Certified Pre-Owned Vehicle Checklist

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ARE YOU EXPLOITING THE FULL POTENTIAL OF CERTIFIED PRE-OWNED SALES? An Effective CPO Program Beneﬁts OEMs, Dealers and Customers

A robust Certified Pre-Owned (CPO) sales strategy effectively stabilizes residual values. This has a positive impact on new car sales, improves profit and creates new revenue streams.

STREAMLINING REMARKETING RAISING REVENUES WITH CPO SALES. PROCESSESES. CPO vehicles make up a growing percentage Efficiency is key to a successful remarketing of today’s total vehicle sales. In fact, CPO sales strategy – not only providing checks and increased by seven percent worldwide during balances along every step of the remarketing the first half of 2012. Effective remarketing process, but also establishing the necessary is a win-win situation for OEMs, dealers and too long, can result in a loss of thousands of Scheduled Maturity Analytics and Planning framework to ensure that return vehicles are customers alike. While customers value the dollars per month. Residual Value Management Consulting sold for the maximum price with the lowest peace of mind that comes from knowing Pre-Owned Sales Manager Training possible operational costs. There are three CPO vehicles have the manufacturer’s seal Therefore, dealers require comprehensive Dealership CPO/Pre-Owned key factors for OEMs to keep in mind when of approval, dealers also can benefit from an pre-owned solutions that reduce turn time Coaching Solutions developing a remarketing strategy: increased bottom line from higher sales and on vehicles, improve service throughput and CPO Sales and Merchandising Training service revenues. increase the number of pre-owned leads. They CPO Dealership Compliance Solutions 1. It should limit the amount of leased vehicles also require training on how to best package, sent directly to auction which lowers vehicle OEMs profit from improved residual values, present and sell a CPO and pre-owned vehicle, For more information about how MSXI can help prices and drives down the residual value and increased long-term customer loyalty as thereby maximizing the flow of inventory and you boost CPO and Pre-owned vehicle sales, of vehicles. This results in limited financial a result of warranty enrollments and service boosting the bottom line. maximize inventory flow and increase gross services support for new vehicle sales. requirements. Additionally, stabilizing residual profits, please visit www.msxi.com. values has a direct effect on new car sales A STRONG REMARKETING PARTNER 2. Vehicles should be serviced with original since it allows dealers to lower leasing rates, SERVES OEM AND DEALER NEEDS. OEM parts and by factory-trained making them more attractive and competitive. MSXI is the leading global provider of Retail technicians. This will improve the long-term Furthermore, revenues from pre-owned vehicle Network Solutions (RNS) to OEMs and value and overall condition of an OEM’s sales are multiplied in every department of the dealerships. The company partners with vehicles in the pre-owned market. dealership – sales, service, parts and finance. automakers to enhance the retail customer 3. It should utilize a dedicated, experienced experience by streamlining business processes partner to assist in the development, Extended warranty and service plans are more to increase performance and positively affect implementation and monitoring of the likely to be considered by the customer with customer acquisition and retention, technical remarketing strategy. This will ensure the a CPO vehicle purchase. However, unlike support and training, and warranty management. success of the strategy. new vehicles, pre-owned units depreciate on This includes reinforcing your existing CPO a daily basis. This, combined with the cost of capability and strengthening existing business keeping vehicles on the lot or in the showroom processes. Our solutions include: p 03 final.qxp 8/26/2013 2:45 PM Page 1

