STATE-OF-THE-INDUSTRY REPORT

[Pages:21]2012 STATE-OF-THE-INDUSTRY REPORT

nadadata

New light-vehicle sales increased in 2011 to 12.7 million units from the previous year's 11.55 million units. Sales should improve by about 10 percent in 2012. Typical dealerships saw sales increases in all departments for the year, led by new-vehicle sales, and costs moderated in relation to new-vehicle sales vol-

ume. Real GDP grew moderately, by 1.7 percent, in 2011. Unemployment was 8.5 percent at the end of 2011, drop-

ping to 8.2 percent in March 2012. Consumer confidence generally trended upward in 2011 and early 2012.

In many states, residential housing price depreciation and financing difficulties continue, even as availability of

financing for new-vehicle purchases has improved. The tragic Japan tsunami and flooding in Thailand contrib-

uted to a shortage of new light vehicles from overseas. Overall, many brands saw a lack of new cars developed,

after strong selling rates in the first quarter of 2012. New-vehicle sales are soft in states with falling residential real

estate values. The cost of borrowing for cars and homes remained moderate for 2011 and early 2012, as the Federal

Reserve maintained very low short-term interest rates.

In 2011, vehicle sales continued to increase, driven by the need to replace a record-aged group of vehicles in ser-

vice. Less-generous incentives, such as cash rebates, value pricing and subvented rate financing, were a feature of

the market during the first quarter of 2012. Cars sold by subvented leases were increased by manufacturers worried

about the supply of used vehicles for certified pre-owned

programs. Used-car values continued to rise, according to NADA Guides, helping trade-in values for new-car customers. New light-duty sales of 12.7 million units in 2011 were

About this special section

10.2 percent higher than in 2010. Rising gasoline prices pushed the mix of new-vehicle sales toward a greater per-

On the following pages, you will find the results of NADA's yearlong analysis of the U.S. car and

centage of cars in late 2011 and early 2012. New-vehicle sales should rise by more than 10 percent during 2012, as

truck industry, with emphasis on the retail side of the business.

vehicle supply increases.

The key segments covered are:

Total dealership dollar sales in 2011 exceeded $609 billion, up modestly from 2010. Typical dealers added three employees in 2011, pushing total employment to 934,000, as few dealerships closed on a net basis. With many of these expenditures made locally, dealerships provided vital support to the economic well-being of their communities. Franchised dealers were also major payers and generators of federal, state

Average Dealership Profile............................... 3 NADA Optimism Index...................................... 4 New-Car Dealerships........................................ 5 Total Dealership Sales Dollars.......................... 6 The New-Vehicle Department............................ 8 F&I, Service Contracts................................... 10

and local tax revenue, as well as major contributors of both

The Used-Vehicle Department ....................... 11

time and money to local and regional charities.

Service, Parts, and Body Shop....................... 12

Employment and Payroll................................ 14

Vehicles in Operation and Scrappage.............. 16

Note: The NADA Industry Analysis Division (Paul Taylor, chief economist) prepares NADA Data. Contact NADA Industry Analysis, 8400 Westpark Drive, McLean, VA 22102, call 800.252.NADA, or e-mail industryrelations@.

Advertising and the Dealership....................... 18 Consumer Credit........................................... 19 New-Truck Dealerships.................................. 20 Dealership Financial Trends........................... 21

NADA DATA 2012 2

Average Dealership Profile

Sales for the nation's new-vehicle dealers reached 12.72 million units in 2011. Modest economic expansion and higher energy prices resulted in modest sales growth for the nation's new-car and -truck dealers. Total dealership revenue topped $609 billion, growing by 10.2 percent in 2011. Sales in the new-car department (up 15.6 percent) surpassed the 9.8 percent revenue growth in used cars. Net pretax profit posted strong gains, with the typical store generating $785,855 in 2011.

