INVESTOR PRESENTATION

Transcription

1 INVESTOR PRESENTATION 1 LITHIA MOTORS APRIL 2016

2 DISCLOSURE Forward-Looking Statements This presentation includes forward-looking statements within the meaning of the "Safe-Harbor" provisions of the Private Securities Litigation Reform Act of Forward looking statements include statements regarding our goals, plans, projections and guidance regarding our financial position, results of operations, market position, pending and potential future acquisitions and business strategy, and often contain words such as project, outlook, "expect," "anticipate," "intend," "plan," "believe," estimate, may, "seek," would, should, likely, goal, strategy, future, maintain, continue, remain, target or "will" and similar references to future periods. Examples of forward-looking statements in this press release include, among others, statements regarding: Expected operating results, such as improved store efficiency and performance; generating 2016 second quarter earnings per share of $1.86 to $1.90 per diluted share and 2016 full year earnings of $7.30 to $7.50 per diluted share and all projections; The increase in our annual revenues that we estimate will result from dealerships that we acquired; Anticipated ability to improve store performance; Anticipated additions of dealership locations to our portfolio in the future; and Anticipated availability of liquidity from our credit facility and unfinanced operating real estate. By their nature, forward-looking statements involve risks and uncertainties because they relate to events that depend on circumstances that may or may not occur in the future. Forwardlooking statements are not guarantees of future performance, and our actual results of operations, financial condition and liquidity and development of the industry in which we operate may differ materially from those made in or suggested by the forward-looking statements in this press release. The risks and uncertainties that could cause actual results to differ materially from estimated or projected results include, without limitation, future economic and financial conditions (both nationally and locally), changes in customer demand, our relationship with, and the financial and operational stability of, vehicle manufacturers and other suppliers, risks associated with our indebtedness (including available borrowing capacity, compliance with financial covenants and ability to refinance or repay indebtedness on favorable terms), government regulations, legislation and others set forth throughout Part II, Item 7. Management's Discussion and Analysis of Financial Condition and Results of Operations and in Part I, Item 1A. Risk Factors of our most recent Annual Report on Form 10-K, and from time to time in our other filings with the SEC. We urge you to carefully consider this information and not place undue reliance on forward-looking statements. We undertake no duty to update our forward-looking statements, including our earnings outlook, which are made as of the date of this release. Non-GAAP Financial Measures This presentation contains non-gaap financial measures such as adjusted net income and diluted earnings per share, adjusted SG&A as a percentage of revenues and gross profit, adjusted operating margin, adjusted operating profit as a percentage of gross profit, and adjusted pre-tax margin. Non-GAAP measures do not have definitions under GAAP and may be defined differently by and not comparable to similarly titled measures used by other companies. As a result, we review any non-gaap financial measures in connection with a review of the most directly comparable measures calculated in accordance with GAAP. We caution you not to place undue reliance on such non-gaap measures, but also to consider them with the most directly comparable GAAP measures. We present cash flows from operations in the attached tables, adjusted to include the change in non-trade floor plan debt to improve the visibility of cash flows related to vehicle financing. As required by SEC rules, we have reconciled these measures to the most directly comparable GAAP measures in the attachments to this release. We believe the non-gaap financial measures we present improve the transparency of our disclosures; provide a meaningful presentation of our results from core business operations, because they exclude items not related to core business operations and other non-cash items; and improve the period-to-period comparability of our results from core business operations. These presentations should not be considered an alternative to GAAP measures. 2 LITHIA MOTORS APRIL 2016

3 LITHIA MOTORS OVERVIEW Nationwide Geographic Footprint 3 LITHIA MOTORS APRIL 2016

4 LITHIA MOTORS OVERVIEW 138 Dealerships in the United States NATIONAL MARKET SHARE LITHIA NEW VEHICLE UNIT MIX Honda 20% Import 47% 55% Domestic 45% 33% Luxury 8% 12% Toyota 19% Subaru 7% Nissan 4% Other Import* 5% Chrysler 19% GM 9% Ford 5% BMW 5% Mercedes 1% Lexus 1% Other Luxury** 5% Note: 2015 national market share for March 2016 from the Auto Unit Sales & SAAR report published by Stephens Inc.; Lithia market share based on new vehicle unit sales for the three months ended March 31, * Other import includes Hyundai, Volkswagen, Kia, Mazda and Mitsubishi ** Other luxury includes Porsche and Volvo Two growth paths: exclusive markets for Lithia, metro markets for DCH Performance-based entrepreneurial culture 4 LITHIA MOTORS APRIL 2016

