1. 2 World Cup Season 4 Format 3 Individual Competition

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World Cup Season 4 Format

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Individual Competition

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1. Each Franchisee will be judged on his performance on Domestic TS (for city franchisees) and Domestic TS + Book Cost (for outstation franchisees)

1. The franchisee will be judged based on the growth he brings over and above the base sales of Sep-Oct-Nov 2013

2. For both City as well as outstation franchisee for PEP & International products book cost which consists of component of Transhipment will also be considered as part of TS

3. Each franchisee will be slotted in a City or Outstation Category based on his Base TS Sales OR Base TS + Books Consumed respectively

4. Each franchisee will have two targets - a minimum growth expected to qualify for the Regional Prize and a minimum growth expected to qualify for the National Prize

1. In addition to points from the TS Sales he will also get Extra Bonus Points

Rules Of The Game – Individual Franchisee Competition

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7. Rs. 100 of TS will be equal to 1 Point for scoring

8. The actual score begins once the Base Sale is crossed

9. To qualify for a prize a franchisee must first cross the relevant targets through pure TS before extras will be considered

10.Once Qualified, the winner will be decided based on the Total Score including Bonus Points


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11.For Franchisees with multiple codes:

• The person having more than one franchisee CANNOT club the sales and will NOT be allowed to transfer the sales from one code to another

• All the codes of the franchisee will need to atleast maintain the average sales and cannot show any degrowth

• If there is any degrowth in any of the codes then the total degrowth of all the codes which have shown degrowth will be subtracted from the total growth of the code in which highest growth has been achieved

• All regions will need to declare all franchisees with multiple code before start of the competition which will be monitored by Alva and Debasish so that there is no diversion/manipulation of business

• If there is any violation of these rules then the franchisee will be disqualified from the competition and if he belongs to a Team then such Team will also be disqualified


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Category & Target – City Franchisees

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Category & Target – Outstation Franchisees

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1. Any Franchisee in order to be eligible for a Regional or National Prize needs to clear:

• All dues upto 31st Jan 2014 to be cleared by 31st March 2014• All dues upto 31st March 2014 to be cleared by 31st May 2014

2. Any Franchisee in order to be eligible for a Regional or National Prize needs to have completed his Branding by 31st March 2014

• If some outstation franchisees branded offices cannot be opened because seniors will be busy a 15 day grace period is being given and their branding can be completed by 15th April 2014

• Such franchisees should send photos of the office work completion by 31st Mar 2014

3. Any Franchisee in order to be eligible for a Regional or National Prize needs to have completed his Service Tax Registration with proof submitted by 31st March 2014

Rules Of The Game – Branding, Outstanding & Service Tax for Individual Competition

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Team Competition

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1. All Regions will be divided into Teams as per 5 different categories based on their business size:

• Super Senior• Senior• Super Junior• Junior• Sub-Junior

2. All Metro City Regions will have two teams representing them – Team A and Team B

3. Rules for franchisee selection for all teams is explained in the subsequent slides

4. Each Team will be selecting its team members comprising of the franchisees of the Region

5. The teams will compete within their categories based on the Total Individual Score of all the franchisees in the Team

1. In addition to the Points contributed by the Franchisees, the Team will also get Extra Bonus Points based on different criteria

Rules Of The Game – Team Competition

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Team Competition – Categories

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Team Competition Categories

SeniorChennai & Pondicherry A

Hyderabad City AKolkata City A

Mumbai 2AMumbai 1B

North Delhi BSouth Delhi B

Bangalore City B

Super SeniorNorth Delhi ASouth Delhi A

Bangalore City AMumbai 1A

Super JuniorPune A

AhmedabadGurgaon

Noida CityCochin

Mumbai 2BKolkata City B

Chennai & Pondicherry B

Hyderabad City BJuniorPune B

Himachal & PunjabROTN

Andhra PradeshKarnataka

West BengalUPT (West)

SUB-JuniorRajasthan

Bihar & JharkhandOdishaIndoreNagpur

North EastUPT (East)

Haryana and J & K

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Team Selection

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Its mandatory to select the 15 members team as per the following guidelines:

All members of the Team have to belong to C3/O3 or higher

Mandatory Category Representation Rule:

2 member compulsory from C3/O3


1 member compulsory from C5/O5 (if available)

