IDT IMPROVEMENT

Review performance IDT & Launching OBP V2

IDT GATHERING 2019

 Today’s Agenda

BACKGROUND & PURPOSE

1 Latar belakang & tujuan diadadakannya program
IDT
IDT REVIEW 2018 – JUNE 2019
Review performance IDT Sales & After Sales Jan
2018 – Juni 2019 2
ONLINE TEST REGULER REVIEW
3 Score & tingkat partiipasi online test Dealer selama
2018 – Juni 2019
ON BOARDING PROGRAM V2
Improvement OBP V2 dibandingkan OBP V1
sebelumnya
4
5 E-LEARNING
Launching new modul E-Learning Aftersales

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

01 Background & Purpose
 Latar belakang  Tujuan IDT
1. Develop 3S Trusted People -> True Business Partner for Customer
2. Keep & Maintain “Trusted People” Star Employee in dealers by set up Standard KPI, Benefit and Career
Path/Grading in dealers
3. Create Training System in Dealers for Humanity Dev. & Establish Hino Academy

2016-2018 2019-2021 2022-2025

NEW ERA

Enabling Internal DLR Motivating & Retaining Establish HINO Trusted

Development DLR Manpower People ACADEMY
1. IDT Program 1. Mechanics Grading 1. Professional Certification
2. >150 Trainers in DLR 2. Promotion SOP & System for Public Training (DLR &
3. Recruiting HR-SOP 3. EURO-4 Certification Customer)
4. On Boarding Program 4. True Business Partner 2. Edutainment (Digital
5. Telematic Activation Learning Center)

Building Collaborating Public Training Program

True Business Partner
Untuk membuat pelangan loyal, mari kita kembangkan “True
Business Partner”!
Kami akan menyediakan program pelatihan

Sales Consultant
Sales Konsultan Salesman
Salesman

Menawarkan produk yang paling sesuai (Chass

is + Body) untuk memaksimalkan operasional
True Business Partne pelanggan
r

Konsultasi
Vehicle Manajemen
Management Field Advisor
Kendaraan
Consultant Parts Salesman

Menawarkan program terbaik TS untuk m

Program Spesial eminimalkan downtime pelanggan
Training (Tim 3S)
 01 New Employee

IDT Gap Competency

02
BACKGROUND

03 High Turn Over

 Dealer mampu melaksanakan
01 kegiatan internal training untuk 3S
Salesman & Mekanik

Meningkatkan pengetahuan
IDT 02 produk & kemampuan menjual 3S
Salesman
PURPOSE
Mengurangi tingkat turn over 3S
03 Salesman di Dealer

Menciptakan Salesman existing

04 untuk menjadi True Bussiness
02 IDT Review
 IDT Sales  IDT Aftersales
 IDT Review
IDT PIC (HO VS Branch)
Technician Salesman
Dealer
Policy 2019 :
Total No of Total No of
Dealer PIC IDT
Coverage
Dealer PIC IDT
Coverage Dealer 100%
HO 41 DLR 40 97.5 % 41 DLR 31 76%
conduct IDT Training
Not yet have dedicated IDT
in HO and Branch
Branch 122 DLR 40 33%
from Branch
IDT Result
Technician Salesman

Dealer Score Score No of Contract IDT Activity

No of No of
Growth Growth Growth made Salesman
Trained Trained
Pre Test Post Test Pre Test Post Test Before After Knowledge &
Performance
HO 264 52.3 75.4 45% 118 55 71 30% 0.7 1.1 0.4
Increased
Branch 19 63.8 84 33% 64 49 67 37% 0.9 1.4 0.5
 Bagaimana dengan
aktivitas IDT di Dealer
Lets Review……
 Evaluated IDT Activity

01 Implementasi IDT 4X/tahun

Mengirimkan laporan
02 • Sales :
TNA
Sales Funnel
Laporan Aktivitas

• Aftersales :
TNA
Laporan Aktivitas

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Sales Implementation 2018
> 50%

100% 100% 100% 100% 100% 100% 100% 100%

75% 75% 75% 75% 75% 75% 75%

CLM DGMI IPNA NPI PPR PPK RMM VB AP BJI CKMN IPNM KMS MPM PMA

Pertahankan & terus tingkatkan aktivitas internal training di Dealer

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Sales Implementation 2018
< 50%

50% 50% 50% 50% 50% 50%

38% 38%
33% 33% 33%
25% 25% 25%
20%
13%
10%

CSBI HAM JIM MPS PLR TIU HMM NPI AMP IPNJ IPNS ABP IST KAK DCM GRM CMC

Mohon laksanakan kegiatan IDT di Dealer dan kirimkan laporan ke HMSI

sesuai schedule yang telah ditentukan!

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Sales Implementation 2019
> 50%
100% 100% 100% 100%

50% 50% 50% 50% 50% 50%

CLM GLM IPNA RMM PPR PPK ICP IST JIM NMM

Pertahankan & terus tingkatkan aktivitas internal training di Dealer

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Sales Implementation 2019
< 50%

Please conduct IDT

33% 33%

25% 25% 25% 25%

20%
17%
14% 13% 13% 13%
10%

0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%

Mohon laksanakan kegiatan IDT di Dealer dan kirimkan laporan ke HMSI

sesuai schedule yang telah ditentukan!

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Technician Implementation 2018
> 50%

100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

67 67 67 67 67 67 67 67 67 67

Pertahankan & terus tingkatkan aktivitas internal training di Dealer

Hino Ways, Common Rail, and Product Knowledge

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Technician Implementation 2018
< 50%

33 33 33 33

Please conduct IDT

PT. KAK PT. CSBI PT. IPN A PT. PBR PT. ICP PT. PPK PT. NPN

Mohon laksanakan kegiatan IDT di Dealer dan kirimkan laporan ke HMSI

sesuai schedule yang telah ditentukan!
Hino Ways, Common Rail, and Product Knowledge

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Technician Implementation 2019

> 50%

100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT. PT.
KMS CMC TIU VBM GRM HMM KMSA DGMI NPI IPN - DCM ABP IPN - PPR MPM – AMP RMM AAJ NMM IST KMSB
JKT SBY SOLO

Pertahankan & terus tingkatkan aktivitas internal training di Dealer

Chasis&Maintenance & Basic Electrical

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

IDT Technician Implementation 2019

< 50%
50 50 50 50 50 50 50 50

Please conduct IDT

Mohon laksanakan kegiatan IDT di Dealer dan kirimkan laporan ke HMSI

sesuai schedule yang telah ditentukan!
Chasis&Maintenance & Basic Electrical

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

03 Online Test Regular Review
 Online Test 2018  Online Test 2019
 Tujuan & Point of Improvement

Maintain, Resfreshment & meningkatkan

pengetahuan produk, selling process dan
pengetahuan lainnya yang mendukung Point of
kinerja seluruh tim frontliner Dealer Improve 2018 2019
ment
Dealer & HMSI mengetahui sejauh mana Peserta Hanya untuk Untuk seluruh
Salesman & frontliner Dealer,
pengetahuan yang dimiliki oleh tim Junior Technician total 13 posisi
frontliner 4x/tahun 2x/tahun
Frekuensi

Sebagai informasi penting dan data untuk Server Koneksi sering Tidak ada
terhambat masalah koneksi
melakukan improvement terhadap
pengetahuan tim fronliner Dealer

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Online Test 2018
High Participant Ratio 3S > 50%
100%

90%

80%

70%

60%

50%

40%

30%

20%

10%

0%

Sales Service Sparepart

Pertahankan & terus tingkatkan partisipasi online test

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Online Test 2018
Low Participant Ratio 3S < 50%
100%

90%

80%

70%

60%

50%

40%

30%

20%

10%

0%
MPM NPI NPN DMI GRM PBR VBM NMM IPS ABP ARM CMC HMM BJI PPR HAM AMP AAJ MPS

Sales Service Sparepart

Tingkatkan partisipasi online test.

Online test merupakan salah satu item penilaian audit!

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Online Test 2019 – June

Result
Participant
No. Category CRS Score
HO Branch Total Score
1 Sales DUTRO 355 376 732 59,5 61,3
87% 85% 86%
2 Sales RANGER 92 102 194 63,3 64,6
3 Junior Tech 99 79% 60 91% 160 83% 67,7 66,5
4 Senior Tech 68 69% 32 80% 101 73% 63,1 66,3
5 Prof Tech 19 56% 12 92% 31,6 67% 61,3 64,8
6 CCO 36 92% 20 100% 56,9 96% 76,8 78,9
7 Service Advisor 75 89% 40 98% 116 93% 77,3 80,7
8 Field Advisor 42 89% 19 100% 61,9 94% 70,5 75,8
9 Part Fleet Sales 44 98% 21 95% 66 98% 74,9 67,2
10 Part Counter 25 93% 8 80% 33,9 92% 77,6 70,1
11 Partshop Sales 28 93% 9 90% 37,9 95% 66,5 62,7
12 Inventory 34 97% 7 70% 42 93% 76,2 71,2
13 Warehouse 73 83% 39 89% 113 85% 70,6 66,3
990 85% 745 87% 1745 86% 69,6 69,0

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Online Test 2019
High Participant Ratio 3S > 80%

100
90
80
70
60
50
40
30
20
10
0

Sales Service Sparepart

Pertahankan & terus tingkatkan partisipasi online test

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Online Test 2019
Low Participant Ratio 3S < 80%
100
90
80
70
60
50
40
30
20
10
0
DMI PMA HAM MPS CLM ICP PBR IPJ AAJ HMM ARM AMP

Sales Service Sparepart

Tingkatkan partisipasi online test.

Online test merupakan salah satu item penilaian audit!

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Next Online Test
Sales Sales Technician Technician Technician SP Fleet PS SP Counter
SA FA CCO Inventory Werehouse
Dutro Ranger Junior Senior Professional Salesman Salesman Salesman
Hino Ways
Keselamatan Hino Selling Hino
Product Fitur Alat Ukur Touble Shooting Product Knowledge
Kerja Credo Skill Credo
Engine
Hino Total
Product Alat Tangan Knowledge
Electronic System Product Knowledge Sparepart Knowledge
Advantage & Alat Ukur And Overhaul
(TICS dan CRS)
Procedure
Komponen Werehouse
Product Full Air Brake Inventory
Product Benefit Tambahan Total Support Knowledge Total Support Knowledge Manageme
Knowledge System Management
Mesin nt
Transmission
Sales Talk & Pengetahuan Knowledge A ABS and ES Sparepart Over Stock
B20 Dealer Connect
Comparation Dasar Elektrik nd Overhaul P Start System Knowledge & ELCB
rocedure
Dasar Chasis
DX-II dan Pulse Tools &
Total Support Perawatan Components Jobdesc & SOP EPC & Part Interchange
Adjuster Facility
Mesin Knowledge
Pengetahuan Full Air Brake Electronic Wiring
Selling Skill Warranty Jobdesc & KPI
Dasar Chassis System Diagram

Common Rail Syatem Common Rail

Sparepart
B20 B20 CNYC Hoyu 5S & Kaizen
Network
Hoyu
Service
Excellent
 Next Online Test

Juni
Desember

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 Kebijakan Online Test

Seluruh frontliner Dealer (13 posisi) WAJIB mengikuti

kegiatan online test

Online test merupakan salah satu item yang akan

diaudit oleh HMSI. Item yang dinilai Partisipasi rasio
online test

HRD, SPV, Branch Manager, IDT Trainer WAJIB

melakukan monitoring online test

IDT Trainer WAJIB melakukan kegiatan training

internal berdasarkan hasil pencapaian kategori
pengetahuan yang mendapatkan nilai paling rendah

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

04 On Boarding Program V2
 Point Improvement
 Apa itu On Boarding Program?

Evaluasi Tujuan :
(3 bulan)

Mempersiapkan Salesman &

On The Job Mekanik Baru agar dapat
Training 01 melakukan pekerjaan sesuai
dengan jobdesknya

Membekali pengetahuan
02 dan keterampilan dasar
Dealer Tour & Self Learning
Class Activity Practical
untuk meningkatkan kinerja

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 PIC & Tanggung Jawab
PIC
T a ng g ung J a wa b
Bra nch IDT
SPV HRD Pes erta
Mg r T ra i ner
Mengikuti seluruh kegiatan OBP ●
Memastikan terlaksananya inclass
●
training
Melakukan presentasi materi
● ●
inclass training
Melakukan monitoring pelaksanaan
● ●
self learning selama 7 hari
Memberikan feedback penilaian &
masukkan dari workbook self ●
learning yang telah diisi
Melakukan monitoring pelaksanaan
● ●
On The Job Training selama 3 bulan
Memberikan feedback penilaian &
●
masukkan evaluasi bulanan OJT
Memberikan rekomendasi
● ●
kelulusan OBP kepada HRD
Memberikan rekapitulasi hasil
penilaian & dokumentasi kegiatan ●
OBP kepada HRD
Mengirimkan laporan kegiatan OBP
●
kepada HMSI
© PT. Hino Motors Sales Indonesia IDT Gathering 2019
 Summary
Summary OBP 3S OBP 3S
Sales Service Sparepart

12% 17%

39%

61%

88% 83%

OBP OBP
OBP
Not Implement Not Implement
Not Implement

New Not
OBP %
Comer Implement

Sales 269 33 236 12%

Tingkat partisipasi OBP masih
rendah, khususnya pada divisi
Service 496 301 195 61%
Sales.
Sparepart 24 20 4 83%

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Sales
OBP OBP
No of No of
Dealer Dealer
New Salesman Not New Salesman Not
Implement Implement
Implement Implement
AAJ 0 0 IST 7 7
ABP 5 5 JIM 0 0
AJN 26 26 KAK 2 2
AMP 4 4 KMS 14 14
AP 27 27 KMSA 3 3
BJI 8 8 KMSB 4 4
CKMN 0 0 MGI 6 1 5
CLM 7 7 MP 10 10
CMC 9 9 MPM 0 0
CSBI 1 1 NMM 2 2
DCM 25 15 10 NPI 0 0
DGMI 14 1 13 NPN 0 0
GLM 1 1 PBR 3 3
GRM 20 20 PLR 2 2
HAM 3 3 PMA 0 0
HMM 7 7 PPK 3 3
ICP 4 4 PPR 4 4
IPNA 5 5 RMM 3 2 1
IPNJ 10 10 TIU 5 5
IPNM 3 3 VB 4 4
IPNS 18 18 Total 269 33 236

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Sales
100% 100%

Please send Tidak ada

Report Progress OBP Manpower Baru
67%
60%
(Mohon
melaksanakan
OBP saat ada
Manpower
baru)

17%

7%
0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%
MGI

GRM
TIU

PLR

KMS

IPNS
IPNM
IPNJ
IPNA
ICP

HAM

CSBI

AMP
BJI

AJN

MPM
PMA
JIM

NPN
NPI
CMC

IST
RMM
DCM

NMM
MP

HMM

CLM
ABP

DGMI
VB

PPR
PPK

KMSB
KMSA
PBR

KAK

GLM

AP

AAJ
CKMN
POINT OF IMPROVE
1. HR Dealer dapat request buku OBP dengan melampirkan nama manpower baru
2. HMSI akan memberikan buku OBP untuk support kegiatan OBP
3. HMSI melakukan improvement OBP V2

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Technician
OBP OBP
No of No of
Dealer Dealer
New Tech Not New Tech Not
Implement Implement
Implement Implement
AAJ 5 4 1 IST 0 0
ABP 9 8 1 JIM 1 1
AJN 5 1 4 KAK 4 4
AMP 9 5 4 KMS 16 7 9
AP 37 21 16 KMSA 6 3 3
BJI 32 7 25 KMSB 10 4 6
CKMN 31 7 24 MGI 12 10 2
CLM 9 7 2 MP 4 1 3
CMC 50 32 18 MPM 7 3 4
CSBI 6 3 3 NMM 7 2 5
DCM 27 16 11 NPI 4 4
DGMI 52 43 9 NPN 1 1
GLM 2 2 PBR 0 0
GRM 11 5 6 PLR 9 9
HAM 9 7 2 PMA 9 8 1
HMM 3 3 PPK 21 17 4
ICP 4 2 2 PPR 20 12 8
IPNA 2 2 RMM 0 0
IPNJ 21 8 13 TIU 5 1 4
IPNM 11 5 6 VB 10 4 6
IPNS 15 15 Total 496 301 195

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Technician
100% 100%
100%
100%
100%
100%

89%88%
83%
Please send
81%80%
78%77% Report Progress OBP Tidak ada Manpower Baru
(Mohon melaksanakan OBP
64%
saat ada Manpower baru)
61%60%
59%
57%
55%
50%50%50%
45%45%44%
43%
40%40%
38%

29%
25%
23%21%
20%20%

0% 0% 0% 0% 0% 0%
IPNS

HAM

CSBI

IPNM

IPNA
NPN
PLR
PMA

MGI

AMP

GRM
HMM

ICP

KMS
MPM

IPNJ
NMM
MP

BJI
AJN
TIU

JIM
NPI
IST

RMM
CLM

CMC
DGMI

DCM

KMSA

KMSB
PPR

AP

VB

PBR
GLM

KAK

ABP

PPK
AAJ

CKMN
POINT OF IMPROVE
1. HR Dealer dapat request buku OBP dengan melampirkan nama manpower baru
2. HMSI akan memberikan buku OBP untuk support kegiatan OBP
3. HMSI melakukan improvement OBP V2

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Sparepart
OBP OBP
No of No of
Dealer Dealer
New Salesman Not New Salesman Not
Implement Implement
Implement Implement
AAJ 1 1 IST 0
ABP 0 JIM 1 1
AJN 1 1 KAK 0
AMP 0 KMS 0
AP 1 1 KMSA 1 1
BJI 0 KMSB 1 1
CKMN 0 MGI 1 1
CLM 2 2 MP 0
CMC 2 2 MPM 0
CSBI 2 2 NMM 0
DCM 4 4 NPI 0
DGMI 2 1 1 NPN 0
GLM 0 PBR 0
GRM 1 1 PLR 0
HAM 0 PMA 0
HMM 2 1 1 PPK 0
ICP 0 PPR 0
IPNA 0 RMM 0
IPNJ 1 1 TIU 0
IPNM 0 VB 0
IPNS 1 1 Total 24 20 4

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 OBP Sparepart

100% 100%
100%100%100%100%100%100%100%100%100%100%100%

Please send
Report Progress OBP Tidak ada Manpower Baru
(Mohon melaksanakan OBP
saat ada Manpower baru)
50% 50%

0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%
AJN

CSBI

GRM
IPNJ
IPNS

MPM

PMA

AMP
JIM

MGI

NPI
NPN

PLR

TIU

IPNM

KMS
BJI

ICP
IPNA
HAM
CMC

DCM

DGMI

IST
HMM

MP

NMM

RMM
AP

KMSA
KMSB

PPK
AAJ

PBR

PPR

VB
ABP

GLM

KAK
CKMN
POINT OF IMPROVE
1. HR Dealer dapat request buku OBP dengan melampirkan nama manpower baru
2. HMSI akan memberikan buku OBP untuk support kegiatan OBP

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

LAUNCHING
On Boarding Program V2
For Sales & Technician only
 OBP V2
Point Improvement :
Item
Inclass Training
Evaluation 3 months
Design
Information Update
Pastikan seluruh New Salesman & Mekanik mengikuti kegiatan On Boarding Program
© PT. Hino Motors Sales Indonesia
Before After
2 Days :
3 Days - Day 1 : Dealer Tour & class activity
- Day 2 : E-Learning & Hearts
Many scoring items More simple & easy understand
Good New design & fit to print A5
No responsibility information Add responsibility information
IDT Gathering 2019
 Evaluasi Bulanan
Bulan I Bulan II Bulan III
KPI Tgl: …………………. Tgl: …………………. Tgl: ………………….
Target Aktual Target Aktual Target Aktual
Jumlah database Customer baru
Jumlah visit
Sales
Jumlah hot prospect
Funnel
Jumlah SPK
Jumlah DO
Kehadiran
Sikap Disiplin waktu
Mengikuti instruksi atasan

HRD
*Dibuat
oleh;
Sales Supervisor

Sales Manager
*Disetujui
oleh;
Branch Manager

*Diisi nama dan tanda tangan

© PT. Hino Motors Sales Indonesia IDT Gathering 2019
 Kebijakan OBP

Seluruh Salesman, Sparepart Salesman & Mekanik baru WAJIB mengikuti kegiatan OBP

Sebagai bukti selesainya OBP maka,

a. Dealer harus melampirkan rapor OBP bersamaan dengan form konfirmasi keikutsertaan training
(FST 1, Sparepart Salesman & Apprentice Technician)
b. Membawa buku manual OBP yang telah dilaksanakan/terisi saat datang mengikuti training

OBP menjadi syarat untuk mengikuti training FST 1, Sparepart Salesman Primary Level & HQS Junior

OBP merupakan salah satu penilaian audit Dealer & dianggap telah menyelesaikan OBP apabila
semua item pada lembar OBP diselesaikan :
a. Terdapat nilai E-Learning
b. Rapor self learning practical terisi & di ttd dengan lengkap
c. Evaluasi kinerja bulanan selama 3 bulan terisi & di ttd dengan lengkap

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 E-Learning
05  E-Learning for OBP Sales
 E-Learning for OBP Aftersales
 WHY?
1 Dealer
Employee
1 IDT
Generation
>1 Branch

Knowledge Your
Management
Job

Technology
4.0
htc.hino.co.id/elearning
1 Masuk ke htc.hino.co.id/elearning

2 Login dengan memasukan User ID dan Password

3
Pilih On Boarding Program -> Sales OBP

Kerjakan Pre Test terlebih dahulu

Kerjakan seluruh E-Learning

• Selling Skill
• Dutro Product Knowledge
• Ranger Product Knowledge
• Total Support

Kerjakan Post Test

06 Action Plan
 Action Plan

Improve IDT activity

01
• Mandatory topic
• Implementasi & send report IDT
4x/tahun
• Support IDT di branch minimal
1x/tahun

Point reward
02
• IDT Activity
• On Boarding Program
• Online Test

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 Mandatory Topic

2019 2020
IDT Jenis Materi
Period 3 Period 4 Period 1 Period 2

Sales Motivation Sales Motivation Sales Motivation Sales Motivation Sales Motivation

Product Knowledge Basic Automotive Dutro Ranger Bus

Sales
Prospecting & Probing & Negosiation & Closing &
Selling Process Approaching Presentation Handling Objection Follow Up

Update Issue/Product Common Rail System Telematic Tbc Tbc

Product Knowledge &

Aftersales Product Knowledge Common Rail System
Telematic
Perawatan Dasar Chassis Sistem Dasar Kelistrikan

*untuk materi period selanjutnya akan diinformasikan

IDT Trainer WAJIB melaksanakan kegiatan training internal dengan materi yang
telah ditentukan

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 Schedule Implementasi IDT

© PT. Hino Motors Sales Indonesia Period 1 Period 2 Period 3 Period

IDT Gathering 4
2019
 Reporting

IDT Trainer WAJIB mengirimkan laporan kegiatan IDT (Sales Funnel &
Report Activity) maksimal tanggal 10 setiap 3 bulan.

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

 Point Reward

Minimal
Activity KPI Max Score
Pencapaian

IDT Score 4x/tahun 200

On Boarding Program 100% New Comer 400

80%

Rata-rata Score 80
Online Test 400
Participant Ratio 100%

Aktivitas yang dilakukan PIC IDT minimal 80% dari masing-masing

KPI. Apabila mencapai target 80% maka, PIC IDT berhak
mendapatkan reward.

© PT. Hino Motors Sales Indonesia IDT Gathering 2019

Thank you