1. 1 MONTHLY REPORT July, 2011 July, 2011 Planning Division Howard Wang 29 July. 2011

2. 2  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

3. 3 Market News  Despite economic difficulties, Vietnam’s insurance market still surged 20.3% in the first half of the year against the same period in 2010.  The 15.9% growth rate of life insurance in H1 this year was higher than the rate of 14.4% in the same period last year.  Despite economic difficulties, Vietnam’s insurance market still surged 20.3% in the first half of the year against the same period in 2010.  The 15.9% growth rate of life insurance in H1 this year was higher than the rate of 14.4% in the same period last year. Vietnam insurance grows 20.3% to June

4. 4 Market News  Manulife Vietnam has opened the second GA in Hai Phone in the middle of July, since then they confirmed to providing the best service and most conveniences to customers. Manulife Vietnam has opened the 2nd GA in HP

5. 5  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

6. 6 Persistency by Month Analysis of Persistency  Persistency is decreasing.  Surrender is higher.

7. 7 Persistency by Branch Analysis of Persistency  Persistency of DN is increasing.

8. 8 Persistency by Branch  Suspension rate of HCMC is higher.  Surrender rate of HN is higher. Analysis of Persistency

9. 9 Persistency by Branch  Suspension rate of DN and CT is higher. Analysis of Persistency

10. 10  There is a surrender value after 2 policy years for new products from 2011  Efficiency bonus is already related to persistency  In the future, promotion, assessment, incentives and GA system will connected with persistency ◆ Suspension: 1. Know the reason why customer let his policy be suspended 2. Persuade customer to reinstate ◆ Surrender: 1. Demand analysis of customer Analysis of Persistency

11. 11  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

12. 12 Persistency VS. Prem. Collecting Efficiency of 60 days Persistency VS. Prem. Collecting Efficiency  Persistency and New case efficiency are closed New case efficiency is leading target of persistency

13. 13 Persistency VS. Prem. Collecting Efficiency  Having Policy Owner Convention to increase willingness to pay the premium  To establish Service Agent System to enhance premium collection from other provinces  Having Auto Pay Promotion Plan to increase prem. collecting efficiency ◆ In the future, improving prem. collecting efficiency of new case to increase persistency

14. 14  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

15. 15 Auto Pay Promotion Plan ◆ Purpose: 1. Used to develop a transfer to the agents, company will focus on the new contracts first 2. To clarify the concept of agency side by education guidance in the beginning Incentive plan of Customer and Collector (new + old cases)-Premium Dept. Regional incentive 10~11 WKM Education Guidance-CS May Step. Aug. Oct. Nov. June July Time Interval Plan

16. 16  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

17. 17 General Agency System ◆ Reason: 1. It is vast in area in each province of Vietnam and is difficult to provide service with inconveniency transportation 2. It is easier than setting up a branch to expand business ◆ Consideration: 1. GA director : Management experience, Performance and Personal connection relations 2. Location : Potential area, Saturation of office used and Strategy developing region Successful factors Good Person + Good Place

18. 18 General Agency System HN DN DNaHCM HP CT  Annual plan of company and development of each branch  Annual plan of company and development of each branch  BM can apply for GA, but it will be assessed by head office and branches  BM can apply for GA, but it will be assessed by head office and branches  Branch may recommend a suitable candidate and potential places for consideration of an overall assessment of head office  Branch may recommend a suitable candidate and potential places for consideration of an overall assessment of head office  Regular annual assessment of organization and plan, to determine the new number and location of GA  Regular annual assessment of organization and plan, to determine the new number and location of GA

19. 19  Market information updated  Analysis of Persistency  Persistency VS. Premium Collecting Efficiency  Auto Pay Promotion Plan  General Agency System  2011 Promotion Campaign Engaged Project This Month

20. 20 2011 Promotion Campaign  FP≥6M  at least one rider  every 2M more, 1 more chance  every 1 rider more, 1 more chance FP  + riders Purchase more, more chances Campaign period: 2011/6/16~2011/8/10 (7 th ~8 th working month of 2011) Happy Anniversary

21. 21 2011 Promotion Campaign Branch Total Policy Drawing number % of reach standard Drawing times Agent number (7WKM) Times/ Agent HCM19258  30.2% 2451,6740.15 HN843597.0%1615,8150.03 DN742325.0%683120.22 CT186249.4%731,4810.05 DNAI365  88 21.0%  270 847  0.32 HP1905015.7%1321,4380.09 Total1,85036613.8%1,15811,5670.10

22. 22  New Product Designs  Review Agent System  2011 Promotion Campaign Planning Project Next Month

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