Pandemic –Some Say No. Enter,Audi reLease.The FCC also will be looking into if even more bandwidth and spectrum is needed for futureITS applications. The birthdate of the autonomous car will help determine that outcome.The FCC, Car Electronicsand CommunicationsWho would have thought that the governmentbureaucracy would be involved in vehiclesafety systems? But, with the onslaught ofV2X communications, the federal government12 JANUARY 2021 back, we looked at Harman’s roadmap for the5G spectrum and implementing new telematics safety into vehicles. According to the FCC,“The new rules also will improve automotivesafety by reserving the upper 30 MHz of the[5G] band for Intelligent Transportation System (ITS) services and designating C-V2X asMobility as a Service (MAAS) has becomewildly popular – until you introduce a pandemic into the equation. As a manufacturer,Audi has always been a leader in introducingnew technology at CES. This year, who wouldhave thought that the company would pivot toits financial services arm for something trulyunique? That something is short-term leasesdesigned for customers wary of rideshare vehicles. It will be called Audi reLease and willfeature gently used sedans and SUVs. Audihas gotten itself into the car rental game inthe past with its Silvercar service available atairports. That service is unique because youdon’t need contact with any human to renta car. The customer bypasses the long-linecounter desks and reserves a vehicle rightfrom their phone.“The global pandemic has transformed how our new and existingcustomers travel and the Audi reLease program offers them a newway to access premium mobility.”first, and with that comes their health,” AronDemers, senior VP at VOXX, says. “These days,clean work areas are now more importantthan ever and VOXX is proud to bring Auto Oxide to the U.S. market. Having a solution that isAudi thought the same could be done forshort-term leases. “We have heard loud andclear from consumers that there is a gapin the car ownership and usage landscape.Whether it’s because of concerns stemmingfrom COVID-19, the cultural shift towardchanging jobs and geographic locations morefrequently, or other life changes, traditionallease and finance terms aren’t meeting theneed for flexible access to vehicles,” said Anthony Bandmann, president and CEO, Audi Financial Services. “We are excited to be at theforefront of the industry and provide consumers a cost-efficient way to select the luxuryvehicle they want and drive it without havingto make a long-term commitment.” DanielWeissland, president of Audi of America notes:“This new offering is part of Audi of America’scontinued efforts to help put the customer atthe center of how we do business. The globalpandemic has transformed how our new andexisting customers travel and this programoffers them a new way to access premiummobility.” Right now, the reLease program isto be available in Maryland dealers outside ofWashington, D.C. and if it goes well, will cometo a dealer near you.VOXX Debuts Auto Oxide toHelp Combat the VirusVOXX will be showing its usual automotiveaftermarket electronics, in addition to a newdisinfectant for retailers who have becomedetailers, called Auto Oxide. It is safe to use onall automotive interior surfaces and according to VOXX, is effective at killing coronavirus,influenza, norovirus, H1N1, hepatitis A, B andC, and RSV by eliminating the source. “Ourdealers, customers, and consumers comeregistered with the Environmental ProtectionAgency (EPA) and contains no volatile organiccompounds (VOCs) is a major win for our dealers as they are able to offer their customers aclean vehicle on return.” While some naysayers promote that cleaning could be theater, itshows your customers you will take the extrastep on the installation. More importantly,some vehicles are sketchy when they pull intothe bay, and it is nice to have something handyto spray down high-touch surfaces before installation techs get to work.Accele Electronics HelpCombat the Virus at theDrive-ThruAs in-car protection seems to be the rage,Accele Electronics has also developed a special hand sanitizer dispenser for the car. TheVOXX is proud to bring Auto Oxideto the U.S. market. Having a solution that is registered with theEnvironmental Protection Agency(EPA) and contains no volatile organic compounds (VOCs) is a majorwin for our dealers as they are ableto offer their customers a cleanvehicle on return. JANUARY 2021 13

