» * * * Morning News, Saturday, November 23, 1996 - 3C Thanks CarMax, AutoNation for putting used-cars on the road By Jim Mateja sumers will accept paying more . »• a used car. CHICAGO - Thank you. Ford Motor Co. is the latest to Gaiw'x. Thank you, AutoNation. learn the lesson by announcing certi, These companies, which operate fied used car programs for both its used-car superstores, have awak- Ford and Lincoln-Mercury divisions. ened the auto industry and made it To qualify for certification, cars aware that: and trucks must be no more than • More folks buy used cars than four years old (current model year new cars. or three previous model years), m Money can be made in selling have less than 50,000 miles on the used just as well as in selling new. * odometer and pass a 100-point in. • The person who buys used just spection. might turn around and buy new if Dealers participating in the protjiecar-buying experience is a pleas- gram have to send mechanics to ant one. special training classes for the in• The best way to guarantee that spections, and dealers will foot the folks can afford to buy new is to add bill for any repairs that have to be value to the consumers' trade-in so made. they can afford the fresh set of When asked if repairs would inwheels Without having to extend clude major engine or transmission payments for 60 months. work, Ford spokesman Dan Bedore l • If a dealer inspects and repairs said if a car needed major work, it its cars and the factory warranties probably wouldn't pass inspection in them, it will reduce the typical con- the first place. sumer fear that, purchasing used "These wilj be high quality cars means you -are simply "buying, and trucks, backed 'by Ford," said spmeone else's .troubles," and con- Ford division general manager Ross Chicago Tribune By Tom Incantalupo Nlewsday% The theme from "Mission Hjible" would have been appropriate background music ipr the videotape &at Cadillac is mailing to prospective buyers of the Catera, Cadillac dealers have their wprk cut out for them to lure BMW, Audi or Lexus intenders into their showrooms and that's the Catera's mission, you see.'• ' . • '•• • ' . ."' ,-'.,;; '.-. ..' v' ; • Anyway, the music at least Wouldn't have made this corny tape any worse. Hosted by sportscaster Al Michaels and looking more like something intended -to pitch toys to -preschoolers instead of luxury cars -to educated and affluent adults, it is, along with a red and gold cartoon {(luck,: part > of a very over-the-edge < lad campaign; V r Fortunately, Cadillac is in the car Business, not the video and adyjertis-, jing vgamesv And the Catera is a lot >belter than its ads, : : ;< In fact, although its exterior stylr. ring did nothing for us or anydne we e.ricountered durinjg our time with the Catera, the car is quite likable a fine piece of German machinery Jhat combines .JEuropean driving weel; ride and fcgriservative looks with the creature comforts of a Cadillac; 0 •••.;?•• I 1 ' . -.; •' - ••--.' • ;-••;•• •-;':'; It is at je^st'Svorth considering before you make^i decision on what r is called in/the business a "neaiMuxr ury" car in the.-$30^000 neighborhood, such fas-Ji Lexus ES 300, Infiniti 130, Mercedes :C2«0 or BMW .3281... -..••••,•./,^.-:: •>.,'..,•,.. . li not only drives like a German -jpar,. it is German. Although the JiyAlanL Adler > ~ KnightTRidder Newspapers TOKYO - Barely a decade ago, 4he growing popularity of Japanese cars inspired General Motors Corp. to create Saturn as its import-fighting secret weapon. Now that Saturn has shown that it <can compete with the Japanese at ••home, it's beginning a new challenge •^ taking on the Japanese in Japan. -.''Thursday in Tokyo, Saturn broke 'ground for one of 14 dealerships that will bring its often-imitated but so •far unduplicated, no-haggle pricing ,'and customer-coddling philosophy to 'the world's pickiest car customers. '• Friday, it unveiled its three rightiliarid-drive models the upscale >'SC2 coupe, SL2 sedan and SW2 sta"'U6n wagon - at the Osaka Import '"Auto Show, the same day its first newspaper advertisements ap'pdared explaining the Japanese 'translation of Saturn's "Different Kind of Car Company" molto. |{ Wednesday. Salurn of Japan '•launched its Web site on the Internet (www.salurnjapan com). Monday, it jJ'opened a toll-free customer informa"tion phone line to fulfill requests for -•'Saturn brochures •' Saturn won't start selling cars in Japan u n t i l April By then, it hopes <: i t s message will have begun to per"inente a car-buying culture known •••for cutthroat negotiating and relent • loss pestering by door-to-door sales men Kstablishing a presence in Japan 'might prove easier (Man accomplish ing its original mission reclaiming American customers u ho forsook CM cars m the l!)70s and IMlls for Hondas ' l ' ( « \ o l a ^ and Ni t ^;m t < Cadillac Catera Engine: 3.0-liter V-6, 200 horsepower Transmission: Four^speed auto- matic; rear-wheel drive , - Safety: Dual air bags, four-wheel disc brakes with anti-lock, daytime running Jamps 'Place -of Assembiy: Ruesselsheim, Germany Weight: 3,770 pounds Trunk: 14,5 cubic feet Price as Driven: $36,215, including freight but not dealer-irjstal.led GD changer .' '''.';_• .. •;:,..'.:.',..' ,;,'•.;..".• .../' EPA Mileage: iBhipg-city, 25 mpg. highway. : Catera videotape refers to it as "American/' the midsized, fourdoor Catera going on sale now on the East Coast is a version of the highly regarded Opel Omega and, like it, is built by the; General Motors Opel subsidiary in Ruesseisheim, Germany. But Opel and Cadillac made many -changes to the Omega to iriake it a Catera, including softerriding tires for lower driving speeds in the United States, chassis rein-, forcement and additional-sound in-: sulation to improve structural rigidity and reduce noise arid^vibra^ion, 1 they also made-some changes to the exhaust jsystem to produce a ; more pleasing sound, which It does; it's strong and authoritative without sounding like your; :neighbor's-Trans Am,-' "•,.." ."• . '••" "• ' • ' Most auto critics agree that Saturh's cars have never quite measured up to its best competitors from Japan. But customers loved the friendly way they, were treated, from the showroom to the service bay. Whatever differences exist. between its cars and the competition's, Saturn plans to bridge with customer attentiveness bordering on romantic courtship. Yes, female buyers really do get red roses upon delivery of their new Saturns. "I think the (Japanese) market is ripe for some change," said Ron Haag, director of retail network operations for Saturn of Japan. "I wouldn't want to make any predictions as to what time frame it may happen in, because things seem to happen here a lot slower than anywhere else." Among early dealer recruits, enthusiasm appears genuine for Saturn's approach. Daisaburo Tabala, who has exclusive rights to sell Saturns in the Kyoto area, has been writing to Saturn since the first reports in the late 1980s that it might someday enter the Japanese market "I was particularly impressed with their attitude toward the customer in this market." Tnbata said Wednesday at a news conference 1 couldn't wail to sign up. because I wanted to adopt the Saturn way in I his market Tahata t i l s S a t u r n ' s ideal dealer profile.. Somebody who is willing to he a pioneer, someone who is experi enced hut who knows there's room for i m p r o v e m e n t , " l l a a g said states (which, more than ironically, are the sites where CarMax and AutoNation now have used-car stores) and then roll out nationally next spring. "The key to the program isn't so much CarMax or AutoNation as it is building a brand image for Ford and Lincoln-Mercury to satisfy our current customers and attract a new group of customers," Bedore said. Sure. The fact that about 43 million used vehicles, valued at about $370 billion, are sold in this country annually, and that CarMax and AutoNation are horning in on the action certainly has nothing to do with and the 12/12 certified used-car war- the fact that automakers are falling ranty will be over and above any over themselves to offer certified new car coverage still left. used-car programs. Dealers are responsible for inSeparately. Lincoln-Mercury is spection and repair. The factory also offering a program called Linpicks up the cost of warranty work. coln Assured that it began testing . And each certified vehicle in the earlier this year and will roll out naprogram carries, a three-day. 300- tionally this month. mile