This article originally appeared in the March 2026 issue of THE SHOP magazine.
Performance exhaust systems connect with a wide range of customers, delivering sound, horsepower and even aesthetic improvements to vehicles of yesterday and today. Drivers can choose just how loud they want to be and how much attention they wish to draw, while shops can build a strong reputation with top products and quality installations.
Technological advancements allow the systems to work with sophisticated modern vehicles and components, while proven materials ensure they’ll provide many years of driving enjoyment.
Shops hoping to offer performance exhaust system sales and installations will want to approach the market with a sound strategy. Manufacturers are ready to help with observations on recent trends, pitfalls to avoid and new product suggestions so customers are not just seen but heard.
HIGH-TECH COMPONENTS
Even with the category’s rich history, enthusiasts may still underestimate the sophistication of today’s performance exhaust systems.
“The market has shifted toward application-specific, pre-engineered systems rather than one-off fabricated solutions,” says Dave Gerard, president of Pypes Performance Exhaust. “Vehicles are more complex, customers are more informed and shops are under greater pressure to control labor time. As a result, demand has increased for exhaust systems that install correctly the first time and sound the way customers expect.”
New vehicle development is helping set the direction for updated exhaust offerings.
“Over the last decade, the market has shifted from basic fabrication to a requirement for high-tolerance precision, mirroring the increasing complexity of modern vehicles,” says Jesse Kramer, chief marketing officer of AWE. “AWE’s roots go back to Porsche and McLaren applications, where precision is the cost of doing business. We’ve applied those same rigorous standards to every segment AWE touches today, from Tundras to Civic Type Rs. Consumers are tired of replacing rusted parts; they want a lifetime guarantee from a domestic team they can trust.”
Aftermarket upgrades must deliver on their promises to surpass factory offerings.
“Performance exhaust has been more thought-out by the OEMs, and their complexity increased as the nature of boost and big power with road compliance has provided much more sophisticated designs,” says Richard Waitas, corporate relations/spokesman at MagnaFlow.
System advancements show no signs of slowing, says Tim Sayers, muffler development manager at Borla Performance Industries.
“Vehicle technology continues to evolve,” he observes. “Engine technology, engine control technology and exhaust system technology are constantly changing and becoming increasingly complex.”
One such OEM change helped direct new product development for aFe POWER, notes John Gray, vice president of exhaust and exterior products.
“The addition of exhaust valves to factory systems over the past 10 years has made it possible to develop exhausts with dual modes,” he says. “The exhaust valves aFe incorporates with the Gemini exhaust system work seamlessly with the factory electronics.”
LESSONS LEARNED
Shops looking to become local exhaust system experts will want to have a full understanding of the market and what it takes to create satisfied customers. Suppliers offer suggestions on areas that may warrant further investigation.
Material variations
Gray notes that shops will want to inform clients about the materials used in their new exhaust system.
“You don’t want to sell your customer the cheapest exhaust that will rust or, worse, fail within the first year because of price,” he says.
He explains potential material differences this way:
“Exhaust systems are made from three main materials: aluminized steel, 409 stainless steel and 304 stainless steel. Aluminized steel is the cheapest but corrodes from the inside out within a few years. Next, 409 stainless steel lasts longer but rusts on the outside, affecting appearance, though not performance. Finally, 304 stainless steel is the most expensive, but it doesn’t rust and maintains its appearance for the life of the system,” says Gray.
Installation efficiencies
Time is money when it comes to exhaust system installations, with Kramer citing a common critical error made by shops—overlooking the reality of flat-rate labor.
“Saving a few dollars on a cheaper brand often costs hours in fighting poor fitment,” he explains., adding that AWE was founded by an installer (Todd Sager, current CEO) and offers a fitment guarantee.
“Exhaust systems that don’t prioritize precise fitment lead to wasted time and lower hourly earnings. Once shops understand that an exhaust needs to excel in quality, sound and fitment, they realize brands that don’t get this just aren’t worth the trouble,” says Kramer.
Thoughtful installation procedures mean quicker jobs and more satisfied customer.
“Performance exhaust kits like our Early Muscle Car kits require installation from back to front, which bucks the trend when you are bending a system on the fly. We have fixed locations and limited rotation for the tailpipes, so we build the adjustment into the X- or H-pipe in front of the mufflers,” says Gerard.
