Arthur D. Little Automotive Report February 2020

Automotive Report
Analysis of New Car Registrations
February 2020

2
Agenda
1 Coronavirus impact on OEMs production and sales
2 Europe
3 Italy
4 New Car Models Launches in Italy

3
On 19/03 China reported 0 new local coronavirus infections: it is starting
to get back to work, factories are reopening and offices are starting to fill
Coronavirus impact on OEMs production and sales
Source: Arthur D. Little analysis on IHS estimations and other available data; *) Source: China Automobile Dealers Association
◼ On March 19th China said that there had been no cases of
domestic coronavirus infections in the country the previous
day, for the first time since the outbreak began; all of new cases
were recent overseas arrivals
◼ As the number of new infections recorded drops sharply,
restrictions are being eased across China
◼ Local authorities in the surrounding Hubei province, outside
Wuhan, loosened travel restrictions, allowing residents
deemed healthy to begin moving around, companies are able to
arrange for their workers to come back to Wuhan and most car
checkpoints have been removed
◼ Authorities are urging factories and businesses to resume
operation. Still, factories are well short of full capacity: even
the most successfully restarted cities are only halfway back,
because tens of millions of laborers cannot get to work
◼ For those in Wuhan, however, life has not yet returned to
normal. Residents are still barred from going outside of
their residential compounds.The streets remain mostly empty
Key facts (updated on March 20th, 2020)
China Coronavirus Factory Re-openings by Province
Although numbers of confirmed cases have fallen sharply across
provinces for the past month, Dealer sales level in 1st week of
March only reached 38% of that same period in 2019*
February 10, 2020
February 3, 2020
February 15, 2020
February 17, 2020
March 11, 2020
To be notified
Enterprises adopt
flexible working
mechanism by themselves
Xinjiang
Tibet
Qinghai
Gansu Inner Mongolia
Heilongjiang
Jiling
Liaoning
Tianjin
Beijing
Hebei
ShandongShanxi
Henan
Anhui
Jiangsu
Shanghai
Zhejang
Fujian
Guangdong
Hong Kong
Macau
Hainan
Guangxi
Yunnan
Guizhou
JiangxiHunan
Hubei
Shaanxi
Sichuan
Ningxia
Shihezi
Whenzhou
Xi’an
Chongqing

4
Epicenter of the coronavirus outbreak has shifted from China to Europe.
Major OEMs are shutting down major part or all of their plants
Source: Arthur D. Little analysis on IHS data; *) IHS assumption
March-April losses & OEMs plants shutdown in Europe (updated on March 20th, 2020)
- all or partial plants shutdown - possible shutdown extensions
-104,2
-224,2
-21,4
-137,2
-116,1
-75,7
-54,5
-54,3
-35,9
-7,0
-3,8
◼ According to IHS Markit's forecast update*, light-vehicle production in Western and Central Europe in Q1 2020 might have a drop
estimated from – 1.461k (in the case all the OEMS will resume the production at mid-April), - 2.179k (in the case all the
OEMS will resume the production at the end of April) up to – 5.152k (in the case the shutdowns will last till June)
Volume loss March+April* (k)
BMW
Volkswagen
FCA
PSA
Ford
Hyundai
Renault-Nissan-Mitsubishi
Daimler
Toyota
Suzuki
Honda
16/03 23/03 30/03 06/04 13/04 20/04
10 operating days
9 operating days
21 operating days
13 operating days
11 operating days
12 operating days
9 operating days
13 operating days
10 operating days
10 operating days
11 operating days
BMW has adopted the
most restrictive measures
compared to other OEMs

