Summary of promos and special offerings of Promos until end of 2017 till 2018

PAGSASANAY SA TAGUMPAY

SUMMARY OF PROMOS AND SPECIAL OFFERINGS UNTIL END OF 2017  UNTIL 2018

A.  BODY CRYPTS + funeral service

To:    Holy Gardens Pangasinan

        Holy Gardens Greenhills

Thru  GM

Date:  NOVEMBER 5, 2017

Subject:    Bundling  of Body Crypts (Apartments) with our  Funeral Service
                Promo Price

1.  Apartments in Pangasinan are to be available only as packages.   

     Calamba must build another 80 units and  are to be sold only as packages

2.  They are to be sold as leases:  5 year only (for at need)  (For Strict compliance)

3.  For pre need:  5 + 1.   (May extra one year para libre kasi the lease runs on day 1. after fully paid,

 4.  Being at lease, it means that at the end of the  of the lease, the customer has the option to:

      a.  Renew the lease at new price

      b.  Transfer to a new location, say lawn, or GE (kaya dapat interim lang ang gamit.  Ooferan ng ibang product while the lease is in force, or immediately upon the signing of lease agreement

5.  Prices:

                           At Need                            Pre Need

A                         9,000                                  7,500

B                       13 999                                 11,000

C                      11,999                                  9,500

D                        8,999                                   7,000

6.     Bundling

                       Pre Need                   Total Amount                     MA

A        Lease  +   Daffodil        7,500 + 20,000 =   27,500            572. 95

B     Lease +  White Rose     11,000 + 30,000  =   41,000           854.20

C  .     Lease +  White  Rose     9,500  + 30,000 = 39,500          823.00

D.       Lease  + Daffodil            7,000 + 20,000  =  27,000         562.50

Provided:

If bought in cash:    beyond 90 days the price shall still be pre need;, for installment,beyond  180 days, pre need ang price if paid in full (even for upgrading)

B.    ZERO INTEREST FOR SPECIAL PLOTS IS ONLY UNTIL DECEMBER  DECEMBER 2017 ONLY;   CHEAP P23,000 and P26,000  AT NEED INTERMENT SERVICE IS UNTIL DECEMBER 2017  ONLY

To:     Sales Administration

Thru:    GM

cc:      RCRMA

Subject:   Termination of  Certain Special Offers

1.  The Zero Interest Offers of Calapan, La Union, Malasiqui and Calamba

     They are good only until December 31, 2017.   When the offer is ended, that is it. 

    The difference between zero (0) interest and  with interest is 25%.  Sayang kung di matatake advantage ng customers.

       For example; 

       TLP                 Monthly                Total Payments
                              0 interest                                           

       30,000               500.00                    P30,000

       30,000               625.00                      37,500                             
     

     WE SAY WHAT WE MEAN, AND WE MEAN WHAT WE SAY

     Take hard and extra efforts to inform your customers, prospects and sellers

     With regards to the FLASH PROMO of 15% discount, it was  a big disappointment of execution. We should have focused on that to generate colleciton to the exclusion of others.  So we got measly 4% achievement of target, no incentives for 3f and for SBU.

    And then we had appeals for extension well beyond the deadline.  Ang  promo was for  November 1, 8 to 4 pm. Kaya nga flash promo.

2.  PIS offers

      The PIS offer of P12.3 ends in November 2017. Thereafter only P14,990 interments at need are available

      The Interment Service is likewise increased beginning December  1, 2017

Details of increase in expenditures will have to be made between now and November 29 by SAA and VM

                      New Price (At Need            Former Price             PIS in combination*

 De luxe         28,750                                 23,000                        P23,000

Luxury           32,500                                  26,000                          26,000

The pre need price, which can be bought in installment, is available only for the:

      1.  For those who have previously bought plots from us.  (You must enclose PPA to support such sales.  Hindi puwede iyong mga palusot, na ginawa ng MT)

