Download - PPL - 2spandanppl.com/pdf/Prathum Premier League presentation.pdf · Ambala Asansol Amravati Calicut ... • No . of Annual Winners & prizes will be subject to the organization achieving

Copyright Birla Sun Life Asset Management Company Limited 2015 For Private Circulation only

Birla Sun Life Asset Management Company Limited

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PPL - 2(Prathum Premier League)

Prathum Premiere League 2 is here!Are you ready for the Battle?

Copyright Aditya Birla Nuvo Limited 2013


Prathum Premiere League – 2

1. 5 categories of branches introduced to

optimize your chances to WIN !

2. Emerging Markets being one of the

newest entrant to the league

3. New, Sharper & Detailed Metrics

4. This construct will not only reward

absolute shifts in performance but also

consistency in performance.

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Introducing the Categories of PPL – 2

Super Kings

All Branches

with

Institutional

Presence

Gladiators

All Branches

with AAUM of

>= 100 crs but

< 200 crs

Warriors

All Emerging

Market

locations

Challengers

All Branches with

AAUM of >= 200

crs

Sun Risers

All Branches

with

< 100 crs

AAUM

8 2622

48 65



Know your Category….

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Super Kings – All Branches with Institutional Sales Presence

East Zone :Kolkata

North Zone :New Delhi

South Zone :Bangalore, Chennai & Hyderabad

West Zone Mumbai all branches, Ahmedabad & Pune

Know Your Category - Super Kings



Challengers – BSLAMC Branches with Avg AUM >= 200 Crs

Delhi NCR / North East Mumbai / West South

Chandigarh Bhubaneswar Indore Cochin

Gurgaon Guwahati Nagpur Coimbatore

Jaipur Patna Nasik

Kanpur Ranchi Panaji

Lucknow Rajkot

Ludhiana Surat

Noida Vadodara

Varanasi Vapi

Know Your Category - Challengers



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Gladiators– BSLAMC Branches with Avg AUM > =100 Crs < 200 Crs

North East West South

Agra Jamshedpur Anand Belgaum

Allahabad Raipur Aurangabad Mangalore

Amritsar Rourkela Bharuch Mysore

Dehradun Bhopal Vijayawada

Jalandhar Jamnagar Visakhapatnam

Jodhpur Kolhapur

Meerut Margao

Moradabad Navasari

Udaipur Valsad

Know Your Category - Gladiators



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Sun Risers – BSLAMC Branches with Avg AUM < 100 Crs


Ajmer Agartala Akola Bellary

Ambala Asansol Amravati Calicut

Bareilly Bhagalpur Bhavnagar Guntur

Gorakhpur Bhilai Bhuj Hubli

Jammu Bilaspur Gwalior Kottayam

Jhansi Bokaro Jabalpur Madurai

Kota Cuttack Jalgaon Pondicherry

Panipat Dhanbad Mehsana Rajahmundry

Patiala Durgapur Sholapur Salem

Saharanpur Kharagpur Thiruvananthapuram

Shimla Muzaffarpur Tirupati

Sambalpur Trichur

Shillong Trichy

Siliguri Warangal

Know Your Category – Sun Risers



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Warriors – Emerging Market Locations


Basti Balasore Ahmednagar Anantapur

Bhatinda Bankura Ankleshwar Cuddapah

Bikaner Begusarai Chandrapur Davangere

Firozabad Berhampur Chhindwara Erode

Haridwar Darbhanga Gandhidham Gulbarga

Hisar Deoghar Junagadh Hosur

Hoshiarpur Gaya Ratlam Kakinada

Jaunpur Hazaribag Ratnagiri Kannur

Kangra Jorhat Sagar Kollam

Karnal Kalyani Sangli Kumbakonam

Mathura Kestopur Satna Kurnool

Moga Korba Ujjain Manipal

Muzaffarnagar Silchar Nellore

Pathankot Sreerampur Palakkad

Rohtak Tinsukia Shimoga

Solan Thiruvalla

Sriganganagar Tirunelveli

Srinagar Tiruppur

Yamuna Nagar Vellore

Know Your Category – Warriors



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HOW TO SCORE & WIN?The Metrics &

The 3 cycles that matter



The 3 Cycles that matter

1. Cycle 1 > Monthly Leaderboard

a) Publishing monthly leaderboard

2. Cycle 2 > Quarterly Leaderboard

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

b) Branch level recognition activity

3. Cycle 3 > Annual Winners

a) Annual winners get to win some exciting prizes

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 2 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 3 cycles matter in

winning PPL-2 ?

