fun-to-drive, stylish vehicles. While overall sales in 2002 had declined by 4.2 percent from the previous year,
much of this decline was due to the phasing out of the Mazda 626 and Millenia models. The company had
assembled a strong product line with vehicles such as the Tribute SUV, Protegé, and MAZDA6 showing
very strong sales. Sales of the Protegé models rose to 83,367 units in 2002, a 5.9 percent increase over
the previous year. By July 2003 sales of the MAZDA6 reached 32,297 units as the new flagship sports
sedan was on track to exceed the previous year’s sales of the 626, which it had replaced.
In July 2003 Mazda introduced the new RX-8 sports car which had been in development for
nearly 10 years and marked the return of the rotary engine. The RX-8 was eagerly anticipated by the
automotive community and first few month’s sales were very strong. The success of the RX-8 would be
critical to Mazda’s recovery as the senior vice president of marketing and product development referred
to it as “our halo car, the one at the top of the mountain.” The launch campaign for the RX-8 included
product placements in TV shows and films, including being featured as the escape vehicle for the hero in
the movie X-Men 2. One of the launch commercials featured a man’s loving admiration of his RX-8 in his
garage being interspersed with his fantasies of open-road driving. At one point he is shown hugging the
car and its doors close in such a way that the vehicle seems to be returning his embrace. All of the RX-8
spots feature the “Zoom-Zoom” message.
As Mazda prepared to move forward, the issue now facing the company was to ensure that its
advertising, as well as other elements of its integrated marketing communications program, would
continue to resonate with consumers and support its positioning platform. Mazda had become identified
as the “Zoom-Zoom” brand and a decision had to be made as to whether this was the image that would
best serve the company in the highly competitive U.S. automotive market.