"A big piece of this program is not just that it is available on all vehicles, but that it is offered across all credit tiers," said Andrew Frick, Ford's marketing manager in the Southwest region.
It appears to be working, Mr. Frick
In August, sales in the Southwest region - Ford's
biggest sales area nationally - were up 3 percent.
While that doesn't seem all that impressive, Ford's
sales have been sliding for most of the year.In addition, August sales had to measure up to sales last August, when heavy incentives and promotions pushed business to artificial highs.
"This program took us from what would have been 90 to 95 percent of last August to over 100 percent," Mr. Frick
Moreover, the program should be especially well-received in Texas, which is Ford's
most important state in sales but also has the lowest average credit scores in the nation.According to Experian, Texas' cumulative score in July was 647, compared with a national average of 675.Although Ford's
incentive program was not designed specifically with Texas in mind, "let's just say we had a little input in it," Mr. Frick
Some have never bought a new Ford
before and are "truly incremental business," Mr. Frick