At this year’s BVRLA Fleets in Charge conference, I joined a panel focused on the so-called “hard to reach” audiences. My view? They’re not hard to reach. We just haven’t been speaking their language.
When it comes to used electric vehicles (EVs), we’re seeing momentum in the fleet and rental space. But if we want to see a thriving end-to-end EV market, we need the wholesale channel to work harder — particularly for independent dealers.
Right now, only around a third of independents have advertised a used EV on Autotrader since the start of 2023. That’s a red flag, especially given the growing volumes coming out of fleet. It tells us something isn’t landing. On the panel we discussed why that might be, and what we as an industry can do to unlock the opportunity.
Jason Symes
jason.symes@dealerauction.co.uk
M: 07788 754579
Confidence starts with the battery
There’s no getting away from it. Battery health is still a major sticking point. Most EVs don’t come with the sort of checks and assurances that ICE vehicles do in wholesale. That creates doubt, particularly for dealers who know how challenging retail customers can be post-sale.
We recently worked with our partners Octopus EV to better understand buyer behaviour and confidence, and more than half of buyers ranked a battery health certificate as the number one factor that would give them more confidence when bidding on a used EV. For some, it even trumps warranty. 90% said it would help them market that EV to a retail customer. Nearly 63% believe it would improve retail value.
This kind of insight is vital, it helps us and our vendor partners better support buyers in stocking vehicles they can trust. If you haven’t already, I’d recommend reading our recent buyer insights on this topic.
The technician gap is real
Another challenge we explored on the panel was capability. According to the IMI, only 26% of the UK’s technician workforce currently holds an EV qualification. Fast forward to 2035, and the projected shortfall rises to more than 29,000 technicians.
That matters. If a dealer doesn’t feel confident prepping or servicing an EV in-house, or has to outsource it at cost, they’re less likely to buy. We need to make EV training more visible and accessible across the industry, so retailers feel properly equipped to manage what they’re selling.
Let’s bust the profitability myth
Here’s one stat I think more people need to see: based on Autotrader retail values versus actual sale prices, the assumed gross margin on used EVs has grown by £273 year on year. In 2024, that figure sat at £2,100. In 2025, it’s tracking at £2,373.
That increase comes despite higher stock volumes. In fact, EV listings on Dealer Auction are up 59%, with average sale prices also rising. CAP performance is holding steady, and while days to sell have risen slightly (from 44 to 47), we’ve seen a 42% increase in bid activity.
In short, the demand is there. Dealers can make good money on the right EV stock. It’s time to stop treating electric as a risky bet.
Turning interest into intent
Fleet and rental sellers are already embracing digital platforms to move used EVs. But to see real market growth, we need more independent dealers buying with confidence.
That’s why we’re investing in education. Through data sharing, insight reports like the EV Performance Review, and ongoing partnerships with vendors like Octopus EV, we’re helping to close the confidence gap and connect quality stock with serious buyers.
Because the truth is, independent dealers aren’t uninterested. They’re cautious — and rightly so. It’s our responsibility to support them with better insight, clear value and easier access to stock they can trust.
