Nissan is further adjusting its sales incentives for dealers, tweaking a program it heavily revamped a year ago.
Jose Munoz, Nissan North America chairman, says he is willing to modify the package further. He's working with dealers to address their concerns, always an encouraging sign.
It's part of the automaker's drive to boost the Nissan and Infiniti brands to a combined 10 percent U.S. market share by March 2017 from 8.4 percent at the end of 2014.
Last year, Munoz shook up the dealer incentives package to replace Nissan's controversial and aggressive stair-step program. Among other things, the changes included giving dealers more information to help them stock the models needed to meet specific sales goals.
The latest tweaks introduced a cash bonus for dealers who outsell rival Toyota and Honda stores in their local markets and added flexibility in reaching sales targets. For example, a dealer can miss a target, make up for it later and receive a "catch-up" bonus.
The changes aren't perfect. Some dealers complain the program metrics still aren't flexible enough. Munoz says he'll keep working with the dealer council to iron out differences.
Dealers and Nissan North America benefit if sales rise. But for such an aggressive 2017 sales target, Munoz needs enthusiasm and financial commitment from dealers. Nissan and its dealers deserve praise for cooperating so well so far. They'll need to continue that to achieve their goal.