Interview: practitioners on EVs & charging ecosystems — what they wish they knew earlier

With over 3.2 million public charging points deployed across the European Union by the end of 2024 and electric vehicle sales surpassing 3 million units annually, the continent has firmly positioned itself as a global leader in transport electrification. Yet behind these headline figures lies a more nuanced reality that practitioners working on the ground understand intimately: the gap between deploying chargers and operating profitable, reliable charging networks remains stubbornly wide. In conversations with fleet managers, charge point operators, and municipal planners across Germany, the Netherlands, France, and the Nordic countries, a consistent theme emerges—what they wish they had known earlier could have saved millions of euros and years of operational headaches.

Why It Matters

The European Union's transport sector accounts for approximately 25% of total greenhouse gas emissions, with road transport contributing the vast majority. The EU's Fit for 55 package mandates a 55% reduction in emissions by 2030 compared to 1990 levels, with the European Parliament's 2035 ban on new internal combustion engine sales placing enormous pressure on charging infrastructure deployment. According to the European Alternative Fuels Observatory (EAFO), the EU added approximately 150,000 new public charging points in 2024 alone, yet the ratio of EVs to public chargers has worsened in several member states, highlighting the challenge of matching infrastructure growth with vehicle adoption.

The economic stakes are substantial. The European charging infrastructure market is projected to exceed €40 billion in annual investment by 2030, according to BloombergNEF estimates. However, practitioners consistently report that up to 40% of deployed public chargers experience utilization rates below the break-even threshold of 12-15% during their first three years of operation. This utilization gap translates directly into stranded assets and delays in achieving the network effects necessary for mass EV adoption.

For procurement teams and fleet operators, understanding these dynamics is no longer optional—it is essential for making investment decisions that will determine competitive positioning over the coming decade. The Alternative Fuels Infrastructure Regulation (AFIR), which entered into force in April 2024, establishes binding deployment targets and minimum service requirements across all EU member states, creating both compliance obligations and market opportunities for those who navigate the ecosystem effectively.

Key Concepts

Electric Vehicles (EVs) and Charging Infrastructure: The EU charging ecosystem encompasses Level 2 AC chargers (typically 7-22 kW, suitable for destination charging at workplaces and retail locations), DC fast chargers (50-150 kW, highway and urban hubs), and ultra-fast chargers (150-350+ kW, enabling <20-minute charges). The interplay between charger type, location strategy, and use case determines both capital requirements and operational economics.

Unit Economics of Charging: Practitioners define unit economics through three primary metrics: utilization rate (percentage of available time the charger is actively dispensing energy), revenue per session (combining energy sales, session fees, and any subscription revenue), and gross margin after accounting for electricity procurement, demand charges, and grid connection costs. A common benchmark suggests that DC fast chargers require 15-20% utilization to achieve positive EBITDA, while AC chargers can break even at 8-12% due to lower capital and operating costs.

Demand Charges and Grid Economics: Perhaps the most underestimated cost component in EV charging operations, demand charges are fees levied by distribution system operators based on peak power draw during a billing period. In Germany, demand charges can exceed €100 per kW per year, meaning a 150 kW fast charger could face annual grid costs of €15,000 before dispensing a single kilowatt-hour. Practitioners emphasize that failing to model demand charges accurately is the single most common cause of project underperformance.

Network Interoperability: The ability of EV drivers to access charging services across different operator networks without establishing separate accounts or payment methods. The EU's AFIR mandates ad-hoc payment acceptance (contactless cards) at all new public chargers and requires roaming access through e-mobility service providers. Interoperability is enabled primarily through the Open Charge Point Protocol (OCPP) for charger-to-backend communication and the Open Charge Point Interface (OCPI) for roaming and data exchange between operators.

Fleet Electrification and Additionality: Fleet electrification refers to the systematic transition of commercial vehicle fleets from internal combustion to electric powertrains. Additionality, borrowed from carbon market terminology, describes whether renewable energy powering EVs represents genuinely new clean generation capacity or simply reallocates existing supply. Practitioners increasingly face pressure from corporate sustainability teams to demonstrate that their charging infrastructure is powered by additional renewable capacity rather than grid-average electricity with purchased certificates.

