Issue 2 • 2026 2026 AADA CONVENTION Together Again to Reconnect & Engage at Big Cedar Lodge
Administrative Offices: 10543 South Glenstone Place, Baton Rouge, LA 70810 • (800) 622-6838 • TheVersantGroup.com AADA'S ENDORSED F&I PROVIDER OF PRODUCTS, TRAINING AND INCOME DEVELOPMENT A FEW OF OUR 60+ TEAM MEMBERS: Keith Decell President Jason Rasti Executive Vice President Rick Barnett Director of Training Lee Martinez Regional Sales Director Joe Latham Territory Manager Shelley Cavin Client Relations Manager Sunny Mayhall General Counsel
5 PRESIDENT’S MESSAGE The Collective Power of Dealers By Greg Kirkpatrick, President, AADA 6 AADA Spring Board Meeting at the Races 7 AADA Spring Board Meeting Ladies Event ©2026 The Arkansas Automobile Dealers Association (AADA) | MBR Connect™, formerly The newsLINK Group LLC. All rights reserved. Arkansas Auto Dealer is published four times per year and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of AADA, its board of directors or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. Arkansas Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of AADA. While a first‑print policy is encouraged, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at (801) 676-9722. 13 Fostering Meaningful and Impactful Change with The Versant Group 14 2026 Regional Meetings Recap 16 AADA’s Featured Partner Federated Insurance 17 Arkansas Auto Outlook First Quarter 2026 8 2026 AADA CONVENTION Let’s Reconnect & Engage 8 Together Again at Big Cedar Lodge 9 Thank You to Our 2026 Convention Sponsors! 10 2026 Convention Speakers 4 Arkansas Auto Dealer
The energy and engagement at our recent regional meetings were nothing short of inspiring. Dealers from across the state came together to share insights, voice concerns and reaffirm what makes our association strong — the collective power of dealers working toward a common purpose. Several critical issues dominated our conversations, and they deserve your continued attention. We took the opportunity to update dealers on manufacturer direct sales, sales data for 2025 and the first quarter of 2026, the recent FTC enforcement letters and a federal right to repair update. Finally, we spent some time updating dealers on the incredible growth of AADAPAC through our capital campaign. There is a recap on these meetings on page 14. Getting out into the community is the best part of these meetings. They remind us how important it is for AADA to come visit your stores and let you know exactly what we are working on for dealers. It is also an incredible chance to hear from each of you. Thank you for your membership, your passion and your continued commitment to this industry and AADA. Greg Kirkpatrick President, AADA The COLLECTIVE POWER of DEALERS PRESIDENT’S MESSAGE FOLLOW US on Facebook https://www.facebook.com/arkautodealers 5 Arkansas Auto Dealer
AADA SPRING BOARD MEETING at the Races This spring, AADA members and industry partners gathered at Oaklawn Racing Casino Resort. After a productive meeting and lunch, attendees enjoyed spending time together, watching the races, placing bets and catching up outside the day-to-day pace of business. The afternoon was a great reminder that some of the best relationships in the industry are built outside of work rather than around the boardroom table. 6 Arkansas Auto Dealer
AADA Spring Board Meeting LadiesEvent The ladies enjoyed an evening of wine, a beautiful charcuterie spread, plenty of laughter and a chance to relax and unwind. The highlight of the night was creating custom-scented soy candles at Ouachita Wax and Naturals in Hot Springs. The night was a perfect mix of creativity, connection and a little well-deserved fun. We laughed, we relaxed … and yes, we got lit! 7 Arkansas Auto Dealer
2026 AADA CONVENTION Let’s Reconnect & Engage Together Again at Big Cedar Lodge On behalf of the Arkansas Automobile Dealers Association, I am excited for the upcoming kickoff of the 2026 AADA Convention on July 21-24! It is my honor as chairman to welcome each dealer, sponsor, employee and family member to the convention. Your presence will help make this gathering one of the highlights of our year. We’re excited for the chance to be together at Big Cedar Lodge, America’s Premier Wilderness Resort, for a few days of learning, networking, fellowship and family fun. Our goal for this event is to create an experience that you’ll be glad you didn’t miss. Thanks to the incredible generosity of our sponsors and the participation of our members, we have a first-class convention planned this year, featuring outstanding speakers and unforgettable evening events. The convention truly is our foremost event and the perfect opportunity for you to connect with fellow dealers, strengthen relationships with our valued industry partners and celebrate the people who make our businesses successful. Don’t forget, when we pool our voices, our resources and our expertise, we become a force that cannot be ignored. Michael Dickerson AADA Chairman
