Motivating a multi-channel dealer network.
Motivating a dealer network to hit sales targets is one of the hardest problems in banking. It’s not just about rewarding top performers: it’s about building a system that accounts for differences across channels, clusters and profiles, that feels fair to every participant, and that sustains engagement year after year. Santander Consumer Bank brought us in to solve it in 2015.
Building a system designed to last
We designed an incentive program structured for a dealer network split across distinct channels. From day one, the goal was durability – not a campaign with an end date.
Each cluster had its own regulation, calibrated to its profile and goals. The dedicated platform – built with a custom front end and creative design – became the single access point for reward mechanics, the voucher catalog, personalized communications and integrated customer care.
“A partnership that keeps being renewed is more than a sign of satisfaction: it’s the clearest measure of the value being created.”
Strategy, legal, communication and customer care working as one.
- Studied and designed the reward mechanics for each cluster
- Analyzed and designed the reward mechanics for each cluster
- Developed the front-end and creative design of the dealer platform
- Supplied the full prize catalog in vouchers
- Managed all communication to participants
- Provided the Customer Care service
What sets this project apart is not only its complexity. It’s the fact that since 2015, the program has evolved every year – expanding into new channels and adapting as the network grew. A partnership that keeps being renewed is more than a sign of satisfaction. It’s the clearest measure of the value being created over time.
Ten years of continuous growth
10+
years of ongoing partnership
The program has never been called into question – it’s been expanded. Each new edition has been an opportunity for Santander Consumer Bank to reach more channels, refine the mechanics and increase impact. For us, it confirms what we’ve always believed: an incentive program works when it’s built to last.
Delivering that requires strategy, legal expertise, communication and customer care working together. Every dealer, in every channel, needs to feel the program is built for them. That takes more than technology.