Birla Sun Life Asset Management Company Limitedspandanppl.com/pdf/PPL3-Retail.pdf · Warriors –Emerging Market ... Birla Sun Life Asset Management Company Limited 15 ... • For

Copyright Aditya Birla Nuvo Limited 2013

Birla Sun Life Asset Management Company Limited

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Some key changes!

1. Following investor categories will be excluded for all calculation purposes for all

branches:

a) Banks and FIs

b) ETF

c) Pension and PF

d) Overseas Corp

2. For Locations under Super Kings category- Domcorp will also be excluded along

with investor categories mentioned in point 1.

3. No runs on maintenance of rank, except Rank 1 & 2. There will be additional runs on

improvement of rank to 3/2/1 only.

4. There will be 2 key cycles – Quarterly and Annual

5. Enhanced weightage to Shrestha scores

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Introducing the Categories of PPL – 3

Super Kings - 8

All Branches

with

Institutional

Presence

Gladiators - 31

All Branches

with AAUM of

>= 150 crs but

< 300 crs

Warriors - 90

All Emerging

Market

locations

Challengers - 28

All Branches with

AAUM of >= 300

crs

Sun Risers - 44

All Branches

with

< 150 crs AAUM



Know your Category….

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Super Kings – Top 8 Locations

East Zone :Kolkata

North Zone :New Delhi

South Zone :Bangalore, Chennai & Hyderabad

West Zone Mumbai all branches (Excluding Thane), Ahmedabad & Pune

Know Your Category - Super Kings



Challengers – BSLAMC Branches with Avg AUM >= 300 Crs

Delhi NCR / North East Mumbai / West South

Gurgaon Bhubaneswar Aurangabad Cochin

Noida Guwahati Indore Coimbatore

Agra Jamshedpur Kolhapur

Chandigarh Patna Margao

Dehradun Ranchi Nagpur

Jaipur Bhubaneswar Nasik

Kanpur Panaji

Lucknow Rajkot

Ludhiana Surat

Varanasi Thane

Vadodara

Know Your Category - Challengers



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Know Your Category - Gladiators

Gladiators– BSLAMC Branches with Avg AUM > =150 Crs - < 300 Crs

North East West South

Faridabad Kestopur Anand Belgaum

Ghaziabad Raipur Bharuch Kottayam

Allahabad Rourkela Bhavnagar Madurai

Amritsar Siliguri Bhopal Mangalore

Jalandhar Jabalpur Mysore

Jodhpur Jamnagar Salem

Meerut Navasari Thiruvananthapuram

Moradabad Valsad Trichy

Vapi Vijayawada

Visakhapatnam



Sun Risers – BSLAMC Branches with Avg AUM < 150 Crs


Ajmer Agartala Akola Bellary

Alwar Asansol Amravati Calicut

Ambala Bhagalpur Bhuj Guntur

Bareilly Bhilai Gwalior Hubli

Bhilwara Bokaro Jalgaon Pondicherry

Gorakhpur Cuttack Mehsana Rajahmundry

Haldwani Dhanbad Sholapur Tirupati

Jammu Durgapur Vasco Trichur

Jhansi Kharagpur Warrangal

Kota Muzaffarpur

Panipat Sambalpur

Patiala Shillong

Saharanpur

Shimla

Udaipur

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Know Your Category – Sun Risers



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Know Your Category – Warriors

Warriors – Emerging Market Locations


Basti Balasore Ahmednagar Alappuzha

Bhatinda Bankura Ankleshwar Anantapur

Bikaner Begusarai Bardoli Bijapur

Faizabad Berhampur Chandrapur Cuddapah

Firozabad Bilaspur Chhindwara Davangere

Haridwar Burdwan Dhule Erode

Hisar Darbhanga Gandhi Nagar Gulbarga

Hoshiarpur Deoghar Gandhidham Hassan

Jaunpur Dimapur Himmatnagar Hosur

Kangra Gaya Junagadh Kakinada

Karnal Haldia Nadiad Kannur

Mandi Hazaribag Nanded Karimnagar

Mathura Jalpaiguri Ratlam Karur

Moga Jorhat Ratnagiri Khammam

Muzaffarnagar Kalyani Sagar Kollam

Pathankot Korba Sangli Kumbakonam

Rohtak Malda Satara Kurnool

Sitapur Silchar Satna Malappuram

Solan Sreerampur Ujjain Manipal

Sriganganagar Tinsukia Namakkal

Srinagar Nellore

Yamuna Nagar Nizamabad

Ongole

Palakkad

Shimoga

Thiruvalla

Tirunelveli

Tiruppur

Vellore



The 2 Cycles that matter

1. Cycle 1 > Quarterly Leaderboard

a) Winning branch in each category would receive the rolling trophy

b) Branch level recognition activity

2. Cycle 2 > Annual Winners

a) Winners qualify for Annual PPL R&R Event

b) Automatic nomination to ABFS Awards in the Best Branch Category

• Annual winners will be determined basis performance for the full year basis the PPL 3 framework