5 CORNERSTONES OF SUCCESS Path to $8.00 Earnings Per Share FINANCIAL DISCIPLINE OPERATIONAL GROWTH ACQUISITION OPPORTUNITIES OPERATIONAL GROWTH ACQUISITION OPPORTUNITIES FINANCAL DISCIPLINE New vehicle recovery continues Used market 3x bigger than new market Service work driven by SAAR recovery Unconsolidated industry Target 20% after tax ROE per year Balance investment and shareholder return Ample liquidity to deploy 5 LITHIA MOTORS APRIL 2016

6 GROWTH MILESTONES Delivers $8.00 Earnings Per Share Achieved with organic growth and acquisitions Completed first Milestone in 2013; Milestone 2 in 2014; Milestones 3 and 4 in 2015 Target completing Milestone 5 in 1-3 years ADJUSTED EARNINGS PER SHARE FCST 2016 FY 2015 FY Base Milestone 1 $4.00 ORGANIC REVENUE GROWTH ($B) FCST 2016 FY 2015 FY Base Milestone 2 $5.00 Milestone 1 $4.0 ACQUISITION REVENUE GROWTH ($B) FCST 2016 FY 2015 FY Base Milestone 1 $.01 $2.72 Milestone 2 $1.0 $5.11 Milestone 3 $6.00 Milestone 2 $4.3 Milestone 3 $2.3 Milestone 3 $4.5 Milestone 4 $3.1 Milestone 4 $7.00 $7.50 $7.02 Milestone 5 $8.00 $2.00 $3.00 $4.00 $5.00 $6.00 $7.00 $8.00 $3.4 $4.5 $4.8 Milestone 4Milestone 5 $4.9 $5.1 $3.0 $3.5 $4.0 $4.5 $5.0 $0.9 $3.1 $3.4 $5.1 Milestone 5 $4.1 $0.0 $1.0 $2.0 $3.0 $4.0 Note: See appendix for reconciliation of adjusted earnings per share. 6 LITHIA MOTORS APRIL 2016

7 OPERATIONAL GROWTH

8 STABLE, PROFITABLE INDUSTRY Four Separate Diversified Businesses Recession-tested Variable cost structure PROFITABILITY AND SAAR 20.0% 11% 11% 13% 10.0% 7% 6% 6% 0.0% 2.0% 1.9% 1.5% 2.1% 2.5% 2.6% 2.8% 2.7% 2.8% -10.0% -3% -20.0% -30.0% -18% -21% Peer Group PTI % SAAR Growth Rate Diverse and complimentary gross profit mix Service business consistent Note: Margin based on reported adjusted pre-tax income as a percentage of revenue. Peer group average includes Lithia, AutoNation, Sonic, Asbury, Penske, and Group 1. PROFITABILITY MIX YTD 2016 Revenue Mix YTD 2016 Gross Profit Mix New vehicles 55% 22% Used vehicles 30% 22% Service, body and parts 10% 31% F&I and other 5% 25% Note: Used vehicles includes both used retail and wholesale vehicles. 8 LITHIA MOTORS APRIL 2016

9 NEW VEHICLE MARKET Opportunities Remain Despite Recovery After recessionary periods, SAAR performed above the long-run average HISTORICAL NEW VEHICLE SAAR PERFORMANCE 20 Recovery spikes above long-run average SAAR Trend Live Source: US Department of Commerce, Bureau of Economic Analysis, data as of February 3, 2016 Geographic and economic diversification YTD 2016 NEW VEHICLE UNIT MIX 27% 21% 13% 13% 6% 4% 4% 3% 2% 2% 2% 1% 1% 1% CA NJ/NY OR TX MT WA NV AK ID HI IA ND NM MA 9 LITHIA MOTORS APRIL 2016

