News Column

DEALERTRACK TECHNOLOGIES, INC - 10-Q - Management's Discussion and Analysis of Financial Condition and Results of Operations

May 12, 2014

You should read the following discussion and analysis of our financial condition and results of operations in conjunction with our consolidated financial statements. Certain statements in this Quarterly Report on Form 10-Q are "forward-looking statements" within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended (the Exchange Act). Any statements that do not relate to historical or current facts or matters are forward-looking statements. These forward-looking statements can be identified by the use of words such as "anticipate," "believe," "plan," "estimate," "expect," "intend," "should," "may" and other similar expressions, although not all forward-looking statements contain these identifying words. These statements involve a number of risks, uncertainties and other factors that could cause our actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by these forward-looking statements. Factors that could materially affect such forward-looking statements include: economic trends that affect the automotive retail industry or the indirect automotive financing industry including the number of new and used cars sold; credit availability; reductions in automotive dealerships; increased competitive pressure from other industry participants, including Open Dealer Exchange, RouteOne, CUDL, Finance Express and AppOne; the impact of some vendors of software products for automotive dealers making it more difficult for Dealertrack's customers to use Dealertrack's solutions and services; security breaches, interruptions, failures and/or other errors involving Dealertrack's systems or networks; the failure or inability to execute any element of Dealertrack's business strategy, including selling additional products and services to existing and new customers; Dealertrack's success in implementing an ERP system; the volatility of Dealertrack's stock price; new regulations or changes to existing regulations; the integration of recent acquisitions and the expected benefits, as well as the integration and expected benefits of any future acquisitions that Dealertrack may pursue; Dealertrack's success in expanding its customer base and product and service offerings, the impact of recent economic trends, and difficulties and increased costs associated with raising additional capital; the impairment of intangible assets, such as trademarks and goodwill; the possibility that the expected benefits of our acquisition of Dealer.com may not materialize as expected; failure to successfully integrate the business, infrastructure and employees of Dealer.com; and other risks listed in Dealertrack's reports filed with the SEC, including in the section entitled "Risk Factors" in Part I, Item 1A in our Annual Report on Form 10-K for the year ended December 31, 2013 filed with the SEC on February 21, 2014. Investors are urged to consider these factors carefully in evaluating the forward-looking statements and are cautioned not to place undue reliance on such forward-looking statements. The forward-looking statements made herein are only made as of the date hereof and we undertake no obligation to publicly update such forward-looking statements to reflect subsequent events or circumstances except as required by law. Overview Dealertrack's web-based software solutions and services enhance efficiency and profitability for all major segments of the automotive retail industry, including dealers, lenders, OEMs, third-party retailers, agents and aftermarket providers. Dealertrack operates the largest online credit application networks in the United States and Canada. We believe we deliver the industry's most comprehensive solution set for automotive retailers, including:



Digital Marketing solutions, which delivers websites, digital advertising

products, and digital marketing offerings to assist dealers in achieving higher

lead conversion rates by helping to optimize the number of shoppers to their

websites;



Dealer Management solutions, which provide independent and franchised dealers

with a powerful dealer management system (DMS) featuring easy-to-use tools and

real-time data access to enhance their efficiency;



Sales and F&I solutions, which allow dealers to streamline the in-store and

online sales processes as they structure deals from a single integrated platform;



Inventory solutions, which deliver vehicle inventory management and

transportation offerings to help dealers accelerate used-vehicle turn rates and

assist with the facilitation of vehicle delivery;



Registration & Titling solutions, which include online and cross-state vehicle

registration services; and



Collateral Management solutions, which include electronic lien and titling

applications and service, title and collateral administration, as well as our

digital contracting processing services. Executive Summary



Below are selected highlights of our operations for the three months ended March 31, 2014:

Revenue for the three months ended March 31, 2014 was $158.8 million, an

increase of $49.7 million from the three months ended March 31, 2013.



Net loss for the three months ended March 31, 2014 was $(11.6) million as

compared to a net loss of $(34,000) for the three months ended March 31, 2013.

Net loss for the three months ended March 31, 2014 was adversely impacted by

$7.5 million, net of tax, of charges relating to changes in expected use of

certain assets as we integrate solutions and was positively impacted by $6.8

million, net of tax, from the gain on the sale of our investment in TrueCar.

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On March 1, 2014, we completed our acquisition of Dealer.com, a leading

provider of comprehensive digital marketing solutions and services for the

automotive retail industry. See Note 12 for further detail.



In February 2014, we signed agreements to sell all of our equity interest in

TrueCar. We received proceeds of $92.5 million from the sale of the shares,

which had a carrying value of $82.7 million. This resulted in a gain of $6.8

million, net of taxes. The tax liability of $22.3 million, before utilization

of tax attributes, on the taxable gain of approximately $58.8 million is

included within income taxes payable of $16.0 million presented within accrued

liabilities - other as of March 31, 2014. We used a portion of the after-tax

proceeds from the sale as part of the purchase consideration for the acquisition of Dealer.com.



On February 28, 2014 we entered into a credit agreement which provides credit

facilities aggregating $800 million, including a $575 million term loan B

credit facility and a $225 million revolving credit facility. The proceeds of

the term loan B credit facility were used to pay the cash consideration for

the acquisition of Dealer.com. The proceeds of the revolving credit facility,

under which no amounts have been borrowed, may be used for general corporate

purposes of Dealertrack and its subsidiaries (including certain acquisitions,

capital expenditures and investments).



Non-GAAP Financial Measures and Other Business Statistics

We monitor our business performance using a number of measures that are not found in our consolidated financial statements. These measures include the number of active dealers and lenders, active lender to dealership relationships in the Dealertrack network, the number of transactions processed, average transaction price, transaction revenue per car sold, the number of subscribing dealers in the Dealertrack network, and the average monthly subscription revenue per subscribing dealership. We believe that improvements in these metrics will result in improvements in our financial performance over time.