      2. Or in combination with our special price plots, current sales.  THEY CANT BE BOUGHT AS STAND ALONE.  

     SAYANG ANG P4,000 PRICE DIFFERENTIAL.  Ipag ingay, i text blast natin. i soc media

      The SAA must not entertain any request for extension.  Listen and implement our announcements

     NB:   Any changes in sales policies are always done in writing.  NO VERBAL CONVERSATIONS ON SALES POLICIES ARE BINDING:  the proposal and the enabling memos are to be in writing

--

PAGSASANAY SA TAGUMPAY (Training for Success)

SETTING THE STANDARDS IN INTERMENT SERVICE

Innovation creates more wealth and more customers

Pagbebenta ng mga producto para maging mas kapakipakinabang ang mga lote

Please update me on your  report

And may I know why the SBU are unable to provide income to their agents for the last two months all ready.? Or sell very little of these two important service for our customers to fully utilize their plots to themax

We limit sales of stand alone only till September.   There after it will be offered only as part of a package.  New plot sales +  interment service.

After September, we will not offer the PIS dlx and lux as prepaid IS anymore at the price indicated.  They will be available at need at higher prices.  However, just like the PIS 12.3 will be offered MURA only as part of package 

Bakit kaya mas effective at mas malakas ang boses ng mga plan company na nagsasabi sila lant ang mag offer ng complete memorial package.

Itong PIS at PMS ay importanteng bahagi ng memorialization.  Hindi completo ang lote without Interment Service at Funeral Service.  Parang bumili ka ng baril na walang bala, o sasakyan na walang gasolina or langis.  O baboy ng walang recado

Are we enthusiastic about offering complete memorialization service to our customers?  Are we working hard to promote, sell this to be of service to our customers and to provide complete service.

Completo na ba at OK na kung bumili na ng lote ang customer?  Paano kaya niya magagamit kung walang service.   (interment service)

Hindi kaya mas maganda na bumili rin sila ng funeral  (memorial service)  May lote interment service ka nga, wala namang  casket.  

Eh nag ooffer meron naman namang tayong PIS PMS.

Dagdagang natin ang paliwanag, ABE, at PASSION.  At determination

SAA ipaliwanag sa CMO; isa ito sa ipapaliwanag sa telecon/sales meeting.  Sino kayang mga SBU naiintindihan ito?

On Mon, Sep 4, 2017 at 1:27 PM, Marjorie Miranda <bpi.saa2017@gmail.com> wrote:

Good day sir.

Below is the PMRSS report for the Kita sa Tag-ulan Campaign

Date:                     September 04, 2017

To:                          Mr. Jorge U. Saguinsin

                              Senior Managing Director

Thru:                     Ms. Madelene R. Saguinsin

                             General Manager

From:                    Marjorie B. Miranda

                              Sales Admin Assistant

Subject:                 Kita sa Tag-ulan Campaign Update as of August 31, 2017

Objective:

v  To monitor the sales performance of each SBU

v  To motivate everyone to reach their target for the month of September 2017- 350 PMS & 350 PIS

v  To plan the backlog sales for the month of July & August 2017 – 695PMS & 363PIS

Reality:

For the period of July 3 to August 31, 2017, here are the reports of Kita sa Tag-ulan

The table shows that we only had 14% of the sales versus the targets.

1. What were done, not done, not done well?

DONE:                  

Availability

Marketing plan for the promo

Pricelist for PMS and PIS

Process and procedure for the documents

Template with the Sales report and file sharing

Awareness

Launch of the promo

Posting to the social media and tarpaulin

Trial

New product-Econo an interment service that is very affordable to everyone

Repeat sale

All the existing customer who avail the lots will be the prospect for the PMS and PIS Kita sa Tag-ulan Campaign

NOT DONE:

Sales report template with Calamba- The template is not completely done by the SFC, so the RA still encode the list of customers who avails the PIS.

The econo is effective only in Calamba. Many customers avail the econo and they achieved the target of 200. The econo is limited only in 1000 units so every SBU target is 200. In that case, the Calamba gave slots to sell the econo because the other SBU can't sell.

