Memorandum 2015-IA#37

To:

Insurance Advisers & Agency Leaders

From:

David Grant
SVP - Chief Agency Officer

Cc:

R Charland, J Januszczak, Territory Heads, Agency Directors, Associate Agency Directors,

Agency Operations, Agency Training, Agency Recruitment, Agency Accounting, Corporate
Solutions, Client Services, Marketing, Branch Operations, File

Subject:

2016 Manulife Conferences

Date:

May 5, 2015

Show that Manulife will once again soar to greater heights by qualifying to 2 out of the 3 2016 Conferences
and by producing more qualifiers compared to 2015. For your guidance, the numbers of conference
delegation to beat this year are as follows:
Sector
Metro Manila 1
Metro Manila 2
Metro Manila 3
Luzon
Visayas
Mindanao
Total Slots

London Conference
62
24
68
14
20
5
193

Beijing Conference
91
70
89
23
39
20
332

The full qualification and guidelines are stated below to qualify to any of the following 2016 Conferences
combination:
Los Angeles and Hokkaido;
Los Angeles and Hong Kong; or
Hokkaido and Hong Kong.
1.

Contest Period:
1.1
2016 International Conference in Los Angeles, CA, USA:
1.1.1 Early Bird: January 1 to June 30, 2015
1.1.2 Full Contest: January 1 to December 31, 2015
1.2
2016 Asia Conference in Hokkaido, Japan: January 1 to December 31, 2015
1.3
2016 MDRT Experience in Hong Kong, China: January 1 to October 31, 2015

Manulife
G/F LKG Tower, 6801 Ayala Avenue, 1226 Makati City
Tele: (02) 884-7000 Fax:

2.

Contest Requirements:
2.1
Insurance Adviser (IA) Category:
INTERNATIONAL
LOS ANGELES, USA

PC
CC*
RPVL
Cons.

2.2

Level

MDRT Experience
Hong Kong, China
FULL CONTEST
(Jan-Oct 2015)
EARLY BIRD
FULL CONTEST FULL CONTEST
(Jan-June 2015) (Jan-Dec 2015) (Jan-Dec 2015)
First 100 New
IA Level
Recruits**
1,200,000
1,715,000
1,000,000
650,000
500,000
7
10
8
6
6
2
3
2
2
2
90%
90%
90%
90%
90%
SPVL cases are not included in the Case Count (CC) but Production Credit (PC) is
counted.
Two (2) out of three (3) Conference attendance rule applies.
*CC is based on net issued Traditional and Regular Pay Variable Life (RPVL) policies with
at least 2 riders attached.
**First 100 New Recruits is based on an IAs CED (Jan 1, 2014 to present) who achieves
the qualification requirements earliest. In case of a tie, PC will be used as tiebreaker.
Agency Leader (AL) Category**:
INTERNATIONAL

ASIA

MDRT Experience

LOS ANGELES, USA

JAPAN

Hong Kong, China

FULL CONTEST
(Jan-Dec 2015)

FULL CONTEST
(Jan-Oct 2015)

EARLY BIRD
(Jan-June 2015)
UH
BH
RH
SRH

3.

ASIA
JAPAN

FULL CONTEST
(Jan-Dec 2015)

4,450,000
6,400,000
3,800,000
11,200,000
16,050,000
10,550,000
19,450,000
27,850,000
18,050,000
30,100,000
43,000,000
27,750,000
**Team Conservation of 85% for all levels.
50% production roll-up of UH to UH

2,150,000
5,900,000
10,150,000
15,600,000

Contest Guidelines:
3.1
2 of 3 Conference Attendance Rule
2016 Conference qualifiers except for the 2016 Top of the Table and 2016 Court of the Table
Members can choose to attend 2 out of the 3 conferences. The combination can be any of the
following conferences:

International and Asia;

International and MDRT Experience; or

Asia and MDRT Experience.

Manulife
G/F LKG Tower, 6801 Ayala Avenue, 1226 Makati City
Tele: (02) 884-7000 Fax:

3.2

3.3

3.4

Carve-out Rule
PC and CC used to qualify for a particular conference will be deducted from the total earned
PC and CC. The remaining PC and CC can be used to vie for another slot to the same and/or
other conferences.
3.2.1

Carve out rule applies to both the PC and CC requirements since the International
Conference and Asia Conferences contest periods overlap. The same principle applies
to the Team Production.

