In your automotive dealership, the customer lifecycle likely involves well established patterns—for internal combustion engine (ICE) vehicle buyers, that is. For electric vehicle (EV) buyers, you might be wondering how to fill the gaps in maintenance needs and continue the customer relationship after the EV sale.

In our recent EV Study, we uncover insights into additional revenue streams that can keep profits flowing from your EV sales through subscription-based services. Your electric vehicle shoppers have service needs that differ from your ICE customers, and by utilizing these opportunities, you can capture more of their business and build long-term connections.

Appeal to EV Shoppers with Subscription Services and Revenue Streams

Which Subscriptions Attract EV Intenders?

Many modern consumers appreciate the simplicity of a subscription-based service, so it’s no surprise that electric vehicle owners find several potential subscriptions appealing. The top survey responses included:

• Music streaming
• Annual subscription for all vehicle service needs
• Access to fast charging at their local dealership
• Internet browsing
• Traffic news
• Vehicle pickup and delivery services
• Autonomous driving

For dealerships, offering EV shoppers a subscription service such as an annual prepaid maintenance plan, vehicle pickup and delivery, or a fast-charging station on-site can not only set your store apart from competitors but also generate ongoing profitability.

3 Strategies to Promote Your Subscription Services

1. Educate and Empower

The right EV sales team can help increase profitability with the insights needed to confidently answer customer questions about range, charging infrastructure, home charging options, government incentives, and maintenance differences compared to ICE vehicles.

Because EVs attract a different customer profile as well, be sure your salespeople understand the motivations and buying style of EV intenders, so they can tailor their approach and build trust. This will enable your team to initiate more transitions from sales to service and secure more customer subscriptions.

2. Ease the Transition

Cater to common EV customer concerns while increasing your revenue by offering subscription plans for home or workplace charging station installation and maintenance. You can also provide tiered subscription plans for access to connectivity features for additional value and ongoing revenue.

Prepare your service department for the electric vehicle surge with prepaid scheduled maintenance plans for your EV customers, helping channel regular business to your service drive while giving customers peace of mind. Subscription packages for roadside assistance specifically tailored to EVs, including towing to charging stations, can also help your store stand out from other emergency roadside providers.

3. Spread the Word

Make sure your customers, potential and current, know of your EV-specific offerings. Develop blog posts, social media content, and video tutorials specifically addressing EV ownership concerns and highlighting your dealership’s expertise.

By utilizing customer data and market research to understand your ideal EV buyers, you can create targeted marketing campaigns to highlight your subscription-based services and other EV options. Consider partnering with local clean energy groups or sponsoring EV-related events to establish your dealership as a trusted resource for the EV community.

Channel EV Revenue Streams into Your Store

With smart insights into the growing electric vehicle market—and the technology that can turn those insights into actionable strategies—your dealership can stay ahead of the competition to capture more EV sales and retain EV buyers with the subscription-based services they need.

We’re here to help dealerships drive profitability with industry-leading solutions, and we’re helping you go further with Voltage, our EV-focused technology. To find out more, contact us today.

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