Early discussions
Customer satisfaction begins at the onset of the sales process with a frank discussion about planned vehicle usage and what drivers want and expect from performance exhaust components, says Sayers.
“Additionally, shops need to spend time managing customer expectations of what the products will and will not provide,” he adds.
Strike the right tone
Most customers know that an amplified performance exhaust sound is part of the experience. However, Waitas states that, in many cases, louder isn’t automatically better.
“Selling acoustic volume over quality of tone can often lead to buyer’s remorse with ear fatigue, making what should be a pleasant driving experience one riddled with body rattles and uncomfortable driving conditions,” he explains.
MUSIC TO SHOPS’ EARS
Whether as the main focus of a visit to your shop or as an exciting potential add-on sale, performance exhaust systems are popular with a wide client base.
“When customers purchase other appearance and performance improvement products like wheels and tires, induction upgrades, ignition upgrades, etc., let your customers know that you also offer performance exhaust products,” says Borla’s Sayers.
If drivers need some convincing, start with the emotions these systems can evoke.
“Selling performance is sensory, yet many shops struggle to convey the experience before the box is opened,” says Kramer. “The solution is leveraging high-quality media to let the product speak for itself. AWE supports this by being fully ACES and PIES compliant, making it easy to pull data and video content directly into sales presentations. Nothing sells an exhaust better than the audio, so shops should maximize the use of AWE’s video and audio assets.”
More practical clients may be interested in performance specs and impacts on the overall driving experience.
“Learn what the materials, features and benefits of an exhaust system are to better match what your customer’s needs are,” says Gray from aFe POWER. “Also, qualify your customer. Outside sound and inside cab sound change with engine rpm levels. Make sure your customer is aware of any drone or excessive sound levels before installing any exhaust system.”
Application-specific components can help alleviate compatibility issues and provide repeatable improvements, notes Waitas of MagnaFlow.
“While the cliché ‘out of sight, out of mind,’ might apply to the visual part of the vehicle, don’t forget the aural aspect,” he suggests. “You want customers to say they ‘found their sound’ at your shop.”
Finally, partner with quality manufacturers to ensure your shop stays on top of the latest products and market trends.
“You can sell it if you believe in the brand,” says Gerard from Pypes Performance Exhaust. “So, look for brands that support you—not only with discounts, but with tech support, inventory readiness and pride in their products. Develop those relationships and sales will follow.”
PERFORMANCE EXHAUST PRODUCTS
HOT PRODUCTS: Gemini XV Series Cat-Back Systems with Remote Exhaust Valves
FEATURES & BENEFITS: Feature dual-mode or active exhaust valves; dual-mode switches between two sound level modes—under normal operation, exhaust passes through the muffler to keep the tone tame, open the exhaust valve via included key fob to bypass the muffler.
aFe POWER
John Gray
VP Exhaust & Exterior Products
HOT PRODUCTS: Zero Drone T304L Stainless Steel Performance Exhaust Systems
FEATURES & BENEFITS: U.S.-made stainless steel systems include Sport Compact, Truck, Euro and Modern Muscle footprints; patented 180 Technology mathematically eliminates drone frequencies, maximizing performance and ensuring the cabin remains comfortable while the engine note stays pure.
AWE
Jesse Kramer
Chief Marketing Officer
HOT PRODUCTS: Exhaust Systems Featuring Anti-Drone Technology
FEATURES & BENEFITS: Offer the ability to have high flow, great sound and no drone or resonance inside the vehicle.
Borla Performance Industries
Tim Sayers
Muffler Development Manager
HOT PRODUCTS: Ram RHO Exhaust Systems
FEATURES & BENEFITS: Offerings include the xMOD series for adjustability and the SPEQ for a balance of performance sound and power; both deliver a more punch-and-go presence to the otherwise quiet truck; NDT delivers an aggressive sound and tailpipe volume without drone.
MagnaFlow
Richard Waitas
Corporate Relations/Spokesman
HOT PRODUCTS: Classic and Late-Model Car and Truck Systems
FEATURES & BENEFITS: Coverage includes most performance vehicles from 1955 to present; complete solutions from manifold downpipes to OE-appearing tips; mandrel bent using either 409 or 304 stainless steel material; cost-friendly; include all clamps and hangers.
Pypes Performance Exhaust
Dave Gerard
President