'Autoline Detroit': Significant Internet Presence Helps Push Buick Sales Up 20%

30 October 1999

    DETROIT -- Buick is enjoying a 20% increase in sales so far this year, 
thanks in part to a "significant" internet presence, said Roger Adams, the 
general marketing manager of Buick, on the television program Autoline Detroit.  

    "We've done some things that people haven't expected, like
launch a car on the internet.  We've done a lot of tie-ins with some of the
biggest internet players, we've done special incentives available on the
internet only, and we've attracted a huge following of new customers," Adams
said.

    In a market that has richly awarded brands that sell sport utility
vehicles Buick only sells 4-door sedans.  But, Adams noted, it has the lowest
days' supply of cars at dealerships within GM, and one of the highest loyalty
rates in the industry.

    In other topics, Adams said the division is exploring the opportunities
for a 4-door Riviera, the use of V-8 engines, and rear-wheel-drive models.
    He said that Buick is in Phase One of a program called "Flagship" that is
designed to help stand-alone (Tier One) dealerships.  He said that GM is
currently conducting internal studies involving all its brands before getting
into Phase Two of the Flagship program.

    Autoline Detroit with John McElroy airs each Sunday morning at 10:30 a.m.
on Detroit Public Television.  The show can also be seen every week on The Auto 
Channel Internetwork at http://www.theautochannel.com.