ARENA HROS Monetary Scheme FY 22-23

HROS Index Parameters: The detailed parameters of HROS Scheme 2022-23 are as follows:

1. Manpower Adequacy
Maximum Points: 100
Minimum Points: 0

Parameter Norm Points

Points Manpower vs Target

Manpower 100 If manpower availability as per FY 22-23 target >=100%
Manpower Adequacy
Availability % by 0 If manpower availability as per FY 22-23 target <100%
end of FY 22-23

Full Year Evaluation Notes:

Period:
1st Apr’22 to 31st Mar’23 a. Manpower Availability as per FY 22-23 Target to be achieved on Quarterly basis (as on 30th
Sep’22, 31st Dec’22 and 31st Mar’23).
Data Capturing: b. For Q1’22, provisional score will be generated after quarter closing. However final score for
Region Parent Dealer Q1’22 will be generated after 31st August ’22.
Level c. Sales Manpower of all ARENA Channel Outlets including new outlets activated during FY 22-23
would be considered for evaluation
Data Frequency: d. Manpower Target for FY 22-23 would be communicated at the beginning of the year.
Quarterly e. ARENA Channel Sales Manpower = Sales Executives (SAE, CSE, RSE) + Team Leaders (TL,
CTL, RTL)
Aggregate Logic: f. Calculation Methodology:
Cumulative
Manpower Availability % = Manpower Available at the end of FY 22-23) X 100
Rounding off: at end of FY 22-23 Manpower Target for FY 22-23
Nearest Integer

2. Training & Development

Maximum Points: 200
Minimum Points: 0

Parameter Norm Points

Points Training Path Completion

100 If training path completion >=75%
75 If training path completion >=70% & <75%
Training Path 50 If training path completion >=65% & <70%
25 If training path completion >=60% & <65%
0 If training path completion < 60%
Training &
Development
Points E-learning Completion
100 If e-learning course completion >=90%
60 If e-learning course completion >=80% & <90%
E-learning
40 If e-learning course completion >=70% & <80%
0 If e-learning course completion < 70%
Full Year Evaluation Access Condition:
Period: Completion of mandatory induction program (Praarambh) in i-Learn App for all newly recruited
1st Apr’22 to 31st Mar’23 sales manpower (STR) within 30 days of joining in FY 22-23.

Data Capturing: Notes:

Region Parent Dealer
Level a. Training completion percentage to be taken for both training path and e-learning course as on
30th Jun’22, 30th Sep’22, 31st Dec’22 and 31st Mar’23.
Data Frequency: b. For e-learning completion, all courses allocated in a quarter in i-Learn App will be considered
Quarterly for evaluation.
c. Trainings as per defined training path for manpower of ARENA channel to be considered for
Aggregate Logic: evaluation - Selling @ Maruti (L1), Compact Cars (L2), Premium Cars (L3), Lakshya, MSA
Cumulative (for training Foundation, MS ARENA Soft Skills, Next Step in Selling, Swades, ISEP - Institutional Sales and
path) Smart Digital Buying.
d. Timelines considered for evaluation of trainings: Selling @ Maruti (L1) and MSA Foundation
Rounding off: within 30 days of joining, Compact Cars (L2) within 60 days of joining, Premium Cars (L3)
Nearest Integer within 90 days of joining and all other trainings within 120 days of joining.

3. Productivity
Maximum Points: 100
Minimum Points: 0

Parameter Norm Points

Points Manpower Productivity vs Target

Productivity 100 If manpower productivity as per FY 22-23 target >=110% or
of Dealer Productivity of 3 vehicles (whichever is higher)
Manpower Efficiency Sales
80 If manpower productivity as per FY 22-23 target >=100% & <110%
Manpower in
60 If manpower productivity as per FY 22-23 target >=90% & <100%
FY 22-23
40 If manpower productivity as per FY 22-23 target >=80% & <90%
0 If manpower productivity as per FY 22-23 target < 80%

Full Year Evaluation

Period: Notes:
1st Apr’22 to 31st Mar’23
a. Region-wise productivity target for the FY 22-23 shall be considered as target benchmark or
Data Capturing: Productivity of 3 vehicles (whichever is higher)
Region Parent Dealer b. Manpower Target for FY 22-23 shall be considered for calculation of productivity for the
Level scheme.
c. All ARENA Channel Sales Manpower i.e. Sales Executives (SAE, CSE, RSE) and Team Leaders
Data Frequency: (TL, CTL, RTL) will be considered for calculating productivity.
Quarterly d. Quarterly productivity to be calculated using average of monthly productivity (year till date).
e. Calculation Methodology:
Aggregate Logic:
Cumulative Manpower Productivity = Net Vehicle Retail_____
Manpower Target for FY 22-23
Rounding off:
Nearest Integer
4. Retention
Maximum Points: 100
Minimum Points: 0

Parameter Norm Points

Points Manpower Attrition

Retention
of Dealer 100 If manpower attrition <10%
Improvement in 75 If manpower attrition >=10% & <15%
Sales
Retention
Manpower 50 If manpower attrition >=15% & <20%
in FY 22-23 25 If manpower attrition >=20% & <25%
0 If manpower attrition >=25%

Full Year Evaluation

Period: Improvement in Manpower Attrition
1st Apr’22 to 31st Mar’23
% Percentage >=1% & <2% >=2% & <3% >=3% & <4% >=4% & <5% >=5%
Data Capturing:
Region Parent Dealer
Level Additional Points 5 10 15 20 25

Data Frequency:
Quarterly
Notes:
Aggregate Logic:
Cumulative
a. Attrition % at the end of FY 21-22 shall be considered as baseline for calculation.
b. Dealer having low attrition i.e. falling in lower attrition slab from baseline will be allocated
Rounding off:
additional points to the slab points earned, subject to maximum of 100 points.
Nearest Integer
c. Illustration: A Dealer has 22% attrition in FY21-22. In Q1 if attrition has reduced to 16%.
Dealer will be allocated 75 points (50 as per slab + 25 bonus points) subject to maximum of
100 points. Now in Q2 if attrition of the dealer is 21%. Dealer will be allocated 30 points (25
as per slab + 5 bonus points).
d. Calculation Methodology:

Manpower Attrition % = __ Manpower left in last 12 months__________ X 100

(12 months rolling basis) Opening Manpower as on Manpower joined
1st of same month LY + in last 12 months