Sonic Automotive, Inc. Reports Fourth Quarter Results

Article Stock Quotes (1)

FREE Breaking News Alerts from StreetInsider.com!

StreetInsider.com Top Tickers, 6/3/2026

1. PANW
2. SPY
3. ULTA
4. GTLB
5. USO

6. CRWD
7. GOOGL
8. MDT
9. AVGO
10. VRTS

All-Time Record Revenue and Gross Profit - Increases Dividend

February 27, 2018 7:30 AM EST

E-mail

Get Alerts SAH Hot Sheet

Price: $83.29 -1.78%

Overall Analyst Rating:
SELL (= Flat)

Dividend Yield: 2.1%
Revenue Growth %: +3.3%

Join SI Premium – FREE

CHARLOTTE, N.C., Feb. 27, 2018 /PRNewswire/ -- Sonic Automotive, Inc. (NYSE: SAH), one of the nation's largest automotive retailers, today reported financial results for the fourth quarter and the full year of 2017.

All-time record revenue and gross profit in the fourth quarter of 2017 of $2.7 billion and $384.1 million, respectively
All-time record revenue and gross profit in the full year of 2017 of $9.9 billion and $1.5 billion, respectively
Record annual retail unit sales in 2017 of 257,217 units
Record F&I gross profit per retail unit of $1,473 and $1,411 for the fourth quarter and the full year of 2017, respectively
Benefit of $28.4 million related to the 2017 Tax Cuts and Jobs Act
20% increase in the quarterly dividend to $0.06 per share

Fourth Quarter and Full Year 2017 Results

GAAP Basis

Net income from continuing operations for the fourth quarter of 2017 was $62.1 million, or $1.42 per diluted share. These results include a benefit of approximately $28.4 million related to the change in the federal income tax rate from 35% to 21% in future periods and other items discussed below. Comparatively, net income from continuing operations for the fourth quarter of 2016 was $38.0 million, or $0.84 per diluted share.

Net income from continuing operations for the full year of 2017 was $94.2 million, or $2.12 per diluted share. The full year results for 2017 also include the benefit related to the federal income tax rate change. Comparatively, net income from continuing operations for the full year of 2016 was $94.5 million, or $2.06 per diluted share.

Adjusted Basis

Adjusted net income from continuing operations and related earnings per diluted share are non-GAAP financial measures. The schedules included in this press release reconcile these non-GAAP financial measures to the most directly comparable GAAP financial measures.

Adjusted net income from continuing operations for the fourth quarter of 2017 was $36.6 million, or $0.84 per diluted share. The adjustments in the 2017 quarterly period relate to the benefit of the change in the federal income tax rate in future periods, a gain related to the disposal of franchises, adjustments to physical damage accruals and charges related to fixed asset and franchise asset impairments and legal matters. Adjusted net income from continuing operations for the fourth quarter of 2016 was $29.8 million, or $0.66 per diluted share. The adjustments in the 2016 quarterly period relate to gains for a settlement with an original equipment manufacturer ("OEM") and the adjustment of physical damage loss accruals, offset partially by losses related to fixed asset impairments and lease exit charges.

Adjusted net income from continuing operations for the full year of 2017 was $82.2 million, or $1.85 per diluted share. The adjustments in the 2017 annual period relate to the benefit of the change in the federal income tax rate in future periods, gains related to the disposal of franchises and charges related to fixed asset and franchise asset impairments, debt refinance costs and legal matters. Adjusted net income from continuing operations for the full year of 2016 was $92.3 million, or $2.01 per diluted share. The adjustments in the 2016 annual period relate to gains for a settlement with an OEM, partially offset by charges related to physical damage losses, lease exit charges and fixed asset impairments.

Commentary

Jeff Dyke, the Company's Executive Vice President of Operations, noted, "It was another outstanding fourth quarter as we excelled in the execution of our business model. We are very excited about the progress our team continues to make in executing our playbooks across all areas of our business. It is also important to note that our EchoPark business grew by nearly 167%, or over 2,800 units, for the quarter. We sold over 10,600 units for the year with nearly 4,500 units retailed in the fourth quarter as our business model is accelerating volume at a rapid pace. This represents a 100% increase in volume for EchoPark year-over-year. We expect our EchoPark brand to sell in the range of 25,000 cars in 2018, more than doubling 2017 volume. In just a few years, the EchoPark brand has become nearly 20% of Sonic's total pre-owned volume, and, given the volume increase we are experiencing with our model, we fully expect EchoPark to eclipse the volume we currently produce in our Sonic franchised dealerships over the next few years."

