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1. SALES SCORECARD
March 2017
Name Designation Date of Joining Territory Zone Division
Rameshvar Lal Srivastava - 731651 TBM 05-JAN-2017 LUCKNOW - IT015707 NORTH3 ACUTE CARE
HPL Rank - Division HPL Rank - Zone
0 0
Sales Performance Details - Value
Current Month Year - To - Date
Brand Class Target Sales Ach % Claims LY Sales Growth PMPM Closing Target Sales Ach % Claims LY Sales Growth PMPM
BETONIN AST Build 1.95 0.98 50.4 0.0 0.77 28 0.98 0.8 5.8 3.97 68.4 0.0 1.64 142 1.32
LOBATE GM NEO Build 1.22 2.6 212.2 0.0 0.72 261 2.6 0.74 3.73 6.98 186.9 0.0 1.5 365 2.33
Zimnic Group Build 0.05 0.04 79.0 0.01 0.03 49 0.04 0.15 0.15 0.12 80.6 0.02 0.23 -46 0.04
Deletus Group Invest 0.34 0.12 34.7 0.0 0.03 313 0.12 0.29 1.23 0.52 42.5 0.0 0.19 182 0.17
SURBEX -XT Invest 0.33 0.04 12.4 0.0 0.29 -86 0.04 0.46 1.04 0.36 34.8 0.0 0.48 -25 0.12
AQUAVIRON INJECTION 1ML Maintain 0.17 0.1 60.6 0.0 0.21 -50 0.1 0.18 0.55 0.55 100.3 0.0 0.56 -1 0.18
AVOMINE TABS Maintain 0.12 0.06 53.2 0.0 0.08 -19 0.06 0.23 0.37 0.16 44.0 0.0 0.27 -38 0.05
HAEMACCEL 500ML Maintain 3.64 2.15 58.9 0.01 4.08 -47 2.15 2.15 7.24 5.29 73.0 0.02 5.32 -1 1.76
LYSUPRA Maintain 0.04 0.03 81.3 0.0 0.08 -57 0.03 0.09 0.1 0.06 56.7 0.0 0.14 -59 0.02
Paraxin Group Maintain 0.68 1.01 148.2 0.07 0.76 33 1.01 1.01 2.07 1.62 78.3 0.07 2.06 -21 0.54
BI Total 3.9 3.8 97.3 0.01 1.84 107 3.8 2.47 12.0 12.01 100.1 0.03 4.08 194 4.0
Exit Total 0.0 0.0 0.0 0.0 0.01 -95 0.0 0.03 0.0 0.0 0.0 0.0 0.06 -106 0.0
Milk Total 0.53 1.07 203.0 0.03 0.26 308 1.07 0.54 1.69 2.71 160.5 0.04 1.02 167 0.9
Grand Total 9.63 8.53 88.5 0.12 7.5 14 8.53 7.78 26.4 25.08 95.0 0.17 14.91 68 8.36
Sales Performance Details - Volume
Current Month Year - To - Date
SKU Class Target Sales Ach % Claims LY Sales Growth PMPM Closing Target Sales Ach % Claims LY Sales Growth PMPM
BETONIN AST 170 ML (Without Folic Build 2311 535 23 0 704 -24 535 737 6858 3310 48 2 1351 145 1103
BETONIN AST 400 ML (Without Folic Build 574 666 116 0 415 60 666 360 1711 1992 116 0 979 103 664
LOBATE GM NEO 15GM Build 2918 6967 238 2 2118 229 6967 1996 8902 18725 210 5 4423 323 6241
DELETUS D 100ML SYRUP Invest 322 135 41 0 0 0 135 131 1172 601 51 0 0 0 200
NEW DELETUS BX SYRUP MANGO Invest 52 20 38 0 24 -17 20 138 200 53 26 6 159 -67 17
SURBEX -XT 15S Invest 557 63 11 0 511 -88 63 763 1771 647 36 2 868 -25 215
AQUAVIRON INJ. 1 ML Maintain 229 137 59 3 302 -55 137 237 738 730 98 4 815 -10 243
HAEMACCEL 500ML Maintain 1773 1189 67 4 2170 -45 1189 1208 3541 2955 83 9 2830 4 985
PARAXIN CAPSULES 250 MG 10S Maintain 535 2380 444 0 1598 49 2380 1196 1608 3500 217 3 3733 -6 1166
PARAXIN CAPSULES 500MG 10 S Maintain 379 87 23 0 54 61 87 166 1100 154 14 0 449 -66 51
Brand Targets - Cycle 1 2017
Value
Brand Class Jan '17 Feb '17 Mar '17 Apr '17
BETONIN AST Build 1.9 1.95 1.95 2.49
LOBATE GM NEO Build 1.27 1.24 1.22 1.59
Zimnic Group Build 0.05 0.05 0.05 0.06
Deletus Group Invest 0.47 0.43 0.34 0.35
SURBEX -XT Invest 0.36 0.36 0.33 0.39
BI Total 4.06 4.04 3.9 4.89
Grand Total 8.31 8.46 9.63 12.65
