PR Newswire | Oct 22, 2020 07:00AM EDT

10/22 05:59 CDT

Penske Automotive Reports All Time Record Results BLOOMFIELD HILLS, Mich., Oct. 22, 2020

BLOOMFIELD HILLS, Mich., Oct. 22, 2020 /PRNewswire/ --

"I am very pleased to report all time record results for Penske AutomotiveGroup in the third quarter. These results were primarily driven by same-storeretail automotive revenue

and margin expansion, coupled with expense reductions which contributed to a1,010 basis points decline in selling, general and administrative expenses ("SG&A") as a percent of gross profit."

Roger Penske, Chair and Chief Executive Officer

Financial Summary For the Three Months Ended September 30, 2020 For the Nine Months Ended September 30, 2020

Actual Change Adjusted Change Actual Change Adjusted Change

Net Revenues ($ in billions) $ 6.0 0% $ 14.6 -15%

Earnings Before Taxes ($ in millions) $ 311.6 +97% $ 444.3 -2%

Income From Continuing Operations ($ in millions) $ 247 +112% $ 231 +99% $ 343 +3% $ 328 -2%

Earnings Per Share $ 3.07 +116% $ 2.87 +102% $ 4.27 +6% $ 4.08 +2%

Gross Profit/Margin +10% +140 bps -12% +60 bps

Penske Automotive Group, Inc. (NYSE:PAG), a diversified international transportation services company, today announced record results for the third quarter, including the most profitable quarter in company history. For the three months ended September 30, 2020, the company reported income from continuing operations attributable to common shareholders of $246.5 million, or $3.07 per share, compared to $116.1 million, or $1.42 per share in the prior year. Foreign exchange positively impacted earnings per share by $0.05. Revenue was flat at $6 billion. Third quarter income from continuing operations and related earnings per share include a net income tax benefit of $15.4 million, or $0.19 per share, from various U.S. and foreign tax legislation changes. Excluding this net benefit, adjusted income from continuing operations increased 99.1% to $231.1 million, and related earnings per share increased 102.1% to $2.87.

Commenting on the company's results, Chairman Roger Penske said, "I am very pleased to report all time record results for Penske Automotive Group in the third quarter. These results were primarily driven by same-store retail automotive revenue and margin expansion, coupled with expense reductions which contributed to a 1,010 basis points decline in selling, general and administrative expenses ("SG&A") as a percent of gross profit. Through our cost cutting efforts, we estimate that approximately $125-150 million in annualized costs were eliminated across our various businesses." Penske continued, "I am particularly pleased that our strong cash flow has allowed us to significantly reduce long-term debt, lengthen maturities and reduce future annual interest expense by an estimated $17 million."

For the nine months ended September 30, 2020, the company reported income from continuing operations attributable to common shareholders of $343.1 million, or $4.27 per share, compared to $333.9 million, or $4.02 per share in the prior year. Foreign exchange positively impacted earnings per share by $0.01. Revenue was $14.6 billion compared to $17.3 billion in the same period last year. Excluding the tax benefit discussed above, adjusted income from continuing operations decreased 1.9% to $327.7 million, and related earnings per share increased 1.5% to $4.08.

Operational Highlights - Third Quarter 2020

* Retail automotive same-store revenue increased 3.6% * Retail automotive earnings before taxes increased 170% * Retail automotive same-store variable gross profit per unit retailed increased 29% * Retail automotive same-store service and parts gross margin increased 250 basis points * Total gross margin increased 140 basis points to 16.0% * SG&A expenses declined $29 million and SG&A to gross profit declined 1,010 basis points to 67.3%

Long-Term Debt

During the third quarter of 2020, the company repaid in full our $300 million 3.75% senior subordinated notes at scheduled maturity using availability under our U.S. revolving credit facility. Additionally, during the quarter we issued $550 million in senior subordinated notes at 3.5% due 2025. The proceeds of these notes were used to redeem our $550 million in aggregate principal amount of 5.75% senior subordinated notes due 2022 on October 1st. In the interim, we utilized the proceeds from the new 3.5% senior subordinated notes to temporarily pay down floorplan, U.S. revolver and mortgage revolver balances.

Used Vehicle SuperCenters

Penske Automotive Group operates sixteen Used Vehicle SuperCenters. For the three months ended September 30, 2020, profitability more than tripled to $16.0 million compared to $4.8 million last year driven by a 36% increase in same-store variable gross profit per unit retailed. Retail unit sales decreased by 6.9% to 18,372 while revenue increased by 7.6% to $352.5 million. For the nine months ended September 30, 2020, SuperCenter retail unit sales decreased by 25.7% to 41,284 and revenue decreased by 17.1% to $790.5 million. We expect to open two additional Used Vehicle SuperCenters in the next 90 days and have four additional sites under development which would increase the current footprint of SuperCenters by 40%.

