20.0% 15.0% 10.0% 13.6% % chgange vs. year earlier 5.0% 0.0% -5.0% -10.0% 1Q '15 vs. 1Q '14. Source: IHS Markit

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1 Comprehensive information on the California vehicle market Volume 12, Number 4 Released November 216 Covering Third Quarter 216 TM Publication Sponsored By: FORECAST AND ANALYSIS OF CALIFORNIA NEW LIGHT VEHICLE MARKET California New Vehicle Market Has Small Gain During First Nine Months of This Year Beginning in 21, the California new vehicle market began an unprecedented run of six consecutive years of increasing sales, with new registrations last year exceeding the lofty total of more than 2 million units. But as depicted on the graph to the right, the market seems to be running out of steam. Following double digit percentage increases in the last two quarters of 215, the gains were smaller in the first two quarters of 216, and came to a halt in the Third Quarter. The sales trend seems to be shifting from steady growth to mild contraction. Statewide new vehicle registrations are likely to drift lower over the next several years, but should remain relatively strong, based on historical standards. There is a bit more uncertainty following the results of the Presidential election, but the likely continuation of low interest rates, increasing personal incomes, attractive incentive offers, and significant improvements in today s new vehicles (i.e. advanced safety features and infotainment) should keep the annual total close to the 2 million unit mark for at least the next two years. Market Share 8.% 7.% 6.% 4.% 3.% 2.% 1.%. Hybrid and Electric Vehicle Market Share '16 Hybrid (excl. plug ins) Plug In hybrids* Electric Hybrid and Electric New Vehicle Registrations and Market Share Hybrid regs.(excl. plug ins) Hybrid share(excl. plug ins) 6.2% 6.8% 6.3% 5.8% 4.7% Plug in hybrid regs Plug in hybrid share.9% 1.2% 1.6% 1.4% 1.5% Electric regs Electric share.4% 1.3% 1.6% 1.7% 1.8% California Quarterly New Light Vehicle Registrations: Percent Change vs. Year Earlier % chgange vs. year earlier New vehicle registrations (millions) % vs % vs % 1 vs. vs * Years 3.9% '16 vs. 1.8% '16 vs. Year-to-date Results in California and U.S. New Light Vehicle Markets California and U.S. New Light Vehicle Registrations (includes retail and fleet transactions) California Annual Light Vehicle Registrations - 27 thru 216 Historical data source: IHS Markit *Forecast projections by Auto Outlook Year-to-date 215 and 216, thru September California U.S. '16 vs. '16 Change '16 Change Registrations TOTAL 1,548,716 1,577, % 13,8,93 13,156,38 1.1% Car 918, , % 5,923,765 5,445, % Light Truck 629,881 79, % 7,85,165 7,71, % Detroit Three 429, , % 5,846,886 5,899,226.9% European 238, ,615.6% 1,152,623 1,154,829.2% Japanese 759, , % 4,945,695 5,26,74 1.6% Korean 121, ,388.8% 1,63,726 1,75, % Market Share Car Light Truck Detroit Three European Japanese Korean

