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Car Purchasing Process - US - March 2014

“As new and used car sales plateau again, as is expected in the Mintel forecast, auto manufacturers, car dealers, and marketers looking to grow their brands will have no choice but to cannibalize sales from their competitors. This will highlight the importance of effective targeting of first-time car buyers, or car buyers with relatively little experience or prejudices, such as targeting Millennials or Hispanics.”

– Colin Bird, Automotive Analyst

Some questions answered in this report include:

  • How to increase vehicle ownership among Hispanics?
  • How to reach Millennial car buyers?

 

Total US sales of new, used and CPO (certified preowned) light vehicles reached more than 57 million in 2013, an increase of 4.6% from 2012.

This is the fourth consecutive year of growth in total US vehicle sales. While the market is forecast to continue to see incremental growth in 2014 and 2015, sales growth will eventually slow, halt, and stagnate, as the market returns to its mature baseline of approximately 58 million light new and used vehicles per annum. This report explores how auto manufacturers, car dealers, and affiliated media, such as car research and vehicle inventory websites, can compete in a growingly competitive space, particularly for players looking to pick up incremental sales or those looking to defend their current share of the marketplace.

The report covers topics including why and when car shoppers decide to purchase another vehicle, what types of cross-shopping research consumers expect to do, which specific car research destinations do consumers plan to visit, such as Consumer Reports or Kelley Blue Book, and whether or not consumers plan to utilize their smartphones and tablets while car shopping.


For the purposes of this report, the car purchasing process is defined as the act, or the intended act, of the consumer to purchase a new, pre-owned, or CPO car.

 

  • A new car will mean any new vehicle which has never been titled or registered and that has been driven less than 7,500 miles before first-title.
  • A pre-owned car is any vehicle that has been previously owned and titled by at least one prior owner; the car must be operational, any car sold as scrap or for its parts and not as an operating vehicle is not considered pre-owned.
  • A certified pre-owned car is any well maintained, late-model, pre-owned vehicle which has been inspected and refurbished by its original manufacturer, or another manufacturer or car dealer.
  • CPO vehicles typically include warranties and other additional benefits typically bestowed only to new cars, but aren’t necessarily required.

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Table of contents

  1. Scope and Themes

    • What you need to know
      • Definition
        • Data sources
          • Sales data
            • Consumer survey data
              • Abbreviations and terms
                • Abbreviations
                  • Terms
                  • Executive Summary

                    • Overview
                      • The market
                        • Figure 1: Fan chart forecast of total US unit sales of new light vehicles and used light vehicles, 2008-18
                      • Market factors
                        • American drivers continue to drive fewer miles than peak period
                          • Figure 2: Vehicle miles traveled per licensed driver, 1970-2040
                        • Aging US vehicle fleet provides potential increase in car purchasing demand
                          • Figure 3: Average age of cars, light trucks, and total light vehicles, 2002-13
                        • Stabilizing housing market positively impacts car sales
                          • Figure 4: Median existing home prices vs new light vehicle sales, 2000-13
                        • High fuel prices shift consumer purchasing preferences
                          • Figure 5: All grades all formulations retail gasoline prices, dollars per gallon, 1993-2014
                        • Key players
                          • GM produced one in four of all the vehicles on the road today
                            • Figure 6: Largest automotive original equipment manufacturers in the US, by total share of the US vehicle fleet vs new car sales, 2013
                          • The consumer
                            • Majority of respondents plan to purchase another vehicle in the next three years
                              • Figure 7: Intent of purchasing a vehicle in the next three years, November 2013
                            • One in five respondents who plan to buy another vehicle plan to do so in the next six months
                              • Figure 8: Approximately when will the next vehicle be purchased, November 2013
                            • New cars more likely owned by households intending to buy more new cars
                              • Figure 9: Vehicle last purchased by new, used, or CPO, by purchase intent of new, used, or CPO, November 2013
                            • Main reason for looking for a new vehicle: high mileage on existing vehicle
                              • Figure 10: Reasons for purchasing another vehicle, by gender, November 2013
                            • Women more likely to say they’d comparison shop and read reviews
                              • Figure 11: Type of research planned before selecting next vehicle, by gender, November 2013
                            • Consumer Reports, Kelley Blue Book, most likely to be visited when shopping for the next vehicle
                              • Figure 12: Likelihood of using select websites or magazines before next vehicle purchase, November 2013
                            • Two thirds of those with mobile devices plan to use them while shopping for next vehicle
                              • Figure 13: Smartphone use when purchasing next vehicle, November 2013
                            • What we think
                            • Issues and Insights

