ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS

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1 2015 ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS NATIONAL AUTOMOBILE DEALERS ASSOCIATION

2 Overview Steven Szakaly Chief Economist, NADA Patrick Manzi Senior Economist, NADA NADA Data the annual financial profile of new-car dealerships includes the many major milestones achieved by the retail auto industry in 2015: Franchised dealers sold a record 17.3 million-plus new vehicles. Total new-vehicle sales topped $938 billion. Dealerships wrote nearly 300 million repair orders with service and parts sales of more than $100 billion. Local dealers continue to be drivers of economic development in their communities. In 2015, franchised dealers directly employed more than 1.1 million workers; in addition, hundreds of thousands of other local jobs were dependent on dealerships. Dealers spent billions last year on contracting, services and wages almost all of which flows right back to the community. In each of the past few years, dealership employees have seen their incomes rise by more than 2 percent and total compensation increase by almost 6 percent. This has outpaced total compensation in other retail sectors, and dealers boast one of the highest average salaries of all industries. We expect 2016 to end with dealership employment at an all-time high. While employment at a dealership is one of the best paths to the middle-class American dream (and has been so consistently for decades), customers also have benefited. There is healthy competition between dealers to sell and service vehicles, and this has meant consistently good deals for consumers. As NADA Data has shown, despite rising sales profitability has been flat at around 2.6 percent for five years. Overall, the past six years have been the longest period of new-vehicle sales growth since the 1920s. Luckily the outlook for 2016 is just as bright. This year s NADA Data has been updated with completely re-benchmarked data and methodologies. As a result, data and figures from previously released reports will not be comparable to our new series. To improve the breadth of information provided in NADA Data, we offer a section focusing on the new- and used-vehicle consumer, with in-depth data from Experian. These stats include average monthly payment, average loan term, leasing and more. CONTENTS New Light-Vehicle Dealerships Dealership Financial Trends New Light-Vehicle Department F&I Department Used-Vehicle Department Service and Parts Department Body Shop Department Dealership Advertising Employment and Payroll New- and Used-Vehicle Consumer NADA DATA 2015 nada.org 1

3 New Light-Vehicle Dealerships Average Light-Vehicle Dealership Profile Total sales $49,278,573 $52,949,226 $56,723,576 Total gross 1 $5,895,175 $6,244,337 $6,572,760 As % of total sales 12.0% 11.8% 11.6% Total expense $5,460,530 $5,800,686 $6,099,768 As % of total sales 11.1% 11.0% 10.8% As % of total gross 92.6% 92.9% 92.8% Total operating profit $435,685 $444,464 $472,981 As % of total sales 0.9% 0.8% 0.8% As % of total gross 7.4% 7.1% 7.2% Net profit before tax $1,283,609 $1,382,379 $1,503,432 As % of total sales 2.6% 2.6% 2.7% As % of total gross 21.8% 22.1% 22.9% New-vehicle department 2 New-vehicle department total sales $26,194,514 $28,460,645 $30,642,685 New-vehicle department sales as % of total sales 60.3% 60.6% 61.0% New-vehicle department gross as % of total gross 20.8% 20.6% 19.9% New-vehicle selling price (retail) $32,035 $32,824 $33,456 Gross as % of selling price 3.7% 3.5% 3.3% Retail gross profit per new vehicle retailed $1,174 $1,152 $1,088 Retail net profit per new vehicle retailed $3 ($10) ($22) Average number of new vehicles retailed F&I income as % of new-vehicle department sales 2.7% 2.8% 2.8% F&I penetration (new) 86.4% 81.5% 90.3% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 2

4 New Light-Vehicle Dealerships (continued) Average Light-Vehicle Dealership Profile (continued) Used-vehicle department Used-vehicle department sales $11,451,823 $12,288,141 $13,142,817 Used-vehicle department sales as % of total sales 23.2% 23.2% 23.2% Used-vehicle department gross as % of total gross 21.7% 21.1% 20.7% Used-vehicle selling price (retail) $18,081 $18,839 $19,400 Gross as % of selling price 8.8% 8.3% 7.9% Retail gross profit per new vehicle retailed $1,584 $1,565 $1,534 Retail net profit per new vehicle retailed $177 $164 $132 Average number of used vehicles retailed F&I income as % of used-vehicle sales 3.3% 3.4% 3.6% F&I penetration (used) 61.2% 67.3% 71.4% Used- to new-unit vehicle ratio (retail only) 77.5% 75.2% 74.0% Service, parts and body shop department Service, parts and body shop sales $5,783,559 $6,187,243 $6,458,094 Service, parts and body shop sales as % of total sales 11.7% 11.7% 11.4% Service, parts and body shop gross as % of total gross 57.5% 58.3% 59.4% Warranty (% of total service, parts and body shop sales) 14.5% 15.7% 17.6% Advertising expense 3 $4,151,238 $4,462,625 $4,788,111 As % of total gross 8.4% 8.4% 8.4% Per new vehicle retailed $607 $607 $606 Rent and equivalent $5,238,947 $5,486,538 $5,824,072 As % of total gross 10.6% 10.4% 10.3% Per new vehicle retailed $766 $746 $737 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 3

