We walk into a casino every month when we get our stair-step objective. That is exactly what it is. The OEM sets a target you did not negotiate. The target changes based on factors you do not control. If you hit it you get paid. If you miss by one unit you get nothing or significantly less. The margin between hitting and missing can be fifty thousand dollars or more depending on your volume tier. So you spend the last week of every month in a panic, cutting deals you should not cut, taking trades you should not take, and stretching terms you should not stretch, all to hit an arbitrary number that some regional manager put in a spreadsheet. Then the OEM adjusts the target next month and you do it again. This is not a partnership. It is a system designed to transfer risk from the manufacturer to the dealer while keeping the manufacturer's margin intact. I have been in this business for eighteen years and nobody has ever been able to explain to me why this is the right way to run a distribution network.