What's Working and What Isn't

What's Working

Destination Charging Partnerships: Practitioners across multiple EU markets report that partnerships between charge point operators (CPOs) and retail, hospitality, and workplace hosts have emerged as the most reliably profitable segment. IKEA's collaboration with Ionity and local operators across 11 EU countries exemplifies this model—the retailer benefits from extended customer dwell time (averaging 47 minutes longer for EV drivers), while CPOs achieve utilization rates 2-3x higher than equivalent public locations. "The insight that took us too long to internalize," notes one Netherlands-based fleet manager, "is that charging follows activity, not the other way around. Installing chargers where people already want to spend time eliminates the chicken-and-egg problem."

Dynamic Pricing and Load Management: Networks implementing time-of-use pricing and smart load management have demonstrated both improved unit economics and grid integration benefits. Fastned, the Dutch fast-charging network operator, reports that dynamic pricing has increased off-peak utilization by 35% while reducing demand charge exposure by shifting discretionary charging to periods of lower grid stress. Similarly, Germany's EnBW has deployed vehicle-to-grid (V2G) pilot programs that generate secondary revenue streams by providing frequency regulation services to transmission system operators.

Roaming and Interoperability Standardization: The maturation of OCPI as the de facto standard for B2B roaming across European networks has significantly reduced friction for end users. Hubject, the Berlin-based interoperability platform, now connects over 400,000 charge points across Europe, enabling drivers to roam seamlessly between networks. Practitioners emphasize that interoperability is no longer a differentiator but a baseline expectation—networks that remain proprietary face declining market share as driver expectations converge on the smartphone-like experience of "plug and pay anywhere."

What Isn't Working

Overreliance on High-Power Charging Without Location Strategy: Multiple practitioners describe significant investments in 150-350 kW chargers that remain underutilized because location selection prioritized power capacity over traffic patterns. One German CPO estimates that 30% of its ultra-fast portfolio operates below 8% utilization, primarily due to installations in low-traffic suburban locations chosen based on grid capacity availability rather than driver demand. "We confused what was technically feasible with what was commercially sensible," reflects the operations director. "A 50 kW charger in a high-traffic urban location will outperform a 350 kW charger in a motorway rest stop that sees traffic only during holiday peaks."

Underestimating Reliability and Maintenance Requirements: Charger reliability remains a persistent challenge, with the European Consumer Organisation (BEUC) reporting that up to 25% of public chargers experience availability issues at any given time. Practitioners note that maintenance response times, spare parts logistics, and software update cycles were systematically underestimated during initial business planning. "We modeled 95% uptime based on manufacturer claims and experienced 82% in the first year," recounts a Nordic fleet manager. "Each percentage point of downtime directly impacts utilization and customer trust. Reliability is not an operational afterthought—it is the core product."

Grid Connection Timelines and Costs: The single most frequently cited frustration among practitioners is the mismatch between EV infrastructure deployment timelines and grid connection processes. In Germany, grid connection lead times for high-power charging hubs average 18-24 months, with some projects exceeding 36 months. Costs have escalated dramatically, with grid reinforcement contributions of €500,000-€2 million common for multi-megawatt installations. "We planned a three-year deployment schedule and delivered in five years because of grid constraints," notes one logistics company fleet director. "The hardware is the easy part. The grid is the bottleneck."

Key Players

Established Leaders

Ionity: The high-power charging network jointly owned by BMW, Ford, Hyundai, Mercedes-Benz, and Volkswagen Group operates over 600 stations across 24 European countries, focusing on highway corridors with 350 kW chargers.

Shell Recharge (formerly NewMotion): Leveraging Shell's retail network, Shell Recharge has deployed over 500,000 charge points across Europe through direct ownership, roaming partnerships, and home charging solutions.

BP Pulse: Following the Chargemaster acquisition, BP Pulse operates one of the UK's largest networks and is expanding aggressively across continental Europe, targeting 100,000 charge points by 2030.

