Hall of Fame: Mike Mohan: Driving Retail Strategy by Listening to the Consumer
Back in 1998, Dave Kelley, then Klipsch’s national sales manager, met Mike Mohan on his very first day as senior category manager for home audio at Good Guys in San Francisco.
Mohan took the meeting alone, and Kelley remembers the first words out of Mohan’s mouth to be: “I’ve got to be honest with you. My background is mobile. I’m a 12-volt guy. This is my first day as senior category manager for home audio, and there’s really one of two ways this could go. You could take advantage of my lack of knowledge of the home audio space, or you could decide to work collaboratively with me and we could build the business together. The choice is really yours.”
Kelley chose the second option and the two men proceeded to build Klipsch business with Good Guys from $700,000 to $11 million wholesale over the next two years, becoming professional and personal friends.