5 New Light-Vehicle Dealerships (continued) Average Light-Vehicle Dealership Profile (continued) Floorplan interest ($77,224) ($98,214) ($134,238) As % of total sales -1.3% -1.6% -2.0% Per new vehicle retailed ($94) ($113) ($147) Selling, general and administrative expense $4,973,233 $5,316,310 $5,628,310 As % of total sales 10.1% 10.0% 9.9% As % of total gross 84.4% 85.1% 85.6% NADA DATA 2015 nada.org 4

6 New Light-Vehicle Dealerships (continued) Average Dealership Profile Percent change Total sales $52,949,226 $56,723, % Total gross 1 $6,244,337 $6,572, % As % of total sales 11.8% 11.6% Total expense $5,800,686 $6,099, % As % of total sales 11.0% 10.8% As % of total gross 92.9% 92.8% Total operating profit $444,464 $472, % As % of total sales 0.8% 0.8% As % of total gross 7.1% 7.2% Net profit before tax $1,382,379 $1,503, % As % of total sales 2.6% 2.7% As % of total gross 22.1% 22.9% New-vehicle department 2 New-vehicle department total sales $28,460,645 $30,642, % New-vehicle department sales as % of total sales 60.6% 61.0% New-vehicle department gross as % of total gross 20.6% 19.9% New-vehicle selling price (retail) $32,824 $33, % Gross as % of selling price 3.5% 3.3% Retail gross profit per new vehicle retailed $1,152 $1, % Retail net profit per new vehicle retailed ($10) ($22) Average number of new vehicles retailed % F&I income as % of new-vehicle department sales 2.8% 2.8% F&I penetration (new) 81.5% 90.3% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 5

7 New Light-Vehicle Dealerships (continued) Average Dealership Profile (continued) Used-vehicle department Percent change Used-vehicle department sales $12,288,141 $13,142, % Used-vehicle department sales as % of total sales 23.2% 23.2% Used-vehicle department gross as % of total gross 21.1% 20.7% Used-vehicle selling price (retail) $18,839 $19, % Gross as % of selling price 8.3% 7.9% Retail gross profit per new vehicle retailed $1,565 $1, % Retail net profit per new vehicle retailed $164 $132 Average number of used vehicles retailed % F&I income as % of used-vehicle sales 3.4% 3.6% F&I penetration (used) 67.3% 71.4% Used- to new-unit vehicle ratio (retail only) 75.2% 74.0% Service, parts and body shop department Service, parts and body shop sales $6,187,243 $6,458, % Service, parts and body shop sales as % of total sales 11.7% 11.4% Service, parts and body shop gross as % of total gross 58.3% 59.4% Warranty (% of total service, parts and body shop sales) 15.7% 17.6% Advertising expense 3 $4,462,625 $4,788, % As % of total gross 8.4% 8.4% Per new vehicle retailed $607 $ % Rent and equivalent $5,486,538 $5,824, % As % of total gross 10.4% 10.3% Per new vehicle retailed $746 $ % 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 6

8 New Light-Vehicle Dealerships (continued) Average Dealership Profile (continued) Percent change Floorplan interest ($98,214) ($134,238) 36.7% As % of total sales -1.6% -2.0% Per new vehicle retailed ($113) ($147) 29.4% Selling, general and administrative expense $5,316,310 $5,628, % As % of total sales 10.0% 9.9% As % of total gross 85.1% 85.6% NADA DATA 2015 nada.org 7

9 New Light-Vehicle Dealerships (continued) Domestic Dealership Profile Percent change Total sales $45,367,298 $49,882, % Total gross 1 $5,275,512 $5,655, % As % of total sales 11.6% 11.3% Total expense $4,796,520 $5,142, % As % of total sales 10.6% 10.3% As % of total gross 90.9% 90.9% Total operating profit $478,992 $513, % As % of total sales 1.1% 1.0% As % of total gross 9.1% 9.1% Net profit before tax $1,197,822 $1,306, % As % of total sales 2.6% 2.6% As % of total gross 22.7% 23.1% New-vehicle department 2 New-vehicle department total sales $23,564,723 $26,119, % New-vehicle department sales as % of total sales 59.6% 60.1% New-vehicle department gross as % of total gross 21.5% 21.3% New-vehicle selling price (retail) $34,396 $35, % Gross as % of selling price 3.7% 3.5% Retail gross profit per new vehicle retailed $1,283 $1, % Retail net profit per new vehicle retailed $214 $203 Average number of new vehicles retailed % F&I income as % of new-vehicle department sales 2.7% 2.7% F&I penetration (new) 88.8% 93.4% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 8

