Jerry Chapman

Editor in chief of Dealerscope

Partner, SolidSignal, Novi, Mich. Age: 31 Education: Studied mechanical engineering at Kettering University, Flint, Mich. Career History: Faul began his career as a sales engineer for the defunct Matchbid.com before moving over to SolidSignal, an e-tailer of antennas, DirectTV, cellular and HDTV solutions. With the digital-to-analog TV transition on the horizon, the company is in the right place at the right time, with sales up about 75 percent this year, thanks mostly to the booming sales of digital TV converter boxes and new TV antennas. Phones at the company’s head desk have been ringing off the hook with calls from the government, retailers and

It’s a rare customer these days who doesn’t walk into your store armed with a sheaf of Web printouts. Not a problem—unless the printouts are from a competitor’s site, leaving you the thankless task of defending your prices and policies against this research. All the more reason to try to increase the odds that the research came from your site, rather than somewhere else. A sloppy, illogical, sluggish Web presence with a lot of informational holes is just as bad as a retail store with neglected, dusty displays and disinterested sales associates. Both scenarios work against conversion—the common bottom-line in both brick-and-mortar

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