10 USED VEHICLE MARKET Largest Future Opportunity Used vehicle market 2.5x larger than new Franchised dealers 37% of used vehicle market USED MARKET SIZE Retail Units sold (in Millions) 3.0x 2.8x 2.7x 2.4x 2.3x New Used Source: WardsAuto Group U.S. Market Used Vehicle Sales report LITHIA USED WATERFALL USED MARKET SHARE CarMax, 2% Franchised Dealers,37% Independent Dealers, 32% Private Party, 29% Source: 2015 data from WardsAuto Group U.S. Market Used Vehicle Sales report Same store sale in Units Retail Sale Retailed Trade-ins % Sold w/ Retailed Trade 2015 New Vehicles 31,779 12,712 40% 72% of 2015 used retail sales originate from new vehicle sale 1 st Trade-in Retailed 12,712 4,767 15% 2 nd Trade-in Retailed 4,767 1,589 5% 3 rd Trade-in Retailed 1, % Aggregate Retailed Trades 19, Used Retail 26,531 72% 10 LITHIA MOTORS APRIL 2016

11 USED VEHICLE GROWTH Target 75 Used Units Per Store Per Month Achieving 75 unit goal increases unit sales 17% YTD 2016 SAME STORE USED UNIT MIX CPO, 27% Value Auto, 23% Core, 50% YTD 2016 USED MIX DETAILS CPO Core Value Auto 15% 12% 7% CPO: Manufacturer certified pre-owned vehicles Core: 3 to 7 year old vehicles Value Auto: Vehicles over 80,000 miles Same Store Revenue Growth 68% of stores sell less than 75 unit goal YTD 2016 AVERAGE USED RETAIL UNITS SOLD PER MONTH Average: 64 units 33 Goal: 75 units <= Store Distribution of Average Used retail Units Sold per Month 11 LITHIA MOTORS APRIL 2016

12 VEHICLE SALES GROWTH Opportunity Exists in F&I F&I per unit $141 lower than peer average F&I products increase service retention 2015 F&I PER UNIT $1,196 Lithia $1,337 Peer Average Note: Peer average includes AutoNation, Sonic, Asbury, Penske, and Group 1. F&I PENETRATION RATES 42% 43% Service Contracts % 36% 32% 33% Lifetime Oil Contracts Note: Penetration rates are on a same store basis LOF penetration rates diluted by DCH, as product offering at DCH stores started in Total gross profit per unit of $3,507 up $72 from 2015 YTD 2016 VEHICLE SALES SAME STORE DETAILS Revenue Growth Unit Growth Gross Profit Growth GP per Retail Unit GP per Retail Unit Y-o-Y Change New 6% 5% 6% $2,040 $24 Used retail 12% 11% 6% $2,357 $(105) F&I 17% NA 17% $1,292 $111 Total vehicle* 8% 7% 10% $3,507 $72 * Total vehicle metrics include sales and gross profit for new, used retail, used wholesale and F&I and new and used retail units 12 LITHIA MOTORS APRIL 2016

13 SERVICE MARKET Tailwind as Units in Operation Expand Service growth correlated with SAAR growth TRAILING SAAR/SERVICE GROWTH Trailing 5-year SAAR Growth Trailing 3-year Industry SB&P Growth LITHIA MARKET UIO OPPORTUNITY Increasing service work as installed units grow 130, , , ,000 90,000 80, % 6.4% 4.5% 0.7% 74,825 74,668 75,025 76,220 79, % 85, % 7.5% 95, ,268 10% 5% 0% 70,000 60, % -5% 50,000-10% E 10 - Year Avg SB&P Y-o-Y SS Sales Growth* Note: Forecasted same store service, body and parts growth for 2016E 13 LITHIA MOTORS APRIL 2016

14 SERVICE GROWTH Improving Retention Increases Service Revenue % OF VEHICLES SOLD RETURNING FOR SERVICE Average 41% new and 24% used retention in service over 8 years Across all vehicles sold, cumulative service GP per unit is $724 % New Vehicle % Used Vehicle 46% 32% 65% 39% 56% 31% 45% 25% Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 35% 20% 30% 17% CUMULATIVE SERVICE GROSS PROFIT PER VEHICLE 26% 14% 21% 11% Ex defections, cumulative GP per unit is $2,287 Avg GP Across All Units Sold Avg GP per Sold Units Retained $76 $193 $140 $126 $265 $105 $86 $75 $284 $64 $52 Total $724 $298 $311 $314 $312 $310 Total $2,287 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 14 LITHIA MOTORS APRIL 2016

