Diseño del Prototipo de Incentivos para el Trabajo de los Concesionarios del Sector Automotriz

Abstract

At present, we identify that dealerships do not have a brand guideline with respect to employee compensation, which gives each dealership the opportunity to use an independent or individual compensation scheme, as dealerships are Free to determine the compensation scheme of their choice. In addition to this, we identify that compensation and incentive schemes tend to be easy and are tied in the majority of the concessionaires to the sales growth, both for the commercial area and for the after sales, they only recognize a percentage of the turnover total of the new vehicles, the spare parts or the workmanship of the workshops, or worse, the compensations are fixed and are not tied to the results of the business; which implies that there is an oversight on extremely important factors in the sales and after-sales process such as customer satisfaction, market share, inventory rotation and other indicators that allow the measurement of the organizational and individual management of employees in achieving of the objectives within the concessionaires. The purpose of this paper is to define and create a first prototype of incentives for the work of a network of dealers in the automotive sector that is capable of breaking the paradigms that are currently presented and that allows to realize, in the short term, the business and personal objectives of each of the positions in the concessionaires, besides serving as a management technique, which will be focused on what and the results, leaving the how to initiative of the personnel involved.