There is no single reason why the Edsel failed, and failed so spectacularly. Popular culture often faults the car’s styling. Consumer Reports cited poor workmanship. Marketing experts hold the Edsel up as a supreme example of corporate America’s failure to understand the nature of the American consumer. Business analysts cite the weak internal support for the product inside Ford’s executive offices. According to author and Edsel scholar Jan Deutsch, the Edsel was "the wrong car at the wrong time." "The aim was right, but the target moved" One popular misconception was that the Edsel was an engineering failure, or a lemon, although it shared the same general reliability of its sister Mercury and Ford models that were built in the same factories. The Edsel is most famous for being a marketing disaster. Indeed, the name Edsel came to be synonymous with commercial failure, and similar ill-fated products have often been colloquially referred to as Edsels. Since it was such a debacle, it provided a case study for marketers on how not to market a product. The main reason the Edsel's failure is so famous was that it flopped despite Ford’s investment of $400,000,000 in its development. The prerelease advertising campaign touted the car as having "...more YOU ideas," and the teaser advertisements in magazines only revealed glimpses of the car through a highly blurred lens or wrapped in paper or under tarps. Edsels were shipped to the dealerships undercover and remained wrapped on the dealer lots. But the public also had a hard time understanding what the Edsel was, mostly because Ford made the mistake of pricing the Edsel within Mercury’s market price segment. Theoretically, the Edsel was conceived to fit into Ford’s marketing plans as the brand slotted in between Ford and Mercury. However, when the car arrived in 1958, its least expensive model—the Ranger—was priced within $73 (US) of the most expensive and best-trimmed Ford sedan and $63 (US) less than Mercury’s base Medalist model. In its midrange pricing, Edsel's Pacer and Corsair models were more expensive than their Mercury counterparts. Edsel's top-of-the-line Citation four door hardtop model was the only model priced to correctly compete with Mercury’s mid-range Montclair Turnpike Cruiser model. Not only was the Edsel competing against its own sister divisions, but model for model, consumers did not understand what the car was supposed to be—a step up or a step below the Mercury. After its introduction to the public, the Edsel did not live up to its overblown hype, even though it did have many new features, such as self-adjusting rear brakes and automatic lubrication. While consumer focus groups had said these and other features would make the "E" car attractive to them as car buyers, the cost of the cars outstripped what the public was willing to pay. When many potential buyers saw the base price tag, they simply left the dealership, and others were frightened by the price for a fully loaded, top of the line model. The wrong car at the wrong time One of the external forces working against the Edsel that Ford had no control over was the onset of the recession in late 1957. When the Edsel was in its planning stages in the early and mid-1950s, the American economy was robust and growing. However, in the years that spanned the planning to its introduction, an economic recession hit, and American consumers not only shifted their idea of what an ideal car should be; in prior economic downturns, buyers flocked to the lower price marques like Plymouth, Chevrolet, and Ford. But in 1958, even these cars were perceived by some as unnecessarily large, and while the compact Rambler saw itself shoot to the third best selling make, none of the Big Three had anything compact to sell except their European cars built for Vauxhall, Simca, and Opel. The compacts introduced by the Big Three in 1960 were the direct result of the recession of 1958. Compounding Edsel's problems was that the car had to appeal to buyers of other well established nameplates from the Big Three, such as Pontiac, Oldsmobile, Dodge, DeSoto, and even its internal sister division, Mercury -- itself never a stellar sales success. Even if the 1958 recession hadn't hit when it did, the Edsel was entering into a shrinking marketplace. While Ernest Breech convinced Ford management that this market segment offered great untapped opportunity in the early 1950s, when the "E" car was in its earliest stages, by 1957, independent manufacturers in the mid-price field were drifting towards insolvency. Hoping to turn around their losses, Packard acquired Studebaker, yet the venerable Packard was no longer produced after 1958. On the other hand, American Motors changed its focus to the compact Rambler models, while their pre-merger brands (Nash and Hudson) were discontinued after the 1957 model year. Even Chrysler saw sales of its DeSoto marque drop dramatically from its 1957 high by over 50% in 1958. Following a disastrous 1959 model year, plans were made in Highland Park to discontinue DeSoto during its 1961 model year run. Thus, the large, expensive Edsel that was planned to be all things to all people suddenly stood for excess, not progress. Edsel, a difficult name to place The name of the car, Edsel, is also often cited as a further reason for its unpopularity. Naming the vehicle after Edsel Ford was proposed early in its development. However, the Ford family strongly opposed its use, Henry Ford II stating that he didn't want his father's good name spinning around on thousands of hubcaps. Ford also ran internal studies to decide on a name and even dispatched employees to stand outside movie theaters to poll audiences as to what their feelings were on several ideas. They reached no conclusions. Ford hired the advertising firm Foote, Cone and Belding to come up with a name. However, when the advertising agency issued its report, citing over 6,000 possibilities, Ford's Ernest Breech commented that they had been hired to develop a name, not 6,000. Early favorites for the name brand included Citation, Corsair, Pacer, and Ranger, which were ultimately chosen for the vehicle's series names. David Wallace, Manager of Marketing Research, and coworker Bob Young unofficially invited poet Marianne Moore for input and suggestions. Moore's unorthodox contributions (among them "Utopian Turtletop," "Pastelogram," and "Mongoose Civique") were meant to stir creative thought and were not officially authorized or contractual in nature. History has greatly exaggerated her relationship to the project. At the behest of