ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS

2017 ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS NATIONAL AUTOMOBILE DEALERS ASSOCIATION

Overview This latest NADA Data, our comprehensive financial profile of new-car dealerships, includes the many major milestones achieved by the auto retail industry in 2017 (also look for our mid-year update, available in third quarter 2018). Among them: The nation s 16,802 franchised dealers sold 17.14 million light-duty vehicles. Total new-vehicle sales topped $1 trillion. Dealerships wrote more than 316 million repair orders, with service and parts sales exceeding $114 billion. At the end of 2017, dealership employment topped 1.1 million and by year-end 2018 should hit reach an all-time high. In addition to direct employment by dealerships, hundreds of thousands of other jobs in local communities depend on auto retail. Patrick Manzi Senior Economist, NADA Plus, dealerships spend billions of dollars in their communities on contracting and other services. This, of course, includes dealership employees wages, which in 2017 totaled more than $66 billion. Dealership compensation is far higher than that of other retail sectors. In fact, auto retail continues to boast one of the highest average salaries of any industry. While employment at a dealership has for decades been one of the best paths to the middle-class American dream, customers also have benefited. There is healthy competition between dealers to sell and service vehicles which has meant good deals for consumers. With sales in the average U.S. dealership relatively flat in 2017, the opening of new retail outlets became the main driver of the year s total dealership sales increase. And as margins on new-car sales have fallen since the recession, dealers have done an excellent job focusing on service and parts with those sales in the average dealership increasing 6 percent per year on an average annualized basis since 2009. Boyi Xu Economist, NADA There is also a section on the new- and used-vehicle consumer, with in-depth data from Experian. These stats include average monthly payment, average loan term, leasing and much more. Note: NADA Data was first published decades ago, and some of the methodology and data sources have naturally changed along the way. Therefore, previous reports may not be directly comparable to the current version. CONTENTS New Light-Vehicle Dealerships.................................... 2 Dealership Financial Trends..................................... 19 New Light-Vehicle Department... 23 F&I Department... 26 Used-Vehicle Department... 27 Service and Parts Department... 28 Body Shop Department... 30 Dealership Advertising... 31 Employment and Payroll... 33 New- and Used-Vehicle Consumer... 36 NADA DATA 2017 nada.org 1

New Light-Vehicle Dealerships Average Light-Vehicle Dealership Profile 2015 2016 2017 Total sales $56,723,576 $59,590,891 $59,672,779 Total gross 1 $6,572,760 $6,771,320 $6,795,692 As % of total sales 11.6% 11.4% 11.4% Total expense $6,099,768 $6,495,666 $6,706,134 As % of total sales 10.8% 10.9% 11.2% As % of total gross 92.8% 95.9% 98.7% Total operating profit $472,981 $275,662 $91,774 As % of total sales 0.8% 0.5% 0.2% As % of total gross 7.2% 4.1% 1.4% Net profit before tax $1,503,432 $1,466,799 $1,394,756 As % of total sales 2.7% 2.5% 2.3% As % of total gross 22.9% 21.7% 20.5% New-vehicle department 2 New-vehicle department total sales $33,006,319 $34,546,139 $34,393,462 New-vehicle department sales as % of total sales 58.2% 58.0% 57.6% New-vehicle department gross as % of total gross 29.5% 27.8% 26.6% New-vehicle selling price (retail) 3 $33,456 $34,449 $34,670 Gross as % of selling price 6.4% 6.0% 5.7% Retail gross profit per new vehicle retailed $2,152 $2,066 $1,959 Retail net profit per new vehicle retailed ($22) ($217) ($421) Average number of new vehicles retailed 916 928 922 F&I income as % of new-vehicle department sales 2.8% 2.8% 2.9% F&I penetration (new) 90.3% 90.4% 90.3% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. NADA DATA 2017 nada.org 2

New Light-Vehicle Dealerships (continued) Average Light-Vehicle Dealership Profile (continued) 2015 2016 2017 Used-vehicle department 2 Used-vehicle department sales $17,240,887 $18,109,934 $18,106,032 Used-vehicle department sales as % of total sales 30.4% 30.4% 30.3% Used-vehicle department gross as % of total gross 25.1% 24.9% 24.4% Used-vehicle selling price (retail) 3 $19,400 $19,886 $20,009 Gross as % of selling price 12.6% 12.1% 11.7% Retail gross profit per new vehicle retailed $2,444 $2,415 $2,337 Retail net profit per new vehicle retailed $132 $65 ($2) Average number of used vehicles retailed 677 703 706 F&I income as % of used-vehicle sales 3.6% 3.7% 3.7% F&I penetration (used) 71.4% 74.4% 73.2% Used- to new-unit vehicle ratio (retail only) 74.0% 75.7% 76.6% Service, parts and body shop department Service, parts and body shop sales $6,458,094 $6,972,698 $7,194,457 Service, parts and body shop sales as % of total sales 11.4% 11.7% 12.1% Service, parts and body shop gross as % of total gross 45.4% 47.3% 49.0% Warranty as % of total service, parts and body shop sales 17.6% 18.2% 18.7% Advertising expense 4 $554,815 $587,787 $579,425 As % of total gross 8.4% 8.7% 8.5% Per new vehicle retailed $606 $633 $629 Rent and equivalent $674,856 $724,207 $750,908 As % of total gross 10.3% 10.7% 11.0% Per new vehicle retailed $737 $780 $815 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. 4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2017 nada.org 3

