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Turnaround project
Project Pinnacle represents a bottom-up redo of the way Cadillac pays its dealers. Key elements
• 5 tiers of dealerships (Tier 1 standards are toughest; Tier 5 dealerships are “virtual”)
• Dealers choose their tiers.
• Payouts get bigger as tier standards get tougher.
• Sales goals and customer-satisfaction targets must be met.
• Minimum staffing requirements (7 dedicated salespeople for Tier 1s)
• Specified levels of certified pre-owned sales must be maintained.
DETROIT -- Cadillac's plan to have nearly half of its dealerships essentially convert to service centers and sell new Caddys through "virtual showrooms" is radical, controversial and perhaps groundbreaking.
