X-FACTOR September 2011

8/4/2019 X-FACTOR September 2011

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X-FACTOR 2011-2012

Incentive for Field Force

September 2011


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Objective

To incentivize the Field Force on successfullydriving the S&D priorities for the month & on

achieving targeted objectives


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PARAMETERS & WEIGHTAGES

URBAN - Split RURAL / COMMON WEIGHTAGE

Overall Secondary Sales

Value

Overall Secondary Sales

Value

50%

SSM Incentive Earnings Secondary sales of Rural

Focus Brands(4 for Sep)

30%

Pool Incentive for AH

Urban Value Plan

Pool Incentive for AH

Rural Value Plan

20%

The Weightage on Overall Secondary Value Sales will be further split by segment

for the different types of SOS


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Overall Secondary Sales Value (Urban &

Rural).Weightages

HPC HC FEM FOODS ETHICAL

HPC SO100%

HC SO100%

Common SO70% 10% 10% 10%

Foods SO100%

OPM & ESR100%

SO INCENTIVE

FEM SO, SPO, SR & SP will continue to get incentive as announcedearlier.


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Overall Secondary Sales ValueGrid (Urban

& Rural)..

95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%

ALL SOs 1 2 3 4

Secondary Value Sales Plan for September 2011.

For succeeding quarter the same is not cumulated.Measured through Drishti. For non Drishti stockists the Reach value sales is measured.

COMMON Target Ach %age Score Weightage Final Score

HC+HPC 100 98 98% 2 70% 1.4

Foods 100 102 102% 4 10% 0.4

FEM 100 99 99% 2 10% 0.2

Ethical 100 100 100% 3 10% 0.3

Total 2.3


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SSM Incentive Earnings Grid (Urban only)

60% of Max

earning

70% of Max

earning

80% of Max

earning

90% of max

earning

URBAN SOs 1 2 3 4

The Potential Earnings of the all Drishti stockists SSMs under the SO is measured.

E.g.In case of Delhi , if an SO has 10 SSMs under him , then the total potential

earning of these SSMs is Rs . 40000/- for the month.

If the actual amount earned by the SSMs is Rs 34,000/- in Sep 2011 then the %age ofearning to potential is 85% which means the SO earns 3 points

Delhi being metro , potential pegged at

Rs.4000 per SSM per month


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Secondary Sales of Rural Focus Brands(Rural) for Common SOs only

95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%

Common SOs/Rural 1 2 3 4

One HC , One HPC , One FEM, One Ethical , One Foods as Focus Brands/Category

Secondary sales Value target cumulative for the basket for all FB in Sep 2011.

Measured through Drishti. For non Drishti stockists the Reach value sales is measured.


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AH Value Pool Target- Urban & Rural

EG If the AH ValueTarget for Sep 2011 is 200 lacs , and if the

ACHIEVEMENT is 210 lacs then the achievement % is 105% then every

Urban SO will get 4 points

95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%

URBAN & RURAL 1 2 3 4


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Final Score ~ Urban

Urban SO Individual

Parameter Score

Weightage Final Score

Value Sales 2.3 50% 1.15

SSM Earnings 3.0 30% 0.90

AH Pool Target 4.0 20% 0.80

Total 2.85


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Final Score ~ Rural

Urban SO Individual

Parameter Score

Weightage Final Score

Value Sales 2.3 50% 1.15

FB Sales Target 3.0 30% 0.90

AH Pool Target 4.0 20% 0.80

Total 2.85


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Critical information flow

All the SO Targets to add up to TM target andsimilarly TM target should add up to AHtarget. Finally AH target to add up to Regional

quarter plan.

SAP for primary achievement.

The targets to reach Mr.Praveen Anand by the10th of Sep 2011.


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Bonus or Penalty

Elements Measure Bonus is a %

add-on on

the actualearning.

Measure Penalty is a %

deduction on the

actual earning.

Cheque Bouncing < 0.5% of Net

Ssales Value

5% > 0.75% of Net

Sales Value

10%

The Bonus & Penalty percentage is applicable on the total amount

actually earned


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TM~X Factor

TM earns an incentive equal to the averageearning of the team (post bonus or penalty) ormore as follows:

Team Earning TM Earning expressed as

times of SO earning.

100 % 1.50 times

90% 1.25 times

85% and below 1.00 times

100% Team earning means : If a TM has 3 SOs then his 100% team

earning means that X-Factor earning by his team is Rs.45000

(Rs.15000*3)


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Thanks

X-FACTOR September 2011

Documents

Transcript of X-FACTOR September 2011