ReporterReporter: Van Hoang: Van Hoang July.2011July.2011

Agenda

1

AA Performance Review

CC Training Report

BB News Update

PERFORMANCE PERFORMANCE INTRODUCTIONINTRODUCTION

PFYP7th -2011 WKM

PFYP % target

11,730 M 148%

YTD-2011

PFYP (M) TARGET (M)

% target

62,360 47,400 132%

4,5533,5723,048

3,258

1,804

3,2993,608

11,730

8,5918,386

5,577

9,17911,416

-

2,000

4,000

6,000

8,000

10,000

12,000

14,000

13 1 2 3 4 5 6 7

3

PFYPPFYP trendtrend

Unit :Million

20102010

20112011

YTD P = 62,360 M

257%

5

Full-time (Agent + SM)Full-time (Agent + SM)

stopped recruiting AS1,473

1,560

1,117902

984863842

664

2,332 2,355

1,8911,852

1,026

717 781

464 541

300

500

700

900

1,100

1,300

1,500

1,700

1,900

2,100

2,300

2,500

5 6 7 8 9 10 11 12 13 1 2 3 4 5 6 7

SASSAS

EAS↑EAS↑

Headcount grows strongly

4,202

2,936

3,857

6,133

6,076

3,051

6,165

3,754

3,263

5,189

5,757

5,196

4,532

2,575

3,663

5,034

5,198

3,112

2000

3000

4000

5000

6000

7000

2 3 4 5 6 7 8 9 10 11 12 13 1 2 3 4 5 6 7

6

Part-Time agentPart-Time agent

Quarterly assessment

301360

579

417

328

207

427455 476

529

154192

244 238

309

237

169127114122112124

1248571

18 26 4161

154

0

100

200

300

400

500

600

700

6 7 8 9 10 11 12 13 1 2 3 4 5 6 7

Promote to SAS Promote to EAS

Promotion

New IA > 1 policy ratio

971

375

1,148

1,335

1906

1,228

1,133

29%

34% 34%35%

31%31%34%

0

500

1,000

1,500

2,000

2,500

01-11 02-11 03-11 04-11 05-11 06-11 07-110%

5%

10%

15%

20%

25%

30%

35%

40%

Headcount

>= 1 policy

QII- 2011 DEMOTION ASSESSMENT

13 13

513 558

17 17

3810 3937

1155 1214

66 81 237 25058 65

0

500

1000

1500

2000

2500

3000

3500

4000

CAS EAS ESM IA SAS SEAS SM SSM

Un-Pass

Assess Headcout

The unqualifed agentso high

QII- 2011 DEMOTION ASSESSMENT

8 13232

513

11 17

880

3810

424

1155

26 66 113237

37 58

0

500

1000

1500

2000

2500

3000

3500

4000

CAS EAS ESM IA SAS SEAS SM SSM

Keep

Un-Pass

KEEP POSTION CHART

CONCLUSIONCONCLUSION

•PFYP maintain high level.

•Productivity of new IA went downs but new

recruit IA increased.

PFYP

Head-count

• After assessment, Head count drops slightly

• Promotion SAS & EAS continues increasing

Agenda

1

AA Performance Review

CC Training Report

BB News Update

Q3 Incentives for PFYP

Q2 4~6 WKM Q3: 7~9 WKM

Malaysia Position Standard

CRD invitation

RD 6 qualifiers in region

BMLevel A: 2.4BLevel B: 1.8BLevel C: 1.2B

SSM↑ 600M

EAS↑Total 200M (personal PFYP >=100M)

Malaysia Trip

Region Name % Success Level

HANOI Đỗ Trường An 314% BM

DONGNAI Trần Đức Hạnh 234% BM

HANOI Nguyễn Văn Thảo 213% BM

DONGNAI Võ Duy Phương 184% BM

HANOI Nguyễn Văn Hiếu 150% BM

HANOI Phạm Quang Khánh 133% BM

HANOI Nguyễn Văn Tôn 127% BM

HAIPHONG Nguyễn Thị Bi 107% BM

HANOI Nguyễn Thị Minh Thúy 102% BM

HANOI Đào Thị Hiền 141% SSM

HANOI Vũ Xuân Chiến 141% SSM

HANOI Nguyễn Quốc Khánh 113% SSM

FAST TRACK BM

Range SM PFYP BM PFYPLower

productivityNot pass

assessment

<100M 79.9 109.0 38% 75%

100~140M 124.1 123.1 33% 67%

>140M 232.5 414.9 22% 0%

Total 155.2 248.8 30% 40%

BM promotion review (201010 – 201106):BM promotion review (201010 – 201106):

BM fast track promotion SuggestionBM fast track promotion Suggestion

PFYP

>= 140mil

PFYP

>= 140mil

4 direct SM from IA

4 direct SM from IA

Agenda

1

CC Training Report

ONLINE TEST RESULTONLINE TEST RESULT

Region Course  Trainee Fail PassedFail

Ratio

HN IA-HAN-DC-04072011 77 5 72 6%

HN IA-HAN-DC-18072011 61 10 51 16%

HCM IA-HCM-D-215 21 1 20 5%

HCM IA-HCM-D-217 46 6 40 13%

INCREASE TRAINING QUALITYINCREASE TRAINING QUALITY

1. IMPROVE KASH- Knowledge - Attitude- Skill- Habit2. ASSESMENT- KASH- Professional image

1. TRAINING PROGRAM

- Agency- Sales manager- BM2. MARKET- Measure the

change of market

1. DEVELOP BDO- Stage 2nd of FFM- Apply skills into

field work2. SHARE EXPERIENCE- FOD- Manage PFC

implementation

GOOD TRAINER GOOD TRAINING PROGRAM

COACHING PFC

GOOD COMPETENCES OF AGENTGOOD COMPETENCES OF AGENT

TRAINING PROGRAMS FOR NEW AGENTTRAINING PROGRAMS FOR NEW AGENT

NEW AGENT

PA & FFC

5 DAYS

PFC WORKSHOP

- Sales skills- Communication - Presentation- Questioning skill- Handling objection -…

- Product features- Sales skill

-Prospecting-Making appointment-Handling objections-Fact finding-Presenting solution

DEVELOPING TRAINERDEVELOPING TRAINERDEVELOPING TRAINERDEVELOPING TRAINER

NEW NEW TRAINERTRAINER

PA & FFCPA & FFC

DSS & RSSDSS & RSS

RSS & DSSRSS & DSS

Train For SM Train For SM

Train For BMTrain For BM

EXPERIENCE TRAINER

SELF-DEVELOPINGSELF-DEVELOPING

COACHINGCOACHING

TEAM WORKTEAM WORK

CONDUCTINGCONDUCTING