INTRODUCTION TO 2007 INCENTIVE PROGRAMS
2007 Dealership Incentive Period:
Start Date - January 3, 2007
End Date - January 2, 2008
Eligible units must be sold, delivered and recorded by electronically submitting delivery information via the Isuzu Dealer Communication System beginning January
3, 2007 and ending at the close of the business, January 2, 2008. Dealerships must report and register sales at the location where the unit was actually retailed.
The purpose of this document is to provide the Isuzu
Motors America, Inc. field sales force and Isuzu
authorized dealerships with a comprehensive guide that
covers administrative actions common to all incentive
programs.
All dealerships are responsible for compliance with
individual program rules and deadlines. Specific details
of earnings opportunities and award structures for
particular programs will be included with individual
program announcement materials throughout the year.
Isuzu reserves the right to inspect dealership records
during normal business hours and to question and/or
disqualify sale(s) made or reported that are not in
accordance with program rules. At the conclusion of the
program, Isuzu representatives may review dealership
records for accuracy. Such a review is not an audit and
does not preclude a formal audit at a later date. All
payments under any program are subject to future audit
and possible financial adjustment to the dealership.
Any liability for federal, state and other taxes imposed
on awards received by a dealership or an individual will
be the responsibility of the recipient and not Isuzu.
Appropriate Federal Tax Form 1099 will be issued where
applicable.
Isuzu reserves the right to cancel, amend or revoke the
program at any time at its sole discretion.
ENROLLMENT
The Enrollment Form for an incentive program is a legal
document that protects both Isuzu and its dealerships.
It is an acknowledgment by a dealership that it will
abide by the published program rules for a particular
incentive program, and a guarantee from Isuzu to the
dealership that payments will be made according to the
rules of the program.
Dealership:
Beginning with the 2004 program, after a dealership
submits the new Dealership Enrollment Form, the
dealership does not have to submit new Dealership
Enrollment Forms in future years. The form stays in
effect until the dealership opts out, changes its legal
status (e.g., from a corporation to a LLC or other types
of entity), or is notified by Isuzu. For the 2007
Incentive program, it is REQUIRED for ALL
dealerships to complete a new Form W-9 in order to be
eligible for the 2007 Incentive program.
Enrollment forms (if applicable) and Form W-9’s must be
completed and returned to Program Headquarters for all
dealer cash and travel programs. The Dealership
Principal or Executive Manager must sign and return the
Enrollment Form along with a Form W-9, in order for the
dealership to be eligible for incentives. This
enrollment process must be completed within 60 days of a
vehicle sale for ANY incentive payments to be awarded.
Retroactive payments exceeding 60 days WILL NOT
be made.
Sales Managers:
The Sales Manager Enrollment Form must be completed,
signed (by the Dealership Principal or Executive
Manager) and returned to Program Headquarters along with
a Form W-9 signed by the Sales Manager before the Sales
Manager is eligible to receive any cash, merchandise or
travel incentives. Sales Managers must also take and
pass the current Isuzu Product Knowledge Exam to be
eligible to receive incentives. This enrollment process
must be completed within 60 days of their first vehicle
sale for ANY incentive payments to be
awarded.Retroactive payments for vehicles sold more than
60 days before proper enrollment WILL
NOT be made. Dealer Principals, Executive
Managers or corporate officers cannot be enrolled as a
Sales Manager for cash, merchandise or travel
incentives.
Sales Representatives:
The Sales Personnel Enrollment Form must be completed,
signed (by the Dealership Principal or Executive
Manager) and returned to Program Headquarters along with
a Form W-9 signed by the Sales Representative before the
Sales Representative is eligible to receive any cash,
merchandise or travel incentives. Sales Representatives
must also take and pass the current Isuzu Product
Knowledge Exam to be eligible to receive incentives.
This enrollment process must be completed within 60 days
of their first vehicle sale for ANY incentive payments
to be awarded. Retroactive payments for vehicles sold
more than 60 days before proper enrollment WILL NOT
be made. Dealer Principals, Executive Managers or
corporate officers cannot
be enrolled as a Sales Representative for cash,
merchandise or travel incentives.
By signing the Enrollment Form(s), the Dealership
Principal or Executive Manager is agreeing that he/she
has read and thoroughly understands the program rules
and acknowledges the dealership is subject to possible
future audits and financial adjustments. Financial
adjustments include, but are not limited to, dealership
and sales personnel charge backs due to payment(s)
incorrectly made on ineligible vehicles (e.g. Sales Type
Code changes, and Isuzu Requested Block Units and/or
Subvened Lease, APR or Balloon units), Social Security
number changes or retail credits.
In order to expedite payments, all Enrollment Forms and Form W-9's must be mailed or faxed to Program Headquarters within 60 days of the first eligible vehicle sale:
Isuzu Program Headquarters
7101 Village Drive
Buena Park, CA 90622-5008
Fax: 562-229-5214
New dealerships that become authorized
Isuzu dealerships during the program period must submit
a completed Dealership Enrollment Form and Form W-9 to
be eligible for payment. Sales Managers and Sales
Representatives who join a different Isuzu dealership
must submit a completed Enrollment Form and new Form
W-9. Where applicable, sales qualifiers will be prorated
to reflect the dealership’s actual days in operation.
