Marketing Marketing DivisionDivision

Marketing Planning Dept.Marketing Planning Dept. Stanley Chao

1

AA Performance Introduction

BB Strategy for recruitment in 2010

Agenda

Performance introduction

Premium & PFYP

2nd WKM 2010(1~2)

Prem PFYP Prem PFYP

Total(Billion) 2.67

2.00(37%)

6.925.30

(50%)( ) is percentage of Vietnamese Target

Compared with 2nd WKM in 2009, decrease 0.53Billion or 21%

Compared with 1st~2nd WKM in 2009, increase 1.11Billion or 27%

3

1.0

2.5

4.0

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

4.8B4.8B

3.3B3.3B

2.5B2.5B

3.6B3.6B

2.0B2.0B

PFYP Trend

Performance introduction

1. Lots of new rule are applied starting from 20102. Lunar new year effect

Headcount

Pre-BMSM

Full-Time agentsTotal

CAS SEAS EAS SASAS

Total 241 2 32 127407

9391748

Part-Time agents(IA): 3210 Total Agents: 49584958

4

568 SAS↑

Performance introduction

5

Headcount Trend4067

32103047

36573263

280528002498

19972141

15071571183715451410

1171109110901019909

2412482462232361851751721761840

1500

3000

06 07 08 09 10 11 12 13 01 02

Part-TimePart-Time

Full-TimeFull-Time

SM/Pre-BMSM/Pre-BM

Performance introduction

Productive

4

Performance introduction

1~13 WKM2009

1 WKM2010

2 WKM2010

Attain Quota %

Avg. PFYP

24%24% 21%21% 11%11%

2.0 M2.0 M 1.8M1.8M 1.1M1.1M

Full-time agents

part-time agents

Avg. PFYP 0.5M0.5M 0.3M0.3M 0.2M0.2M

Agents are unstable

Productive

1

AA Performance Introduction

BB

Agenda

Strategy for recruitment in 2010

TerminateNo production IA

TerminateNo production IA

LowerNew agents

LowerNew agents

Headcountdeclinedecline

Headcountdeclinedecline

※ Starting from 2010, Headcount decline 13th2009 1st2010

SM 246 248

Full-Time 1,837 1,571

Part-Time 4,064 3,047

Warning

Warning

Headcount decline !!!

3

Terminate no production IA

→ Release over benefit for IA

request AS’s Personal PFYP

Revise Compensation Rule

→ AS don’t want to Use IA headcount to sell

→ no production IA can not survive → TerminationTermination

WKM 4th 7th 10th 1st-2010

Terminate 476 451 509 1,435

decline reason-1

3

Lower New Agents

Change Compensation Rule

Lunar New Year Effect

Cancel 1MAttractive tool ↓

→ training allowance is based PFYP for others→ Cancel New AS in HCM/HN

696630

857

241

598633

529

595617497

418372

106

417

0

200

400

600

800

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

New agents Trend

(AS+IA)

decline reason-2

20

Revise Recruitment TacticRevise Recruitment Tactic

Encourage Encourage agentsagents promoting to promoting to SMSM

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

Divide BM into Divide BM into A/B/C LevelA/B/C Level

Action Plan

Set up new region in HCM/HNSet up new region in HCM/HN

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Action Plan-1

Set up new region in HCM/HNSet up new region in HCM/HN

SimonSimon

SimonSimonNguyên HoangNguyên Hoang

ChươngChương

CharlieCharlie

MingzenMingzen

Nguyên HồngNguyên Hồng

KỷKỷ Chu Thị Chu Thị

Kim AnhKim Anh JoshJosh

JoshJosh

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讓顧客達到滿足

Revise Recruitment TacticRevise Recruitment Tactic

RecruiterRecruiter

New agentNew agent

What benefit new agents can get ??Care about quantity, ignore quality.

New agentNew agent

RecruiterRecruiter

What benefit if they recruit ??Vision:Promote SM/BM/RD

Care “Active”agents

20082009

2010

Marketing planning design new recruitment Material and DM to support RD/BM

Action Plan-2

20

讓顧客達到滿足

↑↑ Agent Desire

Encourage Encourage agentsagents promoting to promoting to SMSM

Introduce SM’s advantage/BenefitEX: 2 Kinds of Salary ( agent & Team)

More Stable Career

Training Course for Pre-SMLearn skill about recruiting and training

( planed: 240 agents join→ 120 promote to SM)

Action Plan-3

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讓顧客達到滿足

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

Recruited Experience BM & Promotion From SM

Source of BM in 2010

Select Excellent SM/Pre-BM Join to-be-BM Training Course ( planed: 40 SM join→ 15 SM promote to BM)Fast BM promotion rule( short-term) Let SM promote quicklyPromote & recruit Target: Totally there are 50 BM in 2010

Action Plan-4

20

讓顧客達到滿足

能夠將商品做搭配協調

Revise

Divide BM into Divide BM into A/B/C LevelA/B/C Level

LevelLevel

Benefit/HonorBenefit/Honor

CCCC

BBBB

AAAA

BM can keep on to developBigger and BiggerBigger and Bigger

Action Plan-5

20

讓顧客達到滿足

能夠將商品做搭配協調

Revise

Goal-2010

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