Who's Winning among African American Customers?, Asks Strategic Vision
SAN DIEGO--Dec. 19, 2005--Are certain new vehicles addressing cultural distinctions, and why are Nissan product ratings high among African American new car buyers? Pride and individuality are key aspects. Certainly building well designed, capable and quality vehicles--at the most discounted price--sells, but it doesn't end there. African Americans who are potential new vehicle buyers have expectations and needs that are similar to the industry, but they clearly show a distinctive emotional profile on key aspects of the "super values" (Security, Freedom, Esteem, and Balance) that make up the experience owners have with their vehicles. Super values define the largest clusters of values and emotions identified by Dr. Darrel Edwards, founder of Strategic Vision, from the initial 752,284 respondents who completed our worldwide survey on values, emotions and behavior. The overall clusters have been validated against 1.6 million respondents worldwide. There are strengths at two levels: overall positions like Freedom and Esteem and within the super value clusters where the distinctive patterns of specific values and emotions are found. The African American profiles are taken from the syndicated Vehicle Experience Study (VES(TM)) completed by Strategic Vision each year in the automotive industry. Possession of these emotions and values are not exclusive to African Americans, but are distinctive in the strength or magnitude of their importance. African Americans who completed Strategic Vision's questionnaire see themselves as very successful and highly motivated. They have a strong desire for personal power and ability to choose, but are careful about trusting others - similar to the population of new vehicle buyers. They see themselves as strong individuals, who demand being recognized as such. African American new vehicle buyers have a strong sense of self-esteem. All new car buyers have these emotional values, but they are exceptionally prominent among African Americans. The following data is from Strategic Vision's 2005 full-year Vehicle Experience Study (VES):Ten Most Purchased Brands By African Americans Nissan 12.5% Chevrolet 11.6% Toyota 9.5% Ford 9.2% Chrysler 7.7% Honda 5.3% Dodge 4.4% Hyundai 3.8% Cadillac 3.3% GMC 3.2% Ten Most Purchased Models By African Americans Nissan Altima 12.5% Chrysler 300 3.3% Ford F-Series (F150) 2.5% Toyota Corolla 2.3% Toyota Camry 2.1% Honda Accord Sedan 2.1% Chevrolet Trailblazer 1.8% Dodge Ram 1500 Pickup 1.8% Ford Explorer 1.8% Chevrolet Silverado 1500 1.6%
For 14 years, Strategic Vision has been providing a syndicated Vehicle Experience Study (VES(TM)) to the automotive industry. The VES(TM) is the most comprehensive study in the industry in that it captures a data set including both the history, behavior and attribute ratings of 506 primary, secondary and tertiary attributes of the customers. In addition, it measures the emotional responses, perceptions, consideration factors, intentions, customer delight, and a number of other key indicators and aspects of experience reported by the over 1.4 million new car buyers who have completed the survey since its initiation in 1997. The owners have their vehicles at least three months before they are measured. This interval is an industry standard used by all major syndicated studies. In order to assure highly reliable results, Strategic Vision created a three year (2003, 2004, and 2005) data sub-set of over 13,000 African American new vehicle buyers, including their emotional responses and the comprehensive measure of their experience with their vehicles after the three month period. The Total Quality Index (TQI(TM)) captures the more complete experience the buyer has with his or her vehicle including both rational and emotional aspects.
The index calculates the owners' responses to product attributes and the emotions that the experience creates and transforms the responses to a 1000 point scale for comparisons. Following is an array of TQI(TM) scores that ranks models among African American buyers:
2003-2005 Strongest Models Among African American New Car Buyers Categories: Best-of-the-Best in Total Quality TQI 1. Small Car Honda Civic 883 2. Medium & Large Car Nissan Altima 893 3. Luxury Car Mercedes E-Class 922 4. Pickup Truck Nissan Titan 872 5. Minivan Dodge Caravan 868 6. Small SUV Nissan Murano 905 7. Medium & Large SUV Nissan Armada 893 8. Luxury SUV Cadillac SRX 920
Strategic Vision's TQI(TM) provides specific directions to those who wish to sell more vehicles to African Americans. The scores are directly influenced by the ability of the manufacturer and dealer to satisfy their needs and desires. When African Americans report that they "are proud" and "see themselves as strong individuals," brands who respond appropriately will sell more cars. Dealers need to listen. Manufacturers can even define which product attributes speak strongly to those individuals. The revelation is not just in the general emotional profile, but also in the ability to quantify and specify key areas of distinction. "Our unique matrices quantify human values and emotion and the aspects of experience that address those values and needs," reports Dr. Darrel Edwards, Ph.D, ABPP, Strategic Vision's CEO and Founder. "Pride and individuality are directly related to exterior and interior style. In addition, the ability to add personal touches to your vehicle that customizes it to be your own is rewarding. Your vehicle makes a statement about you. Manufacturers need to be clearly aware what they can do to engender pride in ownership while making allowance for the buyers to express their individuality. Dealers need to listen to the African American community when they report that they are strongly committed to their sense of pride and individuality." They want respect - as do all buyers - but clearly look for and respond to signs that deliver the message: "We respect your individuality. We are proud of what we have to sell and you will be proud to own our brand." The automotive industry is in the most competitive period ever. Manufacturers are building well designed, quality vehicles. There is a need for leverageable guidance. Strategic Vision's African American study points to hallmarks that can bring success for the manufacturers and dealers. The study identifies the "gold nuggets" that specifically address the African American buyers. As an example, indexed data reveals that the number one reason African Americans considered one of the industry's leading brands, but rejected it, was the lack of choice: not sensitive to the desire for individuality. There was a strong perception that there were not enough color choices and interior options or versatility. This was ethnically specific to African Americans. The brand offered fair deals, but was not sensitive to a major issue among the African American buyers. Why are Nissan product ratings high among African American new car buyers? Nissan did exceptionally well on aspects of product coupled with a positive dealership experience that communicated to the buyers' sense of pride and individuality - cornerstones for positive regard among the African American buyers. On a scale that ranges from 0 to 100 (reflecting top box scores) that measures the brand's scores on brand delivery ("Clearly Describes My Feelings"), Nissan scores 70 on Pride while the competitive set of brands scores 64. Nissan scores 67 on Individuality while the competitive set scores 51. Nissan presents a strong profile to the African American community of new vehicle buyers. Are certain new vehicles addressing cultural distinctions? Yes, but it is not that the vehicle was built for a specific ethnic group; it's the understanding and delivery tailored to these distinctions that will prove to be persuasive to target audiences/customers. It is clear that if Nissan competed, Nissan was a winner among African Americans. Strategic Vision's ability to examine multi-cultural themes and distinctions was made possible by research led by its CEO, Founder and Creative Director Darrel Edwards, Ph.D. and the targeted efforts of Christopher Chaney, Vice-President and Director of Special Projects.