The following table consists of our non-GAAP financial measures and certain other business statistics that management continually monitors (amounts in thousands are GAAP net loss, adjusted earnings before interest, taxes, depreciation and amortization (adjusted EBITDA), adjusted net income, capital expenditure data and transactions processed):

Three Months Ended March 31, 2014 2013 GAAP net loss $ (11,642 ) $ (34 ) Non-GAAP Financial Measures and Other Business Statistics: Adjusted EBITDA (non-GAAP) (1) $ 30,514$ 24,229 Adjusted net income (non-GAAP) (1) $ 11,487



$ 12,036

Capital expenditures, software and website development costs $ 22,559



$ 9,581 Active dealers in our U.S. network as of end of the period (2)

20,719



20,041

Active lenders in our U.S. network as of end of the period (3) 1,443 1,291 Active lender to dealer relationships as of end of the period (4) 202,984 181,578 Transactions processed (5) 28,560 24,106 Average transaction price (6) $ 2.76 $ 2.60

Transaction revenue per car sold (7) $ 11.20



$ 8.99 Subscribing dealers in U.S. and Canada as of end of the period (8)

23,624



17,832

Average monthly subscription revenue per subscribing dealership (9) $ 956



$ 737 Active dealerships on advertising platform as of end of the period (10)

7,053 * Average advertising spend per dealer rooftop (11) $ 1,708

$ *



* Historical amounts not applicable

(1) Adjusted EBITDA is a non-GAAP financial measure that represents GAAP net income (loss)

excluding interest, taxes, depreciation and amortization expenses, stock-based

compensation, contra-revenue and certain items, as applicable, such as: impairment

charges, restructuring charges, impact of acquisition-related activity (including

contingent consideration changes, compensation expense, basis difference amortization,

and professional service fees), realized gains on sales of previously impaired

securities, gains or losses on sales or disposals of subsidiaries and other assets,

rebranding expenses and certain other items that we do not believe are indicative of

our ongoing operating results.

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Adjusted net income is a non-GAAP financial measure that represents GAAP net

income (loss) excluding stock-based compensation expense, the amortization of

acquired identifiable intangibles, contra-revenue, and certain items, as

applicable, such as: impairment charges, restructuring charges, impact of

acquisition-related activity (including contingent consideration changes,

compensation expense, basis difference amortization, and professional service

fees), realized gains on sales of previously impaired securities, gains or losses

on sales or disposals of subsidiaries and other assets, adjustments to deferred

tax asset valuation allowances, non-cash interest expense, rebranding expenses and

certain other items that we do not believe are indicative of our ongoing operating

results. These adjustments to net income (loss), which are shown before taxes, are

adjusted for their tax impact at their applicable statutory rates.

Adjusted EBITDA and adjusted net income are presented because management believes

that they provide additional information with respect to the performance of our

fundamental business activities and are also frequently used by securities

analysts, investors and other interested parties in the evaluation of comparable

companies. We rely on adjusted EBITDA and adjusted net income as primary measures

to review and assess the operating performance of our company and management team

in connection with our executive compensation plan incentive payments.

Adjusted EBITDA and adjusted net income have limitations as analytical tools

and you should not consider them in isolation from, or as a substitute for,

analysis of our results as reported under GAAP. Some of these limitations

are: Adjusted EBITDA and adjusted net income do not reflect our cash expenditures or future requirements for capital expenditures or contractual commitments;



Adjusted EBITDA and adjusted net income do not reflect changes in, or

cash requirements for, our working capital needs;

Although depreciation and amortization are non-cash charges, the assets

being depreciated and amortized will often have to be replaced in the future, and adjusted EBITDA and adjusted net income do not reflect any cash requirements for such replacements;



Non-cash compensation is and will remain a key element of our overall

long-term incentive compensation package, although we exclude it from adjusted net income and adjusted EBITDA when evaluating our ongoing performance for a particular period; Adjusted EBITDA and adjusted net income do not reflect the impact of certain charges or gains resulting from matters we consider not to be indicative of our ongoing operations; and



Other companies may calculate adjusted EBITDA and adjusted net income

differently than we do, limiting its usefulness as a comparative measure.

Because of these limitations, adjusted EBITDA and adjusted net income should

not be considered as measures of discretionary cash available to us to invest

in the growth of our business. We compensate for these limitations by relying

primarily on our GAAP results and using adjusted EBITDA and adjusted net

income only as supplements to our GAAP results. Adjusted EBITDA and adjusted

net income are measures of our performance that are not required by, or

presented in accordance with, GAAP. Adjusted EBITDA and adjusted net income

are not measurements of our financial performance under GAAP and should not

be considered as alternatives to net income (loss), operating income or any

other performance measures derived in accordance with GAAP or as alternatives

to cash flow from operating activities as a measure of our liquidity.

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The following table sets forth the reconciliation of adjusted EBITDA, a non-GAAP financial measure, from net loss, our most directly comparable financial measure, in accordance with GAAP (in thousands):

Three Months Ended March 31, 2014 2013 GAAP net loss $ (11,642 ) $ (34 ) Interest income (100 ) (124 ) Interest expense - cash 2,740 1,062

Interest expense - non-cash (12) 3,170 2,302 Benefit from income taxes, net (4,639 ) (1,170 ) Depreciation of property and equipment and amortization of capitalized software and website costs 10,595 6,581 Amortization of acquired identifiable intangibles 20,696

7,316 EBITDA (non-GAAP) 20,820 15,933 Adjustments: Stock-based compensation 4,123 3,271 Contra-revenue(13) 1,157 1,354

Acquisition-related and other professional fees 6,974 483



Acquisition-related contingent consideration changes and compensation expense, net (14)

929 35 Integration and other related costs (15) 5,792 799 Gain on sale of investment (9,828 ) - Amortization of equity method investment basis difference (16) 547 706 Rebranding expense - 1,648 Adjusted EBITDA (non-GAAP) $ 30,514$ 24,229



The following table sets forth the reconciliation of adjusted net income, a non-GAAP financial measure, from net loss, our most directly comparable financial measure in accordance with GAAP (in thousands):

Three Months Ended March 31, 2014 2013 GAAP net loss $ (11,642 ) $ (34 ) Adjustments:

Interest expense - non-cash (not tax-impacted) (12) 3,170 2,302 Amortization of acquired identifiable intangibles 20,696

7,316 Stock-based compensation 4,123 3,271 Contra-revenue(13) 1,157 1,354 Gain on sale of investment (9,828 ) -

Acquisition-related and other professional fees 6,974 483



Acquisition-related contingent consideration changes and compensation expense, net (14)

929 35 Integration and other related costs (15) 6,481 799 Rebranding expense - 1,648 Amortization of equity method investment basis difference (16) 547 706 Amended state tax returns impact (non-taxable) - 56 Tax impact of adjustments (17) (11,120 )



(5,900 )

Adjusted net income (non-GAAP) $ 11,487

$ 12,036



(2) We consider a dealer to be active in our U.S. network as of a date if the dealer

completed at least one revenue-generating credit application processing transaction

using the U.S. Dealertrack network during the most recently ended calendar month.

The number of active U.S. dealers is based on the number of dealer accounts as

communicated by lenders on the U.S. Dealertrack network.

