M I D Y E A R

R E P O R T

2022
ANNUAL FINANCIAL PROFILE OF AMERICA’S FRANCHISED NEW-CAR DEALERSHIPS

NATIONAL
AUTOMOBILE
DEALERS
ASSOCIATION
Overview
The NADA Data financial profile of new-car dealerships is now published twice a year—as a full
annual review at year-end and as a midyear update.
This midyear 2022 review features the many major milestones achieved by the retail auto
industry during the first half of 2022, including such highlights as:

• The nation’s 16,752 franchised light-vehicle dealers sold 6.8 million light-duty
vehicles.
• Total light-vehicle dealership sales topped $618 billion.
• Dealerships wrote nearly 135 million repair orders, with service and parts sales
totaling more than $68 billion.
At the end of first-half 2022, the industry was still feeling the effects of the semiconductor
microchip shortage that began in early 2021. Over the past 12 months, new-vehicle inventory on
the ground and in transit was persistently stuck between roughly 1 million and 1.2 million units,
about a third of the average level seen in 2018 and 2019. Dealers’ order books filled quickly,
Patrick Manzi and many dealers are still working through the order backlogs they have built up over the past
Chief Economist, NADA year. When vehicles arrived on dealer lots in the first half of the year, they sold quickly, and this
will also likely be true for the rest of 2022 and into 2023. Still, despite the challenges of a new-
vehicle shortage, the average dealership has performed very well through first-half 2022.
With tight supplies of vehicles and high demand from consumers, manufacturers pulled back
on incentive spending in the first half, and average incentive spending per unit fell each month
through June. Average incentive spending has decreased from a record high of over $4,700 per
unit in April 2020 to record lows of under $1,000 per unit in June 2022. The cuts to incentive
spending, OEM production mix and strong demand from consumers pushed new-vehicle average
transaction prices to record highs as well—just shy of $46,000 through June 2022. The shortage
of new vehicles caused used-vehicle wholesale and retail pricing to hit record highs near the end
of 2021 as many consumers and fleet buyers switched to the used market. While used-vehicle
wholesale prices have fallen slightly from their recent highs, we expect that used-vehicle values
will continue to be well above their pre-pandemic levels for as long as the industry is dealing with
the chip shortage and its limiting effects on new-vehicle inventories.
To improve the breadth of information provided in NADA Data, we offer a section focusing on
the new- and used-vehicle consumer, with in-depth data from Experian. These stats include
average monthly payment, average loan term, leasing and more.

CONTENTS
Franchised Dealership Workforce ..................................................................................2
New Light-Vehicle Dealerships ......................................................................................3
Dealership Financial Trends ..........................................................................................5
New Light-Vehicle Department ......................................................................................7
Used-Vehicle Department .............................................................................................9
Service and Parts Department .....................................................................................10
Body Shop Department ..............................................................................................12
Dealership Advertising ...............................................................................................13
Employment and Payroll ............................................................................................14
Note: NADA Data was first published in 1979, and some New- and Used-Vehicle Consumer................................................................................16
of the methodology and data sources have naturally
changed along the way. Therefore, previous reports may
not be directly comparable with the current version.

NADA DATA 2022: MIDYEAR REPORT | nada.org 1

Franchised Dealership Workforce
Average Weekly Earnings
Growth
Data resource 2017 2018 2019 2020 2021
2020-2021

