To: All invited participant
Daryll - La Union
Myra - SCC and Malasiqui
FA - Greenhills
MLM - Calapan
(AC via Skype or FB messenger)
Joy Casi
Date: January 2, 2019
Subject: Preparation for tomorrow's conference/conversation
1. We need to focus on self improvement and personal mastery of your goodselves and and your co employees
We cant improve up the performance of the SBU if we are still the same. We have to leave bad habits and conduct in 2018. What has delayed and bedevilled
our performance are our personal weaknesses/misconduct
We have belabored the thought that:
1. We are 90 days away from failure
2. Big companies old companies have failed and have closed shop:
Sears, K Mart. Many restaurants across USA are closing
3. Billion dollar companies in the likes of Nokia, Uber, Spotify are in the
danger of losing it
HOW ABOUT US? Are we safe/exempted
2. We must put together, coordinate our plans, and be aligned towards Cash Flow and Sales
1. Construction must speed up to generate revenues like:
Baka early start dapat tayo Engr GCH
Crematorium in Panga and Calamba
Embalming room in Calamba; Office construction
BC in Calapan (nakagawa na ba ng request letter ang Calapan to
Calamba
3. Well prepared at pinag aralan ang mga marketing (business plan)
Especially sa C3 location:
1. HAMP
2. Calamba
3. Pangasinan
References:
Further comments suggestions on the Marketing Plan for 2019
1. What is the marketing plan all about?
Ito ay kuwento kung ano ang babaguhin mo sa pagbebenta at operations mo. KUNG PAANO MO MAABOT ANG TARGETS MO SA 2019 NA SMART.
Specific
Measurable
Achievable
Realistic
Kaya nga ito ay masusi, madetalye at mapanghahawakan natin na tutuparin
Ito ang tunay na essensiya ng leadership at management
Here were the agreed targets:
Collection Target
Annual Monthly Annual Monthly /10
Number PhP Number Php
La Union 500 25,000,000 50 P2,500,000 P30,000,000 P3,000,000
Pangasinan 800 40,000,000 80 4,000,000 55,000,000 5,500,000
Malasiqui 1,000 30,000,000 100 3,000,000 20,000,000 2,000,000
Calamba 2,000 84,000,000 200 8,400,000 60,000,000 6,000,000
Calapan 1,000 35,000,000 100 3,500,000 15,000,000 1,500,000
Oton 600 24,000,000 60 2,400,000 35,000,000 3,500,000
TOTAL 6,900 238,000,000 215,000,000 21,500,000
Yong huling column yon ang monthly targets.
Ano isusulat mo sa farming out (distribution)
1. Ilan office sales 2 Ilan Independent sellers sales
Products
Type Plots
Interment Services
At Need
Pre Need
Body Crypts
Solo
FSBC
Ash Crypts
At Need
Pre Need
Sa may chapel at crematorium
Funeral Services
At need
Pre Need
Crematorium
At need
Direct Cremation
With Services
Pre need
Direct Cremation
With Services
Bundled Services
Plots
At Need
Plot + IS (Compulsory bundling)
Plot + IS + FS
Ash Crypts
At Need
Ash Crypts + Direct Cremation
Ash Crypts + Cremation + Chapel Service ( before)
Ash Crypts + Cremation + Chapel Service (after)
Pre Need
Ash Crypts + Direct Cremation
Ash Crypts + Cremation + Chapel Service ( before)
Ash Crypts + Cremation + Chapel Service (after)
IDETALYE DIN ANG FARMING OUT TO VARIOUS SALES DIRECTORS
2. STRATEGY: Ano ang pipiliing gamit (resources) at mga aktibidades para
maabot ang sales at collection target/objectives; ano gagawin
mo para malutas problema mo noong 2018 na balakid sa sales
Ilista (hindi lalagpas sa lima) Be sure you are focused.
Ano ano ang importanteng gagawin/priority para makabenta ka.
Mamili ng importanteng resources at activities (hindi lahat kailangang
gawin
Summary portion
1. Marketing
1. Product - (Availability) Ano ano gagawin mo sa landscaping, cleanliness para maging desireable, saleable ang memorial park/service?
1. Park Maintenance
2. Cap ex (development, landscaping)
Sa ibang mga products ano pa ang kailangan mo
3. Services - anong gamit at mga procedure na gagawin
mo para maging special ang interment (Importante
dito innovation, to be better than before)
2. Promotion:
1. Events
When Promo items Budget Who will do
1. Valentines
2. Graduation
3. Mothers Day
4. Fathers day
5. All Saints Day
6. Christmas Festival of Lights/Decor
7. Feeding programs
Our target expenses for the events is not more than 2% of NCR
estimate for the year
2. Promo items (not more than 1% of NCR)
1. Umbrellas small and golf
2. T shirts
3. Mugs
4. Keepsakes
5. Bibles
3. Brochures and leaflets
1. Designs
2. Number
4. Tarps
Number Occasion Cost Design
5. Media (Soc Media)
1. Ano ano campaign?
2. Sino magpopost
3. Lay out
3. Price - we have taken care of this. Ano ang magiging focus mo para
maka attract ng buyers/agents
Madaling ibenta?
