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Lane Mecham

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Lane is a Certified Public Accountant who has worked with auto dealerships, parts manufacturers, and other small businesses for over a decade. Lane was the Vice President and Controller of a well-known hunting magazine which also won the “Best New Series” award for their TV show on the Sportsman’s Channel. He has worked in various sales roles all along the way, including advertising sales and managing marketing groups.
coach

Anybody Can Coach Customer Service if They Have the Right Approach

In a previous article I wrote about dealing with angry customers by acknowledging their concerns, responding with what you can do versus what you...
salespeople

5 Qualities That are Found in High-Performing Salespeople

What are the traits of highly successful salespeople?  It just seems to come naturally to some people – what is it about them you...

Vanity Metrics: The Snake Oil of Marketing

Some time ago we partnered with a production company to start a new show on TV which promised to boom the business.  We hired...
angry customers

The A.R.T. of Dealing with Angry Customers

I know a thing or two about dealing with angry customers.  A big part of my time at college was spent on a phone...
financial

The 3 Financial Tools Every Dealership Needs

Operating a dealership is fraught with challenges and obstacles that are completely out of your control.  Because of that, it’s important to control those...
turnover

What Does Staff Turnover Actually Cost the Dealership?

If I asked you whether employee turnover was good or bad you would already know that it’s bad.  But there’s a deeper question –...
video

5 Reasons Your Dealership Needs Video Now

If you’re not utilizing video as part of your overall marketing strategy – you’re falling behind.  It not only adds depth to your marketing,...
Q2

How Auto Sales Fared in Q2 2020 Amid Pandemic

Virtually nobody doubted that the coronavirus pandemic would hit the auto industry hard and lead to supply chain delays, parts shortages, and a sharp...
video

Bob Lanham and Jen Cole on Helping Dealers Leverage Facebook Ad Technology

Coming off of tremendous sales numbers for both May and June, many dealers are beginning to bring their departments back to 100 percent operating...
online sales

The Current State of Online Sales: Is This Process Here to Stay?

COVID-19 has caused many auto dealers to embrace a variety of new processes. From picking up cars for servicing to limiting the number of...
video

Hireology CEO Adam Robinson Discusses Major Changes to the Dealership Staffing Model

It’s no secret that the automotive retail industry is going through a period of tremendous change due to the Coronavirus. Dealers have been forced...
Ira Wolfevideo

Ira Wolfe on Why Dealers Can’t Go Back to Business as Usual

"An Obituary for Normal", is how Ira Wolfe, founder and President of Success Performance Solutions, satirically introduces his thoughts about the state of 'normal'...

What Do Dealerships and Bank Conversions Have to Do With TikTok?

Recently, a video by TikTok user Molly Baxter shared a shady business practice perpetrated by a few F&I managers that received thousands of views....

Why Dealers Should Concentrate on Experience, Not Price

On this week’s episode of Kain & Co., host David Kain is joined by his colleague Steve Purdy, the client success director for Kain Automotive....

Creating a Frictionless Online Car Buying Experience

There is still a lot unknown about how the Coronavirus will continue to affect American lives, industries, and consumerism. However, dealers can assume that...

Making the Commitment to Provide a Top-Tier Customer Experience

On this week’s episode of Kain & Co., host and President of Kain Automotive, David Kain discusses the necessary changes to the customer experience brought...