10 New Light-Vehicle Dealerships (continued) Domestic Dealership Profile (continued) Used-vehicle department Percent change Used-vehicle department sales $10,922,581 $11,920, % Used-vehicle department sales as % of total sales 24.1% 23.9% Used-vehicle department gross as % of total gross 24.2% 23.8% Used-vehicle selling price (retail) $18,239 $18, % Gross as % of selling price 9.1% 8.6% Retail gross profit per new vehicle retailed $1,655 $1, % Retail net profit per new vehicle retailed $257 $228 Average number of used vehicles retailed % F&I income as % of used-vehicle sales 3.4% 3.5% F&I penetration (used) 61.2% 70.1% Used- to new-unit vehicle ratio (retail only) 87.4% 86.0% Service, parts and body shop department Service, parts and body shop sales $5,077,304 $5,401, % Service, parts and body shop sales as % of total sales 11.2% 10.8% Service, parts and body shop gross as % of total gross 54.3% 54.9% Warranty (% of total service, parts and body shop sales) 15.2% 17.1% Advertising expense 3 $3,713,203 $4,110, % As % of total gross 8.2% 8.2% Per new vehicle retailed $630 $ % Rent and equivalent $4,236,038 $4,652, % As % of total gross 9.3% 9.3% Per new vehicle retailed $719 $ % 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 9

11 New Light-Vehicle Dealerships (continued) Domestic Dealership Profile (continued) Percent change Floorplan interest ($83,653) ($115,927) 38.6% As % of total sales -1.6% -2.0% Per new vehicle retailed ($122) ($158) 29.4% Selling, general and administrative expense $4,420,357 $4,767, % As % of total sales 9.7% 9.6% As % of total gross 83.8% 84.3% NADA DATA 2015 nada.org 10

12 New Light-Vehicle Dealerships (continued) Import Dealership Profile Percent change Total sales $61,149,592 $64,952, % Total gross 1 $7,301,648 $7,675, % As % of total sales 11.9% 11.8% Total expense $6,914,083 $7,251, % As % of total sales 11.3% 11.2% As % of total gross 94.7% 94.5% Total operating profit $389,375 $424, % As % of total sales 0.6% 0.7% As % of total gross 5.3% 5.5% Net profit before tax $1,580,027 $1,740, % As % of total sales 2.6% 2.7% As % of total gross 21.6% 22.7% New-vehicle department 2 New-vehicle department total sales $33,921,043 $36,083, % New-vehicle department sales as % of total sales 61.7% 61.8% New-vehicle department gross as % of total gross 19.9% 18.6% New-vehicle selling price (retail) $31,561 $31, % Gross as % of selling price 3.3% 3.0% Retail gross profit per new vehicle retailed $1,048 $ % Retail net profit per new vehicle retailed ($186) ($198) Average number of new vehicles retailed 1,075 1, % F&I income as % of new-vehicle department sales 2.8% 2.9% F&I penetration (new) 75.7% 88.0% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 11

13 New Light-Vehicle Dealerships (continued) Import Dealership Profile (continued) Used-vehicle department Percent change Used-vehicle department sales $13,683,312 $14,613, % Used-vehicle department sales as % of total sales 22.4% 22.5% Used-vehicle department gross as % of total gross 18.2% 18.0% Used-vehicle selling price (retail) $19,480 $19, % Gross as % of selling price 7.5% 7.2% Retail gross profit per new vehicle retailed $1,470 $1, % Retail net profit per new vehicle retailed $63 $32 Average number of used vehicles retailed % F&I income as % of used-vehicle sales 3.4% 3.7% F&I penetration (used) 73.7% 72.7% Used- to new-unit vehicle ratio (retail only) 65.4% 64.6% Service, parts and body shop department Service, parts and body shop sales $7,415,807 $7,729, % Service, parts and body shop sales as % of total sales 12.1% 11.9% Service, parts and body shop gross as % of total gross 61.9% 63.4% Warranty (% of total service, parts and body shop sales) 16.1% 18.0% Advertising expense 3 $5,296,194 $5,598, % As % of total gross 8.7% 8.6% Per new vehicle retailed $588 $ % Rent and equivalent $6,902,156 $7,210, % As % of total gross 11.3% 11.1% Per new vehicle retailed $767 $ % 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 12

14 New Light-Vehicle Dealerships (continued) Import Dealership Profile (continued) Percent change Floorplan interest ($114,142) ($156,263) 36.9% As % of total sales -1.6% -2.0% Per new vehicle retailed ($106) ($138) 29.6% Selling, general and administrative expense $6,306,667 $6,663, % As % of total sales 10.3% 10.3% As % of total gross 86.4% 86.8% NADA DATA 2015 nada.org 13

