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Monthly Report January, 2011

Monthly Report January, 2011. Planning Division. Kuo Chao (Ken) Hung 14 Jan. 2011. Agenda. Review of 2010 Environment and Challenge Objective & Strategy of 2011. Review of 2010. Market Review. Unit: Trillion. Unit: Million. Market FYP. Cathay FYP. 32%. 53%.

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Monthly Report January, 2011

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  1. Monthly Report January, 2011 Planning Division Kuo Chao (Ken) Hung 14 Jan. 2011

  2. Agenda • Review of 2010 • Environment and Challenge • Objective & Strategy of 2011

  3. Review of 2010 Market Review Unit: Trillion Unit: Million Market FYP Cathay FYP 32% 53% Life insurance Market still grows, we grow More!!! Cathay Agent # Market Agent # 30% 31%

  4. Performance of the Competitors Review of 2010 2010 Q1~Q3 Unit: Billion VND Note：2010 FYP is 70.8 B for Cathay and 3,859 B (e) for VN. Market Share: 1.8% (e)

  5. Review of 2010 Product Sales Market Cathay Rider 3.3% Term Life 5.8% Whole Life 13.0% Education 15.8% Endowment 62.1% • Endowment and Education are the main product! • Endowment is leading, but Investment is increasing!

  6. Review of 2010 Hai Phong Dong Nai Major Project - New Branch Setup Dong Nai  2010 5 wkm 4 Branch 515 Agents Hai Phong  2010 11 wkm 3 Branch 506 Agents • Strengthen the operating of South and North VN • Expand Service area and Premium Income 

  7. Review of 2010 Increase coverage Strategy Product Bancca- surance Short-term Endowment TermLoan Protection Major Project - Product Design Increase Product Depth, Develop new channel Medical Rider Term Rider Project team establishment Survey information from Market & Agency Make suitable product  Prepare better training material  Improve sale skills

  8. Review of 2010 Incentive program Sales Promotion Major Project – Sales Promotion Stimulate sales, Increase activities International Summit (13~3wkm) MDRT A03 (7wkm) Golden Tree Lucky Draw (11~12wkm) Exciting Summer (Q2) Customer Campaign FP per Policy  Annual Payment 

  9. Review of 2010 Major Project – Compensation Scheme Fit Vietnam culture, Encourage Promotion to SAS FYC Base Easier to understand, Easier to recruit Raise full time salary Encourage IA to pursue promotion to SAS IA Recruit  Promoteto SAS 

  10. Agenda • Review of 2010 • Environment and Challenge • Objective & Strategy of 2011

  11. Environment & Challenge Economic Environment GDP growth GDP per Capita Unit: USD Inflation rate Economic recover and keeps growing ! People become richer ! Inflation needs to be under controlled !

  12. Environment & Challenge Economic Environment 10y bond Unit: % 11.75 HCM Stock Index 484.7 19,498 Exchange rate Interest rate still high ! Stock market risky ! FX rate gores depreciation !

  13. Environment & Challenge Life Insurance Environment Insurer # New company join Investment product % Customer Preference change Operating mode evolution Bancassurance General Agency (GA)

  14. Environment & Challenge Challenges of 2011 Challenge Affection Uncertainty of Interest Rate Difficulties on Product Design and Pricing High Inflation  Increase Operation Cost  Purchase willingness  Competition  Sale and recruit are going to be tough

  15. Agenda • Review of 2010 • Environment and Challenge • Objective & Strategy of 2011

  16. Target & Strategy Annual Target 2011 Target 2011~2015 Plan Market Share: 2.2% Unit: Billion • Market share: 7%  • Agent: over 10,000 • Break-even: before 2015 FYP 108.5 53.2% Key point PFYP 100 53.8% • Recruit more proactively • Strengthen agent ability • Increase Product attractively • KYC Customer and Agent • Cooperate with Non-Life Agent # +881 8,953

  17. Strategy of Planning Div. Target & Strategy Agent System Product Development Customer Management • Recruitment & Training • Promotion • Meet demand • Differentiating • Advertising • Interaction • Customer Service 16

  18. Target & Strategy Agent System Increase recruit incentive Reward Recruit-ment & Training Recruiter IA Strengthen BDO system Promotion Reward IA SAS EAS Promotion Encourage promote to SM EAS  SM (NSS project)

  19. Target & Strategy  Increasing Sum Assured  Interest Feedback Anti-inflation  UL Investment + Protection  Annuity  Retirement Plan Wealth Management  Education Product  Whole life + Cash Coupon Cover 3 generation Life plan for Children Product Development Meet Demand Cooperate with Non-life Contact customer with simple product Differentiating Diversified Product Product with variety features Advertising Product Advertisements on TV

  20. Target & Strategy Customer Management Customer Campaign  Add topics between Agent  Customer  Spread Cathay brand image Interaction Sales Incentive Program Encourage agent to sale MORE!! Customer Service Competition: Product Service Discover the need, make it Unique Satisfaction  VIP Customer Exclusive privilege, Create chance for Re-purchasing Ken Hung

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