Jan: It was 33% of base run rate as the cover target.

So what we do here is we take your base, so we

have a base so we have your- sorry mali yung label I’ll label it properly ha- we have sell out ng base SKU.
Di ba? So for every NPD natin nakadefine yan. NDP 1 ano yung base sa SKU? NDP2 ano yung base SKU?
Di ba? Magpapa flash quiz ng ako. Pio ano, what’s the reference of Ariel multi variant pack? Ano yung
base SKU ng Ariel multi variant pack?

Pio: Flora Passion

Jan: Ayun tama di ba, so every SKU merong base SKU counter part so what we do is we take the sell out
of that base SKU. For example ito 1000 di ba? And then what we do is we define di ba na 33% dapat. We
defined the target to be 33%. Nag lalag kasi yung ano ko eh. So yan yang yung dinefine natin so ito yung
target. Ito yung stock SKU target for promo. Now na nakuha na natin, ito yung kailangan mong makuha
in terms of stock SKU for that promo di ba. Compare that now to ano yung promo sell out mo for the
month. Di ba? Yung promo sell out mo for the month is whatever your result so ito 100 lang yan we
compare that 100 versus 330 less than siya di ba? If it’s less than then it’s not a hit. Zero siya di siya
maka-count, if it’s a hit or it’s greater than or equal to then one na yan. So maka-count na siya as greater
than cover target. Di ba? So a couple of questions here, number one, anong basis mo dito sa sell out ng
base SKU, anong period? The answer is we use the previous quarter past few months have reached. So
for GFM, when we were tracking GFM I was using OND so in December so OND average. Now we move
to AMJ, ang gagamitin ko na ngayon na base sell out is GFM. May nag unmute ba? May question? Or
wala naman, sige wala. So ito previous quarter P3M as basis, okay? So ganito niyo siya dapat itrack
simplistically, so ang mang yayari dito is itong the same calculation needs to happen by SKU and by door.
Di ba and then itong column nato this is what we add up. Di ba to get your total performance by
distributor. Yan din yung makita mo, I’ll run you guys through the file that I have as well ito rin yung logic
na andon eh. Pero that’s basically how we compute percent distributor greater than cover target. So we
add them all out, we use the same denominator as the NBP distribution denominator di ba and then we
devide it. So yun, clear ba siya? And maybe wanted to get T back from RTHI as well kasi alam ko na from
your end you’re the one seeing a lot of the discrepancies so baka kailangang nagre-reckon-reckon kayo
unnecessarily. Josh? Irene? Anything? Or clear conceptually.

Irene: Jan good morning. Ayung sa sell out dito ano to noh peso?

Jan: Yes

Irene: And then yung tracking mo dito sa file mo is also peso? Yung the way you compute this.

Jan: Yep

Irene: In the cases?

Jan: Yep, I can run through sorry ah medyo magulo to pero I’ll run you guys through here the logic, ito
yung main file eh. Main source ng table, so what do we do here? Check ko ah, distribution yan oh. Ito
yung distribution column if promo sell out greater than zero it means its distributed so yan yung basis ko
for the distribution. Now I’ll go to percent cover, sige irurun through ko kasi may mga IT people in the
call di ba para you also understand. So ito yung ginawa natin na, medyo iba yung, medyo indirect yung
calculations pero ang logic dito sa file is I calculate the percent cover to date di ba? Ang that’s promo
over promo plus base tapos merong asjusted dito, percent cover adjusted. Why is this required? Kasi
minsan nagnenegative yung cover eh. Kung kunwari may mga returns nagnenegative yung cover which
doesn’t make sense. Or kunwari promo lang binenta tapos may negative yung base. Nangyayari parang
nagiging 10,000% yung cover. What we do is we take into account yung mga outlier or to remove the
outliers from the data, from the data set. Kaya tangal natin sila, parang rina-rationalize natin parang
nino-normalize natin sila. So ito if less than zero ka, zero ka nalang para hindi mo guluhin yung average.
If greater than 100% ka I’ll just put you at 100% so yan yung meaning ng percent cover adjusted. Di ba?
And then dito merong percent cover target. Yung cover target is the same as what yung 33% equivalent
ito kasi yung 33% is ano di ba. Yung 33% versus just the base SKU sell out. Ang ginagawa ko dito is just
the more complicated route. Which is promo plus base so the actual cover is what I’m getting here.
Tapos yun, tapos yan ang ginagawa is meron lang logic dito na if yung cover adjusted mo is within minus
5%. Sorry hindi yan yun. Ito yung cover adjusted mo is within minus 5% thresh holder greater than or
equal to minus 5% ng target hit ka dun sa distribution. If hindi hindi ka hit so to answer your question
Irene peso yung gamit peso yung basis. Yung calculation lang is a bit ano yung long cut yung actual
calculation kasi 33% natin na deployment is just the simplified deployment eh.