Please contact your Regional Office for more details.
Dealerships must be in operation at the conclusion of
any travel award program (including trip or event) to be
eligible. Contests for travel award programs will not be
prorated.
An individual may not be enrolled as a Sales Manager and
a Sales Representative simultaneously, nor can an
individual change designations back and forth during any
given program. A Sales Manager or a Sales Representative
may only be enrolled with one dealership at any given
time.
Enrollment designations are subject to
verification by Isuzu.
Changes in sales personnel (Sales Manager and/or Sales
Representative changes) must be reported to Program
Headquarters immediately or payments will be affected.
Participant earnings for calendar year 2007 will be
processed retroactive up to 60 days from the date
Program Headquarters receives all enrollment change
forms and completion of all enrollment criteria.
For dealerships involved in a buy/sell, the selling
dealership’s earnings will not be assigned or otherwise
transferred to the buying dealership.
PAYMENTS
Isuzu-to-dealership incentive payments will be processed
twice monthly or as published in the particular program
rules. The first processing for 2007 is scheduled for
early February 2007, based on reporting of dealership
sales. Payments are based on the retail and reporting
date of an eligible sale. Dealership and sales personnel
payments cannot be generated without the receipt of
completed program Enrollment Forms and completed Form
W-9’s.
Sales Manager and/or Sales Representative awards will be
made according to the program rules. To be eligible to
receive awards, the Sales Managers’ and Sales
Representatives’ dealerships must be enrolled in the
program. Additionally, Sales Managers’ and Sales
Representatives’ Social Security numbers and home
address information must be on file at Program
Headquarters. Sales Managers and Sales Representatives
are required to take and pass the current year’s Product
Knowledge Exam (PKE), submit a completed Form W-9 and an
Enrollment Form. By passing the PKE and submitting the
completed Form W-9 and Enrollment Form, sales personnel
are enrolled and eligible to receive incentives.
Incentives will be paid as published in the program
rules if all program requirements are met. Federal Tax
Form 1099 will be issued to all Sales Representative and
Sales Manager earnings or awards.
Submission of retail sales via the Isuzu Dealer
Communications System by the dealership must be made in
a timely manner and within the stated incentive program
period in order to be paid.
Vehicles are tracked for payment by retail sale date,
process date and Sales Type Code. Process dates
are specified in the program rules.
If applicable, consumer rebates are paid on the basis of
claim forms being submitted to Program Headquarters by
the dealership. All claim forms must be submitted before
the published program deadline.
Units reported sold and later found to be in the
dealership’s inventory will be subject to a charge back.
Any Sales Representative’s and/or Sales Manager’s
earnings from these units will also be charged back to
the dealership. By enrolling in the program, dealerships
agree to reimburse Isuzu for any awards paid on
vehicle(s) later found to be ineligible.
FLEET SALES
Dealership-based fleet sales are eligible for retail
incentive program money. Additionally, dealership-based
fleet sales may count towards the dealership’s sales
objective. Dealershipbased fleet sales may also qualify
in other merchandising programs unless otherwise
specified in the program rules.
Twice a month, fleet incentive payments are made upon
reporting of the RDR. The fleet account number and
appropriate Sales Type Code must be on the RDR in order
to receive the fleet incentive. For new fleet accounts,
dealerships must submit an application using the Fleet
Account Enrollment form to their Regional Office.
A fleet unit is a unit sold to a qualified fleet account
which uses it for business and not for personal
purposes. A qualified fleet account must have at least
five (5) units in operation or in the process of being
purchased. Isuzu requires the unit to be registered in
the company name. Dealership inventory may be used for
dealership-based fleet sales.
Fleet accounts consist of the following:
-Commercial accounts (corporations, sole proprietorships, and partnerships)
-Leasing companies (only if end-user is qualified fleet account)
-Government (local, state and federal agencies)
-Public utilities
Eligible fleet units must be reported with the correct
Sales Type Code ‘03’.
| Sales Types Codes |
Description of Sales Type Codes |
| 03 |
Fleet Commercial |
Vehicles sold to dealership-owned leasing companies,
whether these companies are separate, wholly owned
subsidiaries, divisions or departments of dealerships,
are eligible for the fleet incentives provided all the
other qualifications are met.
SUBVENED VEHICLES
Vehicles reported sold through an Isuzu subvened program
(either lease, APR or balloon) are not eligible to
receive dealership incentives and may be excluded from
special bonus programs (see specific official program
rules for details). Subvened units must have the correct
sales type code entered via RDR reporting.
Please remember that a subvened unit may be a subvened
lease, a subvened APR deal, a subvened balloon note or a
subvened deferred APR deal. Please make certain this
information is relayed to the RDR entry person to ensure
accurate sales type coding. All incentive payments
depend on accurate and timely RDR reporting — with the
Sales Type Code being the trigger for a dealership to
receive funding.