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-2 (but not a certainty)

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Monthly Metrics

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Branches would be able to score runs only on the above respective 5 / 4 / 3 metrics

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

Nos MetricsSuper Kings

Gladiators ,

Challengers ,

Sun Risers

Warriors

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

1 Gross Sales Market Share 25 30 40

2

New Client Acquisition / Re

Activation (Insti Sales) 20 - -

3 IFA Activation 20 25 30

4New SIP Count & Amount

Market Share20 25 30

5 Shrestha Branch scores 15 20 -

Calculation of Monthly Leader board



Determining the Quarterly Leaderboard

a) 60% weightage given to ‘consistency’ ie. M-o-M performance (runs

scored)

b) 40% weightage given to Quarterly AAUM performance

Quarterly AAUM comparators are as follows :-

Quarter 1 = QTD AAUM March 16 vs QTD AAUM June 16

Quarter 2 = QTD AAUM June 16 vs QTD AAUM Sept 16

Quarter 3 = QTD AAUM Sept 16 vs QTD AAUM Dec 16

Quarter 4 = QTD AAUM Dec 16 vs QTD AAUM Mar 17

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Quarterly Score Board

Monthly 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 YTD AAUM Market Share Shift

( March 16 vs March 17) = 40%

3. Branch Ranking (March 16 vs March 17) = Runs as per slab

Calculation for Annual Winners



Earn Bonus Points on Market Rank

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

• Branches closing rank on March 2017 will score as per the above Slabs

• If the Rank is down graded to any Rank from March 2016 vs March 2017, then the branches

will given negative runs as per the slabs.

Slab Ranking Downgrade

Negative

Runs

Slabs

1Drop of 1 Rank from an

existing Rank-200

2Drop of 2 Ranks from an

existing Rank-300

3Drop of 3 or more Ranks

from an existing Rank-500

Slab Ranking Movement Ranking

Slabs

1 1st Rank / Maintain 800

2 2nd Rank / Maintain 500

3 3rd Rank / Maintain 400

4 4th Rank / Maintain 300

Basis March 2016 Rank – Applicable for all branches that are 4th Rank and Above



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

• Branches closing rank on March 2017 will score as per the above Slabs

• If the Rank is down graded to any Rank from March 2016 vs March 2017, then the branches

will given negative runs as per the slabs.

Slab Ranking Downgrade

Negative

Runs

Slabs

1Drop of 1 Rank from an

existing Rank-100

2Drop of 2 Ranks from an

existing Rank-200

3Drop of 3 or more Ranks from

an existing Rank-300

Slab Ranking DowngradeRuns

Slab

1Increase of 1 Rank from an

existing Rank100

2Increase of 2 Ranks from an

existing Rank200

3Increase of 3 or more Ranks

from an existing Rank300

Earn Bonus Points on Market Rank

Basis March 2016 Rank – Applicable for all branches that are 5th Rank and below



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

Above 13% achievement 200 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

Above 13% achievement 200 RunsCategory Weightages

Super Kings 25 %

Challengers, Gladiators &

SunRisers30%

Weightage



Metric 2 : New Client Acquisition - Revised

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Only for Super Kings category with weightage 20%

• The Threshold for NCA would be a minimum of 5 Lakhs for HNI / UHNI Clients through Direct

Channel and a min 1 Cr for Institutional Clients

• Monthly targets for each Branch are going to be considered on a linear distribution

SlabNCA / Re Activation as per

Target Vs Achievement Runs

1Achievement of 75% - 89.99% of

Respective Branch Target 100 Runs

2Achievement of 90% - 99.99% of


3Achievement >= 100 % - 149.99%

of Respective Branch Target 600 Runs

4Achievement of >=150% of


Category Weightages

Super Kings 20 %

Weightage

NCA Count

(includes PFs).