                                • How to increase vehicle ownership among Hispanics
                                  • The issues
                                    • The implications
                                      • Reaching Millennial car buyers
                                        • The issues
                                          • The implications
                                          • Trend Application

                                              • Inspire Trend: Rebirth of Cities
                                                • Inspire Trend: FSTR HYPR
                                                  • Mintel Futures: Brand Intervention
                                                  • Market Size and Forecast

                                                    • Key points
                                                      • US new and used vehicle sales reach 57.5 million in 2013, up 4.6% from last year
                                                        • Figure 14: Total US unit sales and forecast of new light vehicles and used light vehicles, 2008-18
                                                      • Fan chart forecast
                                                          • Figure 15: Fan chart forecast of total US unit sales of new light vehicles and used light vehicles, 2008-18
                                                          • Figure 16: Fan chart forecast of total US unit sales of used light vehicles, 2008-18
                                                          • Figure 17: Fan chart forecast of total US unit sales of new light vehicles, 2008-18
                                                      • Market Drivers

                                                        • Key points
                                                          • Aging US vehicle fleet provides potential increase in car purchasing demand
                                                            • Figure 18: Average age of cars, light trucks, and total light vehicles, 2002-13
                                                          • American drivers continue to drive fewer miles than peak period, weakening consumer demand
                                                            • Figure 19: Vehicle miles traveled per licensed driver, 1970-2040
                                                          • Stabilizing housing market positively impacts car sales
                                                              • Figure 20: Median existing home prices vs new light vehicle sales, 2000-13
                                                            • Unemployment and consumer confidence impact car purchasing
                                                              • Figure 21: University of Michigan Consumer Sentiment, 2007-14
                                                              • Figure 22: Unemployment and underemployment rates, 2007-14
                                                            • High fuel prices shift consumer purchasing preferences
                                                              • Figure 23: All grades all formulations retail gasoline prices, dollars per gallon, 1993-2014
                                                              • Figure 24: Average US retail price per gallon of regular grade gasoline including taxes, 2013-15 (forecast)
                                                            • Product cadence affects consumer demand
                                                              • Figure 25: Average new car showroom age and replacement rate, 2007-17
                                                          • Market Segmentation

                                                            • Key points
                                                              • New cars vs trucks
                                                                • Figure 26: US unit sales of new cars vs light trucks, 1980-2013
                                                              • New vs Used
                                                                • New cars increase as a proportion of market as tight used car market continues to create pricing pressure
                                                                  • Figure 27: US unit sales of new vs used vehicles, 2008-13
                                                                  • Figure 28: US Average selling price of new and used vehicles, 2007-12
                                                                • CPO sales seen as important profit center for dealers and carmakers
                                                                  • Figure 29: US unit sales of CPO vehicles, 2008-13
                                                              • Brand Share

                                                                • New cars
                                                                  • Top 10 automakers account for 92% of 2013 new vehicle sales
                                                                    • Figure 30: Largest automotive original equipment manufacturers in the US, by new car market share, August 2013-year to date
                                                                  • Top automakers vary by region; West and North dominated by Toyota, Midwest and South by GM
                                                                    • Figure 31: Top five largest new car manufacturers, by region, Q1-Q3 2013
                                                                  • Historical leadership gives domestic brands dominant share of total US fleet
                                                                    • Figure 32: Largest automotive original equipment manufacturers in the US, by total share of the US vehicle fleet, 2013
                                                                • Car Dealerships

                                                                  • Dealership overview
                                                                    • Auto retailing is a highly competitive and fragmented space
                                                                      • Figure 33: Top 20 dealership groups in the US, by total number of new vehicles sold, 2012
                                                                    • Total US new car network declines level out
                                                                      • Figure 34: Number of dealerships selling new cars, 2003-14
                                                                    • Major dealership profiles
                                                                      • CarMax
                                                                        • AutoNation
                                                                          • Sonic Automotive
                                                                          • Automotive Websites

                                                                              • Automotive websites overview
                                                                                • Vast majority expect to use the internet next time they shop for a car
                                                                                  • Figure 35: Online sources expected to visit while car buying, by gender, November 2012
                                                                                • Third-party websites provide consumers a unified location for local new/used car inventory
                                                                                  • Figure 36: Likelihood of using select websites or magazines before next vehicle purchase, November 2013
                                                                                • Major automotive website profiles
                                                                                  • AutoTrader.com and Kelley Blue Book
                                                                                    • Cars.com
                                                                                      • Edmunds.com
                                                                                      • Innovations and Innovators

