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[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

Greeting from AGENCY PERFORMANCE MANAGEMENT.

Dear Bosses & Colleagues, In line with the New Financial Year that started last January 2012, please note that our findings below reflect accordingly. For the purpose of monitoring Agency Incentive Trip (AIT) and Agency Dinner and Award Presentation (Premier & Grand ADAP), we are pleased to inform you that we will be providing a separate report which will be distributed before end of this week.

Period of Feb 11 - Jan 12 :


VS SPLY VS SPLY (%) VS Budget (%) VS Previous month (%)

Feb -625,084 -21.64% -49.57% -2.75%

Mar -856,462 -25.51% -46.29% 10.49%

April 75,727 2.94% -43.40% 6.11%

May 58,501 1.96% -40.22% 14.73%

J une -176,315 -6.07% -49.05% -10.43%

J uly -276,817 -11.15% -32.10% -19.09%

Aug -167,256 -7.03% -31.97% 0.20%

S ept -39,215 -1.71% -30.73% 1.82%

Oc t -269,062 -11.08% -38.29% -4.07%

Nov -270,193 -11.17% -42.73% -0.55%

Dec 140,709 5.47% -27.67% 26.28%

J an -20,195 -0.86% -27.49% -14.18%

In reference to our Agency Performance Management report, we would like to highlight the FYCP in January 2012 as follows: When compare against SPLY, i.e. January 2011, our FYCP has a slight deficit of 0.86%. If compared against previous month i.e. December 2011 we are also behind budget by 14.18%. These are expected because of EIB businesses are generally from Salary Deduction where it is year end closing for the third party administrators. This is also due to low New Business inforced in January 2012.

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

We would like to highlight our updates as per charts above on new business vs. spill over graph which comprise of FYCP for the financial year 2011/12. As we can see, our new business only contribute between 17%-39% for the past 5 months and the rest is spill over businesses from previous financial year. In January 2012, our new business contribution is 23%. New Business Trend shows tremendous drop compared to previous month i.e. from 1.05mil to 0.53mil by almost 50%. However when compare to SPLY (Jan 2011), we are still ahead by 0.16 mil i.e. 44.49%. Looking into the past 6 months from August 2011, we note that our business trend is almost constant.

Period of Feb 11 - Jan 12 : VS SPLY VS SPLY (%) VS Budget (%) VS Previous month (%)

Feb -459 -14.59% -43.99% 26.61%

Mar 257 7.37% -23.56% 39.32%

April 349 10.87% -32.83% -4.94%

May 62 2.01% -38.37% -11.71%

June -890 -31.97% -63.57% -39.74%

July -274 -9.44% -40.92% 38.75%

Aug 214 6.87% -19.76% 26.75%

Sept 551 22.60% -5.64% -10.27%

Oct -150 -5.31% -37.07% -10.44%

Nov -11 -0.39% -24.55% 5.64%

Dec -509 -17.48% -37.32% -15.03%

Jan -304 -12.53% -14.01% -11.65%

We would like to highlight on submission of cases in January 2012 as follows: When compare against SPLY, i.e. January 2011, our submission of cases have dropped by 12.53%.

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012


The further bad news is that we are also behind by 11.65 % compared to previous month i.e. December 2011. This is unusual for an after Financial Year End closing. The number of cases are expected to improve during the first one month of New Financial Year, as per previous trend.

Active vs Inactive
Inactive Agent Active Agent

Active Agent Productivity


Productivity Productivity budget

Average Case Size


ACS

ACS Budget

17%

0.00 2.00 4.00 6.00 Graph 2

1200 1300 1400 1500 1600 Graph 3 New Business Trend (RM'000) 1.500 1.000

Persistency

83%

1st Yr Persistency 1st Yr Persistency Budget

0.500 0% 50% 100%


Aug Sept Oct Nov Dec Jan

Graph 1

Graph 4

Graph 5

Productivity ratio, it has gone well over its budget of 3.5 cases per active agent. On average, our active agents are recording a whooping 5.24 cases. (Refer graph 2). Whilst this is good news, other KPIs remain behind budget. Let this month be the beginning of many more good news as we move into the year of Water Dragon.

Observation.
1. Active Agent vs. Inactive Agent and Activity Ratio vs. Expected Activity Ratio

Based on the chart above, only 17% of our agents are active i.e. 403 agents out of 2,394 total EIB manpower. This small percentage also reflected in the activity ratio. Hence, we are short of our target i.e. 1,436 active agents (60%). 2. Average Case Size (ACS) vs. Expected ACS

Our actual average case size is lower than the Expected average case size by RM 1326.00. This is due to most of our agents' focus on "middle class income earners" market segmentation instead of the higher income class.

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

3.

1st Year Persistency vs. Expected 1st Year Persistency

This graph shows that our 1st year persistency is also off target, reflecting that a more efficient client servicing is required from the agent. As it stands, we're at the 74.15% mark instead of the 90% budget that the company is targeting. We find persistency to be very crucial in sustaining both the agent and the company's profitability apart from the new businesses secured. 4. Active Agent Productivity (AAP) vs. Expected AAP

In contrast to the others, the Active Agent Productivity figures are showing a more promising sign. Even though only the active agents are being counted in the statistic, productivity has gone well over its budget of 3.5 cases per active agent. In average, our active agents are recording a whooping 5.24 cases each.

