8 Getting to Know Robb Hernandez, 2025 CNCDA Chairman 12 CNCDA Dealer Day 2025 MANNING LEAVER LEGAL LANE 20 Navigating the CLRA What Automobile Dealers Need to Know to Protect Their Business 2025 ISSUE 2 Official Publication of the California New Car Dealers Association
BUSINESS LAW | LITIGATION | ESTATE PLANNING | REAL ESTATE | TAX | EMPLOYMENT PRACTICES FERRUZZO & FERRUZZO, LLP | A Limited Liability Partnership, including Professional Corporations FERRUZZO.COM | CALIFORNIA | TEXAS Business Transactions • Buy-Sell Agreements • Entity formation and structure • Shareholder Agreements • Manufacturer approvals and relations Employment Practices • Arbitration agreements • Wage and hour class action lawsuits • Private Attorneys General Act (PAGA) claims • Employee handbooks and compliance Estate Planning • Succession planning for business continuation • Family estate planning (wills and trusts) Tax • Property tax planning, audits and appeals • EDD audits Business Litigation • Consumer Legal Remedies Act lawsuits • Sales and Service Agreements • Disputes before the CA New Motor Vehicle Board • Manufacturer audit disputes • Hearings before the AQMD, RWQC and OSHA Real Estate • Dealership site acquisitions and lease agreements • Lender opinion letters An Automotive Industry Authority For over 40 years, Ferruzzo & Ferruzzo, LLP has been a leading authority in the Automotive Industry. Our team of auto-focused attorneys provide a spectrum of legal services to support every aspect of running and owning your new car and/or truck dealership. Solving Your Challenges, Together
6 PRESIDENT’S MESSAGE Why Membership Is the Best Investment You’ll Make This Year By Brian Maas, President, CNCDA 8 Getting To Know Robb Hernandez, 2025 CNCDA Chairman Camino Real Chevrolet 10 2025 Officers and Directors 12 CNCDA Dealer Day 2025 20 MANNING LEAVER LEGAL LANE Navigating the CLRA What Automobile Dealers Need to Know to Protect Their Business By Daniel F. Berberich, Esq., Partner, Manning, Leaver, Bruder & Berberich LLP ©2025 The California New Car Dealers Association (CNCDA) | The newsLINK Group LLC. All rights reserved. California New Car Dealer Quarterly is published four times per year by The newsLINK Group LLC for CNCDA 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 CNCDA, 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. California New Car Dealer Quarterly is a collective work, and as such, some articles are submitted by authors who are independent of CNCDA. 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 (855) 747-4003. 8 Contents 2025 ISSUE 2 1517 L St. Sacramento, CA 95814 www.cncda.org (916) 441-2599 Brian Maas President Michael Walsh, MBA Chief Financial Officer Anthony Bento Chief Legal Officer Crystal Bolaños Director of Education & Events Autumn Heacox Director of Communications & Marketing Cathy Mason Director of Operations Rebecca Matulich Director of Strategic Partnerships Les Swizer Legal & Regulatory Affairs Counsel Kenton Stanhope Director of Government Affairs Andrea Daugherty Political Engagement Manager Lauren Johnston Membership Manager Liza Hernandez Staff Accountant Stacy Barawed Executive Assistant McKenna Bediamol Administrative Coordinator Kim McPhaul CNCDA Foundation President Lewis Keys Program Manager Felicia Palombi Fund Development Manager Sonny Davey Program Coordinator 12 23 2025 CNCDA Annual Convention Cruise Into Paradise 24 8th Edition F&I Compliance Manual For CNCDA Members Only 26 CNCDA 2025 Sponsors 27 2024 Economic Impact Report 31 Q1 2025 California Auto Outlook
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?® Diana Zamudio, diana.zamudio@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.
PRESIDENT’S MESSAGE Why Membership Is the Best Investment You’ll Make This Year By Brian Maas, President, CNCDA CNCDA membership isn’t a “nice to have.” Rather, it’s your strategic advantage in a state that’s never been more complex, competitive or litigious for franchised new car dealers. If you’re already a member, you understand how and why CNCDA works hard on your behalf 24/7/365. And if you’re not? You’re missing out. It’s plain and simple. Here’s the reality: No other group in California is working at the Capitol, walking into regulatory agency meetings or sitting down with legislative leaders on your behalf … except for CNCDA. The Top Reasons Dealers Choose CNCDA We deliver results where it matters most. In 2024, CNCDA helped lead the charge to reform California’s abusive Private Attorneys General Act (PAGA), which was wreaking havoc on dealerships up and down the state. Our team worked tirelessly with legislators and interest groups to negotiate landmark protections for employers, lower your lawsuit exposure and cut trial attorney abuse. You won’t find another business association that worked harder or delivered more on your behalf. We’ve strengthened franchise protections like never before. AB 473, authored by CNCDA in 2023 and signed into law, is now the toughest franchise law in the country. It’s working so effectively that other states are now copying our model. Today, we’re using those protections to push back on manufacturers like Volkswagen’s Scout brand as they try to bypass their franchised dealers and sell direct-to-consumer. Thanks to CNCDA’s dedication to passing AB 473, that’s now illegal in California. We're leading on big issues in 2025. CNCDA is focused on reasonable EV rules in the state's automotive sector. We are also focused on ensuring you are properly compensated for your time when it comes to your document processing as required by the state for your transactions. We are also working hard to protect you from both over regulation from the state and unfair OEM competition that may prohibit you from selling the cars consumers want. Our compliance resources save you money. California is the most heavily regulated market in the nation. CNCDA gives you the tools, training and legal insights to stay ahead of