Retail Commercial Truck Dealerships

Penske Automotive Group operates twenty-five medium and heavy-duty truck dealership locations in the U.S. and Canada offering primarily Freightliner and Western Star brands. For the three months ended September 30, 2020, earnings before taxes were $23.4 million compared to $30.7 million in the same period last year. Total units retailed declined 5.3% and revenue declined 14.6%. On a same-store basis new units declined 15.5% compared to North American Class 6-8 retail sales which declined 31.0% during the period. Same-store revenue declined 4.5%. For the nine months ended September 30, 2020, earnings before taxes were $51.7 million compared to $65.5 million in the same period last year. Total units retailed increased 6.9%, and revenue increased 2.1%. On a same-store basis new units retailed declined 25.9% and same-store revenue declined 16.9%.

Penske Transportation Solutions

Penske Transportation Solutions ("PTS"), is a leading provider of full-service truck leasing, truck rental, contract maintenance, and logistics services and is an integral part of the North American supply chain, providing supply chain and transportation services to its customers. The company has a 28.9% ownership interest in the PTS partnership and accounts for its ownership interest using the equity method of accounting. In addition to equity income, the company receives cash distributions and may recognize cash tax benefits from time to time. For the three and nine months ended September 30, 2020, the company recorded $64.5 million and $108.0 million in earnings compared to $42.2 million and $106.0 million for the same period last year. The 53% increase in the third quarter was principally driven by improved operating results in full-service leasing and logistics and a reduction in operating expenses.

Dividend and Share Repurchases

On October 14, 2020, we announced the reinstatement of our cash dividend in the amount of $0.42 per share payable December 1, 2020 to shareholders of record as of November 10, 2020.

For the nine months ended September 30, 2020, the company repurchased 1,027,736 shares for $34.4 million. Approximately $170.6 million remains available to repurchase shares under the company's existing share repurchase authorization.

Conference Call

Penske Automotive Group will host a conference call discussing financial results relating to the third quarter of 2020 on Thursday, October 22, 2020, at 2:00 p.m. Eastern Daylight Time.To listen to the conference call, participants must dial (866) 394-1455 - [International, please dial (516) 575-8644]using access code 6795577. The call will also be simultaneously broadcast over the Internet through the Investor's section of the Penske Automotive Group website. Additionally, an investor presentation relating to the third quarter 2020 financial results has been posted to the company's website. To access the presentation or to listen to the company's webcast, please refer to www.penskeautomotive.com.

About Penske Automotive

Penske Automotive Group, Inc., (NYSE:PAG) headquartered in Bloomfield Hills, Michigan, is an international transportation services company that operates automotive and commercial truck dealerships principally in the United States, the United Kingdom, Canada, and Western Europe, and distributes commercial vehicles, diesel engines, gas engines, power systems and related parts and services principally in Australia and New Zealand. PAG is a member of the Fortune 500 and Russell 1000 and 3000 indexes and is ranked among the World's Most Admired Companies by Fortune Magazine. For additional information, visit the company's website at www.penskeautomotive.com.

Non-GAAP Financial Measures

This release contains certain non-GAAP financial measures as defined under SEC rules, such as earnings before interest, taxes, depreciation, amortization ("EBITDA"). The company has reconciled these measures to the most directly comparable GAAP measures in the release. The company believes that these widely accepted measures of operating profitability improve the transparency of the company's disclosures and provide a meaningful presentation of the company's results from its core business operations excluding the impact of items not related to the company's ongoing core business operations, and improve the period-to-period comparability of the company's results from its core business operations. These non-GAAP financial measures are not substitutes for GAAP financial results and should only be considered in conjunction with the company's financial information that is presented in accordance with GAAP.

Caution Concerning Forward Looking Statements

Statements in this press release may involve forward-looking statements, including forward-looking statements regarding Penske Automotive Group, Inc.'s liquidity and assessment of business conditions in light of the COVID-19 pandemic. Actual results may vary materially because of risks and uncertainties that are difficult to predict. These risks and uncertainties include, among others: the duration, severity and resolution of the COVID-19 pandemic, government imposed restrictions on our business in light of COVID-19 or otherwise, economic conditions generally, conditions in the credit markets, changes in interest rates and foreign currency exchange rates, changes in tariff rates, adverse impacts related to the outcome of the United Kingdom's departure from the European Union, adverse conditions affecting a particular manufacturer, including the adverse impact to the vehicle and parts supply chain due to limited vehicle availability due to the COVID-19 pandemic, Worldwide Light Vehicle Testing Protocol ("WLTP") and Real Driving Emissions ("RDE"), natural disasters, recall or other disruptions that interrupt the supply of vehicles or parts to us, changes in consumer credit availability, the outcome of legal and administrative matters, and other factors over which management has limited control. These forward-looking statements should be evaluated together with additional information about Penske Automotive Group's business, markets, conditions, and other uncertainties, which could affect Penske Automotive Group's future performance. These risks and uncertainties are addressed in Penske Automotive Group's Form 10-K for the year ended December 31, 2019 and its other filings with the Securities and Exchange Commission ("SEC"). This press release speaks only as of its date, and Penske Automotive Group disclaims any duty to update the information herein.

Inquiries should contact:

J.D. Carlson Anthony R. Pordon

Executive Vice President and Executive Vice President Investor Relations

Chief Financial Officer and Corporate Development

Penske Automotive Group, Inc. Penske Automotive Group, Inc.

