Reporter: Eric 14.Jan Jan.2011

Agenda 1 A Performance Review of 2010 B 2011 Action Plan

PFYP Performance PFYP (Billion) 64.8 Target 72.1 % 90% 2

Headcount Performance No. of branch 44 Full-time 2,315 % Target 146% Part-time 5,757 % Target 103% 2

3 PFYP PFYP trend Unit :Billion

4 SM/Pre-BM

5 Full-time stopped recruiting AS

6 Part-Time Quarterly assessment

Mass Recruitment Strategy New IA IA Promote to SAS  Reducing recruitment cost  Encourage good IA promote to full time.  Reducing recruitment cost  Encourage good IA promote to full time.

Agent structure LevelSCASCASSEASEASSASTotal 6 WKM WKM  EAS position has increased  Encourage EAS to become SM in the future

SM Structure LevelSESMESMSSMSMPre-BM 6 WKM WKM  Increases SSM  Encourage SSM to BM candidate

Promote BM level BM levelABC 6 WKM0230 %0%6%94% 13WKM61422 %14%33%53%  In 2010, 6 BM promoted to Level A The higher the level, the better benefit

2010 Set up DN & CT Region Haiphong: 11 ~ 13 WKM PFYPBranchSMSAS↑IA 1.9B Dongnai:5 ~ 13WKM PFYPBranchSMSAS↑IA 4.6B HP DNAI

Agenda 15 A Performance Review of 2010 B 2011 Action Plan

PFYP Target in B 37.6 B 65 B B100B 2011

1.Focus on developing 6 regions 10 HP DNAI RegionRDBM 610  1544  70 HN DN HCM CT

1.1Set up independent Office Offices located in downtown Set up independent offices around downtown Easier to recruit Agents Easier service Customers Example: HCMC 8 Million population

2.Continue mass recruitment IA  SAS  EAS  SEAS  CAS  SACS SM  SSM  ESM  SESM BM : Level C  B  A RD Sales Leader Agent Career Mass recruit Selecting

3. Fast track promotion Key PositionPromotion EAS  SM SSM  BM BM-Level A  RD Defense recruited by other competitors  Strengthen sales leaders foundation

4.Quarterly incentives 21 MDRT for 2011 Motivate agents for higher performance Q1 Q2Q3Q4 International summit(6) Thailand travel (100) 3rd Anniversary overseas travel Yearly party Plan of Quarterly Incentives Children draw 8-9 wkm RD competition TW Meeting Award

5. Build up support system Agency Functions CRD, RDBMBDO  RDO  RDM Coordinate Management Planning Recruitment Manage agents Sales Morning meeting FOD OPP CIW Administration Strengthen support system

6. High Income model PositionBMSMAgent Income30M15M7M PFYP BM team 300 M SM Team 100 M Promoted to CAS & Reach 12M target 99 SM team 100 M 99 Position 10 M

7. Products Design attractive products 1.UL 2.Premium waiver (rider) 3.Critical disease 4.Women insurance

AIA/AIG 8. TV Product Advertising Artist Lan Hương Artist Trà Giang Artor Chí Trung 1.Cooperate with famous PR company to create good image. 2. Branding by famous & good image actors  Help agents to sell products easily

23 expectation 2011 PFYP 100 B Target 130B130B Attain 130%!!

YEARLY REPORT 2010 TRAINING DEPARTMENT

Report 2010

COURSE DESIGN & MODIFY TRAIN NEW BDO PART-TIME TRAINER TEST FEE OPP & GRADUATION BLUE CARD SUPPORT NEW OFFICE DEVELOP TRAINER

TRAINING COURSES & RESULT HANOIHCMCANTHOHAIPHO NG DONGN AI DANANG No OF TRAINED NEW AGENTS % ↑ 2010

TRAINING COURSES & RESULT Lunar new year

TRAIN NEW BDO OUTSIDE TRAINING DURATION : 1 WEEK TRAINING CONTENT: Attitude, Team building, communication skill, coaching skill, leadership skill, activity tools, Management report etc… * WEEK 1 Join IA course 5 days * WEEK 2 * WEEK 3 RSS + DSS