5
But COVID-19 spares nobody: except light vehicle1) sales drop on a global
scale in 2020 there might be also relevant impacts on mobility
Source: Arthur D. Little analysis on IHS data; 1) Light Vehicle include Passenger Cars and Small Trucks with Gross Vehicle Weight <=6t; 2) Source: IHS “Mobility and Energy Future Insight” 20 March 2020;
3) Source: Organisation Internationale des Constructeurs d’Automobiles (OICA)
Sales outlook for 2020, by region2)
(Passenger cars and Small trucks with gross vehicle weight <=6t)
Mainland
China
-8.30%
Japan/Korea
-7.10%
Europe
-10.70%
USA
-9.80%
Possible impacts on mobility
◼ Globally, car sales are already coming off a weak year in 2019 (-4%)3). According to IHS estimations in 2020, global sales of new light vehicles*
could wipe out 6.2 million new vehicle sales (-8%). This might be the largest y/y drop, bigger than the slowdown in 2008/09
◼ But much will depend on when the situation will come back to the normality and economic activity will resume at 100%: in case of "freezing" of the
sales activities for further 4-5 months the losses could increase up to 30-40%
◼ Social isolation measures adopted in countries on a
worldwide scale in order to prevent the further spread of
COVID-19 will bring to a sudden drop in miles traveled
by car
◼ This will have immediate impact for gasoline demand
lowing oil prices. Basing on IHS estimations, gasoline demand
in USA could fall by more than 50% during the COVID-19
response period
◼ This might have an impact on EVs market: electric cars will
become less competitive in terms of fuel cost savings if
compared to their internal combustion engine counterparts
◼ Global climate ambitions, however, probably won’t change and
will continue to support the path ahead for EVs over the longer
term
◼ In the future there might be also significant structural
effects on mobility patterns around the world: it is still unclear
to what extent the remote working patterns established in the
response period will become a consolidated “habit”
IHS
ESTIMATION

6
In order to tackle this extraordinary crisis OEMs and NSCs need to act
fast and also with a mid-long term view…
Source: Arthur D. Little
Main considerations
◼ Unprecedented crisis, historic data cannot support to manage it.The impact on the demand is brutal and
the recovery might (hopefully) take place soon (around 12 weeks based on China experience) and be rapid (i.e.
back to “normal’ within a few weeks)
◼ The risk for the companies is to focus their effort on the short term adapting quickly their capabilities and
their offers, without thinking about mid term recovery plan and next steps
◼ Companies need to structure their “War Room” differently than usual crisis management approaches in order to:
‒ not only move beyond limiting the negative impact of the crisis (and sometime just thinking on how
to survive)
‒ but also take advantage of this situation to improve their competitive position.As consequence of this
crisis new business models are emerging and could change the way people work and live even when we will
be back to “normal life”

7
…arranging a “War Room” considering 5 key points
Source: Arthur D. Little
The 5 key points to manage the crisis
◼ Fast adaptation: changes to be done as soon as possible (immediately) in terms of capabilities and offers.
Pragmatism, agility and quick implementation remain the golden rules
◼ Fast recovery: this current situation could end within 3-4 months from now (based on the Chinese experience
and Arthur D. Little’s main scenario), the recovery phase needs to be thought of as from day 0. The ability to
anticipate the recovery and be better prepared than competitors can create a long lasting advantage
◼ Fast future growth: structural decision could be made to be able to generate a long lasting competitive
advantage.This long term vision necessitates to have from day 0 a strategic vision developed: it requires the right
choice in resource allocation when the resources are under pressure and when uncertainty is high
◼ Free cash: free cash-flow (and bank covenants) management is critical. It is not just a question of surviving, but
foremost a question of strategic agility to enable to leverage on the fast recovery and fast future growth
◼ Forward Organization & Communication:a large proportion of people are now interacting in “virtual” ways.
Keeping momentum and motivation in the new digital world, developing new process / ways of working leveraging
emerging technologies.This requires a strong focus on the short term (especially on communication towards
employees), but also needs to be seen as a way to implement faster new effective digital organizations & behaviors
Arthur D. Little can share with you its thoughts around these 5 key points and understand if this framework could bring
value to your Company
1
2
3
4
5