                                                                                        • GM’s “Shop-Click-Drive” allows consumers to purchase vehicle online
                                                                                          • Figure 37: Shop-Click-Drive by GM, 2013
                                                                                        • AutoTrader.com adds consumer dealership reviews
                                                                                          • Sonic Automotive promises to speed up and simplify the sales process
                                                                                            • New car dealers switches to noncommissioned sales representatives
                                                                                            • Marketing Strategies

                                                                                                • Emphasize the stress-free shopping experience
                                                                                                  • Figure 38: Cars.com commercial lie detector, January 2014
                                                                                                  • Figure 39: Edmunds.com’s “Pricing Promise” TV Commercial, November 2013
                                                                                                  • Figure 40: Welcome to TRUECar TV Commercial, November 2012
                                                                                                  • Figure 41: Scion Pure Process TV commercial, October 2013
                                                                                                  • Figure 42: CarMax Slow Clap TV commercial, January 2014
                                                                                                • Nissan develops fun interactive Google Map to show how thrilling a commute would be in its new compact crossover
                                                                                                  • Figure 43: The Detour interactive ad by Nissan USA, March 2014
                                                                                              • Social Media – Car Purchasing Process

                                                                                                • Key points
                                                                                                  • Market overview
                                                                                                    • Key social media metrics
                                                                                                      • Figure 44: Key performance indicators, selected car-buying websites, March 3, 2013-March 2, 2014
                                                                                                    • Brand use and awareness
                                                                                                      • Figure 45: Brand use and awareness of car-buying websites, November 2013
                                                                                                    • Interaction with brands
                                                                                                      • Figure 46: Interaction with car-buying websites, November 2013
                                                                                                    • Brand analysis
                                                                                                      • Original programming to keep users engaged
                                                                                                        • Vine to offer alternative viewing experience
                                                                                                          • What we think
                                                                                                            • Online conversations
                                                                                                              • Figure 47: Online mentions, selected car-buying websites, March 3, 2013-March 2, 2014
                                                                                                            • Where are people talking about car-buying websites?
                                                                                                              • Figure 48: Mentions by page type, selected car-buying websites, March 3, 2013-March 2, 2014
                                                                                                            • What are people talking about online?
                                                                                                              • Figure 49: Mentions by topic of conversation, selected car-buying websites, March 3, 2013-March 2, 2014
                                                                                                          • Vehicles Currently Owned By Household

                                                                                                            • Key points
                                                                                                              • Number of vehicles currently owned by household
                                                                                                                • Majority of households earning more than $50K own more than one vehicle
                                                                                                                  • Figure 50: Number of vehicles owned by household, by household income, November 2013
                                                                                                                • Vehicle last purchased by new, used, or CPO
                                                                                                                  • Majority bought their last vehicle new
                                                                                                                    • Figure 51: Vehicle last purchased by new, used, or CPO, November 2013
                                                                                                                  • The wealthier the household the more likely purchased last vehicle new
                                                                                                                    • Figure 52: Vehicle last purchased by new, used, or CPO, by household income, November 2013
                                                                                                                  • Married households more likely to have purchased last vehicle new
                                                                                                                    • Figure 53: Vehicle last purchased by new, used, or CPO, by marital/relationship status, November 2013
                                                                                                                  • Midwesterners less likely to have purchased last vehicle new
                                                                                                                    • Figure 54: Vehicle last purchased by new, used, or CPO, by region, November 2013
                                                                                                                  • New cars more likely owned by households intending to buy more new cars
                                                                                                                    • Figure 55: Vehicle last purchased by new, used, or CPO, by purchase intent of new, used, or CPO, November 2013
                                                                                                                  • Vehicles owned by household, by vehicle body style
                                                                                                                    • Midsized/large passenger car most-owned vehicle body style
                                                                                                                      • Figure 56: Vehicles owned by household, by vehicle type, November 2013
                                                                                                                    • Crossovers, hybrids and SUVs more likely parked in the driveways of wealthier households
                                                                                                                      • Figure 57: Vehicles owned by household, by vehicle type, by household income, November 2013
                                                                                                                    • Millennials more likely to own a compact car
                                                                                                                      • Figure 58: Vehicles owned by household, by vehicle type, by generations, November 2013
                                                                                                                  • Cost of Most Recently Acquired Vehicle

                                                                                                                    • Key points
                                                                                                                      • Majority spent $10,000-29,999 on their last car
                                                                                                                        • Figure 59: Cost of most recently acquired vehicle, by gender, November 2013
                                                                                                                      • Northeastern households spent more on their last vehicle purchase
                                                                                                                        • Figure 60: Cost of most recently acquired vehicle, by region, November 2013
                                                                                                                      • Those intending to purchase a new car spent more on their last vehicle
                                                                                                                        • Figure 61: Cost of most recently acquired vehicle, by purchase intent new, used, CPO, November 2013
                                                                                                                    • Personal Vehicle Miles Traveled and Vehicle Uses

