How Ford, GM auto dealers are thinking about Detroit’s EV transition and their future
Ford Mustang Mach-E vehicles at a Ford dealership in Colma, California, on July 22, 2022.
Bloomberg | Getty Images
After a home, buying a car is the most expensive purchase most consumers will ever make during their lifetime. The transition to electric vehicles by major auto makers is likely to make the process a little more stressful, at least in the early days of the EV era when many consumers are still under-informed on EV basics. If consumers are to be sold on the mass adoption of battery-powered electric vehicles, car dealers are going to be essential to the pitch. It’s the network of franchise auto dealers who provide education, service, and face-to-face sales, so companies like GM and Ford are working closely with them. But it’s a daunting moment for both sides of the car business.
“We haven’t had a shift of this magnitude in the auto industry ever,” said Robb Hernandez, president of Monterey Park, Calif.-based Camino Real Chevrolet. “The ground is still moving beneath dealers making decisions. The automakers are doing their best making this shift, but the regulation is more of the driving force of how we will all have to pivot.”
That includes his home state of California, where 100% of new car sales are mandated to be EVs by 2035.
“I can only speak for GM,” Hernandez said. “They are listening as we make these changes but the landscape is ever-changing at this point,” he said. But he added, “Most auto dealers are optimistic and excited for the changing landscape.”
As of late last year, 65% of Ford’s dealers had opted into the EV certification program (a little under 2,000, according to data shared by Ford), as it has started to make the role of car dealers central to the EV transition process.
Many consumers want a streamlined process and virtually every transaction today has some online component, according to Brian Maas, president of the California New Car Dealers Association. But with the complicated nature of a vehicle purchase transaction (trade-ins, financing, purchase of extended warranties and other products), a fully online experience will only work for a percentage of car buyers. “The rest will still want to ‘kick the tires’ and take a test drive before investing $50,000+ in the average new car,” he said.
This preference is expected to hold true for EVs. A recent report from the California Air Resources Board (CARB) cites “customer choice,” “vehicle availability,” and “affordability” as keys to mass adoption, all of which require a critical role to be played by dealers.
“I think CARB understands that dealers are essential to the adoption of EVs,” Maas said.
He pointed to several factors. First, and most obvious, outside of Tesla it is franchised dealers who have to explain and sell this new technology to the mass market. Second, all the incentives adopted federally and in states such as California are administered by or through dealers. And finally, EVs won’t approach affordability in the short term without dealers making these funds available to consumers and explaining how these programs work at the point of purchase.
Kerrigan Advisors, which works with dealership groups on sales and acquisitions, noted that Ford, relative to some top global competitors, has a relatively large dealership network to manage through the EV transition. “To some, Ford’s approach is a way to weed out the smaller dealers who are unwilling to make the EV investment,” said Erin Kerrigan, founder and managing director. “Keep in mind Ford has over 3,000 franchises in the U.S.,” Kerrigan said. “By contrast, Toyota has only 1,482 and sells more vehicles than Ford.”
But she expects more Ford dealers will opt in at a future date, once they observe a meaningful consumer shift to EVs.
Timing of the EV transition is a concern
While EV sales are increasing rapidly — as recently as 2021, total battery-powered electric vehicle sales in the U.S. were under 450,000, but Kelley Blue Book says sales surpassed 800,000 in 2022 and are expected to top one million this year — dealers remain cautious about the timelines outlined by the auto companies.
“Despite significant increases in EV sales in 2023, dealers are largely skeptical about the OEM’s timeframes on the EV rollout,” Kerrigan said. “Many say they expect the rollout to take twice as long as expected and EV market share to be half as much as projected by the OEMs.”
Ford’s opt-in window will open again in 2027 for dealers that did not initially join.
Using California as a model — with its timeline being the most aggressive – the process can begin to feel pretty squeezed, Maas said.
“I like to point out that this is the most significant change in personal transportation since we went from horses to automobiles early in the 20th century. In addition to changing how vehicles are powered (from ICE to BEV), we have to provide the infrastructure for charging these vehicles and the electrical grid to support such charging, and we have to convey to consumers that their driving behavior will have to change,” he said. The CARB 2035 goal is ambitious, and California is much further along than any other state with a similar goal or considering adopting one, but “it’s still a significant leap,” Maas said.
