Things Learned on Nov. 1, 2012 Event

"I listen and I forget, I see and remember, I experience and I understand" - a Chinese proverb

Nov. 19, 2012

To:                          Jorge U. Saguinsin

                                Senior Managing Director

From:                    Brenda-Lyn G. Garcia

                                HGPMP - OIC/Marketing Staff

Subject:               Things Learned on November 1 Event

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1. Marketing and Collection

One day Objectives:	Achievement:	Percentage	Backlog
Sales:    50 units SA: 1,693,548.00	19 lots; 1 lot reservation Sales amount: 665,757.93	Units: 38% SA:  39%	31 units 1,027,790.10
Collection: Gross:  500,000.00	GC: 456,201.09 NC: 315,105.74	91%	43,798.10

We are being recognized because we are the highest in terms of sales and collection achievement compared to other SBUs’ Nov. 1 perfomance. However, based on the above figures, our effort on sales and collection performance is still deficient. And these were due to some following reasons:

1. 0% interest promo was announced late;
2. Proposal letters was sent late;
3. Late installation of promo tarps;
4. Only those Class A prospects got informed with regards to the one day promo;
5. Collection Promo in mind was unapproved maybe because of late submission of the proposal and other infos are lacking.

What was done:

Our SFC was able to text arrearages and paying clients earlier. They were also informed with the Raffle promo prior on Nov. 1 event. Upon approval of JV partner with regards to the sales promo marketing staff was able to inform their prospects at once. EDP’s and partial dp clients were also informed before the event that leads to sales closing and signing of contracts on day of the event.

We have assigned one marketing who will focus only on sales. Bong was able to meet her prospects, she used to trip clients, more of closing techniques, I can see her sense of urgency towards them during the day and her eagerness to close the sale. We minimized also some activities so that we can focus more on marketing activities. Raffle draw was intended to paying clients rather than as a whole. 

What was improved: Early days of October I have assigned GT to clean markers and graves.  I make sure that prior Nov. 1 event all graves are planted with grasses and markers are in placed. That’s why we have minimized complaints from client with regards to markers and grasses. On the day of the event we got only 1 complain out of est. 2,500 families in the park. 

2. OPERATION

Lightings – metal halides was installed on time yet replacement of bulbs that was requested, remained un purchased. 

Clearing and cleaning operation – was a bit OK compared last year. I required GT to work on the last Sunday of October to catch up the uncleared area. I was able to monitor their work schedules and work accomplishment by site checking and frequent roving. Additional contractors/ISGs are an advantage in our SBU since other pending items was able to finish a day before the event.

Existing signages were installed earlier so that visiting clients will be aware of designated parking areas and park rules.

Traffic – no traffic jam encountered this year as compared last year. Proper planning was done and meeting with security guards with regards to parking areas, rules and customer service was an advantage. They become more aware of means on how to get rid of traffic and plans were executed properly during the day until night of Nov. 1.  

CR – is being maintained during the day by additional personnel but because of many people using it they experience inconvenience. 

Water system– water supply is just enough for our site. Yet the night of Nov. 1 we have installed the nawasa to cope with crowd using the toilet. 

WTDN:

1.       Hasten the pace. Habakuk. Maging mabilis sa lahat ng bagay na gagawin. We will not be able to carry out our plans effectively when all items are LATE. All things are pending. Late submission. Late approval. Late information dissemination that eventually leads to low sales and collection achievement.

2.       Get rid of customer complains. Let us do something and give solution to every customer complain. It will be very difficult for us to sell if someone is complaining. Remember every unhappy customer multiplies the noise. (Word of mouth) Focus on our deliverable s (after-sales-service) most esp. on markers and bermuda.

3.       Focus more on the appearance of site. The more beautiful it is, the more sales we will have. 

4.       On time planning and execution. Planning to the best of our efforts and carry out what we have planned. Not at all times we are rushing. Because it involves non quality and substandard performance.  Now, we have again one (1)  year to get prepared before Nov. 1, 2013. And we learned from our own experiences. 

5.       Make a good impression. We may not be recognized by people as a person but we make known by the character we posses and by the success of what we are doing in the company or memorial park we belong.  

6.       Be passionate. Have a burning desire to succeed in everything that we does.