2017 PROGRAM GUIDE

[Pages:8]2017 PROGRAM GUIDE

Few things are as exciting as new possibilities. This year, we invite you to look upward and Drive the Future of your Honda sales career by embracing opportunities to achieve distinction. The Honda Council of Sales Leadership (COSL) program challenges you to rise to ? even surpass ? established standards in sales volume, customer satisfaction, and training. Mastery of these three critical performance areas will form a solid foundation for your career as a Honda sales professional, while enabling you to provide your customers an exceptional Joy of Buying experience.

Use the COSL program and all available training to guide your ascent. With three years of record sales in our rearview mirror, and accelerating customer demand for our products across all segments, the time has never been better for you to reach higher.

There is room for every Honda Sales Consultant who dares to achieve greatness. Set your sights now on COSL membership. There's no better view than from the top!

Sincerely,

Jeff Conrad Senior Vice President and General Manager Honda Division

REACH NEW HEIGHTS IN 2017

Questions? Contact Program Headquarters at 1-866-446-0381 or HondaCOSL@.

Know, and Be Known

Don't miss the latest program information! Register your email address, and complete your profile at COSL..

What Can You Find on the COSL Website?

? Dashboard of your current performance

? Program rules, news, and alerts

? Extensive FAQs ? Library of resources ? Award information

Stay Engaged on the Go

Visit COSL. on your mobile device to track your progress toward earning exclusive membership.

Good to Know

Membership level sales objectives and dealership volume-group assignments can be viewed on the COSL Home page on your desktop or mobile device.

Rise to the Top

New in 2017

? Customer responses to an additional question from the Honda Sales Experience (HSE) Survey are being included in the calculation of the Sales & Delivery score.

? There are now four volume groups, which better align dealerships based on their 2016 volume.

? New sales objectives provide opportunity for greater participation.

Ascend to Excellence: Qualify in Three Key Areas

The COSL program recognizes and rewards Sales Consultants exceeding expectations in three key performance areas: sales, customer satisfaction, and training. Attaining these program benchmarks will foster joy within your customers, strengthen our brand, and bring more customers into the Honda family ? all leading to your professional success.

Sales Meet the respective sales objectives for your dealership's volume group to qualify for recognition at the Silver, Gold, or Platinum membership level.

You receive sales credits toward the objectives, as follows:

? New-vehicle sale = 1 credit

? Honda Certified Pre-Owned Vehicle (HCPV) sale = 1 credit

Your total number of sales credits received from Honda Certified Pre-Owned Vehicle sales cannot exceed your total number of new-vehicle sales.

Customer Satisfaction The Joy of Buying rests entirely upon the customer's experience. In 2017, the Sales & Delivery score is based upon customer responses to questions from the HSE Survey* regarding Sales Consultant performance. To qualify for COSL membership, your score must, at minimum, meet the 2017 national standard.

*Questions 4, 5, and 9 from the HSE Survey are being used for Sales Consultant Index scoring. For a complete explanation and scoring examples, review the Sales Consultant Program Rules Bulletin in the Library section of the COSL website.

Training Professional selling skills and product knowledge enable you to provide a unique Honda customer experience rooted in our core value of respect for the individual. Training must be completed by year-end. To meet the training requirement, you must:

? Complete all COSL-required web-based skills and product knowledge courses

? Achieve a score of 80 percent or higher

Visit the Honda Learning Center to complete all COSL-required courses. To view your training-requirement progress, please check the Sales Consultant Performance Summary on the Interactive Network (iN) at in..

For program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.

Elevated Performance, Esteemed Recognition

Immense pride of accomplishment, elite standing, and a comprehensive awards package from Honda accompany COSL membership. Use your business-related awards to promote your enhanced career status to your customers, but use the award dollars to reward yourself!

Membership Awards ? All Levels

? Award dollars on a Honda Reward Card n Silver ? 500 n Gold ? 750 n Gold Master ? 1,000 n Platinum ? 1,500

? Business cards ? Personalized plaque/Year medallion ? COSL apparel

Additional Award ? Gold, Gold Master, and Platinum Levels

? COSL zone recognition banquet invitation for two, including an overnight hotel stay

Exclusive Award ? Platinum Level

? Special recognition trip for two

The Honda Reward Card lets you choose awards that are personally meaningful to you. When you earn COSL membership, award dollars are added to your card, enabling you to make purchases everywhere VISA? cards are accepted (except at gambling merchants and at service stations when paying at the pump). Enjoy the convenience of choosing from more than 19 million merchants worldwide, including retail outlets and online shopping sites. Reward cards are issued in connection with a loyalty, award, or promotional program.

Questions? Contact Program Headquarters at 1-866-446-0381 or HondaCOSL@.

Set Your Sights

When you meet the standards in all three program criteria, your membership level is determined as follows:

? Silver ? Reach the Silver level sales objective

? Gold ? Attain the Gold level sales objective

? Gold Master ? Realize Gold level membership at least three times, including the current year (years do not have to be consecutive)

? Platinum ? Achieve the Platinum level sales objective

AIM HIGH

For program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.

Great Achievement Deserves Great Reward

The COSL program spotlights and rewards members who elevate their efforts, as follows:

Top-Performer Awards Honda honors top performers in two categories, each with an exclusive, commemorative award and recognition at their respective zones' annual recognition banquets. Sales Consultants reaching Gold, Gold Master, or Platinum level are recognized for top sales volume in each volume group in the zone. Additionally, the COSL member of any achievement level with the highest Personalized Settings Worksheet (PSW) completion percentage in each district receives top-performer recognition. This new top-performer honor replaces that previously given for customer satisfaction.

Milestone Awards A custom award and recognition at the zone's recognition banquet honor each Sales Consultant who reaches one of these milestones: ? COSL membership for 20, 25, and 30 cumulative years ? Gold Master/Platinum membership for 15, 20, 25, and 30 cumulative years (any combination of Gold Master and Platinum years)

Complete information on all COSL awards is available in the Sales Consultant Program Rules Bulletin, accessible via the Library page of the COSL website.

Questions?

? Visit the program website at COSL. for official rules and FAQs.

? Go to the Honda Sales Portal on the iN at in..

? Contact Program Headquarters at 1-866-446-0381 (9 a.m. to 8 p.m. ET, Monday to Friday).

? Email HondaCOSL@ .

? Contact your District Sales Manager or zone management.

Questions? Contact Program Headquarters at 1-866-446-0381 or HondaCOSL@.

REWARDING PEAK

PERFORMANCE

For program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.

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