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PT. Hino Motors Sales Indonesia

Corporate Profile

2018
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CONTENTS

0 INDONESIA GENERAL INFORMATION

I HMSI PROFILE
II MARKET & SALES
III SALES ACTIVITIES
IV AFTER SALES ACTIVITIES
V OTHER ACTIVITIES
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0 INDONESIA GENERAL INFORMATION

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1. INDONESIA GENERAL INFORMATION
1. Name Republic Indonesia
- Total landarea: 1.922.570 km ² (land : 1.829.570 km ² inland
water : 93.00 km ²)

- Territorial area : 5.193.250 km ²

2. Area
- Total area (including economic exclusive zone) around 7.9 million
km ²

- Ocean 3.257.483 km ²

3. No. of Islands 17.504 Islands as of 2004

4. Climate Tropical
5. Religion Islam, Protestant, Catholic, Buddhist, Hindu, Confucian
Crude Oil, Wood, Gas, Brass, Tin, Bauxite, Copper, Coal,
6. Resources
Gold, Silver, Crude palm, Rubber

8. Gross Domestic Product USD 3.870 per Capita (2017)

9. Population 263.846.946 as of 2016
Source : wikipedia
 Page 5
2. INDONESIA POPULATION
Total Indonesia Population

Age Total
0 – 14 70.097
15 – 64 174.375

65+ 65+ 14.233

6% Total 258.705

0 - 14
27%

15 - 64
67%

*Data is forecast - Source : bps.go.id (in million)

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3. GROSS DOMESTIC PRODUCT OF INDONESIA
Water Supply,
Mining, 1%
Health and Garbage
Social Activities Management,
Services, 7% Agribusines Electricity, Gas Waste &
s, 4% Supply, 1% Recycling, 4%
Other Services, 9%
Education
Services, 3%
Construction, 7%
Gov. Admin
Defence and Social WS & RS,
Security, 0% Cars &
Motorcycles
Repairs, 5%
Company
Services, 8%

Real Estate, 4% Accomodation &

Meal Supply, 5%
Finance and
Insurance Services, Informastion & Transportation and
6% Communication, Warehousing, 8%
GDP ANNUAL GROWTH RATE 10%

*2017 : data until Q3

6
6.30 6.60 6.30 6.17 6.03
5.69 5.55 5.58
4 5.13 5.02 5.04 5.02 5.07
4.60
4.10
2 3.32 3.66

0
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
*source : bps.go.id
 Page 7
4. SOUTHEAST ASIA GENERAL INFORMATION

GDP
Population Density GDP (nominal) (nominal) per
Country Area (km2) HDI (2015) Capital
(2016) (/km2) USD (2017)* capita
USD (2017)

Indonesia 1.904.569 263,846,946 125 1.015 3,870 0,689 Jakarta

Malaysia 329.847 30.697.000 92 375.633 12.127 0,773 Kuala Lumpur

Myanmar 676.578 53.897.000 76 62.802 1.221 0,524 Nay Pyi Daw

Philippines 343.448 100.981.437 339 330.259 2.792 0,660 Manila

Singapore 716 5.535.000 7.697 308.051 56.319 0,901 Singapore

Thailand 513.120 65.104.00 131 373.536 5.426 0,722 Bangkok

Vietnam 332.698 91.730.000 268 204.539 2.233 0,683 Hanoi

•In trililon, million
• HDI = Human Development Index

Source : Wikipedia
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I HMSI PROFILE
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1. CORPORATE MISSION

1. Best fit product :

Quality Durability Reliable

2. Excellent total support :

Maximize benefit for customer's business
3. Trusted people:
High commitment to have sustainable
business & grow together with all
respective parties
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2. GENERAL INFORMATION

1. Company Name PT. Hino Motors Sales Indonesia

2. Address Wisma Indomobil II, Jalan MT Haryono kav. 9, Jakarta Timur

3. Established April 2003

Hino Motors Ltd. 40%

4. Share Holders PT. Indomobil Sukses Internasional.Tbk 40%
Sumitomo Corporation 20%

5. No. of Employee 609 persons as of 28 February 2018

6. Line of Business Main Dealer of HINO Brand Vehicle & Spare Parts in Indonesia
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3. MAIN LOCATION

