2019ANNUAL FINANCIAL PROFILE OF AMERICA’S FRANCHISED NEW-CAR DEALERSHIPS

NATIONAL

AUTOMOBILE

DEALERS

ASSOCIATION

M I D Y E A RR E P O R T

NADA DATA 2019: MIDYEAR REPORT | nada.org 1

Overview

CONTENTSFranchised Dealership Workforce . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2New Light-Vehicle Dealerships . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Dealership Financial Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5New Light-Vehicle Department . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8Used-Vehicle Department . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Service and Parts Department . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12Body Shop Department . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14Dealership Advertising . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15Employment and Payroll . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16New- and Used-Vehicle Consumer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

Patrick Manzi Senior Economist, NADA

The NADA Data financial profile of new-car dealerships is now published twice a year—as a full annual review at year-end and as a midyear update .

This midyear 2019 review features the many major milestones achieved by the retail auto industry during the first six months of 2019, including such highlights as:

• The nation’s 16,741 franchised light-vehicle dealers sold 8 .41 million light-duty vehicles .

• Total light-vehicle dealership sales topped $518 billion .

• Dealerships wrote more than 162 million repair orders, with service and parts sales totaling over $62 billion .

At the end of June 2019, dealership employment once again topped 1 .1 million employees . In addition to the direct employment provided by dealerships, hundreds of thousands of other jobs in local communities are dependent on dealerships . Dealerships spend billions of dollars in their communities on contracting and other services, and this includes more than $66 billion in wages to dealership employees during 2018 .

For the past several years, dealership employees have seen steady increases in their incomes as well as in their total compensation . Dealership jobs offer compensation that is significantly higher than in other retail sectors, and dealers continue to boast one of the highest average salaries of all industries—though we expect to see dealership employment remain flat throughout 2019 .

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, which has meant consistently good deals for consumers . Sales in the average U .S . dealership were up slightly in 2018, driven by increases in all departments . As margins on the sale of a new car have fallen since the Great Recession of 2008, dealers have done an excellent job focusing on their service and parts business . Since 2010 service and parts sales in the average dealership have increased by 5 .4% per year on an average annualized basis .

To improve the breadth of information provided in NADA Data, we offer a section focusing on the new- and used-vehicle consumer, with in-depth data from Experian . These stats include average monthly payment, average loan term, leasing and more .

Note: NADA Data was first published in 1979, and some of the methodology and data sources have naturally changed along the way. Therefore previous reports may not be directly comparable with the most recent version.

NADA DATA 2019: MIDYEAR REPORT | nada.org 2

Average Weekly Earnings

Data resource 2015 2016 2017 2018 Growth, 2017-2018

Total sample, franchised dealerships $1,341 $1,342 $1,383 $1,400 1.3%

Franchised dealer, same stores $1,347 $1,360 $1,387 $1,414 2.1%

Franchised dealer, same employees $1,374 $1,412 $1,432 $1,442 0.7%

BLS franchised dealerships* $966 $966 $993 $1,031 3.8%

BLS U.S. private sector $871 $893 $905 $934 3.3%

*Bureau of Labor Statistics (BLS) auto dealers estimate contains earnings from franchised and independent car dealership employees. Source: Bureau of Labor Statistics, NADA.

Franchised Dealership Workforce

Median Weekly Earnings

Data resource 2015 2016 2017 2018 Growth, 2017-2018

Total sample, franchised dealerships $1,026 $1,035 $1,061 $1,092 3.0%

Franchised Dealer, same stores $1,027 $1,054 $1,070 $1,099 2.4%

Franchised Dealer, same employees $1,052 $1,083 $1,108 $1,129 1.9%

BLS franchised dealerships* N/A N/A N/A N/A N/A

BLS U.S. private sector $825 $832 $860 $886 3.0%

*Bureau of Labor Statistics (BLS) auto dealers estimate contains earnings from franchised and independent car dealership employees. Source: Bureau of Labor Statistics, NADA.

Earnings Growth, 2017-2018

0

1

2

3

4

BLS U.S. private sectorBLS auto dealersFranchised dealer, same employees

Franchised dealer,same stores

Total sample franchised dealerships

■ Average ■ Median

%

3.0%

2.1%2.4%

0.7%

1.9%

3.8%

N/A

3.3%3.0%

1.3%

Source: Bureau of Labor Statistics, NADA.