money-back guarantee. Lincoln Assured makes available The program will be launched for sale or lease any 1994 or newer this month in selected southeastern model Continental, Town Car or To qualify for certification, cars ami trucks must be no more than four years old (current model year or three previous model years), have less than 50,000 miles on the odometer and pass a 100-point inspection. Dealers participating in the program have to send mechanics to special training classes for the inspections, and dealers mil foot the bill for any repairs that have to be made. Roberts. Those vehicles then put up for sale will be given a 12-month/12,000mile warranty covering major components and systems, such as engine and1 electrical, as well as 24-hour roadside assistance coverage. if the vehicle has any of its original 36-monthV36,000-mHe new car warranty coverage remaining, that will be carried over to the new buyer We ;don*t Jcnow if the Catera is go- system for driver's seat and mirror close. ing to do any better in the market- positions, a power passenger seat The Catera's trunk space is 14.5 place than the Ulrfated CadiUa.ciCim- and an engine-disabling theft-deter- pubic feet; it's 13 cubic feet in the arrbri, actually a Chevrolet '"Cavalier rent system/ j .•Lexus.: ' * ''w. '•.'.'•'•"•. .'' 'Y V, : - ' . : " with leather upholstery, that also Options for both versions include The ES 300 is about 4 inches was supposed to lure younger buyers a power sunroof for $995, a Bose shorter'than the Catera and more into Cadillac showrooms: v sound system for $723, heated front than 400 pounds lighter, although the But at least this time General and rear seats for $400, a builMa ga- manufacturers claim identical zeroMotors' Cadillac division has the rage-door opener for $107 and cast to-60-mph and standing quarter-mile right hardware for the job. The alufyinurh wheelsfor $355. acceleration times. EPA mileage. With all of those items, our tester ratings for the two cars are almost Gatera's list of standard equipment . has what it takes to impress a gener- would list for $35,575, except that it identical. ation raised in Toyotas and aspiring also had a dealer-installed, 12-disk An ES 300 equipped as closely as to Lexuses. ; , . • - • • ; .;•-••••/"'.v />••'•' . . '••.'.-- CD changer whose price is set by posgibje to our Cadillac tester, ex; Everything,- that is, except the dealerships and for which Cadillac cept for 'the disk changer, would list for $33,270, but without the rear-seat front-wheel drive that many, of us publishes no suggested list price. now swear by in wet weather, inside, the decor is tasteful and heaters, integrated garage-door I The,Catera is- rear-drive; ind the controls are simple, to learn and opener or the; fold-down -rear that could.spell trouble for Cadillac. to locate time after time. Rear-seat seatback, all of which are unavailThe Catera's standard traction con- legroom is quite generous and ex- afcle in the ES 300. The Lexus also trol and the transmission's ; winter ceeds that of the Lexus ES 300 by has a 200 horsepower^ V-6 engine. driving' mode, thpujgh, should imv more than 3.inches. Otherwise* the Lexus' disk changer lists for $1,050. So, the Catera is priced quite prove its go-power oh snow and ice. .two cars' interior dimensions are The Catera has a 24-valve, y-6 engine that delivers 200. horsepower . - W i t h premium gas - through a smooth^hiftjng; transmission! Together, they produce zero4p-6r>mph. sprints in 8:5seconds!' It also has four-wheel, independent suspension; four-wheel disc brakes with ariti-lock; speed-sensitive steering; power driver's seat; : dual-ione; automatic; qh'tnate ^contrpl; three-piece, fold-down /rear :seatback; and full set of readable^; gauges augmented by warning lights -. • for. a base price of. $29,995 plus ; $640 freight; Next spring,. Cadillac plans to add side-irilpact; air; bags for the front. '-. /V '"-- " :":,'•','' : '..;, Opting for the version with father upholstery H listirig for 132,995; plus freight - also adds a memory Like Salurn in the United States, franchises are awarded by market area. Each Saturn outlet, a singlebrand showroom designed to specific criteria, costs $1 million to $2 million, excluding pricey real estate. Keith