INSIDE THIS ISSUE 2016 RDX Advance Package vs. 2015 Lexus RX 350 TLX vs. BMW 328i, Lexus IS 350, and Mercedes-Benz C300 FRONTLINE May 2015 Vol 17 Issue 5 Dedicated to the Success of the Acura Retail Sales Professional Acura Hosts 2014 COSE Recognition Banquets in Las Vegas Using Science to Make the Sale! In-Car Technology Trainer In-Car Technology Support Line 2 1 3 4 5 Dominating the Competition: 2016 RDX Advance Package vs. 2015 Lexus RX 350 6 The 2016 RDX leapfrogs the compact luxury SUV competition with the following upgrades: A more powerful 3.5-liter i-vtec V-6 engine Restyled exterior features Jewel Eye projector headlamps LED taillights Ride and handling refinements An expanded list of AcuraWatch safety and driver-assist technologies Restyled interior elements Many new luxury features and technologies A new line-topping Advance trim level Exterior and interior highlights include the following: 1. Restyled front and rear fascia 2. A new three-dimensional grille 3. Jewel Eye LED headlights 4. New wheel designs 2016 RDX Targets Top-in-Class Safety Ratings With its available AcuraWatch suite of safety and driver-assist technologies and numerous upgrades to its Advanced Compatibility Engineering (ACE ) body structure, the 2016 RDX targets top-in-class safety ratings: A 5-Star Overall Vehicle Score from the National Highway Traffic Safety Administration (NHTSA) A TOP SAFETY PICK+ rating from the Insurance Institute for Highway Safety (IIHS) 5. LED taillights with light-pipe design 6. High-contrast silver and black interior trim (continued on page 2)
(continued from cover) Dominating the Competition: 2016 RDX Advance Package vs. 2015 Lexus RX 350 Key advantages the 2016 RDX with Advance Package has over the 2015 Lexus RX 350 are listed. Additional areas of RDX advantage are provided in the accompanying Features and Specifications chart. 2016 RDX 2015 Lexus RX 350 FWD 2016 RDX with Advance Package vs. 2015 Lexus RX 350 The 2016 RDX with the Advance Package has the following advantages over the 2015 Lexus RX 350: AcuraWatch Suite of Safety and Driver-Assist Technologies: For 2016, the AcuraWatch package of safety and driver-assist technologies is available on all RDX trim levels, and includes Rear Cross-Traffic Monitor, Lane Departure Warning (LDW) System, and Lane Keeping Assist System (LKAS). Comparable features are Not Available on the 2015 Lexus RX 350. Significantly Greater Value: The following features are on the 2016 RDX with Advance Package but Optional on the 2015 Lexus RX 350: Adaptive Cruise Control Navigation system with voice-activated controls Surround sound audio system Leather-trimmed seats with memory adjustments Heated and ventilated front seats Fog lights Power moonroof Rain sensing windshield wipers Certain safety and driver-assist features (see chart) The following features are on the 2016 RDX with Advance Package but Not Available on the 2015 Lexus RX 350: Variable Cylinder Management (VCM ) Paddle shifters Amplitude reactive dampers GPS-linked climate control LED headlights and taillights Auto-dimming side mirrors Upcoming 2016 Lexus RX 350 2016 RDX FWD w/advance Package vs. 2015 Lexus RX 350 FWD RX 350 FWD strengths: Lower base price (MSRP) More cargo volume behind second-row seats RDXʼs top advantages include: Lexus is expected to introduce a redesigned 2016 RX 350 later this year. Highlights of the new model include: Superior EPA Fuel Economy Ratings 1 : The 2016 RDX FWD has a 2-mpg city rating advantage, a 3-mpg highway rating advantage, and a 2-mpg combined rating advantage compared to the 2015 Lexus RX 350 FWD. Significantly Greater Value: When the 2015 Lexus RX 350 FWD is comparably equipped as listed in the accompanying chart, it is priced (MSRP) $7,115 more than the 2016 Acura RDX FWD with Advance Package. 