Q+A: Kumar Galhotra

Has Lincoln's sales performance in China met with your expectations?

Very much so. We have seen fast growth in line with our expectations. Two years ago, we only had two products, the MKC and the MKZ, in the market. Now we have five models.

In addition, our dealership network had been successfully delivering The Lincoln Way. Two years ago, we only had three dealerships, whereas we now have 54. It's not just the quantity but also the quality of the experience that the Lincoln stores have been providing.

What does the launch of the Continental mean for Lincoln's China business?

The model is very iconic. I think it's a unique moment for us to introduce such a vehicle to such a vibrant market at China's.

If it is not already, the Chinese market will be the world's largest luxury auto market, and we have already built strong momentum here. The all-new Continental will sustain that momentum.

How did you develop the designs for the Continental?

We conducted significant research, talking with customers in China. We didn't simply conduct generic research. We spent hours or even days with customers, sometimes meeting in their own offices, homes and cars, travelling with them in some cases. One of our key findings was that customers are looking for something new and different.

They are not just looking for a machine, but are looking for something that will make their lives more enjoyable. The Continental is tailored to these needs.

(China Daily 11/29/2016 page12)