Mazda 2005 User Manual

2005

FAST FACTS

MAZDA

The 2005 Mazda Tribute Fast Facts will help Mazda Dealers show customers how to experience the SUV with the soul
of a sports car. This sales guide provides information on key features and competitors, and offers guidelines for selling
to Mazda Tribute customers.When used with the 2005 Mazda Tribute product brochure, these Fast Facts provide the
information needed to make a customer-tailored product demonstration. For complete information about the Mazda
Tribute, consult the full Mazda Product & Comparison Guide or www.MazdaState.com.

Market and Customers

Page 3

The Mazda Tribute is targeted at
career-minded professionals in their
late twenties to early thirties.
These college graduates belong to
up-and-coming or upper-middle­class groups and are more likely to
be married with two children. They
are active, enthusiastic, and have a
variety of interests.

Most important, they prefer car-like
SUVs to truck-based vehicles
because they see these SUVs as
being more comfortable and
refined, as well as more fun
to drive.

The sophisticated sport
utility profile of the
Tribute can be seen in its:

• Clean lines

• Sculpted hood

• Short overhangs

• Bold front grille

•Thick bumpers

• Contoured body sides

• Bold wheel lips

• Jeweled taillights

Key Feature:

Sophisticated Sport Utility Styling

Page 4

Key Feature:

New I-4 and Refined V6 Engines

3.0-liter, dual-overhead-cam, 24-valve, 200-hp, V6 engine (Tribute

s

)

• Provides strong torque at low and midrange speeds for exceptional driving performance

•Features fixed-length tumble-port intake runners that maximize air intake volume for increased
low-speed torque, reduced emissions, and high fuel economy

• Incorporates a new powertrain control module that is more than five times faster than previous microprocessors for more
confident and refined engine performance

• Employs platinum-tipped spark plugs that resist heat to provide longer service life than conventional spark-plug designs

• Utilizes a self-lubricating, self-adjusting metal timing chain that helps save the maintenance cost of a rubber timing belt

Page 5

2.3-liter, dual-overhead-cam, 16-valve, 153-hp, I-4 engine (Tribute

i

)

•Features an innovative design that delivers superior horsepower and torque in the rpm
ranges that drivers typically use

• Incorporates intake manifold runner control to produce higher engine torque from lower
engine speeds for more spirited and sporty performance

• Employs platinum-tipped spark plugs that resist heat to provide longer service life than
conventional spark-plug designs

• Includes two weighted balance shafts that reduce engine noise and vibration produced
by the crankshaft

• Utilizes a self-lubricating, self-adjusting metal timing chain that helps save the
maintenance cost of a rubber timing belt

Page 6

5-speed manual overdrive transmission

•Features short, positive throws and reduced shift efforts for a
sports-sedan-like feel

4-speed electronically controlled automatic
overdrive transmission with lockup torque converter

(Std. Tribute s, Opt. Tribute i)

• Electronically identifies ideal shift points for smooth operation

• Replaces the steering-column-mounted shifter of previous model
years with a new floor-mounted shifter for added
driving convenience

• Provides an Overdrive Off button that, when activated, helps
eliminate gear hunting for a smoother ride when going up or
down a steep grade, driving in stop-and-go traffic, or pulling a
heavy load

Key Feature:

Sporty Manual and Automatic Transmissions

Electronic 4-wheel drive (Opt.)

•Features an all-new, fully automatic Active Torque Control Coupling (ATCC) that replaces the Rotary Blade Coupling™
(RBC) from previous model years

• Uses inputs from wheel and accelerator sensors to calculate dozens of times per second exactly how much torque to send
to the rear wheels to minimize slip

• Requires no driver interaction to provide improved stability and control

Key Feature:

New Electronic 4-Wheel Drive

Page 7

Page 8

Key Feature:

Sports-Sedan-Inspired Steering

Rack-and-pinion steering with
engine-rpm-sensing variable
power assist

• Provides more assist at parking speeds for
enhanced maneuverability and less assist at
highway speeds for improved stability

•Takes less than three steering-wheel turns to
go lock-to-lock for a precise steering response

Tilt steering column

• Allows the driver to position the steering
wheel for maximum comfort

Page 9

Independent strut-type front suspension

• Allows each front wheel to track over road
imperfections with minimal effect on the opposite wheel

• Incorporates larger-diameter damper pistons and new
tuning to improve ride over varying road conditions

Front stabilizer bar

• Helps maintain tire contact with the road to reduce body
roll for better handling and control

Independent multilink rear suspension

• Uses links and arms to ensure that the tires maintain
optimum contact with the road

• Provides sporty around-town handling with confidence­inspiring off-road capability

Key Feature:

Sports-Sedan-Inspired Suspensions

Key Feature:

Sports-Sedan-Inspired Brakes

Ventilated front disc brakes

• Provide superior cooling to better resist brake fade and deliver plenty of stopping power

• Incorporate new longer-lasting friction materials that provide reduced brake fade

Power-assisted 4-wheel disc brakes (Tribute

s

)

• Deliver exceptional stopping power with larger ventilated front discs and solid rear discs

Anti-lock Brake System (ABS) with Electronic Brakeforce
Distribution (EBD) and Brake Assist

• ABS automatically modulates hydraulic pressure when braking, reducing
the chance of wheel lockup for better steering control in hard
braking situations

• EBD electronically proportions braking force for
dependable stopping power under various driving and
load conditions

• Brake Assist utilizes power-assistance technology to
recognize hard braking and help drivers apply maximum
braking force more quickly in emergency situations

Page 10

Driver amenities:

• Include a tilt steering column that allows the driver to position the
steering wheel for maximum comfort

• Provide a floor-mounted manual or automatic transmission shifter for
added driving convenience

