In the automotive industry, many programs are built based on best practices. But OEMs—and the program leaders behind those initiatives—understand that programs built on standards alone often fail to gain traction across complex, diverse dealer networks. What works in theory does not always work in practice, and what succeeds for one brand may miss the mark for another.
The most effective OEM programs start with questions, not assumptions. They are intentionally designed around real goals, real dealer conditions and the human behaviors that drive performance—so program leaders can launch with confidence, not guesswork.
With decades of experience designing and optimizing OEM programs, Maritz knows that impact begins long before execution. It begins with strategy.
Too often, solutions are selected before success is clearly defined. A challenge is identified, a solution is deployed and dealers are expected to adapt—leaving OEM program managers responsible for adoption, results and justification after the fact.
Maritz takes a different approach. Our work is grounded in discovery, validation and real-world insight, helping OEM program leaders reduce risk, identify friction points early and validate assumptions before programs scale. The result is initiatives that are aligned, adaptable and built to perform—backed by clarity the organization can stand behind.
That is why every Maritz engagement begins with a critical discovery phase.
A Discovery-Driven Approach to Program Design
Before assessments are built, training is developed or digital marketing strategies are activated, we guide OEMs through a structured discovery process—often referred to as a design lab—that ensures solutions are grounded in reality and designed to deliver provable outcomes.
This process is designed to answer the questions OEM program managers are ultimately accountable for—questions that shape not only program design, but executive confidence and long-term success. These may include:
- What outcomes matter most to the organization right now—and how will success be defined, measured and communicated?
- Where are dealers genuinely struggling? Are there deeper behavioral or structural challenges causing these struggles?
- Which dealer and field behaviors are accelerating performance, and which are creating friction or inconsistency?
- How do regional structures, market conditions and field teams influence adoption and results?
- What risks need to be addressed before the program scales?
Answering questions like these upfront allows OEMs to move forward with clarity and confidence. Programs are not only better designed—they are easier to defend, easier to manage and far more likely to deliver results that program leaders can stand behind, internally and externally.
Listening to the Entire Ecosystem
Effective program design requires input from across the organization. During discovery, we gather qualitative and quantitative insights that could include the following:
- Interviews with OEM program leadership and related department leaders
- Conversations with regional and field representatives
- Direct feedback from dealers and dealer operators
- Review of existing performance data and reporting structures
This multi-perspective approach surfaces inconsistencies, reveals hidden barriers and builds alignment before the program takes shape—giving OEM program managers a stronger foundation for buy-in, execution and long-term success.
Designing With Behavior in Mind
Data shows what is happening. Behavior explains why.
At Maritz, behavioral science is embedded into how we design solutions. Through discovery, we examine how people actually make decisions, adopt change and engage with programs—especially in high-pressure, high-variability dealership environments.
This behavioral lens helps us:
- Identify adoption and engagement friction early
- Understand motivation across dealer segments
- Design communications, training and incentives that drive participation
Rather than assuming compliance, we design programs dealers will actually use—making it easier for OEM program leaders to achieve results without constant course correction.
From Insight to Intentional Design
Discovery does not end with a report. It informs every decision that follows.
Based on what we learn, we help OEMs intentionally design programs that reflect their specific goals, dealer network dynamics and performance expectations—while creating the measurement clarity program managers need to demonstrate effectiveness.
Assessments Built for Relevance
Rather than relying solely on generic benchmarks, Maritz assessments are tailored to align with each OEM’s brand strategy and dealer realities. Metrics are chosen because they matter—not just because they are commonly measured.
This ensures assessments:
- Reflect true performance priorities
- Deliver insights dealers can act on
- Create consistency without ignoring operational nuance
- Provide credible, defensible reporting OEM leaders can stand behind
Automotive Training Designed for Real-World Application
Training programs are most effective when they meet dealers where they are. Discovery-driven design ensures training content reflects items such as:
- Actual workflow challenges
- Observed skill gaps
- Regional and market-level differences
The result is training that feels practical, credible and relevant—driving stronger adoption and sustained behavior change that OEM program leaders can point to as measurable progress.
Digital Marketing Designed for OEM Goals—and Dealer Execution
Digital strategies often fall short when they make assumptions about the dealer network’s capabilities or when they fail to account for the specific goals of an OEM initiative. Through discovery, we first clarify what the OEM is trying to achieve, whether that is driving awareness for a brand campaign, supporting a specific program or initiative, promoting an event, or improving ongoing digital performance.
From there, we determine the right level of execution. In some cases, Maritz delivers digital marketing directly on behalf of the OEM. In others, we design and enable dealer-level execution where it adds the most value.
This flexible approach allows us to design digital marketing programs that:
- Align to OEM strategy, timelines and success metrics
- Support specific campaigns, events, initiatives or programs
- Scale to dealer execution when appropriate, based on readiness and capability
- Respect regional and market nuances
- Optimize performance through behavior-informed engagement strategies
- Deliver results OEMs can confidently measure, communicate and defend
By grounding digital strategy in discovery and real-world conditions, we help OEMs achieve consistency, accountability and impact—without forcing a single execution model across every situation.
Testing, Validation and Optimization
Design does not stop at launch.
We test assumptions, identify outliers and validate reporting consistency early—before programs scale. This gives OEM program managers confidence that results are accurate, comparable and actionable.
Through ongoing measurement and optimization, programs continue to evolve as conditions change—protecting OEM investment and reinforcing program credibility over time.
Custom Care Without Complexity
Customization does not mean chaos.
By following a disciplined, discovery-first framework, Maritz helps OEMs achieve consistency at scale while preserving relevance and flexibility. Programs are designed to be repeatable, defensible and adaptable—supporting long-term value for OEMs, dealers and the program leaders accountable for their success.
Designed With Purpose. Delivered With Impact.
At Maritz, customization is not about building something different for the sake of it. It is about building the right solution—by design.
By putting strategy first, grounding programs in real-world insight and designing with human behavior in mind, we help OEMs—and the program managers behind them—drive stronger alignment, deeper engagement and measurable performance across their dealer networks.
Because the best programs don’t start with best practices.
They start with your reality.
Let's Get Started by Asking the Right Questions
Connect with Maritz to discuss your goals and explore how a discovery-led approach can help you design programs that perform—and prove their value across your organization.
