Auto blog

Lincoln dealers to build standalone dealerships separate from Ford

Way back in 2011, Ford Motor Credit Co. established Lincoln Automotive Financial Services as part of what Automotive News called "a campaign to set the Lincoln brand apart." Lincoln's been on a wild, public ride in the seven years since, which included a near-death experience in 2013 under former Ford CEO Alan Mulally. But Ford's luxury brand has rebounded and is ready to take another shot at setting itself apart. Automaker execs have asked dealers with twinned Ford- Lincoln dealerships in 30 major U.S. markets to build standalone stores. According to company data, the move isn't a gamble — dealers with standalone showrooms sell more vehicles. Lincoln's standalone dealerships in the 30 major U.S. markets that account for 70 percent of luxury segment sales increased 48 percent from 2014 to 2017, compared to an overall Lincoln brand sales increase of 18 percent. After a former Ford-Lincoln dealer in Minneapolis opened a devoted Lincoln store this January, sales have climbed 60 percent so far this year. Dealers in Orange County, California, and Atlanta, Georgia have seen sales double since opening exclusive Lincoln storefronts. The sales manager at the Atlanta dealer said, "Customers have pulled up and said, 'This is how it should be.'" Robert Parker, Lincoln's head of marketing, said, "Customers expect the environment to be equal to the product. They want to buy a luxury product in a luxury environment." That issue repeatedly comes up when a mass-market brand launches a luxury product; observers have lately wondered how much the issue affects sales of Hyundai's Genesis brand. Out of 845 Lincoln showrooms nationwide, there are 150 Lincoln dealers in those 30 major U.S. markets. So far, 72 dealers have made or are working to make the standalone switch on their own. Lincoln is asking the remaining 78 shops to follow suit, to agree to a new facility by July 2019 and to have the store finished by July 2021. Only the showrooms would need to be exclusive, service and other back-end departments can remain in Ford-branded complexes. Wielding the carrot, Lincoln will help dealers with relocating, and pay more for every car sold. Wielding the stick, Lincoln said that come Q2 2019, it won't let twinned dealers sell Black Label trims if they don't already. Over the next couple of years, Lincoln will complete the revamp of its lineup. Said marketing honco Parker, "The next phase of the transformation is critical.

Will Ford's SUV blitz include the Bronco?

Ford announced this week it will add four sport-utility vehicles in the next four years, an ambitious bet on a segment the industry once shunned. This led to wild speculation about what form these utes will take. Here's what we know: They will be new nameplates, and Ford is thinking globally. That means at least one might not be a product with US intent. They will also be in segments where the company does not currently compete, Ford said. The Blue Oval isn't specifying exactly what's it's doing, so here are some of our theories. We think one will be called the Bronco, which is great news for enthusiasts. We hope it follows the Mustang playbook with some heritage styling, but a thoroughly modern execution. Ford needs an off-road Jeep Wrangler-fighter. Fuel prices are low and it's been 22 years since the infamous O.J. Simpson white Bronco chase. This is the best chance Ford will ever have to bring back this iconic name. Our man on the ground at the Chicago Auto show, Sebastian Blanco, reported that Ford sales and marketing vice president Mark LaNeve said a "mini utility" will also be one of the utes. This could be primarily an overseas play. We've also seen lots of spy shots of the EcoSport, a small crossover that Ford sells in India and other overseas markets, being tested on American roads. That is an existing nameplate. Maybe Ford adds a small ute related to the EcoSport in the United States, but calls it something else. We think Lincoln gets a three-row SUV out of the deal. It could slot between the MKX, which was new last year, and the Navigator. Lincoln is leaving money on the table by not being in this segment. The platform could be used for a Ford at some point, too. The Blue Oval brand does actually have a tweener three-row vehicle, the Flex, but this chassis might underpin a replacement. Or maybe Ford makes one of these a hybrid. The company laid out ambitious plans in December to ramp up its electrification strategy, something that could mean a dedicated hybrid SUV (Kia unveiled one of those right after LaNeve's speech in Chicago). It's also possible hybrid technology will be integrated into this new portfolio. The Escape used to have a hybrid sibling. Whatever form they ultimately take, Ford is betting heavily on SUVs. The company thinks they are what Baby Boomers and Millenials want and expects the segment will continue to grow. It's important to note: this will be a diversified strategy.

Ford says utility vehicles are key to global growth

While most of us believe that small, fuel efficient cars are the key to global expansion for US automakers, Jim Farley, Ford's vice president of Global Marketing, thinks otherwise. Last week, we attended an exclusive sneak preview of the Ford Edge Concept in advance of the Los Angeles Auto Show, and Farley told us that it's actually utility vehicles that will help the Blue Oval gain market share overseas. "There is no other segment in our industry that is growing like utilities," he said. "We expect over the next five years this full family of [utility] vehicles to really drive our growth as a company."
And Farley has the numbers to back it up, too. Ford projects overall automotive sales to grow 23 percent from 2012 to 2017, but the company's utility vehicles are expected to boom by an impressive 41 percent during that same period. Much of that growth will be in China, where Ford estimates its utility sales will explode. "The biggest opportunity for us globally for utilities is in China," Farley said. "China utility growth is expected to more than double from where it is today to 2017, which isn't that far away." Most astounding is that Ford projects its own utility sales in China will eventually increase by more than 2,000 percent when smaller crossovers, such as the EcoSport and Kuga (sold as the Escape in North America), and the Edge and Explorer, are factored in.
Ford's VP also expects utilities to lead the way in the struggling European market. "With all the difficulties of the European market, there is one segment that has actually expanded in volume over the last several years even though the market is way down, and that's utilities," Farley told us. Ford estimates that their utility sales will grow 65 percent in Europe from 2012-2017. "The utility segment is projected to grow we think about thirty percent between now and 2017 in Europe, and we think we are going to grow twice that rate as a brand," Farley continued.