•Feature standard auto-off headlights that help prevent battery drain
that can occur if lights are inadvertently left on

• Include retained accessory power that provides power to the windows
and moonroof for 10 minutes after the ignition switch is turned off and
before either front door is opened

•Feature a battery-saver feature that turns off interior lights that have
been inadvertently left on

• Offer available cruise control with steering-wheel-mounted controls
that allow the driver to set the vehicle speed, reducing foot and leg
fatigue on long trips

• Offer available adjustable driver’s seat lumbar support that allows
variable seat positioning for lower back comfort

• Offer an available 6-way power driver’s seat that provides fully
adjustable seating for increased comfort, especially on long trips

Key Feature:

Sophisticated and Spacious Cabin

Page 11

Page 12

Convenient storage

• Includes a standard lockable glove
compartment, center instrument
panel storage compartment, center
console with storage, front door­trim storage pockets, and front and
rear cup holders

• Adds front seatback pockets on
the Tribute

s

• Offers available overhead consoles
with single or dual storage bins

Subtle illumination

• Includes standard center dome
light, dual map lights, illuminated
driver’s and front passenger’s
power window switches, and
cargo area light with on-off switch

Key Feature:

Sophisticated and Spacious Cabin

Key Feature:

Versatile and Ample Cargo Room

60/40 split fold-down rear seatback

• Offers added passenger- and cargo-carrying versatility that can hold two 26-inch
bikes with their front wheels removed when the rear seats are folded

Cargo area amenities

• Include four cargo-floor tie-down hooks for added utility

•Feature a cargo area light with on-off switch for added convenience

Retractable cargo cover (Opt. Tribute

s

)

• Hides cargo from view for additional security and keeps it cool by shielding it from sunlight

Flip-up rear liftgate window

• Provides convenient access to the cargo
area and can accommodate 4x8 sheets of
plywood with the liftgate window open

Page 13

Privacy Glass™ on rear and
liftgate windows

• Reduces the sun’s glare for increased
interior comfort

Dual-stage advanced driver’s and passenger’s front air bag Supplemental Restraint System (SRS)

(a)

• Uses crash zone, driver’s seat-track position, and passenger’s seat weight sensors to determine the type and severity of a
frontal or near-frontal impact and deploy the front air bags in one of two stages as necessary for optimal occupant protection

Front and rear side air curtains with rollover protection (Opt. Tribute

s

)

(b)

• Use a sensor in each B-pillar and C-pillar and a rollover sensor in the
restraints control module to determine the deployment of side-impact
air bag protection

• Deploy from the outboard edge of the headliner to cover the side
windows from the A-pillar to the C-pillar and provide supplemental
head protection to front-seat and rear-seat occupants in the event of
certain side impacts

• Monitors vehicle roll angle and rate and, if the system determines a
rollover may be imminent, deploys the air curtains, which remain
inflated for several seconds

(a)

Note that the dual-stage advanced driver’s and passenger’s front air bags and safety-belt pretensioners may
be referred to as the Personal Safety System™ in the Owner’s Manual.

(b)

Note that the front and rear side air curtains with rollover protection may be referred to as the Safety
Canopy™ in the Owner’s Manual.

Key Feature:

Advanced Safety Systems

Page 14

Adjustable head restraints for all seating positions

• Provide additional head and neck protection for all five seating positions in
the event of a collision

Engine-immobilizer antitheft system

• Helps protect the vehicle from theft by immobilizing the engine if someone
attempts to start it without the proper key

Belt Minder™ system

• Uses a warning chime to conveniently remind occupants to fasten their
safety belts

Impact-absorbing roof-pillar materials

• Help reduce the risk of injury in the event of a collision

Fuel pump inertia cutoff switch

• Automatically cuts off the power to the electric fuel pump in the event of a
collision for added safety

Page 15

Key Feature:

Advanced Safety Systems

Package 1 (Opt. Tribute

s

)

• Includes power sliding-glass moonroof with one-touch-open and tilt-up
ventilation features and sunshade, overhead console with single storage bin,
6-way power driver’s seat, retractable cargo cover, and 190-watt modular
audio AM/FM/CD stereo with 6-disc in-dash CD changer, four
door-mounted full-range speakers, two front-door-mounted tweeters, and
one separately powered subwoofer

Package 2 (Opt. Tribute

s

)

• Includes Package 1 without power sliding-glass moonroof and adds
leather-trimmed upholstery with matching synthetic-leather door
trim

(a)

, leather-wrapped steering wheel, black-maple-look center
instrument panel trim, and overhead console with dual
storage bins

Package 3 (Opt. Tribute

s

)

• Includes Package 2 and adds power sliding-glass moonroof
with one-touch-open and tilt-up ventilation features and
sunshade, heated outside mirrors, heated front seats, and
overhead console with single storage bin

(a)

Seating surfaces upholstered in leather except for vinyl on seat side panels, rear sides of
seatbacks, and other minor areas.

Page 16

Key Feature:

Option Packages

Key Feature:

Dealer-Installed Accessories

Page 17

Dealer-installed accessories

• Full- or half-front mask

• Hood bug deflector

• Moonroof wind deflector

• Door edge guards

• Side step tubes

• Rear-bumper step plate

• Rear spoiler

• Windshield sunscreen

• Compass and outside temperature
auto-dimming mirror with or
without HomeLink

®

• Interior dust and pollen filter

• DVD entertainment system

• SIRIUS Satellite Radio receiver

• In-dash 6-disc CD changer

• Cassette player

• MiniDisc player

D

• Roof cargo box

• Bike attachment (roof-rack or trailer­hitch mount)

• Ski attachment (roof-rack mount)

• Cargo organizer

• Cargo tray

• Cargo net

• Cargo divider

• Car cover

• Car cover cable lock

•First aid kit

• Roadside assistance kit

• Wheel locks

• Engine block heater

•Touch-up paint

• All-weather floor mats

• Roof luggage basket with stretch net

Selling Dealer-Installed Accessories

Page 18

Part of the joy of owning a new Mazda Tribute is personalizing it. And the best way to enhance its appearance
or function is with Genuine Mazda Accessories. Here are guidelines for selling accessories:

Know what sells in your market

Accessory sales often vary from market to market, so it is important to know what sells in your market. Find out by talking
with the people in your dealership’s Parts Department.

