Page 3 - Market and Customers
Market and Customers Page 3 The Mazda Tribute is targeted atcareer-minded professionals in theirlate twenties to early thirties.These college graduates belong toup-and-coming or upper-middle-class groups and are more likely tobe married with two children. Theyare active, enthusiastic, and have avari...
Page 6 - -speed manual overdrive transmission; • Features short, positive throws and reduced shift efforts for a
Page 6 5-speed manual overdrive transmission • Features short, positive throws and reduced shift efforts for a sports-sedan-like feel 4-speed electronically controlled automaticoverdrive transmission with lockup torque converter (Std. Tribute s, Opt. Tribute i ) • Electronically identifies ideal shi...
Page 7 - Electronic 4-wheel drive; to the rear wheels to minimize slip
Electronic 4-wheel drive (Opt.) • Features an all-new, fully automatic Active Torque Control Coupling (ATCC) that replaces the Rotary Blade Coupling™ (RBC) from previous model years • Uses inputs from wheel and accelerator sensors to calculate dozens of times per second exactly how much torque to se...
Page 8 - Tilt steering column; • Allows the driver to position the steering
Page 8 Key Feature: Sports-Sedan-Inspired Steering Rack-and-pinion steering withengine-rpm-sensing variablepower assist • Provides more assist at parking speeds for enhanced maneuverability and less assist athighway speeds for improved stability • Takes less than three steering-wheel turns to go loc...
Page 10 - • EBD electronically proportions braking force for
Key Feature: Sports-Sedan-Inspired Brakes Ventilated front disc brakes • Provide superior cooling to better resist brake fade and deliver plenty of stopping power• Incorporate new longer-lasting friction materials that provide reduced brake fade Power-assisted 4-wheel disc brakes (Tribute s ) • Deli...
Page 13 - Cargo area amenities; • Provides convenient access to the cargo
Key Feature: Versatile and Ample Cargo Room 60/40 split fold-down rear seatback • Offers added passenger- and cargo-carrying versatility that can hold two 26-inch bikes with their front wheels removed when the rear seats are folded Cargo area amenities • Include four cargo-floor tie-down hooks for a...
Page 14 - Front and rear side air curtains with rollover protection; • Deploy from the outboard edge of the headliner to cover the side
Dual-stage advanced driver’s and passenger’s front air bag Supplemental Restraint System (SRS) (a) • Uses crash zone, driver’s seat-track position, and passenger’s seat weight sensors to determine the type and severity of a frontal or near-frontal impact and deploy the front air bags in one of two s...
Page 15 - Adjustable head restraints for all seating positions; the event of a collision; Engine-immobilizer antitheft system; attempts to start it without the proper key; Belt MinderTM system; safety belts; Fuel pump inertia cutoff switch; collision for added safety
Adjustable head restraints for all seating positions • Provide additional head and neck protection for all five seating positions in the event of a collision Engine-immobilizer antitheft system • Helps protect the vehicle from theft by immobilizing the engine if someone attempts to start it without ...
Page 16 - • Includes Package 1 without power sliding-glass moonroof and adds; Package 3; • Includes Package 2 and adds power sliding-glass moonroof
Package 1 (Opt. Tribute s ) • Includes power sliding-glass moonroof with one-touch-open and tilt-up ventilation features and sunshade, overhead console with single storage bin,6-way power driver’s seat, retractable cargo cover, and 190-watt modularaudio AM/FM/CD stereo with 6-disc in-dash CD changer...
Page 17 - Dealer-installed accessories
Key Feature: Dealer-Installed Accessories Page 17 Dealer-installed accessories • Full- or half-front mask• Hood bug deflector• Moonroof wind deflector• Door edge guards• Side step tubes• Rear-bumper step plate• Rear spoiler• Windshield sunscreen• Compass and outside temperature auto-dimming mirror w...
Page 18 - Selling Dealer-Installed Accessories; Know what sells in your market
Selling Dealer-Installed Accessories Page 18 Part of the joy of owning a new Mazda Tribute is personalizing it. And the best way to enhance its appearanceor function is with Genuine Mazda Accessories. Here are guidelines for selling accessories: Know what sells in your market Accessory sales often v...
