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Dealership Engagem
ent S
eptember 15, 2016, 8:30A
M-12:00P
M
Overview
:ThegoalofthissessionistoengageColum
busareadealershipswhow
illsupporttheim
plementa9onphase.Thissessionw
illalsohelpanswerques9onsforthedealerships,andthe
Columbusstaffw
howillbew
orkingwiththedealershippartners.
KeyFocusAreas:•
RoleofdealershipsinSmartCity
planning•
ImportanceofEVdealershippartners
andtheimpacttodealerships
• Supplychainandinventory
Agenda note:
• A
genda to be defined for this session
Dealership Engagem
ent Thursday S
eptember 15, 2016, 9:30A
M-12:30P
M
TheEC’sgoalistofacilitateandacceleratethena9onwidecom
mercializa9onofplug-inelectric
vehicle(PEV)technology,theEChascreatedini9a9vesthatdevelopandimplem
entmodelsthatw
illengagetheEVvaluechainandabroadgroupofstakeholdersatthena9onal,state,andlocallevel.
Currenteffortsinclude:theSmartCityChallenge,DriveElectricO
rlando,DriveElectricNorthern
Colorado,TheEnergySecurityCi9esCoali9on,TheAggregatedAlterna9veTechnologyAlliance,andanew
lyfundedcommunityprogram
inRochesterNew
York.
Who is the Electrification
Coalition (EC
)?
What are A
ccelerator Com
munities?
Accelerator C
omm
unities are Electrification C
oalition programs that target
creating a holistic EV
ecosystem through public-private partnerships.
Approaches•
TheEChasini9atedacceleratorcommuni9esacrossthena9onusinga
varietyofapproachesfromextendedtestdriveexperiencesthroughvehicle
rentals,toen9recommunity-w
ideprogramslikeDriveElectricN
orthernColorado(DEN
C).Strategies•
EVReadiness:Infrastructure,code,policies,regula9ons,etc.•
EVEduca.on:Exis9ngnetworksandopportuni9es,events,speakers
• EVExperience:RideandDrives,extendedtestdrives,corporateevents
• FleetTransi.on:M
unicipalandprivate•
ConsumerPurchaseProgram
s:OEM
priority,grouppurchasing,dealercoordina9on
Programm
atic Case Studies
EC
research and analysis
Proposed Dealership
Engagement
Tactics
The DEN
C C
ase Study D
rive Electric N
orthern Colorado (D
EN
C) is the first E
V accelerator
comm
unity, started by the EC
in February of 2013.
The Importance of D
ealerships D
ealerships often have deep ties to comm
unities, have strong philanthropic program
s, and look for ways to positively im
pact their city.
DealershipsarePartoftheSolu9on!•
IntheexperienceofDENC,dealershipsareanim
portantstakeholderinEVadop9onandcanbecom
eanassetforoverallSmartCityefforts.
Engaging Dealerships
What does an engaged E
V dealership look like?
EngagedDealerships:•
Areindividuallymo9vated
• Haveexecu9ve-levelsupport
• HirededicatedEVsalespeople
• EngageinSm
artCityplanningprocess•
StrivetomaintainconsistentEVinventory
Is it Possible? The answ
er is simply, yes!
ConsumerSa9sfac9onw
ithEVSalespeople•
90%ofrespondentshadanexcellentorgood
experiencewithEVsalespeople
• “Appointm
ent,follow-up,goodtestdrive,all
ques9onsanswered,nopressure-Tom
isGREAT!”
• “Tom
waspre\
ygreattoworkw
ith,andtheadver9sedgroupratew
asgoodenoughformeto
notworrym
uchaboutpricenego9a9on(abigsourceofanxietyandw
ouldleadtonopurchase).’
PublicSurveyFollowingDEN
C2015GroupBuy
Is it Possible? The answ
er is simply, yes!
Is it Possible? The answ
er is simply, yes!
How
Dealerships C
an Engage B
eyond EV
sales dealerships can become integral partners in S
mart C
ity planning.
RideandDriveEvents•
Public•
Workplace
• Neighborhood
ExtendedTestDrives•
DriveLeadership•
Ongoingopportuni9es
CommunityEngagem
ent•
Connec9ngwithEVow
ners•
Na9onalDriveElectricW
eek•
Connec9ngwithexis9ngnetw
orks
CorporateEngagement
• Corporatepricing
NorthernColoradoEVSales2013-2016
0.00%
0.50%
1.00%
1.50%
2.00%
2.50%
2013Sales2014Sales
2015Sales2016Sales
DENC
USTotals
What A
re the Barriers
Though dealerships can be part of the solution, there is significant groundw
ork needed to successfully engage them.
Inventory•
Ini9allydealershipswillfinditchallengingtoordertheright
amountofinventorytom
eetdemand
• OEM
swillneedtow
orkwithdealershipstoinfluencesupplyof
EVstoColumbus
Staffing
• Dealershipsw
illhavemoresuccesssellingEVsw
hentheyhirededicated,trained,andspecifically-selectedexperts.
OtherCom
monBarriers
• Becom
ingEVCer9fied•
EVmaintenance,orlackthereof
• Trainingm
aintenancestaffandthecostsassociated•
Theques9onofcommunitydem
and
15
EricCahill,Adap.vConsul.ng.
GilTal,UCDavis
DavidRoberts,Verm
ontEnergyInvestment
Corpora.on/DriveElectricVermont
DealershipEngagem
entContentExperts
Alsoinattendance:•
KirkBrown,CEO,ReachStrategies•
MarianHammond,Co-Founder,BrinkCommunication•
MarcyRood,ManagerforCleanCities,ArgonneNationalLaboratory,EnergySystemsDivision
16
17
DesignThinkingGroups
B
reakout Group for D
ealership Engagement
Work group 1: E
xperiential events; Kirk B
rown, A
nnie Freyschlag, M
arcy Rood, O
ther experts as available W
ork group 2: Dealership coordination and incentives; G
il Tal, D
avid Roberts
Work group 3: E
ngaging dealerships in planning process; B
en Prochazka, E
ric Cahill, M
arian Ham
mond
Further Reading
Electrification C
oalition Case S
tudies
The Electrification Coalition
Revolutionizing Transportation and A
chieving Energy Security
Ø O
nline w
ww
.electrificationcoalition.org w
ww
.driveelectricnoco.org
Ø D
ownload the R
oadmaps
ww
w.electrificationcoalition.org/policy
Ø C
ontacts: Ø Ben Prochazka (303) 717-3657
Ø Bprochazka@
electrificationcoalition.org Ø 1111 19
th Street, NW
Suite 406 Ø W
ashington, DC 20036
Ø 202.461.2360
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