Vroom vroom heroes 2013

VROOM VROOM HEROES

Date 31st July 2012

Dealer Contest 2012-13

Internal - General Title: Dealer Contest 2012-13

• In order to support dealers efforts in improving retails, dealer contest

is proposed covering a period of five months, starting Aug’12 till

Dec’12.

• The dealers will be classified into four categories basis despatches

made during the year 2011-12.

• Active J4H dealers will form a separate 5th category.

• The performance will be evaluated on the following parameters on

monthly basis,

– Retail Performance

– Financial Discipline

– Customer Enquiry Management

There is a Hero within You


The retail performance of Dealer & active J4H dealer will be evaluated basis

Retail Index

• Retail Index is a parameter that evaluates both %age growth and the volume of

growth in retail.

• Retail index = % growth in retail x actual increase in volume

– 1 mark for every 10 indices

– ‘0’ mark if no growth or decline in Retail.

Retail Performance


Retail Score – illustration (one month)

Retail 11-12 Retail 12-13 Growth - Volume Growth - %age Retail Index Score

H 1450 1813 363 25% 91 9.06

H 1200 1560 360 30% 108 10.80

E 900 1305 405 45% 182 18.23

E 850 1063 213 25% 53 5.31

R 700 1015 315 45% 142 14.18

R 650 975 325 50% 163 16.25

O 450 585 135 30% 41 4.05

O 425 616 191 45% 86 8.61


Financial discipline of the dealer & active J4H dealer will be evaluated basis following parameters.

– Maintain 15 days (7 days for metro dealers) paid stock during Credit Policy Checks, done twice a month.• If maintained, bonus 1 mark for each instance of check• If not maintained, negative 1 mark

– Remit Fund to HMCL equivalent to retails reported (calculated at Rs.35,0000 / Vehicle) within the calendar month.• If remitted bonus 1 mark during each contest month• If not remitted, negative 1 mark.

Financial Discipline


The Dealer & active J4H dealer performance on Customer Enquiry

Management will be evaluated basis Customer Enquiry Conversion.

• The data available in Hero Connect Application shall be used to evaluate dealer

performance.

• Those dealers & active J4H dealer who are yet to Go-Live on Hero Connect shall

maintain & update the customer enquiry data as per format supplied.

• Minimum conversion ratio for bonus score is 15%

– Conversion above 15% is awarded bonus 1 mark

– Conversion less than 15% is awarded negative 1 mark

Customer Enquiry Management


Eligibility Criterion• All Dealers activated on or before 1st Apr’12• Minimum actual despatch of 2400 Two wheelers in 2011-12 (Calculated

as an average month volume of 200 per month during the active month)• All active J4H dealers

Disqualifiers• Issues on customer satisfaction/Complaints• Infrastructure issues• Legal/Constitutional issues• Funds diversification cases • Low Business performance• Irregular/Periodic suspension of business operation-Last year and This

year• Non-adherence to company policies & other related issues

Vroom Vroom Heroes


Categories are defined as per actual despatch during FY 2011-12

H More than 12001E Between 9001 to 12000R Between to 6001 to 9000O Up to 6000

Note – Active J4H dealers will form a separate 5th category.

Dealer categories


Winner’s Prize

A Trip Abroad


Vroom Vroom Heroes

CAT Total Despatch during the year 2011-12 Winners

H > 12001 70

E >9001 < 12000 60

R > 6001 <9000 40

O < 6000 25

J4H Active Dealers 5


Super HeroContest for “Dealer Sales Executive”


Objective

• Motivate the Dealer Sales Force and to Energise the Complete Channel.

• Enhance Engagement with Customers.


Super Hero

• The contest would run parallel to the Dealer Contest

• All Sales Executives from the 200 winning dealerships (including 5 J4H

dealerships) would be eligible to participate in a Knowledge & Skill test.

• The test would include,

– Written Examination (50 %)

– Demo & Role Plays (50%)

• Basis this test scores, top 50 Sales Executives, will be recognised as ‘Super Hero’

and will be specially recognised.

Thank You

Documents

Vroom vroom heroes 2013