2016 RDX AWD w/advance Package vs. 2015 Lexus RX 350 AWD RX 350 AWD strengths: Lower base price (MSRP) More cargo volume behind second-row seats RDXʼs top advantages include: Superior EPA Fuel Economy Ratings 1 : The 2016 RDX AWD has a 1-mpg city rating advantage, a 3-mpg highway rating advantage, and a 2-mpg combined rating advantage compared to the 2015 Lexus RX 350 AWD. Significantly Greater Value: When the 2015 Lexus RX 350 AWD is comparably equipped as listed in the accompanying chart, it is priced (MSRP) $7,015 more than the 2016 Acura RDX AWD with Advance Package. Upgraded (targeted 300 horsepower) w/new 8-speed automatic transmission New front fascia with emboldened spindle grille Triple L-shaped LED headlamps and redesigned fog lamps L-shaped wrap-around LED taillights New 20-inch alloy wheels with larger tires Blacked-out C-pillars Repositioned shift lever Center heads-up display with 12.3-inch monitor More rear-seat legroom and knee room Available rear-seat heating and power-inclining features Upgraded body structure Available Lexus Safety System+ (to help avoid or mitigate collisions) 02
Feature and Specification Comparison (Vehicles with advantage for a given feature/specification are highlighted. Space has been provided to record NHTSA and IIHS ratings for the 2016 RDX when they become available.) Feature/Specification Performance & Engineering Engine Size/Type Horsepower @ rpm (SAE net) Torque (lb-ft) @ rpm (SAE net) 2016 Acura RDX FWD w/advance Package 279 @ 6,200 252 @ 4,900 2015 Lexus RX 350 FWD 270 @ 6,200 248 @ 4,700 2016 Acura RDX AWD w/advance Package 279 @ 6,200 252 @ 4,900 2015 Lexus RX 350 AWD 270 @ 6,200 248 @ 4,700 Variable Cylinder Management (VCM) Not Available Not Available Fuel System Sequential Electronic Fuel Injection Sequential Electronic Fuel Injection Sequential Electronic Fuel Injection Sequential Electronic Fuel Injection Transmission 6-Speed AT 6-Speed AT 6-Speed AT 6-Speed AT Paddle Shifters Not Available Not Available Drivetrain FWD FWD AWD AWD Amplitude Reactive Dampers Not Available Not Available Alloy Wheel Dimensions (Inches) 18 18 18 18 Specifications Wheelbase (Inches) 105.7 107.9 105.7 107.9 Length/Width/Height (Inches) 184.4/73.7/65.0 187.8/74.2/66.7 184.4/73.7/65.0 187.8/74.2/66.7 Seating 5 5 5 5 Passenger Volume (Cubic Feet) 103.5 99.7 103.5 99.7 Headroom Front/Rear (Inches) 38.7/38.1 39.0/37.7 (w/o Moonroof) 38.7/38.1 39.0/37.7 (w/o Moonroof) Legroom Front/Rear (Inches) 42.0/38.3 43.1/36.8 42.0/38.3 43.1/36.8 Shoulder Room Front/Rear (Inches) 58.7/57.2 57.9/57.5 58.7/57.2 57.9/57.5 Curb Weight (Pounds) 3,781 4,178 3,946 4,343 Ground Clearance (Inches) 8.1 Not Listed 8.1 Not Listed Cargo Volume /Maximum (Cubic Feet) 26.1/76.9 40.0/80.3 26.1/76.9 40.0/80.3 Towing Capacity (Pounds) 1,500 1,500 1,500 1,500 Track Front/Rear (Inches) 63.1/63.4 64.2/63.8 63.1/63.4 64.2/63.8 Turning Diameter (Feet) 38.9 38.8 38.9 38.8 Comfort & Convenience Adaptive Cruise Control Pre-Collision System w/ $1,500 Pre-Collision System w/ $1,500 Dual-Zone Automatic Climate Control GPS-Linked Climate Control Not Available Not Available Memory Adjustments Premium Package $2,260 Premium Package $2,260 Universal Remote Control Multi-Information Display 5-inch Color Display 7-inch Display 5-inch Display 7-inch Display Voice Activated Controls Navigation System Package $1,915 Navigation System Package $1,915 Navigation System (w/3d View) Navigation System Package (w/3d View) Navigation System Package Surround Sound Audio System Mark Levinson 15-Speaker Premium Surround Sound Audio System $995 Mark Levinson 15-Speaker Premium Surround Sound Audio System $995 Leather-Trimmed Seats Premium Package Premium Package Heated and Ventilated Front Seats Comfort Package $1,390 Comfort Package $1,390 Carpeted Floor Mats Not Listed Not Listed LED Headlights Jewel Eye LED Headlights Not Available Jewel Eye LED Headlights Not Available Fog Lights Comfort Package Comfort Package LED Taillights Not Available Not Available Heated Side Mirrors w/reverse Gear Tilt-Down Auto-Dimming Side Mirrors Not Available Not Available Rain-Sensing Windshield Wipers Comfort Package Comfort Package Power Moonroof Premium Package Premium Package Power Liftgate Remote Keyless Access System and Pushbutton Ignition Safety & Driver-Assist Technology Multi-View Rear Camera w/guidelines Backup Camera Backup Camera Rear Cross-Traffic Monitor Not Available Not Available Forward Collision Warning (FCW) System Pre-Collision System w/ Pre-Collision System w/ Collision Mitigation Braking System (CMBS ) Pre-Collision System w/ Pre-Collision System w/ Lane Departure Warning (LDW) System Not Available Not Available Lane Keeping Assist System (LKAS) Not Available Not Available Blind spot information system (BSI) Premium Package Premium Package NHTSA Overall Vehicle Score Not Comparable Due to RX 350 s Greater Weight Not Comparable Due to RX 350 s Greater Weight NHTSA Frontal Crash Overall Rating Not Comparable Due to RX 350 s Greater Weight Not Comparable Due to RX 350 s Greater Weight NHTSA Side Crash Overall Rating 5 Stars 5 Stars NHTSA Rollover Rating 4 Stars 4 Stars IIHS TOP SAFETY PICK Status No No IIHS Small Overlap Front Rating Not Rated Not Rated IIHS Moderate Overlap Front Rating GOOD GOOD IIHS Side Rating GOOD GOOD IIHS Roof Strength Rating GOOD GOOD IIHS Head Restraints & Seats Rating GOOD GOOD IIHS Front Crash Prevention Rating ADVANCED w/optional Equipment ADVANCED w/optional Equipment Quality & Value Analysis EPA Fuel Economy Ratings 20/28/23 1 18/25/21 2 19/27/22 1 18/24/20 2 (City/Highway/Combined mpg) ALG Residual Value 36/60 Months (April 2015) Not Listed 53%/38% Not Listed 52%/37% Base Price (MSRP) $41,920 $40,970 $43,420 $42,370 Destination Charge $920 $925 $920 $925 Comparably Equipped Price (MSRP) $42,840 $49,955 3 $44,340 $51,355 3 1 Based on 2016 EPA mileage ratings. Use for comparison purposes only. Your actual mileage will vary depending on how you drive and maintain your vehicle, driving conditions, battery pack age/condition (hybrid only), and other factors. 2 Based on 2015 EPA mileage ratings. Use for comparison purposes only. Your actual mileage will vary depending on how you drive and maintain your vehicle, driving conditions, battery pack age/condition (hybrid only), and other factors. 3 Optional content and available packages vary by region. Vehicle as specified in this comparison may not be available in all areas. Information obtained from manufacturer and other sources 04/17/2015. Acura Frontline I May 2015 03
TLX vs. BMW 328i, Lexus IS 350, and Mercedes-Benz C300 TLX s top advantages are listed vs. each of the three competitors. Additional areas of TLX advantage are provided in the accompanying Features and Specifications chart. 2015 TLX 9-Speed AT w/ Advance Package vs. 2015 BMW 328i Sedan 328iʼs strengths Lower base price (MSRP) Higher EPA highway fuel economy rating TLXʼs top advantages include: Significantly More Horsepower and Torque: TLX s produces 50 more horsepower and 12 more pounds-feet of torque for greater performance potential. Better Rating in IIHS Small Overlap Front Crash Test: The 2015 TLX earned an ACCEPTABLE rating on the Insurance Institute for Highway Safety (IIHS) demanding small overlap front crash test vs. a MARGINAL rating for the 2015 BMW 328i. The 2015 TLX w/advance Package is a 2015 IIHS TOP SAFETY PICK+. Significantly Greater Value: Many advanced TLX features are Not Available on the 328i. Other popular features that are standard on the TLX 9-Speed AT w/ Advance Package are extra-cost options on the 328i. When the 328i is comparably equipped, it is priced (MSRP) $10,655 more than the 2015 TLX 9-Speed AT w/advance Package. 2015 TLX 9-Speed AT w/ Advance Package vs. 2015 Lexus IS 350 RWD IS 350ʼs strengths: More horsepower and torque More front-seat legroom TLXʼs top advantages include: Significantly Better EPA Fuel Economy Ratings 1 : TLX V-6 has a 2-mpg city rating advantage, a 6-mpg highway rating advantage, and a 3-mpg combined rating advantage over the 2015 Lexus IS 350 RWD. Wider Front and Rear Tracks and Precision All-Wheel Steer (P-AWS ): TLX s wider front (+2.4 inches) and rear (+1.2 inches) tracks and Precision All-Wheel Steer provide crisp confident handling. Lexus doesn t offer all-wheel steering on the IS 350. Significantly Greater Value: Many advanced TLX features are Not Available on the IS 350. Other popular features that are standard on the TLX 9-Speed AT w/ Advance Package are extra-cost options on the IS 350. When the IS 350 RWD is comparably equipped, it is priced (MSRP) $5,990 more than the 2015 TLX 9-Speed AT w/advance Package. 