INTRODUCTION

Arlena Sawyers “The vehicles are relatively low miles, you know who the [email protected] [previous] owner is, they are clean and they are in good ales of certified used vehicles jumped 15 percent shape, and the miles are all managed at the end of the lease this year through July from a robust year-earlier term because leases are based on 12,000 or 15,000 miles period, with many brands registering double-digit max. Sincreases. “One of the dealer’s biggest problems is finding good Through the first seven months of this year, the industry’s sources for used vehicles. The lease return is the absolute certified used-vehicle sales totaled 1,229,324 units, accord- best source.” ing to data compiled by the Automotive News Data Center Cadillac is among the companies that upgraded their cer- and Autodata Corp. That comes after a strong 2012, when tified used-vehicle programs over the past year. GUIDE TO the industry sold a record 1,834,766 certified vehicles, a 5 In May, Cadillac reinstated a bumper-to-bumper warran- percent gain over 2011. Before 2011, the record of 1,694,929 ty on its certified used vehicles, a move the luxury brand CERTIFIED PRE-OWNED was set in 2008. said made it more competitive with rivals’ programs. Assisting the certified sales surge is the increase in the The warranty covers six years or 70,000 miles, starting VEHICLE PROGRAMS number of off-lease vehicles re-entering the market this from the time the vehicle was bought new. It is two years year, say industry experts and manufacturers. and 20,000 miles longer than Cadillac’s new-vehicle war- Data from NADA Used Car Guide show the number off- ranty and replaces a 6-year/100,000-mile limited warranty lease vehicles returning to the market annually bottomed on certified used vehicles. out in 2012 and now is rebounding. contents The guide predicts that 1.6 million off-lease units will re- Expanded warranty turn to the market this year, up from 1.4 million in 2011. The new warranty covers items such as paint, wheels, in- Certified pre-owned vehicle checklist ...... 4 That number is expected to rise to 1.9 million in 2014. terior and exterior trim, headlights and mirrors, which were Larry Dixon, an analyst at the guide company, said growth not covered by the previous program. Acura, Audi, Bentley, BMW, Cadillac ...... 5 in off-lease supply was expected to fuel certified pre-owned The results are measurable. In the first seven months, sales. Cadillac’s certified used-vehicle sales improved 11 percent Chrysler Group, Ford Motor, General Motors, “While we do not have a specific forecast for CPO sales, to 11,015. In 2012, the brand’s certified sales dropped 28 data suggests that sales growth will be in the double digits percent to 16,609. Honda, Hyundai ...... 6 this year,” said Dixon, citing sales so far this year. “Cost- Before April 2009, certified used Cadillacs were covered by conscious consumers increasingly realize that CPO units a bumper-to-bumper warranty similar to the new program. Infiniti, Jaguar, Kia, Land Rover, Lexus ...... 7 provide the peace of mind associated with purchasing a But the coverage was reduced because of General Motors’ new vehicle but without the higher price tag.” 2009 bankruptcy restructuring. Lincoln, Maserati, Mazda, Mercedes-Benz, Among the companies experiencing strong growth is Though certified sales are soaring, not all dealers are par- taking. Mini ...... 8 Hyundai Motor America. Its sales of certified used vehicles through July increased 13 percent to 44,157. Tim Walters, owner of Walters Elkland Chevrolet in Elkland, Mitsubishi, Nissan, Porsche, Rolls-Royce, Pa., said, “I’m in the opposite camp only because I’m having a Hyundai’s strong growth hard time sourcing them; not that I have anything against the Smart...... 9 Dave Zuchowski, Hyundai’s U.S. sales boss, says a grow- program.” Before the recession, Walters did a lot of leasing ing inventory of off-lease vehicles over the past three years and depended on vehicles returned by his customers to help Subaru, Toyota, Volkswagen, Volvo ...... 10 has helped the brand boost certified used-vehicle sales “ex- replenish his certified used-vehicle inventory. ponentially.” Its sales in 2012 surged 43 percent to 70,049, But in 2009 when industrywide leasing all but dried up, he Glossary of terms...... 10 and Zuchowski says Hyundai’s certified sales could rise to lost most of his lease customers. The off-lease GM vehicles as many as 80,000 this year. offered at auctions cost more than he wants to pay. So he Certified pre-owned vehicle sales, He says the company expects about 48,000 off-lease units buys a lot of used non-GM vehicles to keep his used-vehicle to return to the market this year, about 80,000 in 2014 and operation going. 2012 by month...... 11 the number will continue to grow in 2015. Walters added: “Obviously, I can’t certify those.”c

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CERTIFIED PRE- OWNED VEHICLE CHECKLIST

Interior Underhood

Ⅺ air conditioning Ⅺ fabric/leather Ⅺ odors Ⅺ alternator Ⅺ fans Ⅺ power steering Ⅺ airbags Ⅺ fuel and trunk release Ⅺ panel Ⅺ battery Ⅺ filters Ⅺ pumps Ⅺ alarm Ⅺ glove box/compartments Ⅺ power outlets Ⅺ belts Ⅺ hoses Ⅺ radiator Ⅺ antenna Ⅺ head restraints Ⅺ power windows Ⅺ cables Ⅺ ignition system Ⅺ starter Ⅺ ashtrays Ⅺ headliner Ⅺ radio Ⅺ engine Ⅺ leaks Ⅺ tanks Ⅺ audio system Ⅺ heat Ⅺ seat belts Ⅺ engine fluids Ⅺ mounts Ⅺ wires Ⅺ carpet Ⅺ horn Ⅺ seat adjusters Ⅺ convertible top Ⅺ lighter Ⅺ steering system Underbody Ⅺ cupholders Ⅺ lighting system Ⅺ sun visor Ⅺ dash pads Ⅺ mats Ⅺ sunroof Ⅺ bars Ⅺ drums Ⅺ shafts Ⅺ dashboard illumination Ⅺ mirror controls Ⅺ trim Ⅺ brakes Ⅺ exhaust system Ⅺ shoes Ⅺ defogger Ⅺ moonroof Ⅺ vanity mirror Ⅺ bushings Ⅺ frame Ⅺ steering Ⅺ defroster Ⅺ navigation systems Ⅺ vent Ⅺ calipers Ⅺ hoses Ⅺ suspension Ⅺ entertainment package Ⅺ no debris Ⅺ window tinting Ⅺ chassis Ⅺ joints Ⅺ tires and wheels Ⅺ clutch Ⅺ lines Ⅺ transaxle Exterior Ⅺ cylinders Ⅺ pads Ⅺ transfer case Ⅺ differential Ⅺ rotors Ⅺ transmission Ⅺ body panels Ⅺ hinges Ⅺ remotes Ⅺ brackets Ⅺ hood Ⅺ roof rack Ⅺ bumpers/fenders Ⅺ major damage Ⅺ tailgate Trunk/luggage compartment Ⅺ deck from rust or Ⅺ trim Ⅺ carpet Ⅺ no odors Ⅺ trim Ⅺ doors natural disaster Ⅺ wheels Ⅺ clean and free of debris Ⅺ spare tire Ⅺ trunk latches Ⅺ door locks Ⅺ outside mirrors Ⅺ wheel covers Ⅺ fiberboard tire cover Ⅺ storage areas Ⅺ trunk light Ⅺ exterior lights Ⅺ paint Ⅺ windows and windshield Ⅺ jack Ⅺ tool kit Ⅺ weatherstripping Ⅺ grille Ⅺ molding Ⅺ wipers Exterior appearance and condition Road test

