The challenge
Earning an incentive is not the same as receiving it
The brand runs sales incentive schemes across its retail network, and the qualification side was already under control. It knew which consultant had hit which target, what they had earned, and when the payout was approved. What it did not have was a way to put that money in their hands.
The people earning these incentives are sales consultants working at 19 independently operated dealer groups spread across the country. They sit outside the brand's payroll, which leaves two conventional ways to pay them, and both stretch the gap between qualifying for an incentive and receiving it - the gap where its motivational value drains away, with no way for the brand to see it happening:
- Paying through the dealer - routing money through each dealership's own finance process is slow, varies by dealer, and gives the brand no line of sight into whether a consultant was actually paid
- Paying directly by hand - running individual transfers from the brand side means collecting and holding account details for hundreds of people, and building a reconciliation trail that grows with every new dealer, scheme, and quarter
The solution
From a qualified incentive to money in the account
Commissions and incentive points are calculated in the brand's own commission management platform, which stays the system of record for what each dealer has earned. When a dealer is ready to redeem, a SSO handoff moves them into the Xoxoday Plum marketplace with their balance already in place, so there is no second login and no separate credentials to provision across the network.
Inside the marketplace, the dealer decides how to take the money: UPI, or a direct transfer to a bank account. Plum settles the payout through an integrated payouts API and writes the transaction to a ledger covering all 19 dealer groups.
Three design choices made it work at this volume:
- The recipient picks the rail - the consultant selects UPI or bank transfer at the point of redemption - no administrator decides on their behalf, and no one has to raise a request to change it
- Fulfillment is automated - every payout is fulfilled through an API rather than a batch file or a manual transfer, so a redemption request and a settled payment are part of the same flow
- Reconciliation runs from one ledger - every transaction carries the dealer entity, the recipient, the amount, the rail, and the settlement status, so finance reconciles the whole network against one source
The results
753 redemptions worth ₹2.9 crore in five months
Between April and September 2026, dealer sales consultants redeemed their incentives 753 times through a single governed channel, on 106 separate days, across 19 independently operated dealer groups. The brand set up a payout process for none of them.
For frontline retail staff earning performance incentives, catalog breadth is not what drives redemption. The ability to take the money as money is. What made this work is that cash reached hundreds of people outside the brand's payroll, with governance, visibility, and reconciliation built into the same channel.
₹2.9 Cr+
Total incentive value redeemed
753
Redemption transactions in five months
100%
Of redemptions taken as cash payout
- Q1 FY26-27 - 331 transactions worth ₹1.08 crore across 169 active redeemers
- Q2 FY26-27 - 422 transactions worth ₹1.82 crore across 232 active redeemers, in the shorter of the two windows
- Quarter on quarter - volume up 27%, value up 69%, participation up 37%, showing the channel spread through the dealer network rather than concentrating among early adopters