2005 MAZDA FAST FAC TS
The 2005 Mazda Tribute Fast Facts will help Mazda Dealers show customers how to experience the SUV with the soul of a sports car. This sales guide provides information on key features and competitors, and offers guidelines for selling to Mazda Tribute customers. When used with the 2005 Mazda Tribute product brochure, these Fast Facts provide the information needed to make a customer-tailored product demonstration.
Most important, they prefer car-like SUVs to truck-based vehicles because they see these SUVs as being more comfortable and refined, as well as more fun to drive. Market and Customers Page 3 The Mazda Tribute is targeted at career-minded professionals in their late twenties to early thirties. These college graduates belong to up-and-coming or upper-middleclass groups and are more likely to be married with two children. They are active, enthusiastic, and have a variety of interests.
Key Feature: Sophisticated Sport Utility Styling The sophisticated sport utility profile of the Tribute can be seen in its: • Clean lines • Sculpted hood • Short overhangs • Thick bumpers • Contoured body sides • Bold wheel lips • Jeweled taillights Page 4 • Bold front grille
• Features an innovative design that delivers superior horsepower and torque in the rpm ranges that drivers typically use • Incorporates intake manifold runner control to produce higher engine torque from lower engine speeds for more spirited and sporty performance • Employs platinum-tipped spark plugs that resist heat to provide longer service life than conventional spark-plug designs • Includes two weighted balance shafts that reduce engine noise and vibration produced by the crankshaft • Utilizes a self-
Key Feature: Sporty Manual and Automatic Transmissions 5-speed manual overdrive transmission • Features short, positive throws and reduced shift efforts for a sports-sedan-like feel 4-speed electronically controlled automatic overdrive transmission with lockup torque converter (Std. Tribute s, Opt.
Electronic 4-wheel drive (Opt.
Key Feature: Sports-Sedan-Inspired Steering Rack-and-pinion steering with engine-rpm-sensing variable power assist • Provides more assist at parking speeds for enhanced maneuverability and less assist at highway speeds for improved stability Tilt steering column • Allows the driver to position the steering wheel for maximum comfort Page 8 • Takes less than three steering-wheel turns to go lock-to-lock for a precise steering response
Independent strut-type front suspension • Allows each front wheel to track over road imperfections with minimal effect on the opposite wheel • Incorporates larger-diameter damper pistons and new tuning to improve ride over varying road conditions • Helps maintain tire contact with the road to reduce body roll for better handling and control Independent multilink rear suspension • Uses links and arms to ensure that the tires maintain optimum contact with the road • Provides sporty around-town handling with
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 ) • Deliver exceptional stopping power with larger ventilated front discs and solid rear discs • ABS automatically modulates hydraulic pressure when braking, reducing the chance of wheel lockup for better steering co
Driver amenities: Page 11 • Include a tilt steering column that allows the driver to position the steering wheel for maximum comfort • Provide a floor-mounted manual or automatic transmission shifter for added driving convenience • Feature standard auto-off headlights that help prevent battery drain that can occur if lights are inadvertently left on • Include retained accessory power that provides power to the windows and moonroof for 10 minutes after the ignition switch is turned off and before either fr
Key Feature: Sophisticated and Spacious Cabin Convenient storage • Adds front seatback pockets on the Tribute s • Offers available overhead consoles with single or dual storage bins Subtle illumination • Includes standard center dome light, dual map lights, illuminated driver’s and front passenger’s power window switches, and cargo area light with on-off switch Page 12 • Includes a standard lockable glove compartment, center instrument panel storage compartment, center console with storage, front doort
60/40 split fold-down rear seatback Flip-up rear liftgate window Privacy Glass™ on rear and liftgate windows • Provides convenient access to the cargo area and can accommodate 4x8 sheets of plywood with the liftgate window open • Reduces the sun’s glare for increased interior comfort Cargo area amenities • Include four cargo-floor tie-down hooks for added utility • Feature a cargo area light with on-off switch for added convenience Retractable cargo cover (Opt.