15 New Light-Vehicle Dealerships (continued) Luxury Dealership Profile Percent change Total sales $88,794,446 $93,016, % Total gross 1 $9,942,696 $9,980, % As % of total sales 11.2% 10.7% Total expense $9,630,169 $9,785, % As % of total sales 10.8% 10.5% As % of total gross 96.9% 98.0% Total operating profit $312,527 $194, % As % of total sales 0.4% 0.2% As % of total gross 3.1% 2.0% Net profit before tax $2,345,414 $2,606, % As % of total sales 2.6% 2.8% As % of total gross 23.6% 26.1% New-vehicle department 2 New-vehicle department total sales $48,038,269 $50,349, % New-vehicle department sales as % of total sales 60.7% 60.8% New-vehicle department gross as % of total gross 18.4% 15.7% New-vehicle selling price (retail) $49,150 $50, % Gross as % of selling price 3.2% 2.6% Retail gross profit per new vehicle retailed $1,566 $1, % Retail net profit per new vehicle retailed ($558) ($732) Average number of new vehicles retailed 977 1, % F&I income as % of new-vehicle department sales 1.9% 2.0% F&I penetration (new) 40.5% 66.4% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 14

16 New Light-Vehicle Dealerships (continued) Luxury Dealership Profile (continued) Used-vehicle department Percent change Used-vehicle department sales $19,414,177 $20,634, % Used-vehicle department sales as % of total sales 21.9% 22.2% Used-vehicle department gross as % of total gross 14.8% 13.9% Used-vehicle selling price (retail) $29,180 $30, % Gross as % of selling price 6.3% 5.5% Retail gross profit per new vehicle retailed $1,850 $1, % Retail net profit per new vehicle retailed ($15) ($37) Average number of used vehicles retailed % F&I income as % of used-vehicle sales 2.3% 2.3% F&I penetration (used) 72.7% 45.8% Used- to new-unit vehicle ratio (retail only) 68.1% 68.1% Service, parts and body shop department Service, parts and body shop sales $11,656,618 $11,826, % Service, parts and body shop sales as % of total sales 13.1% 12.7% Service, parts and body shop gross as % of total gross 66.8% 70.4% Warranty (% of total service, parts and body shop sales) 19.1% 20.6% Advertising expense 3 $5,500,245 $5,926, % As % of total gross 6.2% 6.4% Per new vehicle retailed $630 $ % Rent and equivalent $11,100,367 $11,600, % As % of total gross 12.5% 12.5% Per new vehicle retailed $1,272 $1, % 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 15

17 New Light-Vehicle Dealerships (continued) Luxury Dealership Profile (continued) Percent change Floorplan interest ($104,694) ($193,876) 85.2% As % of total sales -1.1% -1.9% Per new vehicle retailed ($107) ($193) 80.4% Selling, general and administrative expense $8,706,702 $8,949, % As % of total sales 9.8% 9.6% As % of total gross 87.6% 89.7% NADA DATA 2015 nada.org 16

18 New Light-Vehicle Dealerships (continued) Mass Market Dealership Profile Percent change Total sales $48,944,442 $52,689, % Total gross 1 $5,831,074 $6,194, % As % of total sales 11.9% 11.8% Total expense $5,372,479 $5,690, % As % of total sales 11.0% 10.8% As % of total gross 92.1% 91.8% Total operating profit $459,507 $504, % As % of total sales 0.9% 1.0% As % of total gross 7.9% 8.2% Net profit before tax $1,275,841 $1,381, % As % of total sales 2.6% 2.6% As % of total gross 21.9% 22.3% New-vehicle department 2 New-vehicle department total sales $26,286,864 $28,464, % New-vehicle department sales as % of total sales 60.6% 61.0% New-vehicle department gross as % of total gross 21.1% 20.7% New-vehicle selling price (retail) $30,695 $31, % Gross as % of selling price 3.6% 3.4% Retail gross profit per new vehicle retailed $1,096 $1, % Retail net profit per new vehicle retailed $59 $65 Average number of new vehicles retailed % F&I income as % of new-vehicle department sales 2.9% 3.0% F&I penetration (new) 86.9% 93.3% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. NADA DATA 2015 nada.org 17

19 New Light-Vehicle Dealerships (continued) Mass Market Dealership Profile (continued) Used-vehicle department Percent change Used-vehicle department sales $11,491,092 $12,307, % Used-vehicle department sales as % of total sales 23.5% 23.4% Used-vehicle department gross as % of total gross 22.4% 22.0% Used-vehicle selling price (retail) $17,640 $18, % Gross as % of selling price 8.7% 8.4% Retail gross profit per new vehicle retailed $1,532 $1, % Retail net profit per new vehicle retailed $184 $150 Average number of used vehicles retailed % F&I income as % of used-vehicle sales 3.6% 3.8% F&I penetration (used) 66.6% 74.3% Used- to new-unit vehicle ratio (retail only) 76.1% 74.6% Service, parts and body shop department Service, parts and body shop sales $5,572,800 $5,859, % Service, parts and body shop as % of total sales 11.4% 11.1% Service, parts and body shop as % of total gross 56.5% 57.3% Warranty (% of total service, parts and body shop sales) 14.9% 16.9% Advertising expense 3 $4,340,326 $4,648, % As % of total gross 8.9% 8.8% Per new vehicle retailed $604 $ % Rent and equivalent $4,870,949 $5,200, % As % of total gross 10.0% 9.9% Per new vehicle retailed $678 $ % 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some Advertising data is reported in one account which includes sales promotion and is already less advertising rebates. NADA DATA 2015 nada.org 18

