Maryland Auto Outlook

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1 Covering First Quarter 2017 Volume 22, Number 2 Sponsored by: Maryland Automobile Dealers Association TM FORECAST Market Has Small Increase in 1Q 17 vs. Strong 1Q 16 New vehicle registrations predicted to remain at healthy levels in 2017 Predicting new vehicle sales is, without question, an inexact science. There are a multitude of forces impacting the market on an ongoing basis. Some of these forces are pushing the market higher, while others are pulling it lower. Making sense of it all and coming up with an exact picture of where the market is headed is nearly impossible. But the basic direction that sales are likely to head in is easier to identify. And right now, most signs are pointing to a slowdown. The market declined slightly last year and pent up demand is easing. In addition, interest rates are increasing, used vehicle prices are sliding, and incentives are on the rise; all signs of a market that is running out of steam. We do expect sales to drift lower over the next several years, but a sharp drop seems highly unlikely. Unemployment rates are very low, incomes are moving higher, household net worth is at an all-time high, GDP growth is solid (if not spectacular), and consumer confidence is strong. It would be unprecedented for new vehicle sales to collapse in an environment with such strong core economic fundamentals. In addition, technological advances in today s new vehicles are a strong motivation for many consumers to upgrade. Bottom line: The state new vehicle market is expected to soften over the next several years, but sales should remain strong, based on historical standards. 6 Key Market Trends 1. State new retail registrations slipped to 271,825 units in 2016, down 1.4% from The U.S. market increased slightly. 2. The market is predicted to post a small decline in State light truck market share increased from 57.5% in the First Quarter of 2016 to 60.5% this year. 4. Toyota, Honda, Jeep, Ford, Subaru, and Chevrolet have posted big gains in the Maryland market during the past five years (see page 5). 5. Hybrid and electric vehicle market share was 3.8% in the first two months of this year, up from a year earlier. 6. Compact and Mid Size SUVs have gained ground, while Mid Size car share fell sharply in the First Quarter of this year. New light vehicle registrations 300, , , , ,000 50, Historical Data Annual Trend in State Market Forecast The graph above shows annual new retail light vehicle registrations in the state from 2010 thru 2016 and Auto Outlook s projection for Market Summary YTD '16 YTD '17 % Chg. Mkt. Share thru Mar. thru Mar.* '16 to ' * TOTAL 59,099 59, % Car 25,102 23, % 39.5% Light Truck 33,997 35, % 60.5% Domestic 20,464 20, % 34.0% European 5,787 6, % 10.3% Japanese 27,899 28, % 48.1% Korean 4,949 4, % 7.6% Domestics consist of vehicles sold by GM, Ford, FCA (excluding FIAT), and Tesla. Historical figures were revised by IHS Markit and will differ slightly from those shown in previous releases. *Figures for March, 2017 were estimated by Auto Outlook.

