Psp

Your Partner for Scale™
PSP
Internal Launch
29th August, 2020

Introduction to PSP
Your Partner forScale™

Who is a partner?
Partner is a business owner who partners with a brand to sell the brand’s products. They
●Invest in the company,
●Share the business risks and
●Contribute equally to growth & proﬁtability.
A brand is successful when its partners are successful.

Partner Success & Value
Proposition

Deﬁning Partner Success
Partner Success = Financial Success + Partner Reputation

Financial Success
New Discount Structure: 58.07% of MRP
Discount Rate
on
Discount Rate
as %
Cumulative
Rate
Net Discount as %
of
Particula
rs
Discount Rate
(A)
(B
)
of MRP (C=
A*B)
(D= B-
C)
MRP (E= 100% -
D)
Dealer Discount 50% 100% (MRP) 50% 50% 50%
Partner Margin 10% 50% 5% 45% 55%
Infrastructure Incentive 2% 45% 0.9% 44.1% 55.9%
MIS and Reports support 2% 44.1% 0.88% 43.22% 56.78%
Quarterly Reward 2% 43.22% 0.86% 42.35% 57.65%
Annual Reward 1% 42.35% 0.42% 41.93% 58.07%
Net Discount 58.07%
-

Financial Success
Partner ROI
Particulars % of MRP
Standard Partner Discount 58.07%
Product Discount 10.00%
Product Scheme Discount 5.81%
Partner Revenue 44.19%
Partner COGS 36.12%
Partner GP (as % of Revenue) 18.26%
% of Partner Rev 2 cr Revenue
Revenue 100.00% 2,00,00,000
COGS 81.74% 1,63,47,838
GP 18.26% 36,52,162
Partner- Sales Team Exp 2.20% 4,40,000
Freight & Transportation Exp 2.50% 5,00,000
Other Exp
(rent, utility, admin etc.)
3% 6,00,000
Total Expenses 7.7% 15,40,000
Proﬁt 10.56% 21,12,162

Financial Success
Annual Partner ROI: 43.34%
Annual Investment (in months) Proposed Model
Stock 1
Quba Outstanding 2
Market Outstanding 3
Partner Expense 0.92
Annual Investment 2.92
Partner ROI (12 months) 43.34%

Financial Success
Annual Partner ROI: 43.34%
On an investment of 1cr in an year, a partner can expect
- Average Annual ROI of 43.34% (industry standard ~
20%)
- Compounded growth of 15 % over a period of 5-10
years
Brands Partner ROI CAGR over 5 years
Quba
43.34% 15%
Symmetry
Arteza
Agua

Deﬁning Partner Success
Partner Reputation
-By working with a reputed brand, the brand value of a partner also increases.
-A partner can beneﬁt from association with Quba Group to create new business opportunities.

Objective of Partner Success Program
To engage with partners through a program that results in the ﬁnancial
success and reputation building of the partner while meeting the business
& ﬁnancial objectives of Quba Group.

Partner Value Proposition
Why should an entrepreneur partner with Quba?
PRIMARY
1. Earn above normal ROI
2. Scalable & sustainable year on year growth
3. Association with a highly reputed fast growing national brand
SECONDARY
1. Category exclusivity in a region
2. Investment in business management capabilities
3. Dedicated partner success manager
4. Extensive business support services

Foundation Principles &Pillars

Building an Effective Partner Success Program for Quba
Three Pillars
In order to design an eﬀective engagement program it is important to focus on three key areas:-
1.Shared common objectives
Complete shared understanding of ROI, business growth and deﬁnition of success
2.Open communication
Complete transparency on targets, data and market intelligence. A commitment to listening and providing the right
resources leads to long term loyalty and retention.
3.Active collaboration
Partners and Quba Group work as a part of the same team. There is active discussion and action of challenges and
opportunities that both face in the market.