TOTAL GROSS AND EXPENSE

Total dealership gross margins moderated slightly in 2011 to 14.4 percent of total dealership sales from 14.5 percent in 2010. With economic recovery continuing at a slow pace, the 2011 operating profit increased to 1.2 percent of sales from 1.0 percent. Total expenses reflected ongoing growth in the overall U.S. economy, up 8.9 percent, but declined as a percentage of sales to 12.1 percent from

12.5 percent in 2010. Advertising expenses increased on higher unit sales, but fell on a per-vehicle basis to $628. Floor-plan expenses were a negative $48 per new vehicle sold, reflecting floor-plan assistance and low interest rates. Some major expenses for the average dealership in 2011:

Payroll ................................ $2,610,000 Advertising............................. $363,168 Rent and equivalent................ $403,990

TOTAL DEALERSHIP PROFITS

In 2011, total dealership net profit before tax as a percent of sales was 2.3 percent, up from 2.1 percent in 2010. Dollar profits gained 24 percent. New-vehicle department operating profit increased at the typical dealership. Used vehicles contributed one-quarter of operating profit in 2011, down from one-third of operating profit in 2010, as higher used-car values relative to new-car costs reduced consumer interest.

Average dealership profile

% change

2006

2007

2008

2009

2010

2011

2011-2010

Total dealership sales

$31,855,768 $33,379,501 $28,517,867 $26,645,303 $30,941,801 $34,744,897

12.3%

Total dealership gross

$4,338,448 $4,546,212 $4,077,497 $4,060,649 $4,498,949 $4,992,196

11.0%

As % of total sales

13.6%

13.6%

14.3%

15.2%

14.5%

14.4%

Total dealership expense

$3,848,964 $4,038,084 $3,800,451 $3,658,560 $3,863,023 $4,206,341

8.9%

As % of total sales

12.1%

12.1%

13.3%

13.7%

12.5%

12.1%

Net profit before taxes

$489,484

$508,127

$277,045

$402,090

$635,926

$785,855

23.6%

As % of total sales

1.5%

1.5%

1.0%

1.5%

2.1%

2.3%

(Net pretax profit in constant 1982 dollars)

$242,799

$245,117

$128,679

$187,454

$291,575

$349,424

19.8%

New-vehicle department sales

$18,795,482

As % of total sales

59.0%

Used-vehicle department sales

$9,265,366

As % of total sales

29.1%

Service and parts sales

$3,794,920

As % of total sales

11.9%

New-vehicle average selling price

$28,451

Used-vehicle average selling price

$15,518

Average net worth (as of 12/31) $2,160,181

Net profit as % of net worth

22.7%

Source: NADA Industry Analysis Division

$19,545,287 58.6%

$9,821,093 29.4%

$4,013,121 12.0%

$28,797 $15,714 $2,306,742

22.0%

$16,302,280 57.2%

$8,164,415 28.6%

$4,051,172 14.2%

$28,350 $15,200 $2,251,583

12.4%

$13,937,579 52.3%

$8,537,426 32.0%

$4,170,298 15.7%

$28,966 $14,976 $2,235,369

18.0%

$16,352,208 52.8%

$10,244,937 33.1%

$4,344,656 14.0%

$29,793 $16,474 $2,563,220

24.8%

$18,905,615 54.4%

$11,245,377 32.4%

$4,593,905 13.2%

$30,659 $17,267 $2,807,638

28.0%

15.6%

9.8%

5.7%

2.9% 4.8% 9.5%

3 NADA DATA

NADA Optimism Index

Our spring survey put the NADA Dealer Optimism Index at 167, slightly above the 166 seen in spring 2011. For the end of 2011, the index was 174, not far off the 179 posted at the end of 2010.

Low inflation, historically low interest rates and modest growth continue to support light-vehicle sales. Recently, growth in Europe and China slowed as the United States grew modestly.

In 2011, relatively stable new-vehicle incentive policies helped return the NADA index to its traditional rold as a leading indicator of U.S. new-vehicle sales improvements, similar to the index performance in recovery from the 1980-82 and 1990-92 U.S. recessions. That upward trend, combined with improved U.S. consumer confidence measures, portend continued improvement in U.S. new light-vehicle sales and profits in 2012.

