Channel Incentive Program Consolidation Case Study

This case study outlines the initiative of a large automotive manufacturer to enhance dealer channel behavior through a consolidated incentive program for the launch of a new hybrid vehicle. The objective was to integrate various incentive strategies, including Co-Op/MDF, rebates, and SPIFFs, into a single platform to streamline dealer support. The manufacturer faced challenges related to the complexity of managing multiple incentives and the need for an easy-to-use solution that maintained brand consistency. The 360insights team engaged with car dealerships to gather feedback and developed a dynamic online platform that facilitated cross-incentive management and data analytics. The results showed that the launch exceeded sales forecasts, with dealers actively using the platform to track their earnings and manage claims. The consolidation of incentives provided the manufacturer with improved visibility into channel engagement and a clearer understanding of how different incentives affected dealer behaviors and program ROI.