New Light-Vehicle Dealerships (continued) Average Light-Vehicle Dealership Profile (continued) 2015 2016 2017 Floor plan interest ($134,238) ($114,979) ($51,802) As % of total sales -2.0% -1.7% -0.8% Per new vehicle retailed ($147) ($124) ($56) Selling, general and administrative expense $5,628,310 $5,970,593 $6,069,902 As % of total sales 9.9% 10.0% 10.2% As % of total gross 85.6% 88.2% 89.3% NADA DATA 2017 nada.org 4

New Light-Vehicle Dealerships (continued) Domestic Dealership Profile 2015 2016 2017 Total sales $49,882,081 $53,647,345 $53,477,979 Total gross 1 $5,655,845 $5,905,305 $5,902,681 As % of total sales 11.3% 11.0% 11.0% Total expense $5,142,563 $5,560,929 $5,663,390 As % of total sales 10.3% 10.4% 10.6% As % of total gross 90.9% 94.2% 95.9% Total operating profit $513,282 $344,398 $244,258 As % of total sales 1.0% 0.6% 0.5% As % of total gross 9.1% 5.8% 4.1% Net profit before tax $1,306,329 $1,235,709 $1,101,694 As % of total sales 2.6% 2.3% 2.1% As % of total gross 23.1% 20.9% 18.7% New-vehicle department 2 New-vehicle department total sales $28,732,592 $31,205,348 $31,168,978 New-vehicle department sales as % of total sales 57.6% 58.2% 58.3% New-vehicle department gross as % of total gross 30.5% 29.0% 28.9% New-vehicle selling price (retail) 3 $35,606 $36,920 $37,924 Gross as % of selling price 6.6% 6.1% 5.9% Retail gross profit per new vehicle retailed $2,351 $2,252 $2,250 Retail net profit per new vehicle retailed $203 ($31) ($169) Average number of new vehicles retailed 734 762 746 F&I income as % of new-vehicle department sales 2.7% 2.6% 2.7% F&I penetration (new) 93.4% 93.5% 93.6% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. NADA DATA 2017 nada.org 5

New Light-Vehicle Dealerships (continued) Domestic Dealership Profile (continued) 2015 2016 2017 Used-vehicle department 2 Used-vehicle department sales $15,715,175 $16,636,530 $16,409,141 Used-vehicle department sales as % of total sales 31.5% 31.0% 30.7% Used-vehicle department gross as % of total gross 27.3% 27.0% 26.6% Used-vehicle selling price (retail) 3 $18,897 $19,531 $19,831 Gross as % of selling price 13.2% 12.8% 12.5% Retail gross profit per new vehicle retailed $2,503 $2,498 $2,481 Retail net profit per new vehicle retailed $228 $171 $159 Average number of used vehicles retailed 631 656 645 F&I income as % of used-vehicle sales 3.5% 3.6% 3.7% F&I penetration (used) 70.1% 74.5% 74.0% Used- to new-unit vehicle ratio (retail only) 86.0% 86.1% 86.5% Service, parts and body shop department Service, parts and body shop sales $5,401,407 $5,875,582 $5,949,085 Service, parts and body shop sales as % of total sales 10.8% 11.0% 11.1% Service, parts and body shop gross as % of total gross 42.2% 43.9% 44.6% Warranty as % of total service, parts and body shop sales 17.1% 17.4% 16.8% Advertising expense 4 $466,041 $510,014 $494,080 As % of total gross 8.2% 8.6% 8.4% Per new vehicle retailed $635 $670 $663 Rent and equivalent $527,532 $574,209 $595,380 As % of total gross 9.3% 9.7% 10.1% Per new vehicle retailed $719 $754 $799 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. 4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2017 nada.org 6

New Light-Vehicle Dealerships (continued) Domestic Dealership Profile (continued) 2015 2016 2017 Floor plan interest ($115,927) ($92,998) ($19,011) As % of total sales -2.0% -1.6% -0.3% Per new vehicle retailed ($158) ($122) ($26) Selling, general and administrative expense $4,767,377 $5,114,044 $5,102,890 As % of total sales 9.6% 9.5% 9.5% As % of total gross 84.3% 86.6% 86.5% NADA DATA 2017 nada.org 7

New Light-Vehicle Dealerships (continued) Import Dealership Profile 2015 2016 2017 Total sales $64,952,534 $66,739,795 $64,568,304 Total gross 1 $7,675,626 $7,812,964 $7,501,406 As % of total sales 11.8% 11.7% 11.6% Total expense $7,251,095 $7,619,970 $7,530,177 As % of total sales 11.2% 11.4% 11.7% As % of total gross 94.5% 97.5% 100.4% Total operating profit $424,506 $192,986 ($28,728) As % of total sales 0.7% 0.3% 0.0% As % of total gross 5.5% 2.5% -0.4% Net profit before tax $1,740,509 $1,744,755 $1,626,353 As % of total sales 2.7% 2.6% 2.5% As % of total gross 22.7% 22.3% 21.7% New-vehicle department 2 New-vehicle department total sales $38,146,762 $38,564,446 $36,941,655 New-vehicle department sales as % of total sales 58.7% 57.8% 57.2% New-vehicle department gross as % of total gross 28.5% 26.8% 25.2% New-vehicle selling price (retail) 3 $31,785 $32,443 $32,863 Gross as % of selling price 6.3% 5.9% 5.5% Retail gross profit per new vehicle retailed $1,998 $1,915 $1,798 Retail net profit per new vehicle retailed ($198) ($369) ($562) Average number of new vehicles retailed 1,135 1,128 1,061 F&I income as % of new-vehicle department sales 2.9% 3.0% 3.1% F&I penetration (new) 88.0% 87.8% 88.4% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. NADA DATA 2017 nada.org 8

