Case Study: A Leading Automotive Manufacturer
Sales incentives program results in more accurate, timely reporting across automotive dealerships.
Incentives program results in more accurate, timely reporting across automotive dealerships.
Situation
A major automotive manufacturer was facing a challenge to closing their books in one of their divisions, due to inconsistent reporting structures across 7,332 dealerships. Reports were often late, inaccurate, and did not follow the client’s standard accounting procedures. This resulted in additional costs being incurred for accurate inventory tracking and composite data compilation.
Solution
Together, Maritz and the client developed an accounting managers council, which designed a communications program emphasizing the importance of timeliness and accuracy, and established the reporting standards they required. Dealers were given the opportunity to enroll participants in a points-based motivation program developed to reward those who met the client’s standards. For example, those who filed reports within the first 7 days of the month received 100 points, while a sliding scale awarded fewer points to those who reported later than that. Participants had a wide range of choices for reward redemption ranging from general merchandise to exclusively yours® and your choice® cards. Program participants could enroll in optional reward offerings including the Collectible Crystal Award or Travel Rewards.
Results
Since the program started, participants at enrolled dealerships are submitting reports 1 to 3 days earlier than those reporting at non-enrolled dealerships. In addition, enrolled participants submit more accurate reports. The success of the program lead the client to roll the program out across multiple divisions.
Rewards Cards are issued in connection wtih a loyalty, award, or promotional program
