ReporterReporter:: Eric Eric

14.Jan.201114.Jan.2011

Agenda

1

AA Performance Review of 2010

BB 2011 Action Plan

PFYP Performance

PFYP (Billion) 64.8

Target 72.1

% 90%

2

Headcount Performance

No. of branch 44

Full-time 2,315% Target 146%

Part-time 5,757

% Target 103%

2

3.3 3.3 3.03.6

4.3 4.6 4.7

5.8

6.9

9.2

8.3

6.0

1.8

01 02 03 04 05 06 07 08 09 10 11 12 13

3

PFYPPFYP trend

Unit :Billion

4

SM/Pre-BMSM/Pre-BM

248 238259

276311 318 302

326 341366

397418

448

01 02 03 04 05 06 07 08 09 10 11 12 13

5

Full-timeFull-time

15711460

1152

905 929 9481021 1067

1177

1867

884

12591364

01 02 03 04 05 06 07 08 09 10 11 12 13

stopped recruiting AS

6

Part-TimePart-Time

30473263

3754

25753051

3663

3112

3656

42023857

5034

5757

2936

01 02 03 04 05 06 07 08 09 10 11 12 13

Quarterly assessment

137

40 72 77124 154

192244 238

309 301360

579

217

97

212263

429

660

438

662 680 715

1,303 1,291

988

0

200

400

600

800

1000

1200

1400

1 2 3 4 5 6 7 8 9 10 11 12 13

Mass Recruitment Strategy

New IA

IA Promote to SAS

Reducing recruitment cost

Encourage good IA promote to full time.

Reducing recruitment cost

Encourage good IA promote to full time.

Agent structure

Level SCAS CAS SEAS EAS SAS Total

6WKM 1 1 27 120 541 690

13WKM 1 25 132 424 1216 1798

EAS position has increasedEncourage EAS to become SM in the future

SM Structure

Level SESM ESM SSM SM Pre-BM

6WKM 1 16 32 244 55

13WKM 0 19 74 347 20

Increases SSM Encourage SSM to BM candidate

Promote BM level

BM level A B C

6 WKM 0 2 30

%% 0%0% 6%6% 94%94%

13WKM 6 14 22

%% 14%14% 33%33% 53%53%

In 2010, 6 BM promoted to Level AThe higher the level, the better benefit

2010 Set up DN & CT Region

Haiphong: 11 ~ 13 WKM

PFYP Branch SM SAS↑ IA

1.9B 3 32 91 383

10

Dongnai:5 ~ 13WKM

PFYP Branch SM SAS↑ IA

4.6B 4 36 133 346

HP

DNAI

Agenda

15

AA Performance Review of 2010

BB 2011 Action Plan

PFYP Target in 2011

16

7.3 B7.3 B7.3 B7.3 B

37.6 B37.6 B37.6 B37.6 B

65 B65 B65 B65 B

20082008 20092009 20102010

100B100B100B100B

20112011

1.Focus on developing 6 regions

10

HP

DNAI

Region RD BM

6 1015

44 70

HN

DN

HCM

CT

1.1Set up independent Office• Offices located in downtown

• Set up independent offices around downtown

• Easier to recruit Agents

• Easier service Customers

Example: HCMC

8 Million population

2.Continue mass recruitment

IASASEASSEASCASSACS

SMSSMESMSESM

BM : Level C B A

RD

Sales Leader

Agent Career

Mass recruit

Selecting

3. Fast track promotion

Key Position Promotion

EAS SM

SSM BM

BM-Level A RD

Defense recruited by other competitors

Strengthen sales leaders foundation

4.Quarterly incentives

21

MDRT for 2011

Motivate agents for higher performance

Q1 Q2 Q3 Q4

International summit(6)

Thailand travel (100)

3rd Anniversary

overseas travel

Yearly party

Plan of Quarterly IncentivesPlan of Quarterly Incentives

Children draw

8-9 wkmRD competition TW Meeting Award

5. Build up support system

Agency Functions

CRD, RD BM BDORDORDM

CoordinateManagement

Planning

RecruitmentManage agents

Sales

Morning meetingFODOPPCIW

Administration

Strengthen support system

6. High Income model

Position BM SM Agent

Income 30M 15M 7M

PFYP

BM team 300 M

SM Team100 M Promoted to CAS

& Reach 12M target99 SM team 100 M

99 Position10 M

7. Products

Design attractive products

1. UL

2. Premium waiver (rider)

3. Critical disease

4. Women insurance

AIA/AIG8. TV Product Advertising 8. TV Product Advertising

Artist Lan HươngArtist Trà Giang Artor Chí Trung

1.Cooperate with famous PR company to create good image.

