They built the first truck which Honda ever sold in the US, but in spite of being part of automotive trivia, Isuzu has made it official: After 27 years in the world's most important automotive marketplace, Isuzu is leaving the light-vehicle market in the United States, but keeping their medium-duty truck business. The character of the lying, scheming car salesman "Joe Isuzu", portrayed in Isuzu TV ads by actor David Leisure, will be remembered long after any Isuzu vehicle. Now the company is closing-up shop in the US, one of that rare and small group of "Asian car-maker failures" which includes Japan's Daihatsu and South Korea's Daewoo. (Photo - 1991 Isuzu Trooper photographed in its natural habitat).
If any Isuzu vehicles sold in the US are thought of at all in 50 years, it will probably be the Isuzu Trooper, possibly in a "case study" for an advertising agency or a college-level marketing class. In 1996, Consumers Union (CU), which publishes Consumer Reports (CR) magazine, said the 1995 and 1996 Isuzu Trooper SUV had demonstrated a "tendency to roll over in certain situations" in its tests, and that CR had determined that this was "not acceptable". The magazine and Consumers Union issued warnings, advising the public not to buy the vehicle, and suggesting that federal officials should launch an investigation into possible (but unnamed) product defects. Isuzu filed a lawsuit against CU; the court ruled that Consumer Reports had made "numerous false statements" and had put the Trooper SUV through tests that competitors were not subjected to. Though eight of ten jurors wanted to assign punitive damages, they did not find enough evidence of malicious intent and did not assign Isuzu cash damages. (Photo - Isuzu Ascender; rebadged GMC Envoy).
As Audi found after a devastating, and proven false in court, report on the CBS "60 MINUTES" news show on an "unintended acceleration" problem with their vehicles, and as Suzuki found after another CU hit job on their Samurai small SUV, once the "cat it out of the bag" it's very difficult and amazingly expensive to recover from such an attack. In July 2004, Suzuki's case against CR and CU was settled and dismissed, with no money changing hands. But the vehicle was cleared of all of CR's negative claims. There are many cases of CR and CU making claims against products, claims which have been proven false. Some feel that because there is no advertising in CR, its parent, CU, along with the magazine, occasionally and purposely make some outrageous safety claim about a vehicle, only to create interest in the magazine and their organization. Settlements reached in or out of court can not make-up for the damage to these, and other, companies caused by CU and CR. Meanwhile, CR and CU walk away after giving an apology and changing their rating for the vehicle in question. It's cost them little and their profile with the public is certainly much higher after they make one of these claims than before.
"Joe Isuzu" made his first appearance in 1985, and though the campaign cost American Isuzu a paltry (for the car business) $7 million, the campaign, created by Della Femina, Travisano and Partners, became an instant hit. Della Femina understood that Americans were so used to hearing stilted claims not only from corporations, but also from their government, that "Joe Isuzu" presenting himself as a lying car salesman, and proud of it, was a stroke of genius and created an atmosphere in which Isuzu flourished. Joe Isuzu lasted but a few years, until 1990, but it succeeded in making the unusual and somewhat difficult to pronounce word 'Isuzu' a household name throughout America. (Photo - Joe Isuzu).
Even the actor portraying Joe Isuzu seemed to be playing his own little inside joke; his last name, Leisure, was also the name of a particular style of clothing of that era, the much-derided, and with good reason, leisure suit. These suits were made from so many different man-made fibers and available in every ridiculous shade a colorist could come up with, that they actually "hurt" to wear, according to some who had donned these suits and headed for their favorite local disco.
The character had a huge impact on American culture of the time. President Ronald Reagan once compared Nicaraguan leader Daniel Ortega to "that fellow from Isuzu," and Chrysler's Lee Iacocca proclaimed in his own company's advertising, "If Chrysler isn't the performance company, then I'm Joe Isuzu." The Jerry Della Femina-headed ad agency created one of the best advertising campaigns not just in the history of the car business --- But in business, period. His smarmy, cynical, underhanded method was that special kind of sarcasm which hits the target; it was not only a "home run" for Isuzu, a company which unfortunately had more than its share of bad publicity, it was the proverbial "grand slam".
Joe Isuzu confirmed what many, if not most Americans felt about car salespeople ... That they would do and/or say absolutely anything to make a sale. For a vehicle-maker to not only appear to agree with what Americans thought, but to substantiate that in their advertising, was a courageous move which changed advertising forever. And it got the results which usually follow an "authentic" ad campaign --- Sales boomed. In 2001, Joe was returned, by popular demand, but this time as a "regular" corporate spokesman, instead of the lying salesman, for Isuzu's then-new Axiom SUV. Of course, with Leisure's character now "more normal," the results were nowhere near what the "liar campaign" did for Isuzu.(Photo - Isuzu i-350 Crew Cab).