Thank You TO OUR 2026 CONVENTION SPONSORS! DIAMOND GOLD SILVER PLATINUM 9 Arkansas Auto Dealer
2026 CONVENTION SPEAKERS PAULA MASHBURN, CPA, HHM CPAs Paula Mashburn is a partner at HHM CPAs with nearly 30 years of experience in the accounting industry. A key member of the HHM leadership team, Paula’s passion for helping clients navigate the complexities of financial management is evident in her attention to detail and strategic problem-solving skills. Paula has served roles ranging from controller to sales, service and general management within dealerships and has a deep understanding of the industry. Paula is a certified public accountant and a proud graduate of Troy University. MELISSA CORDELL, HHM CPAs Melissa Cordell joined HHM CPAs in 2026 and serves as a supervisor within the firm’s Dealership Services team. In this role, she works closely with automotive dealer clients on financial reporting, operational analysis and tax planning strategies tailored to the unique structure of dealership operations. Before joining the firm, Melissa gained valuable experience as a financial analyst at a large public-sector organization, where she focused on budgeting, financial reporting and data-driven decision support. LEE FERGUSON, HHM CPAs As a partner at HHM CPAs, Lee Ferguson offers more than 17 years of public accounting experience. Lee concentrates on providing accounting, tax and consulting services to clients in the auto industry. Lee has worked with new and used automotive dealerships, RV, heavy truck and trailer, along with Lease Here Pay Here (LHPH) and Buy Here Pay Here (BHPH) dealerships and related finance companies. Using an industry-specific approach, he helps develop the most tax-advantageous strategies for his clients. He is a member of the American Institute of Certified Public Accountants, the Missouri Society of Certified Public Accountants and is a graduate of the University of Illinois at Springfield. CHRIS MANDERY, StrategicSource Chris Mandery is the SVP of new business development at StrategicSource. With over 27 years of experience, Chris has held executive leadership roles in purchasing, spend management, contract negotiations and business operations. Chris provides consulting on spend management, expense reduction and best practices, and presents to management groups on related topics. 10 Arkansas Auto Dealer
CHRIS BISHOP, Forvis Mazars Chris Bishop is a senior manager in the tax department of the Little Rock office of Forvis Mazars. He has more than nine years of public accounting experience. He specializes in providing tax planning services to clients in the manufacturing, distribution and service industries. He interprets the latest tax laws, helps clients reduce their tax liability and provides guidance on the tax implications of business opportunities. Chris is a member of the American Institute of CPAs and the Arkansas Society of Certified Public Accountants. WILLIAM MUSTIAN, Forvis Mazars Will Mustian performs valuation services related to corporate planning, transaction consulting, shareholder disputes, family law, tax reporting, financial reporting, employee stock ownership plans and other advisory purposes. He has significant experience serving clients in the dealership industry and has performed valuations of auto and truck dealerships throughout the country. Will has written articles and speaks extensively on the topic of dealership valuations. He holds the Accredited Senior Appraiser (ASA) and Chartered Financial Analyst (CFA) designations. He has previously served as the president of the Alabama chapter of the American Society of Appraisers. Will is a member of the CFA Institute and an associate member of the National Association of Dealer Counsel. He is a graduate of Wake Forest University, Winston-Salem, North Carolina, with a BS in finance. BRYAN DOBSON, ACI, GPW and Associates Inc. Bryan Dobson, ACI, joined GPWA as an accounting manager in 2017 and is currently director of business development. Bryan’s professional career of 25 years in the insurance industry includes captive