1) New car sales in Australia increased 10.3% in 2012, with SUV sales growing the fastest at 25%. Passenger vehicles remained the largest segment at 52% of sales. 2) Private and business buyers fueled growth, increasing purchases by 13% and 11% respectively, while government purchases fell 12%. Petrol vehicles represented 68% of sales. 3) The SUV market saw a 25.3% rise in sales volumes. Toyota led sales in this segment followed by Nissan, Subaru, and Mitsubishi, all of which increased volumes. Small SUVs under $40K saw a 55.3% jump.

1. An Analysis of the Key Insights from the
VFACTS New Car Sales Data 2012
1

2. Topline Findings
 There were 1.112m new vehicles sold in 2012, up from 1.008m in 2011.
 The number of new vehicles that hit the road increased by 104k year on
year, representing a 10.3% increase.
 The passenger segment is still the largest segment, representing 52% of volume. The
number of new passenger vehicles rose by a modest 3% in 2012.
 The fastest growing segment is in SUVs/4WDs, with volumes up 25% increase in 2012.
Growth in Ute sales was also strong, at 14%
 The only segment to show a decline in numbers was Commercial Vans, with
volumes down by 1%.
 The growth in the new car sales has been fueled by private and business buyers, up
13% and 11% respectively.
 Government purchases of new vehicles was down 12% year on year. Government
sales now represent just 5.4% of new cars being sold.
 Petrol powered vehicles represent 68% of new car sales, and diesels 30%.
 While purchases of Hybrid, LPG and Electric vehicles represents only a small
portion of sales, growth among these sectors is particularly strong.
2

3. New Car Sales by Segment
2012 Vehicle Sales Share Change in Volume by Segment
(2012 v 2011)
Passenger
Passenger 17,541 ↑3.1%
51.9%
SUV 61,689 ↑25.3%
SUV Utes 21,740 ↑14.3%
27.5%
Heavy
2,789 ↑9.9%
Commercial
Buses
Utes Vans -240 ↓1.1%
0.3%
Vans 15.6%
1.9% Heavy Buses 76 ↑2.0%
Commercial
2.8%
-10,000 10,000 30,000 50,000 70,000
3 Source: VFACTS New Vehicle Sales, December 2012

4. New Car Sales by Buyer Type
2012 Vehicle Sales Share Change in Volume
(2012 v 2011)
Private
50.0% Private 61,834 ↑12.9%
Business 42,111 ↑10.8%
Business
39.9% Government ↓12.3%
-7,135
Rental
4.7%
Rental 3,996 ↑7.4%
Government
5.4%
-30,000 20,000 70,000
4 Source: VFACTS New Vehicle Sales, December 2012

5. New Car Sales by Fuel Type
2012 Vehicle Sales Share Change in Volume
(2012 v 2011)
Petrol 31,855 ↑4.5%
Petrol
67.9%
Diesel 60,964 ↑22.9%
Diesel
30.3% Hybrid 5,099 ↑57.8%
LPG 2,684 ↑87.1%
Hybrid
Electric 204 ↑416.3%
Electric LPG 1.3%
0.02% 0.5%
0 20,000 40,000 60,000 80,000
5 Source: VFACTS New Vehicle Sales, December 2012

6. Fuel Preferences by Segment
Share of Volume
Private v Non-Private
Petrol ↑2% 57% 43%
Diesel ↑2% 36% 64%
Hybrid ↑15% 44% 56%
LPG ↑3% 13% 87%
Electric 19% 81% ↑4%
-100% -50% 0% 50% 100%
6 Source: VFACTS New Vehicle Sales, December 2012

