Brake Manufacturers Council

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1 Brake Manufacturers Council 2010 Annual Meeting June 04, 2010 Longboat Key, FL Steve Handschuh Automotive Aftermarket Suppliers Association

2 Topics to be Addressed AASA/MEMA Overview Key Issues for the 2010 U.S. Automotive Aftermarket Vehicle Safety Initiatives Know Your Parts

3

4 What is MEMA? Founded d in 1904 Motor and Equipment Manufacturers Association 700+ members (over 4,000 individuals) id Three Market Segment Associations MEMA exclusively represents North American manufacturers of: motor vehicle components tools and equipment automotive chemicals and related products 4

5 Representing Manufacturers MEMA members Supply about 90% of the total U.S. market for automotive and heavy duty yproducts Have nearly 12,000 U.S. plant locations Employ approximately 1.3 million workers 80% based in Detroit, Cleveland, Chicago triangle 5

6 Councils & Committees 6 AASA AAPEX Show Committee Brake Manufacturers Council Brand Protection Council China Aftermarket Forum Filter Manufacturers Council Fuel Pump Manufacturers Council Government Affairs Committee* Marketing Executives Council MEMA Information Services Council Overseas Automotive Council Regulatory Affairs Committee* Coming: Motor & Equipment Remanufacturers Association* * MEMA

7 Key Factors Driving the 2010 US Automotive Aftermarket Industry Rate of Growth Dealership Closings Vehicle Age Miles Driven Unemployment Lack of Credit Recession - Economic Outlook

8 U.S. Aftermarket Growth % 2009F +1.8% 2010F +3.1% 2011F +3.3% 2012F +4.0% 2013F +5.0% 8

9 Size of the U.S. Automotive Aftermarket $250,000 $200,000 Millions $150,000 $100, $50,000 $0 *= AASA Forecast Source: AASA Automotive Aftermarket Status Report

10 Primary Components of the U.S. Automotive Aftermarket Tires 12% Purchased Labor 25% Aftermarket Parts 54% Specialty Equipment 9% Source: AASA Automotive Aftermarket Status Report

11 Primary Channels of the U.S. Automotive Aftermarket OE Service 30% 2007 Independent Aftermarket 70% 2008 Source: AASA Automotive Aftermarket Status Report and NADA Data

12 Dealer Closings As many as 3,000 by end of 2010 Independent Aftermarket (IAM) Impact: Roughly $23 billion of wholesale l parts into IAM through OE dealers; $2-2.5 billion available due to closings As much as $5 billion in service work available to the IAM 12

13 U.S. Light Vehicles in Use Millio ons Light Vehicles in Use in the US U.S Source: R.L. Polk & Co. 242,081,704 light vehicles in use in 2008

14 Average Age of Light Vehicles in Use (Years) Source: Registration Data R.L. Polk & Company

15 U.S. Automotive Aftermarket Five Year Outlook $250, By Vehicle Age $200,000 Millions $150,000 $100, $50,000 $0 New to 5 Year 6 to 10 Year Over 10 Year Source: AASA Automotive Aftermarket Status Report

16 U.S. Light Vehicle Population Growth 20,000,000 18,000,000 16,000,000 14,000,000 12,000,000 10,000,000 8,000,000 6,000,000 4,000,000 2,000, Total Lt. Veh. Sales Scrappage Source: Ward s Automotive Reports and R.L. Polk

17 $18,000,000,000 $6 $16,000,000,000 $14,000,000,000 $12,000,000,000,, $10,000,000,000 $8,000,000,000 $6,000,000,000 $4,000,000,000 $2,000,000,000 U.S. Automotive Aftermarket by Vehicle Age $0 Source: Maintenance Data - IMR Inc. and Registration Data - R.L. Polk

18 DIFM Repair/Maintenance Cost by Vehicle Age Source: IMR Inc. Continuing Consumer Auto Maintenance Tracking Study

19 Vehicle Miles of Travel illions of Miles) (Bi 3,100 3,050 3,000 2,950 2,900 2,850 2,800 2,750 2,700 2,650 2,600 2,550 2,500 Every 1% decline in miles driven reduces aftermarket volume by approximately $500 million Source: US DOT

20 Economic Outlook New Privately-Owned Housing Units Started 2,000 1,800 adjusted annual ra ate. Thousands of units, seasonally 1,600 1,400 1,200 1, Source: U.S. Census Bureau

21 U.S. Unemployment Rate Source: Bureau of Labor Statistics, US Department of Labor

22 National Average Retail Price - One Gallon of Regular Gasoline $4.25 All Formulations $4.00 Every one penny change in prices at the pump moves $1 Billion into or out of $3.75 $3.50 vehicle owners pockets. $3.25 $3.00 $2.75 $2.50 $2.25 $2.00 $1.75 $1.50 Jan-05 Mar-05 May-05 Jul-05 Sep-05 Nov-05 Jan-06 Mar-06 May-06 Jul-06 Sep-06 Nov-06 Jan-07 Mar-07 May-07 Jul-07 Sep-07 Nov-07 Jan-08 Mar-08 May-08 Jul-08 Sep-08 Nov-08 Jan-09 Mar-09 May-09 Jul-09 Sep-09 Nov-09 Jan-10 Source: Energy Information Administration