management, underwriting, business development and product development. Prior to joining GPWA, Bryan worked for Assurant and Transamerica, his most recent position being the management role of controlled/non-controlled foreign corporation (CFC/NCFC) reinsurance programs. Bryan’s fields of expertise include statutory and GAAP accounting, SEC reporting for Life and P&C companies, onshore and offshore captive management, and NCFC compliance. CHARLES ANGEL, Vice President of Employee Benefits, JTS Charles Angel has more than 20 years of experience in employee benefits plan design, consulting and HR technology. Charles specializes in working with automobile dealers and associations. During his career, he has worked closely with the Arkansas Automobile Dealers Association, the Oklahoma Automobile Association, as well as with more than 200 government entities across the Midsouth, including the City of Oklahoma City, Oklahoma, the City of Little Rock, Arkansas and the City of Fayetteville, Arkansas, through their respective associations. 11 Arkansas Auto Dealer
While our n me h s ch nged under new ownership, the he rt of our comp ny rem ins the s me — including the reli ble, friendly te m you’ve lw ys worked with. Our go l is to be trusted p rtner for tr de nd profession l ssoci tions, strengthening membership nd connecting member businesses with their future customers. We look forward to what’s to come! mbr-connect.com (801) 676-9722 hello@mbr-connect.com New name. Same people. Renewed commitment. We’re excited to nnounce th t is now
AADA was excited to welcome our endorsed F&I partner, The Versant Group, to our office on April 22-23 for their Elite Training Seminar. As the automotive industry continues to evolve, the demand for transparency, consistency and sustained profitability has never been greater. Dealers and Finance & Insurance (F&I) professionals are being challenged not only to maximize performance but also to cultivate trust, enhance the customer ownership experience and generate long-term value in every transaction. These priorities were at the forefront of this year’s Elite Training Seminar hosted by The Versant Group. Rather than focusing solely on sales techniques and training content, the seminar distinguished itself by fostering a deeper, more meaningful transformation. Industry-leading trainers emphasized the importance of building a culture grounded in accountability, professionalism, discipline and a continuous commitment to growth. This approach reinforces not just what professionals do, but how they think, lead and operate within their organizations. Attendee feedback underscores the impact of this approach. Participants left the seminar equipped with practical, actionable strategies they could immediately implement in their roles. More importantly, they gained a clearer perspective on leading with intention, delivering greater value in every transaction and driving elevated performance within their dealerships. This distinction sets the Elite Training Seminar apart from conventional industry events — it goes beyond education to inspire meaningful, lasting change. As the industry approaches the peak selling season, the opportunities ahead are significant. Professionals who consistently apply the principles and strategies gained from the Elite Training Seminar will be well-positioned to strengthen their competitive advantage and achieve superior results. The Versant Group remains committed to supporting its partners every step of the way, helping them unlock new levels of success. This season represents more than a window of opportunity — it signals the beginning of sustained growth and long-term achievement. Fostering Meaningful and Impactful Change with The Versant Group 13 Arkansas Auto Dealer
2026 REGIONAL MEETINGS Monticello For this year’s meetings, we focused on a number of key items: 1. Statistical sales data from 2025, which showed new vehicle registrations were up 8.3% in 2025 over 2024 2. Update on the AADAPAC Capital Campaign that started in Q4 of 2025 3. Full briefing on the complaint AADA filed against Tesla for a facility they opened in North Little Rock 4. State-by-state update on manufacturer direct sales actions 5. Federal Trade Commission (FTC) advertising crackdown 6. Electronic Registration and Titling rollout in the upcoming months 7. Federal right to repair legislation 8. Preview of the 2027 Arkansas legislative session and the vehicle service and handling fee These meetings have rapidly become a critical part of our AADA calendar, and we have some big things planned for the 2027 meetings. Recap AADA kicked off its 2026 regional meetings on April 28 in Bentonville with a total of six meetings in two weeks across the state. The communities we visited during this whirlwind tour included Bentonville (April 28), Fort Smith (April 29), North Little Rock (May 1), Monticello (May 2), Hot Springs (May 3) and Jonesboro (May 4). We saw an incredible 100% growth in attendance for these meetings compared to 2025. After reviving these meetings in the fall of 2024, it is clear that Arkansas dealers appreciate these opportunities to engage and stay informed. 14 Arkansas Auto Dealer