compliance issues. Before you need to pay a lawyer, you can consult with our attorneys on our Legal Hotline … That’s what we’re here for. Dealer Day 2025 is proof that a rising tide lifts all ships. This year’s Dealer Day was the largest in CNCDA history, with 200 California franchised dealers in attendance. Our momentum solidifies our political capital. It’s proof that the automotive industry is showing up and should be taken seriously by lawmakers and regulators. Why wouldn’t you want to be in the room with the best in our industry? We’ve built real influence, and we’ve changed state law. We’ve protected your right to sell and service vehicles, and our momentum will protect your dealership for generations to come. Bottom Line Whether it’s defending your franchise, helping you navigate California’s complex compliance rules, or giving you a seat at the table on major state policy decisions, CNCDA is here to help you be successful. If you’re already a member, we thank you. Your support is what fuels everything we do. If you’re not? Now’s the time. Join CNCDA. Invest in your dealership and stand with us as we continue fighting for the future of California’s franchised dealers. Brian Maas President, CNCDA 6 California New Car Dealer Quarterly
Getting To Know CAMINO REAL CHEVROLET How did you become a car dealer? Did you always aspire to work in the automotive industry? I grew up around the dealership — my father established Camino Real Chevrolet in 1976, so I’ve always been immersed in the business. While I explored other paths early on, my passion for cars and people always pulled me back. Becoming a dealer was never just a job; it was a continuation of my father’s legacy. Do you have family members in the auto industry? Yes, I’m a second-generation dealer. My father started Camino Real Chevrolet, and I’ve proudly taken on the responsibility of carrying that torch along with my siblings, Michael, Lisa and Lizbeth. Our store has always been a family-run operation, and that spirit runs through everything we do. Describe your educational background; what did you study? I studied history in college and business administration in grad school, which has been instrumental in how I approach the business. Although I never took any formal classes in marketing or creative fields, those areas have become a big part of what I do every day. Are there specific individuals who have had a major impact on your career in the auto industry? Absolutely. My father, without question, laid the foundation. As well as my siblings have been very supportive in guiding me in life and the business. One fellow dealer who has made an impact on me is Manny Sedano — his support meant everything. He stood by me, rallied others and shared advice I’ll never forget when I ran for the Chevrolet National Dealer Council: “This is a selfless role, not a self-serving one.” Those words still guide my leadership today. Another dealer who made an impact on me is Brett David, a Lamborghini dealer in Miami who lost his father at a young age. We quickly bonded over our shared experience of continuing our fathers’ legacies. His leadership in social media content inspired me as we built our presence on Instagram and TikTok. He leads with integrity and vision, and I’ve always admired his approach to both business and life. 2025 8 California New Car Dealer Quarterly
What is the most rewarding part of your career? Seeing our team grow and succeed. Watching someone start in a support role and grow into leadership or helping a first-time buyer into their dream car — that’s what it’s all about. It’s people over product every time. What do you think will be some of the dominant trends within the auto industry in the next 5-10 years? Digital retailing will continue to evolve, but the human connection will remain key. EV adoption will accelerate, but infrastructure will need to keep pace. Transparency, speed and personalization are going to define the customer experience going forward. What is the importance of being a member of CNCDA and/or CNCDA Committees (NextGen, Legislative Affairs, Finance, Membership, etc.)? Being part of CNCDA and its committees gives dealers a collective voice. It’s how we protect our businesses, shape policy and stay ahead of industry changes. These committees allow us to collaborate, share ideas and advocate for the future of our industry together. It’s about having a seat at the table where real decisions are made. Why did you become involved in a leadership role at CNCDA? I wanted to be a voice for dealers facing real challenges — especially as our industry evolves. Leadership at CNCDA gives me a platform to advocate for our interests, shape the future and give back to an industry that’s given so much to my family. It’s about service, collaboration and protecting what we’ve built. If you look back at your career in the auto industry, what would be three things that you have learned that you would pass along to a younger member within the industry? 1. Don’t be afraid to innovate. Just because it’s always been done one way doesn’t mean it’s the best way. 2. Invest in your people. Your culture is your brand. 3. Be present and show up for your team, your customers and your community. Describe your all-time favorite vehicle. What do you drive today? I’ve always had a soft spot for the ‘67 Corvette — there’s just something timeless about it. Today, I drive a GMC Hummer EV; it’s amazing. What is your favorite way to spend your free time? Golf is my escape. I also love going to Dodger games, spending time with my dog Rocky, and finding ways to blend work and play through community events or social media content. 9 California New Car Dealer Quarterly