Key Feature: Advanced Safety Systems 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 stages as necessary for optimal occupant protection Front and rear side air curtains with rollover protection (Opt.
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 Belt Minder™ system • Uses a warning chime to conveniently remind occupants to fasten their safety belts Impact-absorbing roof-pillar materials • Help reduce the risk of injury in the event of a collision Fuel pump inertia cutoff switch • Automatically cuts off the power to the electric fuel pump in the event of
Key Feature: Option Packages Package 2 (Opt. Tribute s ) • Includes Package 1 without power sliding-glass moonroof and adds leather-trimmed upholstery with matching synthetic-leather door trim (a), leather-wrapped steering wheel, black-maple-look center instrument panel trim, and overhead console with dual storage bins Package 3 (Opt.
D • • • • • • • • • • Roof cargo box • Bike attachment (roof-rack or trailerhitch mount) • Ski attachment (roof-rack mount) • Cargo organizer • Cargo tray • Cargo net • Cargo divider • Car cover • Car cover cable lock • First aid kit • Roadside assistance kit • Wheel locks • Engine block heater • • • • • • 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-dimmi
Selling Dealer-Installed Accessories Part of the joy of owning a new Mazda Tribute is personalizing it. And the best way to enhance its appearance or function is with Genuine Mazda Accessories. Here are guidelines for selling accessories: Know what sells in your market Accessory sales often vary from market to market, so it is important to know what sells in your market. Find out by talking with the people in your dealership’s Parts Department.
Use your accessory selling guides Like all Mazda cars and trucks, the Mazda Tribute has its own laminated accessory selling guides that list available accessories and shows photographs of many of those accessories. Use these guides to structure your sales conversation with customers. Give each customer an accessory brochure Show accessories that are already installed Customers often do not value certain accessories until they see them on a model that is similar to the one they wish to purchase.
✔ Delivery Checklist When delivering a Tribute to a new owner, consult the 2005 Mazda Tribute section of the Mazda Product & Comparison Guide for complete delivery tip information. Use the New Vehicle Sales Delivery Checklist and remember to address the following items: Remote Keyless Illuminated Entry System Engine-Immobilizer Antitheft System Anti-lock Brake System (ABS) 60/40 Split Fold-Down Rear Seatback Liftgate Operation Electronic 4-Wheel-Drive Operation (Opt.
You can foster repeat and referral business for your dealership by taking these actions to increase Mazda Tribute owner retention.
Purchase Motivation Walkaround Mazda research has identified five customer purchase motivations: • Comfort and Convenience • Value for the Money Each vehicle section in the Mazda Product & Comparison Guide contains a Purchase Motivation Walkaround Guide for each of the five purchase motivations. Each guide is organized along the five points of a walkaround presentation: 1. Driver’s Side 2. Front End 3. Interior 4. Trunk/Rear Area 5.
When a customer offers an objection or challenges you with competitive information, you can revive many sales with the CPR method–Clarify, Paraphrase, and Respond. First, ask questions to clarify the customer’s specific concern. Next, paraphrase the concern to show that you understand. Then, respond by focusing on relevant features and benefits of the Mazda Tribute. For example… Consultant: Customer: Consultant: Customer: Consultant: I’m leaning toward the Hyundai Santa Fe.
Ford Escape Overview The Ford Escape is available in three trim levels: • XLT adds a 200-hp 3.0-liter V6 engine, 4-speed automatic overdrive transmission, larger ventilated front disc brakes and solid rear disc brakes, 16-inch alloy wheels and P235/70R16 all-season radial tires, clear-lens halogen fog lights, and painted bumpers and lower body-side and wheel-arch trim.
