2. There is a Hero within You
• 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
Internal - General Title: Dealer Contest 2012-13
3. Retail Performance
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.
Internal - General Title: Dealer Contest 2012-13
4. 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
Internal - General Title: Dealer Contest 2012-13
5. Financial Discipline
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.
Internal - General Title: Dealer Contest 2012-13
6. Customer Enquiry Management
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
Internal - General Title: Dealer Contest 2012-13
7. Vroom Vroom Heroes
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
Internal - General Title: Dealer Contest 2012-13
8. Dealer categories
Categories are defined as per actual despatch during FY 2011-12
H More than 12001
E Between 9001 to 12000
R Between to 6001 to 9000
O Up to 6000
Note – Active J4H dealers will form a separate 5th category.
Internal - General Title: Dealer Contest 2012-13
10. Vroom Vroom Heroes
Total Despatch during the year
CAT Winners
2011-12
H > 12001 70
E >9001 < 12000 60
R > 6001 <9000 40
O < 6000 25
J4H Active Dealers 5
Internal - General Title: Dealer Contest 2012-13
11. Super Hero
Contest for “Dealer Sales Executive”
Internal - General Title: Dealer Contest 2012-13
12. Objective
• Motivate the Dealer Sales Force and to Energise the Complete Channel.
• Enhance Engagement with Customers.
Internal - General Title: Dealer Contest 2012-13
13. 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.
Internal - General Title: Dealer Contest 2012-13