248-648-2810 248-648-2540

jcarlson@penskeautomotive.com tpordon@penskeautomotive.com



PENSKE AUTOMOTIVE GROUP, INC. Consolidated Condensed Statements of Income (Amounts In Millions, Except Per Share Data) (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 Change 2020 2019 Change

Revenue $5,971.6$5,967.60.1 %$14,631.8$17,287.8(15.4) %

Cost of Sales 5,015.1 5,097.9(1.6) % 12,345.7 14,698.8(16.0) %

Gross Profit $956.5 $869.7 10.0 %$2,286.1 $2,589.0 (11.7) %

SG&A Expenses 643.3 672.8 (4.4) % 1,738.7 2,008.1 (13.4) %

Depreciation 29.0 27.5 5.5 % 85.4 81.0 5.4 %

Operating Income $284.2 $169.4 67.8 %$462.0 $499.9 (7.6) %

Floor Plan Interest Expense (8.0) (21.4) (62.6)% (37.4) (64.2) (41.7) %

Other Interest Expense (30.8) (32.9) (6.4) % (90.9) (93.2) (2.5) %

Equity in Earnings of Affiliates 66.2 43.3 52.9 % 110.6 109.6 0.9 %

Income from Continuing Operations Before Income Taxes $311.6 $158.4 96.7 %$444.3 $452.1 (1.7) %

Income Taxes (64.1) (42.4) 51.2 % (100.7) (118.6) (15.1) %

Income from Continuing Operations $247.5 $116.0 113.4 %$343.6 $333.5 3.0 %

Income from Discontinued Operations, net of tax 0.1 0.1 nm 0.3 0.3 nm

Net Income $247.6 $116.1 113.3 %$343.9 $333.8 3.0 %

Less: Income (Loss) Attributable to Non-Controlling Interests 1.0 (0.1) nm 0.5 (0.4) nm

Net Income Attributable to Common Shareholders $246.6 $116.2 112.2 %$343.4 $334.2 2.8 %



Amounts Attributable to Common Shareholders:

Reported Income from Continuing Operations $247.5 $116.0 113.4 %$343.6 $333.5 3.0 %

Less: Income (Loss) Attributable to Non-Controlling Interests 1.0 (0.1) nm 0.5 (0.4) nm

Income from Continuing Operations, net of tax $246.5 $116.1 112.3 %$343.1 $333.9 2.8 %

Income from Discontinued Operations, net of tax 0.1 0.1 nm 0.3 0.3 nm

Net Income Attributable to Common Shareholders $246.6 $116.2 112.2 %$343.4 $334.2 2.8 %

Income from Continuing Operations Per Share $3.07 $1.42 116.2 %$4.27 $4.02 6.2 %

Income Per Share $3.07 $1.42 116.2 %$4.27 $4.03 6.0 %

Weighted Average Shares Outstanding 80.4 81.7 (1.6) % 80.4 83.0 (3.1) %



nm - not meaningful



PENSKE AUTOMOTIVE GROUP, INC. Consolidated Condensed Balance Sheets (Amounts In Millions) (Unaudited)



September 30,December 31,

2020 2019

Assets:

Cash and Cash Equivalents $92.7 $28.1

Accounts Receivable, Net 848.2 960.3

Inventories 3,209.7 4,260.7

Other Current Assets 198.8 85.0

Total Current Assets 4,349.4 5,334.1

Property and Equipment, Net 2,337.9 2,366.4

Operating Lease Right-of-Use Assets 2,378.7 2,360.5

Intangibles 2,455.5 2,463.2

Other Long-Term Assets 1,488.2 1,418.5

Total Assets $13,009.7 $13,942.7



Liabilities and Equity:

Floor Plan Notes Payable $1,484.0 $2,412.5

Floor Plan Notes Payable - Non-Trade 1,046.4 1,594.0

Accounts Payable 717.2 638.8

Accrued Expenses and Other Current Liabilities 774.8 701.9

Current Portion Long-Term Debt 85.6 103.3

Liabilities Held for Sale 0.5 0.5

Total Current Liabilities 4,108.5 5,451.0

Long-Term Debt 2,216.1 2,257.0

Long-Term Operating Lease Liabilities 2,319.3 2,301.2

Other Long-Term Liabilities 1,282.3 1,121.9

Total Liabilities 9,926.2 11,131.1

Equity 3,083.5 2,811.6

Total Liabilities and Equity $13,009.7 $13,942.7



Supplemental Balance Sheet Information

New vehicle days' supply 45 71

Used vehicle days' supply 40 52

PENSKE AUTOMOTIVE GROUP, INC. Consolidated Statements of Cash Flow Amounts in Millions (Unaudited)



Nine Months Ended

September 30,

2020 2019

Operating Activities:

Net income $343.9 $333.8

Adjustments to reconcile net income to net cash from continuing operating activities:

Depreciation 85.4 81.0

Earnings of equity method investments (88.9) (77.8)

Income from discontinued operations, net of tax (0.3) (0.3)

Deferred income taxes 177.6 48.2

Changes in operating assets and liabilities:

Accounts receivable 112.2 (38.0)

