ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS

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1 215 ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS

2 Overview Steven Szakaly Chief Economist, NADA NADA Data the annual financial profile of new-car dealerships includes the many major milestones achieved by the retail auto industry in 215: Franchised dealers sold a record 17.3 million-plus new vehicles. Total new-vehicle sales topped $862 billion. Dealerships wrote more than 2 million repair orders, with more than $97 billion in service and parts sales. But what matters even more is that dealers continue to be drivers of economic development in their local communities. Last year, franchised dealers employed more than 1.1 million workers directly; in addition, hundreds of thousands of other local jobs were dependent on dealerships. Dealers spent billions last year on contracting, services, and wages almost all of which flows right back to the local community. In each of the past three years, dealership employees have seen their incomes rise by more than 2 percent and total compensation increase by almost 6 percent. This has outpaced total compensation in other retail sectors, and dealers boast one of the highest average salaries of all industries. For 216, expect dealership employment to reach an all-time high. While employment at a dealership is one of the best paths to the middle-class American dream (and has been so consistently for decades), customers also have benefited. There is healthy competition between dealers to sell and service vehicles, and this has meant consistently good deals for consumers. As NADA Data has shown, despite rising sales profitability has been flat at 2.2 percent for five years. Overall, the past six years have been the longest period of new-vehicle sales growth since the 192s. Luckily, the outlook for 216 is just as bright. This year, NADA Data has been completely redesigned, with easier-to-read charts and graphs. Also new: there are now two versions of NADA Data. The first is a general overview of the retail auto industry, with infographics that can be shared by print and broadcast news outlets, as well as on social media. The other, more detailed version the one here looks at each dealership department as well as trends in dealership advertising; employment and payrolls; and the retail auto industry as a whole. To improve the breadth of information provided in NADA Data, we offer an all-new section focusing on the new- and usedvehicle consumer, with in-depth data provided by Experian. These stats include average monthly payment, average loan term, leasing and much more. CONTENTS New Light-Vehicle Dealerships...2 Dealership Financial Trends...4 New Light-Vehicle Department...7 F&I Department...1 Used-Vehicle Department...11 Service & Parts Department...12 Body Shop Department...14 Dealership Advertising...15 Employment and Payroll...17 New- and Used-Vehicle Consumer...2 NADA DATA 215 nada.org 1

3 New Light-Vehicle Dealerships Average dealership profile Total dealership sales $45,91,68 $48,832,154 $52,143,971 Total gross 1 $6,151,839 $6,415,498 $6,791,221 As % of total sales 13.4% 13.1% 13.% Total expense $5,126,568 $5,329,13 $5,624,546 As % of total sales 11.2% 1.9% 1.8% Net profit before tax $1,25,272 $1,86,395 $1,166,675 As % of total sales 2.2% 2.2% 2.2% New-vehicle department sales $26,27,8 $28,146,641 $3,212,91 As % of total sales 57.1% 57.6% 57.9% Used-vehicle department sales $14,376,71 $15,129,25 $16,57,169 As % of total sales 31.3% 31.% 3.8% Service and parts department sales $5,318,457 $5,556,488 $5,873,91 As % of total sales 11.6% 11.4% 11.3% Advertising expense 2 $477,233 $491,424 $52,29 As % of total sales 1.4% 1.1% 1.% Per new-vehicle retailed $616 $68 $617 Rent & equivalent $458,942 $463,75 $48,967 As % of total sales 1.%.95%.92% Per new-vehicle retailed $593 $574 $571 Floor plan interest ($69,358) ($89,424) ($12,53) As % of total sales -.15% -.18% -.23% Per new-vehicle retailed ($9) ($111) ($143) New-vehicle selling price (retail) $31,762 $32,618 $33,419 Gross as % of selling price 3.78% 3.63% 3.42% Retail gross profit excluding F&I $1,2 $1,186 $1,144 Used-vehicle selling price (retail) $18,111 $18,846 $19,397 Gross as % of selling price 13.4% 12.48% 12.23% Retail gross profit excluding F&I $2,361 $2,353 $2, Gross profit includes cost of goods sold but not SG&A or advertising. 2. Advertising expense includes advertising and sales promotion less advertising rebates. NADA DATA 215 nada.org 2