Recommendation.
In line with our last ABPC, it is wise to continuously use our Agency Management System (AMS) tool. AMS tool is a good reference when we plan and monitor our new business activities that should be reflected positively in our performance. We would also like to highlight that the more cases you submit the more proposals shall be inforced as there will always be proposals that falls under the unexpected sub-standard medical underwriting.

The following is our top 3 performers by category in terms of monthly & YTD FYCP followed by number of monthly & YTD submitted cases and current year collection efficiency.
Top Group Agency Managers - January 2012 AGENCY CODE 75114 75120 90140 AGENT CODE 062752 073569 082552 FYCP 241,348.77 195,761.13 118,893.20 FYCP YTD 241,348.77 195,761.13 118,893.20 Current Year Collection Efficiency 85.11 88.92 94.40 # Cases Monthly 202 135 25 # Cases YTD 202 135 25

NO 1 2 3

AGENT NAME T CHANDRARAJAN A/L THANASAGARAN ANANDAN A/L PATTAPAN YUSOF MAT SAHAT

January 2012 January 2012

Top Direct Unit - January 2012 AGENCY CODE 75120 77117 90140 AGENT CODE 073569 025973 082552 TEE SOH TIN YUSOF B MAT SAHAT FYCP 153,245.66 110,959.84 103,496.56 FYCP YTD 153,245.66 110,959.84 103,496.56 Current Year Collection Efficiency 91.22 95.22 95.13 # Cases Monthly 91 94 9 # Cases YTD 91 94 9

NO 1 2 3

AGENT NAME ANANDAN A/L PATTAPAN

January 2012 January 2012

Top Personal - January 2012 AGENCY CODE 90140 75114 75120 AGENT CODE 155051 160093 171827 FYCP 78,363.73 49,362.42 47,984.07 FYCP YTD 78,363.73 49,362.42 47,984.07 Current Year Collection Efficiency 98.09 95.28 95.41 # Cases Monthly 0 7 27 # Cases YTD 0 7 27

NO 1 2 3

AGENT NAME ERANZA BT HAMID MOHAMMAD FENDI B ZAHARIE SALBINA BT SHAFIEE

January 2012 January 2012

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

Current Year Collection Efficiency

< 70% 33% > 80 % 59%

70% - 79.99% 8%

In reference to Life Insurance collection efficiency, we found that Current Year Collection Efficiency for Personal Producers is as follows: 764 agents (33%) achieved above 80% persistency. 103 agents (8%) achieved between 70% to 80% persistency. 424 agents (59%) achieved below 70% persistency. Please refer to below table for our KPI for the month of January 2012:

KEY PERFORMANCE INDICATOR ( KPI ) - January 2012 By Region KPI Budget :


GREEN YELLOW RED On Target 10% Below Target Above 10% Below Target Activity Ratio Productivity Average Case Size

0.60 0.54 0.48

3.50 3.15 2.80

1,500.00 1,350.00 1,200.00

Key Performance Indicator

Region
Central East Coast Kuala Lumpur Northern SABAH SARAWAK SOUTHERN REGION Direct Business

FYAP 516,199.34 75,308.17 370,756.42 803,856.87 248,580.89 399,248.80 345,459.46 54,845.56

Proposal Submission 443 37 303 526 211 268 293 42

Manpower 231 93 421 387 333 522 250 157

Active Agent 40 10 65 65 50 110 57 8

Activity Ratio

Productivity

Average Case Size

0.17 0.11 0.15 0.17 0.15 0.21 0.23 0.05 0.17

11.08 3.70 4.66 8.09 4.22 2.44 5.14 5.25 5.24

1,165.24 2,035.36 1,223.62 1,528.25 1,178.11 1,489.73 1,179.04 1,305.85 1,325.60 .

Grand Total

2,814,255.51

2,123

2,394

405

[LIFE AGENCY UPDATES JANUARY 2012] February 13, 2012

This is the Life Insurance Agent Profiling for January 2012:

Profiling Superstar Star Average Laggard Inactive

Criteria 100,000 and Above 50,000 - 99,999.99 10,000 - 49,999.99 1,000 - 9,999.99 Below 1,000

YTD Criteria 8,333 and Above 4,167 - 8,332.99 833 - 4,166.99 83 - 832.99 Below 83 Total Productive Agent

# Agents 56 88 340 423 384 1,291

(%) 4.34% 6.82% 26.34% 32.77% 29.74%

# AGENTS
SUPERSTAR 4% INACTIVE 30% AVERAGE 26% STAR 7%

LAGGARD 33%

In reference to our last ABPC, all Leaders are advised to look into their agent profiling so that decisions that will benefit their Agency can be made. Please also refer to your pledge activities to improve your agents from Average profiling to Star profiling.

We hope you find the above useful.

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