2017 nadadata | nada

2017ANNUAL FINANCIAL PROFILE OF AMERICA’S FRANCHISED NEW-CAR DEALERSHIPS

NATIONAL

AUTOMOBILE

DEALERS

ASSOCIATION

Overview

CONTENTSNew Light-Vehicle Dealerships � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 2Dealership Financial Trends� � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 19New Light-Vehicle Department � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 23F&I Department � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 26Used-Vehicle Department � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 27Service and Parts Department � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 28Body Shop Department � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 30Dealership Advertising � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 31Employment and Payroll � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 33New- and Used-Vehicle Consumer � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � � 36

This latest NADA Data, our comprehensive financial profile of new-car dealerships, includes the many major milestones achieved by the auto retail industry in 2017 (also look for our mid-year update, available in third quarter 2018)� Among them:

• The nation’s 16,802 franchised dealers sold 17�14 million light-duty vehicles�

• Total new-vehicle sales topped $1 trillion�

• Dealerships wrote more than 316 million repair orders, with service and parts sales exceeding $114 billion�

At the end of 2017, dealership employment topped 1�1 million and by year-end 2018 should hit reach an all-time high� In addition to direct employment by dealerships, hundreds of thousands of other jobs in local communities depend on auto retail�

Plus, dealerships spend billions of dollars in their communities on contracting and other services� This, of course, includes dealership employees’ wages, which in 2017 totaled more than $66 billion� Dealership compensation is far higher than that of other retail sectors� In fact, auto retail continues to boast one of the highest average salaries of any industry�

While employment at a dealership has for decades been one of the best paths to the middle-class American dream, customers also have benefited� There is healthy competition between dealers to sell and service vehicles—which has meant good deals for consumers� With sales in the average U�S� dealership relatively flat in 2017, the opening of new retail outlets became the main driver of the year’s total dealership sales increase� And as margins on new-car sales have fallen since the recession, dealers have done an excellent job focusing on service and parts—with those sales in the average dealership increasing 6 percent per year on an average annualized basis since 2009�

There is also a section on the new- and used-vehicle consumer, with in-depth data from Experian� These stats include average monthly payment, average loan term, leasing and much more�

Note: NADA Data was first published decades ago, and some of the methodology and data sources have naturally changed along the way. Therefore, previous reports may not be directly comparable to the current version.

Patrick Manzi Senior Economist, NADA

NADA DATA 2017 | nada.org 1

Boyi Xu Economist, NADA


New Light-Vehicle Dealerships

Average Light-Vehicle Dealership Profile

2015 2016 2017

Total sales $56,723,576 $59,590,891 $59,672,779

Total gross1 $6,572,760 $6,771,320 $6,795,692

As % of total sales 11.6% 11.4% 11.4%

Total expense $6,099,768 $6,495,666 $6,706,134

As % of total sales 10.8% 10.9% 11.2%

As % of total gross 92.8% 95.9% 98.7%

Total operating profit $472,981 $275,662 $91,774

As % of total sales 0.8% 0.5% 0.2%

As % of total gross 7.2% 4.1% 1.4%

Net profit before tax $1,503,432 $1,466,799 $1,394,756


As % of total gross 22.9% 21.7% 20.5%

New-vehicle department2

New-vehicle department total sales $33,006,319 $34,546,139 $34,393,462

New-vehicle department sales as % of total sales 58.2% 58.0% 57.6%

New-vehicle department gross as % of total gross 29.5% 27.8% 26.6%

New-vehicle selling price (retail)3 $33,456 $34,449 $34,670

Gross as % of selling price 6.4% 6.0% 5.7%

Retail gross profit per new vehicle retailed $2,152 $2,066 $1,959

Retail net profit per new vehicle retailed ($22) ($217) ($421)

Average number of new vehicles retailed 916 928 922

F&I income as % of new-vehicle department sales 2.8% 2.8% 2.9%

F&I penetration (new) 90.3% 90.4% 90.3%

1 Gross profit includes cost of goods sold, but not SG&A or advertising.2 Includes F&I sales unless otherwise noted.3 Excludes F&I sales.


