1. Reporter: Marketing Division Marketing Division Eric Eric 25.12.2009 25.12.2009

2. Agenda 1 A Performance Review of 2009 B Summary of 2009 C Prospect of 2010

3. Performance 2008 (7~13) 2009 (1~12) Diff. PFYP (Billion)7.334.026.7(365%) No. of branch102010(100%) Full-time8161768952(116%) Part-time108136572576(238%) 2

4. 3 PFYP PFYP trend 2009 2008 Unit :Billion

5. 4 SM/Pre-BM SM/Pre-BM trend(managers) 2009 2008 112223 Beginning: 112 → Now : 223

6. 5 Full-time Full-time agents trend (AS↑) 2009 2008 7371545 Beginning: 737 → Now : 1545

7. 6 Part-Time Part-Time agents trend (IA) 2009 2008 14563657 Beginning: 1456 → Now : 3657

8. % of Attaining Quota 7 AS/SASEASSEASCAS 3.5M5M8M12M Quota monthly Make basic bonus ( 1.4M↑) 20082009 AS17%21% SAS ↑29%25% SM/Pre-BM don’t sell Agents ability don’t increase Warning

9. Agenda 8 A Performance Review of 2009 B Summary of 2009 C Prospect of 2010

10. Summary of 2009 9 Set up Da-Nang & Can Tho successfully Reduce sales expense Encourage Agents to promote Set up BDO position  Productive of agents is lower than 2008

11. Set up DN & CT Region DN: 05 WKM ~ 12 WKM PFYPBranchSM/ PreBM AS↑IA 3 B321125366 10 CT:11 WKM ~ 12 WKM PFYPBranchSM/ PreBM AS↑IA 0.8 B325164262

12. Reduce sales expense 11 ※ Revise some rule → Reduce sales expense → Cost is related to Performance Performance ↑ & Cost ↓ Old rule New rule SM financial Fix salary: 5M,4M,3M,2MBased on PFYP : 0M~5M Pre-BM financial Fix salary: 8M,7M,6M,5M Fix salary: 6M,4.5M,4M,1.5M Name card(tag) Cathay logo tree All AS&IA get 1 PFYP>=3.5M get 1

13. Encourage agents to promote 12 2008 2009 SASEASSEASCAS 22 301 128 4 28 5 % of SAS ↑ 20088% 200929% Diff.+279+124+28+5

14. Lower productive 13 2.2M 2.0M 3.8M 3.5M 2009200820082009 AS SAS↑ Quality BM care Quantity more than Quality

15. BDO Position 14 Recruit Sales Manage Training Manage Training BDO support BM to enhance This function BDO Learn from BM

16. Agenda 15 A Performance Review of 2009 B Summary of 2009 C Prospect of 2010

17. PFYP Target in 2010 16 0.5B0.5B 37.8B37.8B 72.1B72.1B ↑91% High Growth 200820092010

18. Plan in 2010 17 Devolop HCMC/HN deeply Set up new Region Adopt new Compensation Rule Encourage by incentive Rule Bancaassurance

19. Develop HCMC & HN deeply 18 Importance of HCMC & HN  Potential population  High contribution  HCM: 8 M ; HN: 6M  60% of total FYP in other insurance Co. Set up new Region office HCM HCM-1HCM-2 Recruit new one HN HN-2HN-1HN-3 Promoet

20. Continue to Set up New Region 19 ※ 2nd city of North Vietnam ※ Expect 10- 2010 Hai Phong ※ Support Binh Duong & Vung Dau ※ Expect 05- 2010 Dong Nai HN DN HCM CT

21. Adapt new compensation Rule 20 Cancel AS position Score → FYC AS IA SASEAS Ⅹ … Want to be full-time agents? starting from IA ( 3 cases, 10.5M) Future Avoid waste of company resources fulltime agent headcount is TRUE FYC(21%) Score bonus Complicate d FYC (20 years~40%) Create aggressive strategy  compete with others Easy to explain  easy to recruit

22. Encourage by incentive 21 Also Apply Activity Fund to RD Hold parties, activities & design awards Q1 Q2Q3Q4 International summit Regional gala dinner 2nd Anniversary Go abroad for travel Higher target incentive Yearly party Plan of Quarterly Incentives

23. Bancassurance 22 2% ★ only 2% of premium is from bancassurance For occupy market earlier increase new channel higher reputation develop bancassurance  develop bancassurance Market Investigation Corporation Bank Product IVB ★ IVB Bank (1st selection) → Set up model →Copy to other banks ★ mortgage insurance ★ Short-term endowment 25.01.2010 Start (Plan)

24. 23 Vision 0% 35% New Policy Market Share Prudential31.3% Bao Viet 26.0% Manulife11.0% AIA9.9% ACE9.5% Daiichi7.6% Cathay1.7% Prevoir1.7% Korea1.0% GreatEasten0.3% 3 rd Quarter of 2009 Catch up Dai-chi

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