Ⅺ aftermarket Ⅺ free of dents Ⅺ no residue Ⅺ engine Ⅺ noise and vibration Ⅺ transmission and clutch components Ⅺ glass is clear and Ⅺ no swirl marks performance Ⅺ squeaks and operation Ⅺ color consistency free of repairs Ⅺ no water spots Ⅺ indicator lights rattles Ⅺ steering and suspension Ⅺ even, high-luster Ⅺ no cracked or Ⅺ no water leaks Ⅺ gauges Ⅺ cruise control Ⅺ ABS/brakes paint broken lenses Hybrid components Vehicle history

Ⅺ air refiner filter Ⅺ hybrid electronic Ⅺ multi-information Ⅺ vehicle VIN plates match Ⅺ vehicle history report Ⅺ recalls Ⅺ auxiliary battery control unit display engine compartment, Ⅺ scheduled maintenance Ⅺ electric motor assisted Ⅺ hybrid engine Ⅺ power unit doorjambs and dash Ⅺ service bulletins power steering Ⅺ hybrid immobilizer Ⅺ software updates Ⅺ electronically system Additional items, where applicable controlled Ⅺ inverter coolant level transmission Ⅺ module air Ⅺ owner’s manual Ⅺ radio security code Ⅺ truck bedliner Ⅺ equalizing charge intake duct Ⅺ new-car warranty manual Ⅺ navigation code Ⅺ truck tailgate Ⅺ hybrid battery Ⅺ motor power cable Ⅺ certified warranty booklet Ⅺ truck bed Ⅺ USB port

Inspection points may not apply to all manufacturers or vehicles

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No. of dealers Dealer Vehicle Is there a Is the Dealer in program/ fees Independent history warranty warranty return/ Total new- per Dealer third-party report deductible?/ transferable?/ exchange Program name/Top executive/Web address car dealers vehicle criteria Vehicle criteria inspection Warranty details provided cost fee program Acura Acura Certified Pre-Owned Vehicles 261/ $445 Dealer sign • 150-point inspection Yes • Powertrain 72 months/70,000 miles from original in-service date Yes No/$0 Yes/$0 3-day Brian Butts 275 voluntary • 6 model years or newer • 12 months/12,000 miles of limited warranty following expiration exchange manager, automobile remarketing participation • Less than 80,000 miles of new-car warranty only www.acura.com/CertifiedPreOwned.aspx agreement • 12 months of emergency roadside assistance, trip interruption benefits, concierge service, free 3-month SiriusXM Radio trial

Audi Audi Certified Pre-Owned 275/ $1,350- Audi franchised • 300+ point inspection Yes • Remainder of new-vehicle limited warranty Yes Yes/$85 Yes/$150 None Matt Carpenter 275 $1,950 dealer in • 5 model years or newer • 24 months/50,000 miles comprehensive after new-car general manager, vehicle sales good standing • Less than 60,000 miles warranty expires (transferable between private parties) cars.audiusa.com • Vehicle must have been • Total vehicle miles not to exceed 100,000 miles in service for at least • Roadside assistance 4 months or 4,000 miles

Bentley Bentley Pre-Owned 41/ N.A. Bentley trained • Pass demanding No • Valid for a minimum of 12 months with option to extend Yes No/$0 Yes/$50 Varies Derrick Fraesdorf 41 and certified technical inspection by coverage further by franchise development manager staff Bentley certified technicians • Roadside recovery and home assistance to garaging dealer bentleymotors.com/models/preowned • See certified dealer for a and storage; travel and accommodation costs (where applicable); complete list car hire and repatriation

BMW Certified Pre-Owned by BMW 338/ $1,260- Dealers sign • Comprehensive inspection Yes • 24 months/50,000 miles comprehensive after new-car Yes Yes/$50 Yes/$0 Dealer Stephen Saward 338 $2,960 a participation • 5 model years or newer warranty expires option department head, pre-owned sales agreement • Less than 60,000 miles • Balance of 4/50 BMW Ultimate Service Maintenance Program and corporate fleet and corporate fleet • Balance of BMW paid 4-year BMW Assist Safety Planalance of 4/50 BM bmwusa.com/cpo • Roadside assistance 6 years/unlimited miles

