H E A L T H W E A L T H C A R E E R

2 0 1 6 T O TA L2 0 1 6 T O TA L R E M U N E R AT I O N S U R V E Y ( T R S )

M E R C E RM E R C E R –B U L G A R I A

18th November 2016

C O N T E N T

► Mercer survey profile

► Methodology

► Data Insights

Salary Increase Salary Increase

Turnover

Base Salary

T t l C h Total Cash

Benefits

► Questions and Comments

© MERCER 2016 1

H E A L T H W E A L T H C A R E E R

M E R C E R S U R V E YM E R C E R S U R V E Y

P R O F I L E

T R S B U L G A R I A , 2 0 1 6 O V E R V I E WO V E R V I E W

226 529PositionsCompanies 31

44 mln BGNNet Sales Revenue

New Positions

2016134

201640-63Position

68 683FTE

Position Classes

68 683Employees

© MERCER 2016 3

T R S B U L G A R I A , 2 0 1 6I N D U S T R Y P R O F I L EI N D U S T R Y P R O F I L E

RetailCustomer Service

M f t i

28% 9%12%28%

Manufacturing

18%28%

7%

9%

3%4%

9%18% 12%

6% 4%

64 40

7% 3%4%6% 4%

OtherX% OtherX%

High Tech Insurance

© MERCER 2016 4

g

T R S B U L G A R I A , 2 0 1 6E M P L O Y E E P R O F I L EE M P L O Y E E P R O F I L E

LOCATIONAGE

6%42%

6%

34%

18%Generation Z: up to 25Generation Y: 25-35Generation X: 35-50 34%

42%

Generation X: 35 50Baby boomers: 50-65

FUNCTION42%

32%Manufacturing16%

12%5%

7%17%

Customer ServiceEngineering

Sales & Marketingg

7% 6%4%

3%3%4%

QualityIT

Finance

Sofia town

Plovdiv Sofia region

Burgas Varna Ruse

1%1%

3%

R&DHR

Administrationy

© MERCER 2016 5

H E A L T H W E A L T H C A R E E R

M E R C E R S U R V E YM E R C E R S U R V E Y

M E T H O D O L O G Y

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )C O N S I S T E N T M E T H O D O L O G YC O N S I S T E N T M E T H O D O L O G Y

Mercer Total Remuneration Survey (TRS) – A Consistent Global “Language”y ( ) g g

5. MERCER WIN®WIN® 1. GLOBAL

COVERAGE

4. IPE

2. COMP ELEMENTS

3. MUPCS®

© MERCER 2016 7

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )G L O B A L C O V E R A G EG L O B A L C O V E R A G E

The image cannot be displayed.

T R S I SS SA V A I L A B L E I NO V E R 1 2 5 C O U N T R I E S

General industry

C O U N T R I E SW O R L D W I D E

General industry

© MERCER 2016 8

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )C O M P E N S A T I O N E L E M E N T SC O M P E N S A T I O N E L E M E N T S

T O TA L R E M U N E R AT I O N – T H E F U L L P I C T U R E

ANNUAL BASE SALARYMonthly base salary times the number of months guaranteed

TOTAL GUARANTEED CASH COMPENSATIONBase salary plus the annualized value of guaranteed allowancesy p g

ANNUAL TOTAL CASH COMPENSATIONTotal guaranteed cash compensation plus annualized value of short-termTotal guaranteed cash compensation plus annualized value of short term incentive, sales incentive, profit sharing or other incentive awards

TOTAL D IRECT COMPENSATIONTotal cash compensation plus the annualized value of any long-term incentive awards, valued using Black-Scholes methodology for appreciation-based awardspp

ANNUAL TOTAL REMUNERATIONTotal direct compensation plus the annualized value of benefits

© MERCER 2016 9

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )P O S I T I O N C O D I N G M U P C S ®P O S I T I O N C O D I N G - M U P C S ®

FAMILY100 – Top Management110 – Corporate Affairs400 – Sales & Marketing

SUB-FAMILY100 – General488 – Account Management492 – Channel Sales400 Sales & Marketing

410 – Marketing420 – Salesetc.

