{"version":"1.0.0","episode":{"title":"Alex Lawrence: The Playbook for Selling EVs in a Volatile Market | Car Sales | Ep. 682","url":"http://getcarcurious.com/episodes/alex-lawrence-the-playbook-for-selling-evs-in-a-volatile-market-car-sales-ep-682","audioUrl":"https://anchor.fm/s/1094c7cb4/podcast/play/109984547/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2025-9-21%2F409668863-44100-2-9e771c9790a63.mp3","description":"There’s something special about people who build where no blueprint exists.My guest today, Alex Lawrence, is one of those people.He’s a tech veteran, tenured professor, and serial entrepreneur who co-founded EV Auto, one of the first dealership groups in the U.S. dedicated entirely to used EVs and plug-in hybrids.But what really stands out about Alex isn’t just what he’s built, it’s how he’s built it. With patience, conviction, and a willingness to play the long game while everyone else chases trends.In this conversation, we get real about what it takes to grow an EV-only business through volatility, tax credit chaos, and all the unpredictable swings of an emerging market. Alex breaks down how he and his team literally sold their final cars minutes before the EV tax incentive expired, using the power of social media.We also dive into:Why authenticity on social media has become one of the strongest moats in business today.The psychology of urgency, and how it can move people to take action at 11PM on a Saturday.What it really means to juggle entrepreneurship, teaching, and family without losing your soul in the process.Why the EV revolution isn’t dead, it’s just getting started.Alex’s story is proof that doing the hard thing, the long thing, and the real thing still works.If you’ve ever wondered what it looks like to build something meaningful when the market’s uncertain and the playbook doesn’t exist. this one’s for you.\n"},"annotations":[{"startTime":30.0,"endTime":35.0,"type":"concept","title":"used electric vehicle marketplace","url":"/glossary/used-electric-vehicle-marketplace","quote":"the thought was, is creating a marketplace for other people to buy and sell, use the electric vehicle. You've been growing rapidly.","canonicalId":"concept:used-electric-vehicle-marketplace","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A used electric vehicle marketplace is a platform or business that facilitates the buying and selling of pre-owned electric cars. This market is growing due to the increasing popularity of electric vehicles and the need for consumers to find affordable options.","simplifiedExplanation":"A used electric vehicle marketplace is a place where people can buy and sell second-hand electric cars. It's like a store for used electric cars where you can find better prices than buying new."}},{"startTime":60.0,"endTime":65.0,"type":"term","title":"EV tax incentive","url":"/glossary/ev-tax-incentive","quote":"What the heck is Alex doing about the EV tax incentive? Let me be clear. Look, I've been seeing the same thing as Jimmy for a long time.","canonicalId":"term:ev-tax-incentive","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The EV tax incentive refers to tax credits or deductions offered by governments to encourage the purchase of electric vehicles (EVs). These incentives can significantly reduce the overall cost of buying an EV, making them more attractive to consumers.","simplifiedExplanation":"An EV tax incentive is a way for the government to help people save money when they buy electric cars. It reduces the amount of taxes you have to pay, making the car cheaper overall."}},{"startTime":151.0,"endTime":155.0,"type":"company","title":"EV Otto","url":"/glossary/ev-otto","quote":"Alex Lawrence is a serial entrepreneur tech veteran and tenured professor who co-founded EV Otto, one of the USA's first dealership groups dedicated exclusively to use DVs and plug in hybrids.","canonicalId":"company:ev-otto","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"EV Otto is one of the first dealership groups in the USA that focuses exclusively on used electric vehicles and plug-in hybrids. This specialization allows them to cater specifically to the growing market of electric mobility.","simplifiedExplanation":"EV Otto is a company that sells used electric cars and hybrids. They are one of the first businesses in the U.S. to focus only on these types of vehicles."}},{"startTime":182.0,"endTime":182.0,"type":"term","title":"EV","url":"/glossary/ev","quote":"...turned it into a physical dealership chain that now sells premium EVs from Teslas.","canonicalId":"term:ev","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"EV stands for Electric Vehicle, which is a vehicle that is powered by electricity instead of traditional gasoline or diesel fuel. EVs are becoming increasingly popular due to their environmental benefits and advancements in battery technology.","simplifiedExplanation":"EV means Electric Vehicle. These cars run on electricity instead of gas, making them better for the environment and often cheaper to run."