Review Meet Sunil Kumar Patel Associate Regional Manager Central Gujarat – 1 Cluster

Agenda Snap Shot of the cluster Time Travel Scenario on 13th Nov 2006 Initiatives Taken Scenario as of Now Mission JFM = JAS+OND+AMJ Journey so far…. Hits & Misses Way Ahead…

Snap Shot of the cluster

Time Travel

Scenario on 13th Nov 2006

Initiatives Taken

Scenario as of Now

Mission JFM = JAS+OND+AMJ

Journey so far…. Hits & Misses

Way Ahead…

Snapshot of the Cluster

Socio – Economic overview Cluster is a home of some of the largest PSU & Private enterprises Also the home for Saradar Sarovar & Asia’s largest milk cooperative - AMUL Highly dense with NRI population, almost every home at Anand – Kheda has at least one NRI relative A mix population of people from Agriculture, Working Class & SMI. Most of the places falls under high per capita income category

Cluster is a home of some of the largest PSU & Private enterprises

Also the home for Saradar Sarovar & Asia’s largest milk cooperative - AMUL

Highly dense with NRI population, almost every home at Anand – Kheda has at least one NRI relative

A mix population of people from Agriculture, Working Class & SMI.

Most of the places falls under high per capita income category

Cluster Structure… 1 SM 4 UM 1 SM 5 UM Spoke (5) Phase – V Nadiad Spoke 07 1 SM 4 UM 1 SM 5 UM Spoke (5) Phase – IV Rajpipala Spoke 06 - 5 UM 1 SM 5 UM Spoke (5) Phase – IV Dahod Spoke 05 1 SM 9 UM 1 SM 10 UM Spoke (10) Phase – III Godhara Spoke 04 1 SM 5 UM 1 SM 5 UM Spoke (5) Phase – II Anand Spoke 03 3 SM 24 UM 3 SM 32 UM New Branch Phase – V Anand Main 02 - 1 SM 23 UM 1 BM 1 SM 32 UM Old Branch Phase – II Baroda Main 01 Actual Manpower Manpower Span Location Type & Phase Name of the Location Sr.

Baroda main – 2 nd Branch opened by I Pru in Gujarat Anand Spoke – One of the top 5 spokes in country for cont. 3 years from date of inception. One of the top most cluster of G2 till AMJ ’06 Baroda Main tumbles after inception of Baroda 2 on account of top 35% of the team moving to Baroda 2, along with their FOS including MDRT advisors. JAS was just 37% of book target for entire cluster First 45 Days of OND, the cluster has managed only 2 Crore of business in total, less then 30% of the book target. Cluster was the least performing cluster in Gujarat in JAS & first 45 Days of OND Total of 978 FOS as on 13 th November across the cluster, an average of less then 11 FOS per UM Time Travel (Apr ’06 t0 13th Nov ’06)

Baroda main – 2 nd Branch opened by I Pru in Gujarat

Anand Spoke – One of the top 5 spokes in country for cont. 3 years from date of inception.

One of the top most cluster of G2 till AMJ ’06

Baroda Main tumbles after inception of Baroda 2 on account of top 35% of the team moving to Baroda 2, along with their FOS including MDRT advisors.

JAS was just 37% of book target for entire cluster

First 45 Days of OND, the cluster has managed only 2 Crore of business in total, less then 30% of the book target.

Cluster was the least performing cluster in Gujarat in JAS & first 45 Days of OND

Total of 978 FOS as on 13 th November across the cluster, an average of less then 11 FOS per UM

Initiatives Taken Project B2B (Back to Basics) Recruitment Drive across cluster – more then 2500 FSP & 1500 FOS added in 3 Months. 95% Managers qualified in gate criteria in Recruit to Win -2 & 49% have qualified in top slot, against total 41% has qualified gate criteria in H-1. “ Manthan” – Monthly cluster meat along with support functions to download similar thought process and ideology across the team and also to provide a platform to share best practices across the cluster Achieved 39% QS in the month of December against 16% of Previous quarter on addition of 500% more FOS. Done many on ground activities like mass BOP (Largest of 350+ attendance and 135 on the spot enrolment with fees), A Bike Rally with 300+ bikes at Anand on 12 th December, Login Days, Activisation weeks etc to bring back basic and to change mindset of the team. Taken initiative to change mindset of the team to be more competitive and performance oriented on the basis of solid BASICS of agency management like recruitment, activities, BDA, contests & Internal local level competitions. Daily, Weekly & Monthly review, team wise to focus on each aspect of business, Rolling trophies on various agency parameters.

Project B2B (Back to Basics)

Recruitment Drive across cluster – more then 2500 FSP & 1500 FOS added in 3 Months.

95% Managers qualified in gate criteria in Recruit to Win -2 & 49% have qualified in top slot, against total 41% has qualified gate criteria in H-1.

“ Manthan” – Monthly cluster meat along with support functions to download similar thought process and ideology across the team and also to provide a platform to share best practices across the cluster

Achieved 39% QS in the month of December against 16% of Previous quarter on addition of 500% more FOS.

Done many on ground activities like mass BOP (Largest of 350+ attendance and 135 on the spot enrolment with fees), A Bike Rally with 300+ bikes at Anand on 12 th December, Login Days, Activisation weeks etc to bring back basic and to change mindset of the team.

