Marketing Policy 2015

Registered Office: Bosch Limited, Hosur Road, Bangalore-560030, Karnataka, India Managing Director: Steffen Berns, Joint Managing Director: Soumitra Bhattacharya

Bosch Limited Post Box No:3000 Hosur Road, Adugodi Bangalore-560030

Karnataka, India

Tel +91 80 2299 9022 Tel +91 80 2299 2168

www.boschindia.com

To All Bosch Diesel Service / Bosch Diesel Centre

AA/ SWS-IN BDS 2015

01 January 2015

Marketing Policy 2015 – Bosch Diesel Service / Bosch Diesel Centre Dear Business partners, At the outset we wish you a very happy and prosperous new year 2015. May the New Year bring you and your family peace, prosperity and good health! We also thank you for your valuable support in 2014 and look forward to the same in 2015 as well. In order to support your business growth, we are pleased to announce BDS marketing policy 2015 with below mentioned initiatives for business development. This policy will be uniformly applicable for all Bosch Diesels Service and Bosch Diesels Centre hereinafter referred to as BDS.

1. Workshop categorization

2. Bi-Monthly growth Incentive

3. Annual growth Incentive

4. PE components - Growth Bonanza

5. VE components - Growth Bonanza

6. Special Support for CR service ready workshops

7. Bi-Monthly Service Bonus

8. CRS single window service support

9. Service Marketing Initiatives support

10. Competency enhancement Support

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 2 of 12

1) Growth incentive: Bi-Monthly Based upon BDS performance in 2014 for (MKD+ RM) as per eFOCuS. We have categorized the BDS into 3 categories in 2015.

We are pleased to announce Bi-Monthly (BM) growth incentive for all performing Bosch Diesel Service as per below mentioned details:

Bi - Monthly Growth Incentive

Category 2014 Business

(MKD+RM) (invoice Value)

Growth Target over 2014

(MKD + RM) Incentive % Remarks

Premium > 6 Lacs per month Minimum 7% 2% of Bosch

Invoice Value

Incentive payable up to 24 Lacs per Bi-Monthly business

or Up to 20% growth over 2014

Standard >3 < 6 Lacs per month Minimum 10% 2% of Bosch

Invoice Value Incentive payable up to 20%

growth over 2014

Select >1.5 < 3 Lacs per month Minimum 12% 2% of Bosch

Invoice Value Incentive payable up to 8

Lacs per Bi-Monthly business

Note : 2015 Bi-Monthly targets will be arrived at by adding growth percentage as mentioned above to 2014 performance as per eFOCuS reports and dividing it by 6. 2) Annual Growth Incentive For all BDS who grow by more than +7% over 2014 in (MKD+RM), an annual growth incentive will be applicable and the same would be announced in Jan 2016.

3) PE component growth bonanza: With a view to recognize the performance of BDS achieving growth in PE components, we are pleased to announce growth bonanza as per details below:-

( PE components - MJPR 666) BDS Category Achievement Criteria Bonanza

Premium 7.5 Lacs cumulative BM5 or 10% growth over 2014, whichever is higher

Holiday voucher value : 30 TINR payable after BM5

Standard 5.0 Lacs cumulative BM5 or 10% growth over 2014, whichever is higher

Holiday voucher value : 20 TINR payable after BM5

Select 2.5 Lacs cumulative BM5 or 10% growth over 2014, whichever is higher

Holiday voucher value : 12 TINR payable after BM5

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 3 of 12

4) VE component - Growth Bonanza

(VE Components - MJPR 663)

BDS Category Achievement Criteria Incentive Bonanza

Premium

15 Lacs cumulative H1 or

20% growth over 2014, whichever is higher

2% additional incentive on VE components purchase subject to max limits of 30 TINR of incentive

This incentive can

be utilized

towards purchase

of any Diesel

related Bosch

Equipment

(H/ware or s/ware)

example VE tools,

ESI, ZEXEL CD,

etc.

