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Lincoln needs a farewell address, not a new marketing plan

The trouble with Ford's Lincoln brand is that no one cares about it any more.
Not long after I heard that Mark LaNeve, chief operating officer of Ford agency Team Detroit, was moving to take over direct operations of the New York ad agency Hudson Rouge for Lincoln, I heard that JCPenney CEO Ron Johnson was ousted. The two events are connected.

Lincoln is changing the way it sells cars (for the better)

Tucked inside an outdoor shopping complex in Scottsdale, Arizona, among various trendy stores is something one would’ve thought hilariously out of place not so long ago: a Lincoln dealer. But this isnÂ’t any old dealership, Lincoln or otherwise. This would be the Sanderson Lincoln Boutique, the first of its kind for FordÂ’s luxury brand. Walk through the big glass doors and youÂ’re greeted by a 2022 Navigator on your right, a 2022 Aviator Grand Touring straight ahead, and to your left, an expansive coffee bar. Vintage promotional images from LincolnÂ’s midcentury glory years line the walls, which is a treat to anyone fond of that automotive era. There are smaller seating areas elsewhere, including one enclosed in glass presumably for more privately discussing a sale, but the overall vibe is reminiscent of an airline lounge. There are also no sales people: Those on hand are salaried product specialists who get paid the same whether you buy a car or not. Oh, and baristas, there to whip up some caffeine free of charge whether you buy a car or not. That seems like a recipe for being popular with teenagers, but I digress. Lincoln is planning for other such boutique stores, but the decision to create this one was all on an individual dealer, Sanderson Lincoln, with the full support of Lincoln. And according to Lincoln President Joy Falotico, such boutique stores and their car-buying model could complement radical changes already happening elsewhere in the car-buying realm. In short, the ongoing supply shortage is set to change everything. Customers are not only getting used to waiting for cars, but also ordering them and therefore getting exactly what they want. ThatÂ’s where boutique stores come in. At the same time, Lincoln and its dealers see the value in not keeping huge inventories of cars that will end up discounted or incentivized. Yes, that means being able to keep prices higher, which is a giant part of this, but it also means theyÂ’ll be delivering cars customers actually want. “We donÂ’t intend to go back to the old model of (overabundant) dealer inventory,” Falotico definitively said. She elaborated that moving to a model where customers increasingly order their cars could increase the build possibilities and opportunities for customization.

Junkyard Gem: 2004 Lincoln Navigator Ultimate 4x4

Things in the American SUV world got a lot more interesting during the late 1990s, when Ford and GM realized that the best way to print bales of money did not involve bringing over their European-market sedans for sale here. Instead, they would take their big sport utility vehicles, pry off the badges of their proletariat-grade marques, and slather them in luxury materials and the latest gadgetry. Ford was first with the Ford Expedition-based Lincoln Navigator in the 1998 model year, with The General transforming the GMC Yukon Denali into the Cadillac Escalade a year later. Today's Junkyard Gem is an early second-generation Navigator, found in a Denver-area car graveyard. The second-generation Navigator was built for the 2003 through 2006 model years. It didn't look much different from its predecessor, but it (and its Expedition sibling) had a brand-new independent rear suspension that gave it a lower rear floor and a somewhat less truck-ish ride. This generation of Navigator was the first luxury SUV to offer powered retractable running boards. This truck, being a top-trim-level Ultimate, has them. With an MSRP of $56,140 (about $93,069 in 2023 dollars), the Navigator Ultimate 4x4 was the most expensive new production car or light truck offered by the Ford Motor company in the United States as a 2004 model. The introduction of the $149,995 Ford GT the following year stole that crown from the Navigator, of course. That's genuine walnut trim, not the phony wood that went into Malaise Era Lincolns. The dash layout was inspired by that of the 1961 Continental, according to Lincoln PR. Power came from a 5.4-liter DOHC V8 rated at 300 horsepower and 355 pound-feet. Curb weight approached three tons. This one looks to have been in good cosmetic condition when it got here. A quick VIN check shows that it was for sale at a Denver used-car joint a few months back, with just under 140,000 miles on the odometer and a price tag of $4,900 (which is about $3,104 in 2004 dollars, or a depreciation of nearly 95% in 19 years). Perhaps the engine or transmission failed soon after that, leading to this grim fate. That wood-and-leather steering wheel felt … just like a football? You could operate its power features in time to music, if you so chose. The 2004 Navigator was forced to share this commercial with the smaller Explorer-based Aviator.