Ally Financial Survey Finds Dealers Bullish on 2012 Vehicle Sales

DETROIT--Feb. 6, 2012: Nearly half of dealers surveyed by Ally Financial at the 2012 National Automobile Dealers Association (NADA) Convention expect their sales to increase by 10-20 percent this year, and almost another third are even more bullish in expecting sales to grow greater than 20 percent.

Nearly 75 percent of dealers surveyed expect consumer confidence to be the key in sustaining sales momentum, surpassing the availability of incentives or vehicle inventory as driving factors. About 60 percent said the credit profiles of customers coming into their showrooms are improving.

Further, more than half (53 percent) of the dealers surveyed expect the small-car vehicle segment to experience the most growth in 2012.

"Given improved consumer confidence, full year sales for 2012 could surpass the 14 million unit level in the U.S. and position the industry for even greater growth in 2013," said Tim Russi, Ally executive vice president, North American Auto Operations. "This could factor into dealer decisions on facilities, hiring and ordering."

About the Survey

Ally Financial surveyed dealers on Feb. 4, 2012 at the NADA convention. The margin of error for the survey was +/- 6 percent.

1) What do you expect to be the key factor in sustaining sales momentum in the industry in 2012?

a. Consumer confidence - 74.83%
b. Incentives -- 16.33%
c. Vehicle inventory 8.84%

2) What vehicle segment will experience the most growth in 2012?

a. Small Cars -- 52.38%
b. Mid-size/Large Cars -- 24.49%
c. Trucks/Crossovers/SUVs -- 23.13%

3) What is your overall outlook on new vehicles sales in 2012?

a. Positive -- 92.52%
b. Negative -- 1.36%
c. Flat -- 6.12%

4) Are you planning for increased sales in 2012 versus last year? If yes, by how much?

a. I do not expect an increase - .68%
b. 0 -- 10% - 21.77%
c. 10% - 20% - 46.94%
d. 20% -- 30% - 22.45%
e. 30% -- 40% - 6.12%
f. More than 40% - 2.04%

5) Are credit profiles of customers coming into your dealership:

a. Improving -- 59.86%
b. Diminishing -- 4.76%
c. Staying flat -- 35.37%

6) What is the top purchase driver for customers:

a. Fuel economy -- 14.29%
b. Price/monthly payment -- 68.71%
c. Styling -- 12.24%
d. Technology/options -- 4.76%