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V II Itthl. Zone 6 Work Report. Annual Review 2022-23 & Planning 2023-24.

CONTENTS. 2022-2023 Annual Review & Plan. 3b31393938333538373be79bb4e7babf.

FY 22-23 Zone Performance outline. 1. Zone PST achievement.

21 Bulletin. 01. 02. 03. 04. 05. 06. 07. 08. 09. 10.

vivo Strong, Apple rapid growth, Techno & MI Struggling, Oppo gradually increase, Realme Strategically Improve.

Target Performance. Primary Target April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Primary Achivment April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Primary Ach % April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 0.99308230846774193 1.2776531533601378 1.010228880132725 1.1478352374670184 0.81316181547619049 1.160846273720529 0.99847093778452201 0.92475402366863901 1.0370344286680189 1.4254170734908136 1.0611938396946565 1.2003851458447992 1.0732072718459438 Secondry Target April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Secondry Achievment April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Secondary Ach % April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 1.0128152883193691 1.2398660853530032 1.0879101362530414 1.0005286328502416 0.83914138711549624 1.1227345801968731 0.92515707008436077 0.90055023450586269 1.1217270546984572 1.4312680448318804 1.1473334943745863 1.2623181935483871 1.0674463664609313 Tertiary Target April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Tertiary Achivement April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 Tertiery Ach % April'23 May'23 June'23 July'23 Aug'23 Sept'23 Oct'23 Nov'23 Dec'23 Jan'24 Feb'24 Mar'24 Zone 6 0.99642575550789625 1.1048638275340394 0.97102758888229657 0.89683042622950815 0.79380996455696207 0.91086401808449824 0.8476483545377439 1.0103549466666666 0.95486985019739334 1.0766685048954749 0.93339951353980866 1.1378096693879913 0.96735924849000154.

Dependency Decrease from VRB + Platinum to Silver Grow Q3+ Q4.

Apple Brand value along with Finance support & Oppo’s un-hygiene efforts loose vivo Brand share.

Channel Management. 2022-2023 Annual Review & Plan.

Stock Management good, PST & product achievement bad, System management good.

Shree Ganesham Overall Highly Good Performance Sidhi Sales & Elite Enterprises is good in Primary & Secondary Sidhi Sales & Elite Enterprises is Average in Primary & Secondary.

Channel management – Top Brand Market Share. Quarter 4 ANP HMH BKN UPC BKN City SGNR HMH UPC Zone 6 0.2674285714285714 0.36171497584541057 0.49657422512234917 0.36943744752308988 0.33591091865140738 0.39224137931034481 0.38337965159628551 Quaerter 3 ANP HMH BKN UPC BKN City SGNR HMH UPC Zone 6 0.2696411251212415 0.39688532326569137 0.47201689545934533 0.30227094753328115 0.32590402547191266 0.35070140280561124 0.35359317271166152 Quarter 2 ANP HMH BKN UPC BKN City SGNR HMH UPC Zone 6 0.34230253534861044 0.43433677181577712 0.58304794520547942 0.34548754765515777 0.43324355521354363 0.48134683683797586 0.43052000365995002 Quarter 1 ANP HMH BKN UPC BKN City SGNR HMH UPC Zone 6 0.36640360766629082 0.43279022403258655 0.51031636863823926 0.34038173652694614 0.40649149922720246 0.45732255166217434 0.40787004077405997.

Brand Share as per JFM’23 RCM Category + Initiatives taken.

Downgrade Reason. Channel management – Retailer Category Management - Status.

15% Impact by Mobile house & R Mobile Showroom business Degrowing 10% Impact In HMH city 3 VIP partners reduce business of channel & Start business of Apple Swipe Kit Bikaner UPC & Sidhi sales no any impact in VIP club business.

Channel Development – Firm to Organization Status.

Channel Development – Firm to Organization Status – Project Saksham Results.

Result = Come up on same page & opinions + Coordination + Pain for Results + Help to beat competitive advantage.

RM Management. 2022-2023 Annual Review & Plan. 3b31393938333538373be79bb4e7babf.

70% contributor in sales, 25% contributor in cost, Productivity less then RJ.

VBA Performance – VCM Category. Download Money Bag Emoji Icon | Emoji Island.

VBA Development & Result – Leader VBA project. Potential Manpower upgrade to build successors.