45km

PT. HMSI PT.HMSI PT. HMMI PT. HMSI

Jatake – Tangerang Wisma Indomobil II - Jakarta Kota Bukit Indah - Bukit Indah -
Cikampek
Service & S’parts Center Head Office Cikampek
Factory Stockyard
Area : 27,669 M2 No.of Employee : 206 persons
Area : 119,790 M2 Area : 121,003
Building : 2,315.4 M2
Building : 9,000 M2 Building : 16,982 M2 M2
No.of Employee : 301 persons No.of Employee : 2.518 No.of Employee : 27
persons persons
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4. BRANCH

Medan
Service, Partscenter
(Jun.‘13～)
NAD
No.ofEmployee:25persons Banjarmasin
PartsDEPO Balikpapan
No.ofEmployee:4persons 3S(Feb.‘13～)
No.ofEmployee:43 persons

Surabaya
PartsDEPO
NTB NTT
(Sep.‘12～)
JATAKEHeadOffice No.ofEmployee:3persons
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5. MANAGEMENT

Alex Sutisna Yuichi Naito Hiroo Kayanoki Takayuki Tsuchida Santiko Wardoyo

1. Hiroo Kayanoki President Director

2. Alex Sutisna Vice President Director
3. Santiko Wardoyo Sales & Promotion Director
4. Takayuki Tsuchida Marketing & Admin Director
5. Yuichi Naito Sales Planning & Logistic Director
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6. ORGANIZATION STRUCTURE
Mr. H. IWAI
VEHICLE LOGISTIC
EO
Mr. H. IWAI
SALES PLANNING & PRODUCT PLANNING
EO
LOGISTIC DIRECTOR
Mr. YOSHIDA SAD
Mr. Yuichi Naito CORPORATE STRATEGY

Mr. IRWAN B
EO SALES PLANNING

COMMISSIONER SALES & M ARKET COM

PROMOTION
DIRECTOR Mr. IRWAN B
EO
SALES
Mr. Santiko W.
PRESIDENT Mr. SHIRAISHI
DIRECTOR SAD
Mr. IRWAN DS FLEET
Mr. H. Kayanoki
SEO
M INING
Mr. SHIRAISHI
VICE SAD
PRESIDENT AFTER SALES
DIRECTOR Mr. YOSHIDA SAD MARKETING
Mr. Alex Sutisna Mr. IRWAN S Mr. WAKAMATSU SERVICE & TECHNICAL
EO EO
SERVICE PART &
Mr. TATSUTA SAD LOGISTIC
Board of
Director Mr. IRWAN B
MARKETING EO TOTAL SUPPORT
DIRECTOR Mr. IRWAN S
J-SOX Mr. Takayuki EO
IAD Tsuchida Mr. T. ICHIKAWA IT
EO
FINANCE &
Mr. YOSHIKAWA EO ACCOUNTING