Irene: okay sige

Jan: Pero yung sa deep Tide di ba san usually nanggagaling yung discrepancy nahanap ba or hindi rin
mahanap?

Irene: As per ano latest reply of lands may account na hindi naremove yung group, sub group.
Something like that, may naiwan pa kaya hindi tayo nagma-match. Versus February at least nag improve
na kasi dati nasa 20 plus 21 ata yung list of accounts na ano natin list of doors na may discrepancy.
Ngayon 9 doors nalang yung sa March.

Jan: Okay

Irene: Yun so may shipment kay RG then hindi siya nakareflect diyan because of that issue.

Jan: The store group tagging, pwede ba nating matanggal lahat? Or natanggal na lahat Lance?

Lance: Kasi may valid reason naman for having a store group I think those are some of the doors na
ginawa for some initiative or generally smaller doors na gusto nila igrouping. So ang suggestion ko diyan
rather than-

Jan: Hindi yun yung-

Lance: Sorry, go.

Jan: Pero hindi yun yung reason eh bakit naka store group di ba Irene? Naka store group siya because we
weren’t able to remove it. Di ba kasi this are valid doors na dapat may NDPs?

Irene: Actually, sa RGPI meron naman siyang shipment eh nagpupunta siya dun sa mga anon a yun sa
children di ba? Kasi right now nasa mother siya

Lance: Yeah, so sige, sorry I meant that from a total process ba

Jan: Okay, yep.

Lance: Pero sige yung RG naman pinapapra- so I think tatanggalin naman yung store group hindi i-
confirm ko na. I’ll have it removed tapos we’ll just re-state the march sell out para mareflect na siya on
those stores. Moving forward suggest ko para lang we can avoid the store group issue is that yung every
statement yung store group ma stop tapos i-lock na natin siya for the semester.

Irene: Sige paki ano nalang yan with the RGPIIT.

Lance: Yep, okay sige kausap ko na si Byen on that one.

Jan: Next slides

Irene: Okay, thank you. Okay.

Irene: Okay sorry are you saying na for march makakahabol kami for the ano for the 9 accounts, 9 doors
na hindi pa updated. Or sa April or for March?

Lance: We can upload yung sales for those para marefect na siya.

Irene: Okay sige, great. Thank you.

Jan: Ayun so babalik ulit ako dito. Ano pa ba. So that’s the two methods that were tracking and then i-
clarify ko nalang din. Wait lang open set files, give me one minute. At this point in time, anything your
seeing differently from the way you’re tracking locally or the way we see it? Wala naman, maybe one for
each distributon gets to speak up just so It’ll be closer.

Lance: ICSI?

Jan: *ay sige go

Lance: From on yata so base on the discussion kanina the biggest difference lang for our tracking sa local
version is dun sa stock waves parang more on sa cases yung vinu-view namin para mas madali siyang
madeploy to the seller. Pero we will adjust it to the peso value nalang para align.

Jan: Actually, tama kayo sa deployment eh per cases siya para mas madali sa seller side. Meron ding
coverage yan dito sa file di ba na we convert the, we convert kung ano yung target cases. Okay lang
naman dapat magbabangga parin siya.

Lance: Okay, hindi yung ginawa kasi naman kapag nag zero yung sell out automatic one case nalang siya
para may target parin si seller.

Jan: Pwede rin naman. Yep, pwede rin. Okay pero it’ll be no nth route, tama yun deployment needs to
be in cases para mas understandable siya. Tapos ito lang ito yung background calculations that happens
para maintindihan natin ano yung actual logic.

Lance: May question

Jan: Yep?