(3) We consider a lender to be active in our U.S. network as of a date if it is

accepting credit application data electronically from U.S. dealers in the U.S.

Dealertrack network.

(4) Each lender to dealer relationship represents a pair between an active U.S. lender

and an active U.S. dealer at the end of a given period. 29



(5) Represents revenue-generating transactions processed in the U.S. Dealertrack,

Dealertrack Aftermarket Services, Registration and Titling Solutions, Collateral

Management Solutions and Dealertrack Canada networks at the end of a given period.

(6) Represents the average revenue earned per transaction processed in the U.S.

Dealertrack, Dealertrack Aftermarket Services, Registration and Titling Solutions,

Collateral Management Solutions and Dealertrack Canada networks during a given

period. Revenue used in the calculation adds back (excludes) transaction related

contra-revenue.

(7) Represents transaction services revenue divided by our estimate of total new and

used car sales for the period in the U.S. and Canada. Revenue used in this

calculation adds back (excludes) transaction related contra-revenue.

(8) Represents the number of dealerships in the U.S. and Canada with one or more active

subscriptions at the end of a given period. Subscriptions to Dealertrack

CentralDispatch have been excluded as their customers include brokers and carriers

in addition to dealers.

(9) Represents subscription services revenue divided by average subscribing dealers for

a given period in the U.S. and Canada. Revenue used in the calculation adds back

(excludes) subscription related contra-revenue. In addition, subscribing dealers

and subscription services revenue from Dealertrack CentralDispatch have been

excluded from the calculation as a majority of these customers are not dealers.

(10) We consider a dealership to be active on our advertising platforms as of a date if

it incurred advertising spend in that month.

(11) Represents advertising services revenue divided by average active dealerships on

our advertising platforms for a given period.

(12) Represents interest expense relating to the amortization of deferred financing

costs and debt discount in connection with the senior convertible notes, term loan

B credit facility, and revolving credit facility.

(13) For further information, please refer to Note 17 in the accompanying notes to the

consolidated financial statements included in this Quarterly Report on Form 10-Q

and Note 17 and Note 18 in the notes to the consolidated financial statements

included in our Annual Report on Form 10-K for the year ended December 31, 2013.

(14) Represents the change in the acquisition-related contingent consideration from the

ClickMotive acquisitions and other additional acquisition-related compensation

charges.

(15) The adjustment for adjusted net income exceeds the adjustment for Adjusted EBITDA

by $0.6 million of accelerated amortization charges relating to internally

developed software for changes in expected asset use as we integrate solutions,

which is included in the depreciation adjustment within the Adjusted EBITDA

reconciliation.

(16) Represents amortization of the basis difference between the book basis of the

Chrome assets contributed to the Chrome Data Solutions joint venture and the fair

value of the investment in Chrome Data Solutions.

(17) The tax impact of adjustments for the three months ended March 31, 2014 are based

on a U.S. statutory tax rate of 38.7% applied to taxable adjustments other than

amortization of acquired identifiable intangibles, stock-based compensation expense

and gain on sale of investment, which are based on a blended tax rate of 38.6%,

38.3% and 31.0%, respectively. Additionally, the tax impact of adjustments includes

$1.6 million of incremental deferred taxes related to the acquisition of

Dealer.com. The tax impact of adjustments for the three months ended March 31, 2013

are based on a U.S. statutory tax rate of 38.2% applied to taxable adjustments

other than amortization of acquired identifiable intangibles and stock-based

compensation expense, which are based on a blended tax rate of 38.1% and 37.7%,

respectively. 30 Revenue Transaction Services Revenue. Transaction services revenue consists of revenue earned from our lender customers for each credit application or contract that dealers submit to them. In addition, we earn transaction services revenue from lender customers for each financing contract executed via our electronic contracting and digital contract processing solutions, as well as from lender customers for collateral management transactions.



We also earn transaction services revenue from dealers or other service and information providers, such as aftermarket providers and credit report providers, for each fee-bearing product accessed by dealers. This includes transaction services revenue for completion of on-line registrations with department of motor vehicles, completion of inventory appraisals, and accessing of credit reports.

Subscription Services Revenue. Subscription services revenue consists of revenue earned from primarily our dealers and other customers (typically on a monthly basis) for use of our subscription products and services. Our subscription services enable dealer customers to manage their dealership data and operations, compare various financing and leasing options and programs, manage the allocation of advertising spend, sell insurance and other aftermarket products, analyze, merchandise, advertise, and transport their inventory and execute financing contracts electronically. Advertising and Other Services Revenue. Advertising revenue consists of amounts we charge customers for the third-party cost of online display advertisements and paid search campaigns related to our advertising products. We recognize the gross amount of such advertising spend as advertising revenue. Amounts we charge to manage the allocation of advertising spend are included in subscription services revenue. Other revenue consists of revenue primarily earned through forms programming, data conversion, hardware and equipment sales from our Dealer Management solutions, and shipping fees and commissions earned from our digital contract business. Training fees are also included in other revenue.



Operating Expenses

Cost of Revenue. Cost of revenue primarily consists of expenses related to running our network infrastructure (including Internet connectivity, hosting expenses, and data storage), expenses incurred in implementing and maintaining website service operations, third-party advertising costs associated with certain of our search and media product offerings, data and image licensing fees, and the cost of third party tools and services integrated into our various product platforms. Compensation and related benefits, technology consulting fees and other operating expenses for certain network and technology departments, DMS installation teams, customer relationship and digital marketing implementation teams, strategic inventory consulting and digital marketing professional service and dealer support teams and the production teams of our digital contract, registration and titling and collateral management solutions are also included. In addition, cost of revenue includes amortization expense on acquired intangible assets and capitalized software and website development costs, amounts paid to third parties pursuant to contracts under which (i) a portion of certain revenue is owed to those third parties (revenue share) or (ii) fees are due on the number of transactions processed, hardware and travel costs associated with our DMS product offering and installation personnel, and temporary labor expenses associated with personnel who process transactions for our digital contract, collateral management, and registration and titling solutions. Research and Development Expenses. Research and development expenses consist primarily of compensation and related benefits, technology consulting fees and other operating expenses associated with our software engineering, project management, quality assurance and product development departments. These departments perform research and development of new product offerings, in addition to enhancing and maintaining existing products. Selling, General and Administrative Expenses. Selling, general and administrative expenses consist primarily of compensation and related benefits, consulting fees and other operating expenses associated with departments performing sales, marketing, customer service and administrative functions. Also included are facility costs, professional fees, amortization related to internal applications, public company costs and any other cost not deemed to be related to cost of revenue or research and development.



