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8-K

SONIC AUTOMOTIVE INC (SAH)

8-K 2020-02-19 For: 2020-02-19
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Added on April 08, 2026

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

____________________________________

FORM 8-K

____________________________________

CURRENT REPORT

Pursuant to Section 13 or 15(d)

of the Securities Exchange Act of 1934

Date of Report (Date of earliest event reported): February 19, 2020

____________________________________

SONIC AUTOMOTIVE, INC.

(Exact name of registrant as specified in its charter)

____________________________________

Delaware

(State or other jurisdiction

of incorporation)

1-13395 56-2010790
(Commission<br><br>File Number) (IRS Employer<br><br>Identification No.)
4401 Colwick Road
--- --- --- ---
Charlotte, North Carolina 28211
(Address of principal executive offices) (Zip Code)

Registrant’s telephone number, including area code: (704) 566-2400

Not Applicable

(Former name or former address, if changed since last report.)

____________________________________

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:

☐ Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
☐ Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
☐ Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
☐ Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

Securities registered pursuant to Section 12(b) of the Act:

Title of each class Trading Symbol(s) Name of each exchange on which registered
Class A Common Stock, par value $0.01 per share SAH New York Stock Exchange

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).

Emerging growth company  ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act.  ☐

Item 2.02. Results of Operations and Financial Condition.

On February 19, 2020, Sonic Automotive, Inc. (the “Company”) issued a press release announcing its financial results for its fourth fiscal quarter and fiscal year ended December 31, 2019 (the “Earnings Press Release”). A copy of the Earnings Press Release is attached hereto as Exhibit 99.1 and a copy of the earnings call presentation materials is attached hereto as Exhibit 99.2.

Item 7.01. Regulation FD Disclosure.

On February 19, 2020, in the Earnings Press Release, the Company announced the approval of a quarterly cash dividend.

Item 9.01. Financial Statements and Exhibits.

(d)    Exhibits.

Exhibit<br><br>No. Description
99.1 Press Release of Sonic Automotive, Inc., dated February 19, 2019.
99.2 Earnings Call Presentation Materials.
104 Cover Page Interactive Data File (embedded within the Inline XBRL document).

The information in this Current Report on Form 8-K, including Exhibits 99.1 and 99.2 attached hereto, is being furnished and shall not be deemed to be “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to the liabilities of that section, nor shall it be deemed to be incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as shall be expressly set forth by specific reference in any such filing.

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.

SONIC AUTOMOTIVE, INC.
February 19, 2020 By: /s/ STEPHEN K. COSS
Stephen K. Coss
Senior Vice President and General Counsel

Document

Exhibit 99.1

Sonic Automotive Reports All-Time Record Fourth Quarter and

All-Time Record Full Year 2019

EchoPark Hits Record Revenues of $1.2 Billion;

Sonic Announces Total Annual Revenue Target of $20 Billion

CHARLOTTE, N.C. – February 19, 2020 - Sonic Automotive, Inc. (“Sonic” or the “Company”) (NYSE:SAH), one of the nation’s largest automotive retailers, today reported financial results for the fourth quarter and full year ended December 31, 2019.

Fourth Quarter Highlights

•All-time record quarterly earnings per diluted share from continuing operations of $1.04 for the fourth quarter of 2019, up 104% compared to the fourth quarter of 2018

•All-time record quarterly consolidated total revenues of $2.7 billion and gross profit of $393.9 million for the fourth quarter of 2019, compared to $2.6 billion and $370.7 million, respectively, for the fourth quarter of 2018

•EchoPark revenues of $308.6 million, up 52% from the fourth quarter of 2018, EchoPark retail volume of 12,676 units, up 45% from the fourth quarter of 2018

•EchoPark segment income of $2.1 million, up 145% compared to the fourth quarter of 2018

•Same Store Franchised Dealerships Segment operating results:

◦Revenues up 8.5%, gross profit up 9.4% compared to the fourth quarter of 2018

◦New vehicle unit volume up 7.5%; new vehicle gross profit per unit up 1.4%, to $2,213 per unit

◦Retail used vehicle unit volume up 9.7%; retail used vehicle gross profit per unit up 2.6%, to $1,269 per unit

◦Parts, service and collision repair gross profit up 6.2%, Customer Pay gross profit up 10.2% compared to the fourth quarter of 2018

◦Finance and insurance (“F&I”) gross profit up 13.7% compared to the fourth quarter of 2018 (all-time record quarterly F&I gross profit per retail unit of $1,809 on a total Sonic consolidated basis)

Full Year Highlights

•All-time record full year earnings per diluted share from continuing operations of $3.31, up 171% compared to 2018

•All-time record full year consolidated total revenues of $10.5 billion and gross profit of $1.5 billion, compared to $10.0 billion and $1.4 billion, respectively, for 2018

•EchoPark revenues of $1.2 billion, up 66% from 2018, EchoPark retail volume of 49,520 units, up 68% from 2018

•EchoPark segment income of $9.1 million, up 117% compared to 2018

•Fiscal year 2019 debt reduction of $238 million, in line with $300 million target by mid-to-late 2020

•Same Store Franchised Dealerships Segment operating results:

◦Revenues up 5.5%, gross profit up 6.7% compared to 2018

◦New vehicle unit volume up 0.6%; new vehicle gross profit per unit up 0.4%, to $2,083 per unit

◦Retail used vehicle unit volume up 7.7%; retail used vehicle gross profit per unit down 1.8%, to $1,272 per unit

◦Parts, service and collision repair gross profit up 6.0%, Customer Pay gross profit up 8.2% compared to 2018

◦F&I gross profit up 10.3% compared to 2018 (all-time record annual F&I gross profit per retail unit of $1,743 on a total Sonic consolidated basis)

Commentary

David Smith, Sonic’s and EchoPark’s Chief Executive Officer, commented, “Our 2019 performance was exceptional, with record-breaking consolidated total revenues and earnings per diluted share from continuing operations. This was led by tremendous year-over-year annual revenue growth of 66% at EchoPark, our specialty pre-owned vehicle stores, as well as strong performance from our franchised dealerships.”

Mr. Smith continued, “During the fourth quarter, EchoPark opened its Long Beach, California store, our ninth location nationwide and our first in California. Upon opening, this location proceeded to sell over 450 vehicles within the first 45 days of operation. This is an excellent start and it speaks to the strength of our unique business model and the industry-leading guest experience our EchoPark stores provide. EchoPark experienced strong growth in 2019, and we believe it is poised for further growth in 2020 as we capitalize on opportunities to expand EchoPark’s reach into new markets, which we expect to include three new stores by the end of 2020. Taking into consideration EchoPark’s growth trajectory and the continued strength of our franchised dealerships, 2020 marks the beginning of our march towards our long-term goal of achieving $20 billion in total annual revenues this decade.”

Jeff Dyke, Sonic's and EchoPark’s President, commented, “In 2019, we continued improving our operational performance, driving increased gross profit to our bottom line. As a result, we achieved record net income from continuing operations of $3.31 per diluted

share for the year. At the same time, we moved forward with our deleveraging initiatives, resulting in a total debt reduction of $238 million. With the progress we have made, we are well on our way to reaching our stated goal of reducing debt by $300 million by mid-to-late 2020. With our strong 2019 results and improved balance sheet, we are well positioned to execute on our growth plans for our increasingly profitable EchoPark business, even as we continue to strategically grow our core franchised business.”

Fourth Quarter 2019 Operational Summary

For the fourth quarter of 2019, Sonic consolidated total revenues were $2.7 billion, up 7% compared to the fourth quarter of 2018. EchoPark Segment revenues were $308.6 million for the fourth quarter of 2019, representing a 52% increase from the fourth quarter of 2018. Franchised Dealerships Segment revenues were $2.4 billion for the fourth quarter of 2019, up 3% from the fourth quarter of 2018, despite the disposal of ten franchised dealerships in 2019 which generated revenues of $165.7 million during the fourth quarter of 2018.

SG&A expenses were $260.9 million in the fourth quarter of 2019, a decrease of 5% compared to the year-ago period, including the effect of items of interest below. SG&A expenses as a percentage of gross profit were 66.2% for the fourth quarter of 2019 compared to 73.9% in the fourth quarter of 2018. Excluding certain items of interest below (a non-GAAP measure), SG&A expenses as a percentage of gross profit improved 40 basis points, to 73.7%, for the fourth quarter of 2019, compared to 74.1% in the year-ago period.

Net income from continuing operations for the fourth quarter of 2019 was $46.3 million, or $1.04 per diluted share. Comparatively, net income from continuing operations for the fourth quarter of 2018 was $22.0 million, or $0.51 per diluted share. Included in the above reported fourth quarter results (unless otherwise noted) are the following pre-tax items of interest:

(In millions) Q4 2019 Q4 2018 Income Statement <br>Line Item
Gain on franchise disposals $ 29.3 $ — SG&A expenses
Lease exit adjustments — 0.8 SG&A expenses
Impairment charges (17.7) (15.6) Impairment charges (1)
Loss on extinguishment of debt (7.2) — Other expense
Subtotal: Pre-tax items of interest $ 4.4 $ (14.8)
Tax effect of above items (1.2) 4.1
Tax-effected items of interest $ 3.2 $ (10.7)

Note: Amounts in table relate to the Franchised Dealerships Segment unless otherwise noted.

(1) $16.6 million in the fourth quarter of 2019 and $1.5 million in the fourth quarter of 2018 attributed to the EchoPark Segment related to building and land held for sale at former EchoPark locations.

Full Year 2019 Operational Summary

For full year 2019, Sonic consolidated total revenues were $10.5 billion, up 5% compared to 2018. EchoPark Segment revenues were $1.2 billion for full year 2019, representing a 66% increase from 2018. Franchised Dealerships Segment revenues were $9.3 billion for full year 2019, flat compared to 2018, despite the disposal of ten franchised dealerships in 2019 which generated revenues of $656.1 million during 2018.

SG&A expenses were $1.1 billion in 2019, a decrease of 4% compared to 2018, including the effect of items of interest below. SG&A expenses as a percentage of gross profit were 72.3% in 2019 compared to 79.2% in 2018. Excluding certain items of interest below (a non-GAAP measure), SG&A expense as a percentage of gross profit improved 210 basis points, to 76.9%, for full year 2019, compared to 79.0% in 2018. Overall SG&A expense decreased as the Company continued its focus on disciplined expense control.

Net income from continuing operations for full year 2019 was $144.5 million, or $3.31 per diluted share. Comparatively, net income from continuing operations for full year 2018 was $52.4 million, or $1.22 per diluted share. Included in the above reported full year results (unless otherwise noted) are the following pre-tax items of interest:

(In millions) FY 2019 FY 2018 Income Statement <br>Line Item
Gain on franchise disposals $ 76.0 $ 38.9 SG&A expenses
Executive transition costs (6.3) (1.6) SG&A expenses
Legal and storm damage charges — (5.7) SG&A expenses
Long-term compensation charges — (32.5) SG&A expenses (1)
Lease exit adjustments — (1.4) SG&A expenses
Impairment charges (19.6) (29.5) Impairment charges (2)
Loss on extinguishment of debt (7.2) — Other expense
Subtotal: Pre-tax items of interest $ 42.9 $ (31.8)
Tax effect of above items (14.2) 7.3
Tax-effected items of interest $ 28.7 $ (24.5)

Note: Amounts in table relate to the Franchised Dealerships Segment unless otherwise noted.

(1) $32.5 million in 2018 relates to the EchoPark Segment.

(2) $18.5 million in 2019 and $1.6 million in 2018 attributed to the EchoPark Segment related to building and land held for sale at former EchoPark locations.

Dividend

Sonic’s Board of Directors approved a quarterly cash dividend of $0.10 per share payable on April 15, 2020 to all stockholders of record on March 13, 2020.

Fourth Quarter 2019 / Full Year 2019 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” at the top of the page, then “Investor Relations,” then “Earnings Conference Calls” at the bottom of the page.