Marketing Investment & Cost analysis. 4FT Cladding, ACP Quarter 1 Quarter 2 Quarter 3 Quarter 4 Zone 6 1.3897354486988201E-3 0 2.8048819874820202E-3 2.4019536353345799E-4 1.19474143416022E-3 Regular Branding (outshop/Inhsop/Other) Quarter 1 Quarter 2 Quarter 3 Quarter 4 Zone 6 0 0 6.7584270984958196E-4 3.8626582970925801E-4 2.7914966458929502E-4 Flagship Project Cost Quarter 1 Quarter 2 Quarter 3 Quarter 4 Zone 6 7.0686842161825803E-4 4.7737970870853196E-3 1.2324554238777299E-3 9.5090763639665301E-4 1.8823086741456801E-3 SIS Quarter 1 Quarter 2 Quarter 3 Quarter 4 Zone 6 1.0021655026462601E-3 1.30993670400234E-3 1.3326140767860401E-4 1.64647300309612E-4 6.3885101238089401E-4 POSM Quarter 1 Quarter 2 Quarter 3 Quarter 4 Zone 6 3.78669742837211E-4 1.34418766612678E-3 3.7077647363317599E-4 2.54527573123178E-3 1.1022406953758201E-3.

Marketing Department FY 22-23 analysis & Observation.

Training Department. Performance Enhancement trainings.

Training Department – Project Abhyaas 2.0. To improve knowledge check performance of the zone. Project Timeline : 16th Dec. to 31st March 2023. Through 1st phase of the project, we have improved coverage ratio of the VBAs. In 2nd phase we have improved pass ratio and consistent performance. We have conducted practice assessment 2 times a month for VBAs. Evaluation report will share with the team to improve their product knowledge and analyzed the knowledge gap. After practice assessment, analyzed the low scoring VBAs data and train them accordingly. Gap analysis and Gap rectification done by training team and according to TNI, training team plan to equip VBAs with product and competition knowledge. Outcome In this project, our zone assessment ranking has been improved in RJ knowledge check and secured 1st rank in all National knowledge check from November 2022. Proper Knowledge Gap Analysis of each VBA. VBAs product knowledge has been improved. Objective Description.

V – Shield Sales Analysis. v shield Plan Sales Elite Enterprises (Anoopgarh) NRSS International (Hanumangarh) Shree Ganesham (Bikaner UPC) Shree Ganpati Enterprises (Bikaner) Sidhi Sales (Ganganagar) VR International (Hanumangarh UPC) Grand Total 69 195 218 999 464 315 2260 Share Elite Enterprises (Anoopgarh) NRSS International (Hanumangarh) Shree Ganesham (Bikaner UPC) Shree Ganpati Enterprises (Bikaner) Sidhi Sales (Ganganagar) VR International (Hanumangarh UPC) Grand Total 3.0530973451327399E-2 8.6283185840708002E-2 9.6460176991150406E-2 0.44203539823008797 0.205309734513274 0.13938053097345099.

Finance & Cost. 2022-2023 Annual Review & Plan. 3b31393938333538373be79bb4e7babf.

Finance Attachment Situation (Affordability). BFL Monopoly in market as Consumer base, team Base, Service base, Relationship base HDB is followed by 2nd Position but coverage is less in UPCs TVS has improved good During FY 22-23. IDFC & HDFC Coverage, Team, Process for new consumer or old, Team interest to conversion attachment in Mobile also less. Pine lab, Benow, Zest money is good options for costumers and retailers.

Meetings with Local NBFCs team and vivo sales team & Initiatives.

