The Fiat "Test Drive Weekend" Promotion

1981 test-drive promotion for Fiat. Aim to boost declining share, especially in November-December.
Agency: Brunning Advertising & MarketingAuthor: Jim Busby

The Fiat Test Drive Weekend Promotion

INTRODUCTION

Over the weekend of 6, 7 and 8 November 1981, Fiat Auto (UK) Ltd, ran a nationwide test-drive promotion through its dealer network.

As this was the very first time Fiat had ever embarked on such a venture, it was decided that dealer participation was to be voluntary. Some 70% of the dealers within the Fiat network took part in the 'weekend test drive' promotion.

This paper is an account of the reasons why Fiat was first moved to do such...

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