It’s a set amount and incentives, Motability has a back office system linked to every dealership called MDP (Motability Dealer Partnership) every stage is a payment, but they also get penalised, if a dealership fulfills its obligations then from memory I believe (and I may be wrong as I’m sure someone will correct me) it’s £580 combined stages they then get follow up payments for services etc, but they also get fined or have to cover costs for delays etc, salespeople as individuals are not that keen on Motability because they only get a set amount and can not earn extra for finance etc. The reason some dealerships offer discounts over others is because of targets, to be a franchise for a manufacturer you have to commit to certain sales to receive a set discount, if they don’t hit targets then the basic price goes up. So if timings suit or if sales are needed to hit targets deals are available, some will even take a loss because overall it’s about quarterly and yearly targets,
example if a dealership receives X amount discount if they sell say 150 cars a year but the manufacturer gives them less discount if they sell less then it pays for the dealerships to hit targets and the reason some pre register cars