217 ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-TRUCK DEALERSHIPS
Overview For 217, ATD Data our annual financial profile of franchised new medium- and heavyduty truck dealerships shows the following: Franchised truck dealers sold 415,42 medium- and heavy-duty trucks. Total new-truck dealership sales topped $97 billion. Truck dealerships employed more than 145, people. Truck dealerships wrote more than 11 million repair orders and totaled more than $31 billion in service and parts sales. This year marks the third publication of ATD Data. Inside you will find several metrics to help you better understand the operations of America s franchised medium- and heavyduty truck dealers. Patrick Manzi Senior Economist, NADA Truck dealers continue to contribute to their communities with jobs that pay well and offer the ability for advancement. In the last year the majority of truck dealership employees saw their incomes rise. Overall employment at U.S. truck dealerships is the highest it has been in the last five years. Connected trucks will help reduce downtime and lead to faster shipments. With new and advanced communication technologies, commercial vehicle drivers can receive up-todate information about which dealerships in the area have the parts and availability to service their vehicles the fastest. Truck drivers will no longer have to stop and wait while they find out if a dealer has a part they need. Real-time communication between the service center and the driver will reduce downtime and get drivers back on the road faster than ever before. Having enough staff to meet customer demand helps truck dealers minimize downtime for their clients. Demand remains high for technical positions in the service department as dealerships help maintain the commercial vehicles that are a vital part of the transportation infrastructure in the United States. Boyi Xu Economist, NADA Looking forward, e-commerce will continue to be a driver of trends in the trucking business as trucking companies adapt to the changing demands of the online shopper. New services are emerging to assist in the last-mile delivery of these goods and this demand will influence the mix of vehicles in the future. In the short-term, we expect 218 to be a solid year for new-truck sales and new-truck dealerships. CONTENTS Truck Dealerships... 2 Dealership Financial Trends... 6 New-Truck Department... 9 Used-Truck Department... 11 Service and Parts Department... 12 Body Shop Department... 14 Dealership Advertising... 15 Employment... 16 ATD DATA 217 atd.org 1
Truck Dealerships Average Truck Dealership Profile 215 216 217 Total sales $41,486,929 $37,82,721 $42,97,54 Total gross 1 $6,79,986 $5,98,931 $6,99,855 As % of total sales 14.7% 15.8% 16.1% Total expense $4,92,672 $5,54,417 $5,64,921 As % of total sales 11.8% 13.4% 13.1% As % of total gross 8.6% 84.5% 81.6% Total operating profit $1,84,159 $926,514 $1,268,933 As % of total sales 2.6% 2.5% 3.% As % of total gross 17.8% 15.5% 18.4% Net profit before tax $1,246,54 $854,374 $1,247,48 As % of total sales 3.% 2.3% 2.9% As % of total gross 2.5% 14.3% 18.1% New-truck department 2 New-truck department total sales $26,455,598 $21,743,722 $24,811,639 New-truck department sales as % of total sales 63.8% 57.5% 57.7% New-truck department gross as % of total gross 17.3% 12.9% 16.2% New Class 8 truck selling price (retail) $12,348 $119,574 $118,287 Gross as % of selling price 4.4% 3.6% 4.3% Retail gross profit per new Class 8 truck retailed $5,286 $4,257 $5,124 Retail net profit per new Class 8 truck retailed $1,686 $654 $1,41 F&I income as % of new-truck sales.6%.6%.5% F&I penetration (new) 11.1% 2.1% 21.4% 1 Gross profit includes cost of goods sold, but not SG&A or advertising. 2 Excludes F&I sales unless otherwise noted. ATD DATA 217 atd.org 2
