How an Incentive Ignited Momentum in One Financier’s Dealer Channel

How a Fortune 500 financial institution transformed their incentive strategy and drove loan volume and achieved 254% ROI.

Three years of flat loan volume had one Fortune 500 financial institution seeking a partner to help change the trajectory of its business among F&I Managers at auto, RV and marine dealerships. Heavy dependence on top-performing dealers and stale cash-for-contract incentives weren’t working, and they looked to ITA Group for new, innovative strategies to drive loan volume. The result? A 254% ROI.

dealer incentive program technology platform on laptop

Giving Dealers a Reason to Engage

Fighting for dealers’ attention meant an edgy approach to communication. An award-winning, segmented campaign driven by on-target strategy compelled dealers to engage, then motivated them to increase loan production, ultimately leading to billions in increased loan volume.

Flexibility at the Forefront

Audience segmentation was key, and a user-centric technology solution accommodated varied messaging, goals and metrics for three different segmented audiences earning at three different levels. And, it was built using scalable design that allowed for future growth. 

A Unique, Personalized Awards Experience

The award strategy featured an online redemption mirroring a retail experience. Beyond brand-name merchandise, the selection featured a catalog customized for dealer tiers and access to custom travel awards, charitable giving and college tuition reimbursement, and personal-shopper service.

Through the program, I scored tickets for my wife and me, and my parents, to a SOLD-OUT Jimmy Buffet concert! Unforgettable.

Program Participant


Increased loan volume in the billions. Off-the-charts ROI. And a very engaged and loyal channel. ITA Group continues to prove that when your people are aligned with your mission and fully engaged, they will be unstoppable.

Enrolled dealers out-performed non-enrolled dealers by 95%. That’s billions in increased loan volume.

254% ROI in the first 10 years of operation.

89% of enrolled dealers who said the program motivated them to increase loan volume.