We allocate overhead such as occupancy and telecommunications charges, and depreciation expense, based on headcount, as we believe this to be the most accurate measure. As a result, a portion of general overhead expenses are reflected in each operating expense category.

In previous periods, certain development, engineering and quality assurance costs related to our research and development efforts were recorded within cost of revenue on our consolidated statement of operations. In conjunction with the acquisition of Dealer.com, the categories of operating expenses were reviewed and it was determined that presentation of these costs within their own caption, research and development, within operating expenses was more useful to readers of our financial statements. Product development expenses, previously presented on their own line within operating expenses, are now included as research and development expenses. In addition, certain technology and development costs relating to our internal ERP and CRM applications, which were also previously recorded in cost of revenue, are now being presented in selling, general and administrative expenses. The following table provides a reconciliation from the prior presentation to the current presentation for the three months ended March 31, 2013: Three Months Ended March 31, 2013 Operating Expenses: Historic Adjustment Adjusted Cost of revenue $ 63,188$ (14,978 )$ 48,210 Product development 3,630 (3,630 ) - Research and development - 17,630 17,630

Selling, general and administrative 41,490 978

42,468 Total operating expenses $ 108,308 $ - $ 108,308



A reconciliation of operating expenses from the prior presentation to the current presentation for the preceding two fiscal years is included in Note 19 to these financial statements.

31 Acquisitions

On March 1, 2014, we completed the acquisition of the outstanding equity of Dealer.com for $617.9 million in cash and 8.715 million shares of our common stock for a total cost of $1,089 million, subject to working capital and other adjustments. Dealer.com is a leading provider of comprehensive digital marketing solutions and services for the automotive retail industry. We expect the acquisition to further our vision of transforming automotive retailing by delivering the most advanced solutions for dealers, OEMs, lenders and car shoppers. For further information, please refer to Note 12 in the accompanying notes to the consolidated financial statements included in this Quarterly Report on

Form 10-Q. Fair Value Measurements

We have segregated all financial assets that are measured at fair value on a recurring basis into the most appropriate level within the fair value hierarchy based on the inputs used to determine the fair value at the measurement date. In connection with our October 1, 2012 acquisition of ClickMotive, a portion of the purchase price included contingent consideration that is payable in 2014 based upon the achievement of certain performance targets in 2013. The fair value of the contingent consideration is primarily determined based upon probability-weighted revenue forecasts for the underlying period. The contingent consideration is revalued each reporting period, until settled, with the resulting gains and losses recorded in the consolidated statements of operations. We estimated the fair value of the contingent consideration as of March 31, 2014 to be $0.3 million. We recorded income of $0.3 million for the three months ended March 31, 2014 as a result of the decrease in the estimated settlement of the contingent consideration from the estimated amount of $0.5 million as of December 31, 2013.



A reconciliation of the beginning and ending balances of the contingent consideration, a Level 3 liability, is as follows (in thousands):

Balance as of December 31, 2013$ (500 )



Change in fair value of contingent consideration 250

Balance as of March 31, 2014$ (250 )



Critical Accounting Policies and Estimates

Our management's discussion and analysis of our financial condition and results of our operations is based on our consolidated financial statements, which have been prepared in accordance with generally accepted accounting principles (GAAP). The preparation of these consolidated financial statements requires management to make estimates and judgments that affect the amounts reported for assets, liabilities, revenue, expenses and the disclosure of contingent liabilities. Our critical accounting policies are those that we believe are both important to the portrayal of our financial condition and results of operations and that involve difficult, subjective or complex judgments, often as a result of the need to make estimates about the effect of matters that are inherently uncertain. The estimates are based on historical experience and on various assumptions about the ultimate outcome of future events. Our actual results may differ from these estimates if unforeseen events occur or should the assumptions used in the estimation process differ from actual results. We believe there have been no material changes to the critical accounting policies discussed in the section entitled "Management Discussion and Analysis of Financial Condition and Results of Operations" in our Annual Report on Form 10-K for the year ended December 31, 2013, except as set forth below.



Revenue Recognition

Subscription Services Revenue

Subscription services revenue consists of revenue earned from primarily our dealers and other customers (typically on a monthly basis) for use of our subscription products and services. Our subscription services enable dealer customers to manage their dealership data and operations, compare various financing and leasing options and programs, manage the allocation of advertising spend, sell insurance and other aftermarket products, analyze, merchandise, advertise, and transport their inventory and execute financing contracts electronically. Revenue is recognized from such contracts ratably over the contract period. Set-up fees, if applicable, are recognized ratably over the expected dealer customer relationship period, which is generally 36 to 60 months. For contracts that contain two or more subscription products and services, we recognize revenue in accordance with the above policy using relative selling price when the delivered products have stand-alone value.

32 Advertising and Other Revenue Advertising revenue consists of amounts we charge customers for the third-party cost of online display advertisements and paid search campaigns related to our advertising products. We recognize revenue as clicks are recorded on sponsored links on the various search engines for paid search or as impressions are delivered for display advertisements. As we are the primary obligor in a majority of our arrangements, subject to the credit risk and with discretion over price, we recognize the gross amount of such advertising spend as advertising revenue and the cost of such advertising from online search providers as cost of revenue. In instances in which we are not the primary obligor, our customers advertising spend and amounts paid to the online search providers do not impact our consolidated results of operations. In both instance, we record as subscription services revenue the amounts we charge to manage the allocation of advertising spend. Other revenue consists of revenue primarily earned through forms programming, data conversion, hardware and equipment sales from our Dealer Management solutions, and shipping fees and commissions earned from our digital contract business. Training fees are also included in other revenue. Other revenue is recognized when the service is rendered.



State and other Incentive Credits

We participate in certain programs, primarily sponsored by state governments, whereby we receive cash incentives based on achieving certain employment and capital expenditure milestones and by participating in qualifying training activities. Credits relating to capital spend are recorded as a reduction in capital expenditures. Credits relating to employment are recorded as a reduction of operating expenses.