                                                                                                                      • Key points
                                                                                                                        • Vehicle Miles Traveled
                                                                                                                          • Men travel more in their cars than women
                                                                                                                            • Figure 62: Miles personally driven annually, by gender, November 2013
                                                                                                                          • Millennials travel more vehicle miles traveled than older generations
                                                                                                                            • Figure 63: Miles personally driven annually, by generations, November 2013
                                                                                                                          • Main uses for household vehicle
                                                                                                                            • Top reason for using automobile is for family and friends
                                                                                                                              • Figure 64: Main uses for household vehicle, November 2013
                                                                                                                            • Women more likely to use their car to shop, while men are more likely to use their vehicle for commuting
                                                                                                                              • Figure 65: Main uses for household vehicle, by gender, November 2013
                                                                                                                            • Millennials more likely to use car for work
                                                                                                                              • Figure 66: Main uses for household vehicle, by generations, November 2013
                                                                                                                          • Other Vehicle Travel, Besides Automobile

                                                                                                                            • Key points
                                                                                                                              • Walking, bicycling and public transit main other forms of travel for car owners
                                                                                                                                • Figure 67: Other forms of travel, besides automobile, November 2013
                                                                                                                              • Men more likely to utilize other forms of transit, such as bicycling, when compared to women
                                                                                                                                • Figure 68: Other forms of travel, besides automobile, by gender, November 2013
                                                                                                                              • Millennials far more likely to use alternative forms of transportation other than a car
                                                                                                                                • Figure 69: Other forms of travel, besides automobile, by generations, November 2013
                                                                                                                              • New car owners more likely to utilize public transportation and services like UberX
                                                                                                                                • Figure 70: Other forms of travel, besides automobile, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                            • Intent to Purchase a Vehicle in the Next Three Years

                                                                                                                              • Key points
                                                                                                                                • Majority of respondents plan to purchase another vehicle in the next three years
                                                                                                                                  • Figure 71: Intent to purchase a vehicle in the next three years, by household income, November 2013
                                                                                                                                • Northeastern households more likely to say they plan to buy a car in the next three years
                                                                                                                                  • Figure 72: Intent to purchase a vehicle in the next three years, by region, November 2013
                                                                                                                                • Millennials significantly more likely to plan to purchase a vehicle in next three years
                                                                                                                                  • Figure 73: Intent to purchase a vehicle in the next three years, by generations, November 2013
                                                                                                                                • Those who frequently bike or use public transit more likely to purchase a vehicle in the next three years
                                                                                                                                  • Figure 74: Intent to purchase a vehicle in the next three years, by other travel methods, besides automobile, November 2013
                                                                                                                              • When Next Vehicle Will Be Purchased

                                                                                                                                • Key points
                                                                                                                                  • Income not an important determinant for when next vehicle will be purchased within the next three years
                                                                                                                                    • Figure 75: When next vehicle will be purchased, by household income, November 2013
                                                                                                                                  • Millennials most likely to say they plan to buy another vehicle within the year
                                                                                                                                    • Figure 76: When next vehicle will be purchased, by generations, November 2013
                                                                                                                                  • Those who take public transit or bike frequently more likely to expect to buy a car within the next year
                                                                                                                                    • Figure 77: When next vehicle will be purchased, by other travel methods, besides automobile, November 2013
                                                                                                                                • Intent to Buy New, Used or CPO

                                                                                                                                  • Key points
                                                                                                                                    • Men more likely plan to purchase a new car than are women
                                                                                                                                      • Figure 78: Intent to buy new, used or CPO, by gender, November 2013
                                                                                                                                    • New car purchasing intent increases with household income
                                                                                                                                      • Figure 79: Intent to buy new, used or CPO, by household income, November 2013
                                                                                                                                    • Two thirds of Millennials expect to purchase a new car
                                                                                                                                      • Figure 80: Intent to buy new, used or CPO, by generations, November 2013
                                                                                                                                    • Those that use public transit or bike frequently more likely to intend to purchase new
                                                                                                                                      • Figure 81: Intent to buy new, used or CPO, by other travel methods, besides automobile, November 2013
                                                                                                                                  • Type of Vehicle Considering Buying in the Next Three Years

