1. SRD Scorecard Program: Q3 2015 Jul-Aug-Sep Parameters
Shikhar
SRD Scorecard Program: Q3 2015
Jul-Aug-Sep Parameters

2. Revenue based Tiering Tier A 0 – 2 Cr Tier B 2 – 5 Cr Tier C > 5 Cr
SRDs are categorized into Tiers as per their Revenue (basis previous Quarter). Hence, Tier of SRD in the program may vary each quarter.

3. Q3’15 Shikhar Scorecard
Parameter
Measurement
Achievement Slab
Max Points
Total points
Business Parameter
Value Growth
% Tertiary value growth over Q2’15 avg (Apr-May-Jun)
Every 1% growth = 10 points
200
400
Max points = 200
Focus Model Growth
(for July - A5, E5, E7, Z1, J1)
% Vol growth over Q2’15 avg
(Gate criteria – min 100 units combined sales across focus models for Jul)
For Non-SOFS SRDs
SCR Score
Month Avg achievement of Net SCR score
<70% achv = o points
300
>=70% and <80% = 50 points
>=80% and <85% = 100 points
>=85% and < 90% = 200 pts
>=90% = 300 points OR
For SOFS SRDs
Forecast accuracy
SKU wise forecast accuracy % (average of all weeks of the months)
<45% = 0 points
150
>=45% and <50% = 50 points
>=50% and <55% = 75 points
>=55% and < 60% = 100 pts
>=60% and < 65% = 125 pts
>=65% = 150 points
Purchase RTF Achievement
Ratio of Expected Supply (supply availability to SRD) / SRD Total Purchase
<75% = o points
>=75% and <85% = 50 points
>=85% and <95% = 100 points
>=95% = 150 points
Operational Parameter
Smartphone WOD
% of Avg SP WOD (Jul-Aug-Sep) over Q2’15 Avg Overall WOD (Apr-May-Jun)
<70% Ach – Nil
100
>=70% - 80% - 25 points
>=80% - 90% - 50 points
>=90% points
Zero billed outlets (Focus model achievement – A5,E5, E7, Z1, J1)
Avg of days of stock availability at billed outlets
<40% - 0 points
>=40% - 45% - 25 points
>=45% - 50% - 50 points
>=50% - 55% points
>=55% - 60% points
>=60% points
Total
1000
Note: * Forecast accuracy & Purchase RTF instead of SCR score will be considered for SRDs where SOFS has been rolled out.

4. Reward categories
  Category
Tier A
(0-2 Cr)
Tier B
(2-5 Cr)
Tier C
(>5 Cr)
Platinum
Gold
Silver
Min Points Cut-Off
750
600
<600
650
550
<550
500
400
<400
Category will be assigned basis the final quarterly score earned by the partner
* Note: If an SRD does not qualify on Hygiene parameters, then that SRD would move to Silver Category

5. Terms and Conditions
Only those partners who are active in the system as on 30th June will be considered for this program. Any partner who resigns any time during Jul-Aug-Sep 2015 will get disqualified for this program.
For any SRD area realignment cases My Pumi approval of the RSM is required to be shared with Shikhar program team before 4th of Oct’15
Approval path - DM (consent), RDM (consent), RSM (Approval) with Notification to – Namit Sharma/Ajay Goyal (for resp regions) + Swati Dhasmana + Nishan Konar
The SOFS parameter (Forecast Accuracy & Purchase RTF) will be measured instead of SCR score for SRDs where SOFS has been rolled out. Data source for calculation of scores will be SOP team
Focus models may vary in every month
Focus models for JULY are – Samsung Galaxy A500G, E500H, E700H, Z130H & J100H
Qualification Gate : Total 100 units (Combined sales) across above focus models. NO individual model gate.