Net Income (Loss) Per Share

Basic earnings per share is calculated by dividing net income (loss) by the weighted average number of common shares outstanding during the period. Diluted earnings per share is calculated by dividing net income (loss) by the weighted average number of common shares outstanding, assuming dilution, during the period. The diluted earnings per share calculation assumes (i) all stock options which are in the money are exercised at the beginning of the period, (ii) if applicable, unvested awards that are considered to be contingently issuable shares because they contain either a performance or market condition will be included in diluted earnings per share if dilutive and if their conditions have (a) been satisfied at the reporting date or (b) would have been satisfied if the reporting date was the end of the contingency period, (iii) if applicable, potential common shares which may be issued to satisfy the conversion spread value of our senior convertible notes, and (iv) if applicable, potential common shares which may be issued to satisfy the warrants issued in conjunction with our senior convertible notes. The number of shares included in the denominator of diluted earnings per share relating to our senior convertible notes is calculated by dividing the conversion spread value by the average share price of our common stock during the period. The conversion spread value is the value that would be delivered to investors based on the terms of the notes, at the assumed conversion date. The number of shares included in the denominator of diluted earnings per share relating to the warrants issued in conjunction with our senior convertible notes is calculated using the treasury stock method, with the dilution calculated by dividing the warrant premium by the average share price of our common stock during the period. The warrant premium is the value that would be delivered to investors based on the terms of the warrants, at the assumed conversion date.



Concentration of Credit Risk

Our assets that are exposed to concentrations of credit risk consist primarily of cash, cash equivalents, short-term and long-term marketable securities and receivables from clients. We place our cash, cash equivalents, short-term and long-term marketable securities with financial institutions. We regularly evaluate the creditworthiness of the issuers in which we invest. Our trade receivables are spread over many customers. We maintain an allowance for uncollectible accounts receivable based on expected collectability and perform ongoing credit evaluations of customers' financial condition. Our revenue is generated from customers in the automotive retail industry. As of March 31, 2014, one customer accounted for 14% of our accounts receivable. As of December 31, 2013, no customer accounted for more than 10% of our accounts receivable. For the three months ended March 31, 2014 and March 31, 2013, no customer accounted for more than 10% of our revenue. Related Party Transactions One of our stockholders, who owns more than 5% of our outstanding common shares, also has an ownership interest in a third party that Dealer.com sells services to in the normal course of business. Revenue for the one month period from the date of acquisition to March 31, 2014 from this third party was $1.5 million and the accounts receivable from this third party as of March 31, 2014 was $2.9

million. 33 Results of Operations The following table sets forth, for the periods indicated, the consolidated statements of operations: Three Months Ended March 31, 2014 2013 $ Amount % of Net Revenue $ Amount % of Net Revenue (In thousands, except percentages) Consolidated Statements of Operations Data: Net revenue $ 158,808 100 % $ 109,059 100 % Operating expenses: Cost of revenue 89,907 57 % 48,210 44 % Research and development 24,048 15 % 17,630 16 %

Selling, general and administrative 67,486 42 %

42,468 39 % Total operating expenses 181,441 114 % 108,308 99 %

Income (loss) from operations (22,633 ) (14 )%

751 1 % Interest income 100 - % 124 0 % Interest expense (5,910 ) (3 )% (3,364 ) (3 )% Other income, net 709 - % 66 0 % Gain on sale of investment 9,828 6 % - - % Earnings from equity method investment, net 1,625 1 % 1,219 1 % Loss before benefit from income taxes, net (16,281 ) (10 )% (1,204 ) (1 )% Benefit from income taxes, net 4,639 3 %

1,170 1 % Net loss $ (11,642 ) (7 )% $ (34 ) 0 % 34



Three Months Ended March 31, 2014 and 2013

Revenue Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages) Transaction services revenue $ 77,735$ 61,364$ 16,371 27 % Subscription services revenue 61,969 42,778 19,191 45 % Advertising and other revenue 19,104 4,917 14,187 289 % Total net revenue $ 158,808$ 109,059$ 49,749 46 %

Transaction Services Revenue. The increase in transaction services revenue is primarily due to an increase in automobile sales, increased credit application activity, and improving credit availability. These industry trends had a positive impact on the following changes in our key business metrics: Three Months Ended March 31, Variance 2014 2013 Amount Percent Average transaction price (1) $ 2.76 $ 2.60 $ 0.16 6 %

Transaction revenue per car sold $ 11.20 $ 8.99 $ 2.21 25 % Active lenders in our U.S. network as of end of the period 1,443 1,291 152 12 % Active lender to dealer relationships as of end of the period 202,984 181,578 21,406 12 % Transactions processed (in thousands, except percentages) 28,560 24,106 4,454 18 % (1) - Revenue used in the calculation adds back (excludes) contra revenue. Our average transaction price and the total number of transactions processed increased 6% and 18%, respectively, which resulted in an increase in revenue of $4.6 million and $11.6 million, respectively. In addition there was a decrease in contra-revenue of $0.2 million. Contributing factors to the increase in average transaction price and the total number of transactions processed included increases of 12% in active lender customers in our U.S. Dealertrack network and a 12% increase in our active lender to dealer relationships, as well as an increase in car sales volumes and transaction pricing. While new lender customers are generally lower transaction volume customers, they have higher average prices per transaction. Additional volumes in Registration & Titling solutions and Collateral Management solutions (including the additional volume from Vintek acquired on October 1, 21013), which are at a higher average price than our other transactions, also contributed to the increase in average transaction price and the total number of transactions processed. The increase in our number of lender to dealer relationships was attributable to more active dealers, more active lenders on our U.S. network, and an increase in the average number of lenders that dealers use. In addition, expanded use across our range of transaction products increased our transaction revenue per car sold. The Vintek and Casey & Casey acquisitions contributed $4.4 million and $2.1 million to transaction services revenue, respectively, for the three months ended March 31, 2014. Subscription Services Revenue. The increase in subscription services revenue is primarily a result of additional subscription services revenue from the acquisitions of Dealer.com and CFM, as well as from organic growth. The net increase in subscription services revenue was a result of the following changes in our key business metrics: Three Months Ended March 31, Variance 2014 2013 Amount Percent Average monthly subscription revenue per subscribing dealership (1)(2) $ 956 $ 737 $ 219 30 % Subscribing dealers in U.S. and Canada as of end of the period (2) 23,624 17,832 5,792 32 %



(1) - Revenue used in the calculation adds back (excludes) contra revenue. (2) - Subscribing dealers and subscription revenue from Dealertrack CentralDispatch have been excluded from the calculation as a majority of these customers are not dealers.