Mr. AGUS SD SEO GENERAL AFFAIRS

Mr. AGUS SD SEO HUMAN RESOURCES

COMPANY SECRETARY COMPANY AFFAIRS

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7. COMPANY TRACK - 1
- December 1982 - April 2003
PT. HIM (Indomobil Group (40%), Hino Restructuring PT. HIM, by establishing PT. HMSI (share
- May 1992 holding HML(40%), Indomobil (40%), Sumitomo Corp
Motors Ltd. (30%) and SUMITOMO Office & Plant shifted (20%)) with capital US$ 8 Million and PT. HMMI (share
Corporation (30%)) to manufacture from Bekasi to holding HML (90%) and Indomobil (10%)) with capital
engine for Hino vehicles with capital of Pulogadung. increased to US$ 47.8 Million.
USS 5 Million.
- January 2007
- April 1997 Introduction of Hino Line
Take over of Hino division of PT. National Motor Company under up with Euro II engine
Indomobil Group & became sole agent in Indonesia for all Hino Trucks and Bus and also
Product (Indomobil 51%, Hino Motors, Ltd 39%, Sumitomo Corp. CNG Bus.
10%), capital increased to US$ 19.3 Million. - January 2010
- June 1997 Introduction of Hino New Dutro, with improved
Start of construction of a new plant in Kawasan Industri Bukit specification to fulfill market needs of commercial
Indah, Cikampek. vehicle (30 variants produced in newly expanded
factory with capacity 35.000 units/year).
- December 1998
Capital increase from US 19.3 Million to USS 40.3 Million (Hino
Motors, Ltd. 60.2%, Indomobil Group 24.4%, Sumitomo Corp.
15.4%).
- October 2002
New model “Dutro” smaller truck with GVW < 10T (Light Duty
Truck) was launched
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7. COMPANY TRACK - 2
- September 2011
To ensure availability of spare parts inventory throughout Indonesia. Hino Indonesia Increased Hino
Parts Center in Jatake – Tangerang. With increase in the parts center, Hino can accommodate up to
18.000 items of spare parts. In addition, Hino also has parts depot in Banjarmasin.
- December 2012
The 30th anniversary of Hino Indonesia, introduced a lineup of medium-duty trucks that use the new
Common Rail engine, more powerful and better fuel efficiency.
- February 2013
Hino opened a branch office in Balikpapan in order to become closer to the customers, and provide
best service to them in Kalimantan area.
- June 2013
Hino opened Service Center and Parts Depo in Tanjung Morawa, North Sumatra, in order to provide
the best after-sales service to customers in Sumatra.
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7. COMPANY TRACK - 3
- January 2015
Hino launched the latest generation of trucks in the World. Hino 500 series New Generation Ranger is
the latest generation of trucks in the medium-duty truck class.
-Dec 2017
Hino Bus RN 285 AT with automatic transmission was launched as a solution of mass transportation
needs currently required by people of Indonesia. Bus Hino RN 285 with automatic transmission can
improve drivers comfortable because easier to drive and reduce drivers fatigue especially in traffic jam
condition.
-Dec 2017
35 years of Hino Grow with Indonesia. During its period, Hino grow with this country through provide
transportation for society and goods, and also contribute on development of Indonesia. During 35
years establish we have been provided more than 160 product variant that ready for business.
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8. PRODUCTS
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9. PRODUCT MILESTONE 104 variants

PRODUCT LINE UP
Period 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 - 2015-
2017 2018
2014 2016
LINE UP Second Hand Truck EURO 2
Launch New
TOTAL TOTAL
TOTAL Dutro Total
300 SERIES TOTAL 25 31 33
34 VARIANT 23 VARIANT 23 VARIANT
START (4 TOTAL 5 TOTAL 12 VARIANT VARIANT VARIAN VARIANT
TYPE) VARIANT T

TOTAL
TOTAL TOTAL
500 SERIES 38
67* VARIANT 67 VARIANT
9 VARIANT TOTAL 11 VARIANT TOTAL 12 VARIANT TOTAL 18 VARIANT VARIANT
TYPE

Total Total Total

BUS SERIES 3 TOTAL 4
5 10 7
VARIAN TOTAL 4 VARIANT Total 4 NEW VARIANT Variant Variant Variant
VARIANT
T
Total
Launch New
5
Profia
Variant Total
4 VARIANT
3 Variant (ZYSR, 6
700 SERIES Launch (ZYSR, ZYHR, ZS) ZYHR, ZS,
(ZY T/M,
Variant
1 Variant (ZY) AMT & ZS
FY1E SV1E, SS1E
T/M, AMT)
T/H)
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II MARKET & SALES

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1. INDONESIAN AUTOMOBILE MARKET

*Source :
-2005-2012 Gaikindo (Wholesales Basis)
-2013 Gaikindo (Retail Sales Basis)
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2. HINO SALES
Hino Indonesia Retail Sales
40,000