2025 Officers and Directors EXECUTIVE COMMITTEE ROBB HERNANDEZ Chairman Camino Real Chevrolet JESSIE DOSANJH Vice Chairman Stevens Creek Chevrolet DEVINDER SINGH BAINS Secretary/Treasurer Turlock Chrysler Dodge Jeep Ram DAVID SIMPSON Immediate Past Chairman Simpson Buick GMC Cadillac of Buena Park, Simpson Chevrolet of Garden Grove, Simpson Chevrolet of Irvine RICK NIELLO Region 1 Vice President The Niello Company MARK NORMANDIN Region 2 Vice President Normandin Chrysler Dodge Jeep Ram TED NICHOLAS Region 3 Vice President Three-Way Chevrolet Cadillac JOHN OH Region 4 Vice President Lexus of Westminster RINALDI HALIM Region 5 Vice President Sierra Automotive Group 10 California New Car Dealer Quarterly
Randy Denham SJ Denham Inc. Matthew Hall AutoNation Western Region Taz Harvey Dublin Mazda Rick Niello The Niello Company Tony Toohey Auburn Toyota Jessie Dosanjh Stevens Creek Chevrolet Ryan Fitzpatrick Coliseum Lexus of Oakland Dave Moeller City Toyota Mark Normandin Normandin Chrysler Jeep Dodge Ram Devinder Singh Bains Turlock Chrysler Dodge Jeep Ram Cheryl Bedford Sunset Auto Center Don Groppetti Nissan of Visalia Bill Hatfield Hatfield Buick GMC Ted Nicholas Three-Way Chevrolet Cadillac Ellena WoodhamsSweet Fresno Acura James Graham Santa Margarita Ford Bruce Hamlin Guaranty Chevrolet Motors Inc. Jared Hardin Hardin Buick GMC John Oh Lexus of Westminster David Simpson Simpson Buick GMC Cadillac of Buena Park Anne Boland Bob Smith BMW Tom George Thorson Motor Center Sal Gonzalez Culver City Volvo Rinaldi Halim Sierra Automotive Group Robb Hernandez Camino Real Chevrolet DIRECTORS REGION 1 REGION 2 REGION 3 REGION 4 REGION 5 11 California New Car Dealer Quarterly
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MANNING LEAVER LEGAL LANE Overview of the CLRA and Available Remedies In 1970, the Legislature enacted the Consumers Legal Remedies Act (CLRA) in an effort to protect consumers from deceptive and unlawful business practices in transactions involving the sale or lease of goods or services. The CLRA prohibits about two dozen unfair or deceptive acts and practices, including falsely claiming a product has benefits or characteristics it does not have, misrepresenting the source or quality of goods or services, selling used goods as new, and making false advertising claims. In order to sue under the CLRA, a person must be a “consumer,” which is defined as one who “seeks or acquires, by purchase or lease, any goods or services for personal, family or household purposes.” Consequently, the CLRA does not apply to individuals who purchase or lease goods or services for business purposes. A plaintiff suing under the CLRA can seek actual damages for any monetary losses, an injunction prohibiting unlawful acts and practices, restitution of property and punitive damages. Consumers who purchase or lease vehicles frequently seek rescission (i.e. cancellation) of the contract which involves returning the vehicle and receiving a refund of their downpayment, monthly payments and a payoff of any outstanding loan on the vehicle. The CLRA allows for an additional award of up to $5,000 to senior citizens or disabled persons where certain conditions can be satisfied, including that they suffered substantial physical, emotional or economic damage. Notably, the CLRA explicitly provides attorneys’ fees to plaintiffs if they prevail on their claim. A plaintiff is considered the prevailing party on a CLRA claim when a “net monetary recovery” is obtained. Notice Requirements and Defenses Under the CLRA The CLRA has a preliminary notice requirement which obligates a consumer seeking damages to send the dealer a CLRA demand letter by certified mail, return receipt requested, at least 30 days before filing a lawsuit, in order to notify the dealer of the alleged violations and request that the issues be rectified. The purpose of the notice requirement is to give the dealer sufficient notice of the alleged violations so that the dealer has a reasonable opportunity to offer appropriate corrective action and to facilitate the settlement of claims out of court before legal proceedings begin. The CLRA demand letter is typically sent by the consumer’s attorney and must be delivered to the place where the transaction occurred or to the dealer’s principal place of business in California. Instead of sending a CLRA demand letter, some plaintiffs’ attorneys rely on a statutory exception and file a lawsuit seeking only injunctive relief and then 30 days later they file an amendment in the lawsuit to seek damages for the CLRA claim. A consumer’s failure to comply with the preliminary notice provision can be fatal to their CLRA claim. In addition, the CLRA contains an affirmative defense which allows the dealer that is sued to avoid damages by proving the alleged violation was not intentional, resulted from a bona fide error, and that a reasonable correction was offered to the consumer within 30 days of receiving the CLRA demand letter. Why Is the CLRA So Popular With Plaintiffs’ Attorneys? The CLRA has gained considerable favor with plaintiffs’ attorneys for two reasons. First of all, proving liability for a CLRA claim is easier than it is for other misrepresentation claims, such as fraud. That is because a fraud claim requires the plaintiff to prove that the false statement was knowingly made by the business. A CLRA claim, however, has a relaxed standard of proof and does not require proof that the business knew the statement was false at the time it was made. Secondly, and perhaps the most significant aspect of the CLRA that has made it attractive for plaintiffs’ attorneys, is that it is one of the few laws that allows prevailing plaintiffs Navigating the CLRA WHAT AUTOMOBILE DEALERS NEED TO KNOW TO PROTECT THEIR BUSINESS By Daniel F. Berberich, Esq., Partner, Manning, Leaver, Bruder & Berberich LLP 20 California New Car Dealer Quarterly
