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territory. The agreement set petitioner’s compensation on a
commission schedule based on the business category for the
products that he sold.4 In addition, Manulife provided
petitioner with an annual reimbursement allocation, which
petitioner could use for any business-related expense.5
Petitioner, however, was responsible for business expenses
exceeding his reimbursement allocation. Manulife did not pay
petitioner for vacation days, but Manulife provided that
petitioner was eligible to enroll in its benefit and retirement
plans.
Petitioner’s responsibilities were to identify sales
opportunities for insurance agents, brokers, financial planners,
and stockbrokers and to provide financial plans for their
clients. As the regional director, petitioner reported his goals
and objectives to the western regional manager. In his sales
presentations, petitioner used financial planning information
packets that were preapproved by Manulife.6 Petitioner’s only
office location was the Irvine office. Petitioner purchased his
4 Although not further explained in the record, it appears
that petitioner received an annual base salary of $60,000 for old
sales commissions as evidenced in his 1999 monthly compensation
statements.
5 The record does not disclose the amount of petitioner’s
reimbursement allocation, nor does it explain Manulife’s
reimbursement procedures.
6 For 1999, petitioner led the company in sales for life
insurance products.
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Last modified: May 25, 2011