4) Key Result Areas:

Scale business sustainably

• o AUM Growth YoY / QoQ
• o Disbursement Value (INR) Vs Plan
• o Active Customer Base Growth (%)
• o Market Share (%) in key geographies
• o Ticket Size (Avg Loan Amount)
• o Growth Mix - New vs Renewal loans

Profitability & P&L Management - deliver profitable growth with cost discipline

• o Net Interest Margin (%)
• o Yield on Gold Loan Portfolio (%)
• o Cost to Income Ratio
• o Operating Profit
• o ROA / ROE
• o Incremental Profit per branch

Portfolio Quality & Risk Management - required to maintain superior asset quality and collateral safety

1. GNPA / NNPA (%)
2. o SMA (0-30 / 31-90 days) levels
3. o Gold Loan LTV (%) adherence
4. o Auction Loss (%)
5. o Fraud Incidence (No / Value)
6. o Recover Rate (%) post delinquency

Branch Productivity - build and optimize a high performing branch network

• o Number of new branches opened vs plan
• o Break even time for new branches
• o AUM per branch
• o Disbursement per branch / per RM
• o Low performing branch reduction (%)

Sales Effective & Customer Acquisition - drive frontline productivity and customer reach

• o Disbursement per sales officers / BM
• o Customer Acquisition cost
• o Conversion ratio - lead to disbursement
• o Repeat customer ratio
• o Cross sell / Upsell Ratio

Compliance, Audit & Regulatory Adherence

• o RBI / Internal Audit Observation
• o Policy Deviation Cases
• o Gold Purity Testing Compliance
• o Documentation Accuracy
• o Zero Tolerance Breach Incident

People Leadership & Capability Building

• o Sales & branch Staff Attrition
• o Critical Role Vacancy TAT
• o Successor Readiness for key roles
• o Training Coverage
• o Productivity Improvement post training