NADA DATA 2019: MIDYEAR REPORT | nada.org 3

New Light-Vehicle Dealerships

Alabama 274

Alaska 27

Arizona 243

Arkansas 210

California 1,315

Colorado 247

Connecticut 250

Delaware 53

Florida 872

Georgia 492

Hawaii 69

Idaho 97

Illinois 709

Indiana 399

Iowa 276

Kansas 212

Kentucky 233

Louisiana 282

Maine 111

Maryland 301

Massachusetts 389

Michigan 610

Minnesota 340

Mississippi 176

Missouri 383

Montana 99

Share of Dealerships by Volume of New-Unit Sales, June YTD 2019

Nebraska 157

Nevada 99

New Hampshire 132

New Jersey 451

New Mexico 112

New York 851

North Carolina 559

North Dakota 77

Ohio 720

Oklahoma 255

Oregon 220

Pennsylvania 877

Rhode Island 54

South Carolina 251

South Dakota 85

Tennessee 332

Texas 1,202

Utah 141

Vermont 81

Virginia 454

Washington 308

West Virginia 135

Wisconsin 470

Wyoming 49

Total U.S. 16,741

TOTAL NEW-CAR DEALERSHIPS

16,741

Source: NADA

0

10%

5%

15%

20%

25%

18.7%18.7%

1,500+750-1,499500-749300-499150-2991-149

16.5%

15.0%

20.6%

10.5%

Percent of dealerships

New Light-Vehicle Dealerships by State, June YTD 2019

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 4

New Light-Vehicle Dealerships (continued)

Share of Owners by Number of Stores Operated, June YTD

Number of stores 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

1-5 96.6% 96.2% 95.8% 95.5% 95.0% 94.8% 94.4% 94.3% 94.0% 93.8%

6-10 2.4% 2.7% 2.9% 3.2% 3.4% 3.5% 3.8% 3.9% 4.1% 4.2%

11-25 0.9% 0.9% 1.0% 1.1% 1.4% 1.5% 1.5% 1.5% 1.5% 1.6%

26-50 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.2% 0.2% 0.3%

Greater than 50

0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1%

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 5

Dealership Financial Trends

StateAll

dealerships ($ millions)

Average per dealership

($ thousands)

Alabama $6,334 $23,116

Alaska $997 $36,926

Arizona $12,200 $50,205

Arkansas $3,896 $18,552

California $58,762 $44,686

Colorado $8,897 $36,021

Connecticut $4,961 $19,846

Delaware $1,492 $28,148

Florida $39,222 $44,980

Georgia $14,552 $29,577

Hawaii $2,919 $42,298

Idaho $1,879 $19,368

Illinois $18,379 $25,922

Indiana $7,728 $19,368

Iowa $3,739 $13,546

Kansas $2,899 $13,675

Kentucky $4,524 $19,415

Louisiana $7,090 $25,140

Maine $2,092 $18,847

Maryland $10,265 $34,105

Massachusetts $10,832 $27,846

Michigan $19,830 $32,508

Minnesota $7,892 $23,212

Mississippi $3,274 $18,604

Missouri $9,813 $25,622

Montana $1,646 $16,623

StateAll

dealerships ($ millions)

Average per dealership

($ thousands)

Nebraska $2,610 $16,627

Nevada $4,446 $44,913

New Hampshire $2,934 $22,230

New Jersey $18,839 $41,773

New Mexico $2,626 $23,451

New York $31,759 $37,319

North Carolina $14,806 $26,487

North Dakota $1,100 $14,280

Ohio $18,723 $26,004

Oklahoma $25,121 $98,515

Oregon $5,627 $25,576

Pennsylvania $20,130 $22,953

Rhode Island $1,426 $26,414

South Carolina $6,700 $26,695

South Dakota $1,116 $13,125

Tennessee $9,457 $28,485

Texas $47,232 $39,294

Utah $4,677 $33,172

Vermont $1,276 $15,749

Virginia $12,347 $27,195

Washington $9,199 $29,866

West Virginia $2,333 $17,280

Wisconsin $7,364 $15,669

Wyoming $774 $15,803

Total U.S. $518,735 $30,986

Total Sales by State, June YTD 2019

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 6

Dealership Financial Trends (continued)

