The Wall Street Journal reports that Rivian "just won a yearslong battle with car dealers in Washington state that threatens the model of how cars are sold."
After fighting to sell its vehicles directly to buyers, Rivian threatened to take its case to voters with a ballot measure to permit direct sales. The dealers blinked. The state's dealer lobby not only dropped its opposition to a sales loophole for Rivian and rival EV-maker Lucid, but also encouraged lawmakers to approve one. The measure became law this month...
New auto entrants like Rivian, and Tesla before it, have spent years contending with long-established U.S. state laws that require new cars to be sold through independent franchised dealers. The auto startups — typically makers of EVs — argue that they can offer a better experience by selling directly to consumers, much as Apple sells iPhones through its own stores and online. Rivian CEO RJ Scaringe has said the company is committed to direct-only sales because it's more profitable and gives the company control over how its vehicles are sold, marketed and maintained. The Washington compromise riled traditional automakers, including General Motors, Ford and Toyota, which lobbied against it, arguing it unfairly advantages startups. A trade group representing the automakers called it discriminatory and argued the exception could one day open the door to Chinese EV makers...
German automaker Volkswagen is currently facing several lawsuits from dealers over its plan to sell new Scout vehicles directly to consumers. Dealers say independent franchises are vital to the car-buying process, creating competition between dealerships that keeps prices affordable for consumers, while providing valuable services such as repairs, warranty work and financing... Yet for Washington's dealers, the prospect of putting franchise laws up for a popular vote laid bare a tough reality: given the choice, many car buyers want the freedom to avoid dealerships. Rivian's polling, which the company shared with lawmakers, showed nearly 70% of respondents favored allowing direct sales when asked whether they would support manufacturers selling cars directly to consumers...
The fight comes at a critical time for Rivian, which is launching a new, more affordable SUV in a bid to make consistent profits amid a downturn in U.S. EV sales... Rivian is able to directly sell cars in roughly half of U.S. states, but a number of them limit how many locations the company can operate. They can't disclose the price, though. For that, customers must go online.
The article notes that "Following the win, Rivian executives are eyeing other states that, like Washington, ban direct sales but also allow ballot initiatives: Arkansas, Ohio, Oklahoma, Montana, Nebraska and South Dakota..." It adds that lawmakers (from both parties) in the state of Washington had said "they have long felt pulled between giving consumers more car-buying freedom and protecting dealers, essentially small-business owners who are vital to local economies — and politically powerful."
But an executive at the Washington State Auto Dealers Association said dealers supported this new law partly because it protects them by barring future automakers from selling directly in the state, and by requiring Rivian and Lucid to adhere to the same regulations that govern how dealers operate.
After fighting to sell its vehicles directly to buyers, Rivian threatened to take its case to voters with a ballot measure to permit direct sales. The dealers blinked. The state's dealer lobby not only dropped its opposition to a sales loophole for Rivian and rival EV-maker Lucid, but also encouraged lawmakers to approve one. The measure became law this month...
New auto entrants like Rivian, and Tesla before it, have spent years contending with long-established U.S. state laws that require new cars to be sold through independent franchised dealers. The auto startups — typically makers of EVs — argue that they can offer a better experience by selling directly to consumers, much as Apple sells iPhones through its own stores and online. Rivian CEO RJ Scaringe has said the company is committed to direct-only sales because it's more profitable and gives the company control over how its vehicles are sold, marketed and maintained. The Washington compromise riled traditional automakers, including General Motors, Ford and Toyota, which lobbied against it, arguing it unfairly advantages startups. A trade group representing the automakers called it discriminatory and argued the exception could one day open the door to Chinese EV makers...
German automaker Volkswagen is currently facing several lawsuits from dealers over its plan to sell new Scout vehicles directly to consumers. Dealers say independent franchises are vital to the car-buying process, creating competition between dealerships that keeps prices affordable for consumers, while providing valuable services such as repairs, warranty work and financing... Yet for Washington's dealers, the prospect of putting franchise laws up for a popular vote laid bare a tough reality: given the choice, many car buyers want the freedom to avoid dealerships. Rivian's polling, which the company shared with lawmakers, showed nearly 70% of respondents favored allowing direct sales when asked whether they would support manufacturers selling cars directly to consumers...
The fight comes at a critical time for Rivian, which is launching a new, more affordable SUV in a bid to make consistent profits amid a downturn in U.S. EV sales... Rivian is able to directly sell cars in roughly half of U.S. states, but a number of them limit how many locations the company can operate. They can't disclose the price, though. For that, customers must go online.
The article notes that "Following the win, Rivian executives are eyeing other states that, like Washington, ban direct sales but also allow ballot initiatives: Arkansas, Ohio, Oklahoma, Montana, Nebraska and South Dakota..." It adds that lawmakers (from both parties) in the state of Washington had said "they have long felt pulled between giving consumers more car-buying freedom and protecting dealers, essentially small-business owners who are vital to local economies — and politically powerful."
But an executive at the Washington State Auto Dealers Association said dealers supported this new law partly because it protects them by barring future automakers from selling directly in the state, and by requiring Rivian and Lucid to adhere to the same regulations that govern how dealers operate.
Read more of this story at Slashdot.
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