Extended Warranties for New and Used Cars in Europe

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1 Extended Warranties for New and Used Cars in Europe Report Prospectus January 2011 Web: 1

2 Prospectus contents Page What is the research? What is the rationale? How do dealerships surveyed break down? Which manufacturer brands have been investigated? What is the report structure? What are the key features of the research? How can the research be used? How can the PartnerBASE be used? Who can use the research? What are some of the key findings? What is the cost and format? How can the research be purchased? Web: 2

3 What is the research? Finaccord s report titled Extended Warranties for New and Used Cars in Europe amalgamates comprehensive and in-depth research covering 26 countries in Europe, namely: Austria, Belgium, Bulgaria, Croatia, Czech Republic, Denmark, Finland, France, Germany, Greece, Hungary, Ireland, Italy, Norway, Netherlands, Poland, Portugal, Romania, Russia, Slovenia, Spain, Sweden, Switzerland, Turkey, the UK and Ukraine. Based on a survey of 1,385 dealers in these countries and an investigation typically covering between 30 and 40 automotive brands in each territory, the study delivers unique insights into the market for extended warranties for new and used passenger cars bought by consumers. Moreover, the research also generates data describing the size, in terms of gross written premiums and other revenues, for the market for extended warranties for new and used cars in each country. In addition to this unique market data, the survey results are also used to measure the extent to which automotive dealers and manufacturer brands actually organise and intermediate extended warranties in each country, to calculate average customer take-up rates for extended warranties at the point of sale, and to understand relationships between manufacturers or importers and external warranty providers for branded or endorsed programs. Web: 3

4 What is the rationale? The automotive manufacturing market, globally as well as in Europe, has long been highly cyclical and prone to low or non-existent profitability as a consequence of the tough competition that exists between manufacturers. The economic crisis caused car sales to drop sharply in many countries, and established European and US manufacturers face a new challenge from Chinese and Indian groups. As a result, a key issue for automotive manufacturers is to increase the value of revenues that they extract from customers through the provision of ancillary services, including extended warranties. Furthermore, the thin margins that car dealerships and importers can secure on vehicle sales in isolation can be boosted by cross-selling related services, most importantly financial services such as extended warranties. The market for extended warranties for new and used cars, which Finaccord s research indicates to be worth about EUR 3.18 billion in gross premiums and other revenues across Europe, is therefore a significant battleground. This study and its accompanying PartnerBASE database represent systematic, published research on the subject across Europe providing unrivalled insight about it. Web: 4

5 How do dealerships surveyed break down? Bulgaria, Croatia, Finland Ireland, Norway, Romania, Slovakia, Slovenia, Ukraine, all 2.9% Germany, 7.2% France, 5.8% Italy, 5.8% UK, 5.8% Spain, 5.1% Austria, Belgium, Czech Republic, Denmark, Greece, Hungary, Netherlands, Poland, Portugal, Russia, Switzerland, Turkey, all 3.6% Multi-marque, 30.0% Other groups, 5.9% Sweden, 4.0% Suzuki, 1.4% Honda, 1.4% Hyundai, 2.1% Mercedes-Benz, 2.3% BMW, 2.7% Fiat, 4.0% Volkswagen, 17.0% Renault Nissan, 8.7% Peugeot Citroën, 7.9% General Motors, 6.3% Toyota, 5.2% Ford, 5.0% Finaccord s universe of dealerships includes 1,385 respondents in total spread across 26 countries in Europe including manufacturer-owned dealerships, franchised dealerships, multi-marque dealerships and new and used car supermarkets. For a full list of the organizations contacted for the research and included in PartnerBASE, please contact Finaccord. Web: 5

6 Which manufacturer brands have been investigated? Manufacturer brands investigated through the local offices of the manufacturers themselves or those of their importers in at least one of the countries covered in this report are as follows: AIXAM Daihatsu Isuzu MG Škoda Alfa Romeo Dodge Jaguar MINI Smart Aston Martin Ferrari Jeep Mitsubishi SsangYong Audi Fiat Kia Nissan Subaru Bentley Ford Lada Opel Tata BMW Gaz Lancia Peugeot Toyota Cadillac Geely Land Rover Porsche UAZ Chery Great Wall Lexus Proton Vauxhall Chevrolet Honda Lifan Renault VAZ Chrysler Hyundai Maserati Reva Volkswagen Citroën IKCO Mazda Saab Volvo Dacia Infiniti Mercedes-Benz Seat ZAZ Daewoo Web: 6