Dealers also read the headlines and have concerns about OEMs being able to produce EVs at the pace required by mandates, with raw materials like lithium and cobalt in high demand and uncertain supply. As big a supply-demand issue is whether consumer interest will be sufficient to meet the mandate set by the state government in California for a full transition in 12 years. It is a national and state transition that ultimately becomes a local decision.
Even within California, a dealer in a rural area of the state where EV charging infrastructure is a challenge and where public investment in charging will be less likely is going to be more wary than a dealer in a major metro area in the state. A dealer in Santa Monica may decide more quickly, “I need to be all-in on EVs,” Maas said. “Where you stand depends on where your business sits,” he said. “Significant EV adoption in large cities in California seems pretty clear now, but the question is will we have significant EV adoption throughout the entire state, will Eureka have it at the same pace as LA? Maybe, maybe not?” Maas added.
Who pays for EV charging
The charging element of EVs, more than any other factor, influences how an individual’s day unfolds in a state like California where two million new cars are sold annually. Factors include car owners who live in multi-family housing; and the time it can take to charge — as much as 30 minutes to several hours vs. less than five minutes today to fill a gas tank at the many fueling stations with prices prominently posted and adjusted frequently.
“These challenges aren’t insurmountable, but we do have to explain them to consumers, honestly, so that future car buyers are prepared for what lies ahead,” Maas said.
To become “EV certified,” Ford dealerships can buy into a $500,000 tier or a $1.2 million tier, with the vast majority of that investment tied to the expense of installing EV charging infrastructure. At the lower end, this certification provides dealers with repair and maintenance capabilities and a public DC fast charger, but no EVs to show in the showroom, and no access to a Ford.com presence. It also caps their total EV sales at 25% of inventory. The “elite” tier provides two public DC fast chargers, demo units, rapid replenishment, and a presence on Ford.com.
Ford CEO Jim Farley told Automotive News last December when it announced that two-thirds of dealers had signed on for the EV program (most for the higher-priced tier), “The future of the franchise system hangs in the balance here,” Farley said. “The No. 1 EV player in the U.S. bet against the dealers. We wanted to make the opposite choice.”
But specific concerns from dealers, expressed to Ford, offer a window into the desire on the part of the dealers to also ask for deepening commitment from Ford as part of their own commitment to the e-certification program. One issue has been dealer reluctance to offer public charging at their locations and asking Ford to up its own investment in public charging, even though dealers are aware the OEMs are spending billions on factories for new EVs and batteries.
Dealers are prepared to offer charging for new vehicles to be sold on their lot and vehicles being serviced. But OEMs asking dealerships to serve as public charging stations has led to pushback. “Tesla pays for its supercharging network, yes with lots of taxpayer subsidies, but they pay,” Maas said. “Dealers are in the business of selling and servicing cars, not selling electrons,” he said. While future business cases may prove that dealers can make money from charging, Maas noted that the selling of electrons is heavily regulated by public utility commissions across the country. “Maybe dealers just want to sell and service cars,” he said. “I haven’t been to a dealership that sells gasoline.”
Notably, Ford announced a deal with Tesla last week to use its charging network, which surprised some EV experts given the competitive nature of the market, but also placed more pressure on GM to increase charging options.
Charging is a big issue, but not the only issue for dealers.
“While 24/7 public charging has perhaps garnered the most attention, there are numerous program features that we have asked Ford to modify or eliminate,” Maas said.
Dozens of state dealer trade associations have challenged Ford on multiple aspects of its EV certification program, including its basic legality relative to state law about franchise models.
Auto makers reliant on the franchise model have a financial incentive to control more of the margin that will be available in the EV market, and have learned from watching the margin profile and quality control enjoyed by Tesla’s direct-to-consumer model.
“We have to change our cost profile,” Ford CEO Jim Farley told CNBC in February.
Ford’s approach to selling EVs in some ways is trying to mimic Tesla’s which gives the company more control over standards from store to store than can be achieved through Ford’s traditional franchise model.
There is always tension between franchisors and franchisees, and all states have franchise laws to try and balance the relationship, and where individual dealers and dealer associations are pushing back is where they feel OEMs are using the EV transition as a way to make asks they never would have made previously. That is not limited to charging, but OEM programs dictating how consumers can reserve EVs, and prescribing how EVs have to be sold, dealer trade-in programs, and service contracts.
“Dealers generally chafe at manufacturer requirements that intrude on their ability to sell to their customers,” Maas said. “OEMs make cars and the dealer buys them at wholesale and the dealer sells. Why should that change because it’s powered by electricity? There’s nothing magic about the fact that it is powered by electricity,” he said.