}},{"startTime":191.0,"endTime":191.0,"type":"brand","title":"Lucid","url":"/glossary/lucid","quote":"...premium EVs from Teslas, Rivian, Lucid and so much more...","canonicalId":"brand:lucid","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Lucid Motors is an American automotive company that specializes in electric vehicles. Their flagship model, the Lucid Air, is known for its luxury features and long range.","simplifiedExplanation":"Lucid is a brand that makes luxury electric cars. Their cars are known for being very high-end and having a long driving range on a single charge."}},{"startTime":191.0,"endTime":191.0,"type":"brand","title":"Rivian","url":"/glossary/rivian","quote":"...premium EVs from Teslas, Rivian, Lucid and so much more...","canonicalId":"brand:rivian","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Rivian is an American electric vehicle manufacturer that focuses on producing electric trucks and SUVs. Their R1T pickup and R1S SUV are designed for adventure and outdoor use.","simplifiedExplanation":"Rivian is a company that makes electric trucks and SUVs. They are known for their rugged designs and features for outdoor activities."}},{"startTime":222.0,"endTime":222.0,"type":"term","title":"used EV market","url":"/glossary/used-ev-market","quote":"...he specifically talked about the used EV market...","canonicalId":"term:used-ev-market","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The used EV market refers to the buying and selling of pre-owned electric vehicles. As more people adopt electric cars, the market for used EVs is growing, presenting unique challenges and opportunities for dealers.","simplifiedExplanation":"The used EV market is where people buy and sell second-hand electric cars. It's getting bigger as more people start using electric vehicles."}},{"startTime":309.0,"endTime":310.0,"type":"concept","title":"used electric vehicles","url":"/glossary/used-electric-vehicles","quote":"...creating a marketplace for other people to buy and sell, use electric vehicles. And you know, Logan and I are at a stage in life and career where we didn't want to do something small.","canonicalId":"concept:used-electric-vehicles","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Used electric vehicles are pre-owned cars that are powered by electric motors instead of traditional internal combustion engines. The market for these vehicles has been growing as more consumers look for sustainable transportation options.","simplifiedExplanation":"Used electric vehicles are cars that run on electricity and have been owned by someone else before. They are becoming more popular as people want to drive cars that are better for the environment."}},{"startTime":334.0,"endTime":335.0,"type":"company","title":"cars.com","url":"/glossary/cars-com","quote":"...just like they pay, you know, cars.com or whatever to list their cars.","canonicalId":"company:cars-com","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Cars.com is an online marketplace that connects car buyers with sellers, providing listings for new and used vehicles. It offers tools for researching vehicles and comparing prices.","simplifiedExplanation":"Cars.com is a website where you can look for cars to buy or sell. It helps people find new and used cars and compare prices."}},{"startTime":354.0,"endTime":355.0,"type":"term","title":"dealer's license","url":"/glossary/dealer-s-license","quote":"...I got an old dealer's license. I said, what?","canonicalId":"term:dealer-s-license","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A dealer's license is a legal requirement for individuals or businesses that wish to buy and sell vehicles as part of their business. It ensures that dealers comply with local laws and regulations regarding vehicle sales.","simplifiedExplanation":"A dealer's license is a special permission that allows someone to sell cars legally. Without it, you can't run a car dealership."}},{"startTime":453.0,"endTime":461.0,"type":"term","title":"EVs","url":"/glossary/ev","quote":"You know, it's interesting. I mean, if you look historically at EVs, they already were the most volatile asset in automotive history.","canonicalId":"term:ev","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"EVs, or electric vehicles, are automobiles that are powered entirely or partially by electricity. They are known for being more environmentally friendly compared to traditional gasoline-powered cars, as they produce zero tailpipe emissions.","simplifiedExplanation":"EVs stands for electric vehicles. These cars run on electricity instead of gasoline, making them better for the environment because they don't produce harmful emissions."