Download - Reporter : Chris Kuo 25.March.2011
ReporterReporter:: Chris Kuo Chris Kuo
25.March.201125.March.2011
Agenda
1
AA Performance Review
CC Training Report
BB Q2 Incentives
PERFORMANCE INTRODUCTION
PFYP
03rd -2011 WKM
PFYP % target
8,780 M 149%
9245
3,6083,299
1,804
3,2583,0483,572
4,301 4,553 4,693
6,025
5,764
6,911
6,783
5,577
8,7808,386
-
2,000
4,000
6,000
8,000
10,000
13 1 2 3 4 5 6 7 8 9 10 11 12
3
PFYPPFYP trend
Unit :Million
2010201020112011
5
Full-time (Agent + SM)Full-time (Agent + SM)
stopped recruiting AS
395 398 412 420484 531
590664
733842
9491,038
1,155
541 561
717781
882
1,484
1,669
1,794
459401
944
1,473
1,026
300
500
700
900
1,100
1,300
1,500
1,700
1,900
13 1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3
SASSAS
EAS↑EAS↑
Headcount grows stronglyHeadcount grows strongly
137
4072 77
124154
192244 238
309 301360
579
417
328
18 26 41 61 71 85124 124
154112
207
122
141629 2220
0
100
200
300
400
500
600
700
1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3
Promote to SAS Promote to EAS
Promotion
5,196
6,090
4,064
3,047 3,263
3,754
2,575
3,051
3,663
3,112
3,656
4,202
2,936
3,857
5,034
5,198
5,757
2,000
3,000
4,000
5,000
6,000
7,000
13 1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3
6
Part-TimePart-Time
Quarterly assessment
21% 19% 21%
31%34%
29%33%
30%33%
36% 37%41%
31%27%
36% 35%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
1 2 3 4 5 6 7 8 9 10 11 12 13 1 2 3
PERFORMANCE INTRODUCTION
CONCLUSIONCONCLUSION
•PFYP over Target.
•Productivity of IA goes up.PFYP
Head-count
• Full-time head count keep increasing
• Continue to recruit more IA
•Encourage promotion to full time
Agenda
1
BB Q2 Incentives
Recruit Qualified
Agent
Recruit Qualified
Agent
Improve Production
(PFYP)
Improve Production
(PFYP)
Purpose for Q2 Incentives
2011 TargetPFYP:100B
EAS↑: 1025SAS:1370 IA:6871
2011 TargetPFYP:100B
EAS↑: 1025SAS:1370 IA:6871
Q2 Incentives for PFYP
Q2 4~6 WKM Q3: 7~9 WKM
Malaysia Position Standard
CRD invitation
RD 6 qualifiers in region
BMLevel A: 2.4BLevel B: 1.8BLevel C: 1.2B
SSM↑ 600M
EAS↑Total 200M (personal PFYP >=100M)
3rd Anniversary
Position Standard Invite Client
BM Invited -
SM↑ 120M 1
SAS ↑ 45M 1
•Invite press, customers and special guests.
•Show our 3 years growth in Vietnam.
•Build up good image and relationship.
Encourage BM Performance
BM level
QuarterPFYP
Award/ quarter
Promoted BM Recruited BM
level A 1.2B 30M 10M
level B 600M 15M 5M
Recruit and train IARecruit and train IA More EAS headcountMore EAS headcount
New IA headcount≥15
New IA active ratio≥ 40%
New IA headcount≥15
New IA active ratio≥ 40%
EAS↑ headcount≥15
EAS↑ active ratio≥20%
EAS↑ headcount≥15
EAS↑ active ratio≥20%
Award 1.5MAward 1.5M Award 1.5MAward 1.5M
Develop SM professional
SM PFYP Personal sales Recruitment Award
PFYP>=60M PFYP>=8M 2 Active IA(*) 4.000.000
Encourage good SM become BM in the future.
Early Proposal award
Position Standard Award
SAS/EAS 10M PFYP(Incl. IA PFYP)
200,000
SEAS/CAS/SCAS 300,000
•Proposed first 2 weeks of WKM
•Make sure policy issued earlier.
•Higher position, higher award
Encourage promotion
•Proposed first 2 weeks of WKM
•Make sure policy issued earlier.
•Higher position, higher award
Encourage promotion
20
讓顧客達到滿足
能夠將商品做搭配協調
Revise
Encourage BDO effortsEncourage BDO efforts
Incentives for BDO
BDOBDOBMBMBMBM
SupportSupport
SupportSupportAgentsAgents
•Help Branch PFYP
•Train new agents promote to EAS
•Enhance recruit new IA
•Branch performance links to BDO incentives
TRAINING DEPARTMENT
BASIC COURSE & ADVANCED
COURSE
CONDUCT NEW
PRODUCTS
PART-TIME TRAINER
SUPPORT OTHER
OFFICES
Information from MOF
• Test on line will be applied for some insurers from July, 2011(optional)
• On 23/03/2011, IRT guides how to use insurance test on network.
HANOI HCM CANTHO HAIPHONG
DONGNAI DANANG
8
courses 5
courses 5
courses 6
courses
4
courses 3
courses
IA courses
31courses
03th WM/2011
403
233203
6848
22
977
1st & 2nd WM, 2011
HANOICANTH
OHAIPHON
G HCM DONGNA
IDANAN
G530 195 159 110 69 22
3rd WM, 2011
WEEK 1
CONTENTS:a.PTT (Professional training trainer)b.Basic insurance knowledgec.Terms and conditionsd.Products e.Sales cycle f.Operation
All BDOs in CT,DNG, DNAI… can conduct IA course
Compose slides for 4 new products Questionnaire for new products is prepared
for agency, trainers Training new products in IA course in the
last day of the course Sending questions related to new products
as well as related documents to IRT for changing the test database
PLAN FOR NEXT MONTH
Continue to conduct basic courses
Coaching & rehearsal for new&pt trainers
Support for other offices if any
Conduct advanced courses for agency
Plan for trainer meeting
Upgrade the training materials and slides