APO 101 Club
Incentive Program

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

As normal business and lead times begin to return to some normality, the focus this year must be to increase our APO/Used car volumes back to the volumes we use to deliver prior to Covid!
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 weighting 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.

24/25 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 24/25

Trade-In Performance (25% of Total Points Weighting)
<10% of New car sales = 0 Points
11% – 18% of New car sales = 20 Points
18% – 25% of New car Sales = 50 Points
+26% of New car sales = 70 Points
* Note New car sales is classed as the following only Retail tags on Vista:
Individual, Affinity

FS Used Performance (25% of Total Points Weighting)
<10% FS Pen Rate on APO cars = 0 Points
11% -20% FS Pen Rate on APO cars = 20 Points
21% - 30% FS Pen Rate on APO Cars = 50 Points
30%+ 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 Used car teams are eligible to participate in this incentive program.
• APO Sales Performance figures will be extracted from the APO online tracker ONLY!
• Trade-In Data will be extracted from the APO tracker and calculated against Monthly Vista registrations.
• FS Used Car Penetration rates will be calculated from the monthly FS reporting files / CXP.
• Data accuracy is measured from the APO tracker for Used/Trade-in activity and includes all required KPI reporting. FS Used data will be extracted from the CXP upload files.

• Points scored are accumulated on a monthly basis and communicated via this Website/ WhatsApp Group.
• Total Points at the end of March 25 determine your position in the overall standings.
• Performance on this 101 Program is separate to your scoring on the REP program.
• Each KPI scoring is separate, so you can score in each individual area.
• pot audits on data quality & integrity will happen once a quarter.

There are 4 cash prizes this year that can be used through pre-allocated travel agencies to be used on Flights, Hotel Bookings, Short Breaks & Staycations, excursions, tickets to events or Holiday packages of the winner’s choice to the value of...

1st Prize $25 000

2nd Prize $15 000

3rd Prize $5 000

4 x Quarterly Spot prizes - $5,000 Value.
KPI/Target measure will be announced prior to each quarter start.

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