23 Average Gasoline Expenditures Percent of Median Household Income 85% 8.5% 8.0% 7.5% 7.0% 6.5% 6.0% 5.5% 5.0% 4.5% 4.0% 35% 3.5% 3.0% 2.5% 7.65% 6.71% 6.91% 5.07% 5.27% 6.42% 4.98% 4.32% 4.44% 4.93% 4.33% 4.77% 4.63% Source: US Department of Labor, Bureau of Labor Statistics

24 Indexed Aftermarket Comparable SSS vs. Gas Prices 7.5% $ % $3.80 $ % $3.40 $ % 1.5% 0.0% $3.00 $2.80 $2.60 $2.40 Yr/Yrr Change SSS Avg. gasoline price $ % $ % $1.80 $ % 45% $1.40 Q1'03 Q2'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 Q1'05 Q2'05 Q3'05 Q4'05 Q1'06 Q2'06 Q3'06 Q4'06 Q1'07 Q2'07 Q3'07 Q4'07 Q1'08 Q2'08 Q3'08 Q4'08 Q1'09 Q2'09 SSS Parts Retailers SSS Professional Installers Avg. gasoline price Source: BLS, Company filings, BB&T Capital Markets

25 Average Number of Repair Orders Each Month Source: IMR Inc.

26 Issues Impacting Vehicle Repair Economy, unemployment=decrease in spending Improved vehicle reliability and longer service intervals Owners relying on vehicle service reminders rather than scheduled maintenance Service model: break-down repairs vs. preventive maintenance Increasing vehicle complexity requiring i increased investments in tools, information and training Competent and qualified technicians Access to diagnostic and repair information Remote vehicle diagnostics Regulatory (environment, business) compliance Increased focus on ROI

27 Vehicle Safety Initiatives In view of Toyota safety issues and criticism of NHTSA, vehicle safety is going to be a hot topic for some time to come Only 17 states still require mandatory safety inspections Grassroots campaign to lobby US Congress on the need for nationwide id mandatory safety inspections

28

29 The Situation Low-cost, low-quality lit auto parts are finding their way into all aftermarket channels Outsourcing methods are replacing popular premium, branded parts Essential services offered by Full Service y Suppliers are being diminished

30 ASA Member Surveys The study examined the use of OEpurchased parts vs. aftermarket- purchased parts as well as country of origin preferences This study revealed that service providers want more information about what s in the box (i.e., country of origin, specifications, certifications, labeling, etc.)

31 Babcox Tech Group Surveys Importance of Factors in Deciding Brand of Part (a higher value = more important) Quality/fit/function 4.8 primary parts source 4.3 Strong brand name Lifetime w arranty Full line coverage Informative catalog Low price Tech Hot Line/training 3 Promotion/contest Average Rating Given

32 Focus Group Study Three geographic regions Raleigh, NC; Chicago, IL; and Los Angeles, CA More than 60 participants, including: Shop owners Technicians Service advisors

33 Focus Group Study Top considerations on choosing a particular brand Same Brand I'm Taking Off Availability at Primary Source Rebates/Marketing Programs % Speed of Delivery Lifetime Warranty % Previous Experience with Brand 39.1% Strong Brand Name Price Form/Fit/Function 6.5% 4.3% 100%

34 The Campaign A public awareness campaign to educate and inform everyone throughout the supply chain, especially the repair professional, of the importance of using quality parts from trusted t full-service suppliers.

35 The Risks Safety threat consumer and technician Product liability Loss of essential services Consumers driven to dealers Irreparable damage to the Independent Aftermarket

36 Know Your Parts! Full Service Suppliers to design, engineer and produce quality parts and to promote brand and essential services; Channel Partners to promote brand name products from trusted Full Service Suppliers and support suppliers programs; Repair Professionals to diagnose, repair and replace broken or worn-out components with only premium quality yparts; Vehicle Owners to ask about the parts being installed and research the brand before authorizing repairs.

37 Motorists Care About Brands Source: IndustrialMR, Inc. from Aftermarket News

38 Know Your Parts! AASA Special Report: Independent Repair Industry: Focus Group Findings on Buying Influences of Repair Professionals AASA Special Report: Independent Aftermarket Image: Quality Does Matter PSA video produced by NASCAR Performance AASA Know Your Parts materials FAQs, Full-service Suppliers, pocket card, etc. Web site kyp.aftermarketsuppliers.org

39 Know Your Parts!

40 Thank You!

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