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2017 PROGRAM GUIDE
Few things are as exciting as new possibilities. This year, we invite you tolook upward and Drive the Future of your Honda sales career by embracingopportunities to achieve distinction. The Honda Council of Sales Leadership(COSL) program challenges you to rise to – even surpass – establishedstandards in sales volume, customer satisfaction, and training. Mastery ofthese three critical performance areas will form a solid foundation for yourcareer as a Honda sales professional, while enabling you to provide yourcustomers an exceptional Joy of Buying experience.Use the COSL program and all available training to guide your ascent. Withthree years of record sales in our rearview mirror, and accelerating customerdemand for our products across all segments, the time has never been betterfor you to reach higher.There is room for every Honda Sales Consultant who dares to achievegreatness. Set your sights now on COSL membership. There’s no better viewthan from the top!Sincerely,Jeff ConradSenior Vice President and General ManagerHonda DivisionQuestions? Contact Program Headquarters at 1-866-446-0381 or HondaCOSL@ProgramHQ.com.REACH NEWHEIGHTSIN 2017
Know, and Be KnownDon’t miss the latestprogram information!Register your emailaddress, and completeyour profile atCOSL.ProgramHQ.com.Rise to the TopNew in 2017 Customer responses to an additional question from the Honda Sales Experience (HSE) Survey are beingincluded 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 AreasWhat Can You Find onthe COSL Website? Dashboard of yourcurrent performance Program rules, news,and alerts Extensive FAQs Library of resources Award informationThe COSL program recognizes and rewards Sales Consultants exceeding expectations in three key performanceareas: sales, customer satisfaction, and training. Attaining these program benchmarks will foster joy withinyour customers, strengthen our brand, and bring more customers into the Honda family – all leading to yourprofessional success.SalesMeet 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 creditStay Engaged onthe GoVisit COSL.ProgramHQ.comon your mobile device to trackyour progress toward earningexclusive membership.Your total number of sales credits received from Honda Certified Pre-Owned Vehicle sales cannot exceed your total number ofnew-vehicle sales.Customer SatisfactionThe Joy of Buying rests entirely upon the customer’s experience. In 2017, the Sales & Delivery score is basedupon customer responses to questions from the HSE Survey* regarding Sales Consultant performance. Toqualify 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 explanationand scoring examples, review the Sales Consultant Program Rules Bulletin in the Library section of the COSL website.TrainingGood to KnowMembership level salesobjectives and dealershipvolume-group assignmentscan be viewed on theCOSL Home page on yourdesktop or mobile device.Professional selling skills and product knowledge enable you to provide a unique Honda customer experiencerooted in our core value of respect for the individual. Training must be completed by year-end. To meet thetraining requirement, you must: Complete all COSL-required web-based skills and product knowledge courses Achieve a score of 80 percent or higherVisit the Honda Learning Center to complete all COSL-required courses. To view your training-requirementprogress, please check the Sales Consultant Performance Summary on the Interactive Network (iN) atwww.in.honda.com.For program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.
Elevated Performance, Esteemed RecognitionImmense pride of accomplishment, elite standing, and a comprehensive awards package from Honda accompany COSL membership. Use your business-related awards topromote 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 Cardn Silver – 500n Gold – 750n Gold Master – 1,000n Platinum – 1,500 Business cards Personalized plaque/Year medallion COSL apparelAdditional Award – Gold, GoldMaster, and Platinum Levels COSL zone recognition banquet invitation fortwo, including an overnight hotel stayExclusive Award – Platinum Level Special recognition trip for twoThe Honda Reward Card lets you choose awards that are personally meaningful to you. When you earn COSLmembership, award dollars are added to your card, enabling you to make purchases everywhere VISA cardsare accepted (except at gambling merchants and at service stations when paying at the pump). Enjoy theconvenience of choosing from more than 19 million merchants worldwide, including retail outlets and onlineshopping 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@ProgramHQ.com.
AIMSet Your SightsHIGHWhen you meet thestandards in all threeprogram criteria, yourmembership level isdetermined as follows: Silver – Reach the Silverlevel sales objective Gold – Attain the Goldlevel sales objective Gold Master – RealizeGold level membershipat least three times,including the currentyear (years do not haveto be consecutive) Platinum – Achieve thePlatinum level salesobjectiveFor program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.
Great Achievement Deserves Great RewardThe COSL program spotlights and rewards members who elevate their efforts, as follows:Top-Performer AwardsHonda honors top performers in two categories, each with an exclusive, commemorative award and recognition at their respectivezones’ annual recognition banquets. Sales Consultants reaching Gold, Gold Master, or Platinum level are recognized for top salesvolume in each volume group in the zone. Additionally, the COSL member of any achievement level with the highest PersonalizedSettings Worksheet (PSW) completion percentage in each district receives top-performer recognition. This new top-performerhonor replaces that previously given for customer satisfaction.Milestone AwardsA custom award and recognition at the zone’s recognition banquet honor each Sales Consultant who reaches one ofthese 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 theCOSL website.Questions? Contact Program Headquarters at 1-866-446-0381 or HondaCOSL@ProgramHQ.com.Questions? Visit the program websiteat COSL.ProgramHQ.comfor official rules and FAQs. Go to the Honda SalesPortal on the iN atwww.in.honda.com. Contact ProgramHeadquarters at1-866-446-0381 (9 a.m.to 8 p.m. ET, Mondayto Friday). Email HondaCOSL@ProgramHQ.com. Contact your DistrictSales Manager or zonemanagement.
REWARDINGPEAKPERFORMANCEFor program-criteria details, view the COSL Program Rules Bulletin on the Library page of the COSL website.
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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
