Marketing & Training Division

Cathaylife-VN

26.12.2008

Present : Eric

　 Review on 2008

Planning on 2009

Agenda

- Operate Guideline on

2008

- Performance Report

- Operate Review on 2008

　 Review on 2008Review on 2008

96年回顧

Operate Guideline on 2008

Develop HeadcountDevelop Headcount

Recruit BM/SM (from other insurance) & Pre-BM (no experience)

Healthy structure

--Top to down

Good recruitment habit-SM/Pre-BM

BM SM/Pre-BM AS IA

11 BM recruite1010 SM/Pre-BM

11 SM/Pre-BM Recruite 1010 AS

11 AS Recruite 33 IA

Daily Weekly Mothly

Acquire 2 people information

Interview 22 candidates 11 AS & 33 IA

Operate Guideline on 2008Performance FYPPerformance FYP

Daily & Monthly Report Performance trace

Incentive Rule

Quickly Promotion & Strictly Assessment

Activity ManagementActivity Management

4 weekly Good Selling Habit

1st week1st week

1 Case1 Case

2nd week2nd week

2 Million AttainQuota

3rd week3rd week 4th week4th week

1.5 timeQuota

Performance Report

Headcount

HCM HN TotalBM 5 4 9

Pre-BM 25 15 40SM 29 38 67AS 245 496 741

Full-time 848[293%]848[293%]IA 415 669 1084

Total 1932[305%1932[305%]]

13 working month on 2008

Performance Report

FYP

Target FYP %

HCM 3290 3109 95%

HN 1981 3071 155%

Total 5271 6180 117%

(Million)07~12 on 2008

Performance Report

PFYP

Target PFYP %

HCM 2303 2866 124%

HN 1387 2795 202%

Total 3690 5661 153%

(Million)07~12 on 2008

Performance Report

1.4

2.2

3.1 2.5 2.8

5.0

1.4

1.2

1.81.4 1.4 1.7

07 08 09 10 11 12

Personal

includes IA

HCM

3.6

3.9

2.42.0

3.3

2.4

1.31.0

09 10 11 12

Personal

includes IA

HN

personal PFYP HCM is steady growth ； HN is slowdown HN recruit more, but quality fallHN recruit more, but quality fall Includes IA PFYP AS know recruit IA to AS know recruit IA to ↑ PFYP↑ PFYP but total PFYP slowdown lots of IA low production

Productivity-PFYP/ASProductivity-PFYP/AS

Performance Report

Attain quota percentage-ASAttain quota percentage-ASHCM HN

24%

19%21%27%

18%

29%37%

31%29%34%26%

25%

07 08 09 10 11 12

Personal includes IA

32%

32%22%

20%

31%

39%32% 30%

09 10 11 12

Personal includes IA

Percentage of AS attain quota is too low AS can not survive Big Issue :How to increase AS Production

Performance Report

IA-IA-≧1 case %≧1 case %　&　　&　PFYPPFYP　HCM HN

0.5

1.01.01.3

0.9

2.1

24%24%21%

18%17%

18%

0.0

0.5

1.0

1.5

2.0

2.5

07 08 09 10 11 12

0%

5%

10%

15%

20%

25% 1.3

0.9

1.0

0.4

18%

9%

20% 20%

0.0

0.2

0.4

0.6

0.8

1.0

1.2

1.4

09 10 11 12

0%

5%

10%

15%

20%

25%

Only about 20% IA have 1 case → low production continue re-training ( Every Friday)

Performance Report

Income

SM AS IA

Top 10% 7.8 5.3 4.8

Top 10% ~ 20%

6.0 3.4 1.2

Other80%

3.5 1.4 0.6

(Million/month)

Survival?

Operate Review on 2008

・ Headcount 300%300%

・ PFYP 150%150%

AS/IA Quality ↓PFYP come from

20% AgentsBig Salary

Gap

Assessment by Compensation scheme

New AS Selection

IA Re-Training

Compensation Driving Behavior →understanding by examination

Conclusion

Attain targetAttain targetOn 2008On 2008

Issue

Planning & StrategyPlanning & Strategy on 2009 on 2009

Target on 2009Target on 2009

2009 Growth Rate

FYP(Million)

41,956 142%

PFYP(Million)

37,760 142%

Headcount 2,477 102%※Growth rate ： target on 2009/( performance on 2008*2)

Theme on 2009Theme on 2009

HighlyGrowth

New LocationNew Location

ProductivityProductivity IncentiveIncentive

ManagementManagement

Whole Market Growth 28%28% [2008 Q1~Q3 VS 2007 Q1~Q3]

Cathaylife Growth 147%147%

Strategy Strategy PlanningPlanning

20092009

New LocationNew LocationHanoi

Da Nang

Can Tho

Ho Chi Minh

2008 -Ho Chi Minh -Hanoi

2009 (planning)

-Da Nang (March)

-Can Tho (Sept.)

--2008

--2008

--2009

--2009

DistributionDistribution

North 、 Middle 、 South & Me Kong River

Expand HCM & HNExpand HCM & HN

2

13

4

12

3

4Ho Chi Minh

Ha Noi

2008Q 1 & Q 10

2009(still on planning)Q 5 & Q Bình Thạnh orQ Tân Bình

2008Q Hoàn Kiếm Q Hai Bà Trưng

2009(still on planning)

Q Ba Đình orQ Thanh Xuân

↑↑Larger Agency TeamLarger Agency Team

Increase BM

Recruit form otherInsurance company

Recruit form otherInsurance company Promote from SM/Pre-BMPromote from SM/Pre-BM

Fast track promotion

AS→SM club

SM→BM club

Good experience

Set up team quickly

Assess strictly

Recruit & Select more Active AS/IARecruit & Select more Active AS/IA

↑ ↑ How to increase ProductivityHow to increase Productivity Daily ActivityVisit 1 new & 5 old customers

AS Selecting IA Re-Training

AS Attain Quota →45%45%

Good HabitsGood Habits

Good BM SkillGood BM Skill

Good Selling SkillGood Selling Skill

Quantity Quality

Incentive RuleIncentive Rule

Making incentive Rule

YearlyYearly ：： Breaking Record Achievement Record

QuartlyQuartly ：： 1st quartly, 2nd quartly… International convention

EventEvent ：：

Chairman gala dinner Recruitment incentive

YearlyYearly ：： Breaking Record Achievement Record

QuartlyQuartly ：： 1st quartly, 2nd quartly… International convention

EventEvent ：：

Chairman gala dinner Recruitment incentive

Consist with Compensation sheme

Combine with company goal

Encourage agents ： Sell more policy more Income increase retention rate

Encourage agents ： Sell more policy more Income increase retention rate

Pursue The Best”

ManagementManagement

Set up Region Manage Efficiently

Support QuicklyHeadquarter

( Marketing Division)

Region-HCMRegion -

HNRegion -Da Nang

Region -Can Tho

BM BM … BM BM …

AssessmentPerformance Assessment

Attendance Check

Supporting Skill For AS/IA

Work Team→ Team Work

Healthy AS StructureHealthy AS Structure

55%

Motivate promotion

35%

10%

Promote SM→BM

Fast track promotion(AS→SAS →EAS)

Reach Target

More income

Higher Performance

Attain QuotaPercentage

45%

End