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 Page 25 • Larger flip-up rear liftgate window • Standard rear-area Privacy Glass™ • Standard roof rack • Exclusive interior styling • Longer warranty coverage • Longer emergency roadside assistance coverage • Free loaner car during warranty service Mazda Tribute over Ford Escape
Honda CR-V Overview The Honda CR-V is available in three trim levels: • LX 4WD adds a 5-speed manual overdrive transmission and on-demand 4-wheel drive. • EX 4WD adds an Anti-lock Brake System (ABS) with Electronic Brakeforce Distribution (EBD), remote keyless entry system, alloy wheels, rear-area Privacy Glass™, power sliding-glass moonroof, and 6-disc in-dash CD changer. Honda’s Real Time ™ 4WD is standard on the CR-V LX 4WD and EX 4WD trim levels.
Competitive advantages of Mazda Tribute over Honda CR-V: • Fuel pump inertia cutoff switch • Under-vehicle-mounted spare tire • Standard Anti-lock Brake System (ABS) • 2000-lb-greater maximum towing capacity • 16-inch wheels and tires • Standard alloy wheels • Auto-off headlights • Side turn-signal repeater lights • Standard Electronic Brakeforce Distribution (EBD) • Brake Assist • Standard remote keyless entry system • • • • • • Flip-up rear liftgate Available heated outside mirrors Standard rear-area
Hyundai Santa Fe Overview The Hyundai Santa Fe is available in three trim levels: GLS adds either a 173-hp 2.7-liter or 200-hp 3.5-liter V6, 4-speed dual-mode automatic overdrive transmission, remote keyless entry system, clear-lens halogen fog lights, upgraded cloth-trimmed upholstery, leather-wrapped steering wheel, cruise control with steering-wheel-mounted controls, and retractable cargo cover.
Competitive advantages of Mazda Tribute over Hyundai Santa Fe: • Available on-demand 4-wheel drive • Battery-saver feature • Standard Anti-lock Brake System (ABS) • Dual-stage advanced front air bags • Standard Electronic Brakeforce Distribution (EBD) • Available front and rear side air curtains with rollover protection • Brake Assist • Free loaner car during warranty service • Engine-immobilizer antitheft system • Fuel pump inertia cutoff switch Page 29 • Standard remote keyless entry system • 7
Toyota RAV4 Overview The Toyota RAV4 is available in a single trim level: Toyota’s Full-Time 4WD system is optional on the RAV4. All four wheels are driving the vehicle at all times. Page 30 • RAV4 comes with a 160-hp 2.
Competitive advantages of Mazda Tribute over Toyota RAV4: • 5-inch-longer wheelbase • Standard alloy wheels • Available 6-way power driver’s seat • Available V6 engine • Auto-off headlights • 60/40 split fold-down rear seatback • Available on-demand 4-wheel drive • Side turn-signal repeater lights • Multilink rear suspension • Flip-up rear liftgate • Available steering-wheel-mounted cruise controls • Standard remote keyless entry system • Flip-up rear liftgate window • Fuel pump inertia cutoff
Competitive Features Functional 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 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 Transmission O/S O/S/S –/O/O O/S/S O 4-Wheel Drive O/O O/O/O –/S/S –/O/O O Independent Rear Suspension S/S S/S/S S/S/S S/S/S S Variable-Assist Power Steering S/S S/S/S S/S/S S/S/S
2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Electronic Brakeforce Distribution (EBD) S/S S/S/S –/–/S –/P (a)/S S Brake Assist S/S S/S/S –/–/– –/–/– S Remote Keyless Entry System S/S S/S/S O/O/S P/S/S O Engine-Immobilizer Antitheft System S/S S/S/S S/S/S –/–/– P Fuel Pump Inertia Cutoff Switch S/S S/S/S –/–/– –/–/– – Under-Vehicle-Mounted Spare Tire S/S S/S/S –/–/– S/S/S – O/O/S S/S/S O Fu
