3 Tips to Fix Dead Electric Car Sales | Car Dealership Guy

Give me three tips for the average dealership. How could the average dealership sell EVs in a better way? Yeah. So the first tip, and this is a scary and hard one, is either be all in or all out. You've got to dedicate one or two people that only sell EVs. You've got to have a couple of charts. I don't think it's that scary. I mean, all A and could mean many different things. But if you're just saying have like someone who's an EV specialist, I think I think that makes, you know, perfect business sense. Just the ones I've talked to, that person will feel alienated. You know, they want to have access to all the inventory because they've only got 10 cars to sell, and there's 300 cars on the lot. And so it's not, again, just talking to my guests. Yeah, you've got to build a right and set up plan for sure. Yeah. And I also think that you have to give the consumer confidence that you're a good resource. You're going to have to answer two questions. You're basically saying you need to invest the resources to have someone who's really knowledgeable about these vehicles. Or wait, wait for the market to start to become more obvious.

给一般的汽车经销商三个建议，他们如何更好地销售电动汽车？首先，第一个建议，这可能有点吓人也有点难，但要么全力投入，要么完全放弃。你需要专门指派一两个人只卖电动汽车。还需要准备几张相关的图表。我认为这并不那么吓人。全力以赴可以有很多含义，但如果你只是说要有一个电动汽车专家，我觉得这完全符合商业常识。只不过根据我跟其他人的交流，这个专员可能会感到被孤立。他们会希望可以接触到所有库存，而不是只有10辆电动汽车可卖，而车库里却有300辆车。因此，不只是跟我的客户交流，你需要制定一个合适的，并且合理的计划。没错，我也认为你必须让消费者对你作为一个好的资源充满信心。你需要回答两个问题：基本上，你需要投入资源，确保有人对这些车辆非常了解。或者，等市场变得更清晰再行动。

The second tip is if you have some commitment to it, so you've got somebody that really understands the cars, they drive them, right? Their daily driver is one of these. So they really understand the features. They know the different self-driving types. They know information about batteries and things like that. I think that's going to help a lot. I think understanding charging is really important. You know, if you live in an apartment or a town home or somewhere where you don't have a garage, charging becomes more of an issue. So having a solution for people like that, understanding what the charging network is like around you, understanding what their driving habits are, and having an in-house option for a charger.

第二个建议是，如果你对这件事有一定的投入，比如你有一个人真的很了解这些汽车，他们经常开这些车，甚至他们日常开的车就是其中之一。这样他们非常理解这些车的各项功能，了解不同的自动驾驶类型，知道电池相关的信息等等。我认为这会有很大帮助。我觉得理解充电非常重要。比如你住在公寓、联排别墅或者没有车库的地方，充电就会成为一个问题。所以，为这样的人提供解决方案，了解你周围的充电网络，了解他们的驾驶习惯，并提供内部充电选项是非常有帮助的。

I mean, one of the things that we do that people are shocked and loved is we'll have a certified electrician at your house within 36 business hours to install a level two charger for 1,500 bucks. That includes the charger and the electrician. And you've got a gas station in your garage. And you never have to worry about charging. You only have to think about charging on trips. But that's for people that own a home or have a garage. But what I'm seeing, again, if you know that, and you make it easy for them to take charging out of their concerns, that makes them a lot more likely to buy. Yeah. So having the proper response to the questions that I would expect, charging, range, anxiety, just having some good rebuttals to actually educate the customer and answer those questions.

我的意思是，我们做的一件让人大为惊讶并且非常受欢迎的事情是：我们会在36个工作小时内派遣一名认证电工到您家，为您安装一个二级充电器，费用是1500美元。这包括了充电器和电工的费用。这样一来，您就相当于在自家车库里有了一个加油站，再也不用担心充电问题了。除非是长途旅行，平时根本不需要考虑充电。不过，这仅适用于有房子或者车库的客户。我的观察是，如果让客户知道这一点，并能轻松解除他们对充电的担忧，他们就更有可能购买电动车。对常见问题，例如充电、续航焦虑等，提供有理有据的回答，来教育客户并解答这些疑问，是很重要的。

And then battery is the people have lots of questions about. But what should you know about the battery? And how can the average dealer know about what would you do? Just, I mean, there's some really good data out there that's unbiased from parties that are unrelated to EVs that talk about how long EV batteries are lasting. That's the biggest one, because they're right. When a battery goes out, it's very expensive, very expensive. And by the time it goes out out of warranty, because all the battery warranties are over 100,000 miles before a battery is out of over 100,000 miles. And what's the average warranty on? It's like eight years, 120,000. Got it. It's pretty average, I think, for a battery warranty, which is a long time. But still, you know, you're nine years, 130,000 miles into it, and you've got a $16,000 repair bill that's devastating, right? Devastating. So there's two ways around that.

然后，人们对电池有很多问题。但你应该知道些什么关于电池的事情？普通的经销商又该如何了解这些信息呢？其实，有一些非常好的、来自与电动汽车无关方的公正数据，它们显示了电动汽车电池的使用时间。这是最大的一个问题，因为他们说得对：当电池损坏时，维修费用是非常昂贵的，非常昂贵。而当电池出问题时，通常已经超出了保修期，因为所有电池的保修期基本都超过了10万英里。而这意味着等到电池在超过10万英里后出问题时，保修期一般也已经过去了。平均保修期是多少呢？大概是8年或12万英里。我认为这是电池保修期的一个平均水平，已经算很长了。但即便如此，你知道的，当你用到第九年、13万英里时，你可能会面临一笔1.6万美元的维修费用，这会是很沉重的打击，对吧？很沉重的打击。那么，针对这个问题有两种解决方法。

One is there's a recent study that came out, and I'm going to paraphrase, because I don't know the exact number, but they took a meaningful number of EVs since 2011 and analyzed their battery health. OK. And they found that the vast majority of batteries that failed were older than 2016. And when I say vast majority, I'm talking somewhere in the 90th percentile or more. So like a certain cohort of batteries. Just old technology, right? And the total amount that batteries that have failed since 2011, I want to say it was in the like, it was single digits, total, all batteries in the last 13 years. So the likelihood of it happening, I've sold over 1,000 Teslas. I've only had two batteries, three. I've only had three. So anyway, if you can understand those three things outside of changing the experience, you're going to be better at selling EVs for sure.

有一项最近的研究，我要稍微概述一下，因为我不记得确切的数字。他们自2011年以来分析了大量电动汽车的电池健康状况。结果发现，绝大多数出现问题的电池都是2016年之前的。而我所谓的绝大多数，是指超过90%的概率。因此可以说，这是一批老旧技术的电池。总的来说，自2011年以来，所有电动汽车电池的故障率是个位数，整个13年期间都是如此。所以，电池故障的可能性非常小。我自己卖出过超过1000辆特斯拉，其中只有两次，哦不，是三次电池出了问题。所以，如果你能理解这三点，再加上一些改变客户体验的方法，你就一定会更擅长销售电动汽车。