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definition of success:

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by

Ria Pajado

on 28 January 2016

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Transcript of definition of success:

AMTG
KRA BREAKDOWN
Profitability
Aggregate
Concentrate
Product Hits
Aggregate
Concentrate
Total Funds
Aggregate
Concentrate
Net Acquisition
Audit
Customer Experience
Profitability (for BMs only)
Cross-sell Fees
Operating Expense


HOW CAN
if you sell AMTG products to your clients
CASE 1
Client opens a UITF account and buys Php 100M into
BPI Philippine Equity Index Fund (PEIF), PHP 1M in BPI Short Term Fund,
and Php 200M in a Segregated Account.
CASE 2
Client A, with a Moderately Conservative risk profile, has an existing investment worth Php 1M in BPI Short Term Fund.
{ }
definition of success
"the attainment
of a goal"
profitability
product hits/
total funds
net acquisition
products sold
audit
+ + + + +
F O R B P I / B F B O F F I C E R S
others

concentration
AGGREGATE
NIBT of the entire portfolio
[ ]
CONCENTRATE
[ ]
hurdle
within
the hurdle
# of customers meeting goal
NIBT
Net Income Before Tax
growth in profitability
aggregate vs. concentration
total additional product hits per customer
for the entire portfolio
BPI BMs & RMs
at least 2 NET additional product hits/channel per client
BFB BMs & RMs
at least 1 NET additional product hits/channel per customer

includes deposit products (SA, CA, Maxi-) and AMTG products
ADDITIONAL KRA FOR BMs
|
+
cross-sell
operating
expense
sale of products outside deposits
for
ALL
clients
cost of operations

to form as part of the concentrate list,
RMs must increase client's NIBT to 7,500
BMs must increase client's NIBT to 4,000
RMs
BMs
20%
15%
5%
15%
10%
5%
10%
10%
0%
10%
10%
10%
25%
20%
5%
35%
25%
10%
25%
15%
10%
25%
20%
5%
5%
5%
5%

100%
100%
TOTAL
HELP
YOU?
profitability total funds
product hits
cross-sell
profitability
(P100M x 1.5% t.f) + (P1M x 0.5% t.f.) + (P200M x 0.5% t.f.) = Php 2,505,000
before: (P100M x 1.5% t.f.) + (P1M x 0.5% t.f.) = (P200M x 0.5% t.f) x 25% =
626,250

total funds
as long as the client is invested, this will help your total funds grow
product hits
3 product hits
profitability
(Php 1M x 0.5% t.f.) = Php 5,000
Maximum AMTG product hits:
7

Peso-Denominated UITF/MF: (3)
Money Market, Fixed Income, Equities
Foreign-Currency Denominated UITF/MF: (3)
Money Market, Fixed Income, Equities
Segregated Account (1)
for RMs:
+ Php 600,000
for BMs:
variable per branch size
- - - - - - - - - - - - - - - - - - - - - - -
- - - - - - - - - - - - - - - - - - - - - - -
- - - - - - - - - - - -
- - - - - - - - - - - -
12
N E W
C L I E N T S
(should cover for attrition)
FOR RMs:
TARGET BY END OF 2015: 612 clients

Start of 2015: 600 clients
During the year, -10 attrition
Required Acquisition 22 NEW CLIENTS

____________________________
BY DECREASING FUNCTION
5% audit & 5% customer experience
cross sell vs. NIBT
NIBT is profitability from your Top Personal Clients.

Cross-sell is for the entire branch (includes names outside of your list).
overperformance
additional 5%
TOTAL FUNDS (aggregate) = 20%
BONUS (20% x 20%) = 4%
MAX/CAP = 24%
TOTAL FUNDS (concentration) = 5%
BONUS (5% x 20%) = 1%
MAX/CAP = 6%
SAVINGS
AMTG
vs
+ total funds
+ product hit
- operating expense
+ total funds
+ profitability
+ product hits
+ cross-sell
NET SCORE: 1
NET SCORE: 4
_________________
_________________
aggregate concentration
cross-sell
sale forms part of BM's cross-sell;
If client is part of your portfolio, sale hits both NIBT (profitability) and cross-sell
By diversifyng the portfolio of the client into 20% BPI Short Term Fund, 70% ALFM Peso Bond Fund, and 10% ALFM Growth Fund.
profitability
(Php 200k x 0.5% t.f. ) + (Php 700k x 1.5% m.f.) + (Php 100k x 2.0% m.f.)
= Php13,500
+ 2 product hits, cross-sell
TARGET PER CLIENT: + 3 product hits

Client A has an existing savings accounts and
an auto-loan with BPI. But within they year,the loan expired.

Client A 2-1 = 1

By selling BPI Short Term Fund & ALFM Peso Bond Fund, and enrolling it in EOL, you get 3 additional product hits.

Client A = SA + STF + ALFM P + EOL



3
case
Client C invested Php 100M in PSIF
with a historical 5-year annualized return of 19.45%
As long as the client is invested, your total funds can increase by 19.45%* every year.
The number to remember is 333.
FOR BRANCH MANAGERS
300 IF x > 333

{ } { }
90% IF < 333
|
FOR PROFITABILITY AND PRODUCT/CHANNEL HITS
BPI BMs
600 new product and channel hits per BM


10% audit & 10% customer experience
FOR BRANCH MANAGERS
FOR RELATIONSHIP MANAGERS
*MAXIMUM BONUS POINTS IS 20%
**PROFITABILITY (NIBT) TOTAL FUNDS, PRODUCT HITS
YEAR 1 PHP 119,340,000.00
2 142,420,356.00
3 169,964,452.85
5 242,063,978.82
10 585,949,698.44


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