Enel X Way: The electric mobility subsidiary of Italian utility Enel manages over 400,000 charge points globally, with significant presence in Italy, Spain, and Romania, combining hardware deployment with grid services.

EnBW mobility+: Germany's third-largest energy utility operates one of the country's largest charging networks, known for transparent pricing and strong reliability metrics.

Emerging Startups

Fastned: The Amsterdam-based fast-charging pure-play operates over 300 stations across the Netherlands, Germany, Belgium, France, Switzerland, and the UK, pioneering the solar-canopy station design and fully renewable energy sourcing.

Zunder: Spanish charging startup focusing on the Iberian Peninsula, deploying high-power charging infrastructure in underserved regions with competitive pricing strategies.

has·to·be (now Elli): Austrian software platform acquired by Volkswagen's Elli division, providing white-label charging management solutions to CPOs and e-mobility service providers across Europe.

Monta: Copenhagen-based charging platform startup that raised €80 million in 2024 to expand its software-as-a-service offering for CPOs, fleet managers, and property owners.

Virta: Finnish charging platform operator managing over 150,000 chargers across 35 countries, specializing in smart charging solutions and V2G integration.

Key Investors & Funders

European Investment Bank (EIB): The EU's lending arm has committed over €3 billion to transport electrification infrastructure since 2020, including major facilities for Ionity, Allego, and national deployment programs.

Breakthrough Energy Ventures: Bill Gates' climate-focused VC has invested in multiple European charging technology companies, including has·to·be and charging optimization startups.

InfraVia Capital Partners: Paris-based infrastructure investor managing significant positions in European charging assets, including the acquisition of charging platform Allego.

Goldman Sachs Renewable Power: Active acquirer of operating charging portfolios across Europe, deploying infrastructure fund capital into scaled networks.

BlackRock Infrastructure Partners: Providing growth capital to established European CPOs seeking to expand footprints while meeting institutional return requirements.

Examples

1. Amsterdam Metropolitan Region Smart Charging Program: The Amsterdam regional authority implemented a coordinated smart charging program across 35 municipalities, deploying 12,000 public chargers with mandatory load management capabilities. By requiring all chargers to respond to grid signals and capping simultaneous power draw at 11 kW during peak periods (17:00-21:00), the program avoided €18 million in grid reinforcement costs while maintaining driver satisfaction scores above 4.2/5. Utilization rates across the network average 14%, with highest-performing clusters reaching 22%.

2. Deutsche Post DHL Fleet Electrification in Germany: DHL's deployment of over 37,000 StreetScooter electric delivery vans in Germany, supported by 16,000 depot-based chargers, demonstrates industrial-scale fleet electrification. The program reduced fuel costs by €0.04 per kilometer compared to diesel equivalents and cut maintenance expenses by 30%. Critically, DHL negotiated power purchase agreements for 100% additional renewable electricity, enabling credible carbon neutrality claims for electric deliveries.

3. France's ADVENIR Subsidy Program for Workplace Charging: The French government's ADVENIR program, administered by Avere-France, has supported the installation of over 150,000 workplace and residential chargers since 2016, with €45 million disbursed annually as of 2024. Participating employers report that 67% of employees consider EV charging access a significant factor in employer attractiveness, while average workplace charger utilization reaches 18%—well above equivalent public infrastructure.

Action Checklist

• Conduct granular demand charge modeling for all potential installation sites before finalizing business cases, incorporating local DSO tariff structures and seasonal variation
• Negotiate grid connection agreements with performance guarantees and liquidated damages for delays exceeding 12 months
• Implement OCPP 2.0.1 as the minimum specification for all new charger procurements to ensure future-proof smart charging and V2G capabilities
• Establish roaming agreements through at least two interoperability platforms (e.g., Hubject and Gireve) to maximize driver accessibility
• Deploy real-time monitoring and predictive maintenance systems with target uptime SLAs of 98% or higher
• Negotiate time-of-use electricity tariffs with suppliers and pass dynamic pricing signals to end users to optimize grid economics
• Engage with distribution system operators 24+ months before targeted commissioning dates for any installation exceeding 50 kW aggregate capacity
• Document additionality claims through power purchase agreements with traceable renewable generation assets rather than unbundled guarantees of origin
• Include embodied carbon specifications in hardware procurement criteria, targeting manufacturers with published lifecycle assessment data
• Establish driver feedback mechanisms and publish reliability statistics to build trust and identify underperforming assets early

