Communications Center for Holy Gardens: Re: Steps of various jobs of CMO using the Toyota Way template

October 30, 2019

Re: Steps of various jobs of CMO using the Toyota Way template

To: BPI Hr.

Thru: Mam Madel

cc: Erlyn

Date 10/30/2019

Hi, Ms. Mariz

Admin plan Toyota Way for CMO. Bes sure they understand this. They dont. Ask for a reflection. Understand this too. Very well

If you and SBU dont have file, I am sure , Ms. GM did not send nor did her job well, Check her sent mails.

On Mon, Apr 29, 2019 at 9:35 AM Jorge Saguinsin <holygardens.groupnew@gmail.com> wrote:

Page 1

CMO

Core: Jobs/Tasks

1. Achievement of collection and sales targets 1. Goal setting
2. Writing a marketing plan
3. Organization: recruitment of sellers and implementation of 2
4. Checking and reporting sales: via text and email



2. Operational excellence - top rate interment 1. Ensuring A 1 park appearance through 5s and landscaping
2. Supervising CSS2
3. Innovating interment service

3. Ancillary Solving customer complaints
Routine

4. Financials 1 AR ICR
2. AP
3. Cash Collection
4. Bank balances
5. Administration of Files and Processes 1. Daily email reports generation and submission
abstracts, sales report, collection, balances
2 Handbook, manuals, operation Jobs,tasks



6. Hiring and training 1. Hiring
2. Orientation
3. On the job training
4. Disciplining

7. Self mastery and self improvement 1. Physical fitness
2. Mental
3. Emotional
4. Self improvement exercises



* Follows PDCA and PLOCC SEAR ROLES OF MANAGER
x-x-x-x-x-x-x-x-x-x-x-x-x-x-x

Page 2/19

The position of a CMO is that of a manager. It requires maturity, plenty of experience, great concern for customer and people, high degree of
perception, intelligence and capability in running the business most especially a memorial park

Steps Job: 1. Goal setting   Chief Marketing Officer
(Planning)
Steps Keypoints Reason for Key Point Walk Time Work time

1. Determine the current 1. Determine where are good at 1. It is a driving force: passion xxx 30 minutes
situation: WHERE ARE WE our STRENGTH drive, capabiltiy of the staff
NOW 2, Saan tayo magaling 2. We can do things better than others

3. Our weakness: the missing 3. We need to minimize this in the xxx 15 minutes
link, lazy bones, challenges future
among our staff

4. Opportunities: what can we 4. How can we monetize more of xxx 30 minutes
sell more, where can we make of our business ideas and
more margins? What are the innovation
unfulfilled wants and needs of
the customers

5. Threats: what are the adver- 1. How can we defeat be better xxx 60 minutes
saries doing that can block than them?
our efforts to sell: their 2. How can we come close
Sales Organization
Their logistics
Product
Price
Promo
Placement

2, Where are we going?
as dictated by our Vision
What is our Collection and Cales target

How much reward can you get: (good only for 2019)

1. 1.5% of NCR if 100% reached;
2. RCG will be promoted if 70% of target is reached;
3. If SBU reaches 80% of target CMO gets 2% ORC for personal sale
4. From April 16, 2019, if at any day, the SBU reaches 100% of daily collection target, the sbu/cmo gets for that day to be paid during the week
0.075% of the amount acheived

Collection Cash Flow 1. It cant be lower than Break even 1. We will close if we lose money xxx 60 mins
2. It has to be better than last year 2. Expenses, taxes, labor keep inching
3. What are the projected operating 3. We need to cover them next year
expenses? Prepare a budget
4. What are the projected cap ex 4. We need to spend for FFE, invest in
land, stocks, new companeis
5. Farm out to various products 5. Allocation of resources and budget
6, Achieve individual and SBU 6. Earn more for yourself and your staff
targets
Sales targets:

# of units 1. Farm out to various 1. Distribution of efforts delegation xx 30 minutes
PHP 1, Product liens and accountability
2. Office sales 2. Cooperation makes for lighter work
3. Sellers: various names
branches
2. For both sales and collection 1. It is either we grow or die
there has to be stretch goal:
to be better than last year

3. We have to better than last year 3. As we grow in experience and
based on historical performance marketing prowess: coverage
skill
4, We have to grow better than the 4. The industry is the benchmark
industry
5. No featherbedding 5. Perpetuating weakness and mediocrity

3.How do we get there? 1. What is the strategy: choice of 1. What is our focus?
Resources and Activities to reach 2. Are our activities releavant to the goals?
our goal (Oftentimes they are not)
3, We have limited resources, we cant be
everything to every one

2. 5 W and 1 H 1. The five soldiers of management
2. The inputs: 4ms and throughput
processes needed to reach target
3. Put in calendar format, 12 months
to know the progression

3. Financials:

1 Cash flow statement: revenues 1. Cash is king; no money no honey
vs disbursements; operating How are we going to spend cash?
investing, and financing 2, Are we making money? Can we pay our
suppliers?
2. Profit and loss statement 3. Are our inventories, receivables, cash
ffe intact
3. Balanced Statement of condition 4. Are we meeting our ROI targets?
5. The financials are the score card of how
we act/play in the business game

x-x-x-x-x-x-x-x-x-
Page 3/19

  Steps Job: 2. Writing a Marketing Plan Chief Marketing Officer
(Planning)
Steps Key points Reason for Key Point Walk Time Work time

The marketing plan is one of the plans we write: operating for running the park, financials for budget of P and L and cash flow (but are integrated
plan requires an integration of one of those functional plans. A marketing plan contains P and L details of operating plan too. And so with admin
plan. They must be integrated and must function like clockwork. One cant be stand alone without the other.