492 Channel Sales496 – Pre-Sales Engineering504 – Sales Administrationetc.

JOB/ACTIVITY(if necessary to differentiate)0420 100 2 2 0 123

420 100 2 2 0

CAREER STREAM1 – Executive2 – Management

CAREER LEVEL1 – Senior Manager2 – Manager

3 – Professional4 – Para-Professional

3 – Team Leader (Professional)4 – Team Leader (Para-Professional)

© MERCER 2016 10

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )P O S I T I O N C L A S S E S I P E

HIERARCHICAL MERCER IPE ORGANIZATION

P O S I T I O N C L A S S E S - I P E

LEVELS CLASSES

General Directors/Presidents

60 – 70

IMPACT

CONTRIBUTION

IMPACT

Directors/Presidents

Vice- 58 – 62

COMMUNICATION

FRAMECOMMUNICATION

Presidents/Directors

Managers 53 – 59INNOVATION

COMPLEXITYINNOVATION

Supervisors/Specialists 50 – 54

Professional/ 45 51

KNOWLEDGETEAM

BREADTH

KNOWLEDGEProfessional/

Administration/Staff45 – 51

RISK

BREADTH

RISKBlue Collar 40 – 45 ENVIRONMENT

© MERCER 2016 11

T O T A L R E M U N E R A T I O N S U R V E Y ( T R S )W H A T D O Y O U R E C E I V E ?W H A T D O Y O U R E C E I V E ?

ONLINE ACCESS CUSTOM ANALYSES

© MERCER 2016 12

H E A L T H W E A L T H C A R E E RM E R C E R S U R V E Y C Y C L E

LOCAL PRE-SURVEY MEETING

ACCESS TO SURVEY

PRE-SURVEY MEETINGMarch-April

POST SURVEY RESULTS ACCESS TO SURVEY MATERIALS

April

MEETINGOctober

JOB MATCHINGACCESS SURVEY RESULTS ON MERCER WIN

REGULAR PARTICIPATION

April-MayON MERCER WINSeptember & MERCER WIN

WEBCASTS

SURVEY MATERIALS COMPLETED

May-June

DATA VALIDATIONJuly-August May June

DATA SUBMISSIONend of Juneend of June

ONGOING SUPPORT FROM LOCAL CONSULTANT

H E A L T H W E A L T H C A R E E R

D ATA I N S I G H T SD ATA I N S I G H T S

S A L A R Y I N C R E A S E SS A L A R Y I N C R E A S E S

S A L A R Y I N C R E A S EO V E R V I E WO V E R V I E W

Executive Management Professional Para-professional

2016 Inflation 0.8%

All Organisations 4 0% 4 1% 4 2%4 0%All Organisations 4.0% 4.1% 4.2%

Same Organisations 4 3% 4 9% 5 0%

4.0%

4 9%Same Organisations 4.3% 4.9% 5.0% 4.9%

Participation Changes 2015 2016 % Change# Organisations 142 226 59%# Incumbents 28,768 68,683 139%

