2012 Special Analysis: Luxury Brand Trends and Used Price Forecast At a Glance How luxury brand demand in the new market is affecting used prices Which luxury brands have seen used prices improve the most A used luxury price forecast through 2012 Predictions for used luxury supply through 2014 An assessment of luxury brand incentive spending and new vehicle demand

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

Introduction Both the new and used vehicle markets have steadily recovered from the abyss that was 2009. New vehicle sales have grown by an average of 11 percent every year since then, and used vehicle prices have appreciated by a total of 19 percent over that period. While conditions and sales results have improved for the market as a whole, luxury brand progress has lagged behind that of its mainstream counterparts. From 2009 to 2011, for example, new vehicle sales grew 23 percent for mainstream brands and 20 percent for luxury brands. And last year, mainstream and luxury brand sales grew by 11 and 4 percent, respectively, compared to 2010. The slower recovery rate for luxury sales is not surprising, considering the $6.7 trillion loss in household and nonprofit net worth since 2007 and the resulting shift in consumer demand away from unsustainable exuberance. Throw in ownership changes (Jaguar, Land Rover, Volvo), bankruptcies (Hummer, Saab) and natural disasters (Acura, Infiniti, Lexus), and one could argue that luxury brands have suffered more than others these past few years. Despite these challenges, or perhaps because of them, a select few brands have naturally cultivated consumer demand and experienced growth in used vehicle prices and new market share. Other brands have had a tougher time keeping up because of product-related deficiencies in the areas of availability, broad-based appeal and advanced age. In this special report, NADA analyzes used vehicle price trends as they relate to recent luxury brand performance, and what to expect going forward.

USED VEHICLE MARKET Used Price Trends Used vehicle prices have risen over the past couple of years, due to economic conditions that lowered supply and strengthened demand. In the luxury sector alone, used prices grew by nearly 22 percent from 2009 to 2011, with appreciation

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

across brands ranging from a low of 14.7 percent for Volvo, to a high of 29 percent for Mercedes-Benz.

Luxury Brand Used Price Movement 2009–2011 Vehicles up to 5 years in age Acura

We’ve also seen a convergence in prices over the past few years, due to increased parity in new vehicle quality, design and, ultimately, consumer demand. While this trend is common across segments, we’ll use the competitive luxury compact car segment to illustrate it.

Audi BMW Cadillac Infiniti Lexus Lincoln Mercedes-Benz Volvo Luxury Sector 0

5

10

15

20

25

30

Percent Change

Prices grew by nearly 22 percent from 2009 to 2011. Source: NADA

Luxury Compact Sedan Price Compression Annual trend in Average Wholesale Price: Compact Luxury Cars

By making adjustments to mileage and mix in the underlying data, we're able to view prices in an “apples-to-apples” fashion. This way, the price differences we see are more reflective of market demand and not of changes in model mix, average mileage and so on.

Vehicles up to 5 years in age. Mileage & mix adjusted. Acura TL

Audi A4

BMW 3 Series Mercedes C Class

Infiniti G Volvo S60

Lexus ES

Lexus IS

Lincoln MKZ

Segment Avg

$26,000 $25,000

Adjusted Average Price

$24,000 $23,000 $22,000 $21,000 $20,000 $19,000 $18,000 $17,000 $16,000 $15,000 $14,000 2009

2010

2011

2012

Year

Most prices have become more compressed over time. Source: NADA

As shown in the chart, the annual increase in prices for the majority of models is immediately apparent. Upon closer review, we also see that most prices have become more compressed over time; this is especially noticeable when we remove

2010

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

NADA New Vehicle Demand Indices Audi, Lexus and Lincoln Audi

Lexus

Lincoln

220 200

Demand Index (2010 =100)

180 160 140 120 100 80 60

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Audi is in high demand in a luxury segment that is showing both positive and negative momentum. Source: NADA

2011's natural disaster results. And the compression makes sense, considering trends in the new vehicle market. For brands in high demand, such as Audi, used prices have come closer to those of segment leader Lexus, while the position of lowerdemand brands such as Lincoln and Volvo has weakened. We can clearly see the pronounced rise in demand for Audi and the steep drop in demand for Lexus and Lincoln in the chart showing NADA’s new vehicle demand indices. In essence, momentum — both positive and negative — is carrying over from the new market into the used market.

