1. Lexus 4 DMA Study Traffic / Cross Shopping
January, 2016

2. Lexus dominated Philadelphia in Q4 2015
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015

3. Lexus led BMW and Acura dropped significantly in New York
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015

4. Lexus prevailing while Cadillac remains above lower band in Cleveland
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015

5. Lexus/Acura dominate German brands in Kansas City
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015

6. Cross Shopping Targets-Lexus CT
Philadelphia
Lincoln MKZ
Audi A3
BMW 3 Series
MBZ B-Class
Tesla S
Cleveland
Audi A3
Lincoln MKZ
BMW 3 Series
MBZ B-Class
Tesla S
Kansas City
Audi A3
Lincoln MKZ
Cadillac ELR
BMW 3 Series
Tesla S
New York
BMW 3 Series
Audi A3
Lincoln MKZ
MBZ B-Class
Tesla S
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus CT

7. CT Strong mid-year in Kansas City ending year very strong in Philadelphia
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Acura ILX, Audi A3, Audi A3 e-tron, BMW 2 Series
Buick Verano, Infiniti Q40, MBZ B-Class, MBZ CLA-Class

8. Cross Shopping Targets-Lexus NX
Philadelphia
Acura RDX
Audi Q3
Honda CR-V
Mazda CX-5
MBZ GLA-Class
Cleveland
Audi Q3
Acura RDX
Honda CR-V
Acura TLX
Lincoln MKC
Kansas City
Acura RDX
Acura TLX
Audi Q3
Honda CR-V
Mazda CX-5
New York
Honda CR-V
Acura RDX
Audi Q3
MBZ GLA-Class
Mazda CX-5
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus NX

9. NX experienced strong launch and continued strongest in Kansas City
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Audi Q3, BMW X3, Cadillac SRX, Infiniti QX50,
Mercedes GLA, Volvo XC60

10. Cross Shopping Targets-Lexus ES
Philadelphia
BMW 3 Series
Lincoln MKZ
Audi A3
Honda Accord
Toyota Camry
Cleveland
BMW 3 Series
Audi A3
Lincoln MKZ
Toyota Camry
Honda Accord
Kansas City
BMW 3 Series
Honda Accord
Toyota Camry
Lincoln MKZ
Audi A3
New York
BMW 3 Series
Toyota Camry
Honda Accord
Audi A3
Lincoln MKZ
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus ES

11. ES strong in Cleveland Q2 rebounding to strong Q3/Q4 in Kansas City
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Lexus IS, Acura TLX, Audi A4, BMW 3 Series,
Cadillac ATS, Infiniti Q50, Mercedes C-Class, Volvo S60

12. Cross Shopping Targets-Lexus IS
Philadelphia
Infiniti Q50
Ford Taurus
Kia Cadenza
Hyundai Veloster
Buick Enclave
Cleveland
Kia Cadenza
Ford Taurus
Infiniti Q50
Hyundai Veloster
Buick Enclave
Kansas City
Ford Taurus
Infiniti Q50
Buick Enclave
Hyundai Veloster
Kia Cadenza
New York
Infiniti Q50
Ford Taurus
Kia Cadenza
Hyundai Veloster
Buick Enclave
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus IS

13. IS experienced huge traffic share spike during Q3 to Q4 transition
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Lexus ES, Acura TLX, Audi A4, BMW 3 Series,
Cadillac ATS, Infiniti Q50, Mercedes C-Class, Volvo S60

14. Cross Shopping Targets-Lexus GS
Philadelphia
Infiniti Q50
Acura ILX
VW Tiguan
Buick Encore
Nissan LEAF
Cleveland
Acura ILX
Ford Flex
Hyundai Sonata
Infiniti Q50
Nissan LEAF
Kansas City
Infiniti Q50
Hyundai Veloster
Nissan LEAF
Acura ILX
Buick Enclave
New York
Infiniti Q50
Acura ILX
Hyundai Veloster
Buick Encore
Nissan LEAF
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus GS

15. GS gaining significantly in Q3 and Q4; Cadillac traffic volume declining in target regions
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Acura RLX, Audi A6, BMW 5 Series, Cadillac CTS,
Infiniti Q70, Mercedes E-Class, Volvo S80

16. Cross Shopping Targets-Lexus RX
Philadelphia
Honda CR-V
Acura MDX
Chevy Tahoe
Chevy Corvette
Chevy Impala
Cleveland
Honda CR-V
Chevy Impala
Audi Q5
Chevy Corvette
Kia Optima
Kansas City
Chevy Impala
Chevy Corvette
Chevy Tahoe
Honda Odyssey
Kia Optima
New York
Honda CR-V
Acura MDX
Audi Q5
Chevy Tahoe
Chevy Impala
Source: KBB MicroStrategy Shopper Activity Q4 2015
Cross Shopping Targets-Lexus RX

17. RX steadily declined in 2015 until strong rebound in traffic share during Q4.
Source: KBB MicroStrategy Shopper Activity December 2014 – December 2015 vs. Audi Q5, BMW X5, Cadillac Escalade, Infiniti QX60,
Mercedes Benz M-Class, Volvo XC90

18. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015

19. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015

20. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015

21. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015

22. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015

23. Philadelphia New York Cleveland Kansas City
Source: KBB MicroStrategy Q4 2015