Introduce accessories early in the conversation

Lay a foundation for later sales by mentioning the availability of accessories early in the conversation. Say something like,
“As part of the full service that our dealership offers, we can help you to customize your new Tribute with a wide range of
Genuine Mazda Accessories.”

Listen for customer needs

During the sales conversation, listen and look for customer needs that could be met with accessories. For example, a customer
who comments on the fine finish of the Mazda Tribute might be interested in protecting that finish with a car cover, front
mask, or car care products.A customer with children may appreciate a cargo net, organizer, or tray or side step tubes. One
with a dog might need a cargo divider.

Show customers how they can afford accessories

Accessory sales can be more successful when they are made as part of the overall purchase decision rather than added on to
an already-agreed purchase price. Break down the total cost of an accessory into a per-month cost based on the length of
vehicle loan or lease. Customers may be more willing to purchase a particular accessory when they see how few dollars per
month the accessory would cost.

Use your accessory selling guides

Like all Mazda cars and trucks, the Mazda Tribute has its own laminated accessory selling guides that list available
accessories and shows photographs of many of those accessories. Use these guides to structure your sales conversation
with customers.

Give each customer an accessory brochure

Each Mazda car and truck also has its own pocket-sized brochure with photographs and descriptions of the most popular
Mazda accessories. Hand each Mazda Tribute customer a copy of the appropriate brochure during the sales conversation. That
way, your customer can consider what to buy now and what to add on in the future.

Show accessories that are already installed

Customers often do not value certain accessories until they see them on a model
that is similar to the one they wish to purchase. Display a Mazda Tribute with
installed accessories and make a point of showing it to
your customers.

Build value with Genuine Mazda Accessories

Engineered specifically for Mazda vehicles and
manufactured to Mazda’s highest quality standards for a
precise fit, Genuine Mazda Accessories are available with
the same 48-month/50,000-mile new vehicle limited warranty.
Refer to the Mazda Parts & Accessory Limited Warranty brochure
for details.

Selling Dealer-Installed Accessories

Page 19

Page 20

Delivery Checklist

✔

When delivering a Tribute to a new owner, consult the 2005 Mazda Tribute section of the Mazda
Product & Comparison Guide for complete delivery tip information. Use the New Vehicle Sales
Delivery Checklist and remember to address the following items:

 Remote Keyless Illuminated Entry System
 Engine-Immobilizer Antitheft System
 Driver’s and Front Passenger’s Seat Operation
 Anti-lock Brake System (ABS)
 60/40 Split Fold-Down Rear Seatback
 Liftgate Operation
 Electronic 4-Wheel-Drive Operation (Opt.)
 Fuel Pump Inertia Cutoff Switch
 Child-Safety-Seat Anchors
 Power Sliding-Glass Moonroof (Opt. Tribute

s

)

(a)

 Mazda Driver’s Assurance Plan

(a)

Included in Packages 1 and 3 for Tribute s.

Page 21

You can foster repeat and referral business for your dealership by taking these actions to increase Mazda
Tribute owner retention.

 Review and sign the New Vehicle Sales

Delivery Checklist

 Make every customer send-off a special event

After delivery…

 Call the Mazda Tribute owner within three days

of delivery

 Check owner satisfaction, answer questions, offer

assistance, and ask for referrals

 Maintain regular, scheduled contact

during ownership

 Stay in contact via telephone or with notes

and postcards

During delivery…

 Set a delivery appointment or prepare for a “spot” delivery

 Check the vehicle prior to delivery

 Review the Owner’s Portfolio with the new owner

 Escort the new owner to the delivery area

 Explain the operation of key vehicle features

 Ensure a successful Sales-to-Service Department hand-off:

-Tour the Service and Parts Departments and explain business hours and
special services

- Introduce the new owner to a Service Consultant and a Parts Consultant and
offer their business cards

- Explain the free Mazda Full Circle Service Inspection Process and Report Card

- Schedule the first maintenance service and provide a completed
appointment card

- Set up and follow an after-hours procedure when you cannot give a tour

Mazda Tribute Owner Retention

Mazda research has identified five customer
purchase motivations:

•Performance and Handling

• Quality, Durability, and Reliability

• Safety

Each vehicle section in the Mazda Product & Comparison Guide contains
a Purchase Motivation Walkaround Guide for each of the five purchase
motivations. Each guide is organized along the five points of a
walkaround presentation:

1. Driver’s Side

2. Front End

3. Interior

Use these guides to help build an organized and focused product
presentation on the features and benefits that appeal most to
your Mazda Tribute customer. This may mean that you do not
cover all five points of a walkaround presentation, or that you
cover them in a different order from that found in the Purchase
Motivation Walkaround Guide.

• Comfort and Convenience

•Value for the Money

4. Trunk/Rear Area

5. MSRP Window Sticker

Page 22

Purchase Motivation Walkaround

Clarify, Paraphrase,

Respond (CPR) Method

Page 23

When a customer offers an objection or challenges you with competitive information, you can revive many sales
with the CPR method–Clarify, Paraphrase, and Respond.

First, ask questions to clarify the customer’s specific concern. Next, paraphrase the concern to show that you
understand. Then, respond by focusing on relevant features and benefits of the Mazda Tribute.