Cadillac Cadillac Certified Pre-Owned Vehicles 706/ $1,195 Dealer must be • 172-point inspection No • 6-year/70,000-mile bumper-to-bumper limited warranty Yes No/$0 Yes/$0 None Chase Hawkins 950 enrolled, active • 60 months from original from original in-service date vp U.S. sales and service in program, in-service date • 3 months of OnStar and SiriusXM Radio at no additional cost cadillac.com and meet • Less than 60,000 miles • Roadside assistance, courtesy transportation, and trip minimum interruption protection compliance standards

Note: Total new-car dealers as of Sept. 2013. Dealer fees N.A. = Not available Source: Automotive News Data Center and company sources may include per-vehicle certification fees, advertising Sponsored by fees and warranty fees. 5 p 05-10 final.qxp 8/26/2013 2:48 PM Page 6

No. of dealers Dealer Vehicle Is there a Is the Dealer in program/ fees Independent history warranty warranty return/ Total new- per Dealer third-party report deductible?/ transferable?/ exchange Program name/Top executive/Web address car dealers vehicle criteria Vehicle criteria inspection Warranty details provided cost fee program Chrysler Group* Chrysler Certified Pre-Owned Vehicles 1,404/ $325 Dealer must • 125-point inspection No • Powertrain 7 years/100,000 miles, depending on model year, Yes Yes/$150 Yes/$150 None Eric Swanson 2,588 complete • 5 model years or newer from original in-service date head of certified pre-owned vehicle sales dealership • Less than 75,000 miles • Upgraded warranty program available, including industry-exclusive certifiedpreowned.chrysler.com installation lifetime warranty upgrade *Includes Chrysler, Dodge, Fiat, Jeep and Ram program • Fiat Added Care + Warranty (see Fiat dealer for more details)

Ford Motor* Ford Certified Pre-Owned 2,739/ $425, Meet training • 172-point inspection Yes • Powertrain 7-year/100,000-mile limited warranty from Yes Yes/$100 Yes/$0 None Todd Fites 3,277 $695 for requirements, • 5 model years or newer original in-service date and 12-month/12,000-mile comprehensive national CPO sales manager Super signed • Less than 80,000 miles limited warranty from end of new-car warranty or CPO purchased ford.com/certified-used Duty agreement, date, whichever comes first *Ford division dealers have the option to participate trucks $500-$1,500 • 7-year/100,000-mile roadside assistance from original in-service date and sell Mercury certified pre-owned vehicles & vans annual fee per dealer • Free Carfax report and covered by Carfax Buyback Guarantee planning volume

General Motors Certified Pre-Owned Vehicles from 3,120/ N.A. Dealers • 172-point inspection Yes • Powertrain 5 year/100,000-mile limited warranty from original Yes No/$0 Yes/$0 3 days/ Chevrolet, Buick and GMC* 4,220 sign a and reconditioning process in-service date and 6 years/100,000 miles on 2013 model year and newer 150 miles Ed Peper participation • 6 model years or newer • Bumper-to-bumper 12-month/12,000-mile new-vehicle warranty customer U.S. vp fleet and commercial sales agreement • Less than 75,000 miles extension after new-car warranty expires satisfaction gmcertified.com • CPO industry exclusive 2-year/30,000-mile standard maintenance plan guarantee *Includes Hummer, Pontiac and Saturn • Roadside assistance and 24/7 courtesy transportation

Honda Honda Certified Used Cars 1,030/ $375 Dealers • 150-point inspection Yes • Powertrain 84 months/100,000 miles from original in-service date Yes No/$0 Yes/$0 None Brian Butts 1,038 sign a • 6 model years or newer • Non powertrain 12 months/12,000 miles after new-car warranty manager, automobile remarketing participation • Less than 80,000 miles expires hondacars.com/certified agreement • Free 3-month trial of SiriusXM Radio

Hyundai Hyundai Certified Pre-Owned 705/ $399- Dealer must • 150-point inspection No • Remainder of 5-year/60,000-mile new-vehicle limited warranty Yes Yes/$50 Yes/$0 None Jose Froehlich 823 $499 enroll in data • 5 model years or newer from original in-service date and zero miles senior manager, certified pre-owned extraction and • Less than 60,000 miles • CPO powertrain 10 years/100,000 miles from original in-service date and zero miles hyundaicertified.com abide by program • Must pass Carfax • 10 years/unlimited miles roadside assistance, trip interruption protection, rental guidelines vehicle history report car up to 10 days for covered repairs, free 3-months trial of SiriusXM Radio

Note: Total new-car dealers as of Sept. 2013. Dealer fees N.A. = Not available Source: Automotive News Data Center and company sources may include per-vehicle certification fees, advertising fees and warranty fees. 6 p 05-10 final.qxp 8/26/2013 2:48 PM Page 7