Our average monthly subscription revenue per subscribing dealer and the number of subscribing dealers increased 30% and 32%, respectively. Dealer.com and CFM contributed $12.8 million and $1.6 million to subscription services revenue, respectively, for the three months ended March 31, 2014. In addition, we had continued success in selling DMS and Sales and F&I products, including our ability to cross sell those solutions to existing customers, which increased the average monthly spend per subscribing dealer. 35



Advertising and Other Revenue. The increase in advertising and other revenue is primarily due to the acquisition of Dealer.com and its advertising products related to paid search and display advertising. These industry trends had a positive impact on the following changes in our key business metrics:

Three Months Ended March 31, Variance 2014 2013 Amount Percent Active dealerships on advertising platform as of end of the period 7,053 * * * Average advertising spend per dealer rooftop $ 1,708 * * *



* Historical amounts not applicable

Advertising and other revenue increased $14.2 million primarily due to the Dealer.com acquisition in March 2014, which contributed $12.3 million to the total increase. Operating Expenses Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages) Cost of revenue $ 89,907$ 48,210$ 41,697 86 % Research and development 24,048 17,630 6,418 36 % Selling, general and administrative 67,486 42,468

25,018 59 % Total operating expenses $ 181,441$ 108,308$ 73,133 68 % Cost of Revenue. Additional compensation and related benefit costs of $4.9 million primarily due to additional team members, including those from the acquisitions of Casey & Casey, Vintek, CFM and Dealer.com, contributed to the increase. These acquisitions also contributed an increase of $13.8 million

in direct costs of revenue.

Other increases included $13.4 million of intangible amortization expense, $2.9 million of amortization of software development costs and $4.2 million of technology expenses, including technology consulting and other related expenses. The increase in amortization expense is primarily a result of additional acquired intangibles as well as $8.9 million from charges relating to changes in expected asset use. Technology expenses also include $3.2 million of charges relating to changes in expected asset use. Research and Development Expenses.The increase was primarily the result of an increase of $4.3 million in compensation and related benefit costs primarily due to additional team members, including those from acquisitions, and $1.4 million in additional technology expenses, including technology consulting and other related expenses. Selling, General and Administrative Expenses. The increase was primarily the result of $10.4 million of additional compensation and related benefit costs, primarily due to additional team members, including those from acquisitions, and $6.5 million of additional transaction related costs, primarily from the Dealer.com acquisition. There were also increases of $0.8 million in recruiting and relocation, $0.9 million in travel and related costs, $1.4 million of marketing expenses, $1.2 million in professional fees (including acquisition and integration costs), $0.7 million in occupancy and telecom costs (primarily acquisition-related), $1.6 million in additional technology expenses, including technology consulting and other related expenses, and $0.5 million in depreciation expense. 36 Interest Expense Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages) Interest expense $ (5,910 )$ (3,364 )$ (2,546 ) 76 % Interest expense related to the convertible notes for the three months ended March 31, 2014 consisted of coupon interest of $0.8 million, amortization of debt discount of $2.1 million, and amortization of debt issuance costs of $0.3 million. Interest expense related to our term loan B credit facility for the three months ended March 31, 2014 consisted of cash interest of $1.8 million and amortization of debt discount of $0.1 million.



Interest expense related to our 2014 and 2011 revolving credit facilities for the three months ended March 31, 2014 consisted of commitment fees of $0.1 million and amortization of debt issuance costs of $0.7 million, including acceleration of $0.5 million.

Interest expense related to the convertible notes for the three months ended March 31, 2013 consisted of coupon interest of $0.8 million, amortization of debt discount of $1.9 million, and amortization of debt issuance costs of $0.2 million. Interest expense related to our 2011 revolving credit facility for the three months ended March 31, 2013 consisted of commitment fees of $0.1 million and amortization of debt issuance costs of $0.1 million. Gain on Sale of Assets Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages) Gain on sale of assets $ 9,828 $ - $ 9,828 100 %



During the three months ended March 31, 2014, we recorded a gain of $9.8 million on the sale of all our shares in TrueCar.

Earnings from Equity Method Investment, Net

Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages) Earnings from equity method investment, net $ 1,625$ 1,219$ 406 33 %

The net earnings from the Chrome Data Solutions joint venture for the three months ended March 31, 2014 consisted of our 50% share of the joint venture net income of $2.2 million, which was reduced by approximately $0.5 million of

basis difference amortization.



The net earnings for the three months ended March 31, 2013 consisted of our 50% share of the joint venture net income of $1.9 million, which was reduced by approximately $0.7 million of basis difference amortization.

Benefit from Income Taxes, Net

Three Months Ended March 31, Variance 2014 2013 $ Amount Percent (In thousands, except percentages)



Benefit from income taxes, net $ 4,639$ 1,170$ 3,469

296 %



The net benefit from income taxes for the three months ended March 31, 2014 consisted of $7.2 million of federal income tax benefit, $1.9 million of state income tax expense and $0.7 million of tax expense for our Canadian subsidiary.

The federal benefit was $6.6 million for the period, prior to discrete items. Discrete items include $3.4 million of expense related to the gain on sale and reversal of deferred tax liabilities related to the sale of our investment in TrueCar, $2.9 million of benefit related to intangible asset charges, $1.9 million benefit from the reversal of valuation allowances on foreign tax credits and capital loss carryforwards due to their projected use, and $0.8 million of expense related to the non-deductibility of certain transaction costs. The state provision was $1.2 million for the period, prior to discrete items. Discrete items include $0.3 million of expense related to the gain on sale and reversal of deferred tax liabilities related to our prior investment in TrueCar, $0.7 million expense from apportionment rate changes, and $0.3 million of benefit related to the intangible impairments 37

The net benefit from income taxes for the three months ended March 31, 2013 consisted primarily of $1.3 million of federal income tax benefit, including $0.4 million from research and development credits, $0.4 million of state income tax benefit and $0.5 million of tax expense for our Canadian subsidiary.



Our effective tax rate for the three months ended March 31, 2014 was 28.5% compared with 97.2% for the three months ended March 31, 2013.

Liquidity and Capital Resources

We expect that our liquidity requirements will continue to be primarily for working capital, acquisitions, capital expenditures and general corporate purposes. Our capital expenditures, software and website development costs for the three months ended March 31, 2014 were $22.6 million, of which $15.8 million was paid in cash. The closing sale price of our common stock exceeded $48.58 (130% of the conversion price of $37.37) for at least 20 of the last 30 trading days of the quarter ended March 31, 2014. As a result, the senior convertible notes may be surrendered for conversion during the following calendar quarter (the quarter ending June 30, 2014). Due to this potential conversion ability, the net carrying value of the senior convertible notes is presented as a short-term liability on the consolidated balance sheet as of March 31, 2014. It is our intent to settle the par value of the notes in cash, and we expect to have the liquidity to do so, through the use of either cash, our revolving credit facility, or a combination thereof. As of March 31, 2014, we had $144.3 million of cash and cash equivalents, $5.1 million in short-term marketable securities and $5.5 million in working capital, as compared to $122.4 million of cash and cash equivalents, $10.6 million in short-term marketable securities and $135.8 million in working capital as of December 31, 2013. The decrease in working capital is primarily due to the reclassification of $172.4 million of senior convertible notes to current liabilities at March 31, 2014 as a result of the holders' potential conversion ability during the following calendar quarter, which is the quarter ending June 30, 2014. For further information, please refer to Note 11 in the accompanying notes to the consolidated financial statements included in this Quarterly Report on Form 10-Q.