2015 TLX 9-Speed AT w/ Advance Package vs. 2015 Mercedes C300 Sedan C300ʼs strengths: More torque Higher EPA city fuel economy rating TLXʼs top advantages include: Significantly More Horsepower: TLX s produces 49 more horsepower for greater performance potential and effortless highway cruising. Larger Trunk: TLX has 1.7 cubic feet more trunk space for greater carrying capacity and to make it more convenient to load everything from groceries to golf bags. Significantly Greater Value: Many advanced TLX features are Not Available on the C300. Other popular features that are standard on the TLX 9-Speed AT w/ Advance Package are extra-cost options on the C300. When the C300 Sedan is comparably equipped, it is priced (MSRP) $10,505 more than the 2015 TLX 9-Speed AT w/advance Package. Print Individual Frontline Articles You are now able to print individual articles for your use from the electronic versions of Frontline available on the Acura Sales Portal. Check out this capability by going to the Jumbotron located on the Acura Sales Portal and clicking on the Frontline link to access the current issue. 04
Feature and Specification Comparison (Vehicles with advantage for a given feature/specification are highlighted.) Feature/Specification 2015 Acura TLX 9-Speed AT w/ Advance Package 2015 BMW 328i Sedan 2015 Lexus IS 350 RWD Performance & Engineering Engine Size/Type Horsepower @ rpm (SAE net) Torque (lb-ft) @ rpm (SAE net) 290 @ 6,200 267 @ 4,500 2.0-liter I-4 Turbo 240 @ 5,000 255 @ 1,250 306 @ 6,400 277 @ 4,800 2015 Mercedes-Benz C300 Sedan 2.0-liter I-4 Turbo 241 @ 5,550 273 @ 1,300 Variable Cylinder Management (VCM) Not Available Not Available Not Available Fuel System Direct Injection Direct Injection Direct Injection Direct Injection Transmission 9-Speed AT 8-Speed AT 8-Speed Sport Direct Shift AT 7-Speed AT Electronic Gear Selector Not Available Not Available Not Available Paddle Shifters Optional $500 Requires Sport Line $2,500 Drivetrain FWD RWD RWD RWD All-Wheel Steering System Not Available Not Available Not Available (P-AWS) Alloy Wheel Dimensions (Inches) 18 17/Optional 18-inch (Sport Line) 17/Optional 18-inch Alloy Wheels $935 17/Optional 18-inch Alloy Wheels $2,010 Specifications Passenger Volume (Cubic Feet) 93.3 Not Listed 90.2 88.2 Headroom Front/Rear (Inches) 37.2/36.7 40.3/37.7 (w/o moonroof) 38.2/36.9 37.1/36.9 Legroom Front/Rear (Inches) 42.6/34.5 42.0/35.1 44.8/32.2 41.7/33.4 Shoulder Room Front/Rear (Inches) 57.5/55.4 55.1/55.1 55.9/53.4 54.7/55.0 Cargo Volume (Cubic Feet) 14.3 13.0 13.8 12.6 Curb Weight (Pounds) 3,620 3,480 3,593 3,417 Ground Clearance (Inches) 5.9 5.5 Not Listed 4.1 Track Front/Rear (Inches) 62.8/63.1 60.3/61.9 60.4/61.0 61.6/60.8 Turning Diameter (Feet) 38.8 37.1 34.2 35.3 Comfort & Convenience Metallic Paint Optional $550 Optional $720 Capless Fuel Fill System Not Available Not Available Not Available Adaptive Cruise Control w/low-speed Follow Active Cruise Control $1,200 Pre-Collision System w/ Driver Assistance Package $2,800 $500 Memory Adjustments Luxury and Technology Package Interior Package $2,300 $3,985 Voice Activated Controls Technology Package $3,150 Navigation/Mark Levinson Premium Multimedia Package $2,690 Audio Package $2,995 GPS-Linked Climate Control Not Available Not Available Not Available Rain-Sensing Windshield Wipers Luxury and Technology Package Not Available Navigation System Technology Package Navigation/Mark Levinson Package Multimedia Package Leather-Trimmed Seats Premium Package $3,100 Luxury and Technology Package Interior Package Front Heated Seats Optional $500 Luxury and Technology Package Optional $580 (Includes Ventilated Seats) Carpeted Floor Mats All-Weather Floor Mats $110 Carpet Trunk Mats $105 Surround Sound Audio System Harmon Kardon Surround Navigation/Mark Levinson Package Premium Package $2,120 Sound System $875 LED Headlights Jewel Eye LED Headlights Not Available Luxury and Technology Package Premium Package Expanded View Driver s Mirror Not Available Not Available Not Available Automatic Tilt/Down Exterior Rearview Mirrors Not Listed Not Available Not Available Power Moonroof Premium Package