• David G. Weinheimer pre-pares to test drive a 2017 Ford F-250 Lariat as McLane Ford sales repre-sentative Matt Self tells him the truck’s features. McLane co-owner Kenny McCarty said trucks are by far the dealership’s best-selling vehicle. — Standard-Radio Post/Richard Zowie

McLane Ford, McCarty focus on people

 

Even after less than two years as co-owner of McLane Ford, Kenny McCarty has developed one key conclusion about the Hill Country automobile market.

“Here, trucks sell the best,” said McCarty, who co-owns the dealership with his wife, Shirley, and with his business partner, former Houston Astros owner Drayton McLane Jr. “You have two definitions of a truck in the industry — pickup trucks and SUVs. Trucks are 95 percent of our business, and pickups are 92 percent of that business.”

This includes a lot of super-duty trucks and F-150s.

McCarty, who bought the dealership (previously known as Immel Motors) in August 2015, attributes this to the number of ranches and farms in the Hill Country.

“Everybody also wants to drive a truck,” he said. “It’s been this way for 15-20 years. People are now using trucks as passenger cars. At one time, trucks were built to be worked out of and weren’t designed for comfort.”

McCarty said trucks are now being built with engines designed to increase gas efficiency while maintaining horsepower.

The car business isn’t new for McCarty, who’s from San Saba and whose father spent many years working for Golding Motors. McCarty worked at the dealership when he wasn’t working in the golf industry.

“We’re in the people business, not just the car business,” said McCarty. “Dad told me he’d teach me all about the car business. His idea was teaching how to take care of people. He said if you learn how to take care of people the right way, then anybody can do the business part.”

With that, McCarty strives to make the customers feel taken care of and feels the most important part of the business is the service department.

“If you can’t take care of a vehicle, there’s no reason to sell it,” he said. “You’ll only sell to a man one time if you can’t take care of a vehicle. If you don’t make a customer when you sell a vehicle, you make a customer when they have a vehicle problem that you take care of. That’s what I feel makes us different.”

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Fredericksburg Standard

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