1. The marketing plan follows Goal 1. Where are we going
the GROW format with Reality/background 2. Where are we now. SWOT
emphasis on sales and Options analysis
marketing WTDN 3. Strategy. What is your best
choice

2. Matching of strategy (choice What is going to work? 1. Customer centric tayo
of resources and activities Ano click sa customer? 2. The customer is divine
vs competitor and market 3. We abandon what does not work

3. Contents

1 Product 1. Is cleanliness of the park OK 1. Dirty park is not a park
2. Berde ba damo at malilim 2. We are a park, nagtatrabaho ba G
3. Maganda ba office, malinis 3. Pag mabantot CR foul
mabango ba CR
4. Maayos ba at on time 4. Customer will not buy if delayed docs
ang docs delivery
5. Tops ba customer service from 5. CS is the key to business succes
SG, TS, GT at CSS ISG
6. All staff are tops in 6. We cant sell what we do not understand
product knowledge from or can explain fully
plots, IS, cremation, bundling
and even documentationo


2. Price 1. Affordable ba P1,000 and below 1 The only thing that separates the product
for CD and buyer, B P3,000 below and buyer is PHP

2. Maayos ba maliwanag ba price list 1. There was lot of confusion delayed
pa price list noong nakaraang JA

3. Promotion

1. List down holidays where 1. Magawa ng tarps with greetings coming 1. Itago para next year hindi na magpapagawa 1 hour
there are events: from Holy Gardens park, chapel
1. New Year. crematorium columbarium
2. Chinese New Year
3. Valentines Day
4. Graduation Month
5. Mothers day
6. Fathers day
7. Ramadan
8. End of Ramadan
9. Town fiesta
10. Local heroes day
11. Province Foundation day

2. Upon completion of staff do 1. In the very near future, students will buy 1. Make them aware of Holy Gardens early on 2 hour
feeding program at least 2x products
per month

3. Advertise in local souvenir 1. Local store marketing promo 1. Promotion is awareness; in so far as the
programs, fiestas, parade public is concerned the staff represents
company;

4. Always have a year round 1. For awareness and branding 1. Some SBUs do not distribute promo items
purchase of promo items: marami pang payong, sling bag, mugs isang
mugs, T shirts, umbrellas sbu
for those who buy

5. Post at social media 1. Join the trend 1. it is free, and does not cost a dime. Use
for promo, not for chismis and gripe session

4 Placement
1. Recruitment and training of agents 1. Agents are internal customer 1. Some do. It is a CCD class D offense
Do not quarrel nor argue
2. Sales meeting

3. Motivating and rewarding




3. Discipline to execute 1. Know the product; MASTERY 1. Selling comes from mastery
2. Discipline to learn and execute 2, Mastery comes from the mistakes that taught
you a lesson

4. Motivation to excel and 1. You can be a millionaire, you 1. 1,700 millionaires are created in US everyday
earn more have to believe its true and not watch the video
a lie
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page 4/19
Steps Job: 3. Organization of Sellers and Execution of Marketing Plan Chief Marketing Officer
(Doing, Organizing, Staffing)
Recruit fro the day and train for the week or
Train for the day and recruit for the week;
Steps Key points Reason for Key Point Walk Time Work time

1. Choose your strategy for recruitment; 1, Since they are early buyers 1. Not much convincing needed
FB, ads, or parties But best bet is they are conviinced of the product
your first buyers 2, Suggest that they become 2. We avoid buyer sellers on first
agents /sellers to account to avoid buyers just
1. Reduce or eliminate MA wanting discount
2. Have financial freedom

2. Talk talk talk ABE 1. About company, product 1. Easy to sell 3 days
and benefits 2. Yayaman ka; you can be a millionaire

3. Training 1. One on one through video ppt 1. We have plenty of ppt and 1 hour
role playing and demo make brochurers use them
issue clearbook

2. Video those who make successful 1. Newbies need guidance and en 1 hour
sales; show to newbies couragement; advise

3, Problem solving session with 1. Its either we increase the driving force 1 hour
those who cant sell or lessen restraining force (problems
4, Motivating: ask via text goal 1. Follow up pangungulit works
for the day and 5 impt things to
do to achieve goals

5. Focus encourage sellers to sell 1. Jack of all trades master of note
only HGMP products and services 2. Dapat one stop shop din ang seller
for both real estate and services
3. Competitors are real estate companies
we are in memorial business

6. Segment further sellers by: 1. For specialization
2. Focus; shot gun approach may not work
Product: very well

1. Plots
2. Funeral Service
3. Cremation
4. Bundling

4. Motivating

1. Conducting sales meeting 1. Once a quarter or month 1. Keep in touch 30 mins each
2. Check progress
Get together: merienda cena only 3. Congratulate for job well done give
Better one on one, group meeting can gifts or appreciation; thank you note
turn into a bull session