35,000 34,162 5 34,391

7
30,007
30,000
30,078
25,000
f 25,532
6
20,000
Start sell Dutro
e 20,852 22,067 22,332
Units

15,000 4
13,448
10,000 8,197 11,594
5,578 4,373 24,657 a c 6,4013 6,145 d
5,000
1 2,258 3,522 2,874 b 4,363
387 462 245 883 1,068 1,311 2,802 787 3,191 3,436
3,037 4,193
-
298 1,831 2,288 1,068
526 177 671 1,255 784 325
1976
1977
1978
1979
1980
1981
1982
1983
1984
1985
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
Year
Hino Indonesia Condition : Global Condition :
a. Construction of the new plant postpone e. Introduction of Hino New Dutro (2010). 1. Gulf War (1991) 5. 2013 Achievement
due to economic crisis (1997).
2. Asia Currency Crisis 6. President Election
b. Construction of new plant restarted with f. Began exporting Hino Dutro to Vietnam (1997) (2015)
capacity 10.000 unit/year (2002). and CKD Hino Dutro units to Malaysia (2011).
3. Fuel Price 7. Government
c. New model “Dutro”, smaller truck with g. Began exporting CBU Hino Dutro products Increment (2005) Infrastucture &
GVW < 10T (Light Duty Truck) was launched to Bolivia and Haiti (2012). recovery of Mining
(2002). (2017)
d. Introduction of Hino Line up with euro II 4. Economic Crisis *Source : Business Plan
Engine Trucks and Bus also CNG Bus (2007). “Lehman Shock”
(2008)
 Page 23
3. HISTORICAL MARKET, SALES & SHARE MOVEMENT
60% 160,000

55% 146,146 144,323

53%
140,000
50% 49%
47%
123,112 47%
46% 47% 46%
43% 45% 45% 120,000
119,978

40%
100,118
100,000
93,447

81,537 82,288
34%
31% 32%
30% 80,000
27% 71,975
25%
23% 24%
60,451
19% 21% 21% 60,000
20%
16% 17%
16% 18% 17%
16%
14% 14% 15% 40,000
12%
10%
8% 8% 16,942 20,000

2% 3% 3% 2% 3% 3%
3% 1% 2%
0% 1% 1% 0
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
TOTAL HINO NISSAN UD MITSUBISHI ISUZU TOYOTA
 Page 24
4. CAT2 MARKET, SALES & SHARE
70.0% 120,000
111,174 111,820

62.4%
60.0% 59.8% 60.4%
97,277 96,083 58.1% 100,000
55.4%
55.3% 54.8%
53.3% 53.2%
54.1%
50.0% 50.0%
79,883
80,000

40.0% 65,553 64,682 65,638

60,000
54,507
30.0% 48,410

20.7% 40,000
19.5% 21.6%
20.0% 17.7% 18.4% 19.8% 20.1%
16.2% 18.2% 19.0% 19.2%
16.3% 17.3% 17.8%
17.1% 17.1% 16.2% 16.9%
15.9%
14.3% 13.4% 11.5%
13.0%
10.9% 20,000
10.0% 9.5% 10.5%
9.1%
9.0% 11,229
7.0% 8.9%
5.2%
2.6% 2.4%
0.0% 0
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
TOTAL HINO MITSUBISHI TOYOTA ISUZU

*Source : Gaikindo (Retail Sales Basis)

 2017 Page 25
5. CAT2 MARKET & SHARE BY SEGMENT 2.6%
16.1
1.5% % 4W TRUCK

6W TRUCK

Hino Market Share by Segment (2009 – 2018) 4W BUS

79.8 6W BUS

4W Truck %
3,000 35.0%

2,500 30.0% 4W Bus

25.0% 400 25.0%
2,000 350
20.0% 20.0%
1,500 300
15.0% 250 15.0%
1,000 200
10.0%
150 10.0%
500 5.0% 100
5.0%
0 0.0% 50
Sales
2009 2011 2013 2015 2017 0 0.0% Sales
Share
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 Share