SAVE THE DATE FOR THE 2027 REGIONAL MEETINGS! May 4 Rogers May 5 Fort Smith May 6 Jonesboro May 11 Monticello May 12 Hot Springs May 13 North Little Rock Bentonville Fort Smith Jonesboro Hot Springs 15 Arkansas Auto Dealer
AADA’s Featured Partner FEDERATED INSURANCE AADA’s endorsed partner for property, casualty and garage liability insurance, Federated Insurance, shares its Auto Dealer Claim of the Month for May and June 2026. This feature is designed to raise awareness of the hazards facing dealerships and to offer dealers tips and best practices for avoiding these problems. STAY ALERT TO AVOID TRANSPORT SCAMS Auto Dealer Claim of the Month, May 2026 A customer from the Southwest contacted an East Coast auto dealer to purchase a high-value specialty car from their inventory. After receiving payment, the dealer hired a broker to ship the vehicle across the country. A carrier picked up the car, but it never arrived at the customer’s location. An investigation revealed that criminals had infiltrated the broker’s email and posed as the carrier to steal the car. Claim Amount: $175,000 Risk Management Tips to Consider: • Research and Review Vendors: Verify that brokers and carriers register with the Department of Transportation (DOT) and hold a valid Motor Carrier (MC) number. Check reputable sources, such as the Better Business Bureau, to spot a history of negligent or dishonest practices. • Watch for Fraud Indicators: Scammers often price fake services below market rates to lure victims. Avoid deals that seem too good to be true. Evaluate the professionalism of all communications and flag any emails that contradict what you discussed over the phone. • Validate Delivery Details at Pickup: When a driver arrives, call the broker to verify the driver and MC number. Question last-minute carrier changes, especially if notified only by email. Ask the driver to confirm transport details, like the customer’s name. Avoid carriers that miss properly posting DOT or MC numbers on their trucks. • Act Quickly to Help Prevent Scams: Report suspected crimes to authorities immediately. Save all documentation, including emails, pickup surveillance video, receipts and contracts. TAKE EMPLOYEE COMPLAINTS SERIOUSLY Auto Dealer Claim of the Month, June 2026 A new employee approached the general manager of an auto dealership to file a complaint about the dealership’s office manager. They stated that the office manager had belittled them, threatened violence and had created a toxic environment. Others came forward with similar statements, noting that the office manager had mocked employees. The general manager spoke to the two employees at the same time, advising that they didn’t have to like each other, but they did have to get along. Shortly after, the new employee resigned and filed a lawsuit, citing threats of violence and a hostile work environment. Claim Amount: $120,000 Risk Management Tips to Consider: • Implement and Enforce a Fair Complaint Process: Give employees a clear way to report concerns without fear of retaliation. Investigate each complaint quickly, fairly and consistently each time. Document each step and any action you take. In high-risk cases, involve HR or legal counsel. • Train Managers and Employees: Teach harassment prevention, discrimination awareness, proper hiring and termination practices, and documentation standards on a regular basis. • Enforce a Professional Environment: Communicate to employees that they should avoid sarcasm or gossip, limit personal topics and use polite language. Remind supervisors that their behavior shapes workplace culture. This article is for general information and risk-prevention recommendations only and should not be considered an offer of insurance or legal or other expert advice. The recommendations herein may help reduce, but are not guaranteed to eliminate, any or all risk of loss. Coverage will be determined by the facts of the claim and the terms of your policy, if approved for issue. The information herein may be subject to, and is not a substitute for, any laws or regulations that may apply. All products and services not available in all states. Qualified counsel should be sought with questions specific to your circumstances and applicable laws. © 2026 Federated Mutual Insurance Company. 16 Arkansas Auto Dealer