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

Domestic: (877) 450-3867

International: (706) 643-0958

Conference ID: 1659619

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

Domestic: (855) 859-2056

International: (404) 537-3406

Conference ID: 1659619

Presentation materials for the Company’s earnings conference call will be accessible beginning the morning of the conference call on the Company’s website at www.sonicautomotive.com by clicking on “Our Company” at the top of the page, then “Investor Relations,” then “Webcasts & Presentations” at the bottom of the page.

About Sonic Automotive

Sonic Automotive, Inc., a Fortune 500 company based in Charlotte, North Carolina, is one of the nation’s largest automotive retailers. Sonic can be reached on the web at www.sonicautomotive.com.

About EchoPark Automotive

EchoPark Automotive is an operating segment within the Company with nine existing locations that specialize in pre-owned vehicle sales and provide a unique guest experience unlike traditional used car stores. 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 long-term annual revenue targets, anticipated future growth and profitability in the Company’s EchoPark Segment, anticipated openings of new EchoPark stores in 2020, anticipated future performance and growth of our Franchised Dealerships Segment, and anticipated future debt reduction in 2020. 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 expansion or contraction, and the risk factors described in the Company’s Annual Report on Form 10-K for the year ended December 31, 2018 and the Company’s other periodic reports and information filed with the Securities and Exchange Commission (the “SEC”). 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 SEC.

Non-GAAP Financial Measures

This press release and the attached financial tables may contain certain non-GAAP financial measures as defined under SEC rules, such as SG&A expenses as a percentage of gross profit excluding certain items required to be included by GAAP. As required by SEC rules, the Company has provided reconciliations of these non-GAAP financial measures to the most directly comparable GAAP financial measures in the attached financial tables. The Company believes that these non-GAAP financial measures improve the transparency of the Company’s disclosures and provide a meaningful presentation of the Company’s results.

Company Contacts

Investor Inquiries:

Heath Byrd, Executive Vice President and Chief Financial Officer (704) 566-2400

Danny Wieland, Director of Financial Reporting (704) 927-3462

ir@sonicautomotive.com

Press Inquiries:

Danielle DeVoren / Anthony Feldman

(212) 896-1272 / (347) 487-6194

sonic@kcsa.com

Sonic Automotive, Inc.

Results of Operations (Unaudited)

Results of Operations

Three Months Ended December 31, Better / (Worse) Twelve Months Ended December 31, Better / (Worse)
2019 2018 % Change 2019 2018 % Change
(In thousands, except per share amounts)
Revenues:
New vehicles $ 1,360,064 $ 1,319,587 3.1 % $ 4,889,171 $ 4,974,097 (1.7) %
Used vehicles 869,708 755,882 15.1 % 3,489,972 2,973,498 17.4 %
Wholesale vehicles 46,596 49,899 (6.6) % 202,946 217,625 (6.7) %
Total vehicles 2,276,368 2,125,368 7.1 % 8,582,089 8,165,220 5.1 %
Parts, service and collision repair 346,514 339,257 2.1 % 1,395,303 1,380,887 1.0 %
Finance, insurance and other, net 125,522 109,633 14.5 % 476,951 405,523 17.6 %
Total revenues 2,748,404 2,574,258 6.8 % 10,454,343 9,951,630 5.1 %
Cost of Sales:
New vehicles (1,292,480) (1,253,792) 3.1 % (4,656,084) (4,732,595) (1.6) %
Used vehicles (832,877) (722,291) 15.3 % (3,342,576) (2,830,510) 18.1 %
Wholesale vehicles (47,941) (52,069) (7.9) % (207,378) (228,874) (9.4) %
Total vehicles (2,173,298) (2,028,152) 7.2 % (8,206,038) (7,791,979) 5.3 %
Parts, service and collision repair (181,222) (175,391) 3.3 % (727,288) (713,526) 1.9 %
Total cost of sales (2,354,520) (2,203,543) 6.9 % (8,933,326) (8,505,505) 5.0 %
Gross profit 393,884 370,715 6.2 % 1,521,017 1,446,125 5.2 %
Selling, general and administrative expenses (260,921) (273,915) 4.7 % (1,099,374) (1,145,325) 4.0 %
Impairment charges (17,692) (15,553) (13.8) % (20,768) (29,514) 29.6 %
Depreciation and amortization (23,048) (22,556) (2.2) % (93,169) (93,623) 0.5 %
Operating income (loss) 92,223 58,691 57.1 % 307,706 177,663 73.2 %
Other income (expense):
Interest expense, floor plan (11,137) (13,585) 18.0 % (48,519) (48,398) (0.3) %
Interest expense, other, net (13,458) (13,914) 3.3 % (52,953) (54,059) 2.0 %
Other income (expense), net (6,680) — (100.0) % (6,589) 106 (6316.0) %
Total other income (expense) (31,275) (27,499) (13.7) % (108,061) (102,351) (5.6) %
Income (loss) from continuing operations before taxes 60,948 31,192 95.4 % 199,645 75,312 165.1 %
Provision for income taxes for continuing operations - benefit (expense) (14,676) (9,212) (59.3) % (55,108) (22,922) (140.4) %
Income (loss) from continuing operations 46,272 21,980 110.5 % 144,537 52,390 175.9 %
Discontinued operations:
Income (loss) from discontinued operations before taxes 62 (221) 128.1 % (554) (1,017) 45.5 %
Provision for income taxes for discontinued operations - benefit (expense) (27) 62 (143.5) % 154 277 (44.4) %
Income (loss) from discontinued operations 35 (159) 122.0 % (400) (740) 45.9 %
Net income (loss) $ 46,307 $ 21,821 112.2 % $ 144,137 $ 51,650 179.1 %
Basic earnings (loss) per common share:
Earnings (loss) per share from continuing operations $ 1.07 $ 0.51 109.8 % $ 3.36 $ 1.23 173.2 %
Earnings (loss) per share from discontinued operations — — — % (0.01) (0.02) 50.0 %
Earnings (loss) per common share $ 1.07 $ 0.51 109.8 % $ 3.35 $ 1.21 176.9 %
Weighted-average common shares outstanding 43,078 42,710 0.9 % 43,016 42,708 0.7 %
Diluted earnings (loss) per common share:
Earnings (loss) per share from continuing operations $ 1.04 $ 0.51 103.9 % $ 3.31 $ 1.22 171.3 %
Earnings (loss) per share from discontinued operations — — — % (0.01) (0.02) 50.0 %
Earnings (loss) per common share $ 1.04 $ 0.51 103.9 % $ 3.30 $ 1.20 175.0 %
Weighted-average common shares outstanding 44,463 42,911 (3.6) % 43,710 42,950 (1.8) %
Dividends declared per common share $ 0.10 $ 0.06 66.7 % $ 0.40 $ 0.24 66.7 %

New Vehicles - Consolidated

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported new vehicle:
Revenue $ 1,360,064 $ 1,319,587 $ 40,477 3.1 %
Gross profit $ 67,584 $ 65,795 $ 1,789 2.7 %
Unit sales 30,591 31,331 (740) (2.4) %
Revenue per unit $ 44,460 $ 42,118 $ 2,342 5.6 %
Gross profit per unit $ 2,209 $ 2,100 $ 109 5.2 %
Gross profit as a % of revenue 5.0 % 5.0 % — bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported new vehicle:
Revenue $ 4,889,171 $ 4,974,097 $ (84,926) (1.7) %
Gross profit $ 233,087 $ 241,502 $ (8,415) (3.5) %
Unit sales 114,131 122,717 (8,586) (7.0) %
Revenue per unit $ 42,838 $ 40,533 $ 2,305 5.7 %
Gross profit per unit $ 2,042 $ 1,968 $ 74 3.8 %
Gross profit as a % of revenue 4.8 % 4.9 % (10) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store new vehicle:
Revenue $ 1,336,909 $ 1,215,081 $ 121,828 10.0 %
Gross profit $ 66,437 $ 60,919 $ 5,518 9.1 %
Unit sales 30,018 27,921 2,097 7.5 %
Revenue per unit $ 44,537 $ 43,519 $ 1,018 2.3 %
Gross profit per unit $ 2,213 $ 2,182 $ 31 1.4 %
Gross profit as a % of revenue 5.0 % 5.0 % — bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store new vehicle:
Revenue $ 4,691,795 $ 4,504,210 $ 187,585 4.2 %
Gross profit $ 224,526 $ 222,335 $ 2,191 1.0 %
Unit sales 107,803 107,149 654 0.6 %
Revenue per unit $ 43,522 $ 42,037 $ 1,485 3.5 %
Gross profit per unit $ 2,083 $ 2,075 $ 8 0.4 %
Gross profit as a % of revenue 4.8 % 4.9 % (10) bps

Used Vehicles - Consolidated

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported used vehicle:
Revenue $ 869,708 $ 755,882 $ 113,826 15.1 %
Gross profit $ 36,831 $ 33,591 $ 3,240 9.6 %
Unit sales 39,775 35,135 4,640 13.2 %
Revenue per unit $ 21,866 $ 21,514 $ 352 1.6 %
Gross profit per unit $ 926 $ 956 $ (30) (3.1) %
Gross profit as a % of revenue 4.2 % 4.4 % (20) bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported used vehicle:
Revenue $ 3,489,972 $ 2,973,498 $ 516,474 17.4 %
Gross profit $ 147,396 $ 142,988 $ 4,408 3.1 %
Unit sales 162,149 139,605 22,544 16.1 %
Revenue per unit $ 21,523 $ 21,299 $ 224 1.1 %
Gross profit per unit $ 909 $ 1,024 $ (115) (11.2) %
Gross profit as a % of revenue 4.2 % 4.8 % (60) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store used vehicle:
Revenue $ 809,993 $ 711,494 $ 98,499 13.8 %
Gross profit $ 33,604 $ 28,127 $ 5,477 19.5 %
Unit sales 37,174 32,446 4,728 14.6 %
Revenue per unit $ 21,789 $ 21,929 $ (140) (0.6) %
Gross profit per unit $ 904 $ 867 $ 37 4.3 %
Gross profit as a % of revenue 4.1 % 4.0 % 10 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store used vehicle:
Revenue $ 3,191,404 $ 2,759,003 $ 432,401 15.7 %
Gross profit $ 131,695 $ 124,304 $ 7,391 5.9 %
Unit sales 146,456 126,415 20,041 15.9 %
Revenue per unit $ 21,791 $ 21,825 $ (34) (0.2) %
Gross profit per unit $ 899 $ 983 $ (84) (8.5) %
Gross profit as a % of revenue 4.1 % 4.5 % (40) bps