7 What is the report structure? 0. Executive Summary: providing a concise evaluation of the principal findings of the report. 1. Introduction: offering a rationale, a detailed description of methodology and definitions. 2. European Overview: comprising an overview of the market for extended warranties for new and used cars across the 26 countries. Analyses include: trends in sales of new and used passenger vehicles; comparison of key metrics describing the behaviour of dealers in this market; comparison of average customer take-up rates for point-of-sale extended warranties; and calculation of the market size, in terms of gross written premiums and other revenues in each country, for extended warranties for new and used cars in Europe. 3. Austria: an in-depth analysis of the market for extended warranties for new and used cars in Austria including: an overview of the market for new and used passenger cars; dealer survey results including analysis of the use of extended warranty programs branded or endorsed by manufacturers as opposed to policies provided by independent warranty providers; and manufacturer / importer survey results, including identification of partners used for branded or endorsed extended warranty schemes. 4-28: the other 25 countries (for all, contents as for Austria). Web: 7

8 What are the key features of the research? Key features of this report include: comparable and standardised data concerning extended warranties for new and used cars covering a total of 26 countries in Europe ranging from mature territories, such as France and Germany, to fast-developing markets, such as Russia and Turkey; provision of hitherto unpublished market size and segmentation data for all of these markets generated from Finaccord s proprietary European Automotive Financial Services Model; analysis of the average number of providers of extended warranties used by dealers and the degree to which they collaborate with non-captive companies in addition to captive partners; in both the report and the accompanying PartnerBASE database, identification of both leading and secondary non-captive providers of extended warranties used by dealerships; in both the report and the accompanying PartnerBASE database, identification of partnerships between manufacturers or importers and external companies for branded or endorsed extended warranty schemes. Web: 8

9 How can the research be used? You may be able to use this report and the PartnerBASE that accompanies it in one or more of the following ways: understand the current size and future potential of the market for extended warranties for new and used cars on a Europe-wide basis; appreciate the extent to which dealerships favour promoting extended warranties as opposed to other ancillary automotive financial services such as creditor insurance and GAP insurance; benchmark the degree of competitive intensity recorded by the research for distributing extended warranties through the point of sale; evaluate the potential for establishing partnerships with automotive brands or their local importers for branded or endorsed extended warranty propositions; track the involvement in this field of leading national and international competitors including CarGarantie, Europ Assistance, eurotax Garantie, MAPFRE Asistencia, Marsh, Mondial Assistance, QBE, RAC, Real Garant and The Warranty Group. Web: 9

10 How can the PartnerBASE be used? Filter by group Select country Identify product partners EXTENDED WARRANTIES Brand Group Country Product offered? Operating model Partner(s) Škoda Volkswagen Czech Republic Yes Single partner CarGarantie Smart Daimler Belgium Yes Single partner CarGarantie SsangYong SsangYong Switzerland Yes Single partner CarGarantie Subaru Fuji Heavy Industries Germany Yes Single partner CarGarantie Suzuki Suzuki Austria Yes Single partner CarGarantie Look up specific brands Choose operating model Note: for this report, PartnerBASE also covers 1,385 dealerships Web:

11 Who can use the research? 1. Automotive manufacturers: this research provides a wealth of unique and valuable benchmarking data allowing you to assess objectively the status of extended warranties for new and used cars on a Europe-wide basis; 2. Underwriters and administrators of extended warranties: what are the opportunities to increase or build market share within the extended warranty markets of each country by means of distribution alliances with manufacturers, importers or dealers? 3. Finance and leasing companies: in some countries, it is common for extended warranties to be embedded in consumer finance and leasing packages hence it is important for providers in these areas to comprehend fully the apparent opportunities; 4. Management consultancies: are you helping a manufacturer or warranty provider with its strategy or evaluating how it can develop its business in extended warranties for new and used cars in Europe? Understand the current status of this market across 26 countries, saving time and effort on researching the subject yourself. Web:

12 What are some of the key findings? 1. Across Europe as a whole, 54.5% of manufacturer brands surveyed were marketing extended warranties to their customers in 2010, up significantly from 41.5% in 2007 Austria Belgium Bulgaria Croatia Czech Republic Denmark Finland France Germany Greece Hungary Ireland Italy Netherlands Norway Poland Portugal Romania Russia Slovenia Spain Sweden Switzerland Turkey UK Ukraine Average 78.0% 86.1% 57.1% 37.5% 58.8% 8.8% 11.1% 92.5% 90.2% 61.8% 81.8% 16.7% 82.1% 74.3% 9.4% 61.1% 83.3% 48.6% 14.0% 73.5% 76.3% 36.1% 36.1% 56.1% 85.0% 0.0% 54.5% % of manufacturer brands with extended warranty schemes 0% 20% 40% 60% 80% 100% Source: Finaccord Automotive Financial Services in Europe Survey Web:

13 What are some of the key findings? (cont.) 2. Most manufacturer brands in Switzerland offer extended warranties with provider mandates split between three main external warranty firms % of manufacturer brands offering extended warranties and operating model Weighted provider share of partnerships 100% 80% 60% No Internal Multiple partners Toyota Group, 7.4% Other, 14.7% Quality 1, 27.0% 40% Yes Single partner Euro Garantie, 9.9% 20% 0% Product offered? Operating model Euro Garantie, Quality 1, 14.9% Car Garantie, 26.1% Source: Finaccord European Automotive Financial Services Survey Web:

14 What are some of the key findings? (cont.) 3. In Turkey, sales of used cars have accelerated away from sales of new cars providing food for thought for extended warranty providers Passenger car parc and new / used passenger car sales (million) 10 8 Used car sales New car sales Car parc Source: ACEA, Otomotiv Sanayii Dernegi, Finaccord estimates Web:

15 What are some of the key findings? (cont.) 4. Key findings from the executive summary include: the market for extended warranties for passenger cars in Europe is worth in the region of EUR 3.18 billion in terms of gross written premiums, with Germany, as might be expected, the largest market; Finaccord s research indicates that the extended warranty markets of specific countries have very different levels of development when measured as a percentage of the value of underlying sales of new and used cars to consumers through dealerships; by this measure, and across new and used cars combined, revenues for extended warranties were worth 1.43% of the value of car sales in the most developed market in 2010 in comparison to the European weighted average of 0.86%; as a consequence of rising rates of provision among dealerships and a higher incidence of manufacturer-branded extended warranty programs, Finaccord believes that the market value is likely to exceed EUR 3.25 billion in 2011 or Web:

16 What is the cost and format? Extended Warranties for New and Used Cars in Europe is available as a standard Adobe Acrobat PDF document and / or hard copy. The PartnerBASE that accompanies it at no further charge is in Microsoft Excel format. Costs for this research set and other titles in the pan-european automotive financial services series are as follows: REPORT COST * FORMAT Extended Warranties for New and Used Cars in Europe 2,495 c. 240 pages Automotive Finance and Leasing in Europe for Consumers in Europe Consumer Automotive Financial Services in Eastern and South-Eastern Europe Consumer Automotive Financial Services in Northern and Central Europe Consumer Automotive Financial Services in Southern and Western Europe Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Europe 2,495 2,495 2,995 2,995 2,495 c. 365 pages c. 330 pages c. 420 pages c. 380 pages c. 360 pages For UK-based clients, VAT at the prevailing rate will be added to the basic price. Costs quoted are for a single site user licence only. For a corporate user licence, please see the next slide for further details. Invoices can be paid in EUR, at the prevailing exchange rate, if preferred. Web:

17 How can the research be purchased? Simple. Just go to the relevant area of the Finaccord web site available at and fill in the online order form, clearly indicating: report required type of corporate user licence, if required * billing name address and address purchase order number, if applicable Please allow up to one working day for the delivery of electronic copy by . * For the corporate user licence please choose one of the following options: 1. One office, one country: no supplement over and above basic cost of reports ordered 2. Multiple offices, one country: additional 20% over and above basic cost of reports ordered 3. Multiple offices, two to ten countries: additional 50% over and above basic cost of reports ordered 4. Global (unlimited offices in unlimited countries): additional 100% over and above basic cost of reports ordered VAT at the prevailing rate will be added to the price of any corporate user licence acquired by UK-based buyers. Web:

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