The change in the automotive, and more broadly, the transportation segment since then has been nothing short of amazing. In response to the changes, we’ve released our 2019 Auto Purchase Trends Report which takes a closer look at vehicle purchases, purchase preferences, and the impact of technology on the industry.Our goal is to empower marketers with actionable insights that: # Debunk the myth that vehicle ownership is declining # Prove that in-person vehicle shopping is still sought after # Explore the tipping point for alternative fuel vehicles # Distill the impact of ride-sharing and micro-mobility (electric scooters) on driving habits # Analyze consumers’ comfort levels with autonomous vehicle technologies

1. 2019 Auto Purchase Trends Report
Autonomous Driving and Micro-Mobility
Gaining Ground With Consumers

2. ThinkNow Omnibus
Survey Method
Field Date
303
Hispanics 505
Hispanics
1,271
Total
Base
Sizes
› Online via ThinkNow Research’s
Omnibus Study
Regional Coverage
› National
Screening Criteria
252
Non-Hispanic
Whites
258
African-
Americans
256
Asian-
Americans
› 18-64 years of age› February 2019
National online survey among a
representative sample of adult consumers.
Topics include:
• Vehicle purchase intent
• Purchase dynamics
• Awareness, usage and future usage of
technology-driven products in the
auto/transportation category
2

3. 3
❖ Most consumers intending to obtain a new vehicle in the next
3 years plan on buying new – rather than leasing or buying
used.
❖ 4 Door Sedans and SUVs top the list of body types being
considered. Preferences differ by age.
❖ Vehicle purchase intenders are aware of online platforms for
buying a vehicle, but the majority prefers to buy in-person.
❖ Younger men are more likely to consider buying a vehicle
online or through an app – convenience and comfort with
shopping online are motivators.
Key Findings
Vehicle Preferences
Purchase Preferences
Interest in Technology
❖ Scooter and bicycle sharing services are not well-known; millennials are
leading in terms of usage, which is non-existing among boomers.
❖ Familiarity with alternative-fuel vehicles is moderate – strongest for
Hybrid vehicles and lowest for Hydrogen Fuel Cell Vehicles. There is ample
room to educate.
❖ Awareness of alternative-fuel and autonomous vehicles is higher among
men than women, and tends to decline with age and increase with
income.
❖ Overall, younger consumers (age 18-34) and Hispanics show more interest
on tech-driven products in the category, leading in terms of usage and
future usage intent for ride-sharing services, alternative-fuel vehicles, and
autonomous vehicles. Their comfort with technology is evident.

4. The majority plans to buy/lease a vehicle within the next 3 years.
D1. When do you plan on buying or leasing your next vehicle?
D2. Are you considering a new or used vehicle?
D3. Will you be buying or leasing this vehicle?
4
30%
21%
19%
30%
When Planning to Purchase or Lease Next
New Vehicle?
Within the next 12 months
1 to 2 years from now
2 to 3 years from now
Have no plans to buy/lease a vehicle in the near future
62%
38%
New or Used?
New
Used
79%
12%
9%
Buying or Leasing?
Buying
Leasing
Not sure
New Vehicle Purchase Intent
(Among indicated segments)
Base: Total Respondents (n=1271) Base: Have Plans to Buy/Lease A Vehicle (n=898)Base: Have Plans to Buy/Lease A Vehicle (n=898)
• Half plans to buy/lease within the next 2 years; 30% have no plans on buying/leasing a vehicle in the near future.
• Among intenders, most plan to buy (not lease) and buy new (not used).
Asian intenders (71%) are
significantly more likely to be
planning on buying a new car
than NH White (60%) and
African American (59%).

