ReporterReporter:: Chris Kuo Chris Kuo

25.March.201125.March.2011

Agenda

1

AA Performance Review

CC Training Report

BB Q2 Incentives

PERFORMANCE INTRODUCTION

PFYP

03rd -2011 WKM

PFYP % target

8,780 M 149%

9245

3,6083,299

1,804

3,2583,0483,572

4,301 4,553 4,693

6,025

5,764

6,911

6,783

5,577

8,7808,386

-

2,000

4,000

6,000

8,000

10,000

13 1 2 3 4 5 6 7 8 9 10 11 12

3

PFYPPFYP trend

Unit :Million

2010201020112011

5

Full-time (Agent + SM)Full-time (Agent + SM)

stopped recruiting AS

395 398 412 420484 531

590664

733842

9491,038

1,155

541 561

717781

882

1,484

1,669

1,794

459401

944

1,473

1,026

300

500

700

900

1,100

1,300

1,500

1,700

1,900

13 1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3

SASSAS

EAS↑EAS↑

Headcount grows stronglyHeadcount grows strongly

137

4072 77

124154

192244 238

309 301360

579

417

328

18 26 41 61 71 85124 124

154112

207

122

141629 2220

0

100

200

300

400

500

600

700

1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3

Promote to SAS Promote to EAS

Promotion

5,196

6,090

4,064

3,047 3,263

3,754

2,575

3,051

3,663

3,112

3,656

4,202

2,936

3,857

5,034

5,198

5,757

2,000

3,000

4,000

5,000

6,000

7,000

13 1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3

6

Part-TimePart-Time

Quarterly assessment

21% 19% 21%

31%34%

29%33%

30%33%

36% 37%41%

31%27%

36% 35%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3

PERFORMANCE INTRODUCTION

CONCLUSIONCONCLUSION

•PFYP over Target.

•Productivity of IA goes up.PFYP

Head-count

• Full-time head count keep increasing

• Continue to recruit more IA

•Encourage promotion to full time

Agenda

1

BB Q2 Incentives

Recruit Qualified

Agent

Recruit Qualified

Agent

Improve Production

(PFYP)

Improve Production

(PFYP)

Purpose for Q2 Incentives

2011 TargetPFYP:100B

EAS↑: 1025SAS:1370 IA:6871

2011 TargetPFYP:100B

EAS↑: 1025SAS:1370 IA:6871

Q2 Incentives for PFYP

Q2 4~6 WKM Q3: 7~9 WKM

Malaysia Position Standard

CRD invitation

RD 6 qualifiers in region

BMLevel A: 2.4BLevel B: 1.8BLevel C: 1.2B

SSM↑ 600M

EAS↑Total 200M (personal PFYP >=100M)

3rd Anniversary

Position Standard Invite Client

BM Invited -

SM↑ 120M 1

SAS ↑ 45M 1

•Invite press, customers and special guests.

•Show our 3 years growth in Vietnam.

•Build up good image and relationship.

Encourage BM Performance

BM level

QuarterPFYP

Award/ quarter

Promoted BM Recruited BM

level A 1.2B 30M 10M

level B 600M 15M 5M

Recruit and train IARecruit and train IA More EAS headcountMore EAS headcount

New IA headcount≥15

New IA active ratio≥ 40%

New IA headcount≥15

New IA active ratio≥ 40%

EAS↑ headcount≥15

EAS↑ active ratio≥20%

EAS↑ headcount≥15

EAS↑ active ratio≥20%

Award 1.5MAward 1.5M Award 1.5MAward 1.5M

Develop SM professional

SM PFYP Personal sales Recruitment Award

PFYP>=60M PFYP>=8M 2 Active IA(*) 4.000.000

Encourage good SM become BM in the future.

Early Proposal award

Position Standard Award

SAS/EAS 10M PFYP(Incl. IA PFYP)

200,000

SEAS/CAS/SCAS 300,000

•Proposed first 2 weeks of WKM

•Make sure policy issued earlier.

•Higher position, higher award

Encourage promotion

•Proposed first 2 weeks of WKM

•Make sure policy issued earlier.

•Higher position, higher award

Encourage promotion

20

讓顧客達到滿足

能夠將商品做搭配協調

Revise

Encourage BDO effortsEncourage BDO efforts

Incentives for BDO

BDOBDOBMBMBMBM

SupportSupport

SupportSupportAgentsAgents

•Help Branch PFYP

•Train new agents promote to EAS

•Enhance recruit new IA

•Branch performance links to BDO incentives

TRAINING DEPARTMENT

BASIC COURSE & ADVANCED

COURSE

CONDUCT NEW

PRODUCTS

PART-TIME TRAINER

SUPPORT OTHER

OFFICES

Information from MOF

• Test on line will be applied for some insurers from July, 2011(optional)

• On 23/03/2011, IRT guides how to use insurance test on network.

HANOI HCM CANTHO HAIPHONG

DONGNAI DANANG

8

courses 5

courses 5

courses 6

courses

4

courses 3

courses

IA courses

31courses

03th WM/2011

403

233203

6848

22

977

1st & 2nd WM, 2011

HANOICANTH

OHAIPHON

G HCM DONGNA

IDANAN

G530 195 159 110 69 22

3rd WM, 2011

WEEK 1

CONTENTS:a.PTT (Professional training trainer)b.Basic insurance knowledgec.Terms and conditionsd.Products e.Sales cycle f.Operation

All BDOs in CT,DNG, DNAI… can conduct IA course

Compose slides for 4 new products Questionnaire for new products is prepared

for agency, trainers Training new products in IA course in the

last day of the course Sending questions related to new products

as well as related documents to IRT for changing the test database

PLAN FOR NEXT MONTH

Continue to conduct basic courses

Coaching & rehearsal for new&pt trainers

Support for other offices if any

Conduct advanced courses for agency

Plan for trainer meeting

Upgrade the training materials and slides