Marketing & Training Division Reported by TRƯƠNG QUẾ HƯƠNG

MarketingDepartment

1 I Performance Introduction Agenda II II Q4 Incentives

PERFORMANCE INTRODUCTION Premium & PFYP 9th WKM 2010(1~9) PremPFYPPremPFYP Total (Billion) (70%) (56%) 28% growth rate than 8th WKM

3 PFYP Trend PERFORMANCE INTRODUCTION

5 Headcount Trend PERFORMANCE INTRODUCTION Part time Full time 5,410 TOTAL

PERFORMANCE INTRODUCTION Recruitment and Promote PROMOTED  SAS New IA

FIRST MONTH IA 1 POLICY RATIO

PERFORMANCE INTRODUCTION Average Productivity (M) Target 5mil Target 5mil

INCREASE SM PERSONAL SALES Target 60% Target 60%

CONCLUSION PFYP grows strongly (increases 28%) due to the end of Q3 Singapore trip. Full time productivity also improve a lot. First month IA production is becoming stable. SM personal sale is becoming better, so we continue to encourage SM to improve their personal sales. PFYP grows strongly (increases 28%) due to the end of Q3 Singapore trip. Full time productivity also improve a lot. First month IA production is becoming stable. SM personal sale is becoming better, so we continue to encourage SM to improve their personal sales. PFYP Head- count We continue to recruit more new agents and have a lots of promoted agents in 9 th WKM

1 II II AGENDA Q4 INCENTIVE

1)Fast-track promotion bonus 2)Recruitment bonus 2.1. Increase income “Sôi động mùa tuyển dụng cùng Cathay” “RECRUIT MORE, EARN MORE” 2.2. Lucky draw

SM PRODUCTION MODEL SM production (including personal sales) Personal sales Recruit/ month Bonus/ month (VND) 50MPFYP8M PFYP2 Active IA* NEW IA ACTIVE RATIO WKM10WKM11WKM12WKM New IA≥15 Active ratio35%38%40% Bonus for BM

Training Department Training Department

OUTLINE THIS MONTH ACTIVITIES NEXT MONTH PLAN

THIS MONTH ACTIVITIES CONDUCT BASIC TRAINING COURSES CHECKING BLUE CARD ( CUSTOMER CARD) TRAIN BDO TO BE PART-TIME TRAINERS COACHING NEW TRAINERS SHOOTING FILMS ABOUT TOP SALES

THIS MONTH ACTIVITIES

THIS MONTH ACTIVITIES

SHOOT FILM ON TOP SALES NGUYEN THI HUONG TUYEN mil PFYP

CHECKING BLUE CARD THURSDAY 1 ST Working Week 3rd Working Week Thẻ thông tin khách hàng NgàyTháng Năm Đại lý: Họ tên Tên : Nam Nữ Ngày sinh: Số CMND: Nữ Đơn vị công tác Nghề nghiệp: Hoàn cảnh sống Chỗ ở (Cao cấp, bình thường, tự có, thuê mướn) chung cư, nhà của công ty Nơi khác ( ) Chức vụ Quê quán Địa chỉ- Số đt Người thân Họ tên Bí danhNgày sinh Số CMNDQuá trình quen biết Qua bạn bè, người thân, khách hàng, giới thiệu, tự làm quen, khác ( ) Sở thích, sở trường… Tình trạng hợp đồng Công tyNgười được bảo hiểm Năm bảo hiểm Thời gian bảo hiểm Số tiền bảo hiểm Phí bảo hiểmThông tin về Vợ/ chồng Hiện đang đi làm? CóKhông Có mong muốn tìm công việc hay không? CóKhông

BDO/SM/ PRE-BM TRAINER THIS MONTH ACTIVITIES

Train The Trainers

NEXT MONTH PLAN COACHING FOR NEW TRAINERS JOIN AGENCY MEETING BASIC COURSES & ADVANCED COURSES SHOOT FILM ABOUT THE WHOLE TRAINING PROGRAM PA & FFC FILM ABOUT TOP SALE AGENTS FOR MOTIVATION IN AGENCY SUPPORT HAI PHONG OFFICE