B. Scott Smith, the Company's Chief Executive Officer, noted, "We are proud to report all-time record revenues and gross profits in both the fourth quarter and full year of 2017. We value the partnerships we have with our manufacturers and their willingness and ability to continue to offer incentives driving the level of retail activity we've experienced. This level of retail activity enabled us to sell more vehicles than we ever have. We are also pleased to be able to return more capital to stockholders by increasing our quarterly dividend 20% to $0.06 per share."

B. Scott Smith continued, "Our plans in 2018 include growth in both our franchised and pre-owned businesses with several luxury open points being added in the Atlanta and Houston markets and multiple EchoPark openings in our Pre-Owned Stores Segment. In addition to the two EchoPark stores which have opened in the last 60 days in the San Antonio market, we expect to open a third store in San Antonio, two stores in the Charlotte market, and our first EchoPark store in Houston during 2018. The vast majority of our capital spending in 2018 will support the expansion of our EchoPark brand."

B. Scott Smith added, "We are continually evaluating the landscape of human mobility and the risks and opportunities that are on the horizon that may reshape our business. We believe the dealership model will continue to serve as the primary resource for consumers for quite some time, but as consumers gravitate toward and accept other sources of mobility, we want to position Sonic to participate in those offerings. This would include partnerships or relationships with ride hailing, fractional ownership, subscription service or manufacturer promoted programs that satisfy a customer demand or need."

2018 Outlook

B. Scott Smith also noted, "We anticipate new vehicle industry volume to be between 16.75 million and 17.0 million units. We project diluted earnings per share from continuing operations for 2018 to be between $2.21 and $2.45 per share. This range includes the effect of projected results and expansion of our Pre-Owned Stores Segment, which includes EchoPark. We are projecting a loss related to our Pre-Owned Stores Segment for 2018 of between $0.08 and $0.12 per diluted share. Prior to the change in the federal income tax rate, we expected our annual effective income tax rate to range between 38% and 40% each year. Going forward, and included in our 2018 estimate, we expect our annual effective income tax rate to range between 26% and 28% each year. We will have additional comments on our 2018 outlook in our earnings call later today."

Dividend

Sonic's Board of Directors approved a quarterly dividend of $0.06 per share payable in cash for our stockholders of record on March 15, 2018. The dividend will be payable on April 13, 2018.

Fourth Quarter Earnings Conference Call

Senior management will host a conference call today at 11:00 A.M. (Eastern) to discuss the quarter's results. To access the live broadcast of the call over the Internet go to: www.sonicautomotive.com, then click on "Our Company," then "Investor Relations," then "Earnings Conference Calls."

Presentation materials for the conference call can be accessed on the Company's website at www.sonicautomotive.com by clicking on the "Investor Relations" tab under "Our Company" and choosing "Webcasts & Presentations."

The conference call will also be available live by dialing in 10 minutes prior to the start of the call at:

Domestic: (877) 450-3867International: (706) 643-0958Conference ID: 1288139

A conference call replay will be available one hour following the call for seven days and can be accessed by calling:

Domestic: (855) 859-2056International: (404) 537-3406Conference ID: 1288139

About Sonic Automotive

Sonic Automotive, Inc., a Fortune 500 company based in Charlotte, N.C., is one of the nation's largest automotive retailers. Sonic can be reached on the web at www.sonicautomotive.com. More information about EchoPark Automotive can be found at www.echopark.com.

Forward-Looking Statements

Included herein are forward-looking statements, including statements with respect to our 2018 earnings expectations, our projected annual effective income tax rate, 2018 new vehicle industry volume, projected results for our EchoPark brand, the anticipated expansion of both our franchised and pre-owned businesses in 2018 and our long-term strategy. There are many factors that affect management's views about future events and trends of the Company's business. These factors involve risks and uncertainties that could cause actual results or trends to differ materially from management's views, including without limitation, economic conditions in the markets in which we operate, new and used vehicle industry sales volume, the success of our operational strategies, the rate and timing of overall economic recovery or decline, and the risk factors described in the Company's Annual Report on Form 10-K for the year ended December 31, 2016. The Company does not undertake any obligation to update forward-looking information, except as required under federal securities laws and the rules and regulations of the Securities and Exchange Commission (the "SEC").

Non-GAAP Financial Measures

This press release and the attached financial tables contain certain non-GAAP financial measures as defined under SEC rules, such as adjusted net income from continuing operations and related earnings per diluted share, which exclude certain items disclosed in the attached financial tables. As required by SEC rules, the Company provides reconciliations of these non-GAAP financial measures to the most directly comparable GAAP financial measures. The Company believes that these non-GAAP financial measures improve the transparency of the Company's disclosure, provide a meaningful presentation of the Company's results from its core business operations excluding the impact of items not related to the Company's ongoing core business operations, and improve the period-to-period comparability of the Company's results from its core business operations.