Inventories 1,043.5 119.9

Floor plan notes payable (925.9) 108.7

Accounts payable and accrued expenses 172.1 128.6

Other (70.1) (43.3)

Net cash provided by continuing operating activities 849.5 660.8

Investing Activities:

Purchase of equipment and improvements (114.3) (188.8)

Proceeds from sale of dealerships 10.3 7.3

Proceeds from sale-leaseback transactions - 7.3

Proceeds from sale of equipment and improvements 19.8 5.1

Acquisitions net, including repayment of sellers' floor plan notes payable of - (326.9) $0 and $138.5, respectively

Other (4.4) (7.4)

Net cash used in continuing investing activities (88.6) (503.4)

Financing Activities:

Proceeds from borrowings under U.S. credit agreement revolving credit line 956.0 1,458.0

Repayments under U.S. credit agreement revolving credit line (1,001.0) (1,383.0)

Issuance of 3.50% senior subordinated notes 550.0 -

Repayment of 3.75% senior subordinated notes (300.0) -

Net (repayments) borrowings of other long-term debt (253.7) 95.3

Net repayments of floor plan notes payable - non-trade (547.6) (18.0)

Cash paid for seller financing (31.6) -

Repurchases of common stock (29.4) (174.1)

Dividends (34.2) (97.3)

Payment of deferred financing fees (7.8) -

Other (5.0) 0.1

Net cash used in continuing financing activities (704.3) (119.0)

Discontinued operations:

Net cash provided by discontinued operating activities 0.2 0.2

Net cash provided by discontinued investing activities - -

Net cash provided by discontinued financing activities - -

Net cash provided by discontinued operations 0.2 0.2

Effect of exchange rate changes on cash and cash equivalents 7.8 (0.5)

Net change in cash and cash equivalents 64.6 38.1

Cash and cash equivalents, beginning of period 28.1 39.4

Cash and cash equivalents, end of period $92.7 $77.5

Supplemental disclosures of cash flow information:

Cash paid for:

Interest $106.7 $139.6

Income taxes 32.1 69.8

Non cash activities:

Contingent consideration $- 10.6

PENSKE AUTOMOTIVE GROUP, INC. Consolidated Operations Selected Data (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 2020 2019

Geographic Revenue Mix:

North America 56.5 % 61.8 % 59.9 % 58.3 %

U.K. 35.3 % 31.2 % 31.5 % 33.7 %

Other International 8.2 % 7.0 % 8.6 % 8.0 %

Total 100.0 % 100.0 % 100.0 % 100.0 %



Revenue: (Amounts in Millions)

Retail Automotive $5,258.0 $5,155.4 $12,828.1 $15,442.9

Retail Commercial Trucks 590.9 692.3 1,481.5 1,451.4

Commercial Vehicles Australia/Power Systems and Other 122.7 119.9 322.2 393.5

Total $5,971.6 $5,967.6 $14,631.8 $17,287.8



Gross Profit: (Amounts in Millions)

Retail Automotive $849.7 $747.5 $1,994.1 $2,283.9

Retail Commercial Trucks 73.1 86.6 202.1 199.5

Commercial Vehicles Australia/Power Systems and Other 33.7 35.6 89.9 105.6

Total $956.5 $869.7 $2,286.1 $2,589.0



Gross Margin:

Retail Automotive 16.2 % 14.5 % 15.5 % 14.8 %

Retail Commercial Trucks 12.4 % 12.5 % 13.6 % 13.7 %

Commercial Vehicles Australia/Power Systems and Other 27.5 % 29.7 % 27.9 % 26.8 %

Total 16.0 % 14.6 % 15.6 % 15.0 %



Three Months EndedNine Months Ended

September 30, September 30,



2020 2019 2020 2019

Operating Items as a Percentage of Revenue:

Gross Profit 16.0 %14.6 % 15.6 % 15.0 %

Selling, General and Administrative Expenses 10.8 %11.3 % 11.9 % 11.6 %

Operating Income 4.8 %2.8 % 3.2 % 2.9 %

Income from Continuing Operations Before Income Taxes5.2 %2.7 % 3.0 % 2.6 %



Operating Items as a Percentage of Total Gross Profit:

Selling, General and Administrative Expenses 67.3 %77.4 % 76.1 % 77.6 %

Operating Income 29.7 %19.5 % 20.2 % 19.3 %



Three Months Ended Nine Months Ended

September 30, September 30,



(Amounts in Millions) 2020 2019 2020 2019



EBITDA (1) $371.4 $218.8 $620.6$626.3

Floorplan Credits $10.3 $9.7 $27.3 $27.3

Rent Expense $58.7 $58.3 $173.1$173.4

Stock Repurchases $0.2 $43.6 $34.4 $174.1



(1) See the following Non-GAAP reconciliation table.