8
Agenda
2 Europe
2.1 Market Overview
2.2 New Car Registrations by Brand
3 Italy

9
Analysis of New Car Registrations in Europe and Italy
* EU (27 Countries) + EFTA Countries (Iceland, Norway, Switzerland) + UK; ** Δ% February 2020 / February 2019
Executive Summary
◼ Areas: North-East +3,6%, North-West -13,1%, Centre -15,5%, Islands -21,7%, and South -
18,0% in volume in February 2020 compared to February 2019
◼ Customer segments: Retail -16,6%, Fleet +18,5% and Business -8,9% in volume in February
2020YTD compared to February 2019YTD
◼ Brands: among theTop 15 by volume, high increases for Audi +10,9%, Fiat +5,0% and Kia
+5,0% in February 2020YTD compared to February 2019YTD
◼ Premium brands: among theTop 15 by volume Audi +10,9%, BMW -0,9%, Mercedes-Benz
-17,9%, and in volume in February 2020YTD compared to February 2019YTD
◼ Top 3 Countries by growth in new registrations: Lithuania +36,9%, Cyprus +15,9% and
Portugal +7,4% in volume in February 2020 compared to February 2019
◼ Top 3 Countries by market share: Germany 22,1% (-0,4 p.p.), Italy 14,5% (0,0 p.p.) and
France 13,7% (-0,1 p.p.) in February 2020YTD compared to February 2019YTD
◼ Brands: among theTop 15 by volume, high increases for Toyota +10,0%, Seat +8,7%, and
BMW +6,4% in February 2020YTD compared to February 2019YTD
◼ Premium brands: BMW +6,4%,Audi +2,0% and Mercedes-Benz -2,6% in volume in
February 2020YTD compared to February 2019YTD
Europe*
Italy
-7,2%**
-8,8%**

10
Top 10 European Markets* – February 2020 vs February 2019
Europe – Market Overview
Source: ACEA, Arthur D. Little Analysis, Sweden Transport Analysis Agency
EU New Car Registrations
1.066.794 1.149.659
2020 2019
-7,2%
* EU (27 Countries) + EFTA Countries (Iceland, Norway, Switzerland) + UK
##
#°
##
Ranking on February 2020 data
New Car Registrations in February 2020
Δ% February 2020 / February 2019
-8,8
3°
162.793
-10,9
10°
21.067
-12,0
7°
38.508
1°
239.943
-2,9
5°
79.594
-6,0
4°
94.620
-2,7
2°
167.782
+0,3
8°
29.868
-10,8
In February 2020, all Top 10 European markets except Netherlands registered decrease. This decline was the result of a
combination of factors, including changes to vehicle taxation in various EU member states (which brought registrations forward
to December 2019), weakening global economic conditions, consumer uncertainty and COVID-19 outbreak. In February 2020,
Plug-In EV car sales in the Netherlands shot up 51% (reaching the MS of 12%): more than two-thirds of all new plug-ins were
all-electric, although plug-in hybrids are growing much faster - 139% year-over-year, compared to 36% in the case of BEVs.
-6,3
6°
46.775
-6,3
9°
21.694
◼ Due to COVID-19 outbreak and basing on
the length of the «freeze» period, EU
markets in 2020 can have a drop from -8%
up to -40% that corresponds to – 1.2Mln
up to -4,5Mln of new car registrations

11
-20
20
10
0
-10
On a year-to-date basis, European PC registrations (2,2 million units in total) decreased by -7,3% compared to
2019YTD.The Market Share was stable or has declined for all Top 10 European Markets except UK, Belgium and
Netherlands (that have maintained a positive sign during the first 2 month of 2020)
Top 10 European Markets* – February 2020YTD
Source: ACEA, Arthur D. Little Analysis
Europe – Market Overview
Highlights Market Share
# Country
February
2020 YTD
∆ Vs 2019
1 Germany 22,1% -0,4%
2 Italy 14,5% 0,0%
3 France 13,7% -0,1%
4 UK 10,4% 0,2%
5 Spain 8,2% 0,0%
6 Belgium 4,5% 0,2%
7 Poland 3,5% -0,2%
8 Netherlands 3,4% 0,1%
9 Ireland 2,0% 0,0%
10 Austria 2,0% -0,1%
-9,0
-7,3
-7,8
-5,8
-6,8
-2,4
-13,1
-4,0
-5,0
-10,0
Market Share
∆ % Volume
December 20/19
* EU (27 Countries) + EFTA Countries (Iceland, Norway, Switzerland) + UK
20%
New Car Registrations February 2020
YTD
10%
-25