5. The majority plans to buy/lease a vehicle within the next 3 years; one-third within a year.
D1. When do you plan on buying or leasing your next vehicle?
D2. Are you considering a new or used vehicle?
D3. Will you be buying or leasing this vehicle?
5
New Vehicle Purchase Intent
(Among indicated segments)
• Younger cohorts are significantly more likely to acquire a new vehicle in the next year.
• In contrast, 2 in 5 Boomers have no plans to acquire a new vehicle in the foreseeable future.
30%
21%
19%
30%
35%C
21%
16%
28%
31%C
21% 21%
27%
19%
24%
18%
39%AB
Buy/Lease within next 12 months Buy/Lease 1-2 years from now Buy/Lease 2-3 years from now No plans to buy/lease in near future
Total Sample Age 18-34 (A) Age 35-54 (B) Age 55-64 (C )

6. 4-door sedans and SUVs are the most popular body types being considered, their appeal
varies by age.
D5. Which of the following body types are you considering for your next vehicle?
D6. Which SUV size are you most likely to consider?6
54%
45%
18%
15%
7%
4%
22%
16%
16%
15%
14%
9%
1%
4 Door Sedan
Sport-Utility Vehicle (SUV) - Net
Mid-Size SUV
Compact SUV
Large/Full-Size SUV
Mini-SUV
Pickup Truck
2 Door Coupe
Hatchback
Sports car
Van or Minivan
Wagon
Other (Specify)
Type of Vehicles Being Considered for Next Purchase/Lease
(Multiple Choice) (Among next-3-years intenders)
Base: Plan to Buy/ Lease a Vehicle (n=898), Millennials (n=401), Gen X (n=346), Boomers (n=151)
• Among SUV types, mid-size and compact are being considered more than other types.
Age
18-34
Age
35-54
Age
55-64
(A) (B) (C)
4 Door Sedan 57%C 58%C 40%
SUV 37% 48%A 54%A
Sports car 23%BC 13%C 3%
Consumers younger than 55 are significantly more
likely than Boomers (age 55-64) to consider a 4 Door
Sedan or a Sports vehicle.
In contrast, those 35-64 years old are more likely
than their younger counterparts to consider an SUV.
Letters next to percentages indicate statistical significant difference at 95% confidence level

7. The majority prefers to buy/lease a vehicle in person. Millennials, and to some extent men,
are more open to buying a car online.
D4a. How will you be buying this vehicle?
Base: Plan to Buy/ Lease a Vehicle Total (n=898), Hispanics (n=366), Non-Hispanic Whites (n=175), African Americans (n=174), Asians (n=183), Male (n=470), Female (n=428), Millennials (n=401),
Gen X (n=346), Boomers (n=151)
7
Purchase Method for Next Vehicle
(Among next-3-years intenders)
• Hispanics, women, and those age 35+ are significantly more likely to plan on an in-person transaction.
90%
84%
74%
86%
77%
79%
75%
83%
85%
81%
3%
5%
10%
5%
9%
8%
9%
6%
4%
7%
4%
8%
2%
8%
4%
3%
5%
5%
5%
6%
7%
7%
7%
7%
10%
13%
5%
5%
7%
Age 55-64 (J)
Age 35-54 (H )
Age 18-34 (G)
Female (F)
Male (E )
Asian (D)
African American (C )
NH White (B)
Hispanic (A)
Total Sample
In-person Online Mobile Application Not sure
AB
C
E
G
G
J J
J
Letters next to percentages indicate statistical significant difference at 95% confidence level

8. Most vehicle intenders know of the vehicle purchasing online platforms listed, with
Autotrader leading the category in terms of awareness.
D4c. Which of these vehicle online purchasing platforms have you heard of?
Base: Plan to Buy/ Lease a Vehicle (n=898)
8
71%
51%
37%
17%
10%
7%
13%
autotrader.com truecar.com cargurus.com canva.com fair.com shift.com None of these
Awareness of Online Vehicle Purchasing Platforms
(Among next-3-years vehicle intenders)
• Only 13% are not aware of any of these platforms.
Significantly higher awareness among NH
Whites (76%) than other segments (Asians 66%,
African Americans 66%, and Hispanics 62%)
Significantly higher awareness
among Hispanics (14%)

