Bottlenecks &
Incentive System

TWO SIDES OF MOTIVATION

Incentive System

Explore both sides of the scale.

Effort based

Recognise the work that builds results: qualified follow-ups, accurate documentation and skill development.

Result Based

Recognise verified outcomes: completed sales, profitable business and achievement of agreed targets.

Discussion examples of effort and results.

Both effort based and results based incentives go hand in hand in creating an effective and efficient incentive system in any organisation but especially in the automobile industry.

SUGGESTION 01

Dealer-funded + PSMC-funded
tactical incentives

Establish a co-funded incentive pool for strategic models.

Example: Every or Fronx

Shared funding strengthens motivation instead of leaving the dealership alone to finance it.

SUGGESTION 02

Model-specific incentives
based on company priorities

Align incentive funding with the models Pak Suzuki wants dealers to prioritise.

If Pak Suzuki wants dealers to push a particular model, PSMC’s money should follow PSMC’s priority.

SUGGESTION 03

Incremental-sales incentive
rather than only target achievement

Reward additional sales beyond the normal sales level.

Pak Suzuki should heavily incentivise the additional 50 vehicles.

Illustrative sales volumes. Move the slider to explore the principle.

SUGGESTION 04

BSC should distinguish
controllable from uncontrollable KPIs

Dealer incentives should not be materially damaged by matters outside dealer control.

Click each factor to reveal its potential impact.