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2 TABLE OF CONTENTS 1. The US Used Car Industry Introduction 2. The US Used Car Market Size, By Revenue, By Units Sold, By Late Model Sales, The US Used Car Industry Segmentation, Unit Sales By Product Categories, The US Used Car Industry Trends and Developments 4.1. Changing Consumer Preference for Used Cars Models in New Car vs Used Car (Converging Prices) 4.3. Car Allowance Rebate System (C.A.R.S.): Cash for clunkers program 4.4. Influence of Online Portals on Used Car Buyers 4.5. Volatile Movements in Depreciation of Used Cars 5. Market Share of Major Dealers in Used Cars Market in the US, The US Used Car Industry Future Outlook and Projections, Cause and Effect Relationship Between Dependent and Independent Factors in the US Used Cars Market 7. The US Used Car Dealership Profile 7.1. The US Franchised Used Car Dealers The US Franchised Used Car Dealer Overview The US Franchised Dealer Financial Performance, Sources of Retailing used cars, The US Independent Used Car Dealers The US Independent Used Car Dealers Overview The US Independent Dealer Financial Performance 2

3 The US Independent Used Car Dealers Average Asking Price vs. Average Transaction price, Average Advertising Expenses, Company Profiles 8.1. CarMax, Inc Company Overview Business Strategy Financial Performance and Operational Performance, CarMax, INC. SWOT Analysis Strengths Weaknesses Opportunities Threats 8.2. AutoNation Inc Company Overview Business Strategy Financial Performance and Operational Performance, AutoNation, Inc. SWOT Analysis Strengths Weaknesses Opportunities Threats 8.3. Penske Automotive Group Company Overview Business Strategy Financial Performance and Operational Performance, SWOT Analysis 3

4 Strengths Weaknesses Opportunities Threats 8.4. Asbury Automotive Group Company Overview Business Strategy Financial Performance and Operational Performance, SWOT Analysis Strengths Weaknesses Opportunities Threats 9. Macro-Economic and Industry Factors, GDP, Personal Disposable Income, Population of the US, The US Personal Expenditure on Gasoline and Oil, The US Gas Retail Price and Diesel Retail Price, Appendix Market Definition Abbreviations Research Methodology Data Collection Methods Approach Variables (Dependent And Independent) Multi Factor Based Sensitivity Model 4

5 Final Conclusion Disclaimer 5

6 LIST OF FIGURES Figure 1: The US Used Car Industry Market Size by Revenue in USD Million, Figure 2: The US Used Car Industry Market Size by Sales volume in Million Units, Figure 3: The US Used Car Industry Market Size by Late Model on the Basis of Sales Volume in Million Units, Figure 5: Number of Hours Spent by Used Car Buyers in the US on Online and Offline in Hours, 2011 Figure 5: Time Spent on the Internet by Used Car Buyers in the US on Dealer, Third Party, OEM Websites and General Internet Search in Hours, 2011 Figure 5: Depreciation of a Car worth of USD 12,000 in the US in USD and Percentage, Figure 6: Total Number of Franchised Dealers in the US in Units, Figure 7: The US Franchised Used Cars Revenue per Dealership on the Basis of Sales in USD Million and Average Selling Price in USD, Figure 8: Sources of Acquiring Used Cars by Franchised Dealerships in Percentage, Figure 9: Total Number of Independent Dealerships in Units, P Figure 10: The US Independent Dealers Revenue per Dealership on the Basis of Sales in USD Million, Figure 11: The US Independent Dealer Average Asking Price vs. Average Transaction Price in USD, Figure 12: Average Advertising Expenses per Used Car and per Dealership in the US in USD, Figure 14: CarMax Used Car Revenues in USD Million and Used Car Sales in Units, Figure 15: AutoNation, Inc. Used Car Revenues in USD Million and Used Car Sales in Units, Figure 16: Penske Automotive Group, Used Car Revenues in USD million and Used Car Sales in Units, Figure 17: Asbury Automotive Group Used Car Revenues in USD Million and Used Car Unit Sales in the US,