Truck Dealerships (continued) Average Truck Dealership Profile (continued) 215 216 217 Used-truck department 2 Used-truck department sales $2,872,67 $2,459,473 $2,989,23 Used-truck department sales as % of total sales 6.9% 6.5% 7.% Used-truck department gross as % of total gross 2.2% 1.5% 3.1% Used Class 8 truck selling price (retail) $53,49 $47,217 $47,562 Gross as % of selling price 4.6% 3.7% 7.1% Retail gross profit per used Class 8 truck retailed $2,472 $1,743 $3,385 Retail net profit per used Class 8 truck retailed ($3,91) ($4,32) ($1,176) F&I income as % of used-truck sales 1.% 1.5% 1.3% F&I penetration (used) 1.6% 18.7% 12.7% Used- to new-unit truck ratio (retail only) 28.6% 35.8% 38.3% Service, parts and body shop department Service, parts and body shop sales $12,9,875 $12,682,986 $14,351,781 Service, parts and body shop sales as % of total sales 28.9% 33.6% 33.4% Service, parts and body shop gross as % of total gross 77.2% 82.6% 79.8% Warranty (% of total service, parts and body shop sales) 1.7% 1.9% 1.1% Advertising expense 3 $15,483 $157,99 $149,338 As % of total sales.3%.4%.3% Per new truck retailed $561 $1,8 $911 Rent and equivalent $428,852 $5, $613,329 As % of total sales 1.% 1.3% 1.4% Per new truck retailed $2,283 $3,439 $3,74 Floor plan interest $128,37 $16,16 $15,999 As % of total sales.3%.3%.2% Per new vehicle retailed $681 $729 $646 2 Excludes F&I sales unless otherwise noted. 3 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data are reported in one account that includes sales promotion and is already less advertising rebates. ATD DATA 217 atd.org 3
Truck Dealerships (continued) New-Truck Dealerships by State, 217 Alabama 45 Alaska 11 Arizona 25 Arkansas 27 California 163 Colorado 35 Connecticut 23 Delaware 6 Florida 99 Georgia 61 Hawaii 7 Idaho 21 Illinois 8 Indiana 62 Iowa 51 Kansas 35 Kentucky 25 Louisiana 51 Maine 17 Maryland 5 Massachusetts 51 Michigan 57 Minnesota 5 Mississippi 3 Nebraska 29 Nevada 12 New Hampshire 14 New Jersey 58 New Mexico 15 New York 88 North Carolina 7 North Dakota 14 Ohio 94 Oklahoma 31 Oregon 36 Pennsylvania 124 Rhode Island 7 South Carolina 29 South Dakota 14 Tennessee 5 Texas 185 Utah 16 Vermont 11 Virginia 57 Washington 52 West Virginia 16 Wisconsin 76 Wyoming 11 2,265 TOTAL NEW-TRUCK DEALERSHIPS Total U.S. Rooftop Count by Year 2,5 2, 1,5 1, 5 Missouri 57 Montana 17 Total U.S. 2,265 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 4
Section Truck Dealerships Title (continued) Count by Chain Size by Year Number of stores 21 211 212 213 214 215 216 217 1 1,213 1,2 948 922 892 86 859 851 2 185 166 161 164 162 162 155 15 3 77 66 65 64 58 56 57 61 4 31 34 39 37 43 42 38 38 5 19 21 21 18 19 22 25 27 6 16 16 21 19 16 16 15 1 7 11 9 8 11 12 1 11 14 8 8 8 8 4 7 7 5 5 9 1 2 3 5 4 5 6 7 1 3 4 2 2 1 1 2 3 11-25 7 7 1 1 12 13 15 14 26-5 2 1 1 5+ 1 1 1 2 2 2 2 2 Total individual owners 1,574 1,337 1,288 1,258 1,228 1,196 1,19 1,182 Total dealerships 2,497 2,236 2,242 2,215 2,243 2,247 2,261 2,265 ATD DATA 217 atd.org 5