Page 20 - Delivery Checklist
Page 20 Delivery Checklist ✔ When delivering a Tribute to a new owner, consult the 2005 Mazda Tribute section of the MazdaProduct & Comparison Guide for complete delivery tip information. Use the New Vehicle SalesDelivery Checklist and remember to address the following items: Remote Keyless Illu...
Page 21 - Mazda Tribute Owner Retention
Page 21 You can foster repeat and referral business for your dealership by taking these actions to increase MazdaTribute owner retention. Review and sign the New Vehicle SalesDelivery Checklist Make every customer send-off a special event After delivery… Call the Mazda Tribute owner within three day...
Page 22 - Purchase Motivation Walkaround
Mazda research has identified five customerpurchase motivations: • Performance and Handling• Quality, Durability, and Reliability• Safety Each vehicle section in the Mazda Product & Comparison Guide containsa Purchase Motivation Walkaround Guide for each of the five purchasemotivations. Each gui...
Page 23 - For example...; I’m leaning toward the Hyundai Santa Fe.
Clarify, Paraphrase, Respond (CPR) Method Page 23 When a customer offers an objection or challenges you with competitive information, you can revive many saleswith the CPR method – C larify, Paraphrase, and Respond. First, ask questions to clarify the customer’s specific concern. Next, paraphrase th...
Page 24 - Ford Escape Overview; The Ford Escape is available in three trim levels:; XLS
Page 24 Ford Escape Overview The Ford Escape is available in three trim levels: • XLS comes with a 153-hp 2.3-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type front suspension, independent multilink rear suspension, variable-assist rack-and-pinion steering, powe...
Page 25 - Mazda Tribute over Ford Escape
Mazda Tribute over Ford Escape Page 25 Competitive advantages of Mazda Tribute over Ford Escape: • Unique exterior styling and colors • Standard 16-inch wheels and tires • Standard alloy wheels • Side turn-signal repeater lights • Larger flip-up rear liftgate window • Standard rear-area Privacy Glas...
Page 26 - The Honda CR-V is available in three trim levels:; Honda’s Real Time
Honda CR-V Overview Page 26 The Honda CR-V is available in three trim levels: • LX 2WD comes with a 160-hp 2.4-liter 4-cylinder engine, 4-speed automatic overdrive transmission, independent strut-type front suspension, independent double-wishbone rear suspension, variable-assist rack-and-pinion stee...
Page 27 - Mazda Tribute over Honda CR-V; Competitive advantages of Mazda Tribute over Honda CR-V:
Mazda Tribute over Honda CR-V Page 27 • Available V6 engine• Multilink rear suspension • Standard Anti-lock Brake System (ABS) • Standard Electronic Brakeforce Distribution (EBD) • Brake Assist• Standard remote keyless entry system • Fuel pump inertia cutoff switch• Under-vehicle-mounted spare tire ...
Page 28 - Hyundai Santa Fe Overview; The Hyundai Santa Fe is available in three trim levels:; Base
Hyundai Santa Fe Overview Page 28 The Hyundai Santa Fe is available in three trim levels: Base comes with a 138-hp 2.4-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type front suspension, independent multilink rear suspension, variable-assist rack-and-pinion steer...
Page 29 - Mazda Tribute over Hyundai Santa Fe; Competitive advantages of Mazda Tribute over Hyundai Santa Fe:
Mazda Tribute over Hyundai Santa Fe Page 29 • Available on-demand 4-wheel drive • Standard Anti-lock Brake System (ABS) • Standard Electronic Brakeforce Distribution (EBD) • Brake Assist • Standard remote keyless entry system • Engine-immobilizer antitheft system • Fuel pump inertia cutoff switch • ...
Page 30 - Toyota RAV4 Overview; The Toyota RAV4 is available in a single trim level:
Toyota RAV4 Overview Page 30 The Toyota RAV4 is available in a single trim level: • RAV4 comes with a 160-hp 2.4-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type front suspension, independent double-wishbone rear suspension, variable-assist rack-and-pinion steer...