Isuzu had the right ideas about SUVs for the U.S. market at the right time. In 1992 and 1993, the mid-size Rodeo was the top-selling import brand SUV nameplate with sales of 45,257 units. In 1993, it sold 48,903 units. The brand's sales pace continued for much of the 1990s, but slowed dramatically after 2000 as more competition emerged in the segment. Isuzu sales have slid from 103,937 in 1999 to 7,098 in 2007. (Photo - Actor David Leisure portrayed Joe Isuzu).
Isuzu also built a version of its top-selling Rodeo midsize SUV for Honda. That vehicle, the Honda Passport, was available from 1994-2002. It was Honda's first-ever truck entry in the United States. From 1996-1999, Isuzu also built for Honda a luxury SUV called the Acura SLX. It was based on the Isuzu Trooper.
According to industry publication Automotive News, the company's shut-down was announced during a conference call with American Isuzu execs and their dealers. One dealer with three Isuzu showrooms said the company was being very generous in their buy-out plans with dealers. Dealers will receive $1,000 per new car they sold on average for the past four years, they can remain Isuzu service dealers and the company plans to spiff up incentives to help dealers clear out their inventory (which means more cash from a sale will remain with the dealer ... and the salesperson ... than in the past; it also means that this is a great time to go Isuzu-shopping because salespeople are being "encouraged" to close sales, no matter what they need to do to accomplish that).
In a press release, Isuzu Motors America said it is leaving the market because General Motors may discontinue the Ascender SUV and its small-pickup platform. Isuzu has 201 dealers and sells only two models -- the five-seat Ascender, based on the Chevrolet TrailBlazer; and the i-series pickup, derived from GM's small-pickup platform. (Photo - Isuzu medium-duty conventional cab diesel truck with a flatbed trailer).
The company says they were unable to secure any commercially viable replacements for those GM vehicles, which means the company would have no new products to sell. Isuzu took great pains this week to point out that Isuzu will continue to stand behind its customers and dealers here for years to come; current owners can be fairly certain their vehicles will not become "orphans", with no factory support for parts and/or service. To that end, the company says they will continue to honor all product warranties and roadside-assistance programs and will maintain its owner relations call center.
In addition, all current US dealers can continue as service dealerships for Isuzu, and the company will sign new contracts with dealers who want to stay. Current vehicle owners should check with their Isuzu dealer to see what they plan on doing; stay with the company or, if not, owners should find another dealer as nearby as possible to do warranty work and be a source for parts and repair as their vehicle ages. We'd expect resale value of all Isuzu vehicles to suffer, though, whether an owner sells to a private party or plans to use their Isuzu as a trade-in with a dealer. Although owners will probably not even notice the change, outside of possibly having to find another dealer to do warranty and repair work and be a parts source, the company closing-out operations in the US creates a poor image for them, true or not. (Photo - Isuzu city bus).
Isuzu will instead focus on its diesel-powered commercial trucks, a much larger business in the U.S. and abroad. In the fiscal year that ended last March, Isuzu earned $910 million on $14.2 billion in worldwide sales. The company said that quitting the U.S. passenger vehicle market would cost about $37 million over two years, including fees to franchised dealers.
The company also has a very successful marine diesel engine business, with no fewer than eight different engines, ranging in cylinders from three to six, listed on various marine equipment websites, with horsepower ratings from 26 to 260. This business will also continue uninterrupted worldwide and in the US. (Photo - Isuzu VehiCross).
A Japanese failure in the United States is a rare occurrence. The last Japanese automaker to pull out of the United States was Daihatsu, which offered the Rocky small SUV and Charade subcompact in the United States from 1988 to 1992. But the company never sold more than 17,000 units a year and was forced out of the United States because of voluntary export quotas in effect at the time.
Our feeling, having spent a lot of time with Daihatsu executives and seeing all their facilities in the US and in Osaka, Japan, was that in addition to the export quotas, Daihatsu's price point was much higher than their competition in the US for vehicles which had a perceived value of lower than was reflected on their price sticker. Both the Charade ("Our president is a big Audrey Hepburn," I was told when asking why they named a car with a word which can be perceived as being "fake" or "phony") and the Rocky (for which Daihatsu had to pay the copyright owner of the film named "Rocky" a fee for every one sold) were high-quality vehicles, perhaps too high quality for the price market in which they were playing. (Photo - Off-road race-ready Isuzu Amigo).
Daewoo, a Korean automaker, quit the US in 2002. GM now owns a majority of Daewoo and is importing one of their cars from South Korea, marketed here in the US as the Aveo.
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