D2W ADE Construct

Pool D 2 Parameters Compete within the same group for Unit Contests

Sl No Parameters Weightage Qualifying range 1 No. of Accounts Cracked 60% 90 - 130% 2 Accounts Retained (sold into since the40% of opening) 90-100% time

SCORING 100% achievement = 1000 runs Example 1 If a CE achieves the following Parameter Weightage Achievement No. of Accounts Cracked 60% 100% Accounts Retained (sold into since the40% of opening) 100% time Total Runs

Example 2 If a CE achieves the following Parameter Weightage Achievement No. of Accounts Cracked 60% 140% Accounts Retained (sold into since the40% of opening) 80% time Total Runs Example 3 If a CE achieves the following Parameter Weightage Achievement No. of Accounts Cracked 60% 80% Accounts Retained (sold into since the40% of opening) 100% time Total Runs

Team Kicker (Between 0.5% upto 1% Unit MS growth over same period Last year the CE recieves a kicker of 1.5X on V Let us assume the unit of the CE in the examples above achieve unit Market share growth over the 2 month period in the follow CE Unit MS Growth Kicker on Volume Runs Example1 Example2 Example3 0.80% 1.50% 2.50% 1.5 2 2

Payout

Payout Slabs 0 - 500 >500 - 750 >750 -1000 >1000-1250 >1250 - 1500 >1500

Payout as a % of Base + HRA 5% 10% 20% 30% 40% 60%

Applicable slabs of the CE's above Example 3 Example 1 Example 2

E Construct

Source of information Excel input from Unit TSB/ASDOS/SAMNA

Score Calculation Scoring Runs =1000runsXWeightageXAchieve =1000*60%*100% 600 ment =1000*40%*100% 400 1000

Score Calculation

Scoring Runs =1000*60%*130% 780 =1000runsXWeightageXAchieve =1000*40%*0% 0 ment 780

Score Calculation

Scoring Runs =1000*60%*0% 0 =1000runsXWeightageXAchieve =1000*40%*100% 400 ment 400

od Last year the CE recieves a kicker of 1.5X on Volume, for>1% MS the kicket is 2X on Volume) ket share growth over the 2 month period in the following manner Run Calculation Total Runs Individual Score+ Volume Score X 0.5 1300 Individual Score+ Volume Score X1 1560 250 grace runs as volume score is 0 650

D2W TT Construct
Sl No Parameters 1 Volume vs AOP 2 FMOs (2 nos with equal wieghtage) 3 Cooler Scores Weightage 50% 20% 30% Qualifying range 90 - 130% 90-120% 90-120%

SCORING 100% achievement = 1000 runs Example 1 If a CE achieves the following Parameter Volume vs AOP FMO1 FMO2 Cooler Scores Total Runs

Weightage 50% 10% 10% 30%

Achievement 100% 100% 100% 100%

Example 2 If a CE achieves the following Parameter Volume vs AOP FMO1 FMO2 Cooler Scores Total Runs Example 3 If a CE achieves the following Parameter Volume vs AOP FMO1 FMO2 Cooler Scores Total Runs

Weightage 50% 10% 10% 30%

Achievement 140% 80% 100% 100%

Weightage 50% 10% 10% 30%

Achievement 80% 80% 100% 100%

Team Kicker (Between 0.5% upto 1% Unit MS growth over same period Last year the CE recieves a kicker of 1.5X on V Let us assume the unit of the CE in the examples above achieve unit Market share growth over the 2 month period in the follow CE Unit MS Growth Kicker on Volume Runs Example1 Example2 Example3 0.80% 1.50% 2.50% 1.5 2 2

Payout Payout Slabs 0 - 500 >500 - 750 >750 -1000 >1000-1250 >1250 - 1500 >1500 Payout as a % of Base + HRA 5% 10% 20% 30% 40% 60% Applicable slabs of the CE's above Example 3 Example 1 Example 2

