As part of our Rover SD1 at 40 special, here’s why Leyland Cars’ Sales and Marketing Director, Keith Hopkins, thought his new car had the beating of the opposition. This article is taken from the British Leyland Mirror, 30 June 1976.
Trading on the magical combination of tradition and advanced design and engineering, the Rover 3500 will retain old loyalties and make great inroads into the opposition, predicts Leyland Cars’ Sales and Marketing Director, Keith Hopkins.
‘The reaction to this motor car from the media and the trade throughout Britain and Europe is the best I have experienced in twenty two years with this company,’ Mr Hopkins said. ‘Leyland Cars dominates the executive saloon car sector of the UK market, and Rover has the biggest part of that domination. Our first selling task is to maintain that domination, to ensure that existing Rover owners buy this new Rover.’
The Rover owner, claims research material, is most likely to be a professional man with conservative tastes. But the new car has the right mixture of style, quality in detail and ride and handling with power to seek new sectors of the market.
Mr Hopkins explained: ‘We believe that the specification and price of this very exciting motor car give us an enormous conquest opportunity. Features of this car, particularly fuel consumption are way beyond the offerings of our major competitors in this category, BMW, Peugeot, Citroen, Volvo and the Ford Granada.
By any standards this is a very beautiful motor car. But undoubtedly its fuel consumption, much better than our original estimates, will knock our imported opposition. We originally estimated 23-25mpg for the automatic and 26-27 for the manual car. Yet during a day’s quite independent testing by correspondents over 250 miles, the automatic car registered an average 26.14mpg and the manual an average of 29.12. This beats the opposition into the ground.’
The 3500 retains the Rover traditions of comfort and internal luxury, quality, detail and quietness, yet successfully combines these elements with a completely new, markedly un-conservative style and greatly improved road holding and drive.
‘There’s no doubt that this car enables us to go for volumes and market shares we have never considered before for Rover. Response from our car clinics twelve months ago was very encouraging. The car was exposed completely anonymously to a cross section of the potential market. The audience did not know the car had any connection with Rover or Leyland Cars.
‘Predictably, some Rover owners felt that, although the car was impressive, it was not conservative enough for their taste. Yet our experience at the Princess car clinic taught us that, although people with Austin cars thought this car was something too modern for them, when they identified it as an Austin and a Leyland Car their reservations were overcome. Once the new Rover is launched under the new Rover name and has established its place on the market, the conservatism of the Rover owner is easily overcome.’
Leyland Cars launched their new executive saloon under the theme, Tomorrow. Today, and it is backed by the company’s biggest and most ambitious launch ever for a new car. A press launch was held for 200 journalists and the car has been shown to distributors, dealers and their salesmen throughout the country.
The car has been shown to 2000 fleet buyers, an all time record, and the response was fantastic. Leyland Cars are already committed to supply more than 500 cars on the first day to fleet buyers. A massive advertising programme starts today, with two pages in colour and black and white in national newspapers. The car will be on show at selected sites throughout the UK , on television and film and on offer as a prize in nationwide competitions. It will also appear in the much publicised new television series, The Avengers.
‘I really believe this to be an exceptional car,’ added Mr Hopkins.
‘My only concern is that we get sufficient quantities of the car at the right time, in the right place and at the right quality. Rover’s name for quality is probably the best in Leyland Cars and it is vital that we do nothing to jeopardise it. With the manufacturing programmes and launch stock we have established we shall have better availability than ever before. But it is vital that we keep up this continuity. Response to this Rover is one of the most impressive I have ever seen for a new car. What we need now is a steady supply of cars with guaranteed quality. Even with an outstanding car like this we cannot afford to keep people waiting too long.’
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