20 New Light-Vehicle Dealerships (continued) Mass Market Dealership Profile (continued) Percent change Floorplan interest ($98,215) ($128,653) 31.0% As % of total sales -1.7% -2.1% Per new vehicle retailed ($115) ($142) 23.6% Selling, general and administrative expense $4,937,495 $5,259, % As % of total sales 10.1% 10.0% As % of total gross 84.7% 84.9% NADA DATA 2015 nada.org 19

21 New Light-Vehicle Dealerships (continued) New Light-Vehicle Dealerships by State, 2015 Alabama 269 Alaska 29 Arizona 243 Arkansas 202 California 1,319 Colorado 243 Connecticut 252 Delaware 52 Florida 843 Georgia 485 Hawaii 68 Idaho 96 Illinois 712 Indiana 385 Iowa 295 Kansas 212 Kentucky 239 Louisiana 269 Maine 109 Maryland 290 Massachusetts 388 Michigan 602 Minnesota 328 Mississippi 171 Nebraska 161 Nevada 94 New Hampshire 138 New Jersey 445 New Mexico 111 New York 834 North Carolina 573 North Dakota 79 Ohio 710 Oklahoma 259 Oregon 219 Pennsylvania 862 Rhode Island 51 South Carolina 250 South Dakota 88 Tennessee 327 Texas 1,142 Utah 136 Vermont 83 Virginia 452 Washington 307 West Virginia 135 Wisconsin 458 Wyoming 52 Number of Dealerships by Volume of New-Unit Sales, 2015 Number of dealerships 5,000 4,000 3,000 2,000 1,000 16,545 TOTAL NEW-CAR DEALERSHIPS Missouri 378 Montana 100 Total U.S. 16, NADA DATA 2015 nada.org 20

22 New Light-Vehicle Dealerships (continued) Count by Chain Size by Year Number of chains ,500 5,290 5, ,346 1,345 1, Greater than NADA DATA 2015 nada.org 21

23 Dealership Financial Trends Total Sales by State, 2015 State All dealerships ($ millions) Average per dealership ($ thousands) Alabama $11,793 $43,842 Alaska $1,726 $59,522 Arizona $20,476 $84,266 Arkansas $7,488 $37,072 California $112,112 $84,998 Colorado $15,344 $63,147 Connecticut $9,897 $39,275 Delaware $2,898 $55,739 Florida $72,987 $86,580 Georgia $27,797 $57,313 Hawaii $3,855 $56,697 Idaho $3,300 $34,383 Illinois $37,329 $52,429 Indiana $13,761 $35,743 Iowa $7,553 $25,604 Kansas $6,412 $30,249 Kentucky $8,377 $35,051 Louisiana $12,556 $46,679 Maine $3,496 $32,077 Maryland $18,582 $64,079 Massachusetts $20,602 $53,098 Michigan $33,130 $55,034 Minnesota $13,823 $42,144 Mississippi $6,327 $37,001 Missouri $16,343 $43,237 Montana $3,562 $35,620 State All dealerships ($ millions) Average per dealership ($ thousands) Nebraska $4,903 $30,457 Nevada $8,112 $86,301 New Hampshire $5,238 $37,958 New Jersey $32,147 $72,242 New Mexico $5,169 $46,573 New York $55,478 $66,521 North Carolina $24,250 $42,322 North Dakota $2,345 $29,689 Ohio $33,735 $47,514 Oklahoma $42,276 $163,230 Oregon $9,302 $42,478 Pennsylvania $36,997 $42,920 Rhode Island $2,865 $56,177 South Carolina $11,866 $47,467 South Dakota $2,168 $24,636 Tennessee $14,938 $45,682 Texas $86,719 $75,936 Utah $7,100 $52,207 Vermont $2,366 $28,517 Virginia $21,542 $47,661 Washington $15,654 $50,992 West Virginia $4,525 $33,522 Wisconsin $13,877 $30,300 Wyoming $1,476 $28,399 Total U.S. $938,492 $56,724 NADA DATA 2015 nada.org 22

24 Dealership Financial Trends (continued) Total Sales of New-Vehicle Dealerships by Year $1, All dealerships (left scale) in billions of dollars Average per dealership (right scale) in millions of dollars $ Source: U.S. Department of Commerce and NADA Industry Analysis Division Share of Total Dealership Sales Dollars, 2014 vs Service and parts Service and parts 11.7 % 11.4 % 30.7 % Used vehicles 57.6 % New vehicles 30.4 % Used vehicles 58.2 % New vehicles NADA DATA 2015 nada.org 23

25 Dealership Financial Trends (continued) New-Vehicle Department Gross Profit by Year Average dealership, in millions of dollars, including F&I $ Used-Vehicle Department Gross Profit by Year Average dealership, in thousands of dollars, including F&I $ NADA DATA 2015 nada.org 24

