L/O/G/O

ReporterReporter: William Liao: William Liao

2013/01/252013/01/25

Training

Marketing

Planning

Contents

Business situation1

2

3 Others projects

How to increase activity

PFYP performance

1. From 2012 July performance become stable

2. Q4 performance has a little bit grow in comparison with Q3

control ! It is good sign for insurer

Time Target PFYP2012 / 13 10,445 2,748 (26%)

2012/ 01-13 124,015 43,942 (35%)

Headcount performance

Time Full time Part time2012/ 13 414(8%) 4556(92%)

1. Q4 is fewer in agent number

2. Quantity (headcount) ≠ Quality (performance)

PFYP

Q4 Performance

Headcount 10 11 12 13

Full-time 377 401 392 414

Part-time 4,088 4,256 4,484 4,553

1. Part time agent keep growing but performance keep changing

2. Performance of full time agent continue to increase

Why？

Fulltime v.s. Parttime

High professional High service

High productivity

Training

Activity Management

►Target: Enhance activity

Strengthen again New compensation scheme

Contents

Business situation1

2

3

How to increase activity

Others projects

Morning meetingMorning meeting

Step by Step

Opportunity of visit customer

Increase confidence& Basic incomeMedia toolsMedia tools

Start from 1 caseStart from 1 caseVirtuous circle Virtuous circle

How to increase activity

Well Education

Incentive program

CATHAY TRAINING VIDEO (CTV)

TW

Viet-nam

Year-endparty

Model Staff

Sale Tips

ServiceStory Recruitment

Skills

Provide morning meeting material

CTVCTV

E-LEARNING

Learning after morning meeting

Marketing data - Morning meeting Schedule- DM

VIDEO-add 7 education video

Keep Improvement

Feedback -Survey about video clip & prepare gift for agent

Children’s dayNew yearNew year 5th year anniversary

Year end activity

Q1 Q2 Q3 Q4

• Give New Year Greeting

• PR gift

•Li xi packet

• Prepare paper painting & Colored

Pencils•Organize children’s

day small party• Give scholarship for

poor pupil

• Organize company

Anniversary

• PR gift

• Christmas card

Opportunity of festival

Li xi packet

New Year Greeting

Media tools

CONTENT 1. Cathay Knowledge2. Life/ Healthy knowledge3. Everyday’s delicious food

SCHEDULE 1 per month1 per month

“HAPPINESS EVERYDAY” JOURNAL

PR Gift

cup pad Key ChainMagic towel

Name card Wallet bag

Gift with LOGO

Increase chance to meeting customer

Supporting product

simplesimple

cheapcheap

short short timetime

A07 Have no moneyjust 30k/day only

Payment time so longjust pay in 5 years

Not easy to understandsimple: 3 major benefit

To solve some reject reasons of customers

Promotion1.Policy prize:1.Policy prize: PRPR GIFT/per 2 cases, PR GIFT set/per 20 casesGIFT/per 2 cases, PR GIFT set/per 20 cases2.Assessment (New scheme)2.Assessment (New scheme) ：：　　 2 A07 = 1 normal case2 A07 = 1 normal case 　　3.Premium collecting(New scheme)3.Premium collecting(New scheme) ：： Renewal premium 10k/caseRenewal premium 10k/case

Excellent Sales Club

New Year Activity

2012/12/27 – 2013/1/9 2 Couplets / per 5M PFYP

2013/1/10 – 2013/1/30 1 Couplets / per 5M PFYP

PFYP Reward

20M Special licence 、 Badge

30M +Cathay golden pen 、 Namecard box

60M + 1M 、 Briefcase

2013Q1 Incentive program

Object: All of agent

Time: 1~3 wkm

Rider code: R01, R02, R03,R05, R06

Rider promotion

Content OriginalPromotion

period

FYC 15% 18%

PFYP 40% 100%

R01&R0R01&R033

R01&R03 attached rate decreased comparing to 12th wkm, but still >50% Most branch had improvement except HP HP’s attached rate was unstable

Rider promotion

Branch HCM HN DN CT Dnai HP Total

Attached rate

2012.13 50.0% 44.3% 28.2% 31.6% 66.3% 29.7% 51.3%

2012.12 60.9% 51.6% 15.6% 25.0% 72.4% 75.0% 59.1%

2012.11 77.1% 45.1% 22.0% 36.7% 44.3% 25.0% 44.6%

2012.10 55.6% 38.7% 8.3% 33.3% 51.3% 100.0% 46.6%

2012.9 57.9% 43.1% 13.3% 18.2% 48.2% 37.5% 43.5%

2012.8 68.4% 39.6% 15.2% 25.9% 47.8% 78.6% 45.6%

All All RidersRiders

Branch HCM HN DN CT Dnai HP Total

Attached rate

2012.13 73.5% 73.4% 48.7% 52.6% 77.2% 75.7% 72.2%

2012.12 76.1% 77.4% 62.2% 35.7% 84.9% 75.0% 77.0%

2012.11 89.6% 72.5% 46.0% 50.0% 55.7% 50.0% 60.4%

2012.10 79.4% 67.7% 50.0% 50.0% 64.7% 100.0% 66.3%

2012.9 73.7% 72.2% 70.0% 27.3% 67.5% 68.8% 68.2%

2012.8 71.1% 70.3% 52.2% 37.0% 69.8% 85.7% 66.7%

Riders attached rate decreased but maintained high rate (>70%) Most branch had improvement except DN 、 HP

Rider promotion

Contents

Business situation1

2

3

How to increase activity

Others projects

Excellent executive will Excellent executive will support agent sell wellsupport agent sell well

Executive training

plan

Develop concept & skill

2. UM (Unit Manager)

1/7~1/18(2 weeks)

1.CRD

12/24~12/28(1 week)

Shorten underwriting process

Auto-issue systemAuto-issue system

Adjust CS system so customer

documents can pass to UW

earlier

Improve efficiency Improve efficiency of transportationof transportationAdjust system Adjust system

Simple & need without manual handling cases will be done by

auto-issue system

Select the most suitable portage base on location

and time