New Light-Vehicle Dealerships (continued) Import Dealership Profile (continued) 2015 2016 2017 Used-vehicle department 2 Used-vehicle department sales $19,076,016 $19,882,147 $19,447,023 Used-vehicle department sales as % of total sales 29.4% 29.8% 30.1% Used-vehicle department gross as % of total gross 23.2% 23.0% 23.1% Used-vehicle selling price (retail) 3 $19,920 $20,254 $20,129 Gross as % of selling price 12.0% 11.5% 11.1% Retail gross profit per new vehicle retailed $2,383 $2,329 $2,240 Retail net profit per new vehicle retailed $32 ($46) ($111) Average number of used vehicles retailed 734 760 755 F&I income as % of used-vehicle sales 3.7% 3.8% 3.8% F&I penetration (used) 72.7% 74.4% 72.6% Used- to new-unit vehicle ratio (retail only) 64.6% 67.3% 71.2% Service, parts and body shop department Service, parts and body shop sales $7,729,079 $8,292,311 $8,178,630 Service, parts and body shop sales as % of total sales 11.9% 12.4% 12.7% Service, parts and body shop gross as % of total gross 48.2% 50.3% 51.8% Warranty as % of total service, parts and body shop sales 18.0% 18.9% 19.8% Advertising expense 4 $661,593 $681,333 $646,870 As % of total gross 8.6% 8.7% 8.6% Per new vehicle retailed $583 $604 $610 Rent and equivalent $852,057 $904,625 $873,816 As % of total gross 11.1% 11.6% 11.6% Per new vehicle retailed $751 $802 $824 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. 4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2017 nada.org 9

New Light-Vehicle Dealerships (continued) Import Dealership Profile (continued) 2015 2016 2017 Floor plan interest ($156,263) ($141,417) ($77,716) As % of total sales -2.0% -1.8% -1.0% Per new vehicle retailed ($138) ($125) ($73) Selling, general and administrative expense $6,663,841 $7,000,851 $6,834,097 As % of total sales 10.3% 10.5% 10.6% As % of total gross 86.8% 89.6% 91.1% NADA DATA 2017 nada.org 10

New Light-Vehicle Dealerships (continued) Luxury Dealership Profile 2015 2016 2017 Total sales $93,016,150 $94,128,296 $86,306,866 Total gross 1 $9,980,162 $10,215,697 $9,652,044 As % of total sales 10.7% 10.9% 11.2% Total expense $9,785,416 $10,072,428 $9,701,416 As % of total sales 10.5% 10.7% 11.2% As % of total gross 98.0% 98.6% 100.5% Total operating profit $194,619 $143,233 ($49,181) As % of total sales 0.2% 0.2% -0.1% As % of total gross 2.0% 1.4% -0.5% Net profit before tax $2,606,132 $2,524,279 $2,409,299 As % of total sales 2.8% 2.7% 2.8% As % of total gross 26.1% 24.7% 25.0% New-vehicle department 2 New-vehicle department total sales $53,270,605 $52,197,235 $46,508,524 New-vehicle department sales as % of total sales 57.3% 55.5% 53.9% New-vehicle department gross as % of total gross 23.4% 22.7% 20.6% New-vehicle selling price (retail) 3 $50,191 $52,296 $53,044 Gross as % of selling price 5.1% 5.1% 4.6% Retail gross profit per new vehicle retailed $2,579 $2,661 $2,430 Retail net profit per new vehicle retailed ($732) ($711) ($1,122) Average number of new vehicles retailed 1,003 939 807 F&I income as % of new-vehicle department sales 2.0% 2.0% 2.1% F&I penetration (new) 66.4% 69.8% 70.7% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. 3 Excludes F&I sales. NADA DATA 2017 nada.org 11

New Light-Vehicle Dealerships (continued) Luxury Dealership Profile (continued) 2015 2016 2017 Used-vehicle department 2 Used-vehicle department sales $27,916,848 $29,261,825 $27,660,353 Used-vehicle department sales as % of total sales 30.0% 31.1% 32.0% Used-vehicle department gross as % of total gross 18.8% 18.5% 18.7% Used-vehicle selling price (retail) 3 $30,205 $30,553 $30,379 Gross as % of selling price 8.7% 8.4% 8.3% Retail gross profit per new vehicle retailed $2,623 $2,556 $2,507 Retail net profit per new vehicle retailed ($37) ($144) ($197) Average number of used vehicles retailed 683 723 700 F&I income as % of used-vehicle sales 2.3% 2.4% 2.5% F&I penetration (used) 45.8% 50.2% 52.6% Used- to new-unit vehicle ratio (retail only) 68.1% 77.0% 86.7% Service, parts and body shop department Service, parts and body shop sales $11,826,547 $12,665,377 $12,133,618 Service, parts and body shop sales as % of total sales 12.7% 13.5% 14.1% Service, parts and body shop gross as % of total gross 57.7% 58.9% 60.6% Warranty as % of total service, parts and body shop sales 20.6% 19.0% 20.8% Advertising expense 4 $635,917 $599,152 $537,352 As % of total gross 6.4% 5.9% 5.6% Per new vehicle retailed $634 $638 $666 Rent and equivalent $1,244,705 $1,320,896 $1,185,167 As % of total gross 12.5% 12.9% 12.3% Per new vehicle retailed $1,241 $1,407 $1,469 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. 4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2017 nada.org 12