Expectations for dealership profits

Percent of dealers expecting profits to:

Value

Increase No change Decline

index

April 1999

56.5

37.8

5.8

164

April 2000

49.0

39.9

11.1

149

April 2001

31.5

40.7

27.8

107

March 2002

53.2

36.7

10.1

153

March 2003

40.2

42.6

17.2

129

March 2004

47.1

40.9

12.0

143

March 2005

41.6

38.7

19.7

129

March 2006

32.9

41.1

26.0

108

March 2007

40.7

42.6

16.7

128

March 2008

28.0

44.2

27.8

98

March 2009

18.6

39.9

41.5

68

March 2010

54.0

35.7

10.3

154

March 2011

57.4

35.8

6.7

166

March 2012

58.3

33.5

8.2

167

Source: NADA Industry Analysis Division

Optimism index vs. new-vehicle sales

200

175

150

125

100

75

50

NADA Optimism Index

25

New-vehicle sales

0 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012

Source: NADA Industry Analysis Division

NADA DATA 2012 4

New-Car Dealerships

Consolidation in the number of franchised dealerships has slowed after the large net losses of 1,550 in 2009, 760 in 2010, and 160 in 2011. In the first quarter of 2012, the market gained dealerships on a net basis. Dealership groups shopped for acquisitions during 2011, and manufacturers restored some dealerships and inaugurated others as new brands opened for U.S. business.

As new brands enter the U.S. market, the net dealership count may increase in future years of strong economic growth. In the most recent recession, real estate and banking problems have persisted despite historically low interest rates, but newcar sales increased during the 20102011 period and are headed upward for 2012. For first-quarter 2012, the net dealership count is up by 66 dealerships. And interest rates remain low for new-car loans, boosting sales.

The recession caused some dealerships to drop into a lower sales category. The number of dealerships with sales of more than 750 new light vehicles per year fell to 3,907 at the beginning of 2012; in comparison, 6,518 stores sold at that rate in 2002, a high-volume sales year. All sales categories are likely to grow in upcoming years of economic growth as brands new to the U.S. market will add dealerships. New brands and new dealerships are a sign of even more vigorous competition ahead in the U.S. vehicle marketplace.

Number of dealerships, by volume of new-unit sales

Number of dealerships 9,000

8,000

7,755

7,000 6,000 5,000

5,875

4,933

5,755 5,282

4,000 3,000

3,488

2,000

1,000

0 0-149

Annual new-unit sales

150-399

1992 2002 2012

6,039 4,700

3,418

6,518

5,170

3,907

400-749

750+

Source: NADA Industry Analysis Division

New-car dealerships New-car dealerships, by state

As of January 1, 2012

1991 1992

24,200 23,500

1993

22,950

1994 1995

22,850 22,800

1996

22,750

1997

22,700

1998

22,600

1999 2000

22,400 22,250

2001

22,150

2002 2003

21,800 21,725

2004

21,650

2005 2006

21,640 21,495

2007

21,200

2008

20,770

2009

20,010

2010 2011

18,460 17,700

2012

17,540

Source: NADA Industry Analysis Division

As of January 1, 2012

Alabama

297

Alaska

32

Arizona

235

Arkansas

218

California

1,307

Colorado

260

Connecticut

263

Delaware

53

D.C.

1

Florida

842

Georgia

510

Hawaii

66

Idaho

109

Illinois

769

Indiana

429

Iowa

319

Kansas

231

Kentucky

260

Louisiana

292

Maine

128

Maryland

301

Massachusetts

411

Michigan

643

Minnesota

364

Mississippi

196

Missouri

414

Source: NADA Industry Analysis Division

Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Total U.S.

115 181

99 140 463 114 886 587

87 756 277 236 943

50 258

99 349 1,178 141

86 489 334 143 514

65 17,540

5 NADA DATA

Total Dealership Sales Dollars

Total dollar sales at the nation's new-car dealerships increased by more than 12 percent in 2011, the second full year of post-recession growth. Used-car department sales also improved in 2011, with a nearly 10 percent increase in revenue, 5 percent increase in transaction prices and a 12.5 percent gross margin on retail used selling prices. Higher used-car prices increased the trade-in equity for new-car customers. Only four states had average dealership sales lower than $20 million; 25 had sales exceeding $30 million.

