Just as electric and hybrid vehicles require different marketing and sales strategies than internal combustion engine models, they also offer different upsell opportunities. Educating your sales team—and your customers—about these opportunities can help power your electric vehicle and hybrid sales profits.
In our recent survey, we revealed some of the strongest areas of interest for EV and hybrid buyers—and some of the biggest revenue drivers for dealerships. By promoting these offerings to shoppers, you can help increase the profitability of each hybrid and electric vehicle sale while creating a loyal customer base.
Ways to Increase Profitability of EV and Hybrid Sales
What Are EV and Hybrid Buyers Interested in Purchasing?
Home chargers: With the growing popularity of electric vehicles, home charging stations are becoming essential for customers buying an EV, making this a great revenue opportunity for your store. Offering a home charger at the time of purchase can help ease customer charging concerns and close more deals.
Extended warranties: Many of your potential EV buyers are likely worried about the reliability of this new technology, so an extended warranty could help convert these customers. It can also provide added peace-of-mind for shoppers who are hesitant to make the switch or concerned about the longevity of electric vehicles.
Prepaid maintenance plans: You already know how prepaid maintenance plans help draw customers back for service, but did you know that EV and hybrid drivers are interested in these plans, too? Including these service plans in your offerings will help capture these customers for the miles ahead, driving your service lane profitability as well.
These plans can also offer savings and convenience for EV and hybrid owners, as they often include specific maintenance items tailored to these vehicle types. As you promote and market your service plans, be sure to highlight your team’s expertise in the technology of hybrid and electric vehicles—something an independent service shop may not be able to provide.
Subscription services: In addition to an annual all-encompassing service plan, EV and hybrid customers are also interested in access to fast-charging at their dealership and vehicle pickup/delivery services. These subscription-based offerings present your store with added revenue opportunities that your competitors may not have.
Paint protection and accessories: Customers who buy a hybrid car or an EV want to maintain their purchase for the long haul. A paint protection service can help keep the vehicle’s appearance and value high, using materials and finishes unique to that model.
While establishing customer relationships, don’t forget to learn about their lifestyle, as well—knowing whether they’re avid cyclists, road-trip regulars, or pet owners can open up additional opportunities for accessory sales. Think roof racks, kayak mounts, seat protectors, or cargo organizers as you demonstrate how the customer’s new vehicle can seamlessly integrate into their lifestyle.
Turn Profit Opportunities into Positive Outcomes
As you sell more EV and hybrid vehicles, make the most of each opportunity by knowing what those customers want—and precisely marketing to those desires. Stay top-of-mind with your potential customers to help them make a decision, and keep them coming back post-purchase with personalized communications, service reminders, and special offers.
Even though EVs require less maintenance than ICE-powered vehicles, you can keep your revenue streams flowing by promoting your custom-tailored prepaid maintenance plans, subscription or paint protection services, and accessories. Establish your store as a trusted resource they can rely on for all their automotive needs—and foster loyalty from sales to service to eventual repurchase.
If your EV and hybrid sales profits aren’t hitting the mark, give your strategy a recharge by exploring our advanced solutions. You can contact us for a live demo anytime.
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