2. Post the organizational chart 1. On tarp or white board 1. Mura lang but it gives a sense of belonging 2 hours
ness
3. Issue contractors id, print 1. For Branding purposes 1. Makes product popular and gives sense of
T shirt identity

4. Put up a hall of fame 1. Pictures of past achievers 1. To gain loyalty of sellers 4 hours

5. Top 5 corner 1. Pictures of top 5 month previous 1. Post announce sa soc media 2 hours

6. Prompt and regular payment 1, Give copy of MC re abolition of 1. All things can be explained; to encourage 5 days
of commission month outright commission and how it those who were driven away by malpractice
it was abused causing huge losses/theft of our sales policies to return
explain

2. CMO must compute for the com of agents 1. CMO is now answerable for com
monthly from abstracts up to 20th payments

7 Implementation of 1% TPL award 1. CMO must learn to delegate and 1. CMO and CSS 1 cant sell their
for those who can sell 10 or more use other peoples effort to sell monthly targets; the more the merrier
per month, and 2% to agencies of 2. Working together is success
100 or more plots per month

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page 5/19

Steps Job: 1. 1. 4 Texting and Reporting Sales Achievement Chief Marketing Officer
(Checking and Communicating)

Steps Key points Reason for Key Point Walk Time Work time

1. Goal setting text

1. Text target for the day: Araw araw not later than 9:00 am 1. Sanayin ang sarili na may goal araw2 2 mins
2. Class C offense if you dont
1. Collection
2. Sales
3. 5 important things to do
for the day related to 1

2 Executing the daily plan:

1. Prospecting 1. Many companies should have prospects 1. No prospects no sales
2. Prospecting is a numbers game 2. Ten prospect x 2% wont make
Only 2% of prospects turn into sales a sale
A. May pera interesado 3, Follow up A prospect 3. Most likely to buy
B Interesado walang pera 4. More prospect at Dalaw Paburol 4. The mood is conducive to talk about
C. May pera hindi interesado 5. Render tops service dying
D. Walang pera hindi interesado 5. Top product/service sells

2. Submit DPMS 1. Daily 1. Non submission means 0 sales effort

3. Qualifying 1. Classify prospects as most likely to buy 1. Dont waste time on D prospects
2. There are many prospects born every
day

4. Sales tripping 1. For sales presentation appeal to PLAISIR 1. Selling is about emotion
j 2. Aircon functioning drinks 2. Sales presentation should be pleasant
3. Presentable park office

5. Closing the sale 1. Prepare contract and computation 1. Computing the sales amount, monthly and
comparison always sells
2. Signing the PPA 2. The PPA is the thing that is exchanged
3. Neat clean and typed PPA 3. A PPA is a contract, a policy

6. Reporting the sale 1. Sales report supported by PPA ID 1. No PPA no sale
insurance health declaration 2. Has been pending for more than a year
2. Weekly submission of orig every Saturday 3. To avoid sales anomalies

3. At the end of the day text:

Results:

Collection vs target for the day 1. Based on abstract supported by OR 1. To know the awards incentive status
vs Cumulative for the week deposit slips, of the sbu
vs. Cumulative for the month 2. Orig of OR to be sent weekly to 3f 2. Sot that we can congratulate the acheivers
3. Cut off at 2 pm 3. Para makapag isip at magsikap laggards

Sales vs target for the day 1. Based on PPA with ID and insurance declaration
vs Cumulative for the week 2. To be sent to 3f weekly
vs. Cumulative for the month

x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x--x-x-x-x-x-x-
page 6/19

Steps Job: 2.1 Ensuring Top Rate Interment     Chief Marketing Officer
(Doing Executing)
Steps Key points Reason for Key Point Walk Time Work time
xxx 4 weeks
1. Hire first rate CSS 2 1. Must love to be with people 1. Must not quarrel or castigate customers
2, Must love this business not afraid of 2. Must not quit for littlest of difficulty
dead
3. Must be mature and meticulous 3. We cant afford lawsuits arising from
delays or carelessness

2. Train thoroughly 1. Ipabasa steps ng CSS 2 1. Interment service mastery 2 days
2. Written test and revalida

3. Send Cash Advance 1. Budget is clear; PNL is clear 1. To avoid delays 1 hour
Early, 2, Develop suppliers of refreshment 2. To avoid kupit and theft
with OR,and can be paid with check
3. Develop suppliers of marker, flower 3. We are a large buyer now to be 1 week
and grass placed at begging end.