}},{"startTime":1836.0,"endTime":1845.0,"type":"term","title":"used EV tax credit","url":"/glossary/used-ev-tax-credit","quote":"Yeah, I mean, look, I've been saying the same thing as Jimmy for a long time that, you know, and it's interesting that the reason that percentage went down is because of the used EV tax credit of dealers. It's going to go back up because a lot of them have already left the market or will leave the market because that that easy money isn't there.","canonicalId":"term:used-ev-tax-credit","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The used EV tax credit is a financial incentive provided by the government to encourage the purchase of used electric vehicles (EVs). This credit helps reduce the overall cost for buyers, making EVs more attractive compared to traditional gas-powered cars.","simplifiedExplanation":"A used EV tax credit is money that the government gives back to people who buy used electric cars. It helps lower the price they pay, making electric cars cheaper than regular gas cars."}},{"startTime":1863.0,"endTime":1867.0,"type":"term","title":"financed","url":"/glossary/financed","quote":"And then they became there, they became their out for people they couldn't get financed, right?","canonicalId":"term:financed","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"To be financed means to obtain a loan or credit to purchase a vehicle. This allows buyers to pay for the car over time rather than all at once, making it more affordable for many consumers.","simplifiedExplanation":"Being financed means getting a loan to buy a car. Instead of paying the full price upfront, you pay a little bit each month until the car is paid off."}},{"startTime":1886.0,"endTime":1893.0,"type":"term","title":"new cars","url":"/glossary/new-cars","quote":"But the new cars they were competing against had 7,500.","canonicalId":"term:new-cars","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"New cars refer to vehicles that have not been previously owned and are sold directly from manufacturers or dealerships. They often come with the latest technology, features, and warranties.","simplifiedExplanation":"New cars are cars that have never been owned before. They are sold straight from the factory or car dealerships and usually have the newest features and warranties."}},{"startTime":1920.0,"endTime":1925.0,"type":"term","title":"depreciation","url":"/glossary/depreciation","quote":"But, but used above 25K is still a significant difference in price between that and a new one. People that are trying to, and look, those new ones, they're still going to depreciate heavily when they buy them off the law.","canonicalId":"term:depreciation","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Depreciation refers to the reduction in the value of a vehicle over time, typically due to wear and tear, age, and market demand. New cars generally depreciate faster than used cars, especially in the first few years after purchase.","simplifiedExplanation":"Depreciation is how much a car loses its value as it gets older. New cars lose value quickly, especially in the first few years, which is why used cars can be a better deal."}},{"startTime":1946.0,"endTime":1950.0,"type":"term","title":"used car","url":"/glossary/used-car","quote":"I still think used is, and that's true of gas cars too. I think used is a compelling offer. You know, unless you just want a new car or the new car is dramatically different than the previous versions or whatever.","canonicalId":"term:used-car","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A used car is a vehicle that has had one or more previous owners. Used cars are typically less expensive than new cars and may offer better value due to lower depreciation rates.","simplifiedExplanation":"A used car is one that has been owned by someone else before. They usually cost less than new cars and can be a better deal because they don't lose value as quickly."}},{"startTime":2004.0,"endTime":2015.0,"type":"car","title":"Tesla Model 3","url":"/cars/tesla/model-3","image":"https://upload.wikimedia.org/wikipedia/commons/9/97/Tesla_Model_3%2C_EMS_2024%2C_Essen_%28P1032260%29.jpg","quote":"... go up because they're worth it. You know, a 2022 Model 3 long range all will drive with 30,000 miles. That...","canonicalId":"car:tesla:model-3","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Tesla Model 3 is an all-electric sedan that has gained popularity for its impressive range, performance, and advanced technology features. As a significant player in the electric vehicle market, it represents a shift towards sustainable transportation and has become a benchmark for other electric cars. Its long-range variant, like the 2022 Model 3, offers a balance of performance and efficiency, making it a desirable choice for many drivers.","simplifiedExplanation":"The Tesla Model 3 is a type of car that runs on electricity instead of gasoline, which means it’s better for the environment. It’s known for being fast and having cool technology, like a big touchscreen inside. Many people like it because it can go a long way on a single charge.","imageAttribution":"Matti Blume (CC BY-SA)"}},{"startTime":2046.0,"endTime":2058.0,"type":"term","title":"retail price","url":"/glossary/retail-price","quote":"...there's still going to be cheaper retail price, but not as good if they qualified for the credit...","canonicalId":"term:retail-price","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Retail price refers to the price at which a product is sold to consumers, as opposed to wholesale or dealer prices. In the automotive context, it reflects what buyers can expect to pay for a vehicle at a dealership.","simplifiedExplanation":"Retail price is the amount of money you pay when you buy something from a store or dealership. For cars, it's the price you see when you go to buy a new or used vehicle."