For example…

Customer: I’m leaning toward the Hyundai Santa Fe.

Consultant: What is it about the Santa Fe that you like?

Customer: Hyundai says they have “America’s Best Warranty” and I don’t want to be without my vehicle.

Consultant: So dependability and convenience are very important to you.

Customer: Yes, they are.

Consultant: While the 60-month/60,000-mile basic warranty of the Korean-made Santa Fe provides some

additional coverage over the 48-month/50,000-mile basic warranty of the Tribute, both the
Tribute and its cousin the Ford Escape are built at Ford’s Kansas City Assembly Plant. No other
manufacturer has as much experience at building SUVs as Ford. And the Mazda Tribute comes
with a free loaner vehicle during warranty service.

Page 24

Ford Escape Overview

The Ford Escape is available in three trim levels:

• XLS comes with a 153-hp 2.3-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type front
suspension, independent multilink rear suspension, variable-assist rack-and-pinion steering, power-assisted ventilated front
disc/rear drum brakes,Anti-lock Brake System (ABS) with Electronic Brakeforce Distribution (EBD) and Brake Assist, engine­immobilizer antitheft system, 15-inch steel wheels and P225/75R15 all-season radial tires, molded-in-color bumpers and
lower body-side and wheel-arch trim, and roof rack. It features air conditioning, power windows and door locks, power
mirrors, flip-up liftgate window, AM/FM/CD stereo, remote keyless entry system, 60/40 split fold-down rear seatback, and
adjustable head restraints for all seating positions.

• XLT adds a 200-hp 3.0-liter V6 engine, 4-speed automatic overdrive transmission, larger ventilated front disc brakes and
solid rear disc brakes, 16-inch alloy wheels and P235/70R16 all-season radial tires, clear-lens halogen fog lights, and
painted bumpers and lower body-side and wheel-arch trim. It includes upgraded cloth-trimmed upholstery, 6-way power
driver’s seat, cruise control with steering-wheel-mounted controls, rear-area Privacy Glass™, and 6-disc in-dash
CD changer.

• Limited adds automatic headlights, auto-dimming mirror, leather-trimmed upholstery, leather-wrapped steering wheel,
adjustable driver’s seat lumbar support, overhead console storage, and retractable cargo cover.

Ford’s Intelligent 4WD System is available on all three Escape trim levels. It is identical to the electronic 4WD
system that is available on the 2005 Mazda Tribute.

Mazda Tribute over Ford Escape

Page 25

Competitive advantages of
Mazda Tribute over Ford Escape:

• Unique exterior styling and colors

• Standard 16-inch wheels and tires

• Standard alloy wheels

• Side turn-signal repeater lights

• Larger flip-up rear liftgate window

• Standard rear-area Privacy Glass™

• Standard roof rack

• Exclusive interior styling

• Longer warranty coverage

• Longer emergency roadside assistance coverage

•Free loaner car during warranty service

Honda CR-V Overview

Page 26

The Honda CR-V is available in three trim levels:

• LX 2WD comes with a 160-hp 2.4-liter 4-cylinder engine, 4-speed automatic overdrive transmission, independent
strut-type front suspension, independent double-wishbone rear suspension, variable-assist rack-and-pinion steering,
ventilated front and solid rear disc brakes, engine-immobilizer antitheft system, and 15-inch steel wheels and P205/70R15
all-season radial tires. It features air conditioning, power windows and door locks, power mirrors, swing-out rear door with
flip-up window,AM/FM/CD stereo, cruise control with steering-wheel-mounted controls, 60/40 split fold-down rear
seatback, and adjustable head restraints for all seating positions.

• LX 4WD adds a 5-speed manual overdrive transmission and on-demand 4-wheel drive.

• EX 4WD adds an Anti-lock Brake System (ABS) with Electronic Brakeforce Distribution (EBD), remote keyless entry system,
alloy wheels, rear-area Privacy Glass™, power sliding-glass moonroof, and 6-disc in-dash CD changer.

Honda’s Real Time™ 4WD is standard on the CR-V LX 4WD and EX 4WD trim levels. It is similar to the
automatic on-demand 4WD system used in the 2004 and earlier Mazda Tribute.

Mazda Tribute over Honda CR-V

Page 27

•Available V6 engine

• Multilink rear suspension

• Standard Anti-lock Brake
System (ABS)

• Standard Electronic Brakeforce
Distribution (EBD)

• Brake Assist

• Standard remote keyless entry system

• Fuel pump inertia cutoff switch

• Under-vehicle-mounted spare tire

• 2000-lb-greater maximum
towing capacity

• 16-inch wheels and tires

• Standard alloy wheels

• Auto-off headlights

• Side turn-signal repeater lights

• Flip-up rear liftgate

•Available heated outside mirrors

• Standard rear-area Privacy Glass™

• Standard roof rack

•Available leather-trimmed upholstery

•Available heated front seats

•Available adjustable driver’s seat
lumbar support

•Available 6-way power driver’s seat

• Satellite-radio-ready audio unit

• Retained accessory power

• Battery-saver feature

•Available front and rear side air
curtains with rollover protection

• Longer warranty coverage

• No-cost emergency roadside assistance

•Free loaner car during warranty service

Competitive advantages of Mazda Tribute over Honda CR-V:

Hyundai Santa Fe Overview

Page 28

The Hyundai Santa Fe is available in three trim levels:

Base comes with a 138-hp 2.4-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type front

suspension, independent multilink rear suspension, variable-assist rack-and-pinion steering, power-assisted ventilated front
and solid rear disc brakes, and 16-inch alloy wheels and P225/70R16 all-season radial tires. It features air conditioning, power
windows and door locks, heated power mirrors, flip-up liftgate window, rear-area Privacy Glass™, AM/FM/CD stereo, 60/40
split fold-down rear seatback, and adjustable head restraints for outboard seating positions.