New Light-Vehicle Dealerships (continued)

Average Light-Vehicle Dealership Profile (continued)

2015 2016 2017

Used-vehicle department2

Used-vehicle department sales $17,240,887 $18,109,934 $18,106,032

Used-vehicle department sales as % of total sales 30.4% 30.4% 30.3%

Used-vehicle department gross as % of total gross 25.1% 24.9% 24.4%

Used-vehicle selling price (retail)3 $19,400 $19,886 $20,009



Retail net profit per new vehicle retailed $132 $65 ($2)

Average number of used vehicles retailed 677 703 706

F&I income as % of used-vehicle sales 3.6% 3.7% 3.7%

F&I penetration (used) 71.4% 74.4% 73.2%

Used- to new-unit vehicle ratio (retail only) 74.0% 75.7% 76.6%

Service, parts and body shop department

Service, parts and body shop sales $6,458,094 $6,972,698 $7,194,457

Service, parts and body shop sales as % of total sales 11.4% 11.7% 12.1%

Service, parts and body shop gross as % of total gross 45.4% 47.3% 49.0%

Warranty as % of total service, parts and body shop sales 17.6% 18.2% 18.7%

Advertising expense4 $554,815 $587,787 $579,425


Per new vehicle retailed $606 $633 $629

Rent and equivalent $674,856 $724,207 $750,908

As % of total gross 10.3% 10.7% 11.0%


2 Includes F&I sales unless otherwise noted.3 Excludes F&I sales.4 Advertising expense includes advertising and sales promotion less advertising rebates. Some advertising data is reported in one account, which includes sales promotion and is already less advertising rebates.



Average Light-Vehicle Dealership Profile (continued)

2015 2016 2017

Floor plan interest ($134,238) ($114,979) ($51,802)

As % of total sales -2.0% -1.7% -0.8%

Per new vehicle retailed ($147) ($124) ($56)

Selling, general and administrative expense $5,628,310 $5,970,593 $6,069,902

As % of total sales 9.9% 10.0% 10.2%

As % of total gross 85.6% 88.2% 89.3%

Source: NADA



Domestic Dealership Profile

2015 2016 2017

Total sales $49,882,081 $53,647,345 $53,477,979

Total gross1 $5,655,845 $5,905,305 $5,902,681

As % of total sales 11.3% 11.0% 11.0%

Total expense $5,142,563 $5,560,929 $5,663,390

As % of total sales 10.3% 10.4% 10.6%

As % of total gross 90.9% 94.2% 95.9%






As % of total gross 23.1% 20.9% 18.7%








Retail net profit per new vehicle retailed $203 ($31) ($169)







Domestic Dealership Profile (continued)

2015 2016 2017








Retail net profit per new vehicle retailed $228 $171 $159



















Domestic Dealership Profile (continued)

2015 2016 2017


As % of total sales -2.0% -1.6% -0.3%




As % of total gross 84.3% 86.6% 86.5%

Source: NADA



Import Dealership Profile

2015 2016 2017

Total sales $64,952,534 $66,739,795 $64,568,304

Total gross1 $7,675,626 $7,812,964 $7,501,406

As % of total sales 11.8% 11.7% 11.6%

Total expense $7,251,095 $7,619,970 $7,530,177

As % of total sales 11.2% 11.4% 11.7%

As % of total gross 94.5% 97.5% 100.4%

Total operating profit $424,506 $192,986 ($28,728)


As % of total gross 5.5% 2.5% -0.4%



As % of total gross 22.7% 22.3% 21.7%









Average number of new vehicles retailed 1,135 1,128 1,061






Import Dealership Profile (continued)

2015 2016 2017






















As % of total gross 11.1% 11.6% 11.6%





Import Dealership Profile (continued)

2015 2016 2017


As % of total sales -2.0% -1.8% -1.0%



As % of total sales 10.3% 10.5% 10.6%

As % of total gross 86.8% 89.6% 91.1%

Source: NADA



Luxury Dealership Profile

2015 2016 2017

Total sales $93,016,150 $94,128,296 $86,306,866

Total gross1 $9,980,162 $10,215,697 $9,652,044

As % of total sales 10.7% 10.9% 11.2%

Total expense $9,785,416 $10,072,428 $9,701,416

As % of total sales 10.5% 10.7% 11.2%

As % of total gross 98.0% 98.6% 100.5%

Total operating profit $194,619 $143,233 ($49,181)