Sonic Automotive, Inc. Results of Operations (Unaudited)


	This release contains certain non-GAAP financial measures (the "Adjusted" amounts) as defined under SEC rules, such as, but not limited to, adjusted income from continuing operations and related earnings per share data. The Company has reconciled these measures to the most directly comparable GAAP financial measures (the "Reported" amounts) in the release. The Company believes that these non-GAAP financial measures improve the transparency of the Company's disclosure by providing period-to-period comparability of the Company's results from operations.



	*Results of Operations*

		Three Months Ended December 31,		Twelve Months Ended December 31,
		2017	2016	2017	2016
		(In thousands, except per share and unit data)
	Revenues:
	New vehicles	$ 1,485,749	$ 1,408,327	$ 5,295,051	$ 5,234,505
	Used vehicles	685,965	651,608	2,622,053	2,533,122
	Wholesale vehicles	40,890	57,906	171,064	211,048
	Total vehicles	2,212,604	2,117,841	8,088,168	7,978,675
	Parts, service and collision repair	355,137	350,726	1,416,010	1,409,819
	Finance, insurance and other, net	100,198	88,346	363,030	343,285
	Total revenues	2,667,939	2,556,913	9,867,208	9,731,779
	Gross profit	384,089	371,735	1,457,676	1,429,274
	Selling, general and administrative expenses	(277,634)	(267,135)	(1,147,773)	(1,110,856)
	Impairment charges	(6,079)	(1,824)	(9,394)	(8,063)
	Depreciation and amortization	(23,192)	(20,144)	(88,944)	(77,446)
	Operating income (loss)	77,184	82,632	211,565	232,909
	Other income (expense):
	Interest expense, floor plan	(9,982)	(7,919)	(36,395)	(27,716)
	Interest expense, other, net	(13,324)	(12,546)	(52,524)	(50,106)
	Other income (expense), net	(32)	5	(14,522)	125
	Total other income (expense)	(23,338)	(20,460)	(103,441)	(77,697)
	Income (loss) from continuing operations before taxes	53,846	62,172	108,124	155,212
	Provision for income taxes for continuing operations - benefit (expense)	8,282	(24,131)	(13,971)	(60,696)
	Income (loss) from continuing operations	62,128	38,041	94,153	94,516
	Income (loss) from discontinued operations	(176)	(405)	(1,170)	(1,323)
	Net income (loss)	$ 61,952	$ 37,636	$ 92,983	$ 93,193

	Diluted earnings (loss) per common share:
	Earnings (loss) per share from continuing operations	$ 1.42	$ 0.84	$ 2.12	$ 2.06
	Earnings (loss) per share from discontinued operations	-	(0.01)	(0.03)	(0.03)
	Earnings (loss) per common share	$ 1.42	$ 0.83	$ 2.09	$ 2.03
	Weighted average common shares outstanding	43,682	45,341	44,358	45,948

	Gross Margin Data (Continuing Operations):
	New vehicles	5.2%	5.2%	5.0%	5.0%
	Used vehicles	5.1%	6.4%	5.9%	6.3%
	Wholesale vehicles	(5.7%)	(3.3%)	(5.1%)	(3.5%)
	Parts, service and collision repair	48.8%	48.4%	48.3%	47.8%
	Finance, insurance and other	100.0%	100.0%	100.0%	100.0%
	Overall gross margin	14.4%	14.5%	14.8%	14.7%

	SG&A Expenses (Continuing Operations):
	Compensation	$ 172,515	$ 167,724	$ 692,935	$ 674,617
	Advertising	15,116	15,840	61,563	61,674
	Rent	17,713	18,638	73,022	73,903
	Other	72,290	64,933	320,253	300,662
	Total SG&A expenses	$ 277,634	$ 267,135	$ 1,147,773	$ 1,110,856
	SG&A expenses as % of gross profit	72.3%	71.9%	78.7%	77.7%

	Operating Margin %	2.9%	3.2%	2.1%	2.4%

	Unit Data (Continuing Operations):
	New units	36,531	35,562	135,663	136,003
	Used units	31,740	29,621	123,489	119,174
	Wholesale units	7,463	9,086	31,385	35,098

Sonic Automotive, Inc. Results of Operations (Unaudited)

