Marketing Division Stanley Chao

1 A ﹑ Performance  Premium & PFYP  Headcount  Productive Operating Result Problem What/How should we do ？？ agenda B ﹑ Strategy C ﹑ Incentive on Q2-2009

2 B ﹑ Strategy A ﹑ Performance C ﹑ Incentive in Q agenda

3 Premium(FYP) & PFYP Region 3rd WKM 1~3 WKM PremPFYPPremPFYP HCM1, (64%) 4,579 2,422 (60%) HN1,462 1,310 (108%) 8,215 4,025 (129%) Total2,505 2,260 (84%) 12,794 6,447 (90%) Million Performance Don’t attain 100% target ※ 3rd WKM PFYP is temporary

4 Performance FYP v.s. PFYP 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

5 Performance HCMC v.s. HN HN→Stable Growth ； HCMC → Fluctuate HCMC HN

6 Headcount Performance Region SM/Pre- BM/AS (Full-time) Total (includes IA) HCM233 (+12) 769 (+71) HN447 (+42) 1,593 (+171) DaNang14 (+14) 0 Total678 (+68) 2,362 (+242) ※ temporary ※ ( ) means compared with 2nd working month

7 Performance Full- time Part- time HN HCMC

8 Performance HCMC Full-time “New” & “Leave” HN Lots of AS terminate/demote to IA  Waste company resource Select Ability New Leave

9 Performance AS Attaining Quota % IA Sell 01 Policy ↑ % As can not make basic Salary →Resign (possible) HN HCMC Target-40%

10 ~Problem~ Performance On 3rd working month, PFYP down seriously because stop A02 sale PFYP Head- count Recruitment growth slowly Lots of agents are dummy

11 B ﹑ Strategy A ﹑ Performance C ﹑ Incentive in Q agenda

11 How/What should We do Point 1 Focus on C04 Point 2 Recruit More Point 3 Agents Quality Point 4 Promotion Strategy

13 Main Product Point 1:Focus on C04 Teaching Plan Advantage of C04 Examination Review daily activity Salary↑ Bonus ↑ Selling skill Action Plan Reward/Contest CIW Performance Work Happily

14Recruitment Point 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 BMHeadcount↓1035%11~2030%21~3016%31↑18% Performance bonus 0.8M1.9M2.3M3.7M Encourage SM Recruit 13~2 WKM-- Million Recruit more → salary higher Recruitment incentive Rule for SM/Pre-BM ~Expand~

15 Point 3:Agents quality More Agents Select Train Forget Training Allowance Attendance Allowance Financial support Office rent ….. Cost Set new position Branch Develop Officier(BDO)  support BM to train and manage Select ability Statistic  agents’ profile  help manager to select agent Enhance ↑Quality ↑Quality

16 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 SM(10) Promote to SM(10) More salary ( team performance bouns) 1.agents promote → lots of salary →stay company → service well 2.Continue to encourage AS to promote (fast track promotion rule) SAS ↑ attain 35% Promotion Promotion

17 B ﹑ Strategy A ﹑ Performance C ﹑ Incentive in Q agenda

18 Q2 Incentive Region(RM) ★ Recruitment Award ★ C04 sale competition ★ Regional travel subsidy ★ Recruitment Award ★ C04 sale competition ★ Regional travel subsidy Marketing Division Support Give direction & reward Region(RM) Branch(BM) Operate by themself Branch(BM) ★ 4-week performance: ★ Promotion award ★ Attaining Quota Award (40%) ★ Excellent new AS: Target Higher Performance More Recruitment Good Training

19 Recruit more Assess Strict Bad Performance↓ Demote/terminate SM/BM↑ Promote↑ Good Performance Reporter:Stanley Chao