2012 Used Price Forecast and Supply Expectations NADA predicts that used luxury prices will rise again over the course of the year, but that growth will be substantially less than 2011’s 9 percent increase. Specifically, NADA predicts that luxury sector prices will appreciate by a mild 1.9 percent on an annual basis and that the majority of this growth will come from a 13 percent drop in overall used luxury supply. NADA’s brand-level forecasts — ranging from a drop of 3.1 percent for Volvo, to a 4.8 percent increase for Acura — are based on assumptions for new vehicle prices, gasoline prices and other economic factors, as well as the influence of both brand and market-level supply. This means that brands exposed to segments of extreme supply scarcity will experience more price support than they would solely from falling brand supply.

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

2012 NADA Used price forecast: luxury brand Year-over-Year change in used luxury brand prices. Vehicles up to five years in age. 6.0% 4.8%

5.0%

Percent Change From 2011

4.0% 3.3% 2.6%

3.0% 2.0%

1.5%

1.0%

1.9%

1.6% 0.7%

0.5%

0.0% -0.2%

-1.0%

NADA projects that supply will fall by 13 and 5% in 2012 and 2013, respectively, before increasing by 7% in 2014.

For example, Cadillac prices will receive added help from falling supply because the brand’s product mix is heavily skewed toward large cars Brand and trucks — two segments where market Forecasts are based on assumptions for new vehicle prices, gasoline supply is projected to be particularly scarce. prices and other economic factors, as well as the influence of both Conversely, price growth will be tempered for brand and market-level supply. brands with significant compact car and compact crossover Source: NADA exposure (e.g., BMW and Mercedes). This is especially true for the latter segment because it is one of only two whose NADA Used Supply Forecast: Luxury brands supply is projected to grow over the coming year (subcompact Vehicles up to 5 years in age cars being the other). -2.0% -3.0%

-3.1%

vt

ACURA

AUDI

BMW

CADILLAC

INFINITI

LEXUS

Brand

CY 2012

CY 2013

Acura

-20%

-8%

4%

Audi

3%

13%

15%

BMW

-8%

-3%

7%

Cadillac

-16%

-7%

14%

Infiniti

-10%

0%

10%

Jaguar

-15%

-3%

8%

Land Rover

-24%

1%

20%

Lexus

-16%

-12%

2%

Lincoln

-20%

-11%

-1%

LINCOLN

MERCEDESBENZ

VOLVO

LUXURY SECTOR

CY 2014

Mercedes-Benz

-5%

0%

9%

Porsche

-14%

-9%

14%

Volvo

-21%

-10%

13%

Luxury Sector

-13%

-5%

7%

Predictions for Used Luxury Supply NADA anticipates another year and a half of losses before used luxury supply swings back up again. Specifically, NADA projects that supply will fall by 13 and 5 percent in 2012 and 2013, respectively, before increasing by 7 percent in 2014. NADA also expects that Audi will be the lone brand to see supply lift in 2012, and that only three other brands — Infiniti, Land Rover and Mercedes-Benz — will see supply grow or go unchanged in 2013.

NADA anticipates another year and a half of losses before used luxury supply swings back up again. Source: NADA

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

Although NADA predicts another year of mild appreciation in 2012, there is downside risk heading into 2013.

Although the upturn in overall supply is still some ways off, shorter-term off-lease supply is set to improve much sooner. In fact, NADA estimates that 36-month off-lease supply is already on the rise, and that supply for these units will be 9 percent higher in the second half of the year than it was in the first. Although NADA predicts another year of mild appreciation in 2012, there is downside risk heading into 2013 because the rate of growth for short-term off-lease supply will pick up appreciably. In addition, the level of risk will increase in the latter half of 2013 and early 2014, as overall used supply is expected to reach a trough and begin to rise again.