9. Fewer than one-fifth of those currently not planning to purchase their next vehicle online
or through an app would consider doing so.
Q4d. How likely would you be to consider buying or leasing a vehicle online/ through mobile app?
Base: Not Plan to Buy Vehicle Online/ Through Mobile App (n=797)
9
10%
16%
17%
24%
23%
17%
15%
16%
35%
26%
Though Mobile App
Online
Very likely Somewhat likely Not sure Not very likely Not likely at all
Likelihood of Considering Using Each Method to Purchase or Lease a Vehicle
(Among those not planning on buying their next vehicle online)
• Buying online is more likely than through an app.

10. 28%
33%D
26%
27%
20%
37%F
19%
35%J
29%J
10%
Though Mobile App
Men and those younger than55 are more likely to consider buying their next vehicle online
or through an app.
Q4d. How likely would you be to consider buying or leasing a vehicle online/ through mobile app?
Base: Not Plan to Buy Vehicle Online/ Through Mobile App (n=797), Hispanics (n=328), Non-Hispanic Whites (n=155), African Americans (n=151), Asians (n=163), Male (n=403), Female (n=394),
Millennials (n=338), Gen X (n=313), Boomers (n=146)
10
Likelihood of Considering Using Each Method to Purchase or Lease a Vehicle - % Very or Somewhat Likely
(Among those not planning on buying their next vehicle online)
40%
44%
37%
48%
40%
47%F
34%
48%J
43%J
18%
Total Sample
Hispanics (A)
NH Whites (B)
African Americans (C )
Asians (D)
Male (E )
Female (F)
Age 18-34 (G)
Age 35-54 (H )
Age 55-64 (J)
Online
• Hispanics report significantly higher interest in buying a car using an app than Asians.
• Buying online is more likely than through an app; this is consistent across all subgroups.
Letters next to percentages indicate statistical significant difference at 95% confidence level

11. Convenience and habit are the primary motivators to consider buying a vehicle online or
through an app, respectively.
D4b. Why are you planning to buy your vehicle via [service] as opposed to in-person?
Base: Plan to Buy Vehicle Via Online (n= 64), Plan to Buy Vehicle Via App (n= 37)*
* Caution: Small Base Size
11
Reasons for Planning on Buying a new Vehicle Online or with an App
(Among next-3-years intenders planning to buy online/via mobile app)
60%
45%
43%
24%
17%
More convenient
Can find a better/lower price
There is more variety available
I buy everything online
I dislike shopping for a vehicle in-person
Motivators to Buy Next Vehicle Online
41%
37%
35%
30%
30%
I buy everything online
Can find a better/lower price
More convenient
There is more variety available
I dislike shopping for a vehicle in-person
Motivators to Buy Next Vehicle Via Mobile App*
• Some also perceive pricing and variety of options are better online than in-person..

12. Of the alternative-fuel vehicle types, Hybrid and Electric enjoy higher awareness, followed
by Plug-in Hybrid.
D9. How familiar are you with each of these alternative-fuel vehicle types?
Base: Plan to Buy/ Lease a Vehicle (n=898)
12
17%
23%
28%
29%
20%
37%
37%
40%
37%
33%
31%
28%
25%
7%
4%
3%
Hydrogen Fuel Cell Vehicle
Plug-in Hybrid
Electric Vehicle
Hybrid Vehicle
Very familiar Somewhat familiar Heard of but not very familiar Never Heard of
Familiarity with Alternative-Fuel Vehicle Types
(Among next-3-years intenders)
• Familiarity with these types of vehicles, however, is somewhat limited, with only 23-29% indicating they are ‘very familiar’.
• One in four have never heard of Hydrogen Fuel Cell Vehicles.

