REWARDING DEALERS, SATISFYING CUSTOMERS
by Kyle Birch
Every incentive, every rebate, every opportunity matters when trying to put deals together that provide customers with the vehicles they want and the monthly payment they can afford while also meeting your dealership sales targets.
With customer satisfaction and dealership success in mind, GM Financial intentionally built our Dealer Dividends® program to perform differently. Last year we re-engineered it to perform twice as well.
Non-captive reward programs often require dealers to pay a premium upfront to receive a small percentage in return. We believe that’s not enough mileage for GM dealer loyalty.
As the finance subsidiary of General Motors, GM Financial has invested heavily in our program that benefits GM dealerships. We listened to dealer feedback and enhanced our Dividends around their needs to provide more flexibility, more bonus units and more payouts. We’re here for GM dealers.
Fundamental to the program redesign was simplifying redemption and tracking. When dealers floorplan with GM Financial, their loyalty unlocks products, programs and relationships that bring maximum payouts for dealerships, including a 100 percent cash-out. After all, it’s their reward; it can be reinvested back into their business to assist more deals or they can take the cash. It’s their call.
The value proposition for GM Financial floorplan dealers is stronger than ever.
|50% Unit Benchmark Discount|
|$100 Subvented + 800
score Bonus Dividend
|2X Bonus Down-Payment Assistance
(DPA) on Select Vehicles
|2X Bonus Cap-Cost Reduction
(CCR) on Select Vehicles
|100% Cash-Out Option|
|Additional redemption benefits, including: Retail DPA & Lease CCR, CPO Retail DPA, CPO Certification Fee Reimbursement, $1,000 GMFDealerSource.com Purchase Rebate, and XS Wear Premium Reimbursement|
|90/10 Lease Reserve Split
(or $200 flat)
Other key features of our enhanced Dealer Dividends include:
Lower funding benchmarks
2X bonus on down-payment assistance and cap-cost reduction
100% cash-out option
WITH DEALER DIVIDENDS®, FLOORPLAN DEALERS WILL REALIZE SIGNIFICANTLY MORE BENEFITS OF DOING BUSINESS WITH GM FINANCIAL.
- Kyle Birch
Dealer Dividends is more than a loyalty rewards program; it’s a strategic approach to boost sales effectiveness of our GM dealers. Currently, we’re seeing that floorplan dealers have an average growth in sales that trends roughly 5 percent higher than non-floorplan dealers.
Again, the relationship with GM Financial pays off in multiple ways, empowering dealers with solutions to remain competitive, from helping customers who walked in the store with an upside-down trade to the flexibility needed to counter a competitive offer.
We also hear from dealers that they need a captive with a capacity to buy across the credit spectrum and help more nonprime and near-prime customers obtain financing. Our APR penetration demonstrates this monthly, and we provide our floorplan dealers with even more flexibility, including an 84-month standard APR program and up to $2,500 backend on A3 tier in addition to the A+ and A2 backend amounts.
How are our floorplan dealers doing this? On average, dealers are reinvesting their Dealer Dividends back into their business – redeeming the majority of their Dividends on cap-cost reduction and down-payment assistance, which helps dealers remain competitive. We got this.
We know transitioning to a new floorplan requires a cultural evolution at dealerships. To help dealers experience some of the benefits during the transition, we offer a 120-day test drive to allow dealers to start earning Dividends sooner.
Utilizing all of the benefits available to floorplan dealers can be a competitive differentiator. Through dealer feedback, we will continue to improve the Dealer Dividends portal so that dealers can see their earnings and benchmarks in order to work deals that earn customers for life.
Executive Vice President and
Chief Operating Officer North America
Contact your GM Financial Dealer Account Representative or your local Credit Center.
For the Credit Center nearest you, call 888-556-4616.
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