Another year has flown by and once again another amazing regional performance on Used Car business across the board! As a region we hit 3275 APO units, 2nd Highest volume since the program began here in the MENA region. Full credit goes to you, the retailers and your teams and the continued focus you demonstrate on this side of your business.

The focus this year is to maintain steady growth in what we know will be a very challenging year! Whilst New car volumes will drop, there should still be an opportunity to continue the growth in the Trade-In space in regard to pen rates. This will be supported heavily by us at the regional office. Customer loyalty programs will remain at the forefront of our regional focus.

As with every 101- program, 100% does not score you anything!
Over achievement across the KPI's is the only way to score points.
Targets are based on your approved BP numbers in regard to APO volumes, regional average target objectives for Trade-In and FS Used business.

FY27 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 any deviations from BP volumes is subject to separate approval from JLR Regional team.

Trade-In Performance (40% of Total Points Weighting)
<15% of new car sales = 0 Points
16% - 25% of new car sales = 40 Points
26% - 30% of new car sales = 70 Points
+30% of new car sales = 90 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

• All retailer's Used car teams are eligible to participate in this incentive program.
• Two divisions of markets with their own prize pots.

Division 1		Division 2
Kazakhstan KSA Morocco	Qatar UAE	Armenia Azerbaijan Bahrain Egypt Georgia Iraq Jordan	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!