2 Page 2 MODEL SALES Honda Civic Has Big Lead in California Car Market; F-Series is Top Selling Light Truck Top Selling Models in Each Segment - New Car and Light Truck Registrations, 216 thru September Cars Entry Sub Compact Sporty Compact Standard Mid Size Nissan Versa Honda Civic Ford Mustang Honda Accord Kia Soul Toyota Corolla Chevrolet Camaro Toyota Camry Honda Fit Toyota Prius Dodge Challenger Nissan Altima Hyundai Accent Nissan Sentra Hyundai Veloster Ford Fusion Ford Fiesta Mazda Subaru BRZ Hyundai Sonata Large Mid Size Entry Luxury Near Luxury Luxury and Sports Dodge Charger Audi A Mercedes C-Class Tesla Model S Toyota Avalon Mercedes CLA-Class BMW 3-Series Mercedes E-Class Chevrolet Impala Lexus Ct2H Lexus ES BMW 5-Series Nissan Maxima BMW I Lexus IS Mercedes S-Class Chrysler Acura ILX BMW 4-Series Lexus GS Light Trucks Compact Pickup Full Size Pickup Van Compact SUV Toyota Tacoma Ford F Series Toyota Sienna Toyota RAV Chevrolet Colorado Chevrolet Silverado Honda Odyssey Honda CR-V Nissan Frontier /Xe Ram Ford Transit Connect Van Nissan Rogue GMC Canyon Toyota Tundra Dodge Caravan Subaru Forester Honda Ridgeline GMC Sierra Nissan NV Mazda CX Mid Size SUV (2 rows) Mid Size SUVs (3 rows) Full Size SUV Luxury SUV Jeep Grand Cherokee Ford Explorer Chevrolet Tahoe Lexus RX Ford Edge Toyota Highlander Ford Flex Lexus NX Toyota 4 Runner Honda Pilot Chevrolet Suburban Mercedes GLC/GLK-Class Hyundai Santa Fe Sport Kia Sorento GMC Yukon Mercedes GLE/M-Class Nissan Murano Nissan Pathfinder GMC Yukon XL BMW X Note: Prius includes c, v, and plug in.. BRAND RESULTS Honda Has Largest Percentage Increase in Registrations Among Top Selling Brands VW 4.8% FCA 5.9% Hyundai/Kia 7.7% Manufacturer Share of California New Vehicle Market 216 thru September BMW 4.3% MB 3.9% Nissan 9.3% Other 1.2% GM 9.9% Toyota 2.2% Ford 1.2% Honda 13.6% Brands included: Toyota (Toyota, Lexus, and Scion), Honda (Honda and Acura), Ford (Ford and Lincoln), GM (Buick, Cadillac, Chevrolet, and GMC), Nissan (Nissan and Infiniti), FCA (Chrysler, Dodge, Fiat, Jeep, and Ram), VW (Audi, Bentley, Volkswagen, and Porsche), BMW (BMW, Rolls Royce, and MINI), MB (Mercedes Benz and smart), Other (all other brands). Percent Change in New Light Vehicle Registrations 16 thru September vs. 15 (Top 15 selling brands) Honda Kia Dodge Subaru Nissan Chevrolet Mercedes Mazda Ford Jeep BMW Lexus Toyota Hyundai Volkswagen -1.1% -2.5% -3.3% -5.1% -.1% -.1% -.7% 2.2% 1.5% 1.3% 7.% 7.% 6.8% 5.7% 9.9%