4 New Light-Vehicle Dealerships (continued) New light-vehicle dealerships by state, 215 Alabama 269 Nebraska 161 Alaska 29 Nevada 94 Arizona 243 New Hampshire 138 Arkansas 22 New Jersey 445 California 1,319 New Mexico 111 Colorado 243 New York 834 Total New-Car Dealerships 16,545 Connecticut 252 Delaware 52 Florida 843 Georgia 485 Hawaii 68 Idaho 96 Illinois 712 Indiana 385 Iowa 295 Kansas 212 Kentucky 239 Louisiana 269 Maine 19 Maryland 29 Massachusetts 388 Michigan 62 Minnesota 328 Mississippi 171 North Carolina 573 North Dakota 79 Ohio 71 Oklahoma 259 Oregon 219 Pennsylvania 862 Rhode Island 51 South Carolina 25 South Dakota 88 Tennessee 327 Texas 1,142 Utah 136 Vermont 83 Virginia 452 Washington 37 West Virginia 135 Wisconsin 458 Wyoming 52 Number of dealerships, by volume of new-unit sales, 215 Number of dealerships Missouri 378 Montana 1 Total U.S. 16, Annual new-unit sales NADA DATA 215 nada.org 3

5 Dealership Financial Trends Total sales by state, 215 State All dealerships ($ millions) Average per dealership ($ thousands) Alabama $12,164 $45,219 Alaska $1,411 $48,671 Arizona $17,82 $73,259 Arkansas $7,972 $39,464 California $96,189 $72,926 Colorado $13,92 $57,28 Connecticut $11,371 $45,121 Delaware $3,181 $61,177 Florida $59,975 $71,145 Georgia $29,68 $61,197 Hawaii $2,853 $41,952 Idaho $3,798 $39,567 Illinois $33,589 $47,175 Indiana $15,993 $41,54 Iowa $9,442 $32,5 Kansas $7,884 $37,188 Kentucky $9,689 $4,54 Louisiana $13,876 $51,585 Maine $3,662 $33,599 Maryland $17,729 $61,135 Massachusetts $19,89 $49,198 Michigan $25,734 $42,748 Minnesota $14,887 $45,387 Mississippi $6,16 $35,77 Missouri $17,167 $45,416 Montana $3,179 $31,79 State All dealerships ($ millions) Average per dealership ($ thousands) Nebraska $6,549 $4,677 Nevada $6,741 $71,71 New Hampshire $5,413 $39,227 New Jersey $32,54 $73,43 New Mexico $5,12 $45,968 New York $44,588 $53,463 North Carolina $25,544 $44,58 North Dakota $3,539 $44,799 Ohio $31,13 $43,86 Oklahoma $11,698 $45,167 Oregon $8,42 $36,723 Pennsylvania $36,974 $42,893 Rhode Island $2,476 $48,555 South Carolina $1,955 $43,821 South Dakota $2,97 $33,745 Tennessee $15,515 $47,446 Texas $84,747 $74,29 Utah $7,649 $56,245 Vermont $2,19 $24,323 Virginia $22,227 $49,175 Washington $15,637 $5,936 West Virginia $4,966 $36,785 Wisconsin $15,77 $34,294 Wyoming $1,732 $33,36 Total U.S. $862,722 $52,144 NADA DATA 215 nada.org 4

6 Dealership Financial Trends (continued) Total sales of new-vehicle dealerships All dealerships (left scale) Average per dealership (right scale) Source: U.S. Department of Commerce and NADA Industry Analysis Division Share of total dealership sales dollars, 214 vs. 215 Service and parts Service and parts 11.4 % 11.3 % 31. % Used vehicles 57.6 % New vehicles 3.8 % Used vehicles 57.9 % New vehicles NADA DATA 215 nada.org 5

7 Dealership Financial Trends (continued) New-vehicle department net profit Average dealership, in thousands of dollars, including F&I $ Used-vehicle department net profit Average dealership, in thousands of dollars, including F&I $ Service and parts department net profit Average dealership, in thousands of dollars $ NADA DATA 215 nada.org 6

8 New Light-Vehicle Department New-vehicle inventories and days supply Inventory (in millions) 4. Total 3.5 Import Days supply 8 Domestic 7 6 domestic 2,867,653 NEW-CAR INVENTORY import 655,522 3,523, Domestic 5 4 Import NEW-VEHICLE DAYS SUPPLY domestic import Number of new vehicles sold and selling price Year New vehicles sold Average retail selling price $28, $28,8 SOLD $28, $28, $29, $3, $3, $31,762 $33,419 AVERAGE SELLING PRICE OF NEW VEHICLES SOLD (by new-vehicle dealerships) 214 1,3 $32, ,5 $33,419 NADA DATA 215 nada.org 7