12
Top 15 – February 2020YTD
Europe – New Car Registrations by Brand
Source: ACEA, Arthur D. Little Analysis
∆ M.S.
19/18
-0,01 0,00 0,00 0,05 0,19 0,15 0,09 0,05 0,10 0,08 -0,18 0,01 0,04 0,17 0,08
Vol.'19 252.858 149.598 140.985 123.795 123.377 119.306 118.480 115.720 109.508 101.463 101.104 97.909 79.877 77.856 74.819 2.202.010
M.S.'19 11,5% 6,8% 6,4% 5,6% 5,6% 5,4% 5,4% 5,3% 5,0% 4,6% 4,6% 4,4% 3,6% 3,5% 3,4%
-8,0 -7,1 -6,9
-2,6
10,0
6,4
0,6
-2,6
2,0
-0,2
-24,0
-6,5
-4,0
8,7
0,4
-7,3
∆ %
19/18
Tot.**
*
* Opel includes Vauxhall New Car Registrations; ** EU (27 Countries) + EFTA Countries (Iceland, Norway, Switzerland) + UK

13
Agenda
2 Europe
3 Italy
3.1 Market Overview
3.2 Market Highlights
3.3 New Car Registrations by Brand
3.4 New Car Registrations by Group
3.5 New Car Registrations by Fuel Type

14
Italian Market –Variation of New Car Registrations 2020 vs 2019
Italy – Market Overview
Source: UNRAE, Arthur D. Little Analysis ∆’19/’18 ∆’20/’19
During the February new car registrations in Italy continued their decline (-8.8% or 178.493 cars vs. 162.793 in February 2019).As
a result, the market is now down 7.3% y/y during theYTD, at 318.545 units (25.219 units less than in February 2019YTD).The
decline of demand was related to the drop of Private and Business distribution channels (-16.6% and -8.9% respectively).While the
Fleet segment continues its significant growth (+18.5% vs. February 2019) driven by STR and LTR new car registrations (+28.2%
and +17.9% respectively).The decline in February is related in part also to the coronavirus crisis, whose duration and impact are
still to be seen and might be even more important in the next months. In February sales of diesel and Gpl cars had a double-digit
decline (-29.4% or 23.666 units for diesel and -12.0% or 1.242 units for Gpl).Also petrol cars registrations declined (-3.2% or
2.461 units). Hybrid cars register stable growth (+90.6% or 8.569 units).The growth trend for electric cars keeps a three-digit
growth (+900.0% or 2.277 units).
February 2020
-9,6%
JulyJune
2,2%
January February AprilMarch May August September October November December
-7,5% -5,9%
-2,4%
1,5%
-1,2% -2,1%
-0,1%
13,4%
-3,1%
6,7%
12,5%
-8,8%

15
4,4
2,2
1,2
-0,3
-4,3
-6,1
-11,0
-12,4
-27,7
-40,3
Italian Market – February 2020 vs February 2019
Source: UNRAE, Arthur D. Little Analysis
Italy – Market Overview
2015
2014
162.793
178.493
-8,8%
2019
2020
-13,1
North-West
47.683
Islands
7.052
+3,6
North-East
63.170
-15,5
Centre
30.402
South
14.486
##
aa
##
Region
New Car Registrations in February 2020
Growth of the Top 10
brands by volumes
6
-21,7
-18,0

