Key Objectives
- Maximize ROI on commercial policy expenditure and align value generated with payout
- Support communication of commercial priorities to sales channels
- Motivate sales channels and reward desirable behaviors through targeted incentives
- Support launch of new products
Our Approach
- Mapped and analyzed current commercial policy scheme as well as value generated and payout per channel
- Re-designed conceptual foundation of Commercial Policy to introduce value-based variable payout based on target achievement
- Introduced new or fine-tuned existing targeted modules based on priorities: support for staff, rent support, flexible rallies etc.
- Adjusted balance between long-term and short-term incentives using long-term revenue sharing scheme and store rent / other OPEX support
- Simulated the impact of new schemes on annual basis, per dealer to assess any risks
- Introduced tools for monitoring payout throughout the year
- Assisted in the validation and alignment around the new scheme of all commercial functions
- Supported communication of new scheme to dealers and ensured their “onboarding”
Impact for our Client
- Retained sales channels focused on commercial objectives and aligned value generated with costs
- Minimized risk of performance disruption and ensured achievement of commercial targets
Value vs Cost per Segment
Highlights of New Scheme - Illustrative
Overview of Impact per Dealer
