Birla Sun Life Asset Management Company Limited

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2 Some key changes! 1. Following investor categories will be excluded for all calculation purposes for all branches: a) Banks and FIs b) ETF c) Pension and PF d) Overseas Corp 2. For Locations under Super Kings category- Domcorp will also be excluded along with investor categories mentioned in point No runs on maintenance of rank, except Rank 1 & 2. There will be additional runs on improvement of rank to 3/2/1 only. 4. There will be 2 key cycles Quarterly and Annual 5. Enhanced weightage to Shrestha scores 2

3 Introducing the Categories of PPL 3 Super Kings - 8 All Branches with Institutional Presence Challengers - 28 All Branches with AAUM of >= 300 crs Gladiators - 31 All Branches with AAUM of >= 150 crs but < 300 crs Sun Risers - 44 All Branches with < 150 crs AAUM Warriors - 90 All Emerging Market locations

4 Know your Category. 4

5 Know Your Category - Super Kings Super Kings Top 8 Locations East Zone :Kolkata North Zone :New Delhi South Zone :Bangalore, Chennai & Hyderabad West Zone Mumbai all branches (Excluding Thane), Ahmedabad & Pune 5

6 Know Your Category - Challengers Challengers BSLAMC Branches with Avg AUM >= 300 Crs Delhi NCR / North East Mumbai / West South Gurgaon Bhubaneswar Aurangabad Cochin Noida Guwahati Indore Coimbatore Agra Jamshedpur Kolhapur Chandigarh Patna Margao Dehradun Ranchi Nagpur Jaipur Bhubaneswar Nasik Kanpur Panaji Lucknow Ludhiana Varanasi Rajkot Surat Thane Vadodara

7 Know Your Category - Gladiators Gladiators BSLAMC Branches with Avg AUM > =150 Crs - < 300 Crs North East West South Faridabad Kestopur Anand Belgaum Ghaziabad Raipur Bharuch Kottayam Allahabad Rourkela Bhavnagar Madurai Amritsar Siliguri Bhopal Mangalore Jalandhar Jabalpur Mysore Jodhpur Jamnagar Salem Meerut Navasari Thiruvananthapuram Moradabad Valsad Trichy Vapi Vijayawada Visakhapatnam 7

8 Know Your Category Sun Risers Sun Risers BSLAMC Branches with Avg AUM < 150 Crs North East West South Ajmer Agartala Akola Bellary Alwar Asansol Amravati Calicut Ambala Bhagalpur Bhuj Guntur Bareilly Bhilai Gwalior Hubli Bhilwara Bokaro Jalgaon Pondicherry Gorakhpur Cuttack Mehsana Rajahmundry Haldwani Dhanbad Sholapur Tirupati Jammu Durgapur Vasco Trichur Jhansi Kharagpur Warrangal Kota Muzaffarpur Panipat Sambalpur Patiala Shillong Saharanpur Shimla Udaipur 8

9 Know Your Category Warriors Warriors Emerging Market Locations North East West South Basti Balasore Ahmednagar Alappuzha Bhatinda Bankura Ankleshwar Anantapur Bikaner Begusarai Bardoli Bijapur Faizabad Berhampur Chandrapur Cuddapah Firozabad Bilaspur Chhindwara Davangere Haridwar Burdwan Dhule Erode Hisar Darbhanga Gandhi Nagar Gulbarga Hoshiarpur Deoghar Gandhidham Hassan Jaunpur Dimapur Himmatnagar Hosur Kangra Gaya Junagadh Kakinada Karnal Haldia Nadiad Kannur Mandi Hazaribag Nanded Karimnagar Mathura Jalpaiguri Ratlam Karur Moga Jorhat Ratnagiri Khammam Muzaffarnagar Kalyani Sagar Kollam Pathankot Korba Sangli Kumbakonam Rohtak Malda Satara Kurnool Sitapur Silchar Satna Malappuram Solan Sreerampur Ujjain Manipal Sriganganagar Tinsukia Namakkal Srinagar Nellore Yamuna Nagar Nizamabad Ongole Palakkad Shimoga Thiruvalla Tirunelveli Tiruppur Vellore 9

10 The 2 Cycles that matter 1. Cycle 1 > Quarterly Leaderboard a) Winning branch in each category would receive the rolling trophy b) Branch level recognition activity 2. Cycle 2 > Annual Winners a) Winners qualify for Annual PPL R&R Event 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 3 framework No. of Annual Winners & prizes will be subject to the organization achieving it s goal in AAUM Market Share & PBT 10

11 Why each of the 2 cycles matter in winning PPL-3? 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-3 (but not a certainty) 3. The new construct is closely aligned to organization objective and individual goals. 11

12 Quarterly Metrics Calculation of Quarterly Leader board Nos Metrics Super Kings Gladiators, Challengers, Sun Risers Warriors Weightage (%) Weightage (%) Weightage (%) 1 Gross Sales Market Share IFA Activation New SIP Count & Amount Market Share Shrestha Branch scores Branches would be able to score runs only on the above respective 4 / 3 metrics Each metric is assigned weightages which would be multiplied with the runs scored 12