Ultimately, determining the best approach to respond to a CLRA demand letter requires a detailed analysis of the specific factual circumstances of each case. to recover an award of attorney’s fees if they win. Conversely, prevailing defendants are not entitled to recover attorney’s fees unless they can satisfy the rigorous burden of proving that the plaintiff’s lawsuit was not brought in good faith. In essence, the CLRA incentivizes plaintiffs’ attorneys to vigorously litigate cases that otherwise appear trivial due to the tremendous upside of recovering substantial attorneys’ fees if they win. Indeed, in cases that go all the way through trial, even though the award of damages to the consumer might be minimal, the attorney’s fees and costs can easily be well into the six figures. From a defense standpoint, it can be risky to litigate a CLRA claim because a defendant who loses will end up paying their own attorney’s fees as well as those of the plaintiff. What Should a Dealer Do After Receiving a CLRA Demand Letter? Dealers that receive a CLRA demand letter should take it seriously because failing to respond in a timely and appropriate manner can lead to a lawsuit against the dealer that might have been avoided by a proper response. Dealers should train employees who receive mail to note the date the CLRA demand letter was received and to ensure that it gets forwarded to defense counsel so that a prompt response can be sent within the 30-day deadline. Upon receiving a CLRA demand letter, a dealer should investigate whether any insurance coverage exists that may cover the claim so that the claim can be tendered to the insurance carrier. Some insurance companies will appoint defense counsel to prepare a response to the CLRA demand letter even though a lawsuit has not yet been filed. Dealers should also preserve all documentation and evidence relating to the transaction in question, including the deal file, any pre-sale photographs of the vehicle, as well as any documentation of communications with the customer such as emails or text messages. The letter sent in response to the CLRA demand letter typically indicates whether the dealer disputes the customer’s allegations, whether it is willing to resolve the matter, or whether additional information and documentation is requested to further investigate the customer’s claims. The response letter can include an offer to rectify the alleged violations, such as a monetary settlement offer, which can serve as an affirmative defense later if the customer decides to pursue litigation. The language in the response letter should be carefully crafted to avoid inadvertently admitting to any wrongdoing. It is a good idea to send a response letter even if the dealer decides not to offer a correction because doing so may help prevent a situation such as the customer’s attorney later arguing in the litigation that the dealer did not care enough about the customer’s claim to respond to the letter. Determining the best way to respond to a CLRA letter can be difficult because the CLRA demand letter often provides only sparse details about the customer’s claims. For instance, customers frequently allege that the dealer’s sales representative made a misrepresentation by falsely stating that a vehicle had not been involved in any prior accidents when, in fact, the vehicle did have accident damage that the customer later discovered. In those situations, it can be difficult to evaluate the customer’s claims because by the time the dealer receives the CLRA demand letter, the customer has already driven off with the vehicle, and the dealer no longer has access to it. If litigation ends up going forward, the dealer will have the right to conduct discovery to obtain additional information about the customer’s allegations, including the ability to perform a vehicle inspection. However, engaging in the discovery process prolongs the case and increases the customer’s attorney’s fees and costs, which may increase the amount the customer’s attorney ultimately demands to settle the case. Dealers who are interested in avoiding a costly lawsuit 21 California New Car Dealer Quarterly
sometimes take an economic approach and endeavor to settle the case for nuisance value soon after receiving a CLRA demand letter, even though at that point, only minimal information may be available to assess the customer’s claims. Other dealers prefer not to pay any money to settle a claim until they obtain solid proof supporting the customer’s claims because they believe doing so would send the wrong message and make them a target for more claims in the future. Ultimately, determining the best approach to respond to a CLRA demand letter requires a detailed analysis of the specific factual circumstances of each case. Given the intricacies involved with responding to a CLRA demand letter, as well as the potentially harmful consequences that can result from not responding in an appropriate manner, it is important for dealers who receive a CLRA demand letter to act promptly and consult with competent counsel. Manning, Leaver, Bruder & Berberich LLP is a Los Angeles law firm that practices throughout California and has been in existence for over 100 years. It has a strong automobile dealer practice covering all areas related to the automobile dealer industry, including dealership buy-sells, real estate transactions, business and consumer litigation, regulatory compliance, dealer association law, new motor vehicle board matters and franchise law. See www.manningleaver.com for more information and areas of practice. Nothing in this article may be considered as legal advice. Contact legal counsel for legal advice. 22 California New Car Dealer Quarterly
8th Edition CNCDA is proud to offer our members an updated version of our F&I Compliance Manual (now in its 8th Edition). This manual was created with careful insight and expertise from our association’s legal team, including counsel at Manning Leaver, and document support from Reynolds and Reynolds Document Services. CNCDA’s long-standing relationship with Reynolds and Reynolds Document Services greatly enhances our compliance resources, including this new manual. Our relationship allows us to work together to develop LAW® branded F&I documents (some of which are in the manual) to help our dealer members manage their compliance risks. The excellent relationship between our two organizations has allowed us to offer the F&I documents found in this publication for use by our membership. We hope this proves a useful compliance tool and resource at your dealership. F&I Compliance Manual FOR CNCDA MEMBERS ONLY 24 California New Car Dealer Quarterly