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 S/S –/S S/S S/S/S –/S/S –/–/– –/–/– O/O/O –/–/– –/–/– –/S/S –/–/– – P – S/S –/P S/S/S –/–/O S/S/S –/–/– S/S/S S/S/S S P S/S S/S/S –/–/– S/S/S – S/S S/S/S S/S/S S/S/S – S/S S/S/S S/S/S P/S/S S S/S S/S –/S/S O/S/S –/–/S O/O/O S/S/S S/S/S O O Exterior Auto-off Headlights Fog Lights Side Turn-Signal Repeater Lights Power Mirrors Hea
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 –/P –/O/O –/–/S –/O/O O Exterior Power Sliding Moonroof Leather-Trimmed Upholstery –/P –/P/S –/–/– –/–/S P Heated Front Seats –/P –/–/O –/–/– –/–/S – Adjustable Driver’s Seat Lumbar Support –/S –/–/S –/–/– S/S/S – Power Driver’s Seat –/P –/S/S –/–/– –/–/– – 60/40 Split Fold-Down Rear Seatback S/S S/S/S S/S/S S/S/S – (a) Adj
Competitive Features 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX Cruise Control –/S –/S/S S/S/S P/S/S S Steering-WheelMounted Cruise Control –/S –/S/S S/S/S P/S/S – Tilt Steering Column S/S S/S/S S/S/S S/S/S S Interior 2004 Toyota RAV4 CD Player S/S S/S/S S/S/S S/S/S S 6-Disc In-Dash CD Changer –/P –/S/S O/O/S –/P/S O Premium Audio System –/P –/O/O O/O/S –/P/S O Satellite-Radio-Ready Audio Unit S/S –/O/O
Interior 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Battery-Saver Feature S/S S/S/S –/–/– –/–/– – Dual-Stage Advanced Front Air Bags S/S S/S/S S/S/S –/–/– S Front Seat-Mounted Side-Impact Air Bags –/– –/–/– O/O/O S/S/S O Front and Rear Side Air Curtains –/O O/O/O –/–/– –/–/– O Side Air Curtain Rollover Protection –/O O/O/O –/–/– –/–/– – Power Windows S/S S/S/S S/S/S S/S/S S Power Door Lock
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 48-month/ 50,000-mile 36-month/ 36,000-mile 36-month/ 36,000-mile 60-month/ 60,000-mile 36-month 36,000-mile Warranty Basic Warranty Coverage Roadside Assistance S S O S O Warranty Service Loaner Car S – – – S Features shown as neither standard nor optional may be available as dealer-installed accessories.
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Base Model Engine 2.3L DOHC 16V I-4 2.0L DOHC 16V I-4 2.4L DOHC 16V I-4 2.0L DOHC 16V I-4 Premium Model Engine 3.0L DOHC 24V V6 3.
Competitive Specifications 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 5-Speed Manual Overdrive (i) 4-Speed Automatic Overdrive (s) 5-Speed Manual Overdrive (I-4) 4-Speed Automatic Overdrive (V6) 4-Speed Automatic Overdrive (2WD) 5-Speed Manual Overdrive (4WD) 5-Speed Manual Overdrive 4-Speed Automatic Overdrive (i) Independent MacPherson Strut with Stabilizer Bar Independent Multilink 4-Speed Automatic Overdrive (I-4) I
2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Variable-Assist Rack-and-Pinion Variable-Assist Rack-and-Pinion Variable-Assist Rack-and-Pinion Variable-Assist Rack-and-Pinion Variable-Assist Rack-and-Pinion 38.3 35.4 (XLS) 36.7 (XLT/Limited) 34.1 37.1 35.
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Overall Length 174.4 174.9 178.6 177.2 167.5 Overall Width 72.0 70.1 70.2 72.7 68.3 Overall Height 70.0 69.7 66.2 66.0 65.7 (2WD) 66.1 (4WD) Track—Front/Rear 61.3/60.9 61.3/60.9 60.4/60.6 60.7/60.7 59.3/59.1 (2WD) 59.3/58.
2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Shoulder Room— Front/Rear 56.1/56.2 56.3/55.9 56.9/56.5 56.3/56.5 54.1/53.7 Legroom—Front/Rear 41.6/36.3 41.6/36.3 41.3/39.4 41.6/36.8 42.4/32.6 100.1 INA 106.7 100.7 INA 29.7/66.8 (i) 29.7/66.9 (s) 29.3/66.3 33.5/72.0 30.5/77.7 29.2/68.