Chief Regional Director CS Manager Sale Manager Branch Manager Agency Regional Director IA AA Staff Trainer Underwriting Premium Collection Cashier P.O.S GA Staff IT Technician Head Office Training Dept Head Office Management Head Office GA Dept IT Dept Head Office Agency Admin : Technical reporting line ____ : Administration reporting line Chief Rep. Reporting Line BDO

HEAD OFFICE Training Dept. CRD  Report to MOF  Design Training material  Administration  Monthly Training Course  Follow training regulation  Administration Reporting Line

CAREER PATH FOR BDO, TRAINER BDO →TRAINER RDO→RDMBM RD CRD

PART-TIME TRAINER 2 weeks ASSESS MENT & CERTIF ICATE

Last day of the training program 13:30 – 15:30 Attendants : new agts, BM, SM, Pre-BM, AT and BDO OPP Once a month, on Friday of first week of next month Receive a handbag with Cathay logo if reaching 3.5 mil PFYP/ first week or 5 mil PFYP / 2 Weeks GRADUATION CEREMONY FIRST GOLDEN MONTH PROJECT FOR NEW IA Push new agts for sales, motivation, build relationship, promotion program …etc

Update Law rules for IA course RSS and DSS in 2 days ‘s time Design new program for SAS Design trainer notebook MODIFY TRAINING MATERIALS Professionalism and meeting MOF requirements

DEVELOP TRAINER Coaching and rehearsal Annual meeting of trainers Join agency meeting + other activities Outsource training course

Plan 2011

1.Plan 2011 Improve skill, knowledge, higher productivity and loyal agents Get the right agents on Cathay bus IA course conducted by Part-time trainer, BDO EAS  SM course Conducted by experienced trainer RSS + DSS + WS.. Promotion programs for IA organized by Marketing dept. Agency

Training Programs for Agent Insurance knowledge & Sale skill Insurance knowledge & Sale skill More sales skills : - Customer care - Questioning skill - Setting up Objective -Activity tools More sales skills : - Customer care - Questioning skill - Setting up Objective -Activity tools Field training : conducted by trainer, BDO Product features Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution Field training : conducted by trainer, BDO Product features Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution PA & FFC 5 DAYS PFC in agency site WORKSHOP

Training Programs for SM PA & FFC 5 DAYS PA & FFC 5 DAYS RSS WORKSHOP More leadership skills: Presentation Training AG Time management Motivation Communication Leadership More leadership skills: Presentation Training AG Time management Motivation Communication Leadership DSS Insurance knowledge & Sale skill Insurance knowledge & Sale skill Recruiting skill Recruiting skill Coaching skill Coaching skill

Training Programs for BM Training Programs for BM Orientation BM MEETING WORKSHOP More BM Skill: -Effective meeting -Solving problems -Professional image -Set up objectives -Leadership -Empower -7 habits to success -Interview & selection -Negotiation More BM Skill: -Effective meeting -Solving problems -Professional image -Set up objectives -Leadership -Empower -7 habits to success -Interview & selection -Negotiation Deliver workshop 1 time/month Introduce company Compensation Career path

Conducted by Chairman, CAO, Outsource training TRAINING PLACE : HANOI, HCM, DONGNAI, CANTHO, HAIPHONG, DANANG TRAINING PROGRAM FOR RD, CRD MONTHLY CRD 2 DAYS QUARTERLY CRD RD 3 DAYS

IA SAS MODIFY AND UPDATE TO SATISFY AGENCY NEED DECORATE IT MORE ATTRACTIVE & EFFECTIVE 2. TRAINING MATERIALS CODE OF CONDUCT SM ACTIVITY TOOLS ACTIVITY DIARY BLUE CARD

TIME SCHEDULE KNOWLEDGE Compensation scheme Incentive Admin job MORNING MEETING OPP CIW FOD (on job- training) 3 months6 monthsOne yearAfter a year 3. Development for BDO