NOT DONE WELL:

File sharing – They need to be followed up before they will send the sales report

Promoting the PMS and PIS to our sellers and customers.

2. What resources, what we're lacking in the sales force and the 3FFB?

In some SBU, lack of sellers and staff like for La Union. They only had 1 Sales Director and less than 15 active agents.

·         Poor leadership from SAA

·         Focus and motivation to the staff and SAA- to love what we are doing

·         Lack of communication to our sellers

3. WTDN, resolution/alignment needed to be done

What to do next:

In able to meet the backlog, we had to work hard, be a BIDDA and encourage everyone to sell more. To post tarpaulin that emphasizes the free insurance and installment promo. More leadership for SAA to embrace with love the new duties she is doing right now.

1. Post to the social media and tarpaulin that the last day of promo is September 30, 2017.

2. Leafletting – Make a leaflet and the SBU will distribute to the public places and to our customers.

3. Email and text blasts- Inform the sellers, fully paid customers that they will have only remaining days to avail the Kita sa Tag-ulan Campaign for PMS and PIS.

4. Gather a sales meeting in every SBU

a. HGLUMP                         - September 09, 2017

b. HGPMP                           - September 08, 2017

c. HGGMP                           - done

d. HGCMP                           - September 09, 2017

e. HGOMP                          - September 16, 2017

5. Every day follow up and mentoring all the SBU.

Prepared By:

Marjorie Miranda

Sales Admin Assistant

--

Thank you.

Marjorie Miranda

Sales Admin Assistant

Please visit the following sites:

   Holy Gardens Rewards

   Patsikot/SUV Promo

   Bonus pa more sa pagtulong sa bentang todo2

--

Thank you.

Marjorie Miranda

Sales Admin Assistant

Please visit the following sites:

   Holy Gardens Rewards

   Patsikot/SUV Promo

   Bonus pa more sa pagtulong sa bentang todo2

--

SETTING THE STANDARDS IN INTERMENT SERVICE

Innovation creates more wealth and more customers

  Jorge U. Saguinsin

  Be a BIDDA now

   RRURAC   (Read, Reflect, Understand, Realize Act, Check)

   Please visit the following sites:

   Holy Gardens Rewards

   Patsikot/SUV Promo

   Bonus pa more sa pagtulong sa bentang todo2

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

Marketing the Pre Paid Interment Service and Memorial Service (PIS and PMS)

PAGSASANAY SA TAGUMPAY

Rizal Philippines
July 16, 2017

The PMS and PIS sales have not picked up despite the lapse of two weeks.  What are the causes?   Lack of desire from customers, lack of marketing support?  Lack of sales efforts.

However from the side of the customers, let us repeat the benefits for buying  prepaid:

1. If the head of the family or the family is not prepaid for the eventuality of death in the family due to denial or complacency, (BAHALA NA) the family has the following choices:

NEGATIVE RESULTS IF YOU DO NOT INVEST IN A PLAN  (Especially if your pockets are worn from the huge hospital bills spent for the deceased)

     1. BEG FROM THE VEHICLES AND PASSERS BY:

     2.  BORROW MONEY FROM RELATIVES

     3.  MAG PASUGAL

     4.  Buy a package not worthy of your stature in the community

2. Without cash on hand, the family is forced to:

    1.  Go along with price gouging (in the parlance of upgrade) of the funeral homes

    2.  Listen to advice of friends and relatives that may be incorrect

   3.  Or go on terms with the funeral homes (they do not usually allow that because of the understanding of Civil and Family  code, ie they  are not forced to pay.  Hence the funeral homes will not give service until you make a down payment or pay in cash

3. If you have plan:

    1.  You or the family will have peace of mind

    2.  That you will not be a victim to unscrupulous persons

   3   Have insurance protection during the paying period

         If you are insurable:

        1.  GYRT  -  term life insurance giving the principal full coverage on the entire amount  even if balances are paid for deaths occurring due to natural causes