13. Familiarity with alternative-fuel vehicles is higher among men. Awareness tends to decline
with age and increase with income.
D9. How familiar are you with each of these alternative-fuel vehicle types?
Base: Plan to Buy/ Lease a Vehicle Total (n=898), Hispanics (n=366), Non-Hispanic Whites (n=175), African Americans (n=174), Asians (n=183), Male (n=470), Female (n=428), Millennials (n=401),
Gen X (n=346), Boomers (n=151), Under $40K (n=335), $40K-$79K (n=280), $80K+ (n=253)
13
Familiarity with Alternative-Fuel Vehicle Types - % Very Familiar
(Among next-3-years intenders)
• Hispanics tend to report higher awareness of these types of vehicles than most other ethnic groups.
17%
17%D
19%CD
11%
10%
25%F
9%
22%J
17%J
8%
12%
13%
26%KL
Hydrogen Fuel Cell Vehicle
23%
24%C
23%
17%
17%
30%F
14%
27%J
23%J
12%
14%
23%K
31%K
Plug-in Hybrid Vehicle
28%
30%
29%
24%
25%
34%F
21%
31%J
28%
17%
19%
28%
35%K
Electric Vehicle
29%
30%
30%
26%
30%
34%F
24%
35%J
26%
23%
17%
33%K
38%K
Total Sample
Hispanics (A)
NH Whites (B)
African Americans (C )
Asians (D)
Male (E )
Female (F)
Age 18-34 (G)
Age 35-54 (H )
Age 55-64 (J)
Under $40K (K)
$40K-$79K (L)
$80K or more (M)
Hybrid Vehicle
Letters next to percentages indicate statistical significant difference at 95% confidence level

14. Two in five express interest in considering an alternative-fuel vehicle; one in five would not
consider at all.
D10. How likely are you to consider an alternative fuel vehicle for your next vehicle purchase?
Base: Total Respondents (n=1271) Hispanics (n=505), Non-Hispanic Whites (n=252), African Americans (n=258), Asians (n=252), Male (n=626), Female (n=645), Millennials (n=561), Gen X (n=473),
Boomers (n=237), Under $40K (n=501), $40K-$79K (n=385), $80K+ (n=307)
14
17%
25%
25%
14%
19%
Very likely
Somewhat likely
Not likely nor unlikely
Not very likely
Not likely at all
Likelihood to Consider an Alternative Fuel Vehicle
(Among Total Sample)
17%
19%C
17%
11%
19%C
19%
15%
19%J
19%J
10%
11%
14%
28%KL
Total Sample
Hispanics (A)
NH Whites (B)
African Americans (C )
Asians (D)
Male (E )
Female (F)
Age 18-34 (G)
Age 35-54 (H )
Age 55-64 (J)
Under $40K (K)
$40K-$79K (L)
$80K or more (M)
% Very Likely To Consider – by subgroups
• Nearly as many are very likely to consider than not likely to consider, many are unsure.
• Interest on this type of vehicles declines with age (likely due to comfort with technology in general) and increases with income.
Letters next to percentages indicate statistical significant difference at 95% confidence level

15. Cost is, by far, the key barrier to considering an alternative-fuel vehicle.
D11. What are the reasons why you would not be likely to consider an alternative fuel vehicle?
Base: Not Likely to Buy an Alternative Fuel Vehicle (n= 706)
15
47%
32%
28%
25%
21%
20%
18%
17%
17%
12%
8%
8%
8%
7%
6%
4%
2%
1%
1%
Too expensive
Don't know enough about them
Difficulty re-fueling/recharging
Driving range
Not enough engine power
Long-term cost
Too complicated
Too small
Haven't seen one I like/ that catches my attention
Not enough fuel economy benefit
Lack of style
Not reliable
Bad reputation
Not enough environmental benefit
Environmental impact of electric battery waste
Other (Net)
Other
I can't/I'm disable/I don't drive
I don't need another car
Barriers to Considering an Alternative-Fuel Vehicle
Highest among Millennials (10%)
Lowest among Millennials (18%);
increases significantly with age: 29%
among Gen X and 42% among Boomers.
• Lack of familiarity and difficulty recharging are also mentioned by about 3 in ten people.