Total sample, franchised dealerships $1,383 $1,400 $1,470 $1,554 $1,987 ▲ 27.9%

Franchised dealers, same stores $1,387 $1,409 $1,494 $1,565 $2,026 ▲ 29.4%

Franchised dealers, same employees $1,432 $1,450 $1,560 $1,665 $2,126 ▲ 27.7%

BLS franchised dealerships $1,113 $1,133 $1,180 $1,292 $1,601 ▲ 23.9%

BLS U.S. private sector $905 $934 $963 $1,015 $1,063 ▲ 4.8%

Source: Bureau of Labor Statistics, NADA

Median Weekly Earnings

Growth
Data resource 2017 2018 2019 2020 2021
2020-2021

Total sample, franchised dealerships $1,061 $1,092 $1,142 $1,181 $1,392 ▲ 17.9%

Franchised dealers, same stores $1,070 $1,103 $1,160 $1,179 $1,428 ▲ 21.1%

Franchised dealers, same employees $1,108 $1,147 $1,219 $1,245 $1,450 ▲ 16.4%

BLS franchised dealerships N/A N/A N/A N/A N/A N/A

BLS U.S. private sector $860 $886 $917 $966 $988 ▲ 3.3%

Source: Bureau of Labor Statistics, NADA

Earnings Growth, 2020-2021

35%
■ Average ■ Median
30 29.4%
27.9% 27.7%
25 23.9%
21.1%
20 17.9
16.4%
15

10
4.8%
5 3.3%
N/A
0
Total Sample Franchised Dealer Franchised Dealer BLS Auto Dealers BLS U.S. Private Sector
Franchised Dealerships Same Stores Same Employees
Source: Bureau of Labor Statistics, NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 2

New Light-Vehicle Dealerships
New Light-Vehicle Dealerships by State, June YTD 2022
Alabama 276 Nebraska 155

Alaska 27 Nevada 98 TOTAL NEW-CAR DEALERSHIPS

16,752
Arizona 246 New Hampshire 130

Arkansas 209 New Jersey 456

California 1,299 New Mexico 112

Colorado 252 New York 858

Connecticut 249 North Carolina 570

Delaware 54 North Dakota 73

Florida 902 Ohio 715

Georgia 486 Oklahoma 251 Share of Dealerships by Volume of New-Unit

Sales, June YTD 2022
Hawaii 68 Oregon 221
Percent of dealerships
Idaho 100 Pennsylvania 867
25%
Illinois 703 Rhode Island 53

Indiana 404 South Carolina 253 21.1%

Iowa 271 South Dakota 84 20

18.2% 18.0%
Kansas 205 Tennessee 342
16.9%
Kentucky 231 Texas 1,237
15.3%
15
Louisiana 280 Utah 141

Maine 110 Vermont 77

Maryland 302 Virginia 454 10.5%

10
Massachusetts 384 Washington 309

Michigan 616 West Virginia 131

Minnesota 337 Wisconsin 466 5

Mississippi 175 Wyoming 48

Missouri 372
Total U.S. 16,752 0
Montana 93 1-149 150-299 300-499 500-749 750-1,499 1,500+
Source: NADA Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 3

New Light-Vehicle Dealerships (continued)
Share of Owners by Number of Stores Operated, June YTD

Number
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
of stores

1-5 95.8% 95.5% 95.0% 94.8% 94.4% 94.3% 94.0% 93.8% 93.7% 93.2% 92.7%

6-10 2.9% 3.2% 3.4% 3.5% 3.8% 3.9% 4.1% 4.2% 4.2% 4.4% 4.8%

11-25 1.0% 1.1% 1.4% 1.5% 1.5% 1.5% 1.5% 1.6% 1.7% 1.9% 2.1%

26-50 0.1% 0.1% 0.1% 0.1% 0.1% 0.2% 0.2% 0.3% 0.3% 0.3% 0.3%

Greater than 50 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1%

Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 4

Dealership Financial Trends
Total Sales by State, June YTD 2022
All Average per All Average per
State dealerships dealership State dealerships dealership
($ millions) ($ thousands) ($ millions) ($ thousands)
Alabama $8,241 $29,859 Nebraska $3,261 $21,036
Alaska $1,072 $39,687 Nevada $5,733 $58,503
Arizona $14,962 $60,819 New Hampshire $4,117 $31,667
Arkansas $4,846 $23,185 New Jersey $20,343 $44,613
California $73,519 $56,597 New Mexico $3,226 $28,805
Colorado $10,944 $43,429 New York $35,807 $41,733
Connecticut $6,179 $24,814 North Carolina $17,319 $30,384
Delaware $1,944 $35,996 North Dakota $1,294 $17,728
Florida $52,609 $58,325 Ohio $21,892 $30,619
Georgia $19,219 $39,546 Oklahoma $16,888 $67,282
Hawaii $3,016 $44,359 Oregon $6,824 $30,879
Idaho $2,916 $29,156 Pennsylvania $24,234 $27,951
Illinois $21,356 $30,379 Rhode Island $1,894 $35,730
Indiana $9,949 $24,627 South Carolina $8,728 $34,499
Iowa $5,008 $18,481 South Dakota $1,511 $17,988
Kansas $3,943 $19,235 Tennessee $10,778 $31,515
Kentucky $5,756 $24,916 Texas $59,107 $47,783
Louisiana $8,385 $29,946 Utah $5,922 $41,998
Maine $2,778 $25,257 Vermont $1,615 $20,972
Maryland $11,362 $37,621 Virginia $14,071 $30,994
Massachusetts $12,576 $32,749 Washington $11,657 $37,725
Michigan $22,518 $36,555 West Virginia $2,448 $18,687
Minnesota $8,857 $26,282 Wisconsin $8,898 $19,095
Mississippi $4,133 $23,619 Wyoming $896 $18,673
Missouri $11,773 $31,647
Total U.S. $618,750 $36,936
Montana $2,427 $26,095
Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 5

