Welcome back to the latest episode of The Future of Automotive on CBT News, where we put recent automotive and mobility news into the context of the broader themes impacting the industry. I’m Steve Greenfield from Automotive Ventures, and I’m glad that you could join us. This week on The Future of Automotive, the debate over how cars are sold in America is once again heating up—and this time, there are real signs of momentum. During the COVID era, a number of automakers openly explored selling vehicles directly to consumers, bypassing the traditional franchise dealership model. That conversation largely quieted down in recent years—but now, it’s resurfacing in a meaningful way. This week, electric vehicle startup Rivian secured a significant victory in Washington State, winning the right to sell vehicles directly to consumers after a years-long fight with powerful dealer groups. The turning point came when Rivian threatened to take the issue directly to voters—backed by polling showing roughly 70% public support for direct sales. Faced with that pressure, the dealer lobby reversed course. Lawmakers ultimately approved a narrow compromise: a carve-out allowing direct sales for Rivian and Lucid, while preserving the broader franchise system for traditional automakers. Until now, Tesla had been the only company with that kind of exemption in Washington. That exclusivity is now over. The decision underscores something bigger—growing consumer interest in bypassing dealerships altogether, and the appeal of a direct-to-consumer model that offers automakers greater control over pricing, branding, and the customer experience. For Rivian, the timing is critical. The company is preparing to scale production of its more affordable R2 SUV—a vehicle that will depend on broader, mainstream adoption. Under prior rules, Rivian could showcase vehicles and offer test drives, but couldn’t discuss pricing or complete a sale in-store. Customers often had to go