EV Ownership Data for Dealers with David Thomas and Jim Obrill

At ASOTU CON 2025, the EV Ownership Data Dealers Need To Know session grounded EV adoption trends in data, busting myths, and highlighting key action points for dealers.

Moderated by David Thomas of CDK Global , with insights from Jim OBrill of the Chicago Automobile Trade Association, the talk clarified the state of EV adoption and its practical impact on dealerships. Here's what you need to know.

EV Adoption Is a Steady Journey, Not a Trend

While EV sales grew to 1.5 million units in 2024, there's still no predicting a smooth ride for the next few years.

Expect some bumps, but the momentum towards EV adoption is undeniable, with consumers committed to future EV purchases despite short-term setbacks. Dealers should plan for gradual growth, not a sudden explosion.

Prepare for mixed signals in the market. Whether you’re in a high-adoption area or just starting, keep a flexible inventory strategy that can pivot as conditions shift.

Consumers Want to Own, Not Lease

The EV ownership study reveals a clear trend: 86% of EV owners love their cars, and four out of five plan to buy another one. Yet, contrary to popular belief, most EV buyers prefer ownership over leasing despite financial incentives favoring leases.

Focus on ownership messaging—emphasize the long-term value and satisfaction of owning an EV, particularly for first-time buyers.

Tech, Range, and Charging Infrastructure Matter

While EVs are beloved for their tech, the biggest consumer concern remains range anxiety, followed by charging station availability. Surprisingly, only 7% of non-Tesla buyers were motivated by tax incentives.

Invest in educating consumers about infrastructure. Show them that long road trips are possible, and alleviate concerns around cold weather and charging availability.

Service and Knowledge Gaps: A Dealer Opportunity

While many dealers have EV-trained techs, only 20% of those dealers have a robust number of trained staff. Additionally, service wait times for EVs are increasing, creating an opportunity for dealers who can provide faster and more efficient services.

Prioritize EV training for your team and streamline service procedures. Faster service could become a major competitive advantage.

Events Are Effective for EV Education

Jim OBrill shared insights from the Chicago Drives Electric event, where 79% of attendees took multiple test drives, and 74% were more likely to purchase an EV after attending. These events bridge the knowledge gap, particularly for first-time EV buyers.

Participate in or host ride-and-drive events to improve consumer understanding. These experiences foster deeper connections and elevate consumer confidence in EV ownership.

Conclusion: Get Ready for EV Growth

The future of EVs is undeniable, but it's important for dealers to stay informed and proactive. With the right approach—focused on education, service, and adapting to consumer needs—you can position your dealership as a leader in the EV market.