Lance: Yung sa target, average ba ng JFM plus 33 or 33 lang? Ay or average AFM lang 33?

Jan: times 33, so 33% of AFM yung target. Hindi times, hindi plus 33%. Nakuha mo yun?

Lance: Yes, thank you.

Jan: Okay, ayun yun yung dalawa lang nayun yung tina-track natin for NBP distribution eh. Hopefully
clear siya. Next piece is magcaclarify narin ako I’ll use this forum since lahat kayo nandito. Just to clarify
on the mechanics again kasi alam ko yung ano yung sale center mahaba eh kasi ang daming details nun.
So a lot of the information falls through the cracks sa sales letters. So let me clarify everything again, so
this one was created by the GRTNF team so thank you for this so I’m gonna re-use it lang kasi it’s good.
Di ba meron tayong 3 components for the whole sale plan, meron tong corporate loyalty, meron kang
NBP distribution, meron kang K selling. Tapos dati simple lang eh, dati kasi kung ano yung kasali sa
corporate loyalty parehas siya kung anong idadrive mong k selling parehas sa NBP na kailangan nating i-
derive. This quarter medyo naging complicated siya because sa SKUs won’t be participating in all kaya
internally as a working team dapat klaro din satin kung anong SKUs ang part of that. And then I’ll give
perspective why. Para kung tinanong ay bakit hindi nalang natin gawing ganito. I guess to also parang
care the thinking behind it. I’ll start with the corporate loyalty program ito yung top of the sales letter
and I think ito yung nababasa ninyong lahat all the time right. What you see there is same as before, the
corporate loyalty program will have it, NBP distribution per qualifier. And what that means is yung NBP
distribution ng door ano yun? Will be a parang multiplier to the incentive they will earn. So ito important
yan para sa store. The next question is anong SKUs ang mga kasama sa NBP distribution pre-qualifier na
yun. Di ba in the sales letter you’ll see this, there are 7 SKUs they are part all the royalty program pre-
qualifiers di ba? So ano yung 7, so merong apat before di ba so meron kayong Sunrise, Downey Sunrise,
Joy calamansi and Tide. Magdagdag tayo ng tatlo, ang dinagdag natin Ariel Multivariant pack, Downey
Antibac, and Joy calamansi di ba? So yan yung first piece, I’m going to the NBP yung mga NBP
distribution. Yung NDP na kailangan nating distributed and give perspective, right? So dito the next piece
is ito yung mga NBPs na kailangan nating i-track to get to 80% distribution and 80% hitting stock waves.
So kung makikita mo itong 1 to 7 is the exact same NBPs as the store qualifier NBPs. Pero meron kang
additional na apat dito sa listahan di ba? First meron kang Safeguard, white and pink na 11 plus 1. And
then the next two is yung Ariel, Floral Passion and Ariel FGD the 6 plus 1. So ang question bakit itong
dalawang NBPs nato di kasama sa corporate loyalty program? Bat natin tinanggal para bakit di natin
isama para mas madali nating tandaan. The reason why we excluded these NBPs for 8 and 9 for both
safeguard SKUs di kasi siya always on di ba? so right now the frequency is March meron kang dalawang
safeguard 11 plus 1, April wala, May meron kang run, June wala. Di ba so we did not want to put it here
kasi unfair din for the store to demand or to have them at the PN1 basis for the availability is at the past
two months basis. So that’s the reason why tinanggal natin to di ba? That’s number one, number two is
bakit hindi nalang natin, bakit di natin to linagay? Itong Floral Passion and FGP. The reason is we also
want it to simplify so if tignan mo yung Ariel and TPC sunrise tapos meron karing multivariant pack.
Inside the multivariant pack you already have the three variants eh sunrise, floral passion, FGP. And we
thought na to simplify the lives of stores di ba? The only thing that we will mandate from a distribution
stand point is the distribution of this multivariant pack. This one you can distribute di ba and you have
enough covers of it to get 80% hitting stock waves? So, from sufficiency standpoint okay yun sa inyo kasi
mas marami kayong nakukuhang cover pero you won’t track it anymore. From a store qualifier point of
view as well as from the official NBP distribution 80% tracking point of view, parang in our eyes ito 7 pag
zero NBP distribution technically 9 lang yung tina-track natin kasi itong 10 and 11 ang gagawin natin
diyan is we have sufficient covers but we wont officially track it anymore since what we want you guys
to focus on is this Ariel Multivariant pack. Yun yung initial design so all post there, is it clear? Is it
confusing?

