If on the one hand, the institutional actors are called upon to outline the timing to make an ecological transition as rapid and immediate as possible, on the other hand, however, there were dealers and concessionaires who have a fundamental role in spreading sustainable mobility.

Individual car manufacturers do not have complete power over the Automotive market , as direct or independent dealerships have the total ability to test the ground and spread sustainable mobility within our country.

The role of # dealers is indeed very high. In Italy, dealers are the main place of supply for consumers, as regards the purchase of cars. Especially for private customers they represent almost 70% of total car registrations.

Given the development of information technologies, however, we can say that the majority of consumers have a purchasing process that is a mix between offline and online. The consumer, very often, before going to a dealer, observes the different cars through his own computer, navigating between different sites.

After having skimmed several cars, the consumer usually goes to the dealership, certain of the car he wants to buy. Here is how the roles are well defined within our country.

The dealer represents a nerve center for information and very often fundamental for the final decision of consumers. The latter are increasingly ready for electric mobility, but they need to dialogue with specialists, or rather with dealers.

The latter, therefore, must be open to this change, in several respects. Given the recent development of technologies and also given the electrification process that we can say is still immature, consumers are obviously not sufficiently informed of the characteristics of electric cars.

This situation, however, can be compensated for with a greater push from the dealers, who in some cases may still be hesitant to accept the electric. The consumer, on the other hand, can be a bit confused about the constant advertising of electric cars, as there is not always a total linearity of information from the automotive manufacturers.

The main problems arise, in fact, as regards the installation of the charging points inside one's own homes. There are not so much doubts related to public fast charging stations, but rather related to the upgrade inside your home for a home wallbox. This is how a proactive approach is needed on the part of all dealers, in creating knowledge and responding to doubts related to the new technology in place.

In fact, dealers need to be well aware of their understanding of the product in order to convey the idea of sustainable mobility to their customers. In fact, dealers know their customers very well, even at the level of different geographical areas.

The salesperson has direct contact and can listen to the needs of individual people, thus offering personalized support and activating a customer care action, which can also be linked to an up-selling in terms of sales.

This is how it is necessary to change the approach to selling, thus increasing the awareness that the electric car cannot be sold like a traditional car.

We cannot compare an electric car with a traditional car, as we are talking about a very different product, with different needs and very different philosophies behind it.

The dealers, therefore, starting from the top management, must train the individual salesmen in a completely different way, in order to be able to transmit the peculiarities of electric cars, even to the next customers.

Only in this way, we can be absolutely sure that the customer is in a situation of well-being and perfect knowledge of the cars on display.

In this way, the role of the dealers will not simply be that of a mere showcase by the automotive manufacturers. Dealers will therefore be places of information and proactive dialogue between customers and the automotive world.

Individual customers cannot go to dialogue with the top management of individual automotive manufacturers, and can be confused by a whole series of information. In fact, we can find newspapers that are absolutely proactive towards sustainable mobility, and others that are absolutely against sustainable mobility.

Once again, human contact is crucial and relevant in order to make a sale within the dealership.

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