15 SERVICE GROWTH Retaining Customers Longer Service revenue increasing due to more units in operation SAME STORE SALES YEAR-OVER-YEAR COMPARISON Customer Pay 4.9% 4.0% 6.8% 4.7% 9.1% 8.3% Warranty (8.1)% (4.2)% (2.9)% 13.4% 23.0% 25.2% Wholesale Parts (0.7)% 9.3% 8.4% 7.2% 8.2% 4.2% Body Shop (2.2)% 14.0% 15.1% 3.8% 10.5% 5.0% Total 0.7% 4.5% 6.3% 6.4% 11.3% 10.3% Average age of vehicles serviced increased 1 year since 2008 AVERAGE AGE OF VEHICLES SERVICED Avg # of Veh Srv per month 0-1 Yrs 2-3 Yrs 4-5 Yrs 6-7 Yrs 8-9 Yrs 10+ Yrs Serviced Vehicle Mix ,695 24% 16% 21% 16% 10% 13% ,957 26% 18% 15% 16% 11% 14% ,288 27% 20% 12% 15% 11% 15% ,357 28% 22% 13% 10% 11% 17% 15 LITHIA MOTORS APRIL 2016

16 LEVERAGING COST STRUCTURE Target Throughput of 45% to 50% on a Same Store Basis Throughput is incremental % of gross profit to operating income after SG&A expenses 2014 and 2015 SG&A as a % of gross profit impacted by DCH acquisition ADJUSTED SG&A AS A % OF GROSS PROFIT 68.5% 71.3% 71.1% Q Q Q Note: See appendix for reconciliation of adjusted SG&A expense ADJUSTED SG&A DETAILS SAME STORE THROUGHPUT Target 45-50% $MM YTD 2016 % of GP YTD 2015 % of GP $ Change Personnel $ % $ % $16 Advertising Rent Facility Cost (3) Other Total $ % $ % $23 51% 43% 50.4% 37% YTD 2016 Gross Profit $307 $ Throughput % 32% Same store throughput % 37% 16 LITHIA MOTORS APRIL 2016

17 ACQUISITION OPPORTUNITIES

18 UNCONSOLIDATED INDUSTRY Abundant Acquisition Opportunities Over 18,000 dealerships in the country DEALERSHIPS IN THE US 20,453 18,607 17,653 17,858 17,760 17,875 18,000 18, Source: Automotive News, number of Light Vehicle Dealerships in the U.S. HIGHLY FRAGMENTED MARKET 10 largest dealers own 1,225 stores Top 10 Dealers 7% All Other 93% Source: Automotive News 2015 Top 150 Dealership Groups 18 LITHIA MOTORS APRIL 2016

19 FUTURE GROWTH STRATEGY Two Growth Paths, Over Double the Acquisition Targets Micro Small Medium Large Extra Large Mega Vehicle Registrations in Market 0-5K 5K-25K 25K-50K 50K-100K 100K-200K 200K+ Est. Store Count in US 3, ,600 1,700 2,400 4,650 Domestic Import Luxury Est. Acq Targets ,230 1,430 Lithia: exclusive franchises in medium markets for domestic/import stores and large markets for luxury stores DCH: extra large and mega markets to cluster domestic, import and luxury stores 19 LITHIA MOTORS APRIL 2016

20 ACQUISITION GROWTH Targeting 20% After Tax Return on Equity Improve performance through common systems and measurements ACCUMULATED RETURN ON EQUITY 211% 89% 57% 41% 23% Year 6 Year 5 Year 4 Year 3 Year 2 Year 1 Acq Year 5% INVESTMENT METRICS % 5-year after tax ROE 3x-5x EV/EBITDA 10%-20% of annual revenues Note: Return based on net income assuming all real estate is leased at actual rent or, if owned, at 7% capitalization rate. Years are based on calendar years. Acquisition year reflects partial year results from acquisition date forward and most recent period results are year-to-date through March 31, ACQUISITION METRICS $MM Multiple $MM Multiple $MM Multiple $MM Multiple # of Store Equity* $26 $33 $320 $31 Est. EBITDA** $8 3.1x $9 3.7x $69 4.7x $8 3.7x Est. Rev** $265 10% $273 12% $2,715 12% $270 12% *Equity defined as investment costs, excluding new vehicles and assuming all real estate is leased at actual rent or if owned, a 7% capitalization rate **Assumes steady state revenues 2 years after acquisition, EBITDA adjusted to include flooring interest as an operating expense 20 LITHIA MOTORS APRIL 2016

