Infiniti's
new tag line, Accelerating the Future, marks a new direction and velocity
for Nissan's luxury brand. Infiniti has just released a radically new Q45
and stylishly souped I35. Also two new SUVs, a full size SUV and a smaller
crossover based on the FX45 were announced at the New York Auto Show. Don't
forget the XVL concept based sports sedan and possibly another even
sportier rear wheel drive sedan.
All these new additions to the family require a rethinking of values. Speeding towards a new path and future requires
a new leader. Recently appointed to the position of Infiniti Vice
President and General Manager is Mark McNabb. He is a long time veteran of
Nissan since 1986; his
most recent job was Director of Operations for the Nissan Division. Catch
a glimpse of the inside track at Inifniti...
We're genuinely curious. What's does your typical day look like? What's
it like to work at Infiniti?
I don't believe the first few weeks are typical days. My whole objective for the time being is to immerse myself in the Infiniti business. This means that I need to meet with dealers, regions and division people quickly to assess where the division is going. It is also an unusual time at the division as we launch the Q45. Much of my time for the next several weeks is getting the message out to the dealerbody and press on this important new car.
According to your official bio, we noticed that you haven't be involved
with the Infiniti dealer network but more with the Nissan channel. Is that an advantage or disadvantage?
I have never worked directly for Infiniti in the states, but have had some exposure to the brand when I was working in Japan. I like the fact that I have not had significant experience with the brand. To me that is an advantage. I truly like the fact that I have a fresh set of eyes looking at the division. No preconceived notions, no bias, just a fresh perspective on the business. This allows me to blend the best of Infiniti with some of the strengths of Nissan.
Infiniti is undergoing some drastic changes. They have some pretty
dramatic products coming out, including the new FX45, the new Q, the XVL and the new full size Infiniti SUV. These are all exciting cars,
but we're a little curious about the managing of the Infiniti Brand. Someone would say it lacks the prestige of Mercedes, Lexus, and BMW.
What's Infiniti going to do about this deficiency in their vehicles social
status?
There are dramatic changes going on with the Infiniti Division, and obviously product plays a key role. I would, however, be remiss if I didn't mention that the FX45 is currently a show car. In addition, there has been no announcement on a full size SUV for the Infiniti division. (Editor's
Note: This interview was conducted a few weeks before the New York Auto
Show - where the FX45 and full size SUV were officially announced for
production.)
We are currently redefining our brand from top to bottom. Every dealer, every dealership employee and every Infiniti employee will be trained on the new brand position. Obviously product will lead the charge, but just as important will be the way we go to market.
I think our distance from the other marquees may not be as great as you infer. Lexus is a young brand like us and together we redefined customer handling. We have an excellent dealer body and outstanding customer relationship. Once we add all the new exciting product, I think our marquee value will rise quickly.
There seems to be an opportunity initially pricing vehicles lower.
Of course, much like Lexus did in the beginning it is possible to put great cars in the market at a significant lower price and capture more
market share initially. At this point in Infiniti's history a great deal is at stake. With these new and exciting products, what's Infiniti's
short and long term pricing strategy?
While it is true that Lexus initially priced its vehicles lower to capture market share, it should also be noted that Lexus' big jump in terms of sales volume came from the addition of vehicles in new segments. If you look at Lexus over the past several years, its largest sales increase came as a result of the RX300. That model added over 100,000 units annually. Also, we intend to make it clear that Infiniti will deliver outstanding vehicles at a fair market price. We are pricing the vehicles to sell as suggested. Product that the driving enthusiast desires does not need discounts or incentives to sell. It sells on its merits.
Infiniti's pricing strategy has not changed. We simply price to market.
When it comes to product line-up, the G20 seems to be a product with
some potential. However, it seems to be a weak link in the Infiniti brand.
The G20 is an excellent value and a very attractive product. We are currently introducing the new 2002 version. This product has done well for us. Admittedly we would like more horsepower in it and this will be considered as we determine what to do next.
There are rumors about a 400 hp q45. What can you tell us about that?
That sounds like an exciting vehicle. Not sure where you heard this rumor. At this time, there is not a 400hp Q45 for me to announce or sell. But I certainly like the idea.
Is it true that the Porsche studio in Europe did some of the early
design development for the Q45?
No.
When it comes to technology, Infiniti has announced plans that it
wants to be the leader in innovation. How long before we see Infiniti vehicles with satellite radios, MP3 players, internet and e-mail capabilities?
Will Infiniti be first?
Infiniti certainly looks to the future. Our new tag line - Accelerating the Future - makes it clear that is our direction. No one can predict or would disclose what they intend to put in the vehicle. Yet, technology and innovation are consistent with our direction for Infiniti.
What's your take on European luxury car makers offering free scheduled
maintenance? What are the chances of a Japanese maker like Infiniti offering
a comparable incentive?
All of us keep an eye on the competition and what works. Infiniti, for example, has the best service loan car program in the industry. Others have tried free maintenance. That is not a new approach. It has been tried before but it never seems to take hold. Of course we will look at it again, but the key is not the program, it is delivering to the customer real value and convenience.