16. In general, non-Hispanic Whites seem the most skeptical and are more likely to name
multiple reasons for their lack of interest on AFVs.
D11. What are the reasons why you would not be likely to consider an alternative fuel vehicle?
Base: Not Likely to Buy an Alternative Fuel Vehicle (n= 706)
16
Barriers to Considering an Alternative Fuel Vehicle
Total Hispanics Non-Hispanic Whites African American Asians
(A) (B) (C) (D)
Too expensive 47% 48%C 52%C 32% 51%C
Don't know enough about them 32% 30% 30% 41%A 31%
Difficulty re-fueling/recharging 28% 26% 32%C 20% 27%
Driving range 25% 17% 30%AC 17% 23%
Not enough engine power 21% 13% 28%ACD 10% 11%
Long-term cost 20% 19% 22% 14% 22%
Too complicated 18% 19% 18% 18% 18%
Too small 17% 11% 20%ACD 11% 6%
Haven't seen one I like/ that catches my attention 17% 21% 16% 15% 20%
Not enough fuel economy benefit 12% 9% 15%C 6% 14%C
Lack of style 8% 8% 8% 10% 9%
Not reliable 8% 8% 9% 8% 15%
Bad reputation 8% 5% 11%ACD 4% 3%
Not enough environmental benefit 7% 6% 7% 5% 5%
Environmental impact of electric battery waste 6% 8% 5% 6% 8%
Base size: (706) (275) (148) (161) (122)
• Price is the top barrier among Hispanics and Asians, while African Americans are more likely to name lack of familiarity as the top barrier.
Letters next to percentages indicate statistical significant difference at 95% confidence level

17. Car-sharing services enjoy nearly universal awareness, although only about half have used
them. Awareness and usage of other services is much weaker.
D12. Please indicate your level of familiarity with each of the following ride-sharing services.
Base: Total Respondents (n=1271)
17
13%
14%
45%
51%
47%
49%
35%
40%
6%
Bicycle sharing
Electric-scooter sharing (such as Bird or Lime)
Car-sharing (such as Uber or Lyft)
Have used this service Have seen/heard of but never used Have never seen or heard of
Familiarity with Ride-Sharing Services
(Among Total Sample)
• Only one in 7 have ever used scooter or bicycle sharing services, which represents one-fourth of those car-sharing penetration.
• Awareness of scooter or bicycle sharing services is significantly lower than that of car-sharing as well.
• The stronger awareness and usage of car-sharing services is likely driven by fact that these tend to be ubiquitous in many cities, whereas
other ride-sharing services tend to be available in more urban areas.

18. Consistent with level of familiarity, consumers are more likely to consider using car-sharing
rides than other services.
D13. Whether or not you are familiar with them, how likely are you to use each of the following ride-sharing services?
Base: Total Respondents (n=1271)
18
13%
13%
36%
13%
12%
23%
18%
19%
16%
16%
14%
10%
41%
42%
16%
Bicycle sharing
Electric-scooter sharing (such as Bird or Lime)
Car-sharing (such as Uber or Lyft)
Very likely Somewhat likely Not sure Not very likely Not likely at all
Likelihood to Use a Ride-Sharing Service
(Among Total Sample)
• Most are unsure or are not planning on using scooter or bicycle sharing services

19. The majority of those likely to use ride-sharing services are not willing to give up their car.
D12. Please indicate your level of familiarity with each of the following ride-sharing services.
D14. What impact would [SERVICE] have on your driving habits or vehicle ownership, if at all?
Base: Total Respondents (n=1271)
19
8%
18%35%
39%
Car-Sharing Services
5%
10%
12%
73%
Bicycle Sharing Services
Impact of Ride-Sharing Services on Driving Habits
(Among Total Sample)
6%
10%
11%
73%
Electric-scooter Sharing Services
I may not own a vehicle in the near
future because of this service
I will be driving less in the near
future because of this service
None, it will not have any
impact on my driving or vehicle
ownership now or in the future
• While some intend to drive less as a result of ride-sharing services, very few are ready to give up their car.
Not likely to use ride-sharing
service

