1. MarketingDivision Marketing Planning Dept. Stanley Chao

2. 1 A Performance Introduction B Strategy for recruitment in 2010 Agenda

3. Performance introduction Premium & PFYP 2nd WKM 2010(1~2) PremPFYPPremPFYP Total (Billion) 2.67 2.00 (37%) 6.92 5.30 (50%) ( ) is percentage of Vietnamese Target  Compared with 2nd WKM in 2009, decrease 0.53Billion or 21%  Compared with 1st~2nd WKM in 2009, increase 1.11Billion or 27%

4. 3 4.8B 3.3B 2.5B 3.6B 2.0B PFYP Trend Performance introduction 1.Lots of new rule are applied starting from 2010 2.Lunar new year effect

5. Headcount Pre-BM SM Full-Time agents Total CASSEASEASSAS AS Total 2412321274079391748 4958 Part-Time agents(IA): 3210 Total Agents: 4958 4 568 SAS↑ Performance introduction

6. 5 Headcount Trend Part-Time Full-Time SM/Pre-BM Performance introduction

7. Productive 4 Performance introduction 1~13 WKM 2009 1 WKM 2010 2 WKM 2010 Attain Quota % Avg. PFYP 24%21%11% 2.0 M 1.8M 1.1M Full-time agents part-time agents Avg. PFYP0.5M0.3M0.2M Agents are unstable Productive

8. 1 A Performance Introduction B Agenda Strategy for recruitment in 2010

9. Terminate No production IA Terminate No production IA Lower New agents Lower New agents Headcountdecline Headcountdecline ※ Starting from 2010, Headcount decline 13 th 20091 st 2010 SM246248 Full-Time1,8371,571 Part-Time4,0643,047 Warning Warning Headcount decline !!!

10. 3 Terminate no production IA → Release over benefit for IA request AS’s Personal PFYP Revise Compensation Rule → AS don’t want to Use IA headcount to sell Termination → no production IA can not survive → Termination WKM4 th 7 th 10 th 1st-2010 Terminate4764515091,435 decline reason-1

11. 3 Lower New Agents Change Compensation Rule Lunar New Year Effect Cancel 1M Attractive tool ↓ → training allowance is based PFYP for others → Cancel New AS in HCM/HN New agents Trend (AS+IA) decline reason-2

12. 20 Revise Recruitment Tactic Encourage agents promoting to SM Encourage SM/Pre-BM promoting to BM Divide BM into A/B/C Level Action Plan Set up new region in HCM/HN

13. 20 Action Plan-1 Set up new region in HCM/HN Simon Simon Nguyễn Hoàng Chương Chương Charlie Mingzen Nguyễn Hồng Kỷ Kỷ Chu Thị Kim Anh Josh Josh

14. 20 讓顧客達到滿足 Revise Recruitment Tactic Recruiter New agent What benefit new agents can get ?? Care about quantity, ignore quality. New agent Recruiter What benefit if they recruit ?? Vision:Promote SM/BM/RD Care “Active”agents 2008 2009 2010 Marketing planning design new recruitment Material and DM to support RD/BM Action Plan-2

15. 20 讓顧客達到滿足 ↑ ↑ Agent Desire Encourage agents promoting to SM  Introduce SM’s advantage/Benefit EX: 2 Kinds of Salary ( agent & Team) More Stable Career  Training Course for Pre-SM Learn skill about recruiting and training ( planed: 240 agents join→ 120 promote to SM) Action Plan-3

16. 20 讓顧客達到滿足 Encourage SM/Pre-BM promoting to BM Recruited Experience BM & Promotion From SM Source of BM in 2010 Select Excellent SM/Pre-BM  Join to-be-BM Training Course ( planed: 40 SM join→ 15 SM promote to BM) Fast BM promotion rule( short-term)  Let SM promote quickly Promote & recruit  Target: Totally there are 50 BM in 2010 Action Plan-4

17. 20 讓顧客達到滿足 能夠將商品做搭配協調 Revise Divide BM into A/B/C Level Level Benefit/Honor CC BB AA BM can keep on to develop Bigger and Bigger Action Plan-5

18. 20 讓顧客達到滿足 能夠將商品做搭配協調 Revise Goal-2010

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