2 Page 2 MARKET TRACKER: QUARTERLY RESULTS State Registrations Remain at High Level in First Quarter 2017 % change versus year earlier 10.0% 8.0% 6.0% 4.0% 2.0% 0.0% -2.0% -4.0% -6.0% -8.0% QUARTERLY TREND Percent Change in State and U.S. New Vehicle Market The state and U.S. markets have had similar results during the past year. State U.S % Q2 '16 Q3 '16 Q4 '16 Q1 '17* State -3.5% -4.1% 3.7% 0.4% U.S. -1.3% -1.3% 2.7% -1.3% New retail light vehicle registrations QUARTERLY PERSPECTIVE Five Years of First Quarter Results in State Market The market was up by nearly 4,000 units in the 1st Quarter of 2017 vs Q1 '13 Q1 '14 Q1 '15 Q1 '16 Q1 '17* Regs First Quarter registrations during past five years * Figures for the First Quarter of 2017 were estimated by Auto Outlook based on data for January and February. * Figures for 1Q 2017 were estimated by Auto Outlook based on data for January and February. MARKET TRACKER: STATE MARKET VERSUS U.S. State Car Market Share Falls to 39.5% Percent change in registrations YTD '17 thru March* vs. YTD '16 Passenger car market share YTD '17 thru March* Domestic brand market share YTD '17 thru March Maryland Market U.S. Market 0.4% -1.3% 39.5% 35.7% 34.0% 42.0% Top 10 brands and market share YTD '17 thru March* First Toyota 15.6% Toyota 12.7% Second Honda 12.6% Ford 12.3% Third Ford 11.2% Chevrolet 11.3% Fourth Chevrolet 8.8% Honda 10.0% Fifth Nissan 7.3% Nissan 7.7% Sixth Jeep 5.3% Jeep 5.2% Seventh Subaru 5.1% Subaru 4.4% Eighth Hyundai 5.0% GMC 3.6% Ninth Volkswagen 2.7% Hyundai 3.5% Tenth Kia 2.6% Kia 3.4% *March 2017 figures estimated by Auto Outlook Source: IHS Markit Maryland Auto Outlook Covering First Quarter 2017 Published for: Maryland Automobile Dealers Association 7 State Circle, Suite 301 Annapolis, MD Published by: Auto Outlook, Inc. PO Box 390 Exton, PA Phone: Editor: Jeffrey A. Foltz Reproduction, including photocopying of this publication in whole or in part, is prohibited without the express permission of Auto Outlook, Inc. Any material quoted must be attributed to, published by Auto Outlook, Inc. on behalf of the Maryland Automobile Dealers Association, and must also include the statement: Data Source: IHS Markit. Unforeseen events may affect the forecast projections. Consequently, Auto Outlook is not responsible for management decisions based on the content of. Copyright Auto Outlook, Inc., April 2017

3 Covering First Quarter 2017 Page 3 MARKET TRACKER: PRIMARY SEGMENTS Non Luxury Trucks Surge MARKET TRACKER: HYBRID AND ELECTRIC VEHICLES Hybrid/Electric Share is 3.8% Non-Luxury Truck Change in State Market Share YTD 2017 thru March* vs. YTD % 4.0% Quarterly Alternative Powertrain Market Share (includes hybrid and electric vehicles) Trendline Luxury Truck % Luxury Car Non-Luxury Car Non-Luxury Truck share was up 2.6 share points Change in market share 2.0% 1.0% 0.0% Q2 '14 Q3 14 Q4 14 Alternative powertrain market share has trended slightly lower over the past three years. Q1 15 Q2 15 Q3 15 Q4 15 Q1 16 Q2 16 Q3 16 Q4 16 Q1 17* The graph above shows the change in year-to-date market share for four primary brand segments. *Figures for March 2017 were estimated by Auto Outlook. Data The graph above shows hybrid powertrain and electric vehicle quarterly market share in the area. The line shows market share trend over the past 12 quarters. *First Quarter 2017 includes January and February. MARKET TRACKER - SEGMENTS Mid Size Car Market Share Falls by 1.4 Points Segment Market Share YTD 16 thru February Maryland Segment Market Share Review Market Share YTD 17 thru February Change in share YTD 16 to 17 Best selling model in segment Compact SUV Honda CR-V Compact Car Honda Civic Mid Size SUV Toyota Highlander Mid Size Car Honda Accord Full Size Pickup Ford F Series Luxury Mid Size SUV Lexus RX Subcompact Car Kia Soul Mini Van Toyota Sienna Near Luxury Car Mercedes C-Class Subcompact SUV Jeep Renegade Luxury Compact SUV Acura RDX Compact/Mid-Size Pickup Toyota Tacoma Luxury and High-end Sports Cars Mercedes E-Class Large Car Nissan Maxima Large Van Ford Transit Connect Van Large SUV Chevrolet Tahoe Sports/Pony cars Ford Mustang Luxury Large SUV Mercedes GLS/GL-Class Entry Luxury Car Audi A3 Luxury Subcompact SUV Mercedes GLA-Class The table above shows Maryland market share for 20 vehicle segments during the first two months of 2016 and 2017, and the change in market share over the period. The best selling model in each segment is also shown. Segments are ranked from top to bottom based on 2017 share. Data