4. Prepare early 1. Ascertain very well interment date and time 1. To avoid delays and missed 5 mins
interment
2. Be ready 24 hours before 2. Better be early than late

3. Check

5. Rehearse ISG 1. Dress them and groom well 1. So that we project professional image 2 hours

6. Rehearse speech 1, Can the CSS cause people to cry 1. Its all about emotion 30 mins
emote the ceremony

7. Check and store equipment 1, Have a checklist of equipment 1. To ensure longevity of equipment 20 mins
properly 2. Label the plastic containers 2. It is one of our advantage
3. Store the motif when they are dry to avoid
mildew

8. Revive smoke and bubble 1. It creates differentiation 1. Machines are out of order and no one 1 month
machine is repairing buying
9. Only econo and dlx 1. Add 3k worth of snacks or food 1. To create pleasant feeling for those 15 days
to be offered. Dlx at for last night or interment who are condoling/prospects
P30k


-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x

page 7/19

Steps Job: 2. 2. Supervising CSS 2 and CSS 1 Chief Marketing Officer
(Checking)
Steps Key points Reason for Key Point Walk Time Work time

1. Hire qualified and competent 1. Rule of 5 1. Select the best 1 month
CSS 1 and CSS 2 2. Ensure complete pre hiring requirements: 2. To ensure healthy and competent staff
BI, Complete Physical exams: CBC
X ray blood exams, Drug test, Pregnancy test
for female

3. Select those who have TRM, previous jobs 3. Lesser probability of failure

2. Train orient well on steps and 1, Revalida and exam; 1. 100% steps mastery 14 days
task of CSS 1 or 2 2. Role playing 2. To give confidence to the 14 days
3. All staff at SBU must know how to conduct candidate
interment even GT and TS 3. In case of sickness, 7 days
sickness, we cant be
compromised
x=x=x=x=x=x=x=x=x=x=x=x=x=x=x

page 8

  Steps Job: 2 .3 Innovating Interment Service Chief Marketing Officer
(Acting)
Steps Key points Reason for Key Point Walk Time Work time

1. Research at the net on 1, Look for something new 1. Innovate or die
topics about funeral service 2. New is being sought by customer 1. Customer look for a leader
mortuary,, memoriallzation 3, Document the innovation 1. So that it is not questioned
in a suggestion system or SDCA and becomes permanent

2. Ask for suggestion from same key points same reasons
fellow CSS GT and Funeral
Directors

3. Observe in other memorial parks sane key points same reasons
and funeral homes
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Page 8/

Steps Job: 2.4 Property and Asset Management Chief Marketing Officer
(Checking)
Steps Key points Reason for Key Point Walk Time Work time

1. Inventory all FFE and materials 1. Operating vs non operating 1. To know which one to scrap 4 hours
or check current inventory 2. Check location and label accordingly 2. For easy identification 4 hours
3. In secured location under lock and key
vehicles in a garage
4 . Vehicles under care of TS and GT 3. For longer serviceable life, 0 downtime
for TPM
5. Request for purchase of new one
in case current one is underviceable 4. Old equipment can disrupt CS and more
expensive to maintain
2. All purchased materials 1. Have inventory card 1. To avert theft
must be inventoried 2. Use MRR and withdrawal slips 2. Materials = same value as cash 1 hour/month
3. To be submitted to 3f 3. Basis for Balance sheet

3. Lot inventories 1. List current unsold inventories 5 minutes/day
Casket inventories 2. All sold inventories are subtracted (credit) All that the CSS 1 has to to is mark this at his/
3. All forfeited plots are added back (debit) her map

4. Total of ICR monthly 1. Make sure that SFC has ledgers and aging 1. For easy total; making balance sheet
2. Make sure that the abstract system can 2. Sot that it easy to forfeit
post ledgers and do aging 3. To prevent double sales
4. To thwart syndicates from profiting
from about to be forfeited plots

-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x

page 9/19

Steps Job: 2. 5 Purchasing     Chief Marketing Officer
(Doing/Executing)
Buying the best product/service at best price through SFC

Steps Key points Reason for Key Point Walk Time Work time

1. Select qualified suppliers 1. With OR and permits: mayors permit 1. To prevent us from bieng scammed
DTI
2. With track record 2. To avoid non delivery or shoddy products
3. Financial and technical capability 3. To get best materials/products; and credit if
possible

2. Canvass for A to C materials 1. Based on technical 1. Quality and easy to use products durable
2. Financial lowest price 2. For cash flow purposes (savings)
terms 3. For convenient payment trsm

3. Negotiate when closing 1. Wear down adversary; delay talk 1 . Everything is negotiable. maski fixed price
kulitin until bumigay In order to sell companies have tools and
ammos, discount to get the sale

x-x-x-x-x-x-x-x-x-x-x--x-x-x-x--x-x-x-x--x-x-

page 9/19

Steps Ancillary Job: 3.1 Solving Customer Problems Chief Marketing Officer
(Doing and Checking)
Steps Key points Reason for Key Point Walk Time Work time

1. Listen to customer complaint 1. Write an IR or complaints 1. For proper documentation
ticket 2. For corrective and disciplinary action
1. Undelivered PPA 3. For improved and better service
2. Lousy interment
3. Bad interaction with staff
4. Undelivered markers grass

2. Assisting the customers with 1. Link to the JV partner 1. Only he can decide since we are
special assistance: governed by a JV agreement

1. Indigent
2. Donation
3. Large discount

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page 10/19

Steps Core Routine   Job: 4 Financial    Chief Marketing Officer
(Checking Communicating)
Steps Key points Reason for Key Point Walk Time Work time

Note the CMO does this through the SFC; CMO is strictly prohibited from handling cash, funds, encashment, collection and deposit. We had sad experience of abuse by CMO on cash matters. Never to be repeated