3 Covering Third Quarter 216 Page 3 BRAND SCOREBOARD Detailed Results for All Brands in California Market The table shows new light vehicle registrations in California, including retail and fleet transactions. Please keep in mind that monthly registration figures can occasionally be subject to fluctuations, resulting in over or under estimation of actual results. This usually occurs due to processing delays by governmental agencies. For this reason, the year-to-date figures will typically be more reflective of market results. The top 1 ranked brands in each percent change category are shaded green. California New Car and Light Truck Registrations Third Quarter 215 and 216 Year-to-date thru September Market Share California U.S. California U.S. California % chg. % chg. '16 % chg. % chg. '16 Chg. MARKET SUMMARY TOTAL 531, , % 1,548,716 1,577, % 1.1% Cars 312, , % -9.5% 918, , % -8.1% Light Trucks 218,93 245, % 6.1% 629,881 79, % 8.8% Domestic 141, ,277 2.% -1.9% 429, , %.9% European 81,88 84, % 1.9% 238, ,615.6%.2% Japanese 266,11 262,98-1.5% 759, , % 1.6% Korean 42,114 4, % -.6% 121, ,388.8% 1.1% BRAND REGISTRATIONS Acura 7,127 6,486-9.% -7.6% 2,753 18, % -9.2% Audi 9,714 1, % 3.2% 27,294 3, % 5.9% BMW 19,743 21, % 1.4% 59,118 58, % -.1% Buick 2,323 2, % 4.7% 6,894 8, %.3% Cadillac 2,851 3, % 9.8% 9,16 9,213.6% 3.8%.6.6. Chevrolet 35,471 37, % -2.4% 11, ,76 2.2% -3.% Chrysler 4,33 2, % -16.7% 13,674 9, % -22.4% Dodge 8,852 8, % 1.2% 28,762 3,765 7.% 3.% FIAT 2,973 2,73-8.2% -17.1% 9,354 7,47-2.8% -12.1% Ford 51,944 48, % -8.% 155, ,23 -.1%.3% GMC 8,98 9, % -4.6% 24,983 26, % -2.2% Honda 66,35 68, % 2.% 178, , % 4.7% Hyundai 22,847 2, % -1.% 64,728 61,49-5.1% -.6% Infiniti 5,189 5, % -.8% 14,765 15,11 2.3% 2.6% Jaguar 67 1, % 181.6% 1,92 3, % 83.% Jeep 14,193 14,36.8% 6.4% 44,76 44, % 13.9% Kia 19,267 19, % -.8% 56,748 6,714 7.% 3.% Land Rover 2,745 3, % 18.1% 8,352 1, % 14.9% Lexus 19,932 18,532-7.% -3.9% 54,57 53, % -3.2% Lincoln 1,766 1,776.6% 4.4% 4,956 5, % 1.2% Mazda 13,96 13,15.4% -5.9% 39,828 4, % -8.2% Mercedes 21,331 22,74 3.5% 3.% 61,57 61, % 1.8% MINI 3,415 2, % -5.2% 1,735 8, % -7.1% Mitsubishi 1,863 1,874.6% -3.2% 7,43 5, % 3.6% Nissan 41,269 41,571.7% -.6% 124, , % 6.4% Other 2,399 2, % 12.2% 7,115 6,6-15.6% -2.8% Porsche 3,167 3,48-3.8% -5.3% 9,25 9, % 1.2%.6.6. Ram 8,455 9, % 11.1% 22,929 25, % 1.6% Subaru 16,33 17, % 9.6% 45,545 48, % 4.2% Tesla 2,481 5, % 111.4% 7,63 13,22 73.% 59.5% Toyota 95,19 88,547-7.% -1.4% 273, ,51-3.3% -1.1% Volkswagen 14,415 12, % -11.1% 4,799 36, % -13.5% Volvo 1,569 2, % 43.3% 3,941 6, % 39.5%.3.4.1

4 Page 4 RETAIL MARKET RECAP New Retail Light Vehicle Market Up About 2% So Far This Year New retail light vehicle registrations in California increased 2.1 percent during the first nine months of this year, while fleet registrations were flat. Retail car registrations declined 5.8 percent, while light trucks (consisting of pickups, SUVs, and vans) surged 13.7 percent The table below summarizes new retail light vehicle market results during the first nine months of 215 and 216. (Note: the information presented includes retail registrations only, and excludes fleet transactions.) The Southern California retail market increased 2.3 percent, while Northern California was up 1.8 percent. California New Car and Light Truck Retail and Fleet Registrations - thru September, 21 thru 216 Registrations 9, 8, 7, 6, 5, 4, 3, 2, 1, Retail Cars Retail Light Trucks Fleet Cars Fleet Light Trucks '1 '11 '12 '16 Year-to-date totals New Retail Light Vehicle Registrations (excluding fleets) -Year-to-date thru September Northern and Southern California Selected Regional Markets Percent Change Percent Change Statewide Total 1,351,151 1,379, % San Francisco Bay 258,361 26,69.7% Cars 82,68 755, % Cars 153,1 139, % Light Trucks 548, , % Light Trucks 15,36 12,76 14.% Northern California 448, , % LA and Orange Counties 538, ,34 3.2% Cars 251,94 233,58-7.2% Cars 341, , % Light Trucks 197, , % Light Trucks 197, , % Southern California 92, , % San Diego County 12,348 12,63.2% Cars 551, , % Cars 68,781 63, % Light Trucks 35, , % Light Trucks 51,567 56, % Published by: Auto Outlook, Inc. PO Box 39 Exton, PA Phone Any material quoted must be attributed to, published by Auto Outlook, Inc. on behalf of the California New Car Dealers Association. Data source must also be shown as Data. Unforeseen events may affect the forecast projections presented. Consequently, Auto Outlook, Inc. is not responsible for management decisions based on the content of Auto Outlook. Copyright: Auto Outlook, Inc. November, 216