16
Diesel
34,2%
Petrol
45,6%
LPG
5,9%
CNG* 2,4%
EV*
11,9%
Other
20,2%
Italian Market – February 2020YTD vs February 2019YTD
Italy – Market Highlights
Analysis by “Customer Segment” Analysis by “Fuel Type”
Analysis by “Geographical Area” Analysis by “Car Segment”
175.303
93.112
50.131
210.150
78.569
55.045
Retail Fleet Business
2018
-16,6% 18,5% -8,9%∆'19/'18
94.153
116.611
62.739
30.375
14.667
105.141
113.920
71.183
35.166
18.353
CentreNorth-West SouthNorth-East Islands
54.276
318.545
117.610
105.797
34.854 5.031 977
BA EC D TotalF
-4,4% -3,5% -9,6% -14,3% -23,4% 26,1%-10,5% 2,4% -11,9% -13,6% -20,1%
2020
2019
∆'19/'18 ∆'19/'18
2020
2019
-26,7
-3,4
∆% Volume February 2020 / February 2019
(YTD)* CNG: Compressed Natural Gas (Methane and Ethanol); EV: Electric Vehicle (Hybrid and Electric)
318.545
343.764
2019
2020
-7,3
+104,8
-17,1
+105,8

17
Italian Market – Distribution channels – February 2020YTD vs February
2019YTD
Italy – Market Highlights
∆% Volume February 2020 / February 2019
(YTD)*) Self-registrations related to LTR&STR use made by Dealers and OEMs; **) Including Dealers and OEMs self-registrations not related to LTR & STR
Retail
Private Customers
+18,5%
MS:
29,2%
36,7
42,8
28,6
5,97,1
2019 2020
50,5
78,6
93,1
+17,9%
-16,6%
MS:
55,0%
-8,9%
MS:
15,7%+28,2%
-16,6%
35,1
16,7
38,3
2019
15,0
2020
55,0
50,1
-10,0%
210,2
2019 2020
175,3
-16,6%
-8,4%
Private Customers LTR STR Captive LTR&STR* Companies Captive self-registrations
◼ Respect February 2019YTD, in 2020, Retail
segment of the Italian market had an
important drop both in terms of car
registrations (34.848 units sold less or -
16.6%) and Market ShareYTD (61.1% in
February 2019 vs. 55.0% in February 2020)
◼ The growth of the Fleet segment in February
2020YTD was pulled, first of all, by the
growth of STR segment (+28,2% or 8.065
units more sold vs. Feb 2019).The growth of
LTR segment was more restrained (+17,9%
or 7.654 units more sold vs. Feb 2019)
◼ The decrease of the Business segment
registrations in February 2020YTD vs.
February 2019YTD was related both to the
reduction of Captive self-registrations (-8,4%
or 3.239 units less sold) and Company
registrations (-10,0% or 1.657 units less sold)
Fleet
LTR, STR and Captive LTR&STR*
Business
Company registrations**

18
New Car Registrations by Brand – February 2020YTD (1/3)
Italy – New Car Registrations by Brand
53.654
31.196
20.678 19.885 17.291 16.865 14.848 14.696 12.200 11.644 10.850 10.484 9.925 8.985 8.912
5,0
1,0
-8,8 -12,2
-4,5 -6,9
-23,1
-11,4
-1,8
-25,9
10,9
-0,9
-28,3
5,0
-17,9
Volume
∆Volume
19/18 %
∆ M.S.
19/18 %
Market
Share %
1,97 0,80 -0,10 -0,35 0,16 0,02 -0,95 -0,21 0,21 -0,91 0,56 0,21 -0,90 0,33 -0,36
16,84 9,79 6,49 6,24 5,43 5,29 4,66 4,61 3,83 3,66 3,41 3,29 3,12 2,82 2,80

19
7.244 7.040
6.060
5.436 4.998
3.702 3.391 2.983 2.881
2.270
1.497 1.306 1.262 1.245 1.028
-6,0 -18,6 -12,4
26,1 18,7
-23,5 -5,8 -22,9 -19,7
6,5
-9,7 -15,7
-50,7
187,0
101,0
Volume
∆Volume
19/18 %
∆ M.S.
19/18 %
Market
Share %
0,03 -0,31 -0,11 0,46 0,34 -0,25 0,01 -0,18 -0,14 0,09 -0,01 0,28 0,22 -0,04 -0,29
2,27 2,21 1,90 1,71 1,57 1,16 1,06 0,94 0,90 0,71 0,47 0,41 0,40 0,39 0,32