Construct
Source of information Excel input from Unit TSB/ASDOS/SAMNA Solutions Audit

Score Calculation

Scoring =1000*50%*100% =1000runsXWeightageXAchieve =1000*10%*100% =1000*10%*100% ment =1000*30%*100%

Runs 500 100 100 300 1000

Although he has achieved 140% the max limit of achivement is 130%. Score is calculated on 130%

Score Calculation

Scoring =1000*50%*130% =1000runsXWeightageXAchieve =1000*10%*0% =1000*10%*100% ment =1000*30%*100%

Runs 650 0 100 300 1050

40128960: His score in FMO1 is below the qualifying range of 90%

Score Calculation

Scoring =1000*50%*0% =1000runsXWeightageXAchieve =1000*10%*0% =1000*10%*100% ment =1000*30%*100%

Runs 0 0 100 300 400

od Last year the CE recieves a kicker of 1.5X on Volume, for>1% MS the kicket is 2X on Volume) ket share growth over the 2 month period in the following manner Run Calculation Total Runs Individual Score+ Volume Score X 0.5 1250 Individual Score+ Volume Score X1 1700 250 grace runs as volume score is 0 650

D2W Rural Construct Sl No Parameters 1 Volume vs AOP 2 Active Spokes 3 RSP Attrition Weightage 50% 30% 20% Qualifying range 90 - 130% 90-120% 90-120%

SCORING 100% achievement = 1000 runs Example 1 If a CE achieves the following Parameter Volume vs AOP Active Spokes RSP Attrition Total Runs

Weightage 50% 30% 20%

Achievement 100% 100% 100%

Example 2 If a CE achieves the following Parameter Volume vs AOP Active Spokes RSP Attrition Total Runs Example 3 If a CE achieves the following Parameter Volume vs AOP Active Spokes RSP Attrition Total Runs

Weightage 50% 30% 20%

Achievement 140% 80% 100%

Weightage 50% 30% 20%

Achievement 80% 80% 100%

Team Kicker (Between 0.5% upto 1% Unit MS growth over same period Last year the CE recieves a kicker of 1.5X on Volume, for>1 Let us assume the unit of the CE in the examples above achieve unit Market share growth over the 2 month period in the following manner CE Unit MS Growth Kicker on Volume Runs Example1 Example2 Example3 0.80% 1.50% 2.50% 1.5 2 2

Payout Payout Slabs 0 - 500 Payout as a % of Base + HRA 5% Applicable slabs of the CE's above

>500 - 750 >750 -1000 >1000-1250 >1250 - 1500 >1500

10% 20% 30% 40% 60%

Example 3 Example 1 Example 2

al Construct Source of information Excel input from Unit No. of active Spokes Excel input from Unit

Score Calculation

Scoring =1000*50%*100% =1000runsXWeightageXAchieveme =1000*30%*100% nt =1000*20%*100%

Runs 500 300 200 1000

Score Calculation

Scoring =1000*50%*130% =1000runsXWeightageXAchieveme =1000*30%*0% nt =1000*20%*100%

Runs 650 0 Although he has achieved 140% the 200 40128960: max limit of His 850 score in spokes is achivement is 140%.
below the qualifying Score of 90% range is calculated on 130%

Score Calculation

Scoring =1000*50%*0% =1000runsXWeightageXAchieveme =1000*30%*0% nt =1000*20%*100%

Runs 0 0 200 200

year the CE recieves a kicker of 1.5X on Volume, for>1% MS the kicket is 2X on Volume) e growth over the 2 month period in the following manner Run Calculation Total Runs Individual Score+ Volume Score X 0.5 1250

Individual Score+ Volume Score X 1 1700 250 grace runs as volume score is 0 650

D2W MT Construct Sl No Parameters 1 Volume vs AOP 2 Coolers Planned vs Placed 3 E2W Adherence Weightage 60% 20% 20% Qualifying range 90 - 130% 90-120% 90-120%

