ppl - 2spandanppl.com/pdf/prathum premier league presentation.pdf · ambala asansol amravati...
TRANSCRIPT
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Copyright Birla Sun Life Asset Management Company Limited 2015 For Private Circulation only
Birla Sun Life Asset Management Company Limited
1
PPL - 2(Prathum Premier League)
Prathum Premiere League 2 is here!Are you ready for the Battle?
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Copyright Aditya Birla Nuvo Limited 2013
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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.
2
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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
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Know your Category….
4
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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
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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
North East West South
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
North East West South
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
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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
11
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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
13
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
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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
14
Quarterly Score Board
Monthly Runs
60%
Quarterly AAUM
40%
Quarterly Leader
board
Quarterly MetricsCalculation of Quarterly Leader board
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Annual Winners - Metrics
15
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
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Earn Bonus Points on Market Rank
16
• 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
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The basis for scoring runs…
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Metric 1 – Gross Sales (Equity, Debt & Liquid Plus)
19
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
Achievement of 11% to
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
Achievement of 11% to
12.99%100 Runs
Above 13% achievement 200 RunsCategory Weightages
Super Kings 25 %
Challengers, Gladiators &
SunRisers30%
Weightage
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Metric 2 : New Client Acquisition - Revised
20
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
Respective Branch Target 300 Runs
3Achievement >= 100 % - 149.99%
of Respective Branch Target 600 Runs
4Achievement of >=150% of
Respective Branch Target 800 Runs
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
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Metric 3 : IFA Activation
21
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
21
Category Weightages
Super Kings 20 %
Challengers, Gladiators &
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
2 If achieved in the range of
13% to 14.99%
200 Runs
3 If achieved in the range of
15% to 19.99%
300 Runs
4 If achieved in the range of
above 20%
400 Runs
Slab New SIP Amount Market
share Runs
1 If achieved in the range of
11% to 12.99%
100 Runs
2 If achieved in the range of
13% to 14.99%
200 Runs
3 If achieved in the range of
15% to 19.99%
300 Runs
4 If achieved in the range of
above 20%
400 Runs
22
Category Weightages
Super Kings 20 %
Challengers, Gladiators &
SunRisers25%
Weightage
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Metric 5 : Shrestha Scores – Branch CR/Ops
23
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
23
Category Weightages
Super Kings 15 %
Challengers, Gladiators &
SunRisers20%
Weightage
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Quarterly and Annual Metric : AAUM Market Share
24
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%
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Emerging Markets: The Warriors Metrics
25
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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26
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
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Warriors : Annual Winners
27
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
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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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Copyright Aditya Birla Nuvo Limited 2013
Birla Sun Life Asset Management Company Limited
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It’s the survival of the fittest!Good luck to all Teams!