100,112 108,552 117,454 114,900 2023 Actual 2024 Actual 2025 Actual 2026 Forecast First Quarter 2026 Released April 2026 Market Summary Forecast for State New Retail Light Vehicle Registrations UP 7.6% vs. ‘22 UP 8.4% vs. ‘23 UP 8.2% vs. ‘24 DOWN 2.2% vs. ‘25 Arkansas Auto Outlook Coverage of the Arkansas new vehicle market TM YTD '25 YTD '26 % Chg. Mkt. Share thru Mar. thru Mar. '25 to '26 YTD '26 TOTAL 28,954 28,496 -1.6% Car 3,480 3,311 -4.9% 11.6% Light Truck 25,474 25,185 -1.1% 88.4% Domestic 15,163 14,620 -3.6% 51.2% European 1,582 1,300 -17.8% 4.6% Japanese 8,482 8,795 3.7% 30.9% Other Asian 3,727 3,781 1.4% 13.3% Domestics consist of vehicles sold by GM, Ford, Stellantis (excluding Alfa Romeo and FIAT), Tesla, Rivian, and Lucid. Other Asian includes Genesis, Hyundai, Kia, and VinFast. Data sourced from Experian Automotive. The graph above shows annual new retail light vehicle registrations from 2023 to 2025, and Auto Outlook’s projection for 2026. Historical data sourced from Experian Automotive. FORECAST State New Vehicle Market Predicted to Decline 2.2% in 2026 Key factors boosting new vehicle sales Key factors holding back new vehicle sales Key Trends in Arkansas Market » State new retail light vehicle registrations are predicted to decline 2.2% for all of this year versus 2025. » Registrations in the first quarter of 2026 slipped to 28,496 units, off by 1.6% from a year earlier but above the previous five year average (see page 2). The U.S. market declined 8.5%. » BEV and PHEV registrations fell by more than 30% in the first quarter of this year (see page 6). BEV market share fell to 1.6%. » Among top 25 sellers, Nissan, Toyota, Jeep, Lexus, Hyundai, and Ford had the largest increases in registrations so far this year (see page 5). » Yukon and Expedition are relatively strong performers in the state market (see page 7). Pent up demand. New vehicle sales since the onset of the pandemic have been below average. And the Great Recession of 2009 was called great for a reason: it took nearly seven years for sales to return to normal levels. Due to this extended period of below-average sales, the vehicle fleet is aging (see below). Vehicle purchases have been postponed, which will provide support to the market. Consumers have incentive to upgrade. Average age of vehicles in operation has reached an all-time high. No question, modern vehicles are built better and last longer, but today’s models offer many upgraded features vs. the average 12.5-year-old car. Passive and active safety technology, advanced infotainment options, and alternative powertrains are just a few examples. Many vehicle owners have a strong incentive to upgrade. Declining interest rates? Prior to the Iran war, the prospects were good for interest rates to fall during 2026. But the war and subsequent increases in oil and gasoline prices have brought that into question. Lower finance rates are critical for improving affordability, which is the primary negative for the market. New vehicle affordability. Finance costs remain elevated due to high interest rates, vehicle transaction prices are hovering around $50,000, and income growth is barely keeping pace with inflation. Manufacturers can alleviate price pressures by reducing content levels and offering more affordable models, but these adjustments take time. Tariffs. Higher tariffs will negatively impact new vehicle sales in 2026. Up until now, manufacturers and dealers have largely absorbed the costs, but eventually, consumers will feel the effects. Tariffs also lead to increasing inflation in the economy, which reduces disposable household income. Uncertainty. Forecasting auto sales is always challenging, but the past 15 months have been particularly unpredictable. Unforeseen events like fluctuating tariff rates, the phaseout of BEV tax credits, the war in Iran, and rising gasoline prices have all thrown uncertainty into the outlook. Largely as a result of this ongoing tumult, consumer confidence has plummeted to near record-low levels. Heightened uncertainty makes people reluctant to make big-ticket purchases, like automobiles. 17 Arkansas Auto Dealer
