Marketing Marketing DivisionDivision

Marketing Planning Marketing Planning

Quach Van Quach Van HoangHoang

1

AA Performance Introduction

BB

Agenda

Recruitment Strategy

Performance introduction

Premium & PFYP

4th WKM 2010(1~4)

Prem PFYP Prem PFYP

Total(Billion) 5.11

3.04(47%)

16.4411.4

(51%)

( ) is percentage of Vietnamese Target

Headcount

SM Full-Time agentsTotalPre-

BM &SM

CAS SEAS EAS SASAS

Total 295 2 28 114389

3721200

Part-Time agents (IA): 2596 Total Agents: 37963796

4

533SAS↑

Performance introduction

5

Headcount Trend

3678

2596

32633047

40673657

3263

28052800

12001226146015711837

1545141011711091

2952712382482462232361851750

1500

3000

09 10 11 12 13 01 02 03 04

Part-TimePart-Time

Full-TimeFull-Time

SM/Pre-BMSM/Pre-BM

Performance introduction

Eliminate un product agent

3

1.0

2.5

4.0

05 06 07 08 09 10 11 12 13 01 02 03 04

4.8B4.8B

3.3B3.3B

2.53B2.53B

3.6B3.6B

1.8B1.8B

PFYP Trend

Performance introduction

3.0B3.0B

PFYP decline

6

Performance introduction

FT/IA Productivity

11% 17%

1.82.1

17%24% 21%

2.2

1.1

2.0

0.70.30.20.30.5

0%

50%

100%

150%

200%

250%

2009 2010-01 2010-02 2010-03 2010-04Month

Attain Quota (FT) Avg PFYP (FT) Avg PFYP (PT)

Need improving

1

AA Performance Introduction

BB

Agenda

Recruitment Strategy

20

EXPAND ORGANIZATION

Opening Dong Nai Office – April, 2010Opening Dong Nai Office – April, 2010

DN

SimonSimon

SimonSimonNguyên HoangNguyên Hoang

ChươngChương

CharlieCharlie

MingzenMingzen

Nguyên HồngNguyên Hồng

KỷKỷ Chu Thị Chu Thị

Kim AnhKim Anh JoshJosh

JoshJosh

JackJack

1

20

NEW BM - RETENTIONNEW BM - RETENTION

02

PROMOTED BMPROMOTED BMNEW BMNEW BM

BM TREND

PROJECT BMPROJECT BM

1514

08

Total

Resign

>57%

UN EFFICIE

NCY

20

讓顧客達到滿足

Encourage Encourage SM/Pre-BMSM/Pre-BM promoting to promoting to BMBM

Apply Fast track BM promotion rule Let SM/pre-BM promote quickly

BM trend

Selection experience Selection experience BM - qualityBM - quality

→ Emphasis quality of the selection/interview→ Encourage new BM get more success

3

Focus on NEW IA

IA issue 01 policy

29% 32%

11%

24% 21% 19% 21% 19% 21%13% 10% 10% 8% 8% 6% 8%

0%8%

16%24%32%40%

10 11 12 13 01 02 03 04

Month

Avg PFYP

1.71.4

2

1.31.6 1.6 1.6

2.9

0.6 0.4 0.4 0.3 0.3 0.2 0.30.7

0

0.5

1

1.5

2

2.5

3

3.5

10 11 12 13 01 02 03 04

Month

AF

PY

P

New IA

IA

20

讓顧客達到滿足

Focus on the IA’s 1st month- IA Golden MonthFocus on the IA’s 1st month- IA Golden Month

Help new IA to develop

OPPOPP Cathay AwardCathay Award

IA workshop

IA workshop

SAS promotion

SAS promotion

1st week 2nd week 3rd week 4th week

Target: Promote to SAS in 1st monthsMore salary and future career development

3.5 M 3.5 M 3.5 M

24