6. Terms and Conditions
For Zero billed outlets achievement - Only outlets which have been billed in the last 60 days or past 2 months from current program month for the focus models will be taken for consideration .
Ex - For July, the outlets billed for Focus Models in May-June will be considered
For Aug , the outlets billed for Focus Models in June-July will be considered and so on
Final Scorecard will be prepared and validated on basis of data from DMS

7. Definitions of Terms
SCR (Stock Commitment Ratio) is percentage of models stocked as per suggested norms and measures the partner’s commitment to Suggested stock norms.
Formula to calculate SCR = No. of Models above stock norms/total no. of Models considered for SCR
Net SCR is the SCR netted for stock availability with upstream partner
Formula to calculate Net SCR = No. of Models above stock norms/(Total no. of Models considered for SCR-Number of Models for which upstream partner doesn’t have stocks)
Zero billed outlets will be calculated as – Monthly average of day wise stock availability of focus models at outlets which have previously billed those models in last 60 days

8. Calculation methodology of Parameters
Tertiary Value Growth:
Value Growth parameter will be calculated for the entire quarter Q3 (July –Aug-Sep)
The Base will be Q2’15 tertiary (Apr-May-June)
The average monthly tertiary for Q3 will be calculated and its growth over monthly average tertiary of Q2 will be calculated
Q3 ter = (Jul + Aug + Sep)/3
Q2 ter = (Apr + May + Jun)/3
Growth % = Q3/Q2 -1
Example:
If SRD does INR 3 Cr value ter in July, INR 4 Cr in Aug and INR 5 Cr in Sep
Overall SRD tert = = 15 cr
Monthly SRD average = 15/3 = 5 cr
Overall Q2 Base for SRD = INR 12 cr in Q2 = 12/3 = 4 cr monthly base in Q2
Growth = 5/4-1 = 20%

9. Calculation methodology of Parameters
Focus Model Growth:
Focus Model points will be calculated on monthly basis with 200 points divided in 3 parts each carrying 33.3% weightage
The Base will be Quarter 2 tertiary (Apr-May-June). The monthly focus model base will be average sales of the combined units sold for THOSE models in Q2
The monthly focus model achievement will be combined sales of focus models in that particular month.
The monthly growth % will be calculated for each of the three months.
The Points will be awarded accordingly for each month and then tallied with 33.3% weightage for each month
Example:
If in July SRD 1 has 15% growth in focus model over Q2 monthly base, 10% in Aug and 20% in Sep.
In July Focus Model Achiv points = 15% * 10 = 150
In Aug focus model Achv points = 10% * 10 = 100
In Sep focus model points = 20% * 100 = 200
Final Focus model points = 150 *33.3% + 100*33.3% + 200*33.33% = 150 points
Note : Points will be awarded only if SRD fulfills minimum gate criteria for the month

10. Calculation methodology of Parameters
SCR Score:
SCR score is computed daily for SRDs.
For each month we will get monthly Net SCR score
The final score will be average of 3 months
Example:
SRD1 has 85% in July, 90% in Aug and 95% in Sep
Final Q3 Net SCR score = ( )/3 = 90%
Forecast Accuracy:
FA & Purchase RTF score is computed weekly for SRDs
For each month we will get monthly FA and Purchase RTF score based on the weeks in that month
SRD1 has 45% in July, 50% in Aug and 55% in Sep
Final Q3 FA score = ( )/3 = 50%
Similarly for Purchase RTF

11. Calculation methodology of Parameters
Zero Billed Outlets:
This is a measure of days of stock availability of Focus models at retailers under a particular SRD.
This is to reduce stock outs of Focus models at outlets which previously billed the particular Focus model.
Example –
Consider an SRD has 5 outlets R1, R2, R3, R4, R5.
These outlets billed the following Focus models in the past 60 days
For month of July, all outlets billed by SRD in May and June will be considered
We will consider the number of days in the month of July where there was stock available for models
previously billed
Outlets
Models billed in Previous Quarter R1
A5,E5,E7 R2
A3,A5 E5 R3
A3,A5 R4
A3,A5,A7,E7
A3,A7,E7

12. Say for R1,
A5: Stock available on 25 days in July and stock out on 6 days
A7: Stock available on 20 days and stock out on 11 days
E7: Stock available on 30 days and stock out on 1 day
Even availability of 1 unit at the retailer will count as stock available
Now, for Retailer R1-
A5 score = 25/31 =81%
A7 score: 20/31 =63%
E7 score: 30/31 = 97%
Overall Score = Average of each model score = ( )/3 = 80%
Similarly we will calculate for other 4 retailers
Final score for SRD: ( R1 + R2 + R3 + R4 + R5 )/5 in % terms
The whole idea is SRD should ensure maximum stock availability and minimum stock outs for Focus
Models at its outlets
Note : All outlets billed by SRD in past 60 days will be considered
For July : outlets billed in May and June
For Aug : outlets billed in June and July
For Aug : SRDs billed in July and Aug

13. Thank you