3.2.2

Multiple conference qualifiers must decide within 1 month after the end of the
contest period whether to attend the Hokkaido, Japan Conference) and/or the LA,
USA International Conference. Once the slots are confirmed for a conference, it can no
longer be withdrawn or changed to another conference since it is the basis of all
conference-related cost.

3.2.3

If a qualifier decides to attend a particular conference, the PC and CC used to qualify

for the conference will be carved out from the production tally to vie for the other
conference.

3.2.4

Qualification slots are not transferable to any other form of reward. If the qualifier
decides to forego his/her slot/s, his/her slot/s will be forfeited.

Early Bird (EB) Qualifiers

EB period is from January 1 to June 30, 2015 and is only applicable to the International
Conference.
3.3.1

The EB scheme may be used to earn one (1) slot per level. An AL with enough credits
both as an IA or AL - even after carve-out rules have been applied - is entitled to one
(1) slot in each level.

3.3.2

In the event that an EB is used to qualify for the initial slot on a particular level, the
second slot will be computed based on the full conference qualification requirement.

AL Qualification
3.4.1 An AL (i.e. UH, BH, RH, or SRH) at the start of this campaign will determine his/her
qualification requirements. Even if a change in position occurs for a BH, RH, and SRH
within the contest period; the qualification requirements will still be based on the
original category.
However, this rule does not apply to a newly-appointed UH within the contest period
as they may also qualify in the UH level.
3.4.2

Personal or Team PC used to avail of a single qualification slot will automatically be

deducted from the ALs remaining available Team PC.

Manulife
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Tele: (02) 884-7000 Fax:

3.4.3

In determining an ALs remaining available Team PC, the unused personal PC will be
credited as part of the unused Team PC but it shall not exceed 50% of the total unused
Team PC.
Example 1:
Total Unused Team PC
5,000,000
AL's Unused Personal PC
2,000,000
AL's personal PC of 2,000,000 will be fully credited because it is less than 50% of the
total Team PC. Therefore the total Team PC recognized for the contest is 5M i.e. 2M
personal plus 3M team PC).
Example 2:

Total Unused Team PC

AL's Unused Personal PC

5,000,000
4,000,000

Only 2,500,000 of the total ALs unused personal PC will be credited because of the
50% maximum limit on the total unused team PC. Therefore the total Team PC
recognized for the contest is 3,500,000 i.e. 2.5M from the ALs personal PC plus 1M
from the rest of the team.
3.5

Movements:
Note that the Production in this section refers to PC, CC, Manpower, and Conservation.
3.5.1

Transfers
3.5.1.1 IA to another Unit, Branch or Region
IA production prior to the date of transfer will be credited to the original AL.
Crediting of production to the new AL will take effect on the date of transfer.
3.5.1.2 AL to another AL affiliation
The same treatment as 3.4.1.1 applies for AL transfers to another affiliation.
Personal and team production prior to the transfer will be credited to the
original AL and to the new AL starting on the date of transfer.

3.5.2

Upgrades:
3.5.2.1 Select/Associate Unit Head (SAUH/AUH to UH)
3.5.2.1.1 UH to UH Reporting
An IA/AUH/SAUH upgraded to a UH and reports to a mother UH
observes this rule. Fifty percent (50%) of the production of the
baby UH rolls-up to the mother UH during the first 12 months
from the Rank Effective Date (RED). Beyond this period or starting on
the 13th month of RED, the baby units production still rolls up to the
BH and RH but no longer to the mother unit. See the tables below
for the illustration of the PC roll-up.

Manulife
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Tele: (02) 884-7000 Fax:

Table 1: First 12 Months

Month

Baby UH
PC

Mother UH PC
(Direct)

Total Mother
UHs PC
(with 50%
Roll-up)

Rank Effective Date (RED)

Jan 1, 2015
Jan 2015
100,000
150,000
200,000
Mar 2015
100,000
150,000
200,000
May 2015
100,000
150,000
200,000
Jul 2015
100,000
150,000
200,000
Sep 2015
100,000
150,000
200,000
Dec 2015
100,000
150,000
200,000
Total PC
600,000
900,000
1,200,000
*50% of the Baby UH PC rolls- up to mother UH since UH to UH
affiliation is within 12 months.