The CMO supervises this to be done properly

AR

1. Sales transaction

Signing of PPA 1. Complete data 1 CMO will check before initialling 3 mins
2. Printed or typed 2, No PPA no sales
3. Neat 3, PPA to be delivered to customer in 7 days
4. Complete and accurate name
5. Accurate lot number
6. Amount dp ma
7. SOCPN
8. Insurable/non insurable
9. ID picture
10. Insurability data

2 Issuing printing of SoA 1, For dp For every sales transaction
2. MA

3. Encoding the MA in the 1, Daily, encoding, 1. Cut off at 2; to prevent lapping
3f JM supplied abstract 2, Email or file sharing with outsource 2, For accurate complete report for
template consolidation
3, Weekly pouch of original 3. CCD for non compliance

4. Daily deposit to dp 1, After cut off, the Cash on hand 1. Cash count by TA or compliance will
until cut off count will be submitted with deposit slips be conducted at random
2. Funds shall be deposited intact 2. Some staff are uncleared up to now
3. Imprest system shall be strictly because of this violation; we lost
observed; no borrowing of money from substantial amount because of this
funds for deposit non compliance

5. Accounting of dp and OR 1. Consecutive usage, no random 1. Irregular usage indicate irregularity
2. Signing of docs at office 2. Source of scam and irregularity
No blank PPA or OR to be issued

6. Prompt and regular forfeiture 1, Scan ledgers even without ageing 1.Less ledgers to maintain
especially of hataw plots Text or send letters to at least 10 /day 2, To prevent theft from SBU by syndicates
2. 3f will send forfeture letters promptly
say 50 a week

7. Tight inventory of sold 1, Submit and maintain sales and inventory 1. To prevent double sales
unsold and forfeited plots report daily from 3f and outsourcing; sbu 2, To now inventory of plots at once
notes on sales map

8. All transmittal are recorded 1, File of transmittal and even soft 1. To prevent delayed or missing transaction
especially of checks of files sent

9. Get or and reconcile all 1. Secure or for all CV and check sent 1 To prevent Govt accounts and other payable
checks received from 3f from remaining unpaid

10. Liquidate all CA in 72 hours 1. With OR, no AR no lump sum 1. Prevention of scam

11.Proper use of Funds 1. Petty cash fund for cleaning 1. Bawal ang malikot ang kamay
Petty and revolving for correct materials and customer merienda 2. Bawal ang kupitera or MANDO
use 2. Buy via PO
3. Not to use funds for personal use
travelling or gasoline or other non
prescri ed use
4. For CMO approval

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page 11/19

Steps Ancillary Job:5. 1. Administration of Files and Processes    Chief Marketing Officer
(Doing and Executing)
Steps Key points Reason for Key Point Walk Time Work time

1. Custody keys office and vehicle
1. Makes duplicate copies of office 1, Secure the storage and access 1. So that there will be a back up
and vehicle and keys
2, Obtains photocopies of MV 2. Secure location of files 2. To facilitate annual registration
OR CR and insurance


2. Custody of office and park

1. Gets copy of the security 1, PADPAO accredited 1. Requirement for a memorial park to 5 mins
contract with agency agency 2. With back up guards to prevent grave robberies
secures an agency if there 2. To prevent losses in the park
is none 3. To secure the park from planting of drugs under RA 6195
2. Meet with SG regularly 1. Keep them updated 1. To prevent CS problems 30 mins
discuss CS and MC on refreshed regularly 2. To prevent lapses in security
security 2. Ask for rotation 3. To prevent familiarity and colllusion

3 Surprise visit 1. Check roving reports and 1. SG when not inspected sleep on the job 30 mins
sleeping on the job
3. Custody of manpower

1. Make sure may dummy 201 1. Responsibility and maturity 1. To protect our career and good name
file 2, Accountability
3. Doing things well even when
2. Check attendance and punctuality one is watching
4. Pinagkakatiwalaan
3. Makes leave schedule 5, No leave or peak service dates
6. Strict but fair no favoritism
4. Makes sure payroll and allowances
are paid

5. Makes sure the training sked,
communication of email and blog
posts reaches every one

7. Checks book reports and journal

8. Follows up comment on blog

9. Checks understnading and compliance
with responsibility, jobs, tasks of every one

10 Orders jobs if not done, and/or asks
for daily work plan

11. Checks and reports accomplishment of
jobs in daily text reports

4. Custody of Cash and other asset

1. As over all in charge of the SBU 1. Use daily email report and checklist as 1. We are both leader and
through the staff and other as a guide manager
outsourcing, makes sure they
are intact and are not lost

5. Owner of processes

1. Ensure that you have both soft 1. A good business has copy document of 1. Management is all about work
and hard copy of : though put (processes) and work standards
1, Employees hand book
1. CCD
2. Personnel Policies
3. MC
2. Job description, tasks steps

2. PPt and videos brochures price list 1. Readily available 1. To facilitate training and marketing
2. Check pricelist consult other SBU 2. 3f came out with wrong price list
for correctness caveat; beware
3. Marketing plan 1. Refer to this constantly 2. As a guide where are we going

