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3 Who I am 0+ year background in technology program management Aerospace/Defense and Automo<ve sectors Degrees in systems engineering, business management and transporta<on policy Disserta<on on dealerships and EVs Joined Plug In America last October Proudly park a 06 Chevy Volt in our garage 3

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5 EVs are fundamentally different!!! It all boils down to RISK More drama<c changes in HMI Dependency on new infrastructure Fueling (charging) Ins<tu<onal (e.g. legal and cultural) New customer needs emerge New retail channels and approaches needed 5

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7 Addressing core dealer mo<va<ons Dealer Challenges Uncertain profit, payback EVs take longer to sell Inexperience with EVs Sales force turnover Mismatched incen<ves Retail model incompa<bility Solu7on Must: Address uncertainty head on Inform consumers pre-dealer Immerse salespeople in EVs Develop and retain exper<se Favor quality over quan<ty Create revenue opportuni<es Provide end-to-end support 7

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11 The Drive Electric EV Dealer Program Qualifica7on Resources Promo7on

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13 Dealer Engagement Programs San Diego Drive Electric Pilot Launched May dealer par<cipants Funded by San Diego Gas & Electric -month program (Phase ) Boston Drive Electric Pilot -5 dealers Funded by Department of Energy Part of DOE New England EV Showcase award -year program September 9 launch 3

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15 Early Findings from San Diego 3 separate half-day training sessions 40 aaendees from over 4 area dealers BMW, Chevrolet, Ford, Kia, Mercedes- Benz, Nissan and smart 5

16 37 individual sales reps were surveyed in total Survey Popula7on - Response Count Intake survey Post-event survey April 5 April 6 June 4 6

17 BMW, Chevrolet, Ford and Kia dealerships are the most represented Survey Popula7on by OEM From intake survey 37 total respondents BMW Chevrolet Ford Ford Kia Kia Mercedes Nissan Smart April 5 April 6 June 4 Total 7

18 ~/4 of respondents have less than a year of experience, ~/4 have more than 5 Years of Experience Selling EVs From intake survey June 4 April 6 April 5 < year - years -3 years 3-4 years 4-5 years > 5 years

19 Par<cipants generally see value in interac<ng with other dealers Value of Interac7on with Other Dealers =Not important, 7=Very important NA

20 Sales reps knowledge is weakest in u<lity programs, electricians and finding customers, but the training helps address these gaps Average Knowledge Self-Assessment =Strongly disagree; 7=Strongly agree Comfortable talking to EV customers EV customers are different Charging sta<on availability U<lity rates and programs Finding accurate EV incen<ve info EV beaer than conven<onal Govt inven<ves Recommended electricians Where to find EV customers Average Pre-training (all dates) Increase aqer training Based on June 4 training

21 Government and u<lity incen<ves were the most helpful topics April Trainings Most Useful Topic # Respondents June Training EV0 EVSE0 Home Charging & U<lity Incen<ves 0 4 EV0 EV Charging and U<lity Incen<ves Government Incen<ves Conveying the Value of Electric Driving 4 6 Govt Incen<ves Explaining the Value of Electric Driving N/A Best Prac<ces - EV Customer Acquisi<on Best Prac<ces - EV Customer Assessment Best Prac<ces - EV Delivery and Post-Sales Support N/A 0 Incen<ve change and purchase incen<ves are somewhat confusing Incen<ves are very important to our (Kia) customers

22 EV and EVSE basics were the least useful topics April Trainings Least Useful Topic # Respondents June Training EV0 EVSE0 Home Charging & U<lity Incen<ves Govt Incen<ves Explaining the Value of Electric Driving EV Sales Best Prac<ces N/A EV0 EV Charging and U<lity Incen<ves Government Incen<ves Conveying the Value of Electric Driving Best Prac<ces - EV Customer Acquisi<on Best Prac<ces - EV Customer Assessment Best Prac<ces - EV Delivery and Post-Sales Support N/A Most of us have EV Sales Best Prac<ces defined in CRM program Out of all the modules, customer profiling is the one that has facts not set in stone. Although it is good to know the average EV buyer, everyone is different.

23 The length of the training session (half-day) is about right Dura7on of Training Too short 5 About right 30 Too long N/A

24 A vast majority of par<cipants recommend the training Would you Recommend the Training? It covered aspects that are frequently asked and many which I would not have thought to ask about Yes 34 No Very informa<ve and goes over all the different angles and incen<ves, etc. for selling an EV. N/A 3 Very helpful informa<on that makes a salesperson credible

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26 Back-up Slides 6

27 EV Sales Training Half-day offsite session Topics: Market and technology overview EV Charging Government and u<lity incen<ves Value of electric driving EV Sales Best Prac<ces Hands-on EVSE demonstra<on 7

28 Core Elements Qualifica<on Commitment, Data Sharing, Pricing Resources EV Sales Training, Tools & Resources Dealer Recogni<on (and incen<ves?) Lead Genera<on Community and workplace events Featured lis<ngs, SEO and paid search 8

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30 What We Do. Outreach and Educa<on Provide people with prac<cal unbiased informa<on so they can buy the car that fits their lifestyle and needs. Policy Work Create federal, state and local policies for EV ownership like rebates/tax credits, building codes, public charging, carpool s<ckers 3. Research