CARB’s policies mandate that by 2035, all new passenger cars and light trucks sold must be zero-emission vehicles (ZEVs), a model many states are following. But well before that deadline, automakers are prioritizing EV production to meet compliance targets, and that reality is reshaping dealership operations today.

What This Means for Your Dealership

Manufacturers like BMW, Ford, Honda, Volkswagen, Stellantis, and Volvo have already accelerated EV production to meet regulatory requirements. As a result, more EVs are landing on dealership lots in CARB states:

• California
• Colorado
• Connecticut
• Delaware
• Maryland
• Massachusetts
• New Jersey
• New Mexico
• New York
• Oregon
• Pennsylvania
• Rhode Island
• Vermont
• Washington
• Washington D.C.

For many dealers, this is creating two key challenges. First, EV shipments are increasing, sometimes faster than customer demand, which can lead to high inventory levels. Second, gas vehicle allocations are increasingly tied to EV sales, meaning dealers must move EVs effectively to maintain access to high-demand ICE models.

At the same time, consumer interest in EVs is growing. According to Cox Automotive, new EV sales reached 102,243 units in January 2025, up nearly 30% year-over-year, marking the tenth consecutive month with over 100,000 EVs sold. The used EV market is expanding as well, driven by affordability and a growing selection of models.

Still, many customers hesitate, not because they don’t want an EV—but because they have unanswered questions.

Understanding the EV Buyer’s Mindset

Even as EV adoption accelerates, shoppers continue to ask the same core questions:

• Is an EV right for me? Many still aren’t sure how an EV fits into their daily driving needs.
• How far can I drive on a single charge? Real-world range is one of the top concerns for potential buyers.
• What incentives or savings are available? Customers need clear information on tax credits and total cost of ownership.

Tesla has made it easy for shoppers to find these answers instantly. Dealerships that want to compete in EV sales (and CARB states) must do the same—or risk losing customers to brands that simplify the process.

Lectrium’s EV range map goes on dealer Vehicle Detail Pages (VDPs) and shows shoppers range on a real map.

How Dealers Can Sell EVs More Effectively

Adapting to the EV market isn’t just about having the right models—it’s about creating an online and in-store experience that gives customers confidence in their purchase.

One key shift is how EVs are presented on dealership websites. EV inventory needs to be easy to find, with clear and accessible information about range, charging, and cost savings. When shoppers can’t easily compare an electric car to a gas vehicle, or understand the financial benefits, they’re less likely to take the next step.

That’s where Lectrium’s tools come in. Dealerships using the Range Map, EV Savings Badge, and CO₂ Savings Badge can give customers the information they need (right on the VDP!) so they don’t have to leave a dealer’s site to research elsewhere.

A Changing Market Requires New Strategies

With new EV prices dropping and more used EVs available under $25,000, consumer demand is shifting quickly. The dealers who embrace better digital merchandising and a clearer EV buying process will not only sell more EVs—they’ll also secure the gas vehicle allocations they need to maintain balance in their inventory.

The shift to electric vehicles doesn’t need to be just a compliance requirement—it’s a business opportunity. Dealerships that get ahead of this transition will be the ones leading the market, not struggling to keep up.

Is your dealership in a CARB state and ready for the next phase of EV sales? Schedule a call with Lectrium today.