Article: Mercury rising: reinventing a brand. (Lincoln-Mercury Div)(Auto Marketing & Brand Management)

Division heads west and 1999 Cougar kindles repositioning

After decades of floundering, Mercury now believes it has found an identity.

The Ford Motor Co. brand is hanging its hat on "fun, flair and flexibility," as it aims for younger buyers. The positioning was developed after 18 months of research with owners and non-owners.

Research started around April 1996, about a year after Lincoln Mercury Division installed brand management. Research accelerated after the arrival of Jim Rogers as the division's general marketing manager in December 1996.

"New-car buyers generally like Mercury," Mr. Rogers explains. "Mercury customers felt Mercury was for ...

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