7. Passenger Market Findings
 In total, almost 577k new passenger vehicles were sold in 2012, up from 559k in
2011, representing a 3.7% increase.
 The two largest segments - the light and small passenger segments – posted
modest growth.
 The continued decline in demand for large passenger cars is offset by strong
growth in the medium passenger segment.
 The top 10 manufacturers account for 84% of passenger vehicles sold in 2012.
 The top 20 manufacturers account for 98% of volume, leaving 25 brands
representing just 1.8% of volume
 Of the mainstream brands, Toyota has the largest volume, sold more than 100k
passenger vehicles in 2012. They are followed by Holden and Hyundai.
 Of the luxury brands, Mercedes Benz sold almost 15k passenger vehicles in
2012, making it the 12th largest manufacturer by volume. They are followed by
BMW in 14th and Audi in 15th.
 The brands with the largest increases in volume (by percentage) were
Chrysler, Honda, Kia, Toyota and Citroen.
 The brands with the largest drops in volume (by percentage) were
Proton, Volvo, Mitsubishi, Dodge and Alfa Romeo.
7

8. Passenger Market By Subsegment
2012 Volume % Change in Volume
Light < $25K 135,297 ↑4.1%
Light > $25K 2,309 ↓7.0%
Small < $40K 241,154 ↑3.3%
Small > $40K 11,013 ↑2.8%
Medium < $60K 68,847 ↑18.6%
Medium > $60K 18,827 ↑5.0%
Large < $70K 58,400 ↓20.4%
Large > $70K 4,696 ↓1.0%
Upper Large < $100K 2,666 ↑18.3%
Upper Large > $100K 569 ↓27.8%
People Movers < $55K 10,625 ↑6.9%
People Movers > $55k 1,015 ↓13.5%
Sports < $80K 15,830 ↑91.6%
Sports > $80K 4,564 ↑16.0%
Sports > $200K 1,043 ↑19.2%
0 50,000 100,000 150,000 200,000 250,000 Overall ↑3.1%
8 Source: VFACTS New Vehicle Sales, December 2012

9. Passenger Market Share
Market Share % Change in Volume
Toyota – ↑21.9%
Holden
13.0% Holden – ↓16.1%
Hyundai
Hyundai – ↑7.7%
Toyota 12.0%
17.6% Mazda – ↑5.1%
Ford – ↓4.5%
Mazda
11.9% Volkswagen – ↑12.4%
Honda – ↑27.6%
Others Ford Kia – ↑25.3%
15.7% 8.4%
Suzuki – ↓4.2%
VW
Mitsubishi – ↓20.0%
Kia Honda 6.1%
4.0% 5.4%
Mitsubishi
2.7% Suzuki
3.3%
9 Source: VFACTS New Vehicle Sales, December 2012

10. Passenger Market – Winners and Losers
Largest Increases in Volume Largest Decreases in Volume
(Year on Year % Change) (Year on Year % Change)
Chrysler 134% Proton 25%
Honda 28% Volvo Car 23%
Kia 25% Mitsubishi 20%
Toyota 22% Dodge 19%
Citroen 16% Alfa Romeo 17%
Jaguar 13% Holden 16%
Volkswagen 12% Peugeot 15%
BMW 12% Skoda 14%
Renault 11% Audi 13%
Hyundai 8% Subaru 13%
0% 25% 50% 75% 100% 125% 150% 0% 25% 50%
10 Source: VFACTS New Vehicle Sales, December 2012

11. SUV Market Findings
 In total, 305k new SUVs were sold in 2012, up from 224k in 2011, representing a strong
increase of 25.3%.
 Of the 8 subsegments of the SUV market, 7 posted growth in excess of 10%, with
the Upper Large SUVs (worth >$100k) posting a 8% decrease.
 Growth was driven by a surge in demand for Small SUVs worth less than
$40k, with a 55% increase in volume year on year.
 The top 10 manufacturers account for 81% of SUVs sold in 2012, similar to the
passenger market. The top 12 manufacturers in this segment all increased the volume
of SUVs sold in 2012.
 Toyota leads the category, selling almost 59k SUVs in 2012. They are followed by
Nissan, Subaru and Mitsubishi – all brands that posted decreased volumes in the
passenger market.
 Of the luxury brands, Land Rover was the 11th largest manufacturer, selling almost
8,000 SUVs. BMW and Audi follow with approximately 7,000 and 5,500 SUVs sold.
 The fastest growing manufacturers (by percentage) in the SUV segment are
Peugeot, Jeep, Renault, Mazda, Skoda and Subaru.
 The brands with the largest drops in volume (by percentage) were
Dodge, Chery, Honda, BMW and Ssangyong.
11

