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Cadillac's relationship with its dealers is about to get the equivalent of an engine rebuild.

Cadillac President Johan de Nysschen is putting the finishing touches on Project Pinnacle, a program that will overhaul everything from how dealerships interact with customers and how their salespeople dress, to how they present their showrooms and service departments and how they get paid for new-car sales.

De Nysschen has scheduled several regional meetings for this month to brief dealers on the details of the broad plan he outlined early this year. Also this month, Cadillac will notify dealers of their individual sales targets, which will determine part of their compensation under the new program. The factory-set sales bogeys -- always a touchy subject -- will be especially sensitive given Cadillac's 12 percent U.S. sales slide this year through May.



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de Nysschen Poises Cadillac Dealers For Revolutionary Change

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