*Per Share Data*

	Three Months Ended December 31, 2017
		Income (Loss)		Income (Loss)
		From Continuing		From Discontinued
		Operations		Operations		Net Income (Loss)
	Weighted		Per		Per		Per
	Average		Share		Share		Share
	Shares	Amount	Amount	Amount	Amount	Amount	Amount
	(In thousands, except per share amounts)
Reported:
Earnings (loss) and shares	43,156	$ 62,128		$ (176)		$ 61,952
Effect of participating securities:
Non-vested restricted stock		(57)		-		(57)
Basic earnings (loss) and shares	43,156	$ 62,071	$ 1.44	$ (176)	$ (0.01)	$ 61,895	$ 1.43
Effect of dilutive securities:
Stock compensation plans	526
Diluted earnings (loss) and shares	43,682	$ 62,071	$ 1.42	$ (176)	$ -	$ 61,895	$ 1.42

Adjustments:
Impairment charges		$ 6,080		$ -		$ 6,080
Storm damage		(1,378)		-		(1,378)
Legal and other		1,496		-		1,496
Gain on disposal		(1,507)		-		(1,507)
Total adjustments before taxes		4,691		-		4,691
Income tax effect of adjustments		(1,841)		-		(1,841)
Non-recurring tax items		(28,409)		-		(28,409)
Effect of adjustments, net of income taxes		$ (25,559)	$ (0.58)	$ -	$ (0.01)	$ (25,559)	$ (0.59)

Adjusted:
Earnings (loss) and
diluted earnings (loss) per share (1)		$ 36,569	$ 0.84	$ (176)	$ (0.01)	$ 36,393	$ 0.83

(1) Net loss attributable to Pre-Owned Stores operations was $0.04 per fully diluted share in the three months ended December 31, 2017.


	Three Months Ended December 31, 2016
		Income (Loss)		Income (Loss)
		From Continuing		From Discontinued
		Operations		Operations		Net Income (Loss)
	Weighted		Per		Per		Per
	Average		Share		Share		Share
	Shares	Amount	Amount	Amount	Amount	Amount	Amount
	(In thousands, except per share amounts)
Reported:
Earnings (loss) and shares	44,764	$ 38,041		$ (405)		$ 37,636
Effect of participating securities:
Non-vested restricted stock		(22)		-		(22)
Basic earnings (loss) and shares	44,764	$ 38,019	$ 0.85	$ (405)	$ (0.01)	$ 37,614	$ 0.84
Effect of dilutive securities:
Stock compensation plans	577
Diluted earnings (loss) and shares (2)	45,341	$ 38,019	$ 0.84	$ (405)	$ (0.01)	$ 37,614	$ 0.83

Adjustments:
Impairment charges		$ 1,824		$ -		$ 1,824
OEM settlement		(14,836)		-		(14,836)
Storm damage		(612)		-		(612)
Legal and other		201		450		651
Total adjustments before taxes		(13,423)		450		(12,973)
Income tax effect of adjustments		5,210		(153)		5,057
Effect of adjustments, net of income taxes		$ (8,213)	$ (0.18)	$ 297	$ 0.01	$ (7,916)	$ (0.17)

Adjusted:
Earnings (loss) and
diluted earnings (loss) per share (2)		$ 29,828	$ 0.66	$ (108)	$ -	$ 29,720	$ 0.66

(2) Net loss attributable to Pre-Owned Stores operations was $0.03 per fully diluted share in the three months ended December 31, 2016.


*Per Share Data*

	Twelve Months Ended December 31, 2017
		Income (Loss)		Income (Loss)
		From Continuing		From Discontinued
		Operations		Operations		Net Income (Loss)
	Weighted		Per		Per		Per
	Average		Share		Share		Share
	Shares	Amount	Amount	Amount	Amount	Amount	Amount
	(In thousands, except per share amounts)
Reported:
Earnings (loss) and shares	43,997	$ 94,153		$ (1,170)		$ 92,983
Effect of participating securities:
Non-vested restricted stock		(85)		-		(85)
Basic earnings (loss) and shares	43,997	$ 94,068	$ 2.14	$ (1,170)	$ (0.03)	$ 92,898	$ 2.11
Effect of dilutive securities:
Stock compensation plans	361
Diluted earnings (loss) and shares	44,358	$ 94,068	$ 2.12	$ (1,170)	$ (0.03)	$ 92,898	$ 2.09

Adjustments:
Impairment charges		$ 9,393		$ -		$ 9,393
Storm damage		8,593		-		8,593
Legal and other		2,306		-		2,306
Lease exit adjustments		992		-		992
Gain on disposal		(9,997)		-		(9,997)
Loss on debt extinguishment		15,268		-		15,268
Total adjustments before taxes		26,555		-		26,555
Income tax effect of adjustments		(10,423)		-		(10,423)
Non-recurring tax items		(28,055)		-		(28,055)
Effect of adjustments, net of income taxes		$ (11,923)	$ (0.27)	$ -	$ 0.01	$ (11,923)	$ (0.26)

Adjusted:
Earnings (loss) and
diluted earnings (loss) per share (3)		$ 82,230	$ 1.85	$ (1,170)	$ (0.02)	$ 81,060	$ 1.83

(3) Net loss attributable to Pre-Owned Stores operations was $0.25 per fully diluted share in the twelve months ended December 31, 2017.


