Marketing Marketing DivisionDivision
Marketing Planning Marketing Planning
Quach Van Quach Van HoangHoang
1
AA Performance Introduction
BB
Agenda
Recruitment Strategy
Performance introduction
Premium & PFYP
4th WKM 2010(1~4)
Prem PFYP Prem PFYP
Total(Billion) 5.11
3.04(47%)
16.4411.4
(51%)
( ) is percentage of Vietnamese Target
Headcount
SM Full-Time agentsTotalPre-
BM &SM
CAS SEAS EAS SASAS
Total 295 2 28 114389
3721200
Part-Time agents (IA): 2596 Total Agents: 37963796
4
533SAS↑
Performance introduction
5
Headcount Trend
3678
2596
32633047
40673657
3263
28052800
12001226146015711837
1545141011711091
2952712382482462232361851750
1500
3000
09 10 11 12 13 01 02 03 04
Part-TimePart-Time
Full-TimeFull-Time
SM/Pre-BMSM/Pre-BM
Performance introduction
Eliminate un product agent
3
1.0
2.5
4.0
05 06 07 08 09 10 11 12 13 01 02 03 04
4.8B4.8B
3.3B3.3B
2.53B2.53B
3.6B3.6B
1.8B1.8B
PFYP Trend
Performance introduction
3.0B3.0B
PFYP decline
6
Performance introduction
FT/IA Productivity
11% 17%
1.82.1
17%24% 21%
2.2
1.1
2.0
0.70.30.20.30.5
0%
50%
100%
150%
200%
250%
2009 2010-01 2010-02 2010-03 2010-04Month
Attain Quota (FT) Avg PFYP (FT) Avg PFYP (PT)
Need improving
1
AA Performance Introduction
BB
Agenda
Recruitment Strategy
20
EXPAND ORGANIZATION
Opening Dong Nai Office – April, 2010Opening Dong Nai Office – April, 2010
DN
SimonSimon
SimonSimonNguyên HoangNguyên Hoang
ChươngChương
CharlieCharlie
MingzenMingzen
Nguyên HồngNguyên Hồng
KỷKỷ Chu Thị Chu Thị
Kim AnhKim Anh JoshJosh
JoshJosh
JackJack
1
20
NEW BM - RETENTIONNEW BM - RETENTION
02
PROMOTED BMPROMOTED BMNEW BMNEW BM
BM TREND
PROJECT BMPROJECT BM
1514
08
Total
Resign
>57%
UN EFFICIE
NCY
20
讓顧客達到滿足
Encourage Encourage SM/Pre-BMSM/Pre-BM promoting to promoting to BMBM
Apply Fast track BM promotion rule Let SM/pre-BM promote quickly
BM trend
Selection experience Selection experience BM - qualityBM - quality
→ Emphasis quality of the selection/interview→ Encourage new BM get more success
3
Focus on NEW IA
IA issue 01 policy
29% 32%
11%
24% 21% 19% 21% 19% 21%13% 10% 10% 8% 8% 6% 8%
0%8%
16%24%32%40%
10 11 12 13 01 02 03 04
Month
Avg PFYP
1.71.4
2
1.31.6 1.6 1.6
2.9
0.6 0.4 0.4 0.3 0.3 0.2 0.30.7
0
0.5
1
1.5
2
2.5
3
3.5
10 11 12 13 01 02 03 04
Month
AF
PY
P
New IA
IA
20
讓顧客達到滿足
Focus on the IA’s 1st month- IA Golden MonthFocus on the IA’s 1st month- IA Golden Month
Help new IA to develop
OPPOPP Cathay AwardCathay Award
IA workshop
IA workshop
SAS promotion
SAS promotion
1st week 2nd week 3rd week 4th week
Target: Promote to SAS in 1st monthsMore salary and future career development
3.5 M 3.5 M 3.5 M
24
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