2019 ORC incentive mechanics for SBU and 3f for achievement of collection and sales incentives

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o :      ALL SBUs

Attention:    Holy Gardens   La Union

                                         Pangasinan

                                         Malasiqui

                                         Greenhills

                                         Calamba

                                         Calapan

                                         Oton

                                         Holy Angels Memorial Park

Subject:  2019 ORC incentive mechanics for Reaching Collection and Sales Target and submission by an SBU of Marketing Plan

_______________________________________________________

What   :   Giving an ORC incentive to SBU for reaching collection target (old

                and new) through stricter collection target and agrressive

                selling from 1.5 to 2.75 of Net Cash Received

Net Cash Received:   Net amount of cash received from gross collection, net

                                of outright commission (taken from commission fund, 

                                collection fee, and discount, freebie if any

Objectives:

       1. To make the CMO and marketing staff richer and possibly millionaires

           through a generous ORC incentive offer;

       2.  To make up for shortfall in collection of about P66,000,000 due to low

             sales and collection performance in 2018

      3.  To motivate staff: to be more effective and efficient in 2019

Reality: 

     1.  Sales achievement in 2018 was only 30%, collection  only 50%.  No matter           what we attempted to do, we encountered obstacles

     2.  We had prizes and incentives for sales agents:  10 14 17%

         1% of TGS for sellers selling 10 or more every month, 2% for Sales

          Agencies every quarter of 100 or more

     3. Many sbus and even 3rd floor seemed disillusioned about this or are

         hardly trying

        BUT HGGMP MAY meet this January and take home P91,000 by Feb 15, 2019

3.  What to do?

     1.  Table of % Incentives and target NCR/ Month

 SBU               1.50          1.75          2.0        2.25          2.5     2.75   %

HAMP             2.5            3.0            3.5         4.0          4.5       5.0      millions

La Union         2.8            3.3            3.8         4.3          4.8       5.3 

Pangasinan    5. 9            6.4            6.9         7.4          7.9       8.4

Malasiqui       2.1             2.6            3.1         3.6          4.1       4.6

Calamba        6.6             7.1            7.6         8.1          8.6       9.1

Calapan         1.6             2.1            2.6         3.1          3.6       4.1

Oton              3.8            4.3             4.8         5.3         5.8        6.3

Total             25.3        28.3           31.8         36.3       41.8      46.3

3f staff          %              0.25            0.275      0.30       0.325    0.35

2.  Weekly and Daily Target Breakdown examples ( the SBU must compute

     for other targetted amount

                        

                                Minimum Target

   SBU          Monthly              Weekly                  Daily Targets

                                                  /4                                 /5

   HAMP          2.5 M              625,000                  P125,000     

   La Union       2.8                 700.000                    140,000

   Pangas         5.9               1,475.000                    295,000

   Malasiqui      2.1                  525,000                    105,000

   Calamba       6.6               1,650,000                    330,000

   Calapan        1.6                 400,000                       80,000

   Oton             3.8                 950,000                     190,000

   Total            25.3              6,325,000                    1,265,000

N.B  These are cumulative targets, namely, if they are not met on the month, the backlog shall be added into the succeeding month's target

3.  Estimated amount of incentives/month

HAMP         37.5K        52.5            70.0        90.0          113.0    137K

La Union      42.0          57.5            76.0        96.750       120      147.5K

Panga         88.5.         112.5           138.0      166.5         197.5    231.

Malasiqui     31.5          45.5            62.0       81.0          102.5    126.5

Calamba      99.0        124.5           152.0     182.5         215.0    250.25

Calapan       24.0         36.75           52.0      69.75         90.0      112.75

Oton             57.0         75.25           96.0     119.25      145.75    173.25

Total         384.00         504.50          646.00    808,75      983.75  1178.25

3f                --             70.75            87.45      108.9         135.85    161.00

4.  Distribution  and computation of incentives

1.  Distribution:

    60% at least to the CMO or chief. the balance to be distributed to the 

     CSS 1 and CSS 2 and SFC,  the balance going to the GT

     Say SBU has CSS 1, CSS 2 and SFC and 3 GT

                 60%   to the CMO in charge

                 7.5% to the CSS 1, 2 and  SFC (30%)   22.5  

                 17.5% to the GT;/3     =  5.83%

   Say SBU has 2 staff at the office; 3 GT

             CMO  -  60%

             CSS and SFC -  10% each  =  20%

             GT  20%/3   -   6.33%

5.  Qualifiers:

1.  No C and D offenses

2.  100% attendance during the  month;