Wholesale Vehicles - Consolidated

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 46,596 $ 49,899 $ (3,303) (6.6) %
Gross profit (loss) $ (1,345) $ (2,170) $ 825 38.0 %
Unit sales 7,899 8,214 (315) (3.8) %
Revenue per unit $ 5,899 $ 6,075 $ (176) (2.9) %
Gross profit (loss) per unit $ (170) $ (264) $ 94 35.5 %
Gross profit (loss) as a % of revenue (2.9) % (4.3) % 140 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 202,946 $ 217,625 $ (14,679) (6.7) %
Gross profit (loss) $ (4,432) $ (11,249) $ 6,817 60.6 %
Unit sales 34,153 34,167 (14) — %
Revenue per unit $ 5,942 $ 6,369 $ (427) (6.7) %
Gross profit (loss) per unit $ (130) $ (329) $ 199 60.5 %
Gross profit (loss) as a % of revenue (2.2) % (5.2) % 300 bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 44,769 $ 46,458 $ (1,689) (3.6) %
Gross profit (loss) $ (1,355) $ (1,962) $ 607 30.9 %
Unit sales 7,415 7,356 59 0.8 %
Revenue per unit $ 6,038 $ 6,316 $ (278) (4.4) %
Gross profit (loss) per unit $ (183) $ (267) $ 84 31.5 %
Gross profit (loss) as a % of revenue (3.0) % (4.2) % 120 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 191,431 $ 195,743 $ (4,312) (2.2) %
Gross profit (loss) $ (3,808) $ (9,792) $ 5,984 61.1 %
Unit sales 31,016 29,245 1,771 6.1 %
Revenue per unit $ 6,172 $ 6,693 $ (521) (7.8) %
Gross profit (loss) per unit $ (123) $ (335) $ 212 63.3 %
Gross profit (loss) as a % of revenue (2.0) % (5.0) % 300 bps
Three Months Ended December 31, Better / (Worse)
--- --- --- --- --- --- --- --- --- --- --- ---
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue:
Customer pay $ 141,442 $ 137,690 $ 3,752 2.7 %
Warranty 63,713 68,425 (4,712) (6.9) %
Wholesale parts 39,934 38,302 1,632 4.3 %
Internal, sublet and other 101,425 94,840 6,585 6.9 %
Total $ 346,514 $ 339,257 $ 7,257 2.1 %
Gross profit:
Customer pay $ 76,346 $ 73,173 $ 3,173 4.3 %
Warranty 35,302 38,411 (3,109) (8.1) %
Wholesale parts 6,868 6,797 71 1.0 %
Internal, sublet and other 46,776 45,485 1,291 2.8 %
Total $ 165,292 $ 163,866 $ 1,426 0.9 %
Gross profit as a % of revenue:
Customer pay 54.0 % 53.1 % 90 bps
Warranty 55.4 % 56.1 % (70) bps
Wholesale parts 17.2 % 17.7 % (50) bps
Internal, sublet and other 46.1 % 48.0 % (190) bps
Total 47.7 % 48.3 % (60) bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue:
Customer pay $ 561,422 $ 560,037 $ 1,385 0.2 %
Warranty 272,389 266,644 5,745 2.2 %
Wholesale parts 157,603 161,066 (3,463) (2.2) %
Internal, sublet and other 403,889 393,140 10,749 2.7 %
Total $ 1,395,303 $ 1,380,887 $ 14,416 1.0 %
Gross profit:
Customer pay $ 304,950 $ 299,617 $ 5,333 1.8 %
Warranty 150,984 150,746 238 0.2 %
Wholesale parts 27,187 27,746 (559) (2.0) %
Internal, sublet and other 184,894 189,252 (4,358) (2.3) %
Total $ 668,015 $ 667,361 $ 654 0.1 %
Gross profit as a % of revenue:
Customer pay 54.3 % 53.5 % 80 bps
Warranty 55.4 % 56.5 % (110) bps
Wholesale parts 17.3 % 17.2 % 10 bps
Internal, sublet and other 45.8 % 48.1 % (230) bps
Total 47.9 % 48.3 % (40) bps

Fixed Operations - Consolidated (Continued)

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue:
Customer pay $ 139,273 $ 129,217 $ 10,056 7.8 %
Warranty 63,042 65,432 (2,390) (3.7) %
Wholesale parts 39,398 36,483 2,915 8.0 %
Internal, sublet and other 98,942 87,904 11,038 12.6 %
Total $ 340,655 $ 319,036 $ 21,619 6.8 %
Gross profit:
Customer pay $ 75,406 $ 68,444 $ 6,962 10.2 %
Warranty 35,007 36,748 (1,741) (4.7) %
Wholesale parts 6,772 6,423 349 5.4 %
Internal, sublet and other 46,116 42,256 3,860 9.1 %
Total $ 163,301 $ 153,871 $ 9,430 6.1 %
Gross profit as a % of revenue:
Customer pay 54.1 % 53.0 % 110 bps
Warranty 55.5 % 56.2 % (70) bps
Wholesale parts 17.2 % 17.6 % (40) bps
Internal, sublet and other 46.6 % 48.1 % (150) bps
Total 47.9 % 48.2 % (30) bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue:
Customer pay $ 547,826 $ 517,152 $ 30,674 5.9 %
Warranty 264,282 250,750 13,532 5.4 %
Wholesale parts 154,166 152,030 2,136 1.4 %
Internal, sublet and other 384,584 359,441 25,143 7.0 %
Total $ 1,350,858 $ 1,279,373 $ 71,485 5.6 %
Gross profit:
Customer pay $ 297,916 $ 275,484 $ 22,432 8.1 %
Warranty 146,644 140,305 6,339 4.5 %
Wholesale parts 26,542 25,972 570 2.2 %
Internal, sublet and other 177,442 172,786 4,656 2.7 %
Total $ 648,544 $ 614,547 $ 33,997 5.5 %
Gross profit as a % of revenue:
Customer pay 54.4 % 53.3 % 110 bps
Warranty 55.5 % 56.0 % (50) bps
Wholesale parts 17.2 % 17.1 % 10 bps
Internal, sublet and other 46.1 % 48.1 % (200) bps
Total 48.0 % 48.0 % — bps

Finance, Insurance and Other, Net (“F&I”) - Consolidated

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported F&I:
Revenue $ 125,522 $ 109,633 $ 15,889 14.5 %
Unit sales 69,376 66,102 3,274 5.0 %
Gross profit per retail unit (excludes fleet) $ 1,809 $ 1,659 $ 151 9.1 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported F&I:
Revenue $ 476,951 $ 405,523 $ 71,428 17.6 %
Unit sales 273,606 260,424 13,182 5.1 %
Gross profit per retail unit (excludes fleet) $ 1,743 $ 1,557 $ 186 11.9 %
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store F&I:
Revenue $ 115,513 $ 98,634 $ 16,879 17.1 %
Unit sales 66,202 60,003 6,199 10.3 %
Gross profit per retail unit (excludes fleet) $ 1,745 $ 1,644 $ 101 6.1 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store F&I:
Revenue $ 426,441 $ 360,317 $ 66,124 18.4 %
Unit sales 251,585 231,711 19,874 8.6 %
Gross profit per retail unit (excludes fleet) $ 1,695 $ 1,555 $ 140 9.0 %

New Vehicles - Franchised Dealerships Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported new vehicle:
Revenue $ 1,360,064 $ 1,319,587 $ 40,477 3.1 %
Gross profit $ 67,584 $ 65,795 $ 1,789 2.7 %
Unit sales 30,591 31,331 (740) (2.4) %
Revenue per unit $ 44,460 $ 42,118 $ 2,342 5.6 %
Gross profit per unit $ 2,209 $ 2,100 $ 109 5.2 %
Gross profit as a % of revenue 5.0 % 5.0 % — bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported new vehicle:
Revenue $ 4,889,171 $ 4,974,097 $ (84,926) (1.7) %
Gross profit $ 233,087 $ 241,502 $ (8,415) (3.5) %
Unit sales 114,131 122,717 (8,586) (7.0) %
Revenue per unit $ 42,838 $ 40,533 $ 2,305 5.7 %
Gross profit per unit $ 2,042 $ 1,968 $ 74 3.8 %
Gross profit as a % of revenue 4.8 % 4.9 % (10) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store new vehicle:
Revenue $ 1,336,909 $ 1,215,081 $ 121,828 10.0 %
Gross profit $ 66,437 $ 60,919 $ 5,518 9.1 %
Unit sales 30,018 27,921 2,097 7.5 %
Revenue per unit $ 44,537 $ 43,519 $ 1,018 2.3 %
Gross profit per unit $ 2,213 $ 2,182 $ 31 1.4 %
Gross profit as a % of revenue 5.0 % 5.0 % — bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store new vehicle:
Revenue $ 4,691,795 $ 4,504,210 $ 187,585 4.2 %
Gross profit $ 224,526 $ 222,335 $ 2,191 1.0 %
Unit sales 107,803 107,149 654 0.6 %
Revenue per unit $ 43,522 $ 42,037 $ 1,485 3.5 %
Gross profit per unit $ 2,083 $ 2,075 $ 8 0.4 %
Gross profit as a % of revenue 4.8 % 4.9 % (10) bps

Used Vehicles - Franchised Dealerships Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported used vehicle:
Revenue $ 604,422 $ 576,396 $ 28,026 4.9 %
Gross profit $ 35,727 $ 35,385 $ 342 1.0 %
Unit sales 27,099 26,373 726 2.8 %
Revenue per unit $ 22,304 $ 21,856 $ 448 2.0 %
Gross profit per unit $ 1,318 $ 1,342 $ (24) (1.8) %
Gross profit as a % of revenue 5.9 % 6.1 % (24) bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported used vehicle:
Revenue $ 2,493,467 $ 2,370,799 $ 122,668 5.2 %
Gross profit $ 147,541 $ 148,350 $ (809) (0.5) %
Unit sales 112,629 110,168 2,461 2.2 %
Revenue per unit $ 22,139 $ 21,520 $ 619 2.9 %
Gross profit per unit $ 1,310 $ 1,347 $ (37) (2.7) %
Gross profit as a % of revenue 5.9 % 6.3 % (40) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store used vehicle:
Revenue $ 586,324 $ 543,052 $ 43,272 8.0 %
Gross profit $ 33,720 $ 29,959 $ 3,761 12.6 %
Unit sales 26,566 24,221 2,345 9.7 %
Revenue per unit $ 22,070 $ 22,421 $ (351) (1.6) %
Gross profit per unit $ 1,269 $ 1,237 $ 32 2.6 %
Gross profit as a % of revenue 5.8 % 5.5 % 28 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store used vehicle:
Revenue $ 2,394,077 $ 2,201,382 $ 192,695 8.8 %
Gross profit $ 136,077 $ 128,648 $ 7,429 5.8 %
Unit sales 106,998 99,335 7,663 7.7 %
Revenue per unit $ 22,375 $ 22,161 $ 214 1.0 %
Gross profit per unit $ 1,272 $ 1,295 $ (23) (1.8) %
Gross profit as a % of revenue 5.7 % 5.8 % (10) bps

Wholesale Vehicles - Franchised Dealerships Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 39,250 $ 49,145 $ (9,895) (20.1) %
Gross profit (loss) $ (1,253) $ (2,072) $ 819 39.5 %
Unit sales 6,148 8,161 (2,013) (24.7) %
Revenue per unit $ 6,384 $ 6,022 $ 362 6.0 %
Gross profit (loss) per unit $ (204) $ (254) $ 50 19.7 %
Gross profit (loss) as a % of revenue (3.2) % (4.2) % 102 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 180,020 $ 197,183 $ (17,163) (8.7) %
Gross profit (loss) $ (4,100) $ (11,779) $ 7,679 65.2 %
Unit sales 28,379 30,615 (2,236) (7.3) %
Revenue per unit $ 6,343 $ 6,441 $ (98) (1.5) %
Gross profit (loss) per unit $ (144) $ (385) $ 241 62.6 %
Gross profit (loss) as a % of revenue (2.3) % (6.0) % 370 bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 38,600 $ 45,706 $ (7,106) (15.5) %
Gross profit (loss) $ (1,269) $ (1,865) $ 596 32.0 %
Unit sales 5,920 7,303 (1,383) (18.9) %
Revenue per unit $ 6,520 $ 6,258 $ 262 4.2 %
Gross profit (loss) per unit $ (214) $ (255) $ 41 16.1 %
Gross profit (loss) as a % of revenue (3.3) % (4.1) % 78 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 172,985 $ 179,895 $ (6,910) (3.8) %
Gross profit (loss) $ (3,508) $ (10,320) $ 6,812 66.0 %
Unit sales 26,341 26,583 (242) (0.9) %
Revenue per unit $ 6,567 $ 6,767 $ (200) (3.0) %
Gross profit (loss) per unit $ (133) $ (388) $ 255 65.7 %
Gross profit (loss) as a % of revenue (2.0) % (5.7) % 370 bps