Ernest Breech, who was chairing a meeting in the absence of Henry Ford II, the car was finally called "Edsel" in honor of Edsel Ford, former company president and son of Henry Ford. Marketing surveys later found the name was thought to sound like the name of a tractor (Edson) and therefore was unpopular with the public. Moreover, several consumer studies showed that people associated the name "Edsel" with "weasel" and "dead cell" (dead battery), drawing further unattractive comparisons. Too big when small was in Perhaps the most important factor in the Edsel's failure, however, was that when the car was introduced, the U.S. was entering a period of recession. Sales for all car manufacturers, even those not introducing new models, were down; consumers entered a period of preferring less expensive, more fuel-efficient automobiles. Edsels were fast, but required premium gas and did not have the fuel economy desired during a recession. Mechanics disliked the bigger engine because of its unique design. The cylinder head had no combustion chamber and was perfectly flat, with the head set at an angle and "roof" pistons forming both a squish zone on one side and a combustion chamber on the other, meaning that the combustion took place entirely within the cylinder bore. This design reduced the cost of manufacture and possibly carbon buildup, but appeared strange to mechanics. There were also reports of mechanical flaws in the models originating in the factory, due to lack of quality control and confusion of parts with other Ford models. Edsels in their first (1958) model year were made in both Mercury and Ford factories; the longer wheelbase models, Citation and Corsair, were produced alongside the Mercury products, and the shorter wheelbase models, Pacer and Ranger, were produced alongside the Ford products. There was never a stand-alone Edsel factory devoted solely to Edsel model production; workers making Fords and Mercurys literally had to change parts bins and tools to assemble extra Edsels once their hourly quota of regular Fords and Mercurys was achieved. As such, the desired quality control of the different Edsel models was difficult to attain for the new make of car. Many Edsels left the line unfinished, with the extra parts having been put into the trunks, with assembly instructions for the mechanics at the dealerships. Design controversies The Edsel is best remembered for its trademark "horsecollar" grille, which made it stand out from other cars of the period. A widely circulated wisecrack at the time was that "It looked like an Oldsmobile sucking on a lemon." Men often referred to the horsecollar grille as being akin to a woman’s genitalia. In fact, Robin Jones, a Ford designer at the time, later recalled that someone in the design studio - presumably as a cruel joke - actually taped hair to the inside of the grille area on one of the clay models produced during the design process; the end result, according to Jones, "looked like a hormonally-disturbed cow after giving birth." Jokes aside, the front of the original Edsel turned out nothing like what was originally intended. Roy Brown, the original chief designer on the project, wanted a slender, almost delicate opening in the center; engineers, fearing engine cooling problems, vetoed the intended design, which led to the "horsecollar." The vertical grille theme, while improved for the 1959 models, was discontinued for the 1960 models, which were almost indistinguishable from Ford models of the same year, although the new front-end design bore no small resemblance to that of the 1959 Pontiac. Many drivers disliked having the automatic transmission as pushbuttons (above) mounted on the steering wheel hub: this was the traditional location of the horn, and drivers ended up shifting gears instead of honking the horn. While the Edsel was fast, the location of the transmission pushbuttons was not conducive to street racing. There were jokes about stoplight dragsters and the buttons: D for Drag, L for Leap, and R for Race (instead of Drive, Low and Reverse). There were also complaints about the taillights on 1958-model Edsel station wagons, which were boomerang-shaped and placed in a reverse fashion; at a distance, they appeared as arrows pointed in the opposite direction of the turn being made. While the left turn signal blinked, its arrow shape pointed right, and vice versa. However, there was little that could be done to give the Ford-based station wagons a unique appearance from the rear; corporate management insisted that no sheetmetal could be changed. Only the taillights and trim could be touched. The role of Robert McNamara While the car and Ford’s planning of the car are the most often cited reasons for its failure, internal politics within the executive offices at Ford are as much to blame for the failure of the Edsel. Following World War II, Henry Ford II brought on Robert McNamara as one of the "whiz kids" to help turn Ford around. McNamara’s cost cutting and cost containment skills helped Ford emerge from its near collapse after the war. As such, McNamara eventually assumed a great deal of power at Ford. In many ways, McNamara was very much like Henry Ford: both men were committed to Ford above all other things and had little use for Continental, Lincoln, Mercury, and Edsel brand cars made by the company. McNamara was against the formation of the separate divisions for Continental, Lincoln, Mercury, and Edsel cars, and moved to consolidate Lincoln, Mercury, and Edsel into the M-E-L division. McNamara saw to it that the Continental program was canceled and that the model was merged into the Lincoln range for 1958. He next set his sights on Edsel by maneuvering for elimination of the dual wheelbases and separate body used in 1958; instead, the Edsel would share the Ford platform and use Ford’s inner body structure for 1959. In 1960, the Edsel emerged as a Ford with different trim. McNamara also moved to reduce Edsel’s advertising budget for 1959, and for 1960, he virtually eliminated it. The final blow came in the fall of 1959, when McNamara convinced Henry Ford II and the management structure that the Edsel was doomed and that it was time to end production before the Edsel bled the company dry. (Note: McNamara also attempted to end the Lincoln nameplate; however, that effort ended with Elwood Engel's now classic redesign of 1961.) McNamara left Ford when he was named Secretary of Defense by President John F. Kennedy. http://en.wikipedia.org/wiki/Ford_Edsel#Edsel_and_its_failures

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