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4 step performance tracking and dialogue cycle

Collect distributor performance data•All relevant pre-requirements, performance parameters, and KPIs•Status of joint development priorities•Progress in capability building

• Identify performance issues• Evaluate reasons underlying

these

• Discuss performance and agree action plan to stretch/improve

• Communicate achieved payout

• Negotiate any changes required

• Identify implications of performance on payout

• Develop improvement action plans

ANALYZE DISTRIBUTOR PERFORMANC

E

PREPARE FOR PERFORMANCE DIALOGUE

ENGAGE DISTRIBUTOR

IN PERFORMANCE

DIALOGUE

ASSEMBLE RELEVANT

DATA

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4 2

3