3.  Not more than 5x tardy

4.  All deliverables complete:  daily, monthly report, posting sa blog, 

    Video tributes, obits, TRD abstracts

5.  At least 3 mos with company;  only monthly employees;  temps and

    relievers, daily workers are not included

6.  SBU must have submitted an acceptable marketing plan in GROW format

     (naka portrait)

    1.  May objectives ng old at new collection

          1.1. New collection coming from new product sales:

           1.  Cash sale

           2.  20% DP

           3.  MA from 20% DP

           4.  MA from no DP

      2.  Sales target na source ng new collection:

          Plots

          Interment service:   at need  pre need

          Bundled service

          Cremation at need pre need (where applicable)

          Funeral service at need and pre need (where applicable)

         nakareconcile match 1 and 2

          Nakafarme out:   office vs agents sales

                                    Naka farme out

      3.   may strategy  ano pipiliing resources (gamit at gastos) at gagawin

            para maabot ang collection at sales objectives

           Ano pina emphasis mo pinakamabuluhang gagawin mo para 

           makatarget/incentive ka

          4ps of marketing with the inputs (especially product -                                                construction timelines

     and GANTT chart for implementation and execution (naka panoramic view)

     at FS:  

              1.  Cash flow  that details cash sales, DP MA  and deductions

                   from cash

             2.  PNL that details:    operating expenses

6.     Computation and payment:

   1. Take note of the definition of NCR;  btw purchase of Malasiqui and other plots

       by MLII are excluded in the NCR, loan proceeds and advances are likewise

       excluded;

  2.  Each SBU controller must record their NCR daily and have log;  3f must

       check and update each SBU of their actual collection vs target

  3.  If tumarget, the controller and the SBU head checks the record vs the deposit

       slips and submit recommendation/request for payment based on abstracts 

        sbu records

  4.  3f AP and treasury checks and make payment not later than 15 days after

      end of reference month

7.  Goal setting and planning

    1. The goals were discussed and agreed last Jan 3, 2019

    2.  Set and determine the amount your sbu wants to earn monthly;

    3.  Refer to the table;   Say Calamba ka  

        Gusto mong kumita SBU ng  P99,000.00

        So ang collection target mo ay P6,600,000.00

   4.  Base sa sales mo ng nakaraang 4 na taon, ang dating old collection ay

        maaaring  P5.000,000.  Kung hindi maaabot yon mag iisip ka ng

        paraan para maabot mo collection mo.  Paano:

        1.  Magtext blast

        2.  Magpadala ng collection letter

        3.  Magforfeit

        4. Kausapin mga ahente;

        5.  Mag paremyo o regalo pag malaki hulog 

  5.  So ang balanse mo na lang ay P1,600,000.00 monthly saan manggagaling:

       1.  Dagdagan ang interment;   ipush ang deluxe at luxury;  how much contribution?

       2.  Magbenta ng cash;   I encourage na bilhin ang kakaunti ng inventoryo

            at mag suggest ng price increase                            ilan ang maibebenta?

       3.  Alisin ang resistance sa 20% DP ,sabihin para lumiit ang balanseng 

            may interest na.                                                     magkano

6.  The rest of marketing plan, answers the question:  ANO ANO ANG GAGAWIN KO PARA MAABOT

     KO COLLECTION TARGET? ANO ANO GAGAWIN KO PARA MAGTAGUMPAY

Ano pa hinihintay mo.  Mag asam at mag ambisyon.  Gawin ng maayos at magsubmit na ng makabuluhan at makatotohanang  marketing plan

MAG AMBITION MANGARAP MAGHANNGAD NA PAG ANGAT SA BUHAY AT MAS MALAKING KITA.  NOW na.

BIDDA.

Believe, inspire, dream do and act... Maniwala.  Totoong ikaw ay uunlad at 

lalaki ang kita.  Do you believe? Do you think the new truth is that you can earn more the monthly income of

millionaires and be wealthy or your truth still is you cant do it?  It is impossible

Accept the NEW TRUTH (WHICH TO MANY OF YOU IS A BIG LIE

JUS 1/24/2019

The computation being available since January 3 2019.