20
928
635
524
420 355 319 312 290
122 62 31 10 7 1
57,3
-18,9 -34,4
66,0
-32,4
17,3 19,2
-28,6
211,4
-80,5
-0,2
-90,4 -95,2
Volume
∆Volume
19/18 %
∆ M.S.
19/18 %
Market
Share %
0,12 -0,75 0,01 -0,02 0,08 -0,04 -0,01 0,00 0,00 0,00 0,00 0,00 0,00 0,00
0,29 0,20 0,16 0,13 0,11 0,10 0,10 0,09 0,04 0,02 0,01 0,00 0,00 0,00

21
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
New Car Registrations by Group – Top 15 – February 2020YTD
Italy – New Car Registrations by Group
25,6
16,9
16,5
8,5
6,2
5,1
4,9
4,4
3,0
2,2
1,9
1,3
0,9
0,7
0,5
Top 5: 73,8%
Top 10: 93,3%
-12,2%
-9,7%
6,5%
-3,6%
-2,1%
-11,3%
6,7%
-0,2%
-14,8%
-9,0%
-32,4%
-19,2%
-12,4%
-32,6%
-19,7%
81.612
53.697
52.542
27.216
19.885
16.229
15.624
13.875
9.547
7.047
6.060
4.011
2.881
2.270
1.497
FCA
PSA
Volkswagen
Renault
Ford
Hyundai Kia
Toyota
BMW
Daimler
Nissan
Suzuki
JLR
Volvo
Mazda
Honda
Market Share
(%)
DeltaVolume
‘20 vs ‘19
VolumeGroup Brand

22
New Car Registrations by FuelType – Top 10 – Petrol and Diesel
Italy – New Car Registrations by Fuel Type








































DieselPetrol
February 2020 2020YTD
 Ranking variation compared to previous period
12.298
4.597
2.701
2.498
2.332
2.254
2.083
1.841
1.839
1.821
24.562
9.433
5.637
4.905
4.712
4.341
4.325
3.719
3.598
3.552
2.387
2.248
2.069
2.048
1.706
1.629
1.623
1.510
1.428
1.237
TIPO
RENEGADE
3008
500X
T-ROC
COMPASS
QASHQAI
500L
TIGUAN
CAPTUR
PANDA
YPSILON
C3
CORSA
T-CROSS
POLO
208
500
CLIO
ECOSPORT
500X
RENEGADE
3008
COMPASS
TIPO
T-ROC
500L
QASHQAI
TIGUAN
CLASSE A
PANDA
YPSILON
C3
208
T-CROSS
CORSA
POLO
ECOSPORT
CLIO
500
4.374
4.320
3.927
3.728
3.675
3.209
3.156
2.856
2.767
2.090

23
1.653
1.420
1.290
1.253
741
549
490
453
279
249
New Car Registrations by FuelType – Top 10 – LPG and CNG




















CNGLPG




















1.852
1.379
1.052
630
625
559
395
371
283
164
772
582
443
326
298
243
207
204
114
105
PANDA
CLIO
YPSILON
DUSTER
FIESTA
STONIC
SPORTAGE
PICANTO
500
I10
PANDA
DUSTER
YPSILON
CLIO
FIESTA
STONIC
PICANTO
SPORTAGE
500
I10
GOLF
POLO
ARONA
UP!
OCTAVIA
PANDA
IBIZA
LEON
A3
CADDY
GOLF
POLO
ARONA
OCTAVIA
UP!
PANDA
IBIZA
LEON
A3
CADDY
3.518
2.774
2.644
2.364
1.596
1.153
943
929
664
457

24
1.914
1.728
1.661
1.531
932
924
727
710
647
568
New Car Registrations by FuelType – Top 10 – Hybrid and Pure Electric
(*) Mild Hybrid Electric Vehicle (MHEV), Plug-in Hybrid Electric Vehicle (PHEV), Full Hybrid; (**) Battery Electric Vehicle (BEV)




















PureElectric(**)Hybrid(*)




