Panorama Roof $1,480 Remote Keyless Access System Premium Package Premium Package w/pushbutton Ignition Safety & Driver-Assist Technology Rearview Camera Driver Assistance Package $950 Navigation/Mark Levinson Package Multimedia Package (Multi-view Rear Camera w/dynamic Guidelines) Rear Cross-Traffic Monitor Not Available Luxury and Technology Package Driver Assistance Package Parking Sensors Driver Assistance Package Not Listed Not Listed Blind spot information system (BSI) Driver Assistance Plus $1,900 Luxury and Technology Package Driver Assistance Package Forward Collision Warning (FCW) System Driver Assistance Plus Pre-Collision System w/ Driver Assistance Package Collision Mitigation Braking System (CMBS) Active Cruise Control Pre-Collision System w/ Driver Assistance Package Lane Departure Warning (LDW) System Driver Assistance Plus Luxury and Technology Package Driver Assistance Package Lane Keeping Assist System (LKAS) Not Available Not Available Driver Assistance Package Road Departure Mitigation System Not Available Not Available Not Available NHTSA Overall Vehicle Score 5 Stars 5 Stars 5 Stars Not Rated NHTSA Frontal Crash Overall Rating 5 Stars 4 Stars 4 Stars Not Rated NHTSA Side Crash Overall Rating 5 Stars 5 Stars 5 Stars Not Rated NHTSA Rollover Rating 5 Stars 5 Stars 5 Stars Not Rated IIHS TOP SAFETY PICK Status 2015 TOP SAFETY PICK+ No No No w/optional Equipment IIHS Small Overlap Front Rating ACCEPTABLE MARGINAL Not Rated Not Rated IIHS Moderate Overlap Front Rating GOOD GOOD GOOD GOOD IIHS Side Rating GOOD GOOD GOOD GOOD IIHS Roof Strength Rating GOOD GOOD Not Rated Not Rated IIHS Head Restraints & Seats Rating GOOD GOOD Not Rated Not Rated IIHS Front Crash Prevention Rating SUPERIOR w/optional Equipment ADVANCED w/optional Equipment ADVANCED w/optional Equipment BASIC Autobrake Not Tested Quality & Value Analysis EPA Fuel Economy Ratings 21/34/25 23/35/27 19/28/22 25/34/28 (City/Highway/Combined mpg) 1 ALG Residual Value 36/60 Months 49%/35% 48%/35% 57%/41% 51%/37% Basic Warranty (Months/Miles) 48/50,000 48/50,000 48/50,000 48/50,000 Powertrain Warranty (Months/Miles) 72/70,000 48/50,000 72/70,000 48/50,000 Base Price (MSRP) $42,600 $37,500 $40,065 $38,400 Destination Charge $920 $950 $925 $925 Comparably Equipped Price (MSRP) $43,520 $54,175 $49,620 $54,025 1 Based on 2015 EPA mileage ratings. Use for comparison purposes only. Your actual mileage will vary depending on how you drive and maintain your vehicle, driving conditions, battery pack age/condition (hybrid only), and other factors. Information obtained from manufacturer websites and other sources 04/20/2015. Acura Frontline I May 2015 05
Acura Hosts 2014 COSE Recognition Banquets in Las Vegas Acura pulled out all the stops for the 2014 Council of Sales Excellence (COSE) recognition banquets! Gold and Gold Master winners each received an invitation for an all-expense-paid trip to the two-night COSE National Recognition Banquet event March 24 26 at The Cosmopolitan in Las Vegas! The National Recognition Banquet provided a unique forum for Acura to demonstrate its appreciation to those Sales Consultants who best represented the Acura brand in 2014. Celebrating Success As part of the first-day festivities, Matt Walsh, Senior Manager of National Sales, Acura Division, kicked off this first-ever event by welcoming the 2014 Gold and Gold Master level members and their guests in attendance at a cocktail reception prior to the zone recognition banquets. At the banquets, Gold and Gold Master winners were recognized for their achievements. In addition, special recognition was given to those high-achieving Sales Consultants who attained the coveted distinction of Top Performer Sales and Top Performer Sales & Delivery, and to those who earned the Top 50 designation for garnering the most sales credits nationwide. Elevating the Brand During the second day, a business meeting was held in which attendees heard firsthand the vision for Acura from executive management. Mike Accavitti, Senior Vice President and General Manager, Acura Division, shared his aspirations for making Acura great, asking attendees to