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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.

Buyers ditching expensive European sedans to buy expensive American trucks

The New York Times ended the automotive week with a story that adds numbers and context to a range of other stories, from the crossover craze to the increasing median price of a new car to ever more grandiose pickup trucks. The NYT piece reveals that the shift to larger vehicles isn't merely about the average U.S. buyer swapping the midsize sedan for a Ford Edge. Luxury buyers are migrating from plush sedans to plush SUVs and trucks that creep close to six-figure prices, and the Detroit Three are running Treasury presses because of it. From 2013 to 2017, the truck category — everything from pickups to minivans — climbed from 30 percent of the market to 41 percent. In January of this year, trucks claimed 66 percent of new vehicle sales. At the milk-and-honey end of profits, GMC alone accounted for 11.3 percent of all vehicle sales over $60,000, not just trucks. That puts the luxury truck maker behind Mercedes-Benz and Ford, The Blue Oval's feasting on Lariat, King Ranch and Raptor versions of the F-150, which make up more than half of that pickup's sales, putting it ahead of Chevrolet, Porsche and Lexus on the high-dollar sales list. The average transaction price of a GMC in Denali trim last year was $56,000; it's easy to see why, when one dealer told the NYT he just swapped a 2012 BMW 550i for a $71,000 GMC Sierra Denali. That truck starts at $52,900. The NYT started its story with a buyer who took home a Ford Raptor instead of an Audi A6, and optioned that $50,020 Ford Raptor close to $80,000. Over at Lincoln, the new $72,055 Navigator — the one so popular that Ford will increase production — crossed hands for an average sale price of $77,000 in January. And a Jeep dealer told the NYT that the two $93,000 Trackhawks he had on his lot "won't be here more than a few weeks." While trucks head up in sales volume and price, cars are headed so viciously in the opposite direction that "the Detroit Three and even some foreign manufacturers acknowledge they are now losing money on many of the cars they sell." So ... get ready for a lot more crossovers and trucks. Related Video: Find out what vehicle is right for you. Give our Car Finder tool a try.

Junkyard Gem: 1978 Lincoln Continental Town Car

Just before Ford downsized the Continental for 1980 and made the Town Car a separate model for 1981, the biggest and plushest new sedan in the Dearborn universe was the mighty Continental Town Car. Here's one from 1978, the second-to-last model year of the two-and-a-half-ton Continental Town Car, found in nice condition in a Denver car graveyard last month. This car rolled out of the Lincoln showroom loaded, with the landau-style "Coach Roof" and just about every additional option. Base price on the 1978 Continental with the Town Car package started at $11,606 (about $48,350 in 2020 dollars), but this car cost much more than that. A new Mercedes-Benz S-Class cost better than twice as much that year (and it was worth it), but you still had to be a heavy-duty high-roller to buy a new '78 Town Car. The base engine in the 1978 Continental was a 400-cubic-inch (6.6-liter) V8 making a grim 166 horsepower, a truly horrific ratio of 25.2 horsepower per liter of displacement (torque came to a respectable 319 lb-ft, though). If the new Navigator got 25.2 horses for each liter in its turbo V6, it would have a mere 88 horsepower to haul its nearly three tons, rather than the 450 horses that 21st-century engine technology gives us. The good news with this car is that it came with the optional 460-cubic-inch (7.5-liter) V8, rated at 210 horsepower and 357 lb-ft. That was sufficient to get this car's 4,660 pounds moving well enough. Still just 28 horses per liter, but a significant upgrade. These cars weren't about performance, however. They were about a silent, cushy ride and poofy seats that swallowed you in velour comfort. When did Detroit stop making these pillow-top seats? And opera lights? And snazzy "coffin-handle" door pulls? Yes, even the wire wheels (a $333 option, or $1,385 today) stayed on this car to the very end. Why get a Rolls-Royce when you could have this, the grille of this behemoth seems to ask us. Though it remained in good condition when it arrived in its final parking space, a Malaise Era Continental sedan just isn't worth much in the enthusiast world. Even a 1978 Mark V in nice shape would be hard-pressed to find a forever home nowadays. At least it had a chance to visit the Norman Rockwell Museum in Massachusetts before the end. In what came to look like a very smart move by Ford, in light of certain geopolitical events in 1979, the Panther-based 1980 Continentals weighed nearly a half-ton less than this car.