Posted by u/commission_curious
Do spiff programs actually work?
Answered by Ask a Shop Owner ·
Thinking about adding spiffs on accessories (UV lights, filters, IAQ). Does it move the needle?
u/askashopowner Owner-business owner advisor
Top answer
Yes, if the spiff is meaningful. $20 per UV light does not motivate anyone. $75 to $125 per UV light does.
Set a base attach rate first. Track for 30 days. Then set the spiff to reward performance above the base. Techs who were already selling get a raise, techs who were not have a reason to try.
Change spiffs every 90 days. Focus on the one accessory that has the highest margin and lowest install time. Same spiff for a year turns into background noise.
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