21 FINANCIAL DISCIPLINE

22 FINANCIAL DISCIPLINE Positioned for Continued Growth BALANCE SHEET LEVERAGE Leverage increased in 2014 due to DCH acquisition Debt to Total Capital 65.0% 55.0% 45.0% 35.0% 25.0% 2.5x 41% 1.9x 32% 2.5x 49% 1.8x 1.9x 44% 44% Debt/ Adjusted EBITDA YTD 2016 Ample liquidity levels with minimal near term debt maturities Note: Total capital includes outstanding debt excluding vehicle floor plan financing and total shareholder s equity. Adjusted EBITDA is defined as earnings before interest excluding floor plan interest, taxes, depreciation and amortization. Debt to adjusted EBITDA calculation is based on outstanding debt as of the end of the period and TTM adjusted EBITDA FUNDS FOR GROWTH $MM Q Cash and Cash Equivalents $22 Availability on Line of Credit 149 Unfinanced Real Estate* 150 Total $321 $ (Millions) FUTURE MORTGAGE MATURITIES $ $23 $30 $34 $26 $29 $252 *Unfinanced real estate represents 80% of the net book value of unfinanced real estate used in operations Beyond Note: Outstanding mortgage amounts as of March 31, LITHIA MOTORS APRIL 2016

23 FINANCIAL DISCIPLINE Balance Investment and Shareholder Return CAPITAL EXPENDITURES FREE CASH FLOW AND ACQUISITIONS $MM FCST 2016 Post-Acq. Improv. $12 $21 $33 $22 Free Cash Flow** Acquisition Equity Value $320 Facilities for Open Points Lease Buy-outs Existing Facility Improv Maintenance $28 $41 $34 $130 $26 $33 $87 $164 $31 Total $50 $86 $83 $114 DIVIDENDS PAID **Free cash flow defined as earnings before interest, taxes, depreciation and amortization (EBITDA) add back stock compensation less cash paid for taxes, interest, dividends and capital expenditures. SHARE REPURCHASES Dividends Paid Dividend per Share Share Repurchases Price per Share $MM $20.0 $15.0 $10.0 $5.0 $0.0 $0.26 $7 $0.37 $10 $0.49 $13 $0.61 $16 $0.76 $20 $0.8 $0.6 $0.4 $0.2 $0.0 $ per Share $MM $70.0 $60.0 $50.0 $40.0 $30.0 $20.0 $10.0 $0.0 $24.41 $21 $40.76 $5 $70.52 $16 $ $32 $81.05 $58 $120 $100 $80 $60 $40 $20 $0 $ per Share *Q4 12 dividend was accelerated and paid in December 2012 rather in Data has been normalized to include the $0.10 dividend in YTD 2016 # of Shares 848, , , , , LITHIA MOTORS APRIL 2016

24 Q UPDATE

25 Q1 16 FINANCIAL RESULTS Income Statement Summary Increased revenue 11% and EPS 12% Q HIGHLIGHTS Revenue ($MM) 11% Gross Profit ($MM) Adjusted Diluted EPS 12% 12% $1,789 $1,983 $273 $307 $1.39 $1.55 Q Q Q Q Q Q Grew total same store sales 8% SAME STORE QUARTER-OVER-QUARTER GROWTH Revenue Gross Profit New vehicles 6.2% 5.8% Used retail vehicles F&I Service, parts and body Total 8.2% 9.8% Note: See appendix for reconciliation of adjusted diluted EPS 25 LITHIA MOTORS APRIL 2016

