L/O/G/O Reporter: William Liao 2013/01/25 Training Marketing Planning

Contents Business situation Others projects How to increase activity

PFYP performance 1. From 2012 July performance become stable 2. Q4 performance has a little bit grow in comparison with Q3 control !  It is good sign for insurer TimeTargetPFYP 2012 / 13 10,445 2,748(26%) 2012/ ,015 43,942(35%)

Headcount performance TimeFull timePart time 2012/ (8%) 4556(92%) 1. Q4 is fewer in agent number 2. Quantity (headcount) ≠ Quality (performance)

PFYP Q4 Performance Headcount Full-time Part-time 4,0884,256 4,4844, Part time agent keep growing but performance keep changing 2. Performance of full time agent continue to increase Why ？

Fulltime v.s. Parttime High professional High service High productivity Training ActivityManagement ► Target: Enhance activity Strengthen again  New compensation scheme

Contents Business situation How to increase activity Others projects

Morning meeting Step by Step Opportunity of visit customer Increase confidence & Basic income Media tools Start from 1 case Virtuous circle How to increase activity Well Education Incentive program

CATHAY TRAINING VIDEO (CTV) TW Viet- nam Year-end party Model Staff Sale Tips Service Story Recruitment Skills Provide morning meeting material CTV

E-LEARNING Learning after morning meeting Marketing data - Morning meeting Schedule - DM VIDEO -add 7 education video Keep Improvement Feedback -Survey about video clip & prepare gift for agent

Children’s day New year 5 th year anniversary Year end activity Q1Q2Q3Q4 Give New Year Greeting PR gift Li xi packet Prepare paper painting & Colored Pencils Organize children’s day small party Give scholarship for poor pupil Organize company Anniversary PR gift Christmas card Opportunity of festival Li xi packet New Year Greeting

Media tools CONTENT 1.Cathay Knowledge 2. Life/ Healthy knowledge 3. Everyday’s delicious food SCHEDULE 1 per month “HAPPINESS EVERYDAY” JOURNAL

PR Gift cup pad Key Chain Magic towel Name cardWalletbag Gift with LOGO

Increase chance to meeting customer Supporting product simple cheap short time A07 Have no money  just 30k/day only Payment time so long  just pay in 5 years Not easy to understand  simple: 3 major benefit To solve some reject reasons of customers Promotion 1.Policy prize: PR GIFT/per 2 cases, PR GIFT set/per 20 cases PR GIFT/per 2 cases, PR GIFT set/per 20 cases 2.Assessment (New scheme) ： 2 A07 = 1 normal case 2 A07 = 1 normal case 3.Premium collecting(New scheme) ： Renewal premium 10k/case Renewal premium 10k/case

Excellent Sales Club New Year Activity 2012/12/27 – 2013/1/9 2 Couplets / per 5M PFYP 2013/1/10 – 2013/1/30 1 Couplets / per 5M PFYP PFYPReward 20M Special licence 、 Badge 30M +Cathay golden pen 、 Namecard box 60M + 1M 、 Briefcase 2013Q1 Incentive program

Object: All of agent Time: 1~3 wkm Rider code: R01, R02, R03, R05, R06 Rider promotion ContentOriginal Promotion period FYC15%18% PFYP40%100%

 R01&R03 attached rate decreased comparing to 12 th wkm, but still >50%  Most branch had improvement except HP  HP’s attached rate was unstable Rider promotion Branch HCMHNDNCTDnaiHPTotal Attac hed rate %44.3%28.2%31.6%66.3%29.7%51.3% %51.6%15.6%25.0%72.4%75.0%59.1% %45.1%22.0%36.7%44.3%25.0%44.6% %38.7%8.3%33.3%51.3%100.0%46.6% %43.1%13.3%18.2%48.2%37.5%43.5% %39.6%15.2%25.9%47.8%78.6%45.6%

Branch HCMHNDNCTDnaiHPTotal Attac hed rate %73.4%48.7%52.6%77.2%75.7%72.2% %77.4%62.2%35.7%84.9%75.0%77.0% %72.5%46.0%50.0%55.7%50.0%60.4% %67.7%50.0% 64.7%100.0%66.3% %72.2%70.0%27.3%67.5%68.8%68.2% %70.3%52.2%37.0%69.8%85.7%66.7%  Riders attached rate decreased but maintained high rate (>70%)  Most branch had improvement except DN 、 HP Rider promotion

Contents Business situation How to increase activity Others projects

Intensify trainer skills Excellent executive will support agent sell well Executive training plan Develop concept & skill 2. UM (Unit Manager) 1/7~1/18 (2 weeks) 1.CRD 12/24~12/28 (1 week)

Shorten underwriting process Auto-issue system Adjust CS system so customer documents can pass to UW earlier Improve efficiency of transportation Adjust system Simple & need without manual handling cases will be done by auto-issue system Select the most suitable portage base on location and time