4. Back up copy of templates for 1, Check if corrupted 1. Will disrupt the system
abstracts 2, Document or report changes if any 2. Subject to CCD
5. PW for CCTV and computer/email

6. Custody of files
Documents and permit IMPT DOCS 1. Display when required 1. Avoid penalties
1. Mayors Business Permit (for display) 2. Secured and easy to locate 2. To give you confidence that filing cab we are running a legal business
2. BIR registration (for display)
3. BIR tax mapping (for display)
4. HLURB License to Sell
5. HLURB Certificate of Registration
6. OIC registration for Holy Gardens
Memorial Plan Inc
7. DOH BFP etc

8. Accounting files
9. PPA
10. Copies of contracts TCTs
11. Approved plans for Memorial Park
12. Joint Venture Agreement
13. OR of payment to govt agencies

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page 12/19

Steps Ancillary Job: 5.1 Hiring Chief Marketing Officer
(Planning Organizing, Staffing)
Steps Key points Reason for Key Point Walk time Work time
1. Hiring

1. Soliciting applicants 1. Know who we want and skills required 1. Bubukol pag kulang ang tao
2. When ordered to do so for expansion
3. Filter: avoid gays, over age NPA, 3. Hindi tatagal
under grad, lives far away, afraid of dead
tamad, reklamador, me first, after suweldo lang
malayo residence to office, maproblema sa bahay
hindi marunong sumunod gumalang, leftist

2. Exams 1. Observe time limit; 1. We cant accept dishonest applicants
2 Hindi puwede calculator sa exam, nor CP

3. Interview 1. We dictate time and date for interview no reset 1. We are the employer
2. Eliminate tardy applicants 1. Lack of discpline, makes for bad staff
3. Must come in business attire 1. Sign of professionalism

4. . Completion of 1. Can the applicant complete them? 1. We wasted time on those who at
requirements cant complete the requirements
2. We are checking his commitment

5. BI to be done by SBU 1. Use the form complete them 1. The behavior of the applicant in the
while applicant completes communiity counts
requirements 2. If we cant do the BI, (since he lives
far away (like Sudipen La Union) the we should not have hired him/her

6. Final interview should 1. Does the applicant have the right attitude? 1. Passion Integrity and Competence
be ministerial since 2. Does he/she like the company the job in that order; to avoid waste in
all the home work has been done 3. Tatagal ba siya hiring
4. May kakayahan ba siya

7. . Orientation done at 1., Coverage is the handbook, CCD, Personnel 1. To Decentralize and develop SBU
3f but after training Policies, Discipline, Goal Setting and Time leadership
the trainors (CMO) Management, VMBP, Customer Service
can be done at SBU Holy Gardens Products and Services

9. Job offer 1. Readying the job offer, admin plan, jobs and 1. Claro lahat sa applicant at tatrabahuhin
tasks
2. Our rates are competitive, hire the best

10. Start on the job 1. Pag maliwanag pag sure 1. Ayaw nating ang hilaw ang pusod urong
sulong maligalig
-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-

page 13/19

Steps Ancillary Job: 5.2 Training Chief Marketing Officer
(Doing Organizing)
Steps Key points Reason for Key Point Walk Time Work time

1. Orientation 1. Attend the training the trainors 1. To be competent trainor xxxx 7 days
conference
1. Vision Mission 2. Have complete set of materials
3. Preview and understand well the 2. To be prepared and confident xxx 1 day
2. History materials

3. Products 4. Rehearse and think of concrete xxx 1 hour
examples
4 Welcome Champions 5. Look at the syllabus for guide 3. So that you do not fumble on
6. On the orientation day itself, arrive training time
5. Admonition to Trainees early computer clicker USB internet all ready

6. Comprehensive ppt on products 7. Have printed copies of the syllabus and 4. As a guide help to trainee xxx 5 days
hand outs
7. Discipline ppt 8. Be sure and trainees are properly dressed
Complete requirements prior to oriientation
8. Goal setting ppt 9. Have nameplates and have self introduction 5. To establish rapport

9. CCD 10,. Get frequent feedbacks if the trainee get this
Require note taking 6. To gauge training progress
10. Personnel Policies 11. Give exams

11. Business Ethics 12. If 4 or more trainees attend, organize the class
what is the batch name, batch officers 7. To encourage engagement xxxx 1 day
13. Enjoin the members to finish the prescribed projects
14. Advise those who fail the exams
15. Prepare certificate of completion, and panunumpa
16. Conduct the graduation and Panunumpa before officer
Give the certificates, picture taking; some snacks
food afterwards
2 On the job training

1. Introduction to the trainor the CMO

2. Training schedule by the CMO discussion

detailed discussion of the steps 1. Tell them what is to be done 1. Proven training methodology xxxxx 30 days
2. Explain what is to be done, repeat if necessary
demonstration of the CMO of the steps 3. Show how to do this

Letting the trainee do it 4. Let the trainee do this. Commend those who
successfully did this, use those who did it as
Role playing model

And letting the trainee do this on his own

3. Exams

4. Certifcation by the CMO na puwede na trainees

4. Passing for R2 1. Check post MC on performance evaluation 1. Raise up the level of staff
2. Study how to do this, seek guidance 2. For salary increase
Communications

1. Read and respond to emails 1. Open emails first hour in the morning, 1. It is a major responsibility as
Make it a habit as a subordinate
2. Read understand 2. Verify ask questions, be sure 2. Mistakes errors IR can happen
if you dont
3. Discuss at AM talk 3. Conduct am talk often to communicate
solve problems
4. Print hard copy if needed.