22

25

28

$34

31

350

400

450

500

$550

2013 2014 2015 2016 2017 2018 2019

All dealerships (left scale) in billions of dollars

Average per dealership (right scale) in millions of dollars

$389.81

$424.08

$461.97

$491.39 $494.76$503.86

$518.74

$30.99

$30.00$29.43$29.46

$27.92

$25.86

$24.11

Total Sales of New-Vehicle Dealerships by Year, June YTD

20192018

Service and parts

12.8%

New vehicles54.1%

Used vehicles 33.2%

Service and parts

12.2%

New vehicles55.4%

Used vehicles 32.3%

Share of Total Dealership Sales Dollars, 2018 vs. 2019 June YTD

Source: NADA

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 7

Dealership Financial Trends (continued)

0

.5

1.0

1.5

2.0

2.5

3.0%

Average dealership, in percent of sales

2013 2014 2015 2016 2018 20192017

2.8% 2.8% 2.8%2.6% 2.5%

2.3% 2.3%

Total Net Profit Share of Sales by Year, June YTD

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 8

New Light-Vehicle Department

New-Vehicle Inventories and Days’ Supply by Year, June YTD

0

1

2

3

4

5

Inventory (in millions) Days’ supply

40

60

80

50

70

90

Import

Total

Domestic

Domestic

Import

20192013 201920132016 2016

Number of New Vehicles Sold and Selling Price by Year, June YTD

Year Average new vehicles sold Average retail selling price

2013 482 $31,849

2014 495 $32,362

2015 513 $33,103

2016 515 $34,221

2017 500 $34,335

2018 511 $35,249

2019 503 $36,402

Source: NADA

Source: Automotive News

NEW-VEHICLE DAYS’ SUPPLY 84 62

domestic import

NEW-VEHICLE INVENTORY

2,063,800domestic

1,940,900import

4,004,700

SOLD

$36,402AVERAGE SELLING PRICE OF

NEW VEHICLES SOLD(by new-vehicle dealerships)

NADA DATA 2019: MIDYEAR REPORT | nada.org 9

New Light-Vehicle Department (continued)

New Light-Duty Vehicle Sales by Year, June YTD

Year New cars Light-duty trucks Total light-duty vehicles

Light-duty trucks as % of total

2009 2,452,687 2,342,900 4,795,587 48.9%

2010 2,824,863 2,776,074 5,600,937 49.6%

2011 3,155,613 3,154,798 6,310,411 50.0%

2012 3,742,368 3,506,525 7,248,893 48.4%

2013 3,899,781 3,898,802 7,798,583 50.0%

2014 3,896,078 4,227,311 8,123,389 52.0%

2015 3,840,833 4,645,480 8,486,313 54.7%

2016 3,531,924 5,061,876 8,593,600 58.9%

2017 3,105,855 5,295,860 8,401,715 63.0%

2018 2,747,165 5,827,103 8,574,268 68.0%

2019 2,502,253 5,910,663 8,412,916 70.3%

Source: WardsAuto

NADA DATA 2019: MIDYEAR REPORT | nada.org 10

New Light-Vehicle Department (continued)

New-Vehicle Sales and Market Share by Manufacturer, June YTD 2019

FCA Ford GM Honda Nissan Toyota Volkswagen Other Total

1,089,067 1,200,021 1,409,448 776,995 717,036 1,151,641 316,305 1,752,4038,412,916

12.9% 14.3% 16.8% 9.2% 8.5% 13.7% 3.8% 20.8%

Market Share by Manufacturer, June YTD 2019

Source: WardsAuto

NATIONAL AUTOMOBILE DEALERS ASSOCIATION8484 Westpark Drive, Suite 500 | Tysons, VA 22102

SOURCE: WardsAuto; Autodata

BEATMARKET

U.S. light-vehicle sales closed out the second quarter with a SAAR of 16.94 million units, a decline of

1.2% compared to Q2 2018. Three fewer selling days in June resulted in an increased SAAR for the

month, but there was a decrease in the total number of units compared to June 2018. June sales of

1.51 million units sold represents a decrease of 1.9%. Light trucks represented 70.3% percent of all

new light-vehicle sales in the first half of the year, with the hot-selling crossover and pickup segments

posting market share gains of 1.5 and 1.0 percentage points respectively. Competition from nearly new

off-lease vehicles, rising new-vehicle costs and higher interest rates dulled sales the first half of 2019.