New Light-Vehicle Dealerships (continued) Luxury Dealership Profile (continued) 2015 2016 2017 Floor plan interest ($193,876) ($208,544) ($122,710) As % of total sales -1.9% -2.0% -1.3% Per new vehicle retailed ($193) ($222) ($152) Selling, general and administrative expense $8,949,810 $9,330,490 $8,815,579 As % of total sales 9.6% 9.9% 10.2% As % of total gross 89.7% 91.3% 91.3% NADA DATA 2017 nada.org 13

New Light-Vehicle Dealerships (continued) Mass-Market Dealership Profile 2015 2016 2017 Total sales $52,689,062 $55,741,355 $55,903,286 Total gross 1 $6,194,993 $6,387,677 $6,391,168 As % of total sales 11.8% 11.5% 11.4% Total expense $5,690,071 $6,097,607 $6,280,899 As % of total sales 10.8% 10.9% 11.2% As % of total gross 91.8% 95.5% 98.3% Total operating profit $504,923 $290,082 $112,772 As % of total sales 1.0% 0.5% 0.2% As % of total gross 8.2% 4.5% 1.8% Net profit before tax $1,381,859 $1,349,840 $1,251,327 As % of total sales 2.6% 2.4% 2.2% As % of total gross 22.3% 21.1% 19.6% New-vehicle department 2 New-vehicle department total sales $30,760,162 $32,586,978 $32,687,910 New-vehicle department sales as % of total sales 58.4% 58.5% 58.5% New-vehicle department gross as % of total gross 30.6% 28.7% 27.9% New-vehicle selling price (retail) 3 $31,359 $32,399 $32,426 Gross as % of selling price 6.7% 6.2% 5.9% Retail gross profit per new vehicle retailed $2,099 $1,997 $1,901 Retail net profit per new vehicle retailed $65 ($162) ($335) Average number of new vehicles retailed 908 929 939 F&I income as % of new-vehicle department sales 3.0% 2.9% 3.1% F&I penetration (new) 93.3% 92.7% 92.6% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. NADA DATA 2017 nada.org 14

New Light-Vehicle Dealerships (continued) Mass-Market Dealership Profile (continued) 2015 2016 2017 Used-vehicle department 2 Used-vehicle department sales $16,049,468 $16,860,289 $16,747,272 Used-vehicle department sales as % of total sales 30.5% 30.2% 30.0% Used-vehicle department gross as % of total gross 26.3% 26.0% 25.6% Used-vehicle selling price (retail) 3 $18,171 $18,643 $18,549 Gross as % of selling price 13.3% 12.9% 12.5% Retail gross profit per new vehicle retailed $2,423 $2,398 $2,313 Retail net profit per new vehicle retailed $150 $88 $26 Average number of used vehicles retailed 677 701 707 F&I income as % of used-vehicle sales 3.8% 3.9% 4.0% F&I penetration (used) 74.3% 77.3% 76.1% Used- to new-unit vehicle ratio (retail only) 74.6% 75.5% 75.4% Service, parts and body shop department Service, parts and body shop sales $5,859,437 $6,336,484 $6,492,917 Service, parts and body shop as % of total sales 11.1% 11.4% 11.6% Service, parts and body shop as % of total gross 43.1% 45.2% 46.5% Warranty as % of total service, parts and body shop sales 16.9% 18.0% 18.1% Advertising expense 4 $546,535 $587,248 $585,740 As % of total gross 8.8% 9.2% 9.2% Per new vehicle retailed $602 $632 $624 Rent and equivalent $611,450 $657,912 $689,698 As % of total gross 9.9% 10.3% 10.8% Per new vehicle retailed $674 $709 $735 2 Includes F&I sales unless otherwise noted. 3 Excludes F&I sales. 4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates. NADA DATA 2017 nada.org 15

New Light-Vehicle Dealerships (continued) Mass-Market Dealership Profile (continued) 2015 2016 2017 Floor plan interest ($128,653) ($105,632) ($42,803) As % of total sales -2.1% -1.7% -0.7% Per new vehicle retailed ($142) ($114) ($46) Selling, general and administrative expense $5,259,782 $5,596,597 $5,680,419 As % of total sales 10.0% 10.0% 10.2% As % of total gross 84.9% 87.6% 88.9% NADA DATA 2017 nada.org 16

New Light-Vehicle Dealerships (continued) New Light-Vehicle Dealerships by State, 2017 Alabama 270 Alaska 29 Arizona 248 Arkansas 211 California 1,333 Colorado 247 Connecticut 253 Delaware 54 Florida 867 Georgia 489 Hawaii 68 Idaho 98 Illinois 713 Indiana 396 Iowa 286 Kansas 216 Kentucky 242 Louisiana 277 Maine 115 Maryland 302 Massachusetts 391 Michigan 614 Minnesota 332 Mississippi 179 Missouri 385 Montana 99 Nebraska 158 Nevada 97 New Hampshire 135 New Jersey 454 New Mexico 114 New York 852 North Carolina 579 North Dakota 77 Ohio 719 Oklahoma 260 Oregon 220 Pennsylvania 872 Rhode Island 53 South Carolina 252 South Dakota 85 Tennessee 334 Texas 1,180 Utah 137 Vermont 82 Virginia 458 Washington 312 West Virginia 138 Wisconsin 469 Wyoming 51 Total U.S. 16,802 1,333CALIFORNIA Highest number of new light-vehicle dealerships 29ALASKA Lowest number of new light-vehicle dealerships 16,802 TOTAL NEW-CAR DEALERSHIPS NADA DATA 2017 nada.org 17