Outright commission?
No downpayment?
4. Placement: Ano ang gagawin mo para dumami at maging loyal ang mga
sellers:
1. Recruitment - regular recruitment weekly; sino2 sino - mga malaki,
unang buyers gawin mong disciples;
focus: sa group buyers, or individual buyers
large lots or single lots
services or lots?
mga SD focus on multiplying themselves rather than
peresonal selling
Ano ano attraction sa mga sellers?
1. Maraming inventaryo, productong ibebenta
2. Malaking commission
Say P50,000 plots:
P50,000 x 47% = 23,500 x 10% = 2,350.00
= P195.83
So that kung maka 10 na lote ang seller 2,350 x 10 = 23,500,00 month
x12 = 282,500/year
Lutasin ang problema sa outright commission
Services:
Say funeral service:
P50,000 x .73 x 10% = 3, 650.00
3. Special awards:
1% of TSP to Sellers (SE) monthly pag naka 10 benta;
2% of TSP to SD quarterly pag naka 100 na benta.
Recognition to top Sellers, Top NCR, Top individual sellers
Proposed ORC for CMO
4. Monthly sales meeting?
Sharing of successes
Seminar on new sales techniques
A. Calendar Gantt Chart: (naka matrix) (naka panorama
Months January February March
Product
Cap ex
Activities
Promotion
Events
Budget
Promo item
Budget
Tarps/brochures
Budget
Social Media
Price
Price Promo
Budget
Discounts
Placement
Recruitment
Sales Meeting
Awards
B. Cash Flow
Incorporate all the contents of the marketing plan, cap ex, marketing
expense budget, enumerated... sa marketing plan
Take note:
1. Ilagay sales target sa itaas, by product line, # amount
BEGINNING BALANCE
Cash flow from operating activities
. Iindicate NCR (Total cash received less com) New
(take note of usufruct payments)
Collection from last year sales
Collection from arrears
Less: funds payable to MLII/TFC
Less: operating expenses (cash only)
Surplus deficit from operating activities
2. From financing activities
Add: Loan proceeds (if borrowing is required)
Subtract: loan repayment
Surplus deficit from financing activities
3. From investing activities
Add: Investing (pati lending investor double your money)
Less: investments/cap ex
Surplus from investing activities
Total surplus/ deficit
ENDING BALANCE
C. Profit and loss (Ms. Ja must aid the SBUs in doing this)
We have defined the Cogs for all LUMP, Panga, Calamba, Calapan, and Oton at P3,500 /sm. The new cogs, ask from GCH are for Malasiqui and Calamba bangin.
100,000,000 for Calamba /66,000 = P1,515.00
24,000,000 + 2,700,000 + 27,000,000 = 53,700,000/ 28,200. sm = P1,904.25
The financial plans and marketing plans must match:
E.G.
1. Say in Pangasinan, crematorium will be completed in February:
1. It should be reflected as an event in marketing; the budgetted expense must be shown;
2. The promo expense must be shown: tarps social media;
3. The revenues for the cremation must show in the PNL
Sales/Revenue:
Less: Com/ ME
Less Sharing (not applicable for Malasiqui until such time that a jv is
executed between MGM and San Carlos Pangasinan Lands)
Less: COGS
Net Revenues:
Less Op Ex
1. Salaries
2. Wages/benefits
3. Rent
4. Utilities
5. Repairs and Maintenance
6. Depreciation
7. Other expenses
Earnings before Interest
Less Interest Expense
Add Interest Income
Earnings before tax
PAGSASANAY SA TAGUMPAY (Training for Success)
Jorge U. Saguinsin
YOUR OFFICES ARE TO REFER TO THESE ON QUESTION ABOUT PRODUCTS information and pricing. Please RRURAC
Holy Gardens One Stop Shop (Master Brochure)
1. LET US WORK TOGETHER TO CREATE BEAUTIFUL LIFE STORIES (not worries)
2. BIDDA: BELIEVE, INSPIRE, DREAM, DO AND ACT
3. Read and answer all email and texts. Be responsible
4 RRURAC (Read, Reflect, Understand, Realize Act, Check) # 3
5. Makipag TIPAN - IGALANG ang mga nasusulat: CCD handbook at MC
Pag uusapan sa am talk
YOUR OFFICES ARE OBLIGED ORDERED TO UPDATE THEIR POSTS AT THE FOLLOWING SITES: (they have been placed here for your easy reference)
Weekly posting at HolyGardens Communications and Best Pictures
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1. One of our beliefs is learning. It pays that you learn more to do more Just to survive you have to learn how forage in a forest or raise your food, catch prey
2. In order to discharge your job well, you have to learn your admin plan the process flow and standards.
3. To keep up with changes, you have to learn and read. There is no other way
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