26 Dealership Financial Trends (continued) Service and Parts Department Gross Profit by Year Average dealership, in millions of dollars $ Total Net Profit Share of Sales by Year Average dealership, in percent of sales 3.0% NADA DATA 2015 nada.org 25

27 New Light-Vehicle Department New-Vehicle Inventories and Days Supply by Year Inventory (in millions) 4.0 Total 3.5 Import Days supply 80 Domestic domestic 2,867,653 NEW-CAR INVENTORY import 655,522 3,523, Domestic Import NEW-VEHICLE DAYS SUPPLY domestic import Number of New Vehicles Sold and Selling Price Year New vehicles sold Average retail selling price $28,133 SOLD $29, $30, $31, $32, ,003 $32, ,050 $33,456 $33,456 AVERAGE SELLING PRICE OF NEW VEHICLES SOLD (by new-vehicle dealerships) NADA DATA 2015 nada.org 26

28 New Light-Vehicle Department (continued) New Light-Duty Vehicle Sales by Year Year New cars Light-duty trucks Total light-duty vehicles Light-duty trucks as % of total ,780,800 8,721,000 16,502, % ,618,400 8,470,900 16,089, % ,813,550 6,381,050 13,194, % ,456,300 4,945,400 10,401, % ,635,400 5,919,100 11,554, % ,089,300 6,644,900 12,734, % ,242,800 7,199,000 14,441, % ,582,500 7,942,300 15,524, % ,688,900 8,748,100 16,437, % ,525,023 9,861,024 17,386, % Gross Margin as Percentage of Selling Price by Year New vehicles retailed 5% NADA DATA 2015 nada.org 27

29 New Light-Vehicle Department (continued) Market Share by Manufacturer, Gain No change Loss 0.04 Subaru 0.02 Other* FCA Loss/Gain Daimler BMW VW Hyundai- Kia Nissan Honda Toyota Ford GM *Other is JLR, Mitsubishi, Mazda, Tesla, Volvo New-Vehicle Sales and Market Share by Manufacturer Year FCA Ford GM Toyota Honda Nissan Volkswagen Other Total ,228,100 2,548,900 3,082,400 2,499,300 1,586,500 1,484, ,400 3,601, % 14.7% 17.7% 14.4% 9.1% 8.5% 2.0% 20.7% 17,380,500 Source: WardsAuto NADA DATA 2015 nada.org 28

30 F&I Department Aftermarket Income by Year As % of new- and used-vehicle department gross profit 50% Total Service contract and other 10 Finance and insurance Service Contract Penetration Rates by Year As % of new- and used-vehicle department gross profit 50% NADA DATA 2015 nada.org 29

31 Used-Vehicle Department Used-Vehicle Sales by New-Vehicle Dealerships, by Year In millions 15 Sources of Used Vehicles Retailed by New Vehicle Dealerships, % Street purchase % Auction purchase 42 % Trade-in on new vehicle % Other 24 % Trade-in on used vehicle Average Retail Selling Price of Used Vehicles Sold by New-Vehicle Dealerships In thousands $20.0 SOLD 17.5 $19,400 AVERAGE RETAIL SELLING PRICE OF USED VEHICLES SOLD (by new-vehicle dealerships) NADA DATA 2015 nada.org 30

32 Service and Parts Department Dealerships Total Service and Parts Sales, 2015 Service labor sales (in billions of dollars) $ Dealerships Total Service and Parts Sales, 2015 (in billions of dollars) Service labor sales Customer mechanical $17.69 Customer body 4.15 Warranty 8.75 Sublet 3.48 Internal Customer mechanical Customer body Warranty Sublet Internal Other Other 3.13 Total service labor $44.83 Parts sales (in billions of dollars) $ Customer mechanical Customer body Wholesale Counter Warranty Dealerships Total Service and Parts Sales by Years In billions of dollars $ Internal Other Parts sales Customer mechanical $15.75 Customer body 3.50 Wholesale Counter 2.85 Warranty Internal 5.65 Other 5.85 Total parts $59.04 $ billion SERVICE AND PARTS SALES (for all new-vehicle dealerships) NADA DATA 2015 nada.org 31

33 Service and Parts Department (continued) Profile of Dealerships Service and Parts Operations, 2015 Average dealership All dealers Total service and parts sales $6,045,373 $100,020,688,949 Total gross profit as % of service and parts sales 45.8% Total net profit as % of service and parts sales 20.1% Total number of repair orders written 17, ,538,651 Total service and parts sales per customer repair order $265 Total service and parts sales per warranty repair order $273 Number of technicians (including body) $1.59 Number of service bays (excluding body) ,710 Total parts inventory $356,518 $5,898,582,125 Average customer mechanical labor rate $107 $6.04 million SERVICE AND PARTS SALES (per new-vehicle dealership) 251,710 TECHNICIANS (including body shop) 296 million REPAIR ORDERS WRITTEN NADA DATA 2015 nada.org 32

