1. Reporter: Eric 14.Jan.2011 14.Jan.2011

2. Agenda 1 A Performance Review of 2010 B 2011 Action Plan

3. PFYP Performance PFYP (Billion) 64.8 Target 72.1 % 90% 2

4. Headcount Performance No. of branch 44 Full-time 2,315 % Target 146% Part-time 5,757 % Target 103% 2

5. 3 PFYP PFYP trend Unit :Billion

6. 4 SM/Pre-BM

7. 5 Full-time stopped recruiting AS

8. 6 Part-Time Quarterly assessment

9. Mass Recruitment Strategy New IA IA Promote to SAS  Reducing recruitment cost  Encourage good IA promote to full time.  Reducing recruitment cost  Encourage good IA promote to full time.

10. Agent structure LevelSCASCASSEASEASSASTotal 6 WKM 1127120541690 13 WKM12513242412161798  EAS position has increased  Encourage EAS to become SM in the future

11. SM Structure LevelSESMESMSSMSMPre-BM 6 WKM 11632244 55 13 WKM0197434720  Increases SSM  Encourage SSM to BM candidate

12. Promote BM level BM levelABC 6 WKM0230 %0%6%94% 13WKM61422 %14%33%53%  In 2010, 6 BM promoted to Level A The higher the level, the better benefit

13. 2010 Set up DN & CT Region Haiphong: 11 ~ 13 WKM PFYPBranchSMSAS↑IA 1.9B33291383 10 Dongnai:5 ~ 13WKM PFYPBranchSMSAS↑IA 4.6B436133346 HP DNAI

14. Agenda 15 A Performance Review of 2010 B 2011 Action Plan

15. PFYP Target in 2011 16 7.3 B 37.6 B 65 B 200820092010 100B100B 2011

16. 1.Focus on developing 6 regions 10 HP DNAI RegionRDBM 610  1544  70 HN DN HCM CT

17. 1.1Set up independent Office Offices located in downtown Set up independent offices around downtown Easier to recruit Agents Easier service Customers Example: HCMC 8 Million population

18. 2.Continue mass recruitment IA  SAS  EAS  SEAS  CAS  SACS SM  SSM  ESM  SESM BM : Level C  B  A RD Sales Leader Agent Career Mass recruit Selecting

19. 3. Fast track promotion Key PositionPromotion EAS  SM SSM  BM BM-Level A  RD Defense recruited by other competitors  Strengthen sales leaders foundation

20. 4.Quarterly incentives 21 MDRT for 2011 Motivate agents for higher performance Q1 Q2Q3Q4 International summit(6) Thailand travel (100) 3rd Anniversary overseas travel Yearly party Plan of Quarterly Incentives Children draw 8-9 wkm RD competition TW Meeting Award

21. 5. Build up support system Agency Functions CRD, RDBMBDO  RDO  RDM Coordinate Management Planning Recruitment Manage agents Sales Morning meeting FOD OPP CIW Administration Strengthen support system

22. 6. High Income model PositionBMSMAgent Income30M15M7M PFYP BM team 300 M SM Team 100 M Promoted to CAS & Reach 12M target 99 SM team 100 M 99 Position 10 M

23. 7. Products Design attractive products 1.UL 2.Premium waiver (rider) 3.Critical disease 4.Women insurance

24. AIA/AIG 8. TV Product Advertising Artist Lan Hương Artist Trà Giang Artor Chí Trung 1.Cooperate with famous PR company to create good image. 2. Branding by famous & good image actors  Help agents to sell products easily

25. 23 expectation 2011 PFYP 100 B Target 130B130B Attain 130%!!

26. YEARLY REPORT 2010 TRAINING DEPARTMENT

27. Report 2010

28. COURSE DESIGN & MODIFY TRAIN NEW BDO PART-TIME TRAINER TEST FEE OPP & GRADUATION BLUE CARD SUPPORT NEW OFFICE DEVELOP TRAINER

29. TRAINING COURSES & RESULT HANOIHCMCANTHOHAIPHO NG DONGN AI DANANG 454418281303603676359 No OF TRAINED NEW AGENTS 9313 2010 6495 2009 43 % ↑ 2010

