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Lincoln putting perfume on its sales

Lincoln has a scent. But unlike those from Mustang, Lamborghini or even Shark by Tara, you can't buy it and you have to visit a Lincoln dealership to inhale its notes of jasmine hedione, mate tea leaves and tonka beans. Essence of Lincoln - that's what it's called - is being piped through the ventilation systems at some showrooms to help "create an emotional connection between the luxury brand and its customers," and olfactorily promote the idea of "luxury and warmth." Where it's not run through the ducts, visitors can sample it on scent cards.
Master perfumer Rene Morgenthaler worked with aroma house SensoryMax to design Essence of Lincoln. Also including traces of Earl Grey bergamot and green tea, whenever you encounter it you're meant to enjoy "a feeling of belonging to an exclusive, forward-thinking group that values style and success." And then buy an MKC. There's a press release below with details and an image to explain more, if you're still having a little trouble smelling the orange blossoms.

2016 Lincoln MKX First Drive [w/video]

The Lincoln Motor Company was one of America's great luxury symbols of the 20th Century. It grew from an aircraft engine maker during the First World War to become the car of presidents. The jaw-dropping Continental concept revealed earlier this year is a clear indication that Lincoln plans to build on its history and recapture some of that luxury magic. While the image of a powerful Continental thundering over a tony Westchester road is certainly romantic, it does little to sell cars today. Enter the 2016 Lincoln MKX. Flagships like the Continental are great, but Americans buy way more crossovers, and Lincoln's redesign of the MKX focuses on the needs of modern luxury customers. That means more and better safety features, a quiet interior with attractive materials, and classy exterior design. The potent 2.7-liter twin-turbo V6 pushes out 335 horsepower, outperforming V6 offerings from Lexus and Acura. There's also a new engine – Ford's potent 2.7-liter twin-turbo V6 pushing out 335 horsepower – that outguns V6 offerings from Lexus and Acura. All told, it's a tasteful redesign with some spotlight features that might turn a few more customers Lincoln's way. The updates are intriguing, yet many of them (aside from the V6's 380 pound-feet of torque) are rather subtle. So we grab the key fob to an attractive all-wheel-drive model decked out with the Reserve package and set out for a long weekend to absorb the new MKX. Several days of running errands around town, commuting, and a three-and-half-hour drive from metro Detroit to the northern tip of Michigan lay ahead of us. We're going to be spending a lot of time in the MKX, so naturally, we take stock of the interior. Our tester (we photographed a different one) is done up in a cappuccino leather theme, which means brown leather for the steering wheel, armrests, and the tops of the door panels. Another chocolately strip bisects the dashboard. The rest of the cabin – the headliner, the seats, the sides of the doors, etc. – is a creamy white. We sink into the seats, which are cushy yet supportive. The headrest is like a pillow, and the plush floormats feel made for bare feet. The touchscreen works well, and it's complemented by redundant buttons and switches, which we like. The MKX is generally user friendly. The touchscreen works well, with little poking or jabbing. It's complemented by redundant buttons and switches, which we like.

How Lincoln could make itself special again

Things are going better for the Lincoln brand — or, more properly, The Lincoln Motor Company — so far this year, and are likely to continue to do so, comparatively speaking. In the first quarter of 2017, the brand's sales are up 8.7 percent compared with the same period last year. Lincoln delivered 27,083 units in the first quarter. The Continental is certainly a boon, with 3,209 units (almost 12 percent of the total number), something Lincoln didn't have in the first quarter of 2016. Its crossovers, the MKC and MKX, were up 15 and 11.2 percent, respectively, and while the Navigator SUV was down 16.2 percent, the new 2018 model will certainly boost that nameplate. Still, there is undoubtedly a glass — or crystal — ceiling for Lincoln (as well as for Cadillac) that it's not likely to break through regarding total US sales. No matter how you look at it, the US luxury market is dominated by import brands, and there is no reason to think that's going to change. Ever. According to Autodata, for the first quarter of 2017 there were 213,817 luxury vehicles delivered, of which 170,780 were from import brands and 43,037 domestic. While there is a good likelihood that Lincoln will gain some ground, given the lineup extensions that the likes of Mercedes, Audi, BMW, and Lexus are making, as well as the creation of new brands like Genesis and the traction of Tesla, it is going to be all the more challenging for any company to get any significant growth in the luxury category. So growth for Lincoln, yes. Notable growth? No. But there is something the company could do to generate revenue separate from the car and crossover business. It may not make a lot of money in and of itself, but it can provide a distinct edge in the product segment that would cement Lincoln with a unique offering. Kumar Galhorta, president of Lincoln, frequently talks about "experiences." About how the company is working to relieve or eliminate "pain points" from its customers. About how time — or the perceived lack thereof — is something Lincoln is working to address. And it's doing so in a way that gives it a distinctiveness vis-a-vis the competitive set. Lincoln's services are creating a buzz in a way that Matthew McConaughey ads never will. Lincoln is addressing it through service. As in offering pickup and delivery for service appointments for all new 2017 Lincoln models.