A dealer incentive program encourages your channel partners, distributors, and resellers to adopt specific behaviours. The program should reward them with worthwhile incentives for acting as per the need of the business from time to time. Depending on your market, channel partners can take on a variety of forms and come from a variety of industries. They may be distributors, resellers, independent retailers, affiliates, or even value-added service providers. Consider using channel partner software to make locating them simpler. In essence, anyone who markets your brand but does not actively support your company can be a partner. Through channel partner programmes, you can most effectively make sure that they are elevating your brand above the competition.

1. Top 11 Dealer Incentive Program Ideas for 2023
A dealer incentive program encourages your channel partners, distributors, and resellers to
adopt specific behaviours. The program should reward them with worthwhile incentives for
acting as per the need of the business from time to time.
Depending on your market, channel partners can take on a variety of forms and come from a
variety of industries. They may be distributors, resellers, independent retailers, affiliates, or
even value-added service providers. Consider using channel partner software to make
locating them simpler.
In essence, anyone who markets your brand but does not actively support your company can
be a partner. Through channel partner programmes, you can most effectively make sure
that they are elevating your brand above the competition.
1. Rebates
Rebates are sales-driven incentives that motivate your dealer incentive program to increase
their sales of your goods. They are compensated with a portion of the sale. Rebates can be
categorised based on the type of consumer and a corporate goal.
• Retention discount
• Blend rebate
• volume discount
• growth subsidy

2. The most typical incentive scheme is rebates. You’ve probably used one in the past. Consider
purchasing a television on Black Friday. You’ll frequently need to send in a form to receive
your discount from the sticker price. This implies that you make the whole payment at the
register and get your rebate later.
2. Sales Performance Incentive Funds (SPIFs)
SPIFs are intended to motivate the sales force of your dealer incentive program to favourably
promote your brand above rivals in exchange for a reward. These bonuses go to the actual
sales representative (not the partner).
SPIFs are a great tool to motivate your channel partners or dealers to work more, especially
during sluggish or off-peak periods. Knowing how to utilise them effectively and which sales
incentives work best to encourage sales habits are the key skills. Here are some examples:
• Credit cards
• Tickets for entertainment
• Hi-tech devices
• Weekend vacation
• Executive lunch
3. Market Development Funds (MDF)
MDFs are tools you provide to your dealer incentive programs to aid in their marketing and
sales initiatives. These rewards could be monetary, knowledge based, or response based.
MDFs are used by marketers in your channel partner teams for a variety of projects,
frequently to raise local brand awareness. Here are some instances of how they might employ
MDFs:
• Support webinars
• Radio ads
• Start a marketing campaign
• Reserve a space at a trade expo
4. Deal Registration Incentives
Arrange a referral program for partners with a finder’s fee or referral fee as the referral
program incentive.
Channel partners typically register online, where you can assess the quality of the lead and
choose to accept or reject it. If accepted, your partner has a specific amount of time to
complete the transaction before losing their incentive. Never forget that a partnership requires

3. two people to be successful. Always assist your partners in closing the deal during this time
by offering support.
Programs for deal registration are an excellent technique to examine consumer behaviour to
pinpoint and improve a successful sales cycle.
5. Discounts on Wholesale Products
You work with a variety of customer categories while using B2B wholesale incentives. As a
result, each sort of consumer should have a somewhat distinct incentive scheme. Most
businesses base their dealer incentive programs and rewards on the amount and frequency of
their purchases.
The best way to manage the many packages is to make pricing and term lists for each client
or persona. By doing this, you can make sure that you’re always charging your partners
fairly.
Depending on how much demand your partner is experiencing, your channel partners may
request that you provide a quantity-based discount. Based on the overall order, or total value,
of the things you ordered, you would establish pricing tiers.
6. Cross Marketing
The method involves networking with channel sales partners and cross-promotion. The sale
of channels involves cooperation. Because a rising tide raises all boats, you benefit when
your spouse succeeds. This can involve connecting on LinkedIn and promoting your partner’s
marketing and campaigns in tandem on social media.
Channel sales inevitably involve networking. Partnerships will grow stronger if you are
connected on social media and provide the groundwork for a real relationship. Your working
relationship will be built on a foundation of connected channel sales techniques.
7. Have the sales and marketing materials
available
Make sure your partners have the tools they need to succeed while leveraging channel sales.
Collateral must be accessible and distributed across channel sales partners, whether it be sales
kits for resellers/distributors or end-user marketing materials.
Marketing collateral: The leads for channel sales are brought in by marketing teams. To
increase awareness of their products and services, manufacturers and suppliers can control
the messaging associated with their brand by employing marketing materials.
Sales Support Materials: Sales training resources help speed up growth and guarantee that
your channel partners can effectively explain a product’s or service’s value proposition.
Competitive data sheets, interactive webinars, sales scripts, client testimonials, and other
marketing materials are examples of this type of collateral.

4. 8. Upsell Meaningful Connections
Put quality before quantity. Organisations frequently look to enhance their partners while
trying to grow channel sales. Quality must always take precedence over quantity, though.
Before going out to make new friends, concentrate on strengthening your current
connections. How can you improve the sales performance of your present partners?
9. Communication
The solution to this problem’s primary cause lies in effective communication. Since so many
variables are at play, such as consistency, availability, frequency, or even confusion now of
contact, cross-channel communication can be challenging.
Additionally, there are numerous parties involved in channel sales, and while they often have
the same goals, different companies represent various viewpoints. As a result, the messaging
is inconsistent throughout the channel.
Like incentives and incentive schemes, communication breakdowns within your channels
need to be obvious. Partners should be aware of who to contact about concerns.
10. Explain Rewards & Incentive
Programmes
Incentive schemes are typical in channel sales. Give your partners valuable incentives, and
they’ll work hard for you. Even though most channel sales partners currently have incentive
and reward programs, it’s surprising how frequently they can be disorganised and hence
useless.
Metrics for incentive schemes for channel sales must be made explicit. This entails having
clear expectations for each channel’s sales and revenue yield, which should be supported by
adequate research.
To build incentive programs, a precise assessment of each sales channel’s potential, including
the number of potential consumers, the size of those customers, and the revenue potential are
required.
11. Put Quality Before Quantity
More partners are not always better than reliable partners. Retaining your current partners is
far more cost-effective than finding new ones, especially if you’re in the manufacturing
sector and working with channel partners.
The world of manufacturing is small. Finding a new mate is expensive, and there aren’t that
many of them out there. Invest in your channel partners when you find them. Give your
channel partners the tools and encouragement they need to succeed.
Conclusion

5. At RewardPort we curate programs, especially for your dealers with a dedicated team of
expert marketers ensuring repeat sales. Our programs are cost-effective and customised as per
your needs.