Nissan is killing a retail sales program that has been a thorn in the sides of dealers for a decade — not to mention failing in its primary goal of driving market share.
The automaker told Automotive News last week that it will officially abandon its controversial "stair-step" dealer volume bonus program, which has used cash awards to incentivize retailers to hit aggressive monthly, quarterly or year-end sales goals.
That strategy, a tool in former Chairman Carlos Ghosn's dogged campaign to grow U.S. market share, has long irked Nissan's retailers, many of whom argue the automaker pushed unrealistic sales targets that fostered a culture of price discounting, diminished resale values and damaged brand reputation.