9 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 26 7,78,8 8,721, 16,52,7 52.8% 27 7,618,4 8,47,9 16,89,3 52.6% 28 6,813,55 6,381,5 13,194,6 48.4% 29 5,456,3 4,945,4 1,41,7 47.5% 21 5,635,4 5,919,1 11,554,5 51.2% 211 6,89,3 6,644,9 12,734,2 52.2% 212 7,242,8 7,199, 14,441,8 49.8% 213 7,582,5 7,942,3 15,524,8 51.2% 214 7,688,9 8,748,1 16,437, 53.2% 215 7,525,23 9,861,24 17,386, % Gross margin as percentage of selling price New vehicles retailed 15% NADA DATA 215 nada.org 8

10 New Light-Vehicle Department (continued) Market share, by manufacturer.6 Gain No change Loss.4 Subaru.2 Other* FCA Loss/Gain Daimler BMW VW Hyundai- Kia Nissan Honda Toyota Ford GM -.6 *Other is JLR, Mitsubishi, Mazda, Tesla, Volvo New-vehicle sales and market share, by manufacturer Year FCA Ford GM Toyota Honda Nissan Volkswagen Other Total 215 2,228,1 2,548,9 3,82,4 2,499,3 1,586,5 1,484,9 349,4 3,61, 12.82% 14.67% 17.73% 14.38% 9.13% 8.54% 2.1% 2.72% 17,38,5 Source: WardsAuto NADA DATA 215 nada.org 9

11 F&I Department Aftermarket income As % of new- and used-vehicle department gross profit 5 4 Total 3 2 Service contract and other 1 Finance and insurance Service contract penetration rates As % of new- and used-vehicle department gross profit NADA DATA 215 nada.org 1

12 Used-Vehicle Department Used-vehicle sales by new-vehicle dealerships In millions 15 Sources of used vehicles retailed by dealerships 4 % Street purchase % Auction purchase 42 % Trade-in on new vehicle % Other 24 % Trade-in on used vehicle Average retail selling price of used vehicle retailed by new-light dealerships, by year In thousands $2. SOLD 17.5 $19,397 AVERAGE SELLING PRICE OF USED VEHICLES SOLD (by new-vehicle dealerships) NADA DATA 215 nada.org 11

13 Service & Parts Department Dealerships total service and parts sales, 215 Service labor sales (in billions of dollars) Service labor sales (in billions of dollars) $ Dealerships total service and parts sales, 215 (in billions of dollars) Service labor sales Customer mechanical $16.62 Customer body 4.2 Warranty 9.65 Sublet 3.38 Internal 7.94 Customer mechanical Customer body Warranty Sublet Internal Other Other 1.67 Total service labor $43.47 Parts sales (in (in billions of dollars) of dollars) $15 Parts sales Customer mechanical $ Customer body Wholesale Counter 2.77 Customer mechanical Customer body Wholesale Counter Dealerships total service and parts sales In billions of dollars Warranty Internal Other Warranty 1.28 Internal 5.24 Other 4.16 Total parts $53.72 $1 8 $97.18 billion SERVICE & PARTS SALES (for all new-vehicle dealerships) NADA DATA 215 nada.org 12

14 Service & Parts Department (continued) Profile of dealerships service and parts operations, 215 Average dealership All dealers Total service and parts sales $5,873,91 $97.18 billion Total gross profit as percent of service and parts sales 46.45% Total net profit as percent of service and parts sales 6.19% Total number of repair orders written 15, million Total service and parts sales per customer repair order $257 Total service and parts sales per warranty repair order $239 Number of technicians (including body) ,175 Number of service bays (excluding body) Total parts inventory $332,73 $5.5 billion Average customer mechanical labor rate 136 $5.87 million SERVICE & PARTS SALES (per new-vehicle dealership) 248,175 TECHNICIANS (including body shop) 258 million REPAIR ORDERS WRITTEN NADA DATA 215 nada.org 13

15 Body Shop Department Dealerships operating on-site body shops Percent of total dealership population 45% Total dealership body shop sales In billions of dollars $ NADA DATA 215 nada.org 14

16 Dealership Advertising Total franchised dealership advertising expenditures In billions of dollars $ Total dealership advertising Per new unit sold $ NADA DATA 215 nada.org 15

17 Dealership Advertising (continued) Advertising expenditures by medium, 215 Other Newspaper 27.8 % Internet 8.7 % 13.9 % 16.1 % Radio 9.8 % 23.7 % TV Direct Mail Estimated advertising expenses per dealership, 215 By media used Average of all dealerships Newspapers $72,284 Radio $83,725 TV $123,247 Direct mail $5,963 Internet $144,568 Other $45,243 Total $52,29 Total advertising as a % of total sales 1.% NADA DATA 215 nada.org 16

