01 March, 2018

New Compensation and KPI

BAS Worksite 2018

Bancassurance Business Support

PT BNI Life Insurance

Bancassurance Business Support Division
Agenda

KPI Worksite BAS

Variable compensation

Allowance
BAS Worksite KPI 2018
BAS Worksite KPI 2018

BAS Worksite CC ANP FBI Average ANP Category

Landing 8,000,000
Baby 8,000,000
Validation
New 16,000,000
Mature 24,000,000
Landing 3 10,000,000 400,000
Baby 4 10,000,000 800,000
MPS
New 7 20,000,000 2,000,000
Mature 12 30,000,000 4,000,000
Landing
Baby
20 50,000,000 8,000,000 Target
New
Mature
SWBAS 20 50,000,000 8,000,000 40,000,000
EWBAS 24 70,000,000 11,000,000 56,000,000 Career Path
SEWBAS 30 100,000,000 15,000,000 80,000,000
FYP vs ANP
INGAT !!! ANP adalah FYP yang disetahunkan (tergantung cara bayar)
Produk Premi FYP Produk Premi FYP

Premi Dasar 100% Premi Reguler 100%

Maksima Sehat
BLife Plan Multi Premi Rider 100%
Pro Premi Top Up Berkala 10%
Premi Awal 10%
Premi Top Up 5%
Sekaligus BLife Maksima Premi Top Up 10%
Pro Sekaligus
Premi Dasar 100%
BLife Cash Pro Premi Rider 100%
Premi Rider 100%
Premi Sekaligus 10%
BLife Perisai Premi Sekaligus 5% BLife Hy-End
Prima Pro Premi Variabel 10%
Tambahan
Premi Sekaligus 10%
BLife Maksima Premi Reguler 100%
Premi Top Up 5% BLife Term Pro
Sekaligus Premi Sekaligus 10%
BLife Solusi Premi Dasar 100% BNI Life Health Premi Sekaligus 100%
Pintar dan BLife Cash Protection
Premi Rider 100%
Solusi Abadi Plus Premi Sekaligus 50%
FIXED Pro
BLife Pro Premi Berkala 100%
Maxi Pro Premi Sekaligus 50%
Sejahtera Premi Sekaligus 10%

4
FYP vs ANP

FYP (First Year Collected Premium) ANP (Annualized Premium)

• Regular Product is 100% first • Regular Product is 100% and
collected premium annualized
• Single Product is 10% • Single Product is 10%

Example: Example:
Multi Pro (Monthly 2 mio) Multi Pro (Monthly 2 mio)
• FYP : 2 mio • ANP : 24 mio (2 * 12)
HyEnd Pro (Single 50 mio) HyEnd Pro (Single 50 mio)
• FYP : 5 mio • ANP : 5 mio

Total FYP : 7 mio Total ANP : 29 mio

(not eligible to get commission) (eligible to get commission)

* Minimum Performance Standard (MPS) 22.5 mio

Fee Based Income
Produk Premi FBI
Premi Dasar 20% Produk Premi FBI
Premi Rider 20% Reguler 10%
Maksima
BLife Plan Multi Premi Top Up Sehat
Pro 0,75% Premi Rider 10%
Berkala
BLife Premi Awal 3,6%
Premi Top Up
0,75% Maksima
Sekaligus Premi TUS 3%
Pro
Premi Dasar 40%
BLife Cash Pro Premi Sekaligus 3,6%
Premi Rider 0% BLife Hy-
End Pro Premi Variabel
BLife Perisai 2,7%
Premi Sekaligus 20% Tambahan
Prima
BLife Term Premi Reguler 20%
Premi Sekaligus 3%
Pro Premi Sekaligus 5%
BLife Maksima Premi Top Up
3%
Sekaligus BNI Life
Health Cash Premi Sekaligus 10%
BLife Solusi Abadi Premi Dasar 20%
Protection
Plus Premi Rider 10%