Standard

9 Lacs cumulative H1 or

20% growth over 2014, whichever is higher

2% additional incentive on VE components purchase subject to max limits of 20 TINR of incentive

Select

6 Lacs cumulative H1 or

20% growth over 2014, whichever is higher

2% additional incentive on VE components purchase subject to max limits of 15 TINR of incentive

5) Special Support for Workshops with Common Rail Service facility

BDS CRS Service Readiness Level CRS Parts Targets Support

BDS equipped with EPS 200 / 205 Tester 1.8 Lacs in H1’2015 20 TINR

BDS equipped with EPS 708 / 815 Test

Bench 3.0 Lacs in H1’2015 40 TINR

The above support can be used to organize CRS promotional campaigns, CRS -Technical

Seminar or OEM meets to promote CRS business.

Settlement process:

The above support shall be settled as mentioned below:

Eligible BDS to inform in writing to the concerned Sales office about conducting the

campaign / activity and seek approval from concerned TMSS/BM

Activities can be taken up immediately and incentive shall be settled subject to achieving

CR parts turnover target as mentioned above and submitting activity Photographs

Participation of one Bosch representatives in the activity is a must condition

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 4 of 12

6) Bi-Monthly Service Bonus - 2015 In order to kick start 2015 with focus on service growth and increase customer footfall at BDS through various initiatives like NQAW, Buy Back program, Fleet operator binding program and other various local initiatives by BDS, we are pleased to announce service Bonus 2015 as detailed below to provide efficient services to customers. Bonus Criteria: Achievement of Bi-Monthly 2015 targets as per policy or minimum 7% growth over 2014

achievement, whichever is higher

BDS Category

Nos of FIP attended in a Bi-monthly

Bonus per FIP

Remarks

Premium

> 300

INR 100

Max limit for Incentive settlement INR 30,000 per Bi-Monthly

> 200 < 300

INR 50

Standard

> 200

INR 100

Max limit for Incentive settlement INR 20,000 per Bi-Monthly

> 150 < 200

INR 50

Select

> 100

INR 100

Max limit for Incentive settlement INR 10,000 per Bi-Monthly

> 35 < 100

INR 50 per FIP

Note – Incentive to be settled in the form of credit note based upon service report submitted by the BDS to sales office and verified by TSS.

7) Common Rail System Single window service support With the increasing population of diesel vehicles fitted with Bosch CRS, we are glad to announce single window service support for Bosch CR pumps and CR injectors. All BDS can send the CR pumps and CR injectors to other nearest BDS equipped with CRS repair facilities for repairs. For every Bosch CR Pump / Bosch CR Injector sent to such BDS, an incentive of INR.500 per pump & INR.100 per injector will be payable to the BDS who has sent the units for repairs. This will be settled via credit note. BDS to ensure proper packaging to avoid transit damage

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 5 of 12

8) Service Marketing Initiatives: In order to help increase customer footfall and improve service business, we are pleased to announce the following supports for our performing BDS:

Activity Eligibility Criteria Support

Remarks

Service Promotion / Campaign Support

Achievement of H1’2015

Targets

15 TINR

Activity can be taken upfront.

Support will be settled on achievement of targets.

Activity To be approved by BM / Regional SWS

Cumulative BM5 targets Achievement

15 TINR

NQAW for Tractors and

Genset Application

Applicable for all BDS

For inline FIPs overhauled using Bosch OH kit with

filter sealing. Enrollment in Portal or filling of agreement form is must

Diesel Bandhan Support

H1 2015 targets as per policy or

minimum 7% growth over 2014 achievement , whichever

is higher

Details will follow

Fleet Operator Business

Acquisition

For Select BDS and select fleet Operators

Details will follow

Element, Delivery and Nozzle Buy

Back Program

Applicable for all BDS

BDS can return old parts equal to Qty purchased in

2015

9) Bosch Diesel Service Competency Enhancement Support Business development in workshop depends upon quality and efficient manpower. In order to help BDS to have well trained manpower, we are pleased to announce following support and initiatives in 2015.

