BALANCED SCORECARD 2012 PT.

KOBEXINDO TRA

Scorecard ACTIVITY PLAN

STRATEGIC OBJECTIVE
Measurement Ach 2011 Target Weight Strategic Initiative
F-1. Drive Share Holder Value a. Operating Profit (GP - Opex) 5.0%
F-2. Increase Revenue a. Revenue USD 7.5M USD 12.5M 6.0%
F-3. Cost Effectiveness a. % COGS 4.0%
15.0%
C-1. Giving the Best to Customer a.% Market Share (sales / TPD) 75% 4.0%
C-2. Customer Acquisition a. New Cust Market Share (sales / TPD) 60% 2.0%
b.Swinger Cust Market Share (sales / TPD) 50% 3.0%
C-3. Customer Retention a. Loyal Cust Market Share (sales / TPD) 80% 6.0%
15.0%
a. % quot doc / no of customer (MTD/YTD) 80%/100% 2.0%
P-1. Increase Market Coverage P-1 Improve Parts Visit & Coverage
b. % amount quot/ TPD (MTD/YTD) 80% 2.0%
a. S-500 Part Avb (SI) 90% 4.0% P-2.1 Improve Parts order planning & stock maintenance
b. 5-500 Delivery Lead Time (ex stock) within 2 days 90% 4.0% P-2.2 Develop New Distribution Strategy
P-2. Maintain Leading Product c. TR-50 Part Avb (SI) 80% 4.0% P-2.3 Refer to P-2.1
P-2.4 Develop OEM Parts Sourcing & Cataloguing
d. TR50 Delivery Lead Time (ex stock) within 2 days 90% 4.0% P-2.5 Refer to P-2.2

a. Rental FLT Part Avb (SI) 83 80% 2.0% P-3.1 Refer to P-2.1

P-3.2 Refer to P-2.4

b. Rental FLT Delivery Lead Time (ex stock) within 2 days 90% 2.0% P-3.3 Refer to P-2.2
P-3. Develop New Leading Product
c. DA-40 Part Avb (SI) 75% 2.0% P-3.4 Develop New Item with Principal and Benchmarking

P-3.5 Develop OEM Component Sourcing & Cataloguing

d. DA-40 Delivery Lead Time (ex stock) within 2 days 90% 2.0% P-3.6 Refer to P-2.2

a. Daewoo Truck Part Avb (SI) 75% 0.0% P-4.1 Refer to P-3.4
P-4. Develop New Product
b. Daewoo Truck Lead time BO 10d 0.0% P-4.2 Refer to P-2.2

P-5. Enhance Relationship with a. Joint meeting (1*2*5 principal) 37.9 100% 3.0% P-5.1 Half Year Regular Meeting
Principal
b. Joint activity fulfillment (1*1*5 principal) 87% 100% 3.0% P-5.2 Partnership programme with principal
P-6. Develop Product Support a. Part Availability 0.71 85% 6.0% P-6.1 Refer to P-2.1
Excellence
P-6.2 Increase warehouse space utilization
P-6.3 Develop Depo Warehouse
b. Delivery Lead Time (PO Cust – Invoice) ex stock P-6.4 New Hub Warehouse for Heavy Duty Items

2d* 3.0% P-6.5 Refer to P-2.2

P-8. Improve Order & Inventory a. Inventory period (IW/BR) 10/4 Month 4.0% P-8.1 Improve Inventory Management System
Management
5% P-8.2 Dead Stock Management

b. Lead time Delivery (PO Customer fulfillment ) (*) 12.9 mo 30d 2.0% P-8.3 Direct Shipment (A/F) to Kalimantan

a. AR Period (CP) 60 2.0% P-9.1 Perform Effective Collection System

P-9. Improve Cash Management
b. AR OD > 60 days 7% 2.0% P-9.2 Refer to FA

P-10. Improve Management System a. QCC team (2 team/div) n/a 75pts 2.0% P-10.1 Refer to MD
& PDCA
55.0%
L-1. Develop Competences a. IDP fulfillment % (sect head up) 100% 4.0% L-1.1 Create Matrix Job Competencies

L-1.2 Assesment & Training Development

a. Employee Turn Over 11.60% 2.5% 3.0% L-2.1 Develop New Policy PSS

L-2.2 Improve Remuneration Parts Division

L-2. Create Value & Organizatin
Development Batch 1 Dept.
b. % Employee KMS Trained Head up 100% 4.0% L-2.3 Refer to MD

c. SHE Index (LTIFR & Lost Asset) 0 0 1.0% L-2.4 Refer to GA

L-3. Improve Information a. Transactional Index (Redo Transaction) 5% 3.0% L-2.5 Refer to IT
Technology
15.0%
TOTAL 100%
OBEXINDO TRACTORS

DIC Budget

PMD

ILD
ILD
ILD
ILD
ILD

ILD

PSD & PMD

ILD

ILD

PSD & PMD

ILD

ILD

PMD

Div
Div

ILD

ILD
ILD
ILD

ILD

ILD

ILD

ILD

PMD

PMD & FA

Div

PSD

PSD & TC

PSD & HC

Div & HC

Div

Div

Div
BALANCED SCORECARD 2012
BSC Part Division 2013 100.0% ###

Scorecard ACTIVITY PLAN

STRATEGIC OBJECTIVE
Measurement Definition Target Weight Strategic Initiative (2013) DIC

Jumlah Kunjungan / Call kepada Customer per bulan base on

a. % Part Market Coverage ( Segmented ) Pareto by Branch 80% 1.0% P-1.1 Improvement of Parts Visit & Coverage PSA

P-1. Market Coverage

70% 2.0% P-1.2 Maintain & Extend Prospect New Commodity PSA
b. % Sales Success Ratio Perhitungan % Actual Quot menjadi Actual Sales

50% 2.0% P-1.3 Provide Specifict Program and Special Reward PSA

Jumlah customer prioritas (SP1) yang melakukan joyfull

c. Joyful meeting (HE&IND) meeting di seluruh cabang 100% 1.0% P-7.4 Refer to Sales & Marketing Div PSA

AR YTD dibandingkan dengan penjualan YTD dalam satu

a. AR Period (CP) periode bulan berjalan 60 days 2.0% P-10.1 Perform Effective Collection System PSA
P-10. Improve Cash Management
Komposisi umur piutang yang diberikan kepada customer
b. AR OD > 60 days dihitung sejak tanggal terbit invoice 5% 4.0% P-10.2 Refer to FA PSA
 STRATEGIC INITIAT
Strategic Objective : P-1. Market Coverage
Project (Strategic Initiative) : P-a.1. Improvement of Parts Visit & Coverage
PIC : Parts Sales Area
Background : Masih rendahnya coverage PSS terhadap customer ( in te
Purpose : Meningkatkan customer coverage
Budget :

Sche
No Major Steps Quarterly 1 Quarterly 2
Jan Feb Mar Apr May

1 Define Matrix to generate customer coverage

Develop "DCR contest" ( quality of DCR ) as part of reward

2 system

Develop DCR data center as part information utilization &

3 follow up

4 Program Implementation & Monitoring

Success Criteria : Increase customer coverage

Measurement : Call Actual / Call Plan
Target : 80%
TEGIC INITIATIVES

t & Coverage

erhadap customer ( in terms of visit )

Schedule 2013
Budget
Quarterly 2 Quarterly 3 Quarterly 4 PIC
[ribu Rp]
May Jun Jul Aug Sep Oct Nov Dec

SEP

SEP

SEP

AGS
 STRATEGIC INITIAT
Strategic Objective : P-1.Market Coverage
Project (Strategic Initiative) : P-b.2 Provide specific program & special reward
PIC : Parts Sales Area
Background : Masih rendahnya success ratio untuk swinger (MS < 50%)
Purpose : Meningkatkan success ratio ( Estimate menjadi actual sale
Budget : 146,000,000

Sche
No Major Steps Quarterly 1 Quarterly 2
Jan Feb Mar Apr May

1 Review & Analysis success ratio by commodity

1.1. Collect data estimate, sales, TPD by commodity 2012

1.2. Swinger customer selection 1 x per PSS ( MS < 50% )

1.3. Customer review & Analysis sales by commodity

1.4. Collect detail and proven information from customer

2 Develop program for customer demand collection

2.1 Develop Free PPM, Free PPU, CPPR Database

2.1. Setting customer gathering ( product introduction )

(consider new opening branch)

Develop "Demand Focus" marketing program / OEM

3 Alternatives

4 Develop PSS reward System for regaining lost commodity

5 Program Implementation & Monitoring

Success Criteria : % Sales Success Ratio for swinger

Measurement : Actual Sales / Estimate x 100%
Target : >50%
TEGIC INITIATIVES

& special reward

ntuk swinger (MS < 50%)

mate menjadi actual sales )

Schedule 2013
Budget
Quarterly 2 Quarterly 3 Quarterly 4 PIC
[ribu Rp]
May Jun Jul Aug Sep Oct Nov Dec

AGS

ERN, GSO

all PDH, GSO

ERN, GSO

all PDH, GSO

AGS

66,000

SEP 80,000

SEP

SEP

AGS
 STRATEGIC INITIAT
Strategic Objective : P-1. Market Coverage
Project (Strategic Initiative) : P-b.1. Maintain & Extend Prospect New Commodity
PIC : Parts Sales Area
Background : Masih rendahnya success ratio untuk loyalis customer ( M
Purpose : Meningkatkan success ratio ( Estimate menjadi actual sale
Budget :

Sche
No Major Steps Quarterly 1 Quarterly 2
Jan Feb Mar Apr May

1 Review & Analysis success ratio by commodity

2 Develop Marketing Program focus on low success ratio

commodity (consider to Customer Intemacy)

3 Program Implementation & Monitoring

Success Criteria : % Sales Success Ratio for loyalis

Measurement : Actual Sales / Estimate x 100%
Target : 70%

STRATEGIC INITIAT
Strategic Objective : P-10. Improve cash management
Project (Strategic Initiative) : P-10.1. Perform Effective Collection System
PIC : Parts Sales & Marketing
Background : Collection Period > 60 hari
Purpose : Meningkatkan collection period
Budget :

Sche
No Major Steps Quarterly 1 Quarterly 2
Jan Feb Mar Apr May
1 Develop weekly cash in plan ( PSS Update )

Develop reward & punishment system for on time payment

2 ( Customer )
3 Program implementation & monitoring

Success Criteria : Collection Period

Measurement : (Total AR YTD/Sales YTD)*jumlah bulan*30 hari
Target : 60 hari
TEGIC INITIATIVES

ect New Commodity

ntuk loyalis customer ( MS > 75% )

mate menjadi actual sales )

Schedule 2013
Budget
Quarterly 2 Quarterly 3 Quarterly 4 PIC
[ribu Rp]
May Jun Jul Aug Sep Oct Nov Dec

AGS

PDH, RND

AGS

TEGIC INITIATIVES

tion System

Schedule 2013
Quarterly 2 Quarterly 3 Quarterly 4 PIC Budget
[ribu Rp]
May Jun Jul Aug Sep Oct Nov Dec
PDH

SEP
GSO
 STRATEGIC INITIAT
Strategic Objective : P-10. Improve cash management
Project (Strategic Initiative) : P-10.1. Perform Effective Collection System
PIC : Parts Sales & Marketing
Background : Collection Period > 60 hari
Purpose : Meningkatkan collection period
Budget :

Sche
No Major Steps Quarterly 1 Quarterly 2
Jan Feb Mar Apr May
1 Develop weekly cash in plan ( PSS Update )

2 Develop reward & punishment system for on time payment

( Customer )

3 Program implementation & monitoring

Success Criteria : Collection Period

Measurement : (Total AR YTD/Sales YTD)*jumlah bulan*30 hari
Target : 60 hari
TEGIC INITIATIVES

tion System

Schedule 2013
Quarterly 2 Quarterly 3 Quarterly 4 Budget
PIC
[ribu Rp]
May Jun Jul Aug Sep Oct Nov Dec
PDH

SEP

GSO