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San Antonio Auto Dealer News

All About the San Antonio Auto Marketplace

February 2017 Volume 4 Issue 1

REGION SALES END YEAR UP IN FOURTH QUARTER
Total Sales in the Region
Q4 2016 TOTAL REGION SALES INCREASE ON HIGHER FLEET SALES
increased in the fourth quar-
60,000
ter 2016 driven by strong TOTAL
Fleet Sales in support of San CARS
51,485 TRUCKS
Antonio’s tourist industry.
50,000
(See Chart at upper right,) 45,858
Retail Sales, conversely, fell
NEW VEHICLE SALES VOLUME
42,374 43,240
HEADLINE NEWS slightly from the third quarter 40,000 38,161
ending 2016 with 102,632 36,862
 Region Total units, down 17.3% year-over- 32,766
35,010

27,170
Sales up, Re- year from 124,162 units in 30,000

24,315

23,930
23,713

23,641
2015. (See Chart at lower
22,145

tail Sales fall

21,688

20,718
20,023
19,599

19,562
right.)

18,444
in fourth quar-

17,300
16,473
Truck/SUV retail sales of 20,000

14,292
ter 2016.

12,743
64,930 in 2016 were down
12.6% year-over-year from
2015 retail sales of 74,820 10,000
units. This was significantly
better than Auto Segment
retail sales of 37,702 units in 0
Q1-2015 Q2-2015 Q3-2015 Q4-2015 Q1-2016 Q2-2016 Q3-2016 Q4-2016
2016 down 24.4% year-over-
year from 49,882 units in SAN ANTONIO REGION TOTAL NEW VEHICLE SALES 2015-2016 BY QUARTER
2015.
THE BIG STORIES Region Retail Sales of
23,785 units in the fourth 12 MONTH PERIOD RETAIL SALES FALLS FOURTH STRAIGHT QUARTER IN Q4 2016
 Region Aver- quarter were down 10.0% 128,000
age Retail from retail sales of 26,430
units in the third quarter. 124,162
Sales Price
REGION RETAIL SALES VOLUME

124,000
Truck/SUV sales continue to
Hits New High.
gain market share in the 119,253 120,414
See Page 2 Region 120,000
118,073
 Average Age of What’s Next? 116,294 116,924
115,403
Economic indicators in the 116,000
VIO in the Re- 113,401
Region have begun to im- 113,089 113,070
gion falls in
prove with an increase in oil 112,000
2016. and gas activity. Region car
See Page 3 and light truck retail sales
108,000
remained in a stable range of
 Suburban 104,861
24,000 to 27,000 units per
Dealers Mar- quarter for the past 5 quar- 104,000 102,632
ket Share re- ters despite negative eco-
mains at 20% nomic news. This stability 100,000
level. together with favorable Retail
Prices and healthy Average
See Page 4
Age of VIO in the Region indi-
cate a solid base for modest SAN ANTONIO REGION - ROLLING 12 MONTHS RETAIL SALES
growth in 2017. 2014 TO 2016 BY QUARTER
SAN ANTONIO AUTO DEALER NEWS PAGE 2

Average Retail Sales Price Driven by Truck/SUVs
Q4 2016 AVERAGE RETAIL SALES PRICE JUMPS TO RECORD HIGH

SAR REGION DEALERS AVERAGE RETAIL SALES PRICE PER VEHICLE
MEDIAN PRICE $30,543 Q4 2016
$34,000

$33,492
$33,500
Q4 2016 AVE RET SALES PRICE, TRUCK/SUVS = $37,512
Q4 2016 AVE RET SALES PRICE, CARS = $26,603
$33,000
$32,669
$32,602
Average Re- $32,500
$32,356
tail Sales $32,340 $32,331

Price in Q4 $32,000 $31,876
2016 moves $31,829
to record $31,500 $31,555 $31,554 $31,489
$31,597

high in the
Region. $31,000

AVERAGE MONTHLY RETAIL SALES PRICE OF NEW CARS AND LIGHT TRUCKS
SAN ANTONIO REGION - 2014 TO 2016

Average Retail Sales Price in the Region reached $33,492 driven by dominant Truck/SUV sales. The
Truck/SUV segment holds a $10,909 retail price differential over the Auto segment.