1 member compulsory from C6 (if available)

General Guidelines:

Remaining 11 team members can be selected from

any category

Team will NOT earn bonus points for including

women players

The Team has to be Announced before 27th January so that all Team Details

can be flashed during the World Cup Awards Ceremony in Mumbai

Team Selection Rules – Any A Team

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Its mandatory to select the 15 members team as per the following guidelines:






Not more than 2 members from C5/O5 (if available)

Not more than 2 members from C6 (if available)

General Guidelines:


any category


women players

The Team has to be Announced before 27th January so that all Team Details can be

flashed during the World Cup Awards Ceremony in Mumbai

Team Selection Rules – Any B Team

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Its mandatory to select the 15 members team as per the following

guidelines:






General Guidelines:


any category


women players

The Team has to be Announced before 27th January so that all Team

Details can be flashed during the World Cup Awards Ceremony in

Mumbai

Team Selection Rules –All Other Teams

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Teams will be allowed to substitute players at the as per following

guidelines:

5 players can be substituted at the end of February and the final

substituted list must be submitted latest by 7th March

The substituted player can belong to any category subject to the

mandatory category representation rule (on slide 15 and 16) not

being violated

No interchanging of players between A Teams and B Teams is

allowed at the time of substitution

Team Substitution

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1. We expect all regions to maintain the highest level of ethical standards while administering this competition

2. A Region cannot choose more than one code of a multiple code franchisee to be a part of one team

3. For the purposes of this competition Team A and Team B in the case of City Regions will be considered as two separate teams

Rules Of The Game – Team Competition

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1. Any of the Selected Team Members cannot have • Any dues upto 30th October 2013 as of 31st January 2014• Any dues upto 31st January 2014 as of 31st March 2014• To be considered for any position any dues upto 31st March 2014 will need

to be cleared by 30th May 2014

2. Rules for Branding:• In Super Senior & Senior Category – All Selected Team Members need to be

branded as of 31st January 2014• In Super Junior, Junior and Sub Junior Category - All Selected Team Members

need to be branded as of 15th March 2014

3. Rules for Service Tax Registration:• In Super Senior & Senior Category – All Selected Team Members need to

have completed ST Registration as of 31st January 2014• In Super Junior, Junior and Sub Junior Category - All Selected Team Members

need to have completed ST Registration as of 15th March 2014

4. If any Franchisee is part of a Team and he is found to be in violation of the above norms then he will be disqualified from the Team and Individual Competition and his score will also be removed from the Team’s score with no substitution allowed

Rules Of The Game – Branding, Outstanding & Service Tax for Team Competition

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• Any Credit Notes issued to franchisees pertaining to the competition period will need to be sent to Mr. Alva and Surendra Ghosh for verification before it is entered in SAP

• If there is any discrepancy in the credit notes pertaining to any franchisee then such franchisee will be disqualified from this competition

• If any disqualified franchisee belongs to any Team then his score will be stricken off from the total score of the the Team before deciding the winners

Credit Note Process

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Other Region Sales and Special TS Business

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• All Franchisees will be allowed to do pickups from other regions provided that such sale should be at Normal TS of the pickup region or the origin TS whichever is higher

• All Regions to share Borderline Franchisee list by checking with Operations and to be sent to IT before 27th January, 2014

• Individual franchisee will get credit for 40% of the TS of such sales in their Individual score

• The pickup region Team will get 60% of the TS of such sales as the credit in their Score as Bonus Points

• All such consignments will be processed in the pickup region only and such sales will be disallowed if there is any deviation to this rule

Other Region Sales

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• Any Special Rate business which is already part of the base sales of the franchisee will be considered as part of the normal sales and will be rewarded accordingly

• If any new customer is signed by franchisee with special rates then for such sales the franchisee will earn 1 point for every Rs. 200 TS under special rates

• All special rates given during the competition period will need

to come to Sanjoy Roy and Abhishek and must be pre approved along with agreement copy of the customer for whom special rates are sought

• If any region does not take approval for such Special Rates it will lead to disqualification and banning of the franhisee, team and concerned seniors from any award

• All Regions must furnish the details of all existing special rates given to franchisees before 31st January 2014

Special Rates TS Business

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Support Team

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Concept of Support Team

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Role of Support Team

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Prizes for Support Team

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Extra Bonus Points

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Extras

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Branding Extras – Basic Points Format

Sl. No. City Category Minimum Star Rating

1 A 3

2 B 3

3 C 2

Branding Extras : The franchisee required to achieve the minimum branding rating as shown in the table above as per their city category.The franchisee will earn 25,35,50,80 and 150 branding points respectively for 2,3,4,5 and 7 star rating.

