A spiff is a short-term bonus paid on top of commission. Dealerships or manufacturers offer spiffs for selling specific units, moving aged inventory, or hitting a weekend or month-end target. They are announced fast and expire fast.
Why it matters for follow-up
A spiff tells you exactly which units the store needs gone, which means you know exactly which customers to contact. Every shopper who drove that model, asked about it, or left over its price is a follow-up target. The rep who works the spiff units first collects bonus money that everyone else leaves on the table.
"There's a spiff on the leftover 2025s this weekend. I'm texting everyone who drove one last month."
Know who to text the minute a spiff drops.
PocketRep is an AI-assisted follow-up app for individual automotive salespeople. Your customer notes are searchable by vehicle, so when a spiff hits, you know exactly who looked at those units. You review every message. You send every message.
Written by Eddie Ponce, founder of PocketRep and automotive sales professional with nine years of experience.