Shri Harini Media Ltd.
Business Development Incentive
Plan Policy
Dec 2016
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
1. Scope:
This policy and procedure applies to all Full Time employees in the School and Corporate
Sales Team of Shri Harini Media Ltd. This policy replaces the existing Incentive/PLI policy
st
with effect from 1 Dec. 2016.This policy is liable to be revised anytime at the discretion
of management.
2. Policy
It is the policy of Shri Harini Media Ltd. to provide competitive incentives to motivate its
employees to do their best and align their contributions to help us in achieving success.
Incentive plan policy will be implemented systematically on equitable and merit basis.
3. Guidelines
The BD team should aim to
3.1 Manage sales credentials, pitch documents, etc.
3.2 Set input goals and monitor performance
3.3 Manage the sales funnel
3.4 Visit key clients such as school chains
3.5 Have additional revenue targets and manage special clients
3.6 Maintain a good working relationship with school principals/correspondents etc.
3.7 Publish periodic realized MIS on realized targets vs. achievements etc.
3.8 Follow up with client for collections
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
4. Incentive Structure
Table 1: Incentives (will be paid out after collection of dues)
Actual Price of Subscription for 1 parent X Percentage for the price band X Actual No of Parents X Factor
for the No of Parents Band + (1% X Customisation Cost)
For
Chellamey
For Ezines For PC Print Print
Percentag Percentag Percentag
Price e Price e Price e
less than less than
150 0.0% less than 550 0.0% 460 0.0%
150 1.0% 550 - 600 1.0% 460 - 510 1.0%
511 &
151-250 1.5% 601 - 650 2.0% above 2.0%
251-350 2.0% 651 & above 2.5%
351 &
above 2.5%
No of Parents
Number Factor
less than 1000 1
1001-2000 1.25
2001-4000 1.35
4001 - 6000 1.5
6001 - 10000 1.65
10001 - 15000 1.75
15001 - 20000 2
greater than
20001 2.15
Example
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
BVM
No of parents 1254
Per Parent
Price 220
Total 275880
For Santhosh
Incentive 5172.75
Revenue % 2%
Primrose
No of Parents 600
Per Parent
Price 250
Customisatio
n 50000
Total 200000
Cut off is not met. However for
For Sundeep calculations
Incentive 2750
Revenue % 1%
MVM
No of Parents 7500
Per Parent
Price 330
Total 2475000
Incentive 81675
Revenue % 3%
Pon Vidyashram
No of Parents 7500
Per Parent
Price 150
Total 1125000
Incentive 18562.5
Revenue % 2%
The gates for fixed salary band is as
follows
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
From INR To INR Cut off
Upto 5,50,000.00 2,25,000.00
5,50,001.00 6,50,000.00 2,75,000.00
6,50,001.00 7,50,000.00 3,25,000.00
7,50,001.00 8,50,000.00 3,60,000.00
Above 8,50,001.00 5,00,000.00
ParentCircle Selling Price
Single Copy Retail Sales Rs 60
Annual Subscription Rs 670 (Discount of 7%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions Cannot go below Rs 550
Chellamey
Single Copy Retail Sales Rs 50
Annual Subscription Rs 550 (Discount of 8%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions Cannot go below Rs 460
Ezines – ParentCircle & Chellamey
Rs 450 (Discount of 18% applied on the annual subscription rate of Rs
Annual Subscription
550)
Bulk Schools Subscriptions Cannot go below Rs 220
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
Table 2: Rates
ParentCircle Selling Price
Single Copy Retail Sales Rs 60
Annual Subscription Rs 670 (Discount of 7%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions Cannot go below Rs 550
Chellamey
Single Copy Retail Sales Rs 50
Annual Subscription Rs 550 (Discount of 8%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions Cannot go below Rs 460
Ezines – ParentCircle & Chellamey
Annual Subscription Rs 450 (Discount of 18% applied on the annual subscription rate of Rs 550)
Bulk Schools Subscriptions Cannot go below Rs 220
5. Accountability
5.1 Head, Business Development is accountable for:
5.1.1 Setting the team’s performance measure/s and the related incentives
scales.
5.2 Mangers are accountable for:
5.2.1 Setting their performance measure/s and the related incentives
scales.
5.2.2 Setting their team members performance measure/s and the related
incentives scales.
5.3 Finance team is accountable for:
5.4.1 Checking and cross verifying the order and collection status.
5.4 Human Resources are accountable for:
5.4.1 Ensuring the compliance of this policy.
5.4.2 Ensuring that incentives reflect in the requisite payroll.
6.Procedure
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
th
The 30 of each month is cutoff date for processing incentive percentages. Once the
collection is complete, incentives for a given month will be paid along with the following
month’s payroll. The Zonal Head is responsible for updating both Finance and Human
Resources of the sales figures, date of collection and incentive percentages.
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
