BMW SALES PLAYBOOK JANUARY 2017

BMW SALES PLAYBOOK JANUARY 2017 BMW of North America, LLC Automotive Sales Department January 2017 The Ultimate Driving Machine IN THIS EDITION: 2017 Sales Support Calendar 2017 Full Year Program 2017 Lease Loyalty Program 7 Series Focus January Sales Programs 5 Series Special Edition Center Employee Program 2017 Limo & VIP Program 2017 USAA Domestic Military Program 2017 Corporate Fleet Employee Program BMW i Updates

SALES SUPPORT CALENDAR MY2016 BUILDOUT SUPPORT CONTINUES THROUGH FEBRUARY. Sales Support programs on most MY2016 models continue with residual values dropping 1-3 points on most models Lease support discontinued on MY2016 X3, X4 and i3 0% APR/Select financing remains available for all retired AMP/ETD units and NA Company Cars through March 2017 (excluding M4 GTS, M2 and i8) MY2015 MY2016 MY2016 MY2016 MY2017 JAN FEB MAR FINAL BUILDOUT (5er, 6er, X1, X5, X6) CPO ELITE PROGRAMS (ALL 2015 MODELS) CPO ELITE PROGRAMS (X3, X4, i3) REDUCED BUILDOUT PROGRAMS (2er, 3er, 4er, Z4, 7er, i8) NEW PROGRAMS (ALL MODELS) CPO ELITE PROGRAMS (5er, 6er, X1, X5, X6) FINAL BUILDOUT (2er, 3er, 4er, Z4, 7er, i8)

2017 FULL YEAR PROGRAMS CONSISTENT PROGRAMS TO STAY IN PLACE ALL YEAR LONG. PROGRAMS TO EXTEND THROUGH 2017: LEASE LOYALTY PULL AHEAD PROGRAM Up to 3 payments waived on most models except 7 Series; Up to 5 payments waived on 7 Series 7 SERIES CONSUMER SALES VOLUME BONUS For eligible RDRs: $3,000 for new Consumer RDRs, $1,500 for Consumer Updates; $750 each for Client Advisors $150 each for Sales Managers CENTER EMPLOYEE LEASE PROGRAM Discounts continue from 2016, now eligible for up to 3 Lease Vehicles/2 Purchased Vehicles per calendar year COLLEGE GRAD ALLOWANCE $1,000 to pending and recent college graduates

2017 LEASE LOYALTY PROGRAM PULL AHEAD PROGRAM TO REWARD OUR LOYAL CUSTOMERS. Up to 3 payments waived on all MY2013-2015 models EXCEPT 7 Series Up to 5 payments waived on all MY2013-2015 7 Series models M and ALPINA models are excluded New vehicles leased using this benefit must have less than 500 miles See BMW Financial Services bulletin 17-N-07 for more details

7 SERIES FOCUS BMW 7 Series Consumer Sales Volume Bonus Full Year Program for all MY2016 and newer 7 Series Payouts for 100% target achievement as follows: Dealer: $3,000 per eligible new Consumer RDR; $1,500 per eligible Demo Update Client Advisor: $750 per new Consumer RDR and Demo Update Sales Manager: $150 per new Consumer RDR and Demo Update Objective will be communicated by Area Manager See bulletin B2-US-V-1-0117-04 for more details 7 Series Flagship Certificate Limited allocation; through January 31 st only $1,500 on eligible MY2017 7 Series

JANUARY SALES PROGRAMS GETTING THE BALL ROLLING IN 2017. OPTION ALLOWANCE Most MY2016 models offer cash support for all lease and purchase types through January iperformance LEASE CREDIT Up to $3,000 when taking delivery of a lease with BMW Financial Services MY2017 7 SERIES CERTIFICATES A limited number of $1,500 certificates, applicable to all lease and purchase types through January Eligible Models APR thru 72 mos, Select thru 60 mos MY2016 (most models) 2.91% MY2017 (all models) 2.91% MY2016 M235iR, M4 GTS Coupe Standard Rates (APR only)

MY2016 PROGRAMS JANUARY OPTION ALLOWANCES AND LEASE CREDITS ON MOST MODELS CONTINUE THROUGH JANUARY. MY2016 OPTION ALLOWANCE (LOCKABLE) LEASE CREDIT iperformance (LOCKABLE) NATIONAL AD PAYMENT 2 Series $1,500 N/A 228i Cp: $319 3 Series $1,500 330e: $3,000 328i: $339 4 Series $1,500 N/A 428i Cpe: $389 5 Series $5,000 N/A 528i: $439 6 Series, 7 Series $5,000 N/A 740i: $779 Z4 N/A N/A Z4 sdr28i: $539 X1 $2,000 N/A X1 xdr28i: $269 X5, X6 $2,000 X5 xdr40e: $3,000 X5 xdr40e: $589 i3 N/A $7,500 N/A i8 $5,000 $2,465 i8 Coupe: $1,339 *Excludes M2 Coupe, M235iR and M4 GTS Coupe