Interest rates almost certainly will not increase this year, and they even may be cut by 25 basis points

before the end of the summer. This will offer some relief to new-vehicle buyers dealing with ballooning

monthly payments for new vehicles. Looking at the rest of the year, we expect light-vehicle sales will

continue to post declines and will close out the year with sales of 16.8 million units.

June 2019

Patrick Manzi, NADA Senior Economist

Market Share, by powertrain

Diesel 2.9%Hybrid 2.3%Electric 1.5%Plug-in hybrid 0.5%

Gasoline 92.7%

SUV8.4% 5.4%

VanCrossoverPickup17.0%

Small Car12.2%

Large Car1.2%10.6%

Midsized Car Luxury Car5.7%

Market Share, by segment

39.4%

Market Share, by manufacturer

Subaru

BMW

Other* Hyundai-Kia

Daimler

VW

NissanFCA

Honda

Ford

GM

Percent share of market (also indicated by size of circle)

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 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

-1.2

-1.4

-1.6

-1.8

-2.0%

● Gain ● No change ● LossAll figures are year to date/year-to-date changes.

*Other is Jaguar/Land Rover, Mitsubishi, Mazda, Tesla, Volvo.

Toyota

June 2019 Y/Y Change % Jan - Jun 2019 YTD Change%

Total Car 4.96 -5.3% 4.92 -8.4%

Total Light Truck 12.33 2.9% 12.02 2.0%

Domestic Light Vehicle 13.42 2.0% 13.15 0.3%

Import Light Vehicle 3.87 -4.9% 3.79 -6.2%

Total Light Vehicle SAAR 17.29 0.3% 16.94 -1.2%

U.S. Light-Vehicle Sales(Seasonally Adjusted at Annual Rates)

All figures are year to date/year-to-date changes.

NADA DATA 2019: MIDYEAR REPORT | nada.org 11

Used-Vehicle Department

Used-Vehicle Sales by New-Vehicle Dealerships, by Year, June YTD

In millions (units)

2

3

4

6

7

8

5

1

02016 2017201520142013 20192018

6.65 6.71 6.76 7.00 6.917.55

7.89

Average Retail Selling Price of Used Vehicles Sold by New-Vehicle Dealerships, by Year, June YTD

In thousands

17

19

18

20

$21

2016 2018201520142013 2017 2019

$17.93

$18.70

$19.24

$19.88$19.97

$20.39

$20.84SOLD

$20,835AVERAGE RETAIL SELLING PRICE

OF USED VEHICLES SOLD(by new-vehicle dealerships)

Source: NADA

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 12

Service and Parts Department

Service labor sales (in billions of dollars)

0

2

6

10

$12

OtherInternalSubletWarrantyCustomer body

Customermechanical

8

4

$10.78

$2.21

$5.77

$2.03

$4.63

$2.27

Dealerships’ Total Service and Parts Sales, June YTD 2019

Service labor sales (in billions of dollars)

Parts sales (in billions of dollars)

0

2.5

5

7.5

$10

OtherInternalCounter WarrantyWholesaleCustomer body

Customermechanical

$9.50

$2.01

$10.24

$1.60

$6.64

$3.30 $3.64

9.02 1.82 9.26 1.49 6.23 3.15 3.52

Dealerships’ Total Service and Parts Sales, June YTD 2019 (in billions of dollars)

Service labor sales

Customer mechanical $10.78

Customer body $2.21

Warranty $5.77

Sublet $2.03

Internal $4.63

Other $2.27

Total service labor $27.69

Parts sales

Customer mechanical $9.50

Customer body $2.01

Wholesale $10.24

Counter $1.60

Warranty $6.64

Internal $3.30

Other $3.64

Total parts $36.93

Source: NADA

Parts sales (in billions of dollars)

$64.62 billionSERVICE AND PARTS SALES

(for all new-vehicle dealerships)

30

40

50

60

$70

20182016201520142013 2019

In billions of dollars

2017

$42.3$46.5

$50.4$54.4

$56.7$58.4

$62.5

Dealerships’ Total Service and Parts Sales by Year, June YTD

Source: NADA

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 13

Service and Parts Department (continued)

