Reporter : Van Hoang July.2011
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Transcript of Reporter : Van Hoang July.2011
![Page 1: Reporter : Van Hoang July.2011](https://reader035.fdocuments.us/reader035/viewer/2022062408/56813222550346895d9882ab/html5/thumbnails/1.jpg)
ReporterReporter: Van Hoang: Van Hoang July.2011July.2011
![Page 2: Reporter : Van Hoang July.2011](https://reader035.fdocuments.us/reader035/viewer/2022062408/56813222550346895d9882ab/html5/thumbnails/2.jpg)
Agenda
1
AA Performance Review
CC Training Report
BB News Update
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PERFORMANCE PERFORMANCE INTRODUCTIONINTRODUCTION
PFYP7th -2011 WKM
PFYP % target
11,730 M 148%
YTD-2011
PFYP (M) TARGET (M)
% target
62,360 47,400 132%
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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%
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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
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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
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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
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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
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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
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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
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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
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Agenda
1
AA Performance Review
CC Training Report
BB News Update
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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)
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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
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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
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Agenda
1
CC Training Report
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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%
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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
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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
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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
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