NADA Used Supply forecast: luxury Brands Total supply and off-lease supply projections for 24–48 mo. lease term 24

36

48

Total Supply

20

145

18 140

14

135

12 130

10 8

125

6 4

Total Supply (Number of Units)

Off-lease Supply (Thousands)

16

120

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Return Month

Shorter-term off-lease supply is set to improve much sooner than overall supply. Source: NADA

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

Once supply begins to grow, used prices —currently at historically high levels for the majority of brands — will likely give back a portion of the gains realized over the past few years. That said, the gradual increase in supply will most likely translate into an orderly retreat in prices rather than a sharp, precipitous drop.

NADA USED PRICE INDEX: LUXURY BRANDS Vehicles up to five years in age, seasonally adjusted Audi

BMW

Cadillac

Lexus

Mercedes

Luxury Sector

Lincoln

Mainstream Sector

140

Index Value (January 2010 =100)

130 120 110 100 90 80 70 60

NEW VEHICLE MARKET

50

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New Vehicle Sales

Last year’s natural disasters in Japan radically influenced Used prices are at historically high levels for most brands. overall market performance Source: NADA for all manufacturers, as stymied Japanese production presented an opportunity for unaffected brands to disproportionately increase sales and market share. This year’s market is arguably a better barometer by which to gauge consumer demand for new luxury vehicles overall, as well as demand for particular luxury brand products. Return Month

At a market level, overall luxury sales through April grew by 5 percent, relative to the same period of time last year. Sales improved by 16 to 24 percent for BMW, Audi, Jaguar, MercedesBenz and Land Rover, in that order, while sales for Porsche and Lexus grew by 4 and 3 percent. Sales for Acura, Lincoln, Volvo and Infiniti have either remained flat or decreased by as much as 4 percent, while Cadillac’s losses far outpace the rest of the field at 24 percent.

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Overall luxury sales through April grew by 5% in 2012.

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

In terms of market share, the big German brands continue to add to their overall market exposure, while U.S. brands and Volvo have all seen their shares diminish.

Luxury Brand Market Share 2011

2012 YTD

% Change

20.0%

1.0%

18.0%

0.5%

Luxury Market Share

0.0%

14.0%

ACURA

AUDI

BMW

CADILLAC

INFINITI

JAGUAR

LAND ROVER

LEXUS

LINCOLN

MERCEDES- PORSCHE BENZ

Year-Over-Year Percent Change

While many factors have affected luxury brand success so far this 12.0% -05% year, the primary influence is 10.0% -0.1% 8.0% the combination of new product, 6.0% -1.5% appealing design and perceived 4.0% -2.0% brand excellence. Perhaps no luxury 2.0% -2.5% 0.0% manufacturer better demonstrates the positive impact of design Brand than Audi. From cars to trucks, the brand’s design language and The big German brands continue to add to their overall market exposure, while interior appointments conjure adjectives such as “aspirational” U.S. brands and Volvo have all seen their shares diminish . Source: NADA, Global Insight and “premium.” And, as mentioned earlier, demand for the brand’s product is growing at an impressive rate. This is further evidenced by the fact that Audi is the only luxury brand to have increased market share in each of the past seven years. 16.0%

VOLVO

Conversely, most brands that have generally underperformed could use a new product infusion. This includes Cadillac and Lincoln, each of whom can’t get planned new product (e.g., Cadillac ATS, Lincoln MKZ) to market fast enough.

Trends in Luxury Leasing Historically, luxury manufacturers have been particularly reliant on leasing, in large part because it satisfies the driver’s preference for a shorter replacement cycle. In the three years leading up to 2009, luxury brand lease penetration — or

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

the share of new vehicle leases as a percentage of total retail registrations — averaged 46 percent, per R.L. Polk data. This means that lease originations accounted for nearly half of all new vehicle transactions for luxury brands over this period. The market turmoil of 2009 abruptly changed things, however, and the lease rate fell nine points from the previous three-year average to 39 percent.