BLife Pro Premi Berkala 27%

Sejahtera Premi Sekaligus 5%
Average ANP
Average ANP

ANP Production Required ANP

• March 2018 : 20mio • March 2018 : 18 mio
• April 2018 : 30 mio • April 2018 : 28 mio

Average ANP : 50 mio / 2 month = Average Required ANP : 46 mio / 2

25,000,000 month = 23,000,000

BAS Deploy on April 2017

Implementation Start March 2018
Average ANP

ANP Production Required ANP

• March 2018 : 10 mio • March 2018 : 10 mio
• April 2018 : 20 mio • April 2018 : 10 mio
• May 2018 : - 30 mio • May 2018 : 10 mio
• June 2018 : 27 mio • June 2018 : 10 mio

Average ANP : 27 mio / 4 month = Average Required ANP : 40 mio / 4

6,750,000 month = 10,000,000

BAS Deploy on January 2018

Implementation Start March 2018
Average ANP
ANP Production
• March 2018 : 10 mio
• April 2018 : 20 mio
• May 2018 : - 30 mio
• June 2018 : 27 mio
• July 2018 : 25 mio
• August 2018 : 33 mio
• September 2018 : 20 mio
Average ANP : 105 mio / 7 month =
15,000,000
BAS Deploy on January 2018
Implementation Start March 2018
Required ANP
• March 2018 : 10 mio
• April 2018 : 10 mio
• May 2018 : 10 mio
• June 2018 : 10 mio
• July 2018 : 18 mio
• August 2018 : 18 mio
• September : 18 mio
Average Required ANP : 94 mio / 7
month = 13,428,571
Basic Allowance Worksite

BAS Worksite Basic Allowance 2018

MPS
Description NMV Valid Target SBAS EBAS SEBAS
New Mature

Jkt Region 3,000 3,700 3,700 3,700 3,700 3,700 3,700 3,700

Jabar & Jatim 2,750 3,400 3,400 3,400 3,400 3,400 3,400 3,400

Others Region 2,250 2,750 2,750 2,750 2,750 2,750 2,750 2,750
Transport &
500 500 800 1,000 1,500 1,500 2,000 2,500
Comm
Pro Allowance - - - - 1,000 1,500 2,500

* Dalam ribuan
New Single Premium Compensation Model

Regular Premium
MultiPro
Varcomp

Tiering
Solusi Regular

Production Ratio
Premium
Meet MPS

Term Pro

HyEnd Pro

Single Premium
Tiering
Varcomp
Maksima Pro
Single Premium
Maksima
Production Ratio

Production Ratio
adalah sebagai dasar
dalam penghitungan
varcom untuk masing-
masing produk

Perhitungan ini tidak

disetahunkan, namun
mengikuti cara bayar
nasabah, dengan syarat
BAS tersebut wajib
MPS di bulan tersebut

Fixed & Maxi SP 20%

figures in million
Variabel Compensation Model

Regular Premium Varcomp

Min Max New BAS Mature BAS

% Compensation % Compensation
0 999,999 1,5% 2%
1,000,000 2,999,999 3% 4%
3,000,000 4,999,999 4,5% 6%
5,000,000 9,999,999 6% 8%
10,000,000 19,999,999 7,5% 10%
20,000,000 49,999,999 9% 12%
50,000,000 99,999,999 11% 14%
100,000,000 199,999,999 12,75% 16%
200,000,000 499,999,999 14,5% 18%
500,000,000 ∞ 16,25 20%
Variabel Compensation Model

Single Premium Varcomp

Min Max New BAS Mature BAS

% Compensation % Compensation
0 4,999,999 5% 7%
5,000,000 9,999,999 5,5% 8%
10,000,000 24,999,999 6,25% 9%
25,000,000 49,999,999 7% 10%
50,000,000 99,999,999 7,7% 11%
100,000,000 499,999,999 8,5% 12%
500,000,000 ∞ 9% 12,5%
Blife Plan MultiPro