2. Branding by famous & good image actors

Help agents to sell products easily

23

expectation 2011 PFYP

100 B100 B100 B100 B

Target

130B130B130B130B

Attain 130%!!

YEARLY REPORT 2010

TRAINING DEPARTMENT

Report 2010

COURSE COURSE

DESIGN & MODIFY

DESIGN & MODIFY

TRAIN NEW BDO

TRAIN NEW BDO

PART-TIME TRAINER

PART-TIME TRAINER

TEST FEETEST FEEOPP &

GRADUATION

BLUE CARDBLUE CARDSUPPORT NEW

OFFICE DEVELOP TRAINER

HANOI HCM CANTHO HAIPHONG

DONGNAI

DANANG

4544 1828 1303 603 676 359

No OF TRAINED NEW

AGENTS

9313

2010

6495

2009

43 %↑

2010

2010

203

104

429

556678

538 549

801

811

869

1220

13021235

Lunar new year

• OUTSIDE TRAINING DURATION : 1 WEEK

• TRAINING CONTENT: Attitude, Team building, communication skill, coaching skill, leadership skill, activity tools, Management report etc…

* WEEK 1 Join IA course 5 days

* WEEK 2 * WEEK 3

RSS + DSS

Chief Regional Director

CS Manager

Sale Manager

Branch Manager

AgencyRegional Director

IA

AA StaffTrainer

Underwriting

Premium CollectionCashierP.O.S

GA StaffIT Technician

Head OfficeTraining

Dept

Head OfficeManagement

Head OfficeGA DeptIT Dept

Head OfficeAgency Admin

- - - -: Technical reporting line

____ : Administration reporting line

Chief Rep. Reporting Line

BDO

HEAD OFFICE Training Dept.

CRD

Report to MOFDesign Training materialAdministration

Monthly Training CourseFollow training regulationAdministration

Reporting Line

BDO →TRAINER

RDO→RDM BM

RD

CRD

2 weeks ASSESSMENT

& CERTIFICATE

Push new agts for sales, motivation, build relationship, promotion program …etc

• Update Law rules for IA course

• RSS and DSS in 2 days ‘s time

• Design new program for SAS

• Design trainer notebook Professionalism and meeting

MOF requirements

Plan 2011

1.Plan 2011

Improve skill, knowledge, higher

productivity and loyal agents Get the right agents on

Cathay bus

IA course

conducted by Part-time trainer, BDO

EASSM course

Conducted by experienced trainer

RSS + DSS + WS..

Promotion programs for IA organized by Marketing dept.

Agency

Training Programs for Training Programs for AgentAgent

Insurance knowledge

&Sale skill

More sales skills :- Customer care- Questioning skill- Setting up Objective-Activity tools

More sales skills :- Customer care- Questioning skill- Setting up Objective-Activity tools

Field training : conducted by trainer, BDO Product features Sales skill -Prospecting

-Making appointment-Handling objections-Fact finding-Presenting solution

Field training : conducted by trainer, BDO Product features Sales skill -Prospecting

-Making appointment-Handling objections-Fact finding-Presenting solution

PA & FFC5 DAYS

PFC in agency site

WORKSHOP

Training Programs for SMTraining Programs for SM

PA & FFC

5 DAYS

RSS WORKSHOP

More leadership skills:•Presentation•Training AG•Time management•Motivation•Communication•Leadership

More leadership skills:•Presentation•Training AG•Time management•Motivation•Communication•Leadership

DSS

Insurance knowledge &

Sale skill

Insurance knowledge &

Sale skill

Recruiting skill

Recruiting skill

Coaching skill

Coaching skill

Training Programs for BMTraining Programs for BM

Orientation

BM MEETING WORKSHOP

More BM Skill:-Effective meeting-Solving problems-Professional image-Set up objectives -Leadership-Empower  -7 habits to success-Interview & selection-Negotiation

More BM Skill:-Effective meeting-Solving problems-Professional image-Set up objectives -Leadership-Empower  -7 habits to success-Interview & selection-Negotiation

Deliver workshop 1 time/month

Deliver workshop 1 time/month

Introduce company Compensation Career path

Conducted by Chairman, CAO,

Outsource training

TRAINING PLACE : HANOI, HCM,

DONGNAI, CANTHO, HAIPHONG, DANANG

2. TRAINING MATERIALS

CODE OF CONDUCT ACTIVITY

TOOLS

•ACTIVITY DIARY

•BLUE CARD

TIME SCHEDULE

KNOWLEDGE

Compensation

scheme

Incentive

Admin job

MORNING MEETING

OPPCIW

FOD (on job- training)

3 months 6 months One year After a year

3. Development for BDO