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2002 F&I Factors

2002 F&I Factors

Top 100 F&I Dealers Imports vs. Domestics Dealers Imports vs. Domestics Top 25 F&I Dealers Top 25 F&I Dealers: Percentage by Manufacturer Percentage of Top 100 F&I Dealerships Belonging to Megadealer Groups Number of Top 100 F&I Dealerships Per Megadealer Group Top 25 Megadealers: Dealerships in Top 100 as Percentage of Total Dealerships in Group Profit Contribution Index Turnover Type $ Per Retail Unit By Turnover Type Turnover Analysis

October 24, 2018

2002 Finance

2002 Finance

New Vehicles By Credit Type Terms of Credit Interest Rates – New-Car Loans Buyers Paying Cash Gross as % of Selling Price Percentage of Gross Charge-Offs to Bankruptcy Service Contract Penetration Rates Delinquencies on Indirect New-Vehicle Loans F&I Contributions to Dealership Profits New-Car Department Net Profit/Loss (Percentage) Excluding F&I Aftermarket Income as % of New- and Used

October 24, 2018

2002 Internet

2002 Internet

Shoppers Who Read or Notice Web Banner Ads Used-Vehicle Shoppers Who Report Using Internet in Shopping Percentages of Lenders Using Web Sites Preference for Online Financing

October 24, 2018

2002 Leasing

2002 Leasing

Number of Months Before Having Equity/Percentage of Contract Paid Before Equity Excess Damage at Lease End Leasing Incentives Off Lease Vehicles by Lease Term Lease Share by Source Disposition of Vehicle Leases That Reached Full Term New-Vehicle Sales Financed Through Leases Banks Pull Back from Leasing Consumer Lease Trends Personal Use Leasing Lessees with Excess Mileage Who Buy Vehicle Used Vehicle Leasing

October 24, 2018

2002 Used Vehicles

2002 Used Vehicles

Customers with Negative Equity on a Trade Residual Gain/Loss Breakdown Maturity Distribution of Used-Vehicle Loans Booked

October 24, 2018

2003 F&I Factors

2003 F&I Factors

Profit Contribution Index F&I Penetration for the Average Dealership When Is the Customer Turned Over? $ Per Retail Unit By Turnover Type Not Turned Over to F&I

October 24, 2018

2003 Finance

2003 Finance

National Rate Tier Averages of Major Indirect Retail Lenders New Vehicles By Credit Type Terms of Credit Interest Rates – New-Car Loans Buyers Paying Cash Gross as % of Selling Price Percentage of Gross Charge-Offs to Bankruptcy Service Contract Penetration Rates F&I Contributions to Dealership Profits Profit/Loss (Percentage) Excluding F&I Aftermarket Income as % of New- and Used-Vehicle Department Gross Profit

October 24, 2018

2003 Internet

2003 Internet

Shoppers Who Read or Notice Web Banner Ads Used-Vehicle Shoppers Who Report Using Internet in Shopping Percentages of Lenders Using Web Sites Preference for Online Financing

October 24, 2018

2003 Leasing

2003 Leasing

Number of Months Before Having Equity/ Percentage of Contract Paid Before Equity Excess Damage at Lease End Lease Residual Support Off-Lease Vehicles by Lease Term Lease Share by Source Disposition of Vehicle Leases That Reached Full Term New-Vehicle Sales Financed Through Leases Banks Pull Back From Leasing Consumer Lease Trends Personal Use Leasing Lessees with Excess Mileage Who Buy Vehicle Used-Vehicle Leasing

October 24, 2018

2003 Used Vehicles

2003 Used Vehicles

Of Those Trading, Percent w/Negative Equity Customers with Negative Equity on a Trade Residual Gain/Loss Breakdown Maturity Distribution of Used-Vehicle Loans Booked

October 24, 2018

2004 F&I Factors

2004 F&I Factors

Profit Contribution Index Point of tunover to F&I F&I customer acceptance rates for the average dealership Customer acceptance rates with electronic menu usage Dollar per retail unit by turnover type F&I contributions to dealership profits F&I is about 17% of time in dealership Service contract penetration rates Average dollars per transaction

October 24, 2018

2004 Finance

2004 Finance

National Rate Tier Averages of Major Indirect Retail Lenders New Vehicles By Credit Type Terms of Credit Interest Rates – New-Car Loans Buyers Paying Cash Gross as percentage of Selling Price Percentage of Gross Charge-Offs attributable to Bankruptcy Delinquencies on indirect new-vehicle loans The auto finance market in the United States F&I Contributions to Dealership Profits Profit/Loss (Percentage) Excluding F&I

October 24, 2018

2004 Internet

2004 Internet

Comparison of Web-based credit scores to non-Web-based scores Total Web-based loan approval rates Used-Vehicle Shoppers Who Report Using Internet in Shopping Percentages of Lenders Using Web Sites Preference for Online Financing

October 24, 2018

2004 Leasing

2004 Leasing

Number of Months Before Having Equity/ Percentage of Contract Paid Before Equity Excess Damage at Lease End Prime loan distribution by credit score Nonprime loan distribution by credit score Lease Share by Source Disposition of Vehicle Leases That Reached Full Term New-Vehicle Sales Financed Through Lease Banks Pull Back From Leasing Consumer Lease Trends Credit score distribution - leases Lessees who buy vehicles with excess miles Lease residual

October 24, 2018

2004 Used Vehicles

2004 Used Vehicles

Dollar delinquencies on used-car loans (by $ amount) Customers with Negative Equity on a Trade Used-vehicle service contract penetration Maturity Distribution of Used-Vehicle Loans Booked

October 24, 2018