Wicks, general-director of Saturn Japan, expects the business to cover 25 market areas with 65 to 75 stores, but he's in no hurrf to expand. Nor will he predict how many cars Saturn will sell in its first year, other than to say it will be in the thousands. Senior GM executives have promised to be patient with Wicks and his 32-person staff, all Japanese nationals except for himself, Haag and two other Americans. There are no short-term profit goals, only a 10year business plan. "The success of our launch," Haag said, "will be judged on the quality of the start that we make, the quality of the buying and ownership experience we create, the type of retailers we bring in." GM is using Saturn's experience, both in launching a new brand in the United Stales six years ago and its application of that knowledge in Japan, to learn how to re-enter the market it left afler World War II CM also is focusing on the Cadillac, Saab and Opel brands for the Japanese market "Over the long term, for General Motors In succeed, it is important I hat you get the experience of being an active marketer. ' said Joseph Kennedy, vice president of Salurn sales service and m a r k e t i n g "All < J M is l e a r n i n g from Saturn's application of those skills " Mark V I I I that had been previously driven under Ford's Red Carpet lease program The cars must be one-owner vehicles with less than 36.000 miles on the odometer and not have sufferea* any major damage or had any poprly performed repairs. They are given a ISO-point inspection and reconditioning and backed by a three-day/30-day exchange. plus a minimum 24-month/24,000mile bumper-to-bumper limited warranty coverage or the remaimteir of the original factory warranty.; whichever is greater.• • ^' •'•\.u. •• '•;•• The brake pads are replaced before sale or lease on any vehicle wfth more than 25.000 miles, and UncqlnMercury performs the next require^ maintenance interval. , , , Lincoln Assured also offers 2f hour roadside assistance coverage, service loaners for overnight warranty work and trip-planning ser* vice lha'l includes maps and trip routing. — competitively. : :»C Minor flaws: The glove box is long but so shallow that it won't hoW .much;.'Those of you who don't drink coffee or soda while jyqu driyesAvJll Find out that the pop-out cupholder significantly reduces thei center cmsole's storage space when it's uh ... unpopped. Overall, though, the Catera good job by Opel and Cadillac j/tot one that has some very tough competition from car makers • whoge .brand names still are niore Ukel^to evoke a more positive respbhse among the 40-ish professionals being targeted by the Catera. >#One day, perhaps< thai gnu^p won't be embarrass;^ friends they bought a cat in ihe same store as their parents did, tot for now, overcoming that is goingr to be Cadillac's biggest challenge. M lews, you get more in your mornings.. . for less! That's right! Home delivery can save you 40%-or more-depending on the type'of subscriptioh you have! And with all the new^^f^tures of the Savannah Morning News, there's more to enjoy every morning. So don't delay... start enjoying MORE FOR LESS by sending in your payment today for the convenience of home delivery. Simply fill out and return this postage-paid card today. Or, call 236-0271 Toll-Free in GA, 1-800-533-1150. LJ Yes! I want to enjoy the convenience of the Savannah Morning News, and get more in my mornings... for less! 3.)Choosc Payment Q Bill me every 3 months Q 3 mo payment included D Til pay carrier each month DChoQse Service 2.)Choosc 1 Month: or 3 Months: Q 7-Day (Mon.-Sun.) Q$11.50/mo. D$34.SO Q 5-Day (Mon.-Fri.) Q $4.50/mo. O^3*50 D Weekend Only Q $7.00/mo. Q $21.00 Q Discover Q MasterCard QVisa Card #_ JExp. Date. .Initials. Namc_ Address:. -Apt.. .State:. City _Zip. Phone( Mail to: Circulation - Subscriptions, Savannah Morning News, P.O. Box 1088, Savannah, Ga. 31402-1088 SOLD BY ROt T tARRll'.R: , START DATT.:._. TO:. _ START CODF.: „_ PUNCH DATE: (V«l ^^V^* *('ompaictl to prices Actual savings may vary ami may he IIUMV or loss, depending on subscnplion type Want to drive more customers to your business? Lillie Lang can help! Call today for a listing in the Service Directory! Call The Morning News Classified Department Al 652-0228.