Stay compliant. Protect your bottom line. We have a combined 95 years of experience helping automobile dealers comply with EPA, IIP and OSHA regulations. Let our experts show you a new approach for managing compliance at your dealership. (562) 704-4000 cellyservices.com Spend less time on compliance issues and more time running your dealership. LET’S TALK! 25 California New Car Dealer Quarterly
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THE CONTRIBUTIONS OF CALIFORNIA’S FRANCHISED NEW CAR AND TRUCK DEALERS 2024 27 California New Car Dealer Quarterly
AVERAGE DEALERSHIP INDUSTRY TOTAL New vehicle department $64.10 million $91.98 billion Used vehicle department $23.90 million $34.30 billion Service department $6.25 million $8.97 billion Parts and accessories department $8.35 million $11.98 billion Finance & insurance department $3.92 million $5.63 billion Other departments $0.78 million $1.11 billion Total dealership sales $107.30 million $153.97 billion DEALERSHIP SALES AVERAGE DEALERSHIP INDUSTRY TOTAL Planned spending on EV infrastructure between 2023 and 2025 $336,000 $482.16 million CA’S ELECTRIC VEHICLE MARKET 2024 EV MARKET SHARE 22.0% (21.4% in ‘22) NUMBER OF EVS SOLD IN 2024 387,368 (380,891 in ‘22) VEHICLE SALES Summary for Average CA Dealership UNITS SOLD $ PER UNIT TOTAL New vehicles 1,290 $49,690 $64.10 million Used vehicles* 936 $25,534 $23.90 million * Includes retail and wholesale transactions. Generated by CA’s New Car Dealers in 2024 % OF TECHNICIANS CERTIFIED FOR EV SERVICING 44% TOTAL SPENT FOR PRODUCTS AND SERVICES FROM OTHER CALIFORNIA BUSINESSES AVERAGE DEALERSHIP $2.44 million INDUSTRY TOTAL $3.5 billion 7.8% 5.8% 22.0% 59.7% 3.9% 28 California New Car Dealer Quarterly
TAXES Generated by CA’s New Car Dealers in 2024 AVERAGE DEALERSHIP INDUSTRY TOTAL State sales tax $6.15 million $8.83 billion Federal payroll taxes $2.58 million $3.70 billion State payroll taxes $615,000 $883 million Real estate taxes $165,000 $236.78 million Other state and local taxes $107,000 $153.54 million Total taxes collected and paid by California’s new car dealers $9.53 million $13.86 billion AVERAGE DEALERSHIP INDUSTRY TOTAL Full time employees 92 133,455 Part time employees 3.5 5,023 Change in full time employment from 2023 to 2024 +1 -405 Annual payroll $10.2 million $14.64 billion Percentage of dealerships that provide access to health insurance for employees 96% 96% EMPLOYMENT & PAYROLL ESTIMATED AVERAGE SALES TAX GENERATED ON THE SALE OF A NEW VEHICLE IN LOS ANGELES: $4,960 AVERAGE INDUSTRY DEALERSHIP TOTAL Number of service technicians employed at dealerships 24 34,440 Number of additional service technicians needed 4 5,023 Number of repair orders 23,600 33.87 million SERVICE TECHNICIANS % OF REPAIR WORK: Recalls Warranty Customer pay ADVERTISING EXPENDITURES AVERAGE DEALERSHIP $895,000 INDUSTRY TOTAL $1.28 billion PERSONAL AND DEALERSHIP CONTRIBUTIONS TO CHARITABLE AND CIVIC ORGANIZATIONS AVERAGE DEALERSHIP $49,300 INDUSTRY TOTAL $70.75 million 11% 27% 62% 29 California New Car Dealer Quarterly
CALIFORNIA NEW CAR DEALERS ASSOCIATION 1517 L Street l Sacramento, CA 95814 l Phone 916.441.2599 l www.cncda.org ANNUAL CONTRIBUTIONS OF CALIFORNIA NEW CAR DEALERS Total sales $153.97 billion Average sales per dealership $107.30 million Share of total statewide sales tax collected 21% Number of new car dealerships 1,435 DEALERS EMPLOY HARD-WORKING CALIFORNIANS Total payroll for all new car dealerships $14.64 billion Total number of new car dealership employees 138,478 DEALERS ARE CALIFORNIA’S BUSINESS AND CIVIC LEADERS Total taxes collected or paid $13.80 billion Total spent for products and services from other California businesses $3.50 billion Donations to charitable and civic organizations $70.75 million 2024 CALIFORNIA VEHICLE SALES New vehicles sold* 1,759,141 Used retail vehicles sold** 829,430 Used wholesale vehicles sold 513,730 Total new and used vehicles sold 3,102,301 Electric vehicles sold 387,368 * New vehicles sold based on California registrations. ** Includes retail transactions only This report provides an in-depth analysis of the economic impact of California new car and truck dealers on the State’s economy. It includes estimates of employment, personal income, and tax collections generated by California new car dealers. Also included is a review of dealership financial statistics and operations. This report was prepared by Auto Outlook, Inc., an independent automotive market analysis firm, and was sponsored by the California New Car Dealers Association. The report was compiled based on data collected from AutoCount from Experian, Auto Outlook, California’s new car dealerships, as well as government sources. CALIFORNIA’S NEW CAR AND TRUCK DEALERS ARE DRIVING CALIFORNIA’S ECONOMY