GLS adds either a 173-hp 2.7-liter or 200-hp 3.5-liter V6, 4-speed dual-mode automatic overdrive transmission, remote
keyless entry system, clear-lens halogen fog lights, upgraded cloth-trimmed upholstery, leather-wrapped steering wheel, cruise
control with steering-wheel-mounted controls, and retractable cargo cover.

LX adds an Anti-lock Brake System (ABS) with Electronic Brakeforce Distribution (EBD), leather-trimmed upholstery, heated
front seats, and 6-disc in-dash CD changer.

Hyundai’s Full-Time 4WD system is optional on the Santa Fe GLS with the 2.7-liter V6 engine. All four wheels
are driving the vehicle at all times. Hyundai’s Electronic InterActive Torque Management 4WD system is optional
on the Santa Fe GLS and LX with the 3.5-liter V6 engine. It is similar to the electronic 4WD system that is
available on the 2005 Mazda Tribute.

Mazda Tribute over Hyundai Santa Fe

Page 29

•Available on-demand 4-wheel drive

• Standard Anti-lock Brake System (ABS)

• Standard Electronic Brakeforce Distribution (EBD)

• Brake Assist

• Standard remote keyless entry system

• Engine-immobilizer antitheft system

• Fuel pump inertia cutoff switch

• 700-lb-greater maximum towing capacity

• Auto-off headlights

• Side turn-signal repeater lights

•Available 6-way power driver’s seat

• Satellite-radio-ready audio unit

• Retained accessory power

• Battery-saver feature

• Dual-stage advanced front air bags

•Available front and rear side air curtains with rollover protection

•Free loaner car during warranty service

Competitive advantages of Mazda Tribute over Hyundai Santa Fe:

Toyota RAV4 Overview

Page 30

The Toyota RAV4 is available in a single trim level:

• RAV4 comes with a 160-hp 2.4-liter 4-cylinder engine, 5-speed manual overdrive transmission, independent strut-type
front suspension, independent double-wishbone rear suspension, variable-assist rack-and-pinion steering, power-assisted
ventilated front and solid rear disc brakes,Anti-lock Brake System (ABS) with Electronic Brakeforce Distribution (EBD) and
Brake Assist, and 16-inch steel wheels and P215/70R16 all-season radial tires. It features air conditioning, power windows
and door locks, power mirrors, swing-out rear door with integrated glass window, AM/FM/CD stereo, 50/50 split fold-down
rear seatback, and adjustable head restraints for outboard seating positions.

Toyota’s Full-Time 4WD system is optional on the RAV4. All four wheels are driving the vehicle at all times.

Mazda Tribute over Toyota RAV4

• 5-inch-longer wheelbase

•Available V6 engine

•Available on-demand 4-wheel drive

• Multilink rear suspension

• Standard remote keyless
entry system

• Standard engine-immobilizer
antitheft system

• Fuel pump inertia cutoff switch

• Under-vehicle-mounted spare tire

• 2000-lb-greater maximum
towing capacity

• Standard alloy wheels

• Auto-off headlights

• Side turn-signal repeater lights

• Flip-up rear liftgate

• Flip-up rear liftgate window

• Standard rear-area Privacy Glass™

• Standard roof rack

• 3.7-inch-greater rear seat legroom

•Available heated front seats

•Available adjustable driver’s seat
lumbar support

•Available 6-way power driver’s seat

• 60/40 split fold-down rear seatback

•Available steering-wheel-mounted
cruise controls

• Satellite-radio-ready audio unit

• Retained accessory power

• Battery-saver feature

• Rollover protection with available
front and rear side air curtains

• Longer warranty coverage

• No-cost emergency roadside
assistance

Page 31

Competitive advantages of Mazda Tribute over Toyota RAV4:

Competitive Features

Page 32

Unibody Construction S/S S/S/S S/S/S S/S/S S

V6 Engine –/S –/S/S –/–/– –/S/S –

Manual Transmission S/– S/–/– –/S/S S/–/– S

Automatic O/S O/S/S –/O/O O/S/S O
Transmission

4-Wheel Drive O/O O/O/O –/S/S –/O/O O

Independent Rear S/S S/S/S S/S/S S/S/S S
Suspension

Variable-Assist Power S/S S/S/S S/S/S S/S/S S
Steering

Rear Disc Brakes –/S –/O/O S/S/S S/S/S S

Anti-lock Brake S/S S/S/S –/–/S –/P

(a)

/S S

System (ABS)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Functional Limited 4WD/EX 4WD

Competitive Features

Page 33

Electronic Brakeforce S/S S/S/S –/–/S –/P

(a)

/S S

Distribution (EBD)

Brake Assist S/S S/S/S –/–/– –/–/– S

Remote Keyless S/S S/S/S O/O/S P/S/S O
Entry System

Engine-Immobilizer S/S S/S/S S/S/S –/–/– P
Antitheft System

Fuel Pump Inertia S/S S/S/S –/–/– –/–/– –
Cutoff Switch

Under-Vehicle-Mounted S/S S/S/S –/–/– S/S/S –
Spare Tire

Alloy Wheels S/S O/S/S O/O/S S/S/S O

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Functional Limited 4WD/EX 4WD

Exterior (All dimensions are in inches unless otherwise noted)

Competitive Features

Page 34

Auto-off Headlights S/S S/S/S –/–/– –/–/– –
Fog Lights –/S –/S/S O/O/O –/S/S P
Side Turn-Signal S/S –/–/– –/–/– –/–/– –
Repeater Lights
Power Mirrors S/S S/S/S S/S/S S/S/S S
Heated Outside –/P –/–/O –/–/– S/S/S P
Mirrors
Flip-Up Rear S/S S/S/S –/–/– S/S/S –
Liftgate
Flip-Up Rear S/S S/S/S S/S/S S/S/S –
Liftgate Window
Rear Window S/S S/S/S S/S/S P/S/S S
Wiper/Washer
Privacy Glass™ S/S –/S/S –/–/S S/S/S O
Roof Rack S/S O/S/S O/O/O S/S/S O