Dealership Financial Trends (continued)
Total Sales of New-Vehicle Dealerships by Year, June YTD
$625 $40
All dealerships, orange graph (left scale),
in billions of dollars $618.75
$600.44
$36.94
575 $36.04 35

525 $30.99 30
$30.00
$29.46 $29.43
$518.74
$503.86
$491.39 $494.76
475 $26.30
25

Average per dealership, blue graph (right scale),

in millions of dollars
425 $437.80
20
2016 2017 2018 2019 2020 2021 2022
Source: NADA

Share of Total Dealership Sales Dollars, 2021 vs. 2022, June YTD
Service, parts Service, parts
and body shop and body shop

10.6% 11.7%

34.9% 54.6% 39.7% 48.7%

Used vehicles New vehicles Used vehicles New vehicles

2021 2022
Source: NADA

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New Light-Vehicle Department
New-Vehicle Inventories and Days’ Supply by Year, June YTD
Inventory (in millions) Days’ supply
5 90 domestic
1,032,482
Total import
80
4
Domestic
189,741
70
Import NEW-VEHICLE INVENTORY

1,222,223
3
60
Import
50
2
Domestic 40
1
30 NEW-VEHICLE
DAYS’ SUPPLY 30 22
domestic import
0 20
2016 2019 2022 2016 2019 2022
Source: Automotive News, Wards Intelligence

Number of New Vehicles Sold and Selling Price by Year, June YTD
Year Average new vehicles sold Average retail selling price
D
SOL
2016 515 $34,221

2017 500 $34,335

2018 511 $35,249

2019

2020

2021
503

386

498
$36,402

$38,043

$40,232
$45,646
AVERAGE SELLING PRICE OF
NEW VEHICLES SOLD
2022 404 $45,646
(by new-vehicle dealerships)
Source: NADA

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New Light-Vehicle Department (continued)
New Light-Duty Vehicle Sales by Year, June YTD
Total light-duty Light-duty trucks
Year New cars Light-duty trucks
vehicles as % of total

2012 3,742,368 3,506,525 7,248,893 48.4%

2013 3,899,781 3,898,802 7,798,583 50.0%

2014 3,896,078 4,227,311 8,123,389 52.0%

2015 3,840,833 4,645,480 8,486,313 54.7%

2016 3,531,924 5,061,876 8,593,600 58.9%

2017 3,105,855 5,295,860 8,401,715 63.0%

2018 2,747,165 5,827,103 8,574,268 68.0%

2019 2,502,253 5,910,663 8,412,916 70.3%

2020 1,589,042 4,839,992 6,429,034 75.3%

2021 1,917,037 6,377,070 8,294,107 76.9%

2022 1,430,545 5,336,957 6,767,502 78.9%

Source: Automotive News, Wards Intelligence

Market Share by Manufacturer, June YTD

YTD market YTD market
share share change
BMW 2.4% 0.2%
Daimler 2.5% 0.3%
Ford 13.0% 1.5%
General Motors 16.1% 0.1%
Honda 7.5% -2.6%

