L/O/G/O

TimeTargetPFYP 2012 / 11 10,530 2,764(26%) 2012/ ,040 38,445(37%) Gradually stable

TimeFull timePart time 2011 /13 1,608(9%) 15,623(91%) 2012/ (9%) 4,256(91%) Full-time stably

Full-time PFYP9871, ,005 Part-time7,0707,1134,0654,256 PFYP1,3421,2361,3071,614 1.Full-time agent’s PFYP continue increase 2.Quantity is good, but quality is important

Support agency design printing the wall calendar to give to customers

Support Hanoi successfully organize the outdoor painting contest for children

C14 Sale Situation Branch C14OtherTotal Policy Premium (mil) Policy Premium (mil) Policy Premium (mil) Can Tho Danang Hanoi Dongnai , ,255.5 HCM HaiPhong Total2711, , ,873.9 Premium ratio - 42%- 58%-- Statistics Date: 4 th Oct – 23 rd Nov, 2012  C14 is the best sale product and its premium ratio is up to 42%  DongNai is the best selling branch for C14  C14 is the best sale product and its premium ratio is up to 42%  DongNai is the best selling branch for C14

 R01&R03 Sales review in th Rider Promotion BranchHCMHNDNCTDnaiHPTotal Attached Rate th 77.1%45.1%22.0%36.7%44.3%25.0%44.6% th 55.6%38.7%8.3%33.3%51.3%100.0%46.6% Premium Distribution th 3.5%1.9%0.8%1.9% 1.4%1.9% th 2.9%1.5%0.3%2.9%2.5%4.9%2.3%  All riders Sales review in th BranchHCMHNDNCTDnaiHPTotal Attached Rate th 89.6%72.5%46.0%50.0%55.7%50.0%60.4% th 79.4%67.7%50.0% 64.7%100.0%66.3% Premium Distribution th 8.1%6.1%2.9% 4.8%4.0%5.0% th 7.0%5.7%3.4%4.1%5.4%10.3%5.6%  Attached Rate and Premium Rate in 11 th wkm decreased a little  The rates in CT, Dnai and HP fall down quickly  The rates in DN improved strongly

11 Rider Promotion (cont.) BranchHCMHNDNCTDnaiHPTotal Attached rate R01&R %45.1%22.0%36.7%44.3%25.0%44.6% R %11.8%-6.7%3.1%-5.8% R %41.2%28.0%10.0%35.9%25.0%34.6% R R06 8.3%7.8%4.0%-6.3%12.5%6.1% All riders 89.6%72.5%46.0%50.0%55.7%50.0%60.4% Premium distribution R01&R03 3.5%1.9%0.8%1.9% 1.4%1.9% R02 0.8%0.4%-0.3%0.1%-0.2% R04 3.4%3.0%2.0%0.8%2.5%2.0%2.5% R R06 0.4%0.7%0.1%-0.4%0.6%0.4% All riders8.1%6.1%2.9% 4.8%4.0%5.0%  All riders Sales review in th  R01&R03 have the highest numbers; but R05 has no case  CT and DN had improved the selling of rider, especially R01&R03  HP sells riders very poor

Persistency Report 12  Persistency has been around 20%~25% in last 6 months

Persistency Report (cont.) 13  Persistency of Non-agent this month been around 29%  But persistency of agent is very low, making all HO persistency is not good

A07 PRODUCT SALE & MARKETING

Important factors Conception  Insurance conception  Product consideration Skill  Improve sale skill Promotion  Short term promotion Check & manage ※ Agent must know the conception of designing this product, so they will willing to learn it and get good effect of this product. ※ Frequently checking and management, ensure good quality and affect of each factors. ※ Agent must know the conception of designing this product, so they will willing to learn it and get good effect of this product. ※ Frequently checking and management, ensure good quality and affect of each factors.

Insurance conception PURPOSE  Let agent know insurance benefits about designing product, target customer, commission accumulation.  Let agent accept company’s products. PURPOSE  Let agent know insurance benefits about designing product, target customer, commission accumulation.  Let agent accept company’s products. PRODUCT SEMINAR Product content Easy to understand, use more picture to describe product’s benefits Product content Easy to understand, use more picture to describe product’s benefits Benefit of marketing Easy to sell & understand Have chance to meet customers Benefit of marketing Easy to sell & understand Have chance to meet customers

Sale skill PURPOSE Help agent to find out target customers, different customers use different way to sell product. PURPOSE Help agent to find out target customers, different customers use different way to sell product. Define target customer Help agent from project 40 find out target customers. Define target customer Help agent from project 40 find out target customers. Sale example Accord target customer to set up sale example and the way to face customers’ rejection. Sale example Accord target customer to set up sale example and the way to face customers’ rejection. DM Show product’s benefits in simple way, let customers can understand product easily. DM Show product’s benefits in simple way, let customers can understand product easily. Sale kit Design simple diagram and sample in order to assist agent introduce product with customer more easier Sale kit Design simple diagram and sample in order to assist agent introduce product with customer more easier

Promotion PURPOSE Use promotion campaign to encourage agent sell new product as habit, not sell product for high commission. PURPOSE Use promotion campaign to encourage agent sell new product as habit, not sell product for high commission. Exchange prize Sell 2 cases A07  as 1 normal policy Exchange prize Sell 2 cases A07  as 1 normal policy Number of policy prize Sell A07 get PR gift Number of policy prize Sell A07 get PR gift Group prize Whole group get performance  get prize Group prize Whole group get performance  get prize

AGENDA Last month report Next month plan

IA course statistic 1.Number of IA course 2011 & Number of IA 2011 & Branch Statistic LAST MONTH REPORT

NUMBER OF IA COURSE 2011 & 2012

NUMBER OF IA 2011 & 2012

BRANCH STATISTIC

Project 1. New IA course process according to MOF new regulation 2. Improve PFC training skill (part 2) 3.PFC handbook 4.E-learning website ( update) LAST MONTH REPORT

NEW IA COURSE PROCESS BeforeAfter (from 1/12/2012) Time5 days6 days ContentInclude basic and product course Separate 2 course: -Basic course (3 days) - Product course (3 days) The testAt the fifth dayAt the third day of Each course CertificationPass the exam will receive certification Must pass 2 course: - Basic certification - Product certification Sale certification The new IA course process and related job revised and report to MOF (waiting for MOF response)

IMPROVE PFC TRAINING SKILL (STEP 2)  Purpose: in order to develop PFC training skill for person who in charge PFC  Training content: 4 parts  Training time: 2.5 days Already finished the Step 1 ( coach the potential coach) Step 2 ( Some potential coach will go to each region to coaching) Estimate time to each region to coaching: RegionTimeThe coach Hà Nội5~6~7 /12/2012Mr. Thành Hải Phòng10~11~12 /12/2012Mr. Thành Hồ Chí Minh17~18~19/12/2013Ms. Hoàng Anh Đà Nẵng2~3~4/01/2013Ms.Trân Cần Thơ8~9~10/01/2013Mr. Thành Đồng Nai14~15~16/01/2013Ms.Trân

Purpose: support agent convenient in finding sale knowledge PFC handbook content (5 part) Discuss and collect information Design draft version Report BOD/ revised 12~30/113~14/1212~28/12 After BOD approve, need 2 week to print Step 1 PFC HANDBOOK

E-LEARNING WEBSITE ( CRD REGION) Set up Training data for CRD and management data for CRD

NEXT MONTH PLAN Launching new IA process Launching Improve PFC training skills (step 2) Step 2 of PFC handbook Update E-learning website

L/O/G/O Thank You!