26 Q1 16 FINANCIAL RESULTS Peer Comparisons SAME STORE GROSS PROFIT GROWTH ADJUSTED NET PROFIT MARGIN 9.8% 2.1% 2.0% 1.9% 4.2% 2.3% 1.4% 1.0% 1.6% 1.4% (2.0)% 0.8% Lithia Sonic Asbury Group1 Penske AutoNation Asbury Lithia AutoNation Penske Group1 Sonic Note: See appendix for reconciliation of adjusted net profit margin SAME STORE SALES GROWTH ADJUSTED SG&A AS A % OF GROSS PROFIT LAD ABG AN GPI PAG SAH New Vehicles 6.2% 1.2% (4.4)% (1.1)% 1.6% (2.1)% 74.8% 77.2% 77.7% 80.6% 80.6% Used Vehicles 12.4% 0.3% (3.6)% 6.1% 3.3% 2.3% F&I 17.4% 7.3% 2.5% 2.2% 5.9% 9.7% 68.6% 69.4% 71.3% 71.1% 71.3% 69.7% 74.6% SB&P 10.4% 8.3% 4.6% 5.4% 3.7% 9.1% Total 8.2% 7.9% (2.0)% 1.4% 2.7% 1.2% bps reduction (increase) Asbury Lithia AutoNation Group1 Penske Sonic (80) 20 (160) (20) 50 - Q Q Note: See appendix for reconciliation of adjusted SG&A 26 LITHIA MOTORS APRIL 2016

27 2016 GUIDANCE PROJECTED EARNINGS RANGE*: Q2 16: $ $1.90 FY 16: $ $ PERFORMANCE ASSUMPTIONS: Annual Assumptions Total Revenues $8.5 to $8.6 billion New vehicle sales increase 4.5% Used vehicle sales increase 9.5% Service body and parts sales increase 7.5% Finance and insurance per unit $1,270 to $1,290 per unit New vehicle margins 5.8% to 6.0% Used vehicle margins 11.8% to 12.0% Service body and parts margins 48.8% to 49.0% Tax rate 39.5% Average diluted shares outstanding 25.9 million *Excludes the impact of future acquisitions, dispositions and any potential non-core items 27 LITHIA MOTORS APRIL 2016

28 APPENDIX

29 SUPPLEMENTAL INFORMATION Balance Sheet $K As of March 31, 2016 As of December 31, 2015 Cash and cash equivalents 21,559 45,008 $K As of March 31, 2016 As of December 31, 2015 Floor plan notes payable 55,836 48,083 Accounts receivable 286, ,462 Floor plan notes payable: non-trade 1,296,751 1,265,872 Inventories, net 1,541,085 1,470,987 Other current assets 50,473 54,408 Total current assets 1,899,409 1,878,865 Property and equipment, net 882, ,660 Goodwill 213, ,220 Franchise value 161, ,699 Other non-current assets 110, ,855 Total assets 3,267,618 3,227,299 Current maturities of long-term debt 33,721 38,891 Trade payables 78,250 70,871 Accrued liabilities 179, ,108 Total current liabilities 1,643,703 1,590,825 Long-term debt, less current maturities 595, ,463 Deferred revenue 70,066 66,734 Deferred income taxes 59,134 53,129 Other long-term liabilities 84,375 81,984 Total liabilities 2,452,941 2,399,135 Total stockholders equity 814, ,164 Total liabilities and stockholder s equity 3,267,618 3,227, LITHIA MOTORS APRIL 2016

30 SUPPLEMENTAL INFORMATION 2016 Income Statement $K Q Q Q Q FY 2016 New vehicle 1,096,055 1,096,055 Used vehicle 532, ,726 Wholesale used vehicles 65,146 65,146 Finance and insurance 77,638 77,638 Service, body and parts 196, ,675 Fleet and other 14,621 14,621 Total revenues 1,982,861 1,982,861 New vehicle 66,766 66,766 Used vehicle 64,277 64,277 Wholesale used vehicles 1,830 1,830 Finance and insurance 77,638 77,638 Service, body and parts 96,119 96,119 Fleet and other Total gross profit 307, ,182 Asset impairments 3,498 3,498 Selling, general and administrative 219, ,106 Depreciation and amortization 11,663 11,663 Operating Income 72,915 72,915 Floor plan interest expense 5,909 5,909 Other interest expense 5,459 5,459 Other expense, net 1,526 1,526 Income before taxes 60,021 60,021 Income tax expense 19,751 19,751 Net Income 40,270 40, LITHIA MOTORS APRIL 2016