Eric: Jan, Eric here.

Jan: Hello sir!

Eric: Okay, so the seven must be there for the stores to earn. If they don’t have one SKU here,
automatically they will not earn.

Jan: They will be pro-rated

Eric: Ah pro-rated, and in terms of our tracking meaning this report you’re releasing you will only track
up to 9, correct?

Jan: Correct

Eric: Alright so meaning this report will not include 10 and 11.

Jan: Correct

Eric: Okay

Irene: Jan? Pwede mo bang lagyan ng 6 plus 1 yung Downey FE base? Antibac?

Jan: Sige, type sales letter noh? Okay ayan hopefully clear. Okay ako nalang yung nagsasalita so I think its
clear. Next clarification is itong Ariel Mulivariant pack, and then I’ll do this idederetso ko na pero
officially I’ll put it in the sales letter. Ariel Multivariant pack alam natin na supply wise, wala pa di ba?
Wala pa siya this month and I don’t think we’ll get the availability within the month. So we will exempt
this, we’ll just have to remove it from the April tracking date para we wont be analyzing the stores for
something that’s not their fault. So yun expect that. Ang second ano ko dito is NDP distributor
standpoint dun sa NDP tracker na sinesend out natin may nuance na siya ngayon. Say yung 1 to 7 mo.
SKUs 1 to 7 pull track it at the P1M basis parin so same as before. Ang difference lang is itong 8 and 9.
Agreement was we’ll track it from a P2M basis na kasi ano siya di ba once every two months yung run so
we also track distribution once every two months. Makikita mo dun sa email na I sent yesterday may
dalawang file na siya. Meron kang P1 tapos meron kang P2M para makita natin yung results natin sa
safeguard from a P2M standpoint. So yun yung nuance with the April tracking versus before. Okay now
we’ll move on from the next last piece which is K selling. Ano bang SKUs ang kasali sa K selling? So brief
review noh mechanics ng K selling. This is just 2% of everything that you sell of these SKUs that are
greater than or equal to the MOQ define. MOQ defined is one case for HFS and three cases for KA every
bill. And then for HFS ang execution natin and ITMs please let me know if naka set-up na siya or hindi
pa? Execution natin for HFS is we have a set of special codes defined. So each of these SKUs meron
siyang special codes parang excel na nakadefine siya sa system na naka 2% off. Para sa SFA ng HFS seller
makikita pag nagbenta ako 1 case ito yung dapat kong binebenta or ito dapat tinetake ko sa SFA. So for
each of these SKUs meron kang code nakadefine sa sales letter na kailangan nakacreate sa system. HFS,
KA ano yan CN based post execution yung reconciliation. So yun I’ll post there yung mga HFS piece na
create ba natin siya? Have we deployed it? Are we seeing it like on the field? ITMs can I hear from you
guys? Or IT team?

AJ: Created for Vixy, thank you.

Jan: Thanks AJ

(22:48): Created to for VSVI Jan

Jan: Thanks!

(22:53): Same with M1 Jan we already-

Jan: Thank you!

Jonathan: Okay for Onyata

Jan: Thanks!

(26:06): Hello? Okay din for RSE

Jan: Thank you!

(23:10): Okay din-

Jan: Sorry nagkasabay kayo. Jr ba yan?

Jr: Yes okay din

Jan: Okay sige, hopefully that was clear. Sa set up stand point yun di ba? Ano yung participating SKUs?
Ito yun medyo magulo lang, I think the confusing part lang dito is iba yung mga SKUs are part of each
program di ba? So ito lang yung guiding parang principle natin on what SKUs are participating. And
mostly we have your base SKU here and then you have the promo counterpart also part of the program.
Yun lang naman yun gano so if you look at the SKUs that are part, relatively same siya versus what we’re
tracking dito. Ang wala lang is itong floral and FGD ang nadagdagan is lemon 60 grams and white na 90
grams. And then of course meron siyang promo na counterpart na kasama. So yun, let me think what
else do we need to clarify, pero from my point, my ito yung gusto ko iclarify eh.