7 Figure 18: GDP of the US in USD Billion, Figure 19: Personal Disposable Income of the US in USD Billion, Figure 20: Population of the US in Million, Figure 21: The US Personal Expenditure on Gasoline and Oil in USD Billion, Figure 22: The US Gas Retail Price and Diesel Retail Price in USD per Gallon,

8 LIST OF TABLES Table 1: Ratio of Used to New Cars Sold, Table 2: The US Used Car Industry Segmentation by Category on the Basis of Sales Volume in Units, Table 3: Most Preferred Used Cars of 2012 in Different Segments Table 4: Market Share, Dealership and Revenue of Major Used-Car Dealers, 2011 Table 5: The US Used Car Industry Future Projections by Segments in Sales Volume in Units, Table 6: Cause and Effect Relationship between Industry Factors and Expected Industry Prospects of the US Used Car Market Revenue Table 7: The US Franchised Dealers Revenue Segmentation by Financed and Cash on the Basis of Sales in Percentage, Table 8: The US Independent Dealers Revenue per Dealership Segmentation by Financed and Cash on the Basis of Sales in Percentage, Table 9: Ratio of Transaction Price to Asking Price in the US, Table 10: Number of CarMax, Inc. Stores, Table 11: CarMax Inc. Used Vehicles Average Price in the US in USD, Table 12: AutoNation, Inc. Dealership Brands Table 13: No. of AutoNation, Inc. Stores, Table 14: AutoNation Used Car Sales Revenue by Retail and Wholesale in the US in USD Million, Table 15: AutoNation Used Car Revenue by Same-Store in the US in USD Million, Table 16: AutoNation Used Car Retail Sales in Units and Revenue per Used car Retailed in USD in the US, Table 17: No. of Stores of Penske Automotive Group in the US, Table 18: Penske Automotive Group Used Retail Sales Revenue per Unit in the US in USD, Table 19: Penske Automotive Group Same-Store Used Car Retail Sales Profile in the US by Unit Sales and Revenue per Unit,

9 Table 20: No. of Stores of Asbury Automotive Group in the US in Units, Table 21: Asbury Automotive Group Used Vehicle Revenue and Sales Profile in the US, Table 22: Correlation Matrix of the US Used Car Market Revenue Table 23: Regression Coefficients Output 9

10 THE US USED CAR MARKET SIZE, BY REVENUE, The used cars market in the US has grown exponentially in the early 2000s, but since 2007 the market in the country has been witnessed a declining phase as a result of the contraction in the economy during the economic slowdown which encouraged the consumers to reduce their household allocated budget in automobiles and luxury items and rather adopt a purchasing behavior which is guided by necessity. Table: Ratio of Used to New Cars Sold, Particulars Ratio of used to new cars sold Figure: The US Used Car Industry Market Size by Revenue in USD Million, USD Million 4,00,000 3,50,000 3,00,000 2,50,000 2,00,000 1,50,000 1,00,000 50, BY UNITS SOLD, The used market in the US has witnessed a gamut of activities following the contraction in the sales of the new cars and a global economic recession especially during the period Used vehicles sales totaled ~million units in 2007 before declining to ~million in 2008 and ~million in The bail outs of major automobile manufacturers such as Ford, General Motors 10

11 and Chrysler of the US automotive industry and the economic downturn of 2009 had a major impact on the sales of new cars as well as used cars.. Figure: The US Used Car Industry Market Size by Sales volume in Million Units, Million Units BY LATE MODEL SALES, Late models cars are categorized as the cars which are 0-5 years old. Late models comprised of around ~% of the overall sales volume of used cars in the US in 2011 Figure: The US Used Car Industry Market Size by Late Model on the Basis of Sales Volume in Million Units, Million Units