On March 1, 2014, we completed the acquisition of the outstanding equity of Dealer.com for $617.9 million in cash and 8.715 million shares of our common stock for a total cost of $1,089 million. For further information, please refer to Note 12 in the accompanying notes to the consolidated financial statements included in this Quarterly Report on Form 10-Q. On February 28, 2014, Dealertrack and Dealertrack Canada, Inc., a corporation organized under the laws of Ontario and a subsidiary of Dealertrack entered into a credit agreement (the 2014 Credit Agreement) which provides credit facilities aggregating $800 million, including a $575.0 million term loan B credit facility and a $225.0 million revolving credit facility. The $575.0 million proceeds of the term loan B credit facility were used to pay the cash consideration for the acquisition of Dealer.com, to effectuate the payment in full of amounts due under our prior Credit Agreement dated as of April 20, 2011 (2011 Credit Agreement), to pay the fees and expenses related to the acquisition of Dealer.com and the refinancing of the 2011 Credit Agreement, and for general corporate purposes. The proceeds of the revolving credit facility, under which no amounts have been borrowed, may be used for general corporate purposes of Dealertrack and its subsidiaries (including certain acquisitions, capital expenditures and investments). Up to $25.0 million of the revolving credit facility may be used to obtain letters of credit, up to $25.0 million of the revolving credit facility may be used to obtain swing line loans, and up to $35.0 million of the revolving credit facility may be used to obtain revolving loans and letters of credit in Canadian Dollars. The 2011 Credit Agreement was terminated upon the signing date of the 2014 Credit Agreement. In February 2014, we signed agreements to sell all of our equity interest in TrueCar. We received proceeds of $92.5 million from the sale of the shares, which had a carrying value of $82.7 million. This resulted in a gain of $6.8 million, net of taxes. The tax liability of $22.3 million, before utilization of tax attributes, on the taxable gain of approximately $58.8 million is included within income taxes payable of $16.0 million presented within accrued liabilities - other as of March 31, 2014. We used a portion of the after-tax proceeds from the sale as part of the purchase consideration for the acquisition of Dealer.com. We expect to have sufficient liquidity to meet our liquidity requirements for the next twelve months (including capital expenditures and acquisitions) through working capital and net cash flows from operations, cash on hand, investments in marketable securities and our credit facility. 38 The following table sets forth the cash flow components for the following periods (in thousands): Three Months Ended March 31, 2014 2013 Net cash used in operating activities $ (92,864 )$ (5,000 ) Net cash used in investing activities $ (459,134 )$ (12,821 ) Net cash provided by financing activities $ 574,972 $

5,980 Operating Activities The increase in net cash used in operations of $87.9 million is primarily due to non-cash items including, an increase in net loss of $11.6 million, an increase in the deferred tax benefit of $33.4 million, and an increase of $9.8 million of realized gain from the TrueCar investment. These were offset by an increase in depreciation and amortization of $17.4 million (increased amortization from acquired intangibles and impairment of certain assets). The net changes in operating assets and liabilities resulted in a decrease in cash flows of $47.4 million, primarily from a payout of acquired liabilities from the Dealer.com acquisition. The increase of $33.4 million in the deferred tax benefit was a result of a deferred tax benefit of $34.6 million for the three months ended March 31, 2014 as compared to $1.2 million for the three months ended March 31, 2013. The 2014 deferred tax benefit includes the impact of the TrueCar investment gain reclassified from deferred tax expense to current tax expense. Investing Activities



The increase in net cash used in investing activities of $446.3 million is primarily the result of a payment of $541.3 million for the acquisition of Dealer.com, net of acquired cash, offset by $92.5 million of proceeds from the sale of our cost method investment in TrueCar, Inc.

Other changes included an increase in capital expenditures, software and website development costs of $8.4 million, a decrease in purchases of marketable securities of $15.9 million, and a decrease in sales and maturities of marketable securities of $5.0 million.

Financing Activities

The increase in net cash provided by financing activities of $569.0 million is due to borrowings under our term loan B credit facility in the amount of $575.0 million. These borrowings were reduced by financing costs recorded as debt discounts and debt issuances costs in the amount of $15.5 million. In addition, there were $7.6 million of additional proceeds from the exercise of stock options and $5.1 million of additional windfall tax benefits. Contractual Obligations The following table summarizes our contractual obligations as of March 31, 2014 (in thousands): Less Than After Total 1 Year 2-3 Years 4-5 Years 5 Years Senior convertible notes (1) $ 208,875$ 3,000$ 205,875 $ - $ - Term loan B credit facility (2) 714,198 20,125 40,250 40,250 613,573 Notes payable - Dealer.com acquisition (3) 9,314 578 965 959 6,812 Note payable - Vintek consideration (4) 4,092 2,013 2,019 - - Operating lease obligations (5) 62,007 13,099 20,325 13,356 15,227 Capital lease obligations 311 109 202 - - Hosting and data

licensing agreements (6) 17,230 7,498 9,226

506 - Advertising agreement (7) 36,082 12,000 24,082 - - Continuing employment compensation 5,856 3,356 2,500 - - Contingent consideration (8) 10,750 5,500 5,250 - - Total contractual cash obligations $ 1,068,715$ 67,338$ 310,694

$ 55,071$ 635,612 (1) Consists of $200.0 million aggregate principal amount of 1.50% convertible senior notes that mature on March 15, 2017, unless earlier repurchased or converted prior to maturity. The amounts in the table assume the payment of interest on our senior convertible notes through their maturity date and the payment of the principal amount of the notes at their maturity date. Interest on the notes is payable semi-annually. The senior convertible notes will be convertible, subject to certain conditions, into cash, shares of our common stock, or a combination of cash and shares of common stock, at our option. It is our intent to settle the par value of the notes in cash, and we expect to have the liquidity to do so. 39 (2) Consists of $575.0 million aggregate principal amount of term loan B credit facility notes that mature on February 28, 2021. The amounts in the table assume the payment of interest through its maturity date and the payment of the principal amount of the notes at their maturity date. Interest on the notes is payable semi-annually and is assumed to be at a rate of 3.5%, which was the

rate in effect at March 31, 2013.