12. SUV Market By Subsegment
2012 Volume % Change in Volume
SUV Small < $40K 57,231 ↑55.3%
SUV Small > $40k 3,452 ↑28.1%
SUV Medium < $60K 99,183 ↑20.4%
SUV Medium > $60K 10,861 ↑ 38.2%
SUV Large < $70K 102,883 ↑20.2%
SUV Large > $70K 17,480
↑11.5%
SUV Upper Large < $100K 14,036
↑13.8%
SUV Upper Large > $100k 699
↓ 7.8%
0 50,000 100,000 150,000 Overall ↑25.3%
12 Source: VFACTS New Vehicle Sales, December 2012

13. SUV Market Share
Market Share % Change in Volume
Nissan Toyota – ↑25.9%
12.2% Subaru Nissan – ↑ 28.1%
8.9%
Toyota Subaru – ↑42.7%
19.2% Mitsubishi Mitsubishi – ↑2.6%
7.8%
Mazda – ↑ 74.0%
Mazda
7.7% Holden – ↑23.3%
Jeep – ↑108.3%
Others Holden
18.5% 6.1% Ford – ↑1.9%
Jeep
Hyundai – ↑2.0%
Ford 5.9%
5.5% Volkswagen – ↑26.4%
Volkswagen Hyundai
2.9% 5.3%
13 Source: VFACTS New Vehicle Sales, December 2012

14. SUV Market – Winners and Losers
Largest Increases in Volume Largest Decreases in Volume
(Year on Year % Change) (Year on Year % Change)
Peugeot 121%
Dodge 56%
Jeep 108%
Renault 88%
Chery 48%
Mazda 74%
Skoda 48%
Honda 18%
Subaru 43%
Land Rover 37%
BMW 4%
Audi 34%
Nissan 28%
Ssangyong 0.3%
Suzuki 26%
0% 25% 50% 75% 100% 125% 150% 0% 25% 50% 75% 100%
14 Source: VFACTS New Vehicle Sales, December 2012

15. Light Commercial Market Findings
 Just over 198k new light commercial vehicles were sold in 2012. Growth in the segment
was 12.2% year on year, topping the 177k light commercial vehicles sold in 2011.
 The market consisted of 174k Utes, 21k Vans, and almost 4k Buses
 Growth in the light commercial segment was driven by a surge in demand for
Utes, particularly 4x4s, which increased 24.7% in 2012.
 The number of Vans sold fell by 1%, while sales for Buses increased 2% in 2012.
 Toyota leads the category, selling 58k light commercial vehicles in 2012.
 Nissan and Ford follow, with both manufacturers posting increases in volumes
 Of the top 10 manufacturers in the segment, only Holden and Hyundai sold fewer
light commercial vehicles in 2012.
 The fastest growing manufacturers (by percentage) in the light commercial segment
are Volkswagen, Suzuki, Renault, Great Wall, Mazda and Isuzu.
 The brands with the largest drops in volume (by percentage) were
Kia, Proton, Peugeot, Land Rover and Hyundai.
15

16. Light Commercial Market By Subsegment
2012 Volume % Change in Volume
Workhorse / Utes 4x2 49,233 ↓ 5.6%
Workhorse / Utes 4x4 124,536 ↑24.7%
Vans <= 2.5t 3,316 ↑ 4.6%
Vans 2.5-3.5t 17,360 ↓ 2.2%
Light Buses < 20 Seats 2,886 ↓ 7.6%
Light Buses 20+ Seats 971
↑ 14.6%
0 50,000 100,000 150,000 Overall ↑12.2%
16 Source: VFACTS New Vehicle Sales, December 2012