Activity Eligibility Remarks

Bosch Q cup - 2015 BDS who achieve H1 targets will

be considered. Roll out in August'15

Evaluation will be via Web based Test, Regional Round and All India

Competition

Bosch System Technician - Diesel

H1 targets Achievement. For 100 BDS only and on first cum first

serve basis

50% Discount on Fees at the time of enrollment. Fees paid will be returned if BM5 Cumulative targets are achieved

(1 Person per BDS) BDS to enroll for Bosch System Technician Training program by April’15 with respective regional training centre / sales office to reserve their seat for this special training program

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 6 of 12

Conditions for payout of all the Incentives:

1. Nil outstanding at the end of each Bi-Monthly to the designated BMD-CV / BMD-PC

2. Only eFOCuS reports will be source for all incentives settlement

3. claims to be supported by necessary document, wherever required

4. All incentives are at the sole discretion of Bosch

Other Support Measures 2015

Training at Bosch Training Centre and Local training centre

Special support for Bosch AS equipments as per annexure enclosed

MSI / ESI and technical Service email series

Bosch Hotline number 1800 108 108 1 support (Monday to Saturday 9 am to 9 pm)

AMC and Master pumps inspection support for Test Equipment Quality standards

Buy Back support for Distributor Head, Elements, D.Valves, Nozzles and CR injectors

On line IQA code generator for CRI / CRIN repairs

Fleet Operator business acquisition support

OE recommendation for common rail service business

Expectation from BDS network- 2015

High double digit consistent growth

Modernize your workshop with latest equipments e.g EPS 610 Test bench, 114 Injectors

Special Focus on Tractor, off highway business, CRS and Genset business.

Target 100 TINR CRS parts in a month and conduct CR promotional activities

Attend Min 2 Training programs at Bosch Training Centers to remain competent

Have a good Service Promoter and target min 50% service share in your market

Achieve min Quality score of 80% and use minimum of 10 OH KIT + DP Head a month

Submit BDS service report before 5th of Every Month to respective sales office

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 7 of 12

Conclusion

We expect BDS to consume 100% Bosch parts in the workshop purchased from the assigned

BMD-CV and qualify for all incentives. On our part we wish to assure you that we will continue to

focus on the developmental aspects of BDS and would like to urge you to expand the scope of

services by investing in Training , new tools and equipments. We urge BDS to focus on all

segments of business including Off Highway equipments, Common Rail Service for faster and

profitable growth. We are sure that with this policy support you will contribute significantly to our

business growth

Wishing you all the very best to achieve higher business and service growth in 2015

Thanking You

.

Yours faithfully, For Bosch Limited

(Guenter Weber)

Regional President Automotive Aftermarket

(S. Srinivasa) Senior General Manager Automotive Aftermarket

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 8 of 12

Annexure : Automotive Service Solutions Marketing Policy 2015 (BDS)

With a view to help improve our service share and expand the scope of service offer to the market, we are glad to announce the following support on AS products purchased by BDS in 2015. This support is applicable only for Bosch Authorised workshops who are operational. The BDS who are issued Letter of Indent and setting up Bosch Diesel workshop can also avail this support, however the support amount will be settled only after BDS agreement is signed by the workshop. Electronic Service Information : We are glad to announce special price for all the Bosch Diesel Workshop as below subject to billing completed before 30.04.2015.

ESI Description Subscription Type Part Number MRP

INR

Special price for BDS

(INR)

