Spiff
Definition for europe automotive professionals.
A bonus payment (typically $50–$500) paid to salespeople for selling specific vehicles or achieving specific outcomes. Manufacturer spiffs reward selling slow-moving inventory, while dealer spiffs may incentivize aged unit sales or specific product penetration. Also called 'bird dogs' when paid for referrals. Spiffs are a legitimate motivational tool, but when combined with desk overrides they can mask the true cost of moving a unit — the spiff income appears on the compensation side while the margin loss from the override sits on the deal side.
Europe Context
In the europe dealer market, spiff operates within the context of EU Consumer Rights Directive and GDPR. Dealerships running Keyloop, incadea, Autoline encounter spiff in their daily workflow. DealerInt captures the decision layer around spiff that your DMS wasn't designed to track.
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