Nissan continues to reexamine its controversial sales bonus program, the automaker told retailers in its NADA make meeting last week. But changes are not necessarily coming.
The automaker has been back and forth over what to do with its dealer sales incentives over the past two years — whether to tone it down or press ahead.
"We continue to explore different options," Judy Wheeler, Nissan division vice president of sales and regional operations in the U.S., told Automotive News after the meeting. "At this time, we're staying the course. It doesn't mean that we won't change it in two, three months from now."
The sales-objective program financially rewards retailers for hitting specific sales volume targets. The program has long been a source of friction with dealers, who say unrealistic targets in the past fostered a culture of discounting, dented resale values, damaged brand reputation and hurt dealer profitability.
The practice caused some franchisees to walk away from Nissan rather than participate.