INCENTIVES PLANNING
Failing to Plan is Planning to Fail
Apr-23 May-23 Jun-23 Q1, 2023-24 Jul-23 Aug-23 Sep-23 Q2, 2023-24 Oct-23 Nov-23 Dec-23 Q3, 2022-23 Jan-24 Feb-24 Mar-24 Q4, 2023-24 FY 2023-24 ST OCKIST -WISE SECONDAR Y SALES TRACKER T OT AL ST -1 ST -2 ST -3 ST -4 ST -5 ST . NAME
QUARTERLY SECONDARY SALES ACHIEVEMENT & INCENTIVES
For every ` 1.50 lakh / Quarter Secondary over and above `12.00 lakhs ADDITIONAL ` 6000 / Quarter Incentives. Incentives are calculated for Quarterly 100% Secondary Sales
Missed Quarter Incentives will be paid on achieving Annual Secondary ≥ 100%.
01
MONTHLY TARGET SLABS ` 1.50` 1.99 Lakhs ` 2.00` 2.99 Lakhs ` 3.00` 3.99 Lakhs ` 4.00 Lakhs QUARTERLY TARGET SLABS ` 4.50` 5.97 Lakhs ` 6.00` 8.99 Lakhs ` 9.00` 11.97 Lakhs ` 12.00 Lakhs QUARTERLY ANNUAL SECONDARY SALES 100% 100% 100% 100% SECONDARY SALES 100% 100% 100% 100% INCENTIVES ` 15,000 ` 27,000 ` 42,000 ` 48,000 ` 60,000 ` 1,08,000 ` 1,68,000 ` 1,92,000 INCENTIVES
RAISE THE BAR
MONTHAFTER MONTH
RAISERS' INCENTIVES
MONTHLY SECONDARY SALES ACHIEVEMENT & INCENTIVES
Applicable to those HQs having less than ` 1.50 lakh / MonthTARGET.
LastYear secondary PCPM will be considered as Base.
If LastYear secondary PCPM is (₹ 0 – ₹ 50,000) it will be considered as ₹ 50,000.
Incentives are calculated monthly but released on a Quarterly basis.
Incentives are based on the Month-on-Month Incremental Secondary sales over the BASE.
For BASE + Every ` 10,000 incremental secondary sale = ₹ 3,000 Incentives
Incentive earned month’s achievement becomes the revised base for the subsequent month and that will not change if not qualified for incentives in subsequent months.
02
Example st1 Month INCENTIVES BASE 1 2 3 4 0.60 0.70 1.40 0.95 ₹ 3,000 ₹ 6,000 ₹ 9,000 ₹ 3,000 0.50 0.50 1.10 0.85 TOTAL 2.10 2.70 4.10 3.40 nd2 Month 0.70 0.90 1.20 1.20 rd3 Month 0.80 1.10 1.50 1.25 INCENTIVES ₹ 3,000 ₹ 6,000 ₹ 6,000INCENTIVES ₹ 3,000 ₹ 3,000 ₹ 6,000INCENTIVES ` 9,000 ` 12,000 ` 18,000 ` 9,000 BASE FOR NEXT INCENTIVE 0.80 1.10 1.50 1.20 * Base is in Lakhs
BUSINESS EXECUTIVES, THERAPY EXECUTIVES
PERFORMERS CLUB
S
` 2.50 lakhs secondary PCPM for the FY 2023-24
BU Heads’ office to conduct Destination Award Functions at Zone level
G
` 3.50 lakhs secondary PCPM for the FY 2023-24
President’s office to conduct Destination Award Function within India
` 5.00 lakhs secondary PCPM for the FY 2023-24
MD office to conduct Destination Award Function within / outside India
03
O L D C L U B
N U M C L U B C
P L A T I
I L V E R C L U B
BUSINESS MANAGERS MANAGERS INCENTIVES
125% of the team’s (BEs / TEs / NEs) average earnings
Example-1: Out of 8 BEs all 8 achieve 100% for the quarter in slab-1.
÷ 8 = `1,20,000 ÷ 8 = ` 15,000.
Example-2: Out of 8 BEs only 4 achieve 100% for the quarter in slab-1.
04
Total
BM will earn Average Incentives × 1.25 = ` 15,000 × 1.25 = ` 18,750
Total Incentives ÷
60,000 ÷
7,500. BM will earn Average Incentives
1.25 = ` 15,000 × 1.25 =
9,375
Incentives
8 = `
8 = `
×
`
BUSINESS LEADERS MANAGERS INCENTIVES
150% of the team’s (BEs / TEs / NEs) average earnings
Example-1: Out of 30 BEs all 30 achieve 100% for the quarter in slab-1.
= `
30 = `
Out of 30 BEs only 10 achieve 100% for the quarter in slab-1.
05
Total Incentives
15,000. BL will earn Average Incentives × 1.50 = ` 15,000 × 1.50 = ` 22,500
Total Incentives ÷ 30 = ` 1,50,000 ÷ 30 = ` 5,000. BM will earn Average Incentives × 1.50 = ` 5,000 × 1.50 = ` 7,500
÷ 30
4,50,000 ÷
Example-2:
Criteria Winning
INCENTIVE CRITERIA
BE /TE / NE / KAE / KAM / BM / BL/ BH joined after 1st working day of the month will not be eligible for that month’s incentives.
Employee should be on the payroll of the company at the time of disbursement.
For any Rewards /Awards Management decision will be Final.
Short Supply would not be considered as Sales.
Incentive parameters & earning will be calculated on Budgeted Manpower Strength only.
Calculation of incentives will be based on the secondary sales as reflected in Kristab as per the correct closing stocks entered in Kristab as per the valid stock & sales statements received.
Secondary sales only from those stockists with valid stock & sales statements sent to H.O. on time will be considered.
All Incentives will be paid on a QUARTERLYbasis.
Incentives for any given Quarter will be calculated and released within 40 days from the quarter end. e.g., 1st Quarter (Apr-23 to Jun-23) incentives will be released by 10th July, 2023 after verification of secondary sales.
Any dispute of the incentive should be reported within 60 days of declaration, otherwise will not be considered.
The incentive scheme is announced by the company at its discretion and may be withdrawn or altered at any time.The decision of company shall be final in case of any dispute.
06
FORTUNE FAVOURS THE BRAVE
Dheeraah shokam tarishyanti labhante siddhimuttamam, Dheeraih sampraapyate lakshmih dhairyam sarvatra saadhanam.
Meaning
i.e. Courageous people who swim across the ocean of sadness (adversities) can achieve the best results (success); courageous people get wealthier; so courage is the means of achievement always anywhere and everywhere.
07
Earn to Learn and Learn to Earn
Month Apr-23 May-23 Jun-23 Q1, 2023-24 Jul-23 Aug-23 Sep-23 Q2, 2023-24 Oct-23 Nov-23 Dec-23 Q3, 2023-24 Jan-24 Feb-24 Mar-24 Q4, 2023-24 FY 2023-24 T ARGET % PERF SECONDAR Y DEFICIT INCENTIVE*
INCENTIVES EARNINGS *RAISERS INCENTIVE calculated monthly released quarterly; FOR OTHERS INCENTIVE calculated quarterly and released quarterly
INCENTIVES EARNINGS
BM | BL