New Light-Vehicle Dealerships (continued) Count by Chain Size by Year Number of stores 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 1 7,514 6,799 6,316 5,962 5,763 5,500 5,290 5,133 4,972 4,941 2 1,575 1,445 1,394 1,355 1,339 1,346 1,345 1,294 1,289 1,278 3 593 556 528 543 549 553 547 558 542 553 4 313 276 275 273 269 258 266 289 304 302 5 180 175 172 169 171 173 173 175 173 173 6 100 95 87 99 103 100 114 100 109 118 7 64 47 44 49 52 53 52 63 69 72 8 33 38 39 40 54 57 49 54 48 43 9 37 28 27 22 19 30 30 33 42 39 10 16 17 16 27 20 22 28 28 29 35 11-25 79 77 79 75 88 91 110 116 117 120 26-50 8 7 6 7 7 7 9 9 11 11 50+ 6 6 7 8 9 9 9 9 10 10 Total Individual Owners 10,518 9,566 8,990 8,629 8,443 8,199 8,022 7,861 7,715 7,695 Total Dealerships (Rooftops) 18,496 16,918 16,181 16,049 16,125 16,170 16,396 16,545 16,708 16,802 NADA DATA 2017 nada.org 18

Dealership Financial Trends Total Sales by State, 2017 State All dealerships ($ millions) Average per dealership ($ thousands) Alabama $12,589 $46,624 Alaska $1,642 $56,633 Arizona $22,246 $89,703 Arkansas $7,979 $37,815 California $119,696 $89,999 Colorado $17,169 $69,511 Connecticut $10,289 $40,667 Delaware $2,961 $54,826 Florida $77,423 $89,300 Georgia $29,293 $59,903 Hawaii $5,082 $74,734 Idaho $3,969 $40,498 Illinois $38,256 $53,655 Indiana $14,414 $36,398 Iowa $7,889 $27,582 Kansas $6,029 $27,914 Kentucky $8,707 $35,981 Louisiana $12,157 $43,888 Maine $3,706 $32,230 Maryland $19,646 $65,054 Massachusetts $21,299 $54,474 Michigan $40,344 $65,707 Minnesota $14,835 $44,682 Mississippi $7,217 $40,320 Missouri $18,425 $47,856 Montana $3,512 $35,478 State All dealerships ($ millions) Average per dealership ($ thousands) Nebraska $5,179 $32,775 Nevada $8,471 $87,333 New Hampshire $5,780 $42,813 New Jersey $34,326 $75,609 New Mexico $5,097 $44,711 New York $60,348 $70,831 North Carolina $26,508 $45,782 North Dakota $2,198 $28,552 Ohio $35,907 $49,941 Oklahoma $43,712 $168,124 * Oregon $11,064 $50,291 Pennsylvania $39,028 $44,757 Rhode Island $2,906 $54,823 South Carolina $13,344 $52,953 South Dakota $2,371 $27,899 Tennessee $15,780 $47,244 Texas $90,072 $76,332 Utah $8,578 $62,610 Vermont $2,559 $31,698 Virginia $22,771 $49,718 Washington $18,125 $58,092 West Virginia $4,772 $34,577 Wisconsin $15,131 $32,263 Wyoming $1,507 $29,553 Total U.S. $1,002,622 $59,673 * State-level estimates are calculated using the share of total U.S. new vehicle registrations in that state. Oklahoma has an unusually high share of fleet registrations, which inflates dealership sales estimates. NADA DATA 2017 nada.org 19

Dealership Financial Trends (continued) Total Sales of New-Vehicle Dealerships by Year Share of Total Dealership Sales Dollars, 2016 vs. 2017 $1200 1000 $60 50 Service and parts 11.7 % Service and parts 12.1 % 800 600 400 2010 All dealerships (left scale) in billions of dollars Average per dealership (right scale) in millions of dollars 2011 2012 2013 2014 2015 2016 2017 40 30 30.4 % Used vehicles 2016 57.9 % New vehicles 30.3 % Used vehicles 2017 57.6 % New vehicles New-Vehicle Registrations by State, 2017 In percent of total registrations 1.8 1.1 0.8 12.0 0.4 0.2 0.4 0.2 0.2 0.5 0.9 1.7 0.6 2.2 0.5 4.4 1.5 1.5 0.8 3.8 1.8 0.8 4.0 3.6 1.4 0.9 1.6 0.3 6.0 3.9 0.5 2.3 2.6 1.3 0.4 0.6 2.1 1.0 0.3 3.4 0.3 2.0 0.2 9.0 1.2 0.7 1.3 2.9 7.7 HI 0.5 Source: IHS Markit <1% 1.0-2.0% 2.1-3.0% 3.1-4.0% 4.1-6.0% 6.1-8.0% 8.1-10.0% >10.1% NADA DATA 2017 nada.org 20

Dealership Financial Trends (continued) New-Vehicle Department Gross Profit by Year Average dealership, in millions of dollars, including F&I $2.0 1.5 1.0 0.5 0.0 2010 2011 2012 2013 2014 2015 2016 2017 Used-Vehicle Department Gross Profit by Year Average dealership, in millions of dollars, including F&I $2.0 1.5 1.0 0.5 0 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 21