PENSKE AUTOMOTIVE GROUP, INC. Retail Automotive Operations Selected Data - Revenue and Gross Profit Mix (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 2020 2019

Retail Automotive Revenue Mix:

Premium:

BMW / MINI 23 %24 %22 % 23 %

Audi 13 %11 %13 % 12 %

Mercedes-Benz 10 %10 %10 % 10 %

Land Rover / Jaguar 9 %8 %9 % 9 %

Porsche 7 %6 %7 % 6 %

Ferrari / Maserati 2 %2 %3 % 3 %

Lexus 3 %3 %3 % 3 %

Acura 1 %1 %1 % 1 %

Bentley 1 %1 %1 % 1 %

Others 2 %2 %2 % 2 %

Total Premium 71 %68 %71 % 70 %

Volume Non-U.S.:

Toyota 10 %11 %10 % 10 %

Honda 6 %7 %6 % 6 %

Volkswagen 2 %4 %3 % 4 %

Nissan 1 %1 %1 % 1 %

Others 2 %2 %2 % 2 %

Total Volume Non-U.S. 21 %25 %22 % 23 %

U.S.:

General Motors / Chrysler / Ford 1 %1 %1 % 1 %

Stand-Alone Used 7 %6 %6 % 6 %

Total 100 %100 %100 % 100 %



Retail Automotive Geographic Revenue Mix:

U.S. 53 %58 %57 % 56 %

U.K. 40 %36 %36 % 38 %

Other International 7 %6 %7 % 6 %

Total 100 %100 %100 % 100 %



Retail Automotive Geographic Gross Profit Mix:

U.S. 59 %63 %63 % 61 %

U.K. 35 %32 %32 % 34 %

Other International 6 %5 %5 % 5 %

Total 100 %100 %100 % 100 %

PENSKE AUTOMOTIVE GROUP, INC. Retail Automotive Operations (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 Change 2020 2019 Change

Retail Automotive Units:

New Retail 52,522 57,214 (8.2) % 126,396 166,730 (24.2)%

Used Retail 70,800 74,096 (4.4) % 176,456 218,906 (19.4)%

Total 123,322 131,310 (6.1) % 302,852 385,636 (21.5)%



Retail Automotive Revenue: (Amounts in Millions)

New Vehicles $2,350.6 $2,332.3 0.8 % $5,599.8 $6,873.9 (18.5)%

Used Vehicles 1,954.1 1,824.5 7.1 % 4,739.8 5,529.2 (14.3)%

Finance and Insurance, Net 174.4 166.0 5.1 % 415.8 491.5 (15.4)%

Service and Parts 521.8 543.5 (4.0) % 1,380.3 1,654.0 (16.5)%

Fleet and Wholesale 257.1 289.1 (11.1)% 692.4 894.3 (22.6)%

Total Revenue $5,258.0 $5,155.4 2.0 % $12,828.1 $15,442.9 (16.9)%



Retail Automotive Gross Profit: (Amounts in Millions)

New Vehicles $192.8 $164.3 17.3 % $437.6 $511.8 (14.5)%

Used Vehicles 143.3 89.7 59.8 % 284.9 284.2 0.2 %

Finance and Insurance, Net 174.4 166.0 5.1 % 415.8 491.5 (15.4)%

Service and Parts 322.0 321.7 0.1 % 827.0 981.4 (15.7)%

Fleet and Wholesale 17.2 5.8 196.6 % 28.8 15.0 92.0 %

Total Gross Profit $849.7 $747.5 13.7 % $1,994.1 $2,283.9 (12.7)%



Retail Automotive Revenue Per Vehicle Retailed:

New Vehicles $44,754 $40,764 9.8 % $44,303 $41,227 7.5 %

Used Vehicles 27,601 24,623 12.1 % 26,861 25,258 6.3 %



Retail Automotive Gross Profit Per Vehicle Retailed:

New Vehicles $3,670 $2,871 27.8 % $3,462 $3,069 12.8 %

Used Vehicles 2,024 1,210 67.3 % 1,615 1,298 24.4 %

Finance and Insurance 1,414 1,264 11.9 % 1,373 1,275 7.7 %



Retail Automotive Gross Margin:

New Vehicles 8.2 % 7.0 %+120 bps 7.8 % 7.4 %+40 bps

Used Vehicles 7.3 % 4.9 %+240 bps 6.0 % 5.1 %+90 bps

Service and Parts 61.7 % 59.2 %+250 bps 59.9 % 59.3 %+60 bps

Fleet and Wholesale 6.7 % 2.0 %+470 bps 4.2 % 1.7 %+250 bps

Total Gross Margin 16.2 % 14.5 %+170 bps 15.5 % 14.8 %+70 bps



Retail Automotive Revenue Mix Percentages:

New Vehicles 44.7 % 45.2 %-50 bps 43.7 % 44.5 %-80 bps

Used Vehicles 37.2 % 35.4 %+180 bps 36.9 % 35.8 %+110 bps

Finance and Insurance, Net 3.3 % 3.2 %+10 bps 3.2 % 3.2 %-- bps

Service and Parts 9.9 % 10.5 %-60 bps 10.8 % 10.7 %+10 bps

Fleet and Wholesale 4.9 % 5.7 %-80 bps 5.4 % 5.8 %-40 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %



Retail Automotive Gross Profit Mix Percentages:

