Subaru: The Emotional Myths Behind the Brand’s Growth

Savvy marketers understand that they are not in the business of selling products or services. They are in the business of building and maintaining strong, enduring brands that sell and sell and sell.

Subaru: The Emotional Myths Behind the Brand’s Growth

Sal RandazzoConsumerWorks

Not so long ago … Subaru was an also-ran third-tier Japanese car company, struggling in the shadows of Toyota and Honda. Not any more. Subaru has become a popular brand. Buyers have been lining up to buy the various models. Even with a slumping economy, Subaru sales have been on the rise.

The turning point came in 1993. Subaru was limping along, with seven years of declining sales, when George Muller, a Subaru executive, made two important decisions. He decided to focus solely...

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