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The beginning
1828 - 1835
The originals were created by investors in Hungary, the Netherlands and the U.S.
1832 - 1839
Robert Anderson of Scotland builds a prototype of the first practical electric vehicle.
The first age
1899
Especially amongst women, as the cars are quiet, easy to drive and free of smelly gasoline.
1901
Founded by Porsche, it’s powered by electricity stored in a battery and a gas engine.
Tips for selling EVs to the B2B market
MSX analysis has defined customer needs and best practices to optimize the EV sales process for retail networks.
- Retailers should be prepared with facts to counteract customer prejudices.
- They should be passionate and act as ambassadors for the new technology.
- The press and social media primarily focus on challenges related to EVs. To offset this, sales and aftersales teams need more training in benefits including:
- Zero-emissions, access to city centers, free parking, the use of bus and taxi lanes
- Lower maintenance costs through fewer wear and tear parts
- Safety - no combustible fuel; batteries disconnect in an accident
- Monetary tax benefits, especially for fleet customers
- Salespeople should be trained in technology and daily upkeep such as where to find charging stations, home charging options, charge cards, driving programs and cleaning.
- The retail network should receive different training content for ICE vehicles, EV B2C and EV B2B vehicles.
- Lead management processes for EVs must be as well-developed as those for traditional ICE engines.
- E V-focused training should be separate from product training and traditional sales training. Digital and micro-learning tools help ensure the network isn’t overloaded.
- OEMs should integrate new EV standards, such as a consistent, digitalized audit structure, to reflect customer expectations.
- Sales teams should demonstrate confidence in EVs to reassure potential customers.
As Chief Product Officer for MSX since February 2018, Pieter van Rosmalen leads a team focused on two essential activities: product and partnership development; responding to the key trends of digitalization, connected car, and mobility that are driving change in our industry. Pieter was the Vice President of Retail Network Solutions at MSX from March 2011 until 2018 and he previously served as Vice President Retail Network Solutions for Europe and Asia Pacific. He can be reached at pvanrosmalen@msxi-euro.com.
Pieter van Rosmalen
Rob leads the MSX Global Product Management Team. He is responsible for developing and positioning the full range of MSX products and services. Rob has a deep passion for strategic innovation and he works alongside the organization’s global account executives, helping them add value to a growing global client base. Rob is based in
Cologne, Germany, and can be reached at rvanrijswijk@msxi-euro.com.
Rob van Rijswijk