Arkansas Auto Outlook 20.9% -1.1% 0.3% -1.6% 8.3% 5.6% -4.7% -8.5% Q2 '25 Q3 '25 Q4 '25 Q1 '26 State U.S. 25,542 28,496 1Q avg. ('21 to '25) Q1 '26 Arkansas Auto Outlook Published by: Auto Outlook, Inc. PO Box 390, Exton, PA 19341 Phone: 610-640-1233 EMail: autooutlook@icloud.com Editor: Jeffrey A. Foltz Information quoted must be attributed to Arkansas Auto Outlook, published by Auto Outlook, Inc. on behalf of the Arkansas Automobile Dealers Association and must also include the statement: “Data sourced from Experian Automotive.” At Auto Outlook, we strive to provide sound and accurate analyses and forecasts based upon the data available to us. However, our forecasts are derived from thirdparty data and contain a number of assumptions made by Auto Outlook and its management, including, without limitation, the accuracy of the data compiled. As a result, Auto Outlook can make no representation or warranty with respect to the accuracy or completeness of the data we provide or the forecasts or projections that we make based upon such data. Auto Outlook expressly disclaims any such warranties, and undue reliance should not be placed on any such data, forecasts, projections, or predictions. Auto Outlook undertakes no obligation to update or revise any predictions or forecasts, whether as a result of any new data, the occurrence of future events, or otherwise. KEY TRENDS IN ARKANSAS NEW VEHICLE MARKET STATE MARKET VS. U.S. Arkansas DOWN 1.6% U.S. DOWN 8.5% Data sourced from Experian Automotive. QUARTERLY RESULTS Data sourced from Experian Automotive. % Change In New Retail Market YTD ‘26 thru March vs. YTD ‘25 New retail light vehicle registrations in Arkansas declined 1.6% during the first three months of this year versus year earlier, better than the 8.5% fall in the Nation. QUARTERLY TREND Percent Change in Registrations vs. Year Earlier QUARTERLY PERSPECTIVE 1Q ‘26 Registrations Versus 1Q Average for Previous Five Years The state and U.S. markets declined in 1Q ‘26 vs 1Q ‘25. 1Q ‘26 registrations were above the previous five year average. 18 Arkansas Auto Dealer
First Quarter 2026 COMPARISON OF STATE MARKETS INDUSTRY RESULTS IN FIRST QUARTER 2026 MARKET SHARE BY BRAND CATEGORY The table above shows percent market share for Domestic, European, Japanese, and Other Asian brands in 24 selected state markets in the first quarter of this year. Other Asian brands include Genesis, Hyundai, Kia, and VinFast. Data sourced from Experian Automotive. The graph on the left shows the percent change in new retail light vehicle registrations during the first three months of this year versus year earlier in 24 selected states. Arkansas registrations fell 1.6% in the first quarter of this year, the smallest drop among the 24 states. Data sourced from Experian Automotive. Percent Change in New Retail Light Vehicle Registrations - 1Q 2026 vs. 1Q 2025 -1.6% -3.4% -3.9% -4.8% -6.0% -6.0% -6.6% -6.7%-7.0% -7.3% -7.9% -9.0%-9.2%-10.1%-10.6%-11.1%-11.1%-11.8%-11.9% -12.7%-13.4%-13.7% -16.1% -18.4% Market Share by Brand Type in 24 Selected State Markets - YTD 2026 thru March Domestic Brands European Brands Japanese Brands Other Asian Brands Rank Area % share Area % share Area % share Area % share 1 Michigan 72.0 New Jersey 15.2 Oregon 50.1 Florida 15.2 2 Oklahoma 52.4 California 13.8 Massachusetts 48.8 Ohio 14.1 3 Arkansas 51.2 Florida 12.6 Washington 48.5 Arizona 14.0 4 Louisiana 48.3 Massachusetts 12.5 Maryland 47.5 Illinois 13.9 5 Minnesota 45.9 New York 12.3 California 47.4 New Jersey 13.9 6 Texas 44.2 Colorado 10.5 Virginia 47.1 Georgia 13.4 7 Ohio 41.8 Maryland 10.3 Tennessee 45.5 Arkansas 13.3 8 Arizona 39.1 Illinois 9.8 New York 43.8 Oklahoma 12.8 9 Illinois 38.6 Nevada 9.6 North Carolina 43.7 Virginia 12.8 10 Georgia 37.7 Virginia 9.4 Pennsylvania 43.1 Louisiana 12.4 11 Tennessee 36.7 Washington 8.9 Nevada 43.0 Maryland 12.4 12 Nevada 36.4 Pennsylvania 8.8 New Jersey 42.9 North Carolina 12.4 13 Colorado 36.3 Arizona 8.6 Colorado 42.0 Pennsylvania 12.4 14 North Carolina 35.8 Texas 8.6 Georgia 40.5 Tennessee 11.6 15 Pennsylvania 35.7 Georgia 8.4 Florida 39.1 Colorado 11.2 16 New York 33.1 North Carolina 8.1 Arizona 38.3 Nevada 11.0 17 Florida 33.1 Oregon 8.1 Ohio 38.0 New York 10.8 18 Oregon 32.1 Minnesota 6.3 Minnesota 37.8 Washington 10.7 19 Washington 31.9 Tennessee 6.2 Illinois 37.7 California 10.3 20 Virginia 30.7 Ohio 6.1 Texas 36.9 Texas 10.3 21 Maryland 29.8 Louisiana 5.7 Louisiana 33.6 Massachusetts 10.1 22 Massachusetts 28.6 Arkansas 4.6 Arkansas 30.9 Minnesota 10.0 23 California 28.5 Oklahoma 4.6 Oklahoma 30.2 Oregon 9.7 24 New Jersey 28.0 Michigan 3.8 Michigan 18.5 Michigan 5.7 19 Arkansas Auto Dealer