© MERCER 2016 15

S A L A R Y I N C R E A S EB Y I N D U S T R YB Y I N D U S T R Y

2016 75th %ile 2017 75th %ile2016 Median 2017 Median

6%

%5%

6%

5%5% 5,0 5,0 5,05,0 5,0 5,0

4%

5%5%

4 0 4 0 4 04 0 4 0

5,0

4%

5%5%

404%4,0 4,0 4,04,0 4,04%

All Market Consumer G d

ManufacturingAll Market Consumer G d

Manufacturing

© MERCER 2016 16

GoodsGoods

S A L A R Y I N C R E A S EB Y C A R E E R S T R E A M 2 0 1 6B Y C A R E E R S T R E A M - 2 0 1 6

AllCareer Stream

All MarketMedian

Head of Organization 3.0% 3.0% 3.0%

Executive 4.0% 4.0% 3.0%0% 0% 3 0%

Management 4.0% 4.0% 4.0%

Professional Sales 4.0% 4.0% 4.0%

Professional Non- 4 1% 5 0% 4 0%Sales 4.1% 5.0% 4.0%

Para-Professional 4.2% 5.0% 3.0%

© MERCER 2016 17

S A L A R Y I N C R E A S EB Y C A R E E R S T R E A M 2 0 1 7B Y C A R E E R S T R E A M - 2 0 1 7

AllCareer Stream Market

Median

Head of Organization 3.5% 4.0% 3.0%

Executive 4.0% 5.0% 3.0%

Management 4.0% 5.0% 4.0%

Professional Sales 4.0% 4.0% 4.0%

Professional Non- 4 0% 5 0% 3 0%Sales 4.0% 5.0% 3.0%

Para-Professional 4.0% 5.0% 4.0%

© MERCER 2016 18

H E A L T H W E A L T H C A R E E R

D ATA I N S I G H T SD ATA I N S I G H T S

T U R N O V E RT U R N O V E R

T U R N O V E RA C T U A L I N 2 0 1 5

Voluntary (Median) Involuntary (Median)

A C T U A L I N 2 0 1 5

Voluntary (75th %ile) Involuntary (75 %ile)Voluntary (Median) Involuntary (Median) y ( ) y ( )

7%

7%

8%5%

3%5%

19%

9%7% 8%

12%9%

Overall Market Manufacturing Consumer Goods Overall Market Manufacturing Consumer Goods

© MERCER 2016 20

H E A L T H W E A L T H C A R E E R

D ATA I N S I G H T SD ATA I N S I G H T S

B A S E S A L A R YB A S E S A L A R Y

B A S E S A L A R YO V E R V I E WO V E R V I E W

96 626 96 000 94 268

38 14234 409

37 307

23 355

12 765

21 379

11 902

21 551

11 472

Executive Management Professional Para-ProfessionalAll Market Manufacturing Consumer Goods

© MERCER 2016 22

All Market Manufacturing Consumer Goods

B A S E S A L A R YF U N C T I O N S – M A N U F A C T U R I N G

108 %

IT

101 % Repair & Maintenance

Sales

111 %Manufacturing

100 %

Above

Supply & Logistics

Below

Legal and HR

80 %Supply & Logistics

92%

85 %95 %

Legal and HR

MarketingQuality and FinanceEngineering

78 %

92% 99 %Administration

© MERCER 2016 23

B A S E S A L A R YF U N C T I O N S – C O N S U M E R G O O D S

IT

118 %

114 % Supply & LogisticsLegal

131 %IT

Repair & Maintenance

Administration Marketing118 %

HR

104 %Administration108 %

Finance

Marketing107 %

Above

Below

Sales

98%

85 %98 %

Sales

ManufacturingQuality

Engineering

78 % 98%

© MERCER 2016 24

B A S E S A L A R YS O F I A A N D O U T S I D E S O F I AS O F I A A N D O U T S I D E S O F I A

Outside Sofia Manufacturing Consumer GoodsSofia Manufacturing Consumer Goods

6%90 000

100 0006%

70 000

80 000

50 000

60 000

30 000

40 000

20 000

30 000

0

10 000

© MERCER 2016 25

B A S E S A L A R YS A L E S R E P R E S E N T A T I V E C O N S U M E R G O O D SS A L E S R E P R E S E N T A T I V E - C O N S U M E R G O O D S

80%86%

Ruse

97%

Vratsa 88%

Varna106%

88%

105%85%

Sofia town

Pleven

84% BurgasSliven92%

Sofia town

BlagoevgradPl diPlovdiv

© MERCER 2016 26

B A S E S A L A R YP R O D U C T I O N W O R K E R M A N U F A C T U R I N GP R O D U C T I O N W O R K E R - M A N U F A C T U R I N G

112%112%

North East Bulgaria

109%

99%

Sofia town

Central Bulgaria

96%

Sofia town

S th B l iSouth Bulgaria

© MERCER 2016 27

H E A L T H W E A L T H C A R E E R

D ATA I N S I G H T SD ATA I N S I G H T S

A N N U A L T O T A L C A S HA N N U A L T O T A L C A S H

A N N U A L T O T A L C A S HO V E R V I E WO V E R V I E W

114 000 112 225106 157

43 53637 974

43 741

26 338

15 082

24 156

13 677

24 267

13 670

Executive Management Professional Para-ProfessionalAll Market Manufacturing Consumer Goods

