Making Lincolns Boomer Bait

It's betting a sport-ute can bring in a new generation of buyers

The young, affluent buyers who once flocked to Steven B. Kalafer's Lincoln showroom in Flemington, N.J., stopped coming years ago. The big luxury liners that epitomized elegance for the Eisenhower generation look stodgy to the baby boomers who snap up Explorer sport-utility vehicles at Kalafer's adjacent Ford dealership. But now, Lincoln is getting its own sport-ute, the Navigator, which Kalafer hopes will "at least get Baby Boomers to come into a Lincoln showroom. It's critical to Lincoln's future."

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