Country analysis of Q4 By MC Shockwave

Goals year progress

> 50 % of term

Total X realized Q4 2013:

40

Total X realized Q4 2012:

35

So far, we have achieved around 32% of our

yearly results. Taking into consideration that we

have passed through 50% of our term (by days),

we are behind. Looking at results of the last year,

we achieved 35% or our yearly results by this time

so we are approximately the same. What it

means though is that we still have 400X ahead of

us, which means each next Q would need to be

as big as first half of the term. Are we aware of

that? Are we ready for that?

In terms of plan fulfillment,

our most successful area is

OGX, being able to reach

100% plan fulfillment in both

programs!

GIPi is the weakest program

in Q4.

Comparing to last year, we

have improved the plan

achievement from previous

Q , still it is 8% less than last

year.

GIPo: 100%

GCDPi: 53%

GCDPo: 100%

GIPi: 28%

Total plan fulfillment Q4:

67%

Last year Q4:

75%

20 7 18 15 20

7 5 8

114

158

65

258

GIPo GCDPo GIPi GCDPi

Plan fulfillment

Plan Q4 Reality Q4 Year plan

Driver Q plan fulfillment

LC plan Q fulfillment

Comparing to the previous quarter,

we actually have two LCs achieving

or overachieving their plan-congrats

to LC Banská Bystrica and LC Košice

When it comes to plan fulfilment in

GIPo, LC CU reached 120% of their

goals of this quarter, which is great.

Thank you guys for your contribution.

What is interesting to see, is the fact that the

MC has a quite strong contribution when it

comes to GIPo Re-in total it was 5Re this

quarter. This is mostly for the partnership with

Belgium or previous MC members being

realized.

Comparison to last year

2012-2013 Q3 13-14 Q3 Growth

GIPo (Re) 13 20 54%

GCDPi (Re) 6 8 33%

GIPi (Re) 11 5 -55%

GCDPo (Re) 5 7 40%

35 40 14%

0

10

20

30

GIPo GCDPi GIPi GCDPo

12/13

13/14

This year Q4:

Absolute growth: 5X

Relative growth: 14%

Last year Q4:

Absolute growth: 4X

Relative growth: 13%

Right now the question in terms of results is GIPi and its

big drop we have been seeing. What is the main reason-weaker account management, lack of subproduct knowledge, wrong market segmentation? In terms of success factors for this quarter-we are becoming more efficient, matching more, faster, which leads to a very good plan achievement especially in GIPo.

Quarter 4 was extremely successful when it comes to OGX programs. We managed to fulfil the plan for both and keep GIPo growth rate of 54%, having in mind 5% as a global average. We could see growth as well in GCDP

programs. However, looking at absolute numbers-overall we can call them very small. This means that Q4 is not the right time to plan huge growth in terms of absolute numbers, mostly due to school timeline. This Q does not provide a big space to catch up with our gaps and grow vastly.

Even though the performance of Q4 is again higher comparing to

previous years we should always strive to be as good or even better

than we planned to be.

We are not growing fast

enough •What we need to realize is that we need to achieve 200X each

quarter ahead of us-making them bigger than any peak we have ever

seen. We need to be prepared in terms of capacity, process

optimization, HR and we need to raise and match like never before.

Country results + growth in GCDPi + growth in TMP/TLP + growth in GIPo Ma + growth in GIPo Re

+global top 4 GIPo Ma growth +CEE top 3 GIPo Re growth +100% plan fulfillment in OGX Internal processes + Member Retention rate + LEAD program for MC

+ Clarity of Why initiative +MC communication (newsletter, SKIA wiki, fanpage, weekly mails)

+Youth to Business product delivery +New potential sales (J&T, Profesia) +Customer Experience Management focus International positioning

+ MC facilitating in Austria +MCP chairing a global subcommittee +strategic GIP summit in CZ attended +CoW program as a global GCP (Kazachstan, Morocco, CZ, Greece)

Other + LCs alignment (LIC, RCTM timeline) + progress with MC legality + delivery of DARE

Successes

Challenges Results - Growth rate

- Tea at 5 realizations - GIPi constant drop

- GCDPo raising

Internal processes - GIPi sales activity - losing VPs -> LC and MC level

- lack of transition/preparation in

LCs

- LEAD program management

(facis)

- MC revenues + finalcial model - BIG AIESEC initiative

Others

- Youth to Business

attendance

- Košice situation

Pipeline building

218 X in Q1 (replanned) 125X in Q1 (original)

Taking into considerations our matching rates

for all programs, we still need to raise, match

and realize extra 71X in and realize all forms

we have in our pipeline in order to achieve the plan until the end of EB term.

One noticeable thing-our matching rates in

GIP have improved by more than 10%,

whereas GCDP rates have been dropping quite significantly.

Plan Q1 Gap Existing pipeline

Need to RaMaRe in Q4/Q1

GIP o 28 15 25 (44% MR) 18

GCDPo 21 24 11 (69% MR) 34

GIPi 17 22 12(39% MR) 27

GCDPi 59 32 99 (66% MR) -8

MA AV

11 30

7 5

5 17

64 53

Goal for Q4:

218X

If we matched just 72% should we expect just 72% of realization coming during this Q? Or what should we do different in order to manage our pipeline for this Q, fulfill realizations and build strong legacy for Q1? Which process is bottleneck in your performance? And don’t forget that there is GAP in most LCs, how we can encourage collaboration us as a country so we can reach results together? What should be the program where you have potential to overachieve results? Some LCs are struggling in processes and performance, what are you doing to make our country better?

Plan Q4 Reality

Ra 179 146 82%

Ma 150 108 72%

Ma rate 84% 74%

Focuses for Q4: January February March

Final GCDPi matching for winter peak with partner countries

GIPo matching of all current pipeline in the system

OGX + ICX raising for June realization and summer

pipeline building

GCDP winter peak realizations and scale management

New members

recruitment

Final sprint of the 13/14 EB generations

Majority of the

transition activities delivered to new EBs

Realizing everything we got

Building pipeline like never before

All in all Q4 brought a lot

of results our country

didn’t have before for this

time period and we have

improved a lot in Ra and

Ma efficiency. This gives us

a great base for many

fantastic things we are

capable to do next. Now

it’s time to put all our

efforts to the right focus

and start thinking

differently. Start thinking

big, because we need to

become big. Bigger than

ever. We truly believe that

this is the year, this is the

period where we break

through our limits and

become unstoppable..

We can impact our

people, our country and

to get desired

development which will

lead to success and pride

as an amazing AIESEC

country.

Thank you AIESEC SKIA for Q4!

Yours,

MC Shockwave