34 Body Shop Department Dealerships Operating On-Site Body Shops by Year Percent of total dealership population 40% Total Dealership Body Shop Sales by Year In billions of dollars $ Body Shop Sales per Repair Order, by Year In thousands of dollars $ NADA DATA 2015 nada.org 33

35 Dealership Advertising Total Franchised Dealership Advertising Expenditures by Year In billions of dollars $ Average Dealership Advertising per New Unit Sold, Year In dollars $ NADA DATA 2015 nada.org 34

36 Dealership Advertising (continued) Advertising Expenditures by Medium, 2015 Other Newspaper 27.8 % Internet 8.7 % 13.9 % 16.1 % Radio 9.8 % 23.7 % TV Direct mail Estimated Advertising Expenses per Dealership, 2015 By media used Average of all dealerships Newspapers $74,395 Radio $86,170 TV $126,846 Direct mail $52,451 Internet $148,790 Other $46,564 Total $535,215 Total advertising as % of total sales 0.09% NADA DATA 2015 nada.org 35

37 Employment and Payroll Number Dealership Employees by State, 2015 State Total number, all dealers Average number per dealership State Total number, all dealers Average number per dealership Alabama 14, Alaska 2, Arizona 23, Arkansas 9, California 114, Colorado 18, Connecticut 13, Delaware 4, Florida 76, Georgia 32, Hawaii 4, Idaho 5, Illinois 45, Indiana 22, Iowa 12, Kansas 10, Kentucky 13, Louisiana 16, Maine 5, Maryland 23, Massachusetts 23, Michigan 35, Minnesota 19, Mississippi 7, Missouri 22, Montana 3, Nebraska 7, Nevada 8, New Hampshire 6, New Jersey 32, New Mexico 6, New York 50, North Carolina 34, North Dakota 3, Ohio 42, Oklahoma 14, Oregon 12, Pennsylvania 49, Rhode Island 3, South Carolina 15, South Dakota 4, Tennessee 21, Texas 96, Utah 9, Vermont 3, Virginia 31, Washington 20, West Virginia 6, Wisconsin 23, Wyoming 2, Total U.S. 1,088, DEALERSHIP EMPLOYEES 1,088, Average per dealership NADA DATA 2015 nada.org 36

38 Employment and Payroll (continued) Average Weekly Earnings of New Light-Vehicle Dealership Employees by State, 2015 Alabama $1,039 Indiana $963 Nebraska $990 South Carolina $1,022 Alaska $1,091 Iowa $972 Nevada $1,232 South Dakota $1,034 Arizona $1,116 Kansas $987 New Hampshire $1,219 Tennessee $1,103 Arkansas $1,010 Kentucky $985 New Jersey $1,264 Texas $1,217 California $1,212 Louisiana $1,049 New Mexico $1,035 Utah $1,018 Colorado $1,129 Maine $982 New York $1,183 Vermont $1,023 Connecticut $1,178 Maryland $1,098 North Carolina $1,002 Virginia $1,072 Delaware $1,072 Massachusetts $1,248 North Dakota $1,019 Washington $1,088 Florida $1,121 Michigan $1,083 Ohio $984 West Virginia $896 Georgia $1,096 Minnesota $973 Oklahoma $1,015 Wisconsin $857 Hawaii $1,152 Mississippi $997 Oregon $1,033 Wyoming $951 Idaho $996 Illinois $1,028 Missouri $1,000 Montana $987 Pennsylvania $996 Rhode Island $1,049 Total U.S. $1,094 Estimated Number of Dealership Employees by Year Dealership Employment by Position, Total of all dealerships (left scale) Average number per dealership (right scale) 80 Supervisors, others New and used-car salespeople % 20.1 % % 24.9 % Other service and parts employees Technicians NADA DATA 2015 nada.org 37

39 Employment and Payroll (continued) Annual Payroll of New-Vehicle Dealerships by State, 2015 State Total all dealers (billions) Average per dealership (millions) State Total all dealers (billions) Average per dealership (millions) State Total all dealers (billions) Average per dealership (millions) Alabama $0.80 $2.96 Alaska $0.12 $4.30 Arizona $1.36 $5.60 Arkansas $0.47 $2.32 California $7.77 $5.89 Colorado $1.10 $4.54 Connecticut $0.85 $3.37 Delaware $0.24 $4.58 Florida $4.56 $5.41 Georgia $1.97 $4.06 Hawaii $0.24 $3.54 Idaho $0.30 $3.12 Illinois $2.41 $3.38 Indiana $1.08 $2.81 Iowa $0.60 $2.05 Kansas $0.54 $2.57 Kentucky $0.66 $2.77 Louisiana $0.87 $3.23 Maine $0.28 $2.58 Maryland $1.31 $4.52 Massachusetts $1.52 $3.92 Michigan $2.03 $3.37 Minnesota $0.95 $2.89 Mississippi $0.39 $2.29 Missouri $1.16 $3.08 Montana $0.21 $2.08 Nebraska $0.39 $2.40 Nevada $0.59 $6.31 New Hampshire $0.42 $3.06 New Jersey $2.08 $4.67 New Mexico $0.37 $3.37 New York $3.11 $3.73 North Carolina $1.77 $3.09 North Dakota $0.19 $2.44 Ohio $2.11 $2.97 Oklahoma $0.93 $3.61 Oregon $0.69 $3.16 Pennsylvania $2.50 $2.90 Rhode Island $0.18 $3.53 Annual Payroll of New-Vehicle Dealerships by Year South Carolina $0.79 $3.15 South Dakota $0.21 $2.37 $70 Total of all dealerships (left scale), in billions Average per dealership (right scale), in thousands $4.0 Tennessee $1.08 $3.29 Texas $6.34 $ Utah $0.48 $3.53 Vermont $0.16 $1.91 Virginia $1.67 $3.69 Washington $1.27 $ West Virginia $0.28 $ Wisconsin $1.04 $2.27 Wyoming $0.11 $ Total U.S. $62.56 $3.78 NADA DATA 2015 nada.org 38