387
341
287
286
236
234
123
123
117
72
PUMA
500
C-HR
YARIS
SWIFT
COROLLA
RAV4
IGNIS
EVOQUE
A4
PUMA
YARIS
C-HR
500
COROLLA
SWIFT
RAV4
EVOQUE
IGNIS
CX-30
ZOE
208
UP!
FORTWO
LEAF
MODEL 3
GOLF
KONA
DS3 CROSSB.
CORSA
ZOE
UP!
208
FORTWO
MODEL 3
LEAF
GOLF
MINI
CORSA
DS3 CROSSB.
3.467
3.237
2.955
2.309
1.891
1.877
1.667
1.513
1.326
1.166
797
605
556
499
301
299
235
219
151
137

25
New Car Registrations of Hybrid vs Pure ElectricVehicles
Italy – Focus on ElectricVehicles Market in Italy
10.386
14.188
18.541
37.969
20192017 2018 2020
EV RegistrationsTrend
Volume, DeltaYoY, EV Market Share February ‘20YTD
Hybrid and Pure ElectricVehiclesTrend
Volume February ‘20YTD
Delta
YoY
47,7% 36,6% 30,7% 104,8%
M.S. 2,9% 3,9% 5,4% 11,9%
CAGR
96,5%
2,9%
97,1%
3,5%
2017
2,9%
2018
88,3%
97,1%
2019
11,7%
2020
Electric Hybrid
+144,1%
+49,3%
Successful new models
Top selled in February ‘20
Hybrid
– Ford Puma (+1.914 units in February ’20, +3.367 unitsYTD)
– Fiat 500 (+1.728 units in February’ 20, +2.309 unitsYTD)

26
Overview of New Car Registrations by Segment
Italy – New Car Registrations by Segment
Segments Growth in Market Share* Market Share andVolume**
+0,5%
D
«Executive»
+1,5%
B
«Supermini»
+0,1%
E
«Luxury»
-0,8%
C
«Medium»
-0,3%
F
«Ultra Luxury»
D
Tot.
F
36,9%
0,3%
C 33,2%
A 17,0%
B
10,9%
1,6%E
100,0% 318.545
54.276
117.610
105.797
34.854
5.031
977
A
«Utility/City»
* Δ% February 2020 YTD / February 2019 YTD; ** Market Share and Volume February 2020 YTD
-0,9%

27
Segment A and Segment B –Top 10 – February 2020YTD
A
“Utility/City”
B
“Supermini”
28.967
6.692
3.379 2.604 2.373 1.991 1.962 1.531 1.354 1.158
C1AYGOPANDA 500 UP! I10PICANTO 108IGNIS TWINGO
12.202
7.888
6.860 6.731 6.442 6.344 6.168
5.394 5.383 5.242
YPSILON POLOCLIO 208C3 T-CROSSCORSA 500L FIESTA CROSSLAND
X
∆ Vol. %
20/19 YTD
∆ Vol. %
20/19 YTD
Both Segment A and Segment B have registered an
increase in market shares (+0,5p.p. and +1,5 p.p. vs
February 2019YTD). But in terms of volumes, both
Segment A and Segment B, in February 2020 have
decreased vs. February 2019 (-4,4% and -3,5%
respectively)
6,1% 31,5% 27,9% -15,4% 19,7% 55,8% 9,2% -9,3% 8,8% -15,0%
-1,8% 1,1% -23,0% -22,4% 39,1% n.d. -12,1% 17,6% -8,9% 28,2%