Extras – Branding for Team Competition

As declared earlier this year Regions have accumulated Branding Points and Bonus on the same for having done branding throughout this Financial YearBranding Points will also be available for Rebranding and the Bonus will be calculated as difference between old branding points and new branding points For Branding and Rebranding Extra Bonus will be available to the Teams as per the following format:

SR NOPERIOD ( QUARTER)

EXTRA POINT ( % age of bonus points that will be earned by region over and above Extras )

Example of 5 star branding in each Qtr

Extras + % age bonus on extras

1 Q1 75% 80 points 80+60 = 140

2 Q2 50% 80 points 80+40 = 120

3 Q3 30% 80 points 80+24 = 104

4 Q4 20% 80 points 80+16 =96

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Risk Surcharge:• Protecting the value of consignments against any potential damage or loss is a very important issue

for us and hence we have always insisted on the collection of risk surcharge to protect the company and the customer

• Hence to encourage this during the World Cup we are including Risk Surcharge as a Bonus this year as well

Bonus Points System:• Individual Competition:

• For every Rs. 50 paid as Risk Surcharge by the Franchisee he will earn 1 Point extra as Bonus• Team Competition:

• Each Team will earn extra one point against every Rs 50/- paid as Risk Surcharge by all franchisees of that region

Risk Surcharge Bonus Points

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Office Collect:• Office Collect is our Dream Product to make all of India serviceable through premium product and

can revolutionize the Express Industry• Hence to encourage this during the World Cup we are including Office Collect as a Bonus


• For every Rs. 50 of Office Collect Booking the Franchisee will earn 1 Point extra as Bonus• Team Competition:

• Each Team will earn extra 1 point against every Rs. 50/- TS of Office Collect booking by all franchisees of that region

DTDC Office Collect Bonus Points

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GEC :• GEC is the game changing product that was introduced last year which has created a huge potential

of growth for all our franchises. This product with its volume can help franchisees get an edge in the competition

• Hence we will be giving bonus points for GEC this year as well


• Each Franchisee will earn extra 1 point against every Rs 100/- TS in GEC for Within Region/ Within Zone booking

• Each Franchisee will earn extra 1 point against every Rs 50/- TS in GEC for Outside Zone booking

• Team Competition:• Each Team will earn extra 1 point against every Rs 100/- TS in GEC by all franchisees of that

region which pertains to Within Region/Zone booking• Each Team will earn extra 1 point against every Rs 50/- TS in GEC by all franchisees of that

region which pertains to Outside Zone booking

DTDC GEC Bonus Points

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DTDC International:• This year thanks to all the development that has happened for DTDC globally, we have tried to focus on growing

our International Sales. Coupled with our International Expansions this is the right time for us to expand this vertical

• To give a final thrust to International business in this quarter we are including International Bonus Points


• For City Franchisee (C1 to C6) - Every franchisee will earn 1 Bonus Point for every Rs. 250 International Express TS and 1 Bonus Point for every Rs. 1000 International Freight TS once he crosses a minimum International TS of 5000 during the competition period

• For O/s Franchisee (O1 to O5) - Every franchisee will earn 1 Bonus Point for every Rs. 250 International Express TS and 1 Bonus Point for every Rs. 1000 International Freight TS once he crosses a minimum International TS of 5000 during the competition period

• Team Competition:• The team will gain one extra point for every Rs.500 International sales in DP & CP added over and above

Aug-Sep-Oct 2013 average• For Both Team and Individual Competition DNIL sales will be considered provided that the lead was generated and

closed for a franchisee. For this manual data will be provided by the DNIL Team which will get audited by Corporate Team "In case of DNIL, For both Team and Individual competition, Maximum of 500 point will be considered from a single transaction".

