Incentive Program Case Study: Dealer Finance Loyalty

Case Study:

Dealer Finance Incentive & Loyalty Program

Bank Drives to Success by Steering Clear of Car Dealer Cash Incentives

Summary

Client Profile
Commercial and consumer bank in the Midwest with assets in the billions, a strong retail presence, and competitive auto lending rates.

Situation
The bank wanted to avoid the pervasive industry practice of using cash incentives or deeply discounting rates to win financing business from car dealers.

Solution
Built personal relationships with dealer finance managers, using a points-based incentive program that awarded valuable merchandise and travel packages for new loan contracts.

Results
Solid: 25-30% growth in loan contracts, expansion into new geographical markets and a monthly average of 2,000 new loans.

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Case Study: Dealer Finance Incentive and
Loyalty Program   PDF File (147 KB)

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