Taken initiative to change mindset of the team to be more competitive and performance oriented on the basis of solid BASICS of agency management like recruitment, activities, BDA, contests & Internal local level competitions.

Daily, Weekly & Monthly review, team wise to focus on each aspect of business, Rolling trophies on various agency parameters.

Scenario as of now… Sales Growth.. Cluster is on M. o. M. growth of 30% + Maximum UMs contributing, Rookies having higher share then managers with vintage of more then 6 months All the locations are growing parallel instead of any one location contributing major business. Oct - 1.1 Crore Nov – 1.5 Crore Dec – 2.10 Crore Jan – 2.75 Crore Feb – 3.42 Crore March – 5.7 Crore. 9873234336

Sales Growth..

Cluster is on M. o. M. growth of 30% +

Maximum UMs contributing, Rookies having higher share then managers with vintage of more then 6 months

All the locations are growing parallel instead of any one location contributing major business.

Oct - 1.1 Crore

Nov – 1.5 Crore

Dec – 2.10 Crore

Jan – 2.75 Crore

Feb – 3.42 Crore

March – 5.7 Crore.

9873234336

Mission for JFM Operation 3 > 9 Let's Change Rules... JFM > JAS+OND+AMJ

JAS + OND = January + February

AMJ Vs March

March 2007 Plan Against AMJ performance of 1992 Cases & 52.3 Million WAPI 57 2850 Total 3 200 Rajpipala 3 200 Nadiad 4 300 Dahod 10 500 Godhara 10 500 Anand Spoke (5) 12 400 Anand Main 15 750 Baroda Main WAPI (Million) Cases March 2007 Location

Journey so Far – Hits & Misses Hits Recruitment – 200% increase in FOS base in 3 months Increase in Activisation – 27% overall against 14% in October Increase in productivity of UM as well as advisors Increased ticket size – From 16500+ to 21000+ Growth based on even performance from each location instead of any one location contributing. Misses QSSR – Lower on 29% mainly on account of Business partner FoS. GP Productivity – majority of the member qualified in June, no cont. business stream Business Partner contribution just 12% against targeted 20% Recruitment of manpower as per budget.

Hits

Recruitment – 200% increase in FOS base in 3 months

Increase in Activisation – 27% overall against 14% in October

Increase in productivity of UM as well as advisors

Increased ticket size – From 16500+ to 21000+

Growth based on even performance from each location instead of any one location contributing.

Misses

QSSR – Lower on 29% mainly on account of Business partner FoS.

GP Productivity – majority of the member qualified in June, no cont. business stream

Business Partner contribution just 12% against targeted 20%

Recruitment of manpower as per budget.

Way Ahead… PoA for March 2007 March 1 & 2 – “Baazigar Day” – targeting to generate 1 Crore in first 2 days of the month March 5th & 12th – “March Mania – The Activisation Week” – Each advisor, active in Feb, should at least log in 1 case, targeting 1000 Cases in the week March 15 & 20 – “BP Week” – targeting to generate 50 Lacs from Business Partner in 5 days. March 21st & 31st – “Final Dhoom” – Contest between Unit Managers, Surprise gifts for the day topper. Targeting 2.5 Million a day. “Awakening” – Every Monday and Thursday – Activisation day. Every N-Cat logging in case on these days, will get surprise gift. Every UM, activating 5 N-Cat, gets a prize. Cont..

March 1 & 2 – “Baazigar Day”

– targeting to generate 1 Crore in first 2 days of the month

March 5th & 12th – “March Mania – The Activisation Week”

– Each advisor, active in Feb, should at least log in 1 case, targeting 1000 Cases in the week

March 15 & 20 – “BP Week”

– targeting to generate 50 Lacs from Business Partner in 5 days.

March 21st & 31st – “Final Dhoom”

– Contest between Unit Managers, Surprise gifts for the day topper. Targeting 2.5 Million a day.

“Awakening”

– Every Monday and Thursday – Activisation day. Every N-Cat logging in case on these days, will get surprise gift. Every UM, activating 5 N-Cat, gets a prize.

Cont.. Atlest 50% UMs should qualify in latest Himalayan - Final Chase contest, on both the criteria. Club member/MDRT meeting & Holi Hangama at Anand & Baroda on 3 rd March. Team rolling trophy and ZM honor for winning captain. Focus on QSSR and activation , Special initiatives and personal monitoring “Millionaire Manager ” – a performance Tracker tracker of top performers of the cluster. “Hum bhi hai Josh me..” – Tracker for rookies.

Atlest 50% UMs should qualify in latest Himalayan - Final Chase contest, on both the criteria.

Club member/MDRT meeting & Holi Hangama at Anand & Baroda on 3 rd March.

Team rolling trophy and ZM honor for winning captain.

Focus on QSSR and activation , Special initiatives and personal monitoring

“Millionaire Manager ” – a performance Tracker tracker of top performers of the cluster.

“Hum bhi hai Josh me..” – Tracker for rookies.

The goal is to bring the lost glory of Baroda Main cluster back and restore it as one of the leading cluster of Gujarat & The Himalayans… Thanks….

The goal is to bring the lost glory of Baroda Main cluster back and restore it as one of the leading cluster of Gujarat & The Himalayans…

Thanks….