TABLE OF CONTENTS 0.0 EXECUTIVE SUMMARY INTRODUCTION... 3 What is this report about?... 3

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1 TABLE OF CONTENTS 0.0 EXECUTIVE SUMMARY INTRODUCTION... 3 What is this report about?... 3 The focus of the report is on financial services related to the sale of passenger cars to individuals commonly referred to in the US as 'F&I' products... 3 Rationale... 3 The provision of financial services is essential to support both car sales and profitability... 3 This report offers a detailed analysis of the subject in the Southern region based on primary research... 3 Methodology... 4 Survey of dealers and manufacturers... 4 Market data... 5 Computation of market data is based on a complex set of assumptions and variables... 5 in order to provide market segmentations in unrivalled detail... 6 External sources... 6 Definitions... 6 Finance and leasing products... 6 Insurance, protection, warranty and assistance products... 7 Operating models... 8 Tied and non-tied providers... 9 Abbreviations... 9 PartnerBASE and market data annexe... 9 Finaccord MARKET ANALYSIS Introduction Passenger vehicle data In keeping with the rest of the US, sales of both new and used cars have grown strongly in recent times The top ten manufacturer groups hold nearly 95% of the market for new vehicles Consumer automotive finance and leasing market Market size and growth More than 13 million used cars were bought with finance or leasing in the Southern region in and by value, all segments of the market grew by more than 10% a year between 2009 and Types of finance and leasing product One finance product type accounts for almost 90% of all point-of-sale contracts in the South Consumer automotive insurance, service contract and assistance markets Market sizes Service contracts, protection, insurance and assistance policies are worth more than USD 12 billion with the used car market greater than the new car market for four of these products Survey of automotive dealers and manufacturer brands - overview Introduction Provision of consumer automotive financial services Creditor and motor insurance score the lowest provision rates among dealers in the South Specialist used car dealers do not offer leases Dealers are somewhat more likely to offer minor damage protection than manufacturers Number and nature of dealer schemes On average, car dealers in the Southern region use more than 13 providers for finance and leasing but fewer than two providers for all other products apart from road assistance FINACCORD (04/2014) I

2 Types of creditor insurance policy sold by dealers Where offered, most dealers sell comprehensive creditor insurance policies Types of motor insurance policy sold by dealers All motor insurance policies sold through dealers cover liability and damage Sources of road assistance distributed by dealers Road assistance is usually provided automatically or packaged with other products Consumer uptake of automotive financial services through dealers Attachment rates for GAP protection are very similar to those for vehicle service contracts and more than 15% of eligible customers in the Southern region take out creditor insurance Survey of automotive dealers and manufacturer brands - partnerships Introduction Finance and leasing Wells Fargo, Chase and Capital One hold the most partnerships with dealers while leading used car dealers have their own finance arms such as DriveTime Sales and Finance and J.D. Byrider's Car Now Acceptance Corporation Six manufacturer brands utilise more than one official partner for finance and leasing The top three providers are all captives while the deal of Santander Consumer USA with Fiat Chrysler Automobiles transforms its potential Ford Credit, Chase and Toyota Financial Services hold the largest combined share of partnerships Vehicle service contracts The vast majority of dealerships have an arrangement for offering vehicle service contracts using Florida-based Fidelity Warranty Services and JM&A Group most regularly among non-tied providers followed by American Financial & Automotive Services, Allstate and CNA National Warranty Two competitors would feature more prominently if their subsidiaries are viewed in combined terms GM's partners are the leading external providers of vehicle service contracts through manufacturer brands as 21 brands reportedly operate their own contracts While Ford is the leading individual partner, JM Family Enterprises leads as a combined group GAP protection The leading five non-tied competitors control less than half of dealers' non-tied partnerships with the rest shared between over 20 other providers A majority of manufacturer brands have introduced schemes for GAP protection with Warrantech Automotive well-placed thanks to its partnership with Fiat Chrysler Automobiles Allstate is ranked second to JM&A Group when combining dealer and manufacturer partnerships Prepaid maintenance Dealers in the Southern region use at least a dozen non-tied providers of prepaid maintenance while three non-captive partners work directly with manufacturer brands Tire and wheel protection More than 20 non-tied companies are identifiable for tire and wheel protection and Safe-Guard is the leading partner among manufacturer brands Minor damage protection Over three quarters of dealers offering 'dent and ding' protection use a non-tied partner for this including specialists such as Dent Wizard, Ding Monkey, IAS and Xzilon with Safe-Guard the leading external partner for manufacturer brands once more Road assistance Thrifty Car Rental extends its own road assistance service to people buying used cars from it Cross Country Motor Club is the preferred assistance provider of a majority of manufacturer brands in spite of competition from non-captive entities such as Road America and Signature Motor Club Creditor insurance Central States Health & Life Co. of Omaha is the leading underwriter for creditor insurance in the South and just one manufacturer group offers creditor insurance Excess wear and tear protection JM Family Enterprises and Allstate are the main non-tied partners used by dealers FINACCORD (04/2014) II