12 MARKET SHARE OF MAJOR DEALERS IN USED CARS MARKET IN THE US, 2011 The unit sales of used cars equally dispersed among the various channels of franchised dealers, independent dealers and street sales. Around ~% of the sales were held by the franchised and independent dealers each and rest ~% market share was attributed to street sales Table: Market Share, Dealership and Revenue of Major Used-Car Dealers, 2011 Dealer Name Location Total Dealerships Used Retail Units Used Retail Revenue (USD Million) Market Share (%) Carmax, Inc. Penske Automotive Group AutoNation, Inc. Sonic Automotive, Inc. Group 1 Automotive Van Tuyl Group Asbury Automotive Group Hendrick Automotive Group Lithia Motors, Inc. Larry H. Miller Automotive Group Ken Garff Automotive Group The Herb Chambers Companies Jim Koons Automotive Group Braman Automotive Group Chapman Automotive Group Fletcher Jones Automotive Group 12

13 Serra Automotive, Inc. Victory Automotive Group West Herr Automotive Group Mac Haik Auto Group Bergstrom Automotive Neenah Rosenthal Automotive Bob Rohrman Auto Group The Suburban Collection Keyes Automotive Group Others Total THE US USED CAR INDUSTRY FUTURE OUTLOOK AND PROJECTIONS, In the past few years, as buyers were opting for used cars more than new cars, the used car industry was matching the new car market in terms of sales growth. It is estimated the used car industry of the US will grow at about ~% by the end of 2012 and will rise to a unit sales level of ~million units with market revenue of USD ~ 13

14 Figure: The US Used Car Industry Future Projections by Revenue in USD Million and Sales Volume in Million Units, USD Million 5,00, ,80, ,60, ,40, ,20, ,00, ,80, ,60, Used Car Revenue Used Car Sales Volume Table: The US Used Car Industry Future Projections by Segments in Sales Volume in Units, Particulars Economy Car Entry-Level Sport Wagon Lower Mid Range Car Standard Mid Range Car Mid Range Sport Wagon Full Size Pickup Premium Mid Range Car Touring Car Budget Car Near Luxury Car Premium Sport Wagon Entry-Level SUV Mini Van Hybrid Vehicles Small Pickup 14

15 Luxury Car Lower Mid Range SUV Full Size Van Large SUV Traditional Car Premium Car Upper Premium Sporty Car Premium SUV Premium Sporty Car Upper Mid Range SUV Sport Utility Pickup Ultra Luxury Sporty Car Ultra Upscale Car Total THE US USED CAR DEALERSHIP PROFILE THE US FRANCHISED USED CAR DEALERS Franchised automobile dealers sell new and used cars and source their inventory majorly from the manufactures directly. THE US FRANCHISED USED CAR DEALER OVERVIEW The total number of franchised used car dealerships have steadily declined at a CAGR of ~% from The total number of used car franchised dealers in the US declined from ~franchised dealerships in 2006 to ~franchised dealerships in

16 Figure: Total Number of Franchised Dealers in the US in Units, ,000 20,000 Units 15,000 10,000 5, THE US FRANCHISED DEALER FINANCIAL PERFORMANCE, The financial performance of franchised dealers saw modest growth due to slow but stable economic recovery post the recession resulting in a revenue growth of ~% in the used car segment from 2010 to Figure: The US Franchised Used Cars Revenue per Dealership on the Basis of Sales in USD Million and Average Selling Price in USD, USD Million ,500 17,000 16,500 16,000 15,500 15,000 14,500 14, Used Car Sales (USD Million) Average Selling Price(USD) 13,500 16

17 Table: The US Franchised Dealers Revenue Segmentation by Financed and Cash on the Basis of Sales in Percentage, Particulars Financed Cash Total THE US INDEPENDENT USED CAR DEALERS Independent automobile dealers sell new and used cars and source their inventory majorly from the wholesale car dealers directly and other sources auction houses and street purchases. THE US INDEPENDENT USED CAR DEALERS OVERVIEW In 2011, the total number of independent used car dealers that operated in the US was around 38,584 which have increased by ~% over ~independent used car dealers in Figure: Total Number of Independent Dealerships in Units, P 50, , , , ,000.0 Units 25, , , , , P No part of this manual or any material appearing may be reproduced, stored in or transmitted on any other Web site without written permission of Ken Research and any payments of a specified fee. Requests to republish any material may be sent to us. 17