INCENTIVE SCHEME 2014-15BDO/SR.BDO/EX-BDO

QUALIFYING CONDITIONSFrom 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 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

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.

Street Weightage

Blue Red Yellow

90% 90% 80%

Institution Weightage

Blue Red Yellow

10% 10% 20%

QUALIFYING CONDITIONSCommon for street and institution:

After each incentive period the incentive amount shall be paid with the following month’s salary. In

case the employee’s achievement is below 90% then the incentive is recoverable only at the end of

year, provided that the employee’s 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 pro-rated 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 INCENTIVE

≥90 – <94% 25%

≥94 – <98% 40%

≥98 – <100% 80%

=100% 100%

>100% (value)2 % extra for every 1% up to 125% (street)2 % extra for every 1% up to 150% (Inst.)

INCENTIVETWO 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

TOTAL 38,000 38,000 38,000

INCENTIVETWO 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

TOTAL 34,200 34,200 30,400

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 6

PAYMENTS SCHEDULEANNUAL 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 be selected on following criteria based on the points achieved.

Sr. No CRITERIA

1Achievement vs. target

>104 % and above 30 points≥ 100% - 104 % 15 points

2Growth over last year at constant rate

> 18 % and above 25 points≥ 15 % - 18 % 15 points

3 Call Rate (12/day) 20 points

4 A3, A2 Coverage (95% and above) 15 points

5Product Knowledge

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)