Table 2: Beyond 12 Months

Month
Baby UH
Mother UH PC Total Mother
PC
(Direct)
UHs PC (with
50% Roll-up)
Rank Effective Date (RED)
Jul 1, 2015
Jan 2016
100,000
150,000
200,000
Mar 2016
100,000
150,000
200,000
May 2016
100,000
150,000
200,000
Jul 2016
100,000
150,000
150,000
Sep 2016
100,000
150,000
150,000
Dec 2016
100,000
150,000
150,000
Total
600,000
900,000
1,050,000
.
*Baby UHs PC from July 1 to December 31, 2016 no longer rolls- up
to mother UH since UH to UH affiliation is beyond 12 months.
Note that roll-up of PC and CC does not apply to UH-UH reporting relationships
within the My Manulife Business (MMB) Level-Up Program.

3.5.2.1.2 Spin-Off (Immediate detachment upon upgrade of an IA from

mother UH)
In the event an IA/AUH/SAUH is upgraded to a UH and detaches
immediately from the mother Unit, personal business produced by
the new UH will only be credited to the mother UH prior to the
upgrade.
Starting on the time of upgrade, crediting of the personal production
of the new UH to the mother UH will no longer continue and will rollup to the BH.

Manulife
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Tele: (02) 884-7000 Fax:

3.5.2.2 AL to AL (UH to BH and BH to RH)

Production crediting will be that of the new level. However, an ALs position at
the start of the contest will be the basis for determining the qualification as
well as in computing for the 1st and succeeding slot/s. Crediting of
production to the UH, BH & RH before the upgrade will be credited to the
original AL and to the new AL starting on the date of upgrade.
3.5.3

Downgrade:
3.5.3.1 AL downgraded in level (AL to AL movement)
An ALs position at the start of the campaign will be the basis for determining
the parameters and in computing for the 1st and succeeding slot/s. Pro-rated
requirements do not apply for downgrades.
3.5.3.2 UH downgraded to IA
UH parameters still apply to a UH downgraded to an IA. The downgraded IA is
required to earn at least 1 slot using an UH qualification requirements before
2 or more slots are granted. Otherwise, the downgraded UH can only earn a
maximum of 2 slots using the IA qualification requirement.

3.6

Multiple Qualifications:
This provision is applicable for the full conference qualification requirements of the Asia and
International Conferences.
3.6.1

3.6.2

3.7

IA:
3.6.1.1 IA may earn a 2nd slot by making an additional production equal to the full PC,
50% of CC requirement and corresponding conservation requirements based
on the full conference parameters.
3.6.1.2 There is no limit to the number of slots that an IA can earn in the International
and Asia Conferences.
AL:
3.6.2.1 An AL with double the team PC qualification requirements earns a second slot.
3.6.2.2 An AL with sufficient Personal and Team PC during the contest period even
after the ALs personal production is carved out, earns 2 slots.
3.6.2.3 An AL can earn 3 or more slots provided 1 slot is earned using the AL
qualification requirements. Otherwise, a maximum of 2 slots can be earned
using the personal qualification requirements.

Insuring Immediate Family Members:

Policies taken on the life of an IA, AL and/or of immediate family members require annual
mode of payment at the time of issuance. Immediate family members refer to spouse, children,
parents for married and parents for single civil status.

Manulife
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Tele: (02) 884-7000 Fax:

3.8

Split Applications:
Two or more cases written on the same plan, life and beneficiary within 6 months are counted
as one case.

3.9

Split Business:
A split business is when 2 IAs sell a policy to a client. The PC and CC is also split between
both IAs. CC requirements must first be met in order for the split rider count to be credited
to conference qualification.

3.10

Conservation Make-up:
3.10.1 IA
An IA with less than 90% conservation but not less than 85% may still qualify to the
conference by producing the:

Required PC in the applicable category; and,

Additional 5% of the qualifying PC level for every 1% shortage or fraction

thereof in his/her conservation rate.
3.10.2 AL
An AL whose group is less than 85% conservation but not less than 80% may still
qualify to the conference by producing the:

Required PC in the applicable qualification requirements; and,

Additional 5% of the qualifying PC level for every 1% shortage or fraction

thereof in his/her groups conservation rate.

3.11

Post Conference Qualification:

3.11.1 PC and CC of qualifiers in relation to the 2016 Conferences must be in-force until the
time of travel. The conference qualifier will not be allowed to attend the conference
unless the PC and CC deficits are deducted from the current years production times 2.
In the event that the PC and CC deficits cannot be offset until the end of the current
year, the qualifier pays the full conference cost.
3.11.2 PC and CC based on the number of slots in relation to the 2016 Conferences must be
in-force until the time of travel. This means that the qualifiers in-force PC and CC at
the time of the final post conference report is the basis for the conference slots.