California Auto Outlook Comprehensive Information on the California Vehicle Market Volume 21, Number 1 Released April, 2025 Covering First Quarter 2025 TM Publication Sponsored By: Outlook for State New Vehicle Market is Clouded Due to Tariffs TWO YEAR PERSPECTIVE Historical Data sourced from Experian Automotive. *2025 forecast by Auto Outlook. Projections do not reflect potential sales reductions due to non-economic regulatory impacts. Historical figures have been updated since the previous release. California Annual New Light Vehicle Registrations - 2010 thru 2025 ANNUAL TRENDS QUARTERLY RESULTS California Quarterly New Light Vehicle Registrations Percent Change vs. Year Earlier Data sourced from Experian Automotive. 1.08 1.19 1.49 1.66 1.78 1.99 2.03 2.03 1.99 1.89 1.60 1.77 1.58 1.76 1.75 1.71 0.0 0.5 1.0 1.5 2.0 2.5 '10 '11 '12 '13 '14 '15 '16 '17 '18 '19 '20 '21 '22 '23 '24 '25* New vehicle regs. (millions) Years California U.S. YTD '24 YTD '25 Change YTD '24 YTD '25 Change Registrations TOTAL 427,636 463,114 8.3% 3,734,611 3,907,894 4.6% Car 118,856 120,268 1.2% 707,649 696,586 -1.6% Light Truck 308,780 342,846 11.0% 3,026,962 3,211,308 6.1% Domestic 145,590 147,898 1.6% 1,565,341 1,618,207 3.4% European 66,443 70,311 5.8% 387,577 408,502 5.4% Japanese 178,140 197,126 10.7% 1,410,503 1,463,122 3.7% Other Asian 37,463 47,779 27.5% 371,190 418,063 12.6% Market Share Car 27.8 26.0 -1.8 18.9 17.8 -1.1 Light Truck 72.2 74.0 1.8 81.1 82.2 1.1 Domestic 34.0 31.9 -2.1 41.9 41.4 -0.5 European 15.5 15.2 -0.3 10.4 10.5 0.1 Japanese 41.8 42.6 0.8 37.8 37.4 -0.4 Other Asian 8.8 10.3 1.5 9.9 10.7 0.8 Data sourced from Experian Automotive. Other Asian brands includes Genesis, Hyundai, Kia, and VinFast. 5.0% 0.1% -2.3% -3.9% 4.3% 8.3% 4Q '23 vs. 4Q '22 1Q '24 vs. 1Q '23 2Q '24 vs. 2Q '23 3Q '24 vs. 3Q '23 4Q '24 vs. 4Q '23 1Q '25 vs. 1Q '24 % change vs. year earlier California and U.S New Light Vehicle Registrations Year to date 2024 and 2025 thru March Market got off to a strong start in First Quarter of this year State new light vehicle registrations increased 8.3 percent in the first quarter of 2025 versus a year earlier, above the 4.6 percent improvement in the U.S. Outlook for rest of year is clouded Pent-up-demand, combined with improvements in affordability were expected to propel the market in 2025. However, the potential overhaul of U.S. trade policy has added significant unknowns into the new vehicle sales outlook. Initial reports indicate a surge in new vehicle purchases in the months of March and April in anticipation of the implementation of these tariffs, however it remains to be seen if they will result in higher vehicle prices. Current prediction is for state new vehicle registrations to fall to 1.71 million units for all of this year, a 2.3 percent decline from 2024. Due to the fluid nature of current trade policy, the projection is subject to change. Tesla loses ground in state ZEV market Tesla registrations in the First Quarter of this year fell 15.1 percent versus year earlier, while registrations for all other ZEVs increased by 35 percent. Tesla’s share of the state electric vehicle market fell from 55.5 percent in 1Q ‘24 to 43.9 percent this year. An aging product lineup and backlash against Elon Musk’s political initiatives are likely key factors for the decline in Tesla BEV market share. ZEV market share declined slightly in first quarter of 2025 ZEV market share in the state was 20.8 percent in the first quarter of 2025, down from 21.3 percent in the fourth quarter of 2024. KEY TRENDS IN NEW VEHICLE MARKET 31 California New Car Dealer Quarterly
Page 2 California Auto Outlook Gasoline, 55.4% Electric (BEV), 20.8% Hybrid, 17.9% Plug In Hybrid (PHEV), 3.7% Diesel, 2.2% Fuel Cell, 0.0% Annual Registrations and Market Share Quarterly Registrations and Market Share 2021 2022 2023 2024 YTD '25 1Q '24 2Q '24 3Q '24 4Q '24 1Q '25 ZEV registrations 164564 262382 382573 386469 96416 ZEV registrations 89821 101253 101692 93703 96416 ZEV share 9.3% 16.6% 21.7% 22.0% 20.8% ZEV share 21.0% 22.0% 23.8% 21.3% 20.8% Hybrid regs. (excl. plug ins) 160055 144428 196267 258828 82833 Hybrid regs. (excl. plug ins) 56030 61729 64190 76879 82833 Hybrid share (excl. plug ins) 9.1% 9.1% 11.1% 14.8% 17.9% Hybrid share (excl. plug ins) 13.1% 13.4% 15.0% 17.5% 17.9% PHEV regs. 54272 42475 59495 60690 17046 PHEV regs. 15682 14925 14676 15407 17046 PHEV share 3.1% 2.7% 3.4% 3.5% 3.7% PHEV share 3.7% 3.2% 3.4% 3.5% 3.7% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 2017 2018 2019 2020 2021 2022 2023 2024 YTD '25 Market Share ZEVs Hybrids (excl. plug ins) PHEVs 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 2Q '23 3Q '23 4Q '23 1Q '24 2Q '24 3Q '24 4Q '24 1Q '25 Market Share ZEVs Hybrids (excl. plug ins) PHEVs Vehicle Powertrain Dashboard Annual Quarterly Data sourced from Experian Automotive. ZEVs are full battery electric vehicles and include fuel cell vehicles. PHEVs are plug in hybrids. Hybrid vehicle registrations and market share excludes mild hybrids. ZEV share fell from 22.0% in 2024 to 20.8% in 1Q ‘25. Market Share for all Powertrain Types - YTD 2025 thru March California and U.S. Markets California ZEV market share YTD 2025 20.8% ❏ Gasoline powered vehicles accounted for 55.4 percent of state new vehicle registrations during the first three months of this year. ❏ ICE market share (including gasoline and diesel vehicles) was 57.6 so far this year, down from 71.6 percent in 2022 and 88.4 percent in 2018. ❏ Combined share for BEVs, PHEVs, hybrids, and fuel cell vehicles was 42.4 percent in the first quarter of 2025, up from just 11.6 percent in 2018. Electric and Hybrid Vehicle Market Share U.S. ZEV market share YTD 2025 8.5% California share of U.S. ZEV registrations YTD 2025 28.9% Data sourced from Experian Automotive. Data sourced from Experian Automotive. ZEV market share declined from 21.3% in Q4 ‘24 to 20.8% in Q1 ‘25. 32 California New Car Dealer Quarterly