5 Covering Third Quarter 216 Page 5 TRACKING THE CALIFORNIA USED VEHICLE MARKET Used Vehicle Market Slows Down in Third Quarter of 216 Comparison of California New and Used Vehicle Markets Percent change in registrations ( 216 thru September vs. 215) 1 7.5% 2.5% -2.5% % -1 6, 5, 4, 3, 2, 1, Percent Change For New '12 '12 Up 1.8% '12 Used New 1 7.5% 2.5% -2.5% % -1 Percent Change For Used California Quarterly New and Used Retail Registrations (used only includes vehicles 6 years old or newer) Up.7% '16 '16 '16 Below is a list of key trends in the California used vehicle market: The pace of improvement in the used vehicle market eased during the summer of this year. Used registrations were up 7.4 percent for the first six months of this year, but the increase slipped to just.7% after nine months. As shown on the graph below, the gap between the state s new and six year old used vehicles markets has remained wide during 216. Registrations for six year old or newer vehicles were about 933, units during the first nine months of this year, 6 percent of the new vehicle total. Franchised new vehicle dealership share of the state s used vehicle market has declined in 216. Franchised dealerships accounted for 19.9 percent of the overall used vehicle market in the first nine months of this year, down slightly from 2.9 percent a year earlier (see page 6). Honda Civic was the top seller in the state used vehicle market. (Only includes vehicles six years old or newer). Civic was also the best selling new vehicle. California Used Light Vehicle Registrations - thru Sept. Registrations % Change Market Share '16 TO '16 '16 TOTAL 2,755,216 2,773,819.7% Cars 1,671,696 1,672,17 6.7% 6.3% Light Trucks 1,83,52 1,11,82 1.7% 39.3% 39.7% Detroit Three 1,46,493 1,3, % 38.% 37.2% European 381,2 373, % 13.8% 13.5% Japanese 1,22,541 1,249, % 44.3% 45.1% Korean 16, , % 3.9% 4.3% ANALYSIS OF USED VEHICLE REGISTRATIONS BY VEHICLE AGE 4 to 6 Year Old Market Has Largest Percentage Increase Used Vehicle Market Share by Age of Vehicle - thru September, 215 and years old or newer 4 to 6 years old 7 to 1 years old Older than 1 years 21.9% 9.4% 19.7% 49.1% ' % 1.4% 16.6% 49.7% INDUSTRY TOTAL 3 years old or less 4 to 6 years old 7 to 1 years old Older than 1 years Registrations by Vehicle Age thru September % ch to '16 2,755,216 2,773,819.7% 62, , % 258,11 287, % 542,82 461, % 1,352,92 1,379,23 1.9%

6 Page 6 TRACKING THE CALIFORNIA USED VEHICLE MARKET Sales at Independent Used Vehicle Dealerships Improve in 216 The first graph below shows vehicle registrations in the state during the first nine months of 14, 15, and 16 for four categories: 1. Used vehicles involving private party transactions (or unknown selling dealership); 2. Used vehicles sold by independent dealerships; 3. Used vehicles sold by franchised new vehicle dealerships; and 4. New vehicles. 1,8, 1,6, 1,4, Used and New Vehicle Registrations in California - thru September, 214, 215, and Vehicle registrations 1,2, 1,, 8, 6, 4, 2, Used vehicles (private and unknown) Used vehicles sold by independent dealerships Used vehicles sold by franchised new vehicle dealerships New vehicles Franchised New Vehicle Dealership Share of California Used Vehicle Market Share of State Used Vehicle Market ( 16 thru Sept.) Franchised dealership share % 13.1% % 17.8% 2 2.4% 2.9% 19.9% Private or Unknown dealer 57% Franchised 2% Independent 23% BEST SELLING USED VEHICLES IN THE STATE Civic, Camry and Corolla are Top Sellers in State Used Vehicle Market The graph below shows used vehicle registrations for the top 15 selling models in the state for vehicles six years old or newer. 35, 3, '16 Top 15 Selling Used Vehicles By All Sources in California (vehicles six years old or newer) thru September Used registrations 25, 2, 15, 1, 5,

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