New Vehicles 22.7 % 22.0 %+70 bps 21.9 % 22.4 %-50 bps

Used Vehicles 16.9 % 12.0 %+490 bps 14.3 % 12.4 %+190 bps

Finance and Insurance, Net 20.5 % 22.2 %-170 bps 20.9 % 21.5 %-60 bps

Service and Parts 37.9 % 43.0 %-510 bps 41.5 % 43.0 %-150 bps

Fleet and Wholesale 2.0 % 0.8 %+120 bps 1.4 % 0.7 %+70 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %

PENSKE AUTOMOTIVE GROUP, INC. Retail Automotive Operations Same-Store (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 Change 2020 2019 Change

Retail Automotive Same-Store Units:

New Retail 52,502 55,752 (5.8)% 126,298 161,575 (21.8)%

Used Retail 69,766 72,336 (3.6)% 173,104 212,535 (18.6)%

Total 122,268 128,088 (4.5)% 299,402 374,110 (20.0)%



Retail Automotive Same-Store Revenue: (Amounts in Millions)

New Vehicles $2,349.8 $2,288.1 2.7 % $5,596.3 $6,720.4 (16.7)%

Used Vehicles 1,938.2 1,788.0 8.4 % 4,681.8 5,391.9 (13.2)%

Finance and Insurance, Net 173.1 163.5 5.9 % 411.9 482.6 (14.6)%

Service and Parts 521.5 534.1 (2.4)% 1,378.4 1,619.1 (14.9)%

Fleet and Wholesale 255.6 283.6 (9.9)% 680.7 871.2 (21.9)%

Total Revenue $5,238.2 $5,057.3 3.6 % $12,749.1 $15,085.2 (15.5)%



Retail Automotive Same-Store Gross Profit: (Amounts in Millions)

New Vehicles $192.7 $160.6 20.0 % $437.4 $498.7 (12.3)%

Used Vehicles 142.3 88.5 60.8 % 281.9 281.6 0.1 %

Finance and Insurance, Net 173.1 163.5 5.9 % 411.9 482.6 (14.6)%

Service and Parts 321.8 316.0 1.8 % 825.1 960.5 (14.1)%

Fleet and Wholesale 17.2 5.8 196.6% 28.1 15.2 84.9 %

Total Gross Profit $847.1 $734.4 15.3 % $1,984.4 $2,238.6 (11.4)%



Retail Automotive Same-Store Revenue Per Vehicle Retailed:

New Vehicles $44,757 $41,040 9.1 % $44,310 $41,593 6.5 %

Used Vehicles 27,782 24,717 12.4 % 27,046 25,369 6.6 %



Retail Automotive Same-Store Gross Profit Per Vehicle Retailed:

New Vehicles $3,670 $2,881 27.4 % $3,463 $3,086 12.2 %

Used Vehicles 2,040 1,224 66.7 % 1,628 1,325 22.9 %

Finance and Insurance 1,416 1,277 10.9 % 1,376 1,290 6.7 %



Retail Automotive Same-Store Gross Margin:

New Vehicles 8.2 % 7.0 %+120 bps 7.8 % 7.4 %+40 bps

Used Vehicles 7.3 % 4.9 %+240 bps 6.0 % 5.2 %+80 bps

Service and Parts 61.7 % 59.2 %+250 bps 59.9 % 59.3 %+60 bps

Fleet and Wholesale 6.7 % 2.0 %+470 bps 4.1 % 1.7 %+240 bps

Total Gross Margin 16.2 % 14.5 %+170 bps 15.6 % 14.8 %+80 bps



Retail Automotive Revenue Mix Percentages:

New Vehicles 44.9 % 45.2 %-30 bps 43.9 % 44.5 %-60 bps

Used Vehicles 37.0 % 35.4 %+160 bps 36.7 % 35.7 %+100 bps

Finance and Insurance, Net 3.3 % 3.2 %+10 bps 3.2 % 3.2 %-- bps

Service and Parts 10.0 % 10.6 %-60 bps 10.8 % 10.7 %+10 bps

Fleet and Wholesale 4.8 % 5.6 %-80 bps 5.4 % 5.9 %-50 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %



Retail Automotive Gross Profit Mix Percentages:

New Vehicles 22.7 % 21.9 %+80 bps 22.0 % 22.3 %-30 bps

Used Vehicles 16.8 % 12.1 %+470 bps 14.2 % 12.6 %+160 bps

Finance and Insurance, Net 20.4 % 22.3 %-190 bps 20.8 % 21.6 %-80 bps

Service and Parts 38.0 % 43.0 %-500 bps 41.6 % 42.9 %-130 bps

Fleet and Wholesale 2.1 % 0.7 %+140 bps 1.4 % 0.6 %+80 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %

PENSKE AUTOMOTIVE GROUP, INC. Retail Commercial Truck Operations (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 Change 2020 2019 Change

Retail Commercial Truck Units:

New Retail 3,196 4,154 (23.1)% 8,070 8,688 (7.1) %

Used Retail 1,284 578 122.1 % 2,755 1,435 92.0 %

Total 4,480 4,732 (5.3) % 10,825 10,123 6.9 %



Retail Commercial Truck Revenue: (Amounts in Millions)