continue offering their clients extraordinary purchase experiences and to turn up the heat by showing the world that Acura is the brand to beat. Following Mike Accavitti s inspiring presentation, Matt Walsh spoke about Acura s national sales goals. Also presenting was John Watts, Senior Manager, Strategy Planning, Acura Division, who discussed Acura s brand strategy. Acura believes that exceptional performance merits commensurate recognition. During the meeting, special recognition was given again to those Sales Consultants who earned Top Performer Sales and Top Performer Sales & Delivery honors. The Top 50 Acura Sales Consultants were recognized, too, and were surprised with awards of $1,000 each. After the meeting, attendees had an afternoon of leisure to explore the daytime sights and sounds of Las Vegas. A cocktail reception was held in the early evening, with the remainder of the night free to enjoy the Las Vegas nightlife. Benefits of Membership The COSE program has a long tradition of recognizing and rewarding sales excellence. It focuses on Sales Consultants whose personal performances in sales, client satisfaction, and professional development help drive the brand s growth by directly influencing those who purchase our luxury automobiles. Sales Consultants who attain membership at one of three levels receive the comprehensive COSE awards package to commemorate their achievements. With perseverance and determined efforts in 2015, you can join your fellow elite Sales Consultants in claiming a well-deserved spot at next year s recognition banquet! 06 06
Using Science to Make the Sale! Neuroscience is the study of the development, structure, and functioning of the brain and nervous system. It involves many disciplines, including biology and psychology. Recent neuroscience research provides insights into how people make decisions, including decisions involving major purchases like an automobile. What drives buying decisions emotion or logic? Buying decisions are driven by emotion and justified by logic. It s generally accepted that human behaviors are driven 90% by emotion and 10% by logic. By identifying the client s emotional needs (see the next two questions), you can concentrate on providing the reassurance the person needs. The earlier you are able to make that emotional connection between the client and the Acura vehicle you are offering, the less likely the client is to change his or her mind. What do clients want to know when they first meet you? People like to associate with people who are like themselves. It makes them feel safer and gives them a sense of belonging (with you) to a common group. Consequently, when clients first meet you, they want to know if you are someone who is the same as them. Your sameness might involve how you look and dress, experiences you ve had, what your interests are, where you live or have lived, even your posture and gestures and the way you speak. Finding genuine common ground builds your credibility and makes it more likely that the client will open up to you. Sharing what first interested you in Acura vehicles may be a good place to start. What three (3) emotional cravings do all people have? Depending on the particular circumstances, all people crave three things sometimes singly and sometimes in combination: Safety (security, stability, freedom from fear, etc.): Demonstrated by safety ratings, third-party accolades, client testimonials/ dealership reputation, your personal willingness to help clients use the technology on their vehicles, etc. Belonging (connecting to others, having equal value, etc.): Demonstrated by treating them as part of the dealership s family e.g., knowing them when they come in for service, going the extra mile to take care of them, staying in touch the way they want, etc. Mattering (respect, recognition, etc.): Demonstrated by listening to them, asking for and respecting their opinions, showing them what they want to buy instead of what you want to sell, etc. Buying decisions are driven by emotion and justified by logic. How can you make your product and offer more appealing? People tend to prefer and