GIP Program Report Quarter 1 2014
GIP Q1 2014 EPs Raised
KPI REPORT | EP Raises
There is a 7% drop over Q1 2013 • 68% of goal achievement • No big focus on EP raising this quarter, more focused on member recruitment • Lack of knowledge & capacity • Some key entities had a huge drop, causing the global number to go down •
GIP Q1 2014 TNs Raised
KPI REPORT | TN Raises
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• -4% Growth in Q1 • 70% Goal Achievement Lack of knowledge and sales intensity led to lack of goal achievement • Drop in major Tier 1 entities led to overall drop in TN Raising
Entities with Greatest Growth and Drop in Raises Most Growth in TN Raises MEXICO 84 BRAZIL 35 EGYPT 32 POLAND 29 CZECH REPUBLIC 26 BELGIUM 25 COLOMBIA 22 THE NETHERLANDS 21 SINGAPORE 17 VIETNAM 14
Largest Drop in TN Raises INDIA -‐121 CHINA, MAINLAND -‐72 GREECE -‐68 GERMANY -‐39 RUSSIA -‐28 INDONESIA -‐27 HONG KONG -‐18 THE PHILIPPINES -‐15 SPAIN -‐15 PAKISTAN -‐14
Most Growth in EP Raises INDIA 38 COLOMBIA 36 UNITED KINGDOM 33 KYRGYZSTAN 28 SINGAPORE 27 THAILAND 18 COTE D'IVOIRE 16 TAIWAN 16 SENEGAL 14 DENMARK 13
Largest Drop in EP Raises CHINA, MAINLAND -‐121 MOROCCO -‐44 FRANCE -‐39 RUSSIA -‐34 UKRAINE -‐27 GERMANY -‐25 PAKISTAN -‐18 CANADA -‐18 MALAYSIA -‐17 THE NETHERLANDS -‐17
GIP Q1 2014 Matches
KPI REPORT | Matches
6% growth over Q1 2013 • 44% goal achievement Following the raising growth in Q4, we now increased in Matches •
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Entities with Greatest Growth and Drop in Matches Most Growth in TN Matches COLOMBIA 41 BRAZIL 19 CZECH REPUBLIC 16 MEXICO 15 HUNGARY 14 GREECE 13 POLAND 11 JAPAN 11 TAIWAN 9 NORWAY 8
Largest Drop in TN Matches INDONESIA -‐18 CHINA, MAINLAND -‐17 RUSSIA -‐14 INDIA -‐12 SWEDEN -‐10 CANADA -‐9 HONG KONG -‐7 SPAIN -‐7 SWITZERLAND -‐7 ECUADOR -‐7
Most Growth in EP Matches BRAZIL 36 TUNISIA 15 EGYPT 14 INDIA 11 ITALY 11 SERBIA 10 JAPAN 10 INDONESIA 9 CHINA, MAINLAND 8 TURKEY 7
Largest Drop in EP Matches RUSSIA -‐21 GERMANY -‐21 POLAND -‐19 UNITED KINGDOM -‐10 THE NETHERLANDS -‐9 UKRAINE -‐7 SLOVAKIA -‐6 LATVIA -‐6 VIETNAM -‐6 HUNGARY -‐6
GIP Q1 2014 Realizations
KPI REPORT | Realizations
12% growth in realisations over Q12013 • 62% goal achievement Again following the raising and matching growth, we increased in realisations in Q1 •
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GIP Index for Q1 Based on Realizations " Colombia" Taiwan" Brazil" Hungary" Italy" Germany" Kenya" India" Mexico" Romania"
iGIP goal Q1" iGIP actual Q1" iGIP actual 2013" Rel Growth" Abs Growth" Plan achievement" Contribution Index" 150" 118" 35" 237%" 83" 79%" 18271" 14" 13" 0" 1300%" 13" 93%" 2040" 90" 92" 60" 53%" 32" 102%" 1570" 30" 51" 29" 76%" 22" 170%" 851" 31" 25" 10" 150%" 15" 81%" 454" 130" 94" 74" 27%" 20" 72%" 367" 15" 9" 1" 800%" 8" 60%" 346" 614" 190" 218" -13%" -28" 31%" 211" 101" 42" 26" 62%" 16" 42%" 172" 43" 28" 17" 65%" 11" 65%" 130"
" Brazil" Turkey" Colombia" Serbia" India" Mexico" Poland" MoC" Morocco" Norway"
oGIP goal Q1" oGIP actual Q1" oGIP actual 2013" Rel Growth" Abs Growth" Plan achievement" Contribution Index" 180" 143" 107" 34%" 36" 79%" 1376" 22" 34" 12" 183%" 22" 155%" 1371" 113" 102" 77" 32%" 25" 90%" 747" 42" 31" 13" 138%" 18" 74%" 570" 79" 40" 19" 111%" 21" 51%" 470" 56" 57" 43" 33%" 14" 102%" 260" 128" 66" 92" -28%" -26" 52%" 250" 52" 42" 62" -32%" -20" 81%" 219" 35" 25" 13" 92%" 12" 71%" 198" 13" 9" 2" 350%" 7" 69%" 153"
GIP Q1 2014 Sub-Product Insights
KPI REPORT | RMR Teaching
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• *goals are based on the ratio from the total RMR goals for Q1 Lack of overall goal achievement in RMR reflects in non-achievement in Teaching • EP raising in Teaching not a focus until after IPM
KPI REPORT | RMR Marketing
• *goals are based on the ratio from the total RMR goals for Q1 • Lack of overall goal achievement in RMR reflects in non-achievement in Marketing • High results in EP and TN raising shows big part of raises in happening in Marketing • Lack of conversion to match and realisation so far
EFFICIENCY RATIO’S Matching Rates TN Matching Rate in Q1: 50% (+4%) Marketing: 44% | Teaching: 46% EP Matching Rate in Q1: 39% (+5%) Marketing: 54% | Teaching: 33%
TN Match & Realisation Time TN Matching Time in Q1: 72 days (+2 days) TN Realization Time in Q1: 49 days (-4 days)
EP Match & Realisation Time EP Matching Time in Q1: 85 days (+1 days) EP Realization Time in Q1: 50 days (-3 days)
Conclusion • • •
Realisation Rates EP & TN Realisation Rate in Q1: 87% (0%)
Significant increase in matching rate from a global perspective marketing and Teaching have less matching rate than over all matching rate Increased matching time