FAQ

Q: What utilization rate should we target for DC fast chargers to achieve break-even economics? A: Industry benchmarks suggest DC fast chargers (50-150 kW) require 15-20% utilization to achieve positive EBITDA, accounting for typical electricity costs of €0.12-0.18/kWh, demand charges, maintenance, and capital recovery over 7-10 years. Ultra-fast chargers (>150 kW) often require higher utilization (18-22%) due to greater capital intensity. However, these thresholds vary significantly by market—Nordic countries with lower electricity prices may achieve break-even at 12%, while Southern European markets with higher demand charges may require 25%+.

Q: How can we mitigate demand charge exposure for high-power charging installations? A: Practitioners recommend a multi-layered approach: (1) negotiate interruptible load agreements with DSOs that provide reduced rates in exchange for curtailment flexibility during grid stress events; (2) deploy battery energy storage systems (BESS) to shave peak demand—100 kWh storage can reduce effective peak by 50-80 kW depending on session patterns; (3) implement dynamic load management across multi-charger sites to prevent simultaneous peak draws; (4) co-locate with high-baseload facilities (e.g., data centers, manufacturing) where EV charging represents marginal increment to existing capacity.

Q: What does the AFIR regulation require for public charging infrastructure operators? A: The Alternative Fuels Infrastructure Regulation, effective April 2024, mandates that all public chargers accept ad-hoc payment via contactless cards without requiring registration or app download. Pricing must be displayed before charging commences, expressed in price per kWh for energy and price per minute for any time-based component. Operators must provide 24/7 remote customer support and ensure roaming access through e-mobility service providers. Additionally, AFIR establishes minimum distance-based coverage requirements for the Trans-European Transport Network (TEN-T), requiring charging pools every 60 km on core corridors by 2025.

Q: How significant is network interoperability for commercial fleet operations? A: For commercial fleets operating across multiple EU member states, interoperability is operationally critical. Practitioners report that drivers without seamless roaming access spend an average of 15-20 additional minutes per charging session navigating payment processes, directly impacting delivery schedules and driver productivity. Leading fleet operators mandate OCPI-based roaming coverage exceeding 90% of intended operating routes as a minimum threshold for charging management platform procurement. The administrative burden of managing multiple operator relationships and reconciling disparate invoices can consume 0.3-0.5 FTE equivalent for fleets exceeding 200 vehicles.

Q: What is the role of embodied carbon in charging infrastructure procurement decisions? A: Increasingly sophisticated corporate sustainability teams are evaluating the embodied carbon of charging infrastructure alongside operational emissions. A typical DC fast charger contains 500-1,500 kg of materials with embodied carbon of 1,000-3,000 kg CO2e, depending on manufacturing location and material composition. Over a 10-year operating life dispensing 150,000 kWh annually, this represents 0.7-2.0 g CO2e/kWh—potentially significant when operational electricity is low-carbon. Practitioners recommend requesting Environmental Product Declarations (EPDs) from manufacturers and incorporating embodied carbon weighting of 5-10% in tender evaluation criteria.

Sources

• European Alternative Fuels Observatory (EAFO), "EV Charging Infrastructure Country Data," 2024-2025 reporting period
• BloombergNEF, "European Electric Vehicle Charging Infrastructure Outlook," December 2024
• European Commission, "Alternative Fuels Infrastructure Regulation (AFIR)," Official Journal of the European Union, 2023
• Transport & Environment, "Electric Surge: Carmakers' electric car sales and compliance with the EU's CO2 targets," March 2025
• European Consumer Organisation (BEUC), "Electric Vehicle Charging: Consumer Experience Survey," October 2024
• International Council on Clean Transportation (ICCT), "Analyzing Policies to Grow the European EV Charging Infrastructure," 2024