As % of total sales 0.2% 0.2% -0.1%

As % of total gross 2.0% 1.4% -0.5%



As % of total gross 26.1% 24.7% 25.0%








Retail net profit per new vehicle retailed ($732) ($711) ($1,122)

Average number of new vehicles retailed 1,003 939 807



1 Gross profit includes cost of goods sold, but not SG&A or advertising.2 Excludes F&I sales unless otherwise noted.3 Excludes F&I sales.



Luxury Dealership Profile (continued)

2015 2016 2017





















Rent and equivalent $1,244,705 $1,320,896 $1,185,167

As % of total gross 12.5% 12.9% 12.3%

Per new vehicle retailed $1,241 $1,407 $1,469




Luxury Dealership Profile (continued)

2015 2016 2017


As % of total sales -1.9% -2.0% -1.3%




As % of total gross 89.7% 91.3% 91.3%

Source: NADA



Mass-Market Dealership Profile

2015 2016 2017

Total sales $52,689,062 $55,741,355 $55,903,286

Total gross1 $6,194,993 $6,387,677 $6,391,168

As % of total sales 11.8% 11.5% 11.4%

Total expense $5,690,071 $6,097,607 $6,280,899

As % of total sales 10.8% 10.9% 11.2%

As % of total gross 91.8% 95.5% 98.3%






As % of total gross 22.3% 21.1% 19.6%















Mass-Market Dealership Profile (continued)

2015 2016 2017








Retail net profit per new vehicle retailed $150 $88 $26







Service, parts and body shop as % of total sales 11.1% 11.4% 11.6%

Service, parts and body shop as % of total gross 43.1% 45.2% 46.5%






As % of total gross 9.9% 10.3% 10.8%





Mass-Market Dealership Profile (continued)

2015 2016 2017


As % of total sales -2.1% -1.7% -0.7%



As % of total sales 10.0% 10.0% 10.2%

As % of total gross 84.9% 87.6% 88.9%

Source: NADA



Alabama 270

Alaska 29

Arizona 248

Arkansas 211

California 1,333

Colorado 247

Connecticut 253

Delaware 54

Florida 867

Georgia 489

Hawaii 68

Idaho 98

Illinois 713

Indiana 396

Iowa 286

Kansas 216

Kentucky 242

Louisiana 277

Maine 115

Maryland 302

Massachusetts 391

Michigan 614

Minnesota 332

Mississippi 179

Missouri 385

Montana 99

New Light-Vehicle Dealerships by State, 2017

Nebraska 158

Nevada 97

New Hampshire 135

New Jersey 454

New Mexico 114

New York 852

North Carolina 579

North Dakota 77

Ohio 719

Oklahoma 260

Oregon 220

Pennsylvania 872

Rhode Island 53

South Carolina 252

South Dakota 85

Tennessee 334

Texas 1,180

Utah 137

Vermont 82

Virginia 458

Washington 312

West Virginia 138

Wisconsin 469

Wyoming 51

Total U.S. 16,802

16,802Source: NADA

TOTAL NEW-CAR DEALERSHIPS

ALASKALowest number of

new light-vehicle dealerships

29

1,333CALIFORNIAHighest number of

new light-vehicle dealerships



Count by Chain Size by Year

Number of stores 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017

1 7,514 6,799 6,316 5,962 5,763 5,500 5,290 5,133 4,972 4,941

2 1,575 1,445 1,394 1,355 1,339 1,346 1,345 1,294 1,289 1,278

3 593 556 528 543 549 553 547 558 542 553

4 313 276 275 273 269 258 266 289 304 302

5 180 175 172 169 171 173 173 175 173 173

6 100 95 87 99 103 100 114 100 109 118

7 64 47 44 49 52 53 52 63 69 72

8 33 38 39 40 54 57 49 54 48 43

9 37 28 27 22 19 30 30 33 42 39

10 16 17 16 27 20 22 28 28 29 35

11-25 79 77 79 75 88 91 110 116 117 120

26-50 8 7 6 7 7 7 9 9 11 11

50+ 6 6 7 8 9 9 9 9 10 10

Total Individual Owners

10,518 9,566 8,990 8,629 8,443 8,199 8,022 7,861 7,715 7,695

Total Dealerships (Rooftops)