Page 31 - Mazda Tribute over Toyota RAV4; Competitive advantages of Mazda Tribute over Toyota RAV4:
Mazda Tribute over Toyota RAV4 • 5-inch-longer wheelbase • Available V6 engine • Available on-demand 4-wheel drive • Multilink rear suspension • Standard remote keyless entry system • Standard engine-immobilizer antitheft system • Fuel pump inertia cutoff switch • Under-vehicle-mounted spare tire • ...
Page 32 - Competitive Features
Competitive Features Page 32 Unibody Construction S/S S/S/S S/S/S S/S/S S V6 Engine –/S –/S/S –/–/– –/S/S – Manual Transmission S/– S/–/– –/S/S S/–/– S Automatic O/S O/S/S –/O/O O/S/S O Transmission 4-Wheel Drive O/O O/O/O –/S/S –/O/O O Independent Rear S/S S/S/S S/S/S S/S/S S Suspension Variable-As...
Page 34 - Fog Lights
Competitive Features Page 34 Auto-off Headlights S/S S/S/S –/–/– –/–/– – Fog Lights –/S –/S/S O/O/O –/S/S P Side Turn-Signal S/S –/–/– –/–/– –/–/– – Repeater LightsPower Mirrors S/S S/S/S S/S/S S/S/S S Heated Outside –/P –/–/O –/–/– S/S/S P MirrorsFlip-Up Rear S/S S/S/S –/–/– S/S/S – LiftgateFlip-Up...
Page 38 - Basic Warranty
Competitive Features Page 38 Basic Warranty 48-month/ 36-month/ 36-month/ 60-month/ 36-month Coverage 50,000-mile 36,000-mile 36,000-mile 60,000-mile 36,000-mile Roadside Assistance S S O S O Warranty Service S – – – S Loaner Car 2005 2005 2004 2004 2004 Mazda Ford Honda Hyundai Toyota Tribute Escap...
Page 39 - Competitive Specifications
Competitive Specifications Page 39 Base Model Engine 2.3L DOHC 16V I-4 2.0L DOHC 16V I-4 2.4L DOHC 16V I-4 2.4L DOHC 16V I-4 2.0L DOHC 16V I-4 (Base) Premium Model 3.0L DOHC 24V V6 3.0L DOHC 24V V6 – 2.7L DOHC 24V V6 – Engine (GLS 2.7L) 3.5L DOHC 24V V6 (GLS 3.5L/LX) Horsepower 153 @ 5800 153 @ 5800...
Page 43 - Shoulder Room—
Competitive Specifications Page 43 Shoulder Room— 56.1/56.2 56.3/55.9 56.9/56.5 56.3/56.5 54.1/53.7 Front/Rear Legroom—Front/Rear 41.6/36.3 41.6/36.3 41.3/39.4 41.6/36.8 42.4/32.6 Passenger Volume (cu ft) 100.1 INA 106.7 100.7 INA Cargo Volume (cu ft) 29.7/66.8 ( i) 29.3/66.3 33.5/72.0 30.5/77.7 29....
Page 44 - Maximum Driving
Competitive Specifications Page 44 Maximum Driving 479 (2WD I-4) INA (2WD I-4) 444 (2WD) 513 (2WD I-4) 441(2WD) Range (mi) INA (4WD I-4) INA (4WD I-4) 383 (4WD) 494 (2WD 2.7L V6) 400 (4WD) 413 (2WD V6) INA (2WD V6) 352 (2WD 3.5L V6) 363 (4WD V6) INA (4WD V6) 513 (4WD I-4) 456 (4WD 2.7L V6)399 (4WD 3...
Page 45 - Ensure the test drive vehicle is ready to go.; Stage 3: Experience It; Mazda Test Drive Experience
Page 45 There are four stages in the Mazda Test DriveExperience. Each stage has been designed with aspecific purpose in mind. Stage 1: Warm-Up Ensure the test drive vehicle is ready to go. Stage 2: Visioning Prepare the customer and set expectations for thetest drive. Stage 3: Experience It Deliver ...
Page 47 - Introduction; • Invite the customer to go on the test drive
Mazda Test Drive Experience Stage 2: Visioning Visioning sets expectations for what thecustomer will notice and feel while drivinga Mazda. You are painting a mental picture of theexperience. By doing this, you focus thecustomer’s attention on the details that promotean emotional connection between c...