Arkansas Auto Outlook 2.8 7.2 5.3 4.0 5.6 18.4 11.1 14.0 5.2 22.0 3.3 4.1 6.2 6.8 7.0 8.1 13.3 13.3 15.2 20.6 Genesis Audi Acura Cadillac Porsche Tesla Lexus Mercedes-Benz Chevrolet BMW 0.6 0.7 1.4 1.6 2.4 16.6 12.1 21.3 14.7 28.5 0.2 0.8 1.0 1.7 2.5 9.9 13.2 18.3 23.8 28.7 Tesla Hyundai Honda Jeep Nissan Toyota Ram Chevrolet GMC Ford 2.1 4.9 5.1 7.2 9.7 13.9 14.8 8.7 8.0 11.6 5.6 6.6 7.0 7.7 7.7 9.6 9.8 10.5 10.6 13.6 Buick Jeep Ford Kia Subaru Toyota Honda Hyundai Nissan Chevrolet 7.5 6.2 5.6 9.2 8.3 9.1 4.9 11.1 15.2 15.1 5.4 6.0 7.0 7.4 7.8 8.8 10.1 10.6 12.0 17.2 Honda Subaru Nissan Kia Jeep Hyundai GMC Chevrolet Toyota Ford 2.8 5.7 3.0 4.0 6.9 9.0 7.2 8.2 11.6 37.6 3.5 3.7 5.0 5.2 7.4 7.7 8.7 13.7 13.9 24.2 Land Rover Volvo Lincoln Genesis Audi Lexus Acura Mercedes-Benz BMW Tesla 2.7 5.5 2.8 4.1 10.8 4.4 14.2 7.9 10.5 25.6 1.8 3.4 3.8 4.3 8.2 10.2 10.9 13.4 15.6 24.8 Audi Land Rover Genesis Acura Mercedes-Benz Infiniti BMW Lincoln Cadillac Lexus 0.3 2.2 2.8 2.8 2.7 10.2 23.3 9.2 11.4 34.2 0.3 1.4 1.7 2.9 3.2 14.2 15.6 16.1 20.8 23.4 Dodge Mazda Subaru Volkswagen Ford Nissan Honda Hyundai Kia Toyota BRANDS TOP SELLING BRANDS IN 7 PRIMARY SEGMENTS Data sourced from Experian Automotive. Toyota is top seller. Kia state share is higher than U.S. Mainstream Cars Luxury and Sports Cars Pickups Small Mainstream SUVs Mid and Full Size Mainstream SUVs Small Luxury SUVs Mid and Full Size Luxury SUVs BMW is top seller. Chevrolet state share is higher than U.S. Ford is top seller. GMC state share is higher than U.S. Chevrolet is top seller. Buick state share is higher than U.S. Ford is top seller. GMC state share is higher than U.S. Tesla is top seller. Mercedes state share is higher than U.S. Lexus is top seller. Infiniti state share is higher than U.S. The seven graphs on this page show brand market share in seven key segments during the first three months of 2026 in both the Arkansas and U.S. markets. State percent share is depicted by the red bars, U.S. share is light gray. Top ten brands in each segment are ranked from top to bottom based on Arkansas share. Segments were defined based on model classifications instead of overall brand positioning. For instance, Chevrolet appears on the Luxury and Sports cars graph because of the Corvette. Small SUVs consists of both Sub Compact and Compact models. Legend for all graphs Brand share of segment in Arkansas during YTD ‘26 Brand share of segment in U.S. market during YTD ‘26 20 Arkansas Auto Dealer
Arkansas Auto Outlook POWERTRAINS FIVE KEY TRENDS 1. 2. BEV market share fell to 1.6% in 1Q ‘26, down from 2.2%. 3. 4. 5. ICE, BEV, PHEV, AND HYBRID MARKET SHARE % Change in Registrations by Powertrain Type YTD ‘26 thru Mar. vs YTD ‘25 Data sourced from Experian Automotive. Hybrid registrations exclude mild hybrids. FLAT BEV registrations declined 30% during the first three months of 2026 vs. year earlier. Hybrid vehicle registrations increased 4.5% so far this year vs. the 1.6% drop in the overall market. Plug-in-hybrids had the largest percentage decline in 1Q ‘26 versus year earlier. BEV/PHEV market share was highest in the Small Luxury SUV segment (see graph below). % Share of Industry Registrations by Powertrain Type POWERTRAIN SHARES FOR VEHICLE SEGMENTS Percent Share of Segment Registrations by Powertrain Type - YTD 2026 thru March The graph above shows market share by powertrain type for eight vehicle segments. Gray bars show ICE market share, green is hybrids, and blue is combined share for BEVs and PHEVs. Luxury segments are shown on the right side of the graph. BEV/PHEV share exceeded 11% for Luxury Cars and Small Luxury SUVs. Hybrids accounted for 24.2% of the Non Luxury Car segment. Data sourced from Experian Automotive. 4.5% -1.2% -30.0% -53.0% -60.0% -50.0% -40.0% -30.0% -20.0% -10.0% 0.0% 10.0% Hybrid ICE Electric (BEV) Plug In Hybrid (PHEV) % change in registrations Non Luxury Cars Pickups Vans Small Non Luxury SUVs Mid Size and Large Non Luxury SUVs Luxury Cars Small Luxury SUVs Mid Size and Large Luxury SUVs ICE 75.1% 93.5% 72.8% 87.1% 90.5% 84.8% 68.4% 88.7% Hybrid 24.2% 5.7% 24.1% 11.5% 8.8% 3.3% 2.7% 6.6% BEVs + PHEVs 0.7% 0.8% 3.1% 1.3% 0.7% 11.9% 28.9% 4.6% 75.1% 93.5% 72.8% 87.1% 90.5% 84.8% 68.4% 88.7% 0.0% 20.0% 40.0% 60.0% 80.0% 100.0% % share of segment YTD thru March YTD '25 YTD '26 Hybrid 9.5% 10.1% Electric (BEV) 2.2% 1.6% Plug In Hybrid (PHEV) 0.6% 0.3% Quarterly 4Q '25 1Q '26 Hybrid 10.1% 10.1% Electric (BEV) 2.1% 1.6% Plug In Hybrid (PHEV) 0.5% 0.3% 21 Arkansas Auto Dealer