31 SUPPLEMENTAL INFORMATION 2015 Income Statement $K Q Q Q Q FY 2015 New vehicle 1,167,893 1,227,080 1,149,512 1,007,816 4,552,301 Used vehicle 469, , , ,931 1,927,016 Wholesale used vehicles 63,054 69,472 66,796 62, ,530 Finance and insurance 69,318 76,633 72,463 64, ,018 Service, body and parts 193, , , , ,990 Fleet and other 30,594 15,979 36,680 18, ,397 Total revenues 1,993,282 2,084,845 1,996,947 1,789,178 7,864,252 New vehicle 72,097 77,157 69,342 61, ,370 Used vehicle 56,827 62,287 62,693 59, ,249 Wholesale used vehicles ,406 2,161 4,457 Finance and insurance 69,318 76,633 72,463 64, ,018 Service, body and parts 94,783 93,950 90,749 84, ,921 Fleet and other ,619 Total gross profit 293, , , ,375 1,175,634 Asset impairment charges 5,733 4,131 6,130 4,130 20,124 Selling, general and administrative 200, , , , ,175 Depreciation and amortization 11,056 10,531 10,287 9,726 41,600 Operating Income 76,415 72,797 85,622 67, ,735 Floor plan interest expense 5,279 4,951 4,655 4,649 19,534 Other interest expense 4,791 4,900 4,972 4,828 19,491 Other (income) expense, net (25) ,006 Income before taxes 66,370 62,639 75,639 58, ,704 Income tax expense (benefit) 18,638 19,248 24,416 17,403 79,705 Income (loss) from continuing operations 47,732 43,391 51,223 40, , LITHIA MOTORS APRIL 2016

32 SUPPLEMENTAL INFORMATION 2014 Income Statement $K Q Q Q Q FY 2014 New vehicle 1,071, , , ,522 3,077,670 Used vehicle 409, , , ,893 1,362,481 Wholesale used vehicles 59,867 48,853 44,286 42, ,699 Finance and insurance 60,057 46,855 43,838 39, ,381 Service, body and parts 172, , , , ,124 Fleet and other 19,851 7,988 14,382 9,750 51,971 Total revenues 1,793,307 1,297,111 1,221,802 1,078,106 5,390,326 New vehicle 65,518 47,648 45,994 39, ,184 Used vehicle 50,492 43,898 44,067 40, ,253 Wholesale used vehicles ,504 1,331 3,646 Finance and insurance 60,057 46,855 43,838 39, ,381 Service, body and parts 84,301 58,421 56,182 50, ,739 Fleet and other ,122 Total gross profit 261, , , , ,322 Asset impairment charges 1, ,853 Selling, general and administrative 184, , , , ,207 Depreciation and amortization 8,964 6,067 5,825 5,507 26,363 Operating Income 66,016 60,146 61,012 44, ,899 Floor plan interest expense 4,535 3,127 3,215 2,984 13,861 Other interest expense 4,848 2,051 1,869 1,974 10,742 Other income, net (89) (1,027) (1,146) (937) (3,199) Income (loss) before taxes 56,722 55,995 57,074 40, ,495 Income tax expense (benefit) 15,583 21,458 21,904 16,010 74,955 Income (loss) from continuing operations 41,139 34,537 35,170 24, , LITHIA MOTORS APRIL 2016

33 SUPPLEMENTAL INFORMATION Quarterly Same Store Revenue Changes Q4 Q3 Q2 Q1 FY 2016 New vehicle 6.2% 6.2% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other (19.6) (19.6) Total revenues 8.2% 8.2% 2015 New vehicle 6.5% 11.4% 7.7% 11.5% 8.9% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other Total revenues 8.8% 11.7% 11.0% 11.5% 10.6% 2014 New vehicle 12.3% 11.1% 12.1% 10.2% 11.5% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other (10.7) Total revenues 14.1% 12% 11.6% 12.5% 12.5% 34 LITHIA MOTORS APRIL 2016

