1. STORE INCENTIVE PLAN OCTOBER 2017

2. Current Incentive Policy at the Stores
Commission Stores – Monthly Average Target 18 Lakhs & above
Sales Staff – Monthly Commission & Quarterly TAB
Cashier – Quarterly TAB
Store Incharge/Manager – Quarterly TAB + 70% of categories to achieve a minimum 85% Target Achievement
TAB Stores - Monthly Average Target 18 Lakhs & below
Entire Store Staff including Store Incharge & Cashier - Quarterly TAB
No linkage to number of pieces sold

3. Proposed Incentive Policy at the Stores
Volume Growth - Extra incentives for % increase in number of pieces sold in a block compared to last year.
Raise the threshold level for eligibility of commission at commission stores from 91% to 96% of Monthly Sales Achievement
Raise the threshold level for TAB eligibility from 85% to 91% of Quarterly Sales Achievement
New / Renovated stores - No Volume Target / Incentives to be considered for next 12 months

4. Proposed Incentive Policy at the Stores
TAB STORE
COMMISSION STORE -
Monthly commission
Quarterly Band based TAB
Quarterly Band Based TAB 30% band based variable)
Incentive for Biannual Unit growth – Per person per month payable biannually
Incentive for Biannual Unit growth – Per person per month payable biannually

5. Current Commission Structure Store Sales Incentive/ Commission Kitty
Store Monthly Target
Achievement
Store Sales Incentive/ Commission Kitty
% of Sales
91% - 95%
0.15%
96% - 99%
0.25%
100%
0.30%
101%
0.43%
102%
0.46%
103%
0.49%
104%
0.52%
105%
0.55%
106%
0.58%
107%
And so on till 1% maximum at 120%

6. Proposed Commission Structure
Monthly Target Achievement
% Commission to Sales
91% - 95%
96%
0.25%
97%
98%
99%
100%
0.30%
101%
0.43%
102%
0.46%
103%
0.49%
104%
0.52%
105%
0.55%
Monthly Target Achievement
% Commission to Sales
106%
0.58%
107%
0.61%
108%
0.64%
109%
0.67%
110%
0.70%
111%
0.73%
112%
0.76%
113%
0.79%
114%
0.82%
115%
0.85%
116%
0.88%
117%
0.91%
118%
0.94%
119%
0.97%
120%
1.00%

7. Current and Proposed TAB Structure
Quarterly Store Target Achievement
Quarterly Bonus
Below 85%
No TAB
85% - 90%
50%
91% - 95%
75%
96 – 100%
100% %
2% extra for every 1 % %
4% extra for every 1 %
Above 120%
6% extra for every 1% upto a maximum of 202% of TAB entitlement
*202% of TAB is payable at 127% and above quarterly achievement
Proposed
Quarterly Store Target Achievement
Quarterly Bonus (Band Based)
 Below 90%
No TAB 
91% - 95%
50%
96 – 99%
75%
100% %
2% extra for every 1 % %
4% extra for every 1 %
Above 120%
 6% extra for every 1% upto a maximum of 202% of TAB entitlement
*202% of TAB is payable at 127% and above quarterly achievement

8. Biannual Incentive for Biannual Unit growth
Biannual Store Target Achievement
Volume growth Biannual
1 – 3 %
3.1% and above
96 – 99%
Rs. 300/- per person pm
Rs. 600/- per person pm
100%
Rs. 400/- per person pm
Rs. 800 /- per person per month %
Rs. 500 /- per person per month
Rs. 1000/- per person per month %
Rs. 700/- per person per month
Rs. 1200/- per person per month
Above 120%
Rs. 1500/- per person per month
Applicable for TAB and Commission Stores

9. Communication to Stores
Benchmark of performance has been enhanced across the Company
Since there has been a constant YOY decrease in number of pieces sold hence going
forward volume growth is one of the key focus areas for the Company
New / Renovated stores - No Volume Target to be considered for next 12 months
Opportunity for the staff to earn more incentive by achieving growth in volume

10. THANK YOU