Dealer: Bill Marsh Jr.
Dealerships: Bill Marsh Buick-Pontiac-GMC, Bill Marsh Chrysler-Dodge-Jeep, Bill Marsh Saturn of Traverse City and Price Point Used Car Supercenter, all in Traverse City, Mich.
Average monthly sales for group: 250 new, 200 used
Who is on salary: Entire staff
How it works: Salespeople receive 50 to 60 percent of compensation in salary, with the remainder based on number of units sold. This is 'stair-stepped' - the more vehicles sold, the bigger the incremental bonus. Technicians receive about 70 percent of compensation in salary, with rest a combination of shop bonuses based on labor sales and a quarterly bonus based on 'individual production objectives.' Service advisers and parts counter staff receive a 'variable portion of at-risk pay.'