Manulife
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Tele: (02) 884-7000 Fax:

3.12

Companions:
3.12.1 Qualified companions may be a spouse or any immediate family member who are not
Manulife employees, IAs and ALs. In the event that the elected companion becomes
an IA or AL of the Agency Force, the Contract Effective Date (CED) should be after the
conference contest period.
3.12.2 Companions will room-in with a qualifier or a fellow companion of the same gender
and is not entitled to his own accommodation facility.
3.12.3 Companions should be at least 5 years old at the time of travel to join the trip.

3.13

Master Builder Qualification & Invitation:

3.13.1 A 5-Star Master Builder may qualify to the 2016 MDRT Experience or Asia Conference
subject to the achievement of any of the following:
Automatic qualification for 5-Star with 30 years or more continuous service;
50% qualification requirement for 5-Star with 25-29 years of continuous service;
and,
75% qualification requirement for 5-Star with 20-24 years of continuous service.
3.13.2 The special qualification parameters are valid for one (1) slot only and are applicable
as long as the agency associate remains in Active status (not retired, terminated, or
resigned) with the Company. A 5-Star Master Builder may earn a second slot on the
basis of the full conference qualification requirements after applicable conference
rules (i.e. carve-out) are applied.
3.13.3 This privilege may be availed by a Master Builder only for the 2016 Conferences.

3.14

Visa Application:
Visa application fee for new and renewal applications of conference qualifiers are shouldered
by the Company. However, qualifiers with active visas prior and at the time of the trip will not
be entitled to the visa application fees.

3.15

Conversion:
3.15.1 Cash or travel voucher conversion equivalent to 75% of the total conference package
composed of airfare and hotel accommodation, less applicable taxes, will be granted
to the qualifier on his / her first 2 slots based on the following scenario:
Not granted a travel VISA; or
Cannot attend the conference due to medical reasons subject to a valid and
written proof of medical condition.
3.15.2 The conversion provision does not apply to cases wherein the conference fees have
been paid by the Company even if an advice from the qualifier is made during or after
the payment.

Manulife
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3.15.3 Conference qualifiers with more than 3 or more slots can avail of the conversion
privileges below.

Travel voucher equal to 100% of total conference package composed of

airfare and hotel accommodation, less applicable taxes will be granted.
Airline seat upgrade for the same conference the qualifier is attending,
equivalent to 100% of the total conference package composed of airfare and
hotel accommodation. Unused balance, if any, will be granted to the qualifier
in the form of gift certificates, travel voucher or cash, less applicable taxes.

3.16

The Company will not accommodate any form of extensions made for the trip. The packages
for this trip will be solely based on what has been achieved by the IA or AL. If an IA or AL plans
to make an extension after their trip, he/she will have to arrange and pay for all the necessary
requirements. The Company bears no responsibility for any inconvenience or damages that
arises as a result of the extensions or side trips.

3.17

A delegate who misses the return and/or connecting flight as a result of an extension and/or,
deviation from the official travel schedule for whatever reason shoulders the cost difference
in the hotel accommodation, cancellation and re-booking fees.

3.18

Delegates are required to abide by the Customs and Immigration laws of the country of
destination. In case of violation thereof, penalties and sanctions shall be borne by the
individual involved. The Company shall not be liable for any delinquency in the part of the
delegate/s.

3.19

The full terms and conditions for trips and conferences would be stipulated in the 2016
Agency Awards and Incentive Program.

3.20

An IA and AL must remain active and in good standing until after the time of the trip. Good
standing can be defined as having no adverse records with the company such as, but not
limited to, cases of un-remitted premiums, misrepresentation, twisting, or any pending formal
complaints from customers and/or agents of the Company.

3.21

Manulife Philippines (MP) reserves the right to change or modify any of the rules in the
interest of fairness and/or to meet new or unforeseen circumstances. The Companys Sales
Contest Committee, whose decision shall be deemed final, shall resolve any contention that
may arise concerning these rules. In case of impasse, the issue shall be elevated to the
President whose decision is deemed final.

Manulife ALL STARS!

ALL Soar To Achieve Rewards & Success

Manulife
G/F LKG Tower, 6801 Ayala Avenue, 1226 Makati City
Tele: (02) 884-7000 Fax: