The automotive dealership model is constantly facing change, especially in the types of vehicles retailers can service.

In particular, as the commercial vehicle market shifts toward opportunities for electrification within their vehicle fleets, local dealerships are being called upon to do more than sell vehicles. They must become strategic partners in their customers’ sustainability journeys — for both passenger vehicles and that of fleet customers.

This reimagination of business presents both challenges and opportunities, particularly in the commercial EV space.

Commercial fleet managers are increasingly focused on long-term value, operational efficiency, and environmental impact. According to a 2024 Cox Automotive study, 87% of fleet owners expect to add EVs to their operations within the next five years. This growing demand creates a new mandate for dealerships: to provide not just vehicles, but insight, guidance, and ongoing support.

The knowledge gap

One of the biggest challenges dealerships face is the knowledge gap. Selling and servicing EVs requires a deep understanding of total cost of ownership (TCO), charging infrastructure, and fleet management. Sales teams must be able to explain how EVs perform in real-world conditions, how they compare to ICE vehicles, and how they fit into a broader operational strategy.

This is especially important for commercial buyers, who often manage large, complex fleets. These customers need more than a spec sheet—they need a partner who can help them evaluate ROI, plan for infrastructure, and navigate incentives.

As an example of how tech platforms today are leveraging data and analytics to help fleets arrive at clearer TCO visibility for EVs in their fleets, consider the recent stats we showcased for fleet customers over the last 12 months:

—55,774 gallons of gasoline avoided

—$274,522 in total fuel costs saved (based on California’s average gas price of $4.922 per gallon as of May 16)

—1,121,712 total pounds of CO₂ emissions prevented (based on 19.6 lbs of CO₂ per gallon of gas used for Class 2 vehicles)

These EV metrics can be critical for dealers to help their fleet customers better understand ROI opportunities in EV transition.

Infrastructure and support

Dealerships must also consider how to support customers post-sale. Unlike ICE vehicles, EVs require a different kind of service ecosystem. Charging infrastructure, software updates, and battery maintenance are all part of the equation. Dealerships that can offer or coordinate these services will be better positioned to build long-term relationships.

Moreover, the ability to support dual powertrain strategies is becoming a competitive differentiator. Many commercial buyers are not ready to go fully electric and instead seek hybrid solutions. Dealerships that can help customers manage mixed fleets — offering insights into both ICE and EV performance — will stand out in a crowded market.

Today’s leading TCO solutions focused on dual platform solutions address several critical challenges in modern fleet management by providing a unified, data-driven approach to both ICE and EV operations. It delivers a comprehensive, agnostic TCO analysis that includes acquisition, infrastructure, maintenance, fuel, and depreciation costs — empowering dealers and their fleet manager customers to make fully informed decisions.

Additionally, its predictive analytics and real-time telematics support proactive maintenance, reducing downtime and costs. By offering deep insights into vehicle performance and operational efficiency, the platform helps optimize fleet composition and supports a smooth, cost-effective transition to electrification, including infrastructure planning and EV feasibility assessments.

This level of advanced insight gives dealers a powerful opportunity to strengthen relationships with fleet partners, offering longer-term opportunities to sell and service ICE vehicles today, with a clear transition plan into EVs for tomorrow.

OEM-agnostic solutions

As OEMs form exclusive partnerships with fleet management platforms, dealerships must navigate a fragmented ecosystem. However, this also opens the door for OEM-agnostic solutions and tech platforms that allow fleet customers to manage diverse vehicle inventories through a single interface. Dealerships that align with such platforms can offer greater flexibility and value to their clients.

More importantly, if dealers do not expand their capabilities to include fleet-focused services—such as TCO analysis, EV readiness planning, and operational performance insights—they risk ceding those relationships to fleet management providers. These organizations are increasingly stepping in to offer strategic guidance and lifecycle support, often becoming the de facto point of contact for vehicle selection, procurement, and ongoing service needs. Many dealers have long viewed this as a competitive threat, losing once-loyal fleet customers to external entities that offer broader consultative services.

By leveraging platforms that provide deep, vehicle-agnostic insights and unify ICE and EV fleet management under one interface, dealers can regain control of these relationships. Offering this level of strategic support not only protects existing business — it opens the door to long-term growth as fleet operators transition into more complex, mixed-powertrain environments.

The branding opportunity

With the EV market still in its formative stages, there is a unique opportunity for dealerships to shape their brand identities around innovation and sustainability. By positioning themselves as category leaders and trusted advisors, dealerships can attract forward-thinking commercial fleet customers and differentiate themselves from competitors.

This is particularly important as new leadership and branding initiatives emerge across the industry. Dealerships that align with these trends — offering data-driven insights, scalable solutions, and post-sale support — will be well-positioned to thrive in the electrification era.

The transition to electric vehicles is reshaping the commercial automotive landscape. For dealerships, this is not just a challenge — it’s a chance to evolve. By embracing a consultative approach, investing in knowledge and infrastructure, and supporting customers throughout the EV lifecycle, dealerships can redefine their role and unlock new growth opportunities.

The future of commercial vehicle sales is not just electric — it’s intelligent, integrated, and insight-driven. Dealerships that rise to meet this moment will not only survive the transition—they’ll lead it.

Ian Gardner is the founder of EVAI, a cloud-based, AI enabled platform for fleet electrification and management. Utilizing specialized fleet and EV focused AI tools combined with deep operational experience in the commercial EV and fleet spaces, EVAI delivers TCO and uptime to fleet managers, enabling them to realize a positive ROI on their alternative fuel vehicle and infrastructure investments. Visit www.goev.ai.