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Exterior Limited 4WD/EX 4WD

Competitive Features

Page 35

Power Sliding –/P –/O/O –/–/S –/O/O O
Moonroof

Leather-Trimmed –/P –/P/S –/–/– –/–/S P
Upholstery

Heated Front Seats –/P –/–/O –/–/– –/–/S –

Adjustable Driver’s –/S –/–/S –/–/– S/S/S –
Seat Lumbar Support

Power Driver’s Seat –/P –/S/S –/–/– –/–/– –

60/40 Split Fold-Down S/S S/S/S S/S/S S/S/S –

(a)

Rear Seatback

Adjustable Rear-Seat S/S S/S/S S/S/S S/S/S S
Head Restraints

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Exterior Limited 4WD/EX 4WD

Interior (All dimensions are in inches unless otherwise noted)

Competitive Features

Page 36

Cruise Control –/S –/S/S S/S/S P/S/S S

Steering-Wheel- –/S –/S/S S/S/S P/S/S –
Mounted Cruise Control

Tilt Steering Column S/S S/S/S S/S/S S/S/S S

CD Player S/S S/S/S S/S/S S/S/S S

6-Disc In-Dash –/P –/S/S O/O/S –/P/S O
CD Changer

Premium Audio System –/P –/O/O O/O/S –/P/S O

Satellite-Radio-Ready S/S –/O/O –/–/– –/–/– –
Audio Unit

Air Conditioning S/S S/S/S S/S/S S/S/S S

Retained Accessory S/S S/S/S –/–/– –/–/– –
Power

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Interior Limited 4WD/EX 4WD

Competitive Features

Page 37

Battery-Saver Feature S/S S/S/S –/–/– –/–/– –

Dual-Stage Advanced S/S S/S/S S/S/S –/–/– S
Front Air Bags

Front Seat-Mounted –/– –/–/– O/O/O S/S/S O
Side-Impact Air Bags

Front and Rear –/O O/O/O –/–/– –/–/– O
Side Air Curtains

Side Air Curtain –/O O/O/O –/–/– –/–/– –
Rollover Protection

Power Windows S/S S/S/S S/S/S S/S/S S

Power Door Locks S/S S/S/S S/S/S S/S/S S

Retractable –/P O/O/S O/O/O P/S/S O
Cargo Cover

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Interior Limited 4WD/EX 4WD

Competitive Features

Page 38

Basic Warranty 48-month/ 36-month/ 36-month/ 60-month/ 36-month
Coverage 50,000-mile 36,000-mile 36,000-mile 60,000-mile 36,000-mile

Roadside Assistance S S O S O

Warranty Service S – – – S
Loaner Car

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Warranty Limited 4WD/EX 4WD

Features shown as neither standard nor optional may be available as dealer-installed accessories.

S=Standard Equipment
O=Optional Equipment
P=Package Option Only
–=Not offered

(a)

50/50 split fold-down rear seatback.

Competitive Specifications

Page 39

Base Model Engine 2.3L DOHC 16V I-4 2.0L DOHC 16V I-4 2.4L DOHC 16V I-4 2.4L DOHC 16V I-4 2.0L DOHC 16V I-4

(Base)

Premium Model 3.0L DOHC 24V V6 3.0L DOHC 24V V6 – 2.7L DOHC 24V V6 –
Engine (GLS 2.7L)

3.5L DOHC 24V V6
(GLS 3.5L/LX)

Horsepower 153 @ 5800 153 @ 5800 160 @ 6000 138 @ 5500 161 @ 5700
(SAE net @ rpm) 200 @ 6000 200 @ 6000 173 @ 6000

200 @ 5500

Torque 152 @ 4250 152 @ 4250 162 @ 3600 147 @ 3000 165 @ 4000
(SAE net lb-ft @ rpm) 193 @ 4850 193 @ 4850 182 @ 4000

219 @ 3500

Standard Drive Front-Wheel Drive Front-Wheel Drive Front-Wheel Drive Front-Wheel Drive Front-Wheel Drive
Configuration

Optional Drive On-Demand On-Demand On-Demand Full-Time 4-Wheel Full-Time
Configuration 4-Wheel Drive 4-Wheel Drive 4-Wheel Drive Drive (2.7L) 4-Wheel Drive

On-Demand

4-Wheel Drive (3.5L)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Functional Limited 4WD/EX 4WD

Competitive Specifications

Page 40

Standard 5-Speed Manual 5-Speed Manual 4-Speed 5-Speed Manual 5-Speed Manual
Transmission Overdrive (i) Overdrive (I-4) Automatic Overdrive (Base) Overdrive

4-Speed 4-Speed Overdrive (2WD) 4-Speed Dual-

Automatic Automatic 5-Speed Manual Mode Automatic

Overdrive (s) Overdrive (V6) Overdrive (4WD) Overdrive (GLS 2.7L)

4-Speed Dual-Mode

Automatic Overdrive

(GLS 3.5L/LX)

Optional Transmission 4-Speed 4-Speed 4-Speed 4-Speed Dual-Mode 4-Speed

Automatic Automatic Automatic Automatic Automatic

Overdrive (i) Overdrive (I-4) Overdrive (4WD) Overdrive (Base) Overdrive

Front Suspension Independent Independent Independent Independent Independent

MacPherson Strut MacPherson Strut MacPherson Strut MacPherson Strut MacPherson Strut
with Stabilizer Bar with Stabilizer Bar with Stabilizer Bar with Stabilizer Bar with Stabilizer Bar