                                                                                                                                    • Key points
                                                                                                                                      • Majority of respondents expect to purchase a passenger car
                                                                                                                                        • Figure 82: Type of vehicle considering buying in the next three years, November 2013
                                                                                                                                      • Women significantly more interested in crossovers
                                                                                                                                        • Figure 83: Type of vehicle considering buying in the next three years, by gender, November 2013
                                                                                                                                      • Millennials far more likely to consider compact car
                                                                                                                                        • Figure 84: Type of vehicle considering buying in the next three years, by generations, November 2013
                                                                                                                                      • Little difference between the types of cars respondents own and intent to purchase new or used
                                                                                                                                        • Figure 85: Type of vehicle considering buying in the next three years, by expectation of buying new, used or CPO, November 2013
                                                                                                                                    • Reasons for Purchasing Next Vehicle

                                                                                                                                      • Key points
                                                                                                                                        • Main reason for looking for a vehicle: high mileage on existing vehicle
                                                                                                                                          • Figure 86: Reasons for purchasing next vehicle, by gender, November 2013
                                                                                                                                        • Income is a divergent variable affecting reasons for wanting another vehicle
                                                                                                                                          • Figure 87: Reasons for purchasing next vehicle, by household income, November 2013
                                                                                                                                        • Those with multiple vehicles more likely to want a newer vehicle due to the needs of family or spouse
                                                                                                                                          • Figure 88: Reasons for purchasing next vehicle, by presence of children in household, November 2013
                                                                                                                                        • Millennials looking for a newer vehicle that suits their evolving lifestyle
                                                                                                                                          • Figure 89: Reasons for purchasing next vehicle, by generations, November 2013
                                                                                                                                        • New car intenders far more likely to want another vehicle for better technology
                                                                                                                                          • Figure 90: Reasons for purchasing next vehicle, by purchase intent, by vehicle body style, November 2013
                                                                                                                                        • Those that frequently take public transit, bike, want a new vehicle that is more fun to drive
                                                                                                                                          • Figure 91: Reasons for purchasing next vehicle, by other travel methods, besides automobile, November 2013
                                                                                                                                      • Reasons for Not Intending to Buy another Vehicle

                                                                                                                                        • Key points
                                                                                                                                          • Waiting for a breakdown or recently bought a vehicle are main reasons for not looking for another in the next three years
                                                                                                                                            • Figure 92: Reasons for not intending to buy another vehicle within the next three years, November 2013
                                                                                                                                          • Less wealthy more likely to state lack of money for not buying a vehicle
                                                                                                                                            • Figure 93: Reasons for not intending to buy another vehicle within the next three years, by household income, November 2013
                                                                                                                                          • Millennials more likely to state use of public transit, walking and biking as reasons for not wanting a car
                                                                                                                                            • Figure 94: Reasons for not intending to buy another vehicle within the next three years, by generations, November 2013
                                                                                                                                        • Considerations When Selecting Next Vehicle

                                                                                                                                          • Key points
                                                                                                                                            • Budgetary constraints chief concern for soon-to-be car buyers
                                                                                                                                              • Figure 95: Considerations when selecting next vehicle, by gender, November 2013
                                                                                                                                            • Wealthy households show high level of loyalty
                                                                                                                                              • Figure 96: Considerations when selecting next vehicle, by household income, November 2013
                                                                                                                                            • Millennials far more likely to consider opinions of others, including the media
                                                                                                                                              • Figure 97: Considerations when selecting next vehicle, by generations, November 2013
                                                                                                                                            • Budget constraints less likely a consideration for new car intenders
                                                                                                                                              • Figure 98: Considerations when selecting next vehicle, by purchase intent, by vehicle body style, November 2013
                                                                                                                                            • Those that use public transit and or bike frequently are far more considerate of government incentives and opinions of the media
                                                                                                                                              • Figure 99: Considerations when selecting next vehicle, by other travel methods, besides automobile, November 2013
                                                                                                                                          • Type of Research Planned Before Selecting Next Vehicle

                                                                                                                                            • Key points
                                                                                                                                              • Test drive, reliability, comparison shopping, consumer reviews all major planned forms of research for car buyers
                                                                                                                                                • Figure 100: Type of research planned before selecting next vehicle, November 2013
                                                                                                                                              • Women more likely to say they’d comparison shop and read reviews
                                                                                                                                                • Figure 101: Type of research planned before selecting next vehicle, by gender, November 2013
                                                                                                                                              • Those without children more likely to intend to research
                                                                                                                                                • Figure 102: Type of research planned before selecting next vehicle, by presence of children in household, November 2013
                                                                                                                                              • Millennials viewing videos, Boomers comparing prices and safety
                                                                                                                                                • Figure 103: Type of research planned before selecting next vehicle, by generations, November 2013
                                                                                                                                              • Households with more than one vehicle more likely to research and test drive
                                                                                                                                                • Figure 104: Type of research planned before selecting next vehicle, by number of vehicles, November 2013
                                                                                                                                              • Light drivers more likely to say they’d go for a test drive and compare incentives
                                                                                                                                                • Figure 105: Type of research planned before selecting next vehicle, by vehicle miles traveled, November 2013
                                                                                                                                              • CPO car intenders more enthusiastic about researching and test driving
                                                                                                                                                • Figure 106: Type of research planned before selecting next vehicle, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                            • Use of Select Automotive Websites or Magazines before Next Vehicle Purchase