Fixed Operations - Franchised Dealerships Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue:
Customer pay $ 141,252 $ 137,544 $ 3,708 2.7 %
Warranty 63,713 68,425 (4,712) (6.9) %
Wholesale parts 39,934 38,302 1,632 4.3 %
Internal, sublet and other 94,269 91,929 2,340 2.5 %
Total $ 339,168 $ 336,200 $ 2,968 0.9 %
Gross profit:
Customer pay $ 76,343 $ 73,153 $ 3,190 4.4 %
Warranty 35,302 38,411 (3,109) (8.1) %
Wholesale parts 6,868 6,797 71 1.0 %
Internal, sublet and other 47,133 45,747 1,386 3.0 %
Total $ 165,646 $ 164,108 $ 1,538 0.9 %
Gross profit as a % of revenue:
Customer pay 54.0 % 53.2 % 80 bps
Warranty 55.4 % 56.1 % (70) bps
Wholesale parts 17.2 % 17.7 % (50) bps
Internal, sublet and other 50.0 % 49.8 % 20 bps
Total 48.8 % 48.8 % — bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue:
Customer pay $ 560,734 $ 559,027 $ 1,707 0.3 %
Warranty 272,389 266,644 5,745 2.2 %
Wholesale parts 157,603 161,066 (3,463) (2.2) %
Internal, sublet and other 375,824 377,822 (1,998) (0.5) %
Total $ 1,366,550 $ 1,364,559 $ 1,991 0.1 %
Gross profit:
Customer pay $ 304,927 $ 299,360 $ 5,567 1.9 %
Warranty 150,984 150,746 238 0.2 %
Wholesale parts 27,187 27,746 (559) (2.0) %
Internal, sublet and other 185,860 187,365 (1,505) (0.8) %
Total $ 668,958 $ 665,217 $ 3,741 0.6 %
Gross profit as a % of revenue:
Customer pay 54.4 % 53.6 % 80 bps
Warranty 55.4 % 56.5 % (110) bps
Wholesale parts 17.3 % 17.2 % 10 bps
Internal, sublet and other 49.5 % 49.6 % (10) bps
Total 49.0 % 48.7 % 30 bps

Fixed Operations - Franchised Dealerships Segment (Continued)

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue:
Customer pay $ 139,127 $ 129,093 $ 10,034 7.8 %
Warranty 63,042 65,432 (2,390) (3.7) %
Wholesale parts 39,398 36,483 2,915 8.0 %
Internal, sublet and other 93,030 85,213 7,817 9.2 %
Total $ 334,597 $ 316,222 $ 18,375 5.8 %
Gross profit:
Customer pay $ 75,404 $ 68,425 $ 6,979 10.2 %
Warranty 35,007 36,748 (1,741) (4.7) %
Wholesale parts 6,772 6,423 349 5.4 %
Internal, sublet and other 46,406 42,513 3,893 9.2 %
Total $ 163,589 $ 154,109 $ 9,480 6.2 %
Gross profit as a % of revenue:
Customer pay 54.2 % 53.0 % 120 bps
Warranty 55.5 % 56.2 % (70) bps
Wholesale parts 17.2 % 17.6 % (40) bps
Internal, sublet and other 49.9 % 49.9 % — bps
Total 48.9 % 48.7 % 20 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue:
Customer pay $ 547,344 $ 516,572 $ 30,772 6.0 %
Warranty 264,282 250,750 13,532 5.4 %
Wholesale parts 154,166 152,030 2,136 1.4 %
Internal, sublet and other 362,114 345,513 16,601 4.8 %
Total $ 1,327,906 $ 1,264,865 $ 63,041 5.0 %
Gross profit:
Customer pay $ 297,894 $ 275,387 $ 22,507 8.2 %
Warranty 146,644 140,305 6,339 4.5 %
Wholesale parts 26,542 25,972 570 2.2 %
Internal, sublet and other 178,232 171,038 7,194 4.2 %
Total $ 649,312 $ 612,702 $ 36,610 6.0 %
Gross profit as a % of revenue:
Customer pay 54.4 % 53.3 % 110 bps
Warranty 55.5 % 56.0 % (50) bps
Wholesale parts 17.2 % 17.1 % 10 bps
Internal, sublet and other 49.2 % 49.5 % (30) bps
Total 48.9 % 48.4 % 50 bps

F&I - Franchised Dealerships Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported F&I:
Revenue $ 96,946 $ 90,341 $ 6,605 7.3 %
Unit sales 56,700 57,340 (640) (1.1) %
Gross profit per retail unit (excludes fleet) $ 1,710 $ 1,576 $ 134 8.5 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported F&I:
Revenue $ 363,117 $ 344,814 $ 18,303 5.3 %
Unit sales 224,086 230,987 (6,901) (3.0) %
Gross profit per retail unit (excludes fleet) $ 1,620 $ 1,493 $ 127 8.5 %
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store F&I:
Revenue $ 91,628 $ 80,579 $ 11,049 13.7 %
Unit sales 55,594 51,778 3,816 7.4 %
Gross profit per retail unit (excludes fleet) $ 1,648 $ 1,556 $ 92 5.9 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store F&I:
Revenue $ 335,756 $ 304,293 $ 31,463 10.3 %
Unit sales 212,127 204,631 7,496 3.7 %
Gross profit per retail unit (excludes fleet) $ 1,583 $ 1,487 $ 96 6.5 %

Used Vehicles and F&I - EchoPark Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported retail used vehicle and F&I:
Retail used vehicle revenue $ 265,286 $ 179,486 $ 85,800 47.8 %
Retail used vehicle gross profit (loss) $ 1,104 $ (1,794) $ 2,898 (161.5) %
Retail used vehicle unit sales 12,676 8,762 3,914 44.7 %
Retail used vehicle revenue per unit $ 20,928 $ 20,485 $ 443 2.2 %
F&I revenue $ 28,576 $ 19,292 $ 9,284 48.1 %
Combined retail used vehicle gross profit and F&I revenue $ 29,680 $ 17,498 $ 12,182 69.6 %
Total retail used vehicle and F&I gross profit per unit $ 2,341 $ 1,997 $ 344 17.2 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported retail used vehicle and F&I:
Retail used vehicle revenue $ 996,505 $ 602,699 $ 393,806 65.3 %
Retail used vehicle gross profit (loss) $ (146) $ (5,362) $ 5,216 97.3 %
Retail used vehicle unit sales 49,520 29,437 20,083 68.2 %
Retail used vehicle revenue per unit $ 20,123 $ 20,474 $ (351) (1.7) %
F&I revenue $ 113,834 $ 60,709 $ 53,125 87.5 %
Combined retail used vehicle gross profit and F&I revenue $ 113,688 $ 55,347 $ 58,341 105.4 %
Total retail used vehicle and F&I gross profit per unit $ 2,296 $ 1,880 $ 416 22.1 %
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store retail used vehicle and F&I:
Retail used vehicle revenue $ 223,669 $ 168,442 $ 55,227 32.8 %
Retail used vehicle gross profit (loss) $ (116) $ (1,832) $ 1,716 (93.7) %
Retail used vehicle unit sales 10,608 8,225 2,383 29.0 %
Retail used vehicle revenue per unit $ 21,085 $ 20,479 $ 606 3.0 %
F&I revenue $ 23,885 $ 18,055 $ 5,830 32.3 %
Combined retail used vehicle gross profit and F&I revenue $ 23,769 $ 16,223 $ 7,546 46.5 %
Total retail used vehicle and F&I gross profit per unit $ 2,241 $ 1,972 $ 269 13.6 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store retail used vehicle and F&I:
Retail used vehicle revenue $ 797,327 $ 557,620 $ 239,707 43.0 %
Retail used vehicle gross profit (loss) $ (4,382) $ (4,344) $ (38) (0.9) %
Retail used vehicle unit sales 39,458 27,080 12,378 45.7 %
Retail used vehicle revenue per unit $ 20,207 $ 20,592 $ (385) (1.9) %
F&I revenue $ 90,684 $ 56,023 $ 34,661 61.9 %
Combined retail used vehicle gross profit and F&I revenue $ 86,302 $ 51,679 $ 34,623 67.0 %
Total retail used vehicle and F&I gross profit per unit $ 2,187 $ 1,908 $ 279 14.6 %

Wholesale Vehicles - EchoPark Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 7,346 $ 754 $ 6,592 874.3 %
Gross profit (loss) $ (92) $ (98) $ 6 6.1 %
Unit sales 1,751 53 1,698 3,203.8 %
Revenue per unit $ 4,195 $ 14,226 $ (10,031) (70.5) %
Gross profit (loss) per unit $ (53) $ (1,849) $ 1,796 97.1 %
Gross profit (loss) as a % of revenue (1.3) % (13.0) % 1,170 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Reported wholesale vehicle:
Revenue $ 22,926 $ 20,442 $ 2,484 12.2 %
Gross profit (loss) $ (332) $ 530 $ (862) (162.6) %
Unit sales 5,774 3,552 2,222 62.6 %
Revenue per unit $ 3,971 $ 5,755 $ (1,784) (31.0) %
Gross profit (loss) per unit $ (57) $ 149 $ (206) (138.3) %
Gross profit (loss) as a % of revenue (1.4) % 2.6 % (400) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 6,169 $ 753 $ 5,416 719.3 %
Gross profit (loss) $ (86) $ (97) $ 11 11.3 %
Unit sales 1,495 53 1,442 2,720.8 %
Revenue per unit $ 4,126 $ 14,208 $ (10,082) (71.0) %
Gross profit (loss) per unit $ (58) $ (1,830) $ 1,772 96.8 %
Gross profit (loss) as a % of revenue (1.4) % (12.9) % 1,150 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands, except unit and per unit data)
Same store wholesale vehicle:
Revenue $ 18,446 $ 15,848 $ 2,598 16.4 %
Gross profit (loss) $ (300) $ 528 $ (828) (156.8) %
Unit sales 4,675 2,662 2,013 75.6 %
Revenue per unit $ 3,946 $ 5,953 $ (2,007) (33.7) %
Gross profit (loss) per unit $ (64) $ 198 $ (262) (132.3) %
Gross profit (loss) as a % of revenue (1.6) % 3.3 % (490) bps

Fixed Operations - EchoPark Segment

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue $ 7,346 $ 3,057 $ 4,289 140.3 %
Gross profit (loss) $ (354) $ (242) $ (112) 46.3 %
Gross profit (loss) as a % of revenue (4.8) % (7.9) % 310 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported Fixed Operations:
Revenue $ 28,753 $ 16,328 $ 12,425 76.1 %
Gross profit (loss) $ (943) $ 2,144 $ (3,087) (144.0) %
Gross profit (loss) as a % of revenue (3.3) % 13.1 % (1,640) bps
Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue $ 6,058 $ 2,814 $ 3,244 115.3 %
Gross profit (loss) $ (288) $ (238) $ (50) 21.0 %
Gross profit (loss) as a % of revenue (4.8) % (8.5) % 370 bps
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Same store Fixed Operations:
Revenue $ 22,952 $ 14,508 $ 8,444 58.2 %
Gross profit (loss) $ (768) $ 1,845 $ (2,613) (141.6) %
Gross profit (loss) as a % of revenue (3.3) % 12.7 % (1,600) bps

Segment Income (Loss)

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Segment income (loss):
Franchised Dealerships Segment $ 76,541 $ 51,440 $ 25,101 48.8 %
EchoPark Segment 2,099 (4,695) 6,794 144.7 %
Total segment income (loss) $ 78,640 $ 46,745 $ 31,895 68.2 %
Impairment charges (17,692) (15,553) (2,139) (13.8) %
Income (loss) from continuing operations before taxes $ 60,948 $ 31,192 $ 29,756 95.4 %
Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Segment income (loss):
Franchised Dealerships Segment $ 211,267 $ 157,413 $ 53,854 34.2 %
EchoPark Segment 9,146 (52,587) 61,733 117.4 %
Total segment income (loss) $ 220,413 $ 104,826 $ 115,587 110.3 %
Impairment charges (20,768) (29,514) 8,746 29.6 %
Income (loss) from continuing operations before taxes $ 199,645 $ 75,312 $ 124,333 165.1 %