• No . of Annual Winners & prizes will be subject to the organization achieving it’s goal in

AAUM Market Share & PBT

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Why each of the 2 cycles matter in

winning PPL-3 ?

1. The construct has been designed in such a way that it not just

rewards absolute shifts in performance but also consistency in

performance.

For eg. If you are doing well month on month, your chances of

being on the quarterly leaderboard would be significantly

higher. (but not a certainty)

2. Similarly, doing well in every quarter, would make you a strong

contender for winning PPL-3 (but not a certainty)

3. The new construct is closely aligned to organization objective and

individual goals.

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Quarterly Metrics

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Branches would be able to score runs only on the above respective 4 / 3 metrics

Each metric is assigned weightages which would be multiplied with the runs scored

Nos Metrics

Super Kings

Gladiators ,

Challengers ,

Sun Risers

Warriors

Weightage (%) Weightage (%) Weightage (%)

1 Gross Sales Market Share 30 30 40

2 IFA Activation 30 30 30

3New SIP Count & Amount

Market Share20 20 30

4 Shrestha Branch scores 20 20 -

Calculation of Quarterly Leader board



Determining the Quarterly Leaderboard

a) 60% weightage given to ‘consistency’ i.e.. quarterly performance

(runs scored)

b) 40% weightage given to Quarterly AAUM Mkt share performance

Quarterly AAUM mkt share comparators are as follows :-

Quarter 1 = Q4-AAUM March 17 vs Q1- AAUM June,2017

Quarter 2 = Q1- AAUM June,2017 vs Q2- AAUM Sept,2017

Quarter 3 = Q2- AAUM Sept,2017 vs Q3- AAUM Dec,2017

Quarter 4 = Q3- AAUM Dec,2017 vs Q4- AAUM March,2018

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Quarterly Score Board

Quarterly Runs

60%

Quarterly AAUM

40%

Quarterly Leader

board

Quarterly MetricsCalculation of Quarterly Leader board



Annual Winners - Metrics

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Total Quarterly Scores

60%

Annual YTD AAUM

Market Share Shift -

40%

Annual Rank

( Runs)

Annual Winners

1. Quarterly Runs (Total of all four Quarters) = 60%

2. Annual AAUM Market Share Shift

( QJFM 17 vs QJFM 18) = 40%

3. Branch Ranking (March 17 vs March 18) = Runs as per slab

Calculation for Annual Winners



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• A drop in rank (from rank as on Mar-17will attract negative runs as per mentioned slabs. (applicable

to all branches)

• Branches Maintaining Rank 1 & 2 will attract 200 & 100 runs respectively

• Branches moving to no 1 rank from no 2 rank will get 200 runs

• No Runs for Maintaining the Rank (except Rank 1 & 2)

• Branches with market rank 4 and below do not attract any points on rank unless they move to rank

3/2/1 during the course of the year

• There is no weightage assigned to this metrics , Runs will be added to overall Annual Runs

• For all calculation purpose base rank as on 31st March 2017 will be considered.

Slab Ranking DowngradeRuns

Slabs

1Drop of 1 Rank from existing

Rank-100

2Drop of 2 Ranks from existing

Rank-200

3Drop of 3 or more Ranks from

existing Rank-300

Slab Ranking Upgrade Runs

Slab

1Increase of 1 Rank from

existing Rank 100

2Increase of 2 Ranks from

existing Rank200

3Increase of 3 or more Ranks

from existing Rank300

Earn Bonus Points on Market Rank Improvement

ONLY Applicable to branches with market

rank 3 and above as on 31st Mar’18.