                                                                                                                                              • Key points
                                                                                                                                                • Consumer Reports, Kelley Blue Book, most likely to be visited when shopping for the next vehicle
                                                                                                                                                  • Figure 107: Likelihood of using select websites or magazines before next vehicle purchase, November 2013
                                                                                                                                                • Men more likely to say they’ll visit classified ad websites and enthusiast publications
                                                                                                                                                  • Figure 108: Likelihood of using select websites or magazines before next vehicle purchase, by gender, November 2013
                                                                                                                                                • Millennials more likely to visit resources like Cars.com and Car and Driver
                                                                                                                                                  • Figure 109: Likelihood of using select websites or magazines before next vehicle purchase, by generations, November 2013
                                                                                                                                                • New-car intenders more likely to visit surveyed resources
                                                                                                                                                  • Figure 110: Likelihood of using select websites or magazines before next vehicle purchase, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                              • Smartphone and Tablet Ownership and Smartphone Use When Purchasing Next Vehicle

                                                                                                                                                • Key points
                                                                                                                                                  • Tablet and smartphone ownership, by car purchase intenders
                                                                                                                                                    • Three quarters of soon-to-be car purchasers have either a smartphone or tablet or both
                                                                                                                                                      • Figure 111: Tablet and smartphone ownership, by car purchase intenders, November 2013
                                                                                                                                                    • Millennials significantly more likely to own mobile device
                                                                                                                                                      • Figure 112: Tablet and smartphone ownership, by car purchase intenders, by generations, November 2013
                                                                                                                                                    • New and CPO intenders more likely to own mobile device
                                                                                                                                                      • Figure 113: Tablet and smartphone ownership, by car purchase intenders, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                    • Smartphone use when purchasing next vehicle
                                                                                                                                                      • Two thirds of those with mobile devices plan to use them while shopping for next vehicle
                                                                                                                                                        • Figure 114: Smartphone use when purchasing next vehicle, November 2013
                                                                                                                                                      • Millennials far more likely to use their mobile device when car shopping when compared to Baby Boomers
                                                                                                                                                        • Figure 115: Smartphone use when purchasing next vehicle, by generations, November 2013
                                                                                                                                                      • New, used and CPO car intenders showed similar response rates for utilizing their mobile devices
                                                                                                                                                        • Figure 116: Smartphone use when purchasing next vehicle, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                    • Considerations about Vehicle Financing During Car Purchasing Process

                                                                                                                                                      • Key points
                                                                                                                                                        • About a third of car purchase intenders who need financing don’t know financing partner before selecting vehicle
                                                                                                                                                          • Figure 117: Considerations about vehicle financing, November 2013
                                                                                                                                                        • Millennials more likely to fear dealer financing office when compared to Baby Boomers
                                                                                                                                                          • Figure 118: Considerations about vehicle financing, by generations, November 2013
                                                                                                                                                        • CPO car intenders more engaged with the financing of their vehicle
                                                                                                                                                          • Figure 119: Considerations about vehicle financing during, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                      • Race and Hispanic Origin

                                                                                                                                                        • Key points
                                                                                                                                                          • Vehicle ownership and purchasing
                                                                                                                                                            • Purchase needs and expectations
                                                                                                                                                              • Research and use of mobile tech when buying next vehicle
                                                                                                                                                              • Appendix – Other Useful Consumer Tables

