Incentives Scheme Proposal

2017
Sales Departement – Professional Product

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 Sales Incentive Scheme 2017
Profesional Product

Proposed By Reviewed By Approved By

Widodo Liem/ Resmayatna P Sugiharjo / Yanti Resnawati Ludovic Toulemonde

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 Sales Incentive Design

• Objective
 The Scheme is design to drive Field Force to achieved
sales target in 2017.
 To reward more for the performers.
 Consider not only the result but also the process that align
with company objectives.
 Incentives Scheme must be kept simple, attainable and
easy to understand.
 The Incentives is paid for task that individual can control
and measures.
 Rewards specific behaviour intended to drive the business
 Highly differentiate payouts of star performers from
average performers.
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 Sales Incentive Design

• Eligibility
 MR, DM and SM PT. Soho Industri Pharmasi
 Period: January – December 2017

• Password
 Incentive Team, eligible for individual who get min 100%
sales achievement

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 Term and Condition

1. Management have an authority to revise and modify this

scheme if necessary.
2. Maternity leave condition
• Callculation based on Company regulation
3. New Join
• Calculation based on Company regulation
4. Relocation
• For the first month the substraction factor is not applied.
5. Promotion
• For the first month the substraction factor is not applied.

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 Sales Incentive Scheme 2017
Team Acute,Chronic & Combo
I. Medical
Representative
2. Team      
Monthly       - Team Achieve ≥100% (Total Value dan Hospital)
1. Individual   30% 70% - Eligible for individu who get min 100% sales achievement
Achivement Total Total Value Product Focus        
Achivement Total Individual Hospital
100% 2,730,240 819,072 1,911,168
100% 1,972,000 1,000,000 972,000
101% 2,876,256 862,877 2,013,379
101% 2,036,800 1,000,000 1,036,800
102% 3,095,280 928,584 2,166,696
102% 2,134,000 1,000,000 1,134,000
103% 3,314,304 994,291 2,320,013
103% 2,231,200 1,000,000 1,231,200
104% 3,533,328 1,059,998 2,473,330
104% 2,328,400 1,000,000 1,328,400
105% 3,825,360 1,147,608 2,677,752
105% 2,458,000 1,000,000 1,458,000

106% 4,117,392 1,235,218 2,882,174 106% 2,587,600 1,000,000 1,587,600

107% 4,409,424 1,322,827 3,086,597 107% 2,717,200 1,000,000 1,717,200

108% 4,701,456 1,410,437 3,291,019 108% 2,846,800 1,000,000 1,846,800

109% 4,993,488 1,498,046 3,495,442 109% 2,976,400 1,000,000 1,976,400

≥110% 5,285,520 1,585,656 3,699,864 ≥110% 3,106,000 1,000,000 2,106,000

* If MA < 100% incentive will be deducted 5% from total Incentive
* If TCFA < 100% incentive will be deducted 5% from total Incentive

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 Comparation

Average Inc
Average Incentive 2017
2016
% Ach
MR MR % Inc* DM (1.45) SM (1.6)

100% 6,500,000 6,894,837.33 6% 9,997,514.133 11,031,739.733

>=110 10,677,000.00 11,286,837.33 6% 16,365,914.133 18,058,939.733

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* Assumption : 6% inflation rate
 Sales Incentive Scheme 2017
Team Acute,Chronic & Combo
I. Medical
Representative 2. Team      
- Team Achieve ≥100%    

Quarterly         - Eligible for individu who get min 100% sales achievement
1. Individual   30% 70%          
Achivement Total Total Value Product Focus OSS Achivement Total Individual Hospital
100% 2,800,192 840,058 1,960,134 400,000 100% 3,777,600 3,000,000 777,600
101% 3,874,800 3,000,000 874,800
101% 3,019,216 905,765 2,113,451 400,000
102% 3,972,000 3,000,000 972,000
102% 3,238,240 971,472 2,266,768 400,000 103% 4,069,200 3,000,000 1,069,200
104% 4,166,400 3,000,000 1,166,400
103% 3,457,264 1,037,179 2,420,085 400,000
>=105% 4,425,600 3,000,000 1,425,600
104% 3,676,288 1,102,886 2,573,402 400,000

≥105% 4,260,352 1,278,106 2,982,246 400,000

* If MA < 100% incentive will be deducted 5% from total Incentive

* If TCFA < 100% incentive will be deducted 5% from total Incentive

* Target OSS : minimal 5 New dokter order OSS dan total value new OSS 10 Juta

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 Sales Incentive Scheme 2017

Focus & Bucket Product

Team Focus Product Others Product

Imboost Force Group, Curvit Aqua Maris, Dehaf, Fortibi, Fucoidan, Hexbio, Solac, Viartril,
Acute
Group, Prospan Stobled & Legalon

Asthin Force Group (Oral &

Biocurliv, Biocurlam, Biocurkem, Cester, Cholescor, Cinula,
Chronic Topical), Noroid, Curcuma Dermakel, Matovit Group, Dianeral, Enercore & Prenatin DF
Group, Oste Group, Biocurpain

Imboost Force Group, Curvit

Group, Prospan, Asthin Force Aqua Maris, Dehaf, Fortibi, Fucoidan, Hexbio, Solac, Viartril,
Combo Group (Oral & Topical), Noroid, Stobled, Biocurliv, Biocurlam, Biocurkem, Cester, Cholescor, Cinula,
Curcuma Group, Oste Group, Dermakel, Matovit Group, Dianeral, Enercore & Prenatin DF
Biocurpain

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 Sales Incentive Scheme 2017

II. District Manager

Monthly and Quarterly incentive scheme of DM is average from

MR incentives multiple by 1.45

DM INCENTIVE = Incentive (MR A + MR B + MR C + MR D + MR E + MR F ) X 1.45

∑ MR
 

Simulation
DM INCENTIVE =(4.000.000 + 5.000.000 + 5.000.000 + 0 + 2.300.000 + 1.800.000)
X 1.45
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=4.374.166  

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 Sales Incentive Scheme 2017

III. Sales Manager

Monthly and Quarterly incentive scheme of SM is average from DM

incentives multiple by 1.35

SM INCENTIVE = Incentive (DM A + DM B + DM C + DM D + DM E + DM F ) X 1.6

∑ DM
 

Simulation

SM INCENTIVE =(4.000.000 + 3.500.000 + 5.000.000 + 3.750.000 + 2.000.000 + 4.500.000) X 1.6

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=6.066.666

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Thank You

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Back Up Slide

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Incentive 2015 Vs. 2016 Comparison
Incentive (IDR)
Position
2015 2016
MR 6,112,500 6,500,000
DM* 9,019,720 9,425,000
SM** 12,266,819 12,723,750

* Average DM Jr & Sr
** Average SM & GSM

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 Target Contribution
Product Focus Vs. Bucket Product

Target Contribution
TEAM
Focus Product Bucket Product
Imboost 84% 16%
Asthin 43% 57%
Prospan 41% 59%

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