	Twelve Months Ended December 31, 2016
		Income (Loss)		Income (Loss)
		From Continuing		From Discontinued
		Operations		Operations		Net Income (Loss)
	Weighted		Per		Per		Per
	Average		Share		Share		Share
	Shares	Amount	Amount	Amount	Amount	Amount	Amount
	(In thousands, except per share amounts)
Reported:
Earnings (loss) and shares	45,637	$ 94,516		$ (1,323)		$ 93,193
Effect of participating securities:
Non-vested restricted stock		(52)		-		(52)
Basic earnings (loss) and shares	45,637	$ 94,464	$ 2.07	$ (1,323)	$ (0.03)	$ 93,141	$ 2.04
Effect of dilutive securities:
Stock compensation plans	311
Diluted earnings (loss) and shares	45,948	$ 94,464	$ 2.06	$ (1,323)	$ (0.03)	$ 93,141	$ 2.03

Adjustments:
Impairment charges		$ 7,913		$ -		$ 7,913
OEM settlement		(14,836)		-		(14,836)
Storm damage		2,990		-		2,990
Legal and other		100		-		100
Lease exit adjustments		200		927		1,127
Total adjustments before taxes		(3,633)		927		(2,706)
Income tax effect of adjustments		1,394		(341)		1,053
Effect of adjustments, net of income taxes		$ (2,239)	$ (0.05)	$ 586	$ 0.01	$ (1,653)	$ (0.04)

Adjusted:
Earnings (loss) and
diluted earnings (loss) per share (4)		$ 92,277	$ 2.01	$ (737)	$ (0.02)	$ 91,540	$ 1.99

(4) Net loss attributable to Pre-Owned Stores operations was $0.17 per fully diluted share in the twelve months ended December 31, 2016.

Sonic Automotive, Inc. Results of Operations (Unaudited)


	*New Vehicles*

		Three Months Ended December 31,		Better / (Worse)
		2017	2016	Change	% Change
		(In thousands, except units and per unit data)
	Reported:
	Revenue	$ 1,485,749	$ 1,408,327	$ 77,422	5.5%
	Gross profit	$ 77,888	$ 73,916	$ 3,972	5.4%
	Unit sales	36,531	35,562	969	2.7%
	Revenue per unit	$ 40,671	$ 39,602	$ 1,069	2.7%
	Gross profit per unit	$ 2,132	$ 2,079	$ 53	2.5%
	Gross profit as a % of revenue	5.2%	5.2%	-	bps

		Twelve Months Ended December 31,		Better / (Worse)
		2017	2016	Change	% Change
		(In thousands, except units and per unit data)
	Reported:
	Revenue	$ 5,295,051	$ 5,234,505	$ 60,546	1.2%
	Gross profit	$ 264,926	$ 260,594	$ 4,332	1.7%
	Unit sales	135,663	136,003	(340)	(0.2%)
	Revenue per unit	$ 39,031	$ 38,488	$ 543	1.4%
	Gross profit per unit	$ 1,953	$ 1,916	$ 37	1.9%
	Gross profit as a % of revenue	5.0%	5.0%	-	bps

		Three Months Ended December 31,		Better / (Worse)
		2017	2016	Change	% Change
		(In thousands, except units and per unit data)
	Same Store:
	Revenue	$ 1,476,819	$ 1,390,744	$ 86,075	6.2%
	Gross profit	$ 76,689	$ 74,198	$ 2,491	3.4%
	Unit sales	36,305	34,920	1,385	4.0%
	Revenue per unit	$ 40,678	$ 39,827	$ 851	2.1%
	Gross profit per unit	$ 2,112	$ 2,125	$ (13)	(0.6%)
	Gross profit as a % of revenue	5.2%	5.3%	(10)	bps