No. of dealers Dealer Vehicle Is there a Is the Dealer in program/ fees Independent history warranty warranty return/ Total new- per Dealer third-party report deductible?/ transferable?/ exchange Program name/Top executive/Web address car dealers vehicle criteria Vehicle criteria inspection Warranty details provided cost fee program Infiniti Infiniti Certified Pre-Owned 197/ $899 Dealers sign • 160-point inspection Yes • CPO warranty extends basic limited 6 years/100,000 miles coverage Yes Yes/$50 Yes/$0 None Martin Gleason 197 agreement • 4 model years or newer from original in-service date (inclusive of powertrain coverage) senior manager, CPO and pre-owned to comply with • Less than 60,000 miles • Optional extended WRAP service contract 7 years/100,000 miles infinitiusa.com/pre-owned/overview all CPO program • Clean title history from the original in-service date, plus reunite service guidelines • 3-year Carfax Buyback Guarantee • Roadside assistance, trip interruption, towing assistance, service car loan/rental

Jaguar Jaguar Select Certified Pre-Owned 165/ Varies Available • 150-point inspection No • 6 years/100,000 miles from original in-service date Yes No/$0 Yes/$0 None David Wolfe 165 by to all • 5 model years or newer • 24 months/50,000 miles comprehensive after new-car national remarketing manager model Jaguar • Less than 60,000 miles warranty expires jaguarusa.com/certified-preowned/benefits dealers • 24-hour roadside assistance and trip interruption benefits • Rental car reimbursement

Kia Kia Certified Pre-Owned Program 605/ $0 to Enrollment • 150-point inspection No • Powertrain 10-year/100,000-mile limited warranty from Yes Yes/$50 Yes/$0 See Tom Loveless 768 certify, and adherence • Up to 5 model years old original in-service date and zero odometer miles dealer executive vp sales $450 to certification • Less than 60,000 miles • Original 10-year/100,000-mile warranty is nontransferable for kia-cpo.com once policy and • Roadside assistance, rental car allowance, travel breakdown coverage details vehicle is procedures (hotel and meals if more than 100 miles from home), 24/7 call center retailed for customer assistance, and 90-day SiriusXM Radio trial

Land Rover Land Rover Select Certified Pre-Owned 166/ Varies Available • 150-point inspection No • 6 years/100,000 miles from original in-service date Yes No/$0 Yes/$0 None David Wolfe 166 by to all • 5 model years or newer • 24 months/50,000 miles comprehensive after new-car warranty expires national remarketing manager model Land Rover • Less than 60,000 miles • Rental car reimbursement landroverusa.com/cpo dealers • 24-hour roadside assistance, trip interruption benefits, rental car reimbursement

Lexus Lexus Certified Pre-Owned 233/ $995 Dealer signs • 161-point inspection Yes • 100,000 miles from original in-service date or 36 months from Yes No/$0 No/$0 None Todd Ferguson 233 a CPO • 6 model years or newer CPO date of sale, whichever occurs first national manager, Lexus market rep. enrollment • 24-hour roadside assistance, trip interruption coverage, loaner & CPO manager form a vehicle (first basic service and loaner vehicle is free) lexus.com/cpo

No. of dealers Dealer Vehicle Is there a Is the Dealer in program/ fees Independent history warranty warranty return/ Total new- per Dealer third-party report deductible?/ transferable?/ exchange Program name/Top executive/Web address car dealers vehicle criteria Vehicle criteria inspection Warranty details provided cost fee program Lincoln* Lincoln Certified Pre-Owned 861/ $995 Compliance test • 200-point inspection Yes • 6-year/100,000-mile comprehensive limited warranty Yes Yes/$100 Yes/$0 None Todd Fites 927 required; • Current model year plus from original in-service date Ford Lincoln national cpo sales manager $500-$1,500 5 previous model years • Optional extended 7 years/100,000 miles or 7 years/75,000 miles available lincoln.com/certified-used annual fee • Less than 60,000 miles • Complimentary roadside assistance 24 hours/7 days per week, destination *Lincoln dealers have the option to participate based on dealer expense assistance, travel expense and car rental reimbursement and sell Mercury certified pre-owned vehicles planning volume • Carfax Buyback Guarantee

Maserati Certified Pre-Owned by Maserati 71/ $1,995- Dealers sign • 150-point inspection No • 24-month/50,000-mile comprehensive Named Exclusion Yes No/N.A. Yes/N.A. Dealer Alex Salamone 71 $2,395 a participation • 4 model years or newer coverage after new-car 48-months/50,000 miles warranty expires option director, business development with $250 agreement • Less than 48,000 miles for a total of up to 6 years/100,000 miles of coverage maseratipreowned.com inspection • Maintained in accordance • Roadside assistance credit with Maserati factory guidelines

