Marketing Division
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Transcript of Marketing Division
Marketing Marketing DivisionDivision
Stanley ChaoStanley Chao
11
A Performance﹑A Performance﹑A Performance﹑A Performance﹑Premium & PFYP
Headcount
Productive
Operating Result Problem
What/How should we doWhat/How should we do ????
agenda
B Strategy﹑B Strategy﹑B Strategy﹑B Strategy﹑
C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑C Incentive on Q2-2009﹑
22
B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑
A Performance﹑A Performance﹑A Performance﹑A Performance﹑
CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009
agenda
33
Premium(FYP) & PFYPPremium(FYP) & PFYP
Region3rd WKM 1~3 WKM
Prem PFYP Prem PFYP
HCM 1,043950
(64%)4,579
2,422(60%)
HN 1,4621,310
(108%)8,215
4,025(129%)
Total 2,5052,260(84%)
12,7946,447(90%)
Million
Performance
Don’t attain 100% targetDon’t attain 100% target
※3rd WKM PFYP is temporary
44
Performance
FYP v.s. PFYPFYP v.s. PFYP
2505
3377
2049
6912
3193
13631327985296
160
22061670
139
253116311901
125111809112800
1500
3000
4500
6000
07 08 09 10 11 12 13 01 02 03
13~2→A02 Period performance →high FYP(premium), but lower PFYP Stop A02, agents don’t know other products
13~2→A02 Period performance →high FYP(premium), but lower PFYP Stop A02, agents don’t know other products
FYP
PFYP
A02
55
Performance
HCMC v.s. HNHCMC v.s. HN
950519
1039954
716518
415
474280
139
13101151
1578
915
861733765
436
0
400
800
1200
1600
07 08 09 10 11 12 13 01 02 03
HN→Stable Growth ; HCMC →FluctuateHN→Stable Growth ; HCMC →Fluctuate
HCMC
HN
66
HeadcountHeadcountPerformance
RegionSM/Pre-BM/
AS
(Full-time)
Total
(includes IA)
HCM 233(+12) 769(+71)
HN 447 (+42) 1,593 (+171)
DaNang 14(+14) 0
Total 678 (+68) 2,362 (+242)
※temporary
※( ) means compared with 2nd working month
77
Performance
Full-timeFull-time 233
301
210 221304
187168
152125103
447
549
405
551
433309
197
121300
150
300
450
600
07 08 09 10 11 12 13 01 02 03
536482
330
477
414265
20717713384
1146974
1017
667
466357
260193
140
300
600
900
07 08 09 10 11 12 13 01 02 03
Part-timePart-time
HN
HCMC
88
Performance
HCMC
HCMC
54
51
59
19
114
4954
33
1720 44
57
2
105
2538
31
34
1040
30
60
90
120
07 08 09 10 11 12 13 01 02 03
Full-time “New” & “Leave”
Full-time “New” & “Leave”
27
141
85104
147
118
8291
32
184
2
82
112
34
27
6200
50
100
150
200
08 09 10 11 12 13 01 02 03
HNHN
Lots of AS terminate/demote to IAWaste company resource
Select AbilitySelect Ability
New
Leave
99
Performance AS Attaining Quota %AS Attaining Quota %39.1% 37.0%
26.4%
34.2%
29.2%29.9%
21.9%
34.0%35.9%
30.5%31.4%
32.4%26.3%
25.6%
37.5%
28.6%
30.3%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
08 09 10 11 12 13 01 02 03
IA Sell 01 Policy↑ %IA Sell 01 Policy↑ %
17.3%
23.7%23.7%
18.4%17.9%
12.2%
19.9%
17.2%
20.8%
8.8%
17.9%18.1%
10.7%
14.2%
9.8%
19.8%20.4%
5.0%
10.0%
15.0%
20.0%
25.0%
08 09 10 11 12 13 01 02 03
As can not make basic Salary→Resign (possible)
HN
HCMC
Target-40%
1010
~Problem~
Performance
•On 3rd working month, PFYP down seriously because stop A02 sale PFYP
Head-count
•Recruitment growth slowly•Lots of agents are dummy
1111
B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑
A Performance﹑A Performance﹑A Performance﹑A Performance﹑
CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009
agenda
1111
agenda
How/What should We doHow/What should We do
Point 1
Focus on C04Focus on C04
Point 2
Recruit MoreRecruit More
Point 3
Agents QualityAgents Quality
Point 4
PromotionPromotion
Strategy
1313
Main ProductMain Product
Point 1:Focus on C04
Teaching PlanTeaching Plan
Advantage of C04
Examination
Review daily activity
Salary↑Bonus↑
Selling skill
Action PlanAction Plan
Reward/Contest
CIW
Performance
Work HappilyWork Happily
1414
RecruitmentRecruitmentPoint 2:Recruit More
HCMC : 2 New BM (6 branch→8 branch)HN : 1 New BM and promote 1 SM (4 branch→6 branch)Danag : 3 New branch
Recruit/Promote BMRecruit/Promote BM
HeadcountHeadcount ↓↓101035%35%
11~2011~2030%30%
21~3021~3016%16%
31↑31↑18%18%
PerformancePerformance bonus bonus 0.8M0.8M 1.9M1.9M 2.3M2.3M 3.7M3.7M
Encourage SM RecruitEncourage SM Recruit13~2 WKM-- Million
Recruit more → salary higherRecruitment incentive Rule for SM/Pre-BM
~Expand~
1515
Point 3:Agents quality
More Agents
•Select•Train
ForgetForget
Training AllowanceAttendance Allowance
Financial supportOffice rent
…..
CostCost
Set new position Set new position Branch Develop Officier(BDO)support BM to train and manage
Select ability Select ability Statistic agents’ profile help manager to select agent
EnhanceEnhance
↑ ↑QualityQuality
1616
Point 4:Promotion
AS(78%)Score bonus:max(0.7M)
SAS(18%)Score bonus:max(140/score)
EAS(4%)Score bonus:max(180/score)
2nd working month
Promote to SM(10)SM(10)More salary
( team performance bouns)
1.agents promote → lots of salary →stay company → service well2.Continue to encourage AS to promote (fast track promotion rule)
1.agents promote → lots of salary →stay company → service well2.Continue to encourage AS to promote (fast track promotion rule)
SAS SAS ↑ ↑ attain attain 35%35%
PromotionPromotion
1717
B Strategy ﹑B Strategy ﹑B Strategy ﹑B Strategy ﹑
A Performance﹑A Performance﹑A Performance﹑A Performance﹑
CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009CC﹑﹑Incentive in Q2 - 2009Incentive in Q2 - 2009
agenda
1818
Q2 Incentive
Region(RM)
★Recruitment Award ★C04 sale competition★ Regional travel subsidy
★Recruitment Award ★C04 sale competition★ Regional travel subsidy
Marketing Division
SupportGive direction & reward
Region(RM) Branch(BM)
Operate by themself
Branch(BM)
★ 4-week performance: ★ Promotion award★ Attaining Quota Award (40%)★ Excellent new AS:
TargetTarget
Higher Performance
More Recruitment
GoodTraining
1919
Recruit more
Assess StrictBad Performance
↓↓Demote/terminate
SM/BM↑↑
Promote↑↑
Good Performance
Reporter:Stanley Chao