Cost Analysis. Retailer Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 5.5309443177413299E-2 6.5905964119201896E-2 5.9053967379853502E-2 4.5790280481611399E-2 4.7008199857497199E-2 5.3752363260260901E-2 8.6927827174999403E-2 2.0585126586303501E-2 2.3219932417586402E-2 2.4945883911703701E-2 1.8739304620287899E-2 2.6569886151879E-2 3.9711385655680102E-2 MD Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 1.0902106454453199E-3 3.1911303609125901E-3 2.4141783024353601E-3 2.32136607450479E-3 1.60269208106814E-3 7.6849569117180402E-3 1.6028657909447401E-2 4.6248869227299098E-3 1.68169970233321E-2 5.1850959462258596E-3 3.5906897197008399E-3 7.3922344555597003E-3 5.4635979288892803E-3 Zone Team Salary April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 3.1558107736112298E-2 3.49153015419357E-2 3.4786798861445797E-2 3.4968799921107997E-2 3.42755536433497E-2 3.5391858069951002E-2 4.5761575723782602E-2 3.03504830682505E-2 3.10344470575111E-2 2.8932376380898302E-2 2.66778406521683E-2 0 2.7996745327884699E-2 Marketing Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 8.9122715254403104E-3 2.0101517686205699E-3 1.7620195104018599E-4 1.1853638993994201E-2 4.2403153199789797E-3 5.8764321824990601E-3 9.9263438236546295E-3 9.7080910405106398E-4 1.4023357043214701E-3 5.9338865124517295E-4 1.2785009991500999E-2 1.37548244240456E-3 5.0972914806518997E-3 Finance Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 1.5359931369572401E-2 2.0976408247453001E-2 1.7522516286857401E-2 1.8153376205712501E-2 1.9141791403154002E-2 2.12265824974565E-2 3.87409789820711E-2 1.5972962433938701E-2 1.56441805184084E-2 1.62964810137778E-2 1.3586562779066299E-2 1.8926247063070899E-2 1.75845263838562E-2 Office Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 8.3974604745688797E-3 5.8353836649317203E-3 5.3380565510584999E-3 5.3458468528861797E-3 4.7475761837300996E-3 7.7663128134314299E-3 7.4325553953203298E-3 6.5142855565614097E-3 5.4641294246856199E-3 5.8767649809329204E-3 6.0691406764764502E-3 1.0121104717871301E-3 5.3008154394939E-3 Zone overall Cost April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 0.120627424928552 0.132834339703056 0.119291719332691 0.118433308529817 0.111016128488778 0.131698505735317 0.204817939009275 7.9018553671835204E-2 9.3582022145845004E-2 8.1829990884783599E-2 8.1448548439200796E-2 5.52759605847013E-2 0.101154362216456.

Cost Analysis. Monthly scheme April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 2.7506351507146601E-2 3.3193175927922598E-2 2.37792888772708E-2 2.34827991547704E-2 2.2306772633172701E-2 3.06051492072726E-2 5.9152156088320397E-2 6.8467268292884903E-3 8.0180429358275695E-3 7.8400009693650498E-3 4.7412778685725701E-3 9.7646318027072299E-3 1.95353854696503E-2 KRO April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 5.0009581485110401E-3 5.63852135233011E-3 5.45635510842941E-3 5.2961530397227499E-3 5.2961530397227499E-3 5.2961530397227499E-3 3.3649095083175502E-4 0 0 0 0 0 2.4545478466354502E-3 Visibility April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 4.8067227981536502E-3 6.8289029171040997E-3 5.3720099048519101E-3 5.2187615597328804E-3 5.3343851981451796E-3 6.2822816293540999E-3 9.2468484858815696E-3 5.1644639019873002E-3 5.5145798882317602E-3 5.1465227622788301E-3 3.8891350104439302E-3 4.8999999999999998E-3 4.7695912002161797E-3 Others April May June July Aug Sept Oct Nov Dec Jan Feb March Zone 6 1.7995410723602001E-2 2.0245363921845099E-2 2.4446313489301399E-2 1.1792566727385399E-2 1.40708889864565E-2 1.1568779383911499E-2 1.8192331649965601E-2 8.5739358550277495E-3 9.6873095935270399E-3 1.1959360180059799E-2 1.01088917412714E-2 1.19052543491718E-2 1.29518611391781E-2.

Good & Weak Results. 2022-2023 Annual Review & Plan.

Strong Results & Good Practices. Channel Management.

Weak Results & Bad Practices. Channel Management.

Annual Plan for FY 23-24. 1 Zone Strategy House 2 Target & Market Share Plan 3 Channel management Plan 4 RM Work Plan 5 Team Building Plan.

*Nil. Zone Strategy FY 23-24. Change. What is Required for Way Forward.

Channel Development Team Development Retail management.

Process Building Quarter. Breakthrough Building Quarter.

Target & Action Plan. 2023-2024 Annual Plan. 3b31393938333538373be79bb4e7babf.

