http://www.alphr.com/cars/1009377/electric-cars-adoption-dismissive-dealerships
"Dismissive and deceptive" dealerships may be deliberately underselling
electric cars
21 May 2018  Victoria Woollaston

[image]  Industry experts said the lack of willingness to sell EVs is
because they don't make dealerships enough money

Last year, the number of people registering to buy electric and hybrid cars
jumped by more than 27% compared to 2016. Confusion over diesel cars being
banned, greater awareness about EVs, and a rise in electric and hybrid cars
from key manufacturers are all believed to have fuelled an increase in
interest.

Yet researchers have uncovered what may be a significant stumbling block if
we're to see widespread adoption – "dismissive and deceptive car
dealerships." 

According to a study published in Nature Energy, car salespeople are
reluctant to promote electric vehicles because industry and policy
conditions favour petrol and diesel vehicles. 

Gerardo Zarazua de Rubens and his colleagues from Aarhus University visited
82 car dealerships across Denmark, Finland, Iceland, Norway and Sweden – on
126 occasions – posing as shoppers. They found that sales personnel were
dismissive of electric vehicles, misinformed them as to vehicle
specifications and encouraged the purchase of petrol and diesel vehicles
instead.  The latter was seen in two-thirds of all the shopping experiences.
In some cases, electric vehicles were omitted from sales pitches entirely. 

"As most consumers do not have pre-existing knowledge of electric vehicles,
car dealership experiences may strongly influence EV purchasing decisions,"
said the researchers. "[In our study], we show car dealerships pose a
significant barrier at the point of sale due to a perceived lack of business
case viability in relation to petrol and diesel vehicles."

Notably, there was no significant difference between the urban and more
rural locations of the dealerships, which is in contrast to the idea EVs are
better suited as city cars, and thus car dealerships prioritise selling EVs
more in urban areas.

These findings were later combined with expert interviews. Managers,
industry experts and dealers said the lack of willingness to promote and
sell EVs is because of their low profitability. They also bemoaned a lack of
EV models on site, a lack of knowledge and competence about specs, and the
fact EVs take longer to sell.

As a result, "salespeople opt for the known and easier-to-sell conventional
cars". EVs were additionally seen to negatively affect dealer profitability. 

"To this end, we find that policy and business strategy should be developed
to amend the barriers at the point of sale and support EV uptake,
particularly considering that EVs could accelerate both the decarbonisation
of the transport and electricity sectors," continued the researchers.

"Policy intervention is necessary to reduce the net gap between the purchase
price of EVs and ICEVs, as without price parity, dealers have little to no
incentives to sell more expensive EVs to neutral shoppers."
[© Dennis Publishing]
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https://www.digitaltrends.com/cool-tech/dealerships-dismiss-electric-vehicles/
'Don't buy electric!' — car dealerships dismiss electric vehicles, study ...
2018-05-21  Car dealerships in Scandinavia — and perhaps beyond — have
something against electric vehicles. That's the conclusion of an
investigative study conducted ...


https://electrek.co/2018/05/21/electric-car-adoption-deceptive-car-dealerships-new-study/
Electric car adoption is slowed down by 'dismissive and deceptive car ...
2018/05/21  Now, a new study finds a similar problem in Europe where
“dismissive and deceptive car dealerships create barriers to electric
vehicle adoption at the point of ...
https://electrek.files.wordpress.com/2018/05/41560_2018_152_fig1_html.jpg


https://www.independent.co.uk/news/business/news/electric-vehicle-sales-numbers-deceptive-car-dealerships-diesel-petrol-a8361891.html
Electric vehicle sales held back by 'dismissive and deceptive car ...
2018/05/21  Because most consumers do not have pre-existing knowledge of
electric vehicles, car dealership experiences can strongly influence
purchasing decisions ...


http://www.dw.com/en/car-salesmen-caught-secretly-trash-talking-electric-cars/a-43900299
Car salesmen caught secretly trash-talking electric cars
23.05.2018 Car salespeople turned consumers off buying electric vehicles
(EVs) during two-thirds of enquiries by a team of mystery shoppers. Posing
as potential car ... than 80 auto dealers in five Nordic countries,
researchers ... told not to buy electric vehicles. Their study calls for
clearer government policies on newer car technologies.




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