New Vehicles $376.6 $476.2 (20.9)% $930.4 $979.6 (5.0) %

Used Vehicles 63.9 36.1 77.0 % 135.4 87.8 54.2 %

Finance and Insurance, Net 4.1 3.1 32.3 % 10.5 9.0 16.7 %

Service and Parts 122.1 154.6 (21.0)% 358.1 340.7 5.1 %

Wholesale and Other 24.2 22.3 8.5 % 47.1 34.3 37.3 %

Total Revenue $590.9 $692.3 (14.6)% $1,481.5 $1,451.4 2.1 %



Retail Commercial Truck Gross Profit: (Amounts in Millions)

New Vehicles $12.3 $21.8 (43.6)% $34.4 $43.8 (21.5) %

Used Vehicles 0.8 3.3 (75.8)% (4.5) 8.9 (150.6)%

Finance and Insurance, Net 4.1 3.1 32.3 % 10.5 9.0 16.7 %

Service and Parts 52.9 55.2 (4.2) % 155.4 128.6 20.8 %

Wholesale and Other 3.0 3.2 (6.3) 6.3 9.2 (31.5)

Total Gross Profit $73.1 $86.6 (15.6)% $202.1 $199.5 1.3 %



Retail Commercial Truck Revenue Per Vehicle Retailed:

New Vehicles $117,825 $114,636 2.8 % $115,286 $112,746 2.3 %

Used Vehicles 49,735 62,460 (20.4)% 49,141 61,248 (19.8) %



Retail Commercial Truck Gross Profit Per Vehicle Retailed:

New Vehicles $3,856 $5,244 (26.5)% $4,265 $5,038 (15.3) %

Used Vehicles 626 5,684 (89.0)% (1,645) 6,211 (126.5)%

Finance and Insurance 923 658 40.3 % 973 888 9.6 %



Retail Commercial Truck Gross Margin:

New Vehicles 3.3 % 4.6 %-130 bps 3.7 % 4.5 %-80 bps

Used Vehicles 1.3 % 9.1 %-780 bps (3.3) % 10.1 %-1,340 bps

Service and Parts 43.3 % 35.7 %+760 bps 43.4 % 37.7 %+570 bps

Total Gross Margin 12.4 % 12.5 %-10 bps 13.6 % 13.7 %-10 bps



Retail Commercial Truck Revenue Mix Percentages:

New Vehicles 63.7 % 68.8 %-510 bps 62.8 % 67.5 %-470 bps

Used Vehicles 10.8 % 5.2 %+560 bps 9.1 % 6.0 %+310 bps

Finance and Insurance, Net 0.7 % 0.4 %+30 bps 0.7 % 0.6 %+10 bps

Service and Parts 20.7 % 22.3 %-160 bps 24.2 % 23.5 %+70 bps

Wholesale and Other 4.1 % 3.3 %+80 bps 3.2 % 2.4 %+80 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %



Retail Commercial Truck Gross Profit Mix Percentages:

New Vehicles 16.8 % 25.2 %-840 bps 17.0 % 22.0 %-500 bps

Used Vehicles 1.1 % 3.8 %-270 bps (2.2) % 4.5 %-670 bps

Finance and Insurance, Net 5.6 % 3.6 %+200 bps 5.2 % 4.5 %+70 bps

Service and Parts 72.4 % 63.7 %+870 bps 76.9 % 64.5 %+1,240 bps

Wholesale and Other 4.1 % 3.7 %+40 bps 3.1 % 4.5 %-140 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %

PENSKE AUTOMOTIVE GROUP, INC. Retail Commercial Truck Operations Same-Store (Unaudited)



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 Change 2020 2019 Change

Retail Commercial Truck Same-Store Units:

New Retail 2,032 2,406 (15.5)% 5,142 6,940 (25.9)%

Used Retail 834 398 109.5 % 1,849 1,255 47.3 %

Total 2,866 2,804 2.2 % 6,991 8,195 (14.7)%



Retail Commercial Truck Same-Store Revenue: (Amounts in Millions)

New Vehicles $240.1 $269.3 (10.8)% $595.3 $772.6 (22.9)%

Used Vehicles 41.9 24.9 68.3 % 91.1 76.7 18.8 %

Finance and Insurance, Net 3.2 2.5 28.0 % 8.0 8.4 (4.8) %

Service and Parts 86.9 98.6 (11.9)% 248.8 284.4 (12.5)%

Wholesale and Other 10.1 5.0 102.0 % 20.0 16.9 18.3 %

Total Revenue $382.2 $400.3 (4.5) % $963.2 $1,159.0 (16.9)%



Retail Commercial Truck Same-Store Gross Profit: (Amounts in Millions)

New Vehicles $8.3 $10.9 (23.9)% $21.8 $32.8 (33.5)%

Used Vehicles 1.9 1.9 - % 1.2 7.5 (84.0)%

Finance and Insurance, Net 3.2 2.5 28.0 % 8.0 8.4 (4.8) %

Service and Parts 35.3 39.1 (9.7) % 100.7 112.4 (10.4)%

Wholesale and Other 3.2 3.1 nm % 12.4 9.0 37.8 %

Total Gross Profit $51.9 $57.5 (9.7) % $144.1 $170.1 (15.3)%



Retail Commercial Truck Same-Store Revenue Per Vehicle Retailed:

