Marketing Marketing DivisionDivision

Marketing Planning Dept.Marketing Planning Dept. Chris Kuo

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AA Performance Introduction

BB Q2 Incentives

Agenda

CC Recruitment Strategy

Performance introduction

Premium & PFYP

3nd WKM 2010(1~3)

Prem PFYP Prem PFYP

Total(Billion) 4.41

3.30(55%)

11.338.40

(51%)( ) is percentage of Vietnamese Target

Compared with 3rd WKM in 2009, increase 1.15Billion or 33%

Compared with 1st~3rd WKM in 2009, increase 2.05Billion or 32%

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1.0

2.5

4.0

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

4.8B4.8B

3.3B3.3B

2.53B2.53B

3.6B3.6B

1.8B1.8B

PFYP Trend

Performance introduction

3.3B3.3B

Headcount

SM Full-Time agentsTotalPre-

BM &SM

CAS SEAS EAS SASAS

Total 271 2 29 125419

6511497

Part-Time agents (IA): 3679 Total Agents: 51765176

4

575SAS↑

Performance introduction

5

Headcount Trend

40673678

1226

261

32633047

36573263

280528002498

19972141

14601571

1837154514101171109110901019909

2382482462232361851751721761840

1500

3000

06 07 08 09 10 11 12 13 01 02 03

Part-TimePart-Time

Full-TimeFull-Time

SM/Pre-BMSM/Pre-BM

Performance introduction

Productive

4

Performance introduction

1~13 WKM2009

Attain Quota %

Avg. PFYP

24%24%

2.0 M2.0 M

Full-time agents

part-time agents

Avg. PFYP 0.5M0.5M

1 WKM2010

21%21%

1.8M1.8M

0.3M0.3M

2 WKM2010

11%11%

1.1M1.1M

0.2M0.2M

Performance getting better

Productive

3WKM2010

17%17%

2.2M2.2M

0.3M0.3M

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AA Performance Introduction

BB

Agenda

Q2 Incentives

CC Recruitment Strategy

Recruit Qualified

Agent

Recruit Qualified

Agent

Improve Production

(PFYP)

Improve Production

(PFYP)

Purpose for Q2 Incentives

2010 Target

PFYP:99BFull time: 2303Part time:7916

2010 Target

PFYP:99BFull time: 2303Part time:7916

Current Performance:PFYP:8.4 B (8.5%) Full time:1497 (65%) Part time: 5176 (66%)

Q2 Incentives for PFYP

Q2 4~6 WKM Q3: 7~9 WKM

•Region Competition (4-5 WKM)

•2nd year anniversary •Party in 7 WKM

Agents invite VIP customers to our party!Build up a positive company image!Show our development in VietnamMore opportunities in the future.

Enhance strong performance

Q2 Incentives for PFYP

Q2 4~6 WKM Q3: 7~9 WKM

•Travel Incentives (4-9 WKM)

•Singapore trip•Encourage PFYP and recruitment.

Bonus PFYP from:

Start earlyEarly bird gets the worms:

The earlier agent attain the target, the easier to

win the trip.

Recruitment Help IA/AS promote to SAS

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讓顧客達到滿足

能夠將商品做搭配協調

Revise

Improve BDO professionImprove BDO profession

Incentives for BDO

BDOBDOBMBMBMBM

SupportSupport

SupportSupportAgentsAgents

•Help Branch PFYP

•Train new agents promote to SAS

•Enhance recruit new IA

•Branch performance links to BDO incentives

1

AA Performance Introduction

BB

Agenda

Q2 Incentives

CC Recruitment Strategy

3

Change Compensation Rule

Lunar New Year Effect in 2nd wkm

→ training allowance is based PFYP for others

→ Cancel New AS in HCM/HN

696630

857

279

133240

598633

529

595617497

418372

106

417

0

200

400

600

800

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

New Agents Trend (AS+IA)

3

Focus on recruiting IA

•Training: Emphasize on recruitment benefits.

•Management:

•Regions plan monthly OPP and CIW

•Set up Target: ex. SM recruit 3 IA

•Motivation: Develop good agents to promote

SMBM

Higher Position

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讓顧客達到滿足

Focus on the IA’s 1st monthFocus on the IA’s 1st month

•Training completely Professional knowledge

Help IA to improve performance

•SM come with IA to visit customers Help IA improve sales skills IA will be more confident

• Target: Promote to SAS in 3 monthsintroduction of advantages of full timeMore salary and future career development

•IA back to branch weekly strengthen the connection to company

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