Page 3 California Auto Outlook 22.0% 22.7% 21.3% 21.0% 22.0% 23.8% 21.3% 20.8% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 2Q '23 3Q '23 4Q '23 1Q '24 2Q '24 3Q '24 4Q '24 1Q '25 Vehicle Powertrain Dashboard Make and Model Registrations for ZEVs and PHEVs in California ZEVs are full battery electric vehicles (BEVs) and fuel cell vehicles. PHEVs are plug in hybrids. Data sourced from Experian Automotive. Top 25 Selling BEV and PHEV Models - YTD 2025 thru March Quarterly ZEV Registrations as a % of Total Registrations in California ❏ The graph on the left shows new ZEV registrations in California as a percent of industry along with CARB ACC2 mandates for 2026, 2027, and 2028 model year vehicles. ❏ ZEVs accounted for 20.8 percent of industry registrations in the first quarter of 2025, significantly below the upcoming CARB ACC2 mandated level of 35 percent for 2026 model year vehicles. ❏ 1Q ‘25 BEV market share would need to increase by 14.2 share points to meet the CARB mandated level of 35 percent for 2026 model year vehicles, representing a 68 percent increase in BEV registrations. Data sourced from Experian Automotive. California New Zero Emission Vehicle Registrations by Make YTD 2024 and YTD 2025 thru March Registrations Market Share (%) YTD '24 YTD '25 % Change YTD '24 YTD '25 Change TOTAL 89,821 96,416 7.3 Acura 0 1,283 -- 0.0 1.3 1.3 Audi 2,917 2,335 -20.0 3.2 2.4 -0.8 BMW 4,406 5,421 23.0 4.9 5.6 0.7 Cadillac 1,000 1,609 60.9 1.1 1.7 0.6 Chevrolet 3,004 4,895 62.9 3.3 5.1 1.8 Dodge 0 79 -- 0.0 0.1 0.1 Ford 4,048 5,819 43.8 4.5 6.0 1.5 Genesis 407 566 39.1 0.5 0.6 0.1 GMC 248 1,041 319.8 0.3 1.1 0.8 Honda 0 4,517 -- 0.0 4.7 4.7 Hyundai 3,847 5,192 35.0 4.3 5.4 1.1 Jaguar 297 621 109.1 0.3 0.6 0.3 Jeep 0 147 -- 0.0 0.2 0.2 Kia 3,068 3,021 -1.5 3.4 3.1 -0.3 Lexus 861 485 -43.7 1.0 0.5 -0.5 Mercedes 4,872 3,689 -24.3 5.4 3.8 -1.6 MINI 252 211 -16.3 0.3 0.2 -0.1 Nissan 996 1,453 45.9 1.1 1.5 0.4 Other 1,463 1,291 -11.8 1.6 1.3 -0.3 Polestar 384 312 -18.8 0.4 0.3 -0.1 Porsche 572 1,367 139.0 0.6 1.4 0.8 Rivian 3,160 2,885 -8.7 3.5 3.0 -0.5 Subaru 333 925 177.8 0.4 1.0 0.6 Tesla 49,875 42,322 -15.1 55.5 43.9 -11.6 Toyota 1,041 1,886 81.2 1.2 2.0 0.8 Volkswagen 2,432 2,405 -1.1 2.7 2.5 -0.2 Volvo 338 639 89.1 0.4 0.7 0.3 CARB ACC2 mandate for 2026 model year vehicles: 35% Rank Model Type Regs. 1 Tesla Model Y BEV 23,314 2 Tesla Model 3 BEV 13,992 3 Honda Prologue BEV 4,493 4 Hyundai Ioniq 5 BEV 3,762 5 Ford Mustang Mach-E BEV 3,601 6 Chevrolet Equinox BEV 2,688 7 BMW i4 BEV 2,484 8 Tesla Cybertruck BEV 2,282 9 Volkswagen ID.4 BEV 2,123 10 Ford F-Series Lightning BEV 2,003 11 Rivian R1S BEV 1,953 12 Toyota bZ4X BEV 1,803 13 Tesla Model X BEV 1,800 14 BMW iX BEV 1,565 15 Kia EV6 BEV 1,501 16 Mercedes EQB BEV 1,498 17 Jeep Wrangler PHEV 1,435 18 Toyota RAV4 PHEV 1,423 19 Chevrolet Blazer EV BEV 1,385 20 Acura ZDX BEV 1,283 21 Toyota Prius PHEV 1,262 22 Kia EV9 BEV 1,168 23 Nissan Ariya BEV 1,139 24 Hyundai Ioniq 6 BEV 1,138 25 BMW X5 PHEV 1,024 CARB ACC2 mandate for 2027 model year vehicles: 43% CARB ACC2 mandate for 2028 model year vehicles: 51% The California Air Resources Board’s 2035 ZEV rule (also known as Advanced Clean Cars II) starts with the 2026 model year. The rule’s ZEV stringency requirement starts at 35% and increases steadily each year, culminating with 100% in 2035 33 California New Car Dealer Quarterly
Covering First Quarter 2025 Page 4 The table below shows the top five selling models during the first three months of 2025 in 18 segments. In addition to unit registrations, it also shows each model’s market share in its respective segment. MODEL RANKINGS Tesla Model Y Retains Top Spot as Best-Selling Vehicle in California BEST SELLERS IN PRIMARY SEGMENTS Small Cars: Honda Civic Full Size Pickup: Ford F-Series Mid-Size and Large Cars: Toyota Camry Compact SUV: Toyota RAV4 Near Luxury Cars: Tesla Model 3 2 Row Mid-Size SUV: Honda Prologue Comp./Mid Size Pickup: Toyota Tacoma Luxury Mid-Size SUV: Lexus RX Data sourced from Experian Automotive. Figures for Prius include Prius Prime. Model Regs. Share Model Regs. Share Model Regs. Share Model Regs. Share Honda Civic 12889 28.1 Toyota Camry 13792 45.0 Ford Mustang 848 37.9 Tesla Model 3 13992 47.9 Toyota Corolla 8992 19.6 Honda Accord 7185 23.5 Toyota 86 525 23.5 Lexus ES 2631 9.0 Kia K4/Forte 5009 10.9 Nissan Altima 3356 11.0 Mazda MX5 366 16.4 BMW i4 2484 8.5 Toyota Prius 4886 10.6 Hyundai Sonata 2304 7.5 Subaru BRZ 212 9.5 Mercedes C-Class 2066 7.1 Nissan Sentra 4113 9.0 Kia K5 1742 5.7 Nissan Z 125 5.6 BMW 3-Series 1633 5.6 Model Regs. Share Model Regs. Share Model Regs. Share Model Regs. Share BMW 5-Series 1032 8.4 Toyota Tacoma 10355 52.0 Ford F-Series 9979 25.3 Toyota Sienna 3233 36.3 BMW i5 997 8.1 Ford Maverick 2704 13.6 Chevrolet Silverado 8727 22.1 Kia Carnival 1956 22.0 Lucid Air 959 7.8 Chevrolet Colorado 1650 8.3 Ram Pickup 5599 14.2 Honda Odyssey 1823 20.5 Tesla Model S 934 7.6 Ford Ranger 1293 6.5 GMC Sierra 5080 12.9 Chrysler Pacifica 1531 17.2 Mercedes E-Class 873 7.1 Nissan Frontier 1107 5.6 Toyota Tundra 4216 10.7 Volkswagne ID.Buzz 282 3.2 Model Regs. Share Model Regs. Share Model Regs. Share Model Regs. Share Ford Transit Connect 2148 31.7 Honda HR-V 5365 17.4 Toyota RAV4 16719 19.9 Honda Prologue 4493 20.4 Mercedes Sprinter 1630 24.0 Subaru Crosstrek 4869 15.8 Honda CR-V 13565 16.2 Ford Mustang Mach-E 3601 16.3 Ford E-Series 937 13.8 Toyota Corolla Cross 3320 10.8 Nissan Rogue 5454 6.5 Subaru Outback 3295 14.9 Ram Promaster 817 12.0 Chevrolet Trax 3228 10.5 Chevrolet Equinox 5003 6.0 Hyundai Santa Fe 3098 14.0 Rivian EDV 482 7.1 Mazda CX-30 2225 7.2 Hyundai Tucson 4497 5.4 Jeep Grand Cherokee 1448 6.6 Model Regs. Share Model Regs. Share Model Regs. Share Model Regs. Share Ford Explorer 3626 12.9 Ford Bronco 2791 22.5 Mercedes EQB 1498 19.8 Tesla Model Y 23314 53.2 Honda Pilot 3419 12.2 Chevrolet Tahoe 2136 17.2 Audi Q3 1058 14.0 Lexus NX 3931 9.0 Toyota Grand Highlander2891 10.3 Toyota Land Cruiser 1850 14.9 Mercedes GLA-Class 1034 13.7 Mercedes GLC-Class 3289 7.5 Kia Sorento 2641 9.4 Chevrolet Suburban 1562 12.6 Audi Q4 E-Tron 950 12.6 Audi Q5 2104 4.8 Kia Telluride 2527 9.0 GMC Yukon XL 1081 8.7 BMW X1 915 12.1 Porsche Macan 1941 4.4 Model Regs. Share Model Regs. Share Model Regs. Share Model Regs. Share Lexus RX 4364 15.4 Rivian R1S 1953 18.2 Tesla Model 3 13992 11.6 Tesla Model Y 23314 6.8 BMW X5 2884 10.2 Cadillac Escalade 1715 16.0 Toyota Camry 13792 11.5 Toyota RAV4 16719 4.9 Mercedes GLE-Class 2767 9.8 Land Rover Range Rover 1546 14.4 Honda Civic 12889 10.7 Honda CR-V 13565 4.0 Tesla Model X 1800 6.4 Lexus TX 1292 12.1 Toyota Corolla 8992 7.5 Toyota Tacoma 10355 3.0 BMW iX 1565 5.5 BMW X7 956 8.9 Honda Accord 7185 6.0 Ford F-Series 9979 2.9 Luxury Mid Size SUV Luxury Large SUV Top Selling Passenger Cars Top Selling Light Trucks Large Van Subcompact SUV Compact SUV 2 Row Mid Size SUV 3 Row Mid Size SUV Large SUV Luxury Subcompact SUV Luxury Compact SUV Luxury and High End Sports Cars Compact/Mid Size Pickup Full Size Pickup Mini Van Top Selling Models in Each Segment - New Retail Light Vehicle Registrations (YTD '25 thru March) Small Cars Mid Size and Large Cars Sports/Pony Cars Near Luxury Cars 34 California New Car Dealer Quarterly
