Lincoln showrooms have been like Old Mother Hubbard's cupboards of late: rather bare. But
Lincoln's cupboards are now being re-stocked, and the most recent addition is the 2003
Aviator sport utility.
Ford's luxury division has been eliminating models from its line. Gone is the aging Continental along with the Blackwood, an impractical but expensive sport-utility vehicle with a pickup bed that never took off. In essence, all that Lincoln dealers have had to sell is the LS entry-luxury sedan, the Town Car and the Navigator sport-utility.
The Aviator, on sale since November, is the luxury marque's first midsize sport-utility vehicle. It is part of Lincoln's two-prong strategy for attracting different sets of buyers to the brand. Lincoln executives, who saw division sales tumble by 5.6 percent in 2002 to 150,057 vehicles, according to industry trade journal Automotive News, plan to invest in its traditional vehicles like the Town Car to retain loyal buyers, refine fairly recent models such as the LS and Navigator to keep the new customers it has attracted and add new products to lure younger, affluent buyers. Indeed, they hope the Aviator's smaller dimensions and lower price will lure buyers, whose average age is expected to be about 45 years old, a decade younger than Navigator owners, with more of them being women.