ESI - A application + features Annual 1987P12410999

250

220 ESI-2.0 Diagnosis/Service Info System (SD/SIS) Annual 1987P12430999

30,000

22,500

ESI-D Diesel Spare parts Annual 1987P12455999 8,500

6,375

ESI-E Electric Spare parts Annual 1987P12460999 4,500

3,375

ESI-K1 Repair Instructions Diesel Annual 1987P12475999 22,400

16,800

ESI-K2 Repair Instruction Starter/Generator Annual 1987P12480999

10,500

7,875

ESI-K3 Repair Instructions Diesel +SG Annual 1987P12485999 15,500

11,625

ESI-W Diesel Test Data (WP) Annual 1987P12500999 9,000

6,750

Test Data ( VP-M/CP) Annual 1687P15015999 20,500

15,375

ESI-ZD/ZX Zexel Diesel Spare parts (Archive) Annual 1987P10436999

4,200

3,150 ESI-ZW Zexel Diesel Test Data (Archive) Annual 1987P10437999

8,400

6,300 BDS Up-gradation support : In order to provide quality service to customers and to make a big headway service business we are happy to announce the Up-gradation support, as detailed below. For the support mentioned as settlement vide Credit note , the BDS to send a claim letter, through the distributor , attaching the invoice of the equipment purchased, based on which claim will be settled vide credit note through the Distributor.

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 9 of 12

S.No. Purchase details of Equipments Support amount

Mode of settlement

1 On purchase of CR Stage 1 tool ( Part no : 0986 610 130 000) Rs.25,000 Credit note

2

On purchase of CR Stage 2 tools( PNs: 0986 613 650 000, 0986 613 699 000, 0986 612 408 000, 0986 611 275 000 , 0986 611 292 000) get support of Rs.50,000 on 0986 613 600 000, Rs.50,000 Credit note

3

On purchase of CR Stage3 tools. ( PNs:, 0986 613 504 000, 0986 613 510 000, 0986 613 690 000, 0986 613 517 000, 0986 613 518 000, F002 H32 371 4AR ) get support of Rs.50,000 on 0986 613 503000 Rs.50,000 Credit note

4 On Purchase of 6 nos of test Injector 1688901114410 Rs.40,000 Credit note

5

On Purchase one EPS 610 , 6 nos of 114 Test Injectors and a EPS 100 Nozzle testers in one order , additional 100 TINR discount will be offered. This support is against prior approval from Bosch head office , interested customers to contact Bosch Business Managers. This support cannot be clubbed with any other support of these 3 products.

Rs.100,000

Discount at the time of billing EPS 610

For more details on Bosch Equipments please get in touch with us or Technical Hotline @1800 108 1081

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 10 of 12

Annexure : AS Products (BDS) - Diesel Equipment Sl

No. Part Number Product Description MRP (INR)

1 F002DG09274AR EPS 610 Injection Pump Test Bench 1,025,610

2 F002H300204AR EPS 815 Universal Injection Pump Test Bench 9,000,000

(List Price)

3 0683708020010 EPS 708 CR Injection Pump Test Bench 5,833,333

(List Price)

4 0683803205000 EPS 205 CRI Test Bench 1,150,000

(List Price)

5 F002DG09214AR EPS 625 Injection Pump Test Bench 1,425,000

(List Price)

6 F002H300004AR H-S/EFEP 130 Injection Pump Test Bench 4kW 741,000

7 F002H300014AR H-S/EFEP 131 Injection Pump Test Bench 4kW 771,000

8 F002H320774AR H-S/EFEP 143 Ultrasonic Cleaning Eqpmt 36,384

9 0684200704000 EPS100 Nozzle Tester (Imported) 166,638

10 96800320054AR H-S/KDEP 99A Nozzle Tester 17,505

11 F002DG09014AR EFEP 60 H Nozzle Tester 16,710

12 F002H300164AR H-S/EFEP161 Multi Function Tester 22,003

13 0986610130000 CR Stage1 Assembly Device CRI&CRIN 306,211

14 0986613600000 CR Stage2 CRI&CRIN stage ll clamping device 228,534

15 0986613650000 CR Stage2 CRI stage ll set 287,878

16 0986613699000 CR Stage2 CRIN stagell set 152,862

17 0986612408000 CR Stage2 Angle of rotation measuring instrument 52,525

18 0986611275000 CR Stage2 1/2 Adaptor 15,403

19 0986611292000 CR Stage2 Hook 6,481

20 0986613503000 CR Stage 3 Pneumatic air supply unit-CRR 120 338,849

21 0986613504000 CR Stage 3 Solenoid triggering unit-CRR 220

& connecting cables 415,264

22 0986613510000 CR Stage 3 Dial gauge stand & base plates 48,068

23 0986613690000 CR Stage 3 Pnuematic dial gauge-CRR 420 129,171

24 0986613517000 CR Stage 3 Needle supporting adapters for CRIN 4,683

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 11 of 12

Sl No. Part Number Product Description

MRP (INR)

