Welcome back to the yearly APO 101 Club Incentive program, focusing on driving forward the Used car business in the region and rewarding performance excellence within the retailer network.

The focus this year is to maintain growth of our APO area of the business. That means there will continue to be a lot of focus around Trade-In initiatives to supply our Used car businesses and support our new car sales activities. There will be VME available to support you with these customer loyalty initiatives and this must take preference where possible versus cash-based incentives through tactical! Trade-In and customer loyalty programs remain a business priority for JLR.

As with every 101- program, 100% does not score you anything!
Over achievement across the KPI’s is the only way to score points.
The scoring system has been continually reviewed over the past few years to ensure fair weighing between the markets in terms of volume & KPI targets and overall market size. Targets from the offset will be based on your approved BP numbers in regard to APO volumes, regional average target objectives on Trade-In and FS Used business. The scoring system this year has been simplified further to give all markets the same opportunity to engage in the program and deliver the results.

FY26 Points scoring system

APO Sales Performance (40% of Total Points weighting)
<100% of BP = 0 Points
101 – 115% = 30 Points
116 – 125% = 70 Points
+126% = 90 Points
*Note there will be no deviation from BP Targets in FY26

Trade-In Performance (30% of Total Points Weighting)
<15% of New car sales = 0 Points
16% – 20% of New car sales = 20 Points
21% – 25% of New car Sales = 50 Points
+26% of New car sales = 70 Points
* Note New car sales are classed as the following only Retail tags on Vista:
Individual, Affinity

FS Used Performance (20% of Total Points Weighting)
<15% FS Pen Rate on APO cars = 0 Points
16% -25% FS Pen Rate on APO cars = 20 Points
26% - 35% FS Pen Rate on APO Cars = 50 Points
36%+ FS Pen Rate on APO cars = 70 Points

Timely Data Accuracy submission on to APO tracker (10% of Total Points Weighting)
<100% Data accuracy & late reporting (either or both) = 0 Points
100% Data accuracy & timely submission every month = 30 Points

• All retailer’s Used car teams are eligible to participate in this incentive program.
• Two divisions of markets with their own prize pots include markets based on the annual sales volume target
(Division 1 if the annual target is more than 150 units, Division 2 if less than 150 units).

Division 1		Division 2
Iraq KSA Morocco	Qatar UAE	Armenia Azerbaijan Bahrain Egypt Georgia Jordan Kazakhstan	Kuwait JAG Kuwait LR Lebanon JAG Lebanon LR Oman Palestine

There are cash prizes this year which can be used for anything the winner(s) choose but must be purchased first through each Retailer business and then claimed by invoice to JLR regional office, with the associated evidence the funds were allocated to the official prize winners or team. Separate comms to Retailer Finance departments can be sent by the regional office, on request, if further clarification is required on the claim process.

Division 1	Division 2
1st Prize $25,000 2nd Prize $15,000	1st Prize $12,000 2nd Prize $8,000 3rd Prize $5,000

Best of luck with this Year’s APO 101 Club program!