                                                                                                                                                                • Vehicles currently owned by household
                                                                                                                                                                  • Figure 120: Number of vehicles owned by household, by region, November 2013
                                                                                                                                                                  • Figure 121: Number of vehicles owned by household, by generations, November 2013
                                                                                                                                                                  • Figure 122: Vehicle last purchased by new, used, or CPO, by generations, November 2013
                                                                                                                                                                  • Figure 123: Vehicles owned by household, by vehicle type, by presence of children in household, November 2013
                                                                                                                                                                  • Figure 124: Vehicles owned by household, by vehicle type, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                                • Personal vehicle miles traveled and other vehicle actives
                                                                                                                                                                  • Figure 125: Miles personally driven annually, by household income, November 2013
                                                                                                                                                                  • Figure 126: Miles personally driven annually, by region, November 2013
                                                                                                                                                                  • Figure 127: Miles personally driven annually, by other travel methods, besides automobile, November 2013
                                                                                                                                                                  • Figure 128: Main uses for household vehicle, by gender and age, November 2013
                                                                                                                                                                  • Figure 129: Main uses for household vehicle, by household income, November 2013
                                                                                                                                                                • Other vehicle travel, besides automobile
                                                                                                                                                                  • Figure 130: Other forms of travel, besides automobile, by household income, November 2013
                                                                                                                                                                • Intent to purchase a vehicle in the next three years
                                                                                                                                                                  • Figure 131: Intent to purchase a vehicle in the next three years, by gender and age, November 2013
                                                                                                                                                                  • Figure 132: Intent to purchase a vehicle in the next three years, by gender, November 2013
                                                                                                                                                                • When next vehicle will be purchased
                                                                                                                                                                  • Figure 133: When next vehicle will be purchased, by gender, November 2013
                                                                                                                                                                  • Figure 134: When next vehicle will be purchased, by region, November 2013
                                                                                                                                                                • Solely, or partially, responsible for next vehicle purchase
                                                                                                                                                                  • Figure 135: Responsibility for selection of next household vehicle, by gender, November 2013
                                                                                                                                                                  • Figure 136: Responsibility for selection of next household vehicle, by gender and age, November 2013
                                                                                                                                                                  • Figure 137: Responsibility for selection of next household vehicle, by generations, November 2013
                                                                                                                                                                • Intent to buy new, used or CPO
                                                                                                                                                                  • Figure 138: Intent to buy new, used or CPO, by presence of children in household, November 2013
                                                                                                                                                                  • Figure 139: Intent to buy new, used or CPO, by region, November 2013
                                                                                                                                                                • Type of vehicle considering buying in the next three years
                                                                                                                                                                  • Figure 140: Type of vehicle considering buying in the next three years, by household income, November 2013
                                                                                                                                                                • Considerations when selecting next vehicle
                                                                                                                                                                  • Figure 141: Considerations when selecting next vehicle, by region, November 2013
                                                                                                                                                                • Website visitation and frequency, by car purchase intenders
                                                                                                                                                                  • Figure 142: Websites visited and how often, by car purchase intenders, November 2013
                                                                                                                                                                  • Figure 143: Any weekly websites visited and how often, by car purchase intenders, by gender, November 2013
                                                                                                                                                                  • Figure 144: Any weekly websites visited and how often, by car purchase intenders, by generations, November 2013
                                                                                                                                                                  • Figure 145: Any weekly websites visited and how often, by car purchase intenders, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                                • Social media engagement, by car purchase intenders
                                                                                                                                                                  • Figure 146: Social media engagement, by car purchase intenders, November 2013
                                                                                                                                                                  • Figure 147: Any weekly social media engagement, by car purchase intenders, by gender, November 2013
                                                                                                                                                                  • Figure 148: Any weekly social media engagement, by car purchase intenders, by generations, November 2013
                                                                                                                                                                  • Figure 149: Any weekly social media engagement, by car purchase intenders, by generations, November 2013
                                                                                                                                                                  • Figure 150: Any weekly social media engagement, by car purchase intenders, by vehicles(s) to be new, used or CPO, November 2013
                                                                                                                                                                  • Figure 151: Reasons for not intending to buy another vehicle within the next three years, by marital status, November 2013
                                                                                                                                                                  • Figure 152: Reasons for not intending to buy another vehicle within the next three years, by presence of children in household, November 2013
                                                                                                                                                                • Type of research planned before selecting next vehicle
                                                                                                                                                                  • Figure 153: Type of research planned before selecting next vehicle, by household income, November 2013
                                                                                                                                                                  • Figure 154: Type of research planned before selecting next vehicle, by marital/relationship status, November 2013
                                                                                                                                                                • Likelihood of using select automotive websites or magazines before next vehicle purchase
                                                                                                                                                                  • Figure 155: Likelihood of using select websites or magazines before next vehicle purchase, by household income, November 2013
                                                                                                                                                                  • Figure 156: Likelihood of using select websites or magazines before next vehicle purchase, by marital/relationship status, November 2013
                                                                                                                                                                • Smartphone and tablet ownership and smartphone use when purchasing next vehicle
                                                                                                                                                                  • Figure 157: Smartphone use when purchasing next vehicle, by household income, November 2013
                                                                                                                                                                  • Figure 158: Smartphone use when purchasing next vehicle, by gender, November 2013
                                                                                                                                                              • Appendix – Race and Hispanic Origin Consumer Tables