30. TRAINING COURSES & RESULT 2010 203 104 429 556 678 538549 801 811 869 1220 1302 1235 Lunar new year

31. TRAIN NEW BDO OUTSIDE TRAINING DURATION : 1 WEEK TRAINING CONTENT: Attitude, Team building, communication skill, coaching skill, leadership skill, activity tools, Management report etc… * WEEK 1 Join IA course 5 days * WEEK 2 * WEEK 3 RSS + DSS

32. Chief Regional Director CS Manager Sale Manager Branch Manager Agency Regional Director IA AA Staff Trainer Underwriting Premium Collection Cashier P.O.S GA Staff IT Technician Head Office Training Dept Head Office Management Head Office GA Dept IT Dept Head Office Agency Admin - - - -: Technical reporting line ____ : Administration reporting line Chief Rep. Reporting Line BDO

33. HEAD OFFICE Training Dept. CRD  Report to MOF  Design Training material  Administration  Monthly Training Course  Follow training regulation  Administration Reporting Line

34. CAREER PATH FOR BDO, TRAINER BDO →TRAINER RDO→RDMBM RD CRD

35. PART-TIME TRAINER 2 weeks ASSESS MENT & CERTIF ICATE

36. Last day of the training program 13:30 – 15:30 Attendants : new agts, BM, SM, Pre-BM, AT and BDO OPP Once a month, on Friday of first week of next month Receive a handbag with Cathay logo if reaching 3.5 mil PFYP/ first week or 5 mil PFYP / 2 Weeks GRADUATION CEREMONY FIRST GOLDEN MONTH PROJECT FOR NEW IA Push new agts for sales, motivation, build relationship, promotion program …etc

37. Update Law rules for IA course RSS and DSS in 2 days ‘s time Design new program for SAS Design trainer notebook MODIFY TRAINING MATERIALS Professionalism and meeting MOF requirements

38. DEVELOP TRAINER Coaching and rehearsal Annual meeting of trainers Join agency meeting + other activities Outsource training course

39. Plan 2011

40. 1.Plan 2011 Improve skill, knowledge, higher productivity and loyal agents Get the right agents on Cathay bus IA course conducted by Part-time trainer, BDO EAS  SM course Conducted by experienced trainer RSS + DSS + WS.. Promotion programs for IA organized by Marketing dept. Agency

41. Training Programs for Agent Insurance knowledge & Sale skill Insurance knowledge & Sale skill More sales skills : - Customer care - Questioning skill - Setting up Objective -Activity tools More sales skills : - Customer care - Questioning skill - Setting up Objective -Activity tools Field training : conducted by trainer, BDO Product features Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution Field training : conducted by trainer, BDO Product features Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution PA & FFC 5 DAYS PFC in agency site WORKSHOP

42. Training Programs for SM PA & FFC 5 DAYS PA & FFC 5 DAYS RSS WORKSHOP More leadership skills: Presentation Training AG Time management Motivation Communication Leadership More leadership skills: Presentation Training AG Time management Motivation Communication Leadership DSS Insurance knowledge & Sale skill Insurance knowledge & Sale skill Recruiting skill Recruiting skill Coaching skill Coaching skill

43. Training Programs for BM Training Programs for BM Orientation BM MEETING WORKSHOP More BM Skill: -Effective meeting -Solving problems -Professional image -Set up objectives -Leadership -Empower -7 habits to success -Interview & selection -Negotiation More BM Skill: -Effective meeting -Solving problems -Professional image -Set up objectives -Leadership -Empower -7 habits to success -Interview & selection -Negotiation Deliver workshop 1 time/month Introduce company Compensation Career path

44. Conducted by Chairman, CAO, Outsource training TRAINING PLACE : HANOI, HCM, DONGNAI, CANTHO, HAIPHONG, DANANG TRAINING PROGRAM FOR RD, CRD MONTHLY CRD 2 DAYS QUARTERLY CRD RD 3 DAYS

45. IA SAS MODIFY AND UPDATE TO SATISFY AGENCY NEED DECORATE IT MORE ATTRACTIVE & EFFECTIVE 2. TRAINING MATERIALS CODE OF CONDUCT SM ACTIVITY TOOLS ACTIVITY DIARY BLUE CARD

46. TIME SCHEDULE KNOWLEDGE Compensation scheme Incentive Admin job MORNING MEETING OPP CIW FOD (on job- training) 3 months6 monthsOne yearAfter a year 3. Development for BDO