The untapped potential of a smarter SPIFF strategy

Manufacturers invest a lot in getting their products into the right channels. But once those products reach a dealer network, the brand gives up a significant amount of control over what happens next. Suddenly, someone outside your organization is responsible for understanding your products, remembering what differentiates them, and recommending them when the right customer walks through the door. And they may be doing the same thing for dozens of competing brands. That’s one reason sal...