monthly report may, 2009
DESCRIPTION
MONTHLY REPORT May, 2009. -Marketing Dept.-. Agenda. I. Performance of the 5 th WKM. II. Analysis. III. Strategy. I. PERFORMANCE. 1. HEADCOUNT. 2. PFYP PRODUCTION. 3. PRODUCTIVITY. Headcount of the 5th WKM. ※ temporary. ※ ( ) Compared with the 4th WKM. HCMC. HN. DN. Headcount. - PowerPoint PPT PresentationTRANSCRIPT
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MONTHLY REPORT May, MONTHLY REPORT May, 20092009
MONTHLY REPORT May, MONTHLY REPORT May, 20092009-Marketing Dept.--Marketing Dept.--Marketing Dept.--Marketing Dept.-
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Agenda
I. Performance of the 5th WKM
III. Strategy
II. Analysis
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1. HEADCOUNT 1. HEADCOUNT
2. PFYP PRODUCTION2. PFYP PRODUCTION
3. PRODUCTIVITY 3. PRODUCTIVITY
I. PERFORMANCEI. PERFORMANCEI. PERFORMANCEI. PERFORMANCE
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Headcount of the 5th WKMHeadcount of the 5th WKM
RegionSM/Pre-BM/AS
(Full-time)
Total
(includes IA)
HCM 298 (+51) 847 (+141)
HN 561 (+40) 1,693 (+221)
Da Nang 115 (+91) 145 (+94)
Total 974 (+182) 2,685 (456)
※temporary
※( ) Compared with the 4th WKM
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Full-timeFull-time
247298
521561
24
115228
301
210 221304
187168
152125103
443
549
405
551
433309
197
121300
150
300
450
600
07 08 09 10 11 12 13 01 02 03 04 5
459549
951
1132
27 30
551482
330
477
414265
20717713384
1121974
1017
667
466357
260193
140
300
600
900
07 08 09 10 11 12 13 01 02 03 04 5
Part-timePart-time
Headcount
HNHCMC DN
6
768
974
754
680
850
643
626
855
496
365
273
155103
728707664
65
679584
476368
276
2151540
200
400
600
800
1000
07 08 09 10 11 12 13 01 02 03 04 05
1384
1711
1040 1117
1682
1456
796
1494
1081
62246737014784
972854
97. 2
906876714552414
322.8
231.60
400
800
1200
1600
2000
07 08 09 10 11 12 13 01 02 03 04 05
TargetActualActual vs. TargetActual vs. Target
Full-timeFull-time
(129%)(105%)
Part-timePart-time (133%)(153%)
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Premium (FYP) & PFYPPremium (FYP) & PFYPPremium (FYP) & PFYPPremium (FYP) & PFYP
Region5th WKM
Premium PFYP
HCM 721 645 (-46)
HN 1,561 1,434 (+10)
DN 472 403(+403)
Total 2,754 2,482(+367)
Million
*Performance of the 5th WKM hasn’t verified.
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PFYP & TargetPFYP & Target
280911 1,180
1,251
1,9011,670
2,206
1,631
2,531
2,485 2,482 1,194
1,620 1,9082,394
2,814
2,157
2,682
570
2,355
3,1533,438
-
1,500
3,000
08 09 10 11 12 13 01 02 03 04 05
PFYP
A02
Target
200983%
200983%
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AS Attain Quota %AS Attain Quota %
Keep Improving AS productivityHN
HCMC
26%
37%
30%
22%
34%
39%
21%
39%
30%
41%
29%
37%
23%
34%
29%
34%
31%31%
32%
26%
26%
17%15%
20%
25%
30%
35%
40%
45%
8 9 10 11 12 13 1 2 3 4 5
2008 : 32.3%2008 : 32.3%
2009 : 29%2009 : 29%
Target-40%
DN
10
17.3%
23.7%
14%
18.0%
23.7%
18.4%17.9%
12.2%
11.9%
12.5%
20.8%
13.0%
8.8%
18.1%
10.7%
13.7%
11.6%
19.8%20.4%
5%
10%
15%
20%
25%
08 09 10 11 12 13 01 02 03 04 05
% IA Sell 01 Policy↑% IA Sell 01 Policy↑
HNHCMC
2009 Average 13%
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Agenda
I. Performance of the 5th WKM
III. Strategy
II. Analysis
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AnalysisAnalysis
•PFYP does not reach the Quota(83 % )PFYP
Head-count
•Agent manpower keeps growing and
reaches the target.
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AnalysisAnalysis
Productivity
•AS: Attaining Quota is low. (20%)
•IA: Only 15% of IA is active.
Improving Agent Quality
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Agenda
III. Strategy
I. Performance of the 5th WKM
II. Analysis
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How to improve quality of agents?
Productivity
Training Selection
EnhanceEnhance
More Agents
But….
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Improve Selection Quality
Quality+
Quantity
BM
SM
At least 5 AS
Quality
At most 15 SM
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Review and Improve Training
• Courses for new agents• Branch’s daily education
•Select potential candidates •Recruitment Process• SM support• BM management
•Training Programs•Selection Process and Requirements•Branch complete the rest 12 training (The Hoc Vien )•SM’s FOD/PRP•BM’s management
BDO
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Development Focus on education and training
Profession
Future BM Potential BM candidate
•Develop Business •Education •FOD
Branch Development Officer ( BDO)
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Chief Branch Development Officer (CBDO)
Senior Branch Development Officer (SBDO)
Branch Development Officer (BDO)
BDO Job Title
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SM
BM
AS)
IA
Regional Director
TW
consultant
(with AO)
BDO
Report VN BM
New Organization New Organization
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Regional Director
BDO
SBDO
CBDO
Trainer
Agents
SM
Training
Consultant
Branch Manager
AO
BDO Career DevelopmentBDO Career Development
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