RECORD SALES RESULT IN ENORMOUS EARNINGS

RECORD SALES RESULT IN ENORMOUS EARNINGS With every major automaker selling more vehicles during 2015 than 2014 and contributing to a record-breaking year, earnings were in very heady territory too. Among the big three in the US, FCA (Fiat Chrysler Automobiles) reported revenues of $123 billion and adjusted net profit of $2.2 billion, which was significantly greater than expectations. As with its American rivals, General Motors and Ford, FCA won t find it easy to top its 2015 performance during 2016. In fact, it is projecting a minimum decrease in 2016 revenues to $120 billion and adjusted net profit of $2 billion. General Motors 2015 earnings were not yet available when this report was written, but financial analysts best guess is $37 billion+ in sales, compared to $38.3 billion for the previous annual period. Despite the rather flat to slightly negative results, GM is considered to be in a better position than Ford and FCA if vehicles sales start to decrease because of $2 billion in projected material cost savings during 2016. ur Is exactly as It soun Ford was generally all smiles, as it announced total revenues of $149.6 billion, a $5.5-billion increase from 2014, which resulted in pre-tax profits of $10.8 billion, an increase of $3.5 billion from 2014. In its North American market, these numbers were $91.9 billion total revenues, a $9.5-billion increase, and pre-tax profits of $9.3 billion, an increase of $1.9 billion. TV HELPS TO DRIVE A BIG YEAR OF SALES Major automakers investment in TV advertising was certainly part of the winning formula for 2015 s recordbreaking year. According to data from ispot.tv, national TV ad spending increased 24.1% from 2014 s $3.9 billion to $4.84 billion for 2015. The same number of brands, 35, aired commercials, but they ran 1,233 different messages more than 912,000 times, compared to 1,064 spots placed more than 710,000 times during 2014. As THE MEDIACENTER often states, TV and digital media are the best complementary advertising combination today. Mazda proved that by generating 11.4% of all digital engagement social media, online video and search from its TV expenditure among the top 10 automakers. Of more significance is that Mazda achieved this high rate of digital media response with approximately half of Ford s total TV ad spending. Brand 2015 TV Ad Value TOP 10 TV AD SPENDERS, 2015 Number of Ads 2015 2014 TV Ad Value Number of Ads 2014 Change Ford $431.0 M 103 $364.7 M 97 +38.0% Chevrolet $430.0 M 106 $355.0 M 114 +17.9% Nissan $353.1 M 74 $311.6 M 79 +15.8% Toyota $349.2 M 122 $305.0 M 57-1.6% Kia $244.1 M 57 $232.4 M 62 +5.0% Lexus $235.0 M 66 $202.2 M 46 +56.1% Volkswagen $234.2 M 43 $156.2 M 32 +15.8% Honda $214.0 M 91 $156.0 M 79 +37.2% Subaru $202.5 M 31 $150.5 M 40 +29.6% Mercedes-Benz $200.5 M 58 $134.8 M 17 +57.1% WardsAuto (ispot.tv), January 2016 1

MARKETING FORWARD HEED CONSUMERS WORD! In the J.D. Power 2016 US Auto Avoider Study, the word is reliability. Among the new vehicle owners surveyed, 55% said reliability was a primary reason they decided to buy a particular car. Although third to exterior and interior styling, reliability has been increasing in importance, from 48% in the 2013 study to 51% in the 2015 edition. Consumers also avoid buying vehicles because of a perception of unreliability, increasing from 14% for 2015 to 17% in the 2016 study. What may be a more critical finding is that just 54% of buyers purchased the same brand as their previous vehicle or another brand from the same automaker. The other 46% switched to another automaker simply to try something different. It s an indication that automakers and dealers still need to make more of an effort to secure consumers trust and loyalty. Equally alarmingly is consumers perception of the reliability of domestic models compared to their European and Asian counterparts. Although there is plenty of research to show competitive reliability, 24% of new vehicle owners in the study thought US models were more unreliable than European models, at 13%, and Asian models, at 12%. ur Is exactly as It soun YOU CAN T KNOW TOO MUCH ABOUT CAR BUYERS In its Cars Online 2015 report, Capgemini, a major global provider of consulting, technology and outsourcing services, reveals some interesting data and perspectives on car buyers behaviors and perceptions. The report is divided among mature markets United States, United Kingdom, Germany and France and growth markets Brazil, China and India. An initial insight of extreme importance to dealerships is that 95% of customers in all markets expect to receive a response to a request for information within 24 hours. In mature markets, 49% expect an even quicker response, within 4 hours. Although it s not yet possible to buy a vehicle totally online from the typical dealership, 21% of survey respondents in the US would be willing today. Even more Americans, 29%, would be willing to switch from their current brand and purchase a new car from a technology company (Apple, Google, etc.). Clearly social media plays a significant role in the car-buying process, as 37% of Americans said they are likely to be influenced by positive comments about a brand or model. In addition, 42% said they post comments about the vehicle they purchased, their buying experience, the dealers they visited, etc. CAR-BUYING PROCESS SATISFACTION DRIVERS IN MATURE MARKETS, 2015 Driver More able to negotiate a discount 48% More knowledgeable sales staff, able to answer all questions Greater friendliness and less pressure from sales staff at dealership 39% 37% Shorter and process delivery time to receive car 31% Less administrative effort during the buying process Fast, personalized response from the manufacturer or dealer to inquiries Simpler, more streamlined process for financing or contracting warranty and service 28% 26% 24% Single sales price, no price negotiation 20% Better atmosphere and service in the showroom 15% Capgemini, Cars Online 2015 2