Auto dealership sales market remains hot
Kerrigan said most of the dealers with whom she speaks do expect GM to eventually have a similar program to Ford’s. Meanwhile, GM is reducing its dealer headcount by buying out existing dealers. In the case of Buick, GM is offering a franchise buyback for those dealers who do not want to make the EV investment. Cadillac has also “quietly reduced” its dealer count through buyouts, Kerrigan said. As opposed to Ford’s “pay-to-play” strategy, she described GM’s current approach as more carrot than stick and, in reducing franchise count, ensuring the GM network is well-positioned to sell and service EVs.
Dealers, though, may see two sides to the ways both big OEMs are playing the EV transition. Ford, by giving dealers the option to opt in later, will be seen by some dealers who are more reluctant today as being more flexible, if requiring more of an upfront investment today. Some dealers may see the GM approach as the more rigid one, based on their situation. “If you sold your store, there is no changing your mind,” Maas said. The OEMs are in a difficult position attempting to meet all dealer needs and concerns about EVs. “It’s hard to have a national program that is one size fits all for the new vehicle market,” he said.
In the short-term, the EV concerns are not proving to be a big factor in overall willingness among entrepreneurs to invest in car dealerships. Amid a big jump in new and used car prices — the average new car retail price increased from $33,000 to over $46,000 between 2015 and 2023 — transactions in the auto dealer market were the second-highest ever in 2022, according to Kerrigan, with a record 845 franchises sold during the first three quarters of the year. While publicly traded auto retailers retreated from the market as their stock market valuations were cut, private buyers increased their presence as earnings soared for the third-consecutive year. Average dealership earnings rose 9% in 2022, which was 210% above the pre-pandemic five-year average.
“Even in a rising interest rate environment, dealers voted with their pocketbooks and grew their businesses through acquisition in 2022 and continue to do so in 2023,” Kerrigan noted in its April report on sales activity.
Car dealership owners have proven to be an adaptive group of small business owners throughout history.
“Dealers are very resilient business people,” Kerrigan said. “The demise of the auto retail business model has been erroneously predicted countless times.”
She said most are not overly concerned about the shift to EVs. While some worry about a decline in fixed operations revenue from sales and service as ICE cars disappear, others see the potential for higher revenue in the service and parts department as dealers retain a higher percentage of the customer service spend with EVs. Maas said while there has been a lot of talk about a service business cliff related to EVs, it’s just talk. “Service is not going away,” he said. In 2022, service contributed 12% of dealership revenue, according to the National Auto Dealers Association, versus nearly 50% for new car sales and 38% for used vehicles.
Dealers are gaining a larger share of EV sales, totaling almost 260,000 units in 2022, according to NADA, and dealers capturing 35% of the new EV market by the end of the year. “We expect this to continue as more BEV models are released by the legacy OEMs in the coming years,” NADA said in its annual report.
“The smartest dealers are trying to figure out where this is going and make decisions both for their family and investment in the business,” Maas said. “Ultimately, it will be up to consumers to tell the dealers and OEMs and the larger market what’s going to happen, because if consumers buy these vehicles in huge numbers it’s a signal to the market we need to respond. But if they don’t buy at the pace CARB has set, then some adjustments have to be made.”
Environment
Kia’s first electric hatchback is here and it has nearly 400 miles range: Meet the EV4 hatch
Who said hatchbacks are going out of style? Kia’s first electric hatchback, the EV4, went on sale in the UK on Monday, offering the longest driving range of any of its EVs to date. Here’s a full breakdown of prices and specs.
Meet the EV4, Kia’s first electric hatchback
After launching the sedan version in Korea in April, the EV4 already took the top spot as the best-selling domestic electric sedan in its second month on the market. It’s already being called a “box office hit.” Now, the new hatch variant is officially on sale.
Kia opened orders for the EV4 hatchback in the UK on Monday, starting from £34,695 ($47,700). The EV4 is Kia’s first crack at an electric hatchback.
With an impressive 388 miles of WLTP driving range, it’s also the longest driving range of any EV Kia has ever produced.
The hatch is based on the same E-GMP platform as the EV4 sedan and Kia’s other electric vehicles, but it’s custom-tailored for European buyers.
The base EV4 “Air” is available with two battery packs: 58.2 kWh or 81.4 kWh, providing a WLTP driving range of up to 273 miles or 388 miles on a full charge. Kia said it’s the brand’s first electric vehicle offering a range of over 380 miles.