No zero folio to be counted

Zone Annual Targets

Mumbai 260

Pune 33

Ahmedabad 33

New Delhi 120

Bangalore 65

Chennai 45

Hyderabad 40

Kolkata 54

Total 650



Metric 3 : 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 900 700 500 300 100

2 3 to 9 Transactions 1100 900 700 500 300

3 >= 10 Transactions 1300 1100 900 700 500

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

• Min threshold for IFA Activation is 10%

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

mapped to a branch as on 31st Mar 2016

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Category Weightages

Super Kings 20 %


SunRisers25%

Weightage



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Branches can score runs by achieving New SIP Count and Amount Market

Share as under :

Metric 4 : New SIP Count & Amount Market Share

Slab New SIP Count Market

share Runs

1 If achieved in the range of

11% to 12.99%

100 Runs


13% to 14.99%

200 Runs


15% to 19.99%

300 Runs


above 20%

400 Runs

Slab New SIP Amount Market

share Runs


11% to 12.99%

100 Runs


13% to 14.99%

200 Runs


15% to 19.99%

300 Runs


above 20%

400 Runs

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Category Weightages

Super Kings 20 %


SunRisers25%

Weightage



Metric 5 : Shrestha Scores – Branch CR/Ops

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Data inclusions

As per file received from Shreshta team

Branches where no Shreshta such branches will earn default 200 runs which will then be

multiplied by the weightage

Slab Shreshta Scores in the range of Runs

1 50% to 60.99% 0 Runs

2 From 61% to 70.99% 200 Runs

3 From 71% to 80.99% 400 Runs

4 From 81% to 90.99% 800 Runs

5 >91% 1000 Runs

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Category Weightages

Super Kings 15 %


SunRisers20%

Weightage



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 calculated as per Market share as on March 16)

>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

All categories with weightage 40%



Emerging Markets: The Warriors Metrics

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

No Monthly

MetricsWeightage Slabs

1Gross Sales

Market Share40 %

• Achievement of 8% - 10% =100 Runs,

• 10 % - 12.99% =300 Runs,

• = > 13% achievement =600 Runs

2IFA

Empanelment30 %

• Achievement of 60% - 75% =100 Runs,

• 75 % - 90 % =300 Runs,

• = > 90% achievement =600 Runs

3

New SIP

Count &

Amount

Market Share

30 %

• Achievement of 8% - 10% = 100 Runs,

• 10 % - 12.99% = 300 Runs,

• = > 13% achievement = 600 Runs

Monthly Leader board

Branches would be able to score runs only on the below 3 metrics



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Warriors : Quarterly Leader Board & Annual Winners

Monthly Runs

60%

Quarterly AAUM

40%

Quarterly Leader

board

Slab Movement in Bps of AAUM

Average AUM Slabs Runs ( Quarterly & YTD Basis )

(Slabs calculated as per Market share as on March 16)

>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



Warriors : Annual Winners

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Annual YTD AAUM - Market Shift as shown in the previous slide

Bonus Runs on Market Rank will be calculated as mentioned in the earlier slides

Total Quarterly Scores

60%

Annual YTD AAUM

Market Share Shift -

40%

Annual Rank

(Runs)

Annual Winners



All Branches are classified in to 5 Categories

Spoke Locations are not added

Data is considered as per MF Desk, Apex only

Monthly Leaderboards to be published for the period from April 2016 to March 2017

Monthly Scores will be announced on or before 15th of next Month starting July 2016.

Quarterly Qualifiers will be recognized at the end of every quarter

Powerplays will be introduced in the game during the year

Annual Winners will be declared in April 2017

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



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It’s the survival of the fittest!Good luck to all Teams!

Download - PPL - 2spandanppl.com/pdf/Prathum Premier League presentation.pdf · Ambala Asansol Amravati Calicut ... • No . of Annual Winners & prizes will be subject to the organization achieving

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