SCORING 100% achievement = 1000 runs Example 1 If a CE achieves the following Parameter Volume vs AOP Coolers Planned vs Placed E2W Adherence Total Runs

Weightage 60% 20% 20%

Achievement 100% 100% 100%

Example 2 If a CE achieves the following Parameter Volume vs AOP Coolers Planned vs Placed RSP Attrition Total Runs Example 3 If a CE achieves the following Parameter Volume vs AOP Coolers Planned vs Placed RSP Attrition Total Runs

Weightage 60% 20% 20%

Achievement 140% 80% 100%

Weightage 60% 20% 20%

Achievement 80% 80% 100%

Share Kicker (Between 0.5% upto 1% City/ State MT Share growth over same period Last year the CE recieves a kicker of 1.5X on V Let us assume the unit of the CE in the examples above achieve unit Market share growth over the 2 month period in the following manner CE Unit MS Growth Kicker on Volume Runs Example1 Example2 Example3 0.80% 1.50% 2.50% 1.5 2 2

Payout Payout Slabs Payout as a % of Base + HRA Applicable slabs of the CE's above

0 - 500 >500 - 750 >750 -1000 >1000-1250 >1250 - 1500 >1500

5% 10% 20% 30% 40% 60%

Example 3

Example 1 Example 2

T Construct Source of information Excel input from Unit Excel input from Unit Linear Feet Index Reported by Solutions Audit

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 600 200 200 1000

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 780 0 200 980

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 0 0 200 200

period Last year the CE recieves a kicker of 1.5X on Volume, for>1% MS the kicket is 2X on Volume) e growth over the 2 month period in the following manner Run Calculation Total Runs Individual Score+ Volume Score X 0.5 1300

Individual Score+ Volume Score X 1 1760 250 grace runs as volume score is 0 450

D2W OP Construct Sl No Parameters 1 Volume vs AOP 2 Same Store Growth 3 OFR Weightage 60% 20% 20% Qualifying range 90 - 130% 90-120% 90-120%

SCORING 100% achievement = 1000 runs Example 1 If a CE achieves the following Parameter Volume vs AOP Same Store Growth OFR Total Runs

Weightage 60% 20% 20%

Achievement 100% 100% 100%

Example 2 If a CE achieves the following Parameter Volume vs AOP Same Store Growth OFR Total Runs Example 3 If a CE achieves the following Parameter Volume vs AOP Same Store Growth OFR Total Runs

Weightage 60% 20% 20%

Achievement 140% 80% 100%

Weightage 60% 20% 20%

Achievement 80% 80% 100%

Share Kicker (Between 0.5% upto 1% City/ State MT Share growth over same period Last year the CE recieves a kicker of 1.5X on V Let us assume the unit of the CE in the examples above achieve unit Market share growth over the 2 month period in the following manner CE Unit MS Growth Kicker on Volume Runs Example1 Example2 Example3 0.80% 1.50% 2.50% 1.5 2 2

Payout Payout Slabs 0 - 500 Payout as a % of Base + HRA 5% Applicable slabs of the CE's above Example 3

>500 - 750 >750 -1000 >1000-1250 >1250 - 1500 >1500

10% 20% 30% 40% 60%

Example 1 Example 2

P Construct Source of information Excel input from Unit Excel input from Unit OFR report

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 600 200 200 1000

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 780 0 200 980

Score Calculation

Scoring =1000*60%*100% =1000runsXWeightageXAchieveme =1000*20%*100% nt =1000*20%*100%

Runs 0 0 200 200

40128960: As most OP CE's are have some MT

period Last year the CE recieves a kicker of 1.5X on Volume, for>1% MS the kicket is 2X on Volume) e growth over the 2 month period in the following manner Run Calculation Total Runs Individual Score+ Volume Score X 0.5 1300

Individual Score+ Volume Score X 1 1760 250 grace runs as volume score is 0 450