Hello I’m Angie, hello hello what’s your name? Hello Song Hello I’m Angie, hello hello what’s your name? Hello I’m Julie, hello hello what’s your name? Hello I’m Michael, hello hello what’s your name? Hello nice to meet you! Greetings—express gratitude and excitement—brief self-intro(responsibility)

The good morning train is coming how are you? Choo Choo!( X2) The good morning train is coming , (X 3) How are you? Choo Choo! Say hello to tiger how are you? Choo! Choo! Say hello to monkey how are you? Choo! Choo! Say hello to panda, say hello to teddy, say hello to turkey how are you? Choo Choo! Greetings—express gratitude and excitement—brief self-intro(responsibility)

TAL Education Group& Lewaijiao Relation between TAL and Lewaijiao(meaning of Lewaijiao) 问候，欢迎大家，介绍自己，互相介绍 今天分享的是公司企业文化，提到文化大多数伙伴觉得就是洗脑，不过我想说的是文化背后究竟代表着什么，其实就是不是一家人不进一家门，因此希望今天的分享，真正找到一家人的感觉，因为人只有在家里才能感到舒服。在分享文化之前，我要先分享一下我们是谁？我们是干什么的？ What is corporate culture？ Do you think it is brainwashing？

Introduction of TAL

Basic Info. TAL: Tomorrow Advancing Life Founded in 2003 Went public in 2010 Name, symbol, history, XRS: stock ticker code/ stock symbol Stock price

Top Chinese education company public in TAL is the Leading Brand in China’s Education Market No.1 brand in china’s K-12 math & science tutoring market(2.4 billion USD) Leading Brand Top Chinese education company public in New York Stock Exchange Significant growth on student enrollment and revenue(10 million offline& 9.5million online) The company's market value rose to 2.4 billion USD. We have over 10 million students studying off line and 9.5 million students studying on our online classes： Revenue： 2

  Competitive Advantage of TAL 4 BEST Content BEST Teachers BEST Students How can we achieve such great progress in a decade or so? Start with best teachers(strict emplopyment/recruitment)-strong R&D team(teaching resources)---make best students, help build best brand. Explain SRR(average); students mostly aquired through word of mouth BEST Brand   High student retention rate(90%) High referral rate and low student acquisition costs Ability to attract top-quality teachers 4

19 285 >1,000,000 35-40 large Offline Student Market cities 285 learning centers >1,000,000 student enrollment in 2015 academic year large Also, untapped geographic expansion opportunity Offline student market 35-40 Plan to expand into cities in 5 years Provincewith learning center coverage Provincenot yet covered by TAL learning center network 6

What We Do in K-12 Comprehensive Tutoring Service Offering We develop multi-subject, multi-year relationships with our students We Cover Core Subjects in the K-12 School Curriculum Primary School Middle School High School K 1 2 3 4 5 6 7 8 9 10 11 12 Mathematics English Chinese Physics Chemistry Biology Small Classes Offered Through Multiple Class Formats Personalized Premium Services (1-on-1) Subject services covered(K12); sub-brands Online Courses www.speiyou.com Launched in 2003 Launched in 2011 Launched in 2007 Launched in 2010 3

TAL subsidiaries Online Education Offline Education Brief intro. of sub-brands Online Education Offline Education

Introduction of Lewaijiao

Le Waijiao is a TAL brand, which provides online English speaking classes. 1 on 1---1 on 3 to 4

Our team Schoolmaster Master’s office Marketing Department Technology Department Product & Research Department Teacher Training Department Teaching management Department Tutoring Department Schoolmaster instead of general manager-----In China, education is highly valued and people respect teachers. We wanna do more than just a company for profit, we wanna be treated respectably,just like public school. 3 department related(function)

OUR TEAM The Philippines 11 centers 6 cities 6 cities(Manila, Baguio, CEBU, Iloilo, Clark and Bacolod), 11 centers

US South Carolina; Boston(Massachusetts) Europe OUR TEAM

Our story 80% 20 400 50% 30000 500 Now I am gonna tell you the story of Lewaijiao via a couple of figures. Guess what do they stand for. Teachers: more from gov. offices, public schools, call centers Students: study effectively, word of mouth Student retention rate: win trust from parents and kids 1 year

Corporate Culture

Our Vision：To become a RESPECTABLE education enterprise Like I said, we wanna do more than a profit company, we …… Leading Brand Quality Instruction Innovation Outcomes 14

CEO of TAL: Tom Zhang If we can’t guarantee the quality of our classes, it’s no better than robbing or stealing. 3 sentences from CEO of TAL. ----waste time and energy if we fail to live up to their expectation

If the brand of Lewaijiao is not spread by word of mouth, we will not win respect from clients. Instead of focusing on advertising and marketing, we concentrate on improving teachers’ teaching proficiency and quality of our lesson products.

If we don’t reach out to our clients, if we’re not close to them, we don’t have a bright future. Become closer to our clients

Thank you!