Dealer Loyalty Program: Retroactive Bonuses, Plans and Rankings in the Portal
Contents
Most manufacturers and distributors motivate dealers with bonuses: for volume, product mix, and target completion. Typically, bonuses are calculated in Excel once a quarter. Dealers find out after the fact and never know how close they were to the next tier. Motivation discovered in hindsight barely works.
Types of wholesale bonuses
- Volume retro-bonus: a percentage of purchases over a period once a threshold is reached.
- Product mix bonus: for purchasing specific product categories.
- Target completion bonus: for hitting an individual sales target.
- On-time payment bonus.
- Partnership tiers: Silver, Gold, and so on, with different terms.
What a dealer portal changes
In the portal, dealers see in real time:
- current purchase volume for the period;
- how much is left to reach the next threshold;
- accumulated bonus;
- target completion across product categories;
- history of bonus accruals and redemptions.
This turns your bonus program into a tool that shapes dealer decisions right now, rather than a report at the end of the quarter.
What the manager sees
In Bitrix24 or in a report, managers can see dealers approaching a threshold and prompt them to place an additional order. This is one of the simplest and most effective upsell opportunities.
Frequently asked questions
Can bonuses be applied toward payment?
Yes, if permitted by the rules and recorded in 1C.
How do you handle mid-year rule changes?
Rules are versioned, and calculations follow the rules of the period when the purchases were made.
Do you need a separate loyalty system?
For B2B, a dealer portal module with calculations based on accounting data is usually sufficient.