18 Employment and Payroll Estimated number of new light-vehicle dealership employees by state, 215 State Total Number All Dealers Average Number per Dealership State Total Number All Dealers Average Number per Dealership Alabama 14, Alaska 2, Arizona 23, Arkansas 8, California 126, Colorado 18, Connecticut 13,99 56 Delaware 4, Florida 8, Georgia 35,29 72 Hawaii 4,73 6 Idaho 5, Illinois 45,27 63 Indiana 21, Iowa 12, Kansas 1, Kentucky 13,79 55 Louisiana 15, Maine 5, Maryland 23,335 8 Massachusetts 24, Michigan 36,312 6 Minnesota 18, Mississippi 7, Missouri 22, Montana 4, Nebraska 7, Nevada 9,444 1 New Hampshire 7,22 52 New Jersey 32,87 72 New Mexico 7, New York 5, North Carolina 33, North Dakota 3, Ohio 41, Oklahoma 16, Oregon 13, Pennsylvania 48, Rhode Island 3, South Carolina 15,23 61 South Dakota 3, Tennessee 19,32 59 Texas 98, Utah 9, Vermont 3, Virginia 3, Washington 22, West Virginia 5, Wisconsin 23, Wyoming 2,15 4 Total U.S. 1,11,7 67 DEALERSHIP EMPLOYEES 1,11,7 67 Average per dealership NADA DATA 215 nada.org 17

19 Employment and Payroll (continued) Average weekly earnings of new light-vehicle dealership employees by state, 215 Alabama $1,34 Indiana $949 Nebraska $1,8 South Carolina $1, Alaska $1,95 Iowa $955 Nevada $1,211 South Dakota $1,37 Arizona $1,19 Kansas $1,7 New Hampshire $1,128 Tennessee $1,76 Arkansas $1,24 Kentucky $976 New Jersey $1,249 Texas $1,238 California $1,185 Louisiana $1,54 New Mexico $995 Utah $1,1 Colorado $1,131 Maine $94 New York $1,178 Vermont $978 Connecticut $1,171 Maryland $1,82 North Carolina $1,4 Virginia $1,67 Delaware $1,49 Massachusetts $1,214 North Dakota $1,27 Washington $1,73 Florida $1,88 Michigan $1,77 Ohio $968 West Virginia $897 Georgia $1,83 Minnesota $974 Oklahoma $1,63 Wisconsin $844 Hawaii $1,139 Mississippi $982 Oregon $1,1 Wyoming $1,25 Idaho $965 Illinois $1,3 Missouri $1,7 Montana $952 Pennsylvania $985 Rhode Island $1,12 U.S. Total $1,87 Estimated number of dealership employees Dealership employment by position, Total of all dealerships (left scale) Average number per dealership (right scale) 8 Supervisors, Others New and Used Salespeople % 2.1 % 6 2. % 35.7 % Other S&P employees Technicians NADA DATA 215 nada.org 18

20 Employment and Payroll (continued) Annual payroll of new-vehicle dealerships by state, 215 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 $.8 $2.96 Alaska $.12 $4.3 Arizona $1.36 $5.6 Arkansas $.47 $2.32 California $7.77 $5.89 Colorado $1.1 $4.54 Connecticut $.85 $3.37 Delaware $.24 $4.58 Florida $4.56 $5.41 Georgia $1.97 $4.6 Hawaii $.24 $3.54 Idaho $.3 $3.12 Illinois $2.41 $3.38 Indiana $1.8 $2.81 Iowa $.6 $2.5 Kansas $.54 $2.57 Kentucky $.66 $2.77 Louisiana $.87 $3.23 Maine $.28 $2.58 Maryland $1.31 $4.52 Massachusetts $1.52 $3.92 Michigan $2.3 $3.37 Minnesota $.95 $2.89 Mississippi $.39 $2.29 Missouri $1.16 $3.8 Montana $.21 $2.8 Nebraska $.39 $2.4 Nevada $.59 $6.31 New Hampshire $.42 $3.6 New Jersey $2.8 $4.67 New Mexico $.37 $3.37 New York $3.11 $3.73 North Carolina $1.77 $3.9 North Dakota $.19 $2.44 Ohio $2.11 $2.97 Oklahoma $.93 $3.61 Oregon $.69 $3.16 Pennsylvania $2.5 $2.9 Rhode Island $.18 $3.53 Annual payroll of new-vehicle dealerships South Carolina $.79 $3.15 South Dakota $.21 $2.37 $7 Total of all dealerships (left scale), in billions Average per dealership (right scale), in thousands $4. Tennessee $1.8 $3.29 Texas $6.34 $ Utah $.48 $3.53 Vermont $.16 $1.91 Virginia $1.67 $3.69 Washington $1.27 $ West Virginia $.28 $2.5 4 Wisconsin $1.4 $2.27 Wyoming $.11 $ U.S. Total $62.56 $3.78 NADA DATA 215 nada.org 19