SUVs and Crossovers Push Retail Market Share
TRUCK/SUV RETAIL MARKET SHARE MOVES TO RECORD HIGH IN Q4 2016
66%
2016 AVERAGE RETAIL TRUCK/SUV MARKET SHARE = 63.3% 65.0%
65%
64% 63.4%
63.0%
63%
Truck/SUV 62.1%
OF NEW VEHICLE RETAIL SALES

62% 61.7%
market share
TRUCK/SUV PERCENTAGE

61%
in the Region 60% 59.6%
59.1% 59.0% 59.1%
sets new rec- 59%
58.1%
ord in Q4 58%
57.4%
57%
2016 . 56.4%
56%
55%
54%
53%
52%
51%
Q1-14 Q2-14 Q3-14 Q4-14 Q1-15 Q2-15 Q3-15 Q4-15 Q1-16 Q2-16 Q3-16 Q4-16
TRUCKS/SUVs MARKET SHARE OF NEW VEHICLE RETAIL SALES
SAN ANTONIO REGION 2014-2016 BY QUARTER

Market Share of the Region Truck/SUV segment reached a record high in Q4 2016, driven by consumer
preference for SUVs and Crossovers. Market share for Pickups remains in the 19% to 20% range, while
SUVs and Crossovers have risen to 34.0% market share in the Region.
SAN ANTONIO AUTO DEALER NEWS PAGE 3

2016 Average Age of VIO Falls Slightly in Region

Percent of
Region ve- The Average Age of VIO (Vehicles in Operation) decreased slightly to 8.94 years in the San Antonio Re-
hicles in 1 gion in 2016. The Region Age of VIO remained below the Texas and national averages. The Average
Age of VIO can be an indicator of pent-up demand. (See Chart above)
to 5 year The percent of San Antonio Region vehicles in the 1 to 5 year age group edged up year-over-year in
age group 2016 for the third straight year. The percent in the 6 to 10 year age group continued to fall. (See Chart
below) The percent of vehicles in the 11 to 20 year age group was essentially unchanged. The Aver-
moves
age Age of VIO is based on Cars and Light Trucks currently titled by Texas DMV.
slightly
higher in CARS/LIGHT TRUCKS BY AGE GROUP MINOR CHANGES IN 2016
2016. 50.0%
AGE 1 - 5 YEARS 37.7%
AGE 6 - 10 YEARS 24.8%
45.0%
PERCENT OF REGISTERED CARS/LIGHT TRUCKS

AGE 11 - 20 YEARS 32.9%
AGE 21 - 35 YEARS 4.6%
40.0%

35.0%
IN SAN ANTONIO REGION

30.0%

25.0%

20.0%

15.0%

10.0%
5.2%

5.0%

0.0%
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
TOTAL REGISTERED CARS AND LIGHT TRUCKS
Copyright 2017 InfoNation, Inc.
IN SAN ANTONIO REGION BY AGE GROUP
SAN ANTONIO AUTO DEALER NEWS PAGE 4

Fleet Market Share Recovers in Q4 2016
FLEET SALES SHARE OF TOTAL SALES JUMPS IN Q4 2016
Fleet Sales Average 2013-2016 = 29.0% of Total Sales

Q4 - 2016 32.1%

Q3 - 2016
19.3%
30.9%
Fleet sales Q2 - 2016

market
Q1 - 2016 37.7%
share fol-
Q4 - 2015 31.8%
lows quar-
terly pat- Q3 - 2015 18.3%
tern.
Q2 - 2015 36.2%

Q1 - 2015 33.1%

0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0%
SAN ANTONIO REGION - FLEET SALES AS PERCENT OF TOTAL SALES 2015 TO 2016
Fleet Sales include rental cars and third party leases. For example, to Hertz, Enterprise or Dealer
Loaner Cars. Fleet Sales exclude commercial sales such as to AT&T or ExxonMobil. (These are
included in Retail Sales.) Most Region Fleet Sales are by out-of-market dealers.

