【導(dǎo)讀】資料來源：新華信訪談和分析

　　

【正文】 d be decided according to the development strategy of hemplehai hong, industrial situation of each BU. 1 2 3 4 Individual bonus Individual bonus Individual bonus Individual bonus Individual bonus Individual bonus SINOTRUST/MC HempelHR PAGE 25 SINOTRUST 新華信管理咨詢 SUGGESTIONS ON THE ALLOCATION OF BU ANNUAL BONUS ?The annual bonus is taken out from corporate annual profit according to the corporate performance. ?At the beginning of the year, objectivs and evaluation indicators of each BU are decided according to the corporate strategy and insutrial situation. So we can get evaluation index Im, Ic, In, Id at the end of the year. ?Considering the possible uncertain factors, we set a special coefficient, S, to adjust and balance the bonus allocation of each BU. ?With the number of people of each BU and the allocating factor calculated, we can get the sum of BU annual bonus. ?Formula: Ｇ＝ Bm＋ Bc＋ Bp＋ Bd ＝ gSmImNm＋ gScIcNc＋ gSpIpNp＋ gSdIdNd ?Individual bonus are allocated according to the salesman’s performance evaluation. SINOTRUST/MC HempelHR PAGE 26 SINOTRUST 新華信管理咨詢 FORMULA OF BU ANNUAL BONUS Evaluation index I=i1(Fa1/Ff1)+ i2(Fa2/Ff2)+….+ i n(Fan/Ffn) (i1＋ i2 ＋ … ＋ in=1) Allocating factor g = G/(SmImNm+ ScIcNc + SpIpNp + SdIdNd) BU annual bonus Bm= gSmImNm ； Bc= gScIcNc ； Bp= gSpIpNp ； Bd= gSdIdNd notes： m、 c、 p、 dmeans marine paint, container paint, protective paint, decorative paint Fa: means evaluation indicators SINOTRUST/MC HempelHR PAGE 27 SINOTRUST 新華信管理咨詢 BU ANNUAL BONUS CALCULATION step one: to calculate evaluation index （ I ） of each BU I=i1(Fa1/Ff1)+ i2(Fa2/Ff2)+….+ i n(Fan/Ffn) i1＋ i2 ＋ … ＋ in=1 To decide on the evaluation indicators, we suggest to adopt twofour financial indicators such as sales volume, profit, withdrawals and sales cost. At the biginning of the year, to decide the weight of each indicator (i) according to the development strategy of each BU. At the end of the year, to pare the objectives （ Ff） and the results （ Fa ） At the end of the year, accord to step one, calculate the evaluation index（ Im， Ic，Ip， Id） SINOTRUST/MC HempelHR PAGE 28 SINOTRUST 新華信管理咨詢 BU ANNUAL BONUS CALCULATION Step two: to calculate the allocating factor（ g ） g = G/(SmImNm+ ScIcNc + SpIpNp + SdIdNd) At the end of the year, a certain sum (G) will be taken out from the profit as the annual bonus according to the corporate performance as a whole. At the end of the year, a special coefficient will be decided by the top management according to the markt environment and macroeconomy of each BU. At the end of the yer, number of people attending the allocating of annual bonus (N) will be decided. At the end of the year, the allocating factor (g) will be calculated according to the formula above. SINOTRUST/MC HempelHR PAGE 29 SINOTRUST 新華信管理咨詢 BU ANNUAL BONUS CALCULATION Step three: to calculate the sum of annual bonus (B) Bm= gSmImNm 。 Bc= gScIcNc 。 Bp= gSpIpNp 。 Bd= gSdIdNd At the end of the year, we can use the special coefficient (S), the number of people (N) and the evaluation index (I) to calculate the sum of BU annual bonus. SINOTRUST/MC HempelHR PAGE 30 SINOTRUST 新華信管理咨詢 THE CEO AWARD ?The goal to set CEO award is to praise the salesman who having special contribution to the corporate and the sales team. ?Remendations are forwarded to the top management by general manager of each BU. ?The top management will determine the final winners, so we name it CEO award. SINOTRUST/MC HempelHR PAGE 31 SINOTRUST 新華信管理咨詢 ==== THE END ====