Profile of Dealerships’ Service and Parts Operations, June YTD 2019

Average dealership All dealers

Total service and parts sales $3,736,259 $62,746,735,424

Total number of repair orders written 9,697 162,344,173

Total service and parts sales per customer repair order $311

Total service and parts sales per warranty repair order $343

Number of technicians (including body) 16 275,401

Parts sales per service labor sale $1.58

Total parts inventory $441,675 $7,394,082,569

Average customer mechanical labor rate $123

Source: NADA

$3.74 millionSERVICE AND PARTS SALES

(per new-vehicle dealership)

275,401TECHNICIANS

(including body shop)

162+ millionREPAIR ORDERS WRITTEN

NADA DATA 2019: MIDYEAR REPORT | nada.org 14

Body Shop Department

Dealerships Operating On-Site Body Shops by Year, June YTD

35

40%

2016 2018201520142013 2019

37

39

38

36

Percent of total dealership population

2017

35.3%

35.9%

38.6%

37.1%

39.1%

37.8%37.3%

Source: NADA

Total Dealership Body Shop Sales by Year, June YTD

2.5

$4.0

2016 2018201520142013 2019

3.0

3.5

In billions of dollars

2017

$2.94

$3.36 $3.42

$3.80

$3.36$3.28

$3.64

Source: NADA

Body Shop Sales per Repair Order by Year, June YTD

500

$800

2016 2018201520142013 2019

700

600

In dollars

2017

$650

$752$708

$571

$745 $723$760

Source: NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 15

Dealership Advertising

3

4

3.5

4.5

$5

In billions of dollars

20182016201520142013 20192017

$3.73

$3.98

$4.35$4.52

$4.68$4.51

$4.47

Average Dealership Advertising per New Unit Sold by Year, June YTD

In dollars

$650

600

550

625

575

20182016201520142013 20192017

$580$573

$588

$606$620

$617

$628

Source: NADA

Source: NADA

Total Franchised Dealership Advertising Expenditures by Year, June YTD

$4.47 billionTOTAL DEALERSHIP

ADVERTISING EXPENDITURES

NADA DATA 2019: MIDYEAR REPORT | nada.org 16

Dealership Employment by Position, June YTD 2019

Employment and Payroll

Estimated Number of Dealership Employees by Year, June YTD

New- and used-carsalespeople

Supervisors,others

Other service andparts employees

20.6%

24.2%

23.0%

35.7%

Technicians

Total of all dealerships (left scale – in millions)

Average number per dealership (right scale)

50

60

70

80

0.9

1.0

1.1

1.2

20192013 2014 2015 2016 20182017

59

0.99

1.04

1.081.12

1.13 1.14 1.14

63

66

6970 70

68

Average Weekly Earnings of New Light-Vehicle Dealership Employees by State, Year-end 2018*

Alabama $1,075

Alaska $1,158

Arizona $1,027

Arkansas $1,263

California $1,189

Colorado $1,207

Connecticut $1,091

Delaware $1,164

Florida $1,143

Georgia $1,201

Hawaii $1,023

Idaho $1,051

Illinois $998

Indiana $1,020

Iowa $992

Kansas $1,022

Kentucky $1,049

Louisiana $1,011

Maine $1,145

Maryland $1,283

Massachusetts $1,123

Michigan $1,045

Minnesota $993

Mississippi $1,034

Missouri $1,007

Montana $1,011

Nebraska $1,297

Nevada $1,228

New Hampshire $1,298

New Jersey $1,049

New Mexico $1,215

New York $1,062

North Carolina $1,029

North Dakota $1,025

Ohio $1,044

Oklahoma $1,098

Oregon $1,022

Pennsylvania $1,074

Rhode Island $1,038

South Carolina $1,056

South Dakota $1,138

Tennessee $1,246

Texas $1,063

Utah $1,047

Vermont $1,126

Virginia $1,149

Washington $923

West Virginia $920

Wisconsin $981

Wyoming $726

Total U.S. $1,133

Source: NADA Source: NADA

*Payroll Information is from year-end 2018. Source: Bureau of Labor Statistics, NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 17

Employment and Payroll (continued)

StateTotal, all dealers(billions)

Average per dealership(millions)