Partner Journey Mapping

1.
Onboarding Partners
2.
Partner Management
2.4
2.3
2.2
2.1
Performance
review and
action plan
Partner Development
Annual goal
setting
Annual partner
meet
Partner Journey Mapping

2. Partner Management
1. Annual Goal Setting
We shall plan and agree on the annual targets and goals which include:
- Partner ROI
- Investment required
- Annual Business Plan for the partner
- Annual targets with quarterly & monthly breakup
- Product speciﬁc targets
- Setting KPIS for reviews

2.2. Annual Meet
- Discuss AOP for next FY
- Share general partner development agenda
- Share product launch and marketing calendar
- Release annual partnership souvenir as a
takeaway
- Recognize top performing partners
- Entertainment evening

3. Partner Development
Developing a plan jointly with the partner to increase partner growth.
Developing the Growth Plan
- Personalized dealer plan for secondary sales
- Plan to add new accounts & increase sales
- Plan to increase proﬁts from existing & new products
- Team staﬃng plan
- Trainings

3. Partner Development
Marketing, branding and training support
- Co-branded material : Marketing material shall be co-branded with partners (print ads, marketing stationery,etc.)
Microsite on partner info on Quba website.
- Sales training: Given to the owner and manager
- Technical training: Complete understanding of the product - features, installation etc
- Partner Portal: Portal for partner support, shared learning and a dashboard on partner performance
- Partner Newsletter: Best performing partners, industry trends, new launches, etc. will be compiled in the form a
newsletter. The internal newsletter shall be published monthly and shared with all partners digitally.

4. Partner Success Review
To track and measure a partners performance, we will be using the following tool
1.Partner Health Card: A regularly updated tracking sheet which gives a view of target achievement as
well as ﬁnancial discipline followed by the partner basis KPIs.
(To be calculated and reviewed monthly)
2.Values Scorecard: Evaluate the progress of partner basis the qualitative measures determined at the
beginning of the program.
(To be reviewed half yearly and annually)
3.Performance Scorecard: A system that combines the Health Card Score and Values Scorecard to
determine the overall performance of a partner.
(To be calculated half yearly and annually)

Month 1 Monthly review : Partner Health Card
Month 3 Quarterly review : Partner Health Card, Values Scorecard & Performance Scorecard
Month 6 Half yearly review: Partner Health Card, Values Scorecard & Performance Scorecard
Month 9 Quarterly review : Partner Health Card, Values Scorecard
Month 12 Annual Appraisal: Partner Health Card, Values Scorecard & Performance Scorecard
2.4 Partner Success Review Calendar

2.4.1 Partner Health Card Review Parameters
KPI Standard Scoring Criteria (5)
Sales target % achieved by partner 90% 5 (>90%), 4 (80-90%), 3 (70-80%), 2 (60-
70%),
1 (<60%)
Market outstanding days of partners 90 days 5 (<75 days), 4 (75-90 days), 3 (90-105
days),
2 (105-120 days) ,1 (>120 days)
Quba outstanding days of partner 45 days 5 (<45 days), 4 (45-60 days), 3 (60-75
days),
2 (75-90 days) ,1 (>90 days)
Inventory days of partner 30 days 5- (25- 35 days), 4- (35-40 or 20-25)
3- (40-45 or 15-20), 2- (45-50 or 10-15),
1- (>50 or <10)

2.4.2 Values Scorecard
To ensure complete value alignment, we will be scoring our partners basis the requisite ideal
values. This evaluation will be a critical part of the appraisal process.
1. Vision & Intent to aggressively grow business
with Quba Group
2. Entrepreneurial Capability
3. Requisite team deployed & their capabilities
4. Knowledge of product portfolio
5. Active participation in ﬁnalizing sales forecast
(product wise & dealer wise)
6. Discipline in clearing Quba outstanding on time
7. Maintain inventory as per target.
8. Actively visits market to focus on increasing
market share
9. Active involvement to increase market penetration
(project leads, add new dealers/ untapped areas,
etc)
10. Shares market intelligence
11. Initiates activities to improve brand awareness and
perception in the market
12. Shares accurate data on time (honest &
transparent)
13. Invests in people, technology and continuously
upgrades and upskills themselves to stay relevant
14. Understands the importance of performance reviews
and participates actively

Partner Management: Values Scorecard (Illustration)
S.No Attribute Ideal Partner
Score
1 Vision & Intent to aggressively grow business with Quba Group 5
2 Entrepreneurial Capability 4.5
3 Requisite team deployed & their capabilities 4
4 Knowledge of product portfolio 4.5
5 Active participation in ﬁnalizing sales forecast (product wise & dealer
wise)
4
Note: The score is generalized for all partners active currently