COLUMN CONNECTED CARSNG400 Touchless Hand Sanitizer is designedto fit in standard cupholders in late-modelvehicles and is powered by 4 AA batteries. Itsure makes it easier after you pick up youritems at the drive-thru or bank. It is great tohave something dispense sanitizer before youput dirty hands all over the steering wheel orinfotainment unit. Accele is also promotingthe SNG400 to car fleets where vehicles havemultiple drivers.Honda Debuts the New CivicOne of the most customized vehicles in mobile electronics shops is the venerable HondaCivic. No other model is as popular for audioCOLUMN SMARTER RETAILINGHatchback, performance-focused Civic Si, andthe ultimate high-performance Civic: Type R.The 11th-generation Civic draws inspirationfrom timeless elements of Honda design, including a low and wide stance and an openand airy cabin.The new Civic will build on that appeal with aneven sportier, fun-to-drive new chassis, morepowerful and fuel-efficient powertrains andmultiple new Civic-first features and technologies. On the infotainment front, the 2022Civic’s new fully digital instrument panel isfree of visual clutter, minimizing cut lines andbreaks to give drivers a clean and clear viewof the road ahead. An all-digital driver’s meterThe Industry School LaunchWe have previously spoken about the upcoming The Industry School, specifically for 12volt retailers. The mobile electronics portalfor learning will be a welcome destinationfor both manufacturers and retail staff. HeadProctor Solomon Daniels has set a launchdate of Jan. 11 to take advantage of productsthat will be launched virtually at CES 2021. Hestates, “If you are a manufacturer, The IndustrySchool means being part of a larger, collaborative community in which we bring learnersto you, and your trainings stay on to potentiallyeducate thousands of industry professionalsOne of the most customizedvehicles in mobile electronicsshops is the venerable HondaCivic. No other model is aspopular for audio customizationbecause of its prolific presencein the market coupled with itstypical youthful buyer.customization because of its prolific presencein the market coupled with its typical youthfulbuyer. Plus, the fact they are so darned reliable – someone once joked if it was even necessary to put oil in the Civic to still get it to runto 300,000 miles (yes, you need to). Honda hasgiven the world its first glimpse of the all-new2022 Civic with the unveiling of a prototypeon Twitch last month to keep in sync with itsyouthful customers. It is showcasing a fresh,sporty and upscale new look for its popularCivic. The prototype model teases the arrivalof an all-new Civic lineup, beginning in lateSpring 2021, with the launch of the Civic Sedan followed by the sporty and personal Civic14 JANUARY 2021 cluster and a new 9-inch full-HD display audio touchscreen is mounted atop the low-setinstrument panel. Honda blended the displayinto the dashboard, but you can expect dashkit manufacturers and OEM integration specialists to answer the call immediately todevelop aftermarket solutions. We expect Apple CarPlay and Android Auto to be on boardtop-level EX models, but it is not quite clearhow the bulk of the lesser LX models will besold. But we are confident there will be plentyof opportunities for aftermarket mobile electronics retailer to capitalize on the wildly popular and still customizable Civic.Definitive TechnologyDemand Series speakersover time. Best of all, detailed analytics of yourtraining efforts give you the ultimate measureof your training ROI. For industry professionals,The Industry School is a single online destination to learn career-advancing informationand train on the products you sell, on your ownschedule and from wherever you are, anytime.Built-in tools help you retain information,build your knowledge base and celebrate yourlearning achievements.” Everyone in the industry is invited to the launch. “Launch Day ismore than just the day we open to learners,”explains Daniels. “It will mark the first timewe as an industry have a training destinationavailable and always accessible to every mobile electronics professional. We want to havea strong start to our industry’s new learningcommunity.”THE SOUND OF SUCCESS:FIVE THINGS TO LOOK FORIN A BRAND PARTNER IN 2021Stay-at-home orders during pandemic continue to spell opportunityBY FRANK STERNSFrank Sterns is the President of Definitive Technology and Polk Audio at Sound United andis charged with accelerating each brand’s growth globally. Prior to his role at Sound United, Sterns served as Vice President, A/V Specialty/Custom Integration at Sony Electronics,where he spearheaded Sony’s growth in the custom integration channel by calling upon hismany years of experience in the category and his great relationships with channel leaders.I got into this business because I love musicand music reproduction, especially loudspeakers. However, in my 30 years dedicatedto CI and premium channels, I’ve actuallyfound that building lasting relationships hasbeen one of the most rewarding and integralparts of bringing joy to the world throughsound. After all, the most innovative, high-performance products from iconic audio brandslike Denon, Marantz, Polk Audio, Classé, Definitive Technology and Bowers and Wilkins can’tsell themselves without knowledgeable, dedicated individuals to make it happen. Given theundeniable shift to a lifestyle centered aroundbeing at home more, for better or for worse,I believe 2021 will prove to be another verystrong year for our industry. There are new opportunities for us to educate a broader swathof consumers on the joys a great home entertainment system brings even in the midst ofa pandemic! JANUARY 2021 15

COLUMN SMARTER RETAILINGBrand RecognitionAsk yourself, “Am I working with a brand thatresonates with my customers?” Instead of doing all the work of pioneering a brand your customers may not know or trust, invest in heritage brands and strong brand identities thatmake your selling life easier. Look for a brandwith a solid reputation and a long history ofinnovation. Also, keepan eye out for brandsthat offer productsthat provide solutionsas well as brand identity. This also includesbrands that leveragetheir digital presenceto educate customerson the importance ofworking with an authorized dealer.staff how to seamlessly use their products inprojects. Secondly – and maybe more importantly, they must be able to teach your staffhow to sell products to your customers. On arelated note, brands should also offer dealerseasily accessible technical support, especially for more complex products, like AVRsand processors. The best training teams todayFEATURE CES PREVIEWtomers. Innovation, coupled with world-classsupport, takes scale. Look for partners thathave the muscle to deliver on your behalf.Product Performance,Reliability and ValueThe success of any partnership starts with areliable, high-performance product that you,as a consumer, wouldwant to own yourself.That way, you canfeel great about selling it to your clients.Ultimately, your reputation depends onthe reliability of theproducts you sell andinstall, so carefullychoose manufacturers with the skill andscale to build consistently high-qualityAccessible,products every time,Passionateand back them withLeadershipservice and support. InRelationshipsareour world, a product’scrucial in our indusvalue can extend eventry. How accessible isbeyond its functionalyour brand partner’squality, offering cusleadership? How deafullsuiteofgreattomers pride of ownjoyable will it be toproducts that are competitively priced and offer superb value to consumers andership, the feeling ofdo business with thisstrongprofitstodealers.being part of a combrand day in and daymunity, and a deeperout? It should be clearconnection with muthat your sicandentertainment.Find a manufacturercontact team consists of people who are pasin-house courses and remote learning opporwho checks all of these boxes, and you’ll reapsionate about the products they sell and thetunities,in

Images on page 1, 2, 16, 20 (Pexels), 17 (Joshua Woroniecki, 18,19 (Getty Images), 50 (Unsplash) 20-35 DEALERSCOPE 2021 HALL OF FAME Presenting profiles of our 2021