		Twelve Months Ended December 31,		Better / (Worse)
		2017	2016	Change	% Change
		(In thousands, except units and per unit data)
	Same Store:
	Revenue	$ 5,204,867	$ 5,170,372	$ 34,495	0.7%
	Gross profit	$ 259,220	$ 259,668	$ (448)	(0.2%)
	Unit sales	133,047	133,606	(559)	(0.4%)
	Revenue per unit	$ 39,121	$ 38,699	$ 422	1.1%
	Gross profit per unit	$ 1,948	$ 1,944	$ 4	0.2%
	Gross profit as a % of revenue	5.0%	5.0%	-	bps

Sonic Automotive, Inc. Results of Operations (Unaudited)

*Used Vehicles*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Reported:
Revenue	$ 685,965	$ 651,608	$ 34,357	5.3%
Gross profit	$ 34,891	$ 41,464	$ (6,573)	(15.9%)
Unit sales	31,740	29,621	2,119	7.2%
Revenue per unit	$ 21,612	$ 21,998	$ (386)	(1.8%)
Gross profit per unit	$ 1,099	$ 1,400	$ (301)	(21.5%)
Gross profit as a % of revenue	5.1%	6.4%	(130)	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Reported:
Revenue	$ 2,622,053	$ 2,533,122	$ 88,931	3.5%
Gross profit	$ 154,903	$ 158,585	$ (3,682)	(2.3%)
Unit sales	123,489	119,174	4,315	3.6%
Revenue per unit	$ 21,233	$ 21,256	$ (23)	(0.1%)
Gross profit per unit	$ 1,254	$ 1,331	$ (77)	(5.8%)
Gross profit as a % of revenue	5.9%	6.3%	(40)	bps

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Same Store:
Revenue	$ 625,914	$ 638,427	$ (12,513)	(2.0%)
Gross profit	$ 33,068	$ 36,661	$ (3,593)	(9.8%)
Unit sales	28,685	28,849	(164)	(0.6%)
Revenue per unit	$ 21,820	$ 22,130	$ (310)	(1.4%)
Gross profit per unit	$ 1,153	$ 1,271	$ (118)	(9.3%)
Gross profit as a % of revenue	5.3%	5.7%	(40)	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Same Store:
Revenue	$ 2,476,967	$ 2,488,866	$ (11,899)	(0.5%)
Gross profit	$ 143,690	$ 148,069	$ (4,379)	(3.0%)
Unit sales	115,916	116,450	(534)	(0.5%)
Revenue per unit.	$ 21,369	$ 21,373	$ (4)	(0.0%)
Gross profit per unit	$ 1,240	$ 1,272	$ (32)	(2.5%)
Gross profit as a % of revenue	5.8%	5.9%	(10)	bps

Sonic Automotive, Inc. Results of Operations (Unaudited)

*Wholesale Vehicles*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Reported:
Revenue	$ 40,890	$ 57,906	$ (17,016)	(29.4%)
Gross profit (loss)	$ (2,334)	$ (1,890)	$ (444)	(23.5%)
Unit sales	7,463	9,086	(1,623)	(17.9%)
Revenue per unit	$ 5,479	$ 6,373	$ (894)	(14.0%)
Gross profit (loss) per unit	$ (313)	$ (208)	$ (105)	(50.5%)
Gross profit (loss) as a % of revenue	(5.7%)	(3.3%)	(240)	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Reported:
Revenue	$ 171,064	$ 211,048	$ (39,984)	(18.9%)
Gross profit (loss)	$ (8,714)	$ (7,316)	$ (1,398)	(19.1%)
Unit sales	31,385	35,098	(3,713)	(10.6%)
Revenue per unit	$ 5,451	$ 6,013	$ (562)	(9.3%)
Gross profit (loss) per unit	$ (278)	$ (208)	$ (70)	(33.7%)
Gross profit (loss) as a % of revenue	(5.1%)	(3.5%)	(160)	bps

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Same Store:
Revenue	$ 40,134	$ 56,784	$ (16,650)	(29.3%)
Gross profit (loss)	$ (2,297)	$ (1,644)	$ (653)	(39.7%)
Unit sales	7,170	8,776	(1,606)	(18.3%)
Revenue per unit	$ 5,597	$ 6,470	$ (873)	(13.5%)
Gross profit (loss) per unit	$ (320)	$ (187)	$ (133)	(71.1%)
Gross profit (loss) as a % of revenue	(5.7%)	(2.9%)	(280)	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except units and per unit data)
Same Store:
Revenue	$ 165,308	$ 207,263	$ (41,955)	(20.2%)
Gross profit (loss)	$ (8,181)	$ (6,694)	$ (1,487)	(22.2%)
Unit sales	29,978	34,108	(4,130)	(12.1%)
Revenue per unit	$ 5,514	$ 6,077	$ (563)	(9.3%)
Gross profit (loss) per unit	$ (273)	$ (196)	$ (77)	(39.3%)
Gross profit (loss) as a % of revenue	(4.9%)	(3.2%)	(170)	bps