5. File 4. Put labels and tabs that facilitate search 1. Subject to CCD if you dont

6. Respond to email or comment on 5. Sign of obedience
the blog as required

7. Act implement directives as 6. Submit pictures report on your own 1. Show you are a good chief
required own initiative worthy of trust and promotion


-x-x-x-x-x-x-x-x-x-x-x-x-x

page 14/19

Steps Ancillary Job: 5.3 Performance Evaluation Chief Marketing Officer
(Doing and Checking)

Steps Key points Reason for Key Point Walk Time Work time

1. Secure form 1. To be done before end of H1 and H2 1. To accelerate promotion xxx 180 days

2. Get the targets. output 1. Set specific targets for trainees 2. Carrot, reward for the CMO
discuss with trainees as prescribed in Admin plan, and control to get the trainee
corporate plan (Supervising) to work hard for the SBU
3. On the 75th day, get
actual performance vs target 1, Monitor the trainee; discuss
for R2 promotion difficulties in doing the job and reaching
160th day for others the target
2. Supervising
4. Give a grade
4. Gather his outputs and encode on the PE
As is form

Promote...

-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x-x

page 1519

Steps Ancillary Job: 5.4 Disciplining Chief Marketing Officer
(Doing and Checking)

At times we run out of options by simply communicating, influencing. Some staff simply by reason of nature and upbringing cant adopt to corporate
environment. We reward the doers and punish the offenders
Steps Key points Reason for Key Point Walk Time Work time

1. Get a copy of IR or complaints 1, Base on observable data: logbook 1. We cant base on hearsay
attendance record attendance IR, customer complaint 2. Hearsay is unfair for staff
2. Caught in the act still require IR
3. The CMO cant investigate events where 3. We need impartiality, fairness
he/she is involved

2. Get more data, interview witnesses

3. Obtain affidavits

4. Further investigation

5. Issue NTE 1. Observe two memo rule for dismissal 1. Dole and Legal requirements

6. Evaluate explanations

7. Submit to HR wait for their 1. Due process is to be observed especially
hearing and investigation on cases involving dismissal

8. Issue judgement

9. Inform defendant

10. Dismiss or exonerate as needed 1. We cant fire on the spot: "you are fired" 1. As in other areas, CMO role
is a fiction is recommendatory

Others: Key points 1, NTE has to be promptly served to offenders 1. Justice delayed is justice

-x-x-x-x =x=x=x=x=x=x==x=

16/19

Steps Ancillary Job: 5.5 Rewarding the doers     Chief Marketing Officer
(Planning Organizing, Staffing)
Steps Key points Reason for Key Point Walk time Work time

1. Filter the 100 attendance and 1. P500.00 every month 1.To encourage faithfullness, loyalty xxx 30 minutes
Early bird and good character

2. Based on monthly performance 1. Post name picture 1. To inspire others and encourage excellence 30 minutes
Choose top 2 employees of the month at blog at office BB

3. Greet and post birthday celebrants 1. At blog at office BB 1. To show that we care 30 minutes

4. Congrats and thank you for a job well done 1 Done it always 1. On being faithful 5 mins


--x-x-x-x--x-x-x--xx-x-x--x--x-x-x-x--x

page 16/19

Steps Routine Job: 6.5 Filing Chief Marketing Officer
(Organizing and Communicating)
Steps Key points Reason for Key Point Walk Time Work time

1. PractIce TRAF in all written communication 1. T rash 1. A cluttered desk means cluttered mind 5 mins
received. R- efer
A -ct
F - ile
2. Be diligent
3. Use post it to earmark papers

2. Practice 5s trash those beyond 5 years 1. For immediate use in the desk, 1. For convenience
except permanent files: 201 files, corporate next important at filing cab
records. those not being used at distant location
2. I scan important files i cloud or store soft
copy e.g accounting files: shred or discard 2. To save on filing space
all files with amounts of P20,000 or below
3. Permanent files are permanent files 3. Put in secured location

3. Label 1. Have chronological and alpha files 1. For easy filtering
2. Use excel for address as single address
3. Mark the address in your filing cab rack 3. Para madaling makita
to jibe with your excel file
4. Back up sa cloud 1. Sa google drive or email 1. Para wala nang server

5. Have fireproof cabinets for important file

x -x-x-x-x-x-x--x-x-x-x--x-

page 17/19

Steps Ancillary Job: 6.6 Reports Chief Marketing Officer

Steps Key points Reason for Key Point Walk Time Work time

1. Text reports

1. Daily targets and 5 most 1. Not later than 9 am without fail 1. To practice daily goal setting 5 mins
important things to do. 2. Purposeful living
3. To practice priority setting, what is more valuable

2. Sales and collection report 2. End of the day without fail
1, Collection for the day/vs dailly target % 1. To know the efficiency of sbu 10 mins
2. vs. weekly target % 2
3, vs, monthly
as of 2 pm cut off