ROAD SIGNS FEDS TO SPEND $3.9 BILLION ON AUTONOMOUS VEHICLE PROJECTS The US government and auto industry s on-again/off-again relationship is clearly documented. It makes sense, however, for the Department of Transportation (DOT) and its National Highway Traffic Safety Administration (NHTSA) to join with automakers and others to establish guidelines for the day autonomous vehicles come to US highways and roadways. ur Is exactly as It soun To that end, Anthony Foxx, secretary of the DOT announced that the federal government proposes to invest $3.9 billion during the next 10 years to autonomous vehicle development. Before the end of the Obama administration, Foxx stated the NHTSA would invite anyone involved in autonomous vehicles to help develop guidelines for their testing. Equally important will be the ability to assess these vehicles safety features, so consumers, in particular, can rely on them. MORE CONSUMERS PREPARED TO GO DRIVERLESS During January 2016, Autotrader published its 2016 Car Tech Impact Study. Of the more than 1,000 vehicle buyers surveyed during September 2015, 70% said vehicles with parking assist, collision avoidance, automatic braking and other autonomous features would receive greater consideration. Consumers also made it clear that the safety features of autonomous vehicles are much more important than the entertainment features, at 83% and 47%, respectively. CONSUMERS PREFERENCES IN AUTONOMOUS VEHICLES, 2015 Preference Obtaining all advanced technology features wanted is more important than car color Willing to switch brands to obtain desired technology features Would watch the road from an autonomous vehicle although not driving Better integration of all smartphone models into a generic system 77% 65% 65% 57% Pay as much as $1,499 for an interactive dashboard 46% Prefer smartphone navigation system than built-in system in vehicle Autotrader, January 2016 39% AUTOMAKERS ARE FULL STEAM AHEAD WITH AUTONOMOUS VEHICLES It s still difficult for many to visualize a future with driverless cars, but automakers are not hesitating putting the pedal to the metal, with 2020 the target date for many models on the road. No fewer than 5 traditional auto manufacturers are expecting to market semi-autonomous or fully autonomous vehicles by 2020. These include Honda (semi, 2020), Nissan (fully, 2020), Toyota (fully, 2020), Kia (semi, 2020) and Ford (fully, 2020). Among technology companies, Google says it will have 4 fully autonomous models by 2020 and Baidu, the Chinese search engine, may be even earlier, by 2019. Some automakers are even closer to putting semi or fully autonomous vehicles in showrooms. Audi s A8 will be available during 2019 and is being hailed as the first production vehicle with autonomous driving technology. During summer 2016, Mercedes-Benz is planning to introduce the 2017 E-Class semi-autonomous model. Volvo s XC90 already offers a semi-autonomous drive option, which will soon be available on the S90. Although Volkswagen and General Motors are actively involved in the testing of semi and fully autonomous vehicle technology, they have yet to make a commitment as to when their models may appear in showrooms. 3