18,496 16,918 16,181 16,049 16,125 16,170 16,396 16,545 16,708 16,802

Source: NADA


Dealership Financial Trends

StateAll

dealerships ($ millions)

Average per dealership

($ thousands)

Alabama $12,589 $46,624

Alaska $1,642 $56,633

Arizona $22,246 $89,703

Arkansas $7,979 $37,815

California $119,696 $89,999

Colorado $17,169 $69,511

Connecticut $10,289 $40,667

Delaware $2,961 $54,826

Florida $77,423 $89,300

Georgia $29,293 $59,903

Hawaii $5,082 $74,734

Idaho $3,969 $40,498

Illinois $38,256 $53,655

Indiana $14,414 $36,398

Iowa $7,889 $27,582

Kansas $6,029 $27,914

Kentucky $8,707 $35,981

Louisiana $12,157 $43,888

Maine $3,706 $32,230

Maryland $19,646 $65,054

Massachusetts $21,299 $54,474

Michigan $40,344 $65,707

Minnesota $14,835 $44,682

Mississippi $7,217 $40,320

Missouri $18,425 $47,856

Montana $3,512 $35,478

StateAll

dealerships ($ millions)

Average per dealership

($ thousands)

Nebraska $5,179 $32,775

Nevada $8,471 $87,333

New Hampshire $5,780 $42,813

New Jersey $34,326 $75,609

New Mexico $5,097 $44,711

New York $60,348 $70,831

North Carolina $26,508 $45,782

North Dakota $2,198 $28,552

Ohio $35,907 $49,941

Oklahoma $43,712 $168,124

Oregon $11,064 $50,291

Pennsylvania $39,028 $44,757

Rhode Island $2,906 $54,823

South Carolina $13,344 $52,953

South Dakota $2,371 $27,899

Tennessee $15,780 $47,244

Texas $90,072 $76,332

Utah $8,578 $62,610

Vermont $2,559 $31,698

Virginia $22,771 $49,718

Washington $18,125 $58,092

West Virginia $4,772 $34,577

Wisconsin $15,131 $32,263

Wyoming $1,507 $29,553

Total U.S. $1,002,622 $59,673

Total Sales by State, 2017

Source: NADA* State-level estimates are calculated using the share of total U.S. new vehicle registrations in that state.

Oklahoma has an unusually high share of fleet registrations, which inflates dealership sales estimates.

*


Dealership Financial Trends (continued)

All dealerships (left scale) in billions of dollarsAverage per dealership (right scale) in millions of dollars

400

600

800

1000

$1200

2017201620152014201320122011201030

40

50

$60

Total Sales of New-Vehicle Dealerships by Year

Source: NADA

20172016

12.1%

New vehicles57.6%

Used vehicles 30.3%

Service and parts

11.7%

Service and parts

New vehicles57.9%

Used vehicles30.4%

Share of Total Dealership Sales Dollars, 2016 vs. 2017

Source: NADA

■ <1% ■ 1.0-2.0% ■ 2.1-3.0% ■ 3.1-4.0% ■ 4.1-6.0% ■ 6.1-8.0% ■ 8.1-10.0% ■ >10.1% ■ data not available