Selling, General and Administrative (“SG&A”) Expenses - Non-GAAP Reconciliation

Three Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported:
Compensation $ 184,455 $ 166,950 $ (17,505) (10.5) %
Advertising 14,522 16,196 1,674 10.3 %
Rent 13,303 13,753 450 3.3 %
Other 48,641 77,016 28,375 36.8 %
Total SG&A expenses $ 260,921 $ 273,915 $ 12,994 4.7 %
Items of interest:
Gain on franchise disposals $ 29,303 $ —
Lease exit adjustments — 800
Total SG&A adjustments $ 29,303 $ 800
Adjusted:
Total adjusted SG&A expenses $ 290,224 $ 274,715 $ (15,509) (5.6) %
Reported:
SG&A expenses as a % of gross profit:
Compensation 46.8 % 45.0 % (180) bps
Advertising 3.7 % 4.4 % 70 bps
Rent 3.4 % 3.7 % 30 bps
Other 12.3 % 20.8 % 850 bps
Total SG&A expenses as a % of gross profit 66.2 % 73.9 % 770 bps
Items of interest:
Gain on franchise disposals 7.5 % — %
Lease exit adjustments — % 0.2 %
Total effect of adjustments 7.5 % 0.2 %
Adjusted:
Total adjusted SG&A expenses as a % of gross profit 73.7 % 74.1 % 40 bps

SG&A Expenses - Non-GAAP Reconciliation (Continued)

Twelve Months Ended December 31, Better / (Worse)
2019 2018 Change % Change
(In thousands)
Reported:
Compensation $ 733,925 $ 725,022 $ (8,903) (1.2) %
Advertising 60,831 63,134 2,303 3.6 %
Rent 54,611 64,204 9,593 14.9 %
Other 250,007 292,965 42,958 14.7 %
Total SG&A expenses $ 1,099,374 $ 1,145,325 $ 45,951 4.0 %
Items of interest:
Legal and storm damage charges $ — $ (5,749)
Long-term compensation charges — (32,522)
Executive transition costs (6,264) (1,581)
Lease exit adjustments — (1,435)
Gain on franchise disposals 75,983 38,893
Total SG&A adjustments $ 69,719 $ (2,394)
Adjusted:
Total adjusted SG&A expenses $ 1,169,093 $ 1,142,931 $ (26,162) (2.3) %
Reported:
SG&A expenses as a % of gross profit:
Compensation 48.3 % 50.1 % 180 bps
Advertising 4.0 % 4.4 % 40 bps
Rent 3.6 % 4.4 % 80 bps
Other 16.4 % 20.3 % 390 bps
Total SG&A expenses as a % of gross profit 72.3 % 79.2 % 690 bps
Items of interest:
Legal and storm damage charges — % (0.5) %
Long-term compensation charges — % (2.7) %
Executive transition costs (0.4) % (0.1) %
Lease exit adjustments — % (0.1) %
Gain on franchise disposals 5.0 % 3.2 %
Total effect of adjustments 4.6 % (0.2) %
Adjusted:
Total adjusted SG&A expenses as a % of gross profit 76.9 % 79.0 % 210 bps

Earnings Per Share from Continuing Operations - Non-GAAP Reconciliation

Three Months Ended December 31, 2019 Three Months Ended December 31, 2018
Weighted-<br>Average<br>Shares Amount Per<br>Share<br>Amount Weighted-<br>Average<br>Shares Amount Per<br>Share<br>Amount
(In thousands, except per share amounts)
Diluted earnings (loss) and shares from continuing operations 44,463 $ 46,272 $ 1.04 42,911 $ 21,981 $ 0.51
Pre-tax items of interest:
Gain on franchise disposals $ (29,303) $ —
Lease exit adjustments — (800)
Impairment charges 17,692 15,553
Loss on debt extinguishment 7,157 —
Total pre-tax items of interest $ (4,454) $ 14,753
Tax effect of above items $ 1,292 $ (4,020)
Adjusted diluted earnings (loss) and shares from continuing operations 44,463 $ 43,110 $ 0.97 42,911 $ 32,714 $ 0.76
Twelve Months Ended December 31, 2019 Twelve Months Ended December 31, 2018
--- --- --- --- --- --- --- --- --- --- ---
Weighted-<br>Average<br>Shares Amount Per<br>Share<br>Amount Weighted-<br>Average<br>Shares Amount Per<br>Share<br>Amount
(In thousands, except per share amounts)
Diluted earnings (loss) and shares from continuing operations 43,710 $ 144,537 $ 3.31 42,950 $ 52,390 $ 1.22
Pre-tax items of interest:
Gain on franchise disposals $ (75,983) $ (38,893)
Legal and storm damage charges — 5,749
Long-term compensation charges — 32,522
Executive transition costs 6,264 1,581
Impairment charges 19,618 29,512
Loss on debt extinguishment 7,157 —
Lease exit adjustments — 1,435
Total pre-tax items of interest $ (42,944) $ 31,906
Tax effect of above items $ 14,193 $ (8,694)
Non-recurring tax items $ — $ 1,313
Adjusted diluted earnings (loss) and shares from continuing operations 43,710 $ 115,786 $ 2.65 42,950 $ 76,914 $ 1.79

Adjusted EBITDA - Non-GAAP Reconciliation

Three Months Ended December 31, 2019 Three Months Ended December 31, 2018
Franchised Dealerships Segment EchoPark Segment Discontinued Operations Total Franchised Dealerships Segment EchoPark Segment Discontinued Operations Total
(In thousands)
Net income (loss) $ 46,307 $ 21,821
Provision for income taxes 14,703 9,150
Income (loss) before taxes $ 75,466 $ (14,518) $ 62 $ 61,010 $ 37,388 $ (6,196) $ (221) $ 30,971
Non-floor plan interest 12,335 435 — 12,770 12,902 423 89 13,414
Depreciation and amortization 20,972 2,765 — 23,737 21,087 2,210 — 23,297
Stock-based compensation expense 2,690 — — 2,690 1,264 — — 1,264
Loss (gain) on exit of leased dealerships — — — — (1,080) 3 89 (988)
Impairment charges 1,075 16,617 — 17,692 14,053 1,500 — 15,553
Loss on debt extinguishment 6,690 — — 6,690 — — — —
Gain on franchise disposals (29,242) — — (29,242) (158) — — (158)
Adjusted EBITDA $ 89,986 $ 5,299 $ 62 $ 95,347 $ 85,456 $ (2,060) $ (43) $ 83,353
Twelve Months Ended December 31, 2019 Twelve Months Ended December 31, 2018
--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---
Franchised Dealerships Segment EchoPark Segment Discontinued Operations Total Franchised Dealerships Segment EchoPark Segment Discontinued Operations Total
(In thousands)
Net income (loss) $ 144,137 $ 51,650
Provision for income taxes 54,954 22,645
Income (loss) before taxes $ 210,167 $ (10,522) $ (554) $ 199,091 $ 129,481 $ (54,169) $ (1,017) $ 74,295
Non-floor plan interest 48,774 1,701 — $ 50,475 50,000 1,641 408 52,049
Depreciation and amortization 85,093 10,553 — 95,646 88,857 7,795 — 96,652
Stock-based compensation expense 10,797 — — 10,797 11,853 — — 11,853
Loss (gain) on exit of leased dealerships (170) — — (170) 1,281 20 408 1,709
Impairment charges 1,101 19,667 — 20,768 27,931 1,583 — 29,514
Loss on debt extinguishment 6,690 — — 6,690 — — — —
Long-term compensation charges — — — — — 32,522 — 32,522
Gain on franchise disposals (74,812) — — (74,812) (39,307) — — (39,307)
Adjusted EBITDA $ 287,640 $ 21,399 $ (554) $ 308,485 $ 270,096 $ (10,608) $ (201) $ 259,287

sahq42019exhibit992

Exhibit 99.2 Sonic Automotive – A Holistic Approach to Creating Shareholder Value February 19, 2020

Forward-Looking Statements This presentation contains “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. These statements relate to future events, are not historical facts and are based on our current expectations and assumptions regarding our business, the economy and other future conditions. These statements can generally be identified by lead-in words such as “may,” “will,” “should,” “could,” “believe,” “expect,” “estimate,” “anticipate,” “intend,” “plan,” “foresee” and other similar words or phrases. Statements that describe our Company’s objectives, plans or goals are also forward-looking statements. Examples of such forward-looking information we may be discussing in this presentation include, without limitation, long-term annual revenue targets, anticipated future growth and profitability in our EchoPark Segment, anticipated openings of new EchoPark stores, anticipated future performance and growth of our Franchised Dealerships Segment, anticipated future debt reduction in 2020, anticipated 2020 industry new vehicle sales volume, the implementation of growth and operating strategies, including acquisitions of dealerships and properties, the return of capital to stockholders, anticipated future success and impacts from the implementation of our strategic initiatives, and earnings per share expectations. You are cautioned that these forward-looking statements are not guarantees of future performance, involve risks and uncertainties and actual results may differ materially from those projected in the forward-looking statements as a result of various factors. These risks and uncertainties include, 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 expansion or contraction, and the risk factors described in the Company’s Annual Report on Form 10-K for the year ended December 31, 2018 and the Company’s other periodic reports and information filed with the Securities and Exchange Commission (the “SEC”). These forward-looking statements, risks, uncertainties and additional factors speak only as of the date of this presentation. We undertake no obligation to update any such statements, except as required under federal securities laws and the rules and regulations of the SEC. 2

COMPANY OVERVIEW 3

Sonic Automotive: Who We Are QUICK FACTS Collision Franchised and Repair EchoPark Stores Our Core Franchised 95 15 Centers Dealership Business Focuses on High Levels of New and Used Vehicle (NYSE: SAH) Sales Volume to Drive a Fortune 500 Profit From Parts and Service and Finance and Different Company and One Insurance Products Different Automobile States of the Nation’s 20+ Brands 12 Largest Automotive Retailers Our Unique Approach to FY 2019 Pre-Owned Car Shopping FY 2019 Gross Revenues Below-Market Pricing with $10.5B $1.5B Profit a No Haggle Purchase Experience 4

Investment Highlights Multiple Growth And Profit Drivers For Franchised Operations Broad Geographic, Unique, High Return Revenue Stream And EchoPark Brand Mix Diversification Business Model Complementary Focused On SG&A Relationship – Sonic Control And Strengthening Franchises And EchoPark The Balance Sheet Disciplined Capital Allocation To Accelerate EchoPark Growth 5

Revenue Composition BY GEOGRAPHY Geographic Footprint, Revenue Streams and Brand Mix Offer Attractive Diversification Across the Automotive Retail Space SC 2% NV 2% Other * 3% MD 2% VA 2% GA 3% NC 4% CA 28% AL 5% Concentration in Major Metro FL 6% Markets TN 7% CO 9% TX 27% Note: Percentages are Percent of Total Revenue for FY 2019 * Consists of Disposed Stores and Holding Companies 6

Revenue Composition Brand Distribution Business Line Mix % of % of New Vehicle Brand Revenue Franchise Brand Revenue Used Vehicle (Including Wholesale) BMW 23% Mercedes 11% Parts, Service & Collision Audi 6% Finance & Insurance Lexus 4% Luxury 57% Land Rover 3% 16% Porsche 3% Cadillac 3% 9% 47% MINI 2% Other Luxury (1) 2% Honda 13% Toyota 8% 44% Import 24% Hyundai 1% Volkswagen 1% 35% Other Import (2) 1% EchoPark 11% Non-Franchise 11% Ford 4% 31% Domestic 8% 13% General Motors (3) 4% 5% (1) Includes Volvo, Jaguar, Acura and Infiniti Revenue Gross Profit (2) Includes Nissan, Subaru and Kia (3) Includes Chevrolet, GMC and Buick Note: Percentages are Percent of Total Revenue for FY 2019 Note: Percentages are Percent of Total for FY 2019 7

Franchised Operations Franchised Brands, Luxury 86 Dealerships 20+ Weighted New & Used Vehicle Sales Parts & Service (P&S) Finance & Insurance (F&I) Major Collision Metropolitan 15 Repair Centers 20 Markets Focused On Inventory Mix and Attractive Pricing to Drive Growth and Profitability 8

Franchised Geographic Footprint Headquartered in 86 Stores, 20+ Brands, Platforms in Major Charlotte, NC 15 Collision Repair Centers Metro Markets 9