Lease Penetration Rates New vehicle leases as a percentage of total retail sales through March 2012 2008

2009

2010

2011

2012 (YTD)

70%

Lease Penetration Rate

60% 50% 40% 30% 20% 10% 0% ACURA

AUDI

BMW

CADILLAC

INFINITI

JAGUAR

LAND ROVER

LEXUS

LINCOLN

MERCEDES- PORSCHE BENZ

VOLVO

LUXURY SECTOR

Brand

Lease penetration has risen back to pre-recession levels. Source: NADA, R.L. Polk

Since then, lease penetration has risen back to pre-recession levels. Last year the lease rate hit 45 percent, and the rate stood at 44 percent through the first quarter of this year. Clearly improving economic conditions and strong used prices have made the future risk associated with end-of-term residuals more palatable for manufacturers. When looking across brands, certain trends stand out, including the relative consistency in lease penetration for BMW, Lexus and Mercedes, as well as the decline in penetration for Audi. The rise in leasing for Infiniti is also noticeable, as is the brand’s current luxury sector-topping rate of 60 percent.

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

While leasing at reasonable levels can be profitable for manufacturers and provide dealers with much-needed used inventory, as we’ve seen in the past, an over-dependence on leasing can have a detrimental impact on used value retention — because prices become depressed when a glut of supply hits the market. At a market level, current penetration rates don’t cause much concern over future used price performance. But the distinct spikes at the brand level portend softer used prices when the models responsible for the increases hit the secondary market in large quantities three years down the road.

Incentive Spending While mainstream brands have chipped away at profit-eroding incentives over the past few years, the same can’t exactly be said of their luxury counterparts. Per Autodata, mainstream and luxury brands reduced average incentive spending by 9.4 and 7.5 percent, respectively, from 2008 to 2011 — but when we look at monthly incentive spending, we see that luxury brands changed course over the second half of 2011, while mainstream spending continued to trend downward.

Average incentive spending Luxury v. mainstream brands Luxury

Mainstream

$5,000 $4,500

Average Incentive Amount

$4,000 $3,500 $3,000 $2,500 $2,000 $1,500

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Luxury brands changed course over the second half of 2011, while mainstream spending continued to trend downward. Source: Autodata

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

Luxury brand incentives Average dollar amount and percent change from prior year* Total Incentive Spending Brand

2011 Average $

2012 Average $

2011 v. 2012

Acura

$2,384

$3,028

27.0%

Audi

$2,685

$2,932

9.2%

BMW

$3,371

$3,630

7.7%

Cadillac

$4,934

$3,949

-20.1%

Infiniti

$3,825

$4,596

20.2%

Jaguar

$4,046

$4,757

27.2%

Land Rover

$1,076

$982

-8.8%

Lexus

$1,899

$2,867

51.0%

Lincoln

$4,120

$5,048

22.5%

Mercedes-Benz

$3,353

$3,580

6.8%

Porsche

$1,508

$2,703

79.2%

Volvo

$2,125

$2,018

-5.0%

Luxury Sector Avg

$3,283

$3,500

6.6%

*Through April

Nine of the 12 brands tracked have increased incentives year-to-date. Source: NADA, Autodata

So far the growth in luxury brand spending has carried over into this year. Nine of the 12 brands tracked have increased incentives year-to-date and, as a result, overall spending is up by 6.6 percent. By comparison, mainstream brands have reduced spending by 1 percent. When reviewing incentives at the brand level, we see that Japanese brands Acura and Lexus are ratcheting up spiffs after years of under-spending by the market as a whole. Infiniti, too, has pushed spending higher, and the brand’s $4,600 year-to-date average is third highest among luxury brands. The growth in Japanese brand spending is understandable, considering the sales lost last year and because market leaders BMW and Mercedes, and ascending Audi, continue to carve out larger portions of the sales pie.

Lease subvention has long been the most widely employed form of incentive for luxury brands, and this year is no different. In fact, with a year-to-date increase of 23 percent to an average of nearly $6,350 per unit, luxury brands are relying more on lease subvention this year than they have since 2008. As alluded to in the previous section, leasing is taking on an increasingly prominent role in luxury brand strategy. Lease allocation aside, the growth in total incentive spending has been offset by rising MSRPs, which means that incentives are not artificially boosting volume (i.e., sales) because net prices are either holding steady or increasing. This is clearly evident when we combine NADA’s new vehicle demand index with new vehicle sales and incentive data. Remember that NADA’s demand

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

indices measures shifts in demand across time by reflecting the number of units consumers were willing and able to purchase, had the price remained constant. In simpler terms, these indices remove the influence of price changes — including incentives — on sales so we can better determine the actual direction of demand. In the final figure, we see that prior to 2010, new luxury demand lagged actual sales because lower prices — i.e., static or falling MSRPs, combined with high incentives — supported sales. Beginning in 2010, however, we see that sales and demand converge into more of a balanced state, which is a trend that has carried through to today. In short, demand for luxury vehicles in general continues to legitimately improve, and the boost in incentives isn’t masking an underlying softness.