Sonic Automotive, Inc. Results of Operations (Unaudited)


*Parts, Service and Collision Repair ("Fixed Operations")*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
Reported:	(In thousands)
Revenue
Customer pay	$ 140,285	$ 139,550	$ 735	0.5%
Warranty	69,771	67,656	2,115	3.1%
Wholesale parts	41,445	43,337	(1,892)	(4.4%)
Internal, sublet and other	103,636	100,183	3,453	3.4%
Total	$ 355,137	$ 350,726	$ 4,411	1.3%
Gross profit
Customer pay	$ 74,748	$ 73,958	$ 790	1.1%
Warranty	38,273	36,973	1,300	3.5%
Wholesale parts	7,149	7,450	(301)	(4.0%)
Internal, sublet and other	53,277	51,519	1,758	3.4%
Total	$ 173,447	$ 169,900	$ 3,547	2.1%
Gross profit as a % of revenue
Customer pay	53.3%	53.0%	30	bps
Warranty	54.9%	54.6%	30	bps
Wholesale parts	17.2%	17.2%	0	bps
Internal, sublet and other	51.4%	51.4%	0	bps
Total	48.8%	48.4%	40	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
Reported:	(In thousands)
Revenue
Customer pay	$ 555,463	$ 582,557	$ (27,094)	(4.7%)
Warranty	282,926	240,415	42,511	17.7%
Wholesale parts	168,459	176,870	(8,411)	(4.8%)
Internal, sublet and other	409,162	409,977	(815)	(0.2%)
Total	$ 1,416,010	$ 1,409,819	$ 6,191	0.4%
Gross profit
Customer pay	$ 296,834	$ 314,791	$ (17,957)	(5.7%)
Warranty	156,082	129,924	26,158	20.1%
Wholesale parts	28,989	30,754	(1,765)	(5.7%)
Internal, sublet and other	201,626	198,657	2,969	1.5%
Total	$ 683,531	$ 674,126	$ 9,405	1.4%
Gross profit as a % of revenue
Customer pay	53.4%	54.0%	(60)	bps
Warranty	55.2%	54.0%	120	bps
Wholesale parts	17.2%	17.4%	(20)	bps
Internal, sublet and other	49.3%	48.5%	80	bps
Total	48.3%	47.8%	50	bps

Sonic Automotive, Inc. Results of Operations (Unaudited)

*Parts, Service and Collision Repair ("Fixed Operations")*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
Same Store:	(In thousands)
Revenue
Customer pay	$ 139,804	$ 137,954	$ 1,850	1.3%
Warranty	69,420	66,722	2,698	4.0%
Wholesale parts	41,372	42,870	(1,498)	(3.5%)
Internal, sublet and other	101,080	98,393	2,687	2.7%
Total	$ 351,676	$ 345,939	$ 5,737	1.7%
Gross profit
Customer pay	$ 74,495	$ 73,080	$ 1,415	1.9%
Warranty	38,141	36,461	1,680	4.6%
Wholesale parts	7,135	7,369	(234)	(3.2%)
Internal, sublet and other	52,255	50,637	1,618	3.2%
Total	$ 172,026	$ 167,547	$ 4,479	2.7%
Gross profit as a % of revenue
Customer pay	53.3%	53.0%	30	bps
Warranty	54.9%	54.6%	30	bps
Wholesale parts	17.2%	17.2%	0	bps
Internal, sublet and other	51.7%	51.5%	20	bps
Total	48.9%	48.4%	50	bps

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
Same Store:	(In thousands)
Revenue
Customer pay	$ 548,768	$ 575,641	$ (26,873)	(4.7%)
Warranty	278,882	236,931	41,951	17.7%
Wholesale parts	166,831	174,962	(8,131)	(4.6%)
Internal, sublet and other	396,702	403,654	(6,952)	(1.7%)
Total	$ 1,391,183	$ 1,391,188	$ (5)	(0.0%)
Gross profit
Customer pay	$ 293,272	$ 310,919	$ (17,647)	(5.7%)
Warranty	154,025	128,161	25,864	20.2%
Wholesale parts	28,669	30,443	(1,774)	(5.8%)
Internal, sublet and other	195,432	194,835	597	0.3%
Total	$ 671,398	$ 664,358	$ 7,040	1.1%
Gross profit as a % of revenue
Customer pay	53.4%	54.0%	(60)	bps
Warranty	55.2%	54.1%	110	bps
Wholesale parts	17.2%	17.4%	(20)	bps
Internal, sublet and other	49.3%	48.3%	100	bps
Total	48.3%	47.8%	50	bps