4 Page 4 BRAND SCOREBOARD - PART ONE Jaguar and Tesla Post Largest Percentage Gains Six brands had gains of greater than 10% The graph below provides a comparative evaluation of brand sales performance in the state market. It shows the year-to-date percent change in registrations for each brand, organized by category (i.e., Domestic, European, Japanese, and Korean). Percent Change in State New Retail Light Vehicle Registrations YTD 2017 thru March* vs. YTD 2016 Tesla Lincoln 25.6% GMC 9.8% Cadillac 9.7% Ram Chevrolet 6.1% 2.8% Domestic Brands Buick -2.7% Ford Jeep Dodge -6.8% -9.2% -3.9% Tesla and Lincoln had the highest percentage increases for Domestic brands. Mitsubishi was the leader for Japanese brands, while Jaguar had the greatest improvement among Europeans. (Note: Tesla registrations increased by 137%, while Jaguar was up 202%.) Chrysler -17.4% Jaguar Volkswagen 30.7% MINI 7.6% Porsche 6.9% Mercedes Audi -3.3% 2.7% European Brands Land Rover -6.1% BMW -9.8% Volvo -12.8% FIAT -21.1% Mitsubishi Honda Infiniti Subaru Toyota 15.1% 11.4% 7.0% 6.8% 1.0% Japanese Brands Mazda Nissan Acura Lexus Hyundai Kia -2.6% -5.5% -6.8% -10.8% -7.7% -11.3% Korean Brands -40.0% -20.0% 0.0% 20.0% 40.0% 60.0% 80.0% 100.0% *Figures for March, 2017 were estimated by Auto Outlook.

5 Covering First Quarter 2017 Page 5 BRAND SCOREBOARD-PART TWO Toyota, Honda, & Jeep Have Big Gains During Past Five Years State registrations for all three brands were up more than 7,800 units between 2011 and 2016 The graph below provides a balanced appraisal of brand sales performance in the Maryland market during the past five years. It shows both the unit change in registrations between 2011 and 2016 (black bars) and the percent change (gray bars) for the top 20 selling brands in Viewing both indicators on the same graph makes it is easy to identify brands that have posted significant and consistent gains during the past five years. Toyota, Honda, Jeep, Ford, Subaru, and Chevrolet had the largest unit gains. Registrations for each of the six brands were up by more than 4,600 units. Jeep, Subaru, Ram, and Audi had the largest percentage gains, with increases of more than 70%. Only two brands had a decline in registrations during the five year period. Five Year Unit and Percent Change in State New Retail Light Vehicle Registrations (Top 20 Brands) 2016 vs Toyota had the highest unit gain in registrations. Jeep, Subaru, Ram, and Audi had the largest percentage gains. Green bars show unit change in registrations Orange bars show percent change in registrations 120% 100% Unit change in registrations to 2016 (green bars) % 60% 40% 20% Percent change in registrations to 2016 (orange bars) 0 0% %

6 Page 6 LUXURY SUV CLOSE-UP Lexus RX is Best-Selling Luxury SUV in Maryland Market Acura MDX and RDX are ranked second and third, respectively Market Share for Top 20 Selling Luxury SUVs (Most recent six months - Sept. 16 thru February 17) Lexus RX 11.9% Acura MDX 6.7% Acura RDX 6.3% Mercedes GLC/GLK-Class 4.8% Mercedes GLE/M-Class 4.7% Lexus NX 4.4% BMW X5 4.3% Audi Q5 4.3% BMW X3 3.9% Volvo XC90 Infinti QX60/JX Cadillac XT5/SRX 3.1% 3.7% 3.4% Lexus RX was easily the best seller in the state Luxury SUV segment, with an 11.9% market share. Audi Q7 3.1% BMW X1 3.0% Lexus GX 2.7% Mercedes GLS/GL-Class 2.7% Cadillac Escalade 2.2% Mercedes GLA-Class 2.1% Land Rover Range Rover Sport 2.0% Volvo XC60 1.9% 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 14.0%