Franchised Operations – Levers Parts and Service Acquire Potential High Return Stores F&I Penetration Divest Multiple Growth Underperforming Pre-Owned or Capital-Intensive Volume Stores Drivers Throughput Continued Expense Reductions Car Cash Omni-Channel Approach (Digital EchoPark One-Stop) Learnings 10

EchoPark Automotive The New Car Alternative™ Get the New Car Feel Without the New Car Price Focus On Pre-Owned Below Market Market – More Stable Pricing With Simplified, Easy Than New Vehicle Purchase Experience Market Unique, High Return Business Model 1- 4 Year Old 30% of Guests Vehicles - Nearly New Travel More Than 30 Minutes With Remaining OEM To Shop Our Inventory Warranty 5-Year Goal of 25+ Locations 11

EchoPark Geographic Footprint Texas Colorado • Grand Prairie (Dallas) – • Thornton and Centennial Pre-Owned Business (Denver) – Opened Q4 2014 Acquired Q3 2017 • Colorado Springs – Opened • San Antonio – Opened Q4 Q2 2017 2017 • New Braunfels – Opened Q1 2018 • Houston – Opened December 2018 North Carolina California • Charlotte – Opened October • Long Beach – Opened 2018 December 2019 Nine Existing Stores in Three New Locations Opening in 2020 Six Physical Markets 12

EchoPark – Modeled 4-Wall Economics At Maturity Medium Store Large Store Existing Medium Stores: • Centennial, CO* Average Monthly Retail Unit Volume (100% Mature) 750 1,500 • Colorado Springs, CO* Average Vehicle Selling Price $ 20,500 $ 20,500 • New Braunfels, TX* Total Annual Revenues $ 210,000,000 $ 420,000,000 • San Antonio, TX* Total Combined Gross Profit Per Unit Retailed $ 2,150 $ 2,150 • Charlotte, NC • Long Beach, CA Target SG&A Expenses as % of Gross Profit 60% 60% Existing Large Stores: Average Monthly Pre-Tax Profit $ 600,000 $ 1,200,000 • Dallas, TX Average Compensation Per Employee (with Fringe) $ 78,000 $ 78,000 • Thornton, CO* • Houston, TX Total Headcount 105 170 Average Retail Unit Sales Per Head Per Month 7.1 8.8 Other Targeted Markets: Target Inventory Days' Supply 30 Days 30 Days • Atlanta, GA • Fort Lauderdale/Miami, FL Working Capital Investment $ 15,000,000 $ 31,000,000 • Los Angeles, CA Capital Expenditures (Varies By Market) $ 16,000,000 $ 20,000,000 • Nashville, TN Total Capital Investment $ 30,000,000 $ 50,000,000 • Orlando, FL • Philadelphia, PA Pre-Tax Return On Investment 24%+ 29%+ • Phoenix, AZ • Tampa/St. Petersburg, FL • Washington, D.C. Note: Estimate average pre-tax losses of $2M per new store opening including hiring, training and other pre-opening expenses, plus operating losses incurred prior to targeted breakeven. Note: Amounts are estimates of future results used for comparative modeling purposes. Actual store results may differ. * These Stores Were Established Under Previous EchoPark Operating Model and May Not Conform to the Above Model 13

EchoPark Market Maturity Comparison Average Monthly Retail Unit Volume (Q4 2019) - 150 300 450 600 750 900 1,050 1,200 1,350 1,500 1,650 1,800 Denver/Colorado Springs Opened Q4 2014 * Dallas Acquired Q3 2017 Houston Opened Q4 2018 Charlotte Opened Q4 2018 Long Beach Opened December 2019 San Antonio Opened Q1 2018 ** * This Market Converted To Current EchoPark 1-4 Year Old Vehicle Inventory And Pricing Model In Q2 2018 ** This Market Began To Pilot An Outlet Model Selling 1-8 Year Old Vehicles In November 2019 14 14

EchoPark Retail Unit Sales Volume Growth Quarterly Quarterly Revenue Retail Units $350,000,000 13,206 14,000 12,587 12,676 $300,000,000 11,051 12,000 Converted All Stores To Current Operating Model $250,000,000 10,000 8,762 7,698 $200,000,000 7,459 8,000 Acquired Pre-Owned Business In Dallas, TX $150,000,000 5,518 6,000 4,496 $100,000,000 4,000 2,400 2,049 1,585 1,685 1,673 $50,000,000 1,136 2,000 660 881 920 764 941 212 $0 - Dec Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec 2014 2015 2015 2015 2015 2016 2016 2016 2016 2017 2017 2017 2017 2018 2018 2018 2018 2019 2019 2019 2019 FY 2019 Revenues Of $1.2B, 49,520 Retail Unit Sales 15

EchoPark Adjusted EBITDA Trend $6,352 $6,000 $5,299 $4,957 $4,792 $4,000 FY 2019 Adjusted EBITDA of $21.4 $2,000 Million, Up 302% From FY 2018 (In Millions) $- Q3 2017 Q4 2017 Q1 2018 Q2 2018 Q3 2018 Q4 2018 Q1 2019 Q2 2019 Q3 2019 Q4 2019 $(1,115) Q4 Seasonally Lighter Than Q3 $(2,000) $(2,059) $0.7 Million Drag From Long Beach $(2,168) Opening In Q4 2019 $(2,802) $(3,029) $(3,353) $(4,000) Current Inventory And Pricing Strategy Began In Q2 2018 Q3 2018 And Q4 2018 Pressured By New Store Openings And Relocations Note: Refer To Appendix For Calculation And Reconciliation of Adjusted EBITDA (A Non-GAAP Measure) 16

EchoPark Model – High Volume Drives Superior Returns Ultra-Low Pricing Attractive F&I High Volume Throughput May Yield Slightly Negative Higher Penetration Rates 5X Volume Per Store Per Month Front-End Gross Profit Per Unit On F&I Products vs. Sonic Franchised Stores vs. Sonic Franchised Stores Franchised Used EchoPark B (W) Front-End Used Vehicle Gross Per Unit $1,300 $(100) F&I Gross Per Unit $1,400 $2,250 Parts and Service Reconditioning Profit $500 - Total Used-Related Gross Per Unit $3,200 $2,150 ($1,050) Volume Differential Factor x1 X5 Pro Forma Comparative Used-Related Gross Profit $3,200 $10,750 $7,550 Note: Amounts are estimates of future results used for comparative modeling purposes. Actual store results may differ. 17 17

Industry-Leading Used Vehicle Volume Throughput Q4 2019 Retail Used Vehicle Unit Sales Per Store Per Month 469 105 299 85 82 83 76 69 Utilize Highly Efficient Inventory Sourcing, Pricing And Selling Processes To Maximize Throughput * Peer Average Is 79 Units Per Store Per Month Based On Store Counts As Of December 31, 2019 Note: Peer Data Source – Company Filings, Company Websites Note: CarMax Data is for the Quarter Ended November 30, 2019 18

Used Vehicle Volume Throughput Trend Franchised Dealerships Retail Used Vehicle Unit Sales Volume Per Store Per Month 115 109 105 96 95 95 91 88 89 90 85 85 81 75 70 65 55 53 44 45 45 40 41 35 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2005-2019 – 7.4% CAGR 19

Inventory Management Expertise Q4 2019 Used Vehicle Inventory Days’ Supply 65 57 52 39 34 33 29 28 Low Inventory Days’ Supply Reduces Exposure to Fluctuations in Used Vehicle Valuations Note: Peer Data Source: Company Filings, Calculated Based on Trailing Quarter Cost of Sales If Not Explicitly Disclosed Note: CarMax Data is for the Quarter Ended November 30, 2019 20

Vehicle Inventory Days’ Supply 75 Improving New Vehicle Days’ Supply 64 63 59 55 Excellent Used Vehicle Days’ Supply 34 32 33 29 31 30 28 27 27 25 Q4 2018 Q1 2019 Q2 2019 Q3 2019 Q4 2019 New Used - Franchised Used - EchoPark Data Analytics Tools Enable Accuracy, Consistency And Scalability Of Inventory Sourcing And Pricing 21

Consolidated F&I Per Unit Trend Annual F&I Gross Profit Per Unit $1,800 $1,743 $1,700 $1,600 $1,557 $1,500 $1,411 $1,400 $1,354 $1,300 $1,280 $1,219 $1,200 $1,138 $1,100 $1,071 $992 $1,002 $1,006 $1,000 $954 $900 $906 $918 $900 $800 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 Additional Opportunity to Continue Improving F&I Product Penetration 22

Complementary Relationship Franchised Operations • Thrives When New Vehicle Industry Is • Strong Secular Growth Phase Due To: Healthy, Particularly Where Luxury Brands  Focus On Recession-Resistant Are Strong Pre-Owned Vehicle Market • Diverse Revenue Streams - Some  Below-Market Price Strategy Recession-Resistant  Simplified, Easy Purchase • Profitable Through 2008 Economic Experience Downturn - Relatively Low Fixed Costs And Multiple Operational Levers • If Pre-Owned Vehicle Valuations Decline, EchoPark Should: • Further Growth Opportunities:  Benefit From Rapid Inventory  Parts and Service Business Turns, Creating An Even Greater  Used Vehicles Pricing Advantage Over  F&I Penetration Competitors To Drive Additional Volume 23

Strategic Direction Franchised Capital EchoPark SG&A And Business Allocation Balance Sheet Drive New And Used Vehicle Early Stage Strong Secular Opportunistic Divestitures Of Relatively Low Fixed Cost Profit Growth Through Multiple Growth Phase Underperforming Or Capital- Structure Already In Place Channels (Traditional Sale Or Intensive Franchised Lease, Online Selling, Profitability Improving As Older Dealerships Explore Further Opportunities Alternative Sources Of Stores Continue To Mature To Leverage Expenses Inventory) Strategically Deploy Capital To Expect 3 New Locations By The Accelerate EchoPark’s Already $300M Debt Reduction By Mid- Continued Growth Opportunity End Of 2020 (Bringing Total to Strong Growth To-Late 2020 To Position In Parts & Service, F&I 12) - 5-Year Goal Of 25+ Total Balance Sheet For Future M&A Physical Markets Opportunities ($238M Ongoing Profitability Reduction Achieved In FY Enhancement Through SG&A Expansion To Be Self-Funding In 2019) Expense Control, Inventory 2-3 Years With Free Cash Flow Management From Existing Stores 24

FINANCIAL OVERVIEW 25

FY 2019 – Consolidated Continuing Operations Revenue Gross Profit Segment Income (Loss)* $9.1 $1,162 $112 $700 $58 In Millions ($52.6) $211.3 $9,252 $9,292 $1,388 $1,409 $157.4 FY 2018 FY 2019 FY 2018 FY 2019 FY 2018 FY 2019 Total Revenue Up 5.1% Total Gross Profit Up 5.2% Adjusted EBITDA Up 19.0%** Franchised EchoPark FY 2019 Earnings Per Diluted Share From Continuing Operations of $3.31, Up 171% Compared To FY 2018* * Refer To Appendix For Items Of Interest That May Affect Comparability Of Segment Income (Loss) Amounts ** Refer To Appendix For Calculation And Reconciliation of Adjusted EBITDA (A Non-GAAP Measure) 26

FY 2019 – Consolidated SG&A Expenses to Gross Profit On A GAAP Basis, SG&A Expenses To Gross Profit Were 72.3% For FY 2019, Compared To 79.2% For FY 2018 210 bps Better 76.9%* 79.0%* 21.5% 22.5% 3.6% 4.3% 47.8% 47.8% 4.0% 4.4% FY 2019 FY 2018 Advertising Comp Rent Other * Refer To Appendix For Calculation And Reconciliation of Adjusted SG&A Expenses (A Non-GAAP Measure) 27

