overview 2011 & action plan 2012

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Overview 2011 Overview 2011 & Action Plan 2012& Action Plan 2012

Stanley Chao 2011.12.30

2

2

Time Target PFYP %

2009/13~

2010/1294,800 60,081 63%

2010/13~

2011/1210,6776 122,423 115%

100%

3

20112011

20102010

New compensation scheme

VN’s RD

BM SM Total

12/2010 2 43 448 493

12/2011 6 65 806 877

Difference +4 +22 +358 +384

EAS↑ SAS IA Total

12/2010 315 1,026 5,034 6,375

12/2011 839 3,420 11,164 15,423

Difference +524 +2394 +6,130 +9,048

7

FYP Ranking 7, Agents Ranking 5

Company

Q3 Agents

FYPshare ranking

Growthrate

Number ranking(Billion)

Prudential 321 26.8% 1 8.9% 97,562 1

Bao Viet 265 22.2% 2 31.9% 24,223 2

Manulife 142 11.8% 3 44.1% 12,154 6

Dai-ichi 131 11.0% 4 23.5% 16,663 3

AIA 128 10.7% 5 29.4% 15,257 4

ACE Life 121 10.1% 6 30.2% 8,584 7

Cathay 39 3.2% 7 116.2% 13,460 5

Korea 22 1.8% 8 51.5% 6,431 8

GE 17 1.4% 9 1030.8% 623 9

VCLI 8 0.7% 10 2018.6% -- --

Prevoir 4 0.3% 11 -58.2% -- --

FuBon 0.128 0.0% 12 -- 264 10

Tong cong 1,196     28.0% 195,221  

8

59.6%

41.3%

9

SM BM

Salary /WKM 43.5 72.5

10

11

Good BM/SM salary is very high2

Agency Quality is not very good3

Recruitment ability Excellent Sale ability Average

4

PFYP & Headcount Excellent11

12

13

Target

Increase agent target 40%~60%

1 Case → ↑ 2 case/ agent

Pro-motion

Personal sale requirement

Time period: 1 WKM 3 WKM

Headcount: ↑ SAS & EAS standard

Fast Stable

14

Q1 Q2 Q3 Q4

Recruitment

4~12WKM oversea travelCap1:South AsiaCap 2: Japan or Taiwan or koreaCap 3:Europe or USA

PFYPCao Phong

RecruitmentPFYP

Anniversary

Singapore

15

16

17

18

NGUỒN LỰC CHỦ YẾUCurrent Region

Enhance service

increase Agent ability

Potential Region

Set upGA

Test/ serve customer

19

RD

RDOBDO

BM

CS Premium Collection Branch Manager

Service Agent(ESA↑)

100cases

Collector Supervisor

Collector

Orphan policycho collector →50%

FYC or RFYC

20

↑ RD/BDO/BM/SM ability1

↑ agents’ sales ability2

↑ agents’ persistency rate3

21

22

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