Dealership Financial Trends (continued) Service and Parts Department Gross Profit by Year Average dealership, in millions of dollars $3.5 3.0 2.5 2.0 1.5 1.0.5 0 2010 2011 2012 2013 2014 2015 2016 2017 Total Net Profit Share of Sales by Year Average dealership, in percent of sales 3.0% 2.5 2.0 1.5 1.0.5 0 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 22

New Light-Vehicle Department New-Vehicle Inventories and Days Supply by Year Inventory (in millions) 4.0 Total 3.5 3.0 2.5 Domestic 2.0 Days supply 80 75 70 65 60 Domestic domestic 1,923,100 NEW-CAR INVENTORY import 1,866,400 3,789,500 1.5 1.0.5 0 Import Import 2010 2017 2010 2017 55 50 45 40 NEW-VEHICLE DAYS SUPPLY 70 56 domestic import Source: Automotive News Average Number of New Vehicles Sold and Selling Price Year New vehicles sold Average retail selling price 2010 714 $30,079 SOLD 2011 793 $30,982 2012 896 $31,194 2013 960 $32,035 2014 1,003 $32,824 2015 1,051 $33,456 2016 1,045 $34,449 2017 1,020 $34,670 $34,670 AVERAGE SELLING PRICE OF NEW VEHICLES SOLD (by new-vehicle dealerships) Source: WardsAuto, NADA NADA DATA 2017 nada.org 23

New Light-Vehicle Department (continued) New Light-Duty Vehicle Sales by Year Year New cars Light-duty trucks Total light-duty vehicles Light-duty trucks as % of total 2006 7,780,800 8,721,000 16,502,700 52.8% 2007 7,618,400 8,470,900 16,089,300 52.6% 2008 6,813,550 6,381,050 13,194,600 48.4% 2009 5,456,300 4,945,400 10,401,700 47.5% 2010 5,635,400 5,919,100 11,554,500 51.2% 2011 6,089,300 6,644,900 12,734,200 52.2% 2012 7,242,800 7,199,000 14,441,800 49.8% 2013 7,582,500 7,942,300 15,524,800 51.2% 2014 7,688,900 8,748,100 16,437,000 53.2% 2015 7,525,023 9,861,024 17,386,047 56.7% 2016 6,873,158 10,591,862 17,465,020 60.6% 2017 6,079,584 11,055,149 17,134,733 64.5% Source: WardsAuto Gross Margin as Percentage of Selling Price by Year (excluding F&I) New vehicles retailed 4.5% 4 3.5 3 2.5 2 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 24

New Light-Vehicle Department (continued) Manufacturer Gains/Losses in Market Share, 2017 Loss/Gain Loss/Gain Market Share, by manufacturer 2.0% 1.8 1.6 1.4 1.2 1.0 0.8 0.6 0.4 0.2 0-0.2-0.4-0.6-0.8-1.0-1.2-1.4-1.6-1.8-2.0% VW BMW Daimler Subaru Other* Hyundai- Kia Nissan Honda Toyota GM FCA Ford *Other is Jaquar/Land Rover, Mitsubishi, Mazda, Tesla, Volvo gain no change loss All Figures are Year to Date / Year to Date Changes New-Vehicle Sales and Market Share by Manufacturer Year FCA Ford GM Toyota Honda Nissan Volkswagen Other Total 2017 2,042,173 2,512,881 3,000,147 2,434,515 1,641,429 1,593,464 339,676 3,570,448 11.9% 14.7% 17.5% 14.2% 9.6% 9.3% 2.0% 20.8% 17,134,733 Source: WardsAuto NADA DATA 2017 nada.org 25

F&I Department Aftermarket Income by Year As % of new- and used-vehicle department gross profit 60% 50 Total 40 30 Finance and insurance 20 Service contract and other 10 0 2010 2011 2012 2013 2014 2015 2016 2017 Service Contract Penetration Rates by Year As a % of vehicles retailed 50% New Used 40 30 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 26

Used-Vehicle Department Used-Vehicle Sales by New-Vehicle Dealerships, by Year In millions 15 Sources of Used Vehicles Retailed by New-Vehicle Dealerships, 2017 4.8 % Street purchase 12 9 6 25.5 % Auction purchase 42.9 % Trade-in on new vehicle 3 4.1 % Other 22.7 % Trade-in on used vehicle 0 2010 2011 2012 2013 2014 2015 2016 2017 Average Retail Selling Price of Used Vehicles Sold by New-Vehicle Dealerships In thousands $20.0 SOLD 17.5 $20,009 AVERAGE RETAIL SELLING PRICE OF USED VEHICLES SOLD (by new-vehicle dealerships) 15.0 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 27

Service and Parts Department Dealerships Total Service and Parts Sales, 2017 Service labor sales (in billions of dollars) $20 15 10 Dealerships Total Service and Parts Sales, 2017 (in billions of dollars) Service labor sales Customer mechanical $20.00 Customer body $4.08 Warranty $9.86 Sublet $3.96 5 Internal $8.73 Other $4.13 0 Customer mechanical Customer body Warranty Sublet Internal Other Total service labor $50.75 Parts sales (in billions of dollars) $20 15 Parts sales Customer mechanical $17.42 Customer body $3.56 10 Wholesale $17.58 5 Counter $2.91 0 Customer mechanical Customer body Wholesale Counter Warranty Internal Other Warranty $12.70 Internal $6.21 Other $7.10 Dealerships Total Service and Parts Sales by Year Total parts $67.48 In billions of dollars $120 100 $114.15 billion SERVICE AND PARTS SALES (for all new-vehicle dealerships) 80 60 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 28