Sonic Automotive, Inc.Results of Operations (Unaudited)

*Finance, Insurance and Other, Net ("F&I")*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except per unit data)
Reported:
Revenue	$ 100,198	$ 88,346	$ 11,852	13.4%
Gross profit per retail unit (excludes fleet)	$ 1,473	$ 1,363	$ 110	8.1%


	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except per unit data)
Reported:
Revenue	$ 363,030	$ 343,285	$ 19,745	5.8%
Gross profit per retail unit (excludes fleet)	$ 1,411	$ 1,354	$ 57	4.2%

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except per unit data)
Same Store:
Revenue	$ 92,015	$ 85,224	$ 6,791	8.0%
Gross profit per retail unit (excludes fleet)	$ 1,421	$ 1,344	$ 77	5.7%


	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands, except per unit data)
Same Store:
Revenue	$ 343,987	$ 334,205	$ 9,782	2.9%
Gross profit per retail unit (excludes fleet)	$ 1,392	$ 1,345	$ 47	3.5%

Sonic Automotive, Inc. Results of Operations (Unaudited)

*Selling, General and Administrative ("SG&A") Expenses*

	Three Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands)
Reported:
Compensation	$ 172,515	$ 167,724	$ (4,791)	(2.9%)
Advertising	15,116	15,840	724	4.6%
Rent	17,713	18,638	925	5.0%
Other	72,290	64,933	(7,357)	(11.3%)
Total SG&A expenses	$ 277,634	$ 267,135	$ (10,499)	(3.9%)

Adjustments:
OEM settlement	$ -	$ 14,836
Storm damage	1,378	612
Legal and other	(1,496)	(201)
Gain on disposal	1,507	-
Total SG&A adjustments	$ 1,389	$ 15,247

Adjusted:
Total adjusted SG&A expenses	$ 279,023	$ 282,382	$ 3,359	1.2%

Reported:
SG&A expenses as a % of gross profit
Compensation	44.9%	45.1%	20	bps
Advertising	3.9%	4.3%	40	bps
Rent	4.6%	5.0%	40	bps
Other	18.9%	17.5%	(140)	bps
Total SG&A expenses as a % of gross profit	72.3%	71.9%	(40)	bps

Adjustments:
OEM settlement	0.0%	4.0%
Storm damage	0.3%	0.2%
Legal and other	(0.3%)	(0.1%)
Gain on disposal	0.3%	0.0%
Total effect of adjustments	0.3%	4.1%

Adjusted:
Total adjusted SG&A as a % of gross profit	72.6%	76.0%	340	bps





*Selling, General and Administrative ("SG&A") Expenses*

	Twelve Months Ended December 31,		Better / (Worse)
	2017	2016	Change	% Change
	(In thousands)
Reported:
Compensation	$ 692,935	$ 674,617	$ (18,318)	(2.7%)
Advertising	61,563	61,674	111	0.2%
Rent	73,022	73,903	881	1.2%
Other	320,253	300,662	(19,591)	(6.5%)
Total SG&A expenses	$ 1,147,773	$ 1,110,856	$ (36,917)	(3.3%)

Adjustments:
OEM settlement	$ -	$ 14,836
Storm damage	(8,593)	(2,990)
Legal and other	(2,306)	(100)
Gain on disposal	9,997	-
Lease exit adjustments	(992)	(200)
Total SG&A adjustments	$ (1,894)	$ 11,546

Adjusted:
Total adjusted SG&A expenses	$ 1,145,879	$ 1,122,402	$ (23,477)	(2.1%)

Reported:
SG&A expenses as a % of gross profit
Compensation	47.5%	47.2%	(30)	bps
Advertising	4.2%	4.3%	10	bps
Rent	5.0%	5.2%	20	bps
Other	22.0%	21.0%	(100)	bps
Total SG&A expenses as a % of gross profit	78.7%	77.7%	(100)	bps

Adjustments:
OEM settlement	0.0%	1.0%
Storm damage	0.5%	(0.2%)
Legal and other	0.1%	(0.0%)
Gain on disposal	(0.7%)	0.0%
Lease exit adjustments	0.1%	(0.0%)
Total effect of adjustments	(0.1%)	0.8%

Adjusted:
Total adjusted SG&A as a % of gross profit	78.6%	78.5%	(10)	bps