to buy things that are familiar and easy to understand. Limit the choices you offer to a given client and stress how Acura s trim levels make it easy to find the vehicle the person wants. If you are involved in negotiations, keep the negotiations short and focused with few variables. How does brand image affect buying decisions? A strong brand like Acura addresses all three key emotional cravings and is a powerful reason to buy from you: Safety: Acura is renowned for the quality, reliability, long-term value, and crash safety ratings of its vehicles. Belonging: Acura ownership creates an association with Acura s racing endeavors, charitable activities, and the many people who drive them. Mattering: Buying an Acura vehicle is considered a smart choice by many for the quality, value, efficiency, and leading-edge technology embodied in them. Acura Frontline I May 2015 07
In-Car Technology Trainer Acura vehicles are chock full of the latest electronic technology features. And as a Sales Consultant, you need to understand and demonstrate these features for your client to help make the sale and ensure that each new Acura owner is happy with their vehicle. The new 2016 Acura In-Car Technology Trainer will help you do exactly that. It goes live on May 14, 2015, at www.acuralaunchtraining.com. The In-Car Technology Trainer offers hands-on training and skills practice for: Phone Shortcuts Navigation System Voice Commands Customized Settings On Demand Multi-Use Display AcuraLink Streams To use the tool, follow these steps: Sit in the driver s seat of a 2016 ILX w/technology Plus Package or 2016 RDX w/technology Package or Advance Package. Using your smartphone or tablet web browser, go to www.acuralaunchtraining.com Select 2016 Acura In-Car Technology Trainer. Follow the instructions provided for each of the functions listed. Make sure you receive certification credit using the SB 16-03 certification module on the in. In-Car Technology Support Line With the proliferation of infotainment technology in Acura vehicles, it is critical that Acura Sales Consultants demonstrate these technologies to clients and assist with set-up during delivery. As a reminder, Acura provides numerous training materials specifically on in-vehicle technology. In addition, the In-Car Technology Support line is a free resource available for dealership staff that provides complex troubleshooting support and quick assistance when helping a client with vehicle technology or when unable to reference other available training resources. In-Car Technology Support: (888) 528-7876 Type of Support Provided In-Car Technology Support assistance is available for: HandsFreeLink phone pairing, storing numbers, and deleting phones Telematics functionality and operation Navigation operation AcuraLink app installation and operation Support Hours The support group is available: Monday through Friday from 6:00 AM 5:00 PM PT Saturday from 7:30 AM 4:00 PM PT Available In-Car Technology Training The In-Car Technology Support line is primarily intended to assist you if you experience difficulties with a vehicle s technologies, such as if you are having trouble pairing a client s phone. For instruction on how to operate and explain Acura technologies, please reference the many training resources available to you, including: Web-Based Training (WBT) modules Digital Facts Guides YouTube videos on the Acura YouTube channel (youtube.com/user/acura) Acura Mobile Sales Assistant Acura Frontline publications Questions For additional information about the multiple training resources or the In-Car Technology Support line, please contact your District Sales Manager. 08 Acura Frontline is published by the Auto Sales Division of American Honda Motor Co., Inc., Sales Communications Department, solely as an informational aid for Acura Retail Sales Professionals. By publication of this material, Acura does not create any warranty either expressed or implied as to Acura products. Employees, representatives, or agents shall not be held liable for any omission of data or inclusion of erroneous data. 2015 American Honda Motor Co., Inc. Printed in U.S.A.