1.8

1.1

12.0

0.8

0.4

0.4 0.2

0.9

0.2

0.5

2.2 0.5

9.0

0.6

0.8

1.20.7 1.3 2.9

1.3

2.6

2.30.5

0.9

1.6

1.8

0.8

3.8

1.51.5

1.43.6

3.9

6.0

2.0

3.4

2.1

0.4

0.6

0.3

1.00.3

0.5

0.3

0.2

HI

7.7

1.7

4.0

4.4

0.2

In percent of total registrations

New-Vehicle Registrations by State, 2017

Source: IHS Markit



0.0

0.5

1.0

$2.0

1.5

Average dealership, in millions of dollars, including F&I

2.02010 2011 2012 2013 2014 2015 2016 2017

New-Vehicle Department Gross Profit by Year

Source: NADA

0

0.5

1.0

1.5

$2.0

2010 2011 2012 2013 2014 2015 2016 2017

Average dealership, in millions of dollars, including F&I

Used-Vehicle Department Gross Profit by Year

Source: NADA



2010 2011 2012 2013 2014 2015 2016 2017

Average dealership, in millions of dollars

0

.5

1.0

1.5

2.0

2.5

3.0

$3.5

0

.5

1.0

1.5

2.0

2.5

3.0%

Average dealership, in percent of sales

2010 2011 2012 2013 2014 2015 2016 2017

Service and Parts Department Gross Profit by Year

Total Net Profit Share of Sales by Year

Source: NADA

Source: NADA


New Light-Vehicle Department

New-Vehicle Inventories and Days’ Supply by Year

0

.5

1.0

1.5

2.0

2.5

3.0

3.5

4.0

Inventory (in millions) Days’ supply

Import

Domestic

Import

Total

20172010 20172010

Domestic

40

45

50

55

60

65

70

75

80

Average Number of New Vehicles Sold and Selling Price

Year New vehicles sold Average retail selling price

2010 714 $30,079

2011 793 $30,982

2012 896 $31,194

2013 960 $32,035

2014 1,003 $32,824

2015 1,051 $33,456

2016 1,045 $34,449

2017 1,020 $34,670

Source: Automotive News

NEW-VEHICLE DAYS’ SUPPLY 70 56

domestic import

NEW-CAR INVENTORY

1,923,100domestic

1,866,400import

3,789,500

SOLD

$34,670AVERAGE SELLING PRICE OF

NEW VEHICLES SOLD(by new-vehicle dealerships)

Source: WardsAuto, NADA


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

2006 7,780,800 8,721,000 16,502,700 52.8%

2007 7,618,400 8,470,900 16,089,300 52.6%

2008 6,813,550 6,381,050 13,194,600 48.4%

2009 5,456,300 4,945,400 10,401,700 47.5%

2010 5,635,400 5,919,100 11,554,500 51.2%

2011 6,089,300 6,644,900 12,734,200 52.2%

2012 7,242,800 7,199,000 14,441,800 49.8%

2013 7,582,500 7,942,300 15,524,800 51.2%

2014 7,688,900 8,748,100 16,437,000 53.2%

2015 7,525,023 9,861,024 17,386,047 56.7%

2016 6,873,158 10,591,862 17,465,020 60.6%

2017 6,079,584 11,055,149 17,134,733 64.5%

Gross Margin as Percentage of Selling Price by Year (excluding F&I)

New vehicles retailed

2016 2017201520142013201220112010

2

2.5

3.5

3

4

4.5%

Source: NADA

Source: WardsAuto


● gain ● no change ● lossAll Figures are Year to Date / Year to Date Changes

Loss/G

ain

Market Share, by manufacturer

SubaruBMW

Other*

Hyundai-Kia

*Other is Jaquar/Land Rover, Mitsubishi, Mazda, Tesla, Volvo

Daimler

Nissan

Toyota

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

-1.4

-1.6

-1.8

-2.0%

Honda

VW

FCAFord

GM

New Light-Vehicle Department (continued)

Manufacturer Gains/Losses in Market Share, 2017

New-Vehicle Sales and Market Share by Manufacturer

Year FCA Ford GM Toyota Honda Nissan Volkswagen Other Total

20172,042,173 2,512,881 3,000,147 2,434,515 1,641,429 1,593,464 339,676 3,570,448