Fleet sales were strong in the fourth quarter of 2016 following a pattern of previous years. Fleet sales
market share is an indicator of local tourism and business health and an indicator of future used vehicle
supply. Fleet Sales include rental fleets and third party leases and are processed primarily by out-of-
market dealers.
One-fifth of Sales Go to Suburban County Dealers
SUBURBAN COUNTY DEALERS MARKET SHARE UP AT YEAR-END 2016
25.0%
SUBURBAN COUNTY DEALERS MARKET SHARE

22.8%
21.0%
20.2% 19.8% 20.1%
20.0% 18.7% 18.8% 19.4%
18.0% 18.6% 18.6% 18.2%

Suburban 15.0%
County
dealers
10.0%
market
share con-
5.0%
sistently in
20% range.
0.0%

SUBURBAN COUNTY DEALERS - SHARE OF SAN ANTONIO REGION MARKET
INCLUDING ATASCOSA, BANDERA, COMAL, WILSON, MEDINA, KENDALL, GUADALUPE
2014 -2016 BY QUARTER

For the past 3 years the fourth quarter has been the strongest for Suburban County dealers market
share in the Region. The seven counties surrounding Bexar County continue to hold market share in the
20% range.
SAN ANTONIO AUTO DEALER NEWS PAGE 5

Ford and Toyota Dominate the Region Retail Market
FORD AND TOYOTA EXTEND REGION RETAIL MARKET SHARE LEAD IN 2016

FORD 15.99%

14.86%
TOYOTA

CHEVROLET 9.29%

9.02%
NISSAN

HONDA 6.84%

RAM 4.37%

3.91%
JEEP 2016 MARKET SHARE
3.58%
DODGE 2015 MARKET SHARE

3.50%
KIA

HYUNDAI 3.36%

0.00% 2.00% 4.00% 6.00% 8.00% 10.00% 12.00% 14.00% 16.00% 18.00%

TOP 10 BRANDS - SAN ANTONIO REGION RETAIL SALES
NEW CARS AND LIGHT TRUCK-SUV MARKET SHARE BY BRAND 2015 VS 2016

Ford and Toyota gained Retail Market Share in the San Antonio Region in 2016. The two brands sold over 30% of Region
retail cars and light trucks in 2016. Seven of the 10 brands on the leader board gained retail market share while 3 brands
lost share in 2016. 1% Retail Market Share equaled 1,026 units in 2016.

Most Manufacturers Lose Retail Market Share in 2016
Retail and Total Sales Market Share in 2016
SAN ANTONIO AUTO DEALER NEWS PAGE 6

San Antonio Auto Dealer News is prepared for the San Antonio Automobile
Dealers Association by INFONATION, INC. of Sugar Land, TX. Sales infor-
mation is based on Title Transactions recorded in the Texas Department of
Motor Vehicles Registration and Title System and entered weekly into the
16030 Via Shavano
San Antonio TX 78249 INFONATION, INC. database.
INFONATION, INC. is not responsible for errors, omissions or delays in the
210-732-9647
FAX 210-732-3923 data provided in the RTS files. Opinions expressed are solely the conclu-
sions of INFONATION, INC. and are not necessarily shared by SAADA.
www.saautodealers.com
www.saautoshow.com

COMING EVENTS
SAVE THESE DATES !

SAADA Membership Luncheon
Tuesday, March 21, 2017 • 11:30 am • Oak Hills Country Club

SAADA Membership Luncheon
Tuesday, June 13, 2017 • 11:30 am • Oak Hills Country Club

SAADA Membership Luncheon
Tuesday, September 26, 2017 • 11:30 am • Oak Hills Country Club

San Antonio Auto & Truck Show
November 9-12, 2017

SAADA Holiday Luncheon
Thursday, December 14, 2017 • 11:30 am • Oak Hills Country Club

Luncheon Dates Subject to Change Copyright 2017 InfoNation, Inc.