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 can’t do, and transitioning into a resolution or closing out the matter altogether.  That method is…
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 might have wondered?  If there were one answer to that question then hiring managers across the…

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 a highly awarded producer and host, one of the most knowledgeable and connected in the industry.…
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 line dealing with angry customers all day working on a “resolution desk”, which was simply a…
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 areas that we can control – like how we create and use financial data within the…
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 – how bad is it? That’s the question you need to answer if you’re going to launch…
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, it’s preferred over other types of content according to a HubSpot Research report.  It also showed…
ReconVelocityvideo

Increase dealership sales by eliminating time-consuming recon tasks – Gage and Hugh Hathcock, ReconVelocity

Today on CBT News, we’re happy to welcome back Hugh Hathcock, Owner of ReconVelocity, and Gage Hathcock, Partner at ReconVelocity. COVID-19 has brought a strong focus on used vehicles for dealers who are struggling with new-vehicle inventory. This has only…
Policaro

Policaro Group on the use of innovation and technology in automotive retail

In Southern Ontario, COVID-19 affects customer sentiment just like the rest of the world. Google reports that 59% of car shoppers would complete their purchase online if the option existed. That’s driven dealers like Ontario-based Policaro Group to develop their…
General Motors

Major announcement Tuesday by General Motors focuses on EV development

On Tuesday, Oct 20, General Motors held a virtual media event to announce a multi-billion-dollar investment into six of their manufacturing facilities. At the heart of the announcement is a transition for the Spring Hill, TN assembly plant to begin…
employees

How to develop employees if you cannot promote them during COVID-19

Considering all the ways the COVID-19 pandemic is likely impacting your dealership, it may be a stretch to think about offering a promotion to your all-star staff members. It may not be in the front of your mind, but it…
vehicle

Tips for effective vehicle merchandising and marketing – Part 2

Customers Don't Always Come Through the Front Door As discussed in part one, the virtual showroom may seem similar to the brick-and-mortar store, but there's no single entry that you can control. Links that drive the person to the site…

Tekion makes a big splash in the DMS space and public...

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. Public Group Reporting We’ve entered Q3…

How car dealership leaders can create more growth opportunities for people...

Welcome back to Diversity in Automotive, brought to you by TrueCar and CarNow. In today's segment, host Cory Mosley is joined by Damon Lester, president of the National Association of Minority Automobile Dealers. Diversity and inclusion have been age-old issues for…

Automotive startups make big headlines with strong funding rounds and acquisitions

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. NADA Impact on Vendors Big and…

Do people of color have more leadership opportunities in automotive retail...

Welcome back to Diversity in Automotive: Tier 1 spotlight edition, brought to you by TrueCar and CarNow. In today's segment, host Cory Mosley is joined by an esteemed panel of automotive retail professionals including Gary Graves, CTO and founder of InteractiveTel,…