Rear Suspension Independent Independent Independent Independent Independent

Multilink Multilink Double-Wishbone Multilink (All) with Double-Wishbone

with Stabilizer Bar Stabilizer Bar with Stabilizer Bar

(3.5L)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Functional Limited 4WD/EX 4WD

Competitive Specifications

Page 41

Steering Variable-Assist Variable-Assist Variable-Assist Variable-Assist Variable-Assist

Rack-and-Pinion Rack-and-Pinion Rack-and-Pinion Rack-and-Pinion Rack-and-Pinion

Turning Diameter (ft) 38.3 35.4 (XLS) 34.1 37.1 35.4

36.7 (XLT/Limited)

Brakes Ventilated Ventilated Ventilated Ventilated Ventilated

Front Disc/ Front Disc/ Front Disc/ Front Disc/ Front Disc/

Rear Drum (i) Rear Drum (2WD) Solid Rear Disc Solid Rear Disc Solid Rear Disc

Ventilated Ventilated
Front Disc/ Front Disc/

Solid Rear Disc (s) Solid Rear Disc

(4WD)

Wheel Size (in) 16 15 (XLS) 15 16 16

16 (XLT/Limited)
Fuel Tank (gal) 16.5 16.5 15.3 19.0 14.7

Wheelbase 103.1 103.1 103.1 103.1 98.0

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Functional Limited 4WD/EX 4WD

Competitive Specifications

Page 42

Overall Length 174.4 174.9 178.6 177.2 167.5

Overall Width 72.0 70.1 70.2 72.7 68.3

Overall Height 70.0 69.7 66.2 66.0 65.7 (2WD)

66.1 (4WD)

Track—Front/Rear 61.3/60.9 61.3/60.9 60.4/60.6 60.7/60.7 59.3/59.1 (2WD)

59.3/58.9 (4WD)

Base Curb Weight— 3181/3346 3180/3340 3201/3258 3494/3752 2897 (2WD)
2WD/4WD (lb) 3119 (4WD)

Seating Capacity 55555

Headroom— 40.4/39.2 40.4/39.2 40.9/39.1 39.6/39.2 41.3/38.3
Front/Rear (LX 2WD/LX 4WD)

38.9/39.1 (EX 4WD)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Exterior Limited 4WD/EX 4WD

Interior (All dimensions are in inches unless otherwise noted)

Competitive Specifications

Page 43

Shoulder Room— 56.1/56.2 56.3/55.9 56.9/56.5 56.3/56.5 54.1/53.7
Front/Rear

Legroom—Front/Rear 41.6/36.3 41.6/36.3 41.3/39.4 41.6/36.8 42.4/32.6

Passenger Volume (cu ft) 100.1 INA 106.7 100.7 INA

Cargo Volume (cu ft) 29.7/66.8 (i) 29.3/66.3 33.5/72.0 30.5/77.7 29.2/68.3
Rear Seats Up/Folded 29.7/66.9 (s)

EPA Mileage Estimates 24/29 (2WD I-4) INA/INA (2WD I-4) 23/29 (2WD) 20/27 (2WD I-4) 24/30 (2WD)
(city/hwy)

(a)

INA/INA (4WD I-4) INA/INA (4WD I-4) 21/25 (4WD) 20/26 (2WD 2.7L V6) 22/27 (4WD)

20/25 (2WD V6) INA/INA (2WD V6) 16/22 (2WD 3.5L V6)
18/22 (4WD V6) INA/INA (4WD V6) 20/27 (4WD I-4)

18/24 (4WD 2.7L V6)
17/21 (4WD 3.5L V6)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Interior Limited 4WD/EX 4WD

Performance

Competitive Specifications

Page 44

Maximum Driving 479 (2WD I-4) INA (2WD I-4) 444 (2WD) 513 (2WD I-4) 441(2WD)
Range (mi) INA (4WD I-4) INA (4WD I-4) 383 (4WD) 494 (2WD 2.7L V6) 400 (4WD)

413 (2WD V6) INA (2WD V6) 352 (2WD 3.5L V6)
363 (4WD V6) INA (4WD V6) 513 (4WD I-4)

456 (4WD 2.7L V6)
399 (4WD 3.5L V6)

Maximum Towing 3500 3500 1500 2800 1500
Capacity (lb)

2005 2005 2004 2004 2004

Mazda Ford Honda Hyundai Toyota

Tribute Escape CR-V Santa Fe RAV4

i/s

XLS/XLT/ LX 2WD/LX Base/GLS/LX

Performance Limited 4WD/EX 4WD

INA = Information not available.

(a)

With standard transmission.

Page 45

There are four stages in the Mazda Test Drive
Experience. Each stage has been designed with a
specific purpose in mind.

Stage 1: Warm-Up

Ensure the test drive vehicle is ready to go.

Stage 2: Visioning

Prepare the customer and set expectations for the
test drive.

Stage 3: Experience It

Deliver a test drive that enables the customer to
make an emotional connection with the vehicle.

Stage 4: Reinforce It

Link customer comments and emotions with
vehicle engineering.

Mazda Test Drive Experience

Stage 1: Warm-Up

Warm-Up ensures that vehicles are ready for test drives any
time a customer is ready.

 Have the keys readily accessible

 Ensure the vehicle is clean inside and out

 Check the fuel level

 Measure the tire pressure for optimal driving experience

 Position the vehicle facing out, signaling ready to go

 Check road and traffic conditions for your test drive route

Mazda Test Drive Experience

Page 46

Mazda Test Drive Experience

Stage 2: Visioning

Visioning sets expectations for what the
customer will notice and feel while driving
a Mazda.