S.NO Attribute Ideal Partner
Score
6 Discipline in clearing Quba outstanding on time 4.5
7 Maintains inventory as per target 4.5
8 Actively visits market to focus on increasing market share 4
9 Active involvement to increase market penetration (project leads, add new
dealers/ untapped areas, etc)
5
10 Shares market intelligence 5
11 Initiates activities to improve brand awareness and perception in the
market
4

S.NO Attribute Ideal Partner
Score
12 Shares accurate data on time (honest & transparent) 5
13 Invests in people, technology and continuously upgrades and
upskills themselves to stay relevant
4
14 Understands the importance of performance reviews and
participates actively
4.5
4.5

2.4.3 Performance Scorecard
-Developing a quartile base system that takes into account the average health score and the partner attribute score. In
the scoring 60% weightage will be given to Health Scorecard and 40% to Values Scorecard.
-The system shall have 4 quartiles:
○ Quartile 1: Top performers, consistently meet or exceed expectations. High management focus.
○ Quartile 2: Performers who are performing at par but have consistency issues, with more focused efforts can
be in top quartile.
○ Quartile 3: Performers who are performing at par or below expectation
○ Quartile 4: Weak performers who will be given 3 months as an improvement stage.
-All partners will be evaluated and classified quarterly. A quarterly meeting will be held to discuss the next steps and
realign the partner management focus if required.
-Basis the scoring, partners will be eligible for incentives, rewards, etc. When we find a partner with consistently low
performance, an exit process will be initiated for the same.

PSP Activity List
1. Partner Engagement
2. Support &Capability Building
3. Reward &Recognition

1. Partner Engagement

Partner Engagement
1. Annual planning meeting
●Finalize your ROI target for the ﬁnancial year
●Prepare detailed business plan
●Discuss investment required to support the business plan
●Set KPI’s and milestones to track and review progress
2. Product & local schemes - planning & budgeting
●Jointly participate with Quba Group team to plan & budget schemes (focused plan for your market), analyse
& review scheme performance periodically
●Plan special schemes to liquidate your dead stock
●Product schemes shall be primarily sponsored by Quba Group
●Local schemes shall be primarily sponsored by Partners

Partner Engagement
3. Annual Partner Meet
● Participate in annual partner meet event organized by Quba
Group
● Interact with Quba Group team and partner community
4. Engagement with Quba Group management
● Proactive communication through e-mailers, whatsapp
messages, etc.
● Participate in periodic review calls (monthly)
● Plan partner visit activity (annual)

Partner Engagement
5. Partner Newsletter
● Access content on best practices, industry trends, new launches, upcoming events, etc. which
will be compiled in the form of a newsletter.
● The internal newsletter shall be published monthly and shared with you digitally.
6. Online Portal
● Review your weekly updated performance dashboard
● Raise support requests and review resolution status & update on open points
● Stay updated with information related to upcoming trainings, events, product launch, etc.
● Access digital library of updated business collaterals any time (catalogue, price list, etc.)
● Share market intelligence on the portal

2. Support &Capability Building

Support &Capability Building
7. Partner Financing
● Tie-ups with banks, NBFC
● Financing at subsidized interest rate by Quba Group
8. Marketing Support
● Receive co-branded merchandise from Quba Group ( T-shirt, mugs, coaster, visiting cards,
marketing stationery, etc.)
● Expenses of initiatives taken by you to promote Quba Group brand in your market and drive
sales shall be shared and partly reimbursed.
● Advertising allowance: BTL marketing, point of sale marketing, etc.

Support &Capability Building
9. Trainings & workshops
● Attend training sessions on business management
● Attend product knowledge related training sessions
10. Partner brand building
● In-shop branding support (Glow sign boards, Wall/ Pillar/ POS branding,
etc.)
● Your mention on Quba Group microsite for partners
● Your promotion through regular posts on Quba Group social media
accounts

3. Rewards &Recognition

Rewards &Recognition
11. Target/ Performance based incentives.
● Earn loyalty points
12. Spot rewards and monthly recognition
● Receive annual partnership souvenir
● Spot rewards to acknowledge your contribution. Rewards may be in form of freebies,
coupons, vouchers, etc.
● Your performance and achievements shall be recognized and promoted in our monthly
newsletter, online portal, emailers, social media accounts, etc.

Thank You
BOD Gurgaon
Level 18, Building 5A, DLF Cyber City, Gurgaon - 122002
BOD Mumbai
Modi House, Dalia Industrial Estate, Andheri West, Mumbai
400053
www.bod.consulting

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