6W Truck
14,000 25.0% 6W Bus
12,000 400 50.0%
20.0% 45.0%
10,000 40.0%
300
15.0% 35.0%
8,000 30.0%
200 25.0%
6,000 10.0% 20.0%
15.0%
4,000 100
10.0%
5.0% 5.0%
2,000
0 0.0%
Sales
0 0.0% 2009201020112012201320142015201620172018 Share
Sales

2009 2011 2013 2015 2017 Share

*Source : Gaikindo
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6. CAT3 MARKET, SALES & SHARE
70.0% 40,000

60.1% 61.7%
60.0%
60.0%59.2%
34,972
59.1% 60.3% 60.2% 60.3% 61.1%
35,000
55.6% 55.9%32,503
30,000
50.0% 27,809
25,835
25,000
23,895
40.0%
20,235
20,000
17,606 17,468
30.0% 15,984
25.2% 15,000
23.6% 22.6% 22.6%
12,041 21.9%
20.0% 19.5%
17.9%
17.8% 10,000
14.5% 16.3% 15.5%
15.1%
15.1% 12.4% 12.0%
10.7% 10.3% 14.0% 11.8% 5,71311.4%
10.0% 9.0%
8.4% 10.7% 9.9% 10.0%
9.3% 5,000

6.5% 2.9%
1.5% 2.3% 3.9%
0.8% 0.4%
0.0% 0
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
TOTAL HINO NISSAN UD MITSUBISHI ISUZU

*Source : Gaikindo (Retail Sales Basis)

 Page 27
7. CAT3 MARKET & SHARE BY SEGMENT 0.1% 2017
8% 1% 9%
4x2
17% 6x2
6x4
18%
Hino Market Share by Segment (2009 – 2018) 4 x 2 T/H
6 x 4 T/H
47% 8x4
Bus

4x2
6,000 80.0% 6x2 *Source : Gaikindo

5,000 6,000 80.0%

70.0%
4,000 70.0%
4,000
3,000 60.0% 60.0%
2,000 2,000
50.0% 50.0%
1,000
0 40.0%
0 40.0%
2009201020112012201320142015201620172018
2009 2011 2013 2015 2017
8,000
6x4 80.0%
6,000 70.0%
4,000 60.0%
2,000 50.0%
0 40.0%

6 x 4 TH 2009 2011 2013 2015 2017

800 100%
4 x 2 TH
600 80% 2,000 80%

60% 1,500 70%

400
40% 1,000 60%
200 20% 500 50%
0 0% 0 40%
2009 2011 2013 2015 2017 2009 2011 2013 2015 2017
 Page 28
8. ACHIEVEMENT
1. HMSI Achievement in 2017
1) CAT3 : No.1 Market Share for 18 consecutive years since 1999
2) CAT2 : Maintain market share 20%

2. TOP 10 Automobile Brand in 2017 （among GAIKINDO members）

No. Manufacture Sales Unit Share

1 Toyota 371,332 34.39%
2 Honda 186,859 17.30%
3 Daihatsu 186,381 17.26%
4 Suzuki 111,660 10.34%
5 Mitsubishi Motors 79,807 7.39%
6 Mitsubishi FUSO 41,588 3.85%
7 Hino 29,644 2.75%
8 Isuzu 20,085 1.86%
9 Nissan 14,488 1.34%
10 Datsun 10,484 0.97%
Others 27,555 2.55%
Total 43 Companies 1,079,883 100%
 Page 29