7 Covering First Quarter 2017 Page 7 COUNTY SCOREBOARD Most County Markets Post Small Increases in Early 2017 The table below and graph to the right provide a thorough summary of each of Maryland s 24 county new retail light vehicle markets. This county-level information provides a valuable perspective on local market performance. The table below shows new retail light vehicle registrations during the first two months of 2016 and 2017, as well as light truck market share in each county. The graph shows Domestic Brand market share. Note: top five shaded counties in each category of the table below are shaded yellow. Garrett Caroline Cecil Somerset Allegany Saint Marys Dorchester Calvert Queen Annes Kent Worcester Talbot Washington Carroll Charles Harford Wicomico Frederick Anne Arundel Baltimore Prince Georges Baltimore Ind Howard Montgomery Domestic Brand Market Share (%): YTD 2017 thru February 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% COUNTY MARKET REVIEW Year to date thru February Percent Change Unit Change Light Truck Market Share (%) YTD 2016 YTD 2017 '16 to '17 '16 to '17 YTD 2016 YTD 2017 Change Allegany % Anne Arundel 4,078 4, % Baltimore 5,257 5, % Baltimore City 2,084 1, % Calvert % Caroline % Carroll 1,086 1, % Cecil % Charles 1,151 1, % Dorchester % Frederick 1,652 1, % Garrett % Harford 1,779 1, % Howard 2,342 2, % Kent % Montgomery 6,846 6, % Prince Georges 4,854 4, % Queen Annes % Saint Marys % Somerset % Talbot % Washington % Wicomico % Worcester %

8 Page 8 Brand Registrations Report Maryland New Retail Car and Light Truck Registrations First Quarter* Annual Totals Registrations Market Share (%) Registrations Market Share (%) 1Q '16 1Q '17* % change 1Q '16 1Q '17* Change % change Change TOTAL 59,099 59, , , Cars 25,102 23, , , Light Trucks 33,997 35, , , Domestic Brands 20,464 20, ,654 91, European Brands 5,787 6, ,233 27, Japanese Brands 27,899 28, , , Korean Brands 4,949 4, ,151 22, Acura ,693 4, Audi ,239 3, BMW 1,260 1, ,892 5, Buick ,054 2, Cadillac ,574 1, Chevrolet 5,099 5, ,373 23, Chrysler ,370 2, Dodge 1,365 1, ,527 5, FIAT Ford 6,943 6, ,190 30, GMC 1,003 1, ,612 4, Honda 6,693 7, ,145 33, Hyundai 3,230 2, ,342 14, Infiniti ,995 2, Jaguar Jeep 3,363 3, ,045 14, Kia 1,719 1, ,809 7, Land Rover ,418 1, Lexus 1,320 1, ,486 6, Lincoln Mazda 1,525 1, ,878 7, Mercedes 1,278 1, ,580 6, MINI ,118 1, Mitsubishi ,240 1, Nissan 4,596 4, ,776 18, Other Porsche Ram 1,069 1, ,678 4, Subaru 2,854 3, ,100 12, Tesla Toyota 9,189 9, ,213 43, Volkswagen 1,230 1, ,760 6, Volvo ,594 1, *March 2017 figures were estimated by Auto Outlook. Source: IHS Markit The table above shows new retail light vehicle (car and light truck) registrations in Maryland. Figures are shown for the First Quarters of 2016 and 2017, and annual totals for 2015 and The top ten ranked brands in each category are shaded yellow.

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