25 0986613512000 CR Stage 3 Base plates 3,808

26 0986613513000 CR Stage 3 Base plates 3,808

27 0986613514000 CR Stage 3 Base plates 3,808

28 0986613525000 CR Stage 3 Base plates 5,019

29 0986613506000 CR Stage 3 Connecting cables 33,091

30 0986613507000 CR Stage 3 Connecting cables 30,662

31 0986613508000 CR Stage 3 Connecting cables 30,659

32 0986613518000 CR Stage 3 Needle supporting adapters for CRIN 4,203

33 F002H323714AR CR Stage 3 Measuring heads 150,241

34 0684200615000 VP37 tools set Tester for EDC-VE 868,786

35 1687022281000 VP37 tools set Electronic Ballast 223,976

36 1684465321000 VP37 tools set Connecting Cable 30,881

37 1684465225000 VP37 tools set Connecting Cable 36,650

38 1688130227000 VP37 tools set Timing device tester 72,113

39 1687011208000 VP37 tools set Cable set 72,962

40 0986612605000 VP37 tools set Socket wrench 4,211

41 0986612442002 VP37 tools set Test adaptor 16,872

42 0986612444000 VP37 tools set Adaptor line 8,493

43 1688901114410 Test Injector 114 Test Injector 81,143

44 1688901101410 Test Injector 101 Test Injector 113,181

45 1688901105410 Test Injector 105 Test Injector 82,520

46 F002S3E0014AR Calibration Oil Calibration Oil 13,591

47 F002S3H0064AR Heavy Duty Cleaner Heavy Duty Cleaner 11,726

01 January 2015 RE:AA/SWS-IN BDS 2015 Page 12 of 12

AE , Battery Service equipments, ESI and ECU Scanner Sl

No. Part Number Product Description MRP (INR)

1 0687000025370 Battery Charger BML 2415 21,500

2 018999903M7VW Battery Charger DIY C3 4,900

3 018999907M7VW Battery Charger DIY C7 7,000

4 0684400733760 Load Free Tester BAT 131 49,400

5 0986AT0550760 Load Free Tester BAT 110 18,500

6 F002H323064AR Load Tester BLT 301 8,301

7 F002H300254AR Auto Electrical TB AETB 01 72,800

8 F002H323324AR Auto Electrical TB AETB 03 170,000

9 0684400570000 ECU Scanner KTS 570 290,570

10 1987P12410999 ESI ESI - A application + features, annual 250

11 1987P12430999 ESI 2.0

ESI-2.0 SD/SIS , Annual ( refer special price for BDS in ESI support ) 30,000 *

12 1987P12455999 ESI ESI-D Diesel Spareparts 8,500

13 1987P12475999 ESI ESI-K1 Repair Instructions Diesel 22,400

14 1987P12480999 ESI ESI-K2 Repair Instruction Starter/Generator

10,500

15 1987P12485999 ESI ESI-K3 Repair Instructions 15,500

16 1987P12500999 ESI ESI-W Diesel Test Data (WP) 9,000

17 1687P15015999 Test Data ESI VP-M/CP 20,500

18 1987P10436999 Zexel ZD/ZX Archive CD ESI ZD/ZX 4,200

19 1987P10437999 Zexel ZW Archive CD ESI ZW 8,400

20 1987P12460999 ESI ESI-E Electric Spareparts 4,500

21 1987P12440999 ESI 2.0 ESI-2.0 P Wiring Diagrams 15,800