                                                                                                                                                                  • Figure 159: Number of vehicles owned by household, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 160: Vehicles owned by household, by vehicle type, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 161: Vehicle last purchased by new, used, or CPO, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 162: Cost of most recently acquired vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 163: Miles personally driven annually, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 164: Other forms of travel, besides automobile, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 165: Intent to purchase a vehicle in the next three years, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 166: When next vehicle will be purchased, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 167: Intent to buy new, used or CPO, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 168: Type of vehicle considering buying in the next three years, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 169: Reasons for purchasing next vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 170: Reasons for intending to buy another vehicle within the next three years, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 171: Type of research planned before selecting next vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 172: Likelihood of using select websites or magazines before next vehicle purchase, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 173: Tablet and smartphone ownership, by car purchase intenders, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 174: Smartphone use when purchasing next vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 175: Considerations about vehicle financing during car purchasing process, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 176: Any weekly social media engagement, by car purchase intenders, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 177: Considerations when selecting next vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                                  • Figure 178: Main uses for household vehicle, by race/Hispanic origin, November 2013
                                                                                                                                                              • Appendix – Social Media

                                                                                                                                                                • Brand use or awareness
                                                                                                                                                                  • Figure 179: Brand use or awareness, November 2013
                                                                                                                                                                  • Figure 180: KBB.com (Kelley blue book) use or awareness, by demographics, November 2013
                                                                                                                                                                  • Figure 181: Cars.com use or awareness, by demographics, November 2013
                                                                                                                                                                  • Figure 182: AutoTrader.com use or awareness, by demographics, November 2013
                                                                                                                                                                  • Figure 183: Edmunds.com use or awareness, by demographics, November 2013
                                                                                                                                                                  • Figure 184: ConsumerReports.org use or awareness, by demographics, November 2013
                                                                                                                                                                  • Figure 185: MotorTrend.com use or awareness, by demographics, November 2013
                                                                                                                                                                • Activities done
                                                                                                                                                                  • Figure 186: Activities done, November 2013
                                                                                                                                                                  • Figure 187: KBB.com (Kelley blue book) – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 188: KBB.com (Kelley blue book) – Activities done – I have contacted/interacted with the brand online on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 189: KBB.com (Kelley blue book) – Activities done – I follow/like the brand on social media because, by demographics, November 2013
                                                                                                                                                                  • Figure 190: KBB.com (Kelley blue book) – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 191: Cars.com – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 192: Cars.com – Activities done – I have contacted/interacted with the brand online on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 193: Cars.com – Activities done – I follow/like the brand on social media because, by demographics, November 2013
                                                                                                                                                                  • Figure 194: Cars.com – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 195: AutoTrader.com – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 196: AutoTrader.com – Activities done – I have contacted/interacted with the brand online on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 197: AutoTrader.com – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 198: Edmunds.com – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 199: Edmunds.com – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 200: ConsumerReports.org – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 201: ConsumerReports.org – Activities done – I have contacted/interacted with the brand online on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 202: ConsumerReports.org – Activities done – I follow/like the brand on social media because, by demographics, November 2013
                                                                                                                                                                  • Figure 203: ConsumerReports.org – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                  • Figure 204: MotorTrend.com – Activities done – I have looked up/talked about this brand online on social media, by demographics, November 2013
                                                                                                                                                                  • Figure 205: MotorTrend.com – Activities done – I have researched the brand on social media to, by demographics, November 2013
                                                                                                                                                                • Online conversations
                                                                                                                                                                  • Figure 206: Kelley Blue Book key social media indicators, February 2014
                                                                                                                                                                  • Figure 207: Motor Trend key social media indicators, February 2014
                                                                                                                                                                  • Figure 208: AutoTrader.com key social media indicators, February 2014
                                                                                                                                                                  • Figure 209: Consumer Reports key social media indicators, February 2014
                                                                                                                                                                  • Figure 210: Edmunds.com key social media indicators, February 2014
                                                                                                                                                                  • Figure 211: Cars.com key social media indicators, February 2014
                                                                                                                                                              • Appendix – Trade Associations

                                                                                                                                                                Companies Covered

                                                                                                                                                                To learn more about the companies covered in this report please contact us.

                                                                                                                                                                Car Purchasing Process - US - March 2014

                                                                                                                                                                £3,199.84 (Excl.Tax)