DTDC International Bonus Points

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• This ultimate aim of the Team competition this year is to ensure that the regions focus not only on the growth of the 15 Franchisees in the Team but mainly on all the other franchisees in the region

• Hence we are giving extra bonus points for those regions who will be driving their AMs/BMs to ensure all franchisees cross their Regional and National Target

Bonus Points System:• These Bonus points are applicable only for the Team Competition• For every franchisee in the region that crosses the Regional Target the region will earn Extra

10 points• For every franchisee in the region that crosses the National Target the region will earn

Additional 10 more points (which means maximum of 20 points)

Individual Franchisee Growth Bonus Points

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• Operations being our backbone, we cannot have a competition like the World Cup without giving due focus and importance to our service levels. This is all the more important this year because 2014 has been declared as the “Year of Service” and we have begun “PEP 2nd Revolution”

• This focus needs to be there both at the level of Individual franchisees as well

as Regional Operations Teams and thus this year we will be giving Bonus Points for service performance at both levels

Ops Performance Bonus Points

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Individual Franchisee Competition:•Every franchisee will be judged for his same day delivery and updation for Lite and PEP with a reward and penalty points system•The same parameters as those which were used last year will continue this year as well•For Every Franchisee, the following is the Delivery Target (FDM vs Same Day Delivery)

• For PLUS Consignments - 93%• For Priority Next Day (ND) - 90%• For Lite (DOX + NDOX) - 80%

Ops Performance Bonus Points – Individual 1/2

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Individual Franchisee Competition:•If Performance is less than the Target:

• For Every Percentage Short in PLUS, 1% will be deducted from the Total Points earned (in the WC Competition).

• For Every Percentage Short in Priority ND, 1% will be deducted from the Total Points earned (in the WC Competition).

• For Every Percentage Short in LITE (DOX + NDOX), 0.5% will be deducted from the Total Points earned.

•If Performance is above the Target:• For Every Percentage Short in PLUS, 2% will be added to the Total Points earned

(in the WC Competition).• For Every Percentage Short in Priority ND, 2% will be added to the Total Points

earned (in the WC Competition).• For Every Percentage Short in LITE (DOX + NDOX), 1% will be added to the Total

Points earned.

Ops Performance Bonus Points – Individual 2/2

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Team Competition:•This year all teams will get to win Ops Bonus points based on three different KPIs:

• BSPC – Same Day Updation• Inscan vs Delivery• Booking vs Delivery

•The parameters for the above are explained in the subsequent slides

Ops Performance Bonus Points - Team

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BSPC – Same Day Updation:•Based on the Same Day Updation % of all incoming shipments at each destination region a benchmark for minimum achievement has been set for different regions:

• 85% for North Delhi, South Delhi, Mumbai-1 and Mumbai-2• 82% for Bangalore, Kolkata, Chennai and Hyderabad• 80% for all other Regions

•Points Calculation: At the end of Mar’14, for every 1% increment in the Same Day Updation % or part thereof 500 points will be allotted to the region and for every 1% decrement or part thereof 500 points will be deducted from the respective region•Example: If BSPC Target for NDL is 85% and if NDL achieves 87%, it means there has been an increment of 2%. So a bonus of 1000 points (2*500) will be added to NDL’s WC points. Similarly if SDL achieves, say 80%, means it is below Target by 5%. So 2500 points (-5*500) will be deducted from SDL’s WC points.

Ops Performance Team Bonus Points - BSPC

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Inscan vs Same Day Delivery Performance:•Based on the Inscan vs Delivery % of different products at destination, a target has been set for each product category which the region must cross•Along with this a weightage has been given for each product category based on which the final weighted average Inscan vs Delivery Performance % of each region will be determined•The table below explains the breakup:

Ops Performance Team Bonus Points – Inscan vs Same Day Performance 1/2

PRODUCT TARGET WEIGHTAGE

LITE 80% 15%

NDX 75% 10%

PTP+PLUS+BLUE+GREEN

90% 25%

PRIORITY 75% 15%

PEC 90% 10%

COD 50% 25%

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• Points Calculation: • Bonus points will be allotted only for every percentage increment on the product specified target. • Points Allotted = Every percentage increment * weightage * 2000• Total Points= Sum Total of Weighted Average Points earned from each product • However, there will be no penalties in case performance has been below respective targets.