2. Daily email reports 1. It is a daily checklist on what needs to be done
  2. Submit daily 1. Subject to CCD
3. Fill in all the blanks
Attention: Calamba, Calapan, Oton

3. Monthly reports 1. Coordinate with Accounting Outsourcing 1. Key result areas
2. Are balance sheet items 2. Mas madali FS preparation
Sales

Collection CRB/CDB 1. May Chart of accounts 1. Magagamit sa PNL preparation

Lot Inventory

Subtraction
Additon

Net inventory 1. Benchmark the format of LUMP 1. To aid us in planning sales campaign

ICR 1. Total every end of the month 1. Prevention of double sales and scam of sellers syndicate

Current 1. Needs ageing report 1. For easy sending of collection letters
Arrears 2. Collection letter on the 32nd day after arrears 2. To increase collection; to get incentivves
3. Forfeiture letter on the 61stday 3. To return lot in arrears for inventory to be

sold again
x-x-x-x-x-x-x-x--x-x-

page 19/19

Steps Ancillary Job: 7 Self Mastery     Chief Marketing Officer
(Leadership at PLOCC)
Steps Key points Reason for Key Point Walk time Work time

1. Physical fitness 1. Illegal drug free 1. Mens sana en corpora sano   30 mins
2, Good food sound mind in sound body
3. Plenty of rest 2. Health is wealth you save plenty
4. Exercise if you dont get sick

2. Mental fitness 1. Read book 1. To increase market value as a professional
2. Read blog 2. You cant teach what you do not know
3. Read internet 3. To be better than before
4. Consult experts talk to other CMO

3. Emotional intelligence 1. To be better than before 1. We are Gods Children
2, To be the best that you can be
1. Motivate yourself daily 3. Its a wonderful world
2. Motivate others 4. To learn from the worst person and
3. Get rid of emotional baggae experience
4. Be a better person than
yesterday

4. Self improvement exercise It is all about being better 10 minutes daily

1. Am - what will I do to be better 1. Our main responsibility is to
improve ourselves
2. Noon - what am I doing to 2. In the parable of the talents, we
better enjoined to develop our gifts for the good of others

3. Evening - what have I done to
be better

MO

Core: Jobs/Tasks

1. Achievement of collection and sales targets 1. Goal setting
2. Writing a marketing plan
3. Organization: recruitment of sellers and implementation of 2
4. Checking and reporting sales: via text and email



2. Operational excellence - top rate interment 1. Ensuring A 1 park appearance through 5s and landscaping
2. Supervising CSS2
3. Innovating interment service

3. Ancillary Solving customer complaints
Routine

4. Financials 1 AR ICR
2. AP
3. Cash Collection
4. Bank balances
5. Administration of Files and Processes 1. Daily email reports generation and submission
abstracts, sales report, collection, balances
2 Handbook, manuals, operation Jobs,tasks



6. Hiring and training 1. Hiring
2. Orientation
3. On the job training
4. Disciplining

7. Self mastery and self improvement 1. Physical fitness
2. Mental
3. Emotional
4. Self improvement exercises

--
PAGSASANAY SA TAGUMPAY (Training for Success)

Good management is good management everywhere

Habits of Successful People

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)

Holy Gardens Cremation

Holy Gardens CMCS (Funeral Service)

Holy Gardens Ash Crypts (Columbary Vaults)

Destiny Life Plans

Holy Gardens Interment Service

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)

Free Obituaries for Friends of Holy Gardens

Free Obits for Holy Gardens Customers

Archives for Holy Gardens Tributes

Birthdate and death date anniversaries of dearly departed

Weekly posting at HolyGardens Communications and Best Pictures

Notice: This email address is a private property of Holy Gardens Group and its contents are private and confidential. Its contents and attachment may not be copied nor forwarded to parties other than the ones intended to, nor can the contents be used other than the original intent You are advised to delete the message you received if in case it may have been wrongly sent to your good office

Jorge U. Saguinsin

YOUR OFFICES ARE TO REFER TO THESE ON QUESTION ABOUT PRODUCTS information and pricing. Please RRURAC

Business Leadership in Small Doses

Holy Gardens One Stop Shop (Master Brochure)

Holy Gardens Cremation

Holy Gardens CMCS (Funeral Service)

Holy Gardens Memorial Plans (formerly Destiny Plans

Prof Jorge Entrep Business Advice

Time is gold

Time lost is lost forever.

Of all the resources, only time is irreplaceable

Successful companies primary tool is smart use of time - being the first to market

One of our principles is EFFICIENCY. To have high outputs and be productive. Always

If we are unable to finish projects or tasks on time, it is an event called failure? We are not

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

6. Ang naiwan ng mahal sa buhay ay dapat masaya.

Pag uusapan sa am talk

Notice: This email address is a private property of Holy Gardens Group and its contents are private and confidential. Its contents and attachment may not be copied nor forwarded to parties other than the ones intended to, nor can the contents be used other than the original intent You are advised to delete the message you received if in case it may have been wrongly sent to your good office

Communications Center for Holy Gardens

Pages

October 30, 2019

Re: Steps of various jobs of CMO using the Toyota Way template

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