You are painting a mental picture of the
experience. By doing this, you focus the
customer’s attention on the details that promote
an emotional connection between car and driver.
There are three steps in visioning: introduction, communication, and invitation.

Introduction

• Differentiate the Mazda Test Drive Experience from other demonstration drives

• Provide an overview of the experience, that is, its duration and objective

• State that all Mazda vehicles are designed to be sporty and energetic

Communication

• State how a Mazda communicates directly with the driver through the steering wheel, pedals, and seat of the pants

• Review the test drive route using the corresponding map

Invitation

• Invite the customer to go on the test drive

Page 47

Mazda Test Drive Experience

Page 48

Feel It

With each element, driving dynamics help define the way Mazdas
communicate with the driver. You can remember these dynamics with the
acronym BRASH: Braking, Ride, Acceleration, Steering, and Handling.

Own It

With each element, key questions to ask customers can help them evaluate their driving experience.
The Sales Consultant drives first to demonstrate the assertive (but not aggressive) desired driving technique.The customer
then takes over at a designated point on your Mazda Test Drive Experience route.

Stage 3: Experience It

Experience It allows the customer to make an emotional
connection with the vehicle and truly feel the Mazda.

Drive It

Seven elements provide the customer with the opportunity to
connect emotionally with the vehicle.

1. Freeway on-ramp

2. Freeway driving

3. Cornering at freeway speeds

4. Transitional turns (S-curves)

5. Freeway off-ramp

6. Stop-and-go city traffic

7. Rough and uneven roads

Mazda Test Drive Experience

Page 49

Freeway On-Ramp

Drive It (What You’ll Say)

Enter the ramp and accelerate to freeway speeds. Merge
into traffic.

Feel It (Driving Dynamics They’ll Feel)

Acceleration

Own It (Key Questions to Ask)

• Does the gas pedal feel firm when you push on it?

• Do you feel that the acceleration is responsive in proportion to the
amount of pressure you apply?

Mazda Test Drive Experience

Page 50

Freeway Driving

Drive It (What You’ll Say)

Now that you’re driving at freeway speed, try changing lanes.

Feel It (Driving Dynamics They’ll Feel)

Acceleration
Handling
Ride

Own It (Key Questions to Ask)

• Does the engine respond in proportion to the amount of effort
you apply?

• Does the body feel rigid and firm when changing lanes?

• Do you feel a sense of stability and control?

Mazda Test Drive Experience

Page 51

Cornering at Freeway Speeds

Drive It (What You’ll Say)

As you approach this long sweeping turn, feel the way a
Mazda corners

Feel It (Driving Dynamics They’ll Feel)

Steering
Handling

Own It (Key Questions to Ask)

• Does the steering feel weighty and firm?

• Does the vehicle react precisely to your steering inputs?

• Does the vehicle react as if it were an extension of your body?

Mazda Test Drive Experience

Page 52

Transitional Turns (S-Curves)

Drive It (What You’ll Say)

Pay attention to how the steering wheel feels on these curves.

Feel It (Driving Dynamics They’ll Feel)

Steering
Handling

Own It (Key Questions to Ask)

• How solidly and tightly does the vehicle follow the profile of the road?

• Do you feel the vehicle communicating to you what’s happening through
the wheels, throttle, and steering?

• Does it feel “sporty” to you?

Mazda Test Drive Experience

Page 53

Freeway Off-Ramp

Drive It (What You’ll Say)

While exiting, slow to a complete stop from freeway speeds.

Feel It (Driving Dynamics They’ll Feel)

Braking
Handling

Own It (Key Questions to Ask)

• Are the brakes quick and do they give you precise control when
slowing down the vehicle?

• Is the vehicle stable when you stop or do you feel a nosedive?

Mazda Test Drive Experience

Page 54

Stop-and-Go City Traffic

Drive It (What You’ll Say)

On surface streets with frequent stop signs and traffic lights, you’ll
experience Mazda’s braking and acceleration.

Feel It (Driving Dynamics They’ll Feel)

Braking
Acceleration

Own It (Key Questions to Ask)

• When maintaining a safe distance from cars in front of you, do the
brakes and acceleration feel precise?

• Do the brakes respond in proportion to the amount of effort applied?

Mazda Test Drive Experience

Page 55

Rough and Uneven Roads

Drive It (What You’ll Say)

While driving over rough and uneven roads, you’ll feel the
stability of a Mazda.

Feel It (Driving Dynamics They’ll Feel)

Ride
Steering

Own It (Key Questions to Ask)

• Is the ride firm or is it sloppy?

• Does the vehicle feel like it’s firmly planted and connected to
the road?

• Does the steering hold steady or does it sway with the bumps?

Mazda Test Drive Experience

Page 56

Stage 4: Reinforce It

Reinforce It occurs after the test drive and links customer comments and emotions with vehicle engineering.

Maintain emotional engagement

• Remember that people justify decisions with fact, but they buy on emotion

• Reinforce the emotions lived during the test drive

Build on the test drive

• Determine which driving dynamics the customer connected with best

• Identify the engineering principles supporting that driving dynamic

• Make the connection for the customer between inspired engineering and driving dynamics

Bring it full circle

• Make the connection between always the soul of a sports car, inspired engineering, superior driving dynamics, and
exhilarating experience

Sales Resources

Page 57

www.MazdaUSA.com
www.MazdaState.com
Mazda Test Drive Experience

Web-Based Training

Mazda Product &

Comparison Guide

Mazda Product & Comparison

Pocket Guide

2005 Mazda Tribute

Product Brochure

2005 Mazda Tribute Quick Tips

®

© 2004 Mazda North American Operations
Due to continuous improvements, information in this guide may change without notice.
This guide is for Sales Consultant use only and was accurate as of its publication date.

Part No. 9999-92-TRBFF-05