Jonathan: Kay Jan question lang for ano balik lang ako sa NDP distribution target. So yung sa Safeguard
kasi mayron na siyang pre-shipped this April or May, I just want to double check if yung ANJ targets natin
for the NDP sa store will not change this quarter so 7 siya hanggang sa matapos yung quarter.

Jan: Can you repeat it? Sorry.

Jonathan: Yeah kasi I just want to check if yung targets natin sa store, di ba yung target natin sa store is 7
NDP if hindi siya mag che-change for the full ANJ quarter since magkakaroon ng avail si Safeguard 11
plus 1 this May?

Jan: Yep, we won’t change it anymore for the quarter. At least for the store facing side para hindi tayo
maguluhan di ba? Tapos ang agreement dito sa store qualifier is we need it to be always on for you to be
part of this. Sa safeguard hindi yan always on eh so never sila magiging part dito if hindi sila magiging
always on. That’s one tapos ang second reminder ko lang is yung IPT will reflect Safeguard allocation for
this distributors already di ba? By April 18 maglalabas na yung alloc magkakaron na ng avail yan. Pero
that avail is for May, June execution. So as much as possible let’s ano lets stick to that region pero ano
that’s the design right? May, June-sorry- the May allocation for safeguard we’ll use for May June
execution. So parang help stick to that nalang. Hopefully that was clear.

Jonathan: Clear naman Thank you!

Jan: Okay, so yun any? So this is the time to surface any ano questions? Any parang ano any
inconsistencies with your feedback? Para we can correct it.we can correct the understanding if needed.

Joshua: Hi sir good morning! This is Joshua from RGPI. Clarify ko lang yung reading for HSF, yung di ba
may special approach siya? Yung rineread ba namin na stock waves is yung special codes or yung pwede
din dun sa item barcode niya na original?

Jan: Dapat both eh and ito dapat both siya. So it needs to be the total for the particular SKU. Lance
meron lang akong question from system set up stand point di ba same to with lot sale na for example ito
meron akong base code tapos itong base code meron kang special code. Let’s say ganyan A. I want to
sell out of this special code 2 through to the same item barcode. Ganun yung nangyayari ngayon in
system di ba?

Lance: No, so they’re sold as two separate items basically so ang idea is if lets say may lot sale ka for a
month tatanggalin dapat sa channel mapping or sa view ng seller yung base code para yung lot sale yung
binebenta.

Jan: Wait sorry let me rephrase. What you want to happen is we set out a special code in the system for
the sales team to avail for the 2% discount di ba? At the end of the day it was special code that was
already mapped to a certain item barcode. Kasi we don’t maintain special code sellout in the system
itself di ba? what I want to happen is let’s say nakabenta ako ng 1000 cases nito, itong 1000 cases at the
end of the day when it reflected on our RTVA its reflected as 1000 cases for the base SKU.

Lance: Oo sorry, tama naman yun.

Jan: Ang sinasabi mo ba is from, let’s say from a distributor tracking stand point may manual
intervention pa for the page to map itong dalawa?

Lance: Yes, so from a distributor tracking oo may manual pa siya pero artidecks automated naman.

Jan: Okay, Thanks Lance. So yun Josh dapat I ano siya dapat combined siya para fair sa sales team.

Josh: Okay copy, thank you.

Jan: Any other questions? Or clear na lahat? Or may mga usual questions? Let me check nga, wait. Ayan
most of the questions eh ito eh. Ano yung mga part of the loyaly program? Anong part ng NBP na we
need to distribute? Anong part of K selling? I think this sheet clarifies. Second lagging tinatanong is what
is the basis of parang the base sell out? I clarified earlier that it’s the quarter before the sell out so P3M
average, second clarification yun. Ang third na laging tinatanong is what is the basis of Ariel Multivariant
tax stock weights? So you answered it, it’s Floral Passion SKU sell out. Ano pa ba? Yeah, I think yun na
yun. I’ll.. I’ll wait mga two minutes. If ever may mga pahabol na questions, so just try to think para
masolve natin siya here. If none, we can end early naman. I’ll just go on mute for two minutes. Thanks
guys. Okay, I think were done. I think okay na tayo. So, thanks guys for attending. Sana may naclarify ako
or may nakuha kayo out of this. Thank you.