NADA New Vehicle Demand index New luxury sales, demand and total luxury incentive spending. Six month rolling average. 200

$4,750 Luxury Sales

Total Lux Incentive

175

$4,250

150

$3,3750

125

$3,250

100

$2,750

Total Incentive Spending

Demand & Sales Indicies (January 2010 =100)

Luxury Demand

Turning Point: Q3, 2013 Incentives are up, but so is demand. 75 11

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The 2010 convergence of sales and demand carries through to today. Source: NADA, Autodata

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

SUMMARY Although the year is only halfway over, recent luxury brand trends in the used and new vehicle markets yield several key points: The heightened level of competition in the new vehicle market is transferring over to the used market, and each redesign and new model introduction narrows the degree of separation between models within a competitive set. Luxury manufacturers have turned back to incentives to protect or promote new market share, but we’ve yet to see new demand and actual sales move out of alignment because of it. Lease subvention is on the rise, but at this point it’s too early to tell if future used retention is unduly threatened because of it. Falling used supply will help raise used luxury prices again this year, but overall appreciation will be mild by recent standards. For the first time in years, downside price risk is on the horizon — due to off-lease growth in 2013 and total used supply growth in 2014. Regarding the last point, the questions of primary importance are just how much, and how quickly, used prices will fall. We’ve already expressed the opinion that the anticipated growth in used supply will see used market prices gradually fall, and we can generate forecasts to validate this assumption. But as we’ve seen, product competition in the luxury market is more ardent today than it has been at any other time in recent memory, and this intensity will only increase with each new model or redesign brought to market. As a result, consumer demand will continue to be more dispersed across brands, and manufacturer reaction to promote growth or protect share will play a critical role in determining the degree of used price change.

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2012 Special Analysis: Luxury Brand Trends and Used Price Forecast

Unreasonable production targets or excessive subvention will add weight to expanding used supply and increase the pitch of depreciation, while a more disciplined new market approach will better preserve the price gains realized over the past few years. As of this time, it appears that the luxury sector is on the cusp of determining which direction it will take.

Contact the NADA consulting team at 866.975.6232 to get a customized report.

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About NADA NADA’s Demand Indices NADA’s demand indices measure shifts in demand across time by reflecting the number of units consumers were willing and able to purchase, had the price remained constant over time and through different economic environments. The demand index is based on an estimate of the shape of the demand curve — the price elasticity of demand — and an estimate of the position of that curve based on the equilibrium price. A constant price is then utilized to solve the demand equation. NADA calculates demand indices for both the new and used vehicle market, down to the model level.

NADA’s Used Price Forecast NADA’s used vehicle price forecast is based on expectations for changes to key market drivers, combined with coefficients that estimate how each of these impacts used vehicle prices. Expectations for changes to macroeconomic drivers are based on a consensus view from professional forecasting organizations with adjustments made by NADA economists. Endogenous depreciation, seasonal patterns and expectations for new vehicle prices and incentives are estimated by NADA economists and the editorial team. Relationship coefficients are estimated by NADA’s proprietary statistical model.

NADA’s Used Supply Forecast NADA’s used supply forecast is an estimate of the number of vehicles expected to be offered for sale in the future. NADA calculates used supply volume as the pool of potential vehicles which could return to the market — as represented by all new vehicle sales — and the probability that a vehicle will return from a particular source (i.e., rental, consumer lease, consumer purchase, etc.) after a predicted use period. For example, vehicles sold to rental car companies and consumers each have a specific probability curve associated with the historical likelihood to return to the used market after a given use period. The product of the vehicle pool and the return probability is the expected value of the volume of returned vehicles, which is aggregated to create the used supply volume. NADA calculates used vehicle supply down to the vehicle level.

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