Hyundai 10.4% 0.7%

Mazda 2.1% -0.2%

Nissan 5.7% -1.4%

Stellantis 11.9% 0.5%

Subaru 3.9% 0.0%
Toyota 15.5% -0.1%
VW 3.8% -0.7%

Other* 5.3% 1.6%

*Includes Jaguar/Land Rover, Lucid, Mitsubishi, Rivian, Tesla and Volvo
Source: Wards Intelligence

NADA DATA 2022: MIDYEAR REPORT | nada.org 8

Used-Vehicle Department
Used-Vehicle Sales by New-Vehicle Dealerships, by Year, June YTD
In millions (units)
8 7.89 7.78
7.55
7.00 6.91
7 6.75
6.44
6

0
2016 2017 2018 2019 2020 2021 2022
Source: NADA

Average Retail Selling Price of Used Vehicles Sold by

New-Vehicle Dealerships, by Year, June YTD

In thousands of dollars
$30.80 D
$31 SOL

29

27

$30,796
$24.54

25

23 AVERAGE RETAIL SELLING PRICE

$21.21 OF USED VEHICLES SOLD
$20.39 $20.84 (by new-vehicle dealerships)
21
$19.88 $19.97

19
2016 2017 2018 2019 2020 2021 2022
Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 9

 Service and Parts Department
Dealerships’ Total Service and Parts Sales, June YTD 2022 Dealerships’ Total Service and
Service
Parts Sales, June YTD 2022
Servicelabor
laborsales (in(in
sales billions of of
billions dollars)
dollars)
(in billions of dollars)
14 $13.24
12 Service labor sales
10 Customer mechanical $13.24
8
Customer body $1.93
6 $5.10
$4.84
4 Warranty $4.84
$1.93 $2.20 $2.53
2 Sublet $2.20
0
Customer Customer Warranty Sublet Internal Other Internal $5.10
mechanical body
Other $2.53
Parts
Partssales
sales
(in(in
billions of dollars)
billions of dollars)
Total service labor $29.84
12 $11.14 $11.57

10 Parts sales
8 Customer mechanical $11.14
$5.97
6
Customer body $2.01
$3.71 $4.20
4
$2.01 $2.18 Wholesale $11.57
2
Counter $2.18
0
Customer Customer Wholesale Counter Warranty Internal Other Warranty $5.97
mechanical body
Source: NADA Internal $3.71

Other $4.20
Dealerships’ Total Service and Parts Sales by Year, June YTD
Total parts $40.79
In billions of dollars
$68.89
$70 Source: NADA

$62.55 $60.43
$58.40
$68.89 billion
60 $56.75
$54.42 $51.94

50 SERVICE AND PARTS SALES

(for all new-vehicle dealerships)

40

30
2016 2017 2018 2019 2020 2021 2022

Source: NADA

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Service and Parts Department (continued)
Profile of Dealerships’ Service and Parts Operations, June YTD 2022

Average dealership All dealers

Total service and parts sales $4,112,626 $68,894,707,801

Total number of repair orders written 8,056 134,957,852

Total service and parts sales per customer repair order $420

Total service and parts sales per warranty repair order $429

Number of technicians (including body) 15 257,650

Parts sales per service labor sale $1.59

Total parts inventory $488,520 $8,183,679,896

Average customer mechanical labor rate $147

Source: NADA

$4.11 million 257,650 134+ million

SERVICE AND PARTS SALES TECHNICIANS REPAIR ORDERS WRITTEN
(per new-vehicle dealership) (including body shop)

NADA DATA 2022: MIDYEAR REPORT | nada.org 11

Body Shop Department
Dealerships Operating On-Site Body Shops by Year, June YTD
Percent of total dealership population
40%
39.1%
39
37.8%
38 37.1% 37.3% 37.2%
37
35.9%
36
34.8%
35
34
2016 2017 2018 2019 2020 2021 2022
Source: NADA

Total Dealership Body Shop Sales by Year, June YTD

In billions of dollars
$4.0
$3.80
$3.64
3.5 $3.36
$3.28 $3.27
$2.88 $2.95
3.0

2.5
2016 2017 2018 2019 2020 2021 2022
Source: NADA

Body Shop Sales per Repair Order by Year, June YTD

In dollars
$1,000
$870

800 $745 $760 $749 $726

$723

$571
600

400
2016 2017 2018 2019 2020 2021 2022
Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 12