Arkansas Auto Outlook Brand Registrations Report Arkansas New Retail Car and Light Truck Registrations First Quarter Annual Totals Registrations Market Share (%) Registrations Market Share (%) 1Q '25 1Q '26 % change 1Q '25 1Q '26 Change 2024 2025 % change 2024 2025 Change TOTAL 28,954 28,496 -1.6 108,552 117,454 8.2 Cars 3,480 3,311 -4.9 12.0 11.6 -0.4 15,410 13,786 -10.5 14.2 11.7 -2.5 Light Trucks 25,474 25,185 -1.1 88.0 88.4 0.4 93,142 103,668 11.3 85.8 88.3 2.5 Domestic Brands 15,163 14,620 -3.6 52.3 51.2 -1.1 53,295 60,223 13.0 49.1 51.2 2.1 European Brands 1,582 1,300 -17.8 5.5 4.6 -0.9 5,811 5,528 -4.9 5.4 4.7 -0.7 Japanese Brands 8,482 8,795 3.7 29.3 30.9 1.6 35,937 36,252 0.9 33.1 30.9 -2.2 Other Asian Brands 3,727 3,781 1.4 12.9 13.3 0.4 13,509 15,451 14.4 12.4 13.2 0.8 Acura 130 138 6.2 0.4 0.5 0.1 654 598 -8.6 0.6 0.5 -0.1 Alfa Romeo 0 0 0.0 0.0 0.0 2 2 0.0 0.0 0.0 0.0 Audi 96 87 -9.4 0.3 0.3 0.0 392 340 -13.3 0.4 0.3 -0.1 BMW 336 317 -5.7 1.2 1.1 -0.1 1,237 1,199 -3.1 1.1 1.0 -0.1 Buick 833 633 -24.0 2.9 2.2 -0.7 2,548 3,257 27.8 2.3 2.8 0.5 Cadillac 414 261 -37.0 1.4 0.9 -0.5 1,158 1,409 21.7 1.1 1.2 0.1 Chevrolet 3,347 3,325 -0.7 11.6 11.7 0.1 12,441 13,933 12.0 11.5 11.9 0.4 Chrysler 71 80 12.7 0.2 0.3 0.1 334 286 -14.4 0.3 0.2 -0.1 Dodge 151 94 -37.7 0.5 0.3 -0.2 1,280 473 -63.0 1.2 0.4 -0.8 Ford 4,301 4,376 1.7 14.9 15.4 0.5 14,769 17,177 16.3 13.6 14.6 1.0 Genesis 121 98 -19.0 0.4 0.3 -0.1 425 405 -4.7 0.4 0.3 -0.1 GMC 3,399 3,072 -9.6 11.7 10.8 -0.9 11,223 12,810 14.1 10.3 10.9 0.6 Honda 1,929 1,671 -13.4 6.7 5.9 -0.8 7,998 7,967 -0.4 7.4 6.8 -0.6 Hyundai 1,808 1,885 4.3 6.2 6.6 0.4 6,510 7,634 17.3 6.0 6.5 0.5 Ineos 5 5 0.0 0.0 0.0 0.0 24 24 0.0 0.0 0.0 0.0 Infiniti 142 161 13.4 0.5 0.6 0.1 475 627 32.0 0.4 0.5 0.1 Jeep 1,028 1,156 12.5 3.6 4.1 0.5 3,770 4,322 14.6 3.5 3.7 0.2 Kia 1,798 1,798 0.0 6.2 6.3 0.1 6,574 7,412 12.7 6.1 6.3 0.2 Land Rover 121 71 -41.3 0.4 0.2 -0.2 364 379 4.1 0.3 0.3 0.0 Lexus 351 450 28.2 1.2 1.6 0.4 1,249 1,495 19.7 1.2 1.3 0.1 Lincoln 208 222 6.7 0.7 0.8 0.1 649 904 39.3 0.6 0.8 0.2 Lucid 2 1 -50.0 0.0 0.0 0.0 1 6 500.0 0.0 0.0 0.0 Mazda 364 342 -6.0 1.3 1.2 -0.1 1,621 1,481 -8.6 1.5 1.3 -0.2 Mercedes-Benz 222 279 25.7 0.8 1.0 0.2 965 958 -0.7 0.9 0.8 -0.1 MINI 6 12 100.0 0.0 0.0 0.0 38 39 2.6 0.0 0.0 0.0 Mitsubishi 34 22 -35.3 0.1 0.1 0.0 169 119 -29.6 0.2 0.1 -0.1 Nissan 1,461 1,848 26.5 5.0 6.5 1.5 6,652 6,859 3.1 6.1 5.8 -0.3 Polestar 0 0 0.0 0.0 0.0 2 2 0.0 0.0 0.0 0.0 Porsche 64 48 -25.0 0.2 0.2 0.0 162 203 25.3 0.1 0.2 0.1 Ram 1,153 1,186 2.9 4.0 4.2 0.2 4,094 4,593 12.2 3.8 3.9 0.1 Rivian 9 8 -11.1 0.0 0.0 0.0 80 25 -68.8 0.1 0.0 -0.1 Subaru 1,155 1,002 -13.2 4.0 3.5 -0.5 4,514 4,463 -1.1 4.2 3.8 -0.4 Tesla 247 206 -16.6 0.9 0.7 -0.2 943 1,028 9.0 0.9 0.9 0.0 Toyota 2,916 3,161 8.4 10.1 11.1 1.0 12,605 12,643 0.3 11.6 10.8 -0.8 Volkswagen 655 423 -35.4 2.3 1.5 -0.8 2,357 2,068 -12.3 2.2 1.8 -0.4 Volvo 62 50 -19.4 0.2 0.2 0.0 219 271 23.7 0.2 0.2 0.0 Other 15 8 -46.7 0.1 0.0 -0.1 54 43 -20.4 0.0 0.0 0.0 Data sourced from Experian Automotive. Other Asian Brands includes Genesis, Hyundai, Kia, and VinFast. The table shows new retail light vehicle (car and light truck) registrations in the Arkansas market. Figures are shown for the first quarters of ‘25 and ‘26, and annual totals in 2024 and 2025. The top ten ranked brands in each change category are shaded light yellow. Vehicle registrations are recorded based on when the vehicle title information is processed, which occurs after the vehicle is sold. 22 Arkansas Auto Dealer
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Tony Andrews, tony.andrews@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
600 Main St., Ste. 200 North Little Rock, AR 72114 This magazine is designed and published by MBR Connect, formerly The newsLINK Group LLC | (801) 676-9722 Truist.com/DealerServices The auto retail industry is more complex than ever. We’re here to help you make the right moves. From adopting AI to navigating economic uncertainty, auto dealers today face unique challenges. Truist Dealer Services knows this industry inside and out—and more importantly, we’re invested in knowing you. Truist Bank, Member FDIC and Equal Housing Lender. © 2025 Truist Financial Corporation. TRUIST, the Truist logo and Truist Purple are service marks of Truist Financial Corporation. All rights reserved.
mbr-connect.comRkJQdWJsaXNoZXIy MTg3NDExNQ==