Volume
SKU Jan '17 Feb '17 Mar '17 Apr '17
AQUAVIRON INJ. 1 ML 280 229 229 229
BETONIN AST 170 ML (Without Folic Acid) 2241 2306 2311 2932
BETONIN AST 400 ML (Without Folic Acid) 560 577 574 742
DELETUS D 100ML SYRUP 441 409 322 333
HAEMACCEL 500ML 788 980 1773 2412
LOBATE GM NEO 15GM 3029 2955 2918 3770
NEW DELETUS BX SYRUP MANGO 100ML 79 69 52 54
PARAXIN CAPSULES 250 MG 10S 554 519 535 760
PARAXIN CAPSULES 500MG 10 S 353 368 379 558
SURBEX -XT 15S 607 607 557 657

2. HPL SCORECARD
March 2017
Name Designation Date of Joining Territory Zone Division
Rameshvar Lal Srivastava - 731651 TBM 05-JAN-2017 LUCKNOW - IT015707 NORTH3 ACUTE CARE
HPL Rank - Division HPL Rank - Zone
0 0
YTD Performance Details
Cycle 1 Cycle 2 Cycle 3
Rank YTD Jan Feb Mar Apr C1 May Jun Jul Aug C2 Sep Oct Nov Dec C3
Division Rank 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
Zone Rank 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
Metric YTD Jan Feb Mar Apr C1 May Jun Jul Aug C2 Sep Oct Nov Dec C3
Secondary Sales Ach. % 95.01 114.76 82.99 88.51 0.0 95.01 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
BI Brand Ach. % 100.11 127.58 75.17 97.38 0.0 100.11 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Incremental PMPM 3.39 4.78 4.36 1.02 0.0 3.39 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Frequency Coverage (1) 78.93 0.0 77.23 80.62 0.0 78.93 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Frequency Coverage (2) 81.0 0.0 100.0 62.0 0.0 81.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Frequency Coverage (3) 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
BPD Score 0.55 0.0 0.2 0.9 0.0 0.55 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Call Average 11.41 0.0 10.86 11.96 0.0 11.41 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0
YTD Score Trend
Metric Weightage Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD
Secondary Sales Ach. 30 34.42 29.62 28.5 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 28.5
BI Brand Ach. 25 30.0 25.36 25.03 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 25.03
Frequency Coverage (2,3) 25 0.0 0.0 13.5 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 13.5
Incremental PMPM (L) 10 3.41 2.91 1.81 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 1.81
BPD Score 10 0.0 0.23 0.55 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.55
Grand Total 100 67.83 58.12 69.38 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 69.38
Ranks YTD Composite Score
1 98.0
50 86.46
100 82.57
150 78.99
200 75.99
250 71.82
300 65.81
350 48.89
Action Plan
Action Issue Identified Detailed Action Steps Date
Note: Incentive Earnings are based on final Enforce secondary sales (with appropriate caps applied as well as manual adjustments) and execution metrics from AbbWorld.
Employees with tenure less than 3 months are not eligible for ranking.
HPL rank is subject to changes in secondary sales and/or pending AbbWorld reporting.
In case of any questions or corrections, please contact 1Point by email 1point@abbott.co.in or call 1800-120-1201 (toll-free)