       2.  PAI   (Personal Accidents)-  ADD   double indemnity in case of  deaths arising from accidents:  fall, vehicular accdients, or falls

4.  If you have a plan, for a small amount monthly you get guaranteed memorial service:

    1.  First call

    2. Preparation of the body

    3.  Viewing

    4.  Interments

5.  Preferred customer service:

Support our latest campaign to generate additional income for many: "KITA SA TAG ULAN"

PAGSASANAY SA TAGUMPAY

The #memorial experts

July 3, 2017

Today we launch the "Kita sa Tag Ulan" sale campaign to be participated by our staff and sellers nation wide.  There will be a motorcade and small salo salo for our sellers, staff and customers

The products subject of this campaign are the memorial and interment services that  the existing customers need for their plots that they all ready purchased from Holy Gardens Memorial Parks.

This is to provide one stop shop for memorial services for our custmers

The campaign lasts from today, July 3 until September 30, 2017

1.  Benefits for the customers:

     1.  Easy payment terms, 60 months to pay, minimal interest

     2. No down payment

     3.  Insurance protection during the paying period

     4.  Guaranteed memorial services.  The funeral service is available only in sbu where we have memorial chapels,.  the interment service is offiered nation wide, because every sbu offers interment service.

    5.  Preferred customer service:   free obits, funeral  packs, memorial service ceremonies,   free karuwahe use  for metal caskets

    This product is aimed at preventing  the customers from being in debt at the hour of need.   They will be in great distress and difficulty if they do not have cash when somebody departs unexpectedly.  The funeral homes on the other hand are wary of  having the balance unpaid because many dont pay

PMS PIS Price, MA, Com and Commissionable Amount

BE a BIDDA: "BELIEVE, INSPIRE, DREAM, DO ACHIEVE"

Price List Monthly Amortization, Commissionable Amount Schedule of Commissions

 Amortization:

PMS

           TCP     Annual   Semi Ann        Qtrly             Monthly

                                       5  %             15 %                 20%

Compassionate (Social)

Zinnia   15,000  3,000   1,575            862.50           300.00

Daffodil 20,000  4,000   2,100        1,150.               400.00  

Wood (Economic)

White R 30,200  6,040   3,171       1,736.50          604.00 

Gladioli  39,200  7,840   4,116       2,254.00          784.00

Cattlya 48,500   9,700   5,092.50  2,778.75          970.00

Metal casket (classy)

Peac L  62,400 12,480.0  6,552.00   3,558.00     1,248.00                

Carnt    89,500  17,900.00 9,397.50  5,146.25    1,790.00

Chrys  115,200  23,040    12,096.00  6,624.00         2,400.00

Prepaid Interment Service

Delux  22,000   4,400.00   2,310.00   1,265.00         440.00

Lux      25,000   5,000.00  2,625.00    1,437.50            500.00

  Commissionable amount and com due say for 60 months only  principal less 11.6%  ( Vat 8% + 3.6 CGLI)

                       
35% for Sales Exec

45% for Sales Manager

 50% of MA  Max for SD


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

50% for Sales Director                          
                 TCP           11.6     Net Amount  Com/.50MA  # Mos
Zinnia    15,000         1,740   13,260     1,3260.00/150         8,84

Daffodil  20,000        2,320   17,680     1,768.00/200         8.84


White Ro  30,200     3,503.20  26,696.00  2,696.00/300    8.84

Gladioli   39,200      4,547.20  34,652.80  3,465.30/329    8,84

Catt       48,500       5,626.00  42,874.00   4,287.40/48     8.84      


PL          62,400       7,238.40   55,161.60  5,516. 10/624     8,84

Carnt     89,500     10,382.00  79,118.00  7,911.80/ 895.    8.84

Chrys  115,200    13,363.20  101,836.80 10,183.70/1,200  8.48


PIS

De Lux   22,000    2,552.00  19,448.00   1,944.80/220         8.84

Lux      25,000       2,900.00   22,100.00   2,210.00/250        8,84


For Sales Manager                45%                     .09  
             
                                                                      com/.50MA

Zinnia                                                        1,200.15/150          8

Daffodil                                                     1,591.20/200     7.956


White rose                                                2,402.64 /300      8.

