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Marketing & Training Division

Cathaylife-VN. Marketing & Training Division. Present : Eric. 26.12.2008. Agenda. Review on 2008 Planning on 2009. 96 年回顧. Review on 2008. - Operate Guideline on 2008 - Performance Report - Operate Review on 2008. Operate Guideline on 2008. Develop Headcount. --Top to down.

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Marketing & Training Division

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  1. Cathaylife-VN Marketing & Training Division Present : Eric 26.12.2008

  2. Agenda • Review on 2008 • Planning on 2009

  3. 96年回顧 Review on 2008 - Operate Guideline on 2008 - Performance Report - Operate Review on 2008

  4. Operate Guideline on 2008 Develop Headcount --Top to down Recruit BM/SM (from other insurance) & Pre-BM (no experience) Healthy structure BM SM/Pre-BM AS IA 1 BM recruite 10 SM/Pre-BM 1 SM/Pre-BM Recruite 10 AS 1 AS Recruite 3 IA Good recruitment habit-SM/Pre-BM Daily Weekly Mothly Acquire 2 people information Interview 2 candidates 1 AS & 3 IA

  5. Operate Guideline on 2008 Performance FYP Daily & Monthly Report  Performance trace Incentive Rule Quickly Promotion & Strictly Assessment Activity Management 4 weekly Good Selling Habit 1st week 2nd week 3rd week 4th week 1 Case 2 Million Attain Quota 1.5 time Quota

  6. Performance Report Headcount 13 working month on 2008

  7. Performance Report (Million) FYP 07~12 on 2008

  8. Performance Report (Million) PFYP 07~12 on 2008

  9. Performance Report Productivity-PFYP/AS HN HCM personal PFYP  HCM is steady growth；HN is slowdown  HN recruit more, but quality fall Includes IA PFYP  AS know recruit IA to ↑ PFYP but total PFYP slowdown lots of IA low production

  10. Performance Report Attain quota percentage-AS HN HCM Percentage of AS attain quota is too low AS can not survive  Big Issue :How to increase AS Production

  11. Performance Report IA-≧1 case % & PFYP HN HCM Only about 20% IA have 1 case → low production continue re-training ( Every Friday)

  12. Performance Report (Million/month) Income Survival?

  13. Operate Review on 2008 Conclusion ・Headcount 300% ・PFYP 150% Attain target On 2008 Issue AS/IA Quality ↓ PFYP come from 20% Agents Big Salary Gap Assessment by Compensation scheme New AS Selection IA Re-Training Compensation Driving Behavior →understanding by examination

  14. Planning & Strategy on 2009

  15. Target on 2009 ※Growth rate：target on 2009/( performance on 2008*2)

  16. Theme on 2009 Organization Expansion Profession Consolidation

  17. Whole Market  Growth28% [2008 Q1~Q3 VS 2007 Q1~Q3] Cathaylife Growth147% Challenge 2009 Strategy Planning New Location Highly Growth Productivity Incentive Management

  18. New Location Hanoi Da Nang Ho Chi Minh Can Tho --2008 2008 -Ho Chi Minh -Hanoi 2009 (planning) -Da Nang(March) -Can Tho(Sept.) --2009 --2008 Distribution --2009 North、Middle 、South & Me Kong River

  19. 4 Expand HCM & HN 2 1 3 Ho Chi Minh 4 2008 Q 1 & Q 10 3 2009(still on planning) Q 5& Q Bình Thạnh or Q Tân Bình 1 2 Ha Noi 2008 Q Hoàn Kiếm Q Hai Bà Trưng 2009(still on planning) Q Ba Đình or Q Thanh Xuân

  20. ↑Larger Agency Team Increase BM Recruit form other Insurance company Promote from SM/Pre-BM SM→BM club • Good experience • Set up team quickly • Assess strictly AS→SM club Fast track promotion Recruit & Select more Active AS/IA

  21. ↑ How to increase Productivity Daily Activity Visit 1 new & 5 old customers AS Selecting IA Re-Training AS Attain Quota →45% Good Habits Good Selling Skill Good BM Skill Quantity Quality

  22. Incentive Rule Pursue The Best” Making incentive Rule • Yearly： • Breaking Record • Achievement Record • Quartly： • 1st quartly, 2nd quartly… • International convention • Event： • Chairman gala dinner • Recruitment incentive Consist with Compensation sheme Combine with company goal Encourage agents： Sell more policy more Income increase retention rate

  23. Management Manage Efficiently Support Quickly Set up Region Headquarter ( Marketing Division) Region-HCM Region - HN Region - Da Nang Region - Can Tho BM BM … BM BM … Performance Assessment Attendance Check Assessment Work Team→ Team Work Supporting Skill For AS/IA

  24. Healthy AS Structure Motivate promotion Promote SM→BM 10% Attain Quota Percentage 45% Fast track promotion (AS→SAS →EAS) 35% More income 55% Reach Target Higher Performance

  25. End

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