Lincoln brand introducing dealers to luxury buyers

Chicago • How to sell a Lincoln in 2013: Make the dealership smell like luxury. And lay out some wine and cheese. After decades of selling hulking Town Cars to retirees, Ford Motor Co. wants the Lincoln brand to appeal to younger, more discerning buyers. Lincoln unveiled the sleek MKZ sedan this spring, and six more models will follow. It purged underperforming dealerships and is prodding the rest to make expensive updates. Now, Lincoln is teaching its dealers how to appeal to the $4 latte crowd...

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