Incorrect Sales Type Code entry will result in a charge
back of funds paid for ineligible vehicles. Ad
allowances will not be paid in connection with subvened
programs unless otherwise indicated. Ad allowances
include any funds distributed to dealerships to assist
with placement of advertising in any local or national
media.
Please note: If a unit is reported utilizing the
incorrect Sales Type Code and Isuzu is notified by the
financial partner(s) that the unit was subvened, the
dealership will be charged back any retail incentive
monies paid. Subvened units are identified on the
program Performance Reports.
On the following page, a complete listing of all Sales
Type Codes is displayed. Please consider distributing
this quick reference chart to your Sales Managers, F & I
Managers and RDR entry personnel to aid in the correct
identification of the appropriate Sales Type Code.
SALES TYPE CODE CHART
| Sales Types |
Fleet |
Leased |
Subvened |
| 01 Retail To Individual |
N |
N |
N |
| 02 Retail To Business |
N |
N |
N |
| 03 Fleet Commercial |
Y |
N |
N |
| 06 Business Owner Loyalty |
N |
N |
N |
| 09 Subvened Lease |
N |
Y |
Y |
| 10 Dealer Rental |
N |
N |
N |
| 11 Subvened APR |
N |
N |
Y |
| 12 Standard Lease |
N |
Y |
N |
| 13 Dealer Company Service |
N |
N |
N |
| 14 Standard Balloon |
N |
N |
N |
| 15 Subvened Balloon |
N |
N |
Y |
| 16 Deferred APR |
N |
N |
Y |
| 17 VIP/Misc 1 |
N |
N |
N |
| 18 Misc 2 |
N |
N |
Y |
ELIGIBLE & INELIGIBLE UNITS
Eligible Units:
| (A) |
All new and unused Isuzu vehicles sold, reported and registered during the program period, unless otherwise specified in the program rules. |
| (B) |
Demonstrators, if sold, reported and registered to a retail customer during the program period. |
| (C) |
Units sold to a dealership's separately owned leasing company, reported and registered with the state during the program period. It's the selling dealership's responsibility to ensure units sold are not intended for resale. A vehicle is considered leased when the delivery date reported via the Isuzu Dealer Communications System appears on an enforceable lease agreement and the lease agreement is signed for a period of at least (6) months between an individual and the dealership or the dealership's separately owned leasing company. To be eligible, the leasing company must list the name of the lessee on the back of the user card to make its records available for audit. |
| (D) |
All qualifying dealership-based Isuzu fleet sales (those units not receiving bid assistance) during the program period. |
Ineligible Units:
| (A) |
Units sold for the purpose of resale by the purchasing company (as determined by a review of the dealership's records). |
| (B) |
Demonstrators placed into service by the dealership, whether registered or not. |
| (C) |
Units transferred from one dealership to another are not eligible for the transferring dealership, but are considered eligible sales for the retailing dealership when retailed. |
| (D) |
Used units. |
| (E) |
Units paid on or counted in any previous Isuzu incentive program. |
| (F) |
Units not wholesaled by Isuzu Motors America, Inc. |
| (G) |
Units sold by anyone who is not an authorized Isuzu dealership. |
| (H) |
Units sold by the selling dealership are not transferable to the buying dealership when a dealership buy/sell occurs. |
| (I) |
Isuzu courtesy delivery units including but not limited to game show prizes, sweepstakes awards, and any additional promotions as defined by the Isuzu Marketing Department. |
| (J) |
Units sold during the program period, but not reported to Isuzu until after the grace period. |
| (K) |
Any model lines or model years that are not outlined in the particular incentive program rules as being eligible to receive incentive payments. |
| (L) |
Subvened units, if excluded in the "Official Program Rules"
(e.g.: Sales Type Code 09, 11, 14, 16 & 18). |
GRACE PERIOD
Dealerships will have a grace period of 60 days after the retail date of the vehicle for resolving all late and/or incorrect reporting problems.
Solving RDR Reporting problems:
Late reporting - simply process the RDR
Incorrect Sales Type Code entered - call your Isuzu Zone Manager and request that the correction is made. A retail credit is NOT necessary in this situation.
Incorrect Social Security number entered - call your Isuzu Zone Manager and request that the correction is made. A retail credit is NOT necessary in this situation.
You will receive your Program Performance Report twice a month: after the mid-month processing and after the month-end close processing. Review this report carefully and in a timely manner. It details the VINs you have reported sold, amounts paid and/or reason for lack of payment. Compare this report to your dealership records. If a discrepancy or error exists, fix it.
Accurate and timely sales reporting are the keys to your dealership being paid accurately and quickly.
The 60-day grace period also applies to Dealership, Sales Manager and Sales Representative enrollments. Payments will be made retroactively for 60 days.
Exceptions after the 60-day grace will NOT be accepted.
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