The sporty “GT-Line” and top-spec “GT-Line S” variants are available exclusively with the extended range (81.4 kWh) battery, which offers a range of 362 miles.
All EV4 hatchback models are powered by a single front motor with 201 bhp (150 kW) and 283 Nm of torque, good for a 0 to 62 mph sprint in 7.5 secs.
The interior features a similar setup to Kia’s latest EV models, like the EV3 and EV9, with its new connected car Navigation Cockpit (ccNC) at the center. The setup features dual 12.3″ driver clusters and infotainment screens in a curved panoramic display. An additional 5.3″ touchscreen for climate control is included for easy access to heating and ventilation functions.
Like the EV3, Kia’s electric hatchback will include an AI Assistant, powered by ChatGPT. It will also be the brand’s first vehicle with several entertainment settings, including “Rest mode” and Theatre mode.”
With all the seats upright, the electric hatch has a boot space of 435 liters, which Kia claims makes it “one of the most practical vehicles in its segment.”
With a length of 4,430 mm, a width of 1,860 mm, and a height of 1,485 mm, the EV4 hatchback is about the size of Kia’s XCreed.
The EV4 hatch can recharge from 10% to 80% in 29 minutes, while the larger battery will take approximately 31 minutes to charge using a 350 kW DC fast charger.
| Kia EV4 hatchback trim | Starting Price | Driving Range (WLTP) |
| Air Standard Range | £34,695 ($47,700) | 273 miles |
| Air Long Range | £37,695 ($51,700) | 388 miles |
| GT-Line | £39,395 ($54,000) | 362 miles |
| GT-Line S | £43,895 ($60,200) | 362 miles |
Kia opened orders for the new electric hatch on Monday, July 1. It will join the EV3, EV6, and EV9 in the brand’s European lineup. The EV4 hatchback will be built at Kia’s plant in Slovakia to expedite deliveries, which are scheduled to begin in the Fall.
Kia also announced on Monday that a new EV4 Fastback variant will join the lineup, but didn’t offer any additional details. More info, including prices and specs, “will be revealed in due course.” Check back soon for the latest.
What do you think of Kia’s first electric hatchback? Would you buy one in the US? Unfortunately, it’s not likely to make the trip overseas, but we will see the sedan version launch at some point in early 2026. Let us know your thoughts in the comments.
FTC: We use income earning auto affiliate links. More.
Tesla (TSLA) is about to release its Q2 2025 delivery and production results. Here, we examine what Wall Street expects and what would make sense in reality.
Wall Street has struggled to understand Tesla’s decline in deliveries over the past year.
The analyst consensus for the first quarter was over 450,000 deliveries in January, but that number dropped to 377,000 deliveries by the end of the quarter.
They had to adjust down by 73,000 units, or about $3 billion in sales, over just two months, and they still got it wrong by more than 40,000 units.
Something similar is happening this quarter.
The Wall Street consensus was for 444,000 deliveries in April, indicating that analysts believed Tesla when it stated that the poor performance in the first quarter was solely due to the Model Y changeover and that it could return to growth or maintain demand, as it had delivered approximately 444,000 vehicles in Q2 2024.
However, that consensus waned throughout the quarter as data confirmed that Tesla is not production-constrained, yet still faces significant demand issues.
The Wall Street consensus for Tesla’s Q2 deliveries is now at 385,000 vehicles.
This represents a 13% decline year-over-year, despite Tesla currently offering record discounts and incentives, including 0% financing on both the Model 3 and Model Y in most markets.
However, it is likely that analysts are again overestimating deliveries.
Electrek’s Take
We have great data in Europe and China, where Tesla is basically down by a few thousand units despite the new Model Y being widely available during the second quarter.
The only primary market with limited data for the second quarter is the US.
The US is likely where the new Model Y had the biggest positive impact, and Tesla will need to perform well there for deliveries to surpass its Q1 2025 results.
The automaker has no chance at annual growth in the second quarter, but based on the best data available, I think it should end between 330,000 and 360,000 units – way below the current analyst consensus.
The lower end of the spectrum would result in a massive 25% drop in annual deliveries, while the higher end would result in a still significant 19% drop.
There’s no other way to cut it: Tesla’s automotive business is in crisis.
The crazy thing is that Wall Street is completely missing this story and only adjusting for the decline throughout the quarter.
At the end of the first quarter, analysts still expected Tesla to avoid a decline in deliveries in 2025, with approximately 1,850,000 vehicles.