New Vehicles $118,167 $111,913 5.6 % $115,765 $111,326 4.0 %

Used Vehicles 50,229 62,674 (19.9)% 49,270 61,142 (19.4)%



Retail Commercial Truck Same-Store Gross Profit Per Vehicle Retailed:

New Vehicles $4,090 $4,514 (9.4) % $4,242 $4,732 (10.4)%

Used Vehicles 2,252 4,680 (51.9)% 623 5,968 (89.6)%

Finance and Insurance 1,116 902 23.7 % 1,145 1,025 11.7 %



Retail Commercial Truck Same-Store Gross Margin:

New Vehicles 3.5 % 4.0 %-50 bps 3.7 % 4.2 %-50 bps

Used Vehicles 4.5 % 7.6 %-310 bps 1.3 % 9.8 %-850 bps

Service and Parts 40.6 % 39.7 %+90 bps 40.5 % 39.5 %+100 bps

Total Gross Margin 13.6 % 14.4 %-80 bps 15.0 % 14.7 %+30 bps



Retail Commercial Truck Revenue Mix Percentages:

New Vehicles 62.8 % 67.3 %-450 bps 61.8 % 66.7 %-490 bps

Used Vehicles 11.0 % 6.2 %+480 bps 9.5 % 6.6 %+290 bps

Finance and Insurance, Net 0.8 % 0.6 %+20 bps 0.8 % 0.7 %+10 bps

Service and Parts 22.7 % 24.6 %-190 bps 25.8 % 24.5 %+130 bps

Wholesale and Other 2.7 % 1.3 %+140 bps 2.1 % 1.5 %+60 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %



Retail Commercial Truck Gross Profit Mix Percentages:

New Vehicles 16.0 % 19.0 %-300 bps 15.1 % 19.3 %-420 bps

Used Vehicles 3.7 % 3.3 %+40 bps 0.8 % 4.4 %-360 bps

Finance and Insurance, Net 6.2 % 4.3 %+190 bps 5.6 % 4.9 %+70 bps

Service and Parts 68.0 % 68.0 %-- bps 69.9 % 66.1 %+380 bps

Wholesale and Other 6.1 % 5.4 %+70 bps 8.6 % 5.3 %+330 bps

Total 100.0 % 100.0 % 100.0 % 100.0 %

PENSKE AUTOMOTIVE GROUP, INC.Consolidated Non-GAAP Reconciliations(Unaudited)

The following tables reconcile reported income from continuing operations and earnings per share to adjusted income from continuing operations and adjusted earnings per share for the three and nine months ended September 30, 2020 and 2019:

Income from Continuing Operations:



Three Months Ended Nine Months Ended

(Amounts in Millions) September 30, September 30,

2020 2019 % Change 2020 2019 % Change



Income from Continuing Operations $246.5 $116.1112.3 %$343.1 $333.92.8 %

Less: Income tax benefit (1) (15.4) - nm (15.4) - nm

Adjusted Income from Continuing Operations$231.1 $116.199.1 %$327.7 $333.9(1.9) %

Earnings Per Share:



Three Months Ended Nine Months Ended

September 30, September 30,

2020 2019 % Change 2020 2019 % Change



Earnings Per Share from Continuing Operations $3.07 $1.42116.2 %$4.27 $4.026.2 %

Less: Income tax benefit (1) (0.19) - nm (0.19) - nm

Adjusted Earnings Per Share from Continuing Operations$2.87 (2)$1.42102.1 %$4.08 $4.021.5 %

During the third quarter of 2020, we recorded a net income tax benefit of $15.4 (1)million, or $0.19 per share, from various U.S. and foreign tax legislation changes.

(2)Earnings per share amounts may not sum due to rounding.

The following tables reconcile reported net income to earnings before interest, taxes, depreciation, and amortization ("EBITDA") for the three and nine months ended September 30, 2020 and 2019:



Three Months Ended

September 30, 2020 vs. 2019

(Amounts in Millions) 2020 2019 Change % Change



Net Income $ 247.6$ 116.1$131.5113.3%

Add: Depreciation 29.0 27.5 1.5 5.5 %

Other Interest Expense 30.8 32.9 (2.1)(6.4)%

Income Taxes 64.1 42.4 21.7 51.2 %

Income from Discontinued Operations, net of tax (0.1) (0.1) - nm

EBITDA $ 371.4$ 218.8$152.669.7 %



Nine Months Ended

September 30, 2020 vs. 2019

(Amounts in Millions) 2020 2019 Change % Change



Net Income $343.9 $333.8 $10.1 3.0 %

Add: Depreciation 85.4 81.0 4.4 5.4 %

Other Interest Expense 90.9 93.2 (2.3) (2.5) %

Income Taxes 100.7 118.6 (17.9)(15.1)%

Income from Discontinued Operations, net of tax (0.3) (0.3) - nm

EBITDA $620.6 $626.3 $(5.7) (0.9) %



nm - not meaningful

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SOURCE Penske Automotive Group, Inc.