MY2017 PROGRAMS JANUARY SALES SUPPORT PROGRAMS FOCUS ON VOLUME SAVS. MY2017 LEASE CREDIT iperformance (LOCKABLE) NATIONAL AD PAYMENT 2 Series N/A 230i Cp: $379 3 Series 330e: $3,000 330i: $409 4 Series N/A 430i Cpe: $449 5 Series N/A 535i GT: $659 6 Series, 7 Series 740e: $3,000 740e: $949 X1 N/A X1 xdr28i: $359 X3, X4 N/A X3 xdr28i: $409 X5, X6 X5 xdr40e: $3,000 X5 xdr40e: $649 i3 $7,500 i3 BEV: $279 i8 $2,465 N/A

5 SERIES SPECIAL EDITION NEW $5,000 PURCHASE CREDIT ON MY2016 5 SERIES ALSO AVAILABLE. THE DEDICATED 5 SERIES SPECIAL EDITION PLAYBOOK IS POSTED ON PKoD A limited number of final production MY2016 528i and 528i xdrive Sedans Jet Black or Alpine White exterior with Black SensaTec upholstery Black Kidney Grilles $2,300 Special Edition (ZSE) Package includes: Shadowline Exterior Trim Badge Delete Rear View Camera with PDC Heated Front Seats Exclusive 19 Double-Spoke Alloy Wheels TOTAL MSRP + DESTINATION CHARGE: 528i Special Edition: $53,745 528i xdrive Special Edition: $56,045 Background photo not representative; See 5 Series Special Edition Playbook on PKOD for full details and photos

2017 CENTER EMPLOYEE PROGRAM THE BRAND S BEST AMBASSADORS DESERVE THE BEST DEALS THROUGH JANUARY 2, 2018, CENTER EMPLOYEES WILL BE ELIGIBLE FOR: Leasing up to 3 vehicles per calendar year Purchasing up to 2 vehicles per calendar year AS IN THE 2016 PROGRAM: BMW FS waives the security deposit and acquisition fee CEP incentives may be combined with existing Sales Support Programs See bulletin B2-US-V-1-0117-05 for details

2017 LIMO AND VIP SALES PROGRAM JANUARY 5 TH - MARCH 31 ST, 2017. 7-Series Limo Incentive Model Year 2017 6 Cylinder and 740e - $11,295 incentive applied to dealer invoice price. 8 Cylinder - $18,110 incentive applied to dealer invoice price. Customer must be enrolled through Limo Program to qualify. Retail Type L Pays AVP and Dealer Handling Fee ($1,000); retail counts towards your sales target! BMW FS Regional Standard Rates must be used on FS Loan Contracts; supported rates will not be funded. Limo Incentive cannot be applied to an FS lease. VIP Sales Program VIP must be approved by BMW NA. $1,500 for a new BMW leased or financed through BMW FS. $3,000 is available for those customers that pay cash or use alternate financing. BMW NA will pay participating centers a $500 delivery fee for each vehicle delivered under the VIP Purchase Program. If the participant elects to lease or finance through BMW FS, any sales support programs in place at the time of delivery can be applied. Contact Info for more details: Eric.Vicedomini@bmwna.com 201-307-4465

2017 USAA DOMESTIC MILITARY PROGRAM THROUGH JANUARY 2, 2018: Cash incentive increased to $2000 on all models FS Lease - $500 FS Loan - $1000 Combinable with all monthly Sales Programs EXCEPT Euro Delivery See bulletin V-2-0117-SS-01 for more details Questions? Contact Special Sales 800-932-0831 bmwspecialsales@bmwna.com

BMW CORPORATE FLEET EMPLOYEE PROGRAM. THIS SPECIAL INCENTIVE DELIVERS THE ULTIMATE FOR LESS. Now is the time to develop a strategy to engage your Corporate Fleet clients that offers them the benefit of a lower payment. Leverage the 2017CY incentives to realize every opportunity and create a few more. Take advantage of a Lease Rate Reduction of.00020mf when leasing through BMW FS. Apply most Sales Support Programs available at time of purchase. +$500 from 2016 CORPORATE FLEET INCENTIVE Level 2 / Retail Type G Incentive off MSRP Model Year 2016 / 2017 / 2018 Cash / FS Loan FS Lease 2, 3, 4, 5, i8, X1, X3, X4, X5, X6 and Z4 (includes M models) $2,500 $1,500 6 and 7 Series (includes M models) $3,500 $1,500 *i3 BEV, i3 REX $5,000 $1,500 *i3 BEV / REX - Cash and FS Loan not combinable with Sales Support Programs

BMW i8 PROTONIC DARK SILVER EDITION. MY 17 SPECIAL PAINT. Special Protonic Dark Silver Paint Limited to 40 units USA and allocation will be based on: 2017 Retail Forecast Past 4 Months Retail Performance Pipeline Inventory Giga Dark Interior w/ Blue Seat Belts Additional information to be available on PKoD shortly. Starting Feb production Pricing: TBD

UPDATED BMW i DIGITAL ASSETS AVAILABLE ON MARKETING CENTRAL. Digital assets now have MY 2017 REX EPA ratings of 180 mi included. Email Signature Radio (Regionally specific) And more! Get directly to Marketing Central by clicking here ChargeNow DC Fast EVgo Program FMA Website Assets Program information available at: http://chargenow.chargepoint.com/fast-charging