Gladioli                                                     3,118.75/392     7.956

Cattleya                                                   3,858.66/485      7.956


Peace Lily                                                 4,964.54/624     7.956

Carnation                                                 7,120.62/895     7.956

Chrysanthemum                                   9,165.24/1,200      7.63


PIS

De Lux                                                     1,750.32/220       7.956

Lux                                                           1,989.00/250       7.956



For sales execs                 35%                       .07                 
                                                                   com/.50MA 

Zinnia                                                      934.50/150          6.23

Daffodil                                                 1,237.60/200        6.188


White Rose                                             1,887.20/300         6.29

Gladioli                                                   2,425.64/392        6.18

Cattleya                                                 3,001.18/485        6.18


Peace Lily                                               3,861.27/624        6.18

Carnation                                               5,538.26/895        6.18

Chrysanthemum                                    7,128/1,200          5.94


PIS


De Lux                                                     1,361.36/220          6.18

Lux                                                            1,547.00/25         6.188                                           

                             

Goal Setting, Incentives, Strategy and Action Plan for 2017

Reviving dead business


To:

 Subject: Goals   Incentivatization  of Performance and Sustaining a Culture of Performance and Achievement

1.  Objectives:

1.  To sustain growth year on year which has not improved over the last 3 years

2.  To sustain and support a culture of performance

3.  To make staff welcome change, new products and innovation and to welcome the same;

4.  To provide more income for the staff

5.  To make staff realize that to earn more money, you have mind the resources, avoid wastes, learn, take care of your people

and avoid things that will prevent you from achieving your target/sales

2. Reality:

1.  There were allegations of low morale, communications have been poor;

2.  People were not goal oriented and  not aligned towards their target (they do not even know their targets)

3.  They are not engaged in the business;  they dont care because they do not get anything extra;

4.  Sometimes actions are at cross currents, priorities are wrong and not focused on sales and collection and/or diverted to low 

    value added activities

3.  What:

This incentive mechanics is based on NCR, (Net Cash Received) which is what SPLP, other pre need companies and insurance are using.   The incentives can look generous and big, but because it is based on NCR, it  produces gross sales amount that are 5x times, and makes the company liquid because of emphasis on sales.

(As incentive this is a gift given to an employee for a job well done  and is not a regular benefit, that when taken away is a dimunition of benefits, an illegal activity.  The basis for the gift is the performance achievement)  It is not part of salary package that is to be given on regular basis irrespective of level of achievement)

   NCR is Total Cash Received (TCR)

           Less:    Discount

                       PC

                      VAT

                      Insurance (Capf)

                     Com (whether outright or in chk)

  (Refer to fund distribution chart) It should be the TF, and GAI only on first year:      10% + 20 = 30% of MA on first year for PMS, MP, and PIS on first year.

  It makes the staff conscious of :

     1.  Encouraging more cash payment/down payment

     2.  Minding collections of past or accounts in arrears (thus TA) and collection is not neglected

     3.  Minimizing expenses and reduction of discount  for spot cash

NCR shall be based on validated:   deposit slips and audited OR (therefore reporting should be prompt and accurate)

Because you have to plan for more sales and collection, naturally, if you accept this and motivated you will:

   On sales and marketing:

   1.  Improve customer service at the office, interment

   2.  Level up interment service:  avoid omissions, make sure interment is world class and beautiful

   3.  Speed up documents

   4.  Marketing:

       1,  Ads and promo

       2.  Tarps

       3.  Dalaw paburol

       4.  Brochures

       5.  Obits

       6.  FB

          (The above work can be delegated and prioritized

    5. Sales:

        More agents recruited

        Agents thoroughly trained, given exams and accredited

       Agents given targets likewise;   monitored motivated at sales meeting, text or call

