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Reporter :Jojo Yeh 2012/ 06 /29

Marketing & Training Division. Reporter :Jojo Yeh 2012/ 06 /29. Agenda. Performance Review. A. Q3 INCENTIVE. B. Training Report. C. 1. PFYP performance. Unit :Million. 2011. 2012. ↑59%. 2. He adcou nt Performance. Total Headcount : 11,359 23% Full-time agent

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Reporter :Jojo Yeh 2012/ 06 /29

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  1. Marketing & Training Division • Reporter:JojoYeh • 2012/ 06 /29

  2. Agenda Performance Review A Q3 INCENTIVE B Training Report C 1

  3. PFYP performance Unit :Million 2011 2012 ↑59% 2

  4. Headcount Performance Total Headcount : 11,359 23% Full-time agent 77% Part-time agent 2012 -6 WKM 3

  5. Headcount All headcount are decline. 4

  6. Agenda Performance Review A Q3 INCENTIVE B Training Report C 5

  7. Q3 INCENTIVE SteadyDeveloping 6

  8. Q3 INCENTIVE 1 In order to create a pleasant working environment and strengthen the communication of the agent. 2 To strengthen the sales performance Strive for the activities of Eligibility Competition • During the Q3 incentive of the contest are as follows: • 2013 MDRT (1~13 months) • Travel abroad incentives(4~12 months) • 4TH YEAR Anniversary 7

  9. (1) 2013 MDRT (2) Travel abroad incentives (3) 4TH YEAR Anniversary • Subsidize Expenses Standard: • SAS↑ Personal sale≥ 5M 500,000/person • CRD/RD/TWC/BM/BDO: 300,000/person 8

  10. Q3 INCENTIVE Through the promote way of honor and bonuses. To upgrade agent’s personal sale. To develop an effective organization Improving the agent’s sale skill Personal Performance Since 7wkm, SAS will not have the qualification of Recruiting 1 Create a professional sale habits and strive to become a super star member (PFYP at least ≥30M a quarterly). 2 Personal sale can improve the agent’s salary and retention 3 9

  11. (1) Cathay Super Star(agents) (2) Top 10 Personal sale & Top 10 UL sale 10

  12. Q3 INCENTIVE Increase the number of units of effective headcount Each month, SM at least promote one IA to SAS. If SM don’t promote one SAS per wkm, CRD should hold the critique meeting. 1 1 Effective Agent Implement PFC courses Follow Training Department standards, two hours a day total 5 days, 10 lessons. 2 Purposes：Incentive sale managers continue to work, and increase revenue. 11

  13. Agenda Performance Review A Q3 INCENTIVE B Training Report C 12

  14. Current Work The Purpose is to survey the recruit Situation of IA. 13

  15. Office Course 15% Focus on IA quality Selection 14

  16. Provincial Course 61.5% IA from provinces are mostly <30 To avoid waste cost advice once every two months 15

  17. IA Statistic 16

  18. New IA allocation percent 17

  19. Current Work 18

  20. Revise PFC Courses 09/6/2012 23/6/2012 16/7/2012 Step 4: Launching PFC_Final Version Step 1: Composing New PFC_ Draft Version Step 2: Sending & Collecting their Feedback from ATD Centers Step 3: Coposing New PFC_Final Version • Purpose: • To improve sales skills of our Agents • To develop training skills of BDOs/ SM • To make sure that our training Legal Compliance follows Vietnam Insurance Law 19

  21. New PFC Card • PFC Cards (Storage: ATD Dept) • Agents will receive PFC cards when finishing IA courses • When promote to position of EAS, agent requires to fulfill PFC card 20

  22. Current Work 21

  23. Training Managment System 06/6/2012 18/6/2012 26/6/2012 Step 1: Meeting Training, IT, AA, Audit Step 4: Sending request for IT Step 2: Compose Process Draft_version Step 3: Request for approval of Relevant Directors • Purpose: • To fix IA course management problems • To make sure that our training Legal Compliance follows Vietnam Insurance Law 22

  24. Current Work 23

  25. Revise Agent Tools Working diary Delete Impractical Old and new customer segmentation Demand analysis Simple and easy to fill out 24

  26. Revise Agent Tools CI card Policyholders card Size : All Tools are smaller Content : Realistic &Easy to use 25

  27. NEXT MONTH PLAN 26

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