17,134,733 11.9% 14.7% 17.5% 14.2% 9.6% 9.3% 2.0% 20.8%

Source: WardsAuto

Loss

/Gai

n


F&I Department

Aftermarket Income by Year

0

10

20

30

40

50 Total

2010 2011 2012 2013 2014 2015 2016 2017

As % of new- and used-vehicle department gross profit

Service contract and other

Finance and insurance

60%

Service Contract Penetration Rates by Year

As a % of vehicles retailed

30

40

50%

2010 2011 2012 2013 2014 2015 20172016

■ New ■ Used

Source: NADA

Source: NADA


Used-Vehicle Department

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

In millions

0

3

6

9

12

15

201520142013201220112010 2016 2017

Average Retail Selling Price of Used Vehicles Sold by New-Vehicle Dealerships

In thousands

2015 2016 201720142013201220112010

15.0

17.5

$20.0

42.9%

22.7%

25.5%

4.8%

4.1%

Trade-in onnew vehicle

Trade-in onused vehicle

Auctionpurchase

Streetpurchase

Other

Sources of Used Vehicles Retailed by New-Vehicle Dealerships, 2017

SOLD

$20,009AVERAGE RETAIL SELLING PRICE

OF USED VEHICLES SOLD(by new-vehicle dealerships)

Source: NADA Source: NADA

Source: NADA


Service and Parts Department

Service labor sales (in billions of dollars)

0

5

10

15

$20

OtherInternalSubletWarrantyCustomer body

Customermechanical

Dealerships’ Total Service and Parts Sales, 2017

Service labor sales (in billions of dollars)

Parts sales (in billions of dollars)

0

5

10

15

$20

OtherInternalWarrantyCounterWholesaleCustomer body

Customer mechanical

Dealerships’ Total Service andParts Sales, 2017 (in billions of dollars)

Service labor sales

Customer mechanical $20.00

Customer body $4.08

Warranty $9.86

Sublet $3.96

Internal $8.73

Other $4.13

Total service labor $50.75

Parts sales

Customer mechanical $17.42

Customer body $3.56

Wholesale $17.58

Counter $2.91

Warranty $12.70

Internal $6.21

Other $7.10

Total parts $67.48

Parts sales (in billions of dollars)

$114.15 billionSERVICE AND PARTS SALES

(for all new-vehicle dealerships)

60

80

$120

100

201520142013201220112010

In billions of dollars

2016 2017

Dealerships’ Total Service and Parts Sales by Year

Source: NADA

Source: NADA

Source: NADA


Service and Parts Department (continued)

Profile of Dealerships’ Service and Parts Operations, 2017

Average dealership All dealers

Total service and parts sales $6,793,905 $114,151,188,200

Service and parts gross profit as % of service and parts sales 46.0%

Total dealership net profit as % of service and parts sales 14.5%

Total number of repair orders written 18,829 316,359,727

Total service and parts sales per customer repair order $281

Total service and parts sales per warranty repair order $332

Parts sales per service labor sale $1.52

Number of technicians (including body shop) 19 317,347

Total parts inventory $390,960 $6,568,912,816

Average customer mechanical labor rate $115

$6.79 millionSERVICE AND PARTS SALES

(per new-vehicle dealership)

317,347TECHNICIANS

(including body shop)

316 millionREPAIR ORDERS

WRITTEN

Repair Orders (in millions)

0

50

100

150

InternalWarrantyService contract

Customer mechanical

RO Counts for All Dealerships, 2017

Source: NADA

Source: NADA


Body Shop Department

Dealerships Operating On-Site Body Shops by Year

30

40%

2014 20152013201220112010

35

Percent of total dealership population

2016 2017Source: NADA

Total Dealership Body Shop Sales by Year

4

5

$7

201520142013201220112010


6


Body Shop Sales per Repair Order, by Year

600

650

700

750

$800

201520142013201220112010

In dollars


Service Orders (in millions)

0

1

1.5

2

0.5

2.5

InternalClaimCustomer

Body Shop Repair Order Counts for All Dealerships, 2017

Source: NADA


Dealership Advertising

Total Dealership Advertising Expenditures by Year

4

8

$10

201520142013201220112010


6

2016 2017

Average Dealership Advertising per New Unit Sold, by Year

600

640

$650

201520142013201220112010

In dollars

620

2016 2017

630

610

Source: NADA

Source: NADA


Radio

Other

Direct mail

15.0%

55.4%

6.1%

10.0%

Newspaper

6.3%

7.2%Internet

TV

Dealership Advertising (continued)

