Reporter:Jojo Yeh 2012/ 06 /29

1 B Q3 INCENTIVE C Training Report Performance Review A

TimeTargetPFYP 2012 / 06 8,100 4, / ,790 26,374

No. of branch Full-time2,612 % Target50% Part-time8,702 % Target111% 3

BMSMEAS↑SASIA 13/ ,66711,956 06/ ,0138,702 Difference ,654-3,254 4 All headcount are decline.

5 C Training Report Performance Review A B Q3 INCENTIVE

Competition Effective Agent Personal Performance Steady Developing 6

7 In order to create a pleasant working environment and strengthen the communication of the agent. 1 To strengthen the sales performance 2

Subsidize Expenses Standard: SAS↑ Personal sale≥ 5M  500,000/person CRD/RD/TWC/BM/BDO: 300,000/person 8 StandardFYC(*)VNĐPFYP(*)VNĐReward Basic of the Table258,492,300516,984,600  40M VNĐ  Company paid the annual membership fee (550 USD)  MDRT membership card (2 box) Court of the Table775,476,9001,550,953,800 Top of the Table1,550,953,8003,101,907,600 Also need to cumulative 6 months 13wkms persistency≥ 45% OBJECTSAS↑SM↑BMRDCRD Travel Reward Standard Include IA Personal Include Sub-unit Mother unit Subordinate Winner Optional 1 county in Southeast Asia (10M) Taiwan or South Korea , Japan or Australia1, ,2001, Also need to cumulative 6 months 13 wkms persistency ≥ 38%

9 Through the promote way of honor and bonuses. To upgrade agent’s personal sale. To develop an effective organization Since 7wkm, SAS will not have the qualification of Recruiting 1 Create a professional sale habits and strive to become a super star member (PFYP at least ≥30M a quarterly). 2 Personal sale can improve the agent’s salary and retention 3

10 Membership Standard Personal PFYP / quarter Reward / quarter Silver30 MSilver membership identification card Gold50 M Gold membership identification cards + specially designed card(1 box) + bonus 2M StandardRanking RewardValue 1. Top 10 Personal sale Accumulated PFYP ≥30M 2. Top 10 UL sale Sale Policy ≥ 2 1 Phone Card 5,000,000 2～32～3 2,000,000 4～64～6 1,000,000 7 ～ 10500,000

Implement PFC courses Follow Training Department standards, two hours a day total 5 days, 10 lessons. 2 Each month, SM at least promote one IA to SAS. If SM don’t promote one SAS per wkm, CRD should hold the critique meeting

12 B Q3 INCENTIVE Performance Review A C Training Report

1 IA course statistic 2 Revise PFC Courses 3 Training Management System 4 Revise Agent Tools 13 The Purpose is to survey the recruit Situation of IA.

Region Office MayJune CT32 DN22 DNAI54 HN42 HP12 HCM44 Total Focus on IA quality Selection

Region Province MayJune CT00 DN31 DNAI11 HN51 HP21 HCM21 Total135 IA from provinces are mostly <30 To avoid waste cost  advice once every two months 15

MonthRegisterJoined TestQualify IA April May1772↓766↑703↑ 16

From RegionPass Percentage (%) CT10715% DN8813% DNAI10715% HN22632% HP8712% HCM8813% Total703 17

1 IA course statistic 2 Revise PFC Courses 3 Training Management System 4 Revise Agent Tools 18

09/6/2012 Purpose: 1.To improve sales skills of our Agents 2.To develop training skills of BDOs/ SM 3.To make sure that our training Legal Compliance follows Vietnam Insurance Law 23/6/2012 Step 1: Composing New PFC_ Draft Version Step 2: Sending & Collecting their Feedback from ATD Centers Step 3: Coposing New PFC_Final Version Step 4: Launching PFC_Final Version 16/7/

PFC Cards (Storage: ATD Dept) 1.Agents will receive PFC cards when finishing IA courses 2.When promote to position of EAS, agent requires to fulfill PFC card PFC Cards (Storage: ATD Dept) 1.Agents will receive PFC cards when finishing IA courses 2.When promote to position of EAS, agent requires to fulfill PFC card 20

1 IA course statistic 2 Revise PFC Courses 3 Training Management System 4 Revise Agent Tools 21

06/6/201218/6/2012 Step 1: Meeting Training, IT, AA, Audit Step 2: Compose Process Draft_version Step 3: Request for approval of Relevant Directors Step 4: Sending request for IT 26/6/2012 Purpose: 1.To fix IA course management problems 2.To make sure that our training Legal Compliance follows Vietnam Insurance Law 22

1 IA course statistic 2 Revise PFC Courses 3 Training Management System 4 Revise Agent Tools 23

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Policyholders card CI card 25

PFC (Step 3.)Sales tools (cont.)New Sales Skills CourseSales ManualTraining Management System (cont.) 26