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Scion exec admits brand has too many dealerships, may contract network

Despite being conceived by corporate giant Toyota, Scion painstakingly built its reputation on being something of an offbeat, youth-minded brand, working hard to establish individualist, almost hipster-like credentials. So it comes as something of a surprise to hear WardsAuto report that Scion has a whopping 1,000 dealers across America - just 200 fewer than Toyota itself. This, despite a much smaller product portfolio and a sliver of the sales volume.
All those factors may explain why Bill Fay, US group vice president for Toyota, is admitting to the industry publication that its dealer network "might actually go down a little bit." As it stands, the volume end of the equation is probably an even bigger incentive - Scion's sales are way down from the salad days of the mid-2000s, when the brand had fewer models but sold more of them. With the (then) white-hot xB and tC models, Scion shifted 173,034 units in 2006, while Ward's notes the marque's 2013 sales are only at 41,261 units through July. In the story, AutoPacific analyst Dave Sullivan observes that other low-volume brands have far fewer dealer points, noting that Mini has just 115 dealer points and Infiniti has 200. By Sullivan's estimate, he would expect to see 350-500 Scion stores based on its sales figures.
Dealer question aside, the bigger issue is where the brand goes from here, and Fay admits Toyota is studying a number of different strategies, including possibly going "small-premium." Nothing is finalized, though according to Ward's, Fay discounts the idea that the FR-S - the brand's sales bright spot - will drive the brand to consider a more driver-oriented lineup.

2016 Scion iM Review [w/video]

Scion is all grown up. When the brand launched in 2003, it was as if Scion wanted to be the anti-Toyota. You could almost imagine it saying, "We aren't our parents, dude. We're different." Scion's decision to eschew mainstream vehicles was largely successful. The original xA, xB, and tC were affordable, economical, stylish, and – most importantly – different. But the brand's aging lineup couldn't keep the interest of the young, urban buyers it so coveted. Sales suffered severely after the 2009 industry collapse and have failed to return to their 2006 peak. So much like the bearded 20-something that's finally realized an artisanal headcheese startup isn't going to pay the bills, Scion has finally introduced its first truly mainstream model, the 2016 iM. You already know the basics on the iM, courtesy of Managing Editor Steven Ewing's testing in California in June. But since there's little substitute for more mileage and extra time with the car, we ventured out to Michigan's second largest city, Grand Rapids, for a second look. The iM is exactly the kind of vehicle Scion needs right now. Ewing spent most of his time on California's beautiful winding roads, but our second go in the iM was much more sedate, consisting largely of freeway cruising and some city driving. In short, these miles backed up our original assessment: the iM is exactly the kind of vehicle Scion needs right now. But that's not without a few problems. We spent almost all of our drive time behind the wheel of the continuously variable transmission model which, in many ways is better than the six-speed manual-equipped car we originally tested. Toyota's CVT works well; it's on par with the industry's best. The transmission keeps the revs low and responds quickly to throttle inputs, but at the same time, the tach needle is quick to retreat when acceleration isn't demanded. The stepped nature of the CVT is a bit off-putting at first – it feels a lot more sudden on the "upshifts" – but it's easy to ignore. Weirdly, there are no paddle shifters, but you can still pick your "gears" via the floor-mounted shifter. The iM doesn't hate a little bit of fun. We played with the CVT's sport setting, and while we wouldn't recommend using it on a regular basis, we liked the way it kicked up the revs upon corner entry. The engine never felt flat-footed midway through a turn, giving the impression that the iM doesn't hate a little bit of fun.

Scion was slain by Toyota, not the Great Recession

Scion didn't have to go down like this. Through the magic of hindsight and hubris, it's easier to see what went wrong. And what might have been. What the industry should understand is this: Scion wasn't a losing proposition from the get-go. Its death is due to negligence and apathy. This is more than just the failure of a sub-brand. It's the failure of a company to deliver new and compelling products over an extended period of time. Toyota will point to the Great Recession as the reason it hedged its bets and withdrew funding for new vehicles, instead of using that as an opportunity to redouble efforts. This was as good as a death warrant, although myopically no one realized it at the time. Sadly, GM's Saturn experiment was a road map for this exact form of failure. No one at Toyota seemed to think the Saturn experience was worth protecting their experimental brand from. Or they weren't heard. Brands live and die on product. Somehow, Scion convinced itself that its real success metric was a youthful demographic of buyers. It seems like this was used to gauge the overall health of the brand. Look at the aging and uncompetitive tC, which Scion proudly noted had a 29-year-old average buyer. That fails to take into account its lack of curb appeal and flagging sales. Who cares if the declining number of people buying your cars are younger? Toyota is going to kill the tC thirteen years [And two indifferent generations ... - Ed.] after it was introduced. In that time, Honda has come out with three entirely new generations of the Civic. Scion wasn't a losing proposition from the get-go. Its death is due to negligence and apathy. At launch, the brand could have gone a few different ways. The xB was plucky, interesting, and useful – a tough mix of ephemeral characteristics – but the xA didn't offer much except a thin veneer of self-consciously applied attitude. That's ok; it was cute. Enter the tC, which managed to combine sporty pretensions with decent cost. It took on the Civic Coupe in the contest for coolness, and usually managed to win. More importantly, an explicit brand value early on was a desire to avoid second generations of any of its models, promising a continually evolving and fresh lineup. At this point, the road splits. Down one lane lies the Scion that could have been. After a short but reasonable product lifecycle, it would have renewed the entire lineup.