Total sales of new-car dealerships

$ billions 800

$ millions 35

700

30 600

500 25

400

All dealerships (left scale)

Average per dealership (right scale)

300

20

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011

Sources: U.S. Department of Commerce; NADA Industry Analysis Division

Share of total dealership salesdollars

By department

2011

Service and parts

13.2%

Used vehicles 32.4%

New vehicles 54.4%

2001

Service and parts

11.6%

Used vehicles 29.0%

New vehicles 59.4%

Source: NADA Industry Analysis Division

2011 total sales, by state

All dealerships

State

(millions)

Alabama

$8,924

Alaska

$1,249

Arizona

$12,753

Arkansas

$5,360

California

$63,510

Colorado

$10,605

Connecticut

$8,488

Delaware

$2,337

Florida

$42,092

Georgia

$19,090

Hawaii

$1,664

Idaho

$2,452

Illinois

$25,894

Indiana

$11,843

Iowa

$7,184

Kansas

$5,380

Kentucky

$6,626

Louisiana

$8,530

Maine

$2,806

Maryland

$12,489

Massachusetts $14,774

Michigan

$12,783

Minnesota

$7,869

Mississippi

$4,389

Missouri

$12,147

Source: NADA Industry Analysis Division

Average per dealership

(thousands)

$30,046 $39,042 $54,268 $24,589 $48,592 $40,789 $32,276 $44,087 $49,990 $37,432 $25,211 $22,499 $33,673 $27,606 $22,521 $23,289 $25,484 $29,212 $21,924 $41,493 $35,948 $19,880 $21,619 $22,391 $29,341

All dealerships

State

(millions)

Montana

$2,272

Nebraska

$4,655

Nevada

$4,044

New Hampshire $4,097

New Jersey

$21,929

New Mexico

$3,101

New York

$36,743

North Carolina $17,733

North Dakota

$2,666

Ohio

$24,104

Oklahoma

$18,211

Oregon

$5,981

Pennsylvania $26,322

Rhode Island

$1,831

South Carolina $7,499

South Dakota

$2,425

Tennessee

$12,430

Texas

$52,090

Utah

$5,270

Vermont

$1,560

Virginia

$16,879

Washington

$10,398

West Virginia

$3,677

Wisconsin

$10,905

Wyoming

$1,293

Total U.S.

$609,356

Average per dealership

(thousands)

$19,759 $25,720 $40,853 $29,268 $47,362 $27,200 $41,471 $30,209 $30,642 $31,883 $65,743 $25,342 $27,913 $36,612 $29,067 $24,490 $35,617 $44,219 $37,375 $18,140 $34,518 $31,132 $25,715 $21,216 $19,892 $34,743

NADA DATA 2012 6

Relationship of new-car dealerships to total retail trade in 2011, by state (estimated)

Alabama Alaska Arizona Arkansas California Colorado Connecticut Delaware Florida Georgia

Number of dealers as % of total retail establishments

in the state 1.6% 1.4% 1.5% 2.3% 2.0% 1.4% 2.3% 1.8% 1.7% 1.6%

Hawaii Idaho Illinois Indiana Iowa Kansas Kentucky Louisiana Maine Maryland Massachusetts

1.3% 1.9% 2.5% 2.2% 2.8% 2.4% 2.0% 1.9% 1.9% 1.9% 1.9%

Michigan Minnesota Mississippi Missouri Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York

2.3% 1.8% 1.7% 2.1% 2.5% 2.7% 1.3% 2.5% 1.9% 2.3% 1.5%

North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas

2.1% 2.5% 2.2% 2.6% 1.8% 2.3% 1.7% 1.8% 2.7% 2.2% 2.0%

Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Total U.S.

1.9% 2.6% 1.9% 1.9% 2.3% 2.8% 2.6% 2.0%

Source: NADA Industry Analysis Division

Dealer sales as % of total retail sales in the state 14.7% 10.4% 16.3% 14.2% 15.5% 15.8% 15.3% 14.0% 16.5% 15.0% 12.3% 14.2% 13.6% 13.5% 13.3% 13.6% 11.8% 15.7% 11.3% 15.6% 14.1% 12.3% 11.8% 12.7% 13.8% 12.7% 13.2% 15.4% 13.9% 16.1% 14.5% 12.7% 15.1% 14.0% 14.2% 16.7% 12.8% 13.9% 13.9% 13.5% 14.3% 13.8% 16.5% 13.9% 14.0% 14.5% 12.1% 13.5% 13.2% 12.8% 14.5%

