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Marketing Division

Marketing Division. Marketing Planning Dept. Stanley Chao. Agenda. Performance Introduction. A. Strategy for recruitment in 2010. B. 1. Performance introduction. Premium & PFYP. ( ) is percentage of Vietnamese Target. Compared with 2nd WKM in 2009, decrease 0.53Billion or 21%.

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Marketing Division

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  1. Marketing Division Marketing Planning Dept. Stanley Chao

  2. Agenda Performance Introduction A Strategy for recruitment in 2010 B 1

  3. Performance introduction Premium & PFYP ( ) is percentage of Vietnamese Target Compared with 2nd WKM in 2009, decrease 0.53Billion or 21% Compared with 1st~2nd WKM in 2009, increase 1.11Billion or 27%

  4. Performance introduction PFYP Trend 4.8B 3.6B 3.3B 2.5B 2.0B • Lots of new rule are applied starting from 2010 • Lunar new year effect 3

  5. Performance introduction Headcount 568 SAS↑ Part-Time agents(IA): 3210 Total Agents: 4958 4

  6. Performance introduction Headcount Trend Part-Time Full-Time SM/Pre-BM 5

  7. Performance introduction Productive Productive Full-time agents 1~13 WKM 2009 1 WKM 2010 2 WKM 2010 Attain Quota % 24% 21% 11% Agents are unstable Avg. PFYP 2.0 M 1.8M 1.1M part-time agents Avg. PFYP 0.5M 0.3M 0.2M 4

  8. Agenda Performance Introduction A Strategy for recruitment in 2010 B 1

  9. Headcount decline !!! ※Starting from 2010, Headcount decline Terminate No production IA Headcount decline Warning Lower New agents

  10. decline reason-1 Terminate no production IA request AS’s Personal PFYP Revise Compensation Rule →Release over benefit for IA →AS don’t want to Use IA headcount to sell →no production IA can not survive →Termination 3

  11. decline reason-2 Lower New Agents Change Compensation Rule → Cancel New AS in HCM/HN → training allowance is based PFYP for others Cancel 1M Attractive tool ↓ Lunar New Year Effect New agents Trend (AS+IA) 3

  12. Action Plan Set up new region in HCM/HN Revise Recruitment Tactic Encourage agents promoting to SM Encourage SM/Pre-BM promoting to BM Divide BM into A/B/C Level 20

  13. Action Plan-1 Set up new region in HCM/HN Josh Josh Nguyễn Hồng Kỷ Chu Thị Kim Anh Simon Mingzen Simon Nguyễn Hoàng Chương Charlie 20

  14. Action Plan-2 Revise Recruitment Tactic 2008 2009 2010 What benefit if they recruit ?? Vision:Promote SM/BM/RD Recruiter Recruiter New agent New agent Care “Active”agents What benefit new agents can get ?? Care about quantity, ignore quality. Marketing planning design new recruitment Material and DM to support RD/BM 讓顧客達到滿足 20

  15. Action Plan-3 Encourage agents promoting to SM • Introduce SM’s advantage/Benefit EX: 2 Kinds of Salary ( agent & Team) ↑Agent Desire More Stable Career • Training Course for Pre-SM Learn skill about recruiting and training ( planed: 240 agents join→ 120 promote to SM) 讓顧客達到滿足 20

  16. Action Plan-4 Encourage SM/Pre-BM promoting to BM Source of BM in 2010 Recruited Experience BM & Promotion From SM • Select Excellent SM/Pre-BM Join to-be-BM Training Course ( planed: 40 SM join→ 15 SM promote to BM) • Fast BM promotion rule( short-term) Let SM promote quickly • Promote & recruit  Target: Totally there are 50 BM in 2010 讓顧客達到滿足 20

  17. A B C Action Plan-5 Divide BM into A/B/C Level Level Revise BM can keep on to develop Bigger and Bigger 能夠將商品做搭配協調 Benefit/Honor 讓顧客達到滿足 20

  18. Goal-2010 PFYP：99 Billion Full-Time：2,303 Revise Part-Time：7,916 能夠將商品做搭配協調 讓顧客達到滿足 20

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