(3) For further information, see Note 12 in the accompanying notes to the consolidated financial statements included in this Quarterly Report on Form 10-Q.

(4) For further information, see Note 9 in our Annual Report on Form 10-K for the year ended December 31, 2013.

(5) Operating lease obligations do not include the lease for our new headquarters facility, which provides for initial base rent of approximately $7.6 million in the first year of the lease term, with increases of 2.5% annually thereafter, subject to increases of 3.0% if the Consumer Price Index for the prior twelve months has been equal to or greater than 4.0%. In addition, we will be responsible for additional rent to cover certain taxes and insurance charges. The lease, which has an initial term of seventeen years with an option to extend the term of the lease for an additional ten years, is expected to commence in early 2016. For further information, see Note 20. (6) We have agreements with third parties to provide services for hosting operations and to license the use of data and images, which have terms that range from one to three years. The agreements require a payment of a minimum amount per month for a fixed period of time in return for which the hosting service provider provides certain services and we may use certain data and images. Additional payments are required when usage exceeds the minimums. All agreements expire by January 2019, with optional renewals. (7) We have an agreement with a third party for the purchase of advertising impressions. The initial term of the agreement is 43 months with an option to renew for additional two-year terms and an option to cancel after December 31, 2015. The agreement requires us to make minimum payments on an annual basis for the purchase of impressions. Any impressions purchased under the annual minimum commitment that are not consumed in the year can be carried forward to be used for the first six months of the following year. (8) Contingent consideration includes settlement of the ClickMotive contingent consideration as well as a contingency acquired as part of the acquisition of Dealer.com. The Dealer.com acquired contingency was fully funded as part of total acquisition consideration and any amounts not paid to settle the contingency will be returned to seller.



Other Contractual Obligations

Pursuant to employment or severance agreements with certain team members, we have a commitment to pay severance of approximately $9.5 million as of March 31, 2014, in the event of termination without cause, as defined in the agreements, as well as certain potential gross-up payments to the extent any such severance payment would constitute an excess parachute payment under the Internal Revenue Code. Additionally, in the event of termination without cause due to a change in control, we would also have a commitment to pay additional severance of $2.8 million as of March 31, 2014. The total liability for the uncertain tax positions as of March 31, 2014 and December 31, 2013 was $4.4 million and $0.9 million, respectively, which may be reduced by a federal tax benefit, if paid. The increase is primarily related to uncertain tax positions acquired as part of the Dealer.com acquisition. As of March 31, 2014 and December 31, 2013, we have accrued interest and penalties related to tax positions taken on our tax returns of approximately $0.4 million and $0.1 million, respectively. We have a $225.0 million revolving credit facility which is available subject to certain conditions. The revolving credit facility matures on February 28, 2019. As of March 31, 2014, we had no amounts outstanding under this revolving credit facility and we were in compliance with all covenants and financial ratios. For further information, please refer to Note 11 in the accompanying notes to the consolidated financial statements included in this Report on Form 10-Q.



Off-Balance Sheet Arrangements

We do not have any off-balance sheet arrangements or relationships with unconsolidated entities or financial partnerships, such as entities often referred to as structured finance or special purpose entities, which are typically established for the purpose of facilitating off-balance sheet arrangements or for other contractually narrow or limited purposes.

Industry Trends We are impacted by trends in both the automotive retail industry and the credit finance markets. Our financial results are impacted by the number of dealers serviced and the number of vehicles sold. The number of transactions processed through our network is impacted by vehicle sales volumes, the level of indirect financing and leasing by our participating lender customers and our market shares of their business, special promotions by automobile manufacturers and the level of indirect financing and leasing by captive finance companies not available in our network. 40

The number of lending relationships between the various lenders and dealers available through our network continues to increase as the number of franchised dealers has stabilized and lenders are deploying more capital to auto finance. While the number of independent dealers appears to be declining, our market share of independent dealers is increasing.



In recent years, the franchise dealership count has remained consistent at approximately 17,500 based on data from the National Automobile Dealers Association. We do not anticipate a significant change in the number of franchise dealerships over the next few years. A reduction in the number of automotive dealers reduces our opportunities to sell our subscription products.

The automobile industry's new light vehicle sales for 2013 increased to 15.6 million vehicles, an increase of 8% from the 14.5 million new light vehicles sold in 2012, according to Automotive News. While new light vehicle sales is expected to increase in 2014, the growth rate is expected to be lower.

Used vehicle sales continue to be impacted by vehicle supply. Used vehicles sold by franchised dealers for 2013 increased to 15.7 million vehicles, an increase of 5% from the 15.0 million used vehicles sold in 2012, according to CNW Research. The supply of used vehicles that are newer models is limited compared to pre-recession levels due to the decline in new car sales, fleet purchases and leasing during the recession. The average age of cars and trucks in the United States is at a record high of 11.4 years compared to an average age of 9.8 years during the five year period ending in 2007. The total used vehicle supply will likely not increase until at least 2015 as the more recent increases in new vehicles sold start to be traded in to dealerships or leases are returned.



While total used vehicle supply remains limited, the used car market mix is expected to continue to change with a larger percentage of used vehicles being sold by franchised and independent dealers, and less through private sales.

In regards to digital marketing and advertising spending, dealers spend more of their advertising budgets on traditional advertising methods, such as newspaper, television, and radio than online. Based on data from the National Automobile Dealers Association, in 2012, franchise dealers spent 26.5% of their advertising dollars on the internet. We expect a continued shift of advertising spend from traditional media to online digital marketing and advertising. In addition to direct advertising spend made by dealerships, additional advertising spend is funded by automotive OEMs, both directly and via regional associations and dealership co-op programs. Strengthening annual sales rates over the past several years have resulted in a general increase in dealer profitability. While increased profitability may be expected to increase the number of subscriptions, the dealers need for solutions may not be as high as they were during more difficult historic economic periods, in which certain offerings were essential to dealerships for maintaining liquidity. Purchases of new automobiles are typically discretionary for consumers and have been, and may continue to be, affected by negative trends in the economy, including the cost of energy and gasoline, the availability and cost of credit, increased federal taxation, residential and commercial real estate markets, reductions in business and consumer confidence, stock market volatility and

increased unemployment. Effects of Inflation Our monetary assets, consisting primarily of cash and cash equivalents, receivables and long-term investments, and our non-monetary assets, consisting primarily of intangible assets and goodwill, are not affected significantly by inflation. We believe that replacement costs of equipment, furniture and leasehold improvements will not materially affect our operations. However, the rate of inflation affects our expenses, which may not be readily recoverable in the prices of products and services we offer.


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