Mazda Mazda Certified Pre-Owned Vehicle Program 614/ $0 Dealers sign • 150-point inspection Yes • Powertrain 7-year/100,000-mile limited warranty from original Yes No/$0 Yes/$0 None Roger Basa 637 to enroll a participation • 5 model years or newer in-service date; 12-month/12,000-mile additional limited warranty manager, remarketing and CPO $349 agreement • Less than 60,000 miles from CPO date of sale mazdausa.com/cpo per vehicle • 3 -year buy back protection offer with AutoCheck and 24-hour certification fee roadside assistance

Mercedes-Benz Mercedes-Benz Certified Pre-Owned Program 358/ $495- Dealers must • Rigorous inspection Yes • 5 years/100,000 miles from original in-service date Yes No/$0 Yes/$0 7 days/ Michael Slagter 358 $1,480 meet training • 6 model years or newer • 12-month/120,000-mile or 24-month/135,000-mile extended 500 miles senior vp sales operations MBCPO and performance • Less than 75,000 miles limited warranty vehicle coverage available exchange mbusa.com/mercedes/cpo base criteria as outlined • 24-hour roadside assistance warranty in the MBCPO program

Mini Mini Next Certified Pre-Owned 117/ N.A. Dealers sign a • Mini Next vehicle No • Additional 2-year/50,000-mile protection plan from the Yes Yes/$50 Yes/$0 None Jim McDowell 117 participation inspection checklist expiration of the original 4-year/50,000-mile warranty vp, Mini USA agreement • 5 model years or newer • Mini new-car limited warranty (comprehensive up to miniusa.com/next • Less than 60,000 miles 6 years/100,000 miles) • Reconditioned with only • 2 years/unlimited mile roadside assistance from expiration of genuine Mini parts original Mini new car limited warranty

Note: Total new-car dealers as of Sept. 2013. Dealer fees N.A. = Not available Source: Automotive News Data Center and company sources may include per-vehicle certification fees, advertising fees and warranty fees. 8 p 05-10 final.qxp 8/26/2013 2:49 PM Page 9

Nissan Nissan Certified Pre-Owned 1,026/ $385 Dealers sign • 160-point inspection Yes • 7 years/100,000 miles from original in-service date Yes Yes/$50 Yes/$0 None Martin Gleason 1,067 agreement to • 5 model years or newer • Powertrain 24 months/40,000 miles after new-car warranty expires senior manager, CPO and pre-owned comply with all • Less than 60,000 miles • Optional Security+Plus Pre-Owned Preferred Extended Protection Plan nissanusa.com/cpo CPO program • Clean title history • 3-year Carfax Buyback Guarantee guidelines • Roadside assistance, trip interruption, towing, car rental

Porsche Porsche Approved Certified Pre-Owned 189/ $1,890- Compliance • 111+ point inspection Yes • Similar to new-car warranty Yes No/$0 Yes/$0 None Vehicle Program 189 $2,390 with CPO • 8 model years or newer • 2-year/50,000-mile limited warranty not to exceed 100,000 miles Kevin Harvey policy and • Less than 100,000 miles • 24-hour roadside assistance manager, pre-owned business procedures porsche.com/usa/approvedused/

Rolls-Royce Rolls-Royce Provenance 36/ N.A. N.A. • Uncompromising Yes • Minimum 2-year warranty Yes Yes/$0 Yes/$0 None Jolyon Nash 36 predelivery inspection • Complimentary standard servicing using genuine Rolls-Royce director, sales & marketing • In service 6 months parts rolls-roycemotorcars.com or 6,000 miles • 24-hour worldwide roadside assistance • Less than 8 years from original start-of-service date

Smart Smart Certified Pre-Owned 91/ N.A. Dealer must • Comprehensive inspection Yes • Depending on the model year, 1-year/100,000-mile or Yes No/$0 Yes/$0 7 days/ Michael Slagter 91 meet training • 6 model years or newer 2-year/100,000-mile extended limited warranty available 500 miles senior vp sales operations and performance • Less than 75,000 miles • 1-year/120,000-mile or 1-year/135,000-mile extended vehicle smartusa.com/certified-pre-owned criteria limited warranty exchange • 24-hour roadside assistance covered for the life of Smart CPO limited warranty

Toyota Toyota Certified Used Vehicles* 1,180/ $450 Must be a • 160-point inspection Yes • Powertrain 84 months/100,000 miles from original in-service date Yes Yes/$50 Yes/$0 Dealer Dave Depew 1,234 franchised • 7 model years or newer • 12-month/12,000-mile comprehensive warranty coverage option corporate manager, certified used vehicles Toyota dealer • Less than 85,000 miles • 1-year roadside assistance with unlimited miles toyotacertified.com and sign a • Must pass a Carfax history *Go to toyotacertifiedhybrids.com for details participation • Hybrid vehicles have 14 on Toyota’s hybrid CPO program agreement additional inspection points

Volkswagen WorldAuto Certified Pre-Owned 599/ $470- Volkswagen • 112-point inspection Yes • 24 months/24,000 miles comprehensive added to the remaining Yes Yes/$50 Yes/$0 None Scott Weitzman 600 $770 dealers • 6 model years or newer factory warranty or from date of CPO sale if no warranty remains general manager, used-vehicle operations in good • Less than 75,000 miles • 3 months free trial SiriusXM Radio on all factory-equipped CPO units vwused.com standing • 2-year roadside assistance