© MERCER 2016 29

All Market Manufacturing Consumer Goods

A N N U A L T O T A L C A S HT A R G E T B O N U ST A R G E T B O N U S

Market MarketCareer Stream MarketMedian

Head of Organization 25% 28% 33%

Market 75th %ile

35% 35% 40%g 25% 28% 33%

Executive 20% 20% 20%

35% 35% 40%

25% 25% 30%

Management 17% 15% 15%

Professional Sales 20% 16% 20%

20% 20% 20%

30% 20% 33%Professional Sales 20% 16% 20%

Professional Non-Sales 11% 10% 11%

30% 20% 33%

16% 15% 15%

Para-Professional 10% 10% 10% 19% 21% 16%

© MERCER 2016 30

A N N U A L T O T A L C A S HS A L E S R E P R E S E N T A T I V ES A L E S R E P R E S E N T A T I V E

30,050 000

30

25,040 000

45 000

20,0

30 000

35 000

13 1314

15,025 000

30 000

20 381 20 95518 043

15 24710,0

15 000

20 000

5,0

5 000

10 000

0,00

All Market Consumer Goods Manufacturing Retail

Total Annual Cash % Target Bonus

© MERCER 2016 31

Total Annual Cash % Target Bonus

A N N U A L T O T A L C A S HS A L E S R E P R E S E N T A T I V E C O N S U M E R G O O D SS A L E S R E P R E S E N T A T I V E - C O N S U M E R G O O D S

97%93%

Ruse

100%

Vratsa 96%

Varna101%

96%

108%94%

Sofia town

Pleven

92% BurgasSliven101%

Sofia town

BlagoevgradPl diPlovdiv

© MERCER 2016 32

A N N U A L T O T A L C A S HP R O D U C T I O N W O R K E R M A N U F A C T U R I N GP R O D U C T I O N W O R K E R - M A N U F A C T U R I N G

106%106%

North East Bulgaria

106%

97%

Sofia town

Central Bulgaria

92%

Sofia town

S th B l iSouth Bulgaria

© MERCER 2016 33

A N N U A L T O T A L C A S HK E Y P O S I T I O N S B Y G E N E R A T I O NK E Y P O S I T I O N S B Y G E N E R A T I O N

SALES REPRESENTATIVE

12,292 18,992 22,029 19,859

PRODUCTION WORKER

11,128 11,779 12,367 12,383

© MERCER 2016 34

H E A L T H W E A L T H C A R E E R

D ATA I N S I G H T SD ATA I N S I G H T S

B E N E F I T SB E N E F I T S

B E N E F I T SO V E R V I E WO V E R V I E W

91%

83%83%

62%

42%

28%

16% 15%16% 15%

Mobile Phones Trainings Medical Personal Severance Pay Flexible Retirement

© MERCER 2016 36

gBenefits Insurances

yBenefits Benefits

B E N E F I T SP E R S O N A L I N S U R A N C E SP E R S O N A L I N S U R A N C E S

Manufacturing Consumer Goods

34%% receiving 44%

66% % not receiving 56%

All Market

42%

58%

© MERCER 2016 37

B E N E F I T SM E D I C A L B E N E F I T SM E D I C A L B E N E F I T S

Manufacturing Consumer Goods

47%53%

% receiving28%

53% % not receiving 72%

All Market

38%

62%

© MERCER 2016 38

M A R S H A N D M E R C E R T E A MO U R C O N T A C T SO U R C O N T A C T S

MercerMercerStela DimitrovaEmail: stela.dimitrova@marsh.comEmail: stela.dimitrova@marsh.comPhone: ++359 899 96 96 51

MarshYordanka KotsevaEmail: yordanka.kotseva@marsh.comPhone: ++359 894 37 07 01

© MERCER 2016 39

© MERCER 2016 40