13 Quarterly Metrics Calculation of Quarterly Leader board Determining the Quarterly Leaderboard a) 60% weightage given to consistency i.e.. quarterly performance (runs scored) b) 40% weightage given to Quarterly AAUM Mkt share performance Quarterly AAUM mkt share comparators are as follows :- Quarter 1 = Q4-AAUM March 17 vs Q1- AAUM June,2017 Quarter 2 = Q1- AAUM June,2017 vs Q2- AAUM Sept,2017 Quarter 3 = Q2- AAUM Sept,2017 vs Q3- AAUM Dec,2017 Quarter 4 = Q3- AAUM Dec,2017 vs Q4- AAUM March,2018 Quarterly Score Board Quarterly Runs 60% Quarterly AAUM 40% Quarterly Leader board 13

14 Annual Winners - Metrics Calculation for Annual Winners 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 AAUM Market Share Shift ( QJFM 17 vs QJFM 18) = 40% 3. Branch Ranking (March 17 vs March 18) = Runs as per slab 14

15 Earn Bonus Points on Market Rank Improvement ONLY Applicable to branches with market rank 3 and above as on 31st Mar 18. Slab Ranking Upgrade Increase of 1 Rank from existing Rank Increase of 2 Ranks from existing Rank Increase of 3 or more Ranks from existing Rank Runs Slab A drop in rank (from rank as on Mar-17will attract negative runs as per mentioned slabs. (applicable to all branches) Branches Maintaining Rank 1 & 2 will attract 200 & 100 runs respectively Branches moving to no 1 rank from no 2 rank will get 200 runs No Runs for Maintaining the Rank (except Rank 1 & 2) Branches with market rank 4 and below do not attract any points on rank unless they move to rank 3/2/1 during the course of the year Slab Applicable to all participating branches Ranking Downgrade Drop of 1 Rank from existing Rank Drop of 2 Ranks from existing Rank Drop of 3 or more Ranks from existing Rank Runs Slabs There is no weightage assigned to this metrics, Runs will be added to overall Annual Runs For all calculation purpose base rank as on 31st March 2017 will be considered. 15

16 The basis for scoring runs 16

17 Metric 1 Gross Sales (Equity, Debt & Liquid Plus) Branches can score runs by achieving Gross Sales market share as under : Equity Gross Sales Market Share Achievement of 11% to 12.99% Above 13% achievement 200 Runs 300 Runs Debt Gross Sales Market Share Achievement of 11% to 12.99% Above 13% achievement 100 Runs 200 Runs Liquid Plus Gross Sales Market Share Achievement of 11% to 12.99% Above 13% achievement 100 Runs 200 Runs The following schemes are considered under this Metric Schemes mapped Equity Debt Liquid Plus Category Scheme as per MF Desk Equity (G), Equity (S), ELSS, Index, Balanced, Arbitrage Bond, Gilt, MIP, Capro, STP Ultra Liquid Schemes Super Kings 30 % Challengers, Gladiators & SunRisers Weightages 30% Warriors 40% Weightage 17

18 Metric 2 : IFA Activation Slab Number of Transactions % Active IFA s * > 50% 40% % 30% % 20%-29.99% <=19.99% 1 1 to 2 Transactions to 9 Transactions >= 10 Transactions Minimum threshold on % Active IFA s will be 15% Definition of active is an IFA doing minimum of 1 transaction per month For calculation of % Active IFA s.the base would be the # of empaneled IFA s mapped to a branch as on April 2017 ( File Attached) Weightage Category Super Kings 30 % Challengers, Gladiators & Sun Risers Weightages 30% Warriors 30% 18

19 Metric 3 : New SIP Count & Amount Market Share Branches can score runs by achieving New SIP Count and Amount Market Share as under. Slab New SIP Count Market share 1 If achieved in the range of 14.5% to 15.99% 2 If achieved in the range of 16% to 17.99% Runs 100 Runs 200 Runs 3 If achieved above 18% 300 Runs Slab New SIP Amount Market share 1 If achieved in the range of 14.5% to 15.99% 2 If achieved in the range of 16% to 17.99% Runs 100 Runs 200 Runs 3 If achieved above 18% 300 Runs Weightage is equally split between SIP Count Market Share and SIP Amount Market Share. Weightage Category Super Kings 20 % Challengers, Gladiators & SunRisers Warriors Weightages 20% 30% 19

20 Metric 4 : Shrestha Scores Branch Ops Slab Shreshta Scores in the range of Runs 1 <= 69.99% 0 Runs 2 From 70% to 79.99% 200 Runs 3 From 80% to 89.99% 300 Runs 4 From 91% to 98.99% 500 Runs 5 >=99% 700 Runs Data will be as per file received from Shreshta team Branches where Shreshta is not calculated, will earn default 200 runs which will then be multiplied by the weightage. NPS Parameter will be included as Power play during the year Weightage Category Super Kings 20 % Challengers, Gladiators & Sun Risers Weightages 20% 20

21 Quarterly and Annual Metric : AAUM Market Share Weightage for all categories is 40% Slab Movement in Bps of AAUM Average AUM Slabs Runs ( Quarterly & YTD Basis ) (Slabs will be considered basis YTD Quarter Closing) >15% 12% % 10% % 6% -9.99% <=5.99% 1 From 10 bps up to bps From 20 bps up to bps From 30 bps up to bps From 40 bps up to bps From 50 bps up to bps =>60 bps

22 Rules & Regulations All Branches are classified in to 5 Categories Spoke Locations are not added Data is considered as per MF Desk, Apex only Quarterly Leaderboards to be published for the period from April 2017 to March 2018 Quarterly Scores will be announced on or before 20 th of next Month. Quarterly Qualifiers will be recognized at the end of every quarter Power plays will be introduced in the game during the year Annual Winners will be declared in April 2018 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 22