Dealership Financial Trends Total Sales by State, 217 State All dealerships ($ millions) Alabama $1,934 Alaska $473 Arizona $1,74 Arkansas $1,16 California $7,4 Colorado $1,54 Connecticut $988 Delaware $258 Florida $4,254 Georgia $2,621 Hawaii $31 Idaho $92 Illinois $3,438 Indiana $2,664 Iowa $2,191 Kansas $1,54 Kentucky $1,74 Louisiana $2,191 Maine $73 Maryland $2,149 Massachusetts $2,191 Michigan $2,449 Minnesota $2,149 Mississippi $1,289 Missouri $2,449 Montana $73 State All dealerships ($ millions) Nebraska $1,246 Nevada $516 New Hampshire $62 New Jersey $2,492 New Mexico $645 New York $3,781 North Carolina $3,8 North Dakota $62 Ohio $4,39 Oklahoma $1,332 Oregon $1,547 Pennsylvania $5,328 Rhode Island $31 South Carolina $1,246 South Dakota $62 Tennessee $2,149 Texas $7,95 Utah $688 Vermont $473 Virginia $2,449 Washington $2,234 West Virginia $688 Wisconsin $3,266 Wyoming $473 Total U.S. $97,328 ATD DATA 217 atd.org 6
Dealership Financial Trends (continued) Total Sales of New-Truck Dealerships by Year $1 9 All dealerships, in billions of dollars (left scale) Average per dealership, in millions of dollars (right scale) $5 4 8 3 7 6 2 5 21 211 212 213 214 215 216 217 1 Share of Total Dealership Sales Dollars, 216 vs. 217 Used trucks Used trucks 7.7 % 8.2 % 33.9 % Service and parts 58.3% New trucks 33.5 % Service and parts 58.3 % New trucks 216 217 ATD DATA 217 atd.org 7
Dealership Financial Trends (continued) New-Truck Department Gross Profit by Year Average dealership, in millions of dollars, including F&I $1.5 1..5 21 211 212 213 214 215 216 217 Used-Truck Department Gross Profit by Year Average dealership, in thousands of dollars, including F&I $3 2 1 21 211 212 213 214 215 216 Service and Parts Department Gross Profit by Year Average dealership, in millions of dollars $6 5 4 3 2 1 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 8
New-Truck Department Average Number of Units Sold and Selling Price, Class 8 Year New trucks sold Average retail selling price SOLD 21 84 $13,774 211 123 $112,397 212 111 $123,64 213 137 $112,539 214 135 $128,383 215 188 $12,348 216 145 $119,574 217 164 $118,287 $118,287 AVERAGE SELLING PRICE OF NEW TRUCKS SOLD (by new-truck dealerships) Market Share, by Manufacturer (217 Year-End) Market Share, by Manufacturer Market Share (%) 37.5 YTD Change (%).1 CLASS 8 CLASSES 4-7 FREIGHTLINER FORD YTD Change (%) 1.8 Market Share (%) 33.1 15.9 2.1 PETERBILT FREIGHTLINER.4 24.2 15.3. KENWORTH INTERNATIONAL. 13.8 11.4.3 INTERNATIONAL ISUZU. 7.8 8.9 1.8 VOLVO DODGE.1 7.7 8.3.6 MACK HINO.5 5.7 2.7.1 WESTERN STAR KENWORTH.1 3.3.1 OTHER PETERBILT.1 2.9 GM.9.9 MITSUBISHI FUSO.2.4 Source: WardsAuto ATD DATA 217 atd.org 9
New-Truck Department (continued) Total New-Truck Sales By Year, Class Year Class 4 Class 5 Class 6 Class 7 Class 8 Total 21 12,8 31,94 29,143 38,35 17,152 217,819 211 1,459 42,483 4,677 41,212 171,358 36,189 212 9,638 54,133 39,791 46,854 194,715 345,131 213 11,631 59,939 47,475 47,524 184,784 351,353 214 13,374 67,84 51,578 54,92 22,31 46,429 215 14,362 72,286 55,118 58,888 248,84 449,458 216 14,238 72,252 61,287 59,917 192,664 4,358 217 18,69 79,25 63,454 61,621 192,252 415,42 Source: WardsAuto Gross Margin as Percentage of Selling Price by Year New vehicles retailed 5% 4.5 4 3.5 3 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 1
Used-Truck Department Average Used Units Sold per Dealership, Class 8 8 7 6 5 4 3 2 1 21 211 212 213 214 215 216 217 63 AVERAGE USED TRUCKS SOLD (per dealership) Average Retail Selling Price of Used Trucks Sold by New-Truck Dealerships, by Year In thousands $6 SOLD 5 4 $47,562 AVERAGE RETAIL SELLING PRICE OF USED TRUCKS SOLD (by new-truck dealerships) 3 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 11