Advertising Expenditures by Medium, 2017

Estimated Advertising Expenses per Dealership, 2017

Source: NADA

By media used Average of all dealerships

Newspapers $36,620

Radio $57,942

Television $86,914

Direct mail $41,719

Internet $321,001

Other $35,171

Total $579,425

Total advertising as % of total sales 1.0%

Source: NADA


Employment and Payroll

Number of Dealership Employees by State, 2017

1,135,700DEALERSHIP EMPLOYEES

State Total number, all dealers

Average number per dealership

Alabama 15,125 56

Alaska 2,001 69

Arizona 24,480 99

Arkansas 10,123 48

California 121,438 91

Colorado 19,378 78

Connecticut 14,114 56

Delaware 4,320 80

Florida 81,072 94

Georgia 33,324 68

Hawaii 4,427 65

Idaho 6,315 64

Illinois 45,921 64

Indiana 23,078 58

Iowa 12,814 45

Kansas 10,322 48

Kentucky 13,835 57

Louisiana 16,393 59

Maine 5,571 48

Maryland 23,960 79

Massachusetts 24,327 62

Michigan 36,644 60

Minnesota 20,536 62

Mississippi 8,402 47

Missouri 22,561 59

Montana 4,016 41

Nebraska 7,812 49

Nevada 9,137 69

New Hampshire 6,765 50

New Jersey 32,694 72

New Mexico 6,968 61

New York 51,213 60

State Total number, all dealers

Average number per dealership

North Carolina 36,429 63

North Dakota 3,834 50

Ohio 43,576 61

Oklahoma 13,926 54

Oregon 13,491 61

Pennsylvania 50,275 58

Rhode Island 3,475 66

South Carolina 16,085 64

South Dakota 4,326 51

Tennessee 22,314 67

Texas 100,699 85

Utah 10,302 75

Vermont 3,032 37

Virginia 32,510 71

Washington 22,789 73

West Virginia 6,437 47

Wisconsin 24,401 52

Wyoming 2,208 43

Total U.S. 1,135,700 69

69Average per dealership

Source: Bureau of Labor Statistics, NADA


Dealership Employment by Position, 2017

Employment and Payroll (continued)

Estimated Number of Dealership Employees by Year

20.9%

New and used-carsalespeople

Technicians

Supervisors,others

Other service andparts employees

28.7%

27.6%

27.6%

Total of all dealerships (left scale)Average number per dealership (right scale)

2010

50

60

70

80

800

1,000

1,200

2011 2012 2013 2014 2015 2016 2017

Average Weekly Earnings of New Light-Vehicle Dealership Employees by State, 2017*

Alabama $1,061

Alaska $1,144

Arizona $1,133

Arkansas $1,013

California $1,270

Colorado $1,169

Connecticut $1,184

Delaware $1,062

Florida $1,124

Georgia $1,095

Hawaii $1,210

Idaho $1,014

Illinois $1,026

Indiana $976

Iowa $1,011

Kansas $975

Kentucky $997

Louisiana $1,054

Maine $990

Maryland $1,111

Massachusetts $1,264

Michigan $1,138

Minnesota $1,004

Mississippi $975

Missouri $1,021

Montana $1,013

Nebraska $1,010

Nevada $1,260

New Hampshire $1,233

New Jersey $1,282

New Mexico $1,007

New York $1,201

North Carolina $1,035

North Dakota $1,025

Ohio $1,010

Oklahoma $1,025

Oregon $1,096

Pennsylvania $1,001

Rhode Island $1,041

South Carolina $1,039

South Dakota $1,045

Tennessee $1,117

Texas $1,194

Utah $1,060

Vermont $1,073

Virginia $1,098

Washington $1,125

West Virginia $877

Wisconsin $903

Wyoming $970

Total U.S. $1,113



Source: NADA

* We are aware that there are differences in methodologies used to calculate wages and earnings both across federal agencies and in our published reports. These differing methodologies will lead to some discrepancies in the wages and earnings reported here and in other publications. It is not the result of errors.