Volvo Volvo Certified Pre-Owned 312/ $1,300 Volvo dealers • 130+ point inspection No • 7 years/100,000 miles from original in-service date Yes No/$0 Yes/$0 None Steve Golow 312 in good • 5 model years or newer • 3 years/50,000 miles comprehensive after new-car warranty expires CPO & remarketing manager standing • Less than 80,000 miles • 3 months free trial of SiriusXM Radio volvocars.com/us/cpo • Volvo OnCall Roadside Assistance

Note: Total new-car dealers as of Sept. 2013. Dealer fees Automotive News Data Center makes every effort to be accurate. In the event of a misprint, the guide will not be reprinted but will be corrected in the next scheduled printing. may include per-vehicle certification fees, advertising fees and warranty fees.

GLOSSARY OF CERTIFIED PRE-OWNED VEHICLE TERMS Certified pre-owned vehicle Warranty deductible A previously owned vehicle sold with the original manufacturer’s certification that the vehicle is in optimal condition. The manufacturers The amount the owner is responsible for when repair work is performed under CPO warranty. Many manufacturers do not require select vehicles based on age, mileage and a multiple-point inspection process. Age, mileage and inspection criteria vary by manufacturer. a deductible. Point inspection Transferable warranty A comprehensive vehicle inspection to ensure that the vehicle is in excellent working order. The point inspection is a list of the parts of the If the owner of a certified pre-owned vehicle sells the vehicle and it is within the warranty period, the new owner may be eligible for a transfer vehicle that are examined. Each manufacturer has its own inspection list, but most are similar. All inspections are performed under strict of the warranty. Some manufacturers require the new owner to pay a transfer fee. manufacturer guidelines. Vehicle criteria Warranty details To be considered for certification, a vehicle must be a recent model year, have limited mileage and pass a multiple-point inspection. Each Most certified pre-owned warranty programs transfer and extend the existing new-car warranty terms or add terms and mileage. manufacturer has its own set of requirements. Warranty coverage varies by manufacturer. 10 p 11 final.qxp 8/26/2013 2:50 PM Page 1