20. Interest on ride-sharing services is highest among the youngest cohort and declines with
age.
D12. Please indicate your level of familiarity with each of the following ride-sharing services.
D13. Whether or not you are familiar with them, how likely are you to use each of the following ride-sharing services?
D14. What impact would [SERVICE] have on your driving habits or vehicle ownership, if at all?
Base: Total Respondents
20
Usage and Impact of Ride-Sharing Services
(Among Total Sample)
• Hispanics and Asians are more likely to have used car-sharing services.
Total Hispanics
Non-Hispanic
Whites
African
American
Asians
Age
18-34
Age
35-54
Age
55-64
(A) (B) (C) (D) (G) (H) (J)
% HAVE USED SERVICE IN THE PAST
Car-sharing (such as Uber or Lyft) 45% 53%B 40% 46% 60%BC 55%HJ 45%J 25%
Electric-scooter sharing (such as Bird or Lime) 14% 14% 13% 12% 13% 22%HJ 10%J 3%
Bicycle sharing service 13% 14% 12% 14% 11% 20%HJ 12%J 3%
% VERY LIKELY TO USE SERVICE IN FUTURE
Car-sharing (such as Uber or Lyft) 36% 41% 34% 40% 40% 48%HJ 34%J 16%
Electric-scooter sharing (such as Bird or Lime) 13% 12% 14% 12% 9% 22%HJ 12%J 1%
Bicycle sharing service 13% 13% 14% 9% 10% 18%J 13%J 1%
% WHO WILL DRIVE LESS OR MAY NOT OWN A CAR BECAUSE OF THIS SERVICE
Car-sharing (such as Uber or Lyft) 26% 32% 25% 22% 32% 38%HJ 25%J 5%
Electric-scooter sharing (such as Bird or Lime) 16% 15% 17% 10% 11% 24%HJ 16%J 1%
Bicycle sharing service 15% 14% 16% 10% 12% 23%HJ 14%J 1%
Base size: (1271) (505) (252) (258) (256) (561) (473) (237)
Letters next to percentages indicate statistical significant difference at 95% confidence level

21. Younger men report the strongest interest in autonomous vehicles.
D15. An "autonomous" or "self-driving" vehicle is a vehicle that combines sensors and software to control, navigate and drive the vehicle. These vehicles requires very little to no human input.
Using a scale from 1-5, please indicate your interest in this type of technology.
Base: Total Respondents (n=1271) Hispanics (n=505), Non-Hispanic Whites (n=252), African Americans (n=258), Asians (n=252), Male (n=626), Female (n=645), Millennials (n=561), Gen X (n=473),
Boomers (n=237)
21
Interest in Autonomous Vehicles
(Among Total Sample)
4%
16%J
23%J
11%
22%F
19%
15%
15%
19%
16%
11%
13%
18%J
10%
19%F
18%
14%
13%
21%BC
14%
22%
25%
29%E
17%
35%ABC
26%
21%
24%
23%
16%
10%
11%
13%
10%
10%
12%
12%
11%
11%
48%G
39%G
23%
37%
32%
18%
34%AD
39%AD
25%
35%
Age 55-64 (J)
Age 35-54 (H )
Age 18-34 (G)
Female (F)
Male (E )
Asian (D)
African American (C )
NH White (B)
Hispanic (A)
Total Sample
5-I can hardly wait to own a self-driving vehicle! 4 3-Not sure 2 1-I can't see myself ever driving or owning one a self-driving vehicle
• Boomers have not embraced the idea of driving an autonomous vehicle.
• Hispanics and Asians show more interest than other segments.
Letters next to percentages indicate statistical significant difference at 95% confidence level