Employment and Payroll (continued)

StateTotal all dealers(billions)

Average per dealership(millions)

Alabama $0.83 $3.09

Alaska $0.12 $4.10

Arizona $1.44 $5.81

Arkansas $0.53 $2.53

California $8.02 $6.01

Colorado $1.18 $4.77

Connecticut $0.87 $3.44

Delaware $0.24 $4.42

Florida $4.74 $5.47

Georgia $1.90 $3.88

Hawaii $0.28 $4.10

Idaho $0.33 $3.40

Illinois $2.45 $3.44



Indiana $1.17 $2.96

Iowa $0.67 $2.35

Kansas $0.52 $2.42

Kentucky $0.72 $2.97

Louisiana $0.90 $3.24

Maine $0.29 $2.49

Maryland $1.38 $4.58

Massachusetts $1.60 $4.09

Michigan $2.17 $3.53

Minnesota $1.07 $3.23

Mississippi $0.43 $2.38

Missouri $1.20 $3.11

Montana $0.21 $2.14

Annual Payroll of New-Vehicle Dealerships by State, 2017

Annual Payroll of New-Vehicle Dealerships by Year

Total of all dealerships (left scale), in billionsAverage per dealership (right scale), in millions

2010 2011 2012 2013 2014 2015

30

40

50

60

$70

2.5

3.0

3.5

$4.0

2016 2017



Nebraska $0.41 $2.60

Nevada $0.60 $6.17

New Hampshire $0.43 $3.21

New Jersey $2.18 $4.80

New Mexico $0.36 $3.20

New York $3.20 $3.75

North Carolina $1.96 $3.39

North Dakota $0.20 $2.65

Ohio $2.29 $3.18

Oklahoma $0.74 $2.85

Oregon $0.77 $3.49

Pennsylvania $2.62 $3.00

Rhode Island $0.12 $2.29

South Carolina $0.87 $3.45

South Dakota $0.24 $2.76

Tennessee $1.30 $3.88

Texas $6.25 $5.30

Utah $0.57 $4.15

Vermont $0.17 $2.06

Virginia $1.86 $4.05

Washington $1.33 $4.27

West Virginia $0.29 $2.13

Wisconsin $1.15 $2.44

Wyoming $0.11 $2.18

Total U.S. $65.28 $3.89



New- and Used-Vehicle Consumer

Credit Score Ranges

Category Score Range

Superprime 781-850

Prime 661-780

Nonprime 601-660

Subprime 501-600

Deep subprime 300-500

Percentage of Vehicles with Financing

Q4 2017Q4 2016Q4 2015Q4 2014Q4 2013Q4 2012Q4 2011Q4 20100

20

40

60

80

100%

81.4%

50.9%

82.2%

53.3%

82.1%

52.8%

83.7%

53.5%

84.0%

55.2%

85.9%

54.7%

85.2% 85.1%

53.5% 53.8%

■ New ■ Used

Consumer Leasing of New Vehicles

15

20

30%

25

Q4 2015Q4 2014Q4 2013Q4 2012Q4 2011Q4 2010 Q4 2016 Q4 2017

■ Superprime ■ Prime ■ Nonprime ■ Subprime

0

20

40

60

80

100%

Q4 2017Q4 2016

6.40%6.93%

15.71%16.32%

48.37%48.12%

29.09%28.15%

New Leasing by Risk Segment

Source: Experian

Source: Experian

Source: Experian


New- and Used-Vehicle Consumer (continued)

UsedNew59

60

61

62

63

64

65

66

67

68

69

One month

■ Q4 2016 ■ Q4 2017

68

63

69

64

One month

Average Loan Term, in Months

UsedNew

■ Q4 2016 ■ Q4 2017

0

100

200

300

400

500

$600

$364

$515

$371

$506

$9

$7

Average Monthly Payment New-Vehicle Market Share by Lender Type, 2017

Finance

Credit union

Captive BHPH

Bank29.4%

4.7%

52.4%

13.4%

0.1%

Source: Experian

Source: Experian

Source: Experian


New- and Used-Vehicle Consumer (continued)

Q4 2014Q4 2013Q4 2012Q4 2011Q4 2010Q4 2009Q4 2008Q4 2007 Q4 2015 Q4 2016 Q4 2017600

650

700

750

800■ New ■ Used

711726

736 732 727 723 715 712

640 647657 659 653 650 646 648

711

649

711

654

716

656

Average Loan Credit Scores by Vehicle Type

For more information on Experian data, contact auto@experian�com�

Source: Experian

2017 nadadata | nada

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