Service and Parts Department Dealerships Total Service and Parts Sales, 217 Service labor sales (in billions of dollars) $5 4 3 2 1 Dealerships Total Service and Parts Sales, 217 (in billions of dollars) Service labor sales Customer mechanical $4.8 Warranty 1.42 Internal.61 Total service labor $6.84 Customer mechanical Warranty Internal Parts sales Customer mechanical $4.26 Parts sales (in billions of dollars) $15 Warranty 1.82 Internal.89 1 Body shop.53 Counter 12.98 5 Wholesale 3.65 Other.26 Customer mechanical Customer body Wholesale Warranty Dealerships Total Service and Parts Sales by Year In billions of dollars 35 3 Counter Internal Total parts $24.39 $31.63 billion SERVICE AND PARTS SALES (for all truck dealerships) 25 2 15 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 12
Service and Parts Department (continued) Profile of Dealerships Service and Parts Operations, 217 Average dealership All dealers Total service and parts sales $13,965,92 $31.63 billion Total service and parts gross profit as % of service and parts sales 35.9% Total dealership net profit as % of service and parts sales 8.9% Total number of repair orders written 5,12 11,596,557 Total service and parts sales per customer repair order $4,237 Total service and parts sales per warranty repair order $11,872 Parts sales per service labor sale $3.57 Number of technicians (including body shop) 24 53,974 Number of technicians (excluding body shop) 2 44,628 Total parts inventory $158,324 $358,63,848 Average customer mechanical labor rate $119 $13.97 million SERVICE AND PARTS SALES (per truck dealership) 53,974 TECHNICIANS (including body shop) 11.6 million REPAIR ORDERS WRITTEN ATD DATA 217 atd.org 13
Body Shop Department Dealerships Operating On-Site Body Shops by Year Percent of total dealership population 5% 45 4 35 3 21 211 212 213 214 215 216 217 Average Dealership Body Shop Sales by Year Average dealership body shop sales, in thousands of dollars (left scale) Body shop sales per repair order, in dollars (right scale) $4 $1,8 35 1,5 3 1,2 25 9 2 6 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 14
Dealership Advertising Advertising Expenditure by Year $4 Total dealerships, in millions of dollars (left scale) Average per dealership, in thousands of dollars (right scale) $17 3 14 2 11 1 8 21 211 212 213 214 215 216 217 5 Average Dealership Advertising per Class 8 New Unit Sold, by Year In dollars $1,2 1, 8 6 4 21 211 212 213 214 215 216 217 ATD DATA 217 atd.org 15
Employment Estimated Number of Dealership Employees by Year 15 14 13 Total of all dealerships, in thousands (left scale) Average number per dealership (right scale) 7 6 Estimated Dealership Employment by State, 217 Alabama 2,887 Nebraska 1,861 Alaska 76 Nevada 77 Arizona 1,64 New Hampshire 898 Arkansas 1,732 New Jersey 3,721 California 1,457 New Mexico 962 12 5 Colorado 2,245 Connecticut 1,476 New York 5,646 North Carolina 4,491 11 Delaware 385 North Dakota 898 Florida 6,351 Ohio 6,31 1 21 211 212 213 214 215 216 217 4 Georgia 3,914 Hawaii 449 Oklahoma 1,989 Oregon 2,31 Idaho 1,347 Pennsylvania 7,955 Illinois 5,132 Rhode Island 449 Dealership Employment by Position, 217 Supervisors, others 19.5 % New- and used-truck salespeople 5.8 % Indiana 3,978 Iowa 3,272 Kansas 2,245 Kentucky 1,64 Louisiana 3,272 Maine 1,91 Maryland 3,28 South Carolina 1,861 South Dakota 898 Tennessee 3,28 Texas 11,869 Utah 1,26 Vermont 76 Virginia 3,657 Other service and parts employees 37.6 % 37.1 % Technicians Massachusetts 3,272 Michigan 3,657 Minnesota 3,28 Washington 3,336 West Virginia 1,26 Wisconsin 4,876 Mississippi 1,925 Wyoming 76 Missouri 3,657 Montana 1,91 Total U.S. 145,313 ATD DATA 217 atd.org 16