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Planning Division

Monthly Report December, 2012. Planning Division. Ken Hung 28 Dec. 2012. Review and Prospect of Market. Agenda. 2012 Main Project of Planning Div. Target & Strategy of 2013. Review of 2012. Performance of the Competitors. 2012 Q1~Q3 FYP. Group 1 Prudential 25% (906B)

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Planning Division

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  1. Monthly Report December, 2012 Planning Division Ken Hung 28 Dec. 2012

  2. Review and Prospect of Market Agenda 2012 Main Project of Planning Div. Target & Strategy of 2013

  3. Review of 2012 Performance of the Competitors 2012 Q1~Q3 FYP Group 1 Prudential25% (906B) Bao Viet 24% (871B) Group 2 Manulife 13.4% (485B) Dai-ichi 11.2% (404B) AIA 9.4% (341B) ACE 8.4% (303B) Group 3 Korea 3.1% (111B) G. Eastern 1.8% (65B) prevoir 1.1% (41B) Cathay1.1% (39B) Other 4 insures 1.6% (57B) We still have a lot of space to increase our FYP

  4. Review of 2012 Performance of the Competitors Agents # Monthly average productivity of fulltime Unit: thousand We change our agent strategy Quality is more important

  5. Prospect of 2013 Economic Environment GDP Growth 6.3 6.2 5.0 Data source: Bloomberg, World bank Economic will increase in 2013, and Vietnam is better and more stable than some Asia countries.

  6. Prospect of 2013 Economic Environment GDP per Capita Inflation Rate Data source: Bloomberg, World bank Income gradually increase, Inflation is under control !  It is good sign for insurer

  7. Prospect of 2013 Life Insurance Environment Government keep modifying and completing insurance business laws Completed laws Diversify customer demand Government and market gradually keep an eye on variety products and business channels Insurer # New company join

  8. Prospect of 2013 Challenges of 2013 Doing business in conformity with laws Interest rate coming down Keen competition -Reprising old product -Returns on investment down Ex : LOMA course IA course rules Sale and recruitment are going to be tough [Image Info] www.wizdata,co,kr Note to customers : This image has been licensed to be used within this PowerPoint template only. You may not extract the image for any other use.

  9. 2012 Main Project of Planning Div. Agenda Review and Prospect of Market Target & Strategy of 2013

  10. 2012 Project FYP+PFYP Agent # 2012 Cathay Productivity Policy cases Performance of 2012 Monthly average productivity of fulltime Unit: thousand Although FYP & Agent number ，ourproductivitybeginto

  11. 2012 Project NewCompensationScheme • Guide agent transfer to Full time • system by new Compensation scheme Morning meeting + Attendance Activity management Assessment High professional High serviceHigh productivity

  12. 2012 Project • focus on women demand (Feminine specific surgery benefit, Full moon benefit…) • protection & investment • double accidental benefit Women demand Investment need Protection request Simple life insurance • simple and convenient product • low budget • critical illness protection • accidental protection Satisfy various customer demand ProductDesign

  13. 2012 Project Cathay Universal Life CriticalIllness HighAccidental Investment Simple Others Women Cathay AdvancedLadyEndowment 2012MajorProductDesign Cathay SimpleEndowment ProductDesign

  14. 2012 Project ProductPromotion • Agent need to master 3 steps in order to sell product well • but training has not systematized yet Promotion • short time incentive program Ability • provide sale tools • train sale skills Concept • understand product & determine target customer

  15. 2012 Project ProductPromotion Education Material Trace & Feedback Sales Tools Seminar &Training Improveoursalestools& Promoteproductsystem

  16. 2012 Project PolicyQualityImprovement • Apply Policy • replacement method • Monitor change of • surrender value Launch the 1st Reinstatement promotion campaign Surrender Reinstatement Title Title Persistency Title • Regular analyze change • of persistency • Supervise agent self- • purchased cases Quantity isgood Quality is more important

  17. Target & Strategy of 2013 Agenda Review and Prospect of Market 2012 Main Project of Planning Div.

  18. 2013 Target and Strategy Target&Strategy Core Value Trustworthy Thành tín Accountable Trách nhiệm Innovative Sáng tạo • Pay attention on credit • Keep promises • Bear the responsibility • Proactive • Team cooperation • Willing to accept new ideas • Make the individual and the company better

  19. Target&Strategy Annual Target 53,470 4,962 0.97% 2013 Target and Strategy FYP PFYP Agent # Market Share 62,357 Strengthen training relation Agency System Training Product strategy • Full time & Professional • Activity management • Target management • Strengthen training relation • Optimize training material • E-Learning • Stepping stone product • Strategy product • Distinguished product Organization adjustment Optimize training material E-Learning Breed Pre-manager

  20. Target&Strategy Strategy of Planning Div. 2013 StrategyofPlanning • enhance quality of basic process • stretch & optimize more works • receive feedback and improve Optimization 2013 • set up basic process • construct initial stage working system Basic 2012

  21. Target&Strategy Strategy of Planning Div. Product Design Company Operation Agency System • Create Demand • Product Promotion • Ability Improvement • Activity Management • Integrate Resource • Simplify Process • Easy to sell • Establish project team in each branch • Professional agent system • Regular monitor report • Integrate training system • Simplify UW process 21

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