MONTHLY AUTOMOBILE SALES CHART ur Is exactly as It soun RANK AUTOMAKER 2016 YEAR TO DATE 2016 MARKET YTD MARKET #1 Ford 165,301-3.2% 165,301-3.2% 14.4% 14.4% #2 Chevrolet 137,803-3.6% 137,803-3.6% 12.0% 12.0% #3 Toyota 135,251-5.0% 135,251-5.0% 11.8% 11.8% #4 Nissan 97,220 +2.9% 97,220 +2.9% 8.5% 8.5% #5 Honda 90,247 +0.1% 90,247 +0.1% 7.9% 7.9% #6 Jeep 59,032 +14.6% 59,032 +14.6% 5.1% 5.1% #7 Hyundai 45,011 +1.1% 45,011 +1.1% 3.9% 3.9% #8 Dodge 42,109 +19.1% 42,109 +19.1% 3.7% 3.7% #9 Subaru 41,101 +0.7% 41,101 +0.7% 3.6% 3.6% #10 Kia 38,305 +0.1% 38,305 +0.1% 3.3% 3.3% #11 GMC 36,933 +3.5% 36,933 +3.5% 3.2% 3.2% #12 Ram 33,021 +5.2% 33,021 +5.2% 2.9% 2.9% #13 Mercedes-Benz* 26,563 +1.6% 26,563 +1.6% 2.3% 2.3% #14 Lexus 20,933-9.5% 20,933-9.5% 1.8% 1.8% #15 Volkswagen 20,079-14.6% 20,079-14.6% 1.7% 1.7% #16 Mazda 19,703-2.8% 19,703-2.8% 1.7% 1.7% #17 Buick 18,269 +45.5% 18,269 +45.5% 1.6% 1.6% #18 Chrysler 18,214-22.1% 18,214-22.1% 1.6% 1.6% #19 BMW 18,082-4.7% 18,082-4.7% 1.6% 1.6% #20 Audi 11,580 +2.7% 11,580 +2.7% 1.0% 1.0% #21 Cadillac 10,740-8.0% 10,740-8.0% 0.9% 0.9% #22 Acura 10,250-14.5% 10,250-14.5% 0.9% 0.9% #23 Infiniti 8,514-11.8% 8,514-11.8% 0.7% 0.7% #24 Lincoln 7,177 +8.4% 7,177 +8.4% 0.6% 0.6% #25 Mitsubishi 6,264-3.5% 6,264-3.5% 0.5% 0.5% #26 Land Rover 5,655 +7.1% 5,655 +7.1% 0.5% 0.5% #27 Scion 5,099 +38.2% 5,099 +38.2% 0.4% 0.4% #28 Porsche 4,354 +10.6% 4,354 +10.6% 0.4% 0.4% #29 Volvo 4,244 +11.9% 4,244 +11.9% 0.4% 0.4% #30 Mini 3,238 +0.3% 3,238 +0.3% 0.3% 0.3% 4

RANK AUTOMAKER 2016 YEAR TO DATE ur Is exactly as It soun 2016 MARKET YTD MARKET #31 Fiat 2,594-20.3% 2,594-20.3% 0.2% 0.2% #32 Jaguar 1,352 +6.8% 1,352 +6.8% 0.1% 0.1% #33 Maserati 525 +16.2% 525 +16.2% 0.0% 0.0% #34 Smart 399-18.9% 399-18.9% 0.0% 0.0% #35 Bentley 81-15.6% 81-15.6% 0.0% 0.0% #36 Alfa Romeo 67-30.9% 67-30.9% 0.0% 0.0% General Motors 203,745 +0.5% 203,745 +0.5% 17.7% 17.7% Ford Motor Company 172,478-2.8% 172,478-2.8% 15.0% 15.0% Toyota Motor Corporation 161,283-4.7% 161,283-4.7% 14.0% 14.0% FCA/Chrysler Group 155,037 +6.9% 155,037 +6.9% 13.5% 13.5% Nissan Motor Company Honda Motor Company 105,734 +1.6% 105,734 +1.6% 9.2% 9.2% 100,497-1.7% 100,497-1.7% 8.8% 8.8% Hyundai-Kia 83,316 +0.6% 83,316 +0.6% 7.3% 7.3% Volkswagen Group 36,364-6.9% 36,364-6.9% 3.2% 3.2% Daimler 26,962 +1.3% 26,962 +1.3% 2.3% 2.3% BMW/Mini 21,320-4.0% 21,320-4.0% 1.9% 1.9% Jaguar/Land Rover 7,007 +7.0% 7,007 +7.0% 0.6% 0.6% --- TOTAL 1,148,087-0.4% 1,148,087-0.4% --- --- Source: Automakers & ANDC Red font indicates declining year-over-year volume. Tesla does not report monthly US sales data. * Excluding Sprinter/Metris: increased 0.2% to 26,664 for December. Does not include Lamborghini Sources: WardsAuto Website: http://wardsauto.com/industry/jeep-driving-fca-rosy-future http://wardsauto.com/industry/look-automaker-tv-ad-spending-2015#slide-3-field_ images-1451071 MarketWatch Website: http://www.marketwatch.com/story/what-to-expect-from-gm-earnings-2016-02-01 Ford Motor Co. Website: https://media.ford.com/content/dam/fordmedia/north%20america/ US/2016/01/28/4qfinancials.pdf J.D. Power Website: http://www.jdpower.com/press-releases/2016-us-auto-avoider-study Capgemini Website: https://www.capgemini.com/resource-file-access/resource/pdf/cars_online_2015_0.pdf Tech Republic Website: http://www.techrepublic.com/article/federal-government-invests-3-9-billion-into-10-year-plan-for-autonomous-driving/?tag=nl.e101&s_ cid=e101&ttag=e101&ftag=tre684d531 http://www.techrepublic.com/pictures/photos-the-worlds-self-driving-cars-racingtoward-2020-and-beyond/2/?tag=nl.e101&s_cid=e101&ttag=e101&ftag=tre684d531 Autotrader Website: http://press.autotrader.com/2016-01-05-autotrader-study-shows-consumers-want- Vehicles-with-Autonomous-Features Good Car Bad Car Website: http://www.goodcarbadcar.net/2016/02/usa-auto-sales-brand-results-january-2016.html 5