21 New- and Used-Vehicle Consumer Percentage of vehicles with financing Credit Score Ranges 1 New Used Category Score Range % % 82.8 % % % % Super prime % 53.3 % 52.8 % 53.5 % 55.2 % 54.7 % Prime Nonprime Subprime 51-6 Deep subprime 3-5 Q4 21 Q4 211 Q4 212 Q4 213 Q4 214 Q4 215 Consumer leasing 35 New leasing by risk segment % 26.15% % 47.84% 1 4 Q4 21 Q4 211 Q4 212 Q4 213 Q4 214 Q4 215 Lease % of all new Lease % of new financing Lease % of total % 17.69% 6.93% 7.78% Q4 214 Q4 215 Super prime Prime Nonprime Subprime NADA DATA 215 nada.org Source: Experian Automotive 2

22 New- and Used-Vehicle Consumer (continued) Average monthly payment New-vehicle market share by lender type $6 5 $11 Q4 214 Q % Credit Union 4.9 % Finance 4 $482 $493 $4 3 $355 $ % Bank % Captive.2 % BHPH New Average loan term, in months Used 68 one month Q4 214 Q one month New Used NADA DATA 215 nada.org Source: Experian Automotive 21

23 New- and Used-Vehicle Consumer (continued) Average loan credit scores by vehicle type 8 New Used Q4 27 Q4 28 Q4 29 Q4 21 Q4 211 Q4 212 Q4 213 Q4 214 Q4 215 For more information on Experian data please contact NADA DATA 215 nada.org Source: Experian Automotive 22

24 New- and Used-Vehicle Consumer (continued) New-vehicle loan origination New-vehicle share New-vehicle share New-vehicle share New-vehicle share Alabama 1.7% Iowa.82% Montana.29% Pennsylvania 4.32% Alaska.24% Kansas.63% Nebraska.33% South Carolina 1.54% Arizona 2.27% Kentucky.99% Nevada 1.17% South Dakota.3% Arkansas 1.19% Louisiana 1.81% New Hampshire.48% Tennessee 2.6% California 12.68% Maine.39% New Jersey 2.28% Texas 12.59% Colorado 1.65% Maryland 2.62% New Mexico.59% Utah.85% Florida 7.41% Massachusetts 1.86% New York 4.7% Vermont.19% Georgia 3.28% Michigan 2.4% North Carolina 3.58% Virginia 3.2% Idaho.29% Minnesota 1.68% North Dakota.27% Washington 2.4% Illinois 4.58% Mississippi.87% Ohio 3.61% West Virginia.52% Indiana 1.51% Missouri 1.85% Oregon 1.29% Wisconsin 1.62% HI <1% 1.-2.% % % % >12.1% NADA DATA 215 nada.org Source: Experian Automotive 23

25 New- and Used-Vehicle Consumer (continued) Used-vehicle loan origination Used-vehicle share Used-vehicle share Used-vehicle share Used-vehicle share Alabama 2.9% Iowa 1.55% Montana.31% Pennsylvania 4.4% Alaska.27% Kansas 1.2% Nebraska.44% South Carolina 1.91% Arizona 2.23% Kentucky 1.8% Nevada 1.21% South Dakota.37% Arkansas 1.12% Louisiana.77% New Hampshire.54% Tennessee 2.92% California 9.56% Maine.48% New Jersey.54% Texas 1.4% Colorado 1.99% Maryland 1.98% New Mexico.48% Utah 1.14% Florida 6.75% Massachusetts 1.67% New York 4.46% Vermont.17% Georgia 3.29% Michigan 3.2% North Carolina 4.1% Virginia 2.61% Idaho.42% Minnesota 2.36% North Dakota.28% Washington 2.21% Illinois 4.2% Mississippi 1.31% Ohio 4.8% West Virginia.58% Indiana 2.56% Missouri 2.3% Oregon 1.32% Wisconsin 1.95% HI <1% 1.-2.% % % % % % >1.1% NADA DATA 215 nada.org Source: Experian Automotive 24

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