CERTIFIED PRE- OWNED VEHICLE SALES 12 MONTHS 2012

2012 2011 Percent January February March April May June July August September October November December Total Total change BMW division 5,351 6,278 7,081 5,983 6,560 6,296 5,654 6,542 6,893 6,059 5,577 6,766 75,040 84,327 –11% Mini 144 224 261 253 280 292 294 347 341 326 277 353 3,392 2,149 58 BMW GROUP 5,495 6,502 7,342 6,236 6,840 6,588 5,948 6,889 7,234 6,385 5,854 7,119 78,432 86,476 –9 Chrysler Division 1,768 2,263 2,353 1,665 1,821 1,823 1,646 1,854 1,574 1,777 1,981 1,931 22,456 29,543 –24 Dodge 3,914 4,894 5,319 4,270 4,630 5,029 4,188 4,680 3,924 4,191 4,385 4,254 53,678 44,852 20 Fiat 4 1 4 8 10 18 9 13 6 23 23 8 127 2 – Jeep 2,929 3,258 3,574 2,668 3,110 3,337 2,935 3,397 2,593 2,762 3,106 3,124 36,793 40,457 –9 CHRYSLER GROUP† 8,615 10,416 11,250 8,611 9,571 10,207 8,778 9,944 8,097 8,753 9,495 9,317 113,054 114,854 –2 Ford/Mercury 8,833 11,111 13,373 11,755 13,126 13,949 13,253 13,645 14,193 12,922 12,669 14,237 153,066 114,550 34 Lincoln 1,417 1,620 1,844 1,786 1,673 1,679 1,598 1,638 1,679 1,496 1,401 1,598 19,429 15,782 23 FORD MOTOR CO. 10,250 12,731 15,217 13,541 14,799 15,628 14,851 15,283 15,872 14,418 14,070 15,835 172,495 130,332 32 Buick 1,602 1,746 2,121 1,742 1,892 1,847 1,732 1,879 1,788 1,671 1,704 1,720 21,444 20,542 4 Chevrolet 15,155 17,740 19,994 15,503 16,741 16,884 15,579 16,591 15,632 16,160 15,913 16,103 197,995 190,592 4 GMC 3,052 3,171 3,679 3,083 3,663 3,973 3,546 3,603 3,245 3,092 3,167 3,360 40,634 40,234 1 Pontiac 993 1,148 1,347 938 953 853 723 781 565 535 486 402 9,724 23,590 –59 Saturn 494 588 692 467 526 538 459 451 372 309 265 245 5,406 10,999 –51 GM Certified 21,296 24,393 27,833 21,733 23,775 24,095 22,039 23,305 21,602 21,767 21,535 21,830 275,203 285,957 –4 Cadillac 1,553 1,476 1,700 1,329 1,359 1,304 1,185 1,284 1,264 1,278 1,280 1,597 16,609 23,133 –28 Hummer 18 10 17 9 4 4 7 10 6 1 – 5 91 582 –84 GENERAL MOTORS 22,867 25,879 29,550 23,071 25,138 25,403 23,231 24,599 22,872 23,046 22,815 23,432 291,903 309,672 –6 Acura 2,926 3,334 4,095 3,494 3,955 3,983 4,020 3,793 3,593 3,516 3,503 3,662 43,874 48,149 –9 Honda Division 17,047 19,572 23,562 18,860 21,296 22,673 21,186 21,289 19,077 18,173 17,829 18,584 239,148 229,211 4 AMERICAN HONDA 19,973 22,906 27,657 22,354 25,251 26,656 25,206 25,082 22,670 21,689 21,332 22,246 283,022 277,360 2 Hyundai division 4,620 5,186 6,634 4,693 5,730 6,302 5,906 6,362 6,522 6,069 5,786 6,239 70,049 48,867 43 Kia 1,140 1,330 1,735 1,260 1,528 1,650 1,749 1,824 1,804 2,026 2,001 2,029 20,076 9,964 102 HYUNDAI-KIA 5,760 6,516 8,369 5,953 7,258 7,952 7,655 8,186 8,326 8,095 7,787 8,268 90,125 58,831 53 Jaguar 255 280 300 273 288 261 284 287 261 270 269 273 3,301 3,941 –16 Land Rover 470 513 594 486 580 596 544 579 544 568 541 573 6,588 3,370 96 JAGUAR LAND ROVER 725 793 894 759 868 857 828 866 805 838 810 846 9,889 7,311 35 MASERATI 29 34 41 43 38 36 29 32 27 30 23 46 408 351 16 MAZDA 1,600 1,872 2,174 1,796 2,048 2,012 2,345 2,615 2,631 2,570 2,798 2,779 27,240 18,976 44 Mercedes-Benz 6,945 5,985 6,994 6,368 6,534 6,593 6,519 6,921 6,727 6,732 7,113 6,949 80,380 74,571 8 Smart – – – – 5 6 11 16 9 20 12 10 89 – – MERCEDES-BENZ 6,945 5,985 6,994 6,368 6,539 6,599 6,530 6,937 6,736 6,752 7,125 6,959 80,469 74,571 8 MITSUBISHI* 41 66 60 48 55 53 53 81 65 55 56 36 669 540 24 Infiniti 935 1,007 1,375 1,165 1,076 1,071 849 808 811 909 830 946 11,782 13,262 –11 Nissan Division 7,082 7,911 10,025 8,916 8,750 9,822 8,703 9,511 9,838 8,583 8,194 8,735 106,070 91,774 16 NISSAN N.A. 8,017 8,918 11,400 10,081 9,826 10,893 9,552 10,319 10,649 9,492 9,024 9,681 117,852 105,036 12 SAAB CARS N.A. –––––––––––– – 885 – SUBARU 1,671 1,760 2,183 1,918 2,054 2,190 1,999 2,270 2,002 2,400 2,599 2,497 25,543 23,856 7 Lexus 5,288 5,910 6,611 5,256 5,907 5,962 5,285 5,489 5,747 5,332 5,179 6,548 68,514 70,215 –2 Toyota Division 23,722 27,565 31,008 25,063 27,827 28,775 27,304 28,768 28,073 26,496 27,879 28,334 330,814 331,805 0 TOYOTA MOTOR SALES 29,010 33,475 37,619 30,319 33,734 34,737 32,589 34,257 33,820 31,828 33,058 34,882 399,328 402,020 –1 Audi 2,570 2,865 3,351 2,863 3,346 3,344 3,136 3,366 2,799 2,663 2,845 3,321 36,469 37,259 –2 Bentley* 32 32 32 32 32 32 32 32 32 32 32 32 384 360 7 Porsche†† 812 693 862 787 869 833 774 869 870 708 720 717 9,514 8,333 14 Volkswagen division 5,953 6,992 8,334 7,466 7,611 7,158 6,656 7,557 7,357 6,864 6,797 7,443 86,188 72,969 18 VOLKSWAGEN OF AMERICA 9,367 10,582 12,579 11,148 11,858 11,367 10,598 11,824 11,058 10,267 10,394 11,513 132,555 118,921 12 VOLVO CARS N.A. 840 944 1,046 945 1,100 1,059 962 1,094 996 918 970 908 11,782 12,898 –9 TOTAL CERTIFIED 131,205 149,379 174,375 143,191 156,977 162,237 151,154 160,278 153,860 147,536 148,210 156,364 1,834,766 1,742,890 5% †Fiat S.p.A. became the majority shareholder of Chrysler Group on July 21, 2011. *Estimate ††Volkswagen AG purchased the remaining 50.1% stake in Porsche AG and became its parent company Aug. 1, 2012. Source: Automotive News Data Center, Autodata Corp. and company sources

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