INCENTIVE SCHEME 201415

BDO/SR.BDO/EX-BDO

QUALIFYING CONDITIONS
From this year street and institution will be evaluated separately based on the
weightages of street and institution as agreed by the senior management.
Street

Street Weightage
Blue

Red

Yellow

90%

90%

80%

Street Targets will be set in units of core products on Two Months basis, which
is the qualifying period.

Two Months total achievement in Value should be at least 90% vs. target at
constant price in order to qualify for product wise incentive.

Institution

Institution Weightage
Blue

Red

Yellow

10%

10%

20%

Institutional sales Targets have been set in value on Two Months basis, which is
the qualifying period.

Two Months total achievement in Value should be at least 90% vs. target at
constant price in order to qualify for product wise incentive.

QUALIFYING CONDITIONS
Common for street and institution:

After each incentive period the incentive amount shall be paid with the following
months salary. In case the employees achievement is below 90% then the
incentive is recoverable only at the end of year, provided that the employees total
annual achievement in value is 100% against the target at constant price.

For new employee, he/she will only qualify if he/she has worked for at least one
month in the respective cycle and incentive will be calculated on pro-rated basis.

If an employee leaves the company he will be entitled to get incentive for the last
completed qualifying period.

Management reserves the right to change the incentive scheme at any time during
the fiscal year.

In case of transfer or promotion the incentive amount will be calculated on prorated basis.

INCENTIVE ACHIEVEMENT SCALE

Incentives shall be paid according to the achievement scale given below.

If an employee exceeds 100% of his/her street target for every 1% he/she will be
paid 2% extra up to a maximum of 125%.

If an employee exceeds 100% of his/her institution target for every 1% he/she

will be paid 2% extra up to a maximum of 150%.
ACHIEVEMENT
90 <94%
94 <98%
98 <100%
=100%

>100% (value)

INCENTIVE
25%
40%
80%
100%
2 % extra for every 1% up to 125%
(street)
2 % extra for every 1% up to 150%
(Inst.)

INCENTIVE
TWO MONTHS STREET INCENTIVES:
(Rep's having 100% street sales)
PRODUCT

TARGETS

BLUE
(PKR)

RED
(PKR)

YELLOW
(PKR)

Coversyl 4 & 8mg

Units

8,500

Coversyl Plus

Units

8,500

Coversam 4/5 & 8/5

Units

15,000

Coversam 4/10 & 8/10

Units

15,000

Diamicron MR 60mg

Units

15,000

15,000

Stablon

Units

3,500

Natrilix SR

Units

6,000

Arcalion

Units

4,500

Daflon 500

Units

8,000

Vastarel- MR

Units

15,000

38,000

38,000

38,000

TOTAL

INCENTIVE
TWO MONTHS STREET INCENTIVES:
PRODUCT

TARGETS

BLUE
(PKR)

RED
(PKR)

YELLOW
(PKR)

Coversyl 4 & 8mg

Units

7,650

Coversyl Plus

Units

7,650

Coversam 4/5 & 8/5

Units

13,500

Coversam 4/10 & 8/10

Units

12,000

Diamicron MR 60mg

Units

13,500

13,500

Stablon

Units

3,150

Natrilix SR

Units

5,400

Arcalion

Units

4,050

Daflon 500

Units

6,400

Vastarel- MR

Units

12,000

34,200

34,200

30,400

TOTAL

TWO MONTHS INSTITUTIONAL INCENTIVES

Incentive in Value for total core
products

BLUE
(PKR)

RED
(PKR)

YELLOW
(PKR)

TOTAL

3,800

3,800

7,600

PAYMENTS SCHEDULE
Incentive Period

Incentive Payable In

Oct Nov

December

Dec Jan

February

Feb Mar

April

Apr May

June

June July

August

Aug Sep

October

Total Payouts

PAYMENTS SCHEDULE
ANNUAL INCENTIVE ON TURNOVER:

Any BDO achieving his/her annual street target on turnover (at constant price) by
100% will be awarded with an additional incentive amount of Rs. 17,000/- at the
end of the year.
Any BDO achieving his/her annual Institutional target on turnover (at constant
price) by 100% will be awarded with an additional incentive amount of Rs. 10,000/at the end of the year.

BEST BDO/ SR. BDO/ EX-BDO: (Applicable only if SRP (i.e. RD+ID) is on target)

To enter into qualitative assessment minimum sales achievement should be at least

100% (street + Institution). Top three candidates from each team (Blue/Red/Yellow) will
Sr.following criteria based on the points achieved.
be selected on
CRITERIA
No
Achievement vs. target
1
>104 % and above
30 points
100% - 104 %
15 points
Growth over last year at constant rate
2
> 18 % and above
25 points
15 % - 18 %
15 points
3
Call Rate (12/day)
20 points
A3, A2 Coverage (95% and
4
15 points
above)
Product Knowledge
5
Quiz Results 80%
10 points
Quiz Results > 75%
05 points

Possible Annual Incentive

BDO/SR.BDO/EX-BDO
38,000 x 6 (cycles) = 228,000 PKR
228,000 + 27,000 (100% Annual Ach.) = 255,000 PKR
Possible Annual Incentive for the best BDO (3 prizes)
255,000 + 70,000 = 325,000 PKR (Blue/Red/Yellow)
Possible Annual Incentive for the 2nd best BDO (3 prizes)
255,000 + 49,000 = 304,000 PKR (Blue/Red/Yellow)
Possible Annual Incentive for the 3rd best BDO (3 prizes)
255,000 + 29,000 = 284,000 PKR (Blue/Red/Yellow)