}},{"startTime":2124.0,"endTime":2136.0,"type":"term","title":"word of mouth marketing","url":"/glossary/word-of-mouth-marketing","quote":"...It's like this word of mouth marketing that I don't think it happens with any other gas car that's affordable...","canonicalId":"term:word-of-mouth-marketing","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Word of mouth marketing refers to the process of consumers sharing information about products or services with others, often leading to increased trust and sales. This type of marketing is particularly effective for products that have passionate users, like electric vehicles.","simplifiedExplanation":"Word of mouth marketing happens when people talk to their friends or family about a product they like, which can help sell more of that product. It's especially strong for things like electric cars, where owners are excited to share their experiences."}},{"startTime":2136.0,"endTime":2148.0,"type":"car","title":"Tesla Model Y","url":"/cars/tesla/model-y","image":"https://upload.wikimedia.org/wikipedia/commons/5/5c/Tesla_Model_Y_%282025%29_MYLE_Festival_2025_DSC_9565.jpg","quote":"...about a 26, $27,000 Model Y that can't stop talking about it. It's like you want to know how somebody does CrossFit...","canonicalId":"car:tesla:model-y","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Tesla Model Y is an all-electric compact SUV that has gained popularity for its performance, technology, and spacious interior. It is part of Tesla's lineup of electric vehicles, which are known for their long range and advanced features.","simplifiedExplanation":"The Tesla Model Y is a popular electric SUV made by Tesla. It's known for being efficient and having a lot of modern technology, making it a favorite among electric car buyers.","imageAttribution":"Alexander Migl (CC BY-SA 4.0)"}},{"startTime":2216.0,"endTime":2222.0,"type":"car","title":"Tesla","image":"https://upload.wikimedia.org/wikipedia/commons/c/c4/15-05-23-Berlin-Sachsendamm-Tesla-RalfR-N3S_7354.jpg","quote":"...my wife and I bought a Tesla. And honestly, I mean, her favorite vehicle, she's ever owned.","canonicalId":"car:tesla","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Tesla is an American electric vehicle manufacturer known for its innovative technology and performance. The brand has gained a strong following due to its focus on sustainability and cutting-edge features.","simplifiedExplanation":"Tesla is a company that makes electric cars. They're popular for their technology and eco-friendly design.","imageAttribution":"Ralf Roletschek (GFDL 1.2)"}},{"startTime":2227.0,"endTime":2232.0,"type":"car","title":"Toyota Camry","url":"/cars/toyota/camry","image":"https://upload.wikimedia.org/wikipedia/commons/b/bc/%28USA-Massachusetts%29_Private_Toyota_Camry_NJ-Z22UKZ_rear_2024-06-06.jpg","quote":"...he returned it or sold it went back to a Toyota Camry or something. And that's okay.","canonicalId":"car:toyota:camry","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Toyota Camry is a popular midsize sedan known for its reliability, comfort, and efficiency. It has been a best-seller in the U.S. market for many years.","simplifiedExplanation":"The Toyota Camry is a well-known car that many people like because it's reliable and comfortable to drive.","imageAttribution":"S5A-0043 (CC BY 2.0)"}},{"startTime":2254.0,"endTime":2259.0,"type":"concept","title":"ICE vehicles","url":"/glossary/ice-vehicles","quote":"...millions of cars being ICE vehicles being sold right now with no tax incentives on them.","canonicalId":"concept:ice-vehicles","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"ICE vehicles refer to internal combustion engine vehicles, which are powered by gasoline or diesel engines. They are the traditional type of vehicles that have been sold for many years, in contrast to electric vehicles.","simplifiedExplanation":"ICE vehicles are cars that run on gasoline or diesel fuel. They're the regular cars most people have been driving for a long time before electric cars became popular."}},{"startTime":2289.0,"endTime":2301.0,"type":"term","title":"450 mile battery","url":"/glossary/450-mile-battery","quote":"it has got a 450 mile battery and it's remarkable the depreciation and the value you get.","canonicalId":"term:450-mile-battery","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A 450 mile battery refers to the electric vehicle's range, indicating how far it can travel on a single charge. This is a significant feature for EVs, as range anxiety is a common concern among potential buyers.","simplifiedExplanation":"A 450 mile battery means the electric car can drive up to 450 miles before it needs to be recharged. This is important for people who want to travel long distances without stopping to charge."