Dealer incentive programs are only as good as the time, insight, and strategy invested in them prior to implementation. If you manage your program the right way, it will help you increase sales and promote loyalty among your dealer principles, retail sales associates (RSAs) and installers. But, as with any other channel marketing strategy, no one trick works like magic to make incentive programs effective.
The inner workings of your incentive program should depend on your company’s unique goals and interests. Maybe you want to motivate dealers to sell more new, high-margin products. Or maybe you want to train and engage your most valued dealers in order to make it easier for them to do business with you. There are a variety of tools and techniques you can use to reach your specific, desired outcome.