Page 48 - Feel It; Drive It
Mazda Test Drive Experience Page 48 Feel It With each element, driving dynamics help define the way Mazdascommunicate with the driver. You can remember these dynamics with theacronym BRASH: Braking, Ride, Acceleration, Steering, and Handling. Own It With each element, key questions to ask customers ...
Page 49 - Acceleration; • Does the gas pedal feel firm when you push on it?
Mazda Test Drive Experience Page 49 Freeway On-Ramp Drive It (What You’ll Say) Enter the ramp and accelerate to freeway speeds. Mergeinto traffic. Feel It (Driving Dynamics They’ll Feel) Acceleration Own It (Key Questions to Ask) • Does the gas pedal feel firm when you push on it? • Do you feel that...
Page 50 - Freeway Driving; Now that you’re driving at freeway speed, try changing lanes.; • Does the engine respond in proportion to the amount of effort
Mazda Test Drive Experience Page 50 Freeway Driving Drive It (What You’ll Say) Now that you’re driving at freeway speed, try changing lanes. Feel It (Driving Dynamics They’ll Feel) AccelerationHandlingRide Own It (Key Questions to Ask) • Does the engine respond in proportion to the amount of effort ...
Page 51 - Cornering at Freeway Speeds; • Does the steering feel weighty and firm?
Mazda Test Drive Experience Page 51 Cornering at Freeway Speeds Drive It (What You’ll Say) As you approach this long sweeping turn, feel the way aMazda corners Feel It (Driving Dynamics They’ll Feel) SteeringHandling Own It (Key Questions to Ask) • Does the steering feel weighty and firm? • Does the...
Page 52 - Pay attention to how the steering wheel feels on these curves.; • Does it feel “sporty” to you?
Mazda Test Drive Experience Page 52 Transitional Turns (S-Curves) Drive It (What You’ll Say) Pay attention to how the steering wheel feels on these curves. Feel It (Driving Dynamics They’ll Feel) SteeringHandling Own It (Key Questions to Ask) • How solidly and tightly does the vehicle follow the pro...
Page 53 - While exiting, slow to a complete stop from freeway speeds.; • Are the brakes quick and do they give you precise control when
Mazda Test Drive Experience Page 53 Freeway Off-Ramp Drive It (What You’ll Say) While exiting, slow to a complete stop from freeway speeds. Feel It (Driving Dynamics They’ll Feel) BrakingHandling Own It (Key Questions to Ask) • Are the brakes quick and do they give you precise control when slowing d...
Page 54 - • When maintaining a safe distance from cars in front of you, do the
Mazda Test Drive Experience Page 54 Stop-and-Go City Traffic Drive It (What You’ll Say) On surface streets with frequent stop signs and traffic lights, you’llexperience Mazda’s braking and acceleration. Feel It (Driving Dynamics They’ll Feel) BrakingAcceleration Own It (Key Questions to Ask) • When ...
Page 55 - Rough and Uneven Roads; • Is the ride firm or is it sloppy?
Mazda Test Drive Experience Page 55 Rough and Uneven Roads Drive It (What You’ll Say) While driving over rough and uneven roads, you’ll feel thestability of a Mazda. Feel It (Driving Dynamics They’ll Feel) RideSteering Own It (Key Questions to Ask) • Is the ride firm or is it sloppy? • Does the vehi...
Page 56 - Stage 4: Reinforce It; • Reinforce the emotions lived during the test drive; Build on the test drive; exhilarating experience
Mazda Test Drive Experience Page 56 Stage 4: Reinforce It Reinforce It occurs after the test drive and links customer comments and emotions with vehicle engineering. Maintain emotional engagement • Remember that people justify decisions with fact, but they buy on emotion • Reinforce the emotions liv...
Page 57 - Sales Resources; Comparison Guide
Sales Resources Page 57 www.MazdaUSA.comwww.MazdaState.comMazda Test Drive Experience Web-Based Training Mazda Product & Comparison Guide Mazda Product & Comparison Pocket Guide 2005 Mazda Tribute Product Brochure 2005 Mazda Tribute Quick Tips ®