III MARKET & SALES ACTIVITIES

 Retail Sales 2017 Page 30
1. DLR NETWORK EXPANSION - 1 7.5%
7.5% 0.2%

18.2% Java, Bali, & NTB

66.5%
NAD Sumatera
Lhokseumawe
SULAWESI Kalimantan

KALIMANTAN 17 outlets Sulawesi & Maluku

17 outlets Papua

RS
PAPUA
7.5 %
RS 3 outlets
7.5 %
RS
SUMATERA 0.2 %
44 outlets MALUKU
4 outlets
RS
18.2% RS NTB NTT
JAWA BALI, NUSA TENGGARA
63 outlets 66.5%
9 outlets
Area Dealer Branch Sub Dealer Total
Java, Bali, & NTB 17 49 6 72
Sumatera 12 32 0 44
Kalimantan 6 12 0 18
Sulawesi & Maluku 6 15 0 21
Papua 1 2 0 3
TOTAL 42 110 6 158

* Update Feb 2018

 Page 31
2. DLR NETWORK EXPANSION - 2
Network
YTD ‘17 YTD ‘18
Dealer 42 42
Sales outlet 119 116
3S outlet 117 116 Prima Putra Kaltim

Service outlet
147 147
(include contracted shop）
DLR Bay 466 466
Parts outlet 3073 3108

Work Force
Nengmey Pratama Malut Maluku
YTD ’17 YTD ’18
Number of sales staff
1089 1115
and manager
RANGER 108 108
DUTRO 371 391
MIX 610 616 * Until Feb 2018
Duta Cemerlang Motor
Number of mechanics 800 813
 Page 32
3. SALESMAN/MECHANIC IMPROVEMENT – 1.1
TRAINING ACTIVITIES – HINO SALES SCHOOL (HSS)

* Until Feb 2018

 Page 33
3. SALESMAN/MECHANIC IMPROVEMENT – 1.2
TRAINING ACTIVITIES – HINO TECHNICIAN SCHOOL (HTS)
YTD 2017 YTD 2018
HTS Freq Total Freq Total
HQS – Junior Tech 6 57 2 29
HQS – Senior Tech 4 52 1 15
HQS – Professional Tech 3 31 1 8
HQS Spirit Master 2 14 1 9
Training to Trainer 0 0 0 0
Service Advisor 4 55 1 14
Field Advisor 3 41 0 0
HTMT (HTMT Batch 17) 2 27 1 17
Training PMC for Authorized Workshop 0 0 0 0
Training Engine Repair for Authorized Workshop 0 0 0 0
Training Chassis Repair for Authorized Workshop 0 0 0 0
Total Participant 24 277 7 92
YTD 2017 YTD 2018
CUSTOMER TRAINING
Freq Total Freq Total
Properly Driving Course 39 987 2 30
Training for Trainer (TOT) Driver 5 40 1 13
Preventive Maintenance Course 23 295 2 39
Chassis Repair Course 2 27 1 12
Engine Repair Course 4 42 1 17
Total Participant 73 1391 7 111
* Until Feb 2018
 Page 34
3. SALESMAN/TECHNICIAN/PART SALESMAN
HSS HTS HPS
 Page 35
4. ADVERTISEMENT - 1
YEAR 2007–2008 2009 - 2010 2011 - 2012 2012 -….

BILLBOARD

HINO BRAND,
DUTRO,
MARKET HINO BRAND,
RANGER, BUS
DUTRO DUTRO &
& PARTS
DUTRO & RANGER RANGER

PRIORITY AREA: 2nd PRIORITY All

Sumatera, Java AREA:
AREA National
& Bali + Maluku & ONWARD
Wide
Kalimantan
 Page 36
4. ADVERTISEMENT - 2

RADIO
NEWSPAPERS & TV COMERCIAL
MAGAZINES

SOCIAL YELLOW PAGES

INTERNET
NETWORK
 Page 37

IV AFTER SALES ACTIVITIES

 Page 38
Total Support Concept

“TO MAXIMIZE CUSTOMER BUSINESS PROFIT”

Provide Best-fit Two Values

Product (with QDR) Minimize vehicle
for support customer UP time 100%
lifetime cost
business
1
Best-fit
Product

2
After Service
Support Maintain & improve
3 the value of
Customer- commercial vehicles
Oriented
Support daily concerns activities
of customer business
 Page 39
TOTAL SUPPORT - 1
What is CCM activity?
Continuous contact throughout the lifetime of the truck.
After
3 years ＊Ask condition
＊Offer new truck
After
＊Offer overhaul
1 years