Q4 2019 – Consolidated Continuing Operations B/(W) than Q4 2018 (In millions, except per share data) Q4 2019 $ % Revenues $2,748.4 $174.1 6.8% Gross profit $393.9 $23.2 6.2% SG&A expenses $260.9 $13.0 4.7% SG&A expenses as % of gross profit 66.2% 770 bps Earnings from continuing operations before taxes $60.9 $29.8 95.4% Continuing Ops: Net income $46.3 $24.3 110.5% Diluted earnings per share $1.04 $0.53 103.9% Q4 2019 Comparative Results Reflect the Disposition of 10 Franchises During 2019 That Generated $656 Million of Revenue in FY 2018 Note: Refer To Appendix For Items Of Interest That May Affect Comparability Of Amounts 28

Q4 2019 – Franchised Dealerships Segment B/(W) than Q4 2018 (In millions, except unit and per unit data) Q4 2019 $ % Revenues $2,439.9 $68.2 2.9% Gross profit $364.6 $11.1 3.1% SG&A expenses $237.8 $17.5 6.9% SG&A expenses as % of gross profit 65.2% 700 bps Segment income (loss) $76.6 $25.1 48.8% New vehicle unit sales volume 30,591 (740) (2.4%) Retail used vehicle unit sales volume 27,099 726 2.8% New vehicle gross profit per unit $2,209 $109 5.2% Retail used vehicle gross profit per unit $1,318 ($23) (1.7%) F&I gross profit per unit retailed $1,710 $134 8.5% Q4 2019 Comparative Results Reflect the Disposition of 10 Franchises During 2019 That Generated $656 Million of Revenue in FY 2018 Note: Refer To Appendix For Items Of Interest That May Affect Comparability Of Amounts 29

Q4 2019 – EchoPark Segment B/(W) than Q4 2018 (In millions, except unit and per unit data) Q4 2019 $ % Revenues $308.6 $106.0 52.3% Gross profit $29.2 $12.1 70.4% SG&A expenses $23.1 ($4.5) (24.6%) SG&A expenses as % of gross profit 78.9% 2,900 bps Segment income (loss) $2.1 $6.8 144.7% Retail used vehicle unit sales volume 12,676 3,914 44.7% Total combined gross profit per unit retailed $2,341 $344 17.2% We Opened Our Ninth EchoPark Store In Long Beach, California In December 2019 Pre-Tax Losses Associated With Opening This Store Were $0.7 Million In Q4 2019 30

Q4 2019 – Franchised Dealerships Segment Same Store B/(W) than Q4 2018 (In millions, except unit and per unit data) Q4 2019 $ % New vehicle revenues $1,337 $122 10.0% Retail used vehicle revenues $586 $43 8.0% Wholesale used vehicle revenues $39 ($7) (15.5%) Parts, service and collision repair revenues $335 $18 5.8% F&I revenues $92 $11 13.7% Total revenues $2,388 $187 8.5% New vehicle gross profit $66 $6 9.1% New vehicle unit sales volume 30,018 2,097 7.5% New vehicle gross profit per unit $2,213 $31 1.4% Retail used vehicle gross profit $34 $4 12.6% Retail used vehicle unit sales volume 26,566 2,345 9.7% Retail used vehicle gross profit per unit $1,269 $32 2.6% Wholesale used vehicle gross profit ($1) $1 32.0% Wholesale used vehicle unit sales volume 5,920 (1,383) (18.9%) Parts, service and collision repair gross profit $164 $9 6.2% Customer Pay gross profit $75,404 $6,979 10.2% F&I gross profit $92 $11 13.7% F&I gross profit per unit $1,648 $92 5.9% Total gross profit $354 $30 9.4% Q4 2019 Industry New Vehicle Retail SAAR Up 0.7%, Total New Vehicle SAAR Down 4.0% 31

Q4 2019 – EchoPark Segment Same Store B/(W) than Q4 2018 (In millions, except unit and per unit data) Q4 2019 $ % Retail used vehicle revenues $224 $55 32.8% Wholesale used vehicle revenues $6 $5 719.3% Parts, service and collision repair revenues $6 $3 115.2% F&I revenues $24 $6 32.3% Total revenues $260 $70 36.7% Combined retail used vehicle and F&I gross profit $24 $8 46.5% Retail used vehicle unit sales volume 10,608 2,383 29.0% Combined retail used vehicle and F&I gross profit per unit $2,241 $268 13.6% Wholesale used vehicle gross profit ($0) $0 NM Wholesale used vehicle unit sales volume 1,495 1,442 NM Parts, service and collision repair gross profit ($0) ($0) 21.2% Total gross profit $23 $8 47.2% NM = Not Meaningful Same Store Results Exclude Houston and Long Beach EchoPark Locations 32

Gross Profit Per Unit Trend $2,500 $2,351 $2,341 $2,264 $2,300 $2,234 $2,209 $2,100 $2,135 New GPU Seasonal $2,100 $2,000 Low In Q3 $1,997 $1,835 $1,900 $1,710 $1,700 $1,645 $1,576 $1,581 $1,539 $1,500 $1,300 $1,342 $1,340 $1,297 $1,286 $1,318 $1,100 Q4 2018 Q1 2019 Q2 2019 Q3 2019 Q4 2019 New GPU Franchised Used GPU Franchised F&I GPU EchoPark Combined GPU FY 2019 Franchised: New GPU $2,042 (Up 3.8%), Used GPU $1,310 (Down 2.7%), F&I GPU $1,620 (Up 8.6%) FY 2019 EchoPark: Combined GPU $2,296 (Up 22.1%) 33

Strong Balance Sheet and Liquidity December 30, 2019 December 31, 2018 (In thousands) Cash and cash equivalents $ $29,103 $ $5,854 Availability under the 2016 Revolving Credit Facility 230,689 223,922 Availability under our used vehicle floor plan facilities 17,090 1,979 Availability under the 2019 Mortgage Facility 3,090 - Total available liquidity resources $ $279,972 $ $231,755 Covenant 12/31/19 12/31/18 Requirement* Liquidity Ratio >= 1.05 1.11 1.10 Fixed Charge Coverage Ratio >= 1.20 1.60 1.43 Total Lease Adjusted Leverage Ratio <= 5.75 3.21 5.25 Debt To Adjusted EBITDA Ratio** 2.29 3.64 Total 2019 Debt Reduction Of $238 Million Compliant With All Covenants $300 Million Goal By Mid-to-Late 2020 * As Defined In The 2016 Revolving Credit Facility and 2019 Mortgage Facility ** Refer To Appendix For Calculation And Reconciliation of Adjusted EBITDA (A Non-GAAP Measure) and Debt To Adjusted EBITDA Ratio (A Non-GAAP Measure) 34

Capital Expenditure Discipline Gross Capital Expenditures (In Millions) $234.2 $163.6 $125.6 FY 2017 FY 2018 FY 2019 Strict Capital Growth Capital Used To Expand Allocation Strategy EchoPark Locations Nationwide Allocate Capital Where It Generates the Highest Returns 35

APPENDIX 36

Items of Interest – Fourth Quarter Income Statement (In millions) Q4 2019 Q4 2018 Line Item Gain on franchise disposals $ 29.3 $ - SG&A expenses Lease exit adjustments - 0.8 SG&A expenses Impairment charges (17.7) (15.6) Impairment charges (1) Loss on extinguishment of debt (7.2) - Other expense Subtotal: Pre-tax items of interest $ 4.4 $ (14.8) Tax effect of above items (1.2) 4.1 Tax-effected items of interest $ 3.2 $ (10.7) Note: Amounts In Table Relate To Franchised Dealerships Segment Unless Otherwise Noted (1) $16.6 Million In Q4 2019 and $1.5 Million In Q4 2018 Attributed To EchoPark Segment Related to Building And Land Held For Sale At Former EchoPark Locations 37

Items of Interest – Full Year Income Statement (In millions) FY 2019 FY 2018 Line Item Gain on franchise disposals $ 76.0 $ 38.9 SG&A expenses Executive transition costs (6.3) (1.6) SG&A expenses Legal and storm damage charges - (5.7) SG&A expenses Long-term compensation charges - (32.5) SG&A expenses (1) Lease exit adjustments - (1.4) SG&A expenses Impairment charges (19.6) (29.5) Impairment charges (2) Loss on extinguishment of debt (7.2) - Other expense Subtotal: Pre-tax items of interest $ 42.9 $ (31.8) Tax effect of above items (14.2) 7.3 Tax-effected items of interest $ 28.7 $ (24.5) Note: Amounts In Table Relate To Franchised Dealerships Segment Unless Otherwise Noted (1) $32.5 Million in FY 2019 Relates To EchoPark Segment (2) $18.5 Million In FY 2019 and $1.6 Million In FY 2018 Attributed To EchoPark Segment Related to Building And Land Held For Sale At Former EchoPark Locations 38

Segment Income Reconciliation – Fourth Quarter Franchised Dealerships EchoPark Segment Segment Consolidated (In millions, except unit data) Q4 2019 Q4 2018 Q4 2019 Q4 2018 Q4 2019 Q4 2018 Revenues $ 2,439.9 $ 2,371.7 $ 308.6 $ 202.6 $ 2,748.4 $ 2,574.3 Gross profit $ 364.6 $ 353.6 $ 29.2 $ 17.2 $ 393.9 $ 370.7 SG&A expenses $ 237.8 $ 255.4 $ 23.1 $ 18.5 $ 260.9 $ 273.9 Segment income (loss) $ 76.6 $ 51.5 $ 2.1 $ (4.7) $ 78.7 $ 46.8 Impairment charges (1.1) (14.1) (16.6) (1.5) (17.7) (15.6) Earnings (loss) from continuing operations before taxes $ 75.5 $ 37.4 $ (14.5) $ (6.2) $ 61.0 $ 31.2 New vehicle unit sales volume 30,591 31,331 - - 30,591 31,331 Retail used vehicle unit sales volume 27,099 26,373 12,676 8,762 39,775 35,135 Note: Segment Income (Loss) Defined As Earnings (Loss) From Continuing Operations Before Taxes And Impairment Charges 39

Segment Income Reconciliation – Full Year Franchised Dealerships EchoPark Segment Segment Consolidated (In millions, except unit data) FY 2019 FY 2018 FY 2019 FY 2018 FY 2019 FY 2018 Revenues $ 9,292.3 $ 9,251.5 $ 1,162.0 $ 700.2 $ 10,454.3 $ 9,951.6 Gross profit $ 1,408.6 $ 1,388.1 $ 112.4 $ 58.0 $ 1,521.0 $ 1,446.1 SG&A expenses $ 1,011.8 $ 1,046.5 $ 87.6 $ 98.9 $ 1,099.4 $ 1,145.3 Segment income (loss) $ 211.3 $ 157.4 $ 9.2 $ (52.6) $ 220.5 $ 104.8 Impairment charges (1.1) (27.9) (19.7) (1.6) (20.8) (29.5) Earnings (loss) from continuing operations before taxes $ 210.2 $ 129.5 $ (10.5) $ (54.2) $ 199.7 $ 75.3 New vehicle unit sales volume 114,131 122,717 - - 114,131 122,717 Retail used vehicle unit sales volume 112,629 110,168 49,520 29,437 162,149 139,605 Note: Segment Income (Loss) Defined As Earnings (Loss) From Continuing Operations Before Taxes And Impairment Charges 40

Non-GAAP Reconciliations – SG&A Expenses Consolidated (In millions) Q4 2019 Q4 2018 Gross profit $ 393.9 $ 370.7 SG&A expenses $ 260.9 $ 273.9 Items of interest: Gain on franchise disposals $ 29.3 $ - Lease exit adjustments - 0.8 SG&A expenses (excluding items of interest) $ 290.2 $ 274.7 SG&A expenses as % of gross profit 66.2% 73.9% SG&A expenses (excluding items of interest) as % of gross profit 73.7% 74.1% Consolidated (In millions) FY 2019 FY 2018 Gross profit $ 1,521.0 $ 1,446.1 SG&A expenses $ 1,099.4 $ 1,145.3 Items of interest: Gain on franchise disposals $ 76.0 $ 38.9 Executive transition costs (6.3) (1.6) Legal and storm damage charges - (5.7) Long-term compensation charges - (32.5) Lease exit adjustments - (1.4) SG&A expenses (excluding items of interest) $ 1,169.1 $ 1,143.0 SG&A expenses as % of gross profit 72.3% 79.2% SG&A expenses (excluding items of interest) as % of gross profit 76.9% 79.0% 41