Service and Parts Department (continued) Profile of Dealerships Service and Parts Operations, 2017 Average dealership All dealers Total service and parts sales $6,793,905 $114,151,188,200 Service and parts gross profit as % of service and parts sales 46.0% Total dealership net profit as % of service and parts sales 14.5% Total number of repair orders written 18,829 316,359,727 Total service and parts sales per customer repair order $281 Total service and parts sales per warranty repair order $332 Parts sales per service labor sale $1.52 Number of technicians (including body shop) 19 317,347 Total parts inventory $390,960 $6,568,912,816 Average customer mechanical labor rate $115 RO Counts for All Dealerships, 2017 Repair Orders (in millions) 150 100 50 0 Customer mechanical Service contract Warranty Internal $6.79 million SERVICE AND PARTS SALES (per new-vehicle dealership) 317,347 TECHNICIANS (including body shop) 316 million REPAIR ORDERS WRITTEN NADA DATA 2017 nada.org 29

Body Shop Department Dealerships Operating On-Site Body Shops by Year Body Shop Repair Order Counts for All Dealerships, 2017 Percent of total dealership population 40% Service Orders (in millions) 2.5 2 1.5 35 1 0.5 30 2010 2011 2012 2013 2014 2015 2016 2017 0 Customer Claim Internal Total Dealership Body Shop Sales by Year In billions of dollars $7 6 5 4 2010 2011 2012 2013 2014 2015 2016 2017 Body Shop Sales per Repair Order, by Year In dollars $800 750 700 650 600 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 30

Dealership Advertising Total Dealership Advertising Expenditures by Year In billions of dollars $10 8 6 4 2010 2011 2012 2013 2014 2015 2016 2017 Average Dealership Advertising per New Unit Sold, by Year In dollars $650 640 630 620 610 600 2010 2011 2012 2013 2014 2015 2016 2017 NADA DATA 2017 nada.org 31

Dealership Advertising (continued) Advertising Expenditures by Medium, 2017 Other Newspaper 6.1 % 6.3 % 10.0 % Radio 15.0 % TV 55.4 % Internet 7.2 % Direct mail Estimated Advertising Expenses per Dealership, 2017 By media used Average of all dealerships Newspapers $36,620 Radio $57,942 Television $86,914 Direct mail $41,719 Internet $321,001 Other $35,171 Total $579,425 Total advertising as % of total sales 1.0% NADA DATA 2017 nada.org 32

Employment and Payroll Number of Dealership Employees by State, 2017 State Total number, all dealers Average number per dealership State Total number, all dealers Average number per dealership Alabama 15,125 56 Alaska 2,001 69 Arizona 24,480 99 Arkansas 10,123 48 California 121,438 91 Colorado 19,378 78 Connecticut 14,114 56 Delaware 4,320 80 Florida 81,072 94 Georgia 33,324 68 Hawaii 4,427 65 Idaho 6,315 64 Illinois 45,921 64 Indiana 23,078 58 Iowa 12,814 45 Kansas 10,322 48 Kentucky 13,835 57 Louisiana 16,393 59 Maine 5,571 48 Maryland 23,960 79 Massachusetts 24,327 62 Michigan 36,644 60 Minnesota 20,536 62 Mississippi 8,402 47 Missouri 22,561 59 Montana 4,016 41 Nebraska 7,812 49 Nevada 9,137 69 New Hampshire 6,765 50 New Jersey 32,694 72 New Mexico 6,968 61 New York 51,213 60 North Carolina 36,429 63 North Dakota 3,834 50 Ohio 43,576 61 Oklahoma 13,926 54 Oregon 13,491 61 Pennsylvania 50,275 58 Rhode Island 3,475 66 South Carolina 16,085 64 South Dakota 4,326 51 Tennessee 22,314 67 Texas 100,699 85 Utah 10,302 75 Vermont 3,032 37 Virginia 32,510 71 Washington 22,789 73 West Virginia 6,437 47 Wisconsin 24,401 52 Wyoming 2,208 43 Total U.S. 1,135,700 69 Source: Bureau of Labor Statistics, NADA DEALERSHIP EMPLOYEES 1,135,700 69 Average per dealership NADA DATA 2017 nada.org 33

Employment and Payroll (continued) Average Weekly Earnings of New Light-Vehicle Dealership Employees by State, 2017 * Alabama $1,061 Indiana $976 Nebraska $1,010 South Carolina $1,039 Alaska $1,144 Iowa $1,011 Nevada $1,260 South Dakota $1,045 Arizona $1,133 Kansas $975 New Hampshire $1,233 Tennessee $1,117 Arkansas $1,013 Kentucky $997 New Jersey $1,282 Texas $1,194 California $1,270 Louisiana $1,054 New Mexico $1,007 Utah $1,060 Colorado $1,169 Maine $990 New York $1,201 Vermont $1,073 Connecticut $1,184 Maryland $1,111 North Carolina $1,035 Virginia $1,098 Delaware $1,062 Massachusetts $1,264 North Dakota $1,025 Washington $1,125 Florida $1,124 Michigan $1,138 Ohio $1,010 West Virginia $877 Georgia $1,095 Minnesota $1,004 Oklahoma $1,025 Wisconsin $903 Hawaii $1,210 Mississippi $975 Oregon $1,096 Wyoming $970 Idaho $1,014 Illinois $1,026 Missouri $1,021 Montana $1,013 Pennsylvania $1,001 Rhode Island $1,041 Total U.S. $1,113 * We are aware that there are differences in methodologies used to calculate wages and earnings both across federal agencies and in our published reports. These differing methodologies will lead to some discrepancies in the wages and earnings reported here and in other publications. It is not the result of errors. Source: Bureau of Labor Statistics, NADA Estimated Number of Dealership Employees by Year Dealership Employment by Position, 2017 1,200 Total of all dealerships (left scale) Average number per dealership (right scale) 80 Supervisors, others New and used-car salespeople 1,000 70 27.6 % 20.9 % 60 27.6 % 28.7 % 800 2010 2011 2012 2013 2014 2015 2016 2017 Source: Bureau of Labor Statistics, NADA 50 Other service and parts employees Technicians NADA DATA 2017 nada.org 34

