Marketing Marketing DivisionDivision

Stanley ChaoStanley Chao

11

A Performance﹑A Performance﹑A Performance﹑A Performance﹑Premium & PFYP

Headcount

Productive

Operating Result Problem

What/How should we doWhat/How should we do ？？？？

agenda

B Strategy﹑B Strategy﹑B Strategy﹑B Strategy﹑

C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑

22

B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑

A Performance﹑A Performance﹑A Performance﹑A Performance﹑

CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009

agenda

33

Premium(FYP) & PFYPPremium(FYP) & PFYP

Region3rd WKM 1~3 WKM

Prem PFYP Prem PFYP

HCM 1,043950

(64%)4,579

2,422(60%)

HN 1,4621,310

(108%)8,215

4,025(129%)

Total 2,5052,260(84%)

12,7946,447(90%)

Million

Performance

Don’t attain 100% targetDon’t attain 100% target

※3rd WKM PFYP is temporary

44

Performance

FYP v.s. PFYPFYP v.s. PFYP

2505

3377

2049

6912

3193

13631327985296

160

22061670

139

253116311901

125111809112800

1500

3000

4500

6000

07 08 09 10 11 12 13 01 02 03

13~2→A02 Period performance →high FYP(premium), but lower PFYP Stop A02, agents don’t know other products

13~2→A02 Period performance →high FYP(premium), but lower PFYP Stop A02, agents don’t know other products

FYP

PFYP

A02

55

Performance

HCMC v.s. HNHCMC v.s. HN

950519

1039954

716518

415

474280

139

13101151

1578

915

861733765

436

0

400

800

1200

1600

07 08 09 10 11 12 13 01 02 03

HN→Stable Growth ； HCMC →FluctuateHN→Stable Growth ； HCMC →Fluctuate

HCMC

HN

66

HeadcountHeadcountPerformance

RegionSM/Pre-BM/

AS

(Full-time)

Total

(includes IA)

HCM 233(+12) 769(+71)

HN 447 (+42) 1,593 (+171)

DaNang 14(+14) 0

Total 678 (+68) 2,362 (+242)

※temporary

※( ) means compared with 2nd working month

77

Performance

Full-timeFull-time 233

301

210 221304

187168

152125103

447

549

405

551

433309

197

121300

150

300

450

600

07 08 09 10 11 12 13 01 02 03

536482

330

477

414265

20717713384

1146974

1017

667

466357

260193

140

300

600

900

07 08 09 10 11 12 13 01 02 03

Part-timePart-time

HN

HCMC

88

Performance

HCMC

HCMC

54

51

59

19

114

4954

33

1720 44

57

2

105

2538

31

34

1040

30

60

90

120

07 08 09 10 11 12 13 01 02 03

Full-time “New” & “Leave”

Full-time “New” & “Leave”

27

141

85104

147

118

8291

32

184

2

82

112

34

27

6200

50

100

150

200

08 09 10 11 12 13 01 02 03

HNHN

Lots of AS terminate/demote to IAWaste company resource

Select AbilitySelect Ability

New

Leave

99

Performance AS Attaining Quota %AS Attaining Quota %39.1% 37.0%

26.4%

34.2%

29.2%29.9%

21.9%

34.0%35.9%

30.5%31.4%

32.4%26.3%

25.6%

37.5%

28.6%

30.3%

5.0%

10.0%

15.0%

20.0%

25.0%

30.0%

35.0%

40.0%

08 09 10 11 12 13 01 02 03

IA Sell 01 Policy↑ %IA Sell 01 Policy↑ %

17.3%

23.7%23.7%

18.4%17.9%

12.2%

19.9%

17.2%

20.8%

8.8%

17.9%18.1%

10.7%

14.2%

9.8%

19.8%20.4%

5.0%

10.0%

15.0%

20.0%

25.0%

08 09 10 11 12 13 01 02 03

As can not make basic Salary→Resign (possible)

HN

HCMC

Target-40%

1010

~Problem~

Performance

•On 3rd working month, PFYP down seriously because stop A02 sale PFYP

Head-count

•Recruitment growth slowly•Lots of agents are dummy

1111

B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑

A Performance﹑A Performance﹑A Performance﹑A Performance﹑

CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009

agenda

1111

agenda

How/What should We doHow/What should We do

Point 1

Focus on C04Focus on C04

Point 2

Recruit MoreRecruit More

Point 3

Agents QualityAgents Quality

Point 4

PromotionPromotion

Strategy

1313

Main ProductMain Product

Point 1:Focus on C04

Teaching PlanTeaching Plan

Advantage of C04

Examination

Review daily activity

Salary↑Bonus↑

Selling skill

Action PlanAction Plan

Reward/Contest

CIW

Performance

Work HappilyWork Happily

1414

RecruitmentRecruitmentPoint 2:Recruit More

HCMC ： 2 New BM (6 branch→8 branch)HN ： 1 New BM and promote 1 SM (4 branch→6 branch)Danag ： 3 New branch

Recruit/Promote BMRecruit/Promote BM

HeadcountHeadcount ↓↓101035%35%

11~2011~2030%30%

21~3021~3016%16%

31↑31↑18%18%

PerformancePerformance bonus bonus 0.8M0.8M 1.9M1.9M 2.3M2.3M 3.7M3.7M

Encourage SM RecruitEncourage SM Recruit13~2 WKM-- Million

Recruit more → salary higherRecruitment incentive Rule for SM/Pre-BM

~Expand~

1515

Point 3:Agents quality

More Agents

•Select•Train

ForgetForget

Training AllowanceAttendance Allowance

Financial supportOffice rent

…..

CostCost

Set new position Set new position Branch Develop Officier(BDO)support BM to train and manage

Select ability Select ability Statistic agents’ profile help manager to select agent

EnhanceEnhance

↑ ↑QualityQuality

1616

Point 4:Promotion

AS(78%)Score bonus:max(0.7M)

SAS(18%)Score bonus:max(140/score)

EAS(4%)Score bonus:max(180/score)

2nd working month

Promote to SM(10)SM(10)More salary

( team performance bouns)

1.agents promote → lots of salary →stay company → service well2.Continue to encourage AS to promote (fast track promotion rule)

1.agents promote → lots of salary →stay company → service well2.Continue to encourage AS to promote (fast track promotion rule)

SAS SAS ↑ ↑ attain attain 35%35%

PromotionPromotion

1717

B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑

A Performance﹑A Performance﹑A Performance﹑A Performance﹑

CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009

agenda

1818

Q2 Incentive

Region(RM)

★Recruitment Award ★C04 sale competition★ Regional travel subsidy

★Recruitment Award ★C04 sale competition★ Regional travel subsidy

Marketing Division

SupportGive direction & reward

Region(RM) Branch(BM)

Operate by themself

Branch(BM)

★ 4-week performance: ★ Promotion award★ Attaining Quota Award (40%)★ Excellent new AS:

TargetTarget

Higher Performance

More Recruitment

GoodTraining

1919

Recruit more

Assess StrictBad Performance

↓↓Demote/terminate

SM/BM↑↑

Promote↑↑

Good Performance

Reporter:Stanley Chao