The Kia Approved Used Car Programme / Dealer Profitability. European Networking Group, January 24th, 2017

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1 The Kia Approved Used Car Programme / Dealer Profitability European Networking Group, January 24th, 2017

2 Snapshot of the UK Car Market Annual new car sales m Used car sales m Annual new car sales m Used car sales m 36 different brands actively compete to sell new and used cars % of dealer s in the UK profit is derived from Used Cars & F& I income Nationally, 50 % of dealer s profit is derived from Used Cars & F& I income 1

3 The importance of the Internet.. Annual new car sales m Used car sales m More than 90% of most brands enquiries come from the net. 50% of Car Buyers don t contact the Dealer before visiting. 60% of all car searches are conducted between and Less than 10% of consumers know the brand they want to buy before % of dealer s they start profit their is search. derived from Used Cars & F& I income 85 % of consumers take less than 6 weeks to do their research More than 80% of Dealer s used car sales are made within 1 hour s drive of the Dealership. Data, courtesy of Autotrader 2

4 The origins of the Kia Approved Used Car Program / The RECESSION... Think the unthinkable...

5 Used car programme comparison. Used Car Warranty Scheme Manufacturer Manufacturer Manufacturer Manufacturer Manufacturer Manufacturer Manufacturer Ford Direct Toyota Approved Used Warranty Offer 12 months/20,000 mile or balance of manufacturers warranty, whichever is longer. 2yrs unlimited mileage Back to Original period / 100,000miles Keep remainder of the original 3 year 60,000 mile warranty or extend the warranty to cover 12 months/unlimited mileage12 months unlimited 12 months See notes below Keep remainder of the original 5 year warranty. If the vehicle is older than five years then a 12 month warranty is supplied. Maximum Car Age 4 Years 1 year 18 months 7 years 5 years No mention on web page? No mention on web page? Maximum Car 60,000 miles 20,000 miles 18,000 miles 100,000 miles 60,000 miles 100,000 miles Mileage No mention on web page? Preparation Standard Multi point Inspection Multi point Inspection Multi point Inspection Multi point Inspection Multi point Inspection Multi point inspection Multi point inspection Exchange Benefit 30 day exchange 30 day/1000 Mile 60 day exchange 30 day/500 Mile exchange 30 day/1000 Mile 30 day/1000 Mile 30 day/1000 Mile exchange exchange exchange exchange All Makes No No No Non Toyota's receive similar Yes No No Programme level of cover. Recovery/Breakdown 12 months AA 2yr Ford Assistance 2 year RAC inc 12 months AA 12 months Citroen Volkswagen Assistance Cover Assistance European Cover Roadside Assistance 12 Months RAC assistance Additional Benefits: 7 day free insurance 7 day insurance 7 day insurance HPI & NMR check HPI & NMR check HPI & NMR check HPi & NMR check Comments HPi Check HPi & NMR check HPi & NMR check Check on Vauxhall recall register Every Network Q Vauxhall registered to 2nd owner only under 12 months old with less than 30,000 miles now supplied with lifetime 100,000 mile warranty Tamper proof hologram. Free Transfer of any remaining breakdown cover and warranty if vehicle sold. O% Finance for up to 48 months on Specific models - with no dealer subsidy. Hologram bearing the Kia motif 90 day Sale or Return Programme on Campaign vehicles. 90 Day Free stocking on Non campaign vehicles Automatically become a member of Club Toyota for 12 months. (entitles the customer to take advantage of exclusive offers and promotions.) Depending on the age of the vehicle there are two warranty's supplied. For cars up to 3 years and 100K it will have an all component Warranty. All vehicles over 3 years of age and under 100,000 miles will have an Approved Warranty. If Original new Car warranty has expired, then a 12 month Approved Warranty will be supplied. Warranty CAR Care Plan Car Care Plan Aon are the underwriters. Not In House Mondial TWG/RAC sure if Toyota administer in house 4

6 A Brand on the move, despite the fluctuations of the market New Car Sales, 31, New Car Sales, 89,000 5

7 Rental Company Buy Backs Brand sell cars on Buy-Back Deal to Rental Company Brand Buys- Back rental cars and Refurbishes / reconditions cars Brand sells cars to Dealers / 3 rd parties,

8 Some thoughts and learnings.. We only sell cars to Kia Dealers no 3 rd parties Robust De-fleet process Congruent with New Car Strategy Cars are Ready to Retail Engage with Market Makers

9 The Kia Approved Used Car Program a year of recognition. Used Car of the Year The Kia Sportage 2016, carbuyer, Used Car of the Year, the Kia cee d 8

10 Transparency..? How old is this horse? How old do you want it to be? 9

11 Residual Value, A segment 10

12 Residual Value, B segment 11

13 Residual Value, C MPV segment 12

14 Residual Value, C SUV segment Sportage 1.7 CRDi RV 1 Year 10K SPORTAGE 1.7 CRDi ISG 2 5dr Manufactuer A Manufactuer B Manufactuer C Manufactuer D Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 13

15 Residual Value, D SUV segment 14

16 Residual Values, all segments 15

17 The average Kia Approved Used Car Dealer.. Annual new car sales m Used car sales m The average Kia Dealer sold 54 Kia Approved used cars last year. The average Dealer made just under 1,000 GP % The of average dealer s Kia profit Dealer is derived turned from their Used used car Cars stock, & F& every I income 47 days 16

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