• Example: • Inscan Vs Same day Delivery Target for Priority is 75% and the Weightage given is 15%.• If a region achieves 80% in Priority means there has been an increment of 5% on the given Target. • Therefore Points allotted = 5 (Increment above target)*15%(weightage) * 2000 = 1500 points• The below table shows the complete sample calculation for Gurgaon Region:

Ops Performance Team Bonus Points – Inscan vs Same Day Performance 2/2

GURGAON

PRODUCTS SAME DAY % TARGET INC/DEC WEIGHTAGE CALCULATION POINTS

LITE 78.79% 80.00% 0.00% 15.00% 0*15%*2000 0.00

NDX 71.67% 75.00% 0.00% 10.00% 0*10%*2000 0.00

PEP 94.49% 90.00% 4.49% 25.00% 4.49*25%*2000 2246.08

PRI 80.37% 75.00% 5.37% 15.00% 5.37*15%*2000 1610.77

PEC 82.98% 90.00% 0.00% 10.00% 0*10%*2000 0.00

COD 32.06% 50.00% 0.00% 25.00% 0*25%*2000 0.00

TOTAL WEIGHTED AVG POINTS 3856.85

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Booking vs Delivery Performance – For Origin & Destination :•For the first time in this World Cup we want to give Bonus points for Booking vs Delivery % which is the ultimate measure of the Service Level of the Company•The aim is to reward both the origin and the destination for crossing the minimum benchmark of Booking vs Delivery % expected• Bonus points will be allotted for every % increment on the Origin- Destination combination

specified target which will be given to both the origin and the destination for every pair of origin and destination and then the average will be taken for the 18 pairs that are possible for a given region.

•For Booking Vs Delivery Performance, targets have been set as per below table:

Ops Performance Team Bonus Points – Booking vs Delivery Performance 1/2

ORIGIN DESTINATION TARGET

Senior Senior 85%

Senior Junior / Sub-Junior 75%

Junior / Sub-Junior Junior / Sub-Junior 70%

Junior / Sub-Junior Senior 80%

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• Points Calculation: • Booking Vs Delivery Performance is calculated for only PEP i.e. Products

which have their lanes defined / have a definite TAT. It is the percentage of consignments which were delivered within their respective TAT between Origin & final Destination.

• Total Points = (Destination Summation of all the percentage increments - Inter Region) + (Origin Summation of all the percentage increments - Inter Region)

• The total point is then divided by 18 (no. of regions) for Average. The Average figure is then multiplied by 2000 point to arrive at the final Points in Booking Vs Delivery

• However this time there will be no penalties in case performance has been below respective targets.

Ops Performance Team Bonus Points – Booking vs Delivery Performance 2/2

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• Total OPS Bonus Points for WC-IV will be:• Sum of BSPC Points + Inscan Vs Same Day Delivery Points + Booking Vs

Delivery Points• The points as per above formula will be calculated for both February and

March 2014 separately and added• The maximum Ops bonus points that a region can carry forward to their

World Cup Score will be capped at 10000 on the positive side and -5000 on the negative side

• If 2 or more World Cup Teams are combined and participating as 1 team in Ops Competition then the points earned will be given equally to all the World Cup Teams that form that Ops Competition Team.

• The methodology for all Ops Bonus points calculations is explained with actual December 2013 data in the Excel and Word document attached

Ops Performance Bonus Points – Team

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Category Prize Cash Reward No of Certificate / Trophy

Super SeniorsWinners Y 15

Runners Up Y 15

Seniors

Winners Y 15

1st Runner Up Y 15

2nd Runner Up Y 15

Super Junior

Winners Y 15

1st Runners Up

Y 15

2nd Runners Up

Y 15

Juniors

Winners Y 15

1st Runners Up

Y 15

2nd Runners Up

Y 15

Sub-Juniors

Winners Y 15

1st Runners Up

Y 15

2nd Runners Up

Y 15

Team Competition Awards and Rewards

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Team Competition Awards – Consolation Prize

• If any Team placed 4th from any Group other than Super Senior can beat the Total Points of any 3rd placed or higher Team from any of the Groups which are higher to them then such Team will qualify for a Consolation Prize

• Consolation Prize Winner Teams will be considered for the Performance of Mentors and Managers

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Awards and Rewards

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Thank You.

Documents

1. 2 World Cup Season 4 Format 3 Individual Competition