Marketing & Training Division Cathaylife-VN Present : Eric

Review on 2008 Planning on 2009 Agenda

- Operate Guideline on Performance Report - Operate Review on 2008 Review on 年回顧

Operate Guideline on 2008 Develop Headcount Recruit BM/SM (from other insurance) & Pre-BM (no experience) Healthy structure --Top to down Good recruitment habit-SM/Pre-BM BMSM/Pre-BMASIA 1 1 BM recruite SM/Pre-BM 1 1 SM/Pre-BM 10 Recruite 10 AS 1 1 AS 3 Recruite 3 IA DailyWeeklyMothly Acquire 2 people information 2 Interview 2 candidates 13 1 AS & 3 IA

Operate Guideline on 2008 Performance FYP Daily & Monthly Report  Performance trace Incentive Rule Quickly Promotion & Strictly Assessment Activity Management 4 weekly Good Selling Habit 1st week 1 Case 2nd week 2 Million Attain Quota 3rd week4th week 1.5 time Quota

Performance Report Headcount HCMHNTotal BM549 Pre-BM SM AS Full-time848[293%] IA Total1932[305%] 13 working month on 2008

Performance Report FYP TargetFYP% HCM % HN % Total % (Million) 07~12 on 2008

Performance Report PFYP TargetPFYP% HCM % HN % Total % (Million) 07~12 on 2008

Performance Report HCM HN personal PFYP  HCM is steady growth ； HN is slowdown  HN recruit more, but quality fall AS know recruit IA to ↑ PFYP Includes IA PFYP  AS know recruit IA to ↑ PFYP  but total PFYP slowdown lots of IA low production Productivity-PFYP/AS

Performance Report Attain quota percentage-AS HCM HN Percentage of AS attain quota is too low  AS can not survive  Big Issue :How to increase AS Production

Performance Report IA- ≧ 1 case % & PFYP HCM HN Only about 20% IA have 1 case → low production  continue re-training ( Every Friday)

Performance Report Income SMASIA Top 10% Top 10% ~ 20% Other 80% (Million/month) Survival?

Operate Review on % ・Headcount 300% 150% ・PFYP 150% AS/IA Quality ↓ PFYP come from 20% Agents Big Salary Gap Assessment by Compensation scheme New AS Selection IA Re-Training Compensation Driving Behavior →understanding by examination Conclusion Attain target On 2008 Issue

Planning & Strategy on 2009

Target on Growth Rate FYP (Million) 41,956142% PFYP (Million) 37,760142% Headcount 2,477102% ※ Growth rate ： target on 2009/( performance on 2008*2)

Theme on 2009

Highly Growth New Location Productivity Incentive Incentive Management 28% Whole Market  Growth 28% [2008 Q1~Q3 VS 2007 Q1~Q3] 147% Cathaylife Growth  147% StrategyPlanning 2009

New Location Hanoi Da Nang Can Tho Ho Chi Minh Ho Chi Minh -Hanoi 2009 (planning) -Da Nang (March) -Can Tho (Sept.) Distribution North 、 Middle 、 South & Me Kong River

Expand HCM & HN Ho Chi Minh Ha Noi 2008 Q 1 & Q (still on planning) Q 5 & Q Bình Thạnh or Q Tân Bình 2008 Q Hoàn Kiếm Q Hai Bà Trưng 2009(still on planning) Q Ba Đình or Q Thanh Xuân

↑Larger Agency Team Increase BM Recruit form other Insurance company Promote from SM/Pre-BM Fast track promotion AS→SM club SM→BM club  Good experience  Set up team quickly  Assess strictly Recruit & Select more Active AS/IA

↑ How to increase Productivity Daily Activity Visit 1 new & 5 old customers AS Selecting IA Re-Training AS Attain Quota 45% →45% Good Habits Good BM Skill Good Selling Skill QuantityQuality

Incentive Rule Making incentive Rule Yearly ： Breaking Record Achievement Record Quartly ：  1st quartly, 2nd quartly…  International convention Event ： Chairman gala dinner Recruitment incentive Consist with Compensation sheme Combine with company goal Encourage agents ： Sell more policy more Income increase retention rate Pursue The Best”

Management Set up Region Manage Efficiently Support Quickly Headquarter ( Marketing Division) Region-HCM Region - HN Region - Da Nang Region - Can Tho BM … … Assessment Performance Assessment Attendance Check Supporting Skill For AS/IA Work Team→ Team Work

Healthy AS Structure 55% Motivate promotion 35% 10% Promote SM→BM Fast track promotion (AS→SAS → EAS) Reach Target More income Higher Performance Attain Quota Percentage  45%

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