For dealers, the longer-term visibility allows them to manage their advertising better and stock inventory better.
"With margins under pressure, dealers need to turn inventories faster to keep expenses down," Wright said. "To not know what your future incentives are going to be, it gets harder and harder to do that."
Wright echoed the sentiments of his colleagues when he said dealers want a fairer system of tackling those objectives.
"Personally, I think stair step programs are disastrous to the consumer," he said. "It puts us in a bad position when dealers are fighting against each other, and the customer is in the middle."
NADA brand rep Michael Joe Cannon sees stair-step programs declining.
"It's not as good of a business model as we would like for it to be," said Cannon, owner of Cannon Nissan in Oxford, Miss. "Rather than worry about meeting sales targets, I really pay attention to taking care of my customers."
Valls also addressed a long-standing gripe its dealers have with bloated inventories.
"Nissan made it abundantly clear they want to get us to a 60-day supply of inventory," Wright said. The automaker wants to reduce inventory so that in December 2019, 60 percent of the cars dealers sell are 2020 models, he said.
To boost dealer profitability, Nissan executives also said they would invest in additional marketing to drive customer pay repair order sales in the service department by at least 10 percent annually.
"They talked about making sure dealers had the staff and space in order to do that," Wright said.
The make meeting was Valls' first formal presentation to the U.S. dealer body since taking over responsibility for the automaker's U.S. sales and marketing operations on Jan. 2.
Valls' presentation was "very positively received," Nissan National Dealer Advisory Board Chairman Tim Hill said after the meeting.
"He did say the right things in a way that I think a lot of dealers believed him," Hill said. "But, at this point Nissan dealers are all about the action."