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MONTHLY REPORT May, MONTHLY REPORT May, 20092009

MONTHLY REPORT May, MONTHLY REPORT May, 20092009-Marketing Dept.--Marketing Dept.--Marketing Dept.--Marketing Dept.-

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Agenda

I. Performance of the 5th WKM

III. Strategy

II. Analysis

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1. HEADCOUNT 1. HEADCOUNT

2. PFYP PRODUCTION2. PFYP PRODUCTION

3. PRODUCTIVITY 3. PRODUCTIVITY

I. PERFORMANCEI. PERFORMANCEI. PERFORMANCEI. PERFORMANCE

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Headcount of the 5th WKMHeadcount of the 5th WKM

RegionSM/Pre-BM/AS

(Full-time)

Total

(includes IA)

HCM 298 (+51) 847 (+141)

HN 561 (+40) 1,693 (+221)

Da Nang 115 (+91) 145 (+94)

Total 974 (+182) 2,685 (456)

※temporary

※( ) Compared with the 4th WKM

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Full-timeFull-time

247298

521561

24

115228

301

210 221304

187168

152125103

443

549

405

551

433309

197

121300

150

300

450

600

07 08 09 10 11 12 13 01 02 03 04 5

459549

951

1132

27 30

551482

330

477

414265

20717713384

1121974

1017

667

466357

260193

140

300

600

900

07 08 09 10 11 12 13 01 02 03 04 5

Part-timePart-time

Headcount

HNHCMC DN

6

768

974

754

680

850

643

626

855

496

365

273

155103

728707664

65

679584

476368

276

2151540

200

400

600

800

1000

07 08 09 10 11 12 13 01 02 03 04 05

1384

1711

1040 1117

1682

1456

796

1494

1081

62246737014784

972854

97. 2

906876714552414

322.8

231.60

400

800

1200

1600

2000

07 08 09 10 11 12 13 01 02 03 04 05

TargetActualActual vs. TargetActual vs. Target

Full-timeFull-time

(129%)(105%)

Part-timePart-time (133%)(153%)

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Premium (FYP) & PFYPPremium (FYP) & PFYPPremium (FYP) & PFYPPremium (FYP) & PFYP

Region5th WKM

Premium PFYP

HCM 721 645 (-46)

HN 1,561 1,434 (+10)

DN 472 403(+403)

Total 2,754 2,482(+367)

Million

*Performance of the 5th WKM hasn’t verified.

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PFYP & TargetPFYP & Target

280911 1,180

1,251

1,9011,670

2,206

1,631

2,531

2,485 2,482 1,194

1,620 1,9082,394

2,814

2,157

2,682

570

2,355

3,1533,438

-

1,500

3,000

08 09 10 11 12 13 01 02 03 04 05

PFYP

A02

Target

200983%

200983%

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AS Attain Quota %AS Attain Quota %

Keep Improving AS productivityHN

HCMC

26%

37%

30%

22%

34%

39%

21%

39%

30%

41%

29%

37%

23%

34%

29%

34%

31%31%

32%

26%

26%

17%15%

20%

25%

30%

35%

40%

45%

8 9 10 11 12 13 1 2 3 4 5

2008 : 32.3%2008 : 32.3%

2009 : 29%2009 : 29%

Target-40%

DN

10

17.3%

23.7%

14%

18.0%

23.7%

18.4%17.9%

12.2%

11.9%

12.5%

20.8%

13.0%

8.8%

18.1%

10.7%

13.7%

11.6%

19.8%20.4%

5%

10%

15%

20%

25%

08 09 10 11 12 13 01 02 03 04 05

% IA Sell 01 Policy↑% IA Sell 01 Policy↑

HNHCMC

2009 Average 13%

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Agenda

I. Performance of the 5th WKM

III. Strategy

II. Analysis

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AnalysisAnalysis

•PFYP does not reach the Quota(83 ％ )PFYP

Head-count

•Agent manpower keeps growing and

reaches the target.

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AnalysisAnalysis

Productivity

•AS: Attaining Quota is low. (20%)

•IA: Only 15% of IA is active.

Improving Agent Quality

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Agenda

III. Strategy

I. Performance of the 5th WKM

II. Analysis

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How to improve quality of agents?

Productivity

Training Selection

EnhanceEnhance

More Agents

But….

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Improve Selection Quality

Quality+

Quantity

BM

SM

At least 5 AS

Quality

At most 15 SM

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Review and Improve Training

• Courses for new agents• Branch’s daily education

•Select potential candidates •Recruitment Process• SM support• BM management

•Training Programs•Selection Process and Requirements•Branch complete the rest 12 training (The Hoc Vien )•SM’s FOD/PRP•BM’s management

BDO

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Development Focus on education and training

Profession

Future BM Potential BM candidate

•Develop Business •Education •FOD

Branch Development Officer （ BDO）

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Chief Branch Development Officer (CBDO)

Senior Branch Development Officer (SBDO)

Branch Development Officer (BDO)

BDO Job Title

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SM

BM

AS)

IA

Regional Director

TW

consultant

(with AO)

BDO

Report VN BM

New Organization New Organization

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Regional Director

BDO

SBDO

CBDO

Trainer

Agents

SM

Training

Consultant

Branch Manager

AO

BDO Career DevelopmentBDO Career Development

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