Anuário Brasileiro do Setor de Locação de Veículos | 2020

20 Anuário Brasileiro do Setor de Locação de Veículos Brazilian Vehicle Rental Sector Yearbook 2020 MERCADO | MARKET General Considerations Direct sales T he following graphs and illustrations illustrate the situation for direct sales for automakers, according to statistics from the National Association of Motor Vehicle Manufacturers (ANFAVEA), released at a press conference in February 2020, compared with retail sales. Direct Sales niches Government Taxis Fleets Farmers Rental Disabled Direct sales are intended not only for rental companies and people with disabilities, but also the government, taxis, private companies in various segments (fleets) and farmers. In the following charts, when analyzing the absolute numbers of direct sales, it is easy to see that in the last ten years the real number of cars sold direct has not varied much. Retail x Direct sales | cars and light commercial vehicles 2010 23% 27% 23% 23% 29% 29% 34% 40% 43% 45% 3,4 3,4 Retail  |  Direct Sales  |  Direct Sales Million of units 3,6 3,6 3,3 2,5 2,0 2,2 2,5 2,7 2,6 0,8 2,5 0,9 2,8 0,8 2,8 0,8 2,4 1,0 1,8 0,7 1,3 0,7 1,3 0,9 1,4 1,1 1,5 1,2 2011 2012 2013 2014 2015 2016 2017 2018 2019 Source : ANFAVEA In absolute numbers, the variation in total direct sales of cars and light commercials in the last ten years has been slight. The graph above shows that while in 2010 the segment accounted for 800,000 vehicles sold, last year it was 1.2 million units, very close to the 1.1 million sold in in 2018. By contrast, retail saw a steep fall in the decade: from the 2.6 million (2010), it fell to 1.5 million units last year. Note: It is this gap left by shrinking retail sales that triggered the spike from 23% to 45% in the share of direct sales. In absolute numbers, the total number of cars sold direct has been stable in the last five years. It spiked because retail sales fell, not because direct sales grew.