34 SUPPLEMENTAL INFORMATION Quarterly Gross Margins Q4 Q3 Q2 Q1 FY 2016 New vehicle 6.1% 6.1% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other Total revenues 15.5% 15.5% 2015 New vehicle 6.2% 6.3% 6.0% 6.1% 6.2% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other Total revenues 14.7% 14.9% 14.9% 15.3% 14.9% 2014 New vehicle 6.1% 6.5% 6.6% 6.7% 6.4% Used vehicle Wholesale used vehicles Finance and insurance Service, body and parts Fleet and other Total revenues 15.5% 15.5% 15.8% 16.2% 15.8% 35 LITHIA MOTORS APRIL 2016

35 SUPPLEMENTAL INFORMATION 2016 Adjusted Income Statement Details YTD 3/31/2016 Gain on sale of stores Equity Investment Legal reserve adjustment YTD 12/31/2015 $K, except for per share amounts As Reported Q1 Q1 Q1 Adjusted Asset impairments 3,498 (3,498) Selling, general and administrative 219,106 1,087 (1,906) 218,287. Income from operations 72,915 (1,087) 3,498 1,906 77,232 Other expense, net (1,526) 2, Income before income taxes 60,021 (1,087) 5,564 1,906 66,404 Income taxes (19,751) 426 (5,945) (747) (26,017) Net income 40,270 (661) (381) 1,159 40,387 Diluted earnings per share 1.55 (0.03) (0.01) Diluted share count 25, LITHIA MOTORS APRIL 2016

36 SUPPLEMENTAL INFORMATION 2015 Adjusted Income Statement Details YTD 12/31/2015 Gain on sale of stores Asset impairment Transition Agreement Equity Investment YTD 12/31/2015 $K, except for per share amounts As Reported Q1 Q2 Q2 Q4 Q3 Q1 Q2 Q3 Q4 Adjusted Asset impairments 20,124 (2,000) (1,603) (4,130) (4,130) (4,131) (4,130) Selling, general and administrative 811,175 3,349 2,570 (18,296) 798,798 Income from operations 302,735 (3,349) (2,570) 2,000 1,603 18,296 4,130 4,130 4,131 4, ,088 Other income (1,006) 1,732 1,733 1,732 1,733 4,165 Income from continuing operations before income taxes 262,704 (3,349) (2,570) 2,000 1,603 18,296 5,862 5,863 5,863 5, ,298 Income taxes (79,705) 1,004 1,305 (780) (605) (6,507) (7,250) (7,652) (7,414) (8,516) (88,361) Net income from continuing operations 182,999 (2,345) (1,265) 1, ,789 (1,388) (1,789) (1,551) (2,653) 139,937 Diluted earnings per share from continuing operations 6.91 (0.09) (0.05) (0.05) (0.07) (0.06) (0.10) 7.02 Diluted share count 26, LITHIA MOTORS APRIL 2016

37 SUPPLEMENTAL INFORMATION 2014 Adjusted Income Statement Details YTD 12/31/2014 Disposal Gain Reserve adjustments Equity Investment Acquisition expenses Tax Attribute YTD 12/31/2014 $K, except for per share amounts As Q2 Q1 Q4 Q2 Q3 Q4 Q2 Q3 Q4 Adjusted Reported Asset impairments 1, (1,853) Selling, general and administrative 563,207 - (3,931) - (163) (883) (819) ,411 Income from operations 231,899-3,931 1, ,548 Other income 3,199 1,160 4,359 Income from continuing operations before income taxes 210,495-3,931 3, ,304 Income taxes (74,955) - (1,545) (6,506) (63) (319) (338) (73) (194) (600) (84,593) Net income from continuing operations 135,540-2,386 (3,493) (73) (194) (600) 134,711 Net income from discontinued operations 3,180 (3,490) (310) Net income 138,720 (3,490) 2,386 (3,493) (73) (194) (600) 134,401 Diluted earnings per share from continuing operations (0.13) (0.01) (0.02) 5.11 Diluted earnings per share from discontinued operations 0.12 (0.13) (0.01) Diluted earnings per share 5.26 (0.13) 0.09 (0.13) (0.01) (0.02) 5.10 Diluted share count 26, LITHIA MOTORS APRIL 2016