Basic Premium: 12 mio Basic Premium: 12 mio

Annual Payment Mode Annual Payment Mode
Landing BAS Landing BAS

• FBI = 12 * 20% • Production Ratio = 12 mio * 100%

• 2.4 mio * 0% • 12 mio * 7.5%

Compensation : Rp. 0- Compensation : Rp. 900,000-

Assume Meet MPS

Blife Plan MultiPro

Basic Premium: 50 mio

Basic Premium: 50 mio
4 case Annual Payment Mode
4 case Annual Payment Mode
Mature BAS
Mature BAS
• Production Ratio = 200 mio *
• FBI = 200 * 20%
100%
• 40 mio * 70%
• 200 mio * 18%
Compensation : Rp. 28,000,000
Compensation : Rp. 36,000,000-

Assume meet MPS

Maksima Pro

Single Premium: 100 mio

Single Premium: 100 mio
New BAS
New BAS
• Production Ratio = 100 mio * 5%
• GP = 100 * 0.45%
• 5 mio * 5%
Compensation : Rp. 450,000
Compensation : Rp. 275,000

Assume meet MPS

HyEnd Pro

Single Premium: 500 mio

Single Premium: 500 mio
Mature BAS
Mature BAS
• Production Ratio = 500 mio * 5%
• GP = 500 * 0.45%
• 25 mio * 10%
Compensation : Rp. 2,250,000
Compensation : Rp. 2, 500,000

Assume meet MPS

Activity Bonus BAS Worksite 2018

BAS Worksite Activity Bonus 2018

Min ANP Max ANP Rp / Case

5,000,000 29,999,999 20,000
30,000,000 49,999,999 35,000
50,000,000 99,999,999 50,000
100,000,000 999,999,999 70,000
Activity Bonus

Basic Premium: 1 mio

Basic Premium: 1 mio
4 case Monthly Payment Mode
4 case Monthly Payment Mode
New BAS In Branch
New BAS In Branch
• ANP = 48 mio
• FYP = 4 mio
Activity Bonus : Rp. 4 * 35,000 =
Activity Bonus : Rp. 0-
140,000

Assume meet MPS

Activity Bonus

Basic Premium: 2 mio

Basic Premium: 2 mio
5 case Monthly Payment Mode
5 case Monthly Payment Mode
New BAS In Branch
New BAS In Branch
• ANP = 120 mio
• FYP = 10 mio
Activity Bonus : Rp. 5 * 70,000 =
Activity Bonus : Rp. 250,000-
350,000

Assume meet MPS

Quarter Bonus BAS Worksite 2017 vs 2018

Quarter Bonus BAS Worksite 2018

PR ANP FBI
Target WBAS
20 50,000,000 8,000,000
Quarter Bonus Base Amount
All Region 16% 50% 34% 1,250,000
Retention Bonus & Loyalty Bonus 2018

LOS Evaluation # of MPS Bonus

6 months 1 – 6 months 3
12 months 1 – 12 months 7
> 1 year 13 – 24 months 9 1 Month
Regional Basic
> 2 years 25 – 36 months 11 Allowance
37 – 48 months
> 3 years 12
Etc.
Bonus Hari Raya 2017 vs 2018

Bonus Hari Raya BAS Worksite 2018

Base
Position ANP
Amount
New WBAS 120,000,000
Mature WBAS 180,000,000
1 x Basic
SWBAS 300,000,000
Allowance
EWBAS 420,000,000
SEWBAS 600,000,000
 TERIMA KASIH

PT BNI Life Insurance

Centennial Tower, 9th Floor
Jl Jend Gatot Subroto Kav 24-25
Jakarta, 12930

Tel : +62 21 2953 9999

Fax : +62 21 2953 9998

PT BNI Life Insurance

Bancassurance Recruitment and Development Division