The consensus now stands at 1.6 million units, which is still likely too high by 100,000 units, representing billions of dollars in sales.
Furthermore, they predict that Tesla will experience a resurgence in growth in 2026, despite the EV tax credit being eliminated in the US, its least affected market so far.
Tesla has minimal prospects for returning to automotive growth beyond some significant reforms that are nowhere in sight, given Musk’s leadership.
FTC: We use income earning auto affiliate links. More.
Tesla’s stock (TSLA) crashed by as much as 5% in pre-market trading after President Trump threatened to set DOGE on Elon Musk, who has been criticizing his ‘Big Beautiful Bill’.
After being kindly shown the door to the White House last month, Musk had a brief moment of clarity and started to criticize Trump and the Republican party, which he helped elect with almost $300 million of his own money in the 2024 elections.
He highlighted how Trump’s “Big Beautiful Bill” is expected to increase the deficit and debt. The Tesla CEO even linked Trump to Jeffrey Epstein, something that has been well known for decades, but Musk conveniently ignored it as he was backing the President and wearing hats that read, “Trump was right about everything.”
Musk quickly calmed down and even apologized for “going too far” and started praising Trump again.
That didn’t last long.
Over the last few days, as the Senate attempts to pass Trump’s budget and tax bill, Musk has renewed his efforts to halt the legislation.
The CEO appeared to renew the attacks after the Senate updated the bill to kill the EV incentive sooner and to increase taxes on solar and wind projects.
However, Musk said that he doesn’t mind EV and renewable energy subsidies going away, but he believes that fossil fuel subsidies should also be removed, which is not in the plans at all.
Trump campaigned on Musk’s money, claiming that he would get America to “drill, baby, drill” again.
The CEO went as far as threatening any Senator who vote for the bill, all Republicans, to face his money in their next primary. He added that if the bill passes, he will create a new “America Party.’
Musk’s attacks have focused on the bill itself and the Republicans voting for it, but Trump likes to call it his bill, and unsurprisingly, he is unhappy with Musk.
Last night, he took to Truth Social to highlight again that Musk “would probably have to close up shop and head back to South Africa” without US government subsidies.
The President then suggested that he could have DOGE, a department that Musk created, go after him and the subsidies that his companies get:
Elon Musk knew, long before he so strongly Endorsed me for President, that I was strongly against the EV Mandate. It is ridiculous, and was always a major part of my campaign. Electric cars are fine, but not everyone should be forced to own one. Elon may get more subsidy than any human being in history, by far, and without subsidies, Elon would probably have to close up shop and head back home to South Africa. No more Rocket launches, Satellites, or Electric Car Production, and our Country would save a FORTUNE. Perhaps we should have DOGE take a good, hard, look at this? BIG MONEY TO BE SAVED!!!
Tesla’s stock dropped by more than 4% in pre-market trading following the President’s threat.
Musk responded to the President by pointing out that he is asking to remove the subsidies, but he didn’t add his usual caveat of also removing all subsidies for fossil fuel.
Electrek’s Take
It’s both sad and funny to see Elon now. It’s sad because the US is plunging back into an energy dark age of relying on fossil fuels. Still, it’s amusing because Elon is acting as if he’s just now realizing what he has done, despite everyone but a few cult members screaming at him that this was going to happen for the last year.
Elon got what he wanted out of Trump with his $300 million, and now, he realizes that his influence has limits and that Trump is going to do way more damage than just what Musk wanted out of him: to stop illegal immigration and the so scary “woke mind virus.”
The result will be a significant blow to the growth of electric vehicles and clean energy in the US, and Tesla will be affected in the process, exactly what we have been saying for the last year.
FTC: We use income earning auto affiliate links. More.
-
Sports3 years ago‘Storybook stuff’: Inside the night Bryce Harper sent the Phillies to the World Series
-
Sports1 year agoStory injured on diving stop, exits Red Sox game
-
Sports2 years agoGame 1 of WS least-watched in recorded history
-
Sports2 years agoMLB Rank 2023: Ranking baseball’s top 100 players
-
Sports4 years ago
Team Europe easily wins 4th straight Laver Cup
-
Environment2 years agoJapan and South Korea have a lot at stake in a free and open South China Sea
-
Sports2 years agoButton battles heat exhaustion in NASCAR debut
-
Environment2 years agoGame-changing Lectric XPedition launched as affordable electric cargo bike