28
Segment C and Segment D – Top 10 – February 2020YTD
C
“Medium”
D
“Executive”
7.183
6.765
5.796 5.716
5.084 4.976 4.839 4.599 4.579
4.037
RENEGADE GOLF3008500X QASHQAIT-ROC DUSTER TIPO ECOSPORT COMPASS
3.946
2.480
1.939
1.731 1.667 1.625 1.542 1.407
1.064 1.011
SERIE 3TIGUAN Q3 OCTAVIAX1 A4RAV4 RANGE
ROVER
EVOQUE
STELVIO GLC
∆ Vol. %
20/19 YTD
∆ Vol. %
20/19 YTD
-1,3% 3,3% 16,3% -30,4% -30,5% 14,7% -3,0% -7,4% -43,4% -14,7%
5,8% 72,3% -9,4% 82,8% 15,8% 16,9% 93,0% -26,1% -8,7% -8,5%
Medium and Executive Segments continue to be the
worst performers registering another consecutive
drop (respectively -9,6% and -14,3% compared to
February 2019).As a result, their market share
decreased respectively by -0,8 p.p. and -0,9 p.p. on a
YTD basis

29
Segment E and Segment F – Top 10 – February 2020YTD
E
“Luxury”
F
“Ultra Luxury”
277
86
50 49 45 42 40 40 33 32
SERIE 7911 GT
COUPE 4
GHIBLI PORTOFINO PANAMERA488 A8 SERIE 8 F-TYPE
∆ Vol. %
20/19 YTD
∆ Vol. %
20/19 YTD
503,4% -31,5% -30,5% -52,5% 4111,1% -30,2% 5,1% -46,4% -48,6% -28,7%
925,9% -35,8% 31,6% 58,1% 15,4% -40,8% -9,1% 60,0% -42,1% -25,6%
537
500 478
421
379 365 349
299
224
191
X5Q8GLE A6 CLASSE ERANGE
ROVER
SPORT
SERIE 5 CAYENNE F-PACE LEVANTE
Compared to the same period in 2019 Segment E had a
decrease of its sales (1.538 units less sold or -23,4% vs.
February 2019).While Segment F, surprisingly, has registered
an important increase (+26,1% or 202 units sold more vs.
February 2019). Segment F declined in terms of market
shares (-0,3 p.p) while Segment F increased its MS (+0,1p.p)

30
Agenda
2 Europe
3 Italy

31
New Models Launch per Brand – Roadmap 2020 (1/5)
Source: Quattroruote; Arthur D. Little Analysis
New Car Models Launches in Italy
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
A
B
C
D
F
Commercial Launch of New Model
Facelift / Technical Update
Premiere
Launch Concluded
Launch Postponed
Launch Anticipated
(P)
E-TronA3
Tonale
C5 Aircross
X6
Serie 2 Active
Tourer
Q5Q4 e-Tron
M 3 X5 M Serie 4 Coupè
C4
RomaSF 90 812 GTS
Panda Mild
Hybrid
Giulia Plug-in Stelvio Plug-In
A5
iX3
DS 9
F8 Spider
500 Full Electric500 Mild Hybrid
Sandero

32
F
G
H
I
J
K
Premiere
Launch Concluded
Launch Postponed
Launch Anticipated
(P)
Kuga
XCeed
Wrangler
Grand CherokeeRenegadeCompass
Mustang
Mach-E
Explorer
Plug-In
i 10
Jazz Hybrid e
F Type XJ Electric
e-Soul

33
L
M
Premiere
Launch Concluded
Launch Postponed
Launch Anticipated
(P)
Road Rover
GLA
MX-30
E-Class S-ClassGLS
2 Hybrid
Ghibli
Mini Full Electric
UX 300e
Ypsilon Mild
Hybrid
Urus Plug-In

34
Premiere
Launch Concluded
Launch Postponed
Launch Anticipated
M
N
O
P
R
S
(P)
Zoe
El Born
Mokka X
508 Plug-In
3008 Plug-In
InsigniaCorsa-e
Spacestar
ASX
Clio E-Tech
Captur E-tech
Leon
Cupra
Formentor
Octavia

35
Premiere
Launch Concluded
Launch Postponed
Launch Anticipated
S
T
V
(P)
Model Y
ID.3
1) EQ fortwo
2) EQ forfour
Yaris
XV Hybrid
Vitara Hybrid
S-Cross Hybrid
MiraiRav 4 Plug-In
ID.4
XC 40 Recharge

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Arthur D. Little Automotive Report February 2020

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Arthur D. Little Automotive Report February 2020