       Commission and prizes promptly awarded

       Agents honored and treated well:   

            1.  Attending to their needs;

            2.  Being courteous and considerate

            3.  Recognized in:

                    Organizational chart;

                    Hall of Fame

                    Publications (bests, and FB)

                    Generous prizes (look at sales incentive proposal)

   Staff:

          Continuous hiring;  hiring passionate people and achievers

          Constant communication, training and motivation

          Reminding them of their goals, clarifying and repetition of goals

          Frequent and regular performance evaluation CCD if needed

Equipment:

          Constant look out for most efficient and durable equipment to make jobs easier (lessen expenses)

          Equipment needed to beautify park, make staff more efficient

          Excellent internet connection

          Software to make voluminous error prone transactions quicker and with less error:

                    Sales, inventory, document archiving, single entry transactions

         Wif, CCTV

Park:

          Constant landscaping, trimming,  cleaning

          Projects:  hardscape, landscaping, attraction

         Office:    CR, cleanliness, water, irrigation for plans

4.   PROPOSED NCR TARGETS:  (per month)

Sales (new)      PHP ( 000 omitted/per month
              LUMP     Panga     Calmb      Calap    Oton    BPI        HAMP       

 Plots      256         613.2           613.2      192           256

   

 PMS      59           155             148           59             67.4

   PIS      157         162.5           162          65.05         97.4

  Total 472             930.7        923.2        316.05       730

  Baseline:

 Now Gross  

    Now      1,500         3,500         2,500          500            1,500

    New         511         2,190        2.190            219.            730  

     I F             220           330            330             30              166 

Estimate

PLEASE TAKE NOTE THAT BPI BEGINNING 2017 IS TO BE TREATED AS AN SBU WITH SALES FUNCTION SO THAT IT WILL HARMONIZE AND UNDERSTAND THE BUSINESS OF SBU.  The sales admin can start selling plots (repeat sales)  and new products to existing customers both PIS and PMS

                  Say   plots       10  x 40     =  400,000

                           PIS         10  x 22          220,000

                          PMS        10 x 40          400,000

                           Total                          1,020,000

                           NCR                            say 200,000

  so that BPI can earn 10% com. This will make BPI harmonize well and be one with the SBU.  12 million sales a year is no mean feat.

N.B:  Let us register Holy Gardens Chapel and print receipts for:

            Interment Service (at need) and PIS

            Chapel Memorial Service (at need and PMS)

            we start paying VAT faithfully

5 SUMMARY OF NCR MONTHLY TARGETS:

                    LU       Panga     Clmb         Calp        Oton

Sale  (New) 472     930.7        923.2        192          450.8

Baseline       511  2,190        2,190           219          730

Past sale

Collection

Interment     220    330           330             30           166

TOTAL       1,203   3,450       3,443           441           1,346                                                                                    Total  9,883                                                                                                                                                                                   Annual:  108,773                                                                   vs 70M gross right now                                          

If our math serves us right, this should produce 5x sales for us for one year, making the 2% max incentive only 0.4% of sales

6.  Incentive rate:  

Below 95% - zero rated

95%  0.5      

100% 1.0

110%    1.5  

120%    1.75

130 %   2.00

Example:

1.   If La Union does 120% of  1,203.000  or P1,443.60 then LUMP gets 1.75% of the 1,443t for the month, or P25,252 and assuming that the same performance is maintained, for the next two months x 3.   = 75,757.

Distribution:       75,757   x 25% =  P18,939

Balance:           56,817/ 5 =    11, 363

2.  If Panga does 130%  of P3,430.000 = P4,459,000, they will get 2% of the NCR as incentive =  89.180.   Assuming you maintain this for the next 2 months = P267,540.

    Chief  x 25%    =   P66,885

    Potential to earn 1/4 million in a year

    Others   =   200,655 /9   =  P22,295 @



                

Are these numbers motivating or worth ignoring only?  Dont we desire more income?