Target & Market Share Plan – Year 23-24. Distributor Name FY 23-24 Target FY 22-23 Achi. Y on Y Growth Expected market Size Expected Sales Share NRSS International (Hanumangarh) ₹36,00,00,000 ₹33,02,41,747 9% ₹96,50,00,000 37% VR International (Hanumangarh UPC) ₹24,00,00,000 ₹21,33,71,902 12% ₹53,50,00,000 45% Elite Enterprises (Anoopgarh) ₹13,20,00,000 ₹10,42,10,235 27% ₹31,50,00,000 42% Sidhi Sales (Ganganagar) ₹53,60,00,000 ₹47,70,22,945 12% ₹1,27,00,00,000 42% Shree Ganesham (Bikaner UPC) ₹53,60,00,000 ₹51,03,55,787 5% ₹1,07,00,00,000 50% Shree Ganpati Enterprises (Bikaner) ₹90,00,00,000 ₹71,83,39,491 25% ₹2,24,00,00,000 40% Zone 6 ₹2,70,40,00,000 ₹2,35,35,42,107 15% ₹6,50,00,00,000 42%.

Action Plan to reach Target & Market Share – Year 23-24.

RCM Expected Target – Upgradation & Focus. RCM Category Retailer Count Value Business FY2022-23 Business Contribution FY2021-22 WOD Pro. (Monthly) Consistency Plan 2023-24 Expected Expected Contribution Expected Per Outlet Pro. (Monthly) (Sales/WOD count /12) Business vivo Royal Blue 1 16.33 7% 1.36 4 41.64 15% 0.87 Diamond 5 28 12% 0.47 5 21 8% 0.35 Titanium 7 26.99 11% 0.32 12 36 13% 0.25 Platinum 15 35.8 15% 0.20 13 23.4 9% 0.15 Gold 30 38.26 16% 0.11 36 41 15% 0.09 Silver 84 49.74 21% 0.05 72 55 20% 0.06 Bronze 207 36.62 16% 0.01 200 50 18% 0.02 No Category 89 4.46 2% 41760 96 4.5 2% 0.004 Active WOD Total 438 236.2 100% 449391 438 273 100% 623287 Current Below Gold Contribution 38% RCM 2.0 Standard Current Gold & Above Contribution 62%.

RCM Expected Target – Upgradation & Focus – NPO Outlets Action plan.

Action Plan for Achieve RCM Upgradation– Year 23-24.

Channel Management Plan. 2023-2024 Annual Plan. 3b31393938333538373be79bb4e7babf.

Channel Management - Stock Management Action Plan.

Target = Reward to over achievement + Potential, For less – achieve more responsibility + Competition space + Focus on High ASP + 5G Trend.

Zone 6 Channel Management Improvement plan. NRSS International (Hanumangarh) Distributor Name Current Performance Direction & Supports Shree Ganpati Enterprises (Bikaner) Shree Ganesham (Bikaner UPC) Sidhi Sales (Ganganagar) Elite Enterprises (Anoopgarh) VR International (Hanumangarh UPC) Primary & Secondary average, tertiary & Sales MPC score bad, Stock Ageing is High, vivo Share has decrease Encourage to Market KA, Stock Ageing focus, First in – First out for hot selling models, Monthly engagement program, Beat competitive advantage, Man to man marking for channel force team. Encourage to Market KA, Stock Ageing focus, First in – First out for hot selling models, Monthly engagement program, Beat competitive advantage, Man to man marking for channel force team. Right stock at right place, Each single model ageing focus requirement, 12k-15K models focus & highly support to this price segment, Off role support plans, timely engagement with retailers Focus on penetrate the market, High end models sales more push, rest keep the same practices Maintain Sales share focus & RCM, VIP categories, Credit support & Small investment required to company side to maintain Stock should not keep in warehouse, engagement is more important, one shop one strategy should be plan Primary & Secondary average, tertiary & Sales MPC score bad, Stock Ageing is High, vivo Share has decrease, low performer from last 2 Years Primary & Secondary is good, tertiary & Sales MPC score bad, Stock Ageing is High, Product management & PMS is bad Everything is average, space to sales growth but due to high WOD qty less focus to enhance more numbers Top Performing Channel partner, PMS focus require to improve, Credit support require to Control Every parameters was bad previous year, re structure face has been started Initial Action Plan Q1 Performance measure, if good then keep it, otherwise with warning mail find the new investor Till Diwali Performance measure, if good then keep it, otherwise with warning mail find the new investor Will keep it one more year & encourage to increase market share Keep manage & Encourage for Sales growth Encourage to maintain all parameters HY 1 Performance measure, if good then keep it, otherwise with warning mail find the new investor.

Retail Management Plan. 2023-2024 Annual Plan. 3b31393938333538373be79bb4e7babf.