＊Ask condition
- Quality defect?
- Need technical advice?
- Offer driving advice?
＊Ask condition
＊Offer periodic check
＊ Offer Driving lecture /
After
review / assessment
1 month
＊Stock recommendation
for spare parts
5,000km

＊Ask condition
＊Introduce PIC ＊Offer 1K 5K free
＊Explain Warranty 1,000km
inspection
＊PDI ＊Support if any defect
＊Driving instruction Delivery
 Page 40
TOTAL SUPPORT – 2.1
Supporting customer’s operation
1) Consulting on service & parts operation
Service Software of Parts warehouse operation
Parts for Fleet
Operation
Manual for
Fleet

2) Training for Fleet Customer

 Eco and safety driving training
 Maintenance training for mechanic’s fleets
 Management training (workshop, warehouse,
inventory, parts catalog)
 Page 41
TOTAL SUPPORT – 2.2
3) Parts consignment and parts & service contract

4) National support network

To accommodate fleet customers which operate in all region
HMSI

C
C C C C
Coordinator Customers Coordinator

C C

Dealer A Dealer B Dealer C

 Page 42
TOTAL SUPPORT – 3 (FREE SERVICE PROGRAM)

HMSI released Free Service Program (FSP) in July 2013

as a trigger for long term relationship with customer

Warranty period Starting repairs by age

60% Free Service P. Obtain service contract with customer until vehicle life

We are losing this Purchase

area Hino gain
40% Lift up
40%
Retention rate

In normal case, it Private work shop is

will drop as soon as enjoying to take this
warranty is over. portion

Vehicle age 1st year Vehicle life

 Page 43
TOTAL SUPPORT – 3 (FREE SERVICE PROGRAM)

New Vehicle Sales 1,000km 5,000km 10,000km 60,000km

Free Service Program (FSP)

Customer enjoy with FSP (2  8 serviced)  Good relationship with customer

Start offering Contract Service

Long & close communication with customer

Including :
1. Free Oil : 3. Free Filter :
- Machine Oil - Oil Filter
- Differential Oil - Solar Filter
- transmission Oil - Air Filter
2. Free Fluid : 4. Free Air Dryer
- Brake Fluid
- Power Steering Fluid
- Clutch Fluid
 Page 44
TOTAL SUPPORT – 4 (AFTER SALES SUPPORT)
Service car
Provide Service Car in each dealer

HGP (Hino Genuine Part) HOP (Hino Original Part)

 Page 45

V OTHER ACTIVITIES
 Page 46
Sales Activities

Opening PT. NPM Gorontalo

Annual GSO Meeting

Driver Competition (Makassar)

Driver Competition (Jakarta)
Driver Competition (Semarang)
 Page 47
Product

Dutro 4x4
Soft Launching RN 285 Matic

Gaikindo Indonesia International

Uji Emisi
Auto Show
Driver Training
 Page 48
Training

Training Kaizen Training Hino Pride

Training “ Gathering & Delivering Market Training Leadership – SPV Level

Customer – Competitor Data
 Page 49
Dealer Treatment

Annual Dealers Conference Regional Dealers Meeting

Dutro Productive SPV Award Incentive

Dealer Incentive Tour
Tour to Japan
 Page 50
Employee Activities

Hino Knowledge Sharing Family Gathering

Hino Got Talent

Breaking the fast together

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Corporate Social Responsibility (CSR)

Biogas Reactor PETANI JAMUR TIRAM Transmition Simulator for UI

Mobil Belajar for Kandank Jurank Doank Free Lips Surgery Scholarship for SMK Purwakarta
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Hino Customers

PT. Jayamix PT. LancarJaya Mandiri Abadi PT. Syncrum Logistic

PT. Pertamina Patra Niaga

PO. Sinar Jaya City Trans - Bandung
PT. Hino Motors Sales Indonesia

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