Automotive News - January 4, 2016 - Supplement - 38S

38S * JANUARY 4, 2016

Price to market

pricing proof points

used car

incentives

Appraisal

Repricing
effectiveness

pricing

new car

We're with you every
step of the way

LAND ROVER

deliveries skyrocketed 36% through November
despite shortages of key Range Rover vehicles. The
new Land Rover Discovery is selling well and giving
Riding the light-truck wave
the Land Rover side of the business a nice lift.
● Detroit debuts: None
● Challenges: Keeping pace with demand for the
● 2016 pipeline: Range Rover Evoque convertible
Range Rover and Range Rover Sport - dealers are
lands in the summer.
selling every SUV they can get. The upside is
● 2015 share: 0.4% (Jan.-Nov.);
incentive spending is among the lowest in the
0.3% (Jan.-Dec. 2014)
industry, though average transaction
prices slipped in 2015.
● Sales trend: Land
Rover's 2015
● Strategy: Land Rover is
one of the fastest-growing
brands in the U.S. -
especially its Ranger Rover
nameplates. The brand plans
to continue focusing on
satisfying two healthy
market demands: for SUVs
and crossovers, and for all
things luxury. The lineup is being
expanded by the addition of the Discovery
family and a Special Vehicle Operations arm
that produces limited-edition, range-topping
models.
- Diana T. Kurylko
2016 Range Rover Evoque convertible

SCION
Finally, some fresh products

Ad distribution

merchandising

Descriptions
Lead Development

value report

BDC Sales Tools

The Sale

Showroom
sales Tools
After Hours
sales support

● Detroit debuts: None
● 2016 pipeline: The CH-R subcompact crossover
concept that Scion unveiled in November at the Los
Angeles Auto Show will bow in production form
under the Toyota name in March at the Geneva
auto show. Scion is expected to show its version
at the 2016 L.A. show and begin sales in early
2017.
● New face: Andrew Gilleland was
named vice president in September,
succeeding Doug Murtha. Murtha
moved on to head corporate strategy
and planning for Toyota Motor Sales
U.S.A.
● 2015 share: 0.3% (Jan.-Nov.);
0.4% (Jan.-Dec. 2014)
● Sales trend: Scion finally
received new products - the iA
and iM - to slow the youthoriented brand's sales decline.
● Challenges: Product. With
consumers flocking to crossovers
and spending more to do so, this
car-centric value brand will be
notably out of step with most of the
2016 iA
industry in 2016.

PORSCHE
Crossovers keep
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● Strategy: With a strong marketing campaign
backing the iA and iM in 2016, Scion is aiming for
annual U.S. sales of 80,000. Once the CH-R arrives
in 2017, the company is looking for annual U.S.
deliveries of 100,000.
- David Undercoffler

● Detroit debuts: Re-engineered 911 Turbo and
Turbo S
● 2016 pipeline: Re-engineered 911s begin
arriving in March with several variants expected this
year. The Macan GTS performance variant reaches
dealers in March. The re-engineered Boxster 718
and Cayman 718 will arrive later in the year with
new four-cylinder turbocharged engines. The
redesigned Panamera is expected in 2016 but may
not go on sale in the U.S. until early 2017.
● New face: The Volkswagen diesel scandal and
resulting executive shuffle brought about a
leadership change in the U.S. Klaus Zellmer was
appointed CEO of the U.S. unit after longtime leader
Detlev von Platen was promoted to global
chief of sales and marketing. Zellmer had
headed Porsche's overseas and
emerging markets and, before that, its
Germany unit.
● 2015 share: 0.3% (Jan.-Nov.); 0.3%
(Jan.-Dec. 2014)
● Sales trend: Car sales slipped through
November in 2015 but overall volume
rose 9.3 percent on Macan crossover
demand. Once December sales are
tallied, the brand should top its long-held
goal of 50,000 U.S. sales. The
achievement comes three years early.
Porsche is one of the few luxury brands

to have already-low incentives per vehicle drop in
2015, though average transaction prices slipped.
● Challenges: The Volkswagen diesel scandal
brings changes for Porsche in addition to the new
U.S. CEO. Porsche had to halt sales of the Cayenne
diesel. The brand had planned to begin selling a
diesel-powered Macan late in 2015 or early 2016,
but that seems to be on hold for now. It remains
unclear how scandal-triggered cost-cutting by parent
Volkswagen will affect Porsche's long-term product
plan.
● Strategy: Porsche's 2016 rollouts underscore
the brand's efforts to gain fuel efficiency while
increasing power. The re-engineered 911s primarily
shift to smaller engines with turbochargers. The
Boxster and Cayman updates receive Porsche's
first four-cylinder engine in the U.S. since 1995.
- Amy Wilson

2016 911 Carrera

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Table of Contents for the Digital Edition of Automotive News - January 4, 2016 - Supplement

Nouveau riche collides with old money at Cobo
Cadillac's edgy exterior styling evolves
Design boss Wagener maps out M-B's turnaround
Chevrolet, Toyota raise game in green battle
FCA designer Gilles: People should order their cars
A new minivan and a few sedans
Challenging tasks ahead
Ain't no mountain high enough
Big car launches pose test
Betting on NSX glory
Crossovers are crucial
Flying fashionably under the radar
Bigger, more luxurious
Heating up in '16
Hitch revival on a crossover
Fresh sheet metal ends product drought
New variants coming
Trucking along amid redesigns, cheap fuel
Striving for the luxury crown, again
The good times just keep rolling
Treading water with a stylish life jacket
Onward to luxury cars
Performance overtakes lost volume
Banking on a first: An ultraluxury crossover
Bargain brand no more
Turbos, high-end luxury in the mix
A few big launches in '16, then a lull
Rebooting with an SUV
Waiting for more trucks
Charging up the cheaper EV
Content, volume, profit focus
Major launches on deck
A major truck launch holds the key
Keep the momentum going and win back share
New global boss for growing automaker
Building on Continental buzz
Crucial launches are on the horizon
Ready to fly solo
Crossovers keep sales surge rolling
Finally, some fresh products
Riding the light-truck wave
A new Dawn, crossover
Banking on new models
Key launch year ahead
Selling style and story, but not cars
Waiting for an SUV
Former Detroit stars (and where they are now)

Automotive News - January 4, 2016 - Supplement