Dealer payroll as % of total retail payroll in the state 11.2% 9.8% 11.4% 12.0% 10.7% 12.1% 12.8% 14.7% 12.2% 11.8% 12.2% 10.6% 12.4% 11.7% 12.7% 12.7% 10.8% 12.7% 11.3% 14.0% 12.5% 13.9% 11.0% 9.8% 12.4% 11.2% 12.8% 10.3% 13.0% 13.1% 11.5% 9.4% 12.1% 14.0% 12.2% 13.7% 10.2% 13.1% 11.3% 10.6% 14.5% 10.7% 13.3% 9.4% 12.3% 13.7% 10.1% 11.7% 12.2% 12.5% 11.7%

Dealer employees as % of total retail employment in the state 5.9% 6.4% 6.6% 6.1% 6.3% 6.3% 7.1% 7.6% 6.6% 6.2% 5.6% 6.1% 6.6% 6.4% 6.5% 6.6% 5.6% 6.6% 6.1% 7.6% 6.0% 6.9% 6.0% 5.0% 6.4% 6.4% 6.5% 5.3% 6.5% 6.5% 6.6% 5.0% 6.4% 7.4% 6.7% 7.1% 5.9% 7.0% 5.8% 5.7% 7.0% 5.9% 6.8% 5.5% 7.0% 7.0% 6.2% 6.5% 7.0% 7.0% 6.4%

7 NADA DATA

The New-Vehicle Department

New-vehicle sales--12.7 million units in 2011--remained far lower than the average 16 million-plus units in the 2000-2007 era. On a seasonally adjusted annual rate (SAAR) basis, sales volume was at or above 14 million units during the first four months of 2012, helped by warm weather. Production shortages for some brands of sedans posed a concern as spring selling was under way. In early 2012, total automaker inventory of cars was just 45 days of supply, below the desired 60 days. Aided by a 67 days' supply of light trucks, all light vehicles were at 55 days' supply during early April 2012, and some brands of light vehicles from Japan fell well below 40 days' supply.

In 2011, the average selling price of a new vehicle, including accessories and options (next page, upper right), rose by 2.9 percent from 2010.

New-vehicle sales by manufacturer (bottom of the next page) show GM, Ford and Chrysler market shares rising in 2011. Of the three major Japanese brands--Toyota, Honda and Nissan--2011 market share rose only for Nissan and fell for the other two. Hyundai and Kia market shares increased despite limited factory capacity for their popular new sedans in 2011 and early 2012. Infiniti, Mitsubishi, BMW, Mercedes and Volkswagen managed market share increases in a year of overall tight sedan supply.

New-vehicle inventories and days' supply

Inventory (in millions) 4.0

Total 3.5

3.0

Days' supply 80

75 Domestic

70

2.5

65

2.0

Domestic 1.5

60 55 Import

1.0

50

0.5

45

Import

0

40

2001 2003 2005 2007 2009 2011

2001 2003 2005 2007 2009 2011

Source: NADA Industry Analysis Division

Source: NADA Industry Analysis Division

New-vehicle sales, by month

2011 Actual

January

816,831

February

989,883

March

1,242,276

April

1,154,216

May

1,058,262

June

1,048,943

July

1,056,475

August

1,069,005

September

1,050,336

October

1,017,933

November

991,257

December

1,238,755

Full Year

12,734,172

*Seasonally adjusted annual rate Source: NADA Industry Analysis Division

2011 SAAR* (in millions)

2010 Actual

12.6

696,546

13.4

778,433

13.1

1,063,605

13.1

980,399

11.8

1,100,729

11.5

981,263

12.2

1,046,980

12.1

994,298

13.1

955,919

13.2

946,586

13.6

869,654

13.5

1,140,106

12.7

11,554,518

2010 SAAR* % change (in millions) 2010 to 2011

10.7

17.3%

10.5

27.2%

11.7

16.8%

11.3

17.7%

11.6

-3.9%

11.1

6.9%

11.5

0.9%

11.5

7.5%

11.8

9.9%

12.1

7.5%

12.2

14.0%

12.4

8.7%

11.6

10.2%

NADA DATA 2012 8

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