Page 5 California Auto Outlook 3.4% 4.0% 2.7% 2.3% 4.2% 2.3% 2.2% 5.9% 5.0% 5.1% 11.1% 11.6% 3.6% 8.1% 12.4% 2.0% 2.2% 2.6% 3.4% 3.4% 3.8% 4.2% 4.5% 4.6% 5.1% 6.2% 7.5% 9.1% 10.8% 16.5% 0.0% 6.0% 12.0% 18.0% Jeep GMC Mazda Lexus Subaru BMW Mercedes Nissan Hyundai Kia Chevrolet Ford Tesla Honda Toyota Market Share State U.S. BRAND SUMMARY Registrations Increased by More Than 25 Percent for 12 Brands; Toyota and Honda are Market Leaders Registrations increased by more than 30 percent for Buick, Mitsubishi, Genesis, Chrysler, Cadillac, Land Rover, Nissan, and Hyundai. California and U.S. Market Share - YTD 2025 thru March (Top 15 selling brands in CA) Percent Change in Brand Registrations YTD 2025 thru March vs. YTD 2024 (Top 30 selling brands in CA) Data sourced from Experian Automotive. Toyota, Honda, Tesla, Ford, and Chevrolet were market share leaders in California. -58.9% -15.1% -14.0% -11.2% -8.7% -6.3% -2.6% 1.7% 3.9% 6.6% 6.9% 10.5% 11.0% 12.0% 15.7% 17.3% 20.3% 24.7% 25.0% 25.7% 27.9% 28.8% 30.5% 31.6% 32.3% 36.8% 41.9% 45.1% 71.3% 99.3% Dodge Tesla Audi Lincoln Rivian Volkswagen Lexus Volvo Ford BMW Toyota Subaru Honda Ram Mercedes Chevrolet Mazda GMC Jeep Kia Acura Porsche Hyundai Nissan Land Rover Cadillac Chrysler Genesis Mitsubishi Buick 35 California New Car Dealer Quarterly
Covering First Quarter 2025 Page 6 BRAND REGISTRATIONS Detailed Results for All Brands in California Market The table above shows new light vehicle (car and light truck) registrations in California. Figures are shown for the First Quarters of 2024 and 2025, and annual totals for 2023 and 2024. Vehicle registrations are recorded based on when the vehicle title information is processed by the state, which typically occurs after the vehicle is sold. The top ten ranked brands in each category are shaded yellow. Historical figures have been updated since the previous release. California Auto Outlook Published by: Auto Outlook, Inc., PO Box 390 Exton, PA 19341 Phone 610-640-1233 Email: jfoltz@autooutlook.com Any material quoted must be attributed to California Auto Outlook, published by Auto Outlook, Inc. on behalf of the California New Car Dealers Association. Data source must also be shown as “Data sourced from Experian Automotive.” Please contact CNCDA with any questions or comments regarding the publication. Copyright: Auto Outlook, Inc. April, 2025. 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 third-party 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. California New Car and Light Truck Registrations First Quarter Annual Totals Registrations Market Share (%) Registrations Market Share (%) 1Q '24 1Q '25 % Change 1Q '24 1Q '25 Change 2023 2024 % Change 2023 2024 Change TOTAL 427,636 463,114 8.3 1,764,330 1,754,442 -0.6 Acura 3,320 4,246 27.9 0.8 0.9 0.1 15,141 13,611 -10.1 0.9 0.8 -0.1 Alfa Romeo 315 162 -48.6 0.1 0.0 -0.1 1,252 891 -28.8 0.1 0.1 0.0 Audi 9,574 8,237 -14.0 2.2 1.8 -0.4 38,840 33,676 -13.3 2.2 1.9 -0.3 BMW 16,561 17,660 6.6 3.9 3.8 -0.1 63,846 65,345 2.3 3.6 3.7 0.1 Buick 1,301 2,593 99.3 0.3 0.6 0.3 4,791 5,788 20.8 0.3 0.3 0.0 Cadillac 3,356 4,590 36.8 0.8 1.0 0.2 11,529 13,842 20.1 0.7 0.8 0.1 Chevrolet 24,650 28,910 17.3 5.8 6.2 0.4 118,141 107,851 -8.7 6.7 6.1 -0.6 Chrysler 1,150 1,632 41.9 0.3 0.4 0.1 6,803 4,638 -31.8 0.4 0.3 -0.1 Dodge 4,948 2,032 -58.9 1.2 0.4 -0.8 12,620 13,358 5.8 0.7 0.8 0.1 Ford 33,516 34,814 3.9 7.8 7.5 -0.3 135,025 128,726 -4.7 7.7 7.3 -0.4 Genesis 1,757 2,549 45.1 0.4 0.6 0.2 7,900 7,492 -5.2 0.4 0.4 0.0 GMC 8,073 10,071 24.7 1.9 2.2 0.3 33,868 36,459 7.7 1.9 2.1 0.2 Honda 45,067 50,016 11.0 10.5 10.8 0.3 172,358 191,933 11.4 9.8 10.9 1.1 Hyundai 16,493 21,517 30.5 3.9 4.6 0.7 74,061 79,833 7.8 4.2 4.6 0.4 Infiniti 1,346 989 -26.5 0.3 0.2 -0.1 5,930 4,530 -23.6 0.3 0.3 0.0 Jaguar 643 831 29.2 0.2 0.2 0.0 1,321 4,040 205.8 0.1 0.2 0.1 Jeep 7,583 9,477 25.0 1.8 2.0 0.2 40,801 29,103 -28.7 2.3 1.7 -0.6 Kia 18,708 23,513 25.7 4.4 5.1 0.7 82,769 84,252 1.8 4.7 4.8 0.1 Land Rover 3,392 4,488 32.3 0.8 1.0 0.2 11,286 13,764 22.0 0.6 0.8 0.2 Lexus 15,999 15,581 -2.6 3.7 3.4 -0.3 56,140 62,827 11.9 3.2 3.6 0.4 Lincoln 1,324 1,176 -11.2 0.3 0.3 0.0 3,963 4,991 25.9 0.2 0.3 0.1 Maserati 389 153 -60.7 0.1 0.0 -0.1 981 951 -3.1 0.1 0.1 0.0 Mazda 9,929 11,941 20.3 2.3 2.6 0.3 36,790 39,652 7.8 2.1 2.3 0.2 Mercedes 16,897 19,543 15.7 4.0 4.2 0.2 68,264 68,619 0.5 3.9 3.9 0.0 MINI 1,269 1,058 -16.6 0.3 0.2 -0.1 5,055 4,095 -19.0 0.3 0.2 -0.1 Mitsubishi 669 1,146 71.3 0.2 0.2 0.0 3,523 2,922 -17.1 0.2 0.2 0.0 Nissan 15,662 20,610 31.6 3.7 4.5 0.8 66,442 68,608 3.3 3.8 3.9 0.1 Polestar 384 312 -18.8 0.1 0.1 0.0 3,125 1,957 -37.4 0.2 0.1 -0.1 Porsche 3,821 4,923 28.8 0.9 1.1 0.2 16,784 16,957 1.0 1.0 1.0 0.0 Ram 5,727 6,417 12.0 1.3 1.4 0.1 28,304 22,241 -21.4 1.6 1.3 -0.3 Rivian 3,160 2,885 -8.7 0.7 0.6 -0.1 10,275 12,031 17.1 0.6 0.7 0.1 Subaru 14,460 15,972 10.5 3.4 3.4 0.0 64,597 60,393 -6.5 3.7 3.4 -0.3 Tesla 49,875 42,322 -15.1 11.7 9.1 -2.6 229,975 202,981 -11.7 13.0 11.6 -1.4 Toyota 71,688 76,625 6.9 16.8 16.5 -0.3 277,141 289,036 4.3 15.7 16.5 0.8 Volkswagen 8,698 8,152 -6.3 2.0 1.8 -0.2 35,083 31,852 -9.2 2.0 1.8 -0.2 Volvo 3,676 3,739 1.7 0.9 0.8 -0.1 13,448 14,719 9.5 0.8 0.8 0.0 Other 2,256 2,232 -1.1 0.5 0.5 0.0 6,158 10,478 70.2 0.3 0.6 0.3 Data sourced from Experian Automotive. 36 California New Car Dealer Quarterly
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