Employment and Payroll (continued) Annual Payroll of New-Vehicle Dealerships by State, 2017 State Total all dealers (billions) Average per dealership (millions) State Total all dealers (billions) Average per dealership (millions) State Total all dealers (billions) Average per dealership (millions) Alabama $0.83 $3.09 Alaska $0.12 $4.10 Arizona $1.44 $5.81 Arkansas $0.53 $2.53 California $8.02 $6.01 Colorado $1.18 $4.77 Connecticut $0.87 $3.44 Delaware $0.24 $4.42 Florida $4.74 $5.47 Georgia $1.90 $3.88 Hawaii $0.28 $4.10 Idaho $0.33 $3.40 Illinois $2.45 $3.44 Indiana $1.17 $2.96 Iowa $0.67 $2.35 Kansas $0.52 $2.42 Kentucky $0.72 $2.97 Louisiana $0.90 $3.24 Maine $0.29 $2.49 Maryland $1.38 $4.58 Massachusetts $1.60 $4.09 Michigan $2.17 $3.53 Minnesota $1.07 $3.23 Mississippi $0.43 $2.38 Missouri $1.20 $3.11 Montana $0.21 $2.14 Nebraska $0.41 $2.60 Nevada $0.60 $6.17 New Hampshire $0.43 $3.21 New Jersey $2.18 $4.80 New Mexico $0.36 $3.20 New York $3.20 $3.75 North Carolina $1.96 $3.39 North Dakota $0.20 $2.65 Ohio $2.29 $3.18 Oklahoma $0.74 $2.85 Oregon $0.77 $3.49 Pennsylvania $2.62 $3.00 Rhode Island $0.12 $2.29 Annual Payroll of New-Vehicle Dealerships by Year South Carolina $0.87 $3.45 South Dakota $0.24 $2.76 $70 Total of all dealerships (left scale), in billions Average per dealership (right scale), in millions $4.0 Tennessee $1.30 $3.88 Texas $6.25 $5.30 60 50 3.5 Utah $0.57 $4.15 Vermont $0.17 $2.06 Virginia $1.86 $4.05 Washington $1.33 $4.27 3.0 West Virginia $0.29 $2.13 40 Wisconsin $1.15 $2.44 Wyoming $0.11 $2.18 30 2010 2011 2012 2013 2014 2015 2016 2017 2.5 Total U.S. $65.28 $3.89 Source: Bureau of Labor Statistics, NADA NADA DATA 2017 nada.org 35

New- and Used-Vehicle Consumer Percentage of Vehicles with Financing Credit Score Ranges 100% New Used Category Score Range 80 81.4 % 82.2 % 82.1 % 83.7 % 84.0 % 85.9 % 85.2 % 85.1 % Superprime 781-850 60 40 50.9 % 53.3 % 52.8 % 53.5 % 55.2 % 54.7 % 53.5 % 53.8% Prime 661-780 Nonprime 601-660 20 Subprime 501-600 0 Deep subprime 300-500 Q4 2010 Q4 2011 Q4 2012 Q4 2013 Q4 2014 Q4 2015 Q4 2016 Q4 2017 Source: Experian Consumer Leasing of New Vehicles 30% New Leasing by Risk Segment 100% 28.15% 29.09% 25 80 20 60 48.12% 48.37% 15 40 Q4 2010 Q4 2011 Q4 2012 Q4 2013 Q4 2014 Q4 2015 Q4 2016 Q4 2017 Source: Experian 20 16.32% 15.71% 0 6.93% Q4 2016 6.40% Q4 2017 Superprime Prime Nonprime Subprime Source: Experian NADA DATA 2017 nada.org 36

New- and Used-Vehicle Consumer (continued) Average Monthly Payment New-Vehicle Market Share by Lender Type, 2017 $600 500 $9 Q4 2016 Q4 2017 13.4 % Credit union 4.7 % Finance 400 $506 $515 $7 300 $364 $371 29.4 % Bank 200 100 52.4 % Captive 0.1 % BHPH 0 Source: Experian New Average Loan Term, in Months Used Source: Experian 69 One month Q4 2016 Q4 2017 68 67 66 68 69 65 64 63 62 61 60 63 One month 64 59 Source: Experian New Used NADA DATA 2017 nada.org 37

New- and Used-Vehicle Consumer (continued) Average Loan Credit Scores by Vehicle Type 800 New Used 750 711 726 736 732 727 723 715 712 711 711 716 700 650 640 647 657 659 653 650 646 648 649 654 656 600 Q4 2007 Q4 2008 Q4 2009 Q4 2010 Q4 2011 Q4 2012 Q4 2013 Q4 2014 Q4 2015 Q4 2016 Q4 2017 Source: Experian For more information on Experian data, contact auto@experian.com. NADA DATA 2017 nada.org 38