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Since my message last month, in which I shared some ideas about the various metrics you may wish to include if you are considering minimizing gross profit as your primary compensation driver in the vehicle sales department, I’ve received numerous requests to provide a sample pay plan matrix for sales consultants. Unfortunately, my policy as a subject matter expert (SME) in dealership compensation prohibits me from providing sample pay plans to anyone outside a classroom or one-on-one consulting environment.

Compensation planning is a very sensitive issue with me, and I’ve learned the hard way that “samples” get my client-prospects in trouble way too often. However, in the event that you also have an interest in this sample matrix, please call me, and after some necessary telephone dialog, I’ll be happy to forward this documentation to you at no charge.

The sample pay plan matrix to which I refer is designed for domestic and volume-import franchisees and accomplishes the following developmental objectives:

  1. Providing a 10 retail unit producer with an annual income potential of $40,000 - $45,000
  2. Providing a 15 retail unit producer with an annual income potential of $73,000 - $82,000
  3. Providing a 20 retail unit producer with an annual income potential of $123,000 - $135,000
  4. Providing motivation to continually increase sales volume
  5. Providing motivation to sell value and minimize discounting
  6. Providing motivation to maximize customer satisfaction and owner retention
  7. Adhering to the compensation expense guidelines displayed on my website (

If you have questions about compensation planning, please check out my website, email me, or give me a call. I’ll be happy to spend some time helping you address the compensation challenges at your individual dealership or dealer group. Why not get 2016 started off on the right foot?

Wishing you a Joyous Holiday Season and a Happy, Healthy, and Successful New Year!

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