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Reporter : Eric 14.Jan.2011

Marketing & Training Divison. Reporter : Eric 14.Jan.2011. Agenda. Performance Review of 2010. A. 2011 Action Plan. B. 1. PFYP Performance. 2. Headcount Performance. 2. PFYP trend. Unit :Billion. 3. SM/Pre-BM. 4. Full-time. stopped recruiting AS. 5. Part-Time.

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Reporter : Eric 14.Jan.2011

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  1. Marketing & Training Divison • Reporter: Eric • 14.Jan.2011

  2. Agenda Performance Review of 2010 A 2011 Action Plan B 1

  3. PFYP Performance 2

  4. Headcount Performance 2

  5. PFYP trend Unit :Billion 3

  6. SM/Pre-BM 4

  7. Full-time stopped recruiting AS 5

  8. Part-Time Quarterly assessment 6

  9. Mass Recruitment Strategy New IA IA Promote to SAS Reducing recruitment cost  Encourage good IA promote to full time.

  10. Agent structure EAS position has increased Encourage EAS to become SM in the future

  11. SM Structure • Increases SSM  Encourage SSM to BM candidate

  12. Promote BM level In 2010, 6 BM promoted to Level A The higher the level, the better benefit

  13. 2010 Set up DN & CT Region HP DNAI 10

  14. Agenda Performance Review of 2010 A B 2011 Action Plan 15

  15. 65 B 37.6 B 7.3 B PFYP Target in 2011 100B 2011 2008 2009 2010 16

  16. 1.Focus on developing 6 regions HN HP DN HCM CT DNAI 10

  17. 1.1Set up independent Office Example: HCMC • Offices located in downtown • Set up independent offices around downtown • Easier to recruit Agents • Easier service Customers 8 Million population

  18. Mass recruit SMSSMESMSESM BM :Level C  B A RD 2.Continue mass recruitment IASASEASSEASCASSACS Agent Career Selecting Sales Leader

  19. 3. Fast track promotion Defense recruited by other competitors Strengthen sales leaders foundation

  20. 4.Quarterly incentives Plan of Quarterly Incentives Q1 Q2 Q3 Q4 Children draw Yearly party International summit(6) 3rd Anniversary 8-9 wkm RD competition TW Meeting Award Thailand travel (100) overseas travel MDRT for 2011 Motivate agents for higher performance 21

  21. 5. Build up support system Agency Functions Strengthen support system

  22. 6. High Income model

  23. 7. Products Design attractive products • UL • Premium waiver (rider) • Critical disease • Women insurance

  24. AIA/AIG 8. TV Product Advertising 1.Cooperate with famous PR company to create good image. 2. Branding by famous & good image actors  Help agents to sell products easily Artor Chí Trung Artist Lan Hương Artist Trà Giang

  25. expectation 2011 PFYP 100 B 130B Attain 130%!! Target 23

  26. YEARLY REPORT 2010 TRAINING DEPARTMENT

  27. Report 2010

  28. COURSE TRAIN NEW BDO PART-TIME TRAINER DESIGN & MODIFY TEST FEE OPP & GRADUATION BLUE CARD DEVELOP TRAINER SUPPORT NEW OFFICE

  29. 2010 No OF TRAINED NEW AGENTS 2010 2009 43 %↑ 9313 6495

  30. 1302 1235 1220 869 801 678 811 556 429 538 549 203 Lunar new year 104 2010

  31. OUTSIDE TRAINING DURATION : 1 WEEK TRAINING CONTENT: Attitude, Team building, communication skill, coaching skill, leadership skill, activity tools, Management report etc… * WEEK 1 Join IA course 5 days * WEEK 2 * WEEK 3 RSS + DSS

  32. Chief Rep. Reporting Line Head Office Training Dept Head Office Management Chief Regional Director Head Office Agency Admin Head Office GA Dept IT Dept Trainer Agency Regional Director CS Manager AA Staff GA Staff IT Technician BDO Branch Manager Underwriting Premium Collection Cashier P.O.S Sale Manager - - - -: Technical reporting line ____ : Administration reporting line IA

  33. Reporting Line

  34. CRD RD BM RDO→RDM BDO →TRAINER

  35. 2 weeks TRAINING PTT (Professional training trainer) TCA OR COACH REHEARSAL REAL CLASS ASSESSMENT & CERTIFICATE

  36. Push new agts for sales, motivation, build relationship, promotion program …etc

  37. Update Law rules for IA course RSS and DSS in 2 days ‘s time Design new program for SAS Design trainer notebook Professionalism and meeting MOF requirements

  38. Plan 2011

  39. 1.Plan 2011 Agency IA courseconducted by Part-time trainer, BDO EASSM course Conducted by experienced trainer Promotion programs for IA organizedby Marketing dept. RSS + DSS + WS.. Improve skill, knowledge, higher productivity and loyal agents Get the right agents on Cathay bus

  40. Training Programs for Agent PA & FFC 5 DAYS PFC in agency site WORKSHOP • Field training : conducted by trainer, BDO • Product features • Sales skill • -Prospecting • Making appointment • Handling objections • Fact finding • Presenting solution • More sales skills : • - Customer care • Questioning skill • Setting up Objective • -Activity tools Insurance knowledge & Sale skill

  41. Training Programs for SM DSS PA & FFC 5 DAYS RSS WORKSHOP More leadership skills: • Presentation • Training AG • Time management • Motivation • Communication • Leadership Insurance knowledge & Sale skill Recruiting skill Coaching skill

  42. Training Programs for BM BM MEETING Orientation WORKSHOP • More BM Skill: • Effective meeting • Solving problems • Professional image • Set up objectives • Leadership • Empower   • 7 habits to success • Interview & selection • Negotiation Deliver workshop 1 time/month Introduce company Compensation Career path

  43. Conducted by Chairman, CAO, Outsource training TRAINING PLACE : HANOI, HCM, DONGNAI, CANTHO, HAIPHONG, DANANG

  44. 2. TRAINING MATERIALS • ACTIVITY DIARY • BLUE CARD CODE OF CONDUCT ACTIVITY TOOLS

  45. 3. Development for BDO TIME SCHEDULE KNOWLEDGE MORNING MEETING OPP CIW FOD (on job- training) Compensation scheme Incentive Admin job 3 months 6 months One year After a year

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