Dealership Advertising
Total Franchised Dealership Advertising Expenditures
by Year, June YTD
In billions of dollars
$5 $4.87
$4.69 $4.68 $4.66
4.5
$4.26
$4.09
4
$3.60

$4.26 billion
3.5

3 TOTAL DEALERSHIP
2016 2017 2018 2019 2020 2021 2022 ADVERTISING EXPENDITURES
Source: NADA

Average Dealership Advertising per New Unit Sold by Year, June YTD*
In dollars
$700 $695

$655
650 $645 $642
$640
$628

600

$541
550

500
2016 2017 2018 2019 2020 2021 2022
*Advertising expense includes advertising and sales promotion minus advertising rebates. Some advertising data is reported in one account that includes sales promotion and already is minus advertising rebates.

Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 13

Employment and Payroll
Average Weekly Earnings of New Light-Vehicle Dealership Employees by State, Year-end 2021*
Alabama $1,505 Indiana $1,413 Nebraska $1,340 South Carolina $1,528

Alaska $1,426 Iowa $1,393 Nevada $1,888 South Dakota $1,324

Arizona $1,688 Kansas $1,337 New Hampshire $1,914 Tennessee $1,608

Arkansas $1,457 Kentucky $1,427 New Jersey $1,872 Texas $1,754

California $1,889 Louisiana $1,455 New Mexico $1,448 Utah $1,560

Colorado $1,636 Maine $1,409 New York $1,676 Vermont $1,421

Connecticut $1,596 Maryland $1,578 North Carolina $1,512 Virginia $1,505

Delaware $1,474 Massachusetts $1,785 North Dakota $1,278 Washington $1,611

Florida $1,743 Michigan $1,492 Ohio $1,476 West Virginia $1,245

Georgia $1,706 Minnesota $1,336 Oklahoma $1,456 Wisconsin $1,222

Hawaii $1,632 Mississippi $1,358 Oregon $1,560 Wyoming $1,263

Idaho $1,479 Missouri $1,415 Pennsylvania $1,380

Total U.S. $1,600
Illinois $1,461 Montana $1,363 Rhode Island $1,464

*Payroll Information is from year-end 2021.

Source: Bureau of Labor Statistics, NADA

Estimated Number of Dealership Employees by Year, Dealership Employment by Position,

June YTD June YTD 2022
1.2 80 Supervisors, New- and used-car
■ Total of all dealerships (left scale, in millions)
■ Average number per dealership (right scale) others salespeople

1.13 1.13 1.13

1.12 19.1%
1.1 70 34.8%
69 70 70 1.06
68 1.01 1.05

64 65 23.6%
63
1.0 60 22.6%
Other service and Technicians
parts employees
0.9 50
2016 2017 2018 2019 2020 2021 2022 Source: NADA
Source: NADA

NADA DATA 2022: MIDYEAR REPORT | nada.org 14

Employment and Payroll (continued)
Annual Payroll of New-Vehicle Dealerships by State, Year-end 2021*
Total, all Average per Total, all Average per Total, all Average per
State dealers dealership State dealers dealership State dealers dealership
(billions) (millions) (billions) (millions) (billions) (millions)