}},{"startTime":2295.0,"endTime":2301.0,"type":"term","title":"massage seats","url":"/glossary/massage-seats","quote":"it has got massage seats and it's got a 450 mile battery...","canonicalId":"term:massage-seats","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Massage seats are a luxury feature in some vehicles that provide a massage function to enhance comfort for passengers. This feature is often found in high-end models.","simplifiedExplanation":"Massage seats are special car seats that can give you a massage while you sit in them, making your ride more comfortable and relaxing."}},{"startTime":2301.0,"endTime":2306.0,"type":"term","title":"self-driving","url":"/glossary/self-driving","quote":"Self driving is not nearly as good. And so it's not as pleasant of a car to drive for me...","canonicalId":"term:self-driving","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Self-driving refers to technology that allows a vehicle to operate without human intervention. This includes features like adaptive cruise control and lane-keeping assistance, but full autonomy is still under development.","simplifiedExplanation":"Self-driving means a car can drive itself without needing a person to control it. Some cars can do some driving tasks, but they still need a human to take over sometimes."}},{"startTime":2328.0,"endTime":2341.0,"type":"car","title":"BMW Series Bmw","url":"/cars/bmw/7-series","image":"https://upload.wikimedia.org/wikipedia/commons/e/e0/BMW%2C_IAA_2017_%281Y7A2712%29.jpg","quote":"it's like a big seven series BMW, you know, show her a kind of car.","canonicalId":"car:bmw:7-series","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The BMW 7 Series is a line of luxury sedans known for their high-end features, performance, and comfort. They often include advanced technology and spacious interiors.","simplifiedExplanation":"The BMW 7 Series is a luxury car that is very comfortable and has a lot of high-tech features. It's designed for people who want a nice ride with plenty of space.","imageAttribution":"MB-one (CC BY-SA 4.0)"}},{"startTime":2365.0,"endTime":2381.0,"type":"car","title":"Toyota Prius","url":"/cars/toyota/prius","image":"https://upload.wikimedia.org/wikipedia/commons/7/74/2014-2021_Toyota_Prius_%CE%B1_Touring_Selection.jpg","quote":"..., there's people right now driving $50,000 Toyota Prius is right when you get the all plug in hybrid vers...","canonicalId":"car:toyota:prius","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Toyota Prius is a pioneering hybrid vehicle that combines a gasoline engine with an electric motor to improve fuel efficiency and reduce emissions. Known for its distinctive design and eco-friendly credentials, the Prius has become synonymous with hybrid technology and is often discussed in the context of sustainable driving. The availability of plug-in hybrid versions has further expanded its appeal to environmentally conscious consumers.","simplifiedExplanation":"The Toyota Prius is a special kind of car that uses both gas and electricity to help save on fuel and reduce pollution. It looks a bit different from regular cars, and many people choose it because it’s good for the planet and can save money on gas. There are also versions that you can plug in to charge, which makes them even more efficient.","imageAttribution":"TTTNIS (CC0)"}},{"startTime":2365.0,"endTime":2381.0,"type":"term","title":"plug-in hybrid","url":"/glossary/plug-in-hybrid","quote":"Yeah, there's people right now driving $50,000 Toyota Prius is right when you get the all plug in hybrid version with all the bells and whistles...","canonicalId":"term:plug-in-hybrid","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A plug-in hybrid is a type of vehicle that can be charged from an external power source and also uses a gasoline engine. This allows for electric-only driving for shorter distances while still having the flexibility of a gasoline engine for longer trips.","simplifiedExplanation":"A plug-in hybrid is a car that can run on electricity and gas. You can charge it at home, and it can drive a certain distance using just electricity before switching to gas."}},{"startTime":2497.0,"endTime":2497.0,"type":"term","title":"appreciated","url":"/glossary/appreciated","quote":"And literally that part appreciated $175,000 in four years. Wow.","canonicalId":"term:appreciated","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"In automotive terms, appreciation refers to the increase in value of a vehicle over time, often due to rarity, demand, or condition. This can be a significant factor in collector cars and high-end vehicles.","simplifiedExplanation":"Appreciated means that the car's value has gone up since it was bought. Some cars can become worth more money over time, especially if they are rare or in great condition."}}],"speakers":[{"id":"s1","name":"Michael Cirillo","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/alex-lawrence-the-playbook-for-selling-evs-in-a-volatile-market-car-sales-ep-682/transcript.vtt","type":"text/vtt"}]}