Alabama $0.85 $3.10

Alaska $0.11 $4.01

Arizona $1.50 $6.18

Arkansas $0.52 $2.49

California $7.99 $6.08

Colorado $1.22 $4.93

Connecticut $0.88 $3.52

Delaware $0.24 $4.59

Florida $4.98 $5.72

Georgia $1.96 $3.98

Hawaii $0.28 $4.01

Idaho $0.34 $3.54

Illinois $2.47 $3.49

Indiana $1.21 $3.04

Iowa $0.68 $2.45

Kansas $0.53 $2.52

Kentucky $0.72 $3.08

StateTotal, all dealers(billions)

Average per dealership(millions)

Louisiana $0.89 $3.14

Maine $0.30 $2.66

Maryland $1.42 $4.70

Massachusetts $1.63 $4.18

Michigan $2.13 $3.49

Minnesota $1.13 $3.31

Mississippi $0.43 $2.43

Missouri $1.21 $3.15

Montana $0.21 $2.14

Nebraska $0.41 $2.60

Nevada $0.61 $6.21

New Hampshire $0.44 $3.32

New Jersey $2.21 $4.91

New Mexico $0.37 $3.33

New York $3.28 $3.85

North Carolina $2.00 $3.58

North Dakota $0.21 $2.69

StateTotal, all dealers(billions)

Average per dealership(millions)

Ohio $2.34 $3.26

Oklahoma $0.75 $2.96

Oregon $0.78 $3.56

Pennsylvania $2.66 $3.03

Rhode Island $0.20 $3.67

South Carolina $0.86 $3.43

South Dakota $0.23 $2.75

Tennessee $1.31 $3.95

Texas $6.49 $5.40

Utah $0.60 $4.27

Vermont $0.17 $2.15

Virginia $1.88 $4.15

Washington $1.37 $4.44

West Virginia $0.31 $2.28

Wisconsin $1.17 $2.48

Wyoming $0.11 $2.29

Total U.S. $66.60 $3.98

Annual Payroll of New-Vehicle Dealerships by State, Year-end 2018*

*Payroll Information is from year-end 2018. Source: Bureau of Labor Statistics, NADA

NADA DATA 2019: MIDYEAR REPORT | nada.org 18

New- and Used-Vehicle Consumer

Credit Score Range

Category Score range

Superprime 781-850

Prime 661-780

Nonprime 601-660

Subprime 501-600

Deep subprime 300-500

Percentage of Vehicles Sold With Financing, 2018 vs. 2019, June YTD

0

20

40

60

80

100%

Q2 2019Q2 2018

■ New ■ Used

86.1%

54.7%

85.9%

55.9%

Percentage of Vehicles Leased, 2018 vs. 2019, June YTD

Q2 2018Q2 2018

■ New ■ Used

10

15

20

25

0

5

30

35%

30.4%

3.6% 4.1%

30.0%

6.4%

SubprimeDeep subprime0.4%

15.4%

Nonprime

47.7%

Prime

30.1%

Superprime

29.0%

Superprime15.8%

Nonprime

6.5%

SubprimeDeep subprime0.4%

Q2 2019

Q2 2018

48.3%

Prime

New Leasing by Risk Segment, June YTD

Source for all charts on this page: Experian Automotive. For more information, contact auto@experian.com.

NADA DATA 2019: MIDYEAR REPORT | nada.org 19

New- and Used-Vehicle Consumer (continued)

Average Loan Term in Months, 2018 vs. 2019, June YTD

0

100

200

300

400

500

600

UsedNew

$25 ■ Q2 2018 ■ Q2 2019

$14$525

$378

$550

$392

60

62

64

66

68

70Q2 2019

Q2 2018

UsedNew

■ Q2 2018 ■ Q2 2019 69 69

64

65

Average Monthly Payment, 2018 vs. 2019, June YTD

New-Vehicle Market Share by Lender Type, June YTD 2019

BHPH

5.2%Financecompany

11.8%Credit union

0.1%Captive54.8%

Bank28.0%

Average Loan Credit Scores by Vehicle Type, June YTD

20182017201620152013 2014625

650

675

700

725Q2 New

Q2 Used

2019

720712 711 710

714 715 717

645 644 645 648652 655 656

Source for all charts on this page: Experian Automotive. For more information, contact auto@experian.com.