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Rethink stair-steps
Here's how dealers surveyed by NADA said they wanted automakers to change their stair-step programs.
• Make them fair and reasonable.
• Make them achievable for dealerships of all sizes.
• Carefully consider which vehicles are included.
• Be sure those vehicles are available in dealership inventory.
• Simplify the programs.
Some dealers are being more selective about which stair-step incentives to chase and which to ignore in part because they think some automakers are setting their sales targets out of reach.