Alabama $1.18 $4.29 Louisiana $1.18 $4.22 Ohio $3.18 $4.44

Alaska $0.13 $4.97 Maine $0.40 $3.61 Oklahoma $0.99 $3.95

Arizona $2.08 $8.45 Maryland $1.80 $5.96 Oregon $1.03 $4.66

Arkansas $0.71 $3.37 Massachusetts $1.94 $5.05 Pennsylvania $3.31 $3.82

California $10.38 $7.99 Michigan $2.67 $4.33 Rhode Island $0.24 $4.54

Colorado $1.55 $6.16 Minnesota $1.34 $3.97 South Carolina $1.25 $4.94

Connecticut $1.03 $4.16 Mississippi $0.58 $3.33 South Dakota $0.29 $3.48

Delaware $0.28 $5.27 Missouri $1.60 $4.30 Tennessee $1.80 $5.26

Florida $7.43 $8.24 Montana $0.28 $2.98 Texas $8.85 $7.15

Georgia $2.98 $6.12 Nebraska $0.51 $3.30 Utah $0.89 $6.33

Hawaii $0.34 $4.96 Nevada $0.88 $8.98 Vermont $0.22 $2.79

Idaho $0.48 $4.77 New Hampshire $0.63 $4.84 Virginia $2.38 $5.24

Illinois $3.14 $4.46 New Jersey $2.83 $6.21 Washington $1.77 $5.72

Indiana $1.62 $4.00 New Mexico $0.47 $4.22 West Virginia $0.39 $2.94

Iowa $0.88 $3.24 New York $4.15 $4.84 Wisconsin $1.46 $3.13

Kansas $0.65 $3.18 North Carolina $2.77 $4.86 Wyoming $0.13 $2.78

Kentucky $0.94 $4.07 North Dakota $0.25 $3.46

Total U.S. $88.25 $5.27
*Payroll information is from year-end 2021.
Source: Bureau of Labor Statistics

NADA DATA 2022: MIDYEAR REPORT | nada.org 15

New- and Used-Vehicle Consumer
Average Amount Financed, 2021 vs. 2022, Q2 Credit Score Range
■ New ■ Used Category Score range
$45,000
$40,290 Superprime 781-850
40,000
$35,587
Prime 661-780
35,000

30,000 $28,534 Nonprime 601-660

25,000 $24,047 Subprime 501-600

20,000 Deep subprime 300-500

15,000
Market Share of New-Vehicle
10,000
Financing (Loan/Lease) by
5,000 Lender Type, 2021 vs. 2022, Q2
0 Q2 2021
Q2 2021 Q2 2022

56.2%
Captive

Percentage of Vehicles Leased, 2021 vs. 2022, Q2

■ New ■ Used 27.3%
35% Bank
4.8%
Finance
30
27.8%
0.7% 11.2%
25 BHPH/Other Credit union

19.7%
20 Q2 2022

15
46.1%
Captive
10.5%
10 9.0%

5 25.9% 5.2%
Bank Finance
0
Q2 2021 Q2 2022

1.4% 21.4%
Source for all charts on this page: Experian Automotive. For more information, visit experian.com/automotive. BHPH/Other Credit union

NADA DATA 2022: MIDYEAR REPORT | nada.org 16

New- and Used-Vehicle Consumer (continued)
Average Monthly Loan Payment, 2021 vs. 2022, Q2 Share of New-Vehicle Loans by Term Length
in Months, 2021 v. 2022, Q2
700 $667

$85 ■ Q2 2021 ■ Q2 2022 Q2 2021

600 $582

500
$515
38.8%
61-72 mo.
$440 $75

400

300
32.7% 18.5%
73-84 mo. 49-60 mo.

200

100 1.9% 8.1%

85+ mo. 1-48 mo.

0
New Used Q2 2022
Average Loan Term in Months, 2021 vs. 2022, Q2
72
36.5%
61-72 mo.
■ Q2 2021 ■ Q2 2022
70
69.5 69.5 Q2 2022 34.4% 17.1%
73-84 mo. 49-60 mo.
68.0
68 Q2 2021

66.1
66 1.7% 10.3%
85+ mo. 1-48 mo.

64

62

60
New Used
Source for all charts on this page: Experian Automotive. For more information, visit experian.com/automotive.

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New- and Used-Vehicle Consumer (continued)
Average Interest Rate on Vehicle Financing, 2021 vs. 2022, Q2
■ New ■ Used

10%

8.59% 8.62%

4.17% 4.33%
4

0
Q2 2021 Q2 2022

New Vehicle Loans by Risk Segment, 2021 vs. 2022, Q2

0.3% 0.2%
Deep Subprime Subprime Deep Subprime Subprime

6.8% 5.2%

15.0% 13.3%
29.5% Nonprime
29.9% Nonprime
Super Prime Super Prime

48.4% 51.4%
Prime Prime

2021 2022
Source for all charts on this page: Experian Automotive. For more information, visit experian.com/automotive.

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