Applicable to all participating branches



The basis for scoring runs…

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Metric 1 – Gross Sales (Equity, Debt & Liquid Plus)

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Equity Gross Sales Market Share

Achievement of 11% to

12.99%200 Runs

Above 13% achievement 300 Runs

Branches can score runs by achieving Gross Sales market share as under :

Debt Gross Sales Market Share


12.99%100 Runs


The following schemes are considered

under this Metric

Schemes

mapped

Scheme as per MF Desk

Equity Equity (G), Equity (S), ELSS,

Index, Balanced, Arbitrage

Debt Bond, Gilt, MIP, Capro, STP

Liquid Plus Ultra Liquid Schemes

Liquid Plus Gross Sales Market

Share


12.99%100 Runs


Category Weightages

Super Kings 30 %

Challengers, Gladiators &

SunRisers30%

Warriors 40%

Weightage



Metric 2 : IFA Activation

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SlabNumber of

Transactions

% Active IFA’s *

> 50% 40% - 49.99% 30% - 39.99% 20%-29.99% <=19.99%

1 1 to 2 Transactions 400 300 200 100 0

2 3 to 9 Transactions 800 600 500 400 200

3 >= 10 Transactions 1400 1200 1000 800 400

• Minimum threshold on % Active IFA’s will be 15%

• Definition of active is an IFA doing minimum of 1 transaction per month

• For calculation of % Active IFA’s.The base would be the # of empaneled IFA’s mapped to a

branch as on April 2017 ( File Attached)

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Category Weightages

Super Kings 30 %


Sun Risers30%

Warriors 30%

Weightage



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Branches can score runs by achieving New SIP Count and Amount Market Share as under .

Metric 3 : New SIP Count & Amount Market Share

Slab New SIP Count Market

share Runs

1 If achieved in the range of

14.5% to 15.99%

100 Runs


16% to 17.99%

200 Runs

3 If achieved above 18% 300 Runs

Slab New SIP Amount Market

share Runs


14.5% to 15.99%

100 Runs


16% to 17.99%

200 Runs

3 If achieved above 18% 300 Runs

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Category Weightages

Super Kings 20 %


SunRisers20%

Warriors30%

Weightage

Weightage is equally split between SIP Count Market Share and SIP Amount Market Share.



Metric 4 : Shrestha Scores – Branch Ops

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Slab Shreshta Scores in the range of Runs

1 <= 69.99% 0 Runs

2 From 70% to 79.99% 200 Runs

3 From 80% to 89.99% 300 Runs

4 From 91% to 98.99% 500 Runs

5 >=99% 700 Runs

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Category Weightages

Super Kings 20 %


Sun Risers20%

Weightage

• Data will be as per file received from Shreshta team

• Branches where Shreshta is not calculated, will earn default 200 runs which will then be

multiplied by the weightage.

• NPS Parameter will be included as Power play during the year



Quarterly and Annual Metric : AAUM Market Share

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Slab Movement in Bps of AAUM

Average AUM Slabs Runs ( Quarterly & YTD Basis )

(Slabs will be considered basis YTD Quarter Closing)

>15% 12% -14.99% 10% -11.99% 6% -9.99% <=5.99%

1 From 10 bps up to 19.99 bps 600 600 500 400 300

2 From 20 bps up to 29.99 bps 900 800 700 600 500

3 From 30 bps up to 39.99 bps 1200 1000 900 800 700

4 From 40 bps up to 49.99 bps 1700 1400 1200 1100 1000

5 From 50 bps up to 59.99 bps 2000 1700 1500 1300 1200

6 =>60 bps 2300 2000 1800 1600 1500

Weightage for all categories is 40%



All Branches are classified in to 5 Categories

Spoke Locations are not added

Data is considered as per MF Desk, Apex only

Quarterly Leaderboards to be published for the period from April 2017 to March 2018

Quarterly Scores will be announced on or before 20th of next Month.

Quarterly Qualifiers will be recognized at the end of every quarter

Power plays will be introduced in the game during the year

Annual Winners will be declared in April 2018

In case of tie in any Quarterly Qualifier, the team which scores highest runs in AAUM & Gross

Sales would be declared as winner.

If the total scores are with decimal numbers then nearest number will be considered to round off (

example 10.5 = 11 & 10.4 =10)

Steering Committee decision is final. Steering committee will comprise of all Zonal Heads & Head –

Business HR

Any deviations will be referred to Head – HR & Admin & Co Head – Retail Sales for their approval

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Rules & Regulations

Documents

Birla Sun Life Asset Management Company Limitedspandanppl.com/pdf/PPL3-Retail.pdf · Warriors –Emerging Market ... Birla Sun Life Asset Management Company Limited 15 ... • For