Marketing 101 example: equating pickup trucks to the American way of life

A look at declines in pickup sales for American automakers includes this description of what pickups represent:

“Pickups represent a rugged sense of individualism for many Americans. They are the very definition of America in that they are larger than life like America and can both work and play hard,” said Erich Merkle, U.S. Ford sales analyst.

This is both a concise and bold marketing statement: pickups are the American way of life! The statement ties to multiple big themes that run through American culture: individualism, larger than life, hard work and lots of play. And it is a vehicle that allows the owner to participate in the pervasive driving culture in the United States. And all this just for $35,000 to $50,000 for a new truck!

A truck, like many consumer goods, is not just about functionality but is also a statement about the owners and what they want to be. Buying smartphones, single-family homes, clothing, and more fall into the same process: marketing appeals to our want for what we own to match our personality and/or aspirations. A truck is not just a truck; it is a statement about the driver. It says, “I eat a Prius for lunch” or “I need to do important projects” or “I have the resources to buy a new truck” (among other possible messages).

Then I am reminded that it is just a pickup truck. Vehicles are necessary in many American communities in order to get from Point A to Point B. But, many vehicles may work in order to accomplish regular tasks. If the primary vehicle use is for commuting to work or regular errands such as buying groceries or dropping off and picking up kids, a truck is probably not needed. Some people need trucks for regularly hauling items or for work.

For now, this match between pickups and the American Dream “works.” There are numerous other products that would wish to tie themselves as closely as pickup trucks to the base values of the American Dream. It may not be this way in several decades; perhaps the rugged individualism and freedom will be attached to fleets of electric vehicles that are at everyone’s beck and call. Until something changes, expect to continue to see the marketing pitch that pickups equal the American way of life.

One thought on “Marketing 101 example: equating pickup trucks to the American way of life

  1. Pingback: What if Americans stop buying things they do not need? | Legally Sociable

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