Reason

Finance 20%
Customer 30%
Internal Process 35%
Learning & Training 15%

Information Classification: General

 Parameter Points alloted
1) Finance a. Working capital 25% upto 2 weeks is 1 point
20% upto 4 weeks is 2 points
15% upto 6 weeks is 3 points
10% upto 8 weeks in 4 points
7% upto 10 weeks is 5 points

b.Attaining and exceeding thExceeding by +10% is 5 points

Exceeding by 8 to 10% is 4 points
Exceeding by 6 to 8% is 3 points
Exceeding by 3 to 5% is 2 points
Exceeding by <2% is 1 point

c. Revenue growth from new15% growth is 5 points

11% to 14% growth is 4 points
10% growth is 3 points

5 to 10% is 2 points
<5% is 1 point

d. Reduction in selling cost Less by 2% is 1 point

Less by 4% is 2 points
Less by 6% is 3 points
Less by 7% is 4 points
Less by 8% is 5 points

Increase beyond 8% will be

awarded by additional points
post explicit approval by sales
regional manager

e. Effect on ROI through util 12% change is 5 points

10% change is 4 points

8% change is 3 points
6% change is 2 points
4% change is 1 point

Information Classification: General

 Parameter
a. Customer feedback through mandatory serial Points alloted
numbered questionnaire
1) Customer - shoppee products
Rating 9+ is 5 points
- shopee experience Rating of 8 is 4 points
- shoppee infrastructure and product display Rating of 7 is 3 points
- dealers support and assistance Rating of 6 is 2 points
- would shoppee be recommended to friends,Rating below 6 is 1 point

b. Customer complaint if any on Rating 9+ is 5 points

- shoppee product quality Rating of 8 is 4 points
- shoppee experience Rating of 7 is 3 points
- shoppee infrastructure and product display Rating of 6 is 2 points
- dealers support and assistance Rating below 6 is 1 point
- logistic of products
- other comments

c. Customer delivery lead time - time taken to

serve the customer on receipt of order against
delivery for existing SKU's. Immediate or End of 1 day is 3 poi
Upto 3 working days in 2 points
Upto 5 working days is 1 point

d. For customized products - Timelines for the

customized products can vary based upon
explicit approval of sales manager Upto 7 working days is 3 points
Upto 15 working days is 2 points
Upto 30 working days is 1 point

e. After Sales customer service - Timelines of

response by dealers. Immediate or End of 1 day is 3 poi
Upto 3 working days in 2 points
Upto 5 working days is 1 point

f. Customer Retenttion ratio - (No. of repeat

customer orders/ no of order places in total in
a quarter )*100
the rate is between 75 to 100 is 5 p
the rate is between 60 to 75 is 4 po
the rate is between 40 to 60 is 3 po
the rate is between 20 to 40 is 2 po
The rate is below 20 is 1 point

Information Classification: General

mbered questionnaire

ting 9+ is 5 points
ting of 8 is 4 points
ting of 7 is 3 points
ting of 6 is 2 points
ting below 6 is 1 point

ting 9+ is 5 points
ting of 8 is 4 points
ting of 7 is 3 points
ting of 6 is 2 points
ting below 6 is 1 point

mediate or End of 1 day is 3 points

o 3 working days in 2 points
o 5 working days is 1 point

o 7 working days is 3 points

o 15 working days is 2 points
o 30 working days is 1 point

mediate or End of 1 day is 3 points

o 3 working days in 2 points
o 5 working days is 1 point

rate is between 75 to 100 is 5 points

rate is between 60 to 75 is 4 points
rate is between 40 to 60 is 3 points
rate is between 20 to 40 is 2 points
rate is below 20 is 1 point

Information Classification: General

Internal Process Sales projections

Work force management

Infrastructure investment and maintenance

Addd : Inventory Management & Maintenance of store aesthetic

Information Classification: General

 Monthly variance between Sales projected Vs Actual sales per product

Appointment of BDA as per standards sprescribed by company

Monthly Feedback from BDAs on working as per scope defined

IT infra

Maintenance of store aesthetic

Information Classification: General

Less than 5% 5pts
Less than 10% 4pts
Less than 13% 3pts
Less than 16% 2pts
Less than 20% 1pts

Overall diviation across appointment of all BDA

Less than 5% 5pts
Less than 10% 4pts
Less than 15% 3pts
Less than 20% 2pts
Less than 25% 1pts
Work as per scope 2 pts
Slight Deviation 1 pts
Material deviation -1 pts

Information Classification: General