2005 Mazda Tribute i /s 2005 Ford Escape XLS/XLT/ Limited 2004 Honda CR-V LX 2WD/LX 4WD/EX 4WD 2004 Hyundai Santa Fe Base/GLS/LX 2004 Toyota RAV4 Maximum Driving Range (mi) 479 (2WD I-4) INA (4WD I-4) 413 (2WD V6) 363 (4WD V6) INA (2WD I-4) INA (4WD I-4) INA (2WD V6) INA (4WD V6) 444 (2WD) 383 (4WD) 441(2WD) 400 (4WD) Maximum Towing Capacity (lb) 3500 3500 1500 513 (2WD I-4) 494 (2WD 2.7L V6) 352 (2WD 3.5L V6) 513 (4WD I-4) 456 (4WD 2.7L V6) 399 (4WD 3.
There are four stages in the Mazda Test Drive Experience. Each stage has been designed with a specific purpose in mind. Stage 1: Warm-Up Ensure the test drive vehicle is ready to go. Prepare the customer and set expectations for the test drive. Stage 3: Experience It Deliver a test drive that enables the customer to make an emotional connection with the vehicle. Stage 4: Reinforce It Link customer comments and emotions with vehicle engineering.
Mazda Test Drive Experience Stage 1: Warm-Up Warm-Up ensures that vehicles are ready for test drives any time a customer is ready.
Stage 2: Visioning Visioning sets expectations for what the customer will notice and feel while driving a Mazda. Page 47 You are painting a mental picture of the experience. By doing this, you focus the customer’s attention on the details that promote an emotional connection between car and driver. There are three steps in visioning: introduction, communication, and invitation.
Mazda Test Drive Experience Stage 3: Experience It Experience It allows the customer to make an emotional connection with the vehicle and truly feel the Mazda. 1. 2. 3. 4. Freeway on-ramp Freeway driving Cornering at freeway speeds Transitional turns (S-curves) 5. Freeway off-ramp 6. Stop-and-go city traffic 7. Rough and uneven roads Feel It With each element, driving dynamics help define the way Mazdas communicate with the driver.
Freeway On-Ramp Drive It (What You’ll Say) Enter the ramp and accelerate to freeway speeds. Merge into traffic.
Mazda Test Drive Experience Freeway Driving Drive It (What You’ll Say) Now that you’re driving at freeway speed, try changing lanes.
Cornering at Freeway Speeds Drive It (What You’ll Say) As you approach this long sweeping turn, feel the way a Mazda corners Steering Handling Own It (Key Questions to Ask) • Does the steering feel weighty and firm? • Does the vehicle react precisely to your steering inputs? • Does the vehicle react as if it were an extension of your body? Mazda Test Drive Experience Page 51 Feel It (Driving Dynamics They’ll Feel)
Mazda Test Drive Experience Transitional Turns (S-Curves) Drive It (What You’ll Say) Pay attention to how the steering wheel feels on these curves.
Freeway Off-Ramp Drive It (What You’ll Say) While exiting, slow to a complete stop from freeway speeds.
Mazda Test Drive Experience Stop-and-Go City Traffic Drive It (What You’ll Say) On surface streets with frequent stop signs and traffic lights, you’ll experience Mazda’s braking and acceleration.
Rough and Uneven Roads Drive It (What You’ll Say) While driving over rough and uneven roads, you’ll feel the stability of a Mazda.
Mazda Test Drive Experience Stage 4: Reinforce It Reinforce It occurs after the test drive and links customer comments and emotions with vehicle engineering.
Sales Resources Page 57 www.MazdaUSA.com www.MazdaState.
© 2004 Mazda North American Operations Due to continuous improvements, information in this guide may change without notice. This guide is for Sales Consultant use only and was accurate as of its publication date. Part No.
