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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,...
fixed-ops

How Dealers Can Support Fixed-Ops through the Coronavirus Pandemic

As the coronavirus pandemic stretches from weeks into months, dealers are shifting focus from short-term fixes to long-term plans in order to adapt to...
Apple Hondavideo

Apple Honda’s Eric Nichols Discusses the Changes His Dealership Has Made to Sustain Operations

As part of our ongoing coverage of the Coronavirus, we’re pleased to welcome back Eric Mercado, President of WeDrive Automotive along with Eric Nichols,...
Zo Rahimvideo

Cox Automotive’s Zo Rahim Shares His Insight into Retail Automotive Results for March

As part of our continuing coverage of the Coronavirus, we’re pleased to welcome back Zo Rahim, Manager of Economics and Industry Insights at Cox...
Paul J. Dalyvideo

Paul J. Daly Discusses the Big Takeaways from his Automotive State of the Union...

As part of our continuing coverage of the Coronavirus, we’re pleased to welcome back Paul J. Daly, Founder and CEO of Congruent Story, and...
Boniface Hiers Kiavideo

How Boniface Hiers Kia is Changing its Business Strategy to Protect Staff and Serve...

As part of our ongoing coverage of the Coronavirus, we’re pleased to welcome Justin Jarek, General Manager of Boniface Hiers Kia in Melbourne, Florida....

Selling Your Customer’s Story to the Bank

Some dealerships like to cut corners in order to get a customer approved by the lender. On this week's episode of F&I Today, Becky...

March Kerrigan Report: How will COVID-19 Affect Dealership Earnings for the...

Welcome to the Kerrigan Advisors Market Update with Jim Fitzpatrick and Erin Kerrigan, Founder and Managing Director of Kerrigan Advisors. In this segment, Erin...

The Importance of Confirming Appointments

On this week's episode of Kain & Co., David Kain talks about confirming appointments with your ptoential customers in order to move to the...

Are You Presenting Your Menu the Right Way?

On this week's episode of F&I Today, industry expert Becky Chernek explains how consistent product pricing and offering your full F&I menu to all...
Coronavirus Coverage Central

CBT Automotive Network is providing up-to-date coverage on the COVID-19 pandemic's impact on auto dealers, automakers, and dealership personnel