1 monthly report july, 2011 july, 2011 planning division howard wang 29 july. 2011

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1 MONTHLY REPORT MONTHLY REPORT July, 2011 July, 2011 Planning Planning Division Division Howard Wang Howard Wang 29 July. 2011 29 July. 2011

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1

MONTHLY REPORTMONTHLY REPORT July, 2011July, 2011

Planning Planning DivisionDivision

Howard WangHoward Wang

29 July. 201129 July. 2011

2

Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

3

Market News

Despite economic difficulties, Vietnam’s insurance market still surged 20.3% in the first half of the year against the same period in 2010.

The 15.9% growth rate of life insurance in H1 this year was higher than the rate of 14.4% in the same period last year.

Despite economic difficulties, Vietnam’s insurance market still surged 20.3% in the first half of the year against the same period in 2010.

The 15.9% growth rate of life insurance in H1 this year was higher than the rate of 14.4% in the same period last year.

Vietnam insurance grows 20.3% to June

4

Market News

Manulife Vietnam has opened the second GA in Hai Phone in the middle of July, since then they confirmed to providing the best service and most conveniences to customers.

Manulife Vietnam has opened the second GA in Hai Phone in the middle of July, since then they confirmed to providing the best service and most conveniences to customers.

Manulife Vietnam has opened the 2nd GA in HP

5

Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

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Persistency by Month

53.7%

41.2%

59.5%

45.4%

0.0%

20.0%

40.0%

60.0%

80.0% Persistency Accumulated Persistency

Analysis of Persistency

Persistency is decreasing.

39.3%

19.9% 18.6%

26.4%

0.0%

20.0%

40.0%

60.0% Surrender and others Suspension

Surrender is higher.

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Persistency by Branch

44.0%

57.9%

34.3%

53.1%

39.9%

53.3%

53.2% 47.3%

0.0%

20.0%

40.0%

60.0%

80.0% HCM HN DN CT

Analysis of Persistency

Persistency of DN is increasing.

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Persistency by Branch

9.3%

42.1%32.8%

13.8%

0.0%

20.0%

40.0%

60.0%Surrender and others-HCM Suspension-HCM

Suspension rate of HCMC is higher.Surrender rate of HN is higher.

Analysis of Persistency

51.6%

24.0% 13.5%

22.9%

0.0%

20.0%

40.0%

60.0%Surrender and others-HN Suspension-HN

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Persistency by Branch

19.7%

32.2%

23.8%

27.9%

0.0%

20.0%

40.0%

60.0%Surrender and others-DN Suspension-DN

16.7% 12.2%

30.1%38.7%

0.0%

20.0%

40.0%

60.0%

201102 201103 201104 201105 201106

Surrender and others-CT Suspension-CT

Suspension rate of DN and CT is higher.

Analysis of Persistency

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There is a surrender value after 2 policy years for new products from 2011

Efficiency bonus is already related to persistency In the future, promotion, assessment, incentives and

GA system will connected with persistency

◆Suspension:

1. Know the reason why customer let his policy be suspended

2. Persuade customer to reinstate

◆Surrender:

1. Demand analysis of customer

Analysis of Persistency

11

Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

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Persistency VS. Prem. Collecting Efficiency of 60 days

Persistency VS. Prem. Collecting Efficiency

53.5%

49.4%

82.7% 83.6%

63.0% 66.7%

53.7%

41.2%

0.0%

20.0%

40.0%

60.0%

80.0%

100.0%New case Old caseVerified efficiency Persistency

Persistency and New case efficiency are closed

New case efficiency is leading target of persistency

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Persistency VS. Prem. Collecting Efficiency

Having Policy Owner Convention to increase willingness to pay the premium

To establish Service Agent System to enhance premium collection from other provinces

Having Auto Pay Promotion Plan to increase prem. collecting efficiency

◆In the future, improving prem. collecting efficiency of

new case to increase persistency

14

Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

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Auto Pay Promotion Plan

◆Purpose:

1. Used to develop a transfer to the agents, company will focus on the new contracts first

2. To clarify the concept of agency side by education guidance in the beginning

Incentive plan of Customer and Collector (new + old cases)-Premium Dept.

Regional incentive10~11 WKM

EducationGuidance-CS

May Step.

Aug. Oct. Nov.June July

Time Interval Plan

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Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

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General Agency System

◆Reason:

1. It is vast in area in each province of Vietnam and is difficult to provide service with inconveniency transportation

2. It is easier than setting up a branch to expand business

◆Consideration:

1. GA director :

Management experience, Performance and Personal connection relations

2. Location :

Potential area, Saturation of office used and Strategy developing region

Successful factorsGood Person + Good Place

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General Agency System

HN

DN

DNaHCM

HP

CT

Annual plan of company and development of each branch

Annual plan of company and development of each branch

BM can apply for GA, but it will be assessed by head office and branches

BM can apply for GA, but it will be assessed by head office and branches

Branch may recommend a suitable candidate and potential places for consideration of an overall assessment of head office

Branch may recommend a suitable candidate and potential places for consideration of an overall assessment of head office

Regular annual assessment of organization and plan, to determine the new number and location of GA

Regular annual assessment of organization and plan, to determine the new number and location of GA

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Market information updated

Analysis of Persistency Persistency VS. Premium Collecting

Efficiency Auto Pay Promotion Plan General Agency System 2011 Promotion Campaign

Engaged Project This Month

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2011 Promotion Campaign

FP≥6M at least one rider

every 2M more, 1 more chance every 1 rider more, 1 more chance

FP+ riders

Purchase more, more chances

Campaign period: 2011/6/16~2011/8/10

(7th ~8th working month of 2011)

Happy Anniversary

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2011 Promotion Campaign

Branch

Total Policy

Drawing

number

% of reach

standard

Drawing

times

Agent number(7WKM)

Times/Agent

HCM 192 58 30.2% 245 1,674 0.15

HN 843 59 7.0% 161 5,815 0.03

DN 74 23 25.0% 68 312 0.22

CT 186 24 9.4% 73 1,481 0.05

DNAI 365 88 21.0% 270 847 0.32

HP 190 50 15.7% 132 1,438 0.09

Total 1,850 366 13.8% 1,158 11,567 0.10

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New Product Designs

Review Agent System

2011 Promotion

Campaign

Planning Project Next Month

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