Non-GAAP Reconciliations – Earnings Per Share Q4 2019 Q4 2018 Weighted- Per Weighted- Per Average Share Average Share (In thousands, except per share amounts) Shares Amount Amount Shares Amount Amount Diluted earnings (loss) and shares from continuing operations 44,463 $ 46,272 $ 1.04 42,911 $ 21,981 $ 0.51 Pre-tax items of interest: Gain on franchise disposals $ (29,303) $ - Lease exit adjustments - (800) Impairment charges 17,692 15,553 Loss on extinguishment of debt 7,157 - Total pre-tax items of interest $ (4,454) $ 14,753 Tax effect of above items 1,292 (4,020) Adjusted diluted earnings (loss) and shares from continuing operations 44,463 $ 43,110 $ 0.97 42,911 $ 32,714 $ 0.76 42

Non-GAAP Reconciliations – Earnings Per Share FY 2019 FY 2018 Weighted- Per Weighted- Per Average Share Average Share (In thousands, except per share amounts) Shares Amount Amount Shares Amount Amount Diluted earnings (loss) and shares from continuing operations 43,710 $ 144,537 $ 3.31 42,950 $ 52,390 $ 1.22 Pre-tax items of interest: Gain on franchise disposals $ (75,983) $ (38,893) Executive transition costs 6,264 1,581 Legal and storm damage charges - 5,749 Long-term compensation charges - 32,522 Lease exit adjustments - 1,435 Impairment charges 19,618 29,512 Loss on extinguishment of debt 7,157 - Total pre-tax items of interest $ (42,944) $ 31,906 Tax effect of above items 14,193 (8,694) Non-recurring tax items - 1,313 Adjusted diluted earnings (loss) and shares from continuing operations 43,710 $ 115,786 $ 2.65 42,950 $ 76,915 $ 1.79 43

Non-GAAP Reconciliations – Adjusted EBITDA (In thousands) FY 2011 FY 2012 FY 2013 FY 2014 FY 2015 FY 2016 FY 2017 FY 2018 FY 2019 Net Income (Loss) $ 76,254 $ 89,101 $ 81,618 $ 97,217 $ 86,311 $ 93,193 $ 92,983 $ 51,650 $ 144,137 Provision For Income Taxes 46,907 47,648 43,386 62,346 55,962 59,899 13,198 22,645 54,954 Income (Loss) Before Taxes $ 123,161 $ 136,749 $ 125,004 $ 159,563 $ 142,273 $ 153,092 $ 106,181 $ 74,295 $ 199,091 Non-Floor Plan Interest 63,576 58,453 55,356 52,269 49,524 48,034 50,531 52,049 50,475 Depreciation and Amortization 51,164 52,616 58,139 62,161 72,130 81,034 92,127 96,652 95,646 Stock-Based Compensation Expense 3,698 5,160 7,208 7,675 9,814 11,165 11,119 11,853 10,797 Loss (Gain) On Exit Of Leased Dealerships 4,384 4,286 2,915 302 1,848 1,386 2,157 1,709 (170) Impairment Charges 1,151 950 9,872 6,594 17,955 8,063 9,394 29,514 20,768 Loss (Gain) On Debt Extinguishment 1,107 19,713 28,238 - - (6) 14,607 - 6,690 Long-Term Compensation Charges - - - - - - - 32,522 - Loss (Gain) on Franchise Disposals 386 (10,343) 457 (11,279) (2,748) 48 (9,980) (39,307) (74,812) Adjusted EBITDA $ 248,627 $ 267,584 $ 287,189 $ 277,285 $ 290,796 $ 302,816 $ 276,136 $ 259,287 $ 308,485 Long-Term Debt $ 533,577 $ 615,395 $ 734,022 $ 758,530 $ 814,581 $ 882,678 $ 1,024,703 $ 945,083 $ 706,886 Debt To Adjusted EBITDA Ratio 2.15 2.30 2.56 2.74 2.80 2.91 3.71 3.64 2.29 44

Non-GAAP Reconciliations – Adjusted EBITDA FY 2019 FY 2018 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 144,137 $ 51,650 Provision For Income Taxes 54,954 22,645 Income (Loss) Before Taxes $ 210,167 $ (10,522) $ (554) $ 199,091 $ 129,481 $ (54,169) $ (1,017) $ 74,295 Non-Floor Plan Interest 48,774 1,701 - 50,475 50,000 1,641 408 52,049 Depreciation And Amortization 85,093 10,553 - 95,646 88,857 7,795 - 96,652 Stock-Based Compensation Expense 10,797 - - 10,797 11,853 - - 11,853 Loss (Gain) On Exit Of Leased Dealerships (170) - - (170) 1,281 20 408 1,709 Impairment Charges 1,101 19,667 - 20,768 27,931 1,583 - 29,514 Loss On Debt Extinguishment 6,690 - - 6,690 - - - - Long-Term Compensation Charges - - - - - 32,522 - 32,522 Gain On Franchise Disposals (74,812) - - (74,812) (39,307) - - (39,307) Adjusted EBITDA $ 287,640 $ 21,399 $ (554) $ 308,485 $ 270,096 $ (10,608) $ (201) $ 259,287 Q4 2019 Q4 2018 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 46,307 $ 21,821 Provision For Income Taxes 14,703 9,150 Income (Loss) Before Taxes $ 75,466 $ (14,518) $ 62 $ 61,010 $ 37,388 $ (6,196) $ (221) $ 30,971 Non-Floor Plan Interest 12,335 435 - 12,770 12,902 423 89 13,414 Depreciation And Amortization 20,972 2,765 - 23,737 21,087 2,210 - 23,297 Stock-Based Compensation Expense 2,690 - - 2,690 1,264 - - 1,264 Loss (Gain) On Exit Of Leased Dealerships - - - - (1,080) 3 89 (988) Impairment Charges 1,075 16,617 - 17,692 14,053 1,500 - 15,553 Loss On Debt Extinguishment 6,690 - - 6,690 - - - - Long-Term Compensation Charges - - - - - - - - Gain On Franchise Disposals (29,242) - - (29,242) (158) - - (158) Adjusted EBITDA $ 89,986 $ 5,299 $ 62 $ 95,347 $ 85,456 $ (2,060) $ (43) $ 83,353 45

Non-GAAP Reconciliations – Adjusted EBITDA Q3 2019 Q3 2018 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 29,010 $ 15,118 Provision For Income Taxes 11,307 7,262 Income (Loss) Before Taxes $ 38,417 $ 2,123 $ (223) $ 40,317 $ 28,087 $ (5,455) $ (252) $ 22,380 Non-Floor Plan Interest 12,011 402 - 12,413 12,279 423 98 12,800 Depreciation And Amortization 21,561 2,703 - 24,264 22,140 1,999 - 24,139 Stock-Based Compensation Expense 2,681 - - 2,681 4,578 - - 4,578 Loss (Gain) On Exit Of Leased Dealerships - - - - 24 4 103 131 Impairment Charges - 1,124 - 1,124 - - - - Gain On Franchise Disposals 823 - - 823 88 - - 88 Adjusted EBITDA $ 75,493 $ 6,352 $ (223) $ 81,622 $ 67,196 $ (3,029) $ (51) $ 64,116 Q2 2019 Q2 2018 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 26,599 $ 16,905 Provision For Income Taxes 10,009 8,142 Income (Loss) Before Taxes $ 35,129 $ 1,693 $ (213) $ 36,608 $ 53,176 $ (27,832) $ (297) $ 25,047 Non-Floor Plan Interest 12,599 431 - 13,030 12,349 406 106 12,861 Depreciation And Amortization 21,736 2,668 - 24,404 22,801 1,919 - 24,720 Stock-Based Compensation Expense 2,612 - - 2,612 3,049 - - 3,049 Loss (Gain) On Exit Of Leased Dealerships - - - - (2,618) 6 106 (2,506) Impairment Charges - - - - 10,317 - - 10,317 Long-Term Compensation Charges - - - - - 23,333 - 23,333 Gain On Franchise Disposals 356 - - 356 (38,047) - - (38,047) Adjusted EBITDA $ 72,432 $ 4,792 $ (213) $ 77,010 $ 61,027 $ (2,168) $ (85) $ 58,774 46

Non-GAAP Reconciliations – Adjusted EBITDA Q1 2019 Q1 2018 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 42,221 $ (2,194) Provision For Income Taxes 18,935 (1,910) Income (Loss) Before Taxes $ 61,156 $ 180 $ (180) $ 61,156 $ 10,830 $ (14,686) $ (248) $ (4,104) Non-Floor Plan Interest 11,829 433 - 12,262 12,469 389 115 12,973 Depreciation And Amortization 20,823 2,417 - 23,240 22,829 1,667 - 24,496 Stock-Based Compensation Expense 2,814 - - 2,814 2,962 - - 2,962 Loss (Gain) On Exit Of Leased Dealerships (170) - - (170) 4,955 7 109 5,071 Impairment Charges 26 1,926 - 1,952 3,561 82 - 3,643 Long-Term Compensation Charges - - - - - 9,189 - 9,189 Gain On Franchise Disposals (46,750) - - (46,750) (1,190) - - (1,190) Adjusted EBITDA $ 49,728 $ 4,956 $ (180) $ 54,504 $ 56,416 $ (3,352) $ (24) $ 53,040 Q4 2018 Q4 2017 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 21,820 $ 61,952 Provision For Income Taxes 9,152 (8,399) Income (Loss) Before Taxes $ 37,388 $ (6,195) $ (221) $ 30,972 $ 57,822 $ (3,976) $ (293) $ 53,553 Non-Floor Plan Interest 12,902 423 89 13,414 12,449 276 123 12,848 Depreciation And Amortization 21,087 2,210 - 23,297 22,639 1,314 - 23,953 Stock-Based Compensation Expense 1,264 - - 1,264 2,217 - - 2,217 Loss (Gain) On Exit Of Leased Dealerships (1,080) 4 89 (987) 23 - 118 141 Impairment Charges 14,053 1,500 - 15,553 6,079 - - 6,079 Long-Term Compensation Charges - - - - - 1,271 - 1,271 Gain On Franchise Disposals (158) - - (158) (1,507) - (6) (1,513) Adjusted EBITDA $ 85,456 $ (2,058) $ (43) $ 83,355 $ 99,722 $ (1,115) $ (58) $ 98,549 47

Non-GAAP Reconciliations – Adjusted EBITDA Q3 2018 Q3 2017 Franchised Franchised Dealerships EchoPark Discontinued Dealerships EchoPark Discontinued Segment Segment Operations Total Segment Segment Operations Total (In thousands) Net Income (Loss) $ 15,118 $ 19,440 Provision For Income Taxes 7,262 13,935 Income (Loss) Before Taxes $ 28,087 $ (5,455) $ (252) $ 22,380 $ 38,228 $ (4,372) $ (481) $ 33,375 Non-Floor Plan Interest 12,279 423 98 12,800 12,126 253 132 12,511 Depreciation And Amortization 22,140 1,999 - 24,139 22,179 1,317 - 23,496 Stock-Based Compensation Expense 4,578 - - 4,578 3,179 - - 3,179 Loss (Gain) On Exit Of Leased Dealerships 24 4 103 131 (173) - 362 189 Impairment Charges - - - - 200 - - 200 Gain On Franchise Disposals 88 - - 88 (8,490) - - (8,490) Adjusted EBITDA $ 67,196 $ (3,029) $ (51) $ 64,116 $ 67,249 $ (2,802) $ 13 $ 64,460 48

Investor Relations Contact: Sonic Automotive Inc. (NYSE: SAH) KCSA Strategic Communications Danny Wieland, Director of Financial Reporting David Hanover / Scott Eckstein ir@sonicautomotive.com sonic@kcsa.com (704) 927-3462 (212) 896-1220

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