Nearly all of Cadillac's 925 U.S. dealerships signed up for its Project Pinnacle incentive program, giving brand chief Johan de Nysschen a strong mandate to revamp the retail network, even as significant opposition lingers under the surface. Dan Creed, Cadillac's vice president of sales operations, said dealers representing 98.7 percent of the brand's retail volume enrolled by the Sept. 30 deadline. The program, which changes the way dealers are paid for achieving sales targets and establishes tiers of performance requirements that vary depending on the dealership's size, begins Jan. 1.
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