3 Three manufacturer groups work with external partners Motor insurance Dealers in the US (including the Southern region) rarely offer motor insurance though 40% of manufacturer brands offer it, selling online or by phone FINACCORD (04/2014) III

4 LIST OF GRAPHICS / TABLES 0.0 EXECUTIVE SUMMARY... 1 Key market data for consumer automotive financial services in the South, INTRODUCTION MARKET ANALYSIS Passenger car parc and new / used passenger car sales in the South, 2009 to Passenger car parc and new / used passenger car sales in the South, 2009 to 2013 (table) New light vehicle registrations in the US, segmented by manufacturer group, New and used passenger car finance market in the South segmented by distribution channel: volumes, 2009 to New and used passenger car finance market in the South, segmented by distribution channel: values, 2009 to New and used passenger car finance market in the South, segmented by distribution channel: values and volumes, 2009 to 2013 (data) % split between the different types of finance and leasing contract organised at the point of sale in the South, Total revenues from consumer automotive protection, service contract and assistance markets in the South, Total revenues from consumer automotive protection, service contract and assistance markets in the South, 2013 (table) Comparison of the provision of each type of automotive financial service by dealers and manufacturer brands in the South, Comparison of the provision of each type of automotive financial service by dealers and manufacturer brands in the South, 2014 (table) Average number of tied and non-tied schemes organised by dealers for each type of automotive financial service in the South, Average number of tied and non-tied schemes organised by dealers for each type of automotive financial service in the South, 2014 (table) % split between the different types of creditor insurance policy sold at the point of sale in the South, % split between the different types of motor insurance policy sold at the point of sale in the US, % availability of road assistance through factory warranties, vehicle service contracts, motor insurance, prepaid maintenance, as a stand-alone product and with annual servicing in the South, % of new and used car purchasers acquiring each type of automotive financial service at the point of sale in the South, Provision of finance and leasing by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of finance and leasing by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for finance and leasing in the South, Provision of vehicle service contracts by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of vehicle service contracts by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for vehicle service contracts in the South, Provision of GAP protection by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of GAP protection by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP protection in the South, FINACCORD (04/2014) IV

5 Provision of prepaid maintenance by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of prepaid maintenance by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of tire and wheel protection by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of tire and wheel protection by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of minor damage protection by dealers in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of minor damage protection by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of road assistance by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of road assistance by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of creditor insurance by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of creditor insurance by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of excess wear and tear protection by dealers in the South, 2014: provision rate, product sources and provider share of non-tied partnerships Provision of excess wear and tear protection by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships Provision of motor insurance by dealers in the South, 2014: provision rate and product sources Provision of motor insurance by manufacturer brands in the South, 2014: provision rate, operating models and weighted provider share of partnerships FINACCORD (04/2014) V

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