17. Light Commercial Market Share
Market Share % Change in Volume
Toyota – ↑12.1%
Toyota Nissan Nissan – ↑ 18.2%
29.2% 13.8% Ford – ↑8.5%
Holden – ↓2.7%
Ford Mitsubishi – ↑ 6.2%
Others
12.7%
2.2% Mazda – ↑22.8%
Hyundai
3.0% Volkswagen – ↑64.9%
Great Wall Holden
Isuzu – ↑21.7%
3.8% 10.7%
Isuzu Great Wall – ↑34.8%
3.9% Mazda Mitsubishi
6.0% 9.6% Hyundai – ↓11.4%
Volkswagen
5.1%
17 Source: VFACTS New Vehicle Sales, December 2012

18. Light Commercial Market – Winners and Losers
Largest Increases in Volume Largest Decreases in Volume
(Year on Year % Change) (Year on Year % Change)
Volkswagen 65% Kia 71%
Suzuki 62% Proton 62%
Renault 44% Peugeot 18%
Great Wall 35% Land Rover 12%
Mazda 23% Hyundai 11%
Isuzu 22% Fiat 3%
0% 25% 50% 75% 100% 0% 25% 50% 75% 100%
18 Source: VFACTS New Vehicle Sales, December 2012

19. Heavy Commercial Market Findings
 More than 31k new Heavy Commercial vehicles were purchased in 2012. Volumes rose
by almost 2,800 trucks, representing a 9.9% increase in sales year on year.
 The total number of large trucks (with GVM of 15 tonnes or more) grew by 20.4%,
with almost 12k sold in 2012.
 Midsize trucks (GVM of 7.5-15 tonnes) posted growth of 11.9% year on year.
 While smaller trucks, with GVM of 3.5-7.5 tonnes represent the majority of
volume, the number of these trucks sold was essentially unchanged from 2011.
 Isuzu sold the largest number of heavy commercial vehicles, capturing 23% of the
market.
 Hino and Kenworth both place in the top 5 manufacturers, with both increasing
volumes considerably, with growth of 26.5% and 33.6% respectively.
 Mercedes Benz and Mitsubishi also appear in the top 5, but both manufacturers
sold fewer trucks in 2012 than in 2011.
 The fastest growing manufacturers (by percentage) in the Heavy Commercial segment
are Renault, Caterpillar, Daf, Volkswagen, Man and Kenworth.
 The brands with the largest drops in volume (by percentage) were Ford, Hyundai
Trucks, Nissan UD, Fiat and Mitsubishi.
19

20. Heavy Commercial Market By Subsegment
2012 Volume % Change in Volume
Trucks 3,501-7,500 kgs 12,696 ↑ 0.8%
Trucks 7,501-15,000 kgs 6,599
↑ 11.9%
Trucks 15,001 kgs + Over 11,755
↑ 20.4%
0 10,000 20,000 30,000 Overall ↑9.9%
20 Source: VFACTS New Vehicle Sales, December 2012

21. Heavy Commercial Market Share
Market Share % Change in Volume
Isuzu – ↑8.7%
Hino
13.2% Hino – ↑ 26.5%
Isuzu
Mercedes Mercedes-Benz – ↓1.8%
22.5%
9.9%
Mitsubishi – ↓9.8%
Mitsubishi Kenworth – ↑ 33.6%
9.1% Iveco – ↑23.5%
Kenworth Volvo – ↑11.2%
Others
18.3% 7.4% Western Star – ↑14.8%
Iveco
6.5% Mack– ↑16.1%
Volvo
4.2% Volkswagen – ↑78.7%
Volkswagen
2.6% Mack Western
3.0% Star
3.1%
21 Source: VFACTS New Vehicle Sales, December 2012

22. Heavy Commercial Market – Winners and Losers
Largest Increases in Volume Largest Decreases in Volume
(Year on Year % Change) (Year on Year % Change)
≈
Renault 532% Ford 77%
Caterpillar 98% Hyundai
52%
Trucks
Daf 89%
Nissan UD 16%
Volkswagen 79%
Fiat 10%
Man 60%
Kenworth 34% Mitsubishi 10%
0% 100% 200% 300% 0% 50% 100%
22 Source: VFACTS New Vehicle Sales, December 2012

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