But, I will bite and pose you a question. Is an SAV variant of the Mini really necessary when the company already has the Clubman? (which probably already offers the perfect amount utility for the average Mini customer) No spite in intended with such a question. Just curious as to your thoughts.
Like I said many times: the marketing works in direction from customers to the company in the first place, not vice versa. It's not like "What we want to offer the customers?" but "What our customers want to be offered by us (to them)?"
And customers told BMW they want a certain vehicle. An AWD vehicle with a bit higher driving position & quite spacious interior - but still delivering all MINI driving feeling, funkiness & typical MINI styling. BMW will give it to them - because they are able to develop & produce a vehicle still communicating typical MINI values & identity. BMW think a crossover / SAV is what will satisfy all the the expressed needs.
Similar "issue" in the Porsche Cayenne case (or earlier in BMW X5 case).
Yes, the original MINI hatch shape is the most iconic MINI product - and the most successful one. Other variants (incl Cabrio & Clubman, and also the upcoming models) are more niche vehicles - not so iconic. More driven by MINI brand image & original MINI hatch spirit. But satisfying specific needs of MINI fans: eg. roof-less driving feeling in cabrio; a bit more space in the boot & rear seats = Clubman; AWD + higher sitting position = upcoming crossover / SAV. Yet the most important product will still remain the hatch.
The product portfolio growth is usually organic. Product portfolio changing with customer's lifecycle: 1. I'm young & single. I need small funky sporty car. Hatch or cabrio. 2. Now I need more space - I have more hobbies, a partner / spouse, pets. The Clubman. 3. I have a family now. I need safety, space, but still like typical MINI. The crossover.
Every successful company is able to provide their customers with a product they need - during customer's entire life. Sometimes with a single brand, sometimes with many brands. If a certain brand communicates right values & identity they can be applied to the whole human lifecycle - and in this case a single brand can do the job. And be sure MINI is such a brand. So is the BMW. But not addressing same customer base. Different lifestyles.
Eg. think Nivea. A good example of a brand that can offer various products of different shapes & purposes, for all age segments within a certain customer base that is targeted & addressed by brand's values, promises & identity.
To directly answer your question: Clubman & upcoming cross-over are not addressing the same needs. There are some needs that only an upcoming crossover will be able to address.
No rational company rejects customer's call for a certain product. Materializing people's dreams --- if possible (financially, technologically, within brand values). Like I said: BMW are confident they are able to develop & produce a crossover / SAV true to MINI brand values & identity.