40 New- and Used-Vehicle Consumer Percentage of Vehicles With Financing Credit Score Ranges 100 New Used Category Score range % 82.2 % 82.1 % 83.7 % 84.0 % 85.9 % Superprime % 53.3 % 52.8 % 53.5 % 55.2 % 54.7 % Prime Nonprime Subprime Q Q Q Q Q Q Deep subprime Consumer Leasing New Leasing by Risk Segment 35% 30 Lease % of all new Lease % of new financing Lease % of total % 26.2% % 47.8% Q Q Q Q Q Q % 18.0% 0 6.9% 7.8% Q Q Superprime Prime Nonprime Subprime NADA DATA 2015 nada.org Source: Experian Automotive 39

41 New- and Used-Vehicle Consumer (continued) Average Monthly Payment New-Vehicle Market Share by Lender Type $ $11 Q Q % Credit union 4.9 % Finance 400 $482 $493 $4 300 $355 $ % Bank % Captive 0.2 % BHPH 0 New Average Loan Term, in Months Used One month Q Q One month New Used NADA DATA 2015 nada.org Source: Experian Automotive 40

42 New- and Used-Vehicle Consumer (continued) Average Loan Credit Scores by Vehicle Type 800 New Used Q Q Q Q Q Q Q Q Q Source: Experian Automotive For more information on Experian data, contact NADA DATA 2015 nada.org 41

43 New- and Used-Vehicle Consumer (continued) New-Vehicle Loan Origination by State New-vehicle share New-vehicle share New-vehicle share New-vehicle share Alabama 1.7% Iowa 0.8% Montana 0.3% Pennsylvania 4.3% Alaska 0.2% Kansas 0.6% Nebraska 0.3% South Carolina 1.5% Arizona 2.3% Kentucky 1.0% Nevada 1.2% South Dakota 0.3% Arkansas 1.2% Louisiana 1.8% New Hampshire 0.5% Tennessee 2.1% California 12.7% Maine 0.4% New Jersey 2.3% Texas 12.6% Colorado 1.7% Maryland 2.6% New Mexico 0.6% Utah 0.9% Florida 7.4% Massachusetts 1.9% New York 4.7% Vermont 0.2% Georgia 3.3% Michigan 2.0% North Carolina 3.6% Virginia 3.0% Idaho 0.3% Minnesota 1.7% North Dakota 0.3% Washington 2.0% Illinois 4.6% Mississippi 0.9% Ohio 3.6% West Virginia 0.5% Indiana 1.5% Missouri 1.9% Oregon 1.3% Wisconsin 1.6% HI % % % % >12.1% data not availab NADA DATA 2015 nada.org Source: Experian Automotive 42

44 New- and Used-Vehicle Consumer (continued) Used-Vehicle Loan Origination by State Used-vehicle share Used-vehicle share Used-vehicle share Used-vehicle share Alabama 2.1% Iowa 1.6% Montana 0.3% Pennsylvania 4.4% Alaska 0.3% Kansas 1.0% Nebraska 0.4% South Carolina 1.9% Arizona 2.2% Kentucky 1.2% Nevada 1.2% South Dakota 0.4% Arkansas 1.1% Louisiana 0.8% New Hampshire 0.5% Tennessee 2.9% California 9.6% Maine 0.5% New Jersey 0.5% Texas 10.0% Colorado 2.0% Maryland 2.0% New Mexico 0.5% Utah 1.1% Florida 6.8% Massachusetts 1.7% New York 4.5% Vermont 0.2% Georgia 3.3% Michigan 3.0% North Carolina 4.0% Virginia 2.6% Idaho 0.4% Minnesota 2.4% North Dakota 0.3% Washington 2.2% Illinois 4.2